Your Business magazine, Winter 2018, Newmarket Chamber

business

YOUR

WINTER 2018 ISSUE

BROUGHT TO YOU BY THE NEWMARKET CHAMBER OF COMMERCE

Celebrating

Business

Excellence in Newmarket

Wasim Jarrah Dino Kotsikas Chantal Almeida Young Professional of the year finalists

YOUR BUSINESS | Winter 2018

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EMPLOYMENT SERVICES

Seneca’s Employment Consultants are available to assist you in finding employment and training opportunities – at no cost • Job Search Assistance and Workshops • Career Planning • Job Development Services • Second Career Program • Self-Employment Information • Apprenticeship Links and Resources

EMPLOYER SERVICES Seneca supports employers with hiring; connecting employers with qualified individuals who are eager and ready for work, accessing hiring incentives, support with job postings and hiring events - at no cost.

• Job Posting Board and Website • Job Matching, Screening and Interview Support • Hiring Incentives • Organizing, Promoting and Hosting Job Fairs • Essential Skills Tools and Resources • Canada Ontario Job Grant

www.workforceready.ca

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EMPLOYMENT SERVICES / NEWMARKET 16655 Yonge Street, Unit 3 NEWMARKET, ON, L3X1V6 905-898-6199

business

YOUR

CONTENTS In This Issue 4

Debra’s Desk

5

Calendar of Events

6

Behind the Scenes

on the

COVER

7 Learn

News, Knowledge & Insights Accreditation

Women in Business Learning Series

New Learn Sales Series & More

11 Connect

Bridging Business & Community

Business Excellence Awards

Event Pics

Member News

Smart Commute 19 Thrive

Tips, Trends & Intel

Sales: Trial Closing

Economic Development

Law Q & A 22 Members

Newmarket Chamber of Commerce Staff President & CEO: Debra Scott Business Development Manager: Tracy Walter Manager of Government Relations and Policy: Abdus Samad Office Manager: Lori Clayton Event Manager: Rosanne Antunes Member Services: Lauren Davie Program Coordinator: Tyler Nakeff Auditor: BDO Canada LLP Editor: Leslee Mason

Smart Commute Central York Staff Program Manager: Pat Lusink Program Services Coordinator: Jennifer Brien Program Services Coordinator: Andrea Stephenson

RedCrest Golf Course, part of the Cardinal Golf Club Group, provided the perfect scenic background for this edition’s cover featuring finalists from the Business Excellence Awards, Wasim Jarrah, Dino Kotsikas and Chantal Almeida. Turn to page 11 for the full Awards coverage.

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470 Davis Drive (The Old Railway Station) Newmarket, ON L3Y 2P3 T: 905.898.5900 F: 905.853.7271 W: newmarketchamber.ca E: info@newmarketchamber.ca

Board of Directors Chair Dave Peters FFM Capital Inc.

1st Vice Chair Joshua Campbell Coldwell Banker The Real Estate Centre

Sue Bowe Wildfire Wisdom

Kyle Burgis LL.B. Minken Employment Lawyers

Secretary/Treasurer Pierre Bonhomme Chaggares & Bonhomme Chartered Professional Accountants

2nd Vice Chair Bri-Ann Stuart Oxford Properties Group/ Upper Canada Mall

Ron Pickett RDM Management Group

Sabine Schleese Schleese Saddlery Service Ltd.

Leslie Yeates Your Business is published quarterly by the Newmarket Chamber of Commerce. To advertise: advertising@newmarketchamber.ca

Collins Barrow Durham Consultants Inc. YOUR BUSINESS | Winter 2018

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FROM DEBRA'S DESK

A b i g t h a n k yo u to o u r C o r p o r at e a n d C o m m u n i t y Pa r t n e r s

3 business

2017 CORPORATE PARTNERS

resolutions you’ll actually want to keep Debra Scott, President & CEO

There’s something about the clean slate of a new year that makes a lot of us take pause and consider our goals for the coming months.

If you’re a fan of New Year’s resolutions, why not try making a few professionally-oriented ones? Here are a few to consider.

This year I will...

1

Avoid procrastination We’ve all been there—doing everything but the actual task hanging over our heads. Mark Twain is often reported to have said that if your job is to eat a live frog each day that you should start your morning with that act. Doing so, meant the worst part of the day would be over. You’ll find tons of help out there—strategies, apps and self-help books (including one by best-selling author Brian Tracy named after Twain’s concept).

They all boil down to the same thing; just get it done.

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Put myself out there I wish there was a better name for networking. Why? Because just the sound of it sends some people running.

If you’re one of them, try reframing your thinking. At the heart of it, networking isn’t about sales—it’s about building and strengthening relationships. Sure, some of the people you meet might become clients, but others could become valuable resources for referrals, provide great options for direct services or help you expand your knowledge base. At the next event you attend, chat with someone while in line at lunch, sit with someone new and strike up conversations with people manning any display booths or tables. Networking gets easier over time so get practicing!

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Commit to professional development You may have heard the stat about the average CEO reading 60 books a year. The time spent is worth the effort.

Exposing yourself to new concepts, ideas and ways of thinking provides opportunities for creating positive change in your own world. Not a reader? Watch videos, attend seminars and webinars and look for ways to constantly learn. (Side note: The Chamber offers terrific ongoing learning opportunities, including our Learn series which is focusing on sales for 2018.) While some efforts offer bigger takeaways than others, even the smallest nugget of new info can lead you to a better place professionally.

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2017 COMMUNITY PARTNERS

Newmarket

CALENDAR OF EVENTS DECEMBER DECEMBER 12 Breakfast Networking 7:00–9:00 am | Riverwalk Commons

For a list of all events, information and registration, visit newmarketchamber.ca/events

january march JANUARY 18 LEARN Seminar: The World of Sales – Past, Present and Future 9:00–11:00 am | Newmarket Public Library JANUARY 23 Social Media Clinic 1:00–2:30 pm | Newmarket Chamber of Commerce

february FEBRUARY 13 Breakfast Networking 7:00–9:00 am | Newmarket Community Centre at Riverwalk Commons FEBRUARY 15 LEARN SEMINAR: Building a Scalable Sales Process 9:00–11:00 am | Newmarket Public Library FEBRUARY 20 Annual Economic Luncheon 11:30 am–2:30 pm | Cardinal Golf Club FEBRUARY 21 Women in Business Learning Series: Goals–Learn How to Set Them and Implement Systems to Achieve Them 10:00–11:30 am | Newmarket Chamber of Commerce

MARCH 8 Annual Women in Business Luncheon 11:00 am–2:30 pm | RedCrest Cardinal Golf Club MARCH 20 LEARN Seminar: Success with CRM 1:00–2:30 pm | Newmarket Public Library MARCH 28 Social Media Clinic 8:00–9:30 am | Newmarket Chamber of Commerce MARCH 28 Women in Business Learning Series: Funnels & Strategies–Get a Sales Process in Place to Help You Find Leads and Clients Naturally 10:00–11:30 am | Newmarket Chamber of Commerce

ONGOING JANUARY 25, FEBRUARY 22, MARCH 29 Member Orientations GRANT APPLICATION DEADLINES, 15TH OF EVERY MONTH Awesome Foundation Newmarket EVERY FRIDAY Entrepreneurs In Motion Networking Group THIRD TUESDAY OF THE MONTH Small Business Mastermind

FEBRUARY 27 Social Media Clinic 1:00–2:30 pm | Newmarket Chamber of Commerce

FEATURED EVENTS march 8 Women in Business Luncheon The Women in Business Luncheon is always a popular Chamber event—for good reason. Informative and fun, it’s a terrific way to connect with other local business professionals and come away with insights, info and tools you can use across your life. Display tables are available (contact events@newmarketchamber.ca for more info.)

For more details, visit newmarketchamber.ca

april 6–8 Newmarket Home & Lifestyle Show Three days, two arenas, one great event—it’s the Newmarket Home & Lifestyle Show! A showcase of consumer-focused companies, products and services, the Show is the biggest event of its kind in York Region.

More than 5,500 people attended the 2017 event at Ray Twinney Recreation Complex, which featured family-friendly entertainment, free parking and more.

For times and details, visit newmarketchamber.ca

YOUR BUSINESS | Winter 2018

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BEHIND THE SCENES

Get To Know The Newmarket Chamber

BOARD

STAFF

VOLUNTEER

SABINE SCHLEESE, Board Director (2015 – 2017)

ROSANNE ANTUNES, Event Manager

STEVE HINDER, Chair, Policy Advocacy Committee

Q. What’s your day job and what does it involve?

A. My title is Director of Corporate Affairs for our group of companies, which includes mainly our manufacturing company Schleese Saddlery Service Ltd. as well as our educational professional development company, Saddlefit 4 Life. What I do is public relations and equestrian facility liaison, but mainly I write educational articles on a monthly basis for about 20 different equestrian trade magazines.

Q. If you weren’t following this particular career path, what would you be doing?

A. I really can’t see myself doing anything else. As a teenager, my dad would tell me I should be an event planner because I was always on the phone with friends, taking the lead on coordinating weekend plans and social events.

Q. What’s one piece of advice you wish you had received early on in your career?

A. Get a business degree. It took me 12 years after we started our company to finally get my MBA—I could have used the education much earlier!

Q. What’s your favourite quote or motto?

A. Whether you say you can or you can’t, you’re right.

Q.Name one thing on your bucket list.

A. Finish my doctorate by 2020.

Q. What’s the biggest lesson you’ve learned in the past year?

A.Mistakes are just stupid if you don’t learn from them. You need to find the positive in every situation and move on.

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Q. You’re a comic book hero: what’s your super power?

A. I wish I could freeze time so that I could hit pause during great moments and just stay there for a bit.

Q. Name one thing on your bucket list.

A. I actually did one this summer! I visited the Benagil Sea Cave in the Algarve in Portugal by speed boat. I want to keep travelling with my family as much as we can.

Q. What’s the biggest lesson you’ve learned in the past year?

A. Life can change in an instant.

Enjoy it and be truly happy.

Q. How do you approach life?

A. Laughing and smiling! I tend to be pretty laid back and don’t get stressed out too easily. I learned many years ago that it all works out, just take it one step at a time.

Q. What’s your day job and what does it involve?

A. I manage Magna for the Community.

It’s a not-for-profit arm of Magna International which funds such programs as Neighbourhood Network and the Magna Hoedown. Giving back to communities in which Magna employees live is enshrined in the corporate constitution. Our mandate is “Building Better Communities Together”.

Q. What’s the one piece of advice you wished you had received early on in your career?

A. Don’t sweat the small stuff. Of course, when you’re young, the challenge is always identifying what’s considered small and what is truly deserving of your attention.

Q. If you weren’t following this particular career path, what would you be doing?

A. I would have loved to have been a medical doctor and worked to help people. Maybe next time!

Q. What’s your favourite productivity strategy?

A. It’s all about creating an environment in your work space where staff/employees can be happy and excel. Give them the tools and support they need then step back and get out of their way.

LEARN

News, Knowledge & Insights

It’s Official —We Just Got Better!

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e’re thrilled to announce we’ve received Accreditation with Distinction from the Chamber Accreditation Council of Canada. The certificate was presented during the Canadian Chamber of Commerce’s AGM in Fredericton in September.

To achieve accreditation, a chamber must meet minimum standards in critical areas, including governance, operations, membership programming, policy and advocacy and strategic planning. The process was a rigorous one—and well worth the effort! And we’re proud to say we’re the only chamber in York Region to hold accreditation. “As a business association, we work hard to ensure a consistently high operational standard and it’s gratifying to see that recognized,” says Debra Scott, President and CEO of the Newmarket Chamber. “It demonstrates to present and potential members that we are a well-run and efficient organization.”

Look for the full news release at newmarketchamber.ca

Debra Scott (middle) seen here with Chuck Davidson, President, Chamber Accreditation Council of Canada and Christiane Bergevin, Board Chair, Canadian Chamber of Commerce.

M2M Card: Your Gateway to Local Deals and Discounts

NEW in 2018! Women in Business Learning Series

Chamber member? Break out your Member to Member (M2M) Discount Card and save! We’ve got discounts and deals on everything from great meals to chiropractic care to technical support and more. M2M cards are available to Chamber members and their employees and can be used both at work and home. Check out just some of the deals below. Visit newmarketchamber.ca for the full list.

Join the Newmarket Chamber in partnership with the York Small Business Enterprise Centre (YSBEC) for our new three-part Women in Business Learning Series.

Led by Samantha King, a business coach specializing in women entrepreneurship, the sessions offer interactive and practical advice for today’s busy professional. Kicking off in late February, we’ll explore a new topic each month: • Goal Setting: Learn how to set actionable goals and implement the systems you need to achieve them • Funnels and Strategies: Discover how to get a sales process in place that will find you leads and clients naturally • Intentional Networking: How to connect and get the business growth you’re looking for Each session also includes plenty of opportunity to connect and collaborate openly and effectively.

Turn to page 5 for dates and times or visit newmarketchamber.ca for more info.

Eyes On Stonehaven: 20% off iStage & Organize: 15% discount off of any service.

Jack Astor’s Newmarket: 15% off Food (excludes alcohol) Pedi N Nails: 10% Discount York Hearing Clinic: Free hearing tests and $100 off hearing aids • York Professional Pet Sitting: 10% off discount • Dreamwinds Equine Assisted Learning Centre: 10% off any program booking • • • • •

YOUR BUSINESS | Winter 2018

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LEARN

NEW in 2018! the learn

New Savings Program

“sales” seminar series

for members

We’ve got an exciting new workshop series aimed at helping small, growing companies build a sustainable and successful sales strategy.

Led by expert sales strategist Darren Rabie, President of Focus, a sales consulting and CRM management firm, the nine workshops are designed to answer burning questions that every business owner has, including: • How can I ensure my pipeline is always full?

• How can I reduce my risk and reliance on a few customers or one key sales rep (especially if you’re that sales rep)?

• How can I drive a proactive culture that creates sales?

• How do I build a duplicable and accountable sales team?

• What is the right sales process to show our value and difference in the market place?

• What are the best practice sales techniques every sales person must have?

Turn to page 5 to see the list of topics and dates and times. For more from Darren Rabie, check out his article on Trial Closing on page 19.

Do you use different apps to manage your business? One to track your customers, another to do email marketing, or post on social media, and yet another system to create invoices? MaaS Pros is offering Newmarket Chamber members an exclusive offer on TieiT, their all-in-one sales, marketing and business application (get more info and a free demo at tieitapp.com/newmarket-chamber/).

TieiT keeps everything in one place, including your data and team so you can convert more leads into customers.

Users log into one app to check email, manage contacts, do email marketing, post on social media and more.

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Modules built into TieiT’s platform include: • CRM • Deal Tracking • Email Marketing • Social Media Marketing • Drip Campaigns • Landing Pages and Web Forms • SMS Marketing • Invoicing and Estimating

LEARN

Advocacy Update A

t a time when businesses concerns are being sidelined, the Newmarket Chamber has stepped up its commitment as the “voice of business” in Newmarket—especially when it comes to government legislation and regulations that are detrimental to business success. Here’s a look at what we’ve been up to:

Bill 148 The Chamber has taken a leadership position within York Region’s various business associations with the intent to consolidate the strength of the business community in addressing the challenges from Bill 148, the Fair Workplaces, Better Jobs Act. On this file, we met with Ministers, Deputy Ministers, MPPs and, through the Ontario Chamber of Commerce (OCC), maintained a consistent dialogue with the Premier’s office. The Economic Impact Report by the Canadian Centre of Economic Analysis (CANCEA) allowed us a solid footing in the public sphere around this legislation. With hard numbers and statistics to substantiate our assertion about the impact to businesses and Ontario’s economy, we have been able to ensure ongoing dialogue with the broader public about the negative effects resulting from this legislation.

It was a full house at our Townhall Discussion on Bill 148, the Fair Workplaces Act. Organized by the Newmarket Chamber in partnership with other York Region chambers and boards of trade, the discussion included provisions around the legislation such as scheduling, extending emergency leave, and the changes employers will need to implement. Karl Baldauf (left) from the Ontario Chamber of Commerce and Kyle Burgis (right) from Minken Employment Lawyers led the insightful discussion facilitated by Debra Scott.

In October, a cross section of Newmarket businesses were invited to the Newmarket Chamber for a roundtable with Hon. Lisa Raitt, Deputy Leader of the Official Opposition, for a discussion about the Government of Canada’s proposed tax changes. The roundtable provided an opportunity to voice concerns and the potential impact of the changes.

Bill 3 In partnership with the Trillium Automotive Dealers Association (TADA), another provincial file we’ve tackled is Bill 3, the Cutting Red Tape for Motor Vehicle Dealers Act which will save Ontario new car dealers time and money. It removes the need for automotive dealership employees to physically visit a Service Ontario office to complete licensing and registration transactions. We’re working closely with TADA which has been extremely supportive of our efforts on this file.

Wins We can confidently say that our efforts this year have resulted in significant wins for the business community. In January 2017, we campaigned to oppose legislation that would tax Health and Dental Benefits which would have had a significant impact on businesses and employees. In response to the overwhelming pushback, the Federal government announced the legislation is off the table.

Another federal file we tackled focuses on the proposed measures by Finance Canada surrounding tax planning using private corporations. If you’ve followed the conversation around it, you know how controversial some of the proposed changes were. After hearing the concerns of our members about how this would affect their long-term business planning,

we challenged the federal government on the specifics of this legislation. In response to the overwhelming criticism of their proposals, the Government drastically scaled back the changes to taxing passive income and completely removed measures limiting access to the Lifetime Capital Gains Exemption as well as the proposal relating to the conversion of income into capital gains for the business comunity.

Development is critical to the growth and success of our community and more broadly, the municipality. At the regional level, we met with decision makers at York Region and local regional representatives in Newmarket to advocate in support of a reduction to the existing Development Charges. Following our advocacy efforts, in May York Regional Council reduced the Development Charges from 20.32 to 17.90%.

Stay Up-To-Date Our advocacy efforts are ongoing. Keep up-todate through our monthly advocacy emails and by visiting newmarketchamber.ca/advocacy.

Got an advocacy question or concern? Get in touch with Abdus Samad, Manager of Government Relations and Policy via email at abdus@newmarketchamber.ca or by calling 905-898-5900.

YOUR BUSINESS | Winter 2018

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Proven digital solutions that engage local customers.

Branded content, video, and geotargeting to reach local customers, right in their neighbourhood.

Metroland.com/digital

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CONNECT

Bridging Business & Community

business excellence: IN THE SPOTLIGHT 2014 2017

Newmarket’s business community shines at the Newmarket Chamber’s 28th Annual Business Excellence Awards.

Newmarket Business Excellence Awards

Recognizing past Board Chairs: Back row left to right: Veronica Williams, Ian Proudfoot, Kevin Murdoch, Dave Peters, Jim Gragtmans. Front row: Debra Scott (President & CEO), Barbara Bartlett, Rob Chaggares, Dean Smalley, Randy Flewelling, Mayor Tony Van Bynen and Victor Woodhouse.

W

e’ve said it before— Newmarket is a town made up of exceptional businesses and organizations. And few events demonstrate that quite like the Chamber’s Business Excellence Awards, a night when the business community comes together to celebrate leadership, vision and the spirit of entrepreneurship.

The year marked the Chamber’s 160th anniversary and we couldn’t let the night go by without adding a little something extra to the festivities.

And what better way than a message from Prime Minister Justin Trudeau who graciously took the time to send us a congratulatory video. He echoed a sentiment we all know to be true: “Small businesses are anything but

small in terms of their contribution to Canada’s economic growth, job creation and innovation.”

Along with paying tribute to the impressive group of companies and individuals being honoured, we also took the time to recognize the Chamber’s many past chairs—all of whom played significant roles in creating the dynamic place it is today.

YOUR BUSINESS | Winter 2018 11

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AND THE AWARD GOES TO...

The Business Excellence Awards recognize businesses whose achievements or community involvement have made significant contributions to the economic and social well-being of the Town of Newmarket. The event took place October 19th at The Manor, where winners took the stage to receive awards across 10 categories.

INNOVATION OF THE YEAR

NOT FOR PROFIT OF THE YEAR

Myostat Motion Control Inc. Sponsor: Treefrog Inc.

North Newmarket Lions Sponsor: XE.com Inc.

Sean Stephens (left) from Treefrog Inc. with Mark Dankowych from Myostat Motion Control Inc.

Kevin Pye-Finch (right) accepted the Not For Profit Of The Year Award on behalf of North Newmarket Lions. Pictured here with Beric Farmer from XE.com Inc.

PROFESSIONAL SERVICES OF THE YEAR

NEW BUSINESS OF THE YEAR

Align Health Centre Sponsor: Chaggares & Bonhomme Chartered Professional Accountants

Timeless Harmony Salon & Spa Sponsor: TD Bank Group

Dr. Marcella Sanderson from Align Health Centre with Rob Chaggares from Chaggares & Bonhomme Chartered Professional Accountants.

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Tim Brown (TD Bank Group) with winner Katie Gilligan from Timeless Harmony Salon & Spa.

CONNECT YOUNG PROFESSIONAL OF THE YEAR

LARGE BUSINESS OF THE YEAR

Atlas Landscape Inc. Sponsor: H.J. Pfaff Audi

Unity Connected Solutions Sponsor: RBC Royal Bank

Dino Kotsikas (right) from Atlas Landscape Inc. on stage with Paul Hewitt from sponsor H.J. Pfaff Audi.

Jane Henderson from award sponsor RBC Royal Bank with Randy Bergeron from Unity Connected Solutions.

MANUFACTURER OF THE YEAR

SMALL BUSINESS OF THE YEAR

Bloomsbury Fine Cabinetry Sponsor: SE Telecom

Canco ClimateCare Sponsor: CPG Aerospace

Shannon Kroon (left) from Shine Through The Rain presented the award on behalf of SE Telecom. Seen here with winners Robert and Rhonda Thornton from Bloomsbury Fine Cabinetry.

Nancy and Bob McKeraghan from Canco ClimateCare flanked by award sponsors Matthew Waddington (left) and Michael Waddington (right) from CPG Aerospace.

ENTREPRENEUR OF THE YEAR

EMPLOYER OF THE YEAR

Rick Grisdale Sponsor: Metroland Media

CPG Aerospace Sponsor: Magna International Inc.

Tanya Pacheco from Metroland Media presented Rick Grisdale (Real Marketing Group Ltd.) with the 2017 Entrepreneur of the Year Award.

Emcee Victor Woodhouse (left) with winners Matthew Waddington and Michael Waddington from CPG Aerospace.

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COMMITTEE SHOUT OUT Every spring, the Newmarket Chamber puts out the call for business nominations to the community. From there, our Business Excellence Committee begins the tough job of narrowing down the long list of nominees to three names in each category. In addition, committee members (along with an expanded panel of judges) play roles in choosing the final winners. It’s a big job and we greatly appreciate their efforts. Thank you: Audrey Wach, Co-chair, RBC Royal Bank

Leslie Yeates, Collins Barrow Durham Consultants Inc.

Barb Bartlett

Manaz Sadozai, TD Bank Group

Brian Johns, Vince’s Market

Patrick O’Grady, LegalShield

Charles La Forge, CIBC Commercial Banking

Pierre Bonhomme, Chaggares & Bonhomme Chartered Professional Accountants

Angelo Conenna, Scotiabank

Chris Kallio, Town of Newmarket

Ramzi Karim, Co-chair, eNRG Consulting

Dan Hutton, Norbram Group Insurance Benefits Inc. Danielle Mazzaferro, York Small Business Enterprise Centre Our dapper emcee, Victor Woodhouse, kept the crowd entertained.

TO SEE A LL THE PI CT U R E S FROM THE B U S I NE S S EXC E LLE NC E A WA R D S :

Rhonda Thornton, Bloomsbury Fine Cabinetry Rob Clark, RC Design Sabine Schleese, Schleese Saddlery Service Ltd.

Dave Peters, FFM Capital Inc. Dmitry Zavtur, TD Bank Group Ian McDougall, Town of Newmarket

Sharron Smyth, ALIFEKEY

Javed Khan, EMpression: A Marketing Services Company

Steve Hinder, Magna International Inc.

Joshua Campbell, Coldwell Banker The Real Estate Centre

Vladimir Kojemiako, Business Development Bank of Canada

Kevin Thornton, The Murdoch Group Private Wealth Management

Wasim Jarrah, Keller Williams Realty Centres

Todd Kyle, Newmarket Public Library

Thank You To Our Sponsors:

visit newmarketchamber.ca and click on the Flickr icon

AWESOME FOUNDATION NEWMARKET Each month, we award $1,000 to an awesome idea that benefits youth in Newmarket.

HAVE AN

AWESOME IDEA?

Learn more at: www.newmarketchamber.ca/awesome 14 newmarketchamber.ca

FOR BUSINESS OR LEISURE

Voyageur Place Hotel

17565 Yonge Street, Newmarket, ON, L3Y 5H6 info@newmarkethotel.com | NewmarketHotel.com Each Best Western® branded hotel is independently owned and operated. ©2015 Best Western International, Inc. All rights reserved.

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Events There’s always something going on at the Chamber! Check out these highlights from the last several months.

v Breakfasts

Strata Internal Performance sponsored the August Breakfast. Seen here: Sadaf Shaikh, Charlene Liu, Tracy Walter and Rachel Guthrie.

v Newmarket Young Professionals (NYPG)

The NYPG regularly offers great after-hours events, including its annual softball game. Seen here: Tyler Nakeff and Wasim Jarrah.

C R AV ING mo r e ev ent pics ?

Access our photo galleries by visiting newmarketchamber.ca and clicking the Flickr icon at the top right of the page.

From left to right: Sean Stephens (from Treefrog Inc., 2017 Breakfast One of the two NYPG softball teams. Back row: Meagan Dier, Dan series sponsor) and September’s Breakfast sponsor David Harris and Hutton, Tyler Nakeff, Jamie Davie, Ron Pickett, Dallas De Wolde, Aaron Lauren Harris from Voyageur Travel with Dave Peters and Debra Scott. Calder. Front row: Pearl dela Cruz, Cari Brunton and Michael Trapani.

NYPG photos courtesy of Jeanette Lawson, snapd.

We Are

Not Your Average Call Centre What we offer: We have the technology & resources to partner with your business to create better customer sales & service and collections support results. Let’s work together to create your brand’s strategy for providing great customer communication experiences.

16635 Yonge St. Newmarket, ON L3X 1V6

+ 1 844 200-2467 billgosling.com

YOUR BUSINESS | Winter 2018 15

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MEMBER NEWS TieiT Represents at Tech Day

to improve efficiency, engage with contacts and utilize data, was invited to speak on a panel about the future of Canada’s tech economy. The panel, which consisted of local company Sterilecare as well as Salesforce and Uber, provided a great platform to share knowledge, says Jessica Rawlley, Co-founder and President of TieiT. “We have experience working with U.S. based organizations, and many The TieiT team: Anton Annestan (Co-founder and of our TieiT users are in the U.S.,” CEO), Jessica Rawlley (Co-founder and President) she says, noting that experience has and Kunal Rawlley (Senior Product Manager). provided perspective on how Canada can do better and where it’s already Each fall for the past three years, tech ahead of the curve. companies have headed to Ottawa While in Ottawa, the TieiT team for Tech Day, an invite-only event also had the chance for constructive that connects tech CEOs with policy discussions with some Ministers of decision-makers on Parliament Hill.

Parliament as well as a Senator and Newmarket-based TieiT, a software heads of other Federal programs, that brings together teams and data says Rawlley. “All were enlightened

Rob Chaggares CPA, CA, CFP

and impressed to hear about the innovation happening in our backyard which sometimes gets overlooked by the media attention on U.S. based companies.”

Chamber Members Make the Profit 500 List Every year, Profit releases its Profit 500 List of Canada’s Fastest-Growing Companies.

Huge congrats to Chamber members Eco Guardian, Spoke O’Motion and Benson Kearley IFG for making the 2017 list.

Pierre Bonhomme CPA, CA

Spoke O’Motion was one of three Newmarketbased companies to make the 2017 Profit 500 list.

Duncan Peake MBA, CPA, CA

4-355 Harry Walker Parkway North, Newmarket, ON L3Y 7B3 | Phone: 905-895-9922 | Toll-free: 1-888-353-8085 | Fax: 905-954-1149

Email: info@cb-ca.ca | www.cb-ca.ca

We are proud to be the largest accounting firm in Newmarket, providing excellent services for large and small businesses.

If you have a professional practice - we can help. Including assistance with: • • • • •

Assurance -Audit and Review Notice to Reader Investment Income Financial Statements Personal and Corporate Tax Planning

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• • • •

Bookkeeping Taxation Advisory Services Incorporation

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MEMBER NEWS Grand Opening

Milestones

Awards

The new location in Tottenham is the fourth store for Vince’s Market.

Sharron Smyth, founder of ALIFEKEY celebrated 20 years in business in October.

Evert Akkerman of XNL HR & Communications seen here with his recent award.

In September, Vince’s Market, an independent chain of award-winning grocery stores, opened the new Tottenham location. The company also recently announced it will open an 1,100-sqaure-foot “market style” store in the 40,000 sq.ft. Oxford Market coming to Upper Canada Mall.

ALIFEKEY celebrated 20 years in business in October. Founded

by Sharron Smyth, ALIFEKEY provides life coaching services and personal family mentoring to help people achieve peace of mind during transition struggles and times of frustration.

Congratulations to Evert Akkerman of XNL HR & Communications who took home top spot in the Agility in HR category at the Randstad Canada Talent Awards in Toronto in October.

Is your Cyber Security at its peak?

Protect your company’s data, devices, intellectual property and other corporate assets from external threats and hackers.

Call us today for a FREE ASSESSMENT!

T: 905-895-9920

TF: 1-888-895-9920

An employee benefit plan with a twist – rate stability, fair renewals and innovative offerings for small business.

That’s what the

has been providing small businesses for over four decades.

Check out a plan that won’t squeeze your budget!

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YOUR BUSINESS | Winter 2018 17

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carpooling– more than money in your wallet!

W

hen Liz and Tina, co-workers at Bill Gosling Outsourcing, discovered they both live in Barrie, carpooling for the two-hour daily commute seemed like a ‘no-brainer’. Three years later their carpool is still going strong. The pair certainly reap the financial benefits of carpooling—saving, on average, between $80 and $120 per month on gas. Driving less has also extended the life of their vehicles and reduced their regular maintenance costs.

“Driving together makes the time go faster,” says Tina. Liz agrees adding it also came in handy when one of them experienced car trouble last winter.

One of the biggest perks of carpooling is that

“

we get a prime parking One of the biggest spot right in front of our perks of carpooling office, say Liza and Tina. is that we get a prime The cost of owning and operating a vehicle is parking spot right in estimated to be between front of our office. $7,000 and $10,000 per year. This, coupled with high gas prices makes carpooling a great way to cut expenses. In addition, by 2031 you’ll likely be spending a lot more time in traffic as the Greater Toronto and Hamilton Area is estimated to increase by over 2.5 million people!

Filling your empty seats will reduce traffic congestion— saving you time while putting money back in your pocket.

”

Carpool Week 2018

Try carpooling during the week of February 5–11, 2018. Use our free, online tool to find a carpool partner at explore.smartcommute.ca.

Smart Commute Central York is a program of Metrolinx.

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Newmarket: 16655 Yonge Street, L3X 1V6 • 905-898-1844 Vaughan: 2535 Major Mackenzie Dr. W, L6A 1C6 • 905-553-5527 Burlington: 2180 Itabashi Way, L7M 5A5 • 289-427-5075

18 newmarketchamber.ca

ngton Street. W., Toronto, Canada M5V 1E7

Date: July 14, 2017

PROOF #: 1

THRIVE

Tips, Trends & Intel

how using gauging questions

can help in the sales process

By Darren Rabie If you’ve been in sales for any amount of time, you’ve likely heard the term “trial close.” What does it mean? Simply, it’s a process of gauging and feeling out someone’s interest. Trial closing is a useful strategy for a number of reasons: • It can save you time; you will quickly find out if/how you should pursue this opportunity.

• It helps you see what gaps and/ or hurdles still exist so you can plan around them.

• By asking gauging questions you subtly force a response. (People don’t like to come out and say no.)

Trial Close Examples When it’s time to “ask for the sale,” you should already know what answer you are going to get. If you don’t, you have not been employing trial closes. There are endless examples of questions or statements you can use. Here are a handful: • How do you see us working together best?

• What you are looking for will

cost between x and y. How does that compare with your budget?

• How do we fit so far?

• Next time we meet, we will review the quote together, agree on any adjustments and then get going—are you good with that?

• To date, how are you feeling about our discussions?

• What are the next steps to us working together on this project?

• How can I win your business?

• What stands in the way of us doing business together?

• After we review the plan together next week, my intention is to ask you for your business.

Be sure to adjust the style of your question (either more or less assertive/direct) based on your assessment of their style and the quality of your relationship with them at that point. The better the relationship, the more direct you can likely be.

Cues to Look For You know sales are going well when:

• The customer shares more and more personal information about themselves. This means they are willing to be vulnerable to you, so you can more easily take a risk too.

• Enjoys your conversations, and they are not all business.

• Responds positively to your emails (e.g. responds with “looking for to it” after receiving your meeting confirmation).

• Are they, as planned, at the other end of the phone for your phone meetings.

• Agrees to your agenda.

• Accepts your Outlook invite.

When To Close I tend to ask one gauging question or make one trial close statement at the end of each meeting. Sometimes, I even re-ask questions, using different wording, at the beginning of the next scheduled follow up meeting. While trial closing can take a bit of practice, it’s a key technique to gauge where you stand, plan your next step accordingly and prioritize your pipeline.

Darren Rabie is the Founder and President of Focus, which offers clients Sales Management and CRM Management services. As President of Focus, Darren’s primary role is that of “chief sales strategist” for clients. He is also an indemand speaker. Look for Darren at the Newmarket Chamber’s upcoming Learn Seminar Series designed to help small companies build sustainable and successful sales strategies. For more info, including topics and dates, turn to page 5.

YOUR BUSINESS | Winter 2018 19

THRIVE

newmarket leading the way through innovation and technology Town of Newmarket Economic Development Update

A

s Newmarket continues to grow and flourish, three key pillars are guiding our Economic Development efforts: Collaboration, Urbanization and Innovation. In this final column of a three-part series, I would like to share some of the many ways that Newmarket is embracing innovation to help drive this community’s future.

Newmarket is quickly developing a reputation as a leader in technology and innovation. Last year, we received the Innovative Community Award from the Economic Development Council of Ontario. This was in recognition of our Community Collaborative Ecosystem (CCE), a public and private sector partnership that is improving sustainability, technology and the quality of life in Newmarket through unique and creative initiatives.

For example, we recognize the critical role that high-speed broadband will play in our economic future. We want to differentiate Newmarket through our commitment to providing our businesses and residents with access to affordable high-speed internet service.

As we continue to expand our broadband efforts, Newmarket will also work with and support York Region to achieve ‘Intelligent Community’ designation by the Intelligent Community Forum (ICF). ICF is a think tank and global network of cities and regions helping communities use information and communications technology to improve quality-of-life and create prosperity.

Innovation is not only about the internet. Take creative projects like Newmarket’s own Holliswealth

In 2016, the Town of Newmarket installed its first Soofa bench, a solar-powered bench for charging mobile devices. It has since added eight more sensored benches across town.

Story Pod which continues The Soofa initiative is about more to put us in the international than just convenience: it will also spotlight. We estimate that enable the Town to conduct analytics the news of our story pod reached more from pedestrian traffic patterns in the than 25 countries and 330 million downtown area through a secure mobile people, while earning many awards network. The data collected will help and generating a partnership between us identify new business opportunities Newmarket and Gumi, South Korea. leading to significant investments in the Another example of innovation at work downtown and throughout Newmarket. in our community is the Soofa bench Projects like these and many others project. Last year, Newmarket installed on the horizon, including a smart its first Soofa bench, a solar-powered parking initiative (more details bench for coming soon), charging We want to differentiate Newmarket demonstrate mobile through our commitment to providing our creativity devices. and future our businesses and residents with We have focus access to affordable high-speed since dedication. internet service. partnered Exploring with the Main Street BIA and local new ways to bring innovation to our businesses to expand this program. town is unparalleled among other Last fall, eight sensored benches were municipalities of our size and even added in Newmarket. This allows us much larger cities. With our many to join the Soofa Beta Cities Network external partners, we will continue alongside major cities like New York, to embed creativity in our processes Boston, Cambridge, Austin and and challenge the status quo of Los Angeles. It also distinguishes us everything that we do, all with the as the first municipality in Canada goal of advancing our status as a to be part of the network. truly intelligent community.

“

”

Chris Kallio is the Economic Development Officer with the Town of Newmarket. He welcomes questions and comments on this article or overall economic development within Newmarket. He can be reached at 905-953-5131, ext. 2 or ckallio@newmarket.ca.

20 newmarketchamber.ca

THRIVE

Doctor’s Notes: Law Q & A

Thinking of Buying or Selling Real Estate?

Call Aurora’s 2016 Top Sales Producer* with a commitment to “Service with Professionalism”

416-410-8223 • 905-841-0000 • 1-888-727-8223 www.hallmarklindrealty.com lenard@hallmarklindrealty.com

Q. I run a small business and have an employee who regularly takes several hours off each month to attend doctor’s appointments. Am I allowed to ask for a doctor’s note for each of those visits?

A: The requirement for an Employee to provide a doctor’s note validating an absence from the workplace is generally only found in employment contracts or workplace policies. Without such terms, it can be difficult for an Employer to justify such a request, especially if there is an established history at the workplace that such documentation is not required. If an Employer decides to request a doctor’s note, it should be considered whether the Employer will reimburse the Employee for obtaining such a document, as it can come at a cost to the Employee. Also, Employers should be aware that there is pending legislation which may alter the Employment Standards Act, 2000 in a manner which could prevent their ability to request such evidence in certain circumstances in the future.

Kyle Burgis LL.B. represents employer and employee clients with respect to human rights complaints, wrongful and constructive dismissals, employment standards violations, employment contract disputes, allegations of violence and harassment at the workplace and other workplace-related issues. He also provides legal guidance on the drafting of policies, contracts and other documentation protecting the working relationship. He has been with Minken Employment Lawyers since 2008.

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YOUR BUSINESS | Winter 2018 21 Ad size: 3.625” x 4.625”h, CLR

MEMBERS

MEMBERSHIP ANNIVERSARIES The following companies have reached milestones as members of the Newmarket Chamber. Thanks for being members!

15 YEARS 10 YEARS

KIA of Newmarket Newmarket Public Library Remcor Project Services Inc. Rifal Manufacturing Ltd. – Tricked – Toys Inc.

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The busy season is upon us! Between juggling work and home life obligations and events, so many of us often feel like there’s just not enough time in the day. Good thing the Newmarket area has plenty of stores and services to make it easier to get everything done!

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They also offer delicious treats and gourmet food trays for those special get-togethers.

M2M includes 10% off orders over $40 for Chamber members.

Furniture La-Z-Boy Furniture Galleries | la-z-boy.com/Toronto/Newmarket Need a room refresh? Check out La-Z-Boy Furniture Galleries in East Gwillimbury. Along with their famous recliners, you’ll find furniture for every room in the house.

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Catering Molisana Bakery | molisanabakery.ca Company’s coming and you’ve got people to feed. Get a little help with some catering from Molisana Bakery. Featuring delicious Southern Italian dishes, the company offers a number of options, including specialty pastas such as cannelloni and ravioli and appetizers like antipasto trays.

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East Gwillimbury Sp

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NewRoads is dedicated to caring for our community through sponsorship and participation.

www.newroads.ca/community YOUR BUSINESS | Winter 2018 23

futures made in york region

see why at vivanext.com

24 newmarketchamber.ca