Certainly formerly successful  businesses can and have become “buggy whips’ .  Montgomery Ward started as a dry-goods mail-order business in 1872.  After World War II, the company had become the 3rd largest department store chain. However, in the 1950′s the company failed to recognize the move of America’s middle class to the suburbs. Its competitors, Sears, Macy’s, J.C. Penney and Dillard’s established anchor stores at the new shopping malls sprouting up in the ever-expanding suburbs. That was only one of a series of missteps.  By May 2001 Montgomery Ward was gone.

Sometimes it is products and services within a business that become a “buggy whip.” The only place a person sees VHS tapes today is at a garage sale.  They were replaced with DVD’s.  Now digital streaming from companies like Netflix and Hulu are threatening the DVD business.  In 2009 Blockbuster had 60,000 employees. They filed bankruptcy in 2010 and were bought out by Dish Network. By April 2011 Dish announced it would only keep 500 Blockbuster stores open.  At its peak, Blockbuster had more than 4,000 stores. Just this month Dish announced they would be closing all unprofitable stores, a number way below the targeted 500.

Technology is changing how we communicate, read books, market our products, disseminate information. In 2000, I was in a corporate meeting discussing the future of technology.  A technology consultant was telling us that by 2010 our cell phone would be the center of communication and connection to “all things” for the consumer.  We looked at our little flip phones with the antenna and thought “really?” In today’s competitive, every-changing environment the threat of becoming a “buggy whip” is an ever-present danger.  Are you constantly looking at the trends of your industry?  Who and where is your competition? What is changing and more importantly what are you going to do about it?

“Buggy whips” can also be the processes, technology, marketing and sales strategies that we use in the day-to-day operation of our business. Just watching an episode of “Mad Men” shows you how much advertising and marketing have changed.  The internet and social media are allowing individuals, entrepreneurs and small business owners to market their products and services to a world-wide audience. A home-based jewelry maker used to sell their creations at local craft shows or small jewelry stores.  Now because of companies like eBay and Etsy, that same jewelry maker can sell their wares all over the world. Are you taking advantage of the free marketing and advertising available to you. Are you using your financial information to make critical decisions about your company? Financial software used properly allows you to have the same access to power of your financials that at one time was only available to the “big guys.”

Temporarily, change your name to Sherlock Holmes and go on a “buggy whip” investigation.    Look at your business from the inside and the outside.  How do your customers see you? Are you still providing products and services that “somehow enhance their lives”? What does your competition look like? How has it changed? Are you missing opportunities to increase your revenue streams? How can you increase your value to your customer? Has your marketing strategy adapted to the changing technology? Can your financial records tell you if your marketing and advertising efforts are actually paying off? Is your sales staff adjusting the trends in your business?  Find out what your customers want. If you conduct a proper, in-depth investigation you will find things you are doing right; but if you are honest with yourself, you will find some things that need improvement or maybe are missing entirely. Keeping doing what you doing right, but look at your deficiencies and develop a plan to fix them.

Your business future, your livelihood, your legacy depend on it.

We are currently expanding our employee base by filling the following positions:

1.  Part-Time BizKeeper/Admin Office Support (20 hours per week). This employee would provide bookkeeping for our clients and administrative office support for our office.  The job description is listed below.

2.  Part-Time Senior Accountant/BizKeeper (20 hours a week). This employee must be able to handle higher level accounting services (i.e. multi-jurisdictional sales tax) for our clients and also provide full-charge bookkeeping (BizKeeper) services as well.  Pay per hour varies based whether the employee is providing Senior Accountant or BizKeeper services for the client. The job description for the Senior Accountant is attached.

3. On-Call Bizkeeper, Senior Accountant or SBFO® – because we work with several CPA firms, we are often asked to fill short-term assignments. We are looking to build a list of great people to provide project-based support.  The hourly wage depends on the specific job complexity. If you have the necessary qualifications and are looking to supplement your income, this might fit for you.

If you are interested in any of these positions, please send your resume to nbarnett@apisbusinesssolutions.com and what position or positions you are interested in applying for.

BizKeeper (Full-Charge Bookkeeper)/Office Admin Support

Apis Business Solutions is a Denver Metro accounting/bookkeeping firm that provides managerial accounting for small businesses.  Our client list is expanding, so we need to expand our support staff to match.  We are looking to fill a part-time (20 hours) combination position.  The work could expand to full-time depending on client base growth.

The ideal employee for us would be a person who has experience providing accounting/bookkeeping services to small businesses and also general office administrative support experience.

Check out the attached job description and read about us at http://www.apisbusinesssolutions.com. If you might be a fit for us, please send your resume to nbarnett@apisbusinesssolutions.com (no phone calls please).  The position starts at $15.00 per hour.

GENERAL DESCRIPTION

This position will cover 2 key areas:

 Bookkeeping

The BizKeeper will work with the SBFO® (Small Business Financial Officer) on individual client accounts. They will perform designated tasks including but not limited to: Accounts Receivable, Accounts Payable, Payroll, Sales Tax, Financial Statements, Job Costing, Reconciliations, Expense Reporting, and Common Business Tax Deductions.

The BizKeeper may perform the following duties within the business project scope:

• Maintain subsidiary accounts by verifying, allocating, and posting transactions
• Balance subsidiary accounts by reconciling entries
• Balance general ledger by preparing a trial balance
• Reconcile entries
• Maintain historical records by filing documents
• Comply with federal, state, and local legal requirements by studying  requirements; enforcing adherence to requirements; filing reports

Office Admin Support

 Administrative duties include:

• Sales support, including CRM System
• Answering telephones, greeting clients
• Schedule appointments
• Manage meeting set-up
• Updating and maintaining client support systems

• Proficient in QuickBooks with at least two years practical experience with current versions
• Proficient in current release of Microsoft Excel, Word, PowerPoint and Outlook.
• Excellent people skills, with experience collaborating within multi-disciplinary, diverse, and dynamic team.
• Excellent written and oral communication skills.
• Able to multi-task and is detail oriented

• 2 years bookkeeping/accounting experience ideally servicing multiple accounts within the small business community.
• Accounting Associates Degree, working towards an Accounting Degree or extensive practical experience as a full-charge bookkeeper for multiple companies.

GO FROM THIS:       TO THIS:

WITHOUT LEAVING THIS:

Imagine if you will a deserted island in the middle of a beautiful aquamarine sea. The environment is perfect with a comfortable temperature, plenty to eat, sandy beaches and warm water. It is a human paradise. The only aspect missing is, well, humans. We can’t live in isolation and as soon as we introduce two or more people in the same environment there are bound to be decisions that must be agreed upon, daily activities that must be completed (deadlines) and some conflict.

So, how can we make the best of all of our human experiences, whether in a hot stuffy office, a loving albeit hectic household, or an island paradise?

Let’s start by first looking at basic human needs—yours, mine, and theirs. Each of us has an internal need for a few basics: 1) shelter 2) food and water 3) companionship. We are each willing to pay dearly for these necessities if for some reason they go missing. We also each have separate thresholds for how much we need. Some individuals need a lot of companionships, others, not so much.

For today’s conversation, let us assume that you are with an individual who sits at a different threshold level than you for companionship. You both recognize the need to spend time together; however, one of you wishes to spend more time alone compared to the other. It is a simple human difference; however, because we also have a brain that rarely turns off, as soon as one of us says, “I need a little time alone,” the other starts to over-analyze. Is there meaning behind this request other than the spoken words? Does this perhaps mean that this person does not like me? Our brains are a wonderful gift; however, it can be a challenge to keep them from working overtime.

This is a simplified example of what happens every day in every walk of life. The same issue occurs at work, at home, and at play.

First, rejoice in the fact that we are all different. Imagine a garden with only one kind of flower, or a banquet with only one kind of food. Diversity brings us pleasure. We love to try new things and explore new places. If all humans were alike we would be in a dire position. So, open your mind and heart to the idea that perhaps this request for time alone is sincere. Perhaps this person simply needs less companionship. There are several ways that the other person can respond. She can simply allow the person to take the additional time alone, she could try to persuade the person to change to be more like her, or she could escalate the emotions and get angry, hurt, or resentful. You can see that there are a wide range of responses to any request.

So how can we take this simplified scenario and tie it back to our original issue—too much to do, not enough time, too many demands? The answer is simple too—don’t overthink or overanalyze the situation. Take everything at face value and if others have an ulterior motive or an underlying agenda, then it belongs to them, not you.

Imagine how much simpler and easier your life would be if you didn’t try to determine everyone’s motives. What if you didn’t try to foresee each person’s next move? What if you didn’t assume that they were out to undermine you?

For one day assume that everyone is doing the best they can with the resources they have available. Assume that their only goal is to take care of themselves, and that any request they make of you is simply that—a request. No strings attached.

Find a bit of island paradise in every day and remember challenges are present even in an island paradise.  And don’t forget to rejoice in the diversity of human nature.

   FIND THE KEYS TO UNLOCK  YOUR INTERNAL BARRIERS

TO PERSONAL AND PROFESSIONAL GROWTH

Author Information:

Rebecca Woulfe conducts Breakthrough Seminars that provide people with the opportunity to explore beliefs and behaviors that hold them back in their personal and professional lives. She works with individuals and businesses to break through these barriers to find their success.

Harness the Power of Your Professional Advisory Board

Business Owner Truth #1

“The only thing more overrated than natural childbirth is the joy of owning your own business.”

In today’s tough environment the Small Business Owner and Entrepreneur have little margin for error.

Business Owner Truth #2 – Running a business is very complicated.

As a Small Business Owner you are responsible for:

The Success of Your Business

Growth, Product Development, Marketing, Networking, Financial Management, Funding, Sales, Customer Service, Quality Control, etc.

The Well-Being and Productivity of Your Employees

Salaries, Health Benefits, 401K Plans, Training, Hiring, HR Documentation

You and Your Family’s Future

Real Estate Investments, Education, Household Overhead, Insurance, Retirement, Long-Term Investments

The Protection of Your Business

Partnership Agreements, Buy-Sell Agreements, Liability Protection, Life Insurance

Your Legacy

Estate Planning, Succession Planning, Exit Strategy, Insurance Options, Trust Considerations

Business Owner Truth #3 - You do NOT have to run it alone.

Take the time to put together a Professional Advisory Board to help you navigate the challenges of running a successful business. Think of this Board of Trusted Advisors as a Compass. Together they can help you keep your business heading “true north” toward both your short-term and long-term goals.

A supportive Professional Advisory Board that works as a team can help you by:

Extending your access to knowledge and expertise using their expertise together to give you the best possible information members of Your Professional Advisory Team may be a:

•  CPA or Tax Professional
•  SBFO™ or Accountant
•  Business Attorney
•  Banker
•  Estate Attorney
•  Financial Advisor
•  HR Consultant
•  Business Coach

Since it is vital this group work together as a team everybody has to be able to “play well together in the sandbox.”  The people you choose for your Professional Advisory Team MUST be YOUR Advocates.  They must be focused on helping you succeed not their own egos.

Here are some characteristics to look for in the members of your Professional Advisory Team:

•  Trustworthy
•  Your Best Interests at Heart
•  Dedicated to Helping You Grow and Prosper
•  Attentive
•  Problem-Solver
•  Works Well with Others

At Apis Business Solutions, we encourage Small Business Owners to form a Professional Advisory Team. Most of us as business owners have a group of advisors we work with, but we usually talk to them individually not as a team. By bringing them together on a pre-determined basis with an established agenda, we can utilize all of their expertise together to help us make better strategic decisions for both our business and our personal future.

We have worked hard to build a referral list of professionals in the Denver Metro area who are true advocates for their clients. Give us a call if you need a referral about some possible additions to your advisory board.

If you have any questions about how to put together your own Professional Advisory Board, give us a call at 303.945.2104 to talk to an Apis Representative

If you need a reminder of why some days you feel like your head is going to explode check out our rendition of the “Brain of a Small Business Owner” and you will realize you are normal.  Take the best step to gaining control of your business, your time and your sanity and find the right people to support you.

A few nights ago, I was flipping through the channels and stopped on one of those restaurant makeover shows.  It highlighted a wonderful couple who had owed their restaurant for over 30 years.  However, the last 5 years had been very bad and they now found themselves within months of losing the business. The owners worked extremely hard, that was not the problem.  The problem was easy to diagnose.  The sign outside was old and shabby.  The decor was extremely dated and tacky (a way over-the-top western theme), they had over 7 different menus and an owner (the husband) who could not let go and delegate responsibly. Over time the owners had become oblivious to all of these things.

They were committing a FATAL ERROR – They no longer saw their restaurant, their business through their customers’ eyes. They had assumed that the customers’ eyes were the same as theirs.

We all get stuck.  The Definition of Insanity fits here-”Doing the same thing over and over again, expecting different results.” In the above situation, the owner spent all of his time IN his business instead of LOOKING AFTER his business. He held fast to the following beliefs:

• He just had to work harder and the customers would not only come, but come back.
• No one could do it better in the kitchen than him.
• If he created just one more dish the customers would not only come, but come back.
• He had designed the western decor 30 years ago and it still worked.
• Presentation was not important.
• Decision-making belonged only to him.
• The restaurant and he were the same. Criticism hurt his heart.
• Because he worked hard, people would find out about the restaurant and want to come.

Because of the desperate situation, he was now forced to open his eyes, his ears and his heart to criticism and change.

Within a few days, the old decor and carpet were gone or re-utilized. The interior was bright and inviting.   The dinnerware was white and shiny. The sign outside was new and modern. There was only one menu listing dishes with  an updated Western taste  and look.  Not only was the menu fresh, but he no longer bought food he did not use or need. He had delegated the cooking to his employees (some had been with him for 25 years).  He was not in the kitchen, he was on the floor building new customer relationships. But most importantly the owner’s vision had changed.  He now saw his restaurant through his customers’ eyes.

Is there a lesson in this for us? I think so.   We may not own a restaurant, but we own a business.  Have we got stuck? Are we focusing on what will really make a difference in our company or just the current crisis.

STOP, LOOK AND LISTEN   You probably learned that rule as a child.  Follow the same rule to look at your business.

• Do a customer survey.  Ask them how you could improve your product or service. Then be prepared to listen to the answers.
• Create your own mystery shopper.  Create an evaluation form. Ask a friend to send a friend (someone you do not know) to call your office or go to your store or even website and complete the evaluation.
• Give yourself permission to forget the past and move forward.
• Check out new trends and new technology that might help you move forward or do a task more efficiently.
• Ask your employees how they see the business.

Albert Einstein
“The significant problems we face cannot be solved at the same level of thinking we were at when we created them.”

OPEN YOUR EYES TODAY

I would like to introduce you to one that has added to my business growth and more importantly, my own growth as a business owner.  Next Level is a networking group that believes:

• A “giver mentality” is core to an effective referral group.
• Setting attainable and realistic goals for referrals is critical for success.
• A well thought-out business plan is a prerequisite for a successful business model.
• Execution of that business plan is a prerequisite for a successful business model.
• Execution of that business plan requires specific timelines, defined measurable and regular accountability.

Throughout the year, we work on gathering quality referrals for the members in our group by taking the time to understand and support each other’s business model and business goals. We also develop a yearly business strategic plan with defined  measurables for which we are each held accountable and review with the group on a quarterly basis.

We are currently looking to add a few key members.  If this sounds like a group that fits you, your business and your goals, please email John Chrisbens at jchrisbens@4saleindenver.com or Alex Cole at alexcole@allstate.com  to find out more about the group and how we might help each other.

Sure, profits are an important part of business; but they are not the only driver.  Actually, profits are the natural outcome of doing other things right.

There is no question that money and profits fuel your business.  Just like fuel is to a car, profits are to your business.  But fuel is not the only component of running car.  Everything else in the car i.e. the engine, the fuel pump, the battery, the tires etc. need to working or all the fuel in the world will not help. Fuel is certainly necessary for the car to run, but it is not the purpose of the vehicle.  The purpose of the vehicle is to take you somewhere.  Where do you want your business to take you?

Years ago I taught the Stephen Covey “7 Habits of  Effective People” class and one of the habits was “Begin With the End in Mind.” Somehow it almost seems counter-intuitive to think about your exit strategy before you have hardly got started.  However, if you don’t know where you want to end up, how can you set concrete goals to get there? Do you want to leave your business for a family member? Do you want to build your business model to franchise? Do you want to sell the business in three to five years? Do you want to “work until you drop?” (that is an option albeit not the best). 

 Once you have established the end goal, you can start to build a comprehensive plan to get there.  Most of start a business because we have a passion and/or a great skill set. We know what we are good at, a question we are less apt to ask ourselves is “What am I not good at?”   Can you handle the accounting/bookkeeping for your business? Do you know the best way to organize your business from a legal perspective? Do you know all the regulations and tax responsibilities that may be applicable to your type of business?     How are people going to find you?  Is your product/service priced right?  How do you find your “ideal client” or more importantly, how do they find you?    Is social media a viable revenue stream for you? If so, how do you manage that? What happens to my business, if I get sick? What kind of insurance do I need?   Do you have the staff to support the business when it comes on?   And the list goes on.

It has been my experience in business and life that when I have focused on the outcome (in this case income or profits), it has been much harder for me to get there.  But when we focus on adding value, solving problems and truly serving our customers, the profits come almost magically.  If you want to earn money, find ways to add value.

Of course, if you have a really flawed business model, you can provide good value and still not make a profit.  Being smart about your business is crucial.

There have been other times were I have been so focused on my passion, my dream and my  cause that I didn’t pay enough attention to generating sufficient profit to maintain the engine of business.  Balance is the key to growing your business and your profits.

In these difficult financial times, it’s easy to lose focus and concentrate too much on financial performance.  As we strive to survive, we can lose sight of providing the real value that brings in the business.

As customers, we have a lot of choices.  My Smart Phone allows to me to compare prices between vendors as I shop and even gives me directions to the other store.  As a small business owner, how do I compete?  I compete by adding value.  That value can be in many different forms.  What are you doing to make the life of your customer/client easier, smoother, or just plain happier?

Sometimes we wail that “customers are not loyal.” When you are the customer what makes you “loyal.”  Would you buy from you?  No one owes you their business.  It is earned every day. You have to stay ahead of the curve.  You have to change, add, revise and improve your business model.  You have to serve.  Customers/clients vote every day—with their feet.

Provide service and value to your customer/client base—that is the true purpose of your business.

Most of us start a business because we have at least two of the following things:

• Ideas
• Talent
• Skill
• Passion

The other thing that most of us have is:

A BIG Learning Curve on Everything Else

It Takes to Make a

Successful Business

Years ago I taught the Stephen Covey “7 Habits of  Effective People” class and one of the habits was “Begin With the End in Mind.” Somehow it almost seems counter-intuitive to think about your exit strategy before you have hardly got started.  However, if you don’t know where you want to end up, how can you set concrete goals to get there? Do you want to leave your business for a family member? Do you want to build your business model to franchise? Do you want to sell the business in three to five years? Do you want to “work until you drop?” (that is an option albeit not the best).

Once you have established the end goal, you can start to build a comprehensive plan to get there.  Most of  us start a business because we have a passion and/or a great skill set. We know what we are good at, a question we are less apt to ask ourselves is “What am I not good at?”

• Can you handle the accounting/bookkeeping for your business?
• Do you know the best way to organize your business from a legal perspective?
• Do you know all the regulations and tax responsibilities that may be applicable to your type of business?
•  How are people going to find you?  Is your product/service priced right?
• How do you find your “ideal client” or more importantly, how do they find you?
• Is social media a viable revenue stream for you? If so, how do you manage that?
• What happens to your business if you get sick? What kind of insurance do you need?
• Do you have the staff to support the business when it comes in?   And the list goes on.

HOW DO YOU GET IN THE SUCCESS ZONE AND STAY THERE?

“Success is simply  matter of luck. Ask any failure.” – Earl Nightingale

THERE ARE THREE KEY COMPONENTS OF A SUCCESSFUL BUSINESS OWNER

PASSION + PREPARATION + EXECUTION = SUCCESS ZONE

These are three separate entities, but they are interrelated.  One is not more important than the other, because if one is consistently missing the business will struggle and ultimately fail.

We all know what it looks like when one of these key elements is missing.  You may see a person filled with PASSION who immediately jumps into action (EXECUTION) with little research, minimal information and often little support.  They find themselves in constant “crisis management” and eventually their PASSION falters.  Another person may have the same PASSION and spend countless hours and resources getting ready to start or expand a business (PREPARATION) but never put the plan into action.  The business never reaches its potential.  Some people work hard on PREPARATION and EXECUTION, but have no PASSION for the business and are unable to find the drive and energy necessary to start and maintain a business. Each of these three elements needs to be functioning at optimal level.  That synergistic energy creates and maintains the SUCCESS ZONE.

The Pressure is On! 

In this tough economic environment, several things have changed for the Small Business Owner and Entrepreneur:

1. There is little or no room for error.
2. Strategies in marketing, advertising, promotion must be constantly assessed and if necessary, revised and re-focused if not delivering a return on investment (ROI).
3. All parts of the business must be functioning at 100% effectiveness.
4. If your competition is NOT ahead of you, they are certainly nipping at your heels.
5. Continuous learning is NOT an option and YOU must always be willing to learn and try new ideas and strategies to become and stay successful.

Find Your Resources Now!

Never before has the entrepreneur and small business owner has access to so much information and so much help.  It is easy to be overwhelmed. Knowledge is power and is also empowering.  Possessing good, solid information helps you make good, solid business decisions.  The better your business runs the less STRESS you feel.

1. Check out your local resources.  Many communities have a local Small Business Development Center (SBDC), often associated with the Chamber of Commerce. the Office of Economic Development, workforce centers and your local colleges.  All of these groups have training, individual consulting and small business support available to you for little or no cost. They have professionals on staff partnered with business owners in the community that bring their expertise to you on wide-ranging subjects such as: business plan writing, funding options, start-up consulting, financial management, HR Support and the list goes on. At the end of this article I have attached several, but by no means all resources in Denver, CO.
2. Get on Linkedin, Biznik, Facebook and when it opens up to the public Google+.  Join groups that support each other. Start a group.  Ask questions and provide your expertise to others. Sign up to business newsletters that meet your needs.
3. Network with the business groups that have the “pay forward” attitude. Stay away from the groups and the individuals that exhibit the “what can you do for me first” attitude.
4. Find business professionals in the area that truly support small business.  It may be your CPA, an accounting/bookkeeping firm like us at Apis, a business attorney, etc. who is willing and able to connect you to the resources you need to make your business run better.  At Apis Business Solutions we have worked hard to develop a professional referral list of like-minded professionals in Denver.  We are not alone.
5. Do not underestimate the power of bartering.  We do managerial accounting for small businesses, so we have bartered our services to other small businesses that have helped us with website development, marketing etc.
6. Develop and use a professional advisory board to help you make strategic decisions for your business.  You may already have a CPA or tax professional, a business attorney, an accountant, a business coach, a financial adviser, etc.  What you may not do is bring them together to help you develop your business strategic plan and execution.

As promised, here are just a few resources in Denver, CO:

Small Business Development Center – http://www.denversbdc.org

Office of Economic Development-Grow Denver – http://www.milehigh.com

The Women’s College of the University of Denver – http://www.womenscollege.du.edu/

Mi Casa – http://www.micasadenver.org\

GO OUT AND MAKE IT HAPPEN TODAY – JUST DON’T DO IT ALONE!

Suzy Schutz, my business partner and I originally got together because our son and daughter got married.  We survived the divorce. Suzy had been a small business owner for 20 years.  I on the other hand, had spent my life in the corporate world.  She knew accounting/bookkeeping and I knew management, training, education.  We formed Apis Business Solutions for the following reasons:

• Assist our clients in capturing & understanding the true financial state of their business
• Provide our clients with an unparalleled level of accounting and bookkeeping service that facilitates their business success.
• Implement bookkeeping systems that transform our clients’ financial records into a powerful management and tax preparation tool
• Set clear & coherent standards within the bookkeeping industry so business owners know what they should expect when hiring a professional accountant/bookkeeper.

We also wanted to contribute to our community by providing business workshops to help entrepreneurs and small business owners learn about all the parts of a business and begin to implement a plan for success.

So what’s up with the bee thing?  Apis is the Latin word for a family of honeybees.  Bees naturally group into nests.  Like a business without proper bookkeeping they are strictly functional.  They give the bees a place to bring nectar to process into honey, similar to the way any accounting/bookkeeping system provides a path to enter and store data in order to turn it into useful information.  A hive is what we call a honeybee community when it is being managed by beekeepers.  Hives are organized to facilitate extracting honey without harming or disrupting the bees.

This is our approach to what we call BizKeeping–we organize bookkeeping systems in order to facilitate extracting financial information from your business so that your business can thrive.  We stand behind you, so you can stand out!  We offer a full range of Accounting and Bookkeeping Services.  We also believe that most small business owners can not do it alone, nor should they; so we have worked hard within the community to add CPAs, attorneys, financial planners, bankers, business coaches, marketing and sales professionals to our referral list, so if you call we have a solution or know someone who does.  The Hive continues to grow!