– PAGE 11
VICTORIA BE Awards – January 26 at the Delta Victoria Ocean Pointe Resort
NEW SHIPPING OPTIONS for VANCOUVER ISLAND - Page 5
Mandy Farmer Was Presented With Her Award At A Ceremony In Toronto
VICTORIA Lyall Sargent has spent a lifetime in the construction industry
Accent Inns CEO Wins National Hotelier Of The Year Award
INDEX News Update 2 Greater Victoria 6 Esquimalt 7 West Shore 7 Saanich Peninsula 8 Who is Suing Whom 34 Movers and Shakers 35 Opinion 38 Sales 39 Contact us: 1-866-758-2684
OUR 30TH YEAR
BY DAVID HOLMES
ICTORIA – For an hotelier it is among the highest accolades you can win. Mandy Farmer, the President and Chief Executive Officer (CEO) of Accent Inns and its innovative Hotel Zed companion chain has won the prestigious Hotelier of the Year Award from the national industry publication Hotelier Magazine. “This award isn’t regional it’s national and that’s huge as we’re a regional company. In fact we don’t operate outside of British Columbia. At present we have five Accent Inns in BC and the two Hotel Zeds – one in Victoria and our newest is in Kelowna,” explained John Espley, Accent Inns’ Director of Connectivity. Presented by Kostuch Media Ltd., the publisher of industry magazines Foodservice and Hospitality and Hotelier in Toronto,
SEE YEAR AWARD | PAGE 15
Mandy Farmer accepted her award as part of the 28th annual Pinnacle Awards held in Toronto.
Tru Value Takes Home Gold Family Business Association Vancouver Island celebrates and promotes the achievements of family businesses through the Family Business Excellence Awards BETH HENDRY-YIM
Canadian Publications Mail Acct.: 40069240
the Hotelier of the Year Award is part of its annual Pinnacle Awards which were presented for the 28th consecutive year. Hotel Zed is described as a fun and funky alternative to the more traditional style of hotel, offering services and extras that appeal to a broad and diverse range of guests. The Victoria Hotel Zed features 62 rooms, a swimming pool with waterslides, a ping pong lounge, complimentary comic books in the rooms, a business work station featuring typewriters and even classic Volkswagen shuttle buses. Describing themselves as ‘Rebels Against the Ordinary’ – Hotel Zed’s operators strive to bring fun and adventure to their eclectic setting. “Hotel Zed is retro-themed and very fun and funky with some really cool amenities. The rooms
ru Value Foods is the 2017 recipient of the Family Business Excellence Award recognizing its considerable contribution to its local communities and economy. “Twenty-three nominations were received from across Vancouver Island,” said Stewart Story, president of the Family
Business Association Vancouver Island (FBAVI), adding that the award recipient and finalists, Prince of Whales Whale Watching and Dodd’s Furniture, will be presented the awards at a gala event held February 9 at the Beach House Restaurant in Victoria with generous sponsorship and support from Black Press, Hot House Marketing, Reed Pope Law, Country Grocer Salt Spring
Island and Country Grocer. Given annually by FBAVI, the award celebrates and promotes the achievements of Canadian family businesses. “It’s a real compliment to be recognized by your peers,” said Dean Clarke, majority shareholder, Tru Value Foods. “In the grocery world, we’re a small player doing what we see as good and right. For people from an
organization we respect, looking from the outside in, and saying that what we are doing makes sense, is an honour.” T r u Va l u e i s a c o m m u nity-based cha i n of f u l l-service grocery stores located on and around Vancouver Island with a focus on giving back to each community it serves. The SEE TRU VALUE | PAGE 25
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VANCOUVER ISLAND Island Manufacturers Receive Support from Province The provincial government has committed more than $160,000 to help Vancouver Island manufacturers develop a comprehensive labour-market strategy, which will address priority training and skills-shortage issues affecting the manufacturing sector in the region. This investment is part of a broader Sector Labour Market Partnerships project led by Harbour Digital Media, which began in the fall of 2015. With the funding announced today, the BC government has invested over $190,000 in the project to support employer engagement and labour-market information research, as well as strategy development, for the Island’s manufacturing sector. “Organizing and aggregating the labour market issues for the Vancouver Island / Coastal manufacturing community has been an extremely positive and encouraging project,” says John Juricic, owner, Harbour Digital Media. “Manufacturers in this region are excited and optimistic to be able to communicate their labour-market issues to government and work towards solving and dealing with them directly, within a sustainable, constructive and long-term framework.” The strategy consultation will be completed in early 2017, culminating in a final report that will recommend specific activities for possible implementation in the next phase of the project. British Columbia’s manufacturing sector is the third-largest contributor to the province’s economy and a key part of the BC Jobs Plan, generating $15 billion in revenue and supporting approximately 172,500 jobs. The Sector Labour Market Partnerships Program is funded through the Canada-British Columbia Labour Market Development Agreement. The program helps employers understand and respond to changing labour market demands, and ensures that training and education programs in BC are aligned with industry’s labour-market needs and priorities.
BRITISH COLUMBIA ICBC to no longer insure high-end luxury cars
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The provincial government is moving forward to no longer insure the high-end luxury car rate class (cars worth $150,000 and over) so that the broader ratepayer is not subsidizing these vehicles. The owners of these cars will have to go to private insurers instead. Drivers will still be required to carry a certain amount of coverage to protect themselves and other drivers, but will not be provided through ICBC’s public insurance plan. While the legislative work is put in place, the government will immediately take steps to ensure high-end luxury car owners pay more than double for their basic insurance while their premiums fully cover all costs of any repairs. The average private passenger car in B.C. is worth approximately $15,000, which is 10 times less than the growing number of luxury high-end cars on the road (cars worth above $150,000). When more expensive cars get into a crash, it costs approximately six times more to fix them. However, until now, the owner has paid similar rates for their basic insurance. The new rates will apply to private passenger
cars only, and not commercial trucks, pick-up trucks, collector cars or limousines. The new rule will also not apply to RVs.
VICTORIA Local charities receive over $2 million in grants Just in time for the holidays, the Victoria Foundation has approved a record high $2,005,232 in annual Community Grants to 98 non-profit organizations on Vancouver Island. The Victoria Foundation has awarded over $15 million so far this year and over $175 million since the foundation began in 1936. “What struck me with this year’s grants is the impressive breadth of local issues being addressed,” said Victoria Foundation CEO Sandra Richardson. “From welcoming newcomers, to supporting homeless youth and women at risk, to restoring our natural environment and improving access to healthy food, the range is incredible. Our congratulations go to all of the recipients and our thanks also go to all of the committee members, donors and Board Members whose enthusiastic participation makes these grants possible.” Supported by the Foundation’s Vital Victoria Fund, Community Grants are awarded each December. Individual donors and fund holders also contribute significantly, providing almost $750,000 of the total $2 million. The Victoria Foundation Board has established food security and homelessness as the threeyear strategic granting priorities for the Vital Victoria Fund. The latest grants range from $3,000 for a produce cooler for the Food Bank at St. John’s Church, to $40,000 to St. Vincent de Paul to support long-term housing outcomes for at-risk women and single mothers who are moving into transitional housing. “We are overjoyed to receive this grant from the Victoria Foundation,” said Angela Hudson, Executive Director at Saint Vincent de Paul. “This funding will be directed toward the single mothers and at-risk women who make up the resident community at Rosalie’s Village. With a focus on long-term housing stability, we will work with our residents to co-create a life-giving community where social connections and self-esteem are developed, and individuals are empowered toward healthy futures.”
BRITISH COLUMBIA Premier announces support for first-time home buyers Premier Christy Clark has announced a new provincially supported loan program for firsttime homebuyers. This new program called the BC Home Owner Mortgage and Equity Partnership, would help first-time home buyers that meet certain criteria, with their down payments by providing them with a twenty-five-year loan of up to $37,500, or five per cent of the purchase price. The loan is interest-free for the first five years. After the first five years, the province will collect monthly payments at the current market interest rate. The home buyer must also have saved a down payment amount at least equal to the loan amount for which the buyer applied. “It is positive to see this program is directly aimed at helping first-time home buyers become homeowners. If many first-time home
buyers cannot enter the housing market, the long-term housing continuum is at risk,” says Canadian Home Builders Association BC CEO Neil Moody. “Some first-time buyers are currently relying on family to support their home purchases, but not everyone will be able to benefit from inter-generational wealth transfers in the future.” To be eligible, the persons on title must have met certain criteria, including a purchase price of less than $750,000 and have a combined gross income of no more than $150,000. They must also have lived in B.C. for at least one year prior to the sale. Applications for the new program open January 16, 2017 and the program ends March 31, 2020.
VICTORIA High demand continues for housing market A total of 599 properties sold in the Victoria Real Estate Board region this November, 4.5 per cent more than the 573 properties sold in November last year. Inventory levels remain lower than last year, with 1,815 active listings for sale at the end of November 2016, 38.5 per cent fewer than the 2,952 active listings at the end of November 2015. “Our current housing market is in a strong cycle due to many factors, including our current positive economic conditions, baby boomers retiring here, millennial buying cycles, a low Canadian dollar keeping folks closer to home and our favourable living conditions,” notes Mike Nugent, 2016 President of the Board. “These factors and others, in combination with ongoing low inventory mean demand for housing is up, particularly in those areas close to the core and amenities.” The Multiple Listing Service® Home Price Index benchmark value for a single family home in the Victoria Core in November 2015 was $608,600. The benchmark value for the same home in November 2016 has increased by 23.9 per cent to $753,800. “Foreign buyers are another factor that affects our local housing
market. The provincial government is considering implementation of a local tax on foreign buyers to ensure pressure on pricing from that source remains mitigated,” adds President Nugent. “While October data shows an increase in foreign buyers into the Capital Regional District compared to previous months, their 6.3 per cent of property transfers indicate that these buyers are one factor in the marketplace. A much larger factor affecting affordability and availability right now is the lack of inventory. An effective method to address housing affordability issues could be through efforts to increase the supply of housing, either through adjustments to zoning or density.”
VICTORIA Victoria airport expands as passenger numbers climb By the end of the year, 1.85 million passengers are expected to pass through Victoria International Airport, up by eight percent from 1.7 million last year. This is the 36th consecutive month of record passenger traffic for the local airport. The airport first hit one million passengers in 1998 and by 2010, there were 1.5 million passengers annually. The Airport Authority had originally anticipated reaching two million passengers by 2020, but now that number may be reached by 2018. The growing passenger numbers have been met with an announcement of infrastructure improvement for the airport. Nearly $30-million is being spent on a multi-phase apron and terminal expansion. This will include increasing the size of the airport apron by 279,861 square feet to add three more overnight parking spots for planes. A construction project to add 200 parking spaces is also underway. In addition, another 114 temporary spaces are being added for overflow to the west side of the compound. The projects will bring the total parking area to 2,150. Next year’s proposals will be presented to the Airport Authority’s board in December. These plans include doubling the size of the lower
departures room and continued investment in runways. WestJet Encore is growing and offering more opportunities through the airport. It has introduced their Q400 planes which have up to 78 seats, compared with its previously smaller aircraft with only 30 to 50 seats. Additionally, low-fare airline NewLeaf Travel Co. is expected to return to Victoria next year.
VICTORIA Developer looks to revive rail commuter service Ken Mariash, owner of Focus Equities has expressed interest in reviving the E&N Rail corridor between Victoria West and Langford. Ken suggested that the rail service could begin as early as this year. The proposal suggests one-way ticket priced between $3 and $4. Trains would run every half-hour during busy hours, then less frequently for the rest of the day. Estimates suggest the service would attract 800 to 1,200 daily customers at the start. The project is estimated to cost up to $10-million and is anticipated to incur $1.5-million to $2-million in annual operating losses. Once the proposed project is completed an operator would be responsible for service on the project. Focus Equities is the builder of the residential and retail Bayview Place waterfront site in Victoria. The company has offered to host a train station on a half-acre of its property. The company has met with members of the Island Corridor Foundation, which owns the E&N corridor. In addition, the company plans to meet with municipal, provincial and federal representatives to discuss next steps.
consumption by the equivalent of 30 sailings from Horseshoe Bay to Departure Bay. The process began in 2013 with an audit to assess electrical energy usage. In a follow up in 2015, BC Ferries partnered in the development of an energy optimization software tool, which they deployed to collect data for more than 20 areas on board the ship. The benefits of the project were a reduction in fuel consumption, cost and associated carbon emissions. As a result of the monitoring, a number of new initiatives from the initial energy audit have been implemented. These initiatives include the installation of variable delivery pumps to improve the efficiency of steering hydraulics, Variable Frequency Drives (VFDs) to improve control of accommodation fans, the replacement of car deck lighting with more efficient LEDs, air conditioning plant upgrades and solar film coating for windows. Consumption reductions from the above initiatives are being monitored in the new software and are on target for a reduction of more than 272 tonnes of CO2 emissions, which is equivalent to removing approximately 57 passenger vehicles per year. Similar measures will be rolled out to other existing vessels where possible. The route between Powell River and Comox is looking forward to have a new natural gas powered ferry to add to their fleet. The Salish Orca is expected to arrive in January and BC Ferries intends to have it in service on the northern Sunshine Coast by spring. The Salish Orca will be the first natural gas-powered vessel in BC Ferries’ fleet. The ferries are 105 metres long and can each carry 145 vehicles and 600 passengers; the three will cost a total of about $200-million.
Queen of Oak Bay sees efficiency boost
Fifty Indigenous Entrepreneurs Graduate Victoria Native Friendship Centre Program
BC Ferries has released the results of a pilot project that reduced the Queen of Oak Bay’s energy
The Victoria Native Friendship Centre offered a “real world” entrepreneurship training and
3 mentoring program, and the results were ahead of expectations. Fifty eager indigenous entrepreneurs from south Vancouver Island graduated at the end of November, and many are ready to try their newly acquired skills and business survival strategies in the business world. Participants ranged from the curious and those with start-up ready ideas, to others who were already in business and keen to grow and expand their ventures. “Entrepreneurship is important for our clients”, says Lani King, the Centre’s Director of Career, Employment & Education Resources. “It helps the Indigenous community we serve to access opportunities in self-employment, provides a solid business foundation, and gives them a chance to be role models for others who may want to explore entrepreneurship.” Twelve of those participants who have received one-on-one mentored during the program are getting ready to launch or expand their businesses. This program was a first for the Centre, but won’t be the last. The next workshop series starts January 18, 2017 and will run for twelves sessions, two per week. The program is free for participants, and Certificates of Completion are awarded to graduates of the program. “The participants learn business skills, but also get a healthy measure of what it takes to be in business, the risks and rewards, very creative marketing strategies, communications and networking skills, and other unique survival and growth strategies developed exclusively for the program” says Jay Silverberg, the programs co-organizer and facilitator. “Workshops and mentoring are provided by successful entrepreneurs who have ‘walked the walk’”, Jay adds. “You need to have been in business and ‘written paycheques’ to fully understand to be able to relay to others what it takes to succeed.” Those interested in signing up for the January 18h workshop start can contact Jay at firstname.lastname@example.org or Lani at The Victoria Native Friendship Centre email@example.com or 250.940.2615.
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2017 – MAKING HR PRACTICES YOUR RESOLUTION
HR CHRISTINE WILLOW
ome of us make New Year’s resolutions for ourselves each year, and with that in mind, it is also a good time to reflect on some HR practices that may affect your business in 2017. Ou r employees are the driving force of our success and while the past couple o f y e a rs h a v e g i v e n u s some reprieve from labour shortages, demographics (aging workforce) and the current low unemployment rate are quickly changing that again. In 2017, we will see an increased demand in all industries for future leaders to help us d rive our companies. A survey of H R profe ssion a l s by SHRM (Society for Human Resources Management) n a med “developi ng t he next generation of organizational leaders” as the top future human resources challenge. One resolution to consider
for the coming year could be to review and invest in your training and mentoring programs & practices to develop leaders from within. You already know the strengths they bring to the job, so help them stay with you and develop the skills needed to move to the next position. This leads to resolution number two; reducing your employee turnover. High employee turnover in your organization is costly to the bottom line. Some estimates and research show that it can be as high as 38 per cent of annual salary. When an employee leaves it means lost knowledge, lost productivity, recruitment costs, training costs and those all add up. Yo u c a n n o t p r e v e n t everyone from leaving, but you can ensure that it is not because of your HR practices. Reasons employees leave include lack of training, no growth opportunities, ineffective leadership and poor communications. If your HR practices strive to improve a ny of those considerations, you will see an improvement in your turnover rate. Thirdly, take a more proactive approach to employee wellness. Well-being has a direct impact on overall employee engagement and performa nce. W hen we
don’t feel our best, either due to general health issues, stress or external concerns, none of us perform at our peak. Wellness programs continue to grow in popularity and importance, taking the discussions on work life balance to actionable steps for your employees. One of the challenges with workplace wellness progra ms is u ndersta nd ing what “wellness” actually means. Well- being is individualized and can mean physical, mental and /or social wellness. Any programs that you develop or implement need to consider all three of those components. While it seems that establishing a corporate wellness program may be to o t i me con s u m i n g or costly, the benefits to your bottom line are tangible. Your employees will become more engaged, productive and in many cases, you will see a reduction in sick time and absenteeism. So, for 2017, make your employees your focus, become an employer of choice and while doing so improve your bottom line. Wishing you a successful 2017! Christine is with Chemistry Consulting and can be reached at c.willow@ chemistryconsulting.ca
Celebrating the very best in 2016 business on Vancouver Island Jan. 26, 2017 in Victoria th l 7 1 ua n An
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Hemlock Printers Partners With Harling Direct in Acquisition of Kirk Marketing
emlock Printers announced t he creat ion of Hemlock Harling Distribution Inc., a company dedicated to providing data-driven marketing, postal and third-party distribution services to a d ive rs e ra n ge of c u s tom e rs throughout North America. The venture is an equal partnership between Hemlock Printers, a recognized North A merican print industry leader based in Burnaby and Harling Direct, a progressive a nd wel l-establ i shed m a rket i n g suppor t compa ny of fer i ng postal services and fulfillment, working from facilities in Montreal and Toronto. He m lo c k H a rl i n g D i s t r i b ut ion w i l l fo r m a l ly o p e n i t s d o o rs o n February 1, 2017, coinciding with the acquisition of Kirk Marketing, a f u l l-ser v ice pri nt, ma i l i ng a nd f u l f i l l ment ser v ices compa ny i n Richmond, with a proud history of over 60-years. Operating from K irk’s state-ofthe-art 40,000 square foot facility, Hemlock Harling will bring together a dynamic and experienced team of 40 staff members driven by a customer-centric approach and focus on continuous innovation. In addition to serving its own established customer base, the team at Hemlock Harling will also support Hemlock Printers and Harling Direct clients, significantly expanding the capabilities of both partner organizations. Hem lock’s P resident a nd COO, Richard Kouwenhoven, said, “We
are very excited to launch this new company with our partners at Harling Direct. T he management and distribution of our printed materials is fast becoming an integral part of ou r busi ness, requ i ri ng a h igh level of expertise. Hemlock Harling will enable us to greatly expand this service area and will help us meet the changing needs of our customers in the years ahead.” Harling’s President, Randy Yates, added: “Harling has been actively looki ng to the Western Ca nad ia n Market to offer customers complete distribution coverage from coast to coast, a nd when the opportu n ity arose to partner with an established company like Hemlock Printers, we didn’t hesitate. Harling is not new to this type of business venture, having successfully partnered with the PDI Group of Montreal since 2007. Our mutual clients have benefitted from a powerful integration of print, mail, warehousing and distribution ser v ices wh ich is a model we a re looking forward to growing in the West. Our acquisition of Kirk Marketing provides an ideal springboard for this new venture.” Doug Cl i m ie, Vice P resident of S a l e s a n d M a rk e t i n g s a i d t h e i r Va ncouver Isl a nd cl ients w i l l be favourably affected by the acquisition. Hemlock has been servicing the Isla nd for over 30 yea rs, a nd has consistently expanded its inhouse services with industry-leading technology and sustainability practices.
SERVICE GETS MORE PRODUCT OFF THE ISLAND TO MARKET Diversification drives need for increased shipping capacity
ANAIMO – After working at Western Forest Products (WFP) for the past 25 years, Chris Calverley, transportation and logistics manager, has witnessed many changes in the forest industry, especially with how product is moved off the Island. “In the early days, most of our product was shipped via break bulk barge on the BC Ferries or Seaspan. With the creation of container service from Vancouver Island’s DP World Nanaimo, we now have the ability to ship our products direct to DP World Centerm in Vancouver and get more product off the Island and to market.” As Calverley explained, the need for i ncreased sh ippi ng capacity has been driven by the diversification of WFP’s line up of products. “Our clients are constantly looking for new products, from milled wood to the full array of Coastal cedar products we provide,” he said, adding that DP World Nanaimo’s flexibility has made moving the increased
Chris Calverley said that diversification of WFP’s line up of products has driven the need for increased shipping capacity
Finished lumber to be containerized and barged to Vancouver for global distribution.
“DP World Nanaimo’s flexibility has made moving the increased volume a smooth process.” CHRIS CALVERLEY TRANSPORTATION AND LOGISTICS MANAGER, WESTERN FOREST PRODUCTS
volume a smooth process. He said that his company has been usi ng the serv ices a nd enjoying the relationship with the Nanaimo Port Authority and DP World for four years, adding that it now ships a large percentage of its product through the barge service. Four years ago, when DP World began the short sea barge service it was bringing empty containers from the Centerm terminal in Vancouver, filling them in Nanaimo for its clients and then
shipping them to Vancouver and on to other destinations. It’s goal for clients, like WFP, is to streamline the logistics of moving products. That means reducing trucking costs and getting cargo off the wheels and onto the barges. It’s also to make the process as uncomplicated as possible for business owners and logistics managers, thus making the movement of goods straightforward regardless of the size of the company. With its 100 years of experience
i n ca rgo ha nd l i ng DP World understands the importance of efficiency in logistics and offers quick access to important transportation connections, innovative management systems, and flexibility with its storage facilities. For DP World Nanaimo, addressing the logistic needs and questions that Island companies have about transporting goods means being an integral part of its community and in getting Island grown products to the world.
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SHORT TERM RESIDENTIAL RENTALS - INEVITABLE The Greater Victoria Chamber of Commerce welcomes short term residential rentals, as long as their providers
operate within a fair and competitive environment
s B r it i s h Colu m bi a n s continue to embrace the sharing economy, short term residential rental providers are gaining a larger presence throughout our province. Airbnb, a peer-to-peer online network that enables people to list or rent short term lodging in residential properties, already has a strong footprint in Greater Victoria, offering a range of options from private and semi-private rooms to entire units. Most providers’ business models are modern, progressive, commonly available in other jurisdictions, and are often quite well resourced. Many would argue short term residential rentals are unstoppable and their entrenchment in our communities inevitable.
The Greater Victoria Chamber of Commerce welcomes short term residential rentals, as long as their providers operate within a fair and competitive environment. The rentals can add capacity when tourism is booming, bringing more visitors to Greater
Victoria than otherwise possible, supporting local businesses and our economy. Our concern; however, is that short term residential rentals do not fall under the regulatory, legal, tax, health and safety or insurance laws as do other accommodation providers, e.g. hotels. Having such activities operate outside of the regulatory umbrella not only exposes renters and rentees to risk but creates an uneven playing field, which can have significant ramifications on our communities and economy. For ex a mple, v i sitors who choose Greater Victoria as a destination often do so as the result of the coordinated and ongoing efforts of the accommodation sector as well as tourism-related organizations such as Tourism Victoria. The Municipal and Regional District Tax (MRDT) provides funding for local tourism marketing, programs, and projects. The tax is intended to help grow BC revenues, visitation and jobs, and amplify BC’s tourism marketing efforts in an increasingly competitive marketplace. The MRDT is an up-to-three per cent tax applied to sales of short term accommodation in participating areas of British Columbia including Victoria. In essence, local
JANUARY CHAMBER EVENTS • Wednesday, January 11 Business Awards Information Session Noon to 1 pm at The Chamber (852 Fort St.) • Thursday, January 12 Prodigy Group Mingle 5 pm to 7 pm at Island Savings Credit Union – Mayfair (3195 Douglas St.)
short term residential rental providers are getting a “free ride”. Because short term residential rental transactions are hidden, there is no accurate estimation on the amount of MRDT revenues lost. Provincially, conservative esti mates suggest upwards of $3 million in MRDT is being lost, which affects those communities such as ours that rely on MRDT marketing dollars to support our tourism industry, which generates billions in economic impact and employs over 22,000 people. Short term residential rentals are inevitable. They need to operate safely and compete fairly
• Thursday, January 19 Business Mixer with Tourism Victoria 5 pm to 7 pm at Greater Victoria Harbour Authority (Ogden Point, Pier B)
within Greater Victoria. Short term residential rentals can coexist with traditional accommodation providers to support local business, create jobs and attract external investment. Now is the time for the Province of BC to modernize relevant legislation, bringing short term residential rental providers under its umbrella. Catherine Holt is the CEO of the Greater Victoria Chamber of Commerce. She can be reached at 250-383-7191 or CEO@ victoriachamber.ca. www. victoriachamber.ca
WEST SHORE / ESQUIMALT
SURVEYING MEMBERS FOR THE YEAR AHEAD
ESQUIMALT RJ SENKO
s one year ends and another begins, it’s a chance for us to look back at our actions and accomplishments during the year gone by as well as look ahead at our challenges and opportunities in the year to come. At the Esquimalt Chamber we are proud of the work we have done advocating on behalf of businesses in our community. For example, through our member, Mark Eraut of Merdyn Group, we are contributing to the Township’s Official Community Plan review. While members Chris and Helen
Edley from Sharkzcoins are taking part in the Township’s Esquimalt Road Urban Design Guidelines project. Thanks to those members your Chamber is working to ensure the Township is aware of the needs of business as it plans for the future of our community. We are also pleased with the many networking opportunities we have provided to our members over the past year, including our recent Christmas Mixer. Special thanks go out to the sponsors of that event: Black Press, Gorge Pointe Pub, Chateau Victoria, Apple Tree Family Restaurant and Victoria Harbour Ferries. As we look ahead to 2017, we want to ensure efforts such as the ones described above are in fact what our members want from their Chamber. That’s why we are now surveying members to get a better idea of where we should focus our efforts in the year ahead. For example, do members want more networking opportunities or would they prefer business seminars,
such as the small business fraud workshop we held with representatives of the Royal Bank? Should we be advocating strictly with local government or are there issues at the provincial and federal levels, which our members feel we should be pursuing? There is also the matter of building stronger ties with other like-minded organizations for a more regional approach to economic development versus continuing to be an Esquimalt-centric Chamber? T he s u r vey h a s b een emailed to all members and takes less than five minutes to complete. If all members can take a few minutes to provide their input, then you can be confident your Board will have a strong member-focused mandate for what we hope will be a prosperous New Year for all.
WEST SHORE JULIE LAWLOR
s in all regions, when people consider moving to our region for work they also consider the cost of living and the quality of life in areas such as amenities, health care and education. The latter is of course especially important for families with school age children, and with more and more families moving into the West Shore the educational offer continues to develop. In December, I was pleased to attend the unveiling of the new site of the Brookes Westshore School in Colwood. A second campus following on from Brookes Shawnigan Lake, Brookes Westshore will welcome 300 international and Canadian students from grades 6-12 into its International
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RJ Senko is a Vice-President at the Esquimalt Chamber and President of RJStrategies. He can be reached at 250-888-3534.
EDUCATION AND ECONOMICS IN THE WEST SHORE Baccalaureate Program from September 2018. It is hoped that shovels will be in the ground from Spring 2017, and Brookes is keen to point out the economic as well as the educational benefits. “Kinetic Construction is the General Contractor on this project, which represents approximately 1400 man weeks of work. The school will also create 100 local, sustainable jobs in Colwood and millions in economic activity for the Westshore.” School District 62, which opened two new already o v e r-s u b s c r i b e d h i g h schools in Langford and Colwood in 2015, is keenly aware that with the growth in the West Shore, more school places are needed. Their recently released Long Range Facilities Plan notes that “The population of the West Shore has been growing continually over the last three decades. Based on the estimates prepared by BC Stats, the popu lation has a l most doubled in size from 40,756 in 1986 to 79,509 in 2016. BC Stats also forecasts a further increase of about 20,000 to about 100,000 by 2026.” With this in mind, the report puts forward a
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suite of recommendations which include building on to ex isting schools, updating and upgrading others, and also proposals for new schools. In Metchosin, Westmont Montessori School is also feeling the pressure of more interest in the school than capacity to accommodate students. An independent co-educational school with an early primary to grade 8 curriculum, Westmont has grown from a small pre-school to a school of 185 students. As the West Shore continues to grow, Westmont will continue to review how it develops and adjusts to meet the needs of its students, parents and the wider community. A n d t h e We s t S h o r e Chamber of Commerce will be on hand to support these discussions because we know this is all part of the package that makes up sustainable economic development in the West Shore. Julie Lawlor is the Executive Director at the WestShore Chamber of Commerce. You can reach her at 250478-1130 or jlawlor@ westshore.bc.ca
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VIU MBA Students Host National Games This year marks the first time in National MBA Games’ history that the event will be hosted on the West Coast BETH HENDRY-YIM
ANAIMO - More than 500 aspiring MBA students from 19 Canadian universities will descend on Nanaimo’s Vancouver Island University (VIU) January 2-4, to compete in the 2017 National MBA Games. The event will be the first time in its 30-year history that an MBA Games will be held on the West Coast. “It’s a privilege to be hosting an event that will have such a significant economic impact on our community,” said David Iremadze, the recently appointed director of Graduate Business Studies at VIU. “We’ve almost maxed out the hospitality venues in and around Greater Nanaimo.” The national games follow on the heels of the BC MBA Games, an Island created product that served as a warm-up for the big event. “Both the BC and national games are student-driven,” said Iremadze, “with volunteers from the student body and alumni, as well as the 40 member MBA game team.” Omar Karim and Dominik Beckers, chairman and vice chairman of the organizing committee, and their
David (Davit) Iremadze was recently appointed director of Graduate Business Studies at VIU CREDIT:DAVID IREMADZE
international team of MBA Candidates and business students-Lira Ufuoma, Ryan Smith, Andrew Nixon, Blake Landry, Lukas Zimmerman, Urvish Subodh, Richard Goral, Dustin King, Heather Fisk, Kathleen Byrne, Sarah Pachkowsky, Samuel Diel, Titi Olusanya, along with MBA GamescoachDavidWoodward-have created a real West Coast experience
Omar Karim (right), chairman of the MBA Games organizing committee, and Dominik Beckers, vice chairman, wanted to give participants a West Coast experience CREDIT:VIU MBA PROGRAM
for participants that includes, a stay at Tigh-Na-Mara Waterfront Spa and Resort, an ocean dinner cruise with fireworks, and the use of facilities in and around Nanaimo. Key components of the games revolve around volunteerism and community connections with students competing in academic, team sport and spirit competitions. “This years’ theme is ‘Today for Tomorrow,’ “explained Iremadze. “The Moose Hide Campaign was
chosen as the charity partner to help raise awareness of and to prevent violence against Indigenous and non-Indigenous women and children.” To further this cause, the J.W. McConnell Family Foundation, based in Montreal, has stepped up to match funds raised by the MBA Games up to $150,000. “Its matching efforts will provide invaluable support for the vital anti-violence work that’s being undertaken on behalf of the MBA
Games and the Moose Hide Campaign,” said Karim. For the students, Iremadze said that an event of this size provides a wealth of opportunities for experiential learning and leadership development, from presenting case studies for the academic portion of the competition to organizing accommodation, writing up contracts and managing the finances. The University works with the students and assists where needed, but the majority of the legwork is done by students. “This is a unique experience for the MBA program and for visiting universities. In the past, most of the western universities traveled to the larger eastern university campuses, this time they’ll be coming to us.” For VIU it means the added bonus of greater exposure for its successful MBA program and the opportunity to highlight what Vancouver Island has to offer. Major contributors to the event include the VIU MBA Program, VIU Faculty of International Education, the City of Nanaimo, the City of Parksville, the Town of Qualicum Beach, and CIBC.
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SAANICH PENINSULA DENNY WARNER
is the season for considering the successes and challenges of the past year while making plans for the New Year. In the spirit of making resolutions, we of fer some straightforward suggestions for optimizing your financial health in 2017 by making good use of your Ch a mber benef its. We would rather you didn’t feel the same way about your Chamber membership as you do about that unused gym pass. Take advantage of the opportunities we offer to market your business. The more you interact with us, the better informed and able we are to promote your
business on your behalf. Attend our events. You are your brand and the more others in the community see you, the more likely they are to remember you when making purchasing decisions. When attending events, use the time wisely. Create connections and relationships rather than contacts or business prospects. It doesn’t have to be a painful process. Be curious and learn about a couple of people at each event. Use your time strategically. All chamber members are important but some have more potential to you than others. Maximize your networking time by connecting with and fostering relationships with those members who are more likely to be prospective clients. Consider how you can contribute to the success of other members or to the organization. When you act as a resource, you will be perceived as having more credibility and competency. Think about how you can bring value to the membership and give yourself the opportunity to showcase
your talents and skills. Leverage your profile in the community through sp on sor i ng a ch a mb er event. Bring a potential member to the events you attend so they and you can benefit from our growing network. Advertise on our website. Have your customers leave reviews on your online directory listing. Finally, consider taking on a leadership role as a committee or board member. This will connect you with others who share your values. It provides an opportunity for others to see you as an authority, to garner respect and to have some fun. It’s true. We have fun. A little motivation to get you started: no matter how slowly you go, you are still lapping everybody on the couch. Let us help you make next year your best year. Denny Warner is Executive Director of the Saanich Peninsula Chamber of Commerce. She can be reached at 250-656-3616 or execdir@peninsulachamber. ca
HOMEWISE PLUMBING & DRAINAGE SERVING THE GREATER VICTORIA REGION “We look after wonderful Local Company Was Originally Called Plumb Perfect Plumbing
OOK E – Family-owned, service-driven, award-winning HomeWise Plumbing & Drainage has been serving the Greater Victoria commercial and residential plumbing market since 2008. For company owner Dave Topelko the opening of his own business was the end result of a journey that first began when he started his plumbing apprenticeship in September 1980. Coming to the business naturally (his father was also a plumber) Topelko learned his trade from the ground up, working for various local companies for more than 20 years before launching his own business venture. “I had a pretty varied background, starting out spending 14 years working in the shipyards in Esquimalt working on shipboard plumbing,” he explained. Starting out in such a unique sector of the industry provided Topelko with insights into complex systems, both technical and bureaucratic, that have aided him in developing the business structure of his own firm. Working at what was then the Yarrows Shipbuilders Limited yards he laboured through tumultuous times for British Columbia’s shipbuilding industry, as the government of the day was striving unsuccessfully to attract major federal government construction projects, such as the Polar 8 icebreaker. “I really had no desire to open my own business at the time, being quite happy to be an employee at that point,” he remembers. The road to becoming an entrepreneur led Topelko to a three year stint as a pipefitter at the Crofton pulp mill, before finding work with some of the larger Victoria area plumbing companies such as Tech Mechanical Systems Ltd. where he participated in a major expansion project at the
clients from as far west as Shawnigan Lake and as far south as the Gulf Islands” DAVE TOPELKO OWNER, HOMEWISE PLUMBING & DRAINAGE
city’s iconic Mayfair Shopping Centre. “I can walk through there and still see all of my handiwork from back in the day, all of the sprinkler fittings I had a hand in installing. I can look up and see all those pipes and know that I threaded them,” he jokingly recalled. Spending more than nine years with Earthservice Drainmaster Inc. in Victoria Topelko honed his skills in the drainage side of his profession, adding to the varied wealth of hands on experience he had accumulated since launching his career, real world knowledge that would help him found his own successful business. “Having worked through such a broad spectrum of the business has really helped me with my business. Along the way I picked up my gas-fitting certification as the two technologies share a lot of commonalities,” he said. Having been involved in virtually every aspect of the plumbing and drainage field all that remained was for Topelko to launch his own firm, which opened its doors in January 2008. Located at 6471 Sooke Road in Sooke, HomeWise Plumbing & Drainage today serves residential and commercial clients all across the Capital Region, with the lion’s share of the company’s workload devoted to the residential market. “Even though we’re technically based in Sooke we have plumbers who live in Victoria and in Langford who can be dispatched from home which allows us to respond to calls quickly, wherever they
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Taking part in the Torch Awards were (l to r) Richard Gordon (BBB), Jada Leppky, David Topelko & Susanne Topelko DON DENTON PHOTO
come from,” he said. While opening his own shop had been a dream for Topelko for years, the goal had remained out of reach until he partnered with his son Kyle Topelko to help convert the vision into reality. Working with his father through the initial establishing years of the business the younger Topelko
has since moved onto other challenges but remains an important part of the company. Today the recently re-branded HomeWise (the f i rm had been known as Plumb Perfect Plumbing) has a staff of nine and operates a fleet of seven service vehicles to look after its expanding list of clients. “We look after
wonderful clients from as far west as Shawnigan Lake and as far south as the Gulf Islands,” he said. Being a business owner has not stopped Topelko from strapping on a toolbelt and taking on even the most challenging of tasks. “Last Thursday for example I get a call at 11:30 at night that my guys never even heard about as I jumped out of bed, into my van and drove downtown to take care of a water leak in a four apartment building. I’ve done it all before so I’m not afraid to get my hands dirty,” he said. Experienced and professional, HomeWise recently won a Better Business Bureau Torch Award for its exceptional customer service. For the future Topelko expects to see continued growth for the quality product he and his team provide. “I think the future is very bright for us, we just want to continue to get better at what we do, and to keep our customers happy,” he said. For more information visit the company’s website at: www. homewise.ca
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PRINTING Technology Has Revolutionized The Printing Industry Modern Print Shops Offer More Products/Services Than Ever Before
00000_Examiner Ad_Bayside Dec16.pdf
In earlier years the printing business was a labour intensive, noisy and sometimes dangerous business BY DAVID HOLMES
ew industries have felt the impact (and potential threat) of technology more than the print and signage industries. Once the mighty web press (staffed by gangs of skilled technicians) ground out miles of newsprint to satisfy the needs of a news hungry public. Today the curious scour the Internet for the latest information, while digital printing technologies can turn any office into the producer of full colour brochures and flyers at the push of a button. But while technology has dramatically altered what and how printed communication is made, for the tech savvy and the entrepreneurially minded print shop owners, the digital revolution has also opened up product and audience potentials that were undreamed of even a few decades ago. “Print is certainly not dead, in fact in many ways the new technologies have opened up many new opportunities for the industry,” explained Kris Bovay, the interim Executive Director of the British Columbia
Printing & Imaging Association (BCPIA), a professional organization created to support and lobby on behalf of the province’s print industry. “The industry has certainly evolved from being pure ink on paper to so many different things. Printers today are doing wide format printing, signage, digital marketing, creating direct mail campaigns as well as producing the materials used in the campaigns. Printing has become a much more integrated approach to communications. Print is certainly different but it’s far from dead.” The print industry has dramatically changed in recent years, with a general shrinking of the sector all across Canada. Federal Government statistics show that in 2004 there were more than 66,000 people directly employed in the industry. By 2012 that total had shrunk to about 48,000, with only about 35,000 workers directly involved in the printing process itself. The remaining workers were occupied with sales and other SEE PRINTING | PAGE 12
YOUR LOCAL PRINTER SINCE 1969
Students at the BCIT printing program are provided skills needed to work in a modern print shop
SEE PRINTING | PAGE 13
VEHICLE GRAPHICS: THE PERFECT ROLLING BILLBOARD “Every job can be Size Is Not A Factor When It Comes To Talon Signs’ Vehicle Wraps
ICTORIA – Visualize a large bright and colourful sign extolling the values, services and products your company provides. Now imagine that sign roaming all over the city, putting your logo, face and product line before a massive and ever changing audience. In a nutshell that’s the real marketing strength delivered by the vehicle wrap signage produced by Victoria’s Talon Signs. “If you want to think about it they’re basically a driving billboard, an advertising tool that can easily be a business’ best marketing point as everyone can see you,” explained Renee
customized to match the individual need.” RENEE EASTMAN CO-OWNER, TALON SIGNS
Eastman, Talon Sign’s co-owner. Opening in April, 2013 Talon Signs is located at #106 – 2298 Millstream Road in Victoria. In that time it has become an industry leader in the design and fabrication of an expanding range of illuminated and non-illuminated signs, laser-cut architectural signs, directional signs, digitally printed and vinyl signs and of course vehicle wrapped signage. “A vehicle wrap is semi-permanent, with typical applications lasting five years or longer,” she explained.
The use of vehicle wraps is not restricted to cars or trucks; Talon Signs also regularly wraps boats
A vehicle wrap has become an increasingly popular way for a business to promote its services “But you’re not stuck with it either as you can always change them out if you get bored with it. T hey do not d a m a ge t he veh icle so i f you’re goi ng to upgrade your company van or truck the wrap can be easily removed when you want to sell.” Comp ute r d e s i g n e d , e a c h vehicle wrap application can be as subtle or as colourful as the client wants. The weather proof vinyl material can be customized to fit any sized vehicle as it is applied in sections, and it isn’t restricted solely to cars as many companies have used the material on boats and even on storefront windows. “Once the la rge format
printers became available this form of vehicle graphic really came into its own, especially in the last few years. It’s definitely become a significant part of what we do,” Eastman said. Printed on sheets of opaque film, a wrap is applied in pieces allow ing it to be con fig u red to m atch a ny si zed veh icle, from Smart Car to commercial transport. In addition to the actual printed message ‘color change vinyl’ can be used to enhance the visual effect by its ability to change colour under different lighting situations which can create a dramatic effect. For the future Talon Signs expects that this unique and
Talon Signs has been serving the Victoria market since 2013 and produces a wide assortment of signs d isti nctive form of ma rketing will continue to represent an important percentage of its workload. “We don’t even have to do a full vehicle wrap if the client doesn’t need that. Some customers only need a half wrap. It all depends on their budget and on the message they want to get across. Every job can be customized to match the individual need. That’s another of the great things this product can provide,” Eastman explained. To learn more visit the company’s website at: www.talonsigns.com
A cornerstone of the traditional commercial printing industry has always been the production of newspapers PRINTING industry since 1939. Recent infor- outgoing Chair Sandy Stephens as membership goes down and the CONTINUED FROM PAGE 12
administrative duties. The Canadian Printing Industries Association (CPIA) is the Toronto-based national umbrella group that has been promoting the
mation released by the CPIA indicates the printing industry involves nearly 5,900 businesses across Canada, with the printing industry responsible for creating just over five percent of all manufacturing in the country. The Association’s
acknowledges the industry has found itself in a state of flux in recent years. “There certainly have been some membership declines in our association and in other regional groups. In some cases entire groups have ceased to function
member companies become less interested,” he said. But as with Bovay, he believes the emergence of new digital technologies, while having dramatically changed the industry have also helped to push it into new
Kris Bovay is the interim Executive Director of the British Columbia Printing & Imaging Association
“Today’s print shop owner has to be more entrepreneurial and have a wider knowledge than ever before.” KRIS BOVAY EXECUTIVE DIRECTOR, BC PRINTING & IMAGING ASSOCIATION
Working at the speed of business, the modern printing industry is geared up to service 21st Century business
SEE PRINTING | PAGE 14
PRINTING CONTINUED FROM PAGE 13
directions. “Definitely technology has had a huge impact on the industry wherever you are in the country. But there’s always going to be a need for printing. If you’re located in a small community there’s always going to be a printer located somewhere who is there to service that local market. Print is far from dead but it has to embrace the changes and find new products to remain viable,” he said. So is a career in the printing industry a realistic employment path for a young person? For Bovay, who is also Chair of the Graphics and Communications Technology Program Advisory Committee at the British Columbia Institute of Technology (BCIT), the answer is a resounding yes! “The BCIT program has broadened, introducing new systems and technology as the industry itself has broadened, providing the sort of training that will seen its graduates find good, well paying jobs all across the province. I think the current stats show that something like 85 percent of the program’s grads finds employment upon graduation,” she said. One industry trend points to the importance of a print shop identifying additional services or products it can offer its existing and future clients. In essence, while there may be fewer physical print shops in Canada today than
Thanks to new printing technologies full colour printing can be produced faster and more economically
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a decade ago, the operations that do exist offer a more expansive range of items for sale. “I think that’s a fair assessment. Today’s print shop owner has to be more entrepreneurial and have a wider knowledge than ever before to survive,” Bovay said. “They have to understand more than papers and inks. They have to understand new tech nolog ies, new marketing methods and generally have a much better grasp of what the client really wants. Being able to match those things keeps
the print shop viable and prosperous.” Stephens also believes the future for the industry remains positive, even if it is different. “As a business owner I like to think I can still employ people and keep them busy. It’s certainly an ever changing market, but from an industry level we still view print and signage as viable, effective and valuable communications media,” he said. “It’s certainly something that’s not going to go away, especially in terms of packaging for retail and that sort
of thing. From a business stand point printers have to be willing to reinvent themselves as technological change happens, perhaps a lot more frequently than they have in the past. It’s clear the entire industry is becoming more and more digital but it’s not all about how fast the printer can go but how best can we partner with our clients to provide them with what they need in the most cost effective way.” To l e a r n m o re a b o u t the i ndustry check out www.cpia-aci.ca/en/ and ww.bcpia.org.
OFF THE COVER
Daughter of company founder Terry Farmer, Mandy Farmer became President and CEO in 2008
The Zedinator is the name given to the popular waterslide located at Victoria’s Hotel Zed outlet
YEAR AWARD CONTINUED FROM PAGE 1
are wildly done up and have ping pong tables and Wii stations. The lobbies are set up with board games, there are typewriters at the business station and more,” Espley explained. Fo u n d e d b y Ter r y Fa r mer (Mandy’s father) about 30 years ago, Accent Inn has grown into one of the province’s leading regional hotel chains. The company currently has five BC hotels including one located near the
Vancouver International Airport, with others situated in Burnaby, Kelowna, Kamloops, and in Victoria. While continuing to serve as Chairman of the company’s Board of Directors, the elder Farmer handed the daily operation of the company over to his daughter in 2008. The innovative Hotel Zed concept is one example of the out of the box thinking that likely encouraged Hotelier Magazine to award Farmer her honour. The distinctive vibe the facility offers has successfully appealed
to a wide audience base. “It’s not about a demographic, it’s about a psychographic,” Espley said. “It’s a l l about a nyone who wants to have fun and who wants to experience something different. We get three main categories of customers; the folks with children who love the waterslide and other attractions. Then there are the young hipsters that want something different and unique and then there are the seniors who like it for fun and because it reminds them of their first apartment. So we get all of them.”
BUSINESS BRANDING NEEDS TO EVOLVE WITH CHANGING TIMES “That’s what a brand Professional Photographer Understands Importance Of Brand Evolution
ANAIMO – Professional photographer and marketing consultant Tim McGrath understands that the brand a business presents its public is more closely related to a living thing than it is a static logo. While formal marketing is used to present information to a specific audience a brand is all about the personality of the business. It is the image the business wants to convey to its current and future clients. Like a living thing that image can change over time, producing negative consequences if the business owner is unaware that a change has taken place. “The old marketing adage that you’re selling the ‘sizzle not the steak’ is still true. That’s what a brand does, it is the sizzle, it tells people all about your business, its culture, its audience and what it can offer you,” McGrath explained. “But over time tastes change, your customers age and have new interests, new products become
does, it is the sizzle, and it tells people all about your business.” TIM MCGRATH OWNER, ITS-FOOD.CA
available, and more. All of these factors mean that what you’re providing and who you are providing it for may not be the same as it was when you first began. If you don’t recognize that change and alter your branding accordingly you could see your audience shrink and your profits slide.” McGrath is the owner of ITSFood.ca, a photography business focusing on the specialized niche market of food photography. For more than a decade he has produced images used in everything from menus and formal advertising to cookbooks, websites and countless Social Media marketing campaigns. “McDonalds is a good example, it is changing how it presents itsel f, it’s updated its menu choices, and has retooled its marketing to target an older, more demanding audience,” he said. “McDonalds noticed its market
Professional photographer Tim McGrath strives to illicit an emotional response from the photographs he takes was slowly moving away and they weren’t growing up to match. It’s not about becoming more sophisticated or changing what you do dramatically, it’s about recognizing change and evolving to match the changing tastes of your audience.” By being conscious of change, by noticing popular and emerging trends in society and then having the courage and vision to move out of their comfort zone to embrace those changes any business can remain viable and prosperous. “It doesn’t have to be a radical change, even subtle adjustments can pay big dividends,” he said. For more information visit the firm’s website at: www.its-food.ca
A true family business, the present CEO has literally grown up in the hotel business and has exhibited a passion for her career and for the communities her company serves. An example of that level of commitment can be seen when she was named Honorary Captain of the Navy in September. Honorary Captains of the Navy are appointed by the federal Minister of National Defence and act as ambassadors for the Royal Canadian Navy. “It’s a huge role as the Honorary Captain is the main liaison between the community and the military. There are few of them across the country, and they’re usually people who are a lot older
Designed to be fun and funky, Victoria’s Hotel Zed features 62 rooms and a catalog of unique features so for someone in their early 40s to be named is pretty special. Mandy is a very dynamic individual so it’s no real surprise that dynamic things are happening for her,” he said. Her Hotelier of the Year Award is only the latest in a number of professional honours she has received in recent years. With her personal drive and contemporary approach to serving the hospitality industry Farmer is well equipped to guide her company into the 21st Century. To learn more visit the company’s website at: www.accentinns.com
SARGENT CONSTRUCTION: BUILDING ON A LEGACY OF FAMILY SUCCESS Lyall Sargent Has Spent A Lifetime In The Construction Industry
ICTOR I A – Destiny is defined as: a predetermined course of events often held to be an irresistible power or agency. Lyall Sargent, the Director of award-winning Sargent Construction Ltd. appears to have been destined to be in the construction business, even if that wasn’t his first career choice. “It was one of those things where I d id n’t k now wh at I wanted to do out of high school so my father encouraged me to go to university. Even after the four years (he is a graduate of the Economics Program at the University of Victoria) I still didn’t know what direction I wanted my career to take. That’s when my uncle (Don Sargent) called me up and he asked ‘What are you up to?’ and I said ‘Nothing’, and his response was ‘Well, you better come work for me then’, that’s where it really began,” he recalled. T h e s e c o n d ge n e rat ion of h is fa m i ly to be i n the construction industry, Sargent’s Uncle Don had owned Tel-Bay
Sargent Construction specializes in new construction and renovations such as this Chemainus Garden Expo office reno Developments Ltd. while his father R ick Sargent was the ow ner of Mira Construction Ltd. These two successful companies, with long track records and with extensive inventories SEE SARGENT CONSTRUCTION | PAGE 17
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The Holiday Inn Express in Colwood is one of the larger projects completed by Sargent Construction
SARGENT CONSTRUCTION CONTINUED FROM PAGE 16
of completed projects located all across southern Vancouver Island, had been the focal point of the younger Sargent’s early life, and the springboard that launched him into founding a construction company of his own. Having grown up working for both Mira Construction and Tel-Bay Construction during su m mer months as wel l as through the school year Lyall Sa rgent had lea rned the i ntricacies of the construction industry quite literally from the ground up. Starting when
just a youngster wanting to help out, to taking a more leadership role as he grew and became more ex p er ienc e d , Sa rgent was involved in all aspects of the industry and grew adept in the management side of the business. Working with his uncle for six years after graduating from U Vic, Sa rgent spent fou r of those years learning his craft as the Site Superintendent on the landmark Swallows Landing condominium complex, a spectacular nine-storey luxury development located in the heart of Victoria overlooking the city’s Inner Harbour. That invaluable experience involved
w ith overseeing a project as h igh profi le a nd complex as Swa l lows L a nd i ng wa s l i ke taking another degree course, only this time in construction management. “ P roje c t m a n a gem ent i nvolves me hiring a Site Superintendent to run the day to day operations, while I deal with all of the budgets, paperwork and client interaction. In a way it’s like being the conductor of the orchestra, directing the piece, pulling all the different parts together,” he explained. “But I refused to be pigeonholed. I routinely monitor site Vote
Best d CitVyo| te PAGE 1 18 SEE SARGENT CONSTRUCTION d VIC B eTOsRtIA NE City 1WS of the
Colonial Countertops would like to send our very best wishes to Sargent Construction. Thank you for your support.
Family Owned and Locally Fabricated Since 1970 www.colonialcountertops.com Victoria, BC
Congratulations! HCK is proud to be a partner in Sargent's continued success 2189 Keating Cross Road
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Sargent Construction on their recent 2016 Commercial Building Award win for The Holiday Inn Express. We look forward to our continued partnership. P.R. Bridge Systems Ltd. Phone #: 250-475-3766 www.bridgesystems.ca
SARGENT CONSTRUCTION CONTINUED FROM PAGE 17
safety issues, visit sites over the weekend, hang temporary lighting – I will do whatever it takes to get things done or to fill holes where they need to be filled. To get the jobs finished I’ve routinely worked around the clock, over weekends, holidays – whatever it takes.” By 2008, the local construction market began to slide and as a result both his father and uncle began to consider a slow move toward retirement, a situation that prov ided Sa rgent with the opportunity to go to work for local developer Len Wansbrough. “There’s actually
Always proud to support Sargent Construction and we wish you all the best Rod Andrews Sales Representative Cloverdale Paint Inc. #15A-555 Ardersier Road, Victoria, BC (P) 250-383-8000 (C) 250-888-5366 email@example.com
Here is Sargent’s team putting the finishing touches to the foyer at the Holiday Inn Express a persona l l i n k between my fa m i ly a nd the Wa nsbrough family which is kind of neat. My grandfather Doctor Raymond Sargent actually delivered Len and his twin brother Lloyd Wansbrough,” Sargent said. SEE SARGENT CONSTRUCTION | PAGE 19
(250) 386-0024 www.tlcvictoria.ca
Congratulations Congratulations Sargent Construction! Sargent Construction! It has been a pleasure It has beenwith a pleasure working you. working with you.
S & G looks forward to working with the second genera�on of the Sargent clan
- We Deliver More Than Just Labour - We Deliver More Than Just Labour 2028 Douglas Street Congratulations 2028 DouglasBC Street Victoria, Sargent Construction! Victoria, BC (250) 386-0024 It has been a pleasure working with you. (250) 386-0024 www.tradeslabour.com www.tradeslabour.com - We Deliver More Than Just Labour -
2120 Northfield Rd, Nanaimo, BC
Scott 250-668-2114 Greg 250-816-0817 sggranite.com
One of the company’s newest projects is a six storey development called The Shire on Inverness
2028 Douglas Street Victoria, BC (250) 386-0024 www.tradeslabour.com
R.H Koome Construction Congratulations to Sargent Construction on your past and current projects Alliance Engineering is proud to work alongside Sargent Construction supplying structural steel and miscellaneous metals.
Sargent Construction is a competent project manager that brings many skills and knowledge to the projects they are working on.
Congratulations on your great projects like the Holiday Inn Express!
They are courteous and a pleasure to work with.
250.812.8717 | firstname.lastname@example.org
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Blast from the past: It’s August 1985 with young Lyall Sargent working his summers for his uncle and father
SEE SARGENT CONSTRUCTION | PAGE 20
RESIDENTIAL & COMMERCIAL HVAC
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CONGRATULATIONS on your growing success, and thank you for making us a part of your team
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Congratulations to the team at Sargent Construction Congratulations to Sargent Construction. We are proud to be a part of your team.
Commercial • Residential Free Estimates Sean Lubick
Phone: (250) 478-0707 Fax: (250) 478-0772
Proud to be a part of the Holiday Inn Express project for Sargent Construction Doug Kavalec 2656 Deacon Street, Abbotsford, BC V2T 6L4 Office: (604) 589-7154 Cell: (604) 897-5991 Fax: (604) 855-6168 Email: email@example.com Website: www.floor-tech.net
An earlier Sargent assignment involved putting a new roof on the Chemainus Garden Expo pavilion
SARGENT CONSTRUCTION CONTINUED FROM PAGE 19
Concrete Sawing, Scanning and Coring Specialists Congratulations to Sargent Construction on your many years of success!
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“Later my father Rick and Bill Wansbrough (Len’s Father) were busi ness pa r t ners for m a ny years. So there really must be something to this whole business being in the blood or being genetic in some way, it’s as though I really was destined to be in this business.” Work i ng a s pa r t of Wa n sbrou g h’s te a m Sa rgent wa s i nvolve d i n c on s t r u c t i n g a wide range of projects including developing a trailer park in Chemainus, a local parkade and the Lee Valley Tools store located at 314 Wa le Road i n
Congratulations to Sargent Construction
Colwood. After working with Wansbrough Sargent continued to learn the business working alongside of other Victoria contractors through to the end of 2011. But as time went on, and as he gained in both experience and confidence in his skills, Sargent realized that the only true way to prosper and to develop a name and reputation of his own was to launch his own company. The end result of that soul searching was the opening of Sargent Construction Ltd. in 2012. “ I n r e a l i t y m y w h o l e c areer had been spent working with friends and family and I
hadn’t really learned what my full capabilities were. I’m not a carpenter, but obviously when you’ve been involved in this business for as long as I have you’re going to pick things up. I consider myself pretty well rounded in terms of skills but knew that my aptitude for orga n i zation a nd attention to detail would lead me to the construction management side of the business and that was where my focus was going to be,” he explained. Having learned his business organically through on the job training, Sargent had literally SEE SARGENT CONSTRUCTION | PAGE 21
on another quality project supplied by Coast!
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Victoria: 736 Cloverdale Avenue. (250) 475-0277 | www.coastappliances.com
The Westridge Landing mixed use project was another successful Sargent Construction undertaking
SARGENT CONSTRUCTION CONTINUED FROM PAGE 20
gained experience in all aspects of a project, skills which had helped prepare him to operate his own business. The experience of working for others also motivated him to test his own wings in the industry. â€œIt took a couple years working for other contractors in town for me to realize that the only way to get proper recognition for all of your hard work was to work for yourself,â€? he said. â€œIn time I realized that working for others was feeling restrictive, that the recognition for the work I was doing simply
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wasnâ€™t there. There eventually came that awareness where I said to myself â€˜Why am I doing this? Iâ€™m not going to get anywhere doing this so why not do it for myself?â€™ and thatâ€™s where my desire came from.â€? Once he had elected to branch out on h i s ow n he k new h i s strong personal connections with the local industry would be the right catalyst with which to lau nch h is new busi ness. With belief in his own skills and with the credibility he had earned while working with Len Wansbrough he approached his old mentor and employer with a proposition. â€œI like to be able to control my
own destiny, so I went back to Len who was still involved with his Lee Valley project, which involved a number of phases, and told him that I donâ€™t like working for other people and that I wa nt to do th is on my own. So I asked him if he would trust me to do this, he said no problem so thatâ€™s how it got started,â€? he said. Today Sargent Construction h a s b e c om e a le a d er i n t he Greater Victoria construction industry, specializing in the construction management of condominiums, major renovation projects, and on occasion SEE SARGENT CONSTRUCTION |â€‚ PAGE 22
Proud to support Sargent Construction!
Congratulations Congratulations on of on all all of your your success! success!
Please visit us at our new showroom location: 2920 Ed Nixon Terrace, Langford
Congratulations to Sargent Construction! We appreciate the opportunity to contribute to another Award Winning Project.
Proud to work with the Sargent family ZZZFDQDXVGU\ZDOOFD over the years. 250-883-6030
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4772 Rocky Point Rd, Victoria, BC
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250.727.7099 561 Hillside Ave | Victoria, BC firstname.lastname@example.org
Residential projects also get the Sargent touch, such as this custom house clear cedar entryway SARGENT CONSTRUCTION CONTINUED FROM PAGE 21
AMBERWOOD FLOORING & FINE FINISHING
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single family detached homes as well as multi-family residential projects. Working with Wansbrough on the phased Lee Valley development has seen Sargent, operating as the Construction M a n a ger, complete a nu mber of very high profile projects including developing a 200 vehicle parking structure, constructing tens of thousands of square feet of office space, which now include a modern Coastal Shared Office, a 63 unit rental apartment complex and most significantly being the builder of the new Holiday Inn
Express in Colwood, a state of the art luxury 80 room hotel. This recent massive (50,000 squ a re foot) project wa s so spectacular the development was the winner of a 2016 Commercial Building Award from the Victoria Real Estate Board (VREB), with the development earning Hotel/Tourist Accommodation Project of the Year honours. Operating a lean and focused company (Sargent Construct ion on ly has fou r f u l l t i me employees) the company has in the past four years made larger undertakings such as condom i n iu m developments its bread and butter projects. One of the latest assignments for the
company is The Shire on Inverness, serving as Construction Manager for Shire Urban Living Limited Partnership. This development, located at the corner of Quadra and Inverness near the city’s downtown core will include more than 90 one and two bedroom homes when complete. Conveniently located close to all levels of shopping and services the development will appeal to the urban professional. “I’ve always gravitated toward the larger projects, where you can spend months or sometimes even years pouring over the details. Such as the two nine SEE SARGENT CONSTRUCTION | PAGE 23
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storey concrete condominiums we built in Esquimalt, a project that took more than three years to complete. When I first got out of university I did the Christmas Hill Apartments for Tel Bay, worked as the on-site coordinator on a 40 unit rental apartment building, a luxury four-plex on Beach Drive, did t he 40,000 squ a re foot L ee Valley building and others. I just enjoy working on the bigger projects,” he explained. O n e k e y to S a r ge n t C o nstruction’s success has been to deliver top quality service and results every time by not taking on more work than it can properly handle. With the current hot Victoria area construction market the temptation to take on just one more job has appealed, but Sargent has been diligent at limiting his workload only to the number of projects he and his team can manage. “H i stor ic a l ly, I’ve a lways worke d on on e proje c t at a time, focusing on one and as that one’s winding up look for the next job. I try to have something else lined up and then we just jump to that one once the first one wraps up,” he said. “Right now there’s so much work you have to figure out how to grow at a reasonable pace. You don’t want to find yourself in the position of having too much work and not having enough people.” T he role of a const r uct ion ma nager for a major project is similar to that of a general contractor building a single family home – but on steroids – a much bigger budget is at stake and there are many more pieces to the puzzle to assemble. A construction manager might not do any of the physical construction themselves, but has a team of trusted and compatible sub trades who look after the various elements, such as carpentry, plumbing and wiring. To construct the sort of projects routinely handled by Sargent Construction a similar process
“I will do whatever it takes to get things done or to fill holes where they need to be filled.” LYALL SARGENT DIRECTOR, SARGENT CONSTRUCTION LTD.
occurs, with entire sub trade firms playing pivotal roles. “One of our strengths is that I’m very dedicated to the project, I take a definite personal interest in it, in how it’s built a nd en su r i ng ever y t h i ng i s exactly as required. The client always knows what they’re getting, there are no surprises,” he said. “That goes for everyone else working on the project as well, all of the sub trades. I make certain the work done is the best it can be, every time.”
That level of commitment to a project doesn’t end when the keys are handed over. For Sargent there is no expiry date on quality and service. “Whatever happens I’m there. I feel that I’m 100 percent responsible for the work that happens under my purview. The hotel has been open a year but I’m asking what the problems are before they have to call me. I have to know what worked out well and what may need tweaking or improving for the next time,” he said. One key to the success of the compa ny is Sa rgent’s k nack for making every job a learni ng ex perience, d iscoveri ng what works and what doesn’t and then incorporating that hard won knowledge into the company’s next assignment. Another central factor in the company’s growth over the past four years has been the instant local recognition of the Sargent name in the industry. A universal acknowledgement attributed to the decades of service provided to the sector by his father and uncle, Rick and Don Sargent. “Having operated their own compa n ies a l l those yea rs means the Sargent name is still very recognizable, I’m fortunate enough to be carrying on that legacy. Even though this is an entirely new company the Sargent name is still recognizable, which is a bonus in terms of marketing,” he said. “I found that if I put that name front and center it was a recognizable brand and allowed me to get the business off the ground and carry on that legacy all at the same time.” For the f utu re Sa rgent a nticipates a reasoned level of growth, but never at the expense of quality or in a drop in the level of personal service prov id e d . For Sa rgent networking with developers and other key members of the construction community is central to his firm’s future expansion. “I’m already talking with developers who have some other projects coming up which is paramount in terms of finding that next job,” he said.
Congratulations to Sargent Construction on your success
Always proud to work with Sargent Construction
Always proud to work with Sargent Construction #118, 2932 Ed Nixon Terrace Victoria, BC 250-590-7197 (sales) 250-590-7198 (service) www.richmond-elevator.com
“E x pa n sion for ex pa n sion sake has never been the goal. For me if there’s grow th it’s with the people I already know and work with. I probably have two or three jobs already set for next year, which is two more t h a n I c u r rent ly h ave now. They will probably require me to bring in two more people to help handle the load. But I’m not going to be placing an ad for a new superintendent, I’m going to be going to the people I know who have the skills and who have the time to take this on.” As a growing Construction Management company Sargent believes his enterprise can only ex pa nd at the rate qua l i fied local personnel are available. By maintaining a high benchmark for the sort of persons he hires to work on his projects he ensures a consistent level of quality in all aspects of the assignments. He has discovered over the ye a rs t h a t t h e b e s t re s u lt s occur in terms of hiring if all of the employee recruiting and vetting takes place in-house, preferably through personal relationships nurtured over time. He h as w it nessed too m a ny companies who hire ad hoc and find themselves dealing with incompetency. That ability to personally qualify the worker has helped to establish Sargent Construction as a leader in the
regional construction industry. W hile relatively young as a corporate entity, Sargent Construction has deep roots in the region’s construction industry. The company has definitely benefitted from the input and experience which comes from working with two highly successful and respected construction contractors. That experience has provided Sargent with a unique place in the local building sector. It has allowed him to carry on decades of relationships with a name that is both well known and respected in the industry. “It also certainly doesn’t hurt to know that if I have an issue I can tap nearly a century of collective building experience with a single phone call,” he said. “If I have a question, or need some other input or just need a new idea on how to get something done they’re just a call away. There have been times I’ve called Rick or Don Sargent to pick thei r bra i ns because they might have a different way of looking at things. So it’s a case of building a new company, but drawing on a recognized name and having access to a great industry resource all at the same time. It really is the best of both worlds for me.” To learn more visit the company’s website at: www.sargentconstruction.ca
COLANGELI GROUP BUILDERS LTD We are proud to be involved in many years of building successful projects with Sargent Construction Ltd
part a e b o Glad t ss and e c c u s r of you ward r o f k we loo ears! y e r o y m to man Dodds Lumber and Building Supplies Ltd. Box 726, Duncan BC V9L 3Y1 • Tel (250) 748-1032
Celebrating the very best in 2016 business on Vancouver Island Jan. 26, 2017 in Victoria
Deluge of nominations for Vancouver Island Business Excellence Awards
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Near record number of entries submitted for January 26 gala at Delta Victoria Ocean Pointe Resort in Victoria
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I C T O R I A – O r g a ni z ers of t h e 17 t h A nnual Vancouver Island Business Excellence Awards are anticipating another exciting celebration of the best of the best in Island business January 26 at the Delta Victoria Ocean Pointe Resort in Victoria. “The volume and diversity of the nominations this year is astou nd ing,” notes Mark MacDonald of Business Examiner, which coordinates the event. “I can’t recall us ever re c eiv i n g t h i s m a ny nomi n at ion s, a nd t hey i nclude a nu mber of compa n ies we h aven’t even he a rd of. It’s amazing what businesses are
doing on Vancouver Island, and where they’re doing it. “W hen we sta r ted these a w a r d s w e b e l i e v e d w e ’d receive g reat pa r ticipation from all over the island, and this continues to be the case. These awards seem to bring out new, excit i ng ventu res that ma ke ou r judges’ job a little tougher as they decide who wins each award.” Black P ress i s a Pl at i nu m S p on sor of t he BE Awa rd s this year, and R BC Royal Bank a nd Hayes Stewart Little & Co. Chartered Professional Accountants are back as Gold Sponsors. Category sponsors thus far include CIBC, Helijet and Grieg Seafood. C a t e go r i e s t h i s y e a r i nc lu d e: A g r ic u lt u re, A utomotive, Construction/ Development, Entrepreneur, Fo re s t r y/ Wo o d P ro d u c t s , Green, Health, Hospitality/ T o u r i s m , M a n u f a c t u r e r, Ocean Products, Professional (legal, accounting, insura nc e), R e a l E s t ate, R et a i l,
S m a l l B u s i n e s s (u n d e r 5 0 e m p l o y e e s) , Te c h n o l o g y, T rades a nd Busi ness of the Year (over 50 employees). “E ach yea r, it seem s t h at the nom i nations a re nea rly even ly spl it between compa n ie s sout h of t he M a l ahat, and those from north of t he M a la h at, a nd t h is yea r is showing the same trend,” says MacDonald. “That’s not su r pr i si ng, a s t he popu l at ion of bot h a rea s a re ver y close, but it a lso shows the strength of the economy on Va ncouver Isla nd is spread out. T he nom i n at ion dead l i ne wa s D e c em b er 1 t h i s ye a r, and companies were allowed to self-nominate. T ickets to t he event a re $125, a nd ca n be pu rchased through www.businessexaminer.ca/events. For more i n for m at ion on t h e e v e n t o r s p o n s o rs h i p, contact MacDonald at 1-866758-2684 ext. 120 or email: firstname.lastname@example.org
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company was originally owned by Wayne Verch who founded it in 1991. Clarke explained that he has been involved with the company as a silent investor since 2001. When Verch passed away in 2010, Dean Clarke began buying shares until he became a majority shareholder. In 2011 Clarke brought his son, Brett, into the business as controller. “All three of my sons, at one time, have worked at Tru Value. Bringing Brett on board helped tighten up the financial structure and, because we have good communication, we are able to discuss issues constructively.” Clarke added that what a person does at work can sometimes be a mystery for family members that aren’t involved in the business. “When family is involved there is a new and better level of understanding in what that individual accomplishes at work on a daily basis.” Alan McGillivray, Prince of Whales Whale Watching, said that his three daughters have been periodically and seasonally involved with the company he founded in 1998. Today, his youngest works as sales and marketing director. “Growing up in a family business you learn to appreciate the independence that comes with owning your own company. But
“Twenty-three nominations were received from across Vancouver Island.” STEWART STORY PRESIDENT, FAMILY BUSINESS ASSOCIATION VANCOUVER
you have to know when to talk business and when to let go and be a family too.” For Love Dodd of Dodd’s Furniture, being a finalist means being a part of a community that understands the successes and pitfalls of running a family business. “I am fortunate that every day
I work beside my parents, Ravinder and Gurdial Dodd, as well as my sister and her husband, Aman and Jag Sahota, and the many employees who have come to us through family ties and close friends. We are excited to have the comradery and support of an organization like the FBA where we can share both our knowledge and our challenges with other family business owners.” FBAVI is an energetic and dynamic organization filled with knowledgeable family businesses and advisors. Its focus is on providing relevant educational events and a framework for peer support groups. “Recognition from the Canadian business family community, through these awards, is an honour and a privilege,” said Story. “We recognize that the challenges of operating a familyowned business are unique. The awards and our education events and peer support groups offer opportunities to mix and engage with other family businesses which is often exactly what is needed to overcome the challenges of working with family.” Past recipients include: Wilson’s Transportation, Canada Homestay Network, Capital Iron, Country Grocer, McCall Gardens, Pacific Sands Resort, Robinson’s Outdoor Store, Monk Office and Accent Inns. FBAVI is at www.familybusiness associationvi.ca
Tourism Grows in Greater Victoria
he Victoria Conference Cent re ( VC C) h a s repor ted a ver y st rong month in October as a result of hosting four smaller conferences as well as four, larger city-w ide con ferences (T he Oceanography Society, The Association of Professional Engineers & Geoscientists of BC, The Canadian Society of Exercise Physiology, and the Goodlife Fitness Victoria Marathon). Year-to-date, VCC delegate days total 101,916, up 12 per cent over last year, while room nights associated with VCC-hosted conferences are up 14 per cent. “It’s great to see the growth in conference activity taking place at the Victoria Conference Centre,” says Frank Bourree, Partner at Chemistry Consulting. “Conference delegates tend to spend more money per day and are a valuable target market for our shoulder and off seasons. “With Tourism Victoria having recently assumed responsibility for marketing the Victoria Conference Centre, the potential to continue growing this sector is very strong.” No matter what business you a re i n exceptiona l customer service is the key to success! On January 19, 2017, Chemistry Consulting is pleased to be delivering a WorldHost Fundamentals Workshop in Victoria.
This daylong session will help participants learn excellent customer service skills. Employers interested in enhancing the ability of their staff to build their business, generate good will and keep customers coming back will benefit from enrolling their staff in this workshop. Check out our website for more details and to register: www.chemistryconsulting.ca/worldhost. Alberta has announced two tax credit initiatives aimed at stimulating investment in the tourism and high-tech sectors. With the three-year, $90 million, 30 per cent Investor Tax Credit incentive, people are encouraged to invest in tourism infrastructure such as resorts, ski hills, amusement and recreation attractions, hunting and fishing businesses and sightseeing tours. Individuals who invest cash i n e xc h a n ge for ow n ers h ip shares in eligible companies would receive a 30 per cent refundable tax credit applicable to their personal income tax in the same year. The Capital Investment Tax Credit is a 10 per cent non-refundable corporate tax credit for companies who invest in machinery, equipment, buildings or tourism infrastructure in Alberta. The minimum project size is $1 million.
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EMCO CORPORATION HAS HELPED BUILD CANADA FOR 110 YEARS Plumbing & Heating Supplier First Opened For Business In 1906
ICTORIA – For more than a century EMCO Corporation has figuratively and quite literally helped to build Canada. Founded in 1906 in London, Ontario the company has grown over the past 110 years to become one of the premier providers of plumbing and heating supplies for both professional contractors and homeowners right across Canada. Today, with 140 locations across the country and with a staff count in excess of 1,700 EMCO Corporation has become one of the nation’s industry leaders – and the story is far from over. “EMCO has certainly evolved over the past 110 years, starting off as the Empire Brass Company in Ontario before eventually spreading all across the country,” explained Paul Stevenson, EMCO’s Branch Manager for its Victoria and Langford outlets. “The company is privately held, essentially being a family-owned business. The advantage this provides over being publically held is that when changes and expansion are called for it can be carried out much quicker, allowing
EMCO Corporation was founded in 1906 in Ontario but has expanded with outlets all across Canada us to respond to market needs in a shorter time.” Being corporately flexible, despite the size of the company, the EMCO Corporation business model allows the local managers to have much more input in terms of operational styles, product lines and other individual business practices. This allows each branch to better serve its client base as it tailors its business and products to match the actual needs of its customers. “We operate in a different fashion than most companies as the owner allows us to run our companies locally – the people on the line know what the local customers want more than head office does.
This allows us to run the Victoria branch as we see fit, I’m accountable for it but the whole team contributes,” he said. EMCO has become the top choice for plumbing, heating, ventilation and air conditioning (HVAC), waterworks and other industrial materials by carrying a wide range of products from an equally diverse group of providers. Targeting the most innovative product lines including those produced by Kohler, Riobel, Honeywell, Lochinvar, Viessmann and dozens more, the company remains at the leading edge of the materials supply business. “The bulk of what we do is to supply the trades, from the builder
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EMCO’s outlets stock thousands of parts and components for both professionals and homeowners
EMCO Corporation has over the decades become a leading supplier to the heating and plumbing industries level constructing a single family home and multi-million dollar mansions as well as multifamily and commercial projects. We can supply everything. We also have a very skilled technical department that can do hydronic in-floor heating systems, providing full design services for the trades,” he said. From the opening of its initial outlet in London, Ontario in 1906, the company has expanded to include more than 140 branches across the country with about 30 being located in British Columbia. On Vancouver Island EMCO operates two main stores in the Capital Region, in Victoria and Langford, with a smaller branch in Nanaimo.
Between the various stores the company has a Vancouver Island staff count of about 40. In addition to the main Victoria area stores, branches geared primarily for professional contractors, EMCO also maintains “The Ensuite” Bath and Kitchen showroom that was created with the individual homeowner in mind. “In its simplest terms we serve the trades. While operating a number of different divisions EMCO as a whole provides general contractors with everything from the underground piping located under the streets from our Waterworks Division right through to your basic kitchen sinks and bathroom
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The Ensuite is EMCO’s downtown Victoria showroom for the very latest in bathroom fixtures and equipment
The Ensuite showroom has been designed to showcase some of the latest in bathroom products
Toilets, sinks and all style of bathroom fixtures are on display at EMCO’s Ensuite showroom
EMCO’s staff is one of its key resources, offering their customers suggestions and advice
EMCO On your 110th anniversary!
Proud partners in supplying innovative pumps and systems for more than 30 years.
fixtures,” Stevenson explained. “While homeowners can and do walk into our main stores to make purchases, we have opened an Ensuite, Bath and Kitchen Showroom on Douglas Street featuring 3,500 square feet of display area that is geared primarily for retail sales.” The showroom, which allows customers to see fixtures and products in a real world setting, features many of the fixtures produced by Kohler, an industry leader in bath and kitchen plumbing. While the showroom had been created to allow private individuals to check out the latest fixtures and trends, the outlet has also become popular with contractors as they can show their clients what these products will look like in their homes once completed. The showroom was envisioned right from the beginning as an outlet that would appeal to both i nd iv idua l homeow ners a nd those interested in home renovation projects. A trend identified in the Victoria marketplace is for homeowners to hang onto their properties longer, as rising prices make purchasing a new home more challenging. Identifying this expanding renovation market was one of the catalysts for opening this distinctive outlet. Another example of the flexibility the EMCO business model provides its managers is the recent decision to turn the local HVAC division into a separate entity. “We’re going to turn the HVAC unit into a separate division, which is something that is fairly new for us,” he said. Having essentially outgrown its downtown branch at 550 Culduthel Road, EMCO will be opening a separate HVAC office to take advantage of the ongoing building boom taking place across southern Vancouver Island. “I basically don’t have the space for HVAC at this branch, and as the entire industry is becoming so specialized we’ve decided to put our HVAC services in their own office with our downtown location focusing on plumbing, heating and in-floor hydronic heating,” Stevenson explained. The new move will provide the company with a total of four Victoria area outlets, the two main
“It all comes down to providing the very best in customer service.” PAUL STEVENSON BRANCH MANAGER, EMCO CORPORATION
wholesale stores (downtown Victoria and 927 Dunford Avenue in Langford), the Ensuite showroom at 3400 Douglas Street and a new HVAC division to be located about as block away from the downtown store. As the new HVAC store will have its own manager and staff the company will soon be hiring additional personnel to replace the team members who will move to the new location. The company is also actively expanding its current product range to include more fire protection systems and its associated piping for both residential and commercial applications, as well as expanding on its sales of immersible pumps and other systems intended for its rural clients. For Stevenson, who has worked with the company for 40 years, EMCO Corporation has become an industry leader by never straying from the vision the company established more than a century ago, by providing quality products and by focusing on total customer satisfaction regardless of the size of the project. “As we certainly don’t have a monopoly in this marketplace, we have lots of competitors selling the same things, but one of the things we do have are our people and the collective experience and knowledge that they have and that they regularly share with our customers,” Stevenson said. “It all comes down to providing the very best in customer service. Our industry is changing rapidly as new technologies and new customer needs arise. We need to share those changes with our trade customers by staying ahead of the changes and by keeping up on the latest trends and technologies. They get a lot of information from us, about new materials and systems, so ongoing training is a
big part of what we do here.” As part of that conscious desire to keep abreast of the latest trends and technological innovations Stevenson provides his internal team with more than 30 training sessions per year, events where experts in the various fields are brought in to keep his staff informed and up to date. “It’s a constant learning process, which is part of EMCO’s mandate for working here. We’re required to have a minimum of 40 training hours per year, but we far exceed that,” he said. For the future, while EMCO Corporation has no solid plans to expand to other Vancouver Island locations, Stevenson does not rule out the possibility that it won’t occur, just not immediately. “A move like that might be in the long term future, I would think that eventually, with the general growth that’s occurring on Vancouver Island, we might open another branch. But there would have to be a pretty compelling business reason to do so,” he said. “Our current stores service the South Island, and from our present Nanaimo store we supply the industry throughout the Central and North Island, so significant market growth would have to occur for us to open another branch further north.” The main focus for the company is to continue to provide the latest and most varied range of products possible for its clients, professional and homeowners, with the added bonus being the experience and expert advice provided by its sales team. Currently serving more than 500 professional customers, primarily plumbing and heating contractors, EMCO Corporation anticipates continued growth in this ever changing industry. For Stevenson much of the credit for the success of his operation rests with the skills and extensive industry knowledge of his staff. “I honestly believe that I have the best team in the city working with our contractors, that has always been one of our greatest strengths, and will continue to carry us forward in the years to come,” he said. For more information visit the company’s website at: www. emcobc.ca
British Columbia Pension Corporation CEO Laura Nashman Named one of 2017’s Influential Women in Business Nashman leads one of Canada’s “best managed companies” according to Excellence Canada
ICTORIA—When Business in Vancouver published its list of 2017’s Influential Women in Business, there were five women on it. British Columbia Pension Corporation CEO Laura Nashman was one of them. But according to Nashman, although she is the one technically accepting the distinction, she does so on behalf of the organization she leads. “Business in Vancouver assesses your contribution to the community, and 1 in 9 British Columbians is a member of one of the plans we serve, so we contribute broadly to the community and the economy.” B r it i sh Colu m bi a Pen sion Corporation is one of the largest pension service providers in Canada and the largest in BC, providing professional pension services on behalf of BC’s College, Municipal, Public Service, Teachers’ and WorkSafeBC pension plans. It’s true that British Columbia Pension Corporation has a n u nden iably la rge i mpact due to its size. The corporation
“The fact that this recognition is a reflection of an organization that is so high performing makes the honour easy to accept.” LAURA NASHMAN CEO, BRITISH COLUMBIA PENSION CORPORATION
British Columbia Pension Corporation CEO displays the Excellence Canada award that proves she runs one of the “best managed” companies in Canada serves approximately 550,000 plan members and 1,100 plan employers. Widely recognized as a strategic leader, Nashman is in the middle of implementing a nineyear comprehensive strategic plan. The plan, dubbed From 12 to 21, aims to transform, in her
words, “not what we do but how we do it,” by leveraging technology, improving processes and investing in staff training. To wh at end? B e c om i n g a more efficient, member-centric organization. For example, Nashman descr ibes t he way her tea m is overhauling the information they publish to help pension plan members’ decision making about their pension benefit. “We needed to stop communicating in ‘pensionese’ and move toward ‘easy,’” she laughs. Still, enterprise transformation
brings significant change and, often, challenge. However, despite inevitable challenges, Pension Corporation continues to make strong progress and in October was recognized with another award: Gold in Excellence Canada’s prestigious Excellence, Innovation and Wellness standard. “This recognition from Excellence Canada is a result of our efforts over many years and our shared commitment to develop, strengthen and improve the corporation,” says Nashman. “It reflects the ongoing success of our strategic plan, our maturity of key organizational systems a nd processes, a nd ou r forward-thinking, positive culture.” As part of their verification process, the Excellence Canada team visited Victoria and spoke to over 80 British Columbia Pension Corporation staff members. Through those focus groups, staff revealed a high level of engagement with and support for the organization’s transformation strategy. “The Excellence Canada people told me that they kept hearing a
consistent narrative,” explains Nashman. “Staff are on board with what we are trying to accomplish; in fact, we discovered in a recent survey that 86% of staff believe we are making great progress on our strategy.” Perh ap s it i s not s u r pr i sing British Columbia Pension Corporation experiences such high levels of staff engagement. When Nashman describes her leadership style, it reveals an approach that is equal parts IQ and EQ. According to Nashman, British Columbia Pension Corporation is an organization with a strong sense of organizational community and shared feeling of collective purpose. As for what it means to lead an organization through transformation, Nashman’s insights are incisive and fascinating. “It’s a way of perceiving the ecosystem of a problem,” she notes. “Rather than fixate on the simple symptoms of a problem, you need to be able to understand what drives it, and decide which aspects of it you can tackle, and in what timeframe.” pensionsbc.ca
DON’T AGREE WITH A PROPERTY ASSESSMENT? IT CAN BE APPEALED
ELOWNA - Annual property assessment notice envelope will soon be appearing in mailboxes or via e-mail displaying 2017 property
assessment values and classification. T h i s ye a r’s not ic e s a re e s p e ci a lly i mpor ta nt a nd deser ve close i nspection, given the largest increases
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in assessment values in the past 35 years in most areas of the B.C. It is from this estimation of commercial or industrial property assessment values that local governments and the Province will determine how much overall property tax is due this year. The BC Assessment Authority is responsible in the annual valuation of over 2,000,000 properties in BC with less than 700 employees but it remains the property owner’s responsibility to rev iew a nd appea l thei r assessment values. And what if someone doesn’t agree with an assessment value or classification? Perhaps they believe it’s too high, or in some cases, too low. Can anything be done about it? Yes, but an appeal must be filed on or before January 31, 2017. There is no fee to file an appeal at this first level of review. Tim Down, President of PacWest Commercial Real Estate Advisors, specializing in annual property assessment and tax appeal consulting throughout British Columbia. “If an assessment is incorrect, the owner will be paying more property tax now and into the future, so they need to ensure that they have been assessed fairly and consistently,” he notes. “Property taxpayers have a right to either the lower of the actual market value, or the equitable assessment value for their property,” he adds. “It should be no higher than a similar, competing property in their taxing jurisdiction. For example, a commercial property
in a downtown location should not be assessed at a higher rate than a similar neighboring property. Down believes the significant property assessment i ncreases th is yea r will result in even larger inequitable increases for many property taxpayers if not carefully reviewed and challenged. A lso, local governments are increasing property taxes to shore up funding for emerging social initiatives and strategies. These increases tend to place a higher burden of taxation on the non-residential taxpayer. Classification will continue to be an issue for property taxpayers with the BC Assessment Authority taking aggressive valuation and taxation policy positions in the application of higher tax classifications for mixed use developments and agricultural lands. BC Assessment Authority continues t hei r t rend to a g g re ssively p u rs u e a sse ssment va lu at ion p ol icie s a nd property tax classification initiatives through legal challenges that will have long lasting impacts on all non-residential taxpayers. Best to stay informed and remain vigilant these days. Especially since Down points out that property taxes, after mortgage and lease costs, are the largest annual operating expenses for property owners and once the appeal deadline has passed, property taxes cannot be appealed. Property taxes go straight to the bottom line performance of all real estate assets. www.pacwestrealestate.ca
SELLING YOUR BUSINESS – DON’T KILL THE DEAL
here are a lot of great reasons to start and grow a busi ness. Some of t he best reasons include, but are not limited to, the ability to earn an income commensurate with your hard work, flexible work arrangements and the pride to watch something you own grow and prosper. In my view, one of the best reasons for entrepreneurship is the ability to monetize your hard work at a point in your life when you either want to retire or pursue other interests. While businesses sell all the time, don’t make the mistake of assuming it will be quick or easy. The Pepperdine University conducts a regular survey of private market transactions and found that 35 per cent of all sale processes fail to complete. Of these failed deals, 40 per cent are due to the inability to agree on a price, 22 per cent fail because of unreasonable demands by the buyer or seller, 9 per cent fail due to financing and the balance for a variety of reasons. Another interesting point is that 70 per cent of business sale transactions take more than twelve months to complete. While it goes without saying, you will be best prepared to negotiate the highest price with the best terms if your business delivers consistent or growing
Terry Johal President, VRBA
Be Prepared – Ensure you can demonstrate that the business can earn consistent profits for the buyer subsequent to the purchase. You should also be able to show that the current customers or sales will Mike Berris, CPA, CA, CBV and Partner at Smythe LLP
remain after you’re gone
profits. There are a number of other strategies that can improve the chances of successfully completing the deal. These include: Be Prepared – Ensure you can demonstrate that the business can earn consistent profits for the buyer subsequent to the purchase. This requires that your financial records are in order. You should also be able to show that the current customers or sales will remain after you’re gone. Understa nd who the Buyer m ight be – You w ill want to target parties that are ready, willing and able to purchase.
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Thinking of building a new home or renovating? Try our online Expression of Interest form making it easy to get quotes from VRBA’s professional contractors. Visit vrba.ca/hire-a-vrbamember and ﬁll out the form which is forwarded to members. There is no cost or obligation. Our Expression of Interest puts your project in front of Canada’s leaders in sustainable West Coast design and construction. VRBA members have a network of skilled trades and reliable suppliers to manage your project professionally and eﬃciently. They also work with outstanding designers to identify your vision in the most
cost-eﬀective way. Some consumers make the mistake of hiring a contractor on the advice of a friend. Many believe they are getting a “deal”, but that alleged “deal” can fade quickly and turn into major challenges. Your builder should have a professional contract, strong track record, as well as warranty and liability coverage. VRBA members have the experience and knowledge to build or renovate a home that you can proudly call your own.
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Noth ing is more frustrating than spending several months w it h someone t h at c a n’t or won’t close. Be Rea l istic on the Price – Preferably you want to conduct an auction process where potential buyers are put in the position to competitively bid for your business. In cases where this is not practical, a Chartered Business Valuator (CBV) can help you with either a pricing analysis or by preparing a valuation report. Be Flexible – While not ideal, sometimes the best deals require you accept an earn-out or even provide financing with a vendor take-back. With proper safeguards, the arrangements can help bridge the gap when there is a stalemate in the negotiations on price. Engage Professionals – Selling one’s business is a complex process involving many interconnected components. While it might appear straight-forward at first, the process can quickly lose momentum. A n experienced M&A advisor and law yer w i l l help you get the highest net price combined with the best terms. To put this all in context, I w i l l spea k i n genera l ter m s about two dea ls we a re cu rrently working through. In the first, our client is interested in
buying a successful Vancouver Island business. The vendor, who arbitrarily set the price at $5 million, has not engaged professionals to run the process and has not been able to supply the information required to properly evaluate the quality of future earnings. Of course our client walked away. Eight months later, the vendor has not found a buyer and approached us again, still without a proper process in mind, but a lower price. We now have the upper hand, but still may advise our cl ient to wa l k away. I n t he second deal, we are engaged to run a divestiture process where our client allowed us to properly prepare for the sale, identify numerous potential purchasers, run an auction and then assist his experienced lawyer to negotiate the share purchase agreement. In this case, our client has a strong $43 m illion deal on the table that we expect will close in December. The above examples are similar deals, each with different outcomes based on the management of the process. Smythe LLP is a team of dedicated professionals who provide reliable accounting, tax and advisory services to businesses and individuals. They can be reached in Nanaimo at (250) 755-2111.
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VICTORIA CONSTRUCTION COMPANY WINS MAJOR BUILDING AWARD
ICTOR I A – Winning a 2016 Commercial Building Award (in the Community category) from the Victoria Real Estate Board (VREB) for constructing the spectacular Westhills YMCA / YWCA Langford Aquatic Centre is only the latest achievement for multi award winning Verity Construction Ltd. Founded by Chad Bryden in 2004, this commercial, industrial and residential builder specializes in construction management and general contracting duties, being responsible for an exceptional list of completed projects located all across the Greater Victoria region. “When Chad first started the company he had come to the business with a lot of family construction experience behind him. But the company in its original form was primarily focused on residential home building,” explained Gabe Forrester, a Project Manager for Verity Construction. Having previously worked in project management and construction management on the Lower Mainland (including with the Olympic Games), Forrester joined the firm in 2009, in part to have an opportunity to return to his native Victoria. “It was definitely a family decision, moving back to Victoria, as I had studied project management in Vancouver and had worked for a number of companies in the
The Langford Aquatic Centre is a 75,000 square foot facility that is also home to the YMCA and YWCA Lower Mainland. But we decided to move back to the old neighborhood, was lucky enough to start
working with Verity and have enjoyed it ever since,” he said. Located at 106-1039 Langford Parkway in Langford, Verity Construction was ideally situated to play a leading role in the extensive Westhills project, a 500 acre planned community nestled along the shores of Langford Lake within Langford city limits. The Westhills Land Corporation is the developer of the project, and has assembled a crack team of local firms, including Verity Construction, On Point Project Engineers Ltd., and others to handle the different tasks required to build this model community. This unique development’s philosophy is based on the principles of sustainability, affordability, design excellence and quality SEE VERITY CONSTRUCTION | PAGE 31
The award winning Langford complex also houses a branch of the Greater Victoria Public Library
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Construction of the Westhills YMCA / YWCA Langford Aquatic Centre began in February 2014
VERITY CONSTRUCTION CONTINUED FROM PAGE 30
construction. The Westhills Land Corporation itself was founded in 2006 to spearhead the development of the project. “When I first joined the company our workload was probably about 90 per cent residential with the rest commercial. Today that ratio is probably closer to 70 percent residential, as we’ve been involved in a number of significant commercial projects such as the BC Ambulance Service Dispatch and Communications Centre in Langford, Langford Whitespot restaurant, the East Sooke Fire Hall (for the Capital Regional;
District) and the Princess Auto project (a 28,000 square foot retail store). But by far the Langford Aquatic Centre is one of our biggest projects,” Forrester said. Encompassing more than 75,000 square feet, the five-storey Westhills YMCA / YWCA Langford Aquatic Centre complex houses a 25 metre, five lane lap pool, a lazy river, warm water therapy pool and two waterslides. The facility also includes a gymnasium, health and fitness facilities, youth centre, a number of multipurpose spaces, and a licensed child care program. A list of the complex’s tenants includes a branch of the Greater Victoria Public Library, the Victoria Music Conservatory,
the YMCA and the YWCA and additional office space. The project was completed in the spring of 2016. “Westhills works extensively with Verity, not just with the Aquatic Centre but we’ve also contracted with Verity to build the houses in the project,” expla i ned Ryan McKenzie, the Manager of the Westhills Land Corporation. “For the YMCA building Verity served as the construction manager for that project. They coordinated all of the trades and resources to see the project completed. They did have some actual SEE VERITY CONSTRUCTION | PAGE 32
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staff members that worked on it as well, but for a project that big the job involved coordinating a number of sub trades. We were obviously very happy with the work they did on the project, and look forward to continuing to work with them as the Westhills project is slowly built out.” Forrester said Verity had been involved in the Aquatic Centre project long before any ground breaking had actually occurred. “We had done some initial work on the project as much as two years before the project actually started, so for us it was certainly a long term project,” he said. “Work on the project began in February 2014 and the actual opening ceremonies for the Centre happened in May 2016, but it was finished and opened for tenants in the spring. Located on 0.685 of a hectare the project had a price tag of more than $30 million.” A Built Green certified company, Verity Construction is an active and innovative leader in the Vancouver Island construction industry, being members of both the Vancouver Island Construction Association (VICA) and the Victoria Home Builders Association (VHBA). Over the years the company has won numerous CARE (Construction Achievements and Renovations of Excellence) Awards from the VHBA, numerous Commercial Building Awards from the Victoria Real Estate Board (VREB), as well as winning a number of BC Built Green awards, including more than one Builder of the Year awards. Verity has become one of the leading residential home builders in the region with nearly 1,000 completed homes in its portfolio. The company has also been responsible for building numerous multi-family developments across the region. “We do so much residential and multi-family residential work, which can be huge projects in their own right. Our actual commercial to residential building ratio might be closer to 60 per cent residential versus 40 percent commercial, if you were
“We had done some initial work on the project as much as two years before the project actually started.” GABE FORRESTER PROJECT MANAGER, VERITY CONSTRUCTION
to class a condominium project as something more akin to a commercial project than it is a single family home,” he said. With an actual in-house staff of about 90 employees, some Verity Construction worksites could involve 150 or more additional workers, depending on the requirements of the project. Since its launch in 2004 Verity Construction has built or managed the construction of more than 900 residential, condominium, office buildings and other commercial projects, with the ongoing Westhills development continuing to add to its expanding total. SEE VERITY CONSTRUCTION | PAGE 33
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VERITY CONSTRUCTION CONTINUED FROM PAGE 32
As a construction manager the company will look after all aspects of the build for the client, from budgeting and dealing with city hall for any necessary documentation to all stages of the actual construction right through to project completion. Having experienced phenomenal growth since first launching 12 years ago, Verity Construction anticipates continued expansion especially in the Victoria area’s energized construction market. “The amount of growth we’ve experienced basically shows the type of people that we work with and is a testament to the credibility of the people who work here,” Forrester said. The bonds of trust and mutual appreciation that have developed between Verity Construction and the Westhills Land Corporation will see the two entities working together on future projects in the years to come. For Westhills’ McKenzie it is a proven partnership that generates quality results. “We have worked with Verity now for probably the past seven years, they will essentially build all of the houses in the project,” he said. “One of their strengths is their ability to get the job done. They are an extremely trustworthy contractor and they know how to get the work done at a reasonable price, and within a prescribed timeframe. Another key strength is their follow up. No matter what there are always issues when it comes to construction and there are times when they need to come back to attend to some details – something they’re very good at.” Experienced, established, technically savvy and a leader in the regional construction industry Verity Construction looks forward to a bright future as Victoria’s building boom continues. For Verity the new Aquatic Centre is just one more element in a community that continues to grow and provide for its residents. “There’s more to come. This is the first building in what we would consider to be another downtown core in the City of Langford. It’s a core that will include more buildings and more
An elaborate (and now very popular) system of waterslides is one feature of the new aquatic centre projects that will be coming in the future,” Forrester said. Having worked all across the region, for clients ranging from the Department of National Defence to the Capital Regional District, Verity Construction is eager to embrace the challenges and the opportunities the coming years will provide. “For the future we expect to continue to work with Westhills and continue to work with other owners and stakeholders to help build Vancouver Island,” he said. The firm’s latest project involves working with the City of Langford to construct the new Rugby Canada training facility, a two-storey complex to be named after Canadian rugby legend Al
Charron. With an estimated price tag of $8 million, the facility is slated to open in September 2017. “That’s certainly another big project for our company, and one we’re very excited about. Over the years we’ve definitely moved into the commercial building sector in a major way and I can imagine that trend continuing, something I know Chad would like to see happen. Growing more into the commercial sector isn’t something we’re deliberately forcing, but I can certainly see it happening. These are definitely exciting times,” he said. For more information visit the company’s website at: www. verityconstruction.ca
#204 - 957 Langford Parkway Victoria, BC V9B 0A5 Phone: 250-478-6485
Alliance Engineering is proud to work with Verity Construction supplying structural steel and miscellaneous metals.
Site Development Equipment Rentals Rock Crushing Quarry Sales HDPE Fusing Mobile Mechanics Surveyors Boulder Walls
Congratulations Verity Construction Ltd. on winning the Community Project of the Year for Westhills YMCA-YWCA and Langford Aquatic Centre
Congratulations on the Westhills Aquatic Centre!
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34 WHO IS SUING WHOM The contents of Who’s Suing Whom is provided by a third-party resource and is accurate according to public court documents. Some of these cases may have been resolved by publication date. DEFENDANT Royal Bank Of Canada 2255 Oak Bay Ave, Victoria, BC PLAINTIFF MacLennan, Travis Allen CLAIM $25,176 DEFENDANT Turn Two 643 LLC 300 10th St, Kirkland, WA PLAINTIFF Philip, Sinclair CLAIM $ 343,0000 DEFENDANT Island Tutors Ltd 215 Edward St, Victoria, BC PLAINTIFF Millington, Dahlia Patricia Ann CLAIM $ 22,216 DEFENDANT West Coast Super Storage Ltd 150-805 Cloverdale Ave, Victoria, BC PLAINTIFF Tyson, Christopher CLAIM $ 25,157
WHO IS SUING WHOM DEFENDANT XW Sunrise Development Ltd 3-1696 Pear St, Victoria, BC PLAINTIFF Filsinger, Heather Ann CLAIM $ 5,146 DEFENDANT Sharples Contracting Ltd 3320 Ocean Blvd, Victoria, BC PLAINTIFF Saltman, David Lloyd CLAIM $ 8,680 DEFENDANT Cascade Fire Protection (2012) Ltd 360-1070 Douglas St, Victoria, BC PLAINTIFF Baywest Hardware Ltd CLAIM $ 25,236 DEFENDANT Sherwood Industries Ltd 6782 Old Field Rd, Saanichton, BC PLAINTIFF McDougall, Christine Alexandria CLAIM $ 25,076 DEFENDANT Line Level Landscaping & Development Corp 4118 Hatfield St, Victoria, BC PLAINTIFF Titan Slegg GP Inc CLAIM $ 9,138 DEFENDANT
Whiskey Dock Developments Ltd PO Box 77, Bamfield, BC PLAINTIFF Accredit Mortgage Ltd CLAIM $ 9,489,475 DEFENDANT 0694023 BC Ltd PO Box 77, Bamfield, BC PLAINTIFF Accredit Mortgage Ltd CLAIM $ 9,489,475 DEFENDANT Tzartus Holdings Ltd PO Box 77, Bamfield, BC PLAINTIFF Accredit Mortgage Ltd CLAIM $ 9,489,475 DEFENDANT Method Built Homes Inc 4566 Cordova Bay Rd, Victoria, BC PLAINTIFF Plumb It Mechanical CLAIM $ 57,340 DEFENDANT Bluewater Developments Ltd PLAINTIFF Rounis, Christos CLAIM $ 177,500 DEFENDANT Full Tilt Roofing 260b Caralyn Rd, Campbell River, BC PLAINTIFF
Central Builders Supply Limited CLAIM $ 25,281 DEFENDANT SCS Steel Container Systems Inc 200-1808 Bowen Rd, Nanaimo, BC PLAINTIFF Marks, Ben CLAIM $ 30,168 DEFENDANT Dr GS Grewal Inc 201 Selby St, Nanaimo, BC PLAINTIFF Irina, Ugoric CLAIM $ 37,031 DEFENDANT 1012032 BC Ltd 2050 College Dr, Campbell River, BC PLAINTIFF Petes Homeworks Ltd CLAIM $ 25,156 DEFENDANT Windward Cabinetry & Renovations 1241 Sutherland Rd, Cowichan Bay, BC PLAINTIFF Scott Kerr, Eleanor Margaret CLAIM $ 15,156 DEFENDANT T&T Construction Management 3-3947 Cedar Hill Cross Rd, Victoria, BC PLAINTIFF CTM Hitech Tile Installation Ltd CLAIM
$ 17,081 DEFENDANT Homefront Ideas 2071D Malaview West Ave, Sidney, BC PLAINTIFF CTM Hitech Tile Installation Ltd CLAIM $ 8,542 DEFENDANT 0966335 BC LTD 4118 Hatfield St, Victoria, BC PLAINTIFF Finning International Inc CLAIM $ 6,184 DEFENDANT PC Urban (Acquisitions) Corp 2900-550 Burrard St, Vancouver, BC PLAINTIFF Price Security Holdings Inc CLAIM $ 429,999 DEFENDANT Pacific Arbour Six Residences Ltd 102-2590 Granville St, Vancouver, BC PLAINTIFF Price Security Holdings Inc CLAIM $ 429,999 DEFENDANT Pacific Shore Holdings Ltd 2-1960 Island Hwy, Campbell River, BC PLAINTIFF Piccioni, Francesco CLAIM SEE WHO IS SUING WHOM | PAGE 37
MOVERS AND SHAKERS
Illinois-based Brunswick Corp. has bought Victoria-based Payne’s Marine Group. Payne’s Marine is a national wholesale distributor of marine parts and accessories in Canada. The Victoria-based companies head office is at 2120 Quadra Street. The company also has sales and warehouse locations in Campbell River, Vancouver and Toronto. Details of the sale to Brunswick Corp have not been revealed. Hockey Canada, in collaboration with the Canadian Hockey League have announced that Vancouver and Victoria will host the IIHF World Junior Championship in 2019. The international tournament will start in December 2018 with the gold medal game in January 2019. The city will host 14 games which will be played at the Save-On-Foods Memorial Centre. Local philanthropist and businessman Mel Cooper will receive the Greater Victoria Chamber of Commerce Governor’s Lifetime Achievement Award at the 2017 Greater Victoria Business Awards on April 20, 2017. Mel is well-known in the Victoria community for his business acumen, work with local charities and hours of volunteering on boards across the region. The Chamber is currently accepting nominations for the 2017 awards until January 23, 2017. More information can be found at victoriachamber.ca. Spinnakers Brewpub has reopened for business 12 days after having a fire. The upstairs and downstairs are now open at 308 Catherine Street. Spinnakers has been a popular local brewpub since the 1980s. The Canadian Public Relations Society of Vancouver Island (CPRS-VI) is celebrating their 15th anniversary. The Canadian Public Relations Society is an organization of men and women who practice public relations in Canada and abroad. Two Victoria-based businesses took home awards at this year’s Canadian Tourism Awards held in Gatineau, Quebec on November 30. Brentwood Bay Resort and Spa received the Business of the Year Award and Eagle Wing Tours Ltd won the Sustainable Tourism Award at the Tourism Industry Association of Canada’s (TIAC) 2016 Canadian Tourism Awards. Julia Phillips from KPMG LLP is one of 11 British Columbia students who made the National Honour Roll for their outstanding results on the multi-day national Common Final Examination (CFE). This year, a total of 548 British Columbia writers successfully completed the exam. Victoria will be hosting over 450 international travel industry buyers and suppliers at the 30th annual Canada’s West Marketplace next November at the Victoria Conference Centre. Established in 1989,
Canada’s West Marketplace is a partnership between Destination British Columbia and Travel Alberta. Each year, the trade show alternates between the two provinces and was last held in Victoria in 2009. Baggins Shoes at 580 Johnson Street has promoted Tara Savrtka to director of operations. Tara started with the company in 2013 after completing a bachelor’s degree in Germanic Studies and French Language. Hayes McNeill and Partners Ltd has joined Grant Thornton Limited. Hayes McNeill and Partners offers personal insolvency and corporate recovery services on Vancouver Island. The newly acquired company operates out of four offices located on Vancouver Island including Victoria, Port Alberni, Duncan and Nanaimo. Big Brothers Big Sisters of Victoria and area has announced their board of directors for 2016 to 2017. The executive includes Sheila Elworthy as President, Donna Hobbs as Treasurer and Delia McCrae as Secretary. The incoming board of directors are: Mike Wyeth, Monty Bryant, Susan Pratt, Sarah Elwood, Chris Gilbert, Ted Yeates and Quinn Yu.
We are the largest portable restroom provider on Vancouver Island with a wide selecƟon of restrooms for construcƟon sites and community events. We provide rental of temporary fencing for construcƟon sites and community events—available in 4 foot, 6 foot and 8 foot heights.
The winners of the Saanich Arts, Culture and Heritage Awards were presented on December 5. The winners are Margaret Bachman for Unsung Hero, Mike Geric Construction for Cultural Stewardship and The Art of Business categories and Sheila Blake for Individual Lifetime Achievement. Following the success of the 2016 PGA Tour Champions Pacific Links Championship at the Westin Bear Mountain Golf Resort and Spa in September, organizers have committed to another year of hosting the championship at Bear Mountain. The 2017 Pacific Links Bear Mountain Championship event is scheduled for the week of September 11 to 17. The Sooke Region Chamber of Commerce has appointed a new board for 2017 and elected Kerry Cavers as president. Other board members are: Steve Grundy, Royal Roads University; Alayne MacIsaac, Sheringham Distillery; Alison Forster, OOMPHATICO; Beth Cougler Blom, Beth Cougler Blom Facilitation; Dan Houle, Prestige Oceanfront Resort; Gillian Dixon, Point No Point Resort; Les Haddad, Sooke Delivery Guy; Linda Ferguson, Linda Ferguson SKIN; Lorna Danylchuk, Your Perfect Gift; Michael Russo, REMAX Camosun (Westside); and Shandra Collins, Focus Driving School. The City of Colwood has been presented with the first “Order of the Bear” award by the Canadian Federation of Independent SEE MOVERS & SHAKERS | PAGE 36
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Business (CFIB). The award is given to governments that are taking action to support small business.
The Fairmont Empress Hotel saw Victoria council recently approve a heritage altercation permit to build a port cochere to improve guest and resident accessibility. The free standing entrance will be built on Government Street and will be wide enough to accommodate three vehicles. This will be the fifth addition to the hotel since it was completed in 1908. VI Pallet Recovery and Logistics has moved to a new location at 2602 James Island Road in Saanichton.
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Academy Dental welcomes their new dentist Dr. Rosy McCrodan to their team of professionals at 1195 Fort Street. Rosy is originally from Victoria and was most recently working in Prince George before joining their team. Peninsula Co-op is now open at 10359 McDonald Park Road in Sidney. Kathleen Owens has moved her massage therapy practice to Phi Massage and Well-Being Center at 9756 Third Street. Black Press Community Media in Greater Victoria is pleased to announce the appointment of Lisa Holliday-Scott as Publisher of the Peninsula New Review. Lisa will take over from current publisher, Jim Parker, who is retiring after 39 years in the industry. Lugaro Jewellers held a grand opening celebration from December 1-11 at its new store at 1102 Government Street. Lugaro Jewellers is a fine jewellery and swiss timepiece retailer with three locations throughout BC. Babcock Canada announced an investment of $800,000 into Camosun College’s TRADEMark of Excellence campaign. The contribution will support next generation specialized equipment in the college’s new Interaction Lab. The Innovation Lab will support learning and skills development to help meet the needs of BC’s future skilled workforce to support industries across the province.
Trillium Communities has broken ground on a largescale expansion to its existing West Shore Lodge. The new development will be called West Shore Village and will feature 62 units for its first phase. The Village is scheduled to be completed by 2018. Small Business BC has announced the semifinalists for this year’s Annual Small Business BC Awards. The semifinalists and categories from Victoria are Next Generation Apparel, Best Concept; Friendly Giant Window and Gutters and Picture This Today 3D Inc, Best Employer; FreshWorks Studio, Best Immigrant Entrepreneur; NZ Builders, Best Innovation; First Light Technologies, Best International Trade. The winners of each category will be announced at the Small Business BC Awards Ceremony on February 23, 2017 at the Pan Pacific Vancouver. Lions Club member Lorne Jones has received the Melvin Jones Award in recognition of his service to the community and for acting as a role model for other members of the Central Saanich club. The Melvin Jones Award is the highest honour the international wing of the Lion’s Club can bestow upon its members. Smoking Lily clothing is celebrating their 20th anniversary. Additionally, the company with two locations in Victoria is celebrating a year of saving leftover fabric from the landfill with the introduction of a new children’s clothing line. Smoking Lily uses offcuts to make the children’s clothing to reduce waste, with the end goal of becoming a zero-waste design and manufacturing studio. To find out more, visit smokinglily.com. Two Victoria-based companies were recognized at the 2016 BC Export Awards in Vancouver. First Light Technologies which manufactures solar lightning products won the Clean Tech award while Coast Dynamics Group won the Manufactured Products award. The BC Export Awards recognize the best and most innovative exporting companies in British Columbia. The Victoria Residential Builders Association
recently doled out a number of awards at their annual dinner and general meeting. The award winners and categories are: Terry Johal for president’s award; R. Parsons Construction for integrity award; John Sercombe for advocacy of affordable housing; Mike Dunsmuir and Tim Schauerte for service to the association; Coast Capital Savings for support of youth housing; Tim Schauerte for strategic planning; Anton van Dyk, Adam Peron, Rob Berry and Paul Smith for education. Exceptional Wealth Management Canada has added Kevin Bouchard and Alyssa Barthel to Barb Finnerty’s team of financial planners. Yan-Min Xu, who has been with the firm for six years has been promoted to associate. Exceptional Wealth Management is at 785 Station Avenue. The Salvation Army in partnership with Saint Vincent de Paul and M’akola Housing has opened Sooke Life Ministries. The project, opened at 6750 West Coast Road will provide life-skills to residents, including employment preparation, computer training and budgeting. Island Deaf and Hard of Hearing Centre is celebrating their 25th anniversary. The Island Deaf and Hard of Hearing Centre is a Victoria based not-for-profit society and charitable organization at 201-754 Broughton Street. Macdonald Realty has opened a new location on the island at 2411 Bevan Avenue in Sidney. Farm and Field Butchers has opened for business at 1003 Blanshard Street. Farm and Fields is owned by Rebecca Teskey and operated with the help of six full-time staff. Partnered Films has proposed opening a new film studio in Saanich in March, 2017. The proposed film studio will be located in the old Thrifty Foods Warehouse at 6649 Butler Crescent. A 53-suite, five-storey housing development in the Cook Street Village has won approval of Victoria council. The project by Urban Core Ventures was originally proposed over two years ago. Construction will start SEE MOVERS & SHAKERS | PAGE 37
MOVERS AND SHAKERS
MOVERS & SHAKERS CONTINUED FROM PAGE 36
in the spring of 2017 and finish by middle or late 2018. RE/MAX Camosun congratulates their top realtors for the month of October. The top producers were Debbie Gray, Craig Walters, Rob Phillips, Shelley Mann and Bev McIvor. The top listers were Jack Barker and Craig Walters. Rob Martin is stepping down as board chair of the West Shore Parks and Recreation board. Martin is a Councillor for the City of Colwood. The Pacific Centre for Family Services has moved to 345 Wale Road in Colwood. The new centre means more space for critical counselling needs and reduced wait times. Don Descoteau of the Goldstream News Gazette is celebrating his 25th year working with Black Press. The Victoria Women in Need Community Cooperative (WIN) is celebrating their 25th anniversary. WIN supports women on their journey from crisis to financial self-sufficiency. Parkway Physiotherapy has moved to a new location
at 2655 Sooke Road in Langford.
Victoria International Airport has re-opened.
The District of Sooke has hired Kenn Mount as their new fire chief. Mount recently held the position of regional fire chief at the Columbia Shuswap Regional District in Salmon Arm. He will begin his new duties on January 1.
The McDonald’s at 1581 Hillside Avenue has unveiled a new redesign of their restaurant. The new design is modern and includes flat-screen televisions, leather chairs, modern lighting and contemporary artwork.
Sooke Councillor Brenda Parkinson has been re-appointed by council to the Capital Regional District Regional Housing Trust Fund Commission. Councillor Bev Berger has been re-appointed to the Sooke Electoral Area Parks and Recreation Commission (SEAPARC). Councillor Kerrie Reay will be the alternate for both councillors.
Edith Loring-Kuhanga has been re-elected as the chair of the Greater Victoria School District. Rob Payner was elected to serve as the district representative to the British Columbia Public School Employer’s Association and Ann Whiteaker was re-elected to represent the local District to the British Columbia School Trustees Association.
The District of Saanich has hired Vancouver-based Diamond Head Consulting to review their Environmental Development Permit Area bylaw. The bylaw was introduced in 2012 to protect threatened and endangered species. The contract has been handed out after Saanich council initially voted to have the bylaw reviewed eight months ago.
Karen Livingston recently opened Naison on the Boulevard at Uptown Shopping Centre. The shop sells bed, bath and kitchen products.
Liquor Plus has opened a new location at 5325 Cordova Bay Road. The White Spot on the Saanich Peninsula in
Rinku Singh is the new owner of Boleskine Bistro, which he renamed Uptown Bistro, at 400 Boleskine Road. Classic Nail Spa is a shop recently opened by Lily Dang in Broadview Village at 777 Royal Oak Drive.
Commercial Sales & Leasing Property Management Business Sales & Financial Consulting New Home Construction & Sales For lis�ngs, agents, and more informa�on
CONTINUED FROM PAGE 34
$ 25,336 DEFENDANT Mountain View Growers Inc 409 Ellis St, Penticton, BC PLAINTIFF HMQ-Province Of BC CLAIM $ 72,521 DEFENDANT Line Level Landscaping & Development Corp 4118 Hatfield St, Victoria, BC PLAINTIFF Western Grater Contracting Ltd CLAIM $ 35,224 DEFENDANT College of Veterinarians of British Columbia 828 Harbourside Dr, North Vancouver, BC PLAINTIFF Dehalt, Annette CLAIM $ 25,176 DEFENDANT
6778551 Canada Inc 16a-633 Courtney St, Victoria, BC PLAINTIFF Business Development Bank of Canada CLAIM $ 50,931
Suite 200 - 569 Johnson Street, Victoria BC n 13 20
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Akbar Fanaeian has opened Roma Optical at University Heights Centre.
DEFENDANT Western Utilities Locating Services Ltd 301-830 Shamrock St, Victoria, BC PLAINTIFF Adair, Sarah CLAIM $ 11,214 DEFENDANT Kettle Valley Moulding & Millwork Inc 510-1708 Dolphin Ave, Kelowna, BC PLAINTIFF Floform Industries Ltd CLAIM $ 51,643 DEFENDANT Vancouver Island Tree Service Ltd 1495 Wilson Rd, Nanaimo, BC PLAINTIFF
Meredith, Paula CLAIM $ 18,066 DEFENDANT MTI Magnolia Telecom Inc 314-1581 Hillside Ave, Victoria, BC PLAINTIFF Wade, Larry J CLAIM $ 22,176 DEFENDANT Gulf Island Glass 3-327 Rainbow Rd, Salt Spring Island, BC PLAINTIFF Gentek Building Products Limited Partnership CLAIM $ 11,111 DEFENDANT Urban Wildlife Stewardship Society 2017 Cadboro Bay Rd, Victoria, BC PLAINTIFF Terramar Environmental Research Ltd CLAIM $ 13,761
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DECISIONS ARE PRACTICAL, COMMON SENSE IF YOU DON’T MAKE THEM POLITICAL
wo of the easiest decisions for the provincial government – nonpolitically speaking – in recent memory have been the approval of the construction of Site C Clean Energy Project in northern B.C., and the twinning of the Kinder Morgan pipeline to the West Coast. Even though Justin Trudeau cuddled up to environmentalist causes during last year’s election – when many things are promised and unfortunately, seldom delivered – he was forced through economic realities to approve Kinder Morgan. While the Prime Minister put the stop sign out to Northern Gateway, we won’t be finished with that topic any time soon, for Enbridge will undoubtedly seek to be reimbursed for its time and investment in the pipeline over many years. If a multi-billion dollar settlement
isn’t reached, look for this to end up in court, with taxpayers covering the costs, obviously. Allowing Kinder Morgan to add another pipe to its existing route is the most economical, and least environmentally obtrusive option. It was a political compromise many saw coming, but it is already raising the hackles of extreme greenists who believed they had an ally in the PM to support their cause. Alberta needs to get more of their oil out to non-Canadian markets, and doubling the size of a current, safe route, is the simplest and easiest route to take. If you’re not a politician. But if one seeks to appease the vocal minority actively practicing uninformed recreational outrage against such natural resource extraction (and ultimately, the well paying jobs they produce), that makes it a tough decision. Surely neither the NDP or the BC Liberals forget that the entirety of our last provincial election turned on then NDP-leader Adrian Dix’ campaign trail dictum that he wouldn’t approve Kinder Morgan. That statement alone cost him “middle” British Columbia, represented by trades and resource workers who earned their incomes through projects like this. Christy Clark and her team did an admirable job of winning an election most figured would end up
with an NDP government, without a doubt. But the fundamental shift in opinion took place with the off-the-cuff promise by Dix, which caught even his own party off guard. And such is the reality of economics that even Alberta’s NDP Premier Rachel Notley has been lobbying B.C. to support the pipeline to get Alberta oil out to the coast. Think about that: An avowed anti-oil field critic, now in power, has realized what Alberta’s books would look like without that revenue. And is supporting a bigger pipeline. The Peace River has already been dammed twice, and it is inexpensive hydroelectric power that has generated riches for generations for British Columbians. As we race forward in a world driven by technology, the demand for power only continues to increase. Governments have given people more of what they want – “green” power from alternative, non-hydro sources. It’s not enough to meet demand, and perhaps never will be. But what is clearly evident is that as its arrival is accompanied by higher and higher power rates. Just look at Ontario. Yet, there continues to be lobbying efforts against Site C. In one particularly disturbing account, a Grade 6 class in the Lower Mainland was given a recent
assignment: Students were told they needed to write the Premier and Prime Minister and tell them they don’t want Site C built. It wasn’t framed with: “What do you think about the Site C dam? Do you think it’s a good idea?” The teacher told them what to write. It was blatant manipulation by the teacher, and a prime example of how some public school teachers have slipped from educating and informing their impressionable students to indoctrinating and directing. This is educational abuse, plain and simple, and a misuse of public trust. This type of “training” is a large cloud over our collective horizon, as indoctrinated students will become non-thinking voters, programmed to think as the teacher dictates. Shouldn’t we be asking some serious questions of our educators in this regard? What are they teaching our children? When we hear explosive rhetoric about the “corrupt” political system we now employ, I hear misunderstanding and misinformation. Are there corrupt politicians? Obviously. But the system we have was set up many generations ago by intelligent people with the best of intentions, with a primary goal of fairness to all.
Is it perfect? No. But if in the classroom, students were to receive proper instruction about the function of government – how it was formed, why it was set up in such a fashion, and how it functions – we’d have less angry, confused people, and, I suggest, more informed, enthusiastic individuals who recognize the opportunities to make constructive change that are well within their grasp, if they can learn to play by the rules that have helped make Canada great. What we see now is an increasingly hostile public, protesting louder and louder to make their point, which is their right. They seem to somehow believe that if they shout louder and longer, that is the only way they will achieve their goals. Or, if they do, a vocal minority can get what they want at the expense of the majority. Isn’t it time government leaders realize that there are some segments of society that don’t include compromise in their vocabulary, and that they will never be satisfied until they get 100 per cent of what they want? Yes, politicians need to listen to the people. But surely they must be committed to doing the right thing for the wellbeing of most, and not cave into the unrealistic, and increasingly hostile, demands of a vocal minority.
DEBT-LADEN GOVERNMENTS NEED TO TACKLE GILDED PUBLIC SECTOR WAGES Canadian governments can begin to control their debt and deficits by aligning public-sector pay with the private sector
THE FRASER INSTITUTE CHARLES LAMMAM
even years after the 2008-09 recession, the federal and many provincial governments continue to struggle with deficits, spending more than the revenues they collect and digging deeper into debt. All told, governments in Canada are projecting they will rack up $43.8 billion in deficits this year alone. Wit h t he pay a nd benef its for gove r n m e nt e mploye e s
consuming a significant share of government spending - often about half of a provincial budget - controlling these costs is key to any government’s effort to repair public finances. There’s ample reason to better control compensation costs. While governments must provide competitive compensation to attract qualified employees, decades of research has shown that the wages and benefits of government employees tend to eclipse those for comparable private-sector positions. This is not just about economics. It’s unfair to have government workers receive a premium paid for by private-sector workers who receive less for similar positions. A new Fraser Institute study
spotlights the wage premium enjoyed by government employees in Canada at all levels (federal, provincial and local). Using Statistics Canada data from 2015, the study finds that government employees receive, on average, 10.6 per cent higher wages than comparable workers in the private sector. (This wage premium accounts for differences between individual workers in the two sectors such as age, gender, education, tenure, experience and type of work.) But wages are just one component of total compensation, which includes pensions, early retirement and job security. As any business-owner or manager will tell you, it’s the total cost of compensation that matters rather than the individual components. Yet even on various non-wage benefits, the available Statistics Canada data suggest government employees in Canada come out ahead. First consider pensions, one of the costliest benefits provided to workers in both sectors. In 2015, 89.3 per cent of
government-sector workers were covered by a registered pension compared to just 23.8 per cent of private sector workers. Tellingly, virtually all government pensions (eight of 10) provide defined benefits, guaranteeing a certain income level in retirement, rather than being dependent on how investments perform. Government-sector workers in Canada also retire 2.3 years earlier, on average, than private-sector workers and are away from their jobs for personal reasons (12.7 days) more often than private-sector workers (7.8 days). When it comes to job security, another non-wage benefit, government workers have a distinct advantage. In 2015, 3.8 per cent of private-sector employment in Canada experienced job loss - approximately seven times higher than the 0.5 per cent of government-sector employment. So what drives this disparity in wages and benefits? The reason is twofold. In the government sector, political factors largely determine the wage-setting process, while the
private sector is largely guided by market forces and profit constraints. These differences are amplified by the monopoly environment in which the government sector operates versus the competitive environment of the private sector. The first step to solving the government compensation premium is better data collected on a more regular basis. Better information, available more regularly, will hold governments to account for managing compensation costs. The longer-term solution, however, is to enact measures that link the wages and benefits of government employees to similar positions in the private sector. Doing so would allow governments to better control spending, rein in debt, and maintain fairness for taxpayers who ultimately foot the bill. Charles Lammam and Milagros Palacios are co-authors of the Fraser Institute study Comparing Government and Private Sector Compensation in Canada.
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CHALLENGE VS. OUTCOME
JOHN GLENNON SALES
eth is a new sales hire at TaskFlow, an enterprise software firm specializing in custom-designed project management applications. The company targets Fortune 1000 workspaces. She has been making prospecting calls for about two weeks, and her numbers so far are abysmal. So far, she hasn’t scheduled a single appointment. She’s been using the “standard” prospecting script handed to her during her onboarding process, a script that instructs her to ask the person she’s calling the following question: “Are you interested in improving order acquisition and delivery schedules?” By this point, Beth has asked that question hundreds of times. People rarely answer “yes,” and when they do, the script she’s following doesn’t seem to lead to a discussion that results in an appointment. Instead, it asks her to deliver a sales pitch. She’s reached the point where she not only dreads posing the question – she dreads dialing the phone to talk to new people. The appointment drought Beth
is experiencing isn’t entirely her fault. It’s largely a function of the script she’s using. Baked into her “standard” script is a common selling misconception: the idea that prospects are as eager as we are to talk about the business challenge we think is most relevant to their world. Actually, they are much more likely to engage meaningfully in a conversation about the outcome we can help bring about. What’s the Outcome? For most prospects, facing challenges (solving their problems or achieving their goals) is only a means to an end—realizing an outcome. It’s the desire for that positive outcome that provides the incentive necessary to face the challenge in the first place. It’s the desire for that positive outcome that drives all the behaviors associated with meeting that challenge, including the purchasing of necessary products and services. Because the prospect’s desired outcome is such a powerful motivating force, it should be considered a critical component of an effective prospecting discussion. Beth’s prospecti ng effor ts would be more productive if she put her script aside, took a break from calling, and analyzed the value her company actually delivers – from the point of view of its most loyal customers. If she did that, she’d learn that the project managers who already use her company’s software tend to
describe their positive experience with TaskFlow as follows: “By automating and coordinating order acquisition and delivery schedules with TaskFlow’s customized solution, I am able to complete projects on time and under budget.” Automating and coordinating order acquisition and delivery schedules is the challenge these project managers face … but completing projects on time and under budget is the outcome they’re after. Beth’s discussions need to address not only the challenge, but also the outcome her ideal customers are most likely to desire. As of now, there’s no mention of that outcome at all in her script!
P re m a t u re P re s e n t a t i o n Syndrome
Another problem with Beth’s script is that it is structured around making a mini-presentation over the phone, rather than allowing her to ask questions. This calling script design is consistent with a widespread “worst practice” that afflicts salespeople in many industries. All too often, when salespeople hear a prospect say, “I need X…” or “We’re trying to achieve Y,” they go into “sell” or “presentation” mode. They begin discussing their products that accomplish X or their services that enable prospects to
achieve Y … without first identifying the ultimate outcome the prospect is after. So: If a prospect states something like, “I need X,” rather than begin a discussion about Beth’s products or services related to X, we might want to ask the following questions in order to identify the outcome: Suppose you had X, what would that enable you to do? What would that mean to the company? What would that mean to you? Once you understand the challenge-outcome connection, you can position your product or service as the effective means of facing the challenge … and achieving the desired outcome. If Beth were to structure her prospecting calls around both components – the challenge of coordinating schedules and the outcome of bringing projects in on time and under budget – she’d have better prospecting conversations. And she’d schedule more appointments. The Bottom Line To improve your prospecting efficiency, make sure your discussions focus on the outcome, not just the challenge. In order to do this, you must take the time to understand what your own ideal prospects hope to accomplish by working with you. Specifically,
you must ask yourself: By successfully facing their challenges, what outcomes do my ideal prospects achieve? How does my product or service help prospects face their challenges and obtain those outcomes? What are the biggest obstacles— real and perceived—preventing them from successfully facing those challenges? The key to creating an effective prospecting approach is to first understand who your ideal prospects are—the challenges they face, the outcomes they desire, and the potential roadblocks they face. You must then be ready to ask questions that help the prospect enter a meaningful, peer-topeer discussion with you about the ways your product or service might be able to address those issues. If you do that, your prospecting ratios will improve, and you’ll schedule more appointments. John Glennon is the owner of Insight Sales Consulting Inc, an authorized Sandler Training Licensee. He can be reached at jglennon@sandler. com, toll free at 1-866-645-2047 or visit www.glennon.sandler.com. Copyright 2013 Sandler Training and Insight Sales Consulting Inc. All rights reserved.
Victoria Communicator to be Inducted into College of Fellows
he Canadian Public Relations Society of Vancouver Island (CPRS-VI) is pleased to announce Kim Van Bruggen has been appointed to the Canadian Public Relations Society’s nation-wide College of Fellows earlier this month. Kim has been deeply involved in the Victoria public relations community for over 23 years. She is resident and Founder of Acumen Communications Group, a Victoria-based strategic communications and public relations firm. She has been a member of the Canadian Public Relations Society since 2001, and earned her internationally-recognized Accredited in Public Relations (APR) designation in 2008. Kim and 11 others will be recognized by their peers at the annual College of Fellows Luncheon at the 2017 CPRS National Conference, Illuminate, in Kelowna, BC, May 28 to 30. Since 2000, the College of Fellows has acknowledged CPRS members who are proven leaders in the public relations and communications profession. With the appointment of this year’s
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Kim Van Bruggen Fellows, there are now 126 members in the College of Fellows and 18 Honorary Fellows. Kim is one of five Vancouver Island-based CPRS fellows. In order to attain Fellowship status with CPRS, a public relations professional must be a member with the Society for at least 10 years, have a minimum of 20 years of experience within the profession, and have the APR designation. Successful Fellows have demonstrated a significant contribution to the public relations profession and to the CPRS.
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Published on Feb 14, 2017
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