SpaceCoast BUSINESS - Construction Edition

FEBRUARY 2019

TURNING THE KEY FOR

KEN WELSH

CLIENTS Welsh Construction

Centering on Collaboration Space Coast Health Foundation

Up Close with Mike Williams

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What Moves YOU? Turnkey is a popular trend in construction, also known as “design-build.”

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MOVING TRENDS

10.2% OTHER

27.4 %

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According to Ken Welsh, or a more attractive qualitythe of president life.

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However, according for all ranks phases, from planning their project, therefore, they also trust of construction for the architecture California and above Texas. Inapprovals, looking to Mayfl ower’s study, the majority of design, through permitting our industry knowledge to bring the firm BRPH, he was millennials 42 at migration, move cate from and engineering say they feel more positively to interstate construction throughmore CO (certifi . capablewhen and experienced design-build California to Texas, with NewaYorkimmersed2in%a H negatively it comes toarchitects settling of occupancy), can moves save from clients OUSINGapproach.than most and current engineers into the team. ” 30 is the to Florida coming in second.

Florida also leadsHe thecarried that experience into Welsh down in their city.

It seems that tremendous amount of time, money Construction a team to nation in number of residents leaving. and assembled and duress.

According to Welsh,moving “Design-in versus out on civil engineering side of magic number; aboutStarting 51 percent of the millennials who claimed execute the entire package, the say business, Welsh always build isAbout something we specialize in.” theyfrom hopeconcept to settle down they plan towas settle downintrigued around What Millennials? to completion, which, age for many of fourbyout theofengineering and or architectural Themillennials, Associatedwho General 30 or types 35, and five millennials, 81 percent, For are defiContractors ned as 18 to 35-year-olds, they tend projects, is how the industry is evolving. components of fi the construction of flAmerica explains the termlike simply: plan to become homebuyers when they nally find a city in to ock to urban destinations San Francisco, Los Angeles “Design-build a project system In addition, to do and Seattle. A isnew studydelivery

by Mayfl ower indicates they areclients not like which tobusiness settle down. process. “I could have focused on the engineering side of the business, that includes an agreement to perform with individuals with whom they trust but an early job opportunity set my both design and construction under and have experience, so for a contractor course towards being a general one contract between the owner and a to expand to the “design” side of a project contractor,” he said. ⊲ and not just the “build’ side is logical. design-builder.”

TURNING THE KEY

FOR CLIENTS Welsh Construction

States Most Americans Are Moving To

By Eric Wright

States Most Americans Are Moving From FEB R UARY 2019

| YOUNG PROFESSIONALS NAME: Yari Fumero TITLE: Junior Loan Officer

CONTRIBUTE

COMPANY: Shelter Mortgage YEARS IN AREA: 12 YEARS AT COMPANY: 10

NAME: Yari Fumero

Send press releases, article submissions, announcements and images to news@ scbmarketing.com. Please provide 2-3 months advance notice for requests for event announcements and/or coverage.

TURNING THE KEY FOR

TITLE: Junior Loan Officer

KEN WELSH

FEBRUARY 2019

A

Brevard County resident since 2004, Yari Fumero is a native Floridian, born and raised. Working in the mortgage industry since she was very young, she started her career at Shelter Mortgage nearly a decade ago as a Loan Officer Assistant. After taking a break to start a family, she worked in the title industry where she expanded her knowledge to include the title and closing aspect of the home buying experience. Returning to Shelter Mortgage in early 2016, she arrived as a well-rounded and knowledgeable Junior Loan Officer.

Yari truly enjoys what she does and it fuels her passion to help individuals and families get into their new homes. She also understands the importance of the huge financial decision that her clients are making, because as she says, “They aren’t just buying houses; they’re buying homes for themselves and their families to enjoy for a lifetime.”

TURNING THE KEY FOR

CLIENTS

KEN WELSH

Welsh Construction

Yari truly enjoys what she does and it fuels her passion to help individuals and families get into their new homes. She also understands the importance of the huge financial decision that her clients are making, because as she says, “They aren’t just buying houses; they’re buying homes for themselves and their families to enjoy for a lifetime.”

Welsh Construction

Over the years, Yari has worked closely with realtors and homebuilders all over the east coast of Florida and has built many long lasting relationships and partnerships that have served her well. Bilingual, she has used this to her advantage while working with both her English and Spanish speaking clients. Having grown up in a primarily Spanish speaking home and seeing her parents struggle to communicate helped her understand the need for bilingual loan officers. These skills combined with her extensive knowledge of many different mortgage loan programs has allowed her to help hundreds of families finance their dream homes with little to no money out of their pockets. Se Habla Español. ◆ Health Foundation Space Coast

Over the years, Yari has worked closely with realtors and homebuilders all over the east coast of Florida and has built many long lasting relationships and partnerships that have served her well. Bilingual, she has used this to her advantage while working with both her English and Spanish speaking clients. Having grown up in a primarily Spanish speaking home and seeing her parents struggle to communicate helped her understand the need for bilingual loan officers. These skills combined with her extensive knowledge of many different mortgage loan programs has allowed her to help hundreds of families finance their dream homes with little to no money out of their pockets. Se Habla Español. ◆ Health Foundation Space Coast

Centering on Collaboration

Yari Fumero

Centering on Collaboration

Up Close with Mike Williams

Yaresmi Fumero -- NMLS#552492 Shelter Mortgage Company LLC-- NMLS#431223 www.nmlsconsumeraccess.org

50]OCTOBER2016 SCBMarketing.com

Up Close

Yari Fumero

Vinod Philip, Chief Technology Officer

with Mike Williams

Yaresmi Fumero -- NMLS#552492 Shelter Mortgage Company LLC-- NMLS#431223 www.nmlsconsumeraccess.org

50]OCTOBER2016 SCBMarketing.com

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Turnkey is a popular trend in construction, also known as “design-build.”

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that includes an agreement to perform

10.2% OTHER

If you are moving or changing the mailing address for your subscription, send your complete old address (where the magazine is currently being mailed), your complete new address, including zip code, to info@scbmarketing.com.

We all want to be optimistic about our future. For some, however, that optimism is based on wishful thinking or simply a positive disposition. But a positive disposition alone will not carry you to your destination; rather, it is an alignment of your plans and actions that will get you to the target you are optimistically hoping to hit.

This is where optimism must intersect with reasonableness.

making these destinations permanent homes. According to the 2017 Mayflower Mover Insights Study, which focused on millennial moving trends, two in five (41 percent) millennials are “vacation movers” — that is, they have moved to a new city

B

“IT IS THE FORCE THAT MAKES THE WORLD GO.”

CHANGE OF ADDRESS:

It reflects the same consumer inclination ver Target one halftoofoffallerAmericans that caused everythinghave moved in the last 10 yearsto and a little overand 10 percent have moved twice. from groceries, electronics soft 2016,toofsell those who had moved, goods, orIn Lowe’s refrigerators and 39.53 percent were interstate and 60.47 percent were stoves, notmoves just lumber and hardware.

To local. Not surprising,

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Milton S. Hershey, the founder of the famous chocolate company, once said.

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basedone onplace the school year and weather in much of the without intending to settle down there permanently. have where multiple products nor are they willing to accept big market Finding the20Right Fitmore than half (53 percent) of United States,are overprovided 48 percenthas of all moves happen Furthermore, or services obvious .2 % between May and Therecontrol are a wide millennials say they are likely to make a cost benefits, andAugust. facilitates losses. Basically, they want to ensure they ILY the ‘Millionaire range of reasons people move, from a“Our or “vacation,” move in the M client base falls Jinto temporary, and accountability. better job opportunity, to affordability next five years. can maintain their lifestyle and not run According to Ken Welsh, Next Door’ profile,” said Connors, or a more attractive qualitythe of president life.

"Millennials are a generation of and CEO of Welsh Construction, Qualityconstruction of life is one ofventure, the reasons out of money.” what published I call 'adventure movers.'

“Every whether referring to a bestselling book four majorasmetro areassimple of as Their motivations for moving itthe is something seemingly Florida — Orlando, MOVING are influenced by afor sense remodeling an existingJacksonville, building or a new inExpanding “‘Building relationships life,’ of is the two Team PhDs that 2010 by showed the When it comes to our retirement years, Tampa and project, Miami — have so are adventure, making these moves construction where the costs our slogan,” Welsh explained.

“It Welsh’s over 35 years in the commercial much attraction.

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They trusted in thewith Department of Psychology at the in teamBeverly aspect of any successful Hills or on Park Avenue.

Thus, to havepersonal single source responsibility not to pursue long-postponed Florida ranks second in moves, below us Clark to select the right However, trade contractors for University. according project. When he served as director for all phases, from planning and California and above Texas. In looking Rather, their project, therefore, they also trust they simply, in average for thelive architecture to Mayfl ower’s study, the majority of permitting interests, such as traveldesign, orthrough time withapprovals, of construction 42 at interstate migration, more move from and engineering our industry knowledge to positively bring the firm BRPH, he was millennials say they feel more to construction through CO (certificate .

California Texas, with moves New Yorkimmersed2in%a H capablewhen and experienced have accumulated design-build approach. than most negatively it comes toarchitects settling OUSINGand friends and family. What istomore, onfrom of occupancy), can save clients a neighborhoods, to Florida coming in second. Florida also leadsHe thecarried that experience into Welsh and current engineers into the team. down in their city.

It seems that” 30 is the tremendous amount of time, money nation in numberlonger of residents moving in versus leaving. wealth hard work thrift . claimed Construction and through assembled a team to magic number; about Starting 51 percent of millennials who average, people are living out and on the civil engineering side of and duress.far According to Welsh, “Design- their execute the entire package, from concept they hope to settle down say they plan to settle down around Whatis About Millennials? the business, Welsh was always intrigued build something we specialize in.” to completion, which, age for many of fourbyout 30 or types 35, and of engineering five millennials, 81 percent, For millennials, who are defiContractors ned as 18 to 35-year-olds, they tend than ever, and that longevity continues the andorarchitectural The Associated General “WE HELP THEM UNDERSTAND projects, isAngeles how the industry evolving. plan toisbecome homebuyers when they nallyconstruction find a city in to America flock to urban destinations San Francisco, Los components of fithe of explains the termlike simply: and Seattle. Aisnew studydelivery

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27.4 %

“ONE MUST HAVE A REASONABLE OPTIMISM,”

®

CLIENTS

COMPANY: Shelter Mortgage YEARS IN AREA: 12 YEARS AT COMPANY: 10

Vinod Philip, Chief Technology Officer

FEBRUARY 2019

A

Brevard County resident since 2004, Yari Fumero is a native Floridian, born and raised. Working in the mortgage industry since she was very young, she started her career at Shelter Mortgage nearly a decade ago as a Loan Officer Assistant. After taking a break to start a family, she worked in the title industry where she expanded her knowledge to include the title and closing aspect of the home buying experience. Returning to Shelter Mortgage in early 2016, she arrived as a well-rounded and knowledgeable Junior Loan Officer.

| YOUNG PROFESSIONALS

WE’RE INwith ONE OF LONGEST the engineering side of the business, with individuals whom they trustTHE

but an early job opportunity set my both design and construction under and have experience, so for a contractor With the addition of moreone ofcontract thosebetween vibrant, course towards being a general the owner and a MARKET to expand to the “design” side of a projectSINCE CYCLES WORLD contractor,” he said. ⊲ and not just the “build’ side is logical. ” healthy years to relish,design-builder. many people’s WAR II, HAVING PASSED THE financial resources are not positioned to MARKET CYCLE OF THE 90’s,” underwrite the life and lifestyle they have said Connors. “Typically, the longer and anticipated for as long as it may be. Also, higher these cycles go, the harder they tend the cost of healthcare, which is helping to fall. Our goal is to position our clients make that longevity possible, continues For Justin Connors of Connors Wealth not to ride the highs so they don’t incur to rise at a rate that may far outpace Management, helping clients be States Most Americans Are Moving Tobig losses during market corrections.” ⊲ inflation and income. One other factor: reasonable and optimistic about Bytheir States Most Americans Are Moving From Eric Wright more and more individuals are dependent future is what he has dedicated his life to.

FEBRUARY 2 019 on positioning their own funds to pay for “What people are seeking is peace of their retirements as company pensions mind. We recognize that comes from go the way of the dinosaur, so protecting being informed and setting realistic their irreplaceable retirement capital has and achievable goals for their future,” become much more essential. he explained. “Our clients are usually fairly conservative and don’t expect to make inflated returns on their portfolio,

TURNING THE KEY

FOR CLIENTS Welsh Construction

Pick Your Platform

You are busy. We know because

we are too. That is why we make sure this powerful content is easy for you to access. Our digital editions and exclusive updates keep you connected.

F EBRUARY 2019 : 3

FEATURES 06 Pinnacle Financial Wealth Management: Keeping Your Money From Falling Through The Cracks

08 Centering On Collaboration

COMPANY & EXECUTIVE PROFILES 10 Mark Flickinger

Space Coast Health Foundation

G&G Roofing

14 A Relentless Force

11 The Ullian Realty Corporation

American Heart Association

18 Turning the Key for Clients

12 UBS Financial Services Inc.

Welsh Construction

22 Greater Palm Bay Chamber of Commerce Keeping the Brand Iconic: Eric Frechette and Palm Bay Ford

24 Melbourne Regional Chamber ‘Just Taken Off’: Prime One Insurance

26 Cocoa Beach Regional Chamber Center of Influence: Walmart’s New Distribution Facility

28 Titusville Chamber of Commerce Solid Foundation, Strong Growth, Streamlined Approach Atlantic Southern Paving and Sealcoating

30 Space Coast EDC

13 Creative Network Innovations Evolved IT Solutions

DEPARTMENTS 05 Editor’s Note 33 Florida Tech Athletic Spotlight 34 Trep Talk 46 UpClose with Mike Williams

A Legacy of Transformative Projects: Fred Sutton, Sutton Properties

42 Ellena Little Educator, Leader and Youth Advocate

44 Making Life Sweet

FEBRUARY 2019

Jim Frazier of Grimaldi Candy Company

TURNING THE KEY FOR

KEN WELSH

CLIENTS Welsh Construction

BEST PRACTICES | GUEST EXPERT COLUMNS

36 Events and the New Digital Reality SpaceCoast Magazines | Jessica Kane

38 Cyber Security: A Proactive vs Reactive Approach

Centering on Collaboration Space Coast Health Foundation

Up Close with Mike Williams

SD Data Center | Rob Hills

40 10 Reasons Why Beneficiary Designations are Important Wells Fargo Advisors | Jason Prestwood

FEBRUARY 2019 4 : SPACE C OAST B U SI N E S S

ON THE COVER

Ken Welsh, Welsh Construction Photo by Jason Hook

EDITOR’S NOTE

I

f you want to take the temperature of the local economy, you should put the thermometer in the mouth of the construction industry.

According to the county tax appraiser’s office, property values rose an astonishing nine percent in 2018, with West Melbourne, Titusville and Palm Bay topping ten percent.

[Eric Wright]

Along the coast, for the first time in almost a decade, vacant parcels are being developed for condominiums. Commercial construction around the county, particularly in the automobile retail sector, reflects a pent-up reluctance to build or expand for almost as long a period.

Though all acknowledge the cyclical nature of the construction industry, things look pretty bright for the foreseeable future, while the experts cite the following trends: 1.

Growing use of modular, pre-fab and off-site construction methods are clearly on the rise.

2.

Resiliency and sustainability — the demand for structures to withstand the elements, while being more energy efficient will continue to grow.

3.

Labor strains — though all industries are dealing with the looming problems of labor shortages, the needs of the construction industry are immediate.

4.

From smart buildings to drone inspections, technology will continue to change the face of the industry.

5.

Infrastructure upgrades and modernization will be a high priority.

Eric Favorite Quotes Looking Back: From this Issue: Lori Booker

Connie Bradley

Laura Chiesman

Nicole Decker

Leslie Hielema

Kim Rezanka

Natalie Sellers

®

FEBRUARY 2014

SOARING

< Natasha Spencer of Shelter Mortgage

Meet Some of the Space Coast’s

TO NEW HEIGHTS Top Women Executives

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▸ 5 Years

▸ 3 Years F EBRUARY 2 019 : 5

Pinnacle Financial

Wealth Management:

Keeping Your Money From Falling Through The Cracks

By Jack Roth

6 : SPACE C OAST B U SI N E S S

IF THERE WAS A MISSING PIECE OF INFORMATION THAT WAS COSTING YOU MONEY NOW OR THAT WOULD CAUSE A SIGNIFICANT PROBLEM OR COST IN YOUR FUTURE, WHEN WOULD YOU WANT TO FIND OUT ABOUT IT? That is the question Ken New, president and founder of Pinnacle Financial Wealth Management, asks his clients on a regular basis.

“We believe one of the best ways to make money is to avoid losing it in the first place,” he said, “so we focus on all the missing facts to keep your money from falling through the cracks.”

With offices in Merritt Island and Viera, Pinnacle Financial Wealth Management is committed to helping pre-retirees and retirees understand financial strategy.

New, who started his career in financial management with John Hancock in 1997, went into private practice and incorporated Pinnacle Financial Network in the early 2000s. His goal: make a living.

“I was well sheltered by a huge corporation for two years, and now I was out on my own, so I wanted to establish a solid business I could rely upon to help clients and support my family,” he said. “I had a wife and daughter, and I wanted to be a part of their lives, so by starting my own business, I could better control my schedule.

New was guided by the philosophy that the more you help people, the better your business does. In a “like-trust” industry like financial management, the only way to get and keep clients is to establish strong relationships, something New has always relished. In fact, it is an honor and privilege for New to guide clients on a trek to reaching their financial goals and making sound investment decisions that contribute towards their secure future.

“We educate clients to the fact that their money has a job to do,” he explained.

“In our industry, it’s important people understand there’s a lot of noise out there, but at the core, you’re trying to earn income and have both short- and long-term growth management.”

Pinnacle Financial specializes in customizing asset management and investment strategies to help pre-retirees and retirees navigate the complicated and ever-changing world of investing.

The Pinnacle team’s primary objective is to provide holistic financial strategies and educate clients about their own personal financial challenges and potential solutions regarding complex financial issues. The firm uses modern portfolio theory as the basis for their financial strategies, building a diversified portfolio for clients based on the current financial landscape.

“We provide perspective on something other than hoping the stock market goes up,” asserted New. “Income is a strategy, and you want it to be durable and flexible.

We create strategies based on facts and the current climate, keeping in mind things are constantly changing. With larger companies, they always have a mixture of fixed instruments and equities no matter what the current climate is.

This drags portfolios down, and advisers don’t recognize this.”

More than anything else, New loves what he does. Talking to people about the truth and giving them the tools they need to create the future they want for themselves is something he relishes. None

of this, he says, has anything to do with picking the right stocks.

“People’s greatest concern is having enough money and making it last in retirement,” he explained.

“Right behind this is the belief they have to have money in the stock market. This simply isn’t true. You need to determine your income and grow it so you have enough money for the future.”

When New first got into the business and began to cut his teeth, and after a couple of stock market crashes and regulatory changes, he began to understand that people need help, but they don’t need to be sold something. And they need to be helped in a “like-trust” environment.

“That’s what this is all about; it’s important to have this,” he added. “I thoroughly enjoy my relationships with my clients and love talking about this stuff.”

As far as setting up shop on the Space Coast, New has no regrets. “There are a lot of smart people in this region, but my clients are a lot of fun,” he said. “I love the analytics and getting together with clients to discuss their needs, goals and desires.

And actually having the knowledge and services to help them is a great feeling.”

With his own retirement looming in t he f utu re, Ne w st re ss e s he will ne ver go away completely.

“I may semi-retire, travel more with my wife, and I may become more selective with my clients, but I’ll always be involved in this business.

I love it too much not to be.” ◆ F EBRUARY 2019 : 7

Centering on Collaboration Space Coast Health Foundation

“ALONE WE CAN DO SO LITTLE; TOGETHER WE CAN DO SO MUCH.” – HELEN KELLER.

Keller’s sentiments on the impact of collaboration have been shared by thought leaders and innovators throughout history. This mindset has and is continuing to shape the future of the Space Coast and now has a true home, the Space Coast Health Foundation’s Center for Collaboration.

Seventy-eight years ago, the heirs of Eugene Wuesthoff, a resident of Milwaukee, Wisconsin, who often spent his winters on the Indian River in Rockledge, donated $12,500 to launch a building drive for a hospital in the Cocoa/Rockledge area. The local chamber and other organizations joined in the effort and that collaboration led to donations from 500 others

8 : SPACE C OAST B U S I N E SS

and Wuesthoff Memorial Hospital opened in 1941.

When the hospital was sold to Steward Health Care and became Rockledge Regional Medical Center, a foundation was established with the proceeds to carry on the healthcare legacy, which began humbly with a staff of three physicians, one surgeon and two nurses. The mission of the Space Coast Health Foundation (SCHF), to enhance the health and wellness of individuals and communities in Brevard, is being realized through their grant-making support of numerous organizations across the county and their new facility that is serving as a magnet for non-profit gatherings and shared synergies.

The Birth of a Vision

“When we were in a leased space in Viera,” Johnette Gindling, the foundation’s president and CEO said, “we let other non-profits use our meeting space for meetings of various sizes.” The response was overwhelming and the integration between different organizations was clearly evident. Also, while they were setting up the foundation and doing research on community needs and the capacities of various groups within the county, they saw the benefits of having a place where various groups could meet, educate and collaborate.

As the foundation focused on their mission, their board recommended they begin to look for a permanent home.

Then one of their board members called Gindling and suggested they consider the old Space Bowl building on U.S. 1 in Rockledge. They say a picture speaks a thousand words. The transformation

of what was an eyesore into one of the area’s real amenities today, says a lot about what the foundation strives to do in changing the healthcare paradigm in Brevard. Which also may explain why the City of Rockledge made a $10,000 grant for the revitalization project.

A local architect, Jack Rood, brought in Greg Tsark to design the facility. “Greg was amazing,” Gindling said. “He listened to what we wanted and needed at every step.” Another crucial part of the team was W+J Construction, which turned the concept into a reality. “I can’t say enough about W+J,” Gindling added.

“They were so responsive to what we wanted to create and walked us through every step of the process, even after the building was finished.”

For Erik Costin, vice president and operations manager of W+J, the benefit went both ways.

“We have the opportunity to do a lot of projects in the community, but this one is different than many of the others. Not only did we start with a building that was a blemish and now it is a showplace, the Center for Collaboration is having an impact on the whole continuum of non-profits in our community.

It’s great to be a part of that.”

– Erik Costin

A Home for Many

When Wuesthoff Hospital was sold, the Children’s Advocacy Center of Brevard (CACB) came under the auspices of the SCHF. Then, when the foundation began planning for their facility, thanks to a $1.5 million grant from the State of Florida, with special thanks to Representative Steve Crisafulli, speaker of the Florida house, it also became the home of the CACB. This organization holistically handles the very critical and sensitive incidents of child abuse and neglect in our area.

Another organization that touches lives all across the county, United Way, was in need of space, not only for their administrative staff, but also to be able to receive and distribute the donations of goods to their organization. With the facility’s new loading docks, it seems a natural fit, not only for its central location, but the fact that United Way is another one of the most significant grant-making organizations in the county, to call the Center for Collaboration its home.

John Maxwell once said, “If I win and you lose, I win once. If you win and I lose, you win once. But if we win together, we will both win many times.” Fortunately for Brevard, the wins from collaboration keep adding up. ◆ F EBRUARY 2 019 : 9

| CONSTRUCTION EXECUTIVE PROFILE

MARK FLICKINGER

Chief Estimator

EDUCATION: ITT Technical Institute YEARS IN AREA: 30 YEARS AT COMPANY: 3 WEBSITE: www.cflroofing.com

M

ark Flickinger has been an active force in the roofing business in Brevard County for 30 years. He began his career in construction with jobs in masonry, finish carpentry, rough framing and as a cabinetmaker. After graduating from ITT Technical Institute in Youngstown, Ohio, he moved to Brevard County with his wife, Debbie, and their three sons in 1989. He held essential roles with a handful of successful roofing contractors and witnessed the evolution of the roofing industry transition from being exclusively hot tar applications to, now, being largely single ply roofing. He remembers the “big shift” in the way roofing was done as a result of Hurricane Andrew. By 1999, the building codes statewide had been revamped. From then on, roofing products and the way they were installed was changed for the better.

A few of his most memorable projects include the VAB at Kennedy Space Center; Lockheed Martin, Orlando; The Windham Rio Mar in Puerto Rico; and a recent landmark, the standing seam metal “cone” roof at the Titus Landing medical building in Titusville. He believes it is most rewarding to find an option for a customer, whether in material or methods, that solves that customer’s problem, fits the need for their building and results in a roof that keeps the water out, looks good, and is built to last.

“Throughout my career, I have been blessed to be associated with contractors of integrity in the area, beginning with Commercial Roofing in Melbourne in 1989,” Flickinger said. For three years now, he has been integral to the continued success of G & G Roofing with Ray and Kristy Smith. His efforts have helped expand the commercial market share of G & G Roofing.

“Ray and Kristy have created a strong, reputable business with a management style and dedication that assures success for their employees and the success of their entire company. It is a privilege to be part of their team.” ◆

10 : SPACE C OAST B U SI N E S S

COMMERCIAL REAL ESTATE PROFILE |

Investment Member (CCIM) and the Society of Industrial and Office Realtors (SIOR) for over 25 years, including serving as past president of the Florida Chapter of SIOR. Ullian specializes in office and industrial real estate brokerage and development.

Adam Rathbun, CCIM

FOUNDED: 2000

Adam Rathbun, also an active member of CCIM and Florida Commercial Brokers Network, has been one of the top commercial real estate brokers in Brevard County since 1993.

Rathbun’s experience, knowledge and expertise includes property management, office, industrial, retail, land, self-storage and investment real estate brokerage.

LOCATION: Melbourne, FL

Rob Solito

EXECUTIVES: Mike Ullian, President, CCIM, SIOR Adam Rathbun, CCIM Rob Solito Bryan Ridgley

WEBSITE: www.ullianrealty.com

T

he Ullian Realty Corporation specializes in commercial and industrial real estate brokerage, specifically in the Brevard County marketplace, and has played a vital role in hundreds of real estate transactions throughout Brevard County. The Ullian team consists of Mike Ullian, president, CCIM, SIOR; Adam Rathbun, CCIM; Rob Solito; Bryan Ridgley; and Lyn Brown, executive assistant.

Mike Ullian, President, CCIM, SIOR

After graduating from Stetson University and a short stint in professional baseball, Mike Ullian began his real estate career in 1985. Ullian is an active member of the Certified Commercial

Since 2015 Rob Solito has specialized in assisting investors and small to mid-size businesses locate office commercial and retail properties. Prior to joining Ullian Realty, Solito completed numerous real estate transactions for his own investment company, served on non-profit boards, and managed various businesses.

Bryan Ridgley

A Brevard County native, since 2003 Bryan Ridgley has specialized exclusively in commercial and industrial real estate brokerage and development. Ridgley’s areas of expertise include sales and leasing of retail, industrial, office properties and development management from start to finish.

The Ullian Realty team has the skills and knowledge to help you navigate a successful transaction. Contact them today for a free consultation. ◆ F EBRUARY 2 019 : 11

| Company Profile

UBS FINANCIAL SERVICES INC. EXECUTIVES: Timothy L. Nunno, CFP, Branch Manager FOUNDED:

1862

LOCATION:

Melbourne, FL

PHONE:

(321) 729-6770

WEBSITE:

www.financialservicesinc.ubs.com/ branch/melbournebb/

Building on its history of over 150 years, UBS Financial Services Inc. is committed to bringing its global resources to bear on client portfolios to help them pursue their wealth management goals. With a presence of over 20 years in Melbourne, UBS remains strongly positioned to help clients address the realities of the global economy and their sophisticated needs.

The company’s approach to wealth management is the “UBS Wealth Way*.” Working together to help clients pursue what 12 : SPAC E C OAST B U SI N E S S

matters most, UBS Wealth Way starts with questions and a discussion that helps focus on what’s really important to clients. Then, UBS can help organize their financial life into three key strategies: Liquidity—to help provide cash flow for short-term expenses; Longevity—for longer-term needs; and Legacy—for needs that go beyond one's own.

To complement the economic and municipal growth of Melbourne, UBS has moved its offices to the Suntree area and is now located at 6905 N. Wickham Rd. in Melbourne. The new location allows UBS to further serve existing and new clients from a central location. ◆ *UBS Wealth Way is an approach incorporating Liquidity. Longevity. Legacy. Strategies that UBS Financial Services Inc. and our Financial Advisors can use to assist clients in exploring and pursuing their wealth management needs and goals over different timeframes. This approach is not a promise or guarantee that wealth, or any financial results, can or will be achieved. All investments involve the risk of loss, including the risk of loss of the entire investment. Timeframes may vary.

Strategies are subject to individual client goals, objectives and suitability.

In providing wealth management services to clients, we offer both investment advisory and brokerage services which are separate and distinct and differ in material ways. For information, including the different laws and contracts that govern, visit ubs. com/workingwithus.

Certified Financial Planner Board of Standards Inc. owns the certification marks CFP® and CERTIFIED FINANCIAL PLANNER™ in the U.S. ©UBS 2018. All rights reserved. UBS Financial Services Inc. is a subsidiary of UBS AG. Member FINRA/SIPC

Company Profile |

Corey Johnson

CREATIVE NETWORK INNOVATIONS EVOLVED IT SOLUTIONS EXECUTIVES: Corey Johnson, Founder and CEO Louise Jordan, Chief Financial Officer John Cowan, Chief Information Officer FOUNDED:

1997

LOCATION:

Melbourne, FL Additional Data Centers in Atlanta, GA and Toronto, Canada

WEBSITE:

www.CNIweb.net

As the first purpose-built data center in Brevard, Creative Network Innovations strives to evolve the way technology affects local businesses. From VoIP phone solutions to developing disaster recovery plans and much more, CNI has allowed for businesses to focus on what they do best while their techs handle

the rest. However, itâ&#x20AC;&#x2122;s unbelievably easy to become inundated

by IT companies telling you what you want rather than what you need. For this reason, CNI takes the time to learn the ins and outs of each business and develops tailored IT solutions that align with their strategic goals. With over 20 years of industry experience, their team of executives understands the importance of capitalizing on the IT department. Where most see IT as a money pit, CNI sees an opportunity to benefit monetarily from streamlined IT operations. Located in the Melbourne-Suntree area, CNI welcomes those interested in touring the data center. They recommend bringing a sweater, though, because the data center can be pretty chilly. Visitors have the opportunity to see the servers where their data is being stored, and you can meet the team that handles it all 24/7/365. Be sure to check them out on social media where you can find the latest industry news, stay current with weekly tech tips, see upcoming events and much more. â&#x2014;&#x2020; F EBRUARY 2 019 : 13

A Relentless Force

FOR NEARLY 100 YEARS, THE AMERICAN HEART ASSOCIATION HAS BEEN FIGHTING HEART DISEASE AND STROKE, STRIVING TO SAVE AND IMPROVE LIVES. By Jack Roth Heart disease is the No. 1 killer in the world, and stroke ranks second globally. Even when those

conditions do not result in death, they cause disability and diminish quality of life. The goal of the American Heart Association (AHA) is to see a world free of cardiovascular diseases and stroke.

Locally, their efforts are having a positive impact on the community.

The AHA was founded in 1924 by six cardiologists. Today, it is the nation’s oldest and largest voluntary organization dedicated to fighting heart disease and stroke. A shared focus on cardiovascular health unites the association’s more than 33 million volunteers and supporters as well as more than 3,400 employees.

14 : SPAC E C OAST B U S I N E SS

“Heart disease affects all communities, so it’s important that we work to spread the right information to employers, employees and residents across the board,” said Buffy McKinney, regional director for Flagler, Volusia and Brevard counties. “Prevention is critical, and it all starts at the local level.”

As a fundraiser, McKinney’s job is to raise money for regional initiatives, including education and research. For example, the AHA has funded research at the Florida Institute of Technology that involved recreating blood vessels with which to perform heart surgery.

“We’re basically funding the mission, which includes supporting local research and raising awareness of not only the disease,

but the prevention programs we offer,” she added. “We raise money regionally, but we also have national support, which provides a strong formula for success.”

One example of an AHA prevention program is called Healthy for Good, a revolutionary movement to inspire people to create lasting change to their health and life, one small step at a time through eating well, moving more, getting enough sleep and managing stress. The AHA also provides resources to help employers invest in the health of their employees.

Employers across the country can sign up to use the Workplace Health Achievement Index, a comprehensive organizational self-assessment that measures both the health of their workplace and workforce.

“Advocacy is also a critical part of what we do regionally,” explained McKinney. “Programs for the betterment of heart health vary from state to state and county to county, so we perform community health need assessments to determine what we need to work on as both a state and a region.”

FIVE YEARS AGO, THE AHA HELPED PASS A LAW IN FLORIDA THAT REQUIRED ALL INFANTS BE TESTED FOR CONGENITAL HEART DEFECTS BEFORE THEY LEAVE THE HOSPITAL, ensuring they get diagnosed as soon as they are born.

Regional efforts are also working towards requiring all high school students in Florida to know CPR. It still varies across counties now, but the goal is to make it state law.

Nationally, the size and scope of AHA allows the organization to have a real impact. It is currently working to improve the cardiovascular health of all Americans by 20 percent and reduce deaths from cardiovascular diseases and stroke by 20 percent by the year 2020.

The association has invested more than $3.1 billion in research, more than any U.S. nonprofit organization.

Some of the AHA Research Program’s goals include supporting research in all areas of cardiovascular and stroke science that drive to AHA’s 2020 goals and funding research that could provide a return on investment to be funneled back to fund more future research.

Regionally, events such as the Brevard Heart Walk raises funding and spreads awareness about heart disease and stroke. This year will mark the 25th anniversary of the national Heart Walk, which will take place on Feb. 23 at the Avenue in Viera.

Buffy McKinney

“A h e a l t h y c o m m u n i t y starts with education and a w a r e n e s s ,” a s s e r t e d McKinney. “The more we know about heart disease, and the more resources we have at our disposal to create the healthiest lifestyles possible, the better off the entire region will be.” ◆

CCU Has the Keys to Finding Your Next Car CCU

ER T N E C G N I Y U B AUTO CCU’s new Auto Buying Center is your one-stop shop for everything you need the next time you shop for a new or used vehicle.

Visit ccuFlorida.org/autobuyingcenter to: Access CCU AutoSMART, our online vehicle marketplace designed exclusively for members.

CCU Check rates, calculate payments and fast applications online or the mobile app. Find out what you can afford before you shop.

CCU

Auto Buying Service

Contact the CCU Auto Pro to get help with fair pricing on the vehicle you want or find out the value of your trade-in. Don’t shop alone!

Car shopping has never been easier!

Want To Learn More?

For more information about this year’s Brevard Heart Walk, please visit

www.brevardheartwalk.org.

Membership available in Brevard, Indian River, Orange, Osceola, Polk & Volusia Counties.

A one-time $5 membership fee is required. Federally insured by NCUA.

F EBRUARY 2019 : 15

40 UNDER 40 NOMINATIONS OPEN SOON C E L E B R AT I N G S P A C E C O A S T B U S I N E S S LEADERS UNDER 40

S PAC E C OA S T B U S I N E S S . C O M

YEARS

TURNING THE KEY

FOR CLIENTS Welsh Construction

By Eric Wright

Turnkey is a popular trend in construction, also known as “design-build.”

It reflects the same consumer inclination that caused Target to offer everything from groceries, to electronics and soft goods, or Lowe’s to sell refrigerators and stoves, not just lumber and hardware. To have one place where multiple products or services are provided has obvious cost benefits, and facilitates control and accountability.

According to Ken Welsh, the president and CEO of Welsh Construction, “Every construction venture, whether it is something as seemingly simple as remodeling an existing building or a new construction project, where the costs are measured in the tens of millions, are all surprisingly complex undertakings.”

Thus, to have single source responsibility for all phases, from planning and design, through permitting approvals, to construction through CO (certificate of occupancy), can save clients a tremendous amount of time, money and duress. According to Welsh, “Designbuild is something we specialize in.”

The Associated General Contractors of America explains the term simply: “Design-build is a project delivery system that includes an agreement to perform both design and construction under one contract between the owner and a design-builder.”

Expanding the Team

Welsh’s over 35 years in the commercial construction field and as owner of Welsh Construction since 2003, reinforces the team aspect of any successful project. When he served as director of construction for the architecture and engineering firm BRPH, he was immersed in a design-build approach.

He carried that experience into Welsh Construction and assembled a team to execute the entire package, from concept to completion, which, for many types of projects, is how the industry is evolving.

In addition, clients like to do business with individuals with whom they trust and have experience, so for a contractor to expand to the “design” side of a project and not just the “build’ side is logical.

“‘Building relationships for life,’ is our slogan,” Welsh explained. “It reflects the idea that much of our business is from clients we have worked with in the past. They trusted us to select the right trade contractors for their project, therefore, they also trust our industry knowledge to bring the most capable and experienced architects and engineers into the team.”

Starting out on the civil engineering side of the business, Welsh was always intrigued by the engineering and architectural components of the construction process. “I could have focused on the engineering side of the business, but an early job opportunity set my course towards being a general contractor,” he said. ⊲

F EBRUARY 2019

Calvary Chapel Melbourne - Worship Center

Calvary Chapel Viera - Lobby

SPACE COAST B US INE S S

Extra Space Storage

Bella Vista

Going to School on Design-Build IT WAS BUILDING SCHOOLS IN WEST PALM BEACH WHERE WELSH HONED HIS DESIGNBUILD SKILLS. In fact, he was awarded

the first design-build contract on a pilot program the school system launched to utilize this methodology.

The project and the program were highly successful, which led to several school projects in that region. “We were one of two contractors that received multiple award contracts,” which meant one contract for multiple projects.

Calvary Chapel in Melbourne and Viera, along with the Brevard County School Board facility became prominent examples for Welsh in the local market.

Currently they are finalizing plans on a new school they will build this summer, as well as doing extensive “facility renewal” projects on numerous schools.

Ocean Club

BRPH, DNA, RZK, and Tsark are architectural firms, and DDC, CEG, TLC and MBV are engineering firms that Welsh has teamed with. Welsh added that sometimes a developer or a company on the design side will approach him about being the general contractor on a project they are pursuing.

Win-Win Scenarios Another reason Welsh has such a broad understanding of this turnkey approach is because he has been in the developer role on a number of large-scale projects. These include condominium developments including Bella Vista in Rockledge and Venetian Village in Melbourne, storage facilities in Cocoa Beach, and Welsh Construction’s new offices on West Eau Gallie Boulevard, half of which is shared with the Shane M. Smith law offices.

Matching his company’s experience and expertise with the expertise of other design and engineering firms creates a sweet spot that attracts and keeps clients, both private and public.

“Being a single source for clients helps us expedite the whole process. There are many facets of why this works, but perhaps the most important is on the relational side,” he said. Welsh went on to explain how at times there is almost an adversarial relationship between the professions on a project rather than a win-win approach to meeting challenges.

“THE COLLABORATION IN A DESIGN-BUILD APPROACH ENABLES US TO DELIVER TO A CLIENT THE BEST PRODUCT IN THE QUICKEST AMOUNT OF TIME,” WELSH CONCLUDED. ◆ F EBRUARY 2019

KEEPING THE BRAND ICONIC

Eric Frechette & Palm Bay Ford

FOR OVER A CENTURY, FORD IS THE NAME AND THE BRAND MOST ASSOCIATED WITH AMERICAN AUTOMOBILES. I t s f o u n d e r, H e n r y F o r d , singlehandedly turned an exotic luxury item of the affluent into an affordable necessity of the masses and, in the process, changed manufacturing and transportation forever.

SPACE COAST B US INE S S

Today, Fordâ&#x20AC;&#x2122;s F-Series line is still the number one seller in the country, the best-selling vehicle in the United States since 1986 and the best-selling pickup since 1977. This, along with the iconic Ford Mustang, which has sold over 10 million since its debut in 1964, has kept the company on the forefront of American automobile evolution.

On the Space Coast, one reason the brandâ&#x20AC;&#x2122;s popularity has never waned is dealerships like Palm Bay Ford, under the leadership of Eric Frechette, owner and operator. Located just off I-95 on Malabar Road, Palm Bay Ford has been drawing customers from around the region since opening in 1995. Frechette has led the dealership since the fall of 2011.

Making a Difference

In a market where there is so much competition for business, Frechette has differentiated his dealership by offering exceptional customer service — a quality instilled by Frechette, according to Customer Relations Manager Kate Felkey.

“He is always present and easily accessible to both staff and customers. If there is a client we can’t satisfy, Eric makes himself personally available to answer questions and provide solutions,” Felkey said. “That really makes a difference with our customers and our personnel.”

Our mission is to serve, advocate and promote as the trusted voice for our business community.

Frechette began his career in automobile sales after four years in the Navy, because, he said, “My father was a salesman and I enjoyed listening to all his interesting stories. From my first day on the job, I fell in love with the business.”

JOIN NOW

Eric Frechette

Leading a Team

Working his way into management, it was Gary Yeomans (Gary Yeomans Ford Lincoln in Daytona) who served as Frechette’s mentor and eventual business partner when Yeomans offered him the opportunity at Palm Bay Ford. From the start, Frechette’s focus was clear: “HAPPY EMPLOYEES MAKE FOR HAPPY CUSTOMERS. TO STAY COMPETITIVE IN THIS BUSINESS YOU NEED TO STAY ON TOP OF ALL THE MOVING PARTS IN ALL DEPARTMENTS,” Frechette said. Remarkably, 90 percent of his current management staff has been with him from the beginning. “I feel employee retention is a key to success,” he explained, adding that he invests time, energy and money in all new employees to ensure their success and, therefore, the success of the dealership.

Currently Palm Bay Ford has more employees than any time in their history, and Frechette is making plans for design changes at the facility in the near future. ◆

MEMBERSHIP HAS ITS BENEFITS • Business promotion and referrals • Legislative advocacy • Alignment with a trusted brand and valuable community resource • Personal and professional development • Networking opportunities at over 90 events • Job listings to fill employment needs • Listing in Chamber online membership directory • Promotion on our social media sites

and much more!

A PERFECT PLACE TO GROW YOUR BUSINESS 4100 Dixie Highway NE, Palm Bay, 32905 info@greaterpalmbaychamber.com 321-951-9998 www.GreaterPalmBayChamber.com

F EBRUARY 2019

‘JUST TAKEN OFF’

The growth of Prime One Insurance can be summarized in this sequence of words: EDUCATE THEN PROTECT. Paul Weber will immediately point out that Prime One Insurance in Indialantic is an independent agency for property and casualty coverage, encompassing both residential and commercial needs throughout the region and Florida.

Weber, though, prefers to use the term “advisor.”

“Our focus is on educating the public,” he says without hesitation.

“Does anybody want to deal with insurance? No, until you need it.

We’re always trying to educate and advise our customers.”

One example: cyber liability.

SPACE COAST B US INE S S

“Ask me a year ago and it wasn’t as prevalent,” Weber says, noting that potential liability extends to both people in their homes as well as company owners.

He cites a client’s recent data-breach situation where sensitive information was stolen through computer hacking.

The business nearly was ruined, with insurance ultimately coming to the rescue with computer forensics and program cleanup and assorted other related assistance.

“This is your business, and this is your livelihood. What would happen if ‘XYZ’ came out?” Weber asks, rhetorically.

“If you’re price-driven,” Weber adds, “you’re a commodity.”

Weber should know. The agency manager of commercial accounts, who also serves as chief operating officer, Weber began his insurance career more than 30 years ago in Brevard County. Through the years, he has become known for expert product knowledge along with a personal touch — that advisor role.

Further, Weber is a native of Melbourne, making the agency’s involvement in the community, such as with the Melbourne Chamber of Commerce, a natural.

“Our involvement in the chamber is about getting more entrenched in the community and giving back. The thought of helping to boost the economy is great for everybody,” he explains.

And it’s an economy that is literally taking flight, Weber says. He points to the rebirth taking place at Kennedy Space Center. His words: “I think we’re into another golden era of that technology. …this is a great center of influence and a great place to be.”

Not coincidentally, now in its third full year, Prime One Insurance has “just taken off,” Weber says.

To maximize the agency’s own potential, there is help, most notably in the form of more than 100 years of collective leadership experience. Agency President Michael Sapourn, Esq., has spent his entire career in and around the insurance business. In addition to being an attorney, Sapourn holds designations as a certified insurance counselor and certified risk manager — nationally recognized expertise taught by the National Alliance for Insurance Education & Research. Sapourn teaches CIC courses through the United States, too, and is hired by other attorneys as an insurance expert.

Another principal is Mike Hoagland, senior vice president, who has been in the property and casualty insurance industry for the past 45 years.

According to Weber, the experience and the approach add up to an agency that is right at home servicing a community it has shared for decades.

“I couldn’t be prouder,” Weber says. “I’ve seen the ups and downs of our economic turns, especially with the space center. …Being part of what this community has accomplished has just been unreal.” ◆

2019 BOARD INSTALLATION & IMPACT AWARDS CONGRATULATIONS Award Recipients Bill Ellis Legacy Award - Jack Ryals Business of the Year Award - Shelter Mortgage Company Corporate Impact Award - Northrop Grumman Community Excellence Award - Classic Wood Flooring ENGAGE Young Professional of the Year Award - Kit Fisher Ambassador of the Year Award - Lee Guthrie

www.MelbourneRegionalChamber.com F EBRUARY 2019

CENTER OF INFLUENCE

Walmart’s new distribution facility in Cocoa is expected to spread many economic benefits.

WHEN THE STATE’S TOP PROMOTER OF BUSINESS GROWTH JOINS REGIONAL LEADERS OF ECONOMIC D E V E L O P M E N T, I T ’ S TYPICALLY A VERY BIG DEAL WITH MAJOR IMPACTS. In August, that’s exactly what happened when then-Florida Gov. Rick Scott stood alongside Phil Hayes, chair of the Economic Development Commission of Florida’s Space Coast, and others to officially announce the opening of Walmart’s $145 million grocery distribution center in Cocoa.

A project that was first announced in July 2017, and required numerous strategic moves in a competition among several communities, had come to fruition.

With the opening, Walmart added its 46th such center in an ever-expanding national distribution network, and its fourth in Florida.

The center supports Walmart supercenters and neighborhood markets, with workers preparing thousands of refrigerated food containers and other items daily and trucking them to the retailer's stores across Florida.

Meanwhile, Cocoa gained much more than a sprawling warehouse. Instead, according to Hayes, the result is a “significant economic contribution locally, while further diversifying our industry base.”

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COCOA BEACH REGIONAL Chamber of Commerce

Think of the CBRCC when you’re ready to market your business to the local community!

Partnership of more than 1,500 local businesses Expanded offices in Viera, Cocoa Beach and kiosk desk in Port Canaveral’s Exploration tower Consists of 80% small business Assists in bridging the gap between big business and small business

By the numbers: • The facility totals 550,000 square feet — enough to fit eight NFL football fields.

• Nearly one million cases of perishable items can be processed weekly.

• Refrigeration capacity is equivalent to approximately 10,500 household refrigerators

Fosters a pro-business environment while providing valuable tools and resources to ensure business success

Stop into any of our locations for area information, coupons and more!

• 3.5 million individual bananas can be held at one time within the 16 banana rooms.

Yet, the most impactful tally is likely this: wages for full-time hourly workers start at $16.05 per hour and will reach $19.55 per hour over a two-and-a-half-year progression, according to Walmart.

Currently, there are approximately 400 employees, or “associates,” as Walmart calls them. Among the jobs are equipment operators, freight handlers, managers, quality control and maintenance workers. Hiring fairs were first held last spring.

In addition, the center’s location on State Road 524 near Interstate 95 puts a stamp on an area that is poised for more strong growth. Cocoa City Manager John Titkanich has called S.R. 524 “one of the primary growth corridors for the city.”

Further, Walmart owns another 125 acres east of the center, which could be used for expansion or be turned into land for light industrial/warehouse, commercial and office development.

So, in the end Walmart has a shiny new center — actually a building colored bleach white. And Cocoa has something to build around for future economic development.

A VERY BIG DEAL, INDEED. ◆

Cocoa Beach Regional Chamber of Commerce (Main Office) (321) 459-2200

The Avenue Viera (321) 454-2021 Convention & Visitors Bureau Tourism Information Office (321) 784-6444 Tourist Information Kiosk, Exploration Tower 670 Dave Nisbet Dr. Port Canveral

CocoaBeachChamber.com F EBRUARY 2019

SOLID FOUNDATION

STRONG GROWTH STREAMLINED

APPROACH Atlantic Southern Paving and Sealcoating is Invested in Central Florida

By Carrie Stevenson

T W E N T Y- F I V E

years ago, Atlantic Southern Paving and Sealcoating Founder Mickey Curry decided to take the business heâ&#x20AC;&#x2122;d built from the back of a pickup truck and make it a bit more official.

The south Florida company was founded in 1992 and has experienced strong growth year over year, particularly with its expansion into locations in the western and central regions of the state.

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For Business Development Manager Gordon Young, the last seven years have been exciting.

“When I started in 2012, we had around 50 employees, and today we are over 125,” he says.

“The Curry family has built it up as a family business centered on excellent service, increasing efficiencies for competitive pricing, and treating our customers and employees the right way.

With those principles, we’ve more than doubled our labor force and expanded through the state in the last seven years.”

That expansion was largely driven by loyal customers in the south Florida region, Young says. “The biggest driver of our growth is the strength of those relationships with property managers for apartment complexes or homeowners’ associations,” he explains.

“Most of our clients manage a lot of properties, and we are working on large parking lots or entire communities wanting their roads redone. Many of these companies and organizations in south Florida have locations in Orlando, Naples, and central Florida as well, so it was a natural progression to see if those areas could use our services too.”

And while the Atlantic Southern Paving and Sealcoating name is new in Brevard County, this isn’t the company’s first experience on the Space Coast. “About ten years ago, we purchased Palm Shores Paving, which had been in business in the area for 20 years,” Young explains.

“Rather than rebrand, we just kept the

name and operated that location until closing in 2015. Our new location, opened in June 2018, benefits from the focus on analytics that makes Atlantic Southern Paving and Sealcoating efficient and competitive. But we do have a history and an established client base in Brevard.”

Putting down roots in Titusville and getting Atlantic Southern Paving and Sealcoating involved in the Titusville Chamber of Commerce has been a natural fit for Young as well, whose wife has lived in Titusville for 15 years. “The Chamber of Commerce has been great at keeping me informed about sponsorship opportunities and other ways to get involved in the community,” he explains.

“We want Atlantic Southern Paving and Sealcoating to be active supporters of events like Taste of Titusville, because it’s vital to invest in the communities we serve.” ◆

# L A U N C H F R O M H E R E

Joe Zack (CC BY 2.0)

AREA CHAMBER OF COMMERCE

Rich in history, nature, recreation and technology, Titusville is the place to begin your visit, your business, your career, your family, your life.

Today Titusville and the surrounding area includes many of our highest-visibility corporate neighbors, and we're on the move.

The economy is ramping up (along with our rocket launches), and three major cycle trails converge right here. Join us for RIDE IT DOWN February 23.

.ORG

And if you need a place to begin to make connections that can make a difference, start here.

Marcia Gaedcke Gaedcke@Titusville.org

CIT Y OF

F L O R I DA

Edyie McCall Edyie.McCall@Titusville.com

Troy Post, CEcD, CBE Troy.Post@BrevardFL.gov

LAUNCH FROM HERE is a community-forward initiative to help tell the story of Titusville and provide a vital and united way to bring greater attention to its unique accomplishments, places, people and opportunities.

F EBRUARY 2019

A Legacy of

Preparing for Opportunity

“I was a native Floridian, and with advances I observed in mosquito control and the use of air conditioning, I knew the state was poised to grow and development captured my interests,” Sutton said.

Fred Sutton

Sutton Properties

There are many who ride the crest of an area’s growth and development. Then there are those rare individuals who actually help create the waves.

These outliers usually follow a specific pattern. They prepare for opportunities, engage in rigorous due diligence and then take the risks inherent in moving something from potential to reality.

This is a description of Fred Sutton, who, for almost 50 years, has helped shape south Brevard into a diverse and leading-edge economy. His properties like Leonardo/DRS, a 270,000-squarefoot manufacturing /office/warehouse complex, and the 55,000-square-foot ALSTOM (formerly Thales/LiveTV) office building, both in Melbourne, and

SPACE COAST B US INE S S

the 220,000-square-foot Renaissance Place project in Palm Bay are examples of the mark he has made on the area. Not to mention, he is also one of the county’s most generous philanthropists.

Like many entrepreneurs, the inclination to see and seize opportunities came early in life. Sutton turned a passion for numismatics (coin collecting) into a highly profitable venture, which financed his college education. “I had my father take me to the bank where I would buy bags of pennies. Then I would sift through them, identifying collectables, which I, in turn, sold. A roll of 50 pennies went for up to $500,” he recalled. It sounded a little like an innovative take on panning for gold.

His education included an undergraduate degree from David Lipscomb University in Tennessee and an MBA in finance from the University of Georgia, where he also taught. But it was his time at the largest architectural, engineering and planning firm in the southeast, Reynolds, Smith & Hills, that solidified his developmental skills and direction.

“I had the opportunity to work with some of the most brilliant people in the industry, including Roy Disney,” he said.

Sutton worked on the original attendance projections for Walt Disney World. After studying Disneyland in Anaheim, they did visitor estimates for the Florida park to determine the type and number of hotel rooms needed on site. “It was a very successful relationship that led to a number of projects with Disney,” he said.

With the same analytical skills he used on projects for Disney and the ITT/Levitt community of Palm Coast, he began evaluating the potential of south Brevard.

In 1972, he launched Sutton Properties.

At the time, land was inexpensive and Harris Corporation was growing; six years later they would move their headquarters to Melbourne.

MAKING A DIFFERENCE F O R B R E VA R D.

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“I will say now, what I learned then: you don’t have to have money; there are people who have the money who are looking for those with the experience and expertise to invest it.” – Fred Sutton

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Risk and Reward

Starting with money he borrowed from friends and family, Sutton began what today has grown into more than 1 million square feet of commercial real estate holdings. “When we started, we had no money, but I will say now, what I learned then: you don’t have to have money; there are people who have the money who are looking for those with the experience and expertise to invest it,” he shared.

With an aversion to management by committee, Sutton is that rare combination of bold risk taker and detailed risk analyzer. “Today we only do longer term leases, 10 years or more, with companies that are credit tenants,” he said. However, when he first worked with DRS, they were relatively small. Now they have been acquired by Leonardo, the Italian aerospace firm that is as large as L3 Harris Technologies.

Having weathered the savings and loan crisis, the Great Recession and more than one venture that didn’t go as planned, Sutton has some sage advice for a new generation of aspiring developers. “First, I would recommend studying at a university that has a good real estate department, like UF or FSU, with an emphasis on finance. Second, get experience with a large development company and, finally,

don’t let money be a limiting factor — you need knowledge.” ◆

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T H E E D C O F F LO R I D A’ S S PA C E C O A S T A N D I T S 1 6 2 CO R P O R AT E I N V E S TO R S

enhance the quality of life in Brevard County, securing economic prosperity for today, and for future generations.

SpaceCoastEDC.org • 321. 638. 2000 6525 3rd Street, Suite 304, Rockledge, FL * Since 2010. Projections reported by company over three-year timeframe from commencement of operations.

F EBRUARY 2019

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ATHLETIC SPOTLIGHT

P

Pedro Rivera Negrón

Sport: Baseball Hometown: Altamonte Springs, FL Major: MBA

edro Rivera Negrón is a redshirt senior infielder playing baseball at Florida Institute of Technology.

Originally from Caguas, Puerto Rico, he moved to Florida at the age of 16 to attend Wekiva High School in Apopka with a dream to play collegiate baseball.

His prowess as a player in high school earned him an All-Metro Conference Honorable Mention in his senior year, and he was accepted to attend Seminole State College of Florida on a baseball scholarship. During his freshman year he earned a 1st Team All-Conference recognition and the Mack Blythe Award (Freshman of the Year). After graduating from Seminole State, he enrolled at Florida Tech because of the academics and the

baseball program, and says he has improved both in the classroom and the baseball field. He earned a bachelor’s degree in psychology in 2018. Negrón says he made the right choice attending Florida Tech.

“I have met a lot of great people, spent quality time with my teammates, and started a master’s program.” He attributes his achievements to the support system he has had throughout his college years. “My family has always been there for me and helped me be who I am today. They have gone through great struggles to provide my siblings and I everything we’ve ever needed.

I am thankful for having them because I wouldn’t have been able to accomplish my dreams of playing college baseball.” ◆ F EBRUARY 2019 : 33

EXALTING FREEDOM

THROUGH ETHICAL CAPITALISM

THE CASE FOR CURIOSITY

By Jeff Piersall & Eric Wright

Maybe Not for Cats, But Definitely for People

Jeff Piersall

Eric Wright

S

omeone once called curiosity, “The spark behind the spark of every great idea.” Though it is said to have killed the cat, curiosity’s effects on humans and human achievement are altogether different.

It inspires, informs and is ultimately the one thing that brings transformation — if we embrace it. Unfortunately, often the amazing is camouflaged by the familiar and the ordinary.

Milton Wright, the young nephew of the famous brothers, Wilber and Orville, once said, “History was being made in their home and in their bicycle shop, but it was so obscured by the common place, that we didn’t see it until years later.”

Apparently, Milton was not alone. Though we all remember the famous flight on the deserted beaches of Kitty Hawk, North Carolina, it was upon the Wrights’ return to their native Dayton, Ohio that they perfected their flying machine. Unbelievably,

few made the journey out to Huffman Prairie, where they made countless flights and refined both their craft and the skills necessary to fly it.

In fact, detractors in the U.S. and abroad were skeptical about the Wrights’ claims because no members of the press had reported on their aeronautical breakthroughs. The reason was simple: they had not bothered to take the short ride, by trolley, to actually see if it was true. James M. Cox, publisher at that time of the Dayton Daily News, later governor of the state and Democratic presidential nominee, explained years later, "Frankly, none of us believed it."

What If?

We are firm believers in the power of “What if?” or “Why not?” That is what the legend of the Holy Grail is really about — searching and finding something wonderful that for others is just the stuff of fertile imaginations.

Francesca Gino, in an article in the Harvard Business Review, reported polling 3,000 employees from a wide range of firms and industries. Only about 24 percent reported feeling curious in their jobs on a regular basis, and about 70 percent said they face barriers to asking more questions at work.

Gino cites Henry Ford as a primary example of the perils of putting efficiency over innovation and exploration. Ford’s vision of mass production was to reduce the cost of an automobile to make it affordable for the average American. By 1908 he had realized his vision, and by 1921 had a 56 percent market share. But when market demand pointed to variety, the more innovative General Motors overtook them in the 1930s.

Keys to Curiosity

1. Show up - Often, just showing up is the first step in opening doors of surprising possibilities. The reason is you acted on your curiosity, rather than dismissing it or defaulting to the equally fatal response of postponing it until you have more time. Guess what — you never will.

2. See limits as opportunities - Ed Catmull, one of the founders of Pixar, said, “Imposing limits can encourage a creative response. Excellent work can emerge from uncomfortable or seemingly untenable circumstances.”

Every creative endeavor must work with certain limits, whether that is creating digital animation or designing a pass play in the NFL. Like the wind resistance that enables flight, you learn to work with it, instead of against it.

3. Reward learning and experimentation, not just results - Everyone lauded the Wright brothers’ success creating the first airplane, but that outcome came after years of research, bitter trial and error and hundreds, if not thousands of iterations. The truly great teams celebrate great practices, not just successful games.

Years after their initial flights, word began to spread about the Wrights’ success and a growing throng of journalists finally made their way to the isolated beaches of Kitty Hawk, where the brothers were doing final tests before their public trials.

One would write, “This barren part of the world had in fact become the center of the world. Because it became the tangible embodiment of an idea, which is to make the world different than it was before. It was curiosity that drove us there.” ◆

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| BEST PRACTICES

EVENT MARKETING EVENTS AND THE NEW DIGITAL REALITY HOW TO DRAW A LIMITLESS AUDIENCE JessicaKANE Jessica Kane is a four-time founder that believes good is the enemy of great. She is Chief Operating Officer for SpaceCoast LIVING and SpaceCoast Business Magazine and CEO of Sanz.

Every marketing committee has the moment when they review the post-event ROI and it isn’t a return at all, but a loss. Events are a huge investment, and whether you wander into them with experience or none, your goal needs to be return on investment. What’s the trick you ask?

After producing everything from networking gatherings to the top-ranked city fashion week, Portland Fashion Week, I can tell you — it’s integrating digital.

“A digital experience isn’t just an option anymore, it’s mandatory.

Your attendees aren’t ONLY physical, they are digital, too.”

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While all your effort and money go into producing the event, at the end of the day it’s not just the physical attendees you need to think about. The digital aftermath of your event is the tsunami wave that makes the difference in getting a return on that investment.

With every decision you need to keep two things in mind: the user experience of someone at the event in person and the digital experience of someone experiencing it through images, video and written word.

My event digital checklist: 1. The most important part of an event is how you sell tickets and accept reservations. While third-party email marketing software is offering great solutions, it misses the most important piece — discovery. You need people to be able to stumble upon your event and that means you need both an Eventbrite listing and a Facebook event page. Both offer the ability for discovery of your event, as well as the practical needs of ticket registration and sharing.

2. Create a hashtag so people at your event can give you great UGC (user-generated content), and don’t forget to tell them what the hashtag is! Use table cards or signs to ensure your guests know the hashtag.

3. Always take great pictures and share them through social media and even an email follow-up. This helps take people on the fence about attending and convert them into attendees for next time. This also offers network benefits from people sharing they were there (everyone loves a great photo of themselves, so invest in a good photographer as it’s worth every penny).

4. Don’t forget video. It’s true that if a picture is worth a thousand words, then video is worth a million (and a live stream is worth a billion!). While video can be intimidating, the easiest entry point is an Instagram or Facebook story-style video that can be taken from your cell phone. Save the dollars for professional photos and save by sharing iPhone-style videos. ◆ F EBRUARY 2019 : 37

| BEST PRACTICES

ACCOUNT PROTECTION CYBER SECURITY

A PROACTIVE VS REACTIVE APPROACH FrankHUSTON Frank Huston has over 30 years of Information Technology experience including, data center operations, managed service delivery, networking, and consulting. As Director, he currently manages operations for the Satcom Direct data center (SD Data Center) supporting both business aviation and non-business aviation customers.

Did you know small businesses are targeted in 43 percent of cyberattacks and 58 percent of malware attacks? Too many small business owners fail to take proactive steps to protect against cyber dangers because they mistakenly believe their data is not valuable enough for cybercriminals to steal. They’re wrong. Small businesses are targeted for two reasons. First, they have more vulnerabilities that hackers can exploit. Second, small businesses often serve more attractive targets, such as large corporations. It’s up to you to identify best practices to protect your company.

Cybercriminals look for the weakest link on the value chain. Do you remember the Target breach

You can’t stop your business from being targeted, but you can reduce the likelihood of a successful attack.

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in 2013? The company was hacked through its third-party HVAC vendor, and this year, Best Buy, Sears, Delta and several Fortune 500 firms were hacked through small, third party vendors.

You don’t want your business to be the reason for a customer’s public relations nightmare.

You can’t stop your business from being targeted, but you can reduce the likelihood of a successful attack. The trick is to be proactive.

Remember that cybercriminals tend to go for the easiest targets. By implementing a few straightforward guidelines into your own cybersecurity processes, you will become a less attractive target.

Password Irregularity

The most important policy to implement in your small business is for you and your personnel to change passwords regularly. Changing monthly would be best, but they should be changed at least every ninety days. Also, do not use the same password for multiple accounts.

I know many of us dislike having to memorize a dozen passwords but resist the temptation to use the same password.

Doing so makes your other accounts vulnerable. If you’re concerned about managing multiple accounts, there are great tools available to do this for you.

Email is another popular channel cybercriminals exploit to gain access to a network. Cybercriminals can make an email look like it’s coming from a different source, so you need to be vigilant. When you receive an email, look for information

on the sending file. You can find out if it is authentic by hovering the mouse over the email link. Does it go to the site you would expect? Also, consider the entirety of the email. Were you expecting the email? If you weren’t, take a moment to reach out to the sender. Another way to identify a malicious email is to look for typos or awkward phrasing. When in doubt of an email’s authenticity, delete.

know there are reportedly 160,000 accounts hacked each day on Facebook alone? Think of how much information a person could learn about your business from your social accounts.

From the names of your dog to the places you vacation, this information could be used to attack your business connections, defraud its identity, or find network weaknesses.

Policy As Prevention

Several companies such as Hootsuite have guidelines that you can use to create a social media policy for your company that will cover how and what employees share on your company’s social pages. Social media is a great marketing tool if done safely.

Cybercriminals also use social media as a criminal tool, so having a policy is imperative to protecting your small business from cyberattacks.

Social media creates a digital dossier, which can be used to identify your weaknesses. From socially engineered attacks to malicious backdoor links, cybercriminals have learned to optimize your social feed for their gain. Did you

There is no guarantee when it comes to preventing an attack, but being proactive will limit the likelihood of a successful breach. ◆ F EBRUARY 2019 : 39

| BEST PRACTICES

ESTATE PLANNING 10 REASONS WHY BENEFICIARY DESIGNATIONS ARE IMPORTANT JasonPRESTWOOD Jason Prestwood is dedicated to helping our clients develop financial and investment strategies that line up with their needs, goals and risk tolerance. His mission is to provide every client with targeted, comprehensive financial advice and portfolio analysis, delivered with the highest level of personal service and professional integrity.

Beneficiary designations can provide a relatively easy way to transfer an account or insurance policy upon your death. However, if you’re not careful, missing or outdated beneficiary designations can easily cause your estate plan to go awry. Here’s why: beneficiary designations take priority over what’s in other estate planning documents, such as a will or trust.

Where you can find them

For example, you may indicate in your will you want everything to go to your spouse after your death. However, if the beneficiary designation on your life insurance policy still names your ex-spouse, he or she may end up getting the proceeds.

• Transfer-on-death (TOD) investment accounts

If you’re not careful, missing or outdated beneficiary designations can easily cause your estate plan to go awry.

40 : SPAC E C OAST B U S I N E SS

Here’s a sampling of where you’ll find beneficiary designations: • Employer-sponsored retirement plans [401(k), 403(b), etc.]

• IRAs • Life insurance policies • Annuities

• Pay-on-death (POD) bank accounts • Stock options and restricted stock • Executive deferred compensation plans

ESTATE PLANNING 10 tips about beneficiary designations

Because beneficiary designations are so important, keep these things in mind in your estate planning: 1. Remember to name beneficiaries. If you don’t name a beneficiary, one of the following could occur: • The account or policy may have to go through probate court. This process often results in unnecessary delays, additional costs, and unfavorable income tax treatment.

• The agreement that controls the account or policy may provide for “default” beneficiaries. This could be helpful, but it’s possible the default beneficiaries may not be whom you intended.

2. Name both primary and contingent beneficiaries.

It’s a good practice to name a “back up” or contingent beneficiary in case the primary beneficiary dies before you. Depending on your situation, you may have only a primary beneficiary. In that case, consider whether a charity (or charities) may make sense to name as the contingent beneficiary.

3. Update for life events. Review your beneficiary designations regularly and update them as needed based on major life events, such as births, deaths, marriages and divorces.

4. Read the instructions. Beneficiary designation forms are not all alike. Don’t just fill in names – be sure to read the form carefully.

5. Coordinate with your will and trust. Whenever you change your will or trust, be sure to talk with your attorney about your beneficiary designations. Because these designations operate independently of your other estate planning documents, it’s important to understand how the different parts of your plan work as a whole.

6. Think twice before naming individual beneficiaries for particular assets. For example, you establish three accounts of equal value and name a different child as beneficiary of each. Over the years, the accounts may grow unevenly, so the children end up getting different amounts – which is not what you originally intended.

7. Avoid naming your estate as beneficiary. If you designate a beneficiary on your 401(k), for example, it won’t have to go through probate court to be distributed

to the beneficiary. If you name your estate as beneficiary, the account will have to go through probate. For IRAs and qualified retirement plans, there may also be unfavorable income tax consequences.

8. Use caution when naming a trust as beneficiary.

Consult your attorney or CPA before naming a trust as beneficiary for IRAs, qualified retirement plans, or annuities. There are situations where it makes sense to name a trust – for example if: • Your beneficiaries are minor children • You’re in a second marriage • You want to control access to funds Even in cases like these, understand the tax consequences before you name a trust as beneficiary.

9. Be aware of tax consequences. Many assets that transfer by beneficiary designation come with special tax consequences. It’s helpful to work with an experienced tax advisor, who can help provide planning ideas for your particular situation.

10. Use disclaimers when necessary — but be careful.

Sometimes a beneficiary may actually want to decline (disclaim) assets on which they’re designated as beneficiary. Keep in mind disclaimers involve complex legal and tax issues and require careful consultation with your attorney and CPA.

Next steps

• When creating, updating, or simply reviewing your estate plan, pay attention to your beneficiary designations.

• Remember, beneficiary designations take precedence over what you may have specified in a will or trust.

• Put a reminder on your calendar to check your beneficiary designations annually so you can keep them up-to-date. ◆ Trust services available through banking and trust affiliates in addition to non-affiliated companies of Wells Fargo Advisors.

Investments in securities and insurance products are: NOT FDIC-INSURED/NOT BANKGUARANTEED/MAY LOSE VALUE

Wells Fargo Advisors and its affiliate do not provide tax or legal advice. Please consult with your tax and/or legal advisors before taking any action that may have tax and/or legal consequences.

Wells Fargo Advisors is a trade name used by Wells Fargo Clearing Services, LLC, Member SIPC, a registered broker-dealer and non-bank affiliate of Wells Fargo & Company.

This advertisement was written by Wells Fargo Advisors and provided to you by Jason Prestwood, Financial Advisor.

© 2017 Wells Fargo Clearing Services, LLC. All rights reserved.

F EBRUARY 2 019 : 41

42 : SPACE C OAST B U SI N E S S

EDUCATOR, LEADER AND YOUTH ADVOCATE

By Adam Martingano of Go To Market Solutions

How do we inspire, challenge and support our youth to dream, hope and believe they can reach beyond their full potential? This is a question that has been asked for generations, and fortunately for the Space Coast, we have the answer, and it is being spearheaded by one of the most dedicated leaders in the region — Ellena Little.

W

ith a legacy spanning nearly three decades, Little has been the guiding light for Club Esteem, a 501(c)3 nonprofit that provides after-school and summer enrichment programs focused on developing the academic and personal excellence of students ages 5 to 18 living in economically disadvantaged communities.

“We have to break the cycle of poverty and prove to these children they can accomplish great things,” said Little.

Through determination, tenacity, fortitude, hard work and a structured program that rivals most private schools, Little and her staff of dedicated professionals, community leaders, volunteers and partner organizations are beating the odds and doing the impossible.

“No matter what the circumstances, every child deserves a chance, but there are no free rides here,” she added.

At Club Esteem, each child, parent, staff member and support volunteer sign a “Commitment to Excellence Agreement,” a contract that clearly states the expectations of all parties involved and what is expected of them. Club Esteem started as a one-day-a-week program where kids were served a hot meal. It has grown into a powerful incubator with the sole purpose of preparing students

for a productive future, one they can be proud of and inspire others to achieve.

But the club does not just accept anyone.

“Students must believe they can achieve, and their parents have to be involved for our program to work,” asserted Little.

“SUPPORT DOESN’T START OR STOP HERE, IT FOLLOWS STUDENTS THROUGHOUT THEIR JOURNEYS, AND IT’S THIS DEDICATION THAT SEPARATES CLUB ESTEEM FROM THE PACK.” Club Esteem has produced more than 80 first-generation college graduates, some achieving their masters and doctorate degrees, and many successfully working in their desired fields of study within four years. Its unique curriculum goes beyond books and tests. With a foundation in

STEM, students are guided through a multi-faceted program of study, character development, smart choices, team building, athletics, college prep and career exploration. They are also introduced to industry experts in order to see what true success looks like and form a plan to get there.

“Get a plan, develop the plan and work the plan.” This was Club Esteem’s founder Gladys Williams’ defining principle, and with the help of Little and her dedicated staff, it continues to be a beacon of hope, inspiration and support for so many. With the help of welcome donations, Club Esteem will continue to turn poverty into progress, one student at a time.

To help support the program or volunteer your time, visit www.clubesteem.com.

F EBRUARY 2019 : 43

Sweet Making Life

S

ome may consider themselves “foodies,” but few individuals know the food industry like Jim Frazier of Gramaldi Candy Company.

As he puts it, “I have spent my entire life in the business.” But the particular food in which his expertise lies — chocolate — has a special place in most everyone’s heart and taste buds. Even Psychology Today has done stories on “Why Do We Crave Chocolate?”

Jim Frazier

of Grimaldi Candy Company

A native of Cincinnati, Ohio, Frazier landed a job in Ralston Purina’s quality control department right after graduating from the University of Cincinnati. Then, five years into his career, he was feeling the entrepreneurial nudge and got involved in several challenging opportunities. But it was an invitation to move to Michigan to help scale a small chocolate factory that introduced him to the $131 billion global chocolate industry.

By Sebastian Northside

During his 14 years there he increased the business from $9 million to $52 million.

However, his wife, a Californian, just wasn’t adapting well to the Michigan weather, so they made their way to Florida.

Frazier was intrigued by Grimaldi’s operation on U.S. 1 in Rockledge, which set him on a course to acquire the 46-year old company and to become the Space Coast’s most noted chocolatier.

Creating an

Experience “Our basic product is very simplistic: potato chips and chocolate,” Frazier explained.

“But from there it is so much more, the texture, the mouth feel and the high-quality chocolate being used. What we have created is an experience. You aren’t just eating candy, you are eating Grimaldi’s Chocolate Covered Potato Chips.”

The brand is one of those uniquely Brevard products, a designation which helped Frazier land one of the company’s biggest accounts.

Through innovation and creative development, Grimaldi continues to grow into one of the top tier gourmet chocolate manufactures in the US.

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Local Investment Moving to greater innovations and flavor sensations, Frazier is launching a line based on sliced mangoes with various flavor options, which will hit the shelves in 2019. This line is projected to almost double their staff and will likely result in a search for additional manufacturing space.

Not just growing his business but growing the community has always been a priority to Frazier and his wife Trisha, who are well known for their philanthropy. Their four sons are all veterans, which has produced a deep concern and involvement in active duty and veteran issues in the area.

To help other business leaders, Frazier helped form the Rockledge Business Alliance. The group meets on a regular basis to hear presentations and share knowledge on how to strengthen and scale a business. “Business owners are hungry for

learning environments where they can share best practices and come away with insights they can actually use,” Frazier said.

Frazier’s impact is quite remarkable and continuing to expand, he practices what Charles Schulz, the creator of Peanuts once said. “All you need is love.

But a little chocolate now and then doesn't hurt.” ◆

space oast

Premier Photographer Call for a consultation or to book an appointment today!

TEL: 321.622.5986 F EBRUARY 2019 : 45

up

CLOSE

with Mike Williams,

MH Williams Construction Group [ By Eric Wright ]

For more than 30 years, MH Williams has been one of the premier commercial builders in Brevard County.

There is hardly a main thoroughfare you can drive down that doesn’t have examples of their work, from the new Mike Erdman’s Toyota and Nissan dealership that recently opened at the intersection of I-95 and SR520, to the Harris Technology Center in Palm Bay or Satcom Direct’s world headquarters in Viera.

EW: What was the attraction to the industry that drew you in and kept you in. Was there a family connection?

MW: No. Actually, my Dad was a physician. But I always wanted to get into construction. So I went to UF and my father insisted I major in engineering. I think it was insurance; he assumed if there was a major recession, I could always get a government job as a civil engineer.

I graduated and got my PE license and for five years I was involved in building water treatment plants. Then I switched to a commercial construction company, building commercial offices and condos in south Florida. Eventually, I was given the opportunity to open a branch office in Brevard in 1983.

Though my wife was very reluctant about the move, she grew to really like it here. We built a few condominiums, office projects and the Oaks Shopping Center, then the company wanted me to move back south. So, I talked with my wife and we agreed to launch my own company in May of 1987.

EW: Did you ever think about moving away from the commercial side of the business?

MW: We dabbled in high-end homes, mainly because clients we were doing commercial projects for wanted us to build their houses. It wasn’t the right fit for us.

To the homeowner, it isn’t a business proposition, it is very personal. It’s a huge investment, but they aren’t making money on it, like in a commercial project, and

the decision making process is often very slow, so we kept our focus on the commercial side.

EW: How did you scale the company?

MW: When we started, even though I had all this experience, people wanted to know what our company had done, which was almost nothing. So, we had to learn to crawl, then walk and then run. Coy A. Clark gave us a great break and let us do some major projects for him and our reputation began to grow. We built the Reflections office building on U.S. 1.

We wanted to be the best, not the biggest, and were selective about the projects and the clients we went after to insure we were a good match. We could have grown bigger, but having the talent to grow is the crucial factor and that isn’t easy to come by.

EW: Describe the type of projects and clients you like.

MW: Our favorite client is the one who pays. You get a feel, when you are pricing the job or bidding the job, what the client is like and how the relationship will develop.

From time to time the niche for us changes. Recently, we have been doing quite a few automobile dealerships.

We just finished Mike Erdman’s Toyota and Nissan on 520, we’re finishing a CarMax in Palm Bay and an Audi Dealership on 192 and I-95. This is meeting a big pentup demand in the automobile market. ⊲ JA NUARY 2019 : 47

Our favorite client is the one who pays. You get a feel, when you are pricing the job or bidding the job, what the client is like and how the relationship will develop.

– Mike Williams, MH Williams Construction Group

EW: How did you penetrate that market?

MW: We started years ago with Jim Rathmann, which put us on the map. Also, we did a few projects with A.J. Heirs that enhanced our credibility with that sector. Then it was a matter of doing some selective marketing and getting on their bid list.

The furniture and fixture side of that construction project is what makes these properties so unique.

The maintenance and repair areas have specialized equipment and construction, which requires some experience that goes beyond simply reading the architectural specifications.

EW: You eluded to the talent issue earlier.

What is your strategy for finding talent, from supervisors to roofers?

MW: We are always on the lookout. Sometimes we have to scale back or position our jobs so that we have bridge projects to keep our people busy. The skilled labor sector controls much of what is going on out there.

We just have to be very clear with our clients so they are aware of what the constraints are on job completion, because there are only so many people who can do the work. Most owners understand this and work with us.

EW: You have been in the market long enough to go through some cycles; what do you do to manage that?

MW: I tell my son,‘save your money.’ The Florida market is very cyclical and our peaks and valleys are often more severe than in other places in the country. When people are flipping homes with $1,000 down, you know that isn’t sustainable.

EW: You mentioned your son. He is one of your partners, correct?

MW: Yes, it is very rewarding having him with us.

Since high school, Mike wanted to be in the industry.

48 : SPAC E C OAST B U SI N E S S

His brother Matt, on the other hand, is on the development side and is doing well. After graduating from UF, having interned with two other companies during the summer, he worked with a large firm for three years before become coming to work with us.

He is a great asset and brought a lot of experience with him.

EW: What was your most challenging or rewarding project?

MW: As you know, they all have their challenges and the reward is to drive around the community and see these buildings you have constructed over the years.

Of course, now some of them are being torn down for new construction.

I suppose the most challenging project was the hangar we modified for Harris Corp. When they purchased a larger corporate jet, they actually had to raise the nose to get the tail through the doors and into the hangar. We helped design and build a pretty extensive span to accommodate that need. All the engineering said it would work, but seeing it onsite gave me a few anxious moments.

EW: What is your perspective on the Brevard construction market?

MW: From what I can see, residential is ahead of the commercial curve as far as inventory. This isn’t my area of expertise, but from what I am told, the supply of available commercial property is dropping and a lot of people who have been holding on to older, even vacant properties are now trying to cash in. I don’t know if they will get the prices they are asking or not. That is decided by the market. I see things remaining pretty robust for at least the next two years; beyond that horizon it is difficult to predict.

The area is growing so fast and is so economically diverse, it is an exciting place to be. ◆

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