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Business Today Kingston

Your source for business and chamber news in the Greater Kingston Area

January 28, 2013

Vol. 2 NO. 1.

Queen’s Homecoming 2013 Creates Opportunities for Local Businesses By Andrea Gunn

After a four-year hiatus, thousands of Queen’s alumni and their families will once again return to Kingston to celebrate Homecoming this October. This influx into the city over two weekends presents significant opportunities for local businesses — from advertising their services to visitors, to sponsoring an event or getting involved in joint campus-community programming. While the tradition of Queen’s alumni returning to campus for reunions and football dates back to 1926, Homecoming 2013 will look very different from years past. For a start, it will be held on two weekends: October 4-6 and October 18-20. The dualweekend model is designed to better accommodate the needs of the Kingston community, local businesses, returning alumni and students. “With growing numbers of active alumni every year, it makes sense to use local resources to best effect,” says Sarah Indewey, Manager of Volunteer Relations and Reunions at Queen’s. “Over two weekends, returning grads and their families will be better able to secure their preferred accommodation in Kingston.”

Alumni celebrating a 5, 15, 25, 35, and 45-year reunion will return on October 4-6. Those celebrating a 10, 20, 30, 40, 50, and 50+ year reunion will return on October 18-20. While registration numbers won’t be known until later in the summer, 60 classes have already confirmed their intentions to join the Homecoming celebrations. “More than 7,000 Queen’s alumni are eligible to participate with their classes in the first weekend, and just over 8,500 in the second,” says Indewey. In addition, other reunions are being planned for Queen’s athletic teams and groups on these weekends. University organizers generally plan for between 10 and 30% of eligible groups to return for their reunion. Many grads bring spouses and children, with the intention of staying for the whole weekend. Each football game at Richardson Stadium is expected to attract up to 10,000 people. Programming for Homecoming 2013 is in the development stages, and it, too, will have a new look. “We’re going to blend some familiar Queen’s traditions, like a home football game on each weekend, with some fresh and innovative programming

for our alumni, students and for members of the Kingston community,” says Indewey. “Returning alumni can enjoy shopping, exploring, learning and re-discovering Kingston, so we’re looking for opportunities to showcase our city and all its resources. We are exploring things like studentorganized career networking events open to local employers, and campus educational events open to the community, as well as some fun volunteer activities that bring the whole community together.” To keep up-to-date with Homecoming plans as they develop, visit The full program for both weekends will be finalized in March. Questions about Homecoming programming can be directed to To explore the business opportunities for Homecoming 2013, including sponsorship and advertising, contact Peter Gillespie at advert@ or call him at 613533-6000 Ext. 75464.

Queen’s Nursing grads pose for a class reunion photo. More than 60 classes have confirmed attendance for Homecoming 2013 so far.

The Power of Innovation

An all-hands-on-deck approach to problem solving By Patricia Henderson

Cissec Corporation, an information engineering, system integration and custom software development provider, has a passion for making seemingly impossible ideas, possible. And, interestingly, it was founder Michael Rimmer’s passion for both technology and

windsurfing that first gave birth to this Ontario company. Rimmer, with talent for both marketing and technology, met some physicians while windsurfing in Kingston during the early 90s. The resulting conversations about health care and technology eventually led to his involvement with

the non-profit organization QUAIL (Queen’s University Advanced Informatics Lab) that conducted problem solving and integration for a number of research projects at Queen’s, Kingston General Hospital and Hotel Dieu Hospital. By 1998, they were asked to install a wireless infrastructure into the hospitals

that would allow doctors to use hand-held devices, integrate systems and provide single viewing portals for each patient. Michael Rimmer’s son, Justin, now Director of Sales and Customer Relations, says, “At that time, we were looked upon as heretics because wireless systems were in their infancy and not trusted. But

really we were pioneers!” He adds, “The QUAIL projects were so successful that we turned it into a business that supplied technology to Kingston General Hospital. We soon began to notice that the work flows in hospitals were lacking. Physicians were walking to multiple floors just to get pieces of data from various

systems. And not all information could be accessed from the same terminals. It soon became obvious that there was a gap in technology in health care.” Cissec Corporation quickly filled that gap and more, and today this family-owned company

Continued Pg. 3

Welcome to our new members: M.W. Cotman & Associates Inc.

Telephone: (613) 634-2223

We provide a full range of appraisal services from residential and recreational properties, farms, commercial, industrial and institutional properties. We have considerable expertise and experience in the appraisal of a wide range of property types to facilitate not only mortgage financing but for the Division of Assets, Expropriation and Tax and Estate Planning. This includes properties in Kingston, rural properties in surrounding areas and a wide range of waterfront properties. Mom’s Chicken

Mom’s Chicken is now serving Kingston for online food delivery orders. If you like quality homemade chicken, then

you’re sure to love Mom’s Chicken. From our homestyle fried and rotisserie chicken to family meals, there’s something to please everyone. Our selection of comfort food is just a click of a button (see our website) away from your door. Delivery available. Mortgage Brokers Kingston

We act as an intermediary between you and the largest lenders in Canada to secure the most competitive rates with the most favorable terms. We have infinite industry knowledge, world-class results and are committed to excellence. We take the time to understand your unique mortgage requirements. We offer time and cost saving opportunities, specialized knowledge, objective advice and superior customer service. Whether it’s a new purchase,

debt consolidation or the refinance of an existing property, we are with you every step of the way. We are industry leaders and one of Canada’s most respected mortgage planning specialists.

foods, spices, specialty teas, coffee, fresh quality products.

Royal Kingston Curling Club

We offer a complete selection of specialty home health care products & services, tailored to meet specific needs for health recovery and maintenance. Pharmacists on staff. Free local prescription delivery.

Along with six sheets of excellent curling ice, our facility boasts a very well equipped banquet lounge and bar, which we rent to members and non-members.

Seeley’s Bay Drugmart

Telephone: (613) 387-3939

Verona Drugmart

Telephone: (613) 374-5500

Bulk Barn - Division Street

Baking, cake decorating, candy making, birthday party and wedding supplies, vitamin supplements, cake pan rentals, gluten and wheat free products. Environmentally friendly cleaning, health, beauty aids, pet

Notes: We offer a complete selection of specialty home health care products & services, tailored to meet specific needs for health recovery and maintenance. Pharmacists on staff. Free local prescription delivery.

Chamber Board 2013

The Greater Kingston Chamber of Commerce would like to announce the following new members to our 2013 Chamber Board:

Donna Woodbury Chair, Greater Kingston Chamber of Commerce for 2013 President & Co-owner of Rogers Wireless Express / WE Visual Solutions.

Donna and her business partner, Don Woodbury, opened their first Rogers wireless store in 1993 and have never looked back. Today, Wireless Express is the largest Rogers’ dealer in Ontario and second largest in Canada, employing 250 people. Donna describes herself as creative, competitive, and passionate about business and people.  She recognizes opportunities and responds swiftly and successfully. Realizing their stores required point-of-sale marketing materials, she started an in-house production company that today is considered a leader in large format print and graphic design services. The company produces materials for all

Wireless Express stores as well as numerous Kingston businesses. Donna’s accomplishments did not go unnoticed by the Greater Kingston Chamber of Commerce. She was named Business Person of the Year in 2004 and received the President’s Award in 2008 for demonstrating tremendous work and benefit to the local business community.

Sam Rogers Sam Rodgers Consulting, Owner Trevor Topping Wilkinson & Company LLP, Chartered Accountant

vestors Group Ted Baxby – Owner, Attention Getters Matthew Fair – President & CEO, 14 Theories

Bill Hughes – President, Weehooey

John Henderson – Owner and President, Henderson Total Maintenance Ltd., VicePresident, Response IT

Anthony Agostino – President/Executive Producer, Viva Productions

Lisa Ilan – Senior Manager, Loans, Business Development Bank

Andrew Bonham Cunningham, Swan, Part-

Martin Sherris – Business Development Manager, Manco Recycling Systems

Diane Kimpinski – Joint Owner, Marketing Manager, Speedpro Signs

Donna Glasspoole Kingston Heritage EMC | Frontenac Gazette EMC, General Manager

John Ryce – Past-President, Greater Kingston Chamber of Commerce, CFP, Division Director, In-

Lynne Lepage – President, Shoebox Services Inc.

New Directors


Continuing Directors

Shawn Whalen – Market-

ing & Promotions Director, 98.3 Fly FM/98.9 The Drive New Chamber Staff Employees

Karen Richardson - Communications Specialist Karen will be responsible for all communications including media releases, electronic newsletters, e-flashes, script/ agenda writing, web content and social media management. Jennifer McLaren – Business Development Specialist Jennifer will be responsible for the continuous growth of the Chambers membership through the development of relationships with current members, the public, board of directors, suppliers, sponsors, community partners, staff and volunteers



Kingston Business Today - January 28, 2013


EMC - Your Community Newspaper

Understanding What’s Next in Today’s Economy In his book Lean Innovation: Understanding What’s Next in Today’s Economy, Barry Cross, Lecturer in Operations Management and Technology at Queen’s School of Business, introduces a novel and simple framework for innovation. Enabled by the application of lean principles, Cross helps the organization free up the resources necessary to support and “fund” innovation, and drive the business towards what he calls “next”. Next is growth for the firm, a place where new customers exist and the organization spends less time competing head-to-head and worrying about price. Cross’s style is very approachable and readable, with anecdotes, examples and cases discussing challenges and successes with the commercialization of new ideas by companies both new and familiar to the reader. Companies and organizations in the Kingston area will find it especially relevant, as the target readers are leaders in small and medium-sized enterprises, not the multinational with a $100 Million R&D budget.

The Power of Innovation Continued from Pg. 1 has grown to six employees and now provides solutions to clients all over the world. Cissec was recently awarded a contract to design and develop a national Pulmonary Rehab Registry for the American Association of Cardiovascular and Pulmonary Rehabilitation (AACVPR). This actually is the company’s third national registry, with their first being for the Canadian Association of Cardiac Rehabilitation and their second being an earlier Cardiac Rehab registry for AACVPR. Rimmer says, “There is a surge in registries now as people want to collate data and compare regions in terms of performance. This new AACVPR registry will track how patients are faring through the course of their treatment. Individuals and clinics will have access to the registry and can compare their averages with others nationally. This specific initiative is extremely large-scale since it covers the entire U.S.” This organization also boasts a diversity of clients in all areas, from accounting to research to health. In fact, whenever the Kingston area hears statistics issued by Public Health, these are most likely generated from a system that Cissec implemented. Their specific system captures complaints, classifies them and compares averages to alert health organizations about disease outbreaks.

Target is on Target for Summer 2013 The Cataraqui Town Centre store is slated to open summer 2013.   The store is undergoing significant renovations, inside and out, to bring the true Target experience to Kingston.  The renovations represent an investment of

But health care continues to be an important niche for Cissec and they are truly the “go-to” information engineering company for health-care technologies that require special development, especially regarding privacy issues. Rimmer says, “We are also much more willing than the average company to immerse ourselves in the life of a physician. We send our people out to job shadow doctors for a day. This allows us to discover things in their day-to-day workflow that might otherwise go unnoticed because, besides the technical work flow, we also identify physical ones – exactly where a physician needs to go to get the information. Our direct hospital experience means we are much more sensitive to the way technology needs to be implemented in the medical system.” Rimmer and his associates are very proud of this work. “As we know, health-care workers are oversubscribed and under-resourced. But with technology, we can help improve patient flow, patient outcome and reduce errors. We get great satisfaction in helping the cause.” This unique company employs graduates from both universities and colleges. Rimmer himself has both a computer science diploma and an economics degree. “Our people love technology and problem solving and have a great deal of creativity and,

yes, patience. All six of us will sit in a boardroom to brainstorm an idea so we can look at it with a marketing slant, an engineering slant and a desktop support analyst slant. Everyone gets some input into the end solutions.” Cissec stays leading edge by constantly implementing new technology, while staying away from questionable technologies that don’t get adopted. “And each implementation of software is different with each client so we are never bored. As technologists, we like to play with new things and solve problems, and ultimately enjoy providing a solution that improves a process or an outcome.”

Justin Rimmer, Director of Sales and Customer Relations, Cissec Corporation.

Quattrocchi’s Gift Baskets are the perfect gift for clients and staff!

more than $10 million and will take place over a 6-9 month period.  Target expects to employ between 150-200 team members at the store and all available positions will be posted online at 

Our gift baskets are packed full with just about anything we carry in our store. With our huge selection of exotic fruits, vegetables, spices, pastas, cheeses and meats we can tailor a basket exactly to your needs. Deliveries are available within the Kingston areas.


A Quattrocchi Gift Basket is the perfect way to say thank you to your clients and staff... Call us today for pricing options.

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Lean Innovation:

Kingston Business Today - January 28, 2013


Information Technology

EMC - Your Community Newspaper

Comparing Managed Services

It is difficult to try and compare service offerings from Managed Service Providers (MSPs), especially when it comes to pricing and included features. Pricing seems to be a good place to start to make comparisons but comparing on price alone can be misleading. Let’s take a look. Say you have received two Managed Services Proposals, and company “A” is 30% higher in monthly costs. At first glance it may appear as though they are overpriced, but this is where you have to really look at the service offerings and break them down. What exactly is each company providing? First off, there are two types of MSPs, those who provide complete service, and those who provide partial service. Make sure you know the difference. Both will generally include remote support services but only the complete MSP will include on-site support, at no extra charge, in their regular service. Managed Services can generally be broken down into different areas: Reactive Support, Network Administration, Backup and Disaster Recovery Management, and Technology Guidance. How do the two companies compare in each of these areas? The Reactive support

group is generally the most valuable on a day to day basis as they are the ones who will keep your staff working effectively. You want to make sure that this group is well staffed and that their technicians are user friendly and knowledgeable. You need to know there are good problem solvers in this group. How easy is it to get a hold of someone in this group? Are they available when you call or do you have to leave messages? How fast are they to resolve the issue? The Network Administrator will generally oversee the work being done by the reactive group and will be responsible for overall management of the network, including the configuration of services, maintenance schedules, system updates and reviewing of tickets. Backup and Disaster Recovery Management is critical to any organization and you should ensure that the MSP you choose is able to provide solutions which meet your needs. Generally speaking, your provider should recommend or provide multiple backup paths, such as imaging and offsite backups, to cover multiple disaster or recovery scenarios. (Some MSPs include backup solutions in their monthly fee.) One last point to consider is that the backup solution is only as good as the manage-

ment. Backup success should be confirmed daily or weekly, and scheduled test restores should also be performed to verify data integrity. Technology Guidance can be handled either by a separate individual in the organization, such as a Technology Advisor or if one is not available, through a Senior Network Administrator. Many organizations find it difficult to make the right technology decisions, and sometimes implement solutions which may involve extra costs or duplication of services. Technology Guidance is important and the benefits that can be gained by making the right IT investments can potentially save tens of thousands of dollars. One thing we forget about when comparing services are the people who deliver the service. What is most important about any program is the quality of the people who actually do the work. Two other critical areas to review: Number of staff Some MSPs may not have enough skilled people to handle different areas, which will affect both their service delivery and their support capabilities. If your MSP has only one or two people to assist your whole organization they bring no advantage. You don’t want to call for help and find out they can’t help you until

Business Dress from from

Formal to Casual

Jack Victor of Canada

tomorrow or even next week. Make sure that your MSP has a team of knowledgeable people who are available to assist you and your staff when required. Certified Staff You should look for a partner who has Certified IT Staff. Certification means that staff members are trained in the systems they are supporting. They will be able to resolve issues more quickly, which in turn will reduce downtime. By keeping current in new technologies they will be able to share their knowledge and help your staff as equipment is upgraded. This is important to consider as Windows 8 is rolled out and support for Windows XP ends in April 2014. If after comparing the program deliverables and all things above appear equal, you may have to see what else is included. There are full service and partial service providers in the MSP arena and sometimes it is difficult to differentiate the two. A full service provider includes value added services in the standard monthly fee, such

as antivirus and antispam software, backup solutions, email support for smartphones, and third-party vendor support. Partial service providers will bill separately for these extra services so price comparison at this point will not allow you to compare apples to apples. Let’s look into this further. Partial service MSPs generally have lower monthly fees which are attractive at first glance, but these don’t take any extra billing for “onsite, installation, or maintenance” fee’s into account. The initial service program costs appear to be much lower until you add up all the extra bills you get over the course of the year. Unfortunately, there is no way to predict what these extra costs will be. This extra billing also means that they make money every time you have a problem, therefore there is no incentive for them to reduce problems before they occur. The greatest value to be gained from managed services is through the full service MSP who offers unlimited remote and onsite support. If an MSP makes this offer it adds

You and your business deserve expert attention.

tremendous value and can be considered a built in performance incentive. The full service MSP understands that both sides benefit when your network has fewer problems; both you and they are more profitable. By working ahead of time to prevent problems before they occur, both sides win. Unlimited support means the MSP is now responsible for the risk of system downtime, not you! Managed services are a great way to receive value for your money if the program is right. You can try to cut upfront costs by going with the partial MSP and hope that extra costs won’t come up. Or you can go with a full service MSP and be sure that your support will be delivered for a predictable flat monthly fee. Compare the service offerings carefully and make sure the contract is right for you. Other factors to consider are the length of the contract, number of years in business, and references from similar business’ to your own. Jeff Hewitt is a Corporate Account Executive at OnServe.

Lorne Matthews-Glasspoole


By Jeff Hewitt


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Kingston Business Today - January 28, 2013

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Which piece of the puzzle can we help you with?

Bill Beattie

Jean Bédard

Connie Carrillo

Debra Dobing

Richard Dobing Matt Dubblestein

John Evans

Lindsey Foster

Dave Hallett

Genevieve Landis

   Bill Beattie: Strategic Planning •

Matt Dubblestein: Insurance •

Bill’s expertise is in strategic change leadership for better business results and an improved working environment. He is a proven facilitator and trainer committed to helping individuals and organizations define and achieve their goals.

As the Managing Partner for All Risks Insurance Brokers Ltd. in Kingston, Matt covers all insurance needs including auto, home, commercial and life. He opened his brokerage firm in 2011 after spending 12 years in sales and management with a major personal and casualty insurance company.

Jean offers practical legal advice for businesses, professionals and not�for�profit corporations. With over 35 years experience, Jean focuses on corporate and commercial law, contracts and agreements, franchise law and government relations.

Connie Carrillo: Human Resources • Connie brings over 14 years of experience in Human Resources, providing support and counsel to management. In 2009, she established HR on Target, an independent human resources company offering HR planning, strategic planning, and recruitment and selection.

Debra Dobing: Benefits/Employee Retirement •

John Evans: Accounting • John’s Padgett Business Services franchise opened in 1996 to provide small businesses with all the tools of big business. He offers monthly client visits; strategic planning versus history reporting; bonded payroll service; and a dedicated tax department.

Lindsey Foster: Communications • Lindsey’s company, WordWorx, works with clients to ensure the development of clear, concise, accurate and inspired written materials. She identifies key objectives and target audiences and develops annual reports, communications plans & reports, corporate profiles, and website content.

Debra’s expertise is in developing comprehensive employee benefit programs, including options for alternative funding, provider selection, administration and communications. Her company, Strategic Benefits & Insurance Services Ltd., focuses on providing financial protection.

Dave Hallett: IT Management •

Richard Dobing: Benefits/Employee Retirement •

Genevieve Landis: Marketing/Advertising •

Richard designs, analyzes and develops comprehensive and affordable Employee Benefit programs to meet the financial and business needs of owners and their employees. His programs include traditional health and dental plans, employee assistance plans and group retirement.

GM Landis Marketing is a full-service agency offering marketing, advertising and promotional services. Projects range from corporate logos, advertising campaigns, trade/retail material, in-store signage, banners and more. Projects are quoted to suit specific requirements, and can include photography, design, creative and printing.

2013 PEAK Professional Expert Advisors Kingston Inc.


Dave works with large and small clients around the world on cloud computing strategies to optimize marketing, operations and internal communications. Dave's expertise is in implementing digital marketing programs, interactive portals and social intranets.


Jean Bédard: Business Law •

Kingston Business Today - January 28, 2013


information technology

The Importance of Four Tips To Creating Your Website Social Media Training By Jennifer Baker

Social media is a powerful marketing medium that has become an important force and industry standard for business. There are oodles of platforms each of which have hundreds of developers working hard to constantly deliver bigger and better platforms for users. Despite social media’s dominant market presence, however, many people are still questioning its purpose and intent. Part of this apprehension is due the speedy nature of this dynamic industry and the lack of education. The biggest stumbling block for many individuals is the new language associated with each social media platform. Many social media industry veterans forget that not everyone understands this online jargon. Words like hashtag, pin board, newsfeed, and application have edged their way into simple conversations, leaving many people confused and lacking an understanding what they mean. Social media training allows individuals to develop a clear understanding of the context of the word through simple contextual demonstra-

tions. No, gentleman in the front row, hashtags are not something you did in the 70s. The second stumbling block is the overwhelming nature of many social media platforms. Have you ever stopped to look

at your Facebook homepage? Let’s take a quick inventory: newsfeed, messages, events, status updates, sponsored stories, ticker, finding friends, photos, pages and ads. The amount of information on one single landing page can be extremely overwhelming. Social media training allows individuals to develop a personalized and effective roadmap to navigate online platforms. By highlighting areas to focus on individu-

als will become more confident and thus more efficient and effective social media users. While understanding the language of social media and navigating platforms is essential, there are many additional benefits to providing social media training, including: 1. Save time by understanding how to create and organize efficient social media updates. 2. Build a solid client base by creating effective updates and actively engaging with customers. 3. Develop a consistent brand across all social media platforms. 4. Increase sales through additional online marketing mediums. Social media training opportunities will be available through the Greater Kingston Chamber of Commerce in 2013. For the most up-to-date events visit the Kingston Chamber’s Event Calendar. Jennifer Baker offers social media training seminars, one-on-one personalized training, and corporate group training. Jennifer Baker Consulting is located in Kingston and is a proud member of the Greater Kingston Chamber of Commerce.

By Dr. Jay Adamsson

Are you creating your first website or updating an existing website? Then you have to make some important decisions. The hardest part of creating a website happens before any graphics are designed, and before any programming is done. The decisions you make when starting out will resonate through your entire project, and guide the rest of your work. Many small business owners see the web as a quick and easy way to success. But remember that the web is just another tool for your business, another outlet to reach out to the world. But like any other aspect of your business, what you get out of it depends entirely on what you put into it. Here are four items that you should answer before you start development on your website: 1. What do you want to achieve with your website? In other words, your website is not free. Creating a website takes an investment of cash and time. Exactly why are you investing? What do you hope to get out of your website? The better you answer this question, the better your website will be. Some websites are built to sell items, some to generate leads, some to promote events or products, and some to build brand awareness. Narrow down exactly what you want to accomplish with your website, and then build the website to do exactly that job. To answer that question completely, you also need to know the following: 2. What is your target market, and how are they going to find you? Generally, when I ask new clients who their target market is, the first answer is “everyone, of course”. But if you try building your website to talk to everyone, then it will talk to no one. Again, the more specific you can be with this question, the more effective your website will be. Who is likely to be your customer? Once you have described your customer, you need to know how they are going to find your website. Are they searching for your business because you have already built a reputation? Are they

Dr. Jay Adamsson is the owner of Analytic-OR (www., specializing in creating effective websites. Questions or comments can be directed to jay@ previous customers that are returning? Or are they looking for your products or information and have never heard of you before? If so, what are they typing into the search engines that should lead to your site? The type of customer you are targeting plays a huge role in designing an effective website. 3. How much ongoing attention are you willing to give to your website? Social media, such as Facebook and Twitter, are all the rage in online activities these days. But the only thing worse than not participating in these areas is promising to participate and not following through. An active internet presence takes time, money, or both. How much effort do you want to continue putting into your site? Not as much as facebook and Twitter require? What about a blog? This requires some effort, but not as much as an active social media campaign. Even that is too much? Then don’t build in a blog unless you intend to maintain it. Just remember that a website is like anything else in life. The more you put into it, the more you get out of it. Set your expectations in line with the effort you are willing to make. 4. How do you measure success?

If you have an active website and Internet presence, you are putting time and effort into your site on a regular basis, so you want your efforts to be as effective as possible. If you have a static website that never changes, at some point in the future you will want to make the investment to update what you do have. If you know what is and is not working, your next website will be much better. And, it is much easier to design a website with measurement in mind than to change the website later to accommodate what you want to measure. Website planning can be challenging. Once you’ve made the decision to build a website, it is tempting to jump right into creating the graphics and the look for the site. But a bit of forethought makes the rest of the process flow smoother. And more importantly, the resulting website is much more effective and has a much larger positive impact on your business. For most business owners, the planning process is kind of tedious. But it is certainly preferable to living with the regrets of having a website that does not meet your expectations.

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Kingston Business Today - January 28, 2013


Rising To The Challenge of Getting Paid By Stu Woolley

If you operate a for-profit business and it’s not a retail or cash-and-carry operation, you probably bill your customers with terms of credit. You have “receivables”. You’ve provided goods or services on a promise of payment, dispatched your invoices and now you’re waiting to get paid. And waiting… No one ever said getting paid was easy. No one ever said you’d have to be as motivated about rounding up your receivables as you are about selling. Making sales and getting paid are the twin engines that power every commercial business down “profit highway”. Sales pull from the front, cash pushes from the rear. For our businesses to thrive, we have to make sales and we have to get paid. That’s the profitability fit. But let’s be honest, past-due accounts are always challenging. They challenge the health and welfare of most SMEs (smallmedium enterprises) and soleproprietor micro-businesses, and they also make us feel personally uncomfortable. No one relishes being a bill-collector dragging customers on the payment carpet. As a result, unpaid invoices are the least attractive part of owning and operating a business. Avoidance is a common response. We avoid confronting customers who avoid payment. Having past-due aggro is problem enough. Doing noth-

ing meaningful about it only makes matters worse. Much worse. Reality check: there’s no alternative to getting paid; nonpayment is not an option. So why do smart, capable owners and managers balk when it comes to past-due pursuit? What keeps good businesses struggling with underperforming receivables? There’s an inventory of small, crucial answers, of course, but let me bring into focus two of the most pervasive: fear of embarrassment and fear of “churn”. Fear of embarrassment In each case, the real difficulty is attitudinal. Take the “embarrassment” issue. Faced with an invoice with a long, white beard, we wonder: “How do I make that you-owe-me call? What do I say? And how do I say it right, so things don’t spin out of control?” As one local business owner recently told me: “We’re too nice to have good receivables.” Nonsense! “Too nice” has nothing to do with it. Just consider the opposite. A hectoring past-due rant is just self-indulgence deluxe. Bring a battle attitude to the payment table, and battle is what you get in return — not the payment cooperation you want and need. Personal warfare is not a smart receivables strategy. Hostility never advances the payment process — it just adds a new layer of personal gunk to the existing dollar mess. We can be decent and disciplined and still get paid, most of the time.

Stu Woolley has been a receivables manager and consultant for more than 20 years. His company, Effective Receivables, provides part-time A/R services and expert cash-recovery coaching to small and medium-sized Ontario businesses. Happily, the majority of us don’t bring our inner samurai to the workplace. We’re not confrontational by nature, and we find arguments about money distasteful and intimidating. Unfortunately, when we rehearse our past-due scripts in our heads, we often conjure negative images of how it can all go horribly, disastrously wrong. We imagine embarrassing our clients and embarrassing ourselves; we fantasize combat and hard feelings. And because these imaginary

run-throughs are so off-putting, we only discourage ourselves from taking the past-due bull by the horns. We do nothing, and our receivables continue to age, leaving our businesses chronically cash-poor. How does that make sense? It doesn’t. Fear of “churn” “Churn” is, of course, a perennial business anxiety; losing customers is always a dark prospect. Micro-businesses and SMEs are sales-driven by na-

ture; client-list sensitivity is endemic. So anything that seems to jeopardize sales relationships feels like a dagger pointed at the heart of company sustainability. This leaves suppliers reluctant to tackle problem customers, even those who are obvious cash liabilities. And that, friends, is a big unearned win for habitual slow-payers and troublesome no-payers. As in life generally, our commercial fears are not totally unrealistic. But they’re usually overblown, which makes them counterproductive. They lack survival value. As chief stewards of our businesses, we don’t have the luxury of subordinating business interests to a personal comfort zone. We have an overriding responsibility to ensure that the companies in our care get fed the only “food” that can nourish them: cash. Every time we choose to back away from a pastdue snailmail, email, fax or phone call, we’re only damaging the companies we’re supposed to be navigating into the ports of profit. “Salesthink” that treats cash as an afterthought or, worse, an adversary is steering for the rocks. Think about it. What kind of customer is so averse to being reminded about a pastdue billing that he or she will jump ship because we say we want to be paid? A bad customer — and only a bad customer. And when a bad customer goes for a long midnight swim off the up-

per deck, what’s the appropriate response? Let the bells ring and the banners fly! One less unsavoury, non-compliant headache to deal with! Hooray for us! How many junk clients haunt the average commercial client list? Very few. Most garden-variety delinquents are worthy customers warehousing supplier cash in their own bank accounts. Why? Typically, it’s because their own A/R outlook is anything but rosy. When our customers mismanage their receivables and cash flow, their payables lengthen toward an infinite horizon. At best, they’ll choose to pay some suppliers and not others, and the “others” list is always the longer one, by far. Do these customers want to remain on our customer lists? Do they want to continue to benefit from our goods and services? Yes, they do! And they’re keenly aware that their payment profiles are making unpaid suppliers unhappy. They know what cooks. As unpaid suppliers, we don’t have to be shy. It’s our money we’re after, so why should we be? But we do have to be proactive and business-like in all pastdue communications, be it print or verbal. We must be clear, concise, firm, friendly and, above all, dispassionate. Remember, savvy pastdue pursuit does not break relationships; bad business manners does. And when everyone pays, everyone gets paid.

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Spousal Trusts as a Tax Planning Tool By: Karen Sands, Chartered Accountant, Collins Barrow

The use of trusts in a will (testamentary trusts) can be a very effective tax planning tool. Such trusts can provide for income splitting even after death. During their lifetimes, many taxpayers split certain types of income – particularly investment income – between themselves and their spouses/ partners (hereinafter referred to simply as “spouses”). But this structure has a problem: if one spouse dies leaving all assets to the surviving spouse, that surviving spouse must report all the income that was previously split between the two of them. In Canada, the income tax system is such that, as income increases, tax rates increase. In a simple example, two spouses whose only income is $40,000 each in interest income will pay combined income tax in Ontario in 2012 of approximately $12,825 per year. If one passes away and leaves the other to report $80,000, the income tax bill increases to $19,237 per year. The good news is that, with some relatively simple steps and good professional advice, this increased income tax bill can be reduced significantly. Such planning involves setting up a testamentary trust. The trust concept can be difficult to understand: a trust is not like a company, nor is it a live person, nor a partnership. Essentially, a trust involves a person who settles, or creates, the trust (the settlor), with other people who manage the trust property (the trustees) for the benefit of those for whom the trust was created (the beneficiaries). The settlor’s instructions control how the trustees manage the trust property. In a testamentary trust, the settlor’s instructions are set out in his or her will. The beneficiaries are those to whom the assets pass. In the above example, the beneficiary is the spouse of the deceased. The trustee is often the most difficult person to appoint from a practical perspective. In many cases, the trustee is the same person as is named executor under the will, but professional advice

is required to ensure compliance with the income tax rules. In most cases when married people make their wills, they leave their assets to their spouses. Canadian tax rules generally provide that income tax is not triggered on assets left to a surviving spouse. Properly setting up a trust for the spouse does not change this. It simply means that, rather than passing outright, the assets instead are left in trust for the surviving spouse. In this manner, the income earned on those assets is taxed in the trust rather than in the spouse’s hands. A properly constituted testamentary trust is taxed at the same marginal income tax rates that apply to individuals. A trust may not, however, claim the personal tax credits available to individuals, so the combined tax paid by the trust and the surviving spouse is not exactly the same as it would be when such income is split between two individuals. But it is close. Using the example above

Karen Sands is a Chartered Accountant who specializes in providing income tax planning advice to individuals and corporations. Karen tutors practitioners from across the country at the CICA Income Tax Practice Course.

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of $40,000 of interest income annually, the trust would pay $8,060 of income tax and the surviving spouse would pay $6,412, for a total tax tax bill of $14,472 — an annual savings of $4,765. There are several technical details that require careful attention when such a trust is set up, and one must be careful that assets are not owned jointly prior to death. Other advantages of such planning include the ability of the trust settlor to direct what is to happen with assets when the surviving spouse dies. This often is attractive to those who wish to ensure that certain beneficiaries eventually receive their assets, while also ensuring that a spouse is taken care of during the spouse’s lifetime. With proper professional advice, this planning is relatively simple and inexpensive to implement, and can result in substantial tax savings. Similar savings can be achieved by setting up testamentary trusts for other beneficiaries as well.

Kingston Business Today - January 28, 2013

Managing your money

Understanding the RRSP Carry-Forward

By Lorne MatthewsGlasspoole

The first sixty days of the new calendar year is always an exciting time for Kingston’s small business owners. Having reflected on last year’s successes and challenges, now’s the time to plot out and implement the strategies required to make this year your most successful yet. This is also the time of year for looking even further forward, to a time when operating your business will no longer be a concern. As a business owner, your RRSP investments will likely represent a significant source of your self-funded retirement income. You can make your RRSP planning even more effective by understanding and taking full advantage of RRSP “carry-forward” potential. You are already aware that RRSP contribution room may be carried forward if not used in the current tax year. Did you also know the same applies to the deductions created by contributions made, which may be similarly carried forward if not claimed on the current year’s tax return? Add a few simple strategies, and you can make use of that carry-forward room in ways that will pay off for you now and later: Make a contribution now, take only part of the deduction now. Consider using only a portion of your contribution made for this tax year, in order to only reduce your taxable income down to the next marginal tax bracket. Then, carry the remainder of the deduction forward to next year in or-

der to once again reduce your income from its highest marginal tax bracket. This makes for great overall tax efficiency. Make a contribution now, take the entire deduction later. Yes, you can do this! Make your maximum contribution to RRSP eligible investments in the current tax year but save the whole deduction for a later year. If, for example, you know you’ll be in a higher marginal tax bracket in future years, consider saving the entire deduction til then. Think in terms of “getting a bigger future bang” for your deduction bucks. Take an RRSP loan to fill accumulated contribution carry-forward room. This “borrowing to invest” strategy works best when lending rates are low, and you repay the loan as quickly as possible - preferably in one year, or two at the most. Consider using your tax refund to repay at least part of the loan. Know your age-related options. If you’re turning 71 this year and don’t have a spouse who is younger than 71, this is your last opportunity to make a contribution to your own RRSP eligible investments. What’s important to remember is any undeducted contributions can be carried-forward until the year of death. If you’re 72, have carry-forward room and a spouse 71 or younger, you can still make a contribution to a spousal RRSP, with your spouse as the annuitant. And a few additional RRSP options for business employees: Shelter the non-eligible portion of a severance/retiring allowance. You can do this by using some or all of the severance to fill the unused RRSP contribution room you’ve been carrying forward. Once again, you can use some, none, or all of the deduction in the current tax year. Shelter a commuted pension paid out in cash. If you

commute your pension and have received an excess – and taxable – amount in cash, you can use your RRSP carry-forward room to shelter at least a portion of the excess. Decrease withholding tax. When an employer makes direct contributions to an employee’s RRSP eligible investments, the employer need not apply withholding tax if the employee provides evidence that they have sufficient contribution room. The employee’s most recent Notice of Assessment from the Canadian Revenue Agency (CRA) is considered sufficient evidence of contribution room. Ultimately, when making RRSP contribution / deduction decisions, there is no one size fits all. As a business owner, your retirement income planning requires extra care and attention, especially if you will be mostly “self-funding” in your retirement. What’s important now is making the most of your RRSP eligible investments and “paying yourself forward” in the most advantageous way. Consider initiating a fresh discussion on this topic when you next meet with your professional advisor. Lorne MatthewsGlasspoole, Consultant with Investors Group Financial Services. This column, written and published by Investors Group Financial Services Inc. and Investors Group Securities Inc. presents general information only and is not a solicitation to buy or sell any investments. Contact your own advisor for specific advice about your circumstances.

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Property Assessment Notices

By Bob Tchegus

Everyone who owns one of the nearly 5 million parcels of land in Ontario has recently received a document in the mail from the Municipal Property Assessment Corporation (“MPAC”). The document(s) pertain to the parcel(s) of land owned and is entitled “Property Assessment Notice” (“PAN”). Typically, most people stop reading and discard the PAN as soon as they come across the words: “This Property Assessment Notice is not a property tax bill.” Unfortunately, they do not get to the next piece of advice being: “The assessed value of your property is used as the basis for calculating your property taxes. MPAC’s role is to accurately value and classify properties in Ontario. Your municipality/local taxing authority is responsible for setting property tax rates. ...Please keep a copy of this retain this Notice for your records.” (My emphasis) The PAN contains all the information of the particular parcel of land that is required pursuant to the Assessment Act (“Act”) in relation to the assessment roll. The information on the PAN forms the basis of the real property taxes that will be paid in respect of the particular parcel of land for the next four years. If you

remember anything from this editorial, “Don’t discard the PAN!” The Ontario Fair Assessment System was implemented in this province effective January 1, 1997. For the first time all properties across Ontario were assessed according to updated “current values” using the same base year. Very substantial and significant amendments were made to the Act and to the Municipal Act. Seven standard property classes were created and the business occupancy tax was eliminated. MPAC was created effective December 31, 1998 and for a short time was named the Ontario Property Assessment Corporation. Amendments to its enabling statute in 2001 changed the composition of its Board of Directors and renamed the corporation. MPAC is the “assessment corporation” referred to throughout the Act. MPAC’s website describes itself as: … an independent body… a non-share capital, not-forprofit corporation whose main responsibility is to provide its customers – property owners, tenants, and various levels of government (including all Ontario municipalities) with consistent and accurate property assessments. MPAC is accountable to the public through a fifteen- member Board of Directors. Eight members of the Board

are municipal representatives; five members represent provincial taxpayers; and two members represent provincial interests. All members of the Board are appointed by the Minister of Finance. MPAC is responsible for administering a uniform, province-wide property assessment system based on current value assessment in accordance with the provisions of the Act. One of its main responsibilities includes the preparation of annual assessment rolls used by municipalities to calculate property taxes. Section 14 of the Act provides that MPAC shall prepare an assessment roll for each municipality/local taxing authority containing the following information: 1. The name and surnames, in full, if they can be ascertained, of all persons who are liable to assessment in the municipality or in the non-municipal territory, as the case may be. 2. The amount assessable against each person who is liable to assessment, opposite the person’s name. 3. A description of each property sufficient to identify it. 4. The number of acres, or other measures showing the extent of the land. 5. The current value of the land. 6. The value of the land liable

to taxation. 7. The value of land exempt from taxation. 8. The classification of the land. A landowner will not receive a PAN unless there has been a change in the information from the previous tax year. If there is a change in any information described above in respect of any parcel of land, MPAC delivers a notice to every person who is affected by the change. Subsection 19(1) of the Act states, “the assessment of land shall be based on its current value.” Section 1 provides the definition for “current value”, which “means, in relation to land, the amount of money the fee simple, if unencumbered, would realize if sold at arm’s length by a willing seller to a willing buyer”. Section 19.2 of the Act provides the day as of which land is valued is January 1, 2005 for the 2006, 2007 and 2008 taxation years, January 1, 2008 for the period consisting of the four taxation years from 2009 to 2012, and January 1 of the year preceding the first of each subsequent period consisting of four consecutive taxation years. 2013 is the first year of the next subsequent four consecutive year period. The valuation day for the taxation years 2013 through 2016 is January 1, 2012. Assuming that this general reassessment has caused a change in the current

values of most if not all of Ontario’s 5 million properties, everyone is receiving a PAN. The “best” evidence of current value is a sale of the parcel of land in the open market on the valuation day. A test often posed by MPAC is: “To test your assessed value, ask yourself if you could have sold your property on January 1, 2012 for its assessed value. If your answer is ‘yes’, your assessed value is accurate.” After determining its budgetary needs, the municipality determines a mill rate or tax rate for each property class and multiples the mill rate by the current value. The mill rate will include both municipal and education taxes, the latter being imposed by the province. Mill rate is defined as the tax per dollar of assessed value of property. The rate is expressed in “mills”, where one mill is one-tenth of a cent ($0.001). Obviously the higher the current value, the higher the real property taxes paid. Section 7 of the Act states that the Minister of Finance shall prescribe classes of real property, which shall include but are not limited to: 1. The residential property class. 2. The multi-residential property class. 3. The commercial property class. 4. The industrial property

class. 5. The pipe line property class. 6. The farm property class. 7. The managed forests property class. The importance of property class is that it determines the respective mill rate that is to be applied to the current value. The best way to explain is by way of example. If one takes a property assessed at $100,000.00, based upon the City of Kingston central district area mill rates for 2012, the respective taxes paid for that property are, depending on its class: - for farmland/managed forest $366.17 - for residential $1,479.46 - for multi-residential $3,230.04 - for commercial $3,952.48 - for industrial $4,860.87. If the current value of a property has increased since the last general assessment, the increase will be phased in over the four year period. Therefore, “Don’t discard the PAN!” as it forms the basis of your property assessment for the next four years. Bob Tchegus is a Partner at the Kingston law firm of Cunningham, Swan, Carty, Little & Bonham LLP.

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Kingston Business Today - January 28, 2013


chamber news

News From the Ontario Chamber of Commerce Ontarians should be wary. Consider these examples. Training: Despite having 40% of Canada’s unemployed, Ontario gets only 28% of the largest pot of federal training money which is intended to help workers acquire new skills. Economic development: On a per person basis, Ontario gets roughly half the amount of federal economic development funds received by Quebec. Employment Insurance: In 2011-12, Ontario workers and businesses paid $1.2-billion more into the Employment Insurance program than they received back in benefits, despite unemployment rates above the national average. Over the last 10 years, Ontarians have contributed $20-billion more to the EI program than they have received. Immigration: Ontario and its employers are allocated only 5% of the skilled workers under the Provincial Nominee Program even though Ontario has massive skills shortages. The list goes on. Why is this important? Why should we care? Because now more than ever, Ontario needs the ability to create jobs and wealth. Ontario’s finances are faltering under the weight of its accumulated deficits. The provincial debt is approaching $300-billion — over $22,000 for each man, woman and child. Meanwhile, nearly 600,000 Ontarians are out of work and businesses are facing increasingly stiff international competition for invest-

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Kingston Business Today - January 28, 2013

In 2012, with your input, we launched our Top 10 Barriers to Competitiveness. The aim of this initiative was to bring greater focus to our advocacy work, direct attention to the key impediments holding back Canada’s progress and urge the government to act more swiftly in increasing our country’s ability to compete internationally. Throughout the past 12 months, along with our network, we conducted several initiatives and undertook specific activities to start addressing the barrier that you identified as being the greatest impediment to the success of Canadian business: the growing skills crisis. Thanks to our common efforts, the issue of skills is now on everyone’s mind, with the Prime Minister saying just a few weeks ago that overcoming this crisis is now the government’s biggest challenge. Such a statement demonstrates that our Top 10 initiative has had a much greater impact than just the specific public policy changes that we advocated for. As I mentioned at our AGM this past September, we will continue to build on the successes achieved this year and make this an annual initiative, one that defines our brand as an organization focused on competitiveness. The list will evolve each year as we make progress on given issues, or we focus on certain subjects. Our ongoing consultations with the membership at large coupled with our resolution process will enable us to reflect the priorities of our diverse membership as they impact on national competitiveness. In this regard, I am pleased to provide our Top 10 list for 2013 as presented

to our board of directors earlier this month. http://www. Top_10_Barriers_2013.pdf This list reflects the consultations initiated at our AGM and held throughout the fall. I sincerely thank all members of the network who endorsed the Top 10 and helped us make it a strong basis for improving Canada’s competitiveness and for specifically addressing the pressing skills shortage faced by all sectors of the economy and all regions of the country. As you will see, the skills issue remains our main priority in the year ahead. Our consultations have enabled us to identify four key areas to address in 2013: the need to upgrade the skills of the existing labour force; the need to reform Canada’s immigration policy; the need to foster strong educator-employer connections; and the need to improve Aboriginal education and workforce development. I look forward to our continued partnership as we tackle these critical issues next year. We will be launching

the 2013 Top 10 Barriers to Competitiveness on February 12 when I will be the guest speaker at the Economic Club in Ottawa. I urge all chambers to consider supporting this network-wide initiative, both on February 12 and in the weeks thereafter, through local events of your own. You may choose to issue a press release or an opinion editorial to your local media, hold a member event or write to your local Member of Parliament. The important thing is to continue the dialogue to help increase the awareness and influence of the Top 10 Barriers to Competitiveness. We will be developing a series of products that will be distributed in January to enable you to actively participate in this important endeavour. I thank you for your support and engagement in 2012, and look forward to working with you in the year ahead to overcome the barriers to Canada’s competitiveness. For additional Canadian Chamber of Commerce advocacy and activities, please visit their website: www.

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ment, markets and talent. Despite these obstacles, opportunities do exist — but only if the conditions are right. Federal policy plays a big part in creating the conditions that enable businesses to compete and generate wealth. Think of what Ontarians could do with a better deal. If Ontario received an appropriate share of federal training dollars, the provincial government could double its Second Career program and train thousands of more workers to obtain the skills employers need. With an appropriate share of federal infrastructure money, it could make needed investments in the province’s roads, like extending Highway 427 and building a new Highway 7 between Guelph and Kitchener. And if EI was designed as a truly national labour market program, it would reduce the interregional subsidy away from Ontario and help businesses generate more wealth. When our governments work together, all Canadians benefit. The provincial and federal governments have already shown an ability to cooperate. They partnered to protect hundreds of thousands of jobs in Ontario’s auto sector. They worked to harmonize our tax system to help Ontario businesses create jobs. They are long-standing allies in the effort to create a single national securities regulator. We are calling on federal Finance Minister Jim Flaherty to remove these obstacles, or at least, release detailed and principled rationale for a continuation of the status quo. We do not claim that fixing these federal programs will eliminate all (or even most) barriers to Ontario’s economic transformation. There is much to be done at the provincial level, obviously. However, we are calling for a principled intergovernmental dialogue on some core policy frameworks. Fundamentally, fixing these problems is not about pitting regions and governments against one another. It’s about creating the right conditions to grow the Ontarian and Canadian economy. Allan O’Dette is president & CEO of the Ontario Chamber of Commerce. For additional Ontario Chamber of Commerce advocacy and activities, please visit their website:


A Federal Agenda for Ontario makes the case that federal policies are a barrier to Ontario’s economic growth, and calls on the federal government to play a more productive role in improving Ontario’s economic competitiveness. It makes 14 recommendations on how to reform policies relating to immigration, training, Employment Insurance, manufacturing, infrastructure, Aboriginal education, local economic development, and the way that the federal government distributes wealth across the country. The report made big waves in the news: It received favourable national coverage in the Globe and Mail and the syndicated Canadian Press.  A call-in with OCC’s Josh Hjartarson was featured on CBC Radio’s Ontario Today. Allan O’Dette was interviewed for a news feature that was broadcasted on Radio Canada. An op-ed by Allan O’Dette is published in the  National Post’s Full Comment section. See below: Ottawa owes Ontario a fair deal of skilled workers Most people shrugged when the it was recently reported that the federal government is working on a new formula to distribute skilled immigrants among provinces. While we do not know the full impact it will have on Ontario, we do know that when the federal government generates a formula, Ontario tends to get the short end of the stick.

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Profile of a Kingston Entrepreneur: Full Circle Health Network

By Jim Barber

Genevieve Zizzo knows all about the structure of the human body, how its intricate network of bones, muscles, and organs are supposed to function, and how to help fix it when it isn’t working as it should. As a registered massage therapist studying for her qualifications as an osteopath, Zizzo has worked hard to become an expert in her chosen field. But when she moved to Kingston and decided to open her own clinic, as smart and talented as she was, Zizzo knew that she was not an expert on the intricate ways of business. So in the process of launching Full Circle Health Network on Brock Street in the summer of 2010, Zizzo approached the Kingston Economic Development Corporation (KEDCO) Entrepreneur Centre for advice and practical support. Now, thanks to support she received, Zizzo is well on her way to mastering the art of business, as well as she has mastered the art of healing. “I had opened the business for a few weeks, and then I came across KEDCO, and I

just contacted them and asked them for more information. They came back and gave me information about the services that they offer and the support that they provide for entrepreneurs. I found it all to be very helpful,” says Zizzo, a native of Ancaster, Ontario. “The most significant help I received was through the Canadian Youth Business Foundation program run through the Entrepreneur Centre at KEDCO. That was wonderful. Staff helped guide me through the application process and what I needed to do. And they also paired me with a business mentor, a handpicked mentor that I have a wonderful relationship with to this day. I still talk to her on a regular basis even though the program is done,” says Zizzo, adding that she was also encouraged to partake in some seminars to learn more about the actual nuts and bolts of running a small business. “I went to a lot of those, especially stuff about taxes and websites and those sorts of topics. And I found that to be helpful, especially for someone just starting out, who has no business training. That was great, because I don’t keep my own books. I realize it’s not for me. There are great things

that you can learn on your own, but KEDCO and the Entrepreneur Centre was a great step in the right direction in terms of avoiding pitfalls. “Having a mentor was great, because she was just a third party who didn’t have a vested interest. The only interest was in my business succeeding. A mentor like that can give you a reality check. They can make sure you’re on the ball, and do the decisions you take make proper business sense? To have someone like that who has experience and who has knowledge of how business works, I think it was a really awesome experience to have that support.” Zizzo has a B.Sc. from the University of Waterloo and a massage therapy diploma from the Canadian College of Massage and Hydrotherapy. She has additional post-graduate training in pre- and postnatal care, and is pursuing her Masters in Osteopathic Manual Science at the Canadian Academy of Osteopath and Holistic Health Science. Osteopathy has been around for nearly 200 years, and focuses on the overall structure of a person’s body as its guiding philosophy. “We look at the alignment of the body and how all the

parts go together. It’s all based on anatomy and physiology. It’s like being a mechanic for the body. You look at how all the parts of the ‘machine’ are put together, and how they’re affecting the function of the body, and you adjust them manually to restore health,” Zizzo explains. Zizzo utilizes this philosophy in her massage therapy work, which differs from what many people know as traditional massage therapy. “Any of the message therapists can do any of the techniques that I provide, but it’s the mindset of the techniques that I provide that makes it different. My treatments are 1/2–hour long, or a little longer or less depending on the person. And the clients are fully clothed, so you don’t undress and you don’t have any oil or anything like that.” One of her massage therapy instructors advised her to go into business for herself, and she took that to heart, opening Full Circle Health Network the summer after her graduation. “I was inspired by that instructor. He encouraged me to work for myself and talked about the benefits of selfemployment. And I thought he was right. Why would I

Genevieve Zizzo want to work for someone else, when a little bit of legwork now could yield a lot of results in the future?” For more information on Zizzo and the Full Circle Health Network, visit www.

For more information on business development programs offered through KEDCO, including the Entrepreneur Centre for small business and start-up support, visit


Kingston Business Today - January 28, 2013



EMC - Your Community Newspaper

Profile of a Kingston Entrepreneur:

Mann Mediation

By Jim Barber

Global Talent-Local Business Mixer The Chamber hosted a “Global Talent-Local Business Mixer” last November at the Renaissance, sponsored by All-Risks Insurance. It was a great opportunity for employers to mix with internationally-trained workers and immigrants looking to integrate into the local workforce. Attendees heard from guest speakers who addressed topics such as immigration, employment opportunities and the employers who are seeking to fill vacancies with skilled people.

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A desire to want to help couples navigate through the legal ups and downs of life spurred Jeff Mann into developing a career as a mediator. An American by birth, Mann had practised his profession in Maine for a number of years before he and his wife decided to move to Kingston to start a new life. That meant restarting his career as a mediator north of the Canada/USA border, and it meant getting help to get the business going. Mann Mediation opened for business a little less than a year ago. The role of a mediator, especially in family law, is becoming more important and more in demand, and folks like Mann are needed in greater numbers. “What I do is mostly family matter mediation. This has to do with everything from divorce to separation, to pre-nuptial agreements to modification of custody orders,” claims Mann. “Mediation can save parties a lot of time and money. They can go to the mediator and work out all of the issues, or at least most of them, and I help them negotiate their way through that. Once there is an agreement, I draft a memorandum of understanding that parties take back to their lawyers.” Mediators involved in family law, such as Mann, are not referees, or counsellors. They are simply a tool that allows couples, with or without children, to quickly, efficiently and inexpensively move along the road to settling issues. A mediation business is unique in that there are rarely “repeat customers”. But it is a business none-

Jeff Mann of Mann Mediation. theless, and coming to a new city, a new country, and not having training in managing a business led Mann to reach out to the Kingston Economic Development Corporation (KEDCO) Entrepreneur Centre for practical support and information. “I started off just asking them for help in getting the word out about my business. So I met with them, and we went over the options of how we can get the word out, and the various paths I could take to reach out to the community. Dealing with the Entrepreneur Centre was a big help because mediation is not typical. I don’t tend to maintain clients, because when they’re done their business with me, I don’t see them again. So the staff gave me a variety of options,” Mann says, adding that the Entrepreneur Centre also helped him understand that it was important to reach out to

get assistance in marketing and accounting, if he felt those were areas where he needed expertise. “One of the ideas that came out of my discussions was the idea for me to hold information sessions over the next 18 months or so. At those free sessions, I will discuss everything about divorce and separation, with the focus on how mediation can help. KEDCO and the Entrepreneur Centre have been so helpful. Any time you have any questions, they get back to you very quickly. They’ve been a real help to my business.” For more information on Mann Mediation, visit For more information on business development programs offered through KEDCO, including the Entrepreneur Centre for small business and start-up support, visit

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Leading, Canadian Women to Speak at “Inspiration to Women” Event Inspiration 2 Women is the largest ever event held in Kingston designed to celebrate women in business, entrepreneurship and corporate leadership. On Thursday, April 25, 2013, the K-Rock Centre is the “place to be” to hear Sarah Richardson, Catriona Le May Doan, Gail Vaz-Oxlade, and Susan Sly. These successful Canadian women will be introduced throughout the day by emcee/comedian Deborah Kimmett. All keynote speakers have one thing in common — a genuine desire to inspire and help other women from all business sectors be successful. “It’s unprecedented for an event like this to take

place in Kingston,” says Donna Woodbury, Chair of the Greater Kingston Chamber of Commerce. “I’m very excited to be able to welcome these women of influence and bring their message of leadership.” The Chamber is hosting the event. Inspiration2Women brings together an impressive group of dynamic, leading Canadian women. Sarah Richardson is a designer and host of “Sarah 101 on HGTV”. Richardson will share her personal and professional story on what inspired her to design, create and share her beautiful designs with millions through her television programs. She will also provide tips and

tricks helping you with your own design challenges! Catriona Le May Doan is a speed skater, world record holder and Olympic commentator. Gail Vaz-Oxlade is famous as a Canadian money-management wizard and host of TV’s “Till Debt Do Us Part”. Author Susan Sly is a Balanced Living Expert, speaker and entrepreneur. And Debra Kimmett is one funny lady who believes that business and creativity do mix. Be motivated by these leading women, and don’t miss the exciting event!

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WHO: Sarah Richardson, Catriona Le May Doan, Gail Vaz-Oxlade, Susan

Sly, introduced by Emcee/ comedian Deborah Kimmett WHEN:Thursday, April 25, 2013, 8 am – 5 pm WHERE: K-Rock Centre, 1, The Tragically Hip Way. More information can be found at www. Twitter: @ I2W2013 Facebook: www.facebook. com/12W2013 Ticket info is available at:

Skyline Real Estate Holdings taking steps towards a greener future it’s brighter and easier for our tenants to see.” By replacing all of the fixtures at once, Skyline was able to bring down the perunit costs and maximize their return on investment. Because only pin-socket compact fluorescent lightbulbs can be used in the fixtures, the yearly savings are guar-

anteed and Skyline has only to stock one kind of bulb that will work in any fixture. Kingston Hydro was pleased to assist with the capital costs of the upgrade by providing $25 for each fixture replaced. The funding comes from the provincewide saveONenergy program and other property owners in Kingston are encouraged to contact Kingston Hydro for more information. Lighting upgrades are not the only changes that this environmentally-conscious company have implemented in the last year. The residents

at Compton Street also have access to a new community garden. “We started that last summer,” says Van Luven. “We have about 15 rows of vegetables and there is corn along the fence line. It will expand this year so more people can sign up for a row. We will also bring a community garden to Briceland Street in the summer of 2013.” More lighting upgrades are in the works at other Skyline properties in Kingston, including at their Village Street and John Counter Boulevard buildings. In all, another 4,200 fixtures are slated to be replaced, making it the single largest project of its kind in the region. The proposed reduction in energy use will take the equivalent of another 52 local homes off the grid. To find out more about how Kingston Hydro can help you conserve electricity and save money with the help of the saveONenergy Retrofit program, contact Jared MacKay, Conservation Advisor with Kingston Hydro at 613546-1181, extension 2509 or email

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In 2012, Skyline Real Estate Holdings in Kingston made advances in energy savings, environmental benefits and improved customer service when they replaced the in-suite lighting at five of their apartment buildings. The upgrades to energy efficient compact fluorescent fixtures took place at the Skyline properties on Compton and Briceland streets. By replacing over 2,000 incandescent fixtures with energy-efficient pin-socket GU-24 fixtures, the company will save electricity equivalent to taking 26 average Kingston homes completely off the grid. The environmental and financial benefits are not the only positives resulting from the upgrades. “There has been a very positive reaction from our tenants to all of the lights at both complexes,” says Donna Van Luven, Property Manager for Skyline in Kingston. “The old ones were very dated; a lot of them were original to the complex. It’s not just the fact that they are nice, fresh, new-looking fixtures but the lighting itself is a lot nicer, so

Kingston Business Today - January 28, 2013 13

human resources

Skills Shortage: One Solution that’s Working in Kingston By: Nancy Uchimaru

In the last issue of Kingston Business Today, the Canadian Chamber of Commerce sounded the skills shortage alarm. In fact they called it a “crisis”, and it was number one in a list of the top 10 barriers to Canada’s competitiveness. Here in Kingston, a small city with relatively stable employment, we may not yet be feeling the pain in the way that they are in Alberta or Saskatchewan. Nevertheless some local businesses are already struggling to find individuals with the right skills to help their organizations thrive. More will join them as baby boomers retire and potential employees, whether immigrants or new grads, choose to settle in other cities. Here’s the good news: There are solutions available, and making better use of the human resources that are already in Kingston is one of them. Limestone Community Education, a division of Limestone District School Board, is one organization providing access to an underutilized source of local talent. Its Workplace English as a Second Language program not only attracts highly motivated, well-educated im-

migrants, it teaches them advanced English skills geared for employment, and also offers them a 110-hour, unpaid co-op placement with a Kingston area employer. Participating organizations are taking advantage of this opportunity to get to know an internationally trained individual who can add value to their organization and some are hiring based on that positive experience. Here’s what Richard Ward, President of Pure Ingenuity Inc., had to say about his experience with a Workplace ESL student: “Amar approached me with a proposal to work in our engineering department as an unpaid intern. He had been studying ESL at Limestone Community Education and the teacher offered to place him as a co-op student. I must admit I was a little reluctant at first to take Amar on. It has now been three months and Amar has amazed me with his passion for learning and desire to achieve results. So much so, that I have decided to hire him full-time.” Richard is not the only local employer who is reaping the benefits of bringing a skilled immigrant into their organization. Others are finding the language skills and

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cultural knowledge of immigrant employees vital to developing new markets for their products and services. Kingston may be a small city, but it has an international reach and many innovative, dynamic organizations that rely on a highly educated workforce in order to flourish. Immigrants are also appreciative of the opportunities offered to them and reward the employer with hard work and loyalty. Reaching out to skilled immigrants in our community and encouraging immigrants to consider Kingston as a destination just makes good business sense, and we should demonstrate our willingness to take the steps needed to help them become part of the local workforce. Limestone Community Education is committed to partnering with local employers to develop a win-win strategy for integrating newcomers into the workforce. Limestone strives to understand employer needs and refer candidates who would be a good fit. It also provides recognition to employer partners. This year it set up a website, and is doing some local marketing so that the forward-thinking and community-minded organizations supporting their Workplace ESL program get the recognition they deserve. Limestone is always looking for new partners and encourages any interested organizations to visit canplace. ca to learn more and to find out how they might become involved. Nancy Uchimaru is a Kingston area employment consultant currently working on the CanPlace project for Limestone Community Education.

Many employers or volunteer organizations now require a background check conducted by the RCMP through the Canadian Police Information Centre in Ottawa.

Background Checks More Widely Used By J Andrew Tonner

Background checks are a bridge that more and more employers are having to cross these days, as it’s often part of the hiring process or a required step before getting that third (or final) interview. Often, the employers’ client needs to know that everyone working on a project is bondable... Two main reasons that people need background checks are for employment and volunteer work. A search is conducted by the RCMP through the Canadian Police Information Center (CPIC) in Ottawa, and is based on name and date-ofbirth (DOB) information. It is also a point-in-time search, which means the search is good from “back then” to “right now”. If you change jobs or volunteer for a different agency six months or a year after getting your CPIC

(pronounced “see-pick”), however, your previous search no longer reflects your history from “back then” to “right now”. Most employers and volunteer organizations therefore prefer to be aware of your up-todate history during the hiring process by requesting a new, original copy of your CPIC for their file.. Since August, 2010, however, the RCMP no longer releases criminal information simply based on a name and DOB. If you do have a criminal record and you submit a CPIC application for employment, it will be returned stating, “… could not be completed…. applicant (must) submit fingerprints.” When submitting fingerprints it is best to indicate the reason is “for a Record Suspension”. That way, should you decide to proceed with an RS application sometime in the future, the fingerprint process won’t need to be repeated.

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Jamie Thomas, CFP, Senior Financial Advisor with Assante Financial Management Ltd. Jay Rayner, Investment Advisor with Assante Capital Management Ltd. Duncan Presant, CFP, Financial Advisor with Assante Financial Management Ltd. Deb Holway, Office Manager with Assante Financial Management Ltd.

Ever wonder why you need fingerprints even though you don’t have a record and you didn’t need fingerprints previously? If your CPIC application is returned stating “…could not be completed…submit fingerprints”, either your name or your DOB matched — or closely matched — a person who has a record. In this case, you will very likely need fingerprints to prove you are the “good guy”, and that will be the norm until your “close match” gets a record suspension. Be aware, however, that your “close match” person may never get an RS. That means each time you make a CPIC request for whatever reason, you will always need to followup with fingerprint verification. It’s not a perfect system. It is, however, the only bridge we have. J Andrew Tonner is [Executive Director] of Impact Pardons Plus (IPP): putting you on the road (and a bridge) to a better tomorrow. IPP offers full, professional ID service to clients who may need fingerprinting, record suspension (RS) (formally pardon), and U.S. waiver applications, background checks and ID photos for passports, citizenship/immigration, permanent residence cards, Possession and Acquisition Licence, etc. IPP offers full ID services Monday to Friday, 8:30am to 4:30pm; weekends and evenings by appointment.

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Kingston Business Today - January 28, 2013



Kingston Business Today - January 28, 2013


human resources

EMC - Your Community Newspaper

Global Talent Featured at Weston Bakeries By Nick Docherty

The winner of the 2011 Kingston Immigration Partnership (KIP) employer award, Weston Bakeries is quickly becoming a great example of a diverse and multicultural workplace. With more than 60 years in Kingston, Weston has become a mainstay of the local food manufacturing and distribution industry. The company employs about 70 workers in Kingston and nearly 10% are international employees. As the plant manager, Larry Brandt is always looking for qualified talent and believes that it would be a mistake for employers not to consider hiring immigrants. The Kingston plant currently employs three full-time and more than five part-time international employees. With a Master’s of Food Science Engineering from Azad University, Baharak

Chegeni moved from Tehran to Kingston in 2007. Chegeni participated in a KEYS (Employment Centre) mentoring program, Chegeni was able to connect with Weston Bakeries and experience the working environment. Despite her lack of floor experience, Brandt claims that her determination and willingness to take risks stood out. “She wanted to be successful and was willing to go the extra mile to do that.” Chegeni received a job offer with Weston shortly after having started in the mentoring program. As her previous experience had been primarily concerned with European standards, Chegeni took it upon herself to become familiar with the North-American system and took courses and training. Having become well-versed in the new standards, Chegeni helped Weston Bakeries achieve certification from the American Institute of Bak-

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ing (AIB) and then improved their rating from “Good” to “Excellent” — an envious achievement for any baking manufacturer. Taking the initiative, Chegeni implemented new quality assurance programs at her Kingston workplace. The changes which she implemented were so effective and innovative that in 2010 she was asked to lead a provincewide tour of Ontario Weston Bakeries and provide her recommendations on quality assurance improvements. Starting out as a Quality Assurance Supervisor, Chegeni was quickly promoted to a management position after having demonstrated her abilities. Now a Quality Assurance and Sanitation Manager, Chegeni’s position is highly technical, requiring not only knowledge of the machinery and its safe use, but also of potential contaminants on the microbiological level. “You

need to know the alphabet of food safety,” she says. Her successes were not without some initial challenges. “It was difficult to understand the new culture,” she admits. She found the Canadian work culture to be much less formal than what she had experienced in Iran. “I knew what I had to look for, I just needed to have a better understanding of the people I was dealing with.” But Chegeni took the initiative and made an extra effort to adjust. “I don’t like to be reactive, I like to be proactive. You can’t just stand right beside the pool and learn how to swim, you have to jump in the water.” Although very much aware of the highly-qualified pool of immigrant labour available to Kingston employers, Brandt does recognize some of the barriers to immigrant employment. “The biggest difficulty that we have is the language barrier.” In a manufacturing

environment, there are many health and safety related concerns and Brandt feels that communication is key when it comes to avoiding injuries. “Everything we do is through verbal communication.” Speaking from personal experience, Chegeni also stresses the importance of language in the workplace. “The most important thing for [an immigrant] is language. If you cannot talk, you cannot prove yourself, no matter how smart you are.” But Brandt also sees a tendency for Weston’s internationally educated employees to have a more long-term orientation, and that fits with the human resources needs of Weston. “We’re not only looking for somebody who can work on the line, we’re also looking for somebody

who will graduate into a management role. They’ve come into it with long-term thinking —they’re going to stick it out.” Government agencies predict that due to Canada’s aging population, the majority of workforce growth in the future will come from immigrants. Brandt recognizes this and is taking proactive measures to address the issue. “One of my biggest concerns now is to ensure that we have a base of people to start to take over and we’re going to have to rely on immigrants to do that.” This story, written by Nick Docherty, is part of the second volume of “Global Talent, Local Busines”, produced by the Kingston Immigration Partnership. Find the full publication at

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Baharak Chegeni and Larry Brandt in front of the Weston Bakery, winner of the 2011 Kingston Immigration Partnership Employer Award.


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Kingston Business Today - January 28, 2013



Sustainable Kingston Welcomes the Business Section to our Community! Kingston is a city that is a vital, dynamic and sustainable economic centre where research, innovation, investment, and business enterprises thrive together and where a variety of people want to visit, live, work, and do business.

Cruise Line Takes Over Trolley Tour The Confederation Tour Trolley, which began 45 years ago as a Centennial project by the Greater Kingston Chamber of Commerce, has been sold to Kingston 1000 Islands Cruises. 2012 Chamber President John Ryce announced the sale today following approval by the Chamber’s Board of Directors. “We are very pleased that Kingston’s largest private sector attraction has stepped forward to add the Confederation Tour Trolley to its business model,” said Mr. Ryce. “The boatlines are a local and regional leader, attracting tourists to Kingston and the 1000 Islands, and we felt they were the best positioned to take the Trolley tour to its next stage in development.” “The decision to divest was a result of a deliberate change in direction for the Chamber,” said Mr. Ryce. “With our new strategic plan, we felt we needed to focus more on our key mandate of advocating for business interests in Kingston.” “We’re thrilled and honoured to have this opportunity,” said Hugh Mackenzie, General Manager for Kingston 1000 Islands Cruises. “We think this is a great fit with our cruises and see the trolley as playing a larger role in

attracting visitors and extending stays to the benefit our local tourism economy.” Rob Carnegie, Tourism Director for Kingston Economic Development Corporation (KEDCO), expressed Tourism Kingston’s support for the future of the Trolley. “We share the same enthusiasm as the Chamber that one of Kingston’s largest tourism operators is taking over the trolley business. The cruiseline brings long-standing experience and an intimate knowledge of Kingston’s tourism sector and visitor needs, and we know they will bring that same level of quality and service to the trolley experience.” Kingston 1000 Islands Cruises has been in business since 1975 and offers a wide variety of sightseeing and dining cruises under the theme of food, fun & entertainment ships. It has a fleet of three vessels: the Island Queen, Island Belle and Island Star dining ship. The company currently employs nine full-time staff and 75 seasonal staff. The Tour Trolley has traditionally offered a 50-minute narrated sightseeing tour of the historic sites in town as well as charters for private parties.

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Karen Sands Bob Tchegus J. Andrew Tonner Nancy Uchimaru Donna Woodbury

Developing an economy depends on building many relationships and partnerships with businesses, industry leaders, educational institutions, not-for-profit organizations, and the community at large. Our economy relies upon, and is built upon, a strong cultural, social, and environmental foundation. The Economic Pillar is focused on the attraction of new businesses and people to Kingston. This is critical to the city’s growth and sustainability and assists us in building a strong and vibrant local community. The retention of talented people in the public, private, and non-profit sectors in Kingston are fundamental to achieving this. Existing businesses and the jobs they create, are critical components of a strong, sustainable economy. The intention of Sustainable Kingston is to educate, motivate and support partner organizations and citizens in establishing, implementing and achieving their sustainability goals in support of community sustainability in Kingston. Together we can achieve and be the difference that makes the difference.

Improve your bottom line by building Sustainability into your business plan! Find out how to become a community partner by visiting our website Kingston Business Today - January 28, 2013 17


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Social Networking:

“The future for Kingston Business in 2013 is‌ YOU!â€? By Donna Woodbury

As business leaders, we must champion our businesses and emphasize the positive. It is our responsibility to draw attention to the strong results in local businesses. It is no piece of random luck that makes companies like Kingston-based Eikon Device have a great year and move ahead with expansion and new headquarters. It is no fluke that the region has experienced a strong tourist season. We continue to hear about the troubling skilled-labour shortage which will hinder us in the short term, but benefit us over the longer term. If you take the time to look and listen, you see surprising growth and production from local companies that have been threatening success for a while and now producing the results you don’t, but should hear about. Check out the good news stories about Hyabusa Fightwear and Transformix Engineering or look up Tri-Art, Mine Design and Goo Systems. Never heard of them? You will soon. There is strong growth in local industry; sectors as diverse as precision instrument manufacturing, apparel and processed products are strong performers. Usually we look at the

Donna Woodbury, 2013 Chair, Greater Kingston Chamber of Commerce, President & Co-owner Rogers Wireless Express/ WE Visual Solutions. service and financial sectors to be the benchmarks, and although these are performing admirably, it is in the manufacturing sectors, scientific and engineering areas that we also need to emphasize our expertise. These skills exist in Kingston and certain sectors are regarded as world leaders, but we need to recognize them to attract investment into our region. Investment in our businesses is crucial. It marks confidence in the future and it will guarantee jobs, growth and with good management. The situation in retail is rather more complicated. The

Risks to Employers and How to Manage Them

results over the Christmas “spend� have been patchy, with strong growth in certain areas, but not in others. The huge impact of e-commerce continues its advance. Keep in mind the Darwinian maxim that it is not the biggest organism, nor the most intelligent organism that survives, but the one that is most easily adaptable to change. That is still true 150 years after he first observed nature in action. Overall, we are on the right track in theory. We need to keep looking at our workforce to be sure the right skills are being taught and developed. Our educational base is superb and we have schools in this area for which other regions of the nation are envious. Becoming involved in schools or in the new Young Chamber movement will benefit you and your business. Make certain therefore that not only do you support the Greater Kingston Chamber of Commerce in its networking and events, but also the Young Chamber, and remember that confidence is the key to everything. As Benjamin Franklin said, “Energy and confidence will overcome all things�. A Happy and prosperous New Year for 2013 for all of us at the Chamber.

Imagine that you, as employer, while surfing the Internet, discover the following social media postings from your employees: • Comments glorifying Nazi Germany • Descriptions of coworkers as “aliensâ€? and a workplace as a “lunatic asylumâ€? • Information and photographs of clients • Racist, disrespectful and derogatory comments about the company’s owners and customers • Insubordinate comments about their supervisor The foregoing scenarios are taken from real cases. What are the potential risks of employees using social networking sites? Some of the risks include: Employees posting remarks online that threaten the reputations of their employer, their supervisors with their coworkers; Employees disclosing their employer’s intellectual property or information that is otherwise confidential; Employees posting offensive remarks that may amount to discrimination or harassment, which may then engage the employer’s responsibilities toward the subjects of these remarks; and Online postings are admissible as evidence in litigation. In four of the five cases described above, courts and labour arbitrators agreed that

Connie Carrillo the employers were justified and firing employees. In the other case, the employee was suspended. However, the results of these cases were hardly preordained. After their employers fired them, the employees sued or their unions filed grievances. While the employers prevailed in these legal proceedings, that did not necessarily undo the damage to the reputations arising from these online postings. Furthermore, in litigation, employers rarely recover their legal fees and legal proceedings can demoralize the workplace. Employees’ use of social networking sites is unavoidable. Those who work for us regularly use Facebook, LinkedIn and personal blogs. But regretfully, many of these social network users — especially young people — don’t think of how their online comments might affect their

employers or the customers they serve. How can employers reduce the risk of harmful online postings from their very employees? The best practice is for employers to make their expectations clear from the start. These expectations normally take the form of workplace policies. Ideally, these workplace policies should be incorporated into employment contracts. Effective workplace policies remind employees of their duties toward their employer, identify the sorts of online postings that can be harmful, prohibit the anti-social use of social networking sites and describe the consequences of violating these rules. Employers wishing to protect themselves should consult a human resources professional who can draft policies to protect their business and help design workplace programs that harness the benefits of social networking, while containing the risk of harmful online postings. Connie Carrillo is a human resources consultant operating as HR on Target. You can visit Connie at her website,, or contact her via email at or phone (613) 389-3265. Please note that the information provided in this article is of a general nature and is not to be considered legal advice and may not apply to any specific or particular situation.





We cater office parties and luncheons!



Stop by your local PolarisÂŽ dealer and snap a picture with the display of Levi for a chance to win a snowmobiling adventure with him in Jackson Hole, Wyoming. VISIT YOUR LOCAL DEALER


#BUI3PBEr Offers good on new and unregistered units purchased between 11/1/12-12/31/12. *On select models. See your dealer for details. **Rates as low as 2.99% for 36 months. Offers only available at participating PolarisŽ dealers. Approval, and any rates and terms provided, are based on credit worthiness. Other financing offers are available. Applies to the purchase of all new, qualified ATV and RANGER models made on the Polaris Installment Program from 11/1/12-12/31/12. Fixed APR of 2.99% , 6.9 9%, or 9.99% will be assigned based on credit approval criteria. An example of monthly payments required on a 36-month term at 2.99% is $29.08 per $1,000 financed. An example of monthly payments required on a 36-month term at 9.99% APR is $32.26 per $1,000 financed. See participating retailers for complete details and conditions. Warning: The Polaris RANGER and RZR are not intended for on-road use. Driver must be at least 16 years old with a valid driver’s license to operate. Passengers must be at least 12 years old and tall enough to grasp the hand holds and plant feet firmly on the floor. All SxS drivers should take a safety training course. Contact ROHVA or (949) 255-2560 for additional information. Drivers and passengers should always wear helmets, eye protection, protective clothing, and seat belts. Always use cab nets. Be particularly careful on difficult terrain. Never drive on public roads or paved surfaces. Never engage in stunt driving, and avoid excessive speeds and sharp turns. Riding and alcohol/drugs don’t mix. Check local laws before riding on trails. ATVs can be hazardous to operate. Polaris adult models are for riders 16 and older. For your safety, always wear a helmet, eye protection and protective clothing, and be sure to take a safety training course. For safety and training information in the U.S., call the SVIA at (80 0) 887-2887. You may also contact your Polaris dealer or call Polaris at (800 ) 342-3764. Š2012 Polaris Industries Inc.





1300 3.99




*Polaris Terrain Domination Challenge with Levi LaVallee Sweepstakes. NO PURCHASE NECESSARY. A purchase will not increase your chances of winning. Sweepstakes begins on January 4, 2013, at 10:00:01 a.m. CT and ends on February 28, 2013, at 11:59:59 p.m. CT. Open to legal residents of the 50 United States, the District of Columbia (excluding Hawaii) and Canada who are 21 years of age or older. Void in Hawaii and where prohibited. To enter, take a photo of yourself next to the Levi LaVallee standup at participating Polaris dealerships then visit and follow the on-screen directions to upload your photo and complete and submit the online entry form. Odds of winning depend on the number of eligible entries received. Correct answer to mathematical skill-testing questions required for Canadian winner. Limit one entry per person. For details, see complete Official Rules at Sponsor: Polaris Industries Inc., 2100 Hwy 55, Medina, MN 55340. **3.99% Finance Rate for 36 Months: This is a limited time offer which is valid for the purchase of selected qualifying models and is subject to credit approval from TD Auto FinanceŽ (TDAF) on qualified purchases financed during this program. Offer may not be combined with certain other offers, is subject to change and may be extended or terminated without further notice. See participating retailers for complete details and conditions. Rates from other lenders may vary. Monthly payment and cost of borrowing will vary depending on amount borrowed and down payment/trade. Minimum amount to finance is $5,000. Example: $7,500 financed at 3.99% over 36 months = 36 monthly payments of $221.40 with a cost of borrowing of $470.27 and a total obligation of $7,970.27. Freight, licence, PPSA/RPDRM, insurance, registration, any retailer administration fees and other applicable fees and taxes are not included in the financed amount. Dealers are free to set individual prices, but must be enrolled with TDAF to participate. Professional rider on a closed course. Polaris recommends that all snowmobile riders take a training course. Do not attempt maneuvers beyond your capability. Always wear a helmet and other safety apparel. Never drink and ride. Š2013 Polaris Industries Inc.


FrameWorks Custom Picture Framing & Gallery

Custom and commercial picture framing

198 Princess st. 613.546.1868

Stu Woolley

(613) 531-3000


198 Princess St. 613.546.1868

Call us today!

We carry a wide range of flooring including hardwoods, laminates, carpeting & tile Many in stock tile specials for Walls & Floors!

1540 Bath Road 613-384-0793

981 Division Street, Kingston




PHOTOGRAPHY Insects Bats Skunks Bedbugs Birds Raccoons & More

Your Local Pest Control Provider


Over 25 Years Experience 24 Hours 7 Days a Week, Same Day Service, Written Gaurantee, Fully Insured, Seniors Discount

613-389-3999 @GreenshieldPest

Contact your sales rep for details. 18

Kingston Business Today - January 28, 2013



coming events

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Watch for these exciting upcoming events! EVENTS ARE PROMOTED BY BELL

Events Supported By Via Rail


For more information on the Chamber’s events, please visit www.kingstonchamber. or call (613) 548-4453, ext. 1000. Famous February Mixer Thursday, February 21, 4:30pm – 7:30pm. Kingston Banquet & Conference Centre at Days Inn, 33 Benson St.

Sponsored by Empire Life. Join us for our biggest exhibitor mixer of the winter season topped off by outstanding food. Now sold out to exhibitors. Admission is free for attendees. 72 hours prior notice for cancellation for exhibitors.

Chamber Annual General Meeting Tuesday, March 20, 12pm – 2pm. Harbour Restaurant. Keynote Speaker: General Rick Hillier (Retired)

Chamber Annual General

Meeting Lunch featuring keynote speaker General Rick Hillier (Retired). Sponsored by Altair Electronics, speaker sponsor is TD Commercial Services. Cost for Chamber members, $45.00 plus HST, $65.00 plus HST for nonmembers. 72 hours prior notice for cancellations. Born in Newfoundland and Labrador, General Rick Hillier joined the Canadian Forces as soon as he could. Having enrolled in the Canadian Forces in 1973 through the Regular Officer Training Plan program, he graduated from Memorial University of Newfoundland in 1975 with a Bachelor of Science Degree. After completing his armour officer classifica-

tion training, he joined his first regiment, the 8th Canadian Hussars (Princess Louise’s) in Petawawa, Ontario. Subsequently, he served with, and later commanded, the Royal Canadian Dragoons in Canada and Germany. Inspiration2Women Event Thursday, April 25, 8am – 5pm K-Rock Centre

Sponsored by Thomson Jemmett Vogelzeng and Union Gas. Be inspired by leading Canadian women at this unique one-day event. Speakers include Sarah Richadson, designer and host of Sarah 101 on HGTV; Catriona Le May Doan, Bilingual Olympic Speed Skater & World Record

Holder; Deborah Kimmett, Emcee & Comedian; Gail Vaz-Oxlade, Canadian Money Management Wizard “Til Debt Do Us Part”; Susan Sly, Balance Living Expert, Author. Inspiration2Women is the largest-ever event in Kingston designed to celebrate women in business, entrepreneurship and corporate leadership. All speakers have one thing in common: a genuine desire to inspire and help other women from all business sectors be successful professionally and in all spects of life. The event provides the opportunity to network and build relationships with others who are likeminded and share in the desire for growth and inspiration.

Chamber Tourism Mixer Thursday, May 23, 2013 5-7pm Kingston 1000 Islands Cruises, Island Star

Enjoy a cruise on the Island Star while mingling with other businesses at this event to kick off tourism. Door prizes and more!

24th Chamber Classic Golf Tournament Thursday, June 20, 2013 Tee off times: 7:30am and 1pm Colonade Golf Club

Sponsored by TJV. Enjoy a great day of golf with prizes, food, networking and more at the 24th Chamber Classic Golf Tournament!

Chamber Political Update Breakfast Our Members-Only Political Update Breakfast: Municipal, Provincial & Federal Visions for 2013, sponsored by Kelly Services, was held on January 15. Speakers at the event outlined our political landscape for 2013, and included Kingston’s Mayor, Mark Gerretsen; MPP John Gerretsen and MP Ted Hsu. The event was hosted by the Kingston Banquet & Conference Centre at Days Inn.

L-R: MP Ted Hsu; MPP John Gerretsen; Kingston’s Mayor Mark Gerretsen; Donna Woodbury, Chair of the Greater Kingston Chamber of Commerce for 2013; Victoria Lessard, Kelly Services (Canada) Ltd.

Meeting Rooms


e can accommodate 2-200 guests for many different setups. Birthdays, Weddings, Baptismal, Celebrations of Life, Events, Meetings or Conferences plus more.


e are one of a few places that will allow you to bring in your own food & beverages!


ontact Betty Ann Desharnais at and she will be happy to assist you!

1187 Princess St. Kingston • 613-546-4411 Kingston Business Today - January 28, 2013



e offer many meeting rooms and can facilitate groups of almost any size, from small gatherings to larger celebrations, with plenty of complimentary amenities to simplify your planning process.



The Kingston Economic Development Corporation (KEDCO) is committed to the key issue of long-term economic sustainability for the City of Kingston. As a Corporation, our collective success is based on the pursuit of business development opportunities and the resulting economic impact on our community - business growth and retention, job creation, labour force enhancement and sustained quality of life for all citizens. We believe people want to live, work and do business in a community which recognizes them and support their endeavours. KEDCO is your source for economic development information and assistance. We help site selectors, business owners, entrepreneurs and local organizations enhance and grow their business.

















Tourism Kingston supports marketing and development initiatives to grow Kingston as a destination of choice for visitors from all over the world. We believe in making our visitor’s stay a first- class experience and we strive to ensure guests to our city experience Kingston to its fullest. Tourism Kingston works with local tourism partners, businesses and organizations to support and promote their services, activities, meetings and event needs. Kingston Economic Development Corporation 945 Princess Street at Innovation Park Tel: 613-544-2725 20

Kingston Business Today - January 28, 2013

ENTREPRENEUR CENTRE WORKSHOPS JANUARY Jan 29 Business Basics Jan 31 Sole Proprietor vs. Corporation: The Advantages and Drawbacks of Each FEBRUARY Feb 7 Doing Business with the Government Feb 12 Harrowsmith Business Basics Feb 20 Intellectual Property Seminar – Part of an Overall Business Strategy Feb 26 Business Basics Feb 27 Exploring the World of Franchising Feb 28 Canadian Youth Business Foundation Info Session "QQMJDBUJPOT BSF OPX CFJOH BDDFQUFE GSPN TUVEFOUTBHFEUPZFBSTXIPBSFJOUFSFTUFE JOTUBSUJOHBCVTJOFTTUIJTTVNNFS6QUP  GVOEJOH JT BWBJMBCMF 4VNNFS $PNQBOZ JT EFMJWFSFEJOQBSUOFSTIJQXJUIUIF(PWFSONFOU PG0OUBSJP%FBEMJOFGPSBQQMJDBUJPOTJT.BZ 'PSNPSFJOGPSNBUJPODPOUBDUUIF &OUSFQSFOFVS$FOUSFBU PSWJTJUXXXLJOHTUPOFOUSFQSFOFVSTDB



5PEPXOMPBEUIF 5PVSJTN,JOHTUPONPCJBQQ GPSZPVSTNBSUQIPOFWJTJU Tourism Kingston Visitor Information Centre 209 Ontario Street Tel: 613-548-4415



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