Carol Scott has had a life long passion for fitness as a holistic lifestyle. Throughout the years she has been a CEO of her own company, a spokesperson for well-known labels, and is soon be embarking on a new business endeavor that could change the lifestyle of the average fitness instructor.
GH: How did you go about founding the ECA World Fitness Alliance?
CS: I noticed that all of the continuing education and voice of fitness was coming out of California and the east coast was kind of underrepresented. So initially when I started at first I did one convention just to highlight talent on the east coast to show people what we were doing and then at the end of it someone came up to me and said, “when is next year?” and that’s when I said ‘okay this is gonna be something.’
I took my life’s savings, which was about 50,000 dollars and bet it all on black and ran that first event because it was a passion of mine and I felt like there was something missing in the industry.
GH: How do you be a successful spokesperson?
CS: I think you have to align with the brands you’re representing. I always did, I never chose something that I didn’t personally believe in or use. I think that brands have an identity of their own, and I just think you find brands that are synergistic or represent something to you and hopefully they find you as well.
GH: What sparked your interest in health and fitness?
CS: I was always a child athlete, I grew up in the 60s so women weren’t that prevalent in sports, especially on the playground. I guess I was a tomboy, I started playing sports, and I went to college for phys ed. When I student taught my last year I didn’t have a pleasant experience I found that at the time nobody wanted to go to gym, and there was a lot of rigidity in the program and in the curriculum. You weren’t able to change it at all, so I was seeing my life flash before me like I was destined to roll out the balls and be miserable every day. So instead I went into adult fitness when I graduated college and I wasn’t sure what I wanted to do I wandered into what was then called an aerobics studio, and they were dancing and working out to music. I love music and I was a child actor and in school plays and I sang in the chorus and I played the piano, and I was a DJ, I just loved music. So I just thought ‘wow this is kinda the best of both worlds.’ I started going as a member, and one day an instructor didn’t show up so I said ‘I think I could do that’ because I had majored in phys ed, I knew I had the knowledge, so I gave my first class, and from then on I was hooked.
GH: What is Conscious Body Consulting?
CS: Conscious Body Consulting is a consulting firm that mostly represents fitness, but can really cross borders, we’re basically soup to nuts. Through my many years on the planet, and experience I have come across a ton of multiple jobs, in multiple areas, and because I own ECA as the CEO I was in charge of everything. My familiarity, my experience was in branding, marketing, and programming, and hiring, and recruiting. I went from there and people would ask me for my advice on things, and I never really say ‘no’ to a project, even if it’s above my head or if I have no experience in it, and that branched out into exterior design and interior design, and retail, and building a facility from the ground up.
GH: What is your day to day life like as a fitness influencer?
CS: I broke all the rules and I break all the molds. I really believe that your life is a holistic journey, and you should not focus your entire life on just work. So I wanted to integrate work with my life. I usually don’t have to set an alarm, I get up and my days so very, sometimes I train people one on one, sometimes I’m doing a consulting job, sometimes I’m looking for work, sometimes I’m writing blogs, it’s such a varying experience day to day, which I love! It’s never boring and I work proudly all the time.
GH: How do balance and wellness play into your own very busy work schedule?
CS: If I’m busy, I am passionately involved so I’m not really ‘busy’. I believe that your life should be one big passion and if you’re following your passions, then you’re never really ‘busy’, you’re just doing what you love to do. So I want to do what I love to do with my life, so I have a lot of balance. I don’t get stressed at work, because work is a pleasure, and work is passion. It’s like if a painter were painting, are they busy? They are at their craft, and that’s how I look at balance. I think a lot of people break up the body and the mind, they think ‘I’ll go get a massage and exercise and that’ll be my wellness’ and then 75% of the time they’re stressed out, so that’s not wellness or balance. Wellness is a holistic approach to life and it has to be all-encompassing. You have to look at your life and say ‘where are my tolerations, what do I love to do, and what am I doing the most of, and how can I fulfill my life in a full meaningful way?’ It’s not just an individual thing, we can’t just shut the world out. Things don’t always go well and it’s about how you deal when things don’t go well. It has to be you, and your outside environment. Help someone else, the feeling we get when we actually help others brings happiness to ourselves.
And of course, there’s what you’re eating, if you’re exercising, how you’re sleeping, do you have support and positive people around you?
GH: What has been your best marketing tool?
CS: Word of mouth. I think if you’re authentic, and you do your thing with integrity, and you pay it forward and you help everyone else along the way, the universe brings you what you need as well. If you give positive experiences and you stay authentic to your craft then those people that you work with will refer you.
GH: What are your career goals for the rest of this year?
CS: I’m launching a new organization. There’s no support for individual instructors, so I’m launching a guild called FIG which is Fitness Instructors Guild. I modeled it after SAG. Most instructors are independent contractors, so here’s a way to come together under one roof and one voice and they will be louder together. We will provide services for them, benefits, and products for them at a discount and try and do everything we can to help the fitness instructor. FIG will help them plan for the future, and as they get older transfer into different career opportunities.
It’s pretty safe to say that Grandparents play a very important role in the life of a young child. But what do you do if there are no biological ones available? Todd Pliss took that question to heart when he started Rent A Grandma.
GH: Where did inspiration for Rent a Grandma come from?
TP: I was working as a licensed studio teacher with kids on movie and tv sets, many of them are homeschooled and quite a few of them moved here from all over the country and other countries as well. Dad was often back home, working his regular job, they come out here for pilot season for a few months or to work on something specific so I’d hear a lot of complaints from mothers that they couldn’t find any good help with their other kids if their other on was on set or if they had to run around to auditions, they couldn’t be in two places at once. Sometimes they’d hire 19, or 20-year-old nannies and they were total flakes, more often than not. So that was the inspiration, who’s responsible?
GH: What’s your marketing strategy?
TP: We haven’t had to do a ton of marketing because we get so much attention from all over the world. Fox News did a national story about us and the phone didn’t stop ringing for three weeks. We did Shark Tank, Tokyo TV, Russian TV, we were featured in Italy, Portugal, I saw interviews for British TV. Literally, there’s been dozens and dozens. We just released our mobile app which is stirring up a lot of attention, we do some advertising but not a lot, it’s really word of mouth.
GH: What would your goals be for Rent a Grandma this year?
TP: I want to keep growing it, we have people from all over the place, Canada, the United States, and that includes small towns. We have a ton of Grandmas, but we want more and not just in major cities, but the smaller communities too; throughout Canada and England, and all over the place.
GH: How do you distinguish yourself against other online caregiving companies?
TS: Other online companies hire 18 years and up. For us, you don’t have to be a Grandma, but you have to be mature, at least in your 40s. We make sure there’s a certain level of maturity, most people that come to us, they were teachers, nurses, some of them voluntarily retired and got bored, some were laid off from their jobs and had to retire against their will. So there’s a lot of wonderful people out there who still want to work. We differentiate ourselves by saying our women are mature, they aren’t gonna text or tweet while watching your kids, they aren’t gonna meet some guy and run away to Florida. We are different because of the maturity and life experience.
GH: Is there a vetting process for your caregivers?
TS: Yes, we have interviews, we have a company that does fortune 500 background checks for those companies. We have an application, they have to be checked against the federal sex offender and criminal background checks.
GH: What’s been an unexpected challenge for Rent A Grandma?
TS: The main challenge has been having enough Grandmas. We have people coming to us from all over the world, so having enough people. In LA, New York, Dallas, Florida, of course, we have plenty of people always, but if someone is in a town in Minnesota with 5,000 people we may not be able to help them. That’s why we’re doing everything online, and trying to open up the market as much as we can. So that’s been the challenge, trying to help everybody that wants help.
GH: What are some of the benefits of having an older caregiver?
TS: They’re more mature in life. A lot of these women, they’ve already had their kids, they’re more stable, they’ve had careers, there’s a big maturity level and a lot of them can cook. Not that everyone is looking for cooking, they just have more skills and are more patient. A lot have their own grandkids, so they’re used to dealing with young children, if a child has a meltdown or a tantrum, they can handle it. They’re not looking to go back to college if you’re looking to hire a 19/20-year-old, they’re just not as stable, they don’t have that life experience and there’s nothing wrong with that, we were all 19 and 20 at one point. It’s a big maturity level, the average age of our grandmas is about 60/61. They’re active, they train horses, they surf, they hike all over the world, so they’re certainly not sitting in any rocking chairs.
GH: What would you consider to be Rent A Grandma’s greatest success so far?
TP: I’ve heard a lot of stories that are really heartwarming. We’ve had grandmas that work with special needs kids, I’ve had mothers on the phone literally crying to me over past frustrations, and people appreciate it so much. People say even the name brings a smile to their face. I think the goodwill and the fact that a lot of these women were frustrated because they couldn’t find any work. It’s very difficult the older you get, so it’s opening the market to all the people and parents especially really appreciate it. We get people who’s grandparents live on the other side of the country or have passed away, so we’ve had people who hire grandmas for the grandma experience. Just to have a grandma take you to the park when you’re five or six years old, because a lot of people can’t have that. I think the response has been the best thing. All the attention we’ve gotten has been nice, but in the end, it’s really the stories of help that we enjoy hearing.
Janet Restino in every sense of the word, an artist. She is a sculptor, painter, singer/songwriter, poet, and greeting card creator living in New York City. Restino describes her professional artistic career as “entering through the gift shop” having sold work in museum gift shops, don’t be surprised if you start to see her work on gallery walls. As someone who has been cultivating her art career since the ’70s, Restino has an extensive archive of artist works across many mediums.
GH: How do you ride the line between craft and commerce?
JR: I just put out the best product that I can. I use Epson archival ink Strathmore parchment, and I do the printing myself. In terms of pricing, I’m competing with what people are paying for a not so special piece people buy in the chain stores. I used to sell in various stores in New York City… the whole stationary business has changed profoundly over the last ten years or so, the internet has a lot to do with that. I just turn out the best product that I can and get feedback on what I’m selling at craft fairs or street fairs.
GH: As a multimedia artist, how have you cultivated a personal brand?
JR: I have a look, I have a style, I believe there’s a lot of integrity built into what I do. I’m not trying to do easy shlock. What I put out has a certain sophistication. I stand by everything I put my signature on, there’s a lot of craft and skill that has gone into it. I also do poetry, I do spoken word, and people recognize my style, it’s somewhat unique in the venues I perform it.
GH: Who would you consider a mentor in your artistic endeavors?
JR: I’ve had so many over the years, not really a mentor, but an inspiration for writing and music would be Bob Dylan. One reason being, as soon as I graduated from art school where I was a very serious sculptor, I started having dreams with Bob Dylan appearing in them. It was kind of a “what’s going on” moment, so I started recording them and taking them a little more seriously. I had always enjoyed writing, and that pushed me to take my writing more seriously and that developed into becoming a musician. I had studied piano as a kid, but with the background, I had there was no foundation for how to take this seriously. I eventually found doors opening when I moved to New York and started hanging out with people who were doing open mics, writers and musicians. Also in terms of mentors, there was David Slivka, he was a mentor to me in sculpture and he had a profound impact on my work.
GH: What advice would you give to a young woman considering a similar career path?
JR: Don’t expect it to be easy. Unfortunately, talent alone doesn’t guarantee success. Who you know, and the right time and right place and your own persistence and your own determination very much affect your career. You have to stick with it and listen to your heart before you listen to the dollar signs.
GH: Do you have a marketing team?
JR: I wish I did, unfortunately, that’s one of my missing links. I haven’t had the budget to hire people to be posting for me on social media. I am not good at that, at all. That would be a tremendous help with just creating awareness of what I’m doing. Honestly, for me, it’s the last thing I do. I’m more interested in creating and refining what I’ve created and keeping track of what I’ve created and then letting everyone know ‘hey, I just made this’ this is where you can buy it.
GH: If you could start your career over, would you change anything?
JR: That is the toughest one to answer because everything has changed. I guess I would have to say I wish I were a little more shrewd. When I was younger I totally lacked shrewdness. I wasn’t looking for openings and advances I just had my nose to the grindstone and was so thrilled with just being able to be an artist. I never thought to put a price tag on things starting out it took me forever to even approach selling anything. Part of it has to do with coming from a very repressive education, 12 years of Catholic school freedom was totally discouraged. So by the time I got myself to art school and had that, it was heaven. I was just happy to be a kid with her crayons and her clay, I didn’t think about my career and targeting it to a specific gallery.
GH: How do you see your career changing in the next five years?
JR: It would be nice to have a good gallery behind me, I need to be more proactive in shopping for gallery. On the other hand, something with music is calling me more and more to develop the poetry and lyrics I’ve been working on for years. I finally found a guitarist that I love working with. Right now, that’s at the top of my ‘what I wanna do’ list. It’s developing myself as a singer of my own songs, and maybe other people will want to cover them, and in that way, they’ll have a whole nother other life.
Use the links below to learn more about the art and life of Janet Restino
Sharna L. Striar, Ph.D., CNS is an expert in the area of human sexuality, intimacy, and relationships. Over the course of many years, Dr. Striar has studied and taught at leading institutions in her field, including the University of Michigan, Hunter College, and Seton Hall University. She is a Psychotherapist, an AASECT Certified Sex Therapist and Supervisor, and an ANCC Certified Psychiatric Nurse Specialist. Dr. Striar has lectured extensively, written and been quoted in many articles, and has been a frequent expert guest speaker on national radio and television. Her primary focus is counseling individuals and couples, many who are in their twenties and thirties, to effectively navigate the challenges of adulthood, social relationships, and a range of emotions. Many of her patients, especially those with mood disorders and concerns about intimacy, have benefited from her training in cognitive-behavioral therapy (CBT), sex therapy, and mindfulness. For more information on Dr. Striar, go to her webpage: www.sharnastriar.com .
Can you tell us about your background and your career history?
While my professional career began in my twenties, the discovery of what I wanted to do came to me in my teenage years. The angst of being a teen led me to become introspective, and to connect with people around me by paying attention to their words, emotions, and body language. I also discovered that complete strangers felt comfortable with me and they would often share their life stories. Ultimately those formative years and the discovery of my unique abilities inspired me to pursue a career in mental health.
When and how did your professional journey start?
My professional journey formally started when I completed my nursing degree and began working in New York. It was a turbulent time in our history (the late 1960s) when many of the prevailing attitudes and norms were being challenged. As a volunteer nurse working in the gynecology department at a free clinic in Manhattan, I was at the epicenter of these heady times. The primary clientele included runaway teens, young people with sexually transmitted diseases, and individuals struggling with anxiety, depression, and drug addiction.
What were the common issues among your patients at that time?
Emotional struggles and sexual concerns were common themes among our clinic patients. They often confronted us through expressions of their sexual freedom, opened up about sexual behavior, and raised concerns and questions about their sexuality. At first this made me uncomfortable. My sense was that my colleagues also felt this way. It appeared that our academic training did not adequately prepare us on how to separate our own sexual attitudes from ways the patients behaved or what they told us. At that time, there was limited helpful information available on how to address sexual behavior and needs, how to include questions during the evaluation and the treatment process, and how disease or medications impact one’s sexuality. The educational training offered by health professions needed to catch up with these times.
This epiphany propelled me to become an educator and therapist in human sexuality so I could help equip myself and other healthcare professionals with the tools and knowledge to navigate these uncharted waters of complex psycho-sexual issues.
How and when did you first become an educator in human sexuality?
I moved to Ann Arbor in the 70s and joined the team of an in-patient psychiatric adolescent unit at the University hospital. Once again, it became apparent that the traditional treatment approach did not adequately address a teenager’s sexuality. For instance, if a teenager exhibited an inappropriate sexual behavior, rather than demean or punish the behavior, I suggested to recast it as a teachable moment where they would learn how to talk about and express their sexual feelings appropriately. I encouraged hospital professionals to address issues of sexuality more directly by providing sex education training to both the staff and patients. Eventually, they saw the value and they acted upon the recommendation by including questions about sexuality in the treatment protocol.
Soon I joined the faculty at the University of Michigan’s School of Nursing. In that role, I developed curricula that included a sexuality component. Part of the course design would incorporate time for students to reflect on their own values and attitudes so they could talk more objectively about sexual matters and concerns with their patients. The department agreed and I was thrilled.
When did you receive your Ph.D and what was your primary focus?
While on the faculty, I pursued and received my Ph.D. During this period I recognized an additional challenge – that medical staff did not have the institutional support or guidelines on how to effectively respond to the sexual behavior and needs of their patients. Accordingly, my dissertation focused on defining a process of developing a policy on sexuality for facilities with special needs, which included staff training designed to bridge the gap between staff attitudes and policy position. Ultimately, my dissertation became a tool for how to develop policy that moved from a punitive approach to a humanistic one, providing both guidelines and protection for staff.
With experience in hand, I consulted a number of facilities and agencies — from jails, to schools, health care facilities, government agencies, and more. I helped them implement similar policies and educational training programs. While overall this was viewed as a positive intervention, some management and personnel expressed skepticism and awkwardness during the training. This provided an opportunity for a deeper discussion on the importance of attitudinal change.
How did you become a sex therapist and who were your influences?
I wanted to reach an even wider population – to be formally trained as a sex therapist. I moved back to New York City in the mid-80s, another decade of societal sexual changes and challenges, and enrolled in a two-year human sexuality program at Weill Medical College, Cornell University. The late Dr. Helen Singer-Kaplan, a pioneer in the field of sex therapy, directed the program. I subsequently joined her private practice, and for several years served as her project manager in a long-term research study in human sexuality. My training and affiliation with Dr. Kaplan was invaluable to me for I learned to help a wide array of people with a variety of sexual concerns. This broadened my depth of knowledge, skills, understanding and compassion.
How did your professional experience shape your role as a mentor?
While in New York in the early 90s, I also taught a course on sexuality at Hunter College to young people from all walks of life. We discussed it all, including knowledge about all aspects of sexual expression and gender. While teaching sexuality at Hunter College I also learned a lot about cultural and religious differences from my students.
About this time I became a regular on talk shows as an expert on sexuality, addressing questions and concerns to a broad TV audience. With the explosion of cable TV and such talk shows, people were sharing publicly about their sexual expression and struggles with relationships.
In your private practice, has your clientele’s concerns changed with time?
My clientele has always primarily consisted of individuals in their 20s and 30s. People often wonder what problems new generations may have since so much about our sexuality is talked about openly now. However, people still face many challenges and a profusion of questions as society evolves. They often have more questions than previous generations.
My desire as an educator, therapist, and mentor is to help my patients navigate the challenges in their lives and to guide them, addressing their emotions, intimacy, relationships, and sexuality. I harness my years of experience and interactions to provide an environment for reflection and growth always with an emphasis on talking openly.
Why do individuals in their 20s and 30s gravitate toward this type of therapy?
I find that millennials today, who are very experience-focused, welcome the opportunity to explore themselves. They come in because they have an attitude of, “Hey, I want to be the best version of myself.” Those patients are seeking to improve themselves to have the best life they can. They like interactive dialogue that is solution-based. They need a space to reflect that is apart from the digital chatter, and peer and societal pressures.
Some of them come into my practice with major distress — like a breakup, difficulty with a parent figure, floundering in a career, looking for gender clarity, or a sexual issue of some sort. For men, it’s frequently performance anxiety. For women, it can be desire or orgasm concerns. It also can be struggling with their life trajectory during these uncertain times.
No matter the type of patient, the most critical aspect is that the person walking through the door has come because they believe they need help with something. They need assistance to clarify and navigate their life challenges so they can overcome obstacles to achieving their emotional and relationship goals.
How does the digital age affect your therapy and your therapy population?
All of us are inundated with digital information. The yesterday of a lack of sexual material available to people is long gone. The impact of pornography, gender fluidity, kink, and so much more is confronting everyone – resulting in permission to explore more choices of sexual expression. The bar of sexual performance seems higher than ever, producing unrealistic expectations and performance anxiety. And more choices amid desires and sexual expression can also lead to curiosity and discovery, as well as confusion, distress, sexual avoidance or apathy.
We as professionals face the need to clarify the impact and accuracy of digital content, make sense of it, and help our clientele find one’s place in the midst of a barrage of erotica in social media. Whether you are casually dating or in a committed relationship, there are so many unique problems now because of issues brought on by the digital era. How people define commitment, for instance, is very individual and personal, and it has changed dramatically with the advent of social media, digital photos and videos, and texting.
Surveys indicate that passionate, intimate partner sex is being diminished amongst younger generations growing up in an all-digital world where porn provides an easy, constant flow of erotic stimulation. In addition, the digital natives appear to use their devices, apps, and social media as an insulator and therefore often lack the interpersonal skills to relate directly and with empathy. In my practice, we talk about these issues and the importance of how they came about, which can sometimes be traced to a digital experience or information. Since anxiety and stress are so much a part of present times, mindfulness meditation become necessary ingredients to a person’s well-being. I frequently suggest apps like “Headspace” and “Calm”.
What kinds of skills are necessary to be able to do this work?
Psychotherapists need to have a good sense of who they are and how to establish good rapport. When a patient comes to you for counseling, you need to make him or her feel comfortable. If you’re a surgeon, establishing rapport doesn’t matter as much, but if you’re a therapist it’s everything. Without such rapport, people won’t open up to their counselor.
I think you also have to like people. You have to be curious. You have to work on yourself and be comfortable with yourself and with the subject of intimacy and sexuality. You need to be constantly learning, updating your knowledge base, and be open to self-reflection. Today, more than ever, there is a great divergence in people’s life choices. You need to have good abstract reasoning abilities and you have to be flexible. Core psychotherapy training and credentials are essential. You need to give your patients the best platform to reflect and grow.
What do you see as your challenges and goals for the next five years?
In many ways, we are in another era of sexual upheaval. The binary view of gender has been challenged and gender is being viewed with a more fluid appreciation. This is exciting for it recognizes and gives legitimacy and a voice to many individuals who were in the shadows.
But like all radical changes, it also creates a landscape of confusion. Relationships and commitment in the digital age are also being radically impacted, causing new attitudes, a critical shift in sexual expression, and a much more focus on the present than future planning. As the present changes come forth, there is also a growing backlash that may turn one’s view of sexuality back in time. Some freedoms that presently exist are coming into jeopardy.
If we do not open our minds to the changing landscape confronting young generations, we will miss the opportunity to offer them a safe space to explore their thoughts and feelings, and to give them the support and guidance that they need. It’s like the 70s, and we as the mentors and helpers need to catch up once again. My hope is to continue to help guide people to a good place in their lives, no matter the chaos or questions in our real and digital worlds.
Ryan Demirjian, the founder of a company that carries decades of family tradition in a bottle, tells us about what it’s like to run the hot sauce brand Kill Sauce. At twenty years old Ryan’s father, Avo Demirjian immigrated from Lebanon bringing with him his family recipe. He pursued a career as an aerospace engineer at Jet Propulsion Laboratory for many years. In 2014 Ryan decided that it was time to share the family recipe with the world. Since then, Kill Sauce has grown to be sold at individual retailers, as well as stocked in chain stores. Here is what he had to say about the success of Kill Sauce so far.
GH: What is your brand extension strategy?
RD: Kill Sauce is definitely a bit disruptive, especially in the food scene. But the way I see it, that’s not a bad thing. I think we can do a lot with Kill Sauce. There are many avenues we’d like to pursue ranging from spices to oils, snacks, and possibly even beverages. Interestingly enough, we’re currently in the process of launching our hot wings pop cup at Smorgasburg LA, which is one of our main markets on Sundays in downtown. As you may have guessed, we’ll be pairing all our sauces with wings to create the ultimate tasting experience. In terms of dream goals, it sounds ridiculous but I really think we could use a Formula One team. It just fits with the brand!
GH: Who is on your management team and what does each bring to the table?
RD: The management team is basically just me, but I do have a lot of good help around me. My dad is a huge help, so he and I work on a lot of stuff together. I also have freelance help with web design, and Instagram marketing starting soon.
GH: Where did the recipe for Kill Sauce come from?
RD: We’ve always been big consumers of fresh peppers and hot sauces. But in 2013, my dad started to make some fresh sauce at home, which would become our first sauce – Habanero. The idea was to considerably reduce the sodium content often found in hot sauces, eliminate the unwanted preservatives, and capture pure flavor out of each pepper without overwhelming everything with heat. After testing it with friends and family with no business model in mind, it became a hot commodity. We couldn’t make enough to give away. At that point, I decided it’s time to officially label these small bottles of lightning.
GH: With Kill Sauce being family grown, what have you learned about entrepreneurship from your father and what do you hope he’s learned from you?
RD: We’re very different. My father was born in Aleppo, Syria, but grew up in Beirut, Lebanon. I was born in Los Angeles so we come from starkly different backgrounds. He’s an Aerospace engineer by training and naturally sees all problems from a scientific vantage point. He naturally excels at troubleshooting and eliminating possible errors through testing, which makes him instrumental in recipe development. Recipe development in the food business is much different than it would be in a home kitchen. The challenges are often insurmountable as a product is converted from a small pot home recipe into a commercial grade formula. Safety, consistency, supply, cost, margins of error, seasonality, heat levels (in this case), flavor – every factor is magnified and presents a different challenge.
As an LA native, I’m much more in tune with the branding, marketing, and execution of successful brands these days. The artistic direction of Kill Sauce has been of critical importance for me. Although I’ve worked in the corporate world for nearly 10 years, I’m much more in tune with the creative elements in business.
I am always concerned with disconnecting and viewing our products from a 3rd party perspective – the consumer. We live in an oversaturated, digitally deafening age. Every day there is less time to captivate an individual with your marketing message. Competition is infinite. This is the area I tend to focus on mostly while crafting the Kill Sauce narrative.
I think both my father and I have brought very different expertise to the table which has allowed us to learn from one another.
GH: Can you tell me more about the meaning behind the Kill Sauce slogan “use liberally. Live longer”?
RD: Hot sauce has often been a typecast actor on the stage of food products. Many consumers expect it to rely on gimmicky antics to stand out, and the integrity of ingredients is often compromised to achieve this end. This is contrary to our approach to recipe development. We believe that hot sauces should not be hot for the sake of being hot, nor should they include excessive salt, sugar, or chili extracts for flavor. Instead, they should be crafted with a focus on fresh peppers and natural ingredients without preservatives. Each Kill Sauce variety is thoughtfully designed to both showcase and balance the unique flavor and heat of each pepper. On that note, we believe Kill Sauce should be used liberally to maximize flavor while engaging in a healthy experience.
GH: What’s made Kill Sauce successful?
RD: Success is a relative term. In my opinion, there are significantly larger companies with 100x the cash flow that may be deemed unsuccessful. The key is not focusing on financial success, which is where many entrepreneurs or companies lose sight of their mission and derail. While the numbers are important to keep you alive, it’s all about making sure you’re passionate, inspired, and that your product reflects the same. The minute your passion doesn’t shine through, it’s time to close up shop.
GH: If you could do it all over again, would you do it the same way? If not, what would you do differently?
RD: My answer to this question will probably be different in 5 years. We’re still small. Right now I don’t think I would change anything. Also, these days there is no one way to get to where you’re trying to go. You just have to keep knocking until your knuckles bleed. We’re just going to keep going and learning from our mistakes. Thankfully none of them have been detrimental thus far.
GH: What are your goals for the brand this year?
RD: This year we’d like to secure a few anchor customers (10+ stores) as well as regional distribution. Up to now most of our customers have been independent single-store retailers. However, this past year we were picked up by World Market, which took us nationwide into 220 locations. We’ve barely scratched the surface, and the real fun and work is about to begin.
The Senior Business Directory was able to sit with financial consultant Stephen Chin. He briefed us on his financial consulting firm, Financial Structures and Advisory, Inc, what he does as a financial consultant, and what skills are required for those interested in this line of work.
Tell us a little about your company Financial Structures and Advisory, Inc. What is your background in financial consulting?
I started my financial consulting firm in 2003. With a background in commercial banking and capital markets, my firm provides financial consulting services to private companies in the middle market to the lower middle market space. FSA is focused on supporting private companies that are owned by families, individuals, and partners, and these firms are geographically located in the northeast. The companies can range up to about 60 million to below 5 million dollars, including some which are early stage.
Clients usually retain my services because something significant is happening with their company – perhaps someone is trying to buy into their business, or buy them out. Or perhaps the company is looking to grow, but not sure how to fund it in terms of accessing debt or equity. Or they are looking to sell themselves while retaining a minority position to benefit from a second bite at the apple a later dat
How do you consult your clients on these significant events?
More often than not, business owners tend to take great pride in the business they run and may think their business is more valuable than what a buyer, or the market, would consider fair.
My job is to take the owner through an evaluation process and pair it with their personal ambitions and objectives. If they can think they can sell for 10 times EBITDA, but the reality is only 7 times, what does that actually translate to? Do they delay a sale to give them time to improve their operations and supporting infrastructure? Can they improve their internal accounting and financial reporting? Do they have appropriate legal support? Do they have something basic such as an employee handbook or an operating manual?
If they have all of those, then maybe they can hit ten times multiple EBITDA sale price. If ten times EBITDA gets you X amount of dollars in the bank, there are many other factors to be considered. Let’s say the owners receive Y dollars offer for the sale of 100% of the business and the buyer has no interest in keeping them on during the transition (which is unlikely – usually buyers want owners to stay on board 6 to 18 months during the transition.) What are the tax consequences based on, where are you located? What is the dollar amount in the bank you need in order to lead the lifestyle you want? These are all major components of the decision making process.
Many business owners have never gone through an exercise with their accountants to see what a sale translates to. Often, after tax, the amount they sell the company for will translate to significantly less money in the bank. Many times the amount does not match their financial expectations for selling the company. So that’s very important to consider.
Business owners have to look at how they are financially situated in order to determine whether or not they are in a position to acquire debt to grow.
What skills are necessary to be a financial consultant?
You have to have ambition and be dedicated. The typical 9-5 schedule does not work from our perspective, simply because that’s not the nature of the business. It’s not a production type of environment; it is more of an intellectual exercise and your job is to help your client achieve his/her objective in their timeline, not yours.
Commitment and accountability are both important. If your commitment cannot be met by a certain date or time, then that information needs to be shared and explained. You pick up the phone or send an email. In a professional way, you advise your counterparty that there is going to be a delay, whether it will be a day or an hour. That kind of diligence is absolutely required.
When you’re dealing with money, when you’re dealing with dollars and cents, it goes beyond what’s on the ledger or the financial report. Everything that we touch has to be treated confidentially and has to be treated with care – as if it is your own money. Financial consultants need to be diligent, timely, and professional. At an emotional level, they have to take possession over whatever it is that they’re doing.
As far as skill set is concerned, it is best to have someone who has some basic understanding of accounting and finance.
We are not an accounting shop; we are a finance shop. We are an advisory shop. Accounting is not a requirement, but knowledge of accounting, experience with numbers and looking at what the numbers mean – that is essential. How did these numbers show up on a financial report? What underlies these numbers? What does accrual accounting mean as it relates to a financial report?
The ability to communicate clearly is also very important. It’s important to be able to take your ego out of these conversations. There’s a certain humility that is required. Arrogance has its role, especially if you’re at the negotiating table, but humility is important because I’ve never met anyone who is right 100% of the time.
It can be a tight job market and recruiters are inundated with resumes. In fact, many recruiters only spend 6 seconds giving your resume a first look. Many people send in their resumes and don’t hear back.
How do you craft, write, and design your resume so that it will not get lost in the “black hole” of resumes?
How do you write your resume for the job you want, not just the work you’ve done in the past?
In this video, Shira Harrington goes through the process that recruiters actually go through to find the best resumes.
Shira Harrington will teach you:
-how to write your resume to speak to where you are going, not just where you’ve been.
-how to brand yourself
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-how to find your “tribe”
-how to identify your career goals
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