Ottawa Business Journal Jan 30, 2017

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Revving up sales Senators star Erik Karlsson’s gig with Porsche dealer should win attention — and customers too, experts say

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January 30, 2017 Vol. 20, NO. 7

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Ottawa businesses are increasingly turning to Ogdensburg, N.Y., as a home base to access lucrative U.S. market. > PAGES 4-5

Elgin Sports owner Karl Kofmel will turn out the lights at the downtown sporting goods store for the last time in February. PHOTO BY MARK HOLLERON

Game over for independent retailer Elgin Sports latest local shop to concede defeat in fight against big-name competitors ‘The landscape is changing,’ owner says of difficult decision to end sporting goods store’s seven-decade run in Ottawa > PAGES 6-7

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Au revoir, Ottawa After three years in capital, outgoing U.S. ambassador Bruce Heyman hosts one last soiree to thank Canadians. > PAGES 12-13

BRANDING to exactly the kind of consumer Porsche hopes to attract.

By contrast, Mr. Mulvey says, Senators senior adviser of hockey operations Daniel Alfredsson has a completely different target demographic.

Now retired and a married father of four, the 44-year-old former Senators captain is every bit as much of a local celebrity as his onetime teammate Mr. Karlsson. But does he scream “Porsche” to potential buyers?

Mr. Mulvey doesn’t think so.

“He might be better for Volvo,” the professor says, alluding to the Swedish carmaker’s reputation for producing family sedans and station wagons that are dependable but not necessarily flashy – in other words, the same characteristics that spring to mind when most hockey fans think of Mr. Alfredsson.

Ottawa lawyer Andy Scott, a player agent who represents NHLers such as Winnipeg Jets centre Mark Scheifele and Senators defenceman Marc Methot, agrees both sides in any potential endorsement deal have to do their homework to make sure their values and tastes align.

BRAND AFFINITY “You don’t want to do something where a player is a nut for BMW but he’s doing a deal with Audi,” he says. “It doesn’t make Mark Motors sales manager Manuel Pereira (left) hands Senators star Erik Karlsson the keys to a brand-new Porsche. PHOTO COURTESY MARK MOTORS as much sense. You get to know your client pretty well over the years and you know what their interest level is in various products, various brands, whether it’s fashion, music. It might be cars, it might be fishing.

“You almost have to have a marketing mind for this stuff to think up ideas and different ways you can pitch an athlete to a company.”

Of course, brand affinity isn’t always the be-all and end-all in these arrangements, he adds. “Sometimes, you forget about that if the money makes enough sense.”

Yet most NHLers are never going to Mr. Mulvey says. “He has that ability to make millions off endorsements, no matter accelerate. He has that ability to be nimble how popular they might be in their own and has a mobility that’s unparalleled, communities, Mr. Scott notes. pretty much, in the NHL. (He and Porsche) Consequently, players need to take complement each other in this case. It’s a a good, hard look at whether the time really good match.” and effort involved in being a celebrity Mark Motors Porsche events and promote Mark Motors trumpeted those very pitchman is really worth it.

BY DAVID SALI david@obj.ca the brand on social media.” qualities in its news release announcing the “At the end of the day, the unfortunate While it’s not in the same league as deal, calling Mr. Karlsson “an exceptional thing is if your name’s not (Connor) ne of the NHL’s most gifted offensive the national deals that superstars such as athlete” who “combines top performance McDavid or Crosby … there’s typically not defencemen, Erik Karlsson is known Sidney Crosby have inked with the likes of in his sport with determination and going to be these global opportunities,” he to hockey aficionados everywhere Tim Hortons and Gatorade, Mr. Karlsson’s power.” says. “A lot of guys, it’s in their personality as the engine that drives the Ottawa latest off-ice gig shows that local firms see Still, experts say there’s no set playbook that they just don’t want to be bothered Senators’ attack. the potential to get plenty of mileage out for figuring out what constitutes the right by this stuff. And they’re making so much But recently, the team’s 26-year-old of associating with one of the city’s few fit for a high-profile athlete or celebrity money (as players), it doesn’t make sense to captain was handed the keys to another bona fide celebrities who doesn’t work on such as Mr. Karlsson who is looking to do something for fifty thousand bucks over impressive piece of machinery – one of the Parliament Hill. become a pitchman. two years that’s really going to take some of latest models in the fleet at Ottawa’s Mark Mike Mulvey, a marketing professor “Some businesses think about it a lot your time away from the rink.”

Motors Porsche dealership. at the University of Ottawa’s Telfer School more deeply than others,” Mr. Mulvey In today’s smartphone world, social It’s part of a one-year deal announced of Management, says the collaboration explains. “The companies that have greater media savvy also has a huge impact on a earlier this month which will see Mr. between the smooth-skating defenceman success with endorsements find a person player’s potential value as a pitchman, Mr. Karlsson represent the dealership as its from Sweden and the high-performance who has characteristics, traits, personality Scott adds. More and more companies official “Porsche brand ambassador.” carmaker from Germany might be as close that aligns with the brands.” are taking a close look at an athlete’s total According to the dealer, the two-time to a perfect marriage as you’re going to get The all-star defenceman, he argues, is number of Twitter and Instagram followers Norris Trophy winner as the NHL’s top in the world of celebrity endorsements. “a citizen of the world” who projects youth, and how much they engage with that blueliner will “attend a couple of exclusive “Karlsson is very self-confident,” speed and vitality. In essence, he appeals audience before closing a deal.

Local firms look to score big with celebrity endorsement deals

MONDAY, JANUARY 30, 2017

High-profile pitchmen such as Erik Karlsson can help companies target desired customer base, marketing experts say

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“You get to know your client pretty well over the years and you know what their interest level is in various products, various brands, whether it’s fashion, music. You almost have to have a marketing mind for this stuff to think up ideas and different ways you can pitch an athlete to a company.”

— OTTAWA-BASED NHL PLAYER AGENT ANDY SCOTT

Among Senators, Mr. Karlsson is as much force on social media as he is on the ice, counting 214,000 followers on Twitter and 189,000 more on Instagram – far higher totals than many of the team’s other stars. Centre Kyle Turris, for example, has fewer than 80,000 Twitter followers and a mere 1,193 followers on Instagram, while winger Mark Stone has a Twitter following of 32,600.

“Really, the social media side has become central over the past 10 years to what these companies are asking,” Mr. Scott says. “That’s why guys who have a higher following are more likely to get these deals and more likely to be approached.”

Still, there are exceptions to that rule.

Veteran Senators tough guy Chris Neil, a perennial fan favourite, has fewer than 1,300 Twitter followers and has tweeted a mere half-dozen times – the last more than five years ago. Yet Mr. Neil’s low social media profile didn’t stop him from landing an endorsement contract of his own with Ontario-based Oil Changers, a chain of drive-through garages.

The company’s 15-second TV spots featured the rugged winger revealing a gap-toothed grin when told Oil Changers offered “fast, friendly service in nine minutes or less.”

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In Mr. Mulvey’s opinion, that particular campaign was a winner through and through.

“To me, that’s genius,” he says. “Partly because I know for a fact Chris Neil’s not going to cost what Karlsson costs. But also, he brings his lunch pail to work. Chris Neil appeals to the blue-collar guy more than almost any other guy in the NHL. He’s true, he’s loyal, he’s a team guy. He stands up for himself. He’s got all those masculine qualities. Changing your oil – there’s nothing pretentious about that. To me, that’s a great match.”

BIG-DATA ANALYTICS Companies use a host of different metrics to determine if the return on investment in a potential endorsement deal will make it worthwhile, Mr. Mulvey says.

Many firms, he explains, track a player’s appearances and how many potential customers shake hands or meet with the celebrity endorser. More and more, they’re turning to sophisticated big-data analytics tools to calculate the potential ROI on those appearances.

“They’re going to want to see what the uptick is in terms of demand. They could track on a lot of different levels,” he says, including customer visits to the showroom

and how many times an athlete shows up to smile for the cameras at companysponsored events.

But putting a dollar figure on a celebrity pitchman’s worth remains as much art as science, says Mr. Scott, whose firm Octagon represents 95 NHLers and has negotiated endorsement deals for hundreds of clients in a host of sports.

Agents at his company share information and track the history of agreements with various companies as a means of establishing benchmarks and setting precedents for endorsement values.

“I think we have a pretty good idea of what (an athlete’s) market value is and should be before we head into a deal,” he says.

And sometimes, an endorsement gig really is about more than just cold hard cash. Mr. Scott points to Mr. Scheifele’s new contract with the world’s most valuable sports equipment brand as a prime example.

“He just did a deal with Nike,” the agent says. “One thing he said as we got closer to inking the deal was, ‘You know what?

I’ve always wanted to be a Nike athlete ever since I was a kid.’ Had it been another company offering a little bit more money, he still would have done the deal with Nike.”

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CAD.ai exists in the same realm as 3DPrintler. The new company is a software-as-a-service solution for viewing and sharing files used in the 3D printing process. Mr. Golubev says the company is doing exceptionally well, already landing a $100,000 seed round and enough early customers to break even and start seeing profits in the next three months.

Mr. Golubev, who still runs 3Dprintler, says his decision to operate the new company in Ogdensburg was heavily

BY CRAIG LORD influenced by financing options. craig@obj.ca “We didn’t get any help from anybody 40-minute commute and a quick in Canada,” Mr. Golubev says. The federal border hop away from Ottawa lies government’s IRAP program is beneficial, the small town of Ogdensburg, N.Y. he says, but it comes with a series of The population is hardly more than 10,000, inconveniences. He says many American and few will accuse you of dropping by for venture capitalists were dissuaded from the sights. touching an IRAP-funded company because Increasingly, however, Ottawa business the grant may contain conditions for owners are looking at the small border town repayment if ownership shifts from Canada as a big gateway to lucrative U.S. markets. to the United States.

Michael Golubev, founder of Ottawa’s “We broke all ties, said ‘If you’re not going 3Dprintler, last year launched a new to help us, we’ll go somewhere else.’” company with a diverse geography. Though CAD.ai found immediate American Mr. Golubev himself remains based in the investment in the form of Atlas, a program capital, his new venture CAD.ai has a team run by payment processing firm Stripe, of 10 developers working in Serbia and a which helps to incorporate U.S. firms. small administrative headquarters for sales Stripe offered to cover the set-up costs, and and marketing in Ogdensburg as a U.S. CAD.ai uses the company for its payment base. processing in return.

Local firms see New York border town as gateway to lucrative U.S. market

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CAD.ai founder Michael Golubev has based his new company south of the border. FILE PHOTO

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“Everything changed once we moved to the States …

It’s just an attitude. People are more business-oriented.”

— OTTAWA’S MICHAEL GOLUBEV,

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Mr. Golubev compares this experience to setting up 3Dprintler, where he had to pay a premium to a law firm to establish things such as the shareholders agreement.

“Everything changed once we moved to the States … It’s just an attitude. People are more business-oriented,” he says.

The Ogdensburg Bridge and Port Authority has long campaigned to bring companies based in Quebec and southeastern Ontario over the border to operate satellite offices in its industrial park.

Ottawa-based wiring manufacturer Flexus Electronics opened an office in the park late last year, with plans to add 15 jobs in the city over the next three years. In a statement, the company said the location allows it to expand into the lucrative market south of the border and meet “Buy America” requirements for U.S. military contracts.

Other Ottawa companies that have opened offices in the Ogdensburg park include Med-Eng, which makes bomb suits for the U.S. military, and T-Base Communications, a printer of large-print and braille documents.

John Rishe, director of commercial and industrial development at the OBPA, says the authority’s campaign to bring companies into the park has been active for decades and has been fairly successful.

The OBPA will often offer low-interest loans to incoming companies, help with duty for overseas products and offer competitive leasing rates when compared with metropolitan centres such as Ottawa and Montreal.

Mr. Rishe adds that an Ogdensburg location might be the path to success for Ottawa companies seeking inroads in the United States.

“It helps their headquarters in Canada.

That’s the way we view it,” he says.

The proximity of Ogdensburg to Ottawa allows Mr. Golubev to continue to make use of his local network. He says advisers such as Fluidware co-founder Aydin Mirzaee and Canopy Growth founder Chuck Rifici have been important to the success of his businesses.

Mr. Golubev sometimes wishes he didn’t have to cross the border to grow his company. But he sees a lack of support, in both finance and attitude, from private and public sources in Canada as a disappointment.

“I’m upset,” he says. “I’m a Canadian, but I have to go to the States, to Serbia, to do the business and scale it up properly. We’re going to be a success story. But we’re not going to be a Canadian success story. We’re going to be a U.S. success story.”

RETAIL

Elgin Sports owner Karl Kofmel says his independent operation can no longer compete against big-box stores and online retail giants such as Amazon. PHOTO BY MARK HOLLERON

MONDAY, JANUARY 30, 2017

Locally owned shops fighting a losing battle to stay viable

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around. But he says a multitude of factors – the rise of online shopping, big-box stores and direct competition from his own suppliers chief among them – worked against a smaller player like Elgin Sports.

“Elgin Street, we couldn’t survive as a retail business there,” he says. “There’s just too many restaurants, bars, pubs. It’s almost with OBJ in the store’s back office, where the an entertainment district as opposed to a two-storey shelves that used to be packed retail area. The same thing is happening with shoes, shirts and other merchandise here on Bank Street. It’s not really conducive are now half-bare. “Downtown used to be to retail anymore. I think if you’ve got the a place to come and go shopping. But over right little niche, you can make a go of it. the years, that has changed.”

But if it’s something (consumers) can get at Mr. Kofmel began his retail career the malls, at the big-box stores, at Tanger more than three decades ago, a time when Outlets, then there’s no need for them to once-thriving business that has been part consumers regularly patronized locally come downtown.” of Ottawa’s retail scene for seven decades owned shops such as Elgin Sports.

Elgin Sports is far from the only locally but will close its doors for good when its Founded on Elgin Street in 1946 by owned retailer feeling the pinch. Earlier this current lease expires at the end of February. Emmett “Red” Noel, the business soon month, Ottawa’s only children’s bookstore, When Karl Kofmel started working expanded citywide. Mr. Noel eventually Kaleidoscope Kids, said it was closing up for the company in 1984, Elgin Sports handed the reins to his son Brian in the shop after years of flat sales figures. had seven locations across the city and early 1980s, the high-water mark for the Ian Lee, a professor at Carleton employed more than 100 people. Now the chain.

University’s Sprott School of Business, is not owner of the sole remaining location at “The GST happened (in 1991), the surprised by the latest retail casualties. the corner of Bank and Albert streets, Mr. economy crashed, so the owner just slowly “I am predicting that small stores like Kofmel says he can no longer see a future started downsizing from seven (locations) Elgin Sports will be vanishing, all of them,” in bricks-and-mortar retail at the site. down to one,” says Mr. Kofmel, who bought he says bluntly. “They’re going to go the “I think people’s buying habits have the last remaining store four years ago. same way as bookstores and video stores.” changed a lot,” he says during an interview At first, he thought he could turn things A longtime observer of Ottawa’s retail

In the face of stiff competition from online giants and big-box stores, independent retailers such as Elgin Sports are gradually fading from the city’s business landscape

BY DAVID SALI david@obj.ca

M

uch like the store they’re in, the Ottawa Lynx throwback hats on sale at Elgin Sports are a stark reminder of a bygone era.

The capital’s Triple-A baseball team, once such a hit with fans it led its league in attendance two years in a row, could not sustain its popular appeal and ultimately fizzled out after a 15-year run. Today, the same fate is befalling Elgin Sports, a

The latest news in store. Follow the city’s retail scene scene, Mr. Lee says small businesses in any sector where consumers can easily compare products without having to actually see or touch them – such as sporting goods, books and electronics – simply can’t compete with online retailers such as Amazon that deal in huge volumes of product and have comparatively low overhead costs.

“They have the ultimate competitive advantage,” he explains.

Asked if there is anything independent retailers in those sectors can do to stay afloat, Mr. Lee doesn’t mince words.

“If my view, I don’t think so,” he says. “I know it sounds pessimistic, but I buy Nike shoes. Where do I buy them? Well, I don’t buy them at small, independent athletic stores. Either I’ll get them online or I’ll get them at factory outlets.”

Retail analyst Barry Nabatian of Shore-Tanner & Associates says Ottawa households are struggling in the face of increased debt, escalating food prices and soaring hydro rates, and many are turning to discount retailers such as Wal-Mart at the expense of independent stores.

Per-capita spending on consumer goods in the capital hasn’t shown any real growth for several years, he says, even though the city has added two million square feet of retail space – mostly in the form of discount

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“I know it sounds pessimistic, but I buy Nike shoes. Where do I buy them? Well, I don’t buy them at small, independent athletic stores.

Either I’ll get them online or I’ll get them at factory outlets.”

– CARLETON UNIVERSITY BUSINESS PROFESSOR IAN LEE

malls such as Tanger Outlets and higherend stores in the new Rideau Centre expansion.

“The middle class’s disposable money is diminishing,” Mr. Nabatian explains. “(Independent, locally owned stores) are the ones who have been suffering the last few years.”

He argues the overall impact of online shopping on small retailers has been “overblown,” noting those sales accounted for only about four per cent of Canadians’ total retail spending tab in 2016.

“People do a lot of research on the Internet, but they want to go see, feel, touch before they buy,” Mr. Nabatian says.

But in sectors such as electronics and books, recent figures from the United States show as much as 40 per cent of all spending now occurs online. It’s a troubling trend, Mr. Lee says.

“There’s a logic to what’s going on, and the sales that are migrating to the web, to the Amazons, are where you don’t need the

tactile experience.”

Algonquin College business professor Cheryl Dowell, a former manager at retail chains such as Fairweather and Ikea, is slightly more optimistic. She says there’s still room in the retail landscape for locally owned shops that offer a sense of “community” and strong customer service.

“The giants can’t offer that niche, that one-on-one relationship,” she says.

“The average Canadian is overextended and in debt. We need to feel that human connection. Where better to get that (than) when you go into a small business?”

Mr. Nabatian agrees that if there is any hope for the mom-and-pop enterprise, it lies in offering a level of quality and customer service the big-box stores and online giants can’t match.

“That is really their only way to survive,” he says.

Mr. Lee isn’t so sure.

“We’re not willing, most of us, to pay for customer service. I already know what my

(shoe size) is.”

He says he would caution aspiring independent retailers against selling generic merchandise in sectors such as sporting goods and electronics and instead focus on targeting underserved market segments.

“My generic advice to small business is, try and have a niche where you’re not competing against the big guys,” Mr. Lee says. “Secondly, even if they are selling it, try and choose an area where there’s a lot of support needed for the customer and try and sell on that basis. Those who are doing just mainstream things like selling general sporting goods, well, they’re going to have a tough time.”

Back in his stockroom at Elgin Sports, Mr. Kofmel can only wonder when the next domino will fall.

“The world of retail is changing; the landscape is changing,” he says quietly. “I think there’s still a lot of changes to come, too.”

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COMMENTARY Every year, companies spend hundreds of billions of dollars on R&D with little to show for it in terms of new products and services and new revenues. Indeed, research has continually demonstrated that there is no statistically significant relationship between a firm’s R&D spending and its financial performance

Great River Media 250 City Centre Ave., Suite 500 Ottawa, Ontario, K1R 6K7 obj.ca TELEPHONE Phone: 613-238-1818 Sales Fax: 613-248-4564 News Fax: No faxes, email editor@obj.ca PUBLISHER Michael Curran, 238-1818 ext. 228 publisher@obj.ca

Innovators need to be good, not lucky

an associated set of experiences in how customers find, purchase and use your product. It also entails integrating all the corresponding business processes and metrics to ensure that those experiences are consistently delivered.

The authors believe that by understanding what causes customers to hire a product or service, any business can improve its innovation track record.

They provide a useful framework for understanding the theory, explaining why it is predictive and how it applies in the real world. Each of the major chapters ends with a series of questions to help executives put some of the Surveys have consistently shown ideas into practice. There are also improving innovation performance to be dozens of examples of companies and at the top of the CEO agenda. Yet, most organizations that have used elements chief executives would be forced to admit of this approach to improve their that they have little to show for the vast innovation performance. These include sums of money spent in this area.

Airbnb, Amazon, CVS Minute Clinics, Every year, companies spend hundreds Intuit and Uber. of billions of dollars on R&D with little A great example is General Motors’ to show for it in terms of new products OnStar subsidiary. OnStar didn’t take off and services and new revenues. Indeed, until the division realized that the job research has continually demonstrated the customers were actually hiring it for that there is no statistically significant was not a high-end mobile concierge relationship between a firm’s R&D service but a 24/7 emergency response spending and its financial performance. when they were on the road.

Yet, governments continue to exhort The authors do acknowledge there is companies to invest more in R&D in the no special method of uncovering jobs to hope that it will generate new economic be done. It sometimes requires working benefits. through a customer’s decision-making The book’s authors view the current process. However, they do suggest approach to innovation as largely several places to begin looking. a process of placing bets – in most One of these is finding customers cases, losing bets. Even the access that using products in ways never imagined. companies now have to masses of This was the case with Arm & Hammer.

Competing Against Luck: The Story of consumer, demographic and trend data The orange box baking soda business Innovation and Customer Choice by has done little to improve innovation now constitutes less than seven Clayton M. Christensen, Taddy Hall, performance. It continues to be a hitper cent of the company’s revenue.

Karen Dillon, David S. Duncan. Harper and-miss process.

Understanding how customers actually Business, 2016.

The purpose of Competing Against used the product has spawned millions Luck is to show that companies can go of dollars in new product creations. arvard professor Clayton from being lucky to good when it comes Competing Against Luck is a Christensen is best known for to innovation. Drawing on two decades welcome addition to the vast literature his seminal work The Innovator’s of research, the authors seek to provide on innovation. It offers a practical Dilemma, which introduced the concept CEOs with a concept and a process guide that will help you understand of disruptive innovation into the business that will provide a reliable engine for what customers really want from you, lexicon. Named by The Economist as one innovation and growth. thus providing a more reliable basis for of the six most important books about Their approach is based on the creating products and services that you business ever written, it explored the theory of jobs to be done. This theory know in advance they will be eager to inability of large established companies looks at why your customers “hire” your buy and for which they will be willing to such as Digital Equipment and Xerox to product to do a specific job. “Hire” is pay a premium price. successfully respond as new, unexpected the operative word here. Uncovering competitors rose and took over their and understanding the specific job that Micheal Kelly is the Dean markets. the customer is hiring your product or of The Lazaridis School of With three co-authors in this new service to perform provides a reliable Business and Economics at book, he moves from how to respond to blueprint to guide the development of Laurier University and the founder of the disruptive innovators to how to increase products and services that they need.

Lazaridis Institute for the Management the prospects of innovating successfully.

This is then complemented by creating of Technology Enterprises.

MONDAY, JANUARY 30, 2017

New book by renowned Harvard professor Clayton Christensen seeks to give CEOs a more reliable engine for innovation and growth

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TECH Iversoft ‘coming out of the shadows’ Local app development agency acquires Ottawa gaming company

BY CRAIG LORD craig@obj.ca

Iversoft Solutions has made its firstever acquisition in the form of local gaming studio Jelly Smeared Games, but that’s just the start of what could be a monumental year for the Ottawa app developer.

Iversoft Solutions is an app development agency co-founded in 2009 by Vicki Iverson and Matt Strentse.

The company designs apps for large companies including Torstar and Manulife, as well as local firms such as TouchPlow, and also has an extensive gaming portfolio that includes Solitaire and other popular mobile card games.

Jelly Smeared Games earned attention for its game Bytown Skate and Brawl, a mobile game set on the Rideau Canal. Jelly Smeared Games had eight developers at the time of acquisition, four of whom were hired on by Iversoft.

OBJ sat down with Mr. Strentse and marketing director Graeme Barlow to hear about their audacious goals for the company this year. Among them, a move to a new space, an immediate round of hiring, another acquisition if possible, a company trip to Jamaica, and, biggest of all, triple-digit revenue growth.

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09 OBJ.CA

OUTGROWING ITS SPACE Scaling up comes with its own challenges, such as parking. Mr. Strentse says Iversoft desperate needs to relocate, having nearly outgrown its current space that already expands into an administrative outpost in a building opposite its main office.

Location isn’t the problem, however.

Mr. Strentse says operating out of the east end has been ideal for the company since it’s accessible to the downtown by bus without outrageous rent and parking costs, and close to food outlets and other amenities.

Mr. Barlow says Iversoft has worked for some of the biggest brands in Canada as well as a few contracts for the federal government, but, for the most part, is unable to talk about the work until it’s been officially launched. Many of these projects come with non-disclosure agreements that put the client in control of publicity.

While Mr. Strentse says this isn’t a concern for the company, it does make marketing a bit trickier. Until now, Iversoft had mainly found its clients by word-of-mouth, but Mr. Barlow says he’s focusing heavily on external marketing to find new clients and make a name for the firm in Ottawa.

“Until maybe a year or so ago, Iversoft had been incredibly successful flying under the radar,” he says. “Now, we’re coming out of the shadows and saying, ‘Here we are!’”

Celebrating 25 years!

MONDAY, JANUARY 30, 2017

FINDING THE RIGHT HIRE Hiring has been nearly constant as of late for Iversoft. A year ago, Iversoft was at nine full-time employees. Today, the company stands at 26, and is looking to bring the total to 40 as soon as possible in order to fill a large, multi-year contract the studio recently secured.

The Jelly Smeared acquisition has meant immediate growth at Iversoft, and it’s a move Mr. Barlow says Iversoft is likely to make again.

“We’re anticipating this being a core part of the strategy for growth going forward,” he says.

In the long term, Mr. Strentse and Mr. Barlow say there are U.S. cities where they’d like to see Iversoft establish a market presence. But in the short-term, acquisitions will help Iversoft bolster its gaming portfolio and bring new blood into the Ottawa development scene.

While adding bodies is critical to Iversoft’s immediate success, Mr.

Barlow says the company isn’t just picking up developers off the street. Jelly Smeared’s team, for example, was a good “philosophical” fit.

“I find a lot of people scale in a panic and hire the first (person) they can find, which leads to a lot of crashes and challenges,” he says. “Universally, we look for culture and ambition first.”

The culture of Iversoft is evident upon stepping into the company’s offices in an industrial park off Innes Road. Multiple dogs rove the office floors, with Star Wars paraphernalia scattered about in the form of pillows or lego sets.

Mr. Strentse says that he’ll often leave the office around 7 p.m. and find a group of his developers sitting around playing Counter-Strike, an online shooting game.

“Nobody we’ve hired thinks this place is a nine-to-fiver,” he says.

As a way to rally the company around a common cause, Mr. Strentse says they have a stretch goal for meeting their revenue targets on the year: A company trip to Jamaica.

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10

The international medical community was turned upside down in 1895. German physicist Wilhelm Röntgen was researching the electric discharge process in diluted gas when he stumbled upon a new kind of ray. He discovered its potential medical use when he made an image of his wife’s hand on a photographic plate. (When she first saw the picture, she purportedly said: “I have seen my death.”) In January 1896, Vienna’s daily newspaper, Die Presse, published Röntgen’s findings under the headline: “A Sensational Discovery.” It was sensational. It was the birth of the X-ray.

The idea of being able to see inside a live body transformed the medical profession. Today, we are in the middle of another chapter in the history of radiology.

Leading this global change is Dr. Frank Rybicki, Chief of Medical Imaging at The Ottawa Hospital (TOH) and Professor and Chair of Radiology at the University of Ottawa. In 2011, he was part of a Boston-based medical team that used 3D printing to guide North America’s first face transplant. His role at TOH is fairly new, having arrived only 18 months ago.

“One of the things I was charged to do was advance my department, and the institution as a whole. Having a 3D printing program puts Medical Imaging at the center of radiology’s international stage, moves us closer to becoming a top 10 per cent hospital in North America, and it enables Tender Loving Research by bringing new technologies to Ottawa and the region,” he explains. “3D printing is the fastest growing technology in the medical sector today, with multidisciplinary opportunities as the field evolves before us.”

3D printing was invented in 1983 and was first proposed for medical use in the late 1980s.

Proponents were well ahead of their time.

“The evolution is very comparable to MRI 15 years ago when I completed my residency, in that the technology had to catch up. Now the technology can meet medical needs with enormous opportunities,” explains Dr. Rybicki.

The Ottawa Hospital is the first hospital in Canada to have an integrated medical 3D printing program for surgical planning, education, and expansion of its research portfolio. It’s the kind of innovation that is helping patients today, and in the future.

Dr. Adnan Sheikh, Medical Director for 3D printing at TOH, explains its important role in complex operations.

Imagine an aggressive tumor that erodes a pelvic bone so completely that the damage extends into the joint itself. It’s a rare case and there’s a lot going on: the bone, blood vessels, muscle and soft tissues are involved. A surgeon while planning a complex surgery would like to know: 1. What’s the relationship between the tumor to the vessels? 2. What’s the best surgical approach?

3D printing can help answer these questions.

Currently, this technology is widely used to create detailed anatomical models that allow doctors to plan and practice complicated heart, brain and reconstructive surgeries. These models give doctors an unprecedented level of reassurance, confidence, and clarity in complex surgeries.

The new printer allows medical staff to create a 3D replica of the damaged bone. A second model – printed to scale – shows the exact place to make critical incisions.

“Even a millimetre here or there makes a difference,” says Dr. Sheikh, who points out that having this kind of detailed information before surgery can cut operating time by two or three hours. Each hour in the operating room has a price tag of $3,000 to $4,000. Less time in the O.R. results in better patient outcomes with fewer complications during surgery.

“You know exactly what you’re doing,” says Dr. Sheikh. “That really cuts down the morbidity and any complications relating to any complex procedure.”

3D printing is also critical to research and teaching. By having models printed in 3D, the entire medical community – from students to surgeons – can benefit; not to mention the patients. Take, for example, the heart.

“Some of the abnormalities of the heart are very rare – 1/1000 or 100,000. A cardiac surgery resident may not see all the congenital heart abnormalities during their training,” says Dr. Sheikh. “How do they operate? If we had these models made so the surgeons can practice, they’d know exactly what they need to do before the surgery.”

1

DR. ADNAN SHEIKH (LEFT), MEDICAL DIRECTOR FOR 3D PRINTING AT THE OTTAWA HOSPITAL. DR. FRANK RYBICKI (RIGHT) IS CHIEF OF MEDICAL IMAGING AT THE OTTAWA HOSPITAL AND PROFESSOR AND CHAIR OF RADIOLOGY AT THE UNIVERSITY OF OTTAWA. PHOTO BY MARK HOLLERON

Not too far in Ottawa’s future is a 3D printer that prints customized human implants.

In the case of the patient with the tumor that destroyed his pelvic bone, imagine a 3D print of a custom prosthetic bone fragment that can safely replace the damaged one.

“The technology already exists,” says Dr. Rybicki. “It’s just a matter of funding in order to bring it to Ottawa.”

Funding issues aside, the future of the 3D medical imaging program at The Ottawa Hospital looks very bright, indeed. Dr. Sheikh is particularly excited about organ printing, which would alleviate the chronic shortage of organs needed for research and transplants.

“The U.S. has already spent billions of dollars for research on organ printing and we would love to take the initiative. We have the leadership and the expertise here. That’s our aim. That’s going to change everything,” says Dr. Sheikh.

“What we are doing right now is really just the tip of the iceberg. 3D printing is revolutionizing the way we practice medicine, now, and 10 years from now.”

THE NUMBER OF HOSPITAL-BASED INTEGRATED MEDICAL 3D PRINTING SERVICES IN CANADA

4-6

HOURS IT TAKES TO PRINT A MODEL PELVIS

COUNTLESS

SURGICAL HOURS SAVED THANKS TO BETTER UNDERSTANDING OF SURGERY

THE OTTAWA HOSPITAL

MONDAY, JANUARY 30, 2017

MADE TO ORDER

— SPONSORED CONTENT —

DR. ADNAN SHEIKH, MEDICAL DIRECTOR FOR 3D PRINTING AT THE OTTAWA HOSPITAL. DR. FRANK RYBICKI, CHIEF OF MEDICAL IMAGING AT THE OTTAWA HOSPITAL AND PROFESSOR AND CHAIR OF RADIOLOGY AT THE UNIVERSITY OF OTTAWA.

MONDAY, JANUARY 30, 2017

3D PRINTING IS THE FASTEST GROWING TECHNOLOGY IN THE MEDICAL SECTOR TODAY, WITH MULTIDISCIPLINARY OPPORTUNITIES AS THE FIELD EVOLVES BEFORE US.

11 OBJ.CA

EVENTS

Outgoing U.S. ambassador Bruce Heyman, far left with wife Vicki, holds up a personalized Expos jersey from Montreal Mayor Denis Coderre. Above, Mr. Coderre shares a laugh with French ambassador Nicolas Chapuis and his wife Sylvie Camia. Below from top, Supreme Court Justice Richard Wagner with Catherine Clark; Mr. Heyman with CTV journalist Don Martin; the U.S. ambassador greets Ukrainian counterpart Andriy Shevchenko.

PHOTOS BY CAROLINE PHILLIPS

U.S. ambassador bids fond farewell to Canada U.S.

farewell reception held on Jan. 17 at the United States embassy.

Some, including Montreal Mayor Denis Coderre, came bearing gifts such as a personalized Montreal Expos jersey for Mr. Heyman.

The ambassador, who had served in Canada since April 2014, resigned on Jan. 20 when Donald Trump was inaugurated in Washington, D.C., as the 45th U.S.

MONDAY, JANUARY 30, 2017

Ambassador Bruce Heyman, who’s hosted some of the best embassy parties in town with his wife Vicki, wasn’t about to leave his posting in Ottawa without one last hurrah.

Members of Canada’s highest court, along with foreign heads of mission, were among 350 invited guests who came to say their goodbyes to the Heymans at a

OBJ.CA

12 From left, Beauty Revolution’s Alexandra Zanella, Dentons principal Maryscott “Scotty” Greenwood, outgoing U.S. ambassador Bruce Heyman and CN assistant VP David Miller.

president.

“We hand over an economy that is improving and strong, and we hand over a Canada-U.S. relationship that has never been better than it is right this minute,” Mr. Heyman said to applause and shouts of “Here, here!” from the crowd.

Mr. Heyman listed his proudest accomplishment as the pre-clearance border deal to strengthen border security and facilitate trade between Canada and the U.S. He also mentioned the North American Leaders’ Summit that took place in Ottawa last year, as well as progress on climate change issues.

The diplomat gave a special shout-out both to his boss, former U.S. President Barack Obama, for his leadership, and to the “love of his life,” Vicki, for her partnering role in his ambassadorship.

“Our friends that we’ve created (thanks to Vicki), our interaction with the cultural community (thanks to Vicki), our entertainment at the residence (definitely thanks to Vicki); I’m the luckiest guy in the world,” said Mr. Heyman, with his wife at his side.

The couple plans to make return visits to Canada this year to take part in several projects. Still, they encouraged guests to stay in touch and, as proof of their sincerity, shared their personal e-mail addresses with the room.

“We will no longer have a lot of staffers around us, so we will be answering our own e-mails,” Vicki said cheerfully.

Caroline Phillips is a freelance journalist who has covered the capital’s social events scene for more than a decade.

NOMINATE ONLINE TODAY! Nominations close on Friday, March 31, 2017

Visit fortyunder40.ca for more information!

#Ott40 Are you under the age of 40 and a business achiever in Ottawa?

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for the 2017 Forty Under 40 awards.

We’re looking for 40 young leaders who exemplify business success, professional expertise, and community giving.

FORTY UNDER Top, historian Irving Abella and Stephen Wallace, secretary to Gov. Gen. David Johnston, in conversation with Supreme Court Justice Rosalie Silberman Abella; above, acclaimed photographer Rosalie Favell shows her portrait of outgoing U.S. ambassador Bruce Heyman; left, cookies featuring the ambassador and his wife Vicki; below, federal policy analyst Fred Ninh (left) with Supreme Court Justice Malcolm Rowe and federal policy adviser Adam Moscoe.

PHOTOS BY CAROLINE PHILLIPS

(There is no disadvantage to self-nomination; nominees are encouraged to participate in the process)

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MONDAY, JANUARY 30, 2017

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13 OBJ.CA

GO INSIDE

OTTAWA’S BEST OFFICES AN EXCLUSIVE VISIT INSIDE OTTAWA’S BEST WORK SPACES “Spectacular, seamless, contemporary, purposeful, adaptable, highly productive office spaces.”

MONDAY, JANUARY 30, 2017

NOW AVAILABLE IN PRINT AND DOWNLOADABLE.

OBJ.CA

14

“Companies recognize that modern, attractive and efficient offices are needed to attract and retain talent.”

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WWW.BESTOFFICESOTTAWA.CA

BROOKFIELD

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Well-planned and executed renovation yields bright, seamless environment

Contemporary, highly functional space incorporates many natural elements

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Flexible, adaptable office space designed to feel like home

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WANT TO SEE EVEN MORE OF OTTAWA’S BEST OFFICES?

15 OBJ.CA

TOURISM

“What (customers) value the most is a familiar face when they check in, consistency of service and the ideal location. We’ve been here for 10 years and are well-established and well-connected within our community.”

— PATRICK QUIROUETTE, HOTEL INDIGO’S DIRECTOR OF SALES AND MARKETING

INDIGO HOTEL TIMELINE Source: The Metcalfe: A Short History

by Randy Boswell

1906: YMCA directors pay $18,000 for parcel of land on northwest corner of Metcalfe and Laurier, former site of home of Father of Confederation Sir George-Étienne Cartier The current Hotel Indigo was a former home of the downtown YMCA.

June 1909: “State-of-the-art” Y opens on site after $200,000 fundraising campaign Early 1930s: Photographer Yousuf Karsh moves into a room at the Y, lives there until mid-’30s 1941: Renowned scholar Henry Marshall Tory and YMCA director W.M. Connor have chance meeting outside building, chat about need for new college in Ottawa Dec. 1, 1941: Building hosts historic meeting that leads to creation of Carleton College (now Carleton University) in 1942 Early 1950s: Y extensively renovated after major fundraising campaign Mid 1960s: YMCA begins looking for new central location to accommodate Ottawa’s growing population

Owners of historic property to end affiliation with IHG brand, launch independent hotel in bid to ‘help the guest experience’

March 1969: Metcalfe building sold for $393,645 to property developer Rupert McClelland

BY PETER KOVESSY

Early 1970s: McClelland opens Bytown Hotel, sometimes known as the Bytown Inn Late 1970s: Hotel hosts hundreds of refugees from war-torn Vietnam, Cambodia and Laos

MONDAY, JANUARY 30, 2017

1979: Bytown Inn put on market by property’s mortgage-holder

OBJ.CA

16

Hotel Indigo no more: Downtown lodging to become Metcalfe Hotel

Early 1980s: Property rechristened Hotel Roxborough Early 1990s: Hotel again changes ownership, operates under Howard Johnson banner 2007: Property rebranded as Hotel Indigo February 2017: Hotel drops affiliation with international hospitality giant IHG, becomes independent Metcalfe Hotel

pkovessy@obj.ca

T

he owners of a boutique hotel in downtown Ottawa are ending their decade-long affiliation with international hospitality giant IHG and plan to start operating independently next month.

On Feb. 13, the 106-room Hotel Indigo will become the Metcalfe Hotel, marking the latest chapter in the property’s storied history.

Patrick Quirouette, the hotel’s director of sales and marketing, said the inspiration to go independent came to the property’s owners – a local family he declined to name – after seeing boutique hotels in the United States that had successfully positioned their property to capture business from both Baby Boomers and millennials.

“A year ago, (the owners) said, ‘We can make it on our own,’” Mr. Quirouette said. “We’ll now have much more flexibility to change things to help the guest experience.”

Being part of a hotel chain typically forces a property owners to follow specific design standards, down to the carpet and furniture.

Now, the proprietors of the soon-to-be

Metcalfe Hotel are using Ottawa-based Mr. Quirouette said Hotel Indigo design firm 4té to guide renovations of traditionally relied heavily on corporate the property. and government business during the The early goals include upgrading week as well as leisure travellers looking the lobby with an eye to making it more for a unique hospitality experience inviting to pedestrians walking by the during the weekend. property, which is located at the corner of One of the risks of going independent Metcalfe Street and Laurier Avenue West. is that travellers who were attracted to Corridors are also Hotel Indigo in part by IHG’s being repainted, crown popular loyalty rewards moldings around program will choose to stay door frames are being at other properties where replaced and minor they can continue to collect modifications are being and redeem points. made to guest rooms, In addition to Hotel including removing Indigo, IHG operates the Indigo hallmarks such as Crowne Plaza, Holiday murals.

Inn and InterContinental One of the changes brands, among others. guests will see is more Mr. Quirouette conceded communal seating in the Metcalfe Hotel may lose the atrium area. Mr. some of these customers Quirouette said he Photographer Yousuf Karsh but said he’s confident wanted to give guests the once lived at the site of the majority of guests will option of working in a today’s Hotel Indigo. continue to do business more social environment with the rebranded and not feel confined to their rooms property. when they need to catch up on e-mails or “What they value the most is a familiar prepare a presentation, for example. face when they check in, consistency of That work will wrap up in May. More service and the ideal location,” he said. extensive guest room renovations are “We’ve been here for 10 years and are planned for 2018. well-established and well-connected

The former YMCA site became a hotel under several names, including the Roxborough.

within our community.”

Mr. Quirouette said most of the money saved in IHG franchise fees will be put towards marketing the Metcalfe Hotel.

He adds that bookings at the hotel are higher than at the same time last year, in part because of the buzz surrounding the full year of festivities surrounding Canada’s 150th anniversary.

This year’s rebranding is the latest change for the property, which has been

the site of several hotels and home to several famous Ottawa residents for more than a century.

It’s the former site of a home once owned by Sir George-Étienne Cartier, the powerful Quebec lieutenant and longtime political protégé of Sir John A. Macdonald, according to a history of the property written by local journalist Randy Boswell.

During the late 1860s and early 1870s, Mr. Cartier’s “modest brick house” was reportedly the social centre of the Confederation-era capital, where politicians of all stripes – as well as writers, musicians and other artists – gathered on Saturday nights to dine, drink, sing and dance, Mr. Boswell wrote.

It later became a YMCA where acclaimed photographer Yousuf Karsh took up residence.

In early 1970, Ottawa construction contractor and property developer Rupert McClelland bought the property for $393,645 and opened The Bytown, which was sometimes known as the Bytown Hotel or Bytown Inn. Slightly more than a decade later, the hotel underwent substantial renovations and became The Roxborough. It changed ownership again in the 1990s, operating for several years as part of the international Howard Johnson chain.

2017

presents:

POST-BUDGET BREAKFAST The highly-anticipated federal budget will be released in a matter of weeks. What will it mean for business? What will it mean for Canada? What will it mean for Ottawa?

Stay tuned for more information on this must-attend breakfast.

Watch ottawachamber.ca for event details.

Ottawa 2017, Moment Factory (producers of Kontinuum), and Ottawa Sports and Entertainment Group

Wednesday, February 22, 2017 7:00 a.m. - 9:00 a.m.

Shaw Centre - 55 Colonel By Drive - Room 213/215

Register online at www.ottawachamber.ca Sponsors

Individual Tickets: $35.00 + HST (Ottawa Chamber Members) $50.00 + HST (Non-Members) Corporate Tables of 8 with Signage: $245 + HST (Ottawa Chamber Members) $350 + HST (Non-Members)

17 Audio-Visual Rentals Locations audio-visuels

OBJ.CA

E-mail info@ottawabusinessevents.ca to receive weekly updates on all our events.

MONDAY, JANUARY 30, 2017

Gain insights on business, tax and economic measures and determine what it means for you.

An Inside Look at Ottawa 2017

THE LIST 1 2

3 3 5 6 7

MONDAY, JANUARY 30, 2017

8

OBJ.CA

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9 10

Company/Corporate Address/ Phone/Fax/Web Minto Properties 200-180 Kent St. Ottawa, ON K1P 0B6 230-7051 minto.com

Premiere Suites 120-950 Gladstone Ave. Ottawa, ON K1Y 3E6 613-695-6510 premieresuites.com

160 Chapel 160 Chapel St. Ottawa, ON K1N 8P5 613-789-6000 160chapel.com CorporateStays.com International 514-277-6464 corporatestays.com SoHo Metropolitan Residences 300 Lisgar St. Ottawa, ON K2P 0E2 613-558-8747 sohomet.com/ottawa McKellar Park Suites 1983 Carling Ave. Ottawa, ON K2A 1E9 613-722-4273 mckellarparksuites.com 126 Sparks 126 Sparks St. Ottawa, ON K1P 5B6 613-237-6373 126sparks.com

341 MacLaren 341 MacLaren St. Ottawa, ON K2P 2E2 613-594-5757 341maclaren.com Arosa Residences 163 MacLaren St. Ottawa, ON K2P 2G4 613-238-6783 / 613-238-5080 arosaresidences.com Village Suites 543 Denbury Ave. Ottawa, ON K2A 2N8 613-816-9555 villagesuites.ca

No. of units

213

LARGEST EXTENDED STAY & FURNISHED SUITE PROVIDERS (RANKED BY NUMBER OF SUITES)

No. of employees / Year founded

20 1955

Parking available?

Free Wi-Fi?/ Owner / Minimum Landline phone?/ general man- stay length / Housekeeping ager Rates (range) service?

Locations Complimentary at Minto one80five; $45/month at AvenMinto 30 days tura Minto one80five; Properties The Aventura $87-$149/day Y Maurice Abel Y Bi-weekly plus weekly linen exchange 50 Laurier; Claridge Plaza; The Laurier; 169 Lisgar; The Hudson; $8/day 7 nights The Galleria; The Y Rick Aubry $110-$199/ Gardens; Place Y night St-George; 101 Bi-weekly Richmond Rd.; Beechwood Village and others

70

8 2007

60

8 2007

Morguard Investments WND

4 WND

Vladimir De Suarez Vladimir De Suarez

60

Six months $1,500$2,300/month

7 nights $100-$500

30 days (shorter stays allowed if space available) From $120/ night One week Gomes family $650-$750/ Diana Gomes week or Guzman $1,750-$1,950/ month Soho Metropolitan Residences David Kelley Anna Pantalone

50

10 2009

36

1 1958

35

5 2006

Morguard Investments Steve Hebert

3 months $2,225$2,800/ month

30

6 2012

District Realty Louis Lalonde

30 days $1,800$2,800/ month

22

4 1981

H.E. Reinert Two months Holdings $1,399-$1,499/ Gina Campbell month

4

1

Dave Kirchmann Dave Loney

Two weeks $1,600$1,800/month

$110/month Y N N

160 Chapel; 126 Sparks

Description and amenities Pet friendly; dry cleaning service; fitness center; saltwater lap pool with whirlpool and sauna; 24/7 concierge; terrace Fully furnished one, two and three-bedroom condos and town homes located in downtown Ottawa, Westboro, Kanata, and Ottawa East. Fully equipped kitchens; in-suite laundry; fitness centre/pool; pet friendly; 24/7 guest assistance 24-hour security; gym; spa; heated salt-water pool; fresh coffee in the lobby every morning; laundry; private terrace with barbecues

50 Laurier East; Claridge Plaza; East Amenities vary by building.

Market 2; East MarPlease see website for ket 3; 169 Lisgar; specifics.

179 Metcalfe; York Plaza; The Slater; Luxury designed interiors; spacious living areas; floor $200/month or $10/ SMR Lisgar – 300 to ceiling window; in-suite day Lisgar St.; SMR washer-dryer; fully-equipped Y Champagne – 111 designer kitchens; N Champagne Ave. hotel-trained concierge Weekly service; Dalton Brown gym HD TV with digital Rogers Free cable; spacious one and Y 1983, 1967 and 1951 two-bedroom suites; fulY Carling Ave. ly-equipped eat-in kitchen Weekly with utilities; air conditioning 24-hour security; utilities included; self-controlled heating and air-conditioning; $103/month TV, DVD player provided; Y 126 Sparks private terraces available in Y some suites; in-suite launFor a fee dry; fully equipped kitchens; towels and linens included; unlimited wi-fi 24/7 onsite, fully-equipped gym; state-of-the-art, six-seat $120-$150 private theatre; games room Y 341 MacLaren with pool table and 80” Y screen; brand new smartWeekly card laundry facilities; building-wide WiFi network Fitness room; coin-operated $75/month laundry; on-site superinY tendent; on-site office open Y 163 MacLaren St. weekdays; utilities included; Three times per air-conditioned; basic cable; week fully equipped kitchen with dishwasher Fully serviced; flat-screen TV with basic cable; DVD player; Complimentary in-suite laundry; fireplace; Y Wellington Village; individually controlled Y Beechwood Village air-conditioning; gas stove; Fee-based, at tenfully equipped kitchen; 24/7 ant’s request assistance; digital locks; unlimited $225/month Y N Bi-weekly

WND = Would not disclose. Should your company be on this list? If so, please send details to research@obj.ca This list is current as of January 26, 2017. © 2017 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 attempt to gather information of relevance to the Ottawa market. Research by Patti Moran. Please send questions and comments to research@obj.ca.

FOR THE RECORD People on the move Pascal St-Jean has been appointed as chairperson and business leadership coach at TEC (The Executive Committee).

A former Forty Under 40 award recipient, Mr. St-Jean has founded and co-founded several companies throughout his career, including Kaos Technologies, PicSphere Technologies and Synergiq Solutions.

Shahab Siddiqui and Brad Smith have joined FCi. Mr. Siddiqui comes on board as director of business development, wireless solutions.

He has more than 12 years of experience in broadband, WiFi and DAS evolving technologies.

Mr. Smith joins FCi in business development, security solutions.

He has 20 years of experience in both technical and business development, including designing and developing solutions within the federal government and commercial markets.

Kenneth MacAskill, an expert in high-growth companies, is Klipfolio’s new chief financial officer. Mr. MacAskill brings more

Contracts

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

Donna Cona Inc. 106 Colonnade Rd. Description: Crisis line services Buyer: Indigenous and

than 25 years of experience to his new role, including 13 years focused on high-growth softwareas-a-service business models. He previously served as the CFO and then the CEO of Recognia.

Peter Bernhardt is the new chief financial officer at edjuster.

Mr. Bernhardt has extensive experience overseeing finance organizations for high-growth companies, most recently serving as senior business consultant for a diverse range of companies including Rolls-Royce, Civil Nuclear Canada and Ambico Ltd.

Hats off Huiping Zhang, wintranslation’s president and founder, accepted the Women’s Business Enterprise of the Year Award for 2016 on behalf of the company during the WEConnect International in Canada’s national “Power the Economy” conference. The award is presented to three WEConnect International certified women’s business enterprises across Canada that have established fruitful relationships with large corporations.

Northern Affairs Canada $10,000,000 MODIS Canada Inc. 155 Queen St. Description: Application/ software architect Buyer: Citizenship and Immigration Canada $9,880,722 CGI Information Systems

and Management Consultants Inc. 1410 Blair Pl. Description: Application/ software architect Buyer: Citizenship and Immigration Canada $8,490,257 Veritaaq Technology House Inc. 1111 Prince of Wales Dr.

Description: Enterprise architect Buyer: Citizenship and Immigration Canada $5,710,451 MODIS Canada Inc. 155 Queen St. Description: Enterprise architect Buyer: Citizenship and Immigration Canada $5,487,043 Biokinetics and Assoc. Ltd. 2470 Don Reid Dr. Description: Test, analysis and development services in the field of injury biomechanics and small arms Buyer: DND $4,311,562 Tiree Facility Solutions Inc. 1050 Morrison Dr. Description: National project delivery office Buyer: RCMP $4,023,404 Calian Ltd. 340 Legget Dr. Description: Professional services Buyer: Indigenous and Northern Affairs Canada $1,741,142 Cleanmatters Janitorial Services Ltd. 6 Craigmohr Crt. Description: Janitorial services – Block 1 buildings Buyer: PWGSC $1,489,171 Pacific Safety Products Inc. 124 Fourth Ave., Arnprior Description: MP patrol vest Buyer: DND $1,356,000

Protak Consulting Group Inc. 343 Preston St. Description: Supply arrangement Buyer: PWGSC $1,022,932 Lar-Mex Inc. 5509 Canotek Rd. Description: HVAC preventative maintenance – Uplands Buyer: PWGSC $840,973 Advanced Business Interiors Inc. 2355 St. Laurent Blvd.

Description: Furniture for work spaces – cat. 1, 2 and 4 Buyer: PWGSC $352,781 Donna Cona Inc. 106 Colonnade Rd. Description: Web architect to design and implement a centralized authentication service Buyer: DND $261,030 GR Construction 2295 Stevenage Description: Interior fit-up/ renovations CEF Building 55 Buyer: Agriculture and AgriFood Canada $210,000 Entrust Ltd. 1000 Innovation Dr. Description: ADP inputoutput and storage devices – maintenance Buyer: RCMP $193,807

Buyer: National Research Council Canada $190,500 Multishred Inc. 65044 Merivale P.O. Description: SEM 2-SSD disintegrator Buyer: DND $183,372 Anritsu Electronics Ltd. 700 Silver Seven Rd. Description: Spectrum analyzer Buyer: DND $174,071 Newfound Recruiting Inc. 450 March Rd. Description: One web multimedia content consultant, level 2 Buyer: DND $166,104 Enterprise Rent-A-Car Canada Ltd. 2300 Stevenage Dr. Description: Car rental Buyer: DND $146,238 University of Ottawa 25 Templeton St. Description: Trace element chemistry (R&D) Buyer: Health Canada $133,214 Integrated Learning International Inc. 182 Place des Pins Description: Learning services SA – construction contract administration course Buyer: PWGSC $120,910

LCC & Assoc.

41 Valcourt Description: M4-PSO office renovation

Ottawa’s Complete Buying Guide VIEW ONLINE AT bit.ly/2BOL2016

BUY ONLINE AT bit.ly/BUYBOL2016

MONDAY, JANUARY 30, 2017

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