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FEBRUARY 2017 SFBWMAG.COM 7.95 MICHAEL CORCELLI Leading the Alternative Investment Wave Where can we help you next Over three decades of experience advising clients on strategic acquisitions and dispositions and providing landlord representation tenant representation property management and construction management services. We bring you real estate solutions around the block or around the world. SF 10 5 4 - 3 BLE 60 LA 1 0 VAI A Fountain Square Boca Raton FL A 241 000 square-foot Class-A office property consisting of three separate buildings surrounding a lush courtyard and prominent fountain with an on-site cafe. Major renovations have been completed including painting of building exteriors new monument signage landscaping roof and HVAC systems covered parking and curb parking lot improvements. The property is just minutes to I-95 and the Florida Turnpike. Numerous dining shopping and banking amenities nearby. Golden Bear Plaza Palm Beach Gardens FL A 243 000 SF Class-A office complex with beautiful Intracoastal and ocean views with lush landscaping. Located just north of PGA Boulevard on US 1. Flagler Waterview West Palm Beach FL Stunning space exquisite rates Enjoy Class-A office space with stunning water views and fantastic amenities close to I-95 and the hospital. 4400 PGA Boulevard Palm Beach Gardens FL This newly renovated 10-story 80 000 SF office building enjoys a highly visible and prestigious location at the intersection of PGA Blvd. and I-95. West Palm Beach 561 471 8000 Boca Raton 561 394 5200 Developing Optimism. Building Vision. Shareholders Daniel M. Mackler Miami and Danielle DeVito-Hurley Fort Lauderdale Florida s landscape has rebounded and Gunster s real estate team is optimistic about its resurgence. As momentum builds our vision is to help clients accommodate growth while maximizing opportunities. Gunster lawyers strive to deliver strategic value with an integrated single-source approach to our clients real estate needs. From Jacksonville to Miami our attorneys seek creative solutions across all aspects of law from land use and acquisition to property rights eminent domain and environmental issues. Our team approach to the comprehensive development of complex commercial residential and industrial projects helps our clients navigate business challenges in a global economy. As a unified firm networked across 13 Florida offices Gunster is statewide and state wise. (800) 749-1980 MARCH 2017 3 2818 Center Port Circle Pompano Beach FL 33064 P 954.735.8223 18288 Collins Ave Sunny Isles Beach FL 33160 P 305.974.0161 FL State Licensed Designer 000407 MARCH 2017 4 INTOWN Luxury Rental Community MARCH 2017 5 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 MARCH 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 28 46 EDUCATION Collaboration helps students find success in health care fields 72 TECHNOLOGY Michael Corcelli leads the region s alternative investment wave COVER STORY 48 MARINE SUP-X becomes one of the nation s top startup and VC events Major European yacht builders coming to West Palm Beach show 74 SALES STRATEGIES PROFITS Is dangling the motivational carrot not working Here s how to address it 14 ONE LINERS 54 CEO CONNECT Catch up on the news you missed from around the region Bob Roscioli started with a paint brush and built a marine empire 76 PEOPLE PASSION AND Power listening is an often underlooked skill in good company communications 26 TECHNOLOGY 32 PROFILE 60 EXECUTIVE ROUNDTABLE Panelists weigh in as a new year brings in a new business climate MonsterCloud helps companies fight ransomware attacks 78 THE FAMILY OFFICE 64 REAL ESTATE 68 LAW How to select the right trustee and develop a sound working relationship Optime helps Fortune 500 clients improve sales Slight slowdown in commercial real estate is no reason to panic 80 HISTORY VIEWPOINT 36 REAL ESTATE 42 RESIDENTIAL Julia Tuttle wasn t the only trailblazer among women in South Florida Inside the Gates These clubs offer a lot more amenities than just golf What employers need to know about the state s medical marijuana laws 70 NONPROFIT GOVERNANCE What to do when a board member doesn t fulfill a give-and-get policy Sustainability is all the buzz at Broken Sound Country Club 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 South Florida is hedge fund heaven A few months back I was contacted by April Klimley a financial writer who had relocated from New York City to Delray Beach. With a background of working for major banks in New York and writing for an array of financial publications she was rapidly scoping out the size of the financial services industry in South Florida. There were starting to be a lot of blips on my radar about hedge funds and other alternative investment companies moving here so we agreed that there was a need for an in-depth article that would really explore the topic. The result is this issue s cover story which is the most exhaustively sourced article in the history of SFBW. Klimley found that financial services is more than an economic development pipe dream--it s an established Editor-in-Chief Kevin Gale trend. The numbers are still a bit hard to nail down though with estimates of hedge funds here ranging from 50 to 300 depending on whom you ask. I think the numbers can be difficult to estimate because it s easy for a hedge fund manager to sit by the pool in South Florida and still be electronically tethered to the home office in New York or Greenwich Connecticut. Perhaps the most encouraging sign in the trend is that professional services companies such as law and accounting firms are moving talent into the area to help support the alternative investment community. What s being created is an ecosystem of support and a talent pool that will make it easier for more companies to either relocate which has happened in a few instances or establish satellite offices which is the common first step. To help represent the trend we picked Michael Corcelli of the Alternative Investment Association for this month s cover. I had a chance to meet Michael about six months ago in his Brickell Avenue area office. He is the founder and manager of Alexander Alternative Capital which was ranked by Bloomberg in the 96th percentile out of 973 hedge funds. Michael founded the Florida Alternative Investment Association and has seen a doubling of membership to 200 in the past three years. He also played a key role in the Florida State Board of Administration doubling its use of alternative investments from 10 to 15 percent of its portfolio freeing up about 15 billion of new capital for AI companies. Correction The last name of Mike Linder owner and CEO of Silver Lining Inflight Catering was incorrect in a photo caption and headline in February s CEO Connect article. Kevin Gale 10 MARCH 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. CHAIRMAN AND PUBLISHER EDITOR-IN-CHIEF AND SENIOR VICE PRESIDENT OF STRATEGY Gary Press gpress Kevin Gale kgale ASSOCIATE EDITOR Andrea Richard arichard COPY EDITOR Jason Davis Creative CREATIVE DIRECTOR ART DIRECTORS Melanie Smit Alexander Hernandez Frank Papandrea Evelyn Robles Writers CONTRIBUTING WRITERS Gerald Czarnecki Alyssa Fisher Chris Fleck Stephen Garber Adam Kemper April W. Klimley Martin Lenkowsky Darcie Lunsford Julie Neitzel Arnold Rosenberg Greta Schulz Photographers Downtown Photo Fort Lauderdale Lynn Parks Thomas Rollo Larry Wood Managing Director CLAYTON IDLE cidle ALAN HELLER RICH LOPEZ Market Directors lcastle JORDAN KNOWLES-BARTLEY jknowles LORI CASTLE OPERATIONS DIRECTOR aheller rlopez GINNINE PELLERITO gpellerito Monica St. Omer monica Jennifer Barb jbarb MARKETING & EVENTS COORDINATOR Estefania Marin emarin DIRECTOR OF MARKETING & EVENTS 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. YOUR PREMIER AIRPORT FOR BUSINESS Conveniently located in Uptown Fort Lauderdale Fort Lauderdale Executive Airport (FXE) is positioned to enhance your business travel experience. Notable amenities at FXE include a 24-hour air traffic control tower U.S. Customs facility with extended hours 24-hour security and your choice of four exceptional fixed-based operators. FOR EFFORTLESS TRAVEL TO FORT LAUDERDALE VISIT WWW.FLYFXE.COM. ONE LINERS PALM BEACH President Donald Trump says he has given his sons operational control of his hospitality business which includes The Mar-a-Lago Club in Palm Beach and Trump National Doral Miami. Mark Pateman has become a managing principal of Cushman & Wakefield s Palm Beach County operations. Developer Schmier & Feurring has proposed a Fairfield Inn and Suites Brett Morris COO of the Polo Club of Boca Raton is the recipient of the James H. Brewer Award as part of Club & Resort Business Excellence in Club Management Awards. Photo by Foster Partners Gerry P. Smith formerly the chief operating officer and executive vice president in the North Carolina office of Lenovo is the new CEO and director at Office Depot. Gilbane Building Co. will provide construction management for the expansion and renovation of the Norton Museum of Art with design direction led by the Pritzker Prize-winning architect Lord Norman Foster. 14 MARCH 2017 Phase 1 is completed and phase 2 is underway for Azure a condominium on the Intracoastal Waterway in Palm Beach Gardens which was developed by Frankel Enterprises and built by Gilbane Building Co. hotel to be located just outside the Mall at Wellington Green. Billionaire Citadel CEO Kenneth Griffin purchased a 4.18-acre oceanfront site for 85 million in Palm Beach. President Donald Trump s development company was ordered by a federal judge to pay 5.74 million to former members of Trump National Golf Club Jupiter for changing membership rules when he purchased it. The Florida Staffing Association has named Kelly Merbler regional market manager for the employment services firm AppleOne its president for 2017-18. New York-based marketing and communications agency Sharp Communications has opened its first Florida office in West Palm Beach. Billionaire developer Jeff Greene is overseeing the operations at the Tideline Ocean Resort and Spa which he purchased in 2011 replacing management group Kimpton Hotels. After Palm Beach Mayor Jeri Muoio vetoed a 114 million public subsidy Transit Village developer Mike Masanoff is seeking a new deal for his 1.1 million-squarefoot mixed-use project in West Palm Beach. Florida Atlantic University s College of Business honored Heiko Dobrikow the Riverside Hotel s general manager and chairman of the Greater Fort Lauderdale Chamber of Commerce with its 2016 Business Leader of the Year award. MARCH 2017 15 16 MARCH 2017 ONE LINERS BROWARD Fort Lauderdale Executive Airport celebrated its 2017 Achievements in Community Excellence Awards and honored REVA and U.S. Customs and Border Protection. Shown are Mayor John P. Jack Seiler Paula A. Rivera Customs assistant port director Jorge L. Roig Customs port director and Commissioner Bruce G. Roberts. MG3 Developer Group proposed to build 431unit Parc Place an 838 391-square-foot residential towers in downtown Hollywood. A 32 000-square-foot indoor trampoline park Rebounderz has opened in Sunrise 4545 N. Pine Island Road. BBX Capital has restored Alan Levan as its chairman and CEO after successfully overturning a court ruling involving an SEC case. Silver Airways and Air Canada entered a partnership allowing customers to purchase single-ticket flights between the carriers networks. Broward College will roll out a new media communication degree program starting this fall. EDSA moved forward with its Las Olas corridor project a 17-acre site on Fort Lauderdale Beach with a cost of 49.3 million that includes oceanfront public green space event space and multimodal transportation. Margaritaville developer Lon Tabatchnick has acquired the Weston Hills Country Club its two 18-hole golf courses and clubhouse. After 25 years in business Mangos Restaurant and Lounge on Las Olas has been sold to new owners. Swiss Watch International has gone out of business closing its headquarters in Miramar. Wet Seal a teen apparel company will close all its brick-and-mortar stores across the United States including locations in Holy Cross Hospital was awarded a grant of 22 000 from 1000 Club to support breast cancer care for low-income women. The Related Group sbe and Fortune International Group debuted Hyde Resort & Residences Hollywood with a grand opening party featuring a live performance by the Gypsy Kings. 18 MARCH 2017 The oceanfront W Fort Lauderdale completed its renovations and introduced The Residences 171 condominium units that come fully furnished and decorated by Meyer Davis Studio. Broward County. Fort Lauderdale-based AutoNation promoted executive vice president and chief operating officer William Berman to president and COO. Marc Cannon and Donna Parlapiano have moved up to EVPs from senior VPs of communications public policy and franchise operations corporate real estate respectively. Stiles has promoted Ryan Karlin to president to lead the Stiles Retail Group. Fort Lauderdale-based AAJ Technologies hired Murray Izenwasser to lead the company s digital marketing. American Express will add 3 000 jobs at its recently opened 400 000-square-foot office in Sunrise 1500 NW 136th Ave. Atlanta-based developer ArchCo Residential paid 23.2 million for a block along North Andrews Avenue in Flagler Village with plans to erect a mixeduse complex. MG3 Developer Group purchased the former American Express office in Weston for 14.1 million. Coca-Cola renewed a long-term lease for a 93 700-square-foot space at Seneca Industrial Park in Pembroke Pines. Developer Alan Hooper s project Apache Lofts a 33-unit residential complex is in review for construction in Fort Lauderdale s FATVillage. An Uruguayan investor is looking for approval to construct MG 100 Tower a 294-unit high-rise residential tower with 9 603 square feet of commercial Longtime South Florida educators Brent Goldman and Richard Goldman have opened Xceed Preparatory Academy a projectorientated and high-tech school in Coral Springs and Dadeland. space in Hallandale Beach at 100 S. Federal Highway. Austin-based iFly an indoor skydiving complex has opened in Davie 11690 W. State Road 84. Dev Motwani s Merrimac Ventures sold part of Las Olas Riverfront in Fort Lauderdale for 29 million to New York s Property Markets Group. MG3 Developer Group purchased the former American Express 52 960-square-foot office building in Weston for 14.1 million which was brokered by Avison Young. Nova Southeastern University has named its recreational arena on its Davie campus after automotive dealer Rick Case. ANF Group and Cypress Medical Pavilion are developing a two-story Class A 82 000-squarefoot medical office building at 2122 W. Cypress Creek Road Fort Lauderdale. CycleBar an indoor cycling studio has opened in Fort Lauderdale s Flagler Village. MARCH 2017 19 NEW STADIUM 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 . 20 MARCH 2017 ONE LINERS MIAMI-DADE Copa Room opened on 1235 Washington Ave. in South Beach and will host nightly Vegas-style performances Charlie Chaplin vignettes and celebrity impersonations. Triple Five Group s American Dream Miami the proposed largest mall and theme park in North America won its first round of approval by the MiamiDade County Commission. Milan-based fashion school Istituto Marangoni has signed a 13.5 million 10-year lease at 3701 NE Second Ave. in the Design District. Airbnb has signed a tax agreement with the town of Surfside collecting a 4 percent resort tax from local hosts which will be remitted to the town. Tap 42 opened its fourth location with an expansive menu and beer garden at 3252 NE First Ave. in Miami s Midtown neighborhood. PizzaRev plans to debut its first Florida location in March at 130 Miracle Mile Coral Gables. Donna Shalala political science professor at the University of Miami and president of the Clinton Foundation was appointed to serve on homebuilder Lennar s board of directors. Federal Capital Partners named Bruce Gago formerly of Mast Capital to direct its Miami office as vice president of acquisitions. Monument Real Estate Services appointed Gregory J. Lozinak as its new CEO and said its prior CEO Stuart Zook will take the role of CIO. Miami International Airport had a recordbreaking year in 2016 with 44.6 million passengers. Silver Airways which serves nine Cuban destinations has partnered with the Cuba Travel agency to give passengers convenient trip booking. Celebrity Cruises has named TV personality and interior designer Nate Berkus its design ambassador for its new Edge Class fleet. Property Markets Group has tapped author and alternative medicine advocate Deepak Chopra to consult on health and wellness-driven designs and amenities at Muse Residences in Sunny Isles Beach. Billionaire Phillip Frost CEO of Opko Health has donated 100 million to the University of Miami to establish the Frost Institutes for Science and Engineering. The University of Italian beauty company L Erbolario has opened in Brickell City Centre. Miami s Grown an organic fast-food restaurant founded by Shannon Allen and her husband former Miami Heat player Ray Allen says it will open its third location in Orlando. 22 MARCH 2017 Low-cost Mexican airline Volaris began service at the Miami International Airport with daily flights to Mexico City and weekly flights to Guadalajara. warehouses in Miami Gardens. Plans are in place to overhaul Miami Tower s 5 300-square-foot Sky Lobby on the 11th floor with a projected expansion of 7 000 square feet. The Related Group and Allen Morris Co. are negotiating with the City of Coral Gables to redevelop the Coral Gables City Center a 2.06-acre site near Miracle Mile. Venezuela s Auyantepuy Investments have paid 9 million for a block of land in Little Havana along Calle Ocho. A 22 500-square-foot development site in Bay Harbor Islands hit the market for 10.85 million. Haber Slade PA is relocating its law firm to Wynwood from downtown Miami and has paid 6.5 million for a 7 470-squarefoot building. Menin Hospitality has opened Ricky s South Beach a bar-arcade restaurant and live music venue at 1222 16th St. Miami developer Ugo Colombo s Brickell Flatiron condominium tower is underway following the completion of the project s massive concrete foundation pour which is one of the largest pours to date in downtown Miami s history. MARCH 2017 New York-based custom window treatment company The Shade Store opened its sixth Florida location including one in the Design District. Miami plans to spend 150 million on a 1 100-bed dormitory complex designed by Arquitectonica. St. Thomas University President Franklyn M. Casale announced his retirement after 22 years of service. Miami Jewish Health has received a 2.5 million donation from the Mitchell Wolfson Sr. Foundation for building its EmpathiCare Village a residential complex intended for individuals with Alzheimer s disease and memory loss. Civiq Smartscapes will install 300 kiosks with free Wi-Fi capabilities across Miami-Dade including on public transit buses and trains. Ytech International CEO Yamal Yidios has purchased the BankUnited office building at 1428 Brickell Ave. for 26.5 million plus an undisclosed amount from Taplin Co. Metro 1 Development and Robert Finvarb have proposed a 24-story mixeduse hotel project in Brickell just west of the Metrorail near the anticipated Underline park. Priv developers scored 102 million in construction financing at Island Estates in Aventura. Atlanta-based MDH Partners paid 44 million for six industrial Avison Young sold Park Centre a 131 463-square-foot office building for 12.6 million in Miami Gardens. 23 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. 24 MARCH 2017 WHY ARE WE THE 1 INVESTMENT FIRM IN MIAMI MARCH 2017 25 Zohar Pinhasi learned about security intelligence in the Israeli military and now helps companies fight ransomware MonsterCloud helps solve an issue that can bring a company to its knees BY ARNIE ROSENBGERG Zohar Pinhasi has no doubt that hackers--whoever they are--dictated the outcome of the 2016 presidential election. They re that good. But he s quick to add so is he. If it s a computer you can manipulate it says Pinhasi CEO and founder of Miami-based MonsterCloud. We bought a voting machine online just to understand how the device works and we hacked it in five minutes. I even hacked a computer that was 100 percent unplugged from the internet. The thought that any computer cannot be manipulated is absolutely outrageous. It might sound like bragging but Pinhasi 40 has the goods to back up the big talk. Born and education in Israel he sharpened his skills in the Israeli military focusing on security intelligence. Discharged at age 22 he started a business to help communications companies fight telecom fraud--hackers squeezing extra minutes out of SIM cards. At the time it was a serious problem costing the industry millions of dollars. Yet what Pinhasi discovered after moving to Miami in 2002 and starting another company PC USA that provided information technology services to small businesses dwarfed 26 MARCH 2017 RANSOMWARE any scam he d seen the internet bad guys running before. It was ransomware--online fraud taken to a new level. He calls it today s No. 1 threat facing large and small companies alike governments and even individuals. Years earlier Pinhasi had battled a problem costing companies millions. Ransomware he says today is a billiondollar specter hanging over the heads of all computer users and the problem is destined to get worse. With a single click on a malicious email Pinhasi explains a sophisticated ransomware program can infect a single PC or a large company running thousands of computers and hundreds of servers. In the blink of an eye it encrypts every file. Perpetrators demand ransom for the key to unlock the system. Ransomware today is a global problem that affects every person on planet Earth Pinhasi says. No matter who you are no matter what kind of business or government you are you can be affected. It s beyond insane. Pleas for help have come from one of the nation s largest pharmaceutical companies an Indiana police department and computer users everywhere between. Often it s an organization s own IT specialist calling frantically seeking a way to deal with an attack he or she never has seen before. When they call us they re having a panic attack he says. That s where MonsterCloud s 70 employees are helping 7 000 customers around the world. It s taken up to four days to get some big companies up and running again drawing on its own cybersecurity unit and its database of cyber threats built from monitoring ransomware activity around the world. This problem went from computers to servers to smartphones to TVs then to smart thermostats and now criminals are locking databases Pinhasi says. Sometimes we get hundreds of calls a day. And while MonsterCloud s calls have seen an uptick once Russian hacking became ubiquitous water-cooler chatter the inquiries that begin with How can I protect myself or my business end up with an education. If you get hit we have a lot of knowledge you cannot find online Pinhasi says. What do you do How do you recover your files How did they get in It s part of the process of recovering and just as important We want to ensure you will never be in that position again. Still Pinhasi points out dealing large-scale with ransomware remains a challenge because no one really knows its scope. According to the FBI it s less than a 1 billion annual scam but Pinhasi says only about 20 percent of victims report their attacks. By the end of this year he predicts ransomware could cost computer users more than 10 billion. I won t be surprised if losses from ransomware increase five to 10 times before the end of 2017 he says. We re all more vulnerable as the bad actors get better. When your company needs more Certainty. Influence. Significance. Growth. In Business Development Brand Amplification Market Expansion Talent Strategies COI access ...connecting centers of influenceTM MARCH 2017 27 WEALTH Photo by Larry Wood Michael Corcelli More Than a Dream Hedge funds & other alternative investment firms flood into South Florida BY APRIL W. KLIMLEY outh Florida is fast becoming hedge fund heaven--a new warm-weather home for alternative investment firms and their satellite offices. The firms are providing South Florida institutions family offices and government officials with new options for raising capital generating contrarian investment returns and expanding the business landscape. The AI firms also are bringing more skilled financial professionals into the region along with the purchasing power their compensation represents. WEALTH Bruce Rosetto Michael Corcelli has seen the growth firsthand as founder and president of the Florida Alternative Investment Association which he started in 2007. The number of firms in our association has doubled in the last three years he says. And so have assets under management. South Florida is home to more than 200 family offices almost 20 private equity firms and more than 50 hedge funds according to the Newlink Group in Miami. Palm Beach County s Business Development Board puts the numbers even higher with an estimate of more than 300 hedge funds and private equity firms in the three-county area. Only three major alternative investment firms have relocated their headquarters offices to South Florida but the number of satellite offices continues to climb. THE ATTRACTIONS OF SOUTH FLORIDA Corcelli lists a number of reasons for this growth the friendly tax environment in Florida (no personal income tax nor estate tax) the low cost of office space and the large number of wealthy retirees and snowbirds who live here. Florida s retirement system raising its target allocation for alternatives from 10 percent to 20 percent in 2012 has helped too. Then there Miami s position as the nation s second-largest banking center and an investment and banking hub for wealthy Latin Americans. New regulations have also played a part in this influx. According to lawyer Nanette Aguirre of Greenberg Traurig it all started with the federal Dodd-Frank reforms after the 2008 financial crisis which made it more expensive for hedge funds to do business. Now fund managers face compliance with an IRS provision that requires reporting of deferred fees (pre2009) and related earnings from offshore accounts. Taxes can be a lot lower for fund managers when they are domiciled in Florida instead of New York. Local government entities also have played a role in attracting AI firms. The Business Development Board of Palm Beach has been particularly active and Miami-Dade County s Beacon Council is ramping up as well. Kelly Smallridge Eli Giombi PALM BEACH IS BECOMING A HEDGE FUND HUB Three years ago BDB president and CEO Kelly Smallridge came up with the idea of focusing on attracting business from C-suite executives of financial companies who already owned property in Palm Beach County. This strategy was met with success she says. We are the sixth borough. Many CEOs already have second homes in Palm Beach. It s a very comfortable environment for them. Smallridge created a concierge service for AI executives and their spouses and families including introductions to the best schools for their children. Today companies with satellite offices in Palm Beach County include Wexford Capital and SandPointe in West Palm Beach Tudor Investment in Palm Beach SkyBridge and North Rock Fund in Palm Beach Gardens and Lampost Blue Chip Fund and TR Global Opportunity Fund in Boca Raton. SandPointe was started by Dennis Hammond a well-known adviser in the fund field who now lives in Florida. Hammond created the quantitative fund a type that uses a numerical process to select investments as a source of capital for his SandPointe Foundation. SkyBridge Capital is a fund of funds that opened an office in Palm Beach Gardens more than a year ago. The firm is run by managing co-partners Ray Nolte and founder Anthony Scaramucci who played a part in President Donald Trump s 30 MARCH 2017 WEALTH transition team. Approximately 30 hedge funds moved to Palm Beach County in 2015 and now the Palm Beach Hedge Fund Association has 1 562 members says founder and managing director David Goodboy. It s unbelievable he says. Every month I get calls from people who want to come here. For every big name that moves here there are six to 10 early-stage operations across the hedge fund and alternative asset spectrum Goodboy says. This is what will put South Florida on the global financial map he says. BECOMING AN ACTIVE PLAYER IN THE HEDGE FUND SPACE Miami also has attracted its fair share of alternative investment firms. It offers a concentration of endowments and foundations which are the biggest AI investors in South Florida. These institutions have steadily increased their allocations of alternative investments. The Miami metropolitan area is beginning to establish itself as an active player in the hedge fund space the British research firm Preqin says. AI firms that have opened offices in the city during the past two years include Dormouse of Malta QuStrat Absolute Return Fund and Apaloosa. Even family offices in South Florida have a substantial though small target allocation in alternatives. Eli Giombi an investment analyst at GenSpring Family Offices in Jupiter says We ve always been high on alternatives they are a good way to preserve wealth. Typical targets for AI investments are in the range of 16 to 20 percent. SUPPORT INFRASTRUCTURE GROWS South Florida also is gaining the infrastructure in fields such as accounting and law to help support AIs. In the past it wasn t possible to run alternative investment structures from here Corcelli says. When he started Miami-based Alexander Alternative Michael Mazzola capital it s an advantage to have a known firm handling your book keeping or audit requirements he says. Looking at the landscape of alternative investments there s tremendous opportunity down here from every angle. Steve Menna the Dallas-based KPMG partner in charge of alterative investments has moved two staffers into South Florida market. It s exciting to dive into a new marketplace he says. AI MANAGERS ARE OPTIMISTIC The AI sector has become more attractive during the past decade because of prevailing low interest rates. However alternative investments are not a cure for low yields Corcelli says. He believes an AI portfolio itself must be carefully constructed and diversified to produce consistent returns. AI managers and their support service providers are optimistic about future growth in the region. I do see a continuation of a growth Capital in 2006 he had to rely on New York lawyers and accountants for expertise. At the same time the workforce did not include substantial numbers of people trained in the financial services industry. Today things are different. A moreexperienced workforce is available because of the demands of the banking sector of Miami plus a push from the Beacon Council. We are working with universities to align with banks and the financial industry says Mario Sacasa the council s senior vice president for international education. This investment sector also has increased the need for sophisticated audit and accounting services. This demand has translated into more work for local firms and the Big Four accounting firms. Some accounting firms serve smaller investment firms. We are their back office and accounting department explains Rafael Beck a managing director at Integrated Solutions a New York New Jersey accounting firm that opened its newest office in 2013 in Boca Raton. The larger accounting firms tend to handle the audit side. Michael Mazzola heads the financial services practice in Miami for EisnerAmper one of the nation s largest accounting and audit firms. When you start a firm and an investor wants to give you a large amount of Nanette Aguirre market for AIs says Greenberg Traurig lawyer Bruce Rosetto. All positive factors will continue for the foreseeable future and we re seeing foreign investment continue. After all we re still the safe harbor for the rest of the world. MARCH 2017 31 Maria Merce Martin helps Fortune 500 clients improve sales Maria Merce Martin helps Fortune 500 clients improve sales BY KEVIN GALE MAKEUP AND HAIR JULIE SOUBIELLE PHOTO LYNN PARKS BY KEVIN GALE MAKEUP AND HAIR JULIE SOUBIELLE PHOTO LYNN PARKS Optimal Success 32 MARCH 2017 MARKETING Optime Consulting CEO Maria Merce Martin has one key goal for clients converting human behavior into sales growth. Evidently she is succeeding given Optime s list of Fortune 500 clients including HP Oracle Intel and Cisco. Optime which is based in Weston has blossomed over 15 years into a company with 11 million in annual revenue and 130 employees. Optime is a combination of coach technology provider and business analyst. Its process starts with consulting with clients about their needs goals and challenges including who is buying and who is selling Martin says. That s followed by brainstorming and presenting a solution that outlines how Optime will create key performance indicators and a return on investment. We are going to be an extension of your teams. Because you have a goal we have a goal too Martin says. Martin likes to develop simple solutions and then let the clients know how they can add other services if they are happy with the initial results. In the end it s about growing trust she says. To help gain the trust of the client s team members such as sales representatives Optime produces informative videos inhouse that include 3D animation. THE GO BETWEEN The sales process can be complex for Optime clients who rely on external sales channels. Optime serves as an intermediary that provides e-learning modules for sales representatives tracks their performance and offers incentives for success. We give them education and motivation engage and reward Martin says. It s not just money. It s the intrinsic awards about how you can grow your professional brand. All the millennials these new kids on the block ... we need to make sure we are motivating them. Optime s systems also generate vast amounts of data for clients and then explains what it means. With the data and business intelligence they can see trends how people react and measure return of investment Martin says. That can provide opportunities for upselling and cross-selling launching key products or reducing inventory. A second strategy provides lead generation for internal sales forces which involves a healthy dose of marketing automation. One example of Optime s creativity was a themed promotion for HP BlueCarpet a web-based incentive program developed by HP Intel Microsoft and VMware. Optime conducted a sales behavior analysis of products categories and regions to help set goals. Sales reps were engaged with a treasure map that allowed them to discover prizes through the sale of different products. Optime s website reports the result was a 189 percent growth in revenue from the previous quarter and a 107 percent growth in sales. Doing all of this requires a heavy dose of technical know-how. Half of the 130 employees at Optime are programmers Martin says. Optime offers real-time dashboards and 24 7 web and mobile platform applications. Optime also has a lot of in-house capabilities in the area of marketing such as producing videos with 3D animation. We don t have everything in a box and everything can be tailored Martin says. Optime is investing more than 1 million to offer software as a service. It s developing the system in Brazil where it works with Amazon Web Services. While Optime has a lot of tech clients including South Florida s Citrix Systems and United Data Technologies it is also branching into new verticals. Amazon is a new client and Optime landed a global project for Stanley Black & Decker after a previous client moved there from a tech company Martin says. ROOTS IN VENEZUELA Martin founded the company in Venezuela where she grew up in Caracas in 1998. Her father was a chemical engineer from Spain who emigrated to Venezuela to work in the oil industry but instead became a university professor. Martin graduated with a computer science degree from the Universidad Central de Venezuela and worked as an intern for Empresas Polar the Venezuelan beer company. Working after graduation at Lagoven part of the Venezuelan state-owned oil company gave Martin a foundation for some of the expertise that Optime provides now. As an IT user-support analyst Martin developed help desk training guides. As the IT communications co-leader she led the strategy to show how the 14 000 members of the IT team were important to the overall success of the company. That involved presentations and the production of magazines videos and events. That expertise was a springboard to becoming the first executive account manager for Novell in Latin America. After two years of that she spent two years as a channel sales manager for 3Com and exceeded sales quotas by 200 percent. Her technical background let her propose and configure the best solutions she says. It was less about selling and more advising which is what we do here at Optime she adds. By 1998 she was ready to go out on her own and founded Optime in Caracas but later moved the company to Maracay because that s where the programming talent was. In 2001 as conditions in Venezuela became more violent Martin and her family moved to Weston which has a large Venezuelan population. Optime has an airy headquarters with plenty of symbolic green. Martin says it s a motivating and energizing color that also symbolizes how people should be responsible about the planet. Optime green is in full evidence at the annual Optime 5K run which raised 35 000 for charities last year. After skeptics who told her she would find it difficult to succeed here because she was Latin American and a woman Martin and Optime have become a part of the fabric of the community. Martin who is happy to be a U.S. citizen says This is a country that gives you opportunities. MARCH 2017 33 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 MARCH 2017 Sales 34 Designers Welcome Residences from the 300s to 5 million Residences from the 300s to 5 million E ACTLY E ACTLY where you want to be... where you want to be... At BallenIsles in the heart of Palm Beach Gardens you will find a lifestyle of comfort At BallenIsles in the heartarray of social activities a place where a lifestyle of comfort amenities and an endless of Palm Beach Gardens you will find your experiences will amenities and an endless arrayHere friendships among neighbors and members last range from thrilling to relaxing. of social activities a place where your experiences will range from thrilling to relaxing. Here friendships among neighbors andor community a lifetime. Whether you re an avid golfer tennis buff fitness aficionado members last a lifetime. Whether you re an avidBallenIsles which is exactly where you want to be. volunteer you ll find paradise at golfer tennis buff fitness aficionado or community volunteer you ll find paradise at BallenIsles which is exactly where you want to be. Contact our Membership Office to schedule a personal visit Contact our Membership Office to schedule a personal visit 100 BallenIsles Circle Palm Beach Gardens Florida 33418 561.775.4763 100 BallenIsles Circle Palm 33418 561.775.4763 Beach Gardens Florida The Boca Raton Resort & Club has plenty of golf but also includes the Boca Beach Club with half a mile of Atlantic Oceanfront Amenities Supersede Everything Homes along golf courses continue to command a premium BY MARTIN LENKOWSKY BY MARTIN LENKOWSKY This is the second installment of SFBW s Inside the Gates series a closer look at golf and country club living. This is the second installment of SFBW s Inside the Gates series a closer look at golf and country club living. Provide them with great amenities and they will come--and keep coming say those associated with country club living here in South Florida. When we greet a client the first thing we do is show them the amenities says Allan Meyerson with Admirals Cove Realty in Jupiter. Amenities supersede everything. People are looking for lifestyle. Although many clubs nationwide have reported a declining interest in golf as the traditional calling card for a country club that trend isn t happening as much locally. Meyerson points to age and demographics as a possible contributing factor. Younger people don t have the time to spend four hours a day playing golf he says adding that they get more into it as they grow older. I can t tell you how many people have never played golf and then it becomes a passion. Because of a younger age group moving into country club golf communities many clubs have expanded their amenities to include a wide array of children s and family-oriented activities. And even if you don t hit the links living next to a golf course might be good for your health--financially. A recent Florida Atlantic University study showed homes built adjacent to golf courses continue to command higher prices from prospective buyers. The study--conducted by members of the university s faculty--looked at more than 10 000 real estate transactions in Broward Miami-Dade and Palm Beach counties. The researchers concluded that having property adjacent to a golf course is worth between eight and 12 percent more than one that isn t on average. With golf--and other amenities--playing a vital role in a country club s desirability SFBW sampled some South Florida clubs to see what amenities they offer current and potential members. 36 MARCH 2017 INSIDE THE GATES COUNTRY CLUB AT MIRASOL PALM BEACH GARDENS GOLF Two 18-hole championship golf courses. Hosted a PGA Tour event 2003-06. The Sunset Course designed by Arthur Hills offers multiple tee areas and plays from 5 168 to 7 192 yards. The Sunrise Course designed by Tom Fazio offers multiple tee areas and plays from 5 173 to 7 332 yards. AMENITIES Offered based on type of membership purchased when buying a home. The club offers golf sports and social equity memberships. UPCOMING RENOVATIONS A golf course renovation plan was recently approved by club members. Construction is planned on both courses. WESTON HILLS COUNTRY CLUB WESTON GOLF Two 18-hole championship courses with layouts designed by Robert Trent Jones Jr. AMENITIES Men s and women s locker rooms tennis court driving range full-service pro shop. FISHER ISLAND CLUB MIAMI BEACH GOLF P.B. Dye nine-hole course. TENNIS The club s main attraction. Eighteen world-class tennis courts. AMENITIES Two deep-water marinas. Seven dining options. Fullservice spa. Salon and fitness centers. Private day school (preschool through fifth grade). Observatory for stargazing. Aviary with dozens of exotic birds. Palm tree-lined private beach with sand imported from the Bahamas. MARCH 2017 37 PARKLAND GOLF AND COUNTRY CLUB GOLF An 18-hole par-72 Greg Norman-designed course. Also a 19th hole --located partially over wetlands--called the Shark Bite which is used to settle a match if tied on the 18th hole. There s also a driving range. AMENITIES Sports club featuring a nearly 4 000-square-foot fitness center with exercise equipment aerobics and fullservice spa. There s also a kids activity center (all members get two hours a day per child). Three swimming pools family adults and a children s splash zone. Three dining facilities and an expansive banquet hall. Ten Har-Tru (clay) tennis courts. Mandatory membership to the sports club golf membership is an optional upgrade. No nonresident memberships. HOMES Range from 995 000 to 1.4 million. THE CLUB AT ADMIRALS COVE JUPITER GOLF Host since 2009 to the U.S. Golf Association s local U.S. Open qualifier. Offers 45 holes among four unique courses designed by Robert von Hagge that are maintained yearround. AMENITIES Seven onsite dining venues including five-star cuisine and catering services. Wellness programs at Blue Water Spa salon and fitness center with a personal training team. The East clubhouse offers pleasant views a resort pool a golf shop large locker facilities and card rooms. HOMES Nine hundred residences ranging from cottages to estate homes ranging from 500 000 to 9 million. BOCA RATON RESORT AND CLUB GOLF Two championship 18-hole golf courses featuring a full program of clinics and lessons. Master PGA professional Kellie Stenzel is the new lead golf instructor for hotel guests and club members. TENNIS Ranked as one of the top 10 programs in the country by Tennis magazine it offers 30 courts (including 12 lighted) clinics lessons and an adult tennis camp. AMENITIES Include the 50 000 square-foot Waldorf Astoria Spa a private beach a full-service marina accommodating vessels up to 170 feet six pools a half-mile of private beach and the Cloister Fitness Center which underwent a multimillion-dollar renovation in 2014 and features cardiovascular and weight-training equipment. 38 MARCH 2017 40 MARCH 2017 It s Simple R3 2 1 16 MARCH 2017 41 RESIDENTIAL John Crean Golfing Green Broken Sound Country Club gains another distinction for its sustainability efforts BY ALYSSA FISHER There was a brief lull in John Crean s office at Broken Sound Country Club but buzzing filled the silence. Oh yes those are some of our bees he says pointing to the insect-filled frame on the back table. I wanted you to see them. That was back in September when Crean the general manager and chief operating officer of Broken Sound was trying to raise awareness of the worldwide decline of the honeybee population. The club employs a beekeeper to maintain 22 beehives on its golf courses where 1 million bees produce 1 000 pounds of honey per year for its members. The plight of honeybees is one of several environmental causes the Boca Raton club at 2401 Willow Springs Drive has taken on since Crean took the helm 14 years ago. Last month the club won top honors in the 2017 Environmental Leaders in Golf Awards presented annually by the Golf Course Superintendents Association of America and Golf Digest magazine. It was the latest accomplishment for a club that ranks among the country s 70 best according to Platinum Clubs of America. Crean enjoys gardening as a hobby but he wouldn t call himself a tree hugger. He says it s a matter of making sustainable decisions that are good for business. I see processes out there that can actually benefit the environment without costing a lot of money the Parkland resident says. The initial setup may cost some dollars but those dollars will come back tenfold if you do it correctly. Broken Sound a private gated community--host to the PGA Champions Tour s season-opening Allianz Championship for 10 years--has two 18-hole golf courses certified by the Golf Environment Organization. In addition to the beehives there s a butterfly garden and birdhouses. The club s on-site composting system helps reduce the amount of fertilizer and insecticides sprayed on the courses which are irrigated with recycled sewage water. Most recently Broken Sound has installed a Tesla charging station. Crean stumbled into becoming environmentally conscious. The club once used plastic foam cups-- beautiful white cups that are oddly a sin when you see them blowing across a beautiful green fairway he says. Then there were the water bottles with the club logo which were bad for the environment and cost 40 000 a year. So the club installed water machines and introduced biodegradable cornstarch-based cups. Soon solar heaters water-reduction toilets and showerheads and motion-sensing lighting systems with LED bulbs were added. It spiraled Crean says with a laugh. Since then the club has received honors from the Florida Department of Environmental Protection for its 95-percent recycling rate. There s a lot happening he says but there s a lot yet to do. 42 MARCH 2017 MARCH 2017 43 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 44 FEBRUARY 2017 Visit today or call 800-810-0989 HOST YOUR NEXT EVENT AT THE BALLPARK Premium Suites 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 Decks Covered decks located on the suite level can be found along the 1st base and 3rd base lines. To view all menu options visit BallparkPalmBeaches. com party-decks Amenities include Space for 80-100 guests 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 844.676.2017 BPPalmBeaches 5444 Haverhill Road West Palm Beach Florida 33407 EDUCATION Collaboration helps students find success in health care fields BY KEVIN GALE George Snow died in a helicopter crash in 1980 but the legacy of his love for education is going strong 37 years later. The George Snow Scholarship Fund has awarded 8.2 million in educational grants since it started including 915 317 in 2016. This year the fund has teamed up with the Quantum Foundation Florida Atlantic University Palm Beach County schools and the T. Leroy Jefferson Medical Society to offer scholarships to underserved students who want to enter the health professions field. George Snow moved to Florida in 1958 to be a math teacher and retained his love of education after he became a developer says his son Tim who is president of the foundation. He was always interested in helping young people who wanted to help themselves. Shortly before the Feb. 1 application deadline the foundation had received 116 applications for the health professions scholarships and had plans to issue 20 to 40 scholarships Snow says. The Quantum Foundation was receptive to providing 200 000 to the effort because the George Snow Scholarship Fund has a strength in administering scholarship programs says Kerry Jamieson the Quantum Foundation s senior director 46 MARCH 2017 EDUCATION Tim Snow of communications. Quantum long has had an interest in health care going back to its start from the sale of JFK Hospital it has has given more than 120 million to more than 450 local health-related initiatives since its 1997 founding. The logical place to find students for the current effort were the 22 medical academies in Palm Beach County public schools. The T. Leroy Jefferson Medical Society will help mentor students. The society is named after a pioneering AfricanAmerican doctor in West Palm Beach. The tsunami of aging baby boomers is creating intense need for more students in health care programs Jamieson says. If you nurture local talent that talent tends to stay because they have family Jamieson says. The Palm Beach Business Development Board estimates 80 000 workers are in the health care field in Palm Beach County. Health care professions are a huge employer Snow says. We thought it would be a great target demographic for us to identify these young people in these medical science academies and help them get scholarships. We thought of Quantum because of their focus on health care. Snow says the scholarships granted by his organization come with a lot of support services to students who sometimes come from unstable family situations. If they need a computer we give them a computer Snow says. The Snow Foundation keeps an emergency fund on hand for students sends them care packages and provides college physicals in a partnership with Boca Raton Regional Hospital. Last year the Snow Foundation gave out 84 scholarships and this year expects more than 120. The average award has been 9 700 and Snow hopes to boost that to 10 000 this year. Snow says some people have the misconception that his father left immense wealth to the foundation but the foundation is reliant on about 60 different funding sources including individuals some local Kiwanis and Rotary clubs and country clubs including Admirals Cove and Boca West says Jeff Fromknecht outside consultant and general counsel for the Snow Foundation. Some large foundations also contribute to the Snow Fund including the Lily Brentano Foundation Schmidt Family Foundation the Steven Bagdan Charitable Foundation and the Macy Nurkiewicz Foundation. The scholarships can stretch up to six years Fromknecht says. Two staffers are devoted to tracking how the scholarship recipients are doing such as enrolling in classes and maintaining their grades. Donors often write letters of encouragement to students. We hold them to high expectations and make sure they have developed a sense of personal responsibility says Pam Perrin vice president of scholar services for the Snow Foundation. Doctors and other medical professionals from the Jefferson Medical Society will help select scholarship students says Pablo Fernando del Real Salazar administrative coordinator for the society. The society is promoting the scholarships to its members most of whom are doctors of color del Real says. They have an interest in seeing these scholarships awarded to deserving students. And quite possibly the students will be inspired in return. MARCH 2017 47 Palm Beach International Boat Show Returns for its 32nd Year BY MARTIN LENKOWSKY his month s Palm Beach International Boat Show 2017 will add a prestigious international flavor says Andrew Doole senior vice president and chief operating officer of Show Management which produces and manages the show. Doole says a half-dozen major European yacht builders will be participating. These are major foreign yacht dealers he says. Some of the finest in the world have noticed Palm Beach County as a great place to meet new clients. Leading yacht builders including Feadship and Amels of the Netherlands will have vessels on display Doole says expecting even more big yachts at this year s show. Princess Yachts will have a 40-meter boat there he says. It s a brand-new yacht for them. He says the longest vessel at the show will be more than 200 feet. The show s been recognized by some of these incredible yacht builders this year Doole says. Long considered one of the country s top five boat shows the 32nd annual Palm Beach International Boat Show is March 23-26 with an estimated 1.2 billion in inventory--boats yachts and accessories--from the world s leading manufacturers. Doole says exhibitor space for this MARINE year s show will be sold out. The 2017 Palm Beach International Boat show will be held in the heart of downtown West Palm Beach along Flagler Drive near Clematis Street. The location couldn t be better says Chuck Collins executive director of the Marine Industries Association of Palm Beach County one of the event s major sponsors. The show is considered 2017 s anchor event for the county s entire marine industry and its location means visitors also can enjoy dinner and drinks along and near Clematis. Hundreds of boats including small inflatables power boats fishing boats center consoles bow riders personal watercraft and super yachts (longer than 150 feet) will be at the event. Additionally previously owned yachts as well as tents filled with the latest electronics and accessories will be available along with live music and exotic cars. You can buy every marine accessory you can think of Doole says. The Palm Beach show marks the last boat show of the season in South Florida. Organizers call it a perfect family destination. There will be fishing tournaments and lessons for children and the AquaZone a joint presentation between Nautical Ventures and Show Management makes a return appearance. The AquaZone is a 60-by30-foot demonstration pool that features hands-on learning and demonstrations of water sports equipment and products. At a Glance (10 a.m.-6 p.m.) WHEN Thursday March 23 (noon-7 p.m.) Friday March 24 and Saturday March 25 (10 a.m.-7 p.m.) Sunday March 26 WHERE Downtown West Palm Beach Flagler Drive near Clematis Street. COST Adults 22 children 6-15 12 under 6 free VIP packages available INFO - 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 PRO-FI FACILITY MAINTENANCE GENERAL CONTRACTING PRESSURE CLEANING - PORTER HANDYMAN SERVICES 954.946.4340 info 800.611.6631 MARCH 2017 51 MARCH Employee Appreciation MONTH What better way to tell your employees they re awesome than by treating them to a JET catered lunch. Call us to place your order 954.990.1939 52 MARCH 2017 LET CONNECTIONS FOR BUSINESS TAKE CARE OF YOUR IT NEEDS SO YOU CAN GET BACK TO RUNNING YOUR BUSINESS WE RE A SOUTH FLORIDA IT SERVICES PROVIDER AND WE VE BEEN HELPING OUR CLIENTS GROW BY BUILDING PLANNING AND OPERATING THEIR IT ENVIRONMENTS SINCE 1977. WE VE GOT THE PERFECT MANAGED IT SERVICES PLAN FOR YOUR BUSINESS ALL BACKED BY OUR AWARD-WINNING TEAM. UNLEASH THE POWER OF WORRY-FREE IT 2843 PEMBROKE ROAD HOLLYWOOD FLORIDA 33020 WWW.CONNECTIONS.COM MARCH 2017 53 954-920-9604 CEO CONNECT POWERED BY Bob Roscioli answers a question asked by SFBW Chairman and CEO Gary Press Bob Roscioli s work as a master painter evolves into one of the region s most prominent yachting businesses Bob Roscioli started his career in the marine industry in 1962. Within a year s time he began to develop the painting technique that would culminate in his world-renowned marine companies Roscioli Yachting Center and Roscioli Donzi Yachts. The 100-employee Roscioli Yachting Center is a multimillion-dollar full-service yachting facility. It has an array of specialists in captaining electric electronics carpentry fiberglass welding painting mechanics propulsion and interior design. Roscioli became a dealer for Donzi in 1985 and acquired the company a year later. The boats are designed to have classic fluid lines and are known for their ruggedness seaworthiness agility and high-end finishes and interiors. Roscioli works together with his wife Sharon and their children Heather and Robert. Roscioli was interviewed at Grateful Palate Catering & Events which is on the Intracoastal Waterway in Fort Lauderdale. CEO Connect was presented by Celebrity Cruises and sponsored by the law firm of Greenspoon Marder and residential contractor Shorecrest Construction. It s all in the Details 54 MARCH 2017 CEO CONNECT CEO CONNECT Peter Lopez of Grateful Palate Catering & Events Philip Jacobs of presenting sponsor Celebrity Cruises Patrick Lee of sponsor Shorecrest Construction The following transcript has been edited for brevity and clarity. Tell us about your early life. I was born in 1956 in Philadelphia and we later moved to Fort Lauderdale. I was a Stranahan High School graduate. I became a lifeguard for three years and finally I decided I had to do something with my life. I started washing boats cleaning boats and working on docks. They offered me a job in a shipyard. This propelled me into learning how to take care of yachts. Yachts were typically only 50 feet back then. They came from all over the world. Fort Lauderdale is not only the boating capital of the world it s the repair capital of the world. I learned how to paint and mastered brush painting. If you had to ever brush paint a yacht you had to be meticulous. I practiced and I practiced. I watched other people who were good at it. I worked 15 years as a master brusher. People would seek me out to brush their boats. This was along State Road 84 before Interstate 395 was built. I would rent sheds and the boats would come up there. Then all of the sudden they came out A R-73 Donzi Tournament Sportsfish Convertible was moored outside for attendees to tour MARCH 2017 55 The CEO Connect was held at Grateful Palate Catering & Events Rufus James Christina Merkur and David Merkur with urethane spray painting. I don t know how to spray-paint. I m a brush master. I went to Sears and bought a spray gun. I told someone I ll paint your boat for a few hundred bucks. I painted it four times. I brought the gun back to Sears and said it didn t work. I didn t know you had to clean it. I became one of the best in the world at spray-painting. They came from all over the world to have me spray-paint their boats. I worked day-to-day and paid 5 000 a month for rent. Then the highway came along and I had to get out. I had 25 painters seven carpenters building boats and repairing. I asked myself What do I do now If I fail I lose everything. A man from Bradford Marine bought the place I have today and said I don t want to run a shipyard. Would you like to lease it I made a deal. He wanted 25 000 and I had been paying 5 000. I said I ll make a deal 17 500 a month and an option to buy in a year and a half. It changed my whole life. I understand there was a turning point in your life that happened after you asked for a nickel raise. I worked in a shipyard sanding bottoms. I had to do all the prep work. They treated me as a lower-end employee and paid me 1.10 an hour. I worked for nine months and started to do a lot of good work. I asked Can Rich Lopez Veronica Jimenez and Bob Birdsong 56 MARCH 2017 CEO CONNECT CEO CONNECT I get a dime raise Later I said Gee I ve been waiting three weeks and I haven t got a raise. Just give me a nickel. The next week they fired me. They didn t like my attitude. I got my little Roy Rogers lunch box and walked under the bridge on Fourth Avenue and said to myself I ll never get fired again. Paint a picture of what it would look like if we walked into Roscioli Yachting Center. When you walk in at 7 a.m. it s very intense. We have about six guys that work closely with me. I believe in surrounding yourself with good people--people you can count on 100 percent. I have people who came to work with me at 16 and 18 and they have been with me 25 to 30 years. It s a beehive of large megayachts 110 to 150 feet long. We have a travel lift that can lift 400 tons. We re dealing with captains and customers with about 100 people in the yard. It s a busy place--it never stops. I leave about 5 o clock. It s a busy day for all of us. The whole family works every day. You have sold to some amazing people. Tell us about that. Ray Kroc from McDonald s was one of our first customers. I had his personal phone number and he would invite us to his house. I knew Charles Walgreen Jr. for 30 years. He used to visit me all the time. One day Roy Culver [founder of tire recapping company Bandag] called me and said I hear you are the best painter around including Europe. I said That s quite an honor and I guarantee anything that I do will be right. He asks to meet me at the Jockey Club. I get in my car and I have paint all over my pants. He has the whole Andria Cunningham and Denise Casale Amjad Shamim Brenda Mallett and Murray Izenwasser David Coddington Jack Bennings Bob Roscioli and Rich Ducharme MARCH 2017 57 CEO CONNECT top floor of the Jockey Club. He owns a 140-foot Feadship the largest that ever came up the New River. I told him this would be the biggest job I had ever done and I could do it for 100 000 in nine to 12 weeks. He said he needed it in six weeks. I told him that was impossible and he offered to pay another 10 000. I got it done in 5 weeks with six guys a day seven days a week working 12 hours a day. Ten thousand dollars was a lot of money in the 1970s. You seem like an effective leader. It all starts with a passion. There are a lot of CEOs here who own larger companies than I do. I work hard every day looking at every job. I talk to all my men from my sweeper to the top. I worry about how much stuff is on the ground and how is the guy doing his job. The meetings are quick-hitting. I believe in getting on the job and getting the work done. We have meetings a couple of times a week. I meet with the foremen twice a week with 15- to 20-minute meetings. We have 20 to 25 jobs at any one time in the shipyard. We have to stay on schedule with everything we do. What keeps you up at night I don t sleep good at night. Two hours and I m awake. I sleep a couple of hours here and there. Before you know it you are up. I worry about clients and helping people. I want to make sure it runs smooth every day. Are you bullish on the economy I m excited as hell right now. This man has who been elected I think you will see one of the most exciting things in history in the next five or 10 years. This guy is not just a president--he s an animal. He already has the jobs covered. Tell us about your Donzi sports fishing boats. I wanted to build a boat that you are not going to have to fix because I used to have to fix them. I m going to build them so everything is accessible. It will run fast and run strong. As a business owner what has been your biggest challenge Obviously getting employees. It s extremely tough to get good employees. We offer great opportunities. What is the biggest failure you have learned from I never looked at failures. I thought they were setbacks and had to overcome challenges. I m going to fight through it and bust through it to not be that failure. SAIL BEYOND BORDERS IN THE NEW YEAR. 2017 Celebrity Cruises. Ships registry Malta and Ecuador. 16053337 1 2017 58 MARCH 2017 Fort Lauderdale s Premier Waterfront Venue Located along the scenic Intracoastal Waterway in Fort Lauderdale Grateful Palate Catering & Events offers a truly unique setting to host your corporate event. Our 4 000 square foot venue offers impeccable service and exceptional food alongside breathtaking waterfront views. MARCH 2017 59 3003 NE 32 Avenue Fort Lauderdale Florida 33308 954-566-3044 events EXECUTIVE ROUNDTABLE A New Year and a New Business Climate By Andrea Richard The first South Florida Executive Roundtable of 2017 convened on Jan. 11 just a few days before President Donald Trump took office. Understandably the new administration was on the panelists minds whether they were concerned about change and uncertainty or trying to avoid political drama creeping into office conversations. The panelists offered plenty of takeaways as they discussed the threats and opportunities for their respective industries for the year ahead. Innovation nurturing talent and using technology for a competitive advantage were among the talking points. The panelists Carmen M. Perez president of FPL FiberNet which recently was acquired by Crown Castle. Perez will stay with the company temporarily to lead the transition. Jorge A. Plasencia co-founder chairman and CEO of Republica a marketing and advertising agency in South Florida. Tere Blanca founder chairman and CEO and president of Blanca Commercial Real Estate. The moderator was Tom Hudson vice president of news and special correspondent for WLRN-91.3 FM Miami s National Public Radio-affiliate station. SFBW is the exclusive media sponsor of the invitation-only luncheon. Here are the key takeaways from the roundtable. WHAT ARE THE PERCEIVED THREATS AND CHALLENGES FOR 2017 Blanca For our industry or any other industry it s too much tweeting. I ve been in many meetings with CEOs running businesses from many different industries and kidding aside the biggest concern that everyone has is the unpredictability of our current new administration how the global markets will perform and how global threats might ensue if we make the wrong decisions. In terms of opportunities across the board last year office space absorption rate in the fourth quarter picked up. Plasencia I d say coming from my industry connecting people with brands is the biggest opportunity we have and yet the biggest threat has to be technology. Companies and brands are looking at how to better connect with millennials and Generation Z [those born since the mid-1990s] through technology. Miami has popped up like a Pop-Tart. We are very resilient. At Republica more and more companies and brands are becoming open to Miami. And we are up against the big guys in the San Francisco Bay Area and Houston. Ten years ago that wasn t the case. Perez From my perspective what we are about to see in the changes in technology--how our lives have and will change with smartphones and driverless cars--is exciting. We will be more connected. In South Florida we have a tremendous opportunity with companies like CareCloud Modernizing Medicine and Magic Leap that are out there and are growing. As for threats to our South Florida economy the ability to attract venture capital to fund these companies is a concern. We in Florida as a state only get 1 percent of the approximate 58.6 billion dollars of venture capital invested nationwide. Another concern is finding talent. WHAT S TRENDING NOW Plasencia Miami has an international presence. A lot is written up about the startup community the performing arts and the arts and in general Art Basel and Wynwood. The energy that is there and that they are living and doing business there every day is real. The other thing that I think we are doing a better job at is connecting the business side of Miami with what makes it famous the sexy side. The beach the beautiful people and everything else that we are known for. Plasencia There s a uniqueness to our community that you don t find in other parts of the state and that you don t find in other parts of the country. We got the arts. Check. We got tech. Check. We got the finance district. Check. That s what s changed in the last 10 years. But we still have to work on the education system. Perez What allows us to play with other companies is our convergence of technology to be able to work from anywhere in the world. The connectively MIA [Miami International Airport] affords us is fantastic and gives us direct flights to almost anywhere in the world. That CEO can live in Miami half the year or for the whole year and can take a flight to anywhere he she wants. 60 MARCH 2017 EXECUTIVE ROUNDTABLE INVEST AND ADAPT Blanca Two years ago we planned an initiative to be as innovative as we could and invested in a robust CRM. And this year we will add another aspect to connect to our audience with a new web design portal. Also we will continue to adapt to the needs of the real estate market. Plasencia We ve been investing since day one in digital and social. We are early adopters of tech in our industry. Everything we do is done on Google all in the cloud now. What we ve really invested in is people. A lot of what we build are websites mobile apps in-house so we ve invested in the back-end programming. I think we re investing in the people that can sell that proprietary technology. We are in the business of people. ADVANCES IN TECHNOLOGY Perez We interchangeably use the terms technology and innovation and I think they are very different things. Innovation is really about thinking differently. And then technology I look at it two different ways One is the world of infrastructure. It s fiber. The roads. The box that your computer sits on. And the other is software and the cloud that is really changing our world but you can t have all that without infrastructure. One of the the things we are doing and all telecom companies is that we will be able to do installations remotely without having to send someone to the site for install. WHAT S DIFFERENT FOR 2017 Perez One of the differences is being as responsive as possible in customer service. The challenges of the future for us is to find ways to be cost-competitive using technology. People want unlimited amounts of bandwidth for nothing. As an example take road construction. If you drive any street in Dade County we have torn up streets in order to lay cable. And now there is new technology called micro cable that is laid through the edge of the streets so you don t disrupt street traffic. But regulations haven t allowed it just yet. WHAT DO YOU WANT TO CHANGE MOVING FORWARD Plasencia I m going to get out of the way more. I want to have a physical brick-and-mortar presence in Las Vegas. Blanca For April this year we will celebrate our eighth year so it is time to continue our footprint throughout Florida and look at business lines that are complementary to our services in brokerage services. LEAVE POLITICAL CONVERSATIONS ALONE Blanca . We are a team of 20 and we are very respectful of each other views. We don t get into heated conversations about politics internally or with our clients. Plasencia Early on we made the decision not to do political campaigns. And I think that was the right decision. 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Pompano Beach FL 33069 800.NEW.ROOF (639.7663) WWW.LATITE.COM MARCH 2017 63 CCC 1326510 SPECIAL QUARTERLY REPORT COMMERCIAL REAL ESTATE Slight slowdown but no reason to panic BY DARCIE LUNSFORD Less is more for Coco Chanel and her legion of followers but when it comes to absorption of office and industrial real estate significantly less can be a sign of something unfashionable happening in the commercial real estate market. Generally South Florida s office and industrial real estate sectors ended the year the same way they began it with a slight slowing of leasing velocity as measured by absorption of inventory according to newly released year-end data from CBRE. While still solidly in positive territory the net sum of space companies vacated compared to what they occupied fell modestly year-over-year except for Palm Beach County s industrial market where absorption tumbled by half. Companies occupied 730 267 square feet more than they vacated last year compared to the 1.4 million they soaked up in 2015. The market is extremely active. The only reason you saw a drop in absorption is there is a lack of spaces for companies to go says Robert Smith a veteran industrial broker in Palm Beach County for CBRE. It s a product problem. Indeed Palm Beach County ended the year with a tight 3.9 percent vacancy rate despite delivering 470 000 square feet of new warehouse and distribution facilities in the fourth quarter. Developers have ramped up construction with more than 350 000 square feet of new industrial buildings underway as of the fourth quarter but Smith says much of that is already leased. Fourth-quarter rents rose 7 percent compared to the previous year. Broward County s drop in absorption was much less dramatic with 1.48 million square feet of positive industrial absorption in 2016 compared to 1.53 million in 2015. The county delivered about a half- million square feet of new warehouse and distribution centers in 2016 with an additional 600 000 square feet under construction at the end of the fourth quarter data shows. New supply was not able to dislodge strengthening fundamentals. Rents jumped 15 percent year-overyear and vacancy fell 110 basis points to 5 percent. Broward County s office sector was the only market to buck the absorption trend. An acceleration of leasing activity in Broward drove up year-over-year absorption by 91 000 square feet with 855 072 more square feet occupied than vacated. This drove down vacancy by nearly 3 percent to 12.5 percent and rents up 15 percent outpacing both Palm Beach and Miami-Dade counties. Palm Beach County s office market which has seen no major post-recession office construction remains the softest in the region with 16.5 percent vacancy. In Miami-Dade County whose industrial boom appears to have the stamina of the Energizer Bunny there was nearly 1.5 million square feet in new industrial construction completions with 2.88 million square feet still under construction and 3.65 million feet in the development pipeline. Total annual absorption in 2016 was just under 3 million square feet as opposed to just over 3 million in 2015. Leasing demand kept a steady pace despite the huge wave of new development washing over that market. Vacancy fell 40 basis points to 3 percent. South Florida in the fourth quarter further cemented itself among the nation s most sought-after industrial market from both tenants and landlords alike. This is evidenced by some of the nation s lowest vacancy rates and a continued compression of cap rates says Jos Antonio Lob n senior vice president of CBRE s Miamibased South Florida Capital Markets Institutional Group. In Miami s office sector new construction remained constrained concentrated largely in the urban core with 352 783 square feet delivered in 2016. Construction picked up steam however with nearly a million square feet of new office buildings coming out of the ground as of the fourth quarter. Year-over-year absorption of office inventory was 769 576 square feet compared to just under a million square feet in 2015. Even so the vacancy rate tumbled 120 basis points to 11.6 percent and rents rose a solid 9 percent compared to the previous year. Major construction projects in 2016 like Brickell City Centre Brightline and the new Hard Rock stadium are helping to expand Florida s economy says Ken Krasnow managing director of Colliers International. This has been a strong year for new development in Florida as such construction jobs have increased by 5.3 percent year-over-year. Krasnow sees development accelerating. South Florida received approximately 6 million square feet in new office industrial and retail development in 2016 and the pipeline for 2017 looks even stronger he says. We expect to see an increase in industrial and office new construction. Freelance writer Darcie Lunsford is a former real estate editor of the South Florida Business Journal. She is the senior VP for leasing at Butters Group and is avoiding a conflict of interest in her column by not covering her own deals. 64 MARCH 2017 CBRE MARKETVIEW SNAPSHOT BROWARD COUNTY OFFICE Q4 2016 Vacancy declines 2.8 percent year-over-year VACANCY RATE Commercial NET ABSORPTION (SF) Commercial UNDER CONSTRUCTION (SF) Commercial DIR. ASK RATE (S SF NNN) Commercial 21.7% Cypress Creek (24 923) Cypress Creek 0 Cypress Creek 15.03 Cypress Creek 16.1% Downtown CBD Downtown CBD 102 040 (12 794) Plantation 0 Downtown CBD 15.44 Downtown CBD 10.9% Plantation 0 Plantation 26.94 Plantation 9.2% Sawgrass (19 875) Sawgrass 0 19.49 Sawgrass Sawgrass 8.2% Southwest Broward (1 790) Southwest Broward 0 Southwest Broward 20.10 Southwest Broward 9.5% MIAMI OFFICE Q4 2016 Absorbtion strong as year closes VACANCY RATE Airport Doral 48 071 67 710 19.59 NET ABSORPTION (SF) Airport Doral UNDER CONSTRUCTION (SF) Airport Doral DIR. ASK RATE (S SF NNN) Airport Doral 8.7% Aventura Aventura 95 063 Aventura 246 085 Aventura 27.82 44.98 Biscayne Boulevard 9.9% Biscayne Boulevard (10 696) Biscayne Boulevard 0 Biscayne Boulevard 13.7% Brickell Brickell 42 387 68 953 Coral Gables 41 923 Brickell Brickell 36.10 43.58 Coral Gables 10.8% Coral Gables 30 000 Coral Gables 8.9% Downtown Miami 24 022 Downtown Miami 181 576 Downtown Miami Downtown Miami 37.65 40.51 19.1% 13 417 280 000 PALM BEACH COUNTY OFFICE Q4 2016 Leasing activity remained steady keeping vacancy stable VACANCY RATE Boca Raton NET ABSORPTION (SF) Boca Raton UNDER CONSTRUCTION (SF) Boca Raton DIR. ASK RATE (S SF NNN) Boca Raton 14.7% Boynton Beach (3 399) Boynton Beach 0 Boynton Beach 19.87 Boynton Beach 31.7% Delray Beach (9 282) Delray Beach 0 Delray Beach 15.30 Delray Beach 46.2% North Palm Beach (5 551) North Palm Beach 0 North Palm Beach 14.16 North Palm Beach 8.9% Palm Beach Palm Beach 16 557 8 417 West Palm Beach 0 Palm Beach 19.79 Palm Beach 10.8% West Palm Beach 0 West Palm Beach West Palm Beach 41.55 20.43 17.6% 34 155 0 MARCH 2017 65 CBRE MARKETVIEW SNAPSHOT BROWARD COUNTY INDUSTRIAL Q4 2016 Lease rates increase 15% year-over-year VACANCY RATE Central Broward NET ABSORPTION (SF) Central Broward UNDER CONSTRUCTION (SF) Central Broward DIR. ASK RATE (S SF NNN) Central Broward 5.8% Coral Springs (83 763) Coral Springs Coral Springs 306 466 Coral Springs 11.24 9.53 Northeast Broward 5.8% Northeast Broward (16 850) Northeast Broward 0 Northeast Broward 5.9% Pompano Fort Lauderdale 152 087 Pompano Fort Lauderdale 259 137 Pompano Fort Lauderdale 8.39 Pompano Fort Lauderdale 2.5% Southeast Broward 83 373 Southeast Broward 26 933 Southeast Broward 8.06 Southeast Broward 4.5% Southwest Broward Southwest Broward 317 217 7.0% 94 109 30 000 Southwest Broward 9.06 Southwest Broward 0 8.47 MIAMI INDUSTRIAL Q4 2016 Absorption tops 1.7 million square feet VACANCY RATE Airport Doral NET ABSORPTION (SF) Airport Doral UNDER CONSTRUCTION (SF) Airport Doral DIR. ASK RATE (S SF NNN) Airport Doral 3.4% Central Dade Central Dade 354 693 38 294 Hialeah 876 687 Central Dade Central Dade 9.90 6.85 Hialeah 3.6% Hialeah 0 Hialeah 2.3% Kendall Tamiami 39 537 Kendall Tamiami Kendall Tamiami 1 022 989 0 7.49 Kendall Tamiami 0.9% Medley 19 815 Medley 10.01 Medley Medley 3.0% South Dade South Dade 587 386 4 513 32 950 745 026 South Dade South Dade 8.43 9.60 3.7% PALM BEACH COUNTY INDUSTRIAL Q4 2016 Construction activity growing to meet demand VACANCY RATE Boca Raton NET ABSORPTION (SF) Boca Raton UNDER CONSTRUCTION (SF) Boca Raton DIR. ASK RATE (S SF NNN) Boca Raton 3.6% Boynton Beach 30 229 Boynton Beach 0 Boynton Beach Boynton Beach 11.24 8.90 Jupiter 2.2% Jupiter (368) Jupiter 0 Jupiter 1.7% Lake Worth 19 613 Lake Worth 0 Lake Worth Lake Worth 8.97 8.07 Riviera Beach 8.3% Riviera Beach 13 353 Riviera Beach 0 Riviera Beach 2.7% West Palm Beach (18 000) West Palm Beach 0 West Palm Beach 7.86 West Palm Beach 5.2% 70 497 353 671 8.91 66 MARCH 2017 Do your Employee Benefits have A Passion for Wellness CE LE B R AT I N G YE ARS 877.948.8887 Proud sponsor of the SFBW 2017 Excellence in Human Resources Awards LAW Employer Obligations toward Employees Who Use Medical Marijuana BY ADAM D. KEMPER So your employee has a debilitating medical condition and requested an accommodation to use medical marijuana. Now what In order to use medical marijuana in Florida a person must meet the following conditions have a physician s certification from a Florida-licensed doctor be diagnosed with a debilitating medical condition and have a valid qualifying patient identification card issued from the state health department. Most Florida employers have not encountered this scenario-- yet. Voters passed Amendment 2 which sought to legalize medical marijuana in November s elections and it became law in January. The amendment didn t provide much guidance for employers regarding workers who use medical marijuana. I m here to clarify. While the law doesn t directly advise employers on what they can cannot do it does provide information they should consider for their workplaces. (The state health department or Legislature might provide additional guidance in the coming months.) Here is what we currently know Florida employers can prohibit the use of medical marijuana in their workplace. The amendment expressly states Nothing in this section shall require any accommodation of any on-site medical use of marijuana ... in any place of employment. The amendment does not allow for the operation of motor vehicles while under the influence of marijuana. Thus employers may prohibit marijuana use for any employees who operate motor vehicles as part of their job responsibilities. The amendment states it does not require that anyone violate federal law or purport to give immunity under federal law. According to federal law marijuana is still illegal and is considered a Schedule 1 drug. Thus employers technically could rely on federal law and ban the use of marijuana in any setting and for any purpose. The question remains whether an employer should accommodate an employee with a debilitating medical condition. The amendment defines that as cancer epilepsy glaucoma HIV AIDS post-traumatic stress disorder Lou Gehrig s disease Crohn s disease Parkinson s disease multiple sclerosis or other conditions of the same kind or class as or comparable to those enumerated and for which a physician believes that the medical use of marijuana would likely outweigh the potential health risks for a patient. Many of the referenced debilitating medical conditions could be considered disabilities under the Americans with Disabilities Act its amendments or Florida law. Employers have a legal obligation to provide a reasonable accommodation to a disabled worker upon request. While the current case law is sparse on this direct issue the current consensus nationwide is that an employer does not have to permit the use of medical marijuana as an accommodation to a disabled employee. In light of the foregoing here is what I recommend Address your workplace drug and alcohol policy immediately to either completely ban the use of marijuana for any purpose or to keep it limited for medical reasons only--and only if used offsite provided it does not impair an employee s ability to safely perform his her job. Keep in mind marijuana can cause impairment during working hours if used off-site so employee behavior should be monitored. Employers have a responsibility to maintain a safe working environment for all employees. Further employers can be liable if their employees cause harm to others during the course of duty. Employers might already know which of their employees might be eligible for medical marijuana but that does not excuse their obligations to engage in the interactive process upon receipt of a request for a reasonable accommodation. Upon such a request they should try to find alternatives that work for the employee if there is a ban on the use of medical marijuana. Discharging a disabled employee for using medical marijuana (in violation of company policy) might be legal but it needs to be done properly. Consult with a qualified workplace attorney to guide you through this process and assist you in avoiding liability. Adam D. Kemper is an associate with Greenspoon Marder a full-service business law firm whose specialties include labor employment and cannabis law. For information about the subject matter is this column contact Kemper at 954.491.1120 or adam. kemper 68 MARCH 2017 THANK YOU FOR YOUR EMAIL I m currently out of the office... Champagne check-in endless sunshine and a private beach. Disappear into a world of intuitive service with three exceptional restaurants engaging kids programs and the Forbes Five-Star Eau Spa. FOR RESERVATIONS CALL 800 328 0170 OR YOUR TRAVEL PROFESSIONAL. 100 South Ocean Boulevard Manalapan FL 33462 EauMoments NONPROFIT GOVERNANCE What Happens When a Board Member Refuses a Give-or-Get Policy BY GERRY CZARNECKI Fundraising calls for what often is described as the giveor-get policy. The majority of boards have such a policy in place so what should a board do when a member essentially refuses to commit to it There s no clear answer as every board runs differently but if the board has such a policy commitment or wants to have such a commitment then several things will emerge as required actions The board must declare fundraising a critical role of board membership and that most funders expect 100 percent participation by the board of directors. This 100 percent should be clearly understood and consistent with the net worth and income capacity of the individual. Frequently when highly valued board members do not have the financial resources to make as large a contribution as others they can t contribute. The board must decide that each board member has a giveor-get goal. This must be a board decision. It cannot be simply decided by the chair president or even a committee of the board. It is all about buy-in from the board members. The board must also decide that each board member is expected to personally give some amount of money. The board must pass a formal resolution stating that all board members are expected to either give or help in getting and or funding for the organization and that they will establish an aspirational goal to give or get a specific amount of money each year. Each new board member must be fully informed that the board has committed to the give-or-get process and that they will be expected to commit and comply in order to be a viable board prospect. Each board member should be required to sign a formal aspiration agreement for the goal and understand that personal giving is imperative. Then and only then should the board be prepared to act in the face of a board member s refusal to participate in the give-or-get program. Obviously informal or formal communications would need to state to an offender that he or she is in violation of board policy and that the only remedy is to contribute or facilitate a raise. In the absence of compliance to be fair to the rest of the directors and to reinforce the critical nature of this part of the role any director ultimately refusing to participate should either be asked to step down or should not be re-nominated at the next board member election. In short fundraising is an essential priority for virtually all nonprofits.The give-or-get goals are crucial. Any member not participating simply does not have the level of commitment to the organization that every board has a right to expect from its members. This is not harsh it is practicing fairness. 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 70 MARCH 2017 Over 60% of Employees suffer from chronic illnesses Of these illnesses 75% are preventable By offering Corporate Wellness opportunities your company can improve worker productivity reduce absenteeism and improve employee retention and acquisition More and more insurance carriers are recognizing and rewarding companies who provided self-care and well-being solutions When employees feel better corporate culture improves TravelFit offers comprehensive creative and personalized Corporate Wellness solutions for every size company. Save money while your employee s become healthier more productive and happier. That s the TravelFit way. TECH HUB South Florida To Host Leading Startup Event BY CHRIS FLECK As one of the country s top touristand business-travel destinations it s no secret that many national conferences are held in South Florida. One homegrown conference in Fort Lauderdale has become one of the country s largest startup and venture capital events. SUP-X The StartUp Expo is a two-day international conference March 6-7 at the Greater Fort Lauderdale-Broward County Convention Center. SUP-X was created for the Gold Coast Venture Capital Association in 2014 and is its annual exposition. Originally it was a simple gathering of 25 startups from around the state along with about a dozen corporate sponsors but it has grown into one of North America s premier gatherings of quality startups and venture capital investors. We ve grown by about 60 percent a year now for three straight years says Bob Fitts founder and producer of SUP-X. We re expecting 1 250 to 1 500 attendees from 35-plus states and 12 to 15 countries. SUP-X is just one example of the breadth and depth of South Florida s entrepreneurial ecosystem. The proliferation of accelerators and coworking spaces a broad distribution of startup activity from Palm Beach to Miami and the addition of additional funding sources are examples of that growth. With that has come events such as Miami s eMerge and SUP-X. We are decidedly focused on the earlystage space Fitts says. There are a few reasons for that. For one we re a startup ourselves so we want a clear identity and focus. And the other reason is that to me at least the early-stage space is the most fun part of the venture world true startups full of wide-eyed entrepreneurs seeking to make a difference and make their fortune. You meet lots of incredibly bright winners from all over the world and the event is a great gathering of those. SUP-X begins with a half-day forum on diversity in entrepreneurship devoted to those who typically are underserved or under-represented in the entrepreneurship and VC communities. It continues with workshops on raising capital and being a better angel investor along with panels and breakout sessions. In all SUP-X will have nearly 20 speeches and panels composed of more than 50 successful entrepreneurs and investors speaking on topics such as startup marketing financial technology and blockchain developments social-good startups and investing the importance of good design and minority-population access to capital. The event s keynote panel is Superstars of Healthcare Innovation which will be moderated by Techweek CEO Amanda Signorelli and Scott Decker CEO of MDLive. Geeta Nayyar chief health care and innovation officer of Femwell Group Health and Mitchel Laskey cofounder and managing partner of The FAN Fund will serve as panelists. Some 50 startups from more than 35 cities will exhibit at SUP-X and compete for 50 000 in cash prizes a total of 100 startups and corporations will exhibit. Some 100 nonprofit organizations devoted to entrepreneurship accelerators angel groups and corporations interested in the startup space have partnered with the event including the Greater Fort Lauderdale Alliance which serves as the event s host community sponsor. Tickets begin at 59. For information visit Chris Fleck is on the board of the South Florida Technology Alliance and vice president of emerging solutions for Citrix Systems (Nasdaq CTXS) a Fort Lauderdale company that provides secure delivery of applications and data. 72 MARCH 2017 MARCH 2017 73 SALES STRATEGIES Dangling the carrot not working Here s why BY GRETA SCHULZ You can t motivate anyone to do anything. People are selfmotivated. They are motivated either to work hard or stay in bed. Creating an environment of motivation is often a myth. We put carrots in front of them such as additional money recognition and the like. Why would this motivate some and not others Because they either have self-motivation or they don t. So what is a sales leader to do To create the proper environment there is no one size fits all solution. We need to get into the heads of our salespeople and find out what motivates each individual. How do we do that First sit down with each salesperson. This effort is effective for all employees. Tell them you are looking for feedback to help the organization grow. It s important to realize that they are the frontline and see the day-to-day operations. They can give valuable feedback. Don t go into this with an open dialogue. To be productive you ll need to be prepared with questions. With each question you ask try to dig a bit deeper to truly understand what they are saying and why. Be genuine in the interest and the feedback. Begin with explaining the purpose of the meeting. Let them know this isn t a performance interview. It is simply a feedback session to help the company as a whole grow as well as help you understand how to create an atmosphere for their individual optimal performance. Here are some examples of questions you may ask 1. What is the best thing about your job The thing that you like best 2. If there were one thing you could change about your job what would that be 3. What do you feel you could do individually to improve your job in the next 30 days 4. You could work anywhere. What are the top three reasons you work here 5. Besides meeting your goals what would you like to achieve in the next 12 months 6. What do you feel is your greatest contribution to the business and why 7. If you were in my position what would you change What would you keep the same 8. What can I do to help you be more effective These are suggestions but you get the idea. The most important thing here is to understand what motivates that person as well as their perception of the company and their individual job and contribution. Some important things to remember This is a time to listen attentively. This will be a fairly uncomfortable environment to some of your people. It is for you to learn not to judge or to defend. Once you start justifying why something is done or not done you cripple the process and they perceive it as something different than your intent. This will spread like wildfire and none of your employees will open up again. When they make a comment always ask to elaborate. Try to truly understand what they mean and why they are saying what they ve said. They often will try to speak for the group. Bring them back to how they feel. Give feedback on what you ve heard and implement as best you can some of the things that you can to help motivate. If you can t do something meet with that person and tell them after you ve investigated the request. See if there is an alternative. Often the fact that you attempted to make it happen is more than half the battle. 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 74 MARCH 2017 JA CAREER BOUND A Program of Junior Achievement of South Florida Creating the Workforce for Future Generations Open to high school students JA Career Bound is a ten-month program that develops vital workforce readiness skills such as critical thinking collaboration and effective communication. By meeting once a month students will gain real-world experience through meaningful interactions with local executives. Limited space available. Submit your application today August 2017 April 2018 Students may apply at JACareerBound Application deadline May 29 2017 Sessions are scheduled one Friday a month from 9 am to 3 pm at JA World Huizenga Center at Broward College For more information contact Martha Rios at (954) 979-7103 or Martha PEOPLE PASSION AND PROFITS Communicate Communicate & Communicate Some More BY STEPHEN GARBER Effective communication is a critical component of leadership across the board for all businesses and its impact on business can mean the difference between failure and success for you your teams and your company. Poor communication has been estimated to cost large businesses tens of millions of dollars every year. The annual cost to smaller companies is in the hundreds of thousands. Some of the costs associated with poor communication are tangible Missing deadlines Failure to deliver a product or service Lost productivity High employee turnover Loss of sales Collapse of negotiations or a business deal Poor customer service Other costs may not be as obvious but are just as destructive to the bottom line. Tension in the workplace A lack of trust and or respect between employees and between employees and management Misunderstandings Missed opportunities Lack of discipline Loss of employee motivation A negative effect on innovation Although effective communication isn t an innate skill for everyone it is something that can be learned--on both the individual and the corporate levels. Leaders win when they make communication a priority from the top down providing regular opportunities for information to be shared in both directions between all levels of the organization. It s not enough to assume employees know what s going on or will be able to figure it out on their own. Nor is it realistic to assume employees will feel comfortable sharing information with colleagues and management unless that is part of your culture. One key to effective communication often overlooked is the ability to actively listen. Power listening is a set of skills individuals can develop to use for personal and professional reasons. It involves listening with all of the senses and connecting with the emotions and values that underlie what the other person is saying. A power listener receives information neutrally focusing on the speaker s experience and point of view without the context of pre-conceived notions or judgment. It improves sales. It improves management effectiveness. And it improves people s lives. The monetary cost of poor communication should be a reality check for every leader manager and business owner. Fortunately the challenge of poor communication can be tackled and the loss of revenue can be addressed. As with so many issues in the workplace meeting the problem head-on with a commitment to long-term change will bring about cultural change and ultimately success. Steve Garber is director of Third Level Ltd. Contact him at 561.752.5505 or sgarber 76 MARCH 2017 Excellence in Human Resource Awards E X C presented by I N ELLENCE HUMAN RESOURCE AWARDS 2016 2017 Honorees Lisa-Ann Bannis-Matthew BMI Elite Brian Barton MDM Hotel Group Tony Dinkins Cable & Wireless Communications Limited Michelle Eisner Hollander Sleep Products Mike Estrada Costa Farms Ken Finneran National Beverage Corp. Peter Gloggner Jupiter Medical Center Aaron Greenberg Lynn University Dr. Jaffus Hardrick Florida International University Michelle Hedges Power Financial Credit Union Michele Henderson Convey Health Solutions Lynn Hubert Silversea Cruises Anthony Katz C3 Customer Contact Channels Barb Matias Palm Beach State College Colin Mcdonald Cross Country Healthcare Ilene Nelson OPKO Health Inc. Olga Patarroyo DentalPlans Michael Pustizzi Univision Communications Inc. Lourdes Rey-Wilson TotalBank Jackie Roca YMCA of South Florida Barbra Rocha Gold Coast Beverage LLC Milton Rodriguez ADT Julie Staub Jackson Health System Christina Sullivan Steiner Management Service LLC Bob Tenzer Whole Foods Market Jacqueline Torre United HomeCare Renee Venezia Nova Southeastern University Lori Welch JM Family Enterprises Inc. GOLD SPONSORS SILVER SPONSOR THE FAMILY OFFICE Who Can You Trust with Your Trust BY JULIE NEITZEL Family trusts have been around longer than most people realize. The very first trusts date to the Roman Empire around A.D. 800. In that society only citizens of Rome could own property. When faced with deployment soldiers would transfer ownership of their property to a trusted friend to make sure their families were cared for. Thus trustee evolved from that period. Today family trusts are used to facilitate wealth transfer. By creating a vehicle to hold assets for beneficiaries families can protect their assets from creditor claims provide support for beneficiaries and mitigate the risk of family wealth depletion because of divorce and other threats. Additionally trust structures enable accounting and ongoing management of wealth assets and could expedite wealth transition avoiding lengthy court probate processes. A critical trust component is the trusted party or trustee named to facilitate the asset distribution to the family beneficiaries over the trust s life. Therein lies one of the biggest challenges of family trusts--the selection of trustees. Generally trustee options include individuals or corporate trustees (i.e. institutional trust banks) or a combination of both. As in ancient times trust creators usually consider their close friends in the trustee role. This is a challenge in that the list of truly trusted friends for this capacity typically is short and identifying successor trustees is no simple task. Furthermore individual trustees are mere mortals. Over the course of a trust life many things can occur with individual trustees relationships can become distant from the family health complications can impair ability to serve time and availability can be limited and willingness to serve may become diminished. Also the potential liability of the trustee role can be a concern and the associated administrative workload can be overwhelming. The following tips are recommended when using individual trustees Rigorously determine the individuals best-suited to serve as a trustee. Explicitly discuss responsibilities compensation and the vision for beneficiaries with prospective trustees. Enable trustees to develop a relationship with beneficiaries. Meet annually with trustees to review trust status family developments and other relevant information. Re-assess current and successor trustees periodically and determine if trustee changes should be considered. Corporate trustees can provide service continuity but may lack in other areas. The familiarity with the family and beneficiaries can be limited although this could enable more objectivity. Trusts are administered in a process-driven environment which entails bureaucracy. Distribution requests from beneficiaries adhere to a specified process typically without deviation that can delay access to trust assets. However this type of trustee brings important benefits including trained resources expertise and organizational structures which can enable continuity in trust administration over the long-term. Given the challenges cited above many times the combination of individuals and a corporate trustee is considered. This approach enables the corporate trustee to essentially administer the trust with supporting resources while the individual trustees will have greater familiarity with the family and their needs. This collaboration can enable a more sustainable trust management structure although it encompasses additional costs governance process and potential conflicting views by the different trustees regarding trust administration. Thoughtfully reflecting on trust creation in consultation with capable professional advisers is important. Vision mission governance and impact on family should be considered in the document drafting process. As previously discussed the selection of trustees will significantly impact trust management and should be carefully considered and regularly reviewed by the trust creator. Family trusts are dynamic structures and will benefit from ongoing review and assessment to meet the family s goals in the wealth transfer process. 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 MARCH 2017 LOCATION LOCATION LOCATION Prime Fort Lauderdale Office Space for Lease Commercial Tower at Executive Airport Office Space For Lease - 2101 W. Commercial Blvd. 5 Story Class A 94 350 SF Office Building with marble entry and lake views. Located 1.2 miles west of I-95 with easy access to Florida s Turnpike. Close to hotels retail and restaurants. 11 miles from Fort Lauderdale - Hollywood International Airport and adjacent to the Ft. Lauderdale Executive Airport. Ammenities include covered surface parking 24-hour building access security cameras dry cleaning service automotive detailing. Building signage available for full floor tenant. Management and securty officer on-site. Commerce Point Office Space For Lease 3511 W. Commercial Blvd. Fort Lauderdale FL 33309 Commerce Point offers office ready suites with excellent Commercial Boulevard visibility. Recently remodeled common areas. Separately metered HVAC system. Close proximity to restaurants cafes hotels financial institutions and shopping destinations. Availability of smaller suites for immediate occupancy. Excellent access to I-95 and Florida s Turnpike. Cypress Court Office Space For Lease 6360 NW 5th Way Fort Lauderdale FL 33309 Cypress Court has office ready suites available. Abundant parking 5 1000 ratio. Recently remodeled common areas. Separately metered HVAC system. Close proximity to restaurants cafes hotels financial institutions and shopping destinations. Excellent access to I-95 and the Florida s Turnpike. For leasing information 954.540.6490 or info NOVEMBER 2017 MARCH 79 HISTORY VIEWPOINT Roxcy Bolton leads a women s march in 1971 (John Curran Miami News Collection HistoryMiami Museum) A Look Back at Miami s Women Trailblazers March is Women s History Month and while Julia Tuttle is frequently celebrated as the mother of Miami for her keen vision South Florida has its share of other notable women who have shaped the region and save some of its most precious resources. After Tuttle convinced Henry Flagler to extend his railroad to Miami developers increasingly wanted to cash in on the marshy mangrove territory of Florida. But that came at a high price as it cut into the Everglades. However Florida s emerald sea had an outspoken advocate. In the 1940s Marjory Stoneman Douglas was asked to write a piece for a book series the Rivers of America and used the opportunity to help take the plight of the Everglades to a national level. Upon getting approval for the subject change Douglas spent five years researching. In 1947 her work The Everglades River of Grass was released and the book sold out in a month. Her work catapulted the creation of the largest ecosystem restoration project in the world. This project employed nearly a half-million Floridians creating myriad opportunities. Florida s resources began to receive protection and jobs were created yet more opportunities needed to emerge-- this time for women. Roxcy Bolton saw the need and filled it immediately. Bolton worked throughout the late 1960s and 1970s to foster an inclusive atmosphere in Florida for women. In 1966 she helped open Florida s chapter of National Organization for Women propelling the state s women s rights movement. Her work did not go unnoticed and her unwavering belief in gender equality didn t either. In 1971 President Richard Nixon signed a proclamation designating Aug. 26 as Women s Equality Day in part because of Bolton s work. Two years later she helped create the first rape treatment center at Jackson Memorial Hospital. It was the first rape treatment center to be connected to a hospital and served as the blueprint for others across the nation. In nature and in equality women served as trailblazers but it did not stop there. Mary Athalie Range was the first AfricanAmerican woman to serve on the city commission in Miami. Her ability to galvanize voters made her a local favorite. In addition to being active in the political sector Range was an avid business leader. Upon her husband s death she took over his mortuary business and opened up two other funeral homes. She was a prominent force in the greater Miami community not just among African-Americans. Women of all backgrounds came together to create a more unified Florida. Through their work Florida s resources are being preserved and all people have equal rights. 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 80 MARCH 2017 nn 10th A ual BallenIsles Country Club Individual Player - 375 APRIL 17 2017 Foursome - 1500 Registration Begins at 11 00 a.m. Shotgun start at 12 30 p.m. After-golf reception 5 00 For more information call (561) 253-2080 visit Sponsorship Opportunities Available Sponsored by This event will support the e orts of Habitat for Humanity of Palm Beach County to serve the needs of low-income hard-working families and provide these families with much needed opportunities for a ordable home ownership Habitat for Humanity of Palm Beach County (HFHPBC) is a 501c3 nonpro t organization whose mission is the elimination of sub-standard housing by providing decent safe and a ordable houses for low-income hard working families. REGISTRATION NUMBER CH19825 - A COPY OF THE OFFICIAL REGISTRATION AND FINANCIAL INFORMATION MAY BE OBTAINED FROM THE DIVISION OF CONSUMER SERVICES BY CALLING TOLL-FREE (800-435-7352) WITHIN THE STATE. 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