This episode of What It Takes features Natalie Griffin and Amy Philpott, co-founders of Gerry’s Cafe, a nonprofit cafe that provides employment opportunities for adults with intellectual and developmental disabilities. Natalie, a former special education teacher, and Amy, a seasoned business professional, joined forces to address the high unemployment rate within this community. Opened in 2023, Gerry’s Cafe combines a mission-driven purpose with excellent craft food and beverages.

The discussion focuses on their journey, from overcoming challenges like grassroots fundraising and pandemic delays to building a supportive community and creating an inclusive workspace. Natalie and Amy emphasize perseverance, collaboration, and the power of a mission-driven vision.

Key Themes:

1. Inspiration and Founding Story

• Natalie’s special education background highlighted the talents of individuals with disabilities and the stark lack of job opportunities available to them.
• Amy brought her business expertise, and together they built the nonprofit Brewing Opportunities, later rebranded Gerry’s Cafe in memory of Natalie’s aunt, Geralyn Weimer.

1. Challenges and Perseverance:

• Major hurdles included legal and nonprofit setup, fundraising, and building community support.
• The pandemic became a time for strategic planning, board development, and organizational strengthening.

1. Impact:

• Since opening in August 2023, the cafe has employed 37 adults with disabilities, providing skill development and fostering confidence and joy.
• Community testimonials reflect how transformative the cafe is for both employees and customers.

1. Balancing Mission and Business:

• The cafe maintains its nonprofit mission but also strives to run as a successful business.
• High payroll costs from hiring employees with disabilities are offset by community fundraising and commitment to quality products.

1. Advice for Entrepreneurs:

• Perseverance: Keep going despite roadblocks.
• Collaboration: Surround yourself with experts and supportive community members.
• Patience and Planning: Build your vision methodically, with a realistic timeline and strong foundation.
• Grit: Success demands resilience and hard work.

Memorable Quotes:

• “If every single person on the earth could walk into Gerry’s Cafe, the world would be a different place.”
• “That deposit of time [customers give us] will redeposit into their heart and into the community.”

Actionable Takeaways:

• Building a mission-driven business requires persistence, strategic partnerships, and the support of your community.
• Combining a clear social mission with operational excellence can lead to a greater impact.

In this episode of What It Takes, we sit down with Adam Povlitz, CEO and President of Anago Cleaning Systems, a leading global commercial cleaning franchise. Adam shares his inspiring journey from the corporate world at IBM to stepping into his family’s business and leading it to international success.

We’ll explore what it takes to transition from a corporate career to entrepreneurship, the leadership lessons Adam has learned along the way, and how he scaled Anago into the global powerhouse it is today. Adam also dives into the challenges of growing a competitive franchise, staying innovative, and his role as a thought leader in the industry.

If you’re curious about leadership, scaling a franchise, or learning what it takes to thrive as an entrepreneur, this episode is for you.

Guest: Adam Povlitz

Title/Role: CEO & President of Anago Cleaning Systems

Website: www.anagocleaning.com

LinkedIn: Adam Povlitz

Key Topics Discussed:

1. Adam’s early career at IBM and the skills he developed there.
2. Why Adam decided to leave the corporate world and join his family’s business.
3. The challenges of transitioning from corporate to CEO and growing into leadership.
4. Key turning points in scaling Anago Cleaning Systems into a global franchise.
5. Adam’s leadership philosophy and how it has evolved over time.
6. Staying competitive and innovative in the commercial cleaning industry.
7. How Adam uses his platform as a thought leader to contribute to Entrepreneur and Forbes.
8. The biggest challenges he’s faced while scaling a franchise.
9. The importance of innovation and vision when building a business.
10. Adam’s best advice for aspiring entrepreneurs and leaders.

Takeaways for Listeners:

• The value of skills learned in the corporate world for entrepreneurial success.
• How to lead and scale a family business into a global brand.
• The mindset and strategies needed to compete in a growing market.
• Lessons on leadership, innovation, and resilience in entrepreneurship.

Call to Action:

If you’re inspired by Adam’s story, check out Anago Cleaning Systems at www.anagocleaning.com and follow Adam on LinkedIn.

Guest: Glenn Poulos

• Co-founder of Gap Wireless.
• Author of Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling.
• Sales expert with 40 years of experience in the field, including starting and selling two successful businesses.

1. Glenn’s Journey into Sales

• Began in 1985 after a government mentor told him he “needed to sell things for a living.”
• Learned the power of leverage in sales—income is based on performance, not just education.
• Took the entrepreneurial leap in 1991 after realizing his value and ability to lead his own sales team.

1. The Entrepreneurial Leap and Building Businesses

• Co-founded his first business in 1991 after leaving his job.
• Sold the company after 15 years to a public entity and later started Gap Wireless in 2007.
• Sold Gap Wireless in 2022 to private equity, marking his second successful exit.

1. Biggest Early Challenges:

• Paying Yourself: You need a nest egg, low expenses, and/or an understanding partner during the early days.
• Failure to Launch: People often delay action due to fear; commitment and execution are critical for success.
• Overcoming fear of failure propels you forward once you take the first step.

1. Core Principles from Never Sit in the Lobby

• “Never Sit in the Lobby”: Be proactive, be prepared, and never waste opportunities when meeting clients.
• Always have something in your hand (like a product quote) and something in your mind (a clear purpose).
• Sales is about “staying in front of the customer” and building trust—even when you don’t win the deal.

1. Adapting to Change in Sales:

• Technology evolves, but “people buy from people”—face-to-face interactions still close high-value deals.
• Distinguish between sales (closing deals with clients) and marketing (generating leads). Salespeople need to be in front of customers, not behind desks.

1. Team Leadership and Hiring Salespeople:

• Hire slowly, fire quickly: If you’re considering letting someone go, you probably should.
• Compensation drives behavior: Build plans that align with business goals and motivate sales teams.
• The best recruit you can make is the sales manager—let them build a team that works for them.

1. What It Takes to Succeed in Business:

• Take the first step—most people fail because they never start.
• Always do “the next right thing” and operate as though every impression is a first impression.
• Be a pleasure to do business with—even when you lose a deal—so clients come back or refer you to others.

• “People buy from people. Face-to-face wins the deal most of the time.”
• “Failure to launch is what holds most people back. Take the leap, and let the fear of failure drive you forward.”
• “Always have something in your hand and something in your mind when meeting a customer.”
• “You only get forever to make another impression.”

1. Entrepreneurs:

• Have a financial runway to sustain yourself when starting out.
• Commit fully—don’t let fear stop you...