Business RadioX ®

  • Home
  • Business RadioX ® Communities
    • Southeast
      • Alabama
        • Birmingham
      • Florida
        • Orlando
        • Pensacola
        • South Florida
        • Tampa
        • Tallahassee
      • Georgia
        • Atlanta
        • Cherokee
        • Forsyth
        • Greater Perimeter
        • Gwinnett
        • North Fulton
        • North Georgia
        • Northeast Georgia
        • Rome
        • Savannah
      • Louisiana
        • New Orleans
      • North Carolina
        • Charlotte
        • Raleigh
      • Tennessee
        • Chattanooga
        • Nashville
      • Virginia
        • Richmond
    • South Central
      • Arkansas
        • Northwest Arkansas
    • Midwest
      • Illinois
        • Chicago
      • Michigan
        • Detroit
      • Minnesota
        • Minneapolis St. Paul
      • Missouri
        • St. Louis
      • Ohio
        • Cleveland
        • Columbus
        • Dayton
    • Southwest
      • Arizona
        • Phoenix
        • Tucson
        • Valley
      • Texas
        • Austin
        • Dallas
        • Houston
    • West
      • California
        • Bay Area
        • LA
        • Pasadena
      • Colorado
        • Denver
      • Hawaii
        • Oahu
  • FAQs
  • About Us
    • Our Mission
    • Our Audience
    • Why It Works
    • What People Are Saying
    • BRX in the News
  • Resources
    • BRX Pro Tips
    • B2B Marketing: The 4Rs
    • High Velocity Selling Habits
    • Why Most B2B Media Strategies Fail
    • 9 Reasons To Sponsor A Business RadioX ® Show
  • Partner With Us
  • Veteran Business RadioX ®

BRX Pro Tip: Write More Sales Enablement Copy

September 11, 2024 by angishields

Ramping up to attend the WBEC-West 21st Annual Procurement and Awards Conference with Missy Kelly

September 10, 2024 by angishields

WIM-Missy-Kelly-Feature
Women in Motion
Ramping up to attend the WBEC-West 21st Annual Procurement and Awards Conference with Missy Kelly
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

In this episode of Women in Motion, Lee Kantor interviews Missy Kelly, co-founder and CEO of CatTongue Grips. Missy shares her entrepreneurial journey, detailing the creation of her non-abrasive, non-slip products designed to prevent items from slipping. She discusses the challenges of product development, the importance of networking within the women-owned business community, and the value of the WBEC-West certification. Missy also highlights the benefits of attending conferences for networking and growth opportunities, offering tips for success and emphasizing the significance of building long-term relationships in business.

Missy-KellyMissy Kelly  is an accomplished entrepreneur, business leader, and community advocate. She is widely recognized as the co-founder and CEO of CatTongue Grips, a global leader in providing non-abrasive, non-slip products that prevent items, people, animals and cargo from slipping, sliding, spilling or dropping. Under her leadership, CatTongue Grips has become the go-to brand for high-performance non-slip products, serving customers across a diverse range of industries.

In addition to her work at CatTongue Grips, Missy is also a Visionary for Pinnacle Global Network, where she leads quarterly mastermind sessions to help business owners scale their companies. Her passion for helping other entrepreneurs succeed is also evident in her roles as the 2023 Chair of the Utah Forum for WBEC-West, 2023 WBENC National Forum member and serving as a mentor for the 2023 WBENC College Accelerator program.

Missy’s commitment to her community extends beyond her professional work. She serves on the Dean’s Advisory Board for the College of Arts and Sciences at the University of Colorado, Boulder, as well as the Board of Trustees at the Winter Sports School of Park City. She is also newly serving on the Board of Directors for the MECA Project, a non-profit organization that addresses mental health in teens.

Despite her busy schedule, Missy finds inspiration in the people she helps and the incredible entrepreneurs she encounters. She lives in Park City, Utah, with her husband, Matt, and their two teenagers and two dogs. In her spare time, Missy enjoys practicing yoga and exploring the outdoors through hiking and skiing. Her motto, “live life, love hard, and do epic sh*t,” is a testament to her unyielding spirit and dedication to making a positive impact on the world around her.

Connect with Missy on LinkedIn.

Music Provided by M PATH MUSIC

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX Studios, it’s time for Women In Motion. Brought to you by WBEC-West. Join forces. Succeed together. Now, here’s your host.

Lee Kantor: Lee Kantor here, another episode of Women In Motion and this is going to be a good one. But before we get started, it’s important to recognize our sponsor, WBEC-West. Without them, we couldn’t be sharing these important stories. Today on Women In Motion, we have Missy Kelly, who is the Co-Founder and CEO of CatTongue Grips. Welcome.

Missy Kelly: Thank you. I’m so happy to be here.

Lee Kantor: Well, I’m so excited to learn about CatTongue Grips. Can you tell us a little bit about what you do?

Missy Kelly: Yes. So, CatTongue Grips is the world’s leader in providing non-abrasive, non-slip products that prevent items, people, animals, cargo from slipping, sliding, spilling, or dropping. So, we like to say we maximize safety for people and facilities and improve day-to-day living.

Lee Kantor: So, there has to be a story. Can you tell us about the genesis of this idea? How did this come about?

Missy Kelly: Of course, yes. So, it happened in 2015 when my husband walked into a Verizon store to upgrade his phone, and he just noticed how slippery the back of the phone was. And he made a comment to the salesperson, she tried to sell him insurance. And not wanting another bill, the light bulb went off and he went to a nearby skateboard store, literally cut out skateboard grip tape, and slapped it on the back of his phone.

Missy Kelly: And later on I said to him, “What do you have going on here? This feels like a cat tongue and it’s going to scratch every surface of the house. You can’t have it.” And so, he challenged me to find something like it. We couldn’t. So, we decided to make it, and sourced a manufacturer, went through about 18 months and ten prototypes before we launched our first product, which was the phone grip.

Missy Kelly: But then, customers saying, “Hey, can I use this under furniture? Can I cut it and use it on slippery tools?” We ended up putting our material, which we saw that was the true value, on a roll so that the customer can do anything that they desire with it to help them prevent items from slipping and sliding, for themselves in bathtubs, showers. And now we have companies using the product in their warehouses or manufacturing facilities for safety. And we’re even now selling into the U.S. Navy.

Lee Kantor: So, had you ever developed a product like this before? Because that seems like it has its own learning curve just doing that.

Missy Kelly: Yeah. Exactly. You know, I like to say we are building the plane as we fly it. No, we’ve never developed a product. It’s definitely been a topsy-turvy entrepreneurial road. However, all the different doors that have opened opportunities, it’s stepping through and walking into it, and just being open to what’s on the other side.

Lee Kantor: So, any advice for other people who have maybe an idea for a product like this? I mean, obviously not like this, but just a product in general. What is kind of some of the basic things you do to just get started to see if you can even make it come to life as a prototype?

Missy Kelly: Right. Well, first of all, it’s finding a manufacturer. So, for us, it was finding a manufacturer that could produce material for us. And that in itself took time, energy, research. And I believe for us, it’s always been that belief in there is a need that if my husband has this issue, other people do too. And then, just being open. Because, you know, we started as a phone grip, and now our products have been to space. So, it’s being open to what the market is calling for. And we say we’re a customer-driven company, and that certainly has been true of designing and developing products that the customer desires.

Lee Kantor: Now, when you’re at kind of the beginning stages and it’s an idea and I’d like this thing to do with this thing, how do you know who are the good guys, and who you can trust, and who that you might be opening up a can of worms by revealing this? Was that any of an issue for you?

Missy Kelly: You know, I feel that it could have been if we really let the mindset go that way. It kind of sounds a little Huey Dewey in that sense. But, I mean, our manufacturer we trusted from the get go. There’s a great synergy. And is it possible that it could have gone the other way? One hundred percent. But I’m very thankful that we’ve built relationships over the last – gosh – now seven years, and fortunately, it’s worked out for us.

Lee Kantor: Now, when it came to finding that trustworthy manufacturer, was that just using your network and networking, or did you just go Google manufacturers?

Missy Kelly: Hello Google. Yeah, really finding who was in the space for non-slip products, and going through, and finding, and chatting, and researching, and then having a meeting. And that meeting went really well and they had never seen anything like it and hadn’t been asked to make something like it, so it ended up being that, you know, they they got their scientists on it to make us a product. And here we are.

Lee Kantor: It’s an amazing story.

Missy Kelly: Thank you. Thank you.

Lee Kantor: Now, can you share a little bit about why it was important for you to become part of the WBEC-West community?

Missy Kelly: Well, I knew from the beginning that being a woman-owned business would be important for us. And in the sense of that also is my husband and I started the company, however he was still working his other job too. So, for me, I knew I would be running it. And I actually had a good friend who was part of WBENC who told us that you should really look into being a woman-owned company. And I’m so glad I followed her advice, because truly having that WBENC certification has just been instrumental to the growth of our business.

Lee Kantor: In what way?

Missy Kelly: Just having, for one, the opportunity to connect with supplier diversity professionals that are your advocate behind the scenes with the larger corporations. It’s how we were able to get into Walmart, to get into Lowe’s, QVC. Companies are looking for diverse-owned businesses. It’s part of many of their mandates. I mean, it doesn’t get you in the door, but it gets you a seat at the table to be considered, and you and the product or the service has to stand on their own two feet and deliver.

Lee Kantor: Now, one of the benefits of being part of the community is taking advantage of events like the WBEC-West 21st Annual Procurement Conference coming up in Nevada in September 17th through 19th. Have you been to any of these conferences before?

Missy Kelly: I sure have. I haven’t missed one of them since we started our company, except for COVID when there wasn’t one at least in person. So, I love them. I think they’re a great opportunity to network, to meet with supplier diversity professionals, and to really get insight into the world of supplier diversity, but also how it can help your business.

Lee Kantor: Now, is there anything you’ve learned over the years, like compared to the first time you attended one of these, which I’m sure was kind of overwhelming the very first time, but now you’re a veteran, is there some do’s and don’ts when it comes to getting the most out of these conferences?

Missy Kelly: Well, I think with anything, it’s what you put in, you’re going to get out. And, you know, is it putting yourself out there to walk up to a group of women you’ve never met before and introduce yourself? One hundred percent. But that’s something you have to do at conferences and you never know the relationships that can come out of them. Some of my dear friends in business have come from WBENC conferences and even the relationships I’ve built with the supplier diversity professionals. I always like to say that the WBENC certification is not a guarantee. It’s a marathon. It’s not a sprint. It’s a relationship business. So, attending the conferences and being there so they can put a name with the face is integral to your success using your WBENC certification.

Lee Kantor: Now, are there any things that are happening at the conference that are must do’s for you?

Missy Kelly: Gosh. I love it all. I mean, last year I remember, there was a guacamole making and tequila tasting, which was super fun, or learning how to make the perfect margarita, maybe that was it with the guacamole. That’s really fun. Dr. Pamela and Jaymee Lomax do such a great job, and the whole WBEC-West team, of creating really innovative, fun experiences for the WBEs to interact with the supplier diversity professionals have fun and start to build those relationships.

Lee Kantor: Now, what about some advice when it comes to those more formal, like, matchmaker, roundtable, those kind of things, where you’re in front of the people that can make a difference in your business? Is there some tips in that area?

Missy Kelly: There’s definitely an etiquette to that, especially when it’s not just a one-on-one where there’s more than one of you at the table. And I feel that being a good listener, having someone be the timekeeper so that everyone gets that fair few minutes that they can with the corporate is important.

Missy Kelly: But, also, as I mentioned, being that listener, you never know, yes, you may be trying to get that relationship started with the corporate to do business, but there may be a WBE at that table that you could potentially be doing business with as well. So, just being open to all of the different opportunities that present themselves at the conference.

Lee Kantor: Do you find that a mistake some people make, maybe the new people, are that they kind of are too hungry for the sale instead, like you said, for the long run in building the relationship where the sale will come down the road, maybe not this minute?

Missy Kelly: Exactly, 100 percent. You never know. But I do feel that way, if you can go into the conference with a go giver attitude of not really what’s in it for me, but how I can support others, then I find that it’s just going to come back to you a hundred fold.

Lee Kantor: Now, you mentioned some of the relationships you’ve made over the years, is there any memorable moments for you in previous conferences?

Missy Kelly: For me, I was asked to serve on a panel that was a manufacturing panel. Gosh, that may have been my first one. And it’s a big honor for me and, you know, stepping out of my comfort zone and saying yes, and just having an incredible rapport with both the moderator – whom I still know. He’s a supplier diversity professional – as well as the other WBEs. And the more you’re seen and the more you engage, the more that the supplier diversity professionals will recognize you and remember you. So, for me, I think 2019 was my first conference, it’s been super gratifying to now be able to go into the room or sit at a table, not only know other WBEs, but actually have relationships and friendships with the supplier diversity professionals.

Missy Kelly: So, when I think back to my first conference, I went into it with just not having any expectations, but having fun and, of course, getting my name and the product out there, and I succeeded with that. And they also do opportunities to be able to pitch, and I believe they’re doing that this year. But, you know, just saying yes to all of the opportunities, knowing that everyone is in your same boat and having fun, making the relationships, and knowing that these relationships, even if business doesn’t come out of a specific relationship at that moment, hope that eventually it will in time.

Lee Kantor: Yeah. Having that kind of longer term view of all this, I think, is very healthy and helpful and helps manage the expectations that you’re not there to make a sale today, but build a relationship today that could lead to a sale tomorrow.

Missy Kelly: Right. And going in and doing your homework, I think, is really important too. You can go on to the WBEC-West site and look at all of the corporations that are WBEC-West corporate sponsors, and then knowing that supplier diversity professionals are going to be there. And even going so far as finding out who those people are, and maybe the ones that could synergy with your own company or could use your service. So, being prepared, and that especially goes for any matchmaker as well, is, sitting at the table knowing that you have something to offer rather than sitting at the table and figuring out, “Oh. Maybe this corporate isn’t one that is a good fit.” So, being prepared, I think, is really key.

Lee Kantor: Absolutely. And doing your homework, like you’re saying, and invest the time in other things, not just kind of those business-y things, but like you said, the guacamole making and the fun stuff is where you’re building relationships with other folks that might turn into partners down the road.

Missy Kelly: One hundred percent. And if that is one thing, as I mentioned, it’s fun. There’s a lot of fun, innovative, really just cool ways to connect to the other WBEs as well as to the corporations.

Lee Kantor: Well, Missy, if somebody wants to learn more about Cat Tongue Grips, where should they go?

Missy Kelly: At cattonguegrips.com. You can also reach out to me on LinkedIn, Missy Kelly. I’m on LinkedIn as well. And just wishing you all luck and remembering it’s that marathon and not the sprint, and hope to see you there.

Lee Kantor: And see you at the conference, which will be at the Westin Lake Las Vegas Resort and Spa in Henderson, Nevada, September 17th through 19th. It’s going to be a great event. It’s going to be where everybody can amplify your success and, hopefully, we’ll see you all there. Thank you again, Missy, for sharing your story. You’re doing such important work and we appreciate you.

Missy Kelly: Thank you. I appreciate you having me on.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on Women In Motion.

 

Tagged With: CatTongue Grips, WBEC-West 21st Annual Procurement and Awards Conference

Nancy Mills with Lowenberg Consulting LLC

September 10, 2024 by angishields

HBR-NancyMills-Feature
Houston Business Radio
Nancy Mills with Lowenberg Consulting LLC
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Logo-Lowe-Consulting

Nancy-MillsBased in the Houston, Texas metro area, Nancy Mills specializes in transition planning, exit strategies, and succession planning for business owners. She uses a proven process to ensure clients maximize the value of their businesses, whether they are planning an internal or external sale, or are undecided.

Key components of her exit strategies include goal definition, market value assessment, business value enhancement, contingency and succession planning, and legacy planning. Nancy prioritizes personal values in her approach to prevent post-exit regrets, understanding that the most common regrets are not monetary.

A native Texan, Nancy brings over 20 years of global business experience, with expertise in international marketing, sales, strategic innovation, and mergers and acquisitions. She excels in managing human capital and facilitating the smooth integration of merged companies.

Nancy holds an MBA from Thunderbird School of Global Management and a BA in Mass Communication, summa cum laude. Outside of work, she enjoys theater, swimming, boating, walking her dog, gardening, and birding.

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Houston, Texas. It’s time for Houston Business Radio. Now, here’s your host.

Trisha Stetzel: Hello, Houston. Trisha Stetzel here bringing you another episode of Houston Business Radio. It is my pleasure to have such an amazing guest on with me today. Ms. Nancy Mills with Lowenberg Consulting. She’s based here in Houston, Texas, in the metro area. She helps business owners through transition planning, exit strategies, and succession planning. She uses a proven process to make sure you get the most out of your business, whether you want to do an internal or external external sale, or you just don’t know yet. Nancy’s going to guide you to a successful business transition. Nancy, I’m so excited to have you on the show. Welcome.

Nancy Mills : Thank you. Trisha. I’m so excited to be here.

Trisha Stetzel: And I think, if I’m not mistaken, it was Thomas Gilman that may have introduced us in the first place. And we we both know Thomas through a lot of networking. And I think that getting to know people and building relationships is not only important when it comes to networking, but also building businesses. And I’m so glad that we were introduced to each other. Me too.

Nancy Mills : It’s true. It was Thomas.

Trisha Stetzel: Okay, good. Well, I’m glad that I was right about that. I meant to ask you before we get started today. Um, so, Nancy, I really want to dive into, you know, business transition planning, why it’s important, why we should be doing it. But, um, before the show, I was telling you, I talked to a lot of people who don’t know exactly what m and A means. You hear it a lot. It’s thrown around a lot. And I’d love for you to kind of give us a definition around what M&A means and how that plays into this transition planning that you do.

Nancy Mills : Great foundational way to start the conversation, Trisha. M&a stands for Mergers and acquisitions. It’s definitely a buzzword these days because of so many business owners, because of the aging population, because so many businesses, um, are businesses are owned by baby boomers who are looking to one day retire and don’t know how they will do it. And so everybody seems to be interested in the topic, but they might not know what it means or what it entails. And I would just like to clarify that we don’t officially sell businesses, so we might be in that space, but we don’t sell businesses. So an investment bank does. So they could be officially an M&A business because they help a company to acquire or sell. But that’s not what we actually do.

Trisha Stetzel: Okay. So then let’s talk about transition planning, because I do think that that is the primary space that you’re playing in with these businesses. So let’s talk about what business transition planning actually is.

Nancy Mills : Yes. Thank you for that question. And so at a sale is a transaction and everybody knows what that is. It’s a transaction. But the process that a business owner will go through is a transition. And a lot of it is is emotional. And it can it can be a very emotional experience for a business owner. And I would like everyone to understand that. And it’s normal and natural to have a lot of mixed feelings about something that you have created and nurtured, um, over time and spent the majority of your adult waking hours building up typically. And then a business owner has created a family in their employees. And that’s what I love about working with small and midsize businesses. And we call it midsize. Up to even 100 million in sales is because they have created something in their community that they’re proud of, and that a lot of people are happy to come to work for. And I love to see the impact that these small and mid-sized business owners have in their community. And so we prepare them to eventually step aside, either handing over the reins to the next generation or to somebody they don’t even know who they are yet. And we help them in many aspects.

Trisha Stetzel: Okay. And so let’s I’ve got two questions coming from what you just talked about there. And you know, one is about that, the care and the nurturing of the emotional process of Transition versus transaction. Thank you for clarifying that I love that. And then, you know, the the other piece of it is when should I start thinking about putting a plan together. So let’s start with the first question, which is more around that emotional, nurturing piece of these business owners who have put blood, sweat and tears into their business. They have spent their entire lives nurturing this baby that they now have to part ways with. So what is how does your, um, program help them get through that transition?

Nancy Mills : So many, so many good things that could be said in response to that excellent question. The time to start thinking about it really is even when you start your business, people don’t realize that, that even if they have a startup, a startup is more valuable with a written exit plan. Investors want to invest in companies that have a written transition plan and succession plan in place because, as you know, we never know what may happen at any minute. And so if an owner becomes unable to fulfill their job and to lead their company, what will happen? Who can make decisions? Who should do what? So we need everything documented. We need everything spelled out to be ready for this, this eventuality, and especially a business owner that’s been doing this a while. If they’re in their 50s, minimum, they need to start thinking about it. The best time to get an exit strategy in place is when they’re clear headed. They have no crisis because once a crisis hits, it’s too late really. And then we look at fire sales and a discount or even shutting down the company. And that just breaks my heart to see companies shut down because the owner wasn’t prepared and didn’t think ahead.

Trisha Stetzel: Begin with the end in mind. We talked a little bit about that before we started recording today. And I think that’s so important. And you know some people say well I’m I there is no end for me and I’m going to have this business forever. And I don’t think any of us get into business thinking that we’re just going to walk away from it in the end. Right. Right. We we all pour the blood, sweat and tears into our business so that it will leave a legacy either for a new person who may come in and purchase it, or a family member who may take it over. Uh, and I think that’s so important. So tell me the difference, then, Nancy, between, uh, me going to someone who’s just going to do the transaction, I’m going to go to the bank and I’m going to sell my business to somebody, and they’re going to buy it versus having an advisor like you on their team to get them through the process.

Nancy Mills : Let’s think about why they would need to do that. Because we it’s so normal for someone to think about. I’m starting my business. I’ll work until the end, which is great. I love it that people don’t want to retire. They people tend to think about retirement equaling death with people in great in, you know, having a great physical condition, great mental condition. They find their vitality through their work and through their interactions with their employees. That’s a wonderful thing. That’s a beautiful thing. We never encourage someone to walk away from that, but they want everything to be in place for that inevitable something that will happen to them. Because we all exit our businesses one day, in some form or another, we will exit our businesses as we will exit this earth. So do you want it to go the way you plan it, or the way the probate court is going to decide for you? We want you to be prepared. And so the other part of your question on that was please remind me.

Trisha Stetzel: Yeah. No that’s okay. Having an advisor versus not having somebody on your team.

Nancy Mills : Yes. So people think will work will work will work. One day we will market the company and then we’ll get this big chunk of cash and we’ll do our next thing, whatever that next thing is what we know. If this is true year over year, the statistics don’t change. A maximum of 30% of companies marketed for sale actually sell. Trisha. Wow. This is an eye opening statistic. Usually the numbers are as low as 20%. I mean, I’m talking about for decades this has held true. And the smaller the business, the harder it is to sell because it’s so reliant on the owner. And so if they can start to work at least three years in advance to plan for this transition, even if they want to stay for the rest of their days, that’s great. But if they have a timeline, that timeline should start three years in advance. And then we know that we can reach their goals, their financial goals, their timing goals, and their values based goals, which is will my people be taken care of? Will my family be taken care of? Will my legacy be secured? And that is what they need to be doing, is it? We recommend at least three years in advance, and there’s very specific reasons for that.

Trisha Stetzel: Okay. Yeah. Thank you for sharing that. And 30% only sell that. That is just mind blowing to me that you know we’ve got if we have 100 businesses for sale out there, only 30% of them are going to transact and the rest of them may close, I’m assuming, or okay, right.

Nancy Mills : Or close and, you know, be just, um, you know, anything that can happen that’s not what the owner would want. And then the other important statistic to keep in mind, Trisha, is that 75% of business owners have regret after they sell, and that regret is usually not about the money. It’s usually about something in their values that involves people that they care about. And so we work to avoid regret and to maximize their odds, and to maximize the value of their company before it sells. So if they just wait until they’re tired or burnt out or have some kind of crisis, then they go and talk to a banker and say, I want to sell. They’re not ready. They’re usually not ready. There’s 21 areas of their business that need to be looked at to see if they’re actually sellable, and if they’re not sellable, what can they do? There’s always things that can be done to make it sellable and to make it attractive. And you don’t want just one buyer. You want a number of buyers to be interested. You want the maximum value you want. You want the ideal buyer. You want to say, this is the person I want to take over. Not like, please take my company. Please please take my company. You don’t want that situation. You want to be in control and have power and have something that multiple buyers want. That is what we work towards.

Trisha Stetzel: Absolutely. I’ve heard you talk about values based many times, and I think that’s why you and I connect so well, because there’s something about the culture of a business that is so important, and that’s the people. And being able to take care of those people as you move on or move forward or go into a transition like this. Um, I’d like to talk then a little bit about people who are listening right now, maybe, maybe thinking, oh my gosh, I didn’t think about beginning with the end in mind. Where should I start? I think I might want to sell my business in five years or even in ten years. Nancy, what advice would you give to those people on getting started with the planning now?

Nancy Mills : Yeah. Great question. Get started. Perhaps with a valuation, a third party valuation. It doesn’t have to cost a lot of money. It can be just it won’t cost a lot of money. But then compare that valuation. Get advice as to what you would reasonably net after taxes, because remember, what you might sell it for is not the same as the amount of money you’re going to get. That’s the that’s a really good first step.

Trisha Stetzel: Okay. So after the valuation. So I need to go and hire somebody to do that for me. So I could use a resource like you, Nancy, who could point me in the right direction if I’m not, if I don’t feel like I’m in a position to go out and get the valuation right now, what are some of the housekeeping items that I might do inside of my business in preparation for that?

Nancy Mills : Given that every business is unique, it’s really hard to answer that question. But for example, be thinking about the key players in your company, who they are, and who would be their successor. If they’re anywhere Are near retirement age, or you think there’s any danger that they might leave? And then especially who is your successor or ideal replacement so that if you even if and start taking longer and longer vacations. So the longer you can take a vacation, the better off your company is, because there’s transferable value already. If it can operate without you, the owner.

Trisha Stetzel: Okay, I love that. I love to tell people to go on vacation, take some time off and the more you can do, less dependent, your business is on you. I love that, yes, and when.

Nancy Mills : You take that vacation, don’t be answering phone calls all day.

Trisha Stetzel: Because the business is still dependent on you. So stop it.

Nancy Mills : That’s right, stop it. Nobody wants a company that relies on just one person, especially the departing owner.

Trisha Stetzel: Yeah, absolutely. Um, what what piece of advice would you give to any business owner who or let’s say, who wants to be a business owner. And we already talked about begin with the end in mind. What does that look like? So I want to start a business. What should I be thinking about right now as I go into this new place where I’m buying a business? When it comes to thinking or preparing for the end?

Nancy Mills : Yes. Again, I would say don’t let it rely just on you. Who is the team? What does the team look like? What are the processes and systems that are either in place or that you can put in place to make it something that is transferable? They need to be documented. They need to be the who, what, when, where, why and how. Type documentation ideally online. So don’t even think about buying a business that’s buying a job.

Speaker4: Because.

Nancy Mills : It’s not attractive to anybody else. Yeah. And then think of scale versus growth. Scale is something that can be done without a lot of extra investment That doesn’t need a bigger infrastructure to support it. So scale is can I replicate what I’m already doing in other in other geographic areas and other markets to other types of customer segments?

Trisha Stetzel: Okay. This information has been so valuable. So you just have one more two part question. One, is there a specific industry or area that you prefer to work in in your business? Like where where would you find those clients and how do you market your business?

Nancy Mills : Yes, we can work. I can work with any type of business that is, um, that has more than, um, one employee. Ideally at least 25. So if it’s a sole proprietorship, I can guide them for free and give them free advice. But I can’t do a lot because there’s not a team to support them for the reasons we were talking about. And then ideally in the United States. But since I’m in Houston, I like to work with my clients at least partially in person. So it’s great if they’re in the Houston metro area, but it’s not a requirement. And then what was the other question, Trisha.

Trisha Stetzel: Marketing. How do you market your business?

Nancy Mills : Oh, I do a lot of education through, um, presentations and networking to educate business owners, to know that there’s so much they can do starting today to make their company more sellable. And I love to educate business owners on that so that they’re not caught off guard one day thinking they’re ready to go and they’re not, and they have a rude awakening, and then it’s almost too late. They go through due diligence process and they’re woefully unprepared. And then they lose a year in a sale process where it all falls through. I want them to avoid that at all cost to work with somebody like me. It doesn’t have to be me to start to think about this well in advance. And it doesn’t need to take a lot of time. It just needs to take a little bit of time. And just as they think about it before it’s too late.

Trisha Stetzel: This has been so valuable, and I know that you provide a lot of value on your LinkedIn page and a lot of information that people can absorb there. So if anyone’s listening and wants to connect with Nancy on LinkedIn, it’s Nancy Mills is how you’re going to find her. Nancy Mills on LinkedIn. Nancy, are there other ways that people can engage with you?

Nancy Mills : Yeah. Lowenberg consulting is spelled l o w e n b e r g. It’s all e’s. There’s no u, and I think that’s a good place to go as well, because there are a lot of Nancy Mills. They might find me better through my company name, and I’m happy to answer any questions that anybody has at any time. I give plenty of free advice, and I just love to help people to achieve their their dreams and their goals and to leave a legacy in their communities because we depend on the business owners to make a difference in the communities. And that’s what I love about what I do.

Trisha Stetzel: Yeah, absolutely. Nancy, thank you so much for being on with me today. I know that everyone who’s listening today, or even the recording back, will absolutely find value in this. We have a lot of business owners out there listening. Any last thing that you’d like to say or give back to the audience listening today?

Nancy Mills : Just thank you for having the courage to be a business owner. Thank you for being a leader. And I support you and I salute you.

Trisha Stetzel: Wonderful, Nancy, thank you again for being here. And that’s all the time we have for today’s show. Join us next time for another exciting episode of Houston Business Radio. Until then, stay tuned, stay inspired, and keep thriving in the Houston business community.

 

Tagged With: Lowenberg Consulting

Empowering Future Leaders: The Role of Faculty in Student Achievement

September 10, 2024 by angishields

Empowering Future Leaders: The Role of Faculty in Student Achievement Feature
High Velocity Careers
Empowering Future Leaders: The Role of Faculty in Student Achievement
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Empowering Future Leaders: The Role of Faculty in Student Achievement

KSU-Coles-College-of-Business-logo

In this episode of High Velocity Careers, Stone Payton talks with Dr. Robin Cheramie, Dean of Kennesaw State University’s Coles College of Business, and Dr. Alison Keefe, Associate Dean of Graduate Programs. The discussion centers on their career paths, the growth of KSU’s business programs, and the pivotal role of faculty in student success. Dr. Cheramie and Dr. Keefe share personal stories of students overcoming challenges and highlight innovative programs, such as the fintech master’s degree. They emphasize the importance of lifelong learning, community engagement, and mentorship in fostering a supportive and dynamic educational environment.

Dr-Robin-CheramieDr. Robin Cheramie is the dean for the Coles College of Business at Kennesaw State University. She is the Tony and Jack Dinos Eminent Scholar Chair of Entrepreneurial management and Professor of Management. During her 18-year tenure at Kennesaw State University, she provided leadership within the university and her profession as an administrator and faculty member.

She holds a Ph.D. in Business Administration from Louisiana State University in the area of organizational behavior and human resource management. Prior to her current position, she served as the Director/department chair for the Michael A. Leven School of Management, Entrepreneurship and Hospitality at the Coles College of Business at Kennesaw State University where she led the development of the first BBA in Entrepreneurship in the University System of Georgia.

As a faculty member, Dr. Cheramie has taught numerous management courses at the undergraduate and graduate levels at Louisiana State University, Loyola University in New Orleans, Winthrop University and Kennesaw State University.

She earned her Bachelor of Arts degree in Management from Southeastern Louisiana University and a Master of Business Administration degree from the University of New Orleans. Prior to her academic career, Dr. Cheramie worked in New Orleans and Dallas in commercial real estate and human resources.

Dr. Cheramie has presented her research at national and international conferences on topics such as feedback seeking, career success and training/development research. She has authored/co-authored numerous papers in many top journals within her field of management.

During her tenure as Dean of the Coles College of Business, she has successfully steered the college through accreditation with AACSB, created new academic programs in Hospitality Management, Cybersecurity and FinTech, and raised over $15 million in the last three years. Recently, she completed the USG Executive Leadership Institute and is a graduate of the Leadership Cobb program.

Dr-Alison-KeefeDr. Alison Keefe is the the Associate Dean for Graduate Programs in the Coles College of Business Executive MBA program at Kennesaw State University. She holds a Ph.D. in applied economics from Auburn University (War Eagle!) with specializations in international and resource economics.

Alison holds the distinction of being a Coles College of Business Distinguished Scholarship Award recipient with research specialties in the fields of include international economics and commodities trade as well as economic development, and resource economics.

She has over 15 years of academic work experience and over 11 years of international commodities trade consulting experience.

Connect with Alison on LinkedIn.

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX Studios in Atlanta, Georgia, it’s time for High Velocity Careers. Brought to you by Kennesaw State University’s Executive MBA Program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. For more information, go to kennesaw.edu/emba. Now, here’s your host.

Stone Payton: Welcome to another exciting and informative edition of High Velocity Careers. Stone Payton here with you this afternoon. You guys are in for a real treat. Please join me in welcoming to the broadcast Dean with Coles College of Business and Professor of Management at Kennesaw State University, Dr. Robin Cheramie. How are you?

Dr. Robin Cheramie: I’m doing great. Thank you so much for having me here today.

Stone Payton: Well, it is a delight to have you on the broadcast, and a special treat to have you here in studio. Robin, I got a ton of questions, I know we’re not going to get to them all. But I think a great place to start is, if you could paint a picture for me and our listeners of your career path, your role, and mission and purpose of this work here in our community.

Dr. Robin Cheramie: Absolutely. I’d love to. I don’t know if I had a traditional path or not, but as most academics, you start loving school. So, I started loving school a long time ago. I’m originally from South Louisiana, and I went to my undergraduate program in Louisiana, Southeastern Louisiana. I went straight to University of New Orleans for an MBA. I tell this to Tom Devaney, our director of the EMBA program, I did actually start in accounting and realized quickly I did not like that, and I switched to management fairly quickly, not really knowing what to do in that area, but went straight to earn my MBA at the University of New Orleans.

Dr. Robin Cheramie: In the meantime, I had worked in commercial real estate in the New Orleans area and was doing market research. I loved interacting with different people, loved the idea of kind of managing groups. It was a lot of fun. But when I finished my MBA, I wanted to kind of move. So, I picked up, moved to Dallas, Texas and worked in commercial real estate at that same time. I also discovered something that I liked and didn’t like. So, it was a ton of cold calling that I had to do in sales. Hated cold calling with a passion, but thank God I did that because I can see how much I’ve used it in my career since then. But really loved the relationships and working with people. It did not work out too well with that organization. I will tell you and you’ll learn, I learned from a lot of unethical bosses or bosses I did not like to work with where I ultimately ended up.

Dr. Robin Cheramie: Then, I became a corporate recruiter for a financial services company. Again, really loved that, didn’t necessarily like who I was working for. And I’d had a series of these events where I was working with all these bad bosses, is what I would say, and I had to figure out there’s got to be a way to do this differently.

Dr. Robin Cheramie: And the class I love the most in school was organizational behavior and human resources. So, I had talked with friends and decided to go back and pursue my PhD. So, I moved back to Louisiana, went to LSU, earned my PhD in organizational behavior and human resources. And in a kind of indirect sort of way, I went to Winthrop University for one year as a tenure track faculty member.

Dr. Robin Cheramie: And then, ended up in Atlanta at Kennesaw State University for very personal reasons. Then boyfriend, now husband of 20 years is what got me here. And I wish I could say I had a better reason for coming to KSU, but that’s how I got here. But I will tell you one thing, that’s been 20 years and I’ve loved it ever since. And so, I had a traditional professor route until I became an administrator in 2014 as a department chair. And then, I was tapped on the shoulder to be the interim dean of the college in 2019, and became the permanent dean in February of 2020, six weeks before the pandemic, and have had quite a ride since then, and trying to deal with higher education in a pandemic and all the other challenges that we have.

Dr. Robin Cheramie: But I will say this, I grew up at KSU in the Coles College. It’s been a fantastic place. And having the background of organizational behavior and human resources, this has been the most fun and the most challenging role of having to practice what you preach, and really try to bring together the understanding of how much people are important to the culture and the outcomes of any organization, especially in higher ed. So, it’s been quite a ride and a lot of fun.

Stone Payton: It sure sounds like it. It sounds like great work if you can get it. So, now that you have been at it a while clearly, what are you finding the most rewarding? What’s the most fun about it these days for you?

Dr. Robin Cheramie: Always, always the most rewarding is seeing students succeed and knowing that a big portion of our student population, especially at the undergraduate level, are first generation college students. I, personally, am a first generation college student, and I can see the transformational impact of having an undergraduate degree and a graduate degrees as well. So, seeing students get excited about ideas, seeing them try new internships, seeing – I used to call it – the light bulb moments – when you’re a teacher, you could actually see in their face when they got a concept and it made sense to them, and it’s that immediate kind of positive reinforcement and satisfaction. So, clearly, to me, the success of our students has been the most fun, and I think it’s what keeps us all going.

Stone Payton: Well, I’m going to come back to you in just a moment, because I’d love to hear one or two, you know, kind of brief versions. You don’t have to use names of maybe some of those students, the stories that stand out for you, because I think we’d all be interested in that. But before we do that, tell everybody who you brought with you.

Dr. Robin Cheramie: So, I brought along my partner in crime, my Associate Dean of Graduate Programs, Dr. Allison Keefe, who has been at KSU longer than I have, 21 years. So, she’s been there slightly longer than I have. And I’ll let her talk a little bit about herself. But she really is helping us with our strategic priority of growing relevant and timely and innovative graduate programs, and I’m glad to have her on our team.

Stone Payton: So, Allison, we got to know the back story. How did you get here?

Dr. Allison Keefe: Mine is somewhat similar to Dean Cheramie’s in that I didn’t plan on this. I had no aspirations of actually being a professor. I was headed out to the world of bioeconomic modeling.

Stone Payton: Oh, my.

Dr. Allison Keefe: Yes. And I was going to work with the National Marine Fisheries Service in different capacities in terms of being able to look at demand for different seafood products throughout the world. That didn’t work out, and I happened to get a call from Kennesaw to say we’d love to have you come in and interview for this position, and I said no. But I had some very convincing people that I had worked with in my PhD program. And not only that, I had some very convincing people at Kennesaw and said please just come in and just see what we’ve got to offer. And I said, all right, I’ll try this thing out, and did that. And they called and said we would love to offer you the position. And at the time, I said, all right, I think I’ll take you up on that.

Dr. Allison Keefe: And it was the best decision, I think, I’ve ever made in my entire life. It was one that, initially, I wasn’t going to do at all. But in being able to work with the people I have over the past 21 years, to have a culture that rarely to me exists in the real world – I know that there are companies out there that really try to get a collaborative and innovative culture going – and what Dean Cheramie has done and inherited and progressively gets better at throughout the years is the fact that we have a group that we work with very, very well, and that are excited about teaching students, and excited about coming up with unique and different ideas. And so, that’s what gets me excited every day, is to be able to take their ideas, take my own ideas, morph them together and just see where we can go with them.

Stone Payton: I got to say, what you’re describing both me, personally, but also our listeners now, we know what you’re saying to be true. We’ve had some faculty members in here, in studio over the last couple of episodes, and you can see it in their eyes, you can hear it in their voice, everything you’re describing, that really is the way it is in Kennesaw State, isn’t it?

Dr. Allison Keefe: Well, we’re given the freedom to do that. No one is telling us no. You know, across the board we may get a few no’s, but nobody’s telling us we can’t do that. They’re saying, well, these are the obstacles that you may face when you’re trying to start up a new program or create this environment for the students. But if you want to do it, go for it, and you can figure out how to do that. And so, it is, it’s empowering to be able to not know. There’s no nos. And so, I’ve kind of inherited that, in that anybody who comes to me with an idea, especially one that I really believe in, it’s an automatic yes. Now, I don’t know how to get it done right away, but it’ll be a yes.

Stone Payton: This reminds me of my business partner’s penchant – and I think it came from the improv world – yes, and. It’s some version of yes.

Dr. Allison Keefe: That’s the thing, yeah.

Stone Payton: So, any of these student stories come to mind? You don’t have to mention names if you don’t want to.

Dr. Allison Keefe: Well, I’ve actually got quite a few of them, but it more so deals with when I was the executive director of the MBA program before Tom Devaney. And so, mine had to deal with women. I dealt a lot with the imposter syndrome, where about the first semester I had at least one or two students who were women come to me and said I can’t do this. I’ve got children that miss me at home. I’ve got a husband who may not be supportive. I don’t think I’ve got the intellectual capability to do this. I’ve heard a number of different stories.

Dr. Allison Keefe: And so, they had the foresight to come and ask for help, even though they actually didn’t ask for help. They were asking to possibly leave the program. And so, I brought them into the office, we’d sit down, we’d talk about things. I’d give them some advice. Mine was, Christmas is almost coming up. Put the books down. Schedule time with your family. Schedule time just to relax. Come back the new year, talk to me again and see if you’ve got a different attitude. And then, we’ll also talk about scheduling time for studying, scheduling time for family, doing things a little bit differently than you have been doing.

Dr. Allison Keefe: And every single one of those women came to me at the end, when they graduated and were successful, and said I wanted to jump off the cliff, figuratively. Figuratively, but you stopped me. And that is where I get my joy and those are my success stories.

Dr. Allison Keefe: So, for all those women, hopefully, you’re listening, that came to me at that time, I’m proud of you. I am so happy that you did this program and look at where you are now.

Stone Payton: So, I am on record more than a couple of times just sharing flat out, I actually prefer to work with women. I find them more comfortable in their own skin. I find them more collaborative. I find them more coachable. I find them better with money. And I don’t know, you have to tell me, Robin, I don’t want to cross any legal lines, but given a choice, I would rather work with a female any day. A student’s story or two that stands out for you, Robin.

Dr. Robin Cheramie: Sure. There’s a recent one that comes to mind, it’s an undergraduate student. And I’m not just picking, I’ll give a male story as well. But she was a great example of a first generation student who had some tough times at home. A parent had died early, and she was finishing high school early and had started on one undergraduate path, ended up in accounting, and just caught people’s attention. And so, could have gone to any school in the state, because I believe she was valedictorian of her high school, and stumbled upon KSU and got so much attention from many different faculty because they recognized her talent.

Dr. Robin Cheramie: She was part of our undergraduate. We have a Leadership Scholars program, which is kind of our honors program for business students, became a part of that. Was just phenomenal. In her spare time of studying, she was doing all these volunteer work, went straight into a masters of accounting program. She won many of our outstanding student awards and is now gainfully employed and doing really well in the profession and has truly transformed her life.

Dr. Robin Cheramie: And so, again, going back to the stories that are so meaningful, she just needed that little extra attention. And even though we are a very large institution – I can give you numbers in a minute – I think one thing that we’re quite proud of is that our faculty really do care about our students and they want to see them succeed. So, that’s some of our undergraduate stories, but also turned into a master’s of accounting student story as well.

Dr. Robin Cheramie: But we see it with our graduate students. A lot of our graduate programs are career changers. What you may not know is we have the first master’s degree in fintech in the State of Georgia, and we believe the first one to focus on digital payments exclusively in the United States. And in that program, which launched two-and-a-half years ago or two years ago – excuse me – we have about 100 students in the program right now, a significant number of them are career changers and are seeing fintech and this idea of digital payments.

Dr. Robin Cheramie: Another fun fact you may not know is Atlanta is called Transaction Alley, where over 75, 80 percent of all financial transactions go through the City of Atlanta. So, we have a ton of fintech companies here, and so we’re quite proud of the fact that we developed a very innovative program. But what I’m proud of, too, is we’ve got all these adult learners who are coming back and making transitions and changing their careers, and they’re doing it through education. And so, I’m quite proud of those type of stories, too.

Stone Payton: Well, no, I did not realize that you had that concentrated and focused effort in the fintech arena. We were just broadcasting live at Fintech South 2024 last week.

Dr. Robin Cheramie: And we were a sponsor.

Stone Payton: It was a marvelous experience. We had 20 scheduled interviews. One guy couldn’t make it, so we conducted 19 interviews. I think they started publishing today. But one of the reasons that I knew I was going to mention it today, I’ll bet you there were a-half-a-dozen or more people connected to Kennesaw State University in one way or another that came through where we were broadcasting.

Dr. Robin Cheramie: Yeah. Very excited about that initiative and the work of our faculty. But I think that’s a testament to the culture that Allison was talking about earlier of innovation and kind of entrepreneurial type of mindset that we’ve always had in our college. I was dean, I think, a couple of years and had some faculty, we are affiliated with what’s called the Georgia Fintech Academy, and that’s from the University System of Georgia, so we created our own courses at the undergraduate level. And then, the faculty came to me and said, what about a master’s degree? I’m like, okay, let’s do it. And so, we did. And we actually got it in and approved in our system in a year, which is very hard to do.

Stone Payton: Man, that sounds fast for the academic environment.

Dr. Robin Cheramie: It was really fast, really fast. So, we launched two years ago, and again, it’s an online program. You can do it in a year if you really want to. It’s 30 credit hours. And I’m really quite proud of the relationships that we’re forming with the community, because that’s the other part, too, right? We’re so lucky to be where we are geographically in the City of Atlanta, and to be able to work with these types of companies hands on. So, we’ve created for the past two years what’s called the Fintech Summit on campus. And we’ve brought in industry leaders, and we’re trying to get our undergraduate and our graduate students to interact with them and have panel discussions. But more importantly, I want my faculty to interact with these business leaders to make sure that we are talking and we’re teaching the most current curriculum related to digital payments.

Stone Payton: Well, let’s talk about curriculum a little bit. The program or programs – and I’m getting the distinct sense that you probably have some numbers to share along with them. You seem to be on top of your game there – many of us that don’t know these particulars. Kennesaw State University has a marvelous reputation in this community, that, I know. But, yeah, speak to, and I guess maybe also, what you feel like are some key distinctions between this and maybe other programs that are probably perfectly fine, but that in your mind, make them maybe a better choice for a lot of folks.

Dr. Robin Cheramie: So, first of all, numbers. Unofficially, we are over 47,000 students this semester. And when I started 20 years ago, we were roughly about 17,000 students. So, just think about the magnitude of our growth. We’re one of the top 50 large institutions in the country. In the Business School, we hit for the first time over 10,000 students, and so that puts us in a pretty elite group of maybe about 20 or 30 business schools across the country that fit that number. And so, again, I’m proud to be large, but I also want to be the best, and I think we are in many, many ways in terms of our entrepreneurial attitude and our innovation that we have.

Dr. Robin Cheramie: What makes us a little bit more distinct is our undergraduate proportion versus graduate students. We’re about 10 percent of that total population is the total number of graduate students or graduate programs that we may have across campus. It’s similar in the College of Business, but I’d love to see that grow, and I think that’s an opportunity for us moving forward in the future. And Allison knows this, she’s got a charge to grow our graduate programs and to make sure that we continue. But I think the future of higher education is that idea of lifelong learning and continuing to update your skills. And we want to be that trusted partner in the community where people know when they come back and they pursue a graduate degree, that they’re really learning what’s needed to help them be successful, and to gain promotions, gain career success, whatever they’re looking for in their life.

Stone Payton: Allison, I feel like she’s answered that question before.

Dr. Allison Keefe: I don’t know what you’re talking about.

Stone Payton: That was incredibly eloquent, articulate, equally concise, and informative. That was marvelous. So, tell us, what is a day in the life of Allison like? Because you certainly have an important charge.

Dr. Allison Keefe: It’s never the same. So, I don’t know what I wake up to when I get my emails in the morning. But a typical day is walking through my building, because I’m in a separate building than the rest of the Business School, but we have our own graduate suite area in our building. And so, just walking through, saying hello, seeing if anybody needs anything. I usually get stopped by the first door in five, ten minutes. You know, this is what I need, this is what I’m thinking. I have those many conversations every day just to make sure that everything’s going smoothly. And nine times out of ten, it’s just a pleasant conversation, and then it may be something, I need you to do this. And so, I may make it back to my office about 45 minutes after I go through the building.

Dr. Allison Keefe: But then, I’m able to sit down and say, okay, now here’s my list of things that I need to get accomplished after I’ve walked through that building, and get those done, and then start on my real projects. So, as an example, looking at new programs and what does that entail. Working with all of our directors of our graduate programs so that they have their finger on the pulse of what companies need. That’s my most important job, is to make sure that the curriculum that’s being taught in all of our graduate programs is exactly what is going to make our students workforce ready or be able to stand out in the workplace.

Dr. Allison Keefe: And what does that mean? What do companies need? A lot of that is the leadership skills, the communication, the conflict management, those types of skills. And that’s one of the things in the Executive MBA that we stress, it’s about 25 percent of the curriculum in terms of I like to look at that curriculum as being a holistic curriculum, and it touches all of the leadership skills and business acumen skills that our students need. But it’s always focused in on the leadership skills and what’s going to propel our students to that next level.

Stone Payton: So, that word, holistic, I’ve seen it in the promotional copy. I have seen members of your faculty chest out, just proud and beaming that that is a major intent. But it’s also the methodology, the way that things are taught. It’s very integrated. Is that the right word? You don’t go to this class and then, okay, put those books in the locker. Speak to that song.

Dr. Allison Keefe: So, that’s for the Executive MBA program. Now, not all of our programs run that way. We do have certain classes that are the siloed approach. But for the EMBA, because we are taking that integrated approach to our curriculum, it can’t be siloed. It has to be either team taught across a management professor and a marketing professor, or an accounting professor in finance to see how they all work, because you’ve got vertical integration in your companies that you can aspire to. We want horizontal integration as well. So, when you become a leader of a certain functional area or in your company itself, we want you to be able to understand all functional areas. So, that’s where the integrated curriculum comes in and is extremely important.

Stone Payton: I got to believe to pull that off, you have to have the right talent in place teaching these classes. And at least one thing they’d have to be is collaborative, but there’s probably a lot of other markers and characteristics that you’re looking for. Your selection process, what is that like? It must be unique.

Dr. Allison Keefe: They go through the rigor.

Stone Payton: I thought she was going to say hell.

Dr. Allison Keefe: I almost did. I changed my mind right before I said it. No, I’m just kidding. No. We are looking for that almost needle in a haystack. And that comes from Dean Jeremy’s direction, is, I want to look at that utility player. I want to look at that individual who has that corporate background, who has been in several roles throughout his or her tenure in their career, and then decided that wasn’t enough for them. I want to go back for my PhD or a DBA, and I want to be able to to teach because that’s what I’d like to do for my second career. Or on a side note, I’d like to be able to teach while continuing to work in corporate.

Dr. Allison Keefe: So, those are who we like to hire in for our EMBA. Although, I would love to be able to hire more of those individuals that can be a utility player for many of our programs, because I think they bring that applicability and that relevancy into the programs.

Stone Payton: So, Dr. Robin, I was stalking you earlier today on the internet because I knew I was going to get a chance to visit with you in studio, and I saw a lot of neat stuff. I saw you post or repost some information around 40 Owls Under 40, and another thing about collaborating with MUST Ministries on ACE. Can you speak to those?

Dr. Robin Cheramie: Absolutely, I’d love to. So, KSU, for the first time in their alumni association is going to have 40 Owls Under 40. So, we’re trying to promote our alumni community, which is over 120,000 plus over the past 60 years. I mean, that’s one thing to remember about Kennesaw State University, we’re still a relatively young institution when you think of other established institutions in the area, 61 years, I think, is what we are officially. So, we’re really excited at KSU to promote that.

Dr. Robin Cheramie: In the Coles College of Business, we also try to highlight some of our successful alumni, and we’ve created our own, what we call Five in Flight Alumni Award, where we recognize different alumni at the undergraduate or if they were graduate students for their kind of entrepreneurial as well as their societal impact and their success in life. So, that’s that part of it.

Dr. Robin Cheramie: But something that’s relatively new to us, you know, I emphasized entrepreneurship, being entrepreneurial not only on what we do, but we have a very successful entrepreneurship program. We have the Doug and Robin Shore Entrepreneurship and Innovation Center, which helps our students who develop new innovation and ventures as students.

Dr. Robin Cheramie: But the one that’s recent that you’re referring to is called the ACE Program, it’s Aspiring Community Entrepreneurs. And we partnered with MUST Ministries, and we took the lead from Notre Dame. Notre Dame has this institute called The Urban Poverty Business Initiative, and they’ve created partnerships with different universities around the country to help teach entrepreneurship to those that are disadvantaged in the community. So, non-KSU students, these are people outside in the community, and we are partnering with MUST Ministries because of the fantastic work they do, not only with homelessness and providing food, halls, but they also have a strong workforce development opportunity.

Dr. Robin Cheramie: So, the ACE Program is a three-phase program for disadvantaged individuals. And the first six weeks is a boot camp taught by my faculty. And they teach them the basics of what it is to run their own business or to start an idea and what do you do. Then, the second phase is they work with mentors in the community, and we partner with MUST Ministries to find successful entrepreneurs. And then, the third phase is the people who get to that stage, the ACE entrepreneurs work with our students at KSU in kind of finalizing their business plan, and then there’s a graduation at the end of it.

Dr. Robin Cheramie: So, give you an idea of the success, the first cohort started a year ago. We had almost almost 200 people apply in the community for 40 slots. By the time they graduated, there’s a natural attrition that occurs, about 50 percent of them actually completed and have gone on to receive a little bit of seed money. But this is truly transformational and it speaks to me at the college level. I think it emphasizes our values of collaboration and wanting to work in the business community, but I’m so proud of this program.

Dr. Robin Cheramie: So, we just launched the second cohort in the beginning of August. And this year, we have over 50 people that start. But we had roughly about 150 people apply again. And we love working with MUST Ministries and are really excited to see where this goes. So, this is a big priority for me and the college to make sure that we are partnering with people in the community, and we’re trying to use the expertise that we have internally at Coles and kind of share it with the society at large if we can.

Stone Payton: Wow. Congratulations on the momentum. I find that inspiring and exciting as an entrepreneur. I have an observation, or maybe more accurately, an assertion that even if a person does not end up founding a company and building something, to develop those entrepreneurial skills, to cultivate an entrepreneurial mindset, even if they go to work for IBM, that is an incredible asset in that employee that has that level of personal accountability and all the other characteristics that I often associate with the entrepreneur.

Dr. Robin Cheramie: And I’ll tell you my model for that, my inspiration for that is my wife, Holly. She had a very distinguished career – she’s hung up her cleats, so we’re poor again – at IBM and she rose through the ranks. And, yes, she was part of that big system, but she ran her day-to-day work like she was CEO of Holly Incorporated and she had this client, IBM. Do you agree with that kind of characteristic?

Dr. Robin Cheramie: Totally. So, we have our undergraduate degree and it focuses on entrepreneurship. And we don’t believe that all of our students are going to go and start a company. In fact, we not necessarily would encourage it right after college. But we give them the skills, so we focus on that idea of corporate entrepreneurship and in teaching that same type of mindset. And what we’re hearing from business leaders is that is the skills that they’re seeking in the future workforce is those that can be critical thinkers, be inquisitive, be innovative, and just kind of think differently. And I think that’s kind of that entrepreneurial mindset that you’re talking about.

Stone Payton: Yeah. So, you mentioned mentors, have you had the benefit of one or more mentors along the way on your career path?

Dr. Robin Cheramie: Absolutely. It’s always fun to sit back and reflect on who are those people that had that impact on you. Not that you want all these details, but I can actually vividly remember a high school teacher that nudged me and said you should be taking this class. And it starts with that idea of belief and someone else recognizing something that maybe you don’t recognize that I think is so important. And I’ve taken that to this day, like I’ve nudged faculty members and say, “Hey, have you ever thought about this?” And just to get them thinking differently.

Dr. Robin Cheramie: But I have a current mentor right now. He used to be on my board. I’ll keep him nameless. But a very successful former executive and he’s retired and we have lunches quarterly. And I figured out early on, he was taking notes on me and kind of quizzing me. He was kind of an informal coach, but I can go to him for anything and really talk to him and say I’m struggling with how do I approach this, what advice would you give me. And it’s really healthy for me to have someone that’s outside of KSU, I think as well, but he’s been a great person for me just to bounce ideas off of.

Stone Payton: Allison, you were nodding your head as well. So, you’ve had some positive experiences with mentors over the years, yeah?

Dr. Allison Keefe: Well, I think if you look at it from the perspective of we didn’t get to where we are by ourselves, it’s almost a necessity in life to have those people that you can bounce ideas off of, that you can ask for advice. And so, that started very early on in my career. What I’ve noticed is that I was able to take that idea of having that mentor apply it to the Executive MBA program, apply it to others in the office, encouraging them to have mentors and, again, outside of the organization because, to me, that gets you the best unbiased results, but also to have that mentor in the organization as well just to be able to talk to.

Dr. Robin Cheramie: So, I’m involved in many, many different mentoring organizations, not only in the Executive MBA. We’ve got an Associate Dean and Assistant Dean Mentoring Group at KSU that I’m a part of, and I get mentored as well as to be able to mentor to others. We’ve also got a Women’s Mentoring Group that we run through the Atlanta Business Chronicle, and that Kennesaw Coles sponsors as well. So, I’m a firm believer of it and it’s just something that I advocate for as many people as I can talk to.

Stone Payton: I’m so glad I asked. All right. Before we wrap, I would love to leave our listeners with, if we could, some lessons learned, or a couple – I call them – pro tips on pursuing a high velocity career. And I’m going to ask you both, but I’d love to start with you, Allison, if you’ve got a couple of ideas or just some things to keep in mind, a pro tip.

Dr. Allison Keefe: Just say yes. So, my favorite saying, and in all seriousness, is, when a door opens, walk through it. So, you know, a lot of people will come to me and talk about different careers and they’re not sure, and, yes, you talk about the pros and the cons, but I’m also if a door opens, walk through it.

Stone Payton: Fantastic. Robin?

Dr. Robin Cheramie: That’s a great one. I really love the idea of lifelong learning, and I’m not just saying that as an academic, but I’ll use AI as an example. I’ve got lots of education to my credentials to get me to this point, but no one prepared me for the idea of AI, and what does that look like, and how do we need to learn and constantly adapt. So, I think that’s an excellent example for all of us to think about, that you never should stop learning. And that doesn’t mean necessarily go back for a degree, although I would be a big advocate of that, but read books, read current literature, keep up with current trends, go to conferences, professional conferences and learn from that. Be affiliated with networking groups or associations where you can kind of talk to each other and learn from each other.

Dr. Robin Cheramie: Those that sit still are going to be passed up, and you see that in every industry and every organization. And if you’re not paying attention to AI, I would tell you that’s another one where if you sit still, you’re going to be passed up. So, lifelong learning is something that I firmly believe in, and I think it’s advice that everyone could take and run with to be successful.

Stone Payton: Okay. Where can our listeners tap in, learn more about these programs, get some ideas, and some insight, and some input on pursuing continuing to advance their career? Whatever coordinates you think are appropriate and the best way for them to tap in.

Dr. Robin Cheramie: So, I would say go to the Coles College of Business website at Kennesaw State University. And we’ve got undergraduate programs and we have graduate programs that we could tap into. And there’s a ton of information there. That’s where you’d get started.

Stone Payton: Well, it has been an absolute delight having you two on the program. Thank you for your insight, your perspective, your enthusiasm, and your commitment to the work. This has been a marvelous way to invest a Thursday afternoon. You guys, you’re doing such important work and we sure appreciate you.

Dr. Robin Cheramie: Oh, thank you.

Dr. Allison Keefe: Thank you. Thank you.

Dr. Robin Cheramie: It’s been my pleasure.

Stone Payton: Mine, too. All right. Until next time. This is Stone Payton, for our guests today and everyone here at the Business RadioX family, saying we’ll see you again on High Velocity Careers.

 

Tagged With: Kennesaw State University's Coles College of Business, KSU

BRX Stories – Yum! Brands

September 10, 2024 by angishields

BRXmic99
BRX Pro Tips
BRX Stories - Yum! Brands
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

BRX-Banner

BRX Stories – Yum! Brands

Stone Payton: And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s share our experience with TrainingPros and Yum! Brands.

Lee Kantor: All right. TrainingPros was a client of ours that we had for a very long time, and then their business was that they work with companies and provide temporary trainers to come in and do training for the organization. And they were having a difficult time kind of getting in front of the people that matter most to them, so we created a show called Learning Insights that helped them meet and serve kind of the learning professionals in enterprise level organizations.

Lee Kantor: So, we were doing the show for quite some time and, in fact, they’re the ones who coined the phrase relationship building moments, because they saw so much value in terms of all of the opportunities that their salespeople had in building deeper and deeper relationships with people throughout our entire process. And that’s really kind of where that phrase was coined, where, you know, we have relationship building moment, and inviting the guest, and having a pre-call with the guest, with having the guest on the show, following up with the person after the fact. So, every interaction is really multiple relationship building moments.

Lee Kantor: So, we were doing the show for quite some time, and their big trade show came up. What was that? SHRM? Which one was it? Stone, do you remember?

Stone Payton: I want to say ASTD. I think it’s called ATD now. But I think it was ASTD, all the training firms, consulting firms get together.

Lee Kantor: That’s a big big event. That’s a huge event.

Stone Payton: Oh, yeah.

Lee Kantor: And so, they said, “Hey, can we bring the show on the road and have you appear in our trade show booth?” And we, of course, said yes. So, we were basically 80 percent of their booth. They didn’t get a bigger booth the first year. They just put us, you know, smack dab in the middle of their booth, and we had our microphones and headphones and mixer all front and center, and people were coming and being interviewed live in their booth. And it was super cool because their salespeople were able to invite people that would be difficult for them to really interact with into the booth. The people had to wait their turn while we got set up, so their salesperson got to spend a lot of time with people that were very important to them.

Lee Kantor: And do you remember the Yum! Brand person, Stone?

Stone Payton: Oh, yeah. This guy, he was on the front cover of Chief Learning Officer magazine. He was the grand poobah, vice-president of global learning, and he had a particular interest in multi-generational learning. And he had written at least one, maybe two or three articles on that topic. So, our counsel to our people was when you reach out, find out what they’re excited about, make this conversation on the show, make it about what they want to talk about. So, they reached out to the guy and asked him if he would come on and share his insight and perspective on multi-generational learning, so that’s how they landed the interview.

Lee Kantor: Yeah. And one of the interesting things was, when we do these interviews, a lot of times people just show up. Like, he just showed up there. It wasn’t prescheduled. And I grabbed their badge to see who they are because I have to introduce them. His badge was backwards and then I’m like, “Oh, I’m sorry, I can’t read your badge.” And he’s like, “Oh, I turn my badge backwards when I walk through these conferences. I usually don’t go into the area where all the booths are, because when they see that I’m with Yum! Brands, I get bombarded with people. And so, I slipped my badge backwards so that no one knows who I am because, you know, I wouldn’t be able to go two feet without somebody coming up to me. So, that’s why I flipped it backwards.”

Lee Kantor: So, I had never seen or heard that strategy before, but I would imagine that somebody who’s with a super large company, and that he is a sought after contact, he would do something like that. But for our client, he was voluntarily coming in here happy to spend 10, 15, 30 minutes with our client, hanging out in the booth, getting his picture taken, getting interviewed, and helping our clients build a deeper and deeper relationship with this kind of high value target.

Stone Payton: Well, the lesson that really stands out for me from all of that, and that was a great deal of fun, and it really ingrained our value to the client, I mean, so we did that kind of work with them for years, really, until the guy sold the company. But the thing that stands out the most for me, Lee, is we didn’t just say yes. They were sitting in the studio right after one of their shows, and they said, “Is there any way we could take this on the road and maybe go to this conference?” And there was like, beep, beep, you and I looked at each other, we both said, “Yeah, of course.” And we didn’t have the first clue.

Stone Payton: So, we saw an opportunity. We recognized and listened to the client’s need. We said yes, and then we went home and figured out how to execute. Remember that?

Lee Kantor: Yeah. That’s a good lesson for entrepreneurs out there.

Angie Bretag with Motive

September 9, 2024 by angishields

Motive-logo
Nashville Business Radio
Angie Bretag with Motive
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Angie-BretagAngie Bretag serves as director of Motive’s Emerging Sales division, helping to connect emerging and mid-market brands with Motive’s industry leading platform and AI-powered solutions.

She has been with Motive since 2020 and is based in Nashville, TN.

Prior to joining Motive Angie served in senior sales positions with Glassdoor and Careerbuilder. The transportation industry is in Angie’s blood; growing up her family ran a truck stop off I88 in Illinois.

Outside of work, Angie can be found cheering on her kids at their various sporting events, as well as her beloved Iowa Hawkeyes.

Follow Motive on LinkedIn, Facebook, X and Instagram.

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Nashville, Tennessee. It’s time for Nashville Business Radio. Now, here’s your host.

Stone Payton: Welcome to another exciting and informative edition of Nashville Business Radio. Stone Payton here with you this afternoon. This is going to be a good one. Please join me in welcoming to the broadcast with Motive Angie Bretag. How are you?

Angie Bretag: Doing good. Thanks for having me.

Stone Payton: Well, it is a delight to have you on the broadcast. I got a ton of questions. Angie, I’m sure we won’t get to them all, but I think a good place to start would be if you could share with me in our listeners mission. Purpose? What? What are you and your team really out there trying to do for folks?

Angie Bretag: Motive, we exist to solve the problems and help companies that are in the physical economy. So what that means is we build tools to make companies safer, more productive and more profitable. And I feel like if I was explaining this to my mom and I said physical economy, she would probably ask a question. So I’ll explain that. I think when we say physical economy, what we mean is we are partnering with the companies that build and power our homes. They support our infrastructure, they manage our waste, they grow, deliver our food. It’s like any any company that’s out there moving, delivering, producing a product like Motiv is designed and is built to really support them. You know, that’s what we do.

Stone Payton: What is the backstory? How in the world did you find yourself in this line of work doing this kind of service for folks?

Angie Bretag: Motiv found our way here. Um, over a decade ago. We got into this wild world of transportation initially just to digitize paper logs. And so the transportation industry was still doing everything on paper. And so we saw an opportunity to create a tool to be able to digitize those logs. And that’s how we got started. And, you know, the rest is history. You know, we’ve we’ve definitely expanded into different industries and different products, um, all with one idea in mind. And it’s just really to make the roads that we drive on safer and the companies that we serve more productive and more profitable.

Stone Payton: So have certain industries, sectors sort of gravitated to your work? Are there some that you really align with? Really?

Angie Bretag: Well, yeah. We, uh, we serve tons of different industries. Uh, you know, when we first got started, like I said, we were primarily in the trucking and transportation industry. Uh, but now over half of our business consists of companies that are outside of that industry. So construction, oil and gas, home services, landscaping, you know, anything that is, you know, delivering, producing like driving the physical economy. We can partner with.

Stone Payton: So what drew you to Nashville?

Angie Bretag: Motive. You know, motive saw the opportunity to, you know, create a, you know, an office, a culture and build out our sales team in Nashville. And so, you know, in 2018, we made a huge investment in the Nashville market and built out some incredible office space right up the street from the Ryman. We’re on fourth and church. And yeah, we we’ve got two floors and a building, the L and C building. And, you know, we saw it as a great opportunity to be able to be in the heartland of America that not only will help us serve our customers, but also attract a lot of awesome talent to come work at motive as well.

Stone Payton: So now that you’ve been at this a while and you clearly have, what are you finding the most rewarding? What’s the most fun about it these days for you?

Angie Bretag: Oh, um, yeah, I, I think, you know for me, but I think if you ask anybody at motive, you know, we really are drinking the Kool-Aid in terms of knowing when we sell our product, we make the road safer and we save lives. And so, you know, it’s exciting to sell a product that we know makes a difference and is meaningful. And so I love that. Um, but also the motive team is incredible. And we’ve got a lot of really motivated and excited folks that, you know, work on the sales team, but also an engineering customer support. And I think honestly, all the way up, our executive team, you know, people just really care and really believe that what we do matters and what we sell makes a huge difference in the industry, in the communities that our customers provide services in.

Stone Payton: Okay, so let’s dive into the work a little bit and whatever is is most practical for you. Maybe walk us through a use case. But I’m interested to know like what? What happens throughout the I don’t know, the engagement, the work with a client. Walk us through what that looks like, if you would.

Angie Bretag: Yeah. So a good example would be we are reaching out to these companies that are, you know, in their in various industries, but we’re trying to get in touch with whoever’s managing safety or spend or, you know, any like anything that would kind of fall into the bucket of profitability, productivity or even safety. And so, you know, depending on kind of where we, you know, start the conversation or, you know, how we kind of get a seat at the table, you know, we’ll kind of take it from there.

Stone Payton: Like, what is the customer pain point like and what’s the what’s the relief. Say a little bit more about the specific service and and what they’re getting from you guys.

Angie Bretag: Yeah I think when we speak safety, we’re talking about, um, one of our kind of key products that’s changing the way that we do safety is dash cameras. You know, we give companies visibility into what’s happening behind the wheels. They’re behind the wheel. And then also, you helping use our AI technology to identify unsafe driving behaviors and help coach drivers to make them safer at what they do. So Dash cameras is a great example of how we’re able to make some real, tangible impact on the roads.

Stone Payton: So I wasn’t anticipating that. I say more about how you’re utilizing AI to to bring this to bear.

Angie Bretag: I mean, what company isn’t talking isn’t slang in AI these days, right? You know, I think everybody really says that. But at the end of the day, you know, we are using AI computer vision to help companies be able to understand what’s happening behind the wheel. So, you know, our AI models are helping companies understand things like drowsiness, people not wearing their seatbelt, cell phone usage, um, unsafe lane changes. And so our technology can see both in the cab what’s happening in there, but then also what’s happening on the roads around them to provide coaching. But also, you know, alert drivers when necessary to put the phone down and to get their eyes back on the road.

Stone Payton: What a marvelous application for AI. So you can your sensors your technology can pick up that these things are happening. And then you’re also able to to provide some support system and some some ideas to help them mitigate it or prevent it in the future, it sounds like.

Angie Bretag: Exactly. Um, you know, and when I talked about, you know, we we really believe that we make the road safer. You know, we hear that from customers all the time, that they have it in their own vehicles. And they themselves are better drivers because, you know, they have the motive technology in their cabs. Um, but yeah, I mean, we were able to detect it and kind of curb it on the spot, but then also go back and help drivers, you know, replay, you know, pull the tape and, you know, see what’s happening. And it allows them to provide coaching to their drivers and help. You know, make some real, meaningful changes.

Stone Payton: So I’m interested to know how the whole sales and marketing thing works in your industry. And then I guess, in particular, I’m interested to know when you first started bringing this to the market, I mean, did people jump all over it or was there a little. Did they bristle with it a little bit at first?

Angie Bretag: Yeah. When I think for cameras specifically, um, kind of the safety, the safety product, I think, you know, the drivers that are good at what they do are really proud of, you know, their safety scores and being able to, you know, really prove that what they do behind the wheel is safe and great. And I think, you know, some of the other drivers maybe aren’t as excited initially, but they definitely get on board. And I think it’s because this isn’t, you know, this isn’t a punish, but it’s to coach and to curb and to improve. And so, yeah, I mean, I think if anyone you know, is used to doing, um, you know, used to doing what they do without it and then they, you know, have something in there that’s kind of reminding them that, yeah, it could, it could be a little bit like it’s not even I wouldn’t say startling, but it could definitely be a change. So I don’t think they’re necessarily enthusiastic enthusiastic about it initially, but they really see the benefit. Um, and it helps their drivers and themselves get home safe at night. And at the end of the day, at the end of the day, that’s what matters most.

Stone Payton: Uh, earlier in the conversation, did you say 2018 is when you began to make an investment in the in the Nashville area?

Angie Bretag: Yes, sir. 2018. So, um, a couple years before, um, Nashville, I think, really took off. And everybody, you know, everybody decided to pack up and move here.

Stone Payton: And the team’s growing continues to grow. What are some some near mid-term plans in that regard. You just you’re going to keep going down that path.

Angie Bretag: Yeah. Nashville is such an awesome market for us. Um, we primarily in the Nashville office. We have a lot of sales folks. Um, and then the majority of our business development team is also here, too. So that’s usually, you know, more, you know, junior a little bit earlier on in their sales career, folks that, um, are, you know, just starting off. And so we see a lot of value in, um, you know, recruiting in this market and, you know, getting people that ended up here after college or, you know, moving to Nashville. Um, and our, you know, jumping on the bandwagon.

Stone Payton: So recruiting and development, uh, I’ll confess, and my listeners know that I’ve had my struggles with that over the, over the years, but I’d love for you to speak to your experience in, in recruitment development retention. I don’t know culture, any counsel you have in that regard and maybe share some of your experience over the years. I know it would be helpful to me and probably for our listeners.

Angie Bretag: Yeah, I my background before motive was, um, in the recruiting technology space. So I worked for many years at Glassdoor. And so I, you know, I think something I’ll always say when you’re looking to recruit and, um, you know, build a culture and, you know, really expand your talent is listen to what people are telling you that work there. You know, look at you know, look at your look at the reviews and kind of read it and, um, address it. So yeah, I think, you know, that’s always a little piece of advice. I always say, you know, pay attention to what’s being said out there. You know, there’s usually a little bit of merit. Um, but when it comes to recruiting, I think, you know, we luckily have an amazing brand, both in our industry but also in just the technology world in general. Like people, you know, come to motive. They’re excited to be a part of, um, you know, to be a part of the team. But, you know, some of the things that we’re really looking for. And I’ll speak to the sales side. Um, you know, as someone that does a lot of recruiting here in this market, uh, for salespeople is, you know, we’re looking for the ideal team player.

Angie Bretag: That’s like a recruiting methodology. You know, we’ve read a long time ago, but the idea is, you know, we’re looking for three things in our candidates. We’re looking for folks that are humble. You know, they don’t have a huge ego. They really want to, like, learn and grow. And they know that they don’t know things. And so they’re hungry to develop. Um, so humble, hungry. You know, they want to work really hard and they’re willing to, you know, put the work in to get the results that’s necessary. So humble, humble, hungry. And then the last one is just smart. Like they’re firing on all cylinders. Um, they’re able to, you know, understand complex ideas and be able to break into new industries and be curious and so humble hungry and smart is really what we look for on the sales side to identify talent. And then I think, where do we find it? We look across all industries. You know, you don’t have to come from one of our competitors necessarily to really be able to connect with the transportation and kind of physical economy industries that we serve.

Stone Payton: I think you make an excellent point, because I do think, you know, if you’re coming into a software firm and you’re coming from a surfboard manufacturer, you’ve got some perspective, some insight, some objective lens on some things that could really bring tremendous value to the software firm. Right.

Angie Bretag: Oh, yeah. Um, it’s always fun when we, you know, we bring someone in from a completely different industry and they kind of look at what we do, and they’re like, why don’t you why don’t you do it this way? And they think about the problem or the opportunity just slightly different. And it really changes the way that we operate So yeah. Absolutely. People diversity of thought and backgrounds makes a huge difference when you’re building out a team.

Stone Payton: Well, and that’s another interesting topic that you’re bringing up. I’ll call it innovation or creativity, because I think most of us who lead organizations large and small want to have an innovative creative culture. And at the same time, it’s not like you can jump on every cool idea that gets mentioned. Do you guys have any kind of like, rigor, disciplined, structured process for having that feedback loop and a way for people to contribute ideas and then treat it with some due diligence and, and then also so that the person that submits an idea and you don’t adopt it, they don’t feel beat up. Have you lived through any of that?

Angie Bretag: Oh, yeah. We always say like, you know like you’re like, you’re going to do something wrong. You know, the sooner that you can, you know, mess something up, the sooner you can figure out how to do it the right way. And so I think that’s one thing that we do really well, is create the space for people to learn and to grow. And, you know, we don’t expect perfection. We expect effort and we expect results. Um, and, you know, we we aren’t we aren’t perfect. We have really good, awesome ideas to go out and engage with prospects. And then we have kind of crappy ones, too. You know, it takes a couple of crappy ones to find the really good ones too. And if you don’t make people feel safe enough to come with all their ideas, then you’ll miss out on the really good ones.

Stone Payton: So I’m almost certain the answer to this is yes, but I’m going to ask anyway and maybe you can expand on it if that is the case. But I’m interested to know, have you had the benefit of one or more mentors along the way to help you navigate the terrain, like from transitioning from recruiting to this arena? And then as you continue to grow and things change, have you have you had a mentor or two?

Angie Bretag: Oh, yeah. I’ve had a ton of mentors. Um, you know, people I still keep in touch with from, you know, other organizations that I was lucky enough to work at and then internally at motive. Um, there are just so many people that are invested in want to support. Support you. You know, I feel like I, you know, have had the opportunity to work for some really great leaders. Um, and specifically at motive, you know, I shout out Ben Nott-bower. Um, you know, I have like a full, like a folder on my computer that’s just like my one liners of, you know, little tidbits or things that I’ve learned from him, from him throughout the years, um, that now, you know, I’m passing on to the managers that report to me and, you know, they’re passing on to their ease.

Stone Payton: So I don’t know when or where you would find the time, but, uh, interests, passions, hobbies, pursuits outside the scope of your of your work. My listeners know that I like to hunt fish and travel. Anything you have a tendency to nerd out about that’s not transportation and AI?

Angie Bretag: Oh yeah, I’ve got I’ve got toddlers and so, um, yeah, I mean, we they keep us busy, you know, we’re toting them to baseball right now and dance and gymnastics. Um, but yeah, we I mean, I think our toddlers keep us really busy. And then, you know, I am a huge football person. I grew up with brothers that played collegiate football. My, you know, every man in my family is a football coach. They all coach for the high school team back home. So yeah, I feel like, you know, we are officially, um, you know, in football season. And so that is something that I nerd out on, you know, I will nerd out on for the next six months.

Stone Payton: So we touched on sales and marketing a little earlier in the conversation, but I understand that you guys are going to be at an upcoming conference. Is that accurate?

Angie Bretag: Absolutely, yes. We’re going to be at MCE here in a few weeks in October. We’re really, really excited about it.

Stone Payton: And if you would share with us what MCE is and kind of your your strategy, like what will you try to accomplish? I mean, do you have you probably do have some sort of strategy or set of objectives that things that you want to get accomplished while you’re there? Yeah.

Angie Bretag: Yeah, absolutely. We are lucky enough to be one of the premier safety performance partners. Um, you know, it’s a really important industry event for us. You know, it brings together a bunch of different trucking industry leaders, CEOs, executives, um, and they all kind of nerd out over new things that are happening in the industry. And we are so excited to, you know, sponsor that and be a part of the conversation and just have the opportunity to really sit with, you know, folks that are already partnered with motive, but also that are curious about what we do and how we help companies like theirs. So yeah, I mean, I think best case scenario, we have some awesome conversations and learn things we don’t even know yet about our industry and identify, you know, problems that we can continue to solve for, you know, the companies that we serve. Yeah, we’re really excited about it.

Stone Payton: And where is it going to be.

Angie Bretag: Here in Nashville?

Stone Payton: Oh, right in Nashville. That’s fantastic. Well, I’ll tell you, my experience has been, as you might imagine, we do a lot of conference and trade show work where we are doing live radio, either on behalf of the conference organizers or an individual vendor. Exhibitor will hire us to do radio in their booth. And I have observed that particularly those firms that really do approach it with some real intent and objectives. I mean, you can get so much accomplished in terms of genuine relationship building in the space of a 2 or 3 days that that, you know, has an impact for for months and years, can’t you?

Angie Bretag: Oh, yeah. And especially this industry like we you know they are you know they’re they love the idea of getting to meet with people face to face and building those relationships. And, you know, the value and problems that we solve are so real. Um, and, you know, I think having the opportunity to really connect with them and, you know, spend some time with them in person makes a huge difference in, um, you know, being able to build opportunities across the spectrum.

Stone Payton: Well, I would say good luck at the conference, but I don’t think you need it. It sounds to me like you’re approaching it with the right mindset and a plan, and I am interested to to hear how it goes. So maybe you’ll swing back around and and tell me about the the experience before we wrap, I would love to leave our listeners with, I don’t know, a couple of lessons learned, maybe some pro tips. And it doesn’t have to be confined to the transportation industry, although that might be a perfectly appropriate point of focus for this. But just, you know, just running a business and scaling a business and recruiting, let’s leave them with a couple of quick pro tips or lessons learned, if we could.

Angie Bretag: Yeah. Um, yeah, I think a couple a couple pro tips or just things I’ve learned throughout the years that I think has that matter are, um, you know, the first one is it’s really it’s at the end of the day, it’s more important to be interested than interesting. You know, I think focus more on your customers and, you know, be obsessed with ways that you can serve them, um, and design your product and your company around being able to really solve their problems and, um, be more focused on them than focused on yourself. So I think you know, it’s more important to be interested than interesting. Um, I think that applies to any industry, transportation or not. Um, you know, that’s going to, at the end of the day, make you stand out and make your make your company successful. Um, and then I guess on a personal one, you know, I think one way I pursue life and business and, you know, you can start to see people that kind of view it in a similar way to, you know, there’s going to be a bunch of stuff that you have to do. You know, you have to, you know, in the sales space, you have to make cold calls, you have to, you know, send emails and kind of do some stuff that maybe isn’t as fun as, um, you know, getting to like, sell.

Angie Bretag: But, you know, those are the things you have to do. And I think the people that view it, the task view, the tasks that feel less exciting or less fun is kind of get to’s. Um, as you know, I get to make calls like, I get to go out and talk about motive. I get to, um, you know, I get to do these things because I have an awesome job. Those are the people that are long term, really successful. And, you know, that’s in business, but that’s in life too. You know, the people that, um, you know, I get with, especially with my toddler, you know, I get to read the 10th book tonight before bedtime versus I have to, I think, you know, viewing life and the the get twos versus the half twos really will change your perspective and how you approach work in life. And I, I think that’s been some of the best advice that, you know, I’ve received over the years.

Stone Payton: Well, I am so glad that I asked. I think both points are marvelous. Counsel. I am probably going to borrow slash steal. Interested? Over. Interesting. I’ll try to remember to credit you at least the first few times I say it.

Speaker4: Deal?

Angie Bretag: Deal. Well, thank you so much. This was exciting. I hope, I hope we shared some stuff with the listeners that they get some value from.

Stone Payton: Oh, without a doubt. All right. What’s the best way for our listeners to learn more about motive, tap into your work. Uh, you know, maybe learn about, you know, the where you’re headed. Maybe someone’s interested in a career with motive. Let’s leave them with some coordinates. You know, a website or whatever you feel like is appropriate.

Angie Bretag: Yeah. I mean, if you’re in the Nashville area looking for a sales gig, absolutely. Check out our careers page at Go motive.com. We’re on all the socials. Um, you know, if you want to learn a little bit more about life at motive, um, you can see some of our cheesy, cheesy posts about what it’s like to actually work here and learn a little bit more about the culture. Uh, we’re on LinkedIn. You know, those are great places to go. Check us out and then, you know, if you are going to be at MCE, um, in October and you know, you’re going to be lucky enough to be a part of that, stop by, talk to our team. You know, we’re really excited to talk about some of our new product releases and spend some time with the folks in the industry. So if you’re at MCE, check us out at our booth. Um, we cannot wait to meet with you. So yeah.

Stone Payton: Angie, it has been an absolute delight having you on the show. Thank you for your insight, your perspective, your enthusiasm. And I gotta say, your your wisdom. You, you and your team really are doing important work and we sure appreciate you.

Angie Bretag: Oh, thank you so much. We we love what we do. And, you know, we feel lucky enough to be able to work for an awesome company that makes a difference.

Stone Payton: I believe it. All right, until next time. This is Stone Payton for our guest today, Angie Bretag with motive and everyone here at the Business RadioX family saying we’ll see you again on Nashville Business Radio.

 

Tagged With: Motive

BRX Pro Tip: Tell More Stories

September 9, 2024 by angishields

BRXmic99
BRX Pro Tips
BRX Pro Tip: Tell More Stories
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

BRX-Banner

BRX Pro Tip: Tell More Stories

Stone Payton : Welcome back to Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, today’s topic, storytelling.

Lee Kantor: Yeah, I think it’s so important in today’s world that you have to tell more stories. A lot of folks, especially in the professional service business, love data and they like to show numbers and statistical evidence that this is better than that and it’s obvious because the numbers show it. That’s all good and fine, but stories are the things that people remember, so it’s important to invest the time in getting to know how your service is truly impacting your clients, and then tell those stories to more people more often.

Lee Kantor: You know, sure, you can have the data, you can have the stats. All that stuff is great on a PowerPoint. But when you’re talking to somebody, it’s so important to be able to have an anecdote where you’re kind of focusing on one person and you’re sharing a challenge that they had and how you were able to help them overcome that and get to a new level.

Lee Kantor: Those little anecdotes, those stories are what people are going to remember. That’s how they’re going to refer you to somebody else. That’s how they’re going to decide to buy what you’re selling when you can kind of illustrate how somebody’s business or life changed because you helped them.

Stone Payton : So focus on the motions, not just the facts and figures. People remember stories. They forget numbers. It’s so important to be able to have these at the ready so that no matter what the situation is, whatever the problem the person has, the prospect has, or the challenge that they have that you have an anecdote at the ready that kind of illustrates how you were able to help somebody solve a problem and deliver a solution that helped get them to a new level.

Lee Kantor: So work on those stories. I would go through all your databases. I would have the whole team kind of in on this, where you just brainstorm a bunch of stories for a bunch of different occasions to help kind of lock in the emotion about why you’re the best fit for this prospective client.

Ramping up to attend the WBEC-West 21st Annual Procurement and Awards Conference with Sheila Cavalier

September 6, 2024 by angishields

WIM-Freaky-Cookie-Feature
Women in Motion
Ramping up to attend the WBEC-West 21st Annual Procurement and Awards Conference with Sheila Cavalier
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

In this episode of Women in Motion, host Lee Kantor welcomes Sheila Cavalier, owner of The Freaky Cookie, a corporate gifting company specializing in unique cookie flavors. Sheila discusses her business’s evolution from direct-to-consumer sales to corporate gifting, emphasizing adaptability to market demands. She highlights the importance of networking and community support, sharing her positive experiences with the WBEC-West community. Sheila offers practical advice for first-time business conference attendees, focusing on relationship building, active listening, and follow-up.

Sheila-CavalierSheila Cavalier is CEO and Founder of Freaky Cookie.

Sheila set out to create something fun, something unique for the corporate gifting world that would communicate to customers and employees just how much they mattered. The result: Freaky Cookie, based on a family recipe dating back 90+ years!

A Los Angeles native, Sheila come from a long line of bakers, writers, and a father who worked in the aerospace industry in the 1960s. This legacy of creativity, innovation, engineering, and a quest for out-of-the-box fun led to the creation of The Freaky Cookie, also known as “The Cookie Disruptor!” The-Freaky-Cookie-logo

For a time, Sheila worked as a Multi-state Auditor, giving her the unique ability to parlay her talent for managing details with her creative vision. “It’s one thing to have a dream. It’s another thing to execute the plan that makes that dream a reality.”

Sheila enjoys running, music that soothes her soul, and spending quality time with family.

Connect with Sheila on LinkedIn.

Music Provided by M PATH MUSIC

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX Studios, it’s time for Women In Motion. Brought to you by WBEC-West. Join forces. Succeed together. Now, here’s your host.

Lee Kantor: Today on Women In Motion, we have Sheila Cavalier with The Freaky Cookie. Welcome.

Sheila Cavalier: Thank you.

Lee Kantor: I’m so excited to learn about your business. Tell us about The Freaky Cookie.

Sheila Cavalier: All right. So, yes, we are Freaky Cookie. We are a corporate gifting marketing cookie company located in Rancho Cucamonga, about 50 miles east of L.A. And what we do, we specialize in unique, cool cookies. So, we have taken a 90-year family recipe, and we have put a spin on it and created these real cool cookie flavors. So, we’ll have cookies like Fruity Freaky Loop, we have Oreo Boo. We just do a large mass amount of different type of cookies, and we have a rotation where we put them in and we rotate every quarter. We do marketing. Many of our clients will use them for marketing events, employee incentive events, and gifting, of course. So, that pretty much summarizes what we do.

Sheila Cavalier: Oh. Also, we have a in-house graphing department where you can have your labels, your own logos and themes placed on the cookie box, which is a big incentive for, you know, our clients because they like to market their events and their company.

Lee Kantor: Was the cookie company always geared towards corporate like this, or did it start out as, “Hey, I make a really good cookie”?

Sheila Cavalier: Hey, how did you know that? Yeah. Pretty much that’s how we started out. We thought we were going to really see that D2C space grow. So, we kind of market it and we had everything. Our motto was set towards the D2C, but where our facility is located, we’re like in an industrial park where our kitchen is an industrial area. So, you don’t have much foot traffic. It’s no need for individuals to come into that area, you know, unless they’re conducting business. And what we got to see over time was cookies were stacking up. You know, no one wanted to buy two and three cookies. They weren’t stopping in to The Freaky Cookie for that.

Sheila Cavalier: But what we were seeing was a lot of calls coming in from clients or potential customers that were in the area to visit other customers, their clients, and they wanted cookies to take to their clients to show their appreciation. So, we kept our eyes on the pulse of the market and we’re like, “Hey, what’s going on?” You know, we were just getting these calls coming in, give us four dozen, give us ten dozen. And we kept seeing that over and over, and we’re like, wait a second here, as far as consumer, they’re buying one or two, and some days no cookies. So, we’re like, “Okay. We need to rethink this model,” and that’s how we were able to kind of pivot and take that look into the corporate space, and, of course, do our research and all and build in that space.

Lee Kantor: Well, I think that’s an important lesson for entrepreneurs. I mean, sometimes some entrepreneurs fall so much in love with their product and they kind of go down with the ship if it’s not going their way, where you are able to say our product is the same product, and if a company wants to buy 100 of them, let’s sell them 100, instead of wait for 100 people to come in and buy one cookie each.

Sheila Cavalier: Right. Absolutely, Lee, that’s true and that’s what we really focused on. Like I said, it took us some time, though, for us to really understand that it wasn’t geared towards the direct to consumer space because we knew very little about the corporate space even though we are in this industrial area, and within a 20 mile radius, it’s nothing but a lot of industrial buildings, and you got the airport, you got big Fortune 500 companies. But when we caught on, we started, like I said, connecting, reaching out, and we said, “Hey, let’s reach out.” We reached out to some consultants and they were able to help us, and we were able to align with what the demand was going on. And it’s been a nice journey. And, of course, COVID didn’t really help much, but, yeah, we were able to build, recover from that, and move forward, so we are — here.

Lee Kantor: Why was it important for you to become part of the WBEC-West community?

Sheila Cavalier: Oh, my God. You know what? One thing I can say, I come out of a corporate background. I was in corporate for many of years. And not having that entrepreneurial network immediately around me, like I tell everyone, I could pick up a phone if I needed a corporate job, that was not an issue. I had plenty of network of individuals in that space. However, when it came time for entrepreneurship, I knew really no one to turn to. Of course, you have your chamber, and I thank God for that, and those that were in the chamber. But I saw an opportunity bigger, and I just didn’t know how to touch in. I didn’t have anyone to reach out to.

Sheila Cavalier: And, of course, thank God for the internet, you start doing this research and looking for other women businesses, picking up nuggets along the way, and I happen to come across WBENC National, and I’m like, “What is this?” And over a period of time because it was just so much information there and opportunity, and I didn’t understand it, it was just like a puzzle with several pieces and trying to figure out how these pieces all were interrelated.

Sheila Cavalier: So, I took my time and researched. It took me about a couple of years because I was really trying to understand how this organization could help catapult my business to a new level. And seeing the supplier diversity program, I’m like, “What the heck? What is this?” But as time went on and I reached out to them, and they were so helpful, and then connected me back to WBENC-West, that was the beauty of it, because you have national and they’re headquartered on the East Coast, but they were able to connect me back to WBEC-West. And, oh, my God, the team was amazing, so supportive. I would call in, I can’t tell you how many times Maria and the group, they were always there to answer and inspire me, and just give me information as I need it.

Sheila Cavalier: So, that was my connection and I saw opportunity. You know, of course, it took a while, but then as I started connecting and getting to know individuals in the organization, I was like, “Oh, my God. This is opportunity. This is what I was looking for.” Now, it’s like, how do I build it? How do I connect and how do I develop relationships? So, I tell Jaymee, and Dr. Pamela, Maria, the team, had it not been for WBENC, WBEC-West, I don’t know how I would have grown this company. It would have taken much, much longer. Because of the connections that we have made and the help and support from corporate members, it has been amazing for us, so it has definitely catapulted our business into a new level.

Lee Kantor: Now, one of the benefits of being part of the WBEC-West community is you get access to events, like the upcoming 21st Annual Procurement Conference at the Westin Lake Las Vegas Resort and Spa in Henderson, Nevada this September 17th and 19th. Have you gone to these conferences before?

Sheila Cavalier: Yes, I have. I attended last year’s conference and it was amazing. And, of course, I’m registered for the upcoming conference and is so excited. Oh, my. The conference, you know, because we’re in a smaller group setting, my first conference was nationals. And just with a large conference and becoming a new member, it was overwhelming but I really enjoyed it. Having to have this opportunity to be connected in a smaller atmosphere and with business women, the team was amazing. It was like you were just in an environment where you can just learn. You had insights from individuals. You’re connecting with corporate members. You’re connecting with certified sisters. It was amazing. And just being in conversation and learning so much in this smaller setting was phenomenal.

Sheila Cavalier: I can’t tell you, I get excited when I think about it because I feel a lot of my information, a lot of relationships, the networking aspect of it is really strong at these smaller conferences. It’s that small setting, like a classroom, you’re going to be more connected and have more time to just get to know one another and share insights. And that’s what we do there.

Sheila Cavalier: And last year was phenomenal. I just can’t believe the connections I made and relationships. That’s what it’s about. We always hear that, we’re building relationships, we’re building relationships. Let me say it personally, I didn’t understand the depth of the relationship until I was at WBEC-West, because there, you’ve known individuals, you may have seen them at events, you had time to talk a few minutes or whatever the case may be. But over time, having those three days is just like an opportunity that only happens it seems like once in a lifetime. But we’re really fortunate to have this happen every year. So, to me, I call it my relationship building blocks. It just helps to really build, gain insights, and further grow the company.

Lee Kantor: Now, any advice for someone maybe this is their first time going to an event like this, how do you kind of get the most out of the experience and not feel overwhelmed? Like, do you have a strategy or some tips you can share about kind of attacking this? Because I would imagine you do some homework before the thing begins in order to maximize your time there.

Sheila Cavalier: Yes. Oh, absolutely. I’m doing my homework to see how my business model, my product can align with the different corporate members that are there, the companies that are there. Looking at their background, looking at the services they offer, their departments, who can use cookies, or where’s an opportunity for gifting within the departments. And, also, seeing who else is going to be there for us, other WBEC sisters. So, you’re looking to see and you may have already come in contact with others. You know them and you may have had some advice given from them or you guys have had relationships, like a couple of the companies I have worked with, and to see how we can further develop our relationship and see how one another is doing.

Sheila Cavalier: So, yeah, I do quite a bit of research before going in and developing the strategy. One thing I say, if this is your first conference, you want to understand what is your goal. You know, why am I going to this conference? Am I going just to sell my product? Am I going to see how my product fit in? I always say, for me, personally, I’m not there to sell my product. I’m there to build relationships. And I say that in the sense of I want to get to know individuals and what their gaps are. Just talking with them, what is the gap as far as what they’re doing and how they’re building their company.

Sheila Cavalier: So, with me, personally, I’m looking at relationships because everyone can use some gifts, everyone uses gifts, but not everyone wants cookie gifts, or maybe they don’t know they want a cookie gift. So, my thing is just wanting to understand or wanting to get to know my fellow WBEs in a deeper relationship per se.

Sheila Cavalier: And then, again, they always have insights they’re sharing with me, as I may not have known something that could further benefit my business. So, I’m going with an open mind, but I’m also going understanding that this is opportunity to gather information. I always like to think of it as my think tank, my information tank. It’s just a wealth of information around me and how am I going to pull from that information, what is going on in these different companies in the future that maybe we can collaborate together, we can do a partnership, or just the fact of I didn’t even may have known they existed or that they were a member, so just to build.

Sheila Cavalier: I’m one of those that’s looking to build, build relationships because I feel that is where it happens. And relationships takes time to build, so this is a perfect setting, opportunity to build relationships, and get to know one another on a personal level or business-personal level. So, that’s my advice, get to know who is there.

Sheila Cavalier: Participate in the events. One thing about me, I love being around people. But on the flip side of that, it’s a little intimidating at times. But if I just get in there and start being a part of the activities and having fun, before you know it, you’re like, “Oh, my God. I know this person. I know that one. I connected with them.” You just get to know people. So, you really want to take advantage of the activities and stay connected throughout the conference. That’s the important part. And I think that goes a long way for anyone going, whether we’ve been there years or this is the first time, stay connected and just be open to learning and being involved.

Lee Kantor: Now, one of the events that occur are those matchmaking events. Can you talk about some strategies on how to make the most of those kind of interactions?

Sheila Cavalier: Yes, matchmaking. With the matchmaking, I know that the individual there – let me start there – is going to be taking the information back to the different departments or to the lead director of supplier diversity. So, my objective is to give them some insights about my company and how I feel they can connect, how I feel I could be a benefit and fill a gap in that particular company.

Sheila Cavalier: The key thing to me is having information where I can follow up and understanding that it may take time, it’s going to take time. But if this is my first connection with them, at least I’m dropping nuggets and they get to know who The Freaky Cookie is, what we offer, and how we can be of service. And then, from there, I feel it’s my responsibility to follow up in the sense of maybe I’ll see them at another event, or maybe they said I’ll reach out to you in a few weeks, so I’m going to give them a little longer than that. And if I have an email, I’m going to follow up. But I really believe patience is the virtue of these events and these matchmaking sessions.

Sheila Cavalier: With the matchmaking, I’m going in with a list of questions that I may have. But then, again, because of the information they’re giving me, my direction may change. So, I’m not so much stuck on what is on my sheet and the strategy, or what I’m really trying to communicate as much as I am listening. To me, it’s really important for me to be listening at the information they’re providing, because they’re the ones, they’re the experts of that or know more about the company than I do. So, that is very important to me.

Sheila Cavalier: Matchmaking is an opportunity I feel to build. Maybe this particular time, I may not hear back from them in a while from this event, from this conference, but, hey, I may see them at national, I’m going to see them again maybe next year at WBEC-West, or at one of their personal events. So, I’m always thinking this is just a start spot to move forward and to continue to connect and to touch base. That’s the way I see it.

Lee Kantor: Are you bringing any of your cookies?

Sheila Cavalier: Of course not. That wouldn’t make sense. Heck, yeah, I am. I hope you’re there, Lee, so you can try them. We’re actually getting ready for the fall, and I’m bringing some of our fall flavors. So, yeah, I got a few things up my sleeve. Yeah, I do.

Sheila Cavalier: You know what I wanted to say, too? I wanted to also give some advice or just share my insights on the roundtable experience as well. I know you mentioned matchmaking. Can I –

Lee Kantor: Sure. Absolutely. Please.

Sheila Cavalier: Okay. With matchmaking, you’re going around and, of course, we’re talking in these group settings for so many minutes, and we’re sharing our company experiences. But what I found was key for me at this matchmaking is that, that corporate member is listening to your information. They’re listening to your challenges. They’re listening to your services. They’re listening at what you have to offer.

Sheila Cavalier: And the reason I say that, I had an experience last year at the Chase table. Lisa Stevens, she’s one of the directors of WBEC-West. She’s on the board. And we were chatting, I was sharing with Lisa my challenges growing the company, and trying to put together the strategy for timelines and marketing, and on and so forth. And Lisa was listening to me, and she says, “You know what? I’m in L.A. area. I’m going to reach out to you and I have a few options that we can possibly take. But be patient, I’m going to reach out to you and we’re going to determine how to move forward.”

Sheila Cavalier: And sure enough, I heard from Lisa in two weeks, and I was amazed because I knew she had so many individuals that she needed to reach out to. From that point, Lisa and I worked together for a full year, and she was able to guide me through different challenges and give me advice. And she’s been a jewel for me in this last year. So, you know, I didn’t even see that in the meetings, the roundtable meetings, but that happened out of that. And I was so moved by that because I still have a relationship with Lisa. I can follow up with her at any time. And I’m looking forward to seeing her here and attending her workshop at the WBEC-West conference next month.

Sheila Cavalier: So, I mean, these roundtable meetings, they’re just as valuable as the matchmaking. Take advantage of any opportunity that come your way and just be ready to go in and get the best out of it.

Lee Kantor: Yeah. And that’s another great example of, like you were saying earlier, just being open and not making selling the thing you’re trying to do, and making just relationships and meeting people and learning. When that’s the metric that matters, you’re going to have a more productive conference.

Sheila Cavalier: Absolutely, Lee, that’s the key right there. Because you’re open and, like I said, you’re just absorbing. You’re like that sponge, you’re just taking information in. And it is going to be a lot of information. I mean, if this is your first time, be patient. It’s going to be a lot of information. It may feel overwhelming. Go home, sort through it all, take your time, and just digest because it is so much value at this conference, and you want to just be in a position where you can receive and build. That’s the key.

Sheila Cavalier: And for me, personally, when I got to that point, it’s just like the doors start opening in the sense of opportunities. And just even beyond WBEC-West, just looking at my other business relationships that I have already formed with my clients, it’s just so much different information that you can pull and take to different parts of your business and can help you grow.

Lee Kantor: So, if somebody wants to learn more about The Freaky Cookie, is there a website or a way to connect with you through that?

Sheila Cavalier: Oh, absolutely. First of all, we do have a website, it is thefreakycookie.com. And you can also reach out to me personally at hey, H-E-Y, @thefreakycookie.com. We’re gearing up for the holidays. We’re going to have some really cool gifting offerings this year. And we’re excited and definitely could be a help to fill those gifting needs.

Sheila Cavalier: I mean, everyone is looking for a great gift, and The Freaky Cookie, we do it right. We’re giving you something that you’re not going to find out in the marketplace. So, yeah, you taste the cookies, I invite anyone on the podcast to stop at the table, I’m going to have a pop up table there so I’m looking forward to meeting everyone. I’m excited. I’m super excited.

Lee Kantor: So, you’re going to be at the event September 17th through 19th at the Westin Lake Las Vegas Resort and Spa in Henderson, Nevada. You’ll be there with a table, and they can taste the cookies there, or maybe run into you in one of the roundtables or one of the events.

Sheila Cavalier: Absolutely. I hope all of that happens. Yes, absolutely. Definitely will be there. Looking forward to it. Cannot wait.

Lee Kantor: Well, Sheila, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Sheila Cavalier: Thank you, Lee. I appreciate the opportunity to be a part of the podcast today. It’s great. I love sharing the story.

Lee Kantor: All right. This is Lee Kantor. We’ll see you next time on Women In Motion.

 

Tagged With: The Freaky Cookie

Fintech South 2024: Luis Andino with Ditch

September 6, 2024 by angishields

FS-Ditch-Feature
Atlanta Business Radio
Fintech South 2024: Luis Andino with Ditch
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Fintech South 2024, hosted by the Technology Association of Georgia (TAG), took place on Aug. 27-28 at the Woodruff Arts Center and Atlanta Symphony Hall. This year’s theme was “Fintech Lives Here!”

Luis Andino, Founder and CEO of Ditch, is a 2x founder, computational mathematician and former data scientist at a multi-billion-dollar fintech lender.

Our mission is to empower individuals and families to achieve financial freedom through personalized financial education and debt management tools.

 

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to my next guest, Luis Andino with Ditch. Welcome.

Luis Andino: Thank you so much for having me.

Lee Kantor: So before we get too far into things, tell us about Ditch.

Luis Andino: Of course. Well, Ditch is a personal finance app that uses AI to help people manage and repay their debt in a more efficient way.

Lee Kantor: So how does it work?

Luis Andino: It’s simple. So we take roundups of your purchases and then we send those automatically towards your debt. So think of walking into a coffee shop and buying a coffee for $3.40. We take that 60 cent roundup and then send it automatically towards your student loans, mortgages, credit cards, which means that you’ll get to pay off your debt faster. And the faster you pay off your debt, the less you’ll spend on interest. And that’s how we help our users save money.

Lee Kantor: So how much does that for an average person come up to every month? Because $0.60 at a time, it seems like, you know, my mortgage. It’s going to take a minute. Of course.

Luis Andino: Well, we’ve gotten clever about how we go about it. And one of the things that we do is that we allow users to add multipliers to their roundups. So we have the average multiplier on the platform is 2.7, which means that that 50 cent roundup is going to end up being over a dollar. And those add up to be about $150 on average for our existing users. But you could also take Instead of just a roundup, you could also decide to use a percentage of that transaction and then limit the transaction range. So if I go and, you know, spend $150 and I’m allocating 10% of all my transaction spend towards my mortgage or my debt, then that $150 transaction would end up resulting in a in a $15 payoff. And those rack up much, much, much faster. But our average user today is able to send about $150 towards their debt every single month.

Lee Kantor: And then how much time does that save them in and how quickly they can pay off their debt?

Luis Andino: It depends on the it depends on the type of loan. So mortgages, it’s going to be much more time for credit cards. It’s going to be a little less time. It depends on the balance of the credit card. But generally users expect to save around 30 or 40% of the total time it takes them to pay off their debt with these payoffs now.

Lee Kantor: So how does the app work for me as an individual. Do I pay for the app? And then you’re doing this, or I’m paying a transaction fee every time. You know, we do this dosey doe with the roundup.

Luis Andino: That’s exactly it. So we take a small percentage of every time that we make a payment towards your debt. And the reason that it’s still very profitable for you as a consumer is because you’re saving much more on interest. And in fact, you’re saving five in cases, five times more on interest than what we’re charging you to make that transaction. So the product is free to use. There are some premium features, but the product in itself and what I’ve described as free to use, and then we take a small percentage of those transactions. And that’s how we make money.

Lee Kantor: Now, how cumbersome is it to make the connection between the app and all of the things that debt like to get permission them in, like, because this sounds like a fintech challenge.

Luis Andino: It is. And, you know, that’s one of the things that we have solved. Um, and our average user, it takes our average user about four minutes to link all their accounts and set everything up from the moment that they open the app for the first time, to the moment that the payoffs start accruing, it takes on average about four minutes.

Lee Kantor: So it’s a matter of the permissioning my the place I owe the money to to say, hey, I’m going to make extra payments at random times. Or is that or do you do it all at one time, once a month? Like how do the is it happening in real time as I’m making the payment, it’s going in sending a dollar to my credit card.

Luis Andino: It’s not because of course transaction fees would make that impossible. If I’m sending $0.30 at a time and I’m paying a couple cents per transaction. So what we do is we aggregate and we allow the user to choose the pace, but it defaults to $25 right now. So every $25 we’re going to be making a payment from your checking account directly to your debt. Be that a student loan, your credit card, your mortgage, etc..

Lee Kantor: So you’re putting it in an envelope.

Luis Andino: Effectively. You can think about it that way. Yes.

Lee Kantor: So, um, what was the genesis of the idea? How did the kind of the concept come about?

Luis Andino: Well, first of all, I have a background in consumer lending. So I worked in consumer lending, and I just worked with enough people that were managing debt to realize that, frankly, that kind of sucks. And most people have it right. And so unless.

Lee Kantor: You’re the what is it, the rich, rich dad, poor dad. I think he likes debt.

Luis Andino: Exactly. Well, debt can be used very properly. And that’s one of the things that we want to also do is within the app, we also have some financial education courses that the user can take. And the idea is that eventually we’ll take user’s debt from being a burden to being a tool that they can leverage to live a more prosperous life. But doing that takes a lot, right? And so we’ve decided that we wanted to focus on the specific segment of debt, because most personal finance apps have overlooked that segment. They’re focusing on the folks that are high net worth individuals that have assets that they can generate revenue. They have a high Fico score so they can be sold a new credit card, whereas Dick works with the people that anecdotally have been overlooked, which is the people that manage and repay debt and that are struggling with debt.

Lee Kantor: So is there a story behind the name?

Luis Andino: Well, it’s it’s very simple and it’s kind of cheesy too. But what we what we do is we want to help our users Ditch their debt. And so for that reason, we’ve chosen that name. Um, and it’s it’s worked. It’s stuck. Our users like it. It’s catchy, it’s short, and it’s made sense thus far.

Lee Kantor: So at what stage are you as a startup?

Luis Andino: I would say that we’re in the seed stage. We’re still finding, uh, our groove and finding our what they call in the startup world product market fit. Uh, but we believe that we’re well on our way to do so. We’ve have we’re serving thousands of users that are using our platform every day. Uh, and we’ve been growing dramatically over the past four months.

Lee Kantor: So what was it like when you just put it out to the world and were like, oh, I hope somebody kind of bites on this thing.

Luis Andino: It was extremely. Yeah, it was extremely underwhelming. You know, you you spend months and months building a product and you have this expectation that as soon as you turn things on, people are just going to show up. In fact, we’ve we were scared initially of whether system could handle the load that we were expecting. And then you turn the thing on and then all of a sudden it’s your aunt, your mom, your cousin, your girlfriend, and a few buddies of yours that have downloaded your app. Okay, we.

Lee Kantor: Got the low hanging fruit out of the way. Now what?

Luis Andino: Now what? That’s exactly the question. And the. Now what is that? Then you have to build, which I think is one of the biggest challenges with startups, is you have to build mechanisms to get the attention of a lot of people, whether that’s through the product messaging and making sure that that’s simple enough for someone to understand, whether that’s advertising on social media, whether that’s building partnerships with companies that already have your target audience. And that’s really one of the hardest parts about building a company, is finding enough people to care about what you’re building, and making sure that you continue innovating on the product to make sure that people still continue to care.

Lee Kantor: So who are the right kind of partners for you?

Luis Andino: We partner with fintechs, consumer lenders, banks, community banks, credit unions, all the folks that are actively, uh, having customers that owe them money. And the use case is that we partner with these types of institutions to help them service those delinquent loans. So if you’re a consumer lender, a bank, a credit union, and you have $100 million in outstanding debt and a portion of that is past due or people are missing payments, the use case there would be that you would send them an email and say, hey, we are making this tool available for you. And then that user would get the tool for free. And then the payoffs that we generate are those round ups will automatically go towards servicing that lender’s debt. And in that equation everyone wins. We gain a customer, the bank gets their money back and the lender and the customer gets a tool that helps them manage their debt in a more efficient way to make that process more seamless.

Lee Kantor: And are you white labeling it for them or is it still under the Ditch name?

Luis Andino: Well, for now, we’re trying to preserve our brand because we believe that the engagement is going to be higher. So if your lender is reaching out to you and saying, hey, we have this tool that we want you to use, you’re going to be like, man, I owe you money. I’m not going to pick up that phone call. I’m not going to open that email. But if it’s coming from a third party and it’s a tool that’s built specifically to help you agnostic of the lender, then we are confident that the engagement is going to be much higher coming from us than it would be if it was a white label solution that we’re making available to the lender. But that’s not out of the question for our future. I think that initially we’ve seen enough traction Attraction to want to bring our brand to life as opposed to just the technology.

Lee Kantor: Now, what was it like going through the innovation challenge?

Luis Andino: It was great. The preparation was very formative. It was the first time that I’ve been in front of an audience of that size, which initially was nerve wracking, but I was pleasantly surprised to feel that comfortable in front of that many people. And it just is another example of pushing the boundary further and further beyond of what we’re capable of as entrepreneurs.

Lee Kantor: So would you learn any new kind of thoughts or anything that somebody brought up that you hadn’t thought of yet, or any connections maybe, that are going to help you get to a new level for sure.

Luis Andino: Connections, definitely. I mean, we’ve had tons of people reach out to us. We had hundreds of people download the app right on the spot because we put up a QR code. But I guess like the the undertone of this is, is to just, uh, be prepared. And it’s not as intimidating as you’d expect, even if you’re in front of hundreds of people or thousands of people, if you know what you’re building and you deeply, deeply care about what you’re doing, the the passion is going to come through, and that’s going to be what resonates with your audience. And it’s not only enjoyable, but very productive at the end of the day, for an entrepreneur to build the habit of speaking to large amounts of people and feeling super comfortable doing it.

Lee Kantor: So what do you need more of? How can we help?

Luis Andino: Well, we’re always looking to build partnerships with, like I said, consumer lenders, credit unions, banks. We also have a partnership channel with large employers. So we partner with companies to allow to offer Ditch as a financial wellness benefit for their workforce. So in the same way that companies pay for health insurance for their employees, physical wellness or gym memberships, we also believe that there’s a huge impact that debt and money make on an employee’s productivity, their retention, their mood. And we believe that serving up these financial wellness tools for as a as a perk for the employee is super productive as well. So we also partner with large employers and POS.

Lee Kantor: So if somebody wanted to learn more, have more substantive conversation with your team, get the app. Is there a website?

Luis Andino: Of course. Our website is.io/contact. That’s the best way to get Ahold of us again. That’s ditc h.io/contact.

Lee Kantor: Well, Luis, thank you so much for sharing your story. You’re doing important work and we appreciate you.

Luis Andino: Thank you so much.

Lee Kantor: All right. This is Lee Kantor. We’ll see you in a few. At Fintech South 2024.

 

Tagged With: Ditch

  • « Previous Page
  • 1
  • …
  • 106
  • 107
  • 108
  • 109
  • 110
  • …
  • 1329
  • Next Page »

Business RadioX ® Network


 

Our Most Recent Episode

CONNECT WITH US

  • Email
  • Facebook
  • LinkedIn
  • Twitter
  • YouTube

Our Mission

We help local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession.

We support and celebrate business by sharing positive business stories that traditional media ignores. Some media leans left. Some media leans right. We lean business.

Sponsor a Show

Build Relationships and Grow Your Business. Click here for more details.

Partner With Us

Discover More Here

Terms and Conditions
Privacy Policy

Connect with us

Want to keep up with the latest in pro-business news across the network? Follow us on social media for the latest stories!
  • Email
  • Facebook
  • Google+
  • LinkedIn
  • Twitter
  • YouTube

Business RadioX® Headquarters
1000 Abernathy Rd. NE
Building 400, Suite L-10
Sandy Springs, GA 30328

© 2026 Business RadioX ® · Rainmaker Platform

BRXStudioCoversLA

Wait! Don’t Miss an Episode of LA Business Radio

BRXStudioCoversDENVER

Wait! Don’t Miss an Episode of Denver Business Radio

BRXStudioCoversPENSACOLA

Wait! Don’t Miss an Episode of Pensacola Business Radio

BRXStudioCoversBIRMINGHAM

Wait! Don’t Miss an Episode of Birmingham Business Radio

BRXStudioCoversTALLAHASSEE

Wait! Don’t Miss an Episode of Tallahassee Business Radio

BRXStudioCoversRALEIGH

Wait! Don’t Miss an Episode of Raleigh Business Radio

BRXStudioCoversRICHMONDNoWhite

Wait! Don’t Miss an Episode of Richmond Business Radio

BRXStudioCoversNASHVILLENoWhite

Wait! Don’t Miss an Episode of Nashville Business Radio

BRXStudioCoversDETROIT

Wait! Don’t Miss an Episode of Detroit Business Radio

BRXStudioCoversSTLOUIS

Wait! Don’t Miss an Episode of St. Louis Business Radio

BRXStudioCoversCOLUMBUS-small

Wait! Don’t Miss an Episode of Columbus Business Radio

Coachthecoach-08-08

Wait! Don’t Miss an Episode of Coach the Coach

BRXStudioCoversBAYAREA

Wait! Don’t Miss an Episode of Bay Area Business Radio

BRXStudioCoversCHICAGO

Wait! Don’t Miss an Episode of Chicago Business Radio

Wait! Don’t Miss an Episode of Atlanta Business Radio