Savoir Faire

FITNESS,
LIFESTYLE, AND

HEALTH
AFICIONADO,

RANIA
GAMAL

PHOTOS BY: AYLA CROFT

Rania Gamal is a Dubai-based fitness guru, model, actress and TV presenter. She
started modeling when she was 17 years old while living in Germany, and has been

the face of L'Oréal products, and on the cover of a number of international
magazines. Rania loves traveling the world, both for work and leisure, and

speaks 3 languages fluently (Arabic, English and German), in addition to
intermediate Danish and basic French. Born in the Middle East, Rania has lived in
Spain, Germany, the United Kingdom, India, and the last 9 years she has considered

Dubai her home. She represents a growing number of “international citizens”,
that have a truly global mindset.

SAVOIR FAIRE / SPRING 2018 / 53

Rania is also a fitness, lifestyle and from the people around me when I
health aficionado teaching women not grew up, and I grew up in a society with
only to eat healthy but also about being lots of rules that to me did not make
independent and empowered. Rania has sense. My parents have at times been
recently finished her diploma in PR & supportive and at times not, I think it
Journalism at the World Media Academy, a difficult for them to fully
school accredited by Washington based understand my job.
International Center for Journalist.

In hersparetime Raniais dedicatedto pole RW: If you were not a model, what
fitness and is amongst others an other profession would you have
ambassador for Milan Pole Dance Studio, been doing instead?
Dubai. RG: LOL that is a question I have never
had before. Openly speaking modeling
Above all, Rania is a woman who knows was not my first choice, I actually
what she wants, and wont take no for an wanted to be undercover police (and
answer. This ability to never give up, has secretly still do), but then life
made her who she is today happened.

RW: What made you first become a RW: What are guilty pleasures food
model? wise?
RG: I was visiting a friend, where I met a RG: POPCORN!!!!
photographer who got me started on
modeling while I was living in Germany. RW: How do you cope under the
I was 17 years old at the time and when pressures of being a model?
asked if I did modeling I said no, and a RG: I scream and shout, and let it all
few weeks later I had my first out. No seriously, the pressure can be
contract. intense, but when you have people in
your life that truly believe in you it
RW: How did you feel when you did makes a difference.
your first ever fashion show or
photo shoot? RW: What beauty tips do you swear by?
RG: I was very nervous to start with, as RG: Always wear lashes – so when you
I had no idea how to pose etc for wink people drop dead
shoots. Fashion shows were even
worse, couldn’t stop thinking that I RW: If a young girl/boy wanted to be a
would fall on stage. model what would your advice for
them be?
RW: Who was your role model as a RG: Work hard, believe in yourself, and
child and how did that help in being never stop watching and learning
a model? from others.
RG: I didn’t have a role model as such,
as I grew up being very different from RW: When it comes to men what gets
the people around me, but I have just your attention?
always been fascinated by models, RG: The way he looks at me!
what goes on behind scene and how
they live their lives. I love the dress RW: Best pick up line you ever got?
up and I love always looking What was the worst?
glamorous and sexy. RG: I stopped listening to pick up lines
long ago, but if someone is funny or
RW: What did your parent first think catches me with an interesting
of you being a model and where they conversation, that is the way to go.
supportive?
RG: As mentioned I was very different

54 / SPRING 2018 / SAVOIR FAIRE

SAVOIR FAIRE / SPRING 2018 / 55

RW: What are some things or places on in particularly pole fitness.
your bucket list?
RG: Carnival in Brazil – dressing up and RW: Quick 1 answer questions…
joining the parade, Coke or Pepsi? RG: Coke
Climbing Angel Falls, Venezuela, and Wine or beer? RG: Wine
Party like crazy at Tomorrowland. Country or city? RG: City
Trucks or cars? RG: Cars
RW: Name three things you use every day? Boys or girls? RG: Both
RG: Facial cream, perfume and my phone. Lights on or off? RG: Lights on
New York or Miami? RG: Miami
RW: Craziest thing you have ever done? Steak or Salad? RG: Salad
RG: I was supposed to meet a friend in a Barbie’s or GI Joes? RG: Barbie’s
neighboring city while I lived in Germany,
about an hour away by train. Immediately RW: What is your favorite season and why?
before boarding the train, I called to let RG: Summer and fall, love the heat of
him knowIwas ontheway, butsince he didn’t summer and the colors of fall.
pick up, I changed myticketand went to Paris
instead. All alone, nearly no luggage and RW: If you could have lunch with anyone
nothing arranged. That was the last time dead or alive, who and why?
he did not answer the phone at the first
ring. LOL, so hey if I take your number, you RG: Angelina Jolie. She is smart, sexy,
better pick up! and a great mother, while still being
strong and independent, promoting
RW: What charities do you support or women empowerment. A sexy bad ass!
want to?
RG: The charities thatare close to my heart RW: What is your definition of the word,
are charities that support those who Beauty?
cannot fend for them selves, and as an RG: Realbeautyisabeautifulsmileandapure
animal lover, I generally support charities heart.
against animal cruelty. It just breaks my
heart to see what we humans do to other RW: How would you make this world a
lives around us. better place?
RG: I would take care of all lives, human and
RW: Where do you want to be in 5 years? animals, and ensure that all have the space
What about in 10? needed to live free.
RG: In 5 years, you will see me everywhere,
billboards, TV commercials and the cover RW: What are some of your favorite
of many different magazines, while owning designers or stores?
my own brand, running my own business, and RG: Giuseppe Zanotti, Chanel and Philipp
living lavishly in my beachfront villa in Plein
Miami.
RW: WHAT ARE SOME OF YOUR BEAUTY TIPS?
10 years from now I will still be busy paying RG: Always moisturize your skin and eat
of all the debt needed to finance my 5 year healthy.
plan No seriously, my dream is to have my
own business so that I can continue to work RW: How do you maintain your figure?
in the industry for years to come. RG: Combination of a healthy living and
gym.
RW: Do you have a political stance? Who
did you vote for and why? RW: How do you handle people that
RG: I think politics these days is more of a don’t support you or hate on you?
comedy show, except its not really funny. I RG: I don’t give them space in my life.
am therefore conscious to stay out of it.

RW: Doyou followor playanysports?Who
and what and why?
RG: I don’t follow sports, its not nearly as
fun as doing it yourself. I am big on fitness,

56 / SPRING 2018 / SAVOIR FAIRE









A LITTLE ABOUT
ACTOR AND CAST

MEMBER OF
BUTTERFLY
CAUGHT,

ADAM
AMBRUSO

PHOTOS BY: ENZO PHOTOGRAPHY

SAVOIR FAIRE / SPRING 2018 / 61

A dam Ambruso is an actor and duties working on the project as both
producer with several projects in executive producer and actor in the film.
the works. Adam is the lead in Sony Trafficked stars Ashley Judd, Sean Patrick
Pictures’ Butterfly Caught, which Flanery, Elisabeth Röhm, and Ann Archer.
His preceding credits include the drama
debuted and won 'Best Ensemble Film' at the Running Wild (Sharon Stone, Tommy
Flanagan, Jason Lewis) and SyFy original
2017 San Diego International Film Festival. horror-sci-fi filmAtomic Shark ( Jeff Fahey,
David Faustino).
He plays the role of 'Randy' in a film about
Adam isn't one to sit around and wait for
three beautiful aspiring actresses who projects to come to him. Beyond Executive
Producing for Trafficked, Adam is focused
embark on a mission to break into the on writing a super hero action film set
within the DC Comics universe.
competitive Los Angeles acting scene, only

to discover the road leading to stardom

comes at a price. Adam appears together

with Treat Williams, Henry Thomas, and

Bruce Davison in the Rebel Road

Entertainment film The Great Race.

His character, 'Adam,' is part of the 1925 Originally from Austin, Texas, Adam
historic Great Race of Mercy, a group of graduated from the University of Texas.
brave dog sled mushers who traveled 700 Adam is an avid outdoor enthusiast who
miles to save the children of Nome, Alaska participates in numerous sports including
from a deadly diphtheria epidemic. Adam snowboarding, water skiing, and football.
also performs in the Lifetime Channel He also enjoys strumming his guitar and
movie Who Took My Daughter. singing a few bars to exercise his vocals.

Adam's previous project was the Epic Trailer for Butterfly Caught:
Pictures drama, Trafficked. He shared duel https://youtu.be/Re7TBb5JIc4





SAVOIR FAIRE / SPRING 2018 / 65

RW:Whatare the recent projects thatyou see to it that it did.
are working on? RW: What did you find challenging about
AA: Recently, I filmedaLifetime movie called the role?
“Who Took My Daughter”, which will be out AA: The greatest challenge of playing this
this year along with The Great Race”. I am Texas ranger was to portray him simply and
currently gearing up to play my most embodythe evil rather than show it. He just
difficult roles yet, which is the lead role is who he is. Showing that dark strength
in a movie called “Savant” in a story inspired without being overt was the greatest
by the true events of a real savant that is challenge of this character.
alive today as well as a James Dean style
thriller called “ Dead Man’s Bluff”. I also RW: Did you do much research into human
plan on playing the lead role in the big trafficking before starting to film?
budget super hero film that I am writing AA: Yes, I did. I had the virtue of getting to
with my writing partner called 13: The spend time with the writer of the film
Search For Peace. Siddharth Karawell before the project was
made as well as through to the end of the
RW: Please tell us the premise for your project. He wrote the book on Human
film Trafficked and about your Trafficking, pioneered the Human
character. Trafficking course at Harvard University,
AA: Trafficked is a feature film loosely and works with the United Nations and
based on the true life stories of three other governments around the world in
women that were victims of human order to enact legislation to fight human
trafficking in the United States. My trafficking, so as you can see I had the
character is a corrupt Texas Ranger that ultimate source from which to learn.
solicits girls that are being trafficked.
RW: What did you take away from working
RW: How did you get involved as EP of the with such screen legends like Ashley Judd
film? and Sean Patrick Flanery?
AA: This film sat for four years before it hit AA: Ashley did great things for our film. Her
my desk. Iwasable to connectthe dotswith name value brought a lot of other well
my existing relationships and was able to know actors to "Trafficked”. She was a pro
get the movie into production within six and came ready to work. What I took away
months of reading it. I was also able to from herwas that it is notabout being liked
secure the majority of our locations for on set. It is about showing upand doing your
free and was able to provide the film with work. I enjoyed getting to meet and know
its first financial investment, which is so Sean. What I took away from him was
crucial to getting it made. For all of these commitment. You have to have a high level
reasons as well as my continued of commitment to deliver that caliber of
involvement in the film, I was made work. I also learned about Jiu Jitsu and the
Executive Producer. lifelong benefits of pursuing it. He has two
studios in Hollywood where he teaches and
Honestly, when looking for projects my has achieved a level of mastery.
main objective is to find a great story, but
I also have a strong desire to leave a RW: What do you hope viewers take away
positive imprint on this world and send from seeing the movie?
impactful messages through my work. AA: I hope viewers eyes are opened to the
However, I believe the script finds you. That extreme dangers of this crime and the fact
was definitely the case with “Trafficked”. that it could be happening right
My producing partner and mentor Will underneath their noses in their home
Wallace dropped it on my desk and asked me towns. I also want them to walk away with
to give ita look and see if it moved me. Well, knowing how horrible this crime really is
it definitely did that and more. I was as wellas the factthat it is a major problem
saddened and enraged that such a terrible in the United Statesand is not justaproblem
and disgusting human rights violation overseas. Over 200,000 girls under the age
could be happening right underneath our of 18 are sold into sexual slavery every year
noses. I felt that I didn’t really have a in the US.
choice whether to make the film or not.
This film had to be made, and I was going to

66 / SPRING 2018 / SAVOIR FAIRE



RW: We're also going to be seeing you in
the movie The Great Race. What made you
want to be a part of the film?
AA: I love adventure movies, and I really love
period pieces, and this movie is both. I also
loved the factthat itwasatrue storywith
such a positive message that you can
overcome anything. It had so many
elements like heroism and true love that
make life and film great. Lastly, it was
another opportunity to work with the
producer Will Wallace who is my mentor
and acting coach.

RW: Was there anything you added to the
role that wasn’t originally scripted for
you?
AA: I didn’t add any dialogue, but I did add
some extra passion. It didn’t necessarily
call for it in the script, but I felt this
particular character would be a little
emblazoned due to the extreme nature of
the dilemma in which they had found
themselves.

RW: You are a part of social media. Do you
enjoythe instantfan feedbackyou receive
to your projects?
AA: I do love instant fan feedback to my
projects. Social media can be a lot of work,
but it has become a necessary component of
the entertainment industry. Fan feedback
is not the only reason I make films of
course, but it is important for me to know
that I am reaching people with my message
and work and that they are enjoying it and
are being impacted by it.

You're a producer, scriptwriter and
actor. Is there anything else you want to
try your hand at in the entertainment
industry?
AA: It is inevitable that I will eventually
direct as well. I feel that it is a natural
progression from acting, and I look
forward to it.

RW: What would you like to say to
everyonewho isafanand supporterofyou
AA: First and foremost, I would like to say
abigthankyou. Yoursupportiswhatallows
me to do what I do. I also want to say stay
tuned because there is much more to come.
I have plans to do many projects and big
things in Hollywood.









KEEP AN EYE ON
THIS ONE, SHE IS
MAKING MOVES!

MERY
NIKOLOVA

PHOTOS BY: JIMMY GAGLIO

T here is something about mery and just naturally flow. Trees don’t think
nikolova that has the industries which way their branches sway when the
attention in a big way. it could be wind hits them. Be a tree.
her look, her personality, or her
RW: Who was your role model as a child
sense of style but whatever it is she is a and how did that help in being a model?
MN: My mom has always been my role model.
shooting star and one to watch out for in She’s always been a single mom, but she
never used me as an excuse as to why she
the future. meryis bulgarian butcurrently didn’t succeed. She brought me from
Bulgaria to the states when I was 8 and
residing in las vegas, nevada. she has alined completed her master’s in economics and
business management. She’s always found a
her self with an amazing photography way to figure things out all alone. Her
attitude has transferred onto me and I’ve
network and has been producing top notch always wanted to push myself to do more
things that make my life fulfilling.
quality images. we plan on seeing her in
RW: What did your parent first think of
many editorial campaigns as well as other you being a model and where they
supportive?
magazines. we were excited to get in a little MN: My mom supports everything I do, but
she doesn’t think the industry is fair.
Q&A session with her and learn more about
RW: How do you feel about the
this amazing model! controversy of the size 0 debate in the
industry?
RW: What made you first become a model? MN: The norm of what a model is supposed
MN: Everyone around me happened to have to look like and measure up to is slowly,
a camera so I decided to give it a try. I have butsurelystartingto fade.Weare starting
my B.A. in Broadcast Journalism, so I was not to see more agencies book models of
a stranger to cameras, but I used to think different shapes and sizes. I think the ones
modeling would be awkward and would that don’t adapt to these changes will end
limit my ability to express myself the way up getting left behind.
I can through video. Now modeling has
become my relief. You know the feeling you
get after you completed a good workout?
That’s what modeling feels like to me.

RW: How did you feel when you did your
first ever fashion show or photo shoot?
MN: Awkward. I over thought the whole
process. I thought about literally every
single part of my body. The trick to a good
photo is to completely remove your brain
and just naturally flow. Trees don’t think

SAVOIR FAIRE / SPRING 2018 / 75





RW: If you were not a model, what other car. I’m dating you and your personality and
profession would you have been doing if that falls flat, so does everything else.
instead?
MN: I don’t just model. I’m also a realtor, I RW: Best pick up line you ever got? What
work in event planning and I model, act and was the worst?
write on the side. I like to switch up my MN: The worst pick-up line I received was all
palette or life would be less colorful. of them because that’s trying too hard. You
want to impress me? Be natural and know
RW: What are guilty pleasures food wise? how to engage in a conversation. In a world
MN: I love carbs. I could probably sit in a where nobody knows how to be themselves,
corner for days and just eat a warm being natural is really impressive.
baguette and drink wine and I’ll be okay.
RW: Whatare some things or places on your
RW: How do you cope under the pressures bucket list?
of being a model? MN: I have a mental bucket list and it’s
MN: I don’t feel pressured. I don’t allow disgustingly long. In a short summary, I want
myself to feel pressured in any areas of my to visit, meet and experience pretty much
life. This isn’t life or death for me and it everything the world has to offer (except
should not be for anyone. I do only what I’m for the stuff that’s not good for me).
comfortable with and I don’t let people
cross that line. RW: Name three things you use every day?
MN: Toilet paper, water, my heart
RW: What beauty tips do you swear by?
MN: I don’t. My “beauty” routine is really RW: Craziest thing you have ever done?
simple. Light foundation, mascara and lip MN: Tell us a story I feel like people are
gloss is what my typical day looks like. I use always telling me that what I’m doing is
natural products for makeup and crazy, so I really have no definition for the
moisturizers. Does a glass or two of red word “crazy”. I don’t think a lot of things
wine with my dinner count as a beauty tip? are crazy, but apparently other people do.

RW: If a young girl/boy wanted to be a RW:Whatcharities doyou supportorwant
model what would your advice for them to?
be? MN: I don’t have a certain charity that I
MN: Try and figure yourself out first. If you prefer over others, but I’m always donating
don’t, other people will tell you who you clothes, shoes, school supplies, money or
are and what you should be doing. I think whatever I can. There’s always something
this is why modeling agencies LOVE going on in the communityand I typically go
teenagers and have a cutoff age to submit. with the flowand donate toward whatever
They’re much easier to mold and that’s why eventis happeningatthe momentthatneeds
some people get taken advantage of. Know attention.
why you are doing this, know what you are
not comfortable with, know your values, RW: Where do you want to be in 5 years?
knowthat it’s okayto say no and stand your MN: What about in 10? Hopefully still in
ground. Rejections are not a big deal. Don’t front of a camera. I would also like to have
let anyone ruin your peace, including abook bythen. Iwould toss in selling luxury
yourself. real estate as well. A husband to travel
withand do strange thingswith sounds nice
RW: When it comes to men what gets your too. I see little puppies in my future. Also,
attention? an infinity pool with views in California
MN: I love funny men. If you can make me cry would be great. I feel so deprived of trees
from laughing, you will have a sweet spot in LasVegas, so I seetreesand being outdoors
in my heart. I hate men who take themselves in my future.
way too seriously and always feel the need
to flash all their accomplishments on the RW: Do you have a political stance?
table. “Look at my car, look at my wallet, MN: Who did you vote for and why? I hate
look at my dick, look at my abs!” It’s all anything that divides people so naturally I
really superficial to me. That’s great that hate politics. Itseems so childishto methat
you have a nice car, but I’m not dating your we have different political parties and slap

78 / SPRING 2018 / SAVOIR FAIRE

slap a label on everything. I wish someone
would run for president as a human. “Hey,
I’m a person. Here’s what I believe in. If you
like it, vote.”

RW: Doyou followorplayanysports?Who .
and what and why?
MN: Is hot Palates a sport?

Best part of you according to you?
According to others?
MN: My sense of humor. I don’ttake anything
too seriously and I’m usually always found
laughing somewhere. I think life should be
lightand fun, so Itryto make peoplearound
me loosen up and have a good time. People
tend to appreciate that about me.

RW: What is your favorite season and why?
MN: Summer because I don’t like layers and
being restricted by clothes. Also, people
are a lot friendlier when they’re not
shivering to death from being cold.

RW: What is biggest modeling goal?
MN: To continue to have fun with it. You tend
to achieve more when you’re having fun. If
I’m happy with what I’m doing, I’m sure the
rest will come.

RW: If you could have lunch with anyone
dead or alive, who and why?
MN: I would like to have lunch with the man
who will become the father of my puppies
in the future. I hope he’s alive.

RW: What is your definition of the word,
Beauty?
MN: Beauty has nothing to do with physical
attributes for me. I’m met physically
stunning people who start to look
disgustingaftertheyopen their mouth. I’ve
also met people with average looks who
start to get more beautiful by the second
because they have good souls.

RW: How would you make this world a
better place?
MN: By using less plastic and smiling at
people until they’re forced to smile back
at me.

RW: What are some of your favorite
designers or stores?
MN: My style varies all the time. I pick up
things from everywhere and I really enjoy
boutiques.

SAVOIR FAIRE / SPRING 2018 / 79



"TRUST US"
A STORY ABOUT

FINDING A
FINACIAL PARTNER

BANK
ROBBERS

ARTICLE BY: JAMES CENDOMA

A few years back, a business associate asked stories that address the desires of the
me to describe my business, and/or my life, audience. So, a good story teller always
in three words. Since my life IS my business, wraps the subject matter in a warm blanket
the first thought was that I can satisfy woven from the threads of inspiration.
both questions with one answer, thus
meeting my need to always be efficient. Bank Robbers “trust us”
After further thought, it struck me that
it could be simplified even further, and Many businessmen and -women have
answer both questions with one word. That difficulties finding a good financial
word is: Inspirational. partner. The reason: lots of banks lack
integrity! This is a really good story about
Long before my speaking career began, and how your friendly, neighborhood bank has
many times without knowing it, my the potential to ruin your company. During
conversations with friends always seemed my 15th year of running a small business
to inspirethem.Astheyears rolled on, more (consisting of 3 to 5 people depending on
and more feedback from businessassociates demand at the time), the decision was made
and friends indicated a natural tendency that in order for the business to grow, it
to always speak from an inspirational base. needed more “horse power.” In other words,
it became evident that we needed to buy, or
Public speaking has always been a personal merge with, a larger company possessing
goal, starting in the early schoolyears and synergies that fitwith our company history,
intensifying through my adult years. This goals, and abilities.
probably grew out of my love for good
conversation. My friends tell me that I will A new business plan was drafted, and the task
speak with a dog in a hat. And that’s funny for shopping for the right company and the
because I have had conversations with a dog right bank with the abilityto broker a Small
in a hat on more than one occasion. Business Administration loan was set in
motion. Within a year and a half, we located
Another funny thing happened to me on the several companies in various parts of the
journey to a public speaking career. It United States. We decided to make an offer
became apparent that as my gray hair on a small manufacturing firm located in
increased so did the opportunities to speak central Pennsylvania. This company was
with an audience. It seems audiences equate attractive because manufacturing capacity
gray hair with wisdom. A word of caution was underutilized, and itwas stuck in an old
here for those who may want to add some market. This was a perfect candidate for
gray, too much and you are just an old man retoolingand shifting toaddress different
trying to have a conversation with a very - and more profitable - markets.
small audience.
The business plan was submitted to the local
My life has been blessed in many ways; with SBA bank, which promptly rejected it. So, the
regards to public speaking, there have been decision was made to move on and continue
many smart, experienced and generous the search. Within a six-month period, the
people willing to share their life stories SBA lender contacted us and stated they
with me. To that, add my own life would approve our loan upon the condition
experiences and you have an individual with that all of our assets (company and
lots of real life stories to share with the personal) would be turned over to the bank
audience. as collateral. Being an unacceptable
condition, our response to the bank was
When asked to speak my message is that our business plan was a good plan that
encapsulated in personal stories from stood on its own and we had the ability to
experiences and conversations shared with turn this small company around. The bank
friends as one travels through life. It has was made painfully aware that unless
been said that I know a little about a lot of someone purchased it, the small company
things - or just enough to be dangerous - would, eventually, go into receivership,and
with 4 funny, serious antidotes to engage the only action available for the bank
the audience and help them retain the would be a sale ofassets atan auction. Once
message. As I write this, it occurs to me, again, we moved on.
public speaking is really sharing good Again, the bank contacted us, this time

82 / SPRING 2018 / SAVOIR FAIRE

for the bank would be a sale of assets at an hand, we had to ask the bank for a line

auction. Once again, we moved on. of credit - to the tune of $150,000 - to

Again, the bank contacted us, this time allow us to process the orders. Here’s
saying they would approve a loan that was where it gets a little humorous. Our
$60,000 short of the cash required as tiny, neighborhood bank had no idea
outlined in the business plan. The first who our client was and said they
thing that went through my head was that would have to research the company.
old saying, “Banks will lend you just enough This was funny because our client was
money to go out of business.” The bank was a $5.5 billion corporation with a
willing to loan the money based only global presence known to everybody
on the evaluation of the company and in the industry, except to this little
its current assets. The $60,000 was the bank. Less than 24 hours later, the
investment required to save the bank approved our line of credit.
company by retooling it and shifting it When dealing with banks, one must
to a new market. Since the bank was remember the bank will only strike a
willingto loan mostofthe moneybased deal that always favors them; they
on the merits of the business plan, with will control the cash flow. So, the
only the machinery as collateral, the terms of our line of credit contract
decision was made to go through with stated the checks from our client
the deal and raise the $60,000 some would go directly to our bank. The
other way. bank would then divvy up the money
and charge us a handling fee, which

At the closing, it was hard for my was fine. The factory quickly ramped
attorney to understand the up, and employment went from 9 people
concerned look on my face. After all, to 31 people; everybody is happy.

purchasing a company and closing a Then one day, a large bank gobbled up
deal is usually a time of celebration. our little neighborhood bank, and the
The concern acknowledged the fact same bank executive that approved my
that our little company, which had line of credit appeared at my office to
been profitable with no debt, had now introduce me to his new boss who
purchased a “sick” company with a demanded my line of credit account be
$60,000 shortfall. Since most paid immediately. Otherwise, the
companies are an extension of an contract would be canceled. It would
entrepreneur’s personality, it felt take $80,000 to keep this line of credit
like starting a venture with one foot intact with the new bank - $80,000 my
in the grave. company couldn’t spare. So, a deal was

Applying the principles of “adapt, made that a check would be drafted

improvise, and overcome,” we managed for $60,000 and, within 45 days, another
check drafted to the bank for $20,000,
to locate $60,000 and were off and
with the bank manager’s word that
running. Our little company had
purchased a larger company, although this would keep my line of credit
intact. It would also show the new
still a small business, but with the
potential to exceed 125 employees. The owners we had the ability to pay down
immediate challenge to survival was our line of credit as outlined in the
to land a large contract within the contract. Upon receipt of the money,
the bank promptly canceled the line
next 90 days.
of credit; so much for the honesty of

The opportunity to bid on a the bank managers. Needless to say,
multimillion-dollar long-term this caused my blood to boil.

contract came our way, and we
worked hard to successfully land the Immediate action was required to stay
in business; what would that action
account. Now, with the contract in

SAVOIR FAIRE / SPRING 2018 / 83

84 / SPRING 2018 / SAVOIR FAIRE

in business: what would that action profit margin.
be? What were my options?
So, we were back in business. Within a
We needed money to purchase few days, truckloads of steel were
materials to fill our orders, and we showing up at our loading dock. The
needed it quickly. Here is where the trucker would drop off the raw
principles outlined in the chapter on materials on one trailer and pick up a
capitalization were put into play. A second trailer loaded with finished
list of my resources revealed that goods. Two to three times a week,
our customer had awarded us the these trucks would drive right by our
title of Vendor of Choice, meaning our little bank. Here is where it gets
performance, quality, and delivery of really funny. It didn’t take too long
product exceeded all of their before the same two bankers – the
standards and we should be ones that lied to me about the line of
considered above other new vendors credit - showed up at my office,
for new business. Thus, the decision
was made to leverage my vendor of curious as to how we were paying for
choice status with our customer. This those truckloads of steel driving by
is very risky, because we would have to their bank. They wanted to reestablish
break an old business rule that says, our prior line of credit, so the money
“never air your dirty laundry with would flow through their bank.
your customer.” They never made it past the entrance
We had to take the gamble, so we told way to my office. After bursting out
our story about the bank to our laughing, they were given less than
customer, and our customer’s three minutes to leave the property.
response was both humorous and Several months after my encounter
shocking. My contact responded with with the “bank robbers,” a friend of
“Why those sons of ____! Give me a few mine contacted me with the exact
hours to take action.” same situation, searching for advice.
Without hesitation, he was told to
I said my goodbye with the fear that counter the bank’s action with the
the action that the customer was threat of bankruptcy protection. As
about to take could severely impact expected, my friend’s response was
our long-term contract that we had that he wanted to avoid bankruptcy at
worked so hard to keep. all cost, and the wager was made that
the bank would back down, and that’s
True to his word the customer called exactly what happened. Interview and
me back and stated that they would qualify the potential banks on your
use their purchasing power and ship list. Have them seeking your approval
the steel and other materials rather than the other way around.
necessary to meet their needs Get references from them, and always
directly to our plant. We would then deal from a position of power.
invoice them for the difference,
which would be the value added. This READ THE FULL BOOK:
was great, and it turned out to be a
much better deal for us because they
were a very large corporation that
purchased steel at such high volumes
they received a discount our little
company could only dream of
matching. They were kind enough to
pass that discount along to us,
resulting in a nice increase in our

SAVOIR FAIRE / SPRING 2018 / 85