Interior Options started in 1998 as a decorating company
but gradually has added project management services to the
mix of paint samples and fabric swatches it shows clients.
Espy's company, now called
Momentum Group, can help clients lease, purchase, build,
and even equip commercial space. The company generated $1.5
million in revenue last year.
Woven into the business plan are lessons that Espy took
away from some of her most trying experiences - a battle
with cancer and liquidating a business in bankruptcy court.
Espy spent 15 years with Delta Air Lines, much of the
time as a flight attendant. Her career with the airline
dated back to the days when the job title was stewardess and
women faced mandatory weigh-ins meant to keep them slim and
attractive.
She launched a business on the side in 1991. Cary-based
As You Like It supplied fixtures, flooring, carpet and
interior design services to home builders. The business grew
to 22 employees and was handling fixtures and finishes for
some 2,500 jobs a year. In 1993, the company added a
lighting showroom called Illuminations.
But the venture began sputtering by the mid-1990s. Lean
margins, aggressive growth, uncollected bills on the books
and a narrow focus that left the company no safety net led
to $562,000 in debt for a business with $320,000 in assets,
according to court documents. As You Like It declared
bankruptcy in February 1997 and was liquidated.
"Bigger definitely doesn't mean better," says Espy in
hindsight. She admits to not making good hiring decisions.
"I didn't bring on people who were smarter than I was in
that field, " she says.
While it was painful for all involved, Espy says the
bankruptcy taught her those lessons and to keep a closer eye
on the books, tracking numbers daily to assure targets are
not being missed.
After the liquidation, she dusted herself off and took a
job as a field analyst with George S. May International, a
Park Ridge, Ill.-based consulting company. There, she was
trained to analyze the finances and operations of small
companies and to sniff out weaknesses, says Laszlo Zala, who
was Espy's boss at May and remains a sounding board for her
business ideas.
Zala says Espy has a knack for making clients feel at
ease: "She lights up a room."
In Espy, Zala also sees tenacity and "a passion for being
independent at any cost." That drive propelled Espy to found
Interior Options in September 1998, about 20 months after As
You Like It filed for bankruptcy. "A failure is a person who
gets knocked down one time and doesn't get back up," Espy
says.
With the new business, she sought a niche that would be
steady even in a down economy. "Medical was what I figured
out," she says. She had one client, a medical practice, and
one employee. Espy forced Interior Options to live off its
profits. "The medical aspect grew fast. One doctor tells two
friends," she says.
The company had three employees and eight projects under
contract in May 2001, when Espy was diagnosed with breast
cancer at the age of 42. She never missed a day of work
during her treatment but had to delegate - something she
admits having trouble doing even now. "I had to back off,"
she says. "I just had to have faith."
Her clients, who were mostly doctors and dentists, were
supportive. Espy says the business doubled in size during
her illness.
In January 2002, the company's name was changed to
Momentum Group, which Espy feels better reflects the project
management work her employees are doing. Interior design
work for clients and the customers of local architects
remains a revenue stream, but the company also is helping
clients project their break-even points, secure financing
and establish vendor relationships. "The last thing I ever
want to do is open the door for someone to fail," she says.
Lately, Momentum has been dabbling in medical park
development. Espy says lenders prefer to lend money to
doctors and dentists to buy rather than lease their offices.
In one instance, Momentum helped four doctors assemble 13
acres in the Harnett County town of Erwin. The land was
split into individual lots protected by development
covenants.
Espy says the company is in the final stages of
negotiating an agreement with Raleigh-based developer Jim
Anthony that would make Momentum the construction and
project manager for a professional and medical building in
the Brier Creek area of northwest Raleigh.
Espy hopes to grow the business to the point that
development work is generating half of the company's
revenue. She expects revenue to reach $1.75 million this
year, and she's mulling expansion into Atlanta or Chicago,
but only if she can find the right employees.
"My fear is growing to the point where you're growing out
of control," Espy says.