Grow A Small Business Podcast

In this episode, Michael interviews Troy Bennett, CEO of Bennett's Petroleum. He's based in Hobart, Australia. Troy covers a wide variety of roles regarding business activities such as; human resources, marketing, property development, retail development, and contracts. After running through different roles within the company, he took the mantle of CEO in May 2002. Troy is an advocate for energy awareness; back in the day when he was trying to make it to the Olympics in the 80s and 90s, it was important that he'd monitor his energy output on a daily basis in order to be as effective as he can be. Just like in sports, managing your energy output correlates with business, business owners should also monitor their energy outputs to avoid burning out, taking regular breaks after a period of time working aggressively to be as effective as they can be. According to Troy, having an energy calendar is extremely useful for knowing what days you should go out there to work with maximum effort and for days you shouldn't. Heavily leveling up the quality of your decision-making as you know when to make one. This Cast Covers: Being aware of your levels of energy. Monitoring your emotions and your physical quality. The importance of timely decision-making. Taking care of your physical and mental health to avoid burning out. Using your energy to be forceful to get your point across. Carefully managing your workload. Getting enough sleep, and getting the right nutrition. Links: Troy's Company Website Troy's Linkedin Additional Resources: The Power of Full Engagement: Managing Energy Not Time, Is the Key to High Performance and Personal Renewal by Jim Loehr, Tony Schwartz Quotes: "First, you have to be very aware, very aware of your emotions and your physical being on a daily basis." — Troy Bennett. "You're only as good as your decision-making." — Troy Bennett. "They want to know that you're actually in control." — Troy Bennett. "When you lose control, you lose context." — Troy Bennett. "Depending on what decade of life you're in, you need to make sure that you're moving appropriately for the decade you're in." — Troy Bennett.

In this GASB Podcast episode, Troy interviews hospitality industry pioneers Mark Calabro and Shannon Hautot, who are based in Melbourne, Australia. The pair, who first met as University undergraduates 25 years ago, is one of few co-founders in Australia to have had two successful tech start-ups within the hospitality industry. From beginnings in a backyard garage, they launched their first business Point of Sale company, OrderMate, in 2003. In the years that followed they grew their customer base to over 2,500 venues across Australia, building a successful business that was acquired in 2021 by MSL Solutions for $ 7.5 million. Mark and Shannon are also the co-founders and Co-CEOs of award-winning hospitality tech startup, HungryHungry, a business they launched in 2019. During the pandemic HungryHungry pivoted quickly from mobile order & pay to online ordering for restaurants and as a result built a loyal database of over 2,000 restaurants, cafes, pubs, and bars across Australia, and in the process helping many overcome the challenge of lockdowns to stay open for business. As the hospitality industry continues to embrace and benefit from technology-driven solutions, the self-confessed foodies say their mission remains simple; to deliver innovative, tech-driven solutions that help venue owners increase revenue, and access valuable data insights to enhance customer loyalty and inform ways of delivering better experiences. Most recently they have launched several new product features with a focus on helping restaurant owners and staff access 'real-time' consumer data insights so that they can instantly recognise regular customers and reward them for their loyalty through on-the-spot VIP services and/or future marketing and promotions. Alongside this, they have also introduced bespoke, paperless kiosks, a service that caters to Australia's growing casual dining sector and an offer that none of their competitors can match. The shift into stand-alone hardware meets a growing demand for service versatility from a wider range of venue types beyond fast food locations. Under Mark and Shannon's guidance, HungryHungry has grown to a team of 60 people and helped to deliver 35% more revenue per customer for its thousands of customers across Australia and New Zealand, ranging from independent restaurants, bars, and pubs to festivals, events and large-scale corporate venues and hospitality groups. The business has also recently achieved profitability – no small feat for a hospitality tech startup. Their relentless passion to build technology that empowers the industry and rewards their customers' loyalty has been recognised with several awards including the 2021 Finder Award for Most Innovative Business Response to COVID-19, Winner of a 2020 Smart Company Resilience Award, and being named a 2020 Rising Star in the Deloitte Tech Fast 50. According to Mark, conducting lots of small habits as a small business owner is one of the few they should develop and maintain, while Shannon, it is prioritising what is the most important and doing your best to get that done. Although both are different from each other, that's what makes their partnership so successful and has helped them to stand the test of time where many others would have failed. This Cast Covers: Mark Calabro & Shannon Hautot: a 20+ year business partnership. Mark and Shannon's companies: OrderMate & HungryHungry. How OrderMate & HungryHungry was invented from the ground up. Success is not black and white like pass or fail. Prioritising on finding that product-market fit. Inside the journey of raising funds and how this can add benefit to a fast growth business. People and culture. Why small-medium business owners need to be able and willing to work across all areas of the business as required Shifting planning for 30-day sprints rather than 90-day sprints. The value in mentors and targeted entrepreneurial networking groups. Links: Mark & Shannon's Company Website Mark's Linkedin Shannon's Linkedin Additional Resources: Traction: Get a Grip on Your Business by Gino Wickman Future Shock by Alvin Toffler Quotes: "It's good to evolve and pivot and grow and learn as you go." — Mark Calabro & Shannon Hautot. "Going from a dream to a reality, that's one of the biggest things you can get as successful as a founder." — Mark Calabro & Shannon Hautot. "It's not always just you're either successful, or you're not, it's a series of goals and milestones." — Mark Calabro & Shannon Hautot. "As a founder, you kind of don't have the luxury just sort of specialize within one area. You have to be a jack of all trades." — Mark Calabro & Shannon Hautot. "If you're a great person, you will generally attract great people as well." — Mark Calabro & Shannon Hautot.

In this episode, I interview Ben Lipschitz, the CEO, and Co-Founder of FoodByUs Australia's largest online wholesale food and alcohol ordering platform that connects thousands of restaurants, cafes, and caterers with thousands of suppliers. A law graduate turned entrepreneur, who sold his first business, Flipsters in 2014, Ben then teamed up in 2016 with Gary Munitz and Tim Chandler, combining their expertise in hospitality and technology to launch FoodByUs, a free, 'one-stop procurement shop' for small-medium sized venues. What started as a one-stop-shop online marketplace for venues and suppliers to connect has evolved into an advanced software procurement system that helps venues efficiently run their entire back-of-house operation. Ben's impressive journey as a tech founder has been recognised with numerous awards including being named Entrepreneur of the Year at the prestigious 2022 CEO Magazine Executive of the Year Awards and winner of the 2022 Sydney Young Entrepreneur of the Year Hospitality & Tourism award. For two years running, he has also been recognised as one of Australia's top 100 Young Entrepreneurs. In the past twelve months, he has overseen the growth of the team by 50% to 85 people and helped deliver an ongoing result of at least 30% record MoM revenue growth. Alongside this, he has been instrumental in the business securing Series A ($10m in Nov 2021) & Series B funding ($12m in Jan 2023). Ben has said that growing a small business requires looking at the numbers every day. So he says, "When we shifted into restaurants, that made it clear that we were onto something every day, everything feeds into that there are tons of dashboards, and the entire company has a relevant dashboard for them that they literally will look at first thing in the morning every day, last thing before they leave and I think that drives the points." This Cast Covers: Managing a real one-stop shop between restaurants, and all the wholesale orders for everyday needs. Drawing live inventory and being able to submit orders digitally. Growing from 5 to 85 team members for over 7 years. The significance of passion in selecting a business industry to start. Sharing the most innovative industry which is technology. Learning the importance of customer feedback in growing a small business. Tips on how to handle the unending problems inside the business. Accepting the reality that there are people who are better than us to do other tasks. Helping entrepreneurs improve their delegation skills by focusing on culture and people. Sharing the exciting parts of growing a small business. Links: Ben's Linkedin Ben's Twitter Additional Resources: FoodByUs Zero to One by Peter Thiel Quotes: "Running a profitable company that has a meaningful impact on the industry is a success." —Ben Lipschitz "Have a real think about what it is you're trying to solve before you start to market and scale that marketing." —Ben Lipschitz "As you grow, you have a lot of pains that you never anticipated." —Ben Lipschitz "You must accept that your leaders and team are in a better position than you to complete many of the tasks." —Ben Lipschitz "You have to build the company that you want." —Ben Lipschitz

In this week's QFF episode, Rob interviews Chris Morsley, Managing Partner at CMCGlobal, he's based in the Greater Sydney Area. Chris was once a professional actor, now an executive coach, specializing in developing leadership performance. He has worked with global brands such as Cisco, PwC, Twitter, and Google to create leaders that you can trust. There are three things that every great leader has in common. They have a commanding sense of attention, deeply connect with people, and are good at being persuasive; Chris helps small-medium business owners develop these attributes within them, critical qualities that make a great leader. To build a real winning business that stands on strong relationships and motivated people. Chris continuously emphasized the importance of connecting deeply with people as a leader or a small-medium business owner. He stated that the best way to connect is through stories, that once in a while you get your people together and let them tell their personal stories with no prejudice and no judgment; stories are actually the way how we connect. This Cast Covers Communicating effectively as a leader. Key intrinsic values over extrinsic values of what makes people happy. Ways to create autonomy in a business. Asking your people what they expect from you. Utilizing the concept of reciprocity. Newly anointed leaders fighting imposter syndrome. The importance of gravitas. Uncovering the customers' emotions to get their story. The single most important factor in connecting with others. Links: Chris's Company Website Chris's Linkedin Additional Resources: Influence: The Psychology of Persuasion, Revised Edition by Robert B. Cialdini Quotes: "You can easily help them simply because you're eager." — Chris Morsley "It's around gravitas and storytelling." — Chris Morsley "The other thing you got to remember as a leader is that it's very difficult to get the truth from people." — Chris Morsley "You want to uncover the most persuasive of all emotions, which is fear." — Chris Morsley "Ultimately, what you want is for them to feel a sense of resolving the resolve." — Chris Morsley

In this episode, I interview Dustan Fankhauser, the Founder, and CEO of LED Direct based in Kansas, United States. Dustan has set up his own business to distribute commercial and industrial LED lighting products. From working in a corporate job, Dustan has established a well-structured business after his 27 years of experience in growing a small business. LED direct was established in 2016 and has been running for over 7 years, growing with over 4 million in revenue and 8 FTEs. Dustan has said that growing a small business requires developing and maintaining consistency and self-discipline in order to become productive. So he says, "It's just the constant work ethic of getting up every day early. Not being lazy. Having consistency. This, nobody's looking out for you, you don't have to clock in and clock out. This Cast Covers: Running three small businesses that have been merged into one. Created an Excel Lighting and Signed that business assigned contracting company. Make sales and install signage for small businesses and large businesses. LED commercial and industrial lighting wholesaler. Grew up in an entrepreneurial family and started his business at the age of 26. Worked in a corporate job to gain experience managing a business. Growing with over 4 million in revenue and 8 FTEs. One of the first to have a showroom with stocked inventory, and teaching people about the LED lighting world. Developed very tight relationships with factories in China over 10 years. Getting into a lot of sports lighting, and retrofit projects in 2022. Links: Dustan's Linkedin Dustan's Twitter Additional Resources: LED Direct Rich Dad Poor Dad by Robert T. Kiyosaki Quotes: "Become able to do what you want when you want." —Dustan Fankhauser "If you can develop some key relationships, people do business with people they like." —Dustan Fankhauser "Sometimes fast growth isn't always the best growth." —Dustan Fankhauser "Let people do their jobs that they know how to do and get out of their way." —Dustan Fankhauser

In this episode, Troy interviews Wanda Toro Turini, from Ketchword.com, based in Lancaster, USA. It's a texting technology that allows speakers and experts to share content with their audience. At age 38, with a doctorate in Pharmacy, skills of a performer in musical theater and being a singer in a band, which explains the hand gestures and her being expressive. She invented the texting technology that allowed her to connect and serve those in the audience after public speaking. She also just recently launched a podcast called Rock-It Fuel where she gets to feature experts, using Ketchword technology on the podcast. To Wanda, success is when she feels she has empowered the team, has the system and structure in place, so that when there comes a time she has to step away or if something happens, the business can still continue to move forward. This Cast Covers: Her vision of Ketchword, and how it could potentially replace paper brochures How their business got affected by the national shutdown during COVID Left her previous plush job realizing she has way too many ideas and not feeling fulfilled Most stressful point of choosing between starting a family or having a career Links: Ketchword.com Rock-It Fuel Additional Resources: Think and Grow Rich by Napoleon Hill Profit First Nation Podcast Clickup Slack Quotes: "I think very often when we want to do hard things in our lives, or in our businesses, we wait too long." — Wanda Toro Turini "When people receive emails alone with a link to a PDF, they don't open it as much. But if they receive an email with an attachment, it gets prioritized in our minds." — Wanda Toro Turini "I believe our growth was a little slower, because I've been a little bit more selective with who it is that we're going to work with." — Wanda Toro Turini "When we're visionary, and we're inspired people, we have all these ideas, and there's all this possibility." — Wanda Toro Turini "If you have that spirit of continuous improvement, then you're not taking a failure as a failure, you're not taking bad numbers as a failure, you're taking it as an opportunity to learn and then move forward more quickly." — Wanda Toro Turini

In this episode, Rob interviews Tegan Rein, Managing Director of Tegan Rein Coaching. a well studied Life Coach who offers one to one and group coaching services via online Australia wide. Tegan has over 8 years experience as a Life Coach. Tegan said 95% of transformation comes from awareness. So we need to take the time to stop and breathe and have a look at everything from a bird's eye view. It doesn't really need a holiday, just reflect on what has happened to you at the end of the day, looking at where your energy went up and where it was drained and who those people were that were contributing to your positives or negatives and looking at what that would mean the next day. Tegan's website teganrein.com, provides a 32 question quiz to anyone to assess their strength and opportunities, offering a free coaching session after valued at $250. This Cast Covers: The importance of mindset to achieve goals What a mindset and human behavior specialist does The human evolution model framework An example of a business owner she have helped Tips for business owners The free coaching session she provides from teganrein.com Links: Tegan Rein Coaching Quotes: "It's our responsibility to take control of our own happiness and our own peace." — Tegan Rein "Remember the view at the top of the mountain that we're looking to get to, and make sure that that view is always in our mindset daily." — Tegan Rein "A life and business empowerment coach is no dissimilar to an Olympian, having a coach helped them become the best in that sport and the best in the world." — Tegan Rein "Sometimes people will avoid things and they'll delegate them to someone else because it's not their favorite thing to do." — Tegan Rein "If you're in pain and survival, it's too much of a contrast, you have to start with a connection first." — Tegan Rein "It can be a lonely job at the top." — Tegan Rein

In this episode, Troy interviews Matt Orlic, founder of the Inspire Brands Group. Matt is based in Zagreb, Croatia. Matt has had around 15 businesses in the last 23 years. He had everything from laser clinics to manufacturing easter eggs, brands in the drone industry, speakers and headphones accessories, licenses to manufacture sports apparel for Under Armour, and many more. One of those businesses is called the Inspire Brands Group. A business that helps eCommerce businesses scale through ad campaigns. Matt used to build brands and distribute them to retailers; however, after suffering a horrible loss, he decided to dive into the world of digital marketing. Now earning over $30 million in revenue in the past 15 months. According to Matt Orlic, in growing a small business, you should have these two things: focus and wisdom. For small-medium business owners, focus is important, taking on one business at a time, not giving into the shiny-object syndrome; and wisdom for reliable, sound, reasonable, and good judgment. This Cast Covers: Matt Orlic's business: The Inspire Brands Group. What pushed Matt to focus on digital marketing. The growth of the business over seven years. Matt's myriad of businesses. Creating something unique and innovative. Keeping on going in spite of difficulties. The difficulty associated with filling open positions. Bringing to fruition an idea or concept. Always planning your next move. Utilizing each and every set of skills. Links: Matt's Linkedin Matt's Company Website Additional Resources: The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It by Michael E. Gerber Quotes: "Think about how to create something unique and innovative." — Matt Orlic. "Anyone that's really done something great, has had a massive loss to some degree." — Matt Orlic. "If someone's not in a job rather than potentially they aren't the best at what they do in that sector." — Matt Orlic. "Make sure you hire the right people and then the culture follows." — Matt Orlic. "Make sure you have the next move in place." — Matt Orlic.

In this episode, Troy interviews Martin Quinn, Director of M2 Logistics. He's based in Launceston, Northern Tasmania, Australia. The team have co-ordinated manufacture and distribution of over 100,000L of medical grade Hand Sanitiser. Later on Tasmanian Hand Sanitizer. Martin together with Matthew Will and Charles Beaumont formed M2 Logistics in April 2020 at the beginning of the COVID outbreak. He got the sniff that the state government was starting to run out of medical-grade hand sanitizer throughout the hospital system sensing a massive shortage. Martin, having worked in a pharmacy doing a lot of manufacturing, he figured he can be of help offering his expertise in what to do. However, the government wasn't interested in that and wanted to purchase the product outright from them instead. They now also provide a wide range of cleaning and sanitation products as well as Personal Protective Equipment. Since inception they have supplied over 2,000,000 face masks to customers all over Australia. The wake up call for him when he still had his pharmacy was when his kids were playing soccer while the parents thought his wife was a single mum, because he was never there. Martin believes, in business, it is beneficial to get people with completely different skill sets. This Cast Covers: How the business was started during the COVID outbreak Having been out of work for probably two or three years having sold the pharmacies How the connections he had were instrumental in starting the business Being lucky they were able to fund the business when they asked for 50% upfront deposit from government The government request of 60,000 liters of of hand sanitizer instead of just a few hundreds expected Started conversations with essential oils in Tasmania when they noticed people often stick their nose in their hands after rubbing hand sanitizers because some of them smell like complete shit Developing their own hand sanitizer based from their experience which is now being used in Sapphire - a very premium invested boutique hotel in the world The government request of 60,000 liters of of hand sanitizer instead of just a few hundreds expected Links: Sleeker Media Shopify Additional Resources: Rich Dad Poor Dad by Robert T. Kiyosaki Quotes: "Don't try and find a carbon copy of yourself and think that that's going to work because you're just duplicating yourself, and, and you're not giving yourself a broader spectrum of skills." — Martin Quinn "People can get very emotionally attached to a small business, but if you get the opportunity to exit and the price is right, then I think you've just got to give some serious consideration." — Martin Quinn "Everything has its timing." — Martin Quinn "We were conscious of not over-promising and delivering, I think it's a recipe for disaster." — Martin Quinn "Everyone's got to be on for the journey. If they're not, then it's just not going to work." — Martin Quinn

In this episode, Rob interviews Dina Buchanan, Director of Business Strategy at Core Digital Marketing. They develop marketing strategies that deliver quality leads and clients to a business. Their company, Core Digital Marketing, find.com, high-end client program, providing small business owners a system that can be platformed, with LinkedIn, or a social media platform, allowing business owners to customize the types of clients that they want to be brought to them. They also provide different strategies with videos, webinars and coaching throughout a 12-week period. Dina's advice to small business owners is to seek out a business coach to help navigate your marketing plan. She says birds of a feather flock together, so your target clients will know more of your target clients. So when you're hitting that group of people consistently, that's when expansion happens. This Cast Covers: How Core Digital Marketing helps their clients The onboarding 90-minute call Why building a zero-to-hero story works Why their main focus is Linkedin for digital marketing Complimentary strategy session, to anyone listening to the podcast worth $2,000 Links: Find.com, Inc Bookcallnow.com Quotes: "I had a coach of mine tell me no marketing, no money, more marketing, more money." — Dina Buchanan "Working with business coaches, any type of coaching in your life, I think is life-changing." — Dina Buchanan "I have to get to the power of the personal leadership team over at the higher client, they do all the magic." — Dina Buchanan "The main factor in marketing is consistently targeting the right people." — Dina Buchanan "When you've got consistent, predictable clients coming in that are your ideal clients, business is better, it's more consistent, and growth happens." — Dina Buchanan