MAY 2011

Palmetto U P S T AT E www.upstatebiztrends.com

optimism FOLLOW THE LEADER

Measurements: The success scoreboard.

not high
PAGE 2

MARKETING MATTERS
Doing the opposite is another strategy.
Monthly NFIB PAGE 6

survey shows MONTHLY UPDATE

small business GE Foundation expanding in the Upstate.
optimism is low Published by Elauwit Media
PAGE 4
in South Carolina,
across the nation
ReWa’s award-winning team
Business Trends

The arrival of spring apparent-

ly did not warm up the hope of
businesses in South Carolina.
Despite an increase in hiring
and a decrease in the country’s
unemployment rate in March, the
National Federation of Independ-
ent Business’ Small Optimism
Index fell 2.6 points to 91.9. And
while the monthly survey looks at
small-business optimism at the
national level, J.J. Darby, the state
director of the federation’s state
chapter, says the nationwide
trends generally hold true for
South Carolina.
“It looks like everyone became
more pessimistic in March, or
maybe this is the ‘new normal,’
and we’re just not going to see a
big jump in the numbers like we
usually see at the start of a recov-
ery,” Darby said. Special to Business Trends
The decline comes after several Renewable Water Resources’ Operations Team won second place in the Water Environment Association of
consecutive months of slow but South Carolina’s 21st annual Operations Challenge competition. The Operations Challenge is an annual compe-
steady growth, driven by weaker tition that takes place across the country at the state-level environment conferences, and encourages waste-
expectations for real sales gains water treatment workers to compete in five events to test their operations skills and abilities. Pictured in the
and business conditions and a front row, from left are Adam Harvey and Kevin Fowler. In the back row are Cain Massey, Russell Moore and Ops
marked deterioration in profit Team Coach Larry Camp.
trends, according to the report,
which is based on the responses

It’s in our ‘fabric’

of 881 randomly sampled small
businesses in the federation’s
membership. The one bright spot
was that hiring, and future plans
to hire, built on February’s gain.
“Times are different,” said
William Dunkelberg, NFIB’s chief
economist. “Government, with
new taxes and more restrictions,
Despite challenging economic times, community still supports nonprofits
is a larger drag on the small-busi-
ness community. Uncertainty By TIM RONALDSON Since he arrived on the job 11 years ago, Because the Community Foundation is the
continues to cloud the future Business Trends Morris has experienced two economic down- steward for other local nonprofits, it relies
while the government is persist- turns – the tech “bubble burst” around 2001 heavily on monetary donations to be able to
ently tone-deaf to the needs of Bridging philanthropy and purpose is a and the full-on recession just a few years ago. fund specific organizations and projects. On
those who create jobs and wealth. difficult job in tough economic times, but it’s As the wealth of many individuals began to a yearly basis, Morris said the Foundation
Today’s recession-level reading is, a job the Community Foundation of evaporate, and as they started pinching pen- receives and distributes approximately $6
all in all, a real disappointment.” Greenville knows has to get done. nies, they were forced to stop giving to chari- million.
The decline in the percent of So while non-profit organizations’ need for table organizations. The Foundation works with wealthy fami-
owners expecting higher real financial resources has increased, the free “People that give to us feel less wealthy be- lies to create charitable resources in the com-
sales and better business condi- flow of funding has slowed. cause their portfolios declined,” Morris said. munity, administers endowments for non-
tions in the next six months ac- “Difficult is probably an understatement,” “It affects us because we hold assets in our profits such as United Way and United Min-
said Bob Morris, president of the Communi- portfolio as endowments. It makes us less
please see SURVEY, page 10 ty Foundation of Greenville. able to respond to the requests we get.” please see NFP, page 2

PRSRT STD
US POSTAGE On the Job Spartanburg Chamber . . . . 5

PAID See this month’s movers and shakers

BELLMAWR, NJ in the Upstate business community.
PERMIT NO. 1239 PAGE 11
2 BUSINESS TRENDS — MAY 2011
It’s in the ‘fabric’ of the Upstate community
NFP
Continued from page 1
istries, and also has unrestricted
access to make grants to charita-
ble and civic projects in the com-
munity.
When the latest recession hit,
Morris said the Foundation did
what almost every other nonprof-
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advice, or general information about the topic in a 400-500 word article that will run on
the same page as our editorial piece.
Call Lindsey today about either opportunity. Phone: (803) 929-3563
it did – it went through a strategic
planning process to prioritize its
efforts in development and sharp-
en its focus on the initiatives it
was going to support. It also en-
gaged its already active Board of
Directors in development efforts
of assets and secured its help in
identifying the projects the or-
ganization would support.
Most of the Foundation’s busi-
ness comes from referrals – from
accountants, lawyers and finan-
cial advisors who have done work
with them in the past.
“We are being very purposeful
in making sure we contact those
folks on a regular basis and let-
ting them know how we can work
with their clients,” he said.
So far, the extra effort the
group has put in has worked. In
2010, the Foundation received
more than $7 million in contribu-
tions, a million dollars more than
its 10-year average of $6 million,
Morris said. He also highlighted
the success of other Upstate non-
profits – the United Way, which
raised almost $14 million is its
last campaign, and the Greenville
Housing Fund, to which the Com-
munity Foundation gave a
The success scoreboard
By ANN ELLIOTT
In your business, success
hinges on having the right infor-
mation about the right indicators
at the right time. KPI (key per-
formance indicators) are to busi-
ness as points on the scoreboard
are to sports. KPI tell you if you
are winning or losing.
If you do not know your cur-
rent reality, how do you know
how to plan or to make a course
$250,000 grant in 2008 for the
Homes for Teachers initiative.
The biggest accomplishment
for the Community Foundation,
though, was its $1 million gift to
The Salvation Army of
Greenville for help in construct-
ing the Kroc Center, a $27 million
project that could create 80 jobs in
the Upstate. The project is sched-
uled to open in August.
“That’s a sign of just how gen-
erous our community is,” Morris
said.
The Community Foundation
has two major initiatives it will
soon begin to apply to the strate-
gic planning process. The first,
the Greenville Early College, is a
new public middle and high
school designed to take students
FOLLOW THE LEADER
correction? If you do not know
where you are, how can you make
good decisions to go where you
want?
For example, I asked the CEO
of a construction company what
advice would he give to a business
owner. He quickly replied, “Know
where you stand. I get a progress
report every week on each job so I
know where it stands. Many con-
tractors think when they have
money in the bank they are doing
well. This isn’t the case.”
If your business is not measur-
ing the KPI, or measuring the
wrong thing, you can be missing
opportunities or making bad deci-
sions that jeopardize long-term
sustainability. You also risk con-
fusing your employees.
It is understandable why a
business does not know its cur-
rent reality. Often, it is difficult to
know what to measure and to
know how to create measure-
ments. With a lack of understand-
ing about the power of measure-
ments, actions are not tied to
measured results.
Use these guidelines to know
your current reality with the
right measurements:
1.) Determine what measure-
ments reflect the critical areas of
success for your business. What
you measure indicates it is impor-
tant.
2.) Establish specific and realis-
tic ways to measure each critical
When the news is sweet,
When the news is bitter,
We Still Twitter!
Follow us at
twitter.com/upstatebiz
who have traditionally not gradu-
ated high school and not only get
them to graduate but send them
off to college. The second is the
development of the Reedy River
Park, a public park located next to
the Kroc Center.
Morris has seen the tough
times and the good times, and
what the last few years have
shown him is that, despite the
challenges that were presented,
the giving spirit of the Upstate
community will never go away.
“We just have it ingrained in
our fabric to support different
nonprofits,” he said. “It’s some-
thing that’s very unique to the
American culture. In spite of
what’s going on, we still meet
those commitments.”
area of your business. There can
be multiple measurements for
customer satisfaction, for in-
stance. The number of return vis-
its as well as the number of refer-
rals can measure customer satis-
faction.
3.) Assess and analyze the in-
formation regularly and in a
timely manner. Do you need daily
reports or monthly reports on
your key performance indica-
tors?
4.) Share the facts with your
employees. How can they help
you achieve the goals for your
business if they do not know how
they are doing?
5.) Organize and coordinate the
data to tell a story. Correct data is
a collection of facts but may not
tell a story. Convert data into in-
formation by showing relation-
ships and connections within the
organization.
Knowing what to measure in
your business and devising the
methods to take the measure-
ments are integral parts of being
successful.
Once you know and under-
stand the story, you can make
wise choices. What is on your suc-
cess scoreboard?
Ann Elliott, leadership expert, is
founder of The Berkana Company, a
business coaching company. Contact
her at (803) 254-0193 or
www.berkanacompany.com.
We Tweet!



Clouds in the forecast
(NAPSI) – Anyone who’s ever
started a business – or even just
thought about it – knows that suc-
cess often hinges on taking risks.
That’s part of what makes run-
ning a small business so challeng-
ing, yet exciting.
Some small- and medium-sized
businesses are reducing risk by
pursuing a new trend in comput-
ing, one that can significantly im-
prove the way smaller companies
operate. This trend is called
“cloud computing,” and, accord-
ing to recent Microsoft research,
12 percent of SMBs have used
cloud services to help start their
businesses. Though the term
“cloud” may seem a little confus-
ing, it’s simply a way of accessing
technology via the Internet.
Think of all the benefits the In-
ternet has brought to modern
life – you can book movie tickets
online; manage your bank ac-
count from anywhere; connect
with friends through e-mail,
phone calls and video chats; and
do much more.
Valuable tool for communication
(NAPSI) – Quick, effective com-
munications with remote work-
ers is now critical for many busi-
nesses, as more than a quarter of
workers today spend more than
half of their time working in the
field, according to a study by For-
rester Research. Many small and
 


 evaluating two things: the
midsize businesses – from deliv-
ery services to catering compa-
nies – with on-the-go workers are
implementing wireless technolo-
gies to communicate with field
workers in a cost-effective way. A
Push to Talk feature added to a
company’s wireless plan can help
mobile workers stay organized,
exchange time-sensitive informa-
tion, alert co-workers of an emer-
gency and locate colleagues with
the touch of a button.
In situations when fast, simple
communication is necessary, em-
ployees can use the technology on
their cell phones to place group
calls, converse with numerous
contacts at one time and quickly
check team member availability.
Additionally, businesses can cut
costs by having employees use
one device and phone number
whether for voice calls or other
wireless communication needs. It
helps with customer relations,
Similarly, the cloud has ush-
ered in a host of benefits for
SMBs, creating a technology revo-
lution that provides access to en-
terprise-class software at a price
tag most SMBs can afford. If
you’ve ever wondered if cloud
computing makes sense for your
business, there are five key bene-
fits you may care to consider:
n Reliability: With cloud serv-
ices, you no longer have to worry
about losing or accidentally eras-
ing important files. Any docu-
ment you work on in the cloud
gets saved there, too, so you’ll al-
ways have access to that file.
n Mobility: The cloud “under-
stands” that today’s business
world is 24/7, global and mobile.
That means when you use a busi-
ness application in the cloud, you
can access it from any computer
and possibly from your mobile de-
vice, as well. By allowing remote
access, the cloud helps businesses
mobilize their employees and
thus reduce operating costs.
n Flexibility: You can pay for
benefits of Push to Talk without
purchasing new phones. Con-
struction and other types of busi-
nesses that may need them can
also use a variety of rugged de-
vices built to withstand the
   

Want to make changes to your web site,
but the company that handles this for you
won't let you?
Is your phone system dropping calls or missing
voicemails?
Do you hear static on the phone?
Is your wireless Internet connection always
going out?
Is your network and its computers reliable?
Does your office security make you feel safe?
Would you like to work from home as if you
are in the office?

MAY 2011 — BUSINESS TRENDS 3
cloud services in whichever way
makes the most sense for your
business, whether through a sub-
scription or by purchasing a li-
cense for a suite of Web services.
n Efficiency: In many cases,
using a cloud service can in-
crease efficiency – videoconfer-
encing can reduce time spent
traveling, collaboration software
can help employees share docu-
ments and communicate with one
another, and simplified document
storage options streamline ad-
ministrative work.
n Integration: Some cloud serv-
ices even work well alongside the
software you’re already using and
can provide enhanced capabili-
ties to businesses that have al-
ready invested in on-premises
software.
When the cloud has your small
business covered, you’re more
likely to weather a stormy econo-
my successfully and brighten
your company’s bottom line.
For more information, visit
www.Microsoft.com/cloud.
harshest working conditions that
support the technology.
For more information on Push
to Talk from Verizon Wireless,
visit the Web site
solutions.vzwshop.com/ptt.
the disaster. A backup is
Keeping your data safe
Disaster Preparedness 101
Bill Pedersen, Systems Consultant
Computer Consulting System Services, LLC
If there is anything
springtime brings to mind
for the data processing pro-
fessional it is concern over
disaster preparedness. All
you have to do is turn on the
television and there it is
staring you in the face – a
tornado or flood or wildfire!
These natural events are the
enemies of businesses
across the country.
This hit home close to us
here in the Upstate with the
recent dramatic events just
to the northeast around
Durham, where tornadoes
destroyed many businesses
and homes.
But a disaster does not
need to be dramatic. It can
be a very simple yet person-
ally devastating event for
any single business. A fire,
a lightning strike, a broken
water line or broken fire
sprinkler can occur at any
time. The crash of a hard
drive or even the theft of a
system can be a disaster for
the business affected.
Preparing for a disaster
then becomes an exercise in
business requirements for
survival and the cost of im-
plementation of those re-
quirements versus the cost
of operating normally.
From initial observations
here we see that all of these
possible disaster scenarios
imply loss of data. The key
to any business continuation
strategy is the protection of
your business’ data. Recreat-
ing the sales records of a re-
tailer or wholesaler, the
patient records for a medical
practice or hospital or the in-
tellectual property stored on
the computer all cost signifi-
cant time, effort and money!
All business data should be
backed up in a regular and
now protect that archive of
data. You also have to con-
sider how often you back up
data and how you do it so as
to be efficient and so your
systems are easily recovered
– in the event of an emer-
gency.
So where is this archive to
be stored? What sort of dis-
aster are you planning to
survive? Are you concerned
about an event that affects
only your building? Then
store the backups off-site,
possibly at another company
facility a short distance
away. What about a local
event – a flood or storm dam-
age? The separation from
the storage should be
greater – say the next town
or city. Are there regional
considerations – earth-
quakes or hurricanes? Now
data needs to be replicated a
considerable distance from
your facility, possibly a state
or two away or further.
And then you need to test
the recovery of this data so
you know you can continue
to run your business after
only as good as the actual
process and if it is never au-
dited nor verified nor regu-
larly re-verified then you
cannot be certain of its
validity.
Plan!
Execute!
Validate!
Next month we will look at
how the right people help
businesses survive disasters.
___________________________
Bill Pedersen has over 35
years experience in computers
and technical consulting; de-
veloping disaster prepared-
ness plans for customers of
all sizes. He lives near
Gaffney with his wife, dog
and seven cats. Other inter-





 
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too, by letting drivers keep cus- 


 
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tomers informed about delivery  

 the first step! You need to tion: www.ccsscorp.com.
status and inventory numbers. 
 



That may be one reason an IDC
survey recently showed that near-
ly 30 percent of small businesses
list the service as one of the most
important factors in selecting a
wireless carrier.
The technology is now avail-
able on select smartphones, let-
ting companies that already use %$#"! "  
these devices to access e-mail and
business information enjoy the

4 BUSINESS TRENDS — MAY 2011

‘Creative Therapy’ for NFPs
begins on May 24
DNA Creative Communications
kicks off its educational workshop se-
ries for local nonprofits with “Creative
Therapy: Making Events Feel Special”
on May 24. Registration for the first
session in addition to the rest of the
Monthly Update
of its Developing Health program to
the Upstate. The Foundation has se-
lected three of New Horizon Family
Health Services’ community health
centers to receive a total of $750,000 in
grants to help them expand services
and broaden care opportunities.
NHFHS centers in Greenville, Greer
and Travelers Rest will each receive
$250,000 over the next two years as
sures that the health centers also ben-
efit from GE’s core competencies in-
cluding process improvement and
business management based on the
needs of each health center and the
communities it serves.
Pharmaceutical Assoc. to HOW TO REACH US
expand Upstate operations 803-929-3563 fax: 803-771-0138

2011 “Shine the Light on Your Non-
profit” series is now open online at
dnacc.com.
Nonprofits are invited to attend the
series of four seminars to learn tips
on how to enhance their communica-
tions efforts. Session 1 will include five
event specialists as panel members.
The panel will be moderated by Deb-
bie Nelson, principal of DNA, and in-
cludes Jacqui Bomar, JBM & Associ-
ates; Shane Clary, Good Life Catering;
Mary Ellington Johnson, Mary E.
Johnson Consulting; Emily Kosa,
DNA Creative Communications; and
Jeff Renow, Zen.
The series is sponsored by the Com-
munity Foundation of Greenville,
Greenville Forward and Martin Print-
ing. The first seminar will be held at
Zen, located at 924 Main St.,
Greenville. For complete details, and
to register for the series, visit DNA’s
Web site at dnacc.com or call 235-0959.
GE Foundation expanding
program in the Upstate
With the goal of increasing access
to primary health care for the unin-
sured and underserved, the GE Foun-
dation – the philanthropic organiza-
tion of GE – announced an expansion
well as local GE Volunteer support
through the program. Developing
Health is a three-year, $50 million pro-
gram funded by the GE Foundation de-
signed to improve access to primary
care in targeted underserved commu-
nities across the United States. The
program aligns with GE’s healthy-
magination initiative, a commitment
to lower costs, improve quality and in-
crease access to health care.
It is estimated that currently 19 per-
cent of South Carolinians have no
health insurance, and the Upstate is
not immune to this problem.
In addition to the grants them-
selves, the program includes volun-
teering from area GE employees draw-
ing on their business management
skills. Complementing the financial
donation, this unique approach en-
Drop us a line
Business Trends welcomes news tips
for publication.
Email: news@upstatebiztrends.com
Phone: 803-929-3563
Mail: 3518 Medical Drive,
Columbia, SC 29203
The Greenville Area Development
Corporation, the non-profit organiza-
tion established by Greenville County
Council to promote and enhance the
economic development of Greenville
County and the South Carolina De-
partment of Commerce announced
that Pharmaceutical Associates Inc.
will expand its Greenville County op-
erations. The $8.5 million investment
is expected to generate 15 new jobs.
Founded in 1968, Pharmaceutical
Associates Inc. has earned a solid rep-
utation as a time-proven manufactur-
er of liquid pharmaceuticals.
Through the years, the company has
formulated, manufactured and pack-
aged thousands of products including
contract-manufactured liquid special-
ties, private label formulations, and a
proprietary line of generic pharma-
ceutical liquids packaged in out-pa-
tient and unit-dose sizes.
The company will expand its exist-
ing facilities, which currently com-
prise 340,000 square feet, by an addi-
tional 40,000 square feet to accommo-
date growth and to optimize opera-
tions and workflow. Renovations to the
facility, located within the South Car-
olina Technology and Aviation Center,
are expected to be completed by the
end of the first quarter of 2012.
WHOM TO ASK FOR
Advertising: Lindsey Johns, Marketing Consultant
News/Editorial: Tim Ronaldson, Associate Publisher
ON THE WEB
www.upstatebiztrends.com
EMAIL DIRECTORY
newsroom: news@upstatebiztrends.com
advertising: advertising@upstatebiztrends.com
publisher: publisher@upstatebiztrends.com
SUBSCRIPTIONS
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email address to news@upstatebiztrends.com.
NEWS IDEAS
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events, so the best way to seek coverage is by sending us your
news release and photos to the attention of Tim Ronaldson at
the below address, or to news@upstatebiztrends.com.
Business Trends is published monthly by Elauwit Media,
LLC, 3518 Medical Drive, Columbia, SC 29203
 Spar tanburg Ar
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6 BUSINESS TRENDS — MAY 2011 EDITORIAL

U P S T AT E

RUSSELL CANN
Publisher

ALAN BAUER General Manager & Editor

STEVE MILLER Executive Vice President
ED LYNES Vice President of Sales

TIM RONALDSON
Associate Publisher

in our opinion

Give back to NFPs

They need your help
ust like their for-profit counterparts, non-profit organiza-

J tions have been struggling to deal with the changing eco-

nomic landscape ever since the bottom fell out in 2008.
Some have weathered the storm by cutting back on services.
Doing the opposite
MARKETING MATTERS

Some have had to lay-off staffers (if they have any). Some have
shut their doors altogether.
As businesses throughout the state experienced declining
By KEN GASQUE
Think about a football game.
profits – and as families have had to watch their pennies – dona- You’re the coach. Your team has
tions to nonprofits have gone down. And, at the same time, as the ball and it is 3rd and 9. The
defense is thinking pass because
more families have been hit hard by the financial downturn, you have to make nine yards to
these nonprofits have seen a strong uptick in the demand for keep the ball.
What would Bobby Bowden
their services. do? He drove his opponents
At the very least, the economy has begun to stabilize, and crazy because he did not always
do what was expected or what
we’re all crossing our fingers that it continues to improve. This would be considered most likely
has caused donations, in some cases, to rise as well, but overall, to succeed. He beat Clemson and
his son one year by faking a punt
nonprofits continue to need your help. deep in his own territory and
There’s no denying the good these organizations do for the scored a touchdown. Bowden did
the opposite.
community. In addition to the philanthropic services they pro-
Pete Dye, golf course designer,
vide, as a group, they are a significant economic industry, buy- got the first big break of his ca-
ing and selling services to and from the for-profit community. reer when he was given a chance
to build a high profile golf
As a business leader, it’s vital that you get your company – course on Hilton Head Island. He
and your employees – involved in any way you can. Donating studied the courses there and
made up his mind that he would
actual dollars, when feasible, should be a priority, as nonprofits do the opposite of what the lead-
need funds, first and foremost, to continue achieving their mis- ing golf course designer of the
day, Robert Trent Jones, had
sion. Secondarily, donating services in lieu of cash, and encour- done with Palmetto Dunes.
aging your employees to donate their time, can provide a huge Pete Dye felt that if he didn’t
do the opposite, the Harbor
boost to the non-profit community. Town Course would have no
Being a corporate partner for local nonprofits has many ad- identity. Where Robert Trent
Jones had used large undulating
vantages. Playing a part in the greater good is atop the list, of greens, Dye created small flat
course, but it’s not the only benefit of giving back. greens.
Jones had wide fairways; Dye
The non-profit industry is very generous. Do business with had narrow fairways bordered
them, and they’re likely to do business with you. As a whole, it’s by large pines and hardwoods to
create obstructions. Dye’s Har-
a powerful network with a revolving door. Chip in to the pool,
bor Town Course was a tremen-
and you’re likely to get back what you’ve given. dous success because it was dif-
ferent and unexpected.
When you look at architec-
RUSSELL CANN Chairman of the Board ture, do you see sameness? There
DAN McDONOUGH, JR. Co-Chairman and Chief Executive are hundreds of schools with tri-
MICHAEL LaCOUNT, Ph.D. Vice Chairman angles built on their porticos be-
www.elauwit.com cause one architect thought it
was a good way to make the en-
trance look taller and more in-
teresting than a flat roof. Then
what happened? Either that ar-
chitect got the contract for all of
the other schools and decided to
keep doing the same thing or
other architects decided they
liked the look and copied, or I
like to think their clients insist-
ed on having triangles like all of
the other schools. These copies
are often called “trends.” Avoid
trends.
Sandler Sales Institute is a
combination of sales and mar-
keting training for sales people
and business owners.
They teach being opposite is
not only unique but it is refresh-
ing for the prospect and a very
powerful sales tool – they are
teaching branding for individu-
als. The Sandler-trained sales
person is not perceived as a
“sales person” but as someone
who can help you solve a prob-
lem.
That is what good advertising
agencies do. They help business-
es identify their problem and
solve it. The most obvious prob-
lem we see is “we need more
sales.”
However, is the real problem
that the prospect can’t see a no-
ticeable difference in the product
or service?
Research is needed to deter-
mine the problem. A good ad
agency will do research and col-
lect data so it can understand the
problem or at least be knowl-
edgeable about it. Who buys the
product? Why do they buy it?
What do they like about it? How
is it perceived differently from
the competition?
The next step is to analyze the
results. As you analyze the re-
sults of your research, a pattern
or an insight develops. It may be
something small.
But if it is important to the
customer and the competition is
not doing it, you have an insight
into the brand.
Doing the opposite could be
advertising when your competi-
tors are not so your prospects
have a better chance of hearing
your message.
This is called brand building
and is frowned upon by a lot of
the “sales oriented” marketers.
But it builds brand equity; and if
you plan on staying in business
for more than a season, then you
will need brand equity to help
you grow your business.
Doing the opposite does not
mean doing something weird or
unusual to be noticed. This hap-
pens even with large businesses.
Microsoft was trying to counter
Apple’s advertising and they cre-
ated some TV spots that featured
Jerry Seinfeld and Bill Gates in a
shoe store in a mall. Everyone is
still scratching their heads try-
ing to figure out what it meant.
Doing the opposite is a strate-
gy that you should consider. It
could help you create a brand.
What can you do that would be
the opposite of what your com-
petition is doing?
Ken Gasque is president of Gasque
Marketing and Advertising, a brand
development and marketing plan-
ning company in West Columbia. He
can be reached via e-mail at
ken@gasque.com.
 
 


    


 
  

 

 
    
     


      

$10

$10

 


www
ItsJust10
com
 MAY 2011 — BUSINESS TRENDS 9

business Calendar
Location: TBD
MAY 4 Contact: Lorraine Woodward at 239-
MAY 24
MIDDLE TYGER AREA Drop us a line 3742 GREATER GREENVILLE
COUNCIL MEETING CHAMBER INTERNATIONAL
Business Trends welcomes news tips for publication.
Time: 7:30 a.m. LUNCHEON
Location: Middle Tyger Community
Email: news@upstatebiztrends.com
MAY 18 Time: 11:30 a.m. to 1 p.m.
Center, 84 Groce Road # A, Lyman Phone: 803-929-3563 Location: Marriott Greenville, 1 Park-
GREENVILLE CHAMBER way East
Contact: Jim Thompson at 594- Mail: 3518 Medical Drive, Columbia, SC 29203 SALES ROUNDTABLE
5024 or jthompson@spartan- Cost: $35 members. $50 non-mem-
burgchamber.com Time: 11:30 a.m. to 1:30 p.m. bers.
Location: The Greenville Chamber, Contact: Jennifer Powell at 239-3731
SPARTANBURG CHAMBER Time: 9 a.m. to 4 p.m. 24 Cleveland St. or jpowell@greenvillechamber.org
MAY 9 DIVERSITY CONNECTIONS Location: Carolina First Center, One Contact: Claudia Wise at 239-3728
Time: Noon Exposition Drive, Greenville
FOOTHILLS AREA
COUNCIL MEETING
Location: City Range Steakhouse Cost: $10 – must register in advance MAY 24
Grill, 774 Spartan Blvd., Spartanburg Contact: Claudia Wise at 239-3728 MAY 19 GREATER PACOLET AREA
Time: 12:30 p.m. Contact: Jessica Osborne at 594- or cwise@greenvillechamber.org
Location: Drake House, 511 N. 5062 or josborne@spartan- SPARTANBURG AREA COUNCIL MEETING
Howard Ave., Landrum burgchamber.com BUSINESS AFTER HOURS Time: 5:30 p.m.
Contact: Jim Thompson at 594-
5024 or jthompson@spartan-
MAY 17 Time: 5:30 to 7 p.m. Location: Pacolet Branch Library,
390 W. Main St.
Location: City Range Steakhouse
burgchamber.com
MAY 11 NORTHEAST AREA
COUNCIL MEETING
Grille, 774 Spartan Blvd., Spartan-
burg
Contact: Jim Thompson at 594-
5024 or jthompson@spartan-
GREENVILLE CHAMBER Time: 4 p.m. Contact: Cindy Teaster at 594-5022 burgchamber.com
MAY 10 MANUFACTURERS
ROUNDTABLE Location: Carolina Foothills Artisan
or cteaster@spartanburgcham-
ber.com
Center, 124 W. Cherokee St., Ches-
GREATER GREENVILLE
CHAMBER BUSINESS
Time: 12:30 to 1:30 p.m. nee MAY 25
Location: Greenville Chamber of Contact: Jim Thompson at 594-
BEFORE HOURS Commerce, 24 Cleveland St. 5024 or jthompson@spartan- MAY 20 GREATER GREENVILLE
CHAMBER PULSE
Time: 7 to 9:30 a.m. Cost: Free for members. $10 for burgchamber.com
Location: Commerce Club of guests. LG ALUMNI ASSOCIATION LEADERSHIP LUNCHEON
Greenville, 55 Beattie Place, Suite. BROWN BAG Time: 11:30 a.m. to 1 p.m.
Contact: Hank Hyatt at 239-3714 LUNCHEON SERIES
1700
Cost: $7 in advance. $10 at the door.
MAY 17 Time: 11:30 a.m. to 1 p.m.
Location: Embassy Suites Golf
Resort & Conference Center, 670
Contact: Lorraine Woodward at 239- GREATER GREENVILLE Location: Greenville Chamber of Verdae Blvd., Greenville
3742 MAY 12 CHAMBER BUSINESS Commerce, Board Room, 24 Cleve- Contact: 239-3725
BOILING SPRINGS AREA AFTER HOURS land St.
COUNCIL MEETING Time: 5:30 to 7:30 p.m. Contact: 239-3723
MAY 10 Time: 4 p.m.
Location: Boiling Springs Branch
BWIA & DWEN CO-MEETING Library, 871 Double Bridge Road
Time: 11:30 a.m. to 1 p.m. Contact: Jim Thompson at 594-
Location: Commerce Club of 5024 or jthompson@spartan-
Greenville, 55 Beattie Place, Suite. burgchamber.com
1700

4.750 %
Cost: $20
Contact: Claudia Wise at 239-3728 MAY 13
GREER CHAMBER FIRST
FRIDAY LUNCHEON
MAY 11 Time: 11:30 a.m. to 1 p.m.
GREER CHAMBER PELHAM Location: Greer City Hall, 301 E. 30 YEAR FIXED
POWER BREAKFAST Poinsett St.
Time: 8 to 9 a.m. Cost: $10 members. $15 non-mem-
MORTGAGE
Location: Marriott Greenville, One bers.
Parkway East Contact: Reservations required. Call
American Wide Loans has some of the
Cost: Free for members. $10 non- 877-3131 or visit the Web site best Mortgage Rates and nationwide
members. www.greerchamber.com. home loans for all your mortgage needs.
Contact: Call 877-3131 or visit We have a no points and no fees
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MAY 17 option available for refinancing
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SPARTANBURG CHAMBER
MAY 11 WOMEN IN BUSINESS
GREATER WOODRUFF Time: 7:30 a.m. to 1 p.m.
AREA COUNCIL Location: Summit Pointe Confer-
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FIRST TIME HOME BUYERS can purchase a new
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MAY 11 MAY 17 Mortgage rates are effective March 16, 2011. This rate is on a thirty year fixed mortgage. Offer is subject to credit approval and may
GROW EXPO 2011 change without notice. *Minimum loan amount is $200,000, maximum LTV 80%.
10 BUSINESS TRENDS — MAY 2011

Hometown news.
When it happens.
Business optimism is low
NFIB. Small businesses are now seeking
Or Shortly SURVEY After two years of small busi- profits and price support, and in-
ness owners reporting cutting av- creases in energy costs are ex-
Continued from page 1
Thereafter. erage selling prices, March con-
tinued February’s trend by post-
pected to exacerbate problems for
prices in the months ahead as
count for 76 percent of the decline ing a net 9 percent who reported well, the Index noted.
Follow us at in the Index. raising average selling prices – 33 Some other highlights of
There are no clear indicators percentage points higher than the March’s Optimism Index include:
twitter.com/upstatebiz as to why owners are expecting low in 2009, but 20 points better n The average employment
economic deterioration over the than September 2010. change per firm was reported to
next six months, particularly According to the respondents, be an increase of 0.17 employees
Visit us online at www.upstatebiztrends.com when GDP and employment a major reason for the price hikes over the past three months, which
growth have maintained positive is the elimination of inventory is unchanged from February and
momentum, according to the excesses, which appeared in 2008. still short of the needed 350,000
per month needed for the next
three years to close the employ-
ment gap.
Ten percent of small employ-
Power your success with ers reported increasing employ-
ment an average of 3.5 employees
reliable business solutions. per firm, and 14 percent reported
reducing employment an average
of 2.5 employees (seasonally ad-
justed).
Over the next three months, 18
percent plan to increase employ-
ment (up one point), and 6 per-
cent plan to reduce their work-
force (unchanged), yielding a sea-
sonally adjusted net 2 percent,
down three points from February.
n Small business sales report-
ing took a small dip, with the net
percent of all owners reporting
higher nominal sales over the
past three months declining by
one point for a net negative 12
percent.
While this is 22 points better
than March 2009, customer activi-
ty remains weak and remains a
primary concern for many in the
small-business community. Small
businesses did not appear to have
benefited much from the modest
recent gains in consumer spend-
ing.
n Reports of positive earnings
* trends registering a net negative

Save up to 40% and 32 percent in March, five points

worse than February.

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cent reported profits higher
when you bundle Charter Business® Internet, Phone and TV. (down four points), but 49 percent
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888.889.3025 n The vast majority of small

businesses (93 percent) reported
that all their credit needs were
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ed in borrowing, continuing the
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served for months.
The historically high percent
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informed with business TV that provides a range of crystal-clear channels and digital music. “pay back.”
Lack of demand, and not the
availability of credit, appears to
be the stalemate that is holding
back loan growth.
NFIB is South Carolina’s
largest small business associa-
tion, with 4,400 members across
the state. It represents a wide va-
riety of businesses, from repair
©2011 Charter Communications. Offer available to new customers only. *40% savings includes 25Mbps Internet, one Phone line with unlimited long distance and Solution
or Solution Plus Features Package, and Private View TV with a 12-month agreement. **Free installation applies to standard installation (a $148 value). Charges may apply for shops to bakeries, with most
complex installation and additional outlets. Offer subject to change, expires 7/31/2011 and cannot be combined with other promotions. †Compared to standard DSL speeds member businesses having five or
offered on att.com and Verizon.com as of 1/3/2011. ††Local phone service required to receive Unlimited Long Distance (ULD) and applies only to calls within the US, Puerto fewer employees.
Rico and Canada. Usage monitored for improper use and abuse, and Charter may move customer to another long-distance plan or may restrict or cancel customer’s service.
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Childers
NEW HIRES
Coldwell Banker Caine
Coldwell Banker Caine an-
nounced that Susan Clary will
serve as vice president of career
development. To facilitate this
move, Coldwell Banker Caine an-
nounced Evon Hammett will fill
the role of vice president and bro-
ker in charge of the Spartanburg
residential operations.
In her new role, Clary will be
dedicated to leading the Coldwell
Banker Caine career develop-
ment program and will be a re-
source to all of the sales profes-
sionals across the entire organi-
zation.
Hammett joins Coldwell
Banker Caine with 27 years of ex-
perience in real estate. Hammet
most recently served as broker in
charge of Re/Max Realty Associ-
ates in Spartanburg since June
2003.
Coldwell Banker Caine’s
Greenville office also recently
welcomed Ron Mason as a resi-
dential sales agent. Mason gradu-
ated from Auburn University and
has been active in real estate for
over 30 years. In the past, he man-
aged a Coldwell Banker office in
California, and he also worked for
the Century 21 Poinsett in Greer
for 13 years.
ERIK FLEMMING
Rosenfeld Einstein
Upstate-based insurance
agency, brokerage and consulting
firm Rosenfeld Einstein has
added Erik Flemming as an ac-
count manager in its employee
benefits group.
A native and current resident
of Anderson, Flemming joins
Rosenfeld Einstein after eight
years with Clemson University,
including the last six years in
human resources where he fo-
cused on employee benefits, re-
tirement programs and payroll
services.
BOARD OF DIRECTORS
Greenville Area Development Corp.
The Greenville Area Develop-
ment Corporation has announced
the reappointment of business
leaders Jo Watson Hackl, Robert
Howard and Ray Lattimore, along
with Greenville County Council
member Willis Meadows, to new
three-year terms on the organiza-
tion’s board of directors.
Hackl is an attorney with the
Greenville-based Wyche law firm.
She also chairs the Community
Foundation of Greenville and is
co-chair of the Liberty Fellow-
ship Economic Development
Forum.
Howard is executive director of
the Greenville Tech Foundation
and the former executive director
of the Greenville Symphony Or-
Coggins Flemming
chestra.
Lattimore is president and
CEO of Marketplace Staffing, a
Greenville-based company pro-
viding world-class, comprehen-
sive staffing and productivity so-
lutions to blue-chip companies
across the Southeast.
Meadows is a longtime resi-
dent of Greenville County and
the owner of Willis Meadows In-
surance. Prior to entering the in-
surance business, Meadows
served as administrator and prin-
cipal at two Greenville County
public high schools and as head-
master at Shannon Forest Chris-
tian School. He has served his
community as chairman of the
Greenville Legislative Delega-
tion’s Transportation Committee,
as a director of Miracle Hill Min-
istries and as an elder at Mitchell
Road Presbyterian Church.
AWARD WINNERS
Greenville Society
for Human Resource Management
The Greenville Society for
Human Resource Management
recently presented its highest
awards to two members. Susan
Rector, human resources manag-
er at Fabri-Kal Corporation, was
named 2010 HR Professional of
the Year, which recognizes excel-
lence in the human resources pro-
fession as a practitioner. Rhonda
Lockhart, director of corporate
human resources with J. M.
Smith Corporation, was the recip-
ient of the 2010 Lifetime Achieve-
ment award, which recognizes ex-
tended achievement in the HR
profession over the course of a ca-
reer.
A member of GSHRM for more
than 17 years, Rector has served
on its board of directors and cur-
rently serves on the literacy and
membership committees. She has
chaired the organization’s profes-
sional development committee,
the safety committee, and is the
brainchild of “GSHRM Cares,” a
five-year-old program that pro-
vides support for members dur-
ing times of great accomplish-
ment, illness and bereavement.
Lockhart has 30 years of HR
experience, with five years of spe-
cialized experience incorporating
wellness initiatives. She has
proven expertise in employee re-
lations, labor relations, recruit-
ment and selection, training,
compensation, compliance, bene-
fits design and delivery, policy
and procedure design and deliv-
ery, safety and security, payroll to
include taxation and program
management.
TIM HUGHEY
Paul Davis Restoration
and Remodeling
Paul Davis Restoration and Re-
Harrison Hughley
on the job
modeling of the Upstate owners
Dan Driscoll and Gordon McPhee
announced that Tim Hughey,
project manager, has completed
advanced training with The Insti-
tute of Inspection, Cleaning and
Restoration Certification.
Hughey is now certified as an ap-
plied microbial remediation tech-
nician in restoration and remod-
eling. He recently attended the
certification class, which was
taught by The Cleaner’s Coach
training in Norcross, Ga.
Hughey is also certified by the
IICRC in applied structural dry-
ing, and fire and smoke damage
mitigation.
RAY LATTIMORE
Marketplace Staffing
Upstate businessman Ray Lat-
timore, president and CEO of
Marketplace Staffing, has earned
his recertification as a senior pro-
fessional in human resources by
the Society of Human Resource
Managers HR Certification Insti-
tute.
The SPHR certification demon-
strates that the holder has mas-
tered the increasingly complex
human resource body of knowl-
edge and accepted the profession-
al challenge to stay abreast of
new developments in the HR
field.
GLENN R. NIERE
Coldwell Banker United Realtors
Glenn R. Niere has been ap-
pointed president and COO for
Coldwell Banker United, Realtors’
Carolinas region.
With more than 27 years of
leadership experience, Niere
brings expertise in business man-
agement and marketing to 23 of-
fices throughout the Carolinas.
Before joining Coldwell Banker
United, Realtors, Niere served as
president and then CEO of Russ
Lyon Sotheby’s International Re-
alty and its predecessors. He
began his real estate career as a
sales associate with Russ Lyon
Realty Company, which was
founded in 1947. After four years
he was appointed as a senior
branch manager for the firm in
Scottsdale, Ariz. During his
tenure in that position, he grew
the office from 90 to 140 sales asso-
ciates.
NEW EMPLOYEES
A.T. Locke
Former Milliken and Morgan
Stanley executive Norm Poole
has joined A.T. Locke, a rapidly
growing Upstate business provid-
ing accounting services, business
analysis and financial and strate-
gic guidance to emerging and
mid-sized organizations, as a
business analyst.
The Greenville native has more
Lattimore Poole
than two decades of experience in
manufacturing, process improve-
ment, marketing and finance,
most recently with Morgan Stan-
ley Smith Barney, prior to joining
the A.T. Locke team. He has par-
ticular expertise in the manufac-
turing, automotive/transporta-
tion, international business, and
financial strategy arenas.
A.T. Locke has also added Ben
Stoner as an accounting analyst
on the firm’s rapidly-growing
team.
A native of Simpsonville, Ston-
er has served for the past five
years as a senior accountant with
a major regional accounting firm
where he focused on accounting
and financial statement analytics,
tax consulting and preparation,
state and local tax issues, and
multi-state compliance require-
ments prior to joining A.T. Locke.
NEW AGENTS
Prudential C Dan
Joyner Co. Realtors
Prudential C Dan Joyner Co.
Realtors announced that two new
real estate agents have joined the
company.
Jim Childers will serve as a
sales associate at the North Pleas-
antburg office. Prior to joining
Prudential C. Dan Joyner Compa-
ny, Childers retired after a 35-year
banking career in the Greenville
market and was the founding
president and CEO of First
Savers Bank.
Sally Graves will serve as an
agent at the North Pleasantburg
office. Originally from Wood-
stock, Ga., Graves graduated from
Etowah High School and Baptist
University. She moved to
Greenville in 1991, and in the
early 2000s, she spent four years
in South Africa as a missionary
church planner.
BOARD OF DIRECTORS
Senior Action
Senior Action has named a
dozen well-known Upstate resi-
dents to its board of directors.
Members of the board include
Jeff Dezen, president of Jeff
Dezen Public Relations, who will
serve as board chairman; Charles
Ratterree, chief operating officer
for Merge, an Upstate digital mar-
keting and Web firm who will
serve as vice chairman and chair-
elect; BJ Burns, director of mar-
keting for The Gardens at East-
side; and J. Philip Feisal, CEO of
The Village Hospital.
Also named to the board were
community volunteers Jackie Ja-
cobsen and Linda Satterfield;
Sam Kleckley, food service direc-
tor of The Village Hospital; and
Sam Patrick, president of Patrick
Marketing & Communications
Inc.
MAY 2011 — BUSINESS TRENDS 11
Stoner
Rounding out the new board
are Susan Schwartzkopf, vice
president of market development
and new media for The Greenville
News; Catherine Smith, principal
of Catherine Smith Architecture,
LLC; J. David Sudduth, adminis-
trative director of finance and
governmental affairs for Bon Sec-
ours St. Francis Health System;
and Bobbi Wheless, president of
The Wheless Group.
NEW EMPLOYEES
Southern First Bancshares Inc.
Southern First Bancshares Inc.
announced it has hired the follow-
ing employees for Southern First
Bank and Greenville First Bank.
Lindsay Anderson has joined
Greenville First Bank at the Au-
gusta Road office as a teller. An-
derson was previously with RBC
Insurance/Liberty Life as a sales
support specialist. She also has
prior banking experience with
Central Carolina Bank and Sun-
trust Bank.
Miranda Breazeale returns to
Greenville First Bank at the Park-
way Office as a teller. Breazeale
was previously employed with
Greenville First before moving to
Atlanta, where she was with
BB&T.
SUPER LAWYERS
Harrison, White, Smith & Coggins
Three of the founding share-
holders from Harrison, White,
Smith & Coggins, P.C. have been
named by South Carolina Super
Lawyers magazine as three of the
top attorneys in South Carolina.
Ben C. Harrison, John B. White
Jr. and Donald C. Coggins Jr. were
named to the list. Harrison was
named in the workers’ compensa-
tion and personal injury plaintiff
law categories; White in the crim-
inal defense, business litigation
and family law categories; and
Coggins in the personal injury
plaintiff: general, personal injury
plaintiff: products, and employ-
ment litigation: plaintiff cate-
gories.
SUPER LAWYERS
Wyche
Wyche received excellent cov-
erage in the 2011 edition of South
Carolina Super Lawyers, with
one third of all firm shareholders
selected for inclusion.
Wyche attorneys included in
the 2011 edition of Super Lawyers
are: Gregory J. English (business
litigation), J. Theodore Gentry
(employment litigation: defense),
Cary H. Hall Jr. (tax),Wallace K.
Lightsey (business litigation),
Henry L. Parr Jr. (business litiga-
tion), Troy A. Tessier (general lit-
igation), James I. Warren (real es-
tate) and Marshall Winn (busi-
ness litigation).
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