Business RadioX ®

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

Workplace MVP : Brandee Izquierdo, SAFE Project, and Stacy Meyr, Athletico Physical Therapy

January 20, 2022 by John Ray

SAFE Project
Minneapolis St. Paul Studio
Workplace MVP : Brandee Izquierdo, SAFE Project, and Stacy Meyr, Athletico Physical Therapy
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

SAFE Project

Workplace MVP:  Brandee Izquierdo, SAFE Project, and Stacy Meyr, Athletico Physical Therapy

Substance abuse in the workplace, a longtime issue anyway, is now front and center as hybrid and remote work complicates both how employers support their employees as well as address the issues raised by their substance abuse. Brandee Izquierdo with SAFE Project and Stacy Meyr with Athletico Physical Therapy joined host Jamie Gassmann for a look at factors employers need to be considering, ways SAFE Project is helping, such as the No Shame Pledge, what may be ahead for this issue, and much more. Workplace MVP is underwritten and presented by R3 Continuum and produced by the Minneapolis-St.Paul Studio of Business RadioX®.

SAFE Project

SAFE Project was founded in November 2017 by Admiral James and Mary Winnefeld, following the loss of their 19-year old son Jonathan to an accidental opioid overdose. Read more about Jonathan Winnefeld.

The Winnefelds immediately channeled their grief into action, hoping to save more families from the pain of loss. Whether it was seeking treatment, getting answers, or understanding the nature of the disease – they knew there needed to be a different solution to help other families facing the same journey with substance use disorder.

They swiftly built our SAFE Project team of experts who strive for meaningful action through our programs, and lead efforts that are unifying, non-partisan and evidence-based. SAFE seeks meaningful metrics that strengthen our interdependent six lines of operation, and ultimately aim to achieve SAFE Communities, SAFE Campuses, SAFE Workplaces and SAFE Veterans across the nation.

Company website | LinkedIn | Facebook

Brandee Izquierdo, Executive Director, SAFE Project

SAFE Project
Brandee Izquierdo, Executive Director, SAFE Project

Brandee Izquierdo’s drive and determination are built on making an impact within behavioral health, promoting long-term recovery, and ensuring communities are educated and have the tools necessary to combat the addiction epidemic. Before leading the SAFE Project team, Brandee worked for Faces & Voices of Recovery as the Director of Advocacy and Outreach. In addition, she served as the Associate Director of Special Populations with Behavioral Health System Baltimore and as the Director of Consumer Affairs for the state of Maryland’s Behavioral Health Administration. In these leadership roles, Brandee has led advocacy efforts to expand access to behavioral health services and recovery support services while providing technical assistance both nationally and internationally, empowering others within the recovery movement. Her ability to build relationships and bridge gaps within behavioral health, community services, and criminal justice has been a catalyst for global peer expansion.

As a subject matter expert with the Center for Social Innovation, Policy Research Associates, SAMHSA, and the International Certification and Reciprocity Consortium (IC&RC), Brandee has made vast contributions within behavioral health and within the recovery movement around public policy, outreach, and workforce development. Additionally, Brandee has made a significant impact within the judicial system, advocating for access to treatment and recovery, and is the principal investigator of Maryland’s integrated-Forensic Peer Recovery Specialist curriculum.

Brandee’s passion for service work and knowledge of recovery support services extend beyond behavioral health. With a master’s degree in Public Administration and a bachelor’s degree in Government and Public Policy, Brandee just completed a Doctorate in Public Administration with a specialization in Administration Justice.

LinkedIn

Athletico Physical Therapy

Atletico started with one therapist trying to make a difference in his community.  Founder and Executive Chairman, Mark Kaufman was a physical therapist and athletic trainer with a vision to help as many people as possible. He started by providing rehabilitation services for student athletes at various organizations, with his first two being Francis W. Parker High School and Chicago Lions Rugby. Through his work with these athletes, he recognized the need for a dedicated sports rehabilitation and physical therapy facility in Chicago which led to our first clinic opening in 1991.

Years later they have opened more than 550 neighborhood locations and added more services to help people of all ages recover from pains, strains and injuries. They employ more than 4,500 expert clinicians, athletic trainers, and other team members.

In addition to physical therapy, they provide athletic training, occupational therapy, specialty programs, and fitness services to high schools, colleges, and professional sports teams. Their expertise also includes evaluating workers’ compensation issues, like work conditioning, job-site analysis and ergonomic assessments.

Everything Athletico does is focused around the core purpose of enhancing people’s health and quality of life. When you choose them for your rehabilitation needs, you will discover their dedication to exceptional, compassionate care.

Company website | LinkedIn | Facebook

Stacy Meyr, Vice President of Payer Relations, Athletico Physical Therapy

Stacy Meyr, Vice President of Payer Relations, Athletico Physical Therapy

Stacy Meyr is Vice President of Payer Relations for Athletico Physical Therapy. Stacy was trained as a chiropractor and a decade ago moved into payer relations and provider engagement. She has worked for Aetna and in the Medicare Advantage space. She has been with Athletico since 2020. She has over twenty years of Managed Care and Health Care Administration experience.

Stacy has a Doctor of  Chiropractic from Logan University and a bachelor’s from Southeast Missouri State University.

LinkedIn

R3 Continuum

R3 Continuum is a global leader in workplace behavioral health and security solutions. R3c helps ensure the psychological and physical safety of organizations and their people in today’s ever-changing and often unpredictable world. Through their continuum of tailored solutions, including evaluations, crisis response, executive optimization, protective services, and more, they help organizations maintain and cultivate a workplace of wellbeing so that their people can thrive. Learn more about R3c at www.r3c.com.

Company website | LinkedIn | Facebook | Twitter

About Workplace MVP

Every day, around the world, organizations of all sizes face disruptive events and situations. Within those workplaces are everyday heroes in human resources, risk management, security, business continuity, and the C-suite. They don’t call themselves heroes though. On the contrary, they simply show up every day, laboring for the well-being of employees in their care, readying the workplace for and planning responses to disruption. This show, Workplace MVP, confers on these heroes the designation they deserve, Workplace MVP (Most Valuable Professionals), and gives them the forum to tell their story. As you hear their experiences, you will learn first-hand, real-life approaches to readying the workplace, responses to crisis situations, and overcoming challenges of disruption. Visit our show archive here.

Workplace MVP Host Jamie Gassmann

Jamie Gassmann, Host, “Workplace MVP”

In addition to serving as the host to the Workplace MVP podcast, Jamie Gassmann is the Director of Marketing at R3 Continuum (R3c). Collectively, she has more than fourteen years of marketing experience. Across her tenure, she has experience working in and with various industries including banking, real estate, retail, crisis management, insurance, business continuity, and more. She holds a Bachelor of Science Degree in Mass Communications with special interest in Advertising and Public Relations and a Master of Business Administration from Paseka School of Business, Minnesota State University.

TRANSCRIPT

Intro: [00:00:04] Broadcasting from the Business RadioX Studios, it’s time for Workplace MVP. Workplace MVP is brought to you by R3 Continuum, a global leader in workplace, behavioral health, and security solutions. Now, here’s your host, Jamie Gassman.

Jamie Gassman: [00:00:26] Hi, everyone. Your host, Jamie Gassman, here and welcome to this episode of Workplace MVP. The substance abuse, according to the Society of Human Resource Management, is one of the last taboo subjects to be brought to the limelight as a result of the COVID-19 pandemic. It is not that substance abuse on the job is new. It has been a longstanding issue or concern for workplaces. Why it has become a part of the mainstream conversation is due to the increased substance use as a coping mechanism amongst American workers in response to the stressors and challenges brought on by the COVID-19 pandemic.

Jamie Gassman: [00:01:05] The concern for workplaces is that as workers moved to a remote working environment, the employer’s ability to see the signs of substance abuse became even harder. In fact, nearly one in three employers so about 30% surveyed during drugabuse.com’s August 2021 survey indicated that virtual work has made it nearly impossible to ascertain whether an employee is drunk or high on the job.

Jamie Gassman: [00:01:32] Now, going forward, with so many workplaces remaining in a remote or shifting to hybrid-type working environments, how do employers find a way to identify substance abuse issues that may be present within their employees? And, how do they create a culture that destigmatizes substance abuse disorder to create an environment where employees can feel safe to talk about what they might be struggling with their employer?

Jamie Gassman: [00:01:57] Well, joining us today to share their expertise and personal experience in navigating substance abuse challenges in the workplace are Workplace MVP’s Dr. Brandee Izquierdo, Executive Director at SAFE Project, and Stacy Meyr, Vice President of Payer Relations for Athletico. Welcome to the show, Brandee and Stacy.

Brandee Izquierdo: [00:02:19] Thank you, Jamie.

Stacy Meyr: [00:02:21] Thank you. Good morning.

Jamie Gassman: [00:02:22] Good morning. So, we’re going to start out with our first Workplace MVP, so Dr. Brandee Izquierdo, Executive Director for SAFE Project. So, tell me, Brandee, you’ve got an interesting story for how your career has taken you to being the executive director at SAFE Project. Can you share your story with us?

Brandee Izquierdo: [00:02:41] Yeah, yeah, absolutely, Jamie, I appreciate the question. It is a pretty interesting story. I can tell you firsthand. I never thought that I would be in the world of behavioral health. You know, coming up, and especially in my career, I remember back in the day everyone’s like, “Where do you see yourself? You know, what are your aspirations?” I’m like, “I’m going to be the president of HP, Hewlett-Packard.” Right?

Brandee Izquierdo: [00:03:05] I used to work for voice and data communications organization or company. And, that was my first entry into the corporate world. What’s interesting about that is my substance use was lurking in the background, I am a person in long-term recovery. And, my substance use really affected me in many ways and I get – we’ll go back – we’ll go into that a little bit later of how you can find the signs and symptoms, I mean.

Brandee Izquierdo: [00:03:30] And, that’s really what it is. You know, substance use or addiction is a disease. It blindsides us. And, I can tell you firsthand that addiction is not a career move for sure. But sometimes we end up in the grips of addiction and don’t really realize it. And what’s interesting about that, Jamie, is my entire career, whether it was the voice and data communications company or the construction industry, you know, I was in procurement and contracting, so I was doing a lot of different things. I used to work for a food industry as well. That’s a funny story that maybe I’ll talk about a little bit later.

Brandee Izquierdo: [00:04:07] But, you know, I never, ever talked in terms of addiction with my colleagues who became friends, and it just continued to progress day after day, year after year to the point that I found myself in a jail cell. You know, mom-of-four found herself in a jail cell, still didn’t think I had a problem at the time. It was not until I went into a treatment center and was taught about the disease of addiction that there was an aha moment for me. And, I realized that I was not alone, that there were other people out there just like me. And, that was comforting, as odd as that sounds. It was extremely comforting because I felt a lot of discrimination and stigma in the workplace.

Brandee Izquierdo: [00:04:54] I mean, we spend quite a bit of time in the workforce. I always say that, you know, our workforce is our extended family to a certain point if you build that culture. And it’s unfortunate that we sidestepped and we just kind of leave it lurking in the dark and don’t talk about addiction in the workforce when it really impacts just individuals and family members as a whole.

Brandee Izquierdo: [00:05:19] So, that was my story. I mean, and just to end with this, I found myself in the behavioral health world and that’s where I am, and I’ve moved my career up, and now I’m the executive director of SAFE Project, really trying to combat this in all different forums within all different audiences.

Jamie Gassman: [00:05:38] Yeah. Thanks for sharing that. And, we’re going to dive into some of those areas that you kind of touched on in a little bit. But before we go there, tell us a little bit about what’s SAFE Project does.

Brandee Izquierdo: [00:05:48] I think the question is what does SAFE Project not do? And, Stacy can probably talk about that a little bit more. We work very closely together.

Brandee Izquierdo: [00:06:00] SAFE Project does a little bit of everything and I can tell you we bring our expertise from an organizational management standpoint and a behavioral health standpoint. We have a lot of organizations within the arena of behavioral health that do really great work, but it’s important for us to move that work outside of just the behavioral health arena and into the general public.

Brandee Izquierdo: [00:06:19] So, SAFE Project really was – it began actually with Admiral Winnefeld and his wife, Sandy, who lost their son, Jonathan, to an accidental overdose in 2017 on a college campus. So, their hearts are near and dear to this topic and this subject. And, rather than sitting idle or bawling up around grief, they really wanted to take action so no one else would have to deal with this or struggle with the pain of losing their son.

Brandee Izquierdo: [00:06:48] So, they started the non-profit SAFE Project, and it is actually built around different targeted audiences, including safe campuses, safe communities, safe veterans, and as we’re talking right now, safe workplaces. And then. It is fueled by six lines of operation.

Brandee Izquierdo: [00:07:06] I won’t go into a ton because I know you’re going to ask me at the end how to get in contact with us, so I want to leave a little mystery there. But you know, just certain things like public awareness, prevention, criminal justice and law enforcement, family support, we do an array of things to help communities and workplaces and other targeted audiences and stakeholders find their place in this addiction epidemic and start to combat it through in tandem.

Jamie Gassman: [00:07:38] Wow. You really do cover all the bases for areas that, you mentioned a few that you hear very commonly are highly impacted by substance abuse. So, looking at what’s SAFE Project does and your role within SAFE Project, how does your personal experience in dealing with substance abuse and, you know, working through recovery in a program? How does your personal experience help you in your role?

Brandee Izquierdo: [00:08:04] Well, I think my personal experience, I mean, I always front lead with my personal experience. It’s important to understand that, you know, we can have all the research and the data in the world. But the reality is when we’re talking about over a hundred thousand Americans are losing their lives to the addiction epidemic, these are not just numbers. They are family members. They are friends. They are colleagues.

Brandee Izquierdo: [00:08:26] So, bringing that personal experience in and having the ability to navigate stigma and discriminatory practices in all different arenas in all different settings not only allows me to do the work that I do and what SAFE does in general, but it also allows me to pull from my personal experience and share that story and really tug on the heartstrings of people to know that this is not just a public health crisis that we can rely on the government to mitigate. It’s really important for us to understand that it’s us as a whole, us as Americans coming together and unifying to stop this addiction fatality epidemic that’s happening.

Jamie Gassman: [00:09:08] Yeah, yeah, definitely. And so, you know, and looking at that, you know, the epidemic of this, you know, how big is the problem with substance abuse on the job in your opinion? I mean, as particularly looking at over the last two years where we know people are suffering and the ongoing stress. I mean, how big has it become since that?

Brandee Izquierdo: [00:09:29] So, I guess, you know, the one thing that I have to talk about is it’s bigger than we are choosing to acknowledge. Quite often you’ll see a lot. There’s a huge ripple effect from COVID. There’s a lot of conversation in terms of mental health and mental well-being.

Brandee Izquierdo: [00:09:46] But the other area that we don’t necessarily want to talk about in the workplace is the addiction. And, I think a lot of that derives from fear. Managers, leadership not really wanting to address the issue. It’s their problem, not ours. And, assuming or trying to operate under the assumption that addiction stops at the front door. And, it doesn’t.

Brandee Izquierdo: [00:10:08] So, we’re starting to create some leeway and really create some forward-leaning movement in terms of addiction. But you can only talk about a problem if you’re willing to acknowledge the problem. So, I think that’s why we’re here today to really talk about that portion of it. How do we acknowledge the problem to really get a handle and a hold on what it looks like in the workplace environment?

Jamie Gassman: [00:10:32] Yeah, absolutely. I mean, when you’re talking about employers that want to turn a blind eye or it stops at the door, it’s not coming into my work environment and we know that it is. What impact ultimately is that going to have on an organization when they’re not, you know, staying aware of that potential?

Brandee Izquierdo: [00:10:50] Well, we’re seeing, you know, it used to be the Great Recession. Now, it’s the great resignation, right? It’s really about the health and well-being of organizations. I mean, if we look at it from a bottom line, and I’m not going to take too much I’m in that conversation because I know Stacy can talk quite a bit about that, but you look at increased healthcare costs, right? Our healthcare costs are going or they’re skyrocketing. We’re looking at reduced productivity. So, individuals are not producing as much. We have higher employee turnover rates. And then, on top of that, increased workplace injuries. I mean, and that’s just what we can count, right? It’s not really talking about the emotional well-being and the health and wellness of the individual employees and their families. And it’s important that we talk about that, that aspect of addiction.

Brandee Izquierdo: [00:11:42] You know, Stacy or not, Stacy, sorry, I was looking at Stacy. She’s so beautiful. Jamie, it’s pretty interesting when we talk about the health and well-being of the families. We have to talk about the holistic approach, right, not just the mental health aspect of things, but the root cause as far as mental health, but also what are the symptoms associated with mental health and wellness? And, quite often addiction is a component that we don’t want to talk about.

Brandee Izquierdo: [00:12:16] And if we look even at organizations who choose not to address the addiction epidemic, I kind of compare that to sexual harassment in the workplace. We don’t ever want to believe in an organization that their sexual harassment going on, but we are willing to train on it. We’re willing to have those conversations and we’re willing to expose it. We need to do that same type of education and resource sharing in workplaces.

Jamie Gassman: [00:12:42] Oh, absolutely. That’s a great idea. I’ve not actually heard that shared in terms of, like, educating on substance abuse or some of those other areas that kind of drive some of this behavior.

Jamie Gassman: [00:12:52] So, looking at, you know, obviously, you kind of mentioned, you know, a lot of employees, it’s not like they choose that to be something that they do. There are things that, you know, maybe happen or reasons. Sometimes I’ve heard, you know, it’s hereditary. Their father was that way. Their mother was that way. It’s kind of followed generation after generation. But from what you’ve learned in the work that you’ve done, what are some of the reasons that an employee might develop a substance abuse disorder?

Brandee Izquierdo: [00:13:18] Well, there can be various reasons, and as you just mentioned, one of them could be genetics, you know, whether it’s the disease of addiction being passed down from generation to generation. It could be workplace injury. It could be just trying to numb the pain of something that’s happening in your personal life. There are various reasons. You know, it just could be just to get away from everything and not think about anything because there’s so much going on in the environment today.

Brandee Izquierdo: [00:13:50] And, there’s also a loss of connection when we think about it in terms of COVID. You know, the opposite of addiction is connection. And, unfortunately for many, there’s a lot of lost connection. And quite often, individuals, as they grow up and as they enter into the workforce, they don’t necessarily have the coping mechanisms or the skills to navigate that lost connection. So, quite often you’ll find that people will turn to substances to get out of their way, to celebrate, to deal with grief or loss.

Brandee Izquierdo: [00:14:21] So, there are various reasons that individuals end up having a substance use disorder. So, it’s important for us to understand all of those different avenues and how they are catalysts into full-blown addiction.

Jamie Gassman: [00:14:35] Yeah. And, in looking at that, obviously, you know, being there’s all these different ways that somebody might start to develop a substance abuse addiction, what are some of the warning signs that, like, an employer or coworker or even a family member or a spouse could be looking for that might help to identify that somebody is kind of going down that path?

Brandee Izquierdo: [00:14:59] Well, I think there are there are various signs, and I tend to be cautious in telling what these signs are because then we operate under the assumption that if someone comes in late then, oh my goodness, they have an addiction. And, that isn’t necessarily the case, but if it’s habitual lateness, habitually calling out of work, lost productivity, lack of engagement, or just a shift in personality. There are all different aspects in terms of addiction. We’ve seen or we’ve heard in the construction industry, for example, individuals who are out on site might go into the spot of parties and be there for quite a while and do this consistently, right? Or, signs that they’re sick. Perhaps, they aren’t able to use on the job, so they may end up going into detox. And, obviously, the drug testing, which I’m sure Stacy can talk about more on that aspect, too. I mean, that’s a real, real sign there, right?

Brandee Izquierdo: [00:16:07] So, I mean, there are all different aspects of addiction that come into play, and it’s important for us to have a culture or at least build a culture. Or if you do have a problem that you don’t have the fear of saying, “Hey, I may have an issue,” or teaching colleagues and friends to approach someone in a really compassionate and empathetic way and say, “Hey, I think maybe there might be an issue here. Could we talk?”

Jamie Gassman: [00:16:29] Right. And, I know we’re going to get in a little bit later in this conversation, talking about some of the ways that an employer can create that culture of openness.

Jamie Gassman: [00:16:39] But in looking at, like, some of the signs from a remote because, you know, I would imagine for an employer or a colleague, it’s a lot easier if you’re in the office or you’re working side by side to notice a change in your coworker. What are some of the things with this new remote and hybrid kind of work environment, which, you know, is not new for some employers, right, they were remote way before COVID happened, but I think the majority of employers this shift is new. So, how can they start to look for signs in kind of that remote environment? What are some things that you would recommend?

Brandee Izquierdo: [00:17:11] That is definitely a tough question. It’s much easier to hide your issues or your addiction when you don’t have to see people face to face. I mean, the obvious one is alcohol. And, I can speak to that firsthand. One of my issues in terms of addiction was alcohol use. And, I tell you. When I was working in procurement, I felt like I hit the jackpot because I work with vendors and I would go out for lunch and legitimately have the ability to drink during lunch, right? So, we’re not smelling that. So, our normal senses are not there anymore. It’s really navigating this environment or this virtual environment and what that looks like.

Brandee Izquierdo: [00:17:54] Again, for any employer, some of the signs of substance use may be that, again, they’re not showing up to meetings on time. Perhaps, they were a 15-minute early person when they would show up to meetings and now they’re disheveled when they come online. Or, maybe they’re canceling meetings, or maybe they don’t start their meetings until really late, or perhaps you can’t get a hold of them, or they’re not answering emails as quickly as they typically would.

Brandee Izquierdo: [00:18:25] It’s really again difficult to navigate the remote environment, which is why it’s so important, as a matter of fact imperative, that we have to create these cultures where individuals feel safe and comfortable having those conversations both from a leadership perspective, but also an employee to employee relational perspective.

Jamie Gassman: [00:18:45] Great. And, now we’re going to dive a little bit more deeper a little bit later in some other areas as well. But for right now, let’s shift over to our second workplace MVP, Stacy Meyr, Vice President of Payer Relations for Athletico. Welcome, Stacy. Can you take a moment to –

Stacy Meyr: [00:19:03] Thank you, Jamie.

Jamie Gassman: [00:19:03] Yeah. So, take a moment to share with us your career journey to how you’ve moved up your career path and becoming the vice president of Payer Relations.

Stacy Meyr: [00:19:15] Sure. So, I’m actually clinically trained as a chiropractor, and Athletico is a large physical therapy and occupational therapy company in multiple states, primarily in the Midwest and now on the East Coast. And, I no longer practice currently, but when I made that shift, some life changes happened and I went to a large payor. I worked for Aetna for about 10 years and then a smaller company after that in the Medicare Advantage space and [inaudible] my time and kind of my journey to get to this point.

Stacy Meyr: [00:19:52] I had several different positions. I work primarily in Payer Relations, Provider Engagement. And as value-based care started becoming, and accountable care started becoming more predominant in my time at Aetna, we learned that in order to help support healthcare providers to be successful in that space, we had to bring a lot more resources to them. And so, I’ve also done a lot on the population health management side of things, and I think that’s where particularly and the relationship with SAFE Project really overlaps because when we think about treating a patient and caring for a patient, that holistic approach is so important. You cannot compartmentalize or disconnect behavioral health challenges from physical health. And so, that’s really, kind of, how I got to this position and what the work is we’re doing now.

Jamie Gassman: [00:20:48] Great. So, and I know you kind of touched a little bit on what Athletico does. Can you dive a little bit deeper into kind of the services you provide and the type of work that you do?

Stacy Meyr: [00:20:59] Sure. So, as a physical therapy and occupational therapy provider, we treat lots of different patients and different conditions, but as Brandee mentioned, one of our big lines of business, if you will, that we work with are injured employees. And in the therapy space, there’s a lot of information research out there that talks about if patients can be managed early on from a workplace injury with hopefully not exposing them to an opioid or possibly addictive substance from a pain perspective that, they recover much faster, less cost to the employers, but also to the employee just feeling better, less risk of being exposed to other types of care that could be more costly or more of a concern.

Jamie Gassman: [00:21:55] Yeah. And, you kind of touching on an area that I know pre-COVID, I just remember the opioid pandemic, you know, and employees getting injured on the job, being prescribed an opioid that they become addicted to, that snowballs into their use of gateway drugs and kind of becoming even more of a problem. So, it’s great to see that you’re trying to find alternative methods to kind of supporting those employees without having to use a strong substance like that.

Jamie Gassman: [00:22:27] So, now talk to us a little bit about the work that you’re doing with SAFE Project and how are you leveraging the various programs and initiatives that they have for workplaces?

Stacy Meyr: [00:22:39] Sure. You know, I think the partnership has been a great opportunity, number one, in sort of two different facets, right? Obviously, we are a decent-sized employer. And so, looking at our own employees and what we can do to, as Brandee mentioned, create the culture, really focus on making the work environment a safe space to talk about addiction, you know, if folks need to.

Stacy Meyr: [00:23:08] And so, one of the things S.A.F.E Projects we partnered on is their No Shame Pledge, just creating awareness within our own workspace with our own employees and really promoting that that our culture is meant to be one of openness and that employees can talk about this in a safe space and hopefully be directed to resources and find support within their organization.

Stacy Meyr: [00:23:28] The other piece to this that I think is really important again, is because we are such a large healthcare provider and we have an opportunity to touch patients in a different way. So, I think creating the awareness within our own employees, which therefore can carry that on to patients, whether it’s putting up our No Shame Pledge, you know, certificates and things around our offices so that folks may ask about it or we can talk about what that is. And then, also with SAFE Project, having other partnerships and other resources that we’ve been able to tap into things like being able to put at-home drug disposal kits in our clinics, in our own offices for not only employees but also patients.

Stacy Meyr: [00:24:13] Again, we try to educate them about their physical health journey, about their pain management journey, and the opioid if they’ve been prescribed one, and how to try to mitigate those risks if we can get them feeling better and hopefully to pain-free, making sure that those things are not still in their medicine cabinet, either for the opportunity for themselves, for a younger generation. So, that’s really been helpful like I said, not only as an employer but also as a health care provider, just helping to create awareness and tap into some of the other resources that SAFE Project has been able to help us with.

Jamie Gassman: [00:24:53] Wonderful. And obviously looking at the trending – from the work that you’re doing with injured employees, but then also within your own work environment, are you seeing some of the increase in trends as well to some of the individuals maybe using substance abuse as a coping mechanism?

Stacy Meyr: [00:25:14] Yes. So, you know, I don’t have quite as much access or insight into that, probably as there are H.R. and obviously privacy issues there. But I think that it’s been very interesting even with the notion pledge, just the awareness, you know, and I think it kind of goes to like as Brandee said, talking about the fact that most people know someone, you know, they have a family member. And while even if it’s not them knowing now too that there is a safe space to be able to talk about, you know the support that they’ve needed or their own experience to try to educate folks to say this isn’t isolated events. We’re all touched by this. And, again, I think just really create that awareness. It’s hard, I think, for some folks to be able to share in that environment. But usually, once they’ve known that this is a part of our culture, it becomes much more comfortable to at least create awareness and you see these folks, and I know Brandee can speak to this how folks come up and then say, “Oh, you’re in recovery? Well, so am I.” Right? And maybe they didn’t talk about that before. And, I think that’s been just in itself, again, that acceptance piece, knowing that they’re not alone in that isolated and this should be something that we should be able to talk about or support.

Jamie Gassman: [00:26:35] Yeah. Absolutely. I mean, I see, you know, individual, you know, people that I follow on Facebook, you know, really open about their recovery. And, you know, taking that moment to celebrate their milestones in that journey that they’ve been on. And, I always just find it really kind of inspiring to watch their stories and how, you know, I think, you know, part of their recovery is sharing so others don’t feel alone. And so, it’s great that you create an environment within the workplace where employees can feel that support from their colleagues.

Jamie Gassman: [00:27:11] How have your employees responded to that? Because obviously rolling something like that out – how did you do that and how did the employees respond to it? What did that look like?

Stacy Meyr: [00:27:22] Sure. So, well, how we did it, and obviously that was a lot with SAFE Projects help having had that experience and trying to, as Brandee said, move this from behavioral health out into the real world. You know, we did a lot of promotion internally, like a lot of organizations and we have internet, we have social media channels, and just getting our leadership teams, our internal communication channels to promote that message. And, we would take pictures with our No Shame Pledge certificates. And, just really, you know, those are the kind of things, right? That’s how we get the word out on these type of things now, and folks can really appreciate and start to have the conversation.

Stacy Meyr: [00:28:06] I think the response that we saw and I’ll couple of this again like with the drug disposal. Again, it’s just those things, those little things, but they’re tangible things that the employees see as, “Wow. This – we really are doing something about this.” We’re not just – it’s not just putting words to it, and that also because, again, that was also made available to patients, I think it created a more intimate setting for clinician-patient relationships knowing that, hey, this is something that Athletica sports, they understand the risk that could be associated with this. And, as a patient, I appreciate them sort of going the extra step as well as just, again, individuals being able to utilize the drug disposal bags and being able to make sure that we’re trying to be mindful of all the things that can impact this epidemic.

Jamie Gassman: [00:29:04] Yeah. And, I got to imagine that employees, just by the nature of your the messaging, the internal communications around it, the actual taking initiatives like with the ability for them to bring, you know, prescription medications they’re not using anymore starts to create that safe environment that lets them know it’s okay to be you and we’re here to support you no matter what. And I think that’s so important. And that’s just, you know, kudos to you and the team for putting that in place. Great.

Stacy Meyr: [00:29:38] Thank you.

Jamie Gassman: [00:29:39] So, we’re going to take a moment to you here from our show sponsor. Workplace MVP is sponsored by our R3 Continuum. R3 Continuum is a global leader in providing expert, reliable, responsive, and tailored behavioral health, disruption, and violence solutions to promote workplace well-being and performance in the face of an ever-changing and often unpredictable world. Learn more about how R3 Continuum can tailor a solution for your organization’s unique challenges by visiting our r3c.com today.

Jamie Gassman: [00:30:10] So, now I’m going to do – have some questions for the both of you and kind of bring the two of you together in a conversation around some additional areas on this topic. So, my first question is, looking at how leaders can create that open environment for employees to feel safe and talking about substance abuse. Now, Stacy, I’m going to have you start out with that because you’ve implemented a program like that. So, talk about some of the – are there any – you know, as part of some of the work that you guys have done in bringing those that awareness of substance abuse and kind of that support for employees, how were some of the ways that you kind of made it directly known that they could feel safe about talking about it? Or is there anything particular that you did where, again, messaging or anything that really was like, if you’ve got, you know, we’re here for you or anything like that that might be able to be helpful for other leaders that might be looking at implementing something like this?

Stacy Meyr: [00:31:10] Yeah. I think that again, you know, promoting it like we did from a top-down approach and really making it a core tenet of things that we talk about and that we focus on. But also pairing that with and this is the challenge that a lot of employers are facing, right? When we think about employee retention, we think about wellness programs and sort of how we structure benefits. You know, this is something else that we did, you know being able to message these things and promote resources available to them, right, whether we have, you know, phone numbers, they can call to get additional benefits and support and get routed, you know, for counseling and things like that. So, really making them just aware of their own employee benefits that are there should they have a challenge. Also, knowing that we have a resource in addition with a company like, say, or partner like SAFE Project, that folks need more additional resources, at least we can help point them in the right direction.

Jamie Gassman: [00:32:16] Awesome. And, from your perspective, Brandee, in the work that you do at SAFE Project and from your own personal experiences, you know, or if you’re working with leaders yourselves in the programs that you’re offering, how can an employer create that feeling of safety and get employees comfortable with talking about substance abuse?

Brandee Izquierdo: [00:32:38] So, again, that’s a great question, and, you know, Stacy had mentioned some of it leading with the No Shame Pledge, something as simple as a No Shame Pledge and taking a picture. We always say a picture is worth a thousand words. So, just having top leadership saying, “Hey, here, I identify that there’s an addiction issue. It may not be here, but we want to make sure that you all are comfortable for pictures and selfies, and using your own organization’s social media platforms” is the first step.

Brandee Izquierdo: [00:33:10] But one thing that I also want to say, Jamie, is this takes time. You can’t come in and throw a No Shame Pledge and expect everyone to, you know, not still have their own stigma. If we look at lived experience or personal experience, as Stacy mentioned, nine times out of 10, someone in your organization has been affected by addiction in some capacity, whether it’s directly or indirectly.

Brandee Izquierdo: [00:33:34] So, it is going to take time. And even with the partnership with Athletico, it has taken over two years for us to really work collaboratively and intentionally to continue what I’m hoping, I’m going to put it out there on live, right, is a long-lasting partnership. So, that’s number one.

Brandee Izquierdo: [00:33:55] Number two, I think it’s important for people to understand that even as individuals in recovery, we can openly report history of substance use. But we do experience discrimination in the workplace, and quite often there are lower levels of acceptance among our colleagues. And that may be included, or there may be inclusion of microaggressions, verbal and non-verbal, and environmental contempt.

Brandee Izquierdo: [00:34:23] So, it’s important for us not only to deal with the addiction side of things perhaps if someone is actively or actively impacted by this but also the recovery portion of it and what that looks like in the workplace environment. And, it’s important for us to create a level of wellness where everyone can share their experiences.

Brandee Izquierdo: [00:34:43] And just lastly, I’ll give you a prime example of an indirect impact. We just saw an article come out over the weekend where a 13-year-old, I think it was a boy, lost his life and in high school. So, it’s not just about the person who lost their life in that high school environment. We have teachers and administration who are affected by this if we look at it from a workplace standpoint. We have the parents who have jobs who have to go back to those jobs, who are directly affected by this. And family members and friends.

Brandee Izquierdo: [00:35:18] So, there is a ripple effect. So, how do we start creating an environment that it’s not an outside problem, but it’s an inside issue that we can cultivate and start to have those conversations? How do we support those parents and those friends in that environment?

Brandee Izquierdo: [00:35:35] So, the more we talk at it or talk about it at a leadership level, the more likely we are to have it facilitated at an employee level.

Jamie Gassman: [00:35:45] Yeah, absolutely, and then be prepared. You know, if you do end up in a situation like that where it’s tragic, it’s sudden that you have the resources in place to be able to support those employees. Great. Great ideas and feedback and points there.

Jamie Gassman: [00:36:02] If a leader – let’s just say a leader feels like they have an employee that has a substance abuse concern, how should they be going about a conversation with that individual? How should they approach it? Because, obviously, there’s, you know, you’ve got the great resignation. You don’t want to single somebody out. You’ve got H.R. complexities, you have to navigate with that. But how can the leader who’s concerned, how can they approach that in a way that they can be effective but also kind of compliant and all the other things that come with that? So, Brandee, why don’t you start with your thoughts around that?

Brandee Izquierdo: [00:36:40] Well, I think, and again this goes back to what I just said. It’s very hard and it’s going to take some intention in terms of cultivating a safe environment for people. So, it’s going to be much easier to approach that issue once you’ve cultivated that environment. It’s a lot – it’s much more difficult to have those conversations if you haven’t cultivated that safe space. And, I think we’ll start with that portion of it.

Brandee Izquierdo: [00:37:09] You know, that is your first opportunity or your first chance not necessarily to address the addiction directly, but address the individual in terms of what’s happening in the workplace. What can they do as a leader to support this person?

Brandee Izquierdo: [00:37:27] One thing I can tell you as a person in recovery, I really pride myself on developing the skills of accountability and responsibility. And quite often, when you’re in active addiction, you’re still developing those skills of accountability and responsibility, so, as a leader, just being prepared that there may be some defense mechanisms that come up.

Brandee Izquierdo: [00:37:49] But just starting that conversation and quite often, that may be the start of what I like to call the Monty Hall approach from SAFE, the No Shame Pledge, the At-Home we utilized Deterra disposal bags. The more you have those types of signs in your workplace environment, the more likely people are to let their defenses down and start those conversations, even if it’s something small. Right? So, you may want to start in that way. You may not necessarily want to single that individual out. You may want to make it a collective effort where you -like, you would in sexual harassment.

Brandee Izquierdo: [00:38:26] I can tell you in the corporate world, there are many times that I’ve sat in those classes where it’s everyone included in that conversation. And then, perhaps that will fuel up or filter what’s really happening in that workplace.

Brandee Izquierdo: [00:38:41] But, again, anything that you’re doing in terms of conversation or addressing an issue in terms of addiction, it’s really meeting it with compassion and empathy and understanding and diminishing or at least minimizing the fear associated with our job.

Jamie Gassman: [00:38:57] Awesome. Stacy, anything else to add to that question?

Stacy Meyr: [00:39:03] So, I think that even in my role as a manager, you know, when you work with people, any tough conversation, right, that you need to have, whether it’s based on performance or something going on with them, having that sense of trust, as Brandee said, having that empathy. And, I’m actually going to feel this a little bit because I think Brandee is the one who shared this with me originally is, you know, when we think about addiction to is I think there’s a certain amount of education that we have to be responsible for in the corporate world in that this is a disease, this is not something that folks typically choose. It is truly a physical and mental health problem.

Stacy Meyr: [00:39:48] And if somebody comes to us because they’re having challenges of performance, because they’re undergoing treatment for some other health condition, use cancer as an example, what do we approach it with. But empathy and understanding, and obviously that’s their private condition that they don’t have to share. But I think being able to understand and being compassionate about that situation, I think that’s also a big challenge and something that, as leaders, we need to keep in mind because we would treat somebody with a healthcare condition with compassion and empathy, no matter what, and we need to be thinking about addiction in the same way.

Jamie Gassman: [00:40:29] Great. Great advice. Now looking at, where we’re now into 2022. We’re still dealing with some of the same COVID challenges that we’ve been dealing with for the last couple of years, and some people are really starting to weigh on a lot of individuals. What are your thoughts around trends in what substance abuse might look like in 2022 compared to how we’ve been at, how we’ve seen the increases over the last two years? Do we anticipate it’s going to continue to climb? Is it really imperative that workplaces take action now? What are some of your thoughts around that as we now enter this new year? And, we’ll start with you, Stacy.

Stacy Meyr: [00:41:12] So, that’s actually something that particularly in the work we do with patients and some of our value-based care work, there’s really good and strong indication that, you know, one of the leading indicators when we think about pain management and just musculoskeletal health is that folks get unfortunately get prescriptions a lot of times before they get sent to therapy. And, this is one of the metrics that we track from a cost perspective, and it really is eye-opening where we work with other employers, right, and not just ourselves, but our work with other employers to help with their musculoskeletal management, to say, look at your cost trends, look at the number of prescriptions when we start monitoring those leading indicators as we help to manage their patient population, trying to get folks into therapy earlier. There’s a lot of states where they don’t have to be referred for a physician and just educating employees that that is an option, and it’s usually much faster to get care and get them pain-free.

Stacy Meyr: [00:42:21] But really, we all know the money talks, so to speak, so getting employers to even look within their own data when it comes to their health plan benefits, their workers’ compensation spends. And, those are some of the things that we look at when we partner with them and focus on how do we help really impact in a positive way. And, of course, one of those things is cost, to start with, and that in itself is very eye-opening for them. So, I think that is one way that we can help or that we have been helping.

Jamie Gassman: [00:42:56] Great. How about you, Brandee?

Brandee Izquierdo: [00:43:01] So, if we’re talking about trends and what the trends for 2022 to look like, unfortunately, it’s very gloomy because we are seeing the overdose rates rise unbelievably exponentially as a matter of fact. We are at over 100,000 deaths, which is about two hundred and, I think, seventy-five – I don’t do math very well – that’s not my expertise – people a day. So, that upped from 96,000 I think it was from March 2020 to March 2021, and then the new results came in April. And, we’re only seeing it increase throughout America. So, we can’t sit here and say that over 100,000 people aren’t in the workforce. We know that they’re in the workforce, right?

Brandee Izquierdo: [00:43:52] Restaurant industry, for example, is a huge, a huge arena for substance use disorder. We see it all the time. So just, you know, the trends are there and they are going to continue to rise in terms of deaths and numbers, or we’re also seeing, and I know many people have heard of it is fentanyl. Fentanyl is out there. As Stacy mentioned, there are a lot of different aspects to the data and the numbers, whether people are being prescribed pain medication or pain management. They’re not being offered the alternatives initially. It may be in conjunction or after the fact. So, they may not have access to that pain management or those prescriptions based on a state-by-state scenario and how they report it to the state all of that, so, there may be blockage there, which then leads individuals to go to street level or illicit or just trying to find other alternatives while they’re already hooked. We know it takes about five days to get hooked to opioids.

Brandee Izquierdo: [00:44:59] So, it’s important for us to know all these nuances associated with addiction and be, you know, familiar with what’s happening out there in the environment so we’re not blindsided by it. Because this is not just an opioid issue, it’s an alcohol issue, it’s an Adderall or any other street-level pill that is being laced with Fentanyl. It’s taking people out. I just lost a very close friend over the weekend. So, it happens on a consistent basis and we need to be aware of it. And employers – if employers actually care about their employees, now’s the time to act.

Jamie Gassman: [00:45:40] Great. Sorry for your loss, because obviously it has to be really hard, especially at the type of work that you do in trying to reach out and help individuals with that ahead of time.

Jamie Gassman: [00:45:52] But if we’re looking at giving advice to an employer and trying to help them now with what they need to do first, so let’s say they want to take action, what would you recommend that they start with at least at a minimum as we going into this new year? Brandee, we’ll start with you.

Brandee Izquierdo: [00:46:10] So, I think at least a minimum, and I know I’ve said it and probably sound like a broken record, is really something as simple as that No Shame Pledge. You know taking that No Shame Pledge from a top-down or bottom-up, not at least we’ll start the conversation or at least ease everyone’s mind when more in-depth conversation comes. That’s number one.

Brandee Izquierdo: [00:46:31] Number two, ensuring that everyone understands the benefits plan that is associated with employment in terms of addiction or substance use disorder, as well as mental health. I think that’s another aspect of it.

Brandee Izquierdo: [00:46:46] You know, even starting something where, hey, let’s have a committee on the different aspects substance use and mental health wellness in the workplace, to have that conversation. One of the best things that you can do is create employee buy-in when you’re talking about change or introducing change into a workforce environment. So, having those employees drive that conversation may be helpful as well.

Brandee Izquierdo: [00:47:11] And finally, I think just creating that culture of compassion and empathy. I got to drive that home because the more understanding you are, the more likely I am to approach you and have these conversations.

Brandee Izquierdo: [00:47:25] And then finally, if you do also create an environment where individuals come out of the woodwork in terms of recovery, be prepared because they’re going to talk about it. And, we need to be prepared to say, “Hey, that’s interesting. Tell me more.” So, just creating those environments of love and compassion in the workplace, they’re important.

Jamie Gassman: [00:47:48] Absolutely. How about you, Stacy? Any last bits of advice you want to provide to the listeners?

Stacy Meyr: [00:47:55] Yeah. And, I go back to kind of my previous comment. I think that, and Brandee and I have had this experience at conferences where folks think, “Oh, we don’t have an issue or a problem in our workplace,” right? “This happens elsewhere.” And that’s where I would go back to for a lot of entities. If they really need to see some things in black and white, then they need to be looking at their benefit plans. They need to be seeing what services are being consumed and where and in particular, when you look at pharmacy, what’s being prescribed. I think that a lot of them would be surprised. It’s been our experience that they’re surprised both in the number and the cost. And unfortunately, sometimes that’s what gets their attention to start the conversation. But I think that that’s probably another key element. When folks are in doubt, they can look within their own company and where dollars are being spent.

Jamie Gassman: [00:48:52] Great. Well, you both were provided such great information and advice for our listeners. If they wanted to get a hold of you and seek more information from you, whether about Athletico or the SAFE Project or have questions on some of the work that you do or that you’ve done, How can they go about getting in touch with you? And I’ll start with you, Stacy.

Stacy Meyr: [00:49:17] Well, happy to provide my personal email to share with folks, but obviously, like most areas, we have a website, athletico.com, that talks about all of our services. There’s actually a lot of good materials, short videos there about, you know, how to handle pain management, how to get into therapy. Of course, in the world of COVID, we’re doing a lot of virtual even assessments for folks that they don’t even necessarily have to come into a clinic. And, again, just materials that talk about how to avoid more costly either expensive therapies and/or hopefully get them to a pain-free state or decrease their pain much faster so they can reduce the need for other substances.

Jamie Gassman: [00:50:07] Great. And how about you, Brandee?

Brandee Izquierdo: [00:50:11] Same with Stacy, I’m happy to report my email, which I will. It’s brandee, B-R-A-N-D-E-E, @safeproject.us. But more importantly, come on our website safeproject.us. In the beginning, you’ll see the No Shame Pledge. I challenge everyone who is listening to take the No Shame Pledge and then just dibble and dabble in our website. We have a ton of resources. We have stories and we have specific resources for each of our initiatives, safe campuses, communities, veterans, and safe workplaces.

Jamie Gassman: [00:50:46] Wonderful. Thank you both so much for being a part of this show and for sharing personal stories, the great work you’ve done in your own workplaces and with other workplaces. Very inspirational and really appreciate the opportunity to celebrate both of you. So, thank you so much for being on our show. Really appreciate you as guests.

Brandee Izquierdo: [00:51:04] Jamie, you’re like my BFF now. I absolutely adore you. Thank you for having us.

Jamie Gassman: [00:51:08] Absolutely. I always love – you can always take another BFF. I always hope for that.

Brandee Izquierdo: [00:51:14] Yeah, state-to-state. We should have BFFs in every state. That’s how we do it.

Jamie Gassman: [00:51:18] Agreed. Totally.

Stacy Meyr: [00:51:20] Yeah. Thank you for the opportunity.

Jamie Gassman: [00:51:22] Absolutely. And, we also want to thank our show sponsor, R3 Continuum, for supporting the Workplace MVP podcast and, to our listeners, thank you for tuning in. If you’ve not already done so, make sure to subscribe so you get our most recent episodes and other resources. You can also follow our show on LinkedIn, Facebook, and Twitter at Workplace MVP. And if you are a workplace MVP or you know someone who is, we want to hear from you. Email us at info@workplace-wvp.com. Thank you so much for joining us today and have a great rest of your day.

 

Tagged With: Athletico Physical Therapy, Dr. Brandee Izquierdo, Jamie Gassmann, No Shame Pledge, pain management, R3 Continuum, SAFE Project, Stacy Meyr, substance abuse, substance abuse counseling, Substance addiction, Workplace MVP

David Marsden, Advanced Merch

January 19, 2022 by John Ray

Business Beat
Business Beat
David Marsden, Advanced Merch
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Advanced Merch

Frazier & Deeter’s Business Beat: David Marsden, Advanced Merch

Since buying the business fifteen years ago, Advanced Merch co-owner David Marsden, along with his brother Chris, succeeded both by growing with their customers and going out of their way to take care of employees. David joined Frazier & Deeter’s Donna Beatty and Business RadioX host John Ray to discuss the lessons he’s learned along the way, his company’s philosophy of staying close to their clients to help them grow, navigating supply chain challenges, and much more. Business Beat is presented by Alpharetta CPA firm Frazier & Deeter.

Advanced Merch

Advanced Merch is a shop of wonders. From the drawing board to the screen press, they’ve got you covered for all your merchandise needs. Their team of craftsmen and experts has been working in the apparel and e-commerce business for over two decades. They offer custom embroidered and screen printed apparel, promotional products for every occasion, and product fulfillment for companies and brands. Hundreds of clients return to their shop for our extensive catalog of options and styles as well as their direct communication with each person. Advanced Merch believes a company should be socially conscious and have worked directly with many charities and social ventures to help them find the most affordable options without sacrificing quality.

Company website | Facebook | Twitter | LinkedIn | Instagram

David Marsden, Co-owner, Advanced Merch

Advanced Merch
David Marsden, Co-owner, Advanced Merch

David Marsden is the co-owner of Advanced Merch along with his brother, Chris Marsden. Their family-owned and operated business has been providing the best in custom screen printed and embroidered apparel and promotional products since 2004. Their professional full-service merchandising and fulfillment options will take your brand or company to the top level.

 

 

Donna Beatty, Frazier & Deeter

Donna Beatty, Frazier & Deeter

As a Partner in Frazier & Deeter’s Tax Department, Donna Beatty brings a wealth of professional tax and accounting knowledge to the firm. Her experience includes providing comprehensive tax planning, review, advisory and compliance services to closely held businesses, high net-worth individuals and professional services groups. She also has extensive experience consulting with small businesses on financial software.

Donna has worked with clients in a variety of industries that include real estate, construction, manufacturing & distribution, retail, professional services, technology, entertainment and family owned businesses. She specializes in helping law firms and real estate investment groups with complex tax matters. Her expansive industry knowledge allows Donna to provide background insight in an evolving market. She has successfully represented clients with the Internal Revenue Service, including a specific tax case in which she persuaded the IRS to agree to her argument in Washington, D.C.

Donna prides herself on her solid professional relationships with clients and thrives on learning and fulfilling her clients’ needs and expectations. Until 1994, she was a principal at Frazier & Deeter, before moving on to become a partner at small local accounting firm. Donna rejoined FD in January 2010 to better serve the needs of her clients.

LinkedIn

Frazier & Deeter

The Alpharetta office of Frazier & Deeter is home to a thriving CPA tax practice, a growing advisory practice and an Employee Benefit Plan Services group. CPAs and advisors in the Frazier & Deeter Alpharetta office serve clients across North Georgia and around the country with services such as personal tax planning, estate planning, business tax planning, business tax compliance, state and local tax planning, financial statement reviews, financial statement audits, employee benefit plan audits, internal audit outsourcing, cyber security, data privacy, SOX and other regulatory compliance, mergers and acquisitions and more. Alpharetta CPAs serve clients ranging from business owners and executives to large corporations.

Roger Lusby, Partner in Charge of Alpharetta office, Frazier & Deeter
Roger Lusby, Partner in Charge of the Alpharetta office of Frazier & Deeter

Roger Lusby, host of Frazier & Deeter’s Business Beat, is an Alpharetta CPA and Alpharetta Office Managing Partner for Frazier & Deeter. He is also a member of the Tax Department in charge of coordinating tax and accounting services for our clientele. His responsibilities include a review of a variety of tax returns with an emphasis in the individual, estate, and corporate areas. Client assistance is also provided in the areas of financial planning, executive compensation and stock option planning, estate and succession planning, international planning (FBAR, SFOP), health care, real estate, manufacturing, technology, and service companies.

You can find Frazier & Deeter on social media:

LinkedIn | Facebook | Twitter

An episode archive of Frazier & Deeter’s Business Beat can be found here.

 

Tagged With: Advanced Merch, Business Beat, custom apparrel, David Marsden, embroidered apparel, Frazier and Deeter, promotional products, screen printed apparel, Screen Printing

Slade Scoles, Brimstone Restaurant & Tavern

January 19, 2022 by John Ray

Brimstone Tavern
North Fulton Business Radio
Slade Scoles, Brimstone Restaurant & Tavern
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Brimstone Tavern

Slade Scoles, Brimstone Restaurant & Tavern (North Fulton Business Radio, Episode 427)

Slade Scoles, Owner of Brimstone Restaurant & Tavern, joined host John Ray to share the “dancing, food, and fun” happening there. Brimstone hosts ShagAtlanta and offers a large dance floor. Brimstone’s chef trained at Le Cordon Bleu, and all the food is freshly-prepared, down to even the mayonnaise and salad dressings. Brimstone offers great entertainment options as well, such as poker tournaments. Slade discussed his decision to buy the restaurant, their expansion plans, plans to offer grass-fed beef from the Wyoming ranch he owns, and much more. North Fulton Business Radio is broadcast from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

Brimstone Restaurant & Tavern

Brimstone Tavern is a locally owned sports bar on the south end of North Point Mall.

They are located at the intersection of Mansell Road and Old Alabama Connector, in the same shopping complex as Fancy Pantry. The restaurant layout is unique, where their custom carved bar is physically separated from a family-style dining area which is ideal for families with kids.

On one side of the restaurant, they also have a large private room, where a lot of working professionals can not only convert into their office but also use it as a meeting and training room. With super-fast free WiFi, secured with the best firewall technology in the industry; it’s a no-brainer! This large event space is fully-equipped with a PA system, a projector, and smart TVs, which has become a recent attraction for a lot of corporate events, local Meet-Ups, as well as family events, such as wedding rehearsals, birthday parties, Bar Mitzvahs, and more!

Brimstone’s chef-inspired menu features comfort food with international flavors. For example, their gourmet burgers are more than your idea of a traditional cheeseburger because of their signature sauces and other top-secret ingredients! Their burgers also feature an optional gluten-free bun, fried pickles, gourmet salads, and other options.

Wyoming Brand Certificate for Slade’s cattle ranch

Later in 2022, Brimstone will start sourcing all its beef directly from Slade’s 650-acre cattle ranch in Wyoming.

The sports bar has an extremely large selection of whiskeys (single malts/blended) and bourbons. Starting with the most basic ones, all the way to the Balvinies, Macallan’s, Johnny Walker’s, Basil Hayden’s, Knob Creek, Angels Envy of the Bourbon World… The list goes on and on! They feature local craft beer on tap to support local breweries and give their customers a taste of what your neighborhood businesses can do.

They are not just about food and drink, they are about Entertainment! For this very reason, they bring nightly activities, such as Trivia, Poker, and Live Music for their customers. They also give back to the community by hosting regular fundraisers for local charities, such as St. Baldrick’s. Come experience this unique sports bar that’s rocking the Alpharetta restaurant scene.

They host Any 2 Cards, the poker tournament company. For more information, visit the Any 2 Cards website.

Company Website | Facebook | Instagram

Slade Scoles, Owner, Brimstone Restaurant & Tavern

Slade Scoles, Owner, Brimstone Restaurant and Tavern

Slade Scoles, a U.S. Veteran, is the new owner of Brimstone Restaurant & Tavern. He is eager to make Brimstone your destination for food and drinks in the Alpharetta area. He also owns Any 2 Cards, a poker tournament company in the Atlanta area that plays at Brimstone.

Slade is also the Chief Scientist with SES Environmental. Founded in 1993, SES was formed to provide quality nationwide environmental services based on the principle that experienced professionals provide superior service. SES originally focused on government clients and performed Phase I and Phase II Assessments for clients such as the Georgia Department of Transportation and the Georgia Department of Corrections.

SES has grown to serve banks, law firms, property management firms, property developers, and industry leaders.

With a staff of over 20 people in the Atlanta area and over 60 nationwide, SES provides a credible and successful solution to a variety of environmental issues.

Slade has a Master’s in Public Health from Tulane University and a Master’s in Administration from Central Michigan University.

LinkedIn

Questions and Topics Discussed in this Episode

  • Tell us about Brimstone
  • Let’s hear about the food and entertainment
  • How did you come to own Brimstone?
  • Talk about Any 2 Cards
  • Talk about your expansion
  • Where do you source your beef?

 

North Fulton Business Radio is hosted by John Ray, and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

RenasantBank

 

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

 

Special thanks to A&S Culinary Concepts for their support of this edition of North Fulton Business Radio. A&S Culinary Concepts, based in Johns Creek, is an award-winning culinary studio, celebrated for corporate catering, corporate team building, Big Green Egg Boot Camps, and private group events. They also provide oven-ready, cooked from scratch meals to go they call “Let Us Cook for You.” To see their menus and events, go to their website or call 678-336-9196.

 

Tagged With: Alpharetta, Alpharetta restaurant, Any 2 Cards, Brimstone Restaurant Tavern, Brimstone Tavern, North Fulton Business Radio, poker tournaments, SES Environmental, shag dancing, ShagAtlanta, Slade Scoles, tournament poker

Richard Grove, Wall Control

January 18, 2022 by John Ray

Richard Grove
North Fulton Business Radio
Richard Grove, Wall Control
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Richard GroveRichard Grove, Wall Control (North Fulton Business Radio, Episode 426)

A third-generation family member in senior management at Wall Control, Richard joined host John Ray to share how Wall Control grew and evolved from a small tool & die shop to a manufacturer of the best wall-mounted storage system available. Richard also announced a new Business RadioX-produced show, Organization Conversation, which will feature Wall Control customers, strategic partners, professional organizers, and other authorities in the world of organizing. North Fulton Business Radio is broadcast from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

Wall Control

Wall Control is committed to being the industry leader in pegboard style storage & organization. Simply put, no other tool storage system can match the quality, versatility, and value of the award-winning Wall Control System.

Our commitment to quality is not only reflected in our product but is also evident in our practices. We strive to do right by our customers every day, starting at product design conception and continuing through with superb product and customer support.

Being committed to quality means keeping a close eye on product production to be sure that the Wall Control values are stamped into every panel and accessory that is produced. We achieve this by manufacturing our entire product line here, in the USA.

The Wall Control story begins in 1968 in a small tool & die shop just outside Atlanta, Georgia. The first of three generations began their work in building a family-based US manufacturer with little more than hard work and the American Dream.

Over the past 50+ years, this family business has continued to grow and expand from what was once a small tool & die shop into an award-winning US manufacturer of products ranging from automobile components to satellite panels and now, the best wall-mounted tool storage system available today, Wall Control.

The Wall Control brand launched in 2003, and is a family-owned and operated business that not only produces a high-quality American Made product but sees the entire design, production, and distribution process happen under our own roof in Tucker, Georgia. Under that same roof, you’ll still find 3 generations of American Manufacturing hard at work to bring you the best tool storage products available today.

Our Product

The award-winning and affordable Wall Control pegboard storage system solves six main wall-mounted storage challenges better than any other system available today: Durability, Strength, Versatility, Ease of Installation, Attractive Appearance, and Value.

Clean And Efficient Pegboard Tool Storage

Durability – Our strong metal pegboard prevents the peg holes from fraying and wearing out over time. Traditional pegboard panels start out ugly, wear out quickly, and eventually, the pegboard hooks no longer stay engaged in their peg hole and will fall out when the tool is removed. Our panel face, manufactured in the US from 20 gauge steel, ensures that Wall Control’s system will last a lifetime; many times longer than traditional pegboard products.

Strength – Traditional pegboard is weak by nature due to the material it is made from. The strength of steel, combined with a formed flange around the perimeter, and our One-Piece Installation pegboard make our metal pegboard panels over 10 times stronger than conventional pegboard and more secure than any other metal pegboard system. More strength equals more storage. Wall Control Pegboard also mounts directly to the wall requiring no cleat or rail system to be installed first. This “Direct to Wall” pegboard mounting system is inherently more secure than other mounting systems because the panel is not “hanging” off of any rail or cleat and the Flush-With-Wall return flanges on Wall Control Pegboards allow the installation screw head to snug up tight with solid panel-to-wall contact removing all torque from the installation screw, ensuring a secure installation for heavy lifting.

Versatile and Easy To Install Pegboard Design

Versatility – Our unique “Combo” style panels allow the user the option of utilizing 1/4 in traditional pegboard hooks as well as our own patented, much more secure, “double offset” hook and slot design. Wall Control’s metal panels are also magnetic so you can attach all your magnetic accessories, a truly encompassing omni tool wall storage organization system. Engineered for both secure engagement and ease of movement, Wall Control’s Hooks, Brackets, Shelves, and Accessories will install easily and stay put. The versatility of these storage panels is also highlighted by the all-steel shelving system that Wall Control panels support. Finally, a pegboard system that has the ability to support substantial weight on a matching, integrated shelving system.

Ease of installation – Wall Control installs in minutes. Wall Control panels offer a simple One-Piece Installation, simply mount the panels directly to the wall and you’re done. Ease of installation was a key criterion during the design phase of this pegboard system. Manufactured with a built-in flange on all four sides, the Wall Control storage panel requires no pre-built framework and mounts directly to any flat surface. The flange spaces the panel’s perforated face away from the wall so that the hooks, brackets, and shelves will engage with no wasted area. The convenient 16″x32″ standard size and modular design make it easy to handle and a snap to install. If you have traditional 16″ stud spacing, you can hit studs all the way down your wall with Wall Control’s brilliant mounting hole instructions. If not, have no worries, we include drywall anchors as well, so hitting studs is not required, although obviously preferred, if possible.

Attractive Appearance – Available in eight durable, scratch-resistant, powder-coated colors as well as a very reflective and attractive metallic galvanized finish, Wall Control Storage Systems truly are suitable for use in any location wall-mounted storage is desired in the home, office, or workplace. These high-quality finishes resist rust and stains and even wipe clean with a damp rag. When you combine sleek design with a high-quality finish, you can’t go wrong.

Affordability & Value – Simply put, no other system on the market offers the affordability and value of a Wall Control Pegboard Storage System.

For years Wall Control storage systems have been and continue to be the industry leader when it comes to pegboard tool storage and organization, and for good reason, but don’t take our word for it. We encourage you to check out our online product reviews from reputable places like Amazon and Home Depot to see for yourself that our products truly are in a league of their own when it comes to quality, versatility, value, customer service, and ultimately, customer satisfaction.

Company Website | Facebook | LinkedIn

Richard Grove, COO, Wall Control

Richard Grove
Richard Grove, COO, Wall Control

Richard Grove is the COO of Wall Control, a family-owned and operated brand of Wall Storage and Organization Systems ranging from Garage Tool Storage to Kitchen Wall Organizers and even Industrial Tool Organizational Systems for industry-leading Fortune 100 companies across the globe.

Richard’s background is in engineering but what he enjoys most is brand building through relationships and creative marketing. Richard began his career with the Department of Defense as an engineer on the C-5 Galaxy Engineering Team based out of Warner Robins. While Richard found this experience both rewarding and fulfilling, he always knew deep down that he wanted to return to the small family business that originally triggered his interest in engineering.

Richard came to work for the family business, Dekalb Tool & Die, in 2008 as a Mechanical Engineer. At the time Wall Control was little more than a small ‘side hustle’ for Dekalb Tool & Die to try to produce some incremental income. There were no “Wall Control” employees, just a small warehouse with a single tool and die maker that would double as an “order fulfillment associate” on the occasion that the original WallControl.com website, which Richard’s grandmother built, pulled in an order.

Shortly after Richard arrived in 2008 the economy took a turn for the worse. Much of the work Dekalb Tool & Die was holding on to was leaving the shop to go to Mexico, China, or some other offshore source. Seemingly overnight it became apparent that in order for the family business to survive they were going to have to produce their own branded product at scale to ensure jobs remained in-house and for the business to continue to move forward. Richard then turned his attention from tool and die to Wall Control to attempt this necessary pivot and his story with Wall Control began. Since that time, Richard has led Wall Control to significant growth while navigating two recessions.

Today Wall Control is responsible for the employment of 50+ employees and occupies a 60,000+ square foot physical footprint of its own while still growing rapidly. Wall Control is also proud to say that they are now Dekalb Tool & Die’s biggest customer by volume sold through their shop.

Outside of Richard’s work at Wall Control he enjoys helping other business owners, operators, and entrepreneurs along their own paths to success by offering personal business coaching and advising through his website ConsultantSmallBusiness.com. Richard has developed an expansive and unique skillset growing and scaling Wall Control through a multitude of challenges to the successful brand and company it is today. Richard is happy to share his knowledge and experience with others who are looking to do the same within their own businesses.

Connect with Richard:

Instagram | Twitter | LinkedIn | Richard’s Website

Questions and Topics Discussed in this Episode

  • Tell us about Wall Control and how it began
  • Who uses your products?
  • Is this a custom system?
  • What is Organization Conversation?
  • Tell us about Workbench Con

 

North Fulton Business Radio is hosted by John Ray, and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

RenasantBank

 

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

 

Special thanks to A&S Culinary Concepts for their support of this edition of North Fulton Business Radio. A&S Culinary Concepts, based in Johns Creek, is an award-winning culinary studio, celebrated for corporate catering, corporate team building, Big Green Egg Boot Camps, and private group events. They also provide oven-ready, cooked from scratch meals to go they call “Let Us Cook for You.” To see their menus and events, go to their website or call 678-336-9196.

 

Tagged With: John Ray, North Fulton Business Radio, Organization Conversation, Richard Grove, storage systems, Tool organization, tool storage systems, Wall Control

Alina Lee, Your Ad Attorney, Chasidy Ashley, TBK Wellness Spa, and Angie Williams, BeLocal Alpharetta Milton

January 17, 2022 by John Ray

TBK Wellness Spa
Family Business Radio
Alina Lee, Your Ad Attorney, Chasidy Ashley, TBK Wellness Spa, and Angie Williams, BeLocal Alpharetta Milton
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Alina Lee, Your Ad Attorney, Chasidy Ashley, TBK Wellness Spa, and Angie Williams, BeLocal Alpharetta Milton (Family Business Radio, Episode 28)

On this edition of Family Business Radio, host Anthony Chen welcomed three accomplished women entrepreneurs. Alina Lee discussed her passion for working with small business owners to meet growth objectives and avoid legal pitfalls. Chasidy Ashley discussed how she designed TBK Wellness Spa to offer better amenities and service than found in competing chain operations. Finally, Angie Williams discussed her hyper-local magazine and why its popularity is so advantageous for advertisers. Anthony closed the show by offering thoughts on financial planning, living dreams, and a reminder that “you can’t take the portfolio with you.”   Family Business Radio is underwritten and brought to you by Anthony Chen with Lighthouse Financial Network.

Alina Lee, Founding Partner, Your Ad Attorney, LLC

Alina Lee, Founding Partner, Your Ad Attorney, LLC

Proactive compliance with consumer and business laws is the best protection from marketing risks and liabilities.

You’ll find Your Ad Attorney’s approach to marketing legal services avoids typical legal hurdles and makes better business sense for every size business.

Alina Lee is the founding partner of Your Ad Attorney, LLC.  She is a marketing law and business transactions attorney who helps marketing agencies and companies with marketing departments protect their reputation through providing legal drafting and review for their marketing materials.

Prior to starting her law firm, Your Ad Attorney, LLC, she was Senior Corporate Counsel at Mailchimp, a profitable tech company with millions of customers worldwide. At Mailchimp, she was the primary attorney who led legal matters for the partnerships department and marketing department. Alina was also the primary attorney over all major marketing initiatives and managed the company’s trademark portfolio.
Alina graduated from Vanderbilt University Law School and the University of Georgia.
Company website | LinkedIn

Chasidy Ashley, Owner, TBK Wellness Spa

TBK Wellness Spa
Chasidy Ashley, Owner, TBK Wellness Spa

TBK Wellness Spa was created to benefit anyone who needs having a therapeutic and nurturing environment. The owner was very intentional in providing something for everyone. From the far infrared sauna to the treatment rooms, this place is a one-stop-shop for wellness.

They have a team that is knowledgeable and committed to giving you the best experience while in their care. Massages, facials, pedicures, and body scrub treatments are only a few of the amenities that they have to offer.

They also have a gym that comes with a personal trainer. He teaches self-defense while focusing on your endurance and flexibility. They have a balance of hard work in the gym and then getting pampered on the spa side.

TBK Wellness Spa was surely created to give you the best of both worlds.

Company website | Facebook | Instagram

Angie Williams, Owner/Publisher, BeLocal Alpharetta Milton

Angie Williams, Owner/Publisher, BeLocal Alpharetta Milton

BeLocal Alpharetta Milton is a franchise of The N2 Company in Wilmington, NC.

BeLocal is the comprehensive guide for all new movers to the greater community. The first BeLocal magazine hit new movers’ mailboxes back in 2018. Since then, BeLocal expanded to serve residents in more than 100 communities across the country.

N2 began in 2004 and is over $150 million company.  Angie tells us that N2 is for niche marketing and that their products are targeted to Affluent Communities, New Movers, Medical Professionals, and Realtors.

Company website | LinkedIn | Facebook | Instagram

Anthony Chen, Host of Family Business Radio

Anthony Chen, Lighthouse Financial, and Host of “Family Business Radio”

This show is sponsored and brought to you by Anthony Chen with Lighthouse Financial Network. Securities and advisory services offered through Royal Alliance Associates, Inc. (RAA), member FINRA/SIPC. RAA is separately owned and other entities and/or marketing names, products or services referenced here are independent of RAA. The main office address is 575 Broadhollow Rd. Melville, NY 11747. You can reach Anthony at 631-465-9090 ext 5075 or by email at anthonychen@lfnllc.com.

Anthony Chen started his career in financial services with MetLife in Buffalo, NY in 2008. Born and raised in Elmhurst, Queens, he considers himself a full-blooded New Yorker while now enjoying his Atlanta, GA home. Specializing in family businesses and their owners, Anthony works to protect what is most important to them. From preserving to creating wealth, Anthony partners with CPAs and attorneys to help address all of the concerns and help clients achieve their goals. By using a combination of financial products ranging from life, disability, and long term care insurance to many investment options through Royal Alliance. Anthony looks to be the eyes and ears for his client’s financial foundation. In his spare time, Anthony is an avid long-distance runner.

The complete show archive of “Family Business Radio” can be found at familybusinessradioshow.com.

Tagged With: Alina Lee, Alpharetta, Angie Williams, Anthony Chen, BeLocal Alpharetta Milton, Chasidy Ashley, Family Business Radio, Lighthouse Financial Network, Milton, TBK Wellness, Your Ad Attorney

Decision Vision Episode 151: Should I Rebrand My Company? – An Interview with Stephanie Stuckey, Stuckey’s Corporation

January 13, 2022 by John Ray

Stuckey's
Decision Vision
Decision Vision Episode 151: Should I Rebrand My Company? - An Interview with Stephanie Stuckey, Stuckey's Corporation
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Stuckey's

Decision Vision Episode 151:  Should I Rebrand My Company? – An Interview with Stephanie Stuckey, Stuckey’s Corporation

When Stephanie Stuckey bought Stuckey’s Corporation in 2019, she knew it was a struggling brand, but she was determined to reclaim the business with the trademark family name. She got to work rebuilding the company, drawing on all her legal, political and leadership experience. In this conversation with host Mike Blake, Stephanie shares the challenges of rebranding her company, updating its focus while maintaining the founder’s vision, why she calls Stuckey’s a startup, and much more. Decision Vision is presented by Brady Ware & Company.

Stuckey’s Corporation

W.S. “Sylvester” Stuckey, Sr. founded Stuckey’s as a roadside pecan stand along Highway 23 in Eastman, GA in 1937. With a truck and the loan (from his grandmother), W.S. drove around the countryside and bought pecans from local farmers to sell at his stand, along with local honey and souvenirs. His wife, Ethel, added her delicious homemade candies – southern delicacies like pralines, Divinities, and our iconic Pecan Log Rolls.

Through grit and determination, the Stuckeys grew the stores from these humble beginnings to a roadside empire. At its peak in the 1960s, the little pecan company had become an integral part of the American road trip. It boasted 368 stores in over 30 states, each offering kitschy souvenirs, clean restrooms, Texaco gas, and of course, our famous candies.

The company was sold in 1964 but is now back in family hands and poised for a comeback.

Billy Stuckey, son of the founder and former U.S. Congressman, reacquired Stuckey’s in 1985. Stephanie took over in November of 2019 and, under her leadership, Stuckey’s has purchased a healthy pecan snack company, undergone a rebranding, added three new franchised stores, expanded its B2B retail customer base, ramped up its online sales with a new website and will soon acquire a pecan processing and candy manufacturing plant.

Company website | Facebook | Instagram | LinkedIn

Stephanie Stuckey, CEO, Stuckey’s Corporation

Stuckey's
Stephanie Stuckey, CEO, Stuckey’s Corporation

Stephanie Stuckey is CEO of Stuckey’s, the roadside oasis famous for its pecan log rolls.  Stephanie aims to continue the legacy started by her grandparents by providing a fun and quality experience for the roadside traveler through our brick-and-mortar locations, as well as expanding markets for Stuckey’s pecan products via e-commerce and other outlets.

Stephanie received both her undergraduate and law degrees from the University of Georgia. She has worked as a trial lawyer, elected to seven terms as a state representative, run an environmental nonprofit law firm that settled the largest Clean Water Act case in Georgia history, served as Director of Sustainability and Resilience for the City of Atlanta, and taught as an Adjunct Professor at the University of Georgia School of Law.

Stephanie’s achievements include being named one of the 100 Most Influential Georgians by Georgia Trend Magazine and a graduate of Leadership Atlanta. She is active in her community and serves on many nonprofit boards, including the National Sierra Club Foundation, EarthShare of Georgia, and her local zoning review board.

LinkedIn

Mike Blake, Brady Ware & Company

Mike Blake, Host of the “Decision Vision” podcast series

Michael Blake is the host of the Decision Vision podcast series and a Director of Brady Ware & Company. Mike specializes in the valuation of intellectual property-driven firms, such as software firms, aerospace firms, and professional services firms, most frequently in the capacity as a transaction advisor, helping clients obtain great outcomes from complex transaction opportunities. He is also a specialist in the appraisal of intellectual properties as stand-alone assets, such as software, trade secrets, and patents.

Mike has been a full-time business appraiser for 13 years with public accounting firms, boutique business appraisal firms, and an owner of his own firm. Prior to that, he spent 8 years in venture capital and investment banking, including transactions in the U.S., Israel, Russia, Ukraine, and Belarus.

LinkedIn | Facebook | Twitter | Instagram

Brady Ware & Company

Brady Ware & Company is a regional full-service accounting and advisory firm which helps businesses and entrepreneurs make visions a reality. Brady Ware services clients nationally from its offices in Alpharetta, GA; Columbus and Dayton, OH; and Richmond, IN. The firm is growth-minded, committed to the regions in which they operate, and most importantly, they make significant investments in their people and service offerings to meet the changing financial needs of those they are privileged to serve. The firm is dedicated to providing results that make a difference for its clients.

Decision Vision Podcast Series

Decision Vision is a podcast covering topics and issues facing small business owners and connecting them with solutions from leading experts. This series is presented by Brady Ware & Company. If you are a decision-maker for a small business, we’d love to hear from you. Contact us at decisionvision@bradyware.com and make sure to listen to every Thursday to the Decision Vision podcast.

Past episodes of Decision Vision can be found at decisionvisionpodcast.com. Decision Vision is produced and broadcast by the North Fulton studio of Business RadioX®.

Connect with Brady Ware & Company:

Website | LinkedIn | Facebook | Twitter | Instagram

TRANSCRIPT

Intro: [00:00:02] Welcome to Decision Vision, a podcast series focusing on critical business decisions. Brought to you by Brady Ware & Company. Brady Ware is a regional, full-service, accounting and advisory firm that helps businesses and entrepreneurs make visions a reality.

Mike Blake: [00:00:22] Welcome to Decision Vision, a podcast giving you, the listener, clear vision to make great decisions. In each episode, we discuss the process of decision making on a different topic from the business owners’ or executives’ perspective. We aren’t necessarily telling you what to do, but we can put you in a position to make an informed decision on your own and understand when you might need help along the way.

Mike Blake: [00:00:43] My name is Mike Blake, and I’m your host for today’s program. I’m a director at Brady Ware & Company, a full-service accounting firm based in Dayton, Ohio, with offices in Dayton; Columbus, Ohio; Richmond, Indiana; and Alpharetta, Georgia. My practice specializes in providing fact-based strategic and risk management advice to clients that are buying, selling or growing the value of companies and intellectual property. Brady Ware is sponsoring this podcast, which is being recorded in Atlanta per social distancing protocols. If you’d like to engage with me on social media, with my chart of the day and other content, I’m on LinkedIn as myself and @unblakeable on Facebook, Twitter, Clubhouse and Instagram. I also recently launched a new LinkedIn group called A Group That Doesn’t Suck, so please join that as well if you’d like to engage. If you like this podcast, please subscribe on your favorite podcast aggregator, and please consider leaving a review of the podcast as well.

Mike Blake: [00:01:41] So, the topic today is “Should I Rebrand My Company?” And I think this is probably on people’s consciousness because we’ve had one of the biggest rebranding, certainly in my memory, which is the company formerly known as Facebook now would like to be known as Meta. I think that’s going to be a tough rebrand until they actually change their platform to something other than Facebook, but they didn’t ask me for advice. And what do I know, I’m just a finance guy anyway.

Mike Blake: [00:02:13] But branding is extremely important. And according to Forbes, presenting a brand consistently across all platforms can increase company revenue by 23 percent. And there’s a HubSpot statistic out there that suggests that 86 percent of consumers prefer an authentic and honest brand personality of social networks. And our guest today, I think, does that frankly exceptionally. And according to Facebook, the aforementioned now Meta, the top four qualities people use to describe why they are loyal to a brand are cost, quality, experience, and consistency.

Mike Blake: [00:02:52] And joining us today, and I’m very grateful because I have some idea of how busy she is because I suspect we only see on social media the tip of the iceberg, but joining us today is Stephanie Stuckey, who is the third generation CEO of Stuckey’s Corporation. She started her career as a lawyer building her own practice before serving in the Georgia House of Representatives from 1999 through 2013. I did not know that. She and I served on a board together years and years ago, and I never knew that she was in the Georgia House of Representatives.

Mike Blake: [00:03:25] After that, Stephanie became the Executive Director of Green Law, an environmentally-focused law resource center. In 2015, she was appointed the City of Atlanta’s Director of Sustainability, and then to the position of Chief Resilience Officer, which is something near and dear to my heart. She’s a Georgia bulldog, having earned a degree in French, just like I did, as an undergraduate and then earning her law degree there as well, too. I’m deeply disappointed that Cincinnati did not beat Alabama, nothing against Alabama, but since we have an office in Dayton, it would have been really cool to have a Cincinnati UGA College Football Championship, but there you have it.

Mike Blake: [00:04:01] Stuckey’s was founded by W.S. “Sylvester” Stuckey Sr. As a pecan stand along Highway 1 in Eastman, Georgia in 1937. Through hard work and grit, Stuckey’s grew into a roadside empire that numbered over 300 stores in the 1970s with the familiar teal sloped roof and Refresh, Relax, Refuel billboards dotting the nation’s highways. The stores fell out of family hands for decades, but were reacquired by Billy Stuckey, son of the founder and former US Congressman in 1980 — I’m sorry, in 1985. Stephanie took over in November of 2019 after a career in public service that we already discussed. And under Stephanie’s leadership, Stuckey’s has undergone a rebranding, added three new franchise stores, expanded B2B retail customer base, and ramped up its online sales with a brand new website. Stephanie Stuckey, thank you for joining the program.

Stephanie Stuckey: [00:04:54] Thank you. Wow, what an amazing intro! I didn’t know Facebook was switching to Meta.

Mike Blake: [00:05:01] Well, you’ve been busy doing other stuff.

Stephanie Stuckey: [00:05:03] That’s crazy. They should consult us on that because I have an opinion.

Mike Blake: [00:05:09] Well, that’s good. We like people on the show who have opinions. Otherwise, it’s a very boring show. But yeah, they’ve decided to really jump into this thing that some people are calling the metaverse; others are calling Web 3.0. Not sure what that means, but yeah, they felt that a rebranding was appropriate. So, they are in the process of doing that. But I want to talk about your rebranding. I want to talk about your rebranding because you’re here and Mark Zuckerberg’s not.

Stephanie Stuckey: [00:05:38] He is not.

Mike Blake: [00:05:38] You’re probably more interesting anyway, so-

Stephanie Stuckey: [00:05:39] He’s not consulting us. And also, let me just say go Dogs!

Mike Blake: [00:05:44] There. There you go.

Stephanie Stuckey: [00:05:46] I’m kind of looking forward to us playing Bama.

Mike Blake: [00:05:52] Why is that? I mean, obviously, you’re playing for the national championship. But Alabama, they’ve done well against the Bulldogs.

Stephanie Stuckey: [00:05:59] Exactly. It’s been this psychological block for us at this point. And I think you really have to conquer the 800-pound gorilla in the room if you’re going to move forward. I don’t think that Georgia will feel like a true national champs unless we get the Championship by beating Bama. I know you didn’t have me on the show to talk football, but take [crosstalk] away.

Mike Blake: [00:06:26] Well. look, you can’t avoid it in Georgia, especially this time of year.

Stephanie Stuckey: [00:06:31] I am just obsessed right now, yeah.

Mike Blake: [00:06:31] And I think what — I’ll go ahead and continue that. We’ll go off script, tThat’s fine. I mean, it’s our show, it’s the internet. Like, what the heck? So-

Stephanie Stuckey: [00:06:38] Hey, we can brand football too. That’s a big brand.

Mike Blake: [00:06:42] It certainly is.

Stephanie Stuckey: [00:06:44] Big brand. There’s lots of [crosstalk].

Mike Blake: [00:06:44] I grew up in Boston, so I’ve been a lifelong Red Sox fan. And if you follow baseball, if you followed it for any amount of time, they had something called the Curse of the Bambino, which stems from a Red Sox selling Babe Ruths to New York Yankees, and they had not won a World Series since. And they wound up winning the series by a historic comeback over the Yankees, which wasn’t even possible because of the way divisions were aligned for so long. But it was only after beating the Yankees that they then broke through and won the World Series. They’ve won three cents. And I think there’s something to what you said. I think the only way the Red Sox could really win the World Series was to drive a stake through the heart of the vampire New York Yankee.

Stephanie Stuckey: [00:07:29] Exactly.

Mike Blake: [00:07:29] Any other way, just God wasn’t going to allow that to happen.

Stephanie Stuckey: [00:07:33] And since we’re talking branding, there are so many great branding lessons to learn from sports. And especially that whole comeback idea, to me, the greatest story ever told was the comeback. And you see that quite often in sports, not only real life, but some of the best movies that we love like Rocky, they’re all about a comeback. And so, that translates into business as well. People love to root for the underdog. They want to see the underdog come out on top and win. I think coming into this national championship, Georgia is the underdog because we have consistently been wooped by Bama. So, I would like to think there’s a lot of people out there who haven’t been following either one of these teams, but they’re going to root for the Bulldogs because we’re the underdog. So, that translates to Stuckey’s. We’re an underdog.

Mike Blake: [00:08:28] I think that’s right. And there is a comeback story there, isn’t it?

Stephanie Stuckey: [00:08:31] Absolutely. We are a comeback brand. I like to say that all the time, not only because it’s true, but psychologically, we want to see people come from all sorts of adversity and persevere, come out on top.

Mike Blake: [00:08:47] So, yeah. And frankly, I think that’s why I reached out to you, because I do follow you on social media. You do a fantastic job of transmitting your story on social media. Again, finance guy, what do I know?

Stephanie Stuckey: [00:09:01] Thank you.

Mike Blake: [00:09:01] But I do think it’s helping your brand. I do think it’s bringing your brand into a sense of awareness to the younger generations.

Stephanie Stuckey: [00:09:11] Yeah.

Mike Blake: [00:09:11] Right? Because they’re not watching billboards, and half of them don’t even drive anymore, right?

Stephanie Stuckey: [00:09:14] I know, it’s crazy. So many don’t drive.

Mike Blake: [00:09:19] Yeah. Well, yeah. It’s the new world out there, right? So, I’ve been fascinated to kind of watch your brand. And interestingly, I follow. I think you know that my wife, who does e-commerce for a long time, she carried Stuckey’s for catalogs as a flagship brand in her e-commerce site and really only stopped because Amazon-

Stephanie Stuckey: [00:09:43] Yeah. Billy and I caught up on that.

Mike Blake: [00:09:43] Really only stopped because Amazon made the rules for selling food just so draconian that she couldn’t — as a small business person, that just wasn’t worth it anymore, unfortunately, but they’re a great seller for her. So, I’ve been following the brand actually from afar for quite some time and in a way, was sort of invested in it.

Stephanie Stuckey: [00:10:01] Thank you.

Mike Blake: [00:10:01] Tell us at a high level — we’ll get into the details of the rebranding, but tell us at the high level kind of — you walked in at 2019, and I want to hear about the origin story, but before we even hear about how you got there, what did you walk into? November 2019, you walked into Stuckey’s, you take the CEO’s office or wherever you worked, what did you walk into?

Stephanie Stuckey: [00:10:24] The office was a rundown, double wide trailer that we were renting.

Mike Blake: [00:10:29] Okay.

Stephanie Stuckey: [00:10:29] I swear to God.

Mike Blake: [00:10:31] All right, keep going. So-.

Stephanie Stuckey: [00:10:33] If I did not have the last name Stuckey, I not only would not have bought the company, I would have run screaming from the prospect of buying the company. So, I bought a struggling business. What I bought was a trademark, which I think was the most valuable thing I purchased and a rented warehouse in Eastman, Georgia, with a lot of dead inventory that hadn’t moved in years. And I knew nothing about business. I knew something about budgets having worked in government, which you may or may not think is valuable budgeting lessons, but-

Mike Blake: [00:11:17] I think it’s very valuable.

Stephanie Stuckey: [00:11:19] … the one thing the Georgia Legislature constitutionally had to accomplish every single session was to pass a balanced budget. So, I did know about budgeting. I had a budget running a nonprofit and a law firm, and I had the budget running the Office of Sustainability for the City of Atlanta. So, I understood base level finances. So, I did have that understanding, but I had never run a warehouse or, now, we’re in the manufacturing world that was all new to me. But I did know innately that if you have inventory that’s sitting around for several years, that’s not good. You should be having a turn rate of a lot faster than that. So, I inherited a lot of dead inventory like Britney Spears t-shirts and ashtrays shaped like toilets and say, “Put your butts here.” We had some John Wayne bobbleheads. We just had all sorts of random shtick.

Mike Blake: [00:12:05] John Wayne bobbleheads?

Stephanie Stuckey: [00:12:07] Yeah.

Mike Blake: [00:12:08] Wow!

Stephanie Stuckey: [00:12:09] Yeah, but random. Like they were miscounts and slotted wrong, and there were three out of a case of 10. So, no store is going to buy three random items.

Mike Blake: [00:12:23] Yeah.

Stephanie Stuckey: [00:12:24] And it just — the company had, frankly, just gone somewhat on autopilot and had a very small skeleton crew. We had two main people running it and they are terrific. We’ve kept them on. They’re fabulous. This is no fault of theirs. But if you don’t have financing, if you don’t have a structural support, if you don’t have all the basics to run a successful company, it doesn’t matter how hardworking or smart you are, you can’t turn it around. And so, we had a company that had been on autopilot for about a decade.

Stephanie Stuckey: [00:13:00] My dad and his business partners had sold off the most profitable part of their business. We don’t need to get into all that, but they owned a profitable business, Interstate Dairy Queen corporation. That had largely propped up Stuckey’s. And then, when they sold Interstate Dairy Queen Corporation, they retired, they left a skeleton crew in charge managing what was left of Stuckey’s. And what was left was a rented warehouse that is a distribution facility and the trademark. But none of the stores are owned or operated by us. They’re not even franchised at this point. They’re all licensed. So, very little revenue generated from the stores, very little control over the store. So, that revenue is slowly declining and we started losing some accounts.

Stephanie Stuckey: [00:13:44] So, yeah, it was a double wide trailer, run down. And I remember, I visited the stores, and I sat in the parking lot of one store, and it looked so bad, it was completely rundown, I could not even bring myself to walk in, and I started to cry. Now, I do cry pretty easily. I cry with Hallmark commercials and-

Mike Blake: [00:14:08] Okay.

Stephanie Stuckey: [00:14:09] … when I see college fund ads, I always cry, but I’m an easy crier. But I am in the parking lot crying, and I call my vice president, and I said, “This is just horrible.” He didn’t skip a beat, he said, “Welcome to your kingdom.”

Mike Blake: [00:14:25] Interesting. Interesting response.

Stephanie Stuckey: [00:14:28] Welcome to your kingdom. Like this is your roadside mess. So, you have to have a sense of humor, you have to laugh, and you have to be able to see the potential. And I saw the potential because not only do I have the last name Stuckey, but I was around when the business was profitable, when my grandfather was still involved. He had sold the company the year before I was born, but he remained involved on the board of the company that acquired it for some years after he sold. So, I knew what it could be, I knew what it was capable of, and I believed in my heart that we could bring that back.

Mike Blake: [00:15:01] So, we didn’t come on to talk about this, but I’m so curious, I think it will come back to the topic, and that is, what do you remember that your grandfather did with the business that seemed to have stopped going on when he left? What was missing?

Stephanie Stuckey: [00:15:20] So, I didn’t remember anything about him actually running the company directly. I just remember being around the company.

Mike Blake: [00:15:27] Yeah.

Stephanie Stuckey: [00:15:28] Well, being around the stores, visiting the stores because we road trip just like everyone else. What was interesting to me was one of the most important things I acquired when I bought the company was not only the trademark but his papers. My mother gave me several boxes of his archives that no one had even touched since the 1960s. It was like opening a time capsule. So, I spent those first couple of months after acquiring the company reading through all his papers. Every single night, I would just sit down, and I just start reading, and I took notes. And he went from being my grandfather, who I call Big Daddy, he went from being Big Daddy, and I had these warm, fuzzy memories of of a granddaughter-grandfather relationship. He was not a businessman to me, but he became Stuckey. He became the businessman. I learned about how he ran the company, and that made all the difference.

Stephanie Stuckey: [00:16:29] Honestly, so much of what I’m doing is following his basic business principles. And he didn’t get an MBA. He had to drop out of the University of Georgia because it was during the Great Depression, but he had a strong understanding of people. He was a gifted salesperson, just naturally gifted, and he really firmly believed in the power of branding. He put 20 percent of everything he made into branding and marketing, even during the tough times.

Mike Blake: [00:17:04] Interesting and-

Stephanie Stuckey: [00:17:05] Especially the tough times. I realized, that’s what you need to do. You have to brand. And I’ve learned that from him, but not until many, many years later, when I got his papers did I learn that.

Mike Blake: [00:17:17] So, you bought a virtual memoir, basically. Or you bought a virtual mentor, actually, is the best way to put it.

Stephanie Stuckey: [00:17:23] Yeah. If I can only get some sort of psychic to channel him for me, that would be awesome. But unfortunately, I’ve got his papers, not him.

Mike Blake: [00:17:31] I have a feeling somebody’s going to listen to this podcast, they’re going to come to you and ask if they could publish them because if they’ve been that valuable to you, given the progress that you’ve made with the company, they’re going to be valuable to somebody else too.

Stephanie Stuckey: [00:17:44] Yeah, it’s been fascinating. But the interesting thing, there’s not a lot of his personal correspondence, it’s mostly interviews and magazine articles, original articles. A lot of these are small town papers. They’re not really going to exist anywhere else. So, it’s a lot of hard copies of original firsthand accounts. And Mercer University Press actually did a self-publish. My aunt, to her credit, got a lot of first-person narratives recorded and publish this book called Stuckey. I think five people have read it and they’re all family members, but I read that book three times, and took notes in the margins and really studied that. It’s kind of dry and clunky as far as like reading, but just the material was so helpful to me. So, I felt like an archivist.

Mike Blake: [00:18:34] Well, that’s — I’ve got to be careful because I do so much work with multigenerational businesses, it’s such a treasure trove, but I want to get back on topic the. So, from what I’m from what I’m inferring, and you tell me if I’m wrong, please, because you’re the expert, I’m not, but it sounds like maybe when you walked in, Stuckey’s didn’t necessarily have a brand at all. Or did it? I mean, how would you characterize it?

Stephanie Stuckey: [00:19:03] It did.

Mike Blake: [00:19:03] Okay. What was the brand?

Stephanie Stuckey: [00:19:04] So, that’s the great thing. I firmly believe I started on first base or second base, how far along you want to say I am, to continue with this sports theme, but there are still a lot of people out there in 2019 when I bought the company and they’re, albeit older forties, fifties, sixties and up, who rode tripped in the ’50s, ’60s, ’70s, early ’80s, and remember stopping at Stuckey’s. They remember us when we had 368 teal stores with the slope roofs, and these exact carports, and the red and yellow beautiful, iconic billboards that dotted the nation’s highways. They remember that. They remember stopping at our stores and the wonderful memories.

Stephanie Stuckey: [00:19:50] And I kid you not, I get easily ten or more messages a day from people sharing very personal stories about our business, about their road trips. When I say “about our business,” it’s not; it’s about them, it’s about their families, it’s about their road trips, and their vacations, and their memories and how we are entwined with that. So, I tapped into that, and I hunkered down on the people who knew us already. And I pulled on my experience in politics, which is you go to your base first. Don’t go chasing out after these — if you’re a Democrat, don’t go chasing after a bunch of Republican voters who are probably not going to support you. Those aren’t your people. And you go after your base, you shore up your base, and then you target those undecideds who could be persuadable.

Stephanie Stuckey: [00:20:52] So, you figure out like, who are those people? So, for us, our peeps initially were the people who actually remembered the brand. So, that was 40 and up, and I was totally okay focusing on that. I wasn’t going to start chasing after millennials right out the bat because we needed to get the people who remembered us to know we were still alive. And then, you start looking beyond that, and you look at what are the things that really define us as a brand. And that’s road tripping. And to me, road tripping defies age categorization. It defies sex or ethnicity, anything, I mean, nationality, people all over the world like to road trip. And so, I’ve expanded to talking more about the road trip, but initially it was just drawing on, “Hey, remember us? We’re still around. Here’s our story. Let’s tell you what happened to us, but we’re still here. Where’ve you been? Come back.”

Mike Blake: [00:21:49] So, that’s a very interesting, I think, distinction because some brands rebrand to get away from something or to move to something new, right? The aforementioned Facebook is trying to get away from the bad reputation they’ve accumulated over the last couple of years because of social media basically. And so, they need a reboot. In your case, you’re going the other way. You’re doubling down on what you already had.

Stephanie Stuckey: [00:22:19] Yes, exactly.

Mike Blake: [00:22:20] Almost going retro. But I think that’s maybe unfair and that sounds old fashioned, but you’re definitely doubling down on the base, as you said.

Stephanie Stuckey: [00:22:28] Exactly. And I think where you modernize, or at least for our brand, is how you communicate. What are the mediums that you use? So, we started with Facebook because that’s where the older demographic is. And then, we added Linkedin. It has been incredible for us, especially if you’re looking in the B2B space, which is how we’re growing the brand with more retail partners. So, I started with the obvious, the traditional social media forums and Twitter. Twitter’s a little harder. It’s kind of sarcastic and has an attitude, a lot of the brands that do well on Twitter. So, Twitter has not been as strong a platform for us. And Pinterest, but we’re on Instagram. And now, we’re on Tik Tok. And I’m trying to get more on YouTube and Clubhouse. You mentioned Clubhouse. I need to get more into Clubhouse, but I am on Clubhouse. So, it’s not so much the message to me that’s modernizing. It’s how we approach people, how we meet people, how we communicate in a language that they can connect with us, but the core authentic what our brand is, which is about the road trip, that’s not changed.

Mike Blake: [00:23:54] And it’s interesting, you mentioned sort of the teal roof, and that kind of reminds me of Howard Johnson’s. And I wonder if this was deliberate, right? Howard Johnson’s always had that hunter orange roof that you could see from a mile and a half away driving 70 miles an hour, right? And I wonder if-

Stephanie Stuckey: [00:24:12] What a simple sign in [crosstalk]-

Mike Blake: [00:24:15] Yeah.

Stephanie Stuckey: [00:24:17] When?

Mike Blake: [00:24:17] Yeah, and it was that part-

Stephanie Stuckey: [00:24:17] [Crosstalk].

Mike Blake: [00:24:17] Was that the thinking behind the teal roof for Stuckey’s as well?

Stephanie Stuckey: [00:24:24] So, I don’t know if my grandfather was inspired by Howard Johnson’s or not. I do know the genesis of the teal roof was when the interstate highway system came in; and suddenly, the roads that we had been located on, we were on Route 66, and the Lincoln Highway, and the Old Dixie Highway, and some of these older interstate roads, and then the National Interstate Highway System, Eisenhower starts that initiative in 1956. And so, we’re bypassing these state roads and these other roads that we are on, and we had to make a very strategic decision to survive. I say we like I was around then.

Stephanie Stuckey: [00:25:04] But to survive, my grandfather had to make a move, and he had to literally not only move how his strategy was, but he had to move his stores. And so, he used that as an opportunity to brand. And before, his stores had been sort of a mishmash of architectural styles, and there was no consistency in the color. He did have a consistent logo, but he used the move as an opportunity to get a consistent color, to get a consistent store design, to get consistent motifs.

Stephanie Stuckey: [00:25:41] So, my father for some reason came up with a carriage design. I’ve told him I’ve never been a fan of the carriage design because it does not speak to our brand. To me, it’s kind of like this old South notation. So, that, I did dismiss with, and I called my dad and I said, “No disrespect, but I’m doing away with carriage.” And we put a we put a cool little — I call it the happy car family image, which is an original advertising image of Stuckey’s from the ’60s. So, it was a retro image, but it was more aligned with our brand. But he had all these distinctive elements, and that’s when he put that blue teal color in.

Stephanie Stuckey: [00:26:18] I do know he was friends with Howard Johnson’s. No, I’m sorry he was friends with Kemmons Wilson, the founder of Holiday Inn. They were contemporaries, they were friends, they were on the interstate. It’s quite possible that he knew Howard Johnson. I don’t know that, though. I did not find that in any of his paperwork.

Mike Blake: [00:26:38] Yeah. Well, and Holiday Inn also has a trademark color scheme that makes it easy to see, right?

Stephanie Stuckey: [00:26:43] Yeah.

Mike Blake: [00:26:43] You can’t miss that yellow and green.

Stephanie Stuckey: [00:26:45] Yeah, I think he was definitely inspired by them. I’ve not found any paperwork to confirm that. And I think he just came up with the blue because it was different, nobody else was using it and you could see it from far off. And then, a lot of people did the yellow and red and their signage because of the visibility.

Mike Blake: [00:27:06] So, you touched on something that I didn’t think we’d be going in today. I hadn’t thought of it. But now that you bring it up, I think it’s really important. The south, I think, is undergoing a difficult cultural and identity transition, right?

Stephanie Stuckey: [00:27:26] Yeah.

Mike Blake: [00:27:28] As the country comes to terms with reacquainting itself with its history, how we teach it, race relations, I think, are changing, certainly in the most radical way that I can remember, I was born in 1970, so I was after the Civil Rights Movement, was Stuckey’s being sort of an old school old South brand? Is that something that you’ve had to confront and really think about? How does it fit into the millennial or post-millennium vision of the South while still staying true to the core values? Is that something you’ve had to kind of wrestle with? And if so, how have you done that?

Stephanie Stuckey: [00:28:10] Certainly. I think any southern brand that’s been around as long as we have has some racial history that you have to come to terms with and you have to address. And our history, just like our region, is messy and complicated when it comes to race.

Mike Blake: [00:28:29] Yeah.

Stephanie Stuckey: [00:28:30] Stuckey’s has an interesting story in that we were never segregated in a time when many places were-

Mike Blake: [00:28:41] Interesting

Stephanie Stuckey: [00:28:41] … especially in the south. We never had a whites only sign on anything. We were always opening.

Mike Blake: [00:28:46] Good for you.

Stephanie Stuckey: [00:28:46] My grandfather had a saying, “Every traveler is a friend.” And so, he wanted Stuckey’s to be known as a hospitality brand, as a welcoming place, and that really reflected his core values. He was a Christian, he was very philanthropic, he was a quiet donor, he was not very flashy in how he contributed to different charities he supported. And in fact, I have yet to track down the actual people, but I do know from my aunt that my grandfather actually paid to have several African-Americans from our hometown go to college. But I don’t have any specific records. I don’t have names. He did it quietly. But I say that to reflect that’s who he was. He was just a a caring person.

Stephanie Stuckey: [00:29:41] And so, we were never segregated. And if you’ve seen the movie The Green Book, there’s actually a scene in the movie where they shop at a Stuckey’s for that very reason that we were not segregated. And I do have a lot of African-Americans of a certain age who told me that they remember stopping at Stuckey’s, and they also remember driving for long stretches and needing to stop, and their parents would say, “We’ve got to wait for Stuckey’s. We’ve got to wait for Stuckey’s.” And they said, “Well, we just thought our parents loved Stuckey’s, and they did,” but one of the people told me they realized many years later they had to stop at Stuckey’s, that was the only place they could stop.

Stephanie Stuckey: [00:30:27] So, we’ve got that part of our history, but we also have a history where, frankly, we have sold Confederate flag memorabilia. We’ve sold — I’m not proud of it, but it’s part of our past, we’ve sold some of those black mammy’s little figurines. I’ve seen them in pictures of the stores. So, I know that is part of our past. I would like to think my grandfather didn’t mean any ill by that, but that is what he sold. We don’t sell it anymore.

Mike Blake: [00:31:07] Yeah, of course, you don’t sell them anymore. And look-

Stephanie Stuckey: [00:31:08] But I will say, when I took over the company, there were two stores that were selling Confederate flag stuff, and I stopped that. I said we will de-brand you, take that out of the store, that is not what we represent this day and age.

Mike Blake: [00:31:28] Yeah.

Stephanie Stuckey: [00:31:28] And I just don’t want to get in the whole debate. I recognize there are people out there who feel very strongly that this is heritage, and I respect that, but that doesn’t mean we have to sell it in our souvenir store. You can buy that in a museum shop. So, I felt very strongly that we needed to really be a — For me, it comes down to being hospitable. Are we offering products, are we recreating an experience that is going to be welcoming to everyone? So, if there is a product that we sell that is going to alienate people, that is going to make people feel divided, I don’t want to sell it.

Stephanie Stuckey: [00:32:10] And I get upset when I find out that our stores are selling Trump stuff. Frankly, that’s what I’ve heard. It’s not the other party, but Trump stuff. And I’m like, “I don’t want you selling Biden or Trump. Don’t sell it. Don’t sell anything that divides people. Don’t sell anything that antagonizes people.” Even with my background in politics, I always struggled with being a consensus builder. Like that’s what I wanted to be, and it was hard doing that in a highly charged partisan environment like Georgia politics.

Mike Blake: [00:32:46] Yeah. And someday, you’ll never have time for me to do this, but I would love to get your take on on politics generally because I’m sure you have such an informed view, but-

Stephanie Stuckey: [00:32:56] Yeah, I mean, I [crosstalk]-

Mike Blake: [00:32:58] … it makes no sense to align — Sorry?

Stephanie Stuckey: [00:33:00] I walked away. I said I will not run again. This was not — I mean, no shame if you ran and got defeated, but I didn’t get defeated. I left.

Mike Blake: [00:33:09] Yeah.

Stephanie Stuckey: [00:33:10] I did not seek re-election. I said, I’m done.

Mike Blake: [00:33:14] Yeah. Well, I think there are a lot of people that are doing that. But it’s interesting how you bring that up because you really are sort of sticking your fork in a toaster if you’re going to turn your company into a political platform, aren’t you?

Stephanie Stuckey: [00:33:32] Yeah

Mike Blake: [00:33:32] Right? And especially now where things are so volatile, you can easily see a scenario where you have customers in your parking lot fighting each other under the right — Right? Because we see that in our society. And that sounds very antithetical to the brand that you have, right? So, why even approach it, right?

Stephanie Stuckey: [00:33:57] Exactly. But I will say, I think there were some brands where that is entirely consistent with what they represent. And so, some brands-

Mike Blake: [00:34:06] For sure.

Stephanie Stuckey: [00:34:07] … it’s good to be edgy, it’s good to be out there. I think of Nike doing the whole Colin Kaepernick commercial. I think that was a hundred percent aligned with what they represent. And so, it works for them. That’s not so much political, but it is something that was highly charged, right? I mean, they’re [crosstalk]-

Mike Blake: [00:34:29] For sure. I thought it was very risky for Nike to do that.

Stephanie Stuckey: [00:34:32] It was risky and it wasn’t risky because when it came out, I thought not only was it just a beautiful ad, it’s so well done. But to me, it was just embracing their brand. And these people who were out there burning Nike sneakers, I thought, “Well, Nike’s making money off of that because people are out burning Nike sneakers for people who weren’t wearing Nike.” Those weren’t their peeps. So, they probably went out and bought some. They didn’t have them.

Mike Blake: [00:35:00] Well, and the data suggests you’re right because their stock price did go up, so.

Stephanie Stuckey: [00:35:04] Yeah, it worked for their brand. So, just know what your brand is, and your brand may be political. That may be a hundred percent where you want to be. So, go in on it. That’s not us. And you also have to accept you cannot – and it’s hard sometimes, especially like me having been in politics, a lot of times, if you’re in politics, you’re a pleaser or you’re a people pleaser, you can’t be a people pleaser in branding. You cannot be all things to all people. What is your brand? We’re a road trip brand.

Stephanie Stuckey: [00:35:40] I talked to this guy about six months ago and he said, “I’m not a road tripper. Tell me why I should stop at Stuckey’s.” I said, “You shouldn’t stop at Stuckey’s. You’re not our person. You’re not-”

Mike Blake: [00:35:50] Right.

Stephanie Stuckey: [00:35:51] I mean, I would love for you to try our product, but if you don’t enjoy road tripping, we’re really not your brand.

Mike Blake: [00:35:59] Right, you have to drive 30 miles to get to our store, right, which is-

Stephanie Stuckey: [00:36:02] We’re on the interstate. And yes, we are branching out, we are getting in more venues, but even though we’re pushing the product, and we’re promoting the delicious pecan snacks and candies that we make, it’s all wrapped up in the story of the road trip. So, know what your brand is, and hunker down on that, and don’t try to be something that you’re not, don’t try to appeal to people that really aren’t going to connect with your brand. Not everyone’s going to like your brand. If you hate sugar, if you hate candy, then I would never try to sell you a pecan log roll.

Mike Blake: [00:36:42] Sure. Yeah. Well, I mean, a brand is about — push brands don’t work, right?

Stephanie Stuckey: [00:36:48] Yes.

Mike Blake: [00:36:48] And brand is a poll asset, and you’re rallying people towards your banner for something, right? People who believe what you believe. I’m crazy a fan of Simon Sinek and all his thing about Star Wars.

Stephanie Stuckey: [00:37:03] Oh, my gosh. Yes, I love Simon Sinek.

Mike Blake: [00:37:06] Yeah. Well, if you know him, tell him I want him on the program, but nobody’s been able to provide that yet, but-

Stephanie Stuckey: [00:37:13] I don’t know him. No, I’m just a total fan girl. I watch his YouTube videos every morning. I’ve got a cynic for video on Simon Sinek, Gary Vee.

Mike Blake: [00:37:22] Yeah.

Stephanie Stuckey: [00:37:23] I’m a big Oprah fan. They all have just such great content that they put out. I listen to sort of an eclectic mix. I like Russell Brand. He’s got some philosophical side to him. But there’s some really great people out there that give wonderful perspectives, but Simon, yeah, Simon Sinek, like the whole getting to the why? Businesses know what they do. A lot of times, you may know how you do it, what your formula is, what your process is, but why are you doing it?

Mike Blake: [00:37:57] So, you walked in, you walked into that double wide trailer, realized that you had maybe not a brand change, but certainly a brand rehabilitation or reinforcement to do.

Stephanie Stuckey: [00:38:08] Yeah.

Mike Blake: [00:38:08] Maybe that’s a better way to put it.

Stephanie Stuckey: [00:38:12] That’s the patient.

Mike Blake: [00:38:13] What did that to-do list ultimately look like? If you could boil it down, what are some of the key steps you had to take in order to do that?

Stephanie Stuckey: [00:38:20] Well, you said it in the very beginning, in the intro, the quote from Forbes about consistency. Branding is consistency. And I knew something about branding because I’ve been in politics. And so, you have to brand yourself, and I had a brand that was my family. So, in a way, it was easier for me because the brand was so personal to me. It was tied in with my own brand, so I had a good sense of what my brand was, and I understood the company, I understood my grandfather, and I knew the stories. I had great stories. And I had even more stories than I thought I have had having read all my grandfather’s papers. So, my playbook was really watching what Gary Vee advises you to do, which is every single day, you get out there and post on social media. It’s just that consistency, and it’s the storytelling.

Stephanie Stuckey: [00:39:24] And it’s not just posting for post’s sake. It’s not just like, “All right, I’ve got to get something out there.” It’s got to have sticking power, and it’s got to have a higher purpose. It’s not about selling a pecan log roll; it’s about building a community. And you’re building a community around people that share an interest that you share. They care passionately about what you care about. I would rather have a small group of rabid fans that absolutely love our brand. There are a ton of people who buy our product because it’s cheap or easy to get, and they’re not loyal. There’s no sticking power there. So, the way you get that rabid fan base is you share something in common.

Stephanie Stuckey: [00:40:15] So, I just started putting out their content that was long-form narrative storytelling about what we believed in. And I wrote down our brand attributes, and I made sure every time I did a post, it touched on those attributes. And the attributes are family-friendly, hospitable, pecans because we’re all about the pecan, Georgia-grown pecans, that sense of place, small-town America, road trips, vintage/retro, Americana, celebrating all things, small-town America. So, I kind of knew those themes. I had them written down. Sort of, I have this sheet, I have a visual. It’s a diamond. And the different facets of the diamond have different words on them for the brand attributes. It’s my brand diamond. You can use whatever works for you, but I look at that all the time and I think, “Am I being brand-forward? Is this family-friendly? Is this promoting the road trip?” It’s got to hit on some of those brand’s attributes.

Stephanie Stuckey: [00:41:23] And it’s a slog. It is a slog. Every single person out there who’s got a million followers, they started with one. And you just keep at it. Somebody asked me yesterday because I didn’t know I was up this high, but it’s very gratifying, they said I had 72,000 LinkedIn followers. And when I started on LinkedIn, I think I had a thousand, which is a very respectable number to begin with, and that was from being a state rep and being head of sustainability for City of Atlanta, but I didn’t have 72,000. and I didn’t get 72,000 overnight. I got maybe a dozen a day, but you get a dozen a day over a couple of years, it adds up.

Mike Blake: [00:42:09] And this gets to a point that I think is important, I want to make sure that we get to because I think a common perception of changing or, in your case, rehabilitating a brand, but in this case, the difference is not material, and that is that, well, all you have to do is change your name, or a logo, or something; and therefore, you have a brain change, right? And to me, what you’re describing is exemplary of, at least, my view, and I may be completely wrong, but in a way, those are the two least important things. The brand is who you are every day, and the brand is what you will do every day. And most importantly, and this is why I think it’s so important, we go back to phasing out or wiping out kind of the Dixie, if you will, type memorabilia, Dixie type products in your product line, you define yourself by what you won’t do, right? You draw a line someplace.

Stephanie Stuckey: [00:43:11] Sure.

Mike Blake: [00:43:12] And I think that’s why there’s a lot of cynicism – at least I sense cynicism and I have cynicism about Facebook/Meta’s brand change is that it occurred only after Mark Zuckerberg had his rear end hauled before Congress to testify. And there started to be some talk about antitrust action, et cetera that it doesn’t seem like there’s a genuine change in the mission of the company, but rather it’s really just sort of a coat of paint; whereas, what you’re doing is by getting out there and being the lead cheerleader from the brand. And I remember the stories, I didn’t do the homework for this when I had you on the program, I love the story about you going out to Arkansas and seeing a hole in the roof of one of your stores. As a CEO, I cannot imagine how that must have impacted you. Or on the Christmas rush, you’re there with a picture of yourself on the line packaging stuff, right?

Stephanie Stuckey: [00:44:13] I got so much grief from some of my team, though. They’re like, “Do you know how much it’s costing us for these boxes to have the CEO on the line?”

Mike Blake: [00:44:21] Well, you know what, it costs you a lot more for people to want to buy Stuckey’s products and they can’t get it.

Stephanie Stuckey: [00:44:26] I’m like, “It’s branding too. It’s like showing that we are rolling up our sleeves and is all hands on deck.” And I absolutely needed to be there because we had to build a hundred boxes in a day, and we did 120.

Mike Blake: [00:44:41] Yeah. I mean, don’t we all want to work for somebody that will get down in the trenches with us?

Stephanie Stuckey: [00:44:51] Yeah, [crosstalk].

Mike Blake: [00:44:51] Not just telling us what to do from from the corner office, but geez, I just got to get in there and do it, right? And I think that, what a boost for morale. I’ll bet you probably got a lot of resumes from people after that of people just want to work for you because of that.

Stephanie Stuckey: [00:45:09] I did actually. And we can’t hire anyone because we don’t have enough money.

Mike Blake: [00:45:13] Right.

Stephanie Stuckey: [00:45:15] We are scrappy. We are still a scrappy startup. I joke, we’re an 85-year-old startup. We are. And I think it’s really good to have that edge to be in that hungry space, that startup space. I think there’s something about it that really keeps you on your toes. But you’re right about the logo. You can’t just slap on a fresh coat of paint and say, “That’s a new brand.” But I do think one of the first things I did was bring the logo back to our original logo. But for me, that was an outward manifestation of an interchange.

Mike Blake: [00:45:56] Yeah.

Stephanie Stuckey: [00:45:57] So, I think as long as what you’re doing externally is reflective of an internal shift, then it makes sense to have that name change, it makes sense to have that new design work done, but like you said, it has to be authentic and there has to be this message from the top that this is more than just we’re changing the logo.

Mike Blake: [00:46:24] So, a lot of companies doing what you’re doing, they bring in outside help – consultants and PR firms and branding experts and such. Did you avail yourself of that expertise as well? Or did you primarily make this an internal project?

Stephanie Stuckey: [00:46:38] Both. So, initially — and this is just me, and I don’t want to give consultants a hard time because there’s a lot of really good ones out there, but there are also a lot that frankly will take your money.

Mike Blake: [00:46:52] Yeah.

Stephanie Stuckey: [00:46:53] And rack up those billable hours.

Mike Blake: [00:46:56] They don’t have clients, they have victims.

Stephanie Stuckey: [00:46:59] Yeah. So, I’m not trying to say I didn’t have good consultants because I think I did have some good help, but it did not make financial sense for us. We had a very small budget when I bought the company. Like I said, we were six figures in debt. And a little bit of money we had available was money that I frankly had invested. When I bought the company, I negotiated to invest a very small amount in the company to have some upfront capital to brand and to also work on a strategic plan. And so, I paid some consultants for that. And they were good. But we had such limited dollars, and we ran through that money in a matter of months. And so, then, I had to figure out how to do it myself. And that’s when I started watching Gary Vee and some of these other resources.

Stephanie Stuckey: [00:47:58] And I think the lesson here is if you’re small, if you are scrappy, don’t think that you can’t try it yourself because a lot of the stuff, you really can do yourself, especially if you know your brand. Nobody knows the Stuckey’s story better than I do except my father and my aunt. No one. And so, that puts me in a unique position. And so, a lot of the stuff, you can do yourself. I just think too often we think, “Oh, we’ve got to hire this digital firm to run these digital ads.” And Lord knows I spent money on digital ads. And then, I went online and watched a couple of YouTube videos, and I do the ads myself.

Stephanie Stuckey: [00:48:45] What I can’t do is the creative design work, and I do have an excellent — I have two graphic designers who are amazing, and I use them. And I do have a guy who helps me with copy who’s really, really good at helping me do the e-blast, and he helps with speechwriting. So, I do have a very good writer who supports me, and we work really well together, we have similar styles. But I cut back dramatically because I just didn’t have the funding for it. So, I still do it myself. We don’t have a marketing firm.

Mike Blake: [00:49:19] I’m talking with Stephanie Stuckey, and the topic is, Should I Rebrand My Company? I have so many questions. We’re not going to get to them all, and that’s my loss. But a couple I want to get to before we let you get back to – hopefully you’re not in a double wide trailer anymore, but if you are, that’s fine, but get back to your work day.

Stephanie Stuckey: [00:49:38] That’s my home. I’m recovering from COVID.

Mike Blake: [00:49:40] Yeah, okay. Oh, really? Okay. Well, you sound great.

Stephanie Stuckey: [00:49:44] Yeah, I got [crosstalk] cases. I think Atlanta is super spiking right now, and that’s [crosstalk].

Mike Blake: [00:49:48] Yeah, for sure.

Stephanie Stuckey: [00:49:49] Yeah.

Mike Blake: [00:49:50] So, how would you describe your your brand resurrection or resuscitation effort? Do you think it’s been successful? Is it still a work in process? How do you evaluate it at this point?

Stephanie Stuckey: [00:50:04] Work in progress.

Mike Blake: [00:50:06] Okay.

Stephanie Stuckey: [00:50:06] And I’m still figuring out how to evaluate it because, obviously, you want metrics. My board especially wants metrics. So, I’m doing my best to hunker down and try to figure out what is the return on the investment that we have made with branding. And I think sometimes, that’s hard, because there’s too — I mean, generating sales comes from branding and in part. And there’s also just brand awareness. And it’s hard to measure, sometimes, that brand awareness piece if you don’t have the budget to go out and do some sort of market survey to say, “What’s your name recognition?” We don’t have that. We don’t have that budget.

Mike Blake: [00:50:54] So, it’s a work in progress, and I’m still trying to — I think for me, what I really hope moving forward is, can I figure out better ways to measure. And we are measuring conversion rate, and click rates and all the typical things that people measure. But it’s just, what is the value of people knowing your story? What is the value of people recognizing your name? But to me, that’s really hard to put in a spreadsheet.

Mike Blake: [00:51:28] It is. Stephanie, you’ve been so not only generous with your time, but really generous with your with your authenticity and revealing sort of the thought processes and emotional processes you’ve had to go through during this journey of yours. I’m sure there are questions that our listeners wish that I would have asked or wish that we would have spent more time on. We just didn’t have the time. If one of our listeners wants to follow up with you, would you be willing to share with them maybe some of your brand knowledge? And if so, what’s the best way to do that?

Stephanie Stuckey: [00:52:06] The best way is to send me an email. Linkedin messages are sporadic for me. I do my best to answer them, but I get a lot of LinkedIn messages and quite a fair amount of it is just out and out solicitation. So, sorting through all of the clutter to find the real genuine request to reach out to me is, sometimes, daunting when I’m running a company. But email, I get, and I look at, and I respond. If it’s a pure solicitation as a service that is not aligned with me, I’ll be honest, I started hitting just the delete button because I used to write polite replies, and I realize I was literally spending 40 minutes a day writing polite replies to people who are offering services that we didn’t need.

Mike Blake: [00:53:00] Okay.

Stephanie Stuckey: [00:53:00] If it’s something aligned with our brand, I will forward along to the appropriate person. But if you’re asking for advice, yes, I will respond. And it’s sstuckey@stuckeys.com. So, it’s sstuckey@stuckeys.com. And I can give that to you to put in your show notes.

Mike Blake: [00:53:17] Great, that’d be terrific. And you’re also on social media, and I would encourage our listeners, before you reach out to Stephanie, just simply watch what she does. She’s probably just going to tell you about what she’s doing anyway, but she sets a great example for how to reposition a brand, how to modernize a brand. And then, if you still have questions, go ahead and use it. And Stephanie is very generous with giving back to the community. But I would encourage you to do that homework first.

Mike Blake: [00:53:47] That’s going to wrap it up for today’s program. And I’d like to thank Stephanie Stuckey so much for sharing her expertise with us today. We’ll be exploring a new topic each week, so please tune in, so that when you’re faced with your next business decision, you have clear vision when making it. If you enjoy this podcasts, please consider leaving a review with your favorite podcast aggregator. It helps people find us, so that we can help them. If you would like to engage with me on social media with my chart of the day and other content, I’m on LinkedIn is myself and at @unblakeable on Facebook, Twitter, Clubhouse and Instagram. Also check out my new LinkedIn group called A Group That Doesn’t Suck. Once again, this is Mike Blake. Our sponsor is Brady Ware & Company. And this has been the Decision Vision Podcast.

 

Tagged With: Brady Ware & Company, Branding, Decision Vision podcast, Mike Blake, rebrand, rebranding, Stephanie Stuckey, Stuckey's

Kevin Hartley, Cambio Roasters

January 11, 2022 by John Ray

Kevin Hartley
Business Leaders Radio
Kevin Hartley, Cambio Roasters
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Kevin Hartley

Kevin Hartley, Cambio Roasters

Cambio is Spanish for change, and Kevin Hartley founded Cambio to reimagine a K-cup which is not only recyclable but supports coffee farmers and their families in a meaningful way. Kevin and host John Ray discussed Kevin’s background with Keurig Green Mountain, Cambio’s “triple bottom line” focus of profit, people, and planet, their various coffee blends, and much more. Business Leaders Radio is produced virtually from the Business RadioX® studios in Atlanta.

Cambio Roasters

Through extensive experience and research, Cambio Roasters knows that people love their Keurig® coffee makers, but there are still problems to address. Over 30 million K-Cups® end up in our landfills every day! Beyond that, coffee farmers struggle to have enough food to feed their families at least 6 months of each year. Cambio knew that with our dedication, experience, and big hearts, we could do something to help.

So, from their kitchen table in South Carolina and with their Keurig® coffee maker by their side, they envisioned a brand that was equal parts taste, recyclable, giving, and affordable! A brand that allowed them to give back to others, that shouts design, fun, and respect for the planet and its people. It’s tough to pick the priorities on that list, so they just went for it!

They package the best-tasting, small-batch roasted Arabican coffees from around the world and ship it in 100% recyclable coffee pods. They also respond to every inquiry right away, write hand-written notes to our customers, send them fun “surprises” at different times and offer free perks, just for giving Cambio a try. And, they donate 20% of our profits to Food 4 Farmers, who works with coffee farmers creating programs that help them feed their families during their “thin months.” They deliver affordable pods to your door, and make sure you receive a Welcome Package to say thanks! Who does all that?!

Company website | Facebook | Twitter | Instagram 

Kevin Hartley, Founder and CEO, Cambio Roasters

Kevin Hartley
Kevin Hartley, Founder and CEO, Cambio Roasters

Kevin Hartley is an accomplished C-suite executive with an impressive +25-year career that includes advancement to increasingly demanding leadership roles based on successful P&L management of several large, innovative businesses in a variety of industries. With a solid history of transforming organizations and implementing process improvements, he is as comfortable at driving revenues as he is in building top-performing leadership teams. His successes include founding and growing Green Mountain Energy, Innovation Partners, and Cambio Roasters in addition to driving Kuerig’s market cap from $100M to $14B as a member of the senior leadership team.

Most recently with Cambio Roasters, Kevin served as Founder and CEO for the country’s first 100% recyclable K-Cup brand focused on eliminating the annual waste of over 18B K-Cups. During this time, he led the organization through proof of concept and commercialization and launched the brand in all 50 states. Additionally, he championed a win-win product for consumers and farmers by returning 20% of all profits to coffee producers and their families while driving towards $100M in annual revenue.

Previously, Kevin served as a Chief Innovation Officer for Keurig Green Mountain. This role challenged him to aggressively scale Keurig’s footprint by developing and executing the innovation strategy to rapidly expand into new markets and utilize IoT technologies to drive sales. Accordingly, he built a world-class innovation team, positioned Keurig as the world’s premiere beverage systems company, and delivered $2B+ in top-line revenue by launching Keurig into new and adjacent markets. Also notable, he innovated the new single serve businesses model (Keurig Kold/Keurig Baby) and even earned a $2B+ investment from Coke. As a result, he helped sell Keurig for $14B, a market cap growth of 140X from when he joined the executive team.

Prior to this, Kevin founded Innovation Partners to help Fortune 500 brands such as 3M, Mobil, J&J, M&M Mars, GM, Bank of America, IHG, and others achieve phenomenal in-market results. By creating and executing strategies for marketing, product innovation, research, testing, pilots, and go-to-market launches, he delivered exceptional marketplace success for clients. As a result, he helped launch Heineken Light in North America, clarified BMW’s launch strategy for the MINI Cooper in a new market, and led the strategic research for Dunkin’ Donuts’ new evening food business.

Earlier in his career, Kevin founded, scaled, and successfully sold Green Mountain Energy, one of the nation’s most successful deregulated green-electricity brands, to British Petroleum (BP) for $100M in 1999. While leading this organization, he created and executed the deregulation strategy to drive the successful launch and spinoff of Green Mountain Energy as a separate, deregulated brand from Green Mountain Power. While serving in this role, he rapidly expanded the operational footprint by acquiring customers in deregulated markets such as CA, PA, MA, and TX. As a result, he earned the company a spot on the Inc. 500 list and recognition as nation’s most successful deregulated brand

Kevin launched his career upon obtaining his Bachelor of Science degree in Marketing from the University of Vermont. He went on to earn his Master of Business Administration degree in Finance, Strategy, and Marketing.

LinkedIn

Questions and Topics

  • Why are you attracted to triple bottom line companies, and what are they
  • Why did you start Cambio Roasters and what do you think is the opportunity
  • What makes Cambio Roasters different from all the other K-Cup brands
  • What do you most love about being a business leader
  • What are the top three tips you’d give to anyone looking to start and grow a business today
  • Tell us about the Keurig and Bob Stiller story

Business Leaders Radio is hosted by John Ray and produced virtually from the North Fulton studio of Business RadioX® in Alpharetta.  The show can be found on all the major podcast apps and a full archive can be found here.

Tagged With: Business Leaders Radio, Cambio Roasters, coffee, Dunkin Donuts, Green Mountain, K-Cup, keurig, Kevin Hartley

Plain and Simple. It’s Hard to Be in Business or a Business Owner

January 10, 2022 by John Ray

Inspiring Women PodCast with Betty Collins
Inspiring Women PodCast with Betty Collins
Plain and Simple. It's Hard to Be in Business or a Business Owner
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Plain and Simple. It’s Hard to Be in Business or a Business Owner (Inspiring Women, Episode 40)

On this episode of Inspiring Women, Betty Collins discusses issues which are making business ownership particularly challenging today, and some of her recommendations for avoiding fear and paralysis. Inspiring Women is presented by Brady Ware & Company.

Betty’s Show Notes

We’re in a new year again, and we just need it to be easier, right?

Many business owners have felt that they can’t move forward because they’re paralyzed. When you’re paralyzed, it means you can’t move. But if you’re a business owner or in business, you aren’t meant to be still, you aren’t meant to be not able to move. So you live in that fear.

But we can’t do that. We have to get to what’s driving the fear.

I’ve put it into a few categories in this episode. I’m sure that there are other things that you could add to it, but you really need to address these things.

This is THE podcast that advances women toward economic, social and political achievement. Hosted by Betty Collins, CPA, and Director at Brady Ware and Company. Betty also serves as the Committee Chair for Empowering Women, and Director of the Brady Ware Women Initiative. Each episode is presented by Brady Ware and Company, committed to empowering women to go their distance in the workplace and at home.

For more information, go to the Resources page at Brady Ware and Company.

Remember to follow this podcast on Apple Podcasts and Google Podcasts.  And forward our podcast along to other Inspiring Women in your life.

TRANSCRIPT

Betty Collins: [00:00:01] Has anyone ever inspired you to change your life that made you more fulfilled? Well, as a leader in your business and in your community, what are those questions that you ask yourself on a daily basis? It’s these questions that we explore on inspiring women. I am your host, Betty Collins, and I’m a certified public accountant, a business owner and a community leader who partners with others who want to achieve remarkable results for themselves and their organizations. I am here to help inspire you to a positive step forward for a better life. You know, plain and simple, it’s just hard to be in business or be a business owner in today’s environment. I mean, you know, 20, 20, let’s look back. That was a whole new world we had to totally deal with. And then twenty one was all about, we’re going to recover and we’re going to have normal. And now we’re in a new year again, and we just need it to be easier, right? Not easy, easier. And part of the reason I think that people get wrapped up in. How can this be easier, but they can’t move forward because they’re paralyzed? I mean, when you’re paralyzed, it means you can’t move. But if you’re a business owner or in business, you you are meant to be still you aren’t meant to be not able to move. So we live in that fear in general, but certainly has been as business owners in the marketplace.

Betty Collins: [00:01:33] We can’t do that. So we have to get to what’s driving the fear. I mean, what’s driving the fear? And I’ve kind of put it into a few categories, but I’m sure that there’s other things that you could add to it, but you really need to address those things. So as as you’re listening, I would be writing down what is driving the fear that’s paralyzing me. Well, I think overall leadership at our local, state and federal level, you know, in the country, I think in our companies, the politics of it all, there’s a lot of fear with that. The workforce is definitely something that is going to take some time after what we’ve been through to get back to the levels that we would like, so that’s a huge issue for people. And if you don’t have workforce, you can’t have the supply chain back. So that’s another thing that we’re a lot of fear about now. If you’re like me, I’m a professional services person. I don’t have a big problem with the supply chain. It doesn’t affect me much. But for a lot of people, it’s very real. I mean, we haven’t seen inflation like this in a long time. It makes people a little nervous, makes them a little afraid. And then I think, you know, for many people, the effects of that 20 20 year in that year, a lot of money in cash were thrown at business owners.

Betty Collins: [00:02:56] And that’s not the norm. We don’t get cash thrown at us because we had to kind of change our mindset in twenty one and now that we’re we’re heading into new years and a new time period. It’s now about us earning money again. It’s about our bottom lines. And because we don’t have a bunch of cash being thrown at us or that we can apply for or get for free. We’re back to that. Hey, we got to get a fair how to sell services and we got to figure out how to provide products so that we can actually earn money again. And I think one of the fears is people, you know, they’re tired. You hear that a lot. Well, OK, so how do we respond to fear? First, we got to do what I just did. You’ve got to identify them. I’m identifying the things that I see all the time with business owners. They just these are the things they talk about over and over, sometimes with fear that we retreat. We kind of suppress. We ignore it. We live in denial. I’m guilty of all those things. We get very sidetracked. Today is nothing. But all of a sudden you’re sidetracked over here and you’re consumed in this and a tweet came across and another notification and you can’t. And then subject matters at all gets you sidetracked. We focus on the negative when we when we’re in fear and remember again, when I said, we’re in fear, we’re paralyzed, we can’t move.

Betty Collins: [00:04:10] The other thing that we think about when we’re in these frame of minds is, Oh, no one else is experiencing what I’m experiencing, not true. And we’ll talk about that. And then we’re kind of holding our assets close. I mean, you’re holding them to you close. And what do you do when you hold something close? It’s not going to grow, it’s not going to go out there. It’s not going to make into something because you’re hovering, you’re holding it. So those are things that we do when we when we have fear. I always ask this question. So now what? Ok, you’ve talked about the fears you know of. I’ve written down some fears. We’ve talked about how we respond to them. So now what? What do I do? Well, if you’re this is a business session, this is about being a business owner. The marketplace is your answer. The marketplace working is your answer and you have a role to play in that as a business owner and a leader. That’s the key. So go back and start with your why and get it figured out. I mean, for me, I keep that focus. I keep that in my forefront. I had someone help me go through Simon Smith’s University of Why. And it came up with when, when the U.S. works, the world works, and I took it a step further and instead when employers, which means they have employees, are taken care of.

Betty Collins: [00:05:26] Those are people that are getting provisions and those are households that form our communities. So in times where I have to look and go, OK, I got to focus on what’s important. I pull out that why I have it in front of me, I go back to that. The other thing when I say now what? Well, control what you can and influence what you’re not controlling to get it to where you need it to be. And of course, you have to look at, you know what? Change is not an option. We all changed in twenty twenty. I hate the word pivot, but we used it a lot. But we had no choice and we really didn’t have those choices in twenty one. And as we go into new times, we’re still not having that choice. And then you have to deal with what keeps you up at night. That’s the hardest thing. If you want more sleep and not wake up at two o’clock, everyone has that conversation. You already know what it is, right? You wake up and you start thinking about it. I used to wake up and instead of just like being grateful that I’m up and going and had a good night’s sleep, I thought, Well, I’ve got to do this. I got to do that and I got to do this.

Betty Collins: [00:06:24] And what about this and what? What keeps you up at night? And I kind of, you know, the overall. So I’m going to go back to these, the overall leadership and politics, the environment that workforce, the supply chains, financial concerns, people are like, well, the stock market’s rocking, Oh, it went down five hundred. No stop. Stop that. We’re going to talk about what you do with that. And then, you know, we still are kind of talking about twenty twenty and twenty one, right? We’re still. But are we looking back or are we looking forward? What keeps you up at night? And I think exhaustion sometimes can keep you up at night because you just can’t wind down and you’re just beyond. Let’s talk about these things that keep you up at night. Things about business owners that are crazy the workforce. Eighty three percent of businesses are struggling with real workforce access. They just don’t have people coming back to work. They don’t have new, new folks. It’s just that way. Eighty three percent, this is not a problem for just hey, retail or restaurants. It’s bigger than than that. It was really tight prior to COVID. I don’t think most people knew that. So when we went through this time period of tremendous change, I think it’s going to take a time period to have it change. Back when I was coming across information about the workforce, this was one of the statistics I was very, very surprised in.

Betty Collins: [00:07:45] 50 percent of teenagers work today. That’s mind boggling to me. We all worked when I was growing up. My kids all work, so it’s not just my generation and now we’ve taken that workforce out of our system. So I don’t know if it’s parents. Put your kids back to work because we’re all focused on act scores and college prep and et cetera, sports and being in two or three sports. But that has contributed to our workforce. So we’ve got to figure out how to get some of that back. You know, people think the shortages, they come up with these things, it’s like, do you have any research or data on it? And there’s some myths about it. You know, people stay home, they get paid more. That was only for three percent of the country during 2020 and 21. Well, if you pay more, they’ll come to work. No. They’re making outrageous offers right now to folks. In fact, if you ask people who are unemployed or employed, what is the number one thing they really want to they want to have in their job? It’s flexibility because they’ve been used to it over this last couple of years. Another myth is that we just are showing a lack of interest or people, and they just that’s not true. There’s a shortage of people. There was pre COVID.

Betty Collins: [00:08:55] So what are the solutions? You know, what do we do to get that workforce back? Well, part of it is I think you’re going to see it happening. First of all, the state and federal unemployment has ended. And so and that’s probably not going to go back to those those levels again, where they’re giving additional money for people to so that they could make it through this time. Another thing is in this may sound harsh, but you can you can now evict people. There’s not a lot of those things going on where for a while you couldn’t evict people if they weren’t paying rent. Another factor is student loan deferment is now over. So that’s another factor, right? But on the other side of that’s the income side. The other is that households, a family of four, it’s about one hundred and seventy five to two hundred dollars more a month to live in cost between food and gas and basic needs. So at some point, you’re going to start seeing people come back to work. For that reason, though, the incomes are gone and the expenses are higher. So I think you’re going to start seeing that, but I still think it’s going to take some time. So you’re going to be up at night. When it comes to your workforce, you’re going to be thinking about that. It’s just harder to do business. So any option and any idea and anything thing take that you can have with your team is crucial during this moment.

Betty Collins: [00:10:13] So you can hire and get on track solutions, pay more sure increase hours. Make sure certainly that you are competitive giving people more hours, especially if they were a 30 hour week. Can you can you do thirty two to thirty five? That would help anything to make productivity better. So you’ve got to evaluate your products and your services and how you’re delivering them and how you’re doing it. Because when you do that kind of stuff. Bingo, you don’t need as many people. So those are that’s another solution. And then you’ve got to focus on five very basic things when it comes to your workforce training, training, training and training. Now that’s not all my five, but training must exist for your employees. They want that. And when they have that and training isn’t just here’s how you do your job. Here’s why we do this. Here’s why we do our salad this way because we want it to be a certain product for the client. That’s why we do this. It’s why we order this kind of food to make it, et cetera, et cetera. So training is not just about here’s how you do it. Here’s why we do it. The other thing you have to focus on is adaptability. Flexibility is the number one thing people are looking for in their jobs right now.

Betty Collins: [00:11:25] Are you hybrid? Can I be home? Can I come in sometimes? Am I going to be hoteling my office? I mean, what can I do? Can I work any time from Monday through Sunday just so I get my job done, et cetera? When you look at those things, the next thing is then how are you going to recruit if you’re going to give those options? Because that’s what people are looking for and you’re looking for people. So you’ve got to be looking at what they are looking at and partnering with educational facilities around you. You know, it was funny. I have a client who is a cleaning company, and the Baby Boomers, of course, are starting to really, really retire. Kind of they still are working part time, but they’re doing things like, I just want two days a week where I can get out and do something. And so this cleaning company all of a sudden has had some retirees. So I said, Well, great. Go to your local senior center, go to your local community areas where older people hang out because they might see a job posting. They don’t want to go online, they don’t want to try to register that way. Instead, they might see something that looks more personal and just call you. It’s a great way to get that. Workforce, because they’re out there and they’re this is a very driven generation. And then you’ve got to consider.

Betty Collins: [00:12:32] Should I get some contingent workers in place contracts and temporary things which take attorneys and insight? But so those are some of the things you can do when you’re focusing on the five basics to get that workforce back. But eighty three percent of are going through it and focus on not what we used to do, focus on what do we need to do and the five things that I just talked about. What else keeps you up at night? Why is it hard to do business and be a business owner, the supply chain? I will tell you that when we get the people back to work, we will have our stuff right. I have a person who is in promotional products and instead of selling what they normally sell, and if client calls and wants this, they direct them to something that they can get. Ok. She’s had. And she says taking the order now is just not taking the order. It’s really giving them all kinds of different options of what’s available. And so she’s had to really work at that. But the five supply chain drivers are production, inventory, location and transportation and information. So those are the things that you need to have some influence on. Maybe you become the supplier. I have somebody doing that in right now in construction because he can’t get wood to build decks. So he’s like, everyone can’t get wood to build decks.

Betty Collins: [00:13:42] So he started buying wood and building it up and guess who has the wood he does because he’s now the supplier? He fixed his own supply problem by continually ordering bulk and finding it where he could find it. It took some time to build up. It was not instant, but now he is the supplier selling things that are really, really good profit. You know, the thing that needs to happen in our supply chain is that complexity needs to be removed and regulation has to be worked on. Do not ever underestimate that if you are big and need supplies and you can’t get it and you know it’s bogged down in regulation, call your representatives and your senators and people that are influential. These are everyday people. Most of them don’t look at the news, look at who’s in your in your districts and start calling them and say, I really need help. My association, this or my lobbying group that or I’m a business owner and I need this. How can you help me? Do not underestimate the power of that phone call because you have to try to to get that complexity removed. Companies with being intentional will win, and it will have the advantage. So when this guy goes out and buys his own lumber and just keeps stockpiling it, he now has something that somebody needs. It’s the same thing in the services industry as well. So you have to look at the supply chain as what can I control about it or it’s just going to take longer or I’m going to not sell as much.

Betty Collins: [00:15:05] So I’m going to have to sell it for more. You have to look at how can you control it and it will come back, especially as the workforce comes back. People have made a ton of stuff that’s sitting on ships. Believe me, they want to sell it, believe me. The other things that keep people up at night really are financial concerns. And it’s funny. This was a funny one because people are like, I’m holding onto my cash. I’m not going to borrow any money. And oh my goodness, and look at this. And then I have people who are like, Look at the stock market, we are rocking it. I mean, so both people are living in worlds of sort of you’re only focused or your your tunnel vision. You have to look at more than one thing when it comes to the financial concerns because this is what holds businesses back from reinvestment. They’re like, I better not do it now because who knows what’s going to happen to my four one kay or my savings or my line of credit, et cetera. These are the things you pay attention to. The stock market’s the easiest one. First, I have a very good financial planner. Do not try to play that. If you you can really lose very badly in that.

Betty Collins: [00:16:02] But the stock market is is very holding. It is thirty six thousand. It is all those things. It could go to thirty four. It could go up five hundred one day and eight hundred. It’s not the only indicator out there that you should be making financial decisions on interest rates. Right now they’re holding and the feds are doing that intentionally. So you really have to look at that interest rate thing and go, are they going up? Which interest rates going up the kind where I earn money in the bank? No. Or the kind I’m paying on my credit card or my loans. And right now, they’re holding those things. So that’s a strong indicator. How long will they hold it? So that’s why you look at it, what’s going to happen in twenty three and watch those interest rates? So now you’re watching the stock market, you’re watching the interest rates, look at unemployment rates. And yes, we are coming back and people are going to go to work. And we saw that even the numbers continue to get better with people who are not filing unemployment claims across the country. That number is a really important number. We’re very used to that being low, but you need to to continue to watch that, obviously during COVID when it went to 18 and 20 percent. Of course, that’s crazy, but that’s not where we normally live and it came back very quickly.

Betty Collins: [00:17:08] Inflation rate, everyone is not used to this. I remember it in the seventies. I remember my brother buying a house and 15 percent interest was what it was. And the day he got that to be, six percent was like a huge deal. But interest rates play. So not only just interest, I’m sorry in. Violation rates, interest, inflation, unemployment stock market, you need to watch all those, and if it’s something that overwhelms you, then get somebody to help you with that, whether it is your account or your financial planner. Economists are out there. They can be hard to understand sometimes, but those are things to pay attention to when you’re making financial decisions. But living in fear or making quick judgments on one factor is going to paralyze you and we all know what paralyzed does. You can’t move the other two things in financial concern. I’m not going to spend a lot of time on today, but they’re not easy. Is the GDP, which is really just the market value of your final goods and services? Is that growing? If it’s not and it’s stagnant, then you have to look and go, Oh, it’s stagnant. But all the costs to do business is continuing to go up. Those are things you watch the last one, which everyone kind of understands, but you know, maybe you don’t talk about it all the time is the consumer price index.

Betty Collins: [00:18:25] You know, what do you pay for things now? Well, I just said earlier in this podcast, groceries, basic needs and gas on a family of four is up one hundred and seventy five dollars a month. So we are paying more. But our are the goods that we’re selling are there’s something you can sell it for more right? Or is it going to be stagnant? So when you’re talking financial concerns, don’t just look at one thing. So then what other keeps us up at night? Well, the uncertainty, just the uncertainty from day to day in your operations. So what? What does that mean? Well, I’m going to tell you to stay with the basics of business. There are three things you stick with. I don’t care if it’s good times, bad times, I don’t care if it’s 19 and we’re roaring and 20 we stop and twenty one we climb out of a hole and twenty two. We’re optimistic and twenty three, et cetera. It doesn’t really matter. These are basics of business that you must practice if you’re going to have success and life is going to be not as hard. When I when I talk about plain and simple, it’s just hard to be in business. Stay with the basics. Number one, align your leadership. If you do not have aligned leadership, everybody going in the same direction, everybody in agreement. At the after they’ve all disagreed, we’re going to agree to disagree, but I mean, they must be aligned.

Betty Collins: [00:19:37] There must be a an absolute strong unity. Stick to strategy. That’s the second one. You do not want to have shoot from the hip. Let’s pivot. Now, let’s make a rash decision. No stick to strategy. Strategy means you’re thinking about it. You have a plan. It means you have purpose. You’re pulling all together. Your strategy needs to be relevant as well in the market time that you’re in. So don’t look at the what we call Sally in accounting, which is same as last year. But you have to stick to strategy and then you have to strengthen your sales and your operations together. You can have all kinds of sales goals if you don’t have supply chain and supplies and product to sell or you don’t have people to service, it doesn’t matter that you put all your focus and strategy on. We’re going to grow 30 percent or, hey, we’re going to just not hire anybody because we can’t hire anyone. And so we’re just going to be flat. And but the sales department is still going to grow. No, when you’re dealing in bigger contracts are bigger things you have to get with the operations, day to day folks and the people who are selling the product. So before you take a contract or before you decide to sell something or whatever it is, do you have the supplies and do you have the people? So those have to go hand in hand? It doesn’t matter that you want to grow 20 percent if you don’t have the people in the service to do, it doesn’t matter.

Betty Collins: [00:21:02] I mean, we have Bob Evans in our area right now who a lot of times can’t open for dinner because they have a host and a cook so they can talk all they want. That restaurant sales needs to be this today. Well, if you’re only open eight hours and their model and plan is to be open 15, you’re not going to meet those sales goals because you don’t have this. What some restaurants have just done has become very good at carryout because you can do that with a skeleton crew, so you still have to come with those options because everything in that store, strategy wise and and when you’re pulling your sales and operations together are counting on that. So you have to do those basics of business when you feel uncertain, stick to basics, align your leadership, stick to strategy and strengthen sales and operations together. You know, you’re up at night, and I made the comment that you probably have a night because you’re so exhausted. Have you ever had those nights where you can’t sleep because you’re just exhausted? I’ve had that right. So how do we quit being as exhausted as we continue to go forward? Well, here are things that I have personally done, and quite frankly, they work.

Betty Collins: [00:22:02] It’s been great for me. I have very little social media. You know why? Because it just takes from me more than it gives. Shut it down. Shut it down. Stop. I’ve actually gotten into crossword puzzles and reading a lot more. I still, though, must be informed you can’t just hide from the world what you’re living in. So research your outlets and make sure that their outlets that are making decisions on truth or giving you truthful information so you can make the decisions. You will not be as exhausted when you can be very cut and dry. Now, one of the things I like is the Epic Times. It’s a conservative newspaper, but I can go in there and it gives me my headlines of the day. It’s not sexy, it’s not jazzy. Because you know what? It’s just news. It’s not opinions. It’s not. Here’s an editorial. It’s just this happened today, OK? At least I know kind of what happened. If I want to click on it, I can. Part of not being exhausted, part of getting some good sleep at night is you have to plan restoration. I know for myself when I know my week is going to be a certain way, I do this now. I look at Sunday or I look at Saturday or Thursday afternoon. I find a time where since I knew Tuesday and Wednesday, we’re going to be absolutely mind boggling.

Betty Collins: [00:23:15] I’m going to be home at Thursday working or I’m going to come. I’m going to take off a little earlier. I’m going to make sure Thursday night isn’t filled with an activity because I need to have a little bit of quiet, maybe with a nice firepit night. It doesn’t matter that it’s Thursday night. I need that restoration to get through Friday and the weekend or whatever it is. When I know that I’m going to hit some certain deadlines right after that, I always make sure there’s a day spa. Something right doesn’t have to be a whole day. It doesn’t have to be crazy. But I have planned restoration when I know my children are coming and they’re bringing their beautiful babies. I know in 30 hours of that, I’m going to be exhausted so nothing can be planned for the next 24 hours because I’ve got I’m going to need to totally overhaul my house because I wanted a certain way, and I know that I’m going to have to plan to rest so that I can enjoy them. But then I’m OK. Planned restoration elimination of negative people just continued to get those purge those people out of your life. You won’t be nearly as exhausted and then you have to look at that balance of health, their spiritual, physical and emotional. They all work together. This was one who changed a lot for me in 2021, the year of twenty twenty one when I came in after a year pandemic, of course, I said I got to do something different and I found a book about rhythm and balance.

Betty Collins: [00:24:33] And in this book, it talks about, here’s the stuff that takes from you, and here’s the stuff that that gives to you. And here’s how much you need. In each balanced quarter, there were four areas, but one of the things that I really learned from that book was the first, and the last hour of the day is really crucial. How I spend my first hour of the day, I how do I want to spend that? I want to get up a little slower and I want to enjoy my house a little bit more and have coffee. I want to pack a healthy lunch. There’s just this vision I had for that first hour of the day. At the end of the day, I don’t want to wind down with TV because it distracts me. I don’t want to wind down with social media because it would distract me. Instead, I wanted to read something positive. I wanted to have some time of gratitude. I chose how I ended my day, which means when I ended that way, I sleep better. And when I start my day, I have a better day. So control the first and last hour of your day. You’ll be amazed in that. You’ve got to figure out what you want that to be.

Betty Collins: [00:25:34] So that’s that’s just as much, you know, you’re created on purpose for a purpose. I’ve never been a big fan of a of a life statement, but I am a big fan of my why and when I’m talking to you, the business owner and people who are in business, when you get discouraged with it, I make sure I focus on my why and what is that? Well, my why is when the U.S. works, the world works. But I took it a step further and I like the when employers have employees, those folks get their provision from that, from that business owner. Those are those are households, right? And those households form our communities. And what I can focus on that is my purpose. That is why I was created to help in this segment called accounting. I can clear the air a little bit. I can go, OK. You can do this. And what I would tell you is what I continue to do, so I’m not so exhausted is I’m bringing back the things that I miss in my life, especially from pre pre-COVID. Those are important things. You know, socialization is huge for me, things that I just really wanted to get together with more. I just started doing that. I have a friend who said, I just want to go to dinner and not talk about COVID 19 in politics and stuff.

Betty Collins: [00:26:48] I just wonder, know how your kids are. I just want to have some fun. I just want some light enjoyment. That was that’s what she’s missing. So she’s making sure she’s doing that and those things will energize you. They will give back to you, and the exhaustion will continue to to be less. So those are the things I want to talk about in the plain and simple, it’s just hard to be in business. It’s just hard to be a business owner. So get hold of those things that are keeping you up at night. Deal with the things. Call this thing called fear, so you’re not paralyzed. Get some help to get through these things. Maybe if they’re too much for you, economic wise, or you feel like you’ve got to be an economist to understand those things that I talked about. You’ll see a difference. I have seen that difference. So I’m just grateful that you joined me today, and I hope this podcast was inspiring for you. Inspired women has been presented by Brady Ware & Company as your career advancements continue, your financial opportunities will continue to grow. Be prepared. Visit Brady Ware to find out more about the accounting services. They can assist you to that next level. All this, plus more about the podcast, can be found in the show notes for this episode. Thank you so much for tuning in. Feel free to share the show or give us a review. Remember, inspiration is powerful. Whose life will you be changing?

Tagged With: Betty Collins, Brady Ware, business, business owner, fear, Inspiring Women

Keys to a Smooth Practice Transition, with Danielle McBride, Oberman Law Firm

January 7, 2022 by John Ray

Oberman Law Firm
Dental Law Radio
Keys to a Smooth Practice Transition, with Danielle McBride, Oberman Law Firm
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

Oberman Law Firm

Keys to a Smooth Practice Transition, with Danielle McBride, Oberman Law Firm (Dental Law Radio, Episode 30)

Danielle McBride, Partner at Oberman Law Firm, talks with host Stuart Oberman about the elements needed for a successful and smooth sale of a dental practice. Danielle discusses ingredients like having the best advisors in the dental industry, detailed financials, quality of earnings, and much more. Dental Law Radio is underwritten and presented by Oberman Law Firm and produced by the North Fulton studio of Business RadioX®.

 

Danielle McBride, Partner, Oberman Law Firm

Danielle McBride
Danielle McBride, Partner, Oberman Law Firm

Danielle McBride has been practicing law for over 21 years, and her primary focus is representing healthcare clients on a local, regional, and national basis. Ms. McBride regularly consults with clients regarding simple to complex healthcare transitions, including mergers and acquisitions, employment law, governmental compliance, tax strategies, practice valuations, DSO formation and structures, employee compensation, associate and partnership contracts, joint ventures, and partnership buy-in/buy-outs.

In addition, Ms. McBride brings a wealth of knowledge and experience preparing practice valuations for clients, as well as formulating simple to complex tax strategies, and entity formations.

Ms. McBride holds a Bachelor of Arts in Sociology/Criminology from The Ohio State University, a Juris Doctor (J.D.) from Ohio Northern University Pettit College of Law, and a Master of Laws (LL.M.) in Taxation from Case Western Reserve University.

LinkedIn

TRANSCRIPT

Intro: [00:00:02] Broadcasting from the Business RadioX Studios in Atlanta, it’s time for Dental Law Radio. Dental Law Radio is brought to you by Oberman Law Firm, a leading dental-centric law firm serving dental clients on a local, regional, and national basis. Now, here’s your host, Stuart Oberman.

Stuart Oberman: [00:00:26] Welcome everyone to Dental Law Radio. We have a very, very special guest today, Danielle McBride, Partner in Oberman Law Firm. And a little background on Danielle – she’s very busy right now – Danielle has been practicing for 21 years and her primary focus is health care transactions, mergers, acquisitions on a local, regional, and national basis. Big, big in M&A transactions, employment law compliance, tax strategies – as you heard on a previous podcast. And we’re going to have some subsequent podcasts that Danielle is going to join us on – practice valuations, DSO formation. Lord, everything is DSO. Everything is scaling nowadays.

Stuart Oberman: [00:01:13] A little education background on Danielle, she graduated from Ohio Northern University with her law degree. And she has a Masters in Taxation from Case Western University. And we are absolutely delighted to have you in the studio, as we say, Danielle. And I know today you’re going to talk about keys to ensure a smooth practice transition, and you could maybe elaborate on this. It is an amazing market. It is a hot market like I’ve never seen in my years of practicing. Valuations are out the roof. Private equity is throwing money at transactions.

Stuart Oberman: [00:01:58] But there’s a lot of misconceptions about what it takes to have a smooth transition, and I really want to drill down on your expertise. You’ve been doing this for over 21 years, and I want to hear what you have to say and your thoughts all the way from due diligence to leveraging advisors. So, give me your thoughts on some matters regarding what it takes to have a smooth transition, as we say.

Danielle McBride: [00:02:29] Well, thanks, Stuart, for having me on the podcast. And, yeah, this is Keys to a Smooth Practice Transition. I kind of call this my ABCs. A is for advisors. One of the best things that you can do for yourself is to surround yourself with the best advisors you can. And they should be specialized, you know, professionals in this area, in the dental industry.

Danielle McBride: [00:02:57] Leverage your advisors that have the experience in these transactions. I mean, there are dental specific lawyers like us. There are dental accountants. There are dental finance lenders. There are dental brokers. All of these people, all of these advisors have a ton of experience. This may be your one and only transaction, buying a practice or selling a practice or merging going in with a DSO. We’ve done hundreds, if not thousands, of these transactions, these advisors have.

Danielle McBride: [00:03:29] So, you know, it’s important to get those specialized professionals to work with you. And they’re out there. And if you have at least one of those advisors, they can help you find others. If you’re in need of a dental specific lender, if you’re a buyer of a practice, if you’re in need of a dental specific accountant, there are lots of other financial business and consultants that have specialized knowledge in the dental field. And that’s my A, you know, my ABCs.

Danielle McBride: [00:04:04] The second is your business. You’ve got to know your business. And it’s important whether you’re looking to sell to a third party or to a DSO in these transactions. Knowing your business, knowing the numbers, having the data that’s going to be requested through all of the due diligence is going to be one of the most important things that you do in these transactions.

Stuart Oberman: [00:04:25] I got a question for you. I got a question for you. You do valuations. We hear –

Danielle McBride: [00:04:30] Yes. I do practice valuations. And so, one of the keys in those valuations is profitability in the practice transition.

Stuart Oberman: [00:04:37] We hear this all the time, “Know your numbers,” what does that mean? When someone says, “Well, I got to know my numbers.”

Danielle McBride: [00:04:47] Know your numbers.

Stuart Oberman: [00:04:48] What does that mean? I mean, our guys, it doesn’t seem like they understand that a lot of times.

Danielle McBride: [00:04:55] Yeah. So, knowing your numbers means a couple of different things. One is being able to get the data on new patients, and insurance plans, and how much of your practice is PPO plans versus fee for service. Those kind of numbers are important. But the key numbers are profitability.

Danielle McBride: [00:05:17] Or sometimes in these DSO transactions you hear being thrown around EBITDA, E-B-I-T-D-A, Earnings Before Income Taxes, Depreciation, and Amortization. It’s essentially, not just the net income, it’s profitability, it’s the cash flow in the practice. You got to look beyond W-2 compensation or net profit. It’s that plus add back. Discretionary expenses, I like to call them. The perks that the doctor runs through the practice.

Danielle McBride: [00:05:49] It can also be things like family on the payroll, if they’re being paid more or less than what would be fair salary for someone doing the work that they’re doing in the practice. It can also be rent. You know, looking at fair rent and whether you’re paying yourself above or below what fair market rent is on a piece of property or your office building that you also own along with the practice.

Stuart Oberman: [00:06:13] Is your specific profit margin? You hear like, “Well, you should be netting out 20 percent profit or 40 percent profit.” Is there a magic number that’s sort of advisable for those things?

Danielle McBride: [00:06:26] Well, it varies based on the specific type of practice. So, your general dental practice might be running an overhead of 60, 61 percent, 40 percent profitability. And that 40 percent of profitability is your W-2 income, your profit, your discretionary add backs, adjustments for paying yourself high rent on your building, non-recurring expenses, if you hired a consultant to come in one year, those sort of things. It’s going to vary if you’re an oral surgeon or if you’re an orthodontist or a pediatric dentist. There are different percentages for those different specialties.

Stuart Oberman: [00:07:11] Huh? Now, I know we do a lot of DSO transactions as a firm, so if they’re getting ready to sell their practice, how should they prepare due diligence? Should they say, “Hey, Danielle. I’m ready to sell my practice. I know there’s a lot of due diligence on the DSO side. Can you send me a due diligence checklist so I can start preparing for this?” How do they prepare for due diligence, which will wear them out a lot of times?

Danielle McBride: [00:07:42] Yeah. It’s going to wear them out and you’re going to get asked for stuff over and over again.

Stuart Oberman: [00:07:46] The same stuff.

Danielle McBride: [00:07:46] You’re going to send them all of your quarter one, quarter two, quarter three, quarter four financial statements and tax returns. And every insurance provider you take in the practice. Some of the banks even ask for monthly profit and loss statements for the year, especially after COVID.

Danielle McBride: [00:08:13] COVID kind of changed things from a financial perspective. From the lender’s perspective, it used to be that you could get away with sending them the years worth of financial statements and tax returns. And then, we had COVID and then they wanted to see month by month. So, we wanted to see every month of 2019, and every month of 2020, and every month of 2021 so far.

Danielle McBride: [00:08:36] So, having the ability to get at least quarterly financial statements is an important part of the due diligence. And then, they’re just going to ask you for every business insurance, every business license, every license for every staff member and doctor in the office. They’re going to ask for balance sheets.

Danielle McBride: [00:08:56] And if there are liens on the practice, which is often one thing that people forget. So, if you had an SBA loan, for instance – a lot of people had this. I just had this with a transaction – SBA EIDL Loans, you can pay those off. My client actually got an email from the SBA saying, “This is your authorization to file a UCC termination on the lien that we have on your practice.” And we needed to get that termination statement filed to clear it for the lender so that the buyer’s lender would actually fund the transaction. So, there are things like that.

Stuart Oberman: [00:09:36] Do you see a lot of PPP problems right now? Loans are not being authorized to pay back and items are being withheld on the transaction?

Danielle McBride: [00:09:48] I did earlier in the year. So many of the PPP loans have finally gotten forgiven. That that problem has started to get a little bit easier to deal with. Usually, it’s some document references on the PPP loans and that it’s been forgiven and some sort of proof to the lenders or the buyer that it’s actually been forgiven.

Danielle McBride: [00:10:12] But I did have to do a lot of escrows. And back in 2021, I first started doing transactions again after COVID opened back up and the lenders started lending again. I was having to escrow funds for PPP because the guidance came out from the IRS saying that you had to escrow the amount of the PPP loan with the bank. And the banks were like, “We don’t know how to do this.” So, you know, I was actually escrowing funds into attorney escrow accounts and holding it because the bank wasn’t prepared to do it.

Stuart Oberman: [00:10:44] Wow. So, do you recommend from an expedient standpoint smooth transaction that we have sort of a due diligence checklist, whether it’s us or whomever, provide that due diligence checklist information to whoever the adviser is and then put that information – we’ll call it a data room? And then, this way the seller or the buyer can get in there and start plucking that information. Is that something that you thought?

Danielle McBride: [00:11:16] A lot of times, if you’re working with these bigger DSOs, they will do exactly that. They’ll have some sort of service where you’re uploading your documents and they will have a checklist that they have to go through. Because a lot of the private equity lenders, they’ve got checklists and they want to see each and every one of those items checked off before they will give the green light to fund the transaction.

Stuart Oberman: [00:11:36] Now, some of these bigger deals, we hear the term quality of earnings. Quality of earnings, what does that mean? Because a lot of the buyers on the corporate side will spend a lot of money on quality of earnings. Our doctors, I don’t think, really understand what that means and how that affects their practice.

Danielle McBride: [00:11:58] Well, I think the quality of earnings is really going back to the profitability in the EBITDA of the practice and the better the cash flow is. It’s sort of like when you hear the old adage, “Okay. Well, what is my practice worth as a percentage of collections?” And everybody says, “Oh, it should be 75 percent of collections or 65 percent of collections.” Well, that’s great.

Danielle McBride: [00:12:19] But if you have two $1 million practices and one has a 65 percent overhead and the other one has a 50 percent overhead, they’re both not worth 65 percent of gross revenues. One has a better quality of earnings. One has a better cash flow. One has higher profitability. And the practice is going to support that buyer and provide a higher profit ratio for that buyer, that DSO, that corporate purchaser.

Danielle McBride: [00:12:53] And especially for a private party, too, I mean, that’s what you want to look for, a practice that has a better cash flow, higher profitability. And you can clearly see that in the tax returns. That’s another thing, too, that a lot of sellers have to think about this. A lot of them have been aggressive with their deductions, but they’ve also maybe been a little lax about putting the documentation together and being clear on that. And so, sometimes when you get a practice like that where they’re just running a ton of things through the practice, you got to sometimes do a little bit clean up because the buyer is going to ask those questions and they’re going to want to see, “Well, where is the cash flow?”

Stuart Oberman: [00:13:30] That never happens. You mean doctors are running their personal stuff through the practices? Are you kidding me?

Danielle McBride: [00:13:34] That never happens, right?

Stuart Oberman: [00:13:39] Are you saying the house payment, and the kids, and the trip – wow. Well, they call this add backs. Is that what they call those?

Danielle McBride: [00:13:51] Add backs. I like to refer to them as discretionary expenses.

Stuart Oberman: [00:13:55] Or having their six year old child, son or daughter, make $10,000 a year –

Danielle McBride: [00:14:02] Yeah. They model for the website. They got to pay them something.

Stuart Oberman: [00:14:05] Or the flyer for the office. Wow. That’s a lot of stuff. And this could be a conversation for hours and hours and hours. Well, I think that if our doctors take this information, figure out when they’re going to sell, how they’re going to sell, who their advisors are, what do they need to do to get prepared, I think this is great advice. How do they reach you if they have any questions on the sale, the due diligence?

Danielle McBride: [00:14:38] They can reach out to Oberman Law Firm at 770-886-2400. My email is danielle@obermanlaw.com. And you can go on our website, too, obermanlaw.com for information. There’s some blog posts and lots of information about the practice on there. And, yeah, reach out. Give us a call. We’ll help you. The other key to a smooth transition is not waiting until the last minute to plan for it.

Stuart Oberman: [00:15:11] Well, that never happens either, huh? Well, I know you’re a regular contributor to the firm’s newsletter, Advisor Insights. Great information coming in there. And I know in a previous podcasts, you had a great, great information on tax. I know you got some other podcasts that you’ll be on the air for. Amazing. Danielle, thank you. Thank you so much.

Stuart Oberman: [00:15:36] Ladies and gentlemen, thanks for joining us on Dental Law Radio. If you have any questions, please feel free to give us a call, 770-886-2400. And email me directly, stuart@obermanlaw.com.

Stuart Oberman: [00:15:49] Guys, ladies and gentlemen, thank you very, very much. Danielle, thank you again. Amazing job as always. We rely on you a lot on the acquisition, and tax side, and general guidance on compliance. So, thanks everyone and have a great day.

 

 

About Dental Law Radio

Hosted by Stuart Oberman, a nationally recognized authority in dental law, Dental Law Radio covers legal, business, and other operating issues and topics of vital concern to dentists and dental practice owners. The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

Stuart Oberman, Oberman Law Firm

Stuart Oberman
Stuart Oberman, host of “Dental Law Radio”

Stuart Oberman is the founder and President of Oberman Law Firm. Mr. Oberman graduated from Urbana University and received his law degree from John Marshall Law School. Mr. Oberman has been practicing law for over 25 years, and before going into private practice, Mr. Oberman was in-house counsel for a Fortune 500 Company. Mr. Oberman is widely regarded as the go-to attorney in the area of Dental Law, which includes DSO formation, corporate business structures, mergers and acquisitions, regulatory compliance, advertising regulations, HIPAA, Compliance, and employment law regulations that affect dental practices.

In addition, Mr. Oberman’s expertise in the health care industry includes advising clients in the complex regulatory landscape as it relates to telehealth and telemedicine, including compliance of corporate structures, third-party reimbursement, contract negotiations, technology, health care fraud and abuse law (Anti-Kickback Statute and the State Law), professional liability risk management, federal and state regulations.

As the long-term care industry evolves, Mr. Oberman has the knowledge and experience to guide clients in the long-term care sector with respect to corporate and regulatory matters, assisted living facilities, continuing care retirement communities (CCRCs). In addition, Mr. Oberman’s practice also focuses on health care facility acquisitions and other changes of ownership, as well as related licensure and Medicare/Medicaid certification matters, CCRC registrations, long-term care/skilled nursing facility management, operating agreements, assisted living licensure matters, and health care joint ventures.

In addition to his expertise in the health care industry, Mr. Oberman has a nationwide practice that focuses on all facets of contractual disputes, including corporate governance, fiduciary duty, trade secrets, unfair competition, covenants not to compete, trademark and copyright infringement, fraud, and deceptive trade practices, and other business-related matters. Mr. Oberman also represents clients throughout the United States in a wide range of practice areas, including mergers & acquisitions, partnership agreements, commercial real estate, entity formation, employment law, commercial leasing, intellectual property, and HIPAA/OSHA compliance.

Mr. Oberman is a national lecturer and has published articles in the U.S. and Canada.

LinkedIn

Oberman Law Firm

Oberman Law Firm has a long history of civic service, noted national, regional, and local clients, and stands among the Southeast’s eminent and fast-growing full-service law firms. Oberman Law Firm’s areas of practice include Business Planning, Commercial & Technology Transactions, Corporate, Employment & Labor, Estate Planning, Health Care, Intellectual Property, Litigation, Privacy & Data Security, and Real Estate.

By meeting their client’s goals and becoming a trusted partner and advocate for our clients, their attorneys are recognized as legal go-getters who provide value-added service. Their attorneys understand that in a rapidly changing legal market, clients have new expectations, constantly evolving choices, and operate in an environment of heightened reputational and commercial risk.

Oberman Law Firm’s strength is its ability to solve complex legal problems by collaborating across borders and practice areas.

Connect with Oberman Law Firm:

Company website | LinkedIn | Twitter

Tagged With: Danielle McBride, Dental Practice, dental practice management, dental practices, DSO, due diligence, Oberman Law Firm, selling a dental practice, Stuart Oberman

  • « Previous Page
  • 1
  • …
  • 158
  • 159
  • 160
  • 161
  • 162
  • …
  • 277
  • Next Page »

Business RadioX ® Network


 

Our Most Recent Episode

CONNECT WITH US

  • Email
  • Facebook
  • LinkedIn
  • Twitter
  • YouTube

Our Mission

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

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

Sponsor a Show

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

Partner With Us

Discover More Here

Terms and Conditions
Privacy Policy

Connect with us

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

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

© 2026 Business RadioX ® · Rainmaker Platform

BRXStudioCoversLA

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

BRXStudioCoversDENVER

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

BRXStudioCoversPENSACOLA

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

BRXStudioCoversBIRMINGHAM

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

BRXStudioCoversTALLAHASSEE

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

BRXStudioCoversRALEIGH

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

BRXStudioCoversRICHMONDNoWhite

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

BRXStudioCoversNASHVILLENoWhite

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

BRXStudioCoversDETROIT

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

BRXStudioCoversSTLOUIS

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

BRXStudioCoversCOLUMBUS-small

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

Coachthecoach-08-08

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

BRXStudioCoversBAYAREA

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

BRXStudioCoversCHICAGO

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

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