October 30, 2025 • 27 mins
Ray Schwetz and Donyshia Boston-Hill get business empowerment from Todd Ringler, the owner of Calm Waters Consulting, and current partner and soon to be sole owner of TAB, The Alternative Board of Suffolk County. Calm Waters Consulting is a company that values businesses, machinery and equipment and helps businesses and the professionals that help businesses identify, understand, and improve value. TAB provides resources to senior level business leaders that need to overcome business challenges. TAB creates a work-life balance that allows owners to grow their business, increase their profitability, and improve their lives.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:02):
Welcome to Tower Talk Business Radio, where we bring you
conversations with the top business minds on Long Island and
around the nation every week, featuring expert consultants and small
business owners who have found success but are also willing
to share their top tips, failures, and give gritty, matter
of fact advice based on their first hand experience. Now
(00:23):
let's get down to business on Tower Talk Business Radio
on the Voice of Nasaw Community College ninety point three WHPC.
Speaker 2 (00:31):
Hello, welcome to Tower Talk Business Radio. My name is Rachwtz,
AVP of Business Banking at Jovia Financial Credit Union. Along
with the Nation Boston Hill CEO, keeper of the Brand
Marketing and Digital Agency.
Speaker 3 (00:42):
And we're focused on being the premier resource for business
and entrepreneurship. We bring you weekly business advice, tips, tools
and services that help you grow your business. Plus we
interview the top business and community leaders.
Speaker 2 (00:56):
And today on Tower Talk I'm very excited we have
a very good friend of mine. I am so excited
to have Todd Wringler. He is the owner of Calm
Waters Consulting and Partner and soon to be sole owner
of the Alternative Board of Suffolk County and so Calm
Waters is a company that values businesses, machinery and equipment
and helps businesses and the professionals that help businesses identify,
(01:19):
understand and improve value and TAB the Alternative Board provides
resources to senior level business leaders that need to overcome
business challenges. So TAB creates work life balance that allows
owners to grow their business, increase their profitability, and improve
their lives. So all that sounds amazing. We're so excited
to have you on board. Todd, Welcome to the show.
(01:40):
It's great to be here.
Speaker 4 (01:41):
Ray, We're so excited.
Speaker 2 (01:43):
We're the balance work life balance. I mean, you got
the right people here. We need that so that I'm.
Speaker 4 (01:50):
Sorry to interrupted.
Speaker 5 (01:51):
If you're asking that question, then we need to talk.
Speaker 2 (01:54):
Yes, definitely. Well we're going to start that conversation now.
So why don't you tell us a little bit about yourself,
a little about your background.
Speaker 5 (02:01):
Sure, former executive chef restauranteur who in his twenties was
sleeping with his feet up. I was married, I had
two step children, twin boys, and I got to the
point where my ex wife and I were like, if
we're gonna work nights, weekends and holidays, who's going to
watch our children? Especially if they're half as bad as
(02:24):
we were when we were in high school. So it was,
you know, let's think about what I could do after
being a chef and a restauranteur, and it was either
death or taxes, and I chose taxes. So became a
certified public accountant, got a master's degree in taxation, went
to work for Deloitte and Touche and then Ernst and Young.
Moved my way up in the tax department. Corporate consolidated
(02:47):
returns were my specialty, and what do big corporations do
they buy and sell companies. Started working with valuation people
and found that work much more interesting. Became a certified
valuation analyst through the NACVA expert in valuing or appraising.
But we value businesses, we appraise machinery and equipment and
(03:10):
on the CPA firm and a business valuation firm. Ultimately
merged and sold the CPA firm. While I was in
my CPA firm, I was a member of TAB so
I was one of the people that was working. My
business partner, who we're splitting up at the end of
this year, was my coaching facilitator. So when I merged
(03:31):
and sold my accounting firm. She had called me and said,
you know, I need a valuation for someone, and I said,
you know, I'd really be interested in becoming a contract
facilitator for you. So went to work for the Alternative
Board as a facilitator and a coach. And six seven
years ago now she dangled the keys in front of
me and said, one half of this business. I bought
(03:52):
half of it, and now the next logical step is happening.
Speaker 2 (03:56):
So that's the short quick readers, I just can now
tell us a little bit about what what does TAB.
Speaker 5 (04:03):
Do tell us about the alternative So the Alternative Board
started out because business owners, especially smaller business owners like
we all are, and the market that you serve ray,
they don't really have anyone that understands. You can't really
talk to your family about it, you can't really talk
to other people. So the Alternative Board started thirty years
(04:25):
ago putting business owners together in mastermind round table groups.
Napoleon Hill wrote the Amaliazing book Think and Grow Rich.
Find people that know what you do but don't do
exactly what you're doing. Put them around you smarter people hopefully,
but even if not. So we put business owners together,
diverse business owners together in a alternative board of directors.
Speaker 4 (04:48):
Generally it's four hours once a month.
Speaker 5 (04:51):
There's an hour of some type of business education, whether
it's sales, marketing, you know, costs multiple things. People as
usually the bigger one, and it's bring your problem, threat,
opportunity issue to the table, get a slice of time
and have an honest conversation with other business owners. Along
(05:13):
with that, TAB has a super smart technology platform that
takes a look at both your personal vision and your
personal goals as well as your business vision and business goals.
And then it is a business smart business technology platform,
vision missions, SWAT, key performance indicators, strategic plans, all of
(05:35):
those types of things. That's a repository in one place.
The next thing that TAB does is it we have
a I would call it an umbrella of tools that
help business owners start strong, build value, and ultimately exit smart.
One of them is leadership team workshops. The other one
(05:55):
is up and coming rising stars we like to call
you have to build your bench in a business. Don't
build the bench. What's going to happen? And again, how
do you.
Speaker 4 (06:04):
Define success as a business owner?
Speaker 2 (06:06):
All of that is so what a great lesson that
is to business owners. The most successful CEOs surround themselves
with a knowledge pool, like the people who are smarter
than them. And it takes, you know, it takes a
good leader to realize that they need that. Tell us
a bit about comm orders, So how does that fit
into things? So com orders consulting is my business.
Speaker 5 (06:29):
Valuation machinery and appraisal equipment company. Machinery and equipment appraisal company,
excuse me, And it's rather straightforward. Valuing an appraising businesses
machinery and equipment for most a lot of a state
and gift planning obviously larger states. When people die, the
(06:50):
irs has a requirement to file a state tax return,
and the business is generally the most valuable asset most
people have. Additionally, for you know, planning like transferring generational wealth.
So I'm working with a company right now. The father's
transferre to is transferring his last twenty five percent to
(07:11):
the three children. The three children already have twenty five
percent each. I assist in things like that, helping the
transaction go through filing. I don't file the returns, but
taking care of that. You know, people come to me
and say, what's my business worth? My biggest client wants
to buy me. Most people don't know, right, so fair
market value. And then there's always the synergistic acquisitions, which
(07:34):
is you know what everyone's looking for at the end.
Speaker 4 (07:36):
Of the day.
Speaker 3 (07:37):
And so when people are searching for your company and
they come across calm waters, what services can they reach out?
You gave one example, but how do I know? I
need your expertise?
Speaker 5 (07:50):
Well, if you want to know what your business is worth,
you have to ask someone. Right, your account's going to
tell you, well, it's worth this or worth that. But
the business valuation community has standards. You know, there's an
asset value, there's an income value, and there's a market value.
So you know, what are companies like you're selling for
(08:12):
in this area, what are the multiples and why? You
know how much cash flow is the building producing? They're
generator out of the business, generating and producing. So you know,
it's a cash flow analysis to find out if there's
free cash flow to make sense to make the acquisition.
Speaker 3 (08:29):
And then what does someone walk away with? Do you
give them a certified.
Speaker 5 (08:32):
Document that states yes, it's generally one hundred page document
or so, depending and depending upon you know the requirements
of the engagement, but the standard you know what's one
hundred percent of my business worth. It's probably a sixty
or seventy page document, a lot of reference, a lot
of analysis, and the explanation of that analysis.
Speaker 2 (08:53):
You are listening to Tartalk Business Radio on the voice
of Nasamunity College ninety point three WHPC. I'm Ray Schwetz
along with Niche of Boston Hill, and we're talking today
with Todd Wrangler. He's the owner of Calm Orders Consulting
and the Alternative Board of Suffolk County. I'm sure there's
a lot of misconceptions about TAB. Honestly, the first time
I heard about it, I really wasn't sure what it
was all about. What's the biggest misconception and how do you.
Speaker 4 (09:15):
Get over that? Probably that I don't need it. BIS
can get that for free. I don't need that. I
you know, I get business owners.
Speaker 5 (09:29):
I've found over the years there's there's seven seven areas
of businesses that need to happen, seven things in business
that need to happen, and that there's six areas that
business owners generally have issues with, and that one is
those six are our time, money, cash flow, and people.
Speaker 4 (09:47):
Right once you once you start hiring people.
Speaker 5 (09:49):
You realize that that's not so easy, and then it's
you know, vision, where am I really going?
Speaker 4 (09:54):
And how do I how do I do that?
Speaker 5 (09:57):
After vision, it's it's execution and then it's like right,
So you know, for those six things, the Alternative Board
has a structured process and it's systematic and we've been
doing it for thirty years.
Speaker 4 (10:09):
I've been doing it, for my goodness, twenty.
Speaker 5 (10:12):
Five as a client or six as a client and
now fifteen helping business owners grow. And it's you know,
how do we deal with those problems? And the other
thing is over the course of a life of a business,
as a business grows, it runs into different challenges. It's
a control challenge, then it's a delegation challenge. Then it's
(10:34):
you know, a consistency challenge. And those things have been
documented by many researchers.
Speaker 3 (10:39):
Please let us know. How do you feel you make impact?
So you meet with a client, they come in, you
talk about all the things control time and your exit strategy.
How do you make impact and say, this is the
value I'm going to provide you as my client, and
what results you know they can provide that they will
(11:02):
see after the fact.
Speaker 5 (11:03):
Sure, so as far as camm Orders consulting goes. You
know what it's worth is what it's worth, right, and
that is how I help as far as the Alternative
Board goes, helping business owners start strong and build value
over time, to increase the value of their business so
that they can exit smart.
Speaker 4 (11:24):
Is what I do. So again multiple ways.
Speaker 5 (11:26):
No two business owners are the same, but I can
share that in the last three years we've had four
business owners exit nine and a half multiple seven, multiple, five,
multiple four multiple. So those are not bad, especially for
the industries that they were in. And the nine and
a half was just the right time and the right situation,
and they negotiated very well also, but private equity really
(11:49):
wanted them, and you know they were with us for
quite some time. Our average age of members is somewhere
around eight years now, and we've got members that have
been around for as long as twenty so wow.
Speaker 3 (12:01):
And what industries do you focus on?
Speaker 5 (12:03):
So the Alternative Board is broad based because as I
said earlier, and I think you agree, all businesses have
the same basic tenants. You have to find leads, you
have to turn those leads into customers, you have to
maintain the customers right then you have to figure out
how to increase pricing as well as increase the sales cycle.
(12:25):
And the last one is you got to decrease costs.
At the end of the day, every business needs to
do those things. How you go about it is totally different,
and each industry is going to have its nuances. So
bringing that to the table and the awareness of that
focuses the business owner on what specific area right. And
of course you know you're doing eighteen things at the
(12:46):
same time. You're a business owner, you understand. But that's
how I help business owners.
Speaker 4 (12:52):
I'm sure you've got a lot of stories.
Speaker 2 (12:54):
I mean, part of the reason that I love what
I do in business development is that what I do is,
you know, those basic things. You help the businesses with
those basic that basic structure. But the stories are all
vastly different. Every business is unique. Tell us a story
about you working with a business and what that was
like and how that worked out and how that was
(13:17):
impactful to that business.
Speaker 4 (13:21):
That's a great question.
Speaker 5 (13:22):
And uh, you know, I had a couple of different
ones that I was thinking of, but doing the Leadership
Team Workshop series, our strat PROSS series, although it was
called something else previously, but I was working with a
company where the majority owner knew where he was going
and he was getting ready to kind of make things happen,
(13:43):
and there were there were two other owners in the
business and he really needed to wreck one to recognize
that they didn't.
Speaker 4 (13:49):
Belong in the leadership room.
Speaker 5 (13:51):
And that's kind of a very difficult thing to do.
But through the workshop process, you know, learning to align
the team, to understand what the vision is, to really
focus on where we want to go, to be able
to diagnose problems, and then after those things start to plan,
execute and optimize. Right, So that's the workshop series is
(14:15):
overarching objectives, And through that process, this particular individual realized
in fact that they didn't belong in the leadership room,
and they sold their interest to the owner.
Speaker 4 (14:25):
They kept a job.
Speaker 5 (14:26):
But when I do these leadership team workshops, we often
say the leadership team is going to look different at
the end.
Speaker 4 (14:32):
Of this process.
Speaker 5 (14:33):
So I think that that was a very impactful process
and a very impactful work that took quite some time
to do. But leading these workshops for the leadership teams
and the business owner really helps to bring the business together.
It cohesives the leadership team and allows the leadership team
(14:54):
to delegate and communicate better effectively down the organizational chain.
Speaker 3 (15:00):
It seems like, you know that example that you used,
they could have walked away and been just a silent partner.
Was that an option for them?
Speaker 5 (15:09):
Well, the original owner was looking to consolidate because he
knew he was getting ready to retire and sell.
Speaker 2 (15:16):
So that was, you know, still very powerful to come
to that realization that now is the time. That's a
very difficult decision. So this you're not playing around here,
You're helping people make some difficult decisions.
Speaker 4 (15:28):
Oh yeah, absolutely, without a doubt. And you know that's
it is.
Speaker 5 (15:32):
Helping people is really that's where I'm at in my
life and in my career. I've had a you know,
a raise aware of my health journey, and I'm just
jazz about helping people. So, you know, getting up in
the morning, that's what it's all about. It's like, who
am I going to help today? What am I going
to learn today? I have a saying that it's a
G square day. Every day is a good day. That's
(15:53):
going to be a great day. I don't have bad
days anymore. Bad things happen, but you know, who am
I going to help? And how am I going to
make this a great day?
Speaker 3 (16:02):
That's awesome. So when you walk into the room, sometimes
do you walk in with a misconception that, Okay, this
is where, this is the path that I think we're
going to take, and it takes a major detour and
a diamond in the rough pops out.
Speaker 5 (16:15):
I don't ever go into anything thinking that it's going
to happen. I literally, every meeting, every every conversation, I
take my coffee cup visually and I turn it over,
I dump out everything, and it's like, okay, here's a
clean piece of paper.
Speaker 4 (16:30):
Let's see what's going to happen.
Speaker 5 (16:31):
Every workshop, you know, obviously certain times is objectives from
the business owner, and we're going to try and get
through those objectives. But if it's just let's do a
workshop and see what happens, which is what I prefer,
then we do that. And generally, when those workshops happen
and we're doing what we do, people realize that they.
Speaker 4 (16:50):
Don't belong there. How impactful?
Speaker 2 (16:52):
Now, how do you get the message out? This is
a very educational process. And again, just you know, judging
from my own experience, is a business my person for
a credit union there's so many different things I have
to educate folks on before I can move forward and
potentially do business with them. Hear what you're talking about.
It's an intellectual process, it's an emotional process. How do
you how do you get the news out about what
(17:14):
you do? And how do you network and talk about
this stuff?
Speaker 5 (17:18):
Well, just s as you and I know each other
through networking. It's it's honing the message. And I've been
honing the message for the last couple of years since
I since I got through my illness, and I'm trying
to find more speaking engagements. Obviously, everyone that I talk
to is like, if you know somebody that would like
to hear me talk. I have a lot of things
(17:39):
I can share in terms of what's a business worth
and why, how to improve this? You know, there's a
lot of different things that I've spoken on over the years.
Uh So it's that it's it's and then who might
you be able to introduce me to that you think
I might be able to help or that might be
able to you know, point me in a direction that
someone needs help. So the thing that I've learned is
(18:01):
everyone needs help. People don't want to ask for it.
Nor do they want to admit that they need to help.
And once you get past that, it really is easy
to get help and to grow.
Speaker 2 (18:13):
Who is it that you're looking to me? Can you
be as specific as possible, like, who is it that
that's helpful for you to reach a good number of
business owners to help?
Speaker 5 (18:22):
So business owners that are probably three million in up
and we've worked with, as I've worked with, you know,
businesses as big as three hundred million dollars that are
looking that are having obviously leadership team issues that maybe
the business owner is working too much. And the more
(18:43):
valuable businesses are the businesses that owners don't show up
to as opposed to do. Right, have you built an
engine that generates cash flow without you? So that's to
me the biggest objective not that you don't have to work,
but that you can work from the golf course, the
boat to pick up the you know those kind of things.
Speaker 4 (19:03):
That's the ideal.
Speaker 5 (19:04):
Yeah, well that's that's that is what it is. But
I you know, like myself, I enjoy what I do,
and many of the business owners I work with do
enjoy what they do, but not for sixty hours a week.
Speaker 2 (19:16):
Right, Now, do you work with any solopreneurs because I imagine
that's something that how do you do that?
Speaker 5 (19:22):
Okay, So that's the flip side, which is I'm building
virtual accelerator boards. Now we have a smart technology platform,
a different one called profit Coach. It's workshops and videos
that help that small solopreneur recognize how to either continue
(19:42):
to be that solopreneur or to start to grow. The
biggest thing that solopreneurs deal with in my experience is sales, sales, sales,
and by the way, I need to make some revenue,
so let me get some sales done. So that's their
biggest focus and and this platform really helps to hone.
(20:03):
You know what your position of market dominance is, how
the right way to market yourself is and the channels
you need to do to have eyes come to you,
to people to ask you, how can you help me.
Speaker 3 (20:18):
You are listening to Tower Talk Business Radio and our
guest today is Todd Wrinkler, owner of Calm Waters Consulting's
partner and soon to be sole owner of the Alternative
Board of Suffolk County. My name is Dannis Shaboston Hill.
Along with Ray Schwetz on the voice of Nasau Community
College ninety point three WHPC.
Speaker 2 (20:38):
What's the strangest business story that you have. I'm sure
there's something that's kind of odd, and you don't have
to name names.
Speaker 4 (20:45):
You can protect you so protect the guilty as I may. So.
Speaker 5 (20:49):
I was valuing a natural gas distributor down in southern Jersey,
pulling somewhere between five and seven tankers a night out
of Elizabeth, pretty big company. And there was a marketing
expense spectrum marketing, and it was four thousand. This was
back in twenty twenty to I mean twenty two thousand
(21:12):
and two, two thousand and three, it was a long
time ago. But there was this marketing expense forty nine
seventy five every month, and then I guess April, May, June, July, August, September,
sometimes October. There was anywhere between twenty five and fifty
thousand dollars into this marketing expense. And you know, when
you're valuing a business for estate planning purposes, the objective
(21:34):
is to keep the value lower as opposed to higher,
so that you don't utilize the most mistake. But again,
the value is the value. And I kept asking, what
is this spectrum marketing? And this individual was like, don't
worry about it. Don't worry about it, don't worry about it.
I had an intern who googled Spectra, and Spectras were
(21:55):
offshore power boats, so super you know, super high end
or sure power boats. So I said, John, you know,
tell me about this, and he goes, well, it's sort
of like marketing. He goes, it's my it's my raceboat.
And I go okay. He goes, well, I'm in a
rich boys club. We all line up in a straight line.
(22:15):
We do poker runs from let's just say we'll start
a city island and go to Montalk. We'll start a
mon talk and go to Atlantic City. We'll go from
Atlantic City to and we get in a line in
the ocean or out in a body of water, and
we go straight. If someone's in your way, you have
to stop. And by the way, it's one hundred thousand
dollars a guy cash in winner take all.
Speaker 4 (22:36):
Wow.
Speaker 3 (22:37):
Wow, that's no, that's marketing.
Speaker 4 (22:39):
Yeah. So it had the name of his company. It
was what a gas was on the side of the book.
Speaker 3 (22:45):
So that's why marketing is the first to go all
the time.
Speaker 4 (22:50):
Yes, and it should be the last to know.
Speaker 5 (22:53):
You're absolutely so that's that's a I think my most
unusual story.
Speaker 2 (22:58):
That's a good one.
Speaker 4 (22:58):
Yeah it is. Yeah.
Speaker 5 (23:00):
Look, business owners oftentimes live out of their businesses, and
you know that's good and it's bad. I mean when
you're looking to sell your business, it's not a good thing.
Speaker 3 (23:11):
Right, Yeah, everything gets revealed now, Todd, what are the
top three things a business should do when you're preparing
for a meeting with you? Or an excess strategy? Or evaluation?
Speaker 5 (23:23):
Well, evaluation. There's forty two items on a document request list.
Many businesses don't have all of them. So you know,
I walk the companies through helping to gather the data
that we can then work through and synthesize. As far
as meeting me for you know, planning or discussing whether
(23:47):
or not TAB would be a right fit or some.
Speaker 4 (23:48):
Of the products or services I have.
Speaker 5 (23:50):
You know, there's really nothing other than let me hear
your story. Let's have a conversation and see if it
makes sense to have another conversation so that I can
potentially help you.
Speaker 2 (24:00):
What are the accomplishments that you're most proud of. I've
been in this business for a very long time.
Speaker 5 (24:06):
Long time. I think there's there's two things. Because I've
helped so many people over the years. I fought the
I R I think fighting the I R S for
an estate valuation where the party that I was working
for at the end, we ended up basically splitting with
(24:29):
the IRS a ten million dollar assessment. As she said
to me, she was a professor of something down at
Emory userverse here, I don't remember what, And she said,
the document you wrote was like a thesis. And I'm
so glad I listened to you because she saved me
five million dollars.
Speaker 3 (24:49):
Wow.
Speaker 4 (24:49):
She didn't want to do it. She didn't want to
fight the I R S.
Speaker 5 (24:52):
But I thought that we had valued, you know, a
valid argument for my valuation and some valid arguments to
fight IRS. And you know, we ended up splitting a
ten million dollar difference.
Speaker 3 (25:04):
So like those numbers. Yeah, Now, Todd, what's your differentiator
from others out there that may provide similar services.
Speaker 5 (25:12):
That's a great question. I am who I am. I
am unabashedly a New Yorker. I don't sugarcoat things. You know,
if you want somebody to tell you, oh, that's okay
and it's nice, I'm not your person.
Speaker 4 (25:31):
I'm serious about getting worked one.
Speaker 5 (25:32):
I'm serious about setting objectives, understanding how we can measure
those objectives, and figuring out what the value of those
objectives are and whether or not there's a reason for
you to make an investment in our relationship.
Speaker 2 (25:46):
So Todd will give you tough love. Yeah, oh yeah, absolutely.
Now what's the one thought you want to leave our
listener with? And please give us your contact information where
folks can find you.
Speaker 4 (25:56):
Sure, so, Todd Wringler or Todd B. Wrangler.
Speaker 5 (26:01):
Actually there's five Todd Wranglers in the US. I'm one
of them, and it's a B I'm on LinkedIn under
Todd B.
Speaker 4 (26:08):
Wrangler.
Speaker 5 (26:10):
The alternative board is www t A B.
Speaker 4 (26:15):
And y dot com.
Speaker 5 (26:17):
And you know my cell phone's five one six three
one seven two eight five six.
Speaker 4 (26:22):
Give me a ring, say hello?
Speaker 3 (26:24):
Tell us then numbering int.
Speaker 5 (26:25):
Five one six, three one seven two eight five six.
And I think the thing I want to leave everyone
with is is it is a G squared day, because
every day is a great day. And if you're moving
towards an objective, just keep going. Don't question it because
you are awesome. And I'm not sure the last time
you told yourself that.
Speaker 4 (26:47):
I love it great words. Thank you so much, Todd.
Speaker 2 (26:49):
We really appreciate you being here today and sharing information
about the work that you do with the Alternative Board
and with your business. Thank you so much.
Speaker 4 (26:57):
It's my pleasure. Thank you, thank you, thank you.
Speaker 3 (26:59):
Then I like to leave you with dbi's philosophy. Whither
you run the day or the day runs, you genre
excellent words.
Speaker 2 (27:06):
So we want to thank you for being with us.
My name is Ray Schwtz, along with the Niche of
Boston Hilt, your co host and producers. Visit nccradio dot
org for more information. We're available on Odyssey, tune in iHeartRadio,
as a podcast in iTunes, Android podcasts, and speaker. This
has been Tower Talk Does This Radio powered by the
Voice of Nasimita College ninety point three WHPC
Welcome to Tower Talk Business Radio, where we bring you
conversations with the top business minds on Long Island and
around the nation every week, featuring expert consultants and small
business owners who have found success but are also willing
to share their top tips, failures, and give gritty, matter
of fact advice based on their first hand experience. Now
(00:23):
let's get down to business on Tower Talk Business Radio
on the Voice of Nasaw Community College ninety point three WHPC.
Speaker 2 (00:31):
Hello, welcome to Tower Talk Business Radio. My name is Rachwtz,
AVP of Business Banking at Jovia Financial Credit Union. Along
with the Nation Boston Hill CEO, keeper of the Brand
Marketing and Digital Agency.
Speaker 3 (00:42):
And we're focused on being the premier resource for business
and entrepreneurship. We bring you weekly business advice, tips, tools
and services that help you grow your business. Plus we
interview the top business and community leaders.
Speaker 2 (00:56):
And today on Tower Talk I'm very excited we have
a very good friend of mine. I am so excited
to have Todd Wringler. He is the owner of Calm
Waters Consulting and Partner and soon to be sole owner
of the Alternative Board of Suffolk County and so Calm
Waters is a company that values businesses, machinery and equipment
and helps businesses and the professionals that help businesses identify,
(01:19):
understand and improve value and TAB the Alternative Board provides
resources to senior level business leaders that need to overcome
business challenges. So TAB creates work life balance that allows
owners to grow their business, increase their profitability, and improve
their lives. So all that sounds amazing. We're so excited
to have you on board. Todd, Welcome to the show.
(01:40):
It's great to be here.
Speaker 4 (01:41):
Ray, We're so excited.
Speaker 2 (01:43):
We're the balance work life balance. I mean, you got
the right people here. We need that so that I'm.
Speaker 4 (01:50):
Sorry to interrupted.
Speaker 5 (01:51):
If you're asking that question, then we need to talk.
Speaker 2 (01:54):
Yes, definitely. Well we're going to start that conversation now.
So why don't you tell us a little bit about yourself,
a little about your background.
Speaker 5 (02:01):
Sure, former executive chef restauranteur who in his twenties was
sleeping with his feet up. I was married, I had
two step children, twin boys, and I got to the
point where my ex wife and I were like, if
we're gonna work nights, weekends and holidays, who's going to
watch our children? Especially if they're half as bad as
(02:24):
we were when we were in high school. So it was,
you know, let's think about what I could do after
being a chef and a restauranteur, and it was either
death or taxes, and I chose taxes. So became a
certified public accountant, got a master's degree in taxation, went
to work for Deloitte and Touche and then Ernst and Young.
Moved my way up in the tax department. Corporate consolidated
(02:47):
returns were my specialty, and what do big corporations do
they buy and sell companies. Started working with valuation people
and found that work much more interesting. Became a certified
valuation analyst through the NACVA expert in valuing or appraising.
But we value businesses, we appraise machinery and equipment and
(03:10):
on the CPA firm and a business valuation firm. Ultimately
merged and sold the CPA firm. While I was in
my CPA firm, I was a member of TAB so
I was one of the people that was working. My
business partner, who we're splitting up at the end of
this year, was my coaching facilitator. So when I merged
(03:31):
and sold my accounting firm. She had called me and said,
you know, I need a valuation for someone, and I said,
you know, I'd really be interested in becoming a contract
facilitator for you. So went to work for the Alternative
Board as a facilitator and a coach. And six seven
years ago now she dangled the keys in front of
me and said, one half of this business. I bought
(03:52):
half of it, and now the next logical step is happening.
Speaker 2 (03:56):
So that's the short quick readers, I just can now
tell us a little bit about what what does TAB.
Speaker 5 (04:03):
Do tell us about the alternative So the Alternative Board
started out because business owners, especially smaller business owners like
we all are, and the market that you serve ray,
they don't really have anyone that understands. You can't really
talk to your family about it, you can't really talk
to other people. So the Alternative Board started thirty years
(04:25):
ago putting business owners together in mastermind round table groups.
Napoleon Hill wrote the Amaliazing book Think and Grow Rich.
Find people that know what you do but don't do
exactly what you're doing. Put them around you smarter people hopefully,
but even if not. So we put business owners together,
diverse business owners together in a alternative board of directors.
Speaker 4 (04:48):
Generally it's four hours once a month.
Speaker 5 (04:51):
There's an hour of some type of business education, whether
it's sales, marketing, you know, costs multiple things. People as
usually the bigger one, and it's bring your problem, threat,
opportunity issue to the table, get a slice of time
and have an honest conversation with other business owners. Along
(05:13):
with that, TAB has a super smart technology platform that
takes a look at both your personal vision and your
personal goals as well as your business vision and business goals.
And then it is a business smart business technology platform,
vision missions, SWAT, key performance indicators, strategic plans, all of
(05:35):
those types of things. That's a repository in one place.
The next thing that TAB does is it we have
a I would call it an umbrella of tools that
help business owners start strong, build value, and ultimately exit smart.
One of them is leadership team workshops. The other one
(05:55):
is up and coming rising stars we like to call
you have to build your bench in a business. Don't
build the bench. What's going to happen? And again, how
do you.
Speaker 4 (06:04):
Define success as a business owner?
Speaker 2 (06:06):
All of that is so what a great lesson that
is to business owners. The most successful CEOs surround themselves
with a knowledge pool, like the people who are smarter
than them. And it takes, you know, it takes a
good leader to realize that they need that. Tell us
a bit about comm orders, So how does that fit
into things? So com orders consulting is my business.
Speaker 5 (06:29):
Valuation machinery and appraisal equipment company. Machinery and equipment appraisal company,
excuse me, And it's rather straightforward. Valuing an appraising businesses
machinery and equipment for most a lot of a state
and gift planning obviously larger states. When people die, the
(06:50):
irs has a requirement to file a state tax return,
and the business is generally the most valuable asset most
people have. Additionally, for you know, planning like transferring generational wealth.
So I'm working with a company right now. The father's
transferre to is transferring his last twenty five percent to
(07:11):
the three children. The three children already have twenty five
percent each. I assist in things like that, helping the
transaction go through filing. I don't file the returns, but
taking care of that. You know, people come to me
and say, what's my business worth? My biggest client wants
to buy me. Most people don't know, right, so fair
market value. And then there's always the synergistic acquisitions, which
(07:34):
is you know what everyone's looking for at the end.
Speaker 4 (07:36):
Of the day.
Speaker 3 (07:37):
And so when people are searching for your company and
they come across calm waters, what services can they reach out?
You gave one example, but how do I know? I
need your expertise?
Speaker 5 (07:50):
Well, if you want to know what your business is worth,
you have to ask someone. Right, your account's going to
tell you, well, it's worth this or worth that. But
the business valuation community has standards. You know, there's an
asset value, there's an income value, and there's a market value.
So you know, what are companies like you're selling for
(08:12):
in this area, what are the multiples and why? You
know how much cash flow is the building producing? They're
generator out of the business, generating and producing. So you know,
it's a cash flow analysis to find out if there's
free cash flow to make sense to make the acquisition.
Speaker 3 (08:29):
And then what does someone walk away with? Do you
give them a certified.
Speaker 5 (08:32):
Document that states yes, it's generally one hundred page document
or so, depending and depending upon you know the requirements
of the engagement, but the standard you know what's one
hundred percent of my business worth. It's probably a sixty
or seventy page document, a lot of reference, a lot
of analysis, and the explanation of that analysis.
Speaker 2 (08:53):
You are listening to Tartalk Business Radio on the voice
of Nasamunity College ninety point three WHPC. I'm Ray Schwetz
along with Niche of Boston Hill, and we're talking today
with Todd Wrangler. He's the owner of Calm Orders Consulting
and the Alternative Board of Suffolk County. I'm sure there's
a lot of misconceptions about TAB. Honestly, the first time
I heard about it, I really wasn't sure what it
was all about. What's the biggest misconception and how do you.
Speaker 4 (09:15):
Get over that? Probably that I don't need it. BIS
can get that for free. I don't need that. I
you know, I get business owners.
Speaker 5 (09:29):
I've found over the years there's there's seven seven areas
of businesses that need to happen, seven things in business
that need to happen, and that there's six areas that
business owners generally have issues with, and that one is
those six are our time, money, cash flow, and people.
Speaker 4 (09:47):
Right once you once you start hiring people.
Speaker 5 (09:49):
You realize that that's not so easy, and then it's
you know, vision, where am I really going?
Speaker 4 (09:54):
And how do I how do I do that?
Speaker 5 (09:57):
After vision, it's it's execution and then it's like right,
So you know, for those six things, the Alternative Board
has a structured process and it's systematic and we've been
doing it for thirty years.
Speaker 4 (10:09):
I've been doing it, for my goodness, twenty.
Speaker 5 (10:12):
Five as a client or six as a client and
now fifteen helping business owners grow. And it's you know,
how do we deal with those problems? And the other
thing is over the course of a life of a business,
as a business grows, it runs into different challenges. It's
a control challenge, then it's a delegation challenge. Then it's
(10:34):
you know, a consistency challenge. And those things have been
documented by many researchers.
Speaker 3 (10:39):
Please let us know. How do you feel you make impact?
So you meet with a client, they come in, you
talk about all the things control time and your exit strategy.
How do you make impact and say, this is the
value I'm going to provide you as my client, and
what results you know they can provide that they will
(11:02):
see after the fact.
Speaker 5 (11:03):
Sure, so as far as camm Orders consulting goes. You
know what it's worth is what it's worth, right, and
that is how I help as far as the Alternative
Board goes, helping business owners start strong and build value
over time, to increase the value of their business so
that they can exit smart.
Speaker 4 (11:24):
Is what I do. So again multiple ways.
Speaker 5 (11:26):
No two business owners are the same, but I can
share that in the last three years we've had four
business owners exit nine and a half multiple seven, multiple, five,
multiple four multiple. So those are not bad, especially for
the industries that they were in. And the nine and
a half was just the right time and the right situation,
and they negotiated very well also, but private equity really
(11:49):
wanted them, and you know they were with us for
quite some time. Our average age of members is somewhere
around eight years now, and we've got members that have
been around for as long as twenty so wow.
Speaker 3 (12:01):
And what industries do you focus on?
Speaker 5 (12:03):
So the Alternative Board is broad based because as I
said earlier, and I think you agree, all businesses have
the same basic tenants. You have to find leads, you
have to turn those leads into customers, you have to
maintain the customers right then you have to figure out
how to increase pricing as well as increase the sales cycle.
(12:25):
And the last one is you got to decrease costs.
At the end of the day, every business needs to
do those things. How you go about it is totally different,
and each industry is going to have its nuances. So
bringing that to the table and the awareness of that
focuses the business owner on what specific area right. And
of course you know you're doing eighteen things at the
(12:46):
same time. You're a business owner, you understand. But that's
how I help business owners.
Speaker 4 (12:52):
I'm sure you've got a lot of stories.
Speaker 2 (12:54):
I mean, part of the reason that I love what
I do in business development is that what I do is,
you know, those basic things. You help the businesses with
those basic that basic structure. But the stories are all
vastly different. Every business is unique. Tell us a story
about you working with a business and what that was
like and how that worked out and how that was
(13:17):
impactful to that business.
Speaker 4 (13:21):
That's a great question.
Speaker 5 (13:22):
And uh, you know, I had a couple of different
ones that I was thinking of, but doing the Leadership
Team Workshop series, our strat PROSS series, although it was
called something else previously, but I was working with a
company where the majority owner knew where he was going
and he was getting ready to kind of make things happen,
(13:43):
and there were there were two other owners in the
business and he really needed to wreck one to recognize
that they didn't.
Speaker 4 (13:49):
Belong in the leadership room.
Speaker 5 (13:51):
And that's kind of a very difficult thing to do.
But through the workshop process, you know, learning to align
the team, to understand what the vision is, to really
focus on where we want to go, to be able
to diagnose problems, and then after those things start to plan,
execute and optimize. Right, So that's the workshop series is
(14:15):
overarching objectives, And through that process, this particular individual realized
in fact that they didn't belong in the leadership room,
and they sold their interest to the owner.
Speaker 4 (14:25):
They kept a job.
Speaker 5 (14:26):
But when I do these leadership team workshops, we often
say the leadership team is going to look different at
the end.
Speaker 4 (14:32):
Of this process.
Speaker 5 (14:33):
So I think that that was a very impactful process
and a very impactful work that took quite some time
to do. But leading these workshops for the leadership teams
and the business owner really helps to bring the business together.
It cohesives the leadership team and allows the leadership team
(14:54):
to delegate and communicate better effectively down the organizational chain.
Speaker 3 (15:00):
It seems like, you know that example that you used,
they could have walked away and been just a silent partner.
Was that an option for them?
Speaker 5 (15:09):
Well, the original owner was looking to consolidate because he
knew he was getting ready to retire and sell.
Speaker 2 (15:16):
So that was, you know, still very powerful to come
to that realization that now is the time. That's a
very difficult decision. So this you're not playing around here,
You're helping people make some difficult decisions.
Speaker 4 (15:28):
Oh yeah, absolutely, without a doubt. And you know that's
it is.
Speaker 5 (15:32):
Helping people is really that's where I'm at in my
life and in my career. I've had a you know,
a raise aware of my health journey, and I'm just
jazz about helping people. So, you know, getting up in
the morning, that's what it's all about. It's like, who
am I going to help today? What am I going
to learn today? I have a saying that it's a
G square day. Every day is a good day. That's
(15:53):
going to be a great day. I don't have bad
days anymore. Bad things happen, but you know, who am
I going to help? And how am I going to
make this a great day?
Speaker 3 (16:02):
That's awesome. So when you walk into the room, sometimes
do you walk in with a misconception that, Okay, this
is where, this is the path that I think we're
going to take, and it takes a major detour and
a diamond in the rough pops out.
Speaker 5 (16:15):
I don't ever go into anything thinking that it's going
to happen. I literally, every meeting, every every conversation, I
take my coffee cup visually and I turn it over,
I dump out everything, and it's like, okay, here's a
clean piece of paper.
Speaker 4 (16:30):
Let's see what's going to happen.
Speaker 5 (16:31):
Every workshop, you know, obviously certain times is objectives from
the business owner, and we're going to try and get
through those objectives. But if it's just let's do a
workshop and see what happens, which is what I prefer,
then we do that. And generally, when those workshops happen
and we're doing what we do, people realize that they.
Speaker 4 (16:50):
Don't belong there. How impactful?
Speaker 2 (16:52):
Now, how do you get the message out? This is
a very educational process. And again, just you know, judging
from my own experience, is a business my person for
a credit union there's so many different things I have
to educate folks on before I can move forward and
potentially do business with them. Hear what you're talking about.
It's an intellectual process, it's an emotional process. How do
you how do you get the news out about what
(17:14):
you do? And how do you network and talk about
this stuff?
Speaker 5 (17:18):
Well, just s as you and I know each other
through networking. It's it's honing the message. And I've been
honing the message for the last couple of years since
I since I got through my illness, and I'm trying
to find more speaking engagements. Obviously, everyone that I talk
to is like, if you know somebody that would like
to hear me talk. I have a lot of things
(17:39):
I can share in terms of what's a business worth
and why, how to improve this? You know, there's a
lot of different things that I've spoken on over the years.
Uh So it's that it's it's and then who might
you be able to introduce me to that you think
I might be able to help or that might be
able to you know, point me in a direction that
someone needs help. So the thing that I've learned is
(18:01):
everyone needs help. People don't want to ask for it.
Nor do they want to admit that they need to help.
And once you get past that, it really is easy
to get help and to grow.
Speaker 2 (18:13):
Who is it that you're looking to me? Can you
be as specific as possible, like, who is it that
that's helpful for you to reach a good number of
business owners to help?
Speaker 5 (18:22):
So business owners that are probably three million in up
and we've worked with, as I've worked with, you know,
businesses as big as three hundred million dollars that are
looking that are having obviously leadership team issues that maybe
the business owner is working too much. And the more
(18:43):
valuable businesses are the businesses that owners don't show up
to as opposed to do. Right, have you built an
engine that generates cash flow without you? So that's to
me the biggest objective not that you don't have to work,
but that you can work from the golf course, the
boat to pick up the you know those kind of things.
Speaker 4 (19:03):
That's the ideal.
Speaker 5 (19:04):
Yeah, well that's that's that is what it is. But
I you know, like myself, I enjoy what I do,
and many of the business owners I work with do
enjoy what they do, but not for sixty hours a week.
Speaker 2 (19:16):
Right, Now, do you work with any solopreneurs because I imagine
that's something that how do you do that?
Speaker 5 (19:22):
Okay, So that's the flip side, which is I'm building
virtual accelerator boards. Now we have a smart technology platform,
a different one called profit Coach. It's workshops and videos
that help that small solopreneur recognize how to either continue
(19:42):
to be that solopreneur or to start to grow. The
biggest thing that solopreneurs deal with in my experience is sales, sales, sales,
and by the way, I need to make some revenue,
so let me get some sales done. So that's their
biggest focus and and this platform really helps to hone.
(20:03):
You know what your position of market dominance is, how
the right way to market yourself is and the channels
you need to do to have eyes come to you,
to people to ask you, how can you help me.
Speaker 3 (20:18):
You are listening to Tower Talk Business Radio and our
guest today is Todd Wrinkler, owner of Calm Waters Consulting's
partner and soon to be sole owner of the Alternative
Board of Suffolk County. My name is Dannis Shaboston Hill.
Along with Ray Schwetz on the voice of Nasau Community
College ninety point three WHPC.
Speaker 2 (20:38):
What's the strangest business story that you have. I'm sure
there's something that's kind of odd, and you don't have
to name names.
Speaker 4 (20:45):
You can protect you so protect the guilty as I may. So.
Speaker 5 (20:49):
I was valuing a natural gas distributor down in southern Jersey,
pulling somewhere between five and seven tankers a night out
of Elizabeth, pretty big company. And there was a marketing
expense spectrum marketing, and it was four thousand. This was
back in twenty twenty to I mean twenty two thousand
(21:12):
and two, two thousand and three, it was a long
time ago. But there was this marketing expense forty nine
seventy five every month, and then I guess April, May, June, July, August, September,
sometimes October. There was anywhere between twenty five and fifty
thousand dollars into this marketing expense. And you know, when
you're valuing a business for estate planning purposes, the objective
(21:34):
is to keep the value lower as opposed to higher,
so that you don't utilize the most mistake. But again,
the value is the value. And I kept asking, what
is this spectrum marketing? And this individual was like, don't
worry about it. Don't worry about it, don't worry about it.
I had an intern who googled Spectra, and Spectras were
(21:55):
offshore power boats, so super you know, super high end
or sure power boats. So I said, John, you know,
tell me about this, and he goes, well, it's sort
of like marketing. He goes, it's my it's my raceboat.
And I go okay. He goes, well, I'm in a
rich boys club. We all line up in a straight line.
(22:15):
We do poker runs from let's just say we'll start
a city island and go to Montalk. We'll start a
mon talk and go to Atlantic City. We'll go from
Atlantic City to and we get in a line in
the ocean or out in a body of water, and
we go straight. If someone's in your way, you have
to stop. And by the way, it's one hundred thousand
dollars a guy cash in winner take all.
Speaker 4 (22:36):
Wow.
Speaker 3 (22:37):
Wow, that's no, that's marketing.
Speaker 4 (22:39):
Yeah. So it had the name of his company. It
was what a gas was on the side of the book.
Speaker 3 (22:45):
So that's why marketing is the first to go all
the time.
Speaker 4 (22:50):
Yes, and it should be the last to know.
Speaker 5 (22:53):
You're absolutely so that's that's a I think my most
unusual story.
Speaker 2 (22:58):
That's a good one.
Speaker 4 (22:58):
Yeah it is. Yeah.
Speaker 5 (23:00):
Look, business owners oftentimes live out of their businesses, and
you know that's good and it's bad. I mean when
you're looking to sell your business, it's not a good thing.
Speaker 3 (23:11):
Right, Yeah, everything gets revealed now, Todd, what are the
top three things a business should do when you're preparing
for a meeting with you? Or an excess strategy? Or evaluation?
Speaker 5 (23:23):
Well, evaluation. There's forty two items on a document request list.
Many businesses don't have all of them. So you know,
I walk the companies through helping to gather the data
that we can then work through and synthesize. As far
as meeting me for you know, planning or discussing whether
(23:47):
or not TAB would be a right fit or some.
Speaker 4 (23:48):
Of the products or services I have.
Speaker 5 (23:50):
You know, there's really nothing other than let me hear
your story. Let's have a conversation and see if it
makes sense to have another conversation so that I can
potentially help you.
Speaker 2 (24:00):
What are the accomplishments that you're most proud of. I've
been in this business for a very long time.
Speaker 5 (24:06):
Long time. I think there's there's two things. Because I've
helped so many people over the years. I fought the
I R I think fighting the I R S for
an estate valuation where the party that I was working
for at the end, we ended up basically splitting with
(24:29):
the IRS a ten million dollar assessment. As she said
to me, she was a professor of something down at
Emory userverse here, I don't remember what, And she said,
the document you wrote was like a thesis. And I'm
so glad I listened to you because she saved me
five million dollars.
Speaker 3 (24:49):
Wow.
Speaker 4 (24:49):
She didn't want to do it. She didn't want to
fight the I R S.
Speaker 5 (24:52):
But I thought that we had valued, you know, a
valid argument for my valuation and some valid arguments to
fight IRS. And you know, we ended up splitting a
ten million dollar difference.
Speaker 3 (25:04):
So like those numbers. Yeah, Now, Todd, what's your differentiator
from others out there that may provide similar services.
Speaker 5 (25:12):
That's a great question. I am who I am. I
am unabashedly a New Yorker. I don't sugarcoat things. You know,
if you want somebody to tell you, oh, that's okay
and it's nice, I'm not your person.
Speaker 4 (25:31):
I'm serious about getting worked one.
Speaker 5 (25:32):
I'm serious about setting objectives, understanding how we can measure
those objectives, and figuring out what the value of those
objectives are and whether or not there's a reason for
you to make an investment in our relationship.
Speaker 2 (25:46):
So Todd will give you tough love. Yeah, oh yeah, absolutely.
Now what's the one thought you want to leave our
listener with? And please give us your contact information where
folks can find you.
Speaker 4 (25:56):
Sure, so, Todd Wringler or Todd B. Wrangler.
Speaker 5 (26:01):
Actually there's five Todd Wranglers in the US. I'm one
of them, and it's a B I'm on LinkedIn under
Todd B.
Speaker 4 (26:08):
Wrangler.
Speaker 5 (26:10):
The alternative board is www t A B.
Speaker 4 (26:15):
And y dot com.
Speaker 5 (26:17):
And you know my cell phone's five one six three
one seven two eight five six.
Speaker 4 (26:22):
Give me a ring, say hello?
Speaker 3 (26:24):
Tell us then numbering int.
Speaker 5 (26:25):
Five one six, three one seven two eight five six.
And I think the thing I want to leave everyone
with is is it is a G squared day, because
every day is a great day. And if you're moving
towards an objective, just keep going. Don't question it because
you are awesome. And I'm not sure the last time
you told yourself that.
Speaker 4 (26:47):
I love it great words. Thank you so much, Todd.
Speaker 2 (26:49):
We really appreciate you being here today and sharing information
about the work that you do with the Alternative Board
and with your business. Thank you so much.
Speaker 4 (26:57):
It's my pleasure. Thank you, thank you, thank you.
Speaker 3 (26:59):
Then I like to leave you with dbi's philosophy. Whither
you run the day or the day runs, you genre
excellent words.
Speaker 2 (27:06):
So we want to thank you for being with us.
My name is Ray Schwtz, along with the Niche of
Boston Hilt, your co host and producers. Visit nccradio dot
org for more information. We're available on Odyssey, tune in iHeartRadio,
as a podcast in iTunes, Android podcasts, and speaker. This
has been Tower Talk Does This Radio powered by the
Voice of Nasimita College ninety point three WHPC
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Las Culturistas with Matt Rogers and Bowen Yang
Ding dong! Join your culture consultants, Matt Rogers and Bowen Yang, on an unforgettable journey into the beating heart of CULTURE. Alongside sizzling special guests, they GET INTO the hottest pop-culture moments of the day and the formative cultural experiences that turned them into Culturistas. Produced by the Big Money Players Network and iHeartRadio.
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.