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Top Women Building Legacies Others Will Follow Their Path to Business Ownership
few years ago a press release that caught my attention came across my desk. The release included the results of a survey of 90-year-olds. The survey asked one question: You’ve lived a long life. What is the one thing you’d do differ- Aently if you could go back in time and change your life? The No. 1 answer: They’d leave a legacy. The 90-year-old respondents said that if they could go back in time, they would create something that would last a long time. The Top Women Business Owners (featured on pages 21 to 32) are certainly leaving their legacies, each and every day. That’s one of the reasons I look forward to this Top Women Business Owners issue each year. Not only because these top entrepreneurs are having such a big impact on our local economy and community but because these ladies have come so far. It wasn’t long ago that women had very few career choices. If a woman was lucky enough to attend college, she had very limited opportunities. Sure, she could be a teacher, nurse or secretary, but running a business was mostly out of the question. Not enough women were able to take risks, build businesses and create a path for others to follow. That’s not the case any longer. Thanks, in part, to the women featured in this issue. These women are blazing the trail for others to follow. It would have been easy, over the years, to work for someone else; keep their corpo- rate careers; and take the safe, comfortable approach to life, but they didn’t. They took the leap. And many were skeptical. Yes, there were naysayers who swore these women would never succeed. There were some who were certain they’d never build winning, profit- able businesses. And they were wrong. Each March, for the past 26 years, we’ve featured outstanding female entrepreneurs who took the leap. We continue to add to our alumni group each year. We honor them for not only taking that leap themselves but also creating an atmosphere that makes it easier for women to continue to make that leap. We honor them for the success they’ve enjoyed and for the sacrifices of making that leap — the sweat, blood, tears, bruises, etc. I want to personally thank all of these top women, not only for me but also for my 9-year-old daughter, Sara. If Sara had been born 40 or 50 years ago (maybe even 30), her career choices would have been limited. Now, thanks to these top women and the Berger,Berger, Cohen Cohen & & Brandt, Brandt, L.C. L.C. legacies they are building, my daughter and every young woman in America has a vari- THANKTHANKCongratulates Guy YOU YOUBrandt on the honor ety of opportunities waiting. ThankThank you you to toourWe ourWe clients are clients are so sograteful and grateful and employeesof toemployees being toour our clients clientsfor voted for earning and earning and partners. one partners. us us theof the therecognition recognition That’s really why we continue to focus on these Top Women each March. The goal asas one one of oftheYour theYour Best hard Best hard workLaw workBestLaw and Firmsand dedicationFirms M&A dedication for for Providershavethe havethe helpedthird helpedthird toyear maketoyear in make in St. ina row!aLouis row! is to honor the women in this community who are building a better tomorrow for my BC&BBC&B prides pridesBerger, itselfBerger, itself on Cohen on beingCohen being & well Brandt& well Brandt prepared prepared L.C. L.C. inone inoneits of itsconsultation, of consultation, daughter and every other member of this community. BC&B pridespersuasivepersuasive itself in inits on St.itsnegotiation St.negotiationLouis’ being Louis’ Best Bestandwell Lawand aggressiveLaw Firms.aggressiveprepared Firms. in inits itslitigation in litigation its consultation, Next year we’ll add even more success stories to the list. If you know a top woman persuasive in its negotiation and aggressive in its litigation. Berger,Berger, Cohen Cohen & Brandt,& Brandt, L.C. L.C. business owner who you don’t see on our pages this month, please send me (ron@ 8000 Maryland Ave., Suite 1500 Clayton, Missouri 63105 sbmon.com) her name. I want to make sure we include her in next year’s issue. n 800080008000 Maryland Maryland Maryland Ave., Ave., Ave., Suite Suite Suite 15501550 1550 | Clayton,Clayton | Clayton 63105MO 63105 63105 TheThe choice choice of aof lawyer a lawyer is an is animportant important(314) decision(314) decision721.7272 721.7272 and and | www.lawbcb.com | www.lawbcb.com shouldshould not not be bebased based solely solely upon upon advertisements. advertisements. 314.721.7272314.721.7272 www.lawbcb.comwww.bcblawlc.comwww.lawbcb.com
6 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM SALES MOVES BY MARK HUNTER ASK THE BANKER Why Is Customer Data Security Important to My Brand?
10 Questions to Create Most consumers understand that businesses use the personal information they collect to deliver more personalized products and a Prospecting Mindset services. And many appreciate the benefits, whether it means a discount on a service they purchase frequently or a recommendation for a product to try. ou’re behind on the number of only the benefit but also how it helped you from getting your own leads? calls you need to make for the them. 8. Who are the negative voices in my Customer trust can quickly erode, however, week. Worse yet, the quarter is 2. How does my personal style connect life I need to get rid of? There are peo- when personal data — from credit card num- Y bers to shoe size — falls into the wrong hands. nearing an end, and making that number with prospects and customers? Record ple with whom you associate that you If that happens to your business, you not only is looking impossible. Is this you? what makes you special and makes you a really can’t afford to spend time with. will face potential legal and financial issues You will never have anything to close person with whom people want to engage. Hanging out with negative people will but also could see the value of your brand sig- unless you first start to prospect, but just 3. How does what I sell differ from do nothing but create negative results. nificantly diminished in your customers’ eyes. because you have a list of leads doesn’t other options in the marketplace? Record 9. What are my personal excuses? mean they are going to instantly become everything that sets what you sell apart, OK, here is where it gets personal. One recent study (TRUSTe/National Cyber Secu- customers. but do not include price. There is no Write down every single excuse you’ve rity Alliance U.S. Consumer Privacy Index) found that more Americans are worried about their As much as sales process is a mindset, place for price in prospecting, so leave it ever had about why you didn’t prospect data privacy than about losing their primary I believe prospecting is at the top of the off the table when you were supposed to. Write source of income! Protecting customer data, mindset. If you don’t have the right mind- 4. What do I like about my custom- down everything. By no means is this therefore, should be high on your list of busi- set to prospect, then there is little chance ers? Record all the things you like about the time to leave anything out. When ness priorities. Here are a few ways to get you’ll prospect. This then translates into your customers, including aspects of their you’re done with the list, look at it started: even less to close. personal lives. closely and realize you are in control of 1. Keep encryption practices up to date. How do you create a prospecting 5. What are the main obstacles in my everything. Encryption technologies change rapidly, so mindset? First, thinking you don’t have day that block me from prospecting? Re- Every excuse is your excuse. It schedule updates regularly. Hackers are to answer this question is a mistake. cord all the activities you get caught up in doesn’t belong to anyone else. Each drawn to outdated systems. Prospecting is not an activity of just go- during the day that you feel keep you from one belongs to you. Your objective is to ing through the motions. No, it’s about prospecting. accept responsibility and not allow any 2. Minimize the data you collect. Collect only engaging, connecting and setting the table 6. What is keeping you from blocking one excuse to stand in the way of you the information you absolutely need and give customers the opportunity to opt out of shar- to create value. on your calendar specific time periods prospecting. ing it with others. Ready for my list? Here are 10 questions each day and week to prospect? You’ll 10. Who will hold me accountable? If you need to get serious about: never have enough time to prospect unless you want to succeed, you must be will- 3. Think about deleting data. Yes, there are 1. How does the customer benefit from you dedicate the time to do it. ing to be held accountable. Whom can business advantages to keeping customer what I sell? Record all of the things your 7. Are you relying on marketing to pro- you have as your partner? I like to say information on file. Depending on your busi- customers benefit from when they buy vide you with leads? Why? How good are that sales is not a solo activity but rather ness, your customers might appreciate privacy more than a special data-driven oer. from you. Be specific and include not the leads they give you? What’s stopping a team sport, and you need somebody on your team. Whom 4. Limit data access. If you decide to keep will you ask who can customer data, look for ways to minimize who Tuesday, April 23, 2019 ST. CHARLES CONVENTION CENTER hold you accountable? can access it. The more you limit access, the Take these 10 ques- fewer weak links there will be for hackers to tions to heart and use breach. them to propel you to- 5. Communicate with customers. Using Energize YOUR ward a more solid and simple, clear terms, let your customers know productive prospecting what you are doing to keep their information BUSINESS, mindset.n safe. EXHIBIT AT THE The bottom line: Lost customer data is easier Mark Hunter, of The to recover than lost customer trust. When 30th ANNUAL Sales Hunter sales motiva- you tell customers how you are protecting tion blog, is the author of their information, you increase their level of “High-Profit Prospecting: comfort with your company. And that is good Powerful Strategies to news for your brand. n PRESENTED BY Find the Best Leads and Drive Breakthrough Sales Debi Enders (debi.enders@ commercebank.com) is BIZEXPO Results.” vice president, small business banking at Reserve your space today! WWW.STLEXPO.COM 314.569.0076 Commerce Bank.
WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 7 ENTREPRENEUR’S TOOLBOX MASTERING LINKEDIN BY JAMES CANADA BY KATHY BERNARD
How to Avoid Presentation Hazards Running Text Ads on LinkedIn Visual information can be very powerful. A majority of what an audience absorbs from LinkedIn provides an easy, affordable Target a presentation is what they see. In fact, the audience remembers 55% of what it way to run simple text ads at the top or your ads to sees and only 38% of what it hears. side of your potential customers’ or job prospects in prospects’ LinkedIn pages. Such ads come certain loca- But visuals are so powerful that at times in a variety of sizes and ratios (square, tions, like they can create hazards for presenters. horizontal, and long text link) and feature those within When the speaker or the audience gets a simple, clickable headline, description, 25 miles of pulled into the information haphazardly, and small image. Downtown confusion can result. As presenters, we Note that you only have limited space St. Louis, can avoid misunderstandings by learning in these ads to get your point across. The plus other a couple of techniques to control how we headline can only be a maximum of 25 criteria, reveal information and visuals. characters. The description text can only such as job The first technique, called Clearing the be 75 characters (including spaces). title and Visual, has two steps. In the first step, tell Best practices: industry. the audience members what they are look- • Include a 50x50 pixel image to attract You can ing at and explain it in detail. In the second attention set your own step, explain the meaning and why the • Use a strong call to action like “Register schedule information is important. now!” or “Call today!” and budget and buy ads as either pay-per- https://www.linkedin.com/ad-beta/new- • Link to a designated, mobile-friendly click (PPC), so you pay only when some- advertiser.n Next, in combination with Clearing the landing page that matches the message of one clicks your ad, or cost-per-impression Visual, is the second technique, called your ad, or route sought-after job candi- (CPI), where you pay for every ad view. Ready Aim Fire. This helps keep a check on Kathy Bernard ([email protected]), CEO dates to your LinkedIn career page where Learn more: business.linkedin.com/mar- our behavior as presenters. Many times, of WiserU.com, is a St. Louis-based Linke- instead of addressing the audience, we they can find job postings keting-solutions/ppc-advertising. dIn expert/trainer who equips businesses to begin by talking directly to our visual. Ironi- • Develop and test multiple ads to see To get started, establish your LinkedIn maximize LinkedIn for sales, marketing, or cally, we tend to do this when we know the which ones garner the best response Campaign Manager dashboard, starting at fundraising. information either extremely well or not at all. You can prevent this habit by practicing. Remember the phrase Ready Aim Fire and follow these three steps: BUILDING INNER STRENGTH BY DR. DEB CARLIN n Ready. Reference the information with your arm outstretched and the palm of your hand open, gesturing to where you want the audience to look. Then, silently read the information to yourself and The Success of Succession gather your thoughts. n Aim. Look to the audience and find one understanding of it and how to move a pair of eyes. Life is approximately 20% mechanics mind to take the knowledge you have and n Fire. Deliver the information (what and and 80% psychology. With this being a person from one emotional state into imagine the most desirable outcomes is why from Clearing the Visual) to that pair reality, why do we so routinely leave the another. equally powerful. Give yourself time to of eyes. emotional side of planning out of the Life is a series of emotional experiences, daydream, literally, about a successful strategy? and the secret to a happy and productive succession process. Allow yourself to get Try these techniques next time you speak. Succession planning is an activity that life is simply knowing how to navigate the comfortable with the creation of a new There is no better feeling than audience most company owners would prefer not to mind to have thoughts and perceptions reality in your life — what you’ve created acknowledgment for a powerful and mean- deal with because it prompts angst. Time that produce productive emotions. We do thus far has been magnificent and success- ingful presentation. n and again, an owner puts off the meet- indeed have a choice about our emotions ful, right? n ings, much the way people delay writing since we are the creator of our thoughts. James H. Canada is managing partner/CEO a will. There are all sorts of reasons for As you think of your own succession Dr. Deb Carlin is president of Partners In for Alliance Technologies LLC, ITEN mentor these avoidant behaviors, but emotions plan or your clients’, do you find yourself Excellence LLC. Awarded numerous accolades and author of “Corporate to Entrepreneur: are at the core — the main one being fear. eager or anxious? Several recurring themes for her leadership, writing, speaking and teach- Strategies for Success.” Con- The lawyers handling these cases for emerge in the opening steps of succession ing, she holds an MS in statistical analysis and tact Jim at james.canada@ succession planning would serve them- planning: maintaining company morale, research methodology and a PhD in psychology, alliancetechnologiesllc.com, selves and their clients well by inviting determining whom to promote into which both from Saint Louis University. “Build the 636-734-2337 or www. psychology into the process. A psycholo- positions and timing. Strength Within” was her 11th book. For more alliancetechnologiesllc.com. gist is an expert in human behavior, the Knowledge is power, right? Using your information, visit www.drdebcarlin.com.
8 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM BETTER YOUR BUSINESS BY CHRIS MCCULLOCH
Fraud Prevention: Best Practices To Protect Your Business n today’s market it’s quite likely that to an email, phone call or text message • Do not access your business system in create checks and another to verify the your company has been targeted by requesting you to urgently activate or public systems. Utilize stand-alone comput- checks and send the issue files to the some sort of fraud. In fact, the AFP update an account. Avoid verifying your ers for accessing your online bank systems bank. I to help limit fraud risks. A stand-alone • Secure check stock, blank checks and Payments Fraud and Control Survey identity through a website or by calling a reported that 78% of companies were phone number. computer does not require a local area net- fax signatures. Require dual control targets of payments fraud last year. As • Perform regular system updates ensur- work (LAN) or wide area network (WAN) when accessing these items. industries become more digitized, fraud- ing your antivirus, antimalware software to access for general use. • Shred unused or out-of-date check sters are coming up with more algorithms and firewalls are up to date. Make sure CHECK FRAUD PREVENTION stock, blank checks and fax signatures. and hacks to access companies’ sensitive these programs are always running and • Replace check payments with ACH and Take this action prior to disposing of information. perform regular system scans to detect card payments. Doing so adds a layer of these items. Here are best practices to help prevent potential security threats. protection against paper-related fraud. • Track and investigate claims. When fraud against your company. • Always use trusted websites. Access • Implement payee positive pay services a customer, vendor or client claims to ONLINE FRAUD PREVENTION your Enterprise Bank & Trust accounts on all accounts. Positive pay systems detect have paid a bill but your records do not • Implement dual control and ‘out-of- and services through our trusted web fraudulent checks and prevent them from indicate a payment was made, ensure the band’ on all online payment transactions addresses or mobile app (available in being paid. check was not intercepted. – ACH, wire, etc. Dual control requires a the Apple App Store and Google Play). • Implement reverse positive pay services second level of approval to release online Always sign in to your accounts using the on low- volume accounts or when you are Chris A. McCulloch, CFE, is a Corporate payment transactions. Out-of-band is appropriate web addresses given to you by not able to submit issue files. This will Fraud & Physical Security Manager and an authentication process that utilizes a bank personnel. Never click on a link in allow you to verify, approve and pay/return Senior Vice President for Enterprise Bank & secondary device, thereby making it more an unsolicited email or text message. all presented checks manually. Trust and has served in the fraud industry for difficult for fraudsters to access a system. • Protect your internal network. Set up • Keep check issue files and online check more than two decades. • Train your employees to never share internal controls to protect your network registers up-to-date. This easy task helps online banking credentials (usernames, and password-encrypt your wireless access. ensures accuracy. passwords, etc.). Set up guest Wi-Fi accounts to segregate • Implement dual control with check • Never respond with your information access to critical systems. issuance. Have one employee assigned to
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WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 9 CULTURECENTRIC LEADERSHIP HIGH VOLTAGE MARKETING BY JONATHAN JONES BY TOM RUWITCH Will or Should Your Culture Last? Beware of Confusing, Conflicting Stats Few cultures are lasting, but most cultures change as people come and go. Should your current culture last? About Marketing ROI Most industries have up and down cycles, and the changes outside the organization force changes that the typical culture does not respond to easily. If you have a great, healthy culture, why wouldn’t we want it recently saw a fancy infographic full of to last? stats about email marketing. It made my head spin. Jim Collins, author of “Good to Great,” I Under the heading “Email Marketing identified three elements of great organi- ROI,” the graphic declared, “Every $1 zations: superior performance, distinctive spent on email marketing generates $38 impact and lasting endurance. in revenue.” Great organizations significantly outper- Wow! That’s pretty good. form their industry or peer organizations. But wait… Underneath that, was this claim: They make a distinctive impact on the “Email marketing ROI is 28.5% com- community they serve. One way to identify pared to only 7% for direct mail.” this is if your customers and communi- I’m no math whiz, but I translate that ties tell you they cannot imagine a world second stat to mean if you spend $100, without your organization. It must be you’ll make $100 + $28.50 (28% of your extremely dicult to replace this culture investment) for a total of $128.50. with another organization. Didn’t the first stat suggest I would generate $38 for every dollar spent – or To have lasting endurance, an organization $3,800 if I spend $100. must be able to last through three to four Which is it? leadership generations. Most organizations Beats me. barely last past two generations. Most Here’s another gem from the infograph- leaders do not think past their own leader- ic: “Revenue per email is $0.11.” ship. Great leaders do. Where does that stat come from? Is that an average across all industries? Does the If you are confident the other two ele- locally owned restaurant make $0.11 per ments are in place, the first step is to email or is it the spammer pitching little What do these statistics tell you, the Your business is unique. Your products ensure you are the best leader you can be, blue pills or is it the airline pitching high- small business person, who wonders and services are unique. Your marketing developing yourself and committing to priced vacation packages? whether email marketing is right for your copy is unique. Your marketing tactics are coaching and mentoring your next genera- Will I make $0.11 per email if I pur- business and wondering how much to unique. tion of leaders. Be extremely clear on your chase list from Billy-Bob’s Discount Email budget? Yes, I believe that businesses can vision and values that guide all leaders and List Vendor? Nothing. These stats tell you nothing! generate great ROI if they employ good employees. Don’t let anyone join or stay in Will I make $0.11 per email if I send Check that. These stats tell you that list-building practices, deliver engaging the organization if their values dier from irrelevant garbage to people who aren’t in some marketers try to throw a bunch of content to their followers, include strong your healthy culture. my target market? meaningless, contradictory data to bolster and compelling calls-to-action for sales and claims about their products. focus on maximizing the long-term value Think consciously about your heir apparent. Are those people generating $0.11 per In fact, at the bottom of this info- of customer relationships. A deliberate leadership development pro- email pros or posers? graphic is the following chest-thumping: But the only way for you to know wheth- gram is essential for developing cultures. Combine that $0.11 stat with this one: “(Email is) the rock-solid, time-and- er you’ll generate 38-to-1 ROI (or more, or If you don’t know who your heir apparent 18% of companies report an ROI of more customer-tested, marketing-approved way less) for your business, is to measure your is, be prepared to find and develop that than $76. to keep your customers coming back for investment and your return. person. For the sake of your great culture, Wow! $76 is twice as much as $38 (see more. And here are the stats to prove it…” All the other stats are just a bunch of developing leaders should be your most the first stat) and WAY better than a 28% Don’t get me wrong. I think email confusing, conflicting noise. n important role as a leader. n ROI (see the second stat). Wondering which businesses make up marketing works. But I’m not going to Tom Ruwitch is the president and founder of Jonathan Jones (Jonathan. the luck 18% who kill it with $76-to-$1 promise you 38-to-1, or 76-to-1 or 11-cent MarketVolt, an interactive marketing firm. For [email protected] or ROI? Me too. The infographic doesn’t per email return on your investment. more business-building marketing resources by 314-608-0783) is a CEO peer say. Such stats are misleading garbage. Tom Ruwitch, go to MarketVolt.com/resources. group chair/coach for Vistage International.
10 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM MARKETING WORKS FINANCIAL FITNESS BY JEREMY NULIK BY KAREN STERN Take Your Back-Oce Processes to the Next How to Place Bets in an Uncertain World Level Spoiler Alert: The Answer is to be More Human QuickBooks recently released a program for small-business owners who could benefit from more sophisticated QuickBooks soft- ware. QuickBooks Online Advanced may provide the accounting support necessary hen teenage kids misbehave, for some organizations’ continued growth. some parents take away the car Could your business use these exciting or cell phone. Others make W features? them mow the grass or clean bathrooms. n Include as many as 25 users. More team When she was raising her eight sons, members can edit and view crucial infor- therapist, author and self-proclaimed mation. This option could help you improve drama researcher Cy Wakeman did none your accounting workflow and accomplish of those things. Instead, she made her more tasks. kids play poker — with her and with their n Set custom user permissions. Owners next week’s allowance. can ensure the integrity and security of the Before her sons reached their teen data by choosing who can view and edit years, Wakeman, author of “No Ego: How information, which enhances productivity Leaders Can Cut the Cost of Workplace and informed decision-making. Drama, End Entitlement, and Drive Big n Import information for hundreds of in- Results,” would teach them about the voices at once. If your business uses other rules of poker, what a winning hand looks invoicing software, you can now transfer like and how to strategize. During these the information into QuickBooks for in- sessions, the kids would see everyone’s depth analysis and tracking. Avoid wasting cards so she could explain the complexity time on manual entry. Preserve invoice of the game. accuracy and increase eciency so you can In my recent interview with Wakeman focus on what you do best and improve on the “More Human” podcast (which your bottom line. you can subscribe to anywhere you listen n Get smart reporting powered by to podcasts), she highlighted a conversa- A way to lead your team members in five years (now 10 years back) and repeat Fathom. Make KPI tracking, data analysis tion she had with one of her sons when developing abilities to deal with uncer- the exercise. This will begin to resemble and custom reports more eective and he was “grounded” and asked to play tainty is backcasting, a simple framework the present day very little. Review what meaningful. The easy-to-read dashboards poker. Before he was willing to place his to review the ways they experienced emer- has changed and what has remained the and latest analytical tools help you make bets, he wanted to see his mother’s cards. gence and creativity in the past. With it, same. With the mobile device example, timely decisions and foster success. n “But that is not how poker is played,” you can bring into their consciousness the you would have to wait until you arrived Receive enhanced customer care. The Priority Circle membership included with she explained to her son. “You are betting idea that they are far more change-ready at your destination and arrange for some the software means you have a customer on your cards and your skill with the and therefore capable of dealing with time in a business center or office build- success manager to help you make the knowledge you have.” uncertainty than they realize. Here are a ing. You would have to call and schedule most of your software and its techni- a meeting with your team at home during And it dawned on Wakeman that this is few steps: cal features. Not only will your questions similar to what we experience in the work 1. Think of a ubiquitous technology business hours. receive priority, but QuickBooks will also world, as it relates to how we deal with or process in your company or your indus- You can step into the DeLorean and provide as many as five online training risk and what makes humans unique. try. It helps if the technology or process is move back farther if you wish, but it is courses for your accounting team. When all of the elements are known, taken for granted. A pop culture example likely you can achieve the intended effect Learn more about how QuickBooks can when you can see all of the cards, play- is the degree to which we can accomplish with the steps above. That is this: Human give your business a competitive ad- ing the game can feel better. However, all of our business tasks from a mobile beings were built for change. We are at vantage. Contact Karen Stern, partner that is not the way things work in life or device while traveling in the air. our best when there is uncertainty. If all in charge of the Brown Smith Wallace in business. There are unknowns. And 2. Take the team back five years and were certain, we would need only machine Entrepreneurial Services Group, at kstern@ today, it seems there are more unknowns ask each person to recall what life was solutions. But that is not our world. If we bswllc.com. n and more uncertainties than we have ever like. Have them tell the story of how they hope to have relevance for our brands or faced. That is why the leader who hopes would accomplish similar tasks without companies or selves in the future, then we to place effective bets on the future must the innovation. In the mobile device must learn how to be more human.n be able to interpret and deal with change, example, you would need to have multiple Karen Stern, CPA, (kstern@ and that leader must also enable a team of pieces of hardware and the attendant Jeremy Nulik ([email protected]) is evan- bswllc.com), partner in charge, other humans to understand how we can software, cables and power sources. gelist prime at bigwidesky, a human business Brown Smith Wallace Entrepre- approach uncertainty. 3. Take the team back another consultancy, in St. Louis, Mo. neurial Services Group, provides tax and accounting services for companies ranging from start- ups to $20 million in revenue.
WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 11 SPECIAL REPORT: TECHNOLOGY Developing a Communication Policy
BY SCOTT M. LEWIS
lectronic communications have if you don’t say become an embedded part of employees can’t Eour lives. In most cases, we don’t perform some even think about the process any longer; action, then you smartphones and other mobile devices are leaving it open have simply become the norm today. to interpretation However — as we are often reminded from a legal per- in the news but may rarely think about spective. — how we use that technology, what we n In some cases, say and to whom could come back to you can make haunt us. In some cases, our employees broad statements, forget that when they put something in such as prohibit- Bank Said NO? writing, they have created a legal paper ing any activity trail. What they said or committed to is that violates state now basically a legal contract or docu- or federal law We Can Help! ment that could be enforced in the event or prohibiting Improve cash fl ow • Increase profi ts Promote growth of litigation. sending via email, rules for acceptable use and behavior. It Local funder • Quick advances on invoices • Timely rebates Having a clearly defined policy really text or instant message anything that recommends that employees always avoid No up-front or hidden fees • No volume commitments is a positive step for employees. One of discloses confidential information about personal messages and maintain their your business. However, keep in mind corporate professionalism. Remember Call Joy Ann at the biggest reasons that companies find 636-458-2612 themselves in the communication hot the specifics, intent and mode of com- that your employees’ communications [email protected] seat is that in most cases, the employ- munication of the individual item you represent you and your business, so www.lexxfunding.com ees simply didn’t understand what was are covering in a blanket statement. make sure they know how you want your or was not appropriate. This is why n As with any policy, the senior man- business represented. The same ZDNet you have to think more broadly when agement must be willing to enforce it. article also states that every company developing your policy. A successful com- The problem with electronic communi- needs a communications policy and munication policy is not about managing cation policies is typically the reluctance that different companies’ requirements an individual process; it is about manag- to enforce them in a consistent manner. for one will be different. Also, because ing the technology usage of your entire These inconsistencies in enforcement of modern and emerging technologies, business. can actually create another legal problem these policies are becoming longer and Since developing a communication if a disgruntled employee pushes the more specific. n policy is a true business strategy, you issue. Keep in mind that policies are a should involve people from all depart- necessity today because of high litigation Scott Lewis is the president and CEO of Win- ments, including legal, compliance and rates, so the policy is the guideline and ning Technologies Group of Companies. Scott information technology. The individu- the teeth of your company. Without it, has more than 30 years of experience in the als you select to champion this process you’re gumming your food. But a strong technology industry and is a nationally recog- ST. CHARLES CONVENTION CENTER should understand guidelines of ap- policy lets you choose how hard you want nized speaker and author on technology sub- propriate use, communication methods, to bite when violations occur — just be jects. He has worked with businesses to em- retention policies and the internet usage consistent. power them to use technology to improve work within your company. n Although I do believe that all policies processes, increase productivity and reduce Energize YOUR If you intend to put together a commu- should be reviewed by your corporate costs. He has designed thousands of systems for nication policy that is going to actually attorney, I always recommend that they large, medium and small companies, and Win- BUSINESS, protect you when you need it, here are are written in terms that normal people ning Technologies’ goal is to work with compa- some things to keep in mind: would clearly understand, not legalese. nies on the selection, implementation, manage- EXHIBIT AT THE n Remove the vagueness. Action and It is easy to fall victim to someone who ment and support of technology resources. For uses should be clearly defined. Phrases signed an agreement but basically didn’t more information, visit www.winningtech.com such as “inappropriate” or “prohibited” understand the language; in some states, or call 877-379-8279. can sometimes depend on context, these legalese-filled policies have proved which can create confusion with your to be unenforceable. PRESENTED BY employees. The basic rule of thumb is According to a 2018 ZDNet article, a to be specific; clearly list out the actions communication policy should set a stan- BIZEXPO that are prohibited and remember that dard for appropriate content and include ReserveSt. Louis your Business space today! Expo WWW.STLOUISBUSINESSEXPO.COM 314.569.0076 April 23 www.stlexpo.com
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Winning Technologies Scott Lewis 636-379-8279 www.winningtech.com [email protected] Winning Technologies is a Business Management company that specializes in the selection, implementation, management and support of technology initiatives. Visit www.win- ningtech.com for more information.
um n Employee Turnover e our e
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WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 13 COMPANY NAME CONTACT INFORMATION
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Valley Insurance Agency Alliance (VIAA) 314.333.4910 6825 Clayton Road, #200 viaa4u.com • Clayton, MO 63139
14 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM Thank You for Selecting Us One of the BEST CONSULTING FIRMS in St. Louis THANK YOU TO ALL OF OUR CLIENTS, PARTNERS AND ASSOCIATES FOR THE TREMENDOUS HONOR OF BEING NAMED “BEST CONSULTING FIRM” FOR THE FOURTH CONSECUTIVE YEAR
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WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 15 COMPANY NAME CONTACT INFORMATION
Jason Bean- 314.991.5150 731 Old Frontenac Square Douglas Group douglasgroup.net • St. Louis, MO 63131 Guy Brandt- 314.721.7272 8000 Maryland Ave., #1500 Berger, Cohen & Brandt, LC bcblawlc.com • St. Louis, MO 63105 Chris Byron- 618.307.4054 411 St. Louis Street Byron Carlson Petri & Kalb, LLC bcpklaw.com • Edwardsville, IL 62025 Marie Carlie- 314.889.1100 101 South Hanley Rd., #800 BDO bdo.com • St. Louis, MO 63105 Brad Crandall- 314.872.3333 1610 Des Peres Rd., #100 Affinity Law Group affinitylawgrp.com • St. Louis, MO 63131 Dave Driscoll- 314.303.5600 1418 Westwind Dr. Metro Business Advisors metrobusinessadvisors.com • St. Louis, MO 63131 Tim Farquhar- 314.290.3300 One North Brentwood, #1100 RubinBrown rubinbrown.com • St. Louis, MO 63105 Peter Fischer- 800.791.3192 1401 Industrial Park Dr. Beehler Corporation beehler.com • Mountain Grove, MO 65711
Vincent Garozzo-Greensfelder, 314.241.9090 10 South Broadway, #2000 Hemker & Gale, P.C. greensfelder.com • St. Louis, MO 63102 Bryan Graiff- 314.983.1390 6 CityPlace Dr., #900 Brown Smith Wallace bswllc.com • St. Louis, MO 63141 Bob Guest- 314.872.3333 1610 Des Peres Rd., #100 Affinity Law Group affinitylawgrp.com • St. Louis, MO 63131 James Heffner- 314.726.1000 7701 Forsyth Blvd., #800 Danna McKitrick, P.C. dannamckitrick.com • St. Louis, MO 63105 Trevor Hulett- 314.721.0607 • 8000 Maryland Ave., #245 Best M&A R.L. Hulett & Company, Inc. rlhulett.com St. Louis, MO 63105 Mike Jefferies- 314.621.5070 7700 Forsyth Blvd., #1800 Armstrong Teasdale armstrongteasdale.com • St. Louis, MO 63105 Providers Michael Kaplan- 314.863.0800 7700 Forsyth Blvd., #1100 stinson.com • St. Louis, MO 63105 The following M&A providers were voted Stinson Leonard Street, LLP Terry Lammers-Innovative 618.201.8688 784 Wall St., Ste. 100M the best in St. Louis. Make sure you check Business Advisors, LLC innovativeba.com • O’Fallon, IL 62269 out the Awards page at www.sbmon.com to Tim McFadden- 314.889.8000 100 S. Fourth St., #100 stay up to date with other Best in Business Polsinelli polsinelli.com • St. Louis, MO 63102 nominations for 2019. John Meyer Jr.- 314.721.7701 7701 Forsyth Blvd., 12th Fl. Capes Sokol capessokol.com • St. Louis, MO 63105 Rebecca Newman- 314.725.9966 4220 Duncan, #401 Aon M&A Solutions aon.com • St. Louis, MO 63110 David Pritchard- 314.231.6232 One South Memorial Dr., #900 Kerber, Eck & Braeckel kebcpa.com • St. Louis, MO 63102 David Smith-Swink Smith Coplan 314.842.3303 3890 South Lindbergh Blvd., #200 & Company P.C. swinksmithcoplan.com • St. Louis, MO 63127 Patrick Sweeney-Greensfelder, 314.241.9090 10 South Broadway, #2000 Hemker & Gale P.C. greensfelder.com • St. Louis, MO 63102 Richard Tishler- 314.727.0101 7700 Bonhomme Ave., 7th Fl. Riezman Berger, P.C. riezmanberger.com • Clayton, MO 63105 Tessa Trelz- 314.621.5070 7700 Forsyth Blvd., #1800 Armstrong Teasdale armstrongteasdale.com • St. Louis, MO 63105
16 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM Congratulations BDO CONGRATULATES IBA LLC is proud to congratulate Terry Lammers MARIE CARLIE and all of this year’s Recognized as a 2019 Top M&A Best M&A Provider nominees Advisor by Small Business Monthly M&A and Transaction Advisory Services at BDO Three Straight Years 2017-2019 Every transaction comes with a unique set of opportunities, potential pitfalls, and strategic objectives. From due diligence through post
Missouri Office Illinois Office acquisition integration, BDO’s partner-led teams provide integrated,
410 Crestview Drive 784Affinity Wall Street, Suite 100MLaw Group,specially tailored LLC services at every stage of the transaction cycle, PO Box 101 O'Fallon, IL 62269 O'Fallon, MO 63366 (618) 688-2018 across the full spectrum of acquisition and disposition needs. (636) 549-8150 From M&A advisory and raising capital to providing a comprehensive www.innovativeba.com array of multidisciplinary services, BDO helps organizations THANK YOU TO OUR CLIENTS & COLLEAGUEStransform and thrive. FOR VOTING AND RECOGNIZING OUR COMMITMENT TO DELIVER OUR VERY BEST. THE SOURCE FOR BUSINESS OWNERS Marie Carlie, Tax Partner 314-889-1140 [email protected]
The Largest B2B Trade Show in Missouri ST. LOUIS Small ATTEND Small ATTEND Business MISSOURI’S St. Louis’ Best Credit Unions MISSOURI’S LARGEST Subscribe To Small LARGEST B2B TRADE Business B2B TRADE SBMMonthly SHOW ST. LOUIS How to Emotionally Handle Firing Monthly Close Employees Business SHOW STLOUISBUSINESSEXPO.COMLEARN MORE: ST. LOUIS MORE: STLOUISBUSINESSEXPO.COMLEARN MORE: NESSE WhatXPO.COM qualities do you think makes Affinity Law Group an award winner for Monthly SBMMARCH 2010 BDO USA, LLP 101 South Hanley Road, Suite 800, St. Louis, MO 63105 The Source for Business Owners SBM. SBMJANUARY 2010 The Source for Business Owners Get to Know St. Louis’ Top Attorneys
Are You Committing One of the The Area’s Best Customer Service Firms Subscribe To SBM. 5 Deadly Sins Of Banking? 10 Business Diversity Superheroes St. Louis’ Best Places to You Need to Meet Only $21.50 Hold a Meeting the “Best Law Firm” list? Play the Social Media Game to Get Sales Got the Guts to A Year Accountants and Advisors www.bdo.com Seth Burgett president of Yurtopia, Only $21.50 Per Year The one of St. Louis’ most innovative, exciting SUCCESS companies Raise“Our Your Price? clients appreciate the ability to seamlessly access the services of multiple practice areas. We know our FACTOR: What Old Boys’ Club? http://store. Find Out Who’s Got It This Year St. Louis’ Top Women Business Owners
Mike Shannahan, president of Cynergy Ergonomics, had the http://store.sbmon.com confidence to take a sbmon.com long-term approach to his business and clientspricing strategy. well. We anticipate their needs and deliver on our promises to them.” Kathleen Bilderback Learn how he did it. –
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Get the best of St. Louis’ entrepreneurial insight delivered directlyWhat to your differentiatesdesk. Affinity Law Group from other law firms? “Affinity is sensitive about each client’s desire to control legal fees to the extent possible. We seek 1 year ($21.50) 2 yearsefficiencies ($35.50) and3 years ($45.50) utilize alternative fee structures that assist clients in controlling costs without compromising Name ______Title ______Company ______the quality or timeliness of the legal services we provide.” – Bob Guest Address ______Congratulations City, ST, Zip ______Phone ______e-mail ______ My check payable to St. LouisWhat Small Business Inc. is enclosedshould clientsTO consider AFFINITY when selecting FOUNDERS a business law firm? Charge my credit card: Visa Mastercard Discover AMEX Account# ______“A business Exp. ______client should select a law firm that understands the intricacies of the client’s business and puts the Signature ______Mail to: 2451 Executive Dr.,client’s Suite 109, St. Charles, MO interest 63303 paramount. The law firm should be responsive to the client’s objectives and priorities.” www.sbmon.com- Ira| 314.569.0076 Potter Recognized as
Describe the ‘ideal’ client for Affinity Law Group,2019 LLC? Top M&A Advisors “A privately-held business with an entrepreneurial and forward-thinking ownership group and management team looking to grow, either organically or by acquisition,by with Small an eventual eyeBusiness toward transition to Monthly the next generation or a third party. This type of client is able to benefit from Affinity’s full range of legal services as we help them plan next steps throughout the lifetime of the business.” – Brad Crandall BOB GUEST BRAD CRANDALL
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WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 17 INSIGHTFUL DISCUSSION One-of-a-Kind Customer Service
Area Business Leaders Talk About the Importance of Customer Service to Their Clients and Businesses
Building A Customer Service Culture
What role has customer service played in the growth constant cycle. of Acropolis Technology? Customer service has been the most important, key fac- What have been the keys to building a customer tor that helped us grow. When we first started the busi- service culture? ness we thought we needed to hire the most advanced, If really comes down to hiring. We hire people with a technical people. Soon after we started the business, service mindset. We have a set of core values that we we discovered that was a little off. Technical people are hire for. Anyone we hire must match those core values. important, but if our employees lack social skills and Those core values include things like selflessness, being customer service skills, it will leave clients unhappy. We fully committed, being fully responsible and the drive learned that we could hire for customer service skills to be awesome, every time. That’s how we want every and we could train for technical skills. interaction with our customers and our vendors to be. We want it to be awesome all the time. That is the Most businesses take customer service for granted. criteria we hire around. How do you keep that from happening at Acropolis Technology? What advice would you give companies looking to We measure it. We constantly look at our Net Promoter improve their customer service? Score. (Note: Net Promoter Score is a management Listen to your customers. The adage that the customer tool, in the form of a customer survey, that can be used is always right may not necessarily be true but the cus- to gauge the loyalty of a firm’s customer relationships.) tomers’ attitudes and feelings about your business are Brad Butler After all interactions with clients we send out a survey, always right and you need to listen to and understand and we give customers a chance to tell us how we did. them. You need to be flexible because each customer Acropolis Technology Also, after any major project, we send out a specialized has a different need. You need to admit to your mis- acropolistech.com survey. We want to know how we did, and how we takes when you make them and always be developing can improve. The most important question we ask is, new skills. “Would you recommend us to your friends or peers?” It all comes down to building that relationship with The Net Promoter Score is probably the easiest and the client. If you have a good working relationship with most important thing we can measure. For the cus- someone and you do make a mistake, there is some tomer that is a detractor, someone from our manage- forgiveness there. If you don’t have a good relationship ment team will call that person and get more details on and you make a mistake, the client will terminate the the issue and see how we can improve ourselves. It is a relationship.
Serving Your Clients And Employees
What role does customer service play in the growth of people, but in order to retain people, it really comes Technology Partners? down to the care we provide to our employees. If they Customer service is everything. It really can be the dif- don’t feel like they’ve been treated with respect, there ferentiator for you. As a business, you have two custom- are a lot of firms that are calling on them. ers, your internal staff and your clients. In our world, the IT supply is not keeping up with the IT demand What tools do you use to measure your customer right now. We need to provide both groups (employees service levels? and clients) with great customer service. Every company Years ago we got some great advice from a former Cor- Lisa Nichols is struggling for talent now. So you need to come in porate CFO. His advice was to go out and find a third Technology Partners every day and know that your people are being courted. party to help us with measuring our customer service technologypartners.net Our business model is a big differentiator in attracting levels. He said we need someone else giving us feedback,
18 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM INSIGHTFUL DISCUSSION and it was much more credible when you have someone from the outside measuring for you. We went to the premier company that specializes in Net Promoters Score (NPS) for staffing companies. They do our NPS and then they tell us where we stack -RQ&(2KDGWKLVWRVD\DERXWXV up vs. our competitors. ' 6&DUZDVK(TXLSPHQW&RLVD We really liked the benchmarking that they gave us. We measure our employees and VPDOOPDQXIDFWXULQJFRPSDQ\LQ consultants with one survey and our clients with another. +LJK5LGJH:HKDYHEHHQWKURXJK We work very hard to make sure we deliver on all of our promises. We work really DORWRIXSVDQGGRZQVRYHUWKHODVW hard to meet the expectations of our clients. A dissatisfied client will go out there and \HDUVRIEXVLQHVV+DYLQJD tell others. You don’t want that. You want Virtual sales assistants out there selling for UHOLDEOHEDQNLQJSDUWQHULVFULWLFDO you. IRUWKHVXUYLYDORIDVPDOOEXVLQHVV DQGZHKDYHWKDWLQ0HUDPHF9DOOH\ What advice would you give companies looking to improve their customer service? %DQN09%HPSOR\HHVDUH If you ever want to know where you need to go with an organization, you need to lean UHVSRQVLYHDFFXUDWHFRXUWHRXVDQG into your clients and employees. They will tell you. A survey is a great start. It is really PRVWRIDOOIULHQGO\7KH\PDNH hard to improve if you don’t know where you are. You have to get a baseline. Custom- EDQNLQJHDV\,WLVDSOHDVXUHWR er service just needs to be a part of your culture. ZRUNZLWKWKHP
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St. Louis TOP WOMEN BUSINESS OWNERS
Learn How They Built Their Companies
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True Tenacit y
The Stories of 12 Women Who Had Creating Client Memories
Enough Faith in Their Experience and Sheri Jo Steens | Heart Events
Work Ethic to Take the Leap and Succeed wedding day is one of the most flatering that time and time again custom- memorable moments in a person’s ers come to us for the biggest day of their Alife. For Sheri Jo Steffens, her wed- lives. It’s an honor and very fulfilling and ding was not only one of the best days of inspiring.” WORDS BY RON AMELN PHOTOS BY BILL SAWALICH her life, it spawned her dream of entrepre- Steffens and her staff built a reputation neurship. as cutting edge designers and planners. When Steffens, then a pianist and music “Our key to success is constantly updating. teacher, planned her own wedding, she en- If you stand still, things will pass you by, joyed the experience so much she decided especially in this industry. Weddings are to walk away from her career as a musician always evolving. There is a lot of creativity hether it was taking the helm of a family and help others create memorable wed- involved in the wedding process. We want business, creating new possibilities for women dings. to do things differently. We are always The result is Heart Events, a wedding, trying new linens, textures, decorations… in their industry or the ability to see and sieze event and banquet planning company always experimenting and trying to move W Steffens began in 1988. For three decades, ahead.” the opportunity, the 2019 Top Women Business Owners Heart Events has listened to clients and The company has also built a reputation all chose ownership and found success. All 12 women carry then transformed their vision into real- of giving back to the community. Annually, with them industry expertise, business savvy and a drive to ity for their big day. As the company has the company selects several “Cinderella grown, so have their offerings. Heart Brides”—brides with extraordinary circum- continuously push forward by breaking down barriers every Events features three versatile wedding and stances that qualify them for a no-cost day. Through moments of hardship and successes alike, reception venues including Heart of St. dream wedding and reception. The brides Charles, Old Stone Chapel and Le Belle put complete trust in Steffens and the these women concentrate on reaching goals and setting new Coeur. Heart Events’ team; they see the reception standards, shaping their industries and the St. Louis business “You definitely get gratification at the room and wedding venue for the first time end of the night,” said Steffens, whose firm the night before their big day. community. Learn where this year’s Top Women get their assists with more than 300 weddings each “We are in the business of celebrations,” tenacity in the following feature section. year. “One of my favorite things is to walk said Steffens. “We give back as an exten- around from event to event and see what sion of that—to celebrate humanity.” kind of impact we have created. It is very
22 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM TOP WOMEN BUSINESS OWNERS Providing One-Of-A-Kind Building A Business Bringing A New Perspective Service Foundation On Quality To An Established Industry
Joy Bray | Chi Chi, LLC Helen Lee | Tao + Lee Kelly Schmidt | Central Air Heating and Cooling
hen it comes to standing out from the crowd, tarting a business from scratch is difficult enough, s a manager at a large, nationwide corporation Joy Bray knows the key: Give your customers but imagine starting that business in a new city, for almost two decades, Kelly Schmidt never something they can’t find elsewhere. where you had no business contacts and no previ- Aimagined one day she’d be on the roof of a W S home, clad in her pink hard hat, as owner of a HVAC That’s been the strategy Bray used to grow Chi Chi ous entrepreneurial experience. LLC, a full-service corporate travel, promotional prod- That was the landscape for Helen Lee and her hus- company. ucts and event planning company she started in 2003. band, Peter Tao, in 1995 when they moved to St. Louis But that’s exactly what has happened to Schmidt, “We don’t have voice mail in our office, and we from London, England to start Tao + Lee. The company owner of Central Air Heating and Cooling. She walked answer the phone on the first ring,” says Bray. “People is now an award winning design firm, providing architec- away from her corporate management job and today she appreciate the fact we answer the phone, especially in tural, planning, interiors and creative design services for is the CEO of Central Air Heating and Cooling, a local the travel business where people always go through those a diversity of HVAC company. Schmidt got involved in the industry automated prompts. We provide unique, one-of-a-kind project types, when she met her then boyfriend, now husband, who service. Our clients have our cell phone numbers so they sizes and ap- was working in the can get a hold of us 24-7.” plications. industry. “I started Diversifica- “We doing some part- tion helped decided the time work for his Bray survive in time was right company, just help- the tumultuous to start our ing out,” she said. travel industry. own busi- As she started She began the ness,” Lee doing more and business as a said. “Our more work on the travel agency first couple side, she started 16 years ago. of years were to learn more When airlines really lean, as about the HVAC eliminated we were just industry. She agency commis- learning the was hooked. She sions, the ma- business. In started working jority of Bray’s hindsight, we full time in the in- competitors would have dustry in 2015 and went into the done it a bit she took over the leisure travel differently. We came to St. Louis with no contacts, we reigns of Central market or went out of business. Bray decided to make didn’t know how the business of architecture was done Air Heating and her niche corporate, International travel. Chi Chi is in St. Louis, even though we’d worked in New York and Cooling in 2016. now known for helping C-Suite executives (CEOs, CFOs London. It is all about networking and who you know.” Bringing a Master’s degree in management and corpo- and COOs) travel abroad, either to conferences or com- It didn’t take Lee and Tao long before they became rate management experience to the business brought a pany offices. Many of her customers are located outside well known in the region. They started with small resi- unique perspective to the company, which has grown to of the St. Louis region. And, as many of her clientele dential projects and then received their big break when 16 employees. also needed help with event planning and promotional they began working in the hospitality/food industry. “My background in management and management products during their travels, Bray and her team added “That gave us easy visibility,” she said. “When we started of people has really helped us,” she said. “We’ve grown those services as well. working with restaurants, it gave us a platform to really each year. Whether you are working with a large corpo- “From the travel side, I survived,” she said. “There push our business.” ration or a HVAC company, you have the same prin- were once over 300 agencies in St. Louis and now there The company’s strength is its designs. “We come up ciples, you have tasks you need to accomplish, deliv- are maybe a dozen or so. People traveling internation- with quality designs that are interesting and a little bit erables, you have to be on time and on budget. I have ally, business class or first class, has become our niche.” edgy,” she said. “I think that sets us apart from some of taken my experiences and looked for ways to incorporate Bray said one of the most satisfying parts of owning the other firms.” those into HVAC.” the business has been watching the employees grow Another advantage for the company is its small size, One of the things that excites Schmidt about the along with the business. now with seven employees. “Having this size office gives industry is making a difference in others’ lives, each and “I like empowering my staff to do an awesome job us the flexibility to pursue smaller, more quality projects every day. and feel good about what they do,” she said. “I believe as well as larger projects,” Lee said. “By keeping our Said Schmidt: “At the end of the day, I leave happy everyone needs to make a living, but it goes beyond that. office small, we are able to maintain the quality of the and satisfied because I know I helped a customer. I Everyone needs to feel satisfied and make a difference design. We really like getting to know our customers. put in a unit to give them heat or air conditioning or in what they are doing. Because they enjoy what they do We’re in a service industry, and we really want to make replaced a part on a furnace or air conditioner to give and have a passion for what they do, that’s most satisfy- sure we are providing the very best for our clients.” them heat or cooling. I feel like I make a difference ing to me.” every day because something happens every day to make a customer happy.”
WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 23 TOP WOMEN BUSINESS OWNERS Following A Passion Leading The Firm Developing a Permanent To Help Others Into The Future Role Through Persistence
Ann Laiben| Premiere Home Health Care Jamie Jabouri | Schowalter & Jabouri, P.C. Chrissy Nardini | American Metals Supply Co.
s an attorney working for clients in the home hen Jamie Jabouri was in high school trying rowing up, Chrissy Nardini never dreamed of health industry, Ann Laiben admired the work to figure out her career path, she didn’t have working in the family business, American Metals of the dedicated nurses and therapists in the Wto look far for a role model. Her father, who GSupply Co., Inc. Her grandfather, Al Hassebrock, A began the business in 1962 and her father, Steve Has- industry. More importantly, she liked the idea of help- began his own accounting firm in 1976 with a partner, ing people, those in need of medical care, stay in the was admired throughout the community. sebrock, became the second generation owner in 1990. comfort of their homes. “I like the fact that my Dad was trusted by so many But something changed as Nardini began building a She was so moved by the industry, she decided to people,” Jabouri said. “We would always run into people budding career as a CPA. She started thinking more and leave her career as an attorney and start her own skilled in the community who trusted my Dad as an advisor for more about the family business. “I started to get more home health company in 2008. Today, Premiere Home their companies. I wanted to help businesses solve their and more involved in the business, and we really started Health Care has 40 employees and provides skilled nurs- problems as well.” growing and my passion really grew.” ing, skilled therapy, home health aides and social work After earning Nardini joined services. her CPA, Jabouri the business in She believes the key to the company’s success is its got the chance to 1997 and today quality. “Just like any other industry, you need to keep work side-by-side is the president doing great with her father 15 of the com- work to years ago at his pany. American succeed,” firm, Schowalter Metals Supply Laiben & Jabouri, P.C. Co. is a leading said. Last year, she was wholesale dis- “We’re not appointed presi- tributor of sheet a national dent of the com- and coil steel, or regional pany by the firm’s prefabricated company, Board. Schowalter duct and fittings and I think & Jabouri is a full- and a complete that helps service accounting line of HVAC us keep a firm, providing products. The handle on tax, audit and company has the quality review services, as more than 100 of care we well as advisory services. employees in are deliver- Before joining Schowalter & Jabouri, she spent five eight locations ing. St. years working with accounting giant Pricewaterhouse throughout the Louis is a Coopers. Jabouri said that experience has been vital to country. small town. her success at Schowalter & Jabouri. “My experience “Being in public accounting and working on the audit Word gets working at an International accounting firm provided a side of public accounting, I got to see the inside of a around lot of insight that is helpful today as far as how the firm lot of businesses,” Nardini said of her past experience. and you is managed,” she said. “When I joined this company, it was more the opera- establish Jabouri is excited to take the firm into the future. tions and growing the business that really attracted me. a reputa- “We’ve seen some of the biggest changes in public Any industry can be a great industry. It takes building a tion over accounting in the past 18 months, and those changes great culture and great people making it all come togeth- the years. Our employees go above and beyond for our are projected to continue to occur at a higher rate over er to succeed. That is the fun part and the challenge.” patients. That has been a huge part of our success.” the next few years. In five years, some are projecting Her time working outside the family business has also With the population continuing to age, Liaben and that public accounting is going to look totally different. been a benefit to Nardini and the company. “I’m a big her staff are excited about the difference they can make We’re going to be using artificial intelligence, we will proponent of family businesses and the idea that kids in the future. “People are living longer and there is an be using computer based programs to do analysis, and should work outside the business first,” she said. “It understanding that people don’t want to leave their some of the work our younger staff does might be going gives you more depth and understanding, regardless of homes. They want to figure out a way to stay at home. away and being replaced by software programs. We will where you work. I think my experiences have been really “This generation of people we are dealing with are continue to make sure we are keeping up with the train- valuable.” really an incredible generation. They have made great ing we need, and make sure we are keeping up with the Nardini says the company’s niche offerings are one decisions over the lives, they’ve fought every hardship technology curve.” of its keys to success. “Unlike our competitors, we have and challenge that came their way, and they are still do- Said Jabouri: “I’m honored the Board appointed stayed in a very narrow niche,” she said. “We sell raw ing it. They are still fighting, and they still want to be as me as the leader to help us into the future. It is a big materials, we don’t sell a line of equipment. All of our independent as possible. The job we do for them is very, responsibility. I’m excited about the changes we are mak- stuff is the raw materials. Staying narrow in our product very rewarding.” ing and the new talent we are bringing in and how that mix helps differentiate us from our competitors.” talent is going to reshape the future of the firm.”
24 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM TOP WOMEN BUSINESS OWNERS Turning A Brief Opportunity Building On Experience Evolving In A Rapidly- Into A Winning Business Changing Industry
Diana Everett | Success Promotions Angie Weigel | Destination St. Louis Candice Fowler | Donco Electrical Construction
ntrepreneurs should always be open to new oppor- ngie Weigel admits that she never really thought ow do you grow a business in a rapidly-changing tunities. Don’t believe it? Just ask Diana Everett. about owning her own business. But when her industry? Diversification. Twenty years ago, as owner of a retail store, former boss and mentor, Julie Greenspoon, came H E A Opening new service lines has been the key to growth Successories, Everett walked into the offices of the St. to her one day with the idea of succeeding her at Desti- Louis Blues to sell a series of corporate awards. During nation St. Louis, Weigel jumped at the opportunity. for Candy Fowler and her firm, Donco Electrical Con- the meeting, the team asked her if she could also handle “Julie was truly my mentor,” said Weigel, who pur- struction LLC. Fowler and her husband purchased the upcoming game day, fan giveaway items. Even though chased the business one year ago. “She believed in me business back in 1999. When her husband left in 2005 Successories didn’t handle corporate items, Everett was and that struck a chord. She said, ‘You can do this. You to run his family’s 5th generation business, Fowler, a for- quick to say, “No problem.” actually have been doing this you just don’t realize it.’ I mer special education teacher, took the reins and 100% That’s how Success Promotions began. Everett and couldn’t see myself doing anything else. It was the next ownership of the company. her husband, Chad Everett, immediately started the new logical step.” Today the company, with more than 300 employees, business and provided the Blues with the coffee mug Destination St. Louis is the region’s premier destina- looks nothing like it did 20 years ago. “When we bought and hat items. tion management company, specializing in complete the business, it was an electrical construction business “The idea (handling promo- event management, transportation logistics, custom tour that did some meter reading,” Fowler said. “I knew we had to diversify to stay profitable. We had to keep up tional items) just accidently programs and registrations. The company works with the changes occur- came up at the meeting,” Everett groups of all sizes, ring in the electri- said. “You have to always keep from 5-25,000, help- cal industry and your eyes and ears open because ing them make their with the technology meeting, conference you never know where the and services we or event a success. opportunities will come. We offer.” were not expecting that. If we Destination St. The company would have said, ‘Oh, we don’t Louis played a key shifted away from do that.’ We wouldn’t be here role in such high- construction and today. We said yes we can do it profile events as the today its services and off we went.” NCAA Final Four, run the gamut with Today, with 25 employees, Success Promotions han- Women’s Figure specialties that dles game day giveaways and season ticket holder gifts Skating Champion- include all aspects for 28 Major League Baseball teams and teams in the ships and the Major of meter services, NBA, NHL and collegiate leagues. The company pro- League Baseball gas distribution vides a wide variety of promotional items, from bags and All-Star Game. construction, infor- apparel to replica rings and hats. In fact, the company It’s only natural mation technology, provided over 1 million hats for MLB teams last year. that Greenspoon gas and electrical Everett was recently honored by MLB with its Supplier chose Weigel, who worked for the company for 20 years. design, and man- Appreciation Award, which honors the Diverse Business “I learned a lot over the years,” said Weigel, who is agement services. Partners (DBP) program supplier that has demonstrated known throughout the industry for her astute attention “Diversification is an ongoing process,” she said. “Our the most growth over the 20-year history of the program. to details. “I started at the bottom, and I learned how to job is to keep our finger on what is successful and what Everett, a native of Colombia, South America, immi- do everything in the business. This is a unique industry is not.” grated to the United States in 1979. because no day is the same and no client is the same. Fowler said building relationships, with both clients The key to the company’s success is coming up with I find that challenging and it keeps me and my staff and employees, helped the business survive and thrive innovative ideas and products. sharp.” over the years. “Everything we provide will be high quality,” Everett Weigel said the secret to the company’s success is cus- “The most important aspect is realizing that every- said. “We have our own art and graphic department tomer service and focusing on the details that matter to thing depends on the relationships you make with here. We can design and produce almost anything. clients. “We don’t usually say no,” she said. “We figure customers,” she said. “It is something that doesn’t come To be successful in this industry you really have to be out how to make it happen. We create experiences that quickly or easily, especially in my line of work. That im- innovative, coming up with new ideas all the time. We customers can’t get anywhere else, and we make it a portance of building that relationship and that people have an awesome creative department. We have a great seamless process.” know you are going to do what you say you are going to sales staff as well and we’ve continued to build great re- As she continues to grow the business, she also con- do is critical.” lationships with our customers. Everything ties together. tinues to promote St. Louis. “I am very excited about That’s enabled us to grow and grow.” the new changes at the Convention Center,” she said. Building off their success in the sports industry, “I hope the perception of St. Louis changes. If I can get Everett said Success Promotions has also been diversify- a client to come to St. Louis and see what we have to ing into more corporate work. “We are always looking offer, they are usually ‘wowed.’” for ways to continue to grow,” she said. “We have to be careful not to grow too fast.”
WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 25 Congratulations Lauren! We thank you for your leadership and passion for making IMPACT Group one of Inc. Magazine’s 500 fastest growing private companies in the United States and the second fastest growing company in St. Louis for 2009.
Lauren Herring, CRP, SGMS Lauren Herring, CRP, SGMS www.impactgrouphr.com President and CEO President and CEO +1.314.392.0658 800.420.2420TOP WOMEN (ext. 2658) BUSINESS OWNERS Cell: +1.314.440.8155 Fax: +1.314.453.0975 [email protected] 12977 N. OuterWe 40 Drive SuiteSalute 300 St. Louis, MO 63141St. Louis Women Business Owners
9326 Olive Boulevard, Suite 200 (314)726-2310 DALLAS / FORT WORTH / ST. LOUIS St. Louis, MO 63132 (314)726-2360 Fax [email protected]
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26 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM TOP WOMEN BUSINESS OWNERS Hard Work, Consistency Drives Business Building A Reputation As Good, Fair Growth Business Partners
Adrienne Williams | Document maging Solutions D S Karen Moore | Metro Medical E uipment & Supply
o you ever wonder how casinos fter a successful career working at some of the area’s most successful large corpo- come up with their ideas and rations such as Build-A-Bear Workshop and Payless ShoeSource, Karen Moore Dproducts for giveaways and Alearned the ins and outs of how to build a winning business. promotions? With her experiences under her belt, all she needed was the right opportunity to Meet Adrienne Williams, owner of bring those experiences to life in her own business. Document Imaging Systems. Williams Four years ago she found that opportunity in Metro works with casinos throughout the Medical Equipment & Supply. She purchased the medi- world to help them come up with cal supply company and has set the business on a path promotional giveaway ideas and prod- to growth. The company works with the U.S. govern- ucts. “What drives me is the hunt to ment (Veterans Administration, Department of Defense, find the perfect item that will make Indian Health Services, National Institute of Health), my clients happy,” said Williams, who supplying all types of medical supplies, from capital began the company in 1995. “Some- equipment to accessories. Metro Medical works with times I have to search worldwide for manufacturers around the country, helping them gain these items.” access to the government opportunities. Williams, whose father owned his “My past corporate experience has been very helpful to own electrical company, admits that me,” said Moore, who rose through the ranks at Build- she never really wanted to own her A-Bear, where she was in charge of international and own business. However, she didn’t domestic merchandising. “Through the business, you want to be a number in a large corpo- learn a lot about what strategies you need in order to manage a good, solid business, ration either. That drove her to start and what it takes to be successful.” the business 24 years ago. One of the things Moore learned early on was the importance of people. At Metro The business has evolved over the years. Williams actually began the company as a Medical, she’s surrounded herself with quality staff, and it has paid big dividends. “I’ve reseller of Xerox products. Years later, the company shifted to creating specialized copy- learned early on to hire smart people,” she said. “I work with some really smart people ing and blueprint copying for architects, engineers and construction companies. The here. The beauty is they don’t just see what is in front of them. They go beyond that. company has now shifted to the promotional products industry, with a special niche in They consistently challenge each other. The result is a well thought out strategy and helping casinos throughout the world. plan of action. That’s a gift for any business.” Williams said the key to the company’s success is hard work and consistency. “For Moore is excited about the company’s future. “We have great opportunities ahead our clients, we are a very reliable source for getting something done,” she said. “I am a for this business,” she said. “We’ve built a reputation for being good, fair business bend over backward vendor. We make it happen. When you say you need something, partners, and manufacturers appreciate aligning themselves with solid people. Through we make it happen. Success comes down to your level of customer service. We go the streamlined business processes and initiating solid fundamental best practices of the extra mile to get what our client needs.” business, we are looking forward to a bright future.”
2019 Top Woman Business Owner Honoree
Candice Fowler, Chairwoman and CEO Donco, LLC
THANK YOU to the Donco executive team, my family, the dedicated employees and every client who powers the continued success and future of Donco.
Visit us online at donco.co
WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 27 TOP WOMEN BUSINESS OWNERS Twenty-Six Years of Celebrating Top Women
Nicole Adewale Crystal Anderson Andrea Arco Tina Bader Marlita Bassett Dee Bax Lisa Bell-Reim Stacey Berisford Cheree Berry Dutchman Realty, Inc. ABNA Engineering Olneya Restoration Arco + Associates Computer Solutions Overall Painting Founded: 1988 Oculus, Inc. Anodyne Surgical Cheree Berry Paper Founded: 1994 Group Founded: 2005 Founded: 1996 Founded: 2001 dutchmanrealty.com Founded: 1994 Founded: 1981 Founded: 2006 abnaengineering.com Founded: 2007 arcoandassociates.com compsolstl.com oculusinc.com anodynesurgical.com chereeberrypaper.com olneya.com
Bonni Burns Pat Blassie Beth Boggs Geri Boyer Diane Michelle Brady Bethany Budde Lorie Sheila Burkett BAM Marketing Altair Travel Boggs, Avellino, Lach Kaskaskia Breckenridge- MMB Music Inc. SqWires Restaurant Burkemper Spry Digital Agency Founded: 1979 & Boggs, LLC Engineering Grou Barrett Founded: 1964 & Market iSymplify Founded: 2010 Founded: 2008 altairtravel.com Founded: 1999 Founded: 2006 mmbmusic.com Founded: 2001 sprydigital.com Diane Breckenridge Founded: 2009 bammarketingagency.com balblawyers.com kaskaskiaeng.com sqwires.com Interiors, Inc. isymplify.com Founded: 1988 breckenridge interiors.com
Pat Bush Cathy Byrne Susan Carpenter Emily Castle Susan Conklin Barbara Conrad Nancy Cripe Holly Gretchen Curry Cunningham Doc’s Byrne Software MFP Employee Castle Design Therapy Relief Conrad Consulting GRS Auction Services StaffLink Harley-Davidson Technologies, Inc. Benefits & HR Founded: 2003 Founded: 1993 Founded: 1991 grsauctions.com Hollyberry Baking Founded: 1987 Founded: 1985 emilycastle.com therapyrelief.com conradconsult.com stafflink.liveonatt.net Founded: 1955 Services Founded: 1998 byrnesoftware.com docsharleydavidson.com Founded: 1997 hollyberrycatering.com mfpemployeebenefits. com
28 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM or 26 years St. Louis Small Business Monthly has featured share of their business, generate revenues of at least $1 million a Top Women Business Owners section, in which we and have been in business for at least five years. That places them Fspotlight some of the area’s top businesses with women at into a unique entrepreneurial class. the helm. And, each year, these business owners continue to help the St. Louis business region grow and evolve in new ways. With their combined success, they illustrate how women are reshaping the business world and breaking the proverbial glass This section revisits our past winners who all have a majority ceiling.
Debbie Douglas Pam Duffy Tammy Duncan Cathy Dunkin Cory Elliott Diane Fennel Bonny Pepe Finn Dionneshae Douglas Group Rhodey Construction Select Steel Service Standing Partnership CMT, LLC American Staffing Filandrinos Stern Brothers & Co. (Dionne) Forland Founded: 1990 Founded: 1972 Founded: 1995 Founded: 1991 Founded: 2012 Founded: 2002 Staffing Solutions Founded: 1917 Missouri Home douglasgroup.net rhodeyconstruction.com selectstl.com standingpr.com cmtco.net americanstaffingstl.com Founded: 1992 sternbrothers.com Health & Therapy staffingsolutionsinc.com Founded: 2005 missourihometherapy.com
Nancy Friedman Julie Fry Jane Ganz Kim Garner Mary Ann Dianne Gibbs Anna Goessling Sherrill Sonya Gotto Telephone Doctor Select Artificials Directions in Design Best Transportation Gephardt ideas4promos and Arch Express Gonterman Advanced Resources Customer Service Founded: 1964 Founded: 1975 Founded: 2002 Quantum ideas mobile Founded: 2000 LaCHEF Catering Group Training selectartificials.com directionsindesign.com besttransportation.com Technologies, Inc. Founded: 1981 archexpress.net Founded: 1981 Founded: 2002 Founded: 1983 Founded: 1993 ideas4promos.com lachef.com advr.com telephonedoctor.com qtods.com
Kim Guinn Linda Brenda Hampton Tracy Hart Barb Hartung Ola Hawatmeh Jane Hilboldt Amy Heeger Lauren Herring Interiors By Design Haberstroh Hampton Corporate Tarlton Corporation Turning Point Ola Style Hilboldt Curtainwall, AME Constructors IMPACT Group interiorsbydesign.net Phoenix Textile Suites Founded: 1946 Advisors, LLC Founded: 2009 Inc. Founded: 2002 Founded: 1988 Corporation Founded: 1989 tarltoncorp.com Founded: 2010 olastyle.net Founded: 2005 ameconstructors.com impactgrouphr.com Founded: 1983 hamptoncorporatesuites. turningpa.com hilboldt.com phoenixtextile.com com
WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 29 TOP WOMEN BUSINESS OWNERS Top Women from 1993 through 2018
Rebbeca Herwick Sandi Gina Hoagland Susan Huber Vicky Hudson Cecily Hoffius, Jeanine Hood Carmen Jacob Teri Jacobson Global Products, Inc. Hillermann Collaborative Above All Personnel Hudson Managrment Judy Bellos Three French Hens NextGen Jacobson Staffing Founded: 1983 McDonald Strategies Founded: 1995 Services Ces & Judy’s Founded: 2003 Information Services Founded: 1999 Founded: 2002 aboveallpersonnel.com Founded: 1994 jacobsonstaffing.com globalproductsinc.com Hillermann Nursery Catering threefrenchhensantiques. Founded: 1997 getcollaborative.com hudsonmanagement & Florist Founded: 1981 com nextgen-is.com services.net Founded: 1951 cesandjudys.com hillermann.com
Edith James Jennifer Jermak Kathy Conley Kathy Jordan Janine Joubert Andrea Johnson Ann Kastendieck Teresa Katubig Shawn Khojasteh Comfort Shoe Clayton-Davis & Jones Dulay TechGuard Security V.L. Clark Chemical HireLevel Alternative Jordan Search Specialists Associates Inc. Founded: 2000 Company Founded: 1995 Behavioral Care The Conley Financial Consultants Centaur Building Founded: 1992 Founded: 1953 techguard.com Founded: 1991 hirelevel.com Founded: 2002 Group Founded: 2003 Services, Inc. comfortshoe.com claytondavis.com Founded: 1982 Founded: 1985 vlclark.com alternavativebehavioralcare. jordansc.com com theconleyfinancialgroup. centaurservices.com com
Julia Koelsch Kristin Koppen Lorrie Kramer Jennifer Labit Melissa Lackey Bonnie Laiderman Vicki LaRose Deanna Gretchen Spry Digital Koppen Group Gray Design Group Cotton Babies, Inc. Standing Partnership Veterans Home Care Civil Design, Inc. Kuhlmann- Land Founded: 2010 Founded: 1992 Founded: 1982 Founded: 2002 Founded: 1991 LLC Founded: 1996 Leavitt Werremeyer sprydigital.com koppengroup.com graydesigngroup.com cottonbabies.com standingpartnership.com Founded: 2003 civildesigninc.com Founded: 1964 veteranshomecare.com Kuhlmann Leavitt Founded: 2001 werremeyer.com kuhlmannleavitt.com
30 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM Cheryl Lauer Rita Leitensdorfer Lynette Lewis Phyllis Brasch Jane Louer Linda Joan Long Shawna Alaina Macia Bakers Pride Communitronics Winning Librach Louer Facility Loewenstein Patty Long Catering Lyonfields MTM Founded: 1991 Founded: 1969 Technologies Sydney’s Closet Planning, Inc. The Lawrence Founded: 1986 Talent Assessment Founded: 1995 bakerspride.com communitronics.com Founded: 2002 Founded: 2003 Founded: 1996 Group Colors pattylongcatering.com and Development mtm-inc.net winningtech.com sydneyscloset.com louerplan.com Founded: 1984 Founded: 2008 thelawrencegroup.com consulttad.com
Suzanne Magee Emily Martin Jean McClendon Ricki McGuire Linda Moen Peggy Mitchusson Susan Morton Roya Moshiri Lisa Nichols TechGuard Security Aschinger Electric Kim’s Kids, Inc., Optitek EFK Moen, LLC The Face and The Data Dash Advantage Consulting Technology Partners Founded: 2000 Founded: 2008 Kim’s Kids of Founded: 1992 Founded: 1998 Body, Inc. Founded: 1991 Founded: 2002 Founded: 1994 techguard.com aschinger.com Missouri optitek.com efkmoen.com Founded: 1979 datadash.com ociweb.com/advantage- technologypartners.net Founded: 1993 faceandbodyspa.com consulting.com kimskidsinc.com
Elizabeth Kiku Obata Traci O’Bryan Laura Ortmann Michelle O’Toole Liz Pecha-Poelker Jacque Phillips Vicki Pohlman Jennah Purk Niedringhaus Kiku Obata & Arcturis Ginger Bay O’Toole Design PrintFlex Graphics Accu-Care Home PohlmanUSA Purk & Associates SSE Company Founded: 1977 Salon & Spa Associates, Inc. Founded: 1995 Nurses Founded: 1990 PC Founded: 1966 Founded: 1977 arcturis.com Founded: 1991 Founded: 1994 print-flex.com Founded: 1994 pohlmanusa.com Founded: 1990 sseinc.com kikuobata.com gingerbay.com otooledesign.com accucare.com purkpc.com
Jennifer Raeker Georgina Lianne Reizer Ann Ritter Lisa Rock Carrie Roider Julia Escandon- Carol L. Rogers Liz Rowland Bob Raeker Randazzo All American Nurses & Co. Home National Medical Erb Equipment Co. Rozin HighTower St. Louis Accounting Plumbing Facilitec, Inc. Transportation Inc. Health Care Billing Service Founded: 1944 AW Founded: 1986 Resources, Inc. Founded: 1956 Founded: 1993 Founded: 1996 Founded: 1991 Founded: 2003 erbequipment.com Founded: 2001 hightoweradvisors.com Founded: 1994 bobraekerplumbing.com facilitec-stl.com allamericatrans.com nursesandco.com nationalascbilling.com awhealthcare.com acctgres.com
WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 31 TOP WOMEN BUSINESS OWNERS
Debbie Denise Ruebsam Jane Saale Cassandra Nancy Schneider Jill Segal Joanne Singer Elaine Smith Karen Spann Sanford Rudawsky Talentporte Cope Plastics, Inc. Ronan Signs Jilly’s Cupcake Bar Warehouse of e. Smith & Professional Best Transportation Founded: 2007 Founded: 1946 KellyMitchell Company, Inc. and Cafe Fixtures TNG Associates Inc. Employment Group, Founded: 2003 talentporte.com copeplastics.com Founded: 1998 Founded: 1996 Founded: 2007 Founded: 2004 Founded: 1990 Inc. besttransportation.com kellymitchell.com ronansigns.com jillyscupcakebar.com stlwarehouse.com esmithsolutions.com Founded: 2002 pegstaff.com
Diane Brady Sue Sperling Julie Steis Angi Stevenson Dede Strano Mary Swanson Amie Riggs Swarts Stacy Taubman Ginger Taylor Spellman HERA Laboratory Mercury Cornerstone Strano & Associates Swan Packaging, Inc. Riggs Construction RISE Collaborative Taylor Packaging Spellman Brady & Planners Communication & Mortgage Real Estate Founded: 1999 & Design Founded: 2015 Corp. Co. Inc. Founded: 1996 Construction Founded: 1996 Founded: 1981 swanpackaginginc.com Founded: 1959 riseworkspace.com Founded: 1980 Founded: 1991 herainc.com Founded: 2000 cornerstonemortgage.com strano.com riggsconstruction.com taylorpackaging.com spellmanbrady.com mercurycom.net
Amy Barber Kristin Tucker Stephanie Turner Martha Uhlhorn Donna Vandiver Faith Varwig Sharon Vermiyle Annetta Tina VonderHaar Terschluse TDK Technologies Brentwood Travel Gourmet To Go The Vandiver Group Faith Group Angels on Duty Vickers-Bentil Brighton Agency, Express Employment Founded: 2001 Founded: 1957 Founded: 1983 Founded: 1993 Founded: 2004 Founded: 2003 T.A.B. Company Inc. Inc. Professional tdktech.com brentwoodtravel.com gourmettogo.com vandivergroup.com faithgroupllc.com angelsonduty.com Founded: 1998 Founded: 1989 Founded: 1992 tabsales.net brightonusa.com expressstlouis.com
Susan Warmann Debbie Weaver Dawn Weinhardt Phyllis Weiss Nancy Wideman Beth Williams Jennifer Q. Wendy Wilke Catherine Taylor AIE Inspection Alaris Weinhardt Party MSW Marketing Mastercraft Tool Co. Cuisine d’Art Cafe Williams Faith Group Yank Services, Inc. Founded: 1988 Rentals Founded: 1995 Founded: 1966 and Catering/ Table Saint Louis Closet Founded: 2004 Jim Taylor, Inc. Founded: 1983 alarislitigation.us Founded: 1946 mswmarketing.com mastercraftool.com Three Co. faithgroupllc.com Founded: 1905 aiefirestl.com weinhardtpartyrentals. Founded: 1993/2009 Founded: 1991 taylorroof.com com cuisine-dart.com stlouisclosetco.com
32 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM The team at AccuCare, home health care of Thank You The teamSt. Louis, at AccuCare, salutes all Women Home Business Health Owners Care of to my team at Heart Events for St. Louis, salutes allAccuCare Women Business Owners 10131 Old Olive Street Road leading us to the top in 2019! St. Louis, MO 63141 (314) 472.3393AccuCare (24-hour line) 10131www.accucare.com Old Olive Street Road St. Louis, MO 63141 (314) 692.0020 (24-hour line) www.accucare.com
CONGRATULATIONS to All of the Top Women Business Owners Karen Hagan, She ri Steffens and Kristen Cham berlain Carol L. Rogers, HighTower St. Louis 1401 S. Brentwood Blvd., #550 St. Louis, MO 63144 314.598.4060 hearteventsstl.com 636.947.8270 www.hightowerstl.com
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00254 STL Small Business Journal March 4.9 x 5.35 Approved 2.26.18 Due: 2.20.18 CW FOCUS ON: TOP ESTATE PLANNING ATTORNEYS Andy Kaiser The Kaiser Law Firm PC 2019 Top Estate Years of experience:15 What are the biggest challenges facing business owners when it comes to estate planning? Business owners are so busy running their business every day that Planning Attorneys they fail to take the time to set up a proper estate plan that will protect their family and their business, including an exit strategy from the business.
What’s the No. 1 piece of advice you would give to business owners when it comes to estate planning? or entrepreneurs, planning is a critical component of their Every owner will one day leave the business. The question is, Will it be on his/her business and their futures. They often have business plans, own terms or dictated based on health or financial circumstances? When it is properly budgets and game plans ready to go each year. Another planned, it can be a positive, life-changing, wealth-creation event that brings financial independence to the owner and/or family and has the added benefit of leaving the planF they can no longer afford to forget is their estate plan. The business as a healthy, viable entity that can flourish long after the owner departs. following attorneys have proven their dedication to the success of My advice to business owners is to work with a team of professionals to help develop a clear picture of the business’s value and then integrate that information with the small businesses in St. Louis and have been named this year’s top owner’s personal financial situation to give a comprehensive view needed to plan for a estate planning attorneys. Check out the advice from the Best Estate successful future. Planning Attorneys in St. Louis. What’s the biggest mistake you’ve seen business owners make, and what advice would you give to solve the problem? The biggest mistake business owners make is failing to plan. Business owners too often wait to plan until an unforeseen catastrophic event occurs, making it difficult, if not impossible, to make the proper plan. John Fritz Fritz Law LLC
Years of experience: 8 Patrick Conner Husch Blackwell What are the biggest challenges facing business owners when it comes to estate planning? Years of experience: 16 As a business owner, it can be hard to think about the end of your business when you are constantly working to build and grow it. As What are the biggest challenges facing business owners when a result, estate planning often takes a back seat to the day-to-day it comes to estate planning? Business owners are unique in the operations. planning arena and have very specific problems and goals. Those could include keeping the business in the family, saving money What’s the number 1 piece of advice that you would give to business owners when it on taxes, proper ownership of real estate, asset protection plan- comes to estate planning? ning, or a potential future sale of the business. Proactive planning Block off time in your calendar and make estate planning a priority today. As a busi- can help achieve those goals in an efficient, cost effective manner. ness owner, it is very likely that a significant portion of your wealth is tied up in your business. Creating an estate plan will not only help you protect your assets, it will help What’s the No. 1 piece of advice you would give to business owners when it comes to provide for a smooth transition of your business to the next generation. In addition, a estate planning? Do not procrastinate! This is one of the biggest problems for business properly executed estate plan will help maintain stability and protect you and your key owners. They are always busy working in or on the business. Many people don’t want employees during situations involving incapacity. The earlier you start the planning to talk about dying and taxes. However, the estate planning process is relatively easy, process, the better off you will be in the future. painless, and straightforward. When I talk to business owners, to get their attention, I ask how many hours they spent planning their last vacation. Then I ask how many What’s the biggest mistake you’ve seen business owners make, and what advice would hours they’ve spent planning for their family, everything they’ve worked for, and all of you give to solve the problem? their assets. The biggest mistake I often see is waiting until retirement to start the planning pro- cess. A large number of business owners only associate estate planning with succession What’s the biggest mistake you’ve seen business owners make, and what advice would planning. There are a number of other important aspects to consider. Do I currently you give to solve the problem? The biggest mistake I see on a regular basis is that by have the proper tax structure in place to minimize taxes? Who will run my company if people failing to consult with a qualified professional they end up with a plan that I become incapacitated? Do I have a formal training program in place for my intended doesn’t work properly. Whether it be a trust that distributes outright and therefore successor? Starting these conversations early and getting the necessary documents ex- fails to provide asset protection, or a buy-sell agreement that is not properly drafted or ecuted are key to protecting your family members and your employees. funded, doing things right the first time saves time, money, and problems in the future.
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WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 35 TOP ESTATE PLANNING ATTORNEYS
Kyle Mckay, The McKay Law Firm LLC Chad Richter HelperBroom Law Firm Years of experience: 11 What are the biggest challenges facing business owners when it Years of experience:5 comes to estate planning? What are the biggest challenges facing business owners when it Many small-business owners become so involved with running comes to estate planning? their business that they overlook the need to properly plan One of the biggest challenges some business owners face in the for what will occur in the event something happens to them estate planning process is determining who will carry on the and they are no longer able to run their business. In failing to business, which often leads to procrastination. Instead, business prioritize proper business and estate planning as one of their job owners need to understand the most important aspect of estate responsibilities, they put their family at risk of not benefiting from their accomplish- planning is having a plan in place that will facilitate a smooth transition and minimize ments. costs regardless of who will carry on the business. What’s the No. 1 piece of advice you would give to business owners when it comes to estate planning? What’s the No. 1 piece of advice you would give to business owners when it comes to Develop an exit strategy. Even if you think you may run that business for the next 50 estate planning? years, plan for what will happen to your business if something were to happen to you There are two people you need to trust: your attorney and your personal representative. right now. Adjustments to that plan can always be made as changes happen in life, and Without proper guidance and the right individuals to carry out your estate and busi- it will be far less expensive to put an exit strategy in place now than it will be to not ness succession plan, the administration of your estate may be derailed leaving your have one at all. beneficiaries the gift of headaches and litigation instead of the wealth and opportuni- ties intended for them. What’s the biggest mistake you’ve seen business owners make, and what advice would you give to solve the problem? What’s the biggest mistake you’ve seen business owners make, and what advice would The biggest mistake I have seen is a business owner’s failure to plan accordingly, from you give to solve the problem? beginning to end. It starts with a proper business plan and business documentation Business owners fail to implement training and transition plans to provide for an or- outlining the terms of the business and planning for its growth and change over time. derly business continuation. After the owner’s death in these cases, their spouse is left From there, business owners should put a plan in place to set forth how their business to deal with the business without any knowledge of its value or the ability to run the will transfer upon their retirement or death but also include planning for the business business even in the short term. As such the estate will receive a substantially discount- owner’s incapacity. If a business owner were to become incapacitated and could not ed price for the business. operate their business, who would manage their business? How would they be paid? Would the business still be able to operate? Proper planning does not just plan for the Where does your motivation to help businesses come from? beginning and end, but it plans for everything that could happen in between. My background in accounting and experience in trust and estate litigation, as well as issues encountered in trust and estate administration, drives me to provide business Where does your motivation to help businesses come from? owners with informed and prudent estate and business succession plans to minimize As a husband, father and small-business owner, I enjoy helping others develop a plan taxes and avoid litigation costs. There is nothing more unfortunate than a business fail- to provide for their loved ones. I often tell my clients that business and estate planning ing or facing financial hardships due to poor planning. is a selfless act not done to benefit you but to make things easier for your loved ones when you are gone. I want to be able to provide peace of mind to business owners that, through proper business and estate planning, their loved ones will be protected.
Gary True Summers Compton Wells LLC
Years of experience:27 years as an attorney, 12 years as a CPA prior Do not let taxes drive the planning; create the plan first and then act to minimize es- to becoming an attorney. tate and other taxes within that plan. After that — start early; do not overly complicate things for succeeding generations; build as much flexibility into the plan as possible What are the biggest challenges facing business owners when it while maintaining the important objectives; do not expect the $11.2 million federal comes to estate planning? gift and estate tax exemption to exist after 2026. Division of business ownership (often the overwhelming major- ity family wealth) and other assets between family members who What’s the biggest mistake you’ve seen business owners make, and what advice would work in the business and those who do not; liquidity; and, for residents of Illinois, the you give to solve the problem? Illinois estate tax, which has a $4 million exemption and is not “portable” between Creating complicated, inflexible plans that do not allow adjustments for changed fam- spouses’ estates, not the $11.2 million-per-person federal exemption that is portable ily circumstances and changing tax laws. In addition, starting too late, unwillingness to between spouses’ estates. let go of control.
What’s the No. 1 piece of advice you would give to business owners when it comes to Where does your motivation to help businesses come from? estate planning? Having many wonderful clients who own family businesses and who care about the future of their families and their businesses.
36 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM SMART BUSINESS BY RICHARD AVDOIAN Examining Your Personhood Is Key to Effective Leadership
hen was the last time you did leader willing to expose your own limita- lacks focus. Not open to new equipment, and innovative practices and is able to an internal audit? I am not tions and appreciate and acknowledge business practices, addition of products grow and sustain the business. Is the Wreferring to a personal or busi- the talents of others. or services. Reluctant to make difficult leader capable of identifying what they ness financial audit but rather an audit Here are a few characteristics you cer- timely decisions. don’t know and investing in consultants of your personal dynamics. I refer to this tainly want to acknowledge, modify and n It is all about me. Leads with an and training to enhance their skills and as an audit of what I call your “per- avoid to be an effective leader: iron fist — my way or the highway. Is the knowledge? sonhood,” which involves examining, n Indecisiveness. Reluctant to make decision good for me? Unforgiving, reacts Employees leave companies for various identifying and owning your abilities, timely difficult decisions, inconsistent negatively and rarely if ever takes re- reasons, but one of the primary ones is limitations, fears and insecurity. about following policies when making sponsibility for role or lack of role in the ineffective leaders who lack key leader- Today it seems the new buzzwords used employee disciplinary decisions, not in- issue when things go wrong or employees ship qualities. Take a moment to re- to describe oneself are “ transparent” volving key employees in decisions affect- made a mistake — as they do from time view your work history. What were the and “authentic.” The question is, Are ing their jobs. Avoids or delays making to time. reasons you left jobs? If you are serious you really able to embrace and expose difficult decisions because of personal n Unempathetic/insensitive. Distances about growing your business, avoid these your true self? insecurity rather than working with a oneself from the feelings of employees. characteristics and routinely do an inter- You may see yourself as an expert in business coach or consultant. Totally detached from acknowledging nal personal audit to continue your own your niche market and believe you excel n Negativity. Never seems to be pleased how what one says, how it is said and personal growth while enhancing your at your business practices and leader- with progress, sales and the way em- what decisions are made directly impact leadership ability. n ship abilities, but if you intend to grow ployees and management address tasks. the employees’ work dynamics and your business, you will have to attract Makes a habit of pointing out only errors personal lives. Assumes they will simply Richard Avdoian is Founder and CEO of the and recruit other experts and lead them or what could have been done better, not adjust and if unhappy just leave the Midwest Business Institute Inc., a business effectively. from a mentoring/teaching approach company. consulting and training firm. For information Regardless of how well the company but rather from a judgment/critical n I know everything. Defensive when about training and seminars, contact Richard has done, without a workforce of talent- approach, and rarely compliments a job asked for advice, clarification etc. Lacks at 618-972-8588 or Richard@RichardAvdoian. ed individuals, growth isn’t possible. You well done. credibility and employees question com. will need to be an inspiring, motivating n Lack of direction. Easily distracted, whether the leader is current with trends
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WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 37 THE EXTRAORDINARY WORKPLACE VALUE PROPOSITION BY JUDY RYAN BY DAVE DRISCOLL Is My Business Agile? New Business Owner? Now Is “I submit that there must be a commitment to, practice of, and execution of professional The Time To Plan To Sell Your Business common behaviors and the presence of highly communicated standardized organizational expectations - without which there are no supports upon which the Agile/SAFe bar can be ecoming a business owner is not en- Of course you want to minimize taxes confidently raised.” Jim Rosa, Icon Enterprise Agile Consultant tirely different from becoming a new and enjoy the perks of business ownership, Bparent — you have a nearly desperate and you should. But document your dis- need to protect the new addition, and you cretionary spending, meaning the expenses ecause of complexity and global- tion systems and teams, all working on are full of excitement about the future and that are not really essential for running the ization and the need for interdis- their parts simultaneously. Each must be equally exhausted by the late hours, lost business. When the time comes, you can’t Bciplinary insights, models and able to self-organize, adapt and recon- sleep and worry. Simply put, you are expe- sell business value that you can’t prove. activities in today’s businesses, we are nect periodically to collaborate. Imagine riencing the euphoria of new love. 3. Build a strong second-in-command all required to understand, adopt and each as complex and ever-changing, all At this stage, it seems counterintuitive, and empower employees. leverage systems. As a systems geek, pas- while remaining cross-functional. This is and maybe a bit disloyal, to even consider Do not do this alone! Owners are prone sionate about their value, I will define challenging enough in house-building. that you will eventually leave your busi- to shouldering all the responsibility and key terms and why each is important to Consider your business when you mix in ness. However, unlike parenting, which authority, but healthy businesses are not your success. emergent technologies, advances in orga- never truly ends, you should anticipate owner-dependent. Your company will be Business Agility nizational psychology, digital transforma- that one day you will want and/or need to more successful if you utilize and encour- The greatest reason to understand and tion, and changing client and business end your role leading this company. Even age your employees’ strengths. Consider adopt business and human systems is so requirements. As you manage the growth if you bristle at the idea of retirement and who could eventually be your successor that your business itself becomes agile. of your business, each system you incor- plan to work until the end, most owners and give them real opportunities to learn Wikipedia states that business agility porate must be high-performing and use don’t want their companies to die when and grow. Empower employees with ap- refers to the capacity of business systems best practices because your business is they do. propriate authority and accountability; Some simple strategies and habits, estab- to rapidly respond to change in order to only as strong as your weakest link. people perform best when they are valued lished from day one at your company, will as part of a team rather than just a cog in maintain and modify goods and services Complexity Science make sure you have attractive choices and the wheel. Your goal is to develop an orga- in meeting customer demands, adjust to Complexity science is the study of are in control when you eventually leave nization that can run seamlessly while you changes in a business environment, and systems, frameworks and the hierarchy your business. take an extended vacation. Later, this will take advantage of available resources. In of these structures. As in my building 1. Establish and document processes and mean a new owner — whether an insider or a business context, agility is the ability of example, complexity science clarifies the procedures. a third party — can count on the employees an organization to rapidly and efficiently overall understanding of what, how and All is fresh and new, and it’s impor- to maintain quality when you exit. adapt to market and environmental when systems must be placed, interact tant to establish everything from human 4. Consider your customers and your changes. and mutate in interdisciplinary ways. resources policies to operational stan- competitors. Agile Enterprise Architecture Without having a systems understanding dards and communication guidelines. Defining and understanding your ideal Agile enterprise architecture is one and an architecture and skill set, you may This is a work in progress; as mistakes customer and how you can solve their such needed framework of systems overlook those systems crucial for your are (inevitably) made, lessons are learned pain points is an essential priority as you because it allows organizations to use key ability to innovate and be successful. and exceptions to rules are necessitated, plan and build your business. Regularly principles of complex adaptive systems Organizational Intelligence document the best practices and expecta- re-examine and anticipate your custom- and complexity science to achieve suc- Similar to emotional and social tions. Continue to refine and update ers’ changing needs in the face of societal cess. Don’t let these big terms scare intelligence, organizational intelligence this documentation regularly. The goal and technological developments, as well as you. I’ll explain them in simple terms requires analysis concerning the intellec- is to ensure consistency and efficiency in trends within your industry. Flexibility and below. Enterprise architecture is to your tual capacities within your business and delivering your products/services, as well innovation are valuable. business what an architect and a blue- how to manage them. When you have as employee relations — all of which builds Differentiating your company’s offerings print are to building a house. Without organizational intelligence, all activities business value. Long-term, this documenta- from your competitors’ not only benefits it, you cannot create the sophistication of the business are well-designed and al- tion provides the ability for a new leader to your customers but can also make your and maturity you need and want in your low for growth and change as you achieve replicate your success — a valuable reassur- business attractive as an eventual merger business. Agile enterprise architecture is desired results. n ance for a buyer. or acquisition target for a competitor who 2. Keep accurate, meticulous financials would like to expand with your comple- when a business understands the need Judy Ryan ([email protected]), hu- and review them quarterly. mentary specialty. Could your company fill for flexible, easily extended structures man systems specialist, is owner of LifeWork Creating a profit-and-loss statement and a niche that would be a valuable add-on and processes upon which to build and Systems. Join her in her mission to create a balance sheet should be a non-negotiable to a larger corporation? Establishing this evolve. Without it, the right activities world in which all people love their lives. She habit from the beginning. If you are not good corporate hygiene early in the life may not get done at all or get done right. can also be reached at 314-239-4727. comfortable with bookkeeping software cycle of your business is much easier than Clarity leads to desired competitive People hire LifeWork Systems because we help such as Quicken or QuickBooks, or just breaking bad habits and trying to re-create advantages. businesses become agile and manage their pri- don’t have time, work with an accountant financial history when you are finally ready Complex Adaptive Systems ority system: their human system. I hope this and make sure he/she knows the real to prepare your business for sale. n These describe a system of systems, article helps you make sense of what’s most story. If you aren’t sure where to record each of which can stand on its own. crucial to your evolving organization! certain expenses or income, ask. Guessing Dave Driscoll is president of Metro Business Envision multiple groups building a will only create a bigger problem down the Advisors, a business brokerage, valuation and house. They include structural, mechani- road. Your accountant should be your ally, exit planning firm helping owners of companies cal, plumbing, electrical and construc- helping identify opportunities and discrep- with revenue up to $20 million sell their most ancies as you build your success. Review valuable asset. Reach Dave at DDriscoll@ your financial results quarterly to recognize MetroBusinessAdvisors.com or 314-303-5600 trends, strengths and any problems to be For more information, visit www.MetroBusines- addressed promptly. sAdvisors.com.
38 ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 WWW.SBMON.COM BEST BOSSES Leading By Example And Communicating Effectively Jon Becker and Marc Rosen | Becker and Rosen CPAs LLC
riends since middle school, Jon Becker and Marc Rosen both joined the ac- counting industry 35 years ago. In 1988, Becker decided to found his own firm, FJonathan E. Becker CPA LLC. “I had been working at another firm, and, as they say, timing is everything,” says Rosen. “He was looking to hire, and I was in the process of leaving the other firm. I have been at the firm since October of 1998 and a partner since October of 2004.” Today, while running Becker and Rosen CPAs LLC, the each partner subscribes to his own management philosophy. “My management philosophy is to provide an environment that leads to productive employees,” says Becker. “As a manager, I want to provide guidance, direction, leadership and finally set an example for all other employ- ees of the firm. Rosen also seeks to provide steady guidance to his employees. “My management style includes having an open-door policy and to communicate effectively to staff so we can achieve not only our firm goals but also for staff to achieve their goals,” he says. While challenges for Rosen and Becker include retaining talented employees as well as understanding, managing and adjusting to the work-life balance of all employees, for both, the greatest rewards go back to a job well done for clients. Rosen says being able to establish lasting client relationships is his greatest reward. Similarly, Becker believes receiving positive acknowledgements from their clients makes all the challenges of running a business worth it. Overall, Becker and Rosen believe effective leadership can be built on leading by example and communicating effectively. Quality Breading & Batters For Fish and Chicken
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WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / MARCH 2019 39 St. Louis Business Exam, Question #11 Why advertise in St. Louis Small Business Monthly? Because you: A. understand the importance of thriving local businesses B. can’t wait until the Spring and Fall St. Louis Business Expos C. want to leverage the buying power of 70,000 business owners D. are smart with your marketing dollars Marc Rosen (left) and Jon Becker (above) OE. ALL OF THE ABOVE A+ Great Job! sbmon.com • 314.569.0076
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