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DECEMBER 2016 SFBWMAG.COM 7.95 Mika Mattingly Selling Miami s future Where can we help you next Over three decades of experience advising clients on strategic acquisitions and dispositions and providing landlord representation tenant representation property management and construction management services. We bring you real estate solutions around the block or around the world. SF 10 4 35 LE 0 - AB 06 AIL 1 AV Fountain Square Boca Raton FL A 241 000 square-foot Class-A office property consisting of three separate buildings surrounding a lush courtyard and prominent fountain with an on-site cafe. Major renovations have been completed including painting of building exteriors new monument signage landscaping roof and HVAC systems covered parking and curb parking lot improvements. The property is just minutes to I-95 and the Florida Turnpike. Numerous dining shopping and banking amenities nearby. Golden Bear Plaza Palm Beach Gardens FL A 243 000 SF Class-A office complex with beautiful Intracoastal and ocean views with lush landscaping. Located just north of PGA Boulevard on US 1. Flagler Waterview West Palm Beach FL Stunning space exquisite rates Enjoy Class-A office space with stunning water views and fantastic amenities close to I-95 and the hospital. 4400 PGA Boulevard Palm Beach Gardens FL This newly renovated 10-story 80 000 SF office building enjoys a highly visible and prestigious location at the intersection of PGA Blvd. and I-95. West Palm Beach 561 471 8000 www.mhcreal.com Boca Raton 561 394 5200 www.sfbwmag.com DECEMBER 2016 3 RIVA Days. Live on the water. Play on the water. Residents enjoy Riva s riverside park and Water Sports Center for paddleboards kayaks water-skiing and boat rentals. Live in the city. Play in the city. Residents love neighborhood icons like Casa D Angelo Gateway Theater and Whole Foods. And along with the walkability they enjoy their private water taxi to tennis in the park and shopping at Galleria. We are pledged to the letter and spirit of the U.S. policy for the achievement of equal housing opportunity throughout the Nation. We encourage and support an affirmative advertising and marketing program in which there are no barriers to obtaining housing because of race color religion sex handicap familial status or national origin. Oral representation cannot be relied upon as correctly stating representations of the developer. For correct representations make reference to the documents required by section 4 DECEMBER 2016 www.sfbwmag.com RIVA Nights. Live in luxury. With an indoor-outdoor carefree lifestyle. Riva s large elegant homes come with 1 or 2 exceptionally large ocean and city view terraces the perfect spot for a dinner party under the stars. Live in the heart of the best of Ft. Lauderdale. With the perfect combination of waterfront location oceansunset views resort amenities and large comfortable homes. Just in time to move-in next Summer. Two & Three Bedrooms from the 700 s to over 3 million. Sales center open at 1200 E. Las Olas Blvd. 954.233.3288. riva-condo.com. PREMIER DEVELOPERS 718.503 Florida Statues to be furnished by a developer to a buyer. Obtain the property report required by federal law and read it before signing anything. No federal agency has judged the merits or value if any of this property. All features dimensions drawings graphic material pictures conceptual renderings plans and specifications are not necessarily an accurate depiction and are subject to change without notice and Developer expressly reserves the right to make modifications. TABLE OF CONTENTS 14 SPACES 54 EXECUTIVE ROUNDTABLE 72 TECH HUB The real scoop on what s right and wrong in the world of health care Where to find a floor of your own Why a new off-ramping acclerator could make a difference 18 ONE LINERS 30 PROFILE Catch up on the news you missed from around the region 56 LAW How your business can address the evolving field of transgender law 74 SALES STRATEGIES 76 PEOPLE PASSION How we say it really matters Is your sales meeting a snoozefest Brian Idle is the whisperer when it comes to clubhouse designs 58 SPORTS The big off the field business success of the Miami Dolphins AND PROFITS 36 TECHNOLOGY Jonathan Mariner s TaxDay app helps prove where you were 64 APOGEE AWARDS 66 REAL ESTATE 70 NONPROFIT GOVERNANCE 78 THE FAMILY OFFICE 82 A photographic look at this year s awards celebration Socially responsible investing hits 4 trillion under management 42 MANUFACTURING 44 EDUCATION 46 CEO CONNECT Amerikooler grows with an emphasis on culture innovation Finding a bargain in office and industrial space becomes difficult Can downtown Miami return to its past grandeur HISTORY VIEWPOINT The magic elixir for student success Lisa Lutoff-Perlo sets a pioneering course at Celebrity Cruises Ten issues that can impact your willingness to serve on a board 24 Colliers International s Mika Mattingly helps transform downtown Miami COVER STORY You earned it we protect it For more than 75 years Brown & Brown has met the needs of the mass a uent community. Signi cant personal assets and wealth require a higher level of attention o en with unique coverage requirements not available on standard insurance policies. Our personal approach helps to identify client s long-term goals and create a customized risk management program which adjusts along with the client s nancial pro le. Linda Carry Veronica Jimenez Ann Marie Abreu Michelle Bergin Fort Lauderdale s Private Client Group Fort Lauderdale Division - 1201 West Cypress Creek Road Suite 130 Ft. Lauderdale FL 33309 Ph. 1-800-330-3241 Fx. (954) 771-9192 privateclientgroup bb laud.com www.bb laud.com Auto Aircra Bonds Condominium Collectables Flood Health Bene ts Homeowners Liability Marina Personal Property Umbrella Workers Comp LETTER FROM THE EDITOR Downtown Renaissance The historic area of downtown Miami wasn t high on the list of places to go in previous decades unless you were looking for electronics luggage or jewelry. Brickell Avenue long ago eclipsed Flagler Street as a location to do business but the fortunes are starting to tilt back to the north side of the river. A couple of months ago I was reading yet another story about New York developer Moishe Mana s purchases in downtown 39 buildings and 300 million. I read about Colliers International broker Mika Mattingly and called her up to see if she would do an interview. Mattingly was totally engaging. She not only gave me an interview she Editor-in-Chief Kevin Gale also gave me a tour of some of the properties. I appreciated Mattingly s enthusiasm as she talked about the potential of downtown. You can t really appreciate the architectural gems in downtown unless you get out of your car and walk around. We had a glass of wine at PB Station at the Langford Hotel which is the type of chic dining spot you would expect to see in an urban core. Upstairs the Pawn Broker bar provides live music and packs crowds into its rooftop deck which has sweeping views of the skyline. Mana has the ability to curate what s happening in the downtown area and is plugged in heavily to the arts scene. His Mana Contemporary in New Jersey has taken a former tobacco warehouse and turned it into a place where painting sculpture photography dance film sound and performance art can all take place. He s also active in the Wynwood arts scene and has made immense progress in planning a 9.72-million-square-foot mixed-use project on 23 acres. SFBW consistently has covered the Brightline high-speed rail service and our story on downtown also looks at how this will interact with and help facilitate the revival in the nearby historic area. My prediction is that Mana will be able to curate an interesting mix of the arts retail restaurants and residential space in downtown that will make it the region s new hot attraction. It will get hot again just as Miami Beach did and those of us in Broward and Palm Beach counties will find it pretty easy to hop aboard Brightline and have a night on the town. Kevin Gale 8 DECEMBER 2016 www.sfbwmag.com FORT LAUDERDALE FLORIDA CONVENIENCE ACCESS SERVICE These are the qualities travelers will discover at the Fort Lauderdale John Fuhrer Downtown Helistop. Owned and operated by Fort Lauderdale Executive Airport the Helistop is located atop the City Park Garage in the heart of downtown Fort Lauderdale. Offering convenient access to public marinas private boating facilities the central business district and an array of hotels restaurants arts and cultural amenities the Helistop is your connection to Fort Lauderdale South Florida and beyond. FOR EFFORTLESS TRAVEL TO FORT LAUDERDALE VISIT WWW.FLYDT1.COM. Gary Press gpress sfbwmag.com EDITOR-IN-CHIEF AND SENIOR VICE PRESIDENT OF STRATEGY Kevin Gale kgale sfbwmag.com COPY EDITORS Jason Davis Keren Moros Alyssa Fisher CHAIRMAN AND PUBLISHER Creative CREATIVE DIRECTOR ART DIRECTORS Melanie Smit Alexander Hernandez Frank Papandrea Evelyn Robles Writers CONTRIBUTING WRITERS Gerald Czarnecki Chris Fleck Stephen Garber Leslie J. Kraft Martin Lenkowsky Darcie Lunsford David Lyons Julie Neitzel Arnold Rosenberg Greta Schulz Photographers Downtown Photo Fort Lauderdale Thomas Rollo Larry Wood Managing Director CLAYTON IDLE cidle sfbwmag.com rlopez sfbwmag.com gscott sfbwmag.com Market Directors LORI CASTLE JORDAN KNOWLES-BARTLEY lcastle sfbwmag.com jknowles sfbwmag.com OPERATIONS DIRECTOR RICH LOPEZ GAIL SCOTT DIRECTOR OF MARKETING & EVENTS MARKETING MANAGER Monica St. Omer monica lmgfl.com Jennifer Barb jbarb lmgfl.com Estefania Marin emarin lmgfl.com Editorial Advisory Board Marc Brotman Brotman Nusbaum Ibrahim Founder and Partner Bob Birdsong OK Generators President Rick Case Rick Case Automotive Group Owner Monroe Gang Atlantic Partners CEO Gerald Greenspoon Greenspoon Marder Co-managing Director Howard Kaye Howard Kaye Insurance Michael Kaufman Kaufman Lynn Construction Founder President and CEO Michael Keeby Brown & Brown of Florida Executive Vice President Jeremy Larkin NAI Miami President Alan Levan BBX Capital Founder Gerry Litrento BankUnited Senior Executive Vice President Steven Mariano SunCoast Holdings Chairman and CEO Neil Merin Merin Hunter Codman Chairman Ed Pozzuoli Tripp Scott President Chris Roberts Lexus of Kendall President Ron Shuffield EWM President Rachel Sapoznik Sapoznik Insurance CEO Terry Stiles Stiles Corp. Chairman and CEO Lisa Anderson TD Bank Vice President of Commercial Lending for Broward and Palm Beach Counties Mark Trowbridge Coral Gables Chamber of Commerce President and CEO Yamal Yidios Ytech International Jordan Zimmerman Zimmerman Partners Advertising Chairman and CEO SFBW Magazine 3511 W. COMMERCIAL BLVD. SUITE 200 FORT LAUDERDALE FLORIDA 33309 954.377.9470 FAX 954.617.9418 WWW.SFBWMAG.COM Manage Your SFBW Subscription Is SFBW arriving in your office with an outdated subscription label Contact Debra Curtis at dcurtis tribalbusinessjournal.com or (954) 377-9595 to give us updated information such as a new executive or someone no longer with your organization. Visit sfbwmag.com to see our digital content and sign up for our weekly newsletter 2016 SFBW magazine is published by Lifestyle Media Group all rights reserved. SFBW is a monthly advertising magazine. All contents are protected by copyright and may not be reproduced without written consent from the publisher. The advertiser is solely responsible for ad content and holds publisher harmless from any error. Home is where your bed is Nothing beats the feeling of coming home to a bed you love. That s why we build every H stens bed completely by hand using sustainably-sourced natural materials giving you the secret to being truly well rested. Visit your nearest retailer and experience the difference. hastens.com BRICKELL MATTRESS 1030 SW 8 Street Miami FL 33130 Tel. 305-326-4000 Email Sales BrickellMattress.com Designers Welcome Carefree. That s how you want her to stay. There s a way to always be there for your family. Whole life insurance can help protect them in the future while providing living benefits. And even in turbulent times it s guaranteed to build cash value which you can borrow from when your family needs it most.1 To learn how your family can benefit from whole life insurance contact us today. Erik Sussman CLU ChFC CFP President & CEO MassMutual South Florida 1000 Corporate Drive Suite 700 Fort Lauderdale FL 33334 954-689-9442 ErikSussman financialguide.com www.southflorida.massmutual.com LIFE INSURANCE RETIREMENT 401(K) PLAN SERVICES DISABILITY INCOME INSURANCE LONG TERM CARE INSURANCE ANNUITIES MassMutual Financial Group refers to Massachusetts Mutual Life Insurance Co. (MassMutual) and its affiliated companies and sales representatives. Local sales agencies are not subsidiaries of MassMutual or its affiliated companies. Agency Officers are not officers of MassMutual. Insurance products are issued by MassMutual Springfield MA 01111 and its subsidiaries C.M. Life Insurance Company and MML Bay State Life Insurance Company Enfield CT 06082. 1Access to cash value through borrowing or partial surrenders will reduce the policy s cash value and death benefit increase the chance of policy lapse and may result in a tax liability. CRN201812-166620. 12 DECEMBER 2016 www.sfbwmag.com www.sfbwmag.com DECEMBER 2016 13 SPACES WHERE TO FIND A FLOOR OF YOUR OWN Regal View The Beach House pool deck at Regalia SPACES The great room at the Beach House Most beach condominiums have either a view of the Atlantic Ocean or the Intracoastal Waterway but Regalia in Sunny Isles Beach is different. Each unit has 360-degree views because there s only one unit on each of its 39 floors. Of course this comes at a cost. The penthouse which was being wrapped up this fall was expected to be listed at 40 million or more. It has won the lofty titles of best U.S. condo and best international condo in the USA Property Awards. It has 10 755 square feet of interior space on two levels and 6 050 square feet of terrace and rooftop pool deck space. There s an interior glass elevator to get between the floors. It has six bedrooms six full bathrooms two half-baths a pool bath a great room a spa a movie theater a wine cellar a game room a family room and a guest living room. The staff has its own quarters too. Cool factor elements include a floating grand staircase a 12-seat stone dining table Rovere Camoscio Poliform Italian cabinets and kitchen appliances made by Wolf and Sub-Zero. Don t want to be that high There s a 35 million 17 016-square-foot space on the third and fourth floors that s called a beach house. It s designed to combine the amenities of a penthouse with the style of the oceanfront singlefamily residences found in nearby Golden Beach. If either of these is just a bit too much The Jills Coldwell Banker real estate team showed four-bedroom 5 515-square-foot units listed for 9.5 million to 12.5 million. Overall the average sales price has been 9.51 million while the average listing price is 13.29 million. Just want to rent The average price is 39 500 a month according to thejills. com. The developer behind all the Regalia opulence is Kevin Venger who also created One Thousand Museum the tower designed by Zaha Hadid in downtown Miami. He previously developed Miami s Four Seasons Hotel & Residences Ten Museum Park and Paramount on the Bay. The architect is Bernardo Fort-Brescia of Miami s acclaimed Arquitectonica firm. For the interior Venger tapped Charles Allem of Miami s CAD International who has been listed five times among Architectural Digest s top 100 designers. The master bedroom in Regalia s Beach House 16 DECEMBER 2016 www.sfbwmag.com www.sfbwmag.com DECEMBER 2016 17 ONE LINERS PALM BEACH Saltwater Brewery of Delray Beach has unveiled its third canned beer LocAle and hired Justin Rick previously senior brewer at Brooklyn Brewery as its head of brewing. Jupiter Medical Center and Mount Sinai Hospital are deepening their collaboration by opening a 10-story 110 000-square-foot health care center in the former Bank of America Centre at 625 N. Flagler Drive West Palm Beach. The nonprofit Neighborhood Renaissance plans to build 36 apartments for working-class residents on Florida Mango Road north of Forest Hill Boulevard. Young Berman Karpf & Gonzalez which has offices in Miami and Fort Lauderdale has opened a Boca Raton law office at 370 Camino Gardens Blvd. CTD Holdings a biotechnology company that develops cyclodextrinbased products for the treatment of disease will establish its corporate headquarters in Jupiter. Florida Crystals FCI Residential obtained a 50.47 million construction loan from PNC Bank for the 353-unit Atlantico apartments on Donald Ross Road in Palm Beach Gardens. The Business Development Board has appointed four new board members John D. Couris president and CEO of Jupiter Medical Center Brian Seymour co-chair of Gunster s Real Property practice Evan Wyant market president for BB&T and Andy Amoroso a Lake Worth city commissioner. Phillip M. Boiselle an associate dean and professor of radiology at Harvard Medical School is the new dean of Florida Atlantic University s Charles E. Schmidt College of Medicine. 18 Aerospace and defense company Rockwell Collins announced an agreement to acquire Wellington s B E Aerospace a leading manufacturer of aircraft cabin interior products for 6.4 billion in cash and stock plus the assumption of 1.9 billion in debt. The Business Development Board has created the Academic Leaders Council an initiative that joins businesses and schools to ensure curricula are aligned with jobs. Florida Atlantic University has received a 4.4 million grant from the U.S. Department of Education to increase the number of degrees awarded to Hispanic and low-income students in the fields of computer science computer engineering and electrical engineering. Fresh Kitchen is expected to open early next year at the Park Place shopping center in Boca Raton. Office Depot of Boca Raton got a jump on the holiday season by starting its deals on Oct. 30. Comvest Partners of West Palm Beach completed the sale of Convey Health Solutions to New Mountain Capital. Newk s Eatery has opened at 1345 Legacy Ave. in Palm Beach Gardens with plans to open more locations in Broward and Palm Beach counties. A private club is being planned at 1000 North a restaurant on the Loxahatchee River in Jupiter that s expected to open in late 2017 with Michael Jordan as a partner. The Gardens Mall has launched a program with Kipsu that allows shoppers to text a concierge with questions at 561.440.4440. Integrated Dermatology Group has opened Integrated Dermatology of East Boca with doctors Robert H. Johr and Jeffrey Fromowitz. The 11th annual Boca Raton Concours d Elegance will present its 2017 Local Automotive Lifetime Achievement Award to AutoNation Senior Vice President Marc Cannon on Feb. 11. The Gardens Mall in Palm Beach Gardens has added Francesca s a boutique with fashion and home products and Journeys Kidz fashion for children 5 12 and completed renovations for Marmi Shoes Journeys a store for teens and young adults and L Occitane a supplier of beauty products. www.sfbwmag.com DECEMBER 2016 19 ONE LINERS BROWARD Home and garden retailer Orchard Supply Hardware has opened a 30 000-square-foot Fort Lauderdale location at 2871 N. Federal Highway and plans additional locations in Weston Deerfield Beach and Coral Springs. Nova Southeastern University s Shepard Broad College of Law has developed a new cybersecurity law concentration for its four online Master of Science degree programs for nonlawyers. The Stronach Group holds its inaugural 12 million Pegasus World Cup Invitational the world s richest thoroughbred race on Jan. 28 at Gulfstream Park in Hallandale Beach. Emirates is launching airline service to Dubai from Fort LauderdaleHollywood International Airport on Dec. 15. British Airways will start service from Fort Lauderdale to London s Gatwick Airport in July. BBX Capital has engaged Universal Storage Group to manage its RoboVault Self Storage a high-tech facility in Fort Lauderdale. The Greater Fort Lauderdale Alliance announced at its annual meeting that it helped attract 20 new company relocations and expansions during its 2015-16 fiscal year which resulted in 2 646 new high-value jobs 943 retained jobs and 210 million in new capital investment. Fort Lauderdale-based AutoNation announced the next phase of its brand extension rollout which includes Fort Lauderdale-based AutoNation announced the next phase of its brand extension rollout which includes AutoNation USA standalone preowned vehicle sales and service centers AutoNation branded parts and accessories AutoNation USA standalone preowned vehicle sales and service centers AutoNation branded parts and accessories the expansion of AutoNation branded standalone collision centers and the expansion of AutoNation Auto Auctions. the expansion of AutoNation branded standalone collision centers and the expansion of AutoNation Auto Auctions. 20 Grupo Alco is planning a 10-story hotel with 150 to 160 rooms at 350 E. State Road 84 Fort Lauderdale. The UberEats delivery service which has an app has launched in eastern Broward County. Coconut Creek-based Minto has begun construction on the last 123 homes at Artesia across from Sawgrass Mills. The Pompano Beach Community Redevelopment Agency held a groundbreaking for the 111-unit City Vista Apartments 501 Martin Luther King Jr. Blvd. Bergeron Properties & Investments has broken ground on a 170 373-square-foot distribution center at 19700 Stirling Road Pembroke Pines. Orangetheory Fitness the Fort Lauderdalebased fitness franchise opened its 500th studio in the Seattle area. A topping-off ceremony was held for the 95-residence luxury condo Paramount Fort Lauderdale Beach. DHL which has a U.S. office in Plantation shipped a Hyperloop pod to be tested by Elon Musk s SpaceX Corp. About 100 concrete trucks poured the 1 000-cubic-yard foundation of Sabbia Beach a luxury oceanfront condominium in Pompano Beach. www.sfbwmag.com DECEMBER 2016 21 ONE LINERS MIAMI-DADE Sergio s Cuban a Miami-based restaurant chain has opened in the Latin Flavors Zone of AmericanAirlines Arena. Google Express announced expansion of its delivery service into South Florida. LAB Miami will heighten relationships with the venture capital and business community with the launch of LAB. Ventures and LAB.ID. Multinational information technology consulting firm Seidor has opened an office at 5201 Blue Lagoon Drive in Miami. Patients of the Nicklaus Children s Hospital three intensive care units and its hematology-oncology and neurology-neurosurgery units have moved into the new Advanced Pediatric Care Pavilion a six-story 213 000-square-foot tower. Pizza & Burger by Michael Mina has turned from a pop-up concept at Fontainebleau Miami Beach into a permanent home there. TSG Paragon Development s Cassa Brickell an 80-unit condo development held a grand opening in Miami s Brickell Triangle neighborhood. Southern Glazer s Wine & Spirits of Miami is adding 80 fine-wine experts to its existing field teams of nearly 600. SBE a Los Angelesbased lifestyle hospitality has opened SLS Brickell its second SLS Miami hotel. KLX Aerospace of Doral plans to move its global headquarters to a new 500 000-square-foot building in Hialeah and add 100 new jobs. Virgin Group founder Richard Branson and Virgin Voyages President and CEO Tom McAlpin held a launch party for the cruise line which has signed contracts for three ships with Italy s Fincantieri. 22 East Miami the new 352-room anchor hotel for Swire Properties Brickell City Centre has opened its signature restaurants Quinto La Huella and Sugar plus Domain its lobby caf and bar. Phillip Frost s Opko Health announced it will expand in the animal veterinary products sector. Brazil s Paris 6 has opened a 24 7 bistro with French cuisine at 2200 Collins Ave. Miami Beach. Eastgroup Properties of Jackson Mississippi is seeking permission to develop an 850 000-square-foot business park on 55 acres east of the Calder Casino and Race Course. Rokk3r Labs which helps entrepreneurs launch their companies is moving from Miami Beach to 2121 NW Second Ave. in Miami s Wynwood neighborhood. AXS Law Group of Miami Beach also has opened an office at 2121 NW Second Ave. Argentina s Coto family is planning the 66-story Aston Martin Residences at 300 Biscayne Bay Boulevard. Atlas Meat-Free Delicatessen plans to open in early at 98 NE 79th St. in Miami s Little River neighborhood. An affiliate of NP International paid 60.25 million for a site in the 200 block of south Dixie Highway Coral Gables which has entitlements for 554 luxury condos 168 hotel rooms and 87 900 square feet of ground floor retail. The Wellness Habitat Company of Miami which provides water filtration air purification aromatherapy ecofriendly paint and LED circadian lighting announced the Elysee condominium will be the first wellness multifamily residential development in Miami. Ryder System has launched a new mobile fueling solution for customer fleets that are offduty and based at customer locations in the U.S. and Canada. Pawa Dominicana has started new service from Santo Domingo to Miami International Airport. Miami luxury-design house Felio Siby has unveiled its Felipe Nasr watch named after the Formula 1 driver. Miami s Melo Group has started construction of Square Station twin 34-story towers with 710 rental apartments and 15 000-square-feet of ground-floor commercial space at 1424 NE Miami Place next to the Miami-Dade Metromover School Board Station. www.sfbwmag.com DECEMBER 2016 23 NEW SOUTH FLORIDA The Miami National Bank Building has been repurposed as the Langford Hotel PAST & PRESENT HOW DOWNTOWN MIAMI S HISTORIC AREA IS TRANSFORMING INTO A HOT SPOT BY KEVIN GALE PHOTOGRAPHY BY LARRY WOOD A few years ago real estate broker Mika Mattingly knew a lot of the property owners in downtown Miami but she didn t have any buyers. Then she met Moishe Mana. Mattingly helped broker 42 properties sales for the New York real estate developer who is now poised to transform the city s historical downtown. The Real Deal says the tally on Mana s spending has hit 200 million. There seems to be a perfect storm of conditions to propel the transformation. Flagler Street is getting a new 13 million streetscape that will do away with dirty cramped sidewalks and create a pedestrian-friendly area with outdoor seating. Downtown has an array of historic architecture much like Miami Beach s Art Deco district that is ripe for new uses. Brightline is bringing its high-speed rail service and an 11-acre development to the west edge of the historic area. Mana gets to play the role of chief curator for the historic downtown helping create the right mix of residential retail and office space. Other investors are moving in too. The buyers of the Dade-Commonwealth Building plan to add back some of the 10 stories of the building that were removed after being damaged in the hurricane of 1926. 24 DECEMBER 2016 www.sfbwmag.com COVER STORY COVER STORY Pubbelly Boys Group created PB Station a bar and restaurant in the Langford Downtown Miami FINDING OPPORTUNITY AFTER THE CRASH Mattingly who is now part of Colliers International s urban division happened to be in the right place at the right time to work with Mana on the transactions. She entered the real estate business in 2008 and worked for Majestic Properties and Metro One Properties but then struck out on her own. It s good to be a rogue agent as a woman because you make a lot of friends she says. Mattingly met Mana through the owners of Gigi and Bardot the popular restaurants in the Wynwood neighborhood. They knew how cool the downtown was. I had all the inventory but I didn t have any of the buyers she says. He had never set foot downtown but he fell in love. Only two of the 42 buildings that Mana bought were listed for sale Mattingly says but she had already knew about a lot of the owners. Some of the buildings had not traded hands in 100 years. Mattingly describes Mana as charming and nice. He was my secret weapon in getting the deals done. It was a two-year whirlwind with him she says. Signs of the transformation are cropping up even before Mana unveils details of his plans. One example is the Langford Downtown Miami which is in a 1925 Beaux Arts building listed on the National Register of Historic Places. Its ground-floor PB Station restaurant and rooftop Pawn Broker bar are hot spots for downtown workers. Mattingly has the listing for the historic five-story 48 847-square-foot Walgreen s building at 200 E. Flagler St. which is home to the La Epoca department store. Mattingly is full of historical stories as she gives a tour. Charles Walgreen was a major purveyor of alcohol which druggists could prescribe during Prohibition and was friends with Al Capone she says. There was a tunnel from Walgreens to the Olympic Theater which had gambling. Mattingly showed an unused bank vault in one building and told how there was a chute for Capone to throw money down. MANA LIKES HISTORICAL STRUCTURES While downtown has a historical designation it s not a protected district so some buyers may tear down structures as desired. But don t count Mana among them. I like the older stuff I m a bit sentimental in that way he said in an interview with Trillionaire magazine. (Mana was traveling overseas and couldn t be reached by SFBW for an interview.) He made an analogy about downtown. 26 DECEMBER 2016 www.sfbwmag.com Brightline s MiamiCentral transit hub will include Monger by the Voltaggio Brothers as part of its 50 000-square-foot Central Fare. It s like Cinderella who needs a dress. Once you put the dress on Cinderella she s not Cinderella anymore he said. Mana made a fortune in the moving business in New York before buying the former National Biscuit Co. headquarters in New York s Meatpacking District. He set up a photography studio that helped attract the fashion industry and the oncedecaying area is now one of Manhattan s trendiest neighborhoods. Mana s approach has some similarities to what Barlington Group has done in Little Havana which was covered in the August issue of SFBW. Barlington managing principal Bill Fuller cut a deal with Mana a few years ago for a downtown property and says he likes Mana s idea of buying en masse and really curating an entire neighborhood like a village. It takes those passion projects. It takes a series of them. AN AREA WITH UNIQUE CHARACTER Akerman law firm managing partner Neisen O. Kasdin the former mayor of Miami Beach a governor of the Urban Land Institute and vice chairman of the Downtown Development Association said the potential of the historic area was apparent when the 2009 downtown master plan was produced. One of the things we said about Flagler The historic Walgreen Building home to La Epoca is up for sale Street is that its historic architecture was one of the things that gave the street its unique character and could be to Flagler Street like Lincoln Road [was to] Miami Beach in the 1990s Kasdin says. He expects interest in the area to increase when the streetscape project is done and investors divulge more details of their plans. There could be some new projects because the zoning for downtown allows virtually unlimited heights and dense uses Kasdin says. There is not an abundance of listings for the historic area on Loopnet.com which is used by commercial brokers. Besides Mattingly s listing for the Walgreen s building the only other major property listed was 25 W. Flagler St. the home for City National Bank s operational headquarters. FLAGLER PAST AND PRESENT The Flagler name has both historical and current relevance to the street. Henry Flagler s railroad fueled the original Miami boom in 1896 when his railroad reached the city. For decades www.sfbwmag.com DECEMBER 2016 27 COVER STORY Mika Mattingly enjoys the view from the Biscayne Building 19 W. Flagler St. which was built in 1925. Moishe Mana purchased the 14-story former home of the Bank of Bay Biscayne for 24.5 million in August. the main train station was located just northwest of the Miami-Dade County Courthouse. The 13 million in streetscape improvements on his namesake street which are starting now in front of the courthouse and going east over a two-year period will have railroad-style gates that block the street for special events. Traffic lanes will be narrowed to allow for wider sidewalks with room for outdoor dining. Valet stations will replace on-street parking. A rebirth of passenger service on Flagler s railroad will come in the form of the Brightline high-speed rail service which initially will have stops in the downtown areas of Miami Fort Lauderdale and West Palm Beach and ultimately go to Orlando. The trip to Fort Lauderdale will take about a half-hour and the trip to West Palm Beach will take an hour. We think of this corridor as the early lifeline to Florida. Before highways people were moving around the state in Henry Flagler s investment in rail and development from Jacksonville south says John Guitar senior vice president for Brightline s parent All Aboard Florida. Brightline s MiamiCentral station will serve as a transportation hub with links to Metrorail Metromover and eventually TriRail. By next summer riders will be able to exit the station on Northwest Third Street. Guitar envisions the 11-acre MiamiCentral mixed-use development as a meeting point for activities such as a farmers market or for running and biking groups. Bikes will be allowed on the trains. Ultimately MiamiCentral will have more than 300 000 square feet of office space more than 180 000 square feet of retail and restaurants and a 95-plus story tower with a hotel retail office and residential. The first phase of MiamiCentral includes the 50 000-square-foot Central Fare which will have six restaurants and more than 20 other food and stores including a badly needed grocery store. Bryan and Michael Voltaggio who were on Bravo s Top Chef will open the signature Monger by the Voltaggio Brothers. The 10 000-square-foot restaurant will have three spaces with separate kitchens that will represent a fishmonger butcher and green grocer. Little Havana s Azucar Ice Cream Company will have a location as will Andres Barrientos and James Bowers better known locally as The Hog Bosses. Richard Hales will bring Blackbrick Chinese and Yoleido Galiana will bring her 20 varieties of arepas at Doggi s. We want to bring brands that represent Miami well Guitar says. The historic area and the new transit project should offer synergy giving downtown residents and workers more places to shop and eat while also bringing in new residents and visitors who can enjoy the historic area. We think of it as somewhat of a gateway into Miami Guitar says. Our station and our environment will be one of the first things they see. 28 DECEMBER 2016 www.sfbwmag.com NOVEMBER 2016 www.sfbwmag.com WHY ARE WE THE 1 INVESTMENT FIRM IN MIAMI PROFILE The Clubhouse Whisperer PEACOCK & LEWIS HELPS GOLF CLUBS STAY ON THE CUTTING EDGE BY KEVIN GALE PHOTOS BY LARRY WOOD Principal Brian Idle at Peacock & Lewis headquarters SPACES SPACES Peacock and Lewis reflected the understated elegance of the Lost Tree Club with the design for its beach club Service businesses often like to have clients in a lot of different industries but that s not the way Brian Idle swings. The principal at Peacock & Lewis Architects and Planners says 95 percent of his business is with golf clubs many of the most exclusive clubs in South Florida. Idle s expertise has made him a popular lecturer on amenity design and renovation for the Club Managers Association of America and the Club Spa Fitness Association. He has written about club design for trade publications and industry associations. His partner initially resisted such a strong concentration Idle says. I said That s where all the money is. Why wouldn t I If the clubs go out of business we don t have to worry about everything else. While some South Florida golf courses are struggling to stay open the top-end clubs Idle works with are constantly reinventing themselves to stay relevant. The old days of simply emphasizing golf are long gone. Members and their families expect cutting-edge cuisine bars fitness centers and spas. Idle grew up playing golf but it was in the corn country of Decatur Illinois. He gained his bachelor s and master s degrees in architecture from the University of Illinois. He worked for a couple of architectural firms in the West Palm Beach area for six years but was planning a move back to Illinois in 1987 when he saw an ad for Peacock & Lewis. The firm founded in 1961 by Carroll Peacock and Hap Lewis liked Idle because of his background in designing schools. About six weeks after Idle joined Peacock became medically disabled. He was the partner that oversaw clubs and high-end residential work. Idle laughs at how forward he was with the president of the firm telling him If you don t mind I ll try to fill Mr. Peacock s shoes. The departure of Peacock who was a rainmaker and the recession of the late 1980s created problems for the firm which went from 65 people to 16 Idle says. Nobody was building new golf club communities. The tax laws changed and developers couldn t write off their losses. Opportunity emerged when Peacock & Lewis got to bid on a turnstand the small restroom and snack building between the ninth and 10th holes at Old Marsh Golf Club in Palm Beach Gardens. We poured our heart and soul into that and then later went to the Loxahatchee Club and were selected to do a renovation Idle says. From there he became involved in the national club managers organization. Building new facilities at clubs is a challenge because members usually are wealthy and not afraid 32 DECEMBER 2016 www.sfbwmag.com The Spa area at The Breakers combines history and tranquility The dining room at Bear s Club has sweeping views of the golf course to voice opinions he says. Everyone believes that they have the best idea. Members and managers also play at their friends courses which means there is a lot of pressure on new projects. Every time you go out it has to be the best he says. The amenities package must be customized to meet the needs of the membership too. Rick Bayliss of the Lost Tree Club where Peacock & Lewis designed the clubhouse spa and beach club says the golf industry surged as Tiger Woods attracted interest to the game but things are different now. There is an issue of aging participants and time pressures that make it difficult for people to play 18 holes. That has forced clubs to become sensitive to members other needs such as spas and fitness centers to attract a broader base he says. It s good for businesses like Brian s because they are always looking for new things Bayliss says. Keeping the clubs healthy is important to the region s economy because there are nearly 200 of them in South Florida which is believed to have the highest concentration in the nation and the wealthiest members. Demographics can be a challenge but there s a new wave of golfers emerging Bayliss and Idle say. Athletes and entertainers enjoy golf because they can play during the day and perform at night. Many of the best younger players come from the world of extreme sports. The game is a challenge. You can never win at golf you get a little better and a little worse Idle says. Every time you play it s a different experience. You are on a different position on the fairway. The wind is blowing different and the angle of the sun is different. As members age they often want to play fewer holes which is why some clubs are considering short courses. Many members also enjoy croquet which creates less back strain than golf. These days someone flying in from out of town with their family might take their kids to the short game area or go to a golf academy to work on their swing. Often they won t play 18 holes Idle says. When Idle helped with 45 million in improvements at Lost Tree there was plenty of discussion among members about what to do but they agreed on the need for investment and felt confident about the club s future. Bayliss remembers one member saying If Lost Tree goes down the tubes Armageddon is tomorrow. Starting in 2008 Lost Tree and Idle created a 6.5 million beach house a 21 million clubhouse and a 5 million fitness center and spa. The clubhouse was raised six feet to provide sweeping views from the dining room and outdoor seating area. The Grille Room provides an array of flexible seating and a wood-burning pizza oven. It s a challenge at some clubs to get leadership to understand that it may not be them and their buddies 100 percent. We really have to think bout the future of the club Idle says. Idle deals with many different architectural styles which often reflect the residential development s theme. While Lost Tree harks to the understated elegance of the British colonial architecture found in the Bahamas Idle used Jack www.sfbwmag.com DECEMBER 2016 33 Bear s Club reflects the love Jack and Barbara Nicklaus have for Tuscan architecture and Barbara Nicklaus love of Tuscan architecture at The Bear s Club in North Palm Beach. The 35 000-square-foot stone clubhouse is topped by a barrel tile roof whose different hues make it look like it has been repaired many times over the centuries. Inside there are mementos of Nicklaus victories and a golden polar bear given to him by a fan. The balcony of the club overlooks a lake with a stunning 18th hole. Idle isn t stinting on design when it comes to his own firm either. It recently put the finishing touches on a modern loft-like space at 1295 U.S. Highway 1 North in North Palm Beach which is an epicenter for golf clubs. Idle expects continued interest in clubs seeking to stay modernized. The clubs that are always constantly investing in the center of town and aren t allowing the windows to be boarded up get the best bump in real estate values desirability and real estate foot traffic Idle says. So you always have to keep the palace on the hill polished. Some of Peacock & Lewis clients The Club at Admirals Cove in Jupiter Albany in Nassau Bahamas Alpine Country Club in Demarest New Jersey BallenIsles Country Club in Palm Beach Gardens Bay Colony Golf Club in Naples The Bear s Club clubhouse in Jupiter Bear Lakes Country Club in West Palm Beach Bonita Bay Club in Bonita Springs The Breakers beach club and golf club in Palm Beach Broken Sound Country Club s bistro club and spa in Boca Raton Delray Dunes Golf and Country Club in Boynton Beach Jupiter Hills Club in Tequesta Loblolly in Hobe Sound Lost Tree Club s beach club clubhouse and spa in North Palm Beach Ocean Reef Spa in Key Largo Woodfield Country Club in Boca Raton 34 DECEMBER 2016 www.sfbwmag.com N E W S TA D I U M NEW LUXURY EXPERIENCE As par t of the 50 0 million new stadium modernization all suites will be remodeled for the 2017 season. Enter tain your top clients prospec ts and employees with best-in- class benefits and amenities. F O R M O R E I N F O R M AT I O N P L E A S E C O N TA C T D AV E B A L D W I N AT 3 0 5 - 9 4 3 - 6 6 5 4 O R D B A L D W I N D O L P H I N S . C O M . www.sfbwmag.com DECEMBER 2016 35 TECHNOLOGY App lets you show where you were BY KEVIN GALE Tax Tracker Mariner didn t mention it but New York Yankee Derek Jeter settled a tax dispute with state officials in 2008 over whether he was still a resident of Tampa or was a resident of New York because he had a home in Trump World Tower. Tax authorities look at the business pages to see who is in town and track schedules for athletes and entertainers Mariner says. There are plenty of ways someone can be tripped up. Land at LaGuardia Airport at 11 59 p.m. and that one minute counts as a day spent in New York. The TaxDay app primarily tracks what state a user is in based on GPS signals. Cellular signals can sometime be misleading you might be in New York but connected to a cell tower across the Hudson River in New Jersey. Users get notifications when their plane lands or if they drive across a state line. Of course a tax auditor might argue that someone else could have your phone so the app lets you upload receipts and boarding passes to help prove where you were Mariner says. All of the information can be backed up in Dropbox or dumped into an Excel spreadsheet. Mariner showed a spreadsheet with seven pages of very fine print that he had accumulated. The amounts involved in taxes can be astounding for the States like New York are so hungry for tax revenue that they check conference schedules and sports schedules to see who s in town. Finding records to prove when you were in a state can be a time-consuing process and it seems like you are guilty until proven innocent says Jonathan Mariner who recently retired from being CFO of Major League Baseball for 14 years. He has developed the TaxDay app (taxdayapp.com) which is available on the App Store after two painful experiences of being audited by New York State. In the middle of settling one audit in 2011 he got a notice that another audit was coming. New York State requires that anyone who comes for business must file a nonresident return for income starting with the first day. There s a myriad of rules for other states. Finding documentation involved Mariner going through records with his assistant finding receipts and checking emails for proof of where he was. It didn t matter that the former CFO of the Miami Marlins never changed his Florida residency drivers license or voter registration. Serving as CFO of Major League Baseball gave him even more insight. A player visiting Yankee Stadium needs to file a return based on how many days out of the schedule they are there. If they don t there s no statute of limitations he says. Jonathan Mariner very wealthy. Mariner talked about the case of Julian Robertson the founder of the hedge fund Tiger Management who was audited in a leap year with 366 days. He had spent 183 days in New York City and had to prove he wasn t there on four days in question to avoid 27 million city taxes as a resident. He won after testimony by his wife and others. The judge sided with him because his records were complete and consistent Mariner says. Mariner has invested into the low six figures developing the app which launched for free in April. The app costs 9.99 a month after a 30-day free trial period. Mariner is also lining up marketing parners. He worked with an app developer in New York called Vernalis. South Florida CPA firm Templeton & Co. researched the tax rules. Mariner is planning to add an Android version of the app and enhancements over the upcoming months. One will be an integration with calendars and planned travel dates. Mariner expects a payback in two years adding I have two goals getting my cost back and gettting my tax money back I paid to New York. If I can just do that I won. 36 DECEMBER 2016 www.sfbwmag.com www.sfbwmag.com DECEMBER 2016 37 38 DECEMBER 2016 www.sfbwmag.com S I T T I N G O N T H E E D G E O F FA B U L O U S . Dewar s Rail Seating at AmericanAirlines Arena is an ideal experience for Miami s elite movers and shakers. Your ticket gives you a superior view of AmericanAirlines Arena inside the posh Dewar s Clubhouse--as well as valet parking VIP entry into the building a Chef s Table of deliciousness and generous servings of house beer or wine. GET YOUR TICKETS ON DEWARSRAIL.COM OR BY CALLING 786-777- HOOP. LOCATION LOCATION LOCATION Prime Fort Lauderdale Office Space for Lease Commercial Tower at Executive Airport Office Space For Lease - 2101 W. Commercial Blvd. 5 Story Class A 94 350 SF Office Building with marble entry and lake views. Located 1.2 miles west of I-95 with easy access to Florida s Turnpike. Close to hotels retail and restaurants. 11 miles from Fort Lauderdale - Hollywood International Airport and adjacent to the Ft. Lauderdale Executive Airport. Ammenities include covered surface parking 24-hour building access security cameras dry cleaning service automotive detailing. Building signage available for full floor tenant. Management and securty officer on-site. Commerce Point Office Space For Lease 3511 W. Commercial Blvd. Fort Lauderdale FL 33309 Commerce Point offers office ready suites with excellent Commercial Boulevard visibility. Recently remodeled common areas. Separately metered HVAC system. Close proximity to restaurants cafes hotels financial institutions and shopping destinations. Availability of smaller suites for immediate occupancy. Excellent access to I-95 and Florida s Turnpike. Cypress Court Office Space For Lease 6360 NW 5th Way Fort Lauderdale FL 33309 Cypress Court has office ready suites available. Abundant parking 5 1000 ratio. Recently remodeled common areas. Separately metered HVAC system. Close proximity to restaurants cafes hotels financial institutions and shopping destinations. Excellent access to I-95 and the Florida s Turnpike. 40 NOVEMBER 2016 www.sfbwmag.com For leasing information 954.540.6490 or info hsdholdings.com Entrepreneurs Organization The Entrepreneurs Organization (EO) is a global business network of 11 000 business owners in 150 chapters and 48 countries. Founded in 1987 by a group of young entrepreneurs EO enables small and large business owners to learn from each other leading to greater business success and an enriched personal life. The EO South Florida chapter is one of the top 5 chapters worldwide and helps leading entrepreneurs learn and grow through peer-to-peer workshops once-in-a-lifetime experiences and connections to experts. Visit EOSOFLO.com Ask a South Florida Entrepreneur Eric Rozenberg President Swantegy - swantegy.com Swantegy designs meetings that increase business performance and takes the burden of organization off your shoulders. Proudest Accomplishment In 2013 my wife and I decided to move our family from Belgium to the USA. Today our three daughters are very well integrated and my wife changed career from lawyer to realtor. I m enjoying being an entrepreneur in the Land of Freedom and Entrepreneurship. Greatest Challenges Growing the company to a level where we can hire a COO and letting C-Level executives understand the value of a face-to-face meeting. What motivates me My two driving forces are my family and my grandfather. They are giving me a purpose in life and the strength to never give up. What do you love about what you do We are creating unique experiences that people remember years after and we are impacting positively our clients businesses. Alone you can do nothing and the excitement of bringing individuals from various backgrounds to achieve a common goal is second to none. Most memorable EO Experience Attending the Broward Sheriff Office s (BSO) Citizens Academy and to meet with and discover the outstanding job that the Ladies and Gentlemen of the BSO are performing every day. What distinguishes your company We are focusing first on the Why of the face-to-face meeting instead of the How like everybody else and THAT is a game changer for our clients. We also have a best-seller book called Meeting at C-Level . Recent Movie The Man in Red Bandana by EOer Matt Weiss Maurice Thomas President & CEO Thomas Services Inc. - thomas-services.com A logistical and technical services firm focused on the gaming and lottery services industry. We providing ongoing field management and special project management services in connection with telecommunications equipment gaming pointof-sales equipment and other related peripheral equipment. Proudest Accomplishment We recently expanded over the past two years completing technology installations and special projects in Missouri and Washington and we re currently working on our third such project in the State of Wisconsin. Greatest Challenges Our greatest challenge now is building the service capacity necessary to meet the demand inherent in the new business opportunities that are now within our grasp. What motivates me I m driven by the challenge and the fun I find in building a successful and market-competitive organization that is known and respected industry-wide. What do you love about what you do We are committed to two very important groups of people those for whom we work (our clients) and those with whom we work (our TSI colleagues). Customers compliment our service technicians plus our own technicians let me know why they are proud to represent the TSI logo. Most memorable EO Experience My mother passed away and her death was sudden and totally unexpected. I ll never ever forget how my fellow forum mates rallied individually and as a group to support me. What distinguishes your company Those who wear the TSI logo are what distinguishes us from the competition. Recent Book StandOut 2.0 by Marcus Buckingham MANUFACTURING MANUFACTURING Amerikooler grows with emphasis on culture innovation Amerikooler grows with emphasis on culture innovation BY KEVIN GALE PHOTOGRAPHY BY ALL STAR EVENT PHOTOGRAPHY BY KEVIN GALE PHOTOGRAPHY BY ALL STAR EVENT PHOTOGRAPHY Tucked away in an industrial area of Hialeah is a thriving business that embodies achievement of the American dream. The grandfather of president and CEO Gian Carlo Alonso was briefly jailed by the Castro regime and the family fled the country with only 20 that his grandmother had sewn in the lining of her purse. His father Chairman Renato M. Alonso came to Miami from Puerto Rico and started Amerikooler a few years later. Amerikooler has now grown to a nearly 15 million a year revenue company with a 200 000-square-foot manufacturing complex near Miami International Airport. Renato is able to focus on his love of research and development these days while his son emphasizes corporate culture and a Six Sigma approach to continuous improvement. The company s major customer groups for its walk-in coolers are convenience stores restaurants forensic labs hotels refrigerated warehouses and supermarkets. About 200 customers are listed on the Amerikooler web site. Products are distributed through dealers about 60 of them on a regular basis. Renato founded the company in 1985 after driving by a refrigerated warehouse with 24-foot-high insulated panels. He thought that was the type of business he would like to be in and started doing research. He started out with a small rented warehouse but kept growing over the years. It was a bigger factory every summer with more machines Gian Carlo says which fueled his own entrepreneurial bent. My dad and I had a great relationship. I always knew I wanted to work with him. He was hard on me. I studied and read hundreds of books on business and psychology. Gian Carlo graduated from Columbus High School and then got a finance degree from Florida International University and worked for CBRE as a commercial broker. He wanted me to come back and I wanted to come back. We missed each other he says. Gian Carlo became vice president of sales in January 2000. He has worked to deepen Amerikooler s footprint into more areas such as New England the upper Midwest and southeastern states. Oddly enough Amerikooler had few sales in its home state and was able to increase that ten fold. Renato said he kept testing and grooming his son to see if he could meet his expectations. He kept showing that he could but I didn t want to let it go until one day he approached me and said I want to be the president and CEO and I said No kidding Let s wait six months and show me what I want to see. He exceeded my expectations. As CEO Gian Carlo has more than doubled sales with several strategies including process improvement and an emphasis on measurable accountability. The doubling of sales came without adding any staff he says. The productivity has been off the charts. Culture has also been important. We have been able to hire people that I don t think normally would come to work for a manufacturing company. It s not on Brickell he says. We like to have a lot of fun but are very metrics driven. It s a non-political environment. We don t have time for that BS. The company is also nimble he says. It s not like a big corporation and you go to a committee. You like the idea and I like the idea let s get it done. Gian Carlo was accepted into an immersion program for business owners and presidents at Harvard University. He has been going three weeks a year for the past three years. FIU has also conducted training on Six Sigma process improvement at Amerikooler and the company has 15 greenbelts including Gian Carlo. Amerikooler is using Six Sigma to streamline inventory and move toward justin-time completion of products for delivery to customers. The company has invested a lot in robotic automation and intelligent software. For example it took machinery from another industry and adapted it to cut foam for the coolers. It s easy to say but hard to figure out Renato says. The company emphasizes the energy efficiency of its products which are made with extruded polystyrene foam insulation made by Dow Chemical. It s less subject to moisture intrusion than the commonly used polyurethane and comes with a 50-year warranty. The company has ambitious plans for growth. Renato expects sales to hit 150 million in five years while his son expects 200 million. The Big Chill 42 DECEMBER 2016 www.sfbwmag.com CEO Gian Carlo Alonso EDUCATION The Magic Elixir for Student Success BY MARTIN LENKOWSKY Is a hot dog really a sandwich Bet you ve never thought about that before. Neither had Megan West coordinator of the Broward County Public Schools debate initiative program until she attended a fifth-grade debate at Gator Run Elementary School in Weston she told a gathering of business civic and education leaders at the second annual Broward County Debate Initiative Luncheon on Oct. 19 at the Broward Center for the Performing Arts. County educators and business leaders realize the importance of nurturing debate skills in preparing students for the future. Former U.S. Sen. George LeMieux chairman of Gunster one of the major law firms actively sponsoring the program is a former debate student himself. Debate is a transformative event for students he said. It turned me into a good student. Kids who debate want to win. They re self-taught. It s a magic elixir. West said more than 90 schools in Broward County now have a debate program. It s in all the high schools and middle schools she said. It s in 12 elementary schools three alternative centers and all the technical colleges. It s a big growing program. We need a lot of money. We need to raise funds. We need to raise friends. More than 12 000 students are now involved with the speech program. Many debate students are in need of dress clothing and a clothes drive is underway. Almost every law firm is sponsoring LeMieux said. A lot of these kids don t have clothing to wear. Some of them are homeless and they re debating. Broward County School Board member Laurie Levinson said the initiative has been able to clothe 230 students through their clothing bank. West says debating is one of the top things that interest colleges. They want students who can communicate she said. Debating helps with grades test scores and attendance. It s lifechanging. Students improve in other academic areas test scores and graduation rates. Rafey Khan a Nova High School senior was one of a handful of debate students who took part in a sample debate at the luncheon. He says he s gotten a lot out of debating. The speaking skills I ve gained and all the information I obtain expands my horizon he says. It s made me more educated about the world. Eugene Pettis past president of the Florida Bar said watching the students debate leaves him more optimistic about the nation s future. The luncheon was held the same day as the final presidential debate. With this year s election I was worried about this country he said. Coming to this debate the future is going to be fine. He asked the business leaders present to donate to the debate initiative. We should be willing to give up our time money and other material things for these children Pettis said. I heard a young man say when he got that one suit it gave him confidence. Don t let this be just another luncheon where we go back to the office and forget about it. Building up the clothing initiative is really important. We also are seeking volunteers and money. And for those still wondering if a hot dog indeed can be considered a sandwich West said a young debater made the clinching argument against. She said a hot dog doesn t even need a bun West said. For information about the debate initiative and how to make a donation contact megan.west browardschools.com or call 754.321.2643. 44 DECEMBER 2016 www.sfbwmag.com www.sfbwmag.com DECEMBER 2016 45 CEO CONNECT POWERED BY Celebrity Cruises CEO Lisa Lutoff-Perlo is interviewed by SFBW Chairman and CEO Gary Press Lisa Lutoff-Perlo overcomes obstacles to create innovation Celebrity Cruises Lisa Lutoff-Perlo is a pioneer as the first female president and CEO of a publically traded cruise line. She has held a variety of roles during her 31-year tenure with Royal Caribbean Cruises the parent of Celebrity Royal Caribbean International and Azamara Club Cruises. In addition to her role at Celebrity she leads the marine organization for all of Royal Caribbean Cruises brands. Before being appointed Celebrity s CEO in 2014 she was executive vice president of operations for Royal Caribbean International. She oversaw marine operations directed hotel operations and developed the Quantum class of ships. As Celebrity s senior vice president for hotel operations she spearheaded the introduction of the Solstice-class fleet. She also served as Royal Caribbean International s associate vice president for product marketing strategic alliances and multicultural marketing. She spent 17 years in the sales organization for both Celebrity Cruises and Royal Caribbean International holding progressively more-senior roles that started with district sales. Lutoff-Perlo has served on United Way of Broward County s board of trustees for four years. She is on the international board for Best Buddies and is chairwoman of the advisory board for Extraordinary Women Leading Change. She was interviewed by SFBW Chairman and CEO Gary Press at the Polo Club Boca Raton. The following transcript has been edited for brevity and clarity. Some observers say Celebrity sailed into political waters with a new ad campaign Sail Beyond Borders which has references to far from the rhetoric of fear and far from the talk of building walls. What s the strategy behind the campaign and is it political It turned out to be and it was really a declaration of our Cruising Pioneer 46 DECEMBER 2016 www.sfbwmag.com CEO CONNECT philosophy. If you are in the travel business and want people especially Americans to continue to experience the world you have to encourage them to open themselves up and not shut themselves off and unite vs. separate. We thought long and hard about how we participate in a cultural moment that would give us a significant amount of attention. We put together our Sail Beyond Borders spot. We did use some of the language that s going on. It s a declaration of our philosophy of what we believe in. We travel to seven continents and visit all the cultures you can think of. We believe that people are enriched by opening themselves up. We have seen in our business where people from America have raised their hands a little less to travel around the world. I am also president of a company with a population from over 50 countries around the world. These people come to these ships to work. They leave homes their families and their friends. They come to make a living and see the world. You would think history says they shouldn t get along. Yet they come to these ships as strangers and quickly become family. They unite around keeping each other safe and our guests safe and happy. All of that is so inspiring to us that we chose to run this ad after the first presidential debate. It was perceived in a political way. It didn t completely surprise me. I got some of the most beautiful beautiful letters and emails from people that said Thank you What you did was subtle and beautiful and necessary. I think it worked extraordinarily well. We looked at the results the other day and they were awesome. You ve said how important the LGBTQ market it is to you. It seems important to any company that wants to be socially consciousness and to the bottom line. Openness and inclusiveness is important to me personally to our company to all our brands especially Celebrity. We have long been always welcoming to the LGBTQ community. We are finishing up the finalization of being the official sponsor of the Miami Gay Pride event in April. We have won multiple awards from the community. Celebrity has five pillars destination design service culinary and accommodations and those all resonate really really well. We are a highly decorated cruise line. The LGBTQ community has always recognized us in that way. They love Celebrity and we love them. One of the first decisions you made as president and CEO was hiring the first female captain of an American cruise line Diane Rutledge and Eric Kelly Bo Franz Eric Sussman and Kate Lynk Pam Moskowitz Georgette Evans and Kathleen Cannon www.sfbwmag.com DECEMBER 2016 47 CEO CONNECT Kate McCue. Can you tell me about that move There have been women captains before but none from the United States and none for Celebrity. In my last job as executive VP of operations for Royal Caribbean I had the great fortune and pleasure of meeting Kate. She came to one of our captain and hotel director conferences and from the first time I met her I knew she was special. I found out she had received the highest performance evaluations of all the staff captains in the Royal Caribbean fleet for 13 contracts in a row and hadn t been promoted to captain. I would speak to the gentleman I worked with who ran that division and kept asking When are you going to promote Kate I didn t tell him to do that. I try to be one of those leaders that encourages and doesn t tell. I had the good fortune that he never did that because the first thing I did when I came to Celebrity is I knew I needed to diversify our culture on our bridges. Diverse cultures are strong cultures. Different people at the table makes the conversations better and the ships better and safer. I got Kate to say yes and join Celebrity. The day she said How will I be able to thank you for making all my dreams come true was one of the most special days on my job. She s just awesome. Tell us about your role as president and CEO at Celebrity Cruises and how you spend your days. We have 12 ships. They start at 16 passengers and go to 3 100. We just purchased two smaller ships. One is a beautiful catamaran at 16 passengers in the Galapagos. I m going on my first Galapagos cruise in April. Our ships sail around the world. I also run the entire global marine organization for Royal Caribbean. I don t just run Celebrity Cruises. That s 45 ships under six different brands. That s about 30 billion in assets that have to stay safe and reliable. The things I talk about and plan about are quite diverse on any given day. Celebrity is building four new ships the Edge class. The first will be introduced at the end of 2018. We ve very heavily involved in designing planning itineraries and how we are going to launch it. The days are busy. It s 24 7 but it s exciting and wonderful and energizes us all every day. What is the biggest career risk you ve taken and how did that work out In 2001 I had spent about 17 years in sales. When I started at Royal Caribbean I started as a district sales manager where I was from in Massachusetts calling on travel agents in five states and eastern Canada. In 1989 I had to make the decision on whether to find a new job or move to Miami because the only way you could move up in the company was to move to South Florida. Back in the late 1980s that wasn t necessarily an exciting proposition especially for a young woman from Massachusetts whose whole family was there. Fast forward they have all moved down here. I came to Florida and then my path was to be the head of sales. That was my only career aspiration. I spent 17 Preston Jones and Victor Arocho Diane Rutledge Peter Oldbury and Angela Davis. 48 DECEMBER NOVEMBER 2016 www.sfbwmag.com CEO CONNECT years working my way through every region every job with the sole intent of becoming head of sales when my boss decided he was done. In 2001 the head of sales and marketing took me out of sales and put me in marketing. That was probably my biggest risk and probably the unhappiest I have ever been because I felt like the rug was pulled out from under me. I felt like I was never going to achieve the only dream I ever had. That worked out pretty well for me actually. One of the lessons learned was to take risks. Your path isn t linear go with the flow. Then I went into operations after that. Take a sales and marketing girl for her career of 21 years and plop her into operations where there were no women they didn t want women. They had no use for women and no respect for women. That was a big jump and change for me but I survived and plugged along. How did you survive I didn t let anyone see that the disregard and disrespect for me bothered me. I had a boss that had an 8 30 operations meeting every day with the operations team and I was one of those people. I was his vice president and he didn t invite me. I had other colleagues that would shake their head and figure I was just a nuisance that was going away soon. I just did my thing and got great results. The person that put me in the job had the utmost confidence in me and put me there for a lot of reasons changing the culture was one of them. I just persevered. I was kind of the last man standing. You build your credibility one interaction at a time and eventually gender becomes a nonissue. The same thing happened when I went over to Royal Caribbean because then I took over the marine organization. So how do you lead these captains and chief engineers people who build ships when I have never built a ship or fixed an engine You find a friend who can help you because you are not a subject-matter expert. At the end of the day people are just looking for strong leaders who will support them vs. people who have actually done the job. What is something that you can point to that you really put your stamp on over the course of your career I think the new ships the Solstice class certainly. Those ships are a labor of love. They tell who you are in so many ways. How we crew the ships the people we choose the attitudes we choose the environment we create for them. Now designing the Edge class for Celebrity is something I m committed to. The stamp I d like to leave in the world is that you are defined not only by what you do for a living but are defined by what you do to help and give back. I take my role and opportunity with a big responsibility to help make sure I help people and pay it forward. I hope that is something that people say about me that I actually did my best every day to pay it forward for people who want to get ahead in their careers and people who don t have a voice and need one. What s your advice to women coming up against obstacles You can t give up. Patrik Dahlgren vice president of marine operations at Celebrity has taken the percentage of women on our bridges from 5 percent to 20 percent in 14 months. That s an amazing guy I work with. I work with people who share the vision and share the mission. My boss Phillip Jacobs Matthew Dernis Steve Dority and Solomon Reeves Erik Chafin and Penny Morey Preston www.sfbwmag.com DECEMBER 2016 49 CEO CONNECT Clayton Idle Barry Ellis and Jack Chadam Carole Mayer Paul Metcalf and Diane Rutledge who tells me every day not to thank him because I earned it. He s right I did but thank you is still something you should say. There are a lot of people regardless of your gender who will tell you why not. I live my life ignoring that. When someone tells me no or I can t do that it just continues to motivate me to prove them wrong. How does Celebrity differentiate itself among the RCL brands and its many competitors. I know modern luxury is one of your catchphrases. Modern luxury is a moniker we chose. We aren t luxury luxury is a little stuffier than we are. We are very approachable very comfortable and very sophisticated. We stay on the modern side. It enables us to continue to evolve and create great experiences. The lovely thing about this modern luxury positioning is we are alone in this space. You have contemporary and premium. We do things that are just a little different from anyone else. We do signature events overnights and double overnights. We do A Taste of Film where we have people on our decks on beautiful modern South Beachchic furniture watching films and having a culinary experience that correlates to the film. We don t just have big parties by the pool. We take it up a level where people are looking for the types of things we do knowing there is an element of class and sophistication in a really luxurious way with an intuitive and personalized service that our crew gives on these beautiful boutique hotels that sail around the world. It seems to be working because the people that matter whether they re consumers the LGBTQ community or all the companies who awards brands for certain things it s really resonating. If a company doesn t have money to charter a boat what sort of experience you can create that is unique I ran the incentive division for our company for 10 years from 1990 to 2000. My favorite business is corporate meetings and incentives. I think what people don t realize is holding one of these events on a ship is very similar to a hotel. Customization is really something we excel at something we love to do and we create very specific and individual experiences for people within those types of groups on the ships that our other guests are not experiencing. We make it very easy to have meetings customized private shore excursions one of our specialty restaurants private dining areas certain classes of staterooms. We really have great customization. Demographically the old line in the cruise industry is cruisers are the newly wed and the nearly dead. In the 2020s aging boomers will be in their 70s and beyond. How do you get the next generation to come in One of the good things about us baby boomers is we do a lot of multigenerational family cruising. We take people who are one or two generations behind us and convert them to cruisers. For 32 years what you are saying is how cruising has been thought of and it s really time to change the conversation. That s one reason why we did Sail Beyond Borders. We made a big statement that not 100 percent of the people loved but enough of the people loved so we could get into conversations where people would say Oh Celebrity Cruises who are they What do they do I think that s a brand I might be interested in because they share my values. I have a very strong set of core values brands that have a value proposition and a philosophy that is aligned with people they care about attracting are going to win. We have been very thoughtful about his. That is one of the ways to get in the minds and hearts of people who think about cruising in the wrong way. 50 DECEMBER 2016 www.sfbwmag.com MIAMI MIAMI NEW YORK NEW YORK DENVER DENVER LAS VEGAS LAS VEGAS SAN DIEGO SAN DIEGO WWW.GMLAW.COM www.sfbwmag.com DECEMBER 2016 BOCA RATON FORT LAUDERDALE MIAMI BEACH NAPLES ORLANDO PORT ST. LUCIE TALLAHASSEE TAMPA WEST PALM BEACH NEW LOCATIONS DENVER LAS VEGAS MIAMI NEW YORK SAN DIEGO 51 Amerikooler walk-in coolers and freezers are that cold. Our industry-leading features and long-lasting efficiency make our coolers and freezers as cold as this list for years. When your rapidly growing business is heating up let Amerikooler keep you kool. amerikooler.com 52 DECEMBER 2016 www.sfbwmag.com STAY CENTRED. A Lifestyle Hotel & Residences at Brickell City Centre 305.712.7000 A Swire Properties Company www.east-miami.com www.sfbwmag.com DECEMBER 2016 53 EXECUTIVE ROUNDTABLE Insights into Health Care By Kevin Gale Amid a presidential candidate squabble over health care costs a panel of high-level executives in the field offered some remedies of their own during an Oct. 25 discussion at the Coral Gables Country Club. The South Florida Executive Roundtable panelists talked about issues with the U.S. fee-for-service system the evolving role of hospitals big data and how consumers will play a key role in squeezing out costs. The moderator was Jim Sink a principal in the health care practice at RSM an audit tax and consulting firm. Moderator Jim Sink and panelists Hugo Villegas Jeff Mihm Mark Doyle and Brian Keeley The panelists Hugo Villegas president for Latin hospital s app and website to solve that. It could also be used America at Medtronic a medical device to deliver medications. manufacturer. Big Data Baptist is investing 100 million in information Jeff Mihm CEO of Noven Pharmaceuticals a Miami systems and Keeley noted a 60 Minutes report that showed company known for its expertise in transdermal patches. IBM s Watson technology platform is way more capable than Mark Doyle CEO of Memorial Hospital Pembroke. humans in capturing and analyzing vast amounts of data Brian E. Keeley president and CEO of Baptist Health which is important for health care outcomes. Devices can be South Florida. networked to feed more data. SFBW is the media sponsor for the monthly roundtables. Pressure on Device Makers Villegas says Medtronic Here are some of the highlights discussed by the panelists. invests about 10 percent of its revenue in research and Fee-for-Service The payment and compensation system development. It has changed the R&D process to ensure is a fundamental problem for health care in the United States projects are killed in the early stages if they don t add value which has the highest costs in the world Keeley said. The goal and reduce costs. needs to be compensating doctors to keep people healthy rather Wake Up Washington Universal coverage is needed than paying them to treat people who are sick. Consumers to keep the uninsured from relying on the high-cost routine need education on costs and quality of care. They also have to of showing up in emergency rooms Keeley says. Too many have a financial stake otherwise there is no incentive to be cost young people are not signing up for insurance which fills effective he says. insurance pools with too many older and sicker people. Cost Consciousness Doyle noted the rise of clinics Everyone needs to be in the risk pool he says. Villegas says in drug stores such as CVS and Walgreen s. In one way the the nation s health care system needs to stop fostering highcompetition is disconcerting for a hospital CEO but the point cost procedures which happens now because that s where the is to drive down the cost of health care he says. The Leapfrog money is. Group has a website that allows consumers to compare costs Evolving Hospitals Ten years from now hospitals will and determine who is the best provider Keeley said. Baptist has be focused on major medical procedures with an increasing a six-member team that can give price information within an number of services done on an outpatient basis Doyle says. hour 24 7. More Skin Patches Mihm said Noven is not only focused Already some orthopedic procedures that once required five on products with better efficacy and safety but investing heavily days in a hospital are outpatient treatments. Culture is an Issue Doyle says he encounters families in technology that can deliver more types of molecules such as who won t even broach the topic of hospice care. Keeley said proteins and peptides. the United States might never adopt the European attitude that Technology Mashups Doyle said many patients miss it s better to die at home but value-based systems will have an appointments because they need a ride or have trouble finding impact. parking. A ride service such as Uber could be integrated into a 54 DECEMBER 2016 www.sfbwmag.com EXECUTIVE ROUNDTABLE SILVER LINING CATERING SLEventCatering RING IN THE NEW YEAR INSPIRATION 3... 2... 1... Happy New Year A party is always better with a little bit of sparkle. Be inspired by the effervescent glistening twinkle that emulates celebration. the APP OYSTERS ESCABECHE kumamoto oysters corn nuts pickled sea water & pepper mignonette the DRINK Everyone celebrates the New Year with champagne. Stand out from the crowd with a signature beverage at your event. Try this Esperanza Espumante. Cava Lychee Nectar Nutmeg & Vermouth. the DESSERT www.sfbwmag.com DECEMBER 2016 Learn more about our specialty services. P 954-917-1020 ext. 314 silverliningcatering.com 55 LAW What Businesses Need to Know about Transgender Legal Protections BY KEVIN GALE Case law is still emerging in the field of legal protection for transgender people but government agencies already are cracking down on what they deem rights violations. Joe Santoro a lawyer in the West Palm Beach office of Gunster offers advice for employers. How do you define who falls into the description of being transgender At its simplest terms a transgendered person is someone who identifies outside of their physical gender. It doesn t necessarily mean from a legal standpoint that they have to be undergoing any gender reassignment or surgery. It could be a person who doesn t do any of that but doesn t identify as the sex of what their physical characteristics are. Sometimes you don t even know someone is transgender. They don t tell you. Can you explain in layman s terms what it means for someone who is transgender to be in a protected category When you read Title VII of the Civil Rights Act it says you cannot discriminate based on race color religion sex and national origin. What has happened over the past decade is courts have struggled with whether or not someone who is transgendered qualifies as protected under the sex characteristic. The EEOC and other government agencies such as OSHA have said when the statute says sex it includes transgendered folks. Courts are kind of split. Some say when it says sex it means transgender and other variations. Other courts have said it doesn t because Title VII doesn t say transgender. What accommodations does the law require employers to make People who are transgendered are entitled to all the protection applicable to any other category under Title VII. You cannot discriminate in the terms and conditions of employment based on those characteristics. You can t refuse to hire someone because they are transgendered or treat someone who is transgendered differently. They get all the protections that are available. There may be physical changes in a person s appearance if they are transitioning genders. What is the best way for employers to handle this There are many organizations such as the Society for Human Resource Management that have come up with policies and procedures on how to deal with requests from those who are transgendered or undergoing transition. They tend to give the same advice You should not be afraid to ask a question or communicate with the employee. You have to be respectful of an employee s privacy. The situation could be either the employee is making a request or you have knowledge that employee needs an accommodation. The right thing to do would be to respectfully sit down and talk with them and see if they need anything from you. Just ignoring it and allowing problems to potentially fester is not the right approach. When do you change the first name at work for a transgender employee When the employee asks you to. The EEOC would take the position that you are required to refer to the employee how they want to be identified. If Mike wants to be called Michelle you need to respect that employee s request. The best practice internally is to just tell people. How do you communicate the name change You can t throw common sense out of the window. A lot of it has to do with your work environment. It may be the employee has a name tag and wants to change their name tag and everyone will know what they want to be called. Or are you in an office where they only interact with limited people and then it s who do you have to tell The overriding goal would be to respect that person s wishes without causing them unnecessary embarrassment. How do you deal with coworkers who might take issue If the law is going to treat transgendered people in the same way as other protected classes the fact that you have other employees who might be Joe Santoro offended is not a reason to not do what you have to do. Let s say you have an employee who doesn t want to use a restroom when an African-American is using it. That would be ridiculous. If the law is going to treat a transgendered person in the same way why is it any different It isn t. The problem most people have is they are just uncomfortable. They don t know what transgenderism is and some people equate it with something bad. Just because somebody wants to identify as a man doesn t mean they are a sexual deviant. The biggest issue by far is the bathroom issue. For the most part what I ve seen is no one cares about how they are dressed or want to be called. The consternation seems to come when Mike wants to use the women s bathroom. They assume because that person is transgendered then there is potentially some sexual inappropriateness that they are engaging in. That s simply not true. What issues might come up when it comes to health care insurance Most likely none. For most employers the policies they have because of compliance with Obamacare really don t create an issue for this. There are some religious institutions that have not wanted to fund the surgeries and that issue is still unresolved. Ultimately there will be Supreme Court decisions on that. 56 DECEMBER 2016 www.sfbwmag.com LAW How can companies go about developing a policy to address transgendered employees The first thing you have to do is become educated on what the issues are. There are sources for model policies. But the best thing you can do is call your attorney and work with them on an appropriate policy that is consistent with your business. This is not a one-size-fits-all policy. How widely adopted are these policies Do most major companies have them Yes. Good employers that are sensitive to these issues do not want problems. How should an employer dress code address a transgendered person s attire Or does it even need to do so Not really because if you have dress codes they are typically male and female dress codes. If the person identifies as female they will identify with the female dress code. What about someone who may identify with aspects of both male and female We need the Supreme Court to address this. That s the kind of argument they come out with. If Mike can come in one day and say I m identifying as a woman and the next day as a man how do I deal with that The answer is we don t know and won t know until these issues work through the court system. Respectful treatment and not being so rigid is the best advice you can give. How do you handle conflicts such as a coworker feeling a conflict with their religious beliefs That s a huge issue. It is one that is absolutely unresolved. There are certain religions where their belief prevents them from sharing a restroom of someone of the opposite sex. So now you are in the situation as an employer where you want to accommodate your transgendered employee and the religious beliefs of your employees. Which one prevails Religious objections are going to be one of the issues that will ultimately make its way to the Supreme Court. What I suspect will happen is the transgender rights will overcome the religious objection. Yes we have an obligation to accommodate a religious belief but it s not an absolute accommodation it s a reasonable accommodation. Could you just offer a unisex bathroom as an alternative The answer is you can have that but cannot force a transgendered person to use a unisex bathroom. The EEOC takes the position that that is discriminatory. Is there litigation happening or is the EEOC pursuing companies on transgender issues The EEOC is dying to get this case in front of the Supreme Court. The EEOC is actively bringing claims against employees who are failing to accommodate transgendered people when it comes to bathrooms. Time to trade the corner office for your own little corner of the world A Transworld business advisor can get you there. Every day Transworld Business Advisors connects quality top-paying acquirers with business owners ready to sell and move on to the next stage in their careers. As the world leader in business sales franchising and mergers and acquisitions Transworld has access to a huge database of individual domestic and immigrating buyers and strategic corporations looking for the right business opportunity. And Transworld has the expertise to ensure any business sale goes smoothly. So whether you re ready to sell your business or buy an existing business or franchise contact a Transworld Business Advisor for a free consultation today. Andrew Cagnetta OWNER CEO 800.205.7605 t world.com www.sfbwmag.com DECEMBER 2016 57 SPORTS SPORTS 58 DECEMBER 2016 www.sfbwmag.com Financial Score HOW THE DOLPHINS CREATED A GLOBAL ENTERTAINMENT DESTINATION BY KEVIN GALE PHOTOGRAPHY BY MIAMI DOLPHINS Miami Dolphins owner Stephen M. Ross spent 500 million to enhance Hard Rock Stadium and now all senior executives Todd Kline and Jeremy Wall have to do is make sure it pays off. Their efforts seem to be working. The highest levels of premium seating have a waiting list for next year and the team expects to sell out each regular-season game this year just like it did last year. It all starts with Stephen Ross and his vision for building a global entertainment destination says Kline who is senior vice president and www.sfbwmag.com DECEMBER 2016 59 SPORTS The BankUnited club level area will get a new look before next season with a Rockwell Group design chief commercial officer. Not just any stadium would do for the New York billionaire developer when the Knight Frank global real estate consultancy ranks Miami as the sixth-most important city among the ultra-wealthy. Consider the experience of having one of the Nine Suites so named because there are just nine of them. It starts with a limousine picking you up. Then you get dropped off at the stadium where someone holds a sign with your name waiting to escort you to your suite which is on the home sideline between the 30-yard lines. You may use one of the four passes provided to get on the field before the game. You may settle into one of the plush oversize leather chairs and see instant replay on your own TV set. There s a lounge area with comfortable couches. Step inside to cool off and there are drinks at a private bar and an array of food such as sushi and crab claws. It s all included of course. There s a road trip with the team every season and a private dinner with former quarterback Dan Marino an NFL Hall of Famer. No worries about going to the Super Bowl because two tickets are included. Just below that tier is the 598-seat 72 Club named after the team that went undefeated in the 1972 season. The 72 Club also has comfy seats four to a box and access to a restaurant and bar. The stadium has plenty of other seating options including clubs in the end zones swivel-chair seating with tables on the 100 level and Bokampers MVP Club which has an all-you-caneat buffet. You also may dance away the game at the LIV nightclub which has private cabanas. Upcoming is a renovation of the entire BankUnited club level at the stadium designed by the famed Rockwell Group. The number of suites will drop from 180 to 150 and four new clubs will be created on each corner of the club level. The fan experience in general has been improved by the canopy which shields 92 percent of the seats but still allows for natural grass on the field. Because the Miami Marlins no longer play at the stadium front-row seats moved 24 feet closer to the sidelines. The team made a commitment to working-class fans by keeping 17 000 seats priced at 50 or less a game. Two new tap rooms have 56 types of craft beers including 18 from Florida on tap. 60 DECEMBER 2016 www.sfbwmag.com SPORTS Perhaps the biggest sign of Ross vision paying off is the 18-year agreement that put the Hard Rock name on the stadium. The Seminole Tribe of Florida which owns Hard Rock is based a few miles north of the stadium along the Florida Turnpike. A lot of what the Dolphins do involves brand activation to reach consumers which Hard Rock is getting in spades. Its logo is visible as you walk up to the stadium and TV viewers see it on the new canopy during broadcasts. It s on the VIP helipad and the stadium s south gate which is now the Grand Plaza presented by Hard Rock. Kline envisions some of Hard Rock s entertainment memorabilia being displayed at the stadium and some memorabilia from the stadium being displayed at some of Hard Rock s 167 caf s and hotels. For example a Hard Rock location in Shanghai could have a guitar used during a performance at the stadium. Hard Rock s connections in the music world also open up the possibility of more performances at the stadium he says. A bonus for Hard Rock and the Dolphins other partners is the 2020 Super Bowl coming to the stadium. In 2017 the Brazilian men s national soccer team will play a series of matches at the stadium and Spain s Real Madrid soccer club will open the International Champions Cup. Kline had a hand in negotiating the deal and oversees all of the sponsorship revenue and brand activation for the Dolphins including corporate partnerships media and special events. We work with the business community of South Florida anyone interested from a corporate perspective in using the Miami Dolphins and Hard Rock stadium to promote their brand product or service he says. One example of a successful partnership is with the AARP Foundation which sponsors the Dolphins Special Teams. The community volunteer program serves more than 200 charitable and civic organizations in the region. The 72 Club area comes with TV screens and plush leather seats The lounge area for The Nines the most exclusive seating at Hard Rock Stadium The buffet area of the 72 Club goes way beyond hot dogs and hambugers www.sfbwmag.com DECEMBER 2016 61 SPORTS Dolphins owner Stephen M. Ross a billionaire New York developer spent 500 million to create a top tier experience for fans One of the outcomes related directly to AARP s mission was attracting 5 000 fans to Nova Southeastern University to pack a million meals for senior citizens Kline says. The Special Teams page on the Dolphins website (miamidolphins.com) includes the AARP logo and it offers an array of volunteer opportunities which are sometimes held at the stadium or involve current and former players. Walls who is in his second season as chief marketing officer after previously being chief revenue officer said there are many other examples of how the stadium has enhanced the fan experience. The Dolphins have added a bigger variety of cuisines and more homegrown options in the stadium s restaurants. Examples include Shula Burger Caf Versailles Sushi Maki Sloppy Joe s Bru s Room Bokampers MVP Club Crumb on Parchment by noted chef Michelle Bernstein and Grown an organic restaurant developed by NBA star Ray Allen and his wife Shannon. The usher team has been brought inhouse and Ritz Carlton provided training. The Dolphins eased the flow of traffic into the stadium through partnerships with Uber and SunPass as well as digital tickets and new turnstiles. After games fans can get a message on where to go in the Uber parking lot to get their cars. Walls has a broad swath of responsibility leading the team s ticket sales and operations member services suites customer relationship management marketing branding creative video stadium guest experience and in-game entertainment efforts. Under Walls the Dolphins have increased ticket sales revenue by 47 percent in three seasons which led to selling out each regular-season home game in 2015. (The team expects to sell out every game this year too.) In 2014 the Dolphins had the highest season ticket member renewal percentage in five years and set an all-time NFL record in group sales. The Dolphins have invested heavily in marketing capabilities much like they have the stadium. While most sports teams have a small marketing department and then outsource to an agency the Dolphins have an in-house team of more than 30 employees handling all the video photography creative material marketing and branding. The idea is not to just cover the team but tell stories and create an emotional connection Walls says. The content includes behind-the-scenes stories weekly chats podcasts and film breakdowns through the team s extensive video library. The payoff As the season started the Dolphins were ranked tops in the NFL for social media with more than 15 million views in a month. 62 DECEMBER 2016 www.sfbwmag.com Where Improving Your Swing And Your Bottom Line Go Hand-In-Hand T he Greater Fort Lauderdale Chamber of Commerce creates partnerships in support of programs that strengthen companies and create a stronger community. Business leaders benefit from coming together to share and learn. From power lunches to lead groups to a day on the greens let s partner on building a better Fort Lauderdale. Become a member and EXPERIENCE BETTER BUSINESS today Visit FTLChamber.com join or call us at 954-462-6000 for more information. FTLCHAMBER.COM JOIN 512 NE 3rd Ave. Fort Lauderdale FL 33301 Info FTLChamber.com 954-462-6000 www.sfbwmag.com DECEMBER 2016 63 APOGEE AWARDS SFBW held its third annual Apogee Awards for C-suite executives at the NSU Art Museum Fort Lauderdale. The museum s theater was filled to capacity for the awards program The audience gave a rousing reaction to Jeremy Walls who is senior vice president and chief marketing officer of sponsor Miami Dolphins Honorees gather for a group portrait The Dillard High School Marching Band Drum Line provided an energetic opening Tripp Scott s Edward Pozzuoli accepts the president s award for Broward County from sponsor Yamal Ydios and SFBW Chairman and CEO Gary Press Mitch Kramer Bianca Diosdado and Joe LoBello of presenting sponsors Octagon Technology Staffing Professional Recruiting and Executive Search 64 DECEMBER 2016 www.sfbwmag.com S P E C I A L M A R K E T I N G F E AT U R E CHRISTINA NICHOLSON WHY YOUR BRAND CAN BENEFIT FROM MEDIA RELATIONS When it comes to marketing the conversation almost always goes back to public relations. More specifically media relations. While it s not easy to quantify a return on investment media relations can take a brand no one has ever heard of and make it recognizable overnight. As a former TV reporter and anchor I ve seen the rewards a business can reap from just one appearance on TV. To really see things catapult throw in a few online mentions a couple magazine features and a newspaper announcement. Create more brand awareness In my experience this is the biggest reason small business owners decide to hire someone like me or a public relations firm. They want to create more brand awareness. No company wants to be that company no one has heard of. Regardless of whether or not someone is a paying customer or client you still want to be on their radar and hear Oh yeah I ve heard of them. There is no better way to reach more people in a short amount of time than to be featured in the media. It does make people aware. Build customer and client base Why are small business owners interested in creating more brand awareness Because that could turn into more customers and clients. Again people can t walk into your store call the front desk or add your product to their online shopping cart if they don t know who you are. When they learn a little bit more about your brand and the problem it s solving for them it s decision time. Then you re most likely going to see a few more customers or clients. Increase credibility Yes you can create more brand awareness and build a larger customer and client base through advertising but did you know earned media is worth three times more than paid media When a media outlet takes the time and energy to promote you it appears as if it is giving you an endorsement. It has been referred to as a third party endorsement. This gives you and your brand a great deal of credibility. For example if your brand has been featured in five different local outlets and those logos or links to those stories are posted on your website and your competition has nothing ask yourself Who looks more credible (It s you ) Motivate your team Yes I have been hired to handle media relations for a company for the sole reason of motivating the employees who worked there. At first I thought it was an odd reason for someone to pay for media relations services but after a few weeks of work it made perfect sense. When a brand earns media exposure it s a form of acknowledgement. When an employee feels acknowledged they re more motivated which in turn leads them to work harder - and that benefits your bottom line. Christina Nicholson is a former TV reporter and anchor who now owns and operates a public relations firm Media Maven. She helps small business owners earn exposure through media relations video production writing and blogging. She also recently launched Master your PR - an online course that teaches small business owners how to handle public relations on their own. www.sfbwmag.com DECEMBER 2016 65 SPECIAL QUARTERLY REPORT COMMERCIAL REAL ESTATE Bargains Aren t Easy to Find Anymore BY DARCIE LUNSFORD Consumer psychology is surprisingly universal. It doesn t shift dramatically whether the consumer is buying a Canali suit or leasing a corporate office. Everyone wants a perfect fit and a great deal. And to get a deal one need only to comparative shop negotiate hard and wait for the other side to flinch. While that logic might hold true in the world of retail where clothing shoes and shiny baubles are in plentiful supply finding a bargain in South Florida office or industrial space is increasingly difficult. According to the latest CBRE market data demand continued to outpace supply driving rents up and vacancies down across the region in the third quarter. Most real estate experts say the leverage has now shifted from tenants to landlords in all but a few submarkets. There are less concessions than there were two to three years ago when you could ve gotten about a month of free rent for each year of lease term. Now you will probably get half that says Caroline Fleischer managing principal of Cresa South Florida a tenant representation firm. She says landlords of top buildings in downtown districts and along major highways are also raising rents and holding firm to face rates. With a 12-percent rate hike year-overyear Broward County had the largest office rent spike in the tri-county area according to CBRE data. The vacancy rate fell to 13.5 percent compared to 15.2 percent the same quarter last year. In downtown Fort Lauderdale vacancy dropped by 3 percent to 10.6 percent which reflects a significant rebound from 2012 s bleak vacancy rate of 21 percent. The overall office market is healthy says Peter Reed managing principal of Commercial Florida Realty Services. Limited spec office development during the past upturn has helped keep things in check. Broward County has seen only one major office development completed since the Great Recession. Palm Beach County has seen none. The market is in most need of new class-A office development particularly in the central business districts of Palm Beach and Fort Lauderdale says Ken Krasnow executive managing director Colliers International in South Florida. We have not seen any new class-A office developments in these markets break ground for at least eight years. In Palm Beach County the office vacancy rate plummeted 260 basis points to 16.7 percent the biggest yearover-year drop in the region. Rents rose 11 percent. Miami-Dade County has been the focal point of new office development during this cycle. Much of the new space is tucked within large mixed-use projects. The county had 792 517 square feet under construction as of the third quarter. The vacancy rate fell to 11.9 percent from 13.1 percent. Rents also rose 5 percent. But it will surely be the roar of South Florida s industrial real estate boom that will come to best symbolize the rebound out of the 2008 financial crisis. Miami-Dade where nearly 3 million square feet of new distribution hubs and warehouses already have gone up with another 2.8 million under construction continues to reign as the region s industrial heavyweight. Year-over-year vacancies fell slightly to end the quarter at 3.7 percent. Rents jumped 6 percent. There continued to be an uptick in industrial leasing volume says George Pino president of State Street Realty. Companies continue to grow and are in need of additional warehouse space. E-commerce growth is playing a large role. Broward had nearly 800 000 square feet of new industrial facilities underway in the third quarter. That follows more than 1.2 million square feet of space already delivered in the past six quarters. Strong third-quarter leasing pushed Broward s industrial vacancy down to 5.4 percent from 6.1 percent. Rents rose 12 percent. In Palm Beach County construction activity is the most active since 2008 with 823 831 square feet coming out of the ground as of the third quarter. At 3.2 percent vacant industrial occupancy is the highest in the tri-county area as are rents rising 10 percent. The industrial market continues to tighten with smaller increments of space less than 13 000 square feet almost nonexistent. Most of the demand is coming from housingrelated industries says Robert Smith executive vice president CBRE. Palm Beach County continues to be a very rapidly growing and desirable place to live and work. Freelance writer Darcie Lunsford is a former real estate editor of the South Florida Business Journal. She is the senior VP for leasing at Butters Group and is avoiding a conflict of interest in her column by not covering her own deals. 66 DECEMBER 2016 www.sfbwmag.com CBRE MARKETVIEW SNAPSHOT BROWARD COUNTY OFFICE Q3 2016 Plantation leads in absorbtion VACANCY RATE Commercial NET ABSORPTION (SF) Commercial UNDER CONSTRUCTION (SF) Commercial DIR. ASK RATE (S SF NNN) Commercial 20.4% Cypress Creek (5 261) Cypress Creek 0 Cypress Creek 15.03 Cypress Creek 18.6% Downtown CBD (32 824) Downtown CBD 0 Downtown CBD 15.83 Downtown CBD 10.6% Plantation 70 353 Plantation 0 Plantation 26.92 Plantation 8.7% Sawgrass Sawgrass 205 547 47 059 Southwest Broward 0 18.75 Sawgrass Sawgrass 8.2% Southwest Broward 0 Southwest Broward 19.14 Southwest Broward 11.1% MIAMI OFFICE Q3 2016 Downtown leads in construction VACANCY RATE Airport Doral 67 710 47.175 19.53 NET ABSORPTION (SF) Airport Doral UNDER CONSTRUCTION (SF) Airport Doral DIR. ASK RATE (S SF NNN) Airport Doral 9.5% Aventura (17 513) Aventura Aventura 246 085 Aventura 27.25 42.03 Biscayne Boulevard 9.2% Biscayne Boulevard 1 940 Biscayne Boulevard 0 Biscayne Boulevard 16.3% Brickell 2 189 Brickell 20 180 Brickell Brickell 36.44 41.89 Coral Gables 10.1% Coral Gables 59 929 Coral Gables 129 676 Coral Gables 9.3% Downtown Miami 25 801 Downtown Miami 116 576 Downtown Miami Downtown Miami 37.36 38.25 19.3% PALM BEACH COUNTY OFFICE Q2 2016 Boca Raton adds 119 503 Square Feet VACANCY RATE Boca Raton 69 183 280 000 NET ABSORPTION (SF) Boca Raton UNDER CONSTRUCTION (SF) Boca Raton DIR. ASK RATE (S SF NNN) Boca Raton 14.6% Boynton Beach Boynton Beach 119 503 (1 134) Delray Beach 0 Boynton Beach 19.92 Boynton Beach 29.6% Delray Beach 0 Delray Beach 15.35 Delray Beach 45.2% North Palm Beach 15 500 North Palm Beach 0 North Palm Beach 13.86 North Palm Beach 9.7% Palm Beach 37 797 Palm Beach 0 Palm Beach 20.36 Palm Beach 12.4% West Palm Beach 1 283 West Palm Beach 0 West Palm Beach West Palm Beach 41.42 20.18 18.0% 23 493 0 www.sfbwmag.com DECEMBER 2016 67 CBRE MARKETVIEW SNAPSHOT BROWARD COUNTY INDUSTRIAL Q2 2016 Strong construction in central northeast Broward VACANCY RATE Central Broward NET ABSORPTION (SF) Central Broward UNDER CONSTRUCTION (SF) Central Broward DIR. ASK RATE (S SF NNN) Central Broward 5.4% Coral Springs 32 946 Coral Springs Coral Springs 304 466 Coral Springs 10.73 9.24 Northeast Broward 5.5% Northeast Broward (1 370) Northeast Broward 0 Northeast Broward 6.3% Pompano Fort Lauderdale 15 900 Pompano Fort Lauderdale 362 569 Pompano Fort Lauderdale 8.01 Pompano Fort Lauderdale 2.9% Southeast Broward Southeast Broward 100 951 6.2% 62 971 Southwest Broward 0 Southeast Broward 8.17 Southeast Broward 30 000 Southwest Broward Southwest Broward 8.69 8.27 Southwest Broward 7.0% MIAMI INDUSTRIAL Q2 2016 1 million square feet absorbed in Hialeah VACANCY RATE Airport Doral 53 871 99 384 NET ABSORPTION (SF) Airport Doral UNDER CONSTRUCTION (SF) Airport Doral DIR. ASK RATE (S SF NNN) Airport Doral 4.0% Central Dade Central Dade 53 562 (223 578) Hialeah 876 687 Central Dade Central Dade 9.97 8.06 Hialeah 3.7% Hialeah 0 Hialeah 2.6% Kendall Tamiami (47 670) Kendall Tamiami Kendall Tamiami 1 022 989 31 392 0 6.94 Kendall Tamiami 1.1% Medley 10.21 Medley Medley Medley 4.0% South Dade South Dade 484 465 (12 434) 32 950 767 903 South Dade South Dade 9.19 9.61 3.8% PALM BEACH COUNTY INDUSTRIAL Q2 2016 West Palm Beach adding 571 831 Square Feet VACANCY RATE Boca Raton NET ABSORPTION (SF) Boca Raton UNDER CONSTRUCTION (SF) Boca Raton DIR. ASK RATE (S SF NNN) Boca Raton 4.0% Boynton Beach (22 648) Boynton Beach 0 Boynton Beach Boynton Beach 11.05 8.91 Jupiter 2.2% Jupiter Jupiter 10 150 1 286 Lake Worth 0 Jupiter 2.2% Lake Worth 0 Lake Worth Lake Worth 9.30 8.35 Riviera Beach 1.2% Riviera Beach (267) Riviera Beach 252 000 Riviera Beach 2.7% West Palm Beach West Palm Beach 72 221 4.3% 40 952 0 West Palm Beach 7.66 West Palm Beach 571 831 9.22 68 DECEMBER 2016 www.sfbwmag.com Is Your Roof Hurricane Ready Latite Roofing...ready when you are Call Latite for all your repair and re-roofing needs. Latite is the largest roofing company in South Florida and has been serving residents and businesses for over 70 years. Ask for rate code Life3 to receive 10% off any repair or 300 off re-roofing. Southeast Florida Corporate Headquarters 2280 W. Copans Rd. Pompano Beach FL 33069 800.NEW.ROOF (639.7663) WWW.LATITE.COM www.sfbwmag.com NOVEMBERCCC 1326510 DECEMBER 2016 69 NONPROFIT GOVERNANCE Are You Sure You Want To Join A Nonprofit Board BY GERRY CZARNECKI Joining a nonprofit board is not that difficult but before you do be aware that being a nonprofit director carries some real challenges. Before you start the process of looking for a board to join understand these 10 issues and how they impact your willingness to serve. 1. 2. Being a director takes time. Depending on the nonprofit it could take up great deal of your valuable time. Remember the simple fact that being a director of a forprofit organization means you get checks a nonprofit director writes checks. Most nonprofits have a give-or-get goal for the directors so you will be in the fund-giving or the fundraising business meaning you will be asking others to contribute to your nonprofit. You contribute your time for which you get no tax credit and you contribute dollars for which you do as long as the organization is recognized by the IRS as organization. You really are a fiduciary and therefore the law considers you responsible for all that goes on in the organization. Many of your colleagues on the board will be there because they gave a great deal of money to the organization. But they will not do much in the way of active participation in governing. Others on the board will be there because they want the prestige of being involved in the organization more than being committed to the cause or willing to do real work. If you are an accountant finance chief lawyer banker etc. you can be certain you will be called upon to give substantive amounts of your professional advice and engagement. You probably will be expected to attend more than a few fundraising events that the nonprofit uses to raise money or honor members of the community. 10. You will be giving of yourself to a cause so it s important that the cause is one to which you are committed. Let s be clear I am a passionate nonprofit director and have been all my professional life but these factors go with the territory. If you re not comfortable with these and if you re not totally committed to the cause you need to think carefully about whether this is the highest and best use of your time. Nonprofits need dedicated directors so if you cannot be dedicated to these conditions then you eventually will not be fulfilled and the nonprofit will be let down by your failure to commit. Gerry Czarnecki is founder and chairman of the nonprofit National Leadership Institute (nationalleadershipinstitute.org) which helps boards of nonprofit organizations become strategic assets to the leadership team. His extensive background as a C-suite executive and CEO is coupled with current board leadership of corporate and nonprofit organizations. He is also chairman and CEO of the Deltennium Group. Contact him at 561.293.3726 or gmc deltennium.com. 3. 4. 5. 6. 7. 8. 9. 70 DECEMBER 2016 www.sfbwmag.com CELEBRATE WITH SWEET GIFTS THE SWEETEST BUSINESS GIFTS Your clients will be singing your praises when they taste the selections from our holiday collection. For a complete list of stores visit Hoffmans.com locations ORDER YOURS TODAY HOFFMANS.COM www.sfbwmag.com DECEMBER 2016 71 TECH HUB Off Ramp to Success Citrix other partners support new accelerator BY CHRIS FLECK The partners at The South Florida Accelerator have a long history as angels in startups including Skype Baidu and D-wave which have turned into billiondollar companies. Christopher Malter Neil Adams and Thomas Buchar have combined their extensive experience to launch Florida s first off-ramp technology accelerator. What is that Off-ramping capitalizes on the technology demands of corporations thus expediting the commercialization of new technologies. TSFA increases the commercial viability of intellectual property while simultaneously generating and matching human capital and talent to each new technology. TSFA s largest differentiator regionally is its strategic partnerships which at the onset provide many of its startups the ability to create intellectual property that can be off-ramped rapidly for acquisition or carried through to commercial viability. TSFA s relationships with universities incubators other accelerators and venture capitalists are essential parts in developing the region s portfolio and delivering a favorable ROI to stakeholders. The team also has extensive experience with crossborder alliances and transactions which will enhance South Florida s position as a global innovation hub. South Florida s development of its innovation economy is at its genesis. In the last three years several incubators and shared space offices have begun to take root and support a broader strategy to foster entrepreneurs and Thomas Buchar and Christopher Malter bring their ideas to fruition. Magic Leap Modernizing Medicine MDLive and numerous other startups have generated substantial funding but South Florida needs more. The Kaufman Foundation recently announced that South Florida is ranked second in startups behind Austin Texas. Yet the region ranks 39th out of 40 in scaling. Why Lack of funding and ability to effectively grow companies. TSFA s mission is to identify visionary entrepreneurs and facilitate the formation of ideas and concepts. It helps to do this by providing a clear path to success through a global ecosystem of innovation resources. TSFA is quite passionate about accelerating the maturation of new technologies and the generation of jobs in Florida s innovation ecosystem. Our strategic partners get early access to tailor-made innovations in a cost-effective manner and in a shortened time-to-market environment Malter says. Investors and venture capitalists will receive lower-risk investment opportunities. Ultimately we are here to add to the region s GDP and foster job growth. Most recently Citrix and TSFA announced a strategic partnership to advance new technologies and support South Florida s burgeoning innovation ecosystem. As a co-founding sponsor Citrix will have a seat on TSFA s selection committee and will be allocated three industry-specific accelerator-sponsored NewCo forums annually. Citrix will hold a seat on the boards of the TSFA and Innovation Florida its nonprofit advocacy organization dedicated to the advancement of innovation. Citrix has deep roots in the South Florida business and technology communities says Buchar TSFA s managing director. We are honored to join hands in efforts to foster entrepreneurs in South Florida s new ideation economy. Chris Fleck is on the board of the South Florida Technology Alliance and vice president of emerging solutions for Citrix Systems (Nasdaq CTXS) a Fort Lauderdale company that provides secure delivery of applications and data. 72 DECEMBER 2016 www.sfbwmag.com OFFICE WAREHOUSE DISTRIBUTION INDUSTRIAL BUILD OUTS RETAIL RESTAURANTS NIGHTCLUBS MIXED-USE HEALTHCARE EDUCATION CHURCHES IVY DEVELOPMENT CORP. PRE-CONSTRUCTION CONSTRUCTION SERVICES 954.862.1752 www.IvyDevelopmentCorp.net SOUTH FLORIDA GENERAL CONTRACTOR SINCE 1989 LICENSED INSURED GCG040105 SALES STRATEGIES Sales Meeting Blues BY GRETA SCHULZ How do sales meetings go on Monday mornings You gather all of the numbers in preparation. You tediously write down where each salesperson is in comparison to their weekly monthly and annual goals. You are ready to present these findings like you do every Monday. You start at 9 a.m. but there are still one or two people who arrive late apologizing for the traffic. One by one each salesperson reluctantly drones on about what he or she is working on what s in the sales funnel and what will close this week. The team listens to excuses disguised as stories of why they haven t closed. After they re off the hot seat they settle in discreetly peeking at their phones and zoning out for the rest of the meeting. Productive Motivational No. It s a snoozefest at best. OK so maybe your meetings aren t quite this bad but are they some version of this Admitting it is the first step. Why does this happen Why do we go through this weekly exercise with no real value Probably it s because we do what we have always done. Change is hard. Whether it is right or wrong this is what we do. Let s change that paradigm. Start by identifying the goals of the sales meeting. There should be three to educate to congratulate and to motivate. EDUCATE What is it that your salespeople would benefit from knowing or knowing more about Is it a new product Is it information about their market changes and trends Is it practicing a short roleplay of a better way to approach a prospect or to close Choose different subjects and have one shared weekly. By the way you shouldn t always be the one sharing. Assign someone who might be good at it or someone who needs additional help with a particular issue. Tell them what you would like them to teach to the group. Give them a timeframe and some basic parameters that you want to make sure are covered and tell them to be as creative and interesting as they wish. CONGRATULATE Use this opportunity to give someone recognition for something they have done well. This does not have to be limited to a sale but it certainly can be. Have someone share things such as getting a tough appointment or turning a networking opportunity into a new business meeting or a closed sale and the steps they took to close it. MOTIVATE Find something done well and share the news. This could even be about someone in the organization outside of sales. There is nothing more motivational than sharing good news. There are also things such as a great book to read or a motivational quote. Use your imagination but keep it light and upbeat. So how do we discuss tough things such as not making enough calls missing goals or having a bad attitude Do that in person. Weekly one-on-ones should be no more than 30 minutes long and an agenda should be sent ahead of time and followed. Sound like a lot of work Maybe. But if your meetings are anything like I described above ask yourself how s that working. Greta Schulz is president of Schulz Business a sales consulting and training firm. She is the best-selling author of To Sell is NOT to Sell and works with Fortune 1000 companies and entrepreneurs. For more information or free sales tips go to schulzbusiness.com and sign up for GretaNomics a weekly video tip series or email sales questions to greta schulzbusiness.com. 74 DECEMBER 2016 www.sfbwmag.com PEOPLE PASSION AND PROFITS True Meaning How We Say It Matters BY STEPHEN GARBER Some hear happy holidays as kindness. Others hear it as politically correct pap insisting we should say Merry Christmas or Happy Hanukkah instead. Some just tune it out altogether along with the music that is everywhere. Many of us will get very busy preparing buying partying and expressing our wishes for the holidays to family friends and colleagues. Great stuff right We ll say it to strangers neighbors and people who help us in our daily lives. It s great to have a reason to express goodness kindness and best wishes. Sometimes it has deep meaning. Sometimes it s just the right thing to say or do. And sometimes well it simply feels empty. In the expression of our feelings the words are not all that we have. It s often much more how we say what we say that makes the difference. Despite the fact that you re reading this the written word particularly emails can often lose the nuance of inflection of tone of the deeper meaning. Try punctuating this sentence A woman without her man is nothing How do you read it What do you hear in your mind Generally research says men will read it one way as A woman without her man is nothing while women read it another way as A woman Without her man is nothing. What does it say to you Does it say women are nothing if they don t have a man Or does it say mankind is nothing without women It all depends on how you read it. As we approach the holidays we become more stressed in many ways. On top of our daily lives we all have yearend responsibilities and choices whether for our businesses or our families. Our family connections are often loving but sometimes stressful. Under stress we often forget our P s and Q s. (How s that for a throwback ) Our manners our interpersonal skills diminish. We do and say things sometimes that we might regret or at least wouldn t do or say if we weren t under pressure. Let s use this time to think about not only what we want to say. Let s take the time to say it with the true meaning in our hearts How it will be heard As Maya Angelou said I ve learned that people will forget what you said people will forget what you did but people will never forget how you made them feel. How we say it whatever it is that we say will have the greatest impact on how we make our loved ones our friends and our colleagues feel. And not only during the holidays but every day. And after all aren t we happier and enriched when we make others feel better Happy healthy and wonderfully expressive holidays to all. Steve Garber is director of Third Level Ltd. Contact him at 561.752.5505 or sgarber thirdlevel.com. 76 DECEMBER 2016 www.sfbwmag.com www.sfbwmag.com DECEMBER 2016 77 THE FAMILY OFFICE Doing Good Can Be Enriching BY JULIE NEITZEL The common perception is that investing in socially responsible ways would result in sacrificing investment returns. But socially responsible investing has evolved to a large growing universe of investment funds associated with environmental social and governance factors with nearly 4 trillion under professional management. Expensive SRI investment solutions have been replaced with many fund options rated for ESG adherence with competitive annual investment fund expenses and market returns. Further there is an emerging investment adviser community specializing in educating and guiding investors who wish to incorporate values into their investing activities. It seems logical that companies effectively applying sustainable business practices perform better and become more successful over the long term. ESG ratings measure business areas such as energy efficiency resource management and pollution control for the E worker health and safety working conditions stakeholder relations and reputation for the S and transparency accounting and audit quality and appropriate board structure for the G . In many ways these areas identify best practice applications for well-run companies. Interestingly in 2012 a study by Osmosis Investment Management concluded that a group of companies meeting energy efficiency standards beat the MSCI World Index annually over an eight-year period. Further several years ago Morningstar initiated a fund rating system with social criteria that identified higher performing investment funds employing a societal good filter. Today there are more than 80 million millennials generally those born between the early 1980s and the early 2000s. They re often described as a philanthropic generation no longer accepting the greed is good mantra. Based on Spectrum research more than 45 percent of them want their wealth to enable positive societal impact and more than 70 percent (under age 32) have used their investment decisions to express and address their social political and environmental concerns. Further a recent U.S. Trust study concluded that more than 91 percent of high net-worth individuals donated to charity during 2015 and plan to give as much or more in the following three years. Given those two groups momentum in doing well and doing good this investment sector will continue expanding with values-based programs ESG-rated funds and more-evolved impact programs. It is possible to transition existing investment portfolios into values-aligned portfolios with thoughtful guidance and process. The following might be considered with the adviser supporting the family through this process investor understanding of the specific values-alignment areas development of a policy statement that incorporates investment financial and impact goals and themes determination of expected investment results including concessionary (due to investment costs or excluded sectors due to values alignment) or market returns evolution or timing of the current holdings into a values-aligned portfolio with regular review of portfolio holdings to determine investment financial and values-based results. A values-based investing approach can provide an opportunity for deeper identification of one s own values and how to integrate them more broadly into investing activities charitable giving and other areas. Growing demand by investors and their advisers will result in continued innovation in investment products that are competitive and can expand one s ability to enable doing well by doing good. Julie Neitzel is a partner and adviser with WE Family Offices in Miami and a board member of the Miami Finance Forum. Contact her at Julie.Neitzel wefamilyoffices.com or 305.825.2225. 78 DECEMBER 2016 www.sfbwmag.com www.sfbwmag.com DECEMBER 2016 79 WELCOME TO THE EVENT OF YOUR DREAMS We pride ourselves on providing the best Emcees DJs Special Effects LED Lighting Performers Musicians and more. We use only top quality Sound and Lighting equipment and performers available to bring you the best performance We have over 15 years of experience with many diverse crowds from all over the world. 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Credit Card Debt Help Student Loan Consolidation Credit Correction Tax Resolution Loan Resources Financial Tools Visit Debt.com today or call 800-810-0989 for additional information. 2016 www.sfbwmag.com DECEMBER 81 HISTORY VIEWPOINT A 1949 photo shows Burdines which opened in the late 1800s and is now the home to Macy s. (HistoryMiami Miami News collection) Flagler Street Once Miami s Epicenter Did you know Burdines the Florida predecessor to Macy s opened on Flagler Street in the late 1800s More than 120 years later it s hard to believe Flagler Street has been the epicenter of Miami since the earliest days of the Magic City. The downtown thoroughfare flourished during the Roaring Twenties but it reached its heyday in the 1940s when World War II brought thousands of people to the area. The population surge brought unprecedented prosperity. More people meant more money to the city s main street. Restaurants boomed theaters were packed and the Bayfront Park library opened and brought droves of people. In the 1950s Elvis Presley rocked downtown with performances at the Olympia Theatre. The city was bustling and Flagler Street was the place to be. While Burdines opened in the late 1800s it didn t really boom until the 1950s and 1960s. The store prospered with late hours a tearoom and a rooftop Ferris wheel. Nine theaters downtown attracted large crowds. Flagler became the location for dining culture and shopping. It was also the most prominent address for businesses and showed no signs of slowing. In the 1970s however suburbia started drawing people away from the city center and the once-successful street started to decline. Now revitalization is underway on Flagler and perhaps history can repeat itself. For Miami it s time to return the street to its past grandeur. Information for this feature is courtesy of the HistoryMiami Archives & Research Center which is open to the public and contains more than 1.5 million images of southeast Florida the entire state and the Caribbean from 1883 to the present. For more information or to visit HistoryMiami visit historymiami. org. 82 DECEMBER 2016 www.sfbwmag.com EXTRAORDINARY. TO THE ENDS OF THE EARTH AND BACK. The best premium cruise line now offers corporate events in paradise all year long. Let Celebrity Cruises indulge your guests on our award-winning ships visiting more than 275 destinations across all seven continents. Network build loyalty and reward your top performers in modern luxuy style. To learn more Email PJacobs celebrity.com Call 800 722 5934 or contact your travel agent. 2016 Celebrity Cruises. 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