2019 GSA Business Report Book Experts

BOOKof EXPERTS

December 23, 2019 | Volume 22, No. 24

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2019 Book of Experts | Special Advertising Supplement

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Client: FHZN

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Pub: GSA Business Report

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About the cover: One thing experts tend to have in common is a busy schedule. That’s why we were pleased to get six of them to stop by our offices long enough to pose for our cover photo. Pictured, left to right on the back row, are David Britt, director of the Economic Futures Group for the Spartanburg Area Chamber of Commerce; Joe LaPenna, president and owner of Drum Creative; Jon Swift, principal and managing director of Murphy Business Sales; and Chancellor Brendan Kelly of USC Upstate. On the front row from left are Sallie Gold, CEO of TruColor, and Chris Fraser, Avison Young’s principal and managing director for South Carolina and Savannah. Each of these experts has the work ethic to make their organizations successful. It’s leaders like them who give the Upstate the energy that keeps us moving forward.

The photo is by Ian Curcio, an award-winning professional photographer based in Greenville. One of his specialties is corporate portrait photography. This is his third cover for the Book of Experts. Take a look at his work at www.iancurcio.com.

BOOKof EXPERTS

, No. 19 | Volume 22

December 23, 20

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2019 Book of Experts | Special Advertising Supplement

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BOOKof EXPERTS

“Avison Young is a full-service commercial real estate services firm with a unique approach. Our culture is based on a collaborative partnership structure unique to the large commercial real estate space.”

- CHRIS FRASER, PRINCIPAL/MANAGING DIRECTOR AVISON YOUNG

“ Because a business often represents up to 70% of the owner’s overall wealth, it is critical that they take a proactive approach when preparing to exit their business.”

- JON SWIFT, PRINCIPAL/MANAGING DIRECTOR MURPHY BUSINESS SALES “By taking the time to understand your business, your needs, goals and dreams, we will work toward making your achievements possible.”

- SALLIE GOLD, CEO TRUCOLOR “I believe Spartanburg County is in a modern golden age. Since ... 1991, I’ve seen $18 billion worth of investment and nearly 80,000 jobs come to our community. ” - DAVID BRITT, SPARTANBURG CHAMBER OF COMMERCE DIRECTOR OF ECONOMIC FUTURES GROUP “Your website will likely be the first impression of your business ... It should represent your ideals and mission in the best way possible, exactly like your employees represent you in person.”

- JOE LAPENNA, PRESIDENT/CEO DRUM CREATIVE

“As a regional comprehensive university, we have unique opportunities to develop curriculum in direct response to employer need.”

- DR. BRENDAN KELLY, CHANCELLOR USC UPSTATE

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Publisher - Rick Jenkins rjenkins@scbiznews.com • 864.720-1224 Account Executive - Ryan Downing rdowning@scbiznews.com • 864.720.1221 Account Executive - Angie Hammond ahammond@scbiznews.com • 864.720.1974 Editor, Custom Publishing Division Steve McDaniel smcdaniel@scbiznews.com • 843.849.3123 Associate Editor, Custom Publishing Division Jim Tatum jtatum@scbiznews.com • 864.720.2269 Graphic Designer - Elizabeth Greff egreff@molawyersmedia.com • 314.558.3273

South Carolina’s Media Engine for Economic Growth President and Group Publisher - Grady Johnson gjohnson@scbiznews.com • 843.849.3103 Vice President of Sales - Steve Fields sfields@scbiznews.com • 843.849.3110 Creative Director - Ryan Wilcox rwilcox@scbiznews.com • 843.849.3117 Events Director - Kathy Allen kallen@scbiznews.com • 864.720.1225 Events Account Executive - Melissa Tomberg mtomberg@scbiznews.com • 864.720.1220 Audience Development & IT Manager Kim McManus kmcmanus@scbiznews.com • 843.849.3116 Accounting Manager - Vickie Deadmon vdeadmon@scbiznews.com • 803.726.7541 Subscription Services service@bridgetowermedia.com • 877.615.9536

LETTER FROM THE EDITOR

W

e at GSA Business Report have our own expertise in several areas, and I like to think our experts are very good at what they do.

But we’re not good at everything, and with the same enthusiasm that I have for knowing what we do well, I like knowing when and where we need assistance. For that, we turn to someone with a deep and broad level of understanding of whatever that need may be.

In a sense, the book in your hands right now is a condensed version of our efforts day after day throughout the year: our news stories, the advertising messages we deliver, the networking opportunities we create, our Power Events and our manufacturing conference. All of our work is, in the end, a way of putting expert knowledge and insight in a place where you can access it.

Within these pages, experts will provide some advice, share some knowledge and demonstrate why they are proven leaders

in their respective fields. You will see on the cover that we were able to wrangle six of these very busy people into a single frame on a recent afternoon. Some I’ve know for quite a long time and others are relatively new to my Rolodex.

As I stood outside the frame while photo expert Ian Curcio did his thing, it occurred to me that all of these experts are also makers of change. These aren’t leaders who believe things are good enough as they are — even if things are pretty great. These are the people who continue working toward better.

When things need to be better, that’s when you call on an expert. It is my pleasure to present some experts and a bit of their knowledge in our latest version of the Book of Experts.

Sincerely, Ross Norton Editor, GSA Business Report

SUBSCRIPTION INFORMATION GSA Business Report (USPS 8460) is published twice monthly by SC Biz News 35 Cessna Court, Suite A, Greenville, SC 29607-2700.

Periodicals postage paid at Greenville, SC and additional mailing offices.

POSTMASTER: Please send address changes to: GSA Business Report, SC Biz News, 1439 Stuart Engals Blvd, Suite 200, Mount Pleasant, SC 29464.

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Annual subscribers receive 24 issues of GSA Business Report, including Book of Experts, Market Facts, and the Book of Lists.

24 issues for $57.95; 48 issues for $92.95; 72 issues for $129.95.

Subscribe, renew, change your address, or pay your invoice online at www.scbiznews.com/subscriber-services or call 864-517-1492.

NWS Company LLC A portfolio company of BridgeTower Media

2019 Book of Experts | Special Advertising Supplement

The entire contents of this newspaper are copyright

by NWS Company LLC with all rights reserved.

Any reproduction or use of the content within this publication without permission is prohibited. SCBIZ and South Carolina’s Media Engine for Economic Growth are registered in the U.S. Patent and Trademark Office.

©2019 NWS Company LLC

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FEATURED EXPERTS

33

12

8

16

10

Avison Young

22

Banker Exchange

12

Drum Creative

23

Tax Credit Marketplace

14

Murphy Business Sales

26

Upstate SC Alliance

16

Spartanburg Chamber

28

HRP Associates

18 TruColor

30 Segra

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32

USC Upstate

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2019 Book of Experts | Special Advertising Supplement

Kelley Engineering

FEATURED EXPERTS

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28

10

33

City of Mauldin

44

Enveritas Group

34

Ian Curcio

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Transworld Business Advisors

36

Sonfast Corp.

38

Sunland Logistics

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COMMERCIAL REAL ESTATE

Firm’s unique approach is key to success Why Avison Young is a great commercial real estate option

BY CH R I S F R A SE R , CCI M • P R I N CI PA L A N D M A N AG I N G D I R ECTO R , S . C . A N D S AVA N N A H , G A . • AV I S O N Y O U N G

W

hat makes Avison Young stand out from other commercial real estate firms? That’s a great question — and we believe we have a great answer.

Avison Young is a full-service commercial real estate services firm with a unique approach. Our culture is based on a collaborative partnership structure unique to the large commercial real estate space. When looking for people to join the firm, it’s always culture, first, that dictates our interest in adding to our enterprise. While we certainly look for qualified entrepreneurial brokers who are successful, they’ve got to exhibit a team-oriented approach to the work, respect of others, and, of course, strong ethical behaviors.

Because the company is owned by its Principals around the world, it’s truly a partnership, which fosters teamwork and a spirit of cooperation and collaboration that is unique in the commercial real estate world. Client relationships are typically led by our Principals, who are also the owners of the company. Because they are owners, our Principals have a deeper commitment to driving client and company performance. There are no hand-offs to junior brokers or corporate departments. Our customers benefit from the trust, quality and consistency that result only from ongoing senior-level expertise, involvement and accountability.

We started as a small Canadian company, but driven by the success of our model, we’ve continually expanded our services and footprint to meet the growing needs of our clients around the globe. We opened our first South Carolina office in Charleston in 2012, then expanded to Greenville in 2013, and our team continues to grow in the Upstate. With 120 offices in

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2019 Book of Experts | Special Advertising Supplement

Chris Fraser, Principal and Managing Director

COMMERCIAL REAL ESTATE 20 countries, we have a platform that can serve clients anywhere in the world with best in class service and support.

One of the key components is our commitment to client needs and goals. Our solutions start with client needs and objectives, not with real estate. This approach results in more customized and cost-effective solutions.

Services include office, industrial and retail leasing as well as tenant representation; property acquisitions and dispositions; corporate advisory services; mortgage financing; property management; and consulting and research.

Whether you require acquisition, leasing, management or disposition of your leased or owned property, we work hard to solve your real estate needs so that you can focus on the core competencies of your business or ownership of your organization. Our ongoing commitment to develop trusting and lasting relationships is what sets us apart from the rest.

MEET OUR UPSTATE TEAM Capital Markets & Investment Services Gary Lyons, CCIM, SIOR, Senior Vice President Gary specializes in the marketing, disposition and acquisition of investment properties and brings over 20 years of experience to the team. Gary currently focuses on industrial and office investment sales with a refined expertise in sale/leaseback and 1031 tax deferred exchanges.

Property Management Beverly Barnes, Property Manager Beverly and her team have a history of managing large multiuse properties and medical office buildings. They help clients decrease expenses, increase tenant retention, and take the daily ins and outs of property

ownership off their clients’ hands. They offer a full-service experience, from accounting and tenant management, to tenant improvement and capital projects management.

Industrial & Investment Services Rob Howell, Senior Vice President Ryan Young, Associate Our industrial team focuses on industrial and investment properties but have also facilitated multi-family and retail transactions.

They bring value to their clients by both identifying industrial space to occupy and by repositioning buildings into higher class assets to generate a strong financial return. Most of their clients are experienced investors and business operators who are looking for a local expert who knows the market inside and out.

Retail & Investment Services John Odom, CCIM, Senior Associate Rakan Draz, Senior Associate John and Rakan specialize in retail landlord rep, tenant rep, and investment sales. They take pride in their ability to consistently source off market opportunities for their clients, who include an eclectic mix of small business owners, restauranteurs and redevelopment/investment entrepreneurs.

Hampton Station, managed and leased by Avison Young Hugh Black Pavilion, managed and leased by Avison Young

Office & Investment Services Rhett Craig, Vice President Chris Prince, Senior Associate Ned Reynolds, Associate Rhett, Chris and Ned pride themselves in being one of the most responsive and proactive teams you will find in the Upstate.

These strengths combine with Avison Young’s global resources for marketing and strategy while maintaining local and customized service with brokers who live and breathe the Upstate.

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DIGITAL MARKETING CONSTRUCTION

Your Website Should Be Your Top-Performing Salesperson Drum Creative can help create a professional online presence for your business B Y J O E L A P E N N A • P R E S I D E N T / C E O • D R U M C R E AT I V E

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s a business owner, you already know the importance of having reliable and trustworthy employees. They ensure your business runs smoothly and they have the power to make a lasting impression on potential clients. With this in mind, it might be time to pay more attention to one of your most valuable employees: your website.

Your website can be your top-performing salesperson if you’re willing to invest in the proper resources. Consider that a professional, well-maintained website typically costs less than an annual employee salary plus commission, yet works for you non-stop. Once you realize your website represents you, works on your behalf, and deserves your attention, the potential returns on your investment are endless.

Make Sure You’re Telling the Right Story A good salesperson understands the importance of focusing on the customer. However, many websites make the mistake of focusing on themselves and how great they are. The story of your website should speak directly to your customers and address their needs or pain points.

When people search for you, they are actually searching for a solution to their problem and are hoping to find someone who can lead them in the right direction. Your website should be entirely about your customers and addressing their concerns. When the right story is being told, your customers are more likely to engage with you.

The Value of a User-Friendly Interface Design Your salesperson should look sharp, with a polished presentation,

Is your website your top performing salesperson?

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Joe LaPenna, President/CEO

n Does it generate leads 24/7? n Does it clearly tell your brand’s story? n Does it make a great first impression?

DIGITAL MARKETING companies looking to generate more income and and clearly communicate how your company or establish themselves as a competitive brand. product is right for your potential customers. The success of a website also depends on the quality Build the Strength of Your Brand of its design. A site is far more likely to succeed Building a strong brand online requires hard if it’s designed to optimize its user-friendliness, work and dedication. It requires defining and utility, and visual design. Your website is the most sticking to a vision and adapting when necessary. widely visible aspect of your business’s public It also requires that you involve your customers image, so it must be maintained by experienced in the process. You must understand yourself web designers who will fortify that image and and your market. Once this happens, your brand strengthen your connection to your customers. will take on a life of its own and will strengthen An overly complicated site that lacks your opportunity to be easy access to critical recognized by a broader information is doomed “Your website can be audience. to failure because it your top-performing Your website acts frustrates the user and salesperson if you’re as a salesperson for your distracts them from willing to invest in the brand, not just your their primary goal. But proper resources.” products and services. a website that’s easy to When a potential navigate will encourage customer visits your customers to engage — JOE LAPENNA website, everything with you. should support your brand including, a strong logo, photography, Always Online, Always Generating colors, videos, fonts, and all graphical elements.

Business More importantly, your website and any Most businesses have limited operating marketing pieces that are used externally should hours, and your salesperson is only available to be branded with a consistent design and message. answer questions from 8-5, but your website is always open and ready to receive visitors and Make Your First Impression a Lasting inform them about your business, personnel, Impression products, and services. The competitive edge Your website will likely be the first granted by non-stop availability cannot be impression of your business for potential clients overestimated. No matter where you are or when and customers. It should represent your ideals you’re open, you can always give them access to and mission in the best way possible, exactly all that your business has to offer. like your employees represent you in person. A Having an SEO (search engine optimization) professional website with an engaging story, a strategy is crucial to attracting new customers user-friendly design, and strong branding will when they search for your products or services. communicate your effectiveness as a business.

In fact, studies show that 70-80% of people will Making sure your website is your top-performing research a company online before purchasing salesperson should be one of your highest or visiting a business, but sadly only 25% of business priorities. all businesses invest in online marketing. SEO should be at the top of the marketing budget for

Joe leading a website discovery session.

Our studio consists of 3 designers, 2 developers, 1 videographer and an SEO strategist.

Get a FREE assessment of your website: drumcreative.com/newhope

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BUSINESS SALES, MERGERS & ACQUISITIONS

Murphy offers expert guidance in business market Company focused on helping clients navigate the process of selling a business

BY J O N S W I F T • P R I N CI PA L • M U R P H Y B USI N E SS S A L E S / M & A — G R E E N V I L L E

C

onsidering selling your business? You’re not alone; in fact, right now seems to be a seller’s market. In order to help maximize your return, consider consulting an experienced specialist like Murphy Business Sales. With some 25 years’ experience, Murphy has the expertise and track record to handle these complicated, often intense transactions.

Record small business sales are being fueled by rising revenues and retiring baby boomers. A recent survey has shown that 64% of sell-side clients are baby boomers. A recent Market Pulse Survey Report showed that retirement is the top reason for selling a company (52% for companies valued at $1 million to $2 million, and 56% for companies valued from $2 million to $5 million).

However, Exit Advisors reported that 87% of business owners do not have a documented exit strategy plan. Because a business often represents up to 70% of the owner’s overall wealth, it is critical that they take a proactive approach when preparing to exit their business.

Owners who have succeeded for many years will not only financially benefit on a personal level, but they will have more wealth for a more secure retirement. The better prepared an owner is, the better exit success they will experience. In fact, the survey showed that 60% of business owners who didn’t pre-

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2019 Book of Experts | Special Advertising Supplement

Jon Swift, Principal/Managing Director

BUSINESS SALES, MERGERS & ACQUISITIONS

plan their exit was unable to sell their business for expected value.

To start planning, first determine how much you will need to enjoy the lifestyle you desire in retirement. Murphy recommends seeking professional assistance from a certified financial planner, investment manager or CPA to help fine tune retirement planning, as well as navigate tax laws and regulations.

Most potential business buyers say they want to control their own destiny – but they are also likely talking about quality of life issues. The lifestyle factors may outweigh the financial return a buyer expects from business ownership, but they still need to earn a reasonable living. A new owner can inject new energy, ideas and capital to grow an existing business which already has customers, cash flow, employees and financing capabilities. This is a key factor that Murphy helps evaluate with the business transfer engagement process.

Timing is important. Currently, not only are there more financial opportunities and more potential customers, but it’s a seller’s market. Yet, Murphy has seen many business owners incur major difficulties when attempting to sell their own business without professional representation.

Too often, owners just don’t know the broader market and may not properly value the business or determine the current competitive price and terms. They may not know how and where to market the company and they probably lack the means to effectively reach potential buyers.

An unexpected challenge often occurs when unvetted buyers “just show up,” inadvertently stymieing efforts to keep the sale confidential from employees. Once the business owner has an interested buyer, many issues can arise, underpinning the ongoing challenge of moving the transaction forward.

The average industry sale process is around 8-10 months and a business owner/seller trying to manage this process will ultimately create negative impact to business operations and potentially lose key employees, suppliers and customers — which can result in reduced proceeds, as many purchase agreements provide price adjustments based on current financial cash flows as the transaction comes to closing.

By understanding these challenges, an astute business owner should consider engaging a business intermediary to facilitate the process from start to finish. The intermediary acts as an emotional buffer and is trained in negotiation skills to maintain the transaction on track through the due diligence process confidentially.

Murphy Business Financial Corp. LLC was founded in 1994

by Roger Murphy. With over 175 brokers and offices in 36 states and Canada, Murphy enjoys one of the highest closing ratios in the industry.

For more information on what Murphy can do for you, contact Jon Swift at (864) 800-3175 or j.swift@murphybusiness.com.

Trusted and experienced business advisors adhering to the highest professional standards.

Business Sales • Buyer Searches • Mergers & Acquisitions Franchise Resales • Business Valuations

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ECONOMIC DEVELOPMENT

Spartanburg County in ‘modern golden age’ County well-positioned to welcome new businesses, residents, developers B Y D AV I D B R I T T • S P A RTA N B U R G C O U N T Y C O U N C I L

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rom my vantage point, Spartanburg County has never seen better days.

With new job opportunities, amenities, and investment rolling in, now is the time for developers, locals and visitors to explore Spartanburg’s vast opportunities.

Spartanburg continues to be a global leader in advanced manufacturing, an industry that has become the bread and butter of our region. Being made in Spartanburg is still an important distinction around the world, an identifier our community is proud of.

Not only has manufacturing in Spartanburg kept pace with innovation, our manufacturers are often on the cutting edge.

A corporate-development strategy designed to diversify Spartanburg’s economy through its strengths promises to bring more white-collar employment to Spartanburg. With a quarter of the state’s investment coming from Spartanburg-based announcements over the past five years, we’ve proven Spartanburg is a great place to work and to invest.

As job opportunities have increased, so has the number of people moving to our community. Nearly 7,000 new residents came to Spartanburg between July 2017 and July 2018, making our area the 19th fastest growing metropolitan area in the U.S. Spartanburg also was the eighth-fastest growing small metro in the country for population growth when it came to

TALENT

19

TALENT

th

Fastest Growing Metropolitan Area in the US

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2019 Book of Experts | Special Advertising Supplement

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th

Fastest Growing Small Metropolitan in the US for Millennials

ECONOMIC DEVELOPMENT

25-34-year-olds.

Spartanburg is being intentional about talent, too.

The Spartanburg Area Chamber of Commerce’s OneSpartanburg initiative has fueled a new talent attraction campaign, “See Yourself in Spartanburg,” that showcases Spartanburg’s career opportunities, cost of living and quality of life to professionals who may be inclined to live and work in Spartanburg. From an affordability and job availability perspective, which national data indicate are the two most important relocation points, Spartanburg comes out on top.

Spartanburg’s evolution is perfectly encapsulated in the city’s downtown. Downtown Spartanburg is home to 289 businesses, 75 of which are less than three years old. New restaurants and retail options are coming online monthly. There’s public art on every corner and live music most nights each week. And historic buildings have new life thanks to major rejuvenation projects.

The Montgomery Building, built in the 1920s, was revived with a $29.5 remodeling project. Once crumbling, the Montgomery Building is now home to 63 apartments — all occupied — commercial and office space, with more investment to come.

The Aug W. Smith building saw a nearly $10.5 million

ECONOMY

$1.6 BILLION

In Economic Development Projects since 2017

redevelopment effort. That created 45 new apartments, 3,600 square feet of ground-level retail space, and another 4,200 square feet of commercial space.

Tourism is also booming. Clemson University data showed over the past five years, Spartanburg’s tourism industry grew by more than nine percent each year. At the end of 2018, visitors to Spartanburg County spent a record $278 million. That represents about $90 million in tourism-spending growth over the past five years.

Six hotels were announced across the county this year, making Spartanburg No. 1 in the state for hotel development growth.

Combined, those properties are adding 744 rooms to a market that had about 3,300 — an increase of 23 percent over the last two years.

I believe Spartanburg County is in a modern golden age. Since I was elected to county council in 1991, I’ve seen $18 billion worth of investment and nearly 80,000 jobs come to our community, representing hope and opportunity. But to see the way we’ve grown in other facets is a true testament to the work and leadership of many organizations, public and private partnerships, and determined community members who know what Spartanburg County can be.

ECONOMY

$142.5 MILLION

In Downtown Investment Announced in the Last Two Years

ECONOMY

6

th

Nationwide in Industrial Space Absorption Rates

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PRINTING SERVICES

Big, Exciting Changes for Local Family Business TruColor builds upon 40 years as a leader in printing, signage, mailing services

BY SALLIE GOLD • CEO • TRUCOLOR

E

xciting changes, both physical and internal, are underway for us at TruColor.

With the completion of our 6,000 square foot expansion, I am taking over the reins from my father. TruColor, located on Laurens Road, is a family owned and operated printing services business.

Launched in 1980 by Ray Truluck, TruColor has grown into one of Greenville’s most trusted go-to partners. After spending 10 years in Charleston, S.C. as a student, employee, and business owner of a bookkeeping firm, I returned to Greenville three years ago to join the family business. I am deeply invested in and committed to this community. I am proud to be a part of this legacy and am excited to have an opportunity to add to it.

TruColor believes your brand is about more than the products you make and the services you offer. It’s about how your customers and the world SEE you — and think about you. It’s about how every single one of your branded materials — from banners, signage, business cards, embroidery, apparel, promotional products, and large commercial print jobs — looks and feels. It’s that complex mix of the tangible and intangible that brings your brand to life, helps you GROW your audience, your following, your influence, and your business. And it’s our reason for being.

Sallie Gold, CEO

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PRINTING SERVICES

Our mission is simple: Help people — just like you — do or individual can enjoy the great benefits of our services. And while business better.

TruColor provides a variety of high-end print, design and delivery By taking the time to understand your business, your needs, services, we also have integrated newer technologies into those goals and dreams, we will work toward making your achievements services such as online stores and reputation possible. Sometimes it’s an all-hands-on-deck management. For example, TruColor can create late night printing session for a bi-coastal grand and maintain online stores for companies who opening. Sometimes it’s listening to your pain may not be in a position or do not have in“Sometimes it’s a high points, and knowing just how to fix them. house resources to do it themselves. We ensure Sometimes it’s a high energy, “YES, WE CAN,” energy, “YES, WE CAN,” that everything is uniform across the board. when the world says, “no, you can’t.” when the world says, TruColor becomes the brand manager for the Our differentiator has never been just low “no you can’t.” company ensuring the materials at a location pricing. What we do is provide a high-quality in Texas are the exact same as the materials in product printed on state of the art equipment South Carolina. that meets and exceeds the clients expectations.

TruColor has been and continues to be a We serve a niche in the marketplace that is very reliable part of our clients’ supply chain and we will be working bolstered by our array of services and backed up by a customer on making that experience even better. service commitment that no one exceeds.

We have clients of all sizes and industries so really any company

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HIGHER EDUCATION

USC Upstate a vital education, business partner University provides rigorous, career-relevant education B Y D R . B R E N D A N B . K E L LY • C H A N C E L L O R • U S C U P S TAT E

U

programs we know will allow students SC Upstate began this fall and employers to succeed. To ensure semester with more than 900 our future, we must constantly assess freshmen and 900 new transfer need, providing our students with students — representing every county core competencies and soft skills, like in South Carolina. The day they became communication, critical thinking and Spartans marked the start of a new chapter adaptability. We must provide students for these students. It’s a new chapter, with study abroad programs, internships too, for our faculty and staff who create and on-campus employment in support of the transformative opportunities that their career objectives. will allow them to leverage their college Whether our students choose to years and make a difference in their own pursue nursing, education, computer communities. science, performing arts or supply chain USC Upstate is a major engine of management, they social, economic and have their eyes set talent development, on a promising with an annual “We play a critical role career and their economic impact in developing the next own contributions of more than half a to this region. As billion dollars. We generation of globally chancellor, I am play a critical role competitive workers in fortunate to work in developing the the region.” with a group of next generation of talented faculty and globally competitive staff who believe, as workers in the I do, that our mission region by providing is truly meaningful. We serve this region an accessible, rigorous, career-relevant in ways only a university like ours can. We education that meets the needs of both serve our communities, the companies and students and industry. Approximately 80 organizations which make them strong, percent of USC Upstate alumni stay in and those who will come to lead them.

South Carolina — many of them in our 10-county region — to live and work after As the largest, public regional graduation. comprehensive university in the Upstate, USC Community and corporate Upstate is a separately accredited university partnerships are integral to our ability to offering more than 45 undergraduate and deliver on our promise to students and graduate programs. A member of the USC employers. As a regional comprehensive System, USC Upstate is home to more than university, we have unique opportunities 6,300 students, 500 faculty, and 17 Division to develop curriculum in direct response I athletic teams. This fall, USC Upstate was to employer need. ranked No. 1 by U.S. News & World Report By partnering with industry and among Southern Regional Public Colleges. community leaders, we have developed

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Dr. Brendan B. Kelly, Chancellor Approximately 80 percent of USC Upstate alumni stay in South Carolina — many of them in our 10-county region — to live and work after graduation.

L

T O u s c w L d

LOOK UP Turn your eyes to fifty years of empowerment.

Of problem-solving. Of realizing possibilities and unlocking potential. Then, look beyond that. You’ll see valedictorians and veterans striding across campus today. You’ll see the half a billion dollars we contribute to this region’s economy every year.

Look toward the future, our future—one that we’re dedicated to enhancing.

REAL ESTATE

Banker Exchange: Expertise in navigating complex §1031 Exchanges Tax deferral transaction requires knowledge, experience of a Qualified Intermediary

BY JOHN BOYD • FOUNDER/CEO • BANKER E XCH ANGE

F

John Boyd, CEO

or 28 years, John Boyd of Banker Exchange has been advising investors on the disposition of real estate in a tax efficient manner by using a §1031 Exchange.

Tax deferral is not a new concept.

Since 1921, taxpayers have avoided taxes through exchanging, but it became especially popular after 1991. While the popularity of §1031 Exchange has continued to accelerate, many are unfamiliar with specifics of the regulations and misconceptions abound.

Who can exchange and what qualifies? Any taxpayer who owns real property used in a trade or business, or held for investment. Exclusions include principal residences, improvements on currently held property and property bought for speculation or resale.

Is it necessary to find someone who wants what you have in order to exchange? No. Using a §1031 Exchange, a taxpayer is able to dispose of their property to one party and acquire replacement property from another.

Is it required to acquire the same type of property? Like-kind refers only to nature or character, not grade or

quality. As a general rule, real property is potentially “like-kind” to all other real property.

Does a taxpayer only have to reinvest their gain? The IRS wants the taxpayer in the same position after their transaction as they were before.

Therefore, all equity must be reinvested and all debt replaced.

Is §1031 Exchange an all-or-nothing proposition? It is possible to engage in a partial exchange, thereby deferring only a portion of a taxpayer’s gain.

Are exchanges possible without a third party? Only in extremely limited circumstances can an exchange occur without a third party. For all others, a Qualified Intermediary (QI) must be engaged.

IRC §1031 and the accompanying regulations are complex. To completely defer the capital gains tax, many requirements must be satisfied. If a taxpayer’s exchange does not meet these requirements, the tax consequences can be significant. Careful selection of a QI is vital to the success of an exchange.

Banker Exchange has the knowledge and experience to help navigate the process.

Earning your trust, protecting your assets and providing sound §1031 Exchange advice

864.271.1449 • www.bankers1031.com When it’s time to sell investment property Let the experts at Banker Exchange show you how a §1031 tax-deferred exchange could be the solution you or your clients are looking for.

22

2019 Book of Experts | Special Advertising Supplement

REAL ESTATE

Tax Credit Marketplace: Sourcing and placing underutilized tax credits Specializing in connecting developers and investors with tax credit opportunities B Y J O H N B O Y D • F O U N D E R / C E O • TA X C R E D I T M A R K E T P L A C E

T

ax Credit Marketplace founder John Boyd was first approached in 2010 by a developer looking to monetize tax credits he could not use. The developer was hoping to capitalize on John’s experience raising money from high income/high net worth taxpayers. John successfully placed those credits in 2010 and again in 2011.

In 2013, realizing there was a void helping developers monetize the credits created under the various South Carolina Revitalization Acts, John saw an opportunity to formalize the arrangement into a viable business.

The State and Local Tax (SALT) limitations created by the Tax Cut and Jobs Act in 2017 provided an unanticipated boost in demand for these credits by investors. Instead of state tax payments, taxpayers invest in partnerships and are allocated state income tax credits and project

economics, resulting in a reduction in out-of-pocket costs for state income tax of 12-16%.

Tax Credit Marketplace provides an efficient mechanism for developers. Tax credits earned, that may otherwise go unused, are used to attract additional investor equity for their projects.

Typical tax credit investors include high income professionals, corporations and business owners; these opportunities are especially attractive to business owners who have enjoyed a monetizing event, such as the sale of a business, and find themselves with a large South CONNECTING INVESTORS Carolina tax liability.

Tax Credit Marketplace is WITH South Carolina’s leader in educating TAX CREDIT OPPORTUNITIES property developers, investors and their trusted advisers about the benefits of buying and selling tax credits, and in the process, they have simplified an inefficient market.

Lockbox Storage prior to (top) and after redevelopment.

CONNECTING INVESTORS WITH TAX CREDIT OPPORTUNITIES

844-825-4337 www.taxcreditmp.com

CONNECTING INVESTORS WITH TAX CREDIT OPPORTUNITIES

844-825-4337 www.taxcreditmp.com

Special Advertising Supplement | 2019 Book of Experts

844-825-4337 www.taxcreditmp.com

23

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INSIDE

“We do not simply offer an end product but strive to foster a relationship where we generate the best solutions to fulfill our customers’ needs.”

— MATT KELLEY, FOUNDER/CEO KELLEY ENGINEERING

24

2019 Book of Experts | Special Advertising Supplement

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ECONOMIC DEVELOPMENT

Bringing the world to the Upstate Upstate SC Alliance positions 10-county region to excel in the global economy B Y D A N I E L L E B E S S E R • P U B L I C R E L AT I O N S M A N A G E R • U P S TAT E S C A L L I A N C E

N

ot everyone knows there are two Carolinas.

That sounds strange to those of us in the Southeast, though the Upstate SC Alliance team speaks frequently with people who don’t know Spartanburg from Seneca.

And that’s the purpose of the Upstate SC Alliance, formed in 2000 to market the region for global business investment.

Today, the group works with 10 counties, nine cities and 190 investor companies to position the Upstate to excel in the global economy through strategic marketing, collaboration and thought leadership.

“The Upstate has seen tremendous success thanks to visionary leaders,” says John Lummus, President & CEO of the Alliance. “We’ve seen growth in population, the number of jobs available, and an increase in entrepreneurial activity in addition to the $19.2 billion in capital investment and 64,940 jobs announced from 2008-2018.”

Lummus, who formerly led the Anderson County Economic Development team and served as Vice President of Economic and Institutional Advancement for Tri-County Technical College, leads the organization’s team of 11.

Relationships are integral to the public-private partnership — within the region and beyond.

The Alliance works alongside the S.C. Department of Commerce and city and county economic development organizations to showcase the region during relationship-

26

2019 Book of Experts | Special Advertising Supplement

William De Baets, Consul General of Belgium in Atlanta, speaks in May 2019 with Upstate business leaders during the Alliance’s “Grow Your Business: International Insight” event. The event was a forum for Upstate business leaders to meet 17 trade, commerce and chamber representatives from 13 countries.

ECONOMIC DEVELOPMENT

Institution and JPMorgan Chase. building marketing trips across the globe That has propelled many of the as well as large-scale tradeshows. group’s initiatives since. Among them: The group has focused on automotive, advocating for exports and trade, raising aerospace, engineered materials, and life awareness for the factors that impact sciences industries, and it is growing foreign-direct investment, and embracing its focus on food processing, office, the potential of smaller projects poised headquarters and technology. for long-term growth.

Target geographies ripe for business And in response to the talent synergy include Canada and Western shortage, the Alliance launched the Move Europe. And, as the state of South Up talent attraction website and brand.

Carolina has aligned resources to support Its suite of tools technolog y, can help Upstate the Alliance is “The Upstate has seen employers sell enhancing efforts tremendous success thanks the region to in areas like to visionary leaders. We’ve candidates, and California’s Bay seen growth in population, the it’s supported by a Area. number of jobs available, and digital marketing The team an increase in entrepreneurial initiative to drive also builds activity in addition to the $19.2 job seekers to connections with billion in capital investment and MoveUpstateSC. site consultants 64,940 jobs announced from com. and international 2008-2018.”

The group trade offices, also hosts a often serving — JOHN LUMMUS, PRESIDENT “Grow Your as the welcome & CEO, UPSTATE SC Business” event mat for those ALLIANCE series to connect considering doing middle market business in the companies with ideas, stories and Southeast. resources to help them grow.

“We talk about big-picture strengths,” Interested in learning more?

Lummus adds. “Our location between Contact Lauren Scoggins, Atlanta and Charlotte. The collaborative lscoggins@upstatealliance.com, or 864spirit that drives us to create solutions 283-2305 to discuss how your company to business challenges. Graduates from can get involved with the regional more than 27 colleges and universities. recruitment strategy, or attend the 2020 Our location and assets like the Inland Annual Meeting Luncheon on February Port and GSP International Airport.”

25 at the Greenville Convention Center.

The group also spearheaded the See upstatescallianceannualmeeting.com region’s participation in the Global Cities for full details.

Initiative, a joint project of the Brookings

Koosje De Vries (left), Deputy Consul General to the Netherlands in Atlanta, speaks in May 2019 with Upstate business leaders during the Alliance’s “Grow Your Business: International Insight” event.

Upstate SC Alliance President & CEO John Lummus kicks off the #TeamUpstate campaign at the group’s 2018 Annual Meeting.

Special Advertising Supplement | 2019 Book of Experts

27

ENVIRONMENTAL CONSULTING

The budding regulation of ‘forever chemicals’ HRP is industry’s trusted partner in evaluating PFAS risk management B Y S H A U N M A L I N , P. G . • R E G I O N A L M A N A G E R • H R P A S S O C I AT E S , I N C .

B

ehind the doors of every environmental consultant there’s a buzz about an acronym that is seemingly the focus of every webinar, conference session, trade publication, and vendor presentation across the country.

Oddly enough, it’s an acronym rarely heard spoken during non-business hours. It pertains to PFAS (per- and polyfluoroalkyl substances), a category comprising thousands of manufactured chemicals, some of which have been around since the 1940’s.

PFAS are used in industry as a coating, friction reducer, and surfactant due to their resistance to heat, stains, grease, and water, earning them the name “the Forever Chemicals.” The problem with PFAS - which separates them from all of the bad actors of decades past (e.g., lead paint, asbestos, PERC, etc.) is they are ubiquitous in our environment. Their chemical properties make them inherently resistant to natural degradation in the environment and bioaccumulate in our blood and food chain, causing multiple forms of cancer, thyroid disease, high cholesterol, and pregnancy-induced hypertension. A 2007 CDC study indicates that 98% of the U.S. population has detectable levels of PFAS in their blood.

Establishing public protections against these chemicals through regulation has been conducted at a leisurely pace, at best. This is primarily due to the lack of research and toxicological data required to evaluate the adverse health impacts associated with exposure. But don’t sweat it. As long as you can avoid using non-stick cookware, fast food containers, microwave popcorn, dental floss, cosmetics, paints and varnishes, anything with Scotch Guard® or Gore-Tex®, floor wax, firefighting foams, and various cleaning products …you’ll be fine.

It’s important to highlight the fact that, at the production of this article, there have been 33 PFAS-related bills proposed to the 116th Congress in 2019 (21 from the House and 12 from the Senate). The titles of these bills range from the boringly ambiguous, PFAS Action Act and PFAS Detection Act, to the

28

2019 Book of Experts | Special Advertising Supplement

Shaun Malin, P.G., Regional Manager

ENVIRONMENTAL CONSULTING

Incidents of flame-retardant foam contaminating public drinking water have become a major PFAS concern.

descriptively ominous, DoD Firefighter Blood Testing Act, Veterans Exposed to Toxic PFAS Act, PFAS Waste Incineration Ban Act, PFAS in Food Packaging Act, PFAS Release Disclosure Act, etc.

The EPA published their PFAS Acton Plan in February 2019, which comprises seven focus areas: drinking water, cleanup, toxics, monitoring, research, enforcement, and risk communication. Ensuring the safety of our drinking water is an obvious first step in addressing this emerging issue. The EPA and state agencies across the country are working to identify communities where PFAS chemicals are present in public and private water supplies.

On November 25, 2019, the EPA announced the opening of a 60-day public comment period with regard to adding PFAS chemicals to the Toxics Release Inventory (TRI) list under Section 313 of the Emergency Planning and Community Right-to-Know Act and Section 6607 of the Pollution Prevention Act. As described by the EPA, “TRI tracks the management of certain toxic chemicals that may pose a threat to human health and the environment. U.S. facilities in various industry sectors must report annually how much of each chemical is released to the environment and/or managed through recycling, energy recovery and treatment.”

Until this announcement, PFAS efforts focused on the reactive (i.e., cleanup, monitoring, research). The proposed data acquisition requirement and subsequent reporting of PFAS use from target industries signifies a pivot to a proactive regulatory approach. When PFAS are added to the TRI, the data obtained will be used to analyze the volumes and determine the users of PFAS in today’s industry.

South Carolina is home to industries and companies that have presumed ties to the use or manufacturing of PFAS. There are going to be new environmental compliance hoops to jump through in addition to TRI reporting. How will pending toxicity data impact air permits and OSHA regulations? Will new process equipment be required to mitigate PFAS concentrations to a de minimis level established by EPA/SCDHEC, and how expensive will it be?

Industry aside, stakeholders from multiple business sectors will be affected by this issue. PFAS concerns will eventually drift into the conscience of the real estate and brownfield redevelopment world. ASTM-compliant Phase I and II environmental site assessments will need to evaluate PFAS related conditions.

Bank environmental risk managers will have to be educated on the topic to avoid bad loans tied to impacted real estate or companies entangled in PFAS-related lawsuits.

A lot of industries are employing a wait-and-see approach. In all honesty, last year I would have likely recommended that approach, based on the lack of information available. Now, we have waited, and we are seeing the regulatory shift from reactive response to proactive reporting. With that in mind, we recommend a risk assessment of your activities and chemicals/products to identify potential future compliance obligations. By proactively identifying your PFAS use, you can begin implementing best management practices (BMPs) to prevent releases, replacement or reduction strategies, and risk reduction techniques. As we have seen with some of the initial risk assessments we’ve facilitated, this risk assessment will not only assist in identifying future compliance obligations, but also identify potential future remediation liabilities.

Special Advertising Supplement | 2019 Book of Experts

29

TELECOMMUNICATIONS

Segra is right-sized to meet all your business communication needs Telecomm provider offers responsive, adaptable resources for ethernet, data center, IP, voice and cloud solutions B Y G R E G G U E R R A • C H I E F O P E R AT I O N S O F F I C E R A N D P R E S I D E N T • S E G R A 8 3 3 .G O. SEG R A • SEG R A .CO M

Segra President and COO Greg Guerra at Segra Park in Columbia.

L

arge enough to generate economies of scale but small enough to be nimble and customer-focused, Segra resides in the sweet spot of business communications solutions to enterprise and government clients.

If your business has endured an unsatisfying

30

transactional relationship with one of the behemoth cable companies and bandwidth providers, Segra offers the relational service every business deserves along with the highest performing infrastructure and the full suite of communication services like ethernet, data

2019 Book of Experts | Special Advertising Supplement

center, IP, voice and cloud solutions.

Segra operates 21,000 miles of cutting-edge fiber optic cable connected to 9,000+ locations and 44 data centers covering nine Mid-Atlantic and Southeastern states. Segra delivers local service supported by one of the largest and

TELECOMMUNICATIONS most advanced infrastructure networks in the eastern U.S. The result is superior products and prices and a quantum leap in service.

At Segra, the success of the companies and organizations it serves is the driving force behind the daily work of all 900 employees — service technicians, engineers, customer advocates and executives alike. Their efforts are rooted in the values of integrity, teamwork and a relentless commitment to remaining on the cutting edge of technology.

Segra is large enough to commit resources to customer-driven innovation and small enough to respond to individual customers with tailored solutions. Right-sizing keeps Segra agile enough to bring solutions quickly to market while maintaining one-on-one service not possible with the national brands.

Case in point: Calling customer service in South Carolina connects Segra clients with an in-state call center and an ability to reach a specialist whose expertise covers the specific technology and industry in question, and who is personally responsible for solving that individual customer’s issues. Segra customers are equipped with a five-tiered escalation list of customer service personnel and their cell phone numbers.

Segra also scans its network 24/7 for interruptions, alerting customers to issues and initiating recovery efforts in real time. This reliability and responsiveness contrasts with the big national providers that attempt to deflect the queries of customers in need.

Segra was spawned by the 2018 merger of Lumos Networks and Spirit Communications, which had served their communities with a passion for innovation for more than a century. A one-stop shop for business communication services, Segra can offer internet, voice, data center services and more in one place.

For businesses requiring the highest level of network availability and security, Segra provides diverse network and data center services that eliminate the need for a third-party provider and can ensure that your data, internet and voice services re-route in the case of a network interruption.

Whether your business is small, mid-sized or large, it can benefit from a regional communications solutions provider big enough to handle all your needs and small enough to innovate, respond quickly and treat your company’s growth as its top priority.

Segra’s SC Headquarters in Columbia.

Segra Stadium, Fayetteville, N.C.

Special Advertising Supplement | 2019 Book of Experts

31

ENGINEERING

Kelley Engineering offers spectrum of solutions Young startup provides engineering, automation, manufacturing expertise under one roof B Y M AT T K E L L E Y • F O U N D E R / C E O • K E L L E Y E N G I N E E R I N G

Matt Kelley, Founder/CEO

A

t a time when the manufacturing industry is booming, how does a young start-up company set themselves apart in order to stand out in a crowded sector? The answer can be found right here in the Upstate, at Kelley Engineering. By offering our customers engineering, automation and manufacturing solutions all under one roof, we can deliver high-quality, cost-effective manufacturing.

I founded Kelley Engineering in the fall of 2015, after graduating from Clemson University and spending over a decade in the custom equipment industry. I obtained my Professional Engineering license prior to pursuing my lifelong dream of building my own business. At the outset, I began operating the business out of my garage with no customers, no employees and no equipment. It was my entrepreneurial spirit, salesmanship and commitment to quality work

32

that were the keys to the company’s success early on.

Kelley Engineering is not simply a facility or set of equipment, but a team of engineers, craftsmen and innovators working together to provide excellence throughout every phase of the manufacturing process. We offer build to print services in which we can manufacture individual parts or entire machines to from a customer’s proprietary drawings. We also offer design and build services in which we partner with companies to design, build and integrate custom solutions to automate and expedite their manufacturing processes. The addition of industrial and collaborative robots provides a unique option to fully automate customer processes.

From day one, our team has lived by the motto, “There’s a better way. Let’s find it!” Whether it’s through innovative ideas to solving customer’s problems, or simply improving the workflow processes

2019 Book of Experts | Special Advertising Supplement

in the shop, each team member constantly pushes themselves and others toward continuous improvement. Kelley Engineering is a values-driven company that strives to fulfill our four core values every day: INTEGRITY is the foundation of Kelley Engineering. We believe integrity is being honest, trustworthy, and respectful in all our relationships. Our reputation is defined by how we conduct ourselves.

It is important to us to do what is right in every situation, whether seen or unseen.

Our CULTURE is the heart and soul of Kelley Engineering. We pride ourselves in a culture that produces greatness. Our individual strengths and work ethic create an environment for synergy and growth.

We have fun and enjoy what we do while holding each other accountable to our values.

Being CUSTOMER centric is our strategy for success. We hold ourselves to the highest standards when it comes to delivering work that exceeds expectations. We do not simply offer an end product but strive to foster a relationship where we generate the best solutions to fulfill our customers’ needs.

Constantly pursuing INNOVATION drives us towards continual growth. We are a team of learners, listeners, and forward-thinkers. It is our job to solve customer challenges through innovating smart, simple solutions. We have a big vision for the future of Kelley Engineering so we must always push the limits of what is possible.

The commitment to excellence is strong at Kelley Engineering. The company is an aerospace certified facility (AS9100D-ISO 9001) and has American Welding Society certified welders on staff. We have also been recognized for excellent work and dynamic team culture by a variety of different industry leaders and organizations.

Our future is bright. We recently announced an expansion to a second facility that will give us a total of 27,000 square feet of manufacturing space.

With the additional capacity, we plan to add at least 30 more employees and reach $10 million in annual sales by 2023.

CULTURAL AFFAIRS

Heider nurturing Mauldin’s arts scene Cultural affairs manager creates variety of artistic programs and events B Y J E A N N I E H A R M O N • M A R K E T I N G C O O R D I N AT O R • C I T Y O F M A U L D I N

K

eira Heider has served as director of the Mauldin Cultural Center since July 2016, managing the artistic and cultural endeavors of the city of Mauldin.

Prior to that, Heider spent her career planning and managing a wide variety of events, from gallery receptions and galas to conventions and festivals. She has managed events for youth development, animal welfare, and the food industry, but her heart is in the arts.

Heider holds a bachelor’s degree in Integrated Marketing Communications from Winthrop University.

Over the last three years, Heider has created programs and events for the Mauldin Cultural Center and the Mauldin Outdoor Amphitheater, using them as economic development tools for the city. By marketing what the city has to offer and growing cultural activities, the city has seen exponential growth in development, bringing in more residential, commercial and industrial projects. The city will soon welcome two new developments, BridgeWay Station and City Center, that will include high-end retail, dining, links to the Swamp Rabbit Trail and more.

Heider has continued the growth of the Mauldin Public Art Trail, SOOIE BBQ Cookoff, and holiday programming; repositioned Beachin’ Fridays and the Mauldin Farmers Market for success; started a robust youth theater program along with local director Tim St. Clair II; and planned successful events including comedy nights, live concerts, Broadway productions and more.

“I think every arts professional’s ultimate goal is to help people understand just how important the arts are,” Heider said. “There’s this notion that the arts are fun - period. Sure, they can be a great way to unwind, let loose, and relax, but they are so much more than

Mauldin Youth Theatre’s cast of Frozen 2019.

that. They are a stepping-stone to a more vibrant community and enriching careers.”

Heider has doubled marketing efforts for the Cultural Center, creating a marketing position and internship. She has worked closely with community development director Van Broad throughout the Cultural Center and amphitheatre renovations. In 2019, she worked with the Mauldin Cultural Council to establish a sponsorship and donor program to get the community involved in the arts and to help supplement the city’s programming and staffing expenditures. Her next goals include creating a new lobby, gallery, and costume/ green room for productions at the Cultural

Center.

“The arts industry touches everyone, whether they realize it or not. The entertainment side - going to see a concert, theatre production, or gallery - are obvious ways in which we partake in the arts. Dabbling in music, painting, drawing, voice, and theatre (to name a few) can set someone down the path of technical drawing for machinery, medicine, and architecture; design and illustration for marketing; public speaking; or even music for branding and advertising.

These are just a few ways that the arts are in every facet of our lives. It’s fun and exciting to play a role in that.”

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COMMERCIAL PHOTOGRAPHY

Creating an inspiring image requires a level of trust Corporate, editorial and advertising portraiture

BY I A N CU RCI O • O W N E R , L E A D P H OTO G R A P H E R & D I R ECTO R • I A N CU RCI O, L LC

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strong photograph can imme- ing photographed becomes an afterthought diately communicate emotion to them. It’s at that moment I can start crewithout using words. It can tell an ating truly inspiring images.

In order to be creative and bring my instant story to the person who is flipping through a magazine, looking at a website or ideas to life, I have to think on my feet driving past a billboard. A large part of what during each shot. I have to quickly make I do each day is guide people towards that decisions such as: is this photograph going level of unspoken communication as they to be made indoors or outdoors; is it going to be an environmental or a studio photosit in front of my camera.

It takes trust to get to this point and graph; should I use natural light or a flash. building that trust can take time. Unfortu- In each situation, the answers can create nately, many top-level professionals don’t a different outcome and it’s up to me to have that kind of time. Being able to build choose the most creative and appropriate that trust in a short amount of time becomes answer.

And then there’s an invaluable skill set the technical knowlfor a photographer to “In order to be creative edge that I bring to have and, thanks to and bring my ideas to life, each shoot. It seems my understanding of I have to think on my feet counterintuitive, but the craft, I have been during each shot.”

I’ve spent my career able to develop it. It’s forgetting about equal parts psychol- IAN CURCIO the equipment I’m ogy, creativity and using. I don’t want technique.

Being photographed is uncomfortable it in the way when I’m working. I like to for many people. Even CEOs of Fortune work in advance when possible setting up 500 companies can get nervous in front gear and lighting so that when someone of a camera. Dealing with this discomfort walks in, and I’m standing with my camera is one of the many challenges a photogra- in my hand, I can focus all of my attention pher must work through in order to capture on them and together we can start making dynamic portraits for their clients. My job strong photographs.

Over 20 years of experience has brought is to help people get to a place where they feel comfortable and are willing to explore me to this point as a photographer and I’m their expressions and their body language grateful for the opportunity to continue doin front of my camera. The goal for me is to ing what I love: documenting people doing engage and connect with people so that be- what they love.

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2019 Book of Experts | Special Advertising Supplement

Ian Curcio, Owner, Lead Photographer and Director of iancurcio, Inc.

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DISTRIBUTION

The reckless pursuit of acorns Connecting with your customers on a need-by-need basis B Y P A U L P A P P Y • P R E S I D E N T • S O N F A S T C O R P O R AT I O N

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ver the years, I have tried to perfect my sales approach through tactics, maneuvers, acrobatics, vulgar displays of concession, all in pursuit of my acorns. For those of you who have watched the Ice Age movies, understand the squirrel’s foolish yet relentless pursuit of his acorn. We watch him crushed, pounded, demolished, flattened, frustrated, defeated in pursuit of the acorn.

The acorns we pursue in business are similar in that sometimes we just pursue an acorn - because it’s an acorn.

We pursue an account because it’s there for the taking. Often. we don’t stop to think if acorns are even in our diet or if they’re healthy for our bodies. But as a squirrel, the pursuit of the acorn is programmed into the DNA. The sale is programmed into the DNA of salespeople.

However, the quality of the sale is something that is identified by a trained eye.

Preoccupation with sales goals, quotas, can be detrimental to the overall growth mission of a company. Simply stated, landing accounts without qualifying them as a healthy input of your company’s diet is selfish. We should be inspecting our acorns for flaws and imperfections.

A goal of your sales team should not only be to play the numbers game, but to pursue quality within those numbers. A lower quota of higher quality leads is more fruitful than 250 calls a week that don’t produce anything of substance. Trusting your salespeople to use this approach is a daunting task. They have to buy into the company’s mission statement and pursue it as though it is all that matters, which in the end, the most successful salespeople are those who buy into the model they’re promoting.

Your basket of acorns, if it is to last and feed the family through the winter, must be stocked with sustaining fruit. Signing on accounts that do not fit your company’s fiscal and cultural diet, just for the sake of growing your customer base, is unhealthy and will ultimately lead to sickness, perhaps even death.

If you’re leading a sales team, embrace your vision and communicate it to your people as gospel. Confidence in your message is far more important and powerful than any product you peddle.

Ultimately, the customers who are going to fill our baskets are going to buy that confidence, that service provision, that relationship, long before they’ll buy that widget.

In an era where everyone has a bountiful harvest of acorns to choose from, you must still do the work and choose your acorns wisely.

Those who are hungriest will eat well.

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President, Paul Pappy

SUPPLY CHAIN LOGISTICS

A leader in supply chain management Sunland Logistics Solutions provides optimum solutions for inventory and information flow B Y H A R I S I VA P R A K A S A M • C H I E F O P E R AT I O N S O F F I C E R • S U N L A N D L O G I S T I C S

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ith this modern era of lightning fast, 24/7 global transactions are a new era of multi-level supply chain challenges. At Sunland, we not only provide services such as inventory management and order fulfillment, but we have made it our business to help our customers advance the velocity and overall performance of their forward and reverse supply chains.

Sunland works in a number of verticals, including automotive, consumer retail, chemical, and e-commerce. The nature and size of businesses differs from sector to sector, but they still have similar goals and challenges on how best to manage the supply chain. That is, whether you are selling automotive parts or engaged in online retail commerce, you still need to execute to the 7R’s of logistics (the right product, right place, right customer, right condition, right time, and right quantity). It’s not enough to simply produce and deliver; transparency and real-time information is now required at every step. Many more entities are involved in a given transaction than in the past, which means they not only have different requirements along the way, but also are probably generating significant amounts of data.

Finally, transactions themselves have changed. It used to be that the supply chain flow of information entailed large quantities of product and smaller numbers of transactions.

Today, the exact opposite – smaller

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quantities and high volume of transactions – is the norm.

So, too often, there is a lot of data out there – everybody has data - but it’s not being leveraged to provide insight for making meaningful business decisions. That’s where Sunland can help.

One important core function we perform is concentrating on developing, improving and deploying the latest technologies to capture all that data from its many sources, then parse, organize and analyze that data, on one platform, to provide useful, real time, accurate information at every step in the supply chain to help our customers make those critical decisions for their businesses.

From this platform we can also provide visibility and transparency, so customers can accurately see exactly where everything is at every step in the process. In short, we spend a lot of time and energy providing our customers with the information they need – useful, meaningful information.

A lot of the customers we work with – indeed, some of the largest companies in the world - are just not up to speed with the latest technologies. We do a better job of providing logistical solutions for them because in addition to managing the flow of the physical inventory, we can bring more value to the data gathered, the information flows more efficiently – and that ultimately cuts costs and enhances customer experience.

2019 Book of Experts | Special Advertising Supplement

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S

A supply chain & logistics partner with a servant leadership management style and focus on process leadership, advance technology, and innovation.

Order Fulfillment • Foreign Trade Zone • Reverse Logistics Supply Chain Visibility • ISO-9001 Certified Operations Kitting • Quality Testing

Our purpose is to help our customers do what they do better!

SUNLANDLOGISTICSSOLUTIONS.COM | 800.295.0081

IT SERVICES

Integrity, service key to success INTELLI-NET builds on 18 years of selfless client service B Y D E R E K D AV I S • P R I N C I P A L • I N T E L L I - N E T O F S C

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utsourcing the management of your Information Technology is an important decision for any business. A critical component of working with an IT Service Firm is the development of a trust relationship between companies and the people involved. Therefore, having an outstanding reputation for integrity is foundational. At INTELLI-NET, we strive daily to build upon the 18-year history of selflessly serving our clients.

Having an in-depth knowledge of the latest technology is only part of ensuring our clients get the best experience possible from us. We combine that knowledge with a servant’s attitude as we work with our clients. From the very beginning, our company’s mission is to provide service with a Christian world view. To us, that means every interaction is a chance to serve. Our roots go back to the late 1990s when the business was formed to support the IT needs at First Presbyterian Church in Greenville.

Over the years, INTELLI-NET has been fortunate to work with several non-profit organizations and churches. We feel that providing technology support to these groups at a discounted price is important in terms of giving back to the community. Organizations like Greer Community Ministries and Meals on Wheels provide an incredible service. Tamassee DAR School, Mauldin First Baptist, and Mitchell Road Presbyterian, and others, remind us daily of our core mission.

Since 2001, INTELLI-NET has grown quickly, but we have never abandoned our core principles.

To us, providing remarkable service was more important than mergers and acquisitions.

Derek Davis has provided strategic direction, leadership, and has mentored a growing staff during some of the most demanding times the U.S. economy has faced. In the second half of this decade, our attention has shifted toward

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Principal Derek Davis

security. We have faced viruses for years, but the level of threats from cybercriminals has grown exponentially over the past few years. As a result, we have changed our strategy for preventing and dealing with security issues.

Client education and security awareness are barriers that we can implement to help prevent cyber-attacks. Unfortunately, the most vulnerable place in most computer networks is sitting behind the keyboard. One person clicking on the wrong

2019 Book of Experts | Special Advertising Supplement

thing can undo thousands of dollars’ worth of prevention, so we continually work to educate and remind people what to look for … not just to be careful.

But after all these years, it is still trusting each other, and working with a servant’s heart that brings the biggest value to us, and to our clients. In the end, this company’s mission is to be more than technology. We want to leave our mark at a much deeper, personal level.

BUSINESS SERVICES

QBS helps businesses thrive QBS frees business owners from payroll, HR and benefits administration to focus on growth B Y D AV I D E V E T T E • P R E S I D E N T • Q U A L I T Y B U S I N E S S S O L U T I O N S , I N C .

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you’re only as good as your people, and our easy uman resources issues are both and user-friendly onboarding and training tools challenging and time-consuming. ensure that your team is well-prepared and poised Business owners struggling to keep to excel. up know these efforts erode the time they have to Managing technology and security – focus on effectively managing their core business.

Technology offers huge opportunities to increase The good news is that, thanks to the experts efficiency and effectiveness, but security is of at Quality Business Solutions, help is readily paramount importance. We have invested in the available. advanced tools and options you need to succeed, From its founding almost 20 years ago, QBS while ensuring data privacy and protection. has been laser-focused on helping our clients Reducing costs while enhancing benefits grow through exceptional service and removing – In addition to more cost-effective access to the burden of HR-related business functions tools and risk mitigation, QBS can spread benefit including payroll, benefits administration, tax costs across a wider applicant pool, often reducing reporting, workers compensation and HR costs while improving the administration.

Our overall level of benefits for integrated system “From its founding client employees. delivers savings and almost 20 years ago, Access to innovative peace of mind, freeing QBS has been laserthinking and programs up business owners and focused on helping our – Because HR is our team members to focus sole business, we are on growth-oriented clients grow” very familiar with the business activities and latest trends and options the things that make their — David Evette and effectively employ companies great, all in a attractive, impactful secure environment. programs like anonymous small flat-fee payday Some of the key areas where QBS can assist advances, employee personal loans and identity your business in reaching its full potential include: theft protection.

Compliance/risk management – From During my tenure at QBS, and now as rules on overtime and healthcare to ensuring president, I’ve been able to apply my personal equal employment opportunities and meeting passion for innovation and better ways of doing requirements, the rules of HR are constantly business to implement new technological changing and evolving, and anyone who’s ever solutions and launch new product and benefit been fined knows how much damage even a small offerings. Constantly and consistently looking mistake can cause to a company. QBS’s team stays ahead has allowed QBS to provide the industry’s abreast of all changes and works to ensure that you most complete range of payroll, HR and benefits are not only compliant but able to leverage any solutions for clients of all sizes and industries. changes that may be beneficial for your operation.

For more information on how QBS can help Our model allows us to assume the risk for you, you help your company more, please visit www. giving you ultimate peace of mind. qualitybsolutions.net.

Onboarding and training – We know

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David Evette, President of Quality Business Solutions, Inc.

The QBS team believes in the value of strong relationships and creating true partnerships with our clients.

2019 Book of Experts | Special Advertising Supplement

QBS-1001-Chang

Your company keeps up with changing times.

Shouldn’t your payroll/HR company?

At QBS, we get it. You want to concentrate on the things that make money for your company. And make your company great. That’s why our expertise is in noncore business operations. We free you up to do what’s important to you. And we do it with a service orientation that offers enormous peace of mind. Because you’ll always be in compliance. And you’ll always be in step with all the latest changes.

See for yourself. Contact us today.

• • • •

PEO/ASO Payroll Benefits Tax Reporting

QBS. We help you help your company more.

QBS-1001-Changing Times Ad-10.75x13.25-Plus-Bleed.indd 1

• • • •

Workers’ Compensation HR Management Applicant Tracking Employee Onboarding

1.877.834.3985 • qualitybsolutions.net 2/27/18 4:26 PM

DIGITAL MARKETING

Digital marketing: More personal and authentic In the 21st century, digital marketing means creating real moments with your audience B Y B R I C E B AY • C E O • E N V E R I TA S G R O U P

D

o you know anyone who isn’t plugged into the digital world? From toddlers to centenarians, almost everyone uses the internet in some way today. For brands, this digital revolution poses exciting opportunities.

Back in 2001, when interviewed about the future of digital, I said, “People will use the internet without even thinking about it, just as they use phones and televisions today.” Humorously, in the same interview, I also said, “Some people may connect to the Net with a wireless modem on a laptop, but the experience on a phone or PDA will never be the same.” In my defense, I did go on to point out that the quality of content was more important than the display size of your screen.

Today, our smartphones have become our personal links to the world. Answers are at our fingertips in milliseconds.

Need an obscure phrase translated? Done. Looking for a special gift? Just “google it.” Consider this: The average U.S. user spends approximately 190 minutes per day on their phones. Extrapolated over an entire year, that’s the equivalent of 4 weeks of 24/7 browsing, playing, texting, scrolling and, occasionally, making actual phone calls.

More time online equals more content consumed equals more opportunities for brands to capture our attention.

Whether you’re researching beachside hotels with pools or the best private schools for your kids, you’ve likely turned to the internet on your phone, home assistant, laptop, or tablet at some point. Your searches led you to

Brice Bay, CEO

Smart executives know they need paid, owned and earned media in their company portfolio. At EVG, we offer authentic solutions for each type of content, helping your brand rise above the noise.

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2019 Book of Experts | Special Advertising Supplement

DIGITAL MARKETING perpetual solo ballet. Even so, our basic useful content containing the information human need prevails: When we venture you needed. That useful content isn’t there into the digital world, we seek content that by accident, and you didn’t find it because validates, inspires, and connects us with you’re a gifted researcher. It’s part of like-minded people. Savvy marketers zero someone’s content strategy. in on creating “personalized experiences” Smart brands jumped on the digital to satisfy that need, and they use the content bandwagon years ago, developing power of data to determine how to sophisticated digital content that customize content. Brands can no longer answers our questions. As social media rely on one-size-fits-all strategies because gained popularity, branded posts (some today’s touchpoints rely so heavily on of them welcome, some of them not) personalization of effort and message. The began appearing in our Facebook and internet gives users the power to redirect Instagram feeds as efforts “to rise above conversations whenever we want. Likes, the noise” and capture our attention. Yet, shares, bounce rates, as we spend more and sales reflect time “connected” how well a brand somehow our need understands and to authentically “it’s the unscripted, connects with the engage with one authentic moments individual segments another increases. of its broader Think about the that truly capture our audience. feel-good story of the collective imagination.”

Ironically, as 2019 college football technology evolves, season: Carson King, consumers demand the “beer guy,” and more authentic his sign on ESPN more real - content. The rise of artificial College GameDay’s Sept. 14 broadcast. intelligence has made it easy for brands King’s appeal for beer money went to churn out, even automate, content at viral, with Anheuser-Busch and Venmo dizzying rates. Yet, it’s the unscripted, announcing they’d match the amount authentic moments that truly capture contributed once it turned into a fundraiser our collective imagination. Carson King’s for the University of Iowa Children’s sign concept will be mimicked over and Hospital. King’s campaign had all the over. But none of those will inspire the drama of a Shakespearean tragedy when same charitable spirit because copy-cats it ended 17 days later, but it still collected lack authenticity and, ultimately, drown donations from thousands of people in their own mediocrity. Winning brands and companies. A simple, unscripted, do their homework and deliver authentic authentic moment transformed into a $3 content framed by the needs of their million donation thanks to our need to audiences. That’s where the future of connect with one another. digital marketing is headed, that’s where Our phones and tablets keep our EVG is and we couldn’t be more excited. eyes down and our thumbs moving in a

Paid.

Owned.

Earned.

DATA ANALYSIS

BRAND STRATEGY CREATIVE SERVICES

DIGITAL MARKETING

PRINT MARKETING

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BUSINESS BROKER & ADVISOR

7 essential qualifiers to sell, buy or franchise your business Maximize your opportunities with preparation and planning for your ideal business outcome B Y ‘ J T ” J I M TAT E M • P R E S I D E N T A N D L E A D B R O K E R • T R A N S W O R L D B U S I N E S S A D V I S O R S O F U P S TAT E S C / A S H E V I L L E W N C

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any folks come into the New Year evaluating where they are and where they want to be.

What does the New Year hold for you? Maybe it’s time to sell or franchise your business, or maybe you want to buy one so you benefit directly. In any scenario, Transworld can help you.

Here are seven essential considerations: 1. The Worth - As a seller, you need to answer, “How did you come up with that price?” Most clients use a Broker Opinion of Value, like a commercial real estate appraisal, to establish their asking price. Franchising a company increases its value. As a buyer, the seller wants to know your net worth and how you plan to fund the purchase.

2. The Why - Seller: Buyers ask, “If the business is so good, why are you selling it?” So, outline your motivation. Buyer: Know what you’re looking to accomplish. What’s your motivation?

3. The When- Seller: Some sell now. For others it’s a long-term plan or part of an exit strategy. Buyer: Are you looking to leave your current role? Are you a corporate refugee?

Tired of working for someone else for no benefit for yourself?

4. The Way - Seller: You’ll need good

books and records. Put documented systems in place. Replace yourself so you’re replaceable in the company. Buyer-: Work on your business plan. Prepare your finances. Plan your search for the perfect opportunity.

5. The Who - Seller: You need a team of advisors. You need to consider legal and accounting issues. Get a broker for marketing and structuring the deal. Buyer: You’ll need financial assistance. Add an accountant and lawyer. And a broker to help find the best opportunity and construct your offer.

6. The What – Seller: Identify the ideal buyer. Your broker helps target those individuals/groups. Buyer: Decide your target industry or business. You can buy a business, or a business and real estate. You may want an owner/operator opportunity, or you may want to be a passive investor.

7. The Wisdom - Seller: Realize the right sale can take time.. Prepare your business to sell. Buyer- Conduct the right search. Prepare to leave your current situation. Conduct Due Diligence. Be financially approved. Get the offer accepted and closed.

A strong Business Advisor works to help you accomplish your ideal outcome. Let one of ours help you. We’re how Upstate business gets done.

SELL A BUSINESS. BUY A BUSINESS. GROW A FRANCHISE. 864-727-4300 46

2019 Book of Experts | Special Advertising Supplement

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