30A – Final Reflection

• The most formative experience was the first reading reflection. I read Miracles Happen by March Kay Ash and took a lot of lessons away. The experience I will remember years from now were the elevator pitches. At first it was difficult for me to record myself, but each time I got better. The most joyous experience was creating a customer avatar. I liked being creative and coming up with a detailed description of my prospective customer. I also enjoyed creating the actual avatar on mybluerobot.com. I am most proud of the second venture capital assignment. It felt like all the pieces of a puzzle coming together. I was able to analyze my business plan progression throughout this entire semester.
• I do see myself as an entrepreneur. I have learn how to create a business idea, conduct market interviews, and analyze the strengths and weaknesses of my product. I have moved closer to developing an entrepreneurial mindset. I am more creative and open minded than I was at the beginning of the semester. I have increased my social capital and understand the important of targeting a specific market. The books Inbound Marketing by Brian Halligan and Dharmesh Shah and The Art of Social Media: Power Tips for Power Users by Guy Kawasaki gave me great advice on marketing and using social media to promote my product as an entrepreneur. 
• The one recommendation I would give students who are going to journey down this path in the future would be to work ahead. Since this class is self paced, students are able to complete assignments way before the due date. This helps a lot if a test for another class is coming up. The student would be able to finish this class's assignments before hand. To perform best in this course students need to be self-motivated and driven. To foster this mindset they need to be organized and plan their week in advance. They need to set goals each week and meet them. 

29A – Venture Concept No. 2 The Spicer

Opportunity
1. The need: Inexperienced cooks, restaurants, and anyone who dislike having to watch dishes after cooking.
2 Nature of the need: The biggest need is for people to save time and money. Additionally, there is a need to improve cooking and minimize the amount of time spent on washing dishes. Lastly, there is a need to reduce the amount of plastic used for spice containers.
3. Forces Creating Opportunity: One change in the environment that creates this opportunity is leaving for college. In many instances this is the first time a person has had to cook for themselves. They are inexperienced cooks and have trouble determine the amount of spices need for a recipe. Another factor that creates this opportunity is lazy people. They love finding ways to shorten the time it takes to do a tasks. The last force that creates this opportunity are managers of restaurants wanting to save time and money on their spices.
4. Market defined: If you are looking at it from a B2B perspective it would be geographically. I would want to target restaurants locally. If you are looking at it from a B2C perspective, it would be defined demographically. I am targeting young adults ages 18-25 who have recently started living on their own.
5. Currently satisfying this need? Customers are currently satisfying this need by either using regular measuring cups or estimating the amount of spices. Professional, experienced cooks may be very loyal to estimating the amount of spices needed for a recipe. Since they have been cooking for years this solution has become easy and convenient for them. Less experienced cooks may not be loyal to using measuring cups. They want to find an easier, faster solution.
6. How big is this opportunity? This opportunity is quite big because I am able to reach more than one market. I am able to solve many needs and since I am targeting both B2B and B2C I have a larger customer base.
7. Window of opportunity: This "window of opportunity" will be open as long people continue to cook and the restaurant industry continues to grow. Customer will always want new innovative, fast ways to solve problems.

Innovation

The Spicer dispenses perfect measurements of spices ranging from 1/4 of a teaspoon to 2 tablespoons. It can hold 15-20 different spices. By using the touch screen the cook would chose which spice and measurement he/she wanted. The machine has voice command, which allows the customer to request measurements while cooking. An app can be downloaded on Smart phones to control the device. A cooling system is included, which keeps fresh herbs cold. The first design holds 15 spices and is $75 dollars, while the second one holds 20 spices and is $100 dollars. When the machine is running low on spices a red light will turn on to notify the cook. The standard colors of the machine are dark blue, light blue, white, silver, and black. For an extra $25 dollars customer can customize the machine's colors to match their other kitchen applications. For an extra $20 dollars a customer can add an oil dispenser, which provides the cook perfect measurements of oil or a separate container that attached to the machine and holds dry ingredient, such as oil. The customer can also purchase an additional application for $20 that chops, minces, and dices vegetables. The Spicer comes with a money back guarantee if the customer does not like/use the product in the first week. It also comes with a year warranty.

Venture Concept

• It would be easy for customer to switch. The machine is very simple to use and saves the cook time and money. By always producing perfect measurements meals will no longer be under or over spiced. The cook will also save time by not having to wash measuring cups after cooking. Restaurants will want to use my product to minimize waste.
• The competitor is Select-A-Spice Auto-Measure Carousel by Kitchen Art. It dispense spices, but the cook has to turn a wheel to select the spice he/she wants. Unlike my product their machine is not programmable. My product is able to hold up to 15, while theres only holds 12. Another vulnerability is the amount of spices their machine can hold. It only can store 4.5 ounces, which is half a cup, while mine can store 2 cups of each spice. Their machine also only holds spices while my machine is able to dispense liquids such as oil.
• Business concept
• Packaging is important. The design of the box will need to accommodate the machine and keep it from not breaking. 
• Price point is an important factor. If people think it is too expensive for the value it gives, they will not purchase it.
• Distribution is important. I want to sell online and in local stores like Target, Walmart, and Bed, Bath, and Beyond. 
• The support my team gives our customer is very important. This will effect the customer's experience. I want the entire team to be knowledgable on how the product works and be able to answer any questions a customer would have.  
• Customer experience is very important. In the beginning of selling my product most of my sales will come from word of mouth. I want my customer to have a great experience with my product so that they will spread the word and convince others to purchase it. 
• Business location is slightly important. I want to be in a city with lots of restaurants close by, so I can market my product.
• Employees
• Supply Chain- in charge of distribution, focused on invoices and coordinating shipping
• Marketing- responsible for creating marketing event, in charge of the company's website and social media accounts.
• Management-focused on the short/long term goals, create new ways to improve the product, and respond to customer inquires
• Finance- billing processes 
• Sales Force- responsible for calling local restaurants and performing cold calls 

Unfair Advantage: My most important resource is the uniqueness of my product. It implements new technology that has never been seen before. No one has ever created a spice dispenser that automatically dispenses perfect measurements of spices and oil. I think this advantage will create curiosity, which would attract customers. 

What's Next For The Venture: I want to continue to improve my current invention. I would want to utilize artificial intelligence and technology more. By programming the machine with the cook's favorite recipes The Spice would be able to dispense spices without having to be asked. Additionally, I would program the machine with information about each spice. The machine would be able to answer any question the cook had about the spices. Lastly, I would program The Spicer with set-up instructions. The customer would be able to push a button and listen to the instructions rather than having to read the manual. By adding these extra benefits my product will be more appealing to customers. 

What’s Next For You? In the next five years I would want to continue to create new innovative kitchen products people have never seen before. In the next 10 years I would hope sales are increase to open up a brick and mortar store for customer to come try out my products. The knowledge I gained from my first venture will be very beneficial when I decide to launch another idea.

Summary of the Feedback

• Product reduces the amount of plastic used for spices if customer buys in bulk.
• Program the machine with the cooks favorite recipes so he/she does not have to tell The Spicer what ingredient needed
• Program the machine to describe information about the spice the cook is using (Ex. the taste)
• Program the device with set up instructions
• Add on device that chops, minces, or diced vegetables
• Increase the size of the machine to hold other dry ingredients such as flour
• Increase the number of spices the machine is able to hold
• Have The Spicer alert the cook when spices are running low
• Money back guarantee and a year warranty 

How I Changed My Venture Capital
One student's comment highlighted the fact that The Spice is reducing the amount of plastic used for spice containers as a result of customers buying spices in bulk. I added this information into the "nature of the need" section. I include the new product ideas such as adding a device that chops vegetables, increasing the number of spices and different types of ingredients the machine can hold, and adding a notification system when the spices get low to the "innovation" section. I also added a money back guarantee and one year warranty to the "innovation section." I added the suggestions in regards to artificial intelligence to the "What's Next For The Venture" section. Programming the device with new, advance technology will be a future goal I have for the company. 

28A – Your Exit Strategy

1) Identify the exit strategy you plan to make.
I plan on staying with the business for several decades, retire, and pass it down to my children. The company would be my number one priority. I would retire after one of my children was ready to take over the company.

2) Why have you selected this particular exit strategy?
I enjoy seeing things improve and finish what I start. I think it would be a great life accomplishment to start a company from scratch and see it prosper. If the company was doing well and I enjoyed being the owner, I would not see a reason to change careers. I chose to pass the business down to my children, because I am very family oriented. Family owned businesses tend to keep the same values over time. I would want my customers to feel comfortable and taken care after I left.

3) How do you think your exit strategy has influenced the other decisions you've made in your concept? 
Since I plan on staying with company for a while I would want to establish great values from the beginning. I would create a through company manual and have everyone trained the same way. In regards to acquiring and using resources, I would find a distribution company and bank that are very economically stable. I would look for other companies to build long term relationships with. Since I plan on passing the business down to one of my children, I intend to bring them into the business at a young age. I would give them the opportunity to start working with the company in high school and try my best to train them. I would allow them to make some of the business decisions and get a feel for a management position.

27A – Reading Reflection No. 3

1) What was the general theme or argument of the book? The general theme of the book Inbound Marketing by Brian Halligan and Dharmesh Shah was to help companies market their service/product through google, social, and blogs. The book highlights how marketing tactics ten years ago, such as buying an e-mail list or sending direct mail to a larger target audience, are not effective ways to reach customers. Some topics the book covered included creating an online profile, starting a blog, and responding to comments. After every chapter the book provided a "to-do list" that related to the chapter.

2) How did the book, in your opinion, connect with and enhance what you are learning in ENT 3003? This book connected with ENT 3003, because it gave great suggestions on how to promote your company to prospective customers. As an entrepreneur I would be able to use the advice to enhance my website, blog, and social media accounts. The book spends an entire chapter on how to start a blog. Some suggestions included using a blog platform that does not include the programs name, adding a video or picture to each post, and posting once a week. In ENT 3003 some of our blog posts required a photo, which highlights one of the tips the book gives.

3) If you had to design an exercise for this class, based on the book you read, what would that exercise involve? The books gives four tips for creating an effective username on social media. Number one is to use your real name, number two is two keep it simple and clear, number three is to not include numbers, and number four is to have a consistent name across all site. For the exercise I would have the student analyze their current username using these suggestings. I would then have them create a username that met these four requirements.

4) What was your biggest surprise or 'aha' moment when reading the book? In other words, what did you learn that differed most from your expectations? The biggest "aha moment" of the book was the advice to move beyond the width of your wallet. The author points out how in the past effective marketing depending on how much money a company spent, but now it is based on creativity. Companies need to create remarkable content that will attract the customer's attention. The author advises companies to advertise their product/service on blogs and social media sites making sure to monitor their performance and make changes when needed.

26A – Celebrating Failure

1) Tell us about a time this past semester that you failed.
This semester I tried cooking chicken at my apartment and failed. I had just gotten a new pan, which was smaller than the usual one I use and wanted to test it out. I first added butter to the pan. While I waited for it to melt I seasoned my chicken. I was in a rush and did not have time to sit and wait for the chicken to cook, so I put it on high heat. The chicken ended up smoking up the entire apartment. I had to use the vent and open a door to try and get the smoke out. Another time this semester I tried cooking the chicken again. I cooked it on medium/high heat. It ended up smoking up the house again, but not as bad as the first time.

2) Tell us what you learned from it.
I learned to cook chicken on medium temperature. If you cook it on high heat it only burns the outside and does not cook thoroughly. I also learned to be patient. Cooking can take time, especially if you are cooking more than one thing. Lastly, I learned practice makes perfect. The second time I cooked the chicken it created smoke, but not as much as the first time. Since then, I have gotten better at cooking.

3) Reflect, in general, on what you think about failure.
Failure can be really hard and embarrassing, especially if you are a prideful person. At work when I mess up on something it can be difficult for me to ask for help, because I feel I am bugging my boss. I have to remind myself my boss is there to guide me and would rather have me ask questions than do the wrong thing. At first when I fail I feel discouraged, but have to remember failure is a part of life and learn from my mistakes. This class has not changed my perspective on failure, but supported my belief that everyone fails. I am more likely to take a risk than I was a few months ago.  The entrepreneurship books I read this semester showed me how failure can be a good thing. The Mary Kay autobiography gave examples of times she failed and how she learned from those failures and improved her company. 

25A – What’s Next?

What I Think Is Next: I plan on implementing a cooling system in The Spicer, which allows cooks to store fresh herbs, such as basil, mint, and rosemary. Fresh herbs can be used for cocktails, desserts, and dinner recipes. I also plan on improving the machine by adding a Smart device system. Now customers will be able to measuring spices using their Iphone or voice command. This will be helpful when cooks are busy making two things at once or when their hands are unclean for measuring. They will no longer have to stop what they are doing to measure ingredients, but can use voice command.

Existing Market Interviews:
Number One: Female, junior in college age 21
1. Reaction to what I think is next: It would be cool to have both dry and the fresh herbs, for example parsley and basil are better fresh while red pepper flakes are better dry. I would use the smart device function. For example, while tenderizing meat I could ask the machine to measuring out spices, which would save me time.
2. What should we be doing that we are not planning to do? When you add the Smart Device you should not only have it measure spices, but also allow it to inform the cook information about the spice. Program the machine to describe the taste of the spice the cook is adding. For example when dispensing basil the machine would tell the cook what other spices would be a good compliment with it.
3. What would the customer want next? Customer would want an add on device that chops, minces, or diced vegetables.

Number Two: Female junior in college age 21
1. Reaction to what I think is next: I think the new ideas are very useful. A place to preserve fresh herbs is very beneficial. It frees up space in the refrigerator.. I would not use an app on my iphone to control the device. It seems like more work than just selecting the spice by hands. On the other hand, I would use the voice command. This would be great to utilize when reading off a recipe.
2. What should we be doing that we are not planning to do? It would be good to increase the size of the machine to hold not only spices, but other dry ingredients such as flour. Most of the time I measure out all my dry ingredient at the same time, so it would be more convenient for me to have them all in the same place.
3. What would the customer want next? Customers want a larger selection of spices instead of only 12-15.

Number Three: Female senior in college age 21
1. Reaction to what I think is next: The Spice is a great product idea. I would buy it. Just over the weekend my mom asked me to measure a specific amount of rosemary and thyme for a steak sauce we were making and I had no idea how much to add. The new ideas are really creative and beneficial. Millennial love apps, so being able to control the device through your phone is a good idea. Since you are targeting a young audience they will be tech savvy.
2. What should we be doing that we are not planning to do? I would want the machine to alert me when the spices are running low. Whether it be a button that lights up on the machine or a notification on my phone something that allows me to know when to refill the spices.
3. What would the customer want next? I would want the machine to be pre-programmed with my favorite recipes. This would allow me to chose the recipe I was cooking, so The Spicer could dispense the ingredients I needed without having to tell it.

Reflection: 
After interviewing three people in my current market I now know what to improve to continue to grow in this market. All three people loved my new ideas of adding a cooling system and artificial intelligent to the design. Most of the new concepts my interviewees created were based of artificial intelligence.

My first interviewee was interested in programming the machine to describe the taste of each spice when dispensed. She also wanted to add an application that automatically chops vegetables. My second interviewee advised me to make the machine larger so she could store more cooking ingredient such as flour. She was also interested in increasing the number of spice holders. My third interviewee wanted the machine to signal here when spices were getting low. She also wanted The Spice to be pre-programmed with recipes, so she would not have to tell the machine what spices she needed. All three interviewees gave me great, innovative ideas on how to improve my product.

New Market: Since my current target audience is young adults, my new market will be an older generation. Some of the ways my product could be modified to better meet this market include making the font on the machine larger, creating a thorough user guide, and making sure the process is as easy as possible. Since my product is already very easy to use the only issue I see would be with technology. Some of the older generation are not as tech savvy, so using an Iphone to control the machine may be a problem.

New Market Interviews
Number One: Male, age 67
1. Reaction to what I think is next: I think it's a great idea to add a cooling system to store fresh herbs. This new invention gives you another selling point. I personally would not use the app function, since I do not own an Iphone. I would use the voice command function if it was simple and easy to understand.
2. How do think my business might help customers like you? When my eye sight was bad after surgery it was hard for me to read the small labels of the spices.The machine would have helped me to read the labels. It would also make me want to cook more since the process of preparing ingredient would be easier.
3. What adaptions would need to be added to make the product successful in your market? I would would want the company to provide a money back guarantee and a decent warranty for a year if the product broke.

Number Two: Female, age 61
1. Reaction to what I think is next: As a gardner I really enjoy the cooling system. It would help me store spices from my garden or the farmers market. I would not use the app function. I am not proficient with technology so it would just slow me down. I would use the voice command though.
2. How do think my business might help customers like you? Since all the spices are in one place it would help me with organization. The price point would be a big factor for me, since I already have many spices. I would rather buy this for a gift for someone else like a new bride.
3. What adaptions would need to be added to make the product successful in your market? I would need a simple user guide. I struggling with setting up devices, so it would be helpful if the machine  had a button that played the set up direction out loud.

Reflection:
What surprised me the most was this market's concern for price. Since most people in this age range are close to retiring I assumed they would not be worried about money compared with the younger generation. My first interviewee pointed out a money back guarantee and a decent warranty. While my second interviewee said price would be a large buying factor.

My assumption about creating a set up manual was correct. I also was corrected about technology possibly being an issue. My first interviewee did not own an iphone, so my new invention would not be applicable to him. This new market is not as attractive as my existing market. As a result of being an experienced cook, it would be more convenient for them to estimate the spices rather than purchasing a new product.

24A – Venture Concept No. 1 The Spicer

Opportunity
1. The need: Inexperienced cooks, restaurants, and anyone who dislike having to watch dishes after cooking.
2 Nature of the need: The biggest need is for people to save time and money. Additionally, there is a need to improve cooking and minimize the amount of time spent on washing dishes.
3. Forces Creating Opportunity: One change in the environment that creates this opportunity is leaving for college. In many instances this is the first time a person has had to cook for themselves. They are inexperienced cooks and have trouble determine the amount of spices need for a recipe. Another factor that creates this opportunity is lazy people. They love finding ways to shorten the time it takes to do a tasks. The last force that creates this opportunity are managers of restaurants wanting to save time and money on their spices.
4. Market defined: If you are looking at it from a B2B perspective it would be geographically. I would want to target restaurants locally. If you are looking at it from a B2C perspective, it would be defined demographically. I am targeting young adults ages 18-25 who have recently started living on their own.
5. Currently satisfying this need? Customers are currently satisfying this need by either using regular measuring cups or estimating the amount of spices. Professional, experienced cooks may be very loyal to estimating the amount of spices needed for a recipe. Since they have been cooking for years this solution has become easy and convenient for them. Less experienced cooks may not be loyal to using measuring cups. They want to find an easier, faster solution.
6. How big is this opportunity? This opportunity is quite big because I am able to reach more than one market. I am able to solve many needs and since I am targeting both B2B and B2C I have a larger customer base.
7. Window of opportunity: This "window of opportunity" will be open as long people continue to cook and the restaurant industry continues to grow. Customer will always want new innovative, fast ways to solve problems.

Innovation

The Spicer dispenses perfect measurements of spices ranging from 1/4 of a teaspoon to 2 tablespoons. It can hold 12-15 different spices. By using the touch screen the cook would chose which spice and measurement he/she wanted. The first design holds 12 spices and is $75 dollars, while the second one holds 15 spices and is $100 dollars. The standard colors of the machine are dark blue, light blue, white, silver, and black. For an extra $25 dollars customer can customize the machine's colors to match their other kitchen applications. For an extra $20 dollars a customer can add an oil dispenser, which provides the cook perfect measurements of oil.

Venture Concept

• It would be easy for customer to switch. The machine is very simple to use and saves the cook time and money. By always producing perfect measurements meals will no longer be under or over spiced. The cook will also save time by not having to wash measuring cups after cooking. Restaurants will want to use my product to minimize waste.
• The competitor is Select-A-Spice Auto-Measure Carousel by Kitchen Art. It dispense spices, but the cook has to turn a wheel to select the spice he/she wants. Unlike my product their machine is not programmable. My product is able to hold up to 15, while theres only holds 12. Another vulnerability is the amount of spices their machine can hold. It only can store 4.5 ounces, which is half a cup, while mine can store 2 cups of each spice. Their machine also only holds spices while my machine is able to dispense liquids such as oil.
• Business concept
• Packaging is important. The design of the box will need to accommodate the machine and keep it from not breaking. 
• Price point is an important factor. If people think it is too expensive for the value it gives, they will not purchase it.
• Distribution is important. I want to sell online and in local stores like Target, Walmart, and Bed, Bath, and Beyond. 
• The support my team gives our customer is very important. This will effect the customer's experience. I want the entire team to be knowledgable on how the product works and be able to answer any questions a customer would have.  
• Customer experience is very important. In the beginning of selling my product most of my sales will come from word of mouth. I want my customer to have a great experience with my product so that they will spread the word and convince others to purchase it. 
• Business location is slightly important. I want to be in a city with lots of restaurants close by, so I can market my product.
• Employees
• Supply Chain- in charge of distribution, focused on invoices and coordinating shipping
• Marketing- responsible for creating marketing event, in charge of the company's website and social media accounts.
• Management-focused on the short/long term goals, create new ways to improve the product, and respond to customer inquires
• Finance- billing processes 
• Sales Force- responsible for calling local restaurants and performing cold calls 

Unfair Advantage: My most important resource is the uniqueness of my product. It implements new technology that has never been seen before. No one has ever created a spice dispenser that automatically dispenses perfect measurements of spices and oil. I think this advantage will create curiosity, which would attract customers. 

What's Next For The Venture: I want to continue to improve my current invention. I would want to implement a cooling system inside The Spicer, which allows the customer to store fresh herbs. From the social capital assignment I learned my product could be used to provide topping on cocktails. By adding on these extra benefits my product will be more appealing to customers. 

What’s Next For You? In the next five years I would want to continue to create new innovative kitchen products people have never seen before. In the next 10 years I would hope sales are increase to open up a brick and mortar store for customer to come try out my products. The knowledge I gained from my first venture will be very beneficial when I decide to launch another idea. 

23A – Your Venture’s Unfair Advantage

1.Unique product- My product is very unique. No one has designed a kitchen appliance that is programmed to dispense perfect amount of spices.

Valuable: This is valuable to my company because it gives me a strong competitive product. It is my core competency.

Rare: The uniqueness of my product is very rare, since no one has ever design something like it.

Inimitable: Over time others could make versions of my product, but not the exact same thing because I plan on getting a patent for it.

Non-substitutable: There is no other kitchen application like it, so it would be difficult to substitute.

2.Customer service experience- My previous job have given me customer service experience. I have worked at a bookstore, two restaurants, a university, and a healthcare facility.

Valuable: My previous experience has given me great customer service skills, which will be valuable when selling my product to restaurants and individual customers.

Rare: My customer service experience is not rare. Many other people have this skill by working in retail or the restaurant industry.

Inimitable: Other people could copy my customer service experience.

Non-substitutable: My experiences are not substitutional. On the other hand, I could have received them from different opportunities.

3.Contact with entrepreneur- My mom’s cousin is an entrepreneur.

Valuable: This connection will be very valuable when starting and running my company. Bill Wilson will be able to give me great insight on effective marketing and management tactics.

Rare: My contact with an entrepreneur is rare. The experiences and information he would share with me is different than any other mentor I could have.

Inimitable:  It is not hard for others to copy my connection with an entrepreneurs. Many people have mentors they go to for advice.

Non-substitutable: I could receive advice from another mentor. 

4.Marketing experience- My previous classes and jobs have given me marketing experience. I have learned marketing procedures in my marketing and event management classes. Additionally, I have completed marketing project at work such as marketing distributions lists, posting on the company’s Facebook page, updating the departments homepage, and creating flyers for events.

Valuable: My previous marking experience will be valuable when I begin marketing my product to restaurants and individuals customer.

Rare: This is not rare. Many other people have marketing experience. 

Inimitable: Marketing experiences are easy to copy.

Non-substitutable: I could hire someone who has strong marketing experience. 

5.Contact with restaurant industry- I have a connection with David Chudhabuddhi the Assistant General Manager at West Shore Lucky Dill in Tampa.

Valuable: David Chudhabuddhi would be a valuable contact when I begin selling my product to restaurants. He will be able to test the product in his restaurants and give me helpful advise on how to improve it.

Rare: My contact with Mr. Chudhabuddhi is rare. The connections he has are different than anyone else's.

Inimitable: It could be easy for other to also have contact with a restaurant manager.

Non-substitutable: My relationship could be substituted with another restaurant manager. 

6.Contact with experienced cooks- Some of my friends and family are experienced cooks. They will be able to test out my product and give me insightful feedback.

Valuable: This will be valuable when testing out my product. I will be able to have them sample the machine and analyze the strength and weaknesses.

Rare: This is not rare. Other people have connections with their target market.

Inimitable: Other people can copy the connections I have. Many companies have a group of product testers who evaluate their product.

Non-substitutable: This can be substituted with survey and focus groups. 

7.Leadership experience- I have held leadership positions at my work, in class, and my church. 

Valuable: My past experience have given me great leadership skills which will be valuable when running a company.

Rare: This is not rare. Leadership experience is common among manager.

Inimitable: This is easy for other to copy. The experience would be different, but the skills learned would be similar. 

Non-substitutable: This can be substituted by hiring an assist manager. 

8.Contact with restaurant supplier- I have contacted Nathan L from Webstaurant Store who has given me advice on how to start distributing my product.

Valuable: This is valuable to me because, I would be able to ask seek advice on manufacturing my product and selling it on Webstaurant Store.

Rare: The connection I have is rare. The knowledge and experience Nathan could give me would be different than anyone else. 

Inimitable: It is not hard for other to connect with a supplier. 

Non-substitutable: This connection could be substituted with another restaurant supplier. 

9.Product Customization- My product allows customer to customize the machine they purchase. Whether it be the color or additional applications customer are able to pick and chose.

Valuable: This competency is very valuable. Nowadays it is important for company's to provide customizable product. People like to have unique product that are custom built. 

Rare: It is not rare. Other companies allow their product to be customizable. 

Inimitable: It is not hard for others to add features and customizable parts to their product. 

Non-substitutable: There is not other resource that can provide the same benefit. I could add more customizable part for The Spicer.

10. Strong Communicator: I have strong communication skills. Whether it be with my classmates, co-workers, or bosses. I try my best to communicate a clear message. 

Valuable: This will be valuable to my company when communicating with customers, suppliers, distributers, and employees. 

Rare: This skill is not rare. Many other people are strong communicators. 

Inimitable: It can be copied by other through group projects and other experiences that demand communication.

Non-substitutable: No other resource can provide the same benefit as being a strong communicator. This is a skill that can be learned.

Conclusion: The greatest resource I have is the uniqueness of my product. Since a programmed spice dispenser has never been invented my product does not have any competitors. The closest competitor is a spice dispensing carousel which is not programmed to dispense perfect measurements. This core competency will draw customer to my product. Customers will be curious as to how the product works. Most of my resources can be easily copied. This one would be difficult to copy since I plan on getting a patent. 

22A – Elevator Pitch No. 3

1) The pitch: https://youtu.be/n64ZPennWLU

2) A reflection on the feedback you received from your last pitch.
The feedback I thought was important was a comment about my appearance. The comment said I dressed professionally and there were no distractions in the background. Dressing professionally says a lot about the entrepreneur. First impressions count and your appearance is the first thing people will notice. I also thought the feedback about my hands was insightful. The commented said I could maybe used my hands a little more and be animate to engage the audience. I think this was great advice since my hands seemed awkwardly placed in front of me.

3) What did you change, based on the feedback?
Since my elevator pitch was memorized I felt a lot more comfortable. In my last elevator pitch my hands seemed very awkward because I kept them together in front of me the whole time. This time I tried using my hands more while explaining the product to my audience. I recorded a few videos using my hands but they looked more awkward then before, so I decided to not use my hands at all. Overall, this was the easiest elevator pitch to record. I think I have improved greatly from the first elevator pitched I recorded.

21A – Reading Reflection No. 2

1) What was the general theme or argument of the book? The theme of the book "The Art of Social Media: Power Tips for Power Users" by Guy Kawasaki was to teach users to effectively implement social media tactics to market themselves and their company brand. Guy Kawasaki, a marketing specialist, filled the book with insightful tips that he has found valuable. The book gave advice on how to optimize your profile, integrate blogging, respond to comments, get more followers, and write effective posts.

2) How did the book, in your opinion, connect with and enhance what you are learning in ENT 3003? The book enhanced what I have learned in ENT 3003 because it discussed ways to market your personal and company brand. In Module 10 of this course we learn about marketing and how it is used to sell your product and build relationships with customers. In class we market our products through elevator pitches, if we were to implement our ideas we would create a website to promote the product. The book also connected with ENT 3003, because it dedicated an entire chapter to blogging. Some tips include posting great content, always adding a picture or video, adding a share button, and including links to your social media account so that others can follow you.

3) If you had to design an exercise for this class, based on the book you read, what would that exercise involve? The book gives helpful tips on how to create an effective profile picture. Your profile picture should only include your face. That means no friends, family, or animals in the background. The three main tips were to be asymmetrical, face the light, and make sure your photo is at least 600 pixels wide. My exercise would be for the student to analyze their current profile picture according to the tips the author gave and write a paragraph on how their photo met or did not meet the tips. I would then have the student take a new profile picture incorporating the advice and upload both the old and new picture to the assignment.

4) What was your biggest surprise or 'aha' moment when reading the book? In other words, what did you learn that differed most from your expectations? The biggest aha moment I had was the number of posts per day the author thought was acceptable. He said you can post three to twenty posts per day as long as they are different and good. I always thought it was annoying for a person or company to post more than twice a day. Another thing that surprised me was posting in a different language. The author said "if you are bilingual or multilingual try translating breaking news into another language and see what happens (p. 65)." I thought this was a great, creative idea to get people to notice your posts.

20A – Growing Your Social Capital

1) Who they are and what their background is: Bill Wilson is the owner of Wilson-Lewis-Wilson Design.
2) How this person is a "domain expert:" Bill Wilson is engaged in the same activity I would like to be entrepreneurship. He started and runs a design company which specializes in graphic design, art work, and helping other company's create their websites. The company has sold merchandise such as cups, t-shirts, and limited edition prints. He knows the ins and outs of running your own business.
3) How I found and contacted the person: I asked my immediate family if they personally knew any entrepreneurs. My mom told me her cousin owned his own company, so she gave me his phone number and I contacted him.
4) The nature of the exchange: I explained my product idea to him and asked for his opinion. He said it was a good idea and could see it working. He asked if it was a "smart device" and if he could control it with his phone or Alexa. He pointed out as technology is increasing people have become so use to using artificial intelligence. The best product are those that fit a specific niche. Creating the machine with artificial intelligence would be a great upgrade. I also asked him what the most difficult part about running his own business was. He said getting established, marketing, and building clientele. In the beginning he had to learn how to wear "multiple hats," including graphic designer, illustrator, marketer, manager, programmer, and copyrighter.
5) How will including this person in your network enhance your ability to exploit an opportunity? Since he has successfully run his own business, I would ask him for tips on how to start my business. He would be able to give me insightful advice on marketing and management tactics. He is also a very creative thinker, so I would ask for advice on product design. I really liked his idea to improve the machine by adding artificial intelligence. If I were to continue with this idea, I would ask for his advice along the way.

1) Who they are and what their background is: David Chudhabuddhi is the Assistant General Manger at West Shore Lucky Dill in Tampa
2) How this person is a "market expert:" Restaurants represent a major piece of my market. I want The Spice to be sold to local and chain restaurants. David Chudhabuddhi is very knowledgeable about the products that could be used in a restaurant. He understand the front of the house (hosting) and back of the house (cooking) procedures.
3) How I found and contacted the person: My friend use to work at the previous restaurant Mr. Chudhabuddhi managed. She gave me his phone number and I contacted him.
4) The nature of the exchange: I explained my idea to him and asked if my product could be utilized in a restaurant. He really liked the idea and said it could be used in a restaurant. It would save the company money by not wasting spices. He liked the additional oil dispenser and said the idea was out of the box. He pointed out that not only could it be used for meals, but also craft cocktails. It could be used to store and dispense garnishes such as orange zest, fresh basil, and thyme. He advised me to upgrade the product to hold fresh herbs. To do this I would need to install a cooler into the machine to keep the herbs fresh.
5) How will including this person in your network enhance your ability to exploit an opportunity? David Chudhabuddhi has direct connect to a restaurant that could possibly be my first customer. Before I market my product to the public he would be able to test it in his kitchen and let me know what the advantages and disadvantages were. He came up with a great idea by adding a cooling machine to allow the device to store fresh herbs. If I were to implement this idea, I would ask for his assistance on testing out the product.

1) Who they are and what their background is: Nathan L (preferred not to disclose last name) is a Customer Solutions Specialist at Webstaurant Store.
2) How this person is a "industry supplier:" Webstaurant Store is a restaurant supplier that provides restaurant equipment from refrigerators to mixers to food processors. This company would be selling my product to restaurants. Nathan is knowledgeable on the products that are currently being sold from his company and the process on how a product would be approve and added to their supply list.
3) How I found and contacted the person: I researched restaurant supplier and found Webstaurant Store. I contacted him through the live chat function on the website.
4) The nature of the exchange: I explained my product idea to him and asked if it could potentially be sold on the website to restaurants. He said the closest item that is similar to my product and is currently being sold on their website is the cereal dispensers. The difference is it does not dispense exact measurements. I also asked him how long it would take for a product to be approved and appear on the website. He said they do not have individual product submissions, but work directly with manufacturers. The product details would be sent Webstaurant Store and reviewed by the purchasing team. The company works with all different types of manufacturing companies including Vollrath, BUNN, Beverage Air, and Tuxton.
5) How will including this person in your network enhance your ability to exploit an opportunity? Nathan would be a great contact point in regards to supplying my product to restaurants. He is also aware of products that are currently selling the most and products that are similar to mine. He could give me advice on the price point I should set my product at. By speaking with him I learned the only way I could market my product on Webstaurant Store is if I sold it to a manufacturer.

Overall Refection: This experience showed me that even if you personally do not have a connection with an "expert" someone you know will. In future networking events I will be more open to who I connect with and try to connect with as many people as possible. You can meet a potential business connection anymore. This experience did not differ from my previous networking experiences. Whether it be through a secondary connection, LinkedIn, or directly walking up to a potential employer I have had to make direct contact with people I do not know. Networking is about marketing yourself and connecting with potential employers or colleagues that will help you accomplish your future endeavors and goals.

19A – Idea Napkin No. 2

1) You. I am passionate, determined, personable, a strong communicator, and dependable. I am very organized which is a strong management skill to have. My past experiences as an Administrative Assistant at Shands has taught me to communicate well with my manager. I also have held past leadership roles, such as an aftercare school teacher, Sunday school leader, and VBS middle school leader. I would be able to implement both of these skills when running my own business. I really enjoy seeing local companies give back to their community, so I would want to incorporate this into my business, whether it be through donations or volunteer work. This business would be a large part of my life until it was stable enough to hire another person to manage it. In the beginning I would spend most of my time marketing and reaching out to local restaurants in the area.

2) What are you offering to customers? I am offering a machine that dispenses specific amounts of spices. The customer will use the touch screen on the machine to select the measurement and spice he/she wants. The machine can measure 1/4 teaspoon to 2 tablespoon of spices. It can hold 2 cups of each spice for 12-15 difference spices. The first design holds 12 spices and is 75 dollars, while the second design hold 15 spices and is 100 dollars. The standard colors for the machine are dark blue, light blue, silver, white, and black. Customized colors can be purchased for an additional 20 dollars. An oil dispenser can also be added for an additional 25 dollars.

3) Who are you offering it to? My target audience is motivated by saving time and money. My first target audience is inexperiences cooks and others who do not like using measuring cups. I am specifically targeting college student. They tend to be inexperiences cooks, since this is most likely the first time they have had to cook for themselves. Since my product is more on the expensive side, I am targeting wealthier customers. My second target audience is restaurants. They would save money by not wasting spices. From the "growing your capital" assignment, I learned my machine, not only could be used for meals, but also craft cocktails. It would be a great way to add garnishes on top of drinks.

4) Why do they care? Customers will actually pay me money for my product, because with The Spice measuring cups will no longer be needed. This will minimize the clean up time after cooking. Spices will no longer be wasted which will save the cook money. The customer will also not have to waste time tediously measuring out each spice. My product can also be used as a storage facility for spices. The customer will no longer need a place in their storage cabinet for them.

5) What are your core competencies? My machine is not just a spice organizer, but a spice dispenser. No other machine has been invented that distributes perfect amounts of spice. I have added customized colors to match the customer's kitchen, as well as an additional oil dispenser. Most spice organizers only hold solids, while mine can hold liquids. The Spicer also contains individually larger amounts of each spices. Lastly, my product holds 12-15 spices, while others only go up to 12 difference spices.

Evaluation of the Five Elements:I think all of the five elements fit together. I think my past experiences and communication and leadership skills will be beneficial when managing a business. I am very friendly and personable, which are great skills to have when interacting with employees and customers. The problem I am trying to solve, can be fixed by using my product. Additionally, the target audience I am marketing to is perfect for the product I am selling. By marketing my product to both restaurants and individual I am able to reach a broader market and ultimately increase revenue.

Feedback Memo:One of my feedback comments mentioned how I was right that customers would spend money on my product because it saves them time. I realized how important price is for some of my target audience, so for this idea napkin I added the price for the additional oil dispenser and customized colors. The product has also change slightly in the number of spices it can hold, so I updated the information in this idea napkin. She also mentioned she believes one day all restaurants will own my product because of the convenience it provides. In this post, I decided to go into more detail about the multiple benefits the machine would provide to restaurants. Another comment mentioned how past experiences and communication skills will be beneficial when selling my product. For this idea napkin, I decided to highlight more on my past experiences and how they would contribute to running my business. 

17A – Elevator Pitch No. 2

1) The pitch: https://youtu.be/rWc5Vjmbv3c

2) A reflection on the feedback you received from your last pitch. What stood out to me as important was the feedback regarding the description of the need my product is solving. The student said he liked how I started my sales pitch stating the need I am going to fix and how my product would solve it. The student also mentioned he would actually use the product which is great to hear. The second student said "I spoke with a professional manner and fully explained how the product would solve the need." This feedback was the most useful and insightful, because it confirmed my tone and volume were at a good level and my explanation was clear.

3) What did you change, based on the feedback? I made sure to speak at the same volume and tone as the first sales pitch. I also tried to smile more. I personally noticed the first sales pitch was very monotone. I think it was because I was so focused on memorizing the sales pitch and saying the right words. This time I had the sales pitch fully memorized so I was able to add more emotion into my voice. I also glanced at my notes in the first sales pitch. This time I was able to record the video without any notes. 

18A – Create a Customer Avatar

Customer Avatar
She is an out of state student from St. Louis, Missouri who transferred to the University of Florida this year. She is a junior studying education and plans on become a high school English teacher. She is very dedicated to her studies and spends most of her time working out, studying, hanging out with friends, and cooking. She drives a 2009 dark blue Chevy Traverse.  Since her family and friends mean the world to her, she enjoys driving a bigger car to help friends out when they need a ride. Her favorite hobbies include cooking, working out, reading, and any activity outside. When she is not reading a textbook her favorite book to read is "The Great Gatsby" by F. Scott Fitzgerald. She loves romantic comedies and her favorite movie is "The Proposal" starting Sandra Bullock and Ryan Reynolds. Her favorite color is dark blue.

She recently started cooking for herself and loves to meal prep. She is focused on staying healthy and believes cooking meals is better than eating out. The hardest part about cooking for her is portion size. There are five people in her family, so she is use to cooking large meals. Her favorite part about cooking is seeing other people’s reactions when they try her food. She loves hosting dinner events at her house and being surrounded by close friends. As a result of being a full-time student and working 20 hours a week, she is always trying to find way to save money and time.

What do you have in common with the customer avatar? I also love working out, reading, spending time with friends, and being outdoors. I am dedicated to my school work and work 20 hours a week. I would rather eat a home cooked meal than go out to a restaurant. I try to eat health and also recently started cooking for myself. As a college student with a busy schedule, I am always trying to find ways to save time.

Do you think that is a coincidence? No, I do not think its a coincidence. I created the product based on a problem I personally had. I think many inexperienced cooks are found in college because this is the first time they have lived alone and have to cook for themselves. I do not own many measuring cups, so The Spice would be a great solution to this problem and also save me time.

16A –What’s Your Secret Sauce?

Five Ways I think I Have Human Capital

1. Determined: I am very determined. Once I start something I finish it no matter what. I set personal and academic goals and strive to met them.  
2. Leadership: I am a natural leader. In most of my group projects in high school and college I took on the leadership role. 
3. Communication: I am a strong communicator. For example, at work I communicate with my boss daily on the projects that I am assigned. I make sure we are both on the same page, so the end result is sufficient. 
4. Positive: I stay very positive. Even when I am having a hard day, I try to focus on the good things. Being positive improves my work ethic and overall well being. 
5. Detail oriented: I am very detail oriented. Whether its at work or school I focus on the small details of the projects or assignments I complete. I also am very detail oriented when it comes to my surrounds. I can tell when someone is having a bad day or if something is wrong. 

Five Interviews 
Interview #1: Key takeaways: My friend Rachel said I have a very kind spirit and a sweet heart, which makes me approachable. She said she can tell me anything and appreciates my meaningful and constructive feedback.
https://drive.google.com/file/d/1Zv5QlUWSziC68HcmEmXEtIuNK1LOVsa4/view?usp=sharing

Interview#2: Key takeaways: My mom Judy said I am not judgement when I met new people and take time to really get to known others. She said I listen before I make a judgment.
https://drive.google.com/file/d/1pZsp1Kp5tZa43ON0l_Dfe6a-B-pE0YI5/view?usp=sharing

Interview#3: Key takeaways: My friend Jenny said I am always cheerful about something, even when I am not having the best of days. She said when I see other people having a rough day I take time to listen to them and say or do something that makes them feel better.
https://drive.google.com/file/d/1x8Ci6CRvOQUDuyLU9yHGsm_8IPLsIBwd/view?usp=sharing

Interview#4: Key takeaways: My boyfriend Cole said I'm the type of person to accomplish any goal I set my mind to. I put everything I have, such as drive, emotion, and knowledge into accomplishing it. He also said I am a person who would never give up on anyone.
https://drive.google.com/file/d/1mUH8c5SykA1nVFVemCtXagHFA5tFD9p-/view?usp=sharing

Interview#5: Key takeaway: My sister Makayla said I am funny and a great person to be around, but also serious and hard working when needed. She said I am one to never give up on people and keep my word.
https://drive.google.com/file/d/1lDS1Nb7Zyq6uO5FMJx1Edy6n3T1oewFy/view?usp=sharing

Reflections:
I see myself as determined, positive and detail oriented. I think I have strong leadership and communication skills. Others see me as positive, determined, hard working, and loyal. How I view myself and how my interviewees described me is very similar. I think my interviewees were correct about me. They are my closest friends and family and know me better than anyone. I am not surprised our descriptions were similar and would not make any corrections to my list.

15A – Figuring Out Buyer Behavior No. 2

Report Findings:
Interview One: When asked which mattered the most price, quality or style, my first interviewee said style, because if The Spicer did not fit the style of the kitchen he would not purchase it. It would have to match with the surrounding and the rest of his appliances. He would buy The Spicer in the store verses online so he could see the quality and size of the machine. The only way he could tell if he was getting his money worth is by evaluating it in person. Also, he would want to make sure the product was not mis-advertised and the condition the product was in when purchased. He would use card instead of cash to purchase the product, since he does not carry cash in his wallet. The purchase would be considered a good idea if it functioned properly and caught his guest's eye. The purchase would be considered a bad idea if it fell apart and did not look like what was advertised.

Interview Two: When asked which mattered the most price, quality or style, my second interviewee said price, because she is watching what she spends. As a college student she is focused on budgeting. She believes The Spicer would be a great amenity to have, but would not invest a lot of money into it. She would buy the product in store and with a credit card. Buying in store rather than online allows her to compare different brands and prices. She finds it sad that a lot of brick and mortar stores are closing down due to low sales, which is another reason why she does not like purchasing online. The purchase was a good idea if it saved her time in the kitchen. She also liked the idea that the machine can hold spices in bulk, which would save her money since buying things in bulk is usually cheaper. If she saw the item in other stores or other people purchasing it, this would also signify it was a good purchase. The purchase was a bad idea if she did not use it often or if it broke easily.

Interview Three: When asked which mattered the most price, quality or style, my third interviewee chose price, because if it was too expensive she would just use regular measuring cups. She would purchase the product at her local grocery store with a debit card. She would buy the product in store versus online, so she could feel the material and see the size of the machine. If needed, she thinks returning purchases in store is easier than online. The purchase would be considered a good idea based on it's convince and value to her. She would considered it valuable if it functioned correctly and saved her time. It would be considered a bad idea if she did not use the product.

Draw Conclusion: Two of my interviewees said price mattered the most, while one of them chose style. This mean I would need to keep the price of The Spicer at a reasonable cost. If it was too expensive, the customer would just use measuring cups. Additionally, providing customers with the option of customizing the color of the appliance allows them to match the product with their kitchen. All three of my interviewees said they would rather purchase the product in store than online. I realized I need to have my product in many stores like Target, Walmart, Bed, Bath, & Beyond, and even grocery stores. Lastly, in regards to post-purchase evaluation my interviewees said they would consider the purchase a good idea if it was used often and functioned correctly. What was interesting to me is that 2/3 of the interviews mentioned evaluating what other people thought of the device when deciding if it was a good purchase. The first interviewee mentioned the product catching his guest eye's, while the second one mentioned seeing the product being used by others. This shows me I will need to focus my time on creating an effective marketing strategy.

13A – Reading Reflection No. 1

1) You read about an entrepreneur: Miracle Happen by Mary Kay Ash

• What surprised you the most? I was most surprised by how dedicated she was to her faith. I have known about Mary Kay makeup since I was a little girl and my mom purchased the product. I have always associated Mary Kay with makeup and never realize what her values were. As a Christian, I enjoyed reading about how she saw God throughout her life. In most of the chapters of the book she mentions how God had affected her life. The chapter that stood out to me the most was Chapter 7, which stated her perspective on life which was "God First, Family Second, Career Third."
• What about the entrepreneur did you most admire? I most admired her love for others and making them feel valued. She believed in personal touches and would send birthday cards and gifts to her staff members. She made sure that anyone who sent her a letter received one in return. As the company grew bigger she was unable to hand write the responses, but did make it a priority to hand write sympathy cards. These small touches show how much she genuinely cared for her employees and customers. She stated, "the whole reason for [the company] existence is the give people the opportunity to enrich their lives" (p173).  She created her business to support other women and was always looking for way to enrich other people's lives.
• What about the entrepreneur did you least admire? I least admired her workaholic personality. In the beginning chapters of the book, she calls herself and workaholic and  mentions having trouble sitting still and watching tv with her husband. Additionally, I felt like she was sometimes too selfless and did not take care of herself. She was always focused on her business and taking care of her family and left her needs till the end. 
• Did the entrepreneur encounter adversity and failure? If so, what did they do about it? Mary Kay encounter adversity at a young age. Her father had tuberculosis, which left her mother to care for the children by herself. At the young age of seven, Mary Kay found herself taking on adult responsibilities such as cooking dinner and shopping for school clothes. She grew up very fast and took on these duties without complaining. Another adversity that Mary Kay faced was her husband dying one month before the company was suppose to open. The company opened on schedule with the help of her two sons. Her son Richard left his job as an insurance agent with Prudential to help start the business. Her other son Ben supported her by donating 4,500 dollars to the company and later moved from Houston to manage the company's warehouses. 

2) What competencies did you notice that the entrepreneur exhibited? Mary Kay was a strong saleswoman and speaker. Her first experience of sales was for the company Child Psychology Bookshelf. Her enthusiastic personality allowed her to sell ten set of books in only a day in a half. She also sold cookware with her husband. Additionally, Mary Kay was a great speaker. At a young age she strived to be a good extemporaneous speaker. In middle school she competed in a statewide contest and won second place for best speaker. In high school, she competed on the debate team and was awarded for her accomplishments. Both of these skills would be used as she began selling her products and giving speeches for her company.

3) Identify at least one part of the reading that was confusing to you. When Mary Kay first began selling her product she would visit the houses and give sales presentation and facials. Customer found this unprofessional and believed if the company was so small the owner was giving facials the product must not be good. I was confused by the customer's response. I personally would have been honored to see the founder of a company coming to my house and demonstrating the product. 

4) If you were able to ask two questions to the entrepreneur, what would you ask? Why? Did you enjoy being a consultant or the founder of the company? I would ask her this because she had experience in both positions and I would want to know which she found more enjoyable. What has been the most memorable moment you've had throughout your experience with Mary Kay? I would ask this because I am curious to see who the moment would be with. Would it be with a customer, employee, family member? Would it be a one-one conversation or an event she went to? After the many years with Mary Kay, it would be interesting to what moment had a significant impact on her. 

5) For fun: what do you think the entrepreneur's opinion was of hard work? Do you share that opinion? Mary Kay believed in hard work and demonstrated it everyday. She followed the "35,000 List" which was invented by Ivy Lee, a leading efficiency expert. The "35,000 List" is created at the end of the day and is a list of the six most important things you have to complete the next day. She used this to organizer her many tasks and manager her time efficiently. She was determined and made it a goal to wake up at 5 a.m. and begin her workday without phone calls or interruptions. Creating her "35,000 List" and waking up early allowed her to maximize each day. I share her opinion of hard work and believe time management and determination are skills every hard worker posses.