Welcome to the Arena

ICR

In the increasingly crowded and competitive corporate and financial ecosystem, it’s harder than ever for companies to break through the clutter and be heard. The media, investors, agenda-driven influencers, even customers and competitors, are defining your business story on their terms. Therefore, it is imperative that companies take control and proactively drive the conversation with stakeholders in an effort to build & maintain equity value. In Welcome to the Arena, Co-Founder & CEO of ICR, Tom Ryan, interviews key business and financial players who influence the fate of public or aspiring public companies in the capital markets. As a former Wall Street Journal ranked sell-side equity analyst and the founder of one of the largest strategic communications firms in the world, Tom understands what it takes to navigate this complex environment. This is a forum for CEOs, CFOs, institutional investors, sell-side analysts, financial journalists, private equity professionals and other financial community participants to share their stories and give advice in an open and candid conversation. For more information, visit http://www.icrinc.com read less

Kyle Kazan, Founder and CEO at Glass House Brands – High Hopes: Growing the cannabis industry in California and beyond
Yesterday
Kyle Kazan, Founder and CEO at Glass House Brands – High Hopes: Growing the cannabis industry in California and beyond
Summary:There are a lot of things that California produces well: movies, wine, and now cannabis. Today's guest knows all about that. Kyle Kazan is co-founder and CEO of Glasshouse Brands, a vertically integrated sustainable producer of cannabis products. In 1991, he began investing in real estate, and became a manager of private equity funds. He's now launched a total of 23 funds with a current estimated value of almost $3 billion. In 2016 Kyle pivoted to the regulated cannabis industry. Since his early service as a special education teacher and law enforcement officer, Kyle's been a vocal advocate for police reform and ending the war on drugs.He makes frequent appearances on CNN and Fox and has been a guest professor at NYU, USC, and UCLA's business schools. Kyle's a graduate of University of Southern California where he played varsity basketball, and his long and varied career made for a great conversation.Highlights:Kyle talks about his early years as a basketball player, then a police officer turned real estate investor (2:57)What led Kyle to move into cannabis (5:38)The assets that Glass House has today (8:58)Glass House's vertical integration (10:49)Kyle discusses the brands of Glass House (13:37)How growing the product in California figures into Glass House's marketing (15:41)The challenges in this industry and the state of the market now (18:31)How the current political climate might affect Glass House (20:05)The total addressable market for Glass House (22:06)Kyle talks about his great team at Glass House (24:20)Their unique approach to investors (27:01)Links:ICR TwitterICR LinkedInICR WebsiteKyle Kazan BioKyle Kazan LinkedInKyle Kazan TwitterGlass House websiteGlass House LinkedInGlass House TwitterFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, marion@lowerstreet.co.
Manny Hilario, President and CEO at The One Group – Appetite for Growth: Redefining the restaurant experience
Nov 30 2022
Manny Hilario, President and CEO at The One Group – Appetite for Growth: Redefining the restaurant experience
Summary:At a time when many restaurants are cutting back on what they offer guests, the One Group is raising the bar on the dining experience, and positioning themselves for huge success in the process.Today's guest is Manny Hilario, CEO of The One Group and long-time friend of ICR. The One Group is a global hospitality company that develops and operates upscale and polished casual, high energy restaurants and lounges. Their two primary restaurant brands are STK and Kona Grill, where they aspire to be the global leader in vibe dining, a unique combination of casual, upscale lounge and restaurant experiences. They trade under the symbol T K.Manny joined The One Group as a board member in April 2017, and in October 2017 he became President and CEO. Prior to that he was CFO of Sizzling Platter, and was COO at Einstein Noah Restaurant. Manny began his career at McDonalds where he held various financial roles with the company. On this episode, Manny and I talked about the One Group's bold approach to hospitality, their growth strategy, and of course their unique vibe dining concept that is setting them apart from the competition.Highlights:What the vibe dining concept offers (2:57)Manny describes the STK and Kona Grill brands (4:16)New restaurant locations and how they're doing (6:00)The prospects for ROI on the expansion of the restaurants (7:57)The total addressable market for the restaurant brand (10:10)Manny discusses how their franchises work (12:41)The One Group's optimism heading into the holidays (14:33)Technology's role in the restaurant business (16:32)Manny talks about the deal with Reef Kitchens and the ghost kitchen opportunity (18:59)The One Group's philosophy on capital allocation (20:15)What Manny has learned from his various roles in the industry (22:09)Recent trends in the industry that have surprised Manny (24:00)Links:ICR TwitterICR LinkedInICR WebsiteThe ONE Group WebsiteThe ONE Group LinkedInManny Hilario LinkedInManny Hilario, The ONE GroupFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, marion@lowerstreet.co.
Dana Telsey, CEO and CRO at Telsey Advisory Group – Tales of Retail: Telling the story of the consumer universe
Nov 23 2022
Dana Telsey, CEO and CRO at Telsey Advisory Group – Tales of Retail: Telling the story of the consumer universe
Summary:You can never underestimate the power of high quality consumer research from a globally renowned team, especially when they're led with energy and heart by a top industry analyst.Case in point is today's guest, long-time friend of ICR, Dana Telsey. Dana is the CEO and Chief Research Officer of Telsey Advisory Group, which was founded in 2006. The firm has grown to be a leading equity research trade execution, investment banking and consulting firm focused on the consumer space.During her 35-year career, Dana has followed over a hundred companies. From 1994 to 2006, she was Senior Managing Director covering the retail sector at Bear Stearns. Prior to that, she was a retail analyst at CJ Lawrence and was a V.P. of the Baron Asset Fund at Baron Capital. In 2015, she also formed Telsey Consumer Fund Management, an asset management firm investing in consumer oriented companies.Dana's received countless awards and accolades during her career. This year, Dana was named for the third time as one of Barron's Hundred Most Influential Women in US Finance, and she was named for a second time as one of Rethink Retail's Top 100 Retail Influencers. And maybe most impressive is that she was a member of Institutional Investor Magazine's All America Research Team for 13 years, from 1992 to 2005.Dana is a regular on CNN and CNBC, she's a fountain of energy and knowledge, and on today's episode we had a great conversation about her career, the fascinating story of retail, and what's to come. Highlights:Dana talks about getting her start in the business (3:16)When and why she started the Telsey Advisory Group (TAG) (5:32)The industries and segments that TAG covers (8:08)The brands that Dana gets excited about (9:25)How equity research has changed in the last 20 years (10:25)Why differentiation matters for brands (11:50)Dana talks about being one of the few women-owned firms on Wall Street (13:14)Dana reflects on the uncertainty of the past 3 years (15:25)Which consumer areas are currently holding up well (16:32)Dana's observations on technology investment (18:11)What Dana sees happening with the IPO market, and what investors are looking for (19:44)Capital allocation and new channels like the metaverse (21:31)The holiday season and forecasting into 2023 (23:21)What TAG is investing in (26:27)Links:ICR TwitterICR LinkedInICR WebsiteDana Telsey BioDana Telsey TwitterDana Telsey LinkedInTelsey Group WebsiteTelsey Advisory Group LinkedInFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, marion@lowerstreet.co.
Noah Glass, Founder and CEO at Olo – Changing Your Order: The digital transformation of the restaurant industry
Nov 16 2022
Noah Glass, Founder and CEO at Olo – Changing Your Order: The digital transformation of the restaurant industry
Summary:We take for granted how rapidly restaurants have gone digital in the past few years, but it's actually been a vision 20 years in the making. And it all started with today's guest.Noah Glass is the founder and CEO of Olo, a leading commerce platform powering the restaurant industry's digital transformation. Over 600 of the most recognized restaurants and C-Store brands use Olo to grow digital sales, preserve direct consumer relationships, and maximize profitability. More than 85 million consumers run their orders through the platform annually.After attending Yale and spending some time abroad, Noah founded Olo at the age of 24. He established the company before the rise of the smart phone, starting out with a focus on text message ordering. Noah is now recognized as among the most influential leaders in the restaurant industry, and was named number one on 2020's Nation's Restaurant News Power List.Noah and I talked about Olo's inspirational origin story, the incredible impact the company has had on the restaurant industry, and the huge opportunities in this space going forward.Highlights:An introduction to Olo (3:23)Noah tells Olo's origin story (4:01)From protype to actually commercializing the product - getting restaurants on board in the early days (8:27)Noah takes us through Olo's products (10:51)The challenges of digital transformation in the restaurant industry (14:39)Noah talks about the total addressable market and how far into digital transformation we really are (16:38)The status of the restaurant industry, and the mindset around tech adoption (18:14)Olo's approach to R and D (21:06)Noah discusses Olo's financial position and philosophy on acquisitions (22:59)The culture at Olo (25:23)What investors might not understand about Olo (27:32)Links:ICR TwitterICR LinkedInICR WebsiteNoah Glass BioNoah Glass LinkedInOlo WebsiteOlo LinkedInFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, marion@lowerstreet.co.
Gregg Nabhan, Chairman of the Americas Equity Capital Markets, Bank of America – The Wisdom of the Deal: Learning from four decades of Wall Street deal-making
Nov 2 2022
Gregg Nabhan, Chairman of the Americas Equity Capital Markets, Bank of America – The Wisdom of the Deal: Learning from four decades of Wall Street deal-making
Summary:It's always a pleasure to speak to a grizzled veteran who has decades of experience leading hundreds of deals that have raised billions of dollars.Here to share that wisdom is Gregg Nabhan, Chairman of the America's Equity Capital Markets, as well as Managing Director of the Consumer and Retail team at Bank of America. Gregg is responsible for the origination, IPO valuation, structuring, book-building, price discovery allocation trading, and aftermarket performance of equity transactions. Gregg has almost 40 years of experience on Wall Street. He's led over 400 deals, raising over 265 billion for companies around the world, including 115 IPOs totaling 50 billion dollars. Prior to joining Bank of America in 2008, Gregg worked at Morgan Stanley for 13 years where he was a Managing Director in the equity capital markets. He has a BA in Economics and Political Science from Columbia University. Gregg and I talked about the past 4 decades of economic twists and turns, some of his career highlights and what he sees coming around the bend.Highlights:Gregg talks about his start at Bank of America (2:45)The IPO resources that B of A offers (4:35)Gregg's perspective on the last 3 years of market activity (5:20)The Fed's inflation strategy (8:43)The number of IPOs now, compared with the past 15 years (10:08)Industries that are favoured to open the IPO market (11:20)Gregg discusses the valuation reset (12:46)What strong performing companies have in common (14:45)What the Fed needs to see to change their stance on interest rates (16:15)Gregg's take on the state of the consumer (18:58)Gregg tells us about some of his favourite deals over the years (19:44)The biggest challenges for management teams going through an IPO (20:55)Gregg's take on ESG (23:15)Will IPO Road Shows remain virtual, post-COVID? (24:38)Gregg talks about the huge value of his mentors over the years (25:46)Links:ICR TwitterICR LinkedInICR WebsiteGregg Nabhan LinkedInBank of America TwitterBank of America WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, marion@lowerstreet.co.
Nitin Chexal, CEO at Palladius Capital Management – Opportunity Knocks: Finding real estate opportunities in unexpected places
Oct 19 2022
Nitin Chexal, CEO at Palladius Capital Management – Opportunity Knocks: Finding real estate opportunities in unexpected places
Summary:Sometimes, acquisitions that seem risky are actually just really smart: seeing opportunity where others don't. And in real estate, if you have the experience and a strong handle on research, undervalued assets are there for the taking.My guest this week is Nitin Chexal. Nitin is the CEO of Palladius Capital Management where he oversees all aspects of the firm, including leading a team of investment and asset management professionals focused on real estate equity and debt investments across the US. Previously, Nitin was a partner and Managing Director at Nimes Real Estate, and before that he was VP of Corporate and Business Development at Counsyl.  Nitin got his Bachelor's degree at UCLA, and has an MBA from the University of Chicago.Nitin and I talked about how Palladius'  bold approach to acquisitions helped establish the company. We also talked about how real estate trends will drive their business over the next few years. Highlights:Nitin explains Palladius' approach, interests, and how they scaled so rapidly (2:38)How Palladius' starting point was different than other firms (5:38)What being "tactically contrarian" means and how it gives Palladius an edge (7:09)Palladius' tactically contrarian approach to Austin, Houston and Chicago (7:46)Nitin explains Palladius' focus on shallow bay assets (14:31)The "hotel-ification" of multi-family rentals (17:52)How technology is being incorporated into Palladius' portfolio and operations (19:40)Nitin discusses Palladius' debt platform (21:36)Palladius' approach to democratizing real estate (23:33)Nitin talks about starting Palladius during COVID, and what he sees for the company's future (24:35)Links:ICR TwitterICR LinkedInICR WebsiteNitin Chexal BioNitin Chexal LinkedInPalladius Capital Management WebsitePalladius Capital Management LinkedInFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Joe Ennen, CEO at SunOpta – Milking the Market: Sustainable food products and the plant-based milk revolution
Oct 12 2022
Joe Ennen, CEO at SunOpta – Milking the Market: Sustainable food products and the plant-based milk revolution
SummaryA growing number of food companies are investing in sustainable product development, but only a handful are really getting it right. Joining me to talk about doing sustainability successfully is Joe Ennen. Joe is CEO and a director at SunOpta, which trades under the symbol S T K L. The company sources, processes, and produces organic, natural, and non-GMO plant and fruit-based food and beverage products. SunOpta sells to retail customers, food service distributors, branded food companies, and food manufacturers. They have 14 processing facilities, mainly in North America. Joe has over three decades of experience as a food industry leader. Prior to his current role, he was Group Vice President of Innovation at PepsiCo, and served as CEO at Columbus Foods, and CEO of Columbus Manufacturing. Joe has an undergraduate degree in Finance and Marketing from University of Minnesota, and an MBA from University of Michigan.We talked about Sun Opta's investments in capacity, innovation, and the five factors that have fuelled the huge growth of plant-based milk products.Highlights:Joe explains SunOpta as a business (2:57)The changes at SunOpta since Joe's arrival (4:21)SunOpta's five strategic imperatives (5:50)The company's ESG focus (8:45)Joe discusses what he sees for this market in the next few years (10:20)How SunOpta assures customer retention (13:06)Managing a diverse customer base (15:22)Joe talks about their impressive 2nd quarter results (16:31)Navigating through difficult times (18:11)How SunOpta moves with the consumer (19:40)What investors might not understand about Sun Opta (20:52)SunOpta's capacity-building achievements (22:45)Links:ICR TwitterICR LinkedInICR WebsiteJoe Ennen LinkedInJoe Ennen SunOptaSunOpta LinkedInSunOpta WebsiteSunOpta TwitterFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
TJ Jiang, CEO at AvePoint – A Head in the Cloud: Riding the huge growth in the Saas software industry
Oct 5 2022
TJ Jiang, CEO at AvePoint – A Head in the Cloud: Riding the huge growth in the Saas software industry
SummaryIn an industry that's seen incredible growth in the last few years, lots of Saas companies are exploding. But Saas software vendor AvePoint was on the scene long before the industry took off, and their strategic vision of the cloud's potential has helped secure their own extraordinary long-term growth.Back in March we chatted with AvePoint's Chief Brand Officer, Dux Raymond Sy about building brands, so I'm excited to learn more about this growing company with today's guest, AvePoint's CEO, Dr. TJ Jiang.TJ co-founded AvePoint in 2001, and he's served as CEO since 2005. He holds a Master's degeree in electrical and computer engineering from Cornell University, and a PhD in data mining from NYU and in 2010, TJ was the recipient of Ernst and Young's, Entrepreneur of the Year Award.Ave Point is the Saas backbone of data management and the hybrid workforce. Their full suite of Saas solutions enable organizations worldwide to collaborate with confidence in the cloud. More than 9 million cloud users rely on AvePoint solutions for securing data, sustaining connections and ensuring business continuity.TJ and I spoke about the early, lean years of the business, AvePoint's careful choices along the way, and the evolutionary factors that have made AvePoint one of the biggest players in the Saas industry.Highlights:TJ's enterpreneurship story: how AvePoint began (3:15)What AvePoint does and who their clients are (5:58)How the pandemic influenced their business (7:38)TJ explains the benefits and necessity of Saas technologies (10:15)The size of the market and why this is just the beginning of digital transformation (13:34)TJ talks about AvePoint's go-to-market strategy (15:01)Why AvePoint is enjoying great growth when other companies are struggling (16:58)The story on some of AvePoint's latest acquisitions (19:01)TJ discusses their philosophy on capital allocation (23:03)Some of the factors that have led to AvePoint's strong balance sheet (24:50)The things that investors might miss about AvePoint (26:32)Links:ICR TwitterICR LinkedInICR WebsiteTJ Jiang LinkedInTJ Jiang TwitterAvePoint WebsiteAvePoint TwitterAvePoint LinkedInFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Scott Hart, CEO at StepStone Group – Flywheeling High: Creating a niche in private markets investment and growing on your own momentum
Sep 21 2022
Scott Hart, CEO at StepStone Group – Flywheeling High: Creating a niche in private markets investment and growing on your own momentum
Summary:Private markets investment is a giant field, and finding a unique place in the business isn’t easy. But when you pay close attention to timing, the needs and wants of your clients, and building a solid team, you can make a definitive mark in the industry. Joining me to talk about how that's done is Scott Hart, CEO of StepStone Group, a private markets investment firm. Since its founding in 2006, StepStone’s seen steady growth, and that’s been fueled by their customized investment solutions and advisory and data services. With 23 offices around the world and $137 billion of assets under management, they just keep growing.Scott joined StepStone in 2007, and he’s held a number of responsibilities across the organization, managing important client relationships, serving as co-head of private equity co-investments, and eventually becoming co-CEO in 2019, and CEO in January 2022. Scott is also a member of the global executive committee, private equity executive committee, private equity investment committee, and private equity portfolio and risk management committees.We talked about the factors around StepStone’s huge growth since Scott started in 2007, and the flywheel effect that’s helped get it there. We also took a dive into how diversification helped them carve out a niche built around custom products for a global client base.Highlights:Scott tells us about StepStone's mission and how they carry it out (03:16)Some of the important trends StepStone reacted to when they began 15 years ago (05:51)Scott outlines StepStone's strong position within the GP and LP ecosystem (08:04)StepStone's diversification strategies, global approach, and visibility (10:26)What they have offered retail investors versus industrial investors (13:40)Scott discusses StepStone's acquisition of Greenspring Associates (15:02)StepStone's company culture and how they attracted the right people (16:39)The keys to international expansion and managing a global firm (19:31)The resiliency of the private markets after a decade-long bull run (21:57)Scott shares projections for StepStone's long-term organic growth (24:53)Links:ICR TwitterICR LinkedInICR WebsiteScott Hart LinkedInScott Hart BioStepStone WebsiteStepStone LinkedInFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Meaghan Montegari, Managing Director at ICR — ICR Industry Reports: Investor Access
Sep 14 2022
Meaghan Montegari, Managing Director at ICR — ICR Industry Reports: Investor Access
Summary:In an ever-changing market, consistent communication and messaging is essential to building up stakeholder trust. Corporate access is key when it comes to developing relationships between companies and investors, but access strategy can be difficult to navigate without the right experience. Joining me on this episode of ICR Industry Reports is Meaghan Montegari, Managing Director and Head of Global Investor Access. Meaghan recently joined ICR with over a decade of experience in all facets of corporate access and institutional equity sales. While on the sell side with companies like BofA Merril, Scotia Capital and Wells Fargo, she worked closely with corporates to identify potential shareholders, execute road shows, assist in mergers, spins, and acquisitions, and coordinate major conferences.In this episode, Meaghan and I discuss today's corporate access landscape, the importance of clear and consistent marketing, and why access to data combined with a human touch is such a difference maker.Highlights:What are investor access and corporate access? (02:46)Meaghan talks about the implementation of MiFID II and subsequent conflicts of interest (03:47)Meaghan discusses ICR's holistic view of the market (07:11)How has the shift towards in-house corporate access changed the market landscape? (09:05)Meaghan explains why a human touch is necessary when interpreting data (11:40)Why is it critical to consistently meet with or refresh your shareholder base? (13:30)How often should companies meet with investors? (16:45)Meaghan breaks down why ICR's corporate access services are designed to partner with the sell side (19:07)How is Meaghan using ICR's data to create a powerful new targeting platform? (20:29)Links:ICR TwitterICR LinkedInICR WebsiteMeaghan Montegari LinkedInMeaghan Montegari BioFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
John Mancini, Partner at Mayer Brown — Investing in your IP Strategy : The importance of protecting your intellectual property
Sep 7 2022
John Mancini, Partner at Mayer Brown — Investing in your IP Strategy : The importance of protecting your intellectual property
Summary:In today's knowledge-based economy, your intellectual property is your competitive advantage and it needs to be protected. My guest this week is John Mancini, partner at Mayer Brown and a member of the firm's global intellectual property practice, which was named IP practice group of the year in 2017 and 2020 by Law360. John's practice focuses on litigating copyright, trademark, trade secret, and patent disputes across the country, and he has successfully tried high-profile intellectual property cases as lead council, representing both public and private companies in a wide range of industries. His clients include tech giants like Google, YouTube, Spotify and many others and his contributions to the field have been recognized with many awards and honors including his 2020 induction into The Legal 500 Hall of Fame for trade secret litigation. John and I spoke about IP-related vulnerabilities companies should be aware of, new intellectual property challenges facing businesses in the social media age, and why getting your IP assets figured out should be an early priority for any company.Highlights:John walks us through his path to intellectual property litigation (03:03)John outlines Mayer Brown's practice and history (04:35)Why pre-IPO companies should prioritize protecting their IP rights (06:06)How companies can enforce their IP assets as barriers to entry (09:12)IP vulnerabilities pre-IPO companies should be aware of (11:00)How are social media influencers creating new vulnerabilities for companies they work with? (17:50)John shares some significant cases he's been involved with (19:15)John explains how to approach protecting IP rights on a global scale (20:51)Who does John consider an ideal client? (26:48)Links:ICR TwitterICR LinkedInICR WebsiteJohn Mancini LinkedInJohn Mancini BioMayer Brown LinkedInMayer Brown WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Henry Nassau, CEO at Dechert — On Firm Footing : How law firms play an essential role in the corporate landscape
Aug 31 2022
Henry Nassau, CEO at Dechert — On Firm Footing : How law firms play an essential role in the corporate landscape
Summary:Given the legal complexity of just about every aspect of running a company, lawyers are nearly ubiquitous in the corporate world. So, it should come as no surprise that a lifetime in corporate law amounts to an incredible wealth of knowledge and insight that can extend a lawyer's value far beyond just providing legal advice.My guest this week is Henry Nassau, CEO of global law firm, Dechert. First joining Dechert in 1987 and returning in 2003 after a stint as in-house general counsel (and briefly COO) at Internet Capital Group, Henry served as chair of Dechert's corporate and securities group for a combined 14 years, representing private equity sponsors, venture capital firms, public and private corporations, management teams, boards, and special committees regarding corporate and securities matters and advising clients on mergers, acquisitions, dispositions, investments, securities offerings, proxy contests, corporate governance, and general corporate matters. CEO since July of 2016, Henry has played an instrumental role in expanding the Philadelphia-based firm's international platform across Europe, Asia, and the middle east. Today, Dechert has equal representation of lawyers inside and outside of the United States, making them a go-to choice for cross-border matters.Henry and I spoke about the rise and fall of the dot-com bubble as it compares to current market conditions, trends in economic globalization, and why the transition from private equity law to businessperson can be a relatively seamless one.Highlights:Henry outlines the history of Dechert, as well as his own history with the firm (03:29)Henry explains his decision to go in-house at ICG in the late 90s (08:42)Henry unpacks how lessons he learned from the burst of the Internet bubble inform his practice today (13:33)What sets Dechert apart from other firms? (16:53)Henry discusses trends he sees in globalization (18:39)How did COVID affect Dechert and what adaptations seem permanent? (20:38)Henry offers insight on recent market trends (23:53)Links:ICR TwitterICR LinkedInICR WebsiteHenry Nassau BioDechert WebsiteDechert LinkedInFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Joe Folkman, Co-founder and President at Zenger Folkman — The Data on Distrust : Building and maintaining trust as a leader
Aug 24 2022
Joe Folkman, Co-founder and President at Zenger Folkman — The Data on Distrust : Building and maintaining trust as a leader
Summary: My guest this week is co-founder and president of Zenger Folkman, a leadership development consultancy, Joe Folkman. For more than 30 years, Joe has been assessing and studying top leaders in a variety of industries and is a world-renowned psychometrician and leadership development expert. If you're not familiar with his unusual job title, a psychometrician creates psychological tests to measure employees' knowledge, skills, and abilities. Joe is also a prolific writer and has contributed to the Harvard Business Review, Forbes, and Business Insider. His research has also been featured in Business Week, The New York Times, and The Wall Street Journal. Finally, Joe is the best-selling author and co-author of nine books on leadership and feedback, including his latest work; The Trifecta of Trust: The Proven Formula for Building and Restoring Trust.Joe and I spoke about the foundational theory of this latest book, how the implementation of diversity and inclusion policies have a positive effect on trust, and why you actually can please everyone...and have to.Highlights:Joe talks about his use of data in making his assessments (03:29)Joe lays out the three pillars of The Trifecta of Trust (05:52)Joe discusses some top-level statistics of trust and links them to the corporate world (07:16)Joe outlines why consistency is important when building trust (10:27)Do you need to please everyone to be trusted? (12:04)How did the pandemic change which leaders were trusted? (13:52)Joe reveals that managers often have a preference for giving negative feedback (16:49)How do we regain lost trust and how do managers navigate what they don't know? (20:44)Joe talks about the interplay between trust and diversity and inclusion policies (23:50)Joe talks about intergenerational variations of trust (27:32)Links:ICR TwitterICR LinkedInICR WebsiteJoe Folkman LinkedInZenger Folkman LinkedInZenger Folkman WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Scott Sanborn, CEO at LendingClub  — Bank on It: Innovative lending for better financial futures
Aug 17 2022
Scott Sanborn, CEO at LendingClub — Bank on It: Innovative lending for better financial futures
Summary:According to recent surveys, 43% of Americans expect to add to their debt in the next six months in order to make ends meet. Most will use credit card debt to bridge the gap, but high interest rates could see this put the financial futures of many Americans at risk. Innovative solutions to help manage that debt can make all the difference.Today's guest is Scott Sanborn, CEO of LendingClub, the only full-spectrum FinTech Marketplace Bank that has helped more than 4 million Americans save billions of dollars with no plan to slow down any time soon. A LendingClub veteran since 2010, Scott served first as the company's Chief Marketing Officer, then Chief Operating Officer before stepping into the CEO position in 2016. Scott was instrumental in steering the company through a prolonged period of triple-digit growth running up to its 2014 IPO, the largest tech IPO that year, and has long been a driving force in the organization.In this episode, Scott and I talk about the company's impressive and consistent growth, why their services are accessible to a wider range of customers than their competitors, and how their 2021 acquisition of a digital bank has transformed their business. Highlights:Scott traces LendingClub's path from its founding to its recent bank acquisition (03:17)Scott discusses what sets LendingClub apart from their competitors (06:13)Scott explains how the bank acquisition expanded LendingClub's TAM (09:15)How does LendingClub use technology to improve their customer service? (12:01)Scott unpacks LendingClub's positive flywheel, and what is driving their repeat business (14:41)Scott teases the products and services we can expect to see from LendingClub over the next few years (18:37)How will AI be a game changer down the road? (21:34)How is LendingClub positioned to help Americans deal with inflation and rising interest rates? (23:15)What do shareholders misunderstand about LendingClub? (27:31)Scott shares how his passion for surfing informs his work (29:28)Links:ICR TwitterICR LinkedInICR WebsiteScott Sanborn LinkedInScott Sanborn BioLendingClub LinkedInLendingClub WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Jim Barr, CEO at Nautilus — Don't Sweat It: The home fitness trend is here to stay
Aug 10 2022
Jim Barr, CEO at Nautilus — Don't Sweat It: The home fitness trend is here to stay
Summary: While gyms were closed, and most of the population was stuck at home during the pandemic, the home exercise equipment category saw a huge boom in sales. With this came increased consumer appetite for connectivity and consolidation of their fitness experience across all the products in their home gyms.Today's guest is Jim Barr, CEO of the iconic fitness brand Nautilus Inc. Also falling under the Nautilus umbrella are well-known brands like Bowflex and Schwinn. Before joining Nautilus, Jim was Group President of Richie Brothers, a global leader in sales of used industrial equipment, and Chief Digital Officer at Office Max, where he led the transformation of its online and omni-channel experiences. In this episode, Jeff and I talk about how Nautilus managed the huge surge in demand for their products during the pandemic, how they've used digital technology to transform the customer experience, and how getting your team right is a key driver of success.Highlights:Jim discusses the current landscape of the home fitness industry (4:12)Jim gives a breakdown of his strategic business plan North Star (7:15)Jim talks about Nautilus' huge growth in digital members and how this was achieved (10:24)Jim explains how a diverse portfolio of products has helped Nautilus grow (12:40)How did the pandemic affect Nautilus' supply chain demand and how has this changed? (14:24)Jim takes us through his personnel changes, and how this has benefitted Nautilus (16:11)Jim talks through the pivot that Nautilus made to AI, machine learning, and vision and motion capture technologies (18:04)Jim discusses industry competition and the power of the Nautilus brand (20:30)How can diversity in retail channels manage risk? (23:21)Jim talks about having a long-term view can help investors understand your story (25:31)Links:ICR TwitterICR LinkedInICR WebsiteJim Barr LinkedInNautilus LinkedInNautilus WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Greg McDowell, Partner at ICR — ICR Industry Reports: Technology Investor Relations
Aug 3 2022
Greg McDowell, Partner at ICR — ICR Industry Reports: Technology Investor Relations
Summary:Tech companies are having to work harder than ever to prove their resilience in an increasingly noisy market. For investors, the pandemic has highlighted the need for sustained growth and detailed future planning when choosing where to put their capital, and communicating these avenues of value to investors needs to be a part of every company's core strategy. Joining me today on this episode of ICR Industry Reports is Partner Greg McDowell, Head of Technology Investor Relations. Greg has spent the last 25 years fully immersed in software, spending 10 years at Oracle as an Account Manager, then moving to JMP, an investment bank based in San Francisco. He's seen the sector change over time -- everything from the dot com crisis through the pandemic re-writing the tech rule book.In this episode, we discuss the fluctuating nature of tech stocks, how investor requirements are changing, and how resistance, detailed forward planning and high-quality communication are all key to successful growth.Highlights:Greg talks about the work culture at Oracle (3:58)Greg breaks down the work he does with tech clients at ICR (5:22)Greg lays out the landscape of tech stocks and investor sentiment (8:09)As a tech company, how do you prove the durability of your revenue growth to investors? (12:13)Greg discusses the durability of software companies in a market dependent on them (13:57)Greg talks about the importance of telling your story to investors (15:49)Links:ICR TwitterICR LinkedInICR WebsiteGreg McDowell LinkedInGreg McDowell BioFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Dave Prokupek, CEO at Ideal Image — The Beauty Business is Booming: The rapid rise of the aesthetics industry
Jul 27 2022
Dave Prokupek, CEO at Ideal Image — The Beauty Business is Booming: The rapid rise of the aesthetics industry
Summary:The 'Fountain of Youth' was first mentioned in the writings of Herodotus in the 5th century BC. The world may have changed a lot since the Ancient Greeks, but our desire to look better, look younger, has not. Fast forward to today, Tiktok "beauty hacks" and YouTube videos promising to help us "look younger in seconds" flood the internet. The human obsession with youth and beauty has been alive and well for thousands of years, so it shouldn't come as a surprise that the aesthetics category is giant, and continuing to grow.Today's guest is Dave Prokupek, CEO of Ideal Image, North America's leading aesthetics brand with over 1000 doctors and medical professionals who have performed more than 20 million FDA approved treatments. Backed up by 20 years of experience, Ideal delivers affordable and effective health and beauty services including laser hair removal, Botox, filler, body sculpting, skin rejuvenation, and medical grade skincare. Prior to joining Ideal, Dave built a cross-industry career by leading transformational growth as the CEO of an impressive list of companies like Smashburger and Jackson Hewitt Tax Service.In this episode, David and I discuss the mechanics of Ideal Image's successful business model, the massive growth they are seeing in the health and beauty market, and how digital innovation is giving them a leg up on their competition.Highlights:Dave unpacks the opportunities he saw that led him to Ideal Image (02:57)Dave discusses the broad consumer pool that Ideal Image is targeting (04:59)Dave explains the benefits of partnering with a private equity firm like L Catterton (06:40)What business model allows Ideal Image to scale rapidly while maintaining a personal experience for customers? (07:45)Dave talks us through how the pandemic affected Ideal Image (10:35)What is the Ideal Image tele-aesthetics platform? (12:16)Dave explains how Ideal Image is using technological innovation to grow the business (13:38)How are current market conditions affecting Ideal Image's bottom line? (18:04)Dave describes Ideal Image's affiliate program (19:05)Dave offers advice to CEOs on growing their companies, regardless of the industry they're operating in (20:38)Links:ICR TwitterICR LinkedInICR WebsiteDave Prokupek LinkedInIdeal Image LinkedInIdeal Image WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Jeff Fischer, President at Longhorn Vaccines & Diagnostics — Passing the Test : How this small company made a big difference in the fight against COVID-19
Jul 20 2022
Jeff Fischer, President at Longhorn Vaccines & Diagnostics — Passing the Test : How this small company made a big difference in the fight against COVID-19
Summary:Testing the population is a vital step in the pursuit of disease control. During the COVID-19 pandemic, when the biotech industry was challenged to rapidly adapt and produce safe, effective testing at an almost unimaginable scale, businesses were forced to adapt and re-think the way diagnostic tests are designed, distributed, and safely conducted in order to keep up with demand. Today's guest is Jeff Fischer. Jeff is the co-founder and president of Longhorn Vaccines & Diagnostics LLC, an industry leading biotechnology company that has been on the frontlines of the battle with COVID-19. From 2007 to 2017, Jeff served as CFO of Longhorn. Jeff has previous experience in the biotech industry as an executive VP and CFO, and he is also a former infantry officer in the United States Marine Corps.In this episode, Jeff and I discuss Longhorn's innovative FDA-approved PrimeStore Molecular Transport Medium -- a product that has changed the way viruses are tested, how seeking FDA approval helped with mass rollout in a time of crisis, and how Longhorn found an unusual solution to a shortage of essential supplies. Highlights:Jeff discusses his motivation to start a company focused on diagnostic tools to address what he saw as a coming influenza pandemic (03:00)How life in the Marine Corps influenced Jeff's understanding of the world and his work (04:03)What is PrimeStore Molecular Transport Medium? (05:35)How Longhorn adapted to increased demand during the pandemic (10:10)How the Coca-Cola Bottling Group became the solution to test tube supply chain issues during the pandemic (13:43)Jeff discusses Longhorn's market opportunity and long term avenues for growth (15:47)Jeff explains the agility and independence afforded to Longhorn by not being a public company (17:29)What is the concept of "one health," and how will it change the way we think about the health of humans and the planet (19:10)Is a universal influenza vaccine just around the corner? (21:24)Links:ICR TwitterICR LinkedInICR WebsiteJeff Fischer LinkedInLonghorn LinkedInLonghorn WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Brad Cohen, Managing Partner at ICR — ICR Industry Reports: Proptech, Real Estate & Lodging
Jul 13 2022
Brad Cohen, Managing Partner at ICR — ICR Industry Reports: Proptech, Real Estate & Lodging
Summary:As a public company, building strong relationships with investors is vital. In a down market, the strength of those relationships relies more than ever on honest, reliable communication. No matter what's happening in the market, your company always has a story to tell. Telling it genuinely builds trust, and your investors will thank you for it. My guest today is corporate communications expert and ICR Managing Partner, Brad Cohen. At ICR, Brad leads the PropTECH, Real Estate, and Lodging group, covering a broad range of industries. A former sell-side analyst and hedge fund manager, Brad has significant experience in investor relations and brings extensive knowledge of the strategic communications business to the table.In this episode, Brad and I discuss the trends he is observing across different areas of his practice, what it takes for a company to make it to the public market in current conditions, and how Brad recommends managing relationships with investors during periods of market instability.Highlights:Brad's path from hedge fund manager to ICR (02:31)What areas of Brad's practice are doing well in current market conditions? (04:19)Brad describes the type of companies that are currently able to raise money and break into the public market (06:44)Brad walks through how the construction sector is responding to challenges like supply chain issues and labor shortages (08:56)Brad explains why now is the time for companies to set realistic expectations for their investment communities (10:45)What are the benefits of holding investor days in a down market? (13:39)Links:ICR TwitterICR LinkedInICR WebsiteBrad Cohen LinkedInBrad Cohen BioFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.
Joseph Antoun, CEO at L-Nutra — Food for Thought: Turning sick care into health care with science-based nutrition
Jul 6 2022
Joseph Antoun, CEO at L-Nutra — Food for Thought: Turning sick care into health care with science-based nutrition
Summary: We live in the era of the most advanced medical technologies the world has ever seen, but are we really that much healthier for it? According to the CDC, 6 in 10 adults in the US are living with at least one chronic disease, 4 in 10 have two or more. In the wake of the pandemic, those numbers look primed to keep going up. Modern health care systems treat these illnesses after the fact, but what if healthcare began long before we got sick? And what if the best preventative medicine starts with something as simple as the food we eat? With today's science-based advancements in nutrition for health and longevity, the old adage "food is medicine" may be closer to the truth than ever before.  Today's guest is Dr. Joseph Antoun, the CEO and Chairman of L-Nutra, a unique nutri-tech company applying cutting-edge science to nutrition with the aim of helping people live longer, healthier lives. Dr. Antoun served as the Chairman of the Board at the Global Healthspan Policy Institute and as a member of Forbes Business Development Council. Before joining L-Nutra, Dr. Antoun was the CEO of Health Systems Reform, the Co-Director of the Center for Health Policy at the University of Chicago, and the Co-Editor in Chief of the Journal of Helath Systems and Reform, among other accomplishments.  In this episode, we speak about the science behind L-Nutra's fasting mimicking technology, what they see as their three areas of growth potential, and how their programs and products stand out in a crowded market.Highlights:Dr. Antoun explains the scientific premise behind L-Nutra's products and programs (03:22)Dr. Antoun's describes how a career in medicine led him to L-Nutra (05:45)What are the health benefits of fasting, and how do L-Nutra products mimic its effects? (09:34)Why are customers more likely to complete a ProLon "fast" than other diets or meal plans? (16:33)Dr. Antoun walks through some of the products under the L-Nutra umbrella, including Fast Bar and Nutrition for Longevity (18:44)L-Nutra's approach to differentiation (22:18)Dr. Antoun unpacks the three areas of growth potential L-Nutra is focusing on (23:54)Links:ICR TwitterICR LinkedInICR WebsiteJoseph Antoun, MD, PhD LinkedInJoseph Antoun, MD, PhD BioL-Nutra LinkedInL-Nutra WebsiteProLon WebsiteFast Bar WebsiteNutrition for Longevity WebsiteFeedback:If you have questions about the show or have a topic in mind you'd like discussed in future episodes, email our producer, elizabeth@lowerstreet.co.