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FEBRUARY 2017 SFBWMAG.COM 7.95 BERNARDO FORT-BRESCIA Arquitectonica s Visionary Global demand. International reach. Shareholder William Hill Miami Representing the best interests of our business clients in an expanding global economy presents a series of challenges. From circuit courts to the Supreme Court Gunster attorneys deliver value by addressing the most complex matters which involve litigation mediation and arbitration. From our office in Miami we have developed strong relationships in Latin America and beyond that position the firm to meet the demands of a changing global landscape. By providing our clients with an important international reach and a network of 18 practices across 13 Florida offices Gunster is more than statewide and state wise. (800) 749-1980 FEBRUARY 2017 3 AD 4 FEBRUARY 2017 LMGFL.COM JANUARY 2017 1 FEBRUARY 2017 LMGFL.COM JANUARY 2017 5 2 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 6 FEBRUARY 2017 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. 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 ONE LINERS 30 PROFILE Catch up on the news you missed from around the region 52 EDUCATION 58 PROFILE FAU s Tech Runway expands after four years of initial success 76 SALES STRATEGIES Getting your sales team to own its goals is a key part of success Manny Perdomo returns to lead SunTrust in South Florida Jim Swift s Cortera helps clients make the right business decisions 78 THE FAMILY OFFICE PROFITS Financial fraud targeting the elderly too often involves family members 34 REAL ESTATE 36 AVIATION 40 MARINE 60 CEO CONNECT Construction of Riva condominiums caps a changing neighborhood Don Campion and Mike Silver ally at Fort Lauderdale Executive Airport 80 PEOPLE PASSION AND Getting to know you Building the trust advantage 68 EXECUTIVE ROUNDTABLE 70 REAL ESTATE 72 NONPROFIT You want to join a nonprofit s board Here s how to accomplish that How commercial real estate has become a key economic driver Emirates airline brings new international connections South Florida s longtime problem with drain brain is going away 82 HISTORY VIEWPOINT Businesses were a key part of the fabric in Biscayne Bay s Stilltsville Miami International Boat Show gets in ship-shape at Key Biscayne location 42 MARINE Yachts Miami Beach plans a high-end show with a SoBe vibe GOVERNANCE 48 TECHNOLOGY Cloud Computing Concepts offers mission-critical products and services 74 TECH HUB 20 Bernardo Fort-Brescia is Miami s homegrown starchitect COVER STORY What s the real story about what s going on at Magic Leap 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 Auto Aircra Bonds Condominium Collectables Flood Health Bene ts Homeowners Liability Marina Personal Property Umbrella Workers Comp LETTER FROM THE EDITOR A homegrown starchitect If I were Arquitectonica co-founder Bernardo FortBrescia I would have a hard time keeping my ego in check as I drive around Miami and see all the projects my firm has designed. Coming up Brickell Avenue from my office in Coconut Grove I d drive past the Atlantis condominium and think of how it helped catapult my company s initial success and appeared in the opening credits for Miami Vice. I d pass the Palace condominium and then Icon Brickell as I get ready to head over the Miami River. A few blocks away I could drive by Brickell City Centre Brickell Heights the 500 Brickell condominium and the SLS Brickell Hotel and Editor-in-Chief Kevin Gale Residences. Heading north I d take the curve onto Biscayne Boulevard and drive past One Miami and then the AmericanAirlines Arena and the Adrienne Arsht Center for the Performing Arts. If I had time I could go further north and go by the Marina Blue Condominium or head west to the Wilkie D. Ferguson U.S. Federal Courthouse. If I took Interstate 195 to the beach I d pass the Blue Condominium. If I took the MacArthur Causeway I d pass the Miami Children s Museum. At the beach I might take a look at Art city Latitude the Carillon Miami Wellness Resort the Ritz-Carlton Resorts and Residences the Z Ocean Hotel or the Miami City Ballet building. If I needed a place to park I d pull into the Ballet Valet Parking Garage. Sort of amazing right So what does Fort-Brescia actually think when he drives around You ll have to look to the end of this issue s cover story to get his answer. I do have a few more takeaways about Fort-Brescia. One is how he was one of the early ambassadors that helped make Miami a bigger player internationally. Developers globally took notice of what Arquitectonica was doing in Miami and you can see its projects all over the world. He had a willingness to take risks early in the company s history. Projects broke the mold and he wasn t afraid to open offices in international markets. Finally it s good to focus on your passion. Fort-Brescia s passion is architecture so that s what he focuses on. He has a CEO in New York to handle the business operations of the company. What s next for Fort-Brescia Given the SFBW December cover story on revitalization of the historic area of downtown Miami in December I asked if he was going to be doing projects there. Yes but he couldn t talk about it yet. That will have to wait for another story. Kevin Gale 10 FEBRUARY 2017 Artist s Rendering INSPIRED LIVING & MODERN DESIGN Artist s Rendering OCEANFRONT 19 FLOORS 48 RESIDENCES FROM 2 MILLION 844.500.0937 5000 NORTH OCEAN DRIVE SINGER ISLAND FL 5000NOCEAN.COM Actual Photo Actual Photo Artist s Rendering FROM THE 590 S TWO DECORATED MODELS OPEN DAILY FROM THE 900 S TO OVER 2 MILLION MODELS OPEN DAILY DOWNTOWN LAS OLAS 45 STORIES 121 RESIDENCES FROM THE 800 S 561.300.6787 4202 N. MILITARY TRAIL BOCA RATON FL MODERNEBOCA.COM 561.799.2837 2 WATER CLUB WAY 304 NORTH PALM BEACH FL WATERCLUBLIVING.COM 954.800.6263 200 E. LAS OLAS BLVD. 150 FORT LAUDERDALE FL ONEHUNDREDLASOLAS.COM Broker Participation Welcomed. ORAL REPRESENTATIONS CANNOT BE RELIED UPON AS CORRECTLY STATING REPRESENTATIONS OF THE SELLER. FOR CORRECT REPRESENTATIONS MAKE REFERENCE TO THIS BROCHURE AND TO THE DOCUMENTS REQUIRED BY SECTION 718.503 FLORIDA STATUTES TO BE FURNISHED BY A SELLER TO A BUYER OR LESSEE. This project has been filed in the state of Florida and no other state. This is not an offer to sell or solicitation of offers to buy the condominium units in states where such offer or solicitation cannot be made. Prices and availability are subject to change at any time without notice. Gary Press gpress EDITOR-IN-CHIEF AND SENIOR VICE PRESIDENT OF STRATEGY Kevin Gale kgale ASSOCIATE EDITOR Andrea Richard arichard COPY EDITOR Jason Davis 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 Martin Lenkowsky Darcie Lunsford Julie Neitzel Arnold Rosenberg Greta Schulz Michelle F. Solomon Photographers Downtown Photo Fort Lauderdale Thomas Rollo Larry Wood Managing Director CLAYTON IDLE cidle ALAN HELLER RICH LOPEZ GAIL SCOTT Market Directors lcastle JORDAN KNOWLES-BARTLEY jknowles GINNINE PELLERITO gpellerito LORI CASTLE OPERATIONS DIRECTOR DIRECTOR OF MARKETING & EVENTS aheller rlopez gscott Monica St. Omer monica Jennifer Barb jbarb MARKETING & EVENTS COORDINATOR Estefania Marin emarin 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 Monica St. Omer at monica or (954) 377-9473 to give us updated information such as a new executive or someone no longer with your organization. Visit 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. BRICKELL MATTRESS 1030 SW 8 Street Miami FL 33130 Tel. 305-326-4000 Email Sales Designers Welcome ONE LINERS PALM BEACH The Buddha Sky Bar building a three-story 11 500-square-foot structure on Delray Beach s Atlantic Avenue is listed for 24.5 million. Northlake Promenade Shoppes an 82 966-square-foot retail center anchored by Publix sold for 12.6 million in North Palm Beach. Delray Beach s WMPH Vacations acquired a North Carolina-based company that owns last-minute cruise-deal websites and Palm Beach County s sales tax has increased to 7 percent on the dollar which is anticipated to bring in 2.7 billion over the next 10 years. Professional wrestler Kurt Angle has partnered with Delray Beach tech company Sober Network to develop and launch his new AngleStrong recovery management mobile app for iOS and Android devices. Bar Louie shuttered on Clematis Street. Broken Sound Club in Boca Raton a five-star private golf club is the recipient of the 2017 Environmental Leaders in Golf Awards. Norwegian Cruise Line s former CEO Kevin Sheehan has purchased Paradise Cruise Line based at the Port of Palm Beach for an undisclosed amount. Frontier Airlines will add additional routes to the Northeast from the Palm Beach International Airport in time for spring. Related Group will break ground on Town Southern a 392-unit garden-style apartment community in Royal Palm Beach. Kenco Communities and Wexford Capital are planning a 73-acre mixed-use project in Lantana. Suffolk Construction has moved its South Florida headquarters to downtown West Palm Beach. Cushman & Wakefield negotiated the sale of a 52 922-squarefoot industrial warehouse in Riviera Beach 1500 Avenue R. The iconic Colony Palm Beach hotel just south of Worth Avenue in Palm Beach was sold for 12 million to Robert C. Wetenhall owner of the Canadian Football League s Montreal Alouettes. Billionaire developer Jeff Greene purchased a multifamily vacant site for 3.05 million near West Palm Beach. The Macy s store at CityPlace in West Palm Beach will close by year s end among 68 shuttering nationwide. The Limited owned by Boca Raton Sun Capital Partners closed all its stores nationally but will continue to sell apparel online. Ram Realty Services broke ground on Cortina a 350-unit apartment project on a 14.4-acre site in Boynton Beach which is anticipated for completion in spring. Florida Atlantic University s Freight Mobility Research Institute will receive 1.4 million a year from the United States Department of Transportation for five years. FEBRUARY 2017 15 ONE LINERS BROWARD Tavistock Development of Orlando paid 165 million for Fort Lauderdale s Pier Sixty-Six Marina and Hyatt Regency Hotel which has entitlements for 58 residential units in two 11-story buildings with 30 000 square feet of retail and office space. Cushman & Wakefield negotiated the 22.75 million sale of Comcast s 91 872-square-foot operations and call center 15800 S.W. 25th St. Miramar to Key Biscayne-based ATCG. Aviation Inflatables has moved its 69 employees to 1655 N.W. 136th Ave. Sunrise and announced plans to add 40 jobs. Metropica has launched sales of 11 loft apartments next to its YOO condo tower which is under construction in Sunrise. BFC Financial Corporation and BBX Capital Corporation have completed their merger. Silver Airways has started air service between Fort Lauderdale and Manzanillo Cuba. Ocean Land Investments has completed construction and totally sold out the 16-unit AquaLuna condominiums on the Isle of Venice in Fort Lauderdale. Sitel Corp. told the state it planned to lay off 804 workers at its call center in Pompano Beach. The Restaurant People led by Tim Petrillo and Hooper Construction paid an undisclosed price for Maguires Hill 16 535 N. Andrews Ave. in Fort Lauderdale s Flagler Arts and Technology Village. AvMed has joined forces with Broward B-cycle to launch AvMed Rides. Related Group has sold the 232-unit University Apartments 5500 S. University Drive Davie to a Swedish company for 59 million. Cushman & Wakefield negotiated the 21.36 million sale of the fourbuilding Pembroke Pines Medical Campus adjacent to Memorial Hospital West to Hamesh Investment of Aventura. Florida Panthers owner Vinnie Viola was tapped to become President Donald Trump s Army secretary. Fort Lauderdalebased private jet charter JetSmarter closed on a 105 million Series C round. Florida Power & Light has made a 500 000 donation to the Museum of Discovery and Science s 35 million capital campaign. Developer Gil Dezer paid 28.5 million for a 11.3acre waterfront development site in Hillsboro Beach. Fort Lauderdale-based Orangetheory Fitness has opened its first corporate-owned studio in New York City at 51 Astor Place. Arc Broward is opening WorkBar a 2 600-square-foot employment training center at 735 N.E. Second Ave. in Fort Lauderdale s Flagler Village. Regus is opening a 21 000-square-foot business center with room for 100 offices at the east end of The Galleria mall in Fort Lauderdale. Magic Leap will create 725 jobs and invest 150 million to create its R&D Center of Excellence in Plantation. Cavache Properties announced plans for the 24-residence 30 Thirty North Ocean at 3030 N. Ocean Blvd. Fort Lauderdale. FEBRUARY 2017 17 ONE LINERS MIAMI-DADE IGY Marina expands with the addition of One Island Park located on Miami Beach s Terminal Island adding a 15th marina to its international network. The University of Miami Health System inked a deal with Walgreens in which the university s UHealth will manage clinical services at the 17 South Florida locations that offer them. The Florida Department of Transportation plans to open price proposals in April for a revamped Interstate 395 that would include a new bridge over Biscayne Boulevard. The Foreign Trade Zone Board and PortMiami Foreign Trade Zone designated Miami s 79th Street corridor as a foreign trade zone. Topgolf a 65 000 square foot entertainment complex plans to open in late February in Miami Gardens 17650 N.W. Second Ave. and a second location is planned at the new Shops at Beacon Lakes across from the Dolphin Mall. In partnership with VanDutch YachtLife has launched a mobile app that enables customers to charter luxury yachts equipped with a captain and crew. Carnival s Princess Cruises is introducing smart technology that can anticipate passengers preferences. Miami brothers Jorge and Carlos Granier along with Los Angeles TV producer Rich Hull launched Pongalo an on-demand viewing service entirely in Spanish. LiveNinja a video conferencing and chat platform has been bought by Net2Phone. McDonald s has partnered with UberEats to offer delivery service from nearly 200 Florida locations including some in Miami. The Miami Finance Forum s 2017 Mapping Miami s Financial Future event takes place on Feb. 24 at the Four Seasons Hotel on the Brickell Avenue. Midtown Five a 400-unit apartment tower in Midtown Miami has completed construction a first Florida project done by Chicagobased Magellan Development Group. Alicia Speight Willis formerly with Crystal & Company was appointed as the new Florida market leader for Willis Towers Watson a global advisory broking and solutions company. Fisher Island s Palazzo Del Sol the newest residence on the island is now up for grabs priced at 6.5 million and up at the 10-story 43-unit building. Atton Brickell Miami Hotel held its grand opening party on Dec. 8 celebrating the chain s first hotel opening in the United States in Miami s Brickell neighborhood. Clara T. Diaz Leal previously with SunTrust Bank is the new executive vice president of BankUnited. Fifth Third Bank awarded a 89 million mortgage to Block G Phase 1 to fund construction of the Miami Worldcenter apartment tower on Seventh Street. The Lincoln Place office building on Washington Avenue in Miami Beach sold for 80 million. The Bay Harbor Islands office complex owned by the late Marty Taplin was acquired for 20.25 million by Northwood Investors and Wharton Equity Partners. Michael Comras mixed-use retail project for Fifth Street in South Beach is set to move forward with plans to build 82 251 square feet of retail space dubbed as The BLVD at Lenox. Movie-theater company AMC signed a lease at the River Landing mixed-use project along the Miami River near 1400 N.W. North River Drive. Entercom the nation s fourth-largest radio broadcasting company is relocating its South Florida office from Miami Gardens to Miami s Little River neighborhood at The Citadel which is under development. Atlantis University relocated to Highland Park Center in Miami s health district tripling its campus in size to a 27 653-square-foot space at 1011 Sunnybrook Road. Wynwood 310 a 19 891-squarefoot building on a 26 475-square-foot lot was sold for 14.5 million by Marcus & Millichap to a New York investment group. Wynwood Brewing Co. teamed up with Portland-based Craft Brew Alliance the country s fifth-largest craft brewing company to expand Wynwood s production regional sales its brewery and its tap room. American Harvest Big Easy Coconut Grove-based Grove Bay Hospitality Group celebrated two grand openings of eateries Big Easy Winebar & Grill by Ernie Els and American Harvest at Brickell City Centre and plans to launch Stiltsville Fish Bar in Sunset Harbour later this year. Porsche Design Tower in Sunny Isles Beach received its temporary certificate of occupancy paid off its 214 million construction loan and is nearly sold out. FEBRUARY 2017 19 A melding of day and night images of Brickell City Centre COVER STORY COVER STORY Uber Architect BERNARDO FORT-BRESCIA AND ARQUITECTONICA HAVE MADE A MARK IN MIAM AND AROUND THE GLOBE BY KEVIN GALE Photo by Larry Wood COVER STORY Arquitectonica is synonymous with Miami s ranking as a global center of architecture and Bernardo Fort-Brescia was on the ground floor as a founding principal of the firm. The opening scenes of the original Miami Vice TV series have a glimpse of the Atlantis Condominium one of the first buildings that put Arquitectonica on the map with its distinctive sky lobby featuring a palm tree and bright red stairway. After graduating from Princeton as an undergraduate and later going to Harvard to complete his masters in architecture Fort-Brescia came to Miami in 1975 to teach at the University of Miami. In 1977 he founded Arquitectonica with a group of young architects that included his wife Laurinda Spear. It is one of the pioneers of globalization in the architecture profession designing skyscrapers opera houses resorts and new cities. Arquitectonica has more than 900 architects and projects in more than 60 countries around the world. It has offices in Coconut Grove New York Los Angeles Lima Sao Paolo Paris Dubai Hong Kong Shanghai and Manila. SFBW talked with Fort-Brescia over lunch at Quinto La Huella one of the restaurants at Brickell City Centre which Arquitectonica designed. The following transcript has been edited for brevity and clarity. When did you first start discussing Brickell City Centre with Swire During the downturn this land became available and Swire called me up around 2010. They were cautious and wanted to know what density was possible and what was feasible. They eventually put it under contract and we started working on a scheme that eventually became what you see today a mix of office hotel residential and retail--the Rockefeller Center of Miami--creating a new focal point for the Brickell neighborhood. What was the initial concept like The concept was not to do a mall. If this were a classic mall like Dadeland we would have closed the streets. It would have been a box outside. Instead this has stores that open to the streets. The city grid is maintained as it was. It connects underground and aboveground. This is the first time I have seen in the United States where there is a four-block development and there is no disruption of the historical bones of the city. The surrounding sidewalks are activated and made to come alive with shops and residential property and the hotel opens to the street. The other aspect of the concept is there wasn t a single entrance. Usually a mall has one or two. On every block there are two or three ways to enter. There are discreet passages like a city that has little alleys. We created this promenade that threads through all these blocks. We thought A lounge at Brickell City Centre 22 FEBRUARY 2017 it would be nice to leave it open with protection from the rain and direct sun. Then we went as far as to shape it to capture the breeze of the trade winds and cool off naturally. By virtue of the height the southern and western lights are blocked by series of brise soleil. It s called a climate ribbon from the fact that it creates a microclimate. It uses nature and the climate of our city to create a comfortable space. It also collects water that is used to irrigate all the gardens. The word ribbon comes from the fact that we have four blocks and we have to connect the four blocks. This ribbon is the unifying piece that collects all these blocks and unifies them into one entity. When you look down from the highrises the climate ribbon creates this gigantic piece of sculpture. It s lit up at night. We have a 10-acre park on the roof of this podium a green roof that can be looked at. It absorbs the heat instead of reflecting it. It creates a central park for the neighborhoods. How did you and the developer work together to come up with a cohesive concept that would include so many different elements--office retail hotel and residential I have been working as an architect for Swire since 1993 when I was selected to do a large mixed-use retail and office at Kowloon Tong Station where the train from China crossed the metropolitan train of Hong Kong. It has a huge bus terminal and taxi terminal. Festival Walk has 1.1 million square feet of shops and was our first major project in Asia. It was extremely successful. Swire has had a vision of the future including mass transit. Here we are between Metrorail and Metromover. Swire wanted to integrate the people mover to encourage people to walk and bike. If someone used a car they would go down into a basement. It s the first major underground parking garage in Miami that linked all the blocks. The offices hotel and residential are all suspended over this garden. They don t take space from the retail. The A retail location at Brickell City Centre appears to merge wth its surroundings The climate ribbon at Brickell City Centre provides shade and catches water Restaurant space at Brickell City Centre provides an indoor and outdoor vibe FEBRUARY 2017 23 COVER STORY Photo by Larry Wood Bernardo Fort-Brescia and Arquitectonica took pains to create a unique live work and play combination at Brickell City Centre retail occupies the podium and these objects are floating. What can we expect as subsequent phases unfold We are already working on the next phase renderings with office residential hotel and three levels of retail. The climate ribbon will keep going and reach out to the corner of Eighth Street and Brickell Avenue. Do you expect to be doing work in the historic area of downtown Yes we have work there but I can t talk about it yet. Arquitectonica also designed SLS Brickell. Yes it has restaurants a hotel and residential also. It has four restaurants a second-floor bar a pool deck that is amazing a big spa a 137-room boutique hotel and 40 apartments on top in one building. Tell us about your childhood and how you became interested in architecture. I grew up in a place when I was a child that was like a park. By the time I was a teenager a city was being built around it. Today there are skyscrapers houses and hotels. We had a dairy farm when I was a young child. Maybe seeing all this happen around me made me excited about construction and a place that was manmade. I was always interested in architecture always sketching buildings. What made you decide to go to Princeton and then Harvard Princeton had a famous undergraduate program in architecture. Harvard and Yale didn t have it. I wanted to do a four- year program in architecture and urban planning. Then I went to get my masters in architecture at Harvard. So you initially taught at Harvard but then came to the University of Miami. What made you decide UM was a good fit I had a good friend from Princeton Andres Duany. He called me and said Why don t you come down here and teach. Come for a year--you will like it and stay. I d never lived in the tropics. Lima is always cold. I thought this is interesting let s look at a different culture. On my last day in Cambridge my roommate invited someone over from Miami Laurinda who was studying at MIT. She stayed one more year at the university. What prompted you and your 24 FEBRUARY 2017 partners to start Arquitectonica Teaching was interesting but I went into architecture school to build. So is it true that the name of your firm was just a placeholder Absolutely we were panicking and registered how you say architecture in Spanish. Immediately it got written up. We couldn t change it. We were 26 years old and doing high-rises and were being written up everywhere. I saw one interview that said your motto is Never plan I don t say that. It was out of context. There is some degree of planning. But we didn t go into this thinking the firm would be the size it is. We went into this because we are architects and love to do projects. We have a dream that every project is going to be fantastic. It starts with a sketch. You do your job with conviction and passion. You love what you do and things happen on their own. At the beginning of the firm there was no planning--it was just energy. But eventually we had some degree of planning. We never had a plan that a client would call us out of the blue from Hong Kong How do the dynamics of being partners in business and partners in life with Laurinda work Architects have difficult family life because we have to travel have to prepare for presentations and have incredible schedules where you don t sleep. If your wife is not in the same field they will never understand it. We have six children. Sometimes we would bring the basket with the baby to the office and travel with the basket. We have been married for 40 years. Two of our children are architects who work with us two are physicians two are in New York working and studying--one is in law school and another is in real estate development. One of your most famous early projects was the Atlantis. What inspired it The public remembers there is a hole and brown. We went the other way. We painted it electric blue and the stairway red and an interior wall was waving in yellow with the flair of the urban tropics. It s more exuberant and more fun. We were trying to redefine Miami and trying to say who we are and who we are not. Very quickly we were doing projects in San Francisco and New York. By 1984 we were doing major projects in South America. By 1988 we were doing major projects in Europe. Eventually in the early 1990s as Asia was awakening we did projects in Hong Kong Singapore and Manila. We were very bold and risk takers. We did it because I liked it. I love going to other places and meeting other people and cultures. How has South Florida evolved as a center of notable architecture whether it s buildings the architects who live here or the star architects who design projects here We have an advantage. We are a modern city. We only have a century of life therefore everything is open. There is an opportunity to be creative. The city went from having the oldest average age of residents to the youngest. That brings energy and creativity that makes us a place where architectural innovation can thrive. Today we are a cosmopolitan place where Europe the northeastern United States and Latin America meet and create an environment because there is an exchange of ideas. Star architects want to go to cities where they are welcomed and feel wanted. Talk about what you did at Hard Rock Stadium. With the canopy it s the only stadium that is perfectly square. We were trying to do a more futuristic look. We had to span around the spiral ramps. In this case a challenge became a good thing. What do you feel or think when you are driving around Miami and you see so many buildings that you and the firm have had a hand in creating That I don t think about it. I go one at a time. FEBRUARY 2017 Brickell City Centre has more stores coming a palm tree. To us it was more. It was a city that was changing. There was a house there that was rezoned by Mayor Maurice Ferr . He changed the zoning south of the Miami River bridge. It s thanks to him that there is a Brickell Avenue. Atlantis was at that point where there was one house and there were going to be 100 houses. We thought Well. What s happing here If you would have put a village there it would have been horizontal. If you flip it on its side it would be a vertical city. So we put in this big grid. Every three floors is a grid. In a traditional city one of the main blocks is removed and it becomes a main square. We shaped the tip of it on the bay side like a bullnose to give it a tropical shape. On the city side we put that triangle on top as a symbol of the city. It was bridging city to bay. In a plaza in the traditional square there is a monument and trees. There was no room for that but we put in a palm tree and a red stairway. Everything is functional. In this case there is a pool in this space. So you transform symbolism to functionality. Then we have an aesthetic. We thought the whole city was turning beige and 25 CELEBRATE LOVE C M Y CM MY CY CMY K Our stores are filled with gourmet chocolates for your special Valentine. Seasonal favorites like chocolate roses and our famous chocolatecovered strawberries. Stop in and sample Florida s finest. Celebrate with Hoffman s SWEETS FOR YOUR SWEETHEART For a complete list of stores visit locations HOFFMANS.COM 26 FEBRUARY 2017 FEBRUARY 2017 27 CONVENIENCE ACCESS SERVICE In today s global business environment service is essential convenience is mandatory security is vital and time is more valuable than ever. That s why general aviation professionals and business travelers depend on Fort Lauderdale Executive Airport (FXE). Conveniently located in Uptown Fort Lauderdale FXE is positioned to enhance your business travel experience. Notable amenities include a 24-hour air traffic control tower U.S. Customs facility with clearing hours until midnight 24-hour security and your choice of four exceptional fixed-based operators. FOR EFFORTLESS TRAVEL TO FORT LAUDERDALE VISIT WWW.FLYFXE.COM. 28 FEBRUARY 2017 Second Time Around Manny Perdomo returns to lead SunTrust in South Florida BY KEVIN GALE PHOTOGRAPH BY LARRY WOOD BY KEVIN GALE PHOTOGRAPH BY LARRY WOOD Manuel M. Perdomo started out as a bank teller who struggled to balance his register the first day but he s carved out a career working for some of the nation s biggest banks--currently serving as president CEO and chairman of SunTrust Bank of South Florida. The most wonderful thing about a career in commercial banking is dealing with the different elements of business and industry. They are all unique to themselves and I enjoy that diversity Perdomo says. You are never doing the same thing every day. Perdomo whose family came from Cuba in the mid-1960s grew up in Hialeah and joined the management training program at Coral Gables Federal Savings and Loan after earning an MBA from the University of South Florida. The first step was being a teller. At the end of the day he watched a 16-year-old part-time teller balance her drawer and leave. They made me sit there for hours to balance he says. It actually was a good experience for an MBA holder who thought he owned the world but quickly realized he still had a lot to learn. Perdomo became friends at the S&L with Robb Hilson who is now the national small banking executive for Bank of America. Hilson left Coral Gables Federal for Old Florida National Bank and Perdomo became a credit analyst there. During his nearly 30 FEBRUARY 2017 PROFILE three-year stint Perdomo was promoted to credit team leader and then client manager. Perdomo got a call after Sun Banks and Trust Co. of Georgia merged and became commercial team leader for SunTrust in the Tampa market. After eight years in Tampa--and a week after marrying his wife Maria--he got the call in late 1994 to be SunTrust s international trade finance manager in Miami. The timing was right because U.S. Treasury Secretary Nicholas Brady had developed a debt reduction strategy for Latin American nations which came to be known as Brady bonds. Before that there was more than a decade of stifled business because of the debt crisis Perdomo says. All of the sudden business in Miami became vibrant. Perdomo traveled a lot made a lot of contacts and worked closely with the Beacon Council to draw more companies to Miami. It grew fantastically well and was a great experience he says. Things started to change at SunTrust though with a decentralized culture becoming more centralized. Perdomo said he thought Well if there s ever a time to step away and try something entrepreneurial this would be it. Perdomo partnered with a client who exported industrial electrical equipment and became a minority stakeholder COO and CFO of Universal Trading and Engineering in Miami. Nonbusiness reasons disrupted that endeavor after 20 months but Perdomo says he gained new perspective. Having to meet a weekly payroll changes your whole view of business. As a banker who returned to banking I don t just pontificate as other bankers do. I know it s not easy to do the things business people do and meet that payroll. Perdomo joined Bank of America as a senior client manger in Miami developing the business line in the commercial team. After nearly five years he was asked to develop the team in San Francisco. There was a need for cultural transformation and new protocols. He was so successful that he became credit products executive for Bank of America in Charlotte in 2007 after two years in San Francisco. That job involved dealing a lot with marine auto and recreation vehicle dealers. By the summer of 2008 Perdomo was signaling to clients that a major downturn could be looming and that they should prepare. When the financial markets collapsed in November 2008 Perdomo says he woke up with 2 billion in yachts and RVs on his hands. He became well-acquainted with Marcus Lemonis who is chairman and CEO of Camping World and the host of the CNBC show The Profit. About a third of his clients heeded Perdomo s mid-summer advice and returned to profitability in February and March 2009. Another third didn t react until that January and took until midsummer to return to profitability. Unfortunately the last third some that had recently leveraged acquisitions or built Taj Mahal showrooms didn t make it he says. Perdomo said he had a great team that worked day and night to get equipment moving. He ended up becoming a problem solver but asked the bank s leadership if he could go back to doing what he was hired to do. He got his wish and was named global commercial banking international products solution executive. Unfortunately after a year the bank thought the team was duplicative of other efforts and decided to get rid of it. Perdomo accepted a retirement package and a one-year non-compete agreement. That year represented a totally different career twist. Perdomo did a lot of research and wrote Ganado the novelized story of his great-grandfather who went from being a butcher to a cattle magnate in Cuba. Ganado means cattle in Spanish but is also slang for I earned it Perdomo says. Perdomo gave the book to his wife and feared the worst. I figured she was going to kill this thing so bad he says but she woke him up at 4 a.m. crying about how good the book was. He published the book using his family name Manolo Mario and it s available on Amazon s Kindle store. As of January it had a unanimous five-star top rating. Perdomo says it s the start of a trilogy of books. One day though the budding author got a call from SunTrust about a risk manager job saying his know-how of the market here could be helpful. Perdomo discovered that SunTrust Chairman and CEO William H. Rogers Jr. had re-energized the organization and created a different culture with more diversity. Perdomo returned to SunTrust as risk manager in April 2014 but was called out of a meeting in 2016. Margaret Callahan SunTrust s leader in South Florida was becoming the new chief human resources officer for SunTrust which opened up Perdomo s current position. Stepping in is wonderful because I have used some of the knowledge I have and bridging the history of the bank he says. SunTrust is regarded as a super-regional bank--it doesn t have the assets of banks such as Wells Fargo or JPMorgan Chase but it has enough size to accomplish what it needs to do in the markets it serves Perdomo says. The big focus is on middle-market businesses rather than large corporations but SunTrust also has a full array of retail products. SunTrust offers products for working capital capital expenditures real estate and rolling stock like vehicles. It has specialties around leasing products and asset-based lending. It also has been assisting private equity transactions by providing acquisition funding Perdomo says. Nonprofits also are another big customer base. One of the major pushes at SunTrust under Rogers is being a purpose-driven organization with the motto lighting the way to financial well-being Perdomo says. He s made it very important that it be translated to actions instead of just a slogan itself. The company is dedicated to reducing financial stress and turning it into financial confidence. SunTrust s OnUp Movement website provides education on how to manage financing and has 900 000 participants. The goal is to get 5 million people enrolled over the next five years. The approach of the movement is to ask people what they want to accomplish and then offer thoughts on how they can reach their goals. Part of this is driven by research that shows 73 percent of people are living paycheck to paycheck Perdomo says. Perdomo has made financial education a personal mission as well. He is on the national board of Clear Point Credit Counseling which operates the Hispanic Center of Excellence in Doral. FEBRUARY 2017 31 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. S P E C I A L M A R K E T I N G F E AT U R E It has been one year since Er i k Su ssm a n President & CEO took over the helm of M a ssMut u a l South Florida. He is an innovator Erik Sussman and a visionary CFP CLU ChFC leader His office President & CEO is f i l led w ith awards financial MassMutual South Florida 1000 Corporate Drive Suite 700 certifications and Fort Lauderdale Florida 33334 accolades for his 954-689-9472 business success. eriksussman Managing one of the largest MassMutual offices in the country he shares his core values with his team and clients to create a positive environment for all. Sussman says We provide financial services and help people reach their financial goals while securing their futures and protecting the ones they love. Growing up Erik experienced financial stress firsthand and understands how hard it can be on a family. This experience is only one of the motivating factors for going into the industry right after college. It clicked when I knew that I could actually help others secure their future while also securing mine. Today at 44 he proudly points to a picture of Olivia his 3 year old daughter and pauses I want to ensure that families don t experience the stress I had growing up. That is why we try to understand our clients objectives and use financial products to help provide a solid and stable future for them. As an office of Massachusetts Mutual Life Insurance Company (MassMutual) we are able to leverage their 164 years of experience to meet the many personal and business needs of our local residents and firms. As a mutual company they have taken a disciplined and prudent approach to business which puts the needs of policy owners first. MassMutual has paid dividends to eligible participating policy owners consistently since the 1860s. Erik s nurturing business philosophy and spirit of commitment to clients and the community has attracted a large number of like-minded financial professionals LOCAL INNOVATION AND LEADERSHIP BY LINDA JANASZ resulting in the MassMutual South Florida office reaching an all-time high number of financial associates in the history of the firm. Erik is involved in every new hire and has attracted motivated individuals who have an entrepreneurial spirit and a passion for helping others. Sussman maintains that as more of the population enters retirement there will be a greater need for trained financial professionals . Whether someone is changing careers or they are recent college graduates Sussman s organic leadership style is one of innovation and vision. He has also introduced original and supportive programming that has helped cultivate knowledgeable happy and successful advisors. I have invested in our team both personally and professionally. Whether providing programming like Mindful Management (MindMedMove Program) or marketing programs that get advisors out into the community he provides advisors with all that they need to be successful. As the financial services industry evolves and new rules and regulations are introduced Sussman says he is pleased that there will be higher fiduciary standards throughout. We ve always lived by the highest standards so this just validates our values. As such he knows the importance of financial protection and welcomes anyone to meet for a no obligation assessment. We believe people should have income protection if they are sick or hurt that their assets should be passed down to the next generation and they should be able to live a full and meaningful life . He smiles it s never too early or too late to meet with a financial advisor . In addition to leading MassMutual South Florida Sussman also serves on the Board of Junior Achievement the Jewish Federation and is a mentor at Nova Southeastern University as well as a supporter of the National MS Society South Florida Chapter. Sussman knows the importance of giving back and encourages his advisors to find something that they are passionate about as well. I believe we have an opportunity and responsibility to make a difference. Erik is excited about the future. There is so much more to do and I constantly search for ways to improve whether it be strategic alliances or cultivating the most successful advisors. I am so very grateful knowing that we can make a difference in the lives of our employees our clients and our community. Securities investment advisory and financial planning services offered through qualified registered representatives of MML Investors Services LLC Member SIPC. 1000 Corporate Drive Suite 700 Ft. Lauderdale FL 33334. (954) 938 - 8800. MassMutual Financial Group is a marketing name for Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated companies and sales representatives. Local sales agencies are not subsidiaries of MassMutual or its affiliated companies. CRN201812-207217 RESIDENTIAL REAL ESTATE Riva has a location along the Middle River north of Sunrise Boulevard in Fort Lauderdale Luxury condo project is the latest sign of Fort Lauderdale s growth BY MARTIN LENKOWSKY Riva nears completion amid a transforming neighborhood watersports activities. The project was the brainchild of Deckelbaum who found the site while paddleboarding. The name Riva is Italian for shore and true to its name we are nestled along 400 feet of peaceful and serene waterfront along the Middle River across from George English Park he says. Sales at Riva indicate a growing trend for many Broward County residents a Developer Bradley Deckelbaum says construction on his Premier Developers Riva condominiums project should be completed sometime this summer capping a wave of redevelopment along North Federal Highway in Fort Lauderdale. Riva is the first luxury condominium along the highway north of Sunrise Boulevard and is along the Middle River which will provide residents an array of west-to-east migration Deckelbaum says. We had a generation that moved out west to raise their kids. Now they re coming back. He says buyers from all over are discovering what Fort Lauderdale has to offer. People from up north people from the upper Midwest ... sales come from everywhere he says. As we look toward the future there is an increased demand for luxury residences in east 34 FEBRUARY 2017 Fort Lauderdale that offer walkability and decreased reliance on cars for basic everyday needs. More and more stores and restaurants have been opening in the area including Audi Fort Lauderdale Nordstrom Rack Trader Joe s Orchard Supply Hardware Burger 21 Agave Taco Bar and Flash Fire Pizza. The street has bigbox retailers too including Best Buy Hhgregg Office Depot Bed Bath & Beyond and Dick s Sporting Goods and Target which is in the Coral Ridge Mall. The growth comes as no surprise to Deckelbaum. While this area has always had hidden gems such as Casa D Angelo and Croissan Time the investments that have been made in many of these properties has increased both the visual appeal and the interconnectivity while bringing in more upscale and highquality retailers and restaurants he says. The effect is a more-pedestrian feel and a much stronger community with a commercial environment that much better serves the local residents. He says the majority of Riva s buyers plan on living there themselves as opposed to renting out their units. They re excited to move in here he says. We chose to build in an area which I believe is a unique waterfront oasis in the heart of the city. Deckelbaum sees a trend toward continued future growth in the entire area surrounding Riva. The neighborhood anchored by Federal Highway between Sunrise and Commercial boulevards has Riva will have an aquatics center While the beach developments may have beautiful ocean views they are not able to offer our level of convenience. With Riva we found the perfect location for waterfront living and downtown amenities he says. There s so much happening and about to happen Deckelbaum says. I think this area of Fort Lauderdale is going to become more of a neighborhood. It s got great shopping great restaurants. It s all there with more coming. evolved to accommodate the upscale residents who live in Coral Ridge and the other adjacent waterfront communities in Fort Lauderdale he says. Just driving along Federal Highway in the area one can already see a change he says pointing out how the area is becoming more and more visually attractive with the recent growth and development. He s optimistic about the area s future as well. Deckelbaum says it s the wide-open spaces inside and out that Riva buyers are finding most attractive. The large design makes it easier to move he says adding that people enjoy proximity to the beach as well as downtown. It s the peace and quiet of this little enclave. Riva includes its own watersports center providing residents easy storage for kayaks and paddleboats plus a dock to launch directly into the Middle River. Rockwell infiity pool FEBRUARY 2017 35 AVIATION FLL spreads its international wings NEW EMIRATES FLIGHTS BRINGS NEW OPPORTUNITIES TO TRAVEL BY KEVIN GALE The arrival of the first Emirates airline flight from Dubai is further evidence of how Fort Lauderdale-Hollywood International Airport is offering more long-haul international flights. While FLL has long had flights to the Caribbean Central America and Latin America in recent years it has added flights to Copenhagen Denmark London Oslo Norway and Paris. Emirates which was rated the world s best airline in the 2016 Skytrax Awards will provide major connectivity to Europe Asia and Africa with its hub in Dubai United Arab Emirates. Emirates is a premier airline that serves 154 destinations in 82 countries across six continents Mark Gale FLL s CEO and director of aviation for Broward County said when the first Emirates flight arrived on Dec. 15. We are now connected to the world through FLL like never before. This is a game changer. Gale said the flights economic impact has been estimated at nearly 105 million annually and helps support 1 000 existing and new jobs. Broward County Mayor Barbara Sharief said Emirates is helping make FLL a truly international airport and repeated a quip that she overheard FLL had scooped Miami by adding the service. Hubert Frach Emirates senior vice president of western operations said the initial flight was 80 percent full and the airline has strong bookings in the holiday season. Emirates says travelers from FLL will have rapid connections in Dubai to cities such as Bangkok and Phuket in Thailand Kuala Lumpur Singapore Amman Jordan Bahrain Beirut Dammam Saudi Arabia Doha Qatar Ahmedabad Bengaluru Mumbai Delhi Hyderabad and Chennai in India and Islamabad and Lahore in Pakistan. Emirates also has a code sharing agreement with Jet Blue which has been rapidly expanding its hub at FLL. Emirates Flight EK214 leaves FLL at 8 20 p.m. daily and arrives in Dubai at 7 40 p.m. the following day with a flying time of 14 hours and 20 minutes. The return flight EK213 leaves at 3 a.m. Dubai time and arrives at FLL at 10 25 a.m. Dubai is a major global tourism and business center with attractions such as the Jumeirah Islands community an aquarium an indoor mall with a ski slope and the Burj Khalifa the world s tallest building at 2 717 feet. Emirates Fort Lauderdale flights have eight private first-class suites 42 business-class lie-flat beds and 216 economy-class seats. The first-class suites come with a sliding door for privacy a minibar adjustable lighting a vanity table a mirror and wardrobe. The suite seats convert to a fully flat bed with a mattress. Adjacent seats can be combined by lowering a privacy divider. Business-class seats include a 20-inch TV screen. Emirates inflight entertainment system offers more than 2 500 channels of on-demand entertainment at every seat. The Skytrax awards ranked Emirates first in this category. Passengers also have access to Emriates AeroMobile system which allows use of personal cellphones to make calls and exchange text messages. The airline is also known for regionally inspired dishes complimentary wines and children s menus and activities. First-class and business-class passengers may travel to and from airports via complimentary chauffeur service. Emirates has carried more than 14 million passengers on U.S. flights since it began service to New York in 2004. The airline currently serves 11 U.S. gateways. Emirates SkyCargo transports up to 650 tons of U.S. exports each week including auto parts from New York apples and cherries from Seattle and oil and gas equipment from Houston. 36 FEBRUARY 2017 FEBRUARY 2017 37 SPRING ENTERTAINING HAS A SILVER LINING Our kitchen comes to you. Indoor or outdoor our team can make any venue the perfect spot to host a party. We have state-of-the-art mobility that provides you with the upmost quality wherever your event may be. Inquire further to learn more about our specialty services. P 954-917-1020 ext. 314 SLEventCatering 38 FEBRUARY 2017 Ryan Lochte is one of the world s best swimmers. One mistake didn t change that. SECOND CHANCE If you are in over your head in credit card bills... If your credit score is less than perfect... If you are paying too much for student loans... WE CAN HELP We saw the opportunity to give him a DEBT.COM WANTS TO GIVE YOU A SECOND CHANCE TOO Whatever your financial needs are... can find the solution to get you the second chance you deserve Visit today or call 800-810-0989 Miami International Boat Show fixing obstacles created by move BY MARTIN LENKOWSKY Ship-Shape Show Organizers of the 2017 Miami International Boat Show do not expect the same growing pains visitors faced last year when the show s main site moved from the Miami Beach Convention Center to its new location on Virginia Key. Ben Wold the show s executive vice president and manager says three aspects last year needed improvement transportation food and beverage and sanitation. This year they re getting it. Organizers also are adding more water taxis to make it easier to get around. Although the number of routes has been cut from last year s seven to four this year the number of vessels has increased from 17 to 25. The water taxis are free for those with tickets or exhibit badges. In addition dozens of shuttle buses will be circulating from fewer locations to make transportation more efficient and serve more people. Five bus routes will connect the show to Bayfront Park AmericanAirlines Arena the Hyatt Regency Miami Marlins Park and the Yachts Miami Beach show along Indian Creek Waterway. (For those without prepaid parking Wold recommends using Marlins Park.) A new catering company Great Performances will provide more food choices this year--150 items. We want people to have a wide variety of choices he says. There will be five main food areas. We don t want more than five or six people in line at the same time. As for sanitation organizers have doubled the number of bathroom trailers. They ll be better identified with big red balloons Wold says. The Miami International Boat Show now in its 76th year will be split between two locations--Miami Marine Stadium Park and Basin on Virginia Key and Miamarina at Bayside Marketplace. The Bayside location is home to Strictly Sail Miami an event in conjunction with the boat show that will feature approximately 130 sailboats and the newest in sailing gear and daily seminars. Organizers say a total of more than 1 300 new boats will be on exhibit with more new models on display than in previous years. They expect more than 100 000 boating enthusiasts from around the world coming to see powerboats sailboats cruisers yachts navigational equipment and waterproof boating gear. 40 FEBRUARY 2017 MARINE INDUSTRY 2017 Miami International Boat Show WHEN Feb. 16-20 10 a.m.-6 p.m. daily WHERE Miami Marine Stadium and Basin 3501 Rickenbacker Causeway on Virginia Key Strictly Sail Miami Miamarina at Bayside Marketplace 400 Biscayne Blvd. TICKETS 40 per person on Feb. 20 and 25 a day the rest of the show two-day passes (Friday-Monday) 45 five-day passes 100 free admission for ages 15 and younger INFO (also for advance parking purchases) FEBRUARY 2017 41 42 FEBRUARY 2017 MARINE INDUSTRY Yachts Miami Beach plans a high-end show BY MARTIN LENKOWSKY Yachts Miami Beach aims to attract an exclusive crowd this year by featuring a new VIP experience on the Grand Floridian a 130-foot yacht with four decks. The show runs Thursday Feb. 16 through Monday Feb. 20 with general admission tickets 20 per person per day. The VIP event includes gourmet dining an open bar and entertainment with tickets 125 per person per day on Thursday Friday and Saturday only. There will be a very experienced concierge for the people to schedule their appointments on board the yachts says Brett Keating vice president of consumer marketing for Show Management which co-owns the show with the International Yacht Brokers Association. There will be five street entrances along Collins Avenue as well as an entrance on the water for those arriving by boat. The main entrance is across from the Fontainebleau and Eden Roc. Keating says the show will be split-- from the main entrance south will be all new boats with brokerage boats to the north. There are two entrances north of the main entrance and two south of it. Bus and water taxi transportation are included with ticket purchases. This will be the 29th year of Yachts Miami Beach formerly known as the Yacht and Brokerage Show. Many exhibitors will stay open longer than the official closing times to accommodate SoBe Flavor Yachts Miami Beach 2017 Feb. 20) WHERE Entrances on Collins Avenue along Indian Creek Waterway main entrance is across from the Fontainebleau and Eden Roc TICKETS 20 for general admission INFO WHEN Feb. 16-20. Show hours 10 a.m.-6 p.m. (5 p.m. on the show s expected 50 000 visitors Keating says. It s the way the show is done she says. It s a very sexy Latin high-end event. Our show stays open later. At night it s a spectacular thing to see. Show organizers expect 500 boats and 200 exhibitors. Yachts Miami Beach 2017 will be held on a mile-long strip along the Indian Creek Waterway covering more than 1.2 million square feet of space. Several parking lots and garages are available along Collins Avenue north and south of the show location. A shuttle service will be available to stop and pick up patrons. There will be bus transportation available from Yachts Miami Beach to and from the Miami International Boat Show on Saturday Sunday and Monday 9 a.m.-5 p.m. A secondary event Superyachts Miami will be at Island Gardens Deep Harbour on Watson Island to accommodate deep-draft vessels up to 500 feet long. Keating expects up to 20 superyachts. It is closed to general audiences. This is more in the line of invitation-only she says. You need an appointment to get on these boats. Show organizers say the hundreds of new and pre-owned vessels will be valued at more than a billion dollars and will include the world s most extraordinary and uniquely designed yachts and superyachts. FEBRUARY 2017 43 - Deck Hand - Captain WE ARE MPT One School. Unlimited Possibilities. - Stewardess - Engineer Gain the professional maritime training you need for the level of success you want to achieve. MPT is the most complete full-service private maritime school in the country. Our training programs are internationally acclaimed and are utilized by government agencies global maritime businesses and individual crew members. Our campuses boast over 61 000 sq ft of classrooms deck and engineering training labs student service facilities and several off-site training facilites. Whether it s captaining a vessel safeguarding marine environments designing advanced ocean engineering structures crewing a luxury megayacht or keeping the world s goods moving MPT can provide the training you need. USCG MCA RYA PYA NI MARSHALL ISLANDS YACHTING MERCHANT COMMERCIAL PASSENGER VESSEL To get started call or email us today info Sea The World 954.525.1014 1915 South Andrews Avenue Fort Lauderdale FL 33316 44 NOVEMBER 2017 MORE Yachts. MORE Luxuries. Experience the best in boating from around the globe with more than 1 300 boats on display including 550 boats in water worldwide debuts 1 100 exhibitors and all the leading brands. Over 100 luxury yachts 40 and larger--including new models and show debuts from Azimut Back Cove Bavaria Belize Beneteau Bertram Carver Chris Craft Cruisers Dyna Craft Formula Intrepid Marlow Marquis Prestige Regal Riviera Sabre Sea Ray Sun Reef and Viking. NEW VIP Experience. Enjoy exclusive access to our VIP Lounge aboard a 111-ft. luxury yacht upscale dining and beverage service live music concierge services and much more. Buy tickets VIP Experience Passes and reserve parking at FEBRUARY 16 20 2017 MIAMI MARINE STADIUM FEBRUARY 2017 45 46 FEBRUARY 2017 PRO-FI FACILITY MAINTENANCE GENERAL CONTRACTING PRESSURE CLEANING - PORTER HANDYMAN SERVICES 954.946.4340 info 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. FEBRUARY 2017 47 TECHNOLOGY Robert Mancinelli director of finance Bill Mulcahy chief operating officer Kelley Allen chief technology officer Lindsay Mancinelli director of marketing Rick Mancinelli CEO Janet Leigh vice president business development and Mike Wolfson Director of Sales C3 strives to be a technology partner with its customers BY KEVIN GALE PHOTOGRAPHY BY LARRY WOOD Ahead in the Cloud customer had perfect credit and cash in the bank but couldn t get the financing for a new cycle of equipment replacements. Leasing companies said the secondary market had dried up. As a favor Mancinelli told the client his company had room on its equipment. By 2009 his company was actively offering hosting services and half of his clients were moving into the cloud. He rebranded his company as Cloud Computing Concepts. By 2011 he completed the transformation and the original line of business was shut down. With its head in the cloud 3C now has data centers in New York Las Vegas and Miami where it is located at both the Miami Data Vault and the NAP of the Americas. CEO Rick Mancinelli can talk about the array of services and products that Cloud Computing Concepts offers but it really boils down to one concept. I really say we only sell one thing trust he says. Trust is a critical factor when clients are relying on his company better known as C3 to provide mission-critical support in cloud data storage hosted-PBX telephone service networking virtual desktops compliance and security services. Mancinelli who has grown 3C to nearly 20 employees is symbolic of a tech entrepreneur who adapts to the times. He was running what he calls a standard local computer support company which helped install and fix computers and servers when the Great Recession impacted a major customer he says. The However C3 offers a hybrid approach for customers unlike many cloud companies that want only data in the cloud he says. We say there are some things the cloud is good for and some things your equipment is good for. Where the line is drawn depends on customers he says. At C3 s own office on Atlantic Avenue in Delray Beach everything is cloudbased and there are no PCs. If you came here and stole everything there is no data on it. If this office caught fire tomorrow the only thing we would lose is furniture he says. The technology allows users to flip between devices such as a desktop or mobile phone but the data always resides in a data center. In the early days of cloud computing 48 FEBRUARY 2017 customers were often hesitant because of security concerns but that s totally changed these days Mancinelli says. Customers in such fields as health care come to 3C and say they are having issues dealing with federal privacy and security regulations doing it themselves. Cloud data centers provide 24-hour security Mancinelli says. He uses the analogy of whether a family heirloom would be more secure in a small residential safe or a bank vault. We can bring heavier artillery to bear he says. 3C participates in the InfraGard program an FBI-sponsored partnership with the private sector that shares information and best practices in data security. The biggest security risk Mancinelli says is what he calls the connection between the chair and the keyboard-- humans. C3 helps customers educate their employees about security issues typically training a trainer at the company. To more effectively help customers put together systems C3 has become a competitive local exchange carrier which allows it to provide telecom service right into customers locations. It has wholesale relationships with 40 telecom carriers so customers need only to deal with C3 instead of an array of telecom vendors. In August C3 signed a deal to offer services from China Telecom Americas. An increasing number of C3 clients have either opened or are considering offices in China and we can now provide these clients with the dedicated private and secure communications facilities back to North America that they require Mancinelli says. A few weeks earlier Mancinelli launched C3 Cloud Connect which has an array of global web and audio conferencing capabilities. Audio conferencing provides toll-free access in the United States and regional access numbers globally. It s flexible enough to allow up to 150 participants in ad-hoc conference calls. C3 Cloud Connect web conferencing offers customizable invitations and branding and doesn t require downloads or software installation. C3 works with an array of customers Mancinelli says. It has a suite of products geared to the small-office home-office market. We call it office in a box Mancinelli says. One of its larger customers is Greenspoon Marder which is one of the nation s 200 largest law firms. C3 has a core customer base in law finance insurance and accounting. In talking about an ideal customer Mancinelli mentioned being approached by a well-funded medical startup. The COO said he didn t want to go to Microsoft or Amazon for cloud services. I want a team that s accountable and I can trust. I don t want to just be a number Mancinelli recalls him saying. That s just what Mancinelli wanted to hear. Those are the types of relationships we like he says. We don t view customers as customers. We view them as partners. Rockwell infiity pool FEBRUARY 2017 49 ww 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 . 50 FEBRUARY 2017 ww BOOK TODAY Premium Suite Host a group or corporate event in one of six premium suites. With air conditioning cable television and a private server watching Spring Training baseball has never been this good. A suite rental includes game tickets for 15 guests and the opportunity to enjoy a game from a private indoor-outdoor seating area. Party Deck Covered decks located on the suite level can be found along the 1st base and 3rd base lines. Amenities include All-You-Can-Eat menu packages Full service bar Exclusive use of the area for the game Starting at Up to fifteen additional tickets can be purchased for your suite. Starting at 900 PER GAME 40 PER PERSON minimum 40 people . FEBRUARY 2017 844.676.2017 PBPalmBeaches 51 EDUCATION Rhys Williams Growing the Business After 4 years FAU s Tech Runway has become one of South Florida s most fertile cradles of enterprise By Arnie Rosenberg Rhys Williams knew what he was getting into when he became the new head of Tech Runway Florida Atlantic University s smallbusiness incubator. He d already served on the FAU Foundation board for six years and started New World Angels--an investor group--right across from Tech Runway in FAU s research park. But while he had always been either an entrepreneur or an investor he d never considered occupying space between the two and especially not in an academic environment. I had held some meetings in the Tech Runway facility and had judged two of the classes but sometimes when you see a result you don t have an appreciation for everything it takes to get to that point he says. The programmatic strength was much greater than I d imagined. Williams 52 was recruited to become an FAU associate vice president and managing director of FAU Tech Runway after Kimberly Gramm its first director left to head a similar program at Texas Tech University. Tech Runway now about 4 years old was just gearing up for its fourth launch competition when Williams walked in the door in April. Companies in its first three classes not only have distinguished themselves with success they have brought recognition to both Tech Runway and to FAU. Last year for example Florida Venture Forum--a statewide trade group for the venture-capital industry and angel community--tapped Tech Runway companies as its No. 1 and 2 startups in the state. Early Graduates Tech Runway selected its first class of entrepreneurs in 2014. Here s an update on where some of them are today BedaBox which initially developed a dashboard application to help people make purchases with any currency rebranded its fulfillment division as ShipMonk and launched a proprietary inventory-management software system. ShipMonk now has 30 employees and in 2017 plans to move to a larger warehouse open a West Coast fulfillment center and launch its inventory-management software as a standalone product for e-commerce businesses. Modulux first received patents for a line of commercial-grade white light LED products. Since 2016 it developed a series of LED grow lights called MaxGro designed to optimize the growth yield and potency of legal cannabis. In 2017 it plans to launch a loaner program with select potential customers in Colorado and Oregon and is seeking funding to build inventory and launch production of MaxGro products in 2017. Design Comfort Shoes was rebranded as Ilene Berg and in 2016 it received a patent for its sole technology. From its initial six SKUs the company now is offering 23 SKUs. It has redesigned its website and is exploring pop-up stores to expand its retail footprint. It has been covered by the Wall Street Journal and The Huffington Post. 52 FEBRUARY 2017 EDUCATION That s quite a statement Williams says. Since he came on board in April Williams has been building on that success. Change he knows is integral to that process. The most obvious changes is the size of Tech Runway s fourth class. While the first three classes were limited to four companies the fourth class comprises 12 entrepreneurial enterprises. In Williams view a larger class provides the opportunity for greater cross-pollination among the companies. Sometimes the point of instruction is not the commonality it s the difference he says rattling off the sectors represented in the current class everything from software and biotech to medical devices and aquaculture. The quality of Tech Runway s boot camp too is enhanced by having more companies in various stages of their development. Williams also boosted and broadened Tech Runway s recruitment reaching beyond the FAU community and Boca Raton area. It was the first time we actively recruited companies based on quality. In the past by its very nature the program had become very FAU-centric. In a first for the program thee companies chosen for the current class are based in Miami-Dade County. And at the same time Tech Runway reached beyond its traditional market Williams also began looking for potential participants closer to home-- right on campus. FAU faculty and staff develop invention hold patents and come up with great ideas but they re generally not the ones who build companies around those breakthroughs. Now three companies in the current class are being developed by faculty and staff members. Williams sees a virtuous cycle growing out of Tech Runway Companies graduate they put down roots in the research park and they continue to grow their relationships with the program and with subsequent entrepreneurs. Companies come to us either as a concept or in their early stages he says. They graduate they stay here and maybe two years later they re still working with FAU faculty and staff and hiring interns. We maintain a cluster that feeds on itself and then these companies stay in the region. Entrepreneurs hang out with entrepreneurs Williams says with experience. They ll refer highquality businesses to us. Their interns might become the next entrepreneurs. These guys get inspired by what they see. Total Funds Invested 19 342 600 205 New Jobs Revenue Generated 8 288 500 Corporate Partnerships Average Salary Intellectual Property FAU Students Employed Student Projects Companies Have Worked On Interns Engaged Research Projects Completed of Companies Surveyed Completed Case Studies 136 57 561 39 39 23 76 17 29 9 53 Survey results Oct. 2014 to Nov. 2016 FEBRUARY 2017 PGA National Resort & Spa Palm Beach Gardens 2017 American Honda Motor Co. Inc. 54 FEBRUARY 2017 FEBRUARY 2017 55 to the following sponsors of Thank You Easterseals 2017 Get Down to Business Lunch GRAND BENEFACTOR BENEFACTORS The Baxter Foundation The Merin Family PLATINUM SPONSOR MEDIA SPONSOR BOOK SPONSOR GOLD SPONSORS Good Samaritan Medical Center Palm Healthcare Foundation Ann-Marie Rezzonico Gunster Florida Mechanical ELITE HEALTHCARE SPONSORS SILVER SPONSORS Advanced Painting Contractors Anderson-Moore Construction Corp. Bank of America BDO Broad and Cassel Brown Moving & Storage Burns & McDonnell Engineering Florida Crystals Corporation Batten Insurance Services Inc. NewTack Strategies Inc. BRONZE SPONSORS Frigibar Industries Inc. J.P. Morgan Securities The Tiano Group Kolter Hospitality Lotspeich Co. of Florida Inc. Palm Beach Glass Specialties Publix Super Markets Charities Quantum Foundation Shutts & Bowen The Praxsys Group PATRON SPONSORS EVENT PARTNERS Ruth s Chris Steak House The Honda Classic Florida 56 FEBRUARY 2017 WHY ARE WE THE 1 INVESTMENT FIRM IN MIAMI FEBRUARY 2017 57 PROFILE Deep Data Dive Jim Swift s Cortera helps customers make the right business decisions BY ARNIE ROSENBERG PHOTOGRAPHY BY LARRY WOOD As a kid Jim Swift and his friends played a game as they walked to and from school each day. Watching how many trucks were coming and going from the manufacturing plants and what kinds of trucks they were they tried to guess how each business was doing. Some things haven t changed. As CEO of Cortera Swift still is aggregating information analyzing it and developing business intelligence for customers with more data and depth than your everyday Dun & Bradstreet report. If I know what companies buy and how it s changing over time it s a real useful fact to help understand what they do and if they re growing and whether they re reputable he says. If you ve got five times more trucks leaving your docks in the afternoon than you did a year ago you re probably selling more stuff. Swift 51 admits to an obsession with crunching numbers. A self-described sports geek growing up he was absorbed in player statistics baseball cards and box scores-- before data was digitized he says. He came to South Florida in 1999 to join Seisint a startup aimed at providing better information to companies. At the time that was easier said than done. Technology still was way too slow 58 NOVEMBER 2017 PROFILE and way too expensive Swift remembers. But the tech-savvy company found solutions to those stumbling blocks. I saw the need from early in my career Swift says. In the early 90s it was clear what was possible with consumer analytics if you had the right data and I saw the massive need for information about companies. It s a matter of supply and demand. If I m demanding more faster intelligence about stuff I m going to build faster computers to solve that. Seisint did that so well that the venture-backed startup was acquired in 2004 by LexisNexis for 775 million. Yet even as COO of LexisNexis Risk Management Swift came back to his obsession. While corporate records show corporate filings and UCC filings Swift realized a key piece was missing. Combining existing data with a credit bureau would add that all-important insight into what companies buy. Regardless of what your SIC [Standard Industrial Classification] code might be I want to know what s important to you based on where you spend your money and how you treat your suppliers. He s committed to understanding what goes on inside companies based on what comes and goes and what they buy. Today the Boca Raton-based company has grown to more than 100 employees and several thousand customers in industries from distribution to manufacturing to services. It s expanding into the banking and insurance segments where clients use Cortera intelligence to help answer the question What s the risk of this business Moreover some 50 million people a year visit Cortera websites where they get free business profiles demographic and other data just to help people find things and build awareness he says. Still the centerpiece of Cortera s operation is its Deep Dive Report. At 20 pages or more it reports a company s risk behavior scorecard comprising its Cortera payment rating payment risk segment industry benchmark and spending growth index its credit risk and payment behavior breakdowns on what s spent on materials and operations and information ranging from the details of its truck fleet to tax liens and judgments. It makes sense intuitively Swift says. I now have banks and others using the data we ve pulled together to get a statistical lift in their ability to do things like predict loan defaults. Swift isn t one to let the world and especially technology pass him by. Staying on the cutting edge he believes means more market interaction with customers more people in Cortera s network and more data. Analytics is a word a lot of people throw around he says. What it means for me is taking data and making sense of it for a specific business purpose and saving people as much time in the process as possible. I already have more data than people know what to do with and they can t consume the raw data. It would be paralyzing. In the end he says it s figuring out how I can take this data and help people make a more effective decision. 2017 Join us as Dr. Robert Avossa addresses the most important issues impacting public education in his 2017 State of our Schools. This anticipated event also recognizes community leaders and accomplished graduates of Palm Beach County schools who distinguish themselves through education and civic leadership making Palm Beach County an exceptional place to live learn and work. THURSDAY MARCH 9 2017 1 1a.m. - 1 30 p.m. PALM BEACH COUNTY CONVENTION CENTER 650 Okeechobee Blvd. West Palm Beach FL 33401 LUNCHEON Superintendent KEYNOTE SPEAKER DR. ROBERT AVOSSA PRESENTED IN PROUD PARTNERSHIP WITH LEADERSHIP AWARDS For More Information EducationForecast CEO CONNECT POWERED BY SFBW Chairman Gary Press center interviewed Don Campion and Mike Linder Dynamic Duo Don Campion and Mike Linder ally for success at Fort Lauderdale Executive Airport This month s CEO Connect offers a twist with two CEOs active at Fort Lauderdale Executive Airport. Don Campion is founder and president of Banyan Air Service a fixed base operator (FBO) with 160 employees. It operates a pilot shop and offers services including repairs maintenance parts avionics and aircraft sales. Mike Linder is owner and CEO of Silver Lining Inflight Catering which started in 2001 and provides concierge level services that go well beyond food and beverage service. Linder opened Jet Runway Caf after being approached by Campion. The caf which hosted CEO Connect overlooks the tarmac at FXE and is open for breakfast and lunch Monday through Saturday. It s also a popular spot for special events. This edition of CEO Connect was sponsored by the Greenspoon Marder law firm and TD Bank. Linder and Campion were interviewed by SFBW Chairman and CEO Gary Press. The following transcript has been edited for brevity and clarity. Tell us a bit about your backgrounds--Don how you became interested in the aviation field and Mike how you became interested in catering and the restaurant industry. CAMPION My parents were missionaries. Dad was a surgeon and mom was a nurse. As a young couple they went to the bush in southwest Nigeria and started a hospital. I lived there until 18. Little bush aircraft would pick me up on a grass strip and take me to boarding school. CEO CONNECT LINDER I ve always been in the food and hospitality industry and graduated from Florida State University. I came down here and worked in corporate restaurants. My business partner Mitch Amsterdam who is head chef and I found a niche in the market and found a segue into the aviation market. As we got the ball rolling I quit my corporate job. We rented a kitchen. I stayed up the next seven years often 24 hours a day. We serviced Banyan as one of our first clients and slowly took over FXE as far as providing the best service. We hired our first person after seven years. What prompted you to found your own companies CAMPION I went to school in Toronto. I came down here for spring break and Christmas and there was more aviation here than in all of Canada. It was my goal to leave Canada as soon as I finished pilot and aircraft maintenance training. I started a little pilot contracting job flying a small six seater to the Bahamas. I saw the charter company was struggling with maintenance. I asked the owner if he would allow me to rent a hanger and maintain the plane I was flying. I lived at the hangar ate at the hangar and slept at the hangar. I named it Banyan after the trees around our village in Africa. I slowly found other people that wanted someone to exceed customer expectations and do more than what the customer asked. With that passion we got the ball rolling. LINDER I really didn t have a business plan. We used to have pilots coming into our catering kitchen and saw a need for catering to pilots. I remember finding out some of the food was for aircraft. I remember finding out who our competition was. We went into this just trying to make a paycheck. I remember buying one cantaloupe at a time at Publix. I was sleeping in my car in the parking lot and we had a business. Three years into it we were so busy we didn t know what to do. In the fourth year it was difficult to grow and organize the business. We were still handwriting everything. In the fourth year we developed systems and put things in place. I remember working 24-hour shifts and never going home and then going home and getting a call and going back to work. We went from the two of us to now we have 200 of us. What s the craziest customer you ve Michael Loudis Tyler Moore and Mike Wolfson Spencer Thornton Karen Reese and Rufus James CEO CONNECT experienced over the course of business LINDER Anything s possible-- that s what we do. Anything from when the industry was booming on into 2007 and 2008. We were still growing so the economy didn t affect us. We were picking up new clients. We have done everything from picking up pets at pet stores so kids in the back of the aircraft would have something to play with. At this point there s nothing strange in the kitchen anymore. We say yes and we figure it out. We provide the best customer service. One of our training procedures is we have somebody call and ask for the most random things that don t make sense and see if they say yes. We ve supplied about everything they have at Whole Foods. On a daily basis we deal with all the new diets and new allergies. CAMPION The people demanding that food is what we serve. There are a lot of celebrities. It s really more notable how our teammates handle customers. If an elderly person is struggling to walk in the lobby they will bring in a golf cart. If a pilot spills ketchup on a white shirt our people will bring a clean shirt. What s the biggest challenge in growing your business CAMPION Building trust in aviation. We are a Federal Aviation Administration repair station. We rebuild engines. We do major inspections on aircrafts. We upgrade electronics and install Wi-Fi. In the early days to have that element of trust and for them to leave their airplane with you was a big deal. South Florida had a Wild West type of atmosphere that didn t contribute to that. Trying to build a business founded on integrity and trust was difficult. LINDER I have to say our team is amazing. Developing the team and giving up some of the reins was the hardest thing. It took 16 years to build this from the beginning to now--building the right team and finding the right people and putting a training procedure in place. What are some of the key opportunities that came across your desk CAMPION Our business is very capital intensive. It takes a lot of space to have hangars and ramps. In 1985 I was 28 or so and hooked up with Jerry Holland of Holland Builders. He had purchased an airplane and kind of liked the idea of the hangar business. He had a parcel that he was looking for someone to lease from him and all I had was a small maintenance shop. He asked me if I wanted to get into fueling. He took a chance on me. That relationship has grown to 120 acres on this field and a million square feet of hangars. We hooked up with Comerica. They really put their trust into us which allowed us to provide four aviation businesses on Angie Davis Kerry-Ann Royes Pamela Kane and Beth Ann Krimsky Jeremy Wehby and Kash Fallahzadeh CEO CONNECT this field. It s a partnership. We really wanted to create a customer experience If you come to the Banyan complex you could enjoy more aviation services than perhaps anywhere else in world. Mike came with the restaurant and we have flight schools air ambulance and charter companies. I started to offer them buildings that Holland was getting ready to build. By selecting them we made this a center of aviation activity. It s one of the busiest in the world as it relates to business aviation. LINDER We have a unique way of doing things. We never have a business plan. We didn t approach Don about a restaurant he approached us. We were a couple of little guys and we didn t know what we were doing. We initially said no but approached him again in 2009 and said we were ready. I remember in a year we were ready to open. We say yes to everything and don t keep ourselves in a box. When everything becomes busy we make a new business out of it. Over the past years we have grown events at FXE. We have a hangar connecting next door that is Don s that we use for events. We noticed we were paying 60 to 80 percent of what an event costs to rigging lighting and decor companies. We got into that business and have 35 000 square feet full of furniture decor and a wood shop. We are kind of back into every business as needed. We talked about expanding Silver Lining to other states. We ve talked about the Bahamas and other islands. We tried and did. We have talked about moving into California and New York. We have maximized our growth in South Florida. What are you thinking about doing over the next couple of years LINDER We get calls every day about selling or expanding this place. We would only expand to another airport with a great view. We were the No. 1 caterer around the country [in Professional Pilot magazine] the last six years in a row. We bend over backwards for everyone out there. CAMPION We have 200 teammates at Banyan and are always increasing our capabilities. We now have 13 countries where we are certified for repairs. We recently took on Mexico. Our customers can go back to their countries and not be re-inspected. In partnership with Holland we purchased the Aero Toy Store. We have 20 acres and we are going to build 200 000 square feet of hangars. That s driven by our customers being completely out of hangar space. It will be March or April when we break ground. We have 30 acres at Opa-Locka Executive Airport and are trying very hard to build 300 000 square feet of hangars. What keeps you up at night CAMPION What keeps us up is Are we giving the customer the best value by having the best teammates leading their departments LINDER Since the day I started the minute I leave the office or before I go to sleep I call 10 clients and email 20 people. I make phone calls to every kitchen and every leader that is still at the kitchen just to see how we are looking for tomorrow. We have a team that I can trust but I m still up every night waiting for the next morning. Earlier Don we were having a conversation about giving back and I heard this wonderful story about your company and how you take your team and go back to Africa. In 2008 it had been 25 years since I was at the mission station I wanted to take my wife Sueanne and show her where I grew up in Egbe. The hospital my parents had founded was about ready to close. We really felt God was calling us to rebuild the hospital. We asked God for signs that it was meant for us to put energy into that. Now we have 11 doctors living there. 400 Americans have rebuilt 45 buildings. We just got back from Nigeria. We took 22 people there. I just returned from Africa and 3 500 villagers named myself a chief. The website is This edition s CEO Connect was held at Jet Runway Caf at Fort Lauderdale Executive Airport 64 FEBRUARY 2017 FEBRUARY 2017 65 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. 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For leasing information 954.540.6490 or info FEBRUARY 2017 67 EXECUTIVE ROUNDTABLE Insights from Leaders at Modernizing Medicine Virgin Voyages Crystal Lagoons By Andrea Richard South Florida long has suffered from brain drain but in recent years attracting and retaining top talent to the region is no longer a feat. Thanks to the tri-county area s growing market attractive lifestyle and burgeoning cultural scene South Florida has become a place where people want to live and work panelists at the South Florida Executive Roundtable say. For the Dec. 14 Executive Roundtable the panelists convened on the Nova Southeastern University campus in Davie to talk about company culture recruitment and the region. The moderator was Alan Kleber managing director at JLL an international financial and professional services firm that specializes in commercial real estate and investment management. The panelists Daniel Cane CEO and co-founder of Modernizing Medicine a cloud-based health care company. Tom McAlpin CEO of Virgin Voyages a cruise line of megaships set to launch in 2020. Uri Man CEO of Crystal Lagoons U.S. headquarters a developer of man-made lagoons. SFBW is the exclusive media sponsor of the monthly roundtable an invitation-only affair. Here are the key takeaways discussed by the panelists. GEOGRAPHY PLAYS A ROLE There s a rich history of technology and innovation in South Florida but we haven t done a great job at marketing and promoting it Cane says. South Florida is untapped. We produce a tremendous amount of high-quality employable talent right out of school here but recruiters from around the country would seek out the brightest at FIU [Florida International University] FAU [Florida Atlantic University] UM [University of Miami] and Lynn [University]--and then send the grads to New York Austin Boston Cane says. And before a few years ago we didn t have an anchor and magnetism to draw and retain people. So at Modernizing Medicine we have employed 95 percent homegrown talent. We have way more talent here than companies would have room for. Five years ago we did find a skills gap. Now South Florida companies are drawing talent from outside of the state. People want to come here because it s vibrant rich and sexy McAlpin says. When students graduated 10 years ago in South Florida and wanted to work for a large or prestigious company they looked to cities such as New York Boston Chicago or Los Angeles Man said. Back then in Florida you had two options--you either worked in tourism or real estate. And that has really changed. There are so many opportunities now and new housing. Miami and South Florida are exciting. Miami has all these new neighborhoods--Wynwood the Design District and Midtown--that make people from across the country want to live here. Panelists Uri Man of Crystal Lagoons Tom McAlpin of Virgin Voyages and Daniel Cane of Modernizing Medicine 68 FEBRUARY 2017 EXECUTIVE ROUNDTABLE Man grew up in South Florida and says it s a strategic location for his business. FINDING CAPITAL South Florida is a target-rich environment with access to tremendous capital to do early-stage raising Cane says. That early-stage capital is hard to do but for innovators entrepreneurs we have an unfair advantage. Money follows money he adds. South Florida is the next place to be and a top growing market Kleber says. UNIQUE CUSTOMER EXPERIENCES Break through the clutter with innovation. Provide programming with a new way of doing things with a new look and feel McAlpin says. Sometimes it s not about creating a new product but taking a product to a new market. Creativity starts with the company s core culture. CULTURE BEGINS WITH THE TEAM Culture is the heart of any company Cane says. All of my team is made up of caring individuals he says. It s expected of them to take time to get to know each other. I m a big fan of sharing meals breaking bread together. Adds McAlpin We have a saying that we don t have any brilliant jerks. There are a lot of smart guys out there but they can t work as a team. Man says customer service is integral. We need to always make sure we are managing expectations and offering worldclass service he says. Strong personal relationships will make you feel like a team and working together as though they are part of the bigger group. TACKLING RAPID GROWTH Scalability has been Man s biggest challenge. To solve the problem we began outsourcing our engineering to create drawings Man says. Partnering with these other companies helps us to stay creative and focus on what we do best--creating beach life as an original art--without evolving into something else an engineering company a construction company. RECRUIT YOUNG BLOOD Look for students well before they graduate Cane says. Go right to the university s dean and faculty to sponge up the best students they know who the best students are he says. The universities in our backyard are doing ground-breaking research. Great professors attract great students. And students want to go to a school where there are jobs lined up at the end. COMMERCIAL REAL ESTATE Development Becoming an Increasingly Important Economic Driver for Florida BY DARCIE LUNSFORD Tourism agriculture international trade aviation aerospace life sciences and the marine industries most often are the sectors that come to mind as being the main turbines that power Florida s economy. But commercial real estate sector is nipping at their heels to get noticed. Development of office industrial retail and entertainment properties in Florida emerged as the fifth largest in the nation generating 11.8 billion in total economic output and employing 100 569 people according to the 2016 Economic Impacts of Commercial Real Estate study funded by the NAIOP Research Foundation. The 18 000-member NAIOP is the nation s leading commercial real estate trade association. Locally and nationally the economic impact from the development and operation of office industrial and retail properties exceeds skyscraper scale. Wholly commercial real estate development and the operation of existing properties contributed 834.4 billion to U.S. gross domestic product in 2015 the study shows. The sector fueled 6.1 million jobs and 255.8 billion in personal income. Texas leads the nation for commercial real estate development impact with 55.4 billion in total economic output and nearly 400 000 jobs followed by New York ( 43.1 billion 266 000 jobs) Louisiana ( 32 billion 237 000 jobs) and California ( 22.2 billion 152 000 jobs). I am not surprised that Florida ranks among the top five states. Louisiana is a bit of an anomaly however as it is driven by investments in refineries and energy infrastructure says Wells Fargo senior economist Mark Vitner. Florida commercial real estate development is primarily being driven by the state s rapid population growth and large tourist sector. Rapid population growth fuels demand for retail space warehouses and apartments. Industrial development is also helping fuel office development with gains coming from financial services professional services life sciences and R&D [research and development]. The direct and indirect impact of developing the nation s 429.3 million square feet of new office retail and industrial projects from design to tenant improvements rang up 450 billion for the U.S. economy in 2015. That was noticeably less than 528 billion generated in 2014 but still more than in the previous three years the study shows. Development supported 3.2 million jobs. But think of commercial real estate as the economic gift that keeps on giving. Once a building is up it still must be maintained--in good times or bad. The nation s commercial real estate owners directly spent 145.6 billion in 2015 to operate the nation s 45.1 billion square feet of existing commercial properties. Operating commercial real estate supports nearly 2.9 million jobs with 110.1 billion in wages. In total output running existing commercial properties contributes 384.1 billion to the U.S. economy according to the study. Real estate and development in general has always been one of Florida s legacy economic foundations along with tourism and agriculture says Bob Swindell president of the Greater Fort Lauderdale Alliance. Commercial real estate inventory provides economic capacity and is the vital infrastructure component to support the growth of our targeted industries. By product type you don t have to look further than the millions of square feet of new big-box warehouses across South Florida to understand that industrial development is king in Florida--and the data shows this. The state ranks third in the nation for warehouse development with 2.9 billion in total economic impact. Texas was first with 6.6 billion followed by California with 5.5 billion the study shows. Florida ranks ninth for retail development with 2.1 billion in total economic output and 30th for office development reflecting the dearth of new office projects post-recession. Florida is a great place to live. The population continues to grow fueling demand for both housing and for business to service the expanding population says Brian Latta vice president of development for Chicagobased Bridge Development Partners which has an office in Miami. Rising interest rates may dampen growth in the short run but Florida being an attractive place to invest the markets will ultimately correct themselves. 70 FEBRUARY 2017 PRIVATE TRAINING STUDIO CORPORATE CENTER 33301 WHY TRAIN WITH BILL I have been training with Bill since 1993 have referred dozens of friends & associates and have received positive feedback from each. -- Mike Maroone President Maroone Enterprises CLUB 1 HEALTH & FITNESS CENTER PRIVATE CORPORATE & GROUP CLASSES BEFORE 400lbs Here 45 minutes training is all you need Busy I can come to you Makoto Speed & Reaction Arena NOW 220lbs Your Results Guaranteed FOR MORE INFO GO TO BILLKYSER.COM OR CALL 954.290.2920 NONPROFIT GOVERNANCE You Want to Join a Nonprofit Board ... But How Do You Get There BY GERRY CZARNECKI It is time to find out how to get on a board. It turns out most nonprofits are anxious to find directors so you may find the process quite simple. Or it could be a real challenge depending on what you are willing to do to get there. Here are some things that can set the wheels in motion to become a board member. Many of these may sound either over the top or they may seem simple depending on who you are and what you can actually commit to. First decide which nonprofits have a cause you are passionate about. My advice Never join a nonprofit board that has a mission and a vision that falls short of your interests. The easiest--and for many the least likely--way to get on a board is to make an unrestricted donation equal to the annual operating budget of the entity. With that gift they will have a seat for you if you want it. If you think I m being cynical and sarcastic I m not--it is quite realistic to expect that a major donor could be a director almost entirely because of the magnitude of the contribution. A more realistic series of actions might start with being a volunteer for the organization. Another option is to start making an annual membership contribution and then buying into and attending the nonprofit s fundraisers. Network at events he nonprofit is co-hosting to meet the members of the board and the leadership team. Networking will gain you access to boards no matter what type. Use the power of your day job to create a contribution pattern from your company. The reason CEOs often sit on nonprofit boards is to direct contributions or increase related marketing dollars to the nonprofits for which they have a commitment. If you have a senior leadership position you will be a highly desirable candidate. Reach out to the executive director or president and ask how you might help the cause. Connect with the chair of the board and or the chair of the governance committee. And if you know any board members reach out to them and express your interest. Once you do all of these steps I predict you will become a candidate for a nonprofit board seat quickly. Once you start this process you are probably going to get on the prospect list for many boards. Hence it is important that you commit only to groups that you have time for and have the passion to commit to. Gerry Czarnecki is founder and chairman of the nonprofit National Leadership Institute ( 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 72 FEBRUARY 2017 FEBRUARY 2017 73 TECH HUB What s the Real Story at Magic Leap BY CHRIS FLECK After two years of generally positive news and securing more than 1.4 billion in investments secretive technology company Magic Leap has been the subject of recent turmoil and backlash. The South Florida-based startup is in the midst of developing mixed-reality headgear that blends digital content with reality (also described as augmented reality). The wearable-tech gear will allow users to experience entertainment shopping work and health care in new ways that the company claims are a leap beyond Google Glass and Microsoft Hololens. Google Qualcomm Alibaba. A host of A-list venture capitalists are investors. The recent turmoil is a result of a story published in December by The Information a tech news website. A reporter was given a demonstration of a working engineering setup that provides a glimpse of what is possible with mixed reality. He also spoke with a few former Magic Leap employees and others in the field. Unlike the reporter from Wired magazine who got the demo and in April called Magic Leap the world s hottest startup The Information s reporter was underwhelmed. It is fair to have a critical opinion with a different point of view. However what caused most of the turmoil is one particular video that was published on YouTube in March 2015. This video titled Just Another Day in the Office at Magic Leap provides an impressive view of what mixed reality could be like. The video includes credits at the beginning and end for Weta Workshop a renowned special effects studio in New Zealand that Magic Leap had purchased. Three additional videos were released on YouTube. They did not include credit Weta Workshop and instead state that the videos were shot directly though Magic Leap technology and that no special effects were used. Those videos were not disputed but because the first one includes credits for Weta Workship it was interpreted as having used special effects. That was followed by speculation that investors were misled with this video which helped Magic Leap raise more than 1 billion. In an era of internet-speed news cloning limited fact checking and clickbait headlines the story by The Information spawned a series of reports that claimed Magic Leap produced fake videos to dupe investors. Some even compared Magic Leap to Theranos the medical tech startup that overstated the effectiveness of its products and received federal sanctions. Adding more fuel to the fire Two top-level marketing executives have left Magic Leap recently raising speculation the company is in trouble. If the CTO or critical engineering talent were bailing out that would be cause for concern but that is not the case. The real story is Magic Leap is working on breakthrough technology that has the potential to disrupt entire industries including televisions computer displays personal computers and smartphones. This is high risk and hard work for any company. Magic Leap has not missed any public targets or promised capability. All indications are the company is ramping up at the former Motorola site in Plantation and racing towards production. In fact it just announced expansion plans to create 725 additional jobs plus a 150 million capital investment. Rony Abovitz Magic Leap s CEO and founder has delivered breakthrough products before. His last company Mako Surgical was the pioneer of robot-assisted orthopedic surgery used in more than 50 000 procedures and was sold for 1.65 billion. Magic Leap has been able to leverage local talent from Motorola and others plus attract deep skills from Silicon Valley and globally who now recognize the area s benefits. We see Florida as an emerging hub for both technology and creativity and we at Magic Leap are inspired by events such as the first launch to the moon which happened right here in Florida just a few decades ago Abovitz says. Florida is a place where people can dream and where amazing things can happen. We hope to continue to grow and expand our efforts over the coming years. Recently Magic Leap brought on a new chief marketing officer Brenda Freeman who has extensive media experience and has begun to fix the PR fallout. The best way to do that will be to ship a product that defines a new era of computing. It s been done here before. South Florida was the birthplace of key aspects of the tech industry with game changers such as the IBM PC and the first smartphone. I look forward to Magic Leap developing the next industry changing technology right here in our backyard. 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. 74 FEBRUARY 2017 S P E C I A L M A R K E T I N G F E AT U R E Through Junior Achievement of South Florida (JA) a nonprofit organization focused on workforce readiness entrepreneurship and financial literacy since 1959 students from around Broward and south Palm Beach counties are being exposed to and are sharpening their business and work skills through JA s more than 20 educational and experiential learning programs. JA ENTREPRENEURSHIP PROGRAM PROVIDES REAL-WORLD EXPERIENCES FOR STUDENTS advised by experienced business executives and local entrepreneurs. For many students this up-close view provides a lifechanging experience. I learned about finances and business at JA. This program gave me the chance to communicate with and learn from real entrepreneurs. Going through the JA Fellows program prepared me to be productive sparked my inner entrepreneur and empowered me to solve problems and make big bold decisions. Running your own company can be pretty stressful which you don t realize until you do it. stated Stefano JA Fellows student competitor at last year s JA Spark Tank. One program in particular that has gained much interest from business leaders JA Company Fellows Program. High school students from 15 public and private schools form teams that start and run real businesses. From securing investments to creating marketing plans and sales plans to sourcing manufacturing and delivering products these students get a unique opportunity to see the business world from the inside. Students are See our students in action at the JA Fellows Spark Tank Finale March 25 2017 9am-noon at JA World Huizenga Center at Broward College. You will be impressed and encouraged by the entrepreneurial mindset and skill set these students have developed. Meet the students watch them present their final business products to local well-known entrepreneurs - Sharks and visit the trade show booths. JA Spark Tank Finale is open to the public but RSVP s are requested to Arelis by March 17. For more information about the JA Fellows program please visit programs JA-Fellows. SALES STRATEGIES Does your sales team own its goals BY GRETA SCHULZ This is the time most of you are creating or enacting goals and objectives for 2017 including the number crunching for revenue forecasts. Are you doing it right I had an in-depth conversation with the sales vice president of an aeronautical products company. We were discussing how good he was at gathering the sales data on how many customers they gained the percentage that each customer spent as to the overall budget what the top products were and so on. He then explained to me how he created the budgets for the next year for each of his salespeople. He said he had been creating their budgets this same way for several years. I asked a few questions here and got that look that you get when you speak to your dog and he obviously doesn t understand you. My questions were Have each of the salespeople made their budget numbers Why or why not How did you involve them in their sales budget decision I admire someone who has the ability to create spreadsheets of probability when creating goals and budgets. The problem is there are actual people involved in making this happen and just because someone puts it on paper doesn t make it so. In a perfect world we can come up with a logical budget on paper based on statistics and data. Great. Then we have to actually get our salespeople responsible for making it happen. Of course there are several reasons why we often have a shortfall. One of the most important ways to reach a sales goal is to create ownership of those goals for each salesperson. When we are a part of a decision when we have skin in the game we are much more likely to make desired outcomes happen--because they are ours. This year whether you have come up with goals yet get your salespeople to define what success is for them. What do they want and need to earn Why What will they have to sell and how much will they have to sell to reach that goal What do they have to do to reach that number Having your salespeople each come up with their own business plan will help create buy-in and therefore ownership of their business. Give them the basics of the data that you have for their territory or category. Give them everything but your budget numbers for them. Ask them to take a week or so review all of the information and create a goal and a plan that they will follow for next year to reach the goal they have set. Have them present that to you and any other senior executives necessary and tell them to be prepared for questions about their plan. Typically you will find that they are harder on themselves than you would be and they often come up with a higher number for their goal than you will. If not push them back on that and ask them why so low It is also important that their goals are attached to something that is meaningful to them--not some pie-in-the-sky number to impress you. If you would like to download a form that will help them figure out how much money they want and need to make here is a free one for you Give your salespeople all of the tools to be successful but don t expect them to follow your goals without involving them. They need to make them theirs as well. 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 and sign up for GretaNomics a weekly video tip series or email sales questions to greta 76 FEBRUARY 2017 S P E C I A L M A R K E T I N G F E AT U R E Joel Altman George L. Hanbury II Bob & Sandra Moss Tim Petrillo Monsignor Vincent T. Kelly Joseph & Winifred Amaturo For nearly 30 years Junior Achievement of South Florida has honored some of the community s most admired and accomplished business leaders at the JA Business Hall of Fame Awards. Selected by previous honorees Hall of Fame Laureates exemplify the height of business achievement excellence vision innovation and community responsibility. Previous honorees include Wayne Huizenga Rick and Rita Case Terry Stiles James and Cathy Donnelly Harry Patten Art Falcone and Keith Koenig. This year s stellar honorees are Joel Altman founder of Altman Development Corporation George L. Hanbury II President CEO Nova Southeastern University Bob and Sandra Moss founded Moss & Associates Tim Petrillo co-founder of Urban Street Development and the president and co-founder of The Restaurant People Inc. Monsignor Vincent T. Kelly Supervising Principal of St. Thomas Aquinas & Cardinal Gibbons High Schools and Pastor JA BUSINESS HALL OF FAME LAUREATES SPARKING SUCCESS St. John the Baptist Catholic Church will be awarded the Melissa Aiello Character Award Joseph and Winifred Amaturo will receive the Lifetime Legacy Award. This powerhouse networking and celebratory event provides an excellent opportunity to connect and mingle with the community s top business leaders and entrepreneurs. Held on April 25 2017 at 6 00 PM at JA World Huizenga Center at Broward College Junior Achievement s outstanding 60 000 sq ft facility more than 400 guests will enjoy a buffet dinner and cocktails inside the pre-event Lounges in the Thomas and Falcone Family JA BizTowns before entering Patten Family JA Finance Park for the Laureate Induction and award presentations. Sponsorships and tickets are available at JASouthFlorida. org HallofFame or contact Kellie Hensley 954-979-7124 for more information. THE FAMILY OFFICE Protect Thy Elders BY JULIE NEITZEL With increasing frequency older Americans are becoming victims of financial crimes. It s estimated that one in five older Americans have been exploited financially. Most victims are 80 to 89 and generally live alone with women being the victim twice as often as men. Exploitation generally comes at the hands of caregivers friends and--the majority of the time--family members. An AARP study found that financial exploitation by family members involves larger sums of money than with strangers. A Merrill Lynch survey concluded that children were the perpetrators in nearly 71 percent of the cases. (Indeed there was a well-publicized case several years ago involving New York philanthropist-socialite Brooke Astor that resulted in the imprisonment of her son for mismanaging her financial affairs. He was accused of grand larceny fraud conspiracy and for leaving his mother in deplorable living conditions.) Sadly victims often don t talk about financial crimes because of shame denial and fear. The wealthy elderly are a ripe target for scam artists given that more than 18 trillion remain in the hands of those 65 or older. Also because this wealthy group likely will live longer than non-affluent contemporaries because of their access to medical care and resources their likelihood of being targeted increases-- especially if there s cognitive impairment which happens to more than half of those who reach age 85. The types of scams and financial exploits vary but the internet creates additional opportunities for victimization. Email phishing attempts are frequent a writer might impersonate a family member asking for money to resolve an emergency. Sometimes scams involve requests to transfer funds in order to settle a phony tax issue. The Internal Revenue Service has experienced a surge of incidences in which scammers threaten arrest legal measures and other scare tactics. Caregiver fraud centers on the abuse of trust and vulnerability leading to identity theft financial theft forgery embezzlement and property theft. Similarly unscrupulous financial advisers can subject elderly clients to inappropriate investments unreasonably high fees and or financial fraud. Personal and estate planning documentation is particularly important for the elderly. A durable power of attorney allows for a designated individual to step in to handle all non-medical affairs (such as paying bills managing accounts and running businesses) of someone who becomes incapacitated or incompetent. The designation of a health care surrogate allows others to make routine and other medical decisions when the principal cannot voice his or her own decisions. A living will contains one s instructions with regard to decision-making if he or she becomes incapacitated and life-prolonging procedures are being considered. Without such documents a person could become subject to guardianship in which a court appoints a third party to make important decisions--which is not preferable as the family could lose control of an elder loved one s affairs. Those vulnerable can address this potential threat by having ongoing conversations with trusted family members and other advisers. Transparency is an important element along with educating family members on the frequency and types of financial scams targeting the elderly. Knowing who manages money how bills are paid who has access to accounts and passwords and who has designated roles in estate planning documents are important discussion points within the communication process. Working with your trusted advisers is a critical component of planning for and protecting your loved ones futures as well as your own. 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 or 305.825.2225. 78 FEBRUARY 2017 HOWARD KAYE Founder and President of the Howard Kaye Insurance Agency LLC. Nationally known expert on wealth creation preservation and Income Planning. Howard is the architect of In Sure Wealth Solutions. He was the host and star of the popular In Sure Wealth TV series on WXEL Public Broadcasting and the radio and TV host of Rich with Howard Kaye which aired on NBC. He is also featured on WPEC-CBS 12 Money Matters where he explains many of his proven concepts and solutions. Howard is a well-known institutional advocate philanthropist and patron of more than 50 charitable and civic organizations. CALL 1-800-LIVE-RICH To Get Your Free Report I LOVE ANNUITIES... AND SO SHOULD YOU Guaranteed Income- Too Good to be True Many people own or are seriously considering annuities to protect their income and their financial future. They are a safe dependable and offer guarantees that you may need and likely do not currently have. A message from Howard If you are concerned about market volatility and feel that you can no longer afford to risk your savings in the stock market call us. If you need the peace of mind that only lifetime income can provide then call us today. If you own an annuity and are uncertain about how well it is suited to your needs calls us for a complimentary no cost analysis. If you want to compare the guarantees of your current income portfolio to some of our absolutely guaranteed programs call today. The call to order our special reports only takes a minute but the benefits of the information may last an entire lifetime. Do not hesitate any longer. Call today What You Might Not Know About Annuities Could Come Back To Haunt You Information is always power. That s why education is our first priority. Anti-annuity money management firms that depend on long term fee based revenue want to scare you by implying that annuities are nothing more than overcomplicated insurance policies. Annuities are the only financial vehicle that can provide an inexhaustible income stream that can last all of your life and all of your spouse s life. Call us today toll free at 800-LIVE-RICH for 2 special reports Income you Cannot Outlive and The Fixed Indexed Annuity. The information contained in these reports could be life changing. What You Will Learn From These Free Informative Reports The different types of annuities and the use and application of each type How annuities can provide safety of principal and income guarantees you need How annuities can protect you from market losses and help you sleep at night Tax and distribution strategies that can be used to maximize your annuities Worried That You Or Your Spouse may Outlive Your Current Investment Portfolio or IRA s Many people are and with good reason. Longer life span coupled with market volatility pose a real risk. We can show you how to eliminate that concern with solid guarantees without all of the high fees. Have An Existing Annuity and Feel Stuck If you currently own an annuity and want a free custom analysis of its terms and features advantages or limitations call us immediately at 1-800-LIVE-RICH. We can help you with your retirement plans. About Howard Kaye Insurance Agency The Howard Kaye Insurance Agency LLC is a boutique firm serving the affluent and discerning since 1962. We are nationally known as the foremost authority on matters of Estate Maximization Wealth Creation and Preservation and Income Planning through the innovative use of Life Insurance and Annuities. Visit our new educational website at to learn more. Visit our new educational website at to learn more. Call today for your FREE report 1-800-LIVE-RICH (548-3742) Guaranteed payment of insurance and annuity proceeds is based upon the claims-paying ability of the issuing insurance carrier. Products and Services not available in all states. Based on certain assumptions. Howard Kaye Insurance Agency LLC does not provide tax or legal advice. Clients should consult their own tax or legal professionals prior to entering into such transactions. NOVEMBER 2017 FEBRUARY 79 PEOPLE PASSION AND PROFITS Getting to Know You Building the Trust Advantage BY STEPHEN GARBER Daniel Kahneman the Nobel Prize-winning researcher proved that people will pay more for an inferior product or service from those they know like and trust. Never would we suggest that you provide an inferior product or service to your clients. And pricing integrity is essential to long-term success. Yet Kahneman s research leads to some powerful insights for sustainable business success The more known we are in the business world the more people will reach out to us. The more liked we are by our customers and clients the more they will talk about us in positive ways. They will do our marketing for us. The more trusted we are the more leeway we have for service and pricing challenges. Of course if we don t deliver for a fair price if we give bad service and we are unresponsive over time then we will not be well known liked or trusted--and our business will suffer badly if not fail. Some of this is simple common sense. And if you are leading a successful business you probably practice many things aligned with this through your policies and procedures your marketing and your sales your pricing and customer service. Here s some advice The best way to take advantage of this insight is to get to know your people--your staff your team-- and let them get to know you. Ask yourself how well do you know your team Their personal situations their goals and aspirations their fears and doubts How well do you know their stories--the essence of who they are And how well do they know all these things about you Building trust into the fabric of your business is a huge advantage. When you and your people know like and trust each other it emanates from you to your people to their people and throughout your business to your clients. You build that trust advantage from the inside out. There are many ways to deepen the know like and trust phenomenon Start by learning about their families and personal situations. One of the Navy s greatest stories of performance turnaround started with the new commander of the worstperforming ship learning every sailor s name and family situation. Start the conversations. We often find that doing a light profile assessment and discussing style preferences leads to insights understanding and trust. We use one that takes five minutes and gives instant results to the individual written in plain English. Accelerate the process. Our team programs include a speed-bonding process asking participants to share three things on their bucket list (a lot of exotic travel) what upsets them (Florida drivers) and what they love (time with family mostly). You will find once you set the tone of getting to know you the trust advantage will cascade through your organization-- and into the marketplace. Go on then. Let them get to know you and each other. It will bring huge rewards inside and out. Steve Garber is director of Third Level Ltd. Contact him at 561.752.5505 or sgarber 80 FEBRUARY 2017 cordially invites you to join us as we celebrate the 2017 Excellence in Human Resource Awards E X C presented by I N ELLENCE HUMAN RESOURCE AWARDS 2016 Thursday March 9 7 00 PM The evening will feature a cocktail reception followed by an awards ceremony NSU Art Museum 1 East Las Olas Blvd. Fort Lauderdale FL 33301 complimentary valet parking 150 per ticket To purchase tickets or for more information please visit http signature-events hr-awards GOLD SPONSOR Silver Sponsors HISTORY VIEWPOINT Snookies Roost was one of the attractions in the Stiltsville area of Biscayne Bay Stiltsville A Boater s Paradise Just south of Key Biscayne s tip there s a group of houses precariously perched on stilts dug into the sand banks of Biscayne Bay. As early as the 1920s long before bright lights lined Ocean Avenue the stilt shacks served as the premier entertainment venue of the Southeast. Places such as Crawfish Eddie s established shortly after the Prohibition era sold bait beer and a signature crawfish dish. As the demand for more entertainment grew more and more of those little stilt houses sprouted up creating a history all their own. The Calvert Club sprung up in the late 1930s and was the first social club to call the crystal blue waters of Stiltsville home. Members of the elite Miami Beach Rod and Reel Club flocked there because it offered seclusion for a group that really knew how to party. As Miami s population skyrocketed so did an expanding need for exclusive social groups. In 1940 Commodore Edward Turner saw an opportunity and seized it. Turner built a massive house near the well-established Crawfish Eddie s and named it the Quarterdeck Club. During its commencement membership was invitation-only and cost 150. Word got out and the Quarterdeck s popularity blossomed it even appeared in a Feb. 10 1941 Life magazine article that described it as an extraordinary American community dedicated solely to sunlight salt water and the well-being of the human spirit. Stiltsville s allure of mischievous fun was washed away by hurricanes in the 1960s. Hurricanes Donna and Betsy together took out more than half of the 27 houses built off the coast of Biscayne Bay. Throughout the latter part of the 20th century the remaining Stiltsville homes served as radio towers. The water s high salt content helped transmit radio waves farther thus increasing the broadcasting range. The radio stations were decommissioned in 1990. Hurricane Andrew a storm of historic proportions swept through Stiltsville in 1992 and left only seven houses standing. The dated buildings were on their last legs and were in dire need of repair. South Floridians recognized the community as a part of Florida history that ought to be salvaged and many efforts were made to preserve the little town on the water. However it wasn t until August 2000 with the help of 75 000 signatures that Stiltsville officially was recognized as part of Biscayne National Park. Since then the Stiltsville Trust was created raising funds to repair and rehabilitate the homes to showcase the vibrant part of Florida history that they represent. To ensure that hurricanes do not further beat down the area the seven remaining homes have hurricane strapping added into the structures to protect against hurricane force winds. Tours of this iconic city are offered twice a month through the HistoryMiami Museum. Acclaimed historian Paul George serves as the narrator and tour guide for day cruises through Stiltsville sharing interesting anecdotes while letting patrons soak up the sun and fall in love with the crystal blue waters. 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 information or to visit HistoryMiami visit 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 visit 82 FEBRUARY 2017 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 Call 800 722 5934 or contact your travel agent. 2016 Celebrity Cruises. Ships registry Malta and Ecuador. 16053337 10 2016 FEBRUARY 2017 83 Gl i mme P n a t red n T eGl h i mme c l cinfaue r ol t e trs e o f me o r g e p rycatd r a s fi s x et rf n l e a df i e i c oc o n is d n h ie f nh P l e Sv r r rn e oi d ie o Bo z . s h l luihigc m b l t .o g n THERE ARE TWO TYPES OF MEN IN THIS WORLD. ED MORSE AUTOMOTIVE GROUP OV E R 7 0 Y E AR S OF E XCE LLE NCE 84 E D M O R S E . CO M FEBRUARY 2017