2009 Book of Experts

THE BUSINESS JOURNAL FOR GREENVILLE, SPARTANBURG & ANDERSON

EXPERTS

SPONSORED BY

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JUHHQZRRGFDSLWDO FRP : 0F%HH $YH *UHHQYLOOH 6& 32 %R[ *UHHQZRRG 6& (1) Greenwood Capital Associates, Inc. (GCAI) was established in 1983. On or about June 29, 2001, Greenwood Capital Associates, LLC acquired substantially all the assets of GCAI, a sub-chapter S corporation. (2) Greenwood Capital Associates paid a fee to participate in this survey.

book of e xperts A note from the Publisher

O

ne of the things that has always impressed me about the Upstate region is the depth of talent in the area. When you drive along the I-85 corridor, it’s easy to see the diverse base of manufacturing and distribution that’s clustered along the major transportation arteries. But, living here, it’s easy to get used to seeing them day after day and the facilities themselves begin to fade into the background. What’s a little more difficult to bring forward is all of the knowledge and expertise it takes to not only operate all of these facilities but to also nurture and grow all of the businesses and people who make up the support systems for our major employers and form what has become to be known as economic clusters.

Hence the Book of Experts. We created a vehicle in which some of these companies and individuals could offer our readers a small sample of the knowledge they possess. The narrative format of the Book of Experts allows these advertisers to demonstrate their knowledge of topics that are sometimes a bit too complex for the usual display advertising format.

In addition, we feel the advice given in each of the pages delivers value to you, our reader, as you search for information that can help you make wise decisions for your business and personal life.

I’ve enjoyed reading the information contained in the Book of Experts and I cordially invite you to do the same.

Publisher - Lisa Jones ljones@scbiznews.com Editor - James T. Hammond jhammond@scbiznews.com Managing Editor - Francis B. Allgood fallgood@gsabusiness.com Staff Writer - Scott Miller smiller@scbiznews.com Production Manager/Art Director S. Kevin Greene kgreene@gsabusiness.com Sales Manager - Salley Tyler styler@scbiznews.com Account Executive - Pam Edmonds pedmonds@scbiznews.com Marketing Coordinator Elizabeth Feather efeather@gsabusiness.com Circulation Manager - Kathy Allen kallen@scbiznews.com • 843.849.3113 Circulation Assistant - Kim McManus kmcmanus@scbiznews.com • 843.849.3116 Contributing Writer - Lydia Dishman

Best wishes Lisa Jones Publisher

South Carolina’s Media Engine for Economic Growth

CEO and Group Publisher Grady Johnson gjohnson@scbiznews.com • 843.849.3103

GSA Business is published bi-weekly by Upstate Business News LLC. Annual subscription rate is $49.95. Copyright ©2009 with all rights reserved. Reproduction of all or any editorial or graphic content is prohibited. Opinions expressed in guest columns or letters to the editor are those of the authors and not necessarily those of GSA Business. Bulk postage paid at Greenville Post Office. GSA Business reserves the right to reject or edit any submitted material. The Publisher reserves the right to accept or refuse any advertising.

Vice President of Sales - Steve Fields sfields@scbiznews.com • 843.849.3110

©2009 Upstate Business News LLC Special Advertising Supplement | Book of Experts 2009 | GSA Business 3

f eatur ed e xperts A.T. Locke, PC .....................................................................................14 Crosby Plumbing Group ........................................................................ 19 Dority & Manning, P. A. ........................................................................ 16 E. B. Williams & Associates, LLC ..............................................................6 Golden Career Strategies ........................................................................7 Greenwood Capital Associates ............................................................... 21 Industrial Bonded Warehouse ................................................................ 22 Muncaster Financial Services ................................................................. 15 Nuvox ................................................................................................18 O’Neal, Inc. ..........................................................................................9 Prolawn Services .................................................................................10 Raby Construction ...............................................................................12 Serve One, Inc. .....................................................................................8 Sharp Business Systems . ..................................................................... 20 Skyline Exhibits & Design .......................................................................5 Stratus Building Solutions ..................................................................... 11 VantagePoint ......................................................................................13 Word Systems . ...................................................................................17

EXPERTS 4

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GSA Business | Book of Experts 2009 | Special Advertising Supplement

trade shoW and EXHIBITS Steps to get the Best Results From Trade Show Marketing

S

teve Hoffman’s entire career has revolved around creating effective ways for companies to communicate to their target audience. With more than twenty years in television program syndication sales, station campaign, and the trade show marketing industries, the president of Skyline Exhibits & Design believes trade shows are still one of the best venues to meet potential customers and test new products.

Though the economy is slowly rebounding, businesses continue to be costconscious. “The people coming to shows are serious buyers. That’s the main reason they’ll spend the money to attend.”

To get the best return on an investment in trade show marketing, the first, and most important step, explains Hoffman, is to set goals.

Goals could include generating leads, picking up additional distribution for product, networking, getting press coverage, or launching a new product.

“Many companies make a big mistake by not establishing goals for the money and people they invest in,” says Skyline Exhibits & Design 346 Feaster Road Greenville, SC 29615 (864) 234-7995

Hoffman. “Goals should be realistic, measurable and must be conveyed to and understood by the people staffing your event.”

Step Two - Select the right shows and booth space at shows. Hoffman says Skyline Exhibits & Design doesn’t just sell exhibits, they help clients improve tradeshow results and efficiency. “It is important to understand who is attending, and to define the competition.”

Hoffman encourages clients to ask for a breakdown of attendance statistics from the show’s producer and advises,“You should attend the show and see how it actually runs.”

Step Three – Budget wisely. “There are a number of pitfalls that uneducated exhibitors can fall into such as not being aware of drayage, union fees, shipping, meeting advance registration deadlines, or renting equipment as opposed to buying and bringing,”cautions Hoffman.

Step Four – Design your booth to attain your goal. Hoffman suggests, “If you are there to generate leads you need to have lead stations; to demonstrate software, you need computers; to network with clients and prospects, use comfortable furniture. Design must address function, aesthetic, marketing and communication.”

Step Five – Use every opportunity to promote. “Businesses who proactively promote participation especially pre- and post-show, yield far greater results,” asserts Hoffman.

Step Six – Staff the booth effectively. Hoffman says staff can make or break a show experience. “About 85% of what people remember from the show is their interactions. We teach our clients how to be effective booth staffers.”

Step Seven- Manage leads. Hoffman cites a study which indicated 80% of leads generated at shows are not properly followed up on; another area in which his company assists clients.

Though Hoffman says sales and rental of exhibits make up a large part of his company’s 30-year old business, a growing number of clients seek them out for related services such as asset management, storage, and worldwide installation and dismantling, as well as event marketing, press conferences, lobby displays, and road shows.

As an exclusive distributor for Skyline Exhibits Inc., with offices in 45 countries, Hoffman says, “We can help a lot of people because we have a presence. Clients are surprised to learn that we help achieve their goals, not just sell them a booth.”

Special Advertising Supplement | Book of Experts 2009 | GSA Business 5

CUSTOMER RELATIONS

How to Manage and Maintain Client Communications

E

rwin Williams is a firm believer in Sam Walton’s golden tenet, “There is only one boss: the Customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else.”

Even though he spent over twenty years in law enforcement and not in retail, Williams knows the value of good customer service. Williams purchased a vehicle recently and was dismayed to receive a generic thank you card from the dealer.

Williams maintains that a business needs to establish and stay in communication with its customers on a regular basis to build a relationship. When buying the vehicle, he says there was an opportunity for the dealer to extend their customer base through him– but they fell far short.

“I can speak highly of the performance of the vehicle but to be honest, I don’t remember the salesman’s name,” says Williams.

A card with a handwritten, personal greeting could have helped. “Sending personalized cards is a lost art, but still is one of the most effective ways to increase referrals and improve client retention,” Williams says.

And it couldn’t be easier or more fun for companies to seize those missed opportunities with his company’s online greeting cards.

“You can select from over 13,000 cards for every occasion, type out your message in a selected font or your E. B. Williams & Associates, LLC P.O. Box 210551 Columbia, SC 29221-0551 (803) 760-7411

6

own handwriting, and click send. Your card(s) will be printed, stuffed, stamped, and mailed the next day – all for as little as $0.62 per card. Your company can send one card or a campaign of cards in just minutes,” he explains.

Logos and pictures can also be uploaded to make personalized cards.

Williams says, “If you can send an email, you can develop that relationship by sending heartfelt cards to your customers. People do business with people they like, trust, and respect.”

He advises business owners to remember the words of award-winning author Maya Angelou, “People will forget what you said, people will forget what you did, but people will never forget how you made them feel.” To reap the most rewards, they should

GSA Business | Book of Experts 2009 | Special Advertising Supplement

send at least one card per day, from the CEO, down to the administrative assistants to customers and vendors and to acknowledge internal employees.

Though the system can be accessed online, Williams is quick to point out these are not eCards. They are actual cards mailed through the US Post Office. Williams says,“It’s a system that merges an oldfashioned courtesy with modern technology.”

Williams believes that most companies don’t send cards because doing so is time-consuming, inconvenient, too expensive, or, they just forget. “Never forget a birthday, anniversary, or other special occasion again,” says Williams.

“Now, we have the technology to do just the opposite – it’s fast, convenient, fun, inexpensive, and you’ll never forget another important date. Our system will remind you of the event seven days before its occurrence.”

Williams explains, “There isn’t another company doing what we are doing. We are indeed unique.”

CAREERS Managing your Career and the Careers Of your People in Difficult Economic Times

I

f you are like many business owners, battening down the hatches to weather the current economic storm seems like a good idea. After all, who needs to change the company when operating in survival mode?

And if you are an employee, you may not be thinking about switching to a new job when many potential employers are in cut-back mode.

Think again, says the team at Golden Career Strategies (GCS).

In fact, Myles Golden believes the timing couldn’t be better. “There is a window of opportunity right now for companies to restructure and bring in new talent,” says the president of GCS. Golden, who founded GCS to provide exceptional career transition and career development services, has seen the economy through plenty of ups and downs during his 45-year career.

Golden Career Strategies 33 Market Point Drive Greenville, SC 29607 (864) 527-0425

Golden believes aligning business strategies with people strategies should be a top priority for all companies during the recession because the biggest return on investment will come through a company’s most valuable asset: its people.

With over 5 million jobs lost over the past two years, Pam Wessel, a senior consultant for GCS notes, “There is a lot of talent in the pool right now.”

GCS’s other senior consultants Phil Cook and Terry Hollon couldn’t agree more. But just putting bodies behind desks is not the goal. Both ask the central question from Jim Collins’ book, Good to Great,“Do you have the right people on the bus?”

It’s about the power of assembling the best group of employees to move an organization towards success, a goal that Cook admits, may push the boundaries of comfort during a downturn.

Still, he and the rest of the team maintain that all too often, executives and employees alike accept under-performance. Worse, managers may fail

to recognize an individual’s core skills and put them into positions where they are not qualified to succeed. Hollon says this promotion to “a level of incompetence” is all too common.

“40% of newly appointed leaders and senior executives will fail in the first twelve months,” Cook says citing an SHRM study. He says that cost of turnover, depending on salaries, could be the factor that puts the company out of business.

Though unfortunate, the GCS team says it is also avoidable. But should this occur, GCS career transition services have been successfully assisting GCS Outplacement clients for over eight years.

Using a proven method of individual assessments, one-on-one coaching, leadership development, job sculpting and succession planning, GCS discovers the root cause of the problem and then creates customized solutions.

Individuals will especially benefit from the GCS “Golden Network.” With extensive connections throughout the Upstate and in Atlanta, Charlotte and Charleston, it has helped many clients find more rewarding careers.

Golden notes that the GCS team brings the same world-class level of expertise and service as any of the big name consultants. Why? Because every one of them has had years of experience working for, or with, major corporations and consultancies.

But more importantly, Golden says, “We offer customized and individualized services while understanding the local concerns and culture of the business.”

Special Advertising Supplement | Book of Experts 2009 | GSA Business 7

PROCESS SERVING

Professional and Efficient Process Serving

I

“

n over 20 years of serving legal papers, we have never delivered good news,” quips Jeff Bannister.

But the CEO and owner of Serve-One, Inc., South Carolina’s largest process serving firm is quick to add, “Just because we are bearers of bad news, doesn’t mean we have to act like it.”

A former U.S. Army Airborne Medic and veteran of Desert Storm, Bannister served his first paper in 1988 while he was working as a S.C. State Trooper.

He incorporated Serve-One in 1998, and now travels regularly around the country to the largest legal services firms to learn the technology and processes that will improve his customers’ experience. He is also a member of the National Association of Professional Process Servers (NAPPS) and has served on its board.

He explains that when litigation starts, a person who is impartial has to serve the official court papers. ServeOne staffers bring those papers and file affidavits with the courts. “We file over 2000 affidavits per month, and Serve One, Inc. 512 Pettigru Street Greenville, SC 29601 (864) 235-7766

none of them have ever been overturned,” Bannister notes.

Before any one of his staff serves papers regarding everything from divorce to home foreclosure, they have been personally trained

by Bannister. His office managers are also paralegals.

“A properly trained staff is crucial to this business.

They must not only understand South Carolina laws but those in other states as well.” Bannister points out that there are over 800 laws directly related to service or process in the state of South Carolina alone and his firm serves legal process nationwide.

Additionally, Bannister points out that his firm is E&O insured. “That is rare in South Carolina, but it protects us and protects our clients.” Having a professional firm whose members have criminal background checks also insures quality service, according to Bannister.

Bannister has observed that many

law firms, no matter what their size, have found that utilizing one company also saves them time and effort. Serve-One has over 2,000 clients in the state including 20 of its top 25 largest law firms, as well as many sole practitioners. “Instead of finding someone in each county and each state, it allows the law firm to save time and deal with only one point of contact for all their service of process needs.”

“We were the first company in South Carolina to do this nationwide,” says Bannister adding that most papers are served within 24-48 hours. Serve-One has made a sizable investment in their information technology in both of their Greenville and Columbia offices, and will do the same in the third office set to open soon. “Our clients can go online any time to securely check the status of their papers.”

It is fitting then, that Serve-One’s logo features a rhino. Bannister explains, “It’s a symbol of honesty, loyalty, and thick skin. That has been our motto from the beginning.”

Serve One Inc. Attorney Services www.WeServePapers.com Nationwide Process Service

1-800-786-3938

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GSA Business | Book of Experts 2009 | Special Advertising Supplement

ENGINEERING and CONSTRUCTION Market Trends in Engineering and Construction “

J

ust about every company is looking at alternative ways to do business and conserve resources,” says Kevin Bean, PE, president and CEO of O’Neal, an engineering and construction company based in Greenville. “During the last year, we’ve seen a number companies delay or defer projects,” Bean notes, “but recently we’ve seen an increase in construction project activity.”

Though the economy is volatile now, O’Neal has been creating cost-effective engineering solutions for more than 35 years by integrating project planning, design, and construction. The team never takes its collective eye off market changes to ensure their clients get maximum returns on their investment.

Brian Gallagher, director of marketing, says, “We are focused on our traditional markets such as manufacturing, pharmaceutical, and specialty chemical, while engaging in emerging markets such as renewable energy.” At O’Neal, they’ve been observing these trends.

Power- “Two years ago I would have said that the power industry is the most O’Neal, Inc 10 Falcon Crest Drive Greenville, SC 29603 (864) 298-2093

capital intensive, but we’ve seen a change with pending cap and trade, state regulations, federal mandates, and the stimulus package. As O’Neal does infrastructure work at plants, we’ve noticed restrictions and uncertainty are stimulating interest in alternative energy”Bean noted.

Gallagher concurs. “Stimulus dollars are spurring people to consider options including solar, methane, biomass and biofuels. Smaller companies with proprietary technology are turning to O’Neal to help get them to market.

Manufacturing – “There is a recent increase in activity,” says Bean, as budgets on deferred projects are being released.

But decisions are slow and scrutiny has increased. Still, he believes the automotive industry’s Southern Original Equipment manufacturers (OEMs) will be the first to rebound. Gallagher adds, “They have started tooling for the next generation of cars and manufacturing of batteries.” He says companies that manufacture hydrogen fuel cells, photovoltaics, and solar panels are adding capacity as European and Chinese firms build plants in the US. Chemical – “Companies that make raw materials used in plastics are gearing up to put new materials and additives in finished goods,”says Bean.“A growing trend is using biomass-based feedstocks in the production of intermediate chemicals,” which, he

explains, allows those companies to control the cost of raw materials, unlike the manufacture of petroleum based chemicals, which has tremendous return variability based on the changing price of oil. “Biomass has a definite future,”he states.

Pharmaceutical/Biotech – Many projects were deferred at the beginning of the year, and $300 million greenfield expansions have given way to upfitting and retro-fitting of existing facilities.“But talk of a new healthcare program has caught the attention of the pharmaceutical industry,” says Gallagher, adding generic manufacturing is growing as blockbuster drugs come off patents. Bean says, “We do well with projects that are complicated and fast track. Generic drugs must get to market quickly.”

Overall Bean says, “Right now there are private companies with strong balance sheets seeking opportunities and market share. Whether they’re planning an expansion or new facility, we can help them develop their project and cost as early as possible, so they can make solid business decisions.”

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Special Advertising Supplement | Book of Experts 2009 | GSA Business 9

IRRIGATION SYSTEMS

Waste Water…Waste Money! “

N

ext to air, water is the most taken-for-granted gift from God,” declares Brad Bays.

He should know. As owner of ProLawn, the landscape maintenance firm he started in 1981, he’s seen plenty of water go to waste because of poorly designed irrigation systems.

“It is not going to stay like this forever,” he cautions.

Water is a critical resource in maintaining the health and beauty of a landscape of any size, and Bays believes that the only way to ensure its proper distribution is to install a professional system. “Gaps and dead spots in systems where areas are not receiving water evenly are not the mark of a professionally designed irrigation system,” he says.

“At ProLawn we look for ways to help our clients save every drop of water we can. To do that we place water where it needs to be and when it needs to be there for the most cost-effective and efficient system possible,” he explains.

With over 25 years of experience caring for properties ranging from masPROLAWN SERVICES P.O. Box 3604 Greenville, SC 29608 (864) 423-5578

sive industrial sites covering 10 acres, to small condominium yards, Bays looks for three elements to determine the quality of an irrigation system.

Design – In order to design a system correctly, the landscaper must first know the water supply. “That tells us which products to use and the time we have allotted to water,” he explains.

Bays points out that the infiltration rate of Greenville’s heavy clay soil is very low. “You don’t want to water it all in one day because you’ll use three times what you need. Therefore it’s also necessary to understand and interpret hydraulics, plant science, and electrical science, in order to customize a system for a particular site.”

Build – Using the appropriate materials including correctly sized pipe, and properly spaced sprinkler heads will determine efficiency. “Poor construction forces the client to run their system longer in order to get results.”

He also advises never to mix different types of sprinkler heads in a system. “Mist heads extend 15 feet, but rotary sprinklers throw 40 feet. The amount of water per square foot is so drastically different you would have some spots dry and others flooded,” he says.

Service – “Even though our climate is typically moderate,” says Bays, “when temperatures dipped to 10 de-

grees last winter, many systems were damaged by the freeze.” ProLawn has a winterization program that uses compressed air to blow out pipes and protect the system, no matter how cold it gets. In the spring, systems are re-pressurized zone by zone.

His team inspects their clients’ systems twice a year, performs tune-ups, and remedies any inefficiencies. “It is just like owning a car: failure to service it will result in low fuel efficiency.

For irrigation systems, we want clean nozzles and and valves that turn on and off correctly.”

Bays says, “We have to respect this wonderful natural resource and use it wisely. We help our customers understand that. We save them money, and allow them to be responsible citizens of this planet.”

Over 25 Years Serving Residential and Commercial Clients

t Irrigation System Design, Installation and Care t Landscape Lighting Solutions t Preventive Maintenance Programs Ask about our Free, No-Obligation Estimates 864.423.5578

10

GSA Business | Book of Experts 2009 | Special Advertising Supplement

COMMERCIAL CLEANING

What to Know before Hiring a Commercial Cleaner

B

efore Ralph Sizemore started a Stratus Building Solutions franchise in Greenville, he spent 25 years working in quality control and responding to customers’ concerns and needs as a product manager for Cryovac. He says the commercial cleaning business continues to allow him to do what he does best: focus on serving clients. “I know how important it is to do things the right way and pay attention to details.”

The Stratus founders put 30 years of commercial cleaning experience and best practices into their company, which received numerous top rankings from Entrepreneur Magazine’s“Annual Franchise 500.” Part of their success is due to the career cleaning professionals who are also owners with a vested interest in doing great work.

Stratus Building Solutions 420 E. Park Avenue, Suite 302 Greenville, SC 29601 (864) 232-4141

But what really appealed to Sizemore was that Stratus Building Solutions had meticulous processes and exacting standards already in place. “It’s a first-rate system that was ready to be implemented in the Upstate market.”

Because Sizemore understands that he and his team are competing against in-house staffs as well as other commercial cleaning companies he suggests considering the following questions before hiring a professional service.

What kind of training do the employees receive? “At Stratus all owner/operators are professionally trained and certified with very consistent procedures,” says Sizemore. Each one must pass a rigorous background check, and wear a uniform and ID badge on the job site at all times.

What methods do they use to clean?

Sizemore believes it is not enough to clean surfaces. His team cleans for the entire office environment to keep it immaculate and contamination free. “The materials and equipment we use en-

sure we get the dirt out not just move it around,” he says. Stratus professionals use color-coded cloths to lessen crosscontamination. Microfiber cloths trap dust and HEPA-filter vacuums capture microscopic particles such as molds.

Do they use safe products? With the growing emphasis on green cleaners, Sizemore says Stratus demonstrates a commitment to environmental leadership by using a product made from orange peels which is safe for both people and surfaces.“We strongly believe that good environmental practices make good business sense.”

How much will it cost? “Because of our training and practices, Stratus professionals can get through a building efficiently and cost-effectively. Customers can also save money by not having to stock chemicals or equipment for a custodial staff,” says Sizemore.

He also points out that with Stratus, there are no hidden costs. “Our facility consultants go out to measure and also talk with the customer to determine their needs and desires. Our proposals also come with detailed work schedules and a checklist.”

What if there is a problem?

Sizemore says good communication is critical between the professional cleaning staff and the client. Stratus has multiple levels of support including the owner and a customer service staff available 24/7. They also use a log book for daily communication with clients on-site.

Above all Sizemore notes, “We have a money-back guarantee, the only one in the industry.”

Special Advertising Supplement | Book of Experts 2009 | GSA Business 11

GENERAL CONSTRUCTION

Hiring the Right Builder

M

ichael Raby’s youthful demeanor belies the fact that he has been at the helm of his company, Raby Construction, for over twelve years. Starting by himself in 1996, he built a successful firm one project and client at a time.

Though many construction companies could claim the same, something else sets Raby apart from his competitors. He is a registered engineer who obtained a degree from the University of Tennessee.

Combined with additional experience as project engineer, technical support engineer, superintendent, and project manager, Raby truly understands construction from the ground up. With projects ranging from large retail properties and multi-family to residences, Raby has been involved in all phases of design engineering and the construction process.

Working closely with architects and contractors has taught him that a successful project starts with a great team. “The owner, architect, and contractor must have good communication so the project progresses more smoothly,”he says.

Raby advises that no matter what size the project, in order to make the best investment they must meet and talk to the team before they sign on the dotted line. “It helps you get some sense of confidence that you can work together,” he explains.

“I tell my clients, we are only here providing a service. If they don’t understand something, we will explain it in enough detail so they can be satisRaby Construction 311 Haywood Road Greenville, SC 29607 (864) 298-8008 12

fied with the answer and be comfortable about our work,” says Raby, and encourages all questions.

He also recommends carefully checking references. Raby says, “Don’t be afraid to ask for recommendations from past clients or architects. Call their bonding agent, too. If they are bonded it typically means they are financially stable.” Licenses can be checked online at the state’s Web site http://www.llr.state.sc.us.

In terms of cost, Raby says,“Don’t automatically go for the lowest bid. But make sure you get a competitive number.” That is usually between the lowest and highest bids. “You need to be realistic about what you are getting for your money,”he says adding the industry isn’t perfect. “Errors happen, but you should expect to get a quality product at a competitive price on a reasonable schedule.”

Raby Construction tries to offset any unexpected costs before passing them along to the owner through careful estimates before the job is in progress.

“One thing clients like about us is that we minimize change orders, only when something clearly goes beyond the original scope of work.”

Working with the owners to ensure agreement on the plans before the first

GSA Business | Book of Experts 2009 | Special Advertising Supplement

shovelful of earth is turned also prevents changes in scheduling, which can also add to the cost of the project.

Finally, he points out the importance of maintaining safe sites. With OSHA training and constant vigilance, Raby Construction has maintained a good safety record.

Raby says, “Only experienced crews work on our projects. Seasoned professionals actively coordinate and oversee all construction work. It’s a winning combination that enables us to provide our customers with cost controls, upfront budget, and schedule guarantees.”

MARKETING

Five Tips to Winning In a Down Market “

W

hile few businesses would sign up for a deep recession, there are some who recognize the opportunity it affords them to make great inroads,� says Craig O’Neal. The president and CEO of VantagePoint compares the recession to cycling, where uphill climbs provide a real opportunity to separate from the competition. “If a company views the current marketing environment as an opportunity to get a leg up on its competition, it ought to leverage its marketing investment to do so.�

Since 1993, VantagePoint has been helping clients leverage their marketing investment. Named Agency of the Year for five of the past seven years by the Carolina’s Chapter of the Business Marketing Association, VantagePoint works with national and global clients such as Michelin, T&S Brass, Morgan AM&T, Cryovac, Estes, and others to impact their businesses. VantagePoint brings a deep and broad portfolio of marketing solutions and B2B expertise that clients can tap into.

VantagePoint coneal@vantagep.com www.vantagep.com www.vantagep.com/blog

Though O’Neal believes there are no magic bullets, with good execution of five fundamental principles, companies can gain market share during a recession.

First – “Have the right mindset,�

O’Neal advises. “In sports, you never go on the field without a strong desire to win. A defeatist attitude will paralyze you and prevent you from moving forward.�

Second – “Get your team together and determine the best ways to grow and gain market share.� O’Neal believes there are pockets of opportunity everywhere. It is just a matter of being intent on finding them. “Our current clients are tapping us to launch new products, identify and pursue new markets, create customer acquisition programs, and more.�

Third – “Once you’ve identified your best opportunities, pursue them intelligently.� His advice is to clearly frame those opportunities and then develop the appropriate strategies and tactics, then, make the necessary investment to realize them.

Fourth – Speaking of investing, O’Neal says wise companies recognize the tremendous opportunities available to leverage the digital world. “Web 2.0 tools, including the growing number of social media venues, are a very cost effective way to communicate

your message to the right audiences.

You want to be able to be found when and where prospects are looking.�

Five – “Offer a greater value than your competitors,� says O’Neal. “Move from being a source of products to a resource of solutions for your customers.

Understand what your customer values, especially during a downtime, and look for ways to create value around those needs. Be intentional and very clear with your messaging to help differentiate yourself from the competition.�

In short, smart marketing is even more critical in downtimes. Numerous studies confirm with empirical evidence that companies who market themselves wisely are winners. VantagePoint has developed a white paper reviewing the research which provides great insight about winning in a down economy. O’Neal says, “As the economy begins to turn around, it’s not too late to move quickly and get a jump start on your competition.�

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Special Advertising Supplement | Book of Experts 2009 | GSA Business 13

ACCOUNTING

When Margins Matter

“

M

argin on a product or service is one of the first calculations a business owner has to make,” says Anna Locke, adding that margins are especially important now in the grip of a volatile economy. However, for the uninitiated, margins are more than just the simple difference between what is coming into the company and what is going out.

With so many gradations between what the numbers are and what they actually mean, it could set the head of any savvy business owner spinning.

Locke agrees. She says many people have a lack of trust in the numbers, regardless of whether they feel they understand them.

To translate and bring comfort with the numbers, Locke and her team A.T. LOCKE, PC 68 Pointe Circle Greenville, SC 29615 (864) 908-3062 14

start with the basics: defining the terms. “Different reports can call it profit, gross profit, or just margin,” she observes. But no matter what the label, Locke points out, “We first talk about accuracy, because measurement tools can change over the life of the business.”

Locke says the goal of this conversation is to lay the foundation for future communications. With over a decade of experience as a CPA and the last year as president and sole owner of A.T. LOCKE, she and her team of dedicated professionals have become trusted advisors to each of their clients. Providing the expertise to analyze the relevance of the numbers and the potential the business has to grow, Locke says, “We make recommendations for the company as a whole, to identify future goals and help management implement ideas such as new product lines or services and improving market share.”

Before any long-term goal can be attained, Locke says business owners

GSA Business | Book of Experts 2009 | Special Advertising Supplement

must take a hard look at their current products and services to identify related direct and indirect costs. Materials and labor are two most common direct costs, she explains, while less obvious but still affecting the margin are management staff hours and warranties that don’t show up at the time of sale. “The difference between cash and accrual accounting becomes much more important when cash is tight,” she says.

She also advises taking a careful analysis of the data on products and services to determine if it is timely and relevant. “Sometimes a highly profitable product line is covering up other underperforming products,” she says. This takes an understanding of the business itself, which the team obtains from communications and extensive research. It also takes the right balance between the person entering the data and the person reviewing and using it.

Regardless of the size of the company, Locke’s team organizes all the data to facilitate sound decisions.

“The depth of our role is different with each client. But with every client, we focus on performance rather than position, and we provide solutions.”

Locke notes that her team is made up of business owners, bookkeepers, accountants, CPAs and MBAs. “My goal is to have people on board who speak the language of owners,” she says.

With clients that run the gamut of industries and range from small twoperson firms to large companies with over 300 employees, A.T. LOCKE understands, “One size definitely does not fit all.”

FINANCIAL ADVISOR/WEALTH MANAGEMENT

Planning for Business Lifecycles

T

here are a lot of factors that Muncaster Financial Services take into consideration when crafting financial plans for their business clients. What goals are trying to be achieved? What assets are trying to be protected? First and foremost however, they establish what part of the business lifecycle their clients are in: start-up, growth or succession planning. The answers to these questions help them tailor each plan to fit each client and create a “Road Map to Success.”

“At Muncaster Financial, we serve our clients interests, not our own,” says founder Richard Muncaster. “We Muncaster Financial Services 33 Market Point Drive Greenville, SC 29607 (864) 527-0434

remain an independent advisory firm so that we can offer comprehensive plans versus pre-determined financial products.” Muncaster has noticed a growing number of clients who are transitioning out of longtime careers and dipping a toe into entrepreneurial ventures. “What works for established companies may not be the best course of action for start-ups and vice-versa,” he says. As a registered investment advisor, LUTC, RIA, Muncaster and his experienced staff, are uniquely positioned to assist clients at each phase.

At the start-up phase, most entrepreneurs are focused on properly structuring their companies, wearing several different hats and making a name for themselves. Muncaster helps them clearly define their financial goals and make the most of what are typically limited assets. “We need to protect what they have at the least possible cost,” he explains. “We determine the areas of greatest risk and protect those first. Then we add as business grows.” To offer a complete turn-key portfolio of benefits, retirement plans and more, Muncaster shops the entire market. “As an independent company, we are not tied to partnerships and can compare cost and quality to offer the best options.”

As a company begins to grow and enter a new phase, new opportunities

become available. Of course, sometimes business owners are too busy with the increased workload to recognize the fact that they’ve entered a new phase. That’s where Muncaster can help. “We do thorough research to determine how they can grow at the right pace, without jeopardizing financial stability. We follow the markets to pinpoint the right time to expand.” Muncaster says this research also helps clients attract and retain key employees with competitive 401K or other deferred compensation plans.

Finally, once a start-up has become a successful established company, Succession Planning can become a major influence on big decisions. This phase is all too often left to chance. “It’s certainly an uncomfortable topic,” Muncaster says, “but one that needs to be addressed. Without proper planning, the estate may sell the business for a fraction of its value, rather than what it’s worth.” His advisors help clients figure out how to transfer ownership and determine the true value of the assets.

At the end of the day, Muncaster Financial Services offers their clients value and solutions that help educate, inform and instill confidence. Bottom line, Muncaster says, “We provide our clients with expertise, insight and peace of mind throughout every stage of their business.”

As an independent, financial services company, Muncaster Financial utilizes over 25 years of combined experience in the Greenville market to provide the best quality plan development, implementation and management to businesses in the following areas:

· Corporate Benefits (Employee and Executive) · 401k’s and Pension Plans · Succession Planning

33 Market Point Drive • Greenville, SC 29607

Office: 864-527-0434 Mobile: 864-449-4443 Fax: 864-213-9691

Please direct all insurance related correspondance to richard@muncasterfinancial.com and investment related correspondence to rmuncaster@tfamail.com Richard H. Muncaster is an Investment Advisor Representative offering Securities and Investment Advice offered through Transamerica Financial Advisors, Inc. 1150 S. Olive Street, Los Angeles, CA 90015 (800)-245-8250. A Registered Broker/Dealer and Investment Advisor, Member SIPC and FINRA.

Special Advertising Supplement | Book of Experts 2009 | GSA Business 15

patents, trademarks and Copyrights

Protecting Your Intellectual Property “

T

his recession has created opportunities,”says Tim Williams, attorney and shareholder with Dority & Manning, P.A. He is specifically referring to the rise in companies looking for intellectual property attorneys who can more rapidly adjust to new business models and the current economic realities.

Williams points out that “Our clients need technical expertise tailored to the individual and shifting needs of their business. Many law firms continue to operate under a stagnant business model unchanged for decades. Only after the recession struck and companies began demanding change did we begin to hear about other law firms mulling over changes Dority & Manning implemented years ago.”

As exclusive practitioners of intellectual property law and complex litigation, each of the firm’s 18 attorneys is also either an engineer or a scientist. “This is the edge that we bring to the table,” Williams points out. “You wouldn’t send a plumber to do brain surgery. Shouldn’t a scientist or engineer help you with a highly complex case that involves technical information?” If the problem involves litigation, Williams adds that the firm has attorneys with technical backgrounds and actual experience preparing and then trying cases to a jury.

Dority & Manning has been helping clients from start-ups to Fortune 100 companies for 25 years. “We have the expertise to help acquire intellectual property rights such as patents, trademarks, and copyrights as well as the litigation experience to protect those Dority & Manning, P. A. 55 Beattie Place, Suite 1600 Greenville, SC 29601 (864) 271-1592

16

Areas of EXPERTISE > Complex Patent Prosecution > Litigation and Dispute Resolution > Trademarks, Copyrights & Designs > Intellectual Property Counseling > E-Commerce and E-Business Proven Worldwide Experience Dority & Manning practices intellectual property law exclusively, and the firm’s clientele runs the gamut from individual entrepreneurs to multi-national corporations with complex IP portfolios.

Engineered to meet your

intellectual property needs

rights,” says Williams who adds they also handle any commercial litigation having a technical subject matter and represent clients in courts all over the United States.

The firm has mechanical, chemical, and electrical engineers, as well as physicists and biochemists among their ranks.

This has served their clients especially well during the economic downturn.

“With fewer resources, companies need intellectual property rights more than ever and are looking for effective and efficient strategies to procure and protect those rights,” explains Clark Reifsnider, the firm’s administrator.

Williams notes that if an attorney does not understand the client’s technology their patent or complex litigation may suffer. “Entrust it to those that have the same backgrounds and can communicate with scientists and engineers,”he says.

Based in upstate South Carolina, Dority & Manning also has a substantial network of foreign associates in different countries. The firm typically prepares and files approximately 250 to 350 patent applications annually in the United

GSA Business | Book of Experts 2009 | Special Advertising Supplement

States Patent and Trademark Office, and pursues foreign rights as well. Reifsnider notes,“Currently, the firm has over 8,000 active patent and trademark matters pending in 108 different countries working with over 160 law firms located outside the United States.”

Dority & Manning also has extensive experience with large pre-existing intellectual property portfolios. On multiple occasions the firm has received, for further prosecution, the complete patent portfolios of large companies with hundreds of files. A well-trained team of attorneys and paralegals has particular expertise in rapidly evaluating and incorporating patent portfolios into the firm’s docketing system.

Founders Mackie Manning and Julian Dority set out to build a collegial firm whose people performed work of the highest quality with an efficient, business-friendly mindset, and where long term client-attorney relationships are created and maintained. Following these principles, the firm has grown steadily into a tech-savvy, full-service intellectual property and complex litigation firm.

Toner Recycling Technology

Taking the Guesswork Out of Toner “

T

he new ‘oil’ of business is toner. It makes all laser printers possible,” declares Mike Kinsella, president of Word Systems I.T. Maintenance. Comparisons to oil are most appropriate as Kinsella points out that more money will be spent on toner over the life of a printer than on its actual purchase price. And original equipment manufacturer (OEM) toner can be the most expensive choice.

Not surprisingly, a secondary market has developed to re-manufacture cartridges and re-sell them at 30 to 60 percent savings. Kinsella cautions, “All grades will work but you need to know what you are getting for the dollars you’re spend-

“They are usually put together by individuals in small shops, their garage or basement. After about five refills the cartridge is discarded.” Though inexpensive, Kinsella warns that the old parts do not seal well and can leak or streak the page, or occasionally explode. “The expected failure rate is 4-6 percent,” he says.

Several local re-sellers offer a higher grade product called “Value Recycled.”

“The drum is either taken out and resurfaced, replaced with a substitute, or just be cleaned and reused,” explains Kinsella adding, “The wiper blades may not be replaced.” Kinsella says, “A good manufacturing technique will produce a mostly clean, non-leaking product. These

ing, or you could end up with a very dirty printer as well as poor quality print.”

Kinsella advises to watch out for original re-manufactured cartridges with a hole drilled in the top of the toner hopper (where refill toner was poured in) and closed with duct-tape or a plug. Several companies in the state employ this method, he says.

are more consistent but also more expensive than the “drill and fill” remanufactured ones. However, you can expect from three to five percent of them to drip toner and/or leave streaks on the page.”

The top grade is called “Premium Compatible.” These meet or exceed new OEM cartridge specifications.

Starting with cleaned, once-used toner cartridges, the re-manufacturer replaces up to 80 percent of all parts, (including the drum, wiper blades, and seals) with new OEM parts. The hopper is then filled with electroni-

Word Systems 5946 Shakespear Road Columbia, SC 29223 (800) 343-8684

cally measured premium toner prior to being sealed and packaged for shipment.

Kinsella observes, “These are manufactured in modern ISO-certified manufacturing facilities with on-going quality controls. A percentage of each batch is tested on real printers, prior to being released. This eliminates most initial installation problems.”

The failure rate is less than 1% and despite higher cost, they still represent 30 to 50 percent savings from OEM retail. Kinsella also notes that they compete well with new OEM cartridges in quality of print, longevity, and consistency.

Concerned about providing the highest quality product to his customers, Kinsella, a former IBM employee with over 35 years experience in the computer industry, states,“This Premium Compatible is the only grade Word Systems sells. And it is without doubt, the only grade of re-manufactured toner a customer should buy.”

In addition to materials, Word Systems has experienced technicians certified on HP, IBM, Compaq, Dell and others who specialize in servers, large laser and dot-matrix printers, plotters and thermal printers. Kinsella says with their expertise, “Word Systems staff can become your I.T. department, and save you considerable costs on your toner purchases.”

Special Advertising Supplement | Book of Experts 2009 | GSA Business 17

telecommunications

Why a Strong Network Matters

S

id Earley came to NuVox three years ago on a mission: to improve NuVox’s product portfolio and show customers that NuVox service will reduce total costs and bring value to their business. Recently, the vice president of marketing helped launch NuVox Business Apps - powered by Google, one of the latest tools to accomplish this goal.

He says that by leveraging the power, innovation, and security of Google’s infrastructure, this comprehensive product suite gives businesses better management and flexibility with email, internal websites, document sharing, and more.

Earley points out, “Many times customers must look beyond their core telecom services to increase productivity and efficiency in their business.” By evaluating email providers, consulting organizations, or even their own IT departments (rather than simply NUVOX Two North Main Street Greenville, SC 29601 (864) 672-5000 18

focusing on phone systems and the data network), the true cost of doing business comes to light. And Google’s brand muscle only strengthens the value proposition.

“We were the first competitive local exchange carrier (CLEC) to partner with Google. NuVox Business Apps offers a huge advantage to our customers and is consistent with our strategy to deliver network-based managed services.”

NuVox has built an extremely powerful network that is entirely IP- and MPLS-based, according to Earley. “NuVox’s MPLSbased network delivers a private Internet, in a sense, giving us great reach and allowing us to better manage quality of service and security for our customers,” he says. That is good news for its 90,000 customers which represent in excess of one million users. “By utilizing cutting-edge MPLS technology, we’re able to layer on managed services as opposed to physically adding them at the customer’s site.”

GSA Business | Book of Experts 2009 | Special Advertising Supplement

But NuVox doesn’t just rely on its private network and MPLS for security. They offer a managed firewall product to protect their customers’ mission-critical information as well.

“It makes it easier for our customers to administer. They don’t have to pay a security expert on staff. We deliver it, and they pick and choose what they want to protect, filter, etc.,” he says.

NuVox’s premier product suite addresses another very important aspect of business: data protection. Quoting a third party study that found that at least 60-70% of corporate data is stored on PCs, Earley stresses the importance of regular backups. “When a company loses data, they can actually be in danger of going out of business.

Consequently, protecting critical data is essential.”

Serving small- to mid-size companies for over a decade, the company has grown dramatically both organically and through mergers and acquisitions. Not only is NuVox committed to offering customers superior products and services, but also unmatched customer service.

For customers located in the Upstate (where NuVox is headquartered), having a local customer care team in Greenville offers major advantages when doing business. Now with over 1,700 employees in 16 states serving 48 markets, Earley says NuVox has the ability to provide even more customers with a tailored communications solution to meet their business’ unique requirements.

“Like many of our customers, we have made a commitment, invested resources, and put talent into our efforts.

We see it from our customers every day: businesses thrive on technological innovation and strong, dependable networks.”

PLUMBING SERVICES

Building Relationships

F

or Terry Crosby, the right way to build a successful business –no matter what the industryis to create long lasting relationships with clients. “Since we started Crosby Plumbing Group, we’ve been striving for more than just one job. We don’t just maintain customers, we become their partners.”

One of their clients, a national home builder, was so enthusiastic about the quality of their service that they brought Crosby Plumbing Group in to a project in South Carolina. Previously based in Syracuse, New York, Terry and company took that opportunity to move the business to Greenville in 1997, and has been serving a varied base of satisfied customers ever since.

Crosby Plumbing Group 340 Interstate Boulevard Greenville, SC 29615 (864) 962-8488

The company’s depth of experience and staff of highly trained employees have allowed them to shift gears seamlessly to meet the needs of a wide range of clients through careful attention to detail and scheduling on every project.

Over the past few years, they have brought this expertise to the commercial building industry. Response was immediate and they have been awarded multiple commercial projects, most notably to handle all the plumbing for the city of North Charleston’s new four-story, 150,000 square-foot city hall building.

“Our staff can handle the complexity of commercial projects,” explains Crosby,“We cross-train. It gives us and our clients more flexibility as building cycles change. We are more capable of handling those changes and maintaining on-time schedules.”

The Crosby Plumbing Group is also proud to offer their clients the latest green technologies and products. “We partner with manufacturers of Energy Star products, water saving fixtures and tankless water heaters,” Crosby says. “We take relationship with our vendors very seriously too. We like to know that the people we are buying material from stand behind the product, the same way we stand behind our service.”

Upstate

“We also offer peace of mind. When a client hires us they know we will show up and do the job well. They don’t have to worry about that part of the process,” he says. And they won’t stop working when the project is complete. Crosby says that his staff is available to deal with any follow up concerns or problems that may arise.

It is all part of the company’s commitment to maintaining good relationships with every one of its clients.

“We are here and we are accessible. You can deal directly with us,” he says.

Lowcountry

340 Interstate Boulevard Greenville, SC 29615 Phone: (864) 962 8488 Fax: (864) 962 0908

He also notes that Crosby Plumbing Group has a LEED AP on staff and has earned a certified green professional designation, a plus for contractors seeking LEED certification in their projects. “Every aspect of our business is important,” Crosby says.

Crosby understands that the uncertain economy has many businesses watching their budgets carefully. He says his company is taking a proactive approach by talking clients through various options and offering recommendations that provide the best value.

506 B. Deanna Lane Wando, SC 29492 Uncompromising quality.

No butts about it.

Phone: (843) 284 0286 Fax: (843) 284 0289

www.crosbyplumbing.com Special Advertising Supplement | Book of Experts 2009 | GSA Business 19

OFFICE SYSTEMS-COPIERS

Understanding Document Technology

D

“

ocuments are the vehicles in which information flows in and out of your business,” says Tommy Pickens, “so it’s a very important part what you do.” But, says the president of Sharp Business Systems, it is often one that is overlooked.

Whether electronic or printed, Pickens says his team at Sharp Business Systems helps clients optimize the organization of document output. “We help control and manage cost and help improve efficiency.”

Ken Stewart, director of Technology Solutions explains that though every business has a unique platform: a computer system that runs their mainframe and specific hardware and software tools,“We can help streamline the information flow and integrate it with a client’s own business processes.”

Document output makes up about 1-3% of a company’s total revenue, according to a study from Gartner, Inc. with total cost for a document’s entire lifecycle is on average 7.14%. Randy Bidwell, CRM manager notes that in a tough economic climate it makes good fiscal sense to manage such an important asset. Bidwell says Sharp Business Systems can maximize those assets with a three-step plan.

First – Inventory. “Many organizations don’t even know what they have in terms of the number of devices or supplies,” says Pickens noting that some continue to keep broken equipment as well as cabinets full of attendant inks and toners.

The dedicated project managers at Sharp not only take a total inventory of what is on hand, but also identify the Sharp Business Systems 109 Hamby Drive Greenville, SC 29615 (864) 675-2000

20

related cost of those devices through the whole life cycle of the doc, from creation of document to distribution and the impact of supplies, repairs, and help desk calls. Stewart says, “These assessments will tell you exactly what it costs to run everything you have.”

Two – Strategy. Thorough evaluations are followed up with a conversation with the client to determine the executive level strategy for the busi-

ing your equipment fleet,” he says. That includes determining the right number of devices and the right mix of capabilities. “This achieves cost savings and efficiency at the same time. It is all part of our program.”

Sharp Business Services is there to be a partner to their clients. By outsourcing printer and copier maintenance to their specialists, business owners can avoid the productivity loss when equipment

ness. “This must take place before we can make recommendations. We have to know their business goals,” Steward says. The most cost-effective solutions do not often entail taking away most of the equipment. “That would be like taking all the exits but one off the highway,” adds Pickens.

Three – Right sizing. Pickens says only about 10% of the document’s cost is in output, the other 90% are soft costs related to storage, organization, etc. “We offer suggestions for right siz-

breaks and an employee must take the time to call a help desk. “It often costs the client a lot less to leave that responsibility to us,” says Bidwell.

Even with this “outsourcing,” Pickens reminds potential clients, “We are a part of Sharp Electronics Corporation, but we are still local and have a great reputation.

Many of our representatives have been doing this for a decade or more, right here in the Upstate. Anyone can win a contract one time. We want a customer for a long time.”

GSA Business | Book of Experts 2009 | Special Advertising Supplement

BANKING and FINANCIAL SERVICES

How to “Actively� Manage Your Assets

I

t’s important to be active. Exercise investors. “We are a boutique firm progets the body moving towards betviding advanced, personalized wealth ter health. And active management management solutions,� he says. As of assets is a great step toward fiscal fitsuch, the conversation begins by talkness. Dave Halloran, chief portfolio strat- ing about personal goals. “Then we egist with GCA says develop a plan to that it’s even more help them grow.� important for those Two aspects who have managed determine the into accumulate a little vestment plan: wealth in these ecothe client’s finannomically trying and cial capacity to uncertain times. take risk and their Dave Halloran “Having a manexpectations for ager can help you their assets. “We retain as much of your capital as pos- spend a lot of time up front to make sible,� says Halloran. But it shouldn’t sure our recommendation is correct for be just any manager. Halloran points their situation,� he explains. out that he is local. “Having that pres“Many managers will give you a perence now located in Greenville is helpmanent and static portfolio that boasts ful to individuals. We are not a second long term returns. We disagree. We move or third party marketing service that is investments to minimize losses, which is an extension of larger companies. Our very important in difficult markets. For clients can sit and talk to the decision instance, target dated funds which are makers,� he says. mostly age-determined are fantastic in Halloran and the entire GCA team theory, but we deal in the real world.� consult with clients individually and Halloran notes that asset classes can go do not simply plug them into mutual down as fast, or faster, than they go up. funds along with thousands of other He feels confident that increased exposure during advantageous times, combined with decreasing when times get Greenwood Capital Associates risky, is an active formula for success.

P.O. Box 3181 Halloran says GCA’s use of exchange Greenwood, SC 29648 traded funds allows him to take full ad(877) 369-5390 vantage of different asset classes such

“Having a manager can help you retain as much of your capital as possible.�

as stocks, bonds, commodities, and real estate. Though he cautions,“No one single investment is going to do well at all times,� the flexibility offered by this service as opposed to static portfolio investments helps protect the client. Halloran observes that 85% of asset classes went down in the last two years.“We were able to cushion the blow for our clients with alternative investments.�

He explains that as economic trends trail the market, he believes it is a good time for investors to be more aggressive. “We have an offensive playbook which identifies investments that do well in a growing economy and we are actively working with those asset classes that we believe will do well going forward.�

But above all, Halloran emphasizes that GCA’s highly qualified staff of Certified Financial Planners, Chartered Financial Consultants, Certified Financial Analysts, Certified Public Accountants; Wharton Business School and Princeton grads are always available to talk to their clients directly. “We will give you our insights, and explain exactly what we are doing.� He says he can’t stress this enough. “You can always be talking to the person in charge.�

For more than 25 years,1 actively managing assets for high net-worth individuals, foundations and major corporations seeking to minimize risk while maximizing returns in any market.

Learn more at: greenwoodcapital.com

(1) Greenwood Capital Associates, Inc. (GCAI) was established in 1983. On or about June 29, 2001, Greenwood Capital Associates, LLC acquired substantially all the assets of GCAI, a sub-chapter S corporation. (2) Greenwood Capital Associates paid a fee to participate in this survey.

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Special Advertising Supplement | Book of Experts 2009 | GSA Business 21

Warehousing and Distribution

Trust is Key to Success

T

he most important word in the warehousing and distribution business is trust, according to Masters Campbell. And both he and Tony Saad, co-owners of Industrial Bonded Warehouse, Inc., know the only way to build that trust with clients is to have a proven track record of service.

“This company is 40 years old,” says Campbell, who notes that though he and Saad have been at the helm for two years, they have 50 years combined experience in procurement manufacturing and warehousing (not to mention they have known each other since age 12.)

“Tony’s strength is in sales and management. He was the previous general manager of a manufacturing facility that has been in the Upstate for over 30 years. My strength is in productionrelated distribution; from running manufacturing to shipping and starting a new division,” explains Campbell.

Industrial Bonded Warehouse 108 Service Road Anderson, SC 29625 (864) 225-7764 22

Together they have a keen understanding of the Upstate and the industry.

They also know that careful attention to logistics and impeccable handling of distribution play a big part in building trust with their clients. “The company was founded on these principles back when the bulk of the business was handling textile roll goods,” observes Campbell. So it’s no surprise that one of IBW’s oldest customers is a sizeable textile manufacturer for whom they handle all aspects of storage and distribution.

“Our campus of warehouses is almost 200,000 square feet, insulated and steel-constructed with sprinklers.

We have RF control, allowing us to quickly pull rolls of cloth or totes or octabins for orders, and then load them on ocean containers or common carriers,” he says.

Another customer, a chemical manufacturer uses IBW exclusively. “They appreciate that we have experienced forklift operators, as well as a special section within the group of warehous-

GSA Business | Book of Experts 2009 | Special Advertising Supplement

es, to store their products. Dedicated storage, dedicated service.”

Additionally, the facility’s location, just three miles from Interstate 85, equidistant between Atlanta and Charlotte makes it very convenient for overland transportation.Saad says IBW is a conduit for companies who import and ship from the ports in Charleston and Savannah as well.“IBW is their Upstate Connection.”

“We are smaller than some competing facilities,”Campbell admits,“but our expertise is hands-on follow through of customer requirements.” In fact when a contractor for the school district of Pickens County needed to store, then transport, HVAC equipment for three different schools, Campbell says “I rode with the driver to ensure we got the right units to the right schools.”

He also points out that IBW’s flexible per square foot leasing system allowed this customer to store on a month by month basis. “There are no lengthy contracts. The contractor paid for the space he needed, as he needed it.”

Campbell says with so many years in the business, IBW enjoys a vast network of transportation agents, both intrastate and interstate. He recently got a call from a customer whose quoted transportation rate was exorbitant. “One phone call and I saved this customer almost $1,000. The customer was elated,” says Campbell.

“Some customers try to do it all themselves, and find they cannot warehouse and distribute as effectively as we can,” Campbell notes. “Tony Saad, Martha Haley our office manager, and I are a phone call away. We are here to help.”

Industrial Bonded Warehouse, small, dedicated, service oriented; IBW your Upstate Connection.

“Bridging Goals with Solutions”

Richard Muncaster

As an independent, financial services company, Muncaster Financial utilizes over 25 years of combined experience in the Greenville market to provide the best quality plan development, implementation and management to businesses in the following areas:

· Corporate Benefits (Employee and Executive) · 401k’s and Pension Plans · Succession Planning

33 Market Point Drive • Greenville, SC 29607

Office: 864-527-0434 Mobile: 864-449-4443 Fax: 864-213-9691

Please direct all insurance related correspondance to richard@muncasterfinancial.com and investment related correspondence to rmuncaster@tfamail.com Richard H. Muncaster is an Investment Advisor Representative offering Securities and Investment Advice offered through Transamerica Financial Advisors, Inc. 1150 S. Olive Street, Los Angeles, CA 90015 (800)-245-8250. A Registered Broker/Dealer and Investment Advisor, Member SIPC and FINRA.

Can you check it off your list?

The right voice and data solution probably isn’t your highest priority. But communicating with your customers is.

Find out what thousands of Greenville businesses know. NuVox builds communication solutions that simply work better.

888-NUVOXNOW Two North Main Street Greenville, SC 29601

www.nuvox.com

Š2009 NuVox