Business ReviewGULF COAST MARCH 16 – MARCH 22, 2012

THREE DOLLARS

CLEANINGLADYOne company’s franchise model helped it remain recession-resilient. Page 6

FIRST UP:InsideBaseballAn Orioles executive shares the challenges of turning a losing team around.

STORY ON PAGE 8

SEE PAGE 10Ingenuity and quality are two things overseas competitors can’t beat.

SPECIALTY:BIRDS OF A FEATHER

Companies • Trends • Entrepreneurs • CEOs The Weekly Newspaper for Gulf Coast Business Leaders

+ Company transitions out of a sponsorship

The mood was highly skepti-cal when Transitions Optical, a Pinellas Park-based prescrip-tion eyewear firm, was first ap-proached to sponsor a Profes-

sional Golfers’ Association Tour event, executive Brian Hauser recalls.

The source of the skepticism: a $7 million annual price tag.

“That was some sticker shock,” says Hauser. “There was no way little old Transitions in little old Pinellas Park could afford that. That’s a pretty size-able chunk of our marketing budget.”

The company nonethe-less signed a four-year deal to sponsor the PGA event at Innisbrook in Palm Harbor in 2009. Previous sponsors

include Chrysler and PODS, the Clearwater-based storage firm.

The sponsorship will come to an end during the Transitions Championship held this week-end at Innisbrook’s Copper-head course. Hauser, a chemist by trade who is now general manager of U.S. and Canada operations for Transitions, says there are no regrets about doing the sponsorship.

But there also won’t be any re-ups.

“There was definitely a favor-able return on investment,” Hauser tells Coffee Talk, “but

maybe not as favorable as other things we’ve done.”

For one, Hauser says TV com-mercials get a better return for the company, which has about 1,200 worldwide employees. On the flip side, Hauser says the sponsorship led the firm to de-velop a relationship with Nike, which is now a partnership.

“Golf elevated us and made us look bigger than we are,” says Hauser. “That was a halo on our brand. But we have a bigger and broader vision of where the brand needs to go.”

The PGA Tour meanwhile,

needs a replacement spon-sor for the event. No sponsor for the 2013 tournament was named prior to the event, which began March 12.

+ Distressed market moving on in Lee

Investors chasing deals on foreclosed homes in Lee County may discover that the market has moved on.

The Southwest Florida Real Estate Investors Association

Community ST

CommunityBankNow.com (727) 456-5690MEMBER FDIC

5737

9

See COFFEE TALK on page 3

COFFEE TALK

GULF COASTBUSINESS BUZZ

PROBLEMS IN PARADISETop executives flee the fast-growing Internet marketing company. PAGE 12

12 www.review.netGULF COAST BUSINESS REVIEW

MARCH 16 – MARCH 22, 2012

The panic level spiked the night of Dec. 1 inside IntegraClick.

Co-founder and CEO John Lemp assembled at least eight senior managers for a late-night meeting at the Sarasota-based Internet marketing firm. Some were called in from home.

Moreover, the meeting and what Lemp said there impugns the foundation on which IntegraClick is built. That is, that the company, which reported $120 million in 2009 revenues, might not be the superstar gazelle and jobs engine it has been por-trayed. The adulation has run deep, coming everywhere from the Busi-ness Review to Sarasota County officials to former Florida Gov. Charlie Crist to Inc. magazine.

But on Dec. 1, according to allegations in a March 13 lawsuit filed in Sarasota Circuit Court, Lemp told senior execu-tives to “delete incriminating data, emails and instant messages” that could become evidence in a federal investigation. Lemp was concerned the Federal Trade Commis-sion was probing the company for alleged fraudulent Internet marketing activity, the suit contends.

FTC officials would neither confirm nor deny the existence of an investigation. But FTC spokeswoman Betsy Lordan said the agency recently increased its regulatory watch on Internet affiliate marketing com-panies. Those are businesses that form a network of advertisers and publishers to push products, from weight-loss supple-ments to teeth-whitening gels. Affiliate marketing is central to IntegraClick’s busi-ness model.

Clearwater attorney Ryan Barack filed the lawsuit against IntegraClick LLC on behalf of Rob McAfee, former Integra-Click vice president of technology. McAfee contends he was wrongfully terminated under the Florida Whistleblowers Act for his refusal to follow Lemp’s evidence-de-stroying directive.

Lemp, the suit contends, requested McAfee to “‘erase the paper trail.’” Lemp then demanded “McAfee create a com-puter account with administrative rights that would not be linked back to Lemp so that Lemp could” delete incriminat-ing emails and instant messages, the suit states. McAfee previously consulted on software projects with the World Bank and Nike.

In a March 13 interview with the Busi-ness Review, Lemp denies the allegations

COMPANIES by Mark Gordon | Deputy Managing Editor

File

John Lemp cofounded Sarasota-based IntegraClick, an Internet marketing firm, in 2002.

Integrity Issues at IntegraClick? Three top executives, including its co-founder, recently left fast-growing IntegraClick. A fourth alleges he was ordered to delete incriminating emails.

REVIEW SUMMARY

Business. IntegraClick, Sarasota Industry. Technology, Internet marketing Key. Company faces a wrongful termination lawsuit and a shift in management.

in the lawsuit. He denies the Dec. 1 senior management meeting occurred in the manner described in the suit.

Lemp says the FTC is not investigating IntegraClick or its subsidiaries, which in-cludes Sarasota-based Clickbooth. Lemp says, instead, IntegraClick and the federal agency have an ongoing relationship. “Be-ing one of the bigger players out there,” says Lemp, “you have to.”

In response to allegations he asked se-nior management to delete incriminating evidence, Lemp says “nothing of the sort” occurred. “What we should focus on,” says Lemp, “is the greed element of why some-one would file a lawsuit like that.”

Fast growthSeveral other potential problems linger

for Lemp and IntegraClick, which has

A FAR REACHIn its mission, Sarasota-based IntegraClick is an Internet marketing and advertising company. But the company picked up new roles in late 2009 and early 2010: In one, it became a limited partner with Sarasota County and the federal government. In another, it became a commercial real estate landlord. The relationships are tied together.On the government side, IntegraClick received $7.4 million in tax-exempt bonds through a federal stimulus program in December 2009. The bonds, made available to local companies through a recovery-zone program, are overseen and approved by Sarasota County officials. The county qualified for the federal program because of its high rate of unemployment and foreclosures at the time. The bonds helped IntegraClick purchase and move into its new headquarters in early 2010. The complex is 79,000 square feet, spread through two buildings, just west of Interstate 75 in north Sarasota County. The company paid $5.75 million for the property.That’s why the company is now a landlord. It bought the space to have room to grow, and in the meantime, it leases offices. Current tenants include a mobile phone marketing firm and a dermatology practice.

— Mark Gordon

GULF COAST BUSINESS REVIEWMARCH 16 – MARCH 22, 2012 www.review.net 13

WOULD YOU LIKE MORE TIMEFOR BUSINESS?

We thought so.Take advantage of our Loyal Reader subscription auto-renewal

program and save precious minutes. No bills, no stamps, no missed issues. Contact our subscriptions department for details.

Start saving time!Call: 877.231.8834 or Email: subscriptions@review.net

6682

1

PRAISE PARTYIntegraClick, a Sarasota-based Internet marketing firm, has been one of the most lauded companies in the Sarasota-Braden-ton region over the past four years. Awards and recognition include:• The Business Review named co-founder and CEO John Lemp its Entrepreneur of the Year in 2010. A May 14, 2010, Business Review story cited the company’s 400% three-year revenue growth, from $24 million in 2007 to $120 million in 2009;• Technology Company of the Year from the Economic Development Corp. of Sarasota County, an award bestowed upon Lemp at the EDC’s Hall of Fame luncheon in 2008. The EDC called IntegraClick one of the “strongest, fastest-growing technological companies headquartered in this region.”• The Tampa Bay Technology Forum named IntegraClick its Emerging Technol-ogy Company of the Year in 2008;• The Governor’s Entrepreneurship Award, presented to Lemp in fall 2009 by the office of then-Florida Gov. Charlie Crist. The award is for companies that “set the standard for entrepreneurship and creativity.”• Florida Trend magazine named the firm one of the state’s best companies to work for in 2009; • Inc. Magazine ranked the firm the fastest-growing advertising and marketing company in the country on the Inc. 500 list in 2009. • The Tampa Bay Business Journal named the company to its “Best Places to Work” list in 2011.

— Mark Gordon

about 125 employees. Lemp and Amanda Huntington, a college friend, co-founded the business out of Lemp’s one-bedroom apartment in 2002.

By 2004, the pair began to capitalize on an emerging Internet advertising business model called click-per-action. The gist of CPA: Advertisers only pay for an ad when an action, say a purchase, is taken. The traditional Internet advertising model is to simply pay-per-click.

Lemp, a competitive and gregari-ous entrepreneur who frequently wears sports coats with T-shirts to the office, was hooked on the CPA model. Customers were, too, at least based on sales growth. The firm says annual revenues grew 400% from 2007 to 2009, from $24 million in sales to $120 million. It stopped publicly disclosing revenue figures after 2009, though in a report with Sarasota County in early 2010, the company projected at least $250 million in annual revenues by 2011.

Lemp maintains IntegraClick has a high ceiling for growth in sales and jobs. In late 2009, when the company applied for tax-free federal bonds through Sarasota Coun-ty, it projected at least 100 hires by 2011. Lemp, in previous interviews with the Business Review, has projected hundreds of more hires for the firm.

But now, foremost among its challeng-es: At least six executives have left the firm over the past 18 months, including three who left in January — within days of when McAfee alleges he was wrongfully termi-nated. The three who left most recently are co-founder Amanda Huntington; com-pliance and enforcement director Ziare Brown; and general counsel Eric Grindley.

Brown, reached by the Business Review in Texas, now works at another Internet marketing firm, a business run by former IntegraClick acting president and chief marketing officer Graham Gochneaur. Brown declined to comment on the allega-tions against Lemp.

Grindley also declined to comment. He moved about three weeks ago to North Carolina after he left IntegraClick. Hun-tington could not be reached for comment.

Lemp says he isn’t concerned about the executive departures. “There has been a transformation of the company,” he says. “Any successful business will have those transformations.”

Lemp further points out some former executives, such as Gochneaur and former vice president of corporate development Ravi Ghai, left for family reasons months before the McAfee allegations. Gochneaur and Ghai declined to comment on the al-legations in the lawsuit.

The second potential hurdle Integra-Click faces stems from the FTC. According to FTC press releases and Internet mar-keting industry executives, the agency has especially begun to focus its investigations on companies that use bogus “free” prod-ucts to deceive consumers.

For example, in February, the FTC reached a $359 million settlement with 10 Internet marketing companies run by Jesse Willms, a Canadian-based Internet marketing operator well known in the in-dustry. The FTC alleges Willms’ companies used “negative-option” marketing, where a seller interprets a consumer’s inaction on an offer he signed up for as permission to charge for the product or service.

“The defendants used the lure of a ‘free’ offer to open an illegal pipeline to consum-ers’ credit card and bank accounts,” David Vladeck, director of the FTC’s Bureau of Consumer Protection, says in a release.

Lemp says IntegraClick, which has the phrase “integrity, honesty, technical supe-riority” adorned to some invoices, hasn’t and won’t engage in that type of activity. Says Lemp: “We’re known in the industry for being the company that does things the right way.”

But McAfee, who referred all questions to his attorney, contends Lemp called the Dec. 1 meeting initially with a large group of senior IntegraClick officials. McAfee alleges Lemp then ordered three senior executives to leave the room, including Brown, the compliance chief, and Grind-ley, the lead attorney. Lemp then delivered his instructions to destroy evidence, ac-cording to the suit, to the remaining ex-ecutives and later privately to McAfee.

McAfee, the suit further contends, was fired from the company in early January for not following Lemp’s orders. McAfee seeks reinstatement of his job, and com-pensation for lost wages, among other re-quests.

Robert McAfee: Joined IntegraClick’s software development department in 2008 after he consulted on software projects for several big name entities, including World Bank and Nike. Worked his way up to vice president of technology by May 2011. McAfee, in court records, says he was let go by the company in January for refusing to follow a directive from Lemp, the CEO, to destroy evidence. He is suing Integra-Click for wrongful termination under the Florida Whistleblowers Act.

Executive ShuffleSarasota-based Integra Click has lost at least six senior executives during the past 18 months. Some of those six, along with several other senior staff who recently left, were part of a group of original employees who grew the company out of its startup phase in 2002. Senior execu-tives no longer with IntegraClick include:

Ziare Brown: One of the firm’s first five em-ployees, Brown worked his way up to compli-ance and enforcement director. Brown left in January to work for an Internet marketing company in Texas with Graham Gochneaur, another former executive.

Ravi Ghai: Ghai was in his 60s when he took a job as vice president of corporate development with the company. Widely seen as the “adult” in a business full of people under 30, Ghai left in November 2010. He now runs his own software and Internet consulting firm in Sarasota.

Graham Gochneaur: A former quarter-back with Marshall University, Gochneaur, like Brown, was one of the initial five IntegraClick employees, hired in 2005. He ran the firm’s marketing department. Gochneaur left in April 2011 and now runs a sales-lead generation and Internet marketing firm in suburban Dallas.

Eric Grindley: Was named general counsel in April 2010. Grindley left in January, and moved to North Carolina.

Amanda Huntington: Co-founded the firm with CEO John Lemp in 2002. Hunting-ton ran the company’s operations and finance department. Huntington couldn’t be reached for comment, but according to her LinkedIn page, she left IntegraClick in 2012 and is now a management consulting professional in Myakka City.