He Said, She Said: Razor Branding™ Podcast

In this episode of He Said, She Said: Razor Branding™ Podcast, Jaci and Michael Russo sit down with Howard Kelly, Director of Marketing at S&S Cycle — a Wisconsin-based manufacturer that has been making Harley-Davidson motorcycles faster, louder, and more powerful since 1958. If you’ve ever wondered what it looks like to build a brand so strong that customers tattoo your logo on their bodies, this is the episode for you. S&S Cycle doesn’t market to motorcycle riders. They market to Harley riders. And not just any Harley riders — they market to six distinct groups of loyalists defined by the engine era their bike was built around, from knuckleheads and panheads to the latest M-Series. That’s a niche within a niche within a niche, supported by a 550-page catalog, over 5,000 SKUs, and a marketing team of four people based in a town of 650 in rural Wisconsin. Jaci, Michael, and Howard dig into what it actually takes to market across six different customer segments without losing your brand voice — and how S&S uses seasonal patterns, event strategy, and a deliberate split between dealer-facing and consumer-facing communication to reach the right people at the right time. Howard also shares the story behind the Independence Tour, a traveling display of six custom-built motorcycles — one per engine era — that gives every segment of the S&S audience something to connect with at major events across the country. There’s also a great conversation about the unexpected power of bringing back a printed catalog in the age of digital everything — and why mom-and-pop motorcycle shops across the country called to say thank you. They get into the S&S relationship with Harley-Davidson, the rigorous testing process behind every product release, and what it means to be a fourth-generation family business still operating from the original farmhouse property where it all started. But the moment that says everything about what S&S has built? Customers don’t just buy their parts. They buy S&S patches to sew on their jackets, sell out S&S hoodies at Daytona Bike Week, travel from Singapore to ask Howard a question in person at a show in Japan, and submit daily tattoo entries in an ongoing brand contest. That’s not a marketing campaign. That’s a brand that means something. Howard Kelly is the Director of Marketing at S&S Cycle, a manufacturer of high-performance V-twin engines, parts, and accessories headquartered in Viola, Wisconsin. Howard is also a former motorcycle magazine editor and author. Learn more at sscycle.com.

In this episode of He Said, She Said: Razor Branding™ Podcast, Jaci and Michael sit down with Chanelle Yarber, a marketing strategist, agency owner, and in-house marketer at First United Bank who has spent over two decades doing something most people only claim to do — actually connecting with the customer. Chanelle’s path into marketing didn’t start with a job posting. It started with journalism, speech and debate, video production, and a curiosity about what makes people tick that has never left her. From managing social media back in the MySpace-and-HTML days to building go-to-market strategies for clients across industries, her career is a masterclass in what happens when storytelling meets strategy — and when someone refuses to let tactics drive the bus. Jaci, Michael, and Chanelle dig into what it really means to zoom out before you execute — and why so many marketers never do. Chanelle shares how she pushes back on clients who walk in asking for a Facebook ad or an email campaign before anyone has asked what outcome they’re actually after. She talks about the damage done when tactics lead and strategy follows, and why clients who’ve been burned before bring a level of mistrust into every new agency relationship that has to be earned back carefully and honestly. There’s also a sharp conversation about the rebound agency effect — the idea that every new client is leaving something behind, and that trust has to be built before any creative work can land the way it should. They get into how to stack an internal and external team based on actual strengths, how to know when to keep work in-house versus when to bring in a partner, and why the institutional knowledge that comes from years of skinned knees in this industry is something no AI prompt can replicate. The conversation also touches on what it’s like to navigate constant change as an elder millennial marketer — from analog to digital, SEO to AI, and every shift in between — and why the fundamentals of good marketing have never actually changed, even when everything around them has. Chanelle Yarber is a marketing strategist and agency owner with over 20 years of experience across video production, social media, digital marketing, and brand strategy. She specializes in helping businesses build campaigns and go-to-market strategies rooted in a deep understanding of their customer. Connect with Chanelle on LinkedIn.

In this episode of the He Said, She Said: Razor Branding™ Podcast, Jaci and Michael sit down with Libby Cain of Extraco Banks to discuss how data can strengthen marketing strategy without losing the human side of the brand. Libby shares how her team built a unified customer data approach across the organization, using insights from multiple departments to create stronger segmentation, improve conversions, and lower acquisition costs. She also talks about the challenges of leading that kind of transformation, from internal change management to developing new skills along the way. From smarter targeting to stronger collaboration between marketing and producers, Libby explains how data can help brands make more informed decisions, build better customer journeys, and create marketing that is both strategic and personal. Key Takeaways Data becomes most valuable when it is unified across departments and used to guide real marketing decisions More targeted segmentation can improve conversions while lowering cost per acquisition Stronger collaboration between marketing and sales teams leads to better qualified leads and better outcomes Change management is a critical part of any data initiative, especially in large organizations The best marketing still balances analytics and automation with genuine human connection Listen wherever you get your podcasts or at razorbranding.org

In this episode of the He Said, She Said: Razor Branding™ Podcast, Jaci and Michael Russo sit down with Cathy Bertrand, a marketing leader at Rittal and Eplan whose career path took an unexpected turn from mathematics to global marketing leadership. Cathy shares how her analytical background shapes her approach to marketing today. Instead of treating marketing as purely creative, she sees it as a balance of art and science, with data, strategy, and customer insights driving measurable results. From aligning marketing with sales to diversifying outreach beyond platforms like LinkedIn, Cathy explains how modern marketers can build strategies that actually move the needle. Key Takeaways Marketing works best when creativity is supported by data and analysis Strong alignment between marketing and sales drives better results Personalization and account-based strategies help B2B brands reach the right people Relying on one channel or tactic is risky in today’s fragmented media landscape Understanding how customers consume information is essential to building an effective marketing strategy Listen wherever you get your podcasts or at razorbranding.org

In this episode of the He Said, She Said: Razor Branding™ Podcast, Jaci and Michael Russo sit down with Rob Einterz, a marketing leader in the global chemical industry, to discuss how branding works in complex B2B markets. Rob shares how chemical companies build brand loyalty through reliability, relationships, and niche specialization. With long sales cycles, strict regulations, and highly technical buyers, success depends less on flashy marketing and more on trust, communication, and consistent performance across the entire organization.  The conversation explores why “the riches are in the niches,” how companies strengthen customer relationships over time, and why quality opportunities matter more than quantity in B2B marketing. Listen wherever you get your podcasts or at razorbranding.org.

In this episode of the He Said, She Said: Razor Branding™ Podcast, Jaci and Michael sit down with Camberly Gilmartin, a seasoned marketing leader who has built her career on both the agency and corporate sides of the table. Currently leading marketing within the highly regulated world of community banking in the Pacific Northwest, Camberly brings a rare perspective to the conversation. From navigating acquisitions and compliance-heavy industries to leading multi-generational teams and championing creativity within constraints, she shares what it really takes to differentiate when everyone is saying the same thing. Together, they explore: • How to stay creative inside regulated industries without letting compliance kill momentum• Why hiring outside your industry can be a strategic advantage• The tension between “safe” marketing and true brand differentiation• What community banking can teach us about relevance, relationships, and trust• Why marketing deserves a seat at the executive table• The danger of “everyone is a marketer” culture and what it means for brand quality Camberly also dives into a topic many leaders are quietly wrestling with: how to engage younger generations who may not walk into branches but still crave guidance, connection, and financial confidence. This conversation is a candid look at modern marketing leadership, humility in storytelling, and why changing the conversation is more important than ever.

How do you market a craft that most people don’t fully understand—and can’t buy on impulse? In this episode of He Said, She Said: Razor Branding™ Podcast, Jaci and Michael sit down with Sam Arcot of Rugo Stone, a national natural stone contracting company that fabricates, installs, and restores everything from floors and walls to mosaics, statues, and historic stonework. Sam breaks down the real differentiator in a highly specialized industry: experience and expertise—and the humility to admit the learning never stops. With a long sales cycle and multiple stakeholders involved (architects, designers, contractors, owners), Rugo Stone leads with a clear message: use the right stone for the right application. You’ll hear how they build trust through education, CEU programs, and consultations that serve the project first—whether or not it immediately turns into revenue. Sam also shares how they market their craftsmanship without exposing trade secrets, how they document projects through photography and video, and why relationship-building often takes priority over broad awareness (even when people still say, “We didn’t know you did that.”). If you’re marketing a niche, high-trust service with a long sales cycle, this episode is a masterclass in letting expertise lead—and making the work speak for itself.

In this episode of He Said, She Said: Razor Branding™ Podcast, Jaci and Michael sit down with Ann Barilleaux, SVP Marketing Director for JD Bank, Louisiana’s Community Bank™, to unpack what it really takes to market a bank—where compliance is non-negotiable and trust is everything. Ann shares how marketing in a regulated industry forces you to think differently: every message, sign, and disclaimer matters—down to FDIC rule changes that impact branch signage and product communication. But the bigger challenge? Banking is complicated for consumers, and you have to simplify without overpromising. The conversation dives into the reality that community banking is relationship banking—and why that becomes the true differentiator when products are largely similar across competitors. Ann explains how JD Bank tailors branding and campaigns by market (rural vs. metro), including a standout Cajun French campaign that connected deeply in specific communities—while acknowledging that what works in one region won’t translate to Baton Rouge. You’ll also hear how JD Bank balances traditional media, digital targeting (including geofencing), grassroots community involvement, and strategic sponsorships—without spreading a small team too thin. Ann shares how they think about community giving with intention (not “a little bit everywhere”), how they track impact beyond analytics, and what it looks like to protect reputation and calm “we’re being sold” rumors by staying visible, consistent, and deeply local.

What happens when your competitor becomes your sister brand—and you’re the one responsible for marketing both? In this episode of He Said, She Said: Razor Branding™ Podcast, repeat guest Sean Schnipper returns with a major update: Transervice Logistics merged with Lily Transportation in summer 2023—creating two legacy brands under one umbrella, operating in the same space, with decades of brand equity on both sides. Sean breaks down the real-world decisions that come with that kind of growth: why they kept both brands intact (and didn’t rush into a forced rebrand), how they’ve worked to preserve separate voices while building one unified marketing team, and what it takes to keep communication strong across locations, time zones, and cultures. They also dig into what actually drives results in logistics marketing—especially trade shows—including pre/post-show strategy, brand awareness plays, and how they use geo-targeting and retargeting to maximize event spend. Plus, Sean shares how the team is cautiously integrating AI as a tool for research and ideation without losing the human edge that makes marketing work. If you’re navigating brand architecture, mergers, multi-team growth, or scaling marketing without losing identity, this episode is packed with practical insights.

What happens to a brand when growth comes fast—and comes through acquisition? On this episode of He Said, She Said: Razor Branding™ Podcast, we sit down with Ronnie Hay of UBEO Business Services, a company that has completed 27 acquisitions since 2017. That kind of growth doesn’t just test systems and processes—it tests culture, trust, and brand integrity. Ronnie shares how UBEO approaches branding in the middle of constant change, from deciding what happens to names and logos, to communicating with customers and employees who didn’t ask to be acquired. The key theme throughout the conversation? Empathy. Instead of leading with “here’s who we are now,” UBEO leads with understanding—recognizing the discomfort, uncertainty, and identity shifts that come with M&A. Ronnie also breaks down how they balance local market nuance with national scale, how they measure marketing success beyond vanity metrics, and why some of their most successful campaigns focused on users, not just decision-makers. This episode is a masterclass in branding during growth—and a reminder that people, not processes, are the real brand.