Fishbowl’s Senior Director of Integrated Services, Bev Lang, shares her journey within the accounting industry, her experiences “coming up to bat with Brolin,” and why Fishbowl feels like family, and is a key member in Team Brolin’s Starting Lineup!
This episode is sponsored by Fishbowl.
Beverly’s Introduction and Why We’re #BetterTogether
Beverly shares how difficult it can be to collaborate effectively, especially in the QSP industry, and talks about her passion for teaching others how to do so. She references QSP’s moto is “#BetterTogether”, and acknowledges how important it is to seek help when you need it, and be willing to help others when they are struggling
Beverly’s Journey and Experience with Fishbowl
Beverly started at a QSP, and after attending her first Scaling New Heights in 2009, she decided to take a chance starting her own QSP. She chose to go all in a few years later, and ended up having huge success!
Beverly talks about meeting Fishbowl at Scaling New Heights a few years later, and fell in love with the software that they provided. Beverly became their top seller, and Fishbowl eventually offered to buy her company. Now, Beverly and all of her employees have a Quickbooks channel at Fishbowl.
Beverly also talks about how Fishbowl has consistently outperformed similar programs and software, and shares her appreciation for the company as a whole.
Importance of Partnering in Payroll
Beverly talks about how she built her own empire, and how she has always been one of the top providers of payroll. She also talks about how important it is to become certified in payroll to show your knowledge to your clients.
Dawn agrees, and talks about how important it is to be in compliance with payroll, and how important it is to find a good partner to assist you.
Clients Success Stories with Fishbowl
Beverly talks about a medical equipment company she recently worked with, and how Fishbowl was able to not only provide excellent inventory management to their company, but also help in other aspects of their business, including all the medical requirements implemented by the FDA.
Beverly also talks about how many clients come to Fishbowl in desperate search of a system that provides them with what they need, but does so in an affordable way.
Impact of Covid on Manufacturing and Importance of Inventory Management
Dawn also talks about the importance of having a virtual or cloud based system that allows companies to implement new inventory programs without having to have a representative come in person.
Beverly agrees, and talks about how quickly Fishbowl pivoted their program to provide virtual solutions, and how Fishbowl has developed integrations with online businesses programs like Shopify, Amazon, and Etsy.
Dawn also discusses how important it is for businesses to partner with inventory management programs because it can be very difficult to project future inventory costs without proper assistance.
Beverly agrees, and shares her passion for educating customers on how to correctly understand their reports, and how an accurate understanding of inventory can lead to future savings and business success.
Beverly’s Current Work Life and Inspiration
Beverly talks about the difference between going from a business to an employee, and talks about the feeling of needing to prove herself. She also talks about trying to improve her work-life balance, and her desire to be able to have a team of people that work efficiently, without having to work 80 hour weeks.
Beverly also talks about how she found her initial motivation from her beginnings in the QSP community, and now finds inspiration from her former English college professor and best friend, Holly.
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Dawn Brolin 0:01
Hello everyone and welcome to the DM Disruption. I’m the host Dawn Brolin. I’m a certified public accountant, Certified Fraud Examiner, and the author of the designated motivator. We’re here to help motivate you to take your practice to the next level. Have you considered outsourcing your clients payroll? Well, I did and I went with ADP. The resources they provide, along with their partner program become the premier outsourcing Payroll solution. We as practitioners already deal with a ton of compliance. Keeping Up With payroll isn’t a value added solution that I should be focused on. If you’ve considered outsourcing before, reconsider it today. Choose ADP to be part of your starting lineup.
Hey, everybody, and welcome back to the designated motivator. We’re here to not just motivate but put stuff into action and I’m so excited. There’s somebody else I’ve ever learned from in my career. It is from Beverly Lang, who is a doer she is not a talker. She is a doer, and she is at the forefront of this industry making things happen. Today’s sponsor of this episode, as you can just imagine, fishbowl fishbowl the absolute best Inventory Management System period that you will find and the person that I go to and I refer to as Beverly Lange because she knows all those things. And you know, I want to be an expert at the things I’m good at and that’s just not my area. So I hand it over to somebody who is an expert and that’s Beverly, so Beverly Lang, thank you so much for coming today.
Bev Lang 1:34
I’m so excited to be here. Love my son Brolin love rolling with Brolin. So anytime we can jump on that the train there or what is it? Come up to bat, so to speak with Brolin?
Dawn Brolin 1:47
Let’s go, let’s go. Run’s with Beverly Lang today. And I’m excited because Beverly, you have done amazing things in your career. You’ve gone from here to there to there, and now you’re at the top of the world. And most importantly, Happy belated birthday from the Dawn Brolin. I was so excited for you. You ended up going somewhere. What was your little plan? What did you do?
Bev Lang 2:09
We actually went yesterday with my son and his little friend, we went and played Top Golf and I have laughed so hard. It was the best day ever. It was overcast, it was cool. There was a breeze blowing and I had two quirky teenagers and we just had a ball.
Dawn Brolin 2:26
I love that. That’s awesome. And you have historically done a lot of fun things with your son like getting in your in your RV and traveling all over the place and drive wherever the heck you want. Right. So that’s an awesome.
Bev Lang 2:39
Have a laptop, will travel. So I can work from anywhere with technology even before COVID I was completely mobile, and wasn’t going to leet, let work keep me from being able to do the fun thing. So yes. Well, you know, we just sold our RV though. So we got new adventures coming, just bought to 15 acres of land. Have our own little domicile there and see what comes with that.
Dawn Brolin 3:04
And I love that. So you’ve been so people always ask about the life work balance thing, right? And it’s kind of like, you know, my whole thing was, well, I’m going to go coach a softball team during tax season, because that makes sense. And you’re hoping you’re part of what you’re all about is again, this that mobility perspective that people like we knew this before. COVID. Right. And so now it’s like, people talk about work life balance, and how do you do it? And it’s like, you know what, you have to make a decision, and you just got to go do it.
Bev Lang 3:33
That’s it, you know that’s it.
Dawn Brolin 3:34
You can’t talk about it. And so you have you have done some amazing things for many people in the industry. And I will say definitely, for us a powerful accounting. Amanda was your biggest fan. Although I say I’m your biggest fan. But red, red was all about Beverly, I mean, but you were instrumental in helping us understand we were in the Q SP program. Previously, we’re not any longer but when we were we just we really struggled to figure things out. And I felt like you were able to give us Mote the motivation to do better. And you were there to support us and that’s tell me about how you feel about that. Because that’s really important for all of us in this industry to realize that we are all here for each other and we can do great things for each other.
Bev Lang 4:18
We, we have to be. So I mean there’s let’s be honest, in the QSP environment, there is that clique-ish high school mentality. There’s some people that don’t play well with others. But the way I see it, there’s enough work out there for all of us. And so when read come to me and said I don’t know how you do it. Well here let me help you that that’s what I like to do is teach people how to do what I do. It’s very easy to be able to go out and talk to a customer about a product you love a product that you feel confident in and sell the customer and support the customer using said products. So I feel like we should be able to call each other and there’s been many times late late at night you and I’ve been texting or Facebook message Okay, what do I do about this Dawn, and you’re telling me how to handle something and vice versa? We got to be there for each other. Otherwise, you know, as cliche as it is our motto in the KSP industry is hashtag better together. And we are absolutely, we can’t always be rockstars at everything. That’s why we got to find your niche and find those people. That compliment us like you and I.
Dawn Brolin 5:21
Absolutely. And that’s, like, I mean, you think about the people who have like you, I’ll say you’ve grown up with we’ve all kind of grown up with each other in a little bit of a way, right? I mean, you know, thinking about the days of the Q SP, we’d like Rebecca Brandenburg, of course, she’s with Avalara. Now, and you know, what she was able to do for that program. And so many other people that came before her Simon and all kinds of different people who add into it, I find that it’s so easy to build those relationships, because they, I feel like Intuit doesn’t hire jerks, if that makes sense. Right? For the most part, I would say…
Bev Lang 5:56
For the most part, there’s been a few, but for the most part, they really, truly want to see us succeed. And they really want to work with us. And so yeah, I mean, I started with Simon pass, back in 2009. He signed me up, he, you know, he left the channel and went, went on his merry little way. And now he’s come full circle back to being part of the channel. So you know, and I never lost that relationship with him,so…
Dawn Brolin 6:23
And really you know, and so, of course, we’re going to definitely shift into the conversation of Fishbowl, because, you know, I went up there to do the filming for the Summit. And I’ve an even since I met the fishbowl called the Fishbowl guys, for the most part there guys, except for Kim. Now we see Kim a little bit more, which is great. But it’s like, I feel like I Intuit was my first real introduction to applications, accounting software, whatever. But I’ll say vendors for lack of a better description, where I like was like, these guys are like a family like these people. I feel like I can really count on these people when it gets down to it. And I need something. And I had the same feeling about the fishbowl guys, I say the visual fishbowl environment. Very, very welcoming, very, very intense when it comes to serving their clients and their customers. And I think that that if you’re in so for people who do listen to the show, a lot of people are looking for what are those apps we should be looking for? What are the good, the bad, the ugly of what we should be considering? And for me, one of the biggest things is can I work with them? Are they accessible? Are they willing to have a conversation if we’ve got an issue, or if we’re just, you know, looking for some help on how to maybe close a sale or whatever. And they’re always so open to have that conversation that’s so important to me. Now you have an amazing relationship with fishbowl. And I do want to hear like the history of Beverly Lange, from when Beverly started back when she was a baby baby because she’s only like 32 as of yesterday. So I mean ish. Like, forget it, right? 24 I know, I was really, I mean, I felt like I needed to be, oh, you’re still a baby. When you hit once you hit the top of the hill, man, that’s where I’m at.
Bev Lang 8:09
I’m still climbing the hill!
Dawn Brolin 8:10
Climb it, climb it, climb it! But I want to hear about Beverly Lange’s journey. And a lot of people like to hear the journeys because it’s relatable. And tell us some of the good, the bad and the ugly that you’ve gone through since your inception of, you know, being in business for yourself, and in this space of accounting.
Bev Lang 8:27
Well, I started with another key USP and at the time, I didn’t know what a key USP was. I was working under him selling, selling a lot and didn’t have a clue that he was getting paid for every sale that I made. Okay. And when I found that out, it kind of rubbed me the wrong way. I was like, wait a minute, like you could have at least told me what we’re doing. And we could set the structure. And so he took me to my first scaling new heights back in 2009. Okay, wow, I met Simon pass and found out about the reseller program. Okay. And I said, You know what, at that time you had to pay to play it was a grant to sign up. I’m gonna do it. I’m gonna take a gamble on me. Yeah, and the other chsp who shall not be named just like you can’t do that. There can’t be two of us in high school. I was like, watch me. He says you’ll never make it. Here I am today, selling a million dollars plus, and he still sell on the 100 150. So who made who do Am I work with? I worked with Simon and I just dug in. I worked a full time job for the first two or three years and started making a little bit of money. I was like, You know what, you can really do this. You could really make money just selling QuickBooks. So I quit my full time job and went all in and got a new cam, which was staff and we grew 578% The next year. I agree. 332%. And so over the course of three years, I’ve built my book of business to where I am. I met fishbowl at scale. New Heights Bahamas which was what, five, six years ago? Yes. Took them kind of it with a grain of salt. It’s like a It’s another software I’ll check it out. I really like the guys. They seem very personable. Okay, close was a great guy Kendrick, and so got to learn a little bit more started making a couple sales. I was like, You know what, this is really good software and I don’t have a whole lot in my partner stack. It was QuickBooks, Fishbowl, Avolera. That was it. And, you know, I wanted to be really good at all of those became their reseller for the last three or four years. And they finally came to me in May. They’re like, You know what? We’re like ice cream, and whipped topping, like, you’re the cherry, we got to put it all together, how do we make this one company? And I jokingly said, You know what, you can’t afford me, you know, this ain’t never gonna work. He’s like, throw me some numbers out two months later, I’m a full time employee that required my company, all of my employees, and we now have a QuickBooks channel at Fishbowl.
Dawn Brolin 11:00
That is so awesome! And because QuickBooks and fishbowl are buddies like, right? It’s a natural, it’s a natural conversion from thinking that QuickBooks is going to manage all of those inventory leads correct. And I’ve always said, listen, QuickBooks Enterprise is phenomenal. It is awesome. It’s, it can do so much for you, it gets to a point where it can’t. And so and maybe that is just not the right fit. So I find that like, and I’m sure you do, too. When you’re working with clients, you’re trying to help them with the solutions that you know are the best for them. I always tell people, I try to meet them where they are, and then bring them into, “Hey, listen, are you ready to be a legitimate company?” Yeah, right. “Are you? Are you ready to run this right?” And I think that that’s where we, as the consultants run into sometimes challenges because we have this conflict conflict of, oh, I don’t want to spend all this money. Well, number one, Fishbowl is extremely affordable. Let’s be real. I mean, honestly. But not only that, it’s not just affordable. It’s what the client needs at the end of the day. And it’s not an expense, it’s an investment. And I have this conversation, right? With the clients, you’re not spending money on fishbowl, you’re investing money in your inventory, which by the way, it makes you that is your product, man. Without it, you’ve got nothing you’re out of business.
Bev Lang 12:20
Well, just like they say you have to spend a little money to make money. And that’s true, if you really want to take it to the next level. We as consultants have to look at the customer and where they’re at today, and where they want to be in six months, 12 months, 18 months. And if it means okay, we need to push them in fishbowl because that’s where they want to be in 18 months, that’s better than putting them on QuickBooks now, then having to cater to what it can and can’t do, and then turn around and having to push them too quick to fishbowl again in a year. So that’s not the best for the customer. Now I love into it, I am number one into it fan into it. and QuickBooks is capable of meeting the needs of the drivers. That’s where I’m going to stop. But nine times out of 10. If they’re heavy manufacturing, or they’re into the three PL or they’re into distribution, QuickBooks just doesn’t offer all the bells and whistles that are needed. And so the best solution out there that I have found, and I have tried them all is visual, whether they’re quick, yes, desktop or cubio. And so then we can even reduce them, maybe they don’t need enterprise anymore. Maybe they just need QuickBooks Online. So because all the heavy lifting is going to come out of fishbowl, right. And so we really want to look at the customer and right fit the customer, whatever that means.
Dawn Brolin 13:34
Right? So now if we think back, we pull back a little bit, and we think of the 2009. And the experience you had with the Q SP being a partner and things like that, it was easy for you to be motivated to kick ass. Let’s just be honest about that. Right. So So with that, as your journey went on, I’m imagining that your MO, a lot of your motivation came from being able to fulfill the needs of your clients, right?
Bev Lang 13:58
Dawn Brolin 14:00
I mean, without clients, we have nothing, we’re consulting with no one, if that even makes sense. But but at the end of the day, you built yourself an empire and you were the lead in that. And how many employees did you get up to at one point?
Bev Lang 14:14
Dawn Brolin 14:16
Six employees, and they were implementing…
Bev Lang 14:19
QuickBooks, Fishbowl, filled service management, payroll, because I’ve always been one of the top providers of payroll. I think Cary Kahn and I go back and forth quite a bit. But yeah, for the for a long time. It was always me in the payroll industry, right. I work hand in hand with Intuit on product development for both enterprise cubio payroll. We just had a Payroll Certification release. I don’t know if everybody knows that. But there’s a new certification, a new badge. It’s bright pink. Everybody’s gonna love it. But it’s payroll. And it I wrote I helped write that. So everyone needs to go learn that because it talks to the product and it talks about being a payroll specialist. So if you want to provide payroll, go get certified so that you can show your knowledge and your wealth to your customer.
Dawn Brolin 15:07
You know, and I love that you talked about that, because I did see an email that had come out that that was coming down the pike and knowing that that’s out there. If there’s anything that it’s that is important, when it comes to us as consultants or bookkeepers, or CPAs, it doesn’t really matter what it is, the biggest things are compliance, right? So having that, that being in compliance at all times payroll is a stinking nightmare. If you want to provide payroll services, you got to obtain every ounce of knowledge that you possibly can certainly with Intuit having that relationship with Intuit, whoever your your contact is there with regards to payroll, and making sure that you have that conversation. Because payroll, guess what, here’s one thing that I’ve realized about payroll, no matter how well you do it, how often you do it, how good you are at it, you’re going to get notices.
Bev Lang 15:56
Yes. Different, right, wrong, or indifferent. That’s it.
Dawn Brolin 16:00
Yep. And the client is going to look to you as the payroll provider, whether you outsource full service, whatever that may look like for you. Or if you’re actually literally doing payroll, handling quarterly things like that, which the cost of the technology these days, and the ability to have that full service is a no brainer. But still knowing how to set them up knowing where they need withholding registrations, because no payroll service that I’ve seen, are actually providing the service to those withholding registrations and Department of Labor and they hire a new employee in another state, you don’t know about it, and there’s no withholding and no unemployment, or if there’s no holding, if it’s applicable. But that’s just such a big thing. And with Fishbowl, the compliance area that we’re concerned about a sales tax, right, we’ve got distribution, we’ve got all of this crossover…
Bev Lang 16:49
Postal, drop ship, you need to know where there’s tax, and that’s where Avalara, as you mentioned before, comes in, we have a great integration tool. And Avalara is the leader, by far in the industry of maintaining compliance with both sales tax use tax, and keeping your sales tax exempt certificates in compliance so that you know which ones are dated and which ones are out of date. So yes, compliance is a big issue in the manufacturing in the wholesale industry. And we have solved by that by using Avalara.
Dawn Brolin 17:23
Absolutely. And I find that, you know, certainly for me, my compliance area that I deal with is tax returns and tax representation. I don’t want it to go any further. So that’s why I partner I personally partner with ADP, and I partner with Avalara. But Intuit just the same, it doesn’t matter. As long as you’re partnering with somebody who again, I think the most important thing about the vendors and I mentioned this before about fishbowl is the relationship you have with that vendor. Right? Right. Because if you can’t get problem solved timely, there’s penalties and interest involved here, and we’re talking significant. So having that ability. So tell walk me a little bit through what is your who is your ideal fishbowl client, like if you were to say, okay, here, these are the ideal people, they’re out there, obviously, anybody that’s like you said in distribution or manufacturing and things like that. But you know, give, I would love to hear a case where you’ve got this client, and they were just a train wreck, because that’s usually how we get them. We don’t get them because they’re doing great!
Bev Lang 18:23
If they’re doing right, no. We get ’em because it’s a mess.
Dawn Brolin 18:28
It’s about… so talk me through one.
Bev Lang 18:30
I had a customer in Seattle, Washington medical manufacturing, didn’t have a system in place, decided to go with QuickBooks, we looked at QuickBooks and decided that it wasn’t robust enough. So we implemented Fishbowl. Customer has been up and running for a year, and they they absolutely love it, they have grown, it has grown with them, it has allowed them to create specific processes for each division within within the receiving within the inventory control within, you know, quality, outsourcing it to other third party vendors for value add. And so it’s allowed them to keep track and because they’re in the medical industry, they are so heavily regulated by the FDA, that it keeps all of that reporting that’s required allows them to track by lot number, serial number, whatever they need to, so that they can do a recall if necessary, which knock on wood, there hasn’t been one. But it gives them that capability. And so it has really helped this company come full circle with their inventory management, and making sure that they’re ready to grow as quickly and growing, so a great solution for this company.
Dawn Brolin 19:43
Yeah, and so interesting, too, because you’ll find that clients come to you and there do you find that they’re more price conscious or they feel like you know what, we’re ready to get a system that we know is going to work because they’ve been stumbling with workarounds which by the way, we are kings and queens have workarounds, right? But when you can get a real true system like Fishbowl, it’s always the better solution. Always.
Bev Lang 20:08
I would say they’re about 50/50. Most of them come, they’re mad because they’ve been stumbling. And they can’t find that one system that works. But they’re still price conscious. So fishbowl has done a really great job at increasing the features, making sure that everything is as robust as it can be, but still a price point that is palatable, something that I can afford to do something that the mom and pop onesie twosies can afford, as well as things. We try to offer bundled pricing with implementation QuickBooks support, because they need to integrate the two systems, we want to teach them upfront before it becomes an issue. And so we do some bundle packaging. And then we usually have some great financing offers, you know, 0% down for 12 months or whatever to hell, right, that small business or that price conscious customer or cashflow with cash flow issues, to still be to afford the software that they need. And then right like you said, you’re you’re only as good as your support, we can sell the greatest product in the world. Let’s sell a Lamborghini. But if you don’t put that key in, in the engine crank, it don’t matter how pretty it looks it run. So we have to be able to support and we do we have multiple support divisions and teams. We want to make sure the customer is taken care of we’re working hand in hand with the Fishbowl rep on the QB side to make sure that everything is talking the way it’s supposed to.
Dawn Brolin 21:32
Yeah. And so that’s a good question too. I want to ask you, as far as, like implementation, when somebody comes to fishbowl like, obviously I said everything to Beverly, because why would I go work around anywhere else, right. So you can also anybody that’s listening, if you want to hook up with fishbowl and get some more insight into that just reach out to Beverly, she’s all over the place, social media, you name it, she’s there, she drives around an RV that she just sold, which is going to build on a property, we should probably have some kind of a retreat for all of us to come to. But in the meantime..
Bev Lang 22:03
Yeah we could do that! Once the house is built. we can we could have a, what would everybody do? We can just all are out on the property?
Dawn Brolin 22:11
Well I think that’s what we’re also excited about Scaling New Heights is actually be able to get to be face to face with people.
Bev Lang 22:15
What seeing somebody? Yes, because it’s been what two years now?
Dawn Brolin 22:18
Tt has been two years! I went to engage. And it was great. I got to see Deb Defer, I got to see, I’m just Todd was there and just a bunch of people, Amy Selleck, from ADP, just a bunch of people, it was kind of like, oh my gosh, like Todd Robinson, who I love very much. Just being able to get to be in front of people, again, was just like, we’re real people. Again, I kind of forgot right now. And now I think if you think about COVID, and the impact of COVID on those manufacturers, wholesalers, all those kind of people who it’s 100% touchless. And it’s in a little bit of a way, and it has been for a year and a half, almost two years now. That’s something that people need to take into consideration when they’re considering what am I going to do about my inventory supply chain, or being able to distribute and get things out and not have to have that human human touch, unfortunately, right. So so tell me a little bit more about how that kind of plays in and what you’ve seen over the last year and a half with regards to, you know, the COVID response from for those that industry.
Bev Lang 23:24
Well, fishbowl pivoted very quickly after COVID hit and designed some really great virtual implementations. For those that couldn’t go on site. We also have developed quite a few more integrations, we’ve seen a lot of spike in people having websites or online presence, so that they could sell their product. And so for that fact, we have integrations with Shopify, you know, webgility, we have other shopping carts that we can work with so that we can bring that information down into fishbowl verify that the inventories there, process the order and then push that over to QuickBooks. With the training and support, we’ve really gotten some fine tuned processes in place, so that we can make sure the customer is still taking care of even though it’s virtually through a computer. And we’ve been very successful at implementing Fishbowl virtually. And so that makes the customer happy. It’s cheaper on the customer, the quality is still just as good. And getting up and running. We’ve seen us I would say we’ve seen a spike in the number of people that are moving to fishbowl because during this COVID time, people actually have time to stop and look at their accounting and what’s not working and actually fix some of those issues so that when we come out of this tailspin, they’re already set for success. And that’s what we’re hoping to see is our customers just sail through with great sales moving forward.
Dawn Brolin 24:49
And you know, I think certainly with because of the COVID pandemic having that it’s got to be good information, more than it ever has had been before. Although we’ve always we’ve been talking about this Ever as in the accounting industry of, you know, I was saying yesterday to Gaynor, I’m like, Listen, if you’re not recording, you are not properly reporting. And it’s just like anything else with inventory. You know, from a tax perspective, there’s tax implications when it comes to your inventory. You know, I had this one client, they happen to be a liquor store, and he would at year end, buy a ton of inventory. He’s like, I’m getting it on sale, it’s gonna be great. And I also can reduce my costs, I can reduce my bottom line. That’s not how inventory works, buddy!
Bev Lang 25:32
No that’s not how it work! That’s perpetual.
Dawn Brolin 25:35
Inventory is perpetual, it’s gonna sit on that balance sheet, and it’s not going to affect your cost of goods sold. He didn’t understand it. And so I feel like people are now starting to give inventory the right attention.
Bev Lang 25:51
Right. There’s a lot of customers that don’t really understand why buy and sell it. But there’s so much more that goes into that. There’s so they like, what are all these journal entries? Well, it doesn’t just go straight from I bought it, I sold it, like there’s a lot between, you know, so you know, educating people, which is what I enjoy doing is teaching them how the system works, and how the two work together so that they can understand the reports they get.
Dawn Brolin 26:18
Yeah, and they’ve just got to realize that that value of inventory is from a succession planning perspective, which a lot of people I just find that people don’t think about. What are you gonna do with the future that inventory on your balance sheet is going to help you sell you’re, hopefully, hopefully we see inventory turnover ratios turning and turning and churning, right? Because without that we’re sitting on dead inventories. Also No, good, right. That’s no good. So I think that again, like you said, I think people are starting to say, hey, I really do need a good inventory system, I need to make sure that I’m understanding what my numbers are, that they are accurate…
Bev Lang 26:55
Absolutely, trends. What did I do this time last year? What do I need to you know, budget for in the next six months. So you can look at cash flows you can look at during the analysis, and you can see exactly what you’re return is.
Dawn Brolin 27:08
Absolutely. And being prepared for this coming holiday season, which I think I’m hoping that those who are selling products online, because like you said, people are moving more online, because it’s not so brick and mortar anymore. People need to be able to get to your store. But they also don’t want to get to your store online, and buy something that isn’t in stock. And if you don’t have your inventory system up to date, so that you know, you have 10 in stock, and you actually do have 10 in stock, because you can go to a bin and check it that people are in line are being discouraged because you never have stuff in inventory. And that’s not because of anything other than I would say, lack of investment in the business that you’re trying to be successful in. You know..
Bev Lang 27:52
That’s correct. Especially with all these that I’ve picked up Amazon and eBay, and Etsy as resellers, we have plans for those so that we can help manage that Amazon. While it’s probably one of the the most common selling platforms, it’s very intimidating for someone who doesn’t understand how to reconcile because there’s a fee for this a fee for that, you know, so having the knowledge to understand and have that talk to to Fishbowl so that your inventory value stay correct imparitive to keeping your financials accurate on the QuickBooks side.
Dawn Brolin 28:28
So now, Beverly, now…
Bev Lang 28:31
Dawn Brolin 28:32
Bev Lang 28:32
Dawn Brolin 28:34
God I love you, Beverly!
Bev Lang 28:35
I love you, too.
Dawn Brolin 28:36
So now that you’ve made this amazing transition from owning your own company, having it been acquired, and that whole process, how do you like how is your life today as opposed to what it was say five years ago? Even? Like, just in general like your, your Do you? I mean, I can I know you I know how excited you are about being at Fishbowl. And I know that you have, obviously they know you have what it takes to take their company to a whole nother level which you already have done in a very short period of time. And I think a lot of that is because of your experience, and your compassion and your passion to solve these problems for people because I think I forget who I was talking to the other day, we really are people pleasers, right. And so here’s what do you what do you find has kind of changed for you as, as anything changed.
Bev Lang 29:28
A lot has changed. I mean, it’s a complete different mentality going from business owner to employee. So I feel like now I have to kind of prove myself even though I’m putting that on myself, because I’ve already proven myself. But I still have a stress level. I still work but now I have like six or seven under me that I need to make sure you’re taking care of our team is phenomenal. We’re like family and we are growing by leaps and bounds. We’re adding another employee next next week. Okay. And so I’m hoping I’m giving myself six months, another couple of weeks, a couple of months. And I’m hoping that the the work life balance shifts. And then I’m back. Sure even more even playing field because I’ve got all these great people around me like my great Tina and Maracore. Tiffany and Casey, all these great employees that, you know, I’m teaching, not that they don’t know how to do it, but just teaching them what I’ve learned in my years within teacher, my best practices, and then we’re finding our best practices. And I think we can grow this team without us all having to work 80 hour weeks.
Dawn Brolin 30:36
Sure, sure. Which is obvious. I mean, you have a young one, you just have a son, right?
Bev Lang 30:42
Well, does my ex husband count? So then I have like, two?
Dawn Brolin 30:48
You can never you can never change that. And so being able to spend more time, oh, he’s 14, right. I knew he was a teenager. So because you’ve made the reference to the golf outing. But are you finding like, alright, I like for myself, even having that ability to spend that quality time with him is like priceless. And, you know, your motivation, I’m sure is to continue to provide for him in ways that, you know, he needs right as a teenage boy, I’m sure there’s plenty of I had girls, so I can’t imagine I mean, the boy thing.
Bev Lang 31:21
My situation is probably a little bit different. Noah doesn’t want to spend any time with me. He’s at that age where moms are not cool unless he needs money. Okay. But Noah was also diagnosed with narcolepsy at 12. Okay, okay. We have we’re really not sure what the future holds. We’re still trying to figure that out as we don’t right. But we actually went looking for him his first car yesterday. And yes, I know. He’s only 14. He’s fixed to turn 15. But I drive an Audi that he drives an Audi. He ain’t driving our cars. So we gotta go. We gotta go get him a car. So you need a leader. That’s what we were looking for something that he can learn to drive in? Because he’s not getting in mine.
Dawn Brolin 32:04
He’s not touching Mama’s car!
Bev Lang 32:07
I don’t think the Gator counts, because I don’t think you can drive that on the road, the little aka utility vehicle. So but yes, my whole thing was I wanted to set myself up for retirement. I have said for the past few years, I wanted to retire at 50. I’m now set to retire at 52.
Dawn Brolin 32:25
That I love that. That’s yeah, my goal is 55. So my goal is to retire 55 Because my dad retired at 55. It’s it’s more of a personal goal, because I want to be like my dad, right? We all have that. So for you, Beverly, if you think back in the history of your career, or your life or whatever, who was somebody who inspired you motivated, you picked you up when you were down? Whatever that case, may be you have a person that that fills that role for you.
Bev Lang 32:58
I do I have a couple of people actually. So motivation comes from two different places. I have the one the key USP that I work for at first that told me I couldn’t and I don’t like to be told I can’t do anything. That’s all you know, that lit a fire because I’m like, I’m going to show you and I think yeah, but then I have a probably my best friend Holly who was my English professor in college. Oh, we connected because I got my first essay back and I only got a 90. And I wanted to so I asked for a meeting. And I wanted to know what I had to do to get those other 10 points that I wanted to a plus not a minus. And she’s like, Are you kidding me? You’re the only student asking me how to get a better a. So she worked with me so that I got an A plus in that class. And we just hit it off. And we’ve been friends for years. So but she’s, she’s like my voice of reason. Whenever I’m starting to go off the deep end or I’m spinning out of control. I call her it’s like okay, I need you to talk me off the ledge like, help me here. What do I do? And she’s always got my back and she’s always got the right words of wisdom just when I need them.
Dawn Brolin 34:11
I love that, and just so you know you are that person for other people. I know for sure for me, you have always inspired me to like be better do better. I almost kind of think of it like what don’t I know more than anything? It’s because you know, obviously we know what we what we know. You are a very big inspiration to Amanda. She really looks up to you still does we I text her every once in a while and she’s always asking me if you see Beverly and I can’t wait to send her a picture. We’ll have to do that. Yes. We’re gonna text her a picture for sure.
Bev Lang 34:43
You know, I could say the same about you Dawn though. I have a ton us Rebecca Branberg. I still call her, Jamie Dimon and Avalara. Like, there’s so many of us in our community that we’re so tight knit, Gina from Intuit. Oh, like we’re just family and like if nothing happens Like I could pick up the phone and call you in the middle of the night, you didn’t answer the heartbeat, I do the same thing for you. And so there’s, you know, there’s so there’s those few that we have connected with. yet. I think we, we build on each other, you know, and we have other and that’s the way it should be. There shouldn’t be this whole USP, I can’t talk to you, because you might steal my client. Look, if I can take your client, they weren’t your client to begin with. Bang, done that. I’m not looking for you to steal your client like right, you know, but if I can, they weren’t yours to begin with, so…
Dawn Brolin 35:34
It’s it’s funny you say that too. Because Mama said to me, mama, mama still miss mama, that Mama, she’s never going I told her you have to be dead before you leave me honey, because she keeps this whole company moving forward. And I said to her the other day I said, Oh, my I It’s so strange. We haven’t been getting any leads this week. Because we’ve been getting since COVID. started, we’d get in one to two to five a week, we have new either people with issues with tax returns or need to get tax prep, or whatever the case may be. She’s like, Oh, I’m a little worried. I said, Mama. I don’t remember the last day I came into the office and called you and said, Hey, I don’t have anything to do. Like that just goes to the whole, like, there’s so much work out there that we can all help each other. Right?
Bev Lang 36:18
That’s right. That’s right, there’s enough work for us all. And is enough, I believe if QSP’s would lean on each other a little bit more, we can all have a better work life balance. Because there’s things that I don’t like to do that I would gladly pass off to someone else. Absolutely. My customer was safe, and that they’re just going to do this work. And they’re going to come to me for whatever, because that’s how I would treat other people in their customers. Like if you ask me a customer for Fishbowl, I’m only going to talk to them about Fishbowl. If they need QuickBooks, I’m going to come back to you and say, Hey, this is what your customer needs. Can you go sell this customer that? Like I’m not gonna steal–
Dawn Brolin 36:55
Beverly, could you just handle it?
Bev Lang 37:00
I’m not gonna like a sale, sale. There’s too much out there for me to build a retai– or reputation like that I wanted your own for being honest, loyal and helpful. Nothing other than that.
Dawn Brolin 37:10
Absolutely. Absolutely. So listen, it’s always a pleasure to spend time with you. Is there are there any last words you want to want the listeners to hear from my dear friend Beverly Lang.
Bev Lang 37:22
Just if you have inventory needs and QuickBooks is not cutting it, rr you think maybe QuickBooks is not the best solution. Reach out to me at Fishbowl. I’ll be happy to try to answer any of your questions. And then make sure you go pick up a book for Dawn, pick that book up and show him one more time, Dawn, and I’m waiting on my autographed copy. I’m sure I’m right.
Dawn Brolin 37:44
Okay, I’m bringing it to you. But the new book is going to be out by scaling. Yes, designate motivator for accounting professionals. And really, it’s all about helping pick the industry up helping people see that there are other things you can be doing if you don’t love what you’re doing. Beverly loved what she was doing, but found she could do bigger and better have she joined forces with fishbowl and sometimes that’s a great move as well. Right? Right. Right. So Well, thank you so much for coming on. Beverly, I love you dearly. What would Beverly do? Reach out to Beverly if you need anything for fishbowl or call me and I’ll send you to Beverly, whatever, whatever you may need. But that’s what we’re here for. So thanks again for everybody for listening to the VM disruption and we’ll talk to you next time and go out there. Figure out that work life balance and enjoy yourself. That’s what we’re all what life’s all about. Thanks again. Everybody was ready, honey. Let me fly back.
I hope you enjoyed this podcast. Feel free to visit DawnBrolin.com in order to motivate you to improve your practice. Wishing you all the best. Have a great day.