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CNYSME Awards: See who this year’s honorees are. Page 9.

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CNYBJ.COM

PeopleSystems partners with Sandler Training BY ERIC REINHARDT JOURNAL STAFF

PHOTOS COURTESY OF CAITLYN BOM PHOTOGRAPHY

Photos from the 2013 WISE Symposium. The WISE Symposium is a one-day conference that brings together women in business ranging from entrepreneurs to those working at the corporate level.

WISE Symposium offers advice, networking, ‘inspiration’ BY ERIC REINHARDT JOURNAL STAFF

SYRACUSE — The CEO of a boutiquestyle jewelry company, and the woman known as “SmallBizLady,” are the keynote speakers for the 12th annual WISE Symposium on April 8 at the Oncenter in Syracuse. WISE is short for Women Igniting the Spirit of Entrepreneurship. The WISE Symposium is a one-day conference that brings together women in business ranging from entrepreneurs to those working at the corporate level,

says Lindsay Wickham, events and communications manager for the WISE Symposium. “It’s basically professional development and a day of motivation and inspiration,” Wickham says. The event is scheduled from 9 a.m. and 5:30 p.m. and includes speakers, activities, and opportunities for networking. Amy Cosper, editor-in-chief of Entrepreneur magazine, will provide a “State of Women in Business” update to begin the event. “She’s an expert in all things small business,” Wickham says.

The agenda then continues with Melinda Emerson, branded as SmallBizLady and CEO of Philadelphia– area-based Quintessence Multimedia, who will deliver the morning keynote address. Quintessence Multimedia is a socialmedia strategy and content-development firm. Emerson develops audio, video, and written content to help her “Fortune 500 clients engage small-business customers,” according to the website for the Melinda Emerson Foundation. Emerson’s presentation, “How to Reinvent Your Business and Become a Social Media Ninja” will seek to inspire attendees to achieve their potential by “dreaming big” and using tools, resources, and social media to reach their goals, according to a WISE Symposium news release. “Her focus is going to be on reinSee WISE, page 6

SYRACUSE — PeopleSystems, a Syracuse– based firm that specializes in providing business services to clients nationwide, has partnered with the local franchise of Sandler Training to develop a training division. PeopleSystems, which operates at 241 W. Fayette St. in Syracuse, helps its clients with human-resources compliance, unemploymentcost control, and training. Sandler Training is the local affiliate of the Owings Mills, Md.–based Sandler Sales Institute, which follows the methodologies and techniques of David Sandler, who founded the organization in 1983. Sandler Training, which has a local hisSee PARTNERSHIP, page 6B

ERIC REINHARDT/CNYBJ

(From left) Christopher Fletcher, vice president and COO of PeopleSystems; Sandy Stefano, director of operations for the local franchise of Sandler Training; and Richard (Rick) Olszewski, owner of the local Sandler franchise.

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2 • The Central New York Business Journal

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

Wireless, cell-tower services firm takes 30,000 square feet of space at Hiawatha Center building SYRACUSE — Empire Telecom LLC, a wireless and cell-tower services company, recently leased 30,000 square feet of warehouse space at the Hiawatha Center building located at 900 Hiawatha Blvd. East, according to a Pyramid Brokerage Company news release. Gary Cottet and Patrick Hillery of Pyramid Brokerage brokered this lease transaction. Financial arrangements were not provided.

Finger Lakes Museum appoints McCormick as finance director KEUKA PARK — The Finger Lakes Museum’s board of trustees has appointed Dan McCormick as its finance director. He previously served as chief financial officer at the George Eastman House in Rochester for 22 years, before retiring from that organization in 2011. “We are pleased to have an experienced museum professional aboard to manage the Finger Lakes Museum’s budget and finances,” Philip Lentini, executive director of the museum, said in a news release. The Finger Lakes Museum (www.FingerLakesMuseum.org) says it seeks to create a premier educational institution to showcase the cultural heritage and ecological evolution of the vast Finger Lakes region of New York state. It is chartered by the New York Education Department and has been designated a 501(c) (3) not-for-profit corporation.

April 4, 2014

Tom Cavallo’s Restaurant to formally open new division, Corked, on April 11 BY MEI WANG CONTRIBUTING WRITER

NEW HARTFORD — Corked, a new division of Tom Cavallo’s Restaurant, will hold a ribbon-cutting ceremony to celebrate its grand opening on April 11 at 5 p.m. Greater Utica Chamber of Commerce Executive Director Pamela G. Matt, the chamber’s ambassadors group, and other local dignitaries will attend the celebration at the restaurant at 40 Genesee St. in New Hartford, according to a news release. Noelle Cavallo-Nattress, owner of Cavallo’s, says she is looking forward to bringing more of a “local flare” “We want the to the restaurant with this feel of Corked new wine-bar to be home- division. “Our vision with openspun, while ing Corked is offer a more showcasing to upscale social an industrial experience with twist,” look,” Cavallo- ashelocal said in the Nattress said. release. “We will offer local food

and beverage options extending from our hometown to across New York State.” Corked will feature a whole new look

Thursday, April 10, 2014

Syracuse New Times launches redesign SYRACUSE — The Syracuse New Times has launched a redesign of the newspaper. The revamp adopts a “modern, magazinequality look and enhanced content,” the newspaper said in a news release. The first edition with the new look hit newsstands on Wednesday, April 2. The Syracuse New Times, which says it is the nation’s “fourth-oldest alternative weekly,” is available in more than 1,100 locations throughout Central New York. It focuses on arts and entertainment, community events, news, sports, and politics. “Our roots have been and will always be in the arts, but we also feel the community deserves to be better informed about the big issues and significant trends happening in Central New York. We are excited to expand and serve our readers at an even higher level,” William Brod, publisher, said in the release. The Syracuse New Times plans to add reporting on topics such as fashion and the urban lifestyle, expand coverage of dining, and provide a more “prominent platform” for community members and their views. In addition, the paper also includes features such as Jeff Kramer’s humor column, Ed GriffinNolan’s “Sanity Fair” opinion column, and odd news items in the News & Blues section.

PHOTO COURTESY OF TOM CAVALLO’S

Corked, a new division of Tom Cavallo’s Restaurant, will hold a ribbon-cutting ceremony to celebrate its grand opening on April 11 at 5 p.m.

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with exposed brick walls and a new bar top. It replaces the Hava Cigar Bar, according to the release. “We want the feel of Corked to be homespun, while showcasing an industrial look,” Cavallo-Nattress said in the release. “It is our goal to make our guests feel warm and welcome, while offering them a high-end affordable product.” Other features of Corked will include a repurposed beam ceiling and all new seating. Tom Cavallo’s Restaurant (www.cavallos. com) is open seven days a week from 11 a.m. to 2 a.m. It also provides catering and banquet services, according to its website. The eatery was started in 1949. The menu includes pizza, chicken wings, steak, seafood, pork chops, lasagna, chicken and vodka riggies, and Utica greens. q Contact The Business Journal at news@cnybj.com

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The Central New York Business Journal • 3

April 4, 2014

Polaris Library Systems acquired by a California firm

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BY ERIC REINHARDT JOURNAL STAFF

SALINA — Polaris Library Systems, a Salina–based provider of automation software for public libraries, is under new ownership. Emeryville, Calif.–based Innovative Interfaces, Inc., a firm that also specializes in library technology, on April 1 announced it acquired Polaris on March 31. Neither side released terms of the acquisition in the Innovative Interfaces news release. The Central New York Business Journal requested phone interviews with top officials from both Polaris and Innovative Interfaces, but did not hear back by press time. The transaction represents the combination of two companies with “complementary strengths” that will allow us to “better serve” the technology needs of public libraries, Kim Massana, CEO of Innovative Interfaces, said in the release. “We have appreciated and respected Polaris’s focus on service and support, especially to public libraries, and we look forward to combining two great service organizations and learning from each other,” Massana added. Innovative Interfaces currently supports an installed base of more than 1,000 public-library systems, the company said. It employs about 450 staff in office locations around the globe. In addition to the Emeryville, Calif. headquarters and the Salina, N.Y. location, Innovative also operates international offices in Dublin, Ireland; Barcelona, Spain; and Noida, India, the company said. Innovative Interfaces will retain Polaris’s current office to serve as one of Innovative’s centers of operations, along with the headquarters, Dublin, and Noida, India locations. Polaris Library Systems on Jan. 2 announced it added 20 employees in 2013 to support a “significant” increase in customers. The firm, which is located at 103 Commerce Blvd. in Salina, now employs about 100 people, according to its website. The firm added the new staff members in all departments, including customer support, product management, marketing, quality assurance, research and development, and administration, Polaris said in its Jan. 2 news release. In 2013, 44 libraries selected the Polaris Integrated Library System, representing over 130 new locations adopting Polaris library software throughout the U.S. and Paris, France, the company added. Bill Schickling, former president and CEO of Polaris Library Systems, will remain with Innovative Interfaces as vice president of public-library products. The remainder of the Polaris executive team will join the Innovative management group in “various roles.” Polaris’ senior-leadership team, including Schickling, had been the company’s owners “I am particularly proud of what we’ve accomplished here at Polaris over the past 11 years,” Schickling said in the news release. “We’re joining forces with Innovative because we think the combined company will provide Polaris customers with a long term

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Kim Massana, CEO of Innovative Interfaces, left, and Bill Schickling, right, former president and CEO of Polaris Library Systems. partner for innovation and growth.” 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 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. The firm’s senior-leadership team, including Schickling, had been serving as 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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4 • The Central New York Business Journal

April 4, 2014

How the Little Guys Can Win In Today’s David-and-Goliath Business World

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efore the Internet, small companies didn’t stand a chance against the Goliaths. That’s because no war can be won without intelligence and, before the digital era, collecting actionable data and information about one’s competitors, market, and customers cost a lot more than most small businesses — the Davids — could afford. But today, the Davids are taking down the Goliaths . Thanks to the Internet, the boutiques and startups have access to all VIEWPOINT kinds of free tools for gathering intelligence. They’re also much more agile than the big corporations; they can make a decision and act immediately. That’s essential in a marketplace where conditions change quickly.

CORRINE SANDLER

Lessons [can be learned and applied] from Sun Tzu’s “The Art of War” — the 2,000-year-old military treatise penned by one of the greatest commanders in history — to the modern business economy. Sun Tzu held that the goal in any war is to win without ever entering into physical battle. By gathering actionable data and acting on it immediately, by using it to predict next moves and spot opportunities, small businesses can and are taking down the big ones without a drop of blood being shed. Here are some tips for small-business owners to acquire and use intelligence: n If you lack resources, make use of free or inexpensive intelligence-gathering tools. Visit competitors’ websites and collect data about them. Many businesses put a great deal of revealing information on their sites, which can benefit you. Also, make note of any changes on their sites. Google Alerts can tell you when they’re releasing new products or expanding. Use Google analytics tools such as Google Hot Trends to tell you what’s in the collective consciousness — potential consumer de-

mand — at any given time. Google’s key word tool will give you ideas for powerful key words in search terms, and use the traffic tool to measure global volume on those key words. n Make intelligence-gathering part of your company’s culture. From the manager who overhears a conversation in the grocery checkout line to the clerk obsessed with Twitter, every employee in your business is a potential intelligence resource. Encourage employees to pay attention as they interact with others outside the company. They may discover a nagging issue that no other business is addressing, allowing you to create uncontested market space. Or, you may learn critical information about a competitor that allows you to seize an advantage. Make intelligence gathering a company lifestyle. n Appoint a chief intelligence officer (CIO) to coordinate and analyze information from a variety of sources. In smaller companies, leaders tend to rely on pipelines of internal information provided by employees who don’t understand how to use intelligence to make

empowering decisions. That can render important data inactionable (unusable or simply not used). A CIO can oversee and coordinate the collection and analysis of intelligence, and brief you — the business leader — daily so that all data is actionable. What enables you to make smart, timely decisions is access to precise intelligence. Your advantage, as a smaller business, is that you don’t have the corporate processes and protocols that inhibit fast action. As Sun Tzu wrote, “It is said that if you know your enemies and know yourself, you can win 100 battles without a single loss.” q Corrine Sandler is founder and CEO of the global market-research agency, Fresh Intelligence Research Corp., as well as international professional speaker and author. She wrote the new book, “Wake Up or Die” (www.wakeupordie.us), which she calls a comprehensive guide to the use of intelligence in the contemporary business environment. This viewpoint article is drawn from a news release Sandler issued.

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The Central New York Business Journal • 5

April 4, 2014

Mergers and Consolidations: An Opportunity for Today’s Nonprofits They may be a necessity

D

  uring the economic downturn that   began around 2008 and continued   for several years, mergers and acquisitions between for-profit businesses slowed significantly. However, mergers, consolidations, and other types of affiliations began to proliferate among nonprofits during this time as several factors forced nonprofits to look for means to cut costs and do more with limited resources. The recession affected nonprofits especially hard as they saw a decrease in individual giving, reduced endowviewpoint ments, and an increased demand for services along with other higher expenses. Generally, individual giving accounts for 75 percent to 80 percent of charitable contributions to nonprofits, with gifts from private foundations, bequests, and corporate giving accounting for the remainder of charitable contributions. It is estimated that cash contributions to nonprofits peaked at $156 billion in 2006 but fell by 13 percent from 2007 to 2009, and that non-cash contributions peaked at $62 billion in 2007 but fell by 47 percent from 2007 to 2009. Private giving in 2010 returned to pre-recession levels, but the steep decline in giving during the recession years placed severe financial pressure on nonprofits. Adding to the strain caused by the drop in charitable giving during the recession was the decrease in endowment value suffered by the majority of nonprofits. Not only did many organizations witness a decrease in endowment value due to the collapse in investment asset values, but the decrease in charitable contributions also forced a significant number of nonprofits to draw down reserves or endowment money just to maintain operations. Mergers, consolidations, and other types of affiliations allow nonprofits to stretch limited resources by creating efficiencies through economies of scale and reducing overlapping services. These types of transactions typically only occur among nonprofits that perform similar services and are formed for similar charitable, educational, or religious purposes. Further, nonprofits in New York are generally formed under the New York Not-for-Profit Corporation Law and must navigate that law’s restrictions, including obtaining approval of the state Office of the Attorney General, the courts, and various New York state agencies, before a merger or consolidation can be completed. However, despite the legal restrictions that must be overcome to complete a merger, consolidation, or other type of affiliation between nonprofits, the ben-

scott r. leuenberger

Mergers, consolidations, and other types of affiliations allow nonprofits to stretch limited resources by creating efficiencies through economies of scale and reducing overlapping services. efits provided by these types of transactions allow cash-strapped nonprofits to continue providing important and needed services. An additional benefit created through nonprofit mergers or consolidations is found in the decreased competition for limited resources, such as state funding. An example of this can be found where two organizations provide the same charitable services, such as assistance to persons with specific needs, but in different locations that are in close proximity. These types of entities provide services to their communities that are typically eligible for limited amounts of state funding through contracts or grants. The merger of these two nonprofits would allow these entities to reduce costs by consolidating staff, reducing office space, and thereby reducing administrative costs and overhead that deplete valuable resources that could be used to fulfill the organizations’ charitable purposes. On top of that, it also means that the organizations are no longer competing for limited resources like state funding or charitable contributions. In short, a merger or consolidation will allow nonprofits in most cases to both decrease costs and increase potential sources of support for their charitable purposes. Completing a merger or consolidation will require nonprofit administrators or directors to consider how best to combine the assets and personnel of the two entities’ operations in a manner that will best promote the organizations’ charitable purposes and the services they provide. Administrators must make important determinations regarding reducing office space, how best to consolidate administrative staff, such as accounting or payroll personnel, to reduce redundancy, and where to locate the new organization’s primary office. Due to the requirements of New York’s laws governing nonprofits, a merger, consolidation, or other affiliation can be a lengthy process. But proper administrative planning will allow the newly merged or consolidated organization to generate significant cost savings and provide the potential for better services as the pool of staff and expertise available to the organization is expanded. Scott R. Leuenberger is a business law attorney at Bond, Schoeneck & King, PLLC. He has experience in for-profit and not-for profit corporate formation, Internet startups, and corporate financing. Contact him at sleuenberger@bsk.com or call (315) 218-8393.


6 • The Central New York Business Journal

April 4, 2014

Fowler named Herkimer County College Foundation executive director BY JOURNAL STAFF

HERKIMER — Herkimer College has appointed Robert C. Fowler, of New Hartford, as executive director of the Herkimer County College Foundation, Inc., a nonprofit that raises money for the two-year community college. Fowler will be responsible for development of the foundation, as it supports the mission of the college, including donor identification and research, cultivation,

solicitation and stewardship, grant management, and other fundraising initiatives, Herkimer College said in a news release. Fowler has more than 20 years experience in communications, sales, marketing, and sports management. He most recently worked at the Turning Stone Resort Casino in Verona, where he developed and helped manage a wide variety of sporting events for its Sports Management Department, according to the release. From 2007 to 2010, Fowler was tournament sales manager for

the Turning Stone Resort Championship PGA Tour event. In this role, he was responsible for developing and maintaining business relationships throughout New York state and generating sales topping $1 million annually. Prior to Turning Stone, Fowler worked as the associate general manager at ISP Sports, Syracuse and was general manager of the Utica Blue Sox Baseball Club in Utica. Fowler holds a bachelor’s degree in

English from Florida State University in Tallahassee. The Herkimer County College Foundation has developed more than 90 scholarship programs that award more than Fowler $150,000 annually to many promising students, according to its website.

q

WISE: The event runs from 9 a.m. to 5:30 p.m. on April 8 Continued from page 1

venting your business and how to … use social media to create a larger network,” Wickham says. Emerson is currently the “most highly followed woman entrepreneur” on Twitter, according to Wickham. Emerson currently has 255,000 followers on Twitter under her handle @SmallBizLady. Emerson is also author of “Become Your Own Boss in 12 months.” Later in the day, Jessica Herrin, CEO of California–based Stella & Dot LLC, will deliver the WISE Symposium’s afternoon keynote address, “Achieving Success and Balance through a Career You Love.” In her remarks, Herrin will describe her entrepreneurial journey designing a career

that fit with her family priorities. “She’s going to focus more on balance and how to keep yourself balanced between work and your life outside of work and why it’s important to do something that you love,” explains Wickham. Herrin, Emerson, and Cosper are among 60 speakers who will participate in the WISE Symposium. Many are sharing their expertise in three breakout sessions focusing on a variety of business topics, according to the event brochure. The topics include social entrepreneurship, negotiation skills, forming partnerships, health and wellness, time management, according to Wickham. The speakers also include Alicia Marie, CEO of Texas–based People Biz Inc., a coaching and training company. During her stay in Syracuse, Marie

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will conduct a two-day, leadership-training seminar entitled “Coaching Skills for Managers,” which is set for April 9 and 10 at the Syracuse Tech Garden. “It’s all focused on communication and how effective communication really can help build your business,” Wickham says. The seminar is worth 12 continuing-education credits. Professionals in industries, such as law and accounting, are required to earn a certain number of education credits annually, she adds. Paperwork will be available on site for the participants to submit to earn the credit. Besides the seminar, participants can also earn the credits by taking part in the digital-media lounge where experts in social and digital media can provide oneon-one help; the WISE Women’s Business

Center Connections Café, offering trained business counselors and experts in startup topics; and the WISE roundtable lunch sessions, with topics such as WISE Latinas and WISE Veterans, according to the event brochure. In advance of the symposium, the nonprofit SyracuseFirst is sponsoring an event entitled “Be WISE Buy LOCAL Spring Fling,” which includes sampling, entertainment, and networking on April 7 from 5 p.m. to 7 p.m. at the Oncenter. The Falcone Center for Entrepreneurship at Syracuse University’s Martin J. Whitman School of Management works with the WISE Women’s Business Center to organize the annual WISE Symposium. q Contact Reinhardt at ereinhardt@cnybj.com


The Central New York Business Journal • 7

April 4, 2014

Upstate consumer sentiment slides in March by eric reinhardt journal staff

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  he cold weather of the winter season   and the heating bills that followed   may have hindered upstate New York consumers’ willingness to spend in March, according to an analyst at Siena College who tracks the data. Consumer sentiment in upstate New York fell 5.3 points to 68.8 in March, according to the latest monthly survey the Siena (College) Research Institute (SRI) released April 2. Upstate’s overall-sentiment index of 68.8 is a combination of the current-sentiment and future-sentiment components. Upstate’s current-sentiment index of 73.1 fell 9.9 points from February, while the future-sentiment level slipped 2.5 points to 65.9, according to the SRI data. The upstate figure was 5.1 points below the statewide consumer-sentiment level of 73.9, which fell 2.4 points from February, SRI said. New York’s consumer-sentiment index was 6.1 points lower than the March figure of 80 for the entire nation, which fell 1.6 points from February, as measured by the University of Michigan’s consumersentiment index. The numbers in this survey left Douglas Lonnstrom, professor of statistics and finance at Siena College and SRI founding director, “surprised.” March didn’t include a lot of bad economic news and Wall Street “did alright,” so Lonnstrom figured the sentiment numbers might rise in March. “To me, it’s very clear the heating bills of January and February have hit home,” he contends. The monthly survey also reflects greater concern about the prices of food and gas, two factors that Lonnstrom says can “dampen” consumer confidence. “I’m pretty sure that’s what happened here,” he says. When compared with the previous three years, the state’s overall sentiment of 73.9 is down 0.6 points from March 2013, off 2.4 points from March 2012, and has increased 6.3 points compared to March 2011, according to the SRI data. The sentiment index measured 59.7 in March 2009. In March, buying plans rose 4.5 points to 33.1 percent for consumer electronics; increased 3.6 points to 21.9 percent for furniture; and climbed 4.5 points to 18 percent for major home improvements. Buying plans fell 2.4 points to 11.7 percent for cars and trucks; and slipped 0.1 points to 3.8 percent for homes.

Gas and food prices

In SRI’s monthly analysis of gas and food prices, 64 percent of upstate respondents said the price of gas was having a serious impact on their monthly budgets, up from 58 percent in February. In addition, 57 percent of statewide respondents indicated concern about the price

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of gas, up from 51 percent in February, according to SRI. “That’s a tremendous jump in one month,” Lonnstrom says. When asked about food prices, 66 percent of upstate respondents indicated the price of groceries was having a serious effect on their finances, up from 62 percent in February. About 68 percent of statewide respondents expressed concern about their food

bills, up from 63 percent in February. SRI conducted its survey of consumer sentiment in March by random telephone calls to 640 New York residents over the age of 18. As consumer sentiment is expressed as an index number developed after statistical calculations to a series of questions, “margin of error” does not apply, SRI stipulates. Buying plans, which are shown as a

percentage based on answers to specific questions, have a margin of error of plus or minus 3.9 points, SRI said. q Contact Reinhardt at ereinhardt@cnybj.com


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The Central New York Business Journal • 9

April 4, 2014

SALES & MARKETING SPECIAL REPORT

EXCELLENCE AWARDS

2014 CRYSTAL BALL AWARD

CNYSME honors Dolgon with 2014 Crystal Ball Award

CRYSTAL BALL AWARD PAST WINNERS 2013

Peter Belyea

2012

Debbie L. Sydow

2011

John Stage

2010

Peter J. Coleman, Jr.

2009

Edward Levine

BY ERIC REINHARDT

2008

John MacDougall

JOURNAL STAFF

2007

Ray Halbritter

SYRACUSE — A year after reaching the American Hockey League’s (AHL) Calder Cup Finals, the Syracuse Crunch find themselves on the outside looking in at the Eastern Conference playoff spots with the regular season winding down. The 2013-14 season has included what Crunch owner Howard Dolgon described as the “imperfect storm.” It involved several players from last year’s squad moving up to play for the parent club, the National Hockey League’s Tampa Bay Lightning. The player departures combined with injuries put a “strain on the ability for us to ... be as good as we can or as good as we were ... last season,” Dolgon says. But the Crunch doesn’t organize its annual marketing efforts based on the team’s on-ice performance. “Everyone likes to win. But it’s not part of any marketing formula that we put together and never will be,” he says. Dolgon and his staff need to be innovative and successful with their marketing efforts no matter the hockey team’s record of wins and losses and they have done so for many years. That leads to community recognition and accolades. The Central New York Sales & Marketing Executives (CNYSME) has selected Dolgon, owner, president, CEO, and team governor of the Crunch, as the winner of the 2014 Crystal Ball Award. The organization annually bestows the award to a local businessperson who has contributed to the sales and marketing profession and has worked in community development and support. Dolgon calls his selection a “great honor,” which is “reflective of the team effort from our staff.” “My vision … my creative leadership is only good if it gets carried out effectively by the people we have,” he says. CNYSME will present Dolgon with the

2006

Nancy Cantor

2005

Arthur Zimmer

2004

The Goldberg Family

2003

Jack H. Webb

2002

William G. Pomeroy

2001

Joel Delmonico

2000

Mary Cotter

1999

Gregory L. Eastwood

1998

The Burdick Family

1997

Richard & Joseph Pietrafesa

1996

Martin A. Yenawine

1995

The Bennett Family

1994

Clarence Jordan

1993

William J. Donion

1992

Robert J. Bennett

1991

Robert & Suzanne Congel

1990

Charles A. Chappell, Jr.

1989

Irwin Davis

PHOTO COURTESY OF SCOTT THOMAS PHOTOGRAPHY

Howard Dolgon, owner of the Syracuse Crunch. Dolgon is the 2014 recipient of the CNYSME Crystal Ball Award. Crystal Ball Award on April 10 at the 38th annual Crystal Ball and Sales & Marketing Excellence Awards (SMEA) ceremony at the Holiday Inn Syracuse-Liverpool on Electronics Parkway in Salina. Dolgon will join a list of past Crystal Ball winners that he calls “impressive,” a group that includes the 2013 recipient, Peter Belyea, president of CXtec and TERACAI. Other winners include Debbie Sydow, former president of Onondaga Community College in 2012; John Stage, founder and CEO of Dinosaur Bar-B-Que in 2011; Peter Coleman, the publican of Coleman’s Authentic Irish Pub in 2010; and Edward (Ed) Levine, president and CEO of Galaxy Communications, LLC in Syracuse in 2009, according to the CNYSME website. Prior to his ownership of the Syracuse Crunch, Dolgon was a founding member of Alan Taylor Communications, Inc., an

independent sports public-relations agency, which has since rebranded to Taylor, according to its website. In addition to the local focus on hockey, the Syracuse AHL affiliate also includes an organization that works to benefit the community. The Crunch Foundation, the charitable arm of the Syracuse Crunch, strives to strengthen and broaden the impact of the Syracuse Crunch in Central New York by providing support and funds to non-profit groups, educational programs and community initiatives, according to the team’s website. For example, the team and the Crunch Foundation will continue to support the Hillside Family of Agencies with programs that bring awareness and monetary support throughout the 2013-14 season, according to a news release on the website.

Dolgon acknowledges it’s a cliché, but he believes the CNYSME wouldn’t consider him for the award if he didn’t have “the kind of staff he has” in Syracuse. Besides Dolgon, Vance Lederman, the team’s CFO and senior vice president of business operations, and Jim Sarosy, the team’s COO, lead a staff of about 25 people, including Julien BrisBois, the team’s general manager and Crunch head coach Rob Zettler. Lederman has worked for the Crunch for 20 years, while Sarosy has been with the organization for 19 years, Dolgon says. q Contact Reinhardt at ereinhardt@cnybj.com

Reach us on the Web www.bizeventz.com


10 • The Central New York Business Journal

Sharon

SALES & MARKETING EXCELLENCE AWARDS

Michael

Michael

April 4, 2014

Marianne

BUCHKO

COTANCH

Featherstone

FRASIER

Holiday Inn Syracuse/Liverpool

Crowne Plaza

CXtec

NewsChannel 9 (WSYR-TV)

Sharon (DeLosh) Buchko has been an integral part of the sales team at the Holiday Inn Syracuse/Liverpool for the past 12 years. She began as the hotel’s social and corporate sales manager before transitioning to association sales manager eight years ago. Sharon graduated from Jefferson Community College in Watertown in 1991 with an associate degree in hospitality and tourism. She worked for two travel agencies before accepting a sales position with Holiday Inn Syracuse/ Liverpool in 2002. She received her bachelor’s degree in business administration with a minor in marketing from Columbia College in Syracuse in 2005. Sharon is a member of the Empire State Society of Association Executives. She also volunteers for Fr. Champlin’s Guardian Angel Society, a nonprofit organization that helps financially challenged students achieve a high school education. She currently resides in Syracuse with her husband, Todd.

Michael Cotanch has been with the Crowne Plaza Hotel since 2004, spending the last three years in the role of meeting director. Michael is an instrumental part of the sales team and prides himself on providing an exceptional meeting experience to all guests. His approach to guest service and up-selling technique has consistently increased conference revenues for the property. Michael’s drive and expertise motivates clients to rebook programs at the Crowne Plaza, securing a reassuring experience for their meeting attendees. Michael was awarded “Manager of the Quarter” in 2013 and recently completed a task-force project for Richfield Hospitality.

Mike Featherstone is going on his 17th year with CXtec. As a tried and true member of the sales organization, he quickly rose through the ranks and joined the sales management team. Mike has an unrivaled passion for sales and for success and takes great pride in leading his team to achieve its goals, individually and collectively. In 2014, he and his current education-focused team contributed the single largest margin year of any sales team in the history of the company. In addition to selling, Mike is also passionate about his music and is the founder of the locally famous CXtec Dinosaurs. In fact, he led them to the finals of the Fortune Magazine battle of the corporate bands in 2004. The Dinosaurs appear regularly at charitable events to provide the live music and entertainment. Mike also leads the Sandra Pomeroy Caring Choir and sits on the Red House Arts Center Board of Directors. He spends his free time loving life with his wife Ellen, playing his bass, and cheering on the Syracuse University basketball team at every home game.

This is Account Executive Marianne Frasier’s second time receiving this award and her second year in row. She was nominated by her fellow account executives at NewsChannel 9. Marianne’s success is built on a solid foundation of generating new direct business along with meeting and exceeding her overall quarterly and yearly sales goals. She is the ultimate team player who is always “up” for a challenge. Her enthusiasm, commitment, and dedication have been infectious to all who are lucky enough to work with her. Marianne’s “can-do” attitude to meet every challenge and her strong commitment to putting the needs of her clients first, are major reasons for her continued success. She is one of the top sales performers year after year. When Marianne is not busy working for NewsChannel 9, she enjoys spending time with her family and in the outdoors.

Kyle

Mary

Robin

Nick

HARES

LaMacchia

MACALUSO

MAINE

Crowne Plaza

Business Journal News Network

Leadership Greater Syracuse

Galaxy Communications

Kyle Hares graduated from SUNY Delhi with a bachelor’s degree in hospitality in 2008 and started his career in Orlando, Fla. While concentrating on various operational positions, he excelled in exceeding guests’ expectations. Kyle joined Crowne Plaza Syracuse in 2011 as the front office manager, earning “Manager of the Quarter” honors in 2012. That same year, he followed his passion and joined the sales team as group sales manager. Kyle’s aggressive selling approach and passion for hospitality allows him to surpass his goals consistently. Kyle was recently nominated for “Sales Manager of the Year” for Richfield Hospitality and received Presidents Circle honors for his market production in 2012 and 2013.

Mary LaMacchia has once again exceeded her goals and led the Business Journal News Network team with not only her amazing sales, but also with her leadership and guidance to help the rest of the team be successful. For more than 15 years, Mary has given every sale the utmost attention. Every customer is taken care of when in Mary’s hands. She has a great ability to build relationships and have her customers trust her. Mary is a true partner to clients and always offers her expertise to help them implement the best marketing solution she can offer. She’s never there to just to sell them an ad. Mary has helped to pioneer our transition into the digital world and with the rebrand campaign. She is an amazing asset to the Business Journal News Network and we are looking forward to many more years of her sales success and leadership.

The Leadership Greater Syracuse (LGS) mission statement is “Inspiring current and future leaders to make a difference in the community where we live and work.” It is realized yearly by LGS graduates through the enthusiasm, dedication, and inspiration that Robin Macaluso, program director, brings to this premiere program. For more than six years, she has helped empower aspiring individuals from diverse backgrounds to learn about Central New York and attain invaluable leadership skills through hands-on community engagement. From recruiting and interviewing candidates to guiding the development of 10-day leadership experiences, Robin’s positive influence, interpersonal acumen, and organizational skills ensure every LGS class functions as a team and exceeds expectations. She is undoubtedly the heart and soul of LGS, and the class of 2011 would like to congratulate her on this well-deserved award.

Since moving to Syracuse in October 2011 and joining Galaxy Communications, Nick Maine has established himself as a dominant seller in the Syracuse and Utica markets. In his role as a sales and marketing executive, Nick is responsible for selling unique advertising and marketing solutions to businesses from various industry verticals. He is adept at selling for Galaxy’s 14 radio stations as well as marketing events and sports for Syracuse University athletics, the New York Yankees, and Buffalo Bills. In his two-and-a-half years in the market, Nick has generated $2.2 million in revenue and more than $325,000 in new business. His adaptability, positive attitude, and continual hustle are a positive influence on the company and a driving force behind his success.


SALES & MARKETING EXCELLENCE AWARDS

April 4, 2014

Allyson

Lori

Ryan

The Central New York Business Journal • 11

Chris

McMANUS

MENTEL

STEELE

TRACY

Valley News in Fulton — Scotsman Media Group

TERACAI

CXtec

Visual Technologies

Lori Mentel has been a sales executive with TERACAI for four years. She spent her first year building her customer base and learning about technology, and after that she never looked back. In 2013, Lori enjoyed a third consecutive year achieving both the Starman Award for annual goal achievement and membership in the Presidents Club, an award that puts her on a cruise ship every year. This year, she earned TERACAI’s prestigious Chairman’s Club award, yet another achievement on a long list. Lori’s success stems directly from the understanding of her customers’ business objectives accompanied by her collaborative team approach. Her positive energy, willingness to take risks, and enthusiasm for her work is contagious to not only her customers but also to the entire TERACAI team.

Ryan Steele started with CXtec as in intern while attending St. Bonaventure University in 2008. He was quickly recognized for his great combination of intelligence and work ethic, coming aboard full time following graduation and joining the ECS team. Ryan helps further sell and market the CABLExpress product line for CXtec. He puts in long days of prospecting and educating himself to be an invaluable resource for CXtec, the ECS team, and his clients. This past year, Ryan’s efforts earned him the prestigious Starman Award and membership in CXtec’s Presidents Club. His commitment to betterment and excellence is second to none, and he is an inspiration to those around him.

Visual Technologies is proud to honor Chris Tracy for his in-depth video skillset, friendly and dynamic personality, and ability to jump into any project thrown his way. These characteristics have made him a vital part of the team. Even though Chris joined Visual Technologies for his video-production capability, he has enthusiastically expanded his repertoire to include training for the sales department, event staging, and he even pulls from past experiences to help with human resources. In his spare time, Chris owns and operates a freelance business, called Chris Tracy Photography, specializing in a wide range of photographic applications. He’s most proud to donate his time and talents to benefit St. Jude Children’s Hospital.

SO OU LD T!

Professional, organized, steadfast, customer-service focused, strong under pressure, and knowledgeable. Allyson McManus, a lifetime Fultonian who has been with the Valley News for 21 years, exhibits all of those qualities. She has worked as a sales manager and as an outside advertising sales representative, a position she currently holds. But Allyson has redefined the title. Not only has she exhibited a very high level of professionalism and steadfast tenacity, but also she has been a true team player. Allyson is constantly devising new ways for the Valley News to serve its readers better. She originated the Fulton Family Series, a monthly article that explores a Fulton family’s long-term devotion to the community. Allyson works constantly with the publisher to improve the paper’s image and performance. She shares her experience and knowledge with the sales staff and inside office. During her tenure, Allyson has had the opportunity to train new members of the sales staff and step in for staff out on medical leave, both duties which she has done admirably without grudge.

Editor’s note: The companies for which these salespeople work authored these descriptions.

CNYSME sales & mar keting ex ec uti v es

THE 38TH ANNUAL CRYSTAL BALL Sales and Marketing Excellence Awards Ceremony

Buy Tickets for This Event Today! Call 315-876-1868 or email info@cnysme.org

Come Honor the 2014 Crystal Ball Recipient Howard Dolgon and the 2014 Sales and Marketing Excellence Award Recipients Sales. Customer Service. Management Training. Date: Thursday, April 10, 2014

Want to Know More? Attend an Executive Briefing Place: The Holiday Inn Syracuse/Liverpool Time: Cocktails 5:30pm, Dinner 6:30pm

Tickets: Call 315.876.1868 or email info@cnysme.org

2014 Crystal Ball Recipient Howard Dolgon Owner, President, CEO and Team Governor

Sales. Customer Service. Management Training.

Want to Know More? Attend an Executive Briefing

Syracuse Crunch

OUR SPONSORS:

Call (315) 451-8797 News Network www.ricko.sandler.com

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Call (315) 451-8797 www.ricko.sandler.com


12 • The Central New York Business Journal

April 4, 2014

NYPA updates plan, calls for modernizing New York’s power system BY ERIC REINHARDT JOURNAL STAFF

T

he New York Power Authority (NYPA), the statewide public-power utility, on March 26 announced an updated strategic plan, which includes the state’s power infrastructure. The plan, entitled Strategic Vision 20142019, focuses on providing “more value” to NYPA’s customers and building on its role as a “responsible” steward of its assets, including the state’s hydropower resources, NYPA said in a news release. The energy industry is in the early stages of “transformative” change that will alter the way our customers generate, de-

liver, and use electric power, John Koelmel, chairman of the NYPA board of trustees, said in the news release. “The Power Authority has issued its updated strategic plan to reflect how it must also change, adapt, and lead moving forward,” Koelmel said. Onondaga County Executive Joanne Mahoney serves as the vice chair of the NYPA board of trustees. In its plan, NYPA discusses efforts to work with its customers to understand their energy and business requirements, further reduce their energy costs, strengthen system resiliency, and meet environmental and sustainability goals, the authority said.

It also plans to increase efforts to modernize its generation and transmission infrastructure, building on Gov. Andrew Cuomo’s Energy Highway Blueprint and his other energy initiatives. “By making our infrastructure more flexible, resilient and connected, we will be ready to accommodate newer, evolving technologies to meet the energy challenges faced by our customers and support Gov. Cuomo’s efforts to transform and modernize the state’s electric-power system,” Gil

Quiniones, president and CEO of NYPA, said in the news release. Its by-laws require NYPA to annually review and update its strategic plan and mission statement, the authority said. Both serve to guide the development and implementation of all NYPA operations, including the annual budget and capital-expenditure plan. The New York Power Authority uses no tax money or state credit. It finances its operations through the sale of bonds and revenues earned “in large part” through the sale of electricity, NYPA said. q Contact Reinhardt at ereinhardt@cnybj.com

Chemung Financial board adds Tranter, Tyrell as new directors BY JOURNAL STAFF

ELMIRA — Chemung Financial Corp. (NASDAQ: CHMG) announced it has added G. Thomas Tranter, Jr., of Horseheads, and Thomas R. Tyrrell, of Loudonville, to the

board of directors of Chemung Financial and its primary subsidiary, Chemung Canal Trust Company. Tranter is president of Corning Enterprises, a unit of Corning, Inc. He joined Corning in 2000 after serving 10 years as

NOMINATE TODAY!

Chemung County executive. Tranter previously was Chemung County deputy executive, Horseheads village manager, and executive director of the Chemung/Schuyler Chapter of the American Red Cross. Tranter currently serves as co-chairman of the Southern Tier Regional Economic Council for New York State, is vice-chair of the New York State Business Council, and vice-chair of Corning Hospital. Tyrrell, a native of Albany, is the Albany– area chairman of Arthur J. Gallagher & Co., an international service provider of property/casualty insurance, and risk-management programs. Tyrrell has been in the insurance industry his entire career. He joined Fuller & O’Brien in 1974 and served as president and

CEO until 2008, when the company was sold to Arthur J. Gallagher & Co. Throughout his insurance career he has specialized in the construction industry, with particular emphasis on the heavy highway, bridge, and general building construction disciplines. Tyrrell currently serves as chairman of the St. Peter’s Hospital Foundation board of directors and is a member of the board of the Eastern Contractors’ Association of New York State, the Empire Broadcasting Company, Maria College of Albany, the Albany Police and Fire Foundation, and Saint Gregory’s School for Boys. He has also served on the Advisory Board of Capital Bank, the Albany division of Chemung Canal Trust Company. q

THE BUSINESS JOURNAL NEWS NETWORK

Congratulates Howard Dolgon Winner of the prestigious 2014 Crystal Ball Award

The Financial Executives of the Year awards are given to financial professionals in the Central New York region for outstanding performance in their roles as corporate financial stewards.

Event Date: June 25, 2014 ££Ê‡ÓÊ*ÊÊUÊÊ-, ÊÀi˜> Nomination Deadline: April 25 Visit bizeventz.com ̜ʘœ“ˆ˜>ÌiʜÀÊi“>ˆÊV>˜ViJLˆâiÛi˜Ìâ°Vœ“Ê vœÀʓœÀiʈ˜vœÀ“>̈œ˜

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The Central New York Business Journal • 13

April 4, 2014

opinion

Business Journal C e n t r a l

N e w

Y o r k

Volume 28, No. 14 - April 4, 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 Columnists........................Gerald J. Archibald Will Barclay David Marotta Tom Morgan Contributing Writers................Traci DeLore Mei Wang Creative Director . ............................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 Gustav Hoffmann ghoffmann@cnybj.com Marketing .......................BBB Marketing Inc. CIRCULATION Circulation Management....(315) 579-3927 Administrative President....................................Marny Nesher mnesher@cnybj.com

H

  ere is a money-making idea for   you. Rent a van. Drive to Missouri.   Load the van with cigarettes. Drive back and sell them in New York. Sell them for $1 less per pack than the normal price in the state. Voila! If you do this with 10,000 packs of smokes, you pocket more than $30,000. Believe me, you can pack 10,000 packs of ciggybutts into a van. More. And you should have little trouble finding places to dump them.  That’s because New York is an open black market for cigarettes from other states. money Our state slaps a talk $4.35 tax on each pack. Highest of all states, no surprise. Missouri taxes cigarettes 17 cents per pack. This is a hustler’s dream. Drive to Missouri and back to New York, jackpot! A report out this week tells us our hustlers provide nearly 60 percent of the smokes sold in this state. They haul in smokes from various states where taxes on them are low. New York misses out on the cigarette taxes on these smokes. It foregoes the income tax on the smugglers. (You don’t think the smugglers declare this income now, do you?)  New York has the highest tax on cigarettes. Always a leader is our state. Market theory predicts we should then have the highest rate of smuggled cigarettes. And

tom morgan

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

HOW TO REACH US 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) 579-3902

A Tax is a Tax we do. Students of economics, please note. Our legislators should also note: When you raise taxes to unreasonable levels, people find more ways to avoid paying them. Will the lawmakers learn? Will they lower taxes, in order to collect more? Nah. They will likely call for more policing. And more punishment for black marketers. And they will call for Missouri to raise its taxes. Our state lawmakers have raised our total taxes and fees to unreasonable limits. Along with total red tape. (Red tape and taxes slow our economic activity.) We find ways to avoid paying. How? Let me count the ways. We hide income. We smoke smuggled cigarettes. We resort to countless under-the-table activities. We pad expenses. The higher the taxes, the more of this we do. And every year many thousands of us take an even bigger step to avoid taxes and regulations. We leave. For Florida or Texas. Meanwhile, our lawmakers search for ways to tax us more. They sneak in little fees, hoping we won’t notice. They raise taxes on small segments of the economy. Who cares if dog groomers have to pay an extra $100 a year for their licenses? They lift tolls on the NYS Thruway and bridges. They slap another few bucks onto taxes at airports and hotels. Who looks at that on the bill? And whom do you complain to about it? They stick more taxes on oil and gas and booze. They figure you and I won’t notice. To me, all this camouflage and sneakiness is stupid. Because a tax is a tax is a tax. You can pretty it up. You can put lipstick on it. You can sneak it in. It is

still a tax. On the economy. On economic activity. Taxes slow economic activity. Period. To think otherwise is to enjoy a fairy tale. Washington lawmakers love fairy tales on a grander scale. Obamacare, for instance, is packed with new taxes. Loaded. Most of them hidden from your view. It is a fairy tale to believe you and others will not react. You may not see the taxes hidden throughout Obamacare.  You will simply see the bill and groan. Beyond that, the economy will whimper. It has to. It has been whacked with tons of new taxes and red tape. It has to take on these new burdens. It is like a horse when we load it with an extra 50 pounds. It will move more slowly. The root of the problem is what politicians and economists see. That is, what they see when they look at taxes. The economist sees a burden. The politician sees an opportunity for more money to come in. To pay for his spending. I heard a politician say, “There’s always more money out there. If we need more, we’ve got a hundred ways to get it.” ’Tis true. But in the getting, sometimes smoke gets in their eyes. As it has with cigarette taxes in this state. They should re-name our cigarette tax “The New York State Smuggler Support Act.” From Tom...as in Morgan. q Tom Morgan writes about political, financial, and other subjects from his home near Oneonta, in addition to his radio shows and new TV show. For more information about him, visit his website at www.tomasinmorgan.com

Reacting to the 2014-15 New York State Budget

W

  hile the $138 billion spending   plan for 2014-15 is not ideal, I am   pleased with many components of the New York state budget and, accordingly, voted in favor of many of the budget bills. For one, it restores $602 million of the Gap Elimination Adjustment for school districts. This is good news for our local school districts. This allocation directly opinion benefits Central and Northern New York and I was pleased to vote in favor of the school-aid bill. Foundation aid for districts also increased. I was also happy to see an increase in library aid.

will barclay

The final budget included business tax cuts and eliminated the 18-A energy assessment. Manufacturing, estate taxes, and corporate franchise tax cuts are all great starts, and I have advocated for these measures for many years. These changes, which make our state more competitive, were thankfully included in the final budget. The estate-tax cuts will help many residents and especially farmers whose land and assets are their way of life. We need to look more closely at mandate relief if we are to truly lower the tax burden. While I’m always happy to have money go back to residents, the property-tax measures that passed place more responsibility on localities to make cuts rather than address state mandates. We were able to help farmers as well, not only with the estate-tax cuts but also through restoring proposed cuts for local agricultural-assistance programs.

The Northern New York Agricultural Development local-assistance program, apple growers, ‘and maple producers’ funding was restored in the enacted budget. We also passed language in the budget that prevents electronic-benefit transfer (or EBT) cards from being used at liquor stores, casinos, and adult-entertainment venues. Penalties were established for violators. I’m pleased that we finally passed these long-overdue provisions. 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. This column is drawn from a statement Barclay issued on April 1. Contact him at barclaw@assembly. state.ny.us, or (315) 598-5185.


14 • The Central New York Business Journal

APRIL 8 n 12th Annual WISE Symposium from 9 a.m. to 5:30 p.m. at the Oncenter in Syracuse. Expert women keynote speakers will be featured. The event offers a full day of activities, speakers, and opportunities for networking. You can register for an all-inclusive, all-day ticket for $99. Registration for full-time students is $20. Other ticketing options are available. To register, visit https://wisesymposium.eventbrite.com or contact Wickham at lwickham@syr.edu, or call (315) 443-3550.

APRIL 9 n The Power of Email Marketing & Social Media Marketing Made Simple Workshop from 10 to 11:30 a.m. at the Institute for Human Services, Inc., 6666 County Road 11, Bath. Grow your organization with email and social media This workshop is designed to give small nonprofit organizations some simple ideas for growing their organizations using email marketing and social media. The presentation, called, “Simple Strategies for Better Event Marketing” will help you grasp the best practices needed to utilize and maximize the growing trend of online event marketing. Sponsored by the Institute for Human Services, register at: http://bit.ly/ IHS040914

APRIL 10 n 38th Annual Crystal Ball and Sales and Marketing Excellence Awards Ceremony beginning at 5:30 p.m. at the Holiday Inn Syracuse/ Liverpool. To nominate someone, visit cnysme. org or email: info@cnysme.org. The winning individuals will be recognized by your organization and CNYSME at the awards ceremony. For tickets, call (315) 876.1868 or email: info@ cnysme.org n Nonprofit Board Basics Seminar from 5:30 to 7:30 p.m. at the University Downtown Center, 67 Washington St., Binghamton. Offered by Binghamton University’s College of Community and Public Affairs, the seminar is free. The workshop reviews the basic aspects of board membership and provides participants with the information they need to participate effectively as a nonprofit organization board member. The seminar is open to all nonprofit board members. Registration is required, and seating is limited. To register, visit http://tinyurl.com/pvmemsu. For questions, contact Joann Lindstrom at (607) 777-9178.

APRIL 16 n IAAP Membership Drive from 5:30 to 7 p.m. at CPS and Professionals Incorporated, 904 7th North St., Liverpool. This is a free program. RSVP by April 10 to membership@iaap-syracuse.org. For more information, visit www.iaap-syracuse. org or contact Theresa M. Csiga at membership@iaap-syracuse.org

April 4, 2014

Business alendar C

OF EVENTS

non-Syracuse Chapter members; $5 for college students. For more information, visit www. iaap-syracuse.org or contact Lynne Paulson at iaapsyrpresident@gmail.com

APRIL 29 n Rosamond Gifford Lecture Series – Friends of the Central Library present Neil Gaiman at 7:30 p.m. at the Syracuse John H. Mulroy Civic Center Theater. For ticket information, visit www. foclsyracuse.com or call (315) 435-1832; call the Oncenter Box Office at (315) 435-2121; or contact Ticketmaster at (315) 472-0700.

May 1 n The Critical First 10 Seconds Workshop from 8:30 to 11 a.m. at the The Palace Theatre, 2384 James St., Syracuse. CNY ASTD will hold a workshop with actions and tips for building initial trust with new acquaintances. The cost is $25 for members and $40 for nonmembers. To register, visit www.cnyastd.org, or call (315) 5462783, or email: info@cnyastd.org n SOHO Syracuse from 9 a.m. to 6 p.m. at the Oncenter Convention Center. If you have a product or service for small business, register at www.sohosyracuse.com

May 2 n CNY ASTD Breakfast Club from 7:30 to 9 a.m. at The Gem Diner, 832 Spencer St., Syracuse. This is an informal group for discussions on areas of expertise in learning and development roles. The topic at this meeting is integrated talent management. For details, call (315) 546-2783 or email: info@cnyastd.org

May 15 n Entrepreneurial Society of Central New York May Program from 3 to 5 p.m. at The Century Club, 480 James St., Syracuse. The speaker will be David M. Aitken, DestinyUSA, and the topic will be “Driving the Big Picture.” Pre-registration is required; email: kevin@ theeventscompany.com or call (315) 422-9400 Programs are open to owners of businesses with annual revenue exceeding $500,000.

May 20

APRIL 22

n  CCMR Symposium. The event will cover understanding and controlling spins at the nanoscale advances in memory, logic, and sensing technologies through nanoscale spin systems commercial impact and production of nonvolatile magnetic memories, sensors, and imaging device lectures, poster session, and networking opportunities for industry and academia 2014. Sproull lecturer is Dr. Albert Fert, winner of the 2007 Nobel Prize in Physics. Speakers include those from IBM, NYU, MIT, and faculty and students from Cornell University. For more information, visit http://www.ccmr.cornell. edu/symposium/

n IAAP Meeting at 5:45 p.m. at the Ramada Inn Syracuse, 1305 Buckley Road, North Syracuse. The topic will be “The Invisible Promotion,” presented by Lee W. Livermore, “The Practitioner.” RSVP by April 17 via www.jotform.com/ form/12401111357. Program fees are $10 for

n  Rosamond Gifford Lecture Series – Friends of the Central Library present Eric Schlosser at 7:30 p.m. at the Syracuse John H. Mulroy Civic Center Theater. For ticket information, visit www. foclsyracuse.com or call (315) 435-1832; call the Oncenter Box Office at (315) 435-2121; or con-

APRIL 17 n Entrepreneurial Society of Central New York April Program from 3 to 5 p.m. at The Century Club, 480 James St., Syracuse. The speaker will be Renée Downey Hart, Ph.D., and the topic will be “GenY 2.0: Celebrating the First Global Generation.” Pre-registration is required; email: kevin@theeventscompany.com or call (315) 422-9400. Programs are open to owners of businesses with annual revenue exceeding $500,000.

tact Ticketmaster at (315) 472-0700.

May 28 n  Central New York’s Best Places To Work Event from 7:30 to 9:30 a.m. at the SRC Arena. Visit bizeventz.com for more information or to submit your company for consideration for an award. Or, call Joyl Clance at (315) 579-3917.

June 5 n Second Annual Advisors to Small Business Symposium from 8 a.m. to 5 p.m. at the DoubleTree by Hilton Syracuse. Hancock Estabrook, LLP will be presenting this event geared toward accountants, insurance brokers, agents, and other professionals from the smallbusiness owner’s perspective. Topics will include Affordable Care Act updates, intellectual-property, and other issues. For more information, contact Laurie Bantel at lbantel@hancocklaw.com

June 10 n A Time To Build Awards Program from 11 a.m. to 2 p.m. at the SRC Arena. Visit bizeventz. com for details or to nominate. Or, call Joyl Clance at (315) 579-3917.

June 19 n Entrepreneurial Society of Central New York June Program from 3 to 5 p.m. at The Century Club, 480 James St., Syracuse. The speaker will be David Reed, Reed CNY Business Law, and the topic will be “Thinking Outside the Box.” Pre-registration is required; email: kevin@theeventscompany.com or call (315) 422-9400. Programs are open to owners of businesses with annual revenue exceeding $500,000.

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, Gung Ho Referral Group from noon to 1:30 p.m. at Ruby Tuesday Restaurant, 3220 Erie Blvd., DeWitt. The cost is $10 and includes lunch. For more information, contact Paul Ellis (315) 475-0392 or email: Paul.Ellis@ComfortSystemsUSA.com or go to www.GungHoReferrals.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

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-on-one 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 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 meet CNY ASTD Meet the Leadership Happy Hour from 5 to 7 p.m. at Coleman’s, 100 S. Lowell St., Syracuse. Monthly informal networking with the CNY ASTD leadership team and other 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 9:30 to 11:30 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) 430-5249 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 Wednesday, Small Business Development Center at OCC from 4 to 6 p.m., Introduction to Business Startup at H-1 Hall. Please call 498-6070 or visit www.onondagasbdc.org

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 Every Wednesday, Syracuse Business Networking from 6 to 7 p.m. at Barbieri’s

To have your meetings or events in the Business Calendar, email them to movers@cnybj.com 


The Central New York Business Journal • 15

April 4, 2014

PEOPLE ON THE MOVE: new hires & promotions BANKING & FINANCE

engineering

NBT Bancorp recently hired Len Chinski as senior vice president and director of audit. He is based at the company’s headquarters in Norwich. Before joining NBT, Chinski worked for Janney Chinski Montgomer y Scott, LLC, in Philadelphia, where he was vice president and fixed-income capital market and compliance officer. Prior positions include serving as administrative vice president and fixed income capital markets compliance officer at M&T Securities, Inc., a brokerage subsidiary of M&T Bank in Buffalo, and administrative vice president and assistant general auditor at M&T Bank also in Buffalo. Chinski earned his bachelor’s degree in accounting from Canisius College. He is a certified internal auditor, a certified fiduciary and investment risk specialist, and certified in risk management assurance. Bill Dehmer has accepted the position of market manager for JP Morgan Chase in the newly formed upstate New York market. This role was created to help optimize the alignment of the upstate market Dehmer capabilities and management of the business growth strategy. Dehmer will continue his responsibilities as market manager for the New England markets until a successor is identified. He has been with the firm for 25 years, most recently serving as market manager for the New York Upstate East/New England markets since 2012. Prior to that, Dehmer served as a team leader, regional manager, and division manager for the Albany and Syracuse markets. He also spent some time downstate as a market manager for the Connecticut Bronx Westchester market.

Ryan-Biggs Associates, P.C. has added Mark Withiam to the firm. He was hired as a professional engineer. Withiam holds a bachelor’s degree in civil engineering from SUNY Buffalo. He brings Withiam more than 25 years experience to the firm, previously owning his own engineering firm for 18 years. Withiam maintains a professional engineering license in New York State and is a member of several professional associations.

ELECTRICAL

Mark Borreggine has been promoted to voice and data specialist at City Electric Company, Inc. He earned his certified electrical professional-IS designation though the National Association of Electrical Distributors. Borreggine has been with the company for 15 years.

CNYBJ CANVASS Here are the results of the latest poll on cnybj.com:

Does your office have a dress code? 5% 13%

15%

n Yes, it’s strictly professional n Yes, but it’s not strict. Business casual is ok n No, it’s not an issue n No, but it might be a good idea to have one

67%

FINANCIAL SERVICES Terri Reilly has joined HighPoint Advisors, LLC in East Syracuse. She possesses a wealth of experience, knowledge, and expertise. Reilly is also very active within her community.

INSURANCE Sheena Moshetti was recently promoted to project manager at Preferred Mutual Insurance Company. Prior to this position, she was an associate project manager in the strategic business solutions department. Moshetti graduated from SUNY Geneseo and holds the chartered property casualty underwriter, associate in claims, associate in insurance ser vices, and associate in technology accreditations. She also holds the project management professional designation from the Project Management Institute. Melanie Benjamin and Michael Ryan were recently promoted to senior production underwriters. Prior to this position, they were underwrit-

Moshetti

Benjamin

Ryan

ers in the personal lines depar tment. Benjamin graduated from SUNY Cortland and holds the senior claim law associate, associate in claims, associate in personal insurance, associate Williams in insurance services, and associate in general insurance accreditations. Ryan graduated from Syracuse University and holds the associate in personal insurance, associate in insurance services, and associate in general insurance accreditations. Debbie Williams was recently promoted to underwriting specialist. Prior to this position, she was a territory leader for New York and New Jersey in the personal lines underwriting department.

TECHNOLOGY TERACAI recently promoted Maria Poissant to regional sales manager responsible for business development initiatives in the Central and Western New York regions, as well as managing and developing a Poissant team of field sales representatives. She has been with TERACAI for nearly five years, previously serving as services manager. Prior to joining TERACAI, Poissant held positions as an account executive at CXtec, Buckley Broadcasting, and Northland Communications. q

REAL ESTATE John Arquette Properties has appointed Pamela DeMascole to the position of branch manager at its office in the town of Clay. She has been a successful salesperson in the industry since 2004 and joined the firm last fall. DeMascole will be replacing Jennifer LaGraffe who is staying with the company and moving into a newly created position as director of new business development.

Send your People-on-the-Move news via email to: movers@cnybj.com

Business Card GALLERY Mark Pietrowski

StaceyWhiteSolutions OnlineMarketing

Professional Employer Consultant 149 Northern Concourse North Syracuse, NY 13212

315-641-3600

Cell: 315-506-8863 Fax: 315-641-3601 800-31-STAFF (78233) markp@staffleasing-peo.com

We let you concentrate on the business you know best.

Stacey White Stacey White

Attract More More Customers Attract Customers Online Online — — Easily! Easily! Video Video Marketing Marketing Our Our Specialty! Specialty! 315-254-6445 stacey@staceywhitesolutions.com www.swsonlinemarketing.com


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

April 4, 2014

Paid Advertising

M&T Insurance Agency:

Controlling Employee Benefit Expenses â&#x20AC;&#x201C; While Leading with Choices 5VDLFS-PVOTCVSZ Administrative Vice President, M&T Insurance Agency M&T Insurance Agency (MTIA), a subsidiary of M&T Bank, is making available an exciting opportunity for businesses by providing a benefits exchange product. Employers may now offer an option that should help control benefits costs while providing employees with more health and employee benefit options.

More about M&T Insurance Agency MTIA provides insurance solutions for both large businesses and small companies, including property and casualty, surety, and group benefits such as medical, dental, life, disability, pharmacy, Third Party Administrative Services, and Health Savings Accounts.

MTIA also offers individuals and families personal insurance coverage for homes, vehicles, and valuable articles, as well as personal liability protection. MTIA is headquartered in Buffalo, NY, and is licensed in all 50 states in the U.S. Itâ&#x20AC;&#x2122;s ranked as the 65th largest insurance broker in the U.S. by Business Insurance magazine, and earned a â&#x20AC;&#x153;Best Practices Agencyâ&#x20AC;? designation by the Independent Insurance Agents & Brokers of America. MTIA is the wholly owned property and casualty insurance subsidiary of M&T Bank. For more information, go to www.mtb.com/ mtinvestmentgroup/corporate-institutional/ Pages/insurance-agency.aspx.

Investment and Insurance Products t "SF/05%FQPTJUTt"SF/05'%*$ *OTVSFEt"SF/05*OTVSFE#Z"OZ 'FEFSBM(PWFSONFOU"HFODZt)BWF /0#BOL(VBSBOUFFt.BZ(P%PXO *O7BMVF Insurance products are offered by M&T Insurance Agency, Inc., not by M&T Bank. M&T Insurance Agency, Inc. is licensed as an insurance agent and acts as agent for insurers. In case of excess and surplus lines, M&T Insurance Agency, Inc. is an insurance broker and places insurance on behalf of our clients. Insurance policies are obligations of the insurers that issue the policies. Insurance products may not be available in all states.

The benefits of Bright ChoicesÂŽ Through its collaboration with Liazon Corporation, MTIA is proud to offer the Bright Choices Exchange. Through the Exchange, employers create a defined contribution solution that will help control benefit costs, offer the ability to select benefit providers, and allow a dollar amount to be set for each employee to spend within the Exchange. Employees allocate their funds within the Bright Choices marketplace to purchase benefits from a selection of national and regional providers for health, dental, vision, life, disability, and other benefits. The Bright Choices Exchange uses educational tools and a simple online questionnaire on health, wealth, and personality to guide employees and their families in creating a personalized portfolio of benefits from a wide variety of options. Employees can compare plans side-by-side, view plan costs by pay period, and even make choices based on scenario analyses of projected costs. Bright Choices enables MTIA to provide its business customers with a cost-controlled benefit solution that gives their employees more choices and eliminates the traditional participation requirements. We believe that this service couldnâ&#x20AC;&#x2122;t have come at a better time. Many business owners know they need to make changes to comply with the Affordable Care Act, but lack the right resources. With Bright Choices, MTIA can help business customers implement a benefits platform that meets federal compliance standards, while helping to keep costs down and providing health options for employees.

Stressed about new employee benefit regulations? Find relief in Green Flag Country.

Why the Affordable Care Act matters As many of us recall, a key component of the Affordable Care Act (ACA) was the establishment of health insurance exchanges. Beginning on January 1, 2015, the ACA will require businesses with 50 or more full-time employees to provide a minimum level of health insurance coverage to employees and their dependents, or pay a penalty. Private health exchanges, such as Bright Choices, can help employers provide the required coverage with a cost-controlled benefit option.

How to get started M&T Bank customers and small businesses interested in learning more about the benefits exchange offering can visit the MTIA website featuring Bright Choices at www.mtb.com/ brightchoices or call Jeff Biesiada, Vice President, at 315-424-5106. The Bright Choices site also details the advantages of using the Exchange, and includes independent information about the increased number of companies changing to private exchanges. ret009573 Bright Choices 10x12.75_M.indd 1

M&T Insurance can help you understand the Affordable Care Act. Working through the changes to employee benefit regulations isnâ&#x20AC;&#x2122;t easy. Unless you have the right partner. M&T Insurance Agency provides guidance to help you offer your employees more options, more flexibility and ultimately more control over their benefits. And as a full-service insurance agency, we can also provide local decision making and responsive service for your business needs. Weâ&#x20AC;&#x2122;re in this together. Call Jeff Biesiada at 315-424-5106, email jbiesiada@mtb.com, or visit mtb.com/brightchoices.

315-424-5106 mtb.com/brightchoices >CHJG6C8:Â&#x2122;HJG:INÂ&#x2122;<GDJE7:C:;>IH

*OWFTUNFOUBOE*OTVSBODF1SPEVDUTt"SF/05%FQPTJUTt"SF/05'%*$*OTVSFEt"SF/05*OTVSFE#Z"OZ'FEFSBM(PWFSONFOU"HFODZt)BWF/0#BOL(VBSBOUFFt.BZ(P%PXO*O7BMVF Insurance products are offered by M&T Insurance Agency, Inc., not by M&T Bank. M&T Insurance Agency, Inc. is licensed as an insurance agent and acts as agent for insurers. Bright Choices Exchange is a registered trademark of Liazon Corporation. In case of excess and surplus lines, M&T Insurance Agency, Inc. is an insurance broker and places insurance on behalf of our clients. Insurance policies are obligations of the insurers that issue the policies. Insurance products may not be available in all states. Š2014 M&T Bank.

9573 Bright Choices Ad_CNY | 10â&#x20AC;?w x 12.75â&#x20AC;?h | CMYK

3/26/14 5:19 PM


Employee Benefits SPECIALâ&#x20AC;&#x2C6;REPORT

HR/INSURANCE

EBRI survey: Retirement-savings confidence rebounds by eric reinhardt journal staff

A

â&#x20AC;&#x201A; mericansâ&#x20AC;&#x2122; confidence in their ability â&#x20AC;&#x201A; to afford a comfortable retirement â&#x20AC;&#x201A; has recovered somewhat from the record lows of the past five years. Thatâ&#x20AC;&#x2122;s according to the 24th annual Retirement Confidence Survey (RCS) that the nonprofit Employee Benefit Research Institute (EBRI) released on March 18. However, it doesnâ&#x20AC;&#x2122;t appear the findings are the result of improved retirement preparations and rising confidence may be limited to people who are enrolled in retirement plans, EBRI said. The RCS, the longest-running survey of its kind in the nation, finds that the percentage of workers confident about having enough money for a comfortable retirement increased in 2014. The percentage had hit record lows between 2009 and 2013, EBRI said. The survey found 18 percent are currently very confident of having a comfortable retirement, up from 13 percent in 2013. At the same time, 37 percent are somewhat confident. Additionally, 24 percent are not at all confident, which is statistically unchanged from 28 percent in 2013, according to EBRI. That increase in confidence â&#x20AC;&#x153;was isolated almost exclusivelyâ&#x20AC;? to people who had a retirement plan like a 401(k), says Nevin Adams, the surveyâ&#x20AC;&#x2122;s co-author. And it could be either through respondentsâ&#x20AC;&#x2122; workplaces or an individual-retirement account, he adds. â&#x20AC;&#x153;When we looked at the people who didnâ&#x20AC;&#x2122;t have a retirement-savings account and compared those results to last year, there is basically no upward movement at all in their confidence,â&#x20AC;? says Adams. Nearly half of workers without a retire-

for retirement (statistically equivalent to 66 percent in 2013), although nearly 8 in 10 (79 percent) of full-time workers say that they or their spouse have done so. It represents another example in the Overall,howconfidentareyouthatyou(andyourspouse)willhaveenoughmoneytolive survey in which participation in a retirecomfortablythroughoutyourretirementyears?(2014Workersn=1,000) ment plan mattered: 90 percent of workers Very Somewhat NotToo NotAtAll Don'tKnow/Refused enrolled in a retirement plan had saved for retirement, compared with just 1 in 5 of 8% those without a retirement plan. 10% 17% 22% Cost of living and day-to-day expenses 24% head the list of reasons why workers do 19% 19% 18% not save (or save more) for retirement, with 22% 53 percent of workers citing these factors, 19% EBRI said. 43% If you ask people why they are not saving 41% 51% more, they tell you basically the day-to-day 37% 41% expenses are â&#x20AC;&#x153;crowding it out,â&#x20AC;? Adams says. â&#x20AC;&#x153;Theyâ&#x20AC;&#x2122;re having to take care of the here 22% 27% 21% and now, instead of the there and then,â&#x20AC;? he 13% 18% adds. 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 Existing debt is clearly an obstacle standing in the way of many needing to save for Source:EmployeeBenefitResearchInstituteandGreenwald&Associates,1993â&#x20AC;&#x201C;2014RetirementConfidenceSurveys. retirement, and weighing on retirement 1  confidence, according to Matt Greenwald,  of Greenwald & Associates, Inc. which conment plan were not at all confident about the report, said in the news release. ducted and co-sponsored the survey. Figure2 their financial security in retirement, comâ&#x20AC;&#x153;And itâ&#x20AC;&#x2122;s entirely possible that people â&#x20AC;&#x153;Just 3 percent of workers who describe pared with onlyRetireeConfidenceinHavingEnoughMoneyto about 1 in 10 with a plan, were â&#x20AC;Ś reflecting based on the statement their debt as a major problem say they are according toLiveComfortablyThroughoutTheirRetirementYears EBRI. they had [received] relative to their retire- very confident about having enough money The increase in confidence between 2013 ment savings and, in fact, had seen it rise to live comfortably throughout retirement, Overall,howconfidentareyouthatyou(andyourspouse)willhaveenoughmoneytolive and comfortablythroughoutyourretirementyears?(2014Retireesn=501) 2014 occurred primarily among those during the past year,â&#x20AC;? Adams adds. compared with 29 percent of workers who contributing to a retirement plan. He also acknowledges that the authors indicate debt is not a problem,â&#x20AC;? he noted. Very Somewhat NotToo NotAtAll Don'tKnow/Refused Respondents who were very confident are only speculating about the reason and â&#x20AC;&#x153;Fifty-eight percent of workers and 44 perrose to 24 percent in 2014, up from 14 donâ&#x20AC;&#x2122;t know it â&#x20AC;&#x153;with precision.â&#x20AC;? cent of retirees say they are having a probpercent in the 2013 survey. Those figures The RCS11% also found in lem with their level of debt.â&#x20AC;? 16% retiree confidence 17% compare with level readings among the having a financially secure retirement, which 24% Greenwald & Associates and EBRI, both 10% respondents not contributing to a plan, 9 historically tends to 16% exceed worker confidence headquartered in Washington, D.C., con14% percent in 2014 down from 10 percent in levels, has also increased, with 28 percent ducted the survey in early 2014. 24% 2013, EBRI said. very confident 38% (up from 18 percent in 2013) Nearly two dozen organizations underA possible reason for improved confi- and 17 percent not at all confident (statistically wrote the survey, EBRI said. q dence is the rising stock market as well as unchanged from 1447% percent in 2013). 39% 28% Jack VanDerhei, higher property values, Nearly two-thirds (64 percent) of work- Contact Reinhardt at EBRI research director, and co-author of ers report they or their spouse have saved ereinhardt@cnybj.com 41%

Figure1 WorkerConfidenceinHavingEnoughMoneyto LiveComfortablyThroughoutTheirRetirementYears

19%

20%

28%

NY State of Health says more than 865,000 sign up 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014

Source:EmployeeBenefitResearchInstituteandGreenwald&Associates,1993â&#x20AC;&#x201C;2014RetirementConfidenceSurveys.

2   by eric reinhardt ment period launched in October, says Steve 5HWLUHPHQWFRQILGHQFHLVVWURQJO\UHODWHGWRUHWLUHPHQWSODQSDUWLFLSDWLRQZKHWKHULQDGHILQHGFRQWULEXWLRQSODQ Wood, community health coordinator. journal staff GHILQHGEHQHILWSODQRU,5$:RUNHUVUHSRUWLQJWKH\RUWKHLUVSRXVHKDYHPRQH\LQDGHILQHGFRQWULEXWLRQSODQRU,5$ Wood called the results â&#x20AC;&#x153;phenomenalâ&#x20AC;? for his agency. â&#x20AC;&#x201A; ore than 865,000RUKDYHDGHILQHGEHQHILWSODQIURPDFXUUHQWRUSUHYLRXVHPSOR\HUDUHPRUHWKDQWZLFHDVOLNHO\DVWKRVHZLWKRXWDQ\ New Yorkers RIWKHVHSODQVWREHYHU\FRQILGHQW SHUFHQWZLWKDSODQYVSHUFHQWZLWKRXWDSODQ 0RUHRYHUWKHLQFUHDVHLQ â&#x20AC;&#x153;I donâ&#x20AC;&#x2122;t know what we expected,â&#x20AC;? Wood â&#x20AC;&#x201A; enrolled for health-insurance says. â&#x20AC;&#x153;Nobodyâ&#x20AC;&#x2122;s ever done this before.â&#x20AC;? â&#x20AC;&#x201A; coverage throughFRQILGHQFHEHWZHHQDQGRFFXUUHGSULPDULO\DPRQJWKRVHZLWKDSODQ DQLQFUHDVHIURPSHUFHQWYHU\ NY State of Those who filled out applications but Health, the stateâ&#x20AC;&#x2122;s health-insurance marFRQILGHQWLQWRSHUFHQWLQIRUWKRVHZLWKDSODQFRPSDUHGZLWKOHYHOUHDGLQJVDPRQJWKRVHZLWKRXWD ketplace, according to a news release on coverage on March 31, the final day of the of Health and NY State of Health an- didnâ&#x20AC;&#x2122;t enroll through ACR Health may SODQRISHUFHQWYHU\FRQILGHQWLQDQGSHUFHQWLQ $GGLWLRQDOO\ZRUNHUVZLWKRXWDSODQDUHIRXUWLPHVDV the marketplace website on the morning open-enrollment period. nounced last September that they select- have done so for a â&#x20AC;&#x153;variety of reasons,â&#x20AC;? of April 2. The Central New York Business Journal ed HealtheConnections Health Planning says Wood. â&#x20AC;&#x153;Some people The deadline for the open-enrollment ebri.org Issue Brief â&#x20AC;˘requested March 2014information â&#x20AC;˘ No. 397 7 did not want to pay for the on local signups to spearhead the navigator program for insurance, or it was more expensive than period ended at 11:59 p.m. on March 31. from HealtheConnections Health Planning Onondaga County. The 865,487 figure listed on the website of Syracuse, but was told NY State of Health ACR Health of Syracuse, which also pro- they thought,â&#x20AC;? he says. Others may have finished the application was up from the 812,000 that the market- didnâ&#x20AC;&#x2122;t permit the organization to give an vided a similar service for those seeking covplace announced as of 9 a.m. on March 30. interview on the topic. erage, enrolled 24 individuals and handled Nearly 39,000 New Yorkers enrolled for See NYSOH, page 5B The New York State Department more than 4,000 applications since the enroll-

M


2B • The Central New York Business Journal

EMPLOYEE BENEFITS/HR/INSURANCE

April 4, 2014

Every Business Owner Should Start a 401(k) plan

I

n President Obama’s new budget proposal, he suggested taxing the historically pretax 401(k) contributions of about half a million people. Some business owners are reticent to start defined-contribution plans for their employees because of this proposal. But the president’s hope to restrict the plans should actually make owners more interested in creating one. Obama’s suggested changes have zero chance of congressional approval. Regardless of these proposals, a sponsored retirement plan offers small-business owners a rare opportunity to reduce their unfair tax burden. Under U.S. tax law, the entire tax burden of a small business flows directly onto the personal tax return of the owner. Profit is taxed immediately in the year it is earned. It takes between five and 40 years to fully amortize the deductions for capital expenditures. Most business owners need a tax preparer to assemble the binder-sized stack of tax forms required to comply fully with the law. Under such a heavy tax load, owners need a way to fund their personal retirement, so their corporate finances do not burden it. Fortunately, small-business owners can sponsor a 401(k) for all their employees, including themselves. This year such a plan allows everyone to contribute $17,500 toward their retirement without it being

taxed ($23,000 for those over 50). Employers often offer to match the first 5 percent of a worker’s salary with an additional 4 percent, encouraging saving at least 9 percent of before-tax salary. This brings workers very close to our recommendation of saving 15 percent of their after-tax standard of living. Employers can also give employees a portion of their salary as an end-of-year bonus directly into the 401(k). Including employee contributions as well as employer matches and bonuses, the 2014 maximum total contribution is $52,000 ($57,500 for those over age 50). These limits rise each year with inflation. Obama’s proposal targets the 401(k) contributions of anyone already burdened with a marginal tax rate in excess of 28 percent. Thus, small-business owners or employees with a top marginal tax rate of 33 percent, 35 percent, or 39.6 percent would have to pay the 5 percent, 7 percent, or 11.6 percent tax on the contribution. Then they would have to pay their full income tax again on both the contribution and the growth when withdrawing the money. All of this is done to solve the so-called revenue problem of the federal government. No acknowledgment is made that bureaucrats are collecting the same percentage of national income (revenue hasn’t changed as a percentage of gross domestic product) and what we really have is a spending problem.

If Obama truly wanted to solve the problem via retirement accounts, he should look to his own employees. Collecting an extra 11.6 percent in revenue on privatesector contributions pales in comparison to the 100 percent expenditure saved by reducing lavish government pensions. MAROTTA ON MONEY Furthermore, Obama proposed a tax on private sector 401(k) contributions but put no such burden on the federal govern- rates Congress imposes. ment’s analogous 457(b) plan contribuWith 65 percent of workers failing to tions. Why let the political class grow richer save at least 15 percent for retirement, it by exclusively targeting the private sector? would be easy for Obama’s proposal to gain However, Obama’s current proposal only populist support with vague ideas of the targets traditional 401(k)s, which only adds rich paying their ever-increasing, supposto the many reasons to prefer funding a edly “fair share.” This is inevitable because Roth 401(k). politicians can target only those who have First, in the unlikely event that the presi- money and can usually count on the supdent’s proposal does pass, money currently port of those who have chosen not to save. in retirement accounts will probably be In the meantime, small-business owngrandfathered. Therefore getting as much ers would do well to take advantage of the as possible into a Roth account now is the advice of a financial planner, rather than best tax-planning defense. the president, and create their own lowSecond, because tax is paid on Roth con- expense Roth 401(k) option for themselves tributions as they are put in, there will be no and their employees. q double taxation when money is removed. Paying the tax on a Roth contribution now David John Marotta is president of Marotta would be better than paying some tax now Wealth Management, Inc., which provides feeonly financial planning and wealth manageand more tax later. Finally, even if the president forces peo- ment. Contact him at emarotta.com or visit ple to withdraw any money over some www.marottaonmoney.com. Megan Russell specific limit, money in a Roth account can studied cognitive science at the University of be taken out tax free. This won’t be true of Virginia and now specializes in explaining traditional account balances. They, unfortu- the complexities of economics and finance at nately, will be subject to whatever future tax www.marottaonmoney.com.  

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The Central New York Business Journal • 3B

employee benefits/hr/insurance

April 4, 2014

Mackenzie Hughes forms practice group to help employers who hire foreign nationals By Traci DeLore contributing writer

SYRACUSE — An increasing number of foreign nationals are coming to the United States for jobs these days, and that means employers hiring them need to be on top of the regulations and paperwork required for such employment. That’s why Syracuse–based law firm Mackenzie Hughes LLP recently formed a practice group specifically dedicated to immigration and labor practice. The group is headed up by Ramon Rivera. “We saw that our clients are becoming more involved in the global marketplace by hiring foreign naRivera tionals,” Rivera says. In the Syracuse area, there is evidence of this at the Syracuse VA Medical Center, which employs foreign doctors; Syracuse University, which hires faculty from overseas; and the pharmaceutical industry, which employs international engineers, he says. Employers must consider numerous issues and properly document them when hiring foreign nationals, Rivera says, and that is where Mackenzie Hughes’ new practice group can help. Compliance issues are different than when a company hires a U.S. citizen, Rivera explains. When hiring foreign nationals, a company must document the position the person is hired for as well as the salary paid, and then must not veer from that, he says. That means if a business hires a foreign national as an engineer, it cannot have that person performing other job duties unless it amends the paperwork to note this. It also means that foreign nationals must be paid the prevailing wage for their work. This is done, Rivera says, to protect both foreign nationals and U.S. workers. This measure ensures that foreign nationals are not underpaid for their work and it also makes sure they aren’t overpaid and therefore depriving U.S. workers of wages. “Some employers are not aware of this,” Rivera notes of the compliance requirements. “The fines and penalties can be substantial,” for businesses that don’t comply, he adds. Avoiding the issue isn’t as simple as refusing to hire foreign nationals, Rivera cautions. Companies also face consequences if they discriminate against international job applicants. Rivera says his law firm was seeing clients facing a number of issues concerning international workers — enough that it made sense to form the practice group to serve those needs specifically. “Syracuse is a smaller market, but we are becoming members of the global marketplace,” he says. The Mackenzie Hughes immigration and labor practice group includes five other attorneys who also have experience in other areas such as business and litigation. Those attorneys are Jeffrey Brown, Mary Anne Cody, Christian Jones, Jacqueline Jones, and

Michael Stanczyk. As head of the practice group, Rivera brings a great deal of experience to the table. With Mackenzie Hughes since 2001, Rivera has handled immigration and naturalization law for the firm. Prior to joining the firm, he was managing partner at Micale & Rivera, LLP, and a solo practitioner at Rivera Law Firm, where he also focused on immigration-related issues.

Rivera also served as an adjunct professor at Syracuse University, where he taught immigration law and policy. Headquartered at 101 S. Salina St., Mackenzie Hughes (www.mackenziehughes.com) has about 35 lawyers on staff and works with clients such as the city of Syracuse, Cazenovia College, Empower Federal Credit Union, and O’Brien & Gere. The law firm’s practice areas include busi-

“We saw that our clients are becoming more involved in the global marketplace by hiring foreign nationals,” Rivera says. ness, litigation, trusts and estates, commercial insurance, financial, municipal, labor disputes, immigration, and environmental law. q Contact The Business Journal at news@cnybj.com

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EMPLOYEE BENEFITS/HR/INSURANCE

4B • The Central New York Business Journal

April 4, 2014

Complying with the Nonprofit Revitalization Act’s rules

We Back N Businesses ĞƩĞƌ

ew York Governor Andrew Cuomo signed the Nonprofit Revitalization Act of 2013 last December. Even though the law provided the first major revisions to New York Not-For-Profit Corporation law in over 40 years, all I could say was, “Here we go again!” — with all due respect to Ronald Reagan who first made that phrase famous. Before I provide you with some golden information regarding your ability to decipher and diagnose the requirements of the Revitalization Act, I one more thought NONPROFIT have for you to ponder. MANAGEMENT I am firmly convinced that the words “revitalization” and “affordable” should never again appear in the title of any legislative act. The following information provides you with a list of questions that will enable you to determine through a gap analysis what policy and procedure changes are required for your organization to comply with the Revitalization Act. The following checklist was prepared by my colleague Melissa Slater and designed to provide our faithful Business Journal News Network readers with a summary of the changes that resulted from this law. Completion of this checklist will facilitate a

GERALD J. ARCHIBALD

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determination for your nonprofit organization regarding whether or not it is in compliance with the Nonprofit Revitalization Act’s changes before its effective date of July 1, 2014. The checklist is designed so that any “no” answers require additional in-depth review to determine if your organization needs to update or modify existing policies and procedures. It’s imperative to get board and senior-management involvement in addressing changes to be made. Please remember that the legislation is 70 pages long and there are still sections of its requirements that require additional interpretation. So, you can use the following checklist as a cost-effective approach to achieving compliance with the act’s provisions. However, you should be aware of additional interpretations that may be issued subsequent to the date of this column. 1. The chair of the board of directors is not an employee of the organization? 2. If the CEO/executive director of the organization has a vote on the board, does she exclude herself from voting on her compensation and benefit package? 3. Does the organization have a conflictof-interest policy? If no, skip to number 4. a. Does the policy define the circumstances that constitute a conflict of interest? b. Does the policy have procedures for disclosing a conflict of interest to the audit committee/board? c. Does the policy require that the person with the conflict of interest not be present at

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or participate in audit committee/board deliberations or vote on the matter giving rise to such conflict? d. Does the policy prohibit against any attempt by the person with the conflict to improperly influence the deliberations or voting on the matter giving rise to such conflict? e. Does the policy have procedures for disclosing, addressing, and documenting related-party transactions? f. Does the policy require that existence and resolution of the conflict be properly documented? g. Does the policy require that prior to the initial election of any director, the director shall sign and submit to the secretary a written statement identifying: (i) Any entity of which the director is an officer, director, trustee, member, owner, or employee with which the organization has a relationship? (ii) Any transaction in which the organization participates in which the director might have a conflict of interest? h. Does the policy require that each director annually submit such written statement (identifying the transactions above) to the secretary? i. Does the policy state that the secretary will provide a copy of the completed statements to the chair of the audit committee or board if not audit committee? j. Is the board or audit committee responsible for overseeing the implementation of the conflict of interest policy? 4. If the organization has 20 or more employees, does the organization have a whistleblower policy? If no, skip ahead to question 5. a. Does the policy include procedures for reporting violations or suspected violations of law or nonprofit policies, including a procedure for preserving the confidentiality of reported information? b. Does the policy designate a whistleblower-policy administrator? c. Does the policy require that whistleblower-policy administrator report directly to the audit committee? d. Does the policy require that a copy of the policy be distributed to all directors, officers, employees and to volunteers who provide substantial services to the nonprofit? e. Is the board or audit committee responsible for overseeing the implementation of the whistleblower policy? 5. Is the organization required to obtain an annual audit? If no, skip ahead to question 11. 6. Does the board or designated audit committee of the board (audit committee) oversee the accounting, financial reporting, and audit of the financial statements? 7. Does the audit committee retain or renew the retention of the independent auditors (auditors)? 8. Does the audit committee review the results of the audit and related management letter with the auditors at least annually? 9. Does the organization generate more than $1 million in revenue? If no, skip to question 10. a. Does the audit committee review the audit scope and plan with the auditors prior to the audit’s commencement? See ARCHIBALD, page 5B


April 4, 2014

EMPLOYEE BENEFITS/HR/INSURANCE

The Central New York Business Journal • 5B

NYSOH: More than 1.21 million completed their applications for health-insurance coverage Continued from page 1B

on their own without following up with ACR Health, he adds. ACR Health is a nonprofit whose website describes it as a “legacy of AIDS Community Resources.” ACR Health, located at 627 W. Genesee St. in Syracuse, subcontracted with the New York City–based Community Service Society of New York that was awarded a state grant to provide the service, Wood said. The nonprofit is not among the agencies that partnered with HealtheConnections Health Planning of Syracuse, which provided similar patient-navigator services through a contract with the state, according to Wood.

Statewide figures

NY State of Health did not break down how many of the more than 865,000 people

across New York enrolled in private insurance and how many people were eligible to sign up for Medicaid plans. However, past data from state and federal officials indicates it’s roughly a 50-50 split in New York. More than 1.21 million completed their applications for health-insurance coverage since the launch of NY State of Health last Oct. 1, according to the news release. New Yorkers who wanted to enroll for health-care coverage in 2014 through the Affordable Care Act had until 11:59 p.m. March 31 when the enrollment period closed. However, the state health exchange will provide additional assistance to those individuals who took steps to apply for coverage but were unable to complete the enrollment process before the March 31 deadline, NY State of Health said. All applications and enrollments in health plans must then be completed by the end of

the day on April 15. More than 70 percent of those who have signed up to date were uninsured at the time of application, according to the NY State of Health news release. With the exception of individuals who took steps to enroll prior to the March 31 deadline, yet require assistance after March 31, only those individuals and families who qualify for a special-enrollment period can enroll for coverage in 2014 as of April 1. Events qualifying for the special-enrollment period include getting married or divorced, gaining a dependent, losing employer insurance, or permanently moving into New York. Individuals and families who do not qualify for a special-enrollment period will not be able to enroll in coverage until the next open-enrollment period, which begins on Nov. 15 for coverage starting on Jan. 1, 2015.

New Yorkers eligible for Medicaid and all children can enroll in coverage through NY State of Health at any time during the year, the release stated. NY State of Health’s Small Business Marketplace for employers with 50 or fewer employees is open to enrollment throughout the year. Plans offered on NY State of Health are available in four metal tiers (platinum, gold, silver, and bronze) from 16 medical insurers and 10 dental insurers. The NY State of Health website, the NY State of Health customer-service center, and certified in-person navigators will remain available to assist those New Yorkers who are eligible to enroll throughout the remainder of the year, according to NY State of Health. q Contact Reinhardt at ereinhardt@cnybj.com

ARCHIBALD: Every “no” answer requires some review and modification to existing policies and procedures Continued from page 4B

b. Upon completion of the audit, does the audit committee review and discuss the following issues with the auditors: (i) Any material weaknesses in internal controls identified by the auditors? (ii) Any restrictions on the scope of the auditor’s activities or access to requested documents? (iii) Any significant disagreements between the auditors and management? a. Does the audit committee annually review and document the performance and

independence of the auditors? 10. Are only independent directors allowed to participate on the audit committee? 11. Is the organization prohibited from participating in related-party transactions, unless they are determined by the board to be fair, reasonable, and in the organization’s best interest? 12. Are all directors, officers, or key employees who have an interest in a relatedparty transaction required to disclose to the board/committee the material facts of their interest? 13. Is the board/committee required to review related-party transactions for the fol-

lowing: a. Consider alternative transactions (if available) prior to entering into the transaction? b. Approve the transaction by a majority vote? c. Contemporaneously document in writing the basis for the approval, including the alternatives considered? 14. Does the organization prohibit any related parties from participating in the deliberations or voting related to these transactions? So, once again, every “no” answer requires some review and modification to existing poli-

cies and procedures. You can see from these questions the level of granular detail and specificity now required from all New York state nonprofit corporations. The Nonprofit Revitalization Act’s requirements are one more example of the increasing pressure on small organizations to be able to comply with regulatory requirements in a fiscally affordable manner. q Gerald J. Archibald, CPA, is a partner in charge of the management advisory services at The Bonadio Group. Contact him at (585) 381-1000, or email: garchibald@bonadio.com

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The Central New York Business Journal t17

PROGRESS

IN PROGRESS 6B • The Central New York Business Journal

ons for Central New York businesses and nonprofits

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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.

April 4, 2014

PARTNERSHIP: NeitherSOVENA side disclosed the terms of their financial agreement USA

will be offered to aid families adjusting to the return of a loved one from deployment and address other situations Continued from page 1 Therapy that affect the family as a whole. An Equestrian Center has been proposed. Sitrin and Upstate Cerebral toryaredating back to 1987, was most Palsy aligning with the Root Farm (Verona), a center recently known as Dermody, Burke Brown for excellence for equine-assisted therapies for & more than 14 years. This /joint effortPerformance will result in a new facility to be [DB&B] Peak Management built on Sitrin’sTraining. main campus. The center will house up to / Sandler 20 horses, and new employment opportunities are also Franchise owner Richard (Rick) expected.

1 Olive Grove St., Rome, NY 13441

enhance … the short-term relationships

nthey Website: sovenausa.com have throughout the states as well as nhave Products: Private label and branded edible oils longer-term business relationships (blended oils, cooking and seed oils, frying oils, olive oils, with our product line,” Olszewski added. specialty oils, and vinegars) for retail, foodservice, and With “thousands” of clients in all 50 industrial markets. nstates, Total CNY Employees: 160 wanted to expand its PeopleSystems ntraining Top Executive: Brett Milligan, services, Rade CEO says. n 2012 Annual Revenue: $225 million TheProjected training had focused on topics such Olszewski and Sandy Stefano, the local n 2013 Revenue: $240 million sexual harassment, discrimination, unfranchise’s director of operations, on Nov. 1 nasGeographic Area Served: North America

SMITH SOVIK KENDRICK

of year moved &last SUGNET, PC into new office space at PeopleSystems. 250 S. Clinton St., Suite 600, Syracuse, NY 13202 Olszewski is commonly known to colnleagues Website:and smithsovik.com associates as “Rick O.” n Services: Law firm Olszewski n Total Employees:and 50 Stefano had previousoperated at the Partner office of nlyTop Executive:the Kevinfranchise Hulslander, Managing nSyracuse–based Geographic Area Served: Watertown, Binghamton, accounting firm DB&B, loUtica/Rome, Rochester, Cortland, Ithaca, cated at 443 N. Franklin St. inGeneva, the Franklin Norwich, Oswego, Elmira, and all the counties in Central Square area. and upstate New York. PeopleSystems was familiar with the work of Sandler Training from a previous SOLVAY BANK working relationship between the two orga1537 Milton Ave., Solvay, NY 13209 nizations, says John (Jack) Rade, president n Website: solvaybank.com CEOFull-service of PeopleSystems, nand Services: commercial bankspeaking offering de- by phone frommortgage his office in Jacksonville, Fla. posit accounts, lending, commercial lending, trust“We and investment services, products, hired Rick andinsurance Sandler manyand years fraud-protection servicesvery impressed with what ago … and were nthey Totalaccomplished Employees: 156 for our people both in n Top Executive: Paul P. Mello, President & CEO customer service nsales 2012and Annual Revenue: $24 millionwhile servicing clients,” says. nour 2013 ProjectedRade Revenue: $23.6 million n Geographic Area Served: Onondaga, have Cayuga,a trainRade wanted to eventually Cortland, Madison, Oneida, and Oswego in the ing arm for his company andcounties has wanted state of New York “for a longHighlights: time,” Olszewski says. nthat 2012 Corporate Solvay Bank was ranked “He77had thought that with the products number of more than 5,000 community banks in the basedthat on return equity numbers. …United and States services we on provide, we could Additionally, Solvay Bank grew market share for deposits

employment insurance, and workers’-comSRC, INC.issues, Rade says. pensation weRoad, wanted do was to expand 7502“What Round Pond North to Syracuse, NY 13212 training and create a separate division, nthat Website: srcinc.com is in effect whatand wedevelopment, did by bringing nwhich Products/Services: Research manufacturing, logisticshe adds. Sandler onand board,” n Total CNY Employees: Olszewski says 800 the discussions to intengrate Top Executive: G. Tremont, President SandlerPaul Training into PeopleSystems’ n 2012 Annual Revenue: $287.8 million current operations began last June. n 2013 Projected Revenue: $290.6 million “There is a Served: financial n Geographic Area U.S. arrangement that nwas 2012made Corporate Highlights: Listed #81… on FORTUNE in order to do that if it didn’t magazine’ s listRick of the 100 Best Companies For; and work … is always free to toWork leave #14 on list of Best Companies to Work for in NYS, #1 he still owns his franchise … We see in Ohio; #9 in Texas; and #14 in Virginia. Seven patent this as a PeopleSystems training service applications submitted with three new patents issued. and Numerous technology in the areas of Sandleradvancements is a part ofinit,” Rade explains. ultra-light aircraft side detection, ground-based sense, and of Neither disclosed the terms avoid technology to help unmanned air systems fly in their financial agreement. The twotoentities the national airspace. Chem-bio Cyber Received $20 milsigned “in begin their lion contracttheir from deal the EPA to October” evaluate the to manufacture, relationship as ofconsequences Nov. 1, Olszewski says. use, and environmental of new chemical substances entering the U.S. marketplace and to with Jack McDermott, an attorney develop new scientific methodologies to assesslegal existing McDermott & Britt, P.C. provided conchemicals in commercial and consumer products. One sultation for PeopleSystems in the transacof eight prime contractors on a $100 million contract tion, to Christopher Fletcher, from theaccording Navy Supply Systems Command Fleet Logisticsthe Center Norfolk, Va. Received from the firm’s executive vicecontract president andU.S.COO. Army’At s National Center to researchwith the Ground time Intelligence of the discussions advanced electronic, electro-optic, and weapon system

PeopleSystems, Olszewski was majority owner of the local Sandler franchise with DB&B as a minority-equity partner, he says. Olszewski eventually acquired the DB&B stake in the franchise to become sole owner of Sandler Training. Sandler still views its relationship with DB&B as a “strategic alliance,” Olszewski says. Sandler still uses the DB&B office at 443 N. Franklin St. as a training center, according to an email message Stefano sent out last October.

About the organizations

The local franchise of Sandler Training started as Peak Performance Management, a company that Peter Morrissey started in 1987 and later became Sandler Training. Morrissey retired last year. Olszewski first worked with Peak Performance in 1998 as a client and later joined as an associate and trainer of the Sandler Training program. Dermody Burke & Brown became familiar with Sandler’s services, purchased a stake in the local franchise, and became a minority owner with Olszewski. Sandler hopes to add three account executives and two trainers over the next two years as the firm grows, Olszewski says. He declined to disclose any revenue information for the local Sandler franchise. PeopleSystems is a registered trademark

“We see this as a PeopleSystems training service and Sandler is a part of it,” Rade explains. of National Employers Council, Inc., which began in 1975 as an unemployment-tax control service, according to its website. The firm has operated in its current location since December 1986. Jack Rade and his business partner, Donald Frank, share equal ownership in the company, Rade says. The firm employs 71 full-time employees. It has a backup operations center in Brighton, Colo. and offices in Massachusetts, Tennessee, Florida, California, and Oregon. Rade declined to disclose revenue totals, but indicated PeopleSystems generated 5 percent growth in 2013 compared to the previous year. He’s also projecting an additional 5 percent revenue growth in 2014. The firm’s clients include Syracuse University, the PGA Tour, and Avon Products, Rade says. q Contact Reinhardt at ereinhardt@cnybj.com

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The Central New York Business Journal • 7B

April 4, 2014

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

MUSEUMS CNY MUSEUMS Ranked by 2013 Attendance Rank

1. 2. 3.

Upcoming Lists April 18 Conference & Meeting Facilities

4.

Largest Employers

5.

May 2

Commercial-Property Management Firms

6.

May 9

Office Furniture Dealers and MBA Programs

7.

April 25

8. 9. 10. 11. . NOTES 1. Employs 60 seasonal employees to operate Boldt Castle & the Boldt Yacht House each season from mid-May through mid-October.

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. Organizations had to complete the survey by the deadline to be included on the list. 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? For this list, Central New York includes Broome, Cayuga, Chemung, Chenango, Cortland, Herkimer, Jefferson, Lewis, Madison, Oneida, Onondaga, Oswego, Otsego, Seneca, St. Lawrence, Steuben, Tioga, and Tompkins counties.

Need a copy of a list? 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

Want to be on the list? If your company would like to be considered for next year’s list, or another list, please email ncollins@cnybj.com

13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27.

Name Address Phone/Website National Baseball Hall of Fame and Museum 25 Main St. Cooperstown, NY 13326 (607) 547-7200/ baseballhall.org Onondaga Historical Association 321 Montgomery St. Syracuse, NY 13202 (315) 428-1864/ cnyhistory.org Boldt Castle and Boldt Yacht House P.O. Box 428, Collins Landing Alexandria Bay, NY 13607 (315) 482-9724/ boldtcastle.com Munson-Williams-Proctor Arts Institute 310 Genesee St. Utica, NY 13502 (315) 797-0000/ mwpai.org Milton J. Rubenstein Museum of Science & Technology (MOST) 500 S. Franklin St. Syracuse, NY 13202 (315) 425-9068/ most.org Sciencenter 601 1st St. Ithaca, NY 14850 (607) 272-0600/ sciencenter.org Everson Museum of Art 401 Harrison St. Syracuse, NY 13202 (315) 474-6064/ everson.org Herbert F. Johnson Museum of Art Cornell University Ithaca, NY 14853 (607) 255-6464/ museum.cornell.edu Discovery Center of the Southern Tier, Inc. 60 Morgan Road Binghamton, NY 13903 (607) 773-8661/ thediscoverycenter.org Roberson Museum and Science Center 30 Front St. Binghamton, NY 13905 (607) 772-0660/ roberson.org Glenn H. Curtiss Museum 8419 State Route 54 Hammondsport, NY 14840 (607) 569-2160/ glennhcurtissmuseum.org Museum of the Earth 1259 Trumansburg Road Ithaca, NY 14850 (607) 273-6623/ museumoftheearth.org Antique Boat Museum 750 Mary St. Clayton, NY 13624 (315) 686-4104/ abm.org Arnot Art Museum 235 Lake St. Elmira, NY 14901 (607) 734-3697/ arnotartmuseum.org Erie Canal Museum 318 Erie Boulevard East Syracuse, NY 13202 (315) 471-0593/ eriecanalmuseum.org Herkimer Home State Historic Site 200 State Route 169 Little Falls, NY 13365 (315) 823-0398/ HerkimerHomeAcademy.org Stone Quarry Hill Art Park 3883 Stone Quarry Road Cazenovia, NY 13035 (315) 655-3196 / stonequarryhillartpark.org Seward House Museum 33 South St. Auburn, NY 13021 315-252-1283/ sewardhouse.org Ruth and Elmer Wellin Museum of Art at Hamilton College 198 College Hill Road Clinton, NY 13323 (315) 859-4396/ hamilton.edu/wellin Frederic Remington Art Museum 303 Washington St. Ogdensburg, NY 13669 (315) 393-2425/ fredericremington.org Northeast Classic Car Museum 24 Rexford St. Norwich, NY 13815 (607) 334-AUTO/ classiccarmuseum.org Kopernik Observatory & Science Center 698 Underwood Road Vestal, NY 13850 (607) 748-3685 / kopernik.org Sci-Tech Center of Northern New York 154 Stone St. Watertown, NY 13601 (315) 788-1340 / scitechcenter.org National Soaring Museum 51 Soaring Hill Drive Elmira, NY 14903 (607) 734-3128/ soaringmuseum.org Binghamton University Art Museum 4400 Vestal Parkway East Binghamton, NY 13902 (607) 777-2634/ binghamton.edu.artmuseum Bundy Museum of History & Art 129 Main St. Binghamton, NY 13905 (607) 772-9179/ bundymuseum.org Phelps Mansion Museum 191 Court St. Binghamton, NY 13901 (607) 722-4873/ phelpsmansion.org

2013 Attendance — Employees Square Feet of — Exhibit Space Volunteers Nature of Operations 253,649 85 educational institution dedicated to preserving the history of — — baseball through exhibits, artifacts, library collections, world50,000 50 renowned Hall of Fame Plaque Gallery, and more

Executive Director or Top Executive Jeff Idelson, President

Year Estab. 1939

197,719 — 15,000

8 — 85

to educate and encourage the exploration, appreciation, and Gregg Tripoli, Executive Director 1863 utilization of the past in order to add value throughout our community and bring the great stories of Onondaga County's history to a worldwide audience historic house Shane K. Sanford, Director, 1904 Boldt Facilities

180,000 — 65,000

121 — 0

166,323 — 26,689

95 — 158

world-renowned arts center serving diverse audiences through a Museum of Art, Performing Arts, School of Art, and PrattMWP

Anthony J. Spiridigloizzi, President

1919

140,000 — 34,575

25 — 100

hands-on interactive science and technology museum offering a wide range of educational opportunities for people of all ages that make learning science fun

Larry Leatherman, President

1981

100,000 — 11,000

23 — 200

hands-on museum offers visitors of all ages more than 250 Charles Trautmann, Executive exhibits, educational programs, gift shop, miniature golf, and a Director seasonal outdoor science park

93,668 — 31,034

19 — 452

to inspire, educate, and enrich, integrating art into people's Sarah Massett, Interim Director 1897 lives through direct encounters with collections and exhibitions

87,000 — 17,500

30 — 35

to bring art and people together through education, the Stephanie Wiles, The Richard J. 1973 presentation and care of the permanent collection, and making Schwartz Director itself accessible to the widest variety of people possible

56,912 — 22,000

33 — 175

50,715 — 20,000

9 — 40

hands-on museum for children and their families to develop the Margaret S. Crocker, Executive 1984 intellectual, physical, and emotional well-being of the children Director of the Southern Tier through participatory exhibits and programs Greater Binghamton's largest year-round tourist attraction, Terry McDonald, Executive 1954 providing unique experiences through new and exciting Director exhibitions, important educational programs, and fun events

30,000 — 50,000

3 — 75

a museum containing a priceless collection relating to early aviation and local history

30,000 — 8,000

29 — 80

provide the general public with a mix of natural history displays, interactive science features, and art exhibitions

28,000 — 30,000

16 — 200

25,000 — 4,000

7 — 45

21,000 — 6,000

4 — 25

18,000 — 5,000

0 — 30

16,000 — 1,050

0 — 87

104 acres of rural landscape with more than 100 pieces of artwork and more than four miles of hiking trails

John Hunt, Board President

1991

15,000 — 3,000

5 — 40

Billye Chabot, Executive Director

1951

14,000 — 5,000

6 — 0

interpret the accomplishments and the democratic and social values of William H. and Frances A. Seward and their immediate descendants and to engage a diverse public in connecting the past with the present joins traditional object-based learning with advances in interdisciplinary approaches. With its visible archive and open storage, the museum allows access to a collection of art and artifacts that span millennia and cultures

Tracy L. Adler, Director

2013

12,000 — 3,675

5 — 66

art museum

Laura A. Foster, Director/ Curator

1923

11,000 — 85,000

3 — 100

9,000 — 6,000

3 — 40

8,079 — 3,600

0 — 24

7,000 — 25,000

5 — 50

5,000 — 10,000

3 — 2

2,500 — 10,000

2 — 5

850 — 1,500

2 — 50

1983

Trafford Leigh-Mallory Doherty, 1961 Executive Director Warren Allmon, Director Linda Ivany, Board Chair

premier freshwater nautical museum in North America that Frederick H. Hager, Executive collects, preserves, and celebrates boats and related artifacts to Director advance public understanding of the importance of boats to the cultural history of North America 100-year-old institution of fine art displaying its permanent Rick Pirozzolo, Executive collection of 17th to 19th century European paintings in its Director original Victorian Picture Gallery as well as 19th to 21st century American and a growing collection of contemporary realist art collects and conserves canal material, champions an Diana Goodsight, Executive appreciation and understanding of Erie Canal history through Director educational programming, and promotes an awareness of the canal's transforming effects on the past, present, and future state historic site, General Nicholas Herkimer homestead Karen Sheckells, Site Director

1932

1967

1913

1962

1913

more than 160 classic and vintage automobiles on display in Robert Jeffrey, Executive 1997 five connected, climate-controlled buildings, beautiful examples Director of automotive history from 1899 through the early 1970s are on display observatory (4 permanent telescopes) and science center Drew Deskur, Executive Director 1973

a hands-on museum of science and technology with programs Steve Karon, Executive Director 1983 for children and adults, including monthly astronomy observing sessions, pre-school workshops, and a traveling science outreach program preserve and present the heritage of motorless flight and Peter W. Smith, Director 1969 promote, through education, a greater knowledge of soaring, aeronautics and related physical sciences for everyone fine art museum; permanent collection of more than 3,000 objects from around the world

Diane Butler, Director Jacqueline Hogan, Assistant Director

1966

featuring the fully restored Victorian home of Harlow E. Bundy, Michael Weinstein, Founder & 2004 founder of Bundy Mfg. Co. and predecessor to IBM, the Bundy CEO Museum offers guided house tours and rotating exhibits of contemporary art historic house museum Harold H. Manker, Chair of the 2005 Board of Trustees


8B â&#x20AC;˘ The Central New York Business Journal

April 4, 2014

Worksite Wellness Conference THANK YOU!

Sponsors, Partners, Exhibitors, Speakers, Presenters, Moderators & Attendees for being a part of the 2014 Healthy Syracuse Conference!

Rob Simpson, CenterState CEO.

Dr. Regina Benjamin, keynote speaker.

1)0504$0635&4:0'+&33:,-*/&#&3( ,-*/&#&3(1)050(3"1):t888,-*/&#&3(1)050(3"1):$0.

PLATINUM SPONSORS

GOLD SPONSORS

A ZUMBA lesson, one of the featured Get Moving Breaks. SILVER SPONSORS

PARTNERS

Food demo by Yalonda Buie, left, George Kilpatrick (event emcee), center, and Chef Blue, right.

MEDIA SPONSOR

The Healthy Syracuse Worksite Wellness Initiative Committee.

BREAKFAST SPONSOR

Visit bizeventz.com to download the conference presentations and view photos!


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