School for Startups Radio

February 19, 2024 - Federal Contracting Jason White and Anti-Marketing Tiago Faria

Jason White – Federal Contracts Expert and Author of The Unconventional Path to Success: How to Build a Multi-Million Dollar Empire with Self-Education
Most people get into a business and they want to make $1,000,000in their first month or their first year. That is the dumbest thing I’veever heard in my life! The goal should be bringing in consistentmoney over a long period of time.
Jason White uses passion, charisma, and people skills to succeed in business and in his personal life. He is someone who struggled through his youth and turned it around with little more than motivation. Keeping his persona intact, he found being real in the world to be the key to success. Most importantly, he knows how to help others achieve their highest goals. Today, Jason shares that knowledge with anyone looking to learn. From humble roots with nothing more than a public high school diploma (his Ph.D.), Jason’s initial direction was lacking. He made his way into the Coast Guard, serving for a decade, only leaving to find himself in “menial” jobs. When a good friend brought him in on a federal government contract, Jason’s interest piqued. In 2008, he began The Federal Code with only one experience working for a contractor and hours invested in YouTube and internet studies about the contracting arena. It took three years of struggling, a complete lack of guidance, and sorting the truth from the lies to jumpstart his company. But once he discovered the secret, his profit boomed. So, what is Jason’s secret? Communication. Active listening. Rapport-building. Evidently, being himself — fun-loving, joyful, and passionate about living life to its fullest — is what secured Jason’s first contract in 2011. Since then, the Federal government has awarded him more than 250 contracts. As of 2022, his enterprise has over 40 active contracts, 30-plus of which are 5-year investments. For every contract, he forms the perfect connection, establishes a relationship, and fulfills the agreement. Being himself keeps Jason in business, and it now guides others to find their industry success. In teaching people to excel as federal contractors, Jason breaks seemingly complex systems into easy-to-follow steps. In fact, his top ability as a teacher is simplifying complicated processes and language for anyone to grasp and use. In doing so, everyone can learn the essence of growth: building relationships with the right people to close the deal. Testimonies from his students rave about the gains of their individual LLCs, including achievements of immediate contract work, security of million-dollar-plus contracts, and entrance into an elite business circle. Though his background has a wide range within federal contracting, his future is filled with even greater opportunities to motivate anyone to achieve anything to which they set their mind. He firmly believes in the notion of “winners don’t quit,” and he does not quit on his students. Throughout his career, Jason has educated people from all career paths and education levels to achieve the same success he has. On a foundational level, he enables students to seek the best fitting hustle for their skill sets. He reminds them to rely on common sense: using good communication and active listening to build powerful relationships. Ultimately, Jason White is a doer. He is a motivator. He is the key that unlocks top-notch education, guidance, and support in writing your own success story.Tiago Faria – Anti-Marketing Expert
When you actually start taking action you will see that you have skillsthat you don’t know that you have, you can’t improve a skill that youhave, and we can just become better at doing what we are working on.Those fears start going away because you are in motion! Then you canlook back and say I did all of this!
Tiago Faria is a business mentor in the “Help Industry” with a unique “Anti-Marketing” approach. After working at the EU headquarters of Google for 8 years, he’s been simplifying marketing and business to its core and truly believes that you already have everything you need in your world to grow a sustainable and fun business. Tiago Faria is known for his expertise in helping entrepreneurs launch and expand their businesses using enduring digital marketing strategies. His journey began in 2018 when he set out to write 90 blog articles in 90 consecutive days, drawing from his eight years of experience at Google’s European headquarters. In June 2019, he embarked on a new venture with his podcast, “O Podcast do Tiago Faria,” where he delved into the habits and principles that drive success for both national and international entrepreneurs and experts. The podcast proved to be a catalyst for numerous opportunities, enabling Tiago to connect with respected figures in the industry and build confidence in front of the camera. Transitioning to YouTube in early 2020, he has since produced over 200 videos, a feat accomplished during a 120-day challenge. Tiago’s content across his blog, podcast, and YouTube channel is enriched by his extensive experiences and skills honed during his tenure at Google. Having undergone rigorous internal training, engaged with CEOs and Marketing Directors of major European and Middle Eastern companies, and invested in valuable courses and marketing literature, Tiago has cultivated insights into what truly drives success in any business. This knowledge, which he emphasizes cannot be solely attained through traditional means of learning, forms the foundation of his work. Tiago’s ultimate goal is to be the most supportive marketing specialist in Portugal, as evidenced by his willingness to engage with his audience and provide assistance wherever needed.

February 16, 2024 - Trinsic Tech Art Powell and Don't Wait For Someone Else Doug Lennick & Chuck Wachendorfer

Art Powell – Founder and CEO of Trinsic Technologies     
Foosball is not going to give you a great culture. What gives you a greatculture is when everybody is focused and knows the vision. Everyone hasbought into the vision and values. We are all about listening to people,our customers and our employees.
Art Powell is an entrepreneur who has enjoyed working in the tech industry for over 25 years – still bragging of being one the first of his friends to buy a 28 kbps Modem. He is the founder and CEO of Trinsic Technologies, and the strategic AI visionary with AHvos, an enterprise-level, highly scalable AI solution tailorable for data-heavy businesses. Married for 31 years and teach theology at my non-denominational Church. I love playing video and role-playing games. I have two grown adult children. I love drinking coffee while discussing science, business, technology, and theology.Doug Lennick & Chuck Wachendorfer – Founder and President of think2perform and Authors of Don’t Wait for Someone Else to Fix It: 8 Essentials to Enhance Your Leadership Impact at Work, Home, and Anywhere Else That Needs You
There are 1,500 business leadership books published every year. We wantedto write a leadership book that anybody could use, anywhere. I may not beable to solve global warming, but I can do a better job of leading myself andmaking a positive impact on the people in my life.
Doug Lennick, co-author of DON’T WAIT FOR SOMEONE ELSE TO FIX IT, is the founding CEO of think2perform, a high performance leadership development firm serving small and large organizations in a variety of industries. He has been in leadership roles for nearly 40 years and is widely recognized as an expert in the science of human behavior. Before founding think2perform, Doug, a certified financial planner (CFP), was Executive Vice President – Advice and Retail Distribution for American Express Financial Advisors (now Ameriprise Financial). In that capacity he led an organization of 17,000 field and corporate associates to unprecedented success.
Chuck Wachendorfer, co-author of DON’T WAIT FOR SOMEONE ELSE TO FIX IT, is President of Distribution at think2perform. He is a renowned leadership development professional and has worked with clients including American Express, Wells Fargo, Comerica Bank, TD Wealth of Canada, Charles Schwab, and others. His insights on leadership have been featured extensively in media such as CNN Money, Forbes, Fortune, and The Denver Post.

February 15, 2024 - Environmental Entrepreneurship with Strauss Naturals Wayne Elliott

Wayne Elliott – Ship Recycling and Strauss Naturals Advocate
Banks don’t care if you had a bad month. They want your money. They arenot much difference from the mafia! Banks are tough. Banks will give youan umbrella when the sun is shining and when it starts to rain they wantto take the umbrella back.
Wayne Elliott is a former football and baseball player. He has been in the ship recycling business for 40 years. His company can take a 1000-foot-long ship and reduce it to a pile to reusable materials. He has grown into other areas such as battery recycling. He recounts his life-changing experience with SHD, a health supplement he stumbled upon after battling angina and its debilitating symptoms. Struggling with leg cramps, shortness of breath, night sweats, and chest pains, Wayne also grappled with anxiety and a lack of energy, resigning himself to the fate of heart-related issues that plagued his family. However, upon learning about SHD through a friend in Vancouver and being inspired by studies from renowned institutions like Harvard, Wayne decided to give it a try. Astonishingly, within two weeks of taking SHD, he noticed improvements in unexpected ways – his hearing returned, and his respiratory system cleared, leading to a significant boost in energy. Over the course of three months, Wayne transformed into a revitalized version of himself, feeling as energetic as he did decades ago. This transformation propelled him into a new phase of life where he actively engaged with others, becoming a spokesperson for Jim Strauss, the creator of SHD. Wayne’s involvement extended to radio shows and lectures, allowing him to share his incredible journey with thousands of people suffering from various health issues. His enthusiasm and dedication to natural health solutions led him to become a regular guest on radio networks in the USA and Canada, where he continued to spread the word about his positive experiences with SHD and its miraculous effects on individuals dealing with diabetes, heart disease, low energy, and clogged arteries. Wayne’s story highlights the power of painless, safe, and affordable health products, emphasizing the beauty of solutions that genuinely work. His gratitude towards Jim Strauss and the Strauss Heart Drops is profound, as he believes that without this intervention, he might not have been alive today, reinforcing the transformative impact of natural health remedies in the face of life-threatening conditions. Strauss Naturals is sponsoring the show with support for our radio-minute segments. Wayne says very simply that their products saved him. He became an advocate for the company and has been working with them for 29 years.

February 14, 2024 - Metaverse Workplace Jason Gesing and Medical Trial Entrepreneur Liz Presson

Jason Gesing – Metaverse at Work Expert and Author of The Metaverse Workplace Revolution: A Path to Greater Profitability, a Stronger Culture, and Industry Disruption
Virbela is the premier metaverse platform for business.I have been using it since 2016.
Jason Gesing is the author of ‘The Metaverse Workplace Revolution’, and is a pioneer in Metaverse-based work environments. He is an attorney and the co-founder and CEO of OMNUS Technologies, Inc. and OMNUS Law, companies that use technology to unlock competitive advantages in positive and strategic ways. In addition, he currently serves on the board of directors of the Nasdaq-listed company eXp World Holdings, Inc. Prior, he was CEO of eXp Realty, the Metaverse-based real estate brokerage with approximately 86,000 agents and brokers across twenty-four countries. Jason helped lead and drive the growth of eXp Realty from fewer than 50 agents in early 2010 to more than 86,000 agents and brokers across 24 countries at the end of 2022. Jason continues to serve on the Board of Directors for eXp World Holdings, Inc. (NASDAQ: EXPI). He resides with his family in the greater Boston area.Liz Presson – Founder & Chief Strategist of Pursuit
I walked into my boss’s office and said ‘I quit’ and thenI gave him a proposal to become my first client.
Liz is the founder of Pursuit, a consultancy firm transforming healthcare organizations into digital leaders by helping them to better engage with patients through digital communication strategies, programs and awareness campaigns. Liz was previously Director of Marketing for Digi International before venturing out in 2013 as a healthcare marketing entrepreneur, building a base of small clients, and eventually signing on her previous global company as her own client! Today, Pursuit directs clinical research recruitment initiatives for Fortune 500 pharmaceutical organizations, leads public awareness campaigns around health epidemics, and builds advocacy programs for medical device companies. Liz has spoken at many conferences, including Technori on bringing the right role players/team members together in entrepreneurial projects, and her articles on company culture and technology have been published in The Muse, The Guardian, and Fast Company. Liz Presson operates at the nexus of patient engagement, innovation, and digital strategy. Her team orchestrates clinical research recruitment endeavors for Fortune 500 pharmaceutical entities, orchestrates public awareness crusades concerning health epidemics, constructs advocacy schemes for medical device firms, and spearheads the transformation of influential healthcare entities into digital pioneers. Liz’s insights on company culture and technology have graced the pages of Fast Company, Forbes, Inc., Mashable, Yahoo, The Muse, among others, while her personal essays and memoirs have found homes in The Guardian, BUST Magazine, Marie Claire, The Rumpus, Ravishly, and other notable publications. She has graced the stages of esteemed events such as Stanford Medicine X, PulsePoint’s Digital Health Forum, the Disease Awareness Campaigns Forum, Technori, Internet of Things North America, Internet Summit, MIMA, the Collegiate Entrepreneurs’ Organization National Conference, World Maker Faire, and numerous other conferences, sharing her insights and expertise with audiences worldwide.

February 12, 2024 - Video in Education Vishal Shah and Lead Like a Genius Melanie van de Velde

Vishal Shah – CEO of Screencastify
Having the grit and the thick skin to not take many knows asthe answer or to take a no and figure out how to continue isthe key to all of entrepreneurship. I truly believe that there isno problem that is unsolvable. I disagree with the ‘fail fast’catch phrase.
Vishal Shah is CEO of Screencastify, the leading company helping teachers and students be more effective through Video. He is a software entrepreneur, builder and investor. Previously, I have Co-Founded LearnCore, which was acquired by Showpad and co-founded non-profit tech co-working space, Catapult Chicago, which joined with 1871. Established in 2016, Screencastify is the leading end-to-end video creation platform that makes recording, editing, sharing, assessing, and viewing video more simple for everyone. Tens of millions of people in more than 190 countries use Screencastify to record and edit on-demand video. Used in education, business, and for personal creation, Screencastify provides an accessible way for anyone to create video that saves time, expands their reach, and brings a new level of clarity to their communication. The Modern Classrooms Project (MCP) is a nonprofit organization founded and led by former K-12 educators. MCP empowers educators to meet every learner’s needs through blended, self-paced, mastery-based instruction, and has supported over 65,000 educators worldwide. Only 19% of educators in traditional classrooms report having time for one-on-one and small-group instruction while 86% of Modern Classrooms educators are able to work closely with each of their students during class, because of the way they use technology in their classrooms.Dr. Melanie van de Velde – Social Innovation Research Director at Cambridge University and Lead Like a Genius: How to outgrow the competition and transform our world 
If you think about a genius, the first thing you think is they must have ahigh IQ. Harvard research shows that high IQ is not the common traitamong geniuses. The human brain, when seeing opposites, sees oneor the other. We struggle to combine both opposites. That is preciselywhat the most famous geniuses in history did differently.
Dr. Melanie van de Velde supports business leaders to build more powerful sustainability practices into their strategy to achieve a 200-400% higher impact return across the sustainability landscape, improved business growth, productivity and brand value. Her thought-leading tools and insights are based on her 20 years of experience, and her research awarded the Adam Smith Prize for PhD Excellence, nominated by the Social Innovation Centre at Cambridge University. While simple to apply, her framework underpins the globe’s most successful impact strategies. Melanie has managed Asia Pacific markets at a multi-billion dollar tech company. She’s worked in senior management at IT start-ups. And she has run an impact business to empower young women without an education in a Nairobi slum. Aside from a PhD, Melanie holds an MBA with Distinction and an MSc in Industrial Engineering. Dr van de Velde is the author of: LEAD LIKE A GENIUS: How to outgrow the competition & transform our world (out Jan 24); LOVE YOUR LEGACY: Five secrets of leading businesses that build a better world (new edition out in 2024).

February 9, 2024 - Bigly Sales Thomas Ryan and Wealth Amplifier Wendy Brookhouse

Thomas Ryan – CEO and Founder of Bigly Sales – Using AI in Sales
Not taking outside money if you don’t need to is the way to go. As soon asyou take the outside money, you are on a clock and they can kill youif you’re not careful.
Thomas Ryan is CEO and founder of Bigly Sales, is a visionary leader reshaping the sales landscape through innovative AI solutions. With a background in staffing and executive experience at Workbeast LLC, Thomas identified the need for streamlined sales processes in the evolving market. His journey from the staffing industry to the forefront of AI-driven sales reflects his dedication to leveraging technology, evident in Bigly Sales’ cutting-edge tools for Lead Generation and customizable landing pages. Thomas’s commitment to efficiency and client appreciation positions Bigly Sales as a trailblazer in the tech industry, showcasing his ongoing dedication to enhancing the sales experience through the power of artificial intelligence.Wendy Brookhouse – Founder of Black Star Wealth 
There are two big numbers we have to know. The first number is EBITDAand then we look at your industry. We look at your score on the ‘8 Driversof Value’ and we multiply those together to give you a multiple to give youthe value of your business.
Wendy Brookhouse is the “The Ultimate Wealth Amplifier” by empowering ambitious entrepreneurs to maximize and amplify ALL their assets. Wendy has been assisting Business Owners in building their wealth – and that includes the value of their business – for almost two decades. Her firm, Black Star Wealth is a boutique financial planning firm that serves clients from across the country, virtually, from here in Halifax. Her flagship, proprietary Total Wealth Blueprint, and the Business Value Amplifier provide Business owners with the tools they need to amplify their health, relationships, and wealth. She is the host of The Real Bottom Line Podcast and the author of Burn Your Budget: How to Spend Your Way to Financial Freedom. She has been featured in the Globe and Mail, Financial Post, Investment Executive, and more.

February 8, 2024 - Deep Dive 2 with Strauss Naturals Wayne Elliott

Wayne Elliott – Ship Recycling and Strauss Naturals Advocate
I owe my life to Strauss Naturals products. Jim Strauss had such anunderstanding of nature and how everything connects. There hasnever been one word that he said that did not turn out to be true.
Wayne Elliott is a former football and baseball player. He has been in the ship recycling business for 40 years. His company can take a 1000-foot-long ship and reduce it to a pile of reusable materials. He has grown into other areas such as battery recycling. He recounts his life-changing experience with SHD, a health supplement he stumbled upon after battling angina and its debilitating symptoms. Struggling with leg cramps, shortness of breath, night sweats, and chest pains, Wayne also grappled with anxiety and a lack of energy, resigning himself to the fate of heart-related issues that plagued his family. However, upon learning about SHD through a friend in Vancouver and being inspired by studies from renowned institutions like Harvard, Wayne decided to give it a try. Astonishingly, within two weeks of taking SHD, he noticed improvements in unexpected ways – his hearing returned, and his respiratory system cleared, leading to a significant boost in energy. Over the course of three months, Wayne transformed into a revitalized version of himself, feeling as energetic as he did decades ago. This transformation propelled him into a new phase of life where he actively engaged with others, becoming a spokesperson for Jim Strauss, the creator of SHD. Wayne’s involvement extended to radio shows and lectures, allowing him to share his incredible journey with thousands of people suffering from various health issues. His enthusiasm and dedication to natural health solutions led him to become a regular guest on radio networks in the USA and Canada, where he continued to spread the word about his positive experiences with SHD and its miraculous effects on individuals dealing with diabetes, heart disease, low energy, and clogged arteries. Wayne’s story highlights the power of painless, safe, and affordable health products, emphasizing the beauty of solutions that genuinely work. His gratitude towards Jim Strauss and the Strauss Heart Drops is profound, as he believes that without this intervention, he might not have been alive today, reinforcing the transformative impact of natural health remedies in the face of life-threatening conditions. Strauss Naturals is sponsoring the show with support for our radio-minute segments. Wayne says very simply that their products saved him. He became an advocate for the company and has been working with them for 29 years.

February 7, 2024 - Change Management & How to be Funny Pat Dwyer Was Taken dot Com and Human Edge Lisa Danels

Pat Dwyer – Professional Speaker and Comedian at PatDwyerWasTaken.com – How to be Funny 
As an outside speaker, what we know from HR is that I can say the exactsame thing as the company has been saying, but people hear me becauseI am different, because I am not something they hear every day.
Pat Dwyer has captivated and motivated audiences worldwide. Pulling from his background in Improv and Sketch Comedy with legendary institutions The Second City, iO Theater, and ComedySportz, among others, Pat has merged these talents in training and performance with the strategic mindset he cultivated during the early days working at notable Chicago startups like Groupon and Ignite. As you could guess, Pat’s journey has since lent him an opportunity to help organizations all around the globe find their own unique blend of leadership and team enhancing effectiveness. Now, as a sought-after speaker at conferences, events, and association meetings, Pat brings his energetic, hilarious and wildly engaging approach to both personal and organizational resilience. He’s definitely a speaker you don’t want to miss. As Pat Dwyer is easily your most engaging route to people-driven Innovation and Change. Aside from Pat Dwyer being a professional speaker, comedian and writer, Pat has worked, toured, performed and taught with comedic institutions The Second City, iO Theater, and ComedySportz for over 20 years. He’s spearheaded leadership teams at a number of tech startups, including Groupon, and has been a key culture, creative and leadership consultant for multiple fortune 500 companies. Pat was a Junior Park Ranger at over 60 National Parks, Sites and Monuments around the United States. While Pat got all of his after he was 25, this is an honor which is traditionally reserved for 5-12 year olds.Lisa Danels – Executive Director of Human Edge and Author of The Human Edge Advantage: Mastering the Art of Being All In
A key component of personal power is letting go of victimhood. If you areauthoring your life, that means you create the good and the bad. We have tolet go of blaming others. We love to take things for the credit things that go well,but when things don’t go well in our life, it’s somebody else!
Lisa Danels is the founder and Executive Director of Human Edge. She is a senior executive, talent and leadership consultant and coach. Lisa holds a master’s degree in Organization Development and Human Resource Management from New York University and a bachelor’s degree in Interdisciplinary Public Policy and Administration with a concentration in International Relations from the University of New York at Buffalo. She is a certified executive coach and a pioneer in the field of leadership and organizational development. She resides in Basel, Switzerland. Lisa Danels attacks this problem head on in her new book, The Human Edge Advantage: Mastering the Art of Being All In. Lisa has been advising executives across industries on their personal leadership issues for several decades, working with leaders at Thomson Reuters, Aztra Zeneca, VISA, Novartis, Allianz and many other well-known companies. The book explores issues surrounding courage, fear, intuition, psychological barriers, disconnection, personal power, energy, purpose, and many other topics challenging leaders today.

February 5, 2024 - Hispanic Female Founder Sugey Piedra and AI in Manufacturing Alex Sandoval

Sugey Piedra – Co-founder of Prominence Business & Wealth Management – Tax Strategic Planning 
When you are self-employed and write off the kitchen sink and everythingunder the sun, you are ripping yourself off. When you report zero or closeto zero income, the overall picture of that tax return is you have nopurchasing power. Across the street at the bank, when you want topurchase a house or get a loan, when they look at your return, they don’tcare if you made $1,000,000, you ended up reporting zero income.
For more than 20 years, Sugey Piedra has been working in the tax preparation and wealth management industry. She and her two sisters co-founded Prominence Business & Wealth Management, and together they have helped hundreds of high-earning service-based business owners to grow and scale their businesses with holistic financial planning. Her signature program Business Elite is a 12-month Tax Prep, Planning, and Strategy Program for Service-Based Business Owners. She also is the host of the Tax Talk with HeyHey where she shares her knowledge and expertise around removing the mystery surrounding taxes, financial planning, and wealth accumulation techniques and strategies.Alex Sandoval – CEO and Co-Founder of Allie Systems 
To get your first customers, tap into your network! Look to yourfriends, college friends, ex colleagues, that connection is enough,especially in B2B, to get someone to be willing to try your product.
Alex Sandoval is the CEO and Co-Founder of Allie Systems, a SaaS platform that transforms manufacturing operations by bringing AI-powered decision-making to the factory floor. He is a tech enthusiast with a profound conviction to help shape how things are produced. Alex brings over 15 years of experience in the tech industry to Allie Systems. He has held leadership positions at companies such as Nubank, Rappi, and Google. He is an expert in building and scaling B2B SaaS

February 1, 2024 - Deep Dive with Strauss Naturals Wayne Elliott

Wayne Elliott – Ship Recycling and Strauss Naturals Advocate
I owe my life to Strauss Naturals products. Jim Strauss had such anunderstanding of nature and how everything connects. There hasnever been one word that he said that did not turn out to be true.
Wayne Elliott is a former football and baseball player. He has been in the ship recycling business for 40 years. His company can take a 1000-foot-long ship and reduce it to a pile to reusable materials. He has grown into other areas such as battery recycling. He recounts his life-changing experience with SHD, a health supplement he stumbled upon after battling angina and its debilitating symptoms. Struggling with leg cramps, shortness of breath, night sweats, and chest pains, Wayne also grappled with anxiety and a lack of energy, resigning himself to the fate of heart-related issues that plagued his family. However, upon learning about SHD through a friend in Vancouver and being inspired by studies from renowned institutions like Harvard, Wayne decided to give it a try. Astonishingly, within two weeks of taking SHD, he noticed improvements in unexpected ways – his hearing returned, and his respiratory system cleared, leading to a significant boost in energy. Over the course of three months, Wayne transformed into a revitalized version of himself, feeling as energetic as he did decades ago. This transformation propelled him into a new phase of life where he actively engaged with others, becoming a spokesperson for Jim Strauss, the creator of SHD. Wayne’s involvement extended to radio shows and lectures, allowing him to share his incredible journey with thousands of people suffering from various health issues. His enthusiasm and dedication to natural health solutions led him to become a regular guest on radio networks in the USA and Canada, where he continued to spread the word about his positive experiences with SHD and its miraculous effects on individuals dealing with diabetes, heart disease, low energy, and clogged arteries. Wayne’s story highlights the power of painless, safe, and affordable health products, emphasizing the beauty of solutions that genuinely work. His gratitude towards Jim Strauss and the Strauss Heart Drops is profound, as he believes that without this intervention, he might not have been alive today, reinforcing the transformative impact of natural health remedies in the face of life-threatening conditions. Strauss Naturals is sponsoring the show with support for our radio-minute segments. Wayne says very simply that their products saved him. He became an advocate for the company and has been working with them for 29 years.