Brian Marsh on How Goodwill Turns Donations Into Education & Jobs

Marsh oversaw the opening of Goodwill Industries of Arkansas’ first new-build retail stores earlier this year in Little Rock. (Provided)

How much revenue does Goodwill Industries of Arkansas generate from the sale of donated items annually?

And what is this revenue used for? Ninety-six percent of our operating revenue comes from the sale of donated goods. In fiscal 2024, we raised $66 million through the sale of donated goods. These funds are essential to fulfilling our mission: changing lives through education, training and employment.

For example, more than 300,000 Arkansans over the age of 25 lack a high school diploma. To help address this, we operate The Excel Center, Arkansas’ only adult high schools, two schools where individuals 19 and older can earn a high school diploma at no cost to the student. Goodwill Industries of Arkansas fully funds these schools, as well as our other mission programs, with these funds. We operate The Academy at Goodwill, which offers training and industry-recognized certifications to help Arkansans secure new or better employment in high-demand fields, including health care, skilled trades, business and administration, and IT. We serve approximately 500 participants annually through our TEO (Transitional Employment Opportunity) Reentry Services program, providing paid work experience and support for individuals reentering the workforce.

Additionally, we operate 27 career services locations across the state, where our career navigators help job seekers with what we call the “ABCs of employment”: find A job, a Better job or a Career. These services are available to not only Goodwill employees but to the public as well.

Is Goodwill seeing any uptick in customers at its stores in search of bargains or who are seeking to shop more sustainably?

Yes, we are seeing an uptick in shoppers, particularly those looking for value and those who are shopping with sustainability in mind. However, we’re also experiencing a softening in donations, likely tied to broader economic uncertainty. While foot traffic is increasing, especially among cost-conscious and environmentally aware consumers, donation volume hasn’t kept pace. Sustainability is a growing priority. We’re seeing more individuals making intentional choices to reduce waste, and we’re proud to be part of that movement. Goodwill Industries of Arkansas is actively involved in both national and international research and collaboration with other Goodwill organizations to advance textile-to-textile recycling. Our long-term goal is fiber reclamation, reducing the volume of clothing and textiles sent to landfills or incinerators.

This issue is honoring Arkansas Business’ newest 40 Under 40 class; what advice do you wish you could give to your younger self?

Be bold — bold in your convictions, and trust your intuition and your experience, and don’t be afraid to take risks or fail. Those experiences help shape you, so learn from them. And never miss a chance to connect with someone you admire or respect. Those conversations often provide insight and wisdom that can guide your career. Every opportunity is a chance to stretch yourself and add another tool to your toolbox. And most importantly, listen to understand, not just to respond.

What are the most common misconceptions that employers have about people reentering the workforce after incarceration?

One of the common misconceptions is that individuals reentering the workforce after being justice-involved will bring disruption, be dishonest or prove unreliable. That simply doesn’t reflect our experience. Graduates from our reentry services program are some of our hardest-working, most loyal employees. Given a second chance, they show up, work hard and are often incredibly grateful. And the impact is measurable. While Arkansas’ overall recidivism rate is nearly 50%, for those who complete our programs, it’s less than 5%.

What are the most in-demand jobs for those graduating from Goodwill’s training and education programs?

Right now, our most in-demand training programs fall within what we call our “big four.” Health care continues to lead the way. Our current certified clinical medical assistant and pharmacy technician cohorts are at capacity, driven by strong demand across the medical industry. Welding and construction are also high-demand areas, especially as manufacturing and skilled trade opportunities are in need throughout Arkansas. These certifications provide our graduates with a clear pathway to well-paying careers.

Giving money to a nonprofit is always appreciated, but what can people do to support Goodwill in other ways?

While financial contributions are always appreciated, one of the most impactful ways to support Goodwill is by donating gently used items. These donations are the lifeblood of our mission. In fact, 96% of our operating revenue comes from the sale of donated goods. That revenue fuels our social enterprise and allows us to continue delivering education, training and employment programs across Arkansas.

Until now, Goodwill Industries of Arkansas has not pursued new-build retail facilities. What made you take this opportunity in west Little Rock?

We’ve had our eye on west Little Rock for quite some time, particularly the Chenal Valley area. While we already operate The Ranch store on Cantrell to the northwest and a location on Markham Park Drive to the east, we’ve watched steady growth in both residential development and retail expansion further west. This made Chenal Valley an ideal next step for us. This new-build project represents a strategic investment and a natural evolution in our retail footprint, one that positions us to better serve a growing community while expanding our mission reach.