Business RadioX ®

Aubrey Brown With CSX Transportation

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DTLLogo-Blue-Bannerv2Aubrey Brown is the Senior Manager of Business Development for CSX Transportation for Georgia and Florida. He is responsible for influencing the location of new industry along CSX and connecting short line properties. He understands the CSX operating network and positively influences the development of new sites for customers at locations that complement network operations. He serves as an advocate of rail use to the business community and economic development partners. Business Development helps businesses locate or expand their facilities along the CSX network.

He works not only with existing and potential customers, but also with representatives of state and local government agencies and short line railroad partners to help facilitate these projects. The Business Development team maintains an extensive inventory of potential sites for new or expanded customer locations, and works with many departments throughout the company to help bring projects to fruition. He is a member of the Georgia Economic Developers Association (GEDA), Georgia Railroad Association (GRA), Florida Economic Development Conference (FEDC) and Southern Economic Development Council (SEDC).

He is a veteran of the South African Navy and received his law degree from the University of Pretoria in South Africa, and his MBA from the University of Phoenix. He is fluent in English, Afrikaans and Italian.

Connect with Aubrey on LinkedIn.

What You’ll Learn In This Episode

  • Rail-based freight transportation perspective related to the global supply chain
  • Opportunities for Port Miami and Florida markets to benefit from this overload on the west coast
  • Insight or initiatives CSX is taking to improve supply chain resilience
  • Lessons learned or potential opportunities in this industry
  • Recommendations for companies (particularly those based in South Florida) that have been challenged with the Global Supply Chain disruptions

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:01] Broadcasting live from the Business RadioX Studios in South Florida. It’s time for South Florida Business Radio.

[00:00:08] Now, here’s your host.

Lee Kantor: [00:00:14] Lee Kantor here another episode of South Florida Business Radio, and this is going to be a good one. But before we get started, it’s important to recognize our sponsor, Diaz Trade Law, your customs expert today on South Florida Business Radio, we have Aubrey Brown with CSX Transportation. Welcome, Aubrey.

Aubrey Brown: [00:00:34] Thank you very much.

Lee Kantor: [00:00:36] I’m so excited to be talking to you today. For the folks who don’t know, can you share a little bit about CSX, Transportation, how you serving folks?

Aubrey Brown: [00:00:45] Absolutely. So CSX Transportation is the third largest freight railroad in the United States. Now, that’s a freight railroad versus a passenger railroad. And CSX operates through 21,000 mile network east of the Mississippi River, roughly 20,000 miles across 26 states, including including the District of Columbia. We have some of the most advanced intermodal terminals, container terminals in the country. We connect to 240 Shortline railroad partners and and various ports, about 70 ports. And we provide an alternative to trucking and just a great rail network. And we service all of the state of Florida, including South Florida, Miami Dade County.

Lee Kantor: [00:01:31] Now, I don’t think that the public at large really understands how important rail is as part of the supply chain and logistics. You mentioned that. I guess in some ways it takes the place of the trucking, but just the fact that it’s been around for so long and is, you know, a rail is a permanent line throughout the United States. And without rail, we couldn’t have the supply chain that we have today. Right. It’s super important.

Aubrey Brown: [00:02:04] Absolutely. Look, most of the you know, first of all, a train is more efficient than a truck. If it’s a product which is heavy and moving a long distance, the railroad is really very effective. And what we talk about, we try to provide an innovative freight solution. The other thing which I think folks don’t realize is you see a train out there, you don’t realize that trains emit a lot less pollutants than the alternative than a truck, you know, and we can carry a ton of freight, 465 miles on one gallon of fuel. And that’s an interesting statistic, if you think about it that way. You know, but the for instance, any industry that requires raw materials, the railroad is the way to get that material there, especially over the long distances that they travel. You know, this is a very large rail network in the country. And the freight railroads, you know, very safely carry a lot of these materials. And there’s just not there’s not a safer way for you to carry something that’s that heavy for that long of a distance, but by rail. And we certainly look to, you know, our biggest challenge is to try to divert more freight off the highways without sacrificing reliability. And I’ll get into some of the things that we’ve been doing in just a minute. But there’s definitely, definitely a place and we think the future for rail looks bright and we think there’s more opportunities in the future.

Lee Kantor: [00:03:30] Now, I recently had a chance to go to Savannah, Georgia, and obviously that’s a large port and a lot of shipping containers coming and going from that port. But something I noticed while I was around there is that having a port is allows a lot of business to take place. Now I’m seeing a ton of warehouses being built farther and farther away from the port, but the goods have to get into these warehouses. Having a port or one of these kind of nodes where a lot of activity happens is great for the economy in those areas. Right. And there must be a lot of opportunities for rail, I would think, moving forward in these nodes where this type of intersection occurs.

Aubrey Brown: [00:04:20] Absolutely. Especially if if the intersection if you think a little bit about South Florida and the huge influx of of of goods and material that come in from abroad into the Port Miami and Port Everglades. And so on, you do have a connection with the FEC short line railroad, but the CSX railroad comes in to South Florida directly as well. And in fact, we are exploring to do something just exactly the same as what’s being done in Savannah, where they’ve increased their containers on rail from 500,000 per year to 1 million. And exactly to your point, Lee, what that has spurred is these huge distribution warehouses, both for imports and exports. And we’re very interested in looking at how we can explore replicating that along the East Coast, particularly with emphasis in South Florida, because the greatest percentage of the greatest population in the state of Florida is, as we all know, between Orlando and South Florida. So we absolutely believe this is absolutely an opportunity for South Florida moving forward. If we look at what’s happened in a place like Savannah and if we can emulate that, not at exactly the same scale, but just look at what that possibility could be. And we would like to be part of that solution to provide a real alternative.

Lee Kantor: [00:05:39] Now, isn’t it funny how rail has been along around for the longest period of time and there are still ways to innovate, you know, decades and decades after, you know, the first thought of how rail could impact the country.

Aubrey Brown: [00:05:52] Yeah. You know what’s so interesting about rail is that because you’re able to bring such a large amount of raw material into an area, you allow those industries in that area particularly to flourish. I’ll give you an example. I’m not going to mention names, but some customers that I’ve assisted in Miami Dade County by being able to get a direct rail service on CSX, they’ve been able to increase the amount of employees they hire. They’ve been able to increase their output of what they of what they produce by about 100%. So there’s a clear example of what that can do. And I think, you know, there’s little knowledge about railroads. Folks see that train. And it’s more of an annoyance when you held up at a crossing somewhere. But the benefit is unbelievable if you just think about the connectivity across this country.

Lee Kantor: [00:06:40] Right. And people forget that the United States is very large. Yeah. And it’s not that simple to make something appear on one coast and then appear again on another coast. It takes a lot of coordination and a lot of energy for that to occur. And rail is an important component of that that I think sometimes that we lose track of the.

Aubrey Brown: [00:07:03] Absolutely because and you know, there are so when we talk about freight railroads, there are more than 600 freight railroads in the United States, but there are only seven class one railroads. And these are railroads with operating revenue in excess of $500 million a year. Csx is one of the largest in the east. In the west, you’ve got the Union Pacific and the Burlington Northern Santa Fe. But we would be, you know, on the railroad, you’re able to take product from Miami all the way to California. You can’t do that very effectively or in any sort of, you know, any it would be cost prohibitive to do it on a truck. But you’re able to do that on the railroad very easily because you have that connectivity on a on a very large rail network in the United States. And people don’t realize just how large that is.

Lee Kantor: [00:07:48] Now, are we heard so much about the supply chain issues from Asia to the West Coast. Has the that benefited the folks on the East Coast and South Florida specifically? Has there been some, you know, frustration that people are like, hey, I need this to get to a port somewhere?

Aubrey Brown: [00:08:07] And then. Exactly. So that’s been exactly the benefit for the East Coast. And, you know, the East Coast ports have been the beneficiary of of labor disputes and of supply chain issues. Now, you know, will you get the full amount that that comes in on the West Coast? It’s still the preeminent port for things coming out of Asia. But there’s clearly there’s a there’s a there’s a real desire by the large companies who want to diversify that, you know, the way that their product comes into the United States, they don’t want to be dependent on one port only. So they’ve they’ve explored the use of East Coast ports. It’s been the benefit of the East Coast. And we will continue to see that because they they want to eliminate supply chain disruptions to the best of their ability. Now, the pandemic, Lee, was something unusual. But what we have done at CSX, like most companies, we lost a number of employees when the pandemic started. But we have been on an accelerated pace of hiring. And the railroad’s view is that even if if things do slow down in the economy, we’re going to continue hiring because we do not want to be in a position where we do not have enough employees to able to meet the demand of our customers. And in fact, because we’ve hired a large number of engine and train folks to run these trains and we continue hiring, we’ve seen our service level out to pre-pandemic levels. The railroad is running very smoothly right now. It’s taken us quite a while to get back. But yes, to your point, absolutely. What’s happening on the West Coast is going to be a clear benefit to East Coast ports.

Lee Kantor: [00:09:46] Now, are you seeing any opportunity with the with new technology coming on like there’s so much happening in like electric vehicles? Is there a play there for rail as well or is that something that rail is just too large and too heavy for electric to really play this?

Aubrey Brown: [00:10:05] Lee There are you know, the rail industry is constantly looking to to innovate. Now, what combination that would be? Would it be a hybrid locomotive? I’m not sure if if a locomotive with the tremendous weight that they have to carry can be completely electric. But I can tell you that they are constantly they’re constantly looking at how we can reduce any kind of particular emission, how to do greater cost savings, what type of locomotive. It uses less diesel. Absolutely. I mean, those the entire rail industry is looking at how technology can assist. And the most important thing is that ESG is such a large component for new companies that are coming that are starting up and that are reshoring to the United States, that when you look at the numbers and the carbon emissions on the railroad and just see how that compares, that’s a compelling argument for companies as well. And we continue working to make that an even greater number. And, you know, who knows? I don’t have a crystal ball into the future, but you might have, you know, a locomotive that that needs no diesel, some other kind of technology. It’s being looked at at the moment.

Lee Kantor: [00:11:13] Now, for you mentioned the opportunity for companies in other countries to kind of take advantage of some of the assets that South Florida has when it comes to this. Are there certain industries in particular that you think would benefit from at least inquiring about how CSX could help them, you know, get into the United States states and get their goods across the country? Absolutely.

Aubrey Brown: [00:11:41] So one thing that we look at, I mean, the railroad’s network, its intermodal network, its container network is just unsurpassed. And so the the velocity from Florida to the markets up in New York and Chicago, no truck can compete with. And so we currently partner with the FEC railroad, which goes right into the Port of Miami to take containers and particularly, I think of of flowers. The largest amount of stems come into before Mother’s Day, come in through South Florida. All kinds of food products that come in could could go by rail. The railroad has refrigerated large refrigerated railroad cars to move this product and then the flow into South Florida of building materials and shingles and windows and gypsum, those sorts of things that are used in the building industry, particularly with the growth that’s going to be taking place towards the southern part of Miami Dade County, specifically between Miami and Homestead. We know there’s a lot of development going on down there. We think the railroad can really provide an alternative to bring some of that building material, aggregate material, you know, down into South Florida and vice versa, you know, product that’s coming into South Florida. You know, if companies have not considered the railroad in the past, we would do a study. We would assist the companies, do an analysis. Obviously, they’re going to want to know what those rates would be. But it just provides another alternative to the trucking industry, which is rather expensive, to bring product into South Florida all the way down there.

Lee Kantor: [00:13:25] Now, do you also work with kind of local municipalities to say, you know what, if we had kind of a node here, maybe this would be an opportunity for them to have an area where they could kind of build out that little ecosystem of trade.

Aubrey Brown: [00:13:44] Exactly. So we work closely with the Miami Beacon Council. The. So absolutely. We discussed that with business groups, with local municipalities, with customers, with the entire business community as an alternative, you know, but we’re trying to do a better job of making ourselves visible and known. I think what you see in South Florida, you see Tri-rail trains, we see Amtrak. You know, now Brightline goes to or, you know, to Orlando. You don’t see very much on the freight side because we really operate, you know, in the middle of the night because of the way things are in South Florida now. That’s the only window we currently have to operate between midnight and 6 or 7 in the morning before Tri-rail starts up. But that’s good. I mean, we still have a way to bring the goods in. And, you know, we’re trying to and this is one good opportunity with this show is to just let folks know what you do. Have a freight railroad alternative out there which can provide some alternative to you for your shipping needs.

Lee Kantor: [00:14:44] Yeah, it’s frustrating being a best kept secret, especially for something that’s been around for as long as rail has. Exactly. Now, is there anything you can share, maybe trends looking ahead or things that you’re excited about in 2023 and beyond?

Aubrey Brown: [00:15:01] Absolutely. So, you know, I can tell you this, there’s a lot of discussion about a corridor. There’s a 25 mile stretch of railroad track from, say, from Miami, if you know where the Miami Zoo is, all the way down to Homestead. And that’s a corridor that has not been utilized in quite some time. And we’re exploring the possibility of of whether that could be revitalized as as a freight corridor, particularly as we know growth will, you know, go further down south. In the county. That’s something we’re looking at. And the other thing is we’re also looking at potential rail sites along that corridor and all up in the in the Miami Gardens area near the airport. We’re identifying buildings that have a rail spur that might not have been used in quite some time and simply would need to be refurbished. We see it’s a very great opportunity to bring in things like rice and beans, you know, things which which come into the South Florida market. So we’re working with numerous groups of realtors in Miami Dade County. We’re working with the Miami Beacon Council, and then we’re working with individual customers who have reached out to us to assist them coming up with a solution. And then we’re also obviously working with our partners. But I think for us, the opportunity this year is going to be the prevalence of rail in South Florida and to really show folks if it’s a good fit, what the advantages of rail would be and to make folks aware that there really is an alternative that for us is the most important. I mean, we’re in growth mode, Lee. We need to grow the railroads in the United States. I told you there are more than 600 railroads in this country currently only ship 9% of the freight in the country. The the trucks have got 91%. So our goal is to try to convert more traffic from the highway to the rail. And that is going to be the focus for 2023.

Lee Kantor: [00:17:10] So what is the pain that that customer is having where they might do well by exploring rail?

Aubrey Brown: [00:17:18] I think really it boils down to cost because you know, with the railroad, you know, you’re not going to get the same velocity as you can on a truck. But you definitely let me say this, Lee, The one railroad car has the capacity of almost four semi trucks. So you do the math on that and see what that cost saving could be, particularly if a customer is in the manufacturing space and they’re bringing in steel coils or, you know, plastic pellets for extrusion and so on, it makes a lot of sense for the railroad. So this is what folks are looking at. And I want to say it’s it’s the cost factor. Just just the amount of money that it costs to get a truck that far down south. And of course, we we also act as a consultant for the customer. In other words, if they’re even exploring, we do two things. What we’ll do at CSX, we’ll assist the customers to identify sites. We’ll find a site for them. We’ll work with the local community, we’ll do rail designs for them. If it’s just a greenfield site which needs design work, we’ll put an entire package together for them as well, which I don’t think is available in in the trucking industry at the moment.

Lee Kantor: [00:18:29] So if anybody has even the beginning of a frustration, it’s worth having a conversation, right? Like there’s no downside to having a conversation.

Aubrey Brown: [00:18:40] No, no. I mean, we would help them evaluate whether rail is a good fit or not. There are a number of factors, but that’s something that that we do. Our industrial development department is linked to the rest of the railroad and we absolutely are absolutely customer focused. I mean, this is the new in 2023, I believe. What’s going to be most important for for this railroad is going to be our customers. I mean, you know, the railroads made most of the revenue generated by shipping coal for 200 years. We all know that coal will no longer be around in the future. And so it is vital for the railroad to find alternatives. And we think the greatest opportunity is to convert from, you know, traffic that’s moving on the highway to rail if and when it’s a good fit for the customer.

Lee Kantor: [00:19:28] Well, if somebody wants to learn more, have a more substantive conversation with you or somebody on your team, what is the website? What’s the best way to get ahold of you?

Aubrey Brown: [00:19:37] Well, the best way is csx.com C, as in cat S as in snake X as in X-ray KSDK.COM Or they could and then you’d go to the TAB customers, or they could reach out directly. There would be a list of their business development person for the state of Florida. But I’m going to give you my information directly to Lee, if I may. So I am Aubrey. Aubrey Aubrey Brown. And my email address is Aubrey. Aubrey and then underscore the little underline Brown is in the color aubrey_brown@csx.com. Aubrey_brown@csx.com And I’m going to give you my mobile phone number as well. I’m available at any time. Folks can call me at the area code of 904334861. Again, that’s (904) 334-8615. Very happy to take any call, assist any customer and evaluate the rail.

Lee Kantor: [00:20:45] Well, Aubrey, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Aubrey Brown: [00:20:50] Thank you very much, sir.

Lee Kantor: [00:20:51] All right. This is Lee Kantor. We’ll see you all next time on South Florida Business Radio.

Eric Krucke With Aprio, LLP

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Eric Krucke is the National Practice Director of Aprio CFO Advisory — helping companies fund, build, strengthen, grow and transition. A former Berkshire Hathaway CFO, he advises companies walking through transitions and transactions or seeking to accelerate growth. Eric has more than 25 years of financial leadership experience accelerating growth, navigating acquisitions, finding capital to fund growth, and facilitating successful exits for founders and investors, including a sale to Berkshire Hathaway. He’s seen time and again that the most important responsibility of a CEO or founder is to provide clarity, particularly during the first 100 days of an inflection point.

Connect with Eric on LinkedIn and follow him on Twitter.

What You’ll Learn In This Episode

  • 100 Day Playbook focused on a business’s inflection points
  • Clarity in business and leadership and how it applies to finding an interim or fractional CFO
  • Risks to a business if they don’t establish (or provide their team with) clarity

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX Studios in Atlanta, Georgia. It’s time for Atlanta Business Radio. Brought to you by on pay. Atlanta’s New standard in payroll. Now, here’s your host.

Lee Kantor: [00:00:24] Lee Kantor here another episode of Atlanta Business Radio, and this is going to be a good one. But before we get started, it’s important to recognize our sponsor, Onpay. Without them, we couldn’t be sharing these important stories. Today on Atlanta Business Radio, we have Eric Krucke with Aprio. Welcome, Eric.

Eric Krucke: [00:00:43] Thank you. Lee It’s great to be here.

Lee Kantor: [00:00:45] I am so excited to get caught up. Tell us, for those who don’t know about Aprio, how you serving folks?

Eric Krucke: [00:00:51] Well, Aprio is a national business advisory and CPA firm. Now in over 15 locations. We just this past week were named the 26th largest business business advisory and CPA firm and the fastest growing in the country. So we we support businesses and bring them strong financial management and help them with all things finance.

Lee Kantor: [00:01:19] And when you like. How are you defining businesses? Is this anybody from a mom and pop all the way up to, you know, huge enterprise level organizations do mid-size like do you have a sweet spot?

Eric Krucke: [00:01:31] Yeah. So we have over 6000 clients and we we serve the middle market and lower middle market and small business owners. So we help founders and and even start ups. But the the sweet spot is that lower middle market small business.

Lee Kantor: [00:01:50] And that seems to be there’s a couple to choose from right there. That’s a pretty big market.

Eric Krucke: [00:01:55] Yeah this is the firm has grown. We’ve ended up serving larger clients. But we the core of our client is that founder entrepreneur that is needing help to grow their business.

Lee Kantor: [00:02:10] And then what’s your role with Aprio?

Eric Krucke: [00:02:13] So I’ve been at Aprio two years and I lead the CFO practice. So our CFO practice serves to bring strong financial leadership and help build out finance teams for companies, typically when they don’t have an in-house CFO. But we also help CFOs when they’re at inflection points and just need help. But we provide fractional interim and permanent CFOs to to growing businesses.

Lee Kantor: [00:02:45] So now what would a growing business, what are some symptoms of growing business would be having where you’re like, Hey, maybe it’s time to bring in somebody smarter than anybody here and that we need help in this area. Like what are some of the kind of signs that it might be time to talk to?

Eric Krucke: [00:03:02] Aprio Yeah, I think when when a business is at an inflection point, which typically can be a transaction, so now we’re thinking of doing an acquisition or we’re thinking of raising capital. Those situations, those those transactions or transitions of ownership typically start asking more and more of their finance team. And so what happens and what you see the pain points that start to arise are you see the finance team having a difficult time keeping up with the demands of investors or banks and and or the businesses growing at such a pace that the systems and the processes that got us here no longer are working effectively and efficiently. So you typically see a lot of strain in team members, you know, raising their hands. They just can’t get it all done. And so it’s it’s time for, you know, a time to bring in help.

Lee Kantor: [00:04:12] Now, are these folks typically maybe they’re at a stage where there’s somebody on the team that does QuickBooks or they have a bookkeeper or maybe they have a CPA that helps with tax, but they really don’t have an advisor that’s kind of analyzing the numbers, projecting the future and really kind of wringing out as much value from that seed as possible.

Eric Krucke: [00:04:35] Yeah, I think you painted the picture well. So I think in the life cycle of a business, the founder first is just confirming the market. The product that they they’re bringing to market. They’re highly focused as they should be on customer service and the customer’s experience and marketing and sales typically will get the early investments and infrastructure typically next. So whether it’s technology or finance, it’s you’ll you’ll see, for example, early investments in QuickBooks or Xero. You may have seen a company start off with Net Suite, a lite version of Net Suite or Intacct Sage. But but now what their systems are doing for them and what really their customers need and their team members need to be successful, no longer are available in those systems and in that structure of the team. So sometimes that’s an in-house. Finance or accounting team, and sometimes they’ve outsourced it. But now, just to your point, they’re needing to look past just doing doing well this week and they’re having to look forward hopefully as much as 2 to 3 years forward with a clear destination. But but now they’re they realize, hey, is we’re we’re trying to onboard this new customer that has 90 day terms and the largest inventory investment we have to make to serve them. All of that is forward looking projections and planning that they just before that point haven’t had to do.

Lee Kantor: [00:06:34] So when when you’re beginning a project or an engagement with a new client, can you talk about maybe what those first 100 days look like? Do you have kind of a baked plan of attack so that you can go into pretty much any situation and know, okay, this is what you can expect because there’s going to be some change. Obviously, this is not the way they used to do something. And change is difficult in a lot of circumstances and especially around money. It can be even that much more charged. So can you talk us through maybe that 100 day playbook that you guys have that helps launch a new project or client?

Eric Krucke: [00:07:21] Yeah, absolutely. So we we basically built the 100 day playbook as a strategy to drive clarity across the organization. So for for us to accomplish with the company, um, all that needs to be done. The dilemma is that the team on the ground already has their day job. They have everything that they’ve always been asked to do, and now we’re really investing towards accelerating growth. Expanding the infrastructure could be a systems implementation, could be the expansion from one location to multiple locations, whatever it is that we’re having to do, what we what we try and focus on and bring to the team is a clear destination. So teams love to win. And if you can paint a really clear picture of what we’re trying to achieve in the end game and be really transparent down to I’m the founder and my goal is in 2 to 3 years are X, Y or Z. You know, I hope to sell a part of my business so that I can enjoy and bring to my family some of the value that we’ve created in this business. But at the same time, we may look for capital to be invested, to accelerate growth.

Eric Krucke: [00:08:56] And to do that, we’re going to have to transform our business. We’re going to have to upgrade our systems, expand our locations, and and by equipping the team with the knowledge of the destination, it lets you walk backwards. If you have a clear destination, you can walk backwards and see everything that’s required of you. So that you can build a roadmap. So that’s exactly what we do with every client is we’ll talk first about that end game, the clear destination. We’ll walk backwards with them and their teams to identify what’s required of us to get there. We, you know, we we codify that roadmap and then we basically, in a 100 day playbook, decide what, what what do we need to achieve first. And that’s where the 100 days comes in. We want to we want to give urgency, focus and momentum to the team, but we want to want to make sure we’re setting up a winnable game. Teams love to win and they can’t do it without clarity. So that’s that’s really how we go about our walk in point.

Lee Kantor: [00:10:11] Now is your relationship then, from that point forward, just rolling 100 day plans?

Eric Krucke: [00:10:18] So that is the perfect question. The intensity level of 100 day playbook. Typekit typically is pretty high. So I think there are instances where you can run two major initiatives like that in a given year, but you have to be sensitive to your team. It might be that you can only do one and then you need a real solid 3 to 4 month break. But it also depends on really what the mandate is and what are those initiatives that are necessary. So back to back, probably not just because I think there’s so much expected of the team, but you know, we work with the companies ongoing, but the 100 day playbook is built. For that inflection point. When you’re in the midst of a transaction or a transition or accelerated growth and you’ve just got to drive significant change. But our experience has been that you definitely want to give the team a break in between.

Lee Kantor: [00:11:25] So maybe after the 100 day playbook, then you kind of let it breathe, allow some slack in the systems to see, let things settle, see what the new reality is, and how they’ve accomplished what they’ve done and how much of it stuck and how much do we have to, you know, kind of fix down the road and then and then you can attack that again. You know, after certain other milestones or benchmarks are hit.

Eric Krucke: [00:11:52] Yeah, that that’s exactly right. You need a time to to really examine what went well, what could have gone better to just as a working group. But but it’s really important to let let those accomplishments, you know fully fully operate for a bit of time and let them reload and get ready for the next 100 day playbook together.

Lee Kantor: [00:12:20] Now, you used the word clarity quite a bit. And is that an area you find that when dealing with business owners or entrepreneurs especially, that it’s a hard thing to pin down because everything is so amorphous. Everything is you know, we’ll make it happen. There’s you know, it’s not a clear, okay, this is the finish line and then we’re done. It’s never that. It’s always a moving finish line. So it’s hard to have clarity sometimes when especially when you’re starting out, when there are so many unknowns.

Eric Krucke: [00:12:56] Yeah, I think it’s a great call out. The and let me add to that, too, before I answer, the typical success of an entrepreneur has been their flexibility and agility. So their one of their greatest muscles is their ability to adapt, adjust and move to something else. And that’s what’s literally gotten to that business and that founder to that point. So now we’re at a point where we have a larger team around us. It could be ten, it could be 50. It just depends on the circumstance. And we’ve got to accomplish more, but we’ve got to do it together. So no longer can the founder just put things on their back. So the concept of clarity really comes comes through there. So. The other thing we see a lot is the founder, the CEO is hesitant to talk too much about what the end game is and the ultimate destination. And what you end up then is you end up with a team that. Can execute what’s asked of them, but they really can’t put it into perspective on on the why is not clear. So so they end up lacking motivation because they don’t really know how they’re making a difference.

Eric Krucke: [00:14:29] So what we found is clarity is critical. It starts with strategy and then a clear roadmap. The thing about the roadmap is you got to build it with your team and you also have to recognize that like any journey, you know, we’re perhaps you’re traveling. Sometimes you have to go a different direction. And so it’s not an absolute the path you build. In fact, it’s best if there’s more than one path you outline on your roadmap. So it’s clear that if we hit a road roadblock, we know already, especially if we can anticipate it. And that’s our job as leaders. If we see a roadblock, then we ought to know at least 1 or 2 options we’re going to take the team through. And my experience has been that a lot of these discussions, if they happen in a business, don’t happen with the whole team. And, you know, we’ve seen great success when the full strategy and roadmap and options have been laid out really clearly and openly with the team.

Lee Kantor: [00:15:44] So when you when you’re working with clients and especially when you’re getting to that level of intimacy in terms of recommending, okay, you know, when you started and there was four of you, everybody understood what had to be done and who was doing what. But now there’s 100 of you. And and in fact, sometimes now the CEO doesn’t even know the 100th person, you know, like the 100th, you know, the early hires were friends of friends. The 100th person is somebody that an outsourced person might have, you know, onboarded and they didn’t even talk to. So when you’re working with those folks and you’re explaining to them that we have to get everybody involved now and we have to do this mindfully, it can’t just be, hey, great idea, go make it happen. And then you just kind of abdicate and you hope that it trickles down to the right people. Right. Any coaching or advice you can give that leader to, number one, trust that that’s that’s going to pay off and work and also to execute that in a way that allows them to kind of still live into their mission and still be that kind of entrepreneur that is kind of making it up as they go to a certain extent, whether they want to admit that or not.

Eric Krucke: [00:17:00] Right. Right. You know, one of the great things, by the way, about Appirio is I say this all the time. The culture is just entrepreneurial, very entrepreneurial. And you would think in a financial service business, you know, things might be highly prescribed and, you know, very dictated in terms of the different things that are required of you each day and and day in, day out. But what the firm has done well, and it’s an exact the same thing we would take to a client. It’s the firm has done a great job talking about the destination and and it’s you know, I keep coming back to that need because if you have a high performing team. And, you know, again, this is a founder CEO that’s making a transition. The same things that got them their trust and engagement. Um, you know, of everything you think about that founder that had to do everything. Now they’re having to do it through others. So the key for a high performing team is that it’s it’s full of trust that they are highly engaged, that they are giving you back accountability because you gave them authority to make decisions and to do what’s right.

Eric Krucke: [00:18:25] You haven’t you haven’t prescribed every step. And so what they give you back is, you know, accountability because you’re giving them this responsibility and this authority. And and the the last part of, you know, being a high performing team is making a difference. And team members love to know. What, what and how their work and their focus is going to impact the people around them. And so it’s a difficult shift. I’ve seen it both with clients that we work with, but also even in my career where, you know, an owner and a founder is at an inflection point. And if they manage it well, they’re able to scale and grow the business. If not, you know, there is risk the business could eventually die or the reality is they probably need to sell it. But clarity. Clarity fuels the action of the team, and a high performing team, you know, needs to be trusted, highly engaged and given a lot of authority. And and those are new muscles in some cases for certain founders or CEOs.

Lee Kantor: [00:19:46] Now, if there’s a team out there that’s listening and they haven’t kind of pulled the trigger on getting help and maybe bringing in an advisor like you and your team or something like that and not. And they haven’t kind of felt confident or felt maybe the urgency to invest in this. Can you talk about the risks of that, of staying the status quo too long before you bring in help? What are some of the potential things that they’re not seeing or they’re not understanding in terms of cost or risk when it comes to not investing in this type of leadership around finance sooner rather than later?

Eric Krucke: [00:20:32] Yeah, I think probably the greatest short term risk is, is that people will leave. You know, we’re asking too much of them based on old ways of doing things. And the business is growing and accelerating and moving to the next level. But I’m not getting you know, I’m a team member and I’m just not getting the help I need. Whether that’s your time or technology or just more team members to help me get my work done. So I think that’s the greatest risk, is that we lose, lose our best people because we always ask the most of our best people. But, you know, I’ve seen time and time again, if a team doesn’t have clarity, they don’t have a clear picture of what’s expected of them and the why and how it fits into the strategy that everyone on the team is more than happy to fill in the blanks themselves. And to me, that’s the you know, the greatest risk of a leader is if I don’t provide or create clarity with my team. My team is happy to fill in the blanks. And what happens is you end up with a lot of wasted effort, wasted focus, fear. Because a lot of people will, in the absence of knowing, you know, maybe their security, even they, you know, they’ll become fearful, fearful about their role and their place. And, you know, obviously, it’s a productivity killer, a culture killer, but you also could lose those team members. But advancing to the next levels, it really impossible in my mind without it. This is a big shift that’s required for a management team and a founder, and you just need help getting there.

Lee Kantor: [00:22:29] Yeah, it’s funny that you bring that up because they talk about in marketing and branding. If you’re not branding mindfully, then your customers are going to put you in a box somewhere, you know, and it goes to the same with culture. If you’re not mindful about it, there’s going to be a culture like something’s going to happen in its place, and it’s the same thing here. And and and that might be an interesting article for you or your team or a book even about these, about the core tenants of a business. If you’re not mindful about them, they’re going to form and they’re going to form with or without your help. And if you’re not kind of being proactive and guiding it, it’s still going to happen. So you might as well invest the time because the stakes are so high. If you if you can do it right, the sky’s the limit. But if you don’t do it or if you ignore it and just think it’s going to do something on its own, it could really destroy your business.

Eric Krucke: [00:23:26] Yeah, I think it’s a great point. Just over the years with the people I’ve worked with, we’ve always tried to remind ourselves as leaders that, you know, cultures either getting better or worse. And and we as leaders own the outcome. You know, and so it’s it’s the same same thing with the branding, you know, what drumbeat do we have within the business and outside of the business to make clear who we are and and how we try to serve and, you know, are we providing the right clarity? And, you know, teams love to win and they love to work with confidence. And, you know, I’m a firm believer that clarity leads to confidence. And if you have a confident team member, they’re going to execute well, They’re going to deliver results and they’re going to help you grow your business.

Lee Kantor: [00:24:18] So if somebody wants to learn more, get a hold of you or somebody on your team, what is the website?

Eric Krucke: [00:24:26] Oh, thanks. You can reach out to me at appirio.com/cfo. You can also Google my name. Eric Crook Crook and our firm name Appirio. A p r i o. And you’ll find my bio page. Both both places will allow you to reach out to me and you can also look me up on LinkedIn and I’m happy to connect with you and serve you and just love helping people. So please reach out.

Lee Kantor: [00:25:02] Well, Eric, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Eric Krucke: [00:25:08] Thank you. Thanks for asking me to join.

Lee Kantor: [00:25:10] All right. This is Lee Kantor. We’ll see you all next time on Atlanta Business Radio.

About Our Sponsor

OnPay’sOnPay-Dots payroll services and HR software give you more time to focus on what’s most important. Rated “Excellent” by PC Magazine, we make it easy to pay employees fast, we automate all payroll taxes, and we even keep all your HR and benefits organized and compliant.

Our award-winning customer service includes an accuracy guarantee, deep integrations with popular accounting software, and we’ll even enter all your employee information for you — whether you have five employees or 500. Take a closer look to see all the ways we can save you time and money in the back office.

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Brandon Branham With Curiosity Lab

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Brandon Branham, Chief Technology Officer (CTO) and Assistant City Manager, leads the City of Peachtree Corners’ groundbreaking smart city and Internet of Things (IoT) programs. Overseeing one of the first real-world smart city ecosystems deployed in the United States, he is bringing the region to the forefront in the development of next generation IoT technologies that will change the face of business and society in the near future – both within the country and across the world.

Curiosity Lab at Peachtree Corners is the country’s first true smart city technology proving ground – featuring real connected city infrastructure and thousands of interacting residents/vehicles that can’t be replicated by closed or controlled testing environments. The 500-acre technology park and 1.5-mile autonomous vehicle test street creates conditions that enable robotics, artificial intelligence, autonomous services/vehicles and countless more emerging applications to be trialed, developed and ultimately deployed globally.

Serving as the model for how government entities and the free market must collaborate to build out smart cities and regions in the United States, Curiosity Lab showcases how buildings and other city fixtures are enabling, and connecting with, devices and solutions. When it comes to autonomous technologies, for example, Curiosity Lab’s mobile 5G network, combined with direct short-range communications (DSRC) roadside units, enable disruptive technology developers to test vehicle-to everything (V2X) communications in an unprecedented manner. Intelligent traffic cameras and traffic signals, along with smart street lights and data sensors, push video and invaluable data to a central operations center for analysis and action. All reflective of how city infrastructure will soon communicate with machines and humans on a scale never seen before.

He serves on various boards in the community, and recently received his certification in cybersecurity leadership from the Professional Development Academy, in conjunction with the International City Managers Association.

Connect with Brandon on LinkedIn.

What You’ll Learn In This Episode

  • Curiosity Lab at Peachtree Corners
  • Major factors that separate Curiosity Lab from any other testing site in the world
  • Curiosity Lab’s startup programs and partners
  • How Curiosity Lab helping to support the growing tech community
  • Major technologies that have been deployed and or are coming to the Curiosity Lab
  • Curiosity Lab evolving into the future

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX Studios in Atlanta, Georgia. It’s time for Atlanta Business Radio. Brought to you by on pay. Atlanta’s New standard in payroll. Now, here’s your host.

Lee Kantor: [00:00:25] Lee Kantor here another episode of Atlanta Business Radio, and this is going to be a good one. But before we get started, it’s important to recognize our sponsor, Onpay. Without them, we couldn’t be sharing these important stories. Today on Atlanta Business Radio, we have Brandon Branham with Curiosity Lab. Welcome.

Brandon Branham: [00:00:44] Thanks, Lee, for having me today.

Lee Kantor: [00:00:46] So excited to get caught up with what you’re up to. For those who don’t know, tell us a little bit about Curiosity Lab, how you serving folks.

Brandon Branham: [00:00:53] Yeah. So Curiosity Lab here in Peachtree Corners. So just north of Atlanta, we created and developed a living lab. So taking use of public infrastructure to help support big companies in the startup ecosystem to test, develop, deploy, demonstrate emerging technologies in the Iot, Smart cities, mobility space.

Lee Kantor: [00:01:15] Now, Curiosity Labs have been around for a minute. Can you share a little bit about how it’s evolved and how you stay kind of current with the trends and what the market is demanding?

Brandon Branham: [00:01:25] Yeah. I’ve been so opened in 2019 and as we continue to work with the companies and the startups, we continue to evolve our infrastructure that supports the needs that they have, continue to expand our partnerships both locally and internationally to help these companies come into an operational standpoint where they can scale their product or business model through the support and infrastructure that we have here at the lab. So I feel like I’m always doing construction. It’s an ever evolving process as we just continue to say yes to companies and to find ways to help support them.

Lee Kantor: [00:02:05] Now, can you talk about your role specifically in this as the assistant city manager of the city and also the executive director at Curiosity Lab? How do you kind of balance the two?

Brandon Branham: [00:02:18] Yeah, it’s a unique position, I think, and it also offers the flexibility that we need to move quickly and the work that we’re doing because the city is the main funder of the operations infrastructure that is in place. And then Curiosity Labs, the nonprofit supporting that startup ecosystem and the day to day operations. So having the close tie between both places allows us to move very quickly so that we can get companies onboarded and testing, you know, within days, not months. And then being closely knit on both organizations helps when I go back to our elected body and our residential citizens and explain the work that’s going on and how it’s benefiting, you know, the quality of life for the city and then how it’s benefiting the startup ecosystem and business cooperation that we’re seeing now.

Lee Kantor: [00:03:10] When it started, it’s always been kind of focusing on the smart cities and creating that kind of a blueprint for others in other parts of the country and Peachtree Corners, obviously. But that term smart City is kind of broadened and it gets broader and broader by the minute as new technologies develop and the definition of smart kind of expands. Just like at one point there were technology firms and now every firm is a technology firm because every firm uses technology. Are you seeing the same type of evolution and broadening of the term smart City?

Brandon Branham: [00:03:45] Yeah, absolutely. And you could ask 100 people, what is a smart city and you are probably going to get 100 different answers because it is so uniquely tied to each individual community and the challenges and the services that they’re providing. And then how do you use the smart city technology to enhance that service or find new data that you didn’t have before that increases traffic flow or helps you manage trash service? So it continues to adapt based on the needs of the community.

Lee Kantor: [00:04:19] Now, has there been anything that you’ve uncovered in the, what, the five, almost five years now that you guys have been doing it, that has made Peachtree Corners smarter?

Brandon Branham: [00:04:30] Yeah, a couple folds. Projects that have really, I think, changed the operational impact. Right? We live in metro Atlanta. Traffic is a nightmare. So how do we start to solve for those challenges? And two things that have really shown that we’ve led in the space is the use of LIDAR to manage traffic corridors and using that data that you learn, you know, in real time from the edge and then implementing that into the operational efficiencies of the traffic systems. And then two is around connected vehicle applications. So starting to put in devices on the infrastructure and the cars and then now onto the vulnerable road users like our E-scooters, our e-bikes, our cyclists motorcycles. And now those devices can start to talk to one another. So we’re increasing the safety of the roadway because now I can tell a car that’s 200 yards away that there’s a pedestrian in that crosswalk using this type of technology. And then you can send out the messaging from the traffic signal to let that car know, hey, you’re not going to make the light, it’s going to turn red. So go ahead and start slowing down. Or if you maintain this speed, you will clear the light. So just that efficiency and traffic, but also keeping the safety component to another level.

Lee Kantor: [00:05:53] Now, does that type of technology accelerate maybe autonomous vehicles?

Brandon Branham: [00:05:59] It does. And we were actually able to do the preemption of a traffic signal. So we turned the light green for an autonomous shuttle here in the lab. So as you think of the connectedness that the an awareness of these vehicles, as they continue to adapt their systems, the more information you feed that system, the better it is it operates. And so now that you have those supporting infrastructure pieces so they know the traffic signal timing, they know the environment before they get into it, those are all helping those systems continue to advance.

Lee Kantor: [00:06:35] Now, has the momentum that you’ve generated in kind of building out this infrastructure helped you attract the startups at the quantity and quality you anticipated?

Brandon Branham: [00:06:48] Yeah, we have. We’ve been very pleased. Right opening in 2019, September 2019. A lot of this has been through the pandemic, but because of the unique environment that we have provided, we’ve seen a pretty big uptick in the last year and a half in our startup community. So currently in our startup programs, we have 52 startups from both locally across the country and internationally. So we’re very happy with that. And the work that is coming from these startups is unbelievable to see.

Lee Kantor: [00:07:21] Now, when a startup is considering partnering with Curiosity Lab, what kind of arrangement is that? Is it an incubator? Is there an equity stake taken? How does it work?

Brandon Branham: [00:07:34] Yeah, great question. Um, we do not take equity stake in any of the companies. We don’t require IP from any of the companies. So our job is to help them grow. So they just have very cheap rent within our innovation center and that gets them into the mentorship programs that we have in place to help them start. So we see a lot of early stage Pre-series A startups are really getting them from prototype to scale.

Lee Kantor: [00:08:02] And are you finding by being in such close quarters and having all the toys there that you’re able to kind of create that serendipity in those mash ups where maybe somebody, somebody’s startup didn’t work out, but they were able to jump onto another one and create that kind of density you need in order to create a thriving ecosystem.

Brandon Branham: [00:08:22] Yeah, that’s probably the funnest thing to see happen in the space is to see these companies come together and say, Hey, I’m struggling with that, or, Hey, I found a way to fix that, or even see some of our larger partners come alongside and say, Actually, I need some research. I need help in this area. Why don’t you come alongside me and help me figure out this solution for our broader customer base? And we’ve seen that happen a couple times with some just random collisions inside the space and ended up getting funding one of their projects, Delta funded one of the research projects here because of that incidental, you know, serendipitous collision in the break room. So those are probably the most fascinating things to watch happen.

Lee Kantor: [00:09:06] Are you getting the type of enterprise level support you need from the larger companies that are around town?

Brandon Branham: [00:09:14] Yeah, that’s been you know, I think the big shift we’ve seen is the private sector in these large organizations coming alongside. You know, traditionally it was that buy sell mentality. Now it’s that collaboration mentality. So T-Mobile is here and brings a lot of support both for us as a city, but a lot for the startup ecosystem. You know, as we look at the future of 5G and the applications that are possible, they’re here on site working side by side. Bosch has made a big investment here as Cisco continues to be involved. So we’re seeing all of these companies come together that are big ones working, you know, in the sandbox with the smaller startups.

Lee Kantor: [00:09:58] Now, do you have any advice for other maybe people that are in kind of city government in creating these types of partnerships and collaborations where you have this public private kind of collaboration and you really are this is economic development, even though there is some risk involved to this. But it seems like this is a must have in communities nowadays to create these types of thriving ecosystems that have the blessing of the government and also the blessing of the large corporations that are there as well.

Brandon Branham: [00:10:31] Yeah, that statement couldn’t be made even clearer just because of the opportunity that’s there. So my recommendation always to them is ask a lot of times we don’t get outside of the bubble and we don’t make the ask. So we’re seeing that the private sector is really wanting to come alongside. There’s always been that weird division between government and private and but you come to the local level, it’s a different perspective in local government, but people just need to ask, so don’t be afraid to ask because you will find someone that will take that conversation and find a way to say yes.

Lee Kantor: [00:11:10] And and Curiosity Labs are great prototype for this.

Brandon Branham: [00:11:15] Yeah, absolutely. That’s I mean, that has been what has set us apart from other innovation labs. You can ask T-Mobile that. They will tell you why they’re here, why they’ve made the investment they have is because of that relationship with the city and our ability to use public infrastructure that only government can own and operate and regulate. But to do that in a manner that is collaborative, you know, is I think what really sets us apart and what can help other cities start to make that that move into the next generation of smart infrastructure.

Lee Kantor: [00:11:49] Now, do you have a partnership with any of the universities?

Brandon Branham: [00:11:54] We do. We’ve got several with Georgia Tech, so they are a partnership with their Atdc program, the Advanced Technology Development Center. They run a cohort accelerator around five G with us, and then they use our facility for research. So we’re tied in pretty tight with the research arms there. And they actually teach classes in our innovation center, which we’re one of only two locations out of main campus that Georgia Tech teaches classes, and that’s a coding and data analytics bootcamp 24 week class you can take inside the space. We work with Kennesaw State University in their Iot program and then all the way down to our local high schools. And we have a STEM school here that we work in the drone club in cybersecurity, and then our Norcross High School is here. We work with their entrepreneur program. They have a program where the students work all year to create a product. And then we have about 130 of them descending on the innovation center here in a couple of weeks to pitch their idea.

Lee Kantor: [00:12:56] So you mentioned earlier that you have some international startups. How did that come about? And is that part of kind of the roadmap is just to take startups anywhere that they come from?

Brandon Branham: [00:13:07] Yeah. Yeah. As you mentioned earlier, just that the economic development portion of this, right? So Peachtree Corners is 50,000 residents, but we’re 50,000 jobs. So we are a regional job hub for the area. And because of that, we have a zero millage rate. So we don’t charge a city property tax. So we have to keep that business environment very healthy. And as we looked into, especially in the smart cities, smart mobility, manufacturing, there’s an opportunity that most of these international companies are looking to enter the North American market. So how could we, through Curiosity lab, remove a lot of the barrier of entry for them? How do we get them that soft landing pad to really scale and grow in the North American market? So have established several relationships. We are the French tech host site, and that is a program that the French government set up to fund French startups injuries into North America. So we capture all of that here for the Southeast. Israel obviously startup nation do a lot of work with them in the startup systems. They’re partnered with startup terrorists in Taiwan, largest incubator in Taiwan there, and then in Canada. We actually have an event coming up on April 11th where we’ve partnered with our team up in Canada to bring the first Canadian built vehicle showcased here in Curiosity lab.

Lee Kantor: [00:14:31] So what do you need more of? How can we help?

Brandon Branham: [00:14:34] Yeah, yeah. It’s funny. We can go internationally and people know the name, but you know, here in the metro area, we’ve got a lot of great innovation centers. We’ve got a lot of great startup systems. So just letting people know we’re here, we’re aware and we’ve got these services here for them.

Lee Kantor: [00:14:52] So if somebody wants to connect with you or somebody on the team. What’s a website?

Brandon Branham: [00:14:56] Yeah. Website is curiosity lab.com.

Lee Kantor: [00:15:01] Good stuff. Well, thank you so much for sharing your story today. You’re doing such important work. We appreciate you.

Brandon Branham: [00:15:06] Thank you, Lee.

Lee Kantor: [00:15:08] All right. This is Lee Kantor. We’ll see you all next time on Atlanta Business Radio.

About Our Sponsor

OnPay’sOnPay-Dots payroll services and HR software give you more time to focus on what’s most important. Rated “Excellent” by PC Magazine, we make it easy to pay employees fast, we automate all payroll taxes, and we even keep all your HR and benefits organized and compliant.

Our award-winning customer service includes an accuracy guarantee, deep integrations with popular accounting software, and we’ll even enter all your employee information for you — whether you have five employees or 500. Take a closer look to see all the ways we can save you time and money in the back office.

Follow OnPay on LinkedIn, Facebook, and Twitter

Mike Malakhov with Carpool Logistics

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Tech-Talk-3923

Mike Malakhov is a Founder & CEO of a car shipping marketplace Carpool Logistics. Mike is an entrepreneur with passion for logistics & automotive technology.

He has 20+ years of experience in supply chain & logistics, with a track record of building and scaling successful businesses.

He holds a Bachelor of Science degree in Supply Chain & Finance from Georgia Southern University and an MBA from the Emory University’s Goizueta Business School.

Connect with Mike on LinkedIn.

This transcript is machine transcribed by Sonix.

TRANSCRIPT

Intro: [00:00:07] Coming to you live from Atlanta, Georgia. It’s time for another episode of Tech Talk with your host, Joey Klein.

Joey Kline: [00:00:17] Greetings. I think that this actually might be the first tech talk of 2023. So welcome, all. We have a single guest today. We’re going to focus all of our attention on one company, Carpool Logistics, founded by CEO Mike Malakhov. Mike, how are you?

Michael Malakhov: [00:00:33] Doing well, thank you. Thanks for.

Joey Kline: [00:00:34] Having me. Sure thing. Okay, so all eyes are on you. And let’s start with just kind of a headline executive summary of what does Carpool Logistics do?

Michael Malakhov: [00:00:46] So carpool is a car shipping marketplace. We support dealerships, auto auctions, individuals that need to reposition their vehicles from point A to point B all over the country in the US. Okay.

Joey Kline: [00:01:01] So I think that most people listening to this, they’re on the ground knowledge of what this might look like is, you know, the the large vehicles on the interstate we see with, you know, ten cars attached to the back of it. Okay. What percentage of the car transport market do those vehicles make up?

Michael Malakhov: [00:01:20] So majority of the transportation actually happens on smaller car haulers that move 3 to 5 vehicles at a time versus the nine car haulers that you see on the road. Those generally support the car manufacturers. So from a plant to a to a rail yard, that kind of transport and the smaller ones usually move. A lot of the used vehicles all over the country are 95% of the market.

Joey Kline: [00:01:46] So like an F 350 with something strong attached to the back of it. Exactly. Okay.

Michael Malakhov: [00:01:52] Yep, that’s exactly right.

Joey Kline: [00:01:54] And are the are the folks that are that 95% of the market. Right. The folks that are taking used car from lot A to lot B right not you know Kia plant to dealership floor is this their full time job? Do they flex what’s the profile of the people that are in that, quote unquote profession?

Michael Malakhov: [00:02:13] Most of them are entrepreneurs and they are a small operation, small business. A lot of times it’s husband, wife, combination, Husband is the driver and the wife is the dispatcher. But yeah, it is full time generally. And usually it’s, you know, small companies, it’s 1 or 2 trucks Max. Okay.

Joey Kline: [00:02:32] And I’m going to guess this is a bit more regional than national.

Michael Malakhov: [00:02:37] It is very much regional. Yes. Most of the transportation is two, 300 miles. Yeah, There is, of course, longer transportation, especially for relocation. And across the country, those are generally a little bit larger trailers that operate those hauls. Okay.

Joey Kline: [00:02:54] But, you know, for most of it, it’s like obviously it depends on the size of the state, but mostly staying within the state or if not, maybe going one state next door.

Michael Malakhov: [00:03:04] Pretty much. Yeah. Okay. Two, 300 miles generally is the range.

Joey Kline: [00:03:07] Okay. So so what is the what is the relationship right now between those kind of mom and pop operations and the dealerships that they serve? How do they get business? How do they know about how do they get opportunities? How do they function in terms of payment? Like what is the disruption that was needed in this space?

Michael Malakhov: [00:03:27] So it’s extremely fragmented market. So as I mentioned, a lot of the small operators, you know, they can only handle whatever their truck can fit. So dealerships have much larger need to support them all over the country. So they want to have 1 or 2 vendors that they work with rather than a plethora of large companies. So and technology lacks in the space obviously is, you know, operating a small trucking company. They generally don’t have a lot of technology. So there’s lacks lacks transparency. You don’t know when the vehicle is getting picked up, when it’s delivered. So the communication and the flow of the dialog is very challenging. So and ability to track those vehicles in transit is almost nonexistent. So one of the things that we at carpool are focused on is creating that transparency, creating the ability to track those vehicles in transit as well as we also focus on pooling multiple vehicles that are moving in the same similar direction that help reduce costs and emissions.

Joey Kline: [00:04:29] Sure. Okay. So let’s say that someone is you know, they’ve got the capacity for three cars. They’re picking up, you know, two from Peachtree Corners. You know, they’re going up to, you know, let’s call it Greenville, South Carolina. If this basically gives them the ability to say, oh, you know, there’s a separate dealership that’s in Buford on the way where I could pick one up and it’s going to the same place.

Michael Malakhov: [00:04:54] That’s exactly right. So we try to aggregate those so it’s already pre-planned for our partner. Transport companies. So we bundle those, give them a full load so they’re able to transport it to Greenville. And then we’ll also help them from Greenville to get back home.

Joey Kline: [00:05:11] Okay. And so your your end consumer is the dealership that is using this technology to better enable the transport of the vehicles.

Michael Malakhov: [00:05:21] It’s so you know, we’re double sided both sides. Yeah. Okay. So on one side it is a dealership and on the other side is the transportation company. They’re both our customers. Okay? And we just help coordinate and flow, coordinate flow of information.

Joey Kline: [00:05:37] That is a very I always whenever we talk to entrepreneurs and, you know, we’re kind of focusing on how does a company kind of go from infancy to, you know, product to, you know, saturating the market with its solution? I always think about the sales process, and part of that is probably just, you know, what I do for a living. But the double sided marketplace is a very complicated problem. In addition to the fact that you have you have a very fragmented marketplace, you have small companies. How are you finding all of these, whether it’s the mom and pop transporters or the dealers, that has to be somewhat of an arduous task to find all these folks.

Michael Malakhov: [00:06:18] So we so 30% of our business is referrals, which is helpful. Yeah, but it is a direct sales process where we reach out to our potential future customers and see if there’s a pain point with their transportation needs. And that’s whether they’re buying vehicles at an auction and need them shipped to their store or they’re sending wholesale vehicles to the auction, or if it’s a consumer buying a vehicle from the dealership, needing to ship that car to their house. So it is a direct sales process. But we do we do get a lot of referrals, which is okay.

Joey Kline: [00:06:57] That helps. Yeah. So what what are the folks that are not using your technology doing right now? Just calling up the same couple of folks they’ve used, you know, every time and just, you know, saying we’ll be here on X day but not really having any way to track it.

Michael Malakhov: [00:07:14] Yeah, exactly. So it’s a lot of it is, you know, texting multiple people to see who’s available to pick up some of these cards and then kind of then following up with them, see if the cars were picked up via calls, text messages. Sometimes you don’t get responses. So really lacks kind of visibility and the transparency in the process. So we’re trying to simplify. They can reach out to us and we coordinate everything on the back end and they get communication from us basically 24 over seven.

Joey Kline: [00:07:41] So but is this, as I’m trying to picture kind of the interface and the experience of a dealer that is calling out for a need? Right. Is this almost like everyone uses an Uber of whatever, but just, you know, forgive me, right? You know, is this like I go onto my Uber app and I put in where I want to go and I’m waiting to be matched with someone. Is it almost akin to, you know, I need to transport a vehicle to Charlottesville, Virginia? Who’s going there? Who can help me out?

Michael Malakhov: [00:08:10] Yeah. So it’s you know, we are the ones that are doing the matching. Okay? So the dealership reaches out to us and then we control the equation from there. They don’t need to be involved in the matching process. We already have pre-vetted transporters to handle different routes all over the country and we all automatically will match them with those and pre-bundled cars and then match them.

Joey Kline: [00:08:33] Okay, So, so it is not just software. It you’re really are offering kind of the full service. Yeah, absolutely.

Michael Malakhov: [00:08:40] Yeah. We’re not a SaaS platform. It is a marketplace where we’re the ones we take the order in, we aggregate, make it efficient, more efficient and then assign it to the pre vetted transportation companies that we already have on our platform.

Joey Kline: [00:08:53] Let me ask you this. Did you consider the other way around the example that I just gave and decide on this for whatever reason you’re going to give me why it’s a better business model?

Michael Malakhov: [00:09:05] So we feel that a lot of the industry in the automotive industry, they want to focus on buying and selling cars. They don’t want to deal with transportation. So we are their managed transportation partner. We basically are an extension of their team as a logistics team to support all of the logistics of their vehicles.

Michael Malakhov: [00:09:25] Gotcha.

Joey Kline: [00:09:26] Makes sense. And your background is in shipping and trucking, correct?

Michael Malakhov: [00:09:32] I’ve been in supply chain 20 plus years. So yes, a lot of it spent on the freight industry side. And then I learned about automotive space and some of the challenges in automotive industry as it relates to logistics and so an opportunity. And improve it and make the process better for our potential clients. So that’s kind of how we focused on it. Yeah.

Joey Kline: [00:09:58] Okay. So you are look, there are some people that are just, you know, they can’t do they can’t work for anyone else and they start a business right out of college and that’s all they can do. And there are some people that I find are, you know, after however many years of professional life and they have the light bulb and they do it, and I find those two people fall into two camps. Okay. Some of them are those that have always wanted to do their own thing, just never really had, you know, the idea or the, you know, the opportunity to do it and others really, you know, it’s like they wish someone else would do it. They’re not really an entrepreneur at heart, but like God, no one else is going to solve it. And you’re making me do this. What do you think that you fall into one of those two camps, or is there a third or fourth camp that I’m missing that you think your your psychological profile is in?

Michael Malakhov: [00:10:43] Interesting point. And I’ve had, you know, a lot of conversations around about this topic. So, you know, I’m probably unique in a way because you have, as you mentioned, you have younger adults that come out of college and they want to be entrepreneur from day one, and that’s what they start doing right away. You know, they do multiple start ups in their career. Some fail and hopefully some succeed. And then you have other professionals that may or may not get into the entrepreneurship. So I’ve always wanted to be an entrepreneur and I was waiting for the right timing and the right opportunity. That timing and opportunity came up during COVID, where I found the the right problem to solve. We felt that this space had growth opportunity because you have the electric vehicles going direct to consumers. You have people buying more cars online. A lot of that drives direct interaction with the consumers and the experience was very poor. So we thought that was a good opportunity to streamline that process. So I mean, I certainly consider myself in that category where I have the experience in the industry, the will to succeed as an entrepreneur, because I’ve I’ve managed teams, I’ve scaled businesses in the past. And having the right moment in your family life as well. And support system also certainly helps.

Joey Kline: [00:12:18] Now, look, that’s that’s a big one, too. Depending on the profile of your, you know, your spouse or your kids, that’s. And look, I certainly I didn’t think about that until I was in that position. But, yeah, there’s a whole other set of people that, you know, your your actions have consequences for.

Michael Malakhov: [00:12:33] I mean, that’s probably one of the most challenges, challenging parts that, you know, if you’re have been in the workforce for 15, 20 years, you know, most a lot of times you’re married with children to to quit your at that time probably a lucrative corporate career and start something from scratch is when.

Joey Kline: [00:12:54] Your expenses are probably the highest. Exactly. Yeah.

Michael Malakhov: [00:12:56] It’s very risky. You have children, you have to pay. So having the right, you know, spouse that can support you and the right infrastructure is very important to be successful.

Joey Kline: [00:13:07] Yeah, because look, at the end of the day, I’ve, I was at a basic I don’t know who told me this maybe a mentor early in my career but essentially said look the the first step that you have to take to bring everything to work and being the most effective that you can be is if everything is okay at home, if something is wrong at home with whoever your partner is and that mental strain is on you, there is no way that you can be 100%. And he was he was absolutely right.

Michael Malakhov: [00:13:38] Absolutely, 100%. I mean, entrepreneurship is a roller coaster ride already. So you have to have some be grounded and you have to have the right support system to get through it for sure. So, yeah, it is a very important part.

Joey Kline: [00:13:51] What has been the thing that has surprised you the most? Right? You’ve gone from you’ve been at some large corporations, you’ve been at some smaller corporations, you’ve managed teams. You know, you are now and I know you have a number of co-founders, but you know, you are you are the lightning rod for the company. You are, you know, the the the success of your team is partly riding on your and your partners making this, you know, something, something real. It’s not the right word. Obviously, it’s real. But I think you know what I mean, Something bigger than it is right now. I’m curious, what has been the most surprising part of building this and growing a team, whether it’s from a management or culture perspective, just what have you found that you didn’t realize you were going to find?

Michael Malakhov: [00:14:38] I mean, I would say, you know, one of the big surprising things, the ecosystem in Atlanta to support entrepreneurs has been amazing. I mean, we’ve been part of the Atlanta Tech Village building since the day we started the business. That decision has been extremely important to our success. That’s what we’ve you know, we found our co founders. They were next door to us in the office. It was a very important part. We were also part of Atdc. So it’s the ecosystem itself in Atlanta has been very supportive from an investor perspective as well as just advisory. So that was very helpful. And then as we continue to grow, you know, having the right people in the seats and the right team has been extremely important as well, because I have three other co-founders and each one of us owns our own lane. We we know what our accountability is and we focus on that. And that creates growth and success for us. Because, you know, one person, it’s very hard for one person to build something. We have 30, almost 30 people now. Yeah. So everybody plays a critical role. And the team that we’re building is also plays a very critical role for for us to continue to grow because we can’t do it alone.

Joey Kline: [00:15:54] That’s right. And, you know, look, it’s in the early stages. It’s kind of all on you and the co founders. And then there gets to sort of be this nebulous point in between where you are power is becoming an influence is sort of diffusing throughout the organization. And it’s maybe not as simple as it used to be where, you know, it’s four of you in a room and you just all know the same things. Each key, the the individual contribution of each player really means a lot more than it ever did before.

Michael Malakhov: [00:16:24] Yeah, absolutely. I mean, we’re at that stage already where, you know, if you were strong individual contributor and you’re in a manager role now, you got to stop being an individual contributor or we stop growing. So it’s extremely important for the leadership to to lead and not do.

Joey Kline: [00:16:42] That’s right. That’s right. Set the tone. You know, this is an interesting time nationally and I think for Georgia and the car industry. Look, obviously, you happen to live here. And so this was started in Georgia. Um, Georgia is just crushing it from an automotive perspective right now. It’s really incredible to see.

Michael Malakhov: [00:17:06] Yes. You know, Southeast is like the new battery belt, right? You have Well, it’s not just the EVs, right? You have a lot of the foreign companies, automotive companies had already established themselves pretty well. You know, Mercedes obviously headquartered in Atlanta. Porsche is headquartered in Atlanta. Bmw has a plant in Greenville. A lot of the imports that come from Europe come to Brunswick and Jacksonville Ports. There’s a plant, Hyundai plant in Columbus. There’s a mercedes plant in Alabama. So it’s the southeast has been very strong in automotive already. Nissan’s in Tennessee. And now you have the EV companies coming here just because there already is an established infrastructure for automotive. Not to mention, you know, Cox Automotive is one of the largest software providers for dealership industry for automotive. So it’s a very big automotive space in the Southeast. Atlanta plays a big role.

Joey Kline: [00:18:09] I’ve always wondered this question, so I’ve anecdotally, I know that a lot of the cars that come in to be shipped across the country come into the Port of Brunswick. Okay. Why Brunswick? Right. You have Savannah so close. What is what is the specific reason behind why Brunswick, Georgia?

Michael Malakhov: [00:18:25] That’s a great question. So, you know, historically, Savannah, you know, became a larger port in the last ten, 15 years. But the history of vehicles coming in into those Jacksonville and Brunswick ports has been there for quite some time. So I think some of that is the continuity of what has been in place. There is good infrastructure, rail infrastructure that carries a lot of these vehicles across the country as well. So it’s not just the port, it’s the rail infrastructure that supports the port that’s heavily influencing that part because, you know, think about who’s in who’s in Jacksonville. Csx. Yeah, CSX railroads based out of Jacksonville. So it’s a it’s no coincidence, I’m sure. Yeah.

Joey Kline: [00:19:09] Okay. All right. Well, just a little, little tidbit there. So let’s see, we talked about your team. Let’s actually go back to capital for a second, because I feel like, you know, even as recently as a couple of years ago, I would I would do the show, would ask about capital. We’d ask about things Atlanta could do better. And, you know, often there was a comment of, you know, the ecosystem is great support is great, talent is great. But I got to go to the West Coast to raise money. Now, I think that we’ve seen influx of a lot of West Coast or northeast operations that now have an office here and have set up roots here. I’m curious, do you feel do you feel the ecosystem from a capital perspective is markedly different than even a couple of years ago? Because from an outsider’s perspective, it feels that way. It feels more robust than it used to be.

Michael Malakhov: [00:19:58] It certainly feels a lot more robust. I mean, there’s a good support. System from investor perspective in Atlanta or the Southeast in general. So there’s multiple funds that already operate in the southeast. And then you have as Atlanta continues to grow as a large tech hub, you have a lot of the VC firms opening up shop in the Southeast as well. And obviously, Atlanta is one of the key hubs. So it is becoming a lot more attractive. So there is, you know, presented a venture, Atlanta, and there were a lot of out of town investors in visiting. Some of them are have offices here. So it certainly there is a lot of attention on Atlanta.

Joey Kline: [00:20:41] There is. I think, look, the the Sun Belt is is doing quite well. Atlanta is doing quite well on a number of fronts. You mentioned presenting it venture Atlanta. I just have to give you kind of another shameless plug here. I believe that you are on the the, you know, Atlanta Awards companies to watch, correct?

Michael Malakhov: [00:21:02] We are, yes.

Joey Kline: [00:21:02] Thank you. Yeah, just just making sure that we get that in there. And for anyone listening, I believe the event is March 16th. And of course, not not planned whatsoever. But my company, JLL, is sponsoring it. So if you want to come on down, I believe it’s at the west side, at the Star Metals Building. There’s a lot of great companies, obviously, including carpool logistics. Absolutely. Yeah. Okay. Now back to our regularly scheduled program. So what what are you up to now? What’s the goal of the next 12 to 18 months? Is this purely just gain as much market share as possible? Is there a new business line you’re getting into new technology? What are you focused on for the future?

Michael Malakhov: [00:21:46] So we’re heavily investing in continuing to build out our platform. We’ve doubled our software development team in the last few months and core focus is on continuing to build out the platform, make it as efficient as possible, create as much efficiency for our customers and visibility as possible. So the tools that we’re building are constantly getting enhancements. So that’s one of the big focus areas. And then also continue to build out our sales team and organization because we’re not even scratching the surface. I mean, we being in Atlanta, we obviously started out in the Southeast heavily and the goal is to expand across the US.

Joey Kline: [00:22:31] So are you does your expansion. I’m thinking about I’m presuming about your sales cycle and you can correct me if I’m wrong, but this seems like certainly for most of these fragmented marketplace like this, this is probably an over-the-phone sale as opposed to kind of an enterprise in-person sale. Are there are there geographies or prospects in which it really makes sense that you’ve got to have someone on the ground there?

Michael Malakhov: [00:23:01] It’s a mixture of both. Yeah. Automotive is a very relationship driven industry, so being local in local markets is very helpful. So we kind of have a mixture of phone in person, yeah, approach, but we keep our operations as one hub in one place so the sales force can be distributed. The operations is centralized.

Michael Malakhov: [00:23:28] Gotcha. Okay. Um.

Joey Kline: [00:23:30] You know, it is it is such an interesting time in the automotive market, not just the shift in geography of where automobiles and components are manufactured, but also the hype, I think makes it sound like it is not real. It is very real. The switch to EV and sort of the race to get into that. I’m not a specific question, but just kind of your thoughts on where things are, who you see as some of the future winners and losers, where you think innovation is going to be. Just overall thoughts on the market as it kind of switches probably one of the most significant shifts since the invention of the automobile, Really?

Michael Malakhov: [00:24:13] Absolutely. Automotive industry certainly going through a renaissance. We’re probably going to see more change in the next 5 to 10 years than we’ve seen in the last 50 years. So electrics are not going away. They’re certainly here to stay. And there’s going to be pretty aggressive push in the next five years for all manufacturers to start significantly expanding that segment. So and also, you know. You know, a lot of car manufacturers are looking at distribution model for EVs, have relationships through dealerships. Dealerships have to make investments. There’s a lot of investment that has to go into to implement this. Not to mention the charging stations all across the country. A lot of innovation around batteries is important. The China controls a lot of the supply chain for the batteries, which is a big challenge for the US. So there’s a big push to start to build control within North America to to supply those batteries and the components of those batteries. There’s a lot of investment going into that space. So I think it’s going to be very interesting to watch the entire supply chain and how that evolves in the next few years.

Joey Kline: [00:25:24] It really does feel like and this is beyond just batteries, but obviously that is a huge component. It does feel like we’re entering a phase in kind of the international world order in which we are.

Michael Malakhov: [00:25:36] Not.

Joey Kline: [00:25:38] Globalized, isn’t ending. We’re not necessarily retreating from globalization. But I feel like things are becoming a bit more regional. I think that certainly the United States is understanding that, look, there was there was absolutely a business case, you know, in the last 50 years for putting a plant of whatever kind halfway around the world. And I think we’re seeing now that, you know, that has its consequences. There is a there is a real advantage jobs, culture, national security, to having things on our own shores or at the very least, our own continent. I mean, I think Mexico is going to be a very big winner as well in this switch.

Michael Malakhov: [00:26:21] Yeah, absolutely. Nearshoring is certainly happening. I mean, as you mentioned, a lot of geopolitical challenges currently. So a lot of companies are thinking about how do we get closer to the United States and those markets that you serve. So that regionalization is very much on top of mind for all supply chains, not automotive specifically, but just all supply chains. Yeah.

Joey Kline: [00:26:48] I mean, the service you’re providing obviously at a at the stage that your company is in, it is very important to focus and focus on doing, you know, generally one thing really, really well and carve out a niche for yourself. My hunch is that the service that you’re providing and the technology that you are using for that service can probably be used for other sort of transport models as well. And I’m curious if that is something that is on your long term radar or it’s too far away to even think about that right now.

Michael Malakhov: [00:27:22] Yeah, kind of like you mentioned. I mean, our core focus is around vehicles. We plan to stick to that core focus there is the freight industry on its own is a $3 trillion industry worldwide. So there is already a lot of investment going into that space. We see part of the thesis was that automotive supply chain and logistics wasn’t getting enough attention and it’s much smaller segment and that’s why we decided to go after this segment specifically. And the tools that we’re building are specifically for automotive industry. And one of the reasons we decided to build those tools is because there’s not a lot of platforms and tools out there to really support this business. So we thought it was very important as the industry evolves. To be able to create the customer experience that consumers are used to. Then Amazon like delivery. Sure, If you want to have a car delivered to your house and have a similar experience, there’s a whole lot more work to be done.

Joey Kline: [00:28:24] Yeah, that’s right. And like, I think that there are plenty of companies that have found a a really strong niche in a process or industry that is highly fragmented, that isn’t really using technology that is somewhat analog. Those are, you know, very, very ripe for disruption and that’s obviously why you’re doing what you’re doing. Absolutely. Yeah. Well, Mike, this is great. Thanks a lot for coming on and telling us about carpool logistics. If there are people listening that want to get in touch with you or learn more about the company, what’s the best way for them to do that?

Michael Malakhov: [00:29:00] Yeah, thanks for having me. You can reach me at Mike at Carpool logistics.com.

Joey Kline: [00:29:04] And again for everyone listening March 16th Atlanta event Mike and his company are going to be there as well as a lot of other great start ups. Thanks for listening, everyone. Have a great day.

Dr. Lisa M. Pinkney With The Neal Management Group

by

The Neal Management Group CEO and Founder Dr. Lisa M. Pinkney is a healthcare expert entrepreneur, mentor and educator skilled in negotiating contracts, managing operating budgets, composing statements of work, and pursuing new opportunities. With vast experience in business, laboratory science, quality and program management, regulatory compliance, and auditing. She has succeeded in the public and private sectors since the Neal Management Group’s establishment in 2001. Most recently in 2020 she was appointed as President of Trulieve Georgia where she has since provided strategic direction and leadership. She provides oversight to quality operations throughout the state of Georgia.

She has been published in “Transfusion Journal” and “Healthcare Reform: Innovative and Other Proven Strategies for Successfully Managing and Implementing Organizational Change.” Her accomplishments and professional affiliations include: American Society of Quality Senior Member, Maryland Performance Excellence Awards Judge, Certifications as a Manager of Quality/Organizational Excellence and as a Quality Auditor. Additionally Dr. Pinkney served as a Lead Assessor for the American Association of Blood Bank, Southern Management Association’s Journal of Management Reviewer, American Society of Quality’s Quality Progress Journal Reviewer, American College of Healthcare Executives Member, and a Medical Technologist Blood Bank Specialist.

She has earned a Bachelor of Science from the Medical College of Virginia, a certificate from the National Institutes of Health as a Specialist in Blood Bank, a Master of Science from the University of Maryland Global Campus, a graduate certificate from Keller Graduate School of Management and her Doctorate Degree from the University of Maryland Global Campus. Prior to the Neal Management Group, Dr. Pinkney worked for the Department of Health and Human Services/Food and Drug Administration, the American Red Cross, and Apotex Incorporated, an international pharmaceutical company.

Connect with Dr. Lisa on LinkedIn and follow the Neal Management Group on Facebook.

What You’ll Learn In This Episode

  • Expanding the firm in 2023
  • Lisa’s experience in regulatory compliance for labs & healthcare
  • The Emerald Conference
  • Role as a minority, woman business owner

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX Studios in Atlanta, Georgia. It’s time for Atlanta Business Radio. Brought to you by on pay. Atlanta’s New standard in payroll. Now, here’s your host.

Lee Kantor: [00:00:25] Lee Kantor here another episode of Atlanta Business Radio, and this is going to be a good one. But before we get started, it’s important to recognize our sponsor, Onpay. Without them, we couldn’t be sharing these important stories. Today on Atlanta Business Radio, we have Dr. Lisa M Pinkney with the Neal Management Group. Welcome.

Dr Lisa M Pinkney: [00:00:44] Thank you.

Lee Kantor: [00:00:45] I’m so excited to learn what you’re up to. Tell us about the Neal Management Group, how you serving folks.

Dr Lisa M Pinkney: [00:00:50] Yes. So the Neal Management Group is a health care consulting company. We were started back in 2004, and we focus on regulatory compliance, mainly in the laboratory science field. And since 2004, we have grown. I’ve evolved to doing regulatory compliance and helping with auditing in various industries, whether it’s food, blood bank, medical offices, medical physician offices. And currently I am working in the health public health department field, helping them with their inspections and laboratory science.

Lee Kantor: [00:01:38] Now, what’s your backstory? Have you always been involved in this line of work?

Dr Lisa M Pinkney: [00:01:42] I have. I have over 35 years of laboratory science experience, and I have been a regulatory compliance auditor for 25 years. So I bring a wealth of experience to this industry.

Lee Kantor: [00:01:59] So how has the industry changed over the years?

Dr Lisa M Pinkney: [00:02:03] So over the years, I think we have the industry has changed because initially we we weren’t as focused on regulatory compliance in the different fields. And now with, you know, from COVID to other pharmacy vertical companies having challenges in physicians labs being closed, I think the industry has evolved because there has been more regulations. So as a result, my company helps organizations prepare for inspections, help interpret the regulations, and then we help you after inspections are conducted.

Lee Kantor: [00:02:48] So you help them if there’s any issues kind of get compliant or kind of be proactive in that area.

Dr Lisa M Pinkney: [00:02:55] Exactly. Exactly.

Lee Kantor: [00:02:57] Now, is that are you seeing that as a trend going forward that there’s going to be more and more regulations, like I understand in COVID, you know, we were trying to do things in a hurried manner and now there’s less maybe urgency in some areas. So there’s regulations kind of take a bigger role.

Dr Lisa M Pinkney: [00:03:14] Yeah. Yeah. And you’re absolutely right. During COVID, things move very quickly. And now what I’m seeing is that organizations that had these pop up laboratories, now they’re going back and thinking about, okay, did we check all the boxes? Do we have the right quality controls, quality assurance? Are we looking at ourselves? Are we using the correct reagents? So we are very, very busy and we have we are here to help ensure that these pop up labs have been brought into compliance.

Lee Kantor: [00:03:54] Now, can you share a story of maybe working with a company that maybe was struggling in this area and you were able to help them get to a new level? You don’t have to name, obviously, the name of the organization, but maybe share the challenge they had and the result.

Dr Lisa M Pinkney: [00:04:08] So yeah, I have a story I can share. A few years ago, I was brought in to a physician office lab who had it was a pain management laboratory. He was a pain management physician. He had set up a lab in his suite and he had. Apparently had not prepared everything appropriately and was inspected by COLA, an organization, and they had received an inspection report of about 27 items and 27 is a large number. And so as a result, I was brought in, I did an initial assessment I looked at I definitely reviewed the report and looked to see what are some of the key findings. And essentially they did not have the right systems and processes in place. So a lot of things that they were doing, like some of the testing you couldn’t ensure the quality was was adequate. Like either they did not test with the proper controls or the storage of the samples were inadequate or they didn’t have the right standard operating procedures. So I created a plan, a remediation plan. First we responded to the inspectors. You have to respond to that 27 item inspection report. So I helped them create a response within two weeks. And we talked about how we were going to put systems and processes and SOPs, standard operating procedures in place, and we would work towards remediating some of the issues that took, you know, 3 to 6 months to to remediate some of the issues. But we were able to bring the lab back into compliance after several months.

Lee Kantor: [00:06:20] Now, do you have any advice for people running labs right now to low hanging fruit that they can be doing to make sure and ensure that they’re kind of in compliance? Or is this something that you really do need to kind of an expert with fresh eyes like an outsider, to come in to look at things and to make sure everything’s right?

Dr Lisa M Pinkney: [00:06:40] Well, I can give them some basic advice. If you’re thinking about starting up any type of laboratory that is within the United States, I think you need to first look and see what federal regulations are out there. And the most visited place for laboratory regulations is through CMS, the Center for Medicaid and Medicare. And they have the basic rag, which is Clear Clinical Laboratory Improvement Act 88. And that is a good starting point. And those are the basic guidelines for starting any type of laboratory in the US.

Lee Kantor: [00:07:32] And do you have a sweet spot when it comes to clients? Do you work better with super large firms or or smaller ones? Is there kind of a place that you find that these are your favorite clients?

Dr Lisa M Pinkney: [00:07:45] So starting out.

Dr Lisa M Pinkney: [00:07:47] Of course I started with the smaller ones, but what I have found is small to medium type of organizations are the ones that I work best with. The larger ones usually have a whole office or department for quality oversight. So what I find is the smaller small businesses tend to try and do it quick and then they miss a few steps. So I try to help them come up to speed and, you know, in the most cost effective manner possible.

Lee Kantor: [00:08:29] Now, can you talk a little bit about the Emerald Conference?

Dr Lisa M Pinkney: [00:08:33] Yes. So recently I had a poster session at.

Dr Lisa M Pinkney: [00:08:39] The Emerald Conference in San Diego, California, and it was sponsored by MJ Biz and their science department. And that was a very exciting conference. I had a great, great opportunity to showcase a poster or a brief or a paper that myself and a colleague did and it was around how are we ensuring quality testing in our cannabis testing laboratories? And so what we did essentially is use ISO 17,025, which is the international standard, to ensure, you know, essentially laboratory quality and calibrations and processes are put in place. That’s what the standard is about laboratory science, essentially. And we looked at the 39 states that have a medical cannabis license or program laws, and we looked to see what states are following ISO 17,025. And our results were that a large number of the 39 states, the District of Columbia and our three territories, about about 18 to 20 were in compliance with ISO 5 or 6 were partially in compliance. And then there were four, 4 or 5 states that were not following ISO. And, you know, those are the states that concern me because how are you ensuring a quality product or quality testing is being performed? So that was the beginning of our research and we’re going to continue to utilize that as a foundation for showing or showing the need for quality testing to be conducted in the medical cannabis space.

Lee Kantor: [00:10:44] And you see that as something that that’s only going to get larger, right?

Dr Lisa M Pinkney: [00:10:49] Absolutely. Absolutely. There’s such a. Me and we need to have really national standards. But as you know, cannabis medical or recreational is still illegal, um, nationally and federally. So it’s, it’s a challenge. You know, the, the patchwork across our United States, every state has their own law laws. And so there is no standardized approach to medical cannabis testing. So that’s why we picked the ISO standard, which is internationally known.

Lee Kantor: [00:11:26] Now, can we talk a little bit about why it was important for you to become certified as a disadvantaged business enterprise and a minority business enterprise? Was that done strategically and and do you have any recommendations for others who might benefit from those certifications?

Dr Lisa M Pinkney: [00:11:46] Absolutely.

Dr Lisa M Pinkney: [00:11:47] So yes, my company is a DBE, which is disadvantaged business enterprise as well as a minority business enterprise certified, and I think it’s very useful. I obtained those certifications several years ago because I think it’s important that as a small business owner, you have the basic foundation and infrastructure that’s needed to run a small business. I take being a small business owner serious. I have been one for 18 years now and I want to be able to show that I have the right standards, the credentials and the foundation for conducting business in the States as well as at the federal level. So that is, that’s what kind of pushed me there. Um, and I knew I would be a small business owner. I knew my career path was going in that direction. So that’s where I am. I think my, my advice to people who are starting out, it’s worth the investment. I look at it as an investment in my business that, you know, I spend, what, few hundred dollars up front for becoming certified, and it will help in the long run as we move forward with bidding on state or federal contracts.

Lee Kantor: [00:13:19] So and those are almost must haves if you’re going to do that kind of bidding on on those types of projects. Right?

Dr Lisa M Pinkney: [00:13:25] Absolutely. Absolutely.

Dr Lisa M Pinkney: [00:13:27] And I’m in the process of getting my woman’s own small business certification as well through SBA.

Lee Kantor: [00:13:34] And are you familiar with the GW, PBC, Greater Women’s Business Council?

Dr Lisa M Pinkney: [00:13:40] I think so.

Dr Lisa M Pinkney: [00:13:41] I’ve seen that certification.

Dr Lisa M Pinkney: [00:13:42] Yeah, I’ve seen that organization, but I’m not a part of that one right now.

Lee Kantor: [00:13:48] Should definitely check them out. They do great work. They’re part of the Webbank system and they cover Georgia and the Carolinas. Yeah. And so what do you need more of? How can we help you?

Dr Lisa M Pinkney: [00:14:01] Oh.

Dr Lisa M Pinkney: [00:14:02] Um.

Dr Lisa M Pinkney: [00:14:03] You know, right now I’m. I’m working on some educational products that I’m putting out, working with my alma mater, Virginia Commonwealth University. So at some point, we I’m very serious about educating future lab science professionals. So I’m working on a project with them right now. I am just positioning myself for what’s coming next after the next 3 to 5 years, maybe bidding on some contracts. But I don’t know. I just right now I’m into laboratory science scientists and making sure that the ones we have out there are well educated, certified. And I take laboratory science very seriously.

Lee Kantor: [00:14:54] Now, if somebody wants to connect with you to learn more about what you got going on or to help them, what’s the website?

Dr Lisa M Pinkney: [00:15:01] Yes, my website is w-w-w.

Dr Lisa M Pinkney: [00:15:04] Dot the.

Dr Lisa M Pinkney: [00:15:07] The neo n e a l group group llc.com. That’s a lot. But it’s the neo group llc.com.

Lee Kantor: [00:15:22] Well thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Dr Lisa M Pinkney: [00:15:27] Thank you.

Lee Kantor: [00:15:29] All right. This is Lee Kantor. We’ll see you all next time on Atlanta Business Radio.

About Our Sponsor

OnPay’sOnPay-Dots payroll services and HR software give you more time to focus on what’s most important. Rated “Excellent” by PC Magazine, we make it easy to pay employees fast, we automate all payroll taxes, and we even keep all your HR and benefits organized and compliant.

Our award-winning customer service includes an accuracy guarantee, deep integrations with popular accounting software, and we’ll even enter all your employee information for you — whether you have five employees or 500. Take a closer look to see all the ways we can save you time and money in the back office.

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Jo Ann Herold With Herold Growth Consulting

by

Jo Ann Herold, Author and Marketing Expert at Herold Growth Consulting.

She is a c-suite, omni channel executive with expertise in leading organizations, brands, and teams to innovate, modernize, and grow. In all roles, she’s reported to the CEO and worked closely with the Board of Directors for private-equity, publicly traded and family-owned firms.

For board service, Jo Ann brings global marketing leadership, digital expertise, strong brand management, and e-commerce P&L experience. She has a track record of delivering record breaking of delivering financial results.

She has twice served as Chief Marketing Officer for The Honey Baked Ham Company. During her recent tenure, the brand experienced 20 months of sales and EBDITA increase through product development, brand development which has led to sustained and continued growth for the brand. She innovated the omni experience by launching BOPIS, and enhanced web and digital marketing resulting in 32% of all transactions generating from a digital platform. She also Identified the next generation of customer resulting in 22% of overall transactions and the e-commerce business doubled in size.

She also served as the Global CMO for Interface, Inc. and created Interface’s first truly global brand team, delivering product and brand strategies resulting in 5 consecutive quarters of growth and the highest stock price in Interface’s history. A team and culture catalyst, she also played a significant role in Interface’s bold global sustainability movement, Climate Take Back. She also served as VP of Brand and Communications at Arby’s Restaurant Group and was recruited to serve on the brand turnaround team. During her tenure, Arby’s experienced 11 quarters of sales and profit increases.

Her work has been lauded, including the National Diversity Council’s Most Powerful and Influential Women and two Effie’s for marketing effectiveness. She recently received a Lifetime Achievement award from the American Marketing Association and is the 2023 recipient of the AMA’s Marketer for Good.

She is the chief executive officer of Herold Growth Consulting serving multiple clients across industry sectors in B2C and B2B. She is the practitioner lead for Georgia State University’s CMO Roundtable where she leverages her network as the Past President of the CMO Club and AMA Atlanta to bring in CMOs, thought leaders and funding. As previous board chair of the Atlanta Convention and Visitor’s Bureau, she led the nominating committee. She serves on the executive board of Covenant House and teaches the Executive MBA Global Strategic Marketing course at Georgia State University and is a published author and a sought-after speaker.

Connect with Jo Ann on LinkedIn.

What You’ll Learn In This Episode

  • Experiences as a marketing expert
  • Discuss “Living On A Smile: 16 Ways to Live a Big Life and Lead with Love”
  • Award from the Atlanta AMY organization
  • Being a women in business and the impact it has had on her and how she wish to impact others

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX Studios in Atlanta, Georgia. It’s time for Atlanta Business Radio. Brought to you by on pay. Atlanta’s New standard in payroll. Now, here’s your host.

Lee Kantor: [00:00:24] Lee Kantor here another episode of Atlanta Business Radio. And before we get started, it’s important to recognize our sponsor, Onpay. Without them, we couldn’t be sharing these important stories. Today on Atlanta Business Radio, we have Joanne Herold with Herold Growth Consulting. Welcome.

JoAnn Herold: [00:00:42] Hi, glad to be here.

Lee Kantor: [00:00:44] I’m so excited to learn what you’re up to. Tell us about your firm, how you serving folks.

JoAnn Herold: [00:00:49] So it’s Harold Growth Consulting and I serve folks through coaching and helping companies and businesses grow. And whether that’s through brand building or helping people within the organization grow, that’s what I do.

Lee Kantor: [00:01:07] What’s your backstory? How’d you get involved in this line of work?

JoAnn Herold: [00:01:10] So I have been a marketer for almost 30 years. I started as a front line associate at McDonald’s and gave the birthday parties and of the Hamburglar costume. And through that just developed a love for hospitality. Great brands serving others had the opportunity to go and work for a big restaurant chain and did that for about five years, then was recruited to honey baked ham and served in all areas of marketing up to the chief marketing officer. From there was recruited to Arby’s Restaurant Group and headed up Brand and communications, then was recruited to a company called Interface, which is a flooring company that’s based here in Atlanta, which is all about purpose and design and sustainability, and then got the opportunity to go back to Honey Baked ham and serve as their chief marketing officer. So I’ve had a long career in marketing and helping businesses and teams grow well.

Lee Kantor: [00:02:17] One of the things you didn’t mention was your book Living on a Smile 16 Ways to Live a Big Life and Lead With Love. How did that come about?

JoAnn Herold: [00:02:27] So it really was a celebration and it is a celebration of mentors and friends and bosses and people in the community who have helped shape who I am and have given great leadership advice. And so the book is a bit of a memoir, but it’s also a guidebook. And each chapter at the end has ways that the reader can talk about their passion or purpose and their wise. So it really was just to honor all the people along the way who have helped me.

Lee Kantor: [00:03:06] If you were to pull one kind of takeaway from the book, what would be a good starting point for some potential reader?

JoAnn Herold: [00:03:14] So I use I did a lot of branding work for companies that I’d worked with and helped them develop their why and their values and through the book, I help the readers figure out their why, their purpose, their values. And so that’s a big takeaway. The chapters are all around passion, purpose, even playlists and how music helps feed the soul.

Lee Kantor: [00:03:49] Now, you recently won an award. Can you share a little bit about that?

JoAnn Herold: [00:03:54] Yeah, I’m so honored and humbled that I’ve been involved with the American Marketing Association for many years, almost 25 years, served as a volunteer. At some point, the president and now I co-lead the Executive Advisory Board and so was recently honored with the marketer for good. And it’s an award that’s given to somebody who exemplifies using marketing to do good in the community or for the chapter. And so I’m very excited because I love the AMA and it’s it’s such a wonderful gift to receive an organization from that I love so much.

Lee Kantor: [00:04:42] So now let’s roll up our sleeves and help some of the listeners. If a listener is struggling with their marketing or their branding or their some kind of low hanging fruit that you find that is there for most business people, but they’re just not kind of tapping into it?

JoAnn Herold: [00:04:57] Well, an easy branding tool for personal branding is LinkedIn and leverage. Linkedin, you know, using all the tools, whether that’s the background photos or your personal profile and recommendations and posting. So that’s a great tool. I’m a huge believer in networking and helping others, and I think people can build their brand that way. And it’s just, again, using your your talents and your good to help others in the community.

JoAnn Herold: [00:05:38] Now.

JoAnn Herold: [00:05:39] No, go ahead. I was going to say, you know, a blend of social media, but also really getting out there and being in person.

Lee Kantor: [00:05:47] Now for you, having come from a lot of work in a corporate setting and now having your own entrepreneurial initiative going with your growth consulting firm, can you share a little bit about how that transition has gone? Because it’s a little different working for yourself, right, than it is working for a large organization with tons of resources?

JoAnn Herold: [00:06:07] Yeah. And you know, it’s it’s been a great learning. I’ve had a lot of help and mentors give advice, but, you know, some of it’s just, you know, setting up my own it and learning how to do it on YouTube. So so it is very different. But I work with some awesome clients who I love and every one of my clients is purpose driven and trying to do good things in the world. So, so that’s, that’s been a real joy. Um, you know, but being an entrepreneur, you do really have to roll up your sleeves and, you know, one day I’m the accountant, the next day I’m the IT person. And then the rest of the time I’m out working with my clients and trying to help them do great work.

Lee Kantor: [00:07:04] Well, when you define a niche like you have of I’m going to work with purpose driven organizations, how do you then take that and translate that into a marketing plan to, okay, now how do I find these purpose driven organizations to even let them know that I exist? How do you go about kind of building a marketing plan that gets you out in front of the people that matter most to you?

JoAnn Herold: [00:07:25] Well, some of it is is back to what I was saying about LinkedIn is a great tool, but all of my clients have come through referrals. So it’s been people I’ve worked with or people who have referred me to them who think it would be a good fit. So, you know, a lot of it is just letting people know what you’re up to and how you can help and, um, and then, you know, reaching out and staying connected.

Lee Kantor: [00:07:58] And then when you do that, how do you do? You create a lot of thought leadership, like how do you kind of stay in front of these people in a elegant, non salesy way if possible?

JoAnn Herold: [00:08:08] So it’s coffee or just catching up, going to lunch and, you know, seeing where they might have pain points and ways that I can help. And so a lot of it’s just the hustle and but also doing it in a way that’s to your point, not salesy and it’s with a genuine interest to help.

Lee Kantor: [00:08:36] And is there a kind of an early way to do work with you, like a simple way to get a project going? Do you start with like a project and then maybe over time it expands? Or do people hire you for like a big initiative?

JoAnn Herold: [00:08:51] So I’ve done a little bit of both. I’ve done some big brand building projects where it’s been around even changing the brand name and helping tell their purpose story. And in that case, I hired some people who and we call ourselves all the right people who truly are experts in that area to, you know, maybe a little simple project that turns into a bigger project. So it’s a little bit of everything. My model, though, is, you know, if it’s a big project and it’s out of my wheelhouse or something that I can’t do on my own, I will work with other partners to help that client out with what they’re looking for.

JoAnn Herold: [00:09:39] So part of your value proposition.

Lee Kantor: [00:09:41] Is having a robust network, knowing who’s out there and who’s kind of been vetted and who really are the subject matter experts.

JoAnn Herold: [00:09:49] That’s absolutely right.

Lee Kantor: [00:09:51] Because at the end of the day, you’re just trying to help somebody solve a problem. Right. And you might be the right solution. Or maybe you can help them, you know, point them to the right solution.

JoAnn Herold: [00:10:00] Exactly. Yes, exactly. And so, you know, if sometimes I’m not the right person because of the networking, I’ve got a lot of people to tap into. And so sometimes I’ll partner up with somebody, too.

JoAnn Herold: [00:10:15] So what do.

Lee Kantor: [00:10:16] You need more of? How can we help you?

JoAnn Herold: [00:10:19] Oh, gosh. Um. More kindness, more good in the world, you know. Others doing random acts of kindness.

JoAnn Herold: [00:10:32] Can you share a story maybe that.

Lee Kantor: [00:10:34] You’ve come across or maybe you were a part of where there was an act of kindness that stood out to you, that you were able to share and then kind of pay pay that kind of instance forward.

JoAnn Herold: [00:10:45] Yeah. There. Recently I was at coffee with a friend of mine and there was a gentleman who was homeless and his feet were hurting him. And we called 911 because he was in a lot of pain. But in the meantime we noticed that he had worn through his socks and didn’t have any shoes. And she quickly ran over to a retail store next door and bought him a bunch of pairs of socks. And what that showed was, you know, even little, little acts can can do good things for somebody, you know. And after she did that, 911 came and, you know, we we’ve been saying good thoughts and sending the gentleman a lot of a lot of love.

Lee Kantor: [00:11:44] So if somebody is listening in is part of a purpose driven company and would like to learn more about your services, is there a website or a way to get the book a way to connect with you?

JoAnn Herold: [00:11:56] Yeah. So the book is on Amazon and it’s called Living on a Smile at 16 Ways to Live a Big Life and Lead With Love. And my website is Harold H. R old Growth consulting.com and also LinkedIn. Well I’m very active on LinkedIn and would love to connect.

JoAnn Herold: [00:12:23] Well, Joanne, thank you so much.

Lee Kantor: [00:12:25] For sharing your story today. You’re doing such important work and we appreciate you.

JoAnn Herold: [00:12:28] Oh, thank you so much, Lee.

JoAnn Herold: [00:12:31] All right. This is Lee Kantor.

Lee Kantor: [00:12:32] We’ll see y’all next time on Atlanta Business Radio.

About Our Sponsor

OnPay’sOnPay-Dots payroll services and HR software give you more time to focus on what’s most important. Rated “Excellent” by PC Magazine, we make it easy to pay employees fast, we automate all payroll taxes, and we even keep all your HR and benefits organized and compliant.

Our award-winning customer service includes an accuracy guarantee, deep integrations with popular accounting software, and we’ll even enter all your employee information for you — whether you have five employees or 500. Take a closer look to see all the ways we can save you time and money in the back office.

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Lil Roberts With Xendoo

by

Lillian Roberts, Founder & CEO of Xendoo.

A South Florida native, Lillian Roberts prides herself on building customer-centric companies that are built on teamwork, technology, and integrity. A serial entrepreneur with a passion for small business, she is known as an innovator with an enviable ability to foresee market trends. After a successful exit from the manufacturing industry, Lillian serves as CEO and Founder of Xendoo, a cloud-based Fintech company based in the Greater Miami Region. Xendoo specializes in online bookkeeping and accounting focused on small to medium businesses.

By leveraging technology and proprietary software, Xendoo CPAs and bookkeepers have increased the productivity of the traditional workforce by 500%. Xendoo’s accolades include 1st place grant for Village Capital’s Finance Forward, a 2019 finalist for Revolution’s Rise of the Rest, and a 2018 Startup Showcase finalist for eMerge Americas.

Connect with Lillian on LinkedIn and follow Xendoo on Facebook and Twitter.

What You’ll Learn In This Episode

  • Chatgpt and the impact on business
  • Digital Transformation for SMBs
  • Hiring in today’s Marketplace
  • SMB and Financial Visibility
  • Are you in the right business

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:01] You’re listening to Innovation Radio, where we interview entrepreneurs focused on innovation, technology and entrepreneurship. Innovation Radio is brought to you by the world’s first theme park for entrepreneurs the Livin center of innovation. The only innovation center in the nation to support the founder’s journey from birth of an idea through successful exit or global expansion. Now here’s your host, Lee Kantor.

Lee Kantor: [00:00:28] Lee Kantor here another episode of Innovation Radio. And we could not be doing this without the support of our sponsor, Leuven Center of Innovation. They are the key to making this happen, and I am so excited to be talking to today’s guests. Lil Roberts with Xendoo. Welcome, Lil.

Lil Roberts: [00:00:45] Thank you. Lee. I’m excited as well. You are quite a host. I’ve listened to your first couple of episodes and I just love it. So thank you for all you’re doing for our community.

Lee Kantor: [00:00:54] All right. Well, let’s get into it a little bit about Xendoo, if you don’t mind. Share your mission purpose, how you serving folks.

Lil Roberts: [00:01:02] Absolutely. So Xendoo is an online bookkeeping and accounting platform for business owners across the United States and in other countries that may happen to have a business in the US. So that’s usually it managed services and e-commerce. And as a serial entrepreneur, I just felt that it took too long to get the monthly financials from the accounting industry and I wanted to change that. So back in 2017, started building technology that allows us to deliver financial visibility to small business owners. And when I say small business owners, that’s anybody from, you know, a couple hundred thousand all the way up to 30, 40 million in size is still considered a small business. And we want to give them their financial visibility so they can make timely decisions and and have financial peace of mind.

Lee Kantor: [00:01:50] Now, was your background in kind of bookkeeping and finance like that, or was it were you had another business and you were realizing that this is a too much of a pain for what it should be?

Lil Roberts: [00:02:01] It’s the latter. And so my journey, I’ve had 8 or 9 different businesses and my journey has been from systems integration date myself a little bit here. Back in the 80 seconds, I was in Systems integration as an early mover in the publishing space. When desktop publishing came about, then had some product businesses. Then I went into manufacturing and I had several manufacturing businesses. And so when I exited the manufacturing business in 2015, I wanted to be very intentional about the next business that I built. And I wanted it to be a technology based business, and I wanted to help reshape an industry. And the audience I wanted to help was fellow business owners and entrepreneurs, because I feel we’re the backbone of the US economy, right? The backbone of many economies. If you think about it, Starbucks started as as a small business. It started as one location, right? And most businesses do start that way. So I wanted to set out to find out why the people in the accounting industry didn’t have the proper tools that they needed to be able to deliver in a timely way. So we have built those tools and but we also have the team of people besides the tools, and we help thousands of small business owners.

Lee Kantor: [00:03:14] And that’s great advice for our listeners that are our founders or in the startup community, focus in on the market first and then the idea just kind of make it bespoke to whatever the problem you’re trying to solve rather than have an idea and force it into a market that may or may not exist.

Lil Roberts: [00:03:34] So truly, you know, lots of times people ask me, Well, how did you come up with this concept? Or how did you decide what business to build? And I’m a big believer in scorecards. And so I built a scorecard on the front end, and the scorecard was based on that. I wanted to build a business to scale to 100 million and RR. I wanted it to be venture capital backed because I wanted to take that learning journey, whereas all my other businesses had been on my own back and the banks money and my money. And so I wanted to really build a high growth business that could help thousands of people. And then I said, the audience I love working with are entrepreneurs and business owners. And there is a difference, right? As we know. And I wanted to work with that audience with technology first to build something unique and reshape an industry. And then once I had that thesis, then it was time to go look for what industry. And so I was looking for an analog industry and at the time analog industries were that that would fit that that criteria were legal insurance and accounting and have feeling the pain firsthand in the accounting industry of not getting my financials in a timely way. And it would cost my company money because I didn’t have the visibility I needed. So I thought, let’s solve that problem. And it turned out to be a fun time. We’re helping a lot of people. We have been through a couple of rounds of funding and have some great investors and we love what we’re doing in the market that we’re helping.

Lee Kantor: [00:05:04] Now. When you’re working with other entrepreneurs, do you find that some of them haven’t even considered if they are truly in that right business?

Lil Roberts: [00:05:15] So true. So true. I find that a lot of people end up in a business that doesn’t necessarily serve their highest purpose. And what I mean by that is that they’re either in a business because they went in for maybe the wrong reasons. Right? You you you can’t go in business to make money if you’re you’re driving force is that you want to make a lot of money then that’s not the right reason to go and build a business. Right. You should build a business because you want to solve a problem and you want to provide an environment that has that serves customers and that also builds great team members internally. Right? So your team members, your your staff are your internal customers. And so when I find that business owners go in to to do that and typically business business owners will choose that. They’ll they’ll find out that, wow, this is much harder than what I thought. And then they don’t want to stay because it’s not serving their motive of getting in. And I’m not saying by any means that that’s the bulk of people. Sometimes people will just take over a family business and maybe their love is in some other area. And so what I always say to to friends and people that I meet that that want to go through that journey of finding out what’s the highest purpose for their what kind of business they should be in is first, find out what your passion is. If you do what you’re passionate about, whatever that may be. There’s always a business that aligns with that and you will find that. But do what you’re passionate about because when times are tough, it’s the passion that gets you through.

Lee Kantor: [00:06:50] Right? And but you also have to match that passion with a market.

Lil Roberts: [00:06:55] 100% like that goes without saying. Do your homework on the market first, right? Like say, okay, you know, how big of a market is it for me to sell whatever the widget may be? And then how do I prove before I invest a lot of time and money, how do I prove that the market wants it? You may love some product, but there may not be a big enough market. It may be too soon. Like Lee, you and I have seen this over and over. You know, think about when I was first starting to build Xendoo. It was 2017. And you know, Andreessen Horowitz, which is a huge name in the VC world, had invested something like 100 million plus in a drone company. That drone company never made it, and the reason being it was too early. So you have to take an idea, you have to test it, and then you have to look at the timing. And you could either be too early or too late and either one has the same result.

Lee Kantor: [00:07:52] Now, how do you advise entrepreneurs in today’s world where it seems like the technology landscape is changing so rapidly? And I don’t know how people can keep up and play in the in the new sandbox, like in this AI sandbox, for example. Um, you know, while they still have a day job, I know it’s important to always kind of keep your eye on the horizon and ahead, but it just seems like it’s changing so rapidly. How would you recommend that entrepreneurs kind of, you know, focus on on the work that they need to do today, but also keep an eye on the future?

Lil Roberts: [00:08:27] It’s a really great question. So there’s a couple of things. So to really be proficient in the AI space to understand, you need to invest 30 hours. And I’m loving like I’m absolutely loving what’s happening with chat GPT three and chat GPT four as Microsoft is using. That’s not even on the open market and it will change our worlds. And you know, there was an interesting thing from a billionaire that I read that said that during the Industrial Revolution, when machines started to replace humans on on some of the manual work they did, the humans first balked at it and didn’t want that. And then they found their way and and then they went to the next stage of it, right? And the next stage was that they were using these machines to be even more productive. And then the stage after that was that there was more automation and they were able to be even more productive. And I think with Chatgpt and AI, the same thing is going to happen if you invest the time in it. And your question is how do you find the time to invest? And I’m going to answer that for you. But if you invest the time in it, it’s going to accelerate what you do for your work.

Lil Roberts: [00:09:35] So you have to don’t when you go in, don’t just spend time reading a lot about other people’s opinions. That’s not the only way to inform yourself. You know, open up an account on open AI and and it’s free right now and start playing with it and asking questions. And then the creative mind that we all have that sometimes we put in a corner is going to allow you to understand how you’re going to be able to utilize that to then buy yourself more time and with the time you buy yourself by utilizing the tool, then take that time and reinvest it in learning more about what’s happening in the marketplace. And so really, to answer your question, it’s about reinvestment. You can’t manufacture time if we all can manufacture time that, you know, we would be major heroes because that’s what we all are running out of in today’s world is time. And but you have to figure out how you can utilize tools and accelerate your productivity to buy yourself time, essentially. And then with that, reinvest it and I think answer it for you.

Lee Kantor: [00:10:42] Yeah, absolutely. And I think it’s an important thing you mentioned about not just reading about it. Roll up your sleeves, get in there and play with it, and you’re going to start connecting dots in ways that no one else can because you’re uniquely you and you have unique problems and challenges. And by playing in the in the sandbox, you’re going to that’s going to open your mind to things that you haven’t considered because you don’t know yet exactly what it can and can’t do 100%.

Lil Roberts: [00:11:13] And you have to be careful, right? Because the one thing about AI and Chatgpt and and look prior to that and business owners are just at the very beginning of this right now in the sector of 40 million and less businesses of revenue of the digital transformation. But with the AI, you have to be careful. So you have to inspect what you expect. You have to, you know, trust and verify, right or verify and trust. But you have to make sure that that you you check that. I’ll give you an example of where we use Chatgpt recently. And it was fantastic. So we needed to write a job description and I was chatting with my h.r. And normally, you know, it would take an hour, an hour and a half to write it. And I said, let’s check out this tool. And I spun it up and in natural language wrote what we needed, just two sentences. And it came back with the first draft That was unbelievable in less than a minute. And so from that first draft, fine tuned it and that was it. It was ready to go. So there’s an example of where, you know, 49 minutes, 54 minutes were saved.

Lee Kantor: [00:12:17] Right. And that’s, again, one of those things where people are quick to dismiss some technology because it isn’t perfect. And if you just kind of manage the expectation of, look, I’m not looking for chatgpt to solve the problem exactly. I’m looking for them to save me time and give me that good first draft or, you know, a lot of writers call it the crappy first draft. You know, the first draft is the thing that you’re procrastinating and not doing because it’s hard. And if you can just get that kind of crappy first draft out of the way, then you can edit it and it’s a lot faster. It moves faster from there. And if Chatgpt can give you that, you’re way ahead of the game.

Lil Roberts: [00:12:56] So well said. You hit it on the head. First draft is the hardest and we all can’t help it, but we put our own, you know, preferences or thoughts or ways we think about it in that. And what you really want is you want a first draft that is open minded as possible, um, to give, to spark the ideas, right? And, and that’s what Chatgpt does. So very interesting. I think that we are in for a very interesting next 3 to 5 years and if people. Race it. They’re going to be able to to glean ideas and things that we would have maybe thought weren’t possible before that are going to be possible.

Lee Kantor: [00:13:37] Yeah, I think it’s funny that I’m kind of old and I have a memory of when calculators were first introduced into the schools and how there was so much pushback of if these things are here, then that’s going to no one’s going to learn math and like, why learn math if these things are going to do all the work for you? And then over time you realize it’s just a tool and it helps you be better and get a deeper understanding of math. Having this tool and and you’re getting similar pushback with Chat, GPT and other AI services in a similar vein. You know, it may not be exact, but it rhymes.

Lil Roberts: [00:14:14] Oh, 100%. And you know what I say to people that may have hesitation about it? As I said, look, this is the opportunity to really hone and craft your critical thinking skills and what computers will won’t replace for. I won’t say never because everything’s possible. Right? But I would say for at least the next 15 years, they’re not going to replace the critical thinking skills that humans do, where we take many pieces of information and use that to make a decision. And, you know, the machine models have to be trained and they’re not always going to make the right decisions. And so the way to ensure your career path is be sure that you choose something that’s not a repetitive but that requires critical thinking and then and then do the work to craft and hone your skills. Read A lot of people don’t you know, they gave up on reading and they let everything do the thinking for them, whether it is Google search or any type of search engine, you have to, you know, spend some time away from technology and grow your mind and exercise your mind and make sure that you exercise your thinking.

Lee Kantor: [00:15:26] Right, because it’s your uniqueness and your unique experiences. Those are the things that can’t be replicated. That’s what you uniquely bring to the table. So you got to lean into that. You can’t try to just kind of be like everybody else. You really have to be truly yourself.

Lil Roberts: [00:15:43] 100%, 100% and look at all the great businesses that we have that are in today’s world that help us, right? Uber and Airbnb and and many of them, you know, right down to Google, all of that came from people being creative in their thinking and seeing a problem and saying, how do I go about solving that? And so us as humans, we need to never stop wanting to solve problems. We need to not be lazy. And the concern would be is that it’s very easy to let technology make you make you lazy, right? People don’t even know family members phone numbers because it’s in their phone. Well, what happens if their phone is dead and they’re stranded on the side of the road? They’ve got to at least memorize the basic couple of people, you know, lifeline people’s phone numbers, but they don’t think about it in those terms. And that is exercising your mind.

Lee Kantor: [00:16:37] Right. And that should never stop no matter your age.

Lil Roberts: [00:16:42] True. True. Be a lifelong.

Lil Roberts: [00:16:44] Learner. That’s one of my core values, is to always be a lifelong learner.

Lee Kantor: [00:16:48] Now, do you have any advice for folks that are in the job market today? On one hand, you’re hearing that, you know, unemployment’s at record low and then on the other hand, you’re hearing that it’s so competitive to get jobs in the areas that a lot of people are trying to get jobs in. What’s your take on the hiring in today’s marketplace?

Lil Roberts: [00:17:09] Well, I can speak a lot about it. It’s something that’s near and dear to me. I love to build teams and I love to to have an opportunity to have great team members come on and grow with the company and to continue to learn. So I would say that part of the challenge in today’s market is that a lot of people, you know, have grown up in the digital age, digital technology, and they may not I’m not saying everybody, so I don’t want to to have anyone upset here, but they may not be as strong as they need to be on soft skills. So, you know, competition is good and competition comes and goes. We’ve seen many cycles in the market, as you and I have been through many of them. So if we’re in a cycle where it’s it’s a competitive job market, the things that are going to make you stand out over the next person are things such as soft skills, know how to communicate in writing. And what I find is that that we haven’t done a good job on the last couple of, you know, let’s call it the last decade, have given people the opportunity to really understand, you know, how to write proper emails, how to connect, how to be relational, you know, on on texts. We do all these abbreviated words and we don’t say good morning or hello or hi or hope your day, hope this finds you having a great day. Those types of things are going to help people when they’re hunting for a job, when they can display and show a potential job opportunity that they do have great soft skills that’s going to help them to stand out.

Lil Roberts: [00:18:41] The other side of it is they have to make sure that they have all the technology skills as well. And then the third component of it is, you know, we’ve gotten somehow into a society where people look to just job, job change, you know, quickly job hop over, over pay. That’s the worst thing that you can do, right? Because you what happens is that it’ll work for a while. You end up working yourself into a position that you don’t have all the skill you need to be at that level of pay. And at some point it catches up. And you could probably speak to this because, you know, we’ve seen this happen in cycle after cycle, but a lot of times people don’t understand that there’s an investment. When you’re first coming out of college. There’s an investment that you need to make that will help you and pay off, you know, by multiples in your later years. And that investment is you need lived experience. You need to be mentored by other people and you need to work with them and learn. And if you rapidly advance your your role just because of pay, you’re going to end up in a cycle when there’s going to be a lot of people that have an opportunity that they can be hired and and they’ll have much more skill set than you may have.

Lee Kantor: [00:19:54] Right. They say at the beginning of your career, you focus on learning and then in secondarily, you focus on earning. And then if you kind of fast forward past the learning stage and you’re just on the earnings stage, you’re expected to be the one who knows things now. So if you haven’t picked them up now, you’re going to be in trouble and that’s going to, you know, kind of have some ramifications down the road.

Lil Roberts: [00:20:17] Oh, yeah. You may be thinking, you know, especially with the cycle we just came through, that you’re living large and the pay is out there. But we’re starting to see the early signs of it with all these layoffs and big tech companies that when the layoffs happen and they start to, you know, to reset their workforce internally, they’re going to they have a big choice of who to hire. And somebody may be standing right next to you and they have more experience. They’re going to get the job. So invest in yourself, get the experience. Don’t hop just for money. Find the place that’s going to teach you the most. And and that’s where you want to be first.

Lee Kantor: [00:20:53] So now regarding Xendoo, what is it that you need right now? How can we help you?

Lil Roberts: [00:21:01] Thank you very much. Um, we need team and we need customers. And so if anybody is listening and they’re in South Florida and they have a degree in accounting excuse me and have a degree in accounting, we would love to chat with them. So we are constantly hiring. We’re constantly growing. And if there’s also business owners and entrepreneurs that have businesses that they need somebody to handle their accounting, their tax. Fractional CFO Check out our website Xendoo.com.  Sorry, I have something in my throat here and and live chat in with us and let us know either that you’re interested in how can we work together to to help you with your business for the accounting side or like I said, if you’re local, we are an in-office company and we’re an in-office company because we believe in the swivel chair collaboration. And there’s a lot you know, we we take care of a wide range of businesses, from e-com to professional services to franchise groups to technology companies to medical companies, to retail companies, you name it, to trade services. And by having our team all under one roof, we can collaborate and solve problems very quickly. And and so we love it. And also, there’s a lot of learning that happens just when you’re all under the same roof versus being on Zoom.

Lee Kantor: [00:22:29] Now, do you also work with like your end customer is the business owner, but do you work with like accounting firms to help to get to their business, to help them in their business, you know, serve their clients better because they have better bookkeeping? Do you work collaboratively with like CPAs and other partner groups?

Lil Roberts: [00:22:47] We don’t actively pursue that. And we have, you know, and we have two, two CPAs that give us some of their bookkeeping customers because they don’t want to if the if the CPA practice is open to us having a relationship with their customer, then by all means we’re happy to take care of them. But if we’re working through a third party, I have not white labeled our software at this point. And so basically what we did is with my background in technology is I built a what somebody would call a CPA practice management software. I built it on what’s called the Knowledge Work cloud, which is data driven prioritization, workflow and measurement. And so we have a technology platform that wraps around Zero and QuickBooks Online that when our team comes to work, they come in and it feels like they’re running downhill. Instead of coming to work and feeling like they’re climbing uphill, which is typically what happens for accountants at CPA practices is that the information is in a lot of disparate places. And, you know, you have to constantly be thinking about where to find your information. Our team, it’s all sitting in their dashboard and in the platform and so they can come in and and just do what they love, which is to do the accounting.

Lee Kantor: [00:23:59] Now, I think there’s a lesson here for other founders. Can you share a little bit about that decision? Because it seems on the surface for somebody I’m not familiar with how your business works, obviously, but to partner with CPAs seems like a logical kind of in front of you, low hanging fruit choice to say, Oh, I’ll partner with them and then they have customers and then we all work together in our problem solves a problem that they probably have. But you chose not to do that and you chose to go to the end user and, and, and not pursue that. Can you talk about was that a consideration or was that something you eliminated initially? Because that I’m just trying to educate other founders where some things might look like they’re there for the taking, but there might be really a backstory of that might not necessarily be the best path 100%.

Lil Roberts: [00:24:52] And so, Lee, the danger is when you ask me a direct question, I have to give you the answer. So I usually tell people I come with a disclaimer. So it was it was an intentional decision. And so my lived experience throughout my life and in business was that the world is moving to a direct relationship right through. That’s one of the things technology brought us and that easily we could go out and we could probably, you know, scale at this level that I could take our platform white, label it and start to take it out and sell it to CPAs. And they would absolutely love it because there isn’t something that’s really great in the market that allows them to do their work. I did not want to be on the side of having to educate the the masses in the industry to change their thinking. I wanted to go to the people that feel the pain firsthand. And so the our problem is our ultimate goal is to deliver a financial peace of mind to small business owners. Right. And the way to solve that is to directly go to small business owners who have the pain point. They want their financials in a timely way.

Lil Roberts: [00:25:57] We deliver 65% of the monthly. Financials by the fifth business day. Unheard of in the industry. So imagine if I chose to take our platform to CPAs and say, Hey, you could deliver your financials to your customers by the fifth business day. They’ve been used to doing it for years where it’s delivered by the end of the following month. If anything, maybe by the 20th of the following month, but typically by the end of the following month or even into the month after. They don’t understand the the benefit of how that impacts the small business owner. I live that journey. I could not get my financials from the accountant company that I had. I constantly would have to, you know, hey, I really need my financials. Hey, where’s my financials? Hey, I need my financials. Um, and they didn’t understand that because they’re in the business of being a practitioner of, of what they do, of the accounting. And they, they don’t always understand the benefit that it delivers to the to the small business owner. So my decision was go to who’s in the pain and solve for the person who’s in the greatest pain.

Lee Kantor: [00:27:00] Yeah and that’s that’s kind of a great determinant if you have a good business, if if people, you know, need an aspirin and you’re the person with the aspirin, that’s a that you have a chance there as opposed to you have a vitamin that might help down the road. You should be solving urgent problems if you want to kind of run a successful business 100%.

Lil Roberts: [00:27:22] And that’s the challenge. People will stop at the point of what they feel they want to do instead of going all all the way to what solves the pain point. And and I’ll tell you, it’s much harder, right? So it’s much harder to go out and and find a thousand, 2000, 5000 at 15,000 customers will be at 100 million. Rr And and so it’s much harder to build at that where one could say, well, I could just go, you know, get 1500 accountants that all have, you know, 100 customers. And and so that’d be an easier 1st May think, well, that’d be a lot easier, but not necessarily. Not necessarily at all. And not to say that, you know, at three, 4000 customers we won’t bifurcate and take our platform to to also help CPAs because I know that they want to deliver the product in a timely manner to their customers. But I want to move as fast as we can. And the way to move as fast as we can is take your solution to the person who’s in the most pain.

Lee Kantor: [00:28:27] Now, before we wrap, do you mind sharing a little bit about your feelings about how the Levant center of innovation, how important it is to the South, Florida and the whole region’s ecosystem?

Lil Roberts: [00:28:40] Absolutely. So the Levant Center is not only important for South Florida and the region, it’s important for the globally. You know, John has spoke at in Dubai that they’re looking at our model, that other countries are looking at our model. It is the first center of its kind in the world where from beginning to end or cradle to grave, as I like to say, that it takes an entrepreneur’s journey all the way through and the tools, the programs, the community engagement and involvement that they have there. If you’re a founder that that wants to build a business and you’re just not sure what get involved in the Levant Center. If you’re a founder that has scaled and exited a business or that is at a point in your business where you’re not as hands on and you have an opportunity and time to give back, get involved at the Levant Center. And if you’re the general public that you maybe don’t want to build a business yourself or be a founder yourself, still get involved with the Levant Center because at least go and tour and take a look at it to see what tools are there. The the educational seminars and interesting workshops that they have going on are good for everybody of all ages. You know, we talk about chat GPT, they have robots that you can go to the van center and chat with their robots and see what’s possible and it’s amazing. And bring your kids, you know, bring children that are that are five years old to to 15 years old. They need to be exposed to this. This is going to be their world. And we need to have them learning and understanding and have their minds be creative by being around it.

Lee Kantor: [00:30:28] Well, Lil, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Lil Roberts: [00:30:34] Thank you so much. Lee. It’s a great honor to be here with you today, and I appreciate your time.

Lee Kantor: [00:30:38] All right. This is Lee Kantor. We’ll see y’all next time on Innovation Radio.

Intro: [00:30:43] This episode of Innovation Radio was brought to you by the world’s first theme park for entrepreneurs, the Levant Center of Innovation, the only innovation center in the nation to support the founder’s journey from birth of an idea through successful exit or global expansion. If you’re ready to launch or scale your business, please check out the Levant Center of Innovation by visiting Nova. Edu Forward Slash Innovation.

Michele Ford With Inroads to Opportunities

by

Michele Ford, CEO at Inroads to Opportunities.

For over 42 years Michele has served the needs of individuals with disabilities. She received her masters in rehabilitation counseling from Seton Hall university and began her career as an employment specialist. She is licensed in both counseling and vocational rehabilitation.

A life-long advocate, she served on Union County Non-Profit Consortium, Union County Crisis Consortium and most recently addressed members of the US Commission on Civil Rights in Washington, D.C. to raise awareness of choice in defense of employment options for individuals with disabilities.

Connect with Michele on LinkedIn and follow Inroads to Opportunities on Facebook and Twitter.

What You’ll Learn In This Episode

  • Inroads to Opportunities programs and services.
  • Inroads provides vocational exploration, career planning, skills training, work readiness, job development placement and continued supports once someone gets employed if needed.
  • Transition from school to work for folks 16-21 as well as health services including medication management and day services for those who have significant behavioral health challenges.

This transcript is machine transcribed by Sonix.

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX Studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Lee Kantor: [00:00:14] Lee Kantor here another episode of High Velocity Radio. And this is going to be a good one. Today on the show we have Michele Ford with inroads to opportunities. Welcome, Michelle.

Michele Ford: [00:00:26] Thank you so much for having me on today.

Lee Kantor: [00:00:29] Lee I am so excited to learn what you’re up to. Tell us about inroads, opportunities, how you serving folks.

Michele Ford: [00:00:35] So we serve folks in New Jersey with those with disabilities from the ages of 16 on up. And we have a little group that are kind of retiring, so to speak, And we work with people with all kinds of disabilities, psychiatric disabilities, developmental disabilities, physical disabilities, addictions, just anybody who needs us and is facing a challenge. And of course, our focus and mission is to prepare them and help them to become full members of their communities through work.

Lee Kantor: [00:01:10] Now, what’s your backstory? How did you get involved in this line of work?

Michele Ford: [00:01:14] Actually, I went to school, my undergraduates in criminal justice and sociology. I thought the law was going to be my field, but kind of got a little bit, I don’t know. At the end of the time, I was kind of thinking both ways. So somebody said, Michelle, you know, you’d be a great counselor. Why don’t you try that? So I said, Let me go and do some investigation. So I started working as an employment specialist. At that time. It was just called the Job Developer in Program for People with Disabilities, and I got hooked.

Lee Kantor: [00:01:45] So now does your organization train the disabled to have job opportunities or do you partner with businesses? And how do.

Michele Ford: [00:01:55] Training? And we still have a long time training program. So we have some folks who’ve been with us for a very long time and we have another large group of people that never come kind of on site, but we help them to secure employment and we work with them through their employment life. And many times if something changes or they need our help again. So we have employment specialists to do that. But we also do day programing here for people with psychiatric, chronic, long term psychiatric illnesses. We have a psychiatrist, a nurse on staff, so we have about 300 people that come every day in some capacity here. We also have a very large program now of transition students, students who are still in their school systems who come to us for their transition to adulthood. So where are they going as far as work and how do we get them there now?

Lee Kantor: [00:02:49] Can you share maybe your conversations you’re having with business people, how you explain the opportunity and where this is something that is probably outside the scope of how they look for employees, but this might be a really viable place to start looking for employees. You know, if the fit is right. Can you explain how you explain your.

Michele Ford: [00:03:12] We you know, we operate a little bit like, say.

Michele Ford: [00:03:16] An employment facility.

[00:03:17] You know, any place that’s doing employment. But we actually go in and explain those kinds of benefits, what we offer to employers, which is the extra pair of hands to help with training, anything they would need to help that person assimilate into the workplace and to use. And most of our folks that are ready for employment really do want to be employed and they want that opportunity. We try to make as much contact with the business community so we can kind of feel the employment situation out so we make sure we’re making good matches. So that’s the upside to that. We offer employers that we’re not taking anybody to this employment site as a possibility if we don’t think it would be a good fit. And then so we do some task analysis with the employer to make sure we understand the full components of the job. So we know we’re we’re getting the best candidates for them.

Lee Kantor: [00:04:17] Now when you’re working with people as young as 16, is that when they can begin the program?

Michele Ford: [00:04:24] Yes, as young as 16. So a lot of our students today have a diagnosis of autism. So we get them early so that they can learn the work. What is a workplace culture like? What What do I mean by I get a paycheck? What what does that mean for me? What are the expectations of the work world? So kind of preparing them for that so that graduation time they’re ready to take on that responsibility.

Lee Kantor: [00:04:54] Now, you mentioned that you’re serving several hundred people a day. Is that just a drop in the the ocean in terms of how many people need this type of services or.

Michele Ford: [00:05:06] Oh, my goodness, of course, we’re one of 28 agencies in New Jersey. And I’m sure Georgia and every other state has their every state does their vocational rehabilitation differently. But there are a lot of folks, when you think about the fact that only about 34% of people with disabilities from the ages of 16 to 64 are employed, you also know that what is it, 17% of folks between the ages of three and 17 now have a developmental or intellectual disability. I mean, those numbers are growing, not getting smaller. The extra help to get them to a to a good workplace is essential today.

Lee Kantor: [00:05:52] Now, is it difficult for you to find employers that are open to this?

Michele Ford: [00:05:59] Oh, yes. I think that that’s the challenge. It was the challenge in 1980 when I started in the field. It’s still the challenge, but it’s really getting, I think, a little easier for employers because like I said previously, when you think of COVID and all of the adjustments and things we have to do to make it a working for everybody today, everybody’s doing accommodations in some sort, it’s an easier time for employers to take the leap for some people who have physical challenges and some other disabling conditions.

Lee Kantor: [00:06:36] Now are there certain industries or types of companies that you think would work out really well if they were just, you know, made aware of this or were open to it?

Michele Ford: [00:06:47] Well, I think, you know, the the disability community has the broad range of skills, just like the regular community, right? We have college graduates to people that are nonreaders. So every industry can benefit from having a diverse and rich workforce. That includes people who are facing challenges in their life.

Lee Kantor: [00:07:11] Right. But it’s one of those things when you’re trying to market to everybody, then you’re marketing to nobody because nobody thinks they’re the right fit. So.

Michele Ford: [00:07:20] Well, we do a lot with like corporations, like Home Depot and the retail environment and but there are so many small mom and pops that might fit for a particular individual who maybe likes a smaller environment. So it really is as we come into each person, we work with them individually and try to develop those contacts that are appropriate for them. And then hopefully that that grows as our we as our employer grows, right? So we have worked with a lot of so we have a very good relationship with now the Amazons of the world and the blue aprons that are doing food prep and some of the cafeterias across the state that do school cafeterias. There are all different kinds of environments that do well with us. And you know, we can replicate that in every industry, really.

Lee Kantor: [00:08:22] Now, is there a story you can share, maybe a success story? Obviously, don’t name the name and maybe not even name the company, but explain the situation and how you were able to help this person, you know, lead a more fulfilling life once they got into their opportunity.

Michele Ford: [00:08:38] So we had a young woman who had had a very difficult life. She had both been abused as a child, had a long addictions history, had some developmental challenges from some of the things that she had gone through in her life. And she came to us just beginning, coming out of a halfway house and she starting her recovery. So she came here and she didn’t think this would be the place for her. She right away thought maybe she was going to head right back out to the street. And somehow the hook of work training, being able to have a paycheck, but also continue the. The process because she wasn’t ready right away to go fully into competitive employment. And so she started to make those gains and eventually got her job in a hospital situation doing. She was doing in janitorial and their maintenance department got a full time job. We still see her. She comes. And if she needs some help, maybe with paperwork for something or just to stop in because we are her community as well and she has established a relationship. But she said for 35 years she tried very hard and kept going back to using and this became kind of her stronghold to move forward and to finally become a full participating member of the community with a full time job.

Lee Kantor: [00:10:09] So what is it we can be doing for you? What do you need more of?

Michele Ford: [00:10:14] We need employers to be okay with us coming in, at least getting a good task analysis, maybe just having somebody try some of the activities of work because, you know, each work environment is very different. And when you’re dealing with people with, say, an autism spectrum issue, that might be the environment, not the skill of the job, that may be the key. So just letting us kind of really understanding the workplace so that we can make better opportunities for people and make sure that they’re applying for the jobs that they that they’re appropriate for. So because nobody wants to fail, that’s one thing I will say. And we don’t want them to either. So we want to make really good connections for them so they can have long term employment, which everybody wants. And I believe everybody it’s important for everybody to work that can.

Lee Kantor: [00:11:09] And your you you’re going to be kind of that bridge to help ensure once that person you don’t just send somebody out there, you’re going to be there kind of helping. We’re there.

Michele Ford: [00:11:20] We’re there as long as they need us. And I have people that have I worked with 40 years ago that still are come back to see me all the time. They’re retiring like me soon. And so we have a lot to talk about.

Lee Kantor: [00:11:36] And then some of the work can can it be done remotely now? So much work is done remotely. Are those opportunities also interesting for you and your team?

Michele Ford: [00:11:46] Well, it’s in some cases, in specific cases where people have those skills, the technology skills. But this population has never really the ones that we deal with, which are many have multiple issues and disabilities. We haven’t gotten that much into the remote work. We have definitely used it in our mental health program because that has been a wonderful extra for our counselors and a better connection to participants who got very afraid and were very afraid to come out of their houses and we were able to keep them out of the hospital by having telehealth and and remote work.

Lee Kantor: [00:12:29] Now, if somebody wants to learn more, have a more substantive conversation with you or somebody on your team, what is the website?

Michele Ford: [00:12:36] So we are at w-w-w dot inroads in dsto.org and our phone number here is 908 2417 200. I would love to talk to anybody who wants to have a conversation and any employer that might want to give somebody an opportunity.

Lee Kantor: [00:12:57] Well, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Michele Ford: [00:13:02] Well, thank you for taking the time to let me have this opportunity.

Lee Kantor: [00:13:06] All right. This is Lee Kantor. We’ll see you all next time on High Velocity Radio.

Mickey Markoff With Hyundai Air & Sea Show

by

DTLLogo-Blue-Bannerv2Mickey Markoff, Executive Producer of Hyundai Air & Sea Show.

He is well known for his accomplishments and economic help to Fort Lauderdale with the Air and Sea show is working on new and innovative products. After the success of the much heralded Air & Sea show, Mickey has been busy working on new and innovative products that impact our daily lives. The announcement of the new products will be coming soon. On a personal note, he was awarded the commander award by the U.S Air Force.

The Commander’s Award for Public Service is the fourth highest honor the United States Department of the Army can bestow upon a civilian. Military personnel are not eligible for the Commanders Award. Civilians not employed by the Armed Forces, Armed forces contractors, Federal Government officials at the policy development level, and technical personnel who serve the armed forces in an advisory capacity or as consultants are eligible. AR672-20 regulates the award. he was awarded this honor because of his hard work in bringing forth a patriotic celebration to the US Armed forces.

Connect with Mickey on LinkedIn and follow Air and Sea Show on Facebook.

What You’ll Learn In This Episode

  • The upcoming 2023 Hyundai Air & Sea Show on Memorial Day Weekend
  • Working with the 5 Branches of the Military
  • How local businesses can get involved

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:01] Broadcasting live from the Business RadioX Studios in South Florida. It’s time for South Florida Business Radio. Now, here’s your host.

Lee Kantor: [00:00:14] Lee Kantor here another episode of South Florida Business Radio, and this is going to be a good one. But before we get started, it’s important to recognize our sponsor, Diaz Trade Law, your customs expert today on South Florida Business Radio. We have Mickey Markoff with the Hyundai Air and Sea Show. Welcome.

Mickey Markoff: [00:00:33] Hey, thanks, Lee, for having me.

Lee Kantor: [00:00:34] I am so excited to hear more about this great event. Tell us about the Hyundai Air and Sea Show. How did it get started and is it everything you dreamt it could be?

Mickey Markoff: [00:00:46] Yes, it is. And we’re excited about it. There is no better time than Memorial Day weekend to pay tribute to the men and women of our US military and those that protect us, those that have paid the ultimate sacrifice to protect our freedom. Memorial Day become a holiday here in America where people are going out and buying a mattress or having a barbecue, or if you live up north, it was the first day of summer and people forgot about the fact that there’s over 2 million people that have paid the ultimate sacrifice, gave their lives. Kids that don’t have fathers and parents that don’t have children, also that we can have the freedom and freedom isn’t free. So that’s why we brought this national salute to America’s heroes, to Miami Beach. And of course, it’s taking place this year on May 27th and 28th. So we’re excited about the fact that we’re doing the right thing for the right reasons.

Lee Kantor: [00:01:39] Lee So what was kind of the genesis of the idea? Because it sounds very logistically complex to pull off an event like this?

Mickey Markoff: [00:01:48] Well, it’s a multi dimensional jigsaw puzzle for sure. It’s the largest gathering of military equipment in our country. It’s all free to the public to come down to South Beach off of Ocean Drive. We do reroute all the air traffic out of the international airport. We shut down miles of the ocean and we’re bringing in equipment from all over the country. Many of the items like the B-2 stealth bomber, the B-1 bombers, a lot of our fighter jets, they never land here. So they have to be time over target within six seconds. And so it is it’s definitely a logistical jigsaw puzzle. But, you know, we have a great team and we’re working really closely with all the governmental agencies. And, you know, when we all come together, it’s we’re you know, we’re baking quite a cake. But again, I think the reason we’re doing it is to is to make sure that people understand, as I told you earlier, that freedom isn’t free. And we just want people to come out and meet their military. You know, people don’t humanize the fact that these people are here. You know, you might see them in an airport and say thanks for your service or something, but here’s a chance to come out and see all of the most incredible technology.

Mickey Markoff: [00:02:57] Meet the people, five city blocks of military displays right there off of Ocean Drive between 10th and 14th Street. And then, of course, you can view the show all the way from, you know, government cut. They’re down at where the port is all the way up to 22nd Street where the one hotel is. The best viewing area, of course, is between 10th and and 14th, just east of that big display village that we have with all the equipment. And and then, of course, it’s televised, you know, internationally and nationally. We have three one hour television specials and 11,000 radio commercials promoting it. So I think, you know, it’s going to be quite the extravaganza. And again, it’s family oriented. It’s free, it’s wholesome, it’s patriotic. So, you know, it’s just I think it’s a it’s a signature event here for South Florida. And we’re just honored to be able to work with everyone to put it on.

Lee Kantor: [00:03:51] Now, you mentioned that all five branches of the military are involved in this. This isn’t just one branch. Why was that important to you to include everyone?

Mickey Markoff: [00:04:01] Well, you know, the Department of Defense and our military is, you know, the obviously the Air Force, the Army, the Navy, the Marines, the Coast Guard. And then, of course, we even bring in homeland security. The purpose of this event is not like your normal air show you’d go see at some airport. Yes, it is a remote show and it’s located on the beautiful shores of Miami Beach. But the idea of this event is to show actual capabilities, exercises from each branch of the military. So the US Coast Guard is doing an air sea rescue demonstration. The US Air Force is doing a full para rescue demonstration. They’ll have all the big gun ships up in the sky. Then they’ll have the A-10 fighter jets at a lower level than they have the the the helicopters and their guys jumping out just as if they were saving a pilot in harm’s way. Then you have US customs doing a drug interdiction, good guy boat chasing the bad guy boat with the helicopters above them. Army is coming in with a special operations capabilities exercise. 54 people, they’re going to be dropping boats out of the helicopters, inflating them, coming right up on the shore, invading the beach. So each of these different capabilities exercises showcase what the opportunities are, what these people do to protect our freedom. And the reason we do it, Lee, is because the US military has incredible opportunities for today’s youth.

Mickey Markoff: [00:05:30] People don’t understand that. They think it’s like carrying a rifle or you’re going to war. That is not what these military is all about. You know, there’s 150 career opportunities alone in the US Army. And, you know, anything you want to do in your life, you can do it for real if you join the service. You know, you like playing with with drones or you like playing video games or you like, you know, doing sports things like, you know, um, you know, I have a son who does motocross. I mean, the type of stuff you can do with, with, with equipment that you can play with, you know, flying fighter jets. So there’s just incredible opportunities for the kids today to look at the opportunities that the military offers them, not only in the way of career, but education, health insurance and health benefits. They have signing bonuses now in the tens of thousands of dollars. And so there’s just real opportunities for you to meet your military and see if the military is the right thing for you to do. You know, great core values, integrity, excellence, incredible amount of camaraderie that if you join in the military. So a lot of good a lot of good people involved in the military. And they’re they’re just it’s a really good group of people to be involved with.

Lee Kantor: [00:06:50] Now, is there an opportunity for local business people to participate as well, or is this primarily a military function?

Mickey Markoff: [00:06:59] Yeah. So what we’ve done is we’ve created this national salute to America’s heroes, and we have these corporate partnerships and corporations get involved and they’re able to salute the men and women of our military. And each of the activities that we have, that we bring in to build the event, we allow a corporation to put their name on it. So, for instance, Monster Energy Drink has come on board inside the display village. We’ve got their monster energy motorcycle team and they’re doing motocross, they’re doing jumping 300ft. We’ve got guys doing double backflips on motorcycles in that area. So if a corporation wants to have a display space where they can sample their products or showcase their products or talk to people, you know, tens of thousands of people walk through that display area. Other corporations get involved because they want to entertain their clients or their employees. And we have these corporate chalets where you’re sitting there, right there in the private area of the beach, right at the landing zone, You know, air conditioned restrooms, fully catered, you know, food and and drink right at the like I said, right at the landing zone. So it’s all, you know, beautiful corporate chalet. We’ve got skyboxes that corporations have. We have little cabanas for 14 people. If a corporation wants to entertain, you know, some employees, you know, maybe they have veterans that they want to bring out in their families. So you’ve got the opportunity for either hospitality, for display and then like different corporations can own different activities. We have companies that own the the Beach club area.

Mickey Markoff: [00:08:38] We have companies that have, you know, different names, for instance. Cigaret offshore powerboats. They’re a major partner of ours. They’re doing a whole offshore powerboat racing demonstration with all their state of the art race boats and they’ll be running through before the air show portion of it starts. And they have a corporate chalet where they’re entertaining, you know, people and it’s called the cigaret offshore powerboat racing demonstration. We’ve got veterans. Florida has gotten involved and they’re doing the fireworks show. The Veterans Florida fireworks extravaganza. So, you know, the show takes place both Saturday and Sunday. And all of the activities surrounding the event have corporate partners that are attached to them. So, you know, you’ve got Yuengling beer and you’ve got Jack Daniel’s and you’ve got, you know, Coca Cola products and you’ve got so all these companies, there are about 35 corporations. There’s certainly room for more. And they all get an incredible amount of benefit because we have they get radio, they get newspapers, they get PR, they get social media, they get, you know, just an incredible amount of media exposure as well as all the value on site, you know, signage and PR announcements and the big screens. And so there’s a lot of value for corporate America to be involved in this. Um, the return on investment is very, is very, very large compared to, you know, other events that of course we produce major events all over and this is probably the highest return on investment of any event in the sense that we have so much value that we can offer.

Lee Kantor: [00:10:20] Is there going to be music as well?

Mickey Markoff: [00:10:23] Yeah. So I’ll tell you what’s really exciting. You know, as we were starting to grow this event and not only be Miami Beach and the military and and and Memorial Day weekend, but then we started to add music. And, you know, last year we had concerts with three doors down and we’ve had flowrider. But I’ll tell you what’s really exciting and you’ll be the first to know is that the US Army has joined us now and we’ve created a new leg on the stool, so to speak, and it’s called the US Army Salute Fest and the US Army Salute Fest. It’s going to have three major musical talent acts throughout the day and into the evening, mixed in with the RNC show. And like I say, we’re going to be televising it. We have Peter Berg, you know, arguably one of the most prolific directors in Hollywood, and he’s going to be producing a television special from the event. And we’re going to be airing that right after the event. So it’ll be live to tape and it’s going to be really exciting. So it’ll be some very, very significant musical talent here this year. And, you know, with the Army, maybe it’s the Golden Knights jumping in and introducing the act or the Apache attack helicopter pilots introducing an act from their helicopter while they’re sitting off shore, you know, staring at the crowd. So there’s going to be some pretty big excitement going on with major music. And then we’ve added a major drone show this year. It’ll be 500 drones doing a nighttime drone show going into the big fireworks extravaganza as well on Saturday night. So, um, you know, it keeps getting bigger every year. And this year, of course, with the, the US Army. A salute fest is part of the Hyundai Air and Sea Show and part of the big music Explosion concert on Sunday night as well. So it’ll be two nights of concerts and fireworks and a whole lot of added attractions besides the Hyundai Air and Sea Show during the day.

Lee Kantor: [00:12:19] And then if somebody wants to learn more, maybe get the event schedule so they know when to come and what interests them. Is there a website?

Mickey Markoff: [00:12:28] Absolutely. It’s USA salute.com. Usa salute.com. You can learn all about the event there. Tickets will be going on sale for that whole VIP beach club area for anybody who wants to get some general admission tickets to be right there by the landing zone. You can do that. You know, we’re really honored to have Hyundai coming back for their seventh year as our title partner. They really authentically understand that, you know, they probably wouldn’t even exist. They’re back due to the Korean War. You know, our military was so supportive there in the Korean War. And so there have been a big title sponsor of ours. And like I said, with all the other partners that we have, every time we bring in a new partner, we bring in a new activity. And it just makes the show bigger and better and exciting. So incredible opportunity for corporate America again, public can come out and just have an incredible family day out there on Miami Beach. There’s no place better. The city’s been incredibly cooperative. The county, of course, very, very cooperative. All the governmental agencies have been just a pleasure to work with because everyone understands that, you know, we’re doing the right thing. I mean, what what what better than to say thank you and recognize that, you know, we live in a great country and freedom isn’t free. And these are the people that are at the tip of the spear protecting us and keeping us so that we can do just the freedom of speech we have right now being on this radio station with you. So.

Lee Kantor: [00:13:53] Well, Mickey, thank you so much for sharing your story. You’re doing such important work and we appreciate you one more time. The website USA silhouet.com. Mickey Markoff making it happen. Thank you again for sharing your story.

Mickey Markoff: [00:14:08] Thank you. Thank you for having us.

Lee Kantor: [00:14:10] All right. This is Lee Kantor. We’ll see you all next time on South Florida Business Radio.

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