The Next Generation

Age: 36
Company: Pilley’s Island Enterprises Limited, Robert’s Arm, N.L.
Business: Retail & Food Services
2008 EOY Category: Services

Maybe it’s the small-town lifestyle found on Pilley’s Island off the northern coast of Newfoundland rubbing off, or maybe it’s to counterbalance the number-crunching nature of chartered accountancy, but Greg Roberts is a people-first kind of leader. He knows what life is like in the trenches. In fact, he knows what it’s like in pretty much every position within his organization because he’s tried his hand at most of them. Most likely it stems from when Roberts founded Pilley’s Island Enterprises 10 years ago. Using his credit cards to set up a small gas station, he hired six employees and worked the station himself during weekends and holidays while articling at a chartered accounting firm. The next few years saw Roberts expanding the business with retail stores, pizza joints, real estate, and franchised restaurants. But his biggest deal came early in 2007 when he beat out six competitors (including a couple of industry heavyweights) for the purchase of the Mary Brown’s Famous Chicken & Taters national franchise network. The business is now the second largest chain of quick service chicken chains in Canada and is experiencing the highest sales increases in its 40-year history. Combined with the eight other companies Pilley’s Island Enterprises owns, Roberts is now responsible for 900 employees across the country. That’s a lot of jobs for him to try out.

Entrepreneurial Style

Defining moment: Attending the Entrepreneur of the Year function and receiving the award. This forced me to slow down and reflect on the different businesses that I developed over the years. Hearing the remarkable stories, I believe it was the first time I realized that I am not out there by myself and that others have faced similar challenges and had to pay their dues.
Biggest triumph: The acquisition of the national franchise system of Mary Brown’s Inc. This was the culmination of three years of hard work.
Biggest mistake: Going against my instincts and loaning friends money in business.
Best thing about doing business here: The region’s relative economic underdevelopment presents numerous opportunities.
The toughest: It is more difficult to raise capital compared to larger markets. The size you can grow a company in certain sectors is limited due to the population.
Financing nightmares: At the beginning it was next to impossible to raise capital from the traditional sources. I had to use personal loans, supplier credit, vendor notes (along with tax planning to benefit the vendors), working capital management, and even credit cards to get started in the first few businesses. The chartered banks were not a viable option until significant equity was built up. I could not get the loans I required at the beginning. Now it is much easier to do the financing. Who ever said you need money to make money was certainly right when it comes to small business.
Worries about losing everything: I had a negative net worth when I started out so I never really had anything to lose.
Business mentor: My father was my most important mentor. His example made me want to get into business. My family had a small business when I was young (it was later sold to my brother). Working in this business at a young age taught me quite a bit, including how to deal with people. A formal education complemented this experience. My other mentors were university instructors, the partners with the CA firm I articled with, and other business people.
Developing an entrepreneurial culture: Immigration will help. It seems that more and more entrepreneurs are new Canadians. Our education system needs to make the choice more viable and appealing. It seems there are a lot of people who do not realize they want to be an entrepreneur until they settle into their careers and have to work for one.
Entrepreneurship should be taught: Probably in junior high school. Students should read about the great entrepreneurs of our time, who they are, where they came from, and what they created.
Progress is: Economic development and prosperity that allows everyone to lead a better quality of life.
How I’ve changed over the years: I believe (or I hope) that I can see the bigger picture when looking at a business. I am also a lot more patient with everyone I deal with.
Regrets: So far so good.

Personally Speaking

As a kid I wanted to be: A chartered accountant or entrepreneur. I found out later you can be both.
Personality type: Introvert trying to be an extravert.
Best strength: Analytical.
Weakness: Over-analytical.
First job: Gas station attendant.
I’m reading: What Men Don't Tell Women About Business by Christopher Flett.
Spare time: Travel/outdoor activities.
My ride: BMW 5 Series.
Most treasured possession: My daughter.
Never leave home without: My Blackberry.
In the movie of my life I’d be played by: Wile E. Coyote.
Words to live by: Never ask someone to do a job you would not do yourself.

For more profiles on our other Entrepreneur's of the Year please following the links below

Click here for George Armoyan
Click here for Wadih Fares
Click here for Curtis Howe
Click here for Bill Sanford
Click here for Harvey Stewart
Click here for Irving Schwartz