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Bobby Martin

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5 Easy Steps to Improve Your Client Meeting Quality by 50 Percent

Posted July 19, 2019 by Bobby Martin

As a busy professional, you likely find yourself burning the candle at both ends much of the time. You know that you should do more to prepare for meeting with small business owners, but there just aren’t enough hours in the day. 

3 Reasons Why Your Industry Knowledge Matters to Small Business Owners

Posted January 24, 2019 by Bobby Martin

When studying economics—or marketing for that matter—one of the first concepts that you probably explored was that of “needs” versus “wants.” In the simplest terms, it’s the difference between a nice-to-have and a must-have.

What Consumer Debt Means for the State of the U.S. Economy

Posted December 17, 2018 by Bobby Martin

In order to have industry expertise, one must also have solid knowledge on the cyclicality of the nation’s economy. The state of the economy starts and stops with the consumer. For example, in 2017, consumer spending represented 68 percent of GDP. When the consumer stops spending, businesses suffer, and the slowdown filters on down...

Survey of Small Businesses Explores What Owners Really Want

Posted November 28, 2018 by Bobby Martin

At Vertical IQ, we often talk about how industry research can help build value-added client relationships. A recent survey conducted by Accounting Today, a leading provider of online business news for the accounting community, underscores this fact.

The How and Why of Industry Structure

Posted October 18, 2018 by Bobby Martin

One of the fascinating things about working for Vertical IQ is learning about the structures of industries and why they have evolved that way. At the heart of what we analyze are the numerous facets that drive revenue—and factors that make businesses within that sector succeed or fail. Indeed, it’s every advisor’s job to understand...

How Bankers Can Help Business Owners Plan Exit Strategies

Posted October 04, 2018 by Bobby Martin

Two members of the Vertical IQ team and I attended the 2018 Exit Planning Summit in Nashville last week because many exit planning experts need and appreciate industry research. Having been a business banker for many years, and then personally being involved with founding and selling several successful businesses, I’ve had first-hand...

7 Ways to Use Vertical IQ for the Credit Underwriting Process

Posted April 26, 2018 by Bobby Martin

I truly enjoyed my job as a business banker. I relished the opportunity to meet new people and look for ways to grow their company while simplifying their financial life.

Industry Spotlight: Convenience Stores

Posted April 05, 2018 by Bobby Martin

In the late 1990s, as a banker in Wilmington, North Carolina, one of my best customers maintained a huge DDA account, borrowed a cool million each year to expand, used treasury services, kept healthy balance sheet, earned solid profits, and had an experienced management team. This customer was a convenience store chain.

Identifying Your Next Industry Niche? Go Where the Profits Are

Posted August 17, 2017 by Bobby Martin

In my January blog “5 Reasons Every Business Banker Should Have Industry Niches,” I noted that successful bankers should study up and figure out the industries on which to focus. One factor you should consider is industry profitability. Generally speaking, profitable companies accumulate lots of assets and can therefore afford to pay...

What I Learned at The Barlow Research Conference

Posted July 06, 2017 by Bobby Martin

Why Keeping Up with Your Banking Competition Keeps Getting Tougher

I love the annual Barlow Research Conference because the content is based upon thoughtful research. This year’s event in Chicago was no exception. Entitled “The Next Big Thing,” the forum speakers emphasized the rapidly changing banking environment. Banks better keep...

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