Small Business Conversations: Recent Episodes
Tom Shay
This is Small Business Conversations from Profits Plus Solutions. A program where we visit with expert individuals who provide awesome insight and new ideas of how to increase your profits plus build your business for the future. We find experts on small business accounting, marketing, ownership transition, leases, sales skills, merchandising, and most every aspect of ownership in your small business. Your host is Tom Shay, principal of Profits Plus.
A family business; a wonderful situation if everyone is working together. But often there are situations; parents that won't give responsibility to a child; siblings that can't agree or siblings where one works very hard and the other does not. These are just a couple of examples. Tom Hubler visits to share an hour full of ideas of the important components of a family business.
This was a fascinating visit with a gentleman who truly showed and shared a high level of expertise. If your business has multiple family members involved, this is a good investment of your time to listen.
You utilized your gut feeling when you decided to purchase or start your small business. All small businesses have opportunities for growth that come their way. There are also what appears as an opportunity that turns out to be a trap.
Jacob Curtis, CPA shares his methodology for determining how to make the decision in your small business.
The July Small Business Conversations brings a very unique perspective to looking at small business. Dave Wendland has seen and worked with thousands of small businesses through his company Hamacher Resource Group.
We ask Dave to share his experiences of the traits of the best small business owners he has seen and worked with; easy to understand with ideas of how you can duplicate these special traits.
Do customers identify your business because of low prices? Is it because it is you, the owner, is seen and heard in your advertising? Perhaps your business is known for supporting a local animal rescue organization.
None of these are brand voicing.
Listen as Devon Clements of J Schmid Creative Agency explains, discusses and shares examples of how developing the way you connect with your customers can retain customers and bring new customers to your business. That is brand voicing.
As we finish the first quarter of 2023, we are finding an increasing number of articles telling of large businesses facing challenges of theft. Is it internal theft? Is it accounting errors? Is it individuals stealing or is it organized theft? With the reports of big businesses we take the opportunity to invite our favorite loss prevention person, Jerry Obarski, to share his thoughts and experiences. These articles from national sources may have correct information but we find what is more important is to listen to a career expert on the topic.
The SBDC (Small Business Development Centers) is the best resource a small business owner could ask for. The bonus is that their services are free to new and existing small business owners. During this episode, Tee Rowe, president of America's SBDC and Greg Jordan, state director of the Kansas SBDC spend an hour with Tom Shay to tell of the many services that your business can receive assistance with through your local SBDC.
Together they explain how to find your local SBDC office as well as give examples of the many success stories they have had over the years. Satisfaction surveys show an approval rating in excess of 93% by small business owners who have worked with the SBDC.
Ken Banks, branding, marketing and advertising expert with a career of having worked with a "who's who" in the world of big business. Ken visits to discuss with us what small businesses can learn for the efforts of big businesses. We discuss trends with social media and traditional advertising. Listening to our hour with Ken Banks is like your having hired your own personal advertising consultant.
Soon we will all be bombarded with articles and television interviews telling us how to establish goals for the new year. Are goals only to be established to begin on January 1? Can you adjust a goal? Can you abandon a goal? Are all goals good? How do you measure your goals? Some goals are outcome based while others are activity based; what is the difference?
These questions and many more during our hour long visit with Gwen Bortner on Small Business Conversations with host Tom Shay
A little known aspect of the CARES Act from the 2020 Covid-19 pandemic is the existence of the Employee Retention Credit (ERC). Does your business qualify for these funds? How is the amount of ERC determined that you receive? If you received PPP funds is your business disqualified? Are there certain employees that disqualify you?
Should I use one of the firms I find on the Internet offering to prepare the ERC paperwork? Is there more paperwork to do than just the ERC application? Is the money guaranteed? How soon do I get the ERC?
So many valid questions. Our expert, Mike McCormick, CPA of Financialclaritygroup.com answers these questions and more.
We think we just found some funds for some small business owners listening to this month's Small Business Conversations with Tom Shay.
Of course you know that there is going to be the day when you transition out of your business. Other than closing the business, you may sell the business to a family member, an employee, create an employee stock ownership plan, or sell to a third party.
With any of these options one of the biggest questions is determining the value of the business. Ah, that is the big challenge. And, that is what Kurt Tobin does for a living. As our guest on Small Business Conversations, Kurt talks about the three methods for determining the price. We discussed the place in the transaction the real estate agent should have.
This is a program you will likely want to bookmark in your favorite podcasts because someday it is going to be applicable to you and your business.
When was the last time you examined the fees your business was being charged for processing bank card transactions? Are you aware of the "add on services" that are a part of the transaction fees that you might not need? Just how does the bank card transaction system work?
What should I look for in having the right company to handle my bank card transactions? And very importantly, how can I get the best rate?
Stu Kehler, of Retail Control Systems and Mocha Payments visits Small Business Conversations with Tom Shay to answer questions which may help you save on the cost of processing.
Every business faces risks; some risks you know; some risks you don't know. Our guest, Ivy Walker, for this episode of Small Business Conversations is also a small business owner. She authored the book, Twelve-Minute Risk Management, is a "must read" for small business owners. You will learn how to identify and address existing and potential risks in your small business.
The book is written in a unique manner that allows you to quickly understand the risk concern along with suggestions. As you listen to this month's episode you will quickly understand that Ivy Walker is one of us as she speaks our language; speaks and acts as a highly qualified seasoned entrepreneur.
You want people to think of you and your business as the experts within your industry. Today the easiest and best way of doing so is by way of your having a podcast for your business. During this program, Tom Shay visits with Cliff DuVernois, expert on podcasting and the host of the website Experts on Podcasting.
With Cliff having interviewed hundreds of podcasters, he shares with us the many inside secrets he has learned. You'll be surprised at how easy and inexpensively you can create a podcast you can use to tell your existing and potential customers that you are where they should do business.
The SBDC (Small Business Development Centers) is a tremendous source of information and assistance for your small business. With most all services provided at no cost, this department of the SBA (Small Business Administration) has offices in all fifty states. Our guest for the March 2022 program is Tee Rowe, president of America's SBDC and Greg Tucker, director of the Missouri SBDC.
During the program our guests explain how you can get an advisor for your business and the many live events and webinars available to your business. Whether you have an opportunity before your small business, or your small business is facing challenges, our guests explain how this is an excellent time for you to connect with the SBDC office in your state.
Ken Banks has had an amazing career in advertising; Circuit City, PetsMart, Levitz Furniture, Eckerd Drugs and one of the largest ad agencies in the USA. Ken joins us for the March 2022 Small Business Conversations with Tom Shay to examine television advertising messages and discuss how the experience and sizable dollars spent by these businesses can give us ideas of how we can advertise. While not likely on television, we can apply the lessons to our social media efforts as well as any other formats we would choose to share our message.
This program was unique as we asked listeners to share with Ron and Tom the details of their business so that during the program we could provide suggestions of a premium loyalty reward program for customers.
The traditional loyalty program is often a, "buy a certain quantity of an item and be rewarded with a free one". A premium loyalty program is one where the customer pay a fee to be a member of a select group of customers who are provided with additional products, services and opportunities to participate in a special group.
Listen as Ron and Tom do an "off the cuff" series of suggestions for small businesses during the program. Listen and you will likely find ideas for a premium reward program for your business.
Pam Danziger is a prolific author, columnist and speaker. During this program we discuss how the four Ps (product, price, promotion and placement) have become the four E's (Experience, Exchange, Evangelism and Everyplace). Listening to this one hour program with Pam Danziger can have a sizable affect on how you position your business - product or service oriented - in your effort to attract and retain customers.
Goldman Sachs 10000 Small Businesses is a school for entrepreneurs. Think of it as getting a masters degree in owning your business. Daniel Pitts Winegarden, lead faculty, join us for an hour to share the details of how our listeners can apply to be one of the scholars. Daniel explained what was taught and how scholars are held accountable for their efforts and the follow up.
Goldman Sachs is making this amazing investment, and have for 10 years, by providing the school at no cost to scholars. This was an amazing hour of hearing how the school works and the observations by Daniel Pitts Winegarden.
Listeners of Small Business Conversations know that Tom Shay loves to stress the importance of understanding financial information and being able to make decisions based on numbers instead of just guessing. Ruth King joins Small Business Conversations to bring additional and unique thoughts on financial understanding.
During the program, Ruth explained the need to create a budget by starting with an answer to a very difficult question; How much profit do you want to have in your business?
As an author, consultant and lecturer on small business, this is an hour that is packed with financial information that can be of great assistance to any small business.
Heidi Kaisand has quite the story that she shares on Small Business Conversations. A decade ago she started a quilting store. Eight years ago she added to those responsibilities her work with the industry magazine, American Quilt Retailer. A year later she purchased the publication and is now the publisher and editor. She also creates online academies for other business owners in the trade.
Her business is unique in that it finds ways to include the customers with their purchases. Heidi makes equipment available for the customers to use and she has multi-day camps for customers who travel hours to buy and use the equipment. The second floor of the building is part dormitory and part workshop for the customers.
Heidi has an amazing story and you can hear the details in this month's Small Business Conversations with Tom Shay
Scott Wagman may not be someone you know, but within the community of the west coast of Florida, Scott is known as a brilliant small business owner and a generous contributor to enhancing the quality of life. Scott visits our program to tell the story of a small business his father started and how it was grown to a multi-million dollar operation with 24 locations.
Scott shared what was learned from growing the business and how his experience is relevant to all small businesses whether they are a one location or a multi-location operation. Scott's story is also a wonderful lesson in caring and giving to your community.
With all the changes in the way people act and shop, what do you need to do differently with your point of sale system? What is the number one concern you should have for your business? What opportunities are there for you to take advantage of in your business? Can you easily handle cashless transactions?
Dick Calio, POS expert, spent the hour with us to answer your questions about what opportunities and challenges are before us as the economy begins to reopen.
Motivation or burnout - What has been the reaction of your business and yourself during the corona pandemic? Dr. Frank Wood visits Small Business Conversations and Tom Shay to share methods of adapting to your individual situation. With the anticipated strong economic recovery, we want everyone and their business to be prepared mentally as physically to take advantage of the upswing.
Dr. Frank shared a story of Zumbach the tailor which tells of a man accepting an ill-fitting suit and the difficulties it imposed on him both physically and mentally. The lesson of the story is a person who decides to avoid conflict by accepting situations that are entirely unnatural. We ask the question of businesses; "Are we not working to return to normal? Or are we accepting the paralysis without asking where and how it is safe to return to the way we previously operated our business?"
America's Small Business Development Centers (SBDC) has many advisors who provide assistance to small business owners in areas of marketing, business strategy, financial service, personnel, social media, Internet presence and from our observation, every component of small business ownership and management.
As an organization funded by the Small Business Administration, there is rarely a charge for anything your business receives. The SBDC provides individualized counseling, webinars and all day classes on various aspects of business management.
This program interviews Laura Fine, the state director of the Arkansas SBDC and Tee Rowe, president and CEO of America's SBDC.
Ken Banks has an extensive background in the area of marketing and advertising. During this visit we asked Ken to dispel some of the common "rules" of advertising. We also reviewed the television commercials from Christmas 2020 and the Super Bowl 2021. We are providing links to the commercials. Links were functional as of February 2021.
Those commercials we looked at were:
Super Bowl 2021:
Toyota (adopted swimmer)
https://www.youtube.com/watch?v=fqWG5_7nwyk
Jeep (Bruce Springsteen)
https://www.dailymotion.com/video/x7z6cqc
Samuel Adams (with Clydesdale)
https://www.ign.com/videos/sam-adams-super-bowl-55-commercial-horses
Jimmy John (with Brad Garret as the king)
https://www.youtube.com/watch?v=-cuVTq76PIk
fiverr creative services
https://www.youtube.com/watch?v=XelsNvpibpQ
Cheetos (with Ashton Kutcher)
https://www.youtube.com/watch?v=0ucKzTuy8a8
Disney (with Tom Brady and Rob Gronkowski)
https://www.youtube.com/watch?v=yBpjN6S7nF8
Christmas 2020:
Coca Cola (Santa Claus letter)
https://www.youtube.com/watch?v=yg4Mq5EAEzw&feature=youtu.be
Our favorite accountant, Mike McCormick does an encore performance as he comes to introduce his latest book, "Why didn't my CPA tell me that? Small Business Write offs conventional tax advisors miss'."
As always, Mike provides a lot of ideas that small business owners can use to keep more of that profit in their checking account while reducing their tax liabilities.
Phillip M. Perry has written over 3,000 columns for a wide variety of small business magazines. This conversation had us asking the writing expert about the experts he quotes in his many columns. We discussed the future of print magazines as well as what the experts are telling Phil are the biggest concerns among small business owners.
Karl Stearns is an expert on digital engagement. During our hour, we discussed Mail Chimp, Constant Contact, email marketing, social media and how to have all of them work together so that your business can engage your existing customers to do more business with you. We talked about how this would also allow your business to gain new customers.
Don Schwerzler, founder of the Family Business Institute, and the Internet organization, Family Business Experts, joined Tom to discuss issues with businesses that have multi-generations, siblings, cousins, partners, or other situations where there is room for "challenging discussions". We talked about getting out of the business as well as how to deal with disputes within the business.
Dr. Frank Wood, psychologist, came to the program with this concept; there is always going to be stress in your life. For some, the stress can be painful and challenging. Others may be able to have stress become a tool to help you achieve your goals.
We posed many interesting questions to Dr. Frank as we work to understand how stress is present in our daily lives.
Christine Corelli, author of Wake Up and Smell the Competition, brought an interesting topic to tonight's program. The discussion centered on her comment, "shoppers are good but buyers are better". This is a recording you will want all of your staff to hear - probably several times.
Michael Kalscheur of Castle Wealth Advisors spoke to a packed phone line that had more questions than we could cover in our hour. We talked about planning for the time you want to sell your business. We also talked about maximizing the price for the business. Surely, all small business owners will come to that point in time where they sell the business to an outsider, an employee, or transfer the business to another family member. You will want to listen to this program.
Ron Friedman made his second visit to the e-ret@iler conversation to tell us about a book is writing. The subject of the book is the selling and using of gift cards in your business. We talked about the accounting aspect of the transaction as well as how you can use gift cards to promote your business. Ron said a gift card can be the best selling item for any business. Listen to this recording to hear how you can do it.
The saying may be, 'April showers may bring you flowers'. With this call, we think it is, 'April taxes bring you May accountants'. Are you one of those who have gathered all of your tax information in the first quarter of the year and given it to your accountant? Did you also sit with your accountant during that time and discuss your taxes?
Our guest for May's conversation, Mike McCormick, CPA, tells us this may be the wrong arrangement. Mike says you should visit with the accountant after the tax season to determine how you can learn from what happened last year as well as what has happened in the first few months of the current year.
Listening to what Mike has to say may change the way you do business with your accountant.
Joyce Weiss, an expert on conflict in the workplace is the guest for the June conversation. We are discussing conflicts between employees and customers; employees with each other; partners; siblings; and parent/child; all within the workplace.
If you have experienced any of these, you will want to listen to the wise advice that Joyce shares with listeners.
July is Independent Retailer Month. Our guest for the e-ret@iler conversation was Kerry Bannigan, co-founder of the event as well as the individual who is the driving force of the event.
The big question of the night; 'What are the advantages an independent retailer has over a box store, chain store or mass merchant?'
Kathy Walsh of Coast to Coast Insurance in Tampa, Florida visited as an expert on small business insurance needs. We discussed how to determine what types of insurance you and your business needs as well as how to determine how much insurance you should purchase.
Did you know that how a person sees your blog, email or website makes a big difference as to whether or not your message is even read? With an increasing number of people using their smart phone to 'showroom', "webroom", read emails, view websites, and maybe even talk, any message you have needs to be mobile friendly.
Karl Stearns returns to the conversations program to discuss how to make your blog, emails, newsletters and website mobile friendly.
Randy Dean, the e-mail sanity expert, joined Tom Shay to discuss how you can get more control of your time by managing all of those things that intrude into your day - phone calls, emails, tasks, calendars, and people. There was a lot to be learned and implemented from the ideas Randy shared with us.
Every small business owner comes to that point in time when they are thinking about getting out of the business. You may think of selling the business, closing the business, or transferring the business to a family member. There are a lot of considerations in your transitioning out of the business; from both a personal and financial standpoint. That's why we are visiting with Mike McCormick to discuss the many components you should consider with selling or closing your business.
Deb Brown, the expert on small town business and communities joins us for the final program of the year. We talk about small towns, communities, Main Street programs and neighborhoods which allow a group of businesses and citizens to work together. We talk about the advantages and disadvantages of being small.
The Small Business Book; 10 Ways to Improve Your Small Business written by Dave Fellman. Yes, that is our guest for this e-retailer conversation. We discussed all 10 ways (you'll want to listen to this recording) of things you can do in your business to make a difference in your bottom line.
Scott Newberger, vice-president of Regions Bank brought valuable information with regard to the relationship between a small business and the bank. We discussed borrowing money, processing credit cards, using a banker as an advisor and other aspects of your business that a bank can help with.
Cathy Nagle-Ervin joins the conversation as we discuss how the various generations can work with, and for each other. If you think your generation is having problems with a generation older or younger than you, this is a great program to gain some insight.
Christopher Dicenso, of Growth Strategy Partners, joins Tom as we discuss the value of a business coach. Could you handle the relationship and the expectations the coach will have of you as well as your expectation of the coach. Taking advantage of our conversation with Christoper, we also discussed how to differentiate your business.
Becky McCray, the small business survival expert, rejoins Tom as we discuss the many reports that show Wal-Mart and other big box stores as having issues. What is happening? And can your small business take advantage of it? You will want to listen to this program.
Scott Neal, from Fast Track Computer Solutions brought us a lot of information about the current dangers our businesses can face on the Internet. We also discussed off site storage and backup of the information of our businesses.
e start the new year with Ben Muldrow as our guest. Ben's expertise is branding. We look at the colors and fonts used for a name as well as any tag line the business may utilize. It's a great lesson of how to do things right with the image of your business.
Ann Baldwin of Baldwin Media Marketing joined Tom to discuss how a small business can utilize the media so that the business is seen as an expert within their industry. Ann also talked about crisis management; when the media is in your face and you are looking to do damage control. Ann has some great ideas. She speaks from experience as she was a part of the media for many years.
Ron Friedman returns to discuss the new laws affecting credit card acceptance and the credit cards themselves. Ron explained what is required to accept the new cards as well as the penalties a business will incur by not being ready for the new format.
Barbara Crowhurst of Retail Makeover in Canada visited with Bill and me. It was a whirlwind hour as we covered many, but just a piece of Barbara's knowledge of retail. Barbara was our first Canadian guest expert and we welcomed her to the program in a grand manner. You will want to listen to this replay.
Michael Kalscheur, CFP (Certified Financial Planner) of Castle Wealth Advisors was the guest expert as we discussed the transition of a business from the current owner to a partner, child, employee, a competitor, or outside individual.
Michael commented on 'add ons' and how to prepare your business for the sale. He explained how far in advance you should be making the plans to transition out of the business.
This was an awesome hour with a lot of information being shared.
Gene Sower of Samson Media was our guest expert. Gene's area of expertise is social media, websites and search engine optimization. Gene gave a great explanation of the social media using the making and consumption of a donut. We discussed what was free and what you paid for within the social media. Gene also explained why a business should not turn some teenager loose with handling the social media of a business just because the teenager enjoyed the social media.
Our favorite CPA, Mike McCormick made a repeat visit to the e-ret@iler conversation. In addition to questions, Mike talked about his book, "The Entrepreneur's Guide to Forming a Business Entity'. Mike talked about the issues to be discussed when talking with your accountant about how your business show legally be established.
Mike also discussed how a business owner can outgrow their accountant and how grey is his favorite color. (You'll want to listen to the recording to understand this comment and how accounting is not all "black and white".
Steve Drake, the "causeaholic", is the guest for this e-retailer conversation. You have likely heard of cause marketing; it is the event in which your business joins with a non-profit to raise funds or awareness. Steve will give some examples of how you can make a difference in your community as well as make your business stand out from others because of your efforts.
Need cash? Got some inventory and equipment you need to get rid of? How about your business has multiple locations and you want to close a location? Maybe you have decided you want to just close the business as compared to selling it.
The guest was Bob Nelson of Power Retailing. Bob's company specializes in solving the very problems that was mentioned in the previous paragraph. Listen in as Bob shares has dozen steps to increasing your odds of success and his top 10 biggest mistakes that business owners make. This session is definitely worth your time.
Branding your business; Shelly Brander (yes, that is her real last name) is an expert on the topic as well as being the owner of two retail operations and Internet based business integrated with her retail operations. During this conversation, Shelley explained how branding and advertising are linked. She also told about logos and updating them. This was an hour packed with lots of information that is invaluable to those that hear the message.
Ever think about how much your business loses, financially, because of theft, shoplifting, losing equipment, or just not tracking inventory and equipment properly? Jerry Obarski, a 37 year veteran of loss prevention with major department stores joined Tom Shay to share ideas of what a business can do to eliminate this 'hole' in your business.
Georganne Bender and Rich Kizer joined Tom Shay in a discussion about the differences in how women and men shop. We discussed what kind of signs are most attractive for each as well as what colors draw the most attention. This was one hour that was packed with a lot of information that you can put to use immediately.
Shawna Schuh was the guest for March. The discussion was on professionalism. We talked about why people skills should be important to a small business; how to network at events; name tags; hand shakes; telephone usage and other things that you might not think your existing and potential customers might notice about you and your business.
We begin a new year by inviting Mike McCormick, CPA to return to the conversation. Mike's specialty is small business. Participants were invited to send questions about their business, their plans to sell their business, their retirement, and even their 'concerns' about the accountant they are currently using. Mike has great advise and we are thrilled to have found someone who has a specialty in small business.
Ron Friedman of Damomics joins Tom Shay Ron's company, Damomics, sells point of sale systems for small businesses. During the conversation we discussed Small Business Saturday for 2012 as well as how to create customer loyalty programs and utilizing gift cards in a number of unique ways to build your sales and customer base. This was a fast paced hour as Ron was full of great ideas.
Linda Cahan was our special guest as we spent the hour asking Linda about visual merchandising. Not just window displays and end caps; we talked about the social media and the presentation a person makes when they are selling - be it in a store or as an outside salesperson.
What a change of pace with our guest during this call. Dave Doucette was our guest as we discussed business partnerships; how to pick a partner and how to divorce yourself from one. It was a great call with a lot of insight being shared that many people have asked about. If you missed the call, download it now.
Jon Schallert, creator of the Destination University was the special guest for our June e-retailer conversation conference call. He spoke on his unique 14 process of making a business or community a destination; a business or community that is different from those who are dependent on others to bring customers in close proximity to the first business. This was a great session that you will definitely want to listen to.
The start of our fourth year of e-retailer conversations conference calls with our special guest, Anne Obarski. Anne and Tom discuss shopping the competition, having your business shopped - by professions or individuals you select, and focus groups for your business.
This call is taking on two individuals. The 'taxman' and the person that assists your business with issues of taxation. During part of the call we are going to discuss what this 'accountant person' should be doing for your business. In the second segment of this conference call, we are going to look at how, and why, you should conduct an interview to find the right person to be partnering with you regarding the accounting and tax issues of your business. Our special guest for the evening was CPA, Mike McCormick, the 'Cincy Tax Coach'. Mike shared some great information about how your relationship with your accountant should work.
Larry Pfarr, who spent 24 years with Bachman's of Minnesota and is know for being an extraordinary merchants was the guest for January as we discussed merchandising and displays.
We are joined by Dan Jablons of Retail Smart Guys. With only one hour to visit, we focused our conversation on marketing and staff management.
Crystal Vilkaitis, teacher of social media was the guest on the program for this show. The discussion focused on the strategy of using social media; which to use and those to not use. This was an hour full of questions and answers that will surely help any business.
Excellence is a word that describes our June guest from Retail Excellence. Natalie Tan has an impressive resume of skills and using them to make a difference in how customers see your business and more importantly - what, and how much, they buy.
We think Sam Allman is the master of selling. Not just because he wrote the book, "Heart and Mind Selling", but because he elevates selling to another level. Sam is a student of selling which makes him a fascinating guest; we talked about selling to the person instead of selling the product or service
Chris Ramey has been referred to as America's leading expert on selling to the affluent. As Chris has clients in over 20 countries worldwide, perhaps that reference needs to be expanded. During Chris's visit we discussed the difference in affluent, high end, and luxury. Chris offered great insight as to how everyone finds something they place a great value on and will spend the money to purchase it; even as the purchase is inconsistent with the other possessions or services they have in their life.
If you are wanting to learn how to sell to the affluent market, this hour long program would be a great investment of your time.
Mort Haaz of My OTB Plan visits. We think of Mort as the individual with the most experience and knowledge of inventory control. We discussed the "how", the "why" and the fine tuning of inventory control which increases the inventory turns and the gross margin return on inventory investment (GMROII).
Gene Sower of Samson Media returns as we discuss where you are spending your social media dollars. We spent part of the hour looking at making the decision based on demographics or keywords. While we focused on Facebook and Google AdWords, we did discuss how the other social media can and should be a part of your advertising efforts.
Michael Kalscheur of Castle Wealth Advisors returns. Michael had the highest rating of all guests to have visited the program. The discussion for this program is getting out of business; whether it is selling to an employee, an outside individual, or transitioning to another family member. We also discuss partnerships and buyouts.
From the moment I met Harold Havard, he was always an individual with new ideas of how to promote your business. The ideas were always great because Harold had experimented with them in his business. In a previous career, he worked with Wal-Mart, Computer City and Sports Authority.
Harold shares many ideas of how to use Facebook to create flash sales as well as how to build an audience. In the business he just sold, an employee who had been with Harold for only 18 months had built a Facebook audience of 13,000!
Harold told of multiple experiences of businesses that were utilizing a 3D virtual tour to show people what you were selling and to make the sale.
A report we read recently stated the expectation that over 80% of the sales for the 2020 Christmas selling season would be online. We invited Sommer Leigh of sleighconsulting.com to visit and share her ideas and experience of how your small business should be utilizing social media to get your message to customers and gain your share of the market.
We discuss the many social media; what to do and what not to do; and how to maximize your time and the dollars you are going to spend in communicating with your customers.
Sommer is considered a very valuable asset to her many consulting clients. You will see why she is so well respected and appreciated by spending the next hour to hear the message she shared.
Tom Shay invites Beth Montpas to visit Small Business Conversations as we discuss our observations and suggestions for small business owners who are working their way through the pandemic. We discuss those businesses who have taken a beating and have not fought back; the businesses where they have just plowed straight ahead as if nothing has happened and being totally unaware of the changes; and the "hold my beer" crowd who sees the pandemic to adapt and drive their business forward.
Beth shared many great personal experiences and examples that small business owners can learn from as we work our way through this challenge that currently appears as never ending.
The Small Business Development Centers (SBDC) provides a source of information and help for your small business at no cost to you. This is a federally funded organization with over 1,000 offices and 4,000 counselors available across the USA.
Tee Rowe, the President and Chief Executive Officer of the SBDC visits to explain how to find your nearest SBDC office; how to apply for your own SBDC counselor and the variety of ways the SBDC can help your business.
As compared to the many "help vultures" we observe, the SBDC will work with your business in a one-on-one scenario with assistance customized to your business at no cost to you.
Tee also provided an update and explained components of the PPP and EIDL.
Ron Friedman visits with Tom Shay to discuss what is wrong with the loyalty/reward program that many businesses offer. We share some interesting statistics of how paid loyalty/reward programs are being used by many businesses and how you can make one work for your business.
Ken Banks is a member of the retail advertising hall of fame. As he visited with Tom Shay he discussed how businesses can market differently after the pandemic. We talked about the "retail apocalypse" and what types of businesses were a part of it. Ken shared experiences of being the head of marketing for companies like Circuit City, PetsMart, Levitz Furniture, Eckerd Drug, and as a consultant to many others.
This program was recorded during the height of the spring 2020 Covid 19 period of isolation. Mike McCormick discussed how small business owners can protect themselves as well as how to utilize the assistance programs being offered by the federal government. We also discussed the challenges with selling a business at this time as well as the changes a business should make in their marketing efforts.
As with Mike's previous visits, he has the unique ability to explain things in terms that we can easily relate to and understand.
The Small Business Development Center is a service of the Small Business Administration that far too many people know of. There is a SBDC lead center in each of the fifty states. California and Texas have multiple lead centers. On a local level there are over 1,000 local centers staffed with experts equipped to help you with your small business.
Whether you see an opportunity for your existing business; you have an idea for a new business; your business faces a challenge; or you want to find a coach to help you, the SBDC is the organization you want to contact. The majority of the services of the SBDC are free. The SBDC also hosts webinars and workshops, some of which have a small fee to participate in, on topics that relate to small business ownership and management.
Listen to this month's Small Business Conversation with Tom Shay visiting with Lisa Shimkat, the state director for Iowa's Small Business Development Center. Visit AmericasSBDC.org to find the SBDC office nearest you.
We are thrilled to have Joe Baer, the co-founder and CEO of Zen Genius, a visual merchandising design firm headquartered in Columbus, Oh. Just before Joe and his staff head to Germany for EuroShop, we ask Joe to share ideas of what a small business can learn from large businesses who have sizable budgets for merchandising and visual display work.
We discussed what happens when a customer can first see your business and many of the components when a customer visits your business that can affect their impression of your business as well as their desire to return to the business.
This was an hour that was just like having this visual display and merchandising genius visit your business. You will definitely enjoy all the wisdom Joe Baer shares.
While the idea of a "family business" may bring up warm feelings about a business, it can bring challenges and opportunities when the ownership is transitioning from one individual to another. Our guest expert is Henry Hutcheson, author of Dirty Little Secrets of Family Business. Whether the business is a partnership among friends, a business transitioning from one generation to the next, or a transition involving siblings, cousins and other family members, Henry's expertise is helping make the transition smooth as well as helping make sure the business is ready for the transition and that the business endures.
If you are a part of a family business, this is another of the very important Small Business Conversations from Profits Plus and Tom Shay.
Have you ever thought your business is missing an ingredient, or person, that will help your business overcome an obstacle or grow to the next level?
Gwen Bortner has created herself as a virtual chief operating officer (COO); the person who can be that missing ingredient or the person who helps you overcome the obstacle. During this program Gwen discussed the challenge of a person understanding the difference in an owner, manager and leader. Those who find they are not getting things done in their business and those who find themselves putting in too many hours trying to get things done will find this will be a very wise investment of an hour.
Did you know there is a network of over 10,000 experts on small business management who will volunteer to help you? Ron Friedman visits to explain how SCORE works; how you can sign up to work with a mentor. Ron also explained the webinars, courses on demand, and live events that you can participate in.
Why would you consider paying someone, or subscribing to some service without first investigating how SCORE can be of help to your business. Ron shares his success stores and insight to taking advantage of this service.
Did we mention the mentoring service is free? Did we mention that the few items having a cost them are as little as $5?
We read an awesome article that is applicable to every small business owner. The author was Beth Montpas, who is a life coach. The article, and our discussion for the program focused on what a life coach can do for a business owner. We also discussed how many of us have a written and/or mental to do list.
Beth describes how we can and should have a "to-be" list with some 11 points of focus.
The October program was a fascinating hour with Beth and we are sure everyone can find value in what she shared with us.
Larry Pfarr is a merchandiser extraordinaire. He spent 24 years with Bachman's of Minnesota; a well known retailer with multiple locations. Bachman's is a stopping point for many tours of retailers. Larry also produces a segment on the Minneapolis ABC affiliate.
This episode of Small Business Conversations has Larry sharing ideas of what you can do to get the most out of your business during the holiday season. We discussed displays, external appearance of your business, "experiential retailing" and how to prep your staff for holiday sales.
This episode is a full hour of helpful information.
What if you could listen to someone who had years of experience working for one of the big businesses? Would you want to ask them questions that could help you do more with your business?
That is exactly what happened when Jacinda Trask visited with Tom Shay and Small Business Conversations. Starting as a part time cashier, Jacinda worked her way up in Wal-Mart management. Today she oversees the operations in a multi-location small business.
Listen as we ask Jacinda what she learned from Wal-Mart and how she has applied it to her business today. There was a lot of information shared that can help you in your business. Enjoy an hour of lessons learned from Sam Walton and what it will do for your business.
When you business you are filing your tax return based on what is your "business entity". As examples, you could be a sole proprietorship, a partnership, a C corporation or a C corporation that has taken the S option.
Mike McCormick, Certified Public Accountant (CPA), Certified Tax Coach (CTC), and author of "The Entrepreneur's Guide to Forming a Business Entity" visits for this hour of discussion on how to select the right one for you.
In addition to providing a free download of this book, Mike explained how to engage your attorney and the individual who prepares your tax returns in making this very important decision.
While everyone has most likely made this decision, it is very possible you need to update your choice.
We frequently find that businesses and sales people are intimidated by affluent customers. Chris Ramey of AffluentInsights.com visits with Tom Shay and Small Business Conversations to explain how you fascinate the affluent customer instead of trying to sell to them.
This was an hour spent with a very articulate individual who demonstrated his mastery of his areas of expertise. This will be a well spent investment of your time to listen to the conversation between Chris and Tom.
Chris explains how the 10% of the public is doing 50% of the buying! Don't you want a piece of that market?
John Wheeler, CFP, CPA and Michael Kalscheur, CFP join Tom Shay in discussing a bucket list for your business. What do you expect your business to achieve for you financially? How do you make plans for when you want to get out of the business whether it be retirement or moving on to your next adventure. These two experts share their list, and the details, of how a business owner needs to converse with their accountant and their financial advisor.
What business are you in? What do you sell as a product or service? While most think they can easily answer the question, Steve Drake asks you to look a bit further. As an example he tells of an orthodontist. The answer to the first two questions may be "straightening teeth" for most people. The orthodontist in Steve's example says his business is "creating smiles".
A business that understands this finds a much easier path to customers and profit. As another example we offer the arborist in Portsmouth, NH who approaches business differently. Take a look at the video of his work with the South Church tree removal.
The Small Business Development Center (SBDC) is an awesome free service provided to small business owners across the country. Tee Rowe, president of SBDC, and Jill Kline, executive director of Wyoming SBDC, visit with Tom Shay to tell of the many free services provided to small business owners - all for the asking. They explain how to find a SBDC center near you and how the SBDC will match a business owner with a consultant who can address their specific needs.
The SBDC has live classes and webinars that you can participate in. The SBDC can also provide you with market surveys and research customized to your business. There are some events and services that have a minimal charge to participate or receive. Tee and Jill explain these.
All told, this is an awesome business assistance program that we are wanting to make more small business owners aware of.
Ron Friedman is unique as a visitor to our program as with every visit he brings a unique business idea. This month's program brings an idea of how to use gift cards as a way to replace discounting your products and services. With his concept we have created another free calculator on the ProfitsPlus.org website - gift card vs discount calculator - to show how you get more business from existing customers, referral customers and higher margins by using Ron's idea.
Reading multiple online news feeds, we have frequently seen quotes from a group called AMIBA - American Independent Business Alliance. We wanted to learn more so we went to the top and invited co-founder Jeff Milchin to visit and tell us of the work of AMIBA which includes the "buy local" efforts.
We got to meet Jill Kline several years ago as we worked on a project with her state SBDC office. In addition to her concern for each of the clients her office works with, we were impressed by her business management knowledge.
We have found that few small businesses know of the SBDC in their state and how the SBDC can help their business. Jill Kline spends an hour with us to tell the many benefits of contacting your local SBDC office.
Those who have visited the Profits Plus website or attended a Tom Shay session have already seen a lot of the work of D Wendal Attig. Since the early days of Profits Plus, D Wendal has been responsible for the creation of many components - starting with the Profits Plus logo. He has also been the announcer of the monthly Small Business Conversations. Most importantly he is a brilliant consultant when it comes to marketing a small business. Join us for this program as we share our friend, D Wendal Attig with you.
Having written for over 75 trade magazines, I get to see the material by a lot of columnists. Without question, Robbie Brown is the best when it comes to small business and anything that has to do with numbers. Enjoy with us an hour with this awesome small business consultant.
In addition to having written the book, "Selfish Giving", Joe Waters is an expert on how a business can leverage their giving to the community as a way to get customer attention as well as build customer loyalty. We refer to this as "Cause Marketing". Spend the hour with us as we visit with Joe and how you can make this a big part of messaging to your customers (instead of doing the usual "item and price" advertising).
How did you select your POS (point of sale system)? Was it because a vendor suggested it? Another business owner had the system and liked it? Perhaps, you saw it at a trade show?
Dick Calio has a unique niche business. He helps businesses of all sizes through the selection process of their next point of sale system. As you listen to this program, you will hear just how you can best narrow the selection process to get your money's work in your next system purchase.
Mike McCormick has a very unique talent. Listeners have told us they are challenged when speaking with their accountant. They do not understand what the accountant is trying to tell them as the accountant often gets into "tech speak". Mike is different. As a former small business owner he understand there is a place for "small business accounting" which is information being presented in a format you can understand and use to make decisions for your business.
Henry Hutcheson, author of "Dirty Little Secrets of Family Business" visited with Tom Shay during this program. If you are a part of a family business you know there are often many dynamics of family members working together. When there is a transition from one generation to another, there are often challenges of who has what responsibility and who gets what.
Henry answered many questions during this visit as well as explained how to eliminate the "drama" that could occur in your business.
Ken Banks is a member of the retail advertising hall of fame. The names of businesses that he has consulted with and worked for reads like a "who's who" in retailing. Ken spent an hour answering questions from listeners and addressing why we are seeing so many casualties in the retail arena. Understanding why big retail fails gives insight as to what you can do differently in your business. Listening to this session is a wise investment of your time.
Pamela Danziger is the leading authority on the most powerful consumer - the affluent customer. She discusses, for both retail and service businesses, the profile of the affluent customer. In an hour packed full of information, Pam gave great insight as to how this affluent customer so strongly affects the buying.
An author of multiple books on the topic; quoted by mainstream publications; and a sought after expert consultant on affluent customers; Pam's hour with us was most informative.
While you want people to see the product or service you are wanting them to purchase, you can get their attention when the written message you create is one they find engaging.
Neal Schuler, vice president creative director of J Schmid, spent an hour visiting and sharing ideas of how your written message can best be received by your existing and potential customers.
Your print message can include emails, blogs, catalogs, newsletters, signage - almost anything you can apply the written word to. Join us for this session to learn from Neal Schuler how to craft that right written message.
Craig Melby is an expert on leasing. He is the author of Site Rite, an extensive book on what you should know before signing a lease for your business. This book saves business owners time and money, and helps them make the best, most profitable decisions when selecting a site and negotiating a lease. "You don't know what you don't know," and without expert help, mistakes WILL be made, and your lease WILL have hidden landmines.
You have surely seen the work of J Schmid in many areas of advertising. In this episode we visit with Brent Niemuth, the chief creative officer who shares the ideas of what works in big business and how it can be applied to small business.
Cam Marston is the leading expert on generational change and its impact on the marketplace. Marston and his firm, Generational Insights, have provided research and consultation on generational issues to hundreds of companies and professional groups over 20 years.
Ken Banks has a long and storied career as an expert in marketing for retail. Ken explains how marketing is more than creating a budget and then deciding where to spend that budget. Listen to this episode as one of the legends of the marketing industry shares his insight and experiences.
Independent We Stand is a big cheerleader of independent businesses. Tonight we visited with Bill Brunelle who heads the drive. He told us how an independent business benefits the community more than the 'big guy' competition. Bill explained how to use this information as you get your message to your customers.
Whether you are product or service oriented, Bill's message will help you to get that advantage over the competition.
HeadCount's Mark Ryski spoke to our listeners about important measuring points in a business. Perhaps surprising, comparing to "same day last year" is not a fair measurement. Mark shares his years of experience dealing with traffic counts and conversion rates. There is a lot to be learned from the individual who wrote, "When Retail Customers Count" and "Conversion - The last great retail metric".
Pat Johnson and Dick Outcalt, co-founders of Retail Owners Institute join the August program. Pat and Dick are legends in the retail arena. Both are very knowledgeable with most everything that relates to the bottom line of your business. They have a very informative insight with lots of tools as well as hosting a weekly program called, "Topical Tuesday".
Michael Kalscheur visits as we discuss the transition we all make from our business as we move to new challenges or retire. Whether the business goes to a next generation, employees, an outsider, or if you decide to shut the business down, there are a lot of things to consider. You have worked hard for what you have earned and you want to get as much as you can from the business. Michael, of Castle Wealth Advisors, shares his expertise in this program.
Joseph Michelli, PhD is known for observing and reporting on businesses that have developed great cultures of customer service and team work. His books include: Driven to Delight - Delivering World Class Customer Experience the Mercedes-Benz Way; Leading the Starbucks Way; The Zappos Experience; as well as books detailing Ritz Carlton, UCLA medical center, and the Pike Place Fish Market.
Join us as Dr. Michelli details how they do it, and how you can have the same in your business.
Steve Drake owned a management company for many years. One of their accounts was the National Christmas Tree Association (NCTA). Under his direction the NCTA created one of the greatest marketing events; Trees for Troops. Enlisting additional organizations they have delivered to the families of deployed military, hundreds of thousands of Christmas trees. They create a big event as the FedEx truck arrives.
In this program, Steve details how your business can create cause marketing to build your name and reputation in your community.
Troy Patton is an expert in business valuation and determining the particulars in selling your business. He has earned the CPA (Certified Public Accountant) and ABV (Accredited Business Valuation) designations. For many small business owners, the business represents your nest egg as you retire. There are a lot of details to determining the amount you sell your business for as well as preparing your business for sale - be it to an outsider, family member, or employee. Troy shares a lot of information to help you prepare.
Larry Pfarr spent 24 years as the merchandiser for Bachman's; the most extraordinary stores in the upper midwest. Larry's visit included his five easy changes you can make in your business in preparation for the fourth quarter.
Larry also spoke about the current trends he was seeing in merchandising and how even the smallest of stores can make these changes to their business easily and inexpensively.
We discussed how the shopping technique of one generation varies from another generation.
Mac Fulfer's previous career was being an attorney. Looking for an edge in jury selection he began to notice there were traits in a person's face that spoke to how that person would think and act. Having written the book, Amazing Face Reading, Mac now shares the techniques he has learned.
This can help you understand your customers; do a better job of closing the sale; and be more on target to your customer with the information they want and need.
Independent We Stand! is a nationwide movement of independent small business owners whose mission is to inspire other small business owners to better understand and celebrate their locally-owned status while educating consumers about the importance and strong economic benefits of supporting them.
Bill shared multiple studies showing how much a locally-owned small business actually contributes to a community and how much it costs a community to have a mass merchant.
Mike McCormick, CPA is one of our most popular guests on Small Business Conversations. In the February 15, 2018 edition of the program we take an initial look at how the 2018 tax code changes will affect your small business.