3rd Quarter 2009
Success – a Word and More By Hugh F. Gouldthorpe, Jr., Senior VP, Quality & Communications, Owens & Minor and Retail Marketing Expo Keynote Speaker
Have you ever from an operational standpoint but in one’s communicative skills.” Deals are wondered why the way we lead our teammates. not completed, sales are not finalized, some organizations The “U” errors occur and things fall apart excel while others The ‘U’ is all about understanding what because of a lack of communication. struggle? Why some reach new heights needs to be done. Understanding what People are persuaded by reason, but and others maintain the status quo? the customers want and how to best take moved by emotion. And why some just totally don’t get it!? care of their wants and needs. It’s also The “Second” C The answers to these questions are not about making sure that your teammates Can-Do! So much of success in life is complicated as there is no magic to are in sync and understand their role in all about believing in one’s self and the attaining success and standing product you’re selling. One’s head and shoulders above attitude will determine their the crowd. altitude and how successful As I speak around the they are in life. The only country I’m often asked the limitations any of us have meaning of success. My are those that we place SUCCESS upon ourselves. reply is always the same. It’s in the word SUCCESS. The “E” It’s not good enough in today’s The “S” your overall vision. The ‘S’ in the word SUCCESS is seeking world to meet expectations. Great the new and never being satisfied with The “C” companies have as their goal to always the status quo. If you live with what Communication is the glue that holds exceed one’s expectations. We call that you’re successful with today, you will die organizations together. The great old the WOW effect at Owens&Minor (where with it tomorrow. One of the keys to our sales motivator Earl Nightingale once we Work Owens&Minor Wonders). success at Owens&Minor is that we are said, “The effectiveness of one’s life Wowing is taking your game to a new always reinventing ourselves. Not only is determined by the effectiveness of Continued on page 8 Think. Shop. Buy. LOCAL By Russ De Vries, Market Manager, Main Line Broadcasting
We have all been us has to compete more effectively for TM feeling the effects the consumer dollars that are available. of a tight economy. The Retail Merchants Association’s On top of that there initiative – “Think. Shop. Buy. LOCAL” is more and more is an ideal platform for creating a strong competition from the Richmond economy based on locally internet and the national chains. owned and operated businesses. This To make sales and increase market program encourages consumers to share in this business climate, each of Continued on page 8 Contents
From Your President 4 In Brief 5 Retailer’s Tool Chest
Dear Member, 6 RMA Country 7 Retail Authority Q&A Retail Merchants Association seems to measure TIME in what it is able 9 Expo Seminars to do for its members. 10 Expo Specials Recent Past to RMA means dozens & dozens of hot dogs & franks sizzling on the grill on a sizzling afternoon, surrounded by a couple hundred of 12 Expo Sponsors our closest RMA friends & members. The June 18 Backyard Cookout 13 Member Profiles was great fun, and we hear that you would like to do something like this again. 14 Welcome New Members Recent Past also means hosting a dozen banks plus the Small Business 15 Tips for Small Business Administration, and informing nearly one hundred businesses with 16 New RMA Members information on loans. We’ve been providing information to many who couldn’t come that morning. Judging by the response, it was another 17 Upcoming Events huge success. 18 Seen@RMA Present translates to information in this particular newsletter. If you haven’t heard about it yet, you will be hearing very soon about RMA’s promotion to “Think. Shop. Buy. Local.” Our website will soon be up & Published by: running with information that you and your customers can use to help support our local economy. This is an initiative for Members Only – and in addition to media opportunities for you, this is going to make news! Present is also our upcoming Retail Marketing Expo, with some intriguing previews of show specials and events in this issue. Be sure to Retail Merchants Association attend – and join us in thanking our sponsors and exhibitors. And make 5101 Monument Avenue sure you take advantage of the networking opportunities and some of Richmond, VA 23230 the ‘deals’ you’ll find on August 4 at the Expo in the Greater Richmond (804) 662-5500 Convention Center. Toll free (866)750-2532 Near Future holds opportunities for each of us. We’ll get early signals www.RetailMerchants.com on what the holidays hold in store at our Economic Forecast Breakfast in www.RetailMerchants.com/local October. And we’ll have a chance to acknowledge our region’s heroic www.Facebook.com/retailmerchants first responders at the annual Valor Awards in November. We welcome For information, contact your support and participation at each of these signature events. [email protected] I welcome your questions and suggestions at any time. However you measure your TIME, please know that we are grateful you spend some Mailing Courtesy of: of it with us.
Until later,
Produced by:
TM
Nancy Thomas, President/CEO
ADVERTISE IN RETAIL PARTNERS QUARTERLY NEWSLETTER For advertising information or to publish any news about your business: Contact Pat Vitsky 804-662-5500, toll-free 866-750-2532 [email protected]
2 | www.RetailMerchants.com | 3rd Quarter 2009 Member Service RMA Membership: Use it or Lose it! Are you USING your association? Sponsorships: Attach your company’s name or brand to You joined RMA. Great! You’re reading your newsletter. Good! one of RMA’s outstanding and well-publicized events. But are you taking advantage of your association as a source • Meet the right people. of information on a tremendous variety of topics? Are you RMA’s networking events are among the best in the area. using the unique relationships available to you? If you haven’t attended, you truly don’t know what (and Use Retail Merchants Association for: WHO) you are missing. You might even learn something. • Referrals for ALL your business needs. RMA is the hub Retail Authority Mentoring, for members only, is THE of a multi-spoked wheel of information & contacts. Call monthly roundtable to find answers to your business us or check the website. questions from other member experts, at no cost. • Spread the word about your business. Make sure the Retail Marketing Expo is on your Website: Your member-to-member offers listed at no calendar! cost • Save money on key services. Email blasts:Your business news/events or personnel Our endorsed vendor relationships provide superb announcements included at no cost service at the right price. (See pg 20) Quarterly newsletter: Your business news or personnel RMA’s Merchant Services’ insurance division offers announcements included at no cost competitive pricing and added value, in addition to Retail Merchants Association FaceBook Fan Page: personal service you won’t find elsewhere. Sign up, comment, start or participate in a discussion, at RMA is negotiating a variety of advertising promotions/ no cost pages/events so members can stretch their marketing Website & newsletter: Advertising discounts & specials dollars. for members If you don’t use your association, you’ll lose your RMA business Free web presence: Have you completed the edge. information on your Richmond.com site? No cost to To find out more about any of these services, just give us a RMA members. call. 804-662-5500.
3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 3 In Brief RMA Member Profiles in that recognizes the best work done Squad, visit www.LakesideRescue.org. Landmarks by the area’s advertising agencies. Crime Stoppers/Crime Landmarks Marketing has developed Saunders, president of the Madison + Solvers 25TH Anniversary ‘The Prestige Partnership’ included in Main agency in downtown Richmond, Celebration The Landmarks of Greater Richmond has organized happy hours for the ad October 15 Publication. This is an exclusive community and put together a new Metro Richmond Crime Stoppers opportunity for all RMA members. media seminar last month. Madison and CC/CH Crime Solvers invite you Landmarks will feature a two-page + Main specializes in incorporating to participate in their Anniversary profile of leading professionals, new media and social-marketing Celebration at the Omni Hotel in businesses and other success technologies, such as Facebook and Richmond, recognizing 25 years stories that have relevance to our Twitter, into advertising. The agency of service to our communities. If audience. RMA members have the also does traditional advertising. you are interested in additional unique distinction in presenting their John Ravenal Elected information and the availability of information to thousands of potential President of Association of sponsorships, please contact Wayne customers. These customers will be Art Museum Curators Nystrom, (804) 270-5300, or email encouraged to shop and buy locally. The Association of Art Museum [email protected] www. Retail Merchants plans to distribute one Curators today announced the election crimestoppersrichmondvirginia.com book to every member and sponsors of John Ravenal of the Virginia Museum Virginia Film and will receive additional copies to give of Fine Arts as its fourth president. “I’m Tourism Leader their clients and prospective clients. honored to take on the leadership of Wins Advocacy The Landmarks of Greater Richmond the foremost professional organization Award publication tells the story of the for art museum curators in the United The Virginia Convention Richmond region. This beautiful book States,” says Ravenal. “I look forward and Visitors Bureau is placed in over 8,000 hotel rooms in to working with the AAMC board to awarded the first-ever Richmond. Reaching over 2 million continue promoting and supporting Virgo Award for Tourism Advocacy visitors traveling to the region each the role of curators. Our profession to Rita McClenny, Vice President of year, it becomes a great resource for is now more important than ever as Operations and Virginia Film Office. all visitors, whether here for a business we maintain the artistic vision of the McClenny, a leader in Virginia’s film meeting or making the region their museums we serve and engage ever and tourism industries, was honored for home. There are a limited number of broadening audiences.” significant contributions to generating feature profile pages available. Call VMFA’S Barbara Lenhardt support for the tourism industry. Debbie Knotts, Landmarks Marketing Selected President of Mid- www.vatc.org 804-678-8950. Atlantic Museum Store Businesses Who Take ARRA’s VMFA Sets May 1, 2010, as Group Energy-Saving Steps This Year Grand Opening For James The manager of the Virginia Museum May Get Bigger Tax Savings W. & Frances G. McGlothlin of Fine Arts Shop has been named Next Year Wing president of the Mid-Atlantic Chapter The recently enacted American The Grand Opening of the expanded of the Museum Store Association. Recovery and Reinvestment Act and transformed Virginia Museum of Barbara Lenhardt has managed the (ARRA) of 2009 contained a number of Fine Arts will be May 1, 2010, VMFA VMFA Shop since 2004 and is co-chair either new or expanded tax benefits Director Alex Nyerges has announced. of product development. She will serve on expenditures to reduce energy use “In less than a year our superb for one year in the new position. She or create new energy sources. collections will be on view once again has already served a year as the group’s The Internal Revenue Service reminds for all to enjoy in a spectacular setting secretary and another year as its vice- at http://www.irs.gov/newsroom/ that is itself a work of art,” he says. president. Museum Store Association article/0,,id=206869,00 businesses that Updated weekly, a map showing chapters sponsor education programs many energy-saving steps taken this galleries that are now open is available for members. year may result in bigger tax savings online at www.vmfa.museum/map. Lakeside Farmers’ Market next year. IRS encourages businesses pdf. More information on the project, Benefit for Lakeside to explore whether they are eligible for plus a photo gallery, is available online Volunteer Rescue Squad any of the new energy tax provisions. at www.vmfa.museum/expansion_ What is the best retail sales day of the An IRS Fact Sheet on Energy photos.html. market during the months of August, Provisions of the American Recovery Ad Person of the year: David September and October? Whatever it and Reinvestment Act of 2009 at Saunders is, Peter & Sharon Francisco, owners of http://www.irs.gov/newsroom/ David Saunders of Madison + Main was Lakeside Farmers’ Market, will write a article/0,,id=206871,00.html provides named Ad Person of the Year for his personal check for that same amount a listing of ARRA energy provisions. work bringing together the advertising – made out to Lakeside Volunteer More information on the wide range community “both online and in reality.” Rescue Squad. Last year, their check of energy items is also available on the The event, sponsored by the Richmond was for $3,160, and they hope to top it Continued on page 8 Ad Club, is an annual awards show this year! For more information on the 4 | www.RetailMerchants.com | 3rd Quarter 2009
The Retailer’s Tool Chest Get Ready for the Expo! By Dr. John Gaskins
Once you have examined your situation, start thinking “Luck is what happens when preparation about things you can do to close the planning gap, i.e., the meets opportunity” difference between where you are and where you want to be. Then look at the Expo program and list of exhibitors – Seneca both for sources of ideas, goods and services, and possibly of inspiration, or even a contact for the future. You might The upcoming Retail Marketing Expo on be surprised by ideas that pop up if you have prepared your August 4th could very well be your lucky day. mind by thinking in depth about your goals and situation. Estimate the time you will need to spend with each source You are probably aware that the Expo provides an unequalled so that you can determine whether you can count on visiting opportunity to quickly, conveniently and inexpensively them all, or whether you need to set priorities. research the commercial resources available in Richmond. You may also know about the power sessions where you Number three: Don’t miss an opportunity can hear about ideas for using social marketing techniques, to network with businesses like your own, strategic discounting, and long term planning. You may not be aware, though, that your fellow retailers can also be a or suppliers of products and services. Go to source of inspiration. At one power session last year, for the seminars, wander the exhibit hall, and check out RMA’s example, an attendee asked a question of the panel, and got, Connect @ event at the end of the afternoon. What you could in addition to the panel members’ responses, several helpful learn in a simple conversation could be worth the trip! suggestions from audience members. Once the session is Dr. Gaskins is an Associate Professor of Marketing & Retailing in the over, it is very common to see small groups of attendees College of Business & Economics at Longwood University. His articles discussing ideas presented. If you come prepared, the Expo appear in the International Journal of Forecasting, the Journal of can be much more than just another trade show. Health Care Marketing, FIU Hospitality Review, Journal of Selling & Major Account Management, and the Journal of Business & Behavioral So how can you prepare to make the most of the event? Sciences. He can be reached at (434)395-2216 or by e-mail at In addition to doing things that will keep you comfortable, [email protected]. relaxed and alert, like eating a good breakfast, wearing comfortable clothes and (especially) shoes, you should start now thinking about what you need to get out of it. Number one: Have your marketing budget in mind – and be prepared to take full ACCELERATE advantage of the specials and discounts that will be offered on the Expo floor. YOUR CAREER! In many cases, these ‘show specials’ will not be seen again! Number two: Have your strategic plan in mind -- it doesn’t need to be an elaborate process, but putting your thoughts together does take time, so pencil in at least a couple of sessions between now and the Expo. Start by reexamining what you want to get out of your Virginia’s only MBA for Retail Management business, then assess whether that is currently happening Learn in Richmond or on campus for you. If not, why not? How big is the gap? Is it really Flexible courses & scheduling due to the current economic climate? If so, how long are you prepared to weather the storm? Are you positioned More info? E-mail [email protected] to rebound once recovery comes? What resources do or ring 877.267.7883 you have available? And don’t limit your thoughts here to money. Include talents, interests, and personal traits (e.g., Look for us at the Retail Marketing Expo are you gregarious or more no-nonsense? Tech-savvy or a August 4th at the Greater Richmond Convention Center “newbe?”) Many emerging opportunities don’t cost much money, but require skill sets that you may need to develop www.longwood.edu/business/mba.htm or acquire, yourself or in the form of an employee. As you ponder these questions, record your thoughts…if you don’t write them down they’ll just float away. Let it flow, but do review your notes every few days or at the start of each think- session to feed your intuition. 3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 5 RMA Country Retail Authority Q & A History Stimulates the Economy Visitors to the Region Spend Money, Save Each Taxpayer $585
By Laura Beck RMCVB Marketing Coordinator History makes an impact. Thanks to a Region visitors plan to return; 44 few recent studies commissioned by the percent within one year. Also, repeat Richmond Metropolitan Convention & visitors account for 60 percent of Visitors Bureau (RMCVB), we now know visitors to the Richmond Region. how big the impact really is. The Inquiry Conversion and Visitor The 2008 Tourism Impact Study by Profile also revealed that Richmond D.K. Shifflet & Associates and Global experiences high levels of satisfaction Insight assessed the economic impact among its visitors, scoring an average of the travel industry in the Richmond of 8.4 on a ten point scale with 81 Region. The study revealed that 5.7 percent in the 10-9-8 range. million visitors to the Richmond Region Key results of these studies as well as spent $1.84 billion in 2006 on food and stats representing the work of RMCVB beverage, entertainment, shopping, in 2008 can be found in the recently lodging and transportation. It also released RMCVB Impact Brochure.
determined that visitor spending saves To download your copy, go to www. Richmond Region taxpayers an average VisitRichmondVa.com and check out of $585 per household per year. the About Us section. The tourism industry employs 20,925 people in the Richmond Region with $400 million in direct wages paid to the tourism sector. Earlier this year, RMCVB commissioned TopLine Branding to conduct an Inquiry Conversion and Visitor Profile. In addition to measuring conversions resulting from visitor inquiries, the study provided an in-depth look and valuable insights into the behaviors and attitudes of Richmond Region visitors. One of the key findings of the Inquiry Conversion and Visitor Profile is that nearly 94 percent of all Richmond
6 | www.RetailMerchants.com | 3rd Quarter 2009 Retail Authority Q & A [Editor’s note: Introducing a new column featuring questions asked at a Retail Authority Mentoring workshop, with answers from member authorities.]
Q: There are so many services for increasing your online search-ability to raise your company’s profile. What has your experience been and what are your recommendations regarding using these services? - Linda O’Neal, ReFinery
A: Great question, and unfortunately there’s not a one- size-fits-all solution that works best for everyone. It is important to have a holistic online marketing strategy that incorporates the best elements of the various options that are out there, including: your website’s content, search engine optimization, search engine marketing, directory listings, and social media. The best online strategies are selective in how they leverage components of these tools for each unique business. In general, your website should have relevant copy that reinforces what you do, your products/services, etc. You should have meta-tags that reinforce the main themes of your site. Links to and from external relevant sites (suppliers, partner organizations, reference material, etc.) are also helpful in increasing your organic search results. Pay per click advertising (a form of search engine marketing) is another great way to get first-page exposure. For local companies, it is often difficult to drive enough traffic to your site to compete effectively against larger or more established competitors. Pay per click ads allow companies to buy their way onto the first page of a search result, while paying a usually reasonable price for each new visitor sent to your site. There are a number of free online directories, and social media options out there as well. Sign up for Google Local (it’s free!), and build a Facebook page for your company. Just remember to keep everything professional. Twitter might be a good option if your company has a loyal following, and if you have daily specials, promotions, or other updates that might be relevant to your customers. Jeff Allen is a Managing Partner with Addison Clark Online, a full service online marketing & consulting agency focused on bringing the power of the world wide web to local & regional businesses. ACO offers a full suite of online services, including: website development, search engine marketing, web analytics, and business & strategy consulting. With a strong background in direct to consumer marketing with various Fortune 200 companies, Jeff takes an analytic approach to delivering effective solutions in the online space. Please contact jeff@ addisonclarkonline.com, or call 804-387-1016 for more information.
3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 7 “In Brief” Continued from Page 4 “Think, Shop, Buy Local” Continued from Cover special Recovery section of IRS.gov at http://www.irs.gov/ shop locally and help independent businesses compete newsroom/article/0,,id=206875,00.html. more effectively. Subscribe to e-News for Small Businesses at http://www.irs. As the Market Manager for Main Line Broadcasting (98.9 gov/businesses/small/article/0,,id=154825,00.html to get Liberty, 107.3 WBBT and 93.1 The Wolf) I am proud to the latest information about ARRA and other IRS news and be involved in “Think. Shop. Buy. Local.” I have had information. conversations with many RMA members regarding the RMCVB Cleo Battle Honored by Black program, and can sense the momentum building within the Meetings and Tourism Magazine association for this initiative. Cleo Battle, Vice President of Sales & Services at the In the coming weeks my organization will be reaching out Richmond Metropolitan Convention & Visitors Bureau to you to share the details of a Retail Merchants Association (RMCVB), has been awarded an APEX Distinguished Service endorsed advertising program. Each participating merchant Award from Black Meetings and Tourism magazine. Battle will benefit by: was honored for his outstanding contributions to the travel • competing more effectively with national chains and and tourism industry, specifically the African-American the internet market. Jack Berry, RMCVB President and CEO, said. “Under his leadership, the Richmond Region has benefited • showcasing key consumer benefits, and from increased outreach to the multicultural market.” • affordably targeting key consumer groups. Get Ready for the Big Tax Holiday More importantly this advertising program gives us a voice August 7-8-9 to educate consumers as to why it is in their best interest to The most popular Tax Free Holiday is just around the patronize local merchants whenever possible. With enough corner…for the most current information on dates and messages communicating the benefits of buying locally, we applicable products, visit www.tax.virginia.gov/site. can begin to establish a brand that is meaningful – “Think. cfm?alias=STHoliday Shop. Buy. LOCAL.” Nystrom Named Business is tougher to come by these days, but there is Wayne Nystrom, Graphics Gallery, was recently selected power in numbers and in our message. I look forward to as the Henrico Businessperson of the Year by the Henrico working with you to reach the full potential of this initiative.
“Success” Continued from Cover
level. It’s all about under-promising and over-delivering. The “S” Serving the customer to the best of your ability. Most companies proclaim they are great at customer service, but if you look at the statistics, only 20% truly understand the meaning of providing exceptional service. And exceptional service is quite simply ordinary people doing ordinary things extraordinarily well! The “Final” S Staying the course! Never giving in, believing in what you do, knowing that you can deliver on what was promised. Like life, business is a series of peaks and valleys and it’s important that you have a clear vision of how you got to the peak and how great it felt. Success? It’s a word, but more than that, a way of life. Hugh Gouldthorpe Jr. is a motivational speaker and teacher in leadership, sales, marketing, communications, customer service and organizational culture. As an author, he has written “I’ve Always Looked Up to Giraffes and “How To Make A Giraffe Smile.” He is a driving force behind Owens& Minor’s unique and caring culture which focuses on putting people first and helping them succeed. He has held an honorary chair in marketing with Virginia Union University and is a board member of the Massey Cancer Center, First Freedom Center, VCU School of Nursing Advancement Council, Longwood University School of Business, and the VCU School of Pharmacy National Advisory Board. He has won awards for his spirit, outstanding leadership and citizenship. He serves on a variety of advisory boards and on the board of Leadership Metro Richmond.
8 | www.RetailMerchants.com | 3rd Quarter 2009
EDUCATIONAL POWER SESSIONS
Take advantage of all the Expo has to offer….starting with 11:00 – 11:30 Power seminars and panels from top experts. Session: Social Marketing Panel with 8:30 – 9:30 Breakfast Presentations Dave Saunders, Madison + Main Christine Walters, the Muse of Merriment Advertising and New Media; and professional speaker will kick off the Scott Dickens, Rocket Pop Media; morning with a lighthearted presentation. Nhat Pham, SuccessWerks, and She’ll motivate, inspire & get you smiling Dr. John Gaskins, Longwood before you finish your first cup of coffee!! University. No cost but registration is requested. August 4, 2009 Christine Keynote Speaker: Greater Richmond Walters 1:00 – 1:30 Power Session: Convention Center Hugh Gouldthorpe Fine Tuning Your Discount Head Cheerleader, Owens & Minor Strategies by Structuring Your “Head & Shoulders Above the Crowd . Intuition, with Bob Fischer, author of “The Naked Portfolio . . Reaching New Heights” Manager.” No cost but registration is requested. Hugh will talk about what it takes to be 2:30-3:00 Power Session: successful in today’s tough economic Make Your Career, Not Just Your Month, with Michael environment and how organizations can Guld, Guld Resource Group. No cost but registration is reach heights heretofore unattainable. requested. You’ll discover the meaning of DWYPYWD and the effect it will have 3:30-4:30 Connect@RME: on your business. Most of all, you’ll Network at our reception with attendees, exhibitors, guests, learn and have fun! speakers and Retail Merchants staff and enjoy camaraderie. Hugh Gouldthorpe RMA members, $25; others, $30; No cost but registration is requested. table of 10 sponsor, $280 Register at www.RetailMarketingX.com The One and Only Comprehensive Retail Education Program In Richmond
Entry level certification, Bachelor’s Degree and MBA Degree in Retail Management. Learn in Richmond or on campus. Flexible courses & scheduling More info? E-mail [email protected] or ring 434.395.2045
Come to the Expo and Get your Career in Gear!
www.longwood.edu/business/mba.htm
3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 9 Find These and More Show Stopping Specials!
LONGWOOD UNIVERSITY discount (up to $500) on all orders for new clients that are booked “The Retail Marketing Retail Management MBA – Give it a Try! through August 4. Please visit our Expo is a ‘must attend’ Interested in furthering your website at www.Ricklanddirect.com event in Richmond if you knowledge, but not sure if an MBA for more information about our company. Or call Jim Mosher at are interested in growing is for you? Give Longwood’s Retail Management MBA a try. Students 804-354-6245. And, please come your business. In 2008, may take up to three MBA classes visit us at Booth #810 at the Expo BNI-Central Virginia was an before they are formally admitted on August 4. into the program, and then have Exhibitor and Co-Sponsor of those three classes count toward the RICHMOND.COM Giveaways the Networking Reception. I degree requirements. Fall classes & More let my clients know that BNI start August 24th. For information We “R” Richmond! – Richmond. about classes offered and how to com is the premiere local website would be exhibiting at this register, contact Abby O’Connor, for what’s going on in the Richmond event and I had a steady MBA Director at 434-395-2043, or metro area. We are the source for visit the Longwood Booth at Expo. stream of potential clients where to go, what to do and where to dine. Check out our comprehensive referred to me by way of LONGWOOD UNIVERSITY is calendar of events and reviews of them being escorted right to Internship Central! the hottest new restaurants. We It works both ways: Looking are your exclusive listing for the my booth all day. I received for an intern or looking for an complete MLS Real Estate listings. 8 new clients DIRECTLY as internship? Longwood University Look for fabulous giveaways at the a result of being introduced can provide contacts throughout RMA expo; you will have a chance Virginia. Internships available now: to win an advertising package to them at this event – a High School entry level, College and gift certificates to Richmond’s significant ROI for me. If you level, and opportunities for Senior favorite restaurants. So log on and comment, contribute and connect! or your company is not there Citizens. Find out more at the Longwood Booth at Expo. www.richmond.com as an attendee, exhibitor, or sponsor – you’re not really PAYCHEX Show Special ZOOOM PRINTING Digital serious about success. I will Thinking about upgrading your Discount payroll service? Check out Paychex Visit the Zooom Printing booth absolutely be there again in – if you set an appointment at the at the Expo to find out how easy 2009.” show and sign up, you’ll receive and affordable beautiful printing two months free*. Find out all can be! Our Project Managers - Mark M. Deutsch, MBA about Paychex at the Expo, or visit will be on hand to offer printing www.paychex.com (*2 months free advice and to help get your project Executive Director & on payroll only, does not include started. Try out our new Indigo Word-of-Mouth Marketing ancillaries such as Taxpay, Direct digital printing press and receive 10% off your first order. Come and Coach, BNI-Central Deposit, etc.) see how other companies have Virginia RICKLAND DIRECT Discount used print to successfully showcase In honor of the Fifth Annual their products and services. www. Richmond Retail Marketing Expo, zooomprinting.com Rickland Direct is offering a 10% 10 | www.RetailMerchants.com | 3rd Quarter 2009 Find These and More Show Stopping Specials!
ISIS Cool Coupon offering FREE LIFETIME web-based The Beat, WRXL/102.1-The X, and Stop by Isis’ booth (booths 502 advertising to RMA members who WRNL/Sports Radio 910! If you’re and 503) to see Microsoft’s new enroll before August 5th, 2009. a business owner, and you want POS 2009 software in action! www.fundaz.net to reach today’s “Hard to Reach” Also receive a coupon for 10% consumer, come visit our Clear off Microsoft POS 2009 and new GRAPHICS GALLERY Signs Channel Richmond booth to register POS hardware when purchased Distinctive and eye-catching “Signs for a FREE pair of Busch Gardens through Isis. Isis is a Microsoft Gold of Economic Recovery” will be tickets! www.clearchannel.com Partner providing POS systems, available at Graphics Gallery’s accounting software, network booth. Don’t leave without one. Why AFLAC? support, custom development, www.GraphicsGallery.com In times of financial uncertainty, website development, application lowering costs while maintaining hosting and Microsoft based VOIP EVB the quality of your small business is telephony. www.isisinc.com EVB, home of Reward Checking, a key. By making AFLAC insurance free checking that pays interest and policies available along with your FREE AGENTS Event refunds ATM fees. www.bankevb. major medical insurance, you can Management com give your employees the kind By outsourcing event management of benefits they’d expect from to us, our clients save time, money NBC12 TV Richmond a bigger company, on a small and a world of headaches. We On Air business budget. specialize in the design, coordination Online and execution of special events, On Your Side LIVINGWELL HEALTH CARE conferences and trade shows, as NBC12.com The most revolutionary concept in well as event marketing programs. health care since group insurance. As experts in event design, logistical RICHMOND CORPORATE Routine medical care IS combined planning and event operations VIDEO with preventive and wellness initiatives at an affordable cost. Our management, Free Agents Event See us as your creative services state-of-the-art clinic provides the Management can help from the department without the overhead. top 200 generic drugs on site at initial planning stages to the final Richmond Corporate Video strike ensuring that our clients feel at bringing your website to life.” www. approximately Wal-Mart cost. ease throughout the entire process. Richmondcorporatevideo.com www.freeagentsmarketing.com www.Alzurovideoproduction.com FunDAZ Could Be For Life! CLEAR CHANNEL Tickets to FunDAZ - Richmond, The Ride Ultimate Fundraiser, connects How would you like to reach almost August 4, 2009 local businesses & merchants to 500,000 listeners between the ages supporters of area charities, clubs, of 25 and 54 using multi-platform schools & non-profits. By providing Greater Richmond products including traditional radio, effective web-based advertising Convention Center traffic, and internet (streaming, programs for our merchant partners banners, video on demand, who participate in a merchant and gateway videos)? Easy - by Register at savings card program, we deliver advertising on our great Clear www.RetailMarketingX.com customers to our merchant partners Channel Richmond radio stations and much-needed funds to our local – WTVR/Lite 98, News Radio 1140 non-profits. FunDAZ is currently WRVA, WRVQ/Q94, WBTJ/106.5- 3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 11 Thank You, SPONSORS!
Thank you also to: Brinks Home Security Broker Merchant Services Edward Jones (Appaiah Ballachanda) LocalAdLink
12 | www.RetailMerchants.com | 3rd Quarter 2009 Thank You, SPONSORS! Member Profiles
Robert Thomas Keith Gastrock, Owner, Owner Dominion Sign Company, Richmond Robert Thomas Photography Richmond
I was born and raised in Glen Allen. I am owner and lead photographer of Robert Thomas Photography. Robert Thomas Photography is a full service photography studio using the latest in professional digital cameras and computer software to provide our clients the best images available. We do a wide variety of work from personal—weddings, portraits, events, pets, etc.—to all types of commercial and advertising assignments. We work in our studio or on location. We also provide instruction in all facets of photography to individuals and groups. As Photography Sponsor for Retail Merchants Association First Friday Forums and for the Annual Retail Marketing Expo, I also photograph as many RMA functions as my schedule allows such as Connect@’s, Chapter Meetings, Fund Raisers, etc. My ideal working arrangement is for the client to give me the basic idea/concept and then let me have free reign in bringing it to fruition. I find inspiration and energy from the people and places that I come in contact with. As a photographer I experience the world a little differently than most people. I see “Kodak Moments” in everyone and everything. The best decision I ever made was converting from a film based workflow to an all digital one.
Greg & Pat Twiddy Owners Twiddy Wireless Inc. Keith Gastrock, Owner, Powhatan Dominion Sign Company, Richmond
Greg Twiddy came to Virginia in 1980 because of work and I (Pat Twiddy) was born here in Powhatan, so I am a native. Definitely a milestone in both of our careers is opening a business of our own. We are the owners of Twiddy Wireless Inc., which is an authorized retailer for Verizon Wireless. We are involved with the Retail Merchants Association with the networking and the Organ Donor campaign. I believe we both draw out inspiration from our parents, trying to run an honest business and give the best customer service possible. We both think opening our business in Powhatan was the best business decision that we have made. The biggest business challenges that we see for our business is continued growth. In our off time, we like to fish and go to the beach. And in answer to what makes this job different from other jobs, we would both say that it is our business is a personal reflection for us and we are Twiddy Wireless. www.twiddywireless.com
Robert Thomas Photography 5809 Lakeside Avenue, Suite G1-C Richmond, Virginia 23228 For all of your photography needs (804) 266-5458 Personal or Professional [email protected] Studio and/or Location www.RobertThomasPhotography.com
3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 13 Welcome New Members New Members SEEN AT RMA CHAPTERS Glen Allen Elations Designs, Ms. Pauline Stephens Verde, Mr. Carlton Scott Mitchell Your Benefits Partner, LLC, Ms. Deborah Stocks Henrico Equity Concepts, Mr. Richard Simmons Hydra Media and Marketing, Mr. Brian K Smith Midlothian Capital Franchise Team, LLC, Mr. John Brown Powhatan Barbmotivates.com, Ms. Barbara Tessari Richmond Bailey’s Smokehouse & Tavern, Mr. Kevin Garrison Bank and Vault, Ms. Maegan Wilburn Bliss At 5812, Ms. Brooke Holland Chamber Relocation & US Realty, Ms. Ollie Chambers Flexible Office Solutions, LLC, Mr. Patrick C. Wettstone Law Chambers Of Anton J. Stelly, Mr. Anton J. Stelly MOART Interiors, LLC, Mr. Glenn Anthony Anderson Palari Publishing, LLP, Mr. David Smitherman Taradel, LLC, Ms. Wendy J Urquhart
14 | www.RetailMerchants.com | 3rd Quarter 2009 Tips for Small Business
Fall Planning By J.C. Cancelleri
As a member of the Retail Merchants Association you have to become a world class business consultant, life coach and access to members who provide a variety of products and financial counselor. services. These include floral & apparel products and payroll During the last month alone I’ve met with several RMA & marketing services just to name a few. This article focuses members to learn how they can help me grow my business. on the services that RMA members provide and why you I’ve become a client of one member and in the future will should consider using some of them. likely hire another RMA member that As a business advisor & lawyer, life provides administrative services. coach & financial counselor I need I titled this article ‘Fall Planning”, the services of a variety of businesses Do you think web sites, because nothing gets done without to help my firm grow. While it may a plan. Having no plan could result be counter intuitive this is particularly social networks and search in a slow but certain death…on true during difficult times. Unless second thought, it may not be a you’re planning on retiring or slow death. quitting you should be thinking engine optimization services about and planning for the second What about my fellow RMA half of 2009 and the first half of 2010. are expenses instead members? Do you think web sites, What are you’re going to do to at social networks and search engine least maintain your market share? If optimization services are expenses you have a bigger vision you may be of investments? instead of investments? Or maybe thinking about how to increase your you think they’re fads. You’d likely market share. be wrong on both accounts. I would encourage every RMA member I’m determined to increase market during the summer to contact at least three members to share. Consequently, and despite the economy, I am explore how they can help grow your business. If you want investing in more education, marketing and search engine to learn more about what I’m doing call me. While I’m just optimization programs than ever before. Did I mention I’m getting started I’d be happy to share ideas. doing this despite already being a lawyer, having a PhD and being a certified life coach? Why?…..because everyday JC Cancelleri is a business consultant, life coach and financial counselor with Cancelleri & Associates, P.C. You can reach him at 804 368 7397 we’re becoming more of a knowledge based economy. And or [email protected] I simply don’t want to get left behind! In fact I’m determined Ready, set … grow! Branding for small businesses and nonprofits VOTED B ES T READERS ’ SURVEY Want to set your business apart, stick in customers’ heads, and make them turn to you? ©2008 Crumb Corps, LLC. All Rights Reserved Create brand recognition – and grow your business – with Fresh Start Design Studio. Logos, Websites, Copywriting, and Full Branding Packages made affordable.
Check out our packages online at TM www.FreshStartDesignStudio.com Blossoms of Thanks A284-BW (as shown)
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3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 15 New Members
May 2009 (first row) Kristen Gaskins, InstaPAY International; Justin Moyer, Mark It Plus; Scott Brunette, Richmond Wedding Guide; Amye Brunette, Richmond Wedding Guide; Paige Carpenter, Spring Arbor of Richmond; Jessi Suttenfield, Beaufont Towers; Maria Hedges, 1-800-Got-Junk? (second row) Larry Brydon, MacLaren Jewelers; Terri Jones, WordPlay; Russ DeVries, Mainline Broadcasting; Berno Hamilton, Garage Tek; Chris Benjamin, Brandwise Law Firm; Rene Haines, RH Business Solutions; John Bell, MetLife Securities; Matt Smyers, Redshift; Chuck Renfro, Thinking Cap Technologies.
June 2009 (first row) Barbara Tessari, Motivational Speaker & Author; Linda O’Neal, ReFinery Inc.; Judy Cavedo, Panera Bread; Courtney Howarth, Mini Price Self Storage; Cindy Briggs, All Dog Adventures; Deborah Stocks, Your Benefits Partner; Jim Lengyel, Lengyel Creative. (second row) Jesse Bennett, Mini Price Self Storage; Powell Harrison, Harrison’s of Leesburg; Andrew Rountree, Addison Clark Online; Paul Cartwright, The Arcade Café; Jeff Allen, Addison Clark Online; Mary Rudisill, Long & Foster; Scott Hersh, Panera Bread; Doug Staib, Panera Bread; Steve Lewis, Harvest Homes4Heroes; Appaiah Ballachanda, Edward Jones; Mayush Mehta, Country Inns & Suites, West; Pauline Stephens, Elations; Darick Lane, N Traffic Advertising. (not pictured) Margaret Morton, M&M Professional Cleaning Services
16 | www.RetailMerchants.com | 3rd Quarter 2009 Upcoming RMA Events
SMART UPCOMING MARKETING July TO MAKE MONEY 16 Fredericksburg Chapter Meeting Executive Dialogue 21 Goochland Chapter Meeting 21 Member Power Hour Series II 23 Amelia Chapter Meeting Moderator Tom Blue will focus on ways you can ACT on 28 Powhatan Chapter Meeting some of his marketing principles, such as: 29 Smart Marketing – Tom Blue
• Reduce your marketing budget without damaging August business 4 Retail Marketing Expo • Track your marketing ROI - Identify marketing waste 6 Retail Authority Mentoring through results tracking 25 SLPA • Redirect focus & resources to the customer September experience & word JOIN US! 1 Retail Authority Mentoring of mouth 11 First Friday Forum • Re-allocate 12:00 -1:30 pm Breakfast marketing dollars (includes lunch) 11 Fredericksburg Chapter for this economy Meeting • Stop buying traffic July 29 16 Petersburg Chapter Meeting & start generating September 30 16 SCORE Mini-Workshop referrals October 28 17 Goochland Chapter Meeting • First 2 sessions November 25 23 Powhatan Chapter Meeting are follow-ups 23 Amelia Chapter Meeting to First Friday Limited to 20 29 SLPA Forum advice & per session. discussions 30 Smart Marketing – Tom Blue RMA members:
Tom Blue is an $79 per session October entrepreneur, writer, 2 Economic Forecast marketing innovator and Non-members: Breakfast frequent speaker on the $99 per session subjects of online and 6 Retail Authority Mentoring traditional marketing, (Non-members who join after the 14 Petersburg Chapter Meeting business development, second session will receive a $50 20 Member Power Hour and new product launches. discount on membership.) Having worked on both the 27 SLPA agency and client sides of 28 Charlottesville Chapter the advertising fence, he LOCATION: 28 Smart Marketing – Tom Blue brings substance, candor, and objectivity to any RMA office marketing conversation. 5101 Monument Ave. November Tom has appeared on Richmond, VA 23230 the Fox Morning Show, 6 Valor Awards ABC News, CNet Live Radio, The New York REGISTER ON-LINE: Times, Industry Standard, Wired, WebProNews, and www.retailmerchants.com numerous other news programs and publications QUESTIONS: REGISTRATION in connection with his work. His blog,www. Call Len at 804-662- Make reservations for any upcoming event MarketingRevisited.com 5500 or email len@ and charge to your credit card in a secure ranked #6 in the 2007 environment at: Blogger’s Choice Awards for retailmerchants.com the best marketing blog on www.RetailMerchants.com the web. Please check the website for changes, Sponsored By additions and more information. Targeted Solutions Group a Richmond Times-Dispatch organization
3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 17 Seen at RMA
First Friday Forum
RMA Backyard Bar-B-Que
18 | www.RetailMerchants.com | 3rd Quarter 2009 Seen at RMA
Connect@ Cold Stone Creamery
Bank Loan Resource Day
3rd Quarter 2009 | Think, Shop, Buy Local | www.RetailMerchants.com/local | 19 PRSRT STD US POSTAGE PAID RICHMOND, VA PERMIT #2254
Do Business with an RMA Endorsed Vendor
RMA ENDORSED MEMBER / VENDORS Offering You Special Pricing and Stellar Service
Advertising Concepts, Inc. Merchants’ Services, LLC Paychex, Inc. (RMA Resource and Membership (Insurance) (Payroll Processing) Directory) Mr. Gene Bergh Ms. Allison Bloor Ms. Kathrine Montanz-Parker Mr. Jimmy Shelton (804) 418-6600 (804) 639-9994 (804) 288-2913 [email protected] [email protected] [email protected] [email protected] RBS WorldPay Elman Packaging & Design (Credit Card Processing) (Bags and Gift Boxes) OfficeMax Ms. Mary Baldoni Mr. David Bortz (Office Supplies and Furniture) (804) 873-5288 (301) 275-8908 Ms. Vickie Pethtel [email protected] [email protected] (804) 307-5690 [email protected] Richmond.com Landmark Publications (Internet Marketing) (Tourist Hardcover Book) Ms. Lauren Andrews Ms. Debbie Knotts (804) 649-6449 (804) 678-8950 [email protected]