Business Link Niagara August 2017

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8 ONTARIO STREET GAS WARS

9 ASK THE EXPERT: REUTER & REILLY

24 SPECIAL FEATURE: LUCCHETTA HOMES

Competition at local gas pumps

Reuter & Reilly insurance expert Jeff Reuter talks about cyber insurance.

Acclaimed custom home builder celebrating 60 years!

leads to benefits and headaches.

SEE INSIDE: COLLECTORS EDITION VOLUME 15

ISSUE 7

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FEATURING: NIAGARA’S TOMB OF THE UNKNOWN SOLDIER

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AUGUST 2017

R E A D O N L I N E AT B U S I N E S S L I N K N I A G A R A . C O M

LIFE LESSONS FROM IKEA "Decide what you want most.

Take Action and go get it!"

- Gerry Visca

GERRY VISCA

I

live with a vision to inspire One million Whys in the world.

Imagine a world where everyone knows why they truly exist.

As part of this vision I've been on a wondrous journey of simplifying all aspects of my one precious life. This "radical" simplification started off as a "deconstruction" of my current life.

Also known as the removal of the things that no longer serve my higher purpose. Here is what I have come to appreciate over my 48 years of existence on Mother Earth. Life has a tendency to take a hold of you and spin you around in all sorts of directions.

It's easy to lose your way when you are influenced by the "noise" of the external world. I've always loved the definition of "noise" as being "unwanted sound."

So, when you finally decide what you want most in life, how you want to live and what you want to experience before you choke on a mint, the non-essential starts to fall away.

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UR IT’S TIME FOR YO POL ICY REVIEW

P AY M E N T P R O C E S S I N G

WHO GETS THE MONEY PAID TO PROCESS CREDIT CARDS?

Life Home Business Automobile

RICK SMITH

T

he largest portion of fees paid by businesses for processing credit cards is the “Interchange” paid to card issuing banks. (I know, big surprise.) Each of the large networks (Visa and MasterCard) have four basic categories of credit cards: VISA

1. Prepaid, Classic, Gold & Platinum current rate 1.42% 2. Infinite current rate 1.61%

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3. Infinite Privilege current rate 2.08% 4. Business, Corporate, Commercial current rate 1.90% 5. Business Infinite Privilege current rate 2.10% MASTERCARD 1. Prepaid, Core current rate 1.44% 2. World current rate 1.77% 3. World Elite current rate 2.06% 4. Business, Corporate, Commercial current rate 2.00%

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Pretty simple, right? I wish. This is where it starts to get complicated. These rates vary depending upon how you accept a payment/type of transaction and who you are.

Some rate factors based on the type of transaction are: 1. Card not present (CNP or “Standard”) which includes any transaction where the credit card is not swiped or the chip used, rates for these transactions are higher. Rates for these transactions are 1.52%, 1,71%, 2.45%, 2.00% & 2.10% for Visa and 1.55%, 1.89%, 2.49% & 2.00% for MasterCard (more than basic rates).

2. Recurring payments are payments setup to be done automatically every month for instance monthly membership fees. Rates for these transactions are discounted, 1.37%, 1.56%, 1.95%, 1.85% & 2.00% for Visa and 1.36%, 1.48%, 1.90% & 2.00% for MasterCard 3. Secure Code enabled/MasterPass are online MasterCard transactions and are less than other card not present transactions at 1.55%, 1.89%, 2.49% & 2.00%.

4. International rates are both higher and lower depending upon the card. Current rates are, 1.10%, 1.80%, 1.97 & 2.00% for Visa and 1.10%, 1,85% & 1.85% for MasterCard. It should be noted that if your transactions are deposited in non-Canadian funds, network fees are considerably higher.

5. Charity/Emerging Segments for registered charities and other specific categories of businesses. Current rates are .98%, 1.17%, 1.95%, 1.80%, 2.00% for Visa and 1.00%, 1.25%, 1.50% & 2.00% for MasterCard.

Some rate factors based upon who you are include the following lower rates: 1. Merchant Volume Tier 1 volume over $3 billion for MasterCard and $2 billion for Visa plus specific fault percentages. Current rates are 1.37%, 1.56%, 1.95% & 1.80% 2. Merchant Volume Tier 2 volume over $1 billion for MasterCard & $850 million for Visa 3. Merchant Volume Tier 3 volume over $400 million for MasterCard, Visa does not have a Tier 3 rate. Current fees are 1.38%, 1.53%, 1.90% & 2.00% 4. Supermarket/Grocery for businesses doing more than 50% of their business in food. Current rates are 1.23%. 1.42%, 1.95%, 1.85% & 2.00% for Visa and 1.22%, 1.34%, 1.60% & 2.00% for MasterCard 5. Independent Business/Everyday Needs for businesses that fall into specific categories (Visa & MasterCard have specific lists. Current rates are 1.36%, 1.54%, 1.95%, 1.90% & 2.10% for Visa and 1.38%, 1.53%, 1.90% & 2.00% for MasterCard 6. Pertroleum/Gas for gas stations. Current rates are 1.18%, 1.37%, 1.95%, 1.80% & 2.00% for Visa and 1.17%, 1.30%, 1,60% & 2.00% 7. There are also special (lower) rates for the public sector and utilities If you read all of this your head is probably hurting but you'll understand why it is so difficult to understand processing rates, statements and contracts. BL SmallBizAssist is a small business consultants specializing in payment processing. For more information call Rick Smith at 905.714.1487, 1.800.946.2367 or visit www.smallbizassist.ca.

BUSINESS LINK NIAGARA | AUGUST 2017

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VOLUME 15

ISSUE 7

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NIAGARA

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AUGUST 2017

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CONTENTS

R E A D T H I S P U B L I C AT I O N O N L I N E AT B U S I N E S S L I N K N I A G A R A . C O M

Locally Owned and Operated PUBLISHER The Business Link Niagara Ltd. 36 Hiscott St., Suite 200 St. Catharines, ON L2R 1C8 Tel: 905.646.9366 Fax: 905.646.5486 email: info@BusinessLinkMedia.com www.BusinessLinkMedia.com CO-PUBLISHERS Jim Shields, Adam Shields D I R E C TO R O F SA L E S Dave Martineau CONTRIBUTING WRITERS G. Visca, R. Smith, C. Thomson, T. Hayward, M. Leask, S. Leslie, M. Bell, L. Von Massow, K. Berswick, J. Marino, C. Janzen, S. Vlaar Ingram, D. O'Neill, C I R C U L AT I O N The Business Link Niagara Ltd. is published 12 times per year and distributed to all businesses in the Niagara Region via Canada Post.

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S U B S C R I P T I O N R AT E S $48 +HST for 12 issues. Send a cheque or money order to the address above.

Any reproduction or use of the content within this publication without permission

BRAND BLVD Niagara-based firm honoured with top industry award.

7 CANADA’S ANTI-SPAM LAW – UPDATE

28 INNOVATION INSIGHTS

The CASL is one of the strictest anti-spam laws in the world, and it applies to a lot more than just traditional “spam” emails.

The Ontario Government recently announced its strategy to accelerate the growth of Ontario's social enterprise sector.

is prohibited. Opinions and comments within this publication reflect those of the writers and not necessarily that of The Business Link Niagara Ltd. All advertising is accepted subject to the Publishers’ discretion. The Publishers will not be responsible for damages arising out of errors in advertisements beyond the amount paid for the space occupied by that portion of the advertisement in which the error occurred. Any design, artwork, copyright or typesetting supplied by The Business Link Niagara Ltd. is for the exclusive use by the Publishers. Any other

INSIDE

5 COADY'S CORNER

St. Catharines Club news and events.

6 THE VOIP PUZZLE Voice Over Internet Protocol system.

use not authorized is an infringement of copyright. No part of this publication may be reproduced or transmitted in any form or by any means, without prior written permission of the Publishers.

Let's Get Social

23 CHANGE TECHNOLOGY & YOU 26 HOSPICE NIAGARA Finding peace in nature.

31 HAMILTON HEALTH SCIENCES FOUNDATION Caring for the Region by Striding for The General.

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S T. C AT H A R I N E S C L U B

T COADY THOMSON

he St. Catharines Club is the Place to Be ... The Month of July has been a great month at the club, full of wonderful events that have been well-supported by our great membership….A big congratulations to Tom Rankin (Rankin Construction Inc.) for receiving the 2017 T. Roy Adams Humanitarian Award... Well-deserved!... Congrat-

ulations goes to Gary Comerford (CMC Global) on being named the new Chair of the Board of Trustees at Brock University....Another amazing auction for Doug Smith (C.R. Smith Financial) and his Wise Guys Charity Team who raised $147,000 at their auction on Tuesday, July 18th... What an amazing community we live in... We recently held our draw for the “Win a trip to Las Vegas” and the winner was Peter Aiello (PMA Canada... congratulations and enjoy the trip! Are you looking for a place to re-

lax with family, friends or colleagues? Or even a quiet place to work outside of the office? Our membership rates and value offered is unmatched!... Contact the club for membership details or to set up a tour of the facility!

Feel free to post pictures from around the club on our Facebook page or mention and follow us on Twitter @TheStCathClub #theplacetobe Cheers — Coady BL

ST.CATHARINES CLUB 2017 UPCOMING EVENTS THURSDAY AUGUST 24TH Designer Bag Bingo SATURDAY AUGUST 26TH Club BBQ Night MONDAY SEPTEMBER 11TH Club Golf Tournament SATURDAY SEPTEMBER 23RD Grape and Wine Parade SUNDAY OCTOBER 8TH Thanksgiving Brunch FRIDAY OCTOBER 13TH Beefsteak — In support of Wise Guys Charity MONDAY OCTOBER 16TH Fall Revers Draw SATURDAY OCTOBER 28TH All You Can Eat Pasta Night TUESDAY OCTOBER 31ST Club Minimum Buster Night

AUGUST 2017 | BUSINESS LINK NIAGARA

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TECHNOLOGY

THE VOIP PUZZLE TAY L O R H AY WA R D C A P M , M C P

S

omething I’m being asked about more frequently is the process of transitioning to a VOIP (Voice Over Internet Protocol) system to replace traditional phone systems, and if it’s worth it for the small to medium size businesses. For anybody that doesn’t know what VOIP is, it allows your phone system to run on your businesses network and internet connection, rather than on the more traditional phone lines. Let’s take a moment to look at the requirements of running a business on VOIP. Since a VOIP system relies solely on your network infrastructure and your internet connection, it should be easily understood that these must be in great shape if you are to have a successful VOIP system.

Think of it as driving a Ferrari on a dirt road; it just doesn’t work well. Your VOIP system is the vehicle and your network, the road.

In order to get the most out of your VOIP system you need to make sure you have a smoothly paved surface without a lot of congestion.

Is your internet connection strong enough to handle the additional load of all the phone calls you will be making and receiving? Sure, a VOIP system might save you money, but you may have to increase the internet package to accommodate this.

Always remember, size matters. If you’re a small business, your system will look different than a larger business as your needs are different. It might be better for you to consider a hosted VOIP service rather than an on premise solution.

VOIP offers great savings for those that place lots of long distance calls, but if you’re not calling further than down the street very often, VOIP might not be for you. As you are researching your options, you will also need to consider whether your business is better off paying a flat monthly rate or paying a per minute rate.

As you can tell there are lots of pieces to the VOIP jigsaw puzzle. Like a jigsaw puzzle, VOIP can be challenging and fun and a successful implementation in your business could mean great savings. But if you wander down the path of a VOIP system without first having found all your puzzle pieces, you will end up frustrated wondering what piece of the puzzle you are missing! BL Plexis Limited is located at 1931 Fourth Avenue in St. Catharines. For more information, please call 905.684.7253 or visit www.plexisltd.com.

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LEGAL ADVICE

CANADA’S ANTI-SPAM LAW – UPDATE M AT T L E A S K

N

early three years have passed since Canada’s Anti-Spam Law (the “CASL”/the “Act”) came into force on July 1, 2014, and as we approach Canada’s 150th anniversary, changes to the CASL are on the way. The CASL is one of the strictest anti-spam laws in the world, and it applies to a lot more than just traditional “spam” emails. The Act prohibits the sending of any electronic message with a commercial purpose by any individual or organization including municipalities. Any business that uses electronic messaging as part of its business needs to understand the operative provisions of the CASL and keep up to date with changes to the law.

At its core, the CASL prohibits the sending of “commercial electronic messages” (“CEMs”) unless the recipient has consented to receiving CEMs from the sender. Each and every CEM must contain an unsubscribe mechanism.

As of July 1, 2017, two significant changes to the CASL will come into effect.

1.The three-year transitional period where businesses could rely on implied consent where the sender and recipient had an existing business relationship will come to an end; and

ance purposes as a “best practice”.

The second change to the CASL only applies to software providers. As of July 1, 2017, software providers must obtain express consent for updates and upgrades to currently installed software programs.

The CASL is enforced by the Canadian Radio-Television and Telecommunications Commission (“CRTC”). The CRTC reviews complaints and issues monetary penalties for non-compliance. The original version of the legislation provided for a private right

of action to come into force on July 1, 2017.

This section would have allowed individuals to bring an action against a business for breach of the CASL. This private right of action has been suspended by the government and will not come into force until further notice. BL Matt Leask is an Associate in the Corporate and Commercial department at Lancaster, Brooks & Welch LLP and can be reached at 905-641-1551

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LOCAL NEWS

ONTARIO STREET GAS WARS Competition at local gas pumps leads to benefits, headaches for busy Garden City thoroughfare.

SCOTT LESLIE

I

t’s déjà vu all over again on Ontario Street in St. Catharines. Back in August of 2015, a gas war erupted between an Esso station on 408 Ontario Street and a Pioneer outlet on nearby 383 Ontario Street. The two began shaving several cents off their retail price to an average of 85 cents per litre, offering some of the cheapest gas in Ontario. The resulting war forced several stations in the Garden City to cut their prices in order to keep up.

Now it’s the summer of 2017 – and the war has resumed.

It’s been a boon for local motorists. Some residents from the surrounding communities – and even as far off as Hamilton – have jumped on the bandwagon at times, making a special trip to Ontario Street to take advantage of the cheap rates.

Gas prices have risen markedly in Niagara over the past year – particularly since the Ontario government put a new cap-and-trade program in place back in January designed to tax companies that produce carbon dioxide. This has added approximately 4.3 cents to the price of a litre of gas at the pumps.

But even when provincial and federal taxes are thrown into the mix, Ontario Street has still bucked the price trend. On July 14th for instance, the Pioneer and Esso stations sat at 95.9 and 96.2 respectively – the cheapest gas prices in Niagara and substantially lower than the average price in the province of 106.1. (The lowest gas price in Ontario on that day was 93.5 at Stop & Save Variety near Concession #12 in Hagersville.)

During a gas war, stations normally sell their gas at a lower retail price than it would cost them to acquire their gas wholesale. As large corporate entities, Pioneer and Esso have deeper pockets and are able to make up some of the price gap with increased convenience store sales.

But some of the smaller independently owned gas stations in the city are disappointed with the ongoing gas war which has broken out intermittently over the past two years.

“As a whole, it affects everything in St. Catharines because all traffic is drawn to that area, depending how low the prices are,” says Jessica Friesen, the CEO of Gales Gas Bar which operates a gas station on 270 Ontario Street. “February of 2016 is when it got to be its most extreme. At that point and time, they were approximately 20 cents below [the] buying [price].”

One of the drawbacks of the situation is the additional traffic that has affected nearby

businesses. At its worst, cars have been backed up on both sides of Ontario Street, blocking north and southbound lanes, which creates occasional traffic jams – and headaches for local merchants.

“I’m surprised that something serious hasn’t happened such as someone getting hit by a car,” Jessica says, “just because of how bad the lineups are down there. I’ve been there before when it’s backed up onto the on-ramp to the QEW.” Constable Phil Gavin, media relations officer for the Niagara Regional Police, says the nature of the congestion has ebbed and flowed ever since the gas wars started.

“It’s been a reoccurring issue,” he says. “Members of the public have expressed their concern regarding congestion and backed up roads so it is something we’ve tried to deal with.”

The Niagara Regional Police are encouraging drivers to avoid joining any long lineups at the gas stations that might block the flow of traffic because it can lead to potential collisions. However, Phil says the managers of Esso and Pioneer are both doing their best to keep any customer overflow off Ontario Street by rerouting the entrances to their stations.

“We’ve certainly had meetings with them to try and figure out ways to mitigate the problem,” he says, “and I think Esso and the Pioneer have both taken steps along that way.”

Despite the hazards, many local motorists seem content to wait 10 or 20 minutes to take advantage of the marked discounts at Esso’s and Pioneer’s pumps. And with Ontario Street experiencing its second year of gas wars – and counting – there may be no immediate end in sight.

“When you’re talking about a conglomerate like Imperial Oil which owns Esso,” Jessica admits, “they make such a margin on the refinery end of things that this may not be a big deal to them.” BL

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LOCAL NEWS

PAYING THE PRICE

New legislation is expected to increase Ontario’s minimum wage to $15 per hour by 2019.

But will that help or hinder our economy?

SCOTT LESLIE

A

bout 1.5 million people in Ontario are currently making minimum wage. But those workers can expect a big raise when they get their paycheques in 2019.

This fall, the Ontario Liberal government is introducing new legislation that would boost the province’s minimum wage to $15 per hour. The new proposal—known as Bill 148—was announced in May as part of the Fair Workplaces, Better Jobs Act 2017.

If passed in its current form, Bill 148 would see the minimum wage grow from its current $11.40 rate to $14 per hour by January 1, 2018 and $15 per hour by January 1, 2019. This move is expected to give more than 25% of Ontario’s employees a raise in pay. (Right now, the majority of Ontario workers who earn less than $15 per hour are women and half of them are between the ages of 25 and 64.)

A new minimum wage is just one of several sweeping reforms that have been recommended as part of the Changing Workplaces Review—a new government study that involved two years of in-depth research. These changes include extending unpaid leave to bereaved parents, increasing the amount of vacation time to three weeks for all employees who have worked with a company for five years, and eliminating the need to present sick notes to employers for personal emergency leaves.

Although the Liberal government claims increasing the minimum wage will have a positive impact on the economy, some people in the local business community remain skeptical.

“These sweeping changes could seriously impact job creation and the health of our local economy,” says Mishka Balsom, president & CEO of the Greater Niagara Chamber of Commerce which represents over 1,600 members across Niagara. “We need to get the message out that the proposed changes would discourage investment, thereby diminishing economic opportunities.”

In the Niagara area for instance, the retail, accommodation and food service sectors currently employ over 60,000 people. The GNCC believes industries like these will be hit hard by the new legislation.

“We’ve heard from many businesses in the Niagara area that collectively employ thousands of people,” Mishka says, “and they fear they’ll be forced to close due to the minimum wage hike. Even the increased consumer spending that might result from higher wages wouldn’t help these particular firms because they almost exclusively do business with clients outside Ontario.”

Student hiring is another potential issue. With the jump in the minimum wage, some have voiced concern the move would remove the impetus for employers to hire students in the first place. That would seriously impact students’ ability to find summer employment, save money and gain valuable work experience.

AUGUST 2017 | BUSINESS LINK NIAGARA

ASK THE EXPERT

JEFF REUTER

Ontario is only the second province to up its minimum wage in recent times. Alberta has already announced a plan to raise its $12.20 per hour minimum wage to $13.60 on October 1, 2017 and $15

by October 1, 2018.

In order to compensate for the jump in the minimum wage rate, the GNCC feels the Ontario government should introduce some offsetting measures similar to the ones the Albert government is taking. That includes cutting small business tax rates and implementing various job grants.

“The government should really phase in the changes to give employers a chance to adjust,” Mishka says.

Fortunately, the Ontario government is soliciting input on Bill 148 before it goes ahead. Throughout the month of July, the government’s Standing Committee on Finance and Economic Affairs held a series of public hearings to gauge opinion on the proposed minimum wage increase. These hearings included stops in Thunder Bay, Hamilton, Niagara and Windsor.

There’s also some uncertainty if a new minimum wage rate would still remain in place if the Ontario Liberal government lost to the Progressive Conservatives in the upcoming provincial election on June 7, 2018. (The NDP party has supported increasing Ontario’s minimum wage in the past.)

Either way, the GNCC is hoping the Ontario government will take the concerns they presented at a recent public hearing in Niagara Falls on July 19th into consideration.

“We appreciate the government’s efforts to make Ontario a better place to live,” Mishka says.

“But it needs to consider the cumulative impact of these measures on Ontario’s employers, and the results they’ll have on jobs and the cost of living as a whole.” BL

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CYBER INSURANCE

Q. In your last article, you talked about Cyber Insurance and the need for it.

How else do I protect my data?

A. Purchasing Cyber Insurance is one way to help manage your costs after a cyber attack or data breach. The options for this coverage are continually improving. Since my last writing, several more companies have introduced products. Some even pay for the negotiation and payment of ransoms in order to get your data back.

Prevention of an attack is the other main strategy. This is done through strengthening internal technology to protect against hackers. Improved firewalls, stronger passwords, up to date anti-virus software, more rigorous procedures for remote login, employee education and when all of that fails, an up-to-date and uncorrupted system backup.

According to Andre Boysen, chief identity officer, SecureKey Technologies, the 2017 IBM X-Force Threat Intelligence Index noted that four billion data records were leaked last year. With an estimated average global cost of a data breach per lost or stolen record being $158 USD, that translates to more than $600 billion worth of leaked data in 2016 alone.

Your current and active data base is not your only risk. Large databases of saved information have become dangerous liabilities for both businesses and consumers. However, there is a simple solution to avoid data becoming toxic if a leak or breach occurs.

Companies need to evaluate the data they store and for how long and purge any unnecessary data. Weigh the pros and cons of continuing to store data deemed high risk. By doing so, is there the potential to jeopardize the organizations reputation, financial stability and/or relationships with customers?

The value of holding the data will most likely not outweigh the risk of losing it.

With notes from Canadian Underwriter BL

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SUCCESS STORY

BRAND BLVD

Niagara-based Firm Honoured with Top Industry Award MICHELE BELL

Brand Blvd is pleased to announce that its owners—Shaun Lichtenberger and Chris Sinclair—were named 2017 Distributor Entrepreneurs of the Year by the Advertising Specialty Institute (ASI)—the largest media, marketing and education organization serving the promotional products industry. Shaun and Chris received this impressive award during the annual Counselor Awards at the ASI Show in Chicago, edging out over 23,000 promotional distributors throughout the U.S. and Canada.

In honour of this prestigious achievement, we’re pleased to reprint the following spotlight on Shaun and Chris which will be appearing in the September / October issue of Counselor magazine.

W

hen you think about the best and most prolific business partnerships – Jobs and Wozniak, Sergey Brin and Larry Page, hell, even Keith and Mick – a pattern emerges: two sides of the coin, the yin and the yang, each with specific gifts and strengths. With that in mind, allow us to introduce Brand Blvd’s president, Shaun Lichtenberger, and vice president, Chris Sinclair – two people so well-suited to own a business together, who meld so seamlessly as best friends of 15 years with a telepathic shorthand that one glance tells the other what he’s thinking, their friends have given them their own amalgamated moniker: Sincenberger.

U N I T E D , T H E Y S TA N D

Brand Blvd is based in St. Catharines, the Niagara region of Ontario, and when Lichtenberger, 38, and Sinclair, 34, launched it in 2007, they had just left a distributor company where they learned a lot – including how not to run a company they’d want their names on. “The best thing about working at our former company was that Chris and I became friends,” says Lichtenberger. “And by the time we left, knowing we wanted to start our own distributorship, we had a pretty good blueprint for how we wanted to run a company and treat our team, our suppliers and our clients.”

Sinclair, remembering the company’s origin story as it celebrates its 10th anniversary this year, laughs when he talks about the 15-hour days, working seven days a week and maxing out their credit cards to pay suppliers. “We were too young to know what we had to lose,” he says.

“I knew the minute I met these guys they had what it takes to succeed,” says Dan Rochette, founder/chief visionary officer of the Facilis Group, of which Brand Blvd is a member, and an early supporter – in a multitude of ways – of the company. “I’ve had the opportunity to witness their growth and development from inception.

Shaun delivered vision and structure while Chris focused on sales and relationships. They challenged conventional thinking and understood the importance of culture and teamwork. I couldn’t be prouder of them.”

As close as they are as business owners, make no mistake: it’s their friendship that’s the genesis for the company’s culture, its success and its idealism. Consider that they make time once a month to get out of the office, hang out and reconnect not as business partners but as friends, as well as playing in a hockey league every Sunday night.

Though incredibly similar in their business ethics and moral compass, it’s their differences – like in all great partnerships – that’s the secret sauce. More discerning and close to the vest, Lichtenberger is operations-oriented, happy in the office, and adept at being the adult supervision among a millennial-trending staff. As the more analytical of the two, he digests and metabolizes business decisions before making them, and has a dry-as-the-Sahara, sardonic wit.

And then there’s Chris Sinclair. Follow his many social media feeds on any given week and he’s downright omnipresent – representing Brand Blvd at charity events, on stage MCing conferences and hosting golf outings. (Lichtenberger, predictably, is nominally on Facebook and looks forward to the day when he can “vanish from

10

it.”) Sinclair – who oversees the company’s sales – is more than a little Bonoesque, both with his active altruism and passion for projects with purpose, and is a charismatic personality so formidable when he’s in the room you feel it. So much so that when he spent some time out of the office a while back, telecommuting, it changed the dynamics of Brand Blvd – the staff felt his absence, and it had an effect on his relationship with Lichtenberger. “It’s a completely different atmosphere when Chris isn’t here,” says Lichtenberger, noting that on the rare occasion they do disagree, they lock themselves in a room and “whiteboard it out until we get to the answer.”

Lichtenberger is married with two young children and has a love of gardening, classic vinyl albums and craft beer; he grew up content and “decidedly blue collar.” Sinclair, meanwhile, was raised on a 100-acre Canadian beef farm, driving tractors.

These are not haughty guys and they place a high regard on people who are humble and genuine.

Lichtenberger, for example, is so comfortable in his skin and his role at the company that he has no problem with Sinclair being the face of Brand Blvd and, in fact, kind of revels in his anonymity. When asked if anyone would know who he was at a trade show if Sinclair, the industry celeb, wasn’t with him, he says no. Then adds, laughing, “thank God.” Where they are in perfect sync says everything you need to know about their mission statement for the company: “When we started Brand Blvd, Shaun and I knew early on that above anything, we’d take our commitment to our team, our community, our clients and each other very seriously,” Sinclair says.

The company without Lichtenberger – the organized, methodical, happily-behind-the-scenes partner who keeps the train on the tracks – would be “unimaginable chaos,” Sinclair says, without hesitating. Lichtenberger, when asked to imagine the company without Sinclair, shakes his head and says simply, “It would suck … and that’s a company I have no interest in being a part of.”

THE REAL DEAL

At the end of Brand Blvd’s first year in business, the company did $300,000; in 2016, $8.1 million. In

the past five years alone, it’s had 53% growth, all of which is organic and notable for the sheer fact that during part of the time Canada was mired in a recession. “We just kind of chose to ignore it, and kept selling,” Sinclair says. “Marketing budgets may have been smaller, but clients were still buying from us.”

And while they don’t crave the limelight, it’s found them, as evidenced by the company being named PPPC’s Distributor of the Year in their size category for six years straight and landing on Counselor’s list of Fastest Growing Companies twice.

“Watching Chris and Shaun grow Brand Blvd over the past 10 years has been truly amazing – and I don’t mean just sales growth, but personal growth, culture growth and relationship growth,” says Chuck Fandos, the U.S. CEO of Brand Addition and the 2016 Counselor Person of the Year.

“These two guys asked a ton of questions of everyone they knew, developed a plan, built amazing relationships with their team, their clients and the industry, and created something they should be really proud of. Good things happen to good people; outstanding things happen to outstanding people.

Chris and Shaun are outstanding people.”

When you walk into Brand Blvd’s offices, what greets visitors immediately is a chalkboard touting the company’s core values of commitment to its clients and culture, innovation, passion, community and integrity. These values are ubiquitous, from being imprinted on their custom-made boxes they ask every supplier to use when shipping their orders, to the myriad of promo products – T-shirts, water bottles, USB drives – on display and given away to the many clients and visitors who stop by the office on a daily basis. “Everybody gets a promo item when they come in – clients, friends, delivery people – everybody,” Sinclair says.

The showroom, curated with an aesthetic sensibility that would give Restoration Hardware a run for its money, is a focal point of the company and one where clients often convene with the Brand Blvd team.

One wink to the company’s tongue-in-cheek humor comes in the form of its restroom doors: not so pedestrian as to have simple “Men” and

BUSINESS LINK NIAGARA | AUGUST 2017

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SUCCESS STORY

Chris Sinclair (left) and Shaun Lichtenberger (right).

“Women” signs, Brand Blvd has Will Ferrell’s Ron Burgundy Anchorman headshot signifying the male restroom and Christina Applegate’s Veronica Corningstone for the female’s.

In company’s lounge, next to the office Lichtenberger and Sinclair share, there’s an Xbox and local Niagara beers and wines on tap. Recognizing their team of 23 skews young and wanting to inoculate them from business mistakes they both experienced, Lichtenberger and Sinclair pay to have a life/career counselor and a financial planner come to the office to chat with staffers looking for advice. And when they had to make personnel changes a while back with two employees leaving the company, Lichtenberger and Sinclair hung out in the lounge for a full day so jarred staffers could have one-on-one time with them.

“Chris and Shaun genuinely care about the well-being, development and growth of all our team members, not just in the office but in life – they thrive on empowering others to succeed,” says Angela Jamieson, Brand Blvd’s sales and marketing manager who’s been at the company for seven years and who, with Emma Watton, the

AUGUST 2017 | BUSINESS LINK NIAGARA

twenty-something operations manager, serves as Lichtenberger’s and Sinclair’s whip-smart right hand and sounding board. “Culture starts at the top, and Chris and Shaun live and breathe integrity that bleeds through to the very core of our business.”

SUPERHEROES & SARACINOS

It’s ironic that if you call the Brand Blvd office – instead of staid, antiquated “on hold” music – you’re regaled with fun facts about superheroes, like this gem of a quote from Spider-Man: “With great power comes great responsibility.”

And this team that Lichtenberger and Sinclair have assembled live that every day. Their level of enthusiasm is palpable and as many of them are millennials, they’re driven to give back by pooling their resources and donating through immersive experiences – they’re not just writing checks; they show up and they’re in it. Proudly Canadian and deeply rooted in their Niagara community where they make a living and live their lives, follow them on social media and you’ll see the company sponsoring regional events and charities that support

local causes. Sinclair himself is co-founder of the annual Niagara Golf Marathon, in which he and dozens of other golfers play 100 holes in one day to raise money—nearly $300,000 to date —for the local healthcare network.

But of course it’s one thing for happy employees, grateful neighbors and satisfied clients to think you’re wonderful; it’s quite another when a direct competitor does, and it speaks volumes. Jamie McCabe, owner of McCabe Promotional Products in London, Ontario, often finds his company up against Brand Blvd, vying for business.

“I met Chris and Shaun seven years ago and had heard so many positive things about them, I thought they’d be really easy to hate,” laughs McCabe. “But within a minute of talking to them, I knew that would be impossible.”

McCabe maintains that Lichtenberger and Sinclair have a singular talent for attracting an incredible group of staffers who are more like ambassadors for the company’s brand than employees.

“They walk in unison with one goal and one culture, being true to themselves and honest to others,” he says. “Together, they’ve built respect across

the country and over the border among both distributors and suppliers. Believe me, I’ve traveled to many cities throughout North America with the boys, sharing best practices, benchmarking and telling tales of success, all while enjoying the cocktail named after BIC’s famous Dave Saracino.

I think of them never as competitors, but always as colleagues in the industry who continually set the bar so high few can surpass it. I’ve called them a lot of things, but I’m most proud to call them my friends.”

In the end, when you consider the company and its two uniquely individualistic owners who do everything in such a grandly impressive way, it’s tempting to say their mantra should be, “go big or go home.” But that’s too trite for a company like Brand Blvd; better to use a quote from The Boss himself, Bruce Springsteen, a favorite of Lichtenberger’s: “Walk tall, or baby, don’t walk at all.” BL Michele Bell is executive director of ASI’s Editorial Department and the editor of SGR magazine. Michelle has given Business Link permission to reprint this article.

11

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TRAINING

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any of the students in my weekly sales training program know that my favourite Sandler rule is Rule #3 – No Mutual Mystification.

For those of you unfamiliar with the David Sandler’s 49 Rules, let me explain. Think back to a time when you came from a sales meeting (or any meeting, conversation or interaction with another human being) where you felt totally jazzed and pumped about the opportunity. Then after the euphoria wore off, you’re left with the unanswered question: What happens now?

And if you’re feeling this way, chances are, your prospect is feeling the same way. We’re all familiar with those business phrases which sound impressive, but don’t really tell you a lot or provide much clarity. When someone says to you “Great, let’s move things forward” or “Let’s take the next step." What does that mean to you? Does it mean they are ready to sign an agreement and hand over their money? Or does it mean they are willing to commit to another meeting … at some point in time. Or is it somewhere in between?

Author Julian Barnes accurately penned “Mystification is simple; clarity is the hardest thing of all.” Mystification is readily accepting an answer or phrase without truly understanding what it means. So how do we avoid the mystification and arrive at a clear understanding with our prospect?

We ask questions; a lot of questions. And we tell our prospect what our next steps are. Let me give you an example of what this may sound like:

PROSPECT: That sounds great, Lisa. Let’s move things forward.

LISA: George, I’m happy to hear that. May I ask you a question? When people say move things forward, they typically mean that they are ready to sign the agreement, pay the deposit and choose a start date for the project. Is that what you’re telling me you’re ready to do?

PROSPECT: Woah, no! I’m not ready to do that.

LISA: Thanks for the clarification, George. Can you help me understand what you see as the next step, when you say you want to move things forward?

PROSPECT: I need to bring two other people into the discussion and get their feedback. I’ll be talking to them shortly.

LISA: Ah, so there are other people involved in the decision process. Can we set up a meeting between the four of us, so I can answer any questions that your colleagues may have? How does next Thursday at 10 am sound? I can send a calendar invite to the participants so everyone has it in their calendar.

PROSPECT: Yeah, that should work.

I shudder to think of how much time (and money) I might have wasted writing up an agreement, creating an invoice and ordering materials, had I not clarified the prospect’s response.

From the prospect’s viewpoint, how might I be perceived when I send him an agreement, and deposit invoice prior to a final decision being reached? Would I be viewed as pushy, and possibly lose his trust? Quite possibly.

No mutual mystification means both parties know and understand what is going to happen next, even if it’s a decision not to buy and to end the relationship.

It’s easy for us to interpret messages and communications in ways that make us feel good and give us hope. I call that having “happy ears"— hearing what we want to hear, instead of what the prospect is actually saying. Eliminating mutual mystification builds trust and ensures that both parties have a clear of understanding what what’s going to happen next. BL

Lisa Von Massow is the owner and prinicpal of Sandler Training—Endurance Partners Inc.,

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BUSINESS LINK NIAGARA | AUGUST 2017

Canada’s Sesquicentennial NIAGARA SUCCESS STORY

August 2017

Edition 8

Niagara Falls Cemetery Services recognize Canada's veterans and war dead with the restoration of two Fields of Honour, the development of a new field of honour, and the installation of the Tomb of the Unknown Soldier

» Field

of Honour section four, July 2017.

A

BY SCOTT LESLIE

s Manager of Cemetery Services for the City of Niagara Falls, Mark Richardson is responsible for operating and maintaining 19 cemeteries in the Honeymoon Capital. When Mark first took over the position in 2011, however, he knew one of his biggest priorities would be updating Fairview Cemetery.

Located on 4501 Stanley Avenue, the 77.6-acre property is the main cemetery in Niagara Falls and the location of Cemetery Services’ administration and

operations. But according to Mark, there were two sections of Fairview Cemetery in particular that needed work.

THE FIELDS OF HONOUR "It's been on my mind since I joined Cemetery Services," he explains. "Over the years, there's been different methods of installing veterans markers, and the graves just weren't in keeping with the Commonwealth War Graves Commission and Veteran Affairs Canada's specifications."

RESTORATION AND IMPROVEMENTS TO THE FIELDS OF HONOUR Over the years, approximately 200 veteran and war dead graves have been established in the two Fields of Honour in Sections 4 and M at Fairview Cemetery.

In 2015, Cemetery Services began investigating the possibility of restoring the existing Fields of Honour—taking care of issues like making sure grave stones are perfectly aligned, level and 32 inches above grade.

Continued on CS 3

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August 2017

Canada’s Sesquicentennial

Snapshots In Time Take a walk down memory lane with these vintage views from Niagara’s distant past.

MAPLE LEAF MILLS For over a century now, one of Port Colborne's biggest industries has been sitting along the shores of Lake Erie―Maple Leaf Mills.

The mill first opened its doors in the fall of 1911 and would develop into one of the biggest flour mills in Canada, particularly with its prime location at the mouth of the Welland Canal. The operation would continue to grow as the years rolled on. Following the Second World War, a feed plant was built and an extensive warehouse was also incorporated into the site. But the expansions would be all for naught. In 1960, a massive fire ripped through the mill, killing one worker and injuring six others. Fortunately, the plant was rebuilt in a matter of 15 months, and was back in business. The Maple Leaf Mills name formally came to an end in 1997 when the plant was purchased by Archer Daniels Midland―an American food processing firm―and renamed "ADM Milling." The ADM Milling Company is now one of the largest mills in Canada, producing flour and baking mix, and supplying such major clients as Sobeys and Weston Foods.

ROBIN HOOD FLOUR MILL During the Second World War, Canada was ramping up its war production, and basic staples like flour were in heavy demand.

In order to do its part for the war effort, Robin Hood established a new flour mill in Port Colborne. With the Robin Hood Flour Mill―and the nearby Maple Leaf Mill―Port Colborne became the largest flour milling centre in all of Canada. Over the years, Robin Hood's branded grain silos would also become a well-known landmark to local residents, and freighters passing through the Welland Canal. But the property has changed hands several times in recent years. In 2004, the Robin Hood plant was taken over by the J.M. Smucker Company and sold to Horizon Milling two years later. In 2008, Horizon Milling shut the facility down altogether and it was purchased by Riverland AG the following year. Riverland would go on to completely revamp the property, converting it into a storage terminal for shipping and receiving grain. Although the plant no longer produces flour, its grain elevator can hold 2.2 million bushels of wheat coming in from places like Toronto, Goderich and Chatham.

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INTERNATIONAL NICKEL COMPANY In the 19th and early 20th centuries, nickel began to take off as a base metal for coins. In order to capitalize on that demand, the International Nickel Company (Inco) was formed in New York City in 1902. The firm would eventually establish a new refinery in Port Colborne in 1918, attracted by the lure of affordable electricity from nearby Niagara Falls. For years, Port Colborne's 360-acre Inco plant was the largest nickel refinery in the world, sporting a management building, club house, recreation hall and a massive 360-foot smoke stack―one of the largest chimneys in Canada, and a recognizable landmark that would help guide lake freighters towards the Welland Canal. The Inco firm as a whole would also experience a huge boom during the Second World War, when its plants in Port Colborne and Sudbury supplied nearly 95% of the Allies' nickel requirements.

In 2006, however, Inco was bought by Companhia Vale do Rio Doce (CVRD)―a Brazilian mining corporation. Now known simply as "Vale," the Port Colborne plant has downsized in recent years, employing about 170 workers―down considerably from its peak of over 2,000 workers back in the 1950s.

Canada’s Sesquicentennial

August 2017

A TIME TO REMEMBER

Âť Construction

of the memorial for the Tomb of the Unknown Solider, July 2017.

Continued from CS 1

That potential became a reality in 2017 when capital funding for the project was approved by Niagara Falls City Council. To date, row foundations have been installed and all the existing upright

monuments have been removed and re-installed upright at the proper level and alignment. New upright monuments have been placed on formerly unmarked graves as well as gravesites that were previously marked with a flat monument. (All damaged monuments have also been completely replaced.)

In addition to the restoration and replacement work, the landscaping of the two Fields of Honour is being improved and the associated Flag Gardens have been redeveloped with the addition of an irrigation system and new flag poles.

The project will also see the planting of a Vimy Oak at each of the Fields of

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August 2017

Canada’s Sesquicentennial

» Tomb

of the Unknown Soldier design concept, March 2017.

Honour. These Vimy Oak saplings are descended from acorns taken from the battlefield of Vimy Ridge in northern France where Canadian forces suffered over 10,500 casualties in April of 1917 during the First World War. The restoration of the Fields of Honour is not something Cemetery Services has undertaken on its own. Several stakeholders and contractors have been enlisted to work on the project. For months now, Cemetery Services has been working in tandem with Veterans Affairs Canada, Last Post Fund and the Commonwealth War Graves Commission to ensure that all restoration work is done according to their guidelines and standards. The monument restoration work itself is being undertaken by Anderson’s Cemetery Contracting in Stratford while the new monuments are being designed and supplied by Campbell Monuments in Belleville.

THE TOMB OF THE UNKNOWN SOLDIER Restoration of the existing Fields of Honour work was just part one of a larger initiative. The second phase of the project included the design, development and installation of a new and larger memorial for Niagara’s Unknown Soldier.

For years, the grave of the Unknown Soldier was located in the Field of Honour in Section M and marked by a flat stone.

This past fall, however, a number of veterans pointed out the tomb’s modest appearance to Niagara Falls MPP Wayne Gates during the annual Parade for the Unknown Soldier. Wayne consequently sent a letter to the City of Niagara Falls recommending that the municipality build a much more substantial memorial to pay tribute to the Unknown Soldier. Cemetery Services soon picked up the cause. He felt we needed to do something more here so it’s turned into a much larger project,” Mark explains.

At first, Cemetery Services had planned to install an upright monument on the existing grave as part of the res-

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Canada’s Sesquicentennial

August 2017

toration efforts. Instead, a local project team was formed with representatives from the Niagara Falls Legions, the Lincoln and Welland Regiment Foundation, the Order of St. George and Morse & Son Funeral Home. The team soon decided to establish a much larger memorial on an island located in the middle of the two Fields of Honour. The design of this new memorial was been based on the Canadian Tomb of the Unknown Soldier located in front of the National War Memorial in Confederation Square in Ottawa. The new Tomb of the Unknown Soldier will be above ground and centered on a memorial plaza with interlocking stones forming the sign of the cross, highlighted by a red poppy. It will also feature a monument with the inscriptions: "Lest We Forget" and "At the going down of the sun and in the morning, we will remember them."—an ode taken from English poet Laurence Binyon's 1914 work "For The Fallen." The area will include memorial gardens and sponsored memorial benches as well as two Vimy Oak memorial trees which were donated by the Royal Canadian Legion—A.C. McCallum Branch 479.

In addition to the project team, Cemetery Services has received valuable input and investment from several companies and organizations on the design and layout of the Tomb of the Unknown Soldier. These include the Lincoln and Welland Regiment Foundation the Niagara Falls Legions (the A.C. McCallum Branch 479, Chippawa Branch 396 and Niagara Falls Branch 51), the British Canadian Veterans Association, the Order of St. George, Ground Aerial Maintenance, and Morse & Son Funeral Home—not to mention Kirkpatrick Monuments, and Campbell Monuments.

DEVELOPMENT OF A NEW FIELD OF HONOUR At Fairview Cemetery, its two Fields of Honour are currently at full capacity and the cemetery has been placing new military graves throughout the property. As a result, it was determined that a new Field of Honour would be a fitting addition to the restoration of the existing Fields of Honour and development of the Tomb o f the Unknown Soldier.

Located next to the newly-developed memorial for the Unknown Soldier, this third Field of Honour will have 200 new graves reserved for those who served in the Canadian military. The new Field of Honour will also be flanked by two additional Vimy Oaks and memorial benches will be available for sponsorship.

» Memorial

for the Tomb of the Unknown Soldier, August 2017.

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Canada’s Sesquicentennial

A MONUMENTAL ACHIEVEMENT Since these cemetery projects were first initiated, work has progressed smoothly. To date, all of the hard and soft landscaping work has been completed. The upright monuments have been removed and re-installed or replaced, and precast concrete monument bases have also been installed. Other features like lighting and irrigation fixtures have been added and all the flowers and shrub gardens have been planted. (The only real work left is the planting of the Vimy Oaks and the installation of the crypt that will serve as the Tomb of the Unknown Soldier.)

Niagar Falls Cemetery Services plans to have all its work completed in advance of the annual Parade for the Unknown Soldier. This year’s event will also serve as a funeral for the re-interment of the Unknown Solider, and an official unveiling of the restoration work. Representatives from all three levels of government have been invited to the event which will take place on Saturday, September 16th at 10:30 a.m. and is open to the public.

Mark is hoping that the restoration of the existing Fields of Honour—and the development of a new Field of Honour and the Tomb of the Unknown Soldier—will help bring a renewed sense of appreciation and understanding to

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Canada’s Sesquicentennial

August 2017

they’re recognized and respected for the price they paid so that we can enjoy the freedoms we often take for granted."

For more information on donations and sponsorship opportunities regarding these Fairview Cemetery projects, please contact Cemetery Services at 905-354.4721.

» Memorial

bench, August 2017. Sponsorship opportunities available.

this sometimes overlooked section of the Fairview Cemetery.

The renovations are also taking on added significance this year with Canada’s 150th anniversary. Canada will also be marking the 100th anniversary of the cessation of hostilities in Europe and the end of the First World War in 2018.

With milestones like these, Mark says there’s no time like the present to remember the sacrifices of our armed forces.

"Three of my grandparents were in the military and two of them served overseas," he says, "so I have both a personal and professional attachment to the project. But it’s important for all of us to celebrate our veterans and those who gave their lives in service. We want to make sure

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Canada’s Sesquicentennial

August 2017

A SESQUICENTENNIAL TIMELINE Here are some noteworthy events from Canada’s illustrious past―and our region’s own remarkable history.

Atlas Steels sells its office building on East Main Street in Welland to the City for $80,000. The property becomes the new site of Welland City Hall.

1958 Canada’s First Nations people are given the right to vote in federal elections.

Canada launches the Alouette I satellite into space to study the ionosphere, becoming the third country in space after Russia and the U.S.

1960

The Shaw Festival Theatre is established in Niagara-on-the-Lake to perform the works of George Bernard Shaw. It eventually becomes the second largest repertory theatre company in North America.

1962

Brock University opens in September and holds its initial classes at the St. Paul Street United Church in St. Catharines while work is being completed on its Glenridge Campus.

1964

Lacking an official flag, the federal government introduces a new national flag to replace the British Union Jack.

1965

Construction is completed on The Skylon Tower in Niagara Falls.

The 150 metre observation tower becomes the tallest structure in the Niagara area.

1966 The Canada Pension Plan is introduced.

Celebrating the 150th Anniversary of Canada's Confederation and the 58th Anniversary of the St. Lawrence Seaway Great Lakes St. Lawrence Seaway System contributes to over 98,000 jobs and $15 billion in business revenue within Canada

WWW.GREATLAKES-SEAWAY.COM/EN/SEAWAY/HISTORY

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COVER STORY

CONTINUED FROM PAGE 1

The "deconstruction" process has kick-started a whole new philosophy not to mention kicking me in the ass. I refer to this new mantra as: "Life. Simplified."

As an active contributor to the human race, I often find myself observing human behaviour. This process of radical simplification included downsizing from our four-storey Victorian villa to a quaint beach condo loft on the water front.

In creating this new "simplified mindset" Angela (my life partner) and I decided to streamline our furniture. Think about the spaces that you spend most of your time in.

I've come to the realization that there are a few basic spaces that every human being requires: Live, Cook, Create, Rest and Reflect.

IKEA seemed like the appropriate choice to satisfy the styling of these essential spaces.

If you truly want to observe the human condition then immerse yourself in an IKEA environment on a rainy Saturday afternoon.

I've often shared with audiences that IKEA is a superb model of retail innovation. Think about it.

is to model others that have already paved the way.

Through a painful process I quickly discovered that

They get you to assemble the furniture. It's simply brilliant. Not to mention they keep you captivated with the use of 50 cent hotdogs and $1 dollar ice cream cones.

If you've ever found yourself navigating the IKEA showroom maze, you may feel a bit like Alice in Wonderland desperately trying to make your way out.

There are four life lessons I've deduced from my recent IKEA travels that I would love to share with you. This experi ence has revealed some really great treasures. I've discovered that every opportunity can be seen as a powerful teaching if we choose to look at it that way. So, let's begin.

tossing out the instructions carefully conceived by IKEA designers leads to a series of unfortunate events.

Not to mention a cornucopia of "unused parts." I found myself rationalizing (rational lies) that these "unused parts" were simply extra pieces unconsciously added to my package. This may have temporarily satisfied my "ego" until I witnessed the shiny new bunk bed collapsing as a result of the missing fasteners.

No matter how daunting and overwhelming your journey may seem just breathe and take one step at a time. Follow the directions and soon you will behold your masterpiece.

L I F E L E S S O N N O .1 : S TAY O N T H E P AT H .

Traversing an IKEA store one will quickly observe that there is no "linear path" to the end prize. There consists a series of openings and doorways to disenchanted lands inviting you to take an easier path to the end of the rainbow.

Within IKEA, these "divergent gateways" are referred to as "short cuts" to the promise land. When in actual fact this "way finding" seems to loop you around in circles. You may even find yourself back to the starting point. Along the way you will be titillated with shiny plastic containers of all shapes and sizes that you have no clue what purpose they serve.

The key in life is to stay on the path with an inner-knowing that eventually you will arrive at your intended destination. Marvel at the wondrous journey that is your life. See every crossroad as an opportunity for you to choose what you wish to experience and how you want to live your one shiny life.

LIFE LESSON NO.3: ONE TOOL IS ALL YOU NEED!

What is the "one thing" that brings you tremendous joy? It's effortless for you and you could do it all day long. It's your joy, your bliss and it gets you leaping out of bed. I refer to it as your "passion."

I appreciate how IKEA has simplified the process for it's fellow human furniture assemblers with the use of one tool. They typically insert an "Allen Key" within every package. I love how this little metal device provides the right leverage to firmly secure all of your connections.

As human beings we seem to define ourselves as human doings. One damn thing after another!

We weren't built as multi-tasking super computers.

To read the full article please visit www.businesslinkniagara.com

Gerry Visca is the #Why Guy, a contributor to The Business Link, one of Canada's top inspirational speakers, the author of 14 books, including the hit seller: I Don't Know What the

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COACHING

Change Technology & You DENNIS O'NEILL

O

rdinary change. The word "change" often turns people off. Most of us find change painful, awkward or unnatural. Who wants to change?

Change technology carries a different reaction. The term sounds scien-

tific. Something "scientific" sheds the emotion.

“SCIENTIFIC CHANGE TECHNOLOGY”

A good friend gifted me with the term “change technology.” At first I didn’t figure out why he called it that. Change requires altering a course or condition but change technology does more. With "change technology" you have to really understand what you are dealing with.

CHANGE FLIES AT US

Buckminster Fuller suggested in 1982 the knowledge doubling curve. He estimated that human knowledge was doubling every 18 months. Recently IBM predicted it will soon double every 12 hours. That knowledge surge forces change on us.

FOCUS OF CHANGE

As we hone in on any issue, change technology needs to ask... do we need change in… 1) what we do? or 2) what we know?

CHANGE IN UNDERLYING BELIEF

I have said that “every change requires a change in belief.” We first have to spot the belief on which the issue stands. Then correct or adjust that belief.

Now we determine what specific change needs to follow.

OUTCOME

In the words of Lao Tzu, the Chinese philosopher, “If you do not change direction, you may end up where you are heading.” What outcome comes from the current procedure? What outcome do you really want? What do you need to change to effect that outcome?

FACILITATING CONDITIONS IN CHANGE

D.P. Ely listed eight points in Journal of Research on Computing in Education, 298-305 (1990) and New Perspectives on the Implementation of Educational Technology Innovation. (1999) 1. dissatisfaction with the status quo 2. sufficient knowledge and skills 3. availability of resources 4. availability of time 5. reward or incentives 6. participation (involve stakeholders in decision-making) 7. commitment 8. leadership (with effective support)

The bottom line says….Change isn’t just about whacking something to death. It’s about a studied change-technology. BL

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SUCCESS STORY

LUCCHETTA HOMES Acclaimed custom home builder has been providing exceptional service and craftsmanship for almost 60 years.

The Lucchetta Homes team at the CHBA National Awards for Housing Excellence (left to right): Interior Designer Wendi Pelfri, Dora and Robert Lucchetta, Ed and Brenda Lucchetta, and Director of Sales & Marketing Kim Kopyl.

SCOTT LESLIE

S

ometimes, all you need is a winning idea. Ugo Luchetta had just that when he first arrived in Canada back in 1958.

In those days, Ugo was an exceptional craftsman and woodworker, having spent years learning the furniture making trade back in his native Italy. But he longed to be an entrepreneur and moved to Canada to pursue his dreams. In a matter of months, Ugo would lay down roots in Welland and set up his own business—a modest construction firm known as Lucchetta Homes.

Over the next several years, Ugo would quickly learn the art of home construction and began building country houses throughout much of southeastern Ontario. As time wore on, Ugo and his team of highly-skilled designers and tradesmen would create some of the finest homes in the province. But the company would also grow to include a second generation.

When they were kids, Ugo’s sons Rob and Ed would often help their father out on various job sites, doing everything from doing clean-up work to finishing carpentry. The two of them eventually went on to college, receiving technical training in building science and architecture before joining the family business full-time in the 1990s.

Sadly, Ugo passed away in 2016—but Rob and Ed continue to use the same principles their father instilled in them for many years. Values like quality, fine craftsmanship and excellent customer service.

“We take great pride in the luxury homes we build,” Rob says. “We put our heart and soul into every one as if it were our own.”

A PLACE TO LIVE, A PLACE TO LOVE

These days, Lucchetta Homes is a leading custom home builder, having built numerous luxury estate homes across the Niagara Peninsula. But the firm has also carved out a solid reputation for itself as a community developer.

The biggest example is the Residences at Hunters Pointe—a townhouse and single-family home development located on 300 Daimler Parkway in Welland, overlooking the Welland Canal.

One of the premier active lifestyle communities in Canada, this development currently boasts 500 homes, ranging in size from 1,405 to 1,680 square feet.

Each home features open concept layouts, oversized windows and attractive design accents. The development has a 14,000-square foot community centre on-site with a fully equipped gymnasium, library, swimming pool, hot tub, tennis courts, horseshoe pits and other amenities like fitness classes, personal trainers and registered massage therapists. Hunters Pointe also offers year-round lawn mowing and snow blowing services.

“We’re always on the lookout for interesting and unique and locations with natural surroundings and amenities close by,” Ed says of their communities. “In certain communities, where there are a lot of children for example, we’ll even do things like build a playground into the streetscape.”

Since it opened back in 2005, the Residences at Hunters Pointe has received rave reviews from residents and home builders alike for its innovative construction and superior design. Lucchetta Homes has even opened up a Phase 2 and Phase 3 to the development to keep up with the growing demand.

But the Lucchetta family hasn’t stopped there.

This fall, Lucchetta Homes is poised to take its business even further with the launch of its Davis Heights development—a private enclave of 36 luxury townhouses located on Haist Street in Fonthill, north of Regional Road 20. Surrounded by Carolinian forest, this unique development offers many fine touches including limestone accents, extensive landscaping, and fine detailing inside and out—and is ideal for homebuyers and empty nesters alike.

Lucchetta Homes also has a third development on the go called Ryan’s Grove on Tanner Drive in Fonthill. Named after Walter Ryan, an organic farmer who originally owned the property, this community features 25 luxury townhouses and single family dwellings ranging in size from 1,600 to 2,140 square feet. Although the development is currently sold out, the Lucchetta family is hoping to build further homes on the property in 2018.

“Our homes are of superb quality, superseding most on the marketplace,” Rob explains. “We make sure our communities are well thought out to meet the needs of our demographic, and respect their natural surroundings.”

Green building has also become a critical component to their developments in recent years. In 2016, the company built the very first Net Zero Ready home in Canada at its Hunters Pointe development

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according to the CHBA Net Zero Ready labeling program and has begun using the same principles in all its units. Net Zero Ready homes are designed to use 87% less energy than the average house and incorporate several energy-saving features including the Owens Corning Air Barrier System and Dashwood triple pane windows.

“We pride ourselves on being leaders in energy conservation,” Rob says. “We’ve been certified R2000 home builders since 1992, and enjoy being able to offer our customers the choice of having tomorrow’s building technology today.”

towards the Princess Margaret Cancer Centre in Toronto—one of the leading cancer research hospitals in the world—to support their various cancer research and treatment initiatives.

An avid cyclist, Rob says the Enbridge Ride to Conquer Cancer is a cause that really hits home with the Lucchetta family.

“Cancer has hit our family hard over the last few years,” he says. “Over time, we lost my dad and my uncle to this deadly disease—but their spirit and values live on with us each day.”

A HELPING HAND

Over its long history, Lucchetta Homes has received countless awards for its pursuit of excellence. Back in May for instance, Lucchetta Homes received the Canadian Home Builders’ Association (CHBA) award for Best Community Development of the Year for the Residences at Hunters Pointe—the first time that a builder from Niagara has ever won CHBA’s prestigious award.

But the new CHBA award is just one of several accolades Lucchetta Homes has received from its peers in the industry. At the Niagara Home Builders’ Association’s 2017 Awards of Excellence, Lucchetta Homes was named Builder of the Year and also won awards for Best Website, Excellence in Green, and Most Outstanding Production Home Over 1,800 Square Feet for its Bristol model at Ryan’s Grove.

For almost six decades now, Lucchetta Homes has been built on a solid foundation of quality and craftsmanship. But Rob says their principles go one step further than that—and always will.

“We invest in building commercial properties and communities that are more than just homes,” he says. “We build neighbourhoods with character.” BL

50

YRS

CONGRATULATIONS LUCCHETTA HOMES

ON 50 YEARS IN BUSINESS!

S I M P LY T H E B E S T

When it comes to the community, Lucchetta Homes is committed to taking its commitment to another level. In recent years for instance, the company has partnered with Scouts Canada on the Welland River Environmental Project. Here, Scouts Canada builds over 50 birdhouses each year to protect a variety of tree swallows, blue birds, wood ducks and owls— and Lucchetta Homes donates all the necessary materials for their construction. The Lucchetta Homes team also works in conjunction with Scouts Canada, the Niagara Peninsula Conservation Authority, and the Welland River Keepers to install these birdhouses in the most appropriate locations.

“Protecting and preserving our environment is of utmost importance to us,” Rob says. “We’re simply contributing our time and efforts to ensure our surroundings are sustainable for generations to come.”

On a personal level, Ed often spends his time outside of work coaching various children’s soccer and hockey teams in the Welland area. In addition to teaching local athletes, Ed is an active member of the Niagara Home Builders’ Association and sits on the board of directors and programming committee.

In Rob’s case, he recently participated in the annual Enbridge Ride to Conquer Cancer—a two-day, 200-kilometre cycling event that runs from Niagara Falls to Toronto and involves thousands of cyclists every year. All proceeds from the fundraiser goes AUGUST 2017 | BUSINESS LINK NIAGARA

Lucchetta Homes is located on 402 Rice Road in Welland.

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For more information, call 905.732.2658, email sales@lucchettahomes.com or go to www.lucchettahomes.com.

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COMMUNITY

Finding Peace in Nature SANDRA VLAAR INGRAM

F

or nearly ten years, Terry Hill has stopped by The Stabler Centre on December 5th with bud vases of red roses for every room. It’s just one of the ways he honours his beloved wife, Anne, who passed away there at the age of 49, on that day in 2007.

“Annie used to bring flowers to the hospital and give them out to people there,” remembers Terry. “It’s such a small thing, but I’ll always do it.”

Terry vividly recalls the experience his family had at The Stabler Centre during Anne’s eight day stay.

“From the moment we got there, we knew we were in the right place,” says Terry. “While Annie was in hospice care, I was able to just be her husband again.”

When Terry wanted to sing "Amazing Grace" to his wife, but couldn’t remember the words, a kind nurse looked them up and then joined him at Anne’s bedside to sing.

“The nurse had the voice of an angel,” says Terry. “It gave me goosebumps, and it is a highlight of my life that she did that for Annie.”

Since Anne’s death, Terry has found solace in hiking; and the sense of simple calmness that comes with getting outside, amongst natural surroundings.

He reflects on the peace and tranquility he has discovered while walking in the local forests and wants to share that with others. Terry is volunteering now with Hospice Niagara to coordinate weekly Mindfulness Hikes.

The Mindfulness Hikes are an opportunity for bereaved individuals to connect with nature, embrace solitude and be mindful of their natural surroundings. In Japan, this is referred to as shinrin-yoku or “Forest Bathing.” It has nothing to do with water, and is more than hiking for exercise. It incorporates the intake of nature and its surroundings with the focus on peace.

For Terry, it’s his way of giving back to the place where he and his family found comfort.

“I can’t say enough good about the residential hospice,” says Terry. “It is a place where people go to live a better quality of life with more dignity until their death."

Registration is required for all bereavement programs. For more information or to register, please contact Melissa Penner, bereavement specialist at 905.984.8766 ext. 233 or mpenner@hospiceniagara.ca.

BL Hospice Niagara focuses on improving the quality of life for people living with life-limiting illnesses, death, dying, grief and loss. We rely on community support to provide these programs and services at no cost. Call 905.984.8766, email info@hospiceniagara.ca or go to www.hospiceniagara.com.

Stay connected through Facebook, Twitter and sign-up for our eNewsletter.

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I N N O VAT I O N INSIGHTS #SocEntSWO

JENNA MARINO AND CHRIS JANZEN

T

he Ontario Government recently announced its strategy to accelerate the growth of Ontario’s social enterprise sector. Great news! But first, what’s a social enterprise? And second, what does this mean for Niagara? The following insights aim to explain what a social enterprise is, why it’s important, and what Innovate Niagara is doing to be part of the movement.

A social enterprise can be a non-profit or for-profit organization that applies commercial strategies to maximize improvements in human, economic and environmental well-being. The key distinction between a social enterprise and a Corporate Social Responsibility strategy (CSR) is that a social enterprises’ core mission is to do good and this intent is embedded into their business model, whereas a CSR strategy seeks to minimize the harm done as a result of their work, while not compromising the pursuit of profits. Social enterprises begin with the intent to do good above all; all actions and decisions are made with the core social mission in mind. It is also important to note that when it comes to sustainability, these enterprises function

like all businesses: they must generate revenue to continue to do the good work that they do.

The social enterprise sector has a positive effect in Ontario by creating jobs, growing entrepreneurs, protecting the environment, empowering Ontario’s most vulnerable residents, reducing poverty, among other impacts. It is all around good for business. Innovate Niagara is a founding member of the Social Enterprise Southwest (https:// www.sesw.ca) partnership, which includes partners from London, Windsor and Huron. This partnership will provide tools, resources and support to social enterprises and social-entrepreneurs across South-Western Ontario.

Along with our partners we will be sharing our knowledge, resources and tools to support and encourage outhwestern Ontario’s social economy. This project is funded by the Ontario Ministry of Economic Development and Growth, as part of the Ontario government’s strategic investments in social enterprises. Aside from this partnership,

Niagara has its own advocacy group for social enterprises. Social Enterprise Niagara is an independent group who is committed to finding creative and sustainable solutions to the world’s challenges by creating profitable, purpose-driven social enterprises.

Do you think you might be a social enterprise? Are you thinking about starting a social enterprise? If so, connect with us for an in-person meeting.

Or, spread the good word using our hashtag #SocEntSWO on all social media platforms.

powered by

Jenna Marino works as Innovate Niagara’s program coordinator and is leading this Social Enterprise initiative.

Contact her at jmarino@innovateniagara.com Chris Janzen works as Innovate Niagara’s senior

powered by

business analyst and is Innovate Niagara’s Social Enterprise coach.

Twitter: @InnovateNiagara Instagram: @innovateniagara www.innovateniagara.com. @innovateniagara

Every family has a story to tell.

That’s where we come in…

Do you have a family-owned and operated business? Or have some expert advice you’d like to share with the Niagara and Greater Hamilton business communities? If so, we’d like to hear from you. With our All in the Family Magazine, we can profile your business, share your expertise or help you explore a wide variety of advertising opportunities. Contact us today. The story is yours to tell.

Be a part of our 2017 issue. Call one of our marketing experts today.

905.646.9366 | info@businesslinkmedia.com | www.allinthefamilymag.ca 28

BUSINESS LINK NIAGARA | AUGUST 2017

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COMMUNITY

MAINSTREAM THANKS YOU "FORE" YOUR GENEROUS SUPPORT KEVIN BERSWICK

S

t. Catharines Mainstream Non Profit Housing Project and Mainstream: An Unsheltered Workshop are separately incorporated and operate specific and unique programs that together take a person centred approach to service delivery. The two organizations share a common mission, “to improve the quality of life for people with a developmental disability by providing a supportive environment that strives to empower individuals with the necessary skills and confidence for lifelong learning and growth.”

While meeting this mission, the two organizations referred to as Mainstream share a Board of Directors, senior management and offices.

Mainstream: An Unsheltered Workshop was established in 1984 in response to a community need for alternative day programming for individuals with borderline or mild developmental disability. Initially the organization operated a Laundromat with one paid staff and 8 clients. Today the organization has grown to support over 200 individuals with a broad spectrum of needs through our Resource Centre and Options Niagara: A Foundations Initiative Programs.

The organization receives funding from the Ministry of Community and Social Services and The United Way of St. Catharines and District.

St. Catharines Mainstream Non Profit Housing incorporated in 1988, currently operates 22 programs funded by the Ministry of Community and Social Services. The Supported Living Program offers 24 hour support and affordable accommodation for 15 individuals. The Supportive Independent Living Program assists 41 people to live independently in the community.

Today Mainstream is accredited by FOCUS Accreditation and meets all MCSS Developmental Services Compliance measures. The organization employs 57 people who provide the necessary supports and assistance for the 250 program participants to realize their potential and become contributing members of our community.

Mainstream held their 12th Annual Charity Golf Classic on June 5th at the St. Catharines Golf and Country Club. With the help and support of our Tournament Partner, RBC Dominion Securities Ratkovsky Wealth Management and all the amazing sponsors, golfers and volunteers the tournament’s proceeds exceeded $35,000!

We would like to recognize and thank our valuable community contributors for their generosity! The proceeds from the event will directly benefit Mainstream’s program

AUGUST 2017 | BUSINESS LINK NIAGARA

participants and provide them with further opportunities to participate in their community and realize their potential.

We would like to thank the following major sponsors: Brompton Funds, RBC Wealth Management Insurance, RBC Dominion Securities Ratkovsky Wealth Management, First Asset Management, RBC Wealth Management Adam Bosak, Horizon ETF, RBC Capital Markets, Sun Life, Harvest ETF, Fidelity Investments, Strathbridge Asset Management, Vesuvius, RBC Global Asset Management, BMO Global Asset Management, We would like to thank the following hole sponsors: Fly GTA, Manulife, Lancaster, Brocks & Welch LLP, Mountainview Homes, The Rudolph Family, Rudolph Law Firm, Buchwald Services, David Shapiro, Hainers Discount Tire & Auto, PenFinancial, Gail’s Gourmet Jams, Niagara Cleaning Supplies, Martin Sheppard Fraser LLP, Niagara Pines, CFS Canada, Baz Paving, Meridian Credit Union, Arthur J. Gallagher, Partridge Iggulden Accountants, and Garrett Insurance.

We would like to thank the following silent auction sponsors: VIA Rail, Fly GTA, Andrew Ratkovsky, Black & McDonald, CAA Niagara, Custom House Cigars, Edna Ayres, Embassy Group, FirstOntario Performing Arts Centre, Gail’s Gourmet Jams, Goodlife Fitness, Hockey Hall of Fame, Lily’s House on the 12, Maple Leaf Sports & Entertainment, Mainstream, Niagara Helicopters, Niagara Parks Commission, Niagara River Lions, Niagara Trailers, Optimal Wellness Niagara, Pacific Rim Brackets Ltd, Peter Mete-MGM Truffles Canada, Prince of Wales Hotel, RBC Global Asset Management, Safari Niagara, Sarah Hancox Photography, Sentineal Carriages, Shaw Festival, SkyZone Trampoline Park, Sud Forno Restaurant Toronto, Terroni Restaurant Toronto, Pen Centre, The Watering Can, Thorold Lumber, Victoria Batiste-Remax, Victorian Porch, and White Oaks Resort & Spa. We would like to thank the following for their in kind donations: Business Link Media Group, Joe Pilliteri, Henry of Pelham Winery, Gail`s Gourmet Jams, Kame & Kettle Beer Works, and Niagara Ice Dogs.

We would like to thank the following for their donations: Neighbourhood Pharmacy, RBC Foundation, Daniel Rankin, Tom & Betty Copping, Pete & Marg Conley, Alan Cimprich, Mary Lariviere, Jacob Dunkley and Dianne Ruggerio. BL

PROCEEDS EXCEEDED $35,000 Tournament Partner

MAJOR SPONSORS

For more information about Mainstream, contact Kris Akilie, communications and community development co-ordinator by emailing kakilie@mainstreamservices.com, calling 905.934.3924 x230 or going to www.mainstreamservices.com

THANK YOU! 29

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COMMUNITY

Caring for the Region by Striding for The General P R O V I D E D B Y H A M I LT O N H E A LT H S C I E N C E S F O U N D AT I O N

W

hy should you stride for The General? You should stride for patients like Bob, Joey, Gerry and Dave, four patients who survived their life-threatening conditions thanks to the specialized care they received at Hamilton General Hospital and the Regional Rehabilitation Centre. They have been chosen to represent patients from across the region as 2017 Strides for The General Patient Ambassadors.

On Saturday, September 16th, Bayfront Park in Hamilton will be a hotbed of activity as participants from throughout south-central Ontario bring Strides for The General to life.

This annual event, currently in its seventh year, raises funds to support priority needs at Hamilton General Hospital and the Regional Rehabilitation Centre.

Since the inaugural Strides for The General in 2011, the 5K walk, as well as the timed 5K and 10K runs, have raised funds to purchase nearly 40 pieces of lifesaving equipment. This has made a real difference in the lives of so many people, including the Patient Ambassadors themselves.

For Ambassador Bob Nedelko of Vineland, his patient journey began when he was opening his Burlington No Frills store in 2016. Bob suddenly blacked out and collapsed. His heart stopped and a bread delivery driver performed CPR until the ambulance arrived. Bob underwent a minimally invasive procedure for a brain aneurysm, and he underwent therapy for two months in the Acquired Brain Injury Program at the Regional Rehabilitation Centre.

AUGUST 2017 | BUSINESS LINK NIAGARA

of the two heart conditions was particularly dangerous and made each condition difficult to diagnose. She was fitted with a defibrillator, which she credits for saving her life.

Ambassador Dave from Waterloo suffers from cardiac sarcoidosis, a rare auto-immune disorder that causes white blood cells to attack the heart.

The disease, which can be fatal, is notoriously difficult to diagnose and often remains undetected until autopsy. Thanks to the specialized expertise of the cardiology department and the availability of advanced diagnostic testing, Dave’s condition was properly identified and he is being treated with various medications to reduce heart inflammation and suppress an overactive immune system.

From Niagara Falls and Brantford to Kitchener-Waterloo and Burlington, patients and families have many reasons to stride for The General and support health care for themselves and their loved ones.

Home to the leading cardiac surgery program in Ontario, Hamilton General Hospital is renowned for its cardiac and vascular care, trauma and burn treatment, stroke and neurosciences, and rehaAnother Ambassador is Joey Hackett, who was working at a construction site when he was crushed by a two-tonne grader. He suffered internal bleeding from a severely crushed pelvis, a shattered ankle and various internal injuries. Joey persevered with his physiotherapy and occupational therapy. After spending almost two months in the hospital, Joey was discharged and returned home to his family. He is currently undergoing physiotherapy at the Regional Rehabilitation Centre.

Ambassador Gerry Everett from Ridgeway found herself frequently out of breath and exhausted. Her doctor told her she had asthma and prescribed an inhaler, but it did not help. She was transferred to Hamilton General Hospital, where it was found that she was suffering from both heart arrhythmia, an irregular heartbeat, and tachycardia, an unusually fast heartbeat. The combination

bilitation programs. The site is home to Ontario’s highest-volume integrated stroke program and it houses an intensive rehabilitation centre. Also located at the Hospital is the Regional Rehabilitation Centre, which provides intensive therapy for patients recovering from stroke, acquired brain injury, amputation or spinal cord injury. BL Funds raised from Strides for The General support the care of patients like Bob, Joe, Gerry and Dave every day. You can make a real difference in the lives of patients and families throughout south central Ontario by registering, fundraising and supporting Hamilton General Hospital Foundation. Visit www.hamiltonhealth.ca/strides and take that important first step for outstanding health care in the region.

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