Selling to the Government & Military with Lee Moritz, NC Military Business Center

[00:00:02] What you want when you want it, where you want it. This is The Mesh. Welcome to the Entrepreneur Exchange on the Mesh podcast network. A monthly conversation about startups and small business with ideas tools and advice to operate your business more effectively. On today's show,

[00:00:24] who buys the most products and services in the United States? The Government, and today we'll be talking with Lee Moritz with the North Carolina Military Business Center to talk about how the North Carolina Military Business Center works to connect

[00:00:38] manufacturers and service providers to military contracts and how it might be an opportunity to grow your business. Plus, as always, we'll have our small business of the month feature. We'll recommend some interesting businesses that you should be checking out.

[00:00:54] My name is Jeff Newville. I'm your host and director of the Manufacturing Solutions Center in Conno over North Carolina. I'm joined by my co-host Gary Muller, who is Executive Dean of the Economic Development Incorporate Education at CVCC. I don't know if I said that right Gary.

[00:01:10] You're doing great. How are you doing today? I'm doing wonderful. Things are exciting on campus. We have lots of students with false semester starting. It's still hot out there, but you've got students on campus.

[00:01:21] It's hot and we've got a lot of students that feels much better than did during COVID. We're hoping to be beyond COVID, but though we're glad that your students are back. We hope that they're engaged in learning and interested in everything's going well for them.

[00:01:36] We're keeping our fingers crossed. Looks good so far after the first two weeks. Okay. All right. Well, I hope enrollment is up. You're home and is up. Yes. I'm glad you mentioned that. It's up for last three semesters. Okay. We're now in coming out of COVID too.

[00:01:52] All right. Wonderful. Well, good deal. Well, we have a guess with us today. We have Lee Ritz. Lee, how are you doing today? I'm doing great. Thanks. I appreciate you having that. Oh, it's hard to imagine.

[00:02:02] Lee has a broad background from serving as a US Army Avia in his worked in the textile industry. His work with several companies that sell to the military. And now Lee is working with the North Carolina Military Business Center.

[00:02:17] And by the way, Lee also has a heart for public service as he also served several terms as mayor of the city of Connover. But I guess you got tired of that. Well, no. I was just a term limit guy. So I'm sorry.

[00:02:29] But somebody else would good ideas come on board. Oh, well, that's that's very good. Well, I didn't kind of. We're very pleased. He was our main. I appreciate that. Thank you. Well, we appreciate you joining us today.

[00:02:40] And just sort of tell us a little bit about the North Carolina Military Business Center. What is it? And how did you get involved with it? I will. Sure. Well, it's it's a very exciting time.

[00:02:52] First off, I want to thank you guys for having me and I appreciate Dr. Hinchau and what he's done for the North Carolina Military Business Center in the 40 years. And in the community. North Carolina Military Business Center really was a vision back in 2005.

[00:03:06] And what it was is a group of folks got together and stuck with the state legislatures and realize that North Carolina has the fourth highest amount of military Acted duty military in the United States. Six military installations, 100 garden reserve facilities, one in every county. Over 130,000 military members.

[00:03:29] And we have 18,000 military members transitioning out of military in North Carolina. So it is in defense is in North Carolina is the second largest industry. Anybody want to guess what the first largest is? Agriculture. So in behind agriculture is defense.

[00:03:50] So starting in 2005, how I got involved with them is most of the members in our own team either have a strong industry background, a strong military background were federal contracting officers themselves in retired. So I kind of check some of those boxes.

[00:04:10] You know, as you mentioned, I am retired military. I was an AV officer. Oh absolutely thank you. And also I have a career in industry. I was 25 years in textiles and Jeff and I were friendly, friendly competitors for number of years.

[00:04:27] And so it worked out really well for me to come on board, gentlemen that I came on in January of 22. And the office was about a year older so and the gentleman retired and they thought that I'd be a good fit for it.

[00:04:46] So it's been really good way for me to give back to two industries if you will. I love one is one of this course our veterans in number two is being able to textiles. You know textiles really gives my family for a long time.

[00:05:02] That's how I got involved. You know, today the North Island Military Business Center has in the team, the entire team of 29. We got 29 people on board. We're we're have offices in 12 different community colleges throughout the state.

[00:05:18] We're very blessed that Dr. Hinshal saw the vision and gave us a space to be on East Campus. So that's where I'm my office is located. But what we've done is we've touched over 5,000 contracts.

[00:05:30] 17 to half billion dollars is what has been quite a two to the worth of our organization since inception in 2005. So I'm very proud of that. It's amazing. Yeah and I assume not goes not always good to assume that your work is just within North Carolina and the balance.

[00:05:50] But I think that probably a lot of the activities that you do probably are applicable to other states as well.

[00:05:57] In terms of just saying that there's an awful lot of potential business out there if you know how to go after it and you can connect to the right government contracts and military. Well, it will said Jeff and just like with you with the Manufacturing Solutions Center.

[00:06:13] You concentrate on working on the companies that you're your bread and butter but you realize also that the rising tide floats all boats.

[00:06:20] So we do assist clients outside North Carolina because those North Carolina outside North Carolina companies may need a subcontractor that's in North Carolina or a teaming partner or they may need a button or a zipper from a particular garment made in North Carolina.

[00:06:38] So yes, we do work with them but you know our our charter is really focused on North Carolina companies and how we can assist them.

[00:06:48] So so when you know looking big picture just in terms of the yeah I think you throw out a number out there of $17 billion worth of federal contracts.

[00:06:58] I mean what how big is this pie that's out there that people might be able to take a bite of if they know how to go about it. There is a lot of opportunity.

[00:07:09] You have probably some folks on your podcast that do service in service industry, you have folks that make a product. You may have somebody that on your podcast that has an innovative idea that will help our war fighter. There are different pathways you can take.

[00:07:25] You got to think about anything this purchase in the government is put out for bid. That's just a way they do business so you can imagine as large as the defense budget is as the number of the curimates that are out there.

[00:07:38] Some of them work on multi year contracts but others are our procurement to go out and some or not appropriate funds that actually that entrepreneurs can go directly to the facilities. And they be paid with a government credit card up to like $10,000.

[00:07:55] So there's different ways and avenues that entrepreneurs can do business with the government. And you throughout a little bit of information about the success that the North Carolina military business center has had.

[00:08:09] How many companies are you guys dealing with on an annualized basis or just sort of how big is your reach and what sort of outcomes do you guys get?

[00:08:17] What I do in a daily basis is I am on a crassam.gov and I have not everybody knows what that is. Yes, it's a you can Google it's a it's a national website where all procurement is put out on and it's a public all public domain.

[00:08:37] But I'm monitoring it and I focus in on. No matter what your industry is we probably have someone that is a technical expert if you will subject matter expert is what I call in an an

[00:08:49] and I concentrate primarily in textiles because of my background in textiles and also airspace because of my background in aerospace international contracts with aerospace.

[00:08:59] So I focus they they tailor sand.gov and those by next codes which is North America industry standard to really on what particular industry it is and they funnel those particular opportunities to me.

[00:09:14] I look through them and then I pick out the ones that really I feel like pertaining or kind of businesses and I upload them in our system.

[00:09:22] And then our system pushes out an email to folks that are signed upon match match force which I will I'll go over a little later in our concentrate in our conversation.

[00:09:34] But what does and match force is that actually pushes out opportunities like a concierge service to our clients. That's very good and what is it cost to be one of your clients absolutely free not say that's good too.

[00:09:48] One thing I will say in it's very visionary in North Carolina because when they when they looked at this and they saw the impact of the military and the defense industry in North Carolina.

[00:09:58] They stepped up you know our our network of folks the North Carolina military business center is the only one in the United States.

[00:10:07] You know we've had some easy we've had we've had other states actually come and say how does your model work and what do you do but they're looking about setting it up but.

[00:10:17] We're the only one out there really focusing on building business for North Carolina companies in the end of Smith's industry. Do you think that's because of just the prevalence of military bases in North Carolina and their other states that have.

[00:10:33] Large military populations as well a North Carolina probably skews a little bit more toward a manufacturing environment than maybe other states is just the combination or the vision of our legislature and political leaders.

[00:10:49] Well think about it we've got we've got different strategic industries in North Carolina that fit handing glove right into the fence.

[00:10:58] Textiles and tactical equipment aerospace medical and human performance construction food advanced manufacturing all that's being purchased by the by the government maritime we have maritime on the eastern part of North Carolina training simulations there's a lot of. Industry right here in North Carolina that fits very nicely.

[00:11:22] In in the defense ecosystem and we have like say we have subject matter experts in all those fields and then we also have folks that have done a lifetime of working contracting. And they can assist and review proposed before they go into increase your chances of winning.

[00:11:42] So so you said that. You know a piece of your work is sort of reviewing information that's coming through matchforast.com and trying to connect people the right partners.

[00:11:58] So we talked a little bit about just the I was a necessarily the contracting type process but if I want to you know hey this sounds like a great opportunity I haven't done business with the military haven't done business with the government.

[00:12:12] What what are the things that I need to be thinking about if I want to do that sort of business and.

[00:12:17] What are the what are the what are the steps and you know what are the good things one of the bad things about doing that well I want to shout out to our one of my really co partners there at.

[00:12:27] And that's Suzanne Wallace and she says she works in the small business she's director of a small business center.

[00:12:35] So if you're interested and you've never done any business with the government I would I was scheduled time to go sit sit with her and what what she'll do is she'll walk you through on how to get on sand I go how to get all your credentials to where you can get on these websites.

[00:12:50] And once it's not it's a cumbersome product process as you can well imagine dealing with the government but it's not it's not impossible this takes a little time and commitment.

[00:13:03] So if you'll deal with her get on board then you can start looking at opportunities yourself and decide if you want to compete or not.

[00:13:09] This is not for everyone and I'll be the first to tell folks anybody that asked me is it's a great way to put a different business unit in your company. It's it's not great if this is a soul revenue generator.

[00:13:28] You know the government you know it buys and then it doesn't buy and it buys a lot and it buys nothing. So there is some abs and flows in this business. Is it a long process dealing with.

[00:13:44] I can do it in a and a dry spell and then something like Ukraine to flare up and then all of a sudden they won't. They won't 10 times what they wanted so.

[00:13:55] And now yeah so and now so yeah there's there's some research things that you got to take in consideration. Also that it's different than you're dealing in regular industry whenever I sold a product to a retailer.

[00:14:09] Most of the time they continue to order that product as long as they're selling well the government when your contracts up they re-bid it. So you're constantly competing with other folks for the same product so you've got to go into it as wide open.

[00:14:25] It is recommended that you really be in business for at least two years and be financially stable because the government will check because think about it.

[00:14:35] The federal bureaucrats got level that that buy this stuff the only thing they won't is to be able to put the solicitation out award the award and then the war fighter get their product or service. And if that happens they're happy when that doesn't happen as a problem.

[00:14:53] So just take that and keep that in mind that the bids are out there it's good business it's additional good business but once you sign up and you win a contract you're expected.

[00:15:05] It is a contract with the US government you will deliver all the time and the quality of product that they're speccing. We won't ask what sort of bad things might happen if you don't well assume that if you're going down this road you're prepared to do that.

[00:15:23] Now you said that generally a company needs to have been in business for two years I don't know if that's a it's not a hard-fast rule.

[00:15:31] It's a general guideline that I've heard several times even from the government because you know part of the registration process is they want to know what your past performance is. And they want to know if there's eventually able to.

[00:15:44] It will be a winner because when they give you an order they don't give you a upfront money right you're buying your mind your raw materials and and set or to build that now one thing I will say.

[00:15:55] And a lot of you are entrepreneurs out there probably done business and had to chase down money after you deliver product the government does pay you. As long as you're you execute on the contract what are the terms they 30 days they're negotiable.

[00:16:09] Okay. Yeah, they're negotiable but the government does pay you according to the contract and the terms do vary depending on the contract. Now you also said they're putting all the products and services get put out for bid and.

[00:16:30] We're talking about taxpayer money so we're hoping and assuming that decisions on on who gets these contracts are being well thought out.

[00:16:41] Is it strictly based on cost or there are other variables that come into play when people are bidding on these various contracts low cost best qualified is the term that they you so.

[00:16:52] If you're meeting the standards and you're competing with three or four other folks and if you're meeting the standards and your lowest cost you will win.

[00:17:02] If if the person that's the lowest cost in their proposal have not met all the standards then they can be they won't go with the lowest cost because.

[00:17:14] Yeah, what happens a lot times is when people in this is a different segment we get have later on but when they put in these proposals. Sometimes people want to elaborate and kind of change it around and do their own thing.

[00:17:29] Answer the government's questions and that's it and and you'll you'll be a lot more successful. Once I've seen is I've seen companies that I felt like we're best qualified lowest price, but they got kicked out for a tentacality.

[00:17:45] In other words the government asked for a specific piece of information on their proposal it was omitted for whatever reason so they're checking boxes correct.

[00:17:55] Again, this is these are bureaucrats got level but some of them don't even know what this what the product is that they're there by unfortunately.

[00:18:05] So so make sure you're throw and answering the questions but you don't sometimes it might be best not to give them more information than what they're asking for that's right.

[00:18:16] So I think one thing that you mentioned when we started talking a little bit was that you might work with someone outside of North Carolina because it might create some subcontracting opportunities for businesses within North Carolina.

[00:18:33] Are there certain requirements for me to operate as a subcontractor or how how do I how do I entertain those sort of opportunity. I'm glad you brought that up Jeff because this is really where my industry success is came from when we were dealing with overseas contracts.

[00:18:54] I'm working with the prime and a prime contractor is the one that is is overall and only it's a very large contract. But we approached them with often particular services to be a teaming partner, okay? And that's a commercial that's a commercial transition with that prime.

[00:19:12] Now the words that prime is having to fill all the government regulations. You're doing a commercial contract with that prime you're probably the team that means that you're still at ethical standards, et cetera.

[00:19:24] Still after five or thing that you're doing a commercial transaction with that prime and it's a very lucrative lucrative and also good way to get started is to understand who's out there in the prime.

[00:19:40] And I'll use construction as a as a good construction's big in North Carolina, you know, lot of federal construction and then you might be you might be a tradesman.

[00:19:52] Well, find out who that prime is building that giant VA hospital and then you hook on as a as a teaming partner with them. It's a good way to get started before you jump in and try to win these contracts.

[00:20:06] This podcast is sponsored by Jackson Creative, a custom communication agency located in downtown Hickory, North Carolina specializing in online content creation to learn more visit the Jacksoncreative.com Jackson Creative we tell your story.

[00:20:24] You still have to be registered now you still have to get your same registration, get your cage codes and all that. So you need to see Suzanne on them, but it's a good way to do it. You can learn what they have to get through.

[00:20:39] Recently there was you know an open request out there for transporters trucking companies so things things do open up in a number of different fields. And you mentioned Suzanne Walsh a couple times and she's our local small business director if you're another part of North Carolina.

[00:21:02] There are small business centers at each community college and also we're fortunate to have the small business and technology development center which is, which is affiliated with universities at North Carolina, a state university's in North Carolina.

[00:21:16] But I think also provide this sort of assistance that you're talking about in terms of getting people registered into the initial getting getting that initial processing done just so that they can participate in these type of contracts. Absolutely, I appreciate you pointing that out because that is true.

[00:21:33] I called out our local rep but there's reps all across North Carolina. And if you happen to be in another state you can probably go to a small business center or advising service that many states have and they can probably help you with that as well.

[00:21:48] One thing I do want to point out is on our website which is in cmbc.us, in cmbc.us.

[00:21:57] We have a great checklist. So if you're interested in getting into this we have a checklist there that you can print off and kind of just go down, go down that particular checklist on how to get into the federal system and get yourself. You know registered.

[00:22:13] It's a good it's a good, good thing for me.

[00:22:16] So now you mentioned matchforce.org a couple of times and I was that is that something that you use is something that private companies should be looking at once they get registered and say how should people be using that or should they be using.

[00:22:33] Matchforce is a free and a wonderful service if you want to get into the contracting. And let me tell you it's really fun to buy the state in North Carolina is for North Carolina companies. You have to have a North Carolina mailing address if you will to register.

[00:22:49] Once you end the system say you're going to have your next code, you have your product service code which really drills down to where if you're making these cups it drills down to plastics and it drills down to the cup.

[00:23:02] So it really focus you in on your particular product or service. Once you plug that into matchforce and you're registered into matchforce when these opportunities come and they come out every day from sam.gov.

[00:23:17] Then the computer if you will or the, you know it, the software pulls your your particular solicitation that might be beneficial to you and every day at three o'clock. It's like a concierge just patches it just compiles and packages it up to you and sends it to you.

[00:23:39] Now you can either, you know, put it in your junk file or or you can look through it and decide that you want to participate.

[00:23:46] So it's a really good service and we've gotten a lot of great compliments throughout the state on how that has help folks identify and encourage them to participate.

[00:24:01] And so you can see that there's a lot of people who are interested in this from that little tickle email that you get every day. Holly recommended.

[00:24:07] Now I've heard a different points in time that there are certain, certain portion of contracts are set aside for small businesses or minority businesses or women owned businesses as that.

[00:24:22] What's the poop there and is there, there's some accuracy in that and might there be more opportunities for some of those groups. Great question and the government wants to be fair.

[00:24:33] Okay and what they have done is they have it's not fair for them to put out a solicitation all of a sudden the big big companies swoop in with their low prices and get everything. They have set aside to where if you're a small business and small businesses.

[00:24:51] There's different variables but overall if you're less than 500 employees you're considered a small business. Which in your entire life that's not that small but go ahead. Right. 23% of all federal contracts have to be awarded a small business. Okay.

[00:25:07] If you're in a hub zone, in other words, tier one, tier two county disadvantaged county. Well, 3% disabled veteran, veteran owned business. 3% of those contracts disabled business or disadvantaged business. You know minority owned what have you or women owned.

[00:25:30] They have different percentages of the overall amount of contracts that have to be awarded. Now you say, okay well if I'm in DLA, defense legislative, say you see awarding these contracts. I can either an award them directly and then I get my as as that God level bureaucrat.

[00:25:47] I get my low check mark saying that I that I award this to a small business or disabled owned veterans would have you. Or if you're a prime that you want to contract, you have to you have to obviously.

[00:26:01] You have to have a certain percentage of all those classifications of businesses under you that are certified. And you get great you don't that. So there's several ways that you can win as being one of those what I call set aside or protected classes.

[00:26:19] And I quite frankly am glad they have it, you know so we've got there's a there's a number of them. I just I just throughout a few of those but no. It's a great opportunity to serve for some folks that might not have it otherwise. Absolutely.

[00:26:34] Now you're you're specializing one of your areas of specialty these days, not just these days but you know from your work background is in textiles.

[00:26:45] And I know that you know just through my work with you in our current roles you're working hard to identify textile companies in North Carolina that might be able to help outfit our military and just try to find.

[00:27:02] There's a lot of interesting things going on out there in smart textiles and wearable textiles to give our forces every advantage that they can. There's also something out there called the barium amendment that actually requires that much of the.

[00:27:20] Clothing uniforms a pair of old be manufactured in the United States as well tell talk a little bit about the barium amendment and have that how that impacts some things first off from a textile friends when you think about it.

[00:27:31] When you think about the military a lot of people think about battleships and tanks and such or like that the most lethal thing on the battlefield continually is that person with the brain is the soldier and the only way would protect those soldiers through textiles and when I say textiles I don't only concentrate on uniforms.

[00:27:50] I do low bearing equipment we do pair of shoes I do body armor helmets. But to your point it's getting more and more sophistication I mean we're having sensors put on own uniforms. The real focus right now is lightweight looking at hemp hemp fabric because it saves 20% weight.

[00:28:15] The thermal management biometric monitoring so a commander can actually see when a soldier's getting overheated what have you. Energy harvesting through the movements of the textile is actually charging the battery and the commitment on your equipment on your back.

[00:28:33] There's a number of really out there innovation that's working. Bary and kissle is a wonderful agreement to me as a as a lover of textiles and we should need to protect it.

[00:28:44] And basically what that says is the US is not going to put on the warfighter equipment that's made outside the US. And when I say that I'm not saying it's put together in the US.

[00:28:57] I'm saying all the way down to the fiber that is made into the yarn that is made into the fabric that fabric is made into the garment that the button is put on there everything has to be very compliant our USA made.

[00:29:11] I'm very proud of that now what I like. I like to see is there are some exclusions to that and I know that it's being worked on by several organizations like bedding. You know bedding is not part of the berry furniture is not part of the berry.

[00:29:32] I would like to see that because it really protects the textiles now on the flip side of that one thing I want to point out there's over 900 companies in North Carolina they do textiles.

[00:29:42] Now I can't prove this number but my best assumption by looking at this and dealing with this now for the past 18 months we have less than 10% doing government business. So you know if you're out there and you're in the textile business, you know consider there's the opportunity.

[00:30:02] And as you were talking, sounds like what he's talking about fits with a lot of things you're doing the manufacturing solution center. Yeah, yeah, we're our mission is to support US manufacturers so this certainly is fits very well with what we do.

[00:30:17] So and it's created lots of partnering opportunities with Lee in his group as well as other groups that we both work with that focus on both the military and government work so I'll good.

[00:30:32] Well Lee we appreciate you enlightening us on a lot of this you have any other advice for folks that are interested in doing business with the military or government that they should be thinking about.

[00:30:43] Yeah, I think the real key here is it is be patient do your homework. A lot of these things that I'm saying today just takes time. It's it doesn't cost a lot of money.

[00:30:58] Now if you're if you want to get in this business, you really need to sign a team member if you will to concentrate on it. It's not only these things you do as a hobby.

[00:31:06] Sounds complicated when she gets the system set up once you learn the government speak, I acrenims. It does come it does come a little easier.

[00:31:18] I would get plugged in with Suzanne get yourself up speed I get plugged into the North Carolina military business center we have we have these get together.

[00:31:26] Summit so different topics we just had one on textiles we're getting ready to have one on food we've had one on medical. We've had one on construction so if you're in any of those fields look on our website and see mbc.us.

[00:31:41] And see when we're having these summits and plug yourself into them it's super cheap you know $150 to attend this and we don't make any money all we're doing cover your food. You're food in the venue.

[00:31:54] So but it gives you a chance to come in see what it's all about and start handing out business cards and networking to get that teaming opportunity that I was talking about.

[00:32:04] And that's the quickest way to make in money with the government is it's that teaming opportunity in my opinion. So.

[00:32:12] Well and I also think you're saying you have to have some patience there and that you're playing a long game here but once you get in the game and getting established yourself it can really be a big contributor to your top line and your bottom line.

[00:32:28] And you get a system set up internally but then you've talked about a lot of resources to help support. Yes sir.

[00:32:35] Well we very much appreciate you joining us so we like to do a little bit of a lightning round with our guests you up for a quick lightning round with us. We're not giving you a choice. We're not giving you a choice. We're not giving you a choice.

[00:32:47] We're not giving you a choice. Anyway, you're sort of we lock the doors so you can't leave this month's lightning round is sponsored by global gym. You need to lose some weight and get in shape.

[00:32:58] Well that's not the right gym for you but if you already look good come to global gym you can check it on the internet. So leave we're going to throw you some quick questions don't think too much. You know some quick answers.

[00:33:09] So first question what is your biggest pet peeve. Uh, being late. Well, respect to you okay. What toppings do you put on your pizza? I'm pepperoni guy. Beetles are rolling stones. Uh definitely rolling stones. This one came to one of our listeners what's your most useful parenting tip?

[00:33:37] Patience? Patience? Zip your lip and yes dear. Any embarrassing situations that any of your children have been in that you can share with us? I've been blessed on that. My kids are pretty pretty pretty square. Good evening.

[00:33:56] We're hoping for something better that we might fill the using of that later day but we'll accept that. Any favorite food? What's your favorite dinner food? Uh you know, I eat a lot of different things but I would say probably chicken but I just. No.

[00:34:14] Last question for you. If you could have one super power, what would it be? Fly without an aircraft. Okay. That's a good one. Sounds like we're at the reference point. Yeah. All right. Well, you shared the www.ncmbc.usmbc. Yeah. Emerson Mary BC.us.

[00:34:42] If people want to find you, is that can they find you on the website or is there a certain place they should be looking for? Contact us on the website for sure. Courtney Smetic is our marketing director and our operations director.

[00:34:55] She really works on this website and I'm telling you there is a wealth information on there. Even if you're just thinking about it, get on the website and just poke around. See what we've done. A lot of the things we record. We record a PowerPoint's room there.

[00:35:10] We're not going to have anything to hide. Everything's public information. So really give you a good opportunity to see what we're all about. www.ncmbc.us. All right. That sounds great. Well, thank you so much for joining us today at End of our podcast.

[00:35:27] We always like to share a small business that we might be familiar with or run across. Will you have anybody you want to give a shout out to? Well, I do. I think at your acts, at your acts group right here in Hickory but I think our office

[00:35:42] What? Two blocks from here. They do a two retired Air Force officers, engineer types that are done a great job there. George Alton is just a very visionary gentleman and they've done a lot of good stuff with the military.

[00:35:59] So they would be another if you're local and you're interested in this. George would be more than happy to give you a give you advice.

[00:36:08] I think I've been to a few advanced where George has been to speak here and he seems very generous with his time and experience. Very passionate, passionate veteran. Yes. That's a good one. Gary, who's your small business this month? Thanks Jeff.

[00:36:23] I'm excited about talking about this small business of the month which falls into my topics of food and pets. This one's food. Taming eye had a great dinner at the Yeold Fashion Cafe in Ice Cream place and they didn't have an ending to it.

[00:36:42] That's how they ended their sign. Outside of Charleston and West Ashley we love Charleston as you know. As a place we've talked about it for a long time because it looked so cool.

[00:36:51] It's got the decor of 50s and 60s hamburger, hot dog and fried joint but it was packed. I mean it had cars and people lined up. After people here on the podcast, it would be more of an act. The secret is out.

[00:37:07] But sometimes you go when it's not as good. This was the best we ever had. Biggest hamburger just like five guys has a bag of fries. They had one of those and the head ice cream which we were counting on having after the fact.

[00:37:22] But we had burger and the fries were so much we didn't get a chance to eat the ice cream. But we'll be back in the next couple of weeks and so it was. We'll report back on the ice cream but it was fantastic.

[00:37:33] So that's the old fashion cafe in Charleston? Yep. West Ashley right outside. West Ashley. Yeah our listeners must think that you weigh like 300 pounds carry but you're like a skinny dude. I guess it's stress. You don't die at least something to be desired. I did start with 32 pounds.

[00:37:53] Yeah yeah and your teeth have not run out you're skinny. I don't understand it. I don't know but you know kudos. I'm very lucky but I do love food and sweets. Okay. Specifically.

[00:38:07] All right well I'm going to give a shout out to a new business called the Arbor shop, but ARB OR shop. I started a recent business start by a fellow named Craig Schultz who's been his career developing

[00:38:23] French or products for commercial and residential manufacturing companies where his goal was to design products that required a minimal amount of craftsmanship. Craig has retired from there and started his own business and he's really focused on craftsmanship

[00:38:41] and creating heirloom products and he's doing that with his new business called the Arbor shop where he selects hardwoods and builds some beautiful products one at a time. It's sort of a sweet side between handcrafted quality and reliability of product.

[00:38:57] And if you go to the Arbor shop.com, THE, ARB OR shop.com, you can see what Craig's working on. He started with some steps to holes that he started making when he was many years ago for his daughter and had a lot of requests for them.

[00:39:17] So now he's doing some of those and looking to expand this product client. We actually did some structural testing with him at our manufacturing solution center to see how much weight you can put on him.

[00:39:27] And you could put like three or four garries on one of these before they're going to crack. So they're very sturdy and had a chance to talk with Craig this week and wish him and his new business and never luck and check him out.

[00:39:41] So anyway, if you've got a suggestion for our entrepreneurs exchange small business in the month, you can email them to us at eExchangeatthemesh.tv. We want to thank Lee for joining us today and Lee give us the website one more time because anybody missed it.

[00:40:01] Yeah, more plug www.ncmbc.us. We also want to thank our friends at the mesh network. If you go to the mesh.tv, you can see all the cool podcasts that they've got going on and they've got a variety. So go check them out at the mesh.tv.

[00:40:20] And we'll look forward to talking with you again next month. Everybody take care of it. Take care. We're talking football. Thank you. You've been listening to the mesh and online media network of shows and programs ranging from business to arts, sports to entertainment, music to community.

[00:40:54] Our programs are available on the website as well as through iTunes and YouTube. Check us out online at themesh.tv. Just go to our other network shows and give us feedback on what you just heard.