with Tyler Carlson

Tyler Carlson dives into stories with industry experts to discuss the intersection between retail and technology.

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Episode 014, March 12, 2019

014

014 – Beth Azor, Azor Advisory Services

Talk Highlights
  • #1 advice for retailers? Reduce friction.
  • “Rookies do not listen to the vets, and the vets hush up”
  • The blaring truth that our industry is ignoring? Social media.
Speaker Bio

Affectionately known as ‘The Canvassing Queen’, Beth Azor is the founder and owner of Azor Advisory Services (AAS), a leading commercial real estate advisory and investment firm based in Southeast Florida.

Beth has been in the Commercial Real Estate Industry since 1986, from 1998 to 2004 as President of Terranova, Florida's largest 3rd party asset manager. She founded Azor Advisory Services in 2004 to invest in her own properties and provide consulting and training to industry leaders such as Kimco Corporation, Cushman & Wakefield, Brixmor Properties, Equity One, The Shopping Center Group, Phillips Edison, and DLC Management Group. Azor now owns and manages a $79,000,000 portfolio of commercial retail properties in southeast Florida. She most recently wrote and published Don’t Say No For The Prospect: How I Went from a Sales Rookie to a Retail Leasing Rockstar to a Shopping Center Owner with $79 Million in Assets.

Beth was the Chairman of the ICSC Florida Conference and awarded Top Retail Broker by South Florida Business Journal, Superstar Broker by Real Estate Forum and Broker's Favorite Broker by Commercial Property News. She was also awarded the Davie/Cooper City Chamber of Commerce 2015 Small Business Person of the Year.

Beth attended Florida State University where she obtained her AA 1980 and subsequently her B.A. in English. She was Chairman of the Board for the FSU Real Estate Foundation and a Member of the FSU Executive Board of the Real Estate Program. She is past President and now sits on the Board of Directors of the HOPE Outreach center. She also co-founded 100+ Women Who Care of South Florida and currently serves as the Chair of the Broward County Chapter. Ms. Azor has two sons and resides in Davie, Florida.

Show Notes
  • 1:18 – How Beth got into the commercial real estate space
  • 6:32 – Lessons Beth learned working way up the right way
  • 7:09 – What was technology like when she was managing over 150 people as the President
  • 8:49 – Difference between a good and a great leasing agent
  • 10:29 – Things she is paying attention to that the average Joe is not
  • 12:42 – Places or experiences that have stuck out
  • 13:49 – Advice to the retailers listening
  • 16:56 – Teachers who made an impact on Beth and lessons she’s learned
  • 20:14 – Lightbulb moment for the book
  • 21:56 – Some things that the rookies should not be listening to
  • 24:53 - Things our industry are ignoring? SOCIAL
  • 26:02 – Examples of closing through social media
  • 28:22 – LinkedIn
  • 30:28 – National deals vs mom and pop
  • 32:36 – Rapid fire questions

Episode 013, February 27, 2019

013

013 Lyden Foust, Spatial.ai

Talk Highlights
  • Observational research difference between asking questions and observing.
  • One location CRUSHING it and one FAILING. Similar Demos. How can you explain the differences?
  • Cambridge analytica. What is Lydens opinion on data privacy?
Speaker Bio

Lyden is the Cofounder of Spatial, the world’s first human-driven layer for cities. A Techstars company. Before Spatial Lyden was an Ethnographic Research consultant for brands like P&G, JnJ, Intel and an adjunct professor of Ethnography at Miami University. He also founded Campus Solutions which he sold in 2014. In eighth grade, he pitched a no-hitter.

Show Notes
  • 1:14 – The lightbulb moment for Spatial.AI
  • 4:26 – Some of the questions he asked when he was researching
  • 5:52 – The MVP of Spatial.AI
  • 6:17 – What he learned about getting in the door with companies and his observations
  • 7:21 – The mistakes he sees retailers making
  • 9:00 – Where are people wrong?
  • 9:46 – How people are more candid online than they are on other formats
  • 10:53 – What those who are winning in retail are doing
  • 11:43 – His favorite experience
  • 13:33 – Insights of his team and himself during this company growth state
  • 14:50 – What he was wrong about
  • 16:02 – His opinion looking in the future on privacy
  • 17:45 – His opinion on the adaptation of social media for rural America
  • 18:35 – Augmented reality
  • 19:44 – What he is curious about asking a head of a retailer
  • 20:58 – Rapid fire questions

Episode 012, February 13, 2019

012

012 John Hamburger, Franchise Times Corp

Talk Highlights
  • Stories from back in the day, mailing in financial statements to the corporate offices to report sales
  • The evolution of the restaurant space from the 70s, 80s, 90s, and into today. What lessons were learned?
  • Advice for restaurants to raise capital the right way to prepare for the inevitable.
Speaker Bio

John Hamburger is the founder and president of Franchise Times Corp., a national publisher of business trade journals in franchising and finance. The company publishes Franchise Times Magazine, a national franchise industry trade journal; the Restaurant Finance Monitor, a monthly financial newsletter which covers the capital markets in the restaurant industry; Food on Demand, which covers foodservice mobile ordering and delivery; and Foodservice News, a monthly newspaper for independent foodservice and restaurant operators in the Upper Midwest. He also produces a number of industry executive conferences including the annual Restaurant Finance & Development Conference and the Franchise Finance & Growth Conference.

John is a frequent speaker at restaurant and franchise industry events on finance and development topics. He is frequently quoted about financial matters concerning restaurant, franchise and hospitality businesses in national business publications. John previously served as a chief financial officer of a public restaurant chain and a CPA in a national accounting firm.

John attended St. John's University in Collegeville, Minnesota and the University of St. Thomas in St. Paul, Minnesota where he graduated with a B.A. in accounting in 1977.

Show Notes
  • 00:57 - Going from accountant as a trade to restaurant monitor
  • 03:15 - Some of the things that he was working on that he found his groove on
  • 04:15 - Growing from 2 to 40 units
  • 06:32 - NCR point of sale and early spreadsheets and his reaction personally and the company he was working for
  • 08:50 - Macro level observation for the industry at the time
  • 12:15 - Companies that did not exist back, and what led to their demise
  • 17:19 - Anything that he was wrong about
  • 18:55 - Advice to companies
  • 26:16 - Rapid fire Questions

Episode 011, January 30, 2019

011

011 Chris Dull, Global Franchise Group

Talk Highlights
  • The importance of understanding how policy and procedures that are put in place from
    the office are executable in the field. How Chris spent time working in the store long after being an executive.
  • Is the customer always right?
  • Don’t react to what is happening from a technology standpoint today, but where you see it tomorrow. Lessons he learned and what he might have done differently.
Speaker Bio

Chris Dull understands what it takes to build successful brands. After graduating from Baylor, Chris took a position with Marble Slab Creamery, Inc. and rose through the management ranks. In 2007, as Executive Vice President, he led the brand through a go-public sale to NexCen Brands for $21 million. Chris went on to become President of NexCen Franchise Management.

In 2010, NexCen was acquired by Global Franchise Group, and Chris set his sights on maximizing the potential of the company’s most promising concepts in the QSR space.

Today, Global Franchise Group has a portfolio of six brands – Great American Cookies®, Marble Slab Creamery/MaggieMoo’s®, Pretzelmaker®, Hot Dog on a Stick®, and Round Table Pizza®.

Chris is credited with vertically integrating the company’s manufacturing business. Plus adding a corporate store vertical to the GFG business with the 2014 acquisition of Hot Dog on a Stick® (which he led out of bankruptcy). As well as the acquisition of Round Table Pizza® in 2017.

Most recently, Chris championed the successful sale of Global Franchise Group from Levine Leichtman Capital Partners to Lion Capital LLP and Serruya Private Equity.

Chris’ has led the organization to $1 billion in system-wide sales and more than 1,500 stores worldwide. He understands all aspects of franchising and is an expert in maximizing value.

Chris is an avid family man, triathlon, and true leader!

Show Notes
  • 1:26- How Chris went from going to Baylor University, to being a Marble Slab employee, to running on of the most successful businesses in the world
  • 6:08- What was he wrong about?
  • 8:17- Individuals that made a big impact on Chris
  • 11:33- Some things that he looks at when he visits locations that others are not
  • 14:27- Best experience in retail today?
  • 16:07- Technology at your disposal
  • 17:54- Technology advice. Where he wished he embraced technology more?
  • 19:33- Where Chris sees technology heading
  • 21:35- EVERY decision a brand makes should start with a conversation with the customer
  • 22:45- The age old question. Is the customer always right?
  • 23:31- Outsourcing or insourcing?
  • 25:02- Rapid fire questions

Episode 010, January 14, 2019

010

010 Jayson Siano, Sabre Real Estate

Talk Highlights
  • Lessons Jayson learned after landing the Starbucks account and bringing Chipotle to NY
  • If you do not differentiate yourself, then you are out of business
  • Why Jayson considers the word “broker” a curse word
Speaker Bio

Jayson Siano is the co-founder of Sabre Real Estate Group, a retail real estate brokerage firm based in Long Island, New York. Jayson was born into a family of car dealers, where he learned how to detail cars and make sales. His humble beginnings have shaped the way he conducts business. He first joined Breslin Realty in 2001 at the age of 25, making him the youngest broker at the company. After five years, his dedication proved itself when he became the top producer, responsible for leading the company with a focus on business development, strategy, corporate finance, recruiting and corporate culture. By 2007, Jayson was pursued by CBRE to co-create the retail services group out of its Woodbury office. After four years, he decided to break out and start his own brokerage company. Sabre Real Estate Group currently represents some of the world’s most recognized brands and strives to help each client through achieving their short and long-term goals.

Show Notes
  • 1:08 – Jayson’s transition from DJ to Director of Corporate Retail to Co-Founding Sabre
  • 4:00 – Advice Jayson would give himself when he started as a young broker
  • 7:30 – Lessons learned after landing the Starbucks account
  • 10:53 – What was the latest and greatest technology when Jayson was becoming the top producer
  • 13:33 – Most common mistakes commercial real estate brokers made in 2018
  • 12:45 – Why Jayson considers “broker” a curse word
  • 16:11 – Lightbulb moment when Jayson came up with the Real Sabre Vlog
  • 17:50 – What’s in store for Real Sabre’s vlog
  • 19:41 – Examples of those not moving with the evolution of retail
  • 22:11 – Things Jayson pays attention to when visiting a retailer that others may not
  • 26:00 – Why Jayson knew he was best suited to bring Chipotle to NY
  • 31:00 – Quickfire Questions
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