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Beak & Skiff Apple Orchards launches subsidiary, adds café, wine-tasting room

Right: W. Michael Short of Short Enterprises of Syracuse is collaborating with Onondaga Commons, LLC.

BY ERIC REINHARDT

Below: A view of Onondaga Commons at 484 W. Onondaga St.

JOURNAL STAFF

LAFAYETTE — Beak & Skiff Apple Orchards, Inc., a destination for apple-picking Central New Yorkers for more than a century, is opening its 2013 season with a new look and a newly branded product. Beak & Skiff, with offices located at 4472 Cherry Valley Turnpike (U.S. Route 20) in the town of LaFayette, has added a new small-craft distillery, a wholly owned subsidiary that it’s now branding as “1911 Spirits.” Beak & Skiff also expanded its nearby Apple

Hill campus along Lords Hill Road (County Route 80) to include a café, a wine-tasting room, and a larger apple barn, says Danielle Fleckenstein, spokesperson for Beak & Skiff Apple Orchards. Fleckenstein’s husband, Peter, is Beak & Skiff’s appleorchard manager, she says. The business also renovated its retail store on the Apple Hill campus. See BEAK & SKIFF, page 4

 EXPANDED SPACE

ERIC REINHARDT/THE CENTRAL NEW YORK BUSINESS JOURNAL

Onondaga Commons expansion project includes two acquisitions BY ERIC REINHARDT JOURNAL STAFF

SYRACUSE — Onondaga Commons, LLC, the owner of the blue-colored, “L”shaped building along West Onondaga St., has plans to expand the facility and has acquired two adjacent properties as part of the effort. The overall project is referred

Renovation work is completed on the stairwell at TMD. See story and the rest of our Construction & Real Estate special report, Section B.

to as the “Onondaga Commons Comprehensive Expansion,” says W. Michael Short, founder and CEO of Short Enterprises of Syracuse, and the project’s lead developer. “The project is building on the existing footprint of Onondaga Commons and adding two additional properties,”

PHOTO COURTESY OF TESTONE, MARSHALL & DESCENZA

See COMMONS, page 5B

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2 • The Central New York Business Journal

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

Finger Lakes Driving Range sold SKANEATELES — The former Finger Lakes Driving Range, located at 1485 Cherry Valley Turnpike, was recently sold. PH Ventures purchased the property, which included a single-family home, storage facility, and various outbuildings all situated on 35 acres, for $367,500. Bill Evertz of Pyramid Brokerage Company represented the seller in this transaction.

JF Electric leases Falso Drive warehouse DeWITT — JF Electric recently leased 10,942 square feet of warehouse space with outside storage yard at 140 Falso Drive. Gary Cottet of Pyramid Brokerage Company represented the landlord, Skytop Realty LLC, in this lease transaction. Financial arrangements were not disclosed.

Mass Mutual leases office space on South Clinton Street SYRACUSE — Jonathan Sayre of Pyramid Brokerage Company represented Mass Mutual Financial Group in the leasing of 13,250 square feet of professional office space located at 250 South Clinton St. Terms of the lease were not provided.

August 30, 2013

St. Joseph’s Hospital Health Center appoints Price as CFO Prior to her work at Upstate’s Community location, Price served as a strategic planner, project manager, SYRACUSE — St. Joseph’s Hospital and interim CFO in several hospitals located outside the Syracuse Health Center on Aug. 26 area. announced the appointment She performed her duties of Meredith Price as CFO, for those facilities through effective Sept. 1. Wellspring Management She most recently served Services, LLC, which is part as chief-administrative ofof the Chicago–based Huron ficer for Upstate University Consulting Group, Inc. Hospital’s Community cam(NASDAQ: HURN). pus, St. Joseph’s said in a Price has also worked as Price news release. director of finance at Crouse Price brings more than 18 years of varying health-care experi- Hospital in Syracuse and as a consultant for global accounting firm ence to the position. By Eric Reinhardt Journal Staff

Contact Reinhardt at ereinhardt@cnybj.com

Mark’s Pizzeria moving to new location in Auburn By Journal Staff

email your company news to news@cnybj.com

PricewaterhouseCoopers. Price will help St. Joseph’s navigate the future health-care environment in which “quality and finance will be more connected,� Kathryn Ruscitto, president and CEO, said in the news release. “Her financial acumen combined with her knowledge of operations and quality will help propel us forward as we further develop as a healthcare organization,� Ruscitto said. Price, a CPA, holds a bachelor’s degree in business administration from Siena College. q

AUBURN — The 6,256-square-foot building located at 59 Arterial Road West, Auburn, which was formerly

PB5 Restaurant, was recently sold. Joseph Keller purchased the property for $150,000 and will operate Mark’s Pizzeria, which is moving from a nearby location.

Tom Lischak and Alex Lischak of Pyramid Brokerage Company brokered the sale on behalf of the seller, Eastern Savings Bank. q

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The Central New York Business Journal • 3

August 30, 2013

CenterState CEO to hold 2013 Business Showcase at Oncenter BY ERIC REINHARDT JOURNAL STAF F

SYRACUSE — CenterState CEO announced that it will hold its 2013 Business Showcase on Oct. 17 in the convention center at Oncenter. Those attending the showcase, which will include the Economic Champions luncheon, will hear from speakers including Greg Gumbel of CBS Sports, Joe Grafton of the Bozeman, Mont.–based American Independent Business Alliance (AMIBA), and George Bodenheimer, executive chairman at ESPN. CenterState CEO, which describes the event as the “northeast’s largest business showcase,â€? expects it will attract more than 6,000 attendees, the organization said in a news release. In its 21st year, the event will include a networking reception on the showcase floor between 3:30 p.m. and 5:00 p.m., CenterState CEO said. The organization is encouraging exhibitors to sign up early to secure space. CenterState CEO is crediting its partnership with Galaxy Communications, a radio-station operator and event organizer, for some of the “enhancementsâ€? in this year’s show. The two organizations are working to develop the showcase’s new initiatives, sponsorships, and marketing activities, according to CenterState CEO. Area: 00163-07-13 Syracuse-E CLIPPER MAGAZINE JEWISH COMMUNITY CENTER OF “We had a tremendous reaction to last Mail Week: 08/05/2013 Proof Release SYRACUSE PHOTO COURTESY OF CHARLES WAINRIGHT/CENTERSTATE CEO year’s show. We’re bringing top notch, naAccount #: 125216 This ad is the property of Gannett publication and may not be reproduced. Approve By: 07/23/13 Please review your proof carefully. Gannett is not responsible for any error tionally known speakers for this year’s event Syracuse University men’s basketball head coach Jim Boeheim watches as a visitor Tracking #: 2641499.INDD not marked. Contact your Account Service Coordinator: to the CenterState CEO Business Showcase shoots basketballs at last year’s show. MARCI ERLEBACHER and we’re confident that it will be another COUPON PLACEMENT MAY CHANGE PRIOR TO PUBLICATION. Kelly Metz phone: 315-445-2360 great success,â€? Edward (Ed) Levine, presiTeam: 5H email: SMCKENNA@JCCSYR.ORG;smckenna24@ dent and CEO of Galaxy Communications, phone: 717-509-9289 gmail.com email: 5H@cmag.com fax: 315-449-4539 said in the news release. providing strategic direction for ESPN’s tion, chamber of commerce, and economicfax: 717-358-2525 Besides Gumbel and Grafton, ESPN’s global business, how he “quicklyâ€? rose development organization. Sales Rep: Jodi Salamida George Bodenheimer will deliver the key- to lead ESPN, and how he has remained It represents 2,000 members and serves AD OR SUBMIT CHANGESthan BY CLICKING THE APPROPRIATE ABOVE OR SIGN YOUR PROOF FAX TO THE NUMBER ABOVE. New note address at the Economic Champions inAPPROVE a 12-county area of &Central Upstate the YOUR position longer anyone else BUTTON is approved Ad is approved with changes Ad is not approved make changes indicated  Adcompany’s   luncheon, an event intended to honor more in the ď ą history, according to York. than 250 companies for advancing the re- CenterState CEO. gion’s economy, CenterState CEO said. Based in Syracuse, CenterState CEO is Contact Reinhardt at In his keynote address, he will talk about a regional business-leadership organiza- ereinhardt@cnybj.com SIGNATURE

Hop & Goblet formally opens in Utica UTICA — A new grocery store specializing in craft beer and home brew supplies has formally opened in Utica. Hop & Goblet, located at 2007 Genesee St. in South Utica in the Uptown Plaza, held a ribbon-cutting ceremony Wednesday, Aug. 28 with Utica Mayor Robert Palmieri. The store first opened for business on July 15. Hop & Goblet, owned by Colin and Chris Hubbell, also offered a beer tasting on Aug. 28, featuring local brewery Good Nature Brewing, which is based in Hamilton. ď ą

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4 • The Central New York Business Journal

August 30, 2013

BEAK & SKIFF: The new 7,500-square-foot addition bears the name “1911” on its roof Continued from page 1

The expansion project “was always part of the plan,” Fleckenstein says. “The difficult year last year reinforced to us the need to diversify and have other sources of revenue [for] the business, so that when we do have a tough year in one aspect of the business, we can make up for it in other spots,” she adds. Beak & Skiff dealt with one of its “toughest” years in 2012 as the spring frost “destroyed” much of the apple crop, according to Fleckenstein. The difficult year was “part of the reason” Beak & Skiff expanded the Apple Hill campus and “put so much energy and effort” into its spirits business, figuring the added product line can “help us in tougher years … over the long term,” she says.

1911 Spirits

Beak & Skiff in 2009 started making apple wines, which Fleckenstein described as a “way to get our feet wet in the alcohol side of the business.” The company produced apple wines and ciders, which were under the name Beak & Skiff. A few years later, Steve Morse, the company’s master distiller, figured out a way to make vodka from the apples, she says. After refining the process, Beak & Skiff eventually launched a vodka product. From “tree to bottle,” the process and ingredients are controlled in-house to produce handcrafted, small-batch spirits and artisanal-hard ciders, Fleckenstein says. The company in February renamed its vodka and spirit products “1911 Spirits,” she adds.

About Beak & Skiff

ERIC REINHARDT/THE CENTRAL NEW YORK BUSINESS JOURNAL

Beak & Skiff Apple Orchards, Inc. added a barn with a café and wine-tasting room to its Apple Hill campus in LaFayette that features products from the company’s wholly owned subsidiary, 1911 Spirits. Beak & Skiff had been introducing its vodka to customers prior to its official public announcement of the 1911 Spirits name on Aug. 5. The name 1911 Spirits is taken from the year that Andrew Beak & George Skiff founded the apple orchards. The Beak and Skiff families remain the owners of the orchard to this day, says Fleckenstein. In addition to its own wine-tasting room, 1911 Spirits is selling its small-batch vodka in the shops on board Carnival, Royal Caribbean, Celebrity, and Norwegian Cruise Lines, Fleckenstein says.

Expanding Apple Hill campus

Beak & Skiff began working with Woodford Bros., Inc. of Apulia Station on design concepts for the tasting room and café

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last fall. Construction on the tasting room and café started in the spring and “moved pretty rapidly” to finish the work ahead of the opening on Aug. 23. The new 7,500-square-foot addition bears the name “1911” on its roof. “Although this is new construction, the entire interior is made out of reclaimed wood from several barns in Pennsylvania that are of the same vintage of our generalstore building,” Fleckenstein says. Just down the hill, D Featherstone Construction, LLC of Tully handled the “complete remodel” of the 3,000-square-foot general-store building on the Apple Hill campus, she says. The work on the exterior included a new roof, siding, and a new coat of paint. The interior work opened the space for more product sales and easier customer movement. The retail store sells apple-based products, including butter, salsa, jam, along with local cheeses, apple cider, honey, and fudge, Fleckenstein says. Beak & Skiff also expanded its bakery area in the same store to offer more products, she adds. In between the retail store and the 1911 barn with the tasting room and café, Beak & Skiff also “quadrupled” the size of the apple barn from about 500 square feet to about 2,000 square feet. The expanded space allows for more coldstorage capacity for apples and a smaller apple-sorting line, she says. Beak & Skiff declined to disclose the cost of the expansion or how the company financed the project, according to Fleckenstein.

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Beak & Skiff Apple Orchards covers more than 700 acres of land off the Cherry Valley Turnpike (Route 20), including 400 farmable acres, Fleckenstein says. “This spring, alone, we planted 15,000 new trees on some of that land. The rest of the acreage is made up of storage facilities, coolers, offices, packing lines, and other buildings that serve our business,” Fleckenstein says. The trees planted in 2013 are part of a “big investment” in Beak & Skiff’s orchard. The business also intends to plant 10,000 new trees next year. “Some of that is to increase the amount of farmable acres that we have. Some of it is to replace older trees that have … reached the end of their life cycle that we can put new, more productive trees in their place,” she says. The 2013 apple crop is looking “great” following “limited” weather issues this past spring, according to Fleckenstein. During its peak season in late summer and autumn, Beak & Skiff employs a mix of about 150 full- and part-time people across all areas of its business, including the Apple Hill campus, the packing line, cider mill, and orchard operations. It employs about 40 full-time workers the remainder of the year, according to Fleckenstein. With the expansion of the 1911 Spirits business and the new tasting room and café, Beak & Skiff has increased the number of full-time, year-round positions. “We’ve hired a full-time food manager / chef, a full-time tasting-room employee, and some sales representatives for 1911 Spirits,” she says. Beak & Skiff has also added a junior distiller, who serves in a full-time capacity, she adds. Beak & Skiff’s customer base includes the apple-picking general public, and area grocery-store chains through its wholesale business. “Our customer base is expanding to those people that have really started to follow our spirits line and have an appreciation for premium vodka and gin, as well as hard cider,” she says. Fleckenstein declined to specifically name the local customers of its wholesale business but they include “all the major local grocery chains, as well as some small, independent grocers carry our products throughout the Syracuse area,” she says. 

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The Central New York Business Journal • 5

August 30, 2013

BAE Systems technology to power Elmira Savings Bank new rapid-transit buses in California expands into Broome BY JOURNAL STAFF

ENDICOTT — BAE Systems, Inc. announced that its hybrid-propulsion system will power a fleet of new rapid-transit buses for the Santa Clara Valley Transportation Authority in San Jose, Calif. The development and production of these hybrid-propulsion systems will be conducted at BAE Systems’ Endicott plant, with the first delivery scheduled for 2014, BAE Systems said in a news release. Winnipeg, Manitoba–based New Flyer Industries, Inc. selected the technology for use on the new 60-foot, low-floor, rapid-transit buses, BAE Systems said. New Flyer Industries will provide up to 29 articulated-hybrid buses for the transit agency, with an option for up to 20 additional buses at a later date. Articulated buses are comprised of a singledeck design with two rigid sections linked by a pivoting joint, allowing for higher-passenger capacity, BAE Systems said. Santa Clara’s new articulated buses will include the HDS300 system, Steve Trichka, vice president and general manager of HybriDrive Solutions at BAE Systems, said in the news release. “The HDS300 system is derived from the same product line that powers 40-foot buses, so transit authorities can now benefit from the commonality of HybriDrive propulsion systems across all types

of hybrid vehicles in their fleets,” Trichka said. The company made a similar announcement about this system in April. BAE Systems on April 24 announced it will provide its hybrid-propulsion system on 475 Nova hybrid-electric buses for the Association du transport urbain du Quebec (ATUQ). The firm’s HybriDrive propulsion system powers nearly 4,000 buses worldwide and is the “most successful series system” in operation, the company contends. Buses equipped with the HybriDrive series propulsion system have travelled more than 600 million miles, prevented more than 520,000 tons of carbon-dioxide emissions, and saved more than 38 million gallons of diesel fuel, according to BAE Systems. Headquartered in Arlington, Va., BAE Systems, Inc. is the U.S. subsidiary of BAE Systems plc, a global defense, security and aerospace company. Its Endicott plant is located on Clark Street. BAE Systems, Inc. designs, develops, and manufactures a wide range of electronic systems and subsystems for both military and commercial applications; produces specialized security and protection products for law enforcement and first responders; and designs, develops, produces, and provides service support of armored-combat vehicles, artillery systems, and munitions. Its website says the firm employs more than 88,000 globally. That figure includes about 1,350 employees in Central New York. 

County with loan office BY JOURNAL STAFF

ELMIRA — Elmira Savings Bank (NASDAQ: ESBK) announced it is establishing a physical presence in Broome County with an office in Vestal that will focus on making loans. The limited-service, loan-production office, located at 3439 Vestal Parkway E. in Vestal, is set to open on Sept. 3. “We are very pleased to be extending our geographic footprint into Broome County, New York, and look forward to partnering with the real estate commu-

nity in that market,” Thomas M. Carr, president and chief operating officer, said in a news release. The office will focus initially on making residential mortgage loans and will be staffed by three employees, according to Carr. Elmira Savings Bank, with $517.1 million in total assets, is a state-chartered bank with six offices in Chemung County, three offices and a loan center in Tompkins County, two offices in Steuben County, one office in Cayuga County, one office in Schuyler County, and a loan center in Cortland County. 

Reach us on the Web www.bizeventz.com


6 • The Central New York Business Journal

August 30, 2013

Business truisms that aren’t true — and that cause trouble

S

ome business ideas seem to have a life of their own, particularly since they sound so reasonable. They’re so much a part of the culture and so obvious that they go unchallenged, requiring neither proof nor explanation. Since they’re “self-evident,” they gain truism status. But once unmasked, they’re revealed to be what they really are –– untrue. But that’s not all. Some truisms are not only false, but they VIEWPOINT also can also be downright dangerous. Here are seven popular business truisms that deserve a closer look.

JOHN R. GRAHAM

1. “It takes money to make money.”

This one is so obvious that it has earned a permanent place in the pantheon of business lore. Yet, it has taken on a life of its own for a less than obvious reason. Strangely enough, it may survive because it offers unparalleled comfort. “Comfort?” you say. How could not having money be consoling? Because if I believe that it takes money to make money and I don’t have money, then I’m off the hook — home free. Why work hard, be persistent, make sacrifices, put yourself at risk, or even try when the cards are stacked against you? In other words, if it takes money to

make money, why waste your time trying to climb the ladder of success when you lack what it takes to do it? We put limits on ourselves when we permit an idea such as this to guide us.

2. “I know, but it’s a tax-deductible expense.”

The worst money mistake I ever made was agreeing to make a presentation at a conference that was scheduled halfway across the country. The conference organizer held out the occasion as an opportunity to meet and present to possible clients. He described it as “a free pass to the hen house.” This was his justification for not paying a speaker’s fee or covering travel expenses. I can still hear myself justifying spending the money since at least the expenses were tax deductible. One way or another, everyone in business is lured into footing the bill for things that may not be worthwhile. Just because something may be tax deductible doesn’t make it a smart move. There are times when doing something for free makes sense; just don’t justify doing it because it’s tax deductible.

3. “The harder you work, the luckier you get.”

How could anyone question this idea? It not only seems so obvious, but it’s also ingrained in our culture. All that’s needed is to hear it enough times and we become believers. Not too long ago, insurance agents were lured into the business with a compelling

enticement: “Work hard in the business for 20 years and then the business will work hard for you for the next 20 years.” Many professions offered similar lures. It sounds like a good deal: If you pay your dues, there will be a positive payoff. Of course, the reality is quite different. There’s no guarantee to “get lucky” just by working hard. Today, such effort may not guarantee getting or keeping a job, having your business survive, or living comfortably in retirement. Or, to put it another way, entitlement is a myth.

4. “Look at it from 30,000 feet.”

Seeing the big picture is certainly helpful when it comes to keeping things in perspective. At the same time, it can ignore the reality of coming face-to-face with problems. Looking at wildfires or a flood from the window of airplane is quite different from what someone sees when fleeing a home engulfed in flames, waits to be rescued from the rising waters of a raging river, or is a first responder to a threatening situation. Some in business can take too much pride in being “big picture” people and do a disservice to those who don’t fly quite so high. Because they fight the frontline battles, put out endless fires, correct the mistakes, satisfy customers, make things happen, or all of the above, they may the best resource for solving and identifying problems.

It’s a given that it takes a certain amount of self-confidence to do well in business. But quite often, as we’ve all seen, self-confidence races out of control, leaving a trail of destruction in its wake. There are those who know all the answers, believe they do everything right, make brilliant decisions, possess the formula for success, fabricate facts –– and focus attention on themselves rather than the company or their customers. This can be a dangerous game today, particularly when it’s so easy to be tripped up by increased transparency. Once again, the emperor has no clothes.

6. “If you’re not part of the solution, you’re part of the problem.”

Wow, that’s not only tough talk, but it’s also nonsense. We all face enough challenges without adding ideas that only make our task even more difficult and demanding –– and this is one of them. For some people, there are only two teams, two views, two answers, two ways of doing things, and two attitudes: one is right and the other is wrong. That’s it. With a duality mindset, we create the enormous problem of cutting ourselves off from the many “shades of grey” and reducing complicated problems to simple solutions.

7. “You can BS others but you can’t BS yourself.”

And, finally, here’s the granddaddy of

5. “You have to believe in yourself.”

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The Central New York Business Journal • 7

August 30, 2013

Sponsored by:

BUSINESS JOURNAL NEWS NETWORK

Utica Comets hockey club gets ready for inaugural season BY ERIC REINHARDT JOURNAL STAFF

UTICA — A few of the Upstate opponents of the Utica Comets will get to know minorleague hockey’s newest team early in the upcoming season. The Utica Comets, the American Hockey League (AHL) minor-league affiliate of the National Hockey League’s Vancouver Canucks, will begin their inaugural season visiting the Rochester Americans on Oct. 11 and visiting the Albany Devils the following night on Oct. 12, according to the team’s website. The Comets will host the Devils for their home opener in the Utica Memorial Auditorium, locally known as the “Aud,” on Oct. 23. Utica will then host the Syracuse Crunch two days later on Oct. 25, the website says. With Syracuse, Rochester, Binghamton, and Albany already as AHL markets, the Comets have ready-made rivalries without even “dropping the puck,” says Robert (Rob) Esche, president of Mohawk Valley Gardens, Inc. and the Utica Comets. “We have a lot of areas around that are within a couple hours that … without even playing a game, you already have a rivalry,” says Esche, an area native and former professional hockey player. New York Gov. Andrew Cuomo announced June 14 that the Comets would relocate from Peoria, Ill. and play their games in the Utica Memorial Auditorium, which construction crews are renovating ahead of the upcoming season. Mohawk Valley Gardens, Inc. operates the AHL franchise for the Vancouver Canucks, which own the affiliation. The operator is located inside the arena at 400 Oriskany St. West. in Utica. Esche is among eight people who are partners in Mohawk Valley Gardens, he says. The partners also include Frank DuRoss, a long time entrepreneur and AHL hockey owner, according to Esche.

PHOTO COURTESY OF LINDSAY A. MOGLE/UTICA COMETS

Laurence Gilman, assistant general manager of the Vancouver Canucks of the National Hockey League, left, stands with Robert (Rob) Esche, president of the Utica Comets, at the June 14 announcement that the American Hockey League franchise would begin play this fall.

The partners established Mohawk Valley Gardens to handle day-to-day operations for the Utica Comets. It has three subsidiary branches, including the Utica Comets, Orb Food and Beverage, LLC, and Garden Entertainment, LLC, Esche says. The Utica Comets has 15 employees; Orb Food and Beverage employs four fulltime workers and will hire hourly employees for more than 85 events; and Garden Entertainment, which is in charge of operations at the Utica Memorial Auditorium, has between eight and 10 employees, according to Esche. The team has already started selling season tickets but won’t offer individual game tickets for sale until Oct. 1.

“We’re very enthused with our [season]ticket sales,” Esche says. He declined to offer a revenue projection for the Utica Comets, saying the team’s performance will dictate how much revenue it raises in sales of tickets, merchandise, and concessions. Players will arrive in Utica on Sept. 23, he says. The state’s investment in renovating and “modernizing” the 4,000-seat Utica Memorial Auditorium, was “critical” to the team management’s decision to move to Utica, according to the governor’s office. The state announced $5 million in renovation work to enhance the Aud to meet professional-hockey standards and to improve the facility for use by the Utica

College hockey program and its fans, the governor’s office said. The bid process for renovations at the Utica Memorial Auditorium started following the official announcement on June 14. Construction kicked off in mid-July. “That’s still going on now under a very aggressive schedule,” Esche says. Poncell Construction, Inc. of Utica handled the demolition work on walls and partitions. National Building & Restoration Corp. of Utica serves as the general contractor on the project. H.J. Brandeles Corp. of Utica is handling the mechanical aspects of the project. With the renovation work, the facility will also be “more competitive” for other non-hockey events such as concerts, trade shows, and other athletic events, which will help spur economic activity in downtown Utica, the governor contended in his June 14 announcement. Esche started his push to bring a minorleague hockey franchise to Utica in the middle of 2012, with the understanding he’d need to secure state funding to renovate the Aud and approval from the authority that oversees the Utica Memorial Auditorium. “They [authority members] became willing and able partners and everything kind of meshed together seamlessly at the right time,” he says. A native of Marcy, Esche attended Whitesboro High School but graduated from a school in the Detroit area before the NHL’s Phoenix Coyotes drafted him in 1996, he says. The Coyotes traded Esche to Philadelphia, where he helped lead the Flyers to the 2004 Eastern Conference Finals, only to lose to the eventual Stanley Cup champion Tampa Bay Lightning. He later played with SKA St. Petersburg and Dynamo-Minsk in Russia and the SCL Tigers in Switzerland.  Contact Reinhardt at ereinhardt@cnybj.com


8 • The Central New York Business Journal

All The King’s Men T

he King travelled through upstate New York last week (Aug. 23-24). If you witnessed up close any of President Obama’s arrivals and departures, you might be forgiven for thinking this. You would have seen hundreds of advance guys — the buttonholed people. They pored over the backgrounds of thousands. They staked out the buildings. They secreted themselves in sniper positions. They electronically scanned the sites for bugs, cameras, and weapons. MONEY They hid themselves TALK among the crowds. Then came the more visible entourage. In buses and limos, and limos, and mini-limos. And police cars, vans, motorcycles, and armored vehicles of all sorts. We had sirens, flashing lights, and helicopters. The President’s entourage numbers thousands. From food tasters to nuclear-button suitcase carriers. From hairdressers to makeup artists. From wardrobe people to car-polishers. The parade is longer than when Ringling Brothers used to roll into town. Then there is the army of hangers-on. All the local politicians who glom on to the parade. So they can bask in the regal aura. They thirst to be seen with the president. And, don’t forget the regiments of speech doctors and political hacks and teleprompter guys who surround the president whenever he walks around the block.

TOM MORGAN

August 30, 2013

This is not President Obama’s creation. But with every new president, the numbers grow. And I am simply wondering if all this is necessary. When any of our presidents travel, they take a city with them. I can understand the security concerns. But what are all these other warm bodies doing? Is all of this costly stuff necessary? The nuclear suitcase, for instance. And all the hush-hush hoopla that goes with it. Who on this earth are we going to launch a missile at? Who on this earth is remotely likely to launch one at us? With the cold war gone, who is left? Somebody from Yemen, armed with Stinger missiles. When they let off a devastating weapon in a Walmart in Cleveland, what will we do? “Here, Mr. President. Press this button and we bomb Yemen. And it is vitally important, sir, that we do this from Syracuse.” C’mon. As for the countless important people who accompany the president, don’t they have cell phones? If his royalship needed their input, couldn’t they Tweet each other? The media people sometimes outnumber the audiences. Why? How many cameras do they need to record the president walking to a podium and locking onto his teleprompter? I could go on. But you get the idea. It costs this country a million bucks when our presidents stroll across a street and eat a hot dog. Because we have come to treat presidents as if they are royalty. Or maybe gods. In a sense, we have elevated the position above both. Budgets for genuine royalty have been trimmed in the few countries that host them. And, God gets ignored in many places. In fact, if God put in an appearance upstate, he probably could not afford a 100car motorcade. From Tom...as 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 www.tomasinmorgan.com

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

I’m excited to visit all the new stores and restaurants at Destiny USA? Total Responses: 115

No Opinion

9%

Somewhat Disagree

9%

37% Strongly Agree

Strongly Disagree 12%

34%

 Visit cnybj.com to answer this week’s poll: Where do you typically shop for your groceries?

Somewhat Agree

This survey is not a scientific sampling, but offers a quick view of what readers are thinking.

GRAHAM: It’s far easier to BS ourselves than others Continued from page 6

them all. If only it were true –– but it isn’t. While self-deception is complicated, most of us are masters at the everyday garden variety: convincing ourselves –– and then others –– something we want to be true is, in fact, true. And it’s a useful tool for shaping the way others see us. Here’s just one example of how we BS ourselves in business: résumés and business bios (see LinkedIn) — facts are fudged, twisted, exaggerated, and ignored. And, claims are made that stretch credibility beyond the breaking point, and achievements are piled as high as an elephant’s eye (and every week, the pile grows higher).

Many are little more than exercises in creative writing. All of which suggests that it’s far easier to BS ourselves than it is others. And there may be nothing worse than selfdeception. There you have it: seven business truisms that aren’t just untrue, they’re dangerous because they limit success, undermine credibility, create distrust, and inhibit achievement.  John R. Graham of GrahamComm is a marketing and sales consultant and business writer. He publishes a monthly eBulletin, “No Nonsense Marketing & Sales.” Contact him at johnrg31@me.com, or visit johnrgraham.com

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The Central New York Business Journal • 9

August 30, 2013

BUSINESS JOURNAL C E N T R A L

N E W

Y O R K

Volume 27, No. 35 - August 30, 2013 NEWS Editor-in-Chief .......................Adam Rombel arombel@cnybj.com Associate Editor ............Maria J. Carbonaro mcarbonaro@cnybj.com Staff Writers ............................. Eric Reinhardt ereinhardt@cnybj.com ....................................................Norm Poltenson npoltenson@cnybj.com Contributing Writers ...............Traci DeLore Columnists ......................................Will Barclay Tom Morgan Production Manager ......................Erin Zehr ewebb@cnybj.com Research Manager................. Nicole Collins ncollins@cnybj.com SALES Sr. Account Managers ...................................... Bernard B. Bregman bbregman@cnybj.com Mary LaMacchia mlamacchia@cnybj.com Account Manager................... Daniel Buddie dbuddie@cnybj.com

OPINION

Welfare to work: Why bother!

B

ack in 1995, the Cato Institute published a study entitled, “The Work vs. Welfare Trade-Off,” which analyzed welfare benefits in all 50 states, and concluded they were a disincentive to work. A year later, the Congress enacted, and President Clinton signed, welfare-reform legislation that ended Aid to Families with Dependent Children, replacing it with the Temporary Assistance to Needy Families (TANF) program. This year, the Cato Institute reviewed the work-to-welfare tradeoff and found that our welfare policy is still a FROM THE disincentive for people PUBLISHER to move from welfare to work. Here’s what the study found. Nationwide, less than 42 percent of adult welfare recipients work. Caveat: the 42 percent figure is probably high because “work activities” such as job training and job search are counted as work. Cato concludes that less than 20 percent of welfare recipients have unsubsidized, private-sector

NORMAN POLTENSON

CIRCULATION Circulation Management...(315) 579-3927 ADMINISTRATIVE

Chief Operating Officer .....Marny Nesher mnesher@cnybj.com Business Manager .................... Kurt Bramer kbramer@cnybj.com

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

ceive multiple benefits. Despite help from the earned-income tax credit, the child-tax credit, and other aid to transition from work to welfare, those who opt out of welfare must be prepared to pay for items such as transportation, childcare, and clothing. For all of the hoopla associated with welfare reform back in 1996, not much has changed, except that the level of benefits for New York state recipients is more generous. While welfare recipients are required to work or participate in a job search, the definition of work activity is so broad as to exempt the majority on welfare and the benefits so generous that a recipient can earn more on welfare than in the workplace. The result is a huge financial burden to taxpayers and a trap for many recipients who choose leisure over work. Any idea that the nation has a public policy to encourage work over welfare is belied by the figures. Until we reduce the current benefit level and tighten the eligibility standards, nothing will change. Under these circumstances, deciding to draw welfare and not work is a purely rational choice.  Norman Poltenson is publisher of The Central New York Business Journal. Contact him at npoltenson@cnybj.com

New Lake-Level Plan Leaves Questions Unanswered

Marketing ......................BBB Marketing Inc.

Publisher..........................Norman Poltenson npoltenson@cnybj.com

jobs. Tracking welfare requires following 126 different federal programs in the form of cash, food, housing, medical care, utility assistance, etc., of which 72 either provide cash or in-kind benefits to recipients. The remaining programs are either targeted to communities or are categorical, such as belonging to a disadvantaged group. To this number, add a multitude of state, county, and municipal programs. Federal and state welfare programs combined now cost taxpayers nearly $1 trillion annually. I focused just on New York state to measure the disincentive to move from welfare to work. In inflation-adjusted terms, for a mother with two dependent children, New York has increased its welfare-benefits package between 1995 and 2013 from $33,430 to $38,004, a 13.7 percent increase. Keep in mind that the above numbers are after-tax dollars. A working person in New York must earn $43,700 in gross wages to net the $38,004. Based on a work-year of 2,080 hours, that’s the equivalent of just over $21 per hour or 110.5 percent of the state’s median salary. Clearly, not all welfare recipients utilize all of the programs available, but those on welfare for long periods are likely to re-

T

here is a new water-level plan proposed for Lake Ontario that will threaten shoreline property, recreational activity, and damage public infrastructure. Plan 2014 has been proposed by the International Joint Commission (IJC). The IJC is comprised of six members from Canada and the U.S. It was created to help handle issues in shared waters, such as the Great Lakes. Proponents of the plan say Plan 2014 will return the lake levels to a more natural state, and therefore, create higher OPINION highs and lower lows, depending on the time of year. I fear these new highs and lows will have a significant and detrimental impact on all property and business owners along Lake Ontario, and communities have not been given enough consideration with this new study. Lake Ontario water levels are adjusted by the Moses-Saunders dam at Cornwall, Ont., and Massena, N.Y., which was built in the 1950s in order to produce hydropower and permit larger ships to navigate between Montreal and Lake Ontario. The current lake plan system has been in place since 1958 and generally keeps levels within an expected range. It has worked for 60 years, keeps water more contained, and property along the shore generally protected from

WILL BARCLAY

storms, high waves, and flooding. I agree that we need to create policies and management plans that will better our environment. In this case, however, the environmental benefits to implementing such a plan are not being made clear. Some have said muskrats will multiply with this new plan. Muskrats are already prolific. Another advantage that has been mentioned is Northern Pike will flourish; however, they too exist in healthy numbers. I also understand Plan 2014 may increase our ability to harness more hydropower, but the property, community, and infrastructure damage it will cause surely outweighs the expected increase in hydropower. The increased volume of the lake may not allow water to freeze. Without the ice and snow build-up, this inhibits natural storm shore protection during the winter Another aspect missing from Plan 2014 is it does not make provisions for homeowners along the shore, for when their property floods and erodes, and property value likely decreases and flood insurance increases. While the study contains detailed data outlining how wildlife will be impacted with charts, it does not include estimates of private or public property loss, job losses, loss of tourism revenue, or cost to prevent floods, all of which are important to the many communities and residents that will be affected by any lake plan. Homeowners along the shore, however, estimate that along a six-county region, there are 10,025 private and public parcels with a total assessed value of $3.7 billion.

This property has a few effects on the economy and local tax bases:  An average 4 percent property and school tax rate yields $148 million annually, which supports local economies.  At an average of 1 percent (data found on cost of annual maintenance of property), the annual cost to maintain the properties equals $37 million into local economies. Since property maintenance involves most likely taxable products, this equals a loss of $2.96 million per year to state and local governments.  If just 10 percent of properties are damaged due to Plan 2014, this will equal damages amounting to $370 million. The public had until Aug. 30 to submit comments. Many local municipalities, counties, and landowners have already voiced opposition to the plan. Some municipalities have put forth resolutions calling for further study on the impact this will have on communities. Many others, however, have unfortunately voiced support for the proposed plan, including some federal representatives. Both the Canadian and U.S. federal governments will decide whether or not to implement the plan. There is more information available to the public at http://ijc.org/en_/losl.  William (Will) A. Barclay is the Republican representative of the 120th New York Assembly District, which encompasses most of Oswego County, including the cities of Oswego and Fulton, as well as the town of Lysander in Onondaga County and town of Ellisburg in Jefferson County. Contact him at barclaw@assembly.state.ny.us.


10 • The Central New York Business Journal

August 30, 2013

Business alendar C

OF EVENTS

september 4 n Cayuga County Chamber of Commerce Creme Della Cremes Brown Bag Lunch, Writing Case Studies from noon to 1:30 p.m. at 2 State St., Auburn. To RSVP, call (315) 252-7291 or email: admin@ cayugacountychamber.com

september 6 n 7 Habits of 7 Highly Successful People seminar from 7:30 to 10 a.m. CenterState CEO members will listen to seven speakers share seven habits they feel have helped them become successful. In about 90 minutes, attendees will receive 49 candid, timetested lessons and personal habits that the presenters have used throughout their careers. Contact Lisa Metot with any questions at (315) 470-1870 or email: lmetot@ centerstateceo.com n CNY ASTD Breakfast Club from 7:30 to 9 a.m. at The Gem Diner, 832 Spencer St., Syracuse. This is an informal group for discussions on areas of expertise in learning and development roles. The topic this week is: “Managing Learning Programs.” For details, call (315) 546-2783 or email: info@ cnyastd.org

Ownership Resource Center, which is an entrepreneurial assistance program serving nine counties of the Southern Tier and Finger Lakes Region. The program is designed to help participants, especially women and minorities, succeed in starting their own business. For additional information concerning this program, call (607) 249-6193.

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.

SEPTEMBER 11 n Introduction to Business Start-Up from 4 to 6 p.m. at the Onondaga Community College Small Business Development Center. The cost is $30. To register or obtain more information, call (315) 498-6070.

SEPTEMBER 10

SEPTEMBER 12

n Health Care Benefits in 2014 and Beyond: A Strategy That Will Get You Through presentation at 7:30 a.m. at the DoubleTree by Hilton Hotel Syracuse, located near Carrier Circle. This is a breakfast program presented by the CNY Chapter of Society for Human Resource Management regarding the many changes brought about by health-care reform. Event speakers include Neil Strodel, vice president, Benefit Consulting Group, and Geoff Gerbasi, underwriting analyst, Gallagher Benefits Services Group, Inc. Registration is $45 for members, $55 for non-members, $20 for students and members in transition. Contact admin@cnyshrm.org or visit www. cnyshrm.org to register for this event.

n SBC Network Luncheon from 11:45 a.m. to 1:15 p.m. in the Greater Binghamton area, Endwell Greens, 3675 Sally Piper Road, Endwell. For details, contact Chrsitine Stezzi at (607) 772-8860 or email: cstezzi@binghamtonchamber.com

n Health Care Reform for Small Business seminar from 7:30 to 8:30 a.m. at the Oneida Healthcare Center. Presented by the Greater Oneida Chamber of Commerce, the seminar features John Romancik, of Benefit Specialists of NY, and Diane Basile, of Excellus BlueCross BlueShield, as speakers. No charge for Greater Oneida Chamber members; the cost is $15 for nonmembers. Space is limited to 30 people. Registration is on a first-come, first-serve basis. All registrations must be received by Sept. 9. Contact the chamber by email at office@ oneidachamberny.org, by visiting www. oneidachamberny.org, or by calling (315) 363-4300.

SEPTEMBER 10, 11, 17, 18, 24, 25, OCTOBER 1, 2, 8, 9, 15, 16, 22, 23, 29, 30 n Fall Training Session for Small Business at 106 Chemung St., Waverly. This training session is presented by Worker

n Tioga County Chamber of Commerce Human Resources Roundtable from 8 to 9:30 a.m. at State Line Auto Auction Inc., 830 Talmadge Hill Road South, Waverly. The topic is the New York Health Benefit Exchange. This is the 37th in a series of human-resources panel discussions to benefit businesses in Tioga County. The moderator will be Jim Franz, attorney at Hinman, Howard & Kattell, LLP, and the panelist will be Joseph Muldoon of the New York Health Benefit Exchange. There is no charge for Tioga County Chamber of Commerce members. Advance reservations are required. Contact the Tioga County Chamber of Commerce at (607) 687-2020.

SEPTEMBER 19 n Inspiring Success — The Women TIES Retreat from 8 a.m. to 5 p.m. at the Lodge at Welch Allyn, Skaneateles. There will also be a post-event reception at Mirbeau Inn & Spa from 5:30 to 6:30 p.m. For event information, visit www.womenties.com n Cayuga County Chamber of Commerce Business At Noon from 11:30 a.m. to 130 p.m. at Case Mansion. To RSVP, call (315) 252-7291 or email: admin@cayugacountychamber.com n The Greater Oneida Chamber of Commerce Annual Job & College Fair

from 10 a.m. to 6 p.m. at Kallet Civic Center. This event is free to the public. For details regarding booth rentals or advertising, contact the chamber at (315) 363-4300, email: office@oneidachamberny.org, or visit www. oneidachamberny.org n CNY ASTD Member Orientation from 7:30 to 9 a.m. at Sandler Training/ DB&B Peak Performance Management, 443 N. Franklin St., Suite 100, Syracuse. Complimentary attendance. Register at www.cnyastd.org, call (315) 546-2783, or email: info@cnyastd.org.

SEPTEMBER 24 n Speed Networking event from 7:30 to 10 a.m. at CenterState CEO, 572 S. Salina St., Syracuse. Bring your business cards for this opportunity to network with other CenterState CEO members in a smallgroup setting. In addition to informal networking, attendees will have the opportunity to share their one to two minute “pitch” with other participants. For details and registration information, visit www. CenterStateCEO.com n Growing Global Sales from 7:30 a.m. to noon at the Sheraton Hotel, Syracuse. For details or information regarding sponsorship opportunities, contact Joyl Clance at (315) 579-3017 or email: jclance@bizeventz n What in the World is a LMS? discussion from 7:30 to 11:30 a.m. at New Horizons of Syracuse, 6711 Towpath Road, Suite 100, DeWitt. This CNY ASTD session will discuss learning management systems (LMS), how they can benefit an organization, and how they work. The cost is $40 for ASTD members and $60 for nonmembers. To register, visit www.cnyastd.org, call (315) 546-2783, or email: info@cnyastd.org

SEPTEMBER 25 n Introduction to Business Start-Up from 4 to 6 p.m. at Onondaga Community College Small Business Development Center. The cost is $30. To register or obtain more information, call (315) 498-6070.

October 4 n CNY ASTD Breakfast Club from 7:30 to 9 a.m. at the Gem Diner, 832 Spencer St., Syracuse. This is an informal group for discussions on areas of expertise in learning and development roles. The topic will be knowledge management. For more information, call (315) 546-2783 or email: info@ cnyastd.org n Training Workshop: Connecting Grantseekers with Grantmakers from 9:15 to 10:30 a.m. at Robert P. Kinchen Central Library. This is a free workshop for 501(c)(3) nonprofit organizations. Learn about the resources and services of the Nonprofit Resource Center and receive hands-on training and strategies for searching the Foundation Directory Online database to locate new funding prospects.

Meet on the 3rd floor of the Central Library for collection orientation. Call the Central Library at (315) 435-1900 to pre-register or to find out about scheduling on-site group training.

October 10 n Tioga County Chamber of Commerce Annual Business Show from 9:30 a.m. to 4 p.m. at Owego Treadway Inn & Conference Center. Call the chamber at (607) 687-2020 for more information about the event, including attending the show and sponsorship opportunities.

december 6 n Training Workshop: Connecting Grantseekers with Grantmakers from 9:15 to 10:30 a.m. at Robert P. Kinchen Central Library. This is a free workshop for 501(c)(3) nonprofit organizations. Learn about the resources and services of the Nonprofit Resource Center and receive hands-on training and strategies for searching the Foundation Directory Online database to locate new funding prospects. Meet on the 3rd floor of the Central Library for collection orientation. Call the Central Library at (315) 435-1900 to pre-register or to find out about scheduling on-site group training.

ONGOING EVENTS n Every Tuesday, Cayuga Club Toastmasters from 6 to 7 p.m. at Cornell University, Ithaca, Rhodes Hall, 6th Floor, Conference Room #655. Free and easy parking is available nearby at Peterson Lot. For more information, contact Julia Reich, (315) 364-7190 or email: juliareichdesign@ gmail.com n Every Tuesday, Syracuse Business Connections from 3:30 to 5 p.m. at Hummel’s Office Plus, 6731 Old Collamer Road, DeWitt. The group meets to network and exchange referrals. For more information, email: Deb Angarano at dangarano@ tsys.com n Every Wednesday, Small Business Development Center at OCC from 4 to 6 p.m., Introduction to Business Startup at H-1 Hall. Please call 498-6070 or visit www. onondagasbdc.org n Every Wednesday, Syracuse Business Networking from 6 to 7 p.m. at Barbieri’s Restaurant (upstairs level) located on Main Street in the village of North Syracuse. For more information, call Kim Bachstein at (315) 414-8223 or email: info@ SyracuseBusinessNetworking.com n First Wednesday of each month, Business Innovation Days meetings from 9 a.m. to 5 p.m. at The Tech Garden, 235 Harrison St., Syracuse. Entrepreneurs and small businesses can meet one-on-one with a counselor from the SBDC for advice and customized assistance opportunities. Scheduled by appointment, call (315) 4740910 or email: info@thecleantechcenter. com n First and Third Wednesday of each month, Preferred Toastmasters from noon to 1 p.m. at Golden Artist Colors, 188 Bell Road, New Berlin. Contact Jonie Bassett at (607) 847-6154, x1217. n Fourth Wednesday of each month, Preferred Toastmasters from 5:30 to 6:30 p.m. at Chenango County Council of the Arts, 27 W. Main St., Norwich. Contact Jonie Continued on the next page


The Central New York Business Journal • 11

August 30, 2013

PEOPLE ON THE MOVE: new hires & promotions accounting Dermody, Burke & Brown, CPAs, LLC recently hired Paula B. Ellenberg as a tax senior manager. She is a certified public accountant and certified valuation analyst. Ellenberg holds a master’s deEllenberg gree in taxation from American University and a bachelor’s degree in business administration from MaryMount University. She has worked as a CFO and brings more than 15 years of tax, trust, and estate experience to the firm. Calogero and Associates, LLC recently hired Holly Nolan as junior accountant in the New Hartford office. She previously worked for Bank of NY Mellon as a reconcilement administrator. Nolan

advertising agencies Ad Elements, LLC recently added Jared Kraham to its team as a social-media strategist. He is a graduate of Syracuse University, where he studied political science and broadcast journalism. Kraham Kraham has brought his social-media expertise to many projects, including a congressional campaign, Syracuse University’s flagship accounts, and the rebranding of a national shopping destination.

architecture HOLT Architects’ health care design studio has expanded to include two additional designers. Erin Keegan Toddes, a graduate of Cazenovia College, is a LEED-accredited professional, a certified NCIDQ interior designer, and is currently working on renovation projects at Cayuga Medical Center and Roswell Park Cancer Institute. Prior to joining HOLT Architects, Toddes spent five years at Perkins & Will in Boston. Sarah

Hourihan, a graduate of West Virginia University, has also joined the team and is currently working on a sterile processing department project at Cayuga Medical Center. Before joining HOLT, Hourihan was a building information modeling (BIM) manager at Welliver in Montour Falls and an associate project manager at MGMA in Falls Church, Va. She holds a certificate of management in BIM.

banking & finance Matthew J. Smith has been promoted to vice president, relationship manager, from assistant vice president, relationship manager at HSBC Bank USA N.A. in Syracuse. He supports commercial-banking clients in eastern New York with international and domestic services. Smith has been in commercial banking since 2003.

education & training Joan Powers was promoted to director of the Small Business Development Center (SBDC) at Onondaga Community College. She has been with the SBDC since 1996. Prior to joining the SBDC, Powers Powers worked in the private sector for 18 years in the accounting department of a Fortune 1000 corporation. She received the SBA’s Syracuse District Women’s Business Champion Award for 2004 and the New York State Small Business Development Center third runner up for Business Adviser of the Year in 2004. Powers earned her bachelor’s degree and her master’s degree in accounting from Syracuse University.

energy BlueRock Energy, Inc. has appointed Jason Klaben as its new vice president and chief financial officer. He brings to BlueRock Energy more than 20 years experience in finance, accounting, audit, treasury, and reporting roles for utili-

ties and independent power producers. Prior to joining BlueRock Energy, Klaben served as CFO for several companies in the energy industry including Upstate New York Power Producers and AES Eastern Energy. He began his career in finance and accounting with Coopers & Lybrand. Klaben graduated from Le Moyne College with a bachelor’s degree in accounting and from Binghamton University with an MBA.

health care Georgia DeveansSmith has been named nurse manager for the Acute Inpatient Rehabilitation Unit (IRU) at Faxton St. Luke’s Healthcare (FSLH). Her previous position with FSLH was as a nurse clinician Deveans-Smith for the IRU. DeveansSmith has also worked as staff registered nurse/night shift charge nurse for IRU and is an adjunct clinical instructor for Utica College. She received her bachelor’s degree in nursing from Utica College and is a certified rehabilitation registered nurse. Taryn Rio, M.D. will be joining SlocumDickson Medical Group PLLC on Sept. 3 in the specialty of pediatrics. She is boardcertified in pediatrics by the American Board of Pediatrics. Rio comRio pleted her pediatrics residency at Morgan Stanley Children’s Hospital of the New York-Presbyterian Columbia University Medical Center in New York City. She earned her medical degree from Stony Brook University School of Medicine.

human resources

Klaben

Paul Banuski has joined HR One Consulting, Inc. as marketing manager. He comes to HR One after nearly seven years in various marketing and communications roles for both the national and New York State Independent Insurance Agents and Brokers trade associations. Banuski joins the family business at a time of tremendous opportunity for growth.

marketing PJ Green Inc. and The New Hartford Town Crier recently announced the addition of Christine Perini as a new graphic designer. She is a graduate of Mohawk Valley Community College. Perini Prior to joining PJ Green, Perini worked for more than 20 years as a freelance graphic designer and as a pre-press technician in the commercial printing industry.

modeling & talent

AMS Models & Talent has hired Mar y T. Driscoll as booking agent. She graduated from Le Moyne College and has experience in booking talent and has also worked in the industry as talent.

Driscoll

real estate Mark J. Hucko has joined The Icon Companies as a licensed sales representative, specializing in commercial realestate development and marketing in the Central New York Hucko region. He was previously with Windstream Communications, where he handled sales and account development with enterprise customers throughout New York state and also worked with Time Warner Cable Sports Channel in television production. Hucko graduated from St. John Fisher College with a bachelor’s degree in communications/journalism. q

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

Business Calendar (continued) Bassett at (607) 847-6154, x1217. n Every Thursday, Empire Statesmen Toastmasters meet at 6:30 p.m. at Ruby Tuesday on Erie Boulevard in DeWitt. For more information, visit http://1427.toastmastersclubs.org or email: contact-1427@toastmastersclubs.org n Every Thursday, Free Business Counseling with SCORE from 10 to 11:30 a.m. at the Tioga County Chamber of Commerce, 80 North Ave., Owego. Contact the Tioga County Chamber of Commerce to make an appointment at (607) 687-2020. n Every Thursday, Liverpool Linguists from 7 to 8 p.m. First Thursday of every month at Liverpool Public Library and the remaining Thursdays at Liverpool First Methodist Church,

604 Oswego Road, Liverpool. For details, visit http://Liverpool.toastmastersclubs.org or call (315) 884-2668 or 457-2581. n Every second and fourth Thursday of the month, The North Star Toastmasters from noon to 1 p.m. at C&S Companies, 499 Col. Eileen Collins Blvd., near Hancock Airport. For more information, contact Sandy Jurkiewicz at sjurkiewicz@centerstateceo.com or call (315) 470-1802. n Third Thursday of the Month, CNY ASTD Happy Hour from 5 to 7 p.m. at Coleman’s, 100 S. Lowell St., Syracuse. Call (315) 546-2783, or email: info@cnyastd.org n Every Friday, 40 Above: Workers in Transition from 9 to 11 a.m. at the library in North

Syracuse (NOPL) at 100 Trolleybarn Lane, North Syracuse. Helping workers/job seekers aged 40 and above in search of work. Contact John A. Cruty at (315) 569-3964, or at crutij@yahoo.com n Every Friday, Tip Club of Syracuse, at the Sheraton Syracuse University Hotel, 801 University Ave., Syracuse, 8 to 9 a.m. Call Bernie Bregman at (315) 472-3104, ext. 103 or email: bbregman@cnybj.com n First Friday of each month, Toolkit Day with SCORE by appointment at The Tech Garden. Counselors provide free, confidential, individual business mentoring to prospective or current business owners. For more information or to schedule an appointment, contact Lynn Hughes at (315) 579-2862 or email Lynn@ TheTechGarden.com

n Every second and fourth Friday of each month, The SUN Group (Sustainable Upstate Network) meets from 7:30 to 9 a.m. at Tony’s Family Restaurant, 3004 Burnet Ave., Syracuse. For more information, contact Andy Picco at (315) 657-0135 or email: andrewpicco@gmail. com n CNY Connects is a networking organization offering 12 groups from which to choose. If you are interested in learning more, contact Amy Kaschel of AK Consulting at akconsult@twcny. rr.com or call (315) 882-6127 or visit www.cnyconnectsonline.com To have your meetings or events in the Business Calendar, email them to movers@cnybj.com 


12 • The Central New York Business Journal

August 30, 2013

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Construction SPECIAL REPORT

& real estate

TMD expands, unites Syracuse headquarters office By Traci DeLore contributing writer

SYRACUSE — Three years of splitting employees between two nearby locations will end soon when accounting firm Testone, Marshall & Discenza, LLP (TMD) finishes an expansion project at its 432 N. Franklin St. headquarters. “We ran out of space three years ago,” says Frank Discenza, managing partner. To ease things, the firm leased about 3,000 square feet of office space on Solar Street and housed about 16 employees there. While that set up worked, it was by no means an ideal or permanent solution, Discenza says. TMD (www.tmdcpas.com) recently came across the opportunity to remedy that situation when fellow Foundry tenant Mass Mutual declined to renew its lease, opening up 11,000 Discenza square feet of space adjacent to TMD’s offices. TMD, which co-owns the building as part of 432 N Franklin Property LLC, decided to take the space and add it to its current 16,400-square-foot office. The accounting firm gained access to the space Aug. 1 and began work immediately to retrofit it to its needs, Discenza says. Work includes removing carpet and wallpaper, painting, installing new carpets, creating an opening to connect the two offices, and reconfiguring the west side building entrance. TMD hired MCK Building Associates, Inc. of Syracuse to handle the project. The new space will add numerous offices as well as two new conference rooms, Discenza says. Along with renovating the space, TMD is adding new technology to the conference rooms and updating both its network and telephone systems. Work was expected to be completed by Labor Day. The $325,000 project will leave TMD

“The people, the partners, the principals, the managers are the same people” they’ve been for years, Discenza notes.

photo courtesy of testone, Marshall & Discenza, LLP

A construction worker makes repairs to the stairwell at TMD’s newly renovated office. The new space will add numerous offices as well as two new conference rooms, Frank Discenza, managing partner, says. Along with renovating the space, TMD is adding new technology to the conference rooms and updating both its network and telephone systems. with a nearly 27,000-square-foot office that not only serves the company’s current needs, but also provides room for future growth, Discenza says. “That’s going to enable us to have some growth,” he says. Recently, the firm landed several medical practices as clients as well as a number of U.S. subsidiary locations for foreignowned companies, Discenza says. TMD plans to continue its growth by expanding its footprint outside of the greater Syracuse area. Adding staff will allow the firm to do that by ensuring it has enough people to service existing clients while others meet with potential new clients, Discenza says. TMD has already begun hiring and will add two new entry-level employees this fall, he says, bringing the firm’s total employment to 85 people. “We’re actively

looking for a couple more experienced people,” Discenza adds. TMD is currently advertising an opening for a tax manager as well as internships on its website. TMD, founded in 1976, provides audit and accounting services including bankruptcy consultation, budgeting, forecasting, forensic accounting, business startup planning, expansion planning, debt restructuring, employee-benefit consulting, succession planning, and merger and acquisition services. Along with offering that extensive array of services, TMD also provides quality service, often with the same person serving the same client for many years, Discenza contends. The firm is able to offer that continuity of service because it has a very low turnover rate, he says. “The people, the partners, the principals, the managers are the same people” they’ve been for

years, he notes. TMD also better serves its clients through its membership in CPAmerica International, a national association of independent CPA firms that share best practices, networking opportunities, and expertise to help each other. That network of resources helps put TMD’s technical knowledge at the same level of a national firm such as PricewaterhouseCooper’s without losing the personal touch a hometown firm provides, Discenza contends. TMD joined CPAmerica in 1998, and “it’s been a great experience for us.” Discenza says he expects TMD to make a smooth transition into its new office space and hopes to hold an open house later in the fall. q Contact The Business Journal at news@cnybj.com


2B • The Central New York Business Journal

CONSTRUCTION & REAL ESTATE

August 30, 2013

Technology boosts ease of buying a home BY TRACI DELORE CONTRIBUTING WRITER

SYRACUSE — House hunting has come a long way from circling ads in the Sunday paper, spending a day looking at houses, finding the right house, and then applying for a mortgage and waiting anxiously for approval. With smartphones in hand, both

buyers and realtors are using technology to streamline the process, but not without some drawbacks and potential pitfalls. The Chase My New Home app, from JPMorgan Chase & Co., launched last fall for smartphones and in April for the iPad. The app is just one example of how technology is changing the way people house hunt. About 90 percent of buyers look online for homes these days, says Lisa Foradori, chief marketing officer for home lending at JPMorgan Chase. On top of that, “people want information on their time,” she says, whether that’s 5 a.m. on a Monday or midnight on a Saturday. These days, people are plugged in all the time and want information at their fingertips. That is what motivated JPMorgan Chase to develop the My New Home app. The app helps guide homebuyers through the whole process of buying a home — from establishing a budget to getting a mortgage. And of course, buyers can review local listings right on their phone. The app also has features that allow buyers to take notes on properties, snap photos, and even connect with a mortgage banker. “It allows them to shop with confidence,” Foradori contends. To date, the app has more than 270,000 downloads, she says. Chase has also tweaked the app a few times in response to user reviews, adding features like a category on neighborhood trends, making the app even more useful, she adds.

Apps such as My New Home are very useful, says Lynnore Fetyko, CEO of the Greater Syracuse Association of Realtors, but cautions that buying a home cannot be a totally remote process. Buyers still need a knowledgeable person to help walk them through the process, and that’s where a realtor becomes invaluable. But technology does have its place in the industry, for both buyers and sellers, she says. “I think it’s made things a lot more efficient for all,” she says of the technological advancements the industry has seen. Technology has allowed realtors to essentially have a mobile office, keeping track of everything on their phone or laptop, Fetyko says. However, this can be a struggle for some realtors, she notes, especially if they are not tuned in to technology. Advancements in technology have also made things easier for the buyer. Offerings such as online listings and virtual tours help buyers narrow down their options, but there is also danger that buyers will weed out possibilities without giving them a fair shake, Fetyko says. People can’t base a decision as important as buying a home solely on a bunch of pictures online. Realtors need to encourage buyers to visit homes, even ones the buyers aren’t so sure about. Along with increasing use of technology, the industry, at least locally, is also seeing increasing activity, Fetyko notes. “The market is looking good,” she says. Inventory is up, while the number of days

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The Central New York Business Journal • 3B

construction & real estate

August 30, 2013

Newly constructed Fulton Health Center opens

Mexico Health Center relocates temporarily to Oswego

By Eric Reinhardt Journal Staff

FULTON — Northern Oswego County Health Services, Inc. (NOCHSI) on Aug. 21 marked the opening of the “newly constructed” Fulton Health Center at 510 Fourth St. with a ribbon-cutting ceremony and open house. The event “represents the result of nearly four years of collaborative effort of the leadership of NOCHSI, Oswego Hospital (OH), and Oswego County Opportunities (OCO) to stabilize the Oswego County primary health-care system by consolidating the several practices of OH and OCO under the operations of NOCHSI,” Daniel Dey, CEO of NOCHSI, said in a news release. Besides the Fulton Health Center, NOCHSI also added the Oswego Health Center, which had previously operated under Oswego Hospital, the organization said in a news release. In addition, NOCHSI also operates of the Pulaski Health Center, Mexico Health Center, and school-based health centers in the Altmar-Parish-Williamstown, Pulaski, and Sandy Creek school districts. In his remarks at the event, Dey outlined the funding support of the New York State Department of Health (NYSDOH), New York State Health Foundation (NYSHF), and federal Health Resources and Services Administration (HRSA), which supported the collaboration. State funding through the Health Care

By Journal Staff

OSWEGO — Northern Oswego County Health Services, Inc. (NOCHSI) announced that its Mexico Health Center has moved temporarily to Oswego Health Center, effective Aug. 26 while renovations are completed at the Mexico site. The primary care services of Mexico providers, Thomas Hanna, M.D. and Lorraine Ladd Falanga, N.P., are shifting to the Oswego location, at 10 George St., for about six to eight weeks. Patients can continue to call the Mexico Health Center office number at (315) 963-4133 to make appointments, or obtain additional information, NOCHSI said in a news release. Construction at the Mexico Health Center has been under way, with additional space added to the back of the health center, NOCHSI said. The next phase of the construction project will focus on enhancing the patient-reception area. “The construction is going to create a comfortable and welcoming environment for our patients. We are all very excited to return to the Mexico Health Center and care for our patients in the newly renovated space,”Tricia Clark, director of operations, said in the release. NOCHSI says it operates health centers in Fulton, Mexico, Oswego, Parish, Phoenix, and Pulaski, and five school-based health centers inside the APW, Pulaski, and Sandy Creek school districts. The health centers are family-oriented health-care practices that provide Oswego and Southern Jefferson County residents with a variety of comprehensive health care and related services, according to NOCHSI.

photo courtesy of Northern Oswego County Health Services, Inc.

Officials cut the ribbon Aug. 21 to mark the opening of the “newly constructed” Fulton Health Center at 510 Fourth St. in Fulton. Pictured from left to right are: Timothy McClusky, Esq., president of the NOCHSI board of directors; New York State Assemblyman William (Will) Barclay; and Daniel T. Dey, CEO of NOCHSI. Efficiency and Affordability Law for New Yorkers (HEAL-NY) allowed facility renovations and information-technology upgrades among the consolidated practices, NOCHSI said. The NYSHF funding supported the planning and contracting costs, and the financial support from HRSA provided ongoing funding for operations. The consolidation will improve access to high-quality, primary care services in

a more cost-effective manner, Dr. Patrick Carguello, NOCHSI’s chief-medical officer, contends. “Since the consolidation on January 1, NOCHSI has recruited nine additional primary-care physicians and nurse practitioners to serve area families,” Dr. Carguello said in the release. q Contact Reinhardt at ereinhardt@cnybj.com

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4B • The Central New York Business Journal

CONSTRUCTION & REAL ESTATE

New York home sales jump in July, NYSAR reports

Activity Overview Key metrics by report month and for year-to-date (YTD) starting from the first of the year.

Key Metrics

Historical Sparkbars

New Listings 7-2010

7-2011

7-2012

7-2013

7-2010

7-2011

7-2012

7-2013

7-2010

7-2011

7-2012

7-2013

7-2010 7 2010

7-2011 7 2011

7-2012 7 2012

7-2013 7 2013

7-2010

7-2011

7-2012

7-2013

Pending Sales

Closed Sales

BY ERIC REINHARDT

Days on Market

JOURNAL STAFF

N

ew York realtors sold more than 11,000 previously owned homes in July, an increase of more than 19 percent from July 2012, according to a monthly report the New York State Association of Realtors (NYSAR) released Aug. 27. Pending sales also jumped more than 19 percent to more than 11,000 in July compared to nearly 9,400 in July 2012, NYSAR said. The New York housing market “experienced its own July heat wave” as motivated buyers snapped up homes at a “brisk pace,” Duncan MacKenzie, CEO of NYSAR, said in a news release. “In fact, the market reached the highest number of July closed sales since 2007, and the highest number of July pending sales since 2005,” MacKenzie said. The combination of “strong buyer demand” and “constrained inventory levels” continue driving median price gains as buyers paid sellers nearly 96 percent of their asking price in July, said MacKenzie. He noted that July marked the 14th consecutive month of stable or rising median prices compared to the prior year. The July median of nearly $242,000 was up six percent from a year ago and was the highest monthly median since February 2008, ac-

August 30, 2013

Median Sales Price

Average Sales Price 7-2010

7-2011

7-2012

7-2011

7-2012

7-2011

7-2012

Percent Change

YTD 2012 YTD 2013

18,552

19,507

+ 5.1%

134,583

134,813

+ 0.2%

9,392

11,213

+ 19.4%

60,866

69,288

+ 13.8%

9,316

11,121

+ 19.4%

51,767

56,552

+ 9.2%

112

103

- 8.0%

126

121

- 4.0%

$227,850

$241,947

+ 6.2%

$210,075

$225,000

+ 7.1%

$320,088

$342,978

+ 7.2%

$295,283

$313,036

+ 6.0%

95.0%

95.8%

+ 0.8%

94.2%

95.0%

+ 0.8%

154

137

- 11.0%

165

146

- 11.5%

105,327

92,037

- 12.6%

--

--

--

13.0

10.3

- 20.8%

--

--

--

Percent Change

7-2013

Affordability Index 7-2010

7-2013

7-2013

Pct. of List Price Received 7-2010

7-2012

7-2013

Homes for Sale 7-2010

7-2011

7-2012

7-2013

7-2010

7-2011

7-2012

7-2013

Months Supply

Current as of August 10, 2013. All data from the multiple listing services in the state of New York. Powered by 10K Research and Marketing. | Click for Cover Page | 2

cording to NYSAR. The year-to-date (through July 31) median sales price of $225,000 represents a seven percent increase from the same period last year. The inventory of homes available for sale fell more than 20 percent in July to 10.3 months of supply, compared to the same month in 2012 when the inventory totaled 13 months of supply. Inventory totaled more than 92,000 units

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in July 2013, a decrease of more than 12 percent compared to July 2012. A 6 month to 6.5 month supply is considered to be a balanced market, the organization said. NYSAR also released July home-sales data for individual counties. In Broome County, realtors closed 124 home sales in July, down nearly 14 percent from 144 a year ago. The median sales price rose more than nine percent to nearly $125,000, compared to more than $114,000 in July 2012. In Onondaga County, realtors closed 481 home sales in July, up nearly eight percent

from 446 in the year-earlier period. The median sales price rose more than two percent to $144,000. In Oneida County, closed home sales rose nearly 10 percent to 159 in July, compared to 145 in the year-ago period. The median sales price fell more than two percent to $120,000 from $123,000 in July 2012. Albany–based NYSAR is a nonprofit trade organization representing more than 47,000 New York state realtors.  Contact Reinhardt at ereinhardt@cnybj.com

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CONSTRUCTION & REAL ESTATE

August 30, 2013

The Central New York Business Journal • 5B

COMMONS: Altogether, the redevelopment and renovation project could total in excess of $4 million Continued from page 1

Short says. Altogether, the redevelopment and renovation project, which has been in the planning stages since 2011, could total in excess of $4 million, he adds. Martin Yenawine, then president of Eastern Ambulance in Syracuse, originally developed Onondaga Commons in 1988 as a home for health and human-service organizations. Yenawine is now a principal with Onondaga Commons, LLC. Current tenants at Onondaga Commons include the local office of Scottsdale, Ariz.– based Rural/Metro Corp., an ambulance-service company, along with Family Planning Services, Lean On Me Day Care Center, the office of Onondaga Commons, LLC, and the Dr. William A. Harris Health Center. The expansion project includes plans to develop two adjacent, vacant properties, including the former Triple-A building at 506 W. Onondaga St. and the GAR Building at 414-416 W. Onondaga St. It also includes what Short called “the largest green-infrastructure project privately pursued” under Onondaga County’s “Save the Rain” program with $1 million in funding from the county.

GAR Building

Onondaga Commons, LLC acquired the 18,000-square-foot GAR Building at 414-416 W. Onondaga St. from the Second Olivet Missionary Baptist Church at the beginning of 2012, Short says. The church wasn’t able to financially maintain the building. “The power was turned off and it became vacant,” Short says, noting that vandals had stripped it of copper and “trashed” the interior. Short estimates the GAR Building needs about $250,000 in asbestos and environmental remediation and abatement work. That work

is necessary to complete the next step in the thought process. “How do we redevelop this property in an efficient way that allows us to keep leases low, so that we can provide opportunities for small businesses and nonprofits to locate here without having exorbitant rents?,” Short wonders. AECC Environmental Consulting of DeWitt will handle the environmental remediation. Onondaga Commons is finalizing a schedule for the asbestos abatement and demolition work. It concludes a year of efforts in developing plans for the building and pursuing a grant for up to $247,000 from National Grid’s Brownfield Redevelopment Program for the abatement project, Short says. The total redevelopment of the GAR Building will cost more than $2 million, and once completed, the GAR Building will be part of Onondaga Commons, he adds. Over the last year, Onondaga Commons has been in negotiations with a number of potential tenants. “Considering the state of the building, it’s hard to have them come in to the building and be able to see a vision for it,” Short says. Plans call for reconfiguring a portion of the existing Onondaga Commons building and “opening up” the campus to face a nearby school. The improvement work will also involve some improvements at the Lean on Me Day Care with a new playground outside, Short says.

Former Triple-A building

Onondaga Commons, LLC acquired the former Triple-A building at 506 W. Onondaga St., a 15,000-square-foot structure from the city of Syracuse, which had seized the building for the $50,000 in back taxes it owed. Onondaga Commons acquired the building earlier this summer, Short says. Attorneys for Onondaga Commons worked to make certain the IRS liens and other liens

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were settled so the title for the property was clear of any issues, Short says. The city of Syracuse is “not allowed to sell the property for any less than the assessed value at that time,” Short says. That value matched the amount of taxes that were owed on the structure, he added. Plans call for developing the building for entrepreneurs-in-residence. “We’ll have three or four of them,” Short says. It’ll provide shared co-working incubator space on the first floor and basement. Improvement work at the former Triple-A building will include AECC performing asbestos-remediation work, but the overall structure is in “good shape,” according to Short. The redevelopment cost is about $250,000, he adds, which includes the site development and parking spaces. The remediation work will begin once the project budget is finalized in early September, he says. Onondaga Commons is hoping to have the building ready for occupancy by the spring or summer 2014. Short would also like to include a business incubator in the former Triple-A building at 506 W. Onondaga St., which could also expand into the GAR Building, he says. The improvement work could also impact the property’s most publicly visible tenant. Even though Scottsdale, Ariz.–based Rural/ Metro Corp. has filed for bankruptcy protection, Onondaga Commons is planning on having the ambulance-service provider as a tenant for a while to come. “There has been talk of some additional redevelopment of this structure to expand their square footage to 36,000 square feet here in Building 1 of Onondaga Commons,” Short says. That would be a more than $1 million rede-

velopment project. The green-infrastructure work at 422 through 428 W. Onondaga St. begins during the first week of September and includes a portion of the Slocum Avenue lots on the perimeter of the property. It’ll involve repaving with porous material, new plantings, and rain gardens, Short says. When completely installed, the improvements will result in the harvesting six to 10 million gallons of water annually. Onondaga County’s Save the Rain program is a “stormwater-management plan intended to reduce pollution to Onondaga Lake and its tributaries,” according to its website.

Financing, partners

Onondaga Commons is in discussions with Watertown Savings Bank to secure a loan for the expansion project. “They are willing to come to the table on the GAR building, once it’s free and clear of any contamination,” Short says. Aubertine and Currier Architects, Engineers & Land Surveyors, PLLC of Watertown is serving as the architect on the project. Manny Barbas, who spent 36 years organizing and administering capital projects for Onondaga County, is serving as an independent consultant on the project. Short refers to Barbas as “an all star.” He also credits the work of Kyle Thomas of Natural Systems Engineering, PLLC of Syracuse, calling him a “critical partner.” Thomas worked with Short and Onondaga County to develop a plan to redirect six to 10 million gallons of water away from the combined sewer system. Daly Co., Inc. of Sackets Harbor is helping See COMMONS, page 7B


6B • The Central New York Business Journal

August 30, 2013

Networking: A Valuable Marketing Tool for Your Business BY THE SMALL BUSINESS DEVELOPMENT CENTER AT OCC

A

very effective and valuable marketing tool for small businesses is networking. It is definitely worth the time you put into it, especially in these tough economic times as networking tends to be less expensive than many other types of marketing strategies. Networking is effective because you can actually meet and talk to your potential customers one-on-one to explain your business and answer any questions they may have. You may meet someone who has never heard of your business or the type of services you offer. You may meet someone who is not happy with the company that is currently providing a product or service. Networking is a great opportunity to educate people on new concepts or products. It may be where you find a potential business partner. This can open up a whole new customer base. It is also a useful tool to establish a referral network. Referrals are meant to establish relationships with other businesses that serve the same customer base as you do. If a customer needs their service, they may also benefit from yours. For example, at the SBDC, we have established relationships with attorneys, accountants, insurance agents, and lenders as they all work with small businesses, our target market. We actually refer back and forth — everyone benefits.

How can you get the most out of a networking event?

Decide which events will be most profitable to you. Ask yourself, is this where your target customer will be? Many times, the best networking event is in your particular industry. This could be a trade show, an association meeting, or a conference. Don’t just sit and wait for people to come to you. Get up and mingle. Set a goal of introducing yourself to 10 new people and really do it. It is not always comfortable to talk to strangers or sell yourself. To make it easier, prepare and rehearse a 10 second commercial on your business. This is your introduction and should explain what you do and for whom. For example, “I work with brides to plan their dream wedding.” You should also have ready a more in-depth 30 second presentation on your business to better explain how you or your product helps your customers. For example, “I worked with 15 brides last year to provide options for the reception, photographer, flowers, and music. We then worked together to

determine the best options. All of the brides commented on how much stress my services relieved.” Remember, this is your first impression and you want it to be a positive and lasting impression. So be professional, genuine, and by all means, be honest. Bring lots of business cards so your new customers know how to contact you. Be sure you have your website address on the card. Follow up on any potential customers — and do it on a timely basis so they still remember who you are. They have probably collected a minimum of 15 to 20 other business cards, and if you wait too long, they will not be able to put a face to the name or remember what you offer.

Other networking opportunities:

 Speak to groups — Small-business owners are experts on something; that is why they own a business. You may be an expert in financing, printing, men’s fashions, or technology. Many groups such as chambers, Rotary Clubs, networking groups, or trade associations, need speakers for their programs. Typically they are looking for a 20 to 30 minute presentation to share tips, stories, industry expertise, and business experiences that are of interest to the participants. By speaking, you show your expertise and credibility and it increases the awareness of your business.  Write an article — Similar to speaking, writing articles for publications can

also show your expertise and prove your credibility. Writing about hot topics in your industry, providing helpful tips, or sharing resources can help build awareness of your business. You can contact the editors of industry magazines, newspapers, newsletters, websites, or blogs.  Your current customers are also referral sources. If they are pleased with your products and services, and/or your customer service they will recommend your business to others. So it does pay to build relationships with your customers. Networking is an effective and valuable marketing tool. The more people you meet and the more they know about your business, the more they understand what services or products you offer and the more they trust you. This will increase the likelihood they will either work with you or refer someone to you. Start your homework now — first research which networking events will be the most beneficial to your business and set a goal of attending at least four per year.  The Small Business Development Center at Onondaga Community College (SBDC) works with a range of businesses — from home-based, to e-commerce to large manufacturing firms — providing information relevant to making well-informed business decisions. Contact the SBDC by email at sbdc@sunyocc.edu or by phone at (315) 498-6070.

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The Central New York Business Journal • 7B

August 30, 2013

CNY SECURITY & ALARM COMPANIES

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

Ranked by No. of CNY Employees Rank

1.

Davis-Ulmer Sprinkler Co. 7633 Edgecomb Drive Liverpool, NY 13088 (315) 451-0971/davisulmer.com

Engineering Firms

2.

Time Warner Cable 6005 Fair Lakes Road East Syracuse, NY 13057 (315) 634-6200/twc.com

September 13

Risk-Management Providers

3.

September 20

Largest Private-Sector Employers

September 27

Business Law Firms

October 4

Credit Unions

October 11

Hospitals

NOTES 1. This is the local employee count for Time Warner Cable’s IntelligentHome division that covers security. Time Warner Cable has a total of 1,600 employees in Central New York. 2. Company did not respond. Information is from last year’s data.

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 ncollins@cnybj.com

Key Executives

Year Estab.

90% — 10%

Steven Ulmer, President/CEO Ed Priest, VP/COO Greg D'Imperio, CFO

1964

501 — 51,000

burglar, fire, medical, environmental, CCTV systems, access control, home management

20% — 80%

Steve Makowski, CNY Area VP of Operations Kevin McCarthy, Regional Director, IntelligentHome

1979

Syracuse Time & Alarm Co., Inc. 2201 Burnet Ave. Syracuse, NY 13206 (315) 433-1234/syrtime.com

41 — 46

fire alarm, security, parking management and access control systems, closed-circuit television, man-down, blue light, sound systems, nurse call systems, school communication systems

98% — 2%

John R. Urciuoli, CEO William P. Dibble, President John A. Urciuoli, VP Mark J. Simpson, Secretary

1981

4.

S.T.A.T. Communications 121 Franklin St. Watertown, NY 13601 (315) 782-7770/statcommunications.com

30 — NA

security and fire alarms, CCTV and IP cameras, access control, telephone and data comm., industrial monitoring, STATNET Internet and cellular remote services

50% — 50%

Bruce Morgia, CEO Thomas Dawley, President

1948

5.

Sentry Alarms2 40 Chenango St. Binghamton, NY 13901 (607) 723-2934/safesecuresentry.com

26 — 28

fire, burglary, access control, cameras

56% — 44%

Jean Levenson, President Jeff Treubig, General Manager

1977

6.

Eastern Security Services, Inc. 911 North Geddes St. Syracuse, NY 13204 (315) 422-4141/esssecurity.net

22 — 26

intrusion/fire detection, closedcircuit television, access control, intercom, environmental monitoring, system integration

80% — 20%

Kip White, VP of Operations Cooper MacDonnell, Operations Manager David Belloma, VP of Technical Services

1978

7.

Securitronics Company, Inc. 812 State Fair Blvd. Syracuse, NY 13209 (800) 795-3747/securitronics.com

16 — 16

DMP, Ademco

100% — 0%

Terry S. Rivet, President & CEO

1972

Security Plus/CREG Systems Corp. 1039 Water St. Watertown, NY 13601 (315) 788-0000/cregsystems.com

16 — NA

fire, security, access control, CCTV, environmental, IP cameras

95% — 5%

Kris W. Allen, Owner

1973

Ber-National Controls, Inc. 105 Arterial Road Syracuse, NY 13206 (315) 432-1818/bernationalcontrols.com

11 — NA

Lenel, Honeywell, Cansec, Pelco, Vicon, Video IQ, 3M Parking, Magnetic Auto Controls, DoorKing, Powermaster, Aiphone, Talk-APhone

99% — 1%

Jeffery A. Bernatonch, CEO

1990

10.

General Security Inc. (Sentinel Security) 2522 Genesee St. Utica, NY 13502 (800) 775-5281 /gensecurity.com

10 — 100

security, closed-circuit television, access control, fire alarm, telephone systems, monitoring services

70% — 30%

John Lupino, Regional Manager

1977

11.

Security Integrations, Inc. 160 Dwight Park Circle Syracuse, NY 13209 (315) 451-0462/securityintegrations.com

9 — 33

card access, IP video, digital video recording and analytics, photo ID, parking control

100% — 0%

Joseph N. Masciocco, President Jerry E. Mirochnik, CFO John Gleason, VP Ops. Richard Wagner, VP SM Christine Kadish, VP HR

1992

12.

Doyle Security Systems 24 Corporate Circle East Syracuse, NY 13057 (315) 428-1234/godoyle.com

8 — 150

fire, burglary, access, cameras

90% — 10%

John Doyle, President & CEO Jim Quirin, CFO Lawrence A. Mullett, General Manager, Syracuse

1919

13.

George H. Wright Co., Inc.2 143 Wadsworth St. Geneva, NY 14456 (315) 789-2055/protectitwright.com

6 — NA

residential and commercial burglary and fire

50% — 50%

John G. Wright, President

1947

14.

Alarm Services of CNY PO. Box 340 East Syracuse, NY 13057 (315) 463-1255/as-cny.com

3 — 3

Bosch, Keri Systems, GE Security, Fire-Lite

85% — 15%

Timothy J. Post, CEO

1991

15.

Titan Security Systems, Inc. 6305 Court Street Road East Syracuse, NY 13057 (315) 445-0457/skycommunicationsinc.com

3 — NA

intrusion & fire detection, closedcircuit TV, access controls

95% — 5%

David Chitambar, President Rob Lord, VP Sales

1998

ABOUT THE LIST

What constitutes the CNY Region?

Alarm Types Available

% of Business: Commercial — Residential

fire alarm & detection systems, ADA area of rescue intercom, security systems, card access. CCTV, central station monitoring

. 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.

No. of Employees: CNY — Companywide 100 — 250

Don’t be left off the Lists! September 6

Name Address Phone/Website

9.

COMMONS: Firm was founded in 2011 Continued from page 5B

with the green-infrastructure installations. “They’re handling the construction of that,” Short says, noting they’ll be using local subcontractors for the project.  A contractor for the construction work beyond the green-infrastructure project has “yet to be identified,” Short says. When asked why a bank and architecture firm from Watertown and a contractor from Sacketts Harbor are involved, Short noted that Martin Yenawine lives on Wellesley Island in the Thousand Islands region.

Lifelong friends

Short has known Yenawine since age 5, calling him a “mentor” and a close family friend.

“He helped me write my graduation speech for high school,” he says. Short Enterprises is currently located in the Lincoln Building at 109 Otisco St. in Syracuse, but Short intends to move the business into Onondaga Commons at some point in the future.  Besides Short, the firm’s lone full-time employee, Short Enterprises also employs two parttime workers and two contract employees. Founded in 2011, Short Enterprises is an economic strategy and development firm specializing in strategic planning, site selection, community assessments, and organization building. Short previously served as deputy director of the Near Westside Initiative at Syracuse University. q Contact Reinhardt at ereinhardt@cnybj.com

Restaurant and Banquet Facilities

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12t• The The Central Central New NewYork York Business Business Journal Journal 8B

August 2013 August 30,9,2013

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