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Special Report: Manufacturing & Made in CNY. Section B.

Special Report: Small Business & Marketing.

Section B.









Vol. XXVII • No. 28/29





UTICA — Hurricanes, floods, earthquakes, tornados, fire — they are all classified as natural disasters. Add to this oil spills, terrorist attacks, and arson — they are examples of man-made disasters. To an organization or business that has sustained a disaster, who negotiates and expedites the claim and maximizes the financial recovery? Enter Adjusters International (AI), a disaster-recovery consult-



July 12/19, 2013


St. Joseph’s to join 2nd largest Catholic health-care system

Adjusters International: a national powerhouse BY NORMAN POLTENSON


ing organization headquartered in Utica. Formed in 1985 by 13 regional insurance-adjusting companies with offices originally in the U.S., Canada, the United Kingdom, and Puerto Rico, “the founders wanted to create a consortium of regional [insuranceadjuster] powerhouses to handle large disasters,” says Ronald A. Cuccaro, president and CEO of AI. “We wanted to maximize our opportunities and be able to handle Fortune 500 companies and other large entities … Today, Adjusters See ADJUSTERS, page 6


Robert D. Shallish, Jr. (left) and Alan Fink (right) stand in a room at CONMED Corporation showcasing the company’s medical products.


Ronald A. Cuccaro sits in a room specially designed for Adjusters International to handle the response to a natural or man-made disaster. NORMAN POLTENSON/THE CENTRAL NEW YORK BUSINESS JOURNAL

UTICA — It all began with a single product. The year was 1973. Eugene R. Corasanti, a 1952 accounting graduate of Niagara University, had assembled a group of investors in 1970 to enter the medical-equipment supply business. To expand the existing distribution business, he stud-

Expects to finalize agreement with CHE Trinity Health in about three to six months BY ERIC REINHARDT JOURNAL STAFF

ied the potential of manufacturing medical products. In 1972, Corasanti re-named the holding company he had originally created, Concor Enterprises, Inc., to Consolidated Medical Equipment, Inc. A year later, the corporation produced its first product — a disposable EKG electrode. In 1973, the Consolidated

SYRACUSE — St. Joseph’s Hospital Health Center has agreed to join the second-biggest Catholic healthcare system in the nation, in a move to boost its standing in the changing health-care market as the national health-reform law is implemented. St. Joseph’s Hospital on July 10 announced its intention to join Livonia, Mich.–based Catholic Health East

See CONMED, page 4

See ST. JOSEPH’S, page 7


14 2



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2 • The Central New York Business Journal

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

Oneida Molded Plastics leases warehouse ONEIDA — Oneida Molded Plastics leased a 4,000-square-foot industrial warehouse at 368 Lenox Ave. in Oneida. Jim Laurenzo of Pyramid Brokerage Company brokered the lease. Financial arrangements were not disclosed.

DeWitt warehouse facility sold for $372,000 DeWITT — The 9,600-square-foot industrial warehouse facility located at 6600 Joy Road in DeWitt was recently sold to Century Boss LLC for $372,000. Bill Colucci of Pyramid Brokerage Company brokered this sale transaction on behalf of the landlord.

Cornell’s hotel school starts labor institute ITHACA — The Cornell University School of Hotel Administration (SHA) announced it has launched a new institute aimed at understanding and improving labor and employment relations in the hospitality industry. The new institute, called the Cornell Institute for Hospitality Labor and Employment Relations (CIHLER), says it will provide a platform for students, employers, employees, unions, and their advocates to learn about the relationship between labor and management. “The school has offered outstanding courses and roundtables in hospitality labor and employee relations for several years now, and we are delighted to formalize and expand our work in this area with the establishment of the [CIHLER],” Michael D. Johnson, dean and E. M. Statler professor at Cornell’s SHA, said in a news release. David Sherwyn, professor of law and the John and Melissa Ceriale professor of hospitality human resources at Cornell, will serve as the first CIHLER director for a three-year term. Sherwyn is also a research fellow at the Center for Labor and Employment Law at New York University’s School of Law and is of counsel to the law firm of Stokes Roberts & Wagner. From 2006 to 2009, Sherwyn was the director of the Center for Hospitality Research at the SHA. In 2002, Sherwyn created, organized, and hosted the CHR’s first Hospitality Industry Roundtable, according to the release. Sherwyn’s research interests include discrimination law, arbitration of discrimination lawsuits, and union-management relations, and he has published articles in many scholarly hospitality and law journals, according to Cornell. Prior to joining the SHA faculty, Sherwyn practiced management-side labor and employment law for six years. “CIHLER will encompass the entire spectrum of hospitality labor and employment relations. Union contracts, implementing the affordable care act, EEOC issues, wage and hour compliance, leadership, and succession planning are just some of the subjects we will be writing about and discussing,” Sherwyn said in the release. “With the help of our partners, we believe that within one year our website we will be a top resource for any information concerning labor and employment relations in the industry.”

July 12/19, 2013

Upstate Shredding-Ben Weitsman acquires Western NY scrap yard BY ERIC REINHARDT JOURNAL STAFF

OWEGO — Upstate Shredding-Ben Weitsman has announced the acquisition of Valley Recycling of Allegany in Cattaraugus County in an all-cash transaction. The company completed the acquisition without incurring any debt, which is in keeping with its practice, Upstate Shredding said in a news release. Once the month-long transition is complete, the firm will refer to its latest scrap yard as Ben Weitsman of Allegany, the company said. “This facility has historically had lower sales volumes and higher margins; we’re going to change that,” Upstate Shredding owner Adam Weitsman, a resident of Skaneateles, said in the news release. “We’re going to raise prices paid out to customers, fully renovate the facility, add staff, and operate seven days a week to make this yard the very best it can be for both our customers and the community.” Tim Nolan, vice president of Valley Recycling, will lead the operation in Allegany. Nolan cited the all-cash offer and business synergy that “sealed the deal,” Upstate Shredding said. Headquartered in Owego, Upstate Shredding-Ben Weitsman operates more


Upstate Shredding, based in Owego, has announced the acquisition of Valley Recycling of Allegany in Cattaraugus County in an all-cash transaction. than a dozen retail scrap yards in New York and Pennsylvania. The firm describes itself as “the East

Every company requires a unique process to improve workflow.

Coast’s largest privately held scrap-metal processor.” The Owego shredding headquarters is also home to “one of the largest mega shredders in the world,” the company said. In addition to its current scrap yards, the company is opening an export facility at the Port of Albany later this month. It also recently announced a second shredding facility and scrap yard in New Castle, Pa., to join its main shredder in Owego. With the additional shredding facility, Upstate Shredding-Ben Weitsman hopes to “more effectively” market the 1 million tons of ferrous and 200 million pounds of nonferrous scrap metal it expects to process in 2014.  Contact Reinhardt at

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The Central New York Business Journal • 3

July 12/19, 2013

Upstate consumer sentiment climbs in June BY ERIC REINHARDT

Still Going Up


Consumer confidence rises across the state


onsumer sentiment in upstate New York rose three points to 76.9 in June, according to the latest monthly survey from the Siena (College) Research Institute (SRI). Upstate’s overall-sentiment index of 76.9 is a combination of the current-sentiment and future-sentiment components. Upstate’s current-sentiment index of 81.5 is up 1.5 points from May, while the futuresentiment level rose 3.9 points to 74, according to the SRI data. The Upstate figure was 1.8 points below the statewide consumer-sentiment level of 78.7, which was up 1.5 points from April, SRI said. New York’s consumer-sentiment index was 5.4 points lower than the figure for the entire nation of 84.1, which was down 0.4 points from May, as measured by the University of Michigan’s consumer-sentiment index. For New York consumers, it’s a “very strange period where bad news is good news,� Douglas Lonnstrom, professor of statistics and finance at Siena College and SRI founding director, says in an interview. In explaining his analysis, Lonnstrom says the national economy has been “weak� since 2008, meaning interest rates have been “incredibly low.� In addition, the federal government has used a stimulus program to boost the economy, and energy prices have remained “relatively stable and low,� Lonnstrom adds. He believes consumers and observers are viewing the weakened national economy as a chance to keep the interest rates and energy prices low. Lonnstrom also contends some people believe interest rates and energy prices will rise if the national economy expands again. “The consumers almost see this negative news as being good for them because it’s keeping prices low,� Lonnstrom says.

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And that feeling is reflected in the comparison of the sentiment data over the last five years. When compared with the previous three years, the state’s overall-confidence sentiment of 78.7 is up 4.2 points from June 2012, up 3.8 points from June 2011, and has increased 15.3 points compared to June 2010, according to the SRI data. The sentiment index measured 52.6 in June 2008. The overall, current, and future-sentiment indexes are up between 23 and 27 points compared to the same month in 2008, Lonnstrom says. “People are feeling better right now than they have been,� he adds. Besides determining consumer sentiment, SRI’s monthly survey also examines respondents’ plans for buying big-ticket items in the next six months. In June, buying plans were up 4.5 points to 13.6 percent for cars and trucks; rose 4.5 points to 18.3 percent for computers; increased 2.8 points to 24.6 percent for furniture; inched up 0.2 points to 4.1 percent for homes; and rose 2 points to 19.6 percent for major-home improvements, according to the Siena data.

Gas and food prices

In SRI’s monthly analysis of gas and food prices, 68 percent of upstate respondents said the price of gas was having a serious impact on their monthly budgets,

which is down from 69 percent in May and unchanged from the 68 percent figure in April. In addition, 56 percent of statewide respondents indicated concern about the price of gas, down from 57 percent in May, according to SRI. “Not a lot of movement ‌ but certainly better than going up,â€? Lonnstrom says, noting that consumers have become accustomed to paying gas prices that are between $3 and $4 per gallon. When asked about food prices, 69 percent of Upstate respondents indicated the price of groceries was having a serious impact on their finances, down from 71 percent in May. About 67 percent of statewide respondents expressed concern about their food bills, down from 68 percent in May. SRI conducted its consumer-sentiment survey in May by random telephone calls to 800 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 errorâ€? does not apply, SRI says. Buying plans, which are listed as a percentage based on answers to specific questions, have a margin of error of 3.5 points, according to SRI. ď ą Contact Reinhardt at

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4 • The Central New York Business Journal

July 12/19, 2013

CONMED: The company has also found other ways to grow besides acquisitions Continued from page 1

Medical manufacturing arm posted less than $100,000 in revenue. But, 40 years later, the company, which was renamed CONMED (NYSE: CNMD) in 1985, recorded annual revenue of $767.14 million (according to its year-end 2012 financial statement). “The manufacturing company that started with two employees in 800 square feet in downtown Utica now [boasts] 3,600 employees, of whom 800 are in Central New York,” says Robert D. Shallish, Jr., the company’s CFO and vice president of finance. “The 800 square feet has grown to 1,513,376 square feet spread over North America, Europe, Asia, and Australia. CONMED currently has 30 locations worldwide for manufacturing, sales, and distribution. The company owns the majority of the property, and leases the balance.” CONMED’s sales growth has never resembled an electrocardiogram print out with its peaks and valleys; rather, the sales curve has been straight up. Following its success in producing EKG electrodes in the 1970s, the company began in the 1980s to manufacture products used in electrosurgery, a method of channeling highfrequency current to cut tissues and stem bleeding. “At the time of its initial public offering (IPO) in 1987, revenues equaled $12 million,” notes Shallish. “By 1990, revenues had jumped to more than $30 million, in 1996 they hit $125.6 million, and by the end of the decade [nudged] $400 million. Three years later, the company approached the half-billion dollar level. Nine years later, CONMED had posted another $270 million in annual revenues, a 54.3-percent increase in net sales.”


Exporting has played a major role in CONMED’s growth. “Much of our success in growing the company comes from an early commitment to exporting,” says Alan Fink, the company’s vice president for global physician products. Fink, who joined the business in October 1976, found himself two years later in charge of sales to Europe and the Middle East. “Gene Corasanti attended a trade show in 1977 in an effort to identify a distributor for our products. He met with G.D. Searle & Co. and contracted with

them to distribute for us both in the U.S. and overseas. I learned on-the-job in the days when we handled everything by letter and telex. CONMED sent me to Paris in 1981, where I remained for 18 months, building our European business. “Until 1997, we exported everything from our facilities in the states. When CONMED acquired Linvatec, we structured sales offices in the U.K., Canada, France, Germany, Spain, Australia, and Korea where we were now selling the new orthopedic lines. After 1997, the company continued to add directsales locations by opening overseas offices and by buying distributors.” That has taken the company past the century mark in number of nations its products reach. International customers produce half its revenue. “Today, CONMED sells to more than 100 countries from 16 sales offices both through its own distribution channels and through independent distributors. Gene Corasanti was committed to international sales and set the culture for the company. [Currently], we have in excess of 300 people dedicated to exporting. Fifty percent of our revenue comes from customers outside the U.S. — that’s about $385 million, making CONMED an export leader in the Central New York region,” avers Fink.


The plan for sustained growth depends in part on the company’s approach to strategic acquisitions, which today number 25. The ink was barely dry on the IPO (2.3 million shares offered at $2.07, adjusted for stock splits) when CONMED bought Medac for $126,000. “The first significant acquisition occurred two years later with the purchase for $5 million of Aspen Laboratories, Inc., a division of Bristol-Myers, which produced electrical-surgical generators,” says Shallish. Bristol-Myers merged with Squibb in 1989, creating Bristol-Myers Squibb Co. Other significant acquisitions included Andover Medical from Medtronic in 1993, Birtcher Medical in 1995, and a competitor, NDM Corporation, in 1996. “The most important [M&A] deal was completed in 1997 when we bet the farm on Linvatec Corporation, another unit of Bristol-Myers [Squibb] (the purchase price was $370 million in cash). Linvatec manufactured and distributed arthroscopy products and powered surgical instruments …

We more than doubled our business overnight, because the Linvatec deal brought $190 million in annual sales. It also gave us an entry into the orthopedic field,” recalls Shallish. CONMED bought a powered-instrument business from 3M in 2001; Bionix Medical in 2003, a company producing sports-arthroscopy products; and a product line for gastroenterologists from CR Bard in 2004. “We didn’t make any more acquisitions until last year,” notes Shallish, “when CONMED purchased Viking Medical Systems, a small public company that specialized in 3D surgical visualization, for $22.1 million.” The company has also found other ways to grow besides acquisitions. While CONMED’s growth is boosted by its mergers-and-acquisition strategy, “we also pursue strategic partnerships,” notes Shallish. “In January of last year, CONMED announced a partnership with the Musculoskeletal Transplant Foundation (MTF), the world’s largest tissue bank. This positions us to promote our surgical devices along with MTF [allograft] tissues for sports medicine and other arthroscopic procedures.” CONMED is also the worldwide distributor of MTF’s “Platelet Rich Plasma” kits, which use the patient’s own blood components to aid in the healing process, according to the company’s 2012 annual report. “CONMED’s $147 million price tag to collaborate with MTF has already had a positive effect on earnings,” observes Shallish, “and has increased our brand visibility among surgeons.” CONMED’s products are used today by surgeons and physicians in a variety of specialties including orthopedics, general surgery, gynecology, neurosurgery, and gastroenterology. In 2012, the different product lines produced the following percentages of consolidated revenues: orthopedics, 54 percent; general surgery, 37 percent; and surgical visualization, 9 percent. “Eighty percent of our sales are derived from disposable products,” Shallish points out. “It’s the razor-blade model where we have the opportunity to promote the hardware at modest or no cost to encourage consumption of the consumables.”


CONMED has also generated organic growth. Eugene Corasanti’s son, Joseph J. Corasanti, the current president and CEO

■ For more news on CNY manufacturing, see Manufacturing & Made in CNY special report inside. Section B.

of the company, says in the 2012 corporate annual report: “Our strategy … remains the same, continued focus on organic growth through the introduction of innovative products, coupled with complementary acquisitions.” In 2012, CONMED invested $28.2 million into research and development (R&D) to enhance its organic growth. “We typically budget 3.5 [percent] to 4 percent of our revenues in R&D,” says Shallish. “CONMED employs 140 people in research with a high percentage [holding] advanced degrees. Most of our research is conducted in Utica, Florida, Denver, and Westborough [Massachusetts], Shallish notes.” The company holds more than 700 patents. The executive team steering the company’s growth includes both Corasantis, Shallish, and Fink. It also includes William W. Abraham, who joined CONMED in 1977 and currently holds the title of executive vice president, business development; Joseph G. Darling, executive vice president, commercial operations; Heather L. Cohen, executive vice president, human resources; Gregory R. Jones, executive vice president, quality assurance/regulatory affairs; Daniel S. Jonas, executive vice president, legal affairs and general counsel; Luke A. Pomilio, executive vice president, controller, and corporate general manager; and Mark Snyder, executive vice president, manufacturing operations and supply chain.


“The company’s growth has not come without challenges,” says Shallish. “Physicians are demanding less invasive procedures, and the health-care community keeps applying pressure to contain costs. Add to this a growing burden of regulatory compliance in most countries, currency-exchange volatility, a sluggish economy, and assorted taxes, including the new 2.3 percent gross-receipts tax imposed on medical-device manufacturers. The impact alone of this new tax was a $7 million, pre-tax reduction in CONMED’s shareholder income and a $4 [million] to $5 million post-tax hit. This tax alone reduced our earnings-per-share by 18 cents See conmed, page 12

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The Central New York Business Journal • 5

July 12/19, 2013

NFIB: Small-business optimism dips in June BY ERIC REINHARDT JOURNAL STAFF


mall-business optimism fell nearly a point in June to 93.5, remaining in “tepid territory,” according to the monthly economic index released by the National Federation of Independent Business (NFIB) on July 9. The 0.9 point drop in the index effectively ends “any hope of a revival in confidence among job creators,” the NFIB said in a news release. Six of the 10 index components fell, two rose, and two remained unchanged, the organization said. Job-creation plans increased slightly in June, but expectations for improved-business conditions remained negative. The index has been “teetering” between modest increases and declines for months, the NFIB said. The small-business optimism index was 12 points higher in June than at its lowest reading during the “Great Recession,” according to the NFIB. At the same time, it was also seven points below the pre-2008 average and 14 points below the peak for the expansion. Public-policy decisions in New York and in Washington highlight a “real disconnect” between the corporate sector, which seems to be doing well, and the small-business sector, says NFIB State Director Mike Durant. He’s referring to enticements, which he calls a “suitcase full of money” that government uses to attract new businesses, such as the Tax-Free New York (renamed Start-Up New York in June) program aimed at attracting startups to college campuses with tax incentives. “It’s not going to Main Street. It’s for the

headline-grabbing company or corporation to move in here,” Durant says. Small businesses are much more dependent on household-income growth and consumer confidence, and those two indicators have been flat for several years, Durant says. Until small businesses gain more confidence, the general economy will remain sluggish, William Dunkelberg, chief economist at NFIB, said in a July 9 news release. “After two months of incremental but solid gains, the index gave up in June. This appears par for the course, given that there is no reason for small employers to be more optimistic and lots of things to worry about,” said Dunkelberg. “Washington remains bogged down in scandals and confidence in government’s ability to deal with our fundamental problems remains low. Economic growth was revised down for the first quarter of the year and the outlook for the second quarter is not looking good.” Small-business owners listed taxes, regulation, and “red tape” as their top business problems in June, with 20 percent of respondents ranking each as their number one problem, the NFIB said. Another 18 percent of owners cited weak sales as their top problem. Only 2 percent reported financing as a major concern, the organization said.

Index components

Small-business owners were not able to contribute to job growth again in June, with the average increase in employment coming in at a negative 0.09 workers per firm, “essentially zero,” according to the NFIB. Small businesses added 360,000 new parttime jobs, but about 240,000 full-time jobs “disappeared,” the organization added. Dunkelberg believes the small-business

community has only to look to Washington for reasons why the economy can’t seem to “maintain steam” and is on a “painfully slow” journey towards job creation, Dunkelberg said in an NFIB statement released July 3. Uncertainty about the federal health-care law continues to have a “negative” impact on small businesses, Dunkleberg said. “Small employers are still trying to figure out what labor will cost and what firm size will have to comply with which rules. As long as Washington continues to create rolling disasters, [including] exemptions, special deals, delays, confusion, [and] contradictory regulations, small businesses will not be ready to bet on their future by hiring lots of workers with uncertain cost,” Dunkleberg said. The NFIB survey found 11 percent of small-business owners (up two points) reported adding an average of 3.6 workers per firm over the past few months. But that figure is offset by the 12 percent of respondents that reduced employment (unchanged) an average of 4.3 workers (a seasonally adjusted figure), producing a seasonally adjusted gain of negative 0.09 workers per firm overall, according to Dunkelberg. The remaining 77 percent of owners made no net change in employment, he said.

Other survey findings

The survey also found 19 percent of responding small-business owners weren’t able to fill some job openings in their companies, a figure that is unchanged from last month. Another 12 percent used temporary workers, which is “little changed” over the past 10 years, according to the NFIB. The Patient Protection and Affordable Care Act, the federal health-care reform law, provides incentives to increase the use of tempo-

rary and part-time workers, but this indicator has not “registered a trend” toward the use of more temp workers, the NFIB said. The net percentage of all owners reporting higher-nominal sales in the past three months, compared to the prior three months, gave up four points, falling to a negative 8 percent, the NFIB said. Positive-earnings trends “deteriorated” a single point in June to a negative 23 percent. The survey also found 4 percent of owners reduced employee compensation, while 19 percent reported raising compensation, yielding a seasonally adjusted net 14 percent reporting higher employee compensation, which is down two points from last month. A net 6 percent of respondents plan to raise compensation in the coming months, which is down three points, according to the NFIB. When asked about expansion, 7 percent of respondents characterized June as a “good” time to expand facilities, which is down one point. The net percent of owners expecting better-business conditions in six months was a net negative 4 percent, a one point improvement. The survey also asks about inflation. About 12 percent of the respondents said they reduced their average selling prices in the past three months, which is down four points, and 19 percent reported price increases, which is unchanged from last month. The net percent of owners raising selling prices was 8 percent, up six points. As for prospective-price increases, 19 percent plan on raising average prices in the next few months, which is up two points, and 3 percent are planning reductions, which is unchanged. A net 18 percent plan price increases, which is up three points, the NFIB said. The report is based on the responses of 662 randomly sampled small businesses in NFIB’s membership, surveyed throughout the month of June.  Contact Reinhardt at

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6 • The Central New York Business Journal

July 12/19, 2013

ADJUSTERS: The stockholders are the seven regional corporations Continued from page 1

International [a C-corporation] includes seven insurance-adjuster companies which are all stockholders.” The stockholders are the seven regional corporations: Adjusters International Colorado, Inc. (Denver), Adjusters International Corporation (Seattle), Globe Midwest Corporation (Detroit), Greenspan Adjusters International, Inc. (San Francisco), The Goodman-Gable-Gould Company (Rockville, Md.), The Greenspan Company (Los Angeles), and Basloe, Levin & Cuccaro (BLC – Utica). BLC was founded in 1908 by Frank Basloe, a local real-estate broker who helped his clients with insurance claims. “Since 1985, we have served 25,000 clients,” says Cuccaro … “Our national reach includes 275 employees in 45 offices [two offices located in Hawaii and one in British Columbia]. AI headquarters employs 27 full time, of whom 24 live in Central New York. The company also re-

BLC as well as the CFO of AI. “In 1996, AI began competing against large engineering and consulting firms for RFPs (request-for-proposals) from public entities such as schools, states, municipalities, and not-for-profits for assistance with their recovery of FEMA (Federal Emergency Management Agency) disaster funding following presidentially declared disaster events,” says John W. Marini, a vice president and chief operating officer of AI. Marini joined AI in 1991. “We have responded to requests for help after hurricanes Katrina, Rita, Wilma, and most recently Sandy … We helped the Port Authority of New York and New Jersey, [which] owned the World Trade Center, after 9/11. The state of Louisiana called us in to deal with the damages caused by the Deepwater Horizon oil spill resulting from the BP [British Petroleum] explosion in the Gulf [of Mexico]. And the Massachusetts Turnpike Authority turned to us when the ‘Big Dig’ tunnel in Boston collapsed.” “In the FEMA model, AI is paid based on

tains 160 who work part time on a project-basis. The concept of a consortium is not unlike what accounting firms do today when they affiliate with an international group of independent [entities]. The difference here is that the regional companies own all of the stock in the consortium.” AI is licensed in all 50 states. Adjusters International shares space with BLC in a 25,000-square-foot building at 126 Business Park Drive in Utica. The original 10,000 feet was constructed in 1995 on 2.2 acres, and an additional 15,000 feet, which included a large training center, was added in 2006. BLC employs 32 full time, of whom 18 live in Central New York. BLC is a sub-S corporation; Cuccaro is the sole stockholder and also serves as BLC’s president and CEO. “BLC offers its services through seven offices covering Massachusetts, New York, New Hampshire, northern Pennsylvania, Vermont, Maine, Rhode Island, and some of Connecticut,” notes Stephen T. Surace, senior vice president and chief operating officer of


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time and expenses. The insurance model is usually based on receiving a small percentage of the funds recovered,” says Surace, “although we may also be paid for time and expenses, as was the case consulting on the BP spill.” Marini adds that “… AI always has 180 personnel with a variety of specialties ready to respond just to a FEMA-related operation. Marini contends that, “AI is the nation’s premier disaster-recovery consulting organization.” To back up his claim, he points to “… our ability to respond to any problem anywhere. It doesn’t matter what size or scope the job is. Further, we are the only agency that can handle FEMA in-house, without having to farm out any operations.” Surace points to “… the size of the AI network and the depth of its technical capacity and experience.” Cuccaro adds: “… AI helps its clients to get back to business as quickly as possible. No one else can do this as well.” Cuccaro, 68, Marini, 52, and Surace, 38, are joined on the executive team by Jeffrey Shaw, 42, a company vice president who operates from an office in South Carolina and has been part of the organization for about 20 years. Shaw brings more than two decades of experience in disaster recovery and specializes in the FEMA Public Assistance Program. He has been actively involved in AI’s hurricane operations. His expertise includes dispute resolution and appeals. “Our business model [at AI] works very well,” says Cucarro. “No one can afford to sustain a national staff to anticipate every disaster. Our regional offices blanket the country, allowing us to respond quickly and move resources to wherever they are needed … Our business is growing because people continue to build along coastal areas and where there are natural disasters. It’s growing because very few [entities] can handle large disasters. There is simply more property with exposure, along with more severe weather events, like rising sea levels.” Cuccaro also points to the company’s ability to attract and retain seasoned employees as a key to AI’s success. “We have a very strong labor pool in the Utica area,” he says. “There are a number of retirees and engineers from firms that have downsized, along with project managers and estimators. These seasoned employees are critical to our success. This gives us tremendous depth in the organization … We [expend] a lot of effort on training our adjusters and consultants, including employing trainers on staff. All of the FEMA training is done internally … We have an advanced training center here in the Utica headquarters, and we also train in the field.” Among his many duties, Cuccaro finds time to publish Adjusting Today, a technical publication on property-insurance claims with a distribution of 32,000 printed copies, and Disaster Recover Today (DRT), a technical newsletter that focuses on processes related to the FEMA Public Assistance Program. DRT enjoys a distribution of about 15,000 copies. “We rely on a number of local vendors,” says Cucarro. “For our banking needs, we turn to NBT Bank. Our accounting firm is Firley, Moran, Freer & Eassa CPA, P.C. in Syracuse. Jerry Stack of the Hiscock firm [Hiscock & Barclay LLP] in Syracuse handles our business/tax legal matters. The company’s travel needs are handled by Adams Travel Bureau here in New Hartford, and for printing we turn to Brodock Press in Utica and Dupli in Syracuse. Telecommunications is furnished by Northland Communications in Utica.” AI contends it is primed to dominate the insurance-adjusting marketplace nationwide and has the capabilities to follow U.S. companies overseas to aid in resolving foreign claims. The key is to remain focused on what the company does best. Marini summarizes this attitude when he says: “We don’t want to be what we’re not.”  Contact Poltenson at

The Central New York Business Journal • 7

July 12/19, 2013

ST. JOSEPH’S: Ruscitto: “This is not a sale. This is a change in sponsorship” Continued from page 1

(CHE) Trinity Health, which provides health-care services in 21 states via 82 hospitals and 89 other facilities and programs. The board of directors of both organizations signed a non-binding letter of intent (LOI) the day before. St. Joseph’s expects to finalize the agreement with CHE Trinity Health in about three to six months, Kathryn Ruscitto, president and CEO of St. Joseph’s Hospital Health Center, says in an interview. The move will shift the sponsorship of St. Joseph’s Hospital from the Sisters of St. Francis of the Neumann Communities, which founded the hospital 144 years ago, to Catholic Health Ministries, the group that sponsors CHE Trinity Health. St. Joseph’s looked for a partner that could help the hospital preserve its mission and that could provide “access to intellectual capital, access to capital,” Ruscitto says. “This is not a sale. This is a change in sponsorship,” she stresses. CHE Trinity Health will provide the sponsorship with “reserved powers” that include overseeing and ensuring the hospital’s mission by appointing the board of directors and hiring and firing the CEO. It will also approve “major capital expenditures,” she says. “So the same power the Sisters [of St.




St. Joseph’s Hospital Health Center, located in Syracuse.

photo courtesy of st. joseph’s hospital health center

Francis] have will now transfer to CHE Trinity,” Ruscitto adds. The sisters who founded this Catholic health-care system developed a “system allocation that is very small compared to what the return on benefit is to the organization,” she says. Ruscitto declined to disclose how much St. Joseph’s will pay in fees annually to be part of the CHE Trinity Health organization. CHE Trinity Health was formed in May when Pennsylvania–based Catholic Health East merged with Michigan–based Trinity Health. The combined system gener-

ates annual operating revenue of about $13.3 billion and has assets of about $19.3 billion. It employs more than 87,000 people, including 4,100 employed physicians, according to a joint news release from St. Joseph’s and CHE Trinity Health. The non-binding LOI is the first such agreement CHE Trinity Health has entered into since consolidating. Catholic Health System of Buffalo and St. Peter’s Health Partners in Albany are also part of the CHE Trinity Health system, Ruscitto says. The system includes 85 hospitals that are able to achieve “both intellectual best

practices, as well as capital,” Ruscitto says. “For example, their bond rating at CHE Trinity across all their hospitals is a AA+,” Ruscitto says. As a member of a system with that many hospitals, facilities can self insure for malpractice and can purchase materials “at a much different rate,” she says. “They [CHE Trinity Health] have already identified substantial savings that they’re going to be able to help us achieve by scale,” Ruscitto says. In addition, department directors at St. Joseph’s will be able to speak with the people of similar titles at any of the hospitals in the CHE Trinity Health system, she says. Over the next three to six months of finalizing the agreement, both sides will perform “the necessary due diligence,” according to Ruscitto. “I want our physicians to talk to physicians in the other systems in New York state. And all that’s to make sure that this is a durable partnership going forward,” she says. St. Joseph’s has been examining this “strategic option” for about three years, Ruscitto says, and the hospital’s discussion with CHE Trinity Health started about a year ago. The announcement will have no effect See st. Joseph’s, page 14

EVENT DATE: OCTOBER 25, 2013 Presents








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8 • The Central New York Business Journal

July 12/19, 2013



Ranked by No. of CNY Benefits-Consulting Professionals Rank

1. 2. 3. 4. . 6. 7. . 9. 10. . . 13. . . 16. . . . . 21. 22. . . . . 27.

Research by Nicole Collins (315) 579-3911 Twitter: @cnybjresearch

No. of CNY Professionals — Total CNY Employees

No. of CNY Offices — No. of Offices Companywide

No. of CNY Groups Administered To — Client Size Handled

Top Local LocalExecutives Executive

BPAS One Lincoln Center, 12th Floor Syracuse, NY 13202 (315) 703-8900/ Benefit Consulting Group, Inc. 5232 Witz Drive Syracuse, NY 13212 (315) 474-1707/ Colonial Voluntary Benefits 560 Columbia Drive Johnson City, NY 13790 (607) 651-9191/ ENV Insurance Agency, LLC 7789 Oswego Road Liverpool, NY 13090 (315) 622-2931/ Brown & Brown Utica-Rome 117 West Liberty St. Rome, NY 13440 (315) 356-2722/ POMCO Group 2425 James St. Syracuse, NY 13206 (315) 432-9171/ EBS-RMSCO, Inc. 115 Continuum Drive Liverpool, NY 13088 (315) 448-9000/ Northwestern Mutual 19 Campion Road New Hartford, NY 13413 (315) 731-5400/ Bond, Schoeneck & King, PLLC One Lincoln Center Syracuse, NY 13202 (315) 218-8000/ Strategic Financial Services 114 Business Park Drive Utica, NY 13502 (315) 724-1776/ The Partners 825 Vestal Parkway West Vestal, NY 13850 (607) 754-1411/ M. Griffith Investment Services 555 French Road, Building 2 New Hartford, NY 13413 (315) 797-0130/ Adirondack Financial Services 185 Genesee St., Suite 210 Utica, NY 13501 (315) 724-4186/ Crown Risk Management, LLC 221 S. Warren St., Suite 100 Syracuse, NY 13202 (315) 428-3830/ Benefit Design Services Corp. 5015 Campuswood Drive East Syracuse, NY 13057 (315) 437-2484/ Goetzmann & Associates, LLC 1001 W. Fayette St. Syracuse, NY 13204 (315) 701-0244/ First Niagara Benefits Consulting 126 N. Salina St., Suite 400 Syracuse, NY 13202 (315) 461-1282/ Brown & Brown Empire State, Emp. Benefits 500 Plum St. Syracuse, NY 13204 (315) 474-3374/ Haylor, Freyer & Coon, Inc. 231 Salina Meadows Parkway Syracuse, NY 13221 (315) 451-1500/ Ascent Wealth Partners 122 Business Park Drive, Suite 5 Utica, NY 13502 (315) 624-7300/ Falcone Associates, Inc. 901 Lodi St. Syracuse, NY 13203 (315) 422-6128/

129 — 158

2 — 7

397 — 1-20,000

Barry S. Kublin, President- BPAS Vincent F. Spina, President- Harbridge Consulting Group


45 — 153

12 — 15

460 — 1-20,000 employees

John F. Catanzarita, President


40 — 50

3 — 500

500 — 3-3,000

30 — 39

2 — 2

1,300 — 2-2,500

Terence W. Engels, Sr. Partner Edward N. Vaughn, Sr. Partner


30 — 100

2 — 180

1,000 — 1-5,000

25 — 400

3 — 8

85 — 50 or more employees

Andrew F. Biernat, Senior Vice President Employee Benefits Ross W. Kraft, Managing Director - Employee Benefits Robert W. Pomfrey, President & CEO

15 — 225

1 — 4

1,200 — 1-17,000

Gregory Cohen, President Scott Ehrlinger, VP - Finance Jeannette Flowers, Director - Client Services


15 — 30

2 — 0

1 — 500

Daniel B. Jones, Managing Director


12 — 267

4 — 11

75,100 — 1-10,000

Richard D. Hole, Managing Member, Chair, Management Committee Gary S. Goodwin, Executive Director


11 — 28

1 — 3

31 — 1-1,000

Alan R. Leist, Jr., CEO


11 — 45

4 — 4

311 — any

Philip Wiles, VP


11 — 34

1 — 1

— 1 - 1,000

David T. Griffith, President Scott A. George, President/CEO Retirement Plan Division


10 — 20

1 — 4

500 — any

William J. Kline, President, Emp. Ben. & Retirement Division


10 — 14

1 — 1

110 — 10-20,000

Michael D. Cronin, President


10 — 10

1 — 1

300 — 1-800

John S. Tuttle, Partner Kishan Perera, Partner


8 — 11

2 — 2

140 — 1-1000

Daniel S. Goetzmann, President April N. Heron, Vice President Marketing David R. Goetzmann, Vice President Sales


8 — 450

4 — 7

2,500 — 1-5,000

David Kavney, CNY Market Executive Zachary Zuckerman, First Vice President, Employee Benefits


8 — 89

3 — 179

557 — 1-30,000

Nicholas J. Dereszynski, President


8 — 200

8 — 9

500 — 1-10,000

James D. Freyer, Jr., Chairman & CEO Bruce Wichmann, President Mark McAnaney, CFO


8 — 9

2 — 2

50 — 1-2000


7 — 8

1 — 1

600 — 1-1,000

Peter G. Carchedi, CLU, Inc. 2017 Genesee St. Utica, NY 13501 (315) 732-3921 United Advisors, LLC 1405 Davis Ave. Endwell, NY 13760 (607) 754-7222/ KBM Management 5860 Heritage Landing Drive East Syracuse, NY 13057 (315) 449-0229/ Gilroy, Kernan & Gilroy 210 Clinton Road New Hartford, NY 13413 (315) 768-8888/ Mang Insurance Agency LLC 66 South Broad St. Norwich, NY 13815 (607) 337-4400/ Dermody, Burke & Brown, CPAs, LLC 443 N. Franklin St. Syracuse, NY 13204 (315) 471-9171/

6 — 2

1 — 1

125 — 1-100

Bradley M. Kowalczyk, Partner Mark E. Moshier, Partner Scott C. McCartney, Partner John L. Savage, Director, Retirement Plans Christian Marshall, President Renee Guariglia, Executive VP Michael Lavalle, Vice President David Maclachlan, Vice President David Falcone, Vice President Dominick Falcone, Vice President Peter G. Carchedi, President & CEO

6 — 28

2 — 6

2,000 — 1-5,000

Robert M. Sedor, President & CEO


6 — 10

1 — 1

400 — 2-10,000

Andrew Miller, President


6 — 40

1 — 1

150 — 1-5,000

Lawrence T. Gilroy, President


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

6 — 120

19 — 26

2,800 — 1-500

Richard Mirabito, CEO Richard Campagna, Chief Operating Officer


Want to be on the list?

5 — 86

3 — 3

150 — 1-900

Madelyn H. Hornstein, CEO


Name Address Phone/Website

Year Estab.

Jeffrey Greenblott, District General Agent 2009 Heather Sodon, Agency Development Manager

Don’t be left off the Lists!


August 2

Leadership & Management Consultants

August 9


Computer/IT Consultants



August 16

Employee-Placement Firms

August 23

Business Journal 500

**It’s not too late to submit info for the Business Journal 500. Email for more information!

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

What constitutes the CNY Region? Central New York includes Broome, Cayuga, Chemung, Chenango, Cortland, Herkimer, Jefferson, Lewis, Madison, Oneida, Onondaga, Oswego, Seneca, St. Lawrence, Tioga, and Tompkins counties..

Need a copy of a list?

If your company would like to be considered for next year’s list, or another list, please email

The Central New York Business Journal • 9

July 12/19, 2013

CNYBJ CANVASS Here are the results of the latest poll on

Which area has the best restaurants in Syracuse?

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UĂŠ,iĂŒÂˆĂ€iiĂŠi>Â?ĂŒÂ…ĂŠVĂŒĂ•>Ă€Âˆ>Â?ĂŠ6>Â?Ă•>ĂŒÂˆÂœÂ˜ĂƒĂŠ>˜` Fax: 315.234.7508 ĂŠĂŠĂŠ ÂœÂ˜ĂƒĂ•Â?ĂŒÂˆÂ˜}

Insurance Brokerage, Inc.


Actuarial and Employee Benefit Plan Consulting



One Lincoln Center • Syracuse, NY Group 13202 has • (315) 703-8900 • For more than 30 years, Harbridge Consulting assisted employers in managing their benefit plans.

Our services include: • Employee BeneďŹ t Plan Consulting

• Traditional DeďŹ ned BeneďŹ t and Cash Balance Pension Plan Actuarial Administration and Consulting Services

• Brokerage of Group Health • Retiree Health Actuarial and Welfare Insurance Policies Valuations and Consulting

• Medicare Part D Consulting and Actuarial Services • GASB 45 Valuation and Consulting Services

One Lincoln Center Syracuse, NY 13202 (315) 703-8900

10 • The Central New York Business Journal

July 12/19, 2013

A/V Factory-Trained Repair Services projectors electronic screens electronic whiteboards LCD displays DVD players

on the fritz?

audio CD recorders monitors microphones sound systems portable podiums

n Screetuck s ing? l i e c in the

Restaurant and Banquet Facilities


amplifiers headphones

s q u e a li n g ? la m p bl ow n?

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Kent Schmidt

AIFR, Haylor, Freyer & Coon Financial Services or (315) 857-0078 for sales, reservations or gift purchases

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Nominate Today! For more information or for sponsorship opportunities, please contact Joyl Clance at (315) 579-3917, or email


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The Central New York Business Journal • 11

July 12/19, 2013



Ranked by No. of Members Rank

1. 2. 3. 4. . 6. 7. 8. 9. . 11. 12. 13. . . 16. 17. 18. 19. . 21. 22. 23. 24. 25. 26. 27.

Name Address Phone/Website CenterState CEO 572 S. Salina St. Syracuse, NY 13202 (315) 470-1800/ Greater Watertown-North Country Chamber of Commerce 1241 Coffeen St. Watertown, NY 13601 (315) 788-4400/ Tompkins County Chamber of Commerce 904 E. Shore Drive Ithaca, NY 14850 (607) 273-7080/ Mohawk Valley Chamber of Commerce 200 Genesee St. Utica, NY 13502 (315) 724-3151/ Chemung County Chamber of Commerce 400 E. Church St. Elmira, NY 14901 (607) 734-5137/ St. Lawrence Chamber of Commerce 101 Main St. Canton, NY 13617 (315) 386-4000/ Rome Area Chamber of Commerce 139 W. Dominick St. Rome, NY 13440 (315) 337-1700/ Greater Oswego-Fulton Chamber of Commerce 44 E. Bridge St. Oswego, NY 13126 (315) 343-7681/ Herkimer County Chamber of Commerce 420 E. German St. Herkimer, NY 13350 (315) 866-7820/ Cortland County Chamber of Commerce 37 Church St. Cortland, NY 13045 (607) 756-2814/ Cayuga County Chamber of Commerce 2 State St. Auburn, NY 13021 (315) 252-7291/ Skaneateles Chamber of Commerce 22 Jordan St. Skaneateles, NY 13152 (315) 685-0552/ Clayton Area Chamber of Commerce 517 Riverside Drive Clayton, NY 13624 (315) 686-3771/ Seneca County Chamber of Commerce 2020 Routes 5 & 20 Seneca Falls, NY 13148 (315) 568-2906/ Greater Liverpool Chamber of Commerce 314 Second St. Liverpool, NY 13088 (315) 457-3895/ Lewis County Chamber of Commerce 7576 South State St. Lowville, NY 13367 (315) 376-2213/ Commerce Chenango, Inc. 19 Eaton Ave. Norwich, NY 13815 (607) 334-1400/ Greater Cazenovia Area Chamber of Commerce 59 Albany St. Cazenovia, NY 13035 (315) 655-9243/ Greater Baldwinsville Chamber of Commerce 27 Water St. Baldwinsville, NY 13027 (315) 638-0550/ Greater Massena Chamber of Commerce 16 Church St. Massena, NY 13662 (315) 769-3525/ Tioga County Chamber of Commerce 80 North Ave. Owego, NY 13827 (607) 687-2020/ Greater Manlius Chamber of Commerce 425 East Genesee St. Fayetteville, NY 13066 (315) 637-4760/ Cape Vincent Chamber of Commerce 173 N. James St. Cape Vincent, NY 13618 (315) 654-2481/ Clinton Chamber of Commerce 21 West Park Row Clinton, NY 13323 (315) 853-1735/ Greater Oneida Chamber of Commerce 136 Lenox Ave. Oneida, NY 13421 (315) 363-4300/ Boonville Area Chamber of Commerce 122 Main St. Boonville, NY 13309 (315) 942-5112/ Trenton Chamber of Commerce P.O. Box 311 Barneveld, NY 13304

No. of Members

Total Revenue/Expenses — Fiscal Year

Membership Revenue

No. of Chamber Staff

Executive Director and/or President

Year Estab.





Robert M. Simpson, President & CEO



$494,670/$512,319 — 12/31/11



Lynn Pietroski, President & CEO



$1,766,527/$1,722,684 — 12/31/11



Jean McPheeters, President



$287,857/$293,562 — 12/31/2012



Pamela G. Matt, Executive Director John F. Kenealy, Chairman of the Board



$1,353,805/$1,282,848 — 12/31/11



Kevin D. Keeley, President & CEO



$515,866/$567,734 — 12/31/11



Patricia McKeown, Executive Director



$261,776/$266,515 — 05/31/13



Bill Guglielmo, President



$328,316/$326,890 — 12/31/11




$404,432/$165,715 — 12/31/11



John Scarano, Executive Director



$296,658/$299,471 — 12/31/11



Robert Haight, Executive Director



$318,298/$318,261 — 12/31/12



Andrew Fish, Executive Director



$258,776/$264,977 — 12/31/12 (actual)



Susan H. Dove, Executive Director

circa 1940


$255,548/$253,169 — 12/31/11



Tricia Bannister, Executive Director



$507,428/$429,516 — 12/31/115



Jeff Shipley, Executive Director



NA/NA — 10/31/11



Lucretia M. Hudzinski, Executive Director



$194,485/$190,695 — 12/31/11



Anne Merrill, Executive Director



$604,141/$518,987 — 03/31/11



Steve Craig, President & CEO



$67,507/$95,373 — 12/31/11



Anna Marie Neuland, Executive Director











$133,415/$133,421 — 12/31/11



Martha C. Sauerbrey, President & CEO






Kim Kutzer, President, Board of Directors



$86,995/$81,988 — 12/31/11



Shelley F. Higgins, Executive Director






Ferris J. Betrus, Jr., Executive Vice President



$56,347/$64,761 — 12/31/11





$53,638/$57,058 — 12/31/11



Rebecca Halstrom-O'Beirne, Board President Joseph Stabb, Interim-Executive Administrator Bill Flack, President Melinda Wittwer, Executive Secretary



Debby Leiker, President Fitz Hardiman, Vice President John McCann, Treasurer Betsy Mack, Secretary




Beth Ann Hilton, Executive Director 1915

Sharon L. Reiser, Executive Director 1961 Anthony Saraceni, President Michael Gleason, Executive Director 1931


Research by Nicole Collins (315) 579-3911 Twitter: @cnybjresearch

Don’t be left off the Lists! August 2

Leadership & Management Consultants

August 9

Computer/IT Consultants

August 16

Employee-Placement Firms

August 23

Business Journal 500

**It’s not too late to submit info for the Business Journal 500. Email for more information!

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

What constitutes the CNY Region? Central New York includes Broome, Cayuga, Chemung, Chenango, Cortland, Herkimer, Jefferson, Lewis, Madison, Oneida, Onondaga, Oswego, Seneca, St. Lawrence, Tioga, and Tompkins counties..

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

12 • The Central New York Business Journal

July 12/19, 2013

CONMED: “CONMED has had an ongoing commitment to education and training,” says Shallish Continued from page 4

and caused us to adjust our 2013 forecast.” Fink highlighted the growing regulatory problems by citing the cost and time just involved in import registration. “Most countries require us to register. In China, it now takes one to three years just to get a license to do business. In Brazil, it’s more than a year, Mexico takes a year, and Argentina requires seven months to a year. All of Asia and South America (except Chile) require registration, and there is a high cost to register … [Further], the company’s license is for a short period, requiring us to constantly re-register and pay the licensing fee.” “CONMED has had an ongoing commitment to education and training,” says Shallish. “To share the latest innovations in surgery, the company has long focused on surgeon training. We currently have

three educational facilities located in Florida, New York City, and Gross Gerau (20 miles from Frankfort, Germany) and are discussing opening a fourth center to cover Asia. These advanced centers feature multiple, hands-on learning environments, state-of-the-art auditoriums, and a showcase for CONMED products. The facilities include surgeon-specific labs with a hands-on approach to teaching new skills and techniques.” In addition to the centers, CONMED also participates in more than 400 medical-association courses and workshops annually, reaching out to distributors and the company’s sales people, as well as to physicians. To put CONMED’s growth in perspective, the amount of cash used to pay dividends declared in 2012 was greater than the company’s revenues were when it first went public 26 years ago. Despite continuing

annual restructuring costs of $4 million to $13 million for the past three years to improve manufacturing efficiencies, CONMED has posted growth in net sales of $713.7 million in 2010 to $767.1 million in 2012 and at the same time an increase in net income from $30.346 million to $40.481 million. The basic earnings-per-share during the same period have grown from $1.06 to $1.43. When adjusted for the restructurings and unusual items, the earningsper-share in 2012 were $1.80. Over the last decade, the company’s retained earnings have jumped 94 percent, rising from $194.5 million in 2003 to $377.9 million in 2012. CONMED is also in the midst of a stock buy-back. The board of directors has authorized a stock repurchase — through March 31, CONMED has bought back $30 million. Shallish expects the company


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to spend another $25 million by year-end. The gamble on arthroscopy in 1997 is certainly paying off. While consolidated sales rose 5.8 percent in 2012, arthroscopic products surged 14 percent. CONMED’s share price closed at $32.06 on July 9, up nearly 15 percent year to date. The stock gained almost 9 percent in 2012. “Our product lines are number two or three in every market,” says Shallish. “The company is known as an innovator, and we want to [enhance] our reputation going forward. We need to continue focusing on being more efficient through lean-manufacturing techniques, leveraging our technology, and pricing our products appropriately. Our financial performance is matched by our presence as a global company.”  Contact Poltenson at


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Volume 27, No. 28/29 - July 12/19, 2013 NEWS Editor-in-Chief .......................Adam Rombel Associate Editor ............Maria J. Carbonaro Staff Writers ............................. Eric Reinhardt ....................................................Norm Poltenson Contributing Writers ...............Traci DeLore Columnists ...................................Tom Morgan Production Manager ......................Erin Zehr Research Manager................. Nicole Collins SALES Sr. Account Managers ...................................... Bernard B. Bregman Mary LaMacchia Marketing ......................BBB Marketing Inc. CIRCULATION Circulation Management...(315) 579-3927 ADMINISTRATIVE Publisher..........................Norman Poltenson Chief Operating Officer .....Marny Nesher Business Manager .................... Kurt Bramer

THE CENTRAL NEW YORK BUSINESS JOURNAL (ISSN #1050-3005) is published every week by CNY Business Review, Inc. All contents copyrighted 2013. 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: PHONE: (315) 472-3104


The Central New York Business Journal • 13

Why “Start Up NY”?

he politicians just delivered a big new program to upstate businesses. It allows every SUNY school to establish a tax-free community. Locate your business near or on a campus, and voila, you get big tax breaks. Affiliate with a campus. Same deal. MONEY You will pay no busiTALK ness taxes. No sales taxes. No property taxes. For 10 years. Your workers will pay no state income taxes for five years. Most of them will pay no such taxes for 10 years. The politicians are spraining limbs patting themselves on the back over this. They boast that this will boost upstate economies. It will deliver jobs galore. But, they predicted the same for Enterprise Zones. (Remember them?) And for their other job-boosting programs over the years. College presidents and professors are excited about the program — for obvious reasons. Some critics call this yet another attempt by government to pick winners with taxpayer dollars. Such efforts have fallen on their faces the world over for centuries. Other critics complain this will hand ventures


within the tax-free zones an unfair edge — over competitors outside. The politicians and college leaders promise they won’t let this happen. Doubtful they can. So the critics have a point. Other critics decry the program as biased. Biased for certain locales, and biased against others. That is, against areas that have no SUNY campus. And, biased against areas that have private schools but no state schools. I merely pose a question to the politicians: Why are you doing this? They likely will reply that businesses do better with fewer taxes. Ventures will locate here instead of, say, Texas. Correct. Burdened with fewer taxes, entrepreneurs will be more active. They will create more new ventures, which will create more new jobs. Agreed. If they face fewer income taxes, highly qualified workers will more likely stay in this state. Yes, yes. Politicians, then, are telling us lower taxes bring about wonderful results. So, duh, why don’t you get rid of taxes for the rest of the state? Or at least lower taxes for all? And why don’t you whack away some of the jungle of regulations that choke businesses in this state? You tell us you believe lower taxes help businesses and workers. Why then restrict

tax relief to a chosen few? You assure us lower taxes are good for economic health. Then why have you inflicted so many taxes upon us over the decades? You are like doctors who tell us tobacco will kill us, but then smoke. Entrepreneurs in this state struggle under heavy taxes and regulations at every turn. Residents struggle under heavy taxes. You created them. Survey after survey lists this state as just plain unfriendly to business. This is the result of your work. Now you are trying to improve matters with your new program. Why not just get government out of the way of the people? Slash budgets for state regulators. Slash the number of regulations. Thereby slash the number of state employees, which will slash the costs of running the state. That will allow you to slash taxes for everybody who works or runs a business in New York. Do this and you won’t have to pat yourself on the back. Your minions will do it for you. From in Morgan.  Tom Morgan writes about political, financial, and other subjects from his home near Oneonta, in addition to his radio shows and TV show. For more information about him, visit his website at or email:

The Impact of the Health-Care Reform Law and Considerations for Employers in 2014


he Patient Protection and Affordable Care Act (ACA), or “health-care reform” was signed into law on March 23, 2010, and has been keeping insurers, thirdparty administrators, health-care providers, and employers extremely busy ever since. The law has been promoted as VIEWPOINT necessary to make quality health insurance affordable, and therefore accessible, to more Americans. Making health coverage affordable and accessible to meet the new federal standards has required a tremendous amount of work on the part of all affected parties, including the regulators themselves. In fact, the mandates under ACA have many employers questioning whether they should continue to provide health coverage to employees. The answer to that question will vary based upon each employer’s unique situation. Organizations should review the impact of the regulations that have been implemented thus far, and analyze the upcoming regulatory requirements, in order to determine whether providing health-care coverage is a reasonable option for them. The first wave of requirements focused on regulations that would essentially protect patients, hence the “Patient Protection” portion of the law’s name, and established ways that employers could maintain, or grandfather, their current health plans. The majority of these first changes became effective in 2011. The 2011 reforms required health plans to implement a number of coverage enhancements, including covering dependents to age 26, eliminating lifetime dollar limits and restricting annual dollar limits on essential health benefits, prohibiting rescissions, eliminating cost-sharing for preventive care, removing preexisting condition restrictions for children, and prohibiting additional requirements for out-of-


network emergency services. It also eliminated certain referral requirements, allowed flexibility in primary care physician selection, and expanded claims and appeals standards. Health plans in existence when ACA became law on March 23, 2010, became known as grandfathered plans. Grandfathered plans are allowed certain exemptions from ACA’s numerous market reforms. For example, grandfathered plans can avoid the preventive-care mandates and expanded claims and appeal standards, in addition to the requirements related to out-of-network emergency coverage, referrals and primary care physicians. However, numerous ACA requirements also apply to grandfathered health plans: dependent coverage to age 26, and the prohibitions on rescissions, lifetime and annual dollar limits, and pre-existing condition exclusions. But, in order to remain grandfathered, plans would surrender certain routine costcontainment strategies. For example, employers would lose the ability to raise coinsurance, cost-sharing requirements, or copayments beyond the regulatory thresholds. Employers could not eliminate all or substantially all benefits to treat a certain condition, or add new dollar limits on certain benefits. Each of these cost-saving measures would cause the employer’s health plan to lose grandfathered status. Employers have had to weigh the restrictions on their ability to make such changes with the added cost of the ACA market reforms. Now, as 2014 approaches, and with it, the addition of new taxes such as the PatientCentered Outcomes Research Institute tax and Transitional Reinsurance Program tax, maintaining a grandfathered health plan is becoming even more challenging. The 2014 changes required by ACA largely relate to the establishment of the federally mandated, state-based health insurance exchanges, now known as the Health Insurance

Marketplace, where individuals and small employers will be able to compare and purchase health plans. Another provision of the law, the Employer Responsibility Mandate, will require employers to decide whether to offer minimum essential health coverage, or face a possible penalty of up to $2,000 per full-time employee instead. While only large employers, defined as those with 50 or more full-time and full-time equivalent employees, are subject to these pay or play requirements, large and small employers alike could face employee recruitment and retention issues if the employer chooses to eliminate health coverage from their benefit package, thereby driving employees to seek coverage from the state exchanges. In a surprising turn of events, on July 2, the U.S. Treasury Department announced a one-year delay for the employer mandate, which will now take effect in 2015. The delay was welcome news for employers, who now have an additional year to prepare for the pay-or-play requirements. For employers to understand better their obligations regarding ACA’s 2014 requirements, and the 2015 employer mandate, each provision warrants individual focus. We plan upcoming columns to address the Health Insurance Marketplace, the Marketplace Notice requirement, the Small Business Health Options Program, the New York Health Benefit Exchange, the Patient-Centered Outcomes Research Institute tax, the Transitional Reinsurance Program tax, the annual fee on health-insurance providers, summaries of benefits and coverage, health-reimbursement arrangements, and the employer responsibility and individual coverage mandates.  Amy Zell is a staff attorney and plan-benefit analyst at POMCO Group. Contact her at azell@ or view her blog posts on healthcare reform at

14 • The Central New York Business Journal

July 12/19, 2013

Business alendar C


JuLY 31 n Girls in Tech Meetup from 5:30 to 8:30 p.m. at the Syracuse Tech Garden. Join the new Central NY chapter of Girls in Tech and the WISE Business Center for this month’s Tech Meetup. Girls in Tech is a global nonprofit focused on the engagement, education, and empowerment of influential women in technology and entrepreneurship and founded in 2007 in San Francisco. The Central New York Chapter launched on June 27 ( For more information and to RSVP, visit

august 1 n Women TIES Greater Binghamton & Southern Tier Event: Thinking Outside the Box for Increased Profits from 11:30 a.m. to 2 p.m. at Traditions at the Glen, 4101 Watson Blvd., Johnson City. The event will feature Deborah J. Cabral, founder of Cabral Enterprises, LLC. The cost is $29 and reservations are due by July 29. To register, visit www.womenties. com

august 6 n Women TIES Mohawk Valley Summer Event: Branding - The Heart and Soul of a Business from 11:30 a.m. to 2 p.m. at Chesterfield’s Restaurant, 1713 Bleeker St., Utica. The event will feature Jeannine Papelino, creative director, IntreXDesign & Associates. The cost is $29 and reservations are due by Aug. 3. To register, visit

august 13 n Women Working to Grow a Business Roundtable, The Elephant in the Room...MONEY from noon to 1 p.m. at the WISE Women’s Business Center. This discussion is a safe place to get all those money fears out on the table and

resolved once and for all. RSVP by calling or emailing the WISE Women’s Business Center at (315) 443-8634 or

SEPTEMBER 10 – DECEMBER 12 n Broome Community College Continuing Education Entrepreneurial Assistance Program Tuesday and Thursday evenings from 6 to 8:30 p.m. This is a 12-week, 60-hour program for anyone interested in learning how to create a bank-ready business plan and start a successful business. Participants will be using NxLevel’s “Micro-Entrepreneurs” 2nd Edition. For more information, call Darlene Kanuk at (607) 778-5071.


n First Wednesday of each month, Business Innovation Days meetings from 9 a.m. to 5 p.m. at The Tech Garden, 235 Harrison St., Syracuse. Entrepreneurs and small businesses can meet one-onone with a counselor from the SBDC for advice and customized assistance opportunities. Scheduled by appointment, call (315) 474-0910 or email: 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 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:

n Every Thursday, Empire Statesmen Toastmasters meet at 6:30 p.m. at Ruby Tuesday on Erie Boulevard in DeWitt. For more information, visit or email: contact-1427@

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

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 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

n Every Thursday, Liverpool Linguists from 7 to 8 p.m. First Thursday of every month at Liverpool Public Library and the remaining Thursdays at Liverpool First Methodist Church, 604 Oswego Road, Liverpool. For details, visit http:// or call (315) 884-2668 or 457-2581.

n Every Wednesday, Syracuse Business Networking from 6 to 7 p.m. at Barbieri’s Restaurant (upstairs level) located on Main Street in the village of North Syracuse. For more information, call Kim Bachstein at (315) 414-8223 or email:

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 or call (315) 470-1802. n Every Friday, 40 Above: Workers in Transition from 9 to 11 a.m. at the library in North Syracuse (NOPL) at 100 Trolleybarn Lane, North Syracuse. Helping workers/job seekers aged 40 and above in search of work. Contact John A. Cruty at (315) 569-3964, or at crutij@ n Every Friday, Tip Club of Syracuse, at the Sheraton Syracuse University Hotel, 801 University Ave., Syracuse, 8 to 9 a.m. Call Bernie Bregman at (315) 472-3104, ext. 103 or email: 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 schedule an appointment, contact Lynn Hughes at (315) 579-2862 or email Lynn@ 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: n CNY Connects is a networking organization offering 12 groups from which to choose. If you are interested in learning more, contact Amy Kaschel of AK Consulting at or call (315) 882-6127 or visit To have your meetings or events in the Business Calendar, email them to

St. Joseph’s: Ruscitto also referenced the national health-care reform law as playing a factor in the combination Continued from page 7

on the current employment level of more than 3,700 full-time workers at St. Joseph’s, she adds. St. Joseph’s Hospital Health Center is a nonprofit, 431-bed hospital and health-care system providing services to patients in 16 counties in Central New York. The hospital generated $586 million

in revenue in 2012 with net income of $9 million. CHE Trinity Health also offered its thoughts in the joint news release. CHE Trinity Health is “committed” to strengthening Catholic health care in the U.S., and the system is “delighted” that St. Joseph’s Hospital Health Center shares its future vision, Judy Persichilli, interim president and CEO of CHE Trinity Health,

said in the release. “With our scale and scope, commitment to exceptional care, and a unified voice for serving vulnerable people, we believe that we can help St. Joseph’s Hospital Health Center meet the challenges of health care reform and continue to provide outstanding care for residents of Central New York,” Persichilli said. Ruscitto also referenced the national

health-care reform law as playing a factor in the combination. “This alignment will provide a strong financial foundation for the future of St. Joseph’s and help ensure our ability to meet the potential challenges of health care reform,” she said in the news release. q Contact Reinhardt at

The Central New York Business Journal • 15

July 12/19, 2013

PEOPLE ON THE MOVE: new hires & promotions accounting D’Arcangelo & Co., LLP announced that Jolyn Scullion Shaw has accepted a position with the firm as a tax accountant in the Syracuse office. She received her bachelor’s degree from Columbia College. Shaw previously worked for the law firm Scolaro, Fetter, Grizanti, McGough and King, PC for the past 10 years.

banking & finance First Niagara Financial Group has named Larry Harris area retail sales manager for the Binghamton area. He will provide leadership to First Niagara’s local branch network, which consists of 14 Harris branches throughout the Southern Tier. Harris brings 27 years of banking experience, primarily concentrated in sales management, to his new role. He was previously a business banking lender for First Niagara’s Binghamton team. Harris is a graduate of Binghamton University and the Stonier Graduate School of Banking.

building materials Tom McIndoe has joined Kamco Supply in Liverpool as the new branch manager. He has more than 25 years experience in the construction industry in Central New York and the Albany area. McIndoe McIndoe will be responsible for overseeing all aspects of the branch including sales, purchasing, and operations.

construction equipment Garret Allwes has been named sales and rental representative for ADMAR in Syracuse. For the past two years, he served as a rental coordinator with ADMAR. He also has previous experience as a roofer. In his new role, Allwes will be responsible for rental and sales of construction equipment in in the Northern New York/Watertown area. Allwes earned his bachelor’s degree from SUNY Brockport.

consulting Connie M. Whitton recently joined Next Point, LLC as director in its Syracuse office. The firm consults with businesses on turnarounds, financial restructuring, mergers and acquisitions, and corporate management. She will complement existing partner capabilities in leadership development and executive coaching, higher educational consulting, and health-care consulting. Whitton previously served as senior vice president for the retail section of Alliance Bank. Prior to that, she was with Carrier Corporation. Whitton joined Carrier from HSBC where she served as

retail banking senior vice president. Most recently, she was an internal consultant and vice president for SRC Inc., and also as a consultant for Productivity Leadership System, LLC. Whitton has operated her own consulting firm since 2006. She holds a bachelor’s degree from St. Bonaventure University in managerial sciences and finance and accounting.

education & training Michael S. LaTour has been named the new editor of the Cornell Hospitality Quarterly (CQ), published by Sage Publications in association with the Cornell School of Hotel Administration (SHA). His three-year term as editor began July 1. He succeeds J. Bruce Tracey, a professor of humanresources management at the SHA. As editor, LaTour is responsible for directing the course of the journal and overseeing the CQ’s double-blind review process. He is a nationally ranked scholar in advertising and marketing communications and has served as a member of the editorial boards of several journals, including the Journal of Advertising, Journal of Current Issues and Research in Advertising, and Industrial Marketing Management. LaTour served as a visiting professor of services marketing at the SHA during the 2012-13 academic year. His previous faculty appointments have been at Auburn University, University of Nevada at Las Vegas, and Old Dominion University. He earned his Ph.D. in 1986 from the University of Mississippi. John Dolan, Ed.D. has joined Le Moyne as its vice president for enrollment management. He has a strong background in enrollment management at several universities, including La Salle University, Dolan a Catholic institution in Philadelphia; the University of Denver; The Catholic University of America in Washington, D.C.; and, the University of Tampa in Florida. Dolan began his career in enrollment management as director of admissions at Benedictine College in Atchison, Kansas. He also was a senior executive enrollment and retention consultant with NoelLevitz, where he consulted with more than 100 colleges and universities on admission and enrollment strategies and served as the founding president and CEO for The Catholic Foundation for the Roman Catholic Church in Colorado. Most recently, Dolan served as senior associate vice president for institutional advancement in the College of Engineering at Drexel University. Dolan received a doctorate in education management from Drexel University, an MLS in liberal studies from the University of Denver, and a bachelor’s degree in political science and education from Benedictine College. Killian Peter Killian has been selected as the college’s first associate vice president for marketing and communications. He brings extensive experience in institutional branding to his position at Le Moyne. Since

2011, he has served as director of strategic marketing and creative services for the University of South Carolina. Prior to his work at USC, Killian was assistant vice president for marketing and creative services at the University at Buffalo (UB). Before starting his higher education career at UB in 1998, he worked in the financial industry, serving as senior vice president in charge of brand development for HSBC Bank in Buffalo and, prior to that, he was involved in marketing and sales for MARINEDGE Financial Services. Killian earned his MBA from The Johnson School at Cornell University and his bachelor’s degree from SUNY Fredonia.

engineering Bergmann Associates announced that Donald Howell has joined the company as a mechanical design engineer in its Syracuse office. Before coming to Bergmann, he worked for RAMTECH Engineers, P.C. as a junior mechanical engineer in Syracuse.


financial services Andrew L. Steates recently joined M. Griffith Investment Services, Inc. to work directly with the clients of David T. Griffith, president, and Jon Earl, assistant vice president. Steates also meets with Steates his own clients offering them practical financial advice and insurance, the firm says.

health care

Anne E. Zaccheo has been named practice director at Nephrology Associates of Syracuse, PC. She was previously director of provider operations at Excellus BlueCross BlueShield. Zaccheo earned her MBA and bachelor’s degree from Union College.

human resources HR Works, Inc. has promoted Adam Dusseault to vice president of business development. Based in DeWitt, Dusseault works with clients in a variety of industries to analyze HR and benefits processes, identify inefficiencies and exposures, and recommend solutions to streamline, eliminate profit leaks, and ensure compliance. During his Dusseault tenure with HR Works, he has steadily increased HR Works’ presence in the Central New York and national markets. Dusseault joined HR Works three years ago as director, business development. He holds a bachelor’s degree in professional studies from Cazenovia College with a concentration in business management.

insurance Megan Colburn has joined the professional staff of Gilroy Kernan & Gilroy Inc. (GKG) as assistant account manager for operations in the corporate solutions and select client solutions departColburn ment. She graduated in May from Hobart and William Smith Colleges, where she earned a bachelor’s degree in media and society, with a minor in economics. During her senior year, she distinguished herself as a participant in The Instructional Technology Apprenticeship Program of The New York Six Liberal Arts Consortium, which enables students to combine their liberal arts degree with paraprofessional experiences in the field of instructional technology. She worked as an intern at GKG for three summers while she was in college. Kelly A. Jensen has joined Preferred Mutual Insurance Company as a digital media specialist. Before joining Preferred Mutual, she was a senior account manager at Site-Seeker Inc. in New Hartford and a marketing specialist at Kyzen Corporation in Nashville, Tenn. Jensen is a graduate of Western Kentucky University.

law Renato L. Smith, a registered patent attorney, has joined Hiscock & Barclay, LLP as counsel in the intellectual property practice group. He graduated from the University of Illinois with a bacheSmith lor’s degree in mechanical engineering, and from the University of Illinois College of Law. Smith is admitted to practice in Illinois and before the U.S. Patent & Trademark Office. Prior to joining Hiscock & Barclay, he was a Ochoa partner at K&L Gates, LLP; general counsel at Originatic LLC; and, most recently, a partner at FisherBroyles, LLP. Ricardo Ochoa has joined Hiscock & Barclay, LLP in the Syracuse office as an associate. He earned bachelor’s degrees in both physics and astrophysics from Michigan State University, a J.D. from the University of Denver School of Law, and a master’s degree in computer science from the University of Denver. Ochoa has been admitted to practice in New York, Connecticut, and before the U.S. Patent & Trademark Office, and is part of Hiscock & Barclay’s Intellectual Property Practice Group. q

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16 • The Central New York Business Journal


July 12/19, 2013


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Indium thrives in a tough economic climate New York has increased from 350 to 378. Of the 11 facilities, five are CLINTON — “We need to be in the U.S.: two in Utica, one in physically close to our custom- Clinton, one in Rome, and one ers,” says Gregory Peter Evans, in Chicago. Indium opened its the president and CEO of the first Asian factory in Singapore Indium Corporation, headquar- in 1995. Other plants are lotered in Clinton. “Our business cated in China, South Korea, is highly competitive, and it’s and the U.K. The U.S. facilities critical that we have short lead combined equal about 300,000 times.” square feet with another 85,000 Indium supplies materials to square feet located overseas. the global electronics-assembly, The property is both owned semiconductor-fabrication and and leased. packaging, solar-photovoltaic, “Research and development thin-film, and thermal-manage- is critical to the success of our ment industries. Its products company,” says Richard (Rick) include lead-free solders; flux- Short, the director of marketes; preforms; sputtering tar- ing communications. “We have gets (coat a solid surface with 30 employees assigned to R&D metal atoms); indium, gallium, with at least 50 people in the and germanium company who hold compounds; and advanced degrees in NanoFoil, a patented STEM (science, techproduct that delivnology, engineering, ers heat energy for math) … But we’re advanced-joining more than [a group applications. To of] lab coats … We inmeet its customers’ tegrate our research demands, the compeople into teams pany has 11 manudealing with process, Evans facturing locations equipment, and mateworldwide, including rials within a particufacilities in the U.S., lar market, such as Europe, and Asia. semi-conductors … “We are a techThey are part of the nology company manufacturing operaserving a technoltion.” Indium holds ogy industry,” Evans more than 50 patents. says. “The demand Short notes that from our customers Indium has no fixed Short and the pressure of formula for investing our competitors is in R&D. “We use our relentless … We need to listen customers’ needs and competicarefully to our customers for tors’ [actions] as benchmarks. clues as to where the techno- Evans adds that “… we invest logical roadmap leads in order [in R&D] based on opportunito remain ahead of the develop- ties developed by our marketment curve.” ing, sales, and tech team. As Indium must be listening to opportunities increase, so does its customers because its sales our R&D.” have grown steadily. A decade “Indium’s growth has been ago, The Business Journal es- largely organic,” says Evans. timated the company’s annual “Our acquisitions have been revenue at about $100 million. to purchase product lines that Today, we estimate that Indium expand or complement our generates about $225 million. operations. [The company] is Even during the economic not highly acquisitive, preferturmoil of the past five years, ring to be a strategic buyer. total employment has grown We are convinced that we are from 530 to 617, a 16.4 per- better off growing organically.” cent increase. During the same See INDIUM, page 4B period, employment in Central By Norman Poltenson Journal Staff

photo courtesy of bae systems

The 737 MAX is a new-engine variant of the world’s best-selling airplane. The Boeing Company has selected BAE Systems to provide the spoiler control electronics for the new Boeing 737 MAX.

BAE Systems Endicott plant to develop spoiler-control electronics on Boeing 737 MAX airplane By Eric Reinhardt Journal Staff

ENDICOTT — The Boeing Company (NYSE: BA) has selected BAE Systems Plc (OTC: BAESY) to provide the spoiler-control electronics for the new Boeing 737 MAX. The Endicott location of BAE Systems, a globaldefense contractor, will develop the spoiler-control electronics that the company’s Fort Wayne, Ind. facility will manufacture, BAE said. Neither side is disclosing terms of the contract, including its length or dollar amount, says Martin Leab, program manager of spoiler-control electronics in BAE’s Endicott office. “They’re [Boeing] in a very cost-competitive environment against Airbus, so they have asked us not to disclose the value of the program,” Leab explains. Airbus is part of the European Aeronautic Defence and Space Company N.V. (EADS), according to the Airbus website. Delivery of the 737 MAX is planned for 2017, and customers have placed more than 1,300 orders for the airplane, BAE stated. “One of our units will be on each one of those planes,” says Shelby Cohen, communications manager for BAE Systems. A spoiler is “a control surface on the wing of an air-

plane, and on the 737, the legacy airplane, that spoilercontrol system is basically controlled mechanically,” Leab says. As it works to improve the performance of the 737 MAX, Boeing wants to enhance the spoiler system, which is a different control mechanism, Leab says. BAE specializes in that type of improvement work, he adds. “So it was a natural fit for that effort as Boeing wants to control those surfaces to enhance the aircraft performance,” he says. About one-third of the work in BAE’s Endicott location focuses on commercial aircraft. The location employs a total of about 1,300, according to Cohen. “It’s a joint development spearheaded out of our Endicott facility but it will include our Fort Wayne [personnel],” Leab says. BAE will work with a team from Boeing on a control box, which is very similar to other flight-control boxes that will have electronics in them and control logs, explained Leab. “So there’s a hardware development and a software development that will occur, and out of that will come a box that will control the actuators, which will then control the spoiler surfaces on the airplane,” Leab says. Work started on the contract on July 1, he says. BAE believes it won the Boeing contract for this work See BAE, page 2B

2B • The Central New York Business Journal

manufacturing & made in cny

July 12/19, 2013

A.V.R.E. CEO Hanye announces retirement By Journal Staff

BINGHAMTON — Robert K. Hanye, CEO and president of the Association for Vision Rehabilitation and Employment, Inc. (A.V.R.E.), recently announced that he plans to retire at the end of this year Hanye joined A.V.R.E, then known as the Blind Work Association, in February 1999

after many years at National Industries for the Blind. During his tenure, Hanye led a successful capital campaign that moved the nonprofit organization from its location on Washington Street in Binghamton to a larger, more modern facility at 174 Court St., A.V.R.E said in a news release. He guided A.V.R.E. through a period of sustained growth and enhancement of

its employment and services for people of all ages who have a vision disability, the nonprofit said. The A.V.R.E. board of directors has formed a search committee to seek a new CEO to lead the organization. No timetable was provided. A.V.R.E. employed 67 people and generated nearly $8.2 million in revenue in 2012, according to its annual report. A.V.R.E., founded in 1926, serves people with sustained and severe vision loss. The nonprofit works with individuals who live in the New York counties of Broome, Chemung, Chenango, Cortland, Delaware, Otsego, Schuyler, Tioga, and Tompkins, as well as the Pennsylvania counties of Bradford, Susquehanna, and Tioga. The organization includes a business division that is comprised of three production areas: manufacturing, contract packaging, and switchboard operations. A.V.R.E. manufactures manila file folders, copy paper, and pressboard folders at its downtown Binghamton facility. It sells these products in the commercial

BAE: Firm provides a

range of products on Boeing airplanes

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and government markets, both locally and across the country, according to its website. Contract packaging includes Green Seal JAWS cleaning products, kitting projects for Downstate Hanye Medical’s Obstetrics Depar tment, and Goody hair care products for resale in military commissaries. A.V.R.E. says it also manages three off-site switchboard operations for the Veterans Administration Medical Centers — two in the Hudson Valley and the other in the Bronx. More than 90 percent of all direct labor positions are held by people who have sustained and severe vision loss, the organization says. A.V.R.E.’s local, commercial business has grown significantly in the past 12 months, according to its website. q Contact The Business Journal at

Continued from page 1B

based on its ability to provide a system demonstrating “technical readiness and reduceddevelopment risk” for the Boeing 737 MAX, the company said in a news release. The “reliability and cost effectiveness” of the spoiler-control design reflects BAE Systems’ “successful” history of flight controls, Ehtisham Siddiqui, vice president and general manager of commercial-aircraft solutions at BAE Systems, said in the release. The 737 MAX is a new-engine variant of the airplane and builds on the “strengths” of the Next-Generation 737 with advances in fuel-efficiency and environmental performance, BAE said. Equipped with the new LEAP-1B engines from Cincinnati, Ohio–based CFM International, Inc. and improvements such as the advanced-technology winglet, the 737 MAX reduces fuel burn and carbon-dioxide emissions by 13 percent, according to BAE. BAE Systems provides a range of products on Boeing airplanes, and the history of their relationship dates back six decades, the company said. Headquartered in Chicago, Boeing manufactures the Boeing 737, a commercial jet with more than 10,000 orders to date, according to BAE. Boeing forecasts global demand for more than 23,000 airplanes in the 737’s market segment over the next 20 years at a value of nearly $2 trillion, BAE said. London–based BAE Systems specializes in flight and engine controls, and cabin and flight-deck systems, the firm said. BAE Systems, Inc., the firm’s U.S. arm, is a wholly owned subsidiary headquartered in Arlington, Va., according to Cohen. Even though the parent company is publicly traded, BAE Systems, Inc. is privately held and a 2012 revenue figure was not available, Cohen said. q Contact Reinhardt at

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The Central New York Business Journal • 3B


July 12/19, 2013

USDA selects NY schools for Greek-yogurt Egg production drops 5 percent pilot program BY ERIC REINHARDT JOURNAL STAFF


he U.S. Department of Agriculture (USDA) has issued a pilot program that will provide Greek yogurt to schools in four states, including New York, U.S. Senator Kristen Gillibrand (D–N.Y.) and U.S. Representative Richard Hanna (R–Barneveld) announced July 8. The state is a “natural fit” because of its “burgeoning” Greek-yogurt manufacturing sector and New York school districts favor the program, Gillibrand and Hanna said in a news release. New York leads the country in Greek yogurt production, the lawmakers said. Several producers have operations in the state, including Norwich–based Chobani, which ranks first in the U.S. in Greek yogurt market share. The purpose of the pilot program is to test the cost ef-

fectiveness of offering highprotein Greek yogurt in the school-lunch program, which feeds 31 million students monthly nationwide. The Greek-yogurt pilot program would also promote the health benefits of Greek yogurt. Compared to regular yogurt, Greek yogurt has twice the protein, less sodium, and fewer carbohydrates, according to Gillibrand and Hanna. If the pilot program is successful in the trial states, Greek yogurt could become a permanent fixture on the USDA Foods List for school meals. In addition to New York, Tennessee, Idaho, and Arizona will also participate in the pilot program. Chobani also has a manufacturing plant in Idaho. In January, Gillibrand and PHOTO COURTESY OF CHOBANI FACEBOOK PAGE Hanna urged the USDA to select New York schools for Chobani yogurt during the manufacturing process at the comthe Greek-yogurt pilot pro- pany’s headquarters in Norwich. Chobani is one of the firms involved in a USDA Greek-yogurt pilot program that will program, the lawmakers said. vide yogurt to schools in four states, including New York. Contact Reinhardt at

in New York in May BY JOURNAL STAFF


gg production on New York farms totaled 105 million eggs in May, down 5 percent from a year prior, according to the USDA’s National Agricultural Statistics Service, New York Field Office. The number of hens and pullets of laying age, at 4.27 million, decreased 4 percent from May 2012 and the rate of lay also slipped slightly, according to the field office. U.S. egg production totaled 8.02 billion during May 2013, up 3 percent from a year ago, the USDA reported. Production included 6.92 billion table eggs and 1.1 billion hatching eggs. The total number of layers during May averaged 345 million, up 1 percent from a year ago, the USDA reports. 

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4B • The Central New York Business Journal

manufacturing & made in cny

July 12/19, 2013

INDIUM: The firm has embraced social media as a marketing and outreach tool Continued from page 1B

Indium’s sales growth has come mostly from overseas. “We easily export two-thirds of our products … That’s where the customers and growth are today.” Recruiting at the executive level can be a challenge at Indium. “We need people with particular skills, who work well with a team and fit into the company culture,” says Evans. “New hires must be ready to relocate their families to a rural setting and be prepared to travel,” adds Short. “The company culture embraces living with constant change and having a natural curiosity. Uncertainty [at Indium] is a way of life. We need people who can thrive in a changing environment. We have [sometimes] even hired our customers [because they have this attribute]. Our best success comes with hiring candidates from the area or who want to move back to the area. We are also successful with those who grew up in an area similar to the Mohawk Valley.” The Clinton headquarters includes two companies — the Indium Corporation and the Germanium Corporation. The Germanium operation resides in 20,000 square feet at the Lincoln Ave. location in Utica. It includes both manufacturing and process development. Purified germanium is a semiconductor, with an appearance similar

to silicon. It is used mostly for fiber-optic systems, infrared optics, as polymerization catalysts, and for electronic and solar applications. The Germanium Corp. manufactures the core of optical fiber, a part of the business that is growing rapidly. The stock of both companies is owned by the William Macartney family of Florida. The executive team at Indium is comprised of Macartney as chairman of the board, Evans as president and CEO, Leslie Schenk as CFO, Ross Berntson as vice president of sales and marketing and technical support, Wayne Hosey as vice president of operations, and Dr. Ning-Cheng Lee as chief technical officer and vice president of product development. Indium has embraced social media as a marketing and outreach tool. “We are recognized for our pioneering … work with video, blogging, and the common social-media channels like Facebook, Twitter, and LinkedIn,” says Short. “We utilize each channel separately … as each has a different audience and role. For example, … our awardwinning activities in blogging are directed at a very technical audience and our goal is to earn technological respect … We have more than 70 technical blogs and translate them into six languages in addition to English. Our activities on Facebook, however, are directed

photo courtesy of the indium corporation

A product is developed at the Indium Corporation. The business was founded on March 13, 1934, as a collaboration among Dr. William S. Murray, the Oneida Community Ltd., and the Anaconda Mining Company.

at the communities in which we live and operate, and our goal is to share our activities with our neighbors, friends, and families.” “Indium deals with a number of area professionals,” says Evans. “In the area of banking, we work with Adirondack Bank, HSBC, and J.P. Morgan Chase. Our accounting is handled by PriceWaterhouse Coopers. For legal work we turn to Kiernan & Kiernan (Utica), Martin & Rayhill (Utica) for human resources, Harris Beach for intellectual-property protection, and Bond Schoeneck & King for regulatory compliance. The Indium Corporation was founded on March 13, 1934, as a collaboration among Dr. William

S. Murray, the Oneida Community Ltd., and the Anaconda Mining Company. Murray, a Colgate University graduate who was both inventive and entrepreneurial, tried to utilize indium (an element discovered in 1863) to prevent silverware from tarnishing. He was not successful in his efforts but went on to discover other applications for indium. Macartney acquired the company in the 1960s. Evans graduated Whitesboro High School and attended Mohawk Valley Community College, where he earned a degree in engineering science. He received his bachelor’s degree from Clarkson College of Technology (now Clarkson University) in chemical engineering

and his M.B.A. from RPI. Evans, now 53, joined Indium 32 years ago as a fresh-out-of-college chemical engineer. He worked in the customer-service department and then in the new-product-development department. He became president in 1996. Evans lives in Clinton with his wife Denyse. The couple has two children, Nicole and Christopher. Citing the company’s guiding philosophy called “The Indium Way,” Evans says “Indium has succeeded over the decades … because of our market focus, … materials expertise, … and process excellence … All are necessary for our success. But the one common denominator is our [company] culture, built on respect, appreciation, and achievement … This challenging climate, which bedevils all corporations, serves to make us stronger … It’s The Indium Way that continually separates us from the competition … The Indium team puts it all together with good old-fashioned hard work and brains.” “We have to grow to secure the future,” concludes Evans. “Indium Corporation is an agile company that can respond quickly to a changing environment, but it is also a company that thinks longterm, thinks strategically. That’s an advantage in being privately [held]. The owner set the culture before I joined the company, and it still guides us today.” q Contact Poltenson at

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Small Business

July 12/19, 2013

The Central New York Business Journal • 5B



Food-tour business samples downtown restaurants, landmarks by eric reinhardt journal staff

SYRACUSE — While visiting a college friend in Manayunk, Pa., just outside Philadelphia, in June 2012, Kathleen (Kate) Gillen and her pal went on a food tour. As the day progressed, Gillen later told her friend that she thought Syracuse would be a great place to host such a tour. “There is nothing like this in Syracuse. We have amazing history, culture, and the food is delicious,” Gillen says. She did more than ponder the possibility. Gillen is now the owner and director of operations at Sampling Syracuse Food Tours, a seasonal tour business that she founded last October. She conducted the first tour that same month, and a total of 16 tours as of June 29, she says. It’s a two-mile walking tour of downtown Syracuse, which includes stops at five restaurants. The participating restaurants include Kitty Hoynes Irish Pub & Restaurant, Freedom of Espresso, Dinosaur Bar-B-Que, Pastabilities, and Redhouse Café, she says. “We have food samples waiting for us at each place. Along the route, we also stop at different historical landmarks [for] a little taste of Syracuse’s history and culture in between eating delicious food,” she adds.


Sampling Syracuse Food Tours Phone: (800) 979-3370 Website: n Type of business: Food-tour business n Year founded: 2012 n Employees: 1 n Company owners: Kathleen (Kate) Gillen


Kathleen (Kate) Gillen, owner of Sampling Syracuse Food Tours outside a restaurant in Armory Square. The food-tour business is a seasonal tour business that she founded last October. She conducted the first tour that same month, and a total of 16 tours as of June 29 The landmarks include the National Grid (Niagara Mohawk) building, the Jerry Rescue monument, Clinton Square (which was once a main hub of the Erie Canal), and the Landmark Theatre, Gillen comments. The food tour “definitely was new concept” for many of the restaurants, Gillen says. “But once I explained exactly what we’d be doing and how I wanted it to be as little of a disruption as possible to the restaurants, they were on board and very supportive of a new local business starting up and bringing people to downtown Syracuse,” she explains. The samples at each restaurant usually make up the equivalent of “a lunch,” Gillen says.

Gillen worked with each restaurant manager to determine a price-per-person because prices are different at each restaurant location, she adds. The tours cost $36 per person. Gillen operates the business from her home in Syracuse and customers can secure tickets for tours on the business’s website, she says. As of now, she is its lone employee, but Gillen would like to hire an employee or two at some point in the future. Prior to launching the tour business, Gillen took a class from Food Tour Pros in Chicago in August 2012. She had contacted the operators of the food tours in both Manayunk and Boston for advice on starting such a business.

They recommended Food Tour Pros as a starting point. “I went to Chicago in August and took a two-day class, and it was everything that I needed to know about how to run a successful food-tour business,” she contends. Food Tour Pros teaches the marketing side of it, how to communicate with the restaurants, and how to price-point the tickets, she adds. She also contracts with Zerve, Inc., a New York City–based company that handles the company’s ticket sales. “Because I took the class in Chicago from Food Tour Pros, I was able to have Zerve be my third-party ticket seller because they realized … this small business is serious and they have the proper training, so they’re willing to put themselves on the line in order to help my business,” Gillen says. Gillen declined to disclose how much it cost to launch the local food-tour business, including the coursework, the website, business insurance, and its logo and business cards. She also declined to disclose a revenue projection for 2013, saying only that she’d like to have the tour business progress to the point of turning a profit. She’d also eventually like to add a second tour of downtown restaurants. Gillen is a 1997 graduate of Bishop Ludden High School. She later graduated from the State University of New York at Geneseo in 2001, where she earned a bachelor’s degree in speech-language pathology. She then earned her master’s degree in speech-language pathology from Syracuse University in 2007. Besides the seasonal tour business, Gillen also works full time as a speechlanguage pathologist for an area school district, which she declined to name. q Contact Reinhardt at

Binghamton University offers business startup training program in August By Journal Staff

BINGHAMTON — The Binghamton University Small Business Development Center (SBDC) will offer a start-up training program for prospective business owners over three consecutive Wednesdays in August.

The classes — held at 222 Water St. in downtown Binghamton on Aug. 7, 14, and 21 — will allow participants to learn the “tricks of the trade” from professionals on how to assess, plan, and start up a business. Classes will run from 9 a.m. to 4:30 p.m. each day, the university said in a news release.

Participants will discover how to predict business success, how to finance and market products and services, and how to comply with government regulations, according to the release. For a class program and to enroll, contact Ginny Thompson at the SBDC at (607) 777-4026, or email Thompson@ Class size is limited.  

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6B • The Central New York Business Journal

Small Business & Marketing

July 12/19, 2013

Mohawk Valley Chamber is energized for growth Kinetic energy: The energy possessed by a body because of its motion, equal to onehalf the mass of the body times its speed — American Heritage Dictionary. By Norman Poltenson Journal Staff

UTICA — Pamela Germain Matt is the embodiment of kinetic energy. Matt, the executive director of the Mohawk Valley Chamber of Commerce, is a slight woman, thus requiring, according to the law of physics, high speed to achieve her dynamism. Because she also never slows down, one is reminded of the energizer bunny. Matt Matt, an attorney, brought her energy to the chamber position in March 2012, when she became the first woman in 115 years to head the nonprofit business group. “I’m passionate about everything,” Matt declares … “I came to the chamber to grow the membership and to make changes.”

The chamber is comprised of business and business-oriented members dedicated to the development of a prosperous economic climate that enhances commercial growth and the quality of life in the Mohawk Valley, according to the chamber’s vision statement on its website. In her short tenure, the Mohawk Valley Chamber has made a number of changes. “Last June, we joined with CenterState CEO in Syracuse to form an alliance, which includes the Cayuga [County] Chamber [of Commerce]. Jane Amico, Andrew Fish, and I discuss [monthly] regional issues, work together to recruit businesses to the area, and coordinate our legislative agenda to provide a unified voice for the region’s business community … The Mohawk Valley Chamber partners with Benefit Specialists of New York, an arm of CenterState CEO, to offer our members health-care benefits under a marketing/referral agreement,” says Matt. Amico is vice president of chamber services at CenterState CEO while Fish is executive director of the Cayuga County Chamber. Matt is also energized by recognition of her chamber at the national level. “Because of our accreditation last year by the U.S. Chamber of Commerce, we have been cho-

sen to sponsor the U.S. Chamber’s Center for Women in Business event on October 2 here in Utica. The program focuses on women in leadership roles. It’s a great honor both for the chamber and for the community,” says Matt. Change is also apparent in the increased number of women members. “Women are playing a greater role in the [Mohawk Valley] Chamber,” continues the executive director. “We see more [females] at our Business After Hours events, which always draw more than 100 people. They participate in our cash mobs, where our members show up at a local business with $20 to spend on a member-merchant.” Change can be seen in the recent launch of “Catalyst, Watch US Grow.” The group is comprised of area young professionals who want to promote a positive image of the region, promote local pride, create events for their peers, and foster professional development. The new organization is headed by a 13-member steering committee. “Helping business to prosper in a sluggish economy and growing regulatory oversight is a challenge,” says Matt. “But we must be doing something right. Our membership is growing; it’s now at 700 members. [On average], we have 10 new

Auburn’s Uniform Fashions gets new owner by eric reinhardt journal staff

AUBURN — An Auburn business that has provided uniforms for doctors, nurses, emergency-medical technicians, and restaurant workers for more than four decades has a new owner. Auburn native Jenna Meyers acquired Uniform Fashions from previous owner Tammy Flaherty in a transaction that closed on May 17. Meyers declined to disclose the acquisition cost. Meyers is the owner and sole proprietor of the business that operates in a 1,500square-foot space at 145 State St. in Auburn, she says. Flaherty had owned the business since 1998 after the death of her mother, Lucille Bronson, who had previously owned the business. Flaherty sold the business because she was “looking for a change of pace,” says Meyers.   The former owner is also running for the position of town clerk in the town of Owasco, Meyers adds.

Acquiring the business

Prior to acquiring Uniform Fashions, Meyers operated Custard’s Last Stand, her parents’ ice-cream shop in Sennett, since 2009. Before that, she had been living in Boston, working for El Segundo, Calif.–based NC4, a company that handles private-intelligence work for corporations, she says. “I was unhappy, so I moved home,” she explains. Meyers’ mother, Marianne, who has worked as a nurse, is a frequent customer of Uniform Fashions. During a visit in October 2012, Flaherty had mentioned to Meyers’ mother that she was hoping to sell the business.

Marianne shared the information with Jenna, who saw it as an opportunity. “I had always wanted to run a retail store of my own, and it just kind of presented itself,” Meyers says. After some discussion, Flaherty offered Meyers a chance to acquire the business in November 2012, and both sides formally signed the contracts in the middle of January, Meyers says. In financing the acquisition, Meyers secured a loan from Cayuga Lake National Bank but declined to disclose the dollar figure. The Cayuga Women’s Business Trust also provided Meyers $20,000 in collateral for her bank loan. “I was short $20,000, so [Trust founder] Cynthia Aikman pledged to the bank that they would support that $20,000. It works just like a regular loan,” Meyers explains, noting it means she has two loans to pay for the acquisition. Established in 2008, the Cayuga Women’s Business Trust aims to assist women in entrepreneurial ventures by making collateral available to secure small-business loans, according to the website for Women TIES (Together Inspiring Entrepreneurial Success), an organization that works to help women entrepreneurs expand their local, state, and regional marketplace in New York. Meyers also contributed $10,000 of her own money to acquire the business, she notes. Attorney Samuel Giacona of Auburn served as legal counsel for the Jenna Meyers, and attorney Dennis Sedor of Auburn provided a similar service for Flaherty in the transaction, according to Meyers. Meyers began “shadowing” Flaherty on March 1 and has been working in the store since that time, she says.

The first few weeks were “overwhelming,” Meyers says, but has since become more acclimated to her new surroundings. “I’ve settled in. I know what I have and know where I’m going, and I think I have a pretty good handle on it,” she says. Uniform Fashions employs two part-time workers, and Meyers has no plans to add any new employees during 2013, she maintains. The business leases the space from Thomas Hitchcock of Farmboy Graphics, which operates in the same structure. Hitchcock has owned the building since last summer when he purchased it from Flaherty, according to Meyers. Meyers declined to disclose the store’s revenue information but indicated she eventually hopes to boost the store’s sales 15 percent. “It’s a pretty lofty goal, but I think I can get there,” she says. Meyers is hoping to create a website for the store to drive revenue through ecommerce, she notes. “That’s something that we don’t have here now,” she says.

About the business

Founded in 1972, Uniform Fashions is a retail uniform store providing clothing items which include nursing scrubs, shoes, lab coats, chef coats, uniforms for EMT workers and firefighters. “Basically, anything for medical [personnel], restaurant [workers], fire, EMS [emergency-medical services],” Meyers says. “We’re now trying to branch into security [and] police.” She wants to add an embroidery service, as the store provides monogramming for lab coats. Currently, The Printery of Auburn, handles the embroidering duties for the store, she says. “So, I hope to do that in-house, create rev-

members join the chamber every month … What’s really exciting is that the new members are coming on their own [volition], not because we solicited their membership. John F. Kenealy, the chairman of the Mohawk Valley Chamber board and a partner at the Utica law firm of Helmer Johnson Misiaszek & Kenealy, confirms Matt’s energy level. “Pam is engaged everywhere in the community, giving a [high profile] to the chamber. Her actions give relevance to our members,” he says. Matt was raised in Pittsburgh and graduated from Trinity College in Hartford, Conn. She earned a law degree from Duquesne University School of Law in Pittsburgh and began her career as an employment lawyer for Alcoa. Following her move to Utica, Matt held development positions with area colleges and was the human-resources director at Mohawk, Ltd. In 2012, the Mohawk Valley Chamber generated net revenues of $287,857 and expenses of $293,562. The staff includes five full-time employees. Its headquarters is located at 200 Genesee St. in downtown Utica. q Contact Poltenson at enue there,” she says, adding she also wants to enhance the store’s shoe collection. The store’s suppliers for medical uniforms include Cherokee Uniforms, a division of Chatsworth, Calif.–based Strategic Distribution, L.P.; Gardena, Calif.–based Barco Uniforms, Inc.; and Olive Branch, Miss.–based Landau Uniforms, Inc. Corona, Calif.–based Tact Squad provides uniforms for firefighters and emergencymedical service workers. The suppliers also include Geneva, N.Y.–based Uncommon Threads, which is a maker of chef and server coats and other apparel for restaurant workers. In addition, the store sells uniform shoes from suppliers that include Novato, Calif.– based Birkenstock USA, L.P.; Nurse Mates, which is among the brands of Sofft Shoe Company, a division of Greenwich, Conn.– based H.H. Brown Shoe Co., Inc.; and West Grove, Pa.–based Dansko, LLC. The store has operated in its current State Street location since 2004. Lucille Bronson launched the business on Market Street in Auburn before her daughter, Tammy Flaherty, moved it to the Auburn Plaza in Grant Avenue during the 1990s, according to Meyers. Uniform Fashions provides on-site displays at Auburn Community Hospital and Mercy Health & Rehabilitation Center in Auburn three times per year, Meyers says. The employees at each can purchase their uniform through a payroll-deduction system, she adds. The store also provides uniforms for the nursing program at Cayuga Community College and for the culinary and criminaljustice classes at Cayuga-Onondaga Board of Cooperative Education Services, according to Meyers. Meyers is a 2002 graduate of Auburn High School. She graduated from Seton Hall University in New Jersey in 2006 with a bachelor’s degree in diplomacy and international relations. q Contact Reinhardt at


July 12/19, 2013

The Central New York Business Journal • 7B

Heffron Media opens its first office BY ERIC REINHARDT JOURNAL STAFF

BALDWINSVILLE — For the first few months of operation, Brian Heffron handled his new business from his home in Baldwinsville. But now, Heffron Media, LLC has a new home, located in a small office in the Titcomb Center at 52 Oswego St. in Baldwinsville. The office opened on May 1. The firm specializes in graphic design, web development, and marketing for businesses, according to the Heffron Media website. Heffron, who launched the business in April 2012, is the president and sole owner of the marketing and advertising agency. When asked about the square footage of his operating space, Heffron wasn’t sure, but the office has a copier and a desk with a computer and keyboard sitting on top. The computer has the Heffron Media logo as the screen saver. Its website describes the agency as “a studio with big city ideas, right here in Central New York.” The idea is to bring the ideas of larger agencies to small-business owners whose marketing efforts have to be handled “piecemeal,” Heffron says. “They would go one place for the website, talk to somebody else for their logo, somebody would do their business cards,” he says. Heffron wanted to bring those services into “one all-encompassing company” that would provide them service on a more “personal” level. He started the company while still working as a senior web developer for Mindshare, LLC of Syracuse. He called Mindshare a “great company,” but says he’s always had an “entrepreneurial mindset” and decided to branch out on his own. “I always had that urge and that desire to build something on my own from the ground up,” he says. As of now, Heffron is his company’s only full-time employee. Another part-time employee, Corey Heffron, Brian’s brother, handles sales for Heffron Media. He would eventually like to add two or

three additional employees, he says. Heffron Media also works with three “regular” contractors on projects, but Heffron declined to disclose their names. Besides operating his firm, Heffron also focuses on web-development work, believing he became a “very capable” developer through “self-education.” He also believes that some of the contractors with whom he works have more talent in graphic-design creation, so he leaves that part of the job to them. “I think … an important part of running the business is understanding when somebody else can do something better than you — then you should just let them do it,” Heffron says. Heffron rents the space from Dennis Sick of J.D. Sick, Inc. Heffron declined to disclose his monthly lease payment. Dennis Sick is also the owner of the nearby Mohegan Manor, a restaurant and banquet facility, which also includes Club Sushi. Sick’s restaurant business is among the six regular clients that Heffron Media currently services, Heffron says. The firm is working with Mohegan Manor, its banquet facility, and Club Sushi to improve its web presence. Brian Heffron notes he started working with restaurant-owner Dennis Sick before becoming a tenant in the building that Sick owns. Besides Mohegan Manor, Heffron Media has also been handling a website project for artist Patience Brewster, who operates a small, boutique art company in Skaneateles. The project, intended to improve its web presence, has been under way for about a year, Heffron says. The agency also produces display pieces and flyers for Philadelphia–based Aramark Corp. in its work servicing dining halls at colleges and universities, Heffron comments. In addition, Heffron is also working to redevelop the website for Strategic Communications, LLC of Syracuse in an effort to improve its search-engine optimization results, he adds. Heffron declined to disclose how much revenue his agency generated in 2012, but noted he would like to “triple” that revenue



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Brian Heffron, owner of Heffron Media.


figure during 2013. Heffron is a 2001 graduate of Charles W. Baker High School in Baldwinsville. He then studied graphic design at the State University of New York (SUNY) College of Agriculture and Technology at Cobleskill and then technology education at SUNY Oswego, but didn’t graduate from either institution, he says. He started working as a marketing coordinator for Installations Unlimited in Cicero while still attending SUNY Oswego. He eventually decided to focus all his energy on the job, believing he had the necessary expertise to be successful in his work.

“There’s more concentration on the talent than there is having the diploma on the wall. A lot of industries aren’t like that, but [in] this one specifically, your works speaks more than your education does,” he says. Heffron then worked as marketing associate for JADAK Technologies, Inc. in Cicero between December 2008 and December 2010. From there, he went on to join Mindshare as a senior web developer and eventually decided to pursue his own venture.  Contact Reinhardt at

8B • The Central New York Business Journal

July 12/19, 2013

Congratulations to the 2013 Financial Executive of the Year Honorees!

2013 Honorees, Emcee, and Bonadio Group Representatives The Bonadio Group

POMCO Group & Chobani


RUSSELL CLARK Presbyterian Homes & Services, Inc. DALE CORSA Antique Boat Museum BARBARA DEANGELIS Human Technologies Corporation TERRENCE DOWD, JR. POMCO Group JEN HOTCHKISS Cazenovia Equipment Company TERRY INKAWHICH Birnie Bus Service, Inc. JILL KOCH CABVI (Central Association for the Blind and Visually Impaired) CLIFF LAWS Usherwood Office Technology THOMAS LEWIS Johnston Paper Co., Inc. RODNEY MAYETTE Sovena USA, Inc. MARK MCANANEY Haylor, Freyer & Coon, Inc. JAMES MCCONEGHY Chobani MIKE PISCITELL Onondaga Historical Association TERRI TULOWIECKI Elmcrest Children’s Center, Inc. MICHAEL YOUNG BlueRock Energy, Inc. Accountemps

OF THE YEAR Bank of America & Toshiba

Bruce Zicari, Bonadio

June 27, 2013- CNY Business Journal, BizEventz and The Bonadio Group hosted the annual Financial Executive of the Year awards. SRC Arena and Conference Center was a great host for this luncheon where 15 honorees were recognized for their outstanding accomplishments. Representatives of each Honoree’s organization helped in presenting the award by sharing just why these individuals were so deserving. Guests were able to enjoy a networking reception prior to the awards luncheon and ample time to network and celebrate with the honorees.

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