Transcript: Autobiography Steven P. Lane 1983 1988 1994 1999 2002 2017 2017 2011 2018 1965 2018 1996 What We Do Founded 13 years ago as Lane Real Estate Services In 2005, Lane Real Estate merged with Barnes, Quinn, Flake and Anderson to become Colliers | Arkansas Colliers | Arkansas which includes the LR Office, was founded in 1971 as Barnes, Quinn, Flake and Anderson Colliers | NWA Colliers | Arkansas is separately an affiliate of Colliers International 14 partners in the firm and exclusive right to operate as Colliers with in Arkansas Currently manage over 16,000,000 SF of commercial property Specialization is a key feature of our firm, "the Baker Bakes the Bread" Organized differently than traditional brokerage firms, partnership model rather than transactional Client: Decisions are based first on what is best for our clients regardless of economic impact to the firm. Firm: The well-being of our company follows our clients. Our team approach differentiates us and offers a competitive advantage in the marketplace. We strive to consider our coworkers in all of our business strategies. Self: Employees are encouraged to pursue designations and further their knowledge and education via classes, conventions, webinars, etc. Fun: Our employees are proactive about enjoying our workday and our unique family environment as much as possible. Core Values Organizational Chart Major Clients: Major Projects SUCCESS STORIES Beau Terre Office Park Ross | Siloam Springs Northwest Arkansas Mall Northwest Arkansas Mall | Sears Personal Involvement Managing Director In charge of overall operation Broker - responsible for production of fees for my own accounts Business Development Decisions & Changes Biggest Decisions & Changes Build a sustainable business. Moving from a "boutique" firm to larger scale. full service model SWOT Strengths: Values, expertise, support and company culture of putting client first. Strong accounts and relationships, good market share, added strength of Little Rock office and Principals. Growth of NWA market Weaknesses: Management accounts in NWA Lack of strong NWA investor base NWA basic cost of doing business and development increasing creating "gap" in pricing Opportunities: Increase NWA property management base; add brokers; better client realtionships, "cultivate" NWA investors, gain inventory with larger projects, leverage LIttle Rock relationship and resources; possible merger. Threats: Strong (new) competition; too many brokers in market; market downturn, expensive (unrealistic) pricing and lack of new development Q & A Contact Details firstname.lastname@example.org (479) 845 1515 Questions & Answers
Transcript: "His master replied, 'Well done, good and faithful servant You have been faithful with a few things; I will put you in charge of many things. Come and share in your master's happiness.'" The Great Man Adventure Professional Timeline ? Assess CEO vs entreprenuer Estate planning (retirement planning) Three vacations Accounting DCAA compliance Recruting process Three new employees Business Opportunities Something like ... I have an unknown number of days. Urgency Act justly Micah 6:8 Five years; $10M Revenue; 50+ (direct) employees; $20M sale to a third party OR Employees: Business Challenges ... a guide "I am so glad I got to know Greg, that guy has helped me become a CEO with a purpose." "Greg didn't know a KPI from PBT; but since he's joined us he's not only grown his company by 35%; but he's provided valueable advice for me, too." "few things" Employees Customers Owners Equivalent compensation; with a bright future Matthew 25: 21, 23 ...and in five years ... with your God Goals walk Join more teams (more TTOs) Expand to other agencies Build IP (software or hardware) Expand service offerings My Family Mission Issues to process (next 6-12 mos) "He has showed you, O man, what is good. And what does the LORD require of you? To act justly and to love mercy and to walk humbly with your God." Employee retention Build and retain our culture Survive CR Love mercy "Greg figured out that he was not a CEO. He made a great decision to get out of the way and now he's having a great time - being an engineer/entreprenuer" Key Performance Indicators (KPIs) Humbly Better service at a reasonable price Customers: Core Values To hear Jesus say, "Greg, well done my good and faithful servant" Candidate count Candidate/Position Match count New (direct) Employees ... Fill TTO positions What (I'd like for) my Vistage colleagues to be saying ... ... and when you get it right ... Find qualifed candidates Exit Plan Recruitement Hiring Retention Support processes Be faithful with the "few things" with which God has entrusted me. ... at the end of 2011 ... Owners: Goal
Transcript: Manufacture Vistage Group #9105 -Mike Castiglione Flat Panel Displays - Digital Signage Projectors, Screens, & Smartboards Room Control Systems Sound - Amplifiers, Speakers Video Conferencing Wireless Site survey Sound and Paging Or visit us on the web... Clients on website AASDI Program 2012- Jan-April Provides National Services: -Installation & Support of VoIP & PBX phone systems in over 500 facilities -Move, Add, Change contract with approximate 200 orders per month -Design & Implement Structured Cabling Systems Revenue 19,462,998 GP: 7,665,156... 39% Net Profit: 3,342,007...17% How would you know ASD? Call for all your Information Transport Systems needs! We've completed over 1300 new store Dollar General sites keeping them up to speed! What we do... ASD was the selected partner to implement Primerica's low voltage cabling for their new Headquarters A slurpee in the summer heat? + iCAT-ITS Cable 5E + iCAT-ITS Cable 6A + iCAT-ITS Cable 6E + iGlo-ITS Fiber All but 4 with less than 2 years experience Predominately Gen Y 3 Primary Roles Surveillance & Access Control View by? Verticals Customers Projects Services Rollouts: T-Mobile - Night Dollar General -POS 711-Unisys - POS Pomeroy Say you needed a project complete in Chicago... T-Mobile Kiosks samsung asd-usa 1st Install Locations Audio & Video Systems Re-Branding of over 150 locations 770-740-2300 OMNI System ASD is an Avaya SME Expert Design, Implementation, and Maintenance of your voice solutions! ASD Products are manufactured and maintained by certified technicians nationwide. 37 Partners within 60 Miles REMOVE THIS +Structured Cabling + Audio / Video Systems + VoIP Phone Systems + Digital Signage + IP Based Access Control + Point of Sale Systems + IP Based Surveillance Systems + Network Moves, Adds, and Changes + Wired and Wireless Networks + IT Staffing + National Rollout Services Alex 2012 EDMC Revenue: 5,476,713 GP: 2,189,615...40% Net Profit: 790,723...14% How we do It? 1200 Partners representing over 15,000 feet on the street On an average day we have the full time equivalent of 250 technicians working From Survey to Implementation Types of Rollouts Conducted... Automated Systems Design, INC Established 1986 Roll-outs Ever needed a late-night snack? We offer a Lifetime Warranty More Happy Clients... 1986 Computer Cable Shop.... ASD has been assisting in Mayhem Coverage since 1992 Audio & Video Systems Point of Sale Systems Wireless Hotspots in over 700 Panera Bread's across the US Wireless & Data Networking Surveillance & Access Control Our Oldest Client... + Manufacture + Manage + Maintain IT Staffing We have a National Contract with EDMC to provide Design and Deployment Services for their Structured Cabling systems across their footprint VoIP Phone Systems On-site Resources Thank you for your time today.... 2013 - Jan-April ASD performed a Wireless Rollout in over 17 countries across the world.. Things to work on: On boarding and Training Joint Roles Taking the right projects National Roll-Out Services Network Design Surveillance & Access Control The Books... ASD completed 4000+ visits in 2012! Point of Sale Network Refresh Demarc Extensions Time Clock IT Staffing Electrical Services Moves, Adds, Changes Remote Locations Panera-Wifi TCI- Phone HCR Phone KL Gates Notes: Structured Cabling IP Telephony Networking Revenue: 4,973,018 GP: 2,110,834...42% Net Profit: 876,588...18% Accounting Console CRM PM Tool Dashboard
Transcript: SOUTH CYPRESS SHOWROOM Contractors and builders seek convenient end-to-end solutions that Sales Moved into a warehouse location for sample distribution and local pickup opportunities $6M in revenue But... Growth Strategy Meredeth segments. PAY Branding Inspiration Consistent message of quality Equip trade professionals Strategic partnerships Leverage with manufacturers Value to customer Segment Expansion Analytics Storka Strategic Partnerships Carpet and Rugs - 9.8 billion (58%) Ceramic Tile - 2.8 billion (16.5%) Hardwood - 2.6 billion (15.5%) Stone - 850 million (5%) Laminate - 850 million (5%) Brandon White we are well suited to leverage technology and expand our market share by executing in three key areas. Modern consumers demand all of these things...and expect you to be pretty good at Service too. aggressive growth Communicate the brand effectively Inspire Engage Technology + Go To Market Ability + Channel Partners + Extraordinary Service South Cypress Proactively Engage with RBIs E-Commerce Solution Inspiration U.S. Market Size est. 2013 Ben Moody Improve Search Engine Optimization. Improve audience engagement onsite through data based development. Aspirational & inpirational imagery. Theme page optimization. Automated email marketing campaigns. Cross selling complimentary products. What Will Success Look Like? With the efficient use of $1.3 billion Nathan People want the Convenience of starting their journey online. Purchased southcypress.com from parent company $1.3M in revenue Hired first full time employee Proprietary Brands Showroom Manager Quarterly Methodology What's most important right now? Alignment Across Departments Weekly Review of Progress Company, Department, Individual custom product offerings. Repeat Buyers & Influencers Pipeline of commercial projects with proprietary brand specified Subscription service for RBIs Network of showrooms Robust internet sales of automated products Director of Operations Engage Live Chat Phone Quick Quote Educate Subject Matter Experts Consultative Approach Experience Videos and Postcards Hiring process Transparency $282K in revenue Reseller of approximately 10,000 SKUs from 50 manufacturers & 5 distributors Launced NetSuite to manage operations, growth & create scalability with manfucturers, distributors and mills. Transactional vs. relational business model. Average homeowner customer will replace flooring every 7 to 10 years. An Amazon.com world sets unrealistic expectations. Different philosophies about business growth. Drew Goneke Robert Our Hedgehog Concept web-influenced retail flooring sales Our investment in $19 billion Claims Large Orders Proprietary Products Automated Products Repeat Customers Price Points 2011 - 3-4 23% 4-5 21% 5-6 20% We use the platform we've built to leverage technology and marketing to help create solutions and increase our value proposition for these consumers. to build trust and keep the connection. Joel Shaw Market Share Segment Expansion Cultivate Relationships & Understand Customer Needs 2012 Proprietary Brand Paid Advertising internet Conversion rates of over 50% Credibility with trade AOV >$5,000 (compared to $1,225) Sales Cycle was drastically lower Fun...the experience was different Organic Marketing Accounting Supply Chain Visibility Product Options Value Engineering Free Samples Ease of Transacting Accounting Ann Company Influences Competitive Advantages: Technology Proprietary Brands Business Growth "We behave with Passion and Humility. We are passionate when we do whatever it takes, when we care about quality that no one else will notice and when we fight negativity. We are humble when we are approachable, when we put others before ourselves and when we treat others with grace regardless of how they treat us." Direct from Manufacturer Sourcing Strategy Value Engineering Passionate Customer Service Deep Industry & Product Knowledge The "Hustle Factor" In May 2012, South Cypress receives SBA financing to buy the e-commerce portion of Pay Less Carpets and Floors. $3.7M in Revenue & 7 Employees "We sell middle to high end flooring products to contractors, architects, designers, home builders and end users." Key Performance Indicators TALENT 2015 Product Sourcing Improvements Voice of the Customer Utilize showroom to build local market credibility Launch MVP & Iterate Provide Specific Solutions Repeat Buyers Product Selection is limited at most retail locations due to the extended go-to-market time of starting their journey online. Unique Experience est. 2012 $465 million Elizabeth Courtney showroom Building Products Traditional Markets & Automated Products Focused Marketing, How Do We Behave? ` building connection + establishing trust Director of Sales Content A Family Business Partnership Approach RBIs Industry Relationships Value engineering services. Proactively engaging trade pros via showrooms. Trade professional login on website with segment specific customized offerings. Highly targeted digital and
Transcript: 1) Strong referral flow 2) Full Groups 3) Low turnover Trust Increase the effectiveness & enhance the lives of members and those they influence Operating Principles Mission Growth Create Sustainability Social Safety Zone Set Your Groups On Fire! Results Zone Vistage Values Productive Zone Your Chair Job The Point Connecting - Confronting = Status Quo Challenge Caring Productive Dialogue Zone Confronting - Connecting = Upset/Abuse Connecting + Confronting + Commitment + Courage Peer Advisory Groups Enroll Develop Facilitate Highly Effective
Transcript: 2013 brewing issue 1: Nurit brewing issue 2: Leo brewing issue 1: stingy A/P makes for cranky vendors brewing issue 2: master tactics list and target margins 2012 at a glance resulting effects: $$$ software people we know what we know... 2012 $6.2M @ 46.5% margin $77,000 profit ******** 2013 $7.8M @ 40% margin $550,000 profit and now for my interpretive dance... resulting effect: SOP analysis a presentation to vistage group #565 and now, some numbers... agency resulting effect: cohesion and growth susan graham ...we need your help with those things we don't know we don't know! resulting effect: 10 day close and counting... what's YOUR assignment? gaming entertainment accounting kotick answer: up sales, up margin, cut overhead on our minds... opportunity analysis target customer competitive context agency positioning statement master tactics AOR vs project operations patti's role and patti's goal role brewing issue: ??? sales situation analysis brewing issue: john's for spreadsheets > company refresh > looking back 2012 numbers in all sorts of settings situation analysis > looking forward dining revenue... ...or profit? consumer brands answer: acquire we are a woman-owned promotions agency with 22 years of experience brewing issue: we remain challenged on creative resources warehouse kids answer: dot i's and cross t's what's in store resulting effect: pipeline neglect but new found money answer: stay calm and find replacement ytd progress resulting effect: refocus = up month layoffs = lean brewing issue: capacity california pizza kitchen division revenue margin marketing $4,223,873 42.7% warehouse $1,113,432 55.9% total $5,351,706 45.6% julie thorne how revenue margin profit yoy -13.5% +1.5pts -76% goal 68% +5.6pts 16.5% projection goal $6,196,000 in revenue $7,783,336 46.5% margin 40.0% $77,000 profit $553,983 looking back, looking forward answer: grab the bull by the horns answer: john garrett
Transcript: Launching in 2018 Blog/Podcasts Work Experience BA in Communications with emphasis on electronic media and a minor in Psychology May 1990 MA in Psychology - half way done. Redondo Beach with my 17 year daughter Lilly and 2 cats named Firebolt and Prince Lune Shared a Photo Building a consulting firm Started in May 2012 as a personal trainer and became Facility Manager in August. In October 2013 became the Regional Manager for Texas and opened 8 studios in Dallas and Houston over the next year. October 2014 was promoted to Regional Manager of the San Francisco Bay and LA Regions. January 2018 will be managing the Bay Area LeAnne Fuller/Regional Manager And possibly moving to San Francisco late Summer 2018 Photos like comment share Yoga- beach cities Camping-Big Sur Theater - anywhere Live music Hiking Traveling Regional and Facility Manager Training Expansion Planning Organization Structure LSSUR - Learning Session Show Up Rate Lead Generation Consistent Service Delivery like comment share 2017-2018 Strategic Outcomes Specializing in hiring/team building/restructuring and development. like comment share Vistage presentation Education Lives In New Project Interests
Transcript: Me Fun Facts Tuscaloosa Graduated from The University of Alabama BS in Business Marketing Turn 36 on October 28 Married to Ashley Fam Vacays Addy Louie $$$$$$$$$$$$$$$ Biz Stuff Companies Ecom Based Softwares Fitness Product Company Development Agency Marketing Agency Org Chart Marketing Development Dropified SM SC RF Event Private Mastermind Drop shipping Ex-con Prototype 1000+ Free Customers $30k in 4 days Affiliate Launch $1.2 million in '16 $4.7 million in '17 Idea from a Ex-con Dropified Online store using Shopify Carry no inventory Find pictures of products on AliExpress Markup prices Use FB Ads to target customers Manufacturer ships direct to customer Drop shipping business model Drop shipping Online store using Shopify Carry no inventory Find pictures of products on AliExpress Markup prices Use FB Ads to target customers Manufacturer ships direct to customer Drop shipping business model Drop shipping The Future Topic Subtopic Subtopic Challenges Topic Subtopic Subtopic Vistage Topic Subtopic Subtopic
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