Author: CIO Times

Sustainability is a manner of life, not a solitary activity. A healthy approach for both people and the environment. Over the last decade, people have become aware of how their current lifestyle is affecting the environment and are actively seeking alternatives that serve as remedies.

Our approach to apparel shopping and dressing is one of the main areas of change. However, the onus is on both customers and manufacturers. The fashion industry is one of the world’s biggest pollutants, and sustainable fashion is one strategy to mitigate this sector’s environmental impact. The idea behind sustainable fashion is to produce clothing in a way that minimizes its negative effects on the environment and encourages social responsibility at every stage of the manufacturing process. Its goal is to produce fashion goods that are socially conscious, ecologically sustainable, and commercially feasible. Recycling and cutting down on waste, repurposing leftovers, use of solar power, recycling water ,use of eco-friendly fabrics and encouraging moral labor standards are all ways to accomplish sustainable fashion.

Unfortunately, some businesses engage in greenwashing by only partially implementing it or by vaguely stating that they do so without being transparent. On the bright side, some are actively implementing it and ensuring that their clients understand what the sustainable process entails. Gurminder Matharu, Founder/Director of Ltdedition Sourcing Pvt Ltd, focuses on sustainable items due to the prevalence of greenwashing in the name of sustainability. After nearly three decades in the fashion industry, she believes that in order to leave a better society, it is critical to educate oneself and customers on the procedures and methods for ensuring that what they are asking for is sustainable. Her team is doing everything they can to delve deeper into this subject, but they believe there is still much work to be done.

The Sustainable Sourcing Partner

Ltdedition is an international commercial platform that aims to work jointly with brands and retailers, in order to construct an outcome of shared value, arranged with an intuitive vision of sustainable fashion. Ltdedition is the buying platform where they provide services that vary from research and development, proto-development, costing, production planning, monitoring, quality, CSR, logistics, etc to overseas clients who are physically not present in India. They give these services as they are local and know the language and culture of working.

The foundation of this enterprise invites authentic suppliers, certified for sustainable products to create through them, as they stand as a forum for global sourcing; geographically based in India and Bangladesh. Ltdedition volunteers to manage the supply chain for all the client necessities and desires in the domain of apparel, footwear, accessories, and home furnishings. The company ensures they get the supreme deals within the shortest time frame, enhanced with the quality they want. The focal point of its existence will continue to be environmental sustainability. “As we step into the future with great aspiration, we understand that nature is as close as we get to the divine, and we shall learn to preserve it, further ensuring that our customers will not stumble upon the guilt of harming the earth we live upon,” says Gurminder.

Finding her way to the top

Since her early childhood days, Gurminder was very captivated when her mom used to stitch her school uniform and clothes at home on Singer’s hand machine. She used to sit on her side and watch how the machine simply sew two pieces of cloth together, followed by a magnificent garment in the end. This fascination was always alive in her. After completing her high school education, she commenced her undergraduate degree, but it didn’t pique her interest and she soon opted for Fashion design degree from an institute in New Delhi. She burnt the midnight oil and worked very hard to finesse each process of garment making. It was a fantastic learning experience for her.

Gurminder started her professional journey with a small export house in New Delhi and made her way to running and monitoring an entire sample room in a big export house, after which there was no looking back. Very soon she was the Country Head for a European multinational and ran their head office in India for over 25 years. However, things took a sharp turn when COVID-19 struck. The service to the European market abruptly came to an end, leaving Gurminder and her team disheartened. With their expertise as their backbone and belief in their hearts that opportunities are born in crises, Ltdedition was created.  “When you believe in yourself, the universe comes along with you and the path starts opening by itself…And we are here all set for work with like-minded co-partners who don’t just work, but also love what they do,” says Gurminder.

The initial year was a rough one for team Ltdedition. “Being the director of a fledgling company in which there are no sufficient funds and the world is shut down because of a lockdown, what could have gone more wrong? Since the epidemic appears to be here to stay, it was a good idea to start working from home” recalls Gurminder. Over time, the team assembled in person once a week for four hours, learning that they could engage in hybrid working to view actual samples for fit, colour, and feel—things that could not be done via a video call. Only twice a week was required of some team members, while others might attend whenever it was convenient for them. The job increased gradually, a clientele was established, and it quickly expanded graphically.

An Empathetic Leader

Since Gurminder followed her passion, her career path, every obstacle she faced was not only a test but also a means of finding the opportunities she was seeking. Her toughest obstacle was losing her unexpectedly 25-year MNC employment owing to insolvency during the epidemic. Moreover, there was no response from the overseas office where she was reporting to, as to what has to be done in the office in India. She was on her own in this storm and to add to this there was a lockdown, the office premises, the liability of the staff, and other bills needed to be paid and settled and accounts to be closed, so lots to be done. This taught her that nothing is permanent. Planning does not work all the time and she should just go with the flow. With the company’s success, everything now makes sense to her in retrospect, and she is certain that everything happens for a good cause.

There was also a time when she had to trust her leadership skills and establish the right balance between being a leader and a team member. She believes that communication is the key. “I believe communication is not to have the first or last word. Instead, it’s a two-way process. I listen to my team, ask the right questions, and give everyone the chance to contribute. Instead of trying to do it all, I find people who can do it better. Then, with the right people in place, you can take a step back to focus on your strengths – like leading your team and planning your company’s future,” she says.

Effective communication also allowed her to see her team members more closely as individuals attempting to strike a balance between their personal and professional lives. It made it easier for her to understand whether things are going well for their family so that, in her capacity as a leader, she can be assured that, in terms of time, their demands are met. If they have to care for the elderly or small children at home, she makes sure to keep up with the names of their spouses and children and how they are doing in activities and school. “I am aware of the responsibilities they have on their home front so that I am able to balance with them in order to give their best at the office because if they have some challenging situations at home, it is difficult for them to give output at office front,” says Gurminder.

Staying True to the Vision

Ltdedition’s mission is to unite people worldwide in support of a shared purpose by offering a forum for “sustainable fashion for good.” Since their common ideals are fundamental to who they are, Gurminder and her team attempt to use the company as a force for good. “We are all connected, so we want to support this movement with collective efforts,” she declares.

They wish to move deeper into this area of social and environmental compliance in order to market sustainable items to their clientele. In areas where greenwashing occurs, they attempt to draw clients in closer and closer by presenting a more comprehensive picture of the subject. They are in contact with businesses all the time regarding certifications and carbon foot printing, but this is only the tip of the iceberg; there is still a lot of work to be done.

“There are many facets to sustainability. It is extremely profound that the average client who buys garments or anything man-made is either unaware or knows very little about it, which is a cause of concern not just for us but for the entire globe. We need to be mindful of what we are doing with this world and its inhabitants while yet turning a profit if we care about it and acknowledge that there is no planet B, says Gurminder.

Advise for the young entrepreneurs

Do what you love, so that you never feel that you have to work. It’s like your hobby and you get paid in the end. Put your best foot forward, do with a full heart, and be patient, difficult times don’t last.

To make a good team first is to be a good leader, take everyone who is working with you forward and uplift them, give them tools, show them the direction, and give them some time to explore but keep the helicopter overview to be in control. Let them work and your job is to look at big things like working on the future expansion of the company.

Quote: “Give your best, God(universe) will do the rest, if it’s not, then it’s for your best. It might not be the right time now and it will happen when it’s meant to be. Just trust the flow, be patient!”

Quote: “Our mission is to inspire and connect people with a process-oriented approach towards a sustainable world, by doing our part of good and having a better tomorrow.”

Those who truly understand and practice martial arts will tell you that it is not just an exercise routine or self-defense technique. Rooted deep into those moves is the philosophy of life itself. It lets you learn, live, absorb, and implement the teachings of The Tao Te Ching, a classic of Chinese philosophy that teaches a way of life based on the ‘tao’, or the natural order of things. It emphasizes compassion, simplicity, and patience as virtues for living in harmony with oneself and others. For Dr. Lin Morel, it gave her the strength to pursue her goals, the courage to walk away from toxicity and abuse, the resilience to bounce back after every setback, and the compassion to live a life dedicated to others.

A Story of Persistence

Dr. Lin spent her childhood suffering from neglect, emotional abuse, familial alcoholism, and mentally ill caregivers. She managed her challenges by developing hypersensitivity as a coping mechanism. Life changed when she began practicing martial arts at 15. Within a short period of time, she started teaching. Dr. Lin developed confidence, moved out at 17 for safety, worked part-time jobs through college, and sought refuge in work and education.

In the early 70s, she took up two part-time jobs while in college – one at a statistics lab computer and the second as a nurse’s aide. The aide’s job taught her that kindness and compassion toward the sick and elderly were much needed. That experience ignited a desire to make a difference, but the most she could do was comfort those who had no visitors, were in pain, or waiting for death.

In 1972 Dr. Lin was inducted into the University’s Honor Society. She designed her course curriculum for the last two years at the University. She indulged her curiosity about the human psyche to understand the nature of her mother’s mental illness.

After graduation, Dr. Lin began working in the petrochemical industry, first as secretary to the department head, then as a buyer of pipes, valves, fittings, etc. She learned about negotiating, purchasing, and building relationships with vendors and engineers. She also had her first opportunity to work with people from other cultures.

Fast forward to a several-year stint at The New Jersey Sports Authority as a specification writer-buyer. She had a lot of freedom in that job. One of her tasks was to introduce computers to the purchasing department. That was roughly circa 1987.

The fact that she was a nationally ranked karate champion didn’t hurt her career. Dr. Lin trained in the jockey’s gym and taught private karate lessons to an NFL player during the off-season. Just before the AAU Nationals, a knee injury took her out of the picture. Rather than give up, she ignored the surgeon’s advice that she would never be able to compete again. He was wrong! She switched arts and studied tai chi to rehabilitate her knee. That experience opened new doors and the possibilities that come from knowing and listening to the body.

“My journey continued when I was one of 40 people invited to participate in the first martial arts tour of Mainland China. That introduction to a new culture opened my eyes! I was the first martial artist asked to demonstrate my technique at the famous Shaolin monastery. I then studied tai chi in Taiwan with Master J.J. Soong,” reminisces Dr. Lin.

In her current role, Dr. Lin serves as an active consultant and advisor to entrepreneurs, thought leaders, and influencers in their respective niches. Her training positions her to assist leaders in moving past their limitations and into creative solutions that create their desired outcomes. Doing the inner work is the best preparation for success in their endeavors and the ability to overcome their challenges, feels Dr. Lin.

A Transformational Leader

Dr. Lin has a master’s degree in spiritual psychology and applied theology and a doctorate in the emerging field of Spiritual Science. She uses her martial arts training and the ability to read, evaluate, and assist those who get in their way! “A major key to success is creating safety and deep listening. My specialty is far beyond stress management in that my clients and I uncover hidden traumas and beliefs that limit their personal and professional excellence,” she says.

Her company, Lin Morel & Associates, began as an executive management consulting company in 1984. She incorporated Beyond Words Group in 2003. Her clients are executives and business professionals in the entertainment, aerospace, education, health care, petrochemical, and transportation industries. Her services also include one-on-one consulting, trauma support within organizations in times of crisis, professional speaking, and retainer services, to name a few. 

During the last three decades, Dr. Lin has honed the ability to assist her clients in rapidly releasing old habits, patterns, judgments, and self-sabotage. She has developed a process using algorithms that are unique for each individual. This method creates space to shift their outlook on life, business, and relationships. She continuously hones her skills, as no two people present in the same way. Curiosity, and a lifelong desire to create peace, both inwardly and outwardly, is the foundation for this body of work. “My end game is to help those that work with me develop their own heightened awareness and the ability to access and trust their deep wisdom in win-win-win better than they can imagine outcomes both personally and professionally,” she says.

Dr. Lin’s approach is rooted in Eastern and Western cultures and traditions. Her lifelong practice of martial arts gave me an appreciation for the wisdom of Lao Tzu and the Tao Te Ching.

“When we know ourselves, we will know others. To succeed in business and life, we must become lifetime learners who use everything for learning, growth, and upliftment. At its core, success must be a win for the seller, a win for the buyer, and a win for the environment,” believes Dr. Lin.

An outgrowth of what she witnessed as a nurse’s aide, trauma, domestic violence, and mental illness led her to become a board member and 10-year board chair of A Window Between Worlds (AWBW.org). During her time in LA, Dr. Lin was active at the USC Veteran’s Collaborative and still connected with them. Her current role is that of a board member for the Coatesville Juvenile Alliance.

The Biggest Challenge

Dr. Lin’s retreat center burning to the ground three weeks after her mother perished in a house fire was a huge challenge. She’d just remodeled the entire retreat. The local Chinese restaurant became her interim office. She worked with clients over lunch, and the setting was better than she imagined. Her husband and she traveled cross-country while they regrouped. She used that time to write her first book, ‘Heaven’s Helpful Hints’. Shortly after the purchase of another home, her husband perished in an ultra-light crash.

“I took time to grieve and re-evaluate my business and life. That time of introspection brought forth greater resiliency and strengthened my desire to assist others during their times of challenge,” she recalls.

Leveraging Technology

Technology has allowed Dr. Lin to work internationally through several avenues of digital communication. The downside of technology is becoming addicted to emails, messaging, and phone calls. To balance this, she writes goals and has assistants that keep her on the straight and narrow and grow her social media platform. To date, she has about 90K followers on FB.

“I use a different sort of technology, and it’s old-fashioned at best: phone, email, cards, and genuinely caring about my clients provides an opportunity to stay connected. I have concerns about AI, plagiarism, and a possible lack of accuracy. I love to learn and grow as technology learns and grows. The internet is my go-to when I have questions. It is much easier to cross-reference data and build a brand following. Technology also makes it easier to write and publish books. I founded a publishing company in 1990, and with Amazon’s print-on-demand, I don’t need to store books! I look forward to gaining greater mastery in the technology arena,” she says.

What worries Dr. Lin is that in time, people may dial up their favorite “therapy AI” Application instead of working with a human being. What she brings to this industry is a tried-and-true approach that works with human touch. Potential solutions offer her the opportunity to get to the core of what clients want in the business, how to achieve their goals, and the ability to learn, grow and pivot from a place of neutrality. “The more I stay awake, alert, and accurate in my own life, the more I can assist those facing difficult times. Integrity and a commitment to providing creative solutions to and for my clients is key to having a full schedule. I’m learning to take time for myself, so I don’t burn the candle at both ends,” says Dr. Lin.

Exploring more Avenues

Dr. Lin feels fortunate to have two fantastic virtual assistants, multiple collaborators, and a great community of those whose lives she has touched. The many deep relationships with clients throughout the last 38 years are priceless for her. “Current and past clients are encouraging me to expand my network. A colleague and I are exploring funding for a post-traumatic stress study with veterans. I see my team rising to the occasion, assisting me as my company expands,” she says.

Words of Experience

To the young entrepreneurs, Dr. Lin says:

Don’t take your dream lightly. Please, ignore the someday, maybe lie. It takes courage to admit the truth of what impact you want to make in our world. I wanted to help people overcome the challenges that limited them. My advice is to dream big and take small steps that build momentum. Two hours after that fateful lunch and the statement of what contribution I wanted to make became a reality. I had my first account. There was no letterhead, no business plan, just a willingness to say yes. All that on a plane from LA to Newark, NJ!

Mistakes are natural. Use them to grow your business. Challenges are a normal part of our expansion. Sometimes, you don’t know what you don’t know. Stay humble, for it is often the quiet ones in your business, friends, and even spouses that have the answers to your questions. Please pay attention. They may also have the key to your success. Naysayers are there to challenge and strengthen you. Use everything to your advantage. 

I leave you with a thought,

“What if you were a genius and forgot?

Would you get up if you had a setback? Are you willing to enter the unknown and find those that show you the way? ” 

Quote: “When you’re inspired, you’re tuned in to a whole new level of Light.” – Dr. Lin Morel

The right to good health and health care might be a basic and primitive one for all of us, however, it is expensive for most of us. The healthcare plans that we take up hopefully to help us when we are in dire need of it, often leave us with less satisfactory results than promised.

Having sold “health insurance” most of his life, and seeing the rates go up and the benefits go down, year after year after year, David Contorno was concerned and decided to do something different.  He realized that our healthcare system is not broken, despite popular belief.  It is working exceptionally well for those that designed it. It just wasn’t designed and isn’t working well for providers, employers, or patients.  But it is making a whole host of shareholders and executives VERY wealthy. This is when he founded E Powered Benefits, an agency known for value-based, transparent, self-funded health plans that share their fees up-front, never taking health plan commissions, and creating care delivery relationships that incentivize high-quality & low-cost medical care for all patients.

Stepping into the Industry

David had his first job in insurance at 12. He was telemarketing life insurance to people at home to agree to a face-to-face meeting with the agent he was working for. He was quite successful at it. After that, he worked for a chain of camera stores for a few years. One day, he joined his roommate as he went in to work with his dad. The friend and his dad sold group health insurance plans to small and medium-sized businesses. That was David’s first entry into the area of insurance he is still in today. That occurred nearly 30 years ago.

Today, as the Founder of E Powered benefits, David and his team build customized health plans for all sorts of employers around the US that cost somewhere between 40%-60% less than they are spending today and at the same time, give their employees and family members a path to get many services and medications with zero out of their pocket. This includes plan creation, benefit creation, risk mitigation, employer/employee education, day-to-day administration, and the renewal process.

“Our plans are completely transparent. Whereas most employers are paying millions into a black box, our plans allow for complete transparency.  In addition, we ONLY get paid by the client for the health plans we build.  We post our fees on our website.  And we tie our money to delivering savings by capturing a small piece of how much we save the employer from their prior plan,” he shares.

The agency specializes in working with Employers that truly care about their employees, but recognize the need for creative solutions that help bend the trend on rising health insurance premiums and at the same time, increase employee satisfaction with the benefits package we are all paying a lot of money for. In addition to directly building plans, they have several outlets through which they teach others (essentially their competition) to do the same.  David’s wife and business partner have created a full-day course that he helps teach, as well as an annual in-person conference called the ‘You Powered Symposium’ where they get several hundred of their industry peers, plan partners, and many clinicians together to teach, learn and share over a 3-day period.  David also created a mentorship program where he works with other advisors and their clients to teach the advisor how to build and manage these types of health plans.

Overcoming Challenges

The biggest challenge, per David, is overcoming several decades of people before him, many of whom are at large brokers or carriers, promising them way fewer savings than he can deliver, and never delivering on that promise, at least not long term.  So, he has to get them over the disbelief of much larger entities who have failed them.  In addition, he needs to get them to understand that healthcare and health insurance are not the same thing. 

“If you really want to simplify what we do, we just change who is cutting the check and how the amount of the check is determined. But it still strikes fear (often unjustified) in employer’s eyes,” he says.

Spreading Awareness

People, in their individual capacity, can also help themselves against the rising healthcare cost. David would like them to know that most hospitals are non-profit, and as such, they must follow IRS Code 501r, which requires them to have a financial assistance program that applies to insured or uninsured patients.  About 70-80% of America would qualify for most or ALL of their bill to be wiped out.

But the hospital often bonuses their financial counsellors to get patients to agree to anything but that. Like “Pay today and we will take 25% off” or “Can you afford $250 per month until this is paid?”.  They often even make it hard to find on their website. But if you know what to look for and know where you can save lots and lots of money on hospital bills. 

“That is just one of many examples to stop the system from taking advantage of you.  And please, do not feel bad for the hospitals.  They get billions of dollars in tax breaks, which means people who live in the area of a non-profit health system are paying higher taxes and/or rent,” he reveals.

Persistent Challenges

The industry, points out David, hasn’t changed for decades.  And the status quo carriers, brokers, etc are benefiting from the current system.  This is the one industry that he is aware of where:

1) As costs go up, the carriers and hospitals make MORE money, whereas in most businesses, keeping costs low increases profit

2) Neither the provider of the services (medical provider) nor the receiver (the patient) knows the price until after services are rendered. 

3) Although they do it under the guise of lowering costs, when health systems combine, pricing ALWAYS goes up. 

4) more competition in healthcare means higher costs, not lower costs. 

5) There is a positive correlation between supply and demand (as opposed to the inverse as we were taught in High School). For example, when a brand drug goes generic, and only one generic manufacturer makes it, the pricing is generally lower than when multiple sources manufacture it.  Another example….when a hospital puts in a new MRI machine, in which there was no shortage to begin with, they pay doctors using a system called RVUs (relative value units) to pump up the demand artificially by paying them more when they use the hospital-based MRI machine.

Lastly, there is one thing the healthcare system is desperately afraid of……people being healthy.

If we were all to suddenly get healthy, both the healthcare system and health insurance system would collapse nearly instantly.  Luckily, E Powered Benefits have developed countermeasures to most of these dynamics.

David highlights one example here. “Most people are unaware that an entity with every health plan, called a PBM (Pharmacy Benefit Manager) is actively marking up the cost of medications.

PBMs have become more profitable than the insurer (that usually owns them).  For example, Optum, Unitedhealthcare’s owned PBM, provides more profit to the company than the Insurance division.  The biggest source of that revenue is called “spread pricing”.

This is basically where the PBM charges a higher price to the health plan and the patient than they pay the pharmacy.  The difference is called the spread and is pocketed by the PBM.  Not only does this dramatically increase costs (I have seen markups of 500% or more) but it disincentives the PBM from doing this strategy I am about to share with you because they would make less money if they did (all the plans we build also have PBM’s but we only work with ones that do not allow those games to be played and get paid completely different and more aligned with lower costs).”

Recalling an incident, he says, “I had a small company in Utah reach out to me because they were facing a 40% increase from one of the national carriers.  And this carrier had the gall to say “You should be thankful its only 40%.  You have a haemophiliac in the group taking a medication costing your plan $100,000 each month”.  The first thing I did was look up the actual cost of that drug, and it was $22,000.

That means that this carrier was making an extra $68,000 every time this little child needed his medication.

But, $22,000 a month for a group this size is still too much.  So, I had to do some digging (the manufacturers don’t make this easy to find, but nearly all name-brand drugs have this program) and I found the details on the PAP (patient assistance program).  Now I am not talking about a coupon.  I am referring to a program where the manufacturer must send you the drug for free.

There are two requirements both of which must be met.  First is income based and while it does vary from drug to drug, about 90% of US households would qualify.  The other requirement is that you do not have ANY coverage for that drug.  So, you are either uninsured or your plan specifically excludes that drug.  If I were to ask the prior carrier to remove this drug from coverage, meaning they wouldn’t fill it anymore and therefore not make the extra $$ each month, what do you think they would say?  (I’ve asked, and they say no for a whole host of untrue reasons). But because the PBMs we work with do not get paid that way, we remove the drug from the covered drug list, and we have a navigator that gathers the paperwork and submits it on behalf of the patient.  Bingo!

A drug that was costing $1,200,000 per year is now free.”

Plans for His Team

In the coming year, David expects his team to grow through their teaching and mentorship programs. He wants an army of people out there building plans with similar results so that they can free up massive resources to pay people more, help them prepare better for retirement, and live a life, where going to the hospital doesn’t strike fear into them over the financial ramifications.

Message for the Budding Entrepreneurs:

As their company grows, make sure they have experts internally and externally that don’t allow bad results year after year.  They should apply the same intelligence, efficacy, and demand for information from their health plan as they used in their core business to be successful.

Quote: “There is only one way to pay less for healthcare…..you have to pay less for healthcare.”

Dreams do come true! Not always when we want them to, not always in the way we would like them to, but they do, if we are consistent in our efforts and focus on realizing them every moment. 

As for Cupid Chan, his dreams lay in the entertainment industry. He even won a singing contest as an undergrad in Vancouver, Canada, and an agent from Hong Kong invited him to join a media group afterward. However, after a 4-hour marathon debate with his parents, who believe the entertainment industry is risky and worthless and that he should focus on what he studied and treat that as his career, he gave up his dream.

Temporarily.

After graduating, Cupid took his first software engineering job in the Greater Washington DC area. To stay competitive, he decided to go for further studies (Master’s) at Johns Hopkins. But his childhood dream still lingered in his mind. Soon he learned he doesn’t have to be in the entertainment industry to be an entertainer. He can combine what he learned from school with what he is passionate about and make it his career – hence he identified himself as Technology Entertainer – he develops technology that is interesting not only for geeks but also intriguing and beneficial to everyone. “I use this principle at my work as an employee, in my keynote as a speaker, in my lecture as a professor (I am appointed as a Senior Fellow at both University of Maryland and Johns Hopkins University), and at my company as an entrepreneur,” shares Cupid.

Since then, he has played different roles at different companies and become a consultant with some Fortune 500 companies as his clients. Because of his data and analytics background, he also played the Head of Big Data and Analytics role in one of those Fortune 500 companies – CSC (now it’s being split, merged, and acquired with HP, SRA, and GDIT) before he joined a company as their CTO. In his most recent venture, he took a leap of faith to start his journey and found Pistevo Decision to use technology to tackle the healthcare industry. 

From Living the Problem to Creating the Solution

Cupid met one of the co-founders, Dr. Ferdinand Hui, at an AI event, where they spoke – he from a technology perspective, and Dr. Hui from a medical perspective. While Dr. Hui was concerned about helping more patients and that the current system was more pro-doctor, Cupid was eager to get a great use case to build on the technology that he knew. Dr. Hui brought on board his colleagues at Johns Hopkins, Dr. Harry Quon and Dr. Phil Phan, and Cupid brought his technology buddy Calvin Chiew to the pool and found Pistevo to build a patient-centric system. But the next question was: “How?”

They tried a couple of things but didn’t feel like that’s what a patient wanted. In the meantime, Cupid was diagnosed with hyperthyroidism and saw himself filling out redundant forms at different places (blood works, X-rays… etc.) with 90% of the content he had already filled in at other locations. It got him thinking, “For a patient-centric system, should I, as a patient, be the owner of my information, and if I want, I can press a button to share that with my doctors? Suppose a hyperthyroidism patient needs to go through that; what about patients with more complicated diseases like cancer?” So, they decided to build a system to help patients collect and share their data if required. 

Next Step: A Solution that Safeguards Data 

Sharing data sounds convenient. However, “data is the new oil,” and there are tons of value locked inside the data if we know how to harvest it. That’s what big companies do with customer data, while we, the data creator or owner, get no financial reward. Moreover, sharing data seems to invade privacy, a big no-no in this era. What can we do to let people harvest the value from the data while holding up data privacy, and even better, the data owner can earn money in the process? Because of his role as the Chair of the BI & AI Committee at Linux Foundation LF AI & Data since 2017, Cupid got chances to talk to industry leaders and learn that Federated Learning may be the solution.

“Even though everyone is talking about AI, traditional AI has at least two issues. (1) It collects data in a centralized location for a machine learning algorithm to run and build the model. But when the data is collected, data privacy is also already breached. (2) “Data is Fire.” Like sharing a fire from my torch with yours, I lose control of how you can use my fire right after that. You can keep passing along without my knowledge, and I cannot even “get it back.” Therefore, unlike tangible objects, the value of the data immediately drops the moment it’s shared because I cannot recoup it,” explains Cupid.

By using Federated Learning, one can turn the whole scenario around. Instead of collecting data in one place, the model is pushed out to where the data is located for training the model. Once done, the little improved model is sent back, without the data, to form the aggregated result. Hence, the data consumers achieve their goal because they have millions of quality data to train their models. Data owners still possess the data without losing privacy. And because data never leaks, data owners can now set a price for people to use their data. 

“Wait, Federated Learning in Healthcare? What about calling it Federated Healthcare?” One Sunday morning, Cupid woke up with this idea. Then he searched online; there was no such thing. So, he registered the domain FederatedHealthcare.com to promote this concept. This will be the Marketplace for the data owner, i.e., the patient, who can share their data as in the old traditional way if they don’t care about privacy. But they will also provide a way for people to share data privately. This will be a place for those who need high-fidelity healthcare data for research or to train their machine learning model. And the result of the model can use the very same platform to identify potential buyers who can benefit from it. This ecosystem will allow them to unlock the value of healthcare data without sacrificing data privacy or losing data value to propel research and improve healthcare as a whole.

The Process of Innovation

Innovation is optimally attained when you know well enough to develop a solid solution but do not know too much so that predefined boundaries do not limit creativity. This is why Pistevo has founders and partners from different areas. Each contributes their expertise from their domain. Once the pain points are shared, others can ask “dumb questions” to inspire a better solution that may not even be considered if you are in the domain for so long. 

“Success is built on top of many dumb questions because each dumb question leads to an incremental improvement heading toward the finish line. Moreover, the answers to those dumb questions are usually simple yet foundational. Without knowing them well is the same as building up a house on a sinking sand foundation,” shares Cupid.

Keeping up with Technology

As technology is dynamic, so should be your response to it, believes Cupid. “I still remember that the waterfall model was the gold software development standard while studying my undergrad. But now, everyone is adopting Agile. We are so spoiled with a quick turnaround. The average time a person will wait for a loading page is 4 seconds. If it’s longer than that, good luck to your site, as the user must most likely switch to something else. Nowadays, people do not have the patience to wait months or years to see the result. So, to make the solution scalable, the first thing is to make your solution “available” whenever the users need it,” he shares.

Unfortunately, users’ needs change over time quickly due to quick environment evolution. Hence keeping delivering value incrementally, hearing the feedback from the users, and incorporating enhancements into the next release is critical to making a solution scalable. The transition involves education and mindset changes. “But “feed your own dog food” by applying this theory to how to help our clients by showing them improvements time after time. Get them involved as part of the team in the process actively. This makes them co-own the product instead of just a bystander watching the game,” he says.

Challenging Time

The toughest time for Cupid was when he first switched from a technical to a managerial role. His inside pride said, “Now, you have a different status. Just hand off work to your team and enjoy being a manager!” Big mistake, in 2 senses. First, attitude: a manager is not the same as a leader. A successful business needs leaders who walk the talk, not a manager who talks the talk. Other people can quickly feel that, and you will soon pay the price as your team runs away because someone just shoveled work down their throats.

Secondly, quality and vision: Everyone has 24 hours every day. As an entrepreneur, you can and should spend more time developing the business, which means you will have less time to involve in technical build-out. How do you ensure the product quality is maintained with the vision you set? “As your team is an “employee,” it’s naïve to think an employee will have the same level of dedication as you, an entrepreneur. It’s not saying that they intentionally do a terrible job. But realistically, the commitment will never be at the same level as yours. Moreover, handing off may lead to a different direction that you, as the entrepreneur, envision,” he explains.

Therefore, before handing it off to your team, you should develop a repeatable process. A process that will guard against the quality of the work automatically, e.g., Continuous Integration and Continuous Delivery (CI/CD) in software development, and have a periodic meetup to ensure the outcome is appropriately aligned with the vision. Once you confirm that the team grasps your idea and builds trust gradually, you can then let go more and more over time. 

“There is no shortcut to building this foundational process. If you don’t do it sooner, you will do it later at a higher price. Handing off too soon without a proper strategy is wasteful of resources. It took a long time to reboot, which was how I overcame this costly mistake,” he shares.

Understanding the AI Wave

Explaining the latest AI rage, Cupid shares that just like Google has provided great search results since 20+ years ago, one still needs to sift through what is appropriate. ChatGPT returns a great language model’s response, but you are the one to judge whether it is accurate. Technology is to assist humans and replace those who totally rely on the result without the knowledge to see what’s right or wrong. 

“I keep hearing this recently: ChatGPT is going to replace many humans at work, and many people will lose their jobs! My response: There was a similar concern when machines were first introduced in the industrial revolution, but the number of jobs per capita has increased since then,” says Cupid.

 “New technology will make some legacy jobs and people who don’t want to change irrelevant. But it will also push society forward, and history has proven that time after time. Like it or not, this AI wave is coming. The question is not “Are you ready” but “How can you get yourself ready and stay relevant”?”

As per Cupid, the immediate challenge for the industry is how quick and agile you are to adopt new technologies. Owing to AI development, changes are exponentially faster than we had ten years ago. While inventing those emerging technologies is significant, businesses should think about leveraging those technologies quickly to complement what they currently have. 

The Path Ahead

Cupid and his team aim to build out the Federated Healthcare platform in the coming years. But they understand nothing can be achieved if they try to boil the ocean. Healthcare is a gigantic ocean with many unknown monsters. So, they plan to achieve this goal step by step. “Do one thing well, secure the ground, and expand from there. Therefore, instead of targeting ALL healthcare data, we must first focus on one,” he says.

Not so long after they started debating what to focus on, Cupid got a message from his dad that his mom got a stroke and was admitted to the hospital. That was when they still were in lockdown mode due to the pandemic. Traveling to Asia required quarantine for two weeks each way. But he knew the hospital took the MRI for his mom, and his dad has the CD. Having a co-founder as a stroke specialist, he immediately asked his dad to upload those results so that he could pass them along to Ferdinand for some advice. 

But too bad it took them a long time, yet they still needed to find a way to share this information. Ferdinand further confirmed that even though a hospital may have a medical image system, no such patient-centric approach allows sharing as the laypeople expected. This was it! Medical Imaging was the first healthcare data they incorporated into their platform, and they released it earlier in 2023 for patients and doctors to try out. “We brand this platform Carealth – to streamline Care and Health for real,” shares Cupid.

“In the meantime, applying the same idea, we won our first NIH SBIR award for incorporating Social Determinants of Health (SDH) data for cancer patients. We finished the Phase I development in 2022 and expect the Phase II award to start in 2023. Based on recent research, addressing this issue helps reduce readmission rates for the healthcare system and save overall healthcare costs. Therefore, in the next few years, we will leverage the Carealth platform to expand into SDH,” he says.

Message to the Budding Entrepreneurs:

Cupid concludes our interaction with the following message for budding entrepreneurs:

“Analysis paralysis is the number one differentiator between a visionary and an entrepreneur. In the NIH SBIR award I mentioned above, we are also accepted to an optional I-Corps program. A critical lesson from this program is reaching out to your users and understanding their needs. Then incorporate the feedback into the product or service, and don’t be afraid to fail. Keep repeating this process to search for the right product-market fit. Just sitting and thinking your solution is the best one leads you nowhere. Taking action, listening, and improving is the positive cycle an entrepreneur needs to follow. By practicing this, we won the “Best in Show” Award in the I-Corps program!”

Quote: “Great Idea – Action = Failure; Listen humbly + Improve continuously = Success eventually” 

Commercial Bank of Ceylon (CBC), Sri Lanka has been in the business of Banking for over 100 years now and has a legacy-driven trust imprinted with the brand name. What they do is objectively carry out financial intermediation for both local and international clients. They are catering to customers from all walks of life through various products and services. They offer a comprehensive range of financial services that cater to the diverse needs of their customers.

CBC’s aim is to stay ahead of the curve in an ever-changing financial landscape. They are dedicated to maintaining a strong financial foundation that supports both short-term profitability and long-term sustainability. Their aim is to grow responsibly, balancing the interests of the stakeholders, communities, and the environment.

A Diligent Leader

Mr. Najith Meewanage’s career with Commercial Bank of Ceylon PLC (CBC) started over 30 years ago, where he started his journey as an entry-level employee in retail banking while securing banking studies and ended up pursuing an MBA at the University of Greenwich in London specializing in Finance.

As he progressed in his career Mr. Meewanage was given more opportunities to take on bigger challenges and responsibilities. This eventually led him to the role of CEO of the Bangladesh Operation in June 2021, where he was responsible for overseeing the entire business. During his professional life, he worked in different senior positions such as Head of Operations in the Head Office, Chief Operating Officer in Bangladesh Operations, Head of Operational Risk, etc. prior to taking up the duties as the Chief Executive Officer of Bangladesh Operations of CBC.

Every business in the market effectively drives on technology and digitalization is driving the future banking business. Under his leadership, Mr. Meewanage started transforming the CBC-Bangladesh Banking business and with it the client journey allowing banks to spot behaviour patterns and solve client problems at a fraction of the current speed in a very cost-efficient manner. CBC- Bangladesh recorded 78 pct profit growth in the year 2022 with all the turbulences generated elsewhere in the world triggering financial uncertainty.

As CEO, Mr. Meewanage is proud to lead a team of dedicated professionals who are passionate about delivering exceptional customer service and value to the stakeholders. During this tenure as CEO, the total number of accounts of Foreign Missions increased to 39 out of 52 operating in the country so far which is indeed a great honor for the Bank.

“Unique products and services, superior service quality, and efficient and customized solutions to the requirements of corporate and personal banking customers are hallmarks of the successful stride of CBC in Bangladesh,” he says.

Leveraging Technology

Commercial Bank of Ceylon PLC – Bangladesh is powered by state-of-the-art technology from its inception. It started its operation in Bangladesh with full-fledged online banking. CBC Bangladesh’s IT is ISO 27001 certified which ensures international standards for information security.

“We are continuously thriving and have introduced a number of innovative digital banking solutions for the ease of the clients which many of our peer banks are yet to launch. To name a few, I can talk about CBC Digital which is an online Corporate Banking solution. Contactless credit card, e-passbook which is a direct replacement of physical passbook which is the only type of service in the market, etc. We are also a Bangladesh Investment & Development Authority -listed Bank as a one-stop service point to assist the Foreign Investors in Bangladesh,” shares Mr. Meewanage.

Innovation in Banking

A financial institution always works in a dynamic environment. Naturally, a dynamic environment always demands going through a continuous innovation process.  The main aim of innovative services is to simplify existing customer processes to enhance ease and speed. CBC always encourages innovative ideas in order to improve its service standards. As an accolade, CBC Bangladesh was adjudged as the Most Innovative Foreign Baking Brand – Bangladesh by Global Brands – UK. It may be mentioned here that CBC Bangladesh is the first Bank in the country to introduce a School Banking/ Teen saver account named Dot Com.

“We are very much concentrated on digitalization and currently have quite a number of innovative products and services suited for any type of customers namely, Corporations, SMEs, and individuals,” says Mr. Meewanage.

Challenges within the Industry

Mr. Meewanage feels that the effectiveness of the Banking sector’s ability to deliver staying in this role always determines the solid wealth generation capability of the economy in the long run. The Banking sector’s wider financial inclusion can benefit the middle class and poor by promoting overall economic participation. The real growth, which in turn leads to improved income levels overall in the society thus reducing the risk of financial crises, whose adjustment costs are most felt by the poor.

“One key highlight is that the gross domestic savings rate in Bangladesh is low, especially compared to the neighbouring countries. For the purposes of stimulating economic growth, the country requires a gross domestic saving level above 30 pct. The low level of saving is associated with a high consumption pattern along with a low level of disposable income and a low level of financial intermediation. Therefore, a resource gap exists in Bangladesh, although it is slowly decreasing. My above observations underline the need to accelerate domestic resource mobilization efforts and to improve the investment environment,” shares Mr. Meewanage.

In terms of foreign resources mobilization, peculiarly to foreign investors, he believes that the Banking sector must be geared to gain the confidence of investors, establish and develop a network of financial intermediaries, and produce a wide range of diversified saving and financing instruments that meet market needs.

The end of each business cycle has highlighted flaws in the banking system around the world and the established framework, leading to excessive lending and risk-taking in the absence of sufficient capital and liquidity buffers.

To address the above issues and produce value for all stakeholders in the short, medium, and long terms, the CBC has a comprehensive grasp of sustainability. By making sure that CBC’s total performance is reinforced going forward in accordance with the strategic imperatives of prudent expansion, client centricity, innovative leadership, and operational excellence with the appropriate expertise while paying close attention to the effects on society and the environment.

Encouraging Diversity and Inclusion

At CBC, fostering diversity and inclusion is a top priority and a fundamental aspect of the organizational culture. The firm believes that a diverse and inclusive workplace not only enriches the team but also enhances the organization’s ability to serve its customers effectively. To promote these values, the leadership has implemented a multi-faceted approach: Inclusive identifying Fast-Tracking Staff, Diversity Training, Flexible Policies to ensure proper work-life balances, performance evaluation in the most prudent ways, transparent reporting, etc.

“More importantly my door is always open for everyone for open discussions. Overall, our goal is to cultivate a workplace where everyone feels valued, respected, and empowered to contribute their unique perspectives. We recognize that diversity and inclusion are ongoing journeys, and we are dedicated to making continuous strides towards a more inclusive future,” shares Mr. Meewanage.

Meeting the Sustainability Goals

Ensuring a sustainable future is not only a global imperative but also a core commitment for CBC. The core team recognizes their responsibility to contribute positively to the well-being of the planet and society. CBC’s approach to sustainability is comprehensive and integrated into its business operations, reflecting its dedication to making a meaningful impact. The bank is deeply committed to playing a pivotal role in achieving global sustainability goals. By integrating sustainability into its operations, engaging stakeholders, and championing responsible practices, it aims to contribute to a better, more sustainable future for generations to come.

As recognition, The Commercial Bank of Ceylon PLC (CBC) has won the International Business Magazine Awards 2021, with the honour of “Most Sustainable Bank in Bangladesh” from 2021 onwards.

“Most Sustainable Bank in Bangladesh”, reiterated CBC’s commitment to its ongoing sustainability agenda, further acknowledging the bank’s excellence in creating environmental, social, and governance across its operations, and ensuring economic efficiency, prosperity, and contributions towards its various stakeholders.

Distinguished Recognitions

CBC- Bangladesh Operations has reached the rare height of achieving “AAA” Credit Rating for 13 (thirteen) consecutive years during this year in addition to winning several awards & accolades such as Best Foreign Bank in Bangladesh, Most Sustainable Bank in Bangladesh, Most Recommended Foreign Bank in Bangladesh, Best Corporate Bank Bangladesh, Most Innovative Foreign Baking Brand – Bangladesh, Bangladesh International Trade Finance Bank of the Year, Top Fastest Growing Companies to Watch 2023, The best performance on Growth, The best performance on Profitability, Best Performance on Risk Management and Best Asset Quality from Indian Chamber of Commerce and world-renowned financial magazines based in financial hubs of UK, USA, UAE, and Singapore.

At the same time, Mr. Meewanage was nominated as one of the Top 10 Best Business Leaders in Bangladesh in 2022 and also as one of the 10 Most Prominent Business Leaders to Watch as well as one of the Business Icons of Bangladesh in 2023 by well-reputed business magazines.

Future Insights

The future is always with many challenges. However, Mr. Meewanage is confident of his team’s ability to make astute judgments on the organization’s direction and road ahead.  “At CBC, we have embraced the ideology of customer centricity to deliver enhanced services to all our valued clients. We do not operate the Bank worrying about the stock price in the short run rather considers the longer horizon,” he says.

CBC carries the trust that progress is a function of continual investments in employees, systems, and services, both in good and bad times to build their capabilities. They have consistently apprised their international and local stakeholders. The basic principles and strategies they use to build this Bank from maintaining a fortress balance sheet, constantly investing and nurturing talent to fully satisfying regulators, continually improving risk, governance, and controls, and most importantly serving the clients. “The Bank has plans to offer an array of digital products and venture into several new areas to support the economy. We want to see ourselves to be one of the strongest regional Banks through aiding the country’s growth catering to the clients by forming rewarding partnerships. And we are marching towards that,” concludes Mr. Meewanage.

Quote 1: “Our commitment to innovation, customer-centricity, and leveraging technology sets us apart in the market.”

Quote 2: “Our aim is to stay ahead of the curve in an ever-changing financial landscape.”

Quote 3: “Our mission is to deliver optimum value to Customers, Employees, Shareholders & the Nation while ensuring good Corporate Governance.”

Quote 4: “Our vision is to be the Bank of Excellence in Service and Commitments.”

Currently serving as the Vice President of External Affairs at Cornerstone Alliance, Christina Frank is a visionary leader in the field of economic development, with a steadfast commitment to fostering community growth and enhancing quality of life, Christina has been instrumental in implementing comprehensive communications and public relations initiatives that elevate the organization’s profile and strategically position the community for economic advancement.

Her educational background in economic development and non-profit management, combined with her professional affiliations with the International Economic Development Council, underscores her expertise in the sector. Christina’s distinction as a Certified Economic Developer (CEcD) places her among an elite group of professionals, being one of only 17 women in Michigan to actively hold this prestigious designation.

Keeping Society at the Heart

Christina’s background is actually in social work. She began her executive level chapter of her career working for Big Brothers Big Sisters when she took over an Executive Director position just six months shy of her 30th birthday. She was with that organization for several years, before joining Cornerstone Alliance in the fall of 2016. 

Recognized as a Top 50 North American Economic Developer for 2022, Christina’s innovative approach and dedication to inclusive growth have earned her nominations from peers and industry consultants alike. Christina’s philosophy is rooted in the belief that economic development should be inclusive, fostering diversity in thought and creativity in strategy execution. Her efforts are not only geared towards attracting businesses and talent but also ensuring that every community member feels a sense of belonging and contributes to the collective prosperity.

Outside of her professional endeavors, Christina is passionate about creating innovative programs that advance local residents’ careers and positively impact their lives. Her leadership extends beyond economic strategies to encompass a vision where Southwest Michigan is celebrated for its robust economy, scenic beauty, and welcoming community.

The Company

Cornerstone Alliance is the leading non-profit economic development organization dedicated to the growth and prosperity of Michigan’s Great Southwest. It focuses on increasing employment opportunities, private sector capital investments, and the local tax base, particularly in economically distressed areas. The organization is known for its investor-governed structure and its commitment to delivering customer-focused economic development solutions through strategic partnerships.

Their services are multifaceted, including assistance with business expansion initiatives, programs to help retain businesses, and support for issues that enhance the area’s economic competitiveness. Through strategic initiatives and collaborative partnerships, Cornerstone Alliance drives innovation and opportunity, positioning the region for sustainable economic success. As the leading advocate for the local business and development sector, Cornerstone Alliance delivers tailored business assistance across Berrien County, Michigan.

In 2022, Cornerstone Alliance reported impressive key results, with 19 new business starts and a capital investment of $54.3 million. The organization’s success is a collective effort, supported by many who share a common goal of strengthening the community’s economic foundation. With a strong history and reputation, Cornerstone Alliance continues to open doors to opportunities for growth and expansion in Michigan’s Great Southwest, benefiting not just the businesses but also the residents who live and raise their families in this welcoming community.

Gaining from Challenges

Christina’s working style can be summed up as collaborative and innovative. She believes in fostering an environment where ideas are freely exchanged, and teamwork is emphasized. She thrives on open communication and encourages her team members to voice their opinions and contribute their unique perspectives.

The biggest challenge she faced in her career was pretty early on when transitioning from a technical role to a leadership position. Moving from executing tasks to guiding and managing teams was a significant shift that required a whole new set of skills and mindset.

One of the most important lessons that Christina learned from this experience was the importance of empathy and emotional intelligence in leadership. Understanding the needs and motivations of her team members allowed her to better support and empower them to achieve their goals. She also learned the value of delegation and trust, realizing that she didn’t need to do everything herself and that it was okay to rely on others to deliver results.

Empowering People

Christina is the architect behind the FLEX (Female Leadership Excellence) initiative, a panel discussion series led by influential women executives aimed at accelerating career and personal development for women in business. In both her personal and professional life, she is a champion for lifting others and believes strongly that everyone’s voice should be heard. 

“So often, we only look as far as someone’s title, or accolades, but we miss the lessons and the connections by doing so. To truly know someone and to be inspired by them, you must know their story – their struggles, and their successes. We are surrounded by people who have achieved incredible successes, but not without struggle and sacrifice. The more we share our stories, the more connected we become. Relationships, human connection, and being seen and heard…. are powerful things that create motivation and drive. There is an unstoppable-ness that occurs when someone sees themselves in someone who has achieved great success,” she says.

FLEX serves as a catalyst for career advancement and leadership excellence among women in business by offering a supportive community, valuable resources, skill development opportunities, and advocacy for gender equality. By harnessing these resources and support systems, women can accelerate their career trajectories and make significant contributions as leaders in their respective fields.

Growing with the Latest Trends

The growing use of automation across all industries is a significant trend that’s reshaping how businesses operate. Automation involves the use of technology to perform tasks or processes with minimal human intervention. It encompasses a wide range of technologies, including robotics, artificial intelligence, machine learning, and software automation.

Overall, the growing use of automation across industries represents a fundamental shift in how work is done. By leveraging technology to automate tasks and processes, businesses can achieve greater efficiency, agility, and competitiveness in the modern marketplace. Cornerstone Alliance, like many economic development organizations, is increasingly leveraging the power of technology to enhance its effectiveness and efficiency in several ways:

1. Data Analysis and Visualization: Technology enables economic development organizations to collect, analyze, and visualize vast amounts of data related to demographics, labor markets, industry trends, and economic indicators. By harnessing advanced analytics tools and techniques, these organizations can gain valuable insights into local economies, identify growth opportunities, and make data-driven decisions to attract investment and foster economic development.
2. Digital Marketing and Outreach: Economic development organizations utilize digital marketing strategies and online platforms to promote their regions, attract businesses, and engage with stakeholders. From social media campaigns to targeted email marketing, technology enables these organizations to reach a broader audience and showcase the unique advantages of their communities to potential investors, businesses, and entrepreneurs.
3. Business Intelligence and CRM Systems: Economic development organizations leverage business intelligence (BI) and customer relationship management (CRM) systems to manage relationships with stakeholders, track leads and opportunities, and measure the impact of their economic development efforts. These systems enable organizations to streamline processes, improve collaboration, and provide personalized support to businesses seeking to relocate or expand within their regions.
4. Virtual Site Selection and Tours: With the rise of virtual reality (VR) and augmented reality (AR) technologies, economic development organizations can offer virtual site selection tours and immersive experiences to prospective investors and site selectors. These virtual tours allow stakeholders to explore available properties, infrastructure, and amenities remotely, saving time and resources while still providing valuable insights into potential locations.

Fostering Inclusivity

As a Certified Economic Developer, Christina believes that an inclusive and welcoming community is crucial for attracting businesses, workers, and residents. Strategies that she thinks are important to fostering an inclusive and welcoming community include things like Affordable Housing Initiatives; Quality of Life Enhancements; and Small Business Support. Along with other things like Promoting Culture and Arts, Community Engagement, and Diversity and Inclusion Initiatives. 

For her team, Christina’s expectation is a culture of respect and acceptance where diverse perspectives are not only welcomed but encouraged. This involves fostering open communication channels where team members feel comfortable sharing their experiences and ideas, as well as actively listening to and valuing their input.

“Overall, my approach to supporting diversity and inclusion at the workplace is rooted in empathy, accountability, and continuous learning. By fostering an environment where everyone feels valued and empowered to succeed, we can drive innovation, and creativity, and ultimately, achieve greater success as a team,” says Christina.

Maintaining Meaningful Communication

On one hand, social media provides unparalleled opportunities for instant communication and engagement with stakeholders, including clients, employees, and the public. However, it also comes with the risk of misinformation spreading rapidly, potentially damaging the organization’s reputation or causing confusion among stakeholders.

To navigate these challenges, Christina believes that it’s essential for organizations to prioritize transparency, accuracy, and responsiveness in their communication strategies. This involves establishing clear communication protocols and guidelines for the teams to follow, emphasizing the importance of fact-checking and verifying information before sharing it publicly.

Measuring Her Success and Designs for the Future

Christina measures her success by answering a few simple questions about herself – First, she asks herself if she has made a positive impact. Second, has she brought someone else along, either by inspiring, supporting them, or making a direct difference in their life? Finally, she asks herself – will this make her son proud? If her answers to those questions are all yes, then she has succeeded. 

“My future plans are BIG, I am pursuing my Juris Doctor and start law school this fall. At 42 years old, with a successful career, I want to do more! I plan to get my law degree and pair it with my CEcD professional certification in the near future, then one day transition my focus to advocacy and policy change. My ultimate goal is to help those who otherwise would not have a voice in the hard-to-navigate legal system. Then, I’d like to retire in Italy and run a bed and breakfast,” concludes Christina.

A Quote to Live By:

“Anyone who knows me knows my all-time favorite saying: “Little Hinges Swing Big Doors”. For me it represents two things: 1. Attention to detail is critical, if not the most important aspect of success. 2. You don’t have to have a fancy title or be the most important person in the room to be capable of doing incredible things.”

Quote: “Cornerstone Alliance plays a pivotal role in driving efforts to attract new investment and new companies to the region, contributing significantly to the economic vibrancy of the area.”

Our senses don’t just process our surroundings—they create memories out of the experience. So, even when we are not consciously evoking a memory, they can be triggered because our senses have recorded and buried them deep down our memory lane. Yes, on a busy street, walking by a home when you catch that waft of freshly baked cookies, it can send you to your childhood in a matter of seconds. Or a perfume a passer-by wore can remind you of someone else. The sense of smell affects cognition, and this link between olfaction and cognition may be critical for coordinating cognitive networks. The sense of smell is closely linked to the brain’s anatomy, which regulates memory, emotion, and attention. This association can be established not just with people, but also with places, objects, and even brands.

A Sensory Exhilarating Idea

In 1994, a Disney Imagineer embarked on an intriguing challenge: adding scents to popular attractions. This simple idea sparked the birth of ScentAir, a company dedicated to turning ordinary moments into magical memories through fragrance. By the year 2000, ScentAir had already become a trailblazer, helping brands create cutting-edge, scented experiences that delivered impressive return on investment (ROI).

Fast forward to today, and ScentAir stands as the global leader in air purification and experiential fragrances for both business and home. With offices across four continents and a diverse team of over 500 employees, ScentAir enhances environments in 119 countries. Their patented diffusers and professional-quality fragrances deliver more than five billion scent impressions annually, captivating customers and reinforcing brand values.

But the journey doesn’t end there. In 2019, ScentAir expanded its product range to include consumer-focused offerings, bringing the magic of professional-quality fragrances and advanced technology into homes. Whether enhancing commercial spaces or transforming everyday rooms, ScentAir remains committed to innovation. More than 50,000 brands worldwide rely on ScentAir to enhance commercial environments, reinforce brand values, and create memorable experiences. Additionally, its eCommerce home division transforms ordinary spaces with mood-enhancing fragrances, pet-calming scents, and odor-neutralizing products.

CEO Brian Edwards emphasizes that ScentAir’s growth isn’t just about market share. “Future growth is not just about expanding our market share, but about continually innovating and investing in our people. By fostering a culture of adaptability and resilience, we ensure that our company remains not only competitive but also a leader in our industry.”

A Visionary Leader

Brian Edwards, the visionary CEO of ScentAir, has been instrumental in transforming the way we experience scents. He began his professional career in sales at a Fortune 500 office technology company, progressing through various sales leadership roles and becoming an IKON Office Solutions $100 million company President at age 32. Brian relocated several times throughout the US as the company transformed from 400+ independent dealer acquisitions into a $5B operating company during his 28-year career. Brian ultimately served as SVP of Sales, Marketing & Services, leading 18,000 NA-based employees. IKON was eventually sold to Ricoh Ltd, and Brian entered the Private Equity arena in 2014. He has served as CRO and CEO at ScentAir since 2017. For over 35 years, Brian has been leading, guiding, and driving high-performance teams that drive shareholder value and delight customers. It’s simply what Brian loves to do.

Under his leadership, ScentAir has become the global leader in innovative scent solutions for both commercial and home use. With an unwavering commitment to innovation and customer satisfaction, Brian ensures that ScentAir continues to captivate audiences, reinforce brand values, and create memorable experiences through fragrance.

Safely and Sustainably Scented

ScentAir is committed to safety, adhering to and surpassing the International Fragrance Association’s (IFRA) Code of Practice and additional global health and safety regulatory criteria. All fragrances are EPA-registered. To ensure fragrance safety, ScentAir requires suppliers to meet regulatory and safety standards on EVERY fragrance offered, and all are scientifically confirmed through up to seven safety certification processes. “We have been in good standing with IFRA for longer than any other commercial scent company. We also meet, and in many cases surpass, a variety of additional global health and safety regulatory criteria. Our scents do not contain any respiratory allergens or phthalates,” shares Brian.

ScentAir’s innovative shipping practices have reduced shipments by more than 1.2 million annually. Its fragrance cartridges are made from 100% post-consumer recycled plastic and recyclable after use. The Sustainable Fragrances line exclusively utilizes essential oils and sustainably sourced, naturally derived, and upcycled ingredients.

After being named The Best and Brightest Companies to Work for in Charlotte in 2023, ScentAir received national honors in 2024. Companies are assessed on compensation, benefits, and employee solutions; creative wellness and well-being solutions; employee enrichment, engagement, and retention; employee education and development; recruitment and selection; employee achievement and recognition; communication and shared vision; diversity, equity, and inclusion; work-life balance; community initiatives and corporate responsibility; and leadership, strategy, and company performance.

Steering ScentAir Towards Success

Brian has gained a reputation as a respected, dynamic leader who leads with great energy, high integrity, and a proven ability to establish and inspire top-caliber management teams that generate exceptional results. Brian’s leadership style can best be described as passionately engaged at all levels of the company. Expectations and key performance metrics are clearly understood, and accountability, achievement, and collaboration are woven into the DNA of the company culture.

Every month, Brian leads a two-day operating review process with all the key global leaders to review performance, opportunities & challenges, and stay close to the heartbeat of the business. Brian is also very committed to building a diverse and inclusive leadership team, as exemplified by the fact that 48% of ScentAir’s global management team are women, and his belief that diverse and inclusive teams produce better results.

Brian’s key leadership principles that have been instrumental in the success include:

• Talented people are the greatest assets in any company, and having the right people on the team is paramount to driving superior results.
• Strong communication of the company’s vision, mission, strategy, roles, and expectations is fundamental to execution.
• The leadership team must lead with high energy, accountability, and engagement in daily work.
• Establishing a culture of equity, fairness, diversity, and inclusiveness creates an ecosystem where high achievement is not only possible but highly probable.
• Warm candor is a powerful leadership tool and is usually a learned skill.

Growing in Sensory Marketing

Since its inception in 1994, ScentAir has achieved more than 20% CAGR growth. ScentAir is now focusing on global expansion in the 19 nations it presently serves as well as accelerating international sales in 100 other countries. ScentAir’s turnkey business solutions are available on a monthly subscription basis, requiring no upfront capital investment. It covers everything from installation through on-site service to scent modifications. The company is committed to investing in accelerated growth, and as the market leader, it will continue to promote technological innovation, safety, and world-class client support and services.

ScentAir is expanding globally to fortify its position at the top of the industry. It intends to double in size over the next five years, principally through expanded sales channels and sustained adoption of its outstanding scenting services and indoor air quality solutions. Brian and his team have a clear objective: to make ScentAir a household brand name by enriching surroundings, brands, and experiences through improved indoor air quality and the power of scent.

Sensory Branding

Various case studies and research have yielded data findings when comparing scented vs. unscented spaces in retail stores, casinos, eating establishments, and shopping malls. Key findings include:

– 20% increase in customer satisfaction

– 18% more time spent in the store

– 23% more money spent by women

– 60% higher purchase intent

– 22% more products purchased

– 11% increase in casino machine sales

– 11% increase in cleanliness satisfaction scores

– 8% increase in food quality scores

Scent marketing in the hospitality industry involves strategically using scents to evoke deep emotional responses, enhance ambiance, and reinforce a hotel’s brand identity. By thoughtfully incorporating carefully selected fragrances throughout the property, hotels create captivating environments that leave lasting impressions on guests. Scent marketing transforms a hotel stay into an unforgettable experience, leaving guests wanting to return again and again.

Scent marketing serves as a potent tool for property managers to distinguish their community by crafting an inviting atmosphere. While creating a warm and welcoming environment can be challenging, integrating fragrance throughout the community ensures that everyone feels at home. By providing exceptional experiences to residents and prospects, the community stands out.

In the retail sector, scent marketing aims to create an emotional connection with customers, enhancing the overall shopping experience. By strategically incorporating pleasant scents into the retail environment, businesses can leave a lasting impression on their customers. In the 21st century, retail has evolved beyond mere product details and service satisfaction. Customers now crave emotional experiences, and emotionally connected customers are 52% more valuable to a brand than those who are merely satisfied. To meet this demand, retailers should focus on providing emotional value by creating memorable experiences that inspire bonds and leave lasting impressions.

“At ScentAir, we provide fragrance and air purification that will make your commercial space refreshing and sophisticated, fixing the often-overlooked part of the customer experience,” concludes Brian.

Quote: “Work hard, play hard, and take time to smell the roses. Most importantly, be where you are.”

Quote: “Every people-centric business needs to connect with customers. We make building those connections easy.”

Farmers form the base of a society and a country’s development, for no country can see the dream of development on an empty stomach. However, the hands that feed others are in deep trouble today. The farmers face multiple issues that range from global warming to poor-quality seeds and shrinking farmlands. Not to forget the eminent food crisis looming in 2050 due to population. 

Many say that the solution is with the adoption of agriculture technology or AgTech. However, the speed of adoption of technology varies in different parts of the world based on socioeconomics. While some countries and farmers are open to change, many are still skeptical. Meanwhile, companies continue to invest in technology and research to deliver innovative solutions. Among them, Advanta Seeds has emerged as one of the world’s leading seeds companies at the forefront of developing germplasms tailored to answer the need for climate-smart and high-nutrition crops.

For a Fertile Future               

Advanta Seeds is one of the few worldwide seed businesses that offer a diverse field crop and vegetable portfolio. Advanta focuses on innovation, value addition through natural solutions, and disease, pest, and herbicide resistance along with drought and salinity tolerance while focusing on bringing localized need-specific germplasm. By creating seeds that make crops climate-smart, salinity-tolerant, and drought-resilient, they are weatherproofing farm yields and the livehood of farmers, especially in tropical and subtropical regions.

Advanta Seeds has sixteen field crops, although most seed businesses focus on two. It has marketed over fifty crops throughout the world. The strength of Advanta is in the versatility offered to growers in many geographies. It allows to meet farmers’ needs and deliver good genetics in many crops. For farmers, crop rotation is an important practice and reduces the reliance on one crop to be productive. Advanta Seeds has a solid business strategy that allows the company to develop quickly in various regions, which is a benefit of a well-diversified and geographically large portfolio.

The company’s research and development breeding stations are strategically placed in different geographies to supply a diverse range of genetics and evaluate them for various soil and climatic conditions. “We constantly work to introduce enhanced seed varieties. We developed enhanced germplasm and our own proprietary technology in various crops. We have a few unique technologies in high oleic sunflower, sub-tropical and tropical corn, canola, forage, and grain sorghum. Driven by innovation, developing improved crops and new technologies are a high priority for Advanta Seeds,” says Bhupen Dubey, Global CEO at Advanta Seeds.

Technology for Agriculture

Bhupen believes that modern technology can enhance sustainable agriculture which is the way forward. It starts with quality seeds and good farming practices to produce high-yielding crops.

The three factors that are becoming a guiding concept for the innovation and use of modern technology are food and nutrition security while overcoming the challenges of climate change. Advanta Seeds invests in climate-smart crops such as sorghum, sunflower and canola which are high in nutrition and low in use of resources. They also invest in innovative technologies including precision agriculture, drone technology, artificial intelligence, and data-driven farming.

“I strongly believe the key to the future is innovation and the appropriate use of science and technology to meet the growing food demand,” says Bhupen.

Advanta’s strength in new technologies is achieved through open collaboration with local farmers and international research institutes such as the International Maize and Wheat Improvement Center (CIMMYT), HarvestPlus, or the World Vegetable Center. Its partners are essential to its success. 

“Our role is to provide the best technology to farmers however the adaptation depends on the market. I classify the global agriculture market into two parts, one where agriculture is very strongly linked with the market forces and the second is where agriculture is not connected to the market. In the first case, the technology adaptation happens very fast where farmers can see very quickly the benefits of the new technology such as improved productivity and they see that the investment pays off. On the other hand, there are countries where agriculture is not linked to the market forces so strongly or directly the uncertainties are very high and the adaptation of new technologies is very slow. These are the areas where the cost-benefit risk analysis doesn’t justify adoption of the new technology. As the seed technology provider, we educate farmers about the value of new technology and its benefits to improve the adaptation rate,” shares Bhupen.

A Focused Leader

Bhupen did both his Bachelor’s and Master’s in Agriculture and joined a German company in the R&D department early in his career. After a few years, he moved to the product management department and also completed his diploma in marketing management. Working for a global company like Advanta Seeds gave him a holistic experience of the industry and its operations with great cross-functional exposure. At this company, he has been able to lead and manage multiple business areas in different geographical locations, which helped him understand even the most subtle changes at the same time the biggest challenges in the industry.

Leading a global organization like Advanta requires a specific skill set and understanding of the market to make the right business decisions at the right time. Bhupen believes that teamwork and collaboration are crucial to becoming a successful leader on the global stage. “Working together with your team, sharing ideas, and letting your team be a part of decision-making allows you to make better business decisions. The successful leader, while making decisions, always keeps the future and sustainable growth of the organization in focus,” he says.

As a leader and a professional, Bhupen encountered many challenges in his career, but to point out one particularly tough one, would be the challenge of being able to learn and evolve. “I’m a scientist with a technical mindset. I was good in science and academics. Early in my career, I started to wonder how I could make an impact and I realized that it’s important to have exposure to the commercial aspect of the business, and transitioning from a scientist to a business mindset was the biggest challenge for me. I decided to get out of my comfort zone and learn the new skill set that I was lacking. I was lucky to have a supportive boss who gave me the opportunity to improve my commercial skills hence quickly learning and becoming a commercial leader with a technical background. Overcoming the challenge of one mindset made me successful and where I am today in my career,” he states.

Seeking Continuous Growth for the Company and AgTech

Advanta keeps an open network and collaborates with various stakeholders to keep abreast with the latest developments, new technology, new trends, government policies, and regulations. They believe in open collaboration and innovation to secure a pathway for continuous growth.

“We see major challenges for agriculture in climate change. We hope to identify more opportunities to address the challenges with sustainable solutions. We believe in OpenAg® and challenging the world’s food systems – opening up new partnerships, new markets, and new technologies to transform agriculture and create sustainable growth for all,” concludes Bhupen.

Quote: “Our groundbreaking technologies ensure we deliver great results in all growing conditions.”

Quote: “We are raising the genetic potential of crops throughout their growth cycle with our patented technologies.” 

Quote: “As we make agriculture climate-resilient, we directly impact the prosperity of our farmers.”

Quote: “Sustainable agriculture has a positive impact not only on our planet but also on the people, and prosperity for all.”