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Uteck Speaks Out They’re back, but not everyone is feeling the love Page 4

October 2010 • Vol. 25, No. 05

News

Columns

Special Ad Features

Research & Technology . . . . . . . . . . . . . . . . 6 Transportation & Tourism . . . . . . . . . . . . . .8 Service, Retail & Trade . . . . . . . . . . . . . . . . .9 Resources & Manufacturing . . . . . . . . . . .10

Exit Planning . . . . . . . . . . . . . . . . . . . . . . . . .3 Uteck Speaks Out . . . . . . . . . . . . . . . . . . . . .4 Workplace Wellness . . . . . . . . . . . . . . . . . . .8 Business Insight . . . . . . . . . . . . . . . . . . . . . .9 Success in Sales . . . . . . . . . . . . . . . . . . . . .10

Halifax Christmas Decor . . . . . . . . . . . . . .12 PRDA . . . . . . . . . . . . . . . . . . . . . . . . . . .13-16 Waste Reduction Week . . . . . . . . . . . .17-19 Mi’kmaq History Month . . . . . . . . . . . .20-23 Small Business Week . . . . . . . . . . . . .24-28

What changes are needed to make life easier for small businesses in Nova Scotia and help them succeed?

25 YEARS OF BEING NOVA SCOTIA’S LARGEST CIRCULATED MONTHLY BUSINESS PUBLICATION

Nova Scotia’s largest circulated monthly business publication

By Richard Woodbury

Paul H. Grimm President of Springvale Nurseries, Berwick

Jacqueline Holmes Owner of Rising Tide Expeditions, Gabarus

Jeff Brown Owner of Alpha Computer, Truro

Amilyn Kearney

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C E L E B R A T I N G

Do small businesses have a fighting chance against today’s challenges?

We’ll hear from...

Check out

NOVA SCOTIA

Unweaving a tangled web

This month’s View from The Corner Office question is:

Co-owner of Belisana Springs Integrative Therapy, Sydney

BUSINESS JOURNAL

Photo of Kitty Baxter, co-owner of Steamboat’s Convenience, by Darrell Cole/The Amherst Daily News

When a second gas station in Amherst announced it was closing its doors due to the border gas wars with Brunswick, it raised a red flag that could not be ignored by small businesses and communities across Nova Scotia. John and Kitty Baxter, the owners of Steamboat’s Convenience, blamed the closure of their business on the difference in gas prices between the two provinces. “We really tried to make it work, but when there’s such a huge gap in the price of gas there’s no way we can compete,” told Kitty Baxter in the Amherst Daily News. “I’m really disappointed with what has happened, but more than that I’m pretty frustrated because it appears as though this government really doesn’t care about Amherst.” The Baxters’ decision to close came just a couple of weeks after Co-Op Atlantic announced its gas station on Lawrence Street would be shut down, citing the same issues. Unfortunately, the challenges which ultimately sealed the fate of these gas stations mirror what many other small businesses across the province are facing today. Small businesses are an important employer in the province. Small businesses with fewer than 50 employees represent 97.4 per cent of the province’s approximately 54,000 businesses and employ almost 29 per cent of the total number of workers in Nova Scotia, according to data from Statistics Canada. StatsCan also reveals

that the number of self-employed individuals topped 60,000 in Nova Scotia last year. Every October, Nova Scotia pays tribute to small businesses and the important role they play in our society and economy during Small Business Week. While it is a celebration of small businesses, it is also seen as an opportunity to raise awareness of the challenges they face. “Creating an environment where small business can thrive is vital, but, quite frankly, we haven’t done all that we can do to make that happen,” says Charles Cirtwill, president and CEO of the Atlantic Institute for Market Studies. Cirtwill has been involved in public policy discussions for the last 20 years and he says things are worse today. “We know our taxes too high, we know our red tape is too intense, we know we are not helpful to our small businesses, yet we continue to do the same things year in and year out,” he says. With the election of the provincial NDP last year, there was hope for change. The party was elected on the promise of making life better for Nova Scotians. Unfortunately change doesn’t happen overnight and many say the challenges facing small business are an accumulation of things years in the making. “It’s much tougher, way tougher,” says Lawrence Sawler of Glyda’s Fruit and Vegetables in Western Shore. “There’s no ifs, ands, or buts about that.” Glyda’s has been in operation for almost 30 years. Sawler says the recent minimum wage increase is only one aspect making it tougher to make a profit. Finding qualified staff is another problem. Continued on page 3


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October 2010, Nova Scotia Business Journal

View from the Corner Office Compiled by Joanie Veitch

THE QUESTION: What changes are needed to make life easier for small businesses in Nova Scotia and help them succeed?

Paul H. Grimm President of Springvale Nurseries, Berwick

Jeff Brown

In our region it seems that not enough importance is placed on the socioeconomic contribution provided by the entrepreneurial community. Entrepreneurs risk all in the dream of making a good living and building something worthwhile and lasting, but in our region it seems real access to local markets is impeded by lack of political will supporting local enterprise, ambivalence by the consumer and centralized purchasing by the corporate giants. What can be done? More dialogue within provincial and municipal government to specific policy in contract specs requiring the consideration of local sources and increased public demand for local supply.

To help small businesses in Nova Scotia succeed, we need to increase their visibility throughout the world. Business is no longer just local. It has gone international. Many businesses are realizing this. Businesses in Nova Scotia need to be equipped with the skills to engage new customers in other regions around the world. New opportunities are presenting themselves to business and they need to know how to market to this new marketplace. As a province, we need to make sure that businesses get the training and skills they need to do business farther out.

Owner of Alpha Computer, Truro

Jacqueline Holmes Owner of Rising Tide Expeditions, Gabarus

Amilyn Kearney Co-owner of Belisana Springs Integrative Therapy, Sydney

The Government of Nova Scotia needs to address the needs of the rural areas of Nova Scotia by rejuvenating small communities and their small businesses. Rural communities are suffering from the inability to attract and retain young people, a situation which hampers businesses' ability to recruit staff as well as limits the local customer base for these businesses. Infrastructure — including roads, schools and community recreation and education centres — needs to be maintained or bettered. Government programs need to cooperate and cross-pollinate, combining their portfolio interests in real ways to meet the needs of local communities and the businesses they start, support and grow.

A large concern for many small businesses is the high cost of renting commercial space. Entrepreneurs are often forced to spend monies that may otherwise be used on expansion efforts, product production or staffing. In some cases, this means that the small business owner becomes the primary asset of the business — running the daily business and/or providing services — instead of developing the business into a viable asset one owns. In such cases, one might wonder why not just be an employee? More co-operative commercial properties in Nova Scotia could be helpful.

What Daily Business Buzz readers have to say... Paul Beasant: Oh, where to begin! Decreased bureaucracy… decreased taxes/fees… provide meaningful support through government and pseudo-government agencies. There is too much “cheerleading” going on and not enough people actually in the game. Rip the oligopoly away from the chartered banks — maybe with increased competition, lenders will stop taking this sector for granted. Get more regional cooperation, less insular pettiness (in the tourism sector, for example). Dan Joseph: Taxes are a big one. If you need to raise your prices by three per cent to “hopefully” maintain an eight per cent profit margin, this hurts quite a bit as customers only analyze the bottom line. HST has increased two per cent.

There should be an offset program to help small business and the jobs they create. Minimum wage and payroll costs are another that quickly eat into the eight per cent. It won’t be long before operating small business is no longer worth the effort necessary to succeed. RC: We need a public service that works for us, instead of against us. Right now, at all three levels of government, civil servants try to put every possible roadblock in the way. We are over governed and over regulated. Austyn: A pressing problem related to small business is the pressure on those businesses in the downtown core who, along with everything else, have to subsidize the suburban sprawl

policies of government. The economic survival of our downtowns is dependent upon a reversal of the current policies of all levels of government who promote suburban sprawl. Remove 80 per cent of the income generated by small business in our downtowns towards taxation and the urban economy will crash. Take out the hub and watch the wheels fall off. It is only a matter of time. Giles Crouch: We require tax reduction to help with attracting foreign direct investment, we need a program to help new immigrants engage with small businesses, and we must work closely with small business on retaining youth to work here after college or university.

Darryl Wile: Being in the tourism industry for the last 14 years, instead of the situation getting better it has only become more fragmented. Instead of buying a license and having every associated function covered, we have to have a membership in a dozen different organizations. The government is actually in the business of tourism as they get a huge amount of revenue from tourism but they are not prepared to pay their share as any other business takes a percentage of their revenue to cover their advertising. The government expects us, the operators to pay their advertising as well as our own. Government needs to consider operating as a business entity would. It would improve the business environment for us all.


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Nova Scotia Business Journal, October 2010 I Page 3

Unweaving a tangled web

NSBJ OPINION

Continued from cover

Is New Brunswick really that great? Most Nova Scotians — including many small business owners — are probably tired of hearing about New Brunswick right about now. After several weeks of hype leading up to the Canadian Football League’s first regular season game in the Maritimes, the news has been full of stories about New Brunswick, Moncton in particular. There are stories about how great the city is, its growing rivalry with Halifax, the economic impact of the game, how New Brunswick is the leading contender for an Atlantic CFL franchise. Now, as we enter October and celebrate national Small Business Week, we are hearing about New Brunswick again –– how it has a more competitive tax structure, how it’s lowering taxes, how people are leaving Nova Scotia (mostly in the border regions) to shop and buy their gas in New Brunswick rather than at home. But is New Brunswick really that great? Is it really a better place to do business than Nova Scotia? Maybe, in the short term, but that may change very soon. New Brunswick has a massive debt problem it will have to tackle sooner or later, and the recent defeat of Shawn Graham’s Liberals and the election of a Progressive Conservative gov-

ernment just might be the start of some fiscal change for our closest neighbour. Let’s face it. You can’t keep cutting taxes and expect to continue to make all those debt payments. Nova Scotia just had to bite the bullet and it’s coming for New Brunswick too. Graham tried to be a little creative with the proposed sale of NB Power [and make no mistake, that was all about debt reduction not power generation] but we all know how that turned out in the end. The debt situation is even harder to handle in New Brunswick given its lessdiversified economy. Think of it as one of those old, oneindustry towns that grew up around the railroad or a mining operation. When you have an economy where the same company employs one out of every five people (in this case, Irving or one of its subsidiaries), there isn’t a lot of flexibility available. By comparison, Nova Scotia is far more diversified and thus able to absorb any future economic shock much more readily. We may be paying a higher rate of taxes now, but we are in a better overall financial situation. The adjustments coming for New Brunswick will be painful and long lasting. So maybe Nova Scotia isn’t such a bad place to do business after all.

“New Brunswick has a massive debt problem it will have to tackle sooner or later”

And with an aging population, finding qualified labour is only going to get worse. This will hit small businesses particularly hard for two reasons, says Cirtwill. First, smaller businesses can’t afford to increase salaries the way bigger businesses can to attract and retain talent. The other reason is that small businesses rely on family to a greater degree for their labour pool. “With families shrinking, so is the labour pool,” says Cirtwill. One hope for improving the business climate lies with the economic development strategy the provincial government is working on. The strategy should be released “sometime soon,” says Percy Paris, the minister of economic and rural development. While short on specific details, Paris says the party wants to foster a culture of innovation where people are encouraged to invest in themselves, invest in Nova Scotia and invest in Nova Scotians. “If there are barriers, we want to know about them and will work together to try to eliminate them,” says Paris. For many, the tax system is a barrier, especially since New Brunswick started cutting taxes. “New Brunswick has a far more competitive tax system,” says Leanne Hachey, Atlantic vice-president for the Canadian Federation of Independent Business (CFIB). She says lower taxes allow business owners to keep more of their earnings, pay employees higher wages, invest in better equipment and offer lower prices. Meanwhile, the tax system in Nova Scotia does the opposite, Hachey says.

“I, we as a government, don’t have any control over what New Brunswick does,” says Paris. In Nova Scotia, the provincial government strives to find the right balance between taxation and services offered, he says. “We also understand that we have to live within our means and we can’t go further into this financial hole that already exists for us.” But the news isn’t all bad for small businesses. Hachey says in a survey of members, the CFIB found members maintained a good work life balance for themselves and their employees. There has also been improvement on reducing red tape. Nova Scotia is considered one of the leaders for its efforts to reduce it. While Cirtwill appreciates the work done so far, he questions how effective the efforts have actually been. “When you start with a mountain and you remove two feet a year, you’re going to be at it for a while,” he says. Looking to the future, Hachey has her worries about small businesses. In talks with the CFIB’s members, she says small business owners use words such as frustrated, fed up and helpless. Some even wonder why they even started a business in the first place. And worst of all, “some don’t encourage their kids to start businesses in Nova Scotia,” says Hachey. As Small Business Week — Oct. 17-23 — nears, it’s clear Nova Scotia’s small businesses need help. “Small business week is nice, but we need to focus on small business year round,” says Cirtwill. Nova Scotia’s future prosperity depends on it.

NSBJ REGULAR COLUMNIST

Dress up early before the party Exit Planning Marty Raymond A homeowner will assess his or her home for those improvements or modifications needed to increase value and attract buyers at the time of eventual sale. The question is when should this be done; just prior to sale or throughout the period of ownership? The prudent owner realizes that a little pain along the way is normally easier to swallow than a lot at one time, especially if there is uncertainty as to when a sale might occur. That owner most likely will solicit advice from real estate experts as to what expenditures will provide the most bang for the buck in relation to increasing ultimate value in the eyes of a buyer.

Like the prudent homeowner, the business owner should also perform housekeeping duties in the form of business self due-diligence along the way and not leave all such matters until the end, whenever that may be. One of the first steps in this assessment is to secure a preliminary business valuation and then to develop a strategic and tactical plan based on what story unfolds from the valuation. This due diligence process should begin three or more years prior to an expected sale. Just as Stephen Covey — author of The 7 Habits of Highly Successful People — reminds us, “begin with the end in mind”. The business owner might consider reverse-engineering the process from the end-game of an envisioned highly successful sale of the business. As noted by investment banker Dennis Roberts in his book Mergers & Acquisitions – An Insider’s Guide to the Purchase and Sale of Middle Market Business Interests, “the owner should develop his business to the point that it performs optimally against a series of metrics or value drivers which maximizes its value to a group of prospec-

tive buyers in a negotiated auction. The value drivers of A+ middle market companies include, among others: • Highly experienced independent management teams • Steady or increasing growth rates in revenues and profitability • Leadership in the business sector through product/service excellence • Barriers to entry to discourage competitors • Broad client base to minimize customer risk With the end-game value drivers clearly in mind, owners can then ask themselves “Where are we now vis-a-vis these performance standards?” Knowing where the business currently stands and, having the appropriate amount of lead time, the owner can then move toward maximizing business value. A study by Robert Spitalnic into the benefits of the use of competitive intelligence by corporate acquirers revealed the 10 most frequently cited reasons for acquisition failure: 1. Slow or little market growth

2. Low industry or geographic margins 3. Target’s market position falling short of expectations 4. Tough competition 5. Inadequate, inaccurate or poorly defined pre-acquisition research 6. Weak management team 7. Narrow profit margins 8. Underdeveloped systems 9. Large post-acquisition capital requirements 10.Target lacked good strategic plan A business owner wishing to maximize value will pay attention to those issues that drive value in the eyes of a buyer. Martin Raymond CA, CVA, CEPA, is a chartered accountant, certified valuation analyst and certified exit planning advisor. He is a partner with CA firm Raymond Yuill and managing director of the Halifax office of The McLean Group, a middle market investment banking firm based in Washington, D.C. He can be reached at (902) 444-5540 (phone), (902) 350-0656 (cell), or at mraymond@raymondyuill.ca and mraymond@mcleanllc.com

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The opinions expressed in the NSBJ are those of the authors and do not represent the official views of Transcontinental Specialty Publications or its management. NSBJ and its contributors can accept no legal responsibility for loss through any error in information contained herein. Submissions will be edited at the editor’s discretion. Contents of the NSBJ are not to be reproduced without written consent of the publisher. Transcontinental Specialty Publications does not endorse any advertiser or product, and it takes no responsibility for losses or damages caused through the advertiser/customer relationship.

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October 2010, Nova Scotia Business Journal

With co-workers like these, who needs enemies? Every office has one (or two, or more!). You know the types. Those toxic co-workers who only look out for “number one”, no matter what the cost to their co-workers or the company that employs them. Here are four common crappy colleagues to watch out for: * The Politician: Promotions based on merit are not what these schmoozers believe in. Instead, they participate in office politics — popping into the boss’ office every five minutes, declaring their indispensable worth. Their work life becomes a game in which they are constantly trying to “win” the next job, the next promotion, the next project. However, they spend little or no time fulfilling her current responsibilities. The right documentation can stop politicians in their tracks because they can't spread their lies when there is proof showing who is really doing the work. Save all of your emails and voicemails if possible. Make sure the information stream to the boss flows directly from you. Don't give the politician an opportunity to put his or her name on your work. * The Tattletale: Tattletales deal mostly in negative office rumors and gossip or in any other information that they think they can use to get ahead. They strive to be the bearers of bad news. Simply keep your mouth shut and don't disclose anything you don't want everyone to know about. * The Networker: The networker spends more time networking than actually working. They believe that the road to success is about whom

www.dailybusinessbuzz.ca

you know, not what you know. They may work from 8:00 a.m. to 10:00 p.m. almost every day and look like very hard workers. In reality they’re just spending their hours socializing with everyone. Avoid them and don't get sucked into their web. They “name drop” and appear to be connected. They’ll actually just burn up a lot of your valuable time with meaningless office chitchat. * The Taskmaster: Taskmasters are quick to assign tasks to other people to avoid having to do anything and yet, as soon as a task is completed, somehow the taskmaster is there to take credit for getting it done. Beware of them. Keep them at a distance or you will spend your days doing their job. Just imagine what these workplace “BS”ers and the rest of their ilk are costing in productivity, not to mention the overall morale of their companies. The important thing is that you not get bogged down in their nonsense. Find ways to protect yourself from them so you can ensure that you get the credit that you deserve and not get caught in any of their schemes. Work smarter and you can get ahead every time. By Blaine Loomer, author of Corporate Bullshit: A Survival Guide (Mitchell Publishers Inc., 2009, ISBN: 978-0-9842016-0-0). Loomer's expertise in the corporate world evolves from over 20 years of experience in corporate management and sales. He has consulted with thousands of companies over the years, from enterprising individuals of momand-pop shops to executive officers of some of the largest corporations.

NSBJ REGULAR COLUMNIST

They’re back, but not everyone is feeling the love Uteck Speaks Out Sue Uteck As the more than 40,0000 graduate students headed back to universities and colleges throughout Nova Scotia this fall, the debate spotlight in Halifax Regional Municipality once again shone on the location of the universities and the location of the students in the community. With a population hovering near the one million mark, we are blessed with 11 universities, Nova Scotia Community College programs at 13 campuses throughout the province and six community learning centres. The economic benefits that this segment brings are immense. It is reported that in HRM the economic benefits alone amount to more than $330 million per year. International students alone contribute $154 million per year including an initial injection of $91 million in new money to Nova Scotia. The cultural spin-off is difficult to measure but we know through multiple surveys and studies that the cultural draw of HRM and smaller campuses contribute directly to the quality of life throughout Nova Scotia. Yes, it is more than happy hour at the bar — it is the musical scene, the art life, the festivals and civic events that all contribute to a student’s experience and they are happy to participate and spend dollars.

So what is the problem? Despite the benefits students bring to our communities, not everyone is feeling the love for them. From a taxation perspective, many residents find it unfair that two houses with equal assessments, one having a family and one having six students, are paying the same tax amount to the municipality. This was an option that we were to examine under our now failed (do not get me started!) tax reform. In Halifax Regional Municipality, the going rate for a room is around $550 — you do the math on a five-bedroom house. Some believe living next to students will affect their property value and future home resale. I am told by real estate agents that this is a mixed case. The municipality does not assess the occupants only the property. Residents also often complain of “lost work time” with the students keeping them up all night. This now becomes a quality of life issue with no dollar value and one which some residents wish to have addressed though a student zoning bylaw that would limit where students could live. Many residents feel that as HRM continues to grow, it is an opportune time to re-evaluate the location of the universities. I do not agree with this. Whether we like it or not, they are a lifeline to Halifax and our smaller towns of Nova Scotia. It is roughly five per cent of the population that causes the problems. Let’s work to address that. Sue Uteck is the councillor for District 13 Northwest ArmSouth End Halifax. Uteck has represented the residents of this area since winning a by-election in the fall of 1999. You can reach Sue at: utecks@halifax.ca

Have you heard the latest “buzz”? The Canadian Press — Canada’s premier news agency for breaking and developing business stories from around the globe — is now on The Daily Business Buzz. Check us out today!

www.dailybusinessbuzz.ca


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Nova Scotia Business Journal, October 2010

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October 2010, Nova Scotia Business Journal

Research & Technology • LED Roadway sees bright future ahead with $1.6M contract: The future of an Amherst company continues to be bright after it signed a $1.6-million contract with Halifax Regional Municipality to provide 2,137 energy-efficient LED street lights. “It’s going to get very busy here,” says Dave Scott, general manager and vice president of engineering for C-Vision/LED Roadway Lighting. “This is a great news announcement for our company and is an example of the growth we’re experiencing as we continue to receive orders for our product.” The purchase will make Halifax Regional Municipality the first major Canadian municipality to convert to LED roadway lighting technology. Scott said the contract and others are already paying dividends for the Amherst company in that it’s hiring an additional 19 people and bringing its workforce to over 80 employees. The company also has 35 working at its Halifax operation. “Right now we have four lines set up and we’re running one of the four lines, one shift. When all the lines are running on three shifts we’ll have the capacity to build about 5,000 fixtures a week,” said Scott. — By Darrell Cole, The Amherst Daily News, Transcontinental Media • DHX Media acquires L.A. entertainment company: DHX Media Ltd., a Halifax-based international producer and distributor of television programming and interactive content, has announced its acquisition of W!LDBRAIN Entertainment. The Los Angeles-based, award-winning entertainment company produces and animates The Ricky Gervais Show for HBO and has turned Yo Gabba Gabba!, the live touring show and hit television series on Nickelodeon, into a durable franchise. DHX

Media says the acquisition further strengthens its position to become one of the top independent libraries of quality family entertainment in the world, with an eye towards developing content with hit potential across current and emerging broadcast channels, such as its Animal Mechanicals, Kid vs Kat and Franny’s Feet series. — By The Daily Business Buzz, Transcontinental Media • Halifax waterfront goes wireless: One of the most visited destinations in Nova Scotia now offers free wireless service in key harbourwalk areas from the Cable Wharf to Tall Ships Quay. “The activity of the Halifax waterfront has historically connected Nova Scotians with the world and the wireless waterfront develops upon this,” says Colin MacLean, president and CEO, Waterfront Development Corporation (WDCL). “From our shores, a person can connect with anyone around the globe, for free.” He says the wireless waterfront provides yet another attractive feature for residents, tourists, and marine services users. Access is easy: connect to Wireless-Waterfront through a wi-fi utility, choose a browser, review and agree to the user terms and conditions. The wireless infrastructure was built using Cisco Outdoor wireless technology, a system installed by Unis Lumin. WDCL invested $85,000 to purchase the network of antennae. The corporation expects this service will ultimately drive new traffic to the waterfront, increase marine services business, and enhance visitor experience. The infrastructure provides an opportunity to develop new revenue streams and can support other functions such as security. — By The Daily Business Buzz, Transcontinental Media

Dave Scott of LED Roadway Lighting looks on as employee Donna Glenn puts together an LED fixture at the Amherst plant.The company recently signed a major contract with Halifax Regional Municipality.- Darrell Cole,Amherst Daily News photo


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Nova Scotia Business Journal, October 2010

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October 2010, Nova Scotia Business Journal

NSBJ REGULAR COLUMNIST

Transportation & Tourism

Battling bullying at the office Workplace Wellness Floria Aghdamimehr Dear Floria: There seems to be bullying around my workplace. Sometimes it’s hard to pinpoint, because it’s so subtle. I’m afraid it’s going to slowly erode our team. How can a workplace like mine identify and tackle this? –– Joan Thanks Joan. This is a great question and so crucial to creating a healthy, safe workplace. Let’s face it, healthy and happy individuals do not bully. They help others to be equally happy and healthy. People bully because they are hurting and don’t feel empowered to do anything to improve their situation. Bullying is a form of aggression, obvious or subtle. It is usually considered to be a pattern of behaviour where one or more incidents will show that bullying is taking place. Here are a few forms of bullying courtesy of the Canadian Centre for Occupational Health and Safety (CCOHS): • spreading malicious untrue rumours/ gossip • excluding or isolating someone socially • physically abusing or threatening abuse • removing areas of responsibilities without cause • constantly changing work guidelines • making jokes that are blatently offensive • criticizing a person persistently or constantly • issuing unwarranted punishment

• blocking applications for training, leave or promotion Many studies acknowledge that there is a "fine line" between strong management and bullying. Keep in mind, objective comments that are intended to provide constructive feedback are not usually considered bullying, but rather intended to assist the employee with their work. Bullying can affect the overall “health” of an organization, leading to increased absenteeism, turnover, and stress, and decreased morale and productivity. It can even lead to a reduced corporate image and customer confidence. According to CCOHS, there are many things a workplace can do to foster a bully-free atmosphere: - Encourage everyone to treat others in a respectful, professional manner - Create a workplace policy - Educate everyone about what is considered bullying and whom they can go to for help - Train supervisors and managers to deal with complaints and potential situations - Treat all complaints seriously, dealing with issues promptly and confidentially - Have an impartial third party help with the resolution, if necessary *If you have a workplace wellness question, email “Dear Floria” at: floria@Recognize YourPotential.com Floria Aghdamimehr is a wellness life coach and nutrition consultant. Check out her website at www. RecognizeYourPotential.com

The CAT ferry is reflected in the water on Yarmouth's waterfront. So far its 2010 cancellation hasn’t brought with it the doom and gloom predicted. — Photo by Tina Comeau, The Yarmouth Vanguard • A summer without the ferry — “it could have been worse”: Overall, the summer appears not to have been the disaster that some people feared after the 2010 cancellation of Bay Ferries’ CAT service between Yarmouth and Maine. Linda Deveau, property manager for the Yarmouth Mall, said earlier this spring that there was no question the ferry loss would impact the community. When contacted in late August she said that their summer appeared to be averaging out as a relatively normal type of summer with all factors considered. “However we are concerned that we will see negative impact from the loss of the ferry for Christmas shopping,” she said. Curtis Saulnier, owner of Saulniers Home Hardware, was concerned that business from hotel operators in the area that shopped the store for maintenance-related supplies would decline. “The summer was all right. It wasn’t as bad as I thought it was going to be. I’m hearing the same from a lot of people,” he said. “July and August seemed to be somewhat slow, but over last year I think we’re about the same… maybe a little better.” — By Carla Allen, The Yarmouth County Vanguard, Transcontinental Media • Stop sitting “on your laurels”, warns Uteck: Halifax Regional Municipality councillor Sue Uteck says the recent expected announcement about the Uteck Bowl leaving Halifax for Moncton is “a wake-up call” to the city. “It says to Halifax, you can no longer sit on your laurels and think that, just because we’re Halifax, the event will come to us. It’s no longer the case,” she said. “This had become a destination event and if we don’t smarten up and do something, Moncton will be the destination event city.” The new Moncton Stadium, located on the Université de Moncton campus, was chosen as the Canadian Interuniversity Football semifinal’s future host. “It comes down to a monetary issue and, obviously, they saw more seats in Moncton’s stadium than they did down here,” said Mayor Peter Kelly. Uteck said Halifax needs a new medium-sized outdoor stadium, in the range of 20,000 to 25,000 seats, to truly be competitive. — By Philip Croucher with files from Alex Boutilier, Metro Halifax • Weather plays havoc with cruise ship season: Cruise ships Maasdam and Eurodam skipped visits to the Port of Sydney on September 21, bringing the number of cancellations to six so far this season that were mostly caused by unfavourable weather conditions. High winds and rough seas associated with the remnants of hurricane Igor led to the latest cancellation, said Bernadette MacNeil,

manager of cruise marketing and development for the Sydney Ports Corp. Cancelled cruise ship visits mean lost money both for the ports corporation and the larger Cape Breton economy in which passengers and crew spend money on goods and services while visiting downtown Sydney or taking bus trips to popular destinations like Baddeck. Losing the six cruise ship visits probably cost Cape Breton an estimated $620,000 in direct spending, she said. The loss also includes an estimated $76,000 in ports corporation fees for things such as berthage and passenger taxes. — By Chris Hayes, The Cape Breton Post, Transcontinental Media • New hotel checks into Bayers Lake park: The Canadiana Restaurant and Lounge in the Bayers Lake Business Park is expanding to include a new Comfort Hotel and Suites. Work on the four-storey complex is underway and should be complete by early February, says restaurant owner and new hotel franchisee, Peter Giannoulis. Giannoulis said the 80-room hotel will include a swimming pool, meeting rooms and a lounge. The Canadiana Restaurant, which itself has undergone an exterior facelift, will serve as the restaurant for hotel patrons. While Giannoulis expects to attract mainly business clientele to his Lakelands Boulevard hotel, he said its location near 100-series highways and Peggy’s Cove would be ideal for tourists, too. “So, we’ll see,” he said. Giannoulis expects to hire about 15 new employees for the hotel initially. — By Kim Moar, Halifax NewsNet, Transcontinental Media • Marine Atlantic overhauls controversial booking system: After months of backlash from independent truckers, Marine Atlantic recently announced it has made several changes to enhance its commercial reservations system. Companies are now only allowed to make bookings 28 days in advance. They will also have one day to be able to change or cancel reservations online, depending on the length of time it takes to improve the corporation’s computer programming. Late fees have also been eliminated. Instead, vessels will be loaded based on cut-off times of two hours for live traffic and three hours for drops. The changes follow an August 11 meeting between Rob Merrifield, federal minister of state for transportation, Marine Atlantic management, and members of the trucking industry. Independent truckers had argued that the new system favoured larger companies by allowing them to make block-bookings. — By Erin Pottie, The Cape Breton Post, Transcontinental Media


I NEWS For more business news daily: www.dailybusinessbuzz.ca

Service, Retail & Trade

Nova Scotia Business Journal, October 2010

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NSBJ REGULAR COLUMNIST

Are you an employer of choice? Business Insight Debbie Lawrence

Website designer Vanessa Goodwin chats with West Nova MP Greg Kerr and ACOA minister Keith Ashfield at Register.com. The company is hoping to receive financial assistance from the federal government in connection with an expansion project. — Photo by Carla Allen, Yarmouth County Vanguard • Register.com hopes to burst at its seams: Now they sit and cross their fingers. Executives at Register.com provided a tour and power point show on their operation in Yarmouth to ACOA minister Keith Ashfield and West Nova MP Greg Kerr on September 8. The company — a provider of global domain name registration, website design and management services, and business web hosting — is hoping for financial assistance from the federal government in connection with an expansion project. Sandy Ross, senior vice-president of Canadian operations, said the company hopes to have an announcement on more jobs for Yarmouth in the very near future. Expanding the operation to downtown Yarmouth may also be a possibility within the next two years. In June, Web.com, headquartered in Jacksonville, Florida, bought Register.com in a deal worth $135 million. The company employs 267 in Yarmouth and 95 in Halifax. — By Carla Allen, The Yarmouth County Vanguard, Transcontinental Media • Auto retailers escape “doom and gloom” of HST hike: Many auto retailers in the Amherst area are reporting the two per cent HST increase in July has not had a major impact on their business. While sales figures dipped dramatically across the province in July, partially as a result of the province’s decision to increase the tax, sales were relatively stable in Amherst during the month and have been booming ever since. “August was a record breaking month for all of us,” said Don Furlong, president of the Amherst auto dealers association. Furlong, who is also a member of the provincial auto retailers board, said his dealership was so busy in August it outsold dealers in Moncton and Fredericton. — By Darrell Cole, The Amherst Daily News, Transcontinental Media • Stifling of wine store simply “sour grapes”, claims Stuart: John Stuart finds the Nova Scotia Liquor Corporation (NSLC) very perplexing. He says his Bishop’s Cellar in Halifax is its largest single wine customer, yet the crown corporation isn’t keen to allow the business to expand. Stuart had submitted an unsolicited proposal in May to build a private wine and spirits store in Wolfville. He claims the NSLC does not want a store in Wolfville promoting the wines of Nova Scotia

since it has already invested in a $1.3-million Wolfville outlet expansion. Stuart scoffs at the expansion, which he sees as primarily a new walk-in beer cooler for Molson and Interbrew. Nova Scotia Liquor Corporation spokeswoman Jennifer Gray says the Bishop’s Cellar application is “currently being reviewed.” — By Wendy Elliott, Kings County Advertiser/Register, Transcontinental Media • Call centre closure emotional for employees: It was an emotional day for some Millbrook Convergys employees on September 1 as the call centre operated for the final time. “It’s a hard day for everybody. It’s a sad day,” said a woman who wished to remain anonymous. The middle-aged woman told the Truro Daily News the closure of the centre was difficult to deal with even though employees and public were made aware of the closure in early June. At the time, the estimated 250 remaining employees were told the shutdown was related to a drop in service calls which resulted when the inbound contact centre lost a major client. Convergys opened locally in 2004 and has employed as many as 500 people. Layoffs began a year ago with about 70 people initially losing their jobs. — By Monique Chiasson, The Truro Daily News, Transcontinental Media • Partnership opens doors to new markets around globe: On September 8, World Trade Centre Atlantic Canada (WTCAC) and the Atlantic Provinces Chambers of Commerce (APCC) announced a new partnership that focuses on promoting economic prosperity in Atlantic Canada. Through a collaboration between the two organizations, members of APCC will have access to the World Trade Centers Association global network of 750,000 companies located in over 100 countries. In addition, WTCAC will also provide international trade services to APCC members. This month, WTCAC and APCC are leading a trade and familiarization tour of China’s five greatest industrial centres, coinciding with the 2010 Shanghai World Expo. Through these two programs, Atlantic Canadian companies will gain exposure to Chinese business leaders, insight into the Chinese market and an understanding of potential business opportunities. — By The Daily Business Buzz, Transcontinental Media

Growing attention is being paid these days to the concept of “employer of choice”. From annual awards given by national magazines to industry-led initiatives and dedicated websites and books on the topic, being designated an employer of choice is touted as an important recruitment and retention tool. In fact, the phrase is more than a buzzword; it is representative of a whole new corporate culture in 2010. A company that is given this coveted designation is typically recognized for meeting or exceeding high operational standards. While these standards vary, employers of choice are generally noted for accomplishment in the following: a nurturing company culture, effective leadership, caring for their people, offering all employees meaningful work as well as growth and opportunity, attractive compensation and benefits, making a difference in the community, employee loyalty and overall strong fiscal performance. In other words, an employer of choice is one where its employees and contractors consistently report that, should a competitor come calling, they would choose to stay with their current employer every time. And because they are committed to the company, these employees offer greater productivity, less absenteeism, naturally

lower turnover, more creativity and heightened job satisfaction. This dedication helps contribute to workforce stability in a time where tighter labour markets are aggravating already challenging, everchanging economic conditions in the marketplace. It is key for a company to become skilled at attracting, developing and retaining talent to remain competitive. What it means to be an employer of choice may seem daunting. Rightly so. Labeling a company an employer of choice should never be a fleeting notion any more than it should be a mere marketing ploy. If you have seen an episode of CBS’ Undercover Boss you will know the common theme denoting each CEO’s experience as they go undercover in their own companies. At the end of the day they all talk about the importance of having real conversations and genuine relationships with employees at every level of the organization, whether it is a company of five or 5,000. It all comes back to what it means to be an employer of choice. The founder of Abundant Living Personal Coaching, Debbie Lawrence is a life, business and career coach and author of “Standing In Your Light: Women and Entrepreneurship” and “Dancing in Your Light: 6 Steps to Attracting A Life That Makes Your Heart Sing”.The former director of the Professional Ethics Review Committee for the International Association of Coaches, Lawrence has been an adult educator and business coach for the past two decades. Check out her website at www.abundantliving.ca or call (902) 895-6987.


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For more business news daily: www.dailybusinessbuzz.ca I NEWS

October 2010, Nova Scotia Business Journal

Resources & Manufacturing • Canaqua Seafoods nets $1.2M in federal funding: The smell of fish mixed with money on September 15 in West Advocate as the federal government announced a $1.2-million investment in Canaqua Seafoods Ltd., a local Atlantic halibut fish farm. The funding will improve the sustainability and production efficiency of the operation by applying an innovative water re-use system design that will balance heating costs and the costs of water treatment, according to Canaqua owner Paul Merlin. Canaqua will use sea water from salt water wells, low-energy water re-use equipment and highly efficient water heating equipment, ultimately resulting in an increase in productivity and the creation of new jobs, he explained. “We’re hoping to double our job production within the next five years here,” said Merlin. — By Andrew Wagstaff, The Amherst Daily News, Transcontinental Media • Advanced Glazings wins industry achievement award: Advanced Glazings Ltd., a Sydney-based manufacturer of daylighting glass units that improve energy efficiency, has been awarded the 2010 Crystal Achievement Award for “Most Innovative Energy-Efficient Glass Product”. Selected by a panel of judges representing all segments of the glass industry, the awards recognize the best products and glass applications the commercial, retail and fabrication markets have to offer. “We’re extremely excited to be recognized for our efforts with this award,” says AGL vice president of Architectural Products, Avi Bar. “Solera+Nanogel revolutionizes the way architects can design with glass. Glass structures can now deliver diffused natural light while insulating like a wall.” Advanced Glazings commercialized Solera™ in 2001, with its primary market in commercial new construction. After extensive R&D and testing, Solera+Nanogel was launched in 2009 at Greenbuild, the world's largest conference and expo dedicated to green building. — By The Daily Business Buzz, Transcontinental Media • Southern Ontario company headed to Truro: A construction firm based in Bolton, Ontario, is coming to Truro. Concreate USL Limited will set up a regional office and construction facility in the Truro Industrial Park this November. The company is expected to employ between 30 and 50 people over the next five years, most of them skilled workers in the steel fabrication and concrete fabrication industries. Concreate USL Limited is primarily associated with large highway and related bridge projects. It is already lined up to do a portion of the improvements to the Trans-Canada Highway

between Antigonish and the Canso Causeway. Concreate USL Limited project manager Steve Kelly says the company chose Truro because of its central location and close proximity to the intersection of Atlantic Canada’s main north-south and east-west highways. — By The Truro Daily News, Transcontinental Media • Province moving in right direction on ban, says NoRigs 3: For NoRigs 3, which had recently asked the Nova Scotia government to implement a permanent ban on oil drilling and exploration on Georges Bank, comments made by the premier on September 9 came as good news. The NoRigs 3 Coalition of fishermen, fishing groups, environmentalists and Aboriginal groups is applauding the Nova Scotia government for statements made by Premier Darrell Dexter, who said the government plans to introduce legislation in the fall session to significantly strengthen the protections on the fishing grounds and fragile ecosystem of Georges Bank. Dexter is reported to be considering a permanent ban on oil and gas exploration in the area which is home to lobster, herring, haddock and groundfish, worth hundreds of millions a year. — By The Sou’wester, Transcontinental Media • New website encourages people to buy local: Raising livestock can be a difficult way to earn a living these days, but a new website hopes to give farmers another venue to sell their animals for a fair price. Jonathan Rowe of Middleton has created www.annapolisvalleylocalfied.ca — a website covering the Windsor to Digby area. Visitors will find information on local attractions such as beaches and museums, links to local newspapers, and more. However, the main purpose of the site is to provide a directory dedicated to locally-owned businesses, encouraging consumers to buy local. Rowe said livestock farmers are being given the opportunity to submit a listing for free in hopes of allowing them to make some private sales to increase their profits. For other local businesses, he said it would be an affordable option in terms of being listed in an online directory. — By Kirk Starratt, The Kings County Advertiser/Register, Transcontinental Media • Halifax Shipyard marks milestone: On September 2, one year to the day the announcement was made regarding the awarding of a $194-million contract for nine new mid-shore patrol vessels to Irving Shipbuilding Inc., workers at the Halifax Shipyard celebrated by cutting the first steel plate for the Canadian Coast Guard project. The first ves-

Cumberland-Colchester-Musquodoboit Valley MP Scott Armstrong (right) and Canaqua Seafoods Ltd. owner Paul Merlin feed the fish at the Advocate fish farm which recently received major federal funding. - Photo by Andrew Wagstaff, Amherst Daily News sel should be ready for service in 2011. All nine vessels will be delivered by 2013. Irving Shipbuilding estimates up to 155 people will be employed by the project over the next four years. “For the greater Halifax community this means an added $35 million in payroll. As well, the company estimates that approximately 50 local Nova Scotian suppliers will benefit from about $32 million in purchases of local goods and services,” said Steve Durrell, president of Irving Shipbuilding Inc. — By The Daily Business Buzz, Transcontinental Media • Feds give $6.5M to support growth of organic farming: Canadian scientists will collaborate during the next two-and-a-half years to try to develop more efficient and profitable processes for organic

farmers. Federal Agriculture Minister Gerry Ritz announced the $6.5-million investment on September 1 at the Nova Scotia Agricultural College in Bible Hill. Industry is also contributing $2.2 million towards the project. Ralph Martin, founding director of the Organic Agriculture Centre of Canada located on the NSAC campus, explained the organic science cluster has identified 10 sub projects to undertake. Those sub projects include 30 research activities to be conducted by 50 researchers and 30 collaborators at 45 institutions in nine provinces across the country. Research will focus on aspects such as soil fertility, greenhouse production, food processing and more. — By Jason Malloy, The Truro Daily News, Transcontinental Media

NSBJ REGULAR COLUMNIST

The right fit: What kind of salesperson do you need?

Success in Sales The Sandler Team Not every good salesperson is suited to every kind of sales. Relating the products you sell to the kind of selling it takes is only part of the picture. Take the four following examples: *Commodity Sales: There are very few people who walk into Harry’s location that he can’t turn into a sale. He is challenged every day to better his record from yesterday. He loves the interaction,

moving people toward a decision, quickly building that trust relationship, closing the deal and moving on to the next prospect. *Account Sales: Marion is an account manager at a manufacturing company. Her customers absolutely love her and wouldn’t think of dealing with anyone else. She has a strong ability to understand her customer’s problems, to explore the workings of her clients’ companies and to build loyalty. Rarely a day goes by when Marion doesn’t have customers on the phone asking her advice and placing large orders. *Consultative Sales: Brent is with an engineering firm and is their number one salesperson in new business development. Brent sells very complex, customized technical solutions. His patience and organizational abilities allow him to walk his customers through the long selling cycle that includes a very thorough exploration of their “pains”. Brent’s assertiveness, communication skills, and confidence give prospects a belief that he can solve their issues and he builds that trust over time.

*Unique Value Skills: Jane has been the top salesperson at ABC Solutions, a specialized software company. Jane’s success is a result of her ability to create demand through tough questioning. She has differentiated herself and her products from the competition through this strong ability to ask the tough questions. Although it’s not a one-call close, Jane can usually close within two or three sales calls. All four have ambition and drive. They all have the kind of sales job that suits their natural abilities and, therefore, don’t have to struggle trying to sell in an unnatural setting. They also have the communication and sales skills to heighten their natural tendencies and build success. Imagine someone with a strong need to control and close quickly in an account manager’s role where process orientation is the required mode. Might they be in too much of a hurry? Not listening or impatient? How about someone who was strong in problem solving in a commodity sales role where a one-call, simple close was required? What might the outcomes of that be? Might they

be trying to make the sale more complicated than it was and lengthen the sales cycle, perhaps even losing that prospect to the competition? To determine what kind of sales your products and services need, you have to ask yourself some questions. To begin with, are you in the business of demand creation or demand fulfillment? Do you have a longer sales cycle or a shorter one? Are relationships more important than problem solving? And is control and close more important than process orientation? Once you’ve determined what kind of sales you’re involved in, the process of finding the right salesperson for that role will become clear. ©2010 Sandler Training Inc. (website: www.atlantic. sandler.com) is an international sales and management training/consulting firm. For a free copy of Why Salespeople Fail And What To Do About It, call the Sandler Sales Institute at (902) 468-0787 or email eldon@sandler.com


I NEWS For more business news daily: www.dailybusinessbuzz.ca

Nova Scotia Business Journal, October 2010

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Page 12 • A Special Feature of The Nova Scotia Business Journal, October 2010

Halifax Christmas Decor

Why decorate your business for the holidays? To trigger holiday shopping: It’s no secret that retail sales peak during the holiday season. The presence of holiday decor reminds consumers that the season is upon them. For most retailers, the holidays are a “make or break” season. It’s wise to leverage every possible opportunity available. To highlight your storefront: The holiday season can be a particularly competitive time for your business. Holiday decor can set your business apart from the rest. To attract and retain customers: Why have people been decorating for the holidays for hundreds of years? Because holiday decorations create a warm, comfortable environment. Attractive decorations grab attention, and whether you’re in retail, or leasing to others, customers aren’t in a hurry to leave a pleasing environment. To enhance employee morale: Much like your customers, employees prefer a comfortable environment. And, the presence of holiday decor marks the beginning of a busy, yet profitable season for your employees. To improve grand openings: Many businesses open their doors during the holidays to get themselves off to a great start. The name of the game in a grand opening is to draw attention, and holiday and event decorations do just that. Source: www.christmasdecor.net

Halifax Christmas Decor can transform a property into a holiday wonderland. — Photo Contributed

’Tis the season to celebrate for local franchise By Clare O’Connor

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The holiday season arrived a little early this year for one Burnside-based business. In July, Halifax Christmas Decor, a franchise of the North American-wide holiday decorating operation, was recognized at the 14th Annual National Christmas Decor Conference held in Boston. “We received the Canadian Franchise of the Year Award,” says Halifax Christmas Decor’s general manager Andrew Wheelock. “It was a big surprise and a great honour. We have a great

team of staff and great clients. That really helped make the past year so successful.” After 10 years of decorating the exteriors of local homes and businesses in time for the holidays, Wheelock says his company remains focused on customer service. “We want to create an excellent holiday experience for our clients and remove any frustration and safety concerns they may have around decorating. We work with them to design the right look and we install all of the lights and decorations. When the season comes to a close, we remove everything and store it until next year. Our goal is to take the complication out of the Christmas season.” Although most of Halifax Christmas Decor’s current clients are homeowners, Wheelock says his company also provides services to those in the corporate sector wanting a more festive look. “Approximately 80 per cent of our business is residential. But we’ve worked with businesses in the past including Ashburn Golf Course and the Halifax Shopping Centre and have plans to expand our corporate client base,” he says. According to Wheelock, the services available

through his company are wide ranging. In addition to customized design, his team provides good quality lighting (LED lights), high-end garland and lit wreaths ranging in size from 24 inches to 72 inches in diameter. “We provide decorations for windows, doors and garages. We also do landscape lighting and will decorate trees and shrubs,” he says. “It all depends on what the client wants and how it will look based on the specific layout of a particular location.” Although advertising for Halifax Christmas Decor has largely been through word of mouth, Wheelock says his company will be promoting itself through radio ads and by attending more home shows in the coming year. On the heels of a successful season, Wheelock says his team is excited about its next steps. “We want to continue to grow our operation and provide superior service delivery to our clients. We just expanded into the Moncton and Saint John markets and are looking forward to the opportunity to introduce new customers to our services.”


Pictour Regional Development Agency

A Special Feature of The Nova Scotia Business Journal, October 2010 I Page 13

Earlier this year, Pictou County launched its new regional economic development strategy entitled: "Forward Together: 2010-2010 Regional Economic Development Strategy". Representatives of Pictou County's six municipal units were presented with plaques to recognize their role and continued partnership in Pictou County's new regional economic development plan. Pictured are: Murray Hill (Chair, PRDA), Warden Ronnie Baillie (Municipality of the County of Pictou),Councillor Henderson Paris (Town of New Glasgow),Mayor Joe Gennoe (Town of Stellarton),Mayor Glen MacKinnon (Town of Trenton), Deputy Mayor Charlene Thompson (Town of Westville), and Mayor Joe Hawes (Town of Pictou). –– Photos courtesy of PRDA

PRDA: New Name. New Look. Same Course.

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On October 1, the Pictou Regional Development Commission became the Pictou Regional Development Agency, marking the beginning of a new era for the organization. But while its name has changed, its vision and dedication to stimulating economic development across the region remains the same. The PRDA says, in many ways, its new name better expresses its role: to be an agent for community prosperity. The new name has also ushered in a new logo to represent the organization. Pictou County is home to numerous success stories in a wide range of industrial and commercial sectors. To successfully re-brand, there was a need to look beyond any single sector. Instead, an attempt was made to capture the spirit of the people, place and organization as a whole. The ship is a shared symbol of journey and discovery. The sail is an iconic representation of new ventures and boldly harnessing the winds of change. The winds that guided many of the region’s forebearers here continue to do so to this day through those seeking new opportunities. The sail speaks of origins — the region’s history as a home to sailing, fishing and boat-building ports — while encouraging the people of Pictou County to continue exploring. As

such, the new logo is a fitting emblem of the shared history and entrepreneurial aspirations of the region. The PRDA performs a vital function as facilitators for both economic and community development and as such, is the vessel that guides development and future prosperity in Pictou County. The PRDA is one of 12 regional development authorities (RDAs), a unique made-in-Nova Scotia model of community economic development that effectively brings all three orders of government to the table — federal, provincial and municipal. Whether it’s spearheading a downtown revitalization project, helping businesses reach new export markets, or supporting immigrants as they build their lives in a new place, RDAs facilitate economic development in the communities they serve. They do this by leveraging private, public and non-profit sector partnerships to resource and support initiatives. They provide expertise in project management, skills building and strategic planning to ensure municipal, private and community-based projects stay on the path to success. PRDA helps to build a prosperous, vibrant Pictou County by delivering these core services:

For community groups… • Facilitation of planning activities • Foster community economic development leadership • Assistance with government funding proposals • Research for growth projects • Essential skills development For business… • Business counselling • Research for start-up or growth projects • Community statistics • On-site business library For municipal government… • Facilitation of strategic planning activities • Assistance with government funding proposals • Research for growth projects For business investors… • Community orientation • Community statistics • Available real estate, industrial parks • Labour force data

• • • •

Facilitation of government support programs Support for business start-ups Support for employee recruitment efforts Coordination of meetings with other local employers

For new residents, information on… • Real estate • Culture and entertainment • Education • Health care • Recreation • Neighbourhoods • Community supports To learn more, contact Pictou Regional Development Agency: www.pictouRDA.ca or 1-888-412-0072.


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A Special Feature of the Nova Scotia Business Journal, October 2010

PICTOU REGIONAL DEVELOPMENT AGENCY

Forward together: Taking a regional approach to economic development

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Located in the geographic centre of Nova Scotia about 90 minutes north of Halifax, on a sandy stretch of the Northumberland Strait, sits Pictou County. The region is home to six municipalities with a long history of industry and commitment to collaboration. This year marked the release of a new economic development strategy that will provide focused growth across the region for the coming decade. The spirit of the document is found in its name: “Forward Together” — a principle which each partner is committed to. In practice, that means taking a collaborative approach to strengthen and expand seven core sectors of the economy: • Industrial manufacturing cluster - using specialization and innovation to emerge as a worldclass competitor in tire and metal fabrication. • Major business sector - supporting and leveraging the continued health of the region’s major employers and generating new business development. • Tourism sector - marketing Pictou County as a day-trip and short-stay destination in close proximity to the Halifax-Moncton Growth Corridor and investing in online marketing tools. • Small and medium enterprise sector - providing support for succession planning, new ventures and early adoption of new technologies. • Natural resource sector - developing new products and markets. • Labour force supply - increasing participation, productivity and net in-migration. • Creative economy - stimulating an exchange of ideas across sectors and exploring ways to foster interconnectivity to marry the best of rural living

with the best of living close to an urban growth corridor.

Building Success Stories Pictou County’s industrious and dedicated workforce boasts a depth of skilled workers, including one of the largest pools of industrial fabricators in the province. This specialized labour pool has contributed to the most recent success story, the addition of Daewoo Shipbuilding & Marine Engineering Ltd. to the roster of firms based in Pictou County. Daewoo will be manufacturing industrial wind turbines from its Pictou County facility. This region on Nova Scotia’s north shore is also home to: • Empire Company Limited - headquarters for the $10-billion diversified holding company involved in grocery distribution, commercial real estate and entertainment complexes. • Michelin Tire - a manufacturing centre and Michelin’s Canadian administrative and purchasing headquarters. • Northern Pulp - a company known for manufacturing and shipping pulp from the Port of Pictou to destinations around the world. • Sobeys Inc. - Canada's second largest grocery retailer with annual revenues of $12.8 billion manages its 35,000 person workforce and 3,000 store locations from its Stellarton head office. • Advocate Printing & Publishing - a company dedicated to commercial printing, publishing and distribution. • MacKay Meters™ - a world leading manufacturer of electronic parking meters, multi-space parking meters and parking control software.

On March 5, the region received a major economic boost with news that Daewoo Shipbuilding and Marine Engineering Ltd. (DSME) had entered into an agreement with the Province of Nova Scotia to take over the former TrentonWorks railcar plant for its large-scale manufacturing venture — a wind turbine tower and blade manufacturing facility.Legal documents were signed on July 13 officially closing the transaction.In the photo: Premier Darrell Dexter and Nam Sang-Tae, CEO and president of DSME, shared a laugh during the news conference on March 5. — Photo courtesy of Communications Nova Scotia • Scotsburn Dairy - one of the top dairies in Atlantic Canada. • Stright MacKay - a marine equipment supplier

for dealers, boat builders, commercial fishers and recreational boaters. Continued on page 16


PICTOU REGIONAL DEVELOPMENT AGENCY

A Special Feature of the Nova Scotia Business Journal, October 2010 I Page 15


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A Special Feature of the Nova Scotia Business Journal, October 2010

PICTOU REGIONAL DEVELOPMENT AGENCY

Albion Place: A true “power” centre By Clare O’Connor

A Stirling MacLean,president of WearWell Garments Ltd.,stands in the main area of the garment manufacturing facility in Stellarton. The company recently added 17,000 square feet to its 23,000 square foot facility where the company produces 1,200 to 1,500 garments per day ranging from pants and shirts to scrubs,lab coats,basic coveralls and even flame-resistant clothing. The company's growth has allowed them to automate, hire skilled staff, add expanded warehouse space to accommodate their order fulfillment and distribution capabilities and to provide completely customized workwear solutions developed by their in-house designer. — Photo courtesy of PRDA

Forward together: Regional approach Continued from page 14 • WearWell Garments - a company experienced in the design, manufacture and distribution of career and industrial apparel and customized uniform programs. To bolster the future prosperity of these major employers, the region is currently investing in a multi-year labour recruitment and retention initiative that will increase labour supply in the short and longterm.

Focus on Quality Living Sod was recently turned on a $38-million wellness centre that will serve the region with new recreation facilities and services, covering everything from rock climbing to childcare. The centre will include two NHL size ice surfaces, an indoor track and gymnasi-

um, studios and fitness equipment. This initiative is complemented by downtown revitalization projects taking place in the region’s urban core, a district that serves as the commercial service centre for the entire northeastern region of Nova Scotia.

Always Opportunities to Grow While much is in place, there is always room to grow and develop. Pictou County’s business parks provide ample opportunity for new ventures. Albion Place Power Centre is immediately offering over 300 acres of prime space along Trans Canada Highway 104 with up to 400 acres for future development. This park is targeting a combination of retail oriented big and small box enterprises for what is billed as the largest power centre development outside metro Halifax.

An exciting new development is taking shape in Nova Scotia. An area under construction along the TransCanada highway between Stellarton and New Glasgow will soon become home to the Albion Place Power Centre — a large retail area featuring amenities such as hotels, restaurants and shops. “We plan to have the centre up and running by April 1, 2011,” says Paul Brown, vice-president of commercial operations for Sunrise Brokerage. “This will definitely be a major shopping destination site for the north shore of Nova Scotia.” And, according to Brown, it’s just the beginning. “We’re in the first phase of development now and that covers 100 acres of land. But we have 800 acres that we plan to develop in five stages with the first phase being entirely retail. Our plan for the second phase is a combination of retail wholesale and retail service. It’s too early to tell what the focus will be for stages three to five. That will depend on how things progress.” But, so far so good, says Brown. “We’ve sold very quickly in phase one and are now already selling into phase two. We’ve had a great response.” The development has also received a great response from business and political leaders in the community. “This business park is a strategic asset for Pictou County and we would like to

see businesses take advantage of the excellent opportunities that this represents,” says Gerald Gabriel, executive director of the Pictou Regional Development Agency. “It gives Pictou County an opportunity to put its best foot forward.” For Stellarton mayor Joe Gennoe, Albion Place Power Centre will also provide an opportunity for much needed economic growth. “Within the next year, we hope to have 1,000 people working at the centre. Our area needs to have sustainable business options in order to keep professionals here. This development is very exciting for everyone,” says Gennoe. Although confidentiality agreements prevent Paul Brown from divulging exactly which stores and businesses will open their doors at the Albion Place Power Centre, he promises that visitors won’t be disappointed. “We will have stores and shops that don’t exist in this area at the moment.” And, he explains potential traffic issues have been thought out in advance. “When this centre opens it will be the only highway commercial site between Amherst and Sydney with two exits and two entrances. This is important because we’re addressing a potential traffic problem before we get started. With 38,000 cars going by this site everyday, we want to make it easy for visitors to get in and out and we want to support the businesses that will be located on the site.”


Waste Reduction Week (Oct. 18-24)

A Special Feature of The Nova Scotia Business Journal, October 2010 I Page 17

Halifax waterfront welcomes smart trash cans

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A new green initiative was launched on September 9 at Nova Scotia's most visited destination — the Halifax waterfront. Waterfront Development Corporation, Nestlé Waters Canada, and RRFB Nova Scotia announced the Halifax waterfront public spaces recycling program which is the first of its kind in Atlantic Canada. The initiative involves a usage study and incorporates new technology. Public spaces recycling captures the last mile of recyclables — items normally collected through Nova Scotia's deposit-refund and curbside recycling programs but left by consumers in areas such as parks, streetscapes, and other public spaces. Four stream receptacles, manufactured by Big Belly Solar, are located along the Halifax Harbourwalk, from the ferry terminal to Tall Ships Quay. The eco-friendly receptacles feature a solar powered waste compacter that reduces collection frequency by up to 80 per cent, saving time, money and reducing pick-up emissions. “The Halifax waterfront is an ideal location to launch our new clean, green initiative. The program will enhance visitor experiences by making recycling and waste management more convenient,” said Colin MacLean, president and CEO, Waterfront Development Corporation. “This partnership will set a strong example for waterfronts and communities nationwide.” The program targets waste, recyclables, paper and organics. Considered one of the greenest initiatives in Canada, it complements aggressive Halifax Regional Municipality by-laws and reinforces Nova Scotia's reputation as a leader in recycling. The partners will fund the cost of the new bin sys-

Colin MacLean, president and CEO of Waterfront Development Corporation, is shown using the new eco-friendly receptacles. — Photo courtesy of WDCL tems that were set up in August through StewardEdge, a leading national recycling consultant. The three-month study phase aims to change behaviour in the most challenging realm for waste separation compliance — public spaces. It also includes bin signage and public education. Waste audits will be conducted to measure the effectiveness with results of the pilot project being forwarded to the Nova Scotia Environment Department. The Canadian beverage industry and Quebec

launched the program in 2008. This particular public spaces recycling methodology is achieving recovery rates as high as 97 per cent for items such as glass, aluminum, plastic and paper. “It is our objective to collect 100 per cent of the plastic beverage containers we produce,” said John Zupo, president of Nestlé Waters Canada. “If the results we've seen in Quebec, Ontario and Manitoba are any indication, the introduction of this kind of public spaces recycling in Nova Scotia will go a long

distance towards helping us to achieve that goal.” Other Waterfront Development Corporation-lead green initiatives include: CarShare Halifax partnership reducing the number of vehicles on the road, additional waterfront bike racks, sponsorship of FRED the Bus (Free Rides Everywhere Downtown), and active, healthy living options through Bedford, Dartmouth and Halifax Harbourwalks. For more information on the partners and program, visit www.my-waterfront.ca .


Page 18

I

WASTE REDUCTION WEEK

A Special Feature of the Nova Scotia Business Journal, October 2010

Waste Resource Information for Owners & Managers

Business

Materials Banned from Landfill Disposal Halifax Regional Municipality (HRM) has an internationally recognized waste resource management system. As part of this system, blue bag recyclables, fibre recyclables & organic material are banned from landfill disposal. A source separation system is required by law at all businesses in HRM. Failure to comply with these regulations will result in issuance of a Summary Offence Ticket. www.halifax.ca/legislation/bylaws/hrm/bls600.pdf How to comply with requirements for separation

Bins & Containers Through a commercial waste hauler, set up separate bins outside of your building for recyclables,paper,corrugated cardboard & carts for organics. Bins are available from your hauler in various sizes depending on your needs. Containers for inside (kitchens, stockrooms & public areas) separation of recyclables, paper, organics & garbage can be purchased from suppliers.www.halifax.ca/recycle/ici.html Containers must be located in a convenient location for staff & the public, clustered next to each other (recyclables, paper, organics & garbage).

Signage Signage is required to be posted & bins 1. Organics 2. Recyclables 3. Paper 4. Garbage 5. Corrugated Cardboard

What do I Separate? In HRM, the following materials recyclable or compostable, unacceptable are targeted for diversion. Blue Bag Recyclables 2 1 • Plastic containers labelled: • Refundable beverage containers & • Milk & juice cartons • All plastic bags, shrink wrap & bubble • Steel, tin & aluminum cans • Glass bottles & jars PETE

HDPE

Organic Material • Food waste • Leaf & yard waste • Boxboard, soiled kitchen paper paper plates • Branches & brush • Natural Christmas trees free of stands. Paper • Mixed & shredded paper • Newsprint, magazines, catalogues, • Telephone & other soft cover books • Paper egg cartons & drink trays Corrugated Cardboard

The following materials are banned from landfill disposal as part of Nova Scotia’s Solid-Waste Resource Management Regulations: • Redeemable beverage containers • Corrugated cardboard • Newsprint • Used tires • Lead acid (automotive) batteries • Waste paint • Automotive antifreeze • Compostable organic material • Leaf & yard waste • Steel/tin food containers • Glass food containers • LDPE bags & packaging • HDPE bags & packaging • Televisions • Computers, monitors, keyboards, printers, scanners,cables & mouse • Audio & video playback devices • Telephones

Education & Training HRM SolidWaste Resources staff are available to provide restaurant owners & staff with free education sessions/workshops for staff.We also have a variety of brochures, pamphlets & signs available. Refer to the Guide to Waste Management for the Commercial Sector, Businesses & Institutions – “What Goes Where” for detailed information on how to separate all of your waste. Download a copy at www.halifax.ca/recycle.

Renovation Activity Construction & demolition (C&D) & renovation debris such as lumber, roofing & gyproc is also unacceptable for landfill & must be brought to a licensed C&D processing facility.Arrange to have separate bins for C&D from your hauler. MoreinformationonC&Dmaterialcanbefound at www.halifax.ca/recycle/cdrdebris.html.

Haulers Haulers provide bins & collection services for commercial properties, typically charging a bin rental fee,plus tipping fees.Check the telephone directory to find haulers who will arrange for separate bins. One garbage bin is not acceptable. One garbage bin is not acceptable. Property owners are responsible to ensure bins are acquired for separation of Blue Bag Recyclables,Paper,Corrugated Cardboard & Organics.

Contact Information

Solid Waste Resources,

Phone: 490-5040

wasteless@halifax.ca • www.halifax.ca/recycle Printed on recyclable paper containing post-consumer fibres.

Encana Corporation is supporting efforts by Saint Mary's researcher Dr. Jason Clyburne to develop a safe and inexpensive technology for removing carbon dioxide from industrial gases. — Photo courtesy of Saint Mary’s University

Encana pumps funding into green research at SMU

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A Saint Mary’s University researcher looking at ways to safely remove carbon dioxide from industrial emissions is getting a helping hand from one of the region’s largest offshore players. Encana Corporation, developers of the Deep Panuke project, has committed $119,000 to help Dr. Jason Clyburne further develop inexpensive designer chemicals, called ionic liquids, which have shown promise for the safe and efficient removal of toxins and environmentally hazardous substances from industrial processes such as burning coal. “The affordable removal of carbon dioxide from gaseous industrial emissions is one of the holy grails in climate change research,” said Dr. Clyburne. “With Encana’s support, and earlier support by GreenCentre Canada and Springboard Atlantic, we can now move from the lab and develop a prototype to see if what we think works, actually does.” Earlier this year, GreenCentre Canada (GCC) — a national Centre of Excellence for developing and commercializing early-stage Green Chemistry discoveries — awarded Dr. Clyburne $25,000 in Proof of Principle funding toward the commercialization of his ionic liquids. Saint Mary’s partnership with GCC was further leveraged with the success of a second award of $30,000 from Springboard’s Proof of Concept and Patent and Legal funds. Saint Mary’s University industry liaison officer Gina Funicelli says the university is pursuing patent protection that will lead to a license that puts the technology into the hands of industry to

help curb, or even eliminate, carbon dioxide emissions from their manufacturing processes. Ionic liquids are specialized compounds that can trap carbon dioxide from waste streams using much less energy than traditional scrubbing technologies. The carbon dioxide can then be separated from the ionic liquid and stored, allowing the ionic liquid to be recycled to remove additional carbon dioxide from the waste stream. Dr. Clyburne says some ionic liquids are made up from tried and tested commodity chemicals that are inexpensive and easy to access. The move from beaker to breaking ground with an industrial demonstration unit could take three years. Along the way he says post doctorate and undergraduate students will become experienced in working with greenhouse gases, a vital skill in continuing to develop relevant chemistry to solve environmental problems. Dr. Clyburne, who is also a Canada Research Chair in Environmental Studies and Materials, said the effort dovetails nicely with The Maritimes Centre for Green Chemistry recently established by the university to enhance the undergraduate research experience in green discovery science. “There are many environmentally relevant problems that can be solved using green chemistry. If we are successful, this will be a good demonstration that often the simplest solutions are the best ones,” he says. Encana is financing the work as part of a commitment to the province to create spin-off benefits from its Deep Panuke project by funding research, development, education and training.


WASTE REDUCTION WEEK

A Special Feature of the Nova Scotia Business Journal, October 2010 I Page 19

Is sustainability gaining or losing out?

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A recent report issued by Accenture and the UN Global Compact provides some interesting insights into the perspectives of corporate CEOs and chairpersons on where sustainability might be going. The report is based on in depth interviews with 50 CEOs, chairs and presidents of companies from 27 countries as well as an online survey of 766 CEOs from 25 industry sectors from almost 100 countries. The CEOs are from corporations such as: Alcoa, BASF, China Minmetals, DeBeers, Diageo, Eni, Xerox, HSBC Holdings, Norsk Hydro, Ericsson, Nestle, Novartis, Renault Nissan, Tata Motors, and Unilever — a who’s who of the corporate world. The overall conclusion is that while “the global economic downturn might have been expected to weaken the commitment to environmental, social and corporate governance issues, it seems to have had the opposite effect” and further to that “while environmental, social and governance challenges continue to grow and CEOs wrestle with competing strategic priorities, sustainable business practices and products are opening new markets and demand, driving new business models and innovation, changing cost structures and beginning to permeate all elements of operation.” These CEOs believe that companies and their leaders will need to develop a broader sense of what value creation means to society as a whole, expanding the traditional measure of success beyond financial metrics and GDP to other non-financial measures. What might this mean for you and your company? These CEOs believe that consumers and cus-

tomers will increasingly drive a company’s strategy for sustainable products and services. Obviously this is not something new but expectations will rise over time. They also feel that partnerships and collaboration are increasingly important in addressing sustainability issues. This includes collaborating with others in your industry sector, with others in your supply and value chains and even with nongovernment organizations where there might be a fit for mutual benefit. These CEOs also noted that new technologies will help to advance the sustainability agenda. These technologies include those in renewable energy, energy efficiency, information management and communications. One might add low carbon production and transport, process efficiencies where water and materials are concerned, and recycling. In Nova Scotia, we have a tremendous capacity to take advantage of new technologies. We have a depth of university and community college capability as well as a wealth of consultants with widespread experience. We also have a variety of support systems at the provincial and federal levels such as the Industrial Research Assistance Program (IRAP), the new Efficiency Nova Scotia and the Eco-Efficiency Centre. Where are you on the journey to sustainability? By Ray Côté, senior research fellow with the EcoEfficiency Centre and Professor Emeritus with the School for Resource and Environmental Studies at Dalhousie University.

Your “top 10” check list… There has never been a better time for a company to assess how well its sustainability goals are being incorporated into its day-to-day operations. Consider the action items listed below as you begin your assessment: • Identify opportunities to incorporate environmental values into strategic decision making. Being proactive can strengthen your operations and tap into new growth opportunities for your business. • Set reduction goals and targets. Calculate your footprints (energy, water, and waste) in order to set baseline measurements and reduction goals. • Ensure efficient consumption of natural resources. A sustainable economy relies on responsible resource consumption by all businesses now and into the future. • Invest in new technologies and environmentally-responsible suppliers. These actions stimulate the green economy and help foster longterm sustainability.

SCOTIA

RECYCLING LIMITED

• Think outside the box by creating new positions in your company as one way to access the green marketplace. • Offer green products and services. Demand by consumers for green services and products will continue to rise. Businesses with proven environmental track records will reap the greatest benefits. • Reduce your dependency on finite resources. Investing in renewable resources will help your business overcome price volatilities associated with non-renewable fossil fuels. • Establish a sustainability training program for your employees. This form of professional development could result in new green initiatives for your workplace. • Engage with non-profit environmental organizations. Non-profit organizations are an excellent resource for accessing and disseminating current sustainability information. By Laura Johnstone and Penny Slight of the EcoEfficiency Centre (www.dal.ca/eco-efficiency).

PAPER RECYCLING SPECIALISTS

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• Mixed Office Paper • Newspaper

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There has never been a better time for a company to assess how well its sustainability goals are being incorporated into its day-to-day operations — File Photo

Soon to be celebrating 50 years in business.

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(902) 468-3192


Mi’Kmaq History Month

Page 20 • A Special Feature of The Nova Scotia Business Journal, October 2010

Honouring “best of the best” The Unama’ki Economic Benefits Office in Membertou was awarded a “band-operated enterprise of the year” award at the recent Atlantic Aboriginal Entrepreneur Awards gala. Unama’ki staff are shown standing outside their new offices at the Membertou Business Centre (left to right): Maxine Stevens, training support officer; Laura Prosper, business support officer; Kim Milley, training coordinator; Owen Fitzgerald, executive director; Alex Paul, director of ASEP Training; Alyssia Jeddore, job coach, student support officer. — Photo courtesy of Unama’ki Economic Benefits Office

U

Ulnooweg Development Group Inc. announced the winners of the 5th Atlantic Aboriginal Entrepreneur Awards at the St. Mary’s Entertainment Centre in Fredericton on September 9. The finalists and winners were celebrated with a night of Aboriginal entertainment, traditional Maliseet food, and a special venue. “This is like the Academy Awards for Aboriginal people in Atlantic Canada. This show is the place for us to recognize the achievements of each other, and to celebrate the progress that we have made as First Nations, and we are honoured to be part of it,” said Chief Candice Paul of co-hosting the event in her community of St. Mary’s First Nation. The show was attended by regional Aboriginal business leaders and entrepreneurs, First Nations Chiefs, and a wide range of supporters. The Government of Canada, through Indian and Northern Affairs Canada (INAC), and the Atlantic Canada Opportunities Agency (ACOA) has provided $146,853 in financial assistance to support this initiative.

• Woman Entrepreneur of the Year: Helen Ward-Wakelin, Craft N’ Grow Indoor/Outdoor Garden and Pool Supply Centre - Eel Ground First Nation, N.B.

The 2010 Atlantic Aboriginal Entrepreneur Award winners included:

• Business of the Year - Newfoundland & Labrador: Tammy Lambourne, The Little Dipper - Happy Valley-Goose Bay, N.L.

• Cottage Craft: Emily Best, Em’s Gems Happy Valley-Goose Bay, N.L. • Youth Entrepreneur of the Year: Shane Perley-Dutcher, Aduksis Jewellery Design Tobique First Nation, N.B.

• Start-Up Business of the Year: Blair Bernard, Mikjikj Enterprises Ltd. - Eskasoni, N.S. • Band-Operated Enterprise of the Year: - Gespe’gewaq Mi’kmag Resource Council Eel River Bar First Nation, N.B. - Unama’ki Economic Benefits Office Membertou, N.S. • Economic Officer of the Year: Rose Julian Paqntkek First Nation, N.S. • Business of the Year - Nova Scotia: Alden Darville, The Biscuit Eater Cafe & Bookseller Mahone Bay, N.S. • Business of the Year - New Brunswick: Bill Nash, Earthly Enhancements Landscaping St. Mary’s First Nation, N.B.

• Lifetime Achievement Award: - Caroline Marshall, Basket-Maker Membertou First Nation, N.S. - Odelle Pike, Dhoon Lodge - Black Duck Siding, N.L.

First Nations fisheries sector nets federal funding A total of $7.7 million in new investment is on its way over the next three years to help Mi’kmaq and Maliseet First Nations in the Maritimes and Gaspé Region of Quebec pursue economic opportunities in new areas of the fisheries sector, including aquaculture, seafood processing and marketing. First Nation fisheries enterprises will benefit from new funds for business development and planning as well as management support services and training. This new support will be delivered in collaboration with Fisheries and Oceans

Canada and its Atlantic Integrated Commercial Fisheries Initiative, along with First Nation partners such as the Atlantic Policy Congress (APC) of First Nations Chiefs. “This funding builds on the significant progress made by Mi’kmaq and Maliseet First Nations in wild capture fisheries over the past decade, and provides new opportunities to explore untapped potential for employment, skills development and wealth creation elsewhere in the fisheries sector,” says Gail Shea, federal minister of Fisheries and Oceans.


MI’KMAQ HISTORY MONTH

A Special Feature of the Nova Scotia Business Journal, October 2010 I Page 21

ACOA invests in program for Aboriginal managers

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A new training program is underway to help build the capacity of Atlantic Canada’s First Nations communities and achieve greater self-sufficiency. “The Government of Canada will contribute $55,638 to support the development and delivery Atlantic Aboriginal Business Works Program,” said Keith Ashfield, Minister of National Revenue, Minister of the Atlantic Canada Opportunities Agency (ACOA) and Minister for the Atlantic Gateway. “Supporting initiatives that provide skillsbuilding tools and resources to Aboriginal program managers and officers helps to promote the economic growth and governance of Atlantic Canada’s

First Nations urged to put purchasing power to work By The Cape Breton Post Transcontinental Media A major economic study, completed by Saint Mary’s University Business Development Centre, has concluded that upwards of $72 million is the combined purchasing power of the five First Nations communities in Cape Breton. Commissioned by the Unama’ki Economic Benefits Office, the study makes several recommendations on how best to harness the purchasing power of First Nations to further economic self-sufficiency. It shows that among the spending contributing to the total for combined purchasing power, almost $10 million a year is spent by the Unama’ki communities on construction services, $9 million per annum on food, $5 million annually on financial services, $4.7 million on fuel, $2.4 million on construction materials, $1.9 million annually on insurance and $800,000 on office supplies. Households spend approximately $1 million annually on clothing, $900,000 on health care and $800,000 on furniture. Completed earlier this summer, the report emphasizes that less than 12 per cent of suppliers of goods and services to the Unama’ki communities are First Nation owned and operated. About 72 per cent of total dollars spent by First Nation communities are staying in Cape Breton but only 21.6 per cent of that total is staying with First Nation businesses. Among the recommendations is that a more extensive study be completed involving individual household interviews to identify more precisely how and where household dollars are being spent. This will assist in further determining potential business opportunities, training requirements and business development strategies. Further, the study suggests Unama’ki communities pursue partnerships with certain suppliers and explore new business ventures. It suggests the five communities work toward more favourable purchasing agreements. Potential new business opportunities are identified in construction, food and grocery, and financial services.

Sub Office 87 Millbrook Avenue Suite 111 Cole Harbour, Nova Scotia B2V 0A1 Phone: 902-407-4118 • Fax: 902-407-3528 “Kina’matnewey Wla’lulkitew Kiskuk aq Elmi’knik”

4571190

47 Mallard St., Membertou, N.S. B1S 2P5 Phone: 1-902-567-0336 • Fax: 1-902-567-0337 www.kinu.ns.ca Micmac Post Office, Shubenacadie, Nova Scotia B0N 1W0 Phone: 902-758-1185 • Fax: 902-758-1184

First Nations communities now and into the future.” The program, created by the Canadian Executive Service Organization (CESO), will transfer skills and knowledge through a series of 24 business management workshops, complemented by one-onone mentoring. Topics include: communications skills, office management, project management, credit management and management skills. The workshops will be held during the 2010-2011 fiscal year and will be delivered to approximately 240 Aboriginal program managers and officers in the Atlantic region. The mentoring sessions will be led by volunteer advisors who have considerable expe-

rience and expertise in the areas of governance and capacity building to share with the program participants. “Our clients appreciate the professional development opportunities this program offers their staff and they have encouraged us to expand and continue the program,” said Robin Vernest, manager of national services for CESO Atlantic. “Through our delivery model, participants benefit from the life experiences of our volunteer advisors. To date, 80 per cent of workshop participants have indicated they have gained new knowledge that they can apply to their work lives.”

CESO is a non-profit, voluntary organization that helps to build independent communities. CESO Aboriginal Services has offered the services of its volunteer advisors to Canada’s First Nations since 1969. Each year CESO carries out approximately 1,500 assignments in collaboration with Canadian Aboriginal and non-Aboriginal and international clients. CESO’s Atlantic office is located in Dartmouth. Funding for this program is provided through ACOA’s Business Development Program which supports projects that promote entrepreneurship development, training and marketing.


Page 22

I

MI’KMAQ HISTORY MONTH

A Special Feature of the Nova Scotia Business Journal, October 2010

In the News… Well-known business leaders join energy corporation board: Dan Christmas and Rankin MacSween have been named co-chairs of the Laurentian Energy Corporation’s board of directors. Christmas is a senior advisor to the chief and council of Membertou and MacSween is the CEO of New Dawn Enterprises. The Laurentian Energy Corporation is a broadly held company with a diverse mix of shareholders. It was established to pursue strategic development opportunities in the interest of economic diversification, new income generation and community advancement. The company owns and operates the Sydport industrial park, along with one of eastern Nova Scotia’s largest steel fabrication enterprises. Among Laurentian’s key assets is a significant tract of portside property on the southwest arm of the Port of Sydney. “The company is a vehicle that can continue to be successfully engaged in ongoing, and ever important, efforts to commercialize the port,” said MacSween. Christmas and MacSween will lead an internal review of company operations. — By The Cape Breton Post, Transcontinental Media

Government and Mi'kmaq of Nova Scotia sign landmark agreement: An agreement to create one-window access to consultation with the Mi'kmaq of Nova Scotia was recently finalized. The agreement estab- From left to right: Front row - Ben Sylliboy, Grand Chief, Mik'maq Grand Council; Premier Darrell Dexter; John Duncan, Minister of Indian Affairs and lishes an independent, clear and efficient Northern Development and Federal Interlocutor for Métis and Non-Status Indians. Back row - Grand Keptin Andrew Denny; Judith Sullivan-Corney, means for Canada and Nova Scotia to consult Deputy Minister and CEO of Nova Scotia Office of Aboriginal Affairs; Ian Gray, RDG Atlantic Region INAC. — Photo courtesy of INAC the Mi'kmaq of Nova Scotia on proposed activities or projects. The agreement on consultation Scotia, called the Made-in-Nova Scotia sion making,” says John Duncan, Minister of make progress on other, longer-term rights is part of the broader negotiations to resolve Process. “This agreement demonstrates Indian Affairs and Northern Development and negotiations with the Mi'kmaq.” — By The outstanding questions in relation to Aboriginal Canada's commitment to finding common solu- Federal Interlocutor for Métis and Non-Status Daily Business Buzz, Transcontinental Media and treaty rights and self-government between tions that will lead to a more effective and effi- Indians. “The spirit of cooperation that led to Canada, Nova Scotia and the Mi'kmaq of Nova cient consultation process and consistent deci- this agreement will allow us to continue to Continued on page 23

University Scholarships: Mary Jane Abram * - Millbrook First Nation Nadine Bernard - Waycobah First Nation Garnet Brooks * - Indian Brook First Nation Aaron Cope - Millbrook First Nation Dylan Gloade - Millbrook First Nation Emily Gloade - Millbrook First Nation Gerald Gloade * - Millbrook First Nation Marcus Hancock - Eskasoni First Nation Mason Jeddore - Eskasoni First Nation Rosalie Julian - Millbrook First Nation Isabella Marble - Shubenacadie First Nation Jade Monteith - Indian Brook First Nation Andrea Paul - Pictou Landing First Nation Catherine Paul - Eskasoni First Nation Juliana Paul - Millbrook First Nation

Terry Peters - Glooscap First Nation Arthur Stevens - Millbrook First Nation James Stevens - Millbrook First Nation

High School Academic Achievement Awards: Emily Cope - Millbrook First Nation William Gloade - Millbrook First Nation Tiffany Kennedy - Millbrook First Nation Michael Peters - Glooscap First Nation Samantha Prosper - Eskasoni First Nation Marcella Rankin - Eskasoni First Nation Lauren Sylliboy - Eskasoni First Nation


MI’KMAQ HISTORY MONTH

A Special Feature of the Nova Scotia Business Journal, October 2010 I Page 23

Membertou breaks new ground with $15-million hotel By Chris Hayes The Cape Breton Post Transcontinental Media Membertou First Nation in Sydney broke new ground both literally and figuratively on September 27 at a sodturning ceremony for a $15-million hotel. Chief Terry Paul said the 124-room Membertou Hampton Inn, by Hilton, which is a joint venture with Charlottetown-based DP Murphy Inc., will attract midsized conventions to the Membertou Trade and Convention Centre, to which it will be attached by a pedway. “It certainly fits in very well with our trade centre,” he said. The National Police Association is already showing interest in holding a convention at Membertou, Paul noted. “That is an example of what new things can come out of this.” Hotels and motels throughout the Cape Breton Regional Municipality will also benefit from increased

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convention business, Paul said. Membertou property manager Bill Bonnar said the rooms in the new hotel will be mini-suites with sinks, microwaves and refrigerators and it will feature a swimming pool with a waterslide. He said the joint venture is a good example of a business model in which Membertou can partner with successful companies. Danny Murphy of DP Murphy — which operates Holiday Inn Express Hotels in both Charlottetown and Saint John, a Hampton Inn and Suites by Hilton in Moncton and will open another Hampton in Fredericton in 2011 — said he is excited about the potential he sees at Membertou and in the Sydney area. “We are very confident that with the meeting space that the Membertou convention centre has, the hotel will ramp up very quickly and be a big success.” Murphy, whose company will operate the hotel, expects to hire about 50 people, starting this fall, ranging from managers to housekeeping and sales staff. He expects the hotel to be open for business in the fall of 2011.

In the News… Continued from page 22

Feds invest in Aboriginal economic development: Atlantic Canada’s Aboriginal communities will benefit from a federal investment of more than $287,000 to implement an economic development strategy to strengthen and sustain First Nations in Atlantic Canada. The initiative will be carried out by the Atlantic Policy Congress of First Nations Chiefs (APCFNC). ACOA and Indian and Northern Affairs Canada (INAC) are each contributing $143,525 to the APCFNC. The funding has been earmarked for specific initiatives. Among them are:

• APCFNC’s development of 33 Atlantic Aboriginal community profiles featuring labour and economic indicators, designed to assist communities in marketing themselves in future business development endeavours. • The ongoing work of the Atlantic Aboriginal Economic Developers Network (AAEDN), allowing economic development officers to continue to have a forum to share knowledge and best practices and allowing for the development of regional-based projects and initiatives. — By The Daily Business Buzz, Transcontinental Media

RCMP “H” Division

Community, Aboriginal & Diversity Policing Services

Working together to strengthen our future through a better understanding of one another

For further information on services available contact:

( 9 0 2 )

4 2 6 - 2 3 0 1

W

e are proud to support Mi'kmaq History Month as an important opportunity for all Nova Scotians to embrace the rich history and traditions of this uniquely vibrant culture.

Liberal Leader Stephen McNeil

Work is underway at the site of the future Hampton Inn, by Hilton, in Membertou First Nation. — Steve Wadden, Cape Breton Post photo

G N I AT R EB L CE

S R A E Y 5 2


Page 24 • A Special Feature of The Nova Scotia Business Journal, October 2010

Small Business Week (Oct. 17-23)

Power up your business: Invest, innovate, grow Our economy is driven by small and medium-sized enterprises (SMEs) which total 97.5 per cent of all Canadian companies and employ the majority of workers across the country. In recognition of the contributions and achievements of Canada’s entrepreneurs, the Business Development Bank of Canada (BDC) has been organizing Small Business Week® in the third week of October for over 30 years. Events held during the week bring entrepreneurs together at conferences, luncheons and trade fairs where they have the opportunity to learn, network and exchange information and ideas with their peers. Last year, hundreds of activities across Canada attracted more than 10,000 businesspeople. With the support of sponsors from the private and public sectors, BDC branches play an active role in planning and publicizing activities in their areas.

The Origins of SBW… Small Business Week has become a must-attend event for Canadian entrepreneurs. Its origins date back to 1979 when BDC branches in British Columbia’s Lower Fraser Valley pooled their resources to organize small business management sessions during one week which they labelled “Small Business Week.” BDC branches in British Columbia repeated this successful experiment the following year,

tripling the number of sessions presented to local businesses. In 1981, Small Business Week® was officially launched nationwide by BDC. In 1988, the Young Entrepreneur Awards (YEA) were created to highlight the success of young Canadian entrepreneurs and recognize their innovative spirit and business acumen. The YEA nomination campaign runs from the start of Small Business Week, October 17, until November 30. More details on the YEA can be found at www.bdc.ca/yea

The Theme for 2010… As the economy recovers, the time is ripe for entrepreneurs to gear up and seize new opportunities. They need to hone their competitive edge with dynamic plans and a renewed commitment to meeting the needs of a rapidly changing marketplace. The theme of Small Business Week 2010 is: “Power Up Your Business. Invest. Innovate. Grow.” It is a theme which reflects the opportunities and challenges facing entrepreneurs as the economy builds steam. It’s a chance for a fresh start with bright ideas, charged-up operations, and a re-energized team eager to break into new markets here and abroad. *For further information about Small Business Week, check out www.bdc.ca/ sbw or call (toll free) 1 888 INFO BDC (1 Events held during Small Business Week® bring entrepreneurs together at seminars, conferences, luncheons and trade fairs 888 463-6232) where they have the opportunity to learn, network and exchange information and ideas with their peers. — File Photo

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Positive outlook Canadian SMEs are revealing a willingness to gradually loosen the purse strings on capital investments, but are keeping a cautious view on the economic outlook and a steady hand on recruitment plans, say respondents to the second wave of a semi-annual HSBC survey of SMEs globally, released in mid-August. Nearly all respondents across developed and emerging markets also say that their economic outlook is more positive than it was at the beginning of the year. For Canadian SMEs, who represent the vast majority of our country's 2.3 million businesses and form an integral part of the Canadian economy, this increase in confidence and investment intentions is a welcome sign of gradual, but cautious economic recovery in Canada. Forming a vital part of the Canadian economy, the collective impact of small businesses is significant. The semi-annual HSBC Small Business Confidence Monitor gauges the six-month outlook of SMEs on local economic growth, capital investment plans and recruitment. This is the largest international survey of its kind, covering 6,346 SMEs across 21 markets in North America, Asia, the Middle East, Europe, and Latin America. The results were used to calculate an index ranging from 0 to 200, where 200 represents the highest confidence level, 0 represents the lowest, and 100, neutral. Confidence increased across the globe from 111 to 118, with emerging markets (122) appearing seven points higher than developed markets (115). Compared to the previous results from the fourth quarter of 2009, developed markets' confidence levels increased from 106 to 115 (9 points), showing signs of increased optimism within their borders. Continued on page 27


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A Special Feature of the Nova Scotia Business Journal, October 2010 I Page 25

Making Headlines… Local entrepreneurs chapter seeks new members: In mid-September, some very well-known businessmen came together in Bedford to help launch Atlantic Canada’s first Entrepreneurs’ Organization chapter. Ron Joyce, co-founder of Tim Horton’s, was one of three guest speakers who attended the upscale event at the lakeside home of Rob Steele, chairman of Steele Auto Group and president and CEO of Newfoundland Capital Corporation. The Entrepreneurs’ Organization is a global network of more than 7,500 business owners in 38 countries. The mission statement describes it as a “catalyst that enables entrepreneurs to learn from each other, leading to greater business success and an enriched personal life.” About 50 businesspeople, had the chance to ask questions of Joyce, former Toronto Blue Jays athlete Kelly Gruber and Stingray Digital Inc.’s Eric Boyko. The September 16 launch served as a kick-off and membership drive. Local businessman Ron Lovett, president of Source Security and Investigations Inc., spearheaded the move to bring an EO chapter to Atlantic Canada and is the chapter’s founder and president. Lovett says membership to the Entrepreneurs’ Organization is by invitation only and to qualify you must be the founder, co-founder, owner or controlling shareholder of a company and have gross sales of more than US $1 million annually. More information on the organization can be found online at www.eonetwork.org . — By Halifax NewsNet, Transcontinental Media

Federal government makes further investment in Small Business Internship Program: The Government of Canada recently announced it is offering 33 additional internships for post-secondary graduates in Nova Scotia, New Brunswick, Prince Edward Island, and Newfoundland and Labrador through Canada’s Small Business Internship Program (SBIP). The SBIP is a collaborative effort of Canadian small businesses, postsecondary institutions and non-government organizations that offers post-secondary students hands-on experience working on e-commerce projects. The program helps small and mediumsized enterprises across Canada improve their productivity and competitiveness by hiring approximately 400 student interns annually to help with information and communications technology projects. For more information on the SBIP and its delivery agencies, visit the SBIP website: www.ic.gc.ca/sbip . — By The Daily Business Buzz, Transcontinental Media

ClearPicture offers SMEs solution where long-form census falls short: Halifax-based ClearPicture Corporation (CPC), a provider of web-based human resources survey

Attending the launch of Atlantic Canada’s first Entrepreneurs’ Organization chapter were business leaders: Eric Boyko, Ron Lovett, Ron Joyce, Kelly Gruber and Rob Steele. — Photo by Mike Tompkins (www.miketompkins.net) solutions, has just unveiled an alternative way of generating quality data that can be used for public policy development. Its tailor-made quarterly employee engagement survey program will target Canadian businesses and help industry sectors across the Canadian economy to better understand important factors that impact employee productivity. “The ongoing debate around the federal government’s decision to scrap the long-form census shows how many people rely on quality data,” said Scott Murray, president and CEO of ClearPicture Corporation. “While there has been a lot of focus on how important the long-form census is in shaping effective policy, it does have its limitations when it comes to gathering industry-specific data.” ClearPicture provides solutions designed to help business managers and policy makers based on employee engagement data. The ClearPicture survey of Canadian small and medium size enterprises will help draw out important information, through a series of over 50 questions, to better understand what makes employees interested and engaged. Each participating company will receive a report showing their employee engagement scores compared to industry benchmarks. To learn more, visit www.clearpicture.com . — By The Daily Business Buzz, Transcontinental Media

ACE launches entrepreneur competition: If you are a successful entrepreneur attending a Canadian university or college full time, or you know someone who is, now is the time to submit

your nomination for the 2011 Student Entrepreneur National Competition. Operated by ACE and presented by CIBC, the competition celebrates the commitment, determination and achievements of student entrepreneurs. It provides a platform for young business leaders to showcase their business on a regional and national stage to top executives and leading entrepreneurs, receive relevant training, network with like-minded students, and leverage valuable guidance to accelerate the growth of their business. Each provincial champion will receive complimentary

lodging and travel to attend the ACE Regional Exposition in their area. Regional champions will receive a $1,000 cash prize plus complimentary lodging and travel to the ACE National Exposition, and the national champion will receive a $10,000 cash prize. If eligible, he or she will also represent Canada at the 2011 Global Student Entrepreneur Awards operated by Entrepreneurs’ Organization (EO). Nominations close on December 3. Visit www.acecanada.ca for further details. — By The Daily Business Buzz, Transcontinental Media


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Naughty Cookie Co: Mompreneur discovers niche in biscotti By Kim Moar Halifax NewsNet Transcontinental Media What started as a pet peeve, has resulted in a successful business for a Lower Sackville stay-athome mompreneur of four. While living in Vancouver, Dawn Emson, like many people, got caught up in the biscotti biscuit rage. Biscotti are oblong, thick, brittle cookies traditionally designed to be dipped in coffee, cocoa, or wine. Originally from Italy, biscotti translates as twice baked because the cookies must be baked long enough to make them dry and crunchy. While she liked the hard, crunchy treats, she didn't like to have to dunk them to eat them, and began experimenting with her own recipes at home. “I didn't like the crumbs in my coffee, so I created these dunking-optional recipes that I thought would work,” said Emson. When the publishing company she worked for transferred her to Halifax, Emson began thinking about the day she might start her own biscotti business. Not long after being transferred to the East Coast, Emson's company decided to close its offices here, and the idea of starting her own company took shape. While Emson had a pretty good idea of what she wanted to do, she enrolled in the Mount Saint Vincent University's Centre for Women in Business. She was already attending MSVU parttime working on her business degree. Taking the centre's Blueprint for Success workshop helped Emson make her dreams a reality. “Everything that goes into a business plan, you

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learn during this workshop, so it was really good to take it,” Emson said. “I've got nothing but good things to say about how supportive they've been to me, and other women I've seen succeed that are connected to MSVU or the Centre for Women in Business.” The Naughty Cookie Co. officially opened in 2008. While Emson does not have a storefront, her biscottis are sold at a number of local cafés including The Daily Grind on Spring Garden Road in Halifax, the Newsbreak Café on Ilsley Avenue in Dartmouth, and the Treehouse Café on Glendale Avenue in Lower Sackville. Emson hopes to expand her business to include an online store by year's end where people can order their favourites and have them shipped wherever they are in Canada. On her website (www.thenaughtycookie company.com), Emson offers 17 different biscotti biscuits, but has as many as 45 working recipes on the go. “I have been creating recipes since 2001. I love to bake –– it is a great form of relaxation for me. In addition to the biscotti, I have created The Original Naughty Cookie. This is a double chocolate oatmeal two-handed cookie.” Emson said over the years her kids, aged 12, 9, 7 and 4 years, and her husband have served as taste-testers for all of her products and give the thumbs up to anything she sells. “They all have their favourites,” she said. While Emson realizes there is a lot of biscotti competition out there, she aims to be the local choice. Emson bakes her biscotti in a commercial kitchen on the Herring Cove Road and labels, packages and delivers them herself. “These are handmade with love,” Emson said.

Lower Sackville mom Dawn Emson owns the Naughty Cookie Co. She handbakes, wraps and delivers her biscotti to local cafés, and plans to start an online store by year's end. — Photo by Darrell Oake, Halifax NewsNet


SMALL BUSINESS WEEK

Positive outlook Continued from page 24 Most markets across the globe held a positive outlook, with Turkey leading at 138, followed by the Middle East (132), Greater China (121), India (121), South-East Asia (119), Latin America (118) and Europe (99). North America showed the second highest overall increase of all regions (up 12 points), with only a single point separating Canada (119) and the United States (120). “Earlier this year, Canadian small businesses expressed a fair deal of optimism, and we're encouraged to see that feeling improve further,” says Miguel Barrieras, senior vice president and national head of business banking, HSBC Bank Canada. “As emerging markets continue to drive a large portion of the globe's economic recovery, Canadian SMEs are uniquely placed to explore new trading and investment opportunities beyond our traditional partner, the United States.” Canadian SMEs sticking close to home The HSBC Small Business Confidence Monitor once again asked SMEs about the extent of their cross-border trade and other international business, such as overseas operations. In Canada, 28 per cent of respondents say they do business internationally, which represents an increase of nearly 10 per cent in just over six months. This compares to 36 per cent of SMEs across all 21 markets surveyed, which increased just five per cent more over the same period. Outlook on local economic growth In terms of economic growth, 61 per cent of Canadian SMEs expect local GDP growth to maintain the same pace in the coming months, while only 10 per cent expect growth to slow and 28 per cent expect the pace to increase. Outlook on capital expenditure Fifty-four per cent of Canadian SMEs indicated that their plans for investing in their own businesses through capital expenditures have not changed, down from 59 per cent. A corresponding increase in capital expenditure plans saw a rise from 27 to 32 per cent of respondents who would slightly or significantly increase their capital expenditures. Only 14 per cent would decrease capital expenditures slightly or significantly, down one percentage point over the same period. Outlook on recruitment plans Three-quarters of Canadian SMEs, the bulk of whom (80 per cent) employ no more than 10 employees, foresee their hiring plans to remain unchanged in the coming months. A slight bump from 22 to 25 per cent of respondents plan to increase staff, while the number planning to reduce staff dipped from four to three per cent. Barriers to doing business internationally The chief barrier to doing business internationally was identified by 33 per cent of Canadian respondents as the risk of doing business in foreign currencies, followed by local regulations and complexities (28 per cent), complexity of certain international markets (18 per cent), solvency or reliability of overseas suppliers (18 per cent), and sovereign risk (16 per cent).

A Special Feature of the Nova Scotia Business Journal, October 2010 I Page 27

Beware of shortcuts in green marketing There has never been a better time to promote your company’s “green” credentials. In fact, for many industries it’s become a prerequisite for attracting and retaining customers, employees and suppliers. But beware: Consumers have already become quite adept at spotting questionable green marketing claims and won’t hesitate to “out” your misdeeds through social networking sites like Facebook and Twitter. “You can get the word out for virtually no money and instantaneously through social networking, and that puts the onus on companies to be more transparent and more honest,” says Jed Goldberg, president of Earth Day Canada. “Those that aren’t will be struggling with damage control.” Michel Bergeron, vice-president of corporate

relations at the Business Development Bank of Canada (BDC), says it’s not only customers that companies should worry about alienating. Greenwashing can also tarnish a company’s credibility with suppliers. For example, an increasing number of large retailers now require their suppliers to measure the environmental impact of their goods as part of a new green labeling program, akin to nutritional labels on food. Not living up to your environmental claims could also trigger a backlash from employees, and diminish your company’s ability to hire and retain top talent. Bergeron says there are three steps to creating a truly green marketing strategy: 1) Understand the environmental impact of your

activities. 2) Take action to reduce that impact. There are a growing number of companies and organizations that can help small companies assess their environmental footprint and recommend ways to reduce it. The Eco-Efficiency Centre in Halifax is one such organization (http://www.dal.ca/eco-efficiency). 3) Tell your story. To avoid even the perception of greenwashing, companies should partner with credible organizations or, where possible, seek quality certifications which offer concrete, measurable performance standards. “Be sure there is substance and real action behind your message. A reputation takes many years to build, but it can be lost in minutes.”


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