Neil A. Carousso produces and co-hosts WCBS Newsradio 880’s Small Business Spotlight series with Joe Connolly. Click here to watch the weekly video segments featuring advice for business owners on survival, recovery and growth opportunities.

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  • Long Island Moms Accelerate Digital Sales When Retailers Shutdown

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    By Neil A. Carousso

    EAST HAMPTON, N.Y. — Two Long Island mothers have increased the sales of their DEET-free insect repellent 6,000 percent over the last year despite the COVID-19 pandemic-related shutdowns with a keen focus on influencer marketing.

    3 Moms Organics, LLC co-founders Lisa-Jae Eggert and Jennifer Decker told Joe Connolly and Neil A. Carousso on the WCBS Small Business Spotlight, sponsored by BNB Bank, that a meaningful, personal message on Facebook from customers has brought in more sales than buying online advertisements.

    “We’ve realized that spending less money is actually working,” Eggert said.

    They spent more on customer acquisition costs in the first weeks after the business shutdowns in March, but they have drastically reduced those expenditures when they saw revenues accelerate due to modern word-of-mouth marketing from satisfied customers, mostly parents, with substantial social media followings within their communities.

    “They love our product and there’s nothing that sells a product better than someone loving the product,” said Eggert.

    The synergy is seamless with “endorsements” from customers to which they give discount codes to share with their social media followers. Lisa-Jae and Jennifer chose the company name 3 Moms Organics because they’re the two moms and the customer is the third. By shifting growth strategies, the name holds more true than ever.

    They both had been going store-to-store to demonstrate how TickWise, made from natural essential oils, repels ticks that are prevalent on the East End and other wooded and grassy areas where deer and other animals they feed on roam. It is on the shelves of about 80 stores with the goal of expanding to another 100 retailers in the next year. When that opportunity sailed because of the coronavirus, they improved their website and reached a national direct-to-consumer audience they hadn’t yet tapped into.

    “In this day and age, this takes the place of touching and feeling,” Eggert said, adding that everyone’s public feedback matters, “good and bad.”

    Of their 6,000 percent increase in revenue, 5,000 percent of that 3 Moms Organics attributes to Facebook content from local influencers and their own pictures and videos. Eggert told Connolly and Carousso that education is important for 3 Moms’ success. One video they posted of ticks on a pink sheet avoiding the border where they sprayed TickWise is proof of concept.

    They have also taken the last three months to improve the quality of their website.

    “On our website, when you click on it, it immediately goes to our shop page, now,” Eggert said.

    They continue to personally manufacture and ship TickWise across 47 states and Washington D.C., now that they are registered through the Environmental Protection Agency in all states except California, Maine and South Dakota. 3 Moms Organics also used the past three months to apply and receive the Minority and Women Owned Business Enterprise Certification (MWBE), which has opened new doors for potential revenue streams.

    “Places like PSEG, they use that as a kind of vetting for us,” Eggert said. “They’re piloting our product on twelve of their trucks, and so far, the response has been fabulous.”

    They developed TickWise in their homes to keep their children safe from further tick borne illnesses of which both families have histories. Decker had been experimenting with essential oils for at-home remedies for years and would spray early renditions of their product on her kids and dog before they went outside in Montauk. Eggert studied entomology and Earth sciences in college. They combined their expertise to produce a product that is effective, has a pleasant smell, provides skin nourishment, and is vegan for those who suffer from Alpha-Gal or meat allergies.

    Hear ideas on how to recover and grow your business even in this tough economic climate on the WCBS Small Business Spotlight Podcast on the RADIO.COM app or on the media player above.

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  • 5 Tips To Help Businesses Survive The Coronavirus Crisis

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    By Neil A. Carousso

    NEW YORK (WCBS 880) — Three local entrepreneurs who have proven sustainability through a series of essential pivots to survive the COVID-19 pandemic are sharing their advice for their peers in the business community.

    Here are the major takeaways from the first-ever WCBS Virtual Business Breakfast, hosted by Joe Connolly.

    Keep Your Ear to the Ground

    Cindi Bigelow, third generation owner of Fairfield-based Bigelow Tea, relied on her experience and that of her team to make quick operational decisions that they would normally deliberate on for some time, because it was not an option as state and federal workplace health guidance changed rapidly.

    “Listen to the sales people and encouraging the sales people,” Bigelow said as segments of her company’s revenue was wiped out amid the crisis and others have increased upwards of 200 percent.

    She has weekly meetings with her sales team to learn how customers and retailers behaviors have changed and what that means for Bigelow Tea’s future.

    Bigelow also believes strongly in being the face of communications with customers and partners as an owner during this unprecedented crisis.

    “I’m saying to my sales team, whether it’s a good news story or not a good news story, use me,” she said.

    Do Not Undersell the Art of Communication

    It may sound simple and obvious, but many business leaders fail to communicate effectively to both customers and employees. Michael Bednark, founder of Bednark Studio in Brooklyn, says ensuring everyone on the same page is especially important during a time of crisis.

    “The feedback we got early on was that we weren’t communicating  well enough and we weren’t fostering that community you naturally sort of have when everyone’s in a team setting and in an office together,” Bednark said.

    “Clear communication, making sure that everyone knew what was going on, what was to come, and what we were unsure of,” said Bednark on how he improved in that area since March.

    He needed just two weeks at the outset of the coronavirus pandemic to move his Brooklyn Navy Yard factory into a larger space in the historic industrial complex to ramp up a war-like manufacturing endeavor to provide Personal Protective Equipment or PPE to New York City hospital workers, beating the largest face shield producer, Bauer Hockey, to market with its design.

    “I know we’re talking with the Navy Yard here, seeing what’s available to us,” Bednark answered WCBS Business Producer Neil A. Carousso’s question regarding negotiating with landlords. “Is there a way we can get some sort of rent abatement here to get us through the next few months, and then, see what happens on the other side or see if we can extend the lease with better terms?” he pondered.

    Bednark Studio is currently hiring assembly line workers. In the last month, it began designing and installing plastic dividers for ride-sharing drivers’ cars to prevent the spread of coronavirus. Bednark shares its designs with other companies as an example of the community-focused businessman as the world grapples with the unprecedented health crisis that set off economic turmoil.

    “Follow the Customer”

    Joe Colangelo developed an app-based solution to commuter parking and had been thriving in the space until the pandemic shut down businesses and put the brakes on mass transportation. New Jersey-based Boxcar quickly pivoted to grocery delivery and pick-up, above ground pool installation, car detailing and drive-in movies for brand awareness.

    “Talk to your customers on the phone. Just say, ‘Hey, can I grab you for fifteen minutes? I just want to hear what your problems are,'” Colangelo advised.

    “How did you want to act during this crisis?” reflected Colangelo. “Were you out there helping people, treating your counterparties, your partners fairly? Because, you will build up the best brand and that brand will be around for 30-40 years if you treat people fairly right now.”

    Make Prudent Business Decisions

    “Attack your cost line,” Colangelo emphasized.

    He explained that cost-cutting is necessary and one way to start is by attempting to renegotiate subscription agreements. A merchant may be content with receiving a partial payment during the pandemic rather than taking a risk that a company could file for bankruptcy.

    “This is a real crisis and what a crisis does is it brings out the best in good people,” the Boxcar founder said. “Talk to the people who have helped you over the years and not everybody’s going to be in the same situation, but a lot of them may be in a position to help.”

    “Tell Your Story”

    Ramon Ray from Smart Hustle Media submitted an audience question about how small businesses can utilize video in their marketing. Bigelow said she’s a “big fan” of using video to show prospective clients your personality.

    “I think small businesses have a really unique story,” Cindi said, adding that video “Can give you that opportunity to have that transparency that people are really looking for as well as that ability to say why you’re different and what makes you special.”

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  • WCBS Virtual Business Breakfast: Local Business Leaders Share Wisdom On Survival, Recovery

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    By Neil A. Carousso

    NEW YORK (WCBS 880)  Three local pioneers have made pivots to stay afloat and support their communities during the coronavirus pandemic.

    Cindi Bigelow, third generation owner of Bigelow TeaBoxcar’s Joe Colangelo and Michael Bednark of Bednark Studio shared their experiences with WCBS 880 business reporter Joe Connolly on the first-ever WCBS Virtual Business Breakfast, sponsored by Investors Bank and Spectrum Business.

    “I try to pride myself on thinking ahead,” said Bigelow, who was forced to adjust her Fairfield, Connecticut factory operations and implement new safety procedures. “I found myself, really, just operating as fast as I could to try to keep up with what else we needed to do to do it right at Bigelow and for our employees. It was hard. It was a lot of work.”

    Cindi said that at the height of the COVID-19 crisis, health guidance changed so rapidly that she and her executive team updated procedures multiple times a day. While sales for tea surged, other areas of her business continue to suffer and safety for her employees remains the priority.

    Colangelo’s commuter parking app business plummeted 100 percent; revenue dropped to $0. The U.S. Navy veteran who served in Afghanistan was forced to pivot into a new line of business.

    “Talk to your customers on the phone. Just say, ‘Hey, can I grab you for fifteen minutes? I just want to hear what your problems are,'” the Boxcar founder said of how he developed four new services in New Jersey.

    Today, Colangelo’s Cranford-based company offers grocery pick-up and delivery services, car detailing, outdoor pools and shows drive-in movies, which help boost its brand awareness.

    “There may be these ways that you can solve their problems that you haven’t thought of, yet,” the Naval officer turned entrepreneur said.

    Michael Bednark transformed his Brooklyn Navy Yard factory from designing and manufacturing displays for clients, including Saks Fifth Avenue, to becoming an essential business by making face shields and Personal Protective Equipment (PPE) for New York City hospital workers. They actually beat the largest face shield manufacturer, Bauer Hockey, to market.

    “I don’t want to go into a completely new business, but something that’s not that far off of an iteration of my business,” Bednark explained to Connolly and the Virtual Business Breakfast panel.

    He said his mentality at the outset of the coronavirus outbreak in New York in March was focused on how he can help to “serve those people with the team and the equipment that I have.”

    Bednark added a new COVID-19 product line last month by making and installing plastic dividers in ride sharing drivers’ cars to prevent the spread of the virus.

    “How did you want to act during this crisis?” reflected Colangelo. “Were you out there helping people, treating your counterparties, your partners fairly? Because, you will build up the best brand and that brand will be around for 30-40 years if you treat people fairly right now.”

    The entrepreneurial spirit on the panel was palpable, punctuated by the drive to serve their customers, employees and business partners in an unprecedented health and economic crisis that is fueling uncertainty and stress.

    “It’s just constantly reassessing and listening more and taking all your years of experience and just keep pushing that envelope and keep pushing that bar up,” Bigelow said, adding, “No matter what, just keep trying.”

    Watch the WCBS Virtual Business Breakfast above to learn innovative ideas to survive and recover from the pandemic.

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  • Barbara Corcoran Told Her ‘Shark Tank’ Companies To Reinvent To Survive

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    By Neil A. Carousso

    NEW YORK(WCBS 880) — Real estate mogul Barbara Corcoran says 80 percent of the businesses she has invested in on “Shark Tank” will not survive the economic crisis caused by the coronavirus pandemic.

    “The minute this problem started, I said, ‘Sit down and make a list of where every piece of your business comes from, and then, make, right next to it, a list of how you can replace it cause it ain’t going to be there anymore,'” Corcoran told Joe Connolly and Neil A. Carousso of her conversations with the owners of the roughly 80 businesses she bought stake in on the hit ABC reality television program.

    Corcoran said on the WCBS Small Business Spotlight, sponsored by BNB Bank, that only a few owners took her seriously when she told them to incorporate a tight team of workers into making decisions on reinventing themselves. Those that did “hit the floor running.”

    She said business owners who are persistent and tenacious in their approach are the “warriors” who will survive the recession. She also emphasized communication with customers while working to actively sell current and new products and services.

    “I’ve never seen a new business survive if it’s not led by a salesman,” Corcoran said, adding, “If you can’t sell your way out of a pickle, you don’t have a chance.”

    She said if an entrepreneur can demonstrate he or she is a master of selling themselves and their business on “Shark Tank,” she’ll “buy anything.”

    But, Barbara explained that getting on the show is not a true test of success even though it’s an arduous vetting process.

    “When I’m in business with someone three months, maybe four months the most, it’s when the crap hits the fan, what do they do about it? The minute they start blaming somebody else, I know they’re a victim, they’re never going to make it,” she said.

    On the flip side, Corcoran told Connolly and Carousso that those owners who take responsibility and actively look for solutions, are the successful business leaders with whom she is making profits.

    She also told WCBS 880 that the model for a successful entrepreneur is their track record as a person. Overcoming failure and obstacles in life is an indication to Corcoran that she should invest in the person’s business.

    “When I can spot somebody who’s been injured with something to prove, they get a burn in their chest that’s going to make them succeed if they’re hard workers,” she remarked. “I’m looking for that hustler.”

    Meanwhile, with tens of millions of Americans unemployed amid the COVID-19 outbreak and business shutdowns, Corcoran is seeing a sizable shift in the real estate market with people fleeing the City for suburbs in New Jersey and Connecticut. The Corcoran Group owner says employers see their employees working efficiently at home and will cut unnecessary brick and mortar costs. U.S. office vacancy will rise from 16.8 percent to 19.4 percent by year’s end, according to Moody’s Analytics REIS estimates. Corcoran sees that as good news for tenants who have taken negotiating power from landlords.

    Barbara Corcoran Told Her ‘Shark Tank’ Companies to Reinvent to Survive

    ‪SOUND ON ?: Office vacancy is expected to rise as we are acclimated to our work from home space. I asked Barbara Corcoran her outlook on the the real estate market on the WCBS Newsradio 880 Small Business Spotlight Podcast with Joe Connolly. ????‬‪More: https://wcbs880.radio.com/articles/news/barbara-corcoran-told-companies-to-reinvent-to-survive

    Posted by Neil A. Carousso on Wednesday, June 10, 2020

    “The value per foot has got to drop substantially for the landlord to attract tenants and he’s going to have to become a salesman,” she said.

    But, Barbara is bullish on the Big Apple.

    “I have such confidence in the City. I have no doubt that the City will chug like it always does. We’re just going to hesitate and push forward,” Corcoran, who has lived in New York since she was 22 years old, said, punctuating, “I think it may recover faster than we think.”

    She remembers seeing how the country rallied around New York City after the September 11, 2001 terrorist attacks and the “love” Americans displayed while embracing their fellow countrymen and women. She recalled she told her Corcoran Group sales team the real estate market would get “hot within 6 months” and it did with a new crop of buyers.

    “I had that deep faith that the City always recovers,” said Corcoran.

    Hear innovative and actionable ideas from Barbara Corcoran for business survival with examples from “Shark Tank” on the WCBS Small Business Spotlight Podcast on the RADIO.COM app or on the media player above.

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  • WCBS Virtual Business Breakfast: Business Survival & Recovery From The Coronavirus Pandemic

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    WCBS Virtual Business Breakfast
    Business Survival and Recovery from the Coronavirus Pandemic
    Monday, June 22
    Call-in your questions for Joe Connolly and our expert panel: (877) 987-WCBS

    As businesses suffer from unprecedented shutdowns caused by the coronavirus pandemic, WCBS Newsradio 880 presents a special virtual event on Monday, June 22 as part of our WCBS Business Breakfast Series focusing on business survival and recovery. Business reporter Joe Connolly facilitates a virtual panel discussion with guests Cindi Bigelow, President & CEO of the Fairfield County-based family business Bigelow Tea, Joe Colangelo of the Boxcar app, and Michael Bednark of Bednark Studio at the Brooklyn Navy Yard. You can watch the hour-long program here beginning Monday at 9 AM.

    Each of our panelists have made essential pivots over the last three months to stay afloat and serve their communities. They candidly share their struggles through the pandemic and lessons business owners can learn from through their experiences.

    Bigelow Tea is seeing increased demand for its homemade tea amid the health crisis, but they have had to redesign their factory operations to adjust to the so-called new normal.

    “It’s just constantly reassessing and listening more and taking all your years of experience and just keep pushing that envelope and keep pushing that bar up,” Bigelow told Connolly and the panel.

    Boxcar has created four new services when his convenient commuter parking app usage plummeted 100 percent at the outset of the pandemic as Tri-State commuters transitioned to work from home. Now, Boxcar offers contact-free drive-through pickup and delivery of groceries, hosts drive-in movies, performs car detailing services and is selling out outdoor pools as Americans anticipate being relegated to their backyards for the summer.

    “Talk to your customers on the phone. Just say, ‘Hey, can I grab you for fifteen minutes? I just want to hear what your problems are,’” Colangelo suggested.

    Bednark Studio went from designing and fabricating parts at its Brooklyn Navy Yard factory to manufacturing face shields for frontline hospital workers in New York City. They moved into a larger factory and beat the large players to market while aiding in the local fight against COVID-19. Now, Bednark Studio is developing and installing plastic dividers for ride-sharing services to prevent its spread while sharing its design blueprint for other companies to hire essential workers and join in the global effort to slow down the deadly virus and get people back on their feet.

    “I don’t want to go into a completely new business, but something that’s not that far off an iteration of my business,” Bednark explained on the WCBS Virtual Business Breakfast.

    Connolly and our panelists elaborate on their strategies for survival, ideas for pivoting to new services and answer pressing concerns from our dedicated listeners as businesses start to reopen with new challenges.

    We look forward to being together remotely for what might be our most important Business Breakfast, yet.

    For more information and to see panelist biographies, visit WCBS880.com/BusinessBreakfast. 

    Follow WCBS 880

    On Twitter: @wcbs880
    On Facebook: facebook.com/wcbs880
    On the web: wcbs880.com

    Follow Joe on Twitter @JoeConnollyBiz

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