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High on the cloud Klipfolio’s Allan Wille says a shift in his enterprise software company’s sales model has translated into a major boost to the firm’s bottom line > PAGES 4-5

February 2, 2015 Vol. 18, NO. 6

For daily business news visit obj.ca

A tough job ahead Firms must think locally to help boost city’s sluggish employment market, columnist Jeffrey Dale says. > PAGE 8

Low loonie has upside Snowbirds might not agree, but local manufacturers say an 80-cent dollar is worth cheering about.

Sophie Chen, Invest Ottawa’s senior business development manager for China, sees huge potential for local companies in the Asian nation. PHOTO BY COLE BURSTON

A new world of opportunities in China

> PAGE 14

Ottawa firms look to make lucrative inroads in Asia’s rising economic superpower

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OBJ’s new Go Global section explores how businesses in the capital are tapping into markets beyond Canada’s borders > PAGES 6-7

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Cloud has silver lining for Klipfolio Dropping traditional sales model sparks massive growth at Ottawa online software company was satisfying some good needs … but we never hit it out of the park.”

PRESIDENT AND CEO: Allan Wille Things began to really take off when FOUNDED: 2001 as Serence Klipfolio – which was known as Serence REBRANDED: 2008 as Klipfolio until 2008 – decided it was time to NUMBER OF EMPLOYEES: 32 abandon the traditional sales cycle.

CUSTOMERS: 2,500 In the “old days,” firms would send GROWTH: Doubled customers and tripled dozens of “shiny shoe” salespeople out revenues in 2014 on the road to take clients out for lunch and rounds of golf, hoping to make big-ticket sales that would take a long

BY ADAM FEIBEL adam@obj.ca time to implement and evaluate, all the while burning through company cash. lipfolio has learned that a decade- Customers would then have to download long wait can pay off with some the software, install it and deal with sweet perks. procurement and legal requirements As co-founder and CEO Allan Wille before finally getting the program says, “It’s not just me and a couple of running. buddies any more.” The online business Klipfolio’s model – part of a growing dashboard software company launched trend among software-as-a-service its highly successful cloud-based service providers following in the footsteps of in early 2012, marking the beginning of California-based cloud computing giant three consecutive years of unprecedented Salesforce – lets customers skip all that. growth for the 14-year-old firm.

Organizations and their departments can In January 2014, the company landed find software that looks promising, sign $1.7 million in seed funding. It responded up for a trial run with their credit card and by tripling its monthly recurring revenue quickly test the product out to see if it’s and more than doubling its staff and indeed a good fit. customer base last year.

“It is a growing phenomenon in the Now at 32 employees, Klipfolio is enterprise software space,” says Mike getting ready to take over the entire Weider, a local serial entrepreneur who second floor of its office at 176 Gloucester currently runs Clearwater Clinical and St., an expansion that will double its office sits on the boards of several Ottawa space to 5,000 square feet. companies, among them Klipfolio.

“We’re definitely on a tear,” says Mr. “What’s happening is more of a Wille, adding it’s one that’s long overdue bottom-up adoption of technology, after only modest growth during the whereas in the past it was really sold from company’s first 10 years. “We were the top down,” he says. successful, we had a good product that The cloud makes all that possible, both

KLIPFOLIO: THE FACTS

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KLIPFOLIO CO-FOUNDER AND CEO ALLAN WILLE. PHOTO BY ADAM FEIBEL

MONDAY, FEBRUARY 2, 2015

“The cloud allowed us to make it easy. You don’t have to download anything, you don’t have to install anything. It made it powerful … and it made it affordable.” – KLIPFOLIO CO-FOUNDER AND CEO ALLAN WILLE

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Mr. Wille and Mr. Weider say.

“The cloud allowed us to make it easy,” says Mr. Wille. “You don’t have to download anything, you don’t have to install anything. It made it powerful … and it made it affordable.”

The launch of Klipfolio’s cloudbased service in 2012 marked a “rebirth moment” for the company, which at the time had just nine employees. The firm captured 350 new customers that year, doubling the number it had managed to accrue in the entire previous decade. In 2013, its client base shot up to 1,100. By the end of 2014, it had surpassed 2,500.

Given that trajectory, Mr. Wille says he aims to hit 15,000 or even 20,000 customers within the next two years.

Without the need to station salespeople all over the world, Klipfolio can keep growing strictly in Ottawa – just the way the staff likes it. The firm expanded its head count by 19 last year and plans to hire another 20 people this year in sales, support and research and development.

“I was really blown away by how well they’re doing,” says Mr. Weider. “And I think they’re becoming less of a closely held secret and really starting to get a presence in Ottawa and in the whole industry at large.”

An added perk to Klipfolio having a comparatively long history is that the company’s name very often winds up in the prime spots in search engine results, says Mr. Wille. The team has been talking about dashboards, real-time metrics, analytics, data visualization and other business intelligence for more than a decade, helping to build its online brand recognition not only among prospective customers, but on Google too.

“If you’ve been talking about these themes consistently for the past 10 years, Google says, ‘Hey, you’re an expert.’ And if somebody’s doing a search … we’ll show up as No. 1, 2 or 3,” he explains.

“We have something like 300 search terms where Google puts us in the top three. And of those, I think there are 36 of them where we’re No. 1.”

Now that Klipfolio continues to grow at a steady clip, Mr. Wille says the pressure’s on to run a smart shop.

With a deepening pool of investors and a quickly expanding office full of dedicated workers, the stakes are higher than they were 10 years ago.

“If you’re flying pretty low, you can probably crash-land and be OK,” he says.

“We’re flying at a different altitude now.

And we’re flying higher and higher.”

STAY BIG OR STAY HOME!

GO GLOBAL

Invest Ottawa’s Sophie Chen sees lots to like in doing business with China. PHOTO BY COLE BURSTON

All eyes on China Ottawa looks to get a jump on opportunities in world’s fastest-growing economy

BY ALEXIA NAIDOO SPECIAL TO OBJ

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MONDAY, FEBRUARY 2, 2015

lot has happened since Ottawa established a sister-city relationship with Beijing back in 1999.

The recently ratified Foreign Investment Promotion and Protection Agreement is just one example. The deal, signed in 2012, is a bilateral pact designed to encourage more foreign investment between Canada and China.

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“FIPA opens the door to more opportunities for Canadian companies to get Chinese investment,” says Sophie Chen, Invest Ottawa’s senior business development manager for the China market. “So that’s definitely great news for our local companies.”

Invest Ottawa, the city’s main economic development agency, has been actively promoting opportunities with China in the National Capital Region by doing seminars, bringing in business delegations from the

country and organizing trade missions.

While some investment and trade is state-sponsored, “private wealth in China is becoming much more commonly understood,” says Invest Ottawa CEO Bruce Lazenby.

There are more millionaires and billionaires in China than any other country in the world, he says, adding a lot of those people are looking to invest outside of their homeland. “We need to make those connections and help them find opportunities here in Ottawa,” he says.

As well, China is the fastest-growing economy in the world and its consumer class has grown significantly, he adds.

“We’re talking several hundred million in the mid-market,” says Mr. Lazenby. “They want to buy stuff, and they have a lot of respect for western goods. It’s a big market opportunity. Companies that focus on it are going to find themselves with fewer competitors in that space because not everybody is looking at China.”

Ottawa has some particularly strong sectors that match well with China’s interests for both trade and investment.

“For example, we have life sciences, particularly medical devices. Last year, we landed the biggest Centre of Excellence in the country focusing on medical devices,” says Ms. Chen. “China is going through a health-care reform process and they have a big demand for more innovative technologies from the medical area.”

Another big need facing China is finding solutions to its air and water quality problems.

“I think Canada is extremely wellpositioned to offer some of its technologies in areas like water treatment, water supply and air pollution, as well as bio-mass energy,” says Mark Bolger, chief representative for Asia at Export Development Canada. “These are all things Ottawa-based companies are actively involved in.”

Mr. Bolger also points to Ottawa’s information and communications technologies sector as an area of strength.

“China has evolved from just being a straightforward manufacturer of goods

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for the world to really moving its economy upscale,” he says. “They don’t need the basic technology anymore. What they’re looking for are things that improve operational efficiencies, that analyze big data, and embedded technologies.”

To fuel high-tech connections, Invest Ottawa has partnered with Zhongguancun Development Group in what is Canada’s first China-backed tech incubation centre.

“The goal is to build a platform for Canada and China to encourage more trade and investment opportunities,” says Ms. Chen.

Companies accepted into the incubator are given space and resources as well as introductions to the Chinese market.

“Almost anywhere in Asia, and China included, relationship is what drives business and what gets deals done,” says Mr. Bolger. “You need to get over there, get introductions and referrals, have an executive presence on the ground, and show your company is committed to doing business.”

But before heading over to China, firms need to do their homework. Like Invest Ottawa, the Canadian Trade Commissioner Service offers guidance on how to access the Chinese market and advice on the best prospects to go after.

EDC also has significant regional expertise and can help businesses doing deals abroad with financing as well as risk mitigation services.

Mr. Bolger also recommends finding a lawyer who understands the China market because there are distinct differences in how business is negotiated there. It’s also important for businesses to know how to protect themselves, both in terms of contract terms and intellectual property.

Creating an overseas business relationship has its complexities, but experts agree the market opportunity for both trade and investment appears to be massive.

“In a few years it will be impossible to ignore China. We’re trying to get ahead of that and build the relationships now,” says Mr. Lazenby. “So when the rest of the world wakes up and says we need to do something in China, we’re already there.”

Who are Ottawa’s startups to watch?

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Visit OBJ.CA and click on Special Reports “In a few years it will be impossible to ignore China.

We’re trying to get ahead of that and build the relationships now. So when the rest of the world wakes up and says we need to do something in China, we’re already there.” – INVEST OTTAWA CEO BRUCE LAZENBY NEW APP A NICE FITT FOR EXECS It might be the new LinkedIn for global trade professionals.

TradeEliteClub.com is now launched in beta and its developer, Ottawa’s Forum for International Trade Training (FITT), is tailoring it as a learning, human resource, and networking tool for the international trade community.

The key to the application is a vetting and rating mechanism, partially drawing from its integration with LinkedIn and partially from cross-verification between global trade professionals. You can list projects you’ve worked on and then ask colleagues to verify you, which increases your overall rank. Additional ranking points are awarded based on your activity in the app.

“Global trade professionals are going to be able to know exactly where they lie in various competency metrics as well as how they can connect with other people, be it suppliers or partners,” says Jacob Varghese, a marketing technologist and strategist at FITT. There is also a social layer that personalizes discussions, procurement opportunities and trade news depending on the proximity of the activity to your network and connections.

TELFER HELPS BATTLE CORRUPTION

ENSURING PEACE OF MIND FOR SMALL BUSINESS

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ontrary to popular belief, the Ottawa Airport Authority is not a federal government department, or a Crown corporation.

It is, in fact, a private not-for-profit corporation with no shareholders, and it feels the pinch of public sector cutbacks and rising operating costs just like any other business in the region focused on providing the best service it can to its community.

The airport, however, is not looking for handouts. Like any business, the Authority pays municipal taxes, and expects to have access to the services that any other 5,000-employee economic engine would have.

Mark Laroche, CEO of the Authority, made these points clear at a well-attended Eggs ’n Icons event in November.

But the pressure is on to remain relevant and viable: • Ottawa has always been challenged by the fact it lies between two sizeable airport hubs – Toronto and Montreal – where more international flights are available.

• Major airlines don’t fly routes that aren’t profitable. This puts the onus on the Ottawa travel community, be it for business, leisure or cargo, to express a desire for, and pay to use, the routes they want.

• Upstate New York is taking direct competitive aim at Montreal and Ottawa with new government-subsidized investments in its airport facilities to handle more commercial flights.

• The high cost of rent, coupled with an increasing fuel tax in The Authority’s mandate, he said, Ontario and other Canadian air is to manage, operate and develop fees, threatens to price Canadian airport facilities and lands in support aviation out of the market when of the economic growth of the compared to U.S. airline prices.

National Capital Region, and it oper• Ottawa ranks 28 out of 36 in North ates under a lease with Transport America for airport commuting Canada that runs through to 2077. links. It’s critical, said Laroche, That lease alone costs the Authority to provide commuter rail service about $8 million a year, or about 10 to the airport to benefit the entire per cent of the dollars it earns. In community in Ottawa: residents, addition, it must absorb policing and businesses, and visitors. security costs that were once partially covered by the federal govern- The Authority is taking action with a Strategic Plan that, in addition to ment, to the tune of $3.5 million. revenue and route development, is Despite these costs, the Authority heavily focused on customer service. has invested more than $600 million over the past 14 years to upgrade the “Despite these challenges, we see a bright future, working hand-in-hand airport’s facilities, services and with our government and comtechnology. munity partners to ensure not only It covers these capital expenses with the Ottawa airport, but Canadian an airport improvement fee (AIF), aviation as a whole, is strong and which adds $23 to each passenger’s competitive,” said Laroche. “We look ticket. forward to the day when the first LRT train pulls into a new YOW sta“Our AIF is one of the lowest among tion, as part of our strategy to help major airports in Canada,” Laroche attract new conventions, tourists and said. “We remain very cautious about businesses that rely on airport conexpansion because of the cost.” nectivity to Ottawa.”

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Making sales to foreign markets is complex enough without added paperwork and delays over credit insurance.

To solve this, Export Development Canada has now streamlined the process with a 24-7 online product called Trade Protect.

Credit insurance safeguards small businesses against the risk of not being paid by foreign buyers, in this case covering sales up to a value of $350,000 in Canadian or U.S. funds.

“Canadian companies can now apply, receive a quote, accept and pay for their credit insurance, and do it all online,” says Clive Witter, EDC’s senior vicepresident of insurance. “Being mindful of the limited time that small business owners have in their busy lives, we designed an automated process that in most cases can be measured in minutes from start to finish, not hours or days.”

By having a sale insured, a bank is more likely to provide additional financing to a business. It can also allow Canadian sellers to be more competitive by offering more flexible payment terms than their competitors.

For more information, visit edc.ca/ EN/Our-Solutions/Insurance/CreditInsurance.

YOW chief lays it out at Eggs N Icons breakfast

MONDAY, FEBRUARY 2, 2015

After 30 years working overseas assignments in emerging markets, Marvin Hough has learned a thing or two about spotting corruption in international markets.

Now, as executive-in-residence and academic director at the University of Ottawa’s Telfer School of Management, he is part of a team offering a one-day seminar on anti-corruption tactics. The seminar, which takes place Feb. 25, is meant to help prepare executives and trade facilitators to do business abroad.

“Canadian companies have to realize they can’t just turn their attention to emerging markets and go on automatic pilot in terms of what they’ve been doing in the U.S.,” Mr. Hough says. “They really need to prepare and assess the risks and be mindful of these issues, particularly corruption issues.”

Business leaders need to know

Canadian laws and policies around corruption and what kind of anticorruption compliance program they need to best protect their companies, he says.

“There are a good portion of medium-sized companies without the understanding they should have, both of the Canadian law, which has changed to some degree over the last couple of years, and the compliance program they should have in place,” says Mr. Hough.

In some countries there are ongoing struggles with corruption because it’s built into the cultural relationship aspect of doing business, he adds.

“What we’re trying to convey is Canadian companies need to know Canadian law,” he says. “They need to know the red flags that are out there and then have an internal anti-corruption compliance program that catches the main things that could happen to them.”

For more information, go to telfer. uottawa.ca/executiveprograms/ anticorruption.

Ottawa airport’s competitive reality

COMMENTARY Great River Media 250 City Centre Ave., Suite 500 Ottawa, Ontario, K1R 6K7 obj.ca PUBLISHER Michael Curran, 238-1818 ext. 228 publisher@obj.ca SENIOR VICE-PRESIDENT OF SALES Don Mersereau, 238-1818 ext. 286

I was fortunate to be able to complete my education in Ottawa, find challenging work and have a very satisfying career without ever having to leave this great city. But our economy is changing, and I don’t know if my children will have that same opportunity.

CHIEF MARKETING OFFICER Terry Tyo, 238-1818 ext. 268 EDITOR, PRINT CONTENT David Sali, 238-1818 ext. 269 david@greatriver.ca EDITOR, ONLINE CONTENT Tom Pechloff, 238-1818 ext. 291 editor@obj.ca COPY EDITOR Krystle Kung CREATIVE DIRECTOR Tanya Connolly-Holmes, 238-1818 ext. 253 creative@obj.ca ART DEPARTMENT Jamie Dean, 238-1818 ext. 278 jamie@greatriver.ca Regan VanDusen, 238-1818 ext. 254 regan@obj.ca ADVERTISING SALES Wendy Baily, 238-1818 ext. 244 wbaily@obj.ca Kimberley Allen-McGill, 238-1818 ext. 299 kimberley@obj.ca Karen McNamara, 238-1818 ext. 259 karen@obj.ca Susan Salsbury, 238-1818 ext. 229 ssalsbury@obj.ca CAREER ADVERTISING & MARKETPLACE ADVERTISING SALES 238-1818 ext. 251 VICE-PRESIDENT OF OTTAWA BUSINESS EVENTS Susan Blain, 238-1818 ext. 232 susan@ottawabusinessevents.ca

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FINANCE Jackie Whalen, 238-1818 ext. 250 jackie@greatriver.ca

Ottawa’s got talent – but where are the jobs?

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In the fourth segment of his six-part series on the local economy, Jeffrey Dale looks at the challenges facing those seeking work in 08 the toughest market in years

n a particularly chilly evening recently, a young man came to my door trying to sell me new TV and Internet services. I was not interested in changing service providers, but I invited him in for a drink of water and a chance to warm up.

It turned out the young man was a recent MBA graduate from a local university. He said he was having a hard time finding work and took the sales job to pay the bills, adding he was pursuing a promising opportunity and hoped to have a job in his field by the summer.

His situation is hardly unique. Although

Ottawa’s official unemployment rate is a relatively healthy 5.7 per cent, job prospects for many recent graduates and people seeking work in their field of choice aren’t exactly robust.

I recently spoke with the head of one of Ottawa’s leading talent search firms, who confirmed that the city remains a tough market for job hunters. I believe the region is in the midst of a structural shift in its economy. As a result, Ottawa’s job market is changing, leaving many people struggling to find career opportunities that match their skills and experience.

Over the past decade, Ottawa has seen

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the sale or collapse of several notable anchor technology companies, including Nortel, Newbridge, JDSU, and Cognos, that were either headquartered in the region or had multiple functions based here such as human resources, marketing and sales. As those companies disappeared or were sold, many of those head office functions were eliminated or transferred elsewhere.

The downside is that leaves fewer jobs in support functions such as communications and human resources in addition to fewer entry-level positions; as well, hiring and expansion decisions are now made elsewhere.

For example, one large company that had most of its executive team in Ottawa was bought by a major U.S. firm five years ago. The last of its local vice-presidents left the firm last month, and almost all of its support functions have also been transferred out of the city.

This company still employs more than 1,000 people here, but all of its key decisions are now made elsewhere, and the very high-paying executive jobs don’t exist here anymore. That can’t be good for the local economy.

Still, the news isn’t all doom and gloom.

The upside of this restructuring is that senior talent formerly employed at these anchor firms is now free to invest or work at new companies, which benefit from their

experience, connections and wealth. Many of our current tech companies owe their existence to talented employees who got their start at the likes of Nortel and JDSU. Many of these companies that were sold to multinationals still employ thousands of people in good-paying jobs in the capital.

Those workers, combined with the public servants who make up a significant chunk of the labour force, have continued to give Ottawa a relatively high average income to help propel the local economy.

But much of the talent the city developed over the past decade has had to look outside of Ottawa to find new career opportunities.

Some of the best and brightest executives have moved away, while others are still living here and commuting to new jobs in places such as Montreal and Toronto.

A few recent examples illustrate just how competitive the Ottawa job market is.

A local not-for-profit for which I volunteer recently received more than 100 applications for its vacant head of human resources position. Meanwhile, a job fair at an Ottawa tech firm last month attracted more than 300 people, who were vying for 22 openings.

The bottom line is this: there are fewer and fewer good jobs available, especially in more senior executive posts, and the level of competition for these positions is rising all the time.

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The search firm I spoke with said many of today’s jobs call for higher standards of professionalism than in the past. Employers are looking for candidates with appropriate skills, professional designations and experience.

I recently asked Claude Lague, dean of engineering at the University of Ottawa, about graduates’ job prospects. He agreed employers are looking for workers with a combination of skills and practical experience.

In an effort to help meet those demands, the university’s software engineering program now has a mandatory co-op component in which students combine classroom work with on-the-job training.

Mr. Lague believes co-op placements will soon become the norm for many programs at both universities and colleges.

This could dramatically impact students in a number of ways. Increased competition for co-op spots will likely mean many employers will require higher standards of academic achievement. In addition, many co-op students will probably have to look outside of Ottawa for placements due to a lack of local opportunities.

I also asked the dean and the search firm executive which skills are most in demand in the Ottawa job market. The city still has a strong tech sector, especially in software development, so computer science,

computer engineering, programming and systems design skills remain high on the list. Professional finance and accounting, health-care services and technology-related fields are among other areas that continue to grow.

I was fortunate to be able to complete my education in Ottawa, find challenging work and have a very satisfying career without ever having to leave this great city.

But our economy is changing, and I don’t know if my children will have that same opportunity.

This situation is not unique to Ottawa, of course. Many urban economies are changing rapidly. Young people entering the workforce today must be willing to constantly adapt and be ready to possibly change careers several times during their lives.

For Ottawa’s job market to improve, local companies must continue to expand and keep the majority of their corporate functions here. The light at the end of the tunnel is that we are now beginning to see the next generation of Ottawa-based firms start to grow.

Jeffrey Dale is the director and co-founder of the Odawa Group as well as the former president of the Ottawa Centre for Research and Innovation.

Collins Barrow Ottawa salutes its 2014 UFE grads

A unique opportunity to enjoy breakfast with His Worship Mayor Jim Watson and hear from business and community leaders about issues critical to Ottawa.

Guest Speaker: Bruce Heyman, US Ambassador to Canada Thursday, February 26th Location: Ottawa City Hall Registration: 7:15 am Buffet breakfast: 7:30 am Presentation: 8:00 am

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NON-MEMBERS Corporate table of eight: $350 + HST Individual ticket: $50 + HST

Visit ottawachamber.ca for online registration Info: info@ottawabusinessevents.ca Event Partners

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Congratulations are in order and well-deserved for our successful Uniform Evaluation (UFE) writers from Collins Barrow Ottawa.

To reach this important milestone in their careers, having now officially joined the distinguished ranks of CPA, CAs, they endured a rigorous three-day fall exam, following years of formal education and practical experience gained working alongside our partners and professionals.

Here’s to our grads’ continued success.

The best is yet to come.

Collins Barrow: Where talent meets opportunity

MONDAY, FEBRUARY 2, 2015

OTTAWA CHAMBER MEMBERS Corporate table of eight: $245 + HST Individual ticket: $35 + HST

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COMMENTARY

Many of my clients talk a lot about “project management,” but get lost in the details of techniques and lose sight of the underlying goal: making and managing realistic commitments.

Why commitment pays off If companies can’t deliver on their promises, they risk losing their good reputations – and a hefty chunk of their business

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ommitments – how we make them, how we keep them – are the foundation of our performance, both as individuals and as organizations.

If we don’t make realistic commitments that we fully understand or don’t manage to keep our commitments, we lose the trust of our clients, customers and partners.

Individuals and organizations will no longer want to engage with us, ask us to help them in their projects or support us in ours. We wouldn’t get the benefit of the doubt when difficulties arise, making it harder to negotiate a satisfactory outcome.

Still, we can’t always keep our commitments, often due to unexpected circumstances. But we can still “honour” them by mitigating the impact on others when we can’t meet them. This is crucial to building powerful, ongoing relationships as well as a good reputation.

Yet many organizations fail miserably

when it comes to commitment management.

Many of my clients talk a lot about “project management,” but get lost in the details of techniques and lose sight of the underlying goal: making and managing realistic commitments. When they can’t deliver what they promised, they’re not good at restoring the relationship with the client.

And very often, they address commitment management only with organizational processes and procedures rather than by changing individual attitudes. This hurts the performance of both individuals and the organization.

So why is commitment management the foundation of performance?

First, good commitment management reduces time wasted on correcting mistakes and redoing work that should have been done right in the first place.

Misunderstanding requirements or rushing

because plans were inadequate always leads to very expensive do-overs.

Second, executives whose organizations practise good commitment management spend less time second-guessing themselves or their organization.

For example, one of my clients built IT systems for McDonald’s. After I worked with them to develop their commitment management processes, they won industrywide recognition for their development process.

When I asked the partner-in-charge how his job had changed along the way, he said: “Before, when my people created a proposal for new work, I had to grill them on the numbers, the requirements, the plan, et cetera. I couldn’t trust them to make a trustworthy proposal. Now, we have processes that produce a believable plan. I simply ask our quality assurance guy, ‘Did they follow our commitment process?’ If he

World class.

In February, future leaders from 16 leading business schools from across the globe will converge on Carleton University’s Sprott School of Business to compete in the 20th Annual NIBS Worldwide Case Competition.

MONDAY, FEBRUARY 2, 2015

It’s just one more example of how business in Ottawa is leading the way in connecting with global opportunity.

OBJ.CA

10

Welcome to Canada’s capital.

Proudly presented by

Find out more at carleton.ca/nibs2015

says yes, I just look at the numbers and make a business decision. I can trust what my people give me now.”

Third, “cleaning up the mess” when an organization misses its commitment provides incentives to make improvements.

Cleaning up involves mitigating the impact on the client of your failure to deliver as promised. For example: “We know you scheduled testers for March, who will now be idle until May, when they’re scheduled elsewhere. Can we loan you our testers for May?” Mitigating the impact lets the client know you’re interested in their outcomes, not just your own. It also motivates you to not repeat the same mistake in the future.

Over time, organizational commitment management increases the capacity to perform by building trust, self-calibration and improvement.

A trained engineer and social scientist, David Constant has been consulting to organizations in Canada and the United States for more than 25 years. He can be contacted at david. constant@commitment.management.

MARKETING Sens’ premium seats a hit with business New Club Bell part of enhanced game-day experience for Ottawa fans, team says

BY DAVID SALI

david@greatriver.ca

T

he Ottawa Senators say the planned new premium seating area at Canadian Tire Centre is shaping up to be a big winner with fans in the business community.

The NHL club is preparing to launch three upgraded seating formats for the 2015-16 season – Victory Suites, Loges and Luxe seats – as part of its new 20,000-square-foot Club Bell at the west end of the arena on the 100 level.

All three options include full access to Club Bell’s bar, lounge and a private kitchen offering menu items such as fresh pasta and wood-fired pizzas, as well as VIP valet parking and a private entrance to the club.

Geoff Publow, vice-president of strategic development for the Senators, said today’s fans are demanding more bang for their buck, especially when they are treating business clients or employees to a night out.

“It’s more than just coming to the game,” he said. “You’re taking part in a real experience.”

He said the new seating areas fill a niche for small and medium-sized businesses that find traditional luxury boxes too large or expensive for entertaining smaller groups of clients or employees, but still want more than a standard club seat.

“You were either buying a pair of seats in our club seats or you were having a full box where you were hosting a large contingent each time out,” Mr. Publow said. “We didn’t have anything in between.”

Congratulations! kpmg.ca/enterprise

The new seats also make it easier to mingle with other fans than traditional boxes, he added.

“You’ve got your own private area where you can host your guests; you’re also part of a larger networking opportunity with the rest of the members of Club Bell,” he said.

The Victory Suites are what are often dubbed theatre or opera boxes – essentially a scaled-down version of the CTC’s private luxury boxes, seating six to 10 customers rather than 16 to 20.

The 14 new suites, which range in price from $80,000 to $125,000 per year and require a five- or seven-year commitment, went on the market in mid-November and sold out in three weeks.

Loges, meanwhile, feature four seats grouped together around a table. The 27 Loges at CTC went on sale early last month at a cost of $45,000 per year over a three- or five-year term. More than half have already been snapped up, Mr. Publow said.

Finally, 300 Luxe seats – basically, upgraded versions of the current club seats with higher backs and slightly wider cushions – hit the market a couple of weeks ago at an annual cost of $10,000 apiece in packages of two or four.

KPMG is pleased to announce the appointment of Charles-Antoine Rozon as a Partner in the Ottawa office. With over 15 years of experience in assurance services, he serves private companies and family businesses across the Ottawa region in his bilingual KPMG Enterprise practice, focusing on medical professional corporations and companies in the real estate sector.

For more information on how CharlesAntoine can help you grow and build value in your business, contact him at (613) 212-5764.

Photographer: Jean-Marc Carisse

SPONSORED CONTENT

Tackle your labour shortages head on Hydro Ottawa teamed with Algonquin College to groom next generation

What if 40 per cent or more of your workforce was eligible for retirement within the next 10 years?

It’s an all too common reality in many skilled trades faced with an aging workforce. In fact, it’s been estimated that Canada needs one million new skilled trades workers by 2020.

The local utility took a proactive and innovative approach to address the issue. It partnered with Algonquin College to create a new Powerline Technician Diploma Program that has allowed Hydro Ottawa to attract new trades talent and successfully prepare for the future.

Students graduate with co-operative work experience that can be applied towards an apprenticeship. “For employers, this means they are hiring apprentices who require far less time and investment to become productive,” said Parent-Garvey.

To date, there have been almost 60 graduates from the program. Hydro Ottawa has hired 10 as apprentices, while others have found employment with other utilities and private contractors across Ontario.

Derek Riley was hired full-time by Hydro Ottawa after graduating from the program.

Eric Marois, the chair of Architecture, Civil and Building Science at the Algonquin Centre for Construction Excellence, says the collaboration has been a great experience. “Our Powerline students have the incredible opportunity to experience a taste of ‘real life’ employment,” he said.

“Creating partnerships with industry is one way that Algonquin College can open up that window to the future for our students.”

Parent-Garvey added that, for any organization facing similar labour challenges, now is the time to act.

“Anticipate and plan early for any workforce challenges you see, because it can take five to eight years to educate and groom the next generation of workers suited to your needs,” she said.

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“The key to our success with this program has been to create a win-win-win scenario for our educational partner – Algonquin, the students and our company,” said Lyne Parent-Garvey, Hydro Ottawa’s Chief

Now in its fourth year, students enrolled in the two-year diploma program develop essential skills to design, plan, construct and maintain electrical distribution lines through class work and hands-on learning. Algonquin College provides classroom instruction, while Hydro Ottawa employees deliver safety and core skills instruction in a practical field environment.

“The instructors were very good mentors and guides,” he said. “It’s a very positive environment and you can look ahead to a good future. After apprentices become certified, you can become a supervisor and look after your own crew in 10 years.

It’s a good goal to progress toward.”

MONDAY, FEBRUARY 2, 2015

Hydro Ottawa is no exception. Almost 44% of its trades and technical workforce is forecasted to retire by 2023 – a critical issue considering that a highly skilled workforce is essential to maintaining operational capacity and high-quality service.

Human Resources Officer. “An important part of this program is the opportunity for our seasoned workers to transfer their knowledge to the next generation.”

THE LIST Name of Hotel/ Address/Phone/Fax/Web

MONDAY, FEBRURAY 2, 2015

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

The Westin Ottawa 11 Colonel By Dr. Ottawa, ON K1N 9H4 613-560-7000/613-560-7359 thewestinottawa.com Ottawa Marriott 100 Kent St. Ottawa, ON K1P 5R7 613-238-1122/613-783-4228 ottawamarriott.com Fairmont Château Laurier 1 Rideau St. Ottawa, ON K1N 8S7 613-241-1414/613-562-7030 fairmont.com Delta Ottawa City Centre 101 Lyon St. Ottawa, ON K1R 5T9 613-237-3600/613-237-9114 deltaottawacitycentre.com Courtyard by Marriott Ottawa East 200 Coventry Rd. Ottawa, ON K1K 4S3 613-741-9862/613-741-4913 marriott.com/yowoe Lord Elgin Hotel 100 Elgin St. Ottawa, ON K1P 5K8 613-235-3333/613-235-3223 lordelgin.ca Hilton Lac-Leamy 3 Casino Blvd.

Gatineau, QC J8Y 6X4 819-790-6444/819-790-6408 hiltonlacleamy.com Novotel Ottawa 33 Nicholas St. Ottawa, ON K1N 9M7 613-230-3033/613-760-4767 novotelottawa.com Brookstreet 525 Legget Dr. Ottawa, ON K2K 2W2 613-271-1800/613-271-3541 brookstreet.com Chimo Hotel 1199 Joseph Cyr St. Ottawa, ON K1J 7T4 613-744-1060/613-744-7845 chimohotel.com Cartier Place Suite Hotel 180 Cooper St. Ottawa, ON K2P 2L5 613-236-5000/613-238-3842 suitedreams.com Les Suites Hotel, Ottawa 130 Besserer St. Ottawa, ON K1N 9M9 613-232-2000/613-232-1242 les-suites.com Sheraton Ottawa Hotel 150 Albert St. Ottawa, ON K1P 5G2 613-238-1500/613-238-8497 sheratonottawa.com Crowne Plaza Gatineau-Ottawa 2 Montcalm St. Gatineau, QC J8X 4B4 819-778-3880/819-778-3309 crowneplaza.com/gatineauottawa Extended Stay Canada, Ottawa Downtown 141 Cooper St. Ottawa, ON K2P 0E8 613-236-7500/613-563-2836 extendedstayamerica.com Four Points by Sheraton Hotel & Conference Centre Gatineau-Ottawa 35 Laurier St. Gatineau, QC J8X 4E9 819-778-6111/819-778-3647 fourpointsgatineau.com Albert at Bay Suite Hotel 435 Albert St. Ottawa, ON K1R 7X4 613-238-8858/613-238-1433 albertatbay.com Travelodge Ottawa Hotel & Conference Centre 1376 Carling Ave. Ottawa, ON K1Z 7L5 613-722-7600/613-722-2226 travelodgeottawa.com Courtyard by Marriott Ottawa Downtown 350 Dalhousie St. Ottawa, ON K1N 7E9 613-241-1000/613-241-4804 marriottcourtyardottawa.com Hampton Inn Ottawa by Hilton 100 Coventry Rd. Ottawa, ON K1K 4S3 613-741-2300/613-741-8689 hamptoninn3.hilton.com/en/hotels/ontario/ hampton-inn-by-hilton-ottawa-YOWCNHX/ index.html

Ottawa's largest hotels (Ranked by number of guest rooms) Price range No. of guest (high season/ No. of rooms low season) employees

Room service/ Free Internet?/ Restaurant/Pool/ Parking/ Fitness centre CAA rating

Owner/ General manager

Amenities

496

$259 to $599 $189 to $450

380

Y Y Y Y

Y $35 (valet) 4

SCG Aquarius Ottawa as general partner of SWA Ottawa Ross Meredith

WestinWorkout; RunWestin; Heavenly Bed; Heavenly Bath; Service Express; Starwood Preferred Guest; express checkout; business centre; concierge; 37" LCD TV; refrigerator

492

$199 to $349 $129 to $199

325

Y Y Y Y

Y $22 4

Larco Hospitality Daniel Laliberte

429

$239 to $399 $199 to $399

399

Y Y Y Y

N $26 4

Capital Hotel LP Claude J. SauvĂŠ

Spin Kitchen & Bar restaurant; Starbucks; meeting room including Summit revolving room and executive meeting floor; concierge levels and lounge; Marriott Rewards Program; 24-hour fitness club; Lobby Business desk; 37" HD TV; refrigerator Business centre; work desk; iron/ironing board; bathrobe; hair dryer; 24-hour room service. Members of Fairmont President's Club receive complimentary highspeed Internet access.

410

$199 to $309 $159 to $199

220

Y Y Y Y

Y $21 4

Delta Hotels & Resorts Zubair Siddiqi

397

$159 to $289 $129 to $249

120

N Y Y Y

Y Complimentary 3

Bona Building and Management Co. Ltd. Franco Falcucci

355

$169 to $349 $139 to $329

100

Y Y Y Y

Y $28 3

Gillin Engineering and Construction Ltd. David Smythe

349

WND WND

315

Y Y Y Y

Y Complimentary 4

Casiloc Inc. (Resto-Casino) Business centre; indoor valet; multilingual staff; laundry/ Alain Miroux dry cleaning; three two-line phones with voicemail and dataport per room; in-room safe; free daily newspaper; 51,000 sq. ft. conference space

282

$149 to $199 $149 to $199

80

Y Y Y Y

Y $23 4

ACCOR Rafael Ballester

Dual-data port phones; voicemail; pay-per-view movies; on-site catering and audiovisual specialists at your service; complimentary in-room coffee

276

$199 to $499 $119 to $399

230

Y Y Y Y

Y $13.95 4

Brookstreet Hotel Corp.

Patrice Basille

256

$145 to $240 $99 to $169

80

N Y Y Y

Y Complimentary 3

Royal Host Hotels and Resorts Jean-Pierre Benjamin

Perspectives Restaurant; The Marshes 18-hole championship golf course; Options Jazz Lounge featuring sushi and live jazz seven days a week; Au Naturel Spa with 13 treatment rooms; fitness studio; pools; games room; business centre 7,100 sq. ft. of meeting space (up to 200 persons); three boardrooms; executive floor with workout area and private lounge; Internet kiosk; indoor pool; Quincy's Restaurant; Clancy's Pub and Eatery; gift shop

250

$169 to $399 $149 to $379

65

Y Y Y Y

Y $25 2

Heidi Webster, general manager and owner Heidi Webster

239

$171 to $331 $121 to $281

75

Y Y Y Y

Y $20 3

236

$159 to $329 $139 to $279

135

Y Y Y Y

Y $25 3

225

$159 to $999 $119 to $799

99

Y Y Y Y

Y $14.79 3

218

$149 to $189 $109 to $149

32

N N N Y

Y $14 3

201

$149 to $189 $115 to $149

105

Y Y Y Y

Y $15 4

35 Laurier LP Jason Trottier

Breakfast, coffee and local beer; free bottled water; smoke-free; close to Canadian Museum of History; bright meeting rooms; A/V support.

197

$119 to $299 $109 to $199

60

Y Y N Y

Y $20.95 3

WND John Cosentino

One- and two-bedroom suites with full kitchens; separate living and work space; free newspaper; free local calls; free laptop-size in-room safes; business centre; meeting space

196

$105 to $159 $105 to $159

123

N Y Y Y

Y Complimentary 3

Holloway Property Jean-Pierre Benjamin

More than 20,000 sq. ft. of conference space; executive floor; waterpark; restaurant with hot breakfast buffet and also open for dinner from 5 p.m. to 9 p.m. with monthly dinner specials; complimentary hot breakfast every day

183

$159 to $229 $125 to $229

75

N Y Y Y

Y $22 3

Ocean Properties Inc. Nancy Champagne

In the heart of the ByWard Market; fully renovated; Bistro featuring Starbucks coffee; in-room coffee maker; large working desk and chair; indoor pool; fitness centre; meeting rooms; Marriott Rewards

179

$135 to $209 $135 to $209

60

N N Y Y

Y Complimentary 3

Bona Building and Management Co. Ltd. Nuala Dinardo

Free continental breakfast; free newspaper; free local calling and calling-card calls; movie channel; kitchenettes in selected rooms; voicemail; data jack; 24-hour tea/coffee in lobby; 100% non-smoking; access to 43,000 sq. ft. of meeting space

Two-line phones; voicemail; in-room coffee maker; free newspaper; 42-inch HD TV; express checkout; business centre; Delta Privilege Program; Meeting Maestros Program and amenities; fitness centre; indoor pool; iPod/MP3 clock radio; SmartDesk Mini-fridge, microwave and wetbar in all guest rooms; access to 43,000 sq. ft. of meeting and event space; 24-hour fitness centre; full-service restaurant, The Bistro, serving Starbucks coffee Complimentary in-room coffee/tea and local calls; business centre access for all guests; restaurant; Starbucks; 24-hour fitness centre; sauna and lap pool; 13,000 sq. ft. of meeting space

Full kitchens; private balcony; banquet facilities; indoor pool/sauna/whirlpool; restaurant; playroom; playground; shuffleboard court; courier services; voicemail; indoor parking; 1,500+ sq. ft. penthouse; weddings; all-suite hotel; pet friendly.

Westmont Hospitality Condo-sized suites; full kitchen; separate living/dining Group area; private balcony; ensuite washer/dryer; Chris Pierce complimentary 24-hour business centre and fitness centre; indoor pool/hot tub/sauna; free daily newspaper; meeting rooms Chateau Ottawa Hotel Inc. Carleton Grill and Sasha's Bar; restyled traditional and Robert Roy Sheraton Club level rooms with Sweet Sleeper bed; HD TV; Sheraton Fitness programmed by Core Performance; Sheraton Club Lounge, lobby link@sheraton experienced by Microsoft Michael Rosenberg, CEO 12 extended-stay suites; complimentary Wi-Fi; 15,040 Michael Lucas sq. ft. of meeting space without pillars from five to 500 guests; pool; 24-hour fitness centre; therapeutic bath and sauna; business centre with computers; La Jardiniere restaurant HVM Canada Hotel Suites with kitchens; voicemail; free local calls; catering Management LLC and A/V support Alexandra Bruneau

WND=Would not disclose

OBJ.CA

12 Should your company be on this list? If so, please send details to research@obj.ca. This list is current as of February 2, 2015 by Ottawa Business Journal. All rights reserved. This material may not be reproduced by any method in

whole or in part without written permission by Ottawa Business Journal. While every attempt is made to ensure the thoroughness and accuracy of the list, omissions and errors sometimes occur. Please send any corrections or additions by e-mail to research@obj.ca. OBJ lists are primarily compiled using information provided voluntarily by the organizations named. Some firms that may qualify for the list are not included because the company either failed to respond to requests for information by press time, because the company declined to take part in the survey or because of space constraints. Categories are drawn up in an attempt to gather information of relevance to the Ottawa market.

Research by Patti Moran. Please send questions and comments to research@obj.ca.

MONDAY, FEBRUARY 2, 2015

13

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t s a l o t t l i u B

MANUFACTURING Loonie’s swoon, cheaper oil a boon for local industries

BY DAVID SALI

david@greatriver.ca

U Name:

Michael Mynott

Title:

Founder and President, Mynott Construction

What is Mynott Construction?

Michael Mynott established Mynott Construction in 1993, a general contracting firm built with vision, dedication and a solid reputation. Michael’s construction roots are as a licensed electrician. This has allowed him to be involved with construction projects in schools, government departments, hospitals, retail, sports complexes, apartment buildings and industrial facilities throughout OttawaCarleton as well as internationally. “Specializing in turnkey tenant fit-ups, we are full-service general contractors.” said Michael. Mynott Construction has been a proud member of the Ottawa Construction Association since 2000.

Working with a team of loyal, hard-working subcontractors, experts in their respective disciplines, Mynott Construction provides construction solutions with exceptional service and dedication to each project. “We provide our clients with a clear solution to satisfy their business needs.” explained Michael.

What is an interesting fact about Mynott Construction?

Mynott Construction has been working with many of the same sub-contractors since the very beginning. They pride themselves on having up-to-date security clearances and providing time-sensitive services.

How is Mynott Construction involved with the Sens?

MONDAY, FEBRUARY 2, 2015

Michael’s relationship with the Sens pre-dates the creation of Mynott Construction. He has been a fan since the very beginning! Michael shared, “I have our original ticket stubs from the very first Ottawa Senators season. One set is framed outside my office and another set is displayed in my father’s den.”

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14

In addition to a pair of season seats in the 100 level, Mynott Construction usually ends up purchasing more tickets throughout the season. “Tickets are in really high demand.” explained Michael. They also occasionally purchase a suite for a special concert or show. “It’s a great way to promote our business in a casual setting and show our appreciation to our clients and sub-trades,” Michael said.

“You can cover a lot of business during a game.”

We also donate tickets to support various charities, like the Maplesoft Centre, schools, and minor hockey teams.

Caught up in the Sens spirit, Michael concluded by saying, “The Ottawa Senators have a tremendous impact on our community and I’m still as excited now to go to a game as I was 20 years ago!”

nlike a lot of snowbirds who can’t wait to escape the frigid weather in the capital this winter, Dave Tait is thrilled to see the loonie hovering around 80 cents American.

Mr. Tait, the co-founder of L-D Tool & Die, fondly recalls the 1990s, when the Canadian dollar fell even further than it is right now, dipping well south of 70 cents against its U.S. counterpart.

“That’s when our company grew, in that period of time when the dollar was at its weakest,” Mr. Tait said. “It was very good for us.”

But then the 2000s came, oil prices skyrocketed, the U.S. economy tanked and the loonie eventually began trading at above a dollar American.

“Ever since then, we’ve been a nonprofit company,” he said.

The American dollar’s relative strength lately is once again good news for the Stittsville-based outfit, which bills many customers in U.S. currency. For L-D, like many Canadian manufacturers, a sinking loonie equates to rising margins and a better bottom line.

“If you’re a manufacturer in Ontario, there is no doubt it is a good thing,” Mr. Tait said.

Jeri Rodrigs, the founder of local manufacturing startup Rumidifier, calls the slumping Canadian buck a “doubleedged sword.”

His company, which makes plastic moulds that attach to heating vents to create a low-cost humidifier, buys a lot of its raw materials from south of the border.

When the U.S. dollar rises, those costs go up. At the same time, however, a lower Canadian dollar also makes his goods more attractive to American customers, leading to a bump in sales.

“Overall, even though it’s balancing out, I think for manufacturers and businesses who are doing business in the U.S., it’s a big, big boost,” said Mr. Rodrigs, whose company has racked up about $1 million in retail sales so far this fiscal year, which ends on March 31.

“Even if they are (paying for supplies) in Canadian dollars, the buyers in the States are willing to make more orders with you because they are saving a lot by ordering from us in Canada.”

L-D Tool & Die’s Dave Tait (left), shown with the Stittsville firm’s fellow co-founder Laurie Dickson, says the falling Canadian dollar is good news for his business and other Ontario manufacturers. FILE PHOTO

The Canadian dollar’s free fall is closely linked to the drop in oil prices, which Mr. Tait said is also a positive development for his business.

Even though his company purchases up to 30 per cent of its raw materials in U.S. dollars, a good chunk of those supplies are petroleum-based plastics.

Most of the damage to his bottom line caused by the exchange rate should be offset by the falling price of oil, he said, though he has yet to see that reflected on invoices from suppliers.

“Overall, it’s almost a wash” when it comes to raw materials, he said.

Cheaper oil should also eventually translate into lower transportation costs, Mr. Tait added.

“We’ve been living with a fuel surcharge on shipping because of the price of oil,” he said. “I haven’t seen any bills yet where the fuel surcharge is gone.

But I expect it to go.”

Manufacturing isn’t the only local industry that sees a bright side to an 80-cent dollar. Ottawa hotels and tourist attractions are expecting to host more visitors from the U.S. this year, driven by a favourable exchange rate and cheaper gas.

“The dollar is going to make an enormous difference,” said Steve Ball, president of the Ottawa Gatineau Hotel Association. “It’s always a great marketing strategy if you can slip in the 80-cent dollar. It’s always hard to predict, of course. But it certainly can’t hurt us.

Canada has been perceived as expensive.

The offsetting 20 per cent on the dollar helps alleviate that argument.”

FOR THE RECORD People on the move Marks & Clerk has promoted Hetal Kushwaha to principal.

Ms. Kushwaha has 15 years of experience in the IP industry, working with both corporate clients and foreign associates to obtain patent protection in a global space.

GrowPros Cannabis Ventures has appointed Valerie Lascher to its board of directors. Ms. Lascher is a former manager of the Health Canada medical marijuana access regulations program and brings more than 30 years of experience and expertise in government regulations and policy management to her new position.

Contracts

The following contains information about recent contracts, standing offers and supply arrangements awarded to local firms.

Veritaaq Technology House Inc. 2327 St. Laurent Blvd.

Description: IT professional services Buyer: Canada Border Services Agency $9,967,617 CGI Information Systems and Management Consultants Inc. 1410 Blair Pl. Description: IT professional services Buyer: Canada Border Services Agency $6,645,078 Professional Computer Consultants Group Ltd. 320 March Rd. Description: IT professional services Buyer: Canada Border Services Agency $5,537,565 Johnson Controls Canada LP 30 Edgewater St. Description: Maintenance services – chillers – CHCP Buyer: PWGSC $2,060,858

Golder Assoc. Ltd. 32 Steacie Dr. Description: Environmental impact studies Buyer: PWGSC $1,882,132

PricewaterhouseCoopers LLP has announced three new appointments.

Steve Malette becomes the National Capital Region’s deals and forensic services leader, while Darryl Pereira and Julie D’Cruz have joined the firm as sales directors in the federal government practice.

Agency $1,148,532 Nortrax Canada Inc. 189 Cardevco Rd. Description: Bulldozer, full tracked, low speed, dieselengine driven Buyer: DND $853,492 Oracle Canada ULC 45 O’Connor St. Description: ADP software Buyer: Department of Foreign Affairs, Trade and Development $806,681 Oxoid Inc. 1926 Merivale Rd. Description: Chemical analysis instruments Buyer: Public Health Agency of Canada $700,000 DEW Engineering and Development ULC 3429 Hawthorne Rd. Description: Communications equipment Buyer: DND $667,957 Totem Offisource Inc. 1 Promenade du Portage Description: Office paper Buyer: PWGSC $600,000 Rampart International Corp.

2574 Sheffield Rd. Description: E-Otech scopes Buyer: RCMP $525,000 Secure City Solutions Inc. 260 Terence Matthews Cr. Description: Computer systems security Buyer: PWGSC $506,115 EMS Technologies Canada Ltd. 400 Maple Grove Rd. Description: Antennas, waveguides and related equipment Buyer: DND $450,000

ESRI Canada Ltd. 1600 Carling Ave. Description: ADP software Buyer: Aboriginal Affairs & Northern Development Canada $344,408 Promaxis Systems Inc. 2385 St. Laurent Blvd.

Description: Engineering graduate – senior Buyer: DND $334,480 A&A Elevator Inc. 1450 Donald B. Munro Description: Freight elevator modernization Buyer: Agriculture & Agrifood Canada $279,000 Farrington, Lockwood Co. Ltd. 100 Terence Matthews Cr. Description: Military (R&D) Buyer: DND $275,100 Fox Translations Ltd. 1897 Baseline Rd. Description: Translation services Buyer: PWGSC $264,442

Export Development Canada was awarded the Best Trade Finance Multilateral Institution or Export Credit Agency Award for 2015 by Global Finance magazine.

The Royal Architectural Institute of Canada has awarded its 2015 honorary fellowships to Zita Cobb and Vassilis Sgoutas. Ms. Cobb is best known as the founder of the Shorefast Foundation charity, which helps to invigorate the economy of Fogo Island, N.L. Mr. Sgoutas is a Greek architect who focused on world poverty during his tenure as president of the International Union of Architects.

Advanced Chippewa Technologies Inc. 802 Nesbitt Pl. Description: ADP software Buyer: DND $211,218

Bell Canada 160 Elgin St. Description: Computer systems and peripherals Buyer: DND $195,602

Promaxis Systems Inc. 2385 St. Laurent Blvd.

Description: Task based professional services requirement Buyer: DND $206,292

Eclipsys Solutions Inc. 411 Legget Dr. Description: ADP software Buyer: Social Sciences and Humanities Research Council $185,325

Adirondack Technologies Furniture Inc. 6 Antares Dr. Description: New furniture for public rooms Buyer: Library and Archives Canada $205,336 Promaxis Systems Inc. 2385 St. Laurent Blvd.

Description: One engineering graduate, level 3 Buyer: DND $205,208

inRound Innovations Inc. 334 MacLaren St. Description: Business consultant services Buyer: Office of the Superintendent of Financial Institutions $181,873 Oracle Canada ULC 45 O’Connor St. Description: ADP software Buyer: Canadian Heritage $141,555

Ian Martin Ltd. 275 Slater St. Description: Senior technical writer

Buyer: PWGSC $137,970

COMMERCIAL REAL ESTATE

326 Moodie Drive 25,137 Square Feet (Can be subdivided) 100 On-site Parking!

www.clvrealty.com

Metro Tow Trucks Ltd. 2759 Lancaster Rd. Description: Truck, heavy tow, recovery Buyer: DND $245,210 S.i. Systems Ltd. 170 Laurier Ave. W. Description: Project risk management specialist Buyer: PWGSC $215,578 MDOS Consulting Inc., INVA Corp., Koza Technology Consulting Inc., in joint venture 45 O’Connor St. Description: Systems risk management specialist Buyer: PWGSC $215,578

15 OBJ.CA

Ibiska Telecom Inc. 130 Albert St. Description: Programmer analyst – level 3 Buyer: Canada Border Services

Helena Mancini has been promoted to the position of executive vicepresident of operations for Ackroo.

Ms. Mancini will lead all aspects of the company’s operations, including R&D, sales and marketing.

Hats off

MONDAY, FEBRUARY 2, 2015

DST Consulting Engineers Inc. 2150 Thurston Dr. Description: Environmental impact studies Buyer: PWGSC $1,916,663

R. Aaron Rubinoff, partner and firm co-chairman of Perley-Robertson, Hill & McDougall, has been appointed to lead the firm’s international arbitration group. He replaces Barry Leon, who has been appointed commercial judge of the high court of the Eastern Caribbean Supreme Court.

www.clvgroup.com

What do 10,000+ local business leaders like Jonathan Westeinde know that you don’t?

“I get a lot of emails in a day, but I look forward to the OBJ. It keeps me well informed of what’s going on here locally, and it’s always very informative.”

- Jonathan Westeinde, CEO, Windmill Development Group

MONDAY, FEBRUARY 2, 2015

Visit objtoday.obj.ca to sign up.

OBJ.CA

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