Welcome to the Arena from ICR – Conversations with Today's Innovators & Business Leaders

Summary:Tech companies are having to work harder than ever to prove their resilience in an increasingly noisy market. For investors, the pandemic has highlighted the need for sustained growth and detailed future planning when choosing where to put their capital, and communicating these avenues of value to investors needs to be a part of every company's core strategy. Joining me today on this episode of ICR Industry Reports is Partner Greg McDowell, Head of Technology Investor Relations. Greg has spent the last 25 years fully immersed in software, spending 10 years at Oracle as an Account Manager, then moving to JMP, an investment bank based in San Francisco. He's seen the sector change over time -- everything from the dot com crisis through the pandemic re-writing the tech rule book.In this episode, we discuss the fluctuating nature of tech stocks, how investor requirements are changing, and how resistance, detailed forward planning and high-quality communication are all key to successful growth.Highlights:Greg talks about the work culture at Oracle (3:58)Greg breaks down the work he does with tech clients at ICR (5:22)Greg lays out the landscape of tech stocks and investor sentiment (8:09)As a tech company, how do you prove the durability of your revenue growth to investors? (12:13)Greg discusses the durability of software companies in a market dependent on them (13:57)Greg talks about the importance of telling your story to investors (15:49)Links:ICR TwitterICR LinkedInICR WebsiteGreg McDowell LinkedInGreg McDowell BioFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary:The 'Fountain of Youth' was first mentioned in the writings of Herodotus in the 5th century BC. The world may have changed a lot since the Ancient Greeks, but our desire to look better, look younger, has not. Fast forward to today, Tiktok "beauty hacks" and YouTube videos promising to help us "look younger in seconds" flood the internet. The human obsession with youth and beauty has been alive and well for thousands of years, so it shouldn't come as a surprise that the aesthetics category is giant, and continuing to grow.Today's guest is Dave Prokupek, CEO of Ideal Image, North America's leading aesthetics brand with over 1000 doctors and medical professionals who have performed more than 20 million FDA approved treatments. Backed up by 20 years of experience, Ideal delivers affordable and effective health and beauty services including laser hair removal, Botox, filler, body sculpting, skin rejuvenation, and medical grade skincare. Prior to joining Ideal, Dave built a cross-industry career by leading transformational growth as the CEO of an impressive list of companies like Smashburger and Jackson Hewitt Tax Service.In this episode, David and I discuss the mechanics of Ideal Image's successful business model, the massive growth they are seeing in the health and beauty market, and how digital innovation is giving them a leg up on their competition.Highlights:Dave unpacks the opportunities he saw that led him to Ideal Image (02:57)Dave discusses the broad consumer pool that Ideal Image is targeting (04:59)Dave explains the benefits of partnering with a private equity firm like L Catterton (06:40)What business model allows Ideal Image to scale rapidly while maintaining a personal experience for customers? (07:45)Dave talks us through how the pandemic affected Ideal Image (10:35)What is the Ideal Image tele-aesthetics platform? (12:16)Dave explains how Ideal Image is using technological innovation to grow the business (13:38)How are current market conditions affecting Ideal Image's bottom line? (18:04)Dave describes Ideal Image's affiliate program (19:05)Dave offers advice to CEOs on growing their companies, regardless of the industry they're operating in (20:38)Links:ICR TwitterICR LinkedInICR WebsiteDave Prokupek LinkedInIdeal Image LinkedInIdeal Image WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary:Testing the population is a vital step in the pursuit of disease control. During the COVID-19 pandemic, when the biotech industry was challenged to rapidly adapt and produce safe, effective testing at an almost unimaginable scale, businesses were forced to adapt and re-think the way diagnostic tests are designed, distributed, and safely conducted in order to keep up with demand. Today's guest is Jeff Fischer. Jeff is the co-founder and president of Longhorn Vaccines & Diagnostics LLC, an industry leading biotechnology company that has been on the frontlines of the battle with COVID-19. From 2007 to 2017, Jeff served as CFO of Longhorn. Jeff has previous experience in the biotech industry as an executive VP and CFO, and he is also a former infantry officer in the United States Marine Corps.In this episode, Jeff and I discuss Longhorn's innovative FDA-approved PrimeStore Molecular Transport Medium -- a product that has changed the way viruses are tested, how seeking FDA approval helped with mass rollout in a time of crisis, and how Longhorn found an unusual solution to a shortage of essential supplies. Highlights:Jeff discusses his motivation to start a company focused on diagnostic tools to address what he saw as a coming influenza pandemic (03:00)How life in the Marine Corps influenced Jeff's understanding of the world and his work (04:03)What is PrimeStore Molecular Transport Medium? (05:35)How Longhorn adapted to increased demand during the pandemic (10:10)How the Coca-Cola Bottling Group became the solution to test tube supply chain issues during the pandemic (13:43)Jeff discusses Longhorn's market opportunity and long term avenues for growth (15:47)Jeff explains the agility and independence afforded to Longhorn by not being a public company (17:29)What is the concept of "one health," and how will it change the way we think about the health of humans and the planet (19:10)Is a universal influenza vaccine just around the corner? (21:24)Links:ICR TwitterICR LinkedInICR WebsiteJeff Fischer LinkedInLonghorn LinkedInLonghorn WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary:As a public company, building strong relationships with investors is vital. In a down market, the strength of those relationships relies more than ever on honest, reliable communication. No matter what's happening in the market, your company always has a story to tell. Telling it genuinely builds trust, and your investors will thank you for it. My guest today is corporate communications expert and ICR Managing Partner, Brad Cohen. At ICR, Brad leads the PropTECH, Real Estate, and Lodging group, covering a broad range of industries. A former sell-side analyst and hedge fund manager, Brad has significant experience in investor relations and brings extensive knowledge of the strategic communications business to the table.In this episode, Brad and I discuss the trends he is observing across different areas of his practice, what it takes for a company to make it to the public market in current conditions, and how Brad recommends managing relationships with investors during periods of market instability.Highlights:Brad's path from hedge fund manager to ICR (02:31)What areas of Brad's practice are doing well in current market conditions? (04:19)Brad describes the type of companies that are currently able to raise money and break into the public market (06:44)Brad walks through how the construction sector is responding to challenges like supply chain issues and labor shortages (08:56)Brad explains why now is the time for companies to set realistic expectations for their investment communities (10:45)What are the benefits of holding investor days in a down market? (13:39)Links:ICR TwitterICR LinkedInICR WebsiteBrad Cohen LinkedInBrad Cohen BioFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary: We live in the era of the most advanced medical technologies the world has ever seen, but are we really that much healthier for it? According to the CDC, 6 in 10 adults in the US are living with at least one chronic disease, 4 in 10 have two or more. In the wake of the pandemic, those numbers look primed to keep going up. Modern health care systems treat these illnesses after the fact, but what if healthcare began long before we got sick? And what if the best preventative medicine starts with something as simple as the food we eat? With today's science-based advancements in nutrition for health and longevity, the old adage "food is medicine" may be closer to the truth than ever before.  Today's guest is Dr. Joseph Antoun, the CEO and Chairman of L-Nutra, a unique nutri-tech company applying cutting-edge science to nutrition with the aim of helping people live longer, healthier lives. Dr. Antoun served as the Chairman of the Board at the Global Healthspan Policy Institute and as a member of Forbes Business Development Council. Before joining L-Nutra, Dr. Antoun was the CEO of Health Systems Reform, the Co-Director of the Center for Health Policy at the University of Chicago, and the Co-Editor in Chief of the Journal of Helath Systems and Reform, among other accomplishments.  In this episode, we speak about the science behind L-Nutra's fasting mimicking technology, what they see as their three areas of growth potential, and how their programs and products stand out in a crowded market.Highlights:Dr. Antoun explains the scientific premise behind L-Nutra's products and programs (03:22)Dr. Antoun's describes how a career in medicine led him to L-Nutra (05:45)What are the health benefits of fasting, and how do L-Nutra products mimic its effects? (09:34)Why are customers more likely to complete a ProLon "fast" than other diets or meal plans? (16:33)Dr. Antoun walks through some of the products under the L-Nutra umbrella, including Fast Bar and Nutrition for Longevity (18:44)L-Nutra's approach to differentiation (22:18)Dr. Antoun unpacks the three areas of growth potential L-Nutra is focusing on (23:54)Links:ICR TwitterICR LinkedInICR WebsiteJoseph Antoun, MD, PhD LinkedInJoseph Antoun, MD, PhD BioL-Nutra LinkedInL-Nutra WebsiteProLon WebsiteFast Bar WebsiteNutrition for Longevity WebsiteFeedback:If you have questions about the show or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary:When inflation goes up, and disposable incomes shrink, consumers approach their spending with increased scrutiny. Despite tighter budgets, however, people are still social and they still need to eat, and restaurants that consistently provide great value to their customers will come out on top. Today's guest is Jerry Morgan. Jerry is President and CEO of Louisville, Kentucky-based Texas Roadhouse, trading under the symbol TXRH. With 35 years of food service experience, including time at Bennigan's and Burger King, Jerry is an industry expert with a ton of institutional knowledge. He began his career with Roadhouse in 1997 as the managing partner of the first Texas Roadhouse in Texas, and worked his way up through the company ranks. In 2020 he was named President of Texas Roadhouse, and became CEO in 2021 following the untimely death of the company's founder and former CEO, Kent Taylor. In this episode, I speak with Jerry about the company values that have been instrumental to the success of the brand, how they're handling recent inflation, and the two additional restaurant concepts they'll be expanding over the next few years.Highlights:Jerry walks through the Texas Roadhouse backstory (03:03)Jerry explains how he got his start with Texas Roadhouse, and why it beat out other restaurant chains for his attention (05:29)Jerry describes the company's values, and their commitment to quality and service (06:54)Jerry unpacks the market partner structure of Texas Roadhouse (08:12)Jerry's philosophy on pricing, and how he looks at passing rising costs on to customers (09:50)How a company culture of "fun with purpose" helps Texas Roadhouse succeed (11:06)How Texas Roadhouse is approaching technology (15:14)Jerry describes the two additional restaurant concepts in the Texas Roadhouse family: Jaggers and Bubba's 33 (17:36)Jerry talks about the advantages of being a public company with increased cash generation from a stakeholder perspective (22:05)Links:ICR TwitterICR LinkedInICR WebsiteJerry Morgan LinkedInTexas Roadhouse LinkedInTexas Roadhouse WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary:The automotive industry is changing. Shifting consumer behavior, increased demand for sustainability, and macro shifts towards digitization, automation, and new business models could see companies that are unable to keep up get left behind. For companies ready to embrace these changes, however, there are new opportunities for significant growth.Today's guest is Nino Ciappina, CEO of PARTS iD. PARTS iD is a digital commerce company, trading under the symbol ID, that is responding to evolving consumer needs and showing the aftermarket parts and accessories industry what an ideal customer experience looks like in 2022. Previously, Nino served as the Chief Marketing Officer and later the General Manager of Onyx, the predecessor company of PARTS iD. Nino has also served in a variety of digital marketing, marketing, and eCommerce positions, notably as the Director of Digital Marketing & Customer Acquisition at The Children's Place, VP of eCommerce and Digital Marketing at Firestar Diamond Group, and later as Senior Director of eCommerce and Digital Marketing at Foot Locker.In this episode, I speak with Nino about why the iD brand is unique in the industry, their efforts to expand from automotive parts and accessories into complementary verticals, and how PARTS iD is responding to current events. Highlights:Nino describes the three things that distinguish PARTS iD in the aftermarket parts and accessories industry (03:09)Nino provides perspective on the scale of the business, describing PARTS iD's catalogue of over 18 million SKUs (07:19)What are the verticals adjacent to PARTS iD's focus on automobiles? (10:06)Nino explains why the iD brand is closely tied to the identities of their customers (14:30)Nino walks through how PARTS iD is expanding their offering to appeal to customer's who want a "do it for me" experience (18:41)How is PARTS iD preparing for the electric vehicle revolution? (21:56)Nino explains why he points to Wayfair's business model as comparable to PARTS iD's (24:54)Nino comments on the way PARTS iD is handling market changes dues to global events (26:33)Links:ICR TwitterICR LinkedInICR WebsiteNino Ciappina LinkedInNino Ciappina BioPARTS iD LinkedInPARTS iD WebsiteCARiD WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary:As threat volume and complexity grows, cyber attacks are quickly becoming one of the biggest concerns facing companies today. When the pandemic accelerated the shift towards digital, and employees around the world began logging in to work from anywhere, the threat of data being compromised only deepened. This is a big problem, not only for businesses, but for the stakeholders who put their trust in them. Cybercriminals are getting bolder, and cyber risks are always evolving. To protect your organization, you need a solution that evolves alongside the threat. Today's guest is doing the critically important work of developing effective cybersecurity solutions. James C. Foster is a world-renowned thought leader on cybersecurity, and founder and CEO of ZeroFOX. Foster has published over a dozen books, holds several patents, and has spoken on Capitol Hill about the increase in international cyber threats. Prior to founding ZeroFOX in 2013, Foster founded the cybersecurity company Ciphent which he grew to almost a hundred employees and a thousand customer before it was acquired by Accuvant in 2010. He's also worked with several high-growth cybersecurity organizations and executed on exit strategies for companies like  Foundstone, Guardent, and Information Security Magazine, and as an advisor for the United States Department of Defense.In this episode, I speak with Foster about pressing external cybersecurity concerns, ZeroFOX's recent public transaction with L&F Acquisition Corp, and where he sees market opportunity in the coming years.Highlights:Foster explains external cybersecurity, and how ZeroFOX works to eradicate those risks for businesses (02:52)Foster describes the effects the pandemic and the ongoing shift towards digital have had on the business (05:46)What is the market opportunity for external cybersecurity? (07:14)Foster explains the rate of cyberattack in recent years, and how a company like ZeroFOX can help ease the minds of execs (08:55)ZeroFOX's public transaction with L&F Acquisition Corp, and their acquisition of IDX (12:37)Foster talks through ZeroFOX's recurring revenue model (18:22)Who are ZeroFOX's clients, and where do they see opportunity in the market for expansion?(20:02)Foster comments on the way global events like Russia's invasion of Ukraine affect cybersecurity around the world (22:22)Links:ICR TwitterICR LinkedInICR WebsiteJames C. Foster LinkedInJames C. Foster TwitterJames C. Foster BioZeroFOX LinkedInZeroFOX WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary:Your brand is your promise. It's how you signal to stakeholders who you are and what you stand for. With so much on the line, it's no wonder that a messy brand can have a huge impact on your business.Joining me for this installment of ICR Industry Reports, the mini-series where we profile some of the industry leaders within ICR, is Kyle Kostesich. Kyle is the Executive Creative Director for ICR's Branding + Creative practice, having spent the last 15 years leading ICR's creative teams in the areas of branding, marketing, digital media, web design, and more. Coming from a diverse creative background, Kyle has worked with clients across numerous sectors, developing successful campaigns for luxury brands, like The Ritz-Carlton, global financial giants, like Mirae Asset, well-known consumer names, like Planet Fitness, and healthcare industry titans, like Pfizer.In this episode, I speak with Kyle about the elements of a strong branding strategy, how the Branding + Creative practice adds value for ICR clients, and the long-term benefits of creating a great brand, both internally and externally. Highlights:Kyle's career path: from graphic designer to ICR (02:32)Kyle describes the characteristics of an untidy brand (05:43)How a great brand can differentiate your company (07:52)How companies should be thinking about keeping their websites fresh (11:55)How Kyle works with management teams to form alignment on branding decisions (16:41)Links:ICR TwitterICR LinkedInICR WebsiteKyle Kostesich LinkedInKyle Kostesich WebsiteKyle Kostesich BioFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.

Summary:This week: the next of our ICR Industry Reports. In this mini-series we profile some of ICR's industry experts, and hear about what they're observing at the frontlines of their fields.My guest today is Marc Silverberg, Partner and head of ICR's Energy, Sustainability & Modern Mobility investor relations practice. His team specializes in working with companies across the ESM ecosystem, with focus areas including electric vehicles, battery technology, and renewable energy among others. Marc joined ICR in 2015, bringing with him over 17 years of experience in the capital markets industry. Before coming to ICR, Marc served as a Director of Investments at Oppenheimer, and as Vice President of the energy and equity research team at Barclays and Lehman Brothers. In this episode, I speak with Marc about the biggest challenges he sees facing the companies he works with, how they are thinking about the future, and how sustainability-focused companies can differentiate their ESG stories. Highlights:How Marc's career path led him to ICR (02:32)Marc describes his work in ICR's Energy, Sustainability & Modern Mobility practice (04:41)What are the biggest challenges facing the companies Marc works with today? (06:57)How Marc works with client to develop milestones and long-term goals (10:59)Marc explains how companies in an industry already focused on sustainability can differentiate their ESG stories (13:38)Links:ICR TwitterICR LinkedInICR WebsiteMarc Silverberg LinkedInMarc Silverberg BioFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.