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November 7, 2014     Cape Gazette
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,J 18 FRIDAY, NOVEMBER 7 - MONDAY, NOVEMBER 10, 2014 NEWS Cape Gazette TODAY AND TOMORROW "OUR PRODUCT IS NOT TANGIBLE; WE ARE SELLING THE VALUE OF AN EXPERIENCE. TO ELEVATE THE HUMAN SPIRIT; HOW DO YOU SELL THAT?" - PATTI GRIMES, EXECUTIVE DIRECTOR OF THE FREEMAN FOUNDATION Scott Kammerer, president of Matt RON MACARTHUR PHOTOS Haley Companies, talks about the A PANEL OF SIX Sussex County business leaders spoke about the art of selling. On the panel are (I-r) Charles Burton, Bryan Simon of Laurel makes his liv- company's future following the death Pat Campbell-White, Patti Grimes, Todd Lawson and Andi Richter. Not pictured is David Ring. ing writing and performing songs of its founder, Matt Haley. about his favorite video games. with music and video games into writing Local entrepreneurs tell success stories and performing rap songs about his favor- ite games. His videos have been viewed By Ron MacArthur is elite as one of the few fifth-generation more than 100 million times and his You- ronm@capegazette,com car dealerships in the country. While sell- Tube channel boasts more than 450,000 ing is at the core of his business, educating subscribers. Simon now receives income The focus of the 21st annual Today and his customers and making sure they have from Google ad revenue and iTunes and Tomorrow Conference was the art of a positive experience to return and pur- Amazon digital downloads, sponsorships, selling, chase another vehicle ultimately defines networking and merchandise distribution. "We wanted to see how Sussex Coun- how successful the business is. "We hire "Sometimes I have to stop and ask myself ty sells," said moderator Ileana Smith, the right people with the right attitude am I really doing this?" he said. vice president and campus director of and provide the proper training," he said. He said he's living proof money can be Delaware Technical Community College "Our mission statement is that we care made on the internet. Owens Campus. "We all sell; we even about people." lack Berberian has a penchant for be- sell ourselves. Today we are celebrating Also on the panel, Pat Campbell-White ing on the cutting edge of new businesses selling." of Ocean Atlantic Sotheby's International in a search for niche markets. In 2000, Smith said the annual conference has Realty, has been selling real estate in the he joined a group of executives at Le- succeeded for more than two decades Cape Region since 1974. She said realtors galZoom.com to launch and fund a new because of the people who attend it. "It's are a large part of the county's economy, online legal service, which became the the spirit in this room," she said. "This "We sell what it means to have a wonder- world's largest online legal document provides a lens to look at the county. It's ful life in Sussex County," she said. company. He relocated from Los Angeles up to you to act on the information." Veterinarian Andi Richter, who has to the Cape Region and became president The sold-ont Oct. 29 conference at the operated Savannah Animal Hospital in and CEO of Harvard Business Services college showcased business success sto- Lewes since 1988, told the conference, and also cofounded MedTix, selling the ries as they related to selling. A panel of "We are serving people through their pets. companies in 2013. six county business leaders talked about We have to sell ourselves to the public Today, he and partner Drew Laroche their sales experiences, from selling cars through positive experiences." She said own two companies based in the Lewes to selling Sussex County and its schools, educating pet owners on the primary area, including SecureNetMD, the first "Our product is not tangible; we are sell- needs of their pets has become the foun- 100 percent healthcare internet technol- ing the value of an experience. To elevate dation of the business, ogy company in the region, and Delmarva the human spirit; how do you sell that?" For David Ring Jr., who has been Del- VOIP, which provides phone, computer said Patti Grimes, executive director of the mar School District's superintendent for and network services for businesses. Freeman Foundation. eight years, the better way to sell public Berberian said selling begins and ends She answered saying that the founda- education is to do a better job partnering with customer service. In addition, he tion has to present a total package, with with parents. "We want to share in the said, teaching employees how to deal everyone - paid staff and volunteers - on responsibility of raising a child to partner with the 5 percent of customers who have the same page enjoying what they do and with parents to help create productive problems can define your business. "It can giving out the same information. "We are citizens," he said. "We want to create an make a big difference in how you grow," in the referral business. If you have a great environment where children can go, grow he said. experience, you will tell another person." and prosper - that is our job." "We have great partners and a core team She said 52,000 people attended con- we can trust," he said. "It's also important certs and performances this year at the Two of the I Million Cups to give back to the community; they grow Freeman Stage near Fenwick Island; 13,000 Local entrepreneurs are always high- and we grow." people came to the stage in its first year. lighted during the conference. This year, Sussex County Administrator Toddtwo business owners who participate in Lawson said at first he thought county the college's 1 Million Cups program took Walking in the footsteps of a giant government is not in the business of the stage. The global program allows lo- Keynote speaker Scott Kammerer of selling. "But we do sell; we sell Sussex cal entrepreneurs and business leaders Lewes became president of the Matt County. We are the hub in the middle of to meet on Wednesday mornings at the Haley Companies in August, following the wheel," he said. college to tell their stories and share ex- the death of company founder Matt Haley. He said formula for selling Sussex in- periences in an effort to inspire and aid Haley died following a motorcycle crash cludes low taxes and quality services with others, in India at the start of a six-week humani- positive trends to highlight. "We've got a Bryan Simon - aka Brysi - of Laurel has tarian mission in the region. great story," he said. turned his passion for video games into a "We have lost a giant among us who had Panelist Charles Burton, owner and vocation. Over the past few years, he dis- so many things to do," Kammerer said. president of I.G. Burton, said his company covered that he could mix his fascination "Instead of lamenting his loss, the way to honor Matt Haley is to get them done. He was the leader of a dynamic company in Sussex County;, and that's what we are most proud of." Matt Haley Companies employs nearly 1,000 people, with $45 million in annual sales, he said. Kammerer said he met Haley in the late 1990s when both were struggling in recovery - Haley with drugs and Kam- merer with alcohol. "He had a plan for me, and he had a plan for himself," Kam- merer said. "We had an ex-con who was just fired and a college drop-out who was a dishwasher. It wasn't much of a dream team, but now it's an American and Sussex County success story. He started with $37 and a dream." Kammerer said what Matt Haley Com- panies has accomplished could only happen in Sussex County. "The secret of his success started with the team he put together," Kammerer said. Kammerer is a founding partner of Haley/Kammerer Restaurant Consulting and The Delaware Global Fund. SoDel Concepts - the most visible entity of the company - is an eight-restaurant and catering group named by Inc. Magazine as one of the fastest-growing companies in America. Kammerer said he asks himself how the company can go forward after losing its dynamic guiding force. "! thought I would have to sell myself to the bank, vendors, employees and charities, but the only person I had to convince was myself," he said. "What I learned from Matt is to always build something great and don't ever be afraid." Jack Berberian has opened two new high-tech businesses in the Lewes area.