ISTOCK.COM/PRETTYVECTORS on Page 7 on Page See TV abusinessjournal.com • $2.00 abusinessjournal.com www.nw Page 8 Page Page 12 Page Northwest .”

URNAL

Fort Smith.Fort stations But are putting emphasis on more “ has certainly exploded in that time,” Foley said. “There wasFoley a time everything when came of out When he beganWhen he teaching TV in the Arkansas of University and theirfour, geographic base has shifted. said only two stations offering were local there are Now news. journalism department in 1993, department chair Larry Foley By Jeff Della Rosa Jeff By O J

S Largest Stations Radio Page 9 S S E LIST NEXT ISSUE: MARCH 6 - LAW ISSUE: NEXT Largest Stations Television Page 9

IN HWEST ARKANSA HWEST

S

RT KFSM-TV, Channel 5, to expand in growing NWA region NWA growing in expand to 5, Channel KFSM-TV, NO

U

To Market, To Market To Market, To

INSIDE THIS ISSUE B February 20, 2017 20, 25 • February No. 20, Vol.

Walmart continues to woo suppliers as a media buyer as a media suppliers woo continues to Walmart Local team produces ‘Cook with Brooks’ on AETN with Brooks’ ‘Cook Local team produces FRAUD PROTECTION TOOLS

Commercial accounts are vulnerable to fraud. Whether small or large, ensure your business is protected with the Arvest Fraud Fighter Package.

Reduce exposure and monitor your accounts with these tools: Cash Manager – allows your staff secure, online access to your accounts ACH Fraud Blocker – help protect your business accounts from unauthorized arvest.com/business Automated Clearing House (ACH) debits Positive Pay – let the bank know which checks you have issued to eliminate potential unauthorized check activity

To learn more, ask one of our Treasury Management Advisors about the Fraud Fighter Package today!

Monthly maintenance and transaction fees may apply. Please refer to the Treasury Management fee schedule. Member FDIC 2 FEBRUARY 20, 2017 NORTHWEST ARKANSAS BUSINESS JOURNAL JOURNAL ENTRIES Business buzz from around the region

Discrimination Suit The main building of the develop- Moved to Federal Court ment will be 120,000 square feet, along Here’s an update on a lawsuit we re- with 26 cottages and 33 villas. Sizes of ported last month against Bailey & Ol- the freestanding buildings have not iver Law Firm of Rogers for an alleged been finalized, Lowe said. violation of the Equal Pay Act. At the As for the recent purchase of adjoin- request of the defendants, it’s been ing land from Legacy, Lowe said the moved to the U.S. District Court for development plan for that parcel has the Western District of Arkansas. not been determined. It partially bor- The firm andSach Oliver, who owns ders property owned by Fellowship the law office along withFrank Bailey, Bible Church of Northwest Arkan- are the two named defendants. They sas. filed their notice of removal Feb. 9, “We are in conversations with the claiming the federal court has original church to make sure whatever we do jurisdiction over the matter. with that land is in everyone’s best in- Hannah Newell began working at terests,” Lowe said. Bailey & Oliver as a paralegal in July 2013, according to a complaint initially The Future is Coming filed Jan. 10 in Benton County Circuit Billionaire businessman Donald J. Court. Newell claims she was promot- Trump is the U.S. president, and the SEIZE THE DAY. MAXIMIZE YOUR TIME. ed to an associate attorney three are the World Series months later after asking Oliver for champions. The current state of affairs more responsibilities as a lawyer. New- certainly make this a unique time in the ell is licensed and educated in England, country’s history. 479.936.1805 according to the filing, but does not yet But wouldn’t you like to know what executiveaviation.net hold an Arkansas attorney’s license. the future holds? If you’re like every Newell claims in the lawsuit Oliver other person in business, of course you told her the lack of an Arkansas license would. would not interfere with her job or hold You’ll have a her back in her role as a lawyer, and she chance to do so Fri- would have the same responsibilities day, March 3, in and pay as any other associate attorney Fayetteville when in the firm. Newell resigned June 29, Sheryl Connelly, a 2016. global consumer Bailey & Oliver and Oliver individu- trends expert for ally are being represented by Fayette- Ford Motor Co., ville attorneys Robert Jones III and gives the Winthrop Kerri Kobbeman of Conner & Win- Rockefeller Distin- Sheryl Connelly ters LLLP. guished Lecture at Newell is represented by Fort Smith the . attorney Joe Byars Jr. of Byars & Hall Connelly is Ford’s in-house “futur- PLLC. ist,” an evolving academic and profes- The case is assigned to District Judge sional discipline. Her lecture won’t be Timothy L. Brooks. just about the auto industry, and she Get the clarity won’t have a crystal ball. Connelly is Fayetteville Land Sale recognized for her ability to identify Nears $1 Million consumer and lifestyle trends, changes you need during The investors behind a planned inde- in customer attitudes and behavioral pendent living facility north of the In- patterns that directly impact business terstate 49/Highway 112 interchange in strategy. President Trump’s Fayetteville have closed on another Essentially, her job is to help one of property purchase adjacent to the site. the world’s largest automakers take ad- Entities controlled by Trey Jackson vantage of what’s going on in a fast-mov- rst 100 days. of Fort Smith and McCrary “Mac” ing world and profit from it. Sounds Lowe of Tulsa acquired 20.23 acres like a unique lecture we’d all want to from Legacy National Bank of Spring- hear. dale for $969,708, or $1.10 per square The event starts at 7 p.m. at the foot. Faulkner Performing Events Center The land is north of a 20.5-acre par- and tickets are available to the public. w cel at the end of Truckers Drive north of Sam’s Club that’s already owned by the investors, who are partnering with an unnamed developer to build the 106- HEARD SOME BUSINESS BUZZ? unit Willow Bend at Clear Creek. Let us know. We will respect your anonymity. Lowe said “most all” of the develop- Drop our staff a line via nwabusinessjournal.com, AN NPR AFFILIATE ment plan has been approved by the or email [email protected]. If you want to pass us FOR OVER 30 YEARS city of Fayetteville, and he is hopeful a tip with attribution, just say so in your comment construction will begin this summer. (and include your name). WWW.KUAF.COM The building timeline will last between 14 and 16 months, he said.

NORTHWEST ARKANSAS BUSINESS JOURNAL FEBRUARY 20, 2017 3 NWA GUEST USINESS COMMENTARY B JOURNAL

nwabusinessjournal.com Do I have your attention now? February 20, 2017 • Volume 20, Number 25 It would hardly back to the 1945 legislation. is clear as day for some, but for others, come as a surprise Both provisions have endured with lit- the issue remains unfair, perplexing and Roby Brock • [email protected] that most businesses tle fanfare or challenge — but now, that’s complicated. CEO wish to stand out in all changed. An Asian-American rock Fast forward to 2017. A band called some way. Some band called The Slants has challenged The Slants wants to register the mark Michael Tilley • [email protected] businesses choose to the constitutionality of this provision of as the name of their rock band. The PRESIDENT & EXECUTIVE EDITOR stand out through a the Trademark Act, and the U.S. Su- Slants was used as an unregistered Rob Gutterridge • [email protected] superior customer preme Court will decide the case this mark by the band years prior, and the EXECUTIVE VICE PRESIDENT & NWABJ PUBLISHER experience, while term. For readers not current on racial band wished to obtain the benefits that Angela Grayson others choose to slang, “slants” is a rather derogatory a USPTO registered mark could pro- stand out through term for someone of Asian decent. vide. The USPTO trademark examiner EDITORIAL superior product offerings. However, Although the immorality, scandalous refused to register the mark on the Paul Gatling • [email protected] some companies also choose to brand and disparagement provisions have ex- grounds that the mark was immoral, NORTHWEST ARKANSAS EDITOR themselves in a manner that begs to be isted for years, the USPTO has not been scandalous or disparaging. The band Kim Souza • [email protected] noticed, and will choose a business, consistent in how it interprets and ap- challenged the decision on constitution- SENIOR ANALYST product or service brand name that can plies this rule — namely because human al grounds that the refusal violated the Jennifer Joyner • [email protected] be downright shocking. beings examine trademark applications band’s freedom of speech. This case NORTHWEST ARKANSAS REPORTER By and large, businesses have the and humans are subjective. If one were was open and shut, until it wasn’t. The Jeff Della Rosa • [email protected] freedom to operate under any brand to scan the Trademark register, one U.S. Supreme Court will likely provide NORTHWEST ARKANSAS REPORTER name so desired. There is very little would find numerous marks registered one of two outcomes — keep the status Aric Mitchell • [email protected] regulation about acceptable brand of questionable “morality,” because “mo- quo or invalidate over 100 years of stat- FORT SMITH METRO REPORTER names companies may adopt. However, rality” is in the eye of the beholder. A utory law. Chandler Hrack • [email protected] if a company wishes to register the good example of this is the Washington By all accounts, this case is one of the EDITORIAL ASSISTANT brand name with the U.S. Patent and Redskins mark. The mark has been used most closely watched cases in intellec- Trademark Office (USPTO), there are a for over 80 years and had been on the tual property at the moment. If the U.S. SALES & MARKETING number of rules that must be followed USPTO Register much of that time. But Supreme Court decides to invalidate Jami Dugger • [email protected] in order for the brand to become a reg- in the early 2000s, the mark was chal- the immorality, scandalous and dispar- SENIOR BRAND STRATEGIST istered trademark. Namely, the pro- lenged on grounds that the mark was agement provision of the Trademark Tom Ginn • [email protected] posed mark shall not consist or com- disparaging to Native Americans, and Act, we could see new opportunities for BRAND STRATEGIST prise of “immoral … or scandalous was recently ordered canceled. I recall branding businesses, products and ser- matter …” my early days as a patent examiner at the vices that will most certainly make you Attorneys have been counseling cli- USPTO. My fellow colleagues and I take notice. DESIGN ents against the hazards of attempting would routinely start our day arguing Angela Grayson is the principal and founder of Preci- Chloe Ford • [email protected] to register immoral or scandalous about the latest political story to appear pice IP PLLC, a legal firm in Bentonville. She is a regis- ART DIRECTOR marks with the USPTO for years. In in . The Redskins tered patent attorney and is admitted to the U.S. Su- fact, the provision dates back to the controversy was just beginning to brew, preme Court Bar. She can be reached at 479-259-2966 ADMINISTRATION original legislation in 1905, and a ban and we would spend hours debating the or [email protected]. The opinions ex- Beth Templeton • [email protected] on disparaging marks can be traced merits and fairness of the case. The issue pressed are those of the author. w HUMAN RESOURCES & ACCOUNTING MANAGER Daelene Brown • [email protected] BUSINESS MANAGER

Number of homes with a working TV in BY THE Nielsen’s 11-county Designated Market Area, talkbusiness.net which includes counties in Northwest Arkansas, NUMBERS 304,670 the Fort Smith area and eastern . 460,000 Increase in research Weekly viewers statewide of the Arkansas spending over the Educational Television Network (AETN), which now carries the locally produced past five years at the facebook.com/NWABJ @NWABJ program “Cook With Brooks,” hosted by Chef Steven Brooks. 41% University of Arkansas.

Enplanements (outbound passengers) last VOL. 20, Number 25 February 20, 2017 Northwest Arkansas Business Journal (USPS Number 017-673) is published year at the Northwest Arkansas Regional biweekly by Natural State Media. In-state subscriptions are $49.95 for one year, $84.95 for two years, or $119.95 for three years; out-of-state subscriptions are $69.95 for one year, $104.95 for two years, or $139.95 for three years. Subscriptions Airport in Highfill, an all-time high since the can be ordered by calling 479-725-0394. Periodical Postage paid at Springdale, AR. POSTMASTER send PS Form 3579 to Northwest Arkansas Business Journal, 2790 S. Thompson St., Suite 101, Springdale, AR 72764. The contents of the Northwest airport’s first full year of traffic in 1999. Arkansas Business Journal are copyrighted, and material contained herein may not 669,487 be copied or reproduced in any manner without permission of the publisher. 4 FEBRUARY 20, 2017 NORTHWEST ARKANSAS BUSINESS JOURNAL INDUSTRY REPORT News briefs from Northwest Arkansas

MEDIA & MARKETING ket’s Nielsen ranking, which television LEGAL UA had on file. Last year, 2015-16, the advertisers use when determining school received $102 million in research November Ratings: KFSM whether to run ads, but also important Retired Justice Paul Danielson funding, compared to $80 million the Wins in All Four Time Slots is the market’s income level. Joins Son’s Law Office previous year, according to the UA’s an- Local CBS affiliateKFSM-TV , Chan- Since 1969, average median house- Paul Danielson, nual financial report. nel 5, of Fort Smith has the most- hold income has risen 157% to $39,599 who retired last year That brought research spending up to watched news broadcast in all four in the market, from $15,380, according after serving 10 years $145 million in 2015-16, up from about time slots, according to the most recent to data from the U.S. Census Bureau. on the Arkansas Su- $123 million in 2011-12. That includes data available from Nielsen Media Benton County, which has the highest preme Court, has about $5 million from the American Research (see list on Page 9). income level in the market and has joined the Daniel- Recovery and Reinvestment Act, or The numbers show household ratings been in this position since 1979, has son Law Firm. The the economic stimulus bill of 2009. from the month of November for 11 seen income increase 116% to $56,239 law office has loca- In fact, university research spending counties that make up the Designated since 1989. In 1969, Sebastian County tions in Fayetteville has increased 150% during the past de- Market Area of Fort Smith-Fayette- had the highest income level at $20,482. and Booneville and Paul Danielson cade, according to its report. ville-Springdale-Rogers. But since 1999, the county has experi- is owned by Daniel- In 2015-16, for example, the U.S. De- The Arkansas counties are Benton, enced the lowest rise in the market, son’s son, Erik Danielson. partment of Energy donated $12.2 mil- Washington, Madison, Sebastian, with income increasing 14% to $38,575, Danielson, 70, won a contested race in lion for the UA to establish a cybersecu- Crawford, Franklin, Johnson, Logan from $33,776. In neighboring Scott 2006 to complete the unfinished term of rity center for the nation’s power grid, and Scott. Oklahoma counties in the County, which had the largest increase, associate justice Jim Hannah, who was and the UA conducted National Science market are Sequoyah and Le Flore. median income rose 41% to $37,321, elected chief justice, then was re-elected Foundation-funded research in the A rating is a percentage point of all from $26,422 in 1999. in 2008 to serve a full eight-year term. fields of nanotechnology, renewable en- television households. For example, an Another component of ad sales re- He cited a state law as his reason not to ergy, surface engineering, power elec- 11.8 rating means a station is reaching volves around which station receives run again for re-election, and his term tronics and data privacy. 11.8% of all households. the best ratings, meaning they are the ended Dec. 31, 2016. The U.S. Department of Education The highest rating in the market was most watched. “You’re going to get “Were it not for the state law prohibit- awarded $10 million to Arkansas in the 6 p.m. news slot, where KFSM more for your ad revenue because ing me from seeking re-election without PROMISE, designed to improve educa- registered a 14.3 rating. ABC affiliate you’re number one,” said Larry Foley, forfeiting my retirement benefits, I tion and employment opportunities for KHBS/KHOG, Channels 40/29, was chairman of the journalism department would continue to seek re-election as teenagers with disabilities. second at 5.3 and NBC affiliate KN- at the University of Arkansas. long as the good people of this state UA programs also received grant mon- WA-TV was third at 2.6. When determining why people watch would have me,” he said in May 2016. ey from the U.S. Department of Agri- KFSM is owned by Tribune Co. a station, “a lot of it is just viewing hab- Danielson is working from the firm’s culture, National Institutes of Health KHBS/KHOG is owned by Hearst Tele- its,” Foley said. And habits have Booneville office. AFlorida State Uni- and NASA. vision Inc. KNWA is owned by Nexstar changed, leading stations to look at versity graduate, he also graduated from This school year, $1,007 of full-time Broadcasting Inc. of Irving, Texas. ways “to position ourselves differently.” the University of Arkansas School of students’ $14,587 annual tuition will go Nielsen conducts ratings research Stations are trying to build their brand Law in Fayetteville. Before joining the to research, according to the ADHE. four times each year — May, July, No- by expanding their coverage using digi- state’s high court, he was a circuit judge — Jennifer Joyner vember and February. tal media, such as offering live news in Yell, Logan, Conway and Scott coun- — Paul Gatling segments on social media. “It has a lot ties from 1995 to 2006. to do with building up brand loyalty.” Danielson’s wife (Elizabeth “Betsy” TRANSPORTATION Market Income Important But it will be important for educators to Danielson) and brother (David Daniel- When Determining Ad Buys teach responsible journalism for those son) also work for the Danielson firm, Booming E-commerce Business As the population has grown in the who report using social media, espe- which has six attorneys. Drives Growth for On Time Logistics 11-county Designated Market Area, so cially in a day of “fake news accusa- — Paul Gatling A Springdale-based logistics and has household income. Population tions and alternative facts.” warehouse provider opened a Tulsa of- growth has led to the rise in the mar- — Jeff Della Rosa fice and nearly doubled its workforce in EDUCATION 2016. On Time Logistics has provided services to Tulsa and Little Rock since UA Continues to Boost 2015, “but the growth and demand in the Income growth Research Spending Tulsa market made it necessary for them Median household income in Nielsen’s 11-county Designated Market Area. The University of Arkansas raised to open an office under their own DOT its research expenditures by 41% during license,” Tim Ward, director of sales COUNTY 2015* 2009* 1999 1989 1979 1969 % CHANGE the past five years, according to a report and marketing, said in a news release. Benton $56,239 $50,377 $40,268 $26,021 $23,342 $17,999 212% from the Crawford $41,268 $38,942 $32,913 $21,574 $21,670 $16,564 149% Arkansas Department of Also in 2016, On Time Logistics devel- Franklin $39,285 $30,991 $30,580 $18,408 $19,212 $14,820 165% Higher Education. oped “two major relationships” contrib- Johnson $34,139 $30,953 $27,853 $18,225 $17,698 $13,096 161% In the 2011-12 school year, research uting to its growth and is “now one of the Le Flore (Okla.) $36,490 $35,963 $26,972 $18,832 $18,072 $13,001 181% comprised 4.9% of overall expendi- only last mile delivery providers in Logan $35,325 $35,716 $28,567 $18,992 $16,795 $13,690 158% tures at the university. Now, in 2016-17, Northwest Arkansas for both Amazon. Madison $37,691 $36,667 $28,501 $18,392 $17,043 $11,818 219% it’s 6.9%. com and Wayfair.com.” Scott $37,321 $33,969 $26,422 $16,470 $15,264 $13,423 178% The rise in spending came during a As a result of the contracts, the compa- Sebastian $38,575 $39,131 $33,776 $24,037 $23,061 $20,482 88% time when many spending categories ny doubled its workforce to 15 drivers Sequoyah (Okla.) $35,736 $33,424 $27,276 $18,441 $18,652 $15,176 135% were cut. For example, operations and and 10 independent contractors. “While Washington $43,524 $43,317 $34,458 $23,124 $21,449 $19,113 128% Average income $39,599 $37,223 $30,690 $20,229 $19,296 $15,380 157% maintenance expenses were down the expansion has been profitable, it’s 27.6%, public service was down 21.3% also challenged the logistics provider to and institutional support was down change how it does business,” according STATE 2015* 2009* 1999 1989 1979 1969 % CHANGE Arkansas $41,371 $37,823 $27,445 $21,147 $20,467 $16,856 145% 14.5%, according to the ADHE. to the release. The company is “now tru- Oklahoma $46,879 $41,664 $30,600 $23,577 $24,716 $20,759 126% Amy Schlesing, director of strategic ly a 24-hour service provider with deliv- U.S. $53,889 $50,221 $42,000 $30,056 $28,220 $26,707 102% communications at the UA, said the eries coming at various hours through- numbers seem to reflect an ongoing rise out the day and night.” The company’s Note: *Estimated Source: U.S. Census Bureau in federal grant money for research, al- though they did not match the figures the Continued on Page 6

NORTHWEST ARKANSAS BUSINESS JOURNAL FEBRUARY 20, 2017 5 INDUSTRY REPORT

Continued from Page 5 recent growth can “easily be attributed to the drastic rise in e-commerce.” “The retail market is moving to an online model, and it’s really bolstered our business,” Ward said. “We’re see- ing a real paradigm shift.” The logistics company opened the Tul- sa office in September and offers ware- housing and final mile delivery services.

The company continues to offer courier COURTESYNORTHWEST REGIONAL ARKANSAS AIRPORT and warehousing services at its Spring- dale location. The plan in Tulsa is to ex- pand into courier services “in the near future,” Ward said. From the Tulsa of- fice, the company can also serve Oklaho- ma City. “This fills a void that existed in the market for white glove and last mile deliveries. We’re meeting a big need.” On Time Logistics was established in Northwest Arkansas Regional Airport in Highfill had a record 669,487 enplanements in 2016. 2007 by Steve Jones and primarily serves Arkansas, , Oklahoma and Kansas. 6,391 enplanements reported in Janu- That percentage represents a signifi- based on current permit, price and em- — NWABJ editors ary. That’s up from 5,500 enplanements cant decrease from a peak year of ployment data, the average in the Fay- in January 2016, an increase of 16.2%. 48.4% in 2010 in Northwest Arkansas. etteville-Springdale-Rogers MSA is XNA Growth Rate Stays — Paul Gatling Daren Blomquist, senior vice presi- running 14% better than its last normal On Upward Trajectory dent at Attom, said the percentage of market level. It’s the highest LMI for Traffic out of Arkansas’ three largest all-cash buyers has been in decline as the region since August 2007. After dip- commercial airports was up in 2016, REAL ESTATE the real estate market recovers and ping to 0.76 in July 2011, the area’s LMI with the largest increase seen in North- bargain-priced property continues to climbed above 1.00 in September 2015 west Arkansas. Cash Deals Dropped to dwindle. and has been gradually improving. Enplanements — or outbound passen- Historic Lows in 2016 All-cash sales are those where no The LMI examines metro areas to gers — at Northwest Arkansas Region- Cash purchases as a percentage of loan is recorded at the time of sale, and identify those approaching and exceed- al Airport (XNA) in Highfill, the sec- house and condominium sales in North- where Attom has coverage of loan data. ing their previous normal levels of eco- ond-largest airport in the state, totaled a west Arkansas dropped to the lowest “Typically an above-normal [and nor- nomic and housing activity. For sin- record 669,487 last year, up 3.39% from level in recorded history, according to a mal would be about 25%] share of cash gle-family permits and home prices, the previous record of 647,530 enplane- real estate research firm. sales is a sign of a distressed market so 2000-2003 is used as the last normal ments in 2015. XNA’s first full year of California-based Attom Data Solu- it’s not usually good news from a mac- period. For employment, 2007 is the traffic was 1999, and the airport posted tions, which tracks national housing ro-market perspective,” Blomquist said. base comparison. The three compo- eight consecutive years of enplanement and foreclosure data, said the percent- “Cash buyers typically come in to take nents are then averaged to provide an gains before seeing a decline in 2008. age of all-cash sales in the Fayette- advantage of buying low during a mar- overall score for each market. An index December enplanements at XNA to- ville-Springdale-Rogers metropolitan ket downturn. The good news is that value above one indicates a market has taled 55,339, up 14.1% from 48,461 in statistical area (MSA) slid to 26.2% last cash buyers act as a floor to falling advanced beyond its previous normal December 2015. 2017 is also off to a year. The lowest percentage of cash home prices, so often an influx of cash level of economic activity. strong start, with the airport reporting sales in one year in the local MSA had buyers would indicate that the market Nationally, the index’s nationwide score 46,287 enplanements in January, a 7.1% never been below 30%, according to a has bottomed out and at least will not inched up to .99. The LMI shows that mar- increase from January 2015 totals. company spokeswoman. Attom’s his- be falling much further.” kets in 174 of the approximately 340 metro Despite staying below the 1 million torical data goes back to 2004. Arkansas’ percentage of all-cash pur- areas nationwide returned to or exceeded mark for the second consecutive year, chases last year was 30.3%, a nine-year their last normal levels of economic and enplanements at the Bill and Hillary low. Nationwide, home sales to all-cash housing activity in the fourth quarter of Clinton National Airport in Little buyers represented 28.3% of all home 2016. This represents a year-over-year net Rock were up 0.42% to 996,897 last All-Cash Sales sales in 2016, down from 31.5% in 2015 to gain of 60 markets. Moreover, 86% of mar- year. That’s compared to 992,712 en- Percentages of all-cash home and condominium sales. the lowest level since 2007, Attom said. kets have shown an improvement since the planements in 2015. December enplane- FAY-SDALE-ROGERS, Among 196 metropolitan statistical fourth quarter of 2015. ments were 81,698, down 0.23% com- YEAR ARKANSAS AR-MO MSA areas with at least 200,000 people and Metro areas are scored by taking pared to December 2015. The past two 2004...... 28.0%...... 30.9% sufficient data, those with the highest their average permit, price and employ- years are the first two years since 1991 2005...... 30.3%...... 35.1% share of all-cash sales were Bingham- ment levels for the past 12 months and that enplanements at the state’s largest 2006...... 29.0%...... 32.1% ton, N.Y. (69.4%); Buffalo, N.Y. (63.6%); dividing each by their annual average airport have been below 1 million. 2007...... 30.9%...... 37.0% Syracuse, N.Y. (58.4%); Macon, Ga. over the last period of normal growth. Fort Smith Regional Airport en- 2008...... 33.5%...... 38.0% (52.5%); and Montgomery, Ala. (52.5%). For permits and employment, both the planements were 87,488 in 2016, up 2009...... 35.9%...... 43.0% — Paul Gatling 12-month average and the annual aver- only marginally compared to 86,704 en- 2010...... 36.5%...... 48.4% age during the last period of normal planements in 2015. December en- 2011...... 35.6%...... 41.4% Homebuilders: Area Housing Market growth are also adjusted for the under- planements totaled 7,216, up 14.2% 2012...... 32.8%...... 41.6% Continues Upward Trajectory lying population count. compared to December 2015. Fort 2013...... 34.6%...... 36.5% The level of economic and housing Jonesboro tops the list of metros in 2014...... 35.2%...... 33.6% Smith’s 2015 enplanement totals were activity in Northwest Arkansas is at its Arkansas with a score of 1.25. Others 2015...... 32.8%...... 30.2% down 7.1% compared to 2014. The 2014 healthiest level in more than a decade, are Fort Smith (1.08), Little Rock-North 2016...... 30.3%...... 26.2% traffic was 92,869, the first time the according to a new report from the Na- Little Rock-Conway (0.95), Hot Springs airport had topped the 90,000 mark Note: All-cash sales are those where no loan is tional Association of Home Builders. (0.84) and Pine Bluff (0.76). since 2007. recorded at the time of sale, and where Attom has The NAHB’s Leading Markets In- Baton Rouge, La., tops the list of U.S. coverage of loan data. w Fort Smith’s airport numbers are Source: Attom Data Solutions dex (LMI) score moved up to 1.14 in the metros on the LMI, with a score of 1.73. also off to a strong start in 2017, with fourth quarter last year, meaning that — Paul Gatling

6 FEBRUARY 20, 2017 NORTHWEST ARKANSAS BUSINESS JOURNAL FOCUS Media & Marketing TV Continued from Page 1

NBC affiliate KNWA-TV, Channel 51, operate the same way in the news depart- and ABC affiliate KHBS/KHOG-TV, Population growth ment. We cover the stories that matter Channels 40/29, have moved their main Nielsen’s 11-county Designated Market Area. most to our viewers and their families. anchors from the Fort Smith area to the Looking toward the future, we are excit- region and added news shows, increasing COUNTY 1960 1970 1980 1990 2000 2010 2015* % CHANGE ed to see continued growth in our area demand for producers to develop them. Benton 36,272 50,476 78,115 97,499 153,406 221,339 249,672 588% and the opportunities it presents for “We cannot graduate news producers Crawford 21,318 25,677 36,892 42,493 53,247 61,948 61,703 189% KNWA/KFTA’s sales and news depart- quick enough because the stations are ments.” Franklin 10,213 11,301 14,705 14,897 17,771 18,125 17,702 73% gobbling them up,” Foley said. While KNWA focuses on Northwest Now, Fort Smith-based CBS affiliate Johnson 12,421 13,630 17,423 18,221 22,781 25,540 26,141 110% Arkansas and KFTA also covers the Fort KFSM-TV, Channel 5, is poised to grow Le Flore (Okla.) 29,106 32,137 40,698 43,270 48,109 50,384 49,605 70% Smith metro, if a story “will greatly im- in Northwest Arkansas. Logan 15,957 16,789 20,144 20,557 22,486 22,353 21,714 36% pact our viewers, it’s our duty to cover it “That’s a real paradigm shift,” Foley Madison 9,068 9,453 11,373 11,618 14,243 15,717 15,767 74% on KNWA as well,” Kelsey said. The sta- said. Scott 7,297 8,207 9,685 10,205 10,996 11,233 10,513 44% tion, formerly NBC affiliate KPOM/ In 2014, KFSM was one of 19 U.S. tele- Sebastian 66,685 79,237 95,172 99,590 115,071 125,744 127,780 92% KFAA-TV, 24/51, changed its call letters vision stations acquired by Chicago-based in August 2004 after moving its journal- Sequoyah (Okla.) 18,001 23,370 30,749 33,828 38,972 42,391 41,153 129% media titan Tribune Co. The following ists from its Fort Smith office to Fayette- year, Van Comer, KFSM’s president and Washington 55,797 77,370 100,494 113,409 157,715 203,065 225,477 304% ville. The station was established in Fort general manager, acknowledged that the Total 282,135 347,647 455,450 505,587 654,797 797,839 847,227 200% Smith in 1978, and in Northwest Arkan- station and its parent company were dis- sas in 1989. cussing a plan to “increase the size of our STATE** 1960 1970 1980 1990 2000 2010 2015* % CHANGE If KFSM moves its studio and manage- operation” in Northwest Arkansas. Com- ment offices to Northwest Arkansas, it Arkansas 1.79 1.92 2.29 2.35 2.67 2.92 2.98 67% er explained that KFSM has outgrown its would be the second of the two major TV existing facilities in the market and Oklahoma 2.33 2.56 3.03 3.15 3.45 3.75 3.92 69% stations in the DMA to do so and leave “scoped out several sites that will work” U.S. 179.32 203.21 226.55 248.71 281.42 308.75 320.09 78% the Fort Smith area without a regional in Northwest Arkansas in which to ex- Note: *Estimated. **State figures in millions. television headquarters. In September pand. It has been in its existing Fayette- Source: U.S. Census Bureau 2007, 40/29 moved its studio and sales ville studio inside the Northwest Arkan- and managements offices to Rogers. Part sas Mall since 1992. In Fort Smith, KFSM of the move to Rogers included moving is planning to move from its downtown the sixth fastest growing county in the ros. I’d say the major difference is that the some staff in Fayetteville to Rogers. location — the former Carnegie Library market in that period. southern metro we refer to as the River When asked about growing the station — to a “more modern facility” in the city. According to Nielsen, the DMA in- Valley accepts Fort Smith as the hub of without alienating existing viewers, Com- The station has been in its downtown lo- cludes the following counties: Benton, activity, and that makes it more reason- er said “at the end of the day, people want cation since 1969. Crawford, Franklin, Johnson, Logan, able to cover. Northwest Arkansas is to see local news and weather that im- In Northwest Arkansas, Benton and Madison, Scott, Sebastian and Washing- spread between several thriving cities, pacts them. Our team is focused on telling Washington counties have experienced ton, and two in Oklahoma, Le Flore and and from that perspective the NWA area stories that impact all our viewers across explosive growth over the past few de- Sequoyah. With 304,670 TV homes, the requires more activity on a daily basis; the entire region.” cades while the population has increased market is ranked 99th out of 210 markets plus, it represents a majority of the mar- When asked if KFSM has expanded more slowly in the Fort Smith area, and across the nation, between the Tri-Cities ket’s population.” quickly enough into Northwest Arkansas, was even estimated to decline in several of Tennessee-Virginia (98) and Green- News coverage between Northwest Ar- Comer pointed to the TV station’s ratings nearby counties. ville-New Bern-Washington, N.C. (100). kansas and Fort Smith “really is no differ- from Nielsen, a global information and Broadcast media companies are re- The rank is based on the number of house- ent,” said Shawn Oswald, president and measurement company, showing KFSM sponding to the growing population of the holds with TVs. The market moved into general manager for 40/29. The station with at least a 14% market share in the 5 two northernmost counties in the 11-coun- the top 100 in 2016, when it had 296,160 covers the news from the perspective of p.m. and 6 p.m. news hours. ty Northwest Arkansas/Fort Smith Des- TV homes. covering the entire market. “KFSM continues to hold a solid lead in ignated Market Area (DMA), and are The change in the market rank is tied to “It’s our responsibility to cover the en- all local newscasts, and from sign-on to steadily moving more resources into the population shift, said Ron Warren, as- tire market, and that is what we do,” Os- sign-off KFSM is the dominant TV sta- Northwest Arkansas while maintaining sociate professor and undergraduate di- wald said. tion winning both household ratings and existing viewership. As TV stations work rector in the UA’s communication depart- Advertisers have some flexibility when adults 18+ ratings,” Comer said. to make smooth transitions in the grow- ment. And the growth in the population it comes to reaching out to viewers in KFSM was established in 1953 with of- ing market, their sales and news seg- can be attributed to growth of the major both regions of the market. With the abil- fices in Fort Smith and opened the first ments have approached the Northwest employers in the area. The rise in the ity to split the signal between the two re- TV bureau in Fayetteville in 1972, Comer Arkansas and Fort Smith regions in simi- ranking makes the market more attrac- gions, 40/29 advertisers who only want said. KFSM’s outlook is to “continue to lar ways. tive for advertisers. their ads to run in Fort Smith, can do so. add quality journalists and staff because “People are moving here because of The station, which is owned by Hearst we have evolved past KFSM to now have Explosive Growth jobs,” Warren said of Northwest Arkan- Television, was established as Channel 40 two TV channels, KFSM and our sister Between 1960 and 2015, the DMA has sas’ growth. in 1971 in Fort Smith, and in 1977, as station, KXNW.” Along with its website, experienced a 200% increase in popula- Channel 29 in Fayetteville. On Jan. 2, the the company also offers mobile apps for tion. In that period, Benton County saw Keeping it Local company launched a new channel, MeTV news and weather. the largest increase in the market with a When it comes to how KFSM ap- Arkansas, showing popular shows from “Our plan for growth is to continue 588% rise to 249,672 people in 2015, from proaches sales in Northwest Arkansas the 1970s and ’80s. It also owns the Ar- pushing every day to offer the best cover- 36,272 in 1960. The population in Wash- and Fort Smith, “the similarities far out- kansas CW, which recently started a age of local news on whatever device you ington County, with the second highest weigh any differences,” Comer said. morning news show. have available,” Comer said. “Fortunate- increase, rose 304% to 225,477, from “Most of our customers are seeking to KNWA and FOX affiliate KFTA-TV, ly, this is a growth market, and as long as 55,797. Sebastian County, which includes gain market share across the entire region both owned by Nexstar Broadcasting of we do our jobs well, growth is a natural Fort Smith, had 66,685 people in 1960 which is different than just 10 years ago Irving, Texas, also cover the market in byproduct. ... Key to our growth is not ne- and 79,237 in 1970, but by 1980 Washing- when the market was more divided and similar ways. In a statement, general glecting anyone. I don’t think you need to ton County had more people than Sebas- less cohesive.” manager Lisa Kelsey said “we approach dismiss someone to cater to someone else. tian County. Since 1960, the county’s pop- As far as news coverage, “we have two clients in our DMA the same way because This region is stronger when we accept ulation has risen 92% to 127,780, and was offices that staff journalists in both met- our goal is to do what is best for them. We that it is one market.” w

NORTHWEST ARKANSAS BUSINESS JOURNAL FEBRUARY 20, 2017 7 FOCUS Media & Marketing

Local team produces ‘Cook with Brooks’ on AETN

By Jennifer Joyner has built a Northwest Arkansas audi- tom vehicle manufacturer for NA- for season one came out of the group’s ence through the course of several re- SCAR, and he’s worked as an actor on own pockets, shooting was limited to Steven Brooks has taken his TV chef gional TV programs and appearances, CW’s “One Tree Hill” and the Univer- Northwest Arkansas. However, now role statewide with a weekly show on starting with a four-year stint on Jones sal Pictures film, “Leatherheads.” He that the show has several underwriters, the Arkansas Educational Television TV, which led to regular segments on serves as executive producer and direc- the plan is to take it statewide, he said. Network (AETN). Fox News Edge and local NBC affiliate tor for “Cook with Brooks” and handles Chef Brooks and the Bod High Produc- “Cook with Brooks” debuted Jan. 7 KNWA. The KNWA segment led to the the technical side of Bod High, while tions team signed a one-year contract with and airs Saturdays at 5 p.m. It is differ- show “Cooking Today,” which aired 291 Hammarstrom, with her experience in AETN. After the year is up, Duckworth ent than Brooks’ previous ventures, episodes from 2014 to 2015. graphic design and shopper marketing, said they just plan to see where the show shown primarily in Northwest Arkan- At “Cooking Today,” he worked with handles the creative. For now, their goes, whether that means subsequent sea- sas, because it focuses on local farms as producer/director Jeremy Duckworth, company is a two-person operation run sons on AETN or possible national expo- well as cooking. “The mission of the and the duo had aspirations to own the from their downtown Rogers home. sure through a pickup from PBS. show is to tell the food story in Arkan- show. They wanted fewer episodes with Hammarstrom said Chef Brooks’ sas,” Chef Brooks said, adding that he more in-depth storytelling and an ex- A New Audience likeability, cooking talent and his years wants to “show off” the players in all panded reach. Bolstered by a 2014 Out- “Cook with Brooks” has broadened of experience in TV played a major role levels of that story, “from the seed to standing Production of the Year award Chef Brooks’ audience significantly. in landing the show on AETN, but it fork and everything in between.” from the Arkansas Broadcasters Asso- AETN is Arkansas’ only statewide TV also helped that the team was already Chef Brooks previously owned Soul ciation and good ratings, they shot a pi- network, reaching 95% of the state and assembled and certain marketing ele- restaurant in Fayetteville and has lot for “Cook with Brooks” in 2015. The its surrounding area, said public rela- ments, including a website, were al- served as executive chef for Blessings viewership surprised the network, tions manager Tiffany Head. ready in place for “Cook with Brooks,” Golf Club and later Springdale Country Duckworth said. “They thought we Each year, AETN broadcasts more when it was pitched to the channel. Club. In 2013, he became corporate ex- were going to get slash marks,” mean- than 110 hours of new, original produc- And the team believes its message ecutive chef for the Van Buren-based ing no ratings to speak of. tions, she said. For all hours broadcast resonated with programming execu- food distribution company Tankersley Michelle Hammarstrom, Duck- on AETN in fiscal year 2016, 283 hours, tives. “I think they saw what we were Foodservice. His work requires travel worth’s wife, quit her full-time job at or 3%, were local programming. The rest trying to do,” Duckworth said. throughout Arkansas and Oklahoma, Catapult Marketing in early 2016 to comes from a variety of sources, includ- Tony Brooks, interim director of which allows Chef Brooks to become serve as creative director and marketer ing PBS, National Educational Telecom- AETN, said to be picked up a show needs acquainted with farmers, chefs and on the project, and the team began film- munications Association, American to fit the organization’s mission and crite- foodies across the state for the show. ing the first season that year. Public Television and BBC. ria. “If it’s a program that educates, in- Chef Brooks said he’s “just a chef” Duckworth and Hammarstrom are “Cook with Brooks” will air through- spires and tells the story of Arkansas, and “not a TV person,” but his TV ca- co-founders of Bod High Productions. out 2017, Chef Brooks said. There are 13 that’s what we’re looking for,” he said. reer dates back to the 1990s in his His varied career history includes episodes planned, and most have al- Tony Brooks said he appreciates that hometown of Birmingham, Ala., and he stints as an auto racer and later a cus- ready been filmed. Because the budget the “Cook with Brooks” show features Arkansas-grown products and that Chef Brooks uses them in a creative way. “People can learn to eat better, learn how to use lo- cally grown products,” he said. The content of the show aside, Chef Brooks believes his tenaci- ty might also have played a part in getting the show on air. After the team sent footage and didn’t promptly hear back. Chef Brooks visited the AETN office in Conway while travel- ing with work and gave an im- promptu pitch at a production meeting. “I just don’t ever take ‘no’ for an answer. I don’t take not be- ing replied to for an answer. I’m going to go knock on your door,” Chef Brooks said. “Cook with Brooks” is in a time slot after a rotation of “America’s Test Kitchen” and “Cooks Country,” the most-popu- lar and most-watched cooking programs with over 2 million weekly viewers, according to the show’s site. And on AETN Chef COURTESY Brooks has the potential to reach a few of the network’s more than “Cook with Brooks” executive producer and host Chef Steven Brooks, left, executive producer and director Jeremy Duckworth and marketer and creative director Michelle Hammarstrom on set at 460,000 viewers per week. “It’s a Bansley’s Berkshire Ridge Farm in Harrison. dream come true,” he said. w

8 FEBRUARY 20, 2017 NORTHWEST ARKANSAS BUSINESS JOURNAL THE LIST Largest Television Stations

Ranked by Nielsen household rating for the 11-county Designated Market Area during the weekday newscasts in November.

STATION PHONE WEBSITE LOCAL EXECUTIVE RANK ADDRESS, CITY ZIP NETWORK FAX EMAIL 6 A.M. 5 P.M 6 P.M. 10 P.M. CORPORATE OWNER KFSM-TV, Channel 5 CBS 479-521-1330 www.5newsonline.com 5.1 14.0 14.3 8.6 Van Comer 1 4201 N. Shiloh Drive, Suite 169, Fayetteville 72703 479-521-6579 through website Tribune Co.

KHBS/KHOG-TV, Channels 40/29 ABC 479-631-4029 www.4029tv.com 3.4 5 5.3 3.8 Shawn A. Oswald 2 2809 Ajax Ave., Suite 200, Rogers 72758 479-878-6079 through website Inc.

KNWA-TV, Channel 51 NBC 479-571-5100 www.nwahomepage.com 1.8 3.6 2.6 3.1 Lisa Kelsey 3 609 W. Dickson St., third floor, Fayetteville 72701 479-571-2800 [email protected] Nexstar Broadcasting Group Inc.

KFTA-TV, Channel 24* FOX 479-571-5100 www.nwahomepage.com NA NA NA NA Marty Houston NR 609 W. Dickson St., third floor, Fayetteville 72701 479-785-2411 [email protected] Nexstar Broadcasting Group Inc.

Notes: NA — Not available. Rating refers to a percentage of all television sets that are turned on at that given time. The 11-county Designated Market Area includes nine in Arkansas and two in Oklahoma. *KFTA’s only newscast is a one-hour program at 9 p.m. Source: Nielsen Media Research, the stations Research by Paul Gatling

THE LIST Largest Radio Stations

Ranked by Fall 2016 share* for all people age and 12 and older.

COMPANY NAME PHONE WEBSITE FALL 2016 SHARE FREQUENCY BRAND NAME LOCAL EXECUTIVE RANK ADDRESS, CITY ZIP FAX EMAIL FALL 2015 SHARE % CHANGE FORMAT CORPORATE OWNER TITLE KKIX-FM 479-521-0104 www.kix104.com 10.6 11.6% 103.9 Today’s Country Kix 104 Clyde Bass 1 2049 E. Joyce Blvd., Suite 101, Fayetteville 72703 479-587-8255 clydebass@.com 9.5 Country iHeartCommunications Inc. market manager KIGL-FM 479-521-0104 www.933theeagle.com 6.6 -2.9% 93.3 93.3, The Eagle Clyde Bass 2 2049 E. Joyce Blvd., Suite 101, Fayetteville 72703 479-587-8255 [email protected] 6.8 Classic rock iHeartCommunications Inc. market manager KEZA-FM 479-521-0104 www.magic1079.com 6.6 22.2% 107.9 Magic 107.9 Clyde Bass 2 2049 E. Joyce Blvd., Suite 101, Fayetteville 72703 479-587-8255 [email protected] 5.4 Adult contemporary iHeartCommunications Inc. market manager KMXF-FM 479-521-0104 www.hotmix1019.com 5.5 -27.6% 101.9 Hot Mix 101.9 Clyde Bass 4 2049 E. Joyce Blvd., Suite 101, Fayetteville 72703 479-587-8255 [email protected] 7.6 Contemporary hits/pop iHeartCommunications Inc. market manager KMCK-FM 479-521-5566 www.power1057.com 5.5 -19.1% 105.7 Today’s Hit Music Power 105.7 Dale Daniels 4 4209 Frontage Road, Fayetteville 72703 479-521-0751 [email protected] 6.8 Contemporary hits/pop Cumulus Broadcasting Inc. market manager KKEG-FM 479-521-5566 www.983thekeg.com 2.6 -13.3% 98.3 The Keg Dale Daniels 6 4209 Frontage Road, Fayetteville 72703 479-521-0751 [email protected] 3.0 Classic rock Cumulus Broadcasting Inc. market manager KCYT-FM 479-303-2034 www.967thecoyote.com 2.4 -4.0% 96.7 The Coyote Candace Dixon-Horne 7 2704 American St., Springdale 72764 479-303-2037 [email protected] 2.5 Country Hog Radio Inc. general manager KFMD-FM 479-303-2034 www.star1015fm.com 2.1 -40.0% 101.5 Star 101.5 Candace Dixon-Horne 8 2704 American St., Springdale 72764 479-303-2037 [email protected] 3.5 Classic hits Hog Radio Inc. general manager KAMO-FM 479-521-5566 www.nashfm943.com 1.8 125.0% 94.3 Nash Icon Dale Daniels 9 4209 Frontage Road, Fayetteville 72703 479-521-0751 [email protected] 0.8 Classic country Cumulus Broadcasting Inc. market manager KQSM-FM 479-521-5566 www.921theticket.com 1.6 -15.8% 92.1 The Ticket Dale Daniels 10 4209 Frontage Road, Fayetteville 72703 479-521-0751 [email protected] 1.9 Sports talk Cumulus Broadcasting Inc. market manager KFAY-AM 479-521-5566 www.newstalk1030.com 1.1 -50.0% 1030 News Talk 1030 Dale Daniels 11 4209 Frontage Road, Fayetteville 72703 479-521-0751 [email protected] 2.2 News/talk Cumulus Broadcasting Inc. market manager KAKS-FM 479-303-2034 www.espn995.com 1.1 -21.4% 99.5, 105.3 ESPN Northwest Arkansas Candace Dixon-Horne 11 2704 American St., Springdale 72764 479-303-2037 [email protected] 1.4 Sports talk Hog Radio Inc. general manager KBVA-FM 479-787-6411 www.variety1065.com NA NA 106.5 Variety 106.5 Gayla McKenzie NR 1512 Arkansas Highway 72 S.E., Gravette 72736 479-787-6116 [email protected] NA Variety Hendren Communications Inc. general manager KFFK-AM 479-582-3776 1390thecenter.com NA NA 1390 The Center News/Talk Steve Butler NR 300 N. College Ave., Suite 301, Fayetteville 72701 479-571-0995 [email protected] NA News/talk Butler Broadcasting Co. LLC owner KOFC-AM 417-336-1570 www.bottradionetwork.com NA NA 1250 Kenna Bennett NR 1111 S. Glenstone Ave., Suite 3-102,Springfield, Mo. 65804 417-862-7263 [email protected] NA Christian Bott Radio Network account executive KAYH-FM 417-336-1570 www.bottradionetwork.com NA NA 89.3 Bott Radio Network Kenna Bennett NR 1111 S. Glenstone Ave., Suite 3-102, Springfield, Mo. 65804 417-8627-263 [email protected] NA Christian Bott Radio Network account executive KLRC-FM** 479-238-8600 www..com NA NA 101.1, 103.5 The Positive Difference Sean Sawatzky NR 110 N. Broadway, Siloam Springs 72761 479-238-8601 through website NA Contemporary Christian station manager

Continued on Page 10

NORTHWEST ARKANSAS BUSINESS JOURNAL FEBRUARY 20, 2017 9 THE LIST Largest Radio Stations Continued from Page 9

COMPANY NAME PHONE WEBSITE FALL 2016 SHARE FREQUENCY BRAND NAME LOCAL EXECUTIVE RANK ADDRESS, CITY ZIP FAX EMAIL FALL 2015 SHARE % CHANGE FORMAT CORPORATE OWNER TITLE

KUAF-FM** 479-575-2556 www..com NA NA 91.3 KUAF 91.3 National Public Radio Rick Stockdell NR 9 S. School Ave., Fayetteville 72701 479-575-8440 [email protected] NA News/talk University of Arkansas station manager KXNA-FM 479-582-3776 www.newrock1049x.com NA NA 104.9 New Rock 104.9 The X Steve Butler NR 300 N. College Ave., Suite 301, Fayetteville 72701 479-571-0995 [email protected] NA New rock Butler Broadcasting Co. LLC owner KREB-FM 479-582-3776 www.1190thefan.com NA NA 1190 The Fan Steve Butler NR 300 N. College Ave., Suite 301, Fayetteville 72701 479-571-0995 [email protected] NA Sports talk Butler Broadcasting Co. LLC owner KSEC-FM 479-756-8686 www.z957fm.com NA NA 95.7 La Zeta Eddie Vega NR 2323-D S. Old Missouri Road, Springdale 72764 479-756-8687 [email protected] NA Hot Spanish hits Vega Enterprises LLC station manager KRMW-FM 479-521-5566 www.949radiojondeek.com NA NA 94.9 94.9 Radio Jon/Deek Dale Daniels NR 4209 Frontage Road, Fayetteville 72703 479-521-0751 [email protected] NA Classic/Adult rock Cumulus Broadcasting Inc. market manager KYNG-AM 479-521-5566 www.kyngam.com NA NA 1590 The Ticket 2 Dale Daniels NR 4209 Frontage Road, Fayetteville 72703 479-521-0751 [email protected] NA Sports talk Cumulus Broadcasting Inc. market manager KURM-AM 479-633-0790 www.kurm.net NA NA 790 NA Kermit Womack NR 113 E. New Hope Road, Rogers 72758 479-631-9711 [email protected] NA News/talk Kerm Inc. president, general manager KURM-FM 479-633-0790 www.kurm.net NA NA 100.3 NA Kermit Womack NR 113 E. New Hope Road, Rogers 72758 479-631-9711 [email protected] NA News/talk Kerm Inc. president, general manager

Notes: NR — Not ranked because Nielsen only releases radio ratings for stations that subscribe to its service. NA — Not available or applicable. Fall 2016 data was released Jan. 20. *Share is the percent of all listeners age 12 and older who tuned in to a specific station Monday through Sunday from 6 a.m. to midnight. **Non-commercial stations are listener-supported. Source: Nielsen Media Research, the stations Research by Paul Gatling

CONNECTIONS Networking, events and newsmakers

NEW HIRES Harris McHaney & Faucette Title: executive vice president Food Production and managing broker LEGAL Brian Coan Organization: Arkansas Real Springdale Estate Commission Mitchell Williams Adds To Rogers Office Employer: George’s Inc. Appointment: chairman Little Rock-based Mitchell Williams Selig Gates & Woodyard recently an- Title: chief customer officer nounced staff additions to its law office in Northwest Arkansas. Previous employer: Buffalo Nonprofit John E. Alexander has joined the litigation practice in the Rogers office. He Wild Wings Keith Arnold graduated from the University of Arkansas School of Law in Fayetteville in Previous title: vice president Fayetteville 2015, then went to work for the Arkansas Attorney General’s Office. of enterprise supply chain and Employer: Airborne Systems Stuart Miller, a member with the litigation practice, will now be practicing strategic sourcing Technologies in the Northwest Arkansas office, the firm also announced. Title: CEO The firm also elected several attorneys to membership level, among them PROMOTIONS Organization: Circle of Life Hospice Wendy Johnson from the Northwest Arkansas office. Appointment: board of directors Mitchell Williams employs more than 80 attorneys in Arkansas (Little Rock, Education Rogers, Jonesboro) and Austin, Texas. w Cynthia Sides Jill McCune-Burt — NWABJ editors Fayetteville Bentonville Employer: University of Arkansas Employer: Wal-Mart Stores Title: director, office of industry Title: director, ethics & compliance engagement communications — U.S. Fadil Bayyari Title: president Previous title: vice provost Organization: Circle of Life Hospice Fayetteville Organization: Circle of Life Hospice for research and economic Appointment: board of directors Employer: Bayyari Properties Appointment: board of directors w development & Construction Denise Natishan Title: CEO APPOINTMENTS Rogers Organization: Circle of Life Hospice NEWSMAKER SUBMISSIONS Employer: Cameron Smith Appointment: board of directors Real Estate & Associates Notices of executive promotions, new hires or Doyle Yates Title: senior partner Charles Rateliff appointments may be sent by email to Chandler Hrack, [email protected]. Submissions may include Fayetteville Organization: Circle of Life Hospice Bentonville a photo, which will be used on a space-available basis. Employer: Coldwell Banker Appointment: board of directors Employer: The Winfield Group

10 FEBRUARY 20, 2017 NORTHWEST ARKANSAS BUSINESS JOURNAL REAL DEALS A look at important real estate transactions Mercy NWA acquires Bentonville clinic site for $2.4 million

Mercy Northwest and Lisa V. Smith, acquired the Palculict, was the seller. of $777,750. Arkansas recently 8,200-square-foot residence on South The Bank of Fayetteville helped fund Jeff Pederson with Lindsey and As- closed on a purchase Sechrest Circle, a purchase price of the deal with a one-year mortgage of sociates of Fayetteville was the listing of 19.4 acres in south- $269.52 per square foot. $722,500. agent. Debbie Barnes with Coldwell west Bentonville for West Highland Designs Inc., led by Jeff Pederson with Lindsey & Associ- Banker Harris McHaney & Faucette of $2.4 million. Lydia Elliott-McAllister, was the seller. ates of Fayetteville was the listing agent. Fayetteville was the selling agent. According to Ben- Kristen Boozman, principal broker City Title & Closing LLC of Fayette- The single-story building was built in ton County land re- and owner of Portfolio Luxury Real Es- ville was the title agent. 1959. cords, the healthcare tate of Rogers, was the listing agent. The building was built in 1977 on 1.63 Paul Gatling organization paid Realty Title & Closing Services of acres and has a recent appraisal from Talamore Residence Clayton and Sheila Eversole $2.83 per Springdale was the title agent. Washington County appraisers of A 3-acre estate home in Phase III of the square foot for the land, situated near the Elliott-McAllister acquired the lot in $704,650. Talamore neighborhood west of Benton- Bentonville Community Center at 1101 September 2010 for $215,000. The home ville recently sold for $565,000. S.W. Citizens Circle. The site is just south was built last year by Nall Custom Homes Bank Buy Erin and Johnny Vorhees bought the of the intersection of Southwest I Street of Springdale, owned by Mason Nall. A 2,580-square-foot vacant bank 4,716-square-foot residence on Timarron and Arkansas Highway 12. branch in Fayetteville recently sold for Drive from the Wibben Family Trust, a Mercy plans to develop the site into an Office Property $680,000, a purchase price of $263.57 per purchase price of $119.80 per square foot. approximately 15,000-square-foot clinic, An income-producing office building in square foot. People’s Bank of Senaca in Joplin, completed by early 2018. Fayetteville has a new owner after a re- GT Management LLC, whose mem- Mo., provided financing. cent sale worth $850,000. bers include Tom and Kendra Smith, Maria Fairchild with Lindsey & As- Pinnacle Abode Derrick Calhoun, through his 3 Cal- bought the 1.10-acre development at 1947 sociates in Rogers was the listing agent. New construction in the gated Pinna- houn C’s LLC, paid $85.16 per square N. College Ave. The four-bedroom home was built in cle Country Club neighborhood in Rog- foot for the 9,981-square-foot Butterfield Arvest Bank, the previous tenant, was 2003 and appraised in 2016 for $687,250. ers recently sold for $2.21 million. Plaza building at 2863 N. Old Missouri the seller. Wibben acquired the property in Feb- The Gregory L. Smith Revocable Road. Paragould-based First National Bank ruary 2005 for $750,000. Brott and Car- Trust, led by trustees Gregory L. Smith Albright LLC, led by Leatha A. (Ann) provided financing with a four-year loan rie Ritzel were the sellers. w

OUTSIDE OPINION Expert commentary from an industry leader Shopper marketing for all

Shopper marketing behave as shoppers, in different chan- the internet is teeming with free re- like, their motivators and barriers to pur- is an interesting — nels and formats, and leveraging this in- sources for small businesses. Creative chase, their habits and their feedback. and still fairly new — telligence to the benefit of all stakehold- entrepreneur Taylor Bradford calls it Consider The Path — In the retail concept. ers, defined as brands, consumers, “finding your blue person,” and best- space, there’s a lot of talk about the “path As recently as a de- retailers and shoppers.” selling author Ryan Levesque has built to purchase,” or the journey of the cus- cade or two ago, the That makes sense, doesn’t it? a multi-million dollar business around tomer toward the holy grail of a cash reg- phrase was still used While the landscape has grown more his simple “Ask” method. ister ringing. In shopper marketing, the more generically to complex, and millions of dollars are However you go about it, identify real experts understand that their tactics refer to point of pur- now dedicated to shopper marketing ef- your ideal customer and then stop cast- must take into consideration each step of Bethany Stephens chase (POP) efforts forts every year, the premise is actually ing such a wide net. You don’t need to that journey: pre-shop, during the shop such as in-store displays or marketing tac- still pretty simple: identify the target shout about your business from the and post-shop. tics at the shelf. The idea has consistently customer, understand their behaviors rooftops, and you don’t even need to These are the moments when a custom- been to attract the eye of the shopper at and put tactics in place to persuade talk to everyone … you need to speak di- er considers what to buy (again, whether the moment of decision and to compel her them to purchase. rectly to those who matter. it’s lemonade, laundry detergent, ideas or (as a general rule) to pick an item up, place The standard four Ps of marketing — Listen & Learn — In our business, we insurance), how much to spend, if they it in her basket … and preferably leave it product, placement, price, promotion — do it through digital surveys, in-store sho- should make the purchase today … and there through check-out. are obviously essential. However, wheth- palongs and shopper sessions aimed at al- even whether or not to return the item lat- These days, shopper marketing goes er you’re selling lemonade or laundry lowing brands and retailers to hear di- er. Whether it’s in a conference room with far beyond a last-minute ploy to catch detergent (or something far less tangible rectly from real, live (the thought of it!) a whiteboard or sitting solo in a coffee the eye in the aisle. There are entire such as insurance or ideas), taking a shop- shoppers. However, the simple practice of shop with a note pad, the most successful publications, events and even degree per marketing approach to your business sourcing shopper insights isn’t rocket sci- businesses scrutinize the entire path to paths and continuous learning institu- has merit. ence. Get to know your customers, and purchase and look for tiny, meaningful tions devoted to the art, science and So how can small local businesses and talk to them firsthand. Listen and learn. tweaks and improvements. w practice of shopper marketing. global brands alike take a page from the Survey them, spend time talking to them Bethany Stephens is director of Soapbox Insights + In- Wikipedia defines (yes, we could de- shopper marketing playbook and apply it and identify the consistent trends. fluence in Bentonville, a standalone division of retail bate it … but let’s use it as a starting to their everyday business? All your promotion plans and “shopper marketing company Kendal King Group. She can be point) shopper marketing as “under- Ask — Big businesses devote hun- marketing” strategies start right here: reached at [email protected]. The opinions ex- standing how one’s target consumers dreds of thousands of dollars to it, and with what your customers like and dis- pressed are those of the author.

NORTHWEST ARKANSAS BUSINESS JOURNAL FEBRUARY 20, 2017 11 the SUPPLYSIDE sponsored by Following the retail supplier community

Walmart continues to woo suppliers as a media buyer

By Kim Souza Walmart Exchange Wal-Mart Stores is known as a retail gi- Case study results from companies that joined the Walmart Exchange, the retailer’s internal advertising platform. ant selling everything from bananas to toy bongo drums, but in the past few years the retailer has also become a media buyer, Food Beauty Baby signing on suppliers like General Mills and Nestle as partners in an internal ad- 3.5% 9.7% 22% vertising platform known as Walmart Ex- lows suppliers to better target the right change, which is fueled with insights from customers with messaging geared to in- sales lift sales lift sales lift its internal Data Café. crease measurable online and offline The Walmart Exchange is another way sales. Walmart U.S. hopes to work together with Walmart Exchange has been around for Pet Home Apparel its vast supplier base on targeted market- a couple of years, but with more emphasis ing solutions that leverage sales data as moving toward online sales as well as in- 6.7% 2x 25.5% well as optimize advertising potential for store advertising there is a renewed push sales lift spend sales lift both parties. As more advertising dollars to get more suppliers onboard. A recent are steered toward digital means, there is report by digital ad agency SapientNitro Source: Walmart Stores Inc. a gap being created for suppliers that don’t concludes there is a wealth of opportunity have the means to track sales generated for retailers as media buyers with internal from digital ads because still about 90% of platforms. what they are going to buy when arrive in peat visits and engaged loyalty, the report sales occur in physical stores. The report said there are plenty of rea- a store. This shopper ambivalence creates states. Walmart says it can help suppliers fill in sons why a retailer like Walmart would an advertising and marketing opportunity “The in-store experience is more than the gap and sell more goods with its want to compete with the likes of Google at the point of purchase, from digital sig- money-off coupons or price reductions, es- Walmart Exchange program. With a net- for advertising dollars citing the cost and nage to product messaging delivered via pecially in categories where margins are work of more than 4,600 stores and 140 revenue benefits estimated in excess of text or email coupons. The researchers already thin … Stores with a physical pres- million shoppers a week, Walmart be- $100 million per year. Researchers agreed said there is an opportunity for retailers ence have a unique opportunity to interact lieves it is uniquely positioned to connect smart retailers such as Walmart, Amazon and suppliers to continue the dialog with on multiple dimensions, such as smell, the digital and physical worlds to under- and Target are already in the digital ad- the shoppers even after they leave the touch, feel, sound and taste. Physical re- stand what advertising is working and vertising market as sellers. The research- store which is a compelling proposition. tailers need to play to these strengths and what isn’t. The retail giant can also lever- ers said Walmart offers a unique view into Bill Atkins, senior vice president of integrate their brand experiences across age the strength of its Data Café all of their channels,” notes An- — a big data hub — that crunch- “The in-store experience is more than money-off coupons or price reductions, especially in categories drew Light, vice president of es and analyzes 2.5 petabytes of strategy for SapientNitro and data each hour from dozens of where margins are already thin … Stores with a physical presence have a unique opportunity to interact co-author of the report. social media websites, weather The Walmart Exchange is and transactional information on multiple dimensions, such as smell, touch, feel, sound and taste. Physical retailers need to play to beneficial to suppliers because totaling more than 200 data Walmart offers much more com- streams. Walmart has said its these strengths and integrate their brand experiences across all of their channels.” prehensive data, but not all sup- Data Cafe can reduce the pliers have been pleased with amount of time it takes to ana- — Andrew Light, vice president of strategy for SapientNitro the Exchange. Early on, lyze data and provide needed in- ConAgra was somewhat critical sights from 2.5 weeks down to about 30 customer’s shopping behaviors from business innovation at Rockfish, said the of the Walmart Exchange saying more minutes. This major time savings is bene- weekly grocery purchases to Black Friday “anytime marketing” is the next big poten- transparency was needed. ConAgra execs ficial to stemming lost sales. and Back-to-School events as well as Cy- tial for suppliers and their retail partners. complained they didn’t always know what The Data Café stands for Collaborative ber Monday purchases on Walmart.com. He said Walmart has solidified its posi- data points Walmart was collecting and Analytics Facilities for Enterprise and The report also indicates a resurgence tion as a media buyer for suppliers, and it using to purchase the media on their be- represents one of the largest data centers of the brick-and-mortar store which is will likely become more commonplace in half. The food giant has since said the in the world as the retailer tries to antici- good news for omnichannel retailers like the next couple of years as the retail chan- Walmart Exchange does have predictive pate shoppers’ needs. The Walmart Ex- Walmart and Target. That said, the re- nels continue to blur. capabilities such as weather events that change allows suppliers to track overall searchers said retailers have to make their In-store marketing can be done now have proved valuable to suppliers as “in- campaign conversion rates against pur- offline presence an asset that can be lever- that beacon technology is part of the-moment” marketing opportunities. w chases to detect how much offline versus aged effectively. Walmart’s infrastructure. Using its rich online revenue the advertising is driving Consumers are empowered by tons of shopper data experts say it’s only a matter in real time. Walmart makes this service information available across mobile devic- of time before consumers will begin being ABOUT THE SUPPLY SIDE available for free. es and social sites, but the researchers say texted or emailed of targeted promotions More than two decades after the death of Sam Suppliers needing deeper conversion with empowerment consumers are also as they shop their local Walmart. Walton, nearly 1,300 suppliers have set up offices metrics down to the placement or creative suffering from “analysis paralysis” which The report also sees multidimensional within a 27-mile radius of Wal-Mart’s home office level can get that service as well. Walmart has created space at the point-of-purchase marketing experiences as a key area for in Bentonville. The supplier community provides claims to provide expedient results as to for marketers to influence the final buying retailers and suppliers. While there is the about 6,000 high-income jobs and brings further whether the ad worked well or not. When decision. This is seen as a potential gold opportunity to drive increased basket socio-economic development and cultural diversity to signing on as partner in the Walmart Ex- mine for suppliers and their retail part- size, the in-store marketing opportunity is the region. The Supply Side section of the Northwest change suppliers work together with the ners. also a chance to an experience, Arkansas Business Journal focuses on the companies, organizations, issues and individuals engaged in media spend in ways that maximize sales The report said 57% of U.S. and Cana- build a dream, enhance a brand, and cre- providing products and services to retailers. with lower overall costs. The plan also al- dian in-store shoppers have not decided ate a desire for the future, prospective re-

12 FEBRUARY 20, 2017 NORTHWEST ARKANSAS BUSINESS JOURNAL the SUPPLYSIDE sponsored by Following the retail supplier community

Comfy Critters helping push IPG to $30 million in 2017 By Paul Gatling Shopping Network — selling 2,500 eight branded characters — a variety of products in less than 10 minutes — prehistoric, farm, sea and fantasy ani- Doug Keller has hitched his toy wag- IPG has launched its first national mals — and there are 14 licensed char- on to an online feline. If his track record television commercial and the com- acters. IPG announced in August 2015 is any indication, that should lead to pany has signed a worldwide dis- it signed the licensing agreement with even greater success for Rogers head- tribution deal through Austra- Nickelodeon to manufacture, distribute wear and apparel company Infinity lian-based distributor Funtastic. and market Comfy Critters products Product Group. With Comfy Critters playing a based on four of the cable network’s an- COURTESY INFINITY PRODUCT GROUP Keller, the company’s founder and larger role, Keller said IPG’s total imated television shows — “SpongeBob CEO, said IPG’s trademarked Comfy sales in 2017 are expected to be SquarePants,” “Teenage Mutant Ninja Critters brand will soon include a new more than $30 million, a 20% in- Turtles,” “PAW Patrol” and “Blaze and character — “Grumpy Cat,” an Arizona crease in the past four years. the Monster Machine.” feline whose real name is Tardar Sauce. “We’ve taken our time to grow Comfy Critters are available online Grumpy Cat, known for her distinct and expand the Comfy Critters only at Amazon.com and comfycritters. grumpy facial expression, has been an Comfy Critters Grumpy Cat Huggable Hooded Blanket. Made from 100% product from a grass-roots per- com. Keller said the website is drawing coral fleece. internet and television superstar since spective,” Keller said. “We’ve got about 1,000 unique visitors each day, 2013 when her owner’s brother posted a “The Grumpy Cat popularity is crazy.” our patent on the product, and and converting nearly 10% of those vis- picture of the puss online. The Official IPG produces and sells a wide variety we’ve put our marketing efforts behind it. itors into sales. Grumpy Cat Facebook page has nearly 9 of items in a number of retail outlets. It And we’re starting to see the results pay “Last year we were selling 200 Com- million followers, and the feline has made has licensing agreements with numerous off. Again, we do a big headwear business, fy Critters a week; now we’re selling numerous television appearances on all brands including Major League Baseball, but we’re definitely starting to get more 3,000 a week,” he said. “For us, we’ve major networks. Ford, Chevrolet, Primos and Professional calls from people who say, ‘Oh you guys never really based our success on what Keller announced the exclusive licens- Bull Riders. do the Comfy Critters.’ So, the change is we sell on the internet. But with Comfy ing agreement with Grumpy Cat’s owner But since securing a critical licensing definitely coming where one day IPG is Critters, it’s exciting to us that we are at Toy Fair, an annual trade show held re- deal with Nickelodeon 18 months ago, it’s [known for] Comfy Critters.” seeing our product sell other places be- cently in New York City and produced by the company’s trademarked Comfy Crit- sides brick-and-mortar stores. I com- the nonprofit trade group Toy Industry ters products that are beginning to gather Critters Mean Cash pare the trajectory we’re on with Pillow Association Inc. momentum in the toy category. Just in the Comfy Critters are wearable hooded Pets, and if you look at what it took “We’ll have the product in the market in past three months, Keller has made a suc- blankets that can also be transformed them four or five years to do, we are the July-August timeframe,” Keller said. cessful Comfy Critters pitch on the Home into a plush stuffed animal. IPG has well ahead of them.” w

Walmart.com revamp could include limited marketplace access

By Kim Souza com is also in the midst of limiting mar- made at Walmart.com because she said The Business Journal surveyed ketplace access for grocery and consum- small suppliers have found it difficult to Walmart.com to look for third-party Walmart.com continues to restructure ables. Marketplace sellers already have a maneuver the separate portals of marketers offering food for sale on the its operations under the direction of somewhat limited presence on Walmart. Walmart U.S., Walmart.com, Jet.com site. In the coffee category there were CEO Marc Lore and the new executive com, but if all access is restricted by and Hayneedle.com. She said aligning two third-party marketers selling Nestle team in an effort to simplify and stream- third-party marketers, suppliers will be the buyers should make it easier and creamer (flavored), one of those being line the buying process. Wal-Mart Stores able to ensure their margins are protect- simplify the communication chain. peppermint and likely a seasonal prod- spokeswoman Danit Marquardt recently ed. Eric Howerton, CEO of Whytespyder uct in stores. Dunkin’ Donuts Original told the Northwest Arkansas Business Walmart has not confirmed this in Fayetteville, said he’s heard rum- Blend Coffee was also sold by three Journal they will include consolidating change to marketplace access, but three blings of tweaks being made to market- separate marketplaces offering various the merchandising departments of on- people familiar with the situation said place access but had no details to share. sizes and flavors.Walmart.com was not line and offline sales. it’s on the table and likely for good rea- He did say that it makes sense for selling the exact items procured by “We recently rolled out a new retail son. Some suppliers feel their relation- Walmart to look at limited marketplace first-party suppliers. organization to establish teams that will ship with Walmart is weakened when a access for food and consumables because In the snack category, the Business be responsible for all facets of merchan- third-party marketer is able to sell the retailer wants to have better control Journal saw items such as Grandma’s dising — including first party and thirty brands that already do business with of the quality and service elements. Chocolate Brownie Cookies sold in party. As part of this new organizational Walmart. Howerton said Walmart.com has been bulk, by Tax Depot, a third-party mar- structure, the grocery and consumables Jami Dennis, CEO of Vendor Masters, focused on growing its online inventory keter. This bulk item was not found any- team will be responsible for all of these said she has not heard of the market- with the expansion of third-party mar- where else on the site. There were Little aspects of merchandising,” she said. place changes, but she is aware there are ketplaces, but with that the retailer has Debbie Brownies (12 count) being sold The buying teams in Bentonville will major changes underway in the food and had to give up some control. He said by The Market, and this product got a now also be responsible for online orders consumable categories. Amazon has also begun cracking down bad review of 1 star, saying the product which is designed to reduce the number “I encourage suppliers that I represent on third-party marketers who sell food. was stale and dry, and the customer of meetings and better align a suppliers to try and sell directly to Walmart and “Food is a category where Wal-Mart was sorry it was purchased. Little Deb- business strategy with Walmart U.S. A Walmart.com and avoid marketplace en- Stores dominates Amazon being the bie Brownies are sold by Walmart.com small buying team will remain in San trance. I have seen third-party market- larger grocery in the country and one of and at Walmart U.S. stores. The lack of Bruno to handle suppliers that only sell ers try and over price items they have se- the largest in the world. Walmart no control in the third-party marketplace online. cured on close-out which negatively doubt wants to deal directly with its sup- product quality is what Walmart.com is Suppliers in Bentonville have recently reflects on the brand,” Dennis said. pliers in food because that’s the only way likely trying to alleviate, according to told the Business Journal that Walmart. Dennis welcomes the changes being it can control the quality,” he added. Howerton. w

NORTHWEST ARKANSAS BUSINESS JOURNAL FEBRUARY 20, 2017 13 THEN & NOW Updates from past Forty Under 40 honorees Clay Conly nears 20 years with First Western Mortgage

Local mortgage ex- counties) and Western Arkansas (Sebas- ecutive Clay Conly tian and Logan counties). grew up in the south A return to Bentonville — a must, Con- Arkansas town of ly said, for any lender that wants to be a Gurdon, where his fa- player in Arkansas — should help First ther worked for the Western compete for added business in same employer — In- Benton County, considered one of the ternational Paper Co. most competitive lending markets in the — for more than state. Construction of the bank’s new re- 2005 three decades. tail branch at 1108 S. Walton Blvd., ap- SO...WE GOT A DEAL? “I always admired proximately 5,000 square feet, should be that,” Conly said. finished by the end of April. Now well into his First Western, which has three offices own professional ca- in Rogers and another in Bella Vista, pre- reer, Conly said he is viously had a branch in Bentonville, near starting to see the the Walton Boulevard/Highway 102 inter- benefit of staying with section, but it was closed in the early the same company for 2000s. a long period of time. “That was a bad decision, and we’ve al- 2017 Conly, 41, is president ways regretted it because about 40% of and CEO of First our loan business is in Bentonville,” Conly Western Mortgage (FWM), incorporated said. “We’re glad to be back. We feel like and expanded to Northwest Arkansas in we need to be back and think it’s going to 1991 as a wholly-owned subsidiary of be a very profitable location for us.” Booneville-based lender First Western Conly acknowledges the competitive Bank. Conly was hired by the mortgage market in Benton County is a challenge. company in 1998, immediately after grad- But, he said, the bank has built longstand- uating from Ouachita Baptist University ing brand recognition to carve its niche in in Arkadelphia. the region. Nearly 20 years later, Conly said the “We’re a small company, and we don’t thought of working anywhere else is un- spend a whole lot of money on market- Business brokers are notorious for imaginable. ing,” Conly explained. “But the people “When you have that tenure, I think who know who First Western is know caring about one thing: getting paid. people remember that and remember who I am. They know who [NWA Mar- where you are, and that is helpful,” he ex- ket President] Landon Taylor is, and they plained. “Secondly, if you like who you know who our people are. I think lon- We are not business brokers. We are merger and work with, you really start to develop gevity and the relationships we have some relationships that you just don’t built with our tenured folks are what’s acquisition advisors who take your life’s work as want to see go away. For me, it’s like work- kept us going.” seriously as you do. Our goal at Allan Taylor is to help ing with friends, and it’s a cliché for sure. The past 12 years have also brought you value, build and sell your business with confidence But it’s people you consider family.” growth to Conly’s family. He and his wife Conly was recognized as a member of Cara are kept busy with a son who is 9 and so you can focus on the business of what comes next. the Northwest Arkansas Business Journal’s a daughter who is 6. 2005 Forty Under 40 class. The mortgage “In 2005 on Saturdays I would get up "Allan Taylor combines sophistication, dedication, and a keen business since then, he said, has changed and go to the golf course, and Cara would immensely. Back then, it was much faster, get up and do whatever she wanted to do. understanding of M&A to put its clients in the best possible position." more accessible and more profitable. And then we’d meet up for dinner,” Conly Matt Mitchell, Attorney | Friday Eldredge & Clark “Then we hit 2006 through 2010, and recalled. “And we felt like we had a busy things changed a lot,” Conly said, a refer- day. Our lives have changed way more for ence to the economic downturn. “Knowl- the better. I’m just a regular person, and I edge and experience became more im- am so thankful for everything I have been portant. But we’re really getting back to given. I can’t complain about anything the where we were in the glory days of 2003, Lord has done for me.” 2004 and 2005. We’re starting to get to a Conly is a board member of Ouachita point now where we’re looking at how we Baptist and the Sunshine School of North- can grow our business again.” west Arkansas. He said his biggest profes- Visit AllanTaylor.co to download our free guide on the FWM, which has 10 employees, did sional ambition over the next decade is about $46 million in its secondary market growing the bank. difference between business brokers and M&A advisors. loan portfolio last year. Conly said he “We’ve come through the tough times, wants to grow that number to $100 million and the last few years have been fun in the next three years. FWM does busi- again,” he said. “We’ve started to see what 2403 SE Cottonwood | Bentonville, AR 72712 | 479.254.7887 ness in two different regions — North- kind of opportunities we might have.” w west Arkansas (Benton and Washington — Paul Gatling

14 FEBRUARY 20, 2017 NORTHWEST ARKANSAS BUSINESS JOURNAL NWA NOMINATION BUSINESS DEADLINES Submit nominees for the Business Journal’s 2017 awards by 5 p.m. JOURNAL Nominate online at nwabusinessjournal.com

Friday, March 24

NWA in Friday, April 14

Friday, June 2

Friday, Aug. 18

NORTHWEST ARKANSAS BUSINESS JOURNAL FEBRUARY 20, 2017 15 NORTHWEST ARKANSAS BUSINESS JOURNAL 5th annual

A-ListEach year, the A-List honors the top residential Realtors of Northwest Arkansas Tuesday, March 28 at 5:30 p.m. 11928 Churchill Downs Drive, Springdale 2.68-acre private estate presented by Tickets: $15 in advance, $20 at the door Contact Rob Gutterridge for details at [email protected] or 479-725-0394

16 FEBRUARY 20, 2017 NORTHWEST ARKANSAS BUSINESS JOURNAL