Special Features - Small Business Week 2015

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Knock Down Barriers.

Dare To Grow.

als O UL o UT L on lin e!

SMALL

BUSINESS OCTOBER 18–24

WEEK

2 RED DEER EXPRESS

SMALL BUSINESS WEEK

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WEDNESDAY, OCTOBER 21, 2015

SMALL BUSINESS WEEK

RED DEER EXPRESS 3

President’s message for Small Business Week Recognizing small businesses in Central Alberta It gives me immense pride to be the incoming president of the Red Deer & District Chamber.

As a long time resident, small business owner, and Chamber member I’ve gained a keen understanding of the role the Chamber plays in this community and I plan to cement and continue to improve upon that role over the next year.

As I assume my tenure as president, Central Alberta businesses are facing many challenges.

We’re facing considerable political uncertainty thanks to the election of our new provincial government.

The effects of weak energy prices are rippling throughout the economy. The cost of doing

business has seen a sharp increase thanks to higher taxes, increase to minimum wage, and the impending environmental regulations.

During a time that has this many changes, it is important for business to have pillars of stability that they can count on.

For the next year as president of the Chamber I will strive to provide the supports Central Alberta business needs to succeed and remain prosperous during these challenging times.

We will provide you the networking opportunities to make new contacts, events with topical and informative speakers, the benefits that save you money and the collective voice needed

to advocate on the behalf of small business.

In closing I want to share with you my excitement to be working with the local business community in the capacity of president of the Chamber.

The purpose of the Chamber is to provide a framework that allows people to work together and there is no more important resource during a challenging time. I am confident that while the year is sure to bring many challenges, we will see many more successes as local business use their work ethic, resources, and ingenuity to rise to the occasion.

Thank you, Bradley Williams

BDC- Small Business Week October 18-24 ‘Knock down barriers. Dare to grow’ Every year during BDC Small Business WeekTM, we recognize Canadian entrepreneurs and small and medium-sized enterprises (SMEs) from coast-to-coast.

During the third week of October each and every year, we take a step back to take stock of the important role they play in creating overall prosperity.

This is of even greater importance in times of economic instability.

Daring to grow is absolutely never an easy task.

Inevitably there are barriers that need to be knocked down as entrepreneurs navigate the path to success.

Confronting challenges is essential if they want to play in today’s global competitive environment.

It is not only about having the will, but also about having the tools and resources to do so,

both financial and non-financial.

Join us and use BDC Small Business WeekTM 2015 — a time to acknowledge the important impact of Canada’s entrepreneurial community — to encourage them to knock down barriers and dare to grow.

CHAMBER PRESIDENT - BRADLEY WILLIAMS

Publisher’s message Small businesses make up a large part of Red Deer and Central Alberta’s economy, and it’s important to acknowledge their dedication and range of services to the region.

Small Business Week is an excellent time to recognize the contributions of our local business community. Each year at this time, this designated week is the perfect opportunity to highlight the differences these companies make to Central Albertans on a day-today basis.

We are very pleased to again team up with the Red Deer Chamber of Commerce to bring our readers the annual Small Business Week feature.

The feature includes stories of local small businesses on a variety of relevant topics.

There are also practical articles about enhancing business strategies from the Business Development Centre.

We want to thank the Red Deer and District Chamber of

TRACEY SCHEVEERS Commerce for the opportunity to bring this feature to our readers. We would also like to extend our thanks and appreciation to the local businesses that participated.

As your community newspaper it is our responsibility to keep readers informed on local news, sports and entertainment within our City. As well, our paper is a vital tool for marketing and we strive to successfully assist in promoting local businesses. Their success is our success too.

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4 RED DEER EXPRESS

SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

Central Alberta Lighting works to put customers first

BY MARK WEBER RED DEER EXPRESS When it comes to the latest in finding the finest in lighting features to enhance a home’s decor, Central Alberta Lighting staff are certainly ready to help.

“We wanted to give Red Deer and Central Alberta another option for lighting selection,” said Barry Whitlaw, general manager and owner of the business, which officially opened last January. There is a wide selection of lighting choices for not just homes, but businesses as well.

“It gives us the opportunity to work with some of the big commercial builders in Red Deer as well. We can basically turn all of their fluorescent lighting to LED which is definitely lighting of the future.

It’s been a great opportunity to work with people on both ends - residential and commercial,” he said.

Central Alberta Lighting is attached to Central Alberta Tile and Rave Designers as well.

For Whitlaw, the lighting business has been a new venture personally but he’s enjoyed every minute of it. “I was co-owner and general manager of Gasoline Alley Harley-Davidson for 12 years.”

There are all kinds of examples of everything from bathroom vanity lighting, wall sconces and chandeliers to directional lighting that will enhance the mood and atmosphere of any home or office, he said.

Knowing so many people from the community via that working experience, combined with the folks his business partners have connected with as well, meant that

Central Alberta Lighting was pretty much on a firm footing from the word go.

“We’ve had great support in Red Deer and we are really looking forward with everybody that we’ve had the opportunity to work with both in residential and commercial,” he said, adding that he describes lighting as ‘the jewellery of the home’.

He also pointed out that his staff brings extensive industry experience to the business as well.

“Without your staff you are nothing - there is no doubt about that. You hire great people and those people help to make you successful,” he said, adding that one of his employees has an impressive 20 years in the industry.

“I’ve got great staff behind me, and half of them are home interior decorators as well. So honestly, I shadow those people everyday, I listen to them. And when they tell me the lighting is indeed the jewellery of the home, I listen to that,” he said.

Besides all of the rooms in a house that require various types of lighting, there is also a need for outdoor lighting options as well - from backyards to decks to patios. “Every time I turn around I really learn something new,” he added of the growth of the industry over the years, too. “There is so much in the lighting world. I’ve been in business for a long time with various companies, and I’ve never been in a company that changes as fast as the lighting industry does.”

Whitlaw said that whatever the need, Central Alberta Lighting offers both the variety and the quality of service that fits with a range of customers’ requirements.

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SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

Community involvement important to Wrenchmasters

BY ZACHARY CORMIER RED DEER EXPRESS Wrenchmasters Autopro has been a fixture in the Red Deer community for more than 20 years and they’re still going strong.

The independent auto shop and tire store opened its doors for the first time in Red Deer in 1994 and has since become an integral part of the community.

“We don’t focus on the dollars here, we focus on the people,” said Jeff Roberts, who owns the shop.

Roberts, who has lived in Red Deer since he was three years old, has been working as a licensed mechanic for the past 26 years.

“Red Deer’s a great com-

munity. It’s a great place to raise a family. It’s a great place to do business,” he said.

Wrenchmasters is an independent car service provider, meaning that they are not affiliated with any of the big car manufacturers. Instead, Wrenchmasters flies the NAPA Autopro flag, which, according to Roberts, is a pretty big deal.

“They don’t just let anybody fly that sign,” he said, adding that NAPA Autopro is the largest chain of independent stores in Canada.

According to Roberts, Wrenchmasters is set apart by their experienced staff and their expertise and knowledge.

“We have some very, very highly skilled and competent people working here,”

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“In fact in regards to the bad boys in the back, our shop foreman Ken, there’s absolutely nothing he has not been able to fix all these years.”

Roberts first started working with vehicles when he was 13 years old, when he worked at a gas station.

“I always had a bit of a mechanical aptitude,” he said, adding that because his grandparents were farmers, he got into mechanics at an early age.

Beyond their longstanding relationship with many of their customers, Wrenchmasters has become involved in the community in a charitable sense.

Roberts currently sits on both the local and provincial apprenticeship committees and his company has been involved with Red Deer’s annual Outdoor Winter Classic hockey tournament since its inception.

The tournament was started by one of Roberts’ friends and, at the time, both of them had kids playing hockey at the Midget level.

FRIENDLY FACES - Jeff Roberts, centre, owner and operator of Wrenchmasters Autopro in Red Deer poses with members of his team.

Zachary Cormier/Red Deer Express “At the Midget level, when you have kids playing at a level less than the elites, the kids playing the ‘B’ hockey they kind of get forgotten,” said Roberts.

So the idea was to start a special tournament that is strictly for non-elite level players to give them a memorable send-off from

minor hockey.

“I’ve got a soft spot for the kids in our community so I prefer to support events that involve our youth for the simple reason that the busier that we can keep our youth doing productive things, the less time they have to be getting into things

they maybe shouldn’t be getting into,” he said.

Wrenchmasters is also one of about 30 Autopro stores in southern Alberta who chipped in to purchase a barbecue trailer, which they use to support community events.

“We like to be involved.” zcormier@reddeerexpress.com

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RED DEER EXPRESS 7

Your step-by-step acquisition strategy: how to buy the right company Acquiring a company can be a smart way to expand your business - especially in markets where it’s hard to gain a foothold. But acquisitions can turn sour for a variety of reasons, including poor target selection, weak integration and inappropriate financing.

A critical element often ignored by entrepreneurs is making sure that buying a business is the right growth strategy for your company.

“Analyze what new value you could add to your company,” says Enes Kula, director, Growth & Transition Capital, BDC Capital. “Then, ask if you have the internal capability to create that value. If you don’t, then an acquisition could expedite the process.”

Choose the right target The next step is choosing the right acquisition target. List strategic criteria the target company must meet and stick to them. Businesses often get caught up in the excitement of shopping for acquisitions and make the mistake of buying companies that aren’t a good strategic fit.

Once you’ve narrowed your choices, it’s vital to do due diligence on your potential acquisition, investigating everything from its gross margin to working capital and inventory turnover.

“One danger when buying a business is paying too much, especially when

“ANALYZE WHAT NEW VALUE YOU COULD ADD TO YOUR COMPANY. THEN, ASK IF YOU HAVE THE INTERNAL CAPABILITY TO CREATE THAT VALUE. IF YOU DON’T, THEN AN ACQUISITION COULD EXPEDITE THE PROCESS.” ENES KULA shopping in a hot market,” Kula says.

“Overpaying reduces your financial returns and increases your risk.”

Swish Maintenance CEO Shane Mahoney’s patient approach to buying a company has been a proven winner for the cleaning products manufacturer, distributor and retailer. Mahoney has embarked on an ambitious growth strategy at Swish that includes acquisitions.

Swish had previously paid for acquisitions with traditional bank loans, advances from the owners and cash flow.

However, when it came time to finance its purchase of S.K. Sanitary Specialities Manufacturing, Mahoney turned to BDC and mezzanine financing. It’s a debt prod-

uct with flexible repayment terms tailored to suit particular situations, including acquisitions.

The acquisition gave Swish a solid anchor in western Canada and, with sales up significantly, the company was well positioned for more growth.

Dedicated project manager When Swish next acquired White River Paper in Vermont in 2014, Mahoney appointed a full-time project manager to oversee the integration for the first year.

The result is, “A much higher level of employee engagement on both sides.”

Mahoney also decided to keep the White River brand, widely recognized in New England, and to rename Swish’s entire U.S. division Swish White River.

As well, White River’s employee benefits were superior to those at Swish while costing the same amount, so Mahoney adopted those benefits for Swish’s existing employees. The moves built trust

and morale on both sides, and reassured White River staff that the acquisition wasn’t a cold-hearted corporate takeover.

“It’s emotional for all staff,” Mahoney says. “There’s always a sense of insecurity. If you are inclusive and give employees the feeling they have a say in the future business, you get much higher commitment.”

Four tips for a smooth acquisition 1. Consider various financing options - it’s important to consider a financing structure that maximizes your repayment flexibility and reduces personal risk. Useful options include vendor and mezzanine financing.

2. Get an outside evaluation - entrepreneurs may overestimate the value of their company, complicating an acquisition.

Seek professional third-party advice on their valuation.

3. Appoint and reward a project manager - a project manager can oversee the acquisition. Compensation should be, in part, based on the performance of the acquired company.

4. Adopt best practices - look for best practices at the acquired company that you can adopt throughout your entire business.

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8 RED DEER EXPRESS

SMALL BUSINESS WEEK

Business of the Year Finalists

WEDNESDAY, OCTOBER 21, 2015

1 - 10 employees

Delivering the best product with a stress-free experience It’s no surprise that Platinum Homes and Developments was named the 2014-2015 Small Volume Builder of the Year by the Canadian Home Builder’s Association – Central Alberta, the most recent in a long line of awards.

After all, from the time the company started in 2008, Partners Terry Loewen and Sam Wong knew they wanted to build their business on a commitment to quality.

“Giving our clients the best experience possible throughout the building project is our number one driver,” says Loewen. “To make that happen, we work with the best people in Central Alberta.

“There are as many as 52 different companies collaborating on a single home build.

We surround ourselves with great people and great companies, and we have great clients.

“All this works together for success.”

Platinum Homes takes that focus and

commitment and translates it into community building, too. They’ve been involved over the years in a number of charities and initiatives, such as the SPCA, The Celebrity Dance Off for the Red Deer Hospice Society, school benevolent funds, Big Brothers & Big Sisters, the CNIB and the MS Society.

One of their proudest accomplishments, says Loewen, was spearheading the project to rebuild Camp Alexo, the Boys & Girls Club of Red Deer summer camp. “We took a group of people out there for three days and got it done,” he explains.

“Donating about $700,000 worth of labour.

It would have taken ages for the Boys Club to raise that kind of money.

“We’re proud to say that because of our involvement, a 15 year plan was completed within two years.

“Platinum Homes is proud to be a home builder, and a community builder in Central Alberta.”

Safetracks GPS aims to give people back their lives Right from their start in 2009. Safetracks GPS Canada knew their goal was to revolutionize the Electronic Monitoring (EM) industry in Canada.

The Alberta Government created a pilot program to utilize their ankle bracelet technology for monitoring offenders of serious domestic violence in Red Deer, as well as focusing on high risk offenders in Edmonton and Calgary. Soon after, an idea to use the technology to support victims of domestic violence was born.

“The victim of domestic violence is often afraid to leave their secure environment, because they might be vulnerable to their offender if they venture out,” explains Owner and Founder Vince Morelli. “Wearing the device we developed means they can regain their independence. They have instant access to emergency services through the press of a button, who can immediately identify the victim’s location and can quickly dispatch responders. It gives people their lives back.”

A community taskforce comprised of local judges, RCMP, and agencies such as Central

Alberta Women’s Emergency Shelter (CAWES) was formed to assess the best way to implement the initiative in Red Deer. The taskforce played a key role in the success of that program and product, says Morelli. “Launching that program was huge! We could not believe how the community came together and worked collectively toward a common goal. They really cared.”

From there Safetracks developed an entire product suite of GPS devices to give peace of mind to family members and caregivers by monitoring individuals with Alzheimer’s and dementia, autism, as well as seniors. These devices can also be used by mobile nurses, real estate agents and more. The products have gained national attention, and the company recently placed a representative in Toronto to expand their presence in central and eastern Canada.

“These are proactive safety solutions,” says Partner Bob Aloisio. “And we’re not done! We’re still innovating, constantly thinking of new ways to improve the safety and security of our communities.”

There is no shortage of big ideas at Tiny Toes Castle With all of the innovative programs, such as Nature School, a Positive Parenting Program Research, Learning Stories, Alberta curriculum-based Pre-K and Kindergarten prep, all in a castle-themed space, it’s hard to believe Tiny Toes Castle Daycare has only been around for five years. And they’re not done yet; exploring, improving, expanding and adding new program ideas is an ongoing and continual part of their business.

“We’re always thinking of more ways to provide our children with a great experience,” says Owner and Director Alvina Zaidi. “We realize that parents are the child’s and most important educators. We want to find ways to support parents, augment their efforts, and partner with the community. It really does take a village to raise a child!”

Sisters Annie and Alvina Zaidi, along with their mother Faiza, own and operate the business with a great deal of passion and enthusiasm, striving to incorporate lofty values such as

optimism, equality, appreciation for diversity, dignity, self-worth and character-building into their daycare atmosphere, so that an optimal learning environment supports children to develop to their full potential.

“We believe in, and practice, learning through play,” says Annie. “We use creative spaces, art, nature, and child-directed interactive play and learning experiences to support children in their social, cognitive, emotional and physical needs.”

The Zaidi’s chose Red Deer for their business because it is a growing city with a shortage of child care spaces.

They say the close-knit community offers families and caregivers a strong support network, so necessary when raising children in today’s busy world.

They are proud to be part of the community, and that they can contribute to the community by creating jobs and child care spaces and through offering Red Deer’s children exposure to unique learning experiences.

WEDNESDAY, OCTOBER 21, 2015

SMALL BUSINESS WEEK

Business of the Year Finalists

RED DEER EXPRESS 9

11 - 20 employees

Local insurance brokers are committed to serving Red Deer Leon Oosterhoff is very proud to say that All Service Insurance Brokers is one of the few locally and independently, owned and operated insurance brokerages. “Most people aren’t aware that a lot of brokerages here are owned by large conglomerates, insurance companies or are branches of larger out-of-town brokerages,” explains Oosterhoff. “We are truly local.”

Focused primarily on commercial insurance, Leon and his wife Connie started the business Nov. 1st, 2000, just 10 months before 9/11, an event that had a major impact on the industry. Weathering that storm and two recessions since, all the while continuing to grow their business, makes celebrating 15 years in business a significant milestone.

Both born and raised in Red Deer, it is no surprise that the Oosterhoffs have built a business that is heavily involved and invested in the community. “We love Red Deer,” says Leon. “The people of

Red Deer are down to earth, work hard and give back lots, and we are proud to be part of that kind of community.” All Service follows that model by supporting local charities. They have started hosting an annual community BBQ with proceeds to local charities. They also use creative means to raise money for charity: staff pay $2 to wear jeans on Casual Friday, which goes to support a World Vision child. Their Referral Rewards Program supports three different local charities every year.

The Oosterhoffs have worked diligently to create a family atmosphere, and family-friendly culture within the staff team. Flex days, gain sharing, and special awards, that last year saw the entire team awarded trips for two to Vegas for meeting targets, are all part of the perks offered to the All Service Team.

“Our staff are amazing,” says Oosterhoff.

“They take special care to give clients a good experience from start to finish.”

In business since 1997, company offers more than mortgages Even though DLC Regional Mortgage Group has been in business since 1997, growing to a partner team of five with 13 agents in Red Deer and 19 across the province, it still manages to stand out from the crowd as unique.

Partners Scott Bourke and Pamela Pikkert, say there are a couple of reasons for that.

“First of all, many mortgage brokerages operate as home-based businesses. DLC Regional Mortgage has invested in Red Deer, with a local office established in the downtown core,” says Pikkert.

“We have agents onsite and available every day.”

Pikkert says clients appreciate both the professional approach and the personal touch their team offers.

Additionally, the company provides many other services people may not expect to find in a mortgage brokerage. Scott Bourke explains, “In 2014, we purchased a Canadian First Financial Branch, which means we now offer much more than mortgages.

“We have every day banking solutions, in-

cluding lines of credit, GICs, RRSPs and RRSP loans. Clients find it refreshing and helpful to have these extra options available to them.”

Along with a great product line comes a great team.

Three of the company’s brokers are listed in the top 20 in Canada, and three have also been acknowledged as Women of Influence through the Canadian Mortgage Association.

“We are a very tight group,” says Pikkert.

“We babysit each other’s kids, help each other out in work and in life, and volunteer together. It makes working fun and helps us all succeed.” DLC Regional Mortgage Group has been involved in Golf/Build a Kid to Cure, the Kids Cancer Foundation, Central Alberta Women’s Emergency Shelter, Bikes for Kids, and the breakfast programs in seven schools.

Their good work is getting noticed, too, with a Canadian Mortgage Association Award for community service, and a nomination for broker of the year.

“We love the community, and appreciate the community’s trust in us,” says Bourke.

Diversification, trust and a strong team spell success for KeyAg Ventures In 1981, KeyAg Ventures set up shop in the Riverside Industrial Area, selling fertilizer to farmers. Then they moved into air seeders. Thirty-four years and a couple of moves later, they have morphed into a Kubota equipment dealer, serving the agriculture and oil and gas industries, as well as acreage and residential forest and garden products.

Owner Harv Schimke attributes the company’s longevity to, first and foremost, the ability to adapt.

“We knew we needed to set ourselves apart with innovation and inventiveness,” he explains. “We have patented three or four things through the years and not only survived, but grown, through a willingness to diversify. We are not afraid of change.”

Trust has also placed a key role in the company’s success. “We have worked hard to forge a relationship, a partnership, really, of trust with the public,” Schimke says. “We have invested in the

community. The result is that we are valued as a respected and important part of the community.”

Schimke also attributes the company’s sustainability and growth to the cultivation of great workplace culture. “Our staff make a commitment to excellence, and a commitment to professionalism,” he says. “I want people to look forward to coming to work. We treat our team well, and pay for ongoing training. We challenge them to be their best, and the results speak for themselves.” Owners and staff contribute as a team to the community as well, participating together in community events and donating to important causes.

KeyAg recently moved to Burnt Lake Business Park, expanding from a 10,000 sq. ft. space to a 22,000 sq. ft. space.

Schimke believes that KeyAg Ventures will continue to be a vital part of the Central Alberta business community for a long time to come.

10 RED DEER EXPRESS

SMALL BUSINESS WEEK

Business of the Year Finalists

WEDNESDAY, OCTOBER 21, 2015

21 plus employees

Excellence and innovation are hallmarks of Abbey Master Builder Abbey Master Builder has a motto - “We care and it shows”, a statement they keep front of mind in all that they do. Throughout its 34 years in business in Central Alberta communities such as Red Deer, Sylvan Lake, Penhold, Lacombe and Blackfalds, and recently expanding into acreages, Abbey has maintained the ideal combination of quality, value and service.

Owner Art Anastasi started his career as an electrical contractor, but found his real satisfaction was in the whole process of home building.

“I am always interested in stretching, learning, growing, and reaching higher,” says Anastasi.

“Abbey was one of the first to build an R2000 home, to use engineered floor systems, add return air to every bedroom, rough-in underfloor heating, just to name a few things. Abbey always aspires to be a leader and front runner in incorporating new technology and systems, to improve efficiency, product and customer service.”

Trail blazing while maintaining high standards of quality and service is no easy task.

Abbey succeeds at this because of its ‘extra mile’ philosophy. “Abbey is one of the few builders to have interior designers on staff to assist clients, at no extra cost, with their design and decor selections,” explains Anastasi.

“Our designers are with the clients from step one, throughout the build and long afterward, ensuring complete satisfaction.”

This commitment to the client and position on the leading edge has translated into many awards over 34 years. Abbey has won the 2014 Canadian Home Builder’s Association Alberta Award for Excellence in Housing, and silver award in the Best of Red Deer’s 2014-2015 Home Builder category, not to mention being awarded the Alberta New Home Warranty Customer Service Award every year since 1990.

Anastasi attributes the company’s longevity to its commitment to excellence and innovation. “In today’s economy, Abbey clients can have full confidence that their home will be completed to their total satisfaction. We’ll be here, continuing to lead the industry and take care of our clients, for a long time to come.”

Blue Grass Nursery, Sod & Garden Centre grows with care Whether it’s sod, trees, plants or people, the folks at Blue Grass Nursery, Sod & Garden Centre nurture growth with great care and attention.

In 1969, Bill and Gail McEwen purchased 155 acres of native pastureland and planted their first crop of sod.

Today, still farming that same plot of land, sons Bruce and Bill have expanded the business to include 1,800 acres of sod, production of 80,000 trees, 800 acres of cereal grains, aggregate products, a three acre greenhouse, a mechanical shop, landscaping, snow removal, and firewood. Their business, their focus and their main concern is all about fostering good growth.

Being in the business of growth, and experiencing great business growth, the McEwens also concern themselves with growing good people. “We asked ourselves - how do we manage a large team but foster great customer service, a strong work ethic, and develop a solid team?” explains Bill. “We decided that the way to do all that was to grow

good people within the organization.”

They take on young people, mentor them, and teach them not only the skills to do their job, but teach them the business itself, and inspire leadership. They invest in education and training, encourage staff to embrace innovation, and offer their team members ample opportunity for personal growth.

“Staff are given individual growth plans and held accountable for their role within the company,” says McEwen. “And we are right there, working shoulder-to-shoulder alongside them. This shows young people how to be true leaders.”

This commitment to nurturing growth in their people has paid dividends in terms of staff retention, with some employees remaining with the company for many years.

“Sometimes these teenagers go on to become local doctors, teachers, or even farmers,” McEwen says. “Sometimes they stay with us. Regardless, we are proud of our people and proud to contribute to the local skill base and the local economy.”

A provider of steam and heating products invests in community Over its 25 years in business, Prime Boiler Services has invested. As a leading provider of steam and heating products and services to the commercial, industrial and oilfield sectors in Western Canada, Prime Boiler has invested in a commitment to excellence.

The company is family owned and operated

by Calvin and Jane Madsen, offering steam and heating solutions, sales and service to pulp and paper mills, petrochemical companies, drilling rigs, churches, schools, and municipal facilities. They also have potentially the largest rental fleet in Canada.

“Many people are relying on us for their heat,” explains Client Relations Manager Shawn Brennan.

“There are literally thousands of dollars at stake. We invest in long-term relationships with our clients. They know that they can count on us to come in on time, on budget, and get the job done right.”

The Madsens have invested themselves in their staff team, with a ‘together we can’ approach. “We work as a collective,” says

Brennan. “The leadership not only seeks input from the team, they take it seriously, taking quick actions on employee input.”

Ongoing training is an important part of the investment in talent development. The company is developing a partnership with Red Deer College on the power engineering program.

They have created a training facility within their 35,000 sq. ft. facility, where students can come and engage in hands-on learning in bonefide business situations. “We’re investing in the skill and knowledge base in our region,” Brennan says. “It’s good for us and for the region as a whole.”

Prime Boiler Services is a key contributor to the local economy, but also acts as a player in economic development, regularly showcasing their business, the community and the region to business connections and visitors.

Business is strong and the future continues to look promising, Brennan reports. “Our values are evident in everything we do. Our values are demonstrated in our growth.”

WEDNESDAY, OCTOBER 21, 2015

SMALL BUSINESS WEEK

RED DEER EXPRESS 11

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SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

Ben’s Glass & Marble has always put customers first Red Deer company continues to keep on top of changing industry trends

BY MARK WEBER RED DEER EXPRESS The staff at Ben’s Glass & Marble aim to provide the finest in attentive and thorough customer service. And that’s part of the reason for the business’s growth and success over the years as well, said owner/manager Ben Hermary. The business is located at 6829 - 52nd Ave. Hermary first began working in a glass shop here in Red Deer in the years prior to launching his own business. He also was able to wrap up his apprenticeship almost immediately as well at the time.

“Through that apprenticeship - I look back on it and think what an awesome opportunity it was to become quite versatile in the industry at that time - it was extremely busy and there was so much to learn and to do,” he explained.

The training laid a solid foundation for success, and the experience he has garnered since has provided him with the skills and know-how to offer personalized service for custom glass and marble projects. He launched Ben’s Glass & Marble in 1994. “Custom built to suit framed and frameless shower door systems and enclosures along with decorative or framed mirrors is our specialty,” notes the web site. “Everything from basic to the exquisite elite can be achieved as we take the necessary time to ensure customer satisfaction.

“With 37 years of experience you will be assured that all of your glass require-

ments will be fulfilled by a qualified and certified journeyman.”

Owning his own business has always been a goal. “It’s something that has always been important to me,” he said. They were originally located further north in the City, and moved to their current more spacious location in 2001.

As to the success of the business over the years, Hermary points to the quality of the work and the respect he and his staff have for the customers.

“Without that respect, you just go nowhere,” he said, adding that those connections with customers are also what fuel the positive word-of-mouth across the community.

“We make sure we are one-on-one with our customers and we ensure they get exactly what it is that they are expecting.”

He reflected on how the industry has continued to change over the years, and that includes the customer base.

“People have become more knowledgeable about what is available out there,” he said, adding that they are also looking for a specialty, customized product. “It gives us the opportunity to educate them and bring them up to a perfect understanding of what is available at our end of the industry,” he said. “They have a sense of their needs being met - we are going to look after them.”

As mentioned, the industry is continually changing as trends come and go and tastes and styles shift. “We embrace that change by keeping up on the glass ‘news’.

There are new concepts, new styles and

SERVICE WITH A SMILE - Ben Hermary of Ben’s Glass & Marble aims to provide the Kalisha Mendonsa/Red Deer Express finest in attentive and thorough customer service. new products.

“I like that there is something different with each and every application.”

Ultimately, it’s been and continues to be an ideal industry to be involved with.

Highlights include working with people and seeing the satisfaction they show after a job well done, he said.

“We are a family owned and operated business and we pride ourselves in mark-

ing our work with excellence. We expect nothing less of ourselves and we express it through the work that we do for our customers.

“I also think what is unique about us is that loyalty to our customer base be they contractors, home builders or individuals.

We are loyal to them right from the start through to the end of the project.” editor@reddeerexpress.com

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WEDNESDAY, OCTOBER 21, 2015

SMALL BUSINESS WEEK

RED DEER EXPRESS 13

Organizing needs met at Canadian Closet

BY ERIN FAWCETT RED DEER EXPRESS A small business which has been open in the Red Deer area for 18 years continues to see success in the local marketplace.

Terry and Lisa Hollman opened Canadian Closet in Red Deer in 1997.

Canadian Closet offers a wide range of organizational tools for both the home and office.

“We specialize in closet organization for new home construction as well as renovations.

“We have subsequently branched out to offer organizational products for every room in the home,” said Terry.

“The old adage of a place for everything and everything in its place – you know where your socks are or your tools are in the garage because you’ve organized them with the proper organizational products.

“It doesn’t matter if it’s your kitchen utensils or your screwdrivers in the garage – you need to have the proper product to store

them efficiently,” said Terry.

“Our most popular product that people come in to see us for is probably closet shelving.

“There are a lot of inefficiencies with the way that the majority of people’s closets are.”

There are a wide variety of products to organize a homeowner’s closet, kitchen pantry, laundry room and garage on hand for customers to choose from.

“With fall here, people are starting to consider storing all of their garden tools and organizing them to keep them off the garage floor so they can park their car in their garage,” said Terry.

“People are not only now starting to store their bikes and golf clubs, but they are starting to have their skis, snowboards and hockey gear organized so they are easy to grab when they need it.”

Canadian Closet also offers Murphy beds that they build in their own off-site cabinet shop.

A Murphy bed is a custom wall bed that is

housed vertically against the wall and can be pulled down for use.

“Everyone just assumes we do the wire shelving but we actually have our own cabinet shop where we are able to build top of the line products,” said Terry.

“We also do really nice high-end custom wood closets.

“The problem with having a spare bedroom is that it can only really be used as a bedroom.

“Whereas if you have a Murphy bed in, it allows you to use the room for more multipurposes - you can have an office, an exercise room - and when company comes you pull down the bed.”

Canadian Closet also works with the majority of homebuilders in Central Alberta.

“That is how we started out, by providing that service to homebuilders,” said Terry.

Canadian Closet also offers free in-store consultations where customers can come in and sit with staff to see what products

and systems best meet their needs.

“We can help customers plan their space out and see what their options are.”

In addition, Canadian Closet is also the Central Alberta distributor for Phantom Door Screens.

“The Phantom Door Screen company is the original company that started the retractable screen,” said Terry.

“Those are very popular and they are great for keeping the mosquitoes out and the house stays cool with the breeze.”

Meanwhile, Terry said there are many benefits to being a small business in the Red Deer community, but it also comes with its challenges.

“It can be challenging because a lot of people are tempted to go to the big box stores to solve their problems.

“By shopping locally and supporting locally-owned businesses, you are keeping that money in the Central Alberta community,” he said. efawcett@reddeerexpress.com

NO CLUTTER - Terry Hollman, owner of Canadian Closet, takes a moment to show one of the store’s closet vignettes.

Zachary Cormier/Red Deer Express

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14 RED DEER EXPRESS

SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

Changes on the horizon for Carnival Cinemas Current renovations are expected to wrap up this November

BY KALISHA MENDONSA RED DEER EXPRESS Carnival Cinemas has been an accessible, affordable cinema in the City since the doors opened in 1996. Now, owner Bill Ramji is looking to celebrate the future while appreciating the cinema’s past.

“I have been in Red Deer for 34 years and all the 34 years I’ve been here, I’ve been with a small business.

Carnival, of all the things I’ve done, has been the most satisfying,” he said.

“This is simply because when we first started it, we accessed a niche in the marketplace. That niche is families, seniors, people with physical disabilities - people who may not generally be the movie goers.

They can afford and enjoy our facility here and that’s been very gratifying. It’s a fun kind of business.”

With the City’s redevelopment of the Riverlands area and Cronquist Business Park, changes have been on the horizon for Ramji for a number of years. Currently, the the-

atre is undergoing renovations to the interior and exterior, with work expected to be complete sometime in November.

Ramji said he has been working closely with the City of Red Deer to ensure a timely construction process and he is looking forward to the finished product.

“With the Riverlands Area Redevelopment Plan, we can see that there are some nice developments coming into this area. For the last 10 years we’ve been told that this area will require some changes, so we’ve been aware of it.

In the last two or three years it became more finalized,” Ramji explained.

“Essentially we did a land swap with the City so that they can bring the Alexander Way road straight into Cronquist Business Park, complete with two new sets of lights. In order to see the development through, they have to create another street through our current parking lot so that people can access our new parking lot.”

EXCITED FOR CHANGE - Bill Ramji has been the owner of Carnival Cinemas since its opening in 1996. The facility is undergoing a major renovation that will modernize the exterior, re-arrange the parking lot and entrances as well as bring in a new eatery.

Kalisha Mendonsa/Red Deer Express Carnival Cinemas continues to remain open during the renovation process. Upon completion, there will be a new main north side entrance with a secondary entrance to

the south. There will be a new parking lot with new street access, and a total of six theatre auditoriums.

Carnival is known for its affordability and variety of show times. Additionally, Ramji said that one of the facility’s strengths is the amount of control the owners have over content that is shown here.

“When you’re a family with two or three or four kids - we find that it is more economical to come here than the larger cinema. That’s not to say those families don’t go to the larger theatres, but it gets expensive,” Ramji said.

“We also have the advantage of playing art films that don’t run in the firstrun theatres - we get to have special showings for those. Many times we get distributors who ask us to do special screenings

of movies before they go to the larger cineplex. For example, a recent movie was Ricky and the Flash.

The Interview was screened here, as well.”

As a move-over theatre house, films are often brought into Carnival after they have been shown at the Galaxy Cineplex. Ramji explained although there can be a waiting period to bring these movies to Carnival, this arrangement is able to keep the price point affordable and consistent.

“There are times when people don’t want to spend that little extra to watch a certain movie so when it comes to Carnival, it becomes much more affordable. Sometimes there are distributors that require a two week waiting period, so we follow that rule, however by and large, we can get a lot of product

immediately,” he said.

Multiple matinee shows are something that Ramji is proud to offer at Carnival. He said for people who are not able to see evening shows, these matinees give them the opportunity to still participate in the movie going experience. He hopes more people will utilize this service.

For other services, the theatre auditoriums are available for rental use.

“We also do a lot of auditorium rentals for meetings, gatherings, private DVD screenings and seminars. Plus, we do a lot of on-screen advertising,” Ramji said.

As the facility renovations are complete, guests will be able to enjoy a new Subway restaurant, debit access and a fresh new feel to the cinema. kmendonsa@reddeerexpress.com

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WEDNESDAY, OCTOBER 21, 2015

SMALL BUSINESS WEEK

RED DEER EXPRESS 15

How to improve your cash flow management Cash flow management can be one of the most complex challenges facing a business owner.

That’s because it takes place on several levels at once - everything from accounts receivables and payables to inventory and expense control, to even bigger questions about your business model.

“Good cash flow management starts with making financial projections and then closely monitoring your actual financial results,” says Sophie Gauthier, director, business restructuring unit at the Business Development Bank of Canada (BDC).

“To prepare financial projections, you should first think about your plans for the coming year - especially big-ticket expenditures such as buying equipment or acquiring a business,”

she adds.

“Based on these plans, you should then come up with a projected income statement, balance sheet and monthly cash flow forecasts.”

Consider different scenarios (optimistic, most likely and pessimistic) so you can plan for the impact of each.

Understand the nature of the financing you seek Your projections should also indicate your financing requirements for the coming year.

With those in hand, you can approach your bankers to arrange credit lines or term loans.

It’s important to avoid the common mistake of trying to pay for longer-term assets with your everyday cash.

This can lead to a cash shortage if revenues dip or your business keeps growing.

You’re better off taking a term loan.

“As the year progresses, compare your projections to actual results on a monthly basis in order

to understand the cause of variances and react properly,” Gauthier says.

“For example, if sales are lower than expected, you could cut expenses, delay discretionary outlays or ask your suppliers for some breathing room.”

Investigating the cause of variances will help you zero in on where things are going off the rails and how to get back on track.

Profit margins often the culprit Poor profit margins can quickly lead to cash flow problems.

Entrepreneurs often fail to account for all overhead costs or simply charge too little for their products or services to produce an acceptable level of profit.

That’s just what happened at Bonté Foods, one of Atlantic Canada’s largest deli-meat manufacturers.

The company had to put in a huge effort to overhaul its cash flow management and restructure operations after running into trouble in 2007.

“We learned to watch our cash very carefully,” says

Michael Whittaker, president of both Bonté Foods and Trucorp.

“We manage our receivables, payables and inventory much more tightly.”

Eyes on the prize The company carefully studied why its cash flow problems had started in the first place. That review led to a restructuring of its operations. The company improved its profit margins by unloading lower-margin divisions. “We narrowed our vision to a laser-like focus on meats, our core competency,” Whittaker says.

Realizing its pricing didn’t refl ect its higher costs after an expansion and acquisition, Bonté also approached customers to ask for substantially higher prices. Most accepted.

The firm also hired an outside consultant to study its operations and help it get leaner.

This improved both production efficiency and management of accounts receivable and payable.

It also led to adoption of

just-in-time management.

inventory

The future is bright “The changes spurred a 36% jump in sales and saw the company’s gross profit margin go up by 6 per cent,” Whittaker says.

“This left Bonté ready to handle unexpected difficulties.

“Now we’re a healthy company with a bright future.”

Five steps to better cash flow management Collect receivables as quickly as possible, even if you have to offer customers a small discount.

Keep a close eye on your cash flow through the month and compare

month-end and quarterly totals to projections.

Use term loans, not working capital or your line of credit, to pay for capital assets such as equipment, machinery or real estate projects.

Seek to extend payment terms, but remember it takes two to tango. Work on improving your supplier relationships.

Arrange financing ahead of time — not when cash gets tight.

To find out more about cash flow management and read real-life entrepreneur stories, download your free copy of BDC’s eBook Master your cash flow: A guide for entrepreneurs available at bdc.ca.

-supplied by the Business Development Bank of Canada

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16 RED DEER EXPRESS

SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

SPONSORS Diamond Platinum BDC is the Business Development Bank of Canada. From over 100 offices across the country, BDC promotes entrepreneurship by providing highly tailored financing, venture capital and consulting services to entrepreneurs.

A financial institution owned by the Government of Canada, BDC has been serving Canadian entrepreneurs for more than 66 years. Our team helps more than 29,000 businesses reach their full potential.

As a complementary lender, we offer loans and investments that supplement services available from commercial financial institutions.

We put special focus on SMEs in sectors such as manufacturing, exporting, innovation and knowledgebased industries. We pay particular attention to startups, innovators, fast growth companies, manufacturers and exporters. We also focus on entrepreneurs who are working to commercialize the fruits of R&D to create innovative products and globally successful companies.

We put entrepreneurs’ success at the heart of all we do.

Platinum “Knock Down Barriers”.

The Cambridge dictionary defines this (in part) as: to improve understanding and communication between people. The Red Deer and District Chamber of Commerce perennially does an amazing job of facilitating this improvement through the wide and varied business focused events and activities offered including this year’s Business of the Year Awards. 2015 has been a year of challenging business barriers yet the businesses showcased this year have proven they have what it takes to knock down all barriers in way of success. They are now being rightfully recognized as being the best in our

great community in 2015.

ZED 98.9 and 95.5 KG Radio is proud to join all sponsors in congratulating the nominees and winners while at the same time thanking the Red Deer and District Chamber for knocking down any barrier of doubt about business success through raising this well-deserved awareness of excellence in our business community.

The Sunny94 and KRAZE 101.3 team want to congratulate all of the nominees for the 2015 Business of the Year Awards.

The Business of the Year Awards represent the best in our community, reflecting great innovation and community involvement from every nominee. Your accomplishments are important to the continued growth and success of Red Deer. As business owners, Troy Schaab, president and Sonia Sawyer-Schaab, CFO know first-hand what it takes to “knock down barriers” and the dedication it takes to succeed in providing exceptional customer s e r v i c e, innovation and community involvement. We’re proud to sponsor the Red Deer and District Chamber of Commerce Business of the Year Awards and recognize the exceptional businesses for their role in making Red Deer a strong, vibrant and successful community.

Congratulations on your accomplishments and best wishes for your continued success.

KRAZE 101.3 is Red Deer’s Hit Music Channel reaching thousands of listeners each week with a Top 40 music format targeted at Central Albertans 18 – 44 years of age. Sunny 94 is Central Alberta’s Greatest Hits station. Thousands of Sunny 94’s listeners tune into Sunny each day for their favourite classic hits music.

Gold This year, TD is celebrating business and entrepreneurs throughout the entire month of October.

Gold It is our way of recognizing the incredible contributions that businesses make to our communities through business opportunities, employment, and their overall contribution to Canada’s GDP. · Fact, small businesses drive almost half of Canada’s Gross Domestic Product. · We know that local businesses are extremely important to the fabric of our communities. · Throughout the month of October, TD will be sponsoring, hosting and participating in a number of activities and events across the country.

These will be local and national in flavour; they will include a variety of media, local sponsorships and customer appreciation events. · We have a team of business banking specialists spread across our communities including small business banking advisors, commercial account managers and agricultural specialists.

These specialists are dedicated to supporting business owners and to helping them succeed. · Business banking specialists provide advice, tools and products to help businesses achieve and become both sustainable and profitable. · They have expert knowledge in a variety of products and services credit for your business needs such as: banking accounts, business credit cards, operating lines, merchant services, and much more including agricultural specialists in our market. · Leveraging the knowledge of our business specialists, can help you make better decisions to grow your business in a more efficient and effective way. · TD is committed to the continued support of local businesses in Canada. And this October we are proud to be a part of the National and local celebrations. · Without the commitment, dedication, hard work and creativity of local business owners in our communities, opportunities and the overall prosperity of Canada would look very different indeed. · We look forward to meeting you and helping you achieve your dreams.

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SMALL BUSINESS WEEK

RED DEER EXPRESS 17

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18 RED DEER EXPRESS

SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

Aspire Natural Medicine uses the benefits of both natural and traditional treatments

BY KALISHA MENDONSA RED DEER EXPRESS Dr. Shane Johnson at Aspire Natural Medicine takes a different approach to health that utilizes both natural remedies and traditional medicine - a trait that separates his clinic from other naturopathic practices.

“I’VE FOUND THAT THE PEOPLE OF RED DEER HAVE BEEN RESPONSIVE AND ENJOY OUR CLINIC BECAUSE WE’RE NOT ANTI-CONVENTIONAL MEDICINE AT ALL.” DR. SHANE JOHNSON With a mixture of scientific testing, natural remedies and an in-depth understanding of underlying issues, Johnson and his

team are able to address a client’s issues. Johnson said he and his team like to work with other doctors and specialists to determine an appropriate treatment that works with one’s body.

“One of the things that makes us different from other naturopathic clinics is a very thorough history check and understanding of the concern. Then, we use appropriate testing that leads us to very specific natural treatments that lead to a higher success rate because of scientific research,” Johnson explained.

“It really comes back to treating an underlying cause - it’s not just about giving something to cover up a symptom. We do an in-depth analysis so that we can get to the underlying cause of a person’s issues and that makes us different. We have a lot of testing options that aren’t necessarily available in other naturopathic places.”

Johnson’s method is to

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first do an in-take process where he and the patient will go through all previous medical history, which will help to determine which analysis tests are appropriate for the client.

From there, Johnson said he works with a patient’s current medications and applies natural remedies that work with the person’s body and other medical treatments.

“There is always explicit information from us that says, ‘This is what we’re doing, this is what you’re taking and here is the reasoning behind it.’ When a person goes home with an herbal combination, they are very clear as to what the expectation is and what it’s supposed to be helping,” he explained.

“Oftentimes, patients will do their own additional research and find out more about the herbs.

It’s not just about taking things and hoping they work - it’s about having some evidence and clinical

A NATURAL APPROACH - Dr. Shane Johnson of Aspire Natural Medicine seeks to use natural herbal remedies in conjunction with traditional western medicine to provide a comprehensive health plan specific to each patient’s needs.

Kalisha Mendonsa/Red Deer Express reasoning behind it.”

Some of the most common issues addressed at the clinic include skin conditions such as eczema, digestive issues, asthma and allergies and hormonal imbalances. Treatments that are available at the clinic include Intravenous (IV) Therapy, which is an injection of vitamins, minerals and amino acids, as well as botanical and homeopathic medicines.

Additionally, the clinic offers physical medicine such as therapeutic massage when required and even has a program to address Allergy Immunotherapy. Dr. Jennie Johnson is a registed child and teen psychologist who practices at Aspire as well.

“Aspire is a clinic where

we’re trying to blend science and natural medicine together and that’s probably one of the biggest differences with our clinic to others. We do a lot of objective, scientific testing that includes hormone testing, food intolerance testing, allergy testing and more.

That allows us to find a treatment plan that is really more specific to a person’s needs,” Shane said.

“Instead of having someone come in with a concern, and just throwing an herbal combination their way in hopes it works, we do appropriate testing first and allow that to influence what our best approach could be. We try to target things as specifically as we can and use as much evidence-based medicine as possible.”

Consultations are open for all ages and are meant to address a person’s health in an inclusive manner, regarding their current medications and past medical history.

“I’ve found that the people of Red Deer have been responsive and enjoy our clinic because we’re not anti-conventional medicine at all,” Shane said.

“We work with medical doctors in town and we work with specialists - our goal is to really be part of a team of medical professionals that works with our clients. We are one of the pieces of the puzzle to their health team. For us, that’s more of our style - integrating modern and natural medicine.” kmendonsa@reddeerexpress.com

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RED DEER EXPRESS 19

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SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

McBain Camera offers insight, experience and selection Family run business is enjoying success in the Central Alberta market

BY KALISHA MENDONSA RED DEER EXPRESS McBain Camera is a staple shop for any Central Alberta photographer due to its wide selection of products, incomparable knowledge of staff and helpful atmosphere.

The local McBain Camera store is part of a larger family-owned business based in Edmonton. The stores have been under the same ownership since 1949 when it opened. Local manager Collin Orthner said he admires this family model and translates this closeness into the operation of the Red Deer location.

“It is a family-run business, and it has been since it opened. It’s always been the same owner, so we’re always dealing with the same people. I tend to run this location with that family mentality as well.

Everybody here is like a little family - it’s not like we just show up to work and leave. We all know each other very well,” he said.

“Everybody that works

here is passionate about photography, and if you add up our years of experience in the industry, there is over 100 years’ worth of experience, so we know quite a bit. With that combined knowledge, we can help people out pretty easily.”

McBain carries a lot of specialty equipment that isn’t accessible in other photography accessory stores in town. There are customized and high-end photo bags, specialized shooting equipment and even a wide variety of film available.

“What makes us a specialty store is the huge range in our products. We have the fancy camera bags, $7,000 lenses - things that a mom and pop shop won’t have, and even big chain stores,” Orthner said.

“We have access to huge amounts of product that might not even be in the store, but that we can bring in. We have a huge warehouse in Edmonton that we can access, plus we are part of a large buyers group across Canada that

PRIDE IN PRODUCTS - Collin Orthner, manager of the Red Deer McBain Camera store said he and his team are confident in their knowledge, experience and products and this allows them to provide top notch service in the store. Kalisha Mendonsa/Red Deer Express we can get product from as well. We can access just about anything out there, outside of private, specialized online things. If you put that together with our

knowledge base, it starts to come together.”

Orthner said often times they are able to bring in specialty products very easily and will work to bring in specific requests.

“Being a specialty shop, we carry a ton of stuff right from beginner gear to highend pro products. We try to keep a lot of it in stock so people don’t have to look far. They can get it in their hand and play with it before they buy it,” he said.

In addition to a broad range of items for sale, there are also other services available at McBain.

The team can issue passport photos and do large format printing on fine art papers, custom prints and ready to hang canvas wraps. As well McBain offers a film development service, and card corrup-

tion recovery services.

The space is also used for some photography classes, taught by local photographer Dwight Arthur.

“Also, Dwight Arthur is one of our pros in town and he runs a class right here in our building. He renovated the space and teaches photography courses here. He sets it up through his web site, but you come in here to register. When people have questions with him, he can point them to us. Also, we can lend him a bunch of tripods or macro lenses or things like that for his classes. We work together to make sure that people get their hands on those things and get to play with them,” Orthner said.

As well, members of the Central Alberta Photography Club are able

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to access discounts on certain items.

Meanwhile, Orthner said the store also remains competitive with gear pricing.

“We are not here to gouge, we’re here to get people what they need.

Sometimes we beat out others on price, and sometimes they beat us but we can always try to price match items. There are a few limits to that, but we can do it,” he said.

Orthner said it is a wonderful time to be a photographer, with all kinds of new technologies and techniques becoming accessible. He said he has enjoyed seeing the industry grow and change and welcomes both aspiring and professional photographers to the store. kmendonsa@reddeerexpress.com

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SMALL BUSINESS WEEK

RED DEER EXPRESS 21

Learning how to succeed in the United States market Companies need to make sure they make the needed preparations Many Canadian companies are naturally drawn to the U.S. when they decide to export or set up operations abroad.

It’s also a proven launching pad for expansion to higher-growth developing countries.

But for too many entrepreneurs, a U.S. expansion ends in costly failure. That’s because Canadian companies often expand to the U.S. without making the necessary preparations.

“Entrepreneurs tend to underestimate the challenges of expanding to the U.S.,” says Carl Gravel, director of Global Expansion—Consulting at the Business Development Bank of Canada (BDC). “The U.S. actually has many different markets. There are 50 different ways of doing things, depending on the state.”

The first step to a successful U.S. expansion is to thoroughly research your market. Contact industry associations, research competitors and ask the advice of industry insiders.

“U.S customers will ask: ‘Why you?’” Gravel says.

“What are you bringing to the market? What is your unique value proposition?”

It’s also important to remember to seek out reliable local partners such as distributors, sales agents or joint-venture partners to help you gain a foothold in the U.S. You can use the extensive services of government organizations such as BDC, Export Development Canada, the Canadian Trade Commissioner Service and the Canada Border Services Agency.

Canadian business owners should also beware of U.S.

tax laws. They are complex and enforced at the federal, state and even municipal levels, meaning a Canadian entrepreneur aiming to do business in several U.S. states could be in for a tax headache.

One entrepreneur’s successful experience: When Noel Asmar founded her apparel company back in 2002, she had no idea most of her business would come from the U.S. To avoid incurring major start-up costs, Asmar focused her sales strategy online, launching Spauniforms.com in December 2002.

Her first orders came from south of the border and presented immediate challenges and opportunities. “I was really small and stocked goods in my home, dropping items at the post office personally,” she says.

The company has since experienced average annual growth of over 25%, with about 80% of sales coming from the U.S. “Doing business there can be challenging, so you need good advice,” says Asmar, a BDC client.

One important challenge for Asmar was logistics.

As her company grew, it became imperative for Asmar to deliver in the U.S., in an efficient and affordable way.

She outsourced logistics—setting up distribution in the

U.S. through a third-party firm to avoid customs delays and fees. The move allowed her to cut costs, improve customer service and reduce her stress levels.

Currency fluctuations can have a major impact on a Canadian business’s bottom line.

Asmar’s response to a rising Canadian dollar was to begin hedging, and it’s now a central part of her international strategy.

Her most critical piece of advice on how to succeed in the U.S. is to build a strong brand with an equally robust digital presence.

“Be prepared to spend at least 15% to 20% of your capital on building your brand,” she says.

“Regardless of whether you’re in a niche market, you need to set yourself apart in the U.S.” -supplied by the Business Development Bank of Canada

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22 RED DEER EXPRESS

SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

Pet resort puts animals’ care and comfort first

BY ERIN FAWCETT RED DEER EXPRESS Understanding that the four-legged members of a family are just as important as the two-legged members, is what one local pet boarding facility takes to heart.

Piper Creek Pet Resort, which began nearly nine years ago, offers dog and cat boarding as well as pet grooming.

“We are a very small boarding kennel so there is a lot of personal care and attention to all of the animals that we have here,” said Brenda Wyntjes, owner/operator of Piper Creek Pet Resort.

“We can only have eight cats, 12 small dogs and 14 large dogs at a time. This allows us to take care of

animals with high needs - that need medications, that need injections, need special care and attention.

“I just saw a need for this type of facility. I had two dogs of my own and I didn’t see a place that made me happy. I went to school to become a vet tech and I knew I always wanted to do something with animals - I just saw this as a need.”

Clients who wish to book a space for their animal at Piper Creek Pet Resort will have a meet and greet with the staff at the facility. “We like for people to come out and see our facility. We don’t want them to feel stress about leaving their pet here because their pet feels the stress and emotion of their owners.”

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“We try and give them their food at the same time as they would get at home so they feel more comfortable.

“We’ve done everything from making meals for dogs that have custom diets, to feeding raw.”

Wyntjes said for a pet to stay at the facility, they

FURRY FRIENDS - The staff at Piper Creek Pet Resort pose at the facility with some of their beloved pets. have to be up to date on all of their vaccinations.

Piper Creek Pet Resort is specifically designed to house animals so there is a heat recovery ventilation system which ensures

Kalisha Mendonsa/Red Deer Express

clean air throughout the building.

The floor is also heated and there is music playing in the facility for the animals as well.

Dogs have access to

indoor/outdoor runs throughout the daytime and they are exercised at least twice a day as well.

At night the dogs are kept in their individual kennels. efawcett@reddeerexpress.com

WEDNESDAY, OCTOBER 21, 2015

SMALL BUSINESS WEEK

RED DEER EXPRESS 23

A long tradition of service at Wei’s Western Wear

BY MARK WEBER RED DEER EXPRESS Wei’s Western Wear has a long and proud history of serving Central Alberta.

“WE ARE VERY PROUD MEMBERS OF RED DEER GOING WAY BACK.” MARILYN MAH “First of all we are locally owned since the mid1950s,” explained Marilyn Mah, who along with her husband Steve are co-owners of the successful downtown establishment with other family members. “It started off with just shoe repair. My fatherin-law started it as a oneman businesses where he repaired boots. And it just grew from there - we got into the retail sector and started with western wear, boots, clothing and extended it to work wear and now various fashions.

“We now have a 10,000 square foot downtown store - at the original location. We have also expanded to another north location which is almost the same square footage,” she said, adding that additional location opened in the mid-1990s.

Over the years, the store’s commitment to quality customer service has vaulted them to the top of the pack ever since.

“What we are very proud

of is that not only do we carry quality merchandise, but quantity also,” she said, referring to the extensive lines of product that are featured throughout the store.

Their cowboy boot selection alone is staggering, and includes the top most popular brand names around today. There is everything from the more classic, traditional design to others that wield a more modern look.

But back to those early days - it was in 1956 that Wei Mah first opened the business in Red Deer.

“When Red Deer still had gravel roads,” she added with a laugh.

In about 1960, the business settled in its current downtown location (5115 – 50th Ave.) and, as mentioned, branched into extensive lines of western wear.

For the family, the secret of success stems from keeping generations of customers happy with what the store offers.

When customers drop by, they will most likely find what they need because there is simply so much to choose from.

There are loads of cowboy boot styles to peruse, plus blue jeans, cowboy hats, belts, western shirts and the accessories that go with it all.

Wei’s Western Wear has also broadened what they offer over the years as well to keep pace with Central Alberta’s brisk economy.

Work wear including steeltoed boots and coveralls are also carried these days.

Staff also stay on top of the latest fashions in

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PROUD OWNERSHIP - Marilyn Mah, co-ower of Wei’s Western Wear, happily shows off some of her favourite cowboy boots among a wide selection of cowboy attire and accessories.

Kalisha Mendonsa/Red Deer Express western wear by attending industry events both in Canada and the U.S. as well. Events throughout North America offer plenty of ideas about the hottest trends, and staff at Wei’s are eager to bring them to their customer base. “We go to all the major buying events,” she said. And speaking of staff, there are many who have worked at Wei’s for lengthy periods.

“We have staff that have been here 25-plus years,” she said. “We’re not just about the great merchandise - we are also about the people. I think everyone here enjoys the people that come in - the variety of people who come in and the personalities - it’s fun.

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“That’s what I like the best - we know people by their first names and they know us.” The family’s pet dogs, Winston and Bernie, are also on hand to offer customers a friendly hello as well.

Meanwhile, making sure customers leave the store

pleased with the service they’ve received brings even more satisfaction to their busy schedule.

“We are also very community-oriented,” said Marilyn, adding they contribute to and help support events as diverse as local rodeos, the chuckwagon

races at Westerner Park to the annual Agri-Trade exhibition. “We are big sponsors of many functions and charities.

“We are very proud members of Red Deer going way back.” editor@reddeerexpress.com

24 RED DEER EXPRESS

SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

Top notch lawn and yard care with Green Freaks

BY MARK WEBER RED DEER EXPRESS

ment, so itâ&#x20AC;&#x2122;s a higher quality type of equipment.â&#x20AC;?

Whether customers require weekly scheduled or one-time mowing, the couple offers top quality, affordable mowing of residential/acreage, commercial or rental properties.

Jerrod launched Green Freaks Lawn Service in the spring of 2014 after a career with the provincial government that stretched back about 20 years. â&#x20AC;&#x153;I decided I wanted to expand on another business that we already had going,â&#x20AC;? he explained, referring to a commercial cleaning business the couple was operating as well. â&#x20AC;&#x153;Once we were happy with the way that was going, I wanted to add a lawn care service into the mix and basically go from there. I have always enjoyed cutting lawns and maintaining properties. It really took off from there.â&#x20AC;?

Green Freaks Lawn Service offers a number of services including scheduled weekly lawn mowing, acreage mowing, and one-time lawn mowing for vacationers; core aeration which helps reduce soil compaction and allows

After a very hectic summer, staff at Green Freaks Lawn Service are busy these days getting local residentsâ&#x20AC;&#x2122; yards ready for the winter season.

â&#x20AC;&#x153;I ENJOY MEETING NEW PEOPLE, AND I LIKE TO SEE THEIR SATISFACTION AND HOW HAPPY THEY ARE WITH THE WORK THAT I DO.â&#x20AC;?

JERROD NASEWICH From early April until November, thereâ&#x20AC;&#x2122;s plenty to do in keeping a growing list of clients pleased with how their yards look and it boils down to hard work, very reliable and friendly service, said Jerrod Nasewich who co-owns the business along with his wife Julie. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s the consistent service and the high quality service. â&#x20AC;&#x153;We also always use the commercial grade equip-

air, water and fertilizer to enter the soil which leads to a healthier lawn and dethatching/power raking which is recommended for early spring or late fall to allow grass to recover.

Jerrod also offers extensive spring and fall cleanup, power brush/brooms, leaf/debris removal, pruning/branch trimming, landscape bed maintenance, shrub and hedge trimming, over seeding (described as an ideal way to bring drought-injured lawns back to life again), sidewalk and driveway edging, and mulching which also helps refresh landscapes in general to a vibrant, healthy state.

And the services donâ&#x20AC;&#x2122;t stop with the end of the fall season â&#x20AC;&#x201C; Green Freaks also offers residential and commercial snow removal as well. â&#x20AC;&#x153;We offer a affordable snow removal service that wonâ&#x20AC;&#x2122;t leave you spinning your tires trying to leave for work.â&#x20AC;?

For Jerrod, there really couldnâ&#x20AC;&#x2122;t be a more pleasant and fulfilling line of work. â&#x20AC;&#x153;I enjoy meeting new people, and I like to see their satisfaction and how

FEELING GREEN - Jerrod Nasewich, owner of Green Freaks Lawn Service, takes some time from a busy day of caring for clientsâ&#x20AC;&#x2122; lawns in Red Deer.

Zachary Cormier/Red Deer Express happy they are with the work that I do,â&#x20AC;? he explained. â&#x20AC;&#x153;I also love working outside. â&#x20AC;&#x153;People ask me how long Iâ&#x20AC;&#x2122;ve been doing this, and I

always say that Iâ&#x20AC;&#x2122;ve been doing it basically all of my life but as a job for two years now,â&#x20AC;? he added with a laugh.

Over the years, he always enjoyed taking care of his

own properties and all that entailed. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s always been something that Iâ&#x20AC;&#x2122;ve naturally enjoyed and now have pursued it a little further.â&#x20AC;? editor@reddeerexpress.com

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RED DEER EXPRESS 25

Step by step: how to innovate incrementally Entrepreneurs have to innovate to survive and thrive.

However, innovation often doesn’t come easily. Let’s face it. It’s the rare business that strikes it rich with some mind-blowing high-tech invention or cool new wonder-product.

In fact, that’s not the kind of innovation that has the most impact in the small business world, says Michael Selci, senior vice president, Finance and Consulting, at the Business Development Bank of Canada (BDC).

Much more important is something called incremental innovation—small, manageable improvements in your business.

They might not be as sexy as a fancy new product that makes a big splash in the news or revolutionizes an industry, but they’re the bread and butter of most highly innovative businesses, Selci says. And given the limited R&D resources at most small companies, incremental innovation probably offers the best payoff for entrepreneurs over the long-term.

“If you don’t innovate, you risk falling behind,” Selci says. “But radical innovation isn’t the answer for most businesses. Small incremental steps are what they need to work on to help their business grow.”

Rob Read of Bison Fire Protection agrees. His company, which supplies fire protection products and services, is growing at an impressive clip, with sales shooting up 20% each year since 2001. Bison has ranked as one of Canada’s top 500 fastest-growing companies two years in a row.

What is Bison’s secret? Constant improvement, Read says. “I think if you’re not innovating, changing or trying things, you’re dying.

If you think business is done the same way as 10 or even five years ago, you’re wrong,” he says. “It doesn’t have to be the clouds parting and light beaming down.

And we’re talking doable things - little changes on a regular basis.”

Read recently brought in an outside consultant to audit his business processes and look for efficiencies. He had

noticed some of his employees were overworked, so he wanted to find ways to make their lives easier. “If you’re running a marathon every day, you’ll lose a lot of your people,” he says.

The expert recommended some simple streamlining measures, such as processing paperwork more efficiently and improving scheduling and inventory management. It sounds like simple stuff, but these innovations made a huge difference.

“That marathon turned into a walk in the park. People are less stressed.

“We’re getting better production with the same people and lower costs,” Read says. “The staff have repeatedly come to me and said, ‘Thank you.’”

Another recent innovation was to start having weekly meetings to brief sales people and project managers on the status of various jobs. That’s resulted in better productivity and customer service, Read says.

One more innovation: hiring a supervisor for each of Bison’s three divisions.

Thanks to these managers, employees are now getting better support and training. Bison has also started investing more in its people by offering weekly staff training sessions.

And Read’s not done.

Upcoming plans include a customer survey and anoth-

er outside audit in a year or two. “As we grow,” he says, “I’m continually looking at ways to innovate.”

Many entrepreneurs shy away from innovation. “They view it as something complex or revolutionary that only the big guys can take on. Or they’re so busy trying to manage day-to-day operations and customers that they say they don’t have time for it and are fine as is,” Selci says.

However, innovation can be tackled in small steps that are easy to manage. Here are some tips: 1. Constantly review your processes and products to see what you can improve. Seek advice from an industry expert or an external consultant with expertise in functional areas such as human resources, lean management or information and communication technology.

Talk with suppliers and listen to customers to get new ideas.

2. Form partnerships with universities and colleges to cultivate ideas and potential employees.

3. Shorten your idea-to-market cycle. Quickly see whether there is market interest in your idea. Test a new product inexpensively by promoting it on eBay or YouTube.

Gauge market reaction, and innovate based on the feedback.

- supplied by the Business Development Bank of Canada

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Partnerships formed at Success 4 Business Expo

BY KALISHA MENDONSA RED DEER EXPRESS The third annual Success 4 Business Expo was back and bigger than ever this year, much to the pleasure of Event Organizer Brenda Kolasa.

Kolasa created the expo in 2013 after realizing that the community needed a place for entrepreneurs and business owners to have all or most of their questions answered at once. Her solution was an exposition that allowed for interpersonal relationship building and to bring awareness to business resources.

This year, the expo was held on Oct. 8th at the Westerner Grounds Harvest Centre.

“Basically, this expo caters to entrepreneurs, business owners and managers that want to better their business. It’s all about learning, getting new resources and making new connections,” Kolasa said.

“In my other business, I was getting a variety of clients asking a ton of questions like, ‘How do I do this?’ or ‘Where do I go to find this?’ - people who were starting businesses or expanding, and I just couldn’t answer everything. I thought, wouldn’t it be great to have this information all under one roof? And that’s when I started Success 4 Business.”

The Success 4 Business expo happens once a year, but a collection of resources have been compiled online at www.success4business.ca. Kolasa said the value of this web site lies in the volumes of information available and the ability to connect directly with other colleagues, new clients or experts.

“The online Success 4 Business offers a whole bunch of resources for small businesses. The expo is done once a year and it brings everyone together tangibly under one roof. There are a lot of connections being made, a lot of learning opportunities and the resources here are phenomenal. The experts are such a value to people,” Kolasa said.

This year, the expo was bigger than ever before.

“We have increased our attendance by about 75 per cent - it’s huge this year.

The first year we had 80 attendees, last year we had 120, and this year we are registered for over 225. What’ll show up through the door is probably closer to 175 to 180. It’s been very successful so far,” Kolasa said.

The event includes seminars, discussion areas, meeting opportunities and of course, a networking haven. Attendees are able to interact directly with exhibitors and business owners are able to develop personal relationships.

Additionally a Startup Entrepreneur Award is also given out. This year’s winner of the Startup Entrepreneur Award was Red Shed Malting.

Kolasa said a vital part of the expo is giving people an opportunity to create possible partnerships or mentor connections.

“We have a beautiful mentoring lounge, where there have been lots of mentoring sessions going on. Every small business needs a mentor - I have several of them helping me out on a monthly basis at least. We have certain mentors on the list and we have mentors online as well,” she said.

“Every entrepreneur needs a mentor - a good mentor. We also have our B-to-B sitdowns, which is a space for people to actually have business meetings and get business done here at the expo. This was our first year of trying that. It is a great opportunity to book with a featured business and actually sit down and do some business.”

Kolasa said the most important thing about business is the relationships formed and she looks forward to seeing relationships grow and develop through Success 4 Business.

“I think all business starts with relationships, and then they just flourish from there. That relationship could be with a mentor, a new client, a colleague - whatever,” she said.

“As an entrepreneur, you are continuously learning. I hope people come here and develop those relationships but also take away learning opportunities.” kmendonsa@reddeerexpress.com

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BUILDING BUSINESSES - Brenda Kolasa, creator of the Success 4 Business Expo, takes a break in one of the mentoring lounge areas at the expo, a space for business members and potential mentor relationships to flourish through one-on-one discussion.

Kalisha Mendonsa/Red Deer Express

WEDNESDAY, OCTOBER 21, 2015

SMALL BUSINESS WEEK

RED DEER EXPRESS 27

Providing top quality DJ services in Central Alberta now moving into a period where they start to see more school dances and Halloween parties.

But, Allan said his company prides itself on more than good customer service. â&#x20AC;&#x153;We really pride ourselves on trust - thatâ&#x20AC;&#x2122;s the number one most important thing for us,â&#x20AC;? he said.

The company also does a lot to support local charities and non-profit groups. â&#x20AC;&#x153;We have quite a reach as far as our coverage area. What we like to do is offer discounts to every non-profit group, every fundraiser,â&#x20AC;? said Allan, adding they will occasionally champion one or two causes throughout the year that they can donate their time to. â&#x20AC;&#x153;Thereâ&#x20AC;&#x2122;s so many great things that happen in Central Alberta that are worthy of assistance but thereâ&#x20AC;&#x2122;s only so much of us to go around.â&#x20AC;?

Allan noted the company decided a long time ago that they want to make their services accessable for anyone who needs that support. â&#x20AC;&#x153;Our biggest problem is

BY ZACHARY CORMIER RED DEER EXPRESS Ever want to host a party thatâ&#x20AC;&#x2122;s played by professional radio DJâ&#x20AC;&#x2122;s?

Juiced Audio is the official mobile DJ service of L.A. Radio Group Inc. Itâ&#x20AC;&#x2122;s owned by Dennis Allan, who is also the program director at Kraze 101.3 and theyâ&#x20AC;&#x2122;re available for hire. â&#x20AC;&#x153;We do anything that requires mobile audio production, sound and lighting,â&#x20AC;? Allan said during an interview.

Allan started the business when he moved to Red Deer in 1998.

The company, said Allan, is made up of about eight people, most of who are subcontractors to Juiced Audio. â&#x20AC;&#x153;I do a lot of the administration and a lot of the back end and then we have other DJs that we would send out. â&#x20AC;&#x153;We usually use the announcers at Kraze and Sunny, the ones who are experienced at doing that kind of thing,â&#x20AC;? he said.

Juiced just finished a very busy wedding season, Allan said, and are

A GOOD TIME - Juiced Audio, a local DJ service, can bring the party to you. weâ&#x20AC;&#x2122;d like to do all of them,â&#x20AC;? he said.

The group also does volunteer work outside of their DJ services.

According to Allan, theyâ&#x20AC;&#x2122;ve volunteered for events by just helping out behind the scenes. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s something that we really enjoy doing.

â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;re in some of the schools as much as we can. Thereâ&#x20AC;&#x2122;s never a bad opportunity to do something like that,â&#x20AC;? he said. â&#x20AC;&#x153;Juiced Audio is honoured to be able to work with so many great causes and organizations; many events recurring annually.

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On top of all that, the DJ service also prides itself on the trust that their clients grant them. â&#x20AC;&#x153;What we get out of it the most is that relationship we build with the

people we work with,â&#x20AC;? he added. â&#x20AC;&#x153;It really is rewarding when youâ&#x20AC;&#x2122;re doing somebodyâ&#x20AC;&#x2122;s wedding and their faces just light up and they come up and ask for a hug in the middle of their dance, itâ&#x20AC;&#x2122;s a feeling that I canâ&#x20AC;&#x2122;t explain.â&#x20AC;? zcormier@reddeerexpress.com

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Couple brings new gambling experience to Central Alberta area via ‘Vegas Nights’

BY ZACHARY CORMIER RED DEER EXPRESS What do you get when you cross a pair of professional dealers with a bunch of portable casino tables?

The answer to that question is ‘Vegas Nights’, the local mobile casino company owned and operated by April and Gordon Massie. “We bring the casino and the entertainment to you, so we’re like an entertainment company,” April explained.

The Massies first had the idea to start their own gaming-based business when they created a casino game together for a local facility.

Since then, though, the pair saw an opportunity to create something unique in the Red Deer area; a mobile fun casino business that is available for hire for fundraisers and corporate events.

“We realized that there was a demand in the City for this type of entertainment,” said Gordon, adding since they worked their first event in the spring of 2013, the company has taken off.

They built a couple of portable tables that could be set up and taken down easily and started marketing this new branch of their business, which they called Vegas Nights.

“These fun casino events, it’s all for fundraisers. They don’t play for cash or anything like that,” April said.

In the two years since, they’ve worked everything from corporate events to Christmas parties to birthday parties and everything in between. While they run Vegas Nights as a side job, the Massies both work full time. April spends her days as a student at Red Deer College’s Donald School of Business while Gordon works as a mechanic. The couple also has three kids.

“It’s fun because there’s no pressure. It’s gambling and people aren’t getting mad at you because it’s pretend money and it’s great,” April said.

According to April, one thing that makes their business stand out is the fact they have professional dealers deal all of the games, including both her and Gordon.

“We have blackjack, poker, roulette, of course our game Cash Crib. We have almost anything that you could find in a casino,” said April.

In fact, the pair now have a total of 22 tables, all of which Gordon built in their garage using felt that they imported from Las Vegas.

“All of our tables are very nice. They’re properly bumpered and we have felt.

“And we have professional dealers,” said April.

The couple actually started out by building a couple of full-sized portable tables, but they have since reduced the size to be able to fit them in the trailer.

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ENTERTAINING - From left, Gordon Massie and April Massie pose in front of one of the portable tables used by their fun casino business ‘Vegas Nights’. The Massies started their business in the spring of 2013.

Zachary Cormier/Red Deer Express “We’ve reduced the size by probably a foot and a half but it still fits the same amount of players. We have cup holders for the players and there’s enough room where they just hold their ‘money’ in their hands,” Gordon added.

Now, after a couple of years in business, the pair are focusing on recreating the

Vegas experience with their fun casino nights. “We’ve been adding quite a bit to it with ordering some decorations and stuff now,” said Gordon.

“We try to give them the most realistic casino experience while having fun,” April added. zcormier@reddeerexpress.com

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RED DEER EXPRESS 29

Blue Grass Nursery, Sod & Garden Centre is a proud member of the community

BY ZACHARY CORMIER RED DEER EXPRESS Blue Grass Nursery, Sod & Garden Centre’s new location at the old Dentooms Greenhouses is an impressive sight. The interior of the main greenhouse is huge. The front portion of the building is taken up by the Garden Centre itself.

The retail store has everything from weather vanes to garden gnomes to seeds.

Anything that someone might need to grow their own garden. The truly incredible sight, however, is the nearly three acres of floor space covered in tables which hold everything from tropical plants to annual flowers.

The space was filled with row upon row of Poinsettias, each of them in an individual pot and preparing to be the centerpiece at someone’s Christmas dinner table.

The company was started in the late 1950s in Manitoba by Bert McEwen, and originally focused on harvesting sod. In 1969, Bert’s son Bill Sr. moved the business out to Red Deer after buying 155 acres of pastureland, eventually cultivating it until the entire property was being used to grow sod.

In the 45 years since then, Blue Grass’s Red Deer location, which is now owned and operated by Bill Sr.’s son Bruce McEwen, has grown into a big business.

The company now grows 1,400 acres of sod at their Red Deer location during their peak season.

The company also has a full-time garden centre and tree nursery in Balzac,

which is run by Bruce’s brother Bill Jr. “We have a turf farm, we have a Caliper tree nursery, we do landscaping, we have trees and shrubs, and now we’ve added a full service garden centre,” Bruce said during an interview.

In July of this year, Blue Grass expanded their operations again with the purchase of Dentoom’s Greenhouses, which is located on Hwy. 11A. The move has allowed Blue Grass to offer customers in Red Deer a full-time garden centre similar to the one offered in Balzac.

“We’re doing retail locally then a big area of our production goes to Calgary and in the past few years we’ve started to do a lot of supplying down to Edmonton as well,” said Doreen Dillabough, who helps manage the business.

She added that the company also now has the opportunity to grow and produce their own annuals and hanging baskets, which they weren’t able to do in the past. “Further diversification locally is the company started doing commercial snow removal and then we have a heavy-duty mechanic shop,” Dillabough said.

The goal, she said, is to give residents of Red Deer access to a Mega Landscaping Centre where they can buy all of their outdoor products in the same place.

Blue Grass is also a mainstay in the Red Deer community.

“One of the unique things about Red Deer is it’s an amazing place. It was such a good decision 45 years

ago for Mr. McEwen Sr. to start operating here. It’s a really nice business community,” Dillabough said, adding the City is also a central location between Calgary and Edmonton, making it an ideal location for a company that needs to ship to both of those cities. “We also feel that we have a small town feel still and that’s an important part of our company. So we fit in really well to this local, strong and thriving economy.”

The company also makes contributions to the community through donations of money and services.

In 2013, Blue Grass sponsored the City’s planned Splash Park project in Rotary Park. Now, the Blue Grass Sod Farm Central Spray and Play is a premier destination for Red Deerians on a hot summer day. The company also still hosts an annual barbecue at the Spray Park every summer. They also support a number of local causes and the staff volunteer for a variety of community events.

“This community has been good to Blue Grass and we really feel an ethical responsibility to give back to our community,” Dillabough said.

According to Dillabough, the company also prefers to hire local youth during the summer.

“One of the things that I’m really proud of is since Blue Grass started here, since Bruce was eight years old and working in the field, he’s worked alongside local kids. A big part of the business and something that is really important to us is to share

GROWING TOGETHER - Bruce McEwen, owner of Blue Grass Sod Farms, and Doreen Dillabough checked on the plants at their new location at Dentooms Greenhouses in Red Deer. Blue Grass purchased the greenhouse in July of this year.

Zachary Cormier/Red Deer Express our values and teach the next generation,” she said, adding that they like to instill a strong work ethic in their employees.

“Our company is really built on old fashioned values. The same values that

would have been instilled in us as children growing up in Red Deer are the values that still exist within the business.”

This year, Blue Grass was one of the nominees for the Red Deer Chamber

of Commerce’s annual Business of the Year Awards, and McEwen said the ownership couldn’t be happier.

“It’s very nice to be recognized by your community,” he said. zcormier@reddeerexpress.com

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SMALL BUSINESS WEEK

WEDNESDAY, OCTOBER 21, 2015

How DIVE Networks became a global technology success Toronto’s DIVE Networks made a big splash at the Consumer Electronics Show (CES) in Las Vegas this year.

In collaboration with Google’s ‘Think with Google’ online platform for marketers, DIVE unveiled its media network.

DIVE’s platform is all about data, and bringing big data to heel.

It makes real-time marketing intelligence accessible, fun and entertaining for marketers all over the world, giving them new levels of insight into their audiences, brands and competitors.

The company, led by CEO Deborah Hall, secured funding from the Business Development Bank of Canada (BDC) at a far earlier stage than most companies in its shoes.

“BDC’s role is to provide fuel to capable entrepreneurs like Deborah,” says Jasmin Ganie-Hobbs, manager, major accounts at BDC. “One of our objectives is to help companies like DIVE go global and achieve

success, but they have to show us they’re prepared.

We do not have nearly enough companies that are doing this.”

Nor, she added, are there enough women entrepreneurs like Hall who are serving as role models for young women considering a career in technology.

Your preparedness checklist Like any other lender, Ganie-Hobbs needs to see that a company has a financial reporting and management strategy that is clear and precise and that illustrates the company’s revenue trajectory from inception to exit.

Still, she was so impressed with Hall and her team that she made the decision to extend financing at an earlier stage of DIVE’s growth than she typically does with clients.

Why? Because Hall and her team had the right attributes that allowed Ganie-Hobbs to check off

all the boxes that matter to an investor or lender: industry experience, sales traction, a solid revenue model that featured early engagement with prospects, a great management team capable of executing and a firm grasp of sound financial modeling and management.

Prior success with another venture “Deborah and her team had the credibility to be among that small minority of companies that I fund at an early stage because they were already far along on this learning curve and had the results to show for it,” Ganie-Hobbs says.

“If you want to impress a commercial lender, these are the sorts of milestones you must achieve in your business.”

DIVE Networks thought global from the start “From the outset, the DIVE Networks team was thinking global,” says Hall.

Her team took advantage of existing industry relationships to engage with other companies in the Toronto area that were already working with major brands.

“This served as a point of entry to broker key discussions, engage potential customers to help drive and refine the develop-

ment of DIVE Network’s platform, and secure early revenues.

“From the beginning, we were thinking about how brands use content in real time, and we were thinking, ‘Let’s apply this to the biggest brands and dream as big as we can at the outset’,” she says. “We wanted to have our technology power the best brands.”

Lessons learned For DIVE Networks, the keys to going global on a lean budget, and making itself an attractive investment target at an unusually early stage, boil down to the following: find and engage with prospective customers at an early stage of development. “Networking is crucial—talk to people,” says Hall.

Keep it simple.

DIVE Networks refined its business model for its customers with a consumer-marketing approach.

“We made it easy for customers to get started and

see results from our platform quickly,” says Hall.

Be able to scale for a broad audience. “We didn’t let the development team get sidetracked by bells and whistles that didn’t appeal to a large user base,” says Hall.

Find great business partners.

“Mike Girgis, Jake Neiman and I bring different skills and insights to the table.

“This has had a huge impact on our ability to solve problems and to position the company for continuous growth. Having a great leadership team with complementary skill sets makes for a better product overall,” says Hall.

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SMALL BUSINESS WEEK

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