The Third Growth Option with Benno Duenkelsbuehler and Guests: Recent Episodes

Benno Duenkelsbuehler

Welcome to The Third Growth Option, a podcast for and by business owners and leaders. We share ideas and insights that help you in your growth journey. In our podcast guests, we look for heart, curiosity, and the desire to share growth lessons. No platitudes and cliches, but stories about growth or tools that helped grow a business or improve the industry or become a better leader, and how they came to embrace an insight. During three decades as a merchant and entrepreneur your host Benno Duenkelsbuehler has built and scaled many growth opportunities from zero (or something) to 8-figure (or bigger) thriving businesses. Our guests are battle-proven leaders in product design, in manufacturing or product sourcing, in marketing and brand building, in operational, technology and executive leadership positions.

Are you looking for a Third Growth Option ℠ ?

You know the meeting. Someone pulls up the numbers, and for the next hour the conversation is all risk, all decline, all downside. Big numbers. The room is locked in and it feels like the right thing to be focused on.

But here's what that meeting is quietly doing: it's training your team to only see half the picture.

When the conversation is only about what's going wrong, nobody is building the case for what could go right. The upside opportunities don't get named. They don't get owners. They don't get numbers. And what doesn't get quantified doesn't get pursued.

In this episode we walk through what it looks like to run a more balanced conversation — one that manages the downside with rigor and holds the upside to the exact same standard. No doom and gloom. No rose-colored glasses. Just both sides of the ledger, with real numbers against each.

The punchline might surprise you: when teams actually do this, the upside is almost always bigger than the risk dominating the room.

What's sitting on the upside of your business that nobody's putting a number to? Drop it in the comments.

🔔 Subscribe for weekly episodes on business growth, strategy, and decision-making for mid-size company owners and executives.
📲 Share this with someone who leads sales meetings.
⭐ Leave a review — it helps more growth climbers find the show.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

A $6 million company. Strong retention. Loyal accounts. And a team convinced they’d already hit the ceiling on their best customers.

They hadn’t. They’d just never looked up.

In this episode, Benno pushes back on conservative strategy and makes the case for a Summit Vision bold enough to actually change how you lead. He walks through the real story of how that same $6M company built an execution system, pursued the right whale customers, and scaled to $32M — not by working harder inside the same frame, but by describing a bigger view and letting that clarity drive every decision.

When you can see the summit, the targets change. The decisions change. The trajectory changes.

What summit are you chasing? Drop it in the comments.

🔔 Subscribe for weekly episodes on business growth, strategy, and decision-making for mid-size company owners and executives.
📲 Share this with a leader who’s stuck in small thinking.
⭐ Leave a review — it helps more builders find the show.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

If you're staring at a shrinking product line or a flattening category and wondering why the old playbook isn't working — this episode is for you. The uncomfortable truth: the wrong question is "How do we bring it back?" The better question is "What should we become next?"

Benno walks through two real-world examples that make this concrete:

🪑 Pottery Barn: A legendary dining chair is past its peak. Everyone wants a replacement inside the same category. Instead of chasing a forced sequel, Benno pitches a coffee table — one that fits retail merchandising, serves the brand DNA, and opens a gateway to console tables, side tables, and upholstery. A smart lateral move beats a heroic repair every time.

💡 A lighting company boxed in by a flat, declining category debates selling furniture — and runs straight into the usual objections: new factories, new sourcing, new sales training, new product nuances. We break down how a clear go-to-market roadmap turns those objections into solvable steps, and how repositioning from "lighting brand" to "home decor company" unlocks a much bigger market.

Growth rarely comes from doubling down on what's declining. It comes from seeing what's adjacent — and having the clarity to move there.

What's the best adjacent move you're considering right now? Drop it in the comments.

🔔 Subscribe for weekly episodes on business growth, strategy, and decision-making for mid-size company owners and executives.

📲 Share this with a leader who's stuck in "fix it" mode.

⭐ Leave a review — it helps more builders find the show.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

The safest answer is often the one that quietly shrinks your options.

When I was 16, leaving Germany to join my family in the United States, I dug up a small seedling from a beloved backyard tree the night before my flight. I packed it carefully — a gift for my mom, something living to plant in our new life. Mid-flight, the customs declaration asked the question that forces a choice: are you bringing a live plant?

The conventional move is to avoid trouble. The better move is to think, be honest, and accept the risk. What happened next is a funny border moment — but it carries a serious lesson about judgment that I’ve never forgotten.

What this means for founders, CEOs, and operators making real decisions under uncertainty:
→ “Best practice” becomes a trap when you’re trying to grow
→ Expanding into a new category, channel, or go-to-market process actually requires you to think creatively
→ Stop outsourcing your thinking and start trusting your instinct

The loudest advice can sound logical and still be completely wrong for your business, your timing, and your customer.

What “obvious” rule are you ready to question?

🔔 Subscribe for bi-weekly episodes on business growth, leadership, and decision-making for mid-size company owners and executives.
📲 Share this with a founder or operator who needs it.
⭐ Leave a quick review — it helps more builders find the show.

BusinessGrowth #Leadership #Entrepreneurship #DecisionMaking #CEO #Founders #BusinessStrategy #Podcast #ThirdGrowthOption #Scaling

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Growth can stall even when the product is loved, pricing is right, and teams deliver on time. The blocker is mixing pre-sale and post-sale decisions in the same conversation.

Our Sherpas use a simple pattern to untangle it: The Chef and the Waiter Framework.

Dining room = pre-sale
Positioning, messaging, pricing, sales assets.

Kitchen = post-sale
Manufacturing, logistics, inventory, fulfillment.

In one factory case, a small design upgrade unlocked a larger market at a higher price. Fear around costs and delays froze progress. By running pre-sale testing and post-sale capacity planning in parallel, momentum returned.

The target was $10M in new revenue over three years. The result: $14M delivered, compounding into $100M+. Not luck—clear roles, fast feedback, and simultaneous execution.

If your revenue needle won’t move, audit your process. Split pre-sale and post-sale work. Stop mixing meetings.

Clarity accelerates the climb.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Ever feel stuck between chaotic speed and suffocating process? This episode opens the conversation on finding the middle ground—what we call structured entrepreneurship.

We get into:

Why cowboy chaos and heavy bureaucracy both stall growth.
The tension between “move fast” and “follow the process.”
How a bit of structure actually creates space for creativity and real opportunities.

If you’re trying to grow without losing momentum—or sanity—this one gives you language and perspective to rethink how your team works.

What’s one place where you feel the chaos/process tug-of-war right now?

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Growth looks clean on charts—but anyone who’s built something real knows it’s messy.

This week we’re opening a conversation about what actually drives long-term success: persistence and tenacity.

Not the flashy kind. The quiet kind that shows up when the plan breaks, the path gets rough, and quitting would be easier.

What makes persistence possible for you or your team when momentum fades?

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

We unpack why strategic planning fails, when leaders confuse the destination with the plan — and how a bold North Star fuels execution.

Key Takeaways:

AVOID thinking too small (seeing goals as “Finish Lines”)
INSTEAD, think bigger: set goals as your “North Star”.
- SUMMIT VISION – from 3 lenses (marketing, ops, finance)
- TRANSFORMATIVE PERSPECTIVE from the peak
“Attainable” goals provide short-term reward, but don’t inspire much
BHAG thinking (combined with well-sequenced quick wins) creates real momentum
Commit to one system of executing the plan: EOS, OKRs, OGSM, our 1-2-3 Growth Process, etc.
THE ULTIMATE TRAP: the crime of low aim

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

We explore two tools that make growth faster and cleaner: visibility and radical candor. Together, they align teams, shorten loops, and turn feedback into progress.

• Use shared KPIs and reports to improve alignment
• Balance leading and lagging indicators
• Reduce silos through open work
• Pair clear expectations with direct feedback
• Combine data and candor to speed decisions

Have thoughts on this topic? Share them—we may feature them in a future Toolbox episode.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Growth requires understanding your personal and organizational DNA, which helps navigate the exciting yet uncertain journey of development.

Growth DNA = the overlap of what you’re great at, what you love, and what drives economic results
Hedgehog Concept (Jim Collins): three circles that reveal your true “sweet spot”
Love - Can - Need Framework: passion + capabilities + market demand

Understanding and articulating your unique Growth DNA might be the key that unlocks your fullest potential. Share your thoughts and ideas about growth DNA in the comments section.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Inspired by Cincinnati’s historic Findlay Market, I pulled together three simple but powerful tools that help any leader (not just product managers) contribute to product strategy. These frameworks create a shared language that makes cross-functional collaboration easier across sales, finance, ops, and product.

• Two-by-Two Matrix → Map your assortment across basic vs. seasonal and core vs. fashion to see risk distribution at a glance
• Product Development Calendars → Gantt-style visuals show overlapping processes so bottlenecks don’t sneak up on you
• Scatter Graphs → Plot products to spot market gaps, competitive positions, and balance in your portfolio

When leaders have the right visual frameworks, silos break down, conversations flow, and assortment decisions become smarter.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Branding isn’t about logos or colors—it’s about making a compelling promise and consistently delivering on it. The simple definition “Compelling Promise Delivered” shifts branding from a surface-level exercise to a true growth driver.

Key takeaways:

• Brand = promise; without clarity, success is impossible
• Branding has two sides: customer-facing (promise) and operations-facing (delivery)
• Strong brands invest time in refining their promises for better positioning

What do you think—does your brand clearly articulate a promise and consistently deliver?

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Strategic planning works best when you treat it as two jobs: setting the big vision and mapping the step-by-step path to get there. The right framework—whether EOS, OGSP, or the 1-2-3 process—can make the difference between plans that collect dust and plans that actually deliver results.

• Separate “where we’re going” (strategy) from “how we’ll get there” (execution)
• Bring 5–12 people who cover your customer, operations, and finance angles
• Communicate with the 3 I’s: inform → involve → inspire
• Line up quick wins first so you build momentum while bigger projects take shape
• Roll out with a crawl-walk-run pace—don’t sprint into burnout
• Skip the usual traps: fuzzy communication and impossible deadlines

What’s worked—or flopped—for you in strategic planning? Let’s swap notes.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Brand Mockup/Customer Journey (CMO); P&L Forecast (CFO); Process Flowchart (COO)

At the heart of successful business expansion are three essential perspectives that we explore in depth.

The customer lens focuses on journey mapping, branding, and user experience—all crucial elements for connecting with new audiences.
The financial lens forces disciplined forecasting of revenues, margins, and investments, preventing "air castle pie in the sky" thinking by grounding opportunities in fiscal reality.
Finally, the employee lens addresses the often-overlooked operational aspects, including process development and cross-functional collaboration necessary to execute new business initiatives.

By viewing potential growth through these three complementary lenses simultaneously, business leaders gain a comprehensive understanding of what's required for successful expansion into adjacent categories or new distribution channels.

Subscribe now to learn how to apply this powerful framework to your business and unlock growth opportunities you might be missing.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

We all get stuck—it’s part of growth. But getting unstuck doesn’t mean charging ahead blindly. Often, the smartest move is to pause, zoom out, and chart a clearer path forward.

Here’s a quick breakdown of how the 1-2-3 Growth Process helps turn inertia into momentum:

1 week to evaluate your current situation, define the opportunity, and pinpoint what needs to change.
2-3 months to build a detailed roadmap—marketing, finance, operations, all lined up with timelines and targets.
2+ years of focused execution, with built-in accountability so progress doesn’t stall.

The magic is in breaking big goals into bite-sized actions—structured enough to keep you on track, flexible enough to adapt as you go.

What’s working for you and your team when it comes to getting unstuck? Let’s share ideas.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

The growth strategy you’ve trusted for years might be the very thing keeping your business stuck.

Most companies default to a binary choice:

Organic growth (get better, faster, cheaper with what you’ve got), or
Acquisition (buy your way to scale, and hope the integration sticks).

But both come with real headaches—breaking down internal silos, aligning teams, post-merger chaos... Sound familiar?

There’s a Third Growth Option—and it’s driving results that traditional methods miss. I’ve seen it add $26M in revenue by expanding a lighting company into furniture, and double a factory’s revenue just by fixing how they go to market.

This approach focuses on three high-impact levers:

Expanding into adjacent product categories
Tapping new distribution channels
Sharpening your go-to-market execution

The beauty? You can build this engine without burning out your core team—because it runs alongside your day-to-day ops, not instead of them.

If your business is plateauing—or if growth feels like pushing a boulder uphill—this might be the framework you’ve been missing. Let’s talk about what’s getting in your way and how this Third Growth Option could unlock your next leap.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

After 16 years running a growth agency and 160+ podcast episodes, I've encountered countless questions about business growth from where to start to how to break cross-functional gridlock.

Season 3 is all about answering those questions.

Drop me a line in the comments section at Benno@reALIGNforResults.com with questions for this season's The Growth Climbers Toolbox. Looking forward to what this season will bring!

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

After 16 years running a growth agency and 160+ podcast episodes, I've encountered countless questions about business growth from where to start to how to break cross-functional gridlock.

Season 3 is all about answering those questions.

Drop me a line in the comments section at Benno@reALIGNforResults.com with questions for this season's The Growth Climbers Toolbox. Looking forward to what this season will bring!

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

After 16 years running a growth agency and 160+ podcast episodes, I've encountered countless questions about business growth from where to start to how to break cross-functional gridlock.

Season 3 is all about answering those questions.

Drop me a line in the comments section at Benno@reALIGNforResults.com with questions for this season's The Growth Climbers Toolbox. Looking forward to what this season will bring!

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Dawn Grooters and Benno Duenkelsbuehler explore the challenges and strategies of marketing your own business as two business owners who help companies grow, yet struggle with their own messaging.

• Authenticity in business requires balancing personal vulnerability with professional messaging
• Your message may feel repetitive to you, but most of your audience is hearing it for the first time
• Focus on your "smallest viable audience" rather than trying to appeal to everyone
• Taking imperfect action beats waiting for perfection - Dawn launched her podcast without knowing all the technical details
• Feel the fear and do it anyway - every successful business owner pushes through uncertainty

Connect with Dawn at brokenvesselsales.com or find her on LinkedIn, Instagram, and Facebook as Dawn Groters.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Marty Shapiro, COO of LAFCO New York, explores how luxury fragrance brands can grow their reach while maintaining their special appeal in today's evolving retail landscape. He shares strategies for creating consistent brand experiences across multiple channels while preserving the essence of luxury.

• Consistency across all touchpoints is crucial for maintaining brand identity
• Zip code protection is becoming obsolete as consumer shopping habits evolve
• Product placement should be strategic rather than limited by traditional exclusivity rules
• Context matters when displaying luxury products across different retail environments
• A failed brand extension taught valuable lessons about customer perception
• The product must be amazing, but telling its story is equally important

Email Marty at martys@lafco.com or find him on LinkedIn to continue the conversation on luxury brand growth.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Growth isn't just about getting bigger—it's about getting better. This episode explores how blending expertise with entrepreneurial energy can lead to more meaningful business outcomes.

We cover:

Balancing structure with flexibility
Leveraging VIP clients to strengthen your foundation
How culture attracts the right clients
Why bigger isn't always better
Building trust through authentic communication

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

We explore how to approach and engage in uncomfortable conversations that can ultimately lead to valuable insights and business growth. Through thoughtful discussion with Cody Seaber, we highlight the importance of understanding human psychology, building trust, and embracing tension in communication.

• Discussing the impact of discomfort on business conversations
• Challenging the status quo for growth opportunities
• Understanding diverse perspectives through the sphere of reference
• Acknowledging and owning conflict and tension in discussions
• Strategies for building and maximizing trust with clients
• Emphasizing authenticity in professional interactions
• Navigating the timing of conversations for effective outcomes

Visit our website reALIGNforResults.com to learn more about how we can assist you in navigating uncomfortable topics for business growth and success.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

reALIGNforResults.com

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

This episode explores the journey of George White, a serial entrepreneur who shares insights on the power of storytelling, creativity, and structured processes in driving business growth. Listeners will learn about the importance of customer needs, effective communication, and the cautious use of AI in marketing and manufacturing.

• The significance of creating connections in unexpected places
• Balancing creativity with technical processes in diverse industries
• The transformative impact of customer-focused solutions
• Emphasizing effective communication and process documentation
• Caution and opportunity in the integration of AI in business
• Finding wisdom in networking and unexpected paths to success

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

This episode highlights the vital role of branding in attracting and retaining top talent in today's job market. Colleen Pfaller discusses insights from an employee value perception study, emphasizing the importance of authentic employer branding and cultural contribution.

• Understanding the evolving role of HR in attracting talent
• Insights from the employee value perception study
• Employees prioritize brands they identify with
• The importance of authentic branding over superficial perceptions
• Culture as a dynamic aspect needing nurturing and growth
• Emphasizing cultural contribution rather than mere fit
• The challenge of building a unique brand in a competitive market
• Strategies for aligning employer branding with company values
• Cultivating an authentic and engaging workplace environment
• Encouragement to rethink branding strategies for better retention

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Understanding the complexities of selling a business can be daunting for entrepreneurs, but this episode dives deep into M&A processes, from initial evaluations to closing the deal. With actionable insights and real-world success stories, this discussion illuminates the journey of preparing your business for sale.

• Importance of understanding motivations behind selling
• Basics of initial evaluations and financial assessments
• The role of branding and culture in business value
• Identifying and managing potential risk factors
• Key components of business valuation and EBITDA overview
• Steps to prepare for an effective sales process
• Crafting targeted marketing materials for prospective buyers
• Insights on Letters of Intent and due diligence
• Strategies for improving business readiness for sale
• Success stories that demonstrate transformative outcomes

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

This week's episode emphasizes the critical need for future-focused leadership in evolving business landscapes. Dev Patnaik discusses the pitfalls of present-centric thinking and offers practical strategies for balancing immediate tasks with future opportunities, underscoring that successful leaders look beyond the now to innovate and adapt.

• Importance of future-focused leadership
• Risks of being present-centric during rapid change
• Implementing a time diet to prioritize future tasks
• Neuroplasticity's role in shifting leadership mindsets
• Divergence and convergence in innovation processes
• Learning from failures of companies like Kodak and Blockbuster
• Strategies successful leaders use to anticipate change

Thank you for listening to this episode of TGO Podcast. You can find all episodes on our podcast page at www.reALIGNforResults.com. You can find me, Benno, host of TGO Podcast, there as well. Just email Benno@reALIGNforResults.com. Let's keep growing.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Explore how AI is reshaping revenue growth strategies in this insightful conversation with Cliff Farrah, Accenture's Chief Strategy Officer for Corporate Strategy and Growth. Here’s what’s in store:

AI and Human Expertise: Cliff shares his journey from initial skepticism about AI's impact on careers to recognizing its role as a complement to human strategists. Much like doctors interpreting scans, experienced professionals will remain essential in leveraging AI for strategic decision-making.
Game-Changing Investments: Learn about Accenture’s collaboration with NVIDIA and how their AI initiatives are driving unprecedented efficiency gains, cost savings, and creativity in marketing strategies.
Support for Midsize Businesses: Discover how AI is becoming accessible to smaller companies, offering tools to enhance operations and compete effectively—without requiring massive budgets.
Preparing for the Future: From educational institutions to corporate training, we discuss the critical role of upskilling professionals to thrive in an AI-driven landscape.

This episode dives into the opportunities and challenges of integrating AI into business, offering practical insights for anyone navigating the rapidly evolving world of strategy and growth.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

In this episode, I sit down with design strategist Jonah Burlingame to tackle the art (and challenges) of executing successful strategies in digital product development. Here are the key takeaways:

Strategy Execution is Tough: With only 56% of corporate strategies being successfully implemented, Jonah shares actionable advice on overcoming common pitfalls that derail big ideas, using insights from his experience with Fortune 100 companies and research from Harvard Business Review.
The 369 Approach: Developed with a multinational bank, this structured framework evaluates projects through three lenses—desirability, viability, and feasibility—ensuring alignment with user needs and market realities from start to finish.
Blending Disciplines: Jonah explains how combining design thinking, lean innovation, and business strategy leads to user-centric products with a forward-looking edge.
AI in Action: A case study featuring a fitness company shows the transformative power of AI chatbots and computer vision in creating engaging, tech-driven user experiences.

Whether you’re navigating strategy execution or exploring the future of AI in digital products, this conversation is packed with insights to help you drive innovation and deliver real impact.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

In this episode, sales and marketing expert Lisa DiCostanzo breaks down the transformation of the retail landscape, especially in the gift and home decor sectors, into a complex, multi-channel experience. Key insights include:

Omni-Channel Strategy: Retailers are merging online platforms with in-person events like trade shows to create seamless shopping experiences. Vendors can support this by turning their websites into powerful resources that help sales teams become trusted partners for retailers.
Digital Shift in Customer Service: With traditional customer service evolving digitally, Lisa shares how this change impacts buyer-seller relationships and how companies can successfully blend online and personal interactions.
Leadership Through Change: Guiding teams through nearly two decades of industry shifts, Lisa emphasizes the importance of leadership in adapting to meet new customer expectations.
Pandemic-Driven Innovation: COVID-19 spurred independent retailers to adopt new sales approaches, ultimately creating benefits for both retailers and consumers.

Tune in to learn how to stay adaptable and competitive in today’s ever-evolving retail environment.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Greg Shugar’s story is one of bold moves, big lessons, and strategic pivots. From lawyer to entrepreneur, Greg turned his knack for neckties into Tie Bar, an e-commerce success story that topped its market before he sold it. In this episode, Greg shares the real highs and lows of balancing risk and security, diving into his journey from law to launching brands like Bowties of Vermont and even a bedding business, all while helping shape young entrepreneurs through an incubator program at Florida Atlantic University.

We also get into the evolving playbook of business growth and the reality of adapting traditional strategies for the fast-paced world of social media. Greg breaks down key takeaways from his ventures in home bedding and beyond, showing how industry-specific challenges demand a fresh approach. His passion for fostering innovation in students is just as inspiring as his journey in the business world, full of insights on learning from every turn.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

How do retailers juggle the complex world of multi-channel sales? In this episode, we dive deep into the evolving gift and home industry with Kim Leister, president of Simblist. We explore how old-school methods like trade shows and store visits have morphed into a blend of digital platforms like FAIR and Amazon. Kim shares her insights on the challenges retailers and vendors face, especially when it comes to keeping customers informed in an increasingly complex market.

We also touch on the heart of the industry: relationships and transparency. Over the last 20 years, collaboration and trust have become essential to success, especially as the roles of sales reps evolve. Kim talks about how businesses can balance personalized service with digital strategies, while personal stories highlight the importance of customer loyalty and trust. This episode unpacks how embracing vulnerability and focusing on fairness can foster an environment where both vendors and retailers can thrive in a competitive landscape.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

What does it take to build a soulful brand that resonates deeply with its community? In this episode of the Third Growth Officer podcast, we sit down with Nora Fleming, the creative force behind the celebrated company, and Janice Christensen, the first employee and president, to uncover the secrets behind their incredible journey. From Nora’s memorable marketing stunts, like balancing a platter on her head, to the support she received from her brother during challenging times, we explore the resilience and innovation that have become the hallmarks of their brand. Learn how their commitment to an authentic community within market booths and beyond has been integral to their success.

Discover the importance of deliberate and intentional growth as Nora and Janice share their philosophy of prioritizing long-term goals over immediate financial gains. They reveal how being selective about partnerships and maintaining a steady pace has allowed them to nurture genuine relationships with partners and customers. This thoughtful approach has not only fostered mutual growth and sustainability but also helped build a brand that truly connects with retailers. The significance of saying no to misaligned opportunities underscores their strategic vision and dedication to maintaining brand integrity.

We also discuss the dynamics of successful business partnerships and how diversity within a team can drive success. Nora and Janice emphasize the value of hiring for character and training for skill, showcasing how different personalities and skill sets can enhance a business unit. Their insights into unique sales strategies and thoughtful philanthropy offer valuable lessons for aspiring entrepreneurs. By extending their willingness to assist anyone in the industry, Nora and Janice highlight the importance of community support and collaboration. Tune in for a masterclass in sustainable growth and learn how to foster a supportive entrepreneurial environment.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Are corporations doing enough to combat greenwashing?

We talk about the secrets of building sustainable, ethical supply chains in Bangladesh with textile designer Jackie Corlett. As a seasoned expert in the fair trade sector, she shares invaluable insights into sourcing artisanal fabrics and the importance of relationship-building between suppliers and designers. Learn about the complexities of labor, price negotiations, and living wages, and how to navigate these challenges to form successful, ethical partnerships. Jackie also introduces her innovative initiatives, such as workshops aimed at educating designers in the US and Europe on sustainable fabric sourcing and design, with the goal of increasing the prevalence of fair trade products in the market.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Get the inside scoop on mastering consumer research with Shanaa Safiuddin, a pro in brand strategy and consumer insights. In this episode, we dig into how combining qualitative and quantitative methods can give you a sharper view of consumer behavior, helping you make smarter, more strategic business decisions.

Shanaa breaks down the nuts and bolts of primary versus secondary research, offering practical tips on using focus groups, in-depth interviews, and ethnographic studies. Whether you're a seasoned marketer or just dipping your toes into market research, these insights will help you cut through the noise and avoid analysis paralysis.

We also chat about how to gather valuable insights when direct customer data isn’t easy to come by. Learn from the playbooks of legends like Steve Jobs and Henry Ford, who knew how to tap into consumer needs and turn them into game-changing products. Plus, we cover flexible research strategies that fit any budget—whether you’re going all-in with outsourced studies or taking the DIY route with tools like SurveyMonkey and Google Forms.

Stay curious, stay adaptable, and make sure your brand story hits home with your audience.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

We sit down with Adam Baker, founder of SodaPup Dog Toys, to uncover the strategies that took his brand from concept to success.

Adam shares how his background with top brands like Nike and Under Armour informed his approach to building a customer-centric brand that resonates deeply with its audience. You'll learn how rapid product development and fashion-inspired cycles can keep offerings fresh and exciting, helping them yo stand out even in traditionally slow-moving industries.

Laslty, Adam discusses the importance of an omni-channel strategy and how to adapt to the shifting digital landscape to scale your business globally as well as leveraging direct sales on platforms like Shopify to forming partnerships with subscription services, like Bark Box, for growing a brand’s reach.

Whether you’re a seasoned entrepreneur or just starting out, this conversation offers actionable advice on how to build a brand that not only captures attention but also fosters lasting customer loyalty. Tune in to learn how you can apply these strategies to grow your business and thrive in today’s market.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Stephanie Stuckey shares the inspiring story of reviving her grandfather's iconic roadside chain, Stuckey's Corporation, in 2019. In this episode, we explore the challenges she faced and how she balanced honoring the past with innovative strategies to breathe new life into the beloved brand. You'll learn about the concept of "now-stalgia" and why the universal allure of road trips, freedom, and adventure makes Stuckey's revival such a compelling story.

But it's not just about pecan log rolls and road trips. Stephanie also reveals how Stuckey's leverages storytelling and the patriotic pecan to create genuine connections with customers. From the historical significance of pecans to using LinkedIn posts to drive B2B sales, this episode covers the intricate effort behind getting products on store shelves. You'll also hear about Stephanie's personal journey, culminating in her book "Unstuck," and discover the secrets behind substantial growth, authentic branding, and the soul of a business rooted in American history. Tune in for valuable lessons on building a brand with authenticity and heart.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

Discover the secrets of purpose-driven business success with Anna Maja Bjorkenvall, CEO of Luxme New York. In this episode, Anna shares the transformative power of meaningful work, inspired by the late Laila Janna's philosophy of "give work versus do good." Learn how Luxme and its sister company, SamaSource, uplift marginalized communities through dignified employment, connecting underserved populations with Fortune 500 companies for essential computer tasks. This model highlights how technology can bridge opportunity gaps and promote economic empowerment.

We also delve into the intersection of skincare and social impact through Luxme’s mission-driven approach. Explore Luxme’s authentic journey in sourcing tuka oil from the Surinamese Amazon, in partnership with Conservation International. Anna discusses the challenges of standing out from greenwashing brands and the holistic benefits of a strong social impact initiative. Discover how Luxme's mission enhances employee loyalty and customer advocacy, reduces marketing costs, and boosts engagement and retention. Don't miss this insightful conversation on how purpose can revolutionize business.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

In this episode, we explore the crucial role of continuous innovation in business. Eric offers insights on balancing technology with human interaction to enhance customer experiences and highlights the importance of viewing sales channels from the customer's perspective. We also discuss generational differences in technology adoption and how leaders can leverage tech-savvy talent to bridge these gaps. Additionally, we cover the strategic use of AI tools like ChatGPT and Microsoft's Co-Pilot, emphasizing the need for clear communication, strong partnerships, and a visionary approach to leadership in today's rapidly evolving business environment. Don't miss these valuable insights for thriving in the modern business world.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Are you looking for a Third Growth Option ℠ ?

What if staying true to your childhood passions could create a successful, authentic brand? In our latest episode, we talk with Kira Karmazin, founder of Kira Grace, about building a strong brand identity. Kira's journey, from her childhood sketchbook to creating transformative clothing, is a masterclass in following one's inner vision. We discuss her transition from finance student to merchandising expert, illustrating how early passions can lead to professional success.

We also explore the balance of customer-centricity through compassion and candor. We discuss the philosophy of "candor is kindness," explaining how direct communication strengthens relationships within a team and with customers. Discover how Kira maintains customer intimacy in an e-commerce world through annual surveys, direct feedback, and heartfelt conversations. Additionally, she offers insights into navigating supply chain challenges during the pandemic and the importance of local manufacturing to her brand’s success. This episode offers actionable insights for anyone looking to build and sustain a resonant and authentic brand.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

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Curious about how HomeSense, a TJ Maxx-owned chain, is poised to revolutionize the home goods market? We talk about the history of retail disruption, from the rise of discount stores in the 1950s to the seismic shifts brought about by the internet in the 1990s. Discover why the retail industry has often lagged behind new competitors and learn from examples like Walmart's delayed response to Amazon. We also forecast HomeSense's growth, drawing parallels with the successful expansions of TJ Maxx and Marshalls, and envision a future where HomeSense locations might rival the scale of HomeGoods.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Send us a Text Message.

Are young people equipped to navigate the ever-changing job market? Join us as we explore the essential skills needed to thrive today. From underemployment to the gig economy, we break down why adaptability and emotional intelligence are must-haves. Moreoverm we examine the critical role of personal finances, and understanding governmental processes in fostering entrepreneurial mindsets and responsible citizenship.

This episode is essential for anyone passionate about preparing the next generation for a dynamic and unpredictable job market.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Send us a Text Message.

Ever wondered how to turn a cold call into a gold mine? This episode is brimming with tactics for rekindling old customer flames and sparking new ones, as Austin Bunch shares his war stories from the front lines of 'focus calling'. He dissects the art of knowing your customer's history and the finesse required to master a sales script. Austin digs into the practicality of his PPP methodology, a compass for navigating the waters of sales meetings and ensuring that every interaction is a step towards closing the deal.

Even in an age where clicks might seem to rule, he reaffirms the timeless power of human connection. So get ready to elevate your sales game and infuse your approach with gratitude and collaboration, don’t miss it!

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Send us a Text Message.

How can a passion for sustainability fuel successful entrepreneurship? Seth Goldman and Spike Mendelsohn join us this week to share their inspiring journey with Eat the Change. From Spike's culinary heritage and his family's charitable background to Seth's transition from nonprofit activism, their stories are a masterclass in aligning your work with a greater mission.

Seth and Spike reveal the intricacies of re-entering a competitive market and the joy of reconnecting with their network of farmers and suppliers. As they reflect on the successes and hurdles of their journey, you'll gain a fresh perspective on how brands can drive genuine change in the face of corporate giants.

Tune in to learn about the blend of humility, hard work, and creativity that fuels their entrepreneurial spirit.

Always growing.

Benno Duenkelsbuehler

CEO & Chief Sherpa of (re)ALIGN

benno@realignforresults.com

Send us a Text Message.

Ever wondered what happens when a mathematician turns his talents to the world of laundry and sustainable paper products? You get a riveting conversation with David Van Himbergen, the former Tide innovator and current CEO of Reel Paper, who sits down with me to recount a journey that's as much about crunching numbers as it is about cleaning clothes and saving trees. David's story is one of transformation, from his math-major days to shaking up Procter & Gamble with his forward-thinking service-based solutions. His move within P&G, from Tide dry cleaning to a more urban, time-saving laundry service, exemplifies how an analytical mind can spark change in a corporate giant.

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When it comes to enduring brands in the beauty industry, few can boast the legacy and resilience of Frownies. The podcast episode with Helen Morrison offers an intimate glimpse into how a family's dedication to a simple wrinkle solution evolved into a viral sensation in the age of social media. The story begins with the inception of Frownies by Morrison's great-great-grandmother, Margaret Kroesen, in 1889. Designed originally for personal use, the patches gained popularity among friends and family, eventually becoming a Hollywood beauty staple. The narrative takes us through the evolution of Frownies, underlining the significant role of word-of-mouth in their growth and the pivotal Good Housekeeping magazine feature that skyrocketed their popularity.

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When Melissa Allen's husband faced the harrowing ordeal of skin cancer, little did they know their dog would be the one to unearth the life-changing diagnosis. This spark ignited Melissa's mission to craft a sunscreen brand designed with both heart and health in mind. On the Third Growth Option podcast, I have the pleasure of speaking with Melissa, the resilient mind behind Kover, as she shares her shift from a service-oriented business to creating a product that safeguards and tells a story. Her brand's origin is a powerful blend of personal struggle and entrepreneurial spirit, and it's a journey that promises to inspire and empower anyone looking to make their mark in the business world.

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Ever wondered what it takes to leave the security of a full-time job for the rollercoaster world of entrepreneurship? David Gebhart, co-founder and president of Global Views, joins us to unfold the story of his transition from employee to entrepreneur and the inception of a business that has weathered nearly three decades of economic climates. With candor, he shares the challenges of starting from zero, the thrill of creating something enduring, and the balance required between creativity and operational acumen to make a brand like Global Views a household name.

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Michelle discusses scaling a product-based business through personal investment and navigating venture capital for a tech venture. She emphasizes adaptability in the competitive tech startup landscape and explores ShopDot, a drop-shipping platform empowering, brick-and-mortar stores. Discover valuable lessons on entrepreneurship, nurturing a business.

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When it comes to the entrepreneurial journey, the tale of Fortessa Tableware Solutions stands out as a testament to resilience, innovation, and the power of culture in crafting a successful business. Scott Hamberger, founder of Fortessa, sat down to recount the story of the company's evolution from a modest garage start-up to a dominant player in the tableware industry. His insights, shared on the "Third Growth Option Podcast," offer a blueprint for aspiring entrepreneurs and established business leaders alike.

Jamie Gallagher, CEO of 4 the Win Partners, shares his evolution from corporate climbing to visionary leadership. Drawing from experiences at European giants like Lego and mentorship from Count Anton Wolfgang Faber-Castell, Jamie navigates the complexities of leadership and innovation in today's volatile business landscape.

Find out what the 4 growth accelerants are and how they serve as tangible accelerants for progress. By integrating these principles strategically, businesses can revolutionize problem-solving and foster collaboration.

Kai Bitter shows us the steps of training lawyers in the nuances of sales—or as we call it, Sales 101 for Lawyers.

From overcoming the 2008 economic storm, embracing rejection, and finding that sweet spot where personal and professional interests align for success, Kai shares how authenticity and passion are the true catalysts for forging long-lasting client relationships and a flourishing professional practice.

As an outside general counsel, Todd Wilkowski talks about how legal expertise can act as a catalyst for growth and innovation. Rather than being a mere gatekeeper, Todd serves as a facilitator, ensuring that legal considerations seamlessly integrate with expansion goals, thus becoming an indispensable asset in corporate leadership.

We delve into practical methodologies like 'Traction,' alongside advisory boards and coaching, to translate ambitious visions into tangible achievements. Todd and I explore how a compelling vision magnetizes driven individuals, while external counsel injects fresh perspectives vital for sustained business evolution.

When Steve Berry swapped the familiarity of Boston for Miami's melting pot, his world turned upside down, and so did his approach to business and life.

Steve's transformation from being rooted in uniformity to thriving amidst diversity led to a personal leap across cultural lines, led to love, and also to the creation of multi-million dollar ventures that blend unique ideas with varied people, showing us that embracing change can be the cornerstone of success.

Retail is a playground for innovation, and we've got an insider's take on revitalizing a family legacy in today's fast-paced market. One encounter with Amazon buyers at a trade show catapulted satin pillowcases and shower caps to the top of online sales charts, demonstrating the power of modern consumer behavior.

Steve's entrepreneurial spirit led to adding to traditional distribution channels and embracing social media marketing, celebrating the unique connections between barbers and clients with professional athletes through personal tales.

Steve embraces differences and builds bridges to connect new ideas and worlds.

How do you build personal trust communities, to catapult your growth in life and career? Mike Thorne, the brain behind and CEO of Trust Inside, shares his journey and how these communities have become his rock. Mike's mantra of 'belong, build, believe', acts as a compass guiding him through life's different stages, as a valuable workbook underscoring these concepts and their pivotal role in personal and professional development.

Self-awareness plays a key role in achieving success, both personally and professionally. Our past experiences and challenges often unveil our superpowers. Authenticity and genuine connections become vital cogs in the wheel, pushing us beyond mere transactional benefits. Self-awareness helps us to forge meaningful relationships.

Mike walks us through his six-page workbook designed to assist individuals and couples in understanding their present perspectives and outlining future aspirations. He brings to life the benefits of self-reflection and setting clear intentions for your journey, emphasizing the importance of continuous learning and networking in your growth journey. Join us, and unlock your potential to keep growing!

We speak to KAIVAC's leader, Bob Robinson Jr., about how to view progress and creativity in business. Bob's seasoned perspective emphasizes how innovation transcends mere product development, shaping the very essence of corporate systems. Drawing parallels between KAIVAC's innovation ethos and the miracle of new life, Bob illustrates a corporate culture where evolution is as natural as breathing.

Listen to why failure should not just be accepted, but embraced as an essential component of progress. Bob's reflections on the significance of humility in leadership and the potency of diverse viewpoints in fostering innovation challenges conventional notions of success. From prioritizing F.A.I.L. as a 'First Attempt In Learning' to embracing 'commander's intent' for strategic clarity, we learn about cultivating a resilient and innovative organizational culture.

You've spent years building your business, pouring every ounce of your energy into fostering its growth. But, it's time to move on. The decision to sell your business is a significant one, and it's crucial to understand the journey you're about to embark on. In this candid conversation with Brent Rippe, partner at RKCA, an investment banking firm in Cincinnati, OH, we delve into the intricate M&A process. From pre-planning to navigating the market, Brent guides us through the complex terrain of business transition.

Learn from Brent's detailed description of the build-to-sale process. He streamlines the path for owners and stakeholders to attain their objectives, breaking down the multi-step and multi-year process in preparation for a successful sale, and the importance of clarity in decision-making for optimal valuation.

We wrap up with an inspiring story of a business merger that resulted in a nine-figure outcome, a testament to the power of transparency and stakeholder involvement in facilitating a prosperous merger. Brent's insights are a treasure trove for business leaders and entrepreneurs.

This episode helps to demystify the process of selling a business and provides a roadmap for those considering the leap to a successful business transition.

John Baines, a remarkable leader who ascended from engineer to president by the age of 29, shares his compelling journey to growth by embracing the unfamiliar, the uncomfortable, and even the panic-inducing aspects of leadership. John offers invaluable insights into leadership evolution.

In our reflective dialogue, we delve into the iceberg metaphor of personal development and leadership, emphasizing the hidden depths where our true selves reside. Navigating beyond the surface requires conscious effort, encouraging self-discovery, questioning, seeking, and being open to both giving and receiving advice.

The blueprint-to-finished-building analogies are unavoidable when speaking both personal and corporate growth, with Jeffrey Sackenheim, the visionary CEO of SHP. Jeff is an architect's architect, and he's turning a 123-year-old design and architecture firm into a national trailblazer in educational design in both a humble and talented way.

Jeff's journey from hands-on architect to leading a firm with adaptability and innovation, punctuated by resilience and strategic foresight, gives insight into both the human side of architectural design and the importance of authenticity to fuel the evolution of a business within ever-changing landscapes.

Don't miss this conversation that connects the personal with the professional, a symphony of lessons in strategic growth and genuine leadership.

Listen to David Garascia, a seasoned consumer products commercial leader with a $3.5B sales record, share his secrets of successful sales strategies, growth perspectives and the importance of occasionally changing lanes. He'll walk us through the fundamentals of sales, from the importance of consistency and follow-up to influencing actions through words. Garascia understands the art of persuasion, importance of staying curious, and the necessity of distilling knowledge - insights that are invaluable in today's competitive business landscape.

Gavin Marks is the forward-thinking CEO and Lightbulb Moment Igniter of DM Merchandising. Gavin shares how he became a growth mindset evangelist for his team and customers, and how embracing discomfort can be a leader's most potent tool.

This episode is filled with real world insights, from his evolution in the family business to igniting those light bulb moments with his team, to the unexpected ways in which cold plunges into Lake Michigan in January clear the mind and prepare one for daily challenges.

We asked three consumer executives who had just returned from two important January 2024 tradeshows, to share their observations (on product trends, consumer behaviors, sourcing-, buyer-, and marketing shifts) and their outlook for 2024.

Laurie Gilner (President/CEO of Transpac Brands and exhibitor at Atlanta Market among others), Rick Haase (Founder/CEO of Patina Stores and its chief buyer), and Bob Watson (SVP of Link Companies representing dozens of brands that make their way to retail shelves) shared their thoughts, discussed, and provided insights that can help other consumer product leaders plan and optimize their 2024 growth strategy.

Growth never happens in a vacuum. All of us together are smarter than any of us alone.

We talk about the role of leadership and training within organizations of all sizes. From the deck of a Navy ship to the corridors of Ivystone (an entrepreneurial multiline sales agency), Andy Bjork, a Navy-Captain-turned-Chief-Sales-Officer, shares methodologies and real life examples that nurture effective growth. Learn how the Navy's allowance for mistakes in high-stakes situations shapes leaders, and how this hands-on experience contrasts with the innovative strides being made in the entrepreneurial world, where traditional ROI is not the only benchmark of success.

In company cultures and structures, these elements evolve together as a business expands. We talk about Andy's journey from the regimented world of the Navy to the nimble environment of Ivystone, examining the blending of autonomy and structure. Clear expectations and the quest for guidance help teams to flourish in both large and small organizations.

The power and importance of diverse voices in decision-making keeps coming up throughout our discussion. Andy and I discuss nurturing the next generation of leaders, taking cues from corporate trailblazers like IKEA, and how fostering employee growth is tantamount to retention. Join us as we piece together the mosaic of leadership, growth, and the pathways to securing an organization's legacy.

Kristina Stevens loves to challenge norms, so clearly not your average Operations and Supply Chain leader. Kristina's big vision for life, unconventional perspective, and unwavering ambition for improvement shape the core of our discussion.

Our conversation reveals a compelling narrative of Kristina's life - conquering a demanding career, raising young children, and training for a marathon - a living testament to the power of self-belief and the audacity to demand what you need. We talk about self-imposed limitations, as mere figments of our imagination. Kristina's story is a call to action, inspiring us to invest in ourselves and take that first step towards our dreams, leaving the 'how' for later.

Towards the end, we pivot towards the power of intentional friendships and the growth they facilitate. Kristina muses about her aspirations to pen a book for her kids. To connect with this dynamic personality, Kristina's LinkedIn details are shared in our chat. Don't miss out on this episode brimming with wisdom and inspiration. Always remember, growth is a constant journey; keep moving, keep growing!

Ever wondered how one transitions from a corporate job to being a purpose-driven entrepreneur? Or how iconic brands like Saks Fifth Avenue create unforgettable shopping experiences? I sat down with Harry Cunningham, the brain behind Saks' stunning Christmas windows and co-founder of GoodMRKT. Harry unveils the mysteries of visual merchandising and its role in shaping consumer emotions. He also shares the story of GoodMRKT, a retail brand that’s using its platform to champion good causes and positively impact society.

We both traded corporate comfort for the thrilling world of entrepreneurship, and we have an open conversation about our experiences and the unique challenges and rewards that come with being your own boss. From exploring the creative landscape within a corporation, to the freedom and accountability of creating your own purpose-driven brand, these insights are priceless. We also take a closer look at GoodMRKT as a case study for blending multiple purpose-driven brands into one cohesive experience. So, if you've been eyeing the entrepreneurial world, listen in.

Ever wondered what it's like to be an ER doctor, but in the business world? Witness the high-stakes, high-pressure arena of corporate turnarounds in our latest episode with Jeff Sands, the founding partner of Dorset Partners. Jeff illuminates the unique challenges faced and the speed and creativity required to execute successful turnarounds. He draws a compelling comparison between turnaround specialists and ER doctors - both dealing with urgent, existential situations that demand swift and effective action.

In the midst of financial turmoil, understanding the tools at your disposal is crucial. Jeff expertly guides us through how the cash cycle can be employed in different types of turnarounds. We debunk misconceptions around financial restructuring and delve into the nitty-gritty of collecting receivables in a business under financial strain.

This episode goes beyond just surviving a crisis— it's about thriving through adversity. We reiterate the significance of a clear mission and a sense of urgency, whatever be your business context. The lessons and strategies shared by Jeff not only serve as a potential lifeline during financial dire straits but also as a roadmap for sustained growth and success. As always, we encourage you to subscribe, rate, review, and share our podcast. For those eager to learn more, Jeff provides his contact details - jeff@dorsetpartners.com - and he'll be happy to share his cashflow forecast tool to any TGO listener, free of charge. Brace yourself for practical tips in this enlightening episode.

Imagine being a small business, fighting against the tide of big retail giants in the digital space. What if there was a platform designed to level the playing field, geared towards a community-focused digital solution for local retailers? This episode is a heart-to-heart chat with Kate Giovambattista, visionary founder of Beyond Main, who has been championing the cause of small retailers with her innovative platform. As a former Vera Bradley executive, she brings her deep insights on changing consumer behavior and the digital struggle small businesses experience.

You’ll learn about Beyond Main's subscription model, different from typical commission-driven models. We delve into the highs, lows, and everything in-between, of running a bootstrapped start-up. Tune in to hear about the crucial role of customer feedback in shaping the platform, and the exciting journey of onboarding 615 businesses. With perseverance, passion, and a will to support local businesses, Kate's story serves as a beacon for any small business owner seeking a digital edge or anyone curious about the dynamic world of e-commerce.

Imagine scaling Everest Base Camp, not just for the thrill of it, but to draw deep life and leadership lessons. Our guest, Ketul Patel, is a seasoned supply chain and operations executive, and a climber who dared to reach the Everest Base Camp despite naysayers pointing out his age. The challenges he faced, the motivations that propelled him, and the importance of a strong 'why' in his journey, all parallel the rigors of a transformative corporate journey.

Patel's narrative takes an interesting turn as he delves into how his expedition shaped his perspective on team leadership, conflict resolution, and the essence of cultural contribution in building successful teams. His experience with his group of hikers, guides, and Sherpas is remarkably relatable to corporate dynamics, providing profound insights on selling transformation internally. This episode isn't just about a thrilling climb; it's about how Patel's journey serves as a unique lens to view personal and business transformations. So join us, as we traverse in Patel's footsteps, scaling not just a mountain, but a metaphor for corporate success.

How did a traditional factory navigate the journey to digital touchpoint transformation? Meet Nuno Malheiro, Head of Global Sales at Tintex and founder of Expegy, who offers the frontline perspective on transforming a textile factory's sales process from analog to digital. This isn't just about tech - it's about how Nuno transplanted a customer-centric B2C mindset from his retail background into the B2B factory environment, and the significant enhancements in efficiency and visibility that came from it.

Nuno reveals his strategy in managing the transition, from choosing suitable partners to the ultimate wins they chalked up. He emphasizes the significance of people development, illustrating how leadership has enriched him both professionally and personally. So join us, as we navigate this intricate digital sales process transformation journey with Nuno.

Ready to discover what drives a man to pursue the startup life, learn inside corporate America for over a decade, then lean back into the startup world? Join us as we engage in an enthralling conversation with Nelson Warley, co-founder of True Places. Learn how this visionary is redesigning the consumer goods space by pioneering an asset-light model. Nelson shares the inside scoop on the highs and lows of his intriguing journey - breaking free from the corporate shackles, facing down the hurdles of entrepreneurship, and employing invaluable lessons from his corporate years.

Fasten your seatbelts as we dive deeper into the True Places narrative. Experience the thrill of building a premium product - a high-end chair for outdoor use - and successfully filling a market gap. Nelson reveals the inspiration behind his brainchild and how a small, dedicated team and freelancers from across the globe are driving this dream. Listen closely as he sheds light on the intimate dynamics of his startup, the importance of embracing challenges and how he's shaking up conventions in the consumer goods industry. It's a journey you won't want to miss!

Imagine starting your career at 18 and scaling the corporate ladder to become a successful business executive? That's Brittany Toler's inspiring journey. She cut her teeth at Cape Craftsman, earned her stripes at Evergreen, and eventually led a direct-to-consumer company as CEO, running on the Entrepreneurial Operating System (EOS). Together, we examine the tension between creativity and structure in entrepreneurial firms, and the challenges it presents.

Have you ever tried to sketch out a three-year vision for your life or business? Brittany gives us a masterclass on how to do just that. We explore how to translate that vision into manageable quarterly goals, the need for alignment and effective communication within the team, and the art of prioritizing tasks using the big rocks, pebbles, and sand analogy. Brittany shares how EOS fueled growth in her business and invites listeners eager to learn more or discuss ideas to contact her - brittany.toler@eosworldwide.com. So tune in, soak up Brittany's wisdom, and don't forget to subscribe, rate, review and share this goldmine of an episode with your network.

Ever felt like your horizons were too wide or narrow, leading to both exhaustion and excitement? Join us as I chat with Diogo Teixeira, a financial crime fighter by day, and a pilot and polyglot with a passion for engineering, cultural differences, and exploring new horizons. Learn how Diogo's career has taken him across five countries and three continents, embracing chaos and bringing newfound peace to his life.

Together, we dive into the Insights Model, a simple and powerful tool for understanding different personality types and improving communication in both our personal and professional lives. Diogo shares how the four main personality colors within the Insights Model—introverted rational (blue), rational extrovert (red), extroverted emotional (yellow), and emotional introvert (green)—can help us navigate interactions with others to achieve better harmony and collaboration.

Finally, Diogo shares his wisdom on effective communication and conflict resolution through the lens of the Insights Model. Discover how becoming more aware of our own and others' personality types, stepping back to recognize and address conflicting views, and focusing on the end goal can lead to more productive disagreements. Don't miss this enlightening conversation with Diogo Teixeira, filled with valuable insights and lessons on growth, communication, and understanding personality types.

You can reach out to Diogo via LinkedIn, or by emailing him at Diogo@ancilia.org

In this episode, we are chatting with Trent Guyer, VP of Marketing and Digital Strategy at Grasshopper Mowers in Moundridge, KS—a small town in the heart of the United States. Theirs is a third-generation family business that has embarked on an exciting journey from old-school manufacturing to cutting-edge product and market innovation.

Trent takes us on a fascinating tour of the company's history, which began with his grandfather Elbert Guyer as a custom harvester who developed a groundbreaking solution that found its way into farms across the country. In the 1970’s their head engineer invented the iconic lever-operated steering system for zero-turn mowers, and Grasshopper mowers have become an iconic product.

Other innovation and manufacturing advancements followed and Trent provides valuable insights into the journey from product and manufacturing innovations to thrive driven by digital transformation.

5:36 - “We’re in a really tight labor market… our factory is located (in a county that) is usually an entire percent lower than all the surrounding counties in unemployment. So we had to find ways to be incredibly efficient.”

10:42 - “Are there cultural barriers to overcome to drive a digital strategy? - There have been some because when we build a product, we generally look at it ‘as is’, it's in finality…When it comes to… digital things… it's harder to get people on board because they figure well we've already developed our marketing. So why should we need to change it if we think like we do with our product?”

11:38 - “Marketing is evolving at an exponential pace these days. We need to not only be the easiest to work with, be that company that is easiest to do business with… how a dealer might submit something to us instead of faxing in a paper sales order or a claim or whatever, all that's become digital. If we don't, somebody else will do that.”

22:57 - “Approach everything you do Digital First, your source of truth should be digital.”

25:19 - “It's a mindset change. Take it one day at a time, take it one interaction at a time, and never stop digitizing.”

Welcome back, podcast aficionados! In this episode with Cheri Lantz, we're diving deep into the world of recruitment and talent acquisition, with a dash of entrepreneurial growth mindset. We understand that many of our listeners are eager to bridge the talent gap and become true magnets for exceptional individuals. In this riveting episode, before we talk about Cheri’s growth mindset in her entrepreneurial journey, we explore the evolving dynamics of the labor market and how they've transformed the hiring process.

Gone are the days of a buyer's market. Today, it's low unemployment and an abundance of opportunities.

We'll discuss the powerful impact of technology on the recruitment landscape. With platforms to post job openings and effortlessly connect with interested candidates, technology has truly revolutionized the hiring game. But skills alone are no longer the sole focus. The game-changer lies in the concept of cultural fit and cultural contribution. The dynamics between companies and candidates have shifted, with both sides seeking that perfect match in terms of culture, values, and work environment. Culture is the secret sauce that doesn't surface on resumes or LinkedIn profiles, and we'll reveal how to unveil it through meaningful conversations.

Join us as we navigate the labyrinth of the labor market, debunk common misconceptions, and unlock the secrets to successful recruitment. We'll unveil how cultural fit and flexibility enhance productivity, boost employee satisfaction, and lead to long-term success for businesses.

So, buckle up and get ready for an insightful journey through the ever-changing world of recruitment. Tune in to our latest episode, where we'll uncover the strategies and stories that will revolutionize your approach to hiring, making you a true talent magnet in today's competitive landscape. Let's dive in and unlock the secrets of finding the perfect match between companies and candidates.

4:52 – “It (culture) has even become a greater importance after COVID, and flexibility is a simple word, but it can mean a lot to different people.”

5:23 – “A couple of things that have changed since COVID. One is childcare… and a lot of people are taking care of their parents…they need to know that they can do that and not have the guilt that can go with that… That is kind of the glue that makes any relationship work… that it kind of goes both ways, right?”

8:07 – Talking about the gig economy “we see more contractor-, 1099 roles on the creative side of the business… and on the sales side.”

17:45 – “You said I need other people to help me grow… you're talking about… a network of people who can help you not only with advice, but also help you by pushing back and challenging and helping you grow in lots of different ways.”

19:39 – “Even the most beautiful garden that you see, has to have the weeds pulled out of it daily… you have to take time to pluck out those doubting thoughts, those negative thoughts and maybe even that could be people in your life that maybe you're not cutting them out, but you're not giving them as much airtime.”

23:20 – “Sometimes it's just flying five seconds east to get out the window. Instead of crashing our head against banging our head against the wall.”

26:28 – “You have to first identify what you want, be aware of where you started, and then really be intentional about the steps that you need to take to get there.”

You can find Cheri Lantz on LinkedIn, or just email her at clantz@grncovington.com.

Curious about the creative process? How does it apply to innovation and teamwork in general? Enter Nick DeSario, a deeply experienced and talented furniture designer, whose work has been featured in Architectural Digest and Elle Decor. Nick and I talk about the creative process, collaboration, how to blend and pair ideas and influences to bring fresh solutions to sometimes tricky and complex problems.

1:57 - “The creative process… is filled with constant starts and restarts and refresh and retake… you use the expression of ‘shedding your skin’ to start again.”

2:46 - “You’ve got to have a dissociative sort of presence when creating collectively… and then sometimes it’s that perspective that you just didn’t consider that wins the day.”

3:43 - “In an ideal collaborative environment, everybody walks into the room with an opinion, with a vision of how it ought to be done… and most everybody walks out of the room with a different opinion.”

6:27 - “There are certain routines, parts of the process that repeat themselves. But the trick is to not get stale, to mix it up and… start, restart and shed your skin.”

9:12 - “I (as a designer) have opinions about what I think should happen next, through lots of visual data points or what I’m seeing in the world. They (retailers and wholesalers) have Excel. They have proof that this unit sold x units in x months.”

12:21 - “At Pottery Barn Gary Friedman would always talk about when he was at The Gap, the designers would try to make a Polo shirt that’s a little bit different, but it’s still a Polo shirt. You don’t want it to be so avant garde that this is not a Polo shirt.”

16:37 - “Part of your creative process is being an alchemist and borrowing and stealing from everybody… the true path is selectively pairing and blending different genres, periods of history, crafted in just that way, this alchemy, this melting pot of historical things.”

Feel free to reach out to Nick DeSario via email - NdeSario@gmail.com.

Reigniting the spark of a 48-year-old legacy company, whose founder had passed away some years ago, is a difficult balancing act. Chuck Fraelich, president of tag - a legendary tabletop and seasonal decor brand founded by David Glassberg - in this episode is walking me through both the brand relaunch, and the 4 stages in his career that prepared him for the task at hand:

Engineering mindset - connecting problems with opportunities, adaptive thinking and nurturing curiosity.
Family start-up business - hands-on experience in wholesale and retail business.
Private equity business - gaining disciplined management skills.
Reinvention of a 48-year-old by rediscovering its startup mindset.

3:33 - in the engineering phase “It required a lot of adaptive thinking. We had to keep improving. It was curiosity, I think that was the thing, I was very inquisitive, I was always asking questions.”

16:54 - “There was a transition period, and you come in and you’re trying to reinvent and reinvigorate and refresh enough… but not so much that it becomes unrecognizable. That’s a real balancing act.”

18:56 - “...an older company that’s got this new startup kind of mindset, and what this meant is we didn’t want to lose the past.”

20:24 - “We had a third party facilitator come in and we did Mission, Vision, and Brand statements. That was an enlightening and fun project for our employees and it gave us all again direction, the North Star.”

22:05 - “Nothing drives creative people more crazy than if you give them so much freedom that there is no direction, and no sandbox within which to be super creative.”

You can find Chuck on LI, or feel free to email him at C.Fraelich@tagltd.com.

Todd and Jannetta Litzman built, evolved, merged or sold and have been running a software business for the last 25+ years. In this episode, Todd shares their growth journey from cashier to CEO, from technology before laptops and handheld devices to giant handheld calculator-looking things and Palm Pilots to iPads, and most interestingly (to me at least) how grit and asking questions paved their way to success.

15:40 - on why Todd joined Vistage: “A big advocate of Vistage…getting your leadership peers around a table that didn’t have a vested interest in your company and they would give you really good solid feedback and objective advice…you want to be a leader who works on the business and not in the business…and I could never do that.”

20:15 - on the early Covid lockdown days: “We were fortunate…from the pandemic and lockdowns and the slowdown… the momentum that (a competitor) would have had…came to an abrupt halt, which was good for us. In that period, we communicated better with our customers than we’ve ever done in the entire 20-plus years.”

25:15 - “The read thread…is that you have constantly been asking customers, asking peers, learning from customers and learning from peers by doing webinars,... providing information and asking for information…your growth trajectory would have been impossible without the dedication to asking, asking, asking.”

26:59 - “Our team was very balanced in their approach on customer outreach, and listening through customer service to what people were talking about, and visiting in person.”

28:08 - “What it boils down to is, it’s not always money that makes a business successful. It’s the people within that business that make that business successful.”

28:27 - “That is a form of grit: the dedication to asking, asking, asking, but also balancing between the confidence of ‘hey, I’ve got the best thing’ and balancing that with the ‘I wonder if we should ask somebody.’”

30:39 - “Our executive meetings were feisty. If you don’t listen to what our internal team says, as much as our customers, we’ll do it the wrong way. It was good and healthy conflict.”

31:55 - “You’ve got to have an open mind. Whenever there is more than one person in the room, there’s gonna be tension. And that’s good as long as it’s healthy and mutually respectful.”

It’s one thing to develop a hugely successful product and build a company around it - Willow Tree is that product and industry leader DEMDACO is that company - it’s another to constantly reinvent yourself, going on three decades now. Demi Lloyd, CEO of (and the DEM in) DEMDACO, talks about the less than glorious early days, how a small group of people came together - and how they’re keeping it going and growing all these years later.

9:00 - “If we’d known…six months earlier how much money we were losing, we probably would have closed down before Willow Tree even launched.”

12:40 - “You always need to reinvent yourself…go back to those ideas that made you and Willow Tree and DEMDACO…that put you on the map.”

14:50 - “We are emotion-based, we try to be with people in moments where they need encouragement, or supply some joy or delight… and lift the spirit.”

22:08 - “A wonderful product idea, really coming to fruition…can only happen when you have people working on products and merchandising and marketing that really get it, and believe it, and feel what you call this emotion-based idea of bringing joy…you somehow have been able to bring that for your team.”

23:24 - “People don’t always stay for 24 years…new people coming in and out… you need to embed this desire to lift the spirit in intangible ways into your culture…into the essence of your company.”

27:58 - “We’re no nirvana… there’s all kinds of problems and we mess up. But we think that by inculcating this very deliberately into the culture…if we’re really messing up at least it catches us and slaps us in the face.”

Post-acquisition integration is where most M&A acquisitions succeed or fail. Steve Nunn is CEO of Intista, a company that helps to integrate acquired small-to-midsize companies (“air traffic control for integrations”). As a follow up to Ep #18 with Steve, in this episode we’re having a chat about his journey of bottling his secret sauce - by building a subscription online training model that “turns employees into integration managers” and a Mastermind Group for graduates.

2:53 - “We develop a five-step process…it’s just simplifying a way to integrate businesses… these five steps are equal in importance but differ greatly in length and work effort.”

3:56 - “Small-to-midsize businesses fly at a different altitude (compared to) billion dollar companies, where the integration process will be much more detailed, more arduous.”

4:34 - “I use this image of ships going through the water and the size of the business is the size of the ship… the smaller you get in business, the more reactive and more affected they are by the turbulence of the change that goes on…but they’re more agile.”

6:40 - “With teaching what I’m doing I’m actually getting employees to learn my business… I’m actually putting myself out of work.”

7:54 - “We turn your employees into integration managers.”

11:25 - “It was very hard, creating a simple process… if it was simple to write a simple process, somebody would have done it before.”

15:40 - “I took anyone’s advice. Sometimes that wasn’t all that useful. In hindsight, I would have tried to validate the advice… be careful who you listen to.”

16:27 - “I made so many mistakes…but did make it in the end… this ‘keep going’, ‘I made so many mistakes’ has really stuck with me on this journey.”

17:22 - “You cannot grow unless you’re willing to make mistakes, able to make mistakes and keep going, fix them… and don’t make the same mistake twice.”

22:22 - “In consulting you become worried about giving away the secret sauce…but I see it as an opportunity to build trust… the more you give away, the more you can do together.”

If you’d like to speak with Steve one on one, you can email him at Steve@Intista.com

Preet Brar, global brand leader in consumer goods and guest on this episode, understands markets and teams. I asked her about changes in the external markets, and how to lead teams internally to bring ideas to reality.

External - new ideas in the market:

3:52 - “There was a lot of cross-category buying… people that were in one category historically, started to experiment with other categories.”

4:50 - “People who were just using brick and mortar retail (now are) trying online…. Wholesalers are trying to go direct to consumers.”

5:46 - “Sustainability, eco-friendly product… nobody took it seriously. But now… it’s not a nice-to-have, but it’s a need-to-have thing for brands now… the consumer is ready to make the change.”

10:50 - about the share economy and re-use, re-furbish, and renting: “Home Decor has an opportunity to do something similar. The consumer is ready… it’s about somebody coming up with a platform…with ease for them to start using it.”

15:12 - “Shopping online is going to get easier and easier, the technology continues to improve. And I think it’s going to be (online vs. brick and mortar shipping) close to 40/60 or 50/50 by the end of this decade.”

Internal - leading teams to bring ideas to reality:

18:05 - “Everybody on your team needs to know what success looks like, and where they’re contributing… it’s taking that vision, creating it bite size, sharing it with your team: This is who we are…what we want to do…that creates an environment of belonging and understanding. And then it builds trust.”

21:05 - “Sometimes you overestimate what you can do in a day, but underestimate what you can do in a year.”

21:48 - “If you’re indispensable, you’re not a leader - how do you make yourself dispensable?” - “Being dispensable is freedom.”

23:30 - “Mentorship goes both ways. We have to coach and be coachable.”

25:03 - “It’s much more important today to have energy flowing between departments, within departments, between the more senior folks and the more junior folks… creating an environment where energy is flowing, whether you’re sitting next to each other or 5,000 miles apart, just talking on a Zoom call.”

26:12 - “As a leader, you want to help people identify their strengths, and kind of see it for themselves, what they’re good at, and build on that.”

26:50 - “I wish I had known decades earlier that I have to embrace my superpowers, and I have to help others embrace their superpowers.”

My guest is John Lanman, a consumer products CEO/General Manager who cut his teeth in Marketing roles with well-known names like Thermos, Blyth Candle/Fragrances, and progressed to GM or CEO of Oriental Trading Co and Precious Moments. John and I both served as Board Members, and here John shares his thoughts on the importance of balancing growth initiatives within the context of resource constraints.

3:03 – The “forest versus the trees. As a CEO of a midsized business, you have to manage the forest. You cannot just get excited about your two or three favorite big, beautiful trees because that doesn't make the forest.”

5:03 – “To fuel a midsized business, to get it to the next level or the next inflection point – it's really never just one thing. It's a lot of little things you got to sort of line up… it is a multitude of non-sexy, smaller things…that in aggregate add up to significant overall growth for a company”

11:18 – “I've been amazed just listening a lot as a new leader. Most of the ideas for success within a company are within the walls of the company. It's just a matter of creating an environment amongst people that allows those ideas and thoughts to rise to the surface and sometimes you have to tease them out.”

12:27 – that’s “how you captured the hearts and minds of the people that you are listening to, because now you’re using their ideas.”

17:37 – “the reality is that execution is what carries the day… “

18:32 – Thomas Edison quote “Vision without Execution is Hallucination.”

20:18 – “The most difficult thing (in) smaller P&L businesses… (is the) resource constraint. For example, they were behind in digital commerce, e commerce and they were way too legacy in traditional wholesale bricks and mortar selling, and they were very good at that. But as that world shrinks… we've had to move and evolve an organization and that involves people and skill sets and moving people around retraining, finding new people for very specific roles that didn't exist in the company before and I'd say that's probably the most difficult is getting the people and skill sets aligned with the challenges facing a business.”

24:27 – “Half the battle is getting your employees to trust you that you're a credible leader, and that only comes through talking to them, constantly listening to them.”

29:34 – “The rate at which change is occurring, the speed of change is increasing every year, every month… I think the next five or 10 years are going to be more exciting and more in need of seasoned leadership than the last five or 10 years.”

This episode evolved from a conversation I had with Tara Dikos, EVP at Transpac, in which she used the phrase “chasing leaders” - here, we talk about what that means, how to spot talent, learn from talent, and also to recruit and develop talent, especially in the world of consumer businesses that develop and sell products from factories to retailers.

6:48 - “I find retail fascinating…it’s so complex… because you have to understand product, you have to understand people, you have to understand employees and customers, and there is so much psychology that is part of merchandising and retailing.”

8:27 - “I’m curious if you remember how or when you decided or came across this concept of ‘chasing leaders’? - Yeah, well, I still chase leaders. I have a list of people that I want to continue to have intentional conversations with.”

9:20 - “We were raised that we were no better than - or less than for that matter - than anybody else. We can lead, we can follow, or we can (in Tara’s dad’s words) get the hell out of the way…and all three choices are good choices at certain times. You have to know when to choose which.”

10:24 - “My goals had to shift from short-term financial goals to long-term career goals. And in order to do that I had to chase leaders and not just a paycheck. I wanted to connect with the brightest minds in our industry.”

11:19 - “I’m incredibly proud of walking into the room alongside the smartest people.”

12:10 - “A theme you carried throughout a lot of your podcasts is genuine curiosity and passion.”

13:51 - “We hire people and are looking at it based on their attitude and willingness to learn…(not) necessarily the mantras or phrases, it’s their behavior.”

16:05 - “Because that’s how he (Gary Friedman) carried himself, he made more of his life than he would have without that attitude.”

20:01 - “Have regular meetings with your current staff…shake things up…if you got good people and they’re not in the right role, change the role. - We call them ‘what do you want to be when you grow up’ meetings.”

21:27 - “Get involved in industry associations. You and Michael (Nieves) talk about the Gift and Home Trade Association. I can’t recommend GHTA enough…both for leaders and aspiring leaders… it’s an incredible environment, to network and to engage, be present and mindful, meeting people that are expressing a desire to learn and grow.”

24:53 - “A lot of people that we hire are underdogs. I say that I myself was probably an underdog when I started here.”

25:22 - “If you move people around…don’t only look at the results they create and the skills they have, but look inside the people, at their dreams and desires.”

27:03 - “I would tell my younger self that it is okay to have boundaries…it’s okay to slow down sometimes.”

Growth does not happen in a vacuum, we grow with others and do so in a thousand different ways. In this episode, Patrick Keiser, Executive Director of Heart on Main Street - a non-profit organization and community of retailers, for retailers to learn and grow their business - shares how he spearheaded building this particular community. The ‘why’ behind this community is something he feels particularly passionate about, and in the spirit of Ben Franklin there is even a bit of “doing well by doing good”, as Heart on Main Street helps his employer’s customers.

2:08 - “Main Street businesses are an incredibly important part of our communities, of our local economies…they employ local people…they buy from local artisans…they are the back bones of our communities.”

3:06 - “There are so many challenges that Main Street businesses face and…the internet era has not been kind to Mom and Pop (stores).”

4:24 - “There was this really big support of the Shop Local movement…if there is evidence of a movement, there’s existence of a need.” (Some 100,000 of now only 300,000 local stores closed their doors in the last 20 years)

7:15 - “I wanted to see… what do retailers need if we could bring a community of people (together)... invested in the success of Main Street. What can we do?”

8:19 - “So you went to ask the everyday experts, the people that actually know, right?”

11:51 - “That was the impetus of Heart on Main Street. How do we…help them make a more meaningful impact…and help those retailers really grow their business?”

12:15 – 17:15 Patrick explains the four pillars of Heart on Main Street: 17:16 - “Came up with four pillars that would help them: Grants, Education, Mentorship Programs, and Friends of Main Street.”

22:32 - “A little bit of anxiety is a sign of intelligence.”

Learn more by reaching out to Patrick directly: Patrick.Keiser@HeartonMainStreet.org

My guest on this episode is Tom Ungrodt, a Gift & Home Industry Community Builder and sometime (re)ALIGN Sherpa. If you’re interested in growing by joining or intentionally building industry groups, this episode is for you. Tom shares his experience as a former Vistage Chair and current Community Builder of the Mission Possible group, what it takes, why industry executives want to get together 3-5 times a year to share best practices and to move the industry forward.

2:23 - “The purpose of this was…(to) address serious situations, good or bad in our industry.”

4:21 - “The mission is to unite gift and home leaders, (it) makes for better decisions, creates a much wider perspective and builds a strong, trusted network.”

5:23 - “I introduce the subject, a lot of them come from the group, I moderate and facilitate the conversation and steer it in a direction that again, would be useful for the people in the room.”

6:34 - “We talk about ways that you could retain your employees… talk about some of their programs and…how they go about keeping these employees.”

8:17 - “You have people knocking on your door wanting to join, you have CEO’s, owners, executives…that don’t want to leave and they keep showing up.”

9:07 - “Every business large or small, certainly needs to have some sort of value statement, mission statement… it was fun to sit down and discuss this, bouncing ideas around...it’s just a matter of putting it on paper and I never did that before.”

10:05 - “You can’t read the label on the wine bottle if you’re sitting inside the bottle.”

10:53 - “You have one good meeting, the next meeting has to be better than that one.”

13:05 - “It takes probably 2, 3, 4 meetings, for someone to really become comfortable with sharing… and if they don’t share, I pick on them, I pull them out of the crowd… no one’s there to collect dust…you’re all going to participate.”

14:29 - “How have you built trust? Being very honest… trust isn’t something that you just turn on a light bulb and it’s there. It’s taken many years to get that together.”

Two entrepreneurs - Gary Levine, founder/CEO of Roaring Brook Art Licensing Company, and Benno, Chief Sherpa/CEO of (re)ALIGN Expansion Sherpas - are talking about how “superpowers” (both personal and a team’s or business’) are guiding their businesses, about the power of quiet confidence, about not selling but just showing up.

2:23 - “When I think of a person’s superpowers…what makes us fire on all eight cylinders?”

3:22 - “For me, that was (when) I showed up prepared, and I remained curious…(not when) I came prepared and I just wanted to preach about what I prepared. That doesn’t usually go so well.”

4:14 - “What are the intentions and the reasons for why I’m so prepared?”

6:50 - “No question it takes a village…we’re all as a team playing off each other’s superpowers.”

7:34 - “There comes a quiet confidence from you, when you put it out there, you’re not really selling your stuff… I don’t think selling works today anymore…it’s just a matter of putting out there, what you believe in, to the right people. And then the magic happens.”

8:43 - “A tangible is a product, but the intangible is that confidence, that’s the superpower… putting it into the right context, at the right time, with the right customer.”

13:33 - talking about inhibitors “as much as those are distractions…there are also positive influences from our past experience and even going back to our childhood, so it’s a matter of sorting them out…what are the things that are holding us back?”

15:15 - “I grew up in a large family…and that created maybe an obsession to avoid being dismissed…that’s probably part of the reason I over-prepare.”

16:06 - “Before I was really conscious that that’s what I’m doing… I would show up prepared and preach…preparing is good, but don’t preach… show up prepared and stay curious, because then you can really engage.”

17:10 - “The business word for superpowers is Value Proposition.”

21:10 - “There’s give and take in making any relationship work, whether it’s a marriage, or parent/child, or client-, colleague relationships.”

22:40 - “A big influence in the recent pandemic, there was a shift… about selling…today it’s not about Willy Loman, Traveling Salesman going from town to town… because people have made up 50% or 80% of their buying decision before they ever meet Gary Levine or Benno Duenkelsbuehler…they check (us) out online.”

23:37 - “It’s not about selling, it’s about showing up and…to be prepared and being who we are and having that quiet confidence…because everybody else is taken - be who you are.”

You can reach Gary Levine one-on-one by email GLevine@RoaringBrookArt.com

Michael Nieves shares an international expansion story: taking a UK company from a tiny six-figure USA footprint to the $25M to $30M range of US revenues within eight years, from a one-man-band to a 12-person team, required a certain mindset, a willingness to take the long view, and also the humility to accept failures along the way.

4:40 - “What can happen, especially overseas is there can be a perception we should be in Walmart, Target…get a meeting and we just start shipping to them next week…year one, year two you’re not anywhere set up logistically to be going in that direction.”

6:52 - “What were some surprises in that journey? Were you surprised…about what it took to translate a UK product and marketing to US retailers and consumers?”

13:41 - “before joining Paladone… I think a little of everything that I started to learn and I think you’re right I wanted to kind of expand on that, I enjoyed all the different facets it took to get there.”

14:19 - “One of the first things you said is ‘I showed up with a plan to the UK owners’...great salespeople are great at overcoming objections and be more Jiu Jitsu fighters than planners, but you (knew) you had to manage expectations.” - “We thought six months out, we thought two or three years out, where could we be five years from now?”

24:30 - “It does take a lot of patience and commitment, because even they saw it was successful… but there’s still a lot of tweaks and improvements we can make to elevate and that’s what we did together.”

24:58 - we started to talk about retail shelf analysis vs. consumer insights research… 28:37 - “you have to take that retail analysis to see what is in there, because I like something, but that department is sticking with a certain trend, a certain category and that’s what’s going to be successful there. That’s the context the product is going to live or die on.”

This episode is a tour de force with George Chanos, author of Millennial Samurai, a current futurist and former Attorney General of Nevada. George talks about his “secular bible for the 21st century”, values and talents needed to thrive in the current and coming decade, about AI, singularity, and what the potential of 10x-ing of global GDP means for you and me.

4:11 - “Now you have a high price lawyer, a professional researcher going on a reconnaissance mission into the future, and looking at things that he’s never looked at. And what I found was extraordinary things that really concerned me and excited me and bewildered me.”

6:49 - about his book The Millennial Samurai: “It’s this collection of 182 chapters that are one to three pages each…that have to inspire you, and educate you and motivate you and make you want to read more.”

9:43 - “McKinsey tells us that 47.5% of all jobs that currently exist are susceptible to automation, based on existing technology…so that’s half the jobs.”

12:10 - “...every business in the world will eventually evolve into a place where if something can be automated, it will be automated.”

16:44 - “So counseling, leadership, collaboration, building teams of human beings, leading human beings, working with them, motivating them, inspiring them, these are the occupations of the 21st century that humans will be required for.”

17:45 - “Today we are in the midst of a technological revolution that will dwarf the Industrial Revolution.”

19:42 - according to “Ray Kurzweil, who’s the head of artificial intelligence for Google, who says that by the Singularity, that moment in time that Stephen Hawking called the greatest event in human history, that moment in time when machine intelligence will eclipse human intelligence…that day is coming in 2029…by the end of this decade , we are going to reach a quantum leap in intelligence.”

20:43 - “It’s like a freight train, there’s this incredibly fast freight train that is moving towards us.”

23:16 - “Knowledge is going to be abundant…we will double within the next ten years, humanity will double everything that we’ve learned since the beginning of time.”

25:11 - “A book called The Spatial Web…basically talks about a world filled with trillions of sensors…that will radically increase global efficiencies in terms of resource consumption, resource allocation, resource optimization and that together, this spatial web will essentially 10x the global GDP.”

28:02 - “...there appears to be a loss of freedom…so you won’t own anything, and you’ll be happy. The first part is coming. You won’t own anything, and the second part ‘you’ll be happy’ is the part that I’m not quite convinced of yet.”

28:53 - “I’ve done a great deal of reading and one of the things that I’ve learned and been most impressed by is how stupid I am. It’s how ignorant I am. And I genuinely believe, I’ve come to believe that that acknowledgement is probably the smartest thing that I’ve ever stumbled upon…the more you embrace your own ignorance, the more you want to learn more, right? If I thought I knew everything, then why keep learning?”

32:03 - “It’s a tipping point between a second enlightenment, where we can have this glorious future, where we harness technology to our mutual advantage to its highest and best use, while allowing the human spirit and freedom to flourish…I also believe that dystopian, a very different technology, a very different scenario is also possible, where a small group of people are controlling that technology.”

32:51 - “How do we ensure that we fall on the right side of that tipping point, that we move into a second enlightenment as opposed to a dark, dystopian future?”

Vic Clesceri is a uniquely well-rounded business leader, and we talk about helping people and companies to grow, by aligning corporate strategy and workforce strategy, by synthesizing both while translating confusing terminology into simple concepts people can rally around.

3:15 - “Strategy is a set of choices about winning.” - quoting A.G. Laffley, former CEO of Procter & Gamble

5:03 - “Do we need to upskill…reskill… or hire for skill?”

5:15 - quoting a 2020 McKinsey study “87% of (executives) state they’re going to have skill gap deficiencies…about a third of them have identified this talent risk… as a top three priority…but less than half of them actually have a clear sense of vision how they’re going to close that gap.”

10:18 - “Know who your audience is, and what type of language is going to resonate with those stakeholders.”

12:31 - “Those are the five steps, and when you simplify it in that type of language, everybody gets it.” - 13:30 - “Boiling it down to the essential: Who are we? Where do we want to win? How do we want to win? Current state? Future state?”

20:13 - “Leadership is all about turning a vision into reality and producing results. But it is only through people.”

22:00 - “It’s this accomplice saboteur that works with the judge to create paralysis in us… the saboteurs are playing on all of our fears…and then on the sage side, there’s really five superpowers of the sage.” - 24:23 - “It’s a mental fitness model.”

24:25 - “You use the word superpowers… it has come up in several podcast episodes… I really love the idea of each of us becoming very intentional about what are my superpowers?” - 26:10 - “I found by asking, what is my superpower? For me, it’s the combination of being prepared and staying curious. For you, it’s something else.”

28:15 - “I know people that have superpowers… I can bring those Sherpas in with me. And then we can represent a team that’s going to use superpowers like The Avengers… the goal is to find the right Avengers and accomplices to join you.”

29:05 - “You nailed it man, we are The Avengers… of corporate growth.”

In this episode two brand owners/founders and their sales agency partner share notes how they help each other to grow - how taking an intentional yet informal approach to grow, to listen, and to learn from each other made each of them better and stronger.

Lindsay DeMyer is president of Darrah & Co, a large manufacturers’ rep agency across the Southeast USA who takes an informal approach to building a “nest” - not a formalized incubator but an intentional nest that nurtures up and coming brands. Molly Holm (founder and CEO of Glory Haus) and Chrissie Lam (founder/CEO of Love Is Project) share their perspective on “growing inside a nest”.

2:00 - “The lifeblood of the gift and home industry is new artists and new brands and new ideas coming in.”

7:10 - “Growth is always mutual… you cannot grow alone, you can grow with other people… and give and take questions and being open to the answers, even if we don’t always like them.”

11:22 - “Our very best ideas come from our rep groups and our customers.”

11:59 - “We brainstorm lots of different ideas…I think collaboration is super helpful…to help each other figure out what’s the next best way to navigate this ever changing retail scene?”

12:52 - “... there is this sort of fresh air running through the building, the industry, of collaborating, of sharing… having a conversation.”

13:23 - “formalizing a nest into an incubator or accelerator, sort of a formal process and that didn’t really work… 13:56 - it actually happens organically when you create an environment where this can happen.”

14:41 - “We want to create relationship and community…that’s where so much can happen when you become a little bit vulnerable.”

16:25 - “They spent so much time forming and shaping it and sort of defining it. And then for the brands to also be open to changing it. That’s where the magic happens.”

17:49 - “It has to be organic, not forced. You have to create a time and a space for this collaboration to just kind of happen, to put people together in a room…”

20:31 - “So because she talks to so many other people, she can synthesize a lot of information and she can see trends on what’s helpful and not helpful.”

23:23 - “I do make a really strong effort to be in community with other people that are doing similar things.”

Curious how a mid-sized B2B wholesale business - established decades before the internet - embraced digitalization and added a B2C channel? Sushil Arora, CEO of Danica and Now Designs, shares Danica’s growth story of going Digital First, in both customer-facing and operations-facing ways, with curiosity, step-by-sometimes-uncertain-step, but always going forward.

2:59 - “Some of the most difficult decisions I had to make professionally… was at that time (March 2020, start of COVID)... 4:03 the positives that came out of that period, it opened our eyes to the things that perhaps were fundamentally broken in our business…to recognize that we weren’t recognizing the transformation that was taking place from a digital point of view.”

4:53 - “But as time went on, I recognized the efficiency of using technology to move information internally and externally.”

5:30 - “You realized that you had not kept up with the times by not being digital first… the Brian Beck book “Billion Dollar B2B Ecommerce” (see Third Growth Option Podcast Ep #88)... pushed you forward, out of your comfort zone.”

6:46 - “The book was talking to us as a company… my company strategy was as dramatic as some of those statements, to kick off as a company that if we don’t pivot… we’re gonna get left behind.”

10:23 - talking about PIM (Product Information Management system) “content has become such an imperative piece to being able to sell digitally… your sales tool becomes the content itself… the bell went off, it wasn’t so much about… we want to sell direct-to-consumer, it was more about our customers are selling to their consumers this way. And so how do we help and support that?”

12:30 - “The investment in learning…ties back to that curiosity… whether it’s direct-to-consumer, whether it’s a PIM or other software is to try and learn and be able to use that journey as development…you learn by doing.”

13:52 - “Opening yourself up with curiosity and experimentation to attack a Digital First mindset, that’s about… design thinking and asking the customer, what do they want? And then reverse engineer it.”

15:41 - “Every person in our company has two jobs, they have an operational job, and they have a strategic job… the strategic job is to understand why did the customer have to call, what is happening that is causing (this friction)?”

19:12 - “How have you helped people move from being… not curious… to becoming a little bit more curious?”

22:570 - adding B2C as a B2B company “has been incredibly painful…24:20 - the guiding light here, the beacon of hope is that what it’s done is show us where there’s gaps in our core business... 25:24 - two years in and you step back and say ‘are we doing the right thing here in terms of how much we’re committing?’ In the long term, it’s going to be imperative to who we are as a brand… the astute retailer is now expecting brands to sort of drive traffic.”

27:50 - “As you’re trying to be more effective and efficient on the direct-to-consumer side, you’re seeing opportunities to be more seamless, to be easier to do business with on the wholesale B2B side.”

30:15 - “As you were getting your arms around this Digital First mindset, you knocked a bunch of things out of the ballpark. Your company is larger today on the revenue side, the team is bigger, your revenue base is bigger.”

30:50 - “This engine has lots of moving parts, at the top of it is Customer Experience.”

Priya Klocek moved to Cincinnati from India as a 20-year-old, so she is no stranger to managing change. Now she works with leaders of businesses and organizations to help with change management and DEI issues – diversity, equity, and inclusion. She brings a refreshingly “real world” perspective to how we view and are viewed differently, and how to navigate the challenges that come with that on both a personal and organizational level.

2:21 – on DEI and what businesses are struggling with “People want quick fixes, let’s just bring in people that look different from us… they don’t realize they have to change their practices.”

5:16 – “People struggle with DEI, understanding it thru a lens other than their own… I personally struggled with it as well…my wife is from Mexico City, I’m from Germany, we both immigrated to the US, and our experiences immigrating were very different, largely based on different skin tones.”

10:42 – “Leaders want to talk about change, they want change, what they often don’t want is to invest the time to change themselves.”

How do you compete with commodity product in Big Box retail and direct to consumer? Sure, the glib answer is about vision and marketing and connecting the dots. But really, how do you get to 8- and 9-figure revenues, within years, not decades?

Dean van Zyl moved to Virginia, USA from Swaziland, Africa and founded National Adhesive, selling caulk and sealants to retailers across North America.

3:37 – “I had been to Home Depot, and walking down the caulk and sealant aisle , it was incredibly confusing… I said I know I can do this better, I can communicate this product better.”

6:40 – “We’re not only going to bring me-too products to market, but we’re going to teach people how to use them. And we can’t stop there… we make the whole (customer) journey easier.”

8:53 – Talking about using Vivid Vision (Cameron Herold’s concept of describing your business like a movie script of how it will look in the future: “We have a path… before an employee joins us, we share that with them… does it resonate or not…these are my people or these are not my people.”

12:12 – “The old adage is shoot for the moon, even if you miss, you’ll hit the stars… vs. setting low goals and hitting those.”

13:16 – “You certainly can’t be accused of low ambitions, which are the highest form of crime.”

15:36 – on in-store merchandising and marketing “as you put your phone on there (the packaging, in the store), we’ve got AR (augmented reality) …, showcasing what the product does… and one click thru, it takes you to the Digital Human.”

19:09 – talking about the retail revolution from department stores 100 years ago, to big box, to now “there is this digital support system and platforms and videos… that you are harnessing to help sell-thru of the product.”

21:18 – “The commodity itself is no longer the primary focus… it’s the journey to get to using the product.”

21:35 – “It’s about how the product looks on the iPhone to the consumer… they’re going to check it out (on their phone) while standing in aisle 17.”

You are welcome to reach out to Dean van Zyl on LinkedIn.

Sumeet Nath has grown his 3rd generation business into a leading group of factories with 6,000 employees. Each generation worked to keep the business relevant by updating product mix, customer mix, organization and indeed ownership.

3:52 – after Sumeet walked me through a short historic overview how the Indian region of Panipat became a trade center for textiles, and the company’s change after WW2 when in 1945 “the company had to morph, had to have a reality check, that’s how we started spinning wool and yarn.”

4:52 – “I wanted to start a different aspect of the company… that how we started making carpets, in 1991.”

5:44 – “You should never be satisfied with the situation, because you never know what happens the next day.”

7:25 – “Everything is going so great… you think you’re a genius… then the wheels come off and you commit to never being caught with customer concentration.”

9:20 – “Fashion having become a part of the rug business (unlike decades ago), now sustainability and eco-friendly thought process is on the consumers’ minds, how does that effect your business, how your product evolves?”

10:33 – “Five of our factories are converted to 100% solar.”

14:15 – “We saw that opportunity… that raised my curiosity… a good businessman always follows their instincts.”

16:19 – “If there is something new, unless it is tried, you will never know if it’s helpful or not.”

17:56 – Sumeet shares how he is preparing the organization for the 4th generation (including possibly an ESOP – employee stock ownership plan) and at 20:26 – “we have to prepare that Raj lives much beyond the family. We are responsible for 6000 people.”

23:23 – “I believe in baby steps, and we started to take baby steps decades ago.”

24:04 – “Stay nimble, stay humble, and take every day to learn something.”

You can find Sumeet Nath on LinkedIn, or you can reach him at sumeet@rajgroup.in.

Jason Hauer co-founded the Garage Group in Cincinnati, OH a dozen years ago – to teach executives in big companies to hustle, innovate, and grow like small start-ups. I founded (re)ALIGN to work with midsized companies to grow into new categories, new channels, or grow faster with a cross-functional go-to-market approach. That is to say, Jason and I talked about similar challenges from different perspectives.

3:26 – on the challenge with innovation in bigco’s “they’re focused on mastering the existing business model… whereas innovation, to push into new places, you have to explore, test, and learn. You have to shed that fixed, tight division of labor mindset for a search mentality.”

7:09 – on frameworks for innovation (Design Thinking, Lean Startup, JTBD/Jobs To Be Done, etc.): “It goes back to empathy and problem definition, who you’re trying to solve for?”

8:27 – “We’re big in solution development and big believers of bringing analogous inspiration to get leaders thinking differently.”

10:50 – … “I love reading all the books and learn the theories, but sometimes people fall in love with a framework and then make the mistake that it’s a paint by numbers thing, which it really is not.”

11:58 – “True mastery of innovation and value creation means you understand methods and tools for what they are…that you leverage different approaches and different tools.”

15:57 – “Digital Transformation – both front room (customer-facing) and backroom (operations-facing) – requires a mindset shift from everybody.”

19:13 – “If you have more of that search mentality and recognize that relevancy is fleeting, your team will embrace that… curiosity pulls you in to what’s next.”

21:32 – “If you’re the smartest person in the room, you’re in the wrong room.”

23:50 – … “In some industries growth is stagnating… you can’t drive efficiency and continue to grow; you have to fundamentally think differently how to drive growth.”

Edgar Blazona is the real deal: he grew and learned as a punk-ass kid designer and furniture rebel, went to college in corporate America, continued as a serial entrepreneur and founded several successful companies, including Benchmade Modern, the folks who make and sell Rebellious Luxury by the inch. We talked about Edgar’s journey, changes in 21st century manufacturing and branding, and the importance of finding your own way.

3:31 – “I kept pushing buttons and finding my way into the room… and kept growing.”

5:04 – on the game vs. the work “it’s more important to play the game than do the work… while the work is very important… if no one likes you, no one’s going to want to work with you.”

6:57 – on changes manufacturers should or must address: “Dropship. How do we change our business model to handle that? From credit card swipe to the machine?”

9:00 – “The industrial revolution or Henry Ford’s assembly line is about the process from raw material to finished good, as efficiently as possible – vs. today, starting from the customer and go backwards into the factory: which parts of the process are superfluous, from the customer perspective?”

9:50 – “The DTC/direct-to-consumer dropship model is going to take over, and retailers are pushing that more.”

12:35 – “As a manufacturer, do we have our own brand? Do we build a brand? Or do I sell it thru a wholesaler… you’re seeing manufacturers creating brands and going direct, that is going to change the landscape… that’s disruption.”

16:01 – we started digging deeper on branding. Two definitions emerged: “Compelling promise, delivered. Also: What do you see, and what do you feel?

19:30 – “No one wants to be a used car salesman… how do we pitch our brands in an authentic way? If you can’t connect to the authentic side, I don’t think you can connect to the feeling side.”

20:54 – “I’m gonna dig it, I’m gonna have fun… if you’re not having fun, you shouldn’t do it.”

26:01 – on aspects of growing a business: “your secret sauce is not just sitting in a dark room designing (or making) stuff…your flywheel is the curiosity and the love for branding that allows you to think of ways to make your ideas come alive.”

Four consumer executives shared their thoughts on how volatile consumer spending (from lockdowns to supply chain chaos, increased demand and now 9% inflation) that affected 2020/21 is shaping up to affect the second half of 2022 and going into 2023.

Real insights from real-world leaders: Allison Barrows (VP at Ganz, a designer/distributor of gift, décor, and apparel), John Toler (CEO at Evergreen Enterprises, a distributor/manufacturer of outdoor living and home products), Joe Harris (Chief Revenue Officer at Whereoware, a digital agency) and Doug Cofiell (CEO at Ivystone, a national sales agency)

2:45 – the smartest retailers were “the ones who figured out exactly how to manage their inventory.”

4:47 – most common retailer product request at Summer 2022 markets (at Ganz): “lower price point items… ‘pick me up, feel good’ items”

6:24 – on digital infrastructure spending: “digital continues to be an important part of the go-to-market strategy, and those who are investing, are seeing the returns.”

8:08 – Online consumers will “continue to grow.”

9:31 – “The shifting in merchandise mix has gone from making my home look pretty, to making me feel better… from the home to me.”

10:00 – “Higher end (design side of the business) doesn’t have much slow down.”

14:13 – I asked each guest to describe consumer spending on a scale of 1 to 10, across three time periods. The average of all four replies (with significant differences between product categories):

2019/pre-Covid – consumer spending was an “8” (of 10)
2020/2021 – consumer spending was a “10 (or 12) out of 10” (off the charts)
Going into 2023 – 8.5 or 9+, better than pre-Covid

18:52 – “We sold Garden 2023 for the last 45 days… and purchasing is down vs. 2021… but above 2019.”

20:36 – “We chased demand and built capacity (the last two years)… so the cost side and inventory needs to be looked at… for retailers, vendors, and sales agencies.”

22:00 – “There’s been so much volatility… as we start to settle back down, to understand… the appropriate costs.”

23:26 – Next year will be all about “Data. It’s all about making the data actionable.”

25:02 – “The second big thing is the customer (digital) experience, it’s not just about ‘look’ but it’s all about being seamless, easy to use (multi-channel integration).”

27:56 – The best retailers “recognize the consumer is changing… and are combining the digital and the physical really well.”

31:20 – what’s on our minds as we think about growth in 2023? “Aggressive” – “Customer Experience” – “Daring and Risk-taking.”

Atul Vir is a study in opposites: an innovator and a CPA, an entrepreneur from a military school and family, an immigrant who came to the USA and built a global business. I found Atul’s insights on innovation, product development, risk assessment, and building a business to be thought provoking.

2:27 – talking about Steve Jobs’ influence on innovation and product development “instead of developing a product, now let me see how I can sell it… he focused it the other way around: what do my customers want? He knew what customers wanted… even before the customer knew.”

3:51 – “Keep your eyes open and your ears to the ground… Steve Jobs imagined what the customer might want, by listening, by looking, by spending extraordinary amounts of time in stores.”

9:45 – “First day I opened my business, I was all alone in the office… now what…? Now you have to make it happen, find a product or a widget, that you believe somebody is going to want to buy, then you work backwards from there… then you risk everything…”

11:40 – about a shift in consumer expectations “baby boomers want an on/off button and a detailed manual, millennials are the opposite, they don’t mind complexity in the product… but they don’t want the manual.”

21:45 – “What keeps you focused and well-balanced, navigating through these opposites is the philosophy of being customer-centric.”

What if developing people and teams in high pressure situations came down to being in the trenches with them, and food? OK, also about strategy, constantly evaluating yourself more than others, investing in them so they invest in you, and about food? Adding a dose of reality to what’s been said and written about leadership, growth, people, and winning talent wars – is my guest Craig McIntosh, a hard-charging sales executive, a long-time friend and senior leader with a family-owned business that grew to around $1 billion in sales by acquiring and being acquired several times.

2:12 – about how Craig changed the way he manages pressure: “In the beginning I was all about the numbers…but you spend more time with your team than your own family… you gotta enjoy what you’re doing… and walk around the pond (before you type that emotional response).”

6:03 – talking about pressure and growing… and food and socializing: “you have to break bread with your team.”

7:47 – on hiring people you’re proud of: “It’s about people who can buy into the culture, and you buy into them… we invest in people, so they invest back in you… you have to do things as a group to help build that comradery.”

9:35 – on building the Sunshine Committee” “to build the team up… we would have a popsicle truck, or Taco Tuesday, or bowling, or cocktails… we signed up for a serve day (to help the homeless), helped prepare the meal. It put things into perspective.”

12:56 – I asked Craig about unlearning being “transactional” (all about the numbers, as he said at 2:12), and more open to relationship building: “as the company grew, I had to grow, as a leader. What worked at $60M revenue, is not going to work at $120M or $500M or $1B. You constantly have to evaluate yourself.”

17:57 – “Just be honest… at the end everyone messes up (sometimes), and a lot of it is in your honesty, if you’re transparent… we only have our reputation.”

I learned a great deal in this episode from Brian Beck, a leading 23-year practitioner, expert, and operator in e-commerce: we talked about the why, what, and how of growing revenue streams through B2B e-commerce. Brian also wrote the book on the subject – Billion Dollar B2B Ecommerce – and our conversation touched on breaking down the complexity of e-commerce (into consumer-facing and operations-facing, pre-sale and post-sale), the importance of cross-functional translation and alignment, and demystifying this great opportunity for manufacturers and distributors.

2:42 – “There are so many parallels between what we experienced in consumer (e-commerce) and what businesses – manufacturers, distributors – who operate B2B ecom segments, experience.”

3:14 – …on why B2C ecom is so important to understanding and optimizing B2B ecom: “B2C ecom set the precedent for B2B ecom… that friction-less buying experience on the B2C side doesn’t yet fully exist on B2B, but it’s happening.”

5:25 – “The same dynamics are now occurring in B2B. The buyer has more choices and more power and more transparency than they ever had before.”

8:06 – … on the B2B buyer’s mindset and expectation “the next generation of B2B buyers that are here, are Amazon natives.”

9:25 – “Millennials are going to be 75% of the workforce in two years… you’ve got to make that buyer’s job easier thru the e-commerce experience… it has to be hyper efficient.”

12:51 – Talking about midsized ($10M to $20M revenue companies) who grew significantly thru B2B ecom: “management’s willingness to act is what holds companies back, more so than the tools and technology – they are here and available today.”

15:30 – “The brutal reality of the situation is that the customers’ expectations have changed. If you’re not willing to make the change, you may not be in business in 10 or 15 years.”

Scott Rollman is a deep thinker who listens, a strategist who is passionate about getting it done. In this episode, Scott shared his insights on e-selling (the intersection of digital marketing and personal selling), how digital marketing can best support sales efforts, and we also compared notes – from different cultural perspectives of Scott’s midwestern roots and my immigrant background – on the topic of embracing our superpowers and how to help others embrace theirs.

4:02 – “There has been a dramatic shift in the way we interact with our customers, the way we promote ourselves… had to change.”

5:15 – on marketing as a sales enablement tool in the digital arena, in one example attracting over 800 people to a virtual event that grew the prospect email list “virtual training played a big part and promoting those to the customers it mattered to… you always have to be relevant in the message you deliver, otherwise you become noise.”

8:09 – Digital marketing works better when you are “more intentional about providing value to current and prospective customers, in a virtual setting.”

11:03 – on Digital Transformation successes and challenges “having a strong digital presence that customers can interact with as they want is what makes it great… a challenge is engineered (customized, not stock) product… which can be supported by training videos and product information videos… that can help with the engineered product.”

16:26 – on superpowers “if you don’t know what your superpower is you can’t embrace it, if you don’t embrace it, you’re not going to use it.”

22:20 – “to be effective in the new marketplace, utilizing e-selling and embracing superpowers, just be open to new thoughts and ask a lot of questions, because some of the responses you’ll get back are going to be absolutely brilliant.”

It’s fun to learn from fellow travelers on the growth journey. Cliff Farrah and I share a passion (some might even say talent) for envisioning the right growth strategy and guiding the process from concept to successful execution. Cliff founded The Beacon Group in 2001, a growth advisory for Fortune 500 companies and their organic and inorganic growth strategies, and recently authored a wonderful book.

I read, enjoyed, and highly recommend Cliff’s book Growing the Topline. In this episode, he shares stories and the thinking behind his methodology. From the four pathways to growth and the ideal mix of talent on a growth team, to the importance of grounding strategy with forecasting and operational execution, to growth opportunities we uncovered in the 2020/21 (and ‘22!) Covid pandemic that unexpectedly made life better.

If you’re intrigued and would like to reach out to Cliff, you can find his contact information on www.beacongroupconsulting.com or www.GrowingTheTopline.com.

This episode is about how to bring the right people into the room, and how to facilitate the process to make better decisions.

I learned not only about solutions to fundamental “people problems” in our democracy on this episode, I learned how Dani is approaching getting help from “everyday experts”: he took the business community’s “focus group” concept, improved on it, and applied it to public service, learning from bus riders, or hospital patients, or utility customers – by “building community at the neighborhood level and tying it to a larger mission.”

7:40 – “We do have to solve those big problems… but before… we have to raise the level of not only civic participation but civic empowerment, civic trust.”

10:42 – “the person responsible… is not an elected official… their work is… the source of disaffection… if we want to increase people’s sense of civic… engagement… we have to also go to this other source of decision-making and power, which are these (non-elected officials).”

12:08 – Cohear exists to help public officials “to get the right people to talk to…”

14:27 – “we believe living an issue every day makes you an expert… and learning from those experts leads to better outcomes.”

15:01 – “we are here to change the culture of how decisions are made… by embedding the principle of everyday experts.”

20:34 – “to do culture change… you have to have small, meaningful (person relationship building) interactions.”

24:42 – “It’s a way to feed two birds with one scone.”

25:09 – “If you don’t build the trust… you won’t get the level of creativity that you want.”

27:43 – “what you do with everyday experts is set up a time and a place to listen to them, let them talk, and have a decisionmaker in the room…not by filling out a Survey Monkey.”

If you want to learn more about Cohear’s approach to Everyday Experts, you can reach Dani at Dani@cohear.com.

Understanding differences in people outside of our “tribe” – maybe outside of our comfort zone – can be, well, uncomfortable and difficult. Nicole Armstrong, founder/CEO of Queen City Certified shared her insights with me, how her team helps executives to guide them with DEI (diversity, equity, and inclusion) challenges, as the nation’s first data-informed employer certification program.

2:06 – “how do we create systems that make it possible for all people to succeed…to allow somebody to know if a company really embraced the values of equity…and how to get there…”

4:00 – “a lot of these challenges are system-level challenges…that need system-level solutions…we’re talking about policies, we’re talking about practices…the challenge with training is that it puts the onus on the individual… which is important, but… most of these are unconscious…”

5:43 – “… we can conduct all the trainings we want, but if we’re not measuring who are we interviewing, who are we hiring, who’s being promoted, do we have targets…we have to be intentional about creating a workplace that embraces these (DEI outcomes) and builds that into every system in the organization.”

7:55 – “So much of the conversation has become polarized…when we talk with our leaders…these conversations can feel uncomfortable, and they’re supposed to feel uncomfortable…when we frame it as ‘resources and restrictions’ (instead of as ‘privilege’) then we can begin to have this conversation that we all have resources and restrictions, every single one of us.”

17:01 – “…if you can’t acknowledge and learn from your past…you’re doomed to repeat it. The challenge we’re hearing is that if we point it out, it will create more division…create a tension we don’t want… the fact is, there is already some division, some tension, and people have been living with the pain…whether we choose to acknowledge it, doesn’t change the pain. It’s there regardless, and it hurts everybody.”

If you’d like to learn, talk, and listen more, you can reach out to Nicole via email: hello@queencitycertified.com.

Jay Messner has built several businesses and helps clients improve theirs. Here we talk about inflection points, causes of failures and reasons for getting stuck, what skills can be taught or developed, vs. having to be recruited, and how to jump through inflections points by creating “trust, clarity, and alignment.”

5:04 – “organizations need to have some sense of stable foundation (operationally, culturally, financially) on which to build, especially in rapid growth… when you hit speed bumps and those foundations are not reasonably stable, lots of bad things can happen.”

9:00 – on feeling stuck and why it happens: “Fear, fear of change, fear of failure… what if we lose the client…”

11:17 – on inflection points in life and business: “a pattern of businesses of similar maturity or revenue size… encountering common pain at similar times… and an inflection point implies that you can choose many different directions… as you encounter pain, or you’re stuck… where you need to do something different, not just a little different but meaningfully different in order to break through.”

14:21 – “It’s never a fast easy fix, it’s a commitment to continuously making the right choice… being willing to mess up, having healthy dynamics in the decision-making team, it’s a pretty repeatable process.”

16:21 – “Different people accept help more (or less) easily… it’s best to give them a really accurate picture of what the experience (of creating change) is going to be like, and make sure they’re ready for it.”

28:25 – on trust, clarity, alignment as a framework for road-mapping and checking progress: “understanding those three buckets is mission critical for a high performing team…. Trust is both relationally, and ‘I can count on you professionally’… Clarity is about knowing where we’re going at a corporate level, but also at a human level, ‘what’s expected of me and everyone around me’… Alignment: are we all bought in to the things we agreed to?”

You are welcome to reach out to Jay by emailing him at jay@altaimpact.com.

Many of you know Warren Shoulberg the journalist, writer, editor, consultant, and singular source of home furnishings industry insights via HFN, Forbes.com, and many others. Here, Warren shares his Magnificent Seven of Retail. Important for manufacturers, vendors, and buyers to hear his thoughts the Good, the Bad, or the Ugly of retail (we talk about a couple dozen retailers, like The Good: Target, RH, Amazon, TJX, Williams-Sonoma brands, Magnolia Home in Waco, TX, good independent specialty retailers, also The Bad: Lame Department Stores, Lame Zombie Brands, and The Ugly: BBB, JCP, and many others.

3:23 – about retail “it’s a business, but there’s a certain flair to it that other businesses don’t have… if you want to understand a (retail) business… just walk into their stores and you’ll get a really good idea about what they’re doing.”

5:03 – about one of the seven membership requirements “that define a good retail business… omni-everything… to reach the consumer however they want to be reached.”

10:20 – “the store as a destination: if you’re going to ask the shopper to go the a physical store, you better make it worth their while… best example is RH, with spectacular physical stores… also a big part of the IKEA story…”

14:17 – about hospitality “retailers are getting back into that… RH is a great example, putting restaurants in all of their stores now… doing as much as 20% of the volume… and hard to get into…”

20:53 – “Right now Target is the best (national) store in America, they’re doing so many things right… they put (a couple billion dollars) back into their stores, they put it into their digital business, same day delivery… and the good old fashioned independent specialty retailer… there are some great stores with clever merchandising.

24:36 – on great merchants vs. big data/AI: “good merchandising overcomes a lot of other bad decisions… but that by itself is not enough... you got to have both.”

You can find Warren’s writing at the Robin Report, Forbes.com, Business of Home, or you can email him at WShoulberg@gmail.com.

Growing 10x from the ground up, instead of by edict from the top down, requires a magic combination of strategy, flexibility, authenticity, finding rock stars (and letting them be chess players, not chess pieces), and in Doug Cofiell’s example also well-integrated acquisitions.

6:39 – “you hire for talent, not necessarily for the exact position… as you build a flexible model, it builds off itself and then it gets cultural… they can set their own tone within these guardrails we establish.”

7:28 – “Having guardrails allows creativity”

9:50 – “If those two people (both best performers) were exact opposites… and did things totally opposite, how can I create a structure where they have to do the same things, and think they’ll do well… we can give them tools… but making them follow this pattern doesn’t work.”

17:49 – about squaring flexibility with complexity “flexibility adds cost… if your business is a certain size you need to build in flexibility (to adapt, to things like the 2021 global supply chain chaos).”

You can reach out to Doug at dcofiell@ivystone.com.

Amazon controls nearly 50% of online sales in the USA, with that comes being loved or hated, and often the latter. Jason Boyce has been an Amazon Seller for 17 years, a Top 200 seller (of millions), he shares successes worth emulating, and how to avoid certain failures and “speed bumps” selling on Amazon. He’s the co-author of Amazon Jungle, where he and Rick Cesari share stories of customer-driven innovation, click-through strategies, reaching page 1 on Amazon search results – with insights from product design to messaging to the nuts and bolts of actively selling on Amazon: build a foundation, drive the traffic, and iterate constantly.

5:20 – “what you do to succeed on Amazon will make you a better businessperson, will make your product better, will make your relationship with your customer stronger… Amazon now is giving to brand-registered brands demographic data… keywords that working well for your, and your competitor…. what products they (consumer) buy (or search) instead of yours.”

7:54 – “I learned the importance of identifying what the market is first, and Amazon is a great place to identify if there’s a market for your bright idea.”

18:30 – to sell on Amazon you must “lay the foundation, drive the traffic, then constantly and relentlessly iterate, on everything, repeatedly… features tell, benefits sell…”

25:00 – “If you’re not there (on Amazon) you’re making your competitor stronger off your good name… every buyer in America (buyer, not end-consumer) has a Prime App on their phone and if you’re trying to sell them… they’re doing their research and ask ‘are you selling on Amazon?’ “

You can reach out to Jason on LinkedIn (Jason R Boyce) or through www.Avenue7Media.com.

Marvin Dejean removes a bit of mystery around the crucial topic of “digital transformation”, also personal or just “transformation”. We talk about his TIP-squared framework (technology and trends, innovation and insights, people and platforms), how to approach transformation, and avoid pitfalls.

3:36 – “learn to dominate your fear… if you don’t transform willingly… then the market, a competitor, the universe, something is going to force you to do it, or you’re going to be wiped out.”

6:34 – “people define digital transformation in different ways… the word is misused… take out the word “digital” it's about transformation.”

8:24 – “it’s effecting everything… how we market, how we do strategy… how we work, how we innovate… it is bringing more people into the fold in terms of decision-making.”

9:07 – about the Tip-squared framework of digital transformation for legacy companies “they’re going to be hit by this wave and won’t know what to do, how to transform or adapt naturally, whether you’re talking about BlockBuster, Kodak, BlackBerry, the wave hit, and they did not know how to pivot.”

10:58 – “legacy companies need a simple way to transform, to simplify digital transformation.”

16:30 – “Start with one project, or one team… get a result… get comfortable and get buy-in… then: what’s next?”

25:50 – framing your business (taxi vs. transportation) is key, “all products and services, because of digital transformation, are becoming commoditized… the point is: start somewhere… trying a new technology… reading up on digital transformation, talk to your customer to see how they’re shifting towards what’s easier and faster.”

You can find Marvin on LI, or email him at mdejean@gileadsanders.com .

Pop-up stores come in all types, and both retailers and manufacturers launch them for different reasons. Andy Bailen has deep experience and “spills the beans” with us in this episode.

2:21 – “All Things Retail (a weekly newsletter) came out of my interest in providing guidance and help and actionable content for retailers (of all sizes).”

This conversation about pop-up stores – which Andy has successfully conceptualized and rolled out with big box retailers, and smaller players – serves the same purpose: it provides guidance and helps with actionable content for retailers looking for additional growth avenues. You can reach Andy at abailen@3peconsulting.com – he enjoys meeting other business leaders and answering their questions.

If a bear roars in the woods and nobody hears him, did it really happen? Brian Burke the Mac Man shares his thoughts on personal branding, his entrepreneurial journey from a dorm room business to running a 20+ employee company that has purchased over $45,000,000 in used Apple equipment, and how he helps others with content strategy, creating a post with over 13,000 likes, SEO, and more.

1:12 – personal branding “helps others to help us, helps us to find clients… if you have the same title as everyone else, no one cares… you have to have a unique name/title.”

5:17 – on a social media post that created engagement with over 13,000 likes “LI is a social network… if you are trying to sell… people gravitate away… things that are uplifting tend to do well on LI, things around kindness and inspiration.”

13:12 – on personal brand “the combination of ‘be yourself’, find whatever ‘makes you, you’ and then own it… and be consistent!”

17:21 – “The #1 thing for SEO is having really good content… you want Google to send people right to that page (your content) and then have the call to action on there… to take people to the next stage in the process.”

20:04 – “creating valuable content is a very different skill set from amplifying that correctly through SEO and social media.”

You can find Brian Burke the Mac Man on LI, and he loves connecting and helping.

Transportation is a fundamental building block of any economy – so dissecting the necessary ingredients for transforming transportation in the coming decades is key to creating a transportation system that works more efficiently and with less environmental impact. Evangelos Simoudis starts with Data and AI, and has written several books, one about Big Data in our Driverless Future, the other about Transportation Transformation. We talked about three phases of transformation, three constituents needed to make it happen, barriers that will slow down some and have the power to kill all transformation, as well as the importance of staying open to new information, to reconsider and rethink as we champion any growth or transformation challenge. I found the conversation thought provoking and inspiring – because Evangelos approaches huge tasks with logic and humility.

Jay Steinfeld, founder of blinds.com (which he grew from $0 to revenues of hundreds of millions of dollars before selling it to Home Depot) shares heartfelt insights from his entrepreneurial journey and personal development in my conversation with him. If you haven’t read his book Lead from the Core, you’ll want to read it. Whether or not you have, you’ll want to listen to this episode in which Jay talks about “autonomous excellence”, the 4 E’s (evolve, experiment, express yourself, and enjoy the ride), a definition of success based on “getting better”, and the importance of embracing ambiguity.

8:10 – “I was observant, curious, anxious to learn… I was willing to take chances with myself and to be experimental in how I would be able to evolve.”

10:37 – about generosity and grace… “when it comes to people, you give them as much as you can… give them the opportunity to be themselves… providing an environment and resources to flourish… then you have a business that becomes autonomous excellence.”

13:50 – in talking about the 4 E’s Jay made this insightful comment: “paradox is an important part of leadership, to understand there is no reconciliation of things, all these things exist together… for instance maintaining your long-term vision yet making sure you do everything that has to be done today.”

18:08 – “if you can get better, or I can help somebody else get better, that’s success.”

27:16 – Advice for start-ups or high-growth managers “the key thing is to be able to deal with ambiguity better. I didn’t need to know the right answer from the beginning… people believe you can research and use a spreadsheet and determine with facts exactly the way the path is going to be, but that’s so untrue… you don’t really know…until you go out into the wild.”

You can learn more about Jay and the 4 E’s on www.JaySteinfeld.com, and you can find him and easily connect with him on LinkedIn.

Lead from the Core: The 4 Principles for Profit and Prosperity

Sharon Rowe founded Ecobags, the original reusable bag company, three decades ago, long before sustainability was as cool and certainly as urgent as it is today. She talks about the sometimes-hard choices, sometimes mutually beneficial relationship between conscious capitalism and naked profitability. Sharon authored The Magic of Tiny Business, as a story of doing good and doing well, having your cake, and eating it too. Her company is a small and stable business, some might dismiss it as a “lifestyle business”, others will find key lessons for building a sustainable business that respects both the environment and employees, as well as family members.

As co-founder of a now 20-year-old distribution company approaching the 9-figure revenue milestone, Yoram Weinreich opens up to share lessons learned, pivots made, and convictions formed during that growth journey: how it began from a direct import business to online/ecom sales, from less to more branded, no inventory to inventory, from a Canadian workforce with global suppliers to becoming a global workforce, from gut decisions to data-driven decisions – there is a lot to be learned.

3:17 – “Success is just getting up one more time” (for more context, listen to 1:19 to 4:48)

5:35 – “When you feel that you know everything, you’re on the wrong track”

9:22 – “we were scrambling… pride is a renewable resource… fear is a great motivator.”

14:35 on branding for ecom market places – “You’re very dependent on their algorithms… we want to change it to where people look for (our brand)…that’s an important step in our evolution.”

16:38 about growing in a more connected world – “We adopted MS Teams (similar to Zoom) in 1/20 (before Covid)… Covid forced us to get over the hump with domestic employees working from home… we became more productive… now I can get highly qualified people (anywhere).”

20:47 – “a global workforce, not (just) where my supply chain teams are… we have account managers in India, a CMO in Vancouver… it’s a global workforce.”

22:21 – “… we are interested in each other… we don’t fear diversity, we embrace diversity, we’re curious about each other… it’s a competitive advantage to look at talent in a global fashion.”

25:51 about the importance of better data capturing – “…our continued success will be (dependent on) data… data is the new gold… will create a moat around our brand.”

29:25 on driving change and transformation that’s sticky – “… we are embracing change… as Jeff Bezos says ‘today is day one’… otherwise we’ll be toast.”

You can reach Yoram by emailing yoram@simpli-home.com.

My guest Dr. L. Carol Scott spoke openly about slaying personal dragons, addressing patterns from childhood and her framework for developmental do-overs. I asked Dr. Scott to come on my podcast because I believe most of us limit ourselves, keep ourselves from growing and thriving in some way, due to some preconceived notion that requires introspection, or what she calls self-aware assessment.

Dr. Scott's 7-point framework of SASS – Self-Aware Success Strategies – can help anybody looking to get to know and relate to someone better, whether that someone is you, colleagues, customers, or candidates for hire. She also loves hearing from people, so if you have a question or want to talk to her one-on-one, please email her at carol@lcarolscott.com.

From ice-cream shopkeeper to executive at Pepsico, expat-CEO for LensCrafter in China, and author of several books, George Minakakis’ journey has been enriched by his curiosity and drive. He shares the reasons behind his mantra to “stay relevant, dismiss nothing, expect the unexpected and plan for the improbable”, and why he loves retail – hint: he loves ambiguity. He talks about technology as the path, and how educating himself on IoT and AI has shaped his upcoming book The New Bricks & Mortar – Future Proofing Retail. You can always reach out to George directly, by emailing gminakakis@inceptionretailgroup.com.

Marisa Lytle has a secret weapon: agility. As VP of Consumer Engagement and Ecom at DEMDACO, she shares not only interesting insights from the world of digital marketing but overriding lessons about the importance of agility.

3:06 – whereas there used to be a clear start and stop with business initiatives “it’s no longer about achieving a set objective at a set point in time, it’s about being agile enough to continue to adapt throughout the journey.”

4:25 – … “it’s also being comfortable taking that step… don’t analyze to death… if you make the small step and bite-size, it’s not so scary… just make forward motion.”

9:32 – “we have to approach the task with humility and flexibility… is that part of agility?” – “Yes…it’s about setting expectations… this is an experiment, not going to be perfect.”

14:19 – “Sometimes you don’t retreat, you pause… you say: what can I learn… if I hit a rock, I guess I need to be more like water and run around it.”

21:42 – online vs. in-store purchases as potential channel conflict are “an example of digital growth thru agility… perceived channel conflicts that can be flipped on their head.”

23:22 – about Adam Grant book Think Again: “yes walk into the room with strong opinions but be ready to walk out with a different opinion, because you came across new information.”

Innovating and growing a legacy company that has often played inside the conventions of an industry, is different from the proverbial outside disruptor crashing the party. John Toler, who worked his way up to CEO of Evergreen Enterprises, shares his thoughts on innovating inside the model.

5:39 – on personal growth “I’m part of development group YPO… they’re a good sounding board… I’ve done a lot of continuing education, a lot of reading… those outside reference points… what others are doing… inside or outside our space are very insightful.”

8:14 thru 10:47 – Key drivers of Evergreen’s growth story, from a couple of amazing immigrants sewing product in Virginia… to a multi-national corporation.”

11:26 thru 16:50 – why sharing data and collaborating with customers and competitors helps both the sharing company and the receiving industry.

16:50 thru 20:33 – Fairedotcom, how and why John shared his experience with this disruptor with GHTA (trade association) members and the industry, as other industry players felt they couldn’t address the elephant in the room, the disruptor.

20:34 thru 26:59 – on innovation – what it is, how to make it happen, what it takes to bring people along, to innovate inside the model.

29:20 – “… consumption of home furnishings is about 20% ecommerce now…(projected) to go to about 40% by 2025… how do we participate and adapt the model?”

You can learn about GHTA at www.giftandhome.org, and you can connect with John Toler on LinkedIn.

Joe Motz started with a pickup truck and a dream, then built a 140-person company that builds sports fields for NFL teams across the country. After getting a wakeup call at age 34 that his command and control, hard-charging style was close to killing him, he changed his approach to life, people, and management. In this episode Joe openly talks about unpacking, mindfulness, vulnerability, becoming a listener, allowing coaches (notably at Vistage) to show him new models, and selling his company through an ESOP to his employees.

“We pack for fears, we need to let go of the armor”

2:12 thru 10:54 – Joe takes us through his journey from being a farm boy to CEO.

12:19 thru 19:50 – Learn about how a doctor visit, and the Tugboat Institute helped him to think about new habits, unpacking…17:51 “mindfulness…getting rid of one thing and replacing it with another…(brought) significant results… same thing then occurred on the business side, I gotta change it to make it more meaningful.”

20:39 – “…for a hard-charging guy to say: ‘I don’t know it all’… it was a relief.”

23:21 – “Sometimes the simplest things are the hardest to achieve.”

24:23 – “We’re packing for fears, we need to let go of the armor.”

29:04 – “… in the corporate space, how much armor do I really need… things are at their best, the purest, they taste the best,… when you strip down to that minimal required, not a bit less… finding the sweet spot.”

You can reach Joe by emailing jmotz@themotzcorp.com.

Gary Hawkins grew up in the grocery store business in upstate NY (also on a farm, about 30 minutes from my parents’ organic venison farm) and became a trailblazer on retailing for global consumer products companies. He wrote a fascinating white paper on Retail 4.0 – and here he talks us through versions 1.0 thru 4.0, converging technologies, automation of business processes, transforming the lemonade stand into digital networks, and (after 25:34) how to prepare any business for growth through an exponential mindset, “guardrails for an uncertain path” and how certain expectations help us to embrace change.

27:53 – “You have to believe that something is at least possible before you can begin to effect any kind of change.”

You can reach out to Gary by emailing gary.hawkins@advancingretail.org.

Tom Klaff shares his story of growth and learning, allowing us to learn from lessons he picked up building and exiting several businesses, and now building a new rocket ship, a relevant brand on the kitchen counter.

4:01 – “…I was struck by the level of introspection… when did you start articulating your personal building blocks?” – “… it’s like a debrief after the mission, you want to look at things you did right, things you did wrong… after every one of my ventures.”

5:01 – “I paid a lot of dumb-tax… part of it due to experimentation, all of it is value-add. It definitely helps you grow.”

11:45 – “…waiting in line for 40 minutes for people to toast their bagels… how come we can put a man on the moon, but we can’t toast bread faster than 4 minutes?”

13:15 – “I look at large industries with little or no innovation, where I can look for technology and solve a problem.”

16:15 – “…think thru a business that’s disruptive and aspirational, like Keurig was, like Dyson was… that was the most important thing: finding people who had already paid the dumb-tax.”

18:26 – From first customer meeting with barely a prototype to in-store date within some three months “Williams-Sonoma was wonderful… they have a great brand and they put us on the map, you couldn’t have asked for a better launch partner.”

21:54 – Biggest surprise about B2C, selling to retailers and ecom: “I have a new appreciation for B2C companies selling durable goods: you've got to be great in every facet of business – sales, marketing, engineering, manufacturing, operations, logistics, finance. Everything has to be spot on... in software, you’re not dealing with all those moving parts.”

25:31 – About the next 12-24 months: “We’ve got big plans, huge vision. We see ourselves as a relevant brand on the kitchen counter… We’re a platform technology company around heat transfer… we have a big agenda.”

27:16 – About being an English Major: “The singular most important skill you can have in any career, especially in business, is the ability to communicate… communication is the lifeblood of a functioning business… there is a hand-in-glove fit with STEM and liberal arts.”

When a team goes from $0 at launch to $21M revenue rate in 2½ years, and a few months later (at time of this recording) exceeds a $40M run rate, the term hyper-growth is not hyperbole. Eleanor Lynch is part of the leadership team at Kiaro, a Canadian Cannabis omni-channel business that launched shortly after legalization in 2018: her thoughts on growth, people, strategy, branding, deconstruction and reset are invaluable for anyone grappling with creating or managing growth.

Richard Degnan is a creative dynamo, building and reinventing big national and global brands. He shares his insights on several companies accessing creative energy, remotely. He distinguishes between working remotely and WFH/working from home, in isolation.

3:45 – “I could be in any number of locations… I love all that stimulus.”

13:53 – “How do we keep the efficiencies we learned (during Covid 19)… and massage it and nuance it to be able to have in-person interactions… what are the moments where it’s important to be together?”

20:31 – on a “virtual team” (CEO and executives each working in different cities): “the benefit is the labor market is a 100-times bigger, almost infinite.”

23:06 – A virtual organization “forces me to enculturate… as an outsider… it forces me to be sharper, not entitled, I can’t just assume that everybody thinks the way I think. I have to also think like they think.”

24:24 – with national brands, “employees living in different places gives you a much more well-rounded perspective on what the customer is looking for” – it helps to avoid “tunnel vision.”

If you’re a student of collaboration, of different expertise coming together to learn each other’s language, this episode is for you. If you’re a student of the design process, and how different approaches lead to better outcomes, this episode is for you. Gary Pettitt, CEO Seasonal Living and Laura Muller, Owner of Four Point Design Build talk about the trust, chemistry, containers for chaos that were required to make the Provenance Collection come to life.

5:31 – “Just like a photo capturing a memory, that’s what this line does… we were both aligned with this message.”

6:28 – “… he stepped back, he was the perfect container for my chaos, he created a wonderful infrastructure and foundation… isn’t that the best kind of collaboration, where you have an established discipline… out of control and in complete command.”

11:06 – “Mutual respect and mutual understanding that one knows something the other does not is fundamental for any collaboration.”

14:05 – “Go into it with mindful confidence… also a level of flexibility… that's where I… become the student.”

15:49 – “…it’s worth remembering… there were three of us in this relationship, the third of course is the manufacturer.”

22:54 – “I’m fluid… Gary taught me… ‘to be direct’ and I learned the strength of concise communication”

24:44 – “… create a collection that not only touched on existing material palette… but also to be independent… that’s the difference… between a master designer and a product designer.”

25:45 – “You can’t have an ego… but you have to have confidence… and be flexible… it’s a constant evolutionary process where two people are working together in their superpowers.”

29:58 – “There must have been crazy moments where it wasn’t all unicorns and rainbows?” – “There were a few tears, and eye rolls… and a few glasses of wine, scotch. Like any good marriage.”

If you own a small to midsize business that you’re thinking about selling, Bill Goldberg shares a unique investment model. His firm, the W. Alexander Group makes minority investments in companies with $3M to $20M in revenues and helps them to grow to become more valuable.

4:31 – “I really enjoy smaller businesses… B2B service space… the ‘yellow zone’ business that just hadn’t reached their potential yet.”

6:26 – “up to 90% of companies never sell… 70% don’t have a next-step plan or transition (of ownership) plan… the reasons are two-fold.”

9:28 – “Sellable growth: helping to set a business up to operate without the current owner or management team.”

9:50 to 15:02 – The eight factors to determine salability.

16:00 – “Our model compared to traditional PE is much less onerous for the owner… you (the owner) don’t need to sell it right now… we give you breathing room and time… it’s an interim step to selling.”

23:25 – “A personal growth-related question: what are some personal routines that help you get your head into the game?”

Maulik Parekh talks about three mega trends in this episode, which he described in his best-selling book “Futureproof Your Career and Company”, and how they will change your company in the near future: 1) AI, 2) a workforce of digital natives, and 3) the gig economy.

3:20 – “when I first came to the Philippines in 2001, there were only some 10,000 people working in the call center industry… today there are 1.3 million people working in call centers.”

4:12 – Maulik’s story about rising to CEO, after growing TeleTech from 6000 to 22000 people in three years, while trekking the Himalayas.

7:04 – about three “distinct and alarming trends: 1) AI infiltrating our jobs and processes… 2) digital natives storming the workplace…98% millennials and Gen Z… 3) the gig economy was changing how the work was done, by whom, and when.”

9:11 – about speed of AI coming at us: “by 2030, up to 375 million jobs around the world are at risk because of automation, AI.”

10:53 – “Google Health announced their AI algorithm did a better job reading mammograms than the trained professionals… because there is a lot historical data and…”

13:39 – “one of the things to do to futureproof yourself as a human being is be a human… we have to optimize the skills and talents that are inherently human… : creativity… look at things holistically… work with heart… and empathy.”

17:05 - … about digital natives: …1) they expect state of the art technology… 2) purpose-driven, passionate about making a difference… 3) they’re entrepreneurial.”

20:58 – on encouraging an entrepreneurial spirit even in larger companies: 1) it’s OK to make a mistake… fail fast… 2) ask simple questions about making customers’ life easier, employee experience better, change biz model to stay relevant…

24:11 – Definition of Innovation: “Innovation is executing new ideas to create value.” It doesn’t have to include technology.

26:39 – about inspiring people to learn for the world of tomorrow: “you have to have a heart-to-heart conversation with them about where the world is heading… so they will realize on their own ‘I better start developing new skills and new talents’.”

The internet has changed the sales process, from the seller being contacted 20-30% into the buying process, to now much closer to the end of the process. The internet changed the dynamic and continues to shift it. Zach Murphy talks about how that changed people’s and companies’ behaviors, as buyers and as sellers.

2:08 – “The internet has democratized information.”

3:07 – “creating content on the internet, (today) it’s less production, more authenticity, compared to 30 years ago… “ – “pre-internet it was a one-way conversation, the brands controlled the full conversation.”

4:29 – “People often over-complicate their sales and marketing process. At the end of the day, you’re trying to help your buyer make the best decision for themselves.”

8:07 – “Single activities don’t drive revenues, process does. Sales is a process.”

10:19 – How has buying behavior changed? “The internet has given people more access to more opinions… 1980 vs. now… more touchpoints… it’s all about building trust.”

13:15 – “Brands have lost their arbitrary authority… they not the only ones at the megaphone… consumers have smaller megaphones, via reviews, etc.”

15:05 – On the selling process and sell-free phenomenon “pre-internet, 20-30% into the buying process, the buyer would contact the sales rep (seller)… now (there is online research) buyers are 70-80% into the decision-making process before they ever contact a sales rep.”

19:58 – “The best way to sell is to take a problem-centric approach, not a product-centric approach… be an educator, not a seller.”

21:27 – “It’s online first, face-to-face second.”

Asha Chaudhary, president of Jaipur Living (a socially conscious luxury brand of rugs and textiles), shares the fascinating story of a door-step entrepreneur model of 48,000 artisans in almost 600 villages in India, creating a beautiful product and a seamless customer experience for 1000’s of designers and retailers in the USA.

5:37 – “It’s all about you being courageous, pushing the envelope, the boundaries – a lot of that comes from my dad… he was always a rebel… I saw him shattering so many societal norms.”

7:01 – “it became a natural way of life for me too, to always be a little out of my comfort zone.”

9:12 – “We take everything to the doorstep of the (48,000) artisans… we have a network of almost 600 villages, 25 satellite offices… we own everything but the sheep… we are totally vertical.”

10:50 – “… it’s a very fragmented supply chain but it has a really powerful impact: it keeps artisans in the villages, it keeps families together, it reduces migration and overcrowding in cities, it keeps women safe.”

16:11 – “… the same philosophy your dad applied in India (supply chain) to meet artisans where they are … you used in the USA (market) to meet the designer where they are” – “… it’s truly omni-channel… we try to see the full picture in the entire customer journey.”

18:19 – “… business is all about human connection. Once you connect with heart, everything becomes simpler.”

20:31 – “Our goal has always been ‘how do we bring dignity? How do we make artisans feel proud of the work they do?’ “

21:15 – “We can do that: we’ve done a lot of work around building transparency in the supply chain. Our next step is to educate the consumer and our designers (B2B) partners how their choices make a big impact. I think our future demands it.”

24:13 – “Growth begins at the end of your comfort zone – would you say that is your superpower?” – “Yes… being a little uncomfortable is my state of being.”

27:01 – “…we identify women in villages that show potential for leadership… they go through training… then they become the support for other women in the community and they lift them and raise them.”

This episode is for C-level executives looking for a new angle on job search – Dave Marx provides a unique approach, combining his work as headhunter/recruiter with M&A support, providing job seekers an edge in resume writing, contact strategies with PE companies, and how to market yourself.

2:45 – getting a new job by finding a company for sale: “how about looking at some of the companies that are for sale that (your former employer) passed on and see if you’d like to run one of those companies.”

8:51 – “It positions the candidate in a different light, when you say that you’re interested in running a business as a W2 employee – or as an owner.”

12:12 to 22:34 – job search advice, resume writing, positioning do’s and don’ts, the hidden job market, timing and cadence.

19:41 – “It’s not a one and done thing, you need to reach out every two to three months… timing is critical.”

21:08 – “Be very specific to that company” – the best way to get attention: “Deal Flow. Make them aware of a business that’s for sale, that you’re more than qualified to run… that’s what gets their attention.”

22:48 – “A wonderful approach: combining headhunter/recruiting with M&A support.”

Let’s face it, sometimes pets are smarter than people. Shawna Schuh is an executive coach, TED Speaker, and self-ascribed pet wrangler. With her refreshingly open demeanor, Shawna shares important lessons she learned from her dog, her horse, and her – yes – goat.

3:21 – “This is your gift as a leader… every challenge holds with it seeds of growth.”

5:15 – “She gave me good advice: no matter what… only talk to her when she does something right… there is always somethingredeeming.”

6:17 – “we live in a ‘don’t want’ world… we’re not focused on what we do want.”

13:11 – “It’s only humans that hold grudges… animals don’t do that, they move on… if we could let go… instead of biting back… and change the perspective and ask ‘are you okay?’ “

15:51 – “of all the people that have given me trouble in my life, I had the most trouble with myself.”

17:52 – “The best leaders are ones that help others discover or uncover things for themselves.”

Building a culture without being a cult is both important and difficult. Lance Hart, President of DEMDACO shares his real-world experience in leading a very successful, mid-sized design and distribution company.

3:45 – culture “is the customs and norms for our organization… and our mission and purpose, those phrases are the filter for everything we do.”

4:37 – “there are three things we do: we try to listen… we try to compromise… and to communicate back and forth.”

11:21 – “building trust is the first step to getting to results.”

13:11 – “it’s a balancing act between the greater good, harmony of the team, but still allowing healthy tension… having a cultural fit but also a place where it doesn’t turn into the Stepford Wives.”

23:11 – There should be “healthy conflict between departments, at all levels of the organization… so how do you get inter-departmental communication? There is a lot of ‘I’m fearful to tell someone I disagree with them’.”

24:30 – “It starts with trust… I can call them out, then we get to healthy conflict, then commitment, then results.”

Making a living selling to retailers, during Covid, while adjusting to a recent divorce, is not for the faint of heart. Natasha Silver, founder of Community Service Showroom, a fashion business in LA talks openly about the business and personal angles of growing in adversity.

3:05 – “Covid was… an opportunity to say ‘you know what I don’t want to do it like that anymore… and people are listening and giving room for it’.”

3:48 – “also, we’re raw… and vulnerable… and allowing things to shift and adjust.”

8:00 - … “I discovered this amazing word that became my mantra… celebration… it means you’re always choosing the moment and you’re not a victim. So in fashion, people want to get back to experience, to be in celebration, they’re comparing this time to the Roaring ‘20’s… Retail is the same thing, it’s about falling in love with the moment.”

10:40 - … “we’re just at the beginning, DTC has been so strong… but what if there is a third thing? What if there are garden parties? … Fleamarkets?”

12:10 – talking about DTC brand Outer (www.liveouter.com, Ep #37 of this podcast) and a third way “they have neighborhood showrooms… part business model, part sociological experiment.”

18:40 – on personal reinvention and divorce “…but what is the conversation about later? … we’re afraid of being old.”

20:55 – “What if life just begins again, but in a different way?”

22:53 – “This is the thing about life: you can go up to the river of life and gently dip your toe and slowly ease into it, but the truth is, the current is going to take you… so just jump in.”

27:35 – “ the definition of success is not that you’re always winning, but sometimes you’re out of the game for a second… and you re-strategize and you get back into the game. It’s the art of getting back in… and… not giving up. I’ve been up, and I’ve been down, and I can do it now.”

Calm and rational conversations about racism, and its impact ethically and economically, are hard to come by. I learned a lot from Dora Anim, COO of the Greater Cincinnati Foundation, who moved to Ohio from Ghana and France and brings an important voice to the conversation.

2:07 – on Dora’s early journey “I went to college at 16 years old... excited to come to the USA, wanted to learn English… Master’s Degree at 22... my entire life I had to do that… build credibility.”

7:55 – “Groundwater is a theory around the idea that if you’re walking around the lake on a beautiful day and you see a dead fish, you’ll think ‘probably something wrong with the fish’… if you see ten or a hundred dead fish you start to wonder if something is wrong with the water… and if you see 1000’s of dead fish… maybe you have a groundwater issue… it’s an analogy we use… fish solution vs. system solution.”

10:00 – “we started to create a shared language… groundwater, fish, or lake”

11:16 – “if you’re not addressing the system… you’ll keep having the same outcomes. So I like to think about organizational culture and mindset as maybe the lake or groundwater.”

14:48 – “make sure this story of prosperity is true for everyone, that ties to my TED Talk ‘Modern Day Tale of Two Cities’, that we are a city of the best, and the worst. We have the most generous individuals, we’re Top 10 in the country in philanthropy… world-renowned restaurants, etc.…. but a huge portion of our population has the worst outcomes… poverty, health outcomes, etc.”

17:26 – “that’s where the race piece comes in… our community would have an almost $10B GDP greater than what it is now, if we closed the racial gap…. We need to stand for something… not because it’s the right thing to do, certainly it is, but also because it’s an economic, moral imperative.”

20:22 – in our polarized and charged atmosphere, how do you stay calm and productive? “It requires the recognition you need to have different mindsets… because the heart and the emotion of this is so intense.”

23:34 – about a podcast series “Seeing White” on the Racial Equity Institute website, an African American asks a White American “how attached are you to the idea of being white?” – I recommend listening to this episode: https://play.prx.org/e?uf=http:%2F%2Ffeeds.sceneonradio.org%2FSceneOnRadio≥=fdaf9bf62365a0bd348eef8ca7cda5a9. The other podcast I recommend listening to is titled “Crazy we built a nation”: https://play.prx.org/e?uf=http:%2F%2Ffeeds.sceneonradio.org%2FSceneOnRadio≥=120fbbba48d9f7b58964af5b7bdd9c5f

As CEO, are you ready to start or improve your board? Prepared to sell your company and maximize value? Mark Greenberg, Co-owner of Silverstone Capital Advisors in Cincinnati since 2009, a senior executive with over 30 years of operating and transaction expertise, offers valuable advice.

7:17 – “if a company has a strong board – advisory or fiduciary – and they’re paying attention it’s usually a good sign, that there is a desire to have some checks and balance, to listen to outside advice.”

7:39 – “when a CEO gets in over his or her head… that can happen, companies grow quickly, requirements change, different levels of challenge… in boards like that my role (as a board member) is to help that entrepreneurial CEO hopefully to learn to succeed.”

10:07 – “it’s rare if the board is a good strong board that the CEO is not listening, because the CEO typically asked to bring a board on.”

10:20 – on timing to build a board: “it’s always high time, now is always the right time to do that… having the right group (of board members) is always going to help somebody who is running the business.”

15:04 – “as an advisor it pays to be very frank… because if you’re just looking for a retainer fee, it’s going to blow up on you.”

19:19 – on company valuations “the market has been steady but high… what drives valuations is credit, and right now credit is inexpensive… debt drives equity, demand drives it… there is a lot of private equity and corporate cash available to drive deals.”

26:11 – “big area where a lot of value is lost and growth opportunity is lost is in customer concentration, vendor concentration is a big problem too, particularly for certain kinds of manufacturers and certainly for distribution companies… it’s about being in control of your economic destiny.”

28:12 – to chat with Mark about specific advice, reach him “at mark@silverstoneadv.com... it’s important to get really good advisors... who are objective and who are advocates not just for you but what can be done and is realistic.”

Because there is no growth without change, Tony Martignetti (Chief Inspiration Officer and host of the Virtual Campfire Podcast) and I talk about different ways to face change.

3:10 – “when you start listening to what’s your soul’s purpose, that’s something that you have to get really quiet to hear… and when you listen, it points you in directions that are really powerful.”

5:02 – “it’s time I need to stop collecting a paycheck and take up space, I need to do something with life… and I decided to get up and walk out.”

8:34 – “the unknowns left me with so many fears… but that’s where the growth is. Uncertainty is a powerful motivator.”

10:04 – “A lot of people hold back the things that are inside them, they are filtering themselves from completing their mission.”

10:39 – “…your story that you use to uncover your past is what moves you forward… when you reflect on these moments, these flashpoints, these points in your story that ignited your gifts into the world, that becomes a foundation of what moves you forward.”

15:57 – “There is more possibility… and when you do that you see “I can make possibilities happen’, that I’ve been filtering myself, putting myself into a box.”

23:14 – “Authenticity happens when you act out your intentions in full… when you come from that place of intentionality it’s so much more powerful.”

25:40 – “…being able to put out what you’re meant to be doing, in your own way, unfiltered…that’s what many people are afraid to be.”

You can reach Tony via email: tony@inspiredpurposecoach.com.

William Kyle moved his company from San Francisco, CA to Lexington, KY, and now runs it from Lisbon, Portugal. Along with a tour operator business in Italy. Curious about how to manage remote work teams, how distance can foster growth? Ask William, CEO of hydra Brands and Resonate Tours.

1:10-1:45 – sound of handbells…

6:45 – “It (COVID and hiring a new COO) allowed me… to see the possibilities of expanding… living away from the office, away from the manufacturing, away from the day-to-day, that we could do a lot of things remotely that we didn't think we could do before, because the technology wasn’t there, or we didn’t make the leap.”

7:26 – … the best part of working off-site “it has made it obvious that there are people doing work autonomously, that I might have micro-managed before… and how they’re doing work and we have a project-based system and we’re using technology and people have stepped up, out of my (CEO’s) shadow.”

10:20 – “Before I was feeling like I had to make all the decisions, and this made it so I could delegate more effectively, being farther away, I had to delegate.”

11:42 – “From a personal standpoint this has been fantastic, growing as an entrepreneur and owner and understanding what my strengths are.”

22:45 – Advice for other CEO’s leaning into remote work: “Understanding how to make best use of technology is absolutely critical… and you have to stand your ground… take those moments and opportunities and reinvent if you need to.”

25:37 – “… and now our sales manager is in Montana, I don’t know if we would have hired a remote sales manager… now we have a team that can operate differently than before, so in some ways we reinvented how we do business.”

27:35 – “All of that seems to have been catalysts for making distance help the growth of your business… I have not let place ever get in the way of what I want to be doing.”

I learned, in real time during this episode, from Joe Boyd – CEO of Rebel Pilgrim and CEO of Leadercast – how growth can come from being in the moment, being present. Joe talks about the impact of improv on business growth (14:13, below), team growth (16:03, below), and personal growth (see 7:16, below).

1:21 – “…’yes, and’ – which is our mantra – it has to be both, you are prepared, but also prepared to change, to accept what comes in front of us.”

2:09 – “The first thing they teach us is to say ‘yes, and’ and to prepare yourself, but don’t prepare the scene.”

5:54 – “It forces you in the moment, it’s so much about listening and observing and reacting and all of life is like that but we forget… the absolute worst thing that could happen is that you’re awful and not funny…and it’s fine.”

7:16 – “When you’re focused on being present, you find yourself and you accept yourself as you are.”

14:13 – on his company’s 9-year anniversary “we adapted like crazy in the first four or five years, even to find out what kind of company we were… not like most start-ups with a really clear vision of who we were.”

16:03 – “As a company it’s been okay for us to go on a journey to find out who we really are, almost like a person. How we growth together is being willing to let go, people letting go of the right things is super important.”

22:00 – “It’s those failures and misses and miscalculations that ultimately a lot of the good stuff in life comes out of.”

22:50 – “It’s about using failures as building blocks and not as concrete barriers.”

James Rosseau’s story started in North Philadelphia “where there is tremendous overlap and correlation between failures in school and increased prison population”, working in a neighborhood hardware store at 14 evolved into a very successful corporate career and publishing a book, to now a “head and heart mission” building a community to help others.

4:07 - … “I started to find success and people said ‘you’re special’…but wait a minute, special is not scalable… unique is scalable, we all have unique gifts and talents…”

4:43 – “…so how do we level the playing field coming from an area like North Philadelphia where there is tremendous overlap and correlation between failures in school and increased prison population.”

8:04 – “you talk about the superhero concept… what do you mean?” Listen to James’ story, how he uses the concept (of discovering their superpower) to engage young people.

9:42 – “it’s a four-step process – you have to find your superpower, you have to understand its purpose, then hone it, then chase it.”

12:39 – “tell me about your book, what did you love the most about the process of writing that book?”

15:25 – … “she pushed me to understand that people need to see the whole you… my favorite part (of writing the book) would be that it made me be more transparent and get more comfortable with parts of my story that I would conceal.”

21:59 – talking about a tribe, building community: “What is the secret sauce? Mutuality. Giving without the expectation of receiving.”

24:34 – “Authenticity is reached when you act out your intentions in full.”

You can learn more about James Rosseau Sr. or reach him on his website TheCorelinkSolution.com.

James Biro is both an engineer and a passionate leader of people. When he talks about sparking teams, vulnerability, pushing the boundaries of diversity, and what growth means to him, it’s not a theoretical conversation, but one filled with real life corporate team examples that have informed his views.

4:47 - … “The thing that makes me tick is the ability to bring a group of people together… and get them to do something they didn’t think they could.”

6:08 – “the meaningful part is being able to bring that excitement to do things and thrive… in an environment that is not the most exciting… that is truly fulfilling.”

7:42 – one of the first things I realized was the power of vulnerability… I will connect with you… you create a safe environment.”

13:20 – about front-end innovation “the diversity of characters and trains of thought is way wider (vs. manufacturing plant operations)... you learn to bring that spark… the whole game is in translation.. a little bit like the United Nations.”

18:01 – on cultural fit vs. contribution “the interesting challenge is how far can you stretch that diversity without breaking the chemistry… because the richer the diversity the more powerful the team.”

22:20 – “Growth there (plant vs. law firm) means a completely different thing, and it means…”

25:57 – we talk about Paul Heagen’s book These Three Things (ep #17) about Pride, Safety and Love as ways to bring exhilaration and spark to any kind of team.

The USA today has some 700,000 job openings not being filled due to lack of skilled candidates. Some 5 million jobs over the next decade are projected to be open (due to retirements) but not filled (due to skills gap). Stephen Tucker talks about his workforce training program, designed to reduce the skills gap, especially within advanced manufacturing, like welding, robotics, electrician, etc. Ray Attiiyah, author of “The Fearless Frontline” introduced me to Stephen, and I’m glad he did because I learned a ton. As Stephen says, businesses must take ownership “of their talent pipeline the way they do their supply chain.”

4:20 – “It’s an economic development challenge because businesses can’t continue to grow unless they have qualified human capital. The skills gap is very serious.”

5:42 – “Young people are not aware, or not interested, or don’t have the technical capabilities to fill these open employment opportunities despite these sectors having average salaries of $50,000 to $70,000/year”

8:08 – on how the state and private sectors work together to solve the problem “industry and sector partnerships… work on three objectives: 1) align education and industry… 2) raise awareness among young people… 3) develop and create career pathways.”

10:38 – It’s about “having industry take more ownership of their talent pipeline the way they do their supply chain.”

He talks about overcoming logistical challenges like transportation, emergency funds, completion rates (double those of community colleges!), and how we lost focus on the opportunities of skilled trades.

22:54 – on success stories… “he graduated high school in 2015, went to college…flunked out… worked for $12/hour… enrolled in our training program, graduated in 2019… we placed him as maintenance technician making $52,000/year… when he got the call that he was hired, he and his mother broke down in tears because they knew this opportunity would change his life.”

You can reach Stephen at stucker@northlandwtc.org

HelloWoofy is a social media marketing platform Arjun Rai founded in his 20’s, from his NYC apartment, serving over 9000 customers now. Some of them became investors, over 2000 micro investors in all. I was curious about both what they do, and how he fueled his entrepreneurial growth story.

If you love the less than obvious answers about growth, you’ll enjoy learning from Arjun.

3:03 – “Our mission is to build the biggest company on the planet helping the smallest… by providing smart marketing for underdogs.” And so he starts explaining what they do – content scheduling, creating content marketing, a smart speaker scheduler for Alexa.

9:41 – “Equity crowdfunding allows you and me to raise capital from the public… anyone can invest in HelloWoofy for as low as $100…. It’s a very spiritual way of running a business which I encourage every founder to look into… we have a little under 2500 investors… it’s a very different way of running a company.”

12:02 – on Arjun’s entrepreneurial story… a painful failure was “giving too much of the company equity, I didn’t realize how that makes the company radioactive for future investors.”

13:12 – “I learned a lot from failure (in prior start-ups), how not to hire a team, how to stagger product introductions, how to launch an MVP (minimum viable product).”

15:55 – …on being an entrepreneur and the notion of “lone ranger” vs. “asking people for feedback and help” – “Books and successful people influenced me… you have to be open-minded to see the lesson and opportunities… on the shoulder of giants.”

17:12 – … “growth mindset is when you continuously push the envelope… (20:35) spend 10-15% of your time on special projects, and the rest on what is driving revenues.”

Sachin Shivaram is a delightful conversation partner and listener, whether he talks about Atlas Shrugged (the novel that inspired his “curiosity and passion for working in something tangible, that was the hook about steel” that ultimately paved the road to become CEO of Wisconsin Aluminum Foundry), or balancing an outsider and insider perspective, listening, vulnerability, also talent retention, company culture, scenario planning, performance monitoring, and union relations.

Favorite quotes from this episode:

12:39 – on leadership… “what I aspire to is transparent, honest, vulnerable, also humor… I go for that sometimes… it doesn’t always land… “

14:10 – “…our internal company FaceBook page, it’s a fantastic multi-way conversation with all the employees…they put me on the defensive sometimes… when I engaged and accepted I had done something wrong… it fostered that transparent communication that I want.”

21:40 – “Embracing a gap gives you more influence than white-washing over it.”

28:30 – “You have to have different options and then be maniacal about monitoring your data.”

31:10 – “Finding what you love and pursuing that relentlessly, that is the holy grail.”

I asked Charles Leichtweis, who wrote a wonderful book The Power of Respect in Business, to share his thoughts on respect – what it is and isn’t, how to listen longer, why respect influences relationships and results, what he learned writing a book.

7:01 – “if you ‘listen longer’ you may find by the end it will be different than you assumed in the beginning…it’s a very powerful way to connect with people, to be present and available.”

7:35 – “…if you’re right now, you’ll be right later.”

17:12 – “…I screamed out loud… he stopped…I started yelling… he asked me ‘do you respect me?’… I was taken aback and said yes… (with that question he) diffused the situation.”

21:32 – “The goal is results… the relationship between respect and results is not a 50/50 but 100/100 relationship…”

22:02 – “You can’t lead people or direct them on results unless you have the relationship with them to do that.”

25:38 – “Tell it as a story.”

Is it better to hire a product designer or work with outside talent? Better to be a hired gun designer or hang out your own shingle? Amy Finley, co-founder of Finton Design shares her insights on all things design – how to start a project, what parts of the process can benefit from outside perspective, on working remotely, you name it, we talk about it.

2:20 – “(design) it’s a passion for creating things.”

4:40 – “We start with our client and the consumer needs… we research, do mood boards, insert that filter of what’s current and relevant… at the same time we balance that with the manufacturing side – can it be made?”

10:26 – “…and then there is people and processes… an advantage (of outsourced design) is that we can eliminate that noise that sometimes built up in a company over time… we can laser focus on the product and use our outside perspective.”

16:04 – “Dolly Parton said: ‘if you don’t like the road you’re walking, start paving another’… being an entrepreneur, having your own business has to be a passion, because it’s not for the faint of heart.”

18:44 – “What advice would you give a designer employee looking into going into business for themselves?” – “Do it. Take the leap… be uncomfortable. You can’t be afraid to succeed.”

20:12 – “Corporate America is not really big on admitting to failure…but as an entrepreneur we have to embrace failures and learn from them and use them as steppingstones.”

21:25 – “Relationships and ethics are first and foremost… that’s something you have to establish and foster regularly.”

Speaking of relationships, you can reach Amy at info@fintondesign.com. She welcomes your questions.

Peter Friedmann is a thought leader on product-, brand-, and marketing challenges. His experience, coming from many years at Hallmark and DEMDACO shines a strong light in our conversation about branding, strategic planning, and how to remain open for new information after having built a robust strategy. I commend his organization’s commitment to sharing information with industry peers/competitors – “a rising tide lifts all boats.”

1:59 – “not all (consumer product) companies are wired for consumer branding… it depends on the culture of the organization.”

8:20 – “2020 in hindsight would tell you that mitigating risk from one channel is something everyone has to do…if you were all-in on wholesale, you were hammered. If you had a direct-to-consumer strategy you survived just fine.”

8:58 – “…it needs to start with the consumer. Who the heck are we talking to?”

13:38 – “What does it look like to be a brand for the consumer? We started mapping out a product strategy – to do more cross-selling – then an aesthetic-, editorial-, pricing-, packaging-, merchandising strategy… if you want to be a brand, everything needs to look like it comes from the same DNA.”

14:40 – “Defining what you’re not going to do is as important as what you do.”

28:24 – “…if you can’t say what you need to say in the room… if you have broccoli in your teeth you want somebody to tell you… to get your vision to move forward, you have to be radically canderous.” (Hint: Peter highly recommends Kim Scott’s book “Radical Candor”)

Two partners share two different growth stories – David Tramontana grew a company from 2 to almost 2000 employees (about $50M in revenues) through both organic growth and acquisition, and now he and Jim Collins lead a professional services business whose entire franchise is growing 30% per year.

We start with David’s home care acquisition-focused growth model. For background, about $24M of his company’s $50M revenue (prior to his exit) came from 14 acquired businesses (with median size acquisition revenues of $800K – ranging from $200K to $8M in revenues).

5:00 – what caused 2 of 14 acquisitions to fail? “Not controlling the timeline… employees were leaving… not controlling timeline and messaging… (7:09) technology and timeline.”

7:24 – “it’s not mergers & acquisitions but acquired & acquiree... (8:15) we always communicated to the seller this isn’t a merger, it’s an acquisition.”

Jim and David both talk about the growth story of the fractional CFO service they now lead.

12:39 – asked why he joined a franchise, Jim said “the primary reason was adding structure to the service offer…the franchisor providing back office/admin… structured marketing… and being able to focus my attention.”

20:04 – about the ideal company for utilizing a fractional CFO service is “$5M to $15M of revenues… likely more interaction with their bank, other advisors, and the owner and management team lack the expertise and time, where a fractional professional can help.”

27:05 – “you like the concept of ‘entrepreneurs helping entrepreneurs’… growing a service business, what’s both simple and hard is finding that quick way to differentiate yourself, to define your hedgehog concept, isn’t that what drives the growth of a service business?”

Here we dig into two ways to create value: growing top line (largely by overcoming supply chain challenges), and as a skin-in-the-game growth partner. David Velie is knowledgeable in both – as co-founder of Amend Consulting and as CEO of Amend Ventures.

In the first half the episode, David talks about how Amend helped a manufacturer grow revenues by 60% during Covid and prepare for 30% annual revenue growth going forward by addressing org. chart, supply-chain and labor challenges.

3:52 - … “the primary challenge to grow a business sits inside the org. chart… (4:55) it has to grow its capability at a faster pace than what you’re trying to grow the revenue line.”

8:30 – on expanding a stretched Supply Chain: “we found every possible trade association whom we could join or get their member list…we’d do Google searches…or ask network connections of other suppliers… (9:28) we treated the supply chain like going and finding new customers, knocking on doors, cold-calling, asking for referrals.”

In the second half of the episode, David talks about a skin-in-the-game approach to consulting, trading billable hours for equity.

18:39 – “most service providers find as they become successful, they want to switch from fixed fee to something more scalable, where they’re not trading hours for dollars… our AV model is part of that.”

19:49 – “there is a fixed fee component… we’ll put a portion of that aside and attach it to an outcome (EBITDA, growth, etc.). It’s important to be flexible in those areas because all businesses are a bit different.”

21:20 – on ideal clients: “$2M to $5M EBITDA manufacturing businesses… a business with substance, a strong org. chart in at least a few areas, and scalable.”

23:14 – on ideal owners/executives: “when you’re dealing with sweat equity, skin-in-the-game, who you partner with is absolutely critical… (25:00) skin-in-the-game is somebody who is going to lose sleep if things aren’t going right.”

It takes well-conceived marketing content to be well received, leading to happy customers and revenue growth – Neil MacKenzie is a marketing veteran who shares his thoughts around branding as the starting point, touch points for multiple content audiences in the value chain, and programs that help intermediary customers (retailers) reach the end consumer.

3:45 – “We (a B2B manufacturer selling to retailers/designers) try to treat everyone like they are the (B2C) end user… and work your way back from the end user’s experience.”

4:30 – “…then we’ll have certain calls to action based on who we’re talking to…but if you see it through the B2C lens it simplifies the approach.”

5:57 – “We look for ways to give them (B2B customer the retailer) tools they can then do on their own… give them a platform as a partner they can then execute to their local (B2C) audience.”

16:05 – “…the hard part has been executing that strategy across the different touchpoints… and maintain consistency.”

18:45 – “none of the tools and touchpoints will be as effective if you don’t have one nucleus or starting point for the brand.”

19:41 – “How do you create the alignment without turning it into a cult” – “It starts with listening.”

Towards the end of this episode Neil explains programs Universal uses to help retailers, for example with social media (Promoboxx) and interactive touchscreen technology (wondersign). You can reach out to Neil one-on-one to get more information by emailing NMacKenzie@universalfurniture.com

Majda Rensberger – wholesale consumer product sales and marketing executive at national sales agency OneCoast for over 15 years – talks about the challenges of “meeting the customer where they are”, the customer journey, loyalty, retention, and the mindset that are required to embrace omni-channel selling as a way to optimize and maximize sales.

Near the end, Majda shares her personal “change management” experience, growing up in Bosnia and being welcomed to the USA as a war refugee, and how that experience shaped her perspective.

3:42 – “…omni-channel is the ultimate customer-centric model… so the customer has a cohesive experience.”

6:31 – “…talk about customer journey… how do we transition from a multi-channel to an omni-channel business... we have to understand the customer journey… it’s not a one touchpoint journey.”

9:45 – “The biggest challenge is mindset.”

19:30 – listen here to Majda sharing her story growing up in war-torn Bosnia and being welcomed to the USA.

24:33 – “I’m open to brainstorming and having a chat about how to embrace the omni-channel model” – you can reach her via email: Majda.Rensberger@onecoast.com

What is Outer? How do you go from Rhode Island Design School to specialty retail to mass retail to co-founding a Series-A funded Direct-to-Consumer Brand? How is a Neighborhood Showroom a radically different new retail model?

Terry Lin takes us through his career, how he and Jiake met, started, and now run Outer. Along the way he shares with us how and why their retail model works.

13:29 – “The neighborhood showroom was equal parts innovation and necessity.”

14:35 – “There were three things happening… we wanted to incorporate: the sharing economy… UGC (user generated content), ratings, and social proof… and social media as the starting point in food, fashion, and furnishings.”

20:05 – “we’re finding that while the neighborhood showroom concept is a retail model… it’s also a sociological experiment.”

29:53 – “The times that were the most painful in my career were the times when I sucked at something… and that suck part made me work harder…”

35:50 – “…I find a lot of joy these days in giving back. Anything I can do to help anyone, feel free to reach out to Terry@outerlive.com”

What is Industry 4.0 and why can it be a game changer? Fabian Schmahl has been around the block in manufacturing, in various industries, and he shares his insights on 4.0 – a concept at the intersection of manufacturing and technology, that effects business processes, talent attraction, efficiency metrics, employee engagement, market flexibility, capital allocation, and much more. Here’s a quick video highlighting 4.0, and an extensive, well written White Paper published by the World Economic Forum. In this podcast, Fabian shares his first-hand experience with Industry 4.0 and how embracing a collaborative approach provides solutions to increase productivity and production for a data-driven world.

8:28 – talking about the effect of 4.0 on Fabian’s plant in Ohio “it has affected us in an incredibly positive way, pretty much everywhere.”

9:02 – “our overall mantra is ‘one source, one truth’”

9:58 – “an environment where employees have an opportunity to develop themselves… it helps to attract talent.”

16:18 – talking about lack of manufacturing talent… “it’s important that we make manufacturing more attractive” (check this video to see their first cobots in action - collaborative robots used in their manufacturing facility).

When I’m in the market for thoughtful, intentional and sound advice, over the years I have turned to David Deutsch, a NYC investment banker, board member, investor, and founder of David N. Deutsch & Company. In this episode, David shares freely and openly how he approaches business, clients, relationships, and personal priorities. A few quotes provide a good appetizer:

3:53 – “Finance is merely the fuel. The business is the engine.”

4:31 – about re-engineering your business around mobility “we’ve been doing it long before the pandemic… a migration to what we are right now… 5:38 – we’re mobile, we choose to be that kind of flexible, and use technology to our and our clients’ benefit”

10:39 – “we were never hired because we had more leather chairs… or a better view over Central Park”

18:55 – “we plan and we budget… but beyond positioning there is evolving and adapting and surviving… it ebbs and flows… recessions and pandemics… and you need to adapt”

20:14 – “sales in our work is like being a surgeon… you’re a known heart surgeon and people don’t need you every day but when the need arises, hopefully you get the call”

24:52 – “things that can be routinized and codified, should be… and then the art is the art”

27:40 – “before we do a 17-page spreadsheet – what does your gut tell you?”

Furnitureland South is a 52-year-young company, one location the size of a dozen or so Home Depot stores (1,300,000 square feet!) that became the world’s largest of its kind with a few powerful guideposts – namely selection, quality, price and service. And relationships. Jeff Harris is one of the owners and the CEO, talking about what fueled their growth and how he envisions to keep growing.

5:32 – “in 1990 we were a $12M operation and over the next decade we grew to nearly $180M in volume”

10:33 – “we do about 30% of our business with consumers in our state of North Carolina… and the rest is consumers all over the country (63% of revenue) and 7% international customers… we have over 150 design consultants…”

20:17 – “we use our website to give people information, inspiration… (before they come in) and then we try to connect with them…the online chat has become the new shiny toy.”

22:09 – “some companies inside the home furnishings industry… rebel companies like Pottery Barn or RH or ABC Carpet… do a great job with aspirational merchandising but as an industry we’re not that crisp… how can we create confidence in the consumer in their taste?”

29:02 – talking about longer term future “we’re looking at opening smaller showroom presence in some major markets”

Before founding a software company, Brett Goldberg was an importer and distributor of a very successful line of skincare products. Brett loves to build things that people use, and to dialog with them. Here our conversation ranges from key recommendations for vendors in today’s marketplace, to the importance of relationships, and the need to balance repetition and creativity.

After a minute of Brett welcoming listeners in Kurdish, Spanish, and French, he shares keen insights, for example:

4:27 – “to stay grounded, a small company needs to always be a mammal… to scamper between the dinosaurs and not get crushed.”

11:02 “as an entrepreneur you have to discipline yourself to allocate resources to new ideas. If you’re not first to market you only have yourself to blame.”

13:02 – “you need that discipline to not reinvent yourself every day, but you also need… to continue inventing…manage the dialectic between repetition and creativity.”

18:11 – “also vendors need to start making an investment in online marketing so a certain % of sales are B2C.”

Darin Vilano grew up around small businesses and knows how to help them. After an early career with big corporations, he returned to his roots to create order from chaos, to help reinvent, to adjust pricing, customer acquisition and retention, and whatever else it takes to help.

8:38 “…a lot of these things are simple blocking and tackling…but when you string together three, four, or seven things it becomes really powerful.”

11:03 “you have to have a lot of humility.”

12:20 “I always have to be willing to learn… to point the finger at myself.”

16:42 “the cause of most unhappiness is mis-aligned expectations.”

23:04 “the more pricing detail I lay out… and show what they’re getting in the proposal, the more likely they’re going to work with me.”

29:42 “Everybody is fighting a battle that you know nothing about.”

In this episode my guest Lynn Provenzano shares how she leans into and thrived in 4 distinctly different work environments in her career. Lynn shares what helped her to embrace the learning curve: flexibility to get out of our own way, focus on the “other”, listen to learn.

7:00 – “what helped me is being able to tap into the needs of those around me (customers or co-workers or community members)… then get out of your own world… (to) be successful.”

7:31 – “we are learners or knowers”

8:34 – “your acceptance of yourself as a lifelong learner enabled you to jump from one world to another and be successful in each”

14:30 – “you have to embrace the learning curve…you’re literally hugging it and saying ‘I’m going to own it and get knocked around a little bit and that’s ok’… and that’s how we learn”

17:09 – “…the learning curve is listening, making it about somebody other than yourself”

Starting and running a business is hard. Do you have family members in your business or are you considering asking family members to join? For some of us that’s been a great experience (see Ep. #11, where my wife and I talk about working together), for others, not so great. Joseph Cilio, owner and CEO of Alfresco Home shares his lifelong experience being part of or running a family business. He stresses the importance of defining roles and building mutual trust, among other wisdoms.

3:58 – “you can’t have three chiefs”

6:23 – the most rewarding part of working with family is “being able to be together with people you love…there is this level of trust…it is a critical element in making a successful family business”

11:31 – “you have to have an ability to rebound, not to let the losses hurt you”

20:52 – “we took one day at a time, communicated, talked to a lot of people, people smarter than us, who could guide us, and we were able to persevere”

22:12 “if you’re entrepreneurial…and start your own business and when you decide to bring family members into it, understand you need to have clearly defined roles which helps the communication process”

If you care about culture in your business, Tim Metzner (serial entrepreneur, co-founder of Coterie and other successful start-ups) offers great insights on what it is, how you define it, and what it can bring to the table.

7:56 – “There is also culture debt. If you don’t get ahead of this, you will have a culture... you can either (be intentional about it or back into it).”

16:02 – “founders breathe life into the initial set of core values (like trust, transparency, listening) …after that, every person you hire is the next steward of culture… so you have to hire based on core values.”

19:30 – “your values and culture intentions help you deal with tension in a healthy way.”

24:44 – on mixing faith and entrepreneurship, well listen yourself but Tim convinced me that “breaking with conventional wisdoms can be liberating.”

At the end we talked about leveraged distribution, defined as (28:06) “how can we pull one lever and have higher reach?” Tim lists 4 areas to consider when building leveraged distribution: 1) access to your target market, 2) availability of data and information, 3) is there synergy and relevance and 4) how trusted is the relationship?

Interested in organizing principles to “focus the blur” of branding, marketing and strategy? This conversation with Ben Greenberg and Sebastien Hue – thinkers and doers, food truck laborer and foodies, co-founders of the BS LLC agency – offers insight on growth.

They love deeper questions, hate becoming commoditized, love being the liaison between left and right brain, and strive to architect a way to do that.

On the Jobs Theory:

3:32: “it’s a business lens in which you can simplify questions and problems…to understand why people make decisions and do what they do”

4:00: “People don’t buy products and services… they hire them to do a job”

6:12: “we try to reduce down (the client’s) essential product or service into the simplest phrases of what those jobs do for the community at large, and how they bring utility”

6:28: “from there it goes to…the experience quotient…to integration…”

6:54: “…we can get to a purpose brand…like Kleenex…integrated…so now you ask for a Kleenex and not a tissue”

11:02: “thru qualitative interviews we’re better able to understand why they’re making a decision to fix or change something…you have to go through this exercise over and over again to start revealing the deeper job.”

11:20: “Jobs is a much more work-a-day term than brand, which is amorphous and abstract.”

25:40 “is there a danger of becoming unfocused? The Jobs Theory has focused you on becoming indispensable, doubling down on being client-centric and doing what needs to be done…”

18:40: “…how did your late 2019 decision to open up to new problems your clients have, how did that change your business…since COVID crisis started?”

How do you keep growing when both your product and your customers constantly shift? Since 2003, Gary Levine’s company has sold licensed art (with constant shifts in taste and trends) to manufacturers and to retailers (where store counts, store types, and the explosion of ecommerce have shifted the balance of power dramatically in recent years). His advice: do what you love, operate in your “sweet spot”, and (15:45): “be thoughtful of who you’re doing business with” because not every revenue dollar is a good dollar.

Gary has been strategic and remained situational throughout his years in the art business. He confirmed that (12:12): “the seeds you had put into the minority part of the business have paid off, and now your top 10 customer list is heavily leaning toward what used to be a minority.” Advice to his younger self (14:29): “be prepared for gloomy days…your business will be pulled left and right” – but Gary’s optimism and humility have served him and his customers well, are infectious, and his business (and Gary) grew during the COVID pandemic.

“Community colleges have low self-esteem” – as a graduate of both a community college and an ivy-league university I can relate to that sentiment. Because community colleges serve an important role in supporting the American Dream, to aid continued upward mobility in our country, I asked Sarah Leggesse to share her insights about students and staff. How do stories about alcohol abuse on campus live alongside stories of an 85-year-old student trying to better herself? How did community colleges help students change the world, students like Steve Jobs, Tom Hanks, and one of the scientists developing the human genome sequence?

My guest Steve Melink shares a powerful and very important story: highly knowledgeable about clean energy, he built a case why clean energy is critically important for humankind, wrote a book about it (Fusion Capitalism – Clean Energy Vision for Conservatives), has taken risks by building a purpose-driven business around a politically charged issue, and he walks the walk on clean energy with his 100+ employee company in Cincinnati, OH.

They tell us we shouldn’t talk about politics or religion in business. Steve talks about both, in a way that is grounded in science and should resonate with reasonable people on either side of the political aisle. My take-away – in addition to Steve’s clean energy message – is “run your business with a purpose bigger than yourself.”

As our life becomes more digital, we need to grow and learn new skills to keep up. Covid has accelerated that trend – not just Zoom calls and filesharing, but remote collaboration for all kinds of problem solving. My guest Jenna Gaidusek is an online interior designer who has decorated hundreds of rooms across the country all from her home office.

She perfected a process as a virtual interior designer and encourages other creatives in the interior design industry to do the same. We talk about her eDesign Tribe (a community of over 3400 members) and eDesign U (an online education platform for virtual design), why she was compelled to find solutions and how she succeeded to build a community of learners, movers and shakers.

Her team collaborated to build the world’s first-ever, all-digital Designer Showhouse (see Ep. #23 of this podcast, and cruise around http://bit.ly/DesignerShowhouse to get a glimpse) – a good example of how to virtually do virtually everything.

When an entrepreneur envisions boldly… risks… invites industry stars to participate… creates a first of its kind in the history of the world event… and invites you behind the scenes of its creation….and to its unveiling…you’ll want to listen. Gary Pettitt, CEO and Editor of Seasonal Living Magazine, the creative and entrepreneurial force behind this exciting all-digital Showhouse is my guest in this episode. We talk about digital design, the creative process, and taking leaps to grow – as people, as a business, and as an industry. You can see the Digital Showhouse, register for the launch event on December 3, 2020, or view it forever after by clicking http://bit.ly/DesignerShowhouse. Meet the amazing sponsors and the renowned designers that lent their talent to make this happen.

Adam Smith founded SoundPress, his digital marketing agency 20 years ago in 2000. Today his team serves Fortune 50 companies in the automotive industry and small/midsized clients. His insights into technology, branding, and how manufacturers or distributors can better market and sell consumer products online are built on a foundation of real-world successes, with a dash of the classically trained musician’s brilliance.

Mark Haas talks about story structure and how to ‘flip the script’ – focus on the customer’s problem, not the product, not your company. The pattern in storytelling is (2:42): “hero goes on a journey, looking for a treasure…a dragon is in the way… along comes a mentor, helps to put a sword in your hand to defeat the dragon and helps you get the treasure.” – and (7:20): “you’d call them buyer personas we call them hero personas.”

After walking us thru business examples where companies use the hero’s journey, Mark shares insights how flipping the script has helped him as a designer (13:00): “early on I figured out if I design for them (customer)…if I think thru them and their eyes… I’m 90% of the way there”…and shaped him as a leader (14:26): “your embrace of storytelling and making someone else the hero…formed you as a leader as well.”

Despite (relatively minor) audio challenges, this turned out to be a great episode. If you ever moved from big “settler” company to “pioneer” work in a start-up, you know the difference between the two; if you’re considering the move, listen to Leah Bailey who talks thru her experience starting a Cannabis grower and vertically integrated premium brand, from 2 to 150 employees. Leah’s war stories are fascinating; her # 1 lesson at 15:39; my favorite part was getting to sense her attitude and approach, which we talked about at 17:20 as “attitude isn’t part of the thing, it isn’t most of the thing, but it is everything.” At 18:27 Leah says key to success is to build a team… that shares your “damn the torpedoes attitude”

Remember FiveFingers Shoes? Neither did most consumers a dozen years ago, until it became a B2B manufacturer’s amazing B2C success story. Michael Martin, who spent 20 years in consumer goods, as sales and sales operations manager then executive, shares with us how he became the Chief Storyteller for a component manufacturer and helped to build a 9-figure consumer product – by not selling the product first, but putting the story first, actually leaving product samples in the trunk of his car before buyer presentations and then, oh, by the way, selling over $100,000,000 of the product within a few short years.

Spoiler alert: integrate or grow is a false choice, you can and should do both, walk and chew gum, integrate and grow. But too often poor integration between acquirer and acquired hurts revenue growth, certainly in the (too lengthy) short term. Steve Nunn shares his definition of integration, how to tackle integration – in stages, some successes and failures and what drove each. Because growth is challenging during integration, we share an example where my company’s Third Growth Option (faster than internal organic growth, less risky than acquisition) both pre- and post-acquisition created significant value and saved a company’s bacon during COVID-19 times.

Paul Heagen has a talent for making the complex simple, and in our discussion about his latest book These Three Things we talk about Pride, Safety, and Love as a leader’s focal points to unleash passion, move people to be loyal to the business, and committed to extraordinary performance. All three are things we remember feeling (or missing) from an early age, and pivotal moments throughout our life harken back to one or all three of them. Paul takes us through each of the three focal points, explaining what they are and are not, and examples that make them come alive and help us become better leaders.

After his first job as CPA at Arthur Anderson ended shortly after the Berlin Wall fell (fun story how that global event unleashed our guest’s entrepreneurial spirit at 1:01), Stu Seltzer became a licensing expert, first as executive at fashion house YSL, then in entertaining at Disney, and now as owner of licensing agency Seltzer Licensing Group and teaching at NYU. This episode offers a crash course in licensing (4:30-14:08), followed by insightful comments helpful to manufacturers or distributors who are asking “is licensing for me?” (answers starting at 16:51) – how does it work from a financial and operational perspective, after you figured out the market fit perspective. “Licensing makes a good product, great. It offers a sustainable competitive advantage” (is one of three key licensing principles Stu talks about, starting at 18:46).

We started with the leadership analogy of orchestra musicians as cross-functional business team members, the conductor as its leader – but my guest Daniel Wachter connected dots from business culture to sounds and language (7:08), from change management to listening, from music to the Baroque painter Rubens’ delegation and painting ‘process’ (38:09 thru 42:03). We both had aha! moments during the episode. “The marketing works with the product, works with the organization…it’s a closed system where everything works in unison, like a symphony orchestra…difficult to do…probably easier in the…start-up stage but once you have 10 or 100 people…becomes more difficult… and then north of 1000 people it becomes easier again” (starting at 5:50 thru 7:07)

“Never waste a good crisis” is an important reminder as we work through the COVID pandemic and prepare for post-pandemic life. Craig Todd shares five values that helped his company to thrive, and actions his team took to grow during COVID. Our conversation leads us to share other tools forged by other crises and how they can help our listeners – grit as a company and personal value, being vulnerable, believing in yourself and trusting others.

How does empathy unlock potential for growth? Cindy Tripp talks about seeing the world in the other’s shoes, building rapport and candor, letting go of judgment to allow curiosity to open new doors, inside teams and out in the market. Whether Cindy shares global company stories – like P&G learning from a small competitor in Peru – or her personal meditation (inhale “I don’t know” and exhale “let it go”), her message about the power of empathy is inspiring and helpful in our journey to unlock growth of any kind.

A life-long merchant with manufacturers and national retailers, Karin Jeske talks about the left/right brain approach to product development, “from spreadsheets to bed sheets, from color palettes to shipping pallets, from boardrooms to sample rooms.” There are plenty of product people that are either “all about the numbers” (and wrong) or “all about fashion trends and creativity” (and also wrong) – Karin built her career and her own product distribution company on both, creativity and analysis. She shares strategies about product development, trends and forecasting, customers, manufacturing processes, margin development, and the data behind them.

Our 16- and 20-year-old daughters said to us “you guys should do a podcast about working together.” My wife Hilda Castillo Duenkelsbuehler is this episode’s star guest and we talked about our different working styles, the flexibility required to learn a new way to work, the willingness to re-frame, be open and curious, that “with different styles come different ideas” (8:53) and that “we work ideas in a more intense way because we come from two different angles” (9:19). “It’s important for couples that work together, that they grow as a couple but you also have to grow as a person, in order to grow the business – if you’re stuck in your marriage or as a person, it’ll be difficult to grow a family business” (24:47).

When life and business partner is the same person, curiosity, courage, being open to healthy tension, and dedicated to personal growth can all help to grow the business.

Born in Turkey, raised in beautiful Istanbul, and leading teams in Italy and the USA, Mehmet Yuksek knows a thing or two about growth journeys, cultural idiosyncrasies, and several golden rules that helped him succeed on three continents. He shares his favorite business authors, as well as simple and powerful frameworks like “Courage, Focus, Clarity”, and “Head, Heart, and Hands” that helped him rise to being CEO of a Top 5 global player. We talk about the importance of culture inside an organization, and the difference between recruiting for “cultural contribution” not “cultural fit.”

Amplifying a business by a factor of 10x (in Jeffrey Lazarow’s case from 5 stores to a chain of 49 mall stores in 11 states) requires an open mind, a few powerful guiding principles (like “run your business as if you were to sell it in three years”), hard work and of course some luck and tail winds (like market trends, seen and embraced by an open mind). Jeffrey shares with our listeners how his decision to start with the end in mind shaped his business story and impacted his life and family in a lovely way.

Front-end innovation for manufacturers starts with falling in love with a problem, requiring us to clarify assumptions and customers’ needs. If the product is to be a great solution, start with the customer as the hero of this journey, not the product. Paul is a thoughtful and bold designer and entrepreneur whose firm happens to work with manufacturers of medical products and industrial goods. His approach to design thinking and front-end innovation apply to any product, whether made for a consumer or industrial market.

A real estate executive asked “is there a better way” for home buyers and sellers to find each other. Nick Rabin talks thru the concept his group developed – replacing some of the over one million realtors in the USA charging sellers about $100 billion dollars in broker commissions each year, with a peer-to-peer home sales platform – the journey towards implementation, the design sprint, surprises along the way, and some helpful take-aways.

There are as many good reasons to bring large company thinking to privately-held smaller businesses, as there are ways to make that work, or not work. Carlos had a long and impressive career with IBM and as CFO for Purina in Mexico, has written on social responsibility and management systems, and was both the insider hiring outsiders, and the outsider brought in to create change. In this podcast Carlos shares his experiences, and tips on how to work with outsiders as an insider, and with insiders as an outsider.

Doug Stein is a serial entrepreneur, a high school drop out with an MBA, a restaurateur who ran restaurants in Arizona, Asia, and Africa, who started and sold several businesses in the USA. Who better to talk about an entrepreneur’s DNA, skills and attitudes that served him well, and how creativity, courage and a balanced approach to risk and reward helped him find success, the occasional failure, and more success.

What is fractional growth capacity, for what businesses does it work best, and what impact can a CEO hiring a fractional leader expect? Rock Robinson (I call him the Minister of Sales because he is kind, engaging, and nurturing) is a seasoned sales executive who shares his thoughts on how engagements are effectively structured, and some real-life examples.

There are many ways to think about diversity – from federally mandated to diversity of opinions. Here talking with my life-long friend and NYC employment arbitrator David Hyland, who shares his thoughts on top-down and bottom-up approaches to nurturing diversity in ways that can help to foster effectiveness and growth both organizationally and personally.

Managing quality creates different challenges as a business moves through different growth inflection points. Nils Larsson (a product and manufacturing expert who worked with hundreds of factories globally for big retailers like IKEA and Home Depot and many mid-sized US factories) shares how processes become more formal and more pro-active as the business grows to ensure profitability. “In God We Trust, all others must bring data”.

Sometimes it’s not market competition or financial constraints that limit growth, but “self-imposed” limits. In this episode we talk with Tom Hattersley (Partner in a business consultancy, Author, Lawyer, and Enneagram Master) about personality types, their impact on company strategy, and the role self-awareness plays in overcoming self-imposed barriers.