Last year I met Melissa Kennebrew. Through different paths we found ourselves on similar journeys as we were building our business in 2021. Here is her story…

A MASTER OF SMALL BUSINESS FINANCES

MBK FINANCIAL SERVICES | OWNER – Melissa Kennebrew

THE BUSINESS AND OWNER

Like many small businesses, the pandemic brought about unique challenges for Melissa Kennebrew. But along with it came new opportunities. Although she founded MBK Financial Services back in 2002 and ran it alongside her corporate career, COVID-19 changed the corporate structure and thus, her life.

“I decided to go full time with MBK because a lot of my small business clients needed additional coaching,” says Melissa. “So whereas I was always traditionally at the end of the process doing tax preparation, now I'm earlier in the process, helping businesses grow and get better and save more of their money and make the right money moves.”

Operating as both a business consultant and tax preparation service, Melissa assists with small business advisement, tax planning, and money management help. The ultimate goal is to take the stress out of personal and business finances

“MBK Financial Services helps families with their tax management and tax strategy perspectives, including tax preparation services,” says Melissa. “And with small businesses, we work on development from beginning to end, from a back office perspective, whether that be with organizational setup, tax strategy, tax planning, real estate connections, and beyond.”

THE CHALLENGE

Melissa experienced strong growth when she converted MBK from a side hustle to a full-time venture. More clients, more services, and diversified activities has made time management a struggle, and although she’s built a small support team, there’s still an issue with everyone wanting her attention.

“I had a very small client base with very individualized services and relationships,” Melissa explains. “Now my client base has grown and while I do now have a small team that assists me, my clients still want to speak with me.” 

THE DECISIONS

At this stage Melissa started applying 3 strategies. Each strategy works with the other to increase profitability, efficiency, and client experience.

·         Mastered her Time Management

·         Defining her target audience

·         Building a staff

·         Simplifying her processes

Step one for Melissa was to manage her time ruthlessly. If it did not contribute to adding or serving clients it was put the side. Key priorities dominate her schedule.

To define her target audience she started by evaluating her current client base. As she determined the criteria that defined her A, B, C, & D clients it became what clients were best suited to her business and vice versa. Once that was done she could taylor her services to current clientele and also tailor her marketing to future prospects. As a result her workload generated greater revenue, reduced effort, and better results for her customers.

As she defined her target base she was simultaneously defining her key products and services. With this information in mind, she could identify the ideal type of individuals that could contribute to her team. Knowing the activities, volume, and nature of the work simplified her hiring and generated better results in staffing. The “roll the dice” strategy was replaced with “picking the best of the best”.

Before, during, and after the team expansion she could start defining her processes. Initially, the activities that worked well were documented. With this in place before the hiring she could easily train the new team members and measure their performance to her expectations. Once the individuals were proven she could then trust that they could be a key contributor to the undocumented processes. Capturing the steps along the way so they fit the customer and business. Finally, as the business grew, so too did the need for more efficiency. With this experienced team they could begin to create the processes on their own for Melissa to approve.

THE OUTCOME

            Melissa is adding clients, building her business, and maintaining balance as a single mom with two sons. She knows her target audience which improves her message and client fit to services. She is generating more profits which has allowed her to expand her team further and attract additional clients with comfort that they will receive the same, or better, experience than her first set of clients.

THE TAKEAWAY

            Even when faced with setbacks in a career and carrying a huge burden at home it is awesome to see what Melissa has achieved through working hard, and more importantly, working smart. One mentor told me good things can be achieved through attitude and effort and great things can be achieved when you add focus and a game plan. Melissa has all four.

Find more information about MBK Financial:

Website:         www.MBKFinancialServices.com

Facebook: https://www.facebook.com/MBKFinancialServices/

Instagram: https://instagram.com/mbk.fin.svcs/

Email: Melissa@mbkfinancialservices.com

This is a great story about a young entrepreneur in our community that is pursuing is his path. He is learning along the way and keeps moving forward.

LEARNING TO ADVANCE SCHOOL BUS TRANSPORTATION

ARTTIEE | OWNER – Kenneth Foxworth

THE BUSINESS AND OWNER

ARTTIEE is a school bus tracking service for kindergarten through 12th grade schools, which allows students and parents to track their specific bus with a mobile device.

According to founder and CEO Kenneth Foxworth, complaints from parents aren’t usually about their bus being late as much as the general uncertainty of when the bus will arrive – whether it be five minutes ahead of schedule or five minutes behind. ARTTIEE provides real-time GPS tracking and eliminates the guesswork. 

“We close the gap of uncertainty between students, parents and the schools,” says Kenneth, “and we do this at an affordable price for parents.”

Developed in 2020, ARTTIEE is a play on the name of the Greek Goddess Artemis, known as the protector of children. When considering the name, Kenneth was thinking broadly. “I didn’t want the company to be exclusively centered around the bus,” says Kenneth. “I wanted the company name to have something tied into children, so down the road when we release different products and services, customers can still fall in love with that one brand name.”

THE OPPORTUNITY

ARTTIEE has the unique opportunity to bridge the communication gap between busy parents and an understaffed school transportation system. Not only can it improve the lives of parents in areas of communication and concerns for safety, but also reduce the costs and challenges for school systems to monitor bus status within a highly stressed workforce.

“We’re not focused on fleet tracking,” says Kenneth, “We’re focused on closing the gaps of uncertainty. We’re focused on keeping parents informed, which makes it easier on both the parents and the schools.”

THE CHALLENGE

The biggest challenge for Kenneth is getting in front of decision makers with the correct value proposition. Companies with similar tracking products typically charge the school system a flat rate fee – in some cases, nearly $20,000/year – but ARTTIEE instead targets parents with a low-cost option. “Education budgets are really tight, so we go in and offer the school systems something for free,” says Kenneth.

When starting out, Kenneth traveled to various schools talking with principals who were immediately excited about the potential of his product. Kenneth soon discovered, however, that principals don’t make the decisions – that falls to superintendents and their directors of transportation. “I was wiped out because I was basically starting from ground zero,” says Kenneth. “It was 10 times easier to go talk to a principal, so that was a negative surprise.”

A second challenge for Kenneth is tightening the idea of his target audience, determining what particular demographic is more likely to utilize ARTTIEE – whether that be one- or two-person households, elementary or middle school parents, etc. 

THE DECISION

It turns out talking with school board administrators was a positive development for ARTTIEE. Although it’s a bit more difficult to schedule a meeting with the proper school board administrators, it cuts down Kenneth’s work considerably. “The discussions are more difficult, but there are fewer to be had,” he says.

The decision paid off, and ARTTIEE is now testing in numerous counties in Georgia. Kenneth also has surveys out to parents to determine what factors, such as gender, race, income level and marital status, will help narrow down his target audience.

THE TAKEAWAY

Kenneth has learned a tremendous amount about entrepreneurship. He has big visions and yet recognizes that the key is a successful first step. He’s not only building a plan, but also working that plan.

Like many entrepreneurs, Kenneth is attempting to build a business model around a software or application and is learning that, at the core, he needs to understand the value he is delivering to his customers. ARTTIEE has dual customers – both the school system and the parent – and satisfying both of their needs better than other available options to these two groups will be the key to his success.

Once that fact is established, Kenneth needs to create leads in the best possible way –  by connecting with the right person at the right time with the right message. This is Sales and Marketing 101.

Self-growth is critical for Kenneth, and he’s “getting comfortable with being uncomfortable.” What’s incredible is that Kenneth not only recognizes this in himself, but that he’s intentionally seeking this out. His ability to find mentors along his entrepreneurial path and proactively learn has been crucial, and rather than say, “I know,” he consistently uses phrases such as, “Isn’t that interesting?” to trigger learning and growth.

Kenneth has a goal for ARTTIEE but recognizes he needs to think and plan long-term, but act short-term with urgency. It is said that we often underestimate what can be accomplished in 10 years and over estimate what can be done in 1 year. He seems to understand that. Regardless of both short- and long-term success of ARTTIEE, Kenneth is learning what many never do– and that bodes well for his success.

Find more information about Arttiee:

Website:         https://arttieesmarttracking.com/      

Email:             kenneth@arttiee.com

Facebook:     https://www.facebook.com/ArttieeSmartTracking

Instagram: https://www.instagram.com/arttieesmarttracking/

LinkedIn:     https://www.linkedin.com/company/arttiee-llc/

Recently I met a business owner with an innovative process to serve their customers. Its a fun story worth sharing. In addition to improving their customer results it provides a unique solution that not many can offer. As a result it improves their capabilities in new markets. Something worth sharing. Please read on.

EXCEEDING EXPECTATIONS, AND BUILDING A BUSINESS, WITH MAN’S BEST FRIEND

PEST FORCE | OWNERS – Ben & Kylie Myers

The Business & Owners

Unlike other pest control companies, owners Ben and Kylie Myers diversified their objective early on. Pest Force is a family-owned business launched in 2015 and based out of Monroe, Georgia. In addition to traditional targets — such as mosquitoes, cockroaches, fleas, ticks, and termites — Pest Force offers two other divisions.

The first division is Ground Force that provides weed control. “Dealing with herbicides can be dangerous for someone who doesn't know how to use them correctly,” Kylie says, “but it’s a huge service that a lot of people need.”

The company manages the grounds for more industrial-type businesses, such as gravel lots, fence lines, and solar farms. They treat residential wooded acreage, as well. Although this diversification presents challenges at times, it offers many benefits in regards to stability.

The second division is pest control. Pest Force recently took its expansion to the next level, launching a canine bedbug division in August 2021 with new partners Kim & Greg Camera. This family-oriented business rounds out its team with technicians Brad Myers & Jake Myers.

The Opportunity

Pest Force is somewhat unique in that they’ve recognized a novel opportunity in not only their market, but the state as a whole. The launch of their canine division focuses on Georgia’s significant bedbug infestation, and very few people in the state are qualified. In fact, there are only three certified canine forces — and Pest Force has two of them. They are Kim and Greg Camera. Earlier in their career they served in Federal Disaster Relief services. After major events they would take their dogs into areas seeking survivors and victims. Having certifications through the National Entomology Scent Detection Canine Association (NESDCA) and the World Detector Dog Organization (WDDO) they changed their focus. With the spread of bed bugs they have found a way to contribute in a critical field.

“Georgia is in the top 10 worst states in bedbug prevalence in the country, and Atlanta is in the top 13 worst cities,” Kim says. “Regardless of how rich or poor, how high-class or low-class, if there are bedbugs around they're hitchhiking in on other people.”

Which means Pest Force is positioned to help commercial businesses catch an issue before it becomes a major problem. Hotels, dormitories, hospitals, movie theaters, rental cars, semi-trucks, medical offices, and anywhere else with heavy traffic areas should operate in a preventative capacity.

According to Kim, “Good companies will want to get to it before there's a problem and the reputation is ruined, or they're facing a lawsuit because of bedbugs,” she says. “It's also good for legal standing just to show you have these routinely.”

It’s important for the public to understand that having bed bugs is not a sign of a poorly run or dirty operation or homeowner. Bed bugs can happen to the best of us. In reality, people that travel more increase the likelihood of a bed bug outbreak, which means their homes or the places they stay have a greater chance of an issue. Because of this, being proactive makes sense. A dog can do it quickly without disruption to the home or business.

How does it work? Pest Force has its canines come in and assess for bedbugs, either as part of a regular inspection program  or if there’s a suspected infestation. The specially-trained dogs have the ability to effectively and efficiently cover a lot of area in a short period of time.

“It’s an interesting problem in that people don't believe in what they can't see or what they don't understand,” Kim says. “And it's hard to believe how a dog can detect it with their nose and alert us, especially when one bedbug is like searching for a fingernail or a kernel of corn — or one egg, which is the size of a tiny cotton spot.”

If bedbugs are detected, Pest Force is then equipped to get rid of them — quickly and quietly.

Kim Camera Greg Camera

Now that their newest division is officially licensed and launched, Pest Force has turned its focus to marketing their service. The company also has future plans to grow its canine division and expand to other types of services.

"There's all sorts of opportunities that canines can offer as far as rodent control,” Kylie says. “You can literally train a dog, put them up in the ceiling of a commercial building, and they can catch the rodents and then drop them out of the ceiling into a trashcan. To be able to offer a chemical-free solution in our green culture environment, that will be great.”

While Pest Force doesn’t have specific plans as far as its growth, Kylie has a sense that big things are in store. “I feel when God blesses you, there’s a responsibility to take those tools and those blessings to do good with it, and that's been the heart of our business, is we want to do good,” she says. “And wherever God calls us and whatever abilities we have, that's our heart. And so, if God plans big, we will do great things with the blessings He's given us.”

The Takeaway

I’m excited to see Pest Force grow as they look for additional opportunities to service their communities. They have great leadership, a great mindset, and will no doubt continue to build upon the positive culture they’ve created within their business.

We recommend a business owner understand their Unique Selling Proposition. It’s safe to say that Pest Force has this covered and it will be great fun to work on the positioning of a service to an audience that doesn’t yet know they are in need of it.

After that they will be creating Systems that have never been done before, and I look forward to working with and sharing more of Pest Force’s story in the future.

Find more information about Pest Force:

Website:         https://pestforce.net/       

Email:             kylie@pestforce.net

Facebook:     @PestForceGeorgia

Instagram:     @PestForceGeorgia

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