Lynchburg Business Magazine April/May 2016

Serving the greater Lynchburg regiOn aPriL/May 2016

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TABLE OF CONTENTSApril/May 2016

28

36

54

UPFRONT FEATURES

MADE INLYNCHBURG56 SIMPLIMATIC AUTOMATION

COLUMNS

7 BY THE NUMBERS

14 IN THE NEWS

16 MOVERS & SHAKERS

17 PLUGGED IN

18 LETS DO LUNCHBenjamins

19 MARKETINGResearching Consumer Trends

21 LEGALBuyerand SellerBeware!

27 HEALTHCAREBenefits of Physical Therapy

35 FINANCIALEmployee Retirement Tips

50 COMMERCIAL REAL ESTATEFinancing Fundamentals

53 REAL ESTATECreating Strong Contingencies

57 HUMAN RESOURCESImpact of FLSA Overtime Proposals

24LEADER PROFILE

Jan Walker Senior Vice President,

Chief Administrative Officer, Centra

28HEALTHCARE SPOTLIGHT

Johnson Health Center

32 HEALTHCARE FEATURE

A Primer on Employee Coverage

36 FINANCIAL FEATURE Diversify with Gold:

Yay or Nay?

41 LEADING LADY

Linda Jones

42SMALL BUSINESSES

ON THE RISE Local Success Stories

54 BUSINESS PROFILE Moores Electrical & Mechanical Hits 30

ON THE COVER: Jan Walker, Senior Vice President, Chief Administrative Officer, Centra. Read her profile on page 24.

Photo by RJ Goodwin.

42

on the

SMALLBUSINESSES

Rise

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EDITORS LETTER

JUNE/JULY 2016ADVERTISING DEADLINES

Advertising Space Reservation................................. April 29Editorial & Events ....................................................... April 29Final Artwork ..................................................................May 5

For Advertising or Distribution Information,Please call 757.213.2461 or email [email protected]

Publisher Randy Thompson

Managing Editor Jennifer RedmondEditorial Director Angela Blue

Editorial Assistant Ashley Bunner

Contributing Writers Jeremy Angione, Peyton Bailey, Kendrick Brunson, Ashley Bunner,

Amy DeRamus, Tommy Doukas, Billy Hansen, Emily Hedrick, Megan House, Colleen McLaughlin, Drew Menard,

Brandon Osterbind, Suzanne Ramsey, Jennifer Redmond, Dan Vollmer

Vice President of Production Holly WattersArt Director Chris Meligonis

Client Relations Manager Brittany ProctorContributing Designers Josh Haralson, Kaye Ellen Trautman, Corey Watson

Web Creative Director Chris Murphy Sr. Web Developer & Web Administrator Brandon Litchfield

Web Developer Caleb WhiteheadSEO Analyst Michael Saks

IT Marketing Consultant William WarfordWeb Marketing & Promotions Manager Kearsten Walden

Photography RJ Goodwin, Jim Pile

Editorial Intern Peyton Bailey

Vice President of Sales & Distribution Paul BrannockAccount Executive/Team Leader Missy Celli

Account Executives Carolyn Keeling, Tina MoonCustomer Service Representative Keely Miller

VistaGraphics Staff

Copy Editor Robin CatherController Anita Burns

Accounting Manager Dawn MeehanAccounting Clerk Kelsey Stephens

Office Manager Tracy Thompson

Contributing imagery supplied by Thinkstock.com

WWW.LYNCHBURGBUSINESSMAG.COM

SUBSCRIPTIONSReceive Lynchburg Business at work or at home by subscribing today for $9.97 annually. Receive 6 bi-monthly issues: Feb/Mar, Apr/May, June/July, Aug/Sept, Oct/Nov and Dec/Jan. To subscribe, go online to www.LynchburgBusinessMag.com or please send your check payable to VistaGraphics, Inc, 1264 Perimeter Parkway, Virginia Beach, VA 23454, Attn: Circulation Mgr. Please be sure to include your mailing information: name, address, city, state, zip code, and phone number. For changes of address, please email George Carter, Circulation Manager: [email protected]

Lynchburg Business is published bimonthly by VistaGraphics, Inc. The corporate office is located at 1264 Perimeter Pkwy, Virginia Beach, VA 23454.

2016 - all rights reserved. Reproduction of any material prepared by VistaGraphics, Inc., and appearing within this publication is strictly prohibited without express written

consent of the publisher. Publisher does not purport to authenticate and is not responsible for claims made by advertisers found within this publication.

Lynchburg Business Magazine is a bimonthly publication devoted to highlighting Lynchburg-based businesses and those in the surrounding areas of Amherst, Appomattox, Bedford and Campbell Counties, as well as the Town of Altavista. Every other month, 10,000 copies of Lynchburg Business Magazine are distributed by mail to local businesses, executives and individual business decision-makers. The goal of Lynchburg Business is for readers to look to the magazine as a resource worth keeping in their businesses and homes; one that appeals strongly to professionals in our area.

Proud Member of:

If there are any topics discussed as frequently as politics and the weather, they just might be money and healthcare. With so many demands on our wallets, this issue should give you some insight on making the most of your money; see coverage starting on page 35. And its no surprise that the healthcare industry has been undergoing some massive changes in recent time; we address some common questions employers face when choosing healthcare plans on page 32.

For some entrepreneurial inspiration, flip to our second annual Small Businesses on the Rise feature where we share the stories of nine local companies that have experienced tremendous growth. As Doug Roh learned upon opening Bruburgers in 2014, you sometimes have to adjust your plans to better meet the needs of your customers. Within a few months of opening his eatery, Roh realized his customers wanted full service, so he adapted. Like Roh, the other entrepreneurs we coverstarting on page 42should provide plenty of insight on growing a successful business.

This issue also contains practical and personal advice from several individuals worth watching such as this issues Leading Lady Linda Jones, principal at Dominion Seven Architects located in downtown Lynchburg. Of doing business, Jones believes: You cant take it with you, so value people and relationships over money every time and avoid regrets. Its an axiom that sounds nice in theory, but how difficult it can be to put into practice! Read more insights from Jones on page 41.

Moores Electrical & Mechanical chose to follow a similar mantra with their companyinvesting in their employees above all else. Not surprisingly, that approach has only led to company growth on all fronts. In just over 30 years, the company is now doing more than $80 million in gross revenue; they also give 10 percent of their annual profits to community organizations. Read more about their unique and inspiring company culture starting on page 54.

All of these tidbits distill to one central point: Listen to those around you. Thats what led me to decide that the time has come to bid goodbye to a job that I have loved for a season of my life. But something new is now calling my namespecifically, two little girls saying Mommy. As a new parent, people often say things such as Enjoy it while theyre young, and Dont blink, or youll miss it. Well, Im immeasurably blessed to be able to fully embrace that advice, and so I will. If theres anything I can leave you with, its to have confidence in what the Lynchburg community is capable of. I believe we will continue to grow our region to greater prominence, and Im privileged to have contributed in drawing attention to the great work happening here.

All my best,

Jennifer Redmond, Managing [email protected]

LynchburgBusinessMag.com APRIL/MAY 20166 LynchburgBusinessMag.com6

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BY THE NUMBERS

98% Amount of consumers who tend to ignore online survey requests from businesses; more on page 19.

14.8 YEARSAverage age of our featured Small Businesses on the Rise; more about all nine businesses on page 42.

45 to 90

DAYSAverage length of the commercial lending process; more on page 50.

113%Increase in costs if the proposed FLSA employee salary threshold for overtime is approved; more on page 57.

Number of possible violations of the

Virginia Consumer Protection Act (VCPA);

more on page 21.

CORRECTION In our Feb/March 2016 edition, we

incorrectly noted some information about Waste Solutions, a locally-owned and operated recycling company that we

featured as our Business Under 10 Years. The information should have read as follows:

Founded: 2013 Location: 119-D Tradewynd Dr., Lynchburg

Employees: 13

Learn more at www.wastesolutionsinc.com. Lynchburg Business regrets the error.

54


BY THE NUMBERS

Bringing Business with Integrity to Our Customers

Reach the very best in reputable businesses--those businesses with the highest integrity, ethics and standards.We strive to make our customers needs the #1 priority.

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LynchburgBusinessMag.com APRIL/MAY 20168

Your Financial Compass to Successful Planning

3728 Old Forest Road | Lynchburg, VA 24501 | (434) 385-1340 | [email protected]

www.DePaulWealthManagement.comChristian H. DePaul is a Registered Representative offering securities through Cadaret, Grant & Co., Inc. Member FINRA/SIPC. DePaul Wealth Management and Cadaret, Grant are separate entities.

Comprehensive Financial Planning Investing, Retirement, Estate Planning and Insurances.

Christian H. DePaul, CFP, MS, CDFATMCertified Financial Planner

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SANDY SPECKBranch Manager NMLS #290113Licensed in [email protected]

atlanticbay.com @atlanticbay #atlanticbay

Atlantic Bay Mortgage Group is a Mortgage Lender where the genuine care and consultation of our clients is our highest mission. We pledge to provide the finest personal service to our clients who will enjoy the entire mortgage process and become a

client for life.

At BHI, the focus is on providing a high level of confidence in, and knowledge about, the condition of your next home. Our Mission is to reduce your stress, increase your confidence and knowledge by providing a thorough, accurate and

complete home inspection from which an informed decision can be made about one of lifes largest investments.Certified Inspector

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The Ferguson family has been a client of Polished to Perfection for nearly two years. With their busy career of owning "Lynchburg's Finest Real Estate Brokerage", balancing family time became increasingly difficult for them. They found themselves regularly choosing between finding time to clean their home or spending quality time together as a family. Here at Polished to Perfection we believe families should not have to make that choice. Our goal is to find a personalized cleaning plan that works hand in hand with your family's schedule and budget. A friend referred the Fergusons to us and we were able to immediately get them on a bi-monthly schedule to clean their home. At Polished to Perfection, we believe client testimony is the most powerful measurement of our proven reputation.

"Betsy & I were struggling with the work/life balance of keeping family priority when we were not at work. At home keeping the house clean always seemed to initiate a debate. Whose turn is it to clean the bathrooms this weekend? After working full days at our business during the work week, we wanted to spend quality time with our daughter Layla Grayce on the weekends. We realized we had found the secret of how to get more time together as a family, by giving up cleaning ourselves and hiring, Polished to Perfection. Today we have more time together and we no longer have to make time to do the dirty work. We have a regular system in place with Kathryn. The peace of mind knowing we can allow her into our home when no one is there and trust her completely is a gift. When the job is done, our house is a clean sanctuary to come home to. Playing games, riding bikes, dancing and coloring books with our daughter Layla can now take precedence. When the fun is over, our home becomes a place of retreat and relaxation."

- Matt Ferguson, CFO of Lynchburgs Finest Real Estate

Polished to Perfection

Call for a Free Consultation 434-222-4122 www.polishedcleaningva.com

Kathryn McDaniel,Owner/Founder of Polished to Perfection

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IN THE NEWSBUSINESS OPENINGLAW FIRM REJECTS STATUS QUO WITH UNIQUE APPROACH

Relevant Law, based in Lynchburg, Va., has opened as of March. As a full-service law firm that provides legal solutions for individuals and small to midsize businesses, Relevant combines legal experience, technology and client-focused service in a way that aims to reduce risks, costs and time to the consumer. The firm is formed of experienced attorneys who have local-market expertise and legal understanding; their goal is to provide a better client experience overall.

According to their press release, Relevant Law represents a modern and more sophisticated business model that eliminates much of the costly overhead and over-staffing traditionally associated with law firmscosts that are typically passed on to clients. Relevants innovative approach to law firm management and use of technology allows them to offer clients exactly what they are seekingquality legal advice from knowledgeable local attorneys at attractive, affordable rates.

The traditional law firm model is broken, said Mark Bold who heads Relevant Law. High billable hours are business-as-usual for traditional law firms, leaving clients uncertain and anxious about how much it will cost to solve their legal matter. Its that uncertainty that produces the greatest fear about hiring a lawyer for help. We knew there was a better way to provide legal services, and weve spent years developing that model before we decided to launch. Relevants offices are now open in Wyndhurst with permanent offices to be located in the Cornerstone community by July 2016. Contact them at (434) 288-0411.

BUSINESS DEVELOPMENTESCAPE ROOMS OFFER UNIQUE TEAM BUILDING OPTION B Y J E N N I F E R R E D M O N D

Theyve been popping up all over the country, and this April two of them will open shop in Lynchburgtheyre called escape rooms. While the initial premise may seem creepyor confusing perhapsthe general premise is simple: a group of individuals are essentially locked into a confined space, then they have one hour to use the pre-planned clues to make their escape.

This fun, team-oriented experience caters to many groups such as sports teams, dorms, birthday parties, and friends; however, the majority of participants are coworkers, said Ryan Culkin, co-owner of Locked Up Lynchburg, which is opening April 15 in Wyndhurst.

Since escape rooms are typically associated with entertainment, this approach may seem unusual, but co-owner of One Way Out, which also plans to open in April, Lauren Cox said, Groups learn to function together by applying the various strengths of team members to solve the challenges and puzzles presented.

Benefits of this type of professional development can pay dividends down the road. It provides insight on which workers are natural leaders and which work well in

a group setting, Culkin said. Businesses are starting to understand the importance of positive morale in the office, and this activity allows workers to interact in a stress-free environment outside of work.

Helping employees build friendships outside of the office could also improve employee retention and satisfaction because comradery is created through attempting to beat the clock or other teams, Cox said.

Various packages and theme rooms are available at both locations. More information at www.LockedUpLynchburg.com and www.LynchburgEscape.com.

BUSINESS EXPANSION EMBRACE HOME LOANS ENJOYS RECENT GROWTH

The Lynchburg office of Embrace Home Loans has recently renovated and expanded their Wyndhurst location, and community members are invited to stop by for a tour. The physical expansion serves to better equip the Embrace team in meeting the needs of their clients. Embrace offers a wide variety of

loan programs for both purchases and refinances; they process, underwrite, fund and close all loans in-house. Embraces unique program Approved to Move provides clients with the advantage of a fully underwritten loan approval without

having property. The Lynchburg branch maintains Embraces core valuedoing business with honesty and integritywhich helps them continue to grow. A national mortgage lender, Embrace is a different kind of company: a team of professionals who care about their customers.


UPFRONT

BUSINESS RECOMMENDATIONS SERVICE YOU CAN TRUST FROM LOCAL BUSINESSES

Selecting reputable and skilled professionals for all the issues that arise in life can sometimes feel like throwing darts blindfolded. To help combat that sense of helplessness, a group of local business people launched CONNECT. Formed of 40 professionals who represent a wide array of businesses, CONNECT members go through a vetting process, thereby offering the Central Virginia region a select group of professionals that meets predetermined criteria: dedication to integrity in business; excellence; ethical work practices; extraordinary customer service; and community involvement.

The group includes a variety of services such as financial planning, plumbing, banking, painting, legal expertise, pest control, marketing, web design, painting, tile installation, advertising, office/home cleaning, insurance, health/nutrition, mortgages, masonry, iron work, pool maintenance, landscaping, gutter replacement, commercial or residential real estate, and more. These business people are trusted and highly competent members of the community. Whether facing a crisis, seeking guidance, needing a service or product for home or business, or simply addressing needed repairs, browse to www.LynchburgConnect.com; CONNECT is the one-stop resource for the very best reputable businesses in the region.

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REBRANDING RMA UNVEILS NEW LOGO AND MOTTOB Y A S H L E Y B U N N E R

The Lynchburg Retail Merchants Association (RMA) has recently updated their look with a new logo and motto, which reads Uniting Businesses. Together Were Stronger.A full-service membership based organization, RMA works with members to

deliver solutions that help solve business needs. Along with their rebranding comes a fresh focus on educational workshops and networking eventsstrategies that are designed to impact business growth and efficiency in the Lynchburg community. The RMA is also working to develop innovative programming and events in order to help grow new and existing businesses throughout the region.

Some of RMA Lynchburgs coming events include an RMA Business Expo, a Buy Local Scavenger Hunt, Shift Your Shopping Campaign to include Small Business Saturday and the Annual Lynchburg Christmas Parade. For more information on RMA Lynchburg, visit LynchburgRMA.com.

SMALL BUSINESS CASPIAN TATTOO NOW OFFERING COSMETIC TATTOOINGB Y A S H L E Y B U N N E R

Caspian Tattoo has brought a new service to the Hill City with the option for cosmetic tattooing. Also known as permanent makeup or medical tattooing, cosmetic tattooing gives clients the option of having their eyebrows, eyeliner, lips or lip liner tattooed. Jennifer Griffin, who joined the staff as Caspians cosmetic tattoo artist in January, helps clients who have undergone chemotherapy and experienced the loss of their eyebrows to have them restored.

Dave Casper, Caspian Tattoo owner, believes many other individuals can also benefit from cosmetic tattooing. Some clients do not have the ability to apply makeup with a steady hand, so they elect to have some of their makeup applied permanently, Casper said. Clients who live active lifestyles enjoy the luxury of never having to worry about their makeup washing off.

In order to set up an appointment, customers are required to call (434) 237-1900 or stop by in person to set up a 30-minute consultation to find if they are eligible for cosmetic tattooing. Most procedures will require a two-hour appointment for completion. For more information, visit caspiantattoo.com.

LOCAL NETWORKINGNOT YOUR FATHERS NETWORKING GROUP

Back in the 1980s, Oldsmobile had a commercial with the slogan not your fathers Oldsmobile. An outdated car concept was trying to reinvent itself to be relevant to a modern audience. The concept of a networking group is much like the Oldsmobile. It worked great in the 80s but hasnt quite been able to make the trip to the current environment that sales professionals are operating in.

Mike Cook spent the last three years trying to build a New Networking Group concept in Central Virginia with mediocre results. Last summer he was discussing the dilemma with his friend Mike Garrison who operated multiple networking groups in the late 1990s and early 2000s. They both agreed that it was time to start fresh. Mike Cook closed the networking groups he was operating and the two Mikes then co-founded Strategic Referral Team: referral groups for professional sales people.

Networking and referrals have evolved, and so must the group concept. For the professional sales person, SRT invites him or her to pull up a chair and get serious about your business. Visit StrategicReferralTeam.com for more information.


UPFRONT

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R. Edward Fielding, Inc.parking lot layout & marking

SMALL BUSINESS NEW FINANCIAL SERVICES LAUNCH

Lynchburg has a new banking and financial-services firm in town as of early MarchCommunity Mission Financial (CMF). Family. Relationships. Mission. These are not words people are used to hearing about a bank, says Co-Founder John Gobble an Albemarle County native. Gobble attended the McIntire School of Commerce at the University of Virginia before managing commercial banking operations for both SunTrust and United Bank.

From its very conception, CMF is out to do things differently. For starters, theyve designed the business to give up to 15% all profits back to the community. The difference here is that the community is a primary stakeholder, said Ashley Carter, another co-founder who is experienced in payroll services and purchasing cards.

Co-founder Laurel Cartwright, a merchant service veteran at both Wachovia and Wells Fargo, completes the trifecta. All three founders have built long-term relationships with banking customers in the greater Virginia area over the past 15 years. Thats why, in addition to community, CMF has structured customer relationships into everything they do. From brokerage and retirement plans to payroll and group employee benefit plans, all products and services will be aggregated under one umbrella. This means they can offer a hands-on servicing team without the cost.

People are not accustomed to the level of service were providing them, said Cartwright. We cant say it enough, Gobble said. Were about community and a solid mission before anything else. Just look at how we ordered the name. For more information on Community Mission Financial, contact [email protected].

MOVERS & SHAKERSSANDY SPECKBranch Manager and Senior Mort-gage Banker at Atlantic Bay Mortgage. Speck brings more than 30 years

of mortgage services experience special-izing in Construction to perm financing. She plans to grow the Lynchburg office by meeting the refinancing, purchasing and building needs of the community.

AUTUMN R. VISSERNamed a Principal in Woods Rogers PLC firm. Visser is a member of the Business and Corporate

Law group, where she concentrates on contract drafting and negotiation, gen-eral corporate governance, and mergers and acquisitions. Visser also works on anti-trust concerns, credit union compli-ance matters, employment benefits, gov-ernment contracts, intellectual property, licensing and real estate.

DEBORAH GRISHAW Promoted to Vice President and Mortgage Loan Origi-nator at Bank of the James. Grishaw joined Bank of the

James Mortgage in April 2015. Her prior career was in the mortgage and real estate industry where she served as Vice Presi-dent of Mortgage Atlantic, Inc. from 1996 to 2013 and was named President of the company in 2014. Grishaw is a 1989 grad-uate of Heritage High School and attended Central Virginia Community College.

RENAE ADRIANChief Executive Officer and Lead Business Consultant of FASTSIGNS Lynchburg. The former Artistic Admin-

istrator for the Virginia Arts Festival, Adri-an brings 20 years of diverse nonprofit arts management and special event experience to Lynchburg in launching this compre-hensive visual communications business. Adrian focuses her business on providing creative branding, excellent project man-agement and high caliber customer service.

ASHLEY CARTER Co- Founder of Community Mission Financial (CMF), a Central Virginia rela-t ionship-management

firm that specializes in connecting clients with a spectrum of financial solutions and helping them to maintain and adapt those solutions over time. Carter honed her con-sultative approach to financial services in traditional banking, with focus areas in electronic payments, payroll and efficien-cy consulting. She helped develop CMFs model due to her belief in the power of re-lationships as a value-added service.

KIM KEYESRanked as one of the top 10 new agents for AAA Mid-Atlantic in 2015. Keyes has been in the insurance industry for 13

years and specializes in protecting clients personal lines of business such as personal auto, home, bike and life insurance needs.

CHAD BRYANNew agent for the Virginia Farm Bu-reau Insurance Company. After a 12 year career in secondary education and

coaching, Bryans passionate drive to help people has transferred into a career where he strives to provide excellent customer service while protecting his customers dai-ly risk. His product line includes farm, auto, home, business and life insurance.

ABE LOPEROwner of The White Hart Cafe, ac-cepted an offer from North-western Mutual Financial Network, joining their

Downtown Lynchburg office. Lopers area of focus is long-term financial security.

LAUREN A. COXOwner of One Way Out, LLC, a real life escape room busi-ness launching in April. Participants will discover

clues, solve puzzles and work as a team to escape a themed room in under 60 minutes.

GRAND OPENING MOORES COUNTRY STORE OPENS NEW LOCATIONB Y A S H L E Y B U N N E R

Moores Country Store plans to open a sixth store location on the corner of Graves Mill Road and Creekside Lane near Home Depot this May. The ongoing project has been almost two years in the making.

Founded in 1926 on U.S. 460, east of Lynchburg, Moores Country Store is famous for its hot chili and homemade hot dog toppings which have been around for 65 years. According to Vice President of Moores Country Store Jennifer Moore, the expanded facility at Graves Mill will not only serve locals and travelers alike, but will also feature 4,500 square feet of rentable retail/office space in a lower level facing Creekside Lane near Miller Motte Technical College.

The new location will also feature Shell brand gasoline and diesel, as well as Moores brand of unique All-American classics such as hamburgers, cheeseburgers, French fries and their famous hot dogs.


UPFRONT

APRIL 5LUNCH & LEARN: SPEED NETWORKING PRESENTED BY THE BEDFORD AREA CHAMBER OF COMMERCEBedford Welcome Center 816 Burks Hill Road, Bedford Noon to 1:30 p.m. $10 for members; $15 general admission. Information at (540) 586-9401.

APRIL 5BUSINESS AFTER HOURS PRESENTED BY THE LYNCHBURG REGIONAL BUSINESS ALLIANCE2677 Waterlick Road, Lynchburg5:30 to 7 p.m.Enjoy networking and hors doeuvres to celebrate the new Lynchburg Life magazine. Cost is free for members; $10 general admission. Information at (434) 845-5966.

APRIL 7 RETAIL UNPLUGGED BY RETAIL MERCHANTS ASSOCIATION The White Hart, 1208 Main Street, Lynchburg5:30 to 7 p.m. Network after work in a relaxed atmosphere. Information at (434) 528-1732.

APRIL 9 41ST ANNUAL BOWL FOR KIDS SAKE AMF Lynchburg Bowl 9 a.m. to 5 p.m. Hourly time slots; money raised benefits the Big Brothers Big Sisters of Central Virginia. Information at (434) 528-0400.

APRIL 13LUNCH TO LEARNSBDC: SUSTAINABILITY PRACTICES FOR YOUR BUSINESSESCentral Virginia Community College3506 Wards Road, Merritt Hall, Lynchburg NoonLearn how to increase your bottom line with green practices. Information at (434) 832-7295.

APRIL 20ADMINISTRATIVE PROFESSIONALS LUNCH PRESENTED BY THE LYNCHBURG REGIONAL BUSINESS ALLIANCEHilton Garden Inn4025 Wards Road, Lynchburg Noon to 1:15 p.m.Gloria Witt speaking; optional workshop from 2:00 to 4:00 p.m. Cost is $35 for lunch; $99 for the workshop. RSVP at [email protected].

APRIL 23BE A HERO FORE LIFE: 4TH ANNUAL GOLF TOURNAMENTPRESENTED BY THE BLUE RIDGE PREGNANCY CENTERLondon Downs Golf CourseNoon for lunch; 1:30 p.m. tee time Help support a life-affirming organization in our community! $300 for a 4-person team includes: lunch, green fees, cart, 1-mulligan each player, and more. Information at www.brpcfriends.org.

APRIL 27 COACHES ROUNDTABLE HOSTED BY RETAIL MERCHANTS ASSOCIATION2412 Langhorne Road, Lynchburg 9 to 11:30 a.m.Join in the conversation to discuss collaboration with RMA member businesses on how to generate leads, engage customers and gain resources for business operation. Information at (434) 528-1732.

APRIL 27LUNCH TO LEARNSBDC: THE SHARING ECONOMY AND YOUR BUSINESSCentral Virginia Community College3506 Wards Road, Merritt Hall, Lynchburg NoonLearn about the sharing economy and how it grows your small business. Information at (434) 832-7295.

APRIL 28MUST HAVE DOCS FOR A LIFE WELL-PLANNEDMONEY-SAVVY WOMEN SERIESMagnolia Foods2476 Rivermont Ave., Lynchburg6 p.m.Financial Advisor Amanda E. Stiff is hosting a personal finance education course. RSVP at [email protected] or call (941) 336-7504.

MAY 3LUNCH & LEARN: NETWORKING IS ABOUT SALES PRESENTED BY THE BEDFORD AREA CHAMBER OF COMMERCEBedford Welcome Center 816 Burks Hill Road, Bedford Noon to 1:30 p.m. $10 for members; $15 general admission. Information at (540) 586-9401.

MAY 5RETAIL UNPLUGGED BY RETAIL MERCHANTS ASSOCIATION The White Hart, 1208 Main Street, Lynchburg5:30 to 7 p.m. Network after work in a relaxed atmosphere. Information at (434) 528-1732.

MAY 5SMALL BUSINESS AWARDS LUNCHEON PRESENTED BYTHE LYNCHBURG REGIONAL BUSINESS ALLIANCEThe Kirkley Hotel and Conference Center2900 Candlers Mountain Road, Lynchburg 11:30 a.m. to 1 p.m. Information at (434) 845-5966.

MAY 10LUNCH TO LEARNSBDC: VETERANPERNEURSHIPCentral Virginia Community College3506 Wards Road, Merritt Hall, Lynchburg NoonLearn about the impact of local veterans on small business. Information at (434) 832-7295.

MAY 11BUSINESS AT BREAKFAST PRESENTED BY THE SUMMIT AND THE LYNCHBURG REGIONAL BUSINESS ALLIANCEThe Summit in Wyndhurst1400 Enterprise Drive, Lynchburg 7:30 to 9 a.m.Speed network! Bring business cards. RSVP at [email protected] or call (434) 845-5966.

MAY 24CONNECTION EXPO PRESENTED BY UNION BANK & TRUSTLaHaye Student Union Center, Liberty University1 to 6 p.m.Build and market your products for success. Information at (434) 845-5966.

MAY 26MARTINIS & MARKETSMONEY-SAVVY WOMEN SERIESMagnolia Foods2476 Rivermont Ave., Lynchburg6 p.m. Financial Advisor Amanda E. Stiff is hosting a personal finance education course. RSVP at [email protected] or call (941) 336-7504.

Workforce DevelopmentCareer & Technical Education Programs

www.lcsedu.net

State Licensure

Industry Certification

National Competency Certification

Career Electives

Workforce DevelopmentCareer & Technical Education Programs

www.lcsedu.net

State Licensure

Industry Certification

National Competency Certification

Career Electives

PLUGGED IN

2016 Nominations Open May 2!

Visit www.LynchburgBusinessMag.com


UPFRONT

And if you havent heard, Benjamins Sunday brunch is a community standby; just make sure you call ahead for reservations!

The Experience: If you havent met McGehee, chances are you will soon. Together with several family

members, hes created a warm and welcoming atmosphere that permeates Benjamins. The loyalty of our local customer base is so strong, McGehee says. We build

relationships with them as friends. If youre looking for some weekend fun, stop by on a Friday or Saturday evening

to find out why they were voted Best Night Spot for Live Music in Lynchburg Livings 2015 Best Of contest.

Our atmosphere is unique, McGehee says. Its rustic with higher end food. Its not white tablecloth, but were not trying to be. Fancy they are not, but at Benjamins you are guaranteed to find genuine service and some heaping plates of good food.

Visit them online at www.cowsandcrabs.com.

What to Expect: Inventive, flavorful food with an emphasis on fresh and local

What to Try: Being able to be creativethats my passion, says owner and chef Ben

McGehee. And thats evident in the Southern gourmet fare youll find on the regular menu and the daily specials. Business people seek us out for lunch because were creativewe have a distinctive menu.

Consider such options as duck breast salad or cow tongue tacosTheyre the best, McGehee says with a wide smile.

During our visit, we sampled a heaping plate of homemade beer-battered Fish and Chips, served with a side of tasty tavern fries. We also dug into the Santa Fe Grilled Chicken Salad, packed with a range of flavors from fire roasted corn and black beans to crispy tobacco onions and jalapeos. Drizzled with a house made dressing, the salad left us more than full.

While it may be unusual for lunch, forgive yourself the midday indulgence and make sure to save room for one of Mama Sues delectable desserts. House made on a daily basis, these are so good you should at least take one (or two!) to go.

The Extras: McGehees catering offshootCows and Crabs Cateringcan serve a variety

of needs from rehearsal dinners to corporate events. Businesses can also opt for delivery options or events on site for up to 50 people.

AT A GLANCELocation: 14900 Forest Road, Forest

RSVP: (434) 534-6077

Open for lunch Tuesdays Fridays at 11 a.m.

LETS DO LUNCH! Benjamins

Great Cows & Crabs B Y J E N N I F E R R E D M O N D


UPFRONT

WHY DO BUSINESSES NEED MARKET RESEARCH?

The simple answer to the question is one word: Change. In the Information Age, change in consumer preferences is occurring rapidly and to a greater extent than before in the marketplace. This change occurs within consumers for numerous reasons: changes in lifes demands, availability of advanced technological solutions, etc. What consumers preferred before is not always a good predictor of what they prefer now or will prefer in the future. A wise business owner needs to remain vigilant in assessing the changing needs, wants and desires of the target market for his or her enterprise in order to provide relevant solutions to those desired customers. In order to know what they need now and in the future, market research in some form is required.

One group of consumers attracting much attention in the marketplace is the Millennial Generation, generally those born between the early 1980s and early 2000s. In the U.S. market, they represent over 80 million consumers and are not particularly brand loyal yet. They also are in the acquisition stage of life as they begin their careers and start new families. The Millennials have demonstrated a significantly different approach to the marketplace than previous generations, especially in the areas of social media, for identifying preferred products and services based on recommendations by friends and even strangers through product reviews. A business owner needs to know what is different about consumers preferences in todays marketplace and to predict what trends or patterns are developing for the future marketplace. So where can a business owner turn to obtain timely, relevant information that can lead to sound strategic decisions?

WHICH METHODS WORK BEST?

The standard method used today is an online survey introduced through a link on an email or on a receipt. The fact is that most consumersas high as 98%still do not want to be bothered to take a survey. It has been suggested that the best methods for obtaining high response rates to surveys come from distributing the survey opportunity directly to the most loyal customers with

an incentive given for taking the time to respond on the survey (e.g., chance to win a monetary gift card, etc.). The best way to reach Millennials would be through online social media surveys. The surveys should be designed to take fewer than five minutes to complete. The average completion rate for survey takers is five close-ended questions (e.g., gender, age bracket, choice of options, etc.) per minute and two open-ended questions (e.g., essay questions, etc.) per minute (Fryrear, 2015). Though a business owner should consider conducting periodic online surveys among the enterprises most loyal customers, there may be better ways of determining the current perceptions of consumers than using online surveys.

PRACTICAL SUGGESTIONS FOR LEARNING CONSUMER BEHAVIOR TRENDS

1) Meet and Greet Customers Inside of the Business Establishment

Consumers often prefer the personal touch, and greeters can observe customers reactions during the friendly encounter. Someone from management in addition to customer service representatives should check with customers at least once during their visit to ask, in a genuine manner, if their needs are being met to their satisfaction or if there is something else that can be done to make their visit more enjoyable/productive.

2) Establish/Enhance a Loyalty Membership Group

Many enterprises offer punch tickets for discounts after a number of purchases but do not know the customers behind those punch tickets. It would be better to establish a loyal customer profile in a database system with contact information and then reward those customers with preferential pricing, special company store hours, advanced notice of new arrivals, etc. through the use of a loyalty data card. In addition, sales activities of membership customers can be tracked through those data cards to study purchase behavior patterns of the enterprises most loyal customers.

3) Offer Rewards for Ideas to Enhance the Business

Starbucks has a blog (mystarbucksidea.force.com) devoted to customers giving ideas of how to improve the quality of the products, atmosphere, operations, etc. from the company. On the website is listed the ideas that have been submitted, some usually within the past few minutes, ideas that are under review by the company and ideas that have been adopted by the company accompanied by a photo of the customer/employee who submitted the idea and praise given for the recommendation. This approach can create a partnership between the enterprise and loyal customers mutually invested in wanting the enterprise to succeed.

4) Stay Tuned to Industry Trends

On a macro, secondary level of research, a business owner should be connected to periodic trade or industry publications in addition to staying current on newsworthy economic events in the general news media. The business owner should be scanning for events that might have implications for potential shift patterns in consumer behavior that could affect his or her enterprise in the future.

Source: Fryrear, A. (2015, July 27). Re: Survey response rates. Retrieved from https://www.surveygizmo.com/survey-blog/survey-response-rates/

Dr. Brunson is on the faculty of the Liberty University School of Business and teaches marketing courses in the undergraduate and graduate programs. Brunson retired from GTE/Verizon in 2003 as Marketing Manager for major business accounts in the Southeast.

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As the real estate market continues to rebound from the 2008 recession, more and more homes are being sold each year. In this new recovering market, caveat emptoror let the buyer bewarehas been the mantra of the real estate world and the magical words as is find their way into virtually every residential sales contract. For centuries, the law has embodied the principle of caveat emptor in most respects with very few exceptions.

BUYER BEWARE TRAP TURNED UPSIDE DOWN

The Supreme Court of Virginia carved out one such exception in Van Deusen v. Snead where Mr. and Mrs. Van Deusen bought a house from Mr. and Mrs. Snead. After the Van Deusens bought the house, they discovered differential settlement of about 4 to 5 inches, out of the level floors and tension on the roof resulting in a lateral shift of the soffit and soffit brick molding. The Van Deusens accused the Sneads of putting new mortar in the cracks around the foundation and placing objects in front of the cracks in the basement to prevent the Van Deusens from noticing the defects and making the proper inquiries about the defect.

The Van Duesens filed a lawsuit to set aside the contract for the sale of the real estate and for damages caused by fraud and misrepresentations made by the Sneads and their real estate agents. The trial court dismissed the complaint and the Van Deusens appealed.

READY TO SELL YOUR HOUSE? BUYERAND SELLERBEWARE!Violating the Virginia Consumer

Protection Act has Never Been EasierB Y B R A N D O N S . O S T E R B I N D , E S Q .


LEGAL

FRAUD AND HOW TO PROVE IT

The Supreme Court explained that the party alleging fraud must prove by clear and convincing evidence (1) a false representation, (2) of a material fact, (3) made intentionally and knowingly, (4) with the intent to mislead, (5) reliance by the party misled, and (6) resulting damage to him. In response to the Van Deusens lawsuit, the Sneads invoked the doctrine of caveat emptor.

While the trial judge agreed with the Sneads, the Supreme Court took a different approach. The Supreme Court explained that a very important exception to that rule is that the seller must not say or do anything to throw the purchaser off his guard or to divert him from making the inquiries and examination which a prudent man ought to make. The Court also said that concealing a material defect is as much a fraud as if the existence of the fact were expressly denied, or the reverse of it expressly stated.

Reversing the trial court, the Supreme Court emphasized a common law remedy for fraud that, under the facts of that case, was available to the Van Deusens. But the problem with common law fraud is that there are difficult elements to prove and an extremely high burden of proof. In fact, the burden of proof is so high under the common law that many home buyers lose their cases as a result.

VCPA CREATES A NEW REMEDY

Recognizing the difficulty of proving a common law fraud claim in a consumer transaction, our General Assembly created a new remedy in the form of the Virginia Consumer Protection Act (VCPA). The VCPA applies to consumer transactions that are defined as, among other things, the sale or lease of real estate to be used primarily for personal, family or household purposes. The statute now lists 54 different potential violations of the Act but, most importantly, it creates civil remedy for actual damages if the seller uses any deception, fraud, false pretense, false promise, or misrepresentation . . . .

This language is borrowed from some of the old common law terms but the VCPA is very different than common law fraud. In fact, the VCPA is replete with violations for contractual matters, the regulation of half-truths, misrepresentations or any type of deception, including but not limited to full blown fraud. Thus, even though common law fraud would be sufficient to prove a violation of the VCPA, it is not necessary.

Even more important than the lessening of what one has to prove to be successful in court is how much evidence one needs to prove it.

In every case, there are three different possible burdens of proof that may apply. We have all heard of the standard in criminal cases where the state is required to prove guilt beyond a reasonable doubt. In most civil cases, though, the burden of proof is a preponderance of the evidence, which simply means guilt is 51% likely, or, more likely than not. But in common law fraud, the burden of proof is clear and convincing evidence, which is somewhere in between the first two definitions.

The VCPA does not specify what the burden of proof is when a person goes to court for a violation against a seller. This issue came to a head last year when I argued to the Supreme Court of Virginia in Ballagh v. Fauber Enterprises, Inc.a case very similar in facts to Van Deusen v. Sneadthat the VCPA creates a separate remedy from common law that was intended to make proving fraud easier. The Supreme Court agreed and decided that the VCPA creates a new, statutory cause of action, distinct from and in addition to common law fraud. The elements of the two claims are different. The Court concluded that a plaintiff must prove a violation of the VCPA by a preponderance of the evidence rather than by clear and convincing evidence.

VIOLATING THE VCPA HAS NEVER BEEN EASIER

This victory for the consumer has great meaning in the real estate market here in Virginia. Now that the VCPA is easier to prove than common law fraud, a violation in the context of the sale of a house creates much more risk from the sellers perspective than the buyers perspective. If a seller lists and sells a house with a leaky basement but uses air-fresheners, shop vacs and fresh paint to cover up the latest water leak, then a buyer can easily make out a case of concealment which is the same as a misrepresentation and now a violation of the VCPA. Even if the house was sold as is, if that sale was induced by a concealment or misrepresentation, then there is a strong likelihood that the seller will be liable for the actual damages and legal fees incurred by the buyer in addressing and rectifying the defect(s). If that concealment or misrepresentation was willful, then the seller has to pay the buyer three times their actual damages.

Violating the VCPA has never been easier and, now, proving the violation has also never been easier. Seller beware.

Brandon S. Osterbind, Esq. is an attorney at Overbey, Hawkins

& Wright, PLLC and practices civil litigation in the greater

Lynchburg area. Find more at www.OverbeyLaw.com.


LEGAL

LEADER PROFILE

What does your day-to-day look like? No two days are alike, for sure! As the Chief Administrative Officer

for Centra, I oversee functions that include the Human Resources Department, Legal Services, Risk Management, Safety, Security, Licensure & Accreditation, and Pastoral Care and Community Outreach. Needless to say, hourly developments throughout the organization can drive priorities of the day. That said, the majority of my time is spent listening closely to a team of highly skilled and dedicated staff with a goal of providing executive support as needed.

What led you to where you are now? Wow, that is a long and winding road! I started my career in computer

technology since at that time (think late 70s/early 80s) computer science was routinely cited as one of the most promising career choices. However, upon graduation and entering the job market, I quickly determined that I was much more interested in the people using the computers than I was the computers themselves. My first job after college was in the Financial Services industry, where I eventually moved from the IT division to the Human Resources Department, serving first as an IT technical recruiter and ultimately being promoted to Vice President of Leadership Development at the corporate level. My true passion was unleashedworking with leaders to develop teams of excellence.

What were the early days in your position like? When I transitioned from Financial Services to Healthcare, I had no idea how

much there would be for me to learn. Healthcare is a unique business to be in, in that the 24/7/365-organizational setting is one in which our services connect with people on what can be their first hours of life or their last. The work requires a commitment and compassion beyond anything I had experienced in a professional setting previously. I quickly learned that healthcare is the ultimate team effort.

What have you learned over the years? I think Ive learned to have more patience in understanding other points of view.

We each carry our own experiences, and these experiences provide filters through which we see the world; understanding the story behind the person matters.

Is there anything you would change in retrospect? As I look back now, I wish I had worked in healthcare sooner in my career.

Nothing comes close to the incredible teamwork I now get to be a part of. I sometimes wonder if I would have pursued a more clinical tract had I been exposed to a medical setting earlier in life. Of course, I still get queasy at the sight of blood, so its probably best for everyone that Im on the non-clinical side of our patient experiences!

What are the most recent changes in the realm of HR? In larger organizations, HR is finally being viewed as a strategic partner,

evidenced by more HR leaders being invited to the executive table. With these new alignments comes the opportunity for HR leaders to help drive talent development and employee engagement, which ultimately leads to improved quality, safety, service and growth.

How have technological developments changed the workplace and workforce development?

Technology has brought both innovation and challenge to the workplace. On one hand, it has improved our ability to share information in a timelier manner, often across many miles that geographically separate us. We hold meetings and share PowerPoint [presentations] without leaving our offices; we train through webinars; we consult with patients and physicians via closed circuit secured technologiesall with a purpose of improving our efficiencies while maintaining high levels of service and quality. On the other hand, we stay so plugged into our 24/7 environment that we can easily lose sight of a healthy work-life balance.

Whats your best advice for business owners looking to improve employee relations?

Ask questions and then be prepared to LISTEN. Employees value the chance to express whats on their minds, and they will often have great ideas for improving the workplace. And, dont always assume that the key to their happiness is about the money. Sometimes it is something as simple as making sure they have the right tools to do their jobs or simply having a coffee pot that works! Here at Centra, we hold regular townhall meetings with our CEO (EW Tibbs). In these sessions, staff get to hear updates of Centras strategies and current events, but these sessions also serve as a platform for staff to ask questions and express their views. It is a forum in which we frequently learn from each other.

JAN WALKEROccupation: Senior Vice President,

Chief Administrative Officer, Centra

Hometown: Lynchburg, Va.


LEADER PROFILE

What excites you the most about the work that you do? That every day, in the healthcare field, I have the ability to influence and

contribute to a work environment that impacts peoples lives in such a significant way. I have the privilege of working with an amazingly intelligent and talented team, and I dont take that for granted.

What are some challenges youve faced over the years? I come from the baby boomer generation, where many of us previously thought

it was perfectly normal (perhaps even expected) that you would have a long and successful career with just one organization. So, when I started my own career with a local bank, and had several early successes through promotions, I felt I was well on my way to having that lifelong relationship. Of course, many us remember what happened in the banking industry during the 80s and 90s, and after a series of mergers, I was ultimately asked to move to Atlanta, Ga.something I was not prepared to do at the time due to family needs (including aging parents). So, after nearly 20 years with an organization I loved, I made the decision to leave. The sense of displacement was profound. The story ends well, however, since it led me to Centra Health. And along the way it reminded me to face uncertainties with determination, proving that it is sometimes okay to start again with new faces who eventually become friends.

Do women in leadership face unique challenges? While it may be true that there are still fewer women traditionally in senior

leadership roles, significant progress has been made. As an example, here at Centra, nearly 40% of our executive team is composed of women. With those types of advancements, the challenges today are often more on the home front than in the office. Leadership roles are highly competitive, and there are sacrifices required if you choose to pursue the path of leadership. There are times when you have to choose between the family dinner and the board meeting. There are vacations where everyone else is on the beach while youre in the house on a conference call. Leadership is not a Monday through Friday, 9 to 5 job. So the challenge for women is to balance out the demands of their roles. For me, that meant having an amazing husband who equally shared the responsibilities of raising our two daughters. My advice: Dont try to be superwoman. Be prepared to make sacrifices, but ensure you have a support system.

What do you appreciate about Lynchburgs business environment? I appreciate the variety; we have small entrepreneurial businesses,

large international corporations and everything in between. This variety of business provides opportunities in terms of consumerism, while also providing a diverse range of employment options supported by high quality educational institutions. This strength is not by chance, but rather the offspring of what I perceive to be an active network of professionals dedicated to lending their expertise to the development of our next generation of business leaders.

What do you envision for the Lynchburg business environment? We need to continue to work as

a community, pooling our resources where possible, in order to create and sustain a high quality of life, which is determined by multiple factors including strong educational systems, quality healthcare, safe neighborhoods, cultural diversity, and perhaps at the core of these things, accessible and sustainable employment. Towards that end, our businesses will continue to depend heavily on the regions ability to attract, develop and retain a highly skilled workforce.

What does this region need to do in order to build a skilled workforce? Our community is incredibly fortunate to have a wide variety of both public

and private institutions of learning. So, our ability to develop a skilled workforce is limited only by our commitment to a regional collaboration, working together to access the needs of our industries and allocating resources accordingly. An example of such effort is demonstrated through the Workforce Investment Board, whereby I had the opportunity in a previous role to coach employees who had been displaced by their employers. These individuals were often men and women who had been at the same job for years and were fearful of competing in a job market that felt foreign to them. By assisting them in identifying their strengths, skills and talents, I would frequently see their attitudes move from despair to hope. They learned to see their full potential and that was a very rewarding experience to share with them.

What type of leader are you? Id like to think that Im an inspiring leader, one who brings out the best in

those around me. I enjoy helping others grow professionally and personally. Ive never felt a strong need to get credit for any accomplishments Ive been part of but instead enjoy giving that credit for success to the team.

Whats the best piece of advice youve received? The best advice I received came early in life from my dad. He was a man who

believed that hard work, combined with sincere intent to do the right thing, would vastly improve ones likelihood of achieving amazing things. In essence, he believed whatever you do, give it your very best effort and that will typically be more than enough.

What one piece of advice would you share with others? Building upon the advice from my dad, I would add that you should strive

hard to do what you enjoy; discover your talents, find the right setting in which to apply them, and then give it your best!

Any final thoughts?It goes without saying that a lot of hard work, long hours and sacrifice goes into

obtaining the type of success Ive enjoyed, but I would be remiss if I did not share my belief that any successful career is built with the support and encouragement of those with whom you share your life. My husband Jackalong with our two beautiful daughters Addison and Sydneyhas played a vital role in my ability to pursue my goals, and I am forever grateful to them.

UNLIKE ANYTHING ELSEHealthcare is a unique business to be in, in that the 24/7/365-organizational setting is one in which our services connect with people on what can be their first hours of life or their last. The work requires a commitment and compassion beyond anything I had experienced in a professional setting previously, Walker says.


LEADER PROFILE

Back in the 90s, two childhood friends had a simple ideaserve delicious chicken fingers, wings, sandwiches and salads in a fun atmosphere where you can be yourself. That small idea grew into something much biggerwhich brings us to your neck of the woods.

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Get better fasterthats the primary reason to seek help from a physical therapist. And who doesnt want to feel better and return to living their life sooner rather than later? We often think an injury is going to heal on its own, but many times it doesnt. Sometimes the body needs a jumpstart to begin healing, and thats when physical therapy and rehabilitation can play important roles in getting you back to work or play in the shortest amount of time possible. Whether youre experiencing post-surgical rehabilitation, a balance disorder or a sports- or work-related injury, rehabilitation and physical therapy can help restore function, improve mobility, relieve pain and prevent or limit physical disabilities.

TIME IS OF THE ESSENCE A frequent comment physical therapists hear from their patients is, I wish I had

come to you sooner. I waited for months thinking this would get better and was miserable with pain and not being able to perform my daily functions.

Relieving discomfort and inconvenience though arent the primary reasons that therapists want to see patients sooner rather than later. Our bodies heal well when we address injuries before they lead to additional problems. Oftentimes swelling can block the body from healing, or a muscle is tight or a joint wont move. Therapies can address and alleviate these problems and return a body to the point where it can continue to heal.

PAIN REDUCTIONPain is one of the ways the body communicates that something is amiss. But while

pain is a great warning sign, it can also prevent us from performing our daily activities and responsibilities as well as wed like or even at all, whether at work, home or play.

Physical therapists have a number of options available that are clinically proven to reduce pain. Manual techniques, electrical stimulation, ultrasound and specific

exercises are often used. While not all pain can be eliminated completely, it can often be significantly reduced so the patient can return to his or her regular levels of functionality.

WORK INJURY PROGRAMSPhysical therapy and rehabilitation are also integral in helping employees avoid

injury in the first place, or if an injury has already occurred, preventing the same injury from reoccurring.

Job simulation, sometimes even using the exact items that an employee uses, enables work rehabilitation professionals to develop a customized treatment plan. It also allows them to see how an employee works, and from that, understand how an injury occurred so that they can make recommendations for preventing future injuries and suggest an exercise program to strengthen the employee.

EXERCISES ROLE IN HEALING AND PREVENTING INJURYPhysical therapists oftentimes start patients on a home exercise program from the

very first visit. Because patients are away from us more than they are with us, we want them to be able to work on their own and continue to progress during our clinical time together. The exercises are often focused on improving endurance, cardiovascular strength and specific job related tasks. Patients in a work hardening program often work with a physical therapist from two to eight hours a day as part of a very rigorous schedule to address flexibility, strength, function, cardiovascular issues, as well as endurance. The goal is to reduce or eliminate their pain, prevent the injury from recurring, and return themas quickly as possibleto work and living the life they want to live.

THE EVIDENCE SPEAKS FOR ITSELFThere have been numerous studies conducted over the years that examined

results for injured patients who went through a physical therapy or rehabilitation program as part of their healing and compared them to patients who tried to heal themselves. Those studies consistently show that patients who went through a rehab program achieved a higher quality of functionality faster than patients who didnt go through rehab. In addition to the documented benefits, insurance companies often cover the costs associated with physical therapy, so there is a strong case for encouraging and supporting the use of rehab.

PREVENTING INJURY IN THE WORKPLACEPhysical therapy and rehab professionals also play an important role in

helping employers ensure the safety of their employees through injury prevention. Whether an employee is a new hire or returning to work after an injury, a physical therapist can help employers better determine what an employee can do physically by conducting an ergonomic assessment, pre-work screening and/or job coaching. Determining an employees abilities and matching them to the job can ultimately reduce the likelihood of a workplace injury.

PHYSICAL THERAPY: REHAB DELIVERS INJURY

PREVENTION AND RECOVERYB Y A M Y D E R A M U S

B U S I N E S S M A N AG E R , C E N T R A O U T PAT I E N T R E H A B I L I TAT I O N

JOHNSONH E A L T H C E N T E R

Improving Access to Health Care for All

Locations in Amherst, Bedford & Lynchburgwww.jhcvirginia.org

Amy DeRamus, LPTA, is a business manager for Centra Outpatient Rehabilitation Services. She is a licensed Physical therapy assistant, overseeing 10 clinics and coordinating Centras STAR (Survivorship

Training and Rehab) Program for cancer rehabilitation.


HEALTHCARE

As healthcare has become a growing concern for average Americans, Johnson Health Center (JHC)named for Lynchburg doctor Robert Walter Johnson provides unique opportunities for Central Virginia residents to receive care.

Although actually founded by Centra in 1998, it wasnt until 2003 that JHC became a Federally Qualified Health Center. Since then it has maintained its philosophy of serving as many members of the community as possible according to Gary Campbell, who served as interim CEO before officially accepting the CEO position early last year.

Campbell insists that JHC strives to increase the accessibility of their practices to the

insured, underinsured and the uninsured. There are no barriers to care, he said.

Although JHCs headquarters is located in Madison Heights, the facility also boasts several satellite locations across Lynchburg, Bedford and Amherst. These locations range from primary care facilities, to dental care, to a pharmacy and behavioral health clinics. Altogether there are seven locations with those varying functions.

We will go where our patients need us, Campbell said. Additionally, JHC opened the Amelon Square Immediate Care center in

January. According to Campbell, the facility is intended for JHC patients to have more open access to care in terms of scheduling. There is no need to schedule appointments until the day of care.

We saw the need for same day access, JHC Community Outreach Coordinator Chelsey Tomlin said.

Campbell notes that diabetes and obesityespecially youth obesityare growing concerns that JHC is seeking to address by constructing both diabetes and obesity wellness groups to encourage a healthier lifestyle overall.

Aside from those specific issues, JHC fosters the idea of wellness and preventative care. According to Campbell, making sure members of the community are making regular wellness visits is a goal for JHC.

JOHNSON HEALTH CENTER

P R O V I D E R S P O T L I G H T :

B Y J E R E M Y A N G I O N E

AT A GLANCEFounded: 1998; declared a Federally Qualified Health Center in 2003

Location: 134 Elon Road, Madison Heights, Va.

Employees: Approximately 135

Signs of Growth: Patient numbers up 10 percent; staff increased by 20 percent; addition of Amelon Square Immediate Care center


HEALTHCARE SPOTLIGHT

Preventative care is a big deal for us. Were not only focused

on taking care of the sick; were focused on innovation around

wellness programs, Campbell said.

Overall, Campbell wants the people of Central Virginia to understand just how many services JHC offers to address those wellness concernsall under one roof.

Its a one stop shop, Campbell said. JHC offers a range of services to its community of patients with major

departments including primary care, behavioral health, dental care, pharmacy and prenatal/OBGYN.

Besides healthcare, JHC offers another unique resourceits staff. Campbell speaks highly of his employees, saying the staff fosters a family environment

Currently, JHC has a work force of roughly 135 people spread across their various care centers and satellite facilities.

We really work hard to make this a great place to work. If our employees are happy, our patients will be happy, Campbell said.

JHCs simple yet poignant core valuesrespect, integrity, excellence, innovation, team workinform all of their policies and practices and are instilled in the staff, who serve in a variety of areas and each have a passion for the mission, Campbell said.

Tomlin is one such employee who engages the community for the sake of insurance enrollment. She delegates these responsibilities to five other employees across JHCs locations to engage different portions of the area. Tomlin helps to coordinate several workshops and events, to both educate and care for the community.

One particular event is a back to school fair setup by JHC. According to Tomlin, JHC collects school supplies from the community in order to donate them to local children in need.

Tomlin states that another unique trait of JHC is its nonprofit status. Although that status can be helpful in some arenas, Campbell cites the uncertainty of future funding as an ongoing concern for JHC.

We continue to monitor the changing landscape in healthcare and work to prepare for the changes in the funding stream should they occur, Campbell said.

Campbell assures that JHC has created a very strong awareness program, one that engages and educates the community about issues that could be easily complicated for the layman. Insurance being one such issue. JHC seeks to

alleviate any undue burdens to patients by providing free insurance counseling to help them pick a fitting plan, tailored to their needs.

According to Tomlin, because JHC accepts all insurance, while also providing reduced fees for the uninsured, it is able to help anybody in the community.

Further into 2016, JHC is spearheading an initiative to provide its patients with an Integrative Care Model.

According to Campbell, that entails providing patients with the ability to receive virtually any healthcare resource under one roof such as medical care providers, behavioral health

providers, care managers, pharmacy, dentistry and outreach.

We have the ability to offer all those services in a primary care setting. We want to make sure that when a patient comes to JHC we can provide all avenues of care in a coordinated model.

While Campbell says the model is partially in place, JHC is working toward making the process more coordinated and seamless.

Although JHC has work cut out for its development in 2016, Campbell still asks the question of his organization, How do we continue to innovate?

We are constantly on the look out to see how we can improve our services to our patient population.

COMPANY VALUES Among the current, heated political season it is important to remember

that healthcare is more than a campaign issueit is a personal responsibility. Politics aside, Campbell states that improving access to healthcare for all, has not changed as a top priority for JHC. Here are their defining values.

Respect: No matter your background or whether you are insured or not, JHC will do its best to make sure you receive proper care at an affordable rate, according to Campbell. Accessibility is the philosophy under which JHC was developed.

Integrity: According to its website, JHC is committed to doing the right thing every time. Our actions reflect our commitment to honesty, openness, truthfulness, accuracy and ethical behavior.

Excellence: According to Campbell, not only is care made affordable for JHCs patients, but also every resource is made available to them when necessary. Continued growth is something that Campbell strives for with JHC.

Innovation: JHCs Integrative Care Model allows you to receive a multitude of healthcare resources in one location thanks to the collaboration and coordination of its staff.

Teamwork: According to Campbell, the staff is passionate about patient care. They are happy to provide quality care because of the family environment that JHC fosters.


HEALTHCARE SPOTLIGHT

C E N T R A L V I R G I N I A H E A L T H C A R E U P D A T E

TO BUILDA BETTER

HEALTHCARECOMMUNITY

WE USED ONE THING:

COLLABORATION.

When everyone works together, great things are possible. Our goal is to take our passion and commitment to quality healthcare and

create better, more affordable health options for you. We are bringing together physicians, providers, insurers, employers, agencies

and others to create a sustained focus on the triple aim quality care, lower costs, and enhanced patient experience. Collaborative

Health Partners is continuing to grow by partnering with healthcare organizations to enhance technology, implement innovative

solutions and operational excellence, expand care management initiatives and continue to provide great healthcare, built on a solid

primary care foundation. For patients, employers and the community, you can expect quality care and a partnership to identify and

promote cost effective healthcare. As we continue to grow and expand our network, we are changing the face of healthcare in

Central and Southern Virginia.

CHP brings together independent physicians and specialists to streamline care, increase cost efficiencies and improve access to

community resources. Because CHP has the largest primary care network in Central Virginia, we have a deeper,

more patient-focused platform to align around quality and cost in a way not achievable in traditional health care models.

Find out more at www.CollaborativeHP.com

LIBERTY MOUNTAINM E D I C A L G R O U P

Whether you are a new or seasoned business owner, you have a constant litany of concerns before you to keep operations running smoothly. Client relations, strong marketing and quality of goods and services are just a few of those concerns. However, health insurance coverage can either add tremendous value to your company, or detract from it, depending on its implementation.

Learning how to navigate employee healthcare coverage is vital to any business financial stability. A few experts have lent their collective knowledge on the issue to make things a degree more palatable, so here are some common and essential questions addressed.

WHATS THE VALUE OF COVERAGE?

Despite any strong marketing campaign, businesses should understand that consumers should not be the only ones catered to. An organization needs to understand the needs and desires of its workforce.

Most employees consider health coverage to be their most important employee benefit. Keeping a healthy and productive workforce is vital to any organization, said Cheryl Midkiff, Director of Communications and Marketing for Piedmont Community Health Plan (PCHP).

The experts agree in regards to providing quality coverage for employees. Other than being in generally better health with greater access to care, it can easily raise employee morale, insurance representative at Beskin and Associates Rod Goldberg suggests.

It may be helpful for an employer to see things from the employees perspective and so discover what kind of plans they find valuable. According to Anita Burns, controller at VistaGraphics Inc., from the employees point of view, a few considerations include: reasonable deductibles, copays and prescription copays. Additional employee concerns may include options for spousal or family coverage.

In an age where employees generally are not as loyal to their employer and are willing to change jobs and careers more often, employers may not be able to attract and keep good employees if they fail to provide a good benefits package, Vice President of Scott Insurance David Barney said.

WHERE DO I GET STARTED?

Perhaps the first step in any complicated process is to find someone who is familiar with that given area. Both Barney and Midkiff strongly encourage consulting with an insurance professional to determine the needs unique to your organization.

The insurance carrier or a reputable and trustworthy insurance broker can walk you through the healthcare plan options available to find the best one suited for you, Midkiff said.

Additionally, Barney suggests talking with business peers to understand their approach in their organization.

The quality and cost of plans are the two most important considerations, Burns said.

While those are the greatest concerns for coverage distilled into their simplest form, Barney offers a few key questions any employer offering insurance should ask themselves:

How much can my organization afford to pay for insurance coverage?

Which carrier should I partner with (Anthem, PCHP, Cigna, Aetna, Optima, United Healthcare, etc.)?

Does the carrier provide a network that my employees can access for care?

Which plan designs fit my employees needs and my budget?

How much will I charge my employees for the cost of care?

SHOPPING FOR EMPLOYEE HEALTHCARE COVERAGE: Where and How to Start

B Y J E

Documents

Lynchburg Business Magazine April/May 2016