Michael Marlow,
Sales Training

After over a decade of successful direct medical sales with Bristol Myers-Squibb, Mike was approached by an unfamiliar company, Hillhaven and an equally unfamiliar industry – senior living. At the time, Hillhaven was the largest provider of skilled nursing services in the country and their Vice President of Sales had heard Mike speak at a national conference on wound care. The topic was “An Atypical Approach to Selling Wound Care Products” and this Vice President wondered if this unique selling approach would translate to senior living. The answer was “yes” and Mike’s 28 plus year career in senior living was off an running!

Mike has served in various roles of increasing responsibility in this industry with which he had fallen in love. These roles range from Regional Sales Director to National Sales Training Manager to National Vice President of Sales. But no matter the role, there has been one consistent  theme throughout. “We must see and engage with people as the unique individuals that they truly are and then sell to that uniqueness. Always remembering, if we cannot sell them, we cannot serve them!” And service has been at the heart of Mike’s dedication to our wonderful industry and he often talks about how blessed he feels to have found a career that scratches his servant leadership itch. “Working with salespeople who help our direct customers make the best choices for themselves or for their loved ones is a huge responsibility and challenge.” But by utilizing the atypical selling behaviors contained in Mike’s programming, salespeople are empowered with a highly ethical approach to selling which also has been proven to be extremely effective.

Mike has also presented at over one hundred national and international conferences throughout his career. He is also a nationally published author and the on-line version of Mike’s sales training program was awarded the “Best of the Best” Award by the Assisted Living Federation of America in 2014.

Mike is a proud graduate of the University of Kentucky with a degree in communications and marketing and also holds a certificate in pedorthics from Oklahoma State University. Mike lives in Louisville, KY and has been married for 35 years to his wife, Julie and counts as his greatest accomplishments, his two children, Bradley and Jill!

Bradley is a Physical Therapy Assistant at Beacon Orthopedics in Erlanger, KY. Bradley and his wonderful wife, Lauren have also allowed Mike and Julie to experience the joys of grandparenting. Avery is 4 and Owen is almost 2. Dr. Jill White was recently married to the love of her life, Tyler and is an Occupational Therapist at Skyline Medical Center in Nashville, TN.

Mike is also very active in his church having served as a Sunday School teacher for the past 20 years, mostly with pre-teens. Other activities include running, biking and recently, pickleball.

Rose Pietras,
Marketing

Rose’s experience in sales, marketing and market analysis extends over twenty-five years. Her career in senior living began in 1999 at a premier assisted living and dementia care community in Palm Harbor, Florida, where she successfully grew and maintained a stable census for five years in a highly competitive market. Driven by a commitment to generate a positive impact in challenging environments, her achievements include significant census growth and exceeding business plan expectations in independent and assisted living communities ranging from 99 to 450 units in size.

“A clear understanding of the consequential effect between operations and sales is essential to the success of an effective marketing plan and sustained profitability,” says Rose. A desire for comprehensive industry knowledge, coupled with passion for serving seniors, led her to attain proficiency in assisted living administration, sales and marketing, resident services, budget planning, procedure development, and market development analysis.

Her leadership style is based on a foundation of trust and total commitment to community, residents, families and associates. “I believe that community success is built upon a foundation of God given talent, commitment and passion – and teamwork is the keystone that solidifies its structure,” says Rose.

A Certified Senior Advisor, her accomplishments have been recognized by industry leading companies and include numerous sales, operational and customer service awards. Her talents for sales growth, census management, and market strategy have resulted in company-wide implementation of personally developed annual business and marketing plans, competitive analysis, sales event planning practices, and market feasibility studies.

Rose and her husband Chet have lived in Florida since 1985. Blessed with two sons, Jarrod and Justin, a daughter, Holly, and two grandchildren, they enjoy family gatherings and getaways whenever possible.

Crystal Selman,
Human Resources

Crystal Selman is an innovative Human Resources leader with 20+ years of comprehensive Human Resources experience. She has a demonstrated success in implementing proactive human resource-based initiatives resulting in a business partnership achieving the company’s goals and vision. She is a certified Senior Professional in Human Resources (SPHR) and a SHRM Senior Certified Professional (SHRM -SCP).

Crystal has experience leading Human Resources in both the private and public sector with a long history in the healthcare industry and is a strategic human resources leader. She has worked in all facets of Human Resources and understands the impact which Human Resources has on the long-term business. She is skilled in mergers and acquisitions, labor and employee relation management, legal compliance, change management, compensation, benefit design-planning, development of policies and procedures, training and career development, and ongoing development of best-in-class HR strategies.

Crystal earned a Bachelor of Science degree in Management in which she focused in Human Resources from Florida State University. In addition, she has served on the advisory committee to HR organizations and is a well-connected individual in the HR community.

Crystal enjoys spending time with her husband and family! Outside of work, you will find her attending her children’s events or on the water boating with her family. Her favorite boating spot is Three Rooker Island in Clearwater, FL.