Celebration Held to Welcome New Great Lakes Vessel M/V Thunder Bay to the Port of Thunder Bay
Ontario launch of new Northern Ontario Heritage Fund Corporation (NOHFC) programs Wataynikaneyap Power takes another major step to connect remote First Nations to provinceâ€™s power grid To Compete or Non-Compete? Changing the method of election of City Council: Question on the 2014 Election Ballot Harper Government invests to support community and business development and growth in the Thunder Bay
Lowerys Host Trade Show in Their New Location
21st Annual Tbaytel Luncheon of Hope Held in Support of
THUNDER BAY BUSINESS NOVEMBER 2013
Celebration Held to Welcome New Great Lakes Vessel M/V Thunder Bay to the Port of Thunder Bay Thunder Bay, September 27, 2013 – Canada Steamship Lines (CSL), the Thunder Bay Port Authority and city officials held a celebration today to welcome the newly-built Trillium Class vessel, the Thunder Bay, to its namesake city for the first time. The vessel was named Thunder Bay as
The Thunder Bay is the third of four new Trillium Class vessels to join CSL’s Great Lakes fleet. Conceived and built as part of CSL’s ambitious fleet renewal program, Trillium ships are equipped with the most advanced, sustainable and safe technologies available on the market today. “We built these ships to meet the high environmental standards expected by the
tial part of our local economy, creating jobs and helping to attract investment to our region. Fleet renewal by Canada Steamship Lines and other Canadian shipowners will help ensure that our port remains competitive and sustainable. We are honoured to have this beautiful ship named after our city and to receive a model of the M/V Thunder Bay as a gift for the community.”
Louis Martel, President Canada Steamship Lines above right gave a tour of the “ Thunder Bay” Below: Thunder Bay ship captain showed the elaborate navigation system on board! part of the revival of the trusty ‘Bay’ series in the St. Lawrence and Great Lakes fleet, and in honour of the Port of Thunder Bay. The Thunder Bay, which is equipped with state-of-the-art systems that reduce fuel consumption and air emissions, arrived at the port light ship after discharging iron ore pellets in Nanticoke, Ontario. In Thunder Bay, she will load wheat, which she will discharge in Montreal, Quebec.
communities in which we operate,” said Martel. “The Thunder Bay and all Trillium
Greg Arason, Chair of the Board of the
Canada Steamship Lines is a division of The CSL Group, the world’s largest owner and operator of self-unloading vessels. Headquartered in Montreal with divisions based in the United States, the United Kingdom, Norway, Singapore and Australia, CSL delivers more than 70 million tonnes of cargo annually for customers in the construction, steel, energy and agri-food sectors. Trillium Class is a trademark of The CSL Group. Greg Arason, Board Chair of the Thunder Bay Port Authority, “ The real value is the investment and confidence in the system, the Great Lakes Seaway. It is something we have wanted for a long time- to see reinvestment. We see this ship, the Thunder Bay, coming on board and others as well as work that is being done along the seaway. It is a great day for the Port because it signals there is a future for the Port. We compete with Duluth for grain on the seaway for example. This means to us that there is a commitment to service this Port, to store a lot of grain. It is a signal that the grain industry is behind us and we are here to do business and move their product. It is a big investment with this ship, the technology the fuel efficiency and ease of loading. There are many benefits and I think we will see this continue.” Louis Martel, President Canada Steamship Lines
Thunder Bay Mayor Keith Hobbs joined Louis Martel, President of Canada Steamship Lines, and Greg Arason, Board Chair of the Thunder Bay Port Authority, at the port to celebrate the ship’s arrival. During a formal ceremony, Louis Martel, President of CSL, announced that the company would donate a 2.4 meter-long (8feet) model of the Thunder Bay as a gift to the community. Martel also paid tribute to the importance of the Port of Thunder Bay to the company’s business. “The Port of Thunder Bay is the gateway for Prairie farmers to export their grain via the Great Lakes-Seaway system to overseas markets in Europe, North Africa and the Middle East.”
Class vessels use 15 per cent less fuel, release fewer emissions and dust, and provide outstanding operational efficiency.” Thunder Bay Mayor Keith Hobbs said: “The Port of Thunder Bay and the marine shipping industry have long been an essen-
Thunder Bay Port Authority, said: “The investment in new state-of-the art vessels for the Seaway provides confidence for the future. To have one of the first new ships named after Thunder Bay is a great honour.”
“ We are very excited to be in Thunder Bay today with the Thunder Bay ship. This is the third of 4 trillium class vessels we have commissioned. The class trillium was chosen to signify our commitment to the environment as well as efficiency and the commitment to our customers and the industry.” “ This ship has all the latest technology including a high efficient engine from a fuel combustion point of view. All of the equipment was chosen for this. We have a power take off from the engine to generate power and don't have to use generators. We have LED lights, variable frequency motors, a bow and stern cluster that helps move the ship. There are 18 crew members on this ship. “ It will take the Thunder Bay 5 days to reach Montreal from here. The ships are moving for 9 1/2 months and don't stop. They get maintenance in the winter. This ship can't go in the ocean. It is not built to go on the ocean and had to be reinforced for the journey from China where is was built at a cost of around $45 million.”
THUNDER BAY BUSINESS NOVEMBER 2013
Publisher’s Note Scott Sumner Many people have a bucket list they want to achieve and on mine was visiting the hometown of my golf hero growing up, Jack Nicklaus. Nicklaus, the best golfer of all time with 18 major wins, designed and created Muirfield Village, Dublin, Ohio. In October this venue played host to the Presidents Cup, a competition held every
two years between the USA and the rest of the world, excluding Europe. They compete against Europe with the Ryder Cup. It is really quite easy to get to Columbus
with a quick flight to Toronto and then even shorter flight to Columbus. This area has a quite stable diverse economy with medical, insurance, banking, health care, a
President Miranda Bolt Graphic Designer
Columbus, Ohio Great City To Visit great tech centre and Ohio State University which is one of the largest in the US. Columbus has stayed ahead of the curve especially when it came to the recession. There is lots to do in the Columbus area and attending a hockey game between the NHL Columbus Bluejackets and Calgary Flames was fun at the Nationwide Arena. “ This area used to be the site of the old
to attend games. There are over 60,000 students every year going through the University. The Dublin area is great for golf and have a lot of good top ranked public course you can play. “ Golf Magazine ranked us the second best golf market in
Peacock. “ We have hockey here, the Columbus Blue jackets, and you can get in and see a game here as we have tickets available. You can visit www.exeperiencecolumbus.com We have hotel booking right there, links to purchase to purchase ticket to the zoo or hockey games.”
the US a few years a go. We also have good hotel options where you can stay downtown or be in the suburbs. Our new Hilton is a model for them and feels like a boutique hotel and is very reasonably priced. We have good airlift and the drive is around 6 hours from Toronto,” said Scott
Just before the awards ceremony of the Presidents Cup I had the opportunity to talk to Jack Nicklaus, one on one, for 5 to 10 minutes. That topped off the whole trip for me and as they say in the Mastercard commercials was “ Priceless”.
Ohio penitentiary. It was completely torn down and the arena and building surrounding with are mixed uses, is called the Arena District. The arena was built out in
2000. There used to be nothing here and just the gap between downtown and the Ohio State University site,” said Scott Peacock, Public Relations Manager for Experience Columbus. “We pride ourself on having a very clean and safe city. We recently tore down an old abandoned mall and made it green space in the downtown area. It is a family friendly community.” Dublin is a suburb to the north and west of Columbus where the Muirfield Village Golf Club is located. The Presidents Cup competition was a rainy one but fun to see up close and personal. Standing on the first hole tee box area meant you were a few feet away from former US President George W. Bush, Jack Nicklaus as well as Tiger Woods and others. As a Canadian it was fun to see Saskatchewan born PGA player Graham Delaet compete and do so well. The USA squad won the event fairly easily although not without some final holes surge from the Internationals. The Columbus Zoo is one of Columbus’s gems. It is the number one zoo in the US and home to well known Jungle Jack Hanna, who is director emeritus. They are expanding to include an open air African Safari. The zoo itself has a waterpark attached and a golf course. Visiting the zoo is a whole day in itself. Ohio State University is located in Columbus and is the largest university in the country. They are a major employer and economic driver. Their stadium for football can hold over 105,000 people. People come in from all over the country
THUNDER BAY BUSINESS NOVEMBER 2013
Ontario Launch of New Northern Ontario Heritage Fund Corporation (NOHFC) Programs. Ontario is helping to build a stronger, more diverse economy while creating jobs in Northern Ontario with the launch of new Northern Ontario Heritage Fund Corporation (NOHFC) programs. The programs will be aligned with business sectors that have high growth potential, as identified in the Growth Plan for Northern Ontario. The five new, enhanced NOHFC programs include: - Strategic Economic Infrastructure Program - Northern Community Capacity Building Program -Northern Innovation Program - Northern Business Opportunity Program, and - Northern Ontario Internship Program Investing in northern business expansion is part of the government's economic plan to invest in people, invest in infrastructure and support a dynamic and innovative business climate. QUOTE “The NOHFC is a tremendous tool for economic stimulus and job creation across the North. We’re leading a strong future
Michael Gravelle, Minister of Northern Development and Mines with Keith Hobbs, Mayor of Thunder Bay powered by this $100 million economic development fund. By aligning our programs with key growth sectors outlined in the Growth Plan for Northern Ontario, we can maximize opportunities for economic growth and prosperity, building a stronger,
more diverse northern economy with the right climate to attract investment and create jobs.” — Michael Gravelle, Minister of Northern Development and Mines and chair of the NOHFC
“I am very pleased that our government, through programs like the NOHFC is continuing to support important investments that are creating new jobs and improving the lives of countless families across Northern Ontario. By better aligning the NOHFC’s programs with the Growth Plan for Northern Ontario we will create new opportunities which will result in better jobs and a stronger Northern Ontario economy.” — Bill Mauro, MPP Thunder BayAtikokan QUICK FACTS - The NOHFC will be accepting applications under its enhanced programs starting October 21, 2013. - Since 2003, NOHFC has committed more than $890 million to about 5,800 projects, creating or retaining nearly 23,000 jobs in Northern Ontario. - The Growth Plan for Northern Ontario was released in March 2011 and it is an economic blueprint that will guide government priorities, initiatives and investments in the North.
Wataynikaneyap Power Takes Another Major Step to Connect Remote First Nations to the Province’s Power WP takes another major step to connect remote First Nations to province’s power grid October 17, 2013 — Thunder Bay: Wataynikaneyap Power announced today that the company and AECOM, working in association with PowerTel and Deutsche Bank, have signed a Memorandum of Understanding to help build a new transmission line in Northwestern Ontario. The AECOM-led team will provide design, construction and financial servic-
es for the project. A qualified, licensed transmission partner will also be selected, who will partly own and operate the line. The project’s first phase is a new transmission line to Pickle Lake, Ontario. The second phase will consist of connecting remote First Nations communities to the provincial power grid. “Our goal is the grid connection of remote communities and the elimination of dependency on diesel generation,” says Margaret Kenequanash, chair of Wataynikaneyap Power. “There are many health, safety, and environmental
concerns with diesel generation and it does not meet the needs of our communities. Grid connection will change that, and our partnership will provide the necessary expertise to move this important infrastructure project forward.” “AECOM and our project partners share Wataynikaneyap Power’s vision to bring grid transmission connections to other remote areas in the region,” said Damien Tholomier, AECOM’s regional energy business line leader in Canada. “We are excited that this work will improve residents’ quality of life while creating infrastructure that meets the highest technical and professional standards.” Wataynikaneyap Power is currently 50 per cent owned by 18 First Nation communities and Goldcorp. Over the long term, ownership of Wataynikaneyap Power by the First Nation communities will gradually increase to become a predominantly Aboriginal-owned enterprise expanding its development of other transmission line projects in the north. Once developed and operational, this project will benefit member communities by providing consistent, accessible, and reliable electric power, enabling economic development and opportunities for employment. About Wataynikaneyap Power: Wataynikaneyap Power is a First Nation led company working to design, permit, construct, own and operate a transmission line to bring additional grid connection to Pickle Lake and beyond to connect remote First Nation communities in
Northwestern Ontario. The company's vision is to provide reliable and accessible power for residents, businesses, and industry in the region and realize economic opportunities for First Nations. More information about Wataynikaneyap Power can be found at www.wataypower.ca. About AECOM: AECOM is a global provider of professional technical and management support services to a broad range of markets, including transportation, facilities, environmental, energy, water and government. With approximately 45,000 employees around the world, AECOM is a leader in all of the key markets that it serves. AECOM provides a blend of global reach, local knowledge, innovation and technical excellence in delivering solutions that create, enhance and sustain the world's built, natural and social environments. A Fortune 500 company, AECOM serves clients in more than 140 countries and had revenue of $8.2 billion during the 12 months ended June 30, 2013. More information on AECOM and its services can be found at www.aecom.com.
THUNDER BAY BUSINESS NOVEMBER 2013
Lowerys Host Trade Show in Their New Location BY SCOTT A. SUMNER
Thunder Bay BUSINESS The brand new state of the art Lowerys location on Central Ave was a busy place recently when they held their 2013 Tradeshow and Sale. On site were manufacturers reps from across Canada to provide information about their product offerings. “We are very excited to host this event. Our main focus was to drive traffic into the store. We are all creatures of habit and
Lowerys can expand in these areas. We can support them from the back end. You don’t have to be trained on all the technology as we have engineers on staff that can help the Lowerys customer. We can offer next day service with our products.” A growing new area of products for Ingram Micro is security. They have a complete division with over 20 vendors that specialize in products like cameras that you put up in your store or for remote monitoring. There is facial recognition software and even spacial software so that you know if someone comes in to an area
Top page and clockwise: 1.Shawn Christie of Lowerys,2. Ron Evans,Spicers, Scott Christie, Lowerys and Tom Daenick, Spicers,3. Terry Law, Lowerys and 4. Mike McLachlin of Ingram Micro with all our products and deal with 50 different mills around the world. We only align ourselves with the mills that have the same feelings on sustainability as we do.” “ After 31 years in the business I can say this new Lowerys facility is state of the art and a huge step up from where the industry was and is going. It has a total product offering. They have done their homework with this store.,” said Evans. used to going into certain places. We made a big investment in this property and have something new and exciting,” said Shawn Christie, Partner with Lowerys. “ People have to come in and see this store because it is absolutely spectacular. We are proud to have this for the community and offer a different shopping experience. We spent a lot of time putting this concept together. Today is going well and we have had hundreds of people here.” Mike McLachin is a Sales Executive, Ingram Micro Mississauga and Richmond BC. This company is an IT Distributor and carries logistics and distribution technology in Canada and the world.
an alarm will go off and can be sent to a computer or mobile device. It is really about securing an area for companies. The business owner could set this up in their residence as well. Fingerprint scanners are available which would unlock a door. It can also log when someone comes in. “ There is so much information available today. It is like drinking from a fire hose. You want to make sure that the things and data that is relevant for you is available.” said McLachin. Ron Evans, Western Sales Manager, Edmonton and Tom Daeninck, Sales Manager of Spicers, Winnipeg were on
A big part of our world today is technology and it was fun to get a first hand demonstration from Terry Law, Manager of IT and Chief Information Officer for Lowerys using Windows 8 technology and touch screens. Terry is passionate about technology and it really shows!
“ Lowerys is a great customer for us and we are happy to be at their 2013Tradeshow and Sale. They are unique because they serve corporate Canada and also have a consumer base as well,” said McLachin. “ We offer printers, USB keys, laptop and desk top computers, physical security products like cameras, data capture and inventory control. The customer can fulfill their technology needs with these products. The partnership is expanding areas so
your company, called Thunder Bay Business, with a spreadsheet we made called Scott. It has my work with you in it. Without having to even think about it that spreadsheet is now on my desktop. My documents are synchronized. On my smart phone, with out me having to do a thing, here is the spreadsheet I created on my desktop. I made a change to it on my lap top and now we are reviewing it on my Samsung Galaxy phone without me doing
hand at the event showcasing their paper products. “ We carry 7000 SKU’s of paper products and also offer graphic supplies including the equipment, plates and inks. We are partners with Lowerys and have a great relationship,” said Ron Evans. “ The big issue in paper today is sustainability and the environment. People are concerned about where the paper is coming from and whether it is recycled. We are certified
“ Thunder Bay has many small business owners and it used to always be we had to think about our personal life and then we thought about our business life. Nowadays is it just life! Some people have said to me isn't it a bad thing to always have your office in your pocket? I don’t think it is a bad thing because it allows me to go see my kids ski, see my kids play volleyball and still be connected to my office and get a lot accomplished. It makes my day more valuable. There has been more than one time I have pulled my motorcycle off the road, pulled out my Smartphone and dealt with some things from the office,”said Terry Law. “ Today I have Windows 8 with touch screen technology backed up by some cloud storage. I just created a folder for
anything,” said Law. “ It is about quality of life. I just snapped a picture of you with my smart phone and it is on my desk top automatically.” The traditional desktop phone set doesn’t exist for Terry Law anymore. “ My phone is a computer and I wear my head set. I can dial a call right off my desktop. It is all converged. I can take my laptop home and have my business phone right there. I do want to say though, it is not always about being reachable, it is about quality of life that allows you be productive so you can do more other things you want to do. We don’t always want to sit at our desk all day long,” said Law. “ It is amazing to see where the technology has come but we are just seeing the beginning of technology. It is an ability to deal with all this information. We will next see a smart device called “digital assistant” that will decide for us what information we need to look at. Technology is coming into our life!”
THUNDER BAY BUSINESS NOVEMBER 2013
21st Annual Tbaytel Luncheon of Hope Held in Support of Exceptional Cancer Care Thunder Bay, ON – Today at Thunder Bay’s Victoria Inn Hotel and Convention Centre, the Tbaytel Luncheon of Hope celebrated its 21st year and continued its tradition of providing hope and inspiration to hundreds of women across Northwestern Ontario. This year’s Luncheon focused, once again, on raising funds for breast cancer education, research, diagnoses and treatment, with a special focus on raising funds to support the newly announced Exceptional Cancer Care Campaign. “We know that if we don’t update our aging medical equipment used for
breast cancer diagnosis and treatment, we will quickly fall behind in the capability to provide advanced care,” remarked Jody Nesti, Board Member, Thunder Bay Regional Health Sciences Foundation. “Support from attendees at the Tbaytel Luncheon of Hope ensures that our Cancer Centre will be able to provide breast cancer patients the best chance of surviving their cancer by finding it early and treating it with the most advanced techniques possible.”
Luncheon. “It was the words of Bif Naked at this Luncheon two years ago that motivated me to check a suspicious
this event, to ensure that we continue to have this type of cancer care available.”
One cancer survivor who knows the importance of early detection and topnotch treatment is local real-estate agent Nina Ruberto, who spoke at this year’s
The Tbaytel Luncheon of Hope Organizing Committee, along with Guest Speaker, Maureen Holloway.
lump,” she said. “What followed was an unimaginable journey through surgery, chemotherapy and radiation therapy to fight a very aggressive breast cancer. However, I can’t say enough about how awesome our Cancer Centre is. There’s enough to worry about when you’re having cancer care, but the people here and the access to the equipment that we have means you don’t have to leave town to get the best care available. We need to raise funds, like we’re doing at
Guest speaker Maureen Holloway, a national broadcaster and breast cancer survivor, hopes that her story will inspire other women, like Nina, not to ignore any warning signs. Holloway was very public about describing her breast cancer journey while it was happening, which she realizes, is not for everyone. “I took the approach that I needed to have laughter in my life and, for me, that involved sharing details about what was happening and finding the humour in it. Breast cancer isn’t fun, but having gone through it, I’ve come out stronger, with a different outlook on life. I live my life much more in the present – I want to do things today, not tomorrow, because I don’t want to be sorry in the end.” Glenn Craig, President and CEO, Thunder Bay Regional Health Sciences Foundation remarked, “Every year the Tbaytel Luncheon of Hope has a slightly different feel to it. But one thing that never changes is the feeling of support, encouragement and hope that takes over the room. I know that all of us would like there to be a day when breast cancer no longer claims the lives of our loved ones, and every year, that day gets closer and closer thanks to the support of our attendees and sponsors of this event.”
THUNDER BAY BUSINESS NOVEMBER 2013
IN FLANDERS FIELDS
Lest We Forget
In Flanders fields the poppies blow Between the crosses, row on row, That mark our place; and in the sky The larks, still bravely singing, fly Scarce heard amid the guns below. We are the Dead. Short days ago We lived, felt dawn, saw sunset glow, Loved and were loved, and now we lie In Flanders fields. Take up our quarrel with the foe: To you from failing hands we throw The torch; be yours to hold it high. If ye break faith with us who die We shall not sleep, though poppies grow In Flanders fields.
Lest We Forget Remembering the sacrafices of our men and women in uniform. Thank you to our Vets & Active Personel. 409 George Street Thunder Bay, ON P7E 5Y9 Tel: 807.623.6000 email@example.com
John Rafferty, MP. Thunder Bay - Rainy River New Democrat Critic for Forestry
"Let us remember with gratitude those who served and sacrificed for our country. "Lest We Forget"".
THUNDER BAY BUSINESS NOVEMBER 2013
CANADIAN NURSES ASSOCIATION SAYS ‘IT’S ABOUT TIME’ October 23, 2013 – Thunder Bay, ON CNA’s campaign says it’s about time Canadians consider nurse practitioners as the answer to greater access to better health care. Ottawa, October 28, 2013 — The Canadian Nurses Association (CNA) campaign to raise awareness about nurse practitioners (NPs), which focuses on how NPs improve access to quality health care and reduce wait times, is being launched today in Ontario. More than four million Canadians are without access to a primary health care provider, while those that have one often have difficulty accessing care. The result is an unsustainable, heavily burdened and overcrowded health-care system. As the national professional voice of registered nurses (RNs), CNA strongly believes that adding more NPs
will improve access, lead to a greater number of health-care options and enhance care for the whole patient. “Nurse practitioners have been an important part of Canada’s health-care system for decades,” said CNA president Barb Mildon. “But Canadians would get a lot more benefit if the health-care system allowed more NPs to work to their full scope of practice. Given the current strains on our system, there’s no better time to harness the full capabilities and expertise of NPs. They’re an existing resource with a track record for improving Canadians’ access to primary health care.” NPs are RNs with additional education, advanced knowledge and nursing experience, who work collaboratively with nursing colleagues and other healthcare providers. They deliver and coor-
dinate high-quality care, order tests, prescribe medications, and diagnose and manage chronic illnesses. In B.C., Alberta and Ontario, NPs have authority to admit and discharge patients in hospitals and other facilities. “Every day, we see the positive impact that NPs are having on the health-care system and in the communities they serve. From those who work in NP-led clinics to hospitals, their expert care is benefiting hundreds of thousands of people across Ontario,” said Rhonda Seidman-Carlson, president of the Registered Nurses’ Association of Ontario (RNAO). There are more than 3,000 NPs in Canada, with more than two-thirds of them practising in Ontario. Seventy-two per cent of those in Ontario are primary care NPs who work in community set-
tings such as community health centres, family health teams, nurse practitionerled clinics and aboriginal health access centres. Other NPs work in hospital settings, in pediatrics or medical specialties with adults, or they provide services to seniors in clinics, hospitals and long-term care homes. They also work with refugees, street youth and marginalized communities, as well as in community palliative care settings and in addictions and mental health. “Nurse practitioners have been providing safe, high-quality health care for the people of Ontario for more than 40 years,” said Theresa Agnew, executive director of the Nurse Practitioners' Association of Ontario (NPAO). “They have become essential members of the health-care team. We believe that every person in the province should be able to access a nurse practitioner when and where they need one.” The campaign — whose slogan is “Nurse Practitioners: It’s About Time!” — is led by CNA in conjunction with RNAO and NPAO. First launched in October 2011, the CNA campaign targets Canada’s various jurisdictions to create a regional focus on the value of NPs. In Ontario, the campaign will involve print and radio ads, as well as transit posters, online ads and other marketing and government relations activities. For more information about CNA’s NP campaign, and to access interactive tools such as video and letters to government, please visit npnow.ca. The Canadian Nurses Association (CNA) is the national professional voice of registered nurses in Canada. A federation of 11 provincial and territorial nursing associations and colleges representing more than 150,000 registered nurses, CNA advances the practice and profession of nursing to improve health outcomes and strengthen Canada’s publicly funded not-forprofit health system. The Registered Nurses’ Association of Ontario (RNAO) is the professional association representing registered nurses wherever they practise in Ontario. Since 1925, RNAO has advocated for healthy public policy, promoted excellence in nursing practice, increased nurses’ contribution to shaping the health-care system, and influenced decisions that affect nurses and the public they serve. The Nurse Practitioners Association of Ontario is the professional association and voice of NPs in Ontario.
THUNDER BAY BUSINESS NOVEMBER 2013
Getting Your Foot in the Door 7 steps to successful cold-calling by Jeff Mowatt "The problem with my salespeople is they're not cold calling enough!" That's the concern I hear most often from sales managers and business owners when I speak at conventions on how to boost sales. Yet when I examine their cold calling strategies, I generally find they're ill conceived. Decision-makers in most organizations soon grow weary of the large number of salespeople phoning them. So if you're not well trained when you cold call, I guarantee that you'll face a lot of rejection. On the other hand, when you're professionally trained, cold calling is easy and tremendously profitable. Here are 7 steps to boost your cold calling success. 1. Create a targeted telephone list. Have the list of people you're going to contact within easy access so that you can make several calls without stopping. You can create your list through trade association directories, chambers of commerce and even your local library. You can also purchase lists from private companies listed under "mailing lists" in the yellow pages. The best list is the referrals you obtain from current customers. Phone your satisfied clients and ask them how your product or service has been working for them. When they rave about your excellent service, ask "I wonder if you could give me some advice? (pause) I'd like to contact other people who might also be interested in this, is there anyone who you would suggest I contact?" That's it. The key phrase is that you are asking for their advice. People are so flattered to be asked for advice that in general, they'll go out of their way to help. While you are generating your list of calls, it's also a good idea to have a contact management system to keep track of your calls and when you'll follow-up. 2. Set a goal and script your call. Be clear about what the goal is for your call; be it to set up a meeting, send literature, or whatever. Then write a script to achieve that goal. That's not to suggest that you'll recite the entire conversation, just the first few key statements. Though this may seem artificial, most successful salespeople use a script to ensure that they consistently have a strong impact. On the telephone you don't have time to make mistakes. Every word counts, so you must be prepared.
have a separate purchasing department for that purpose. So ask the switchboard operator or the receptionist to speak with, "The person who makes the decision regarding . . ." When attempting to contact the key person, avoid leaving voice mail messages the first two times you call. Unfortunately, it's relatively rare that people who have buying authority return unsolicited sales calls. If, after the third attempt, you still can't reach them, then leave a voice mail message. But make sure you've scripted a powerful message that has a compelling reason for them to return your call. That's another reason why it's important to prepare a script in advance. "Do not ask a stranger on the telephone, "How are you, today?" 4. Introduce yourself and get to the point. Do not ask a stranger on the telephone, "How are you, today?" They realize that you don't know them and you really don't care how they are. So they think you're wasting their time. Don't fake familiarity. Here's how your conversation with the decision maker might begin: "Hello, Mary. We haven't met yet. My name is Jeff Mowatt, with JC Mowatt Seminars. I wonder if you might help me. The reason I'm calling is that I understand that you're the person who's in charge of staff training. Is that true?" Notice the phrase I wonder if you might help me. Showing humility this way appeals to the other person's desire to come to your rescue. 5. Give a benefit statement. This is a clear, simple statement that indicates what the benefit might be of them doing business with you. For example, "The reason I'm calling is to find out if we might be able to enhance your staff's ability to gain and keep customers." At this point you've said enough. It's time for the other person to get some control. So, follow that benefit statement with, "Do you have a moment to talk?" If they do, then go on to the next step. If they don't, then ask when would be a good time to call them back and then follow-up accordingly.
3. Locate the decision-maker.
6. Share your Unique Selling Proposition.
In some cases, the decision-maker is not necessarily the person who does the buying. The organization may
In 2 or 3 brief sentences share the benefit of your services, what is unique about it, and one piece of evi-
dence that this works. This is known in selling circles as your USP or unique selling proposition. The USP is the compelling argument why people should buy from you vs. someone else. Of course the sale only begins when the customer perceives a need, so you need to then shift the focus of the conversation from you to identifying their needs. 7. Accomplish your goal. If your goal is to set up a meeting, suggest to the person, "Perhaps we can sit down together and . . . (give them a general idea of what you'll do in the meeting - usually about identifying their needs)." Notice the phrase sit down. That implies a face to face meeting without the time consuming inconvenience associated with having a meeting. Keep in mind that some prospects are so leery of telephone solicitors, that they have to be completely sold on the phone before they'll agree to see you in-person. So you need to know how to probe, summarize, make an emotional connection, ask for the order, and deal with objections - all the aspects of selling- before you start cold calling.
Training is the Key Cold calling doesn't have to be a demoralizing knuckle-biting activity. It can, in fact, be motivating and extremely profitable - providing you have the right training. Customer service strategist and professional speaker, Jeff Mowatt is an authority on The Art of Client Service . . . Influence with Ease速. This article is based on the critically acclaimed book Becoming a Service Icon in 90 Minutes a Month, by customer service strategist and professional speaker Jeff Mowatt. To obtain your own copy of his book or to inquire about engaging Jeff for your team, visit www.jeffmowatt.com or call 1.800.JMowatt (566.9288).
THUNDER BAY BUSINESS NOVEMBER 2013
To Compete or Non-Compete? © 2013 Brian Babcock That question may be answered by noncompetition agreements included in employment contracts, or agreements for the purchase of a business. However, clauses of that sort are not always
Legal Matters enforced by courts. Whether they will be enforced or not depends upon the nature of the agreement, and the surrounding facts. Traditionally, non-competition agreement are presumed to be not enforceable
in most cases, because they violate the public’s interest in free competition to reduce prices and increase choice, and because it is unfair to deprive a departing employee of the means to make a living. Employers usually have more bargaining power than employees, and may impose these agreements on a reluctant new hire hungry for a job. There is seldom extra pay compared to similar jobs without non-competition clauses. In the employment law context, it still is the law that the employer will have a hard time convincing a judge that a broad non-competition clause is reasonable. A recent Supreme Court of Canada decision, however, reminds us that there is a difference between the employment con-
text and the sale of a business. The power relationship in negotiating a business is normally more balanced. Often, the “goodwill” is part of the deal. It would be unfair for the seller to essentially try to steal back what they sold. The Supreme Court presumes that noncompetition agreements in the sale context are enforceable, which is a fresh statement of the law. A vendor who wants to compete with his or her buyer in the face of a non-competition clause must prove that the non-competition agreement is unreasonable- the opposite of the employment situation.
smooth transfer of knowledge and the vendor may get tax advantages. The Supreme Court decision does not clarify which category these contracts will fall into. Until we get guidance from future decisions, we will look at the facts to determine whether the employment contract stands on its own, or is really just a part of the sale. The more it looks like a sale, the more likely the non-competition clause will be found to be reasonable. Lawyers help you know that you are signing enforceable contracts. At Weilers, our commercial lawyers and employment lawyers work together to achieve results.
This creates a grey area for purchases where the vendor, as part of the deal, signs an employment contract. These are popular because the buyer gains a
Changing the Method of Election of City Council: Question on the 2014 Election Ballot The original intent for the composition of City Council, as proposed and achieved by Councillor Rene Larson in the 1980's, was to provide citizens with the satisfaction of being able to elect at the minimum a majority of members to Council, ( 1 Mayor, 1 Ward Alderman, 5 Aldermen At Large). This hybrid process was an evolutionary step in ensuring that the territorial additions to the new (1970) City of Thunder Bay would be well-represented. Prior to amalgamation large number of elected members were residents of geographical clusters around or near the Mariday and the Vickers Parks neighbourhoods. Clearly as we have morphed to new ter-
minology (Councillors) and we truly can be said to be 1 City, the hard-line divisions between Fort and Port have been
softened and dissolved. The growth and blending of residential, commercial, institutional, and industrial zonation have also contributed to a true sense of one community along with numerous social and cultural transmogrifications. As there does not seem to be an appetite to reduce the number of representatives for various reasons the simplest way for citizens to feel closer to the democratic process is to equalize their job descriptions to representing all of the people all of the time in all parts of the community. This is validated by the fact that all members of Council vote on all matters- no matter what the location. As we occupy a City in which all such matters can be known, studied, and researched by all (witness Planning Committee items), and as importantly
that many of these have financial implications which are decided, again by all, either during Budget deliberations or afterwards, then indeed the equality of representation should accordingly follow suit. When we are asked to vote on specific ward issues, we all vote on them further confirming that we have matured to a situation whereby we can be one City without geographical bias. Every Councillor should be as knowledgeable about every spending or strategic issue because of its direct impact on finances. The physical size of wards at present is as varied as their populations thus an all At-Large system would equalize the work loads. An equalized work load would balance out the number of councillor enquiries for assistance throughout the 12 Councillors and our Mayor. Equalization would further ensure that the number of outside Boards and Committees would see a more even sharing of duties. With the instantaneous communications we now receive several times a day the information provided to us makes us more aware of issues that formerly were solely Ward purviews. Thus we de facto have come to address most issues of concern or contention in an At-Large fashion. We have demonstrated on many occasions the spirit of unification especially in times of crisis. There are no Ward boundaries when it comes to solving problems as recently exemplified by "The Flood". We have grown as a City and should now take the final step to our maturity as a
unified community. Thus I have proposed that a question be placed on the ballot for the 2014 Municipal Election that would provide the voters the opportunity to voice their view of this matter. The following motion will be presented to the next Committee of the Whole meeting for consideration: "In order to allow the voters of Thunder Bay the opportunity to express their view of a change in the method of election City Council we recommend that a question be included on the ballot for the 2014 Municipal Election that seeks support for a change so that all Councillors would be elected as At Large members; AND THAT Administration prepare the question in accordance with the Municipal Elections Act, 1996; AND THAT a public meeting be held to hear public response to the question in preparation of finalizing the question and submitting it to the Minister of Municipal Affairs and Housing for approval in accordance with the Municipal Elections Act, 1996; AND THAT any necessary by-laws be presented to City Council for ratification.” Hopefully the citizens of Thunder Bay will receive this change positively to ensure more effective communication and representation, Respectfully submitted, Ken Boshcoff Councillor At Large
THUNDER BAY BUSINESS NOVEMBER 2013
Screen for Life Coach Now Available in Thunder Bay (Thunder Bay - Friday, October 25, 2013) – The Screen for Life Coach provides cancer screening services to women at more than 60 locations across the Northwest. During the summer months the Coach travels across the region, but with winter quickly approaching the Coach is now back in Thunder Bay and available to screen women at 25 different locations within the city. The new state-of-the-art Coach now provides women, who are 50 years of age and older, with access to 3 organized cancer screening programs. “This is the first time cancer screening services have been bundled into one program, offering improved and equal access
for women living in communities across Northwestern Ontario, including Thunder Bay” says Dr. Mark Henderson, Executive Vice President of Patient Services at Thunder Bay Regional Health Sciences Centre (TBRHSC) and Cancer Care Ontario Northwest Regional Vice President. In order to provide all 3 screening programs, modifications in design had to be made. Lauren Beach, Mobile Coach Lead in Prevention and Screening Services at TBRHSC says, “The Coach has a modified mammography suite where a new digital mammogram machine screens for breast cancer, and a new Nurse Exam room where Pap tests for cervical cancer
screening and ColonCancerCheck Fecal Occult Blood Test (FOBT) kits for colorectal cancer screening are provided.” It might be surprising to hear that the Coach screens women in Thunder Bay because there is the Linda Buchan Centre at TBRHSC and the Thunder Bay Medical Centre that are available for mammography, and family health teams, health clinics, nurse-led clinics etc. for Pap tests and FOBT kits, but women in Thunder Bay still struggle to access cancer screening services. “Between the three sites in Thunder Bay we make sure that women are well covered, and the nice thing about the coach is
that it parks at different locations across the city so you can tailor your appointment to your schedule. The addition of Pap and FOBT is really filling in the grey areas to make sure that those who do not have access to primary care still receive screening” says Beach. Women who are 50 years of age or older are eligible for cancer screening on the Screen for Life Coach. For more information or to book an appointment today call: 1-807-684-7777 or 1-800-461-7031. For more information and a virtual tour of the coach, visit: www.tbrhsc.net/screenforlife.
Lakehead University and Georgian College Explore New Pathways for Students October 23, 2013 – Thunder Bay, ON
post-secondary education in, and the economic development of, Central Ontario.”
In a time when Canada’s universities and colleges are being encouraged to work closer together to expand opportunities for students, Lakehead University and Central Ontario’s Georgian College signed a Memorandum of Understanding (MOU) today, outlining how both post-secondary institutions will embark on several new learning pathways. Today, Lakehead University President and Vice-Chancellor, Dr. Brian Stevenson, and Georgian College President and CEO, Dr. MaryLynn West-Moynes, signed an MOU outlining the following joint initiatives: 1. International Collaboration: Joint international recruiting of students from selective countries for specific program admissions; 2. In partnership with Georgian’s Anishnawbe Education and Training Circle and the Office of Aboriginal Initiatives at Lakehead University, both institutions will collaborate on the development of new student pathways and programs specifically designed for Aboriginal learners;
Lakehead University President and Vice-Chancellor, Dr. Brian Stevenson, and Georgian College President and CEO, Dr. MaryLynn West-Moynes 3. Extending opportunities for post-secondary education to Lakehead’s and Georgian College’s regional community partners using modern distance delivery modes (example: using videoconferencing/telepresence technology).
“Lakehead University is very proud to count Georgian College as an important collaborator, and I am excited about what we have accomplished,” said Dr. Stevenson. “This partnership, which ties our institutions’ growth and capacity development together, further demonstrates how Lakehead and Georgian continue to benefit
“Georgian College and Lakehead University share a commitment to addressing the postsecondary aspirations of people in Simcoe County and across Central Ontario,” Dr. West-Moynes said. “The three initiatives set out in the memorandum of understanding are excellent examples of how we are working together to create access to innovative programs that meet the needs of our communities and employers.” “We've worked very well together on this MOU,” explained Lakehead’s Provost and Vice-President (Academic), Dr. Rod Hanley. “These agreements are the culmination of numerous meetings of senior administrators and deans from both Georgian and Lakehead. Cooperation between Lakehead University and one of the most significant colleges in the country will only serve to benefit our students and communities.” Any academic programs arising from this MOU’s ongoing discussions will be subject to negotiation and approval by Lakehead University’s Senate.
THUNDER BAY BUSINESS NOVEMBER 2013
Harper Government Invests to Support Community and Business Development and Growth in Thunder Bay THUNDER BAY, Ontario, September 27, 2013 – The Honourable Greg Rickford, Minister of State for Science and Technology, and FedNor, and Minister responsible for the Ring of Fire, today announced a Government of Canada investment to attract and leverage private sector
investment, enhance tourism and stimulate business development and growth in the Thunder Bay region. “Our Government is committed to providing entrepreneurs and communities with the tools and expertise they need to take advantage of economic development opportunities that will lead to job creation, economic growth and the long-term prosperity of Northern Ontario,” said Minister Rickford. “Today’s announcement will help Thunder
Bay to expand its downtown revitalization efforts, become a sports tourism destination, and assist businesses in the region, develop and grow.” FedNor funding of more than $3 million ($3,021,114) will support 14 projects that will enhance sustainable community economic development, business growth and innovation, including youth employment and First Nation opportunities. Of the total, the City of Thunder Bay will receive $1 million for renovations to the Whalen building to support its ongoing efforts to attract knowledge-based jobs to the area and an additional $500,000 to improve the Delaney Arena and track facility to help position the municipali-
ty as a sports destination. “We are very excited about the rebirth of our waterfront district,” said Keith Hobbs, Mayor of Thunder Bay. “The federal government’s support announced today will not only help our municipality but also our small businesses and organizations as we build on our successes and pave the way for more spin-off developments and new business opportunities.” The funding announced today is provided through FedNor’s Community Futures and Northern Ontario Development Programs which support projects that strengthen sustainable community economic development,
enhance business growth, and facilitate innovation throughout the region. "Our Government remains focused on providing the right environment for economic growth, through effective cooperation across all sectors, to keep Canadians working and to ensure the long-term prosperity of all our communities," concluded Minister Rickford.