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History From OHA: The history of silverware in Syracuse. Page 5.

Special Report: Employee Benefits/HR/Insurance.

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CNYBJ.COM

Upstate consumer sentiment inches up in December

Polaris Library Systems boosts hiring to handle client growth

BY ERIC REINHARDT

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ew York consumers closed out 2013 with a focus on the holidays but didn’t display much positive movement in their overall willingness to spend money. Consumer sentiment in upstate New York rose 1.7 points to 69.1 in December, according to the latest monthly survey index that the Siena (College) Research Institute (SRI) released Jan. 6. Upstate’s overall sentiment index of 69.1 is a combination of the current sentiment and future-sentiment components. Upstate’s currentsentiment index of 72.4 fell 1.9 points from November, while the future-sentiment level increased 3.9 points to 66.9, according to the SRI data. See SENTIMENT, page 6

BY ERIC REINHARDT

NORMAN POLTENSON/THE CENTRAL NEW YORK BUSINESS JOURNAL

JOURNAL STAFF

Rob Matthews, president of Matthews Auto Group, stands in front of the dealership’s headquarters in Vestal. On Nov. 11, Matthews Auto Group opened its sixth location at 3512 Birney Ave. in Moosic, Pa., about six miles south of Scranton.

Matthews Auto Group expands into Pennsylvania BY NORMAN POLTENSON JOURNAL STAFF

VESTAL — In November, Matthews Auto Group, Inc. opened its sixth location at 3512 Birney Ave. in Moosic, Pa., about six miles south of Scranton. The dealership features “Planet PreOwned,” a trademark of Matthews Auto Group for its used cars. Moosic is the third used-car location for Matthews, in addition to the firm’s Norwich and Vestal stores. It is the family-owned business’s first venture into the Pennsylvania market. Matthews Auto Group bought the proper-

ty that was formerly the Santo Volvo/Lincoln dealership. In 2013, the former owner sold off the Volvo franchise to the Pollock Auto Group, and in 2011 it had sold the Lincoln franchise back to Ford. “We bought a 20,000-square-foot building on 2.8 acres of land,” says Rob Matthews, president of Matthews Auto Group. “It was a turnkey operation. The only thing we had to change was the signage.” Matthews did not reveal the purchase price or any financing details, but did announce the creation of 15 new jobs, which he projects to grow to 40

JOURNAL STAFF

SALINA — Polaris Library Systems, a Salina–based provider of automation software for public libraries, says it added 20 employees to the payroll in 2013 to support a “significant” increase in customers. The firm added the new staff members in all departments, including customer support, product management, marketing, quality assurance, research and development, and administration, Polaris announced. The firm, which is headquartered at 103 Commerce Blvd. in Salina, now employs about 100 people, according to its website. And, Polaris is still hiring. Open positions include web-app developer, site manager, senior UX designer, sales account manager, and implementation site manager, according to the site. Last year, 44 libraries selected the Polaris

See MATTHEWS, page 4

See POLARIS, page 2B

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CNYBJ BRIEFS News of note for and about Central New York businesses

Burritt named chairman of the Pathfinder Bank board of directors OSWEGO — Chris R. Burritt has been named the new chairman of the board of directors of Pathfinder Bancorp, Inc. (NASDAQ: PBHC) and its Pathfinder Bank subsidiary, effective Jan. 1. Burritt replaces Janette Resnick, who is retiring from her chair and board position, the company said. “After 17 years on the Board, and 10 years as Chair, Janette has announced her retirement, commensurate with the company By-Laws,” Thomas W. Schneider, President and CEO of Pathfinder, said in a news release. “We are so grateful for Burritt what Jan has provided in the way of leadership, commitment and dedication to our customers, shareholders and employees over the years.” “On behalf of her fellow Board members, and myself personally, her guidance and leadership are deeply Resnick appreciated,” Schneider added. According to Schneider, Pathfinder Bank grew by over $200 million in assets and 82 percent during Resnick’s tenure, and has seen significant market-share growth and branch expansion. Burritt first joined the Pathfinder board in 1986. Burritt, a life-long resident of Oswego, is president and general manager of R.M. Motors, Inc./Chris Cross, Inc., an automobile dealership located in Oswego. “Chris has been unanimously selected by the board to succeed Jan in the role as Chairman, recognizing his innate leadership skills and drive for success,” Schneider said in the release. “Chris provides a strong vision, intellect and commitment to our mission, and will be instrumental in the execution of our strategic plan and growth going forward.” Burritt is currently a member of the board of directors of Oswego Hospital, and also serves as chair of its Finance/Operations Committee. Additionally, he was past president of the Oswego Chamber of Commerce, served on the State College at Oswego’s Foundation board, and past chairman of the New York State Automobile Dealers Association, where he also served as treasurer. Burritt resides with his wife, Susan, in Oswego, and has three daughters, Andrea, Danielle, and Jennifer, and a son, Rich, who has joined him in the family business. Pathfinder Bank is a New York state chartered savings bank headquartered in Oswego. It has eight branches in Oswego, Fulton, Mexico, Lacona, Central Square, and Cicero. The company reported total assets of $492.5 million, as of Sept. 30.

January 10, 2014

Cuomo plan to provide more than $2 billion in tax relief electric, gas, water and steam-utility bills for industrial customers. journal staff A news release from the governor’s of  ew York Gov. Andrew Cuomo on fice explains its rationale for the business  Jan. 6 announced details of a more related proposals involved. New York’s corporate-franchise tax is   than $2 billion tax-relief proposal he says is designed to increase economic “largely outdated” and its “complexity” reopportunity and attract and grow busi- sults in lengthy and complex audit processes that take businesses years to resolve, nesses across the state. Cuomo’s office is citing “responsible fis- Cuomo’s office said. To streamline the tax structure and cal management in state government” as the reason why New York has gone from a provide relief for businesses, Cuomo rec$10 billion deficit to an expected $2 billion ommends merging the bank tax into the corporate-franchise tax and lowering the surplus. Based on current projections, the state rate to 6.5 percent — the lowest rate since will see a surplus of about $2 billion by fis- 1968, the office said. Cuomo also proposes the creation of a cal year 2016-17 if spending growth is held to 2 percent annually, according to Cuomo’s refundable credit against corporate and personal income taxes that would be equal to office. Given the projected surplus, Cuomo pro- 20 percent of a firm’s annual real-property poses a more than $2 billion package of tax- taxes. The credit would provide $136 milrelief measures to help New York residents lion in tax relief to the manufacturing sector, according to Cuomo’s office. and businesses. Additionally, Cuomo recommends the Cuomo’s proposals include a two-year freeze on property taxes, cutting business elimination of the corporate income-tax taxes and treating businesses “more fairly,” rate for upstate manufacturers, which is a real-property tax credit for manufactur- intended to encourage the growth of manuers, and eliminating the tax rate on upstate facturing. The proposal would provide an addimanufacturers. The governor also proposes accelerating the phase-out of the 18-A sur- tional $25 million in tax relief for upstate charge, which is the 2 percent temporary businesses and complement the proposal reduce property taxes utility assessment leviedLabor on commercial 3 Mackenzie Hughes 67804 Law Ad — CNYtoBusiness Journal: 7½" w on x 6manufacturers, ⁄8"h BW by eric reinhardt

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Cuomo’s office said. Proposals to streamline tax collection will offset any costs of the tax-relief package exceeding $2 billion. The proposals will increase revenue through improved audits, Cuomo contends.

Cuomo

Local reaction

These proposals stand to have an “immediate” impact on New York’s businesses and residents, including property-tax relief for homeowners, tarSimpson geted tax reductions for upstate manufacturers, and estate-tax reform that will “greatly benefit” small-business owners, Robert Simpson, president of CenterState CEO, said in a statement issued Jan. 6. “It is refreshing to Wolken start the year with a series of reform proposals that could meaningfully move the state forward economically, instead of preparing to fend off further escalations of New York’s already crushing tax burden,” Simpson said. CenterState CEO believes the state is taking “great strides” to build a “competitive” See CUOMO, page 8

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The Central New York Business Journal • 3

January 10, 2014

North Country Inundated

Mirbeau Inn & Spa announces new general manager By Journal Staff

A plow is at work Wednesday morning, Jan. 8, pushing snow off County Road 97 in the town of Rodman, located in southern Jefferson County. photo courtesy of Michelle and Ricky Molnar

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  ake-effect snow pummeled   northern New York Jan. 6-8,   with some areas receiving three to four feet of snow. The state declared a state of emergency that

encompassed Jefferson, Lewis, and Oswego counties, and closed a long stretch of Interstate 81. Local governments also declared states of emergency and closed

roads, and many schools shut down. Traveling was treacherous with many reports of accidents and vehicles off the road. q

SKANEATELES — Mirbeau Inn & Spa recently announced the appointment of Richard Malcolm as its new general manager. Malcolm, a Skaneateles native and a 25-year hospitality industry veteran, will oversee all of Mirbeau’s day-to-day operations, the business said in a news release. “Richard brings to his position an ideal mix of hospitality management expertise and a hometown perspective, as well as a creative approach that perfectly embodies the spirit of Mirbeau,” John Logan, CEO of Mirbeau Hospitality Services, said in the release. Malcolm spent the past four years developing Schoolhouse Farms in Skaneateles, a small, eco-ganic family farm that his wife and four children operate. At the same time, Malcolm also served as corporate food and beverage director for Sarasota, Fla.–based Charter One Hotels & Resorts, Inc., according to the Mirbeau news release. Before joining Charter One in 1998, Malcolm also managed and developed hospitality concepts in Sun Valley, Idaho; Schweitzer Mountain Resort in Sandpoint, Idaho; and Glacier Park, Mont., according to Mirbeau. The 34-room Mirbeau Inn & Spa is a year-round retreat for “rejuvenation and romance” located at 851 W. Genesee St. in Skaneateles, the business said. q

Tenth Annual Best Practices for Nonprofits for Executive Staff and Board Members Keynote Speakers David E. Nachman

Matthew D. Babcock

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4 • The Central New York Business Journal

January 10, 2014

MATTHEWS: The business has embraced the Internet and social media to help fuel its growth inventory was on credit-hold with the lender. My father guaranteed the deal with the lender and bought the car. Shortly [thereafemployees within two years. Headquartered at 3721 Vestal Road, ter], the dealership failed, and the Matthews Matthews Auto Group now boasts six loca- family found itself in the auto business.â€? Rob Matthews got the call from his father tions with 10 franchises, including Buick, Cadillac, Chevrolet, GMC, KIA, Mazda, in late 2005. “Paul Brown had run the comSubaru, Mitsubishi, Ford, and Lincoln. “The pany for 20 years and done an incredible job. company is the largest dealer group in a My father didn’t get involved [typically] with two-county area,â€? says Matthews. “With the the day-to-day details of running a business. Moosic deal, we now have 200 employees He much preferred to start them and focus and project $200 million in annual revenue on the big picture. However, Paul had a med‌ The retail side of the business is 40 per- ical issue in 2001 that forced him to leave the cent [of our revenue] ‌ from new-car sales business, and for several years, there was no and 60 [percent] from used-car sales. This overall direction. The dealership had fallen year, we will sell 5,700 cars ‌ Our dealer- on hard times. “I was in Boston at the time, working as ships cover 115,000 square feet [of building space], and we need 30 acres to accom- an escrow-account officer for State Street modate our staff and vehicles.â€? Matthews Bank. I had an MBA from Babson [College] Auto Group is a sub-S corporation with five and sold shirts online at curse/reverse.com, siblings as stockholders. Each location has a business I started for Red Sox fans hoping to end the ‘Curse of the Bambino.’ Curse/ its own real-estate company. That’s a long way from the 2,200 cars sold reverse.com sold shirts with the logo and a and $60 million in revenue when Matthews ‘Yankee Fan Conversion Kit,’ which includjoined the family business in 2005. His late ed a vial of water from the Charles River. Red father, Jim Matthews, was a legendary entre- Sox fans would sprinkle the water on Yankee preneur who migrated from Ontario, Canada fans [to change their allegiance.] ‌ I was to the Binghamton area. He founded Matco convinced I would stay in Boston.â€? The younger Matthews didn’t anticipate Electric in 1965 and went on to create businesses in manufacturing, insurance, real-es- the effort needed to turn around the comtate development, publishing, and brought pany. “I don’t think I slept [a wink] in 2006,â€? the first professional hockey team to the remembers Rob Matthews. “The business was really struggling. The Internet had put area. His venture into autos was accidental. “Doug, the second-oldest Matthews son, pressure on prices and driven down the [was prone] ‌ to carsickness,â€? remembers margins on car sales. Consumers were in Rob Matthews. “For some reason, he didn’t the driver’s seat, because the public had so get sick riding in Chryslers. In 1973, dad much information. The industry was also went to buy a Chrysler, but the dealer was consolidating, which put more pressure on [6\PSKRULD unable to sell him one because the dealer- small dealerships to compete. Then came ship was in poor financial shape and the the recession, which forced General Motors %XVLQHVV-RXUQDO Continued from page 1

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and Chrysler into bankruptcy [protection]. For us, it meant the loss of the Chrysler, Jeep, Saturn, and Pontiac franchises.�

A time for change

The Matthews Auto Group began to change in 2006. “I went to my father with a radical idea of how to restructure the business,â€? says Matthews. “First, we needed to re-connect with our customers. So, no more haggling about price. We’ll give our best price on every vehicle, every day and call it ‘One-Price.’ No more fake sales at the end of the month. If you have a trade-in, we’ll quote our purchase price, regardless of whether you buy a car from us. “And to prove that the customer is getting the best value, we’ll give any customer 110 percent of the difference in AutoAward points up to $1,000 if he [or she] finds a lower advertised price in New York state. We’ll call it ‘Price Assurance.’ Matthews wants a customer for life, not just to sell one vehicle.â€? Then, Matthews put the sales people on commission based on volume and customer satisfaction, so they were focused on what was best for the customer. Next, the Matthews Auto Group instituted a member-awards program. “Every customer is automatically enrolled in our AutoAwards program,â€? Matthews continues. “They earn points for every dollar spent on service, for referrals, and for bonuses. (Bonuses are issued for becoming a member, buying an extended service contract, choosing a Matthews financing option, rust-proofing, collision work, and out-of-state inspections.) The program can save members thousands of dollars while they own a vehicle and when they go to buy a new one [from us]. AutoAwards also offers discounts at 95 area merchants, ranging from restaurants, landscapers, hotels, clothing stores, and laser eye-surgery to athletic clubs and spas, carpet dealers, and flower shops. The merchants are happy because it drives traffic to them.â€? Rob McLaughlin, the company’s operations manager, shared the following program statistics: On Oct. 24, 2013, AutoAwards included 19,478 active members who have earned $6.5 million since the program’s inception, of which $2.3 million has been redeemed. “The ‌ [fourth] step was to create freestanding, used-car locations,â€? continues Matthews. “We understood that people don’t think of new-car dealers having used cars. But, the impetus to change really came when we lost the Chrysler franchise and had an empty building. That was the time to create Planet PreOwned and brand our used-car business, even though all of our stores have used cars on their lots. “Dad backed me on the changes,â€? says Matthews. “He also agreed that we needed a diversification strategy that included more dealerships and a wider geographic reach. All I can say is that it was a real leap of faith.â€?

Growth

Despite continuing consolidation of the industry, pricing pressures, and stiff competition, Matthews is feeling better about the 40-year-old family business. “Our sales have grown 40 percent because of the OnePrice program,â€? avers Matthews, who is far more relaxed than he was in 2006. “We took a gamble that if we focused on what was best for the customer, our business would ‌ [flourish]. Customers are interested not just in price, but in the whole relationship with the dealer. That means concern for service, customer relations, and recognizing that an owner’s expenses only start when ‌

[that person] drives off the lot. We want to help to manage and control those expenses [throughout the entire ownership period]. Success has come in large part because of the management team assembled at Matthews Auto Group. In addition to Rob Matthews as president, Larry Davis is the company CFO, Megan Kosar is controller, Nelson Van Atta is the COO, and Tara Connelly is the manager of human resources. Matthews’ sister Theresa serves as the company spokesperson. The auto group also relies on area professionals to help steer the company on its growth path. “J.P. Morgan has handled our floor plan for more than 20 years,â€? says Rob Matthews. “We also work with Piaker & Lyons [P.C.] for our accounting and Hinman, Howard & Kattell [LLP] for our legal work. But our success is mostly due to the great staff at Matthews. We have a number of long-term employees who are not only well trained but also focused on the customer. I think we are doing the right thing, because people are coming to us looking for employment.â€? The Matthews Auto Group has also embraced the Internet and social media to help fuel its growth. “While consumers can now search a wide geographical area in a short time and gather a lot of information, the Internet and social media give us a much broader customer base to draw from,â€? says Matthews. “Our competitors may now be 60 miles away, but that also means we have the opportunity to reach new customers. That’s why we put so much emphasis on our website and on Facebook, where we already have 4,200 fans. Communications is critical in our business ‌ We have four people on staff who are posting updates.â€? Matthews Auto Group communicates regularly, not only with its customers, but also with its employees. The company’s Facebook page is filled with news about the employee-of-the-month, weddings, engagements, births, community volunteers, new hires, and promotions along with photos snapped by the staff. At age 37, Rob Matthews is feeling more confident about the direction of the eponymous auto group. The company’s first move out of the Binghamton area came in 2012 when it bought Smith Ford/Lincoln on Main St. in Norwich. In addition to retaining the Ford/Lincoln franchise, Matthews Auto Group opened its second used-car operation at the same location. Now, in 2013, the company has expanded again to the Scranton area. “I feel comfortable that we can manage this expansion, including extending our geographical reach,â€? says Matthews. “We are always looking for new dealership opportunities, but there has to be a fit and the numbers have to work. We are also interested in [acquiring] new franchises, [such as] ‌ Hyundai and Toyota. The recession [of 2008] taught us the importance of diversifying the operation.â€? Jim Matthews entered the auto business by accident. The second generation, however, has set a clear direction for the company’s future. Rob Matthews has combined his skills honed at Babson with his natural, creative spark. A guy who could figure out how to convert Yankee fans to Boston fans with Charles River “holy waterâ€? can certainly steer Matthews Auto Group on a track to continuing prosperity. There is no “Curse of the Bambinoâ€? in Vestal. ď ą Contact Poltenson at npoltenson@cnybj.com


The Central New York Business Journal • 5

Polished Off! January 10, 2014

history from oha

History of the Silverware Industry in Syracuse n By karen y. cooney

Locally, most residents associate the silverware industry with Oneida International. However, Onondaga County, and specifically Syracuse, was a major supplier of formal silverware during the last half of the 19th century. Syracuse was able to manufacture what was termed “spoonwork” due to the influx of capital and skilled labor during that time. “Spoonwork” was a term used to describe flatware such as knives, forks, spoons, ladles, and servers for the table. “Hollowware,” on the other hand, described items like bowls, teapots, and larger serving pieces, and these items were made elsewhere in the U.S. It has been suggested that the silverware industry in Syracuse at one time rivaled that of Boston — well-known for its exquisite silver. Seymour The first report of silverware manufacturing in Syracuse was made around 1841. William Ward Willard, assisted by J. Dean Hawley, had a small jewelry trade. Willard

expanded into the spoonware business and hired Joseph Seymour, a silversmith who had been trained at the Rogers Bros. factory located in Hartford, Conn. When Seymour left in 1857 to form his own business, Willard & Hawley employed Lemuel D. Beebe to manage the factory. Willard & Hawley produced vast amounts of plain coin silver spoons and a limited number of patterned ones. It subsequently gave up the silver business in 1867, and returned to its original business as a small jewelry firm. Joseph Seymour’s company started with one assistant in a small building located near the Park Central Church. When he outgrew the inadequate space, he relocated to Montgomery Street, near the present YMCA location. He employed 20 men to fill ever-increasing work orders. At his zenith, Seymour used $40,000 worth of silver per See Silverware, page 8


The Central New York Business Journal t3 January 10, 2014

November 15, 2013 6 • The Central New York Business Journal

New York State’s consumer sentiment falls to 3.7 lowest level in two years SENTIMENT: overall consumer sentiment is down points from December 2012 Continued from page 1

Government shutdown The upstate figure was 4.5 points below weighed on consumers the statewide consumer-sentiment level of 73.6, which edged up 0.3 points from in October November, SRI said.

New York’s consumer-sentiment index BY ERIC REINHARDT was 8.9 points lower than the December figure for the entireJOURNAL nationSTAFF of 82.5, which rose 7.4 points from November, as measured he shutdown of the federal by the University of Michigan’s consumergovernment, which lasted 16 days in sentiment index. October, was enough to sour consumconsumer sentiment statewide ersOverall, across New York state and reduce their was “flat,” says Donald Levy, SRI director. willingness to spend money. “If take a snapshot of this level moForyou the just entire state, the confidence ment a year ago, [statedippedin time to itsversus lowest point in we’re nearly two wide years.consumer sentiment is] down about 5 percent [for all of 2013],” says. Consumer sentiment in Levy upstate New York demographic groups according were down fellSome 6.5 points to 65.2 in October, to more than others survey over that acthe latest monthly thetime Sienaperiod, (College) cording the SRI(SRI) data. released Nov. 8. ResearchtoInstitute Upstate’s overall-sentiment of 65.2 The sentiment indexes forindex Democrats is a consumers combinationunder of theage current-sentiment and 55 were down and future-sentiment Upstate’s “appreciably,” about components. 10 percent for all of current-sentiment indexsentiment of 73.1 is levels down for 6.9 2013, Levy says. The points from September, futurelower-income consumerswhile (thosethewith ansentiment levelof decreased 6.3$50,000) points towere 60.1, nual incomes less than according to the SRI data. also down “significantly,” or 8 percent for figure was 4.4 points below theThe year,upstate he added. theIt was statewide consumer-sentiment level a year when consumer sentiment of 69.6, which was down 6.6 points from hovered near the break-even point (a level September, SRI said. of 75 at which overall optimism and pesAt 69.6, the state’s consumer-sentiment simism are balanced), but “never really got level is at lowest level since December 2011, meaningfully across it,” Levy says. according to SRI. That’s despiteconsumer-sentiment the best year for investors New York’s index

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on Street 1997, consumers pay4.3 Wall points fromsince September, as measured ing gas University prices thatof areMichigan’s below $4 per gallon, by the consumerand an unemployment rate that is down, sentiment index. The shutdown of the federal government although “not overwhelmingly.” made month ofaverage two halves,” “WeOctober still see“like the amythical consays Douglas of stasumer sitting Lonnstrom, here hopefulprofessor but cautious,” tisticssays. and finance at Siena College and SRI Levy founding When director. compared with the previous The years, shutdown of the three the lasted state’s about overallhalfconsummonth, and consumer sentiment “went in the er sentiment of 73.6 is down 3.7 points tank,” Lonnstrom says. from December 2012, up 6.3 points from “We got 2011, a littleand bit has of a increased bounce back after December 8 points the government reopened [Oct. 17] and compared to December 2010, according people weren’t worried about us defaulting to the SRI data. The sentiment index meaon our bills … but certainly not enough to overcome that dismal first half,” he adds. The SRI survey even found a decline in

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sured just 57.1sentiment in December 2008. the consumer among New York’s Besides measuringgroups. consumer sentiment, various demographic They include men, women, income SRI’s monthly survey also higher examines re(annual salary offor $50,000 orbig-ticket higher), items lower spondents’ plans buying income (annual salary of less than $50,000), in the next six months. under age 55, age buying 55 or older, In December, plansDemocrats, rose 1.1 and Republicans. points to 20.4 percent for furniture and “Every number on the boardpercent is negative increased 2.3 points to 15.3 for this month,” Lonnstrom says. major home improvements. Buying plans For instance, theto overall among slipped 2.1 points 11.9 sentiment percent for cars older New Yorkers, women, and high-income and trucks and decreased 3.4 points to 34.9 consumers down more than 8 points, acpercent for was consumer electronics. cording to the SRI data. Buying plans for homes remained unAnd for the highest-income consumers changed at 4 percent, according to the SRI (those with annual salaries over $100,000), the current-confidence component dropped more than 10 points.

data. “I can’t remember seeing a 10-point drop in one month,” says. Gas and foodheprices When with theofprevious In SRI’scompared monthly analysis gas andthree food years, the state’s overall-confidence sentiment prices, 63 percent of upstate respondents of 69.6 downof 9.1gas points Oct.a2012, up said theis price wasfrom having serious 10.5 points from October 2011, and has inimpact on their monthly budgets, up from creased 3.7 points compared to October 2010, 60 percent in November. according to the SRI data. The sentiment In addition, 54 percent of statewide reindex measured 51.6 in October 2008. spondents indicated concern about the price Besides determining consumer sentiment, of gas,monthly up fromsurvey 50 percent in November, acSRI’s also examines responcording to SRI. dents’ plans for buying big-ticket items in the When asked about food prices, 71 pernext six months. cent of upstate respondents indicated In October, buying plans were down the 0.3 price groceries having a electronserious points of to 35.5 percentwas for consumer impact on their1.2finances, up22from 67 perics; decreased points to percent for cent in November. About 67 percent percent for of furniture; slid 0.6 points to 5.1 statewide respondents expressed concern homes, and fell 0.9 points to 16.4 percent for about bills, up from 66 percent major their homefood improvements. Buying plans remained unchanged for cars and trucks at in November. 12.9 percent, according to the SRI data. SRI conducted its survey of consumer sentiment in December by random teleGas and food prices phone calls to 622 New York residents over In SRI’s monthly analysis of gas and food the age of 18. prices, 59 percent of upstate respondents As consumer sentiment is expressed as saidindex the price of gas was having a serious an number developed after statistical impact on their which is calculations to amonthly series ofbudgets, questions, “mardown from 71 percent in both September gin of error” does not apply, SRI contends. and August. Buying plans, which are shown as a In addition, 51 percent of statewide repercentage based on answers to specific spondents indicated concern about the price questions, have a margin of error of plus or of gas, down from 57 percent in September, minus 3.9 to points.  according SRI. Gas prices statewide have been a “bright Contact Reinhardtsays, at noting they’ve despot,” Lonnstrom ereinhardt@cnybj.com creased, on average, between 20 cents and See SENTIMENT, page 4

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The Central New York Business Journal • 7

January 10, 2014

SBA seeks nominations for Veteran-Owned Business Achievement award BY JOURNAL STAFF

SYRACUSE — The Syracuse district office of the U.S. Small Business Administration (SBA) announced it is seeking nominations for the Veteran-Owned Business Achievement (VOBA) award to recognize the entrepreneurial success of a local business owner who has served the country. The nominee must be a U.S. citizen with

a record of military service, own at least 51 percent of his or her small business, and have operated the business for at least two years, the SBA said in a news release. The individual must also meet one or more of the following criteria: demonstrat-

ed staying power, growth in employees or sales, “innovativeness” of service or product, responded to adversity, and contributed to community-oriented projects,

the SBA said. The SBA will present the winner with the

award at the 2014 Operation: Start Up & Grow veterans’ business conference at Onondaga Community College on March 20. Nomination forms for the VOBA award are available by contacting Jonathan Kilcourse at the SBA Syracuse district office at (315) 471-9393 ext. 226, or email: jonathan.kilcourse@sba.gov. Nominations must be postmarked by Jan. 31, the SBA said. 

D’Arcangelo accounting firm merges with Canastota sole proprietor BY JOURNAL STAFF

UTICA — D’Arcangelo & Co., LLP, a Utica– based accounting and consulting firm, on Jan. 6 announced its recent merger with Harry L. Hood CPA, a sole proprietorship in Canastota, that gives D’Arcangelo an eighth office. The D’Arcangelo firm didn’t release terms of its merger agreement with Harry L. Hood CPA. The Hood firm includes Hood, a second certified public accountant, and two additional employees, the D’Arcangelo firm said in a news release. Its latest office is located at 3210 Seneca Turnpike in Canastota. Besides Canastota and its Utica headquarters, the D’Arcangelo firm also operates Central New York offices in Syracuse, Rome, and Oneida. It also has offices in Westchester, Poughkeepsie, and Millbrook, according to its website. Organized in Westchester County in 1950, D’Arcangelo & Co. includes 33 partners and about 120 professional staff, the website says. 

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8 • The Central New York Business Journal

January 10, 2014

Silverware: The process of silver manufacturing was simple Continued from page 5

year to manufacture items such as forks, spoons, ladles, dessert and butter knives, servers, napkin rings, and crumb scrapers. Additionally, he designed Masonic, OddFellow, and other Society silver and gold pieces, such as badges and ornate medals. One of the manufacturer’s most famous orders was for 1 million commemorative spoons honoring the 1901 Pan-American

Exposition in Buffalo. Four patterns were designed and used for the bowl of each spoon. These were a view of Niagara Falls, the Fair’s electric tower, machinery and transportation building, and the electrical building. The handle was imprinted with both a buffalo head and an Indian head and the lettering “Pan-American Exposition 1901.” Despite the death of Joseph Seymour in 1887, the firm stayed in business until 1905. The process of silver manufacturing was

simple. The silver was subjected to high temperatures and the resulting liquid poured into moulds, producing bars of a pre-determined weight. These bars were then hammered and passed through a rolling mill that was set to roll out the silver in a variety of thicknesses based on the article being produced. The silver was then hammered again by hand, fed into die-rollers where it received the shape and pattern required, filed, polished, burnished, and finally engraved.

The silver industry in the Syracuse area declined at the end of the 19th century, primarily due to economic reasons and changing consumer tastes. After more than 50 years and much acclaim, the industry disappeared from the area. q Karen Y. Cooney is support services administrator at the Onondaga Historical Association (OHA) Museum (www.cnyhistory.org) at 321 Montgomery St. in Syracuse.

CUOMO: Changes will send a message that New York wants to grow its manufacturing sector Continued from page 2

business climate. The organization hopes state-government leaders will implement “as many of these measures as possible,” he added. The proposed elimination of the corpo-

rate tax rate for upstate manufacturers, a 20 percent tax credit of a manufacturer’s property taxes, and the proposal calling for an immediate elimination of the 18-A energy-tax surcharge will send a message that New York wants to grow its manufacturing sector, Randall Wolken, president of the

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DeWitt–based Manufacturers Association of Central New York, said in a statement. “It is well-known that manufacturing is the backbone to a thriving economy. Providing New York state manufacturers with the much-needed tax breaks will enable them to do what they do best: create

high-quality manufactured goods, sustain and grow family supporting well-paying jobs, and generate much-needed revenue for our state,” Wolken said. q Contact Reinhardt at ereinhardt@cnybj.com

www.cnybj.com


The Central New York Business Journal • 9

January 10, 2014

opinion

Business Journal C e n t r a l

N e w

Y o r k

Volume 28, No. 2 - January 10, 2014 NEWS Editor-in-Chief........................Adam Rombel arombel@cnybj.com Associate Editor.............Maria J. Carbonaro mcarbonaro@cnybj.com Staff Writers.............................. Eric Reinhardt ereinhardt@cnybj.com ....................................................Norm Poltenson npoltenson@cnybj.com Contributing Writers................Traci DeLore Columnists.......................................Will Barclay Production Manager.......................Erin Zehr ewebb@cnybj.com Research Manager.................. Nicole Collins ncollins@cnybj.com SALES Sr. Account Manager.......Mary LaMacchia mlamacchia@cnybj.com Account Manager................... Daniel Buddie dbuddie@cnybj.com Jeffrey Sydney jsydney@cnybj.com Marketing .......................BBB Marketing Inc. CIRCULATION Circulation Management....(315) 579-3927 Administrative Publisher..........................Norman Poltenson npoltenson@cnybj.com Chief Operating Officer......Marny Nesher mnesher@cnybj.com Business Manager..................... Kurt Bramer kbramer@cnybj.com

The Central New York Business Journal (ISSN #1050-3005) is published every week by CNY Business Review, Inc. All contents copyrighted 2014. All rights reserved. No part of this publication may be reproduced without the written consent of the publisher. Cover Price $2 Subscription Rate $89 per year Call (800) 836-3539

I

An updated lesson on what you’re selling

  n August 2005, I wrote an op-ed,   entitled, “What Are You Selling?”   (Subhead: Be like Bob, sell yourself). In the column, I told the story of a successful local salesperson, whom I called Bob. The full column is below in italics. Read through it and check back with me on the other side: Here’s a question for those of you who are in sales: What do you feel like you’re selling? Is it your answer that you’re selling a product (a piece of software for example) or a service (like public relations)? Actually, you’re selling the most important product or service in the world — yourself. It’s your knowledge, talent, professionalism, and perhaps most importantly, the connections you have and the people you know. Before I start to sound rombel on too much like Jeffrey business Gitomer in his weekly Sales Moves column, let me tell you why I am writing about this topic. In covering business in Central New York, I’ve encountered a number of successful business owners, managers, and salespeople. But there is one very successful salesperson, whom I believe has a profound approach — he sells himself. And I think it’s about time I shared with readers some of his innovative, yet simple methods. I will call him Bob and withhold his real

adam rombel

MAIL: Send letters to: Editor, The Central New York Business Journal 269 W. Jefferson St. Syracuse, N.Y. 13202-1230 EMAIL: letters@cnybj.com PHONE: (315) 472-3104

of the less-than-ready-tobuy prospects Bob meets, the one meeting would be the end of it. But no, Bob will call back and see how they’re doing. He’ll ask the person whether she’s found that dream house or connected with Bregman that acquaintance from college. Bob is tireless in pursuing new prospects, even during times when he has a full plate of existing clients to service. Again, he’ll meet with anyone, anytime. This helps inoculate him during lean business cycles. So, be like Bob by aggressively getting out there and selling yourself. Bob’s story contained interesting and effective lessons for salespeople. And it’s just as relevant today as when I first penned the column. But there is one order of business left incomplete. Who is Bob? Now, I can finally reveal that. Drum roll please … Bob is none other than Bernie Bregman, who is retiring after more than 25 years with The Business Journal. But being the hard charger he is, Bernie is not stopping work altogether. He and BBB Marketing will still be involved in some interesting initiatives. Stay tuned. Congratulations and best of luck, Bob … er, Bernie! q Adam Rombel is editor-in-chief of The Central New York Business Journal. Contact him at arombel@cnybj.com

Tax exemptions for military, locally grown produce among new bills signed into law

N

  ew York Governor Cuomo recently   signed a number of bills into law.   One new law that I sponsored will enable the military to receive sales-tax exemptions on vehicles purchased out of state. Another will increase purchasing of locally grown produce in hospitals, prisons, and other state-run facilities.

Military tax exemption

HOW TO REACH US

name so as not to sound like I’m advertising his services or products, or letting his competitors and prospects in on his methods. Bob sells marketing services. But you’ll never hear him say that. He makes appointments for “networking” meetings with prospects — lots of them, probably one or two meetings a day. And networking is exactly what Bob delivers. He’ll meet with people whom he knows aren’t likely to buy his marketing services, either because they have said they’re not interested or are just starting out in business, or don’t have a big budget. Heck, he’s even met with unemployed people. There’s no one that Bob will write off as being not worth a meeting. His belief is that by helping people to network in the community, obtain important contacts, and find ways of obtaining free attention for their businesses, the people he meets with will call him first when they are ready to market their businesses. It’s a simple approach that yields results. Bob is successful at it for several reasons (all of which could help you in your business’s sales efforts): He knows literally everyone in his business community. Years of networking, schmoozing, volunteering in the community, and marketing have honed a huge network of contacts. Bob listens and asks questions. If the prospect talks about how she is having trouble finding the right house to buy, Bob will instantly chime in with a name of a real-estate agent that he knows can help her. Or maybe the client attended a certain business school and Bob will mention the name of a fellow grad he knows. Bob is always connecting people. Bob always follows up. You’d think with some

A.6223 exempts members of the military upon returning to New York from having to pay New York sales opinion tax on vehicles that they purchased while stationed in another state — provided that they paid sales tax in the other state. The law became effective immediately. I was pleased to co-sponsor this measure in the Assembly.

will barclay

New York residents who purchase a vehicle outside of New York state are required to pay sales tax upon registering the vehicle. For those who served in the military, this proved problematic. Military service members often keep their residency and driver’s license in their home state while serving because they intend to return to their home state someday. Unfortunately, in doing so, if a service member kept his New York residency and purchased a vehicle while stationed in another state, he would be obligated to pay New York’s sales tax on that vehicle upon returning to New York — even if he paid sales tax in another state. This meant a veteran returning to New York state may have had to pay sales tax on his vehicle twice. The new law prevents this.

NY farm produce to increase at state-run facilities

I was pleased to support A.5102 in the Assembly, which supports local agriculture. This law requires hospitals, prisons, and other state agencies to buy more local

produce. It requires the state to put in place better purchasing and tracking systems to make this possible. The law already favored that state agencies purchase locally produced food, but this new law gets more specific on purchasing systems and reporting those purchases. It authorizes the Commissioners of General Services and Ag and Markets to develop regulations to “establish guidelines to increase purchases of New York food products; publish the guidelines on the Office of General Services website; and provide for monitoring and implementation …” It also requires annual reports be made to the state legislature and the governor so the public can better track these purchases. q William (Will) A. Barclay is the Republican representative of the 120th New York Assembly District, which encompasses most of Oswego County, including the cities of Oswego and Fulton, as well as the town of Lysander in Onondaga County and town of Ellisburg in Jefferson County. Contact him at barclaw@ assembly.state.ny.us, or (315) 598-5185.


10 • The Central New York Business Journal

January 14 n Dannible & McKee’s Annual Notfor-Profit Conference from 8:15 a.m. to 12:30 p.m. at DoubleTree by Hilton Hotel Syracuse, 6301 State Route 298, East Syracuse. This complimentary conference will inform you on the issues and solutions you need to manage your operations in the New Year. The presentations — featuring audit and tax partners from Dannible & McKee along with Peter Dunn of the Central New York Community Foundation — will focus specifically on issues relevant to not-for-profit administration. The event is free and open to those in the not-for-profit industry as well as board members of area not-for-profits. Registration is suggested. For more information and to sign up, visit: www.dmcpas.com/ events or email: klarue@dmcpas.com or call (315) 472-9127 x139. n How to Maximize Your CenterState CEO Membership from 8:30 to 9:30 a.m. at The Tech Garden, 235 Harrison St., Syracuse. CenterState CEO has incorporated member feedback to launch a series of new and revamped programs and services to help facilitate the success and growth of our members and their employees. In this session, we will share how to make the most of your membership. There is no cost, and this event is for all members, current and new. Reservations are requested. To sign up, visit CenterStateCEO.com

January 15 n Social Media for Your Small Business discussion from 9 to 11 a.m. at Mulroy Hall at Onondaga Community College with Maria Snyder, social-media consultant. Learn how to use social media to drive traffic to your website and increase sales. The cost is $45. To register, call (315) 498-6070.

January 16 n CenterState CEO Economic Forecast Breakfast from 7:30 to 10 a.m. at the Oncenter at 800 S. State St. in Syracuse. Join hundreds of fellow CenterState CEO members, business leaders, and executives for the presentation of the 2014 Economic Forecast. The cost is $35 for members and $45 for nonmembers. For more information, contact Lisa Metot at (315) 470-1870 or email: lmetot@centerstateceo.com n Tenth Annual Best Practices for Nonprofits for Executive Staff and Board Members Conference Program at 8 a.m. at the Holiday Inn Syracuse-Liverpool. This program qualifies for 4 hours of specialized knowledge CPE for CPAs. The program is designed to provide not-for-profit organizations’ executive staff and members of boards of directors with a menu of relevant and timely topics that cover updates to New York state policies of concern to charitable organizations and not-for-profit health-care providers; executive compensation compliance; fund-raising compliance; and the Affordable Care Act. This conference is intended for the invited guests of Bond, Schoeneck & King, PLLC, The Bonadio Group, Central New York Community Foundation,

January 10, 2014

Business Calendar

OF EVENTS

Inc., The Gifford Foundation, United Way of CNY, and The Central New York Business Journal, who reserve the right to deny admission to any applicant. The cost is: Bond / Bonadio clients: $50 per person ($35 each additional); All other invitees: $65 per person ($50 each additional). Register online at www.bsk.com/events

January 21 & 28 n Learn “Marketing 101” with CNY Sales and Marketing Executives at 7:30 a.m. at the Greater Syracuse Association of Realtors, 5958 E. Taft Road, North Syracuse. CNY Sales and Marketing Executives is holding a two-session course to provide information on all of the marketing vehicles available and how to turn your marketing strategy into a successful “sales” and marketing strategy. The cost is $10 for CNY SME members. Member special — both classes for $15. Nonmembers can also attend. To obtain more information and RSVP, visit: info@cnysme.org

January 23 n Social Media & Internet Tools Group discussion from 9 to 10 a.m. at SUNY Center for Professional Development, 6333 Route 298, Suite 102, East Syracuse. CNY ASTD hosts an informal group for discussions on social media and Internet tools in a research, experience sharing, and learning environment. Topic: Vine and Snapchat. For details, call (315) 546(2783) or email: info@cnyastd.org

January 28 n Tell Your Story! Discussion from 7:30 to 10 a.m. at the Palace Theatre, 2384 James St., Syracuse. CNY ASTD will discuss how to put the spotlight on learning and development achievements. The cost for members is $20, nonmembers pay $35. Register at www.cnyastd.org. For further information, call (315) 546-2783 or email: info@cnyastd.org

January 29 n PLS’s SheFORWARD Event from 6 to 7:30 p.m. at PLS Offices, 41 Oswego St., Baldwinsville. The scheduled speaker is Sharon L. Contreras, Syracuse City School District Superintendent of Schools; the topic will be “Women and Leadership.” No cost to attend, but registration is required at www.DiscoverPLS.com/ Calendar

FEBRUARY 7 n CNY ASTD Breakfast Club from 7:30 to 9 a.m. at the Gem Diner, 832 Spencer St., Syracuse. The topic will be “Learning Technologies.” For further information, call (315) 546-2783

or email: info@cnyastd.org

ONGOING EVENTS n Every Tuesday, Cayuga Club Toastmasters from 6 to 7 p.m. at Cornell University, Ithaca, Rhodes Hall, 6th Floor, Conference Room #655. Free and easy parking is available nearby at Peterson Lot. For more information, contact Julia Reich, (315) 364-7190 or email: juliareichdesign@gmail.com n Every Tuesday, Syracuse Business Connections from 3:30 to 5 p.m. at Hummel’s Office Plus, 6731 Old Collamer Road, DeWitt. The group meets to network and exchange referrals. For more information, email: Deb Angarano at dangarano@tsys.com n Every Wednesday, Small Business Development Center at OCC from 4 to 6 p.m., Introduction to Business Startup at H-1 Hall. Please call 4986070 or visit www.onondagasbdc.org n Every Wednesday, Syracuse Business Networking from 6 to 7 p.m. at Barbieri’s Restaurant (upstairs level) located on Main Street in the village of North Syracuse. For more information, call Kim Bachstein at (315) 414-8223 or email: info@ SyracuseBusinessNetworking.com n First Wednesday of each month, Business Innovation Days meetings from 9 a.m. to 5 p.m. at The Tech Garden, 235 Harrison St., Syracuse. Entrepreneurs and small businesses can meet one-onone with a counselor from the SBDC for advice and customized assistance opportunities. Scheduled by appointment, call (315) 474-0910 or email: info@ thecleantechcenter.com n First and Third Wednesday of each month, Preferred Toastmasters from noon to 1 p.m. at Golden Artist Colors, 188 Bell Road, New Berlin. Contact Jonie Bassett at (607) 847-6154, x1217. n Fourth Wednesday of each month, Preferred Toastmasters from 5:30 to 6:30 p.m. at Chenango County Council of the Arts, 27 W. Main St., Norwich. Contact Jonie Bassett at (607) 847-6154, x1217. n Every Thursday, Empire Statesmen Toastmasters meet at 6:30 p.m. at Ruby Tuesday on Erie Boulevard in DeWitt. For more information, visit http://1427.toastmastersclubs.org or email: contact-1427@ toastmastersclubs.org n Every Thursday, Free Business Counseling with SCORE from 10 to 11:30 a.m. at the Tioga County Chamber of Commerce, 80 North Ave., Owego. Contact the Tioga County Chamber of Commerce to make an appointment at (607) 687-2020.

n Every Thursday, Liverpool Linguists from 7 to 8 p.m. First Thursday of every month at Liverpool Public Library and the remaining Thursdays at Liverpool First Methodist Church, 604 Oswego Road, Liverpool. For details, visit http://Liverpool.toastmastersclubs.org or call (315) 8842668 or 457-2581. n Every second and fourth Thursday of the month, The North Star Toastmasters from noon to 1 p.m. at C&S Companies, 499 Col. Eileen Collins Blvd., near Hancock Airport. For more information, contact Sandy Jurkiewicz at sjurkiewicz@centerstateceo.com or call (315) 470-1802. n Third Thursday of each month, CNY ASTD Happy Hour from 5 to 7 p.m. at Coleman’s, 100 S. Lowell St., Syracuse. Informal networking for learning and development professionals. For more information, call (315) 546-2783 or email: info@ cnyastd.org n Every Friday, 40 Above: Workers in Transition from 9 to 11 a.m. at the library in North Syracuse (NOPL) at 100 Trolleybarn Lane, North Syracuse. Helping workers/job seekers aged 40 and above in search of work. Contact John A. Cruty at (315) 569-3964, or at crutij@yahoo.com n Every Friday, Tip Club of Syracuse, at the Sheraton Syracuse University Hotel, 801 University Ave., Syracuse, 8 to 9 a.m. Call Bernie Bregman at (315) 472-3903 or email: bbregman@cnybj.com n First Friday of each month, Toolkit Day with SCORE by appointment at The Tech Garden. Counselors provide free, confidential, individual business mentoring to prospective or current business owners. For more information or to make an appointment, contact Lynn Hughes at (315) 579-2862 or email Lynn@ TheTechGarden.com n Every second and fourth Friday of each month, The SUN Group (Sustainable Upstate Network) meets from 7:30 to 9 a.m. at Tony’s Family Restaurant, 3004 Burnet Ave., Syracuse. For more information, contact Andy Picco at (315) 657-0135 or email: andrewpicco@gmail.com n CNY Connects is a networking organization offering 12 groups from which to choose. If you are interested in learning more, contact Amy Kaschel of AK Consulting at akconsult@twcny.rr.com or call (315) 882-6127 or visit www.cnyconnectsonline.com To have your meetings or events in the Business Calendar, email them to movers@cnybj.com


The Central New York Business Journal • 11

January 10, 2014

PEOPLE ON THE MOVE: new hires & promotions accounting Firley, Moran, Freer & Eassa, CPA, P.C., Cer tified Public Accountants, has promoted Tammy L. Trippany to principal. She has more than 17 years experience in public accounting Trippany and private industry. Trippany is a CPA and a graduate of Binghamton University. She received a master’s degree in taxation from the University of Denver.

advertising agencies Eric Mower + Associates has hired Angeline Jonga as a new business coordinator. She works with teams across each of EMA’s seven offices. Jonga is a recent graduate of Le Moyne Jonga College, where she earned a bachelor’s degree in communications. She gained integrated marketing experience through an internship at Le Moyne’s W. Carol Coyne Performing Arts Center and the nonprofit organization Syracuse First.

Blakley

Penalva

Pinckney Hugo Group has hired Patrick Blakley as a media buyer, Joanna Penalva as a public relations account manager, and Kim Venuti as an assistant art diVenuti rector. Blakley has a bachelor’s degree from the State University of New York at Oswego. Penalva has a master’s degree in public relations from the S.I. Newhouse School of Public Communications at Syracuse University and a bachelor’s degree in communications from Le Moyne College. Venuti has a bachelor’s degree in visual communications from Cazenovia College.

banking & finance NBT Bank recently announced that John Brodhacker, Terra Granata, and Jessica Kelsey have earned officer promotions to vice president. Brodhacker, senior compliance officer, has worked for NBT Bank since 2001.

Granata

Kelsey

Granata, information security officer, joined the company in 2008. Kelsey, dealer finance operations manager, started at NBT Bank in 2001.

education & training David Lerman, business advisor for the Mohawk Valley Small Business Development Center (SBDC), has been promoted to senior business advisor. He joined the SBDC more than five years ago with Lerman many years of experience in the retail marketplace. He has an impressive track record of assisting both start-up and existing businesses with a wide range of management and technical services. Lerman will continue to counsel current and potential business owners as well as develop a training and mentoring program for new business advisors. He has a bachelor’s degree in business and public management from SUNYIT. Shelby Sweet has been hired as a business advisor for the Mohawk Valley Small Business Development Center. Owner of a local agriculture-based business for more than 20 years, Sweet Sweet brings first-hand experience running a small business in the Mohawk Valley and New York State, the Mohawk Valley SBDC says. She has extensive knowledge of general bookkeeping processes for a small business, including QuickBooks, payroll, and sales taxes, as well as an understanding of inventory controls, human-resources issues, and managing the cash flow of a seasonal business. Sweet has a bachelor’s degree in business and public management and a master’s degree in management science from SUNYIT.

employment services Samantha Hoerner recently joined ISSI Technology Professionals as an office & employment administrator. She is a graduate of ShippensburgUniversity in Pennsylvania with a bachelor’s degree elementary education.

Hoerner

financial services Brodhacker

Pinnacle Investments, LLC has hired Susan Griffith as assistant regional man-

ager for the Central New York region. She will also serve as branch manager for the Syracuse home office. Griffith has her Series 7, Series 63, and Series 8 licenses. David Chrisogonou has joined the Syracuse branch of AXA Advisors, LLC. He has earned his Series 6 and 63 FINRA securities registrations in New York, and his New York state life, accident, and health licenses.

health care Hazem Qalla, M.D. has joined Women’s Health Associates of Oneida in the practice of obstetrics and gynecology. He received his medical training at Ross University School of Medicine, Dominica W.I. and completed his OB/GYN surgical training at New York Methodist Hospital and the Drexel University School of Medicine. Qalla also served as clinical assistant professor and full-time faculty member at SUNY Downstate Medical Center / Hospital University of Brooklyn. He will be joining Oneida Healthcare’s da Vinci robotic surgery team. Upstate Medical University announced the following new faculty appointments. Aart Geurtsen, M.D. has been named assistant professor of medicine and a hospitalist, specializing in general medicine. He received his medical degree at Upstate Medical University and completed his surgical residency at Kern Medical Center in Bakersfield Calif. Prior to Upstate Medical, Geurtsen worked in a private practice in Marcellus, served as a school physician for the Baldwinsville School District, and has been employed at the Upstate Community General campus as a part-time hospitalist. Andrea Intartaglia Berg, M.D. has been named assistant professor of medicine, specializing in geriatric medicine. She is a graduate of Cornell University, received her medical degree from George Washington University School of Medicine, and completed her medical internship and residency at Yale New Haven Hospital’s Primary Care program. Berg then completed the Harvard Fellowship in Geriatric Medicine and served as an attending primary care provider at the Newton Wellesley Hospital in Massachusetts. Emily Lazzari Albert, M.D., has been named assistant professor of medicine and a hospitalist. She received her medical degree from Upstate Medical University, where she also served as chief medical resident. Albert also holds a master’s degree in public health from Ohio State University. J. Kurt Concilla, M.D. has been named an assistant professor of medicine and a podiatrist for Upstate’s Joslin Center for Diabetes. He received his medical degree from California College of Podiatric Medicine and completed his surgical residency in Portland, Ore. Prior to Upstate Medical, Concilla worked as a board-certified foot surgeon and podiatrist at Crouse Medical Practice. Manju Paul, M.D., has been named assistant professor of medicine specializing in interventional pulmonology and pulmonary and critical care medicine. She received her medical degree from St. John’s Medical College in Bangalore, India and completed her residency and fellowship training at Upstate Medical in internal medicine and pulmonary and critical care medicine. Paul completed an additional subspecialty fellowship at the combined Beth Israel Deaconess Medical Center-Massachusetts General Hospital

interventional pulmonology program of Harvard Medical School. Matthew Hess, M.D., has been named assistant professor of medicine and hospitalist. He received his medical degree and completed his residency in internal medicine at Upstate. In addition, Hess worked at Upstate as a research laboratory technician, where he studied olfaction development in neonatal animal models and how this may be related to the predisposition of alcoholism later in life. Patrick Kohlitz, M.D. has been named assistant professor of medicine and a hospitalist. He received his medical degree from St. Georges University School of Medicine in Grenada, West Indies, and completed his residency in internal medicine at Upstate Medical. Ruban Dhaliwal, M.D. has been named an assistant professor in medicine, specializing in endocrinology, diabetes, and metabolism. She received her medical degree from Vinnica National Medical University in Vinnica, Ukraine and completed her residency at North Shore - LIJ Hospital at Forest Hills in internal medicine, where she also served as chief resident. Dhaliwal also completed a bone and mineral research fellowship at Winthrop University Hospital.

nonprofits The Arc, Oneida-Lewis Chapter recently named Michaleen Mahoney the new assistant director of vocational services. She received a bachelor’s degree in therapeutic recreation from Utica Mahoney College and earned her master’s degree in childhood and special education from Touro College of New York. Mahoney was a residential program manager with The Arc from 2002-2006, and has served as the clinical director since 2006.

technology CXtec has hired Dan DeGennaro as an account manager. Prior to joining CXtec, he participated in the management training program at Enterprise Rent-ACar. DeGennaro holds a bachelor’s degree in DeGennaro communications from Le Moyne College. Jordan Messina recently joined Rounded Development as a programmer. He will work on Web applications and websites for both desktop and mobile devices. Messina has been programming for the Messina Web since he was 13 years old. He attended Binghamton University and graduated with a bachelor’s degree in computer science.

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12 • The Central New York Business Journal

January 10, 2014

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Employee Benefits SPECIAL REPORT

HR/INSURANCE

NY State of Keeping It Kleen acquisition adds Health: More training option to WyckWyre services

than 241,000 enrolled for health insurance as of year-end

By Traci DeLore contributing writer

CONKLIN — WyckWyre Food & Hospitality Online Hiring Systems, a unit of Maines Paper & Food Service, Inc., acquired Keeping It Kleen, another Maines subsidiary, on Jan. 1. It’s a move designed to further WyckWyre’s goal of helping its customers boost employee retention rates through proper training. WyckWyre did not disclose terms of the acquisition, which included all the assets of Keeping It Kleen and its two employees. There is a growing realization in the food industry that a well-trained employee tends to stay with a company longer, says Lisa DiVirgilio, WyckWyre’s company director. WyckWyre (www.wyckwyre.com) has been looking for a while to create a management training system for its clients and found the perfect platform in its fellow Maines subsidiary Keeping It Kleen, she contends. Keeping It Kleen got its start as a foodsafety program for Maines customers to use. Founded in 2010, the company now provides online food-safety training to both independent and franchise locations. According to its website, www. keepingitkleen.com, it costs $29.99 per month for a 12-month membership to Keeping It Kleen, which includes 10 training modules. Additional training components cost $10 per module. “It just made sense for us to purchase Keeping It Kleen,” DiVirgilio says. Keeping It Kleen continues to operate under its own name and offers its array of online training programs. In the future, the company’s online platform will host WyckWyre Train, a managementtraining program currently in development, she says. The program will offer clients the ability to manage branded training content, assign courses to employees, and track overall progress. It will team up with WyckWyre Hire, the company’s

WyckWyre, which launched in 2010 with just two employees, currently employs 12 people

By Eric Reinhardt Journal Staff

A

online hiring service, and WyckWyre On Board, which offers clients the option to have applications complete their new employee paperwork electronically. The ultimate goal, DiVirgilio says, is helping business clients find the best applicants for the job and then helping clients retain those people using just one software platform. A well-trained employee is 40 percent more likely to stay at the job for a minimum of one year, she says. Companies that invest in a learning-management platform see, on average, a 30 percent reduction in turnover in the course of a year, she adds. That’s important because employee turnover costs money, both in lost productivity and in the efforts to find and train a replacement, DiVirgilio says. WyckWyre will formally launch WyckWyre Train at the National Restaurant Association Show in Chicago in mid-May, she says. As many as 60,000 restaurant industry professionals will attend the show over the course of three days, providing an ideal target audience. “You can imagine how big this will be for us,” she says. In the meantime, WyckWyre and Keeping It Kleen are cross-promoting their services between existing clients. Some of Keeping It Kleen and

WyckWyre’s local clients include Tioga Downs Casino in Nichols, Burger Mondays Bar & Grille in Binghamton, Number 5 Restaurant in Binghamton, Fly Creek Cider Mill in Fly Creek, Ithaca Ale House, and Arooga’s Grille House & Sports Bar in Pennsylvania. WyckWyre also provides hiring services on a national level for more than 900 Wendy’s locations and a number of Chili’s Grill & Bar restaurants. WyckWyre, which launched in 2010 with just two employees, currently employs 12 people (including the two just added from Keeping It Kleen) and will add two more employees over the next several weeks, DiVirgilio says. While she declined to release revenue figures, DiVirgilio says WyckWyre’s revenue grew 130 percent in the fourth quarter of 2013 and she hopes to see revenue grow 150 percent in 2014. Both WyckWyre and Keeping It Kleen continue to operate from Maines’ corporate headquarters at 1010 Broome Corporate Parkway in Conklin. Maines (www.maines.net) is a privately held food-service distributor with annual revenue approaching $4 billion and customers in 36 states. q

  s of the morning of Dec. 31, more   than 241,000 New Yorkers had   enrolled for health-insurance coverage through NY State of Health (NYSOH), New York’s health-insurance exchange. That’s according to a news release NYSOH distributed that day. In addition to the enrollment numbers, nearly 481,000 New Yorkers had also completed their applications for health-insurance coverage, NYSOH said. NYSOH is “very pleased” with both the numbers for enrollment and for those who have completed applications, Donna Frescatore, executive director of NY State of Health, said in the news release. “Activity on the site was particularly high on Dec. 23 and Dec. 24 when more than 42,000 New Yorkers enrolled for coverage,” said Frescatore. Dec. 24 was the deadline for enrollment to ensure health coverage beginning Jan. 1. The number of enrolled individuals increased sharply from Dec. 23 (188,546) to Dec. 30 (241,522), NYSOH said. The open-enrollment period for individuals on the NY State of Health marketplace runs through March 31. q

Contact The Business Journal at news@cnybj.com

Contact Reinhardt at ereinhardt@cnybj.com


2B • The Central New York Business Journal

EMPLOYEE BENEFITS/HR/INSURANCE

January 10, 2014

Attorney discusses HR challenges of health law’s employer mandate BY ERIC REINHARDT JOURNAL STAFF

SYRACUSE — The employer mandate in the Patient Protection and Affordable Care Act (the national health-care reform law) takes effect in just over 11 months, and human-resources (HR) professionals should make certain they have an accurate figure for their company’s employee count. That’s the recommendation from Christian Jones, a labor-law attorney with Mackenzie Hughes, LLP of Syracuse. Jones The employer mandate is a requirement that all businesses with more than 50 full-

time equivalent (FTE) employees provide health insurance for their full-time employees, or pay a per month “Employer Shared Responsibility Payment” on their federal tax return. The provision is most often referred to as “play or pay,” Jones says. The employer mandate is officially part of the law’s Employer Shared Responsibility provision. The annual fee is $2,000 per employee if a company doesn’t offer insurance (the first 30 full-time employees are exempt), according to a research CribSheet at the website of the Nashville, Tenn.–based National Federation of Independent Business (NFIB). The NFIB says it advocates for the nation’s small businesses. “So ... an important first step for all employers is to determine whether they are subject to the employer mandate. In that regard,

employers need [to] determine whether they meet that … 50 full-time employee, or 50 FTE employee threshold,” Jones says. And if the company uses any independent contractors for work production, the HR department needs to make sure those contractors are properly classified to determine if they are part of the company’s overall employee count, says Jones. “It’s important for employers to take a close look at their independent-contractor arrangements and ensure that the classification is proper. And, if not, that they do properly classify those individuals as employees and include them in their employee count,” Jones adds. Even though the federal government announced the year-long delay in the employer mandate more than six months ago, Jones recommends HR departments begin the employee-count process soon, if they haven’t

POLARIS: Firm generates annual revenue of about $18 million Continued from page 1

Integrated Library System, representing more than 130 new locations adopting Polaris library software throughout the U.S. and Paris, France, the company said in a news release. Its new customers include the Tempe Public Library in Arizona, the Salt Lake City Public Library in Utah, the Los Angeles County Office of Education in California, and the American Library in Paris, according to the release.

The firm has started noticing a “common theme” among its customers, Bill Schickling, president and CEO of Polaris Library Systems, said. “This year more than ever, librarians are looking for solutions that will help them transform their library into what they’ve always envisioned. As libraries look to reinvent themselves, we hope to attract more customers who are looking for a fully integrated solution beyond what our competitors can provide,” Schickling said. Besides its integrated library system,

Polaris also offers products that include an inventory-manager system, outreachservices software, inbound and outbound calling services, and self-check technology, according to the firm’s website. Established in 2003, Polaris Library Systems provides software for academic, private, and public libraries. The firm Gaylord Bros. developed Polaris, an integrated library system, in 1997. Polaris became a stand-alone company in 2003 when Gaylord Bros. sold the library furniture and supplies portion of the

already done so. As they’re preparing for compliance with next year’s employer mandate, Jones also advises HR departments that some employees might still be thinking about the individual mandate, which took effect on Jan. 1 but also has a deadline of March 31 for this year’s open-enrollment period. “I can certainly envision employees perhaps having questions or concerns regarding their ability to obtain health-care coverage,” Jones says. In that case, he’d recommend employers provide a notice to those workers who elected not to participate in the employersponsored plan to make them aware that they have until the end of March to enroll in a plan through NY State of Health, New York’s health-insurance marketplace.  Contact Reinhardt at ereinhardt@cnybj.com company to a competing firm, Madison, Wisc.–based Demco, Inc., according to the Polaris website. In early 2010, Polaris employees arranged a management-led buyout of the company. As of now, the firm’s seniorleadership team, including Schickling, remain the company’s owners, according to its site. Polaris Library Systems generates annual revenue of about $18 million, according to the 2013 Business Journal 500 publication.  Contact Reinhardt at ereinhardt@cnybj.com

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The Central New York Business Journal • 3B

EMPLOYEE BENEFITS/HR/INSURANCE

January 10, 2014

Amendment to state labor law affects severance packages BY ERIC REINHARDT JOURNAL STAFF

SYRACUSE — An amendment to New York’s Labor Law that took effect on Jan. 1 could affect how terminated employees negotiate severance packages. Under the amendment, New York workers who are terminated could become ineligible for unemployment insurance (UI) for a time, if they accept an immediate severance package from their employers. Under the new law, employees aren’t eligible to receive UI benefits during the weeks they receive severance pay, if their payments exceed the maximum weekly benefit rate, which is currently $405. Employees will qualify for UI benefits if their initial severance payment arrives more than 30 days after the termination, says Heather Youngman, an associate focusing on civil litigation at the Syracuse office of Albany–based Tully Rinckey PLLC. The firm’s local office is at 507 Plum St. in Syracuse. Before the amendment, even if they did accept a severance package, employees were still eligible for unemployment insurance, Youngman says. “Under the change, if the [New York State] Department of Labor (DOL) determines that an individual has received a severance within 30 days from the end of their employment, and that severance pay is higher than the maximum benefit, which is $405 a week, then the employee can’t collect the unemployment insurance until that severance package is exhausted,� she says. Companies usually offer severance packages to employees who are under contract or who have worked for a business for a long period of time. The affected workers are usually professional employees or are “higher-skilled� workers, Youngman says. “We don’t see a lot of minimum-wage workers being offered a severance package,� she says. When negotiating a severance package, an employee should seek an extension of health-care benefits, Youngman says. Other terms could include an employer promising to provide a positive job reference as the affected worker seeks new employment, she adds. An employer also might promise not to contest unemployment-insurance benefit claims, beyond the boundaries of what’s permitted under the new amendment, Youngman says. The affected employee might also seek a lump-sum severance payment, or a continuation of payment for an extended period of time. If the affected employee were to accept an immediate lump-sum payment, that person would be ineligible for unemployment insurance for a number of weeks based upon the maximum benefit amount. The maximum benefit amount is one of the factors that the DOL uses to consider length of ineligibility, Youngman says. The DOL also considers how much the

employee earned per week in making the determination, she adds. Gov. Andrew Cuomo last March approved this change to the state labor law in the state’s 2013-14 budget. The amendments are part of an unemployment-benefit overhaul intended to save employers statewide an estimated $400 million over 10 years. The law’s new provisions, some of which took effect last Oct. 1 and others that went

into effect Jan. 1, will save Central New York employers an estimated $16 million over that period, according to a report from the state Department of Labor. ď ą

Youngman

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4B • The January 25,Central 2013 New York Business Journal

PROGRESS EMPLOYEE BENEFITS/HR/INSURANCE

St. Joseph’s is recruiting experienced RNs for new operating rooms year. SEMC is one of 16 hospitals in NYS to receive a grant aimed at improving medication safety. Adirondack Sports Medicine and Physical Therapy announced addition of lymphedema therapy services at Medical Arts. SEMC Foundation established the Sister Rose Vincent Legacy Fund and the former Family Medicine Center Sister Rose Vincent Family Medicine Center in memory of the former CEO. Completed Phase I of a new laboratory construction project. n 2013 Corporate Plans/Outlook: Plans include renovation and reopening of the Town of Webb Health Center in Old Forge. SEMC will continue with Phase II of a new laboratory construction project. SEMC will continue to explore affiliation possibilities with Faxton St. Luke’s Healthcare.

17 The Central New York Business Journal10,t January 2014

Learning to Think Sideways

WORKS IN PROGRESS

Snapshots of results and expectations for Central New York businesses and nonprofits

in Onondaga County by 0.25 percent. n 2013 Corporate Plans/ Outlook: Plans for 2013 include the launch of mobile banking for personal banking customers and the completion of a building addition at the bank’s Milton Avenue headquarters.

SOVENA USA

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Complete construction of expanded Westside Family will be offered to aid families adjusting to the return of a here wasbehavioral a greathealth running onone from ing, deployment just won’tand work. 1 Olive Grove St., Rome, NY 13441 Health Center, as well as co-located and gag loved address other situations NBC sitcom sideways is a discipline inn Website: sovenausa.com primary care services at allthe Syracuse–based clinics. “30 Rock,” that affect theThinking family as a whole. An Equestrian Therapy Center haswhich been proposed. Sitrin and Upstate Cerebral about a fake TV game show, we broaden our field of vision,n Products: Private label and branded edible oils Palsyaare aligning withfor thealternate Root Farmroutes (Verona),that a center called “Homonym.” The host said looking might be(blended oils, cooking and seed oils, frying oils, olive oils, excellence for equine-assisted therapies for more than specialty oils, and vinegars) for retail, foodservice, and word that for has less traveled, less-familiar, or less-certain, 2050 Tilden Ave., New Hartford, NY 13413 14 years. This joint effort will result in a new facility to be industrial markets. multiple meanbuts main still lead back goal. built on Sitrin’ campus. The toward center willour house up to n Website: sitrin.com n Total CNY Employees: 160 give you a reallyare simple horses, andLet new me employment opportunities also exn Products/Services: Sitrin provides long-termings care, and 20the n Top Executive: Brett Milligan, CEO respite care, residential care for adults with developmencontestant expected. tried ample. Say you need five minutes withn 2012 Annual Revenue: $225 million tal disabilities, assisted living, independent housing for to guess which a policymaker. You hear about an eventn 2013 Projected Revenue: $240 million seniors, medically affiliated adult day health care, inpadefinition the she’s attending, and you decide to gon Geographic Area Served: North America 6000 W. Genesee St., Camillus, NY 13031 tient (post-acute) comprehensive medical rehabilitation, host had on his and hope to get some time with her. dental clinics, child care, wellness classes, and a wellness n Website: sa-engineers.com 250 S. Clinton St., Suite 600, Syracuse, NY 13202 card. No matter Great idea. center. Services also include outpatient medical rehabilin Services: Structural engineering services tation. Sitrin is one of six Paralympic Sport Clubswhich in New meaning Maybe it worked before when you7502 Round Pond Road, North Syracuse, NY 13212 n Website: smithsovik.com n Top Executives: Richard St. Germain and Richard P. York State. n Services: Law firm the contestant went to a breakfast meeting with 10n Website: srcinc.com Aupperle, III, Partners n Total CNY Employees: 635 n the Total Employees: 50 n Geographic Area Served: New York, Connecticut, BY JOURNAL STAFF guessed, other people. This event, however, hasn Products/Services: Research and development, n Top Executives: Richard A. Wilson, President & CEO; manufacturing, and logistics n Top Executive: Kevin Hulslander, Managing Partner Massachusetts, New Hampshire, New Jersey, host would dozens of attendees, all wanting then Total CNY Employees: 800 Edward Kowalsky, Chairman n Geographic Area Served: Watertown, Binghamton, Pennsylvania n 2012 Annual Revenue: $24 million SYRACUSE — St. Joseph’s Hospital Health Center They stretch your mind to always reply, same thing as you. What do you do? n Topregularly. Executive: Paul G. Tremont, President Utica/Rome, Rochester, Cortland, Ithaca, Geneva, n 2013 Projected Revenue: $25 million Annual Revenue: $287.8 million to obstaannounced it is recruiting “experienced” registered consider alternate solutions “No, sorry,Norwich, it’s Oswego, Think sideways. See thein Central policymak-n 2012 THE STRATEGIC Elmira, and all the counties Geographic Area Served: Mohawk Valley, Central n 2013 Projected and upstateer’s Newaide York. sitting at the table looking at nurses (RNs) to staff its new operating-roomn(OR) cles. Hint: Revenue: when a$290.6 cluemillion seems imposthe other one.” MINUTE New York n Geographic Area Served: U.S. suite that opened last summer. sible, think homonym. So what his smartphone. Go strike up a conver-n 2012 n 2012 Corporate Highlights: Created a new military Corporate Highlights: Listed #81 on FORTUNE 301 Prospect Ave., Syracuse, NY 13203 St. Joseph’s has scheduled an open house for Jan. couldthat thisprovides gag have to do with rehabilitation program comprehensive careanything sation with him. You might easily get magazine’Are s list you of thebeing 100 Bestheard? Companies to Work For;  n Website: sjhsyr.org 1537 Milton Ave.,minutes Solvay, NY of 13209 to injured membersto andyour veterans, and began 16, from 2:30 p.m. to 4:30 p.m. in the hospital’s OR servicerelevant organization? five his time. If you handle#14 on list of Best Companies to Work for in NYS, #1 n Services: Health-care services, including treating wounded warriors Januarybut 2012.IThe Sitrin usefuln ex#9 in Texas; and #14 Seven patent conference room. The hospital willcardiovascuoffer free parking Frank Caliva III inisVirginia. the director of pubIt’s a infunny think the conversation correctly, a topic forin Ohio; Website: solvaybank.com lar, orthopedic, mental health, and primary care Foundation held its First Annual Stars & Stripes Run/ applications submitted with three new patents issued. at n Services: Full-service commercial bank offeringbe de-able to innthe office the lic affairs & strategy development ample of the importance of “sideways another column, you might Totalmedical Employees: 3,800 center parking garage for Walk for this country’s national heroes on Sept. 28 at Numerous advancements in technology in the areas of posit accounts, lending, commercial event. Strategic Communications, LLC, thinking.” get mortgage him to put your issue inlending, front of theultra-light n Top Executive: Kathryn H. Ruscitto, President & CEO SUNYIT raising $72,000 for Sitrin’s Military Rehabilitation aircraft detection, ground-based sense, and in trust and investment services, insurance products, and nSt. 2012 Annual Revenue $550 million Program Treatment Joseph’s offers Total: a $3,000 sign-on bonus for eli- and proposed Washington, D.C. office. Strategic It’s Lodge/Medical human nature forCenter us to fraud-protection have policymaker for you. You didn’t shakeavoidits technology to help unmanned air systems to fly in services n 2013 Projected $550reimbursement, million at Camp Sitrin opened new thatn we the national airspace. Chem-biowhich Cyber Received $20 mil-in gible RNs and a Revenue: relocation as well as Sitrin. Additionally, Communications, is based certain patterns ofa second thinking a politician’s Total Employees: 156 hand, but you just might n Geographic Area Served: Central Upstate New York Individualized Residential Alternative, in Utica in early lion contract from the EPA to evaluate the manufacture, n Top Executive: Paul P. Mello, President & CEO individualized orientation for new hires, the hospital Syracuse, says it provides trusted counsel repeat. Usually, this is because this get her ear. n 2012 Corporate Highlights: Opened new and 2012, also providing new employment opportunities. and environmental consequences of new chemi2012 Annual Revenue: said in a news release. for public relations, crisis communicawayPlans/Outlook: of thinking Sitrin or problem solvingnhas Let’s wrap$24upmillion with one action youuse, expanded emergency department and psychiatric emern 2013 Corporate will advance cal substances entering the U.S. marketplace and to 2013 Projected Revenue: $23.6 million gency department.the Brokehospital ground on new patient In addition, offers itstower employees a to build tions, government relations, and busiworked for us Treatment before. Center, But then wen get can take today to start thinking side-develop its efforts a Lodge/Medical new scientific methodologies to assess existing n Geographic Area Served: Onondaga, Cayuga, and operating-room suites. Announced collaboration which will housetospecialized inpatient to approach, $5,000 “finder’s fee” for worker referrals that eventuness strategy. Contact Caliva at fcaliva@ a problem thatprograms our usual ways. This might sound like odd busichemicals in commercial and consumer products. One Cortland, Madison, Oneida, and Oswego counties in the withlead Syracuse Orthopedic Begansaid. transforhelp injured service members, veterans,everyone and individu-else isstate of eight prime contractors on a $100 million contract ally to OR hires,Specialists. St. Joseph’s stratcomllc.com or the approach tak-of New ness York advice, but do crossword puzzles mation to an electronic health record throughout St. als with similar conditions recover from post-traumatic from the Navy Supply Systems Command Fleet Logistics n 2012 Corporate Highlights: Solvay Bank was ranked To register www. Joseph’ s system. for the open-house event, visit stress, traumatic brain injuries, amputation, spinal cord Center Norfolk, Va. Received contract from the U.S. number 77 of more than 5,000 community banks in sjhsyr.org and click on upcoming classes. onn 2013 Corporate Plans/Outlook: Continue to focusTo apply injuries, and other conditions. It will accommodate apArmy’s National Ground Intelligence Center to research the United States based on return on equity numbers. on quality safety throughout the health-care proximately 31 individuals at a time. Special workshops line, visit and www.sjhsyr.org/careers, the system. hospital said. advanced electronic, electro-optic, and weapon system Additionally, Solvay Bank grew market share for deposits

SITRIN HEALTH CARE CENTER

ST. GERMAIN & AUPERLE CONSULTING ENGINEERS, LLP

SMITH SOVIK KENDRICK & SUGNET, PC

FRANK CALIVA III

ST. JOSEPH’S HOSPITAL HEALTH CENTER

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EMPLOYEE BENEFITS/HR/INSURANCE

January 10, 2014

The Central New York Business Journal • 5B

Top Candidates Do Not Equal Top Employees Y

our new hire sailed through the  Extremely competent and highly interview process. He “wowed” HR, motivated to do their best work. hit it off with the department man Effective working with, motivating, ager and — based on his and managing other peostellar résumé — is more ple. than qualified for the posi Courageous enough tion. to take initiative and impleSo why is he failing on ment change. the job?  Strong in the face of It could be because he’s adversity and tough chala great interviewee, but not lenges. a high performer. In fact,  Great at problem-solvthere is very little correlaing and decision-making. tion between a candidate’s  Committed to goals interviewing skills and his and deadlines. ability to become an out Full of growth potenstanding employee. tial. Some hiring processes  Able to keep their egos VIEWPOINT fail at distinguishing bein check. tween those who interview well and those who will actually perform well on the 3. Know how to tell the job. These faulty processes overlook high difference Well-versed interviewees make great performers, simply because they don’t presentations, but presentations do not interview all that well. Simply put, top candidates don’t neces- always correlate with top performance. The reverse is true, too — great emsarily equal top employees. So how can you tell if your potential new hire actually ployees don’t always interview well. They has the “right stuff” to become a great are usually more discriminating, less employee? You need to do these three eager to please, and unwilling to waste time — characteristics that don’t necesthings: sarily make the best first impressions. 1. Understand the qualities of So how do you identify top performers, someone who interviews well and weed out “wannabes?” Use these tips. Good interviewees are: adept at creating a positive first impression, polished and pro- Attract better prospects fessional in appearance, articulate, enthusi Never assume that top employees astic, confident, prepared, poised, etc. will find you. They already have great jobs. It is highly unlikely that they will be 2. Understand the qualities of a actively looking at the same time you have top-performing employee an opening. You must have the capabiliThe traits of a top employee are (in ties to locate and engage them. many cases) completely different from  Build your employer brand. It is human the traits of someone who simply inter- nature to want to work at well-known, reviews well. Top employees are: spected firms. Therefore, if top-performing

CPS & PROFESSIONALS, INC.

employees don’t know that you are a wellmanaged company that’s a great place to work, you will never be considered.  Proactively build a pipeline. Top employees usually do not accept job offers out of the blue from strangers. Take the time to develop candidate relationships built on trust and mutual respect. Then, when the opportunity arises, approach them with job possibilities.  Make your job descriptions more compelling and do not simply focus on skills. When writing a job description, knowing the requirements — the goals — of the job is important. What are the challenges and hurdles? What does success look like? Top employees become interested in positions because of the work they will do, not because of the absolute and finite skills they possess.  Make the application process less tedious. Top employees are busy and have little time (or patience) to undergo an arduous application process. If you make them jump through hoops, they may delay starting the application process or never apply at all.

Improve your evaluation proces

 Hone your interviewing process — and your interviewers’ skills. Asking openended questions about experiences and accomplishments does not help gauge a candidate’s track record, depth of experience, job-related competencies, cultural fit, etc. For the most part, these types of questions only assess the candidate’s storytelling abilities.  Teach interviewers how to develop behavioral questions that break through a candidate’s interviewing facade and evaluate actual job performance. To lessen the bias caused by first impressions, require interviewers to cite specific candidate

statements that back up their evaluations and/or conclusions. Train them to support their ratings with examples — rather than opinions, impressions, or hunches.  Be ready to act. Top employees do not stay job candidates for long. If your hiring process is too slow or lengthy, competition can creep in. Interest levels can wane. Impatience can increase. And you may wind up losing candidates.  Critically examine your entire process — from the moment a candidate contacts your company through onboarding — identifying and eliminating process bottlenecks that cause delays.  Make the initial offer viable. A high performer wants a better job — plain and simple. And while it’s not the only consideration, the salary you offer is the primary way the candidate evaluates how “great” your job is — and how much you value him as a potential employee. If what you offer is not superior to his current pay, expect him to reject the offer. The best interviewees don’t always make the best employees. To consistently attract and hire great people, you must learn how to tell the difference between the two. So train your interviewers to evaluate performance — not likeability. Refine your branding and recruiting to attract higher caliber candidates. Streamline your hiring process to keep the best prospects interested in your business. And offer them what they’re worth. Do these things and you’ll hire top employees, every time.  This article was excerpted from the November 2013 issue of the “Staff Matters” e-newsletter, provided by and reprinted with the permission of Liverpool–based CPS & Professionals, Inc.

The Business Journal 500 is available for purchase! Contact Nicole Collins at 315.579.3911 or email: ncollins@cnybj.com for more information


6B â&#x20AC;˘ The Central New York Business Journal

January 10, 2014

HOTELS

THE LIST

Ranked by Number of Rooms Rank

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. . 19. 20. 21. 22. 23. 24. 25. 26. 27.

Name Address Phone/Website Turning Stone Resort Casino 5218 Patrick Road Verona, NY 13478 (315) 361-7711/turningstone.com Crowne Plaza Hotel & Conference Center 701 E. Genesee St. Syracuse, NY 13210 (315) 479-7000/cpsyracuse.com DoubleTree by Hilton Hotel Syracuse 6301 State Route 298 E. East Syracuse, NY 13057 (315) 432-0200/syracuse.doubletree.com Holiday Inn Binghamton 2-8 Hawley St. Binghamton, NY 13901 (607) 722-1212/holidayinnbinghamton.com Sheraton Syracuse University Hotel & Conference Center 801 University Ave. Syracuse, NY 13210 (315) 475-3000/sheratonsyracuse.com Owego Treadway Inn & Suites 1100 State Route 17C Owego, NY 13827 (607) 687-4500/owegotreadway.com DoubleTree by Hilton Binghamton 225 Water St. Binghamton, NY 13901 (607) 722-7575/binghamton.doubletree.com Holiday Inn Syracuse/Liverpool 441 Electronics Parkway Liverpool, NY 13088 (315) 457-1122/staysyracuse.com Best Western Plus Carrier Circle 6555 Old Collamer Road South Syracuse, NY 13057 (315) 437-2761/syrhotel.com/best-western Comfort Inn & Suites - Syracuse Airport 6701 Buckley Road Syracuse, NY 13212 (315) 457-4000/syrhotel.com/comfort-inn-suites Holiday Inn Auburn 75 North St. Auburn, NY 13021 (315) 253-4531/hiauburn.com Radisson Hotel Utica 200 Genesee St. Utica, NY 13502 (315) 797-8010/radisson.com/uticany Genesee Grande Hotel 1060 E. Genesee St. Syracuse, NY 13210 (315) 476-4212/geneseegrande.com Vernon Downs Casino and Hotel 4229 Stuhlman Road Vernon, NY 13476 (315) 829-3400/vernondowns.com The Statler Hotel at Cornell University 130 Statler Drive Ithaca, NY 14853 (607) 257-2500/statlerhotel.cornell.edu Hope Lake Lodge and Greek Peak Mountain Resort 2177 Clute Road Cortland, NY 13045 (800) 955-2754/greekpeakmtnresort.com Courtyard Syracuse 6415 Yorktown Circle East Syracuse, NY 13057 (315) 432-0300/syracusecourtyard.com Holiday Inn Elmira Riverview 760 E. Water St. Elmira, NY 14901 (607) 734-4211/FingerLakesHotels.com Ramada Inn Geneva Lakefront 41 Lakefront Drive Geneva, NY 14456 (315) 789-0400/genevaramada.com Holiday Inn Waterloo-Seneca Falls 2468 State Route 414 Waterloo, NY 13165 (315) 539-5011/hiwaterloo.com Ramada Hotel & Conference Center Cortland 2 River St. Cortland, NY 13045 (607) 756-4431/RamadaCortland.com Maplewood Inn & Suites 400 7th North St. Liverpool, NY 13088 (315) 451-1511/mwsyracuse.com Hilton Garden Inn Watertown/Thousand Islands 1290 Arsenal St., Suite 8 Watertown, NY 13601 (315) 788-1234 /watertown.hgi.com Quality Inn, East Syracuse 6611 Old Collamer Road East Syracuse, NY 13057 (315) 432-9333/syrhotel.com/quality-inn Riveredge Resort 17 Holland St. Alexandria Bay, NY 13607 (315) 482-9917/riveredge.com Candlewood Suites Syracuse Airport 5414 South Bay Road North Syracuse, NY 13212 (315) 454-8999/candlewoodsuites.com SpringHill Suites by Marriott Syracuse Carrier Circle 6580 Weighlock Drive East Syracuse, NY 13057 (315) 437-0056/marriott.com

Toll-Free Reservation Number (800) 771-7711

Rooms Suites Guest Amenities 709 wireless Internet, cable TV, business center, 143 in-room safes, coffee maker

General Manager or Key Management Ray Halbritter, CEO

Year Estab. 1993

(866) 305-4134

276 3

high-speed Internet, room service, business center, airport shuttle, conference center, covered parking

Tammy R. Madajewski, General Manager

1969

(800) 782-9847

250 2

business center, shuttle service, high-speed Internet, Herman Miller work chairs, video conferencing, ATM

Thomas Olsen, General Manager Bill Williams, Director of Sales and Marketing

1977

(888) HOLIDAY

237 9

four executive floors, business center, highspeed Internet, fitness facilities, valet laundry service, room service

Robert Greene, General Manager

1968

(800) 395-2105

235 23

fitness center, indoor pool, sauna, full staging and A/V equipment

David H. Heymann, General Manager

1985

(800) 750-0466

220 4

valet laundry service, hair dryers, irons and ironing boards, in-room coffee makers and 25-inch televisions with expanded cable

Kathryn Potter, CEO James VonEsch, General Manager

1969

(800) 723-7676

207 9

wireless, high-speed Internet access

Patty Weist, Director of Sales

1987

(888) HOLIDAY

195 2

(800) WESTERN

185 0

-

166 21

(888) HOLIDAY

165 2

(800) 333-3333

162 3

business center, complimentary wireless Internet

(800) 365-HOME

159 80

fitness center, complimentary WIFI, complimentary shuttle and parking

Robert Benetti, Area General Manager

2004

(877) 888-3766

155 155

business center, wireless Internet, board room and meeting facilities, weekday continental breakfast

Thomas Osiecki, President & GM, Tioga Downs & Vernon Downs

1994

(800) 541-2501

153 15

wide array of upgraded amenities

Richard Adie, General Manager

1989

(800) 955-2754

150 106

each unit features a full kitchen and fireplace

Wes Kryger, President Becky Darling, Director of Sales

2009

(800) 321-2211

149 12

business center, exercise facility, Courtyard Cafe serving breakfast daily

1988

(888) HOLIDAY

149 1

business services, wireless Internet, exercise room, coffeemakers, hairdryers, iron/board

Matthew Muserlian, General Manager Thomas Caracci, Assistant General Manager Sheila Thomas, General Manager

(800) 990-0907

148 9

business center, coffeemakers, hairdryers, data port, voice mail, fitness center, highspeed Internet, ATM

Michael A. Fults, General Manager Donna Yudin, Director of Sales and Marketing

1997

(888) HOLIDAY

147 4

business services, high-speed Internet, guest laundry, room service, free parking, fullservice restaurant

Roseann Kuti, Director of Sales & Marketing

1975

(800) 854-9517

146 2

business center, newly renovated rooms

Tanya Maggs, General Manager Marty Harrington, Director of Sales

1969

(866) 318-9937

137 5

-

136 15

free parking, free high-speed Internet, free James Gallagher, General Manager 24/7 shuttle service, full-service with lounge, business center, fitness center, indoor pool and patio complimentary hot breakfast, on-site catering, Roger Doty, General Manager restaurant and lounge

1962

1965

Research by Nicole Collins ncollins@cnybj.com (315) 579-3911 Twitter: @cnybjresearch

UPCOMING LISTS: 1/17

Colleges & Universities

1/24

Payroll Prep. Services

1/31

Advertising Agencies

2/7

P&C Agencies and Skilled Nursing Facilities

Contact Nicole Collins now if your company should be on one of these lists!

complimentary hot breakfast, complimentary Mark Goodfellow, General Manager 2006 airport shuttle, complimentary parking (while Tanya Gleason, Sales Manager registered as guest), complimentary wireless Internet, free HBO mini fridge in all guestrooms and free Wi-Fi, Melissa Guenther, Director of Sales 1980 new business center, exercise room, and guest washer & dryer Victoria Polonsky, General Manager 1980

1973

free wireless Internet, bath & body toiletries, Johnathan Rodriquez, General 2006 continental breakfast, daily shuttle service, Manager microwave and refrigerator in select guest rooms fitness room, swimming pool, hot tub, Jody Pettit, General Manager 2011 whirlpool suites, business center, full-service Shawn McCormick, Director of Sales restaurant serving breakfast, lunch and dinner and Marketing daily, room service available during evening hours, lounge free hot breakfast, complimentary wireless Ron Pollack, General Manager 2008 Internet, guest computer, Choice Privileges

ABOUT THE LIST Information was provided by representatives of listed organizations and their websites. Other groups may have been eligible but did not respond to our requests for information. While The Business Journal strives to print accurate information, it is not possible to independently verify all data submitted. We reserve the right to edit entries or delete categories for space considerations.

WHAT CONSTITUTES THE CNY REGION? Central New York includes Broome, Cayuga, Chemung, Chenango, Cortland, Herkimer, Jefferson, Lewis, Madison, Oneida, Onondaga, Oswego, Seneca, St. Lawrence, Tioga, and Tompkins counties..

(800) 4-Choice

134 0

(800) 365-6987

128 14

most rooms w/ river-view balconies, dock space w/ power, business center

Dr. Raymond Mathis, Owner & General Manager

1989

(877) CANDLEWOOD

124 124

extended-stay hotel, full kitchens stocked with china and silver, complimentary laundry facilities, wireless Internet, business center

Edward Buczek, General Manager

2003

Electronic versions of all our lists, with additional fields of information and survey contacts, are available for purchase at our website, cnybj.com/ListsResearch.aspx

(888) 287-9400

119 119

luxury bedding, wired and wireless Internet access, kitchen with pantry area, small refrigerator, sink and microwave, breakfast buffet included

Danielle Neuser, General Manager

2010

WANT TO BE ON THE LIST?

NEED A COPY OF A LIST?

If your company would like to be considered for next yearâ&#x20AC;&#x2122;s list, or another list, please email ncollins@cnybj.com


The Central New York Business Journal • 7B

January 10, 2014

HOTELS

THE LIST Research by Nicole Collins ncollins@cnybj.com (315) 579-3911 Twitter: @cnybjresearch

Ranked by Number of Rooms Rank

28.

JUST MISSED THE LIST:

29.

Hilton Garden Inn Auburn

92 rooms

30.

Quality Inn & Suites Riverfront Hotel 92 rooms

31.

Candlewood Suites Syracuse

92 rooms

Craftsman Inn & Conference Center 90 rooms Holiday Inn Express & Suites - DeWitt 89 rooms Parkview Hotel

83 rooms

CrestHill Suites

83 rooms

32. 33. 34. 35.

Holiday Inn Express & Suites Binghamton University Vestal 81 rooms

.

Binghamton/Vestal Hampton Inn & Suites 79 rooms

37.

Residence Inn by Marriott - Syracuse Downtown @ Armory Square 78 rooms

38.

Courtyard by Marriott Binghamton 78 rooms

.

Name Address Phone/Website

Toll-Free Reservation Number

Holiday Inn Express—Watertown/Thousand Islands 1290 Arsenal St. Watertown, NY 13601 (315) 779-1234/hiexpress.com/watertownny Best Western Plus Hotel & Conference Center 26 E. 1st St. Oswego, NY 13126 (315) 343-3779 Comfort Inn at Carrier Circle 6491 Thompson Road Syracuse, NY 13206 (315) 437-0222/syrhotel.com/comfort-inn Trip Hotel One Sheraton Drive Ithaca, NY 14850 (607) 257-2000/triphotelithaca.com Hampton Inn/Syracuse - North 417 7th North St. Liverpool, NY 13088 (315) 457-9900/syracusenorth.hamptoninn.com Quality Inn of Rome 200 S. James St. Rome, NY 13440 (315) 336-4300/qualityinn.com Homewood Suites by Hilton 275 Elwood Davis Road Liverpool, NY 13088 (315) 451-3800/syracuseliverpool.homewoodsuites.com Hilton Garden Inn 6004 Fair Lakes Road East Syracuse, NY 13057 (315) 431-4800/syracuse.hgi.com Holiday Inn Utica 1777 Burrstone Road New Hartford, NY 13413 (315) 797-2131/holidayinn.com/uticany Days Inn Syracuse University 6609 Thompson Road Syracuse, NY 13206 (315) 437-5998 Holiday Inn Express - Syracuse Airport 5418 South Bay Road North Syracuse, NY 13212 (315) 454-0999/hiexpress.com/syracuseny Best Western Syracuse Airport Inn Hancock International Airport North Syracuse, NY 13212 (315) 455-7362/bestwesternsyracuse.com

BUSINESS CARD GALLERY Alyssa Blazina

New Business Specialist Alyssa@sustainableofficesolutions.com

315-579-SAVE (7283)

Rooms Suites

Guest Amenities complimentary full breakfast buffet daily and coffee/tea 24/7, free wired & wireless Internet, HD TV and local phone calls, fresh baked cookies daily at 4 pm complimentary continental breakfast, premier health club, indoor pool, sauna, steam room, jacuzzi

107 0

complimentary hot breakfast, free wireless internet, Choice Privileges

Kathy Shue, General Manager Regan Ward, Director of Sales

1986

-

106 2

business center, free hot breakfast, wireless Internet

Daniel Homik, Owner Art Loran, General Manager

1968

(800) HAMPTON

105 0

airport shuttle, complimentary hot breakfast, fresh baked cookies every evening, refrigerators and microwaves in every room

Jacqui Paikin, General Manager

1994

(800) 424-5423

104 4

business center, free wired and wireless highspeed Internet access, free weekday newspaper

Mansukh V. Paghdal, General Manager

1991

(800) CALLHOME

102 102

complimentary daily hot breakfast and light evening meal (M -TH) with beverages, wireless and wired Internet

Missy Hughes, General Manager Carol Faulkner, Sales Manager

1991

(877) STAY-HGI

100 11

24-hour business center, high-speed Internet, room service, large in-room work area, microwave, refrigerator, Keurig coffeemaker

Robert McSweeney, General Manager

2002

(888) HOLIDAY

100 4

high-speed Internet, 32-inch flat panel TVs, pay-per-view movies, free morning newspaper, coffee maker

Mark Mosconi, General Manager Christine Lopez, Director of Sales

1990

-

96 4

complimentary continental breakfast, free WiFi

Tim Mullarney, General Manager

-

(888) HOLIDAY

95 7

business center, complimentary hot breakfast, free airport shuttle, free wireless Internet, priority club rewards

Conrad Struzik, General Manager

2007

(800) WESTERN

95 4

high-speed Internet, executive suites, shuttle service, coffeemaker, comp. breakfast, free overnight parking

Scott Parody, General Manager

1963

MARKETPLACE Unreserved Waterfront Land AUCTION Wed., January 15, 5 PM

Also Auctioning: 101 Smokey Hollow Rd., Baldwinsville NY 134’ x 124’ Vacant Lot! Bidding Starts at $1! Auction to be held at Brzostek’s 2052 Lamson Rd., Phoenix, NY

REAL ESTATE AUCTION CO., INC. 2052 Lamson Rd., Phoenix, NY 13135 www.800-374-SELL.com

We let you concentrate on the business you know best.

1987

(800) 4-Choice

Dir: Rte. 57 to 57A.

Fax: 315-641-3601 800-31-STAFF (78233) jhainzl@staffleasing-peo.com

George S. Broadwell, Director of Sales

109 10

3000 +/- Ft. Oneida River Waterfrontage on 63 +/- Acres!

315-641-3600

2006

(800) 937-8376

County Route 57A, Phoenix, NY 13135

149 Northern Concourse North Syracuse, NY 13212

Charlotte H. Waterson, General Manager

115 37

(315) 579-7283 www.SustainableOfficeSolutions.com

Professional Employer Consultant

Year Estab.

(888) HOLIDAY

900 Old Liverpool Rd. • Liverpool, NY 13088

James B. Hainzl

General Manager or Key Management

Follow us on Twitter at

twitter.com/cnybj


8B • The Central New York Business Journal

January 10, 2014

BUSINESS JOURNAL NEWS NETWORK

CNYBJ

.COM

CENTRAL

NEW

YORK

BUSINESS

JOURNAL

BOOK OF

LISTS

MARK YOUR CALENDAR! February 5, 2014 7:30-9:30 AM Genesee Grande Hotel

1060 E. Genesee St. Syracuse • Tiffany Ballroom

KICK-OFF BREAKFAST n 7:30 am - Registration & Networking Reception n 8:00 am - Program Starts n Tickets: $25 Each

Get your copy in advance and save money off the cover price! This is a unique opportunity to receive the 2014 Book of Lists first. Enjoy breakfast, network with your peers in the CNY region, and gain valuable information for your company from our program.

Stay tuned for more details!

YOU WON’T WANT TO MISS IT!

RSVP TODAY! Deadline: January 29 Contact Joyl Clance at (315) 579-3917 or email jclance@bizeventz.com

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Digital Edition of the 1/10/2014 Business Journal