PATH TO THRIVING If at first you don’t succeed…
Dale High, Chairman Emeritus, High Companies
SUCCEEDING Despite the Lightning Pace of Change HELPING Others Give GROWING Tech Through Collaboration
INAUGURAL ISSUE TH
Failing Forward If at first you don't succeed . . .
Prepared For the journey that is life. At WellSpan Health, we don’t just treat problems, we help people reach their health goals. That’s why the people of WellSpan Ephrata Community Hospital work as a team with your doctor and advanced specialists in orthopedics, heart care and more – to help you get healthy, stay healthy and reach your goals.
contents 28 42 58 Demystifying the Cloud for Business Find out how a sevenlayer salad has the right ingredients for utilizing the cloud.
Turning Passion into Reality
Her passion for cooking led Flora Gonzalez to change careers - and turned her into a local restaurateur.
We strive to learn what’s important to you. We work with you to create a plan. And we become your ongoing health partner, coordinating the services and programs you need along life’s journey. It’s a unique team approach that’s backed by a system of six hospitals, over 1,000 experienced physicians and advance practice clinicians and 130 locations across Lebanon, Lancaster, Adams and York counties. WellSpan Health and you. Together, let’s make life’s journey as healthy as it can be.
Learn how to partner with us to reach your health goals right now at WellSpan.org/Lancaster. Or to make an appointment call (855) 237-4222.
High Companies' Chairman Emeritus, Dale High, talks candidly about taking calculated risks and learning from failure to turn High Companies into a major powerhouse.
New Year’s Resolutions
Lancastrians reveal how they plan to make the most of 2017.
What Will Influence Your Budget in 2017? From employee engagement to regulations, finding balance in the New Year.
06 // Business Priorities Succeeding Despite the Lightning Pace of Change 10 // Community Partners Technology: Helping Others Give 16 // Community & Industry News 18 // LCCI Programs & Events November and December 20 // Out & About Grand Openings, Program Events 30 // Made in Lancaster Thistle Finch Distillery 34 // #IMPACTLANCASTER Growing Tech Through Collaboration 38 // Community Conversation Moving the Needle on Inclusiveness in the Workplace During Holidays 46 // Business & Community Initiatives When 'Affortable' is Out of Reach 50 // A Word From Your Chamber Building for Greater Impact 56 // What's on My Phone
TICKETS, GROUP PARTIES & GIFT CERTIFICATES
LETTER FROM THE PRESIDENT Editor: Allison Bucher email@example.com Assistant Editor: Audrey Fiske-Esbenshade firstname.lastname@example.org
The opinions expressed in this material are for general information only and are not intended to provide specific advice or recommendations for any individual.
31 SEASON st
Thriving! Editorial Advisory Group Adam Aurand, Thaddeus Stevens College of Technology
January 5 – February 4
February 9 – March 18
March 23 – May 14
Peter Barber, Two Dudes Painting Co. Cheryl Irwin-Bass The Lancaster Chamber
Aaron Cargas, Cargas Systems Scott Fiore, TriStarr
Marcus Grimm Benchmark Construction Company
Larry Guengerich, Landis Communities Tracy Hoffmann Hoffmann Publishing Group, Inc.
The Thrift Shop Musical
May 18 – June 24
June 29 – August 12
August 17 – September 23
John Lines, Lancaster General Health/Penn Medicine
Michael Mitchell S. Dale High Center for Family Business Scott Scheffey, Scheffey
Kay Shuey Hoffmann Publishing Group, Inc. Brian Sweigart, Walz Group
Denise Trupe Dutch Apple Dinner Theatre
Steve Ulrich, Wilkum Studios, LLC Alison van Harskamp Armstrong Flooring
Laura Wakeley, Fulton Bank, N.A.
September 28 – November 11
November 16 – December 31
GIFT CERTIFICATES are available in any dollar amount! They pick the shows and you get the applause!
Order online at DutchApple.com or call 717-898-1900 Lancaster, PA
Allison Weber, SACA/Tec Centro
©2016 All rights reserved. No portion of this publication may be reproduced electronically or in print without the expressed written permission of the publisher. Lancaster Thriving!
is published quarterly by Hoffmann Publishing Group, Reading, PA • 610.685.0914 HoffmannPublishing.com
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Change. Transition. Adaptability. However you refer to it, chances are you and/or your company are going through it right now. Simply put, it’s the nature of business today. And, in that regard, it’s no different for The Chamber as we transition to a new business model designed to serve you better, connect you to more opportunities and, with your help, create greater impact throughout Lancaster County. We will be nimble enough to seize opportunities and meet you “where-you’re-at”; yet, disciplined enough to see the big picture on our quest to accomplish big goals. This new publication is a reflection of our new model. Over time we hope it provides you with the opportunity to benefit from being connected to the broader Lancaster County business community; we hope it sparks an area of interest that finds you wanting to get involved to help the greater good; we hope it enhances your professional life by learning the successes, the failures and the trends of others; and, finally, we hope it humanizes all the hard work, commitment and, yes, fun that makes up our one-of-a-kind business community. Collectively, we are confident it will benefit both your business and your community – just as The Chamber’s new Mission suggests: Create the environment and facilitate partnerships that impact business success and our County’s prosperity. So as you turn the page, we hope you are engaged, entertained and inspired. And we hope you learn something about yourself and your community along the way. We welcome your feedback. Sincerely,
Tom Baldrige, C.C.E., President & CEO The Lancaster Chamber of Commerce & Industry
Lancaster Thriving! Magazine Online at LancasterChamber.com
4 | LANCASTERTHRIVING! | Fall/Winter2016
10/19/16 12:37 PM
Jeni Rathman, Graphic Designer Photo Credits: PhotOle Photography Cover Photo: High Companies
the Challenges Well The lessons that can be gained from the Zook Molasses Company are many. For companies looking to thrive as they expand with new products and into new markets, here are a few takeaways:
Despite the Lightning Pace of Change Look in your kitchen cabinet and you might find one of Zook Molasses Company’s most iconic products: its Golden Barrel pancake syrup. Maybe the company’s blackstrap molasses is peeking out from behind its brand of pancake and waffle mix. The company’s Facebook friends are well aware of this producer of their favorite products. Yet many of us remain unaware that Golden Barrel, now a household name, is just a short ride from our own neighborhood.
6 | LANCASTERTHRIVING! | Fall/Winter2016
BRINGING SWEETNESS TO CUSTOMER SERVICE
Unlikely as it seems, South Central Pennsylvania hosts this modest, familyowned company that processes more than 160 million pounds of ingredients a year. Let’s get that in perspective. Picture a line of tractor-trailers, packed with product, lined up bumper to bumper along Rt. 30, across the Susquehanna River from Lancaster to York. That’s a lot of stuff. Producing more than 200 blends of liquid sweeteners, syrups and dry products for retail, food service and shipment to other markets, Zook Molasses is one of the largest processing facilities of bulk sweeteners in the Northeast. While “bulk sweeteners” might not make you hungry, think brown sugar. Funnel cake mix. Practically instant shoofly pie. Through social media, Golden Barrel offers enticing recipes
that call for its products, and the end products are particularly on trend. Check out its version of Blood Orange Olive Oil Cake. If you ask a question about a product or a recipe, you’ll get an answer. The way the company keeps up with online comments, you’d think it was a recent startup. But it reflects the company’s attention to detail and customer service plus an ability to satisfy changing consumer tastes. STAYING ON TREND
Chief Strategy Officer Ron Glessner says discernment plays a critical role in the company’s success: “One of the biggest things for any industry is to try to figure out if what you’re looking at in the marketplace is a trend or actually a new mainstay. Will it continue, will you invest in it, is it sustainable?"
Left: Sally Martin, President and Larry Martin, COO (retiring)
The company reads these signposts well. Its newer products include items that reflect trends with staying power. They’ve added plain and butterflavored coconut oil and peanut oil; organic cane sugar, fair-trade sugar and raw sugar; and supplies for the popular hobby of soap-making. Consumer preferences see-saw with the latest pop theories—and with both authentic and questionable research findings. This makes pinning down long-term needs incredibly challenging. To capture the direction trends are headed, the company scrutinizes new consumer practices. Like how some people are using flavored pancake syrups in new ways. The team at Zook had predicted that people would, naturally, pour Golden Barrel syrups on pancakes and waffles. But drizzling their unique flavors on ice cream and into coffee? Those were a bit harder to forecast. Glessner explores this potential scenario: “Are millennials challenging the traditional
use of our products? If so, what market share are we going after in that regard? To figure this out, you would look into whether to expand into coffee flavoring. It’s a similar item, it’s still a kind of syrup, but you’ve expanded it into a different marketplace.” MAPPING THE GROWTH TRAJECTORY
To see how this local company has continued to thrive, let’s back up 82 years. M. Simon Zook began in 1934 by selling molasses to feed mills for livestock nutrition. Complementing this, it began delivering liquid sugar as a feed supplement to dairy farms. Soon the next generation was bringing some of the same types of products—chiefly sugars and molasses—into the kitchens of their friends and neighbors. They created the Good Food, Inc. division of Zook in the ‘80s and launched the Golden Barrel brand.
• Look at how traditional products can be used in new ways—or bring two different ideas together in a new way. • Don’t focus on competitors; instead of chasing what other people are doing, create and lead. • Identify new markets and trends. • Use an outside expert to help new and previous generations through the transition. • Stay current with changing government regulations and policies. • K eep an eye on what is changing in the marketplace and what you’re going to do about it. • S treamline decision-making processes; keep it lean so you don’t miss opportunities. • D evelop and protect a nonhierarchical mentality; it builds teamwork across disciplines. • C ontinue to invest in research and development, and examine customer dilemmas to see if you can develop a solution. • Challenge your own processes. LancasterChamber.com
“That’s a whole challenging thing in and of itself,” explains Gessner, “given that we are in agriculture and we are in food. We see both sides of that issue.” The company has been following the debate with interest and has begun offering some non-GMO items to satisfy consumer demand. Judging these calls correctly means that Zook Molasses can also satisfy its privatelabel clients—recognizable names like Kraft, Pepperidge Farm and Turkey Hill. THRIVING THROUGH THE GENERATIONS
While focusing on domestic and global growth, they don’t forget to pay attention to what’s happening within the company. One area they’re working on is how to transfer the company to the next generation, and how to do that smoothly. As they work through the process, they continue to value their heritage.
Jodi Sensenig, Administrative Assistant and Shawn Sensenig, COO (new)
As often happens when you grow, you create a new problem for yourself. To solve this rather welcome problem, Zook’s staff asked themselves questions. How could they keep up with demand? Where would they put all of the new syrups, mixes and sugars plus the growing line of livestock supplements and feeds? And how could they transport these items without taking money from other important pockets, like payroll and production? The answer came in the shape of its L&S Sweeteners division, birthed to support its own supply line, and they began buying more rail track. “We started with this little railroad spur in New Holland,” recalls Glessner, “and purchased ground in Leola.” They could now accommodate up to 100 rail cars, and just in time too, because the demand for their products continued to spike.
8 | LANCASTERTHRIVING! | Fall/Winter2016
SURMOUNTING ONGOING CHALLENGES
It was a good solution…for a time. But what about when they wanted to expand globally? How could a smallish livestock feed company begun in the previous century keep up with the complex issues that haunt domestic companies, let alone go international? And then there’s compliance. It’s enough to make your head hurt. So it was another good problem, but make no mistake; it was still a problem. For Zook, tracking importing and exporting while keeping up with domestic laws meant adding employees without actually adding value to its products. This was nobody’s idea of a good time. Plus the learning curve gets sharper when you have to become familiar with other cultures’ norms and languages and government policies. Considering how quickly things can change, it’s safe to say that globalization hasn’t made business simpler. Everything you’ve
According to the S. Dale High Center for Family Business, 85% of all businesses fail within their first five years of operation. Among the 15% of survivors, only 30% of those are successfully transferred to the second generation of the founding family members. Glessner says, “Good old-fashioned Lancaster County common sense, hard work and entrepreneurism have gotten us where we are. Not that we’re not continuing to learn and get better.” They are. Considering the average small business lasts about 11 years, Zook’s record of 82 years and counting testifies to its success. LT
BY CINDY KALINOSKI, owner, The Word Helper Contact Cindy at email@example.com
Lisa Glessner, Payroll and Administrative Assistant and Ron Glessner, Chief Strategy Officer
put into Country B may suddenly be defunct, but Country G, which is too new to show on the globe in your office, is rolling out the welcome mat. Glessner observes, “When the government decides to make a change on something, it can open or close a door.” Domestically, other issues confront a food producer like Zook. Take genetically modified products. Are you for or against them? Are you in favor of non-GMOs for some products but don’t really care about them in others? And is that just this week? Will you think differently next week—and the week after that? Of course, your viewpoint depends on who you are. If you’re a farmer looking out for your business, you might look at it one way; if you’re an eco-friendly consumer looking out for your health, you might see it differently. And if you are a producer trying to satisfy both sides, it can take finesse.
PALEO PUMPKIN MUFFINS
Using Golden Barrel Coconut Oil makes them dairy free and helps keep them moist. Using maple syrup means there is no refined sugar used, and it’s not missed at all! Pumpkin and maple go so well together, add the warm fall spices and it’s a match made in heaven. 2 cups almond flour 1/4 cup coconut flour 1 teaspoon baking soda 1 teaspoon cinnamon 1 1/2 teaspoons pumpkin pie spice 1/2 teaspoon salt 3/4 cup canned pumpkin (unsweetened, not pie mix) 2 large eggs 1/2 cup maple syrup 1/4 cup melted Golden Barrel Coconut Oil 1 teaspoon vanilla extract 1/2 cup dairy free mini chocolate chips (optional)
1. Preheat oven to 350° and line a muffin tin with liners or parchment paper.
2. In a large bowl, combine the almond flour, coconut flour, baking soda, cinnamon, pumpkin spice and salt. Stir and break up any large clumps. 3. A dd in the pumpkin, eggs, maple syrup, coconut oil, and vanilla. Stir well until completely mixed and no dry spots remain.
4. Fold in the chocolate chips if desired.
5. Scoop into muffin tin, making sure each one is as even as possible.
6. B ake for 20-23 minutes, until a toothpick inserted in the center comes out clean.
7. Store in the fridge if not eaten within 24 hours.
For another quick recipe using Golden Barrel’s Coconut Oil
CLICK HERE LancasterChamber.com
Helping Others GIVE
In America, the land of plenty . . .
13 percent of all households were food insecure in 2015. Broken down, the statistics are even more concerning. Households headed by single women experienced a 30 percent rate of food insecurity, while those headed by single men were at 22 percent. African-American households faced a 22 percent rate of food insecurity and Hispanic households 19 percent.
10 | LANCASTERTHRIVING! | Fall/Winter2016
The people in these households routinely choose between food and medicine, food and transportation, or food and rent. They are employees, students, veterans, children, teens and seniors. They live in cities and rural areas, and have vastly different life experiences. Hunger is their common denominator. The Harrisburg-based Central Pennsylvania Food Bank, which operates a healthy food hub in Harrisburg and a large warehouse in Williamsport, in addition to serving Lancaster County, is working hard to change those statistics. It relies on cutting edge technology to help serve more clients and feed more families. The technologies employed have proven so powerful that the food bank, which was founded in 1982, has been able to nearly double its food flow and triple in capacity during the past five years. Falling behind is not an option, said Executive Director Joe Arthur. “Our job here is to get our member agencies nutritious food at the lowest possible cost,” Arthur said. “To do that, we need to rely heavily on automation. Our use of technology is pretty intensive.” Part of the push toward increased technology has come from Feeding America, a national hunger relief organization of which the Central Pennsylvania Food Bank is an affiliate. The food bank also works closely on technology with the corporate partners that provide most of the food the food bank distributes, as well as state and federal departments of agriculture.
Joe Arthur, Executive Director
SOME OF THE TECHNOLOGIES EMPLOYED BY THE FOOD BANK INCLUDE: A VIRTUAL FOOD DRIVE that was recently initiated and will remain a permanent feature of the food bank’s website. The virtual food drive, launched in September, enables volunteers to establish teams online and work toward reaching monetary goals. The purchasing power of the food bank means that just $1 donated will provide six meals for those in need. A team that reaches a fundraising goal of $2,000 will provide 12,000 meals, enabling the food bank to reach more hungry people in Central Pennsylvania. You can learn more about the virtual food drive, including how to set up a team, at www.centralpafoodbank.org/VirtualFoodDrive. The virtual food drive is just one feature of the food bank’s robust, interactive website. The food bank maintains an active social media presence, and works hard to keep its website up to date and as useful to visitors as possible. “We’ve tried to make this incredible, interactive website, not only for our donors and partners, but for those who are in need, as well,” Arthur said.
“We partner with 100-plus agencies just in Lancaster County to serve more than 50,000 people who are food insecure,” Carl said. “And, that’s the backdrop for why we do what we do here every day.” People who are in need of food can enter their zip codes on the food bank’s website and immediately get a listing of nearby food pantries and soup kitchens. They also are referred to a Supplemental Nutrition Assistance Program (SNAP) helpline number to find out if they qualify for SNAP benefits, formerly known as food stamps.
Connecting with those in need is the first and foremost goal of the organization, said David Carl, Central Pennsylvania Food Bank’s corporate and foundation manager.
An ONLINE VOLUNTEER PORTAL, which enables volunteers to sign up online, has streamlined the scheduling process and resulted in savings by eliminating the need for paid staff to coordinate volunteers. Volunteers have responded favorably to online scheduling, and the number of volunteers has increased. That means the food bank needs to pay fewer staff members and can invest more resources in serving its more than 900 partner agencies, which include soup kitchens, food pantries, day care and senior centers, shelters and distribution centers at places of worship and other food banks. Volunteers and partner agencies also have responded favorably to online training programs, including cooking classes, non-profit leadership courses and food safety programs. These programs are extremely important, Arthur said, due to strict compliance regulations imposed by state and federal government. Educating those who work in member agencies is essential. “Everyone we work with needs to be in compliance all the time,” he said. “So we do a lot of education with our member agencies, and most of that is done on our website.” Audio and video equipment enables food bank personnel to record training courses in a state-of-the-art, commercial grade teaching kitchen at the food bank’s Harrisburg location. The courses are posted to an online portal where employees and volunteers in member agencies can view the trainings remotely, take tests and earn necessary certifications. Webinars addressing topics related to leadership, finance and staffing also are offered, enabling staff members to participate remotely.
An employee of one agency partner responded to a recent webinar with this: “I was so thankful to have the chance to attend a webinar on the new fiscal year. I live around four hours from Harrisburg and have a family with young children, so it is very difficult to attend anything held on site. Thank you for offering webinars! Now that I have done one, I won't be afraid to sign up for more in the future.” A CONSTITUENT RESOURCE MANAGEMENT SYSTEM connects the Central Pennsylvania Food Bank to its food suppliers and financial donors, on whom it relies heavily for resources. “The old name for that would have been donor database, but it’s so much more than that,” explained Arthur. In addition to providing financial information and helping food bank personnel to understand the operations of their partners, the system informs the food bank of available resources and connects it to the work forces of its corporate donors. “This allows us to develop relationships with the whole company, including employees and food vendors,” Arthur said. “If you don’t have a sophisticated system in place, you can’t really understand the resources that are available.”
12 | LANCASTERTHRIVING! | Fall/Winter2016
The Central Pennsylvania Food Bank not only strives to feed people, it strives to feed them healthy, locally grown foods. To that end, the food bank installed AiroCide technology in its coolers. AiroCide cleanses the air and kills microbes, prolonging the shelf life of fruits and vegetables that the food bank gets in season from area farms. This results in less waste and improved access to locally grown produce. ith employee and volunteer health and safety in mind, the W Central Pennsylvania Food Bank invested in a large conveyor belt known as the Green Machine. The Green Machine aids employees and volunteers in sorting food, enabling them to engage in less lifting of heavy items and to stand upright instead of having to bend over as they work. Employee safety also was a factor in the food bank’s decision to purchase an automated wrapping machine that envelopes large pallets in plastic. This greatly increases the speed at which pallets can be wrapped by eliminating the need for employees to perform the task, and assures that pallets and large, heavy stacked boxes are secured and will not topple. The machine resulted in significant savings and paid for itself in just three years.
See firsthand the wrapping machine in action!
The food bank has used technology to make great advances in its composting and recycling efforts, reducing its overall waste to just one percent. It purchased a compactor with which to bundle cardboard and plastic, which is sold to recyclers. Used pallets also are sold, saving on landfill and composting costs. The food bank expects that by 2018, the income it receives for recycled materials will 100 percent offset the costs of composting and trash disposal. Dedication to its goal of feeding those who are hungry, coupled with the use of advanced technology, enables the Central Pennsylvania Food Bank each year to distribute more than 48 million pounds of food – the equivalent of 40 million meals – to more than 900 partner agencies. The scope of need is daunting, Arthur noted, requiring not only the best technology available, but the cooperation and help of thousands of people across 27 counties. “There is a staggering amount required of us, and there are even more people to reach,” Arthur said. “We have to take advantage of every innovation and tool possible to assure that we operate as efficiently as possible to serve as many people as we can.” LT BY SUSAN SHELLY, Writer, Hoffmann Publishing Contact Susan at Susan@Hoffpubs.com
TO THIS HOLIDAY SEASON
If you’re wondering how to make a meaningful gift that will help others this season, some area agencies can help. A holiday giving guide, an online giving day and an alternative gift fair are some innovative ways to identify and give a gift that will benefit an individual or family who is struggling.
“A lot of people recognize the need in our communities and want to be giving back this holiday season,” said Brandon Engle, volunteer center manager for the United Way of Lancaster County. “There are ways to make sure your gift will make a real difference.”
Promote your business while supporting local Artists with disabilities by commissioning a
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At Trout, Ebersole, & Groff, we believe that being a member and supporting The Chamber is the right thing to do. Active participation in The Chamber is mutually beneficial for our firm and the community; it makes sense for everyone in Lancaster County! Benefits such as using the power of The Chamber as the business voice on legislative issues, supporting community challenges and bringing businesses together, to name a few, are the rewards seen and felt because of our involvement in The Chamber. Jude Hoar, Partner, Trout Ebersole & Groff, LLP
The Extragive is Friday, November 18. Find out more about this year’s Extraordinary Give at https://extragive.org. HOLIDAY GIVING GUIDE The United Way offers a yearly Holiday Giving Guide containing wishes and needs of more than 50 local nonprofits.
YOUR SUPPORT WILL MAKE BOLD CHANGE HAPPEN IN LANCASTER COUNTY
The guide includes suggestions for gifts including food, toys, money and volunteerism, so whatever your budget, you’ll find a way to help, explained Toni Gainer, director of United Way’s Pennsylvania 2-1-1 East. You can access the giving guide at www.uwlanc.org/Volunteer. ALTERNATIVE GIFT FAIR Gifts That Give Hope is Lancaster’s alternative gift fair, now in its ninth year. The fair, set for Saturday, December 10 at the Lancaster Farm and Home Center, pairs givers with their choice of 30 local, national and international charities. It also includes vendors and food.
GOALS BY 2025
100% of our children will enter kindergarten ready to learn.
100% of students and adults will have post-secondary credentials.
Decrease individuals and families living in poverty by 50%.
100% of individuals, children, and families will have a medical home.
“It’s like a live version of a gift catalogue,” said Jenn Knepper, fair coordinator. “You can find something for everyone on your gift list.” Learn more about the gift fair at www.giftsthatgivehope.org/lancaster. 14 | LANCASTERTHRIVING! | Fall/Winter2016 Fall/Winter2016
The Chamber facilitates networking and educational opportunities for our company. It is also a positive voice to our lawmakers and to the broader community.
Our company supports The Chamber because it is such a valuable resource – not just for our business, but for many of our fellow business partners as well!
George Hurst, Manager, Oregon Dairy Farm, LLC
“It has really captured the imagination of the community as well as raised $15 million over the past four years,” said Tracy Cutler, vice president of communications and donor cultivation at the Community Foundation.
Stan’s Records by Michelle,
Sponsored by the Lancaster County Community Foundation, the fifth annual Extraordinary Give is the county’s largest day of giving, benefitting nearly 400 local organizations. The community joins not only in giving to good causes, but in celebrating the event with kick-off parties and special events.
Deepa Balepur, Principal, Compass Real Estate, LLC
Community & INDUSTRY
NEWS DUTCH WONDERLAND FAMILY AMUSEMENT PARK Recognized by TripAdvisor
Dutch Wonderland Family Amusement Park was recently recognized by TripAdvisor with the 2016 TripAdvisor Certificate of Excellence. Dutch Wonderland Family Amusement Park is part of the Palace Entertainment family of parks, one of the leading leisure park operators in the United States.
DEMME LEARNING Earns When Work Works Award
Demme Learning has been honored with a 2016 When Work Works Award for its use of effective workplace strategies to increase business and employee success. The award is part of the national When Work Works project administered by the Families and Work Institute and the Society for Human Resource Management.
EZSOLUTION Earns Spot on Inc. 5000 List of Fastest-Growing Private Companies
BASS MECHANICAL, INC. Earns Certification from AISC
Bass Mechanical, Inc. is proud to announce that they have received certification as a Certified Building Fabricator by the American Institute of Steel Construction (AISC). AISC Certification represents that Bass Mechanical has the personnel, knowledge, organization, equipment, experience, capability, procedures and commitment to meet AISC’s strict steel fabrication standards. Bass Mechanical, Inc. is an industrial mechanical contracting company which was founded in 1996.
FASTSIGNS Employees Earn Sales Awards
FASTSIGNS of Lancaster’s Angela Allison recently earned the Gold Sales Award, and Duane Brackbill recently earned the Bronze Sales Award at the 2016 FASTSIGNS Outside Sales Summit. FASTSIGNS of Lancaster has served area businesses and organizations for 18 years.
16 | LANCASTERTHRIVING! | Fall/Winter2016
EZSolution has again earned a position on the Inc. 5000 list of the fastest-growing private companies in America. EZSolution, founded in 1997 as a web development firm, is the parent company of two distinct brands. The EZMarketing agency offers full-service integrated marketing strategies to help businesses grow. EZComputer Solutions is an IT consultant servicing Lancaster, York, Dauphin, Lebanon and Berks Counties.
WEB TALENT MARKETING Named First Google Premier Partner in Central Pennsylvania
Web Talent Marketing recently earned the unique distinction of becoming the first Google Premier Partner in Central Pennsylvania. Web Talent Marketing is a full-service digital marketing firm located in downtown Lancaster specializing in search engine optimization, paid search engine marketing, online public relations, and content marketing, as well as website design and development.
REINSEL KUNTZ LESHER LLP Recognized by Inside Public Accounting
COMMONWEALTH FIRE PROTECTION COMPANY Employee Earns First Place Honors
Commonwealth Fire Protection Company's Jonathan Offord, a field installation apprentice, recently took first place and a $5,000 cash prize at the American Fire Sprinkler Association's (AFSA) 21st Annual National Apprentice Competition. Commonwealth Fire Protection Company has been providing a variety of fire protection services to the mid-Atlantic region for more than 35 years.
Reinsel Kuntz Lesher LLP was recently listed as 67th on the Inside Public Accounting (IPA) “2016 Top 100 Firms” list. Reinsel Kuntz Lesher LLP offers its clients close, personalized service along with a wide range of capabilities, including accounting, tax, business valuation, merger and acquisition assistance, succession planning, business risk management, fraud and forensic accounting and more, along with technology consulting and investment advisory/ financial management services through its whollyowned subsidiaries.
BENCH DOGS Earns North American Effie Award
Bench Dogs recently earned a bronze award in the “Beverages - Alcohol” category for their Beringer Taste Station display at the 2016 North American Effie Awards. Bench Dogs specializes in the manufacture and production of high-quality retail displays, store fixtures and commercial case goods.
THE STANDARD GROUP Earns Awards at Dscoop Conference
The Standard Group recently received two major awards—the HP Inkspiration Award for Direct Mail and also the Rod Key Marketing Excellence Award at the 2016 Dscoop Conference in San Antonio. The Standard Group is a print management and marketing logistics company.
BANK OF BIRD-IN-HAND Recognized by DepositAccounts.com
Bank of Bird-in-Hand was recently listed as one of the Top 200 Healthiest Banks in America by DepositAccounts.com. Specializing in delivering exceptional personal service, Bank of Bird-in-Hand maintains a strong focus on agriculture, small business and consumer banking.
LCCI NOVEMBER/DECEMBER PROGRAMS & EVENTS
Diversity Mixer 5 to 7 p.m., Southern Market Center, 100 South Queen Street
Young Professional Network Celebration Soiree 5 to 8 p.m., Fulton Theatre, 12 North Prince Street
Women in Business Change-Makers Think Tanks 8 to 9:30 a.m., Walz Group, 2929 Lititz Pike
Professional Development Friday – Healthcare 2 to 4 p.m., Southern Market Center, 100 South Queen Street
Executive Forum for Aging Services Providers 11:30 a.m. to 1 p.m., RLPS Architects, 250 Valleybrook Drive
10 10 11 15
Manufacturing Plant Tour 8 to 11 a.m., High Steel Structures, 1853 Williams Penn Way Finance Leaders Forum 7:30 a.m. to Noon, Walz Group, 2929 Lititz Pike Agriculture Industry Banquet 5 to 9 p.m., DoubleTree Resort by Hilton, 2400 Willow Street Pike
Full time factory-trained installation technicians, registered and licensed
Custom-made, high quality ductwork fabricated in our high-tech sheet metal shop
Oliver reviews each project to find potential cost savings
$10,000,000 Liability Insurance in force
Environmental protection through the recycling of all CFC’s
Registered/licensed contractor in Pennsylvania, Delaware, and New Jersey
Tech Talks 7:30 to 10 a.m., Pennsylvania College of Health Sciences, 850 Greenfield Road International Trade Compliance 1 to 5 p.m., Southern Market Center, 100 South Queen Street
Pints & Politics - BIZPAC Fundraiser 5 to 7 p.m., Tellus360, 24 East King Street
Women in Business Coffee & Conversations 8 to 9:30 a.m., PNC Financial Services Group, 101 North Pointe Boulevard
Overtime Regulations Overview Session 8:30 to 9:30 a.m., Southern Market Center, 100 South Queen Street
EXPERTS IN: HEATING • COOLING • PLUMBING • ELECTRICAL • HOME REMODELING
Mapping Your B-to-B or B-to-C Target Markets 2 to 4 p.m., Southern Market Center, 100 South Queen Street
Professional Development Friday – Integrated Marketing 8 to 10 a.m., Southern Market Center, 100 South Queen Street
State of the County 7:30 to 9 a.m., American Music Theatre, 2425 Lincoln Highway East
Workforce Compliance 8 to 11 a.m., Southern Market Center, 100 South Queen Street
Women-Owned Business Showcase and Conversations 8 to 9:30 a.m., Nxtbook Media, LLC, 480 New Holland Avenue, Suite 7101
Manufacturing Plant Tour 8 to 10 a.m., Arconic, 1480 Manheim Pike
Chesapeake Bay Business Forum 10 a.m. to 3 p.m., Susquehanna Riverlands Research & Education Center, 226 Frogtown Road, Pequea
Wake Up to the Issues Forum 7:30 to 9 a.m., Cork Factory Hotel, 480 New Holland Avenue, Suite 3000
AS YOUR HEALTHCARE NEEDS CHANGE, WE WILL BE WITH YOU EVERY STEP OF THE WAY.
YPN Holiday Social 5 to 7:30 p.m., 26 East King Street Economic Forecast Breakfast 7:30 to 9:15 a.m., Lancaster County Convention Center, 25 South Queen Street Get Connected! 11:45 a.m. to 1:30 p.m., Homestead Village, Inc., 1800 Village Circle
Creating Targeted Marketing Lists for B-to-B or B-to-C 8:30 to 10:30 a.m., Southern Market Center, 100 South Queen Street
Excellence Exchange 7:30 to 9 a.m., Lancaster Country Club, 1466 New Holland Avenue
Setting the Standard
Ag Issues Forum 7:30 to 9 a.m., Farm & Home Center, 1383 Arcadia Road
To learn more or register for these events, visit lancasterchamber.com then “Calendar of Events.” 18 | LANCASTERTHRIVING! | Fall/Winter2016
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out&ABOUT GRAND OPENINGS CONGRATULATIONS!
Advance Auto Parts opening at 5375 Main Street, East Petersburg.
K&A Appliance, Inc. opening at 135 Independence Court, Suite 103.
Postal Connections opening at 1653 Lititz Pike.
MORE THAN JUST A PILE OF NUMBERS Fairfield Inn & Suites Lancaster East at the Outlets opening at 2270 Lincoln Highway East.
Painting with a Twist opening at 124 South Centerville Road.
Southern Airways Express opening at Lancaster Airport Authority located at 500 Airport Road, Lititz.
The Spice & Tea Exchange of Lancaster opening at 20 West Orange Street.
T. W. Ponessa & Associates Counseling Services opening of their Children’s Acute Partial Hospital Program at 410 North Prince Street.
The Gate House opening at 817 North Cherry Street.
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WE TELL YOU WHY THEY MATTER
Ultimate Accountability is our promise to deliver tailored, personal and expert services to our clients on every job, every time. Specializing in privately-held and family-owned businesses since 1978. With services in: Accounting | Auditing | Tax | Payroll Services Business Consulting | QuickBooks® Support | Succession Planning
LCCI PROGRAMS AND EVENTS
Greiner Industries, Inc.
OVERTIME REGULATIONS WORKSHOP The Chamber, in partnership with Lancaster SHRM, Non-Profit Resource Network, BIA, ABC, Discover Lancaster, Economic Development Company of Lancaster County and Leadership Lancaster, created an environment for 150 business leaders to come together to learn from experts and form industry think tanks to find solutions now to navigating and implementing the new overtime regulations successfully. The regulations go into effect in December 2016. Be sure to check out the calendar of events on p18 to learn about the upcoming Overtime Regulations Overview Session.
STRUCTURAL STEEL FABRICATION STEEL PLATE FABRICATION SHEET METAL FABRICATION ROLLING & FORMING SERVICES MACHINING SERVICES INDUSTRIAL CONTRACTOR ELECTRICAL CONTRACTOR MOBILE CRANE SERVICES BLASTING AND COATINGS TRANSIT DIVISION 1650 Steel Way Mount Joy, PA 17552 Phone: (717) 653-8111 Fax: (717) 653-2013 www.greinerindustries.com AISC Certified Bridge Fabrication â€“ Advanced (Major) with Fracture Critical and Sophisticated Paint Endorsements
THINK BIG: A SMALL BUSINESS CELEBRATION The Chamber brought together small business leaders from across industry lines to lift up the positive impact small businesses make on the Lancaster County community.
LEADERSHIP SYMPOSIUM Best-selling author Bob Kelleher addressed important issues surrounding employee engagement and company culture. Best practices were also shared by local business leaders who are successfully implementing practical employee engagement practices within their organizations.
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Business Health Solutions
PATH TO THRIVING
FAILING FORWARD NUGGET #1: RISK TOLERANCE
FAILINGForward Everyone loves a success story. But we often don’t know or remember the failing moments that helped people and brands achieve great success. Apple is the “prize” many businesses keep their eyes on, yet the iPod, iPhone and iPad became iconic culture shifts amid – and perhaps because of – many of Steve Jobs’ product missteps. Bestselling author and leadership expert John Maxwell believes the difference between average people and achieving people is their perception of and response to failure. We’ve chosen to embrace failing in Thriving! to help readers better understand its role in business, and not let fear of failure keep you from moving forward and taking calculated risks that can lead to great success. Our inaugural issue features Dale High and part of his great story behind the High Companies … a well-known and highly respected Lancaster-based company. We appreciate Dale’s willingness to start things off with transparency and sharing great business wisdom.
If at first you don’t succeed . . . There are plenty of things in life that could or should make us afraid. Failure should not be one of them. It’s actually failing to move forward and always walking the paved road that should make us sweat or stir us from a sound sleep. Few know this better than Dale High, Chairman Emeritus of the High Companies. Based in Lancaster, the High Companies is comprised of High Industries and High Real Estate Group with 10 affiliates providing structural steel, construction, concrete, hotels, architectural design, safety – to name a few. A lot has changed since High first joined the family business and started flexing his ambition at the young age of 17. Much has stayed the same, too. Being prepared for failure, to actually eliminate the fear of failing, is a key consistency in the business leader’s strategic approach to running and growing his businesses. It’s that philosophy that positioned the company for success, even in the face of failure. “From a young age, I always felt we needed to grow the company and diversify and not be dependent on what was state and federal [steel] funded projects for our revenue stream, so I was always looking for ways to move ahead.”
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High says one of the biggest benefits of being young is the innate lack of fear. It’s a trait he continues to nurture. MOVING AHEAD WAS SYNONYMOUS WITH CALCULATED RISK. One of High’s early risks was real estate, which he describes as a fluke after a land purchase for a new building ran into problems with ingress and egress across the railroad. Faced with lengthy and costly delays, High purchased another track of land for the new steel manufacturing building and was left holding a piece of property he couldn’t use. When approached to construct a building along the railway and lease it to another company, High turned the risk into an opportunity to enter the real estate market. That risk paid off and allowed for continued diversification in the market, including commercial, industrial, warehouse, apartments, multi-family and eventually hotels. Over time, real estate would turn into the largest asset investment of the company.
exteriors interiors murals faux finishes wallpapers
“It often comes down to ego. Our egos need to be realistic enough to know that we are not perfect. We need to expect that we are all on the path to learning and that means making mistakes. If we can’t accept that we are not perfect, if we have to hide and posture it, that becomes a pretty big burden.”
Photo Credit: High Companies
As High steps back from the High Companies he reflects on the future and the role fear of failure may play for their 10 companies and multiple product lines.
The risk taking didn’t stop there. High would eventually invest in small radio and cable TV stations, link them together, grow them and aggregate them into a much larger, more attractive package for the big cable outlets. That revenue stream eventually ran its course, as the next idea waited in the wings. “I always said we were in search of an identity. We saw opportunistic things we could do alongside of our other businesses and sometimes it worked out well and sometimes not so well. We threw a lot of things against the wall to see what would stick.” One that didn’t stick was High’s venture in automobile loans and leasing in Dallas. What started strong and growing took a detour in the mid-90s when the recession hit, causing the seasoning of the loans and leases to also turn, going against projected trends. For High, there was a lot of uncertainty as he faced a fairly leveraged position with a significant amount of loans and leasings that were not maturing as planned. “There were some pretty uncomfortable times trying to figure out what we were going to do. I needed to find a strategic buyer as quickly as I could.” High’s exit strategy worked, minimizing the loss. EVERY TIME YOU TAKE A RISK AND FAIL, YOU LEARN FROM IT. In his early years, High credits his inexperience with teaching him – and quickly – about financial cycles and the impact on business. Life gave him a crash course in the impact of financial disruption triggered by a drop in demand, a drop in price, underwriting changes and a decline in credit availability. A quick study, High put his life lessons to work to strengthen his next business move.
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“From the auto loan and lease business and some of our real estate businesses, there have been times when I have learned in spades what it means to keep yourself underleveraged.” As High’s businesses became more stabilized and the opportunities for growth within those industries increased, the need to take as many risks in order to grow lessened. Today, High places great emphasis on his team to continue to strengthen the businesses, which also means empowering them to take risks and giving them freedom to identify opportunities to improve or grow the business. “If you wait for an opportunity to be 100%, you’ll never do anything. You try a new product, new services, you do focus groups to understand market demand, but lots of times you miss something or maybe your competitor leap frogs you. It happens. If you’re looking for 100% certainty, you are going to struggle as an entrepreneur.” Being thoughtful and limiting risk to an acceptable risk, positioned High to fail without fearing his companies would fail alongside an underperforming idea. He does this by quantifying the risk and having a contingency plan to mitigate potential negative impact. High also says a lot of it is based on how you see risk and failure.
“I have a history of starting businesses and then pulling back to let others take the lead, so I am fairly used to this role. We have worked really hard to build a strong board, strong committees, a strong team and a family counsel. My advice is not to be afraid of the unknown and, once you’ve done reasonable assessment, to not let fear keep you from moving forward. The fear factor is like a wall in front of you and it feels restrictive. But, when you take your fist and put it through, you realize it’s only paper. Mistakes are nothing more than a momentary setback.” LT
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BY HOPE GRABY, Communications Director, Scheffey Contact Hope at firstname.lastname@example.org
Everyone fails, but it’s what you do with that failure that makes you a success. In business if you are not failing, you are not taking risks. And if you are not taking risks, you are not moving forward. Stories of failure are often overshadowed by those of great success. But the simple truth is that no great success was achieved without failure. Bill Gates said it best, “It’s fine to celebrate success but it is more important to heed the lessons of failure,” and the Path to Thriving column will do just that. The column will shed light on the lessons learned
from failure and risk taking through transparent and candid conversations. We’d like to thank Dale High for helping to kick off the first edition of this column. Dale sums it up best, “Mistakes are nothing more than a momentary setback.” If are interested in sharing how your company or organization overcame failure, please contact us at email@example.com.
Let’s review the seven layers that enable the cloud, and then some ways you can use the cloud in your business to communicate better, streamline processes and automate nearly every imaginable task: 1. DEVICES: Back in the ‘90s I got by with a cell phone, a computer and a nice set of pleated khakis. Now there are smartwatches, smartphones, phablets, mini-tablets, 10 inch tablets, pro size tablets, ultrabooks, laptops and desktops. That miniature supercomputer of a smartphone in your pocket is many times more powerful than your 1995 Pentium computer. The proliferation of powerful internetconnected devices of all sizes is layer one. 2. APPS: Endless apps for every imaginable purpose is layer number two. Many apps allow you to access functionality and data across any device you choose. This is extremely useful when you create a document on your computer and want to finish editing it on your phone while you wait for the barista to get your Americano. 3. BANDWIDTH: The world wide web used to be the world wide wait because internet speeds were so slow even with a wired connection. With the advent of 4G, everybody now has incredibly fast internet wirelessly in their pocket. Ubiquitous bandwidth for our devices and apps is layer three.
THE CLOUD F O R B U S I N E S S It seems every software company is either in the cloud, moving to the cloud or cloud based. I happen to be typing this article in the cloud right now. Not physically, but the bits of this article are magically saving to my cloud-based document editor as I clickety clack the letters out. It’s comforting to think of each letter floating safely to rest on a white fluffy cumulus somewhere close to the heavens, but that’s not really what’s going on. The letters are being stored in farflung data centers in unknown places, hopefully safe and sound and ready for me to edit at any time, from any device I choose. So what exactly is the cloud? The cloud is a metaphor and marketing term for many layers of technology that have evolved and combined over the years to appear like one cohesive thing. To explain the cloud, it may help to use a different metaphor. I like to think of it more like a seven-layer salad with each layer made up of many small pieces that when combined make something delicious, in the case of the salad, and very useful for business, in the case of the cloud.
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4. API’S: Application Programming Interfaces are the standard language that allows apps to talk to platforms where the data is stored. Cloud apps also often seamlessly work with other cloud apps because developers have already used API’s to pre-integrate them. Notice how your calorie counting app downloads data from your fitness app, and you now understand API’s. 5. PLATFORMS: Amazon has a multi-billion dollar “side business” called Amazon Web Services (AWS) that allows you to host your entire server infrastructure in the cloud. This so-called public cloud platform is incredibly compelling from a cost standpoint, and large organizations like Netflix, Capital One and the CIA are shutting down their own data centers and moving to AWS and competing platforms like Microsoft’s Azure. 6. STORAGE: Our society is generating data at an alarming rate. Just think how many pictures you’ve automatically uploaded to your iCloud account. Part of these platform companies like AWS is the ability to seamlessly provision more storage for your files and data because it’s all virtual. No more having to worry about adding more space to your email server because everyone keeps replying all. 7. PHYSICAL SERVERS: Amazon, Google and Microsoft have multiple millions of individual servers in their own data centers to underpin their massive computing platforms. Millions! This provides economies of scale that businesses of any size can take advantage of.
How can you take advantage of the cloud? First consider moving your physical servers to virtual servers on a cloud platform like AWS. Secondly you can use packaged cloud apps that are already built on top of the seven-layer salad, for example: • E mail: It’s really not a good idea anymore to have your own email server. Get rid of it and use Microsoft Office 365 or Google Gmail for Business. • D ocuments: File servers are so 1997. Use Google Docs or Microsoft Office 365 to collaborate on documents in real time and get yourself out of that file versioning quagmire. • C ollaboration Tools: Do you want to reduce your internal email burden while building your shared corporate memory? Implement Slack (www.slack.com) for team collaboration. • CRM: Is your sales team still using their personal rolodexes? Consider a cloud-based customer relationship management (CRM) solution like Salesforce (www.salesforce.com) or Microsoft CRM (www.microsoft.com). • A ccounting Software: Stop printing green bar paper and hoofing it around the office like a pack mule. Cloud- based accounting software like Intacct (www.intacct.com) and Netsuite (www.netsuite.com) is not only available, it’s maturing. • Other: Try one of the many other cloud apps for things like project management, file sharing, note taking or to do lists. Explore the world of cloud apps and see what else you can automate. The cloud is everywhere and holds the distinct advantage of being managed at scale by huge tech companies that typically know what they’re doing. Using the cloud services lets you focus on your core business and worry less about managing technology. It also offers solutions that can be accessed on the go from any device. While there may be security, regulatory, cost and other concerns that keep you from using some cloud apps, most businesses are undergoing some sort of cloud migration. It doesn’t have to be all or nothing. Thoroughly vet each cloud service, and migrate when it makes sense. Another way to think of the cloud is like a tool, maybe a really complicated nail gun. You may not want to jump into using it too quickly and end up nailing your pants to your deck, but you also don’t want to be the last carpenter left trying to pound in every nail with a hammer. LT BY AARON CARGAS, Vice President of Marketing and Product Development, Cargas Systems Contact Aaron at firstname.lastname@example.org
In every community, town and borough are hidden gems that offer unique, one-of-a-kind products and services that are helping put them on the map. And, Lancaster County is no different. What sets Lancaster apart is our diverse mix of industries. Our Made in Lancaster County article is a way to highlight those companies helping to make Lancaster County stand out regionally, nationally and globally.
Try this tasty recipe
Use Thistle Finch’s Market Alley Gin. According to Bar Manager and Lead Mixologist Jordan Young, this is a classic that goes back to Prohibition. Rumor has it the Southside got its name from being Al Capone’s preferred libation.
2 oz Market Alley Gin 1 oz fresh lime juice 3/4 oz simple syrup 10-15 fresh mint leaves Combine gin, lime and simple syrup in a shaker with ice and shake vigorously for 20-30 seconds. Add mint leaves and roll gently for 5-10 seconds. Strain into a chilled coupe. Garnish with mint sprig.
In this first edition, check out how Thistle Finch Distillery is leading the local small craft distillery movement…
Derived from the colorful birds (distelfink) found in Pennsylvania Dutch hex signs meaning happiness and good luck, Thistle Finch Distillery definitely lives up to its namesake. It’s a hot-spot destination for whiskey enthusiasts and novices to quench their thirst on one-of-a-kind locally made beverages right here in Lancaster County. Like many small businesses, Thistle Finch Distillery started as a dream for entrepreneur and owner Andrew Martin who was working in website development and e-commerce prior to opening the business. With micro-breweries popping up on every corner, Martin wanted to open a local distillery in Lancaster City that wasn’t just another brand bottling other’s products, but a distillery that makes spirits. So when PA began offering limited distillery licenses, Martin knew the timing was right to take the leap. Tucked away on West Grant Street in Lancaster City in a building that was once part of Lancaster’s tobacco revolution, Thistle Finch Distillery is a small operation doing big things.
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In a basement with only 2,500 square feet, two full- and seven part-time employees, the company is distilling, barreling, bottling and selling five of its own beverages – unaged white whiskey, gin, vodka and two new flavored whiskeys – black pepper and black coffee. And, in October, the company reached a milestone bottling their straight rye whiskey, which took two years to age in full-size barrels. Imagine if 70% of your product was stored away for two years before being able to sell. That’s exactly what’s happening at Thistle Finch Distillery. Those smooth beverages that taste good neat or mixed in a cocktail take months, and in the case of their rye whiskey, years to produce. The production of Thistle Finch’s beverages is “pretty old school,” according to Martin. They have an old, traditional, small set-up, and much of the equipment was built from scratch by Martin and his distiller Arvin Alston. This traditional process helps to set the company apart from other distilleries found regionally.
Exciting things are on the horizon for Lancaster County’s first distillery. The company’s goal is to expand its mindset of thinking locally by buying or contracting directly their own grain. Currently, their grain is being pre-milled in a local facility, limiting their control of using all local ingredients. They also have a goal to partner with a local farmer in spring of 2017 to grow their own crops – rye and wheat. According to Martin, customers are excited about local distilleries, and it’s a trend that he foresees taking off. And nestled in an alley in Downtown Lancaster is a booming small business that is helping to pave the way for other local distillers who, like Martin, had a dream of redefining the small craft movement. LT
See firsthand the distilling process at Thistle Finch Distillery BY ALLISON BUCHER, Communications Director, The Lancaster Chamber of Commerce & Industry Contact Allison at email@example.com
Last year, 95 million people across
the country hit the streets to support their neighborhood businesses on Small Business Saturday (American Express Small Business Saturday Consumer Insights Survey, 2015). This year, you can be a part of the celebration by shopping, dining and enjoying the products, services and amenities available at the small businesses near you on November 26. And if you need a little help planning your Small Business Saturday outing, check out the Think Local web-based app at http://u.lcci.com/ marketplace. Find hours, maps and directions, reviews, photos and more for some of your favorite local businesses. Happy shopping!
When you have an eye on growing your business.
THRIVE! Building for Greater Impact Milestone Celebration
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In October, The Foundation of The Lancaster Chamber held a Milestone Celebration for its Capital Campaign to recognize and thank donors to date and to announce the successful completion of the $1.2 million matching grant from the BB&T Economic Growth Fund. The BB&T Fund was an early supporter of the Capital Campaign, which is raising funds for The Chamber’s new building at 115 East King Street, Lancaster, and helped to drive an additional $2.4 million in giving toward the project. At the Celebration, donors were given an opportunity to leave their legacies by signing a structural beam inside the building. To learn more about this exciting initiative and how you can be a part of its success, please see p50, visit lancasterchamberfoundation.org or call 717.397.3531.
• Innovative products, services, and programs. Learn more at wellsfargoworks.com or stop by and speak to a local banker today. To schedule an appointment for a time that's most convenient for you, visit wellsfargo.com/ appointments.
© 2016 Wells Fargo Bank, N.A. All rights reserved. Member FDIC. (3307701_19302) 32 | LANCASTERTHRIVING! | Fall/Winter2016
Photo Credit: Pequea Valley School District Left: 2015-16 Pequea Valley High School students collaborating on a school project in the library.
GROWING TECH Through Collaboration
Chip Cargas, chairman and CEO of Cargas Systems, thinks the ag-andtourism perception of the Lancaster County economy is out of date. “There are way more technical jobs in Lancaster than anyone realizes,” he says. Indeed, the US Department of Labor predicts the number of software developers in Pennsylvania will grow by 15 percent over the next decade, and the race is on for mid-sized cities, like Lancaster, to become a technology hub that attracts highwage jobs and a talented workforce.
Some industry leaders think they found a shortcut to get there. They’re part of a collaboration between leading county tech firms and Thaddeus Stevens College of Technology to develop a nimble associate degree program in software engineering that will turn out the skilled workforce the technology sector needs—and quickly. TECH TALENT
Most tech companies situated in Lancaster have a problem finding and retaining good talent, says Joel Walker, president of Industrial Resolution, an agency specializing in consulting and implementing mobile applications, websites and business systems. The company has grown to 18 employees from six just two years ago.
“We’ve never had to go to unorthodox measures to find talent,” Walker says, having had the luxury of a waiting list of potential employees. But that may be changing.
“For the first time, I’m finding my waiting list a little thin.” Industrial Resolution now owns and operates the Central Pennsylvania Open Source Conference and founded Pubforge, a co-working space for local technologists, both key grassroots efforts to attract more talent to the region.
< (Left to right): Joel Walker, President, Industrial
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This article highlights and supports the work that’s being done in the community to satisfy the Education dimension of our Prosperity Indicators Initiative. CLICK HERE to learn more about the Indicators.
Resolution; Chip Cargas, Chairman and CEO of Cargas Systems; Elyse Ewing, Director of Software Development, KnowWho, Inc.; Dr. Bill Griscom, President, Thaddeus Stevens College of Technology; and Dr. William Thompson, Acting Vice President for Academic Affairs, Thaddeus Stevens College of Technology
Right: Anita Girvin’s 4th grade (2015-16 school year) student. Noah Zink is skyping with family friend Maria Simpson in South Africa and sharing the experience with classmates. Also pictured: Daniel Montes, Billy Johnson and Timmy Smith.
Embracing Technology in Early Education
In May, Chambers throughout Pennsylvania participated in the release of a report entitled “STEM and Early Childhood—When Skills Take Root.” In the report, business and military leaders called on policymakers to invest in high-quality early childhood education with an emphasis on STEM skills. One school district in Lancaster County is taking that message to heart. Pequea Valley School District implemented a one-toone technology program, which it calls “One-to-World,” in which all students receive their own device for use throughout the school year. Such programs are growing rapidly, but what sets PV apart is its emphasis on the early grades. “We made room for STEM in everyday learning,” says Superintendent Erik Orndorff. “We’re training kids for jobs that may not exist yet, so we need to teach them to think, to construct and to collaborate.” For students in kindergarten through fourth grade, that means having their own personal iPad for the school year. And not just while they are in school—students can have “sleepovers” with their device and use it at home. Each student in grades five through 12 in PV receives a MacBook Air. “We wanted to equalize the playing field with technology for everybody,” Orndorff says. Approximately half of PV students are economically disadvantaged, so some students brought computers to school with web access anywhere while others did not have any access to technology. The district also needed the technology to “individualize learning more than one-to-25, one-size-fits-all,” according to Orndorff. The technology allows teachers to, for example, provide texts and other materials to students at their individual reading levels. It helps bright students who may struggle with literacy keep pace in other subjects—like math and science, he says. And that means starting right away: “If we believe in STEM, then we should offer it to everyone, K through 12.” LancasterChamber.com
The challenges facing the nascent tech industry in Lancaster “We pride ourselves on our ability to take well-reasoned mirror a trend in the Lancaster County business community risks,” Griscom says. “When you’re small, if you’re not at and beyond. In general, the supply of skilled workers— least agile enough to respond to opportunities and the particularly in the trades and other so-called STEM (Science, environment, you’re dead.” Engineering, Technology and Math) occupations—is falling far NEED FOR SPEED short of demand. A 2014 Brookings Institution study found that the median duration of advertising for a STEM vacancy is Both Cargas and Walker often hire employees with more than twice as long as for a non-STEM vacancy. bachelor’s degrees, so why did they look to a two-year technical college? According to the Lancaster County Workforce Development Board, five of the top 10 growth occupations involve engineering or technology. (Four of the other five are in healthcare.) The predicted growth also puts upward pressure on wages. The Labor Department says median earnings of software developers in Lancaster County was more than $77,000 in 2014, well above the median household income in the county.
“We’re all competing for people with technical skills that are practical in the real world,” admits Cargas, whose 90-employee company sells accounting and business software, including locally-developed software for heating oil and propane delivery companies. “Nearly everybody in our company has some kind of technical expertise,” he says, but it is struggling to meet its diversity goals. “We’re looking for ways to find connections with people from diverse backgrounds who have the skills to do the job.”
In a word: Speed.
“There’s no language, no program, no fundamental thing that we use and practice on a day-to-day basis right now that we’ll still be using in four years,” Walker says. “The field evolves so rapidly, you might be better off getting a rapid education and getting started in the workforce.” Both industry executives say Stevens is nimble enough to adapt the program to what’s going on in the real world. They also see potential in the type of students Stevens serves, particularly those from traditionally underrepresented populations. “A school that’s recruiting from the local region, offering a two-year program, offering it for free [to qualifying students] and empowering them with that knowledge, using curriculum written by me and my colleagues,” Walker says. “That is all kinds of wins.”
Thaddeus Stevens evaluated the software engineering major, Griscom says, with the same criteria it uses for all recommended programs. Most importantly, the college asks: Is it technical in nature? Are there good jobs available locally, do they pay family-sustaining wages, and do they offer a career path for graduates to advance? Will Stevens’ students from economically disadvantaged backgrounds—a demographic the college is mission-bound to serve—have the requisite academic skills to enter the program and be successful? And, ultimately, does the college have the necessary resources and infrastructure? “This program looked really good on paper, because the start-up costs are minimal,” Griscom says, compared to some other recent additions like welding and electro-mechanical.
Griscom’s goals for the program are more near-term than his industry partners. He’s aiming for full enrollment and hoping those students graduate in two years with good jobs waiting for them. “That they have a career path that they can move up in their organizations and become productive citizens and give back something to the communities in which they live— that’s what we hope for all of our students,” he says. Industry leaders are anxious to see graduates of the program “hit the ground running,” as Cargas says. “We’re lucky to have Thaddeus Stevens right in our backyard.” Walker has the same expectations for the partnership, always with an eye to building Lancaster into the technology hub he envisions.
The software engineering curriculum will prepare students to design, develop and build customized software programs. “Every tech hub has great technical institutions that are feeding the workforce with creative young talent.” LT It emphasizes practical, hands-on learning, and students will be required to create software projects each semester. The industry advisory committee will monitor the program to ensure it stays current and teaches on the most BY ADAM AURAND, modern platforms. Director of Marketing and Public Relations, Thaddeus Stevens College of Technology Contact Adam at: firstname.lastname@example.org
Cargas is a member of Thaddeus Stevens’s community advisory council, a 40-member board of high-level local executives who monitor the college’s progress and brainstorm on topics relevant to its growth. Often, the brainstorming sessions turn to new programs that could meet current workforce needs. “I naturally lobbied for software engineering,” Cargas recalls. “It really fit with what Stevens is trying to do, to prepare people for technical jobs that pay well, and there’s tremendous demand for these employees in Lancaster County.” Cargas mentioned the possible software engineering major to Walker at The Lancaster Chamber’s annual William Griscom business meeting, which was held on the Stevens campus in January. Walker went straight for college president William Griscom to say: “I’m interested.” In less than a year, the college began accepting applicants for the major with classes scheduled to begin in the fall of 2017.
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Lancaster, Pa. | www.StevensCollege.edu
1001 East Oregon Road, Lititz, PA 17543 (717) 381-3500 | landiscommunities.org
MOVING THE NEEDLE ON INCLUSIVENESS IN THE WORKPLACE DURING HOLIDAYS
Lancaster County’s business community is the melting pot for industry. From start-ups to familyowned businesses to companies celebrating their 100th year anniversary, Lancaster County has it all and it’s something most communities aspire to emulate. However, while there is diversity across industry sectors, there is a lack of diversity and inclusiveness among the workforce those companies employ. There’s a lack of diversity in race, age, gender and religious beliefs. According to the 2015 Prosperity Indicators report, a report that measures and monitors the level of prosperity we are experiencing in Lancaster County and where we need to improve, there has been an increase
in Lancaster County’s population diversity since 2000. This upward trend has the potential to create a rich, vibrant community – as research has found that a diverse population and a healthy economy go together. [The Prosperity Indicators report is a collaborative effort between The Lancaster Chamber, Lancaster County Community Foundation, LNP Media Group, LLC, County of Lancaster and United Way of Lancaster County.] With the holiday season approaching we wanted to start the conversation, merely scratching the surface, around what’s being done locally to address how companies are being more inclusive to employees who practice various religious faiths.
More flexible time off is something that software provider Cargas Systems implemented at the beginning of 2016, with positive results. “Instead of a day off for Christmas and Easter, we offer time off for a winter and spring holiday,” says Cargas Human Resources Director Heidi Bianco. “It gives our employees the choice of when they want to use those holidays, but it also makes sense from a business perspective as many of our customers are open on traditional holidays.” LET’S PARTY
“You’ll find the majority of businesses in this area still observing time off for Christmas and Christmas Eve, having holiday lunches and parties and decorating with Christmas trees,” says Scott Fiore, vice president and partner at TriStarr, a Lancaster-based staffing and recruitment firm. “That said, we’re starting to see decorations and celebrations becoming more inclusive, as well as more flexible time off policies, such as offering floating holiday time or personal time, so that employees can observe the holidays of their own personal faith.”
While most companies made the move years ago from “Christmas” to “Holiday” lunches or parties, Arconic (formerly known as Alcoa Mill Products, Arconic is a company that has been in Lancaster for decades but just recently got a new name as Alcoa split into two publicly traded companies) took it one step further by renaming their December celebration lunches “Recognition Lunches.” When asked if there was employee pushback over the new descriptor, Human Resources Manager Tom Holbert admits, “Yes, we did get a few comments about being too politically correct. But our decision wasn’t based on being politically correct. Arconic takes diversity seriously and places a high value on creating an inclusive workplace. So the more you want to embrace other backgrounds and cultures, the more you have to be willing to make those changes.”
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DECK THE HALLS Enter most local businesses in December and you’re likely to still see decorations dominated by Christmas trees and lights… maybe a menorah or two. However, more companies are opting for non-denominational decorations, choosing to create more of a “wintery” theme. “We don’t really plan out ahead of time how we’re going to decorate for the holidays. It’s sort of grassroots,” explains CFO Matt Brandt of Fig Industries. “Our staff takes the initiative to do it as a fun, team-building activity. So whatever creative display they collectively come up with, that’s what gets done and that’s what we support.” LOOKING BEYOND DECEMBER
One way businesses deal with the December dilemma is to avoid it all together by extending what were once Christmas/Holiday activities into other times of the year, including sending customer cards at Thanksgiving or the year’s end. “Instead of sending holiday cards, we do more of a ‘Happy New Year’ type of thank you card to our customers featuring a fun team photo,” says Brandt.
“It keeps things neutral, but also gives our staff the opportunity to thank our customers for their support in making the year a success.” Some companies opt to host their staff parties in January so it’s not specific to any holiday. “The added benefit is that December tends to be a hectic time for everyone anyway, so January works better from a scheduling standpoint, too,” says Fiore. Others find reasons to celebrate throughout the entire year. “Sure we have a holiday party, but we love to have fun at Cargas, so we plan a team party almost every month of the year,” says Bianco. “And we’ve found that the ones that aren’t holiday related, like our Super Bowl party and Fall Fest, are sometimes the ones employees like the most!”
INCLUSION IS KEY
What everyone seems to agree on is that no matter what time of year it is, creating an inclusive environment in which individual differences are respected and valued is the ultimate goal. “We try to focus on inclusiveness, more than just diversity,” says Genise Wade, director of human resources and diversity at Turkey Hill Dairy. “When you foster a welcoming, caring culture and have a genuine passion for people, it’s much easier to identify the things that unite us and that we can all enjoy doing together, rather than only focusing on differences.” No matter the size of your company or the industry you represent, it’s crucial for Lancaster County’s future prosperity that we work, collectively, to retain and attract more diverse employees. It may seem simple, but to help move that needle forward, it may take small steps like changing the name of your holiday party. Those small steps will lead to change and that change will, ultimately, lead to a transformative community. LT PAIND_LBJ_0615_Layout 1 6/24/15 5:17 PM Page 1
HOW IS YOUR COMPANY MOVING THE NEEDLE ON WORKFORCE DIVERSITY AND INCLUSIVENESS?
Share your thoughts and ideas to firstname.lastname@example.org or post to The Chamber’s social media channels– Facebook: The Lancaster Chamber of Commerce & Industry or Twitter: Lanc_Chamber using #LCCIThriving.
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NEW YEAR; NEW BEGINNING
Let’s be honest, most people do not like change. There’s comfort in staying on the same path. There’s less risks for potential failure, financial debt and stress. But for the large percentage of us who don’t like change, there are small percentages who embrace change, follow their passions and make a difference in their community and in the lives of others. Imagine if that passion was so strong that you chose to change your entire career in your early 40s? Talk about scary! Such was the case for entrepreneur and restaurateur, Flora Gonzalez. Launched out of necessity to feed her family coupled with a food challenge with fellow employees, Flora’s Restaurant and Art Gallery was born and opened its doors in 2015. IGNITING HER PASSION In business and in life you need to take risks in order to be successful. As our cover story attests, no great success ever happened without taking risks. Flora Gonzalez, like any entrepreneur, used her passion and embraced fear of failure to ignite her drive of charting a new professional course. This decision, while met with challenges, has given
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Flora the platform to do what she loves – serving others and introducing a new cuisine to Lancaster County. Nestled on a corner on Mulberry Street in Downtown Lancaster, I had the privilege to interview Flora and hear and witness firsthand her passion and love of the business. “It was always there,” she said. “I’d think about it and then not think about it for a while. But I always wanted to open a restaurant and cook the foods that I love for others.” The dream remained dormant as she and her husband, Abner, raised their children. Flora spent many years in the medical billing field, as Abner worked as a house painter and artist. While the career was rewarding, there was still a fire inside Flora that was waiting to escape; a new venture on the horizon. The possibility of opening a restaurant became more real after Flora changed careers and began working for Martin Appliance in Brownstown. During her tenure there she learned a lot about appliances, and rekindled her passion for cooking for others.
“I had so much fun in that cooking contest,” she said. friends with another employee, Paul Martin, [no relation “I had just told my husband that I had given up on the idea to the store owners]. A photographer, Paul was full of of having a restaurant, but the contest gave me entrepreneurial ideas, which he readily shared with Flora. more confidence.” Having the ability to learn and share her thoughts and ideas with Paul helped to re-spark her desire to own and open her WHERE IT ALL STARTED own business. It was a feeling that grew even stronger when she and Paul decided to have a cook-off, or, as Flora called it, Flora’s passion for cooking for others was planted by her a food fight. grandfather, who owned a restaurant in Hoboken, New Jersey, and her grandmother, who cooked Latin food at With permission from Martin Appliance to use the full home for whoever needed a meal. It was necessity, however, kitchen located within the store, Team Flora and Abner that caused Flora to learn how to cook. At an early age, faced off against Team Paul and Alison (Paul’s wife). They she found herself living on her own and caring for lined up some judges and accepted the challenge to cook younger siblings. an appetizer that incorporated calamari, an entrée using lamb and a dessert using mango. “I had to learn to cook,” Flora said. “It’s not that I had a
“I had never cooked with any of those ingredients before,” Flora recalled. “I had eaten them, but never cooked them. I remember thinking I didn’t know what I was going to do.” But her determination, drive and love of cooking helped Flora hit her stride, not only winning the food fight, but further rekindling her dream of opening a restaurant.
passion for it at that time, I just had to eat and feed my sisters.” But, as years passed, her love and appreciation for food continued to grow, and the dream of having a restaurant stayed with her.
While working for the appliance dealer Flora became
Considering a Career Change? It’s Not Something to be Taken Lightly
• Before deciding to change careers, ask yourself what it is that you really want to do. • Possess a thorough understanding of what the work you’ll be doing will entail. • Be brutally honest about how it will affect you financially.
• Consider how a career change will impact not only you, but your family, as well. “I love to go out on the floor and talk to people,” she said. “And then, I see them start talking to and interacting with each other. People who come here tell me they feel like they’re in my home. And, I love that.” “The support of the community and the neighborhood here has been amazing,” she said. “Everyone has been really supportive.” WITH REWARD COMES CHALLENGES Starting her own business was, and continues to be, a learning experience, and she has made some mistakes along the way. For instance, she encountered a high rate of turnover in staff when she first opened the restaurant. After rethinking the situation, she realized that she didn’t need as many employees as she’d hired, and whittled down her staff to a manageable number of dependable people she could rely on.
MAKING THE TRANSITION Going from a dream to reality can be both scary and exciting. It opens up doors to possibilities, but also can keep you up at night. Flora fully understood that starting a restaurant in Downtown Lancaster was a risky venture. She was clear regarding the amount of work it would take to renovate a building to reflect her own sense of style. She was well aware of the financial commitment required to lease space and buy equipment. It was a venture she met head on with the support of her family and community. When Flora’s brother, a local businessman, agreed to partner with his sister and help with start-up costs for the restaurant, Flora decided to take a leap of faith. After a lot of hard work and renovations, Flora, along with Abner, opened Flora’s Restaurant and Art Gallery in March 2015 at 306 N. Mulberry St., featuring dishes from Columbia, Cuba, Dominican Republic, Puerto Rico and Peru. Named after her grandmother, Flora chose the restaurant’s name in the older Flora’s honor. Flora serves as the primary cook, but also uses her skills as a people person to meet with and unite diners.
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She adjusted her hours to make each meal a memorable event and serve the freshest food she can find. “I hope that someday we’ll be able to open a second location,” she said. “I say to customers, ‘make me so busy that I have no choice but to expand my hours.’ I love finally having my own restaurant in Lancaster.”
The support of the community and the neighborhood here has been amazing . . . — Flora Gonzalez
No matter the stage of your business or your life, it’s important to take risks and embrace change to be successful. Having the courage to change careers is not something that can be taken lightly. Flora’s journey does not end here, it has just begun. What started as a dream led to an idea which spurred into reality. This article demonstrates that, with a strong passion, ability to take risks and desire to serve others and the community, one can do great things. BY SUSAN SHELLY, Writer, Hoffmann Publishing Contact Susan at Susan@Hoffpubs.com
• Remain open to change as you launch and establish your new career.
Advice for those who might be considering opening their own business: • Find someone with whom to bounce around ideas. Flora was fortunate to meet Paul Martin, a fellow employee at Martin Appliance in Brownstown. A photographer, Paul had a lot of entrepreneurial ideas and strategies that he shared with Flora, and he encouraged her to pursue her dream. Those ideas, coupled with encouragement from her husband, Abner, made the idea of opening her own restaurant seem more real and doable. • Fully understand the implications of what you’re doing. Sit down with a financial advisor and get a realistic picture of your financial situation. Make sure you’ll be able to secure the loans that you’ll need. If you have a partner, work with an attorney and have everything in writing. • Find some trusted advisers. Flora and Abner have a supportive church community with members they rely on for advice and encouragement. Don’t be afraid to ask for help when you need it, Flora advised. • Don’t be afraid to do things differently. Starting your own business is a learning experience, and you’ll make some mistakes, Flora said. For instance, she encountered a high rate of turnover in staff when she first opened the restaurant. After rethinking the situation, she realized that she didn’t need as many employees as she’d hired, and whittled down her staff to a manageable number of dependable people she could rely on.
• Love what you do. Flora looks forward to going to work and loves making her customers happy. She cooks from her heart, preparing dishes from Columbia, Cuba, Dominican Republic, Puerto Rico and Peru.
BUSINESS & COMMUNITY INITIATIVES
Photo Credit: HDC MidAtlantic
Left: Heatherwoods by the Housing Development Corporation near Denver Above: Senior multi-family project by Community Basics in Marietta
to find and keep a decent place to live. Working in a high demand profession and being unable to save enough money for a down payment on a home. Not only having to provide for yourself, but also having to provide dayto-day needs for your family. This isn’t just a hypothetical scenario. For one fellow Lancastrian this was a reality. In the end, through the guidance of local services and resources, she was able to buy a home for her and her three children. Veronica’s story helps shed light on the stark reality that anyone can be impacted by the lack of affordable housing.
WHEN ‘AFFORDABLE’ IS OUT OF REACH
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This article highlights and supports the work that’s being done in the community to satisfy the Well Being dimension of our Prosperity Indicators Initiative. CLICK HERE to learn more about the Indicators.
Nearly one in three families (28%) in Lancaster County struggle with finding and keeping affordable housing, which means that those families spend more than 30% of their income on keeping a roof over their heads. [The data in this article is provided by the Coalition for Sustainable Housing, a collaborative initiative comprised of representatives from local organizations, such as Lancaster County Planning Commission, Lancaster Housing Opportunity Partnership, HDC MidAtlantic and The Lancaster Chamber. The Coalition’s goal is to accomplish an increase in the supply of housing (market rate & affordable) as part of a diverse housing market that contributes to the economic vitality of Lancaster County.] This 28% may be your employees, coworkers or even you. Many of us take for granted having a roof over our heads. It’s not just the unemployed who struggle. Imagine needing to take on a second, or even third job
Lancaster County’s housing stock, characterized by a large number of single-family homes and a scarcity of multifamily rental housing, matches neither the current nor the emerging trends in the marketplace. A countywide Housing Market Analysis (HMA) completed in 2013 found that because of this mismatch of supply and demand, housing costs are increasingly unaffordable across the income spectrum. A Lancaster County resident affected by a lack of affordable housing had this to say, “Affordable is a relative term — what I think is affordable may be different from what other people deem as affordable. It may fit your budget, as limited as it is, but it’s a far cry from where you really want to move to if you had a choice. You wind up being somewhere you have to be, not somewhere you want to be.” The fact is, we are at a critical juncture in our community’s history and we have the ability to choose what type of community we want to be moving forward. The Prosperity Indicators, a partnership between The Lancaster Chamber, Lancaster County Community Foundation, United Way of Lancaster County, County of Lancaster and LNP Media Group, monitors indicator data that will help reach the vision
terms “workforce housing” and “affordable housing” need to be redefined from the traditional mindset. Today, it is housing commonly targeted at essential workers in a community, including police officers, teachers, medical personnel and service workers.
of Lancaster County being recognized as a model of prosperity. One indicator measures housing affordability in our community, because a prosperous community should offer all residents a basic quality of life and an environment that provides a sense of opportunity now and in the future.
Workforce and affordable housing have long been issues in Lancaster County. The difference now is the data clearly shows an increased need for housing options for the current and future county workforce. Addressing our housing affordability issue is essential to the continued success and growth of our business community across industry sectors.
And the community is recognizing the issue. Consider the At the Table community conversations hosted by the Lancaster County Community Foundation earlier this year where one of the themes that emerged from more than 2,000 residents was that a thriving community requires housing that can meet the needs of its citizens in availability, affordability and quality. Couple this with key takeaways from the County comprehensive plan public engagement sessions that highlighted the need to provide more multi-family housing options to rent and own. You can see a pattern here – people are thinking about housing!
By addressing our housing outlook now, we can ensure that we develop a wide range of housing options for the diverse workforce of Lancaster County. A supply of desirable, quality housing options throughout the County will provide opportunities for the workforce, so that communities are sustained to richly reflect social, cultural, political and economic opportunities that benefit businesses, the workforce, and our families, both now and into the future. LT
The question is, what does that mean for our workforce, and what is housing’s role in supporting continued economic growth in our community? Housing is essential infrastructure just as good roads, well-maintained utilities and strong schools are a part of the infrastructure that makes our communities attractive and thriving. As the 2013 HMA notes, Lancaster County’s settlement pattern is distinguished by largely low-density landscape dotted with higher-density hamlets, villages, mixed-use boroughs and a central city. This pattern should easily accommodate redevelopment and construction, provided that the required infrastructure is present or financially feasible and that the land is appropriately zoned. We must view housing – all housing – as essential to our economic well-being and business success. Limited availability of housing can result in direct employee commute impacts – from frequent tardiness to higher turnover rates to reduced employee engagement. The
Community collaboration at work! Thanks to Lancaster Housing Opportunity Partnership and Impact Mission, a family is now able to call 23 West Strawberry Street in Downtown Lancaster home. The organizations gutted and renovated the two story property, which was sold to a low to moderate income family.
BY THE NUMBERS
Some background and understanding of our housing inventory helps frame the housing issue and its impact on our workforce (source: LHOP’s 2013 Housing Market Analysis). • A lmost half (47.8 percent) of the renter households in the county are cost-burdened – paying more than 30% of their income for rent. • N early 72% of all Lancaster County households have a combined housing and transportation cost burden of 45% of income or higher. • O ccupancy rates at nearly all county rental properties exceed 95%. These extremely high occupancy rates, combined with the cost-burden carried by a majority of renters at these properties, point to a severe shortage of rental housing, at all price points, throughout the county.
• C urrently, in terms of life stage, empty nesters and retirees (Baby Boomers) comprise the largest segment of county households, at 52% of all households. Traditional and non-traditional families (Generation X) represent 29%, and younger singles and couples (the Millennial generation) 19%. • However, over the next five years, younger singles and couples will make up over 45% of the market for new and existing housing units in the county; traditional and non-traditional family households will represent 31%; and empty nesters and retirees 24%.
These statistics are worth noting because generational attitudes toward housing are changing and will impact our market. And with that in mind, we must think more strategically and more opportunistically about housing. 48 | LANCASTERTHRIVING! | Fall/Winter2016
Want to get involved, but now sure how?
Check out some tips on how you can engage in the affordable housing discussion: • Communicate with local policy makers about the need for diverse housing • Advocate for public policies and resources • Support specific housing initiatives that make sense for Lancaster County • Participate in local planning efforts and sit on local housing related boards and commissions • Offer employer-assisted housing programs at the workplace that provide assistance with down payments or security deposits and encourage employee participation in home-buyer education classes
BY HEATHER VALUDES, Advocacy Director, The Lancaster Chamber of Commerce & Industry Contact Heather at firstname.lastname@example.org
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A WORD FROM YOUR CHAMBER PEOPLE
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Building for Greater Impact. Since the inception of our efforts to secure new space for The Lancaster Chamber and our partner organizations, this phrase has always been top-of-mind. From positioning the project to be a catalyst on a key block in Downtown Lancaster to employing hundreds of skilled, local craftspeople to do the work; and from prioritizing the purchase and use of local products and services to capitalizing on efficiencies and partnerships with our tenants, our efforts to build a new headquarters for The Chamber is about far more than just a building. It’s about impact. THE BACKSTORY. In 1988, The Chamber was proud to partner with the City of Lancaster in revitalizing a defunct Farmer’s Market into a civic hub, Southern Market Center (SMC) on South Queen Street. Over the years, the building has served as a great home to some City departments, The Chamber, the
50 | LANCASTERTHRIVING! | Fall/Winter2016
Economic Development Company of Lancaster County, Leadership Lancaster, the Business Group on Health, Assets and other worthy non-profit organizations. However, with the recent expansion of City Hall on Duke Street, the City was able to consolidate all of their workforce in one building and, as such, no longer had a need for space at SMC. And, since the City was the owner of the building, they decided to put it up for sale.
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Although our initial thought was to purchase and renovate SMC, further analysis determined that the building was simply too large for our needs. So, with a “for sale” going up and a recognition that we weren’t going to purchase the building, a process to find a new home ensued. While the need for a new office was clear, we also wanted to be sure we leveraged the opportunity before us as much as possible. Without doubt, this was a legacy moment in The Chamber’s history and we wanted to treat it as such. In other words, we wanted to be sure we were Building for Greater Impact. So Step One was to poll our membership to assess their needs and wants. And the results came back as follows: stay downtown, be proximate to parking and be accessible to all. In other words, locate in a place that the business community can enjoy, not just a place that provided offices for staff.
BY TOM BALDRIGE, C.C.E., President & CEO The Lancaster Chamber of Commerce & Industry Contact Tom at email@example.com
Residential & Commercial LancasterChamber.com
of all shapes and sizes. From the 150-person workforce training seminar to the eight-person brainstorming session and from the Board Room to the soft seating areas, a key part of the “greater impact” of the building is in its ability to host meetings that transform individuals, enhance businesses and add to the quality of life of our community. Partnerships with local colleges, universities and trainers will only add to this impact.
We also heard through the survey that community meeting space and professional development and training space and programming were equally important considerations for a new location. Step Two was to access potential partners. We knew that this “moment-in-time” provided the broader Lancaster County business community with an opportunity to promote collaboration and, ideally, create opportunities to leverage missions, develop operational efficiencies and demonstrate partnerships that work. As such, we’re thrilled to report that the Economic Development Company of Lancaster County, EDC Finance Corporation, the Lancaster City Alliance, the Downtown Investment District, Leadership Lancaster, the Business Group on Health and The Foundation of The Lancaster Chamber will be co-locating. Additionally, we are exploring partnerships with local higher education entities and other non-profits with related missions to make sure we are maximizing the opportunity for all. And Step Three led us to picking the final location: 115 East King Street, the former home of Engle-Hambright & Davies insurance company. A building we are repositioning for greater impact. THE PROJECT. With a site selected, a budget developed, leases signed and a Capital Campaign launched to pay for it all, work has now begun on our new home. And the work itself is generating impact. For starters, our $7 million investment in that block is acting as one more catalyst in Downtown Lancaster’s revitalization.
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On our block alone, we are joining recent investments made via the development of the Historic Eastside Suites, Excelsior event space, the Coleman Residence/Lancaster Housing Opportunities Project and others. And, I am pleased to report, The Chamber’s investment has already caused others to take a look at opportunities in that block, further fueling its redevelopment and, once again, creating impact. In addition, through a project led by Warfel Construction, we anticipate employing more than 200 workers over the course of the nine-month building process. These are local people being paid good wages for the fine craftsmanship they bring to their work. We’re proud to feature them as an integral part of the project. We also are able to boast local products throughout the building. From the unique façade and wall materials of GSM Industrial to the duct work of Kulp Sheet Metal; from the woodwork and cabinetry of Jemson Cabinetry and J.C Snavely to the fine products of Armstrong Flooring; and from the painting of Two Dudes to the furniture of Benjamin Roberts, the building shines a spotlight on all that is good about Lancaster County quality, craftsmanship and service. THE FUTURE. Yet the impact doesn’t just stop with the construction of the building. The real, long-term impact of the project will be on what happens within those four walls for many years to come. In that regard, the building will feature more than 10,000 square feet of high-tech meeting space designed for professional development programming and meetings
In addition to the meeting and training space, however, another area of “greater impact” will be found in the collaboration the building inspires among our tenant partners. From shared services and collaborating on our collective missions, the notion of having all these organizations working closely together on Lancaster’s continued economic success should have great value — and impact — to all residents of Lancaster County. Further, for those businesses taking a look at Lancaster County as a potential site to do business, the building — after complete with partners working together in space that prioritizes professional development and training of the workforce — will serve as a great “first impression” in showcasing why Lancaster County is so unique. And, so successful. With a completion date set for March, 2017, we can’t wait to welcome you at our new home. And, we can’t wait to get started on living the phrase “Building for Greater Impact.” In short, it’s not just a tag line for our Capital Campaign, it’s a way of life for all the ways we hope people and organizations will use it. LT
As the article indicates, The Foundation of The Lancaster Chamber is conducting a
Capital Campaign as part of the building project.
If you are interested in learning how you might be able to participate and be recognized in this legacy project, please contact Sarah Maser at firstname.lastname@example.org or 717.397.3531.
stirring up success. Michelle Rondinelli, President, Kitchen Kettle Foods, Inc.
Serving up a taste of Lancaster County with help from RKL. The hub of activity in this village is the kitchen. It’s where your taste buds explode with local flavors. And it’s where you experience the warmth and hospitality of an authentic Lancaster County landmark – Kitchen Kettle Village. While Michelle is focused on building her interactive approach to retail, she relies on RKL to offer comprehensive financial thinking about her third-generation family business. Beyond basic accounting services, our personalized business insight into tax planning and compliance, transition planning and IT integration help Michelle focus…on creating her recipe for success. Are you focused on stirring up success like Michelle Rondinelli? Together, we can help develop your success recipe. Contact us today to learn more.
Lancaster • Reading • York • Harrisburg • Carlisle
TIPS FOR RELOCATING YOUR BUSINESS Gregory Scott, AIA, Partner, RLPS Architects • B e vigilant about the public perception of ‘relocation!’ Many questions can arise from the announcement of relocation – from curiosity to suspicion. Are you relocating because of growth or downsizing because of problems or because of good strategic planning? What does it say about your business? Advice: Be absolutely transparent.
• D oes the ability to relocate to a newer and larger accommodation mean that you are successful through good business management skills or simply charging your clients too much fee for service in the first place? Advice: Don’t stray from what made/makes you successful! If you stay the course and remain fair to everyone in the marketplace they will see the relocation as a positive that benefits them and you! • D on’t be ashamed or embarrassed to make a move that improves the work environment for employees and clientele alike. All will benefit from a well thought out business plan and an environment that supports it! Advice: At the end of the day, everyone wants to hitch their wagon to a winning team. Steven Lee, Vice President, Facilities Planning, Lancaster General Health/Penn Medicine • W hen designing today’s office spaces, collaboration should be the guiding principle. Developing work spaces where teammates can openly collaborate. Sharing information is critical in creating a lean work environment.
Ralph Simpson, Chief Executive Officer, Warfel Construction
Dan Fichtner, P.E. Executive Vice President, Providence Engineering Corporation • Seamless IT connections: Unless you are letting the world know that you will be “incommunicado” for (1) or (2) days (or more), you need to have IT set up at the new location, seamlessly connected to the old connection, so that you don’t skip a beat as you move to the new and then shut down the old.
• Stay Open For Business? Or Shut-Down: When we moved we were blessed in that we moved over Easter weekend, during which we take Good Friday as a holiday, so 1/3 of our people moved on Friday, 1/3 moved on Saturday and 1/3 moved on Sunday, all helping each other, rarely giving up more than ½ day of their holiday. (What a crew! Very proud!) We never missed a beat, and other than the change of address, our clients did not “feel” that we moved.
• Use every tool at your disposal to let people know where you are planning to relocate before you move, and make sure they know how to find you once you have relocated. The communication methods include the use of the myriad of social media outlets, posting of pictures, digital directions, signs on the old office, etc.
• Once the furniture is determined (both reuse and new) make sure you look in the each office to make sure outlets for phones, computers and power will work with your layout. It is easier and cheaper to make these changes while the contractors are on the site than it is after you have moved all of the furniture in, and they have to work with you and your “stuff!” • In today’s office, the conference room is much more than it was 10 or 20 years ago. Meetings between staff and meetings with clients occur in conference rooms continually as collaboration is today’s approach to business. Make sure that you have plenty of conference/ meeting rooms and make sure that you pay close attention to the technology you will need in each one of them.
倀爀攀洀椀攀爀 䈀甀猀椀渀攀猀猀 匀漀昀琀眀愀爀攀 䄀渀搀 䌀漀渀猀甀氀琀椀渀最 伀甀爀 琀攀愀洀 椀猀 搀攀搀椀挀愀琀攀搀 琀漀 瀀爀漀瘀椀搀椀渀最 椀渀搀甀猀琀爀礀ⴀ氀攀愀搀椀渀最 愀挀挀漀甀渀琀椀渀最Ⰰ 挀甀猀琀漀洀攀爀 爀攀氀愀琀椀漀渀猀栀椀瀀 洀愀渀愀最攀洀攀渀琀 愀渀搀 漀瀀攀爀愀琀椀漀渀愀氀 猀漀昀琀眀愀爀攀 猀漀氀甀琀椀漀渀猀 琀栀愀琀 搀攀氀椀瘀攀爀 戀甀猀椀渀攀猀猀 爀攀猀甀氀琀猀 愀渀搀 愀 挀漀洀瀀攀琀椀琀椀瘀攀 攀搀最攀⸀
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Solutions Built On
• • • • • • •
Accounting Audit Services Business Consulting Business Valuation Employee Benefit Plans Estate & Trust Services Fraud Prevention & Forensic Accounting • Mergers & Acquisitions • QuickBooks® Support & Training • Tax Planning & Preparation
• C reate touchdown or huddle spaces for teams to have quick stand up or impromptu meetings.
• T hink about the technology before you start designing the spaces. So many meetings today can occur remotely and having thought through how you intend to implement the necessary technology is critical. Deepa Balepur, Principal, Compass Real Estate, LLC • A vailability of appropriate workforce for the business. Availability of affordable, good quality housing for their employees.
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• Is the geographic location well-suited for the business? Some require easy access to highway systems, others might need a vibrant, city environment.
• A vailability of well-priced and suitable real estate. In the case of build to suit projects, are regulatory agencies easy to work with?
54 | LANCASTERTHRIVING! | Fall/Winter2016
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What’s On My Phone The Usual Suspects
Without a doubt, the four horsemen of my iPhone (and yes - I love my iPhone) are my email, calendar, LinkedIn and Facebook. But to keep my usage somewhat under control, I don't have any email, LinkedIn or Facebook notifications appear on my phone. It's not a foolproof way to stay focused on what I'm supposed to be doing, but it helps.
N AT U R A L G A S
Lunchtime Run (or Weekend Ride)
If I'm not having a meeting, I try to sneak in a five-mile run over lunch and I probably have half a dozen GPS-based running apps I've used over the years. Currently I'm favoring STRAVA, which does a great job of tracking both running and cycling. And while I'm running, I'm either listening to music or James Altucher's podcast. Probably the best tip I can give anyone is to listen to James Altucher. His interviews are amazing.
Vital for Me
As a Type 1 diabetic, I was thrilled when continuous glucose monitoring came to the iPhone a little more than a year ago. With my Dexcom app, I know my blood sugar at all times and can receive alerts if I’m trending low or high. For people with diabetes, it’s a game-changer.
My AM Apps
While I'm eating breakfast, I always scan the Apple News app for national news and LNP's app for local news, particularly business news. The only day I don't start this way is on Sundays, when I read the actual newspaper. But in a handful of minutes during the week, I feel like I can get up to speed with what's going on in the world.
Keeping it All Together
Evernote is my favorite virtual scratch pad, simply because it’s cloud-based. I can take notes on my phone and when I return to my computer, they’re already there. In fact, I started this article on my phone at home and finished it on my computer at work.
56 | LANCASTERTHRIVING! | Fall/Winter2016
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Like a lot of beer snobs, I'm a big fan of Untappd. There you can log whatever you've just had to drink. Though there are a ton of social hooks inside Untappd, it's more of a diary for me so that I can remember particularly good brews.
The right choice. The right time.
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My online banking app for PSECU is outstanding (Mobile deposit might be my favorite invention of the past five years), and I enjoy checking out Instagram once a day or so. And for my favorite laziest app of all time, I love having my Comcast remote app, which eliminates those infuriating times when the real television remote vanishes into the ether. BY MARCUS GRIMM, VP of Market Growth & Innovation, Benchmark Construction Company Contact Marcus at: email@example.com
3417 Pricetown Rd • Fleetwood, PA • 610.944.7455
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OUT ON THE STREET
We are all familiar with the typical New Year’s resolutions – losing weight, managing your budget, making more time for your family, etc. But, we all know, keeping these resolutions and others can be challenging. Check out some tips on how you can keep your resolutions in 2017.
New Year’s Resolutions? It’s hard to believe that we are almost closing the chapter on another year. This closure usually brings reflection on the current year and the year ahead. You think about what you’ve accomplished and what you can do in the New Year to make an impact personally and professionally. And, that reflection usually leads to the creation of a New Year’s resolution. So I took to the streets and asked people about their personal or professional New Year’s resolution for 2017. Check out how fellow Lancastrians are planning to improve themselves and their roles within their workplaces in the New Year. MICHELE WEISS, Administrator, Community Partnerships, Lancaster Barnstormers
"My 2017 resolution is to live each day to the fullest, to be grateful and compassionate, to serve others with respect and kindness and to learn something new every day." MARILYN WALKER, Director of the Outpatient Clinic & Assessment Services, Behavioral Healthcare Corporation
“I don’t really do resolutions, but my commitment for 2017 is to be purposeful and meaningful in the things that I do in my own life and in what I do for the people I work with and the people I help.” STEVE TURPIN, Business Development Manager, Lanco Federal Credit Union
“My professional New Year’s resolution is to get more involved in the community and get Lanco’s name out there, too.” LISA STOKES, President, B.R.P. Entertainment
“My New Year’s resolution for 2017 is to have plenty of time to spend with my first grandchild who is scheduled to arrive in March.”
GREG RUTTER, II, Financial Advisor, Morgan Stanley “My New Year’s resolution is to get down below 200 pounds.”
MALLORY WEAVER, Logistics Account Representative, Sunrise Logistics, Inc. “My New Year’s resolution, personally, is to travel more and, professionally, be a bigger, stronger presence at my company.”
RACHEL KLINE, Marketing Coordinator, John Kline Septic Services, LLC “My New Year’s resolution is to lose weight. I am due in December so that should actually happen. Hopefully, I can stick with working out in the New Year.“ VANCE MILLER, Director of Transportation Technologies, Lancaster County Career & Technology Center “My New Year’s resolution, both personally and professionally, is to be bigger, better, stronger and faster, as well as to continue to contribute to the community.” SHERRY HARRY, Vice President Business Relations & Marketing, VisionCorps “My New Year’s resolution is to continue to invest in the community by purchasing a new home in the Downtown Lancaster area.” LINDSAY HIGH, Business Development Executive, Quantum Dynamix “My New Year’s resolution is to effect positive change in my community.”
GENERAL TIPS FOR KEEPING RESOLUTIONS:
DR. KRISTEN ALBERT, President, Turning Points LLC
• Be aware of “all or nothing” thinking and shift it to a middle ground.
• Be aware of homeostasis so as to not let a bump in the road derail you from getting back on track. • Enlist the assistance of others for accountability.
• If your resolution is a big one, give attention to other needs that may keep you from reaching your goal.
• Keep a daily journal; write about your resolution, why it’s important to you, and your successes and challenges along the way. • Find a coach to help keep you accountable to your goal and to help you navigate through the inevitable challenges.
• Consider the WHY of your resolution first, then the WHAT you want, then the HOW you’ll do it. • P erfection is a myth. Recognize your humanness and give yourself grace to accept detours. Get back on track as soon as you can. • Share your resolution with others. Ask for help when you need it.
SCOTT BURKY, Chief Operating Officer, Rhoads Energy “My New Year’s resolution is to be more present, slow down and enjoy the moment.” CHRISTY MOYER, Charter Sales, Elite Coach “My New Year’s resolution is to visit my parents at least once a month.”
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TIPS FOR KEEPING YOUR HEALTH & WELLNESS NEW YEAR’S RESOLUTION: CHARLENE GOCKLEY, Owner, Infinity Skin, LLC
• Don’t set your goals too high. — Such as I want to lose 30 lbs, I'm going to exercise every day, I am going to follow a strict diet and not cheat. Set small goals and then work towards the big ones.
• Make time. — If you are serious about this, you must put time into your schedule like any other appointment. You must make it a priority and this could mean declining other offers. • Don’t get frustrated. — Getting started can be the hardest part. Search out professionals to help you. Find a nutritionist or personal trainer and make an investment in your health. Put a few dollars towards your fitness instead of going out to dinner, shopping, etc. The long term effects are much more gratifying and worth it.
• Find a buddy to work out with. — Hold each other accountable or sign up for group fitness classes or group training classes.
• Find a nutrition plan that is sustainable. — We need a balanced diet. This should include proteins, carbohydrates and fats. Ideally we should eat small meals throughout the day so we don’t feel hungry and to speed up your body’s metabolism. • Be patient. — Ideally you should lose one to two pounds a week, and this is when following a well-planned out nutrition plan along with exercise. This is the best and healthiest way to lose weight. Keep in mind when you lose the weight slowly it will stay off and not come back on so quickly such as when you follow a trendy diet or use alternative supplements, diet pills, etc.
TIPS FOR KEEPING YOUR FINANCIAL NEW YEAR’S RESOLUTION:
ANDREW WALLOVER, Managing Director, Financial Advisor, Northwestern Mutual
• Create a budget: — Identify where you are spending your money. www.themint.org
— Review your budget the morning after payday — Save first; Pay your bills; Spend guilt-free
+ Engaged Business and
Advertise in Lancaster Thriving!, the Official Lancaster Chamber Magazine
• Have a plan: — Whether you are planning for yourself or for your family — Set realistic goals and have time frames to act as checkpoints
— Identify Needs vs. Wants
— Seek professional help for accountability and customized options
• Be prepared to sacrifice: — Everyone loves the result of change, it is the process of change that is the challenge. The question then becomes, “What are you willing to sacrifice to achieve the desired result?”
PATH TO G RIV THPA THINTO THRIVING PATH TO THRIVING succeed… If at ﬁrst you don’t ies Compan n Emeritus, High Dale High, Chairma
If at ﬁrst you don’t succeed…
BY ALLISON BUCHER, Communications Director, The Lancaster Chamber of Commerce & Industry Contact Allison at firstname.lastname@example.org
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Mailed directly to more than 4000 Lancaster County business owners, C-level decision makers, civic, social and municipal community leaders, and into hundreds of high-traffic locations throughout the county, Lancaster Thriving! promotes business and entrepreneurship through content focusing on transformative industry and community news and ideas. Additional readership is achieved through bulk distribution at Chamber and community events, and online, digital dissemination.
For Advertising Information & Opportunities Contact: Kay Shuey | Kay@HoffPubs.com | 717-454-9179
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10/21/16 12:46 PM
What Will Influence Your Budget in 2017?
CLICKHERE HERE LICK to share with us what will influence your budget in 2017 or email us at email@example.com or post to The Chamber’s social media channels – Facebook: The Lancaster Chamber of Commerce & Industry or Twitter: Lanc_Chamber using #LCCIThriving.
A. B. C. D. E. F. G. H.
Health insurance benefits Hiring Increases for employees Department of Labor’s new overtime regulations Changes in taxes Regulatory compliance Other – please specify All of the above
Protecting what you’ve worked so hard to build. You’re all about your business. We’re all about helping you protect it.
THE LANCASTER CHAMBER’S CAPITAL CAMPAIGN
We know construction, employment, and business law, and we can help protect your company. Committed to preventing and solving legal issues, we offer you a proactive approach. We’ll answer your questions and provide practical advice in clear language to help you comply with laws or resolve disputes. Trust us to protect the success you’ve built. Learn more at www.h-dlaw.com.
717-872-6966 | akinteriorsllc.com Follow us on Facebook and Instagram
Employment | Construction | Business
62 | LANCASTERTHRIVING! | Fall/Winter2016
2306 Columbia Ave Lancaster, PA 17603 717.291.2236
Join these individuals and companies that are helping to Build for Greater Impact through their generous contributions to The Foundation of The Lancaster Chamber’s Capital Campaign. It is because of their generosity that The Chamber can help all people thrive, all businesses excel and our communities prosper.
To schedule a meeting to learn more about how you can get involved with the Campaign, contact Sarah Maser at The Chamber at 717.397.3531. LancasterChamber.com
Pennsylvania College of Health Sciences graduates healthcare professionals who serve throughout the region. The schoolâ€™s new stateof-the-art campus at Greenfield Corporate Center was designed by Greenfield Architects Ltd., constructed by High Construction Company, and managed by High Associates Ltd.
The New New York Bridge will replace the Tappan Zee Bridge over the Hudson River in 2018. The largest US transportation designbuild project ever, the bridge includes approximately 50,000 tons of steel fabricated by High Steel Structures LLC and transported by heavy-haul specialist High Transit LLC. Photo: New York State Thruway Authority
Serving Pennsylvania and Beyond Since 1931. The High companies are 85 years young, and celebrating the completion
of two of the most significant projects in our history. We are deeply 2016
grateful to our partners at the Pennsylvania College of Health Sciences and Tappan Zee Constructors, and honored to be part of their vision. High is helping to build the world of the future. Let us help you build yours. Please call 717.293.4444 or visit www.high.net.
Industry Leadership. Environmental Stewardship. Community Commitment.
Solutions you can trust.