Organize Your Marketing Part II

Posted on April 17, 2013 by SMGraves

In ‘Organize Your Marketing Part I’ we spoke with ‘No Boundaries Radio Hour’ guest Tamar Russell, owner of the highly successful marketing design firm Sitka Creations. There we focused on the nuts and bolts of being organized when engaging with a marketing professional. The idea of organization in marketing goes well beyond your capability not to loose a digital file of the company logo.

A Unified Brand Perhaps you have found some profound success for your enterprise that came on rahter quickly. When this happens our marketing from a design (logo, color, images) and execution perspective (social media, print, broadcast campaign) looks less like a well laid out plan and more like a chocolate layer cake. But who doesn’t like chocolate?

Assuming your firm has a stellar reputation and customer service record, your brand starts with a great logo, appealing color combinations, and consistent use of these and other brand elements. All the time and everywhere. In this context being organized means your firm effectively monitors the use of your branding materials, both internally and externally and makes no exceptions to the rules. Whatever those rules may be. This is important because the visual and auditory response to your branding affirms your audiences acknowledgement of you, reminds them of the last time they enjoyed your product or service. Makes them desire your product or service again. It’s also one of a thousand small ways you present the firm in a professional light.

Branding and Social Media Here is where folks get caught between two really disparate elements. One important aspect of making full use of a social media platform is for your firm’s ability to grasp best practices. In that effort company’s will sometimes make decisions that have a negative impact on the branding of that firm. Posts often do not reflect the basic affirmations of the company, run counter to the mission statement. Less subtle are visual qeues. If our twitter profile still has the boss’s picture (5 years old) with a background that takes no advantage of company color, design elements, etc. and all that has nothing to do with our facebook page, which by the way is still a personal profile and not a fanpage …..you get the picture.

Don’t get me wrong, mixing the personal and the professional through social media does have its place in certain circumstances. But the company’s role in that and what it looks and acts like online given best practices of each platform dramatically effects your ability to communicate with current and potential clients.

Conclusion Start with a thoughtful mission statement, clear goals as to what your marketing and basic branding must do and create an environment for your marketing team that keeps all day to day activity mindful of the fundamentals that speak volumes about who you are and what you do.

Scott Graves is passionate about helping business owners. Tune in to his show ‘The No Boundaries Radio Hour’ with co-Host Dennis Mannone on the No Boundaries Radio Network. Meet him at the crossroads between strategy and innovation at scott@smgravesassociates.com or twitter @smgcreative.

Organize Your Marketing Part I

Posted on April 17, 2013 by SMGraves

I got into a fantastic conversation with one of my radio show guests recently about how the idea of organization manifests itself when it comes to marketing and in other components of a business plan. My guest Tamar Russell operates Sitka Creations and has been in the graphic design an online media business for several decades. How to manifest creativity in an intentional manner is always food for colorful discussion.

The Organization of Design ”An organized approach is so important to me for clients and for my own business.  I feel often that this is what is lacking in some companies marketing design. Frankly this becomes apparent in their offices and daily practices as well. Hiring a team to help with marketing, design, social media, etc., is a step towards keeping things organized.” Tamar is right. Here is what she believes you should consider when preparing to engage with a marketing professional.

Media Organization Let’s start with the physical content that is the bones of your message. To get started with a designer, or web, pr or social media team, first you need to have some things in an easily accessible place. Where are your company files, logos, press pieces, company artwork? This is especially helpful when your new team begins work on a new logo or other design. Consider where you have all your login information, hosting information, domain purchase information. If this hosting information is difficult to find, your designer is left spending lots of time on the phone researching where things live and you’re paying for it. Does your company have a mission statement, where is it? Where is your personal bio, CV etc. Do you and your staff have profile pics/headshots? Are they labeled and organized? How old are they?

In part II we’ll explore how to better organize your marketing plan from a branding and execution perspective.

Sitka Creations’ mission is to provide the customer with creative and practical graphic design work and visual communication services that are well organized and complement their entire marketing plan. The practice exists to attract and maintain customers, building long-term relationships. Sitka’s services exceed the expectations of customers.

Scott Graves is passionate about helping business owners. Tune in to his show ’The No Boundaries Radio Hour’ with co-Host Dennis Mannone on the No Boundaries Radio Network. Meet him at the crossroads between strategy and innovation at scott@smgravesassociates.com or twitter @smgcreative.

SMG Strategy Basics: Protecting your Innovation

Posted on April 14, 2013 by SMGraves

It is innovation itself or a steady stream of innovation over time that is our currency and essential pillar of success. Protecting intellectual property is an essential topic when we’re planning to execute a client’s business plan.

As of March 16, 2013 our patent system in the US has converted from a ‘first to invent’ to a ‘first to file’ system. This conversion was completed to bring our country into line with most of the world. It is also part of legislation enacted in 2011 (America Invents Act) to better fund the patent office to speed up the filing process. This change does not make it less pertinent for entrepreneurs to seek legal advice on protecting their ideas. There is greater potential for those with deeper pockets for legal representation to leverage ideas from those with fewer resources. Here are some must-do’s our office suggests.

Seek Advice It is essential you retain the advice of qualified legal professionals. If you absolutely cannot afford to retain your city’s top patent attorney get creative on how to engage a qualified professional’s advice. Don’t leave yourself totally exposed.

Take Greater Care With the passage of AIA one should be even more careful whom they present ideas on technologies. If you are presenting to investors without seeking any prior legal advice or protection then you’re skating on thin ice. Even with a patent filed you should be choosy whom and how you communicate.

Get It in Writing Now is a great time, particularly when on a tight budget to spend some time and money on a non-disclosure agreement which you can have prospective investors engage in with you. This is also an opportunity to look professional as this legal document is a common mechanism in entrepreneurial circles.

Think Long-Term SMG is engaged with a global manufacturing entity and we are dealing with this very issue. There is a short-term issue of protecting our science and retaining the exclusive use of that science for our business purposes. We also consider the long-term life of the business and it’s success. For those like us for whom a steady stream of innovation is essential to retaining and growing market share over decades we need to engage our source of proprietary technology for years to come. Ensuring positive relationships through legal agreements, compensation strategies and most importantly transparent discussion as to short and long-term expectations are essential in this endeavor.

As in many other aspects of building your business, focus on where you want to go and only the best way to get there by making thoughtful and calculated decisions. Decisions based on emotion or impatience will always net a negative result when it comes to protecting your intellectual property.

Even John Adams Knew the Importance of a Creative Education

Posted on March 17, 2013 by SMGraves

Is the emphasis given to an education for professional and personal success a recent development of human history? Time to read your history books.

When Massachusetts own John Adams, continental congressman, diplomat and second president of the United States drafted the Constitution of the Commonwealth of Massachusetts, he chose to highlight the importance of the an education to include the arts in Section II, Chapter 6, a part of the constitution unique among all state constitutions in the US and an article he was quite proud of throughout his life.

Wisdom and knowledge, as well as virtue, diffused generally among the body of the people being necessary for the preservation of their rights and liberties; and as these depend on spreading the opportunities and advantages of education in various parts of the country, and among the different orders of the people, it shall be the duty of legislators and magistrates in all future periods of this commonwealth to cherish the interests of literature and the sciences, and all seminaries of them, especially the university at Cambridge, public schools, and grammar schools in the towns; to encourage private societies and public institutions, rewards and immunities, for the promotion of agriculture, arts, sciences, commerce, trades, manufactures, and a natural history of the country; to countenance and inculcate the principles of humanity and general benevolence, public and private charity, industry and frugality, honesty and punctuality in their dealings, sincerity, good humor, and all social affections, and generous sentiments among the people.

For Adams, his puritan background and place in the age of enlightenment dictated his zeal for academic and philosophical achievement, achievement he felt would be possible for all citizens only through access for all. His reference to the arts includes all creative and industrial arts as 18th century language referenced.

Now as never before we realize the importance of such exposure for the long-term happiness and success of our citizens. Limiting access to an education that teaches problem solving skills, that immerses the students in the world’s finest examples of human creation, that allows the student to reflect on what he/she has seen and develop opinions and plans of their own limits our community and our nation in our ability to give back to the world as only the United States can give.

SMG Business Strategy: Insurance Issues for Transitions

Posted on March 17, 2013 by SMGraves

On March 13 Yours Truly had the privilege of being a guest on the URBusiness Networks Business Exit Strategy show ‘Exit This Way’ with Kerri Salls. We had an opportunity to talk fundamentals of insurance; what both buyers and sellers should consider during their transition.

There is never a time on my SMG team that we don’t look at things wholistically. This article is no exception. So we begin truly at the beginning.

ALL business owners current and future must have their personal financial house in order. That means will and testament, healthcare proxy, life coverage, disability and other solutions administered by quality insurance, legal and financial professionals.

For buyers: I’d also consider the firm’s workers compensation, pollution, environmental and other applicable insurance experience. It may point to symptoms of poor management that may be an indicator of lackluster processes, poor safety records, bad reputation amongst consumers, etc.

Buy/Sell Agreements

You must ensure you know what to do if an owner(s) die or no longer have capacity or will to run the company. There are two typical buy/sell agreement structures. Most business owners implement one of two plans.

Cross-purchase plan – Each business owner purchases a life insurance policy on each of the other owners. When an owner dies, the surviving owners use the death benefit to purchase the deceased owner’s share of the business. A cross purchase plan is typically limited to cases where there are only two or three owners.
Entity purchase or stock redemption plan – In an entity redemption plan between owner-employees, each owner enters into an agreement with the business for the sale of their respective interests to the business. As a part of this agreement, the business will purchase separate life insurance contracts on the lives of the owners. The business will pay the premiums and will be the owner and beneficiary. When an owner-employee dies, his or her share of the company will pass to the heirs of his or her estate. The business may use the proceeds from the policy to purchase the interest from the estate.

What are the business benefits of a buy/sell agreement?

Provides money to create a fair market value exchange.
Promotes equitable and orderly transfer of wealth, ownership and management.
May offer tax advantages.
Guarantees heirs a buyer for assets they may not know how to manage
Provides heirs with cash to pay estate debt, expenses and taxes.

‘Key man’ Insurance

This insurance coverage is often used in conjunction with other incentives for keeping essential professionals in place before, during or after transitions or for funding their transition. In an age where your currency is your IP (intellectual property) you need to protect yourself against the loss of the source of that stream of innovation.

Who is insured Business is insured in the event we loose a key person.

How it works Your business would pay annual premiums and be the beneficiary under the policy. If a key person unexpectedly dies, the company would receive the insurance payoff.

How much insurance do I need what the budget allows versus how much money the company would need to survive while bringing a new person up to speed.

What would happen in the event of an unexpected loss of any key people?
How much income or revenue could you lose in the time it would take to replace them?
Would appropriate candidates be available to replace them? Would you have to fly them in from other locations?
Remember: Term insurance (limited time policy is active) is generally cheaper than a whole life policy.

How the money is used The money can pay off debts, distribute money to investors or cover day-to-day expenses. You could also split the premium and death benefit between the firm and the spouse of the key person “

162 Plan ‘Golden Handcuffs: Company pays premium directly or indirectly on employee owned whole life policy through means of a bonus. Tax deferrment on income for employee, tax deduction now on income for employer, creates goodwill w/ employee, part of a package of incentives which may also include other incentives.

ESOP (Employee Stock Ownership Program)

The recent sale of Clinton, MA based NYPRO highlights the benefits of an ESOP when used in the right situation. Employees are indirect holders of company stock through a trust established on their behalf. ESOPs are generally for larger firms (50 or more employees and certainly more than $5mm in sales, generally companies are much larger). The sales of NYPRO to Florida’s Jabil Circuit, Inc. was a $665mm USD deal that fulfills the promise made four decades ago by former NYPRO owner Gordon Langton while ensuring the company’s $1 billion in annual sales will not only continue but grow exponentially.

My final advice: When thinking transition ensure all parties are at the table, fully capable of transparency in communication. Secondly, consider your team made up of your insurance broker, legal counsel and accounting firm. Having the right team will increase the likelihood the transition is a success.

Another Side of Renewable Energy: Biomass

Posted on February 26, 2013 by SMGraves

In Massachusetts a lot of energy is spent on touting the solar sector as a leading renewable energy source in ensuring the Commonwealth will meet or exceed it’s goals for sourcing our energy needs. Our renewable future is looking a lot more diverse.

There is no denying we’re seeing the benefits here in MA and in other New England states. It’s good for the environment. It’s good for the economy: 80k jobs have been created since 2007. Most of these jobs pay well. They are interesting and provide an excellent service to the region.

For our state, for the Northeast and for the country one size does not fit all. Our energy future is stored in a variety of renewable sources that for different reasons work best for different communities. We want to buy local. We want to source our food local. Renewable energy sources allow resource poor regions like New England an opportunity to source much of its energy locally. In this segment we’ll give an overview of Biomass.

Biomass includes a variety of versatile renewable fuel sources derived from organic plant and animal material, such as wood, crops, landfill gas, solid waste, and alcohol fuels. These locally produced resources can be used to generate electricity, provide heat, and develop alternative transportation fuels. On August 30 the president of the United States signed and executive order which facilitates investments in industrial efficiency. This is important to biomass in our region because it includes promotion of combined heat and power (ChP) systems. Biomass is one way that manufacturers and communities can provide industrial space with localized energy while managing waste, managing forests and promoting other ‘green’ use of industrial space including indoor agriculture. Biomass has gotten it’s share of negativity when incineration facilities are considered. There are questions of sourcing materials in a responsible manner and of course the issue of burning which may or may not make a facility ‘carbon neutral’

The production of Biochar and the secondary effluence of the latest closed-loop Biomass process represents the most compelling use of the technology. Companies such as the Terralogix Group have created a system to convert some of the most biologically problematic waste streams to energy and valuable products, and to foster a potential agricultural revolution; greatly reduce nutrient inputs to aquatic systems, and sequester current-day carbon while doing so. The system is based upon pyrolysis, or anaerobic combustion, of bio-wastes, including manure, municipal sludge, paper mill sludge, and any other biologically produced waste material. The pyrolysis reaction produces energy and fuels for electricity generation, as well as biochar, a potent soil catalyst and a form of permanent carbon storage once incorporated into soils.

This type of system, one that ensures no air, water or other pollution while converting this effluence to revenue-generating products presents the greatest opportunity to farmers, food processors, municipalities and soon consumers. Law now requires institutional organic waste in Massachusetts cannot be placed in landfills. Soon this regulation will extend to all citizens. We are on the cusp of an era where our organic waste, including those laced with pathogens and pharmaceuticals will no longer be trash but considered a currency.

For a copy of Terralogix White Paper, “Nasty to Nice” click here.

For the latest Massachusetts State information on BioMass click here.

Helix Bioscience Institute collaborates with SMGraves Creative Associates

Posted on February 20, 2013 by SMGraves

The Life Sciences Industry is in the midst of a transformation that has far-reaching consequences for scientists and consumers alike.

This transformation is not unlike one that affected another international industry whose currency is intellectual property, the recording industry. Nearly four decades ago the record business as we knew it began eliminating investments in artist and repertoire (A&R) development. Large record labels, many sold to multi-national and diversified corporate entities transformed themselves into little more than distribution firms by outsourcing or eliminating altogether departments considered superfluous.

Big Pharma is heading in the same direction. The A&R equivalent in the life sciences are the research scientists, marketing analysts and others working in translational science. In order for scientists to transform research into viable product entrepreneurship will certainly become the preferred route. But what of collaboration? In what environment?

The Helix BioScience Institute (HBI), developed by researcher and business consultant Steven Munevar provides an innovative solution to the vacuum in translational science brought on by this change.

HBI is a translational science institute designed by and for scientists focused on bridging the gap between bench to bedside research in order to address unmet health care needs.

HBI has engaged SMGraves Creative Associates to devise and execute a donor/investor strategy. The dynamic nature of the HBI model, it’s position to leverage scalable data aggregation to deliver resources to scientists and in a timeframe not previously possible places HBI in an incredibly valuable position. A formal announcement will be made during the March 21, 2013 Science Shaping our World (SHOW) presentation at Harvard Medical School.

Now in its early stage of development and realization, The Helix Bioscience Institute is innovation itself; not only filling a void due to industry change but it doing so with significant improvements to time, quality of research and offering scientists business and market resources to ensure their success. This creates a culture in which scientists and business people can make valuable connections to the benefit of society.

To register for the March 21, 2013 Science Shaping Our World (SHOW) click here.

Upcoming Entrepreneurs on the No Boundaries Radio Hour

Posted on February 18, 2013 by SMGraves

The No Boundaries Radio Hour brings a wide variety of entrepreneurs to your ear. We hope that by sharing the experience and resources of these innovative, smart and successful people that you’ll be empowered to reach beyond yourself and find your place where there really are No Boundaries.

Steven Munevar Helix Bioscience Institute The life science industry is reeling from a series of systemic changes over the last several years that has the regional biotech community asking what’s next. Steven Munevar, CEO of Munevar and Associates has developed the Helix Bioscience Institute (HBI) to address this change. For anyone in the life sciences or other innovation spheres interested in novel ways to put resources in the hands of the right people this show is for you.

Enrico Palmerino Smartbooks: This dynamic entrepreneur and founder of Thinklight discusses his early success, how to measure up in an international marketplace and his latest partnership with financial services venture Smartbooks of Concord, MA.

E. Stefan Coutoulakis Entrepreneur and former fire chief on the latest regarding MA 527 CMR fire code: for manufacturers and users of toxic chemicals. SMGraves Creative Associates has a specialized program for Fire Departments, users and manufacturers alike that are affected by this change in regulation.

Melissa Keefe IMEC Melissa manages the North Andover-based international NGO IMEC with a presence in 200 locations and 80 countries. Their process, their perspective and truly their scale in effecting people throughout the world is immensely valuable to entrepreneurs in and out of the mission-driven sphere for its success in sustaining itself as an organization.

Justin Thibeault This biographical sketch recounts the experience of veteran and young entrepreneur from Massachusetts building a business in financial services. Discussion also touches upon Justin’s experiences overseas.

Thomaz Demoura Digital Federal Credit Union Thomaz epitomizes the American dream narrative. A native of Brazil, Thomaz has used his skills and personal drive to secure a place at the American table for himself and his family. His story lies at the heart of what it means to be American and what it means to push forward with an entrepreneurial spirit. Thomaz is currently responsible for providing small business lending services for a major MA based credit union and covering the areas of Marlboro, Franklin and Leominster.

No Boundaries Radio Hour: AG21 Agriculture in the 21st century

Posted on January 21, 2013 by SMGraves

The ‘No Boundaries Radio Hour’ brings to its audience the latest in business with a world perspective. We have maintained a highly active schedule of recording and will soon be broadcasting new shows on the latest and improved URBusiness Network online platform. Stay in touch with the show here. Take a peek at the businesses and professionals we’ll be featuring soon as part of AG21: Agriculture in the 21st century.

Nathan L’Etoile, Four Star Farm Northfield, MA innovative farmer and Eisenhower Fellow. A farm advocate and innovator Nathan hails from a family that has been farming in New England for centuries. Nathan recounts farming and economics in China, Mongolia and the Philippines.

Agribusiness Spotlight: The New England Orchard with Mo Tougas, Tougas Family Farm of Northborough, MA and Al Rose, Red Apple Farm of Philipston, MA. This segment focuses on family farming and orchards in Massachusetts: their economic impact, the history of fruit-growing in New England and how the latest marriage of technologies and techniques in soil, pest and business management is transforming their businesses.

John Harrington, Sheffield Corp. and David Kolsrud/Matt Willard of The FundingFarm.com. Venture Capital in AG, technology and understanding the opportunities between midwest farmers and Northeast technologies, sustainable agriculture and energy.

The state of renewable energy in 2013 with Courtney Feeley-Karp, Prince Lobel, LLP Join us as we welcome Prince Lobel’s Director of Policy and Regulatory Affairs Courtney Feeley Karp who recounts new regulations and programs on the horizon in Massachusetts and nationally that will have a positive effect on renewable energy entrepreneurs and on consumers who desire to take advantage of the renewable energy markets. We talk solar, wind, biomass and anaerobic digestion among other forms of innovative energy production.

From Waste to Energy: Anaerobic Digestion with Bill Jorgenson, AGreen Energy, LLC Bill Jorgenson is no stranger to Big AG. His latest pursuit involves a group of farmer/owners in the venture AGreen energy LLC, a pioneer in successful anaerobic digestion for energy production. This show is a must for entrepreneurs and investors focused on navigating and influencing regulation and policy, best practices in management of ‘new’ technologies and how to successfully acquire financing in the face of multiple or unique challenges.

Agribusiness Spotlight: Garden Centers and the consumer culture of Gardening Mark Packard, Sterling Greenery; Bonnie Crevier GardenGirls.com; Tom Giles, Hadley Garden Center All three of our guests run very successful and very different garden center or consumer gardener businesses. Today’s show looks at the garden center market, where our three guests have found success and what they think are the most important fundamentals for success in this business.

The Latest in Renewables: From Waste to Energy

Posted on January 20, 2013 by SMGraves

dairy-cows-pict-1

Watch Food to Fuel from WGBH Television.

On a recent ‘No Boundaries Radio Hour’ show we focused on the technology known as anaerobic digestion. New legislation passed in Massachusetts regarding the disposal of and classification for organic wastes in landfills coupled with a revised net metering policy to include anaerobic digestion is changing the viability of this technology as an energy source. This technology has seen steady growth for decades nationwide and is certain to gain in strength here in Massachusetts.

What is Anaerobic Digestion We all know something about aerobic digestion, the natural process that occurs whenever we leave organic material to the open air. It slowly breaks down into compost. Many companies take advantage of this process on a commercial scale. Anaerobic digestion occurs when we break down organic materials such as animal manure, food scraps and other organic materials by heating it up under pressure. In a project such as the one installed by AGreen Energy, LLC the methane gas created by the digester unit is used to power a generator for the production of electricity. The slurry that results from the process makes an excellent fertilizer for the farm. Organics, once only considered waste now become a source of energy and create a closed loop of zero waste. Modern digesters produce a lot of electricity. The AGreen Energy digester, located on Jordan Dairy Farms in Rutland, MA produces enough electricity to power over 350 homes or over 300 kW hours. Measured another way: 1 cow (with organics mixed in from regional sources) equals roughly one house for a year.

The Benefits Anaerobic digestion is oderless, it solves the farmers issue with what to do with excess manure. Imagine a future where digesters mitigate the issue of industrial manure lagoons on this country’s concentrated animal feedlot operations (CAFO). It also turns food waste (we waste nearly 40% of our food in the US) into a renewable energy source. The electricity is produced in a non-combustible unit at an efficient rate of delivery and production, particularly in a region like New England that cannot source its own power. Taking AGreen Energy as an example, the technology presents an opportunity for farmers to not only reduce or fix their energy costs but deliver power to the grid to generate revenue. Farmer owned systems present a 21st century opportunity for farmers to realize success, a particular challenge on small dairy farms typical of the dairy industry in the northeast.

Why digesters are heating up in Massachusetts

Beginning in 2014 the disposal of organic waste in landfills throughout the Commonwealth will be restricted. Specifically commercial enterprise, hospitals, restaurants, etc. will be required to find alternatives to dumping selected organics into landfills. A similar transition will occur for all residential organics. This waste can now be re-classified as an energy source. Another key update to the renewable energy policy of Massachusetts is the addition of anaerobic digesters to the list of renewable energy sources that can take advantage of net metering and the ability to sell energy credits (SRECS) on the open energy market.

What’s been missing The conversion of organic materials into methane through heat is nothing new. For at least four decades this process has become common throughout Europe. In Germany alone there are 7000 anaerobic digesters in use. So why has the US been slow to adopt? Besides steps taken outlined above the key reason why the digester market is only now heating up involves the cost of electricity. Just as with other renewable energy sources, the increasing cost of producing and delivering electricity to your door has allowed for the anaerobic digester market to begin what is sure to be a rapid maturation in the northeast and similar regions throughout the US where the conditions are right.