Page 1









Down the Street: Upstate Systems relocates Syracuse office. Page 3.


App Away: Polaris encourages clients to create apps with its technology. Page 2.













Vol. XXV • No. 43







October 28, 2011


Maguire Family of Dealerships unveils new green building


New School of Business at Le Moyne aims for growth


ITHACA — When people think about green in the car business, they probably imagine electric cars or hybrid vehicles like the Toyota Prius. But the new Maguire auto dealership at 370 Elmira Road might just make people think about the facility where they buy the vehicle. The Maguire Family of Dealerships, which sells Toyota, Scion, Kia, Volvo, Volkswagen, and Audi vehicles, celebrated the grand opening of its newly renovated and environmentally friendly facility in Ithaca Oct. 12-15. The company acquired the structure in 2007 and it was due for an upgrade to comply with Toyota’s requirements for how a Toyota dealership should look and feel, says Philip Maguire,


See MAGUIRE, page 16


SYRACUSE — Le Moyne College has ambitions to make its newly announced School of Business a major player on the national and international stage, the school’s new dean says. Le Moyne announced the launch of the new school Oct. 20. It houses the six majors formerly housed in the college’s Division of Management, including accounting, applied management analysis, finance, management

Susan Havranek, associate professor of accounting at Le Moyne College, center, helps students with their classwork.


See LE MOYNE, page 5


Bonadio Group eyes growth Downstate BY KEVIN TAMPONE JOURNAL STAFF


Exterior shot of the Maguire Volkswagen store at 370 Elmira Road in Ithaca, displaying its low U-value insulated glass, which limits both heat gain from the sun and the need for interior artificial lighting.


lthough the Bonadio Group is expanding its business into areas of downstate New York, the accounting firm will continue to focus on Upstate as well. “This doesn’t take our eye off the ball in any of our other markets,” CEO and Managing Partner

Thomas Bonadio says. The firm is in discussions on possible mergers in almost all its upstate New York markets, he says. The Bonadio Group, based in Rochester, employs 55 people in its Syracuse office. But, the firm is focused on growth and Upstate is not growing as fast as other regions, Bonadio says. “One of the cornerstones of our

business is to grow,” he says. “We continue to grow in upstate New York and we plan to continue, but we have to go where the growth is. We believe the Hudson Valley is prime for that.” The Bonadio Group, based in Rochester, announced plans in October to open an office in New See BONADIO, page 14













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• The Central New York Business Journal

October 28, 2011

Polaris encourages customers to create apps with its technology BY KEVIN TAMPONE JOURNAL STAFF

SALINA — Polaris Library Systems is joining the growing ranks of tech companies encouraging users to create applications using its technology. The company launched the Polaris Developer Network and granted open access to its application programming interface (API) starting in October. Accessing the API will allow the firm’s library customers to fashion their own, unique applications based on the Polaris system. The network will give those customers a place to test their work and exchange ideas. Polaris provides software that libraries use for everything from tracking borrowings to cataloging. Google, Facebook, and Twitter are just a few of the firms allowing third parties to create new applications through APIs, notes Polaris President and CEO Bill Schickling. More than 2,000 libraries in the United States and Canada use Polaris software and plenty of their staff members have ideas about what they’d like to see from the company. “There’s a lot of great ideas,” Schickling says. “You can’t get to them all. Basically, we have an environment where there are a lot of wildly creative librarians out there who want to write things specific to their environment.” Several library customers used the Polaris API to develop their own, tailored versions of the company’s public-access

catalog the system patrons use to search library databases. Another developer at a library in Connecticut integrated social media with his facility’s online presence. The Polaris API has also been used to create apps for iPhones and iPads, Schickling says. “They can create very specific things that we might not ever get to,” he adds.

One reason for launching the API was competition. There are a number of completely open-source library software systems out there, Schickling says, and offering access to Polaris’ API is one way to give its customers some of that same flexibility. Encouraging libraries to develop new applications using the firm’s technology will

Same client commitment ...

also make it harder in the future for them to leave Polaris behind. “It creates some stickiness,” Schickling says. The firm was getting some requests from customers for something like this, he adds, but one of the company’s developers was the true driving force. He told company leaders that other industries and other areas of the tech world are moving in this direction, Schickling says. The company also believed it was important to launch a network that would allow developers to gather and share information. Its testing area was also a key ingredient, Schickling says. The firm has servers running its software available for its customers to try out their applications. That way, developers won’t have to test their applications on their own systems, Schickling says. Polaris Library Systems traces its roots back to Gaylord Brothers, Inc., a provider of library supplies and furniture. Gaylord eventually began developing library software, including the Polaris system. In May 2003, Madison, Wisc.–based Demco, Inc., acquired Gaylord. Croydon, Gaylord’s owner, retained the software division as a standalone company and renamed it Polaris Library Systems, after its software product. Soon after that, Polaris’ managers told Croydon they wanted to work toward acquiring the firm. See POLARIS, page 6

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The Central New York Business Journal • 3

October 28, 2011

Upstate Systems relocates Syracuse store to keep up with growth BY RICK SELTZER JOURNAL STAFF

SYRACUSE — Upstate Systems, Inc. only moved a few doors up the block when it relocated its Syracuse store, but the heating, ventilation and airconditioning (HVAC) distributor has big plans for growth in the area. The company, which sells HVAC equipment to contractors, doubled its number of employees in Syracuse when it moved in early October, according to Fred Mangine, sales manager. Revenue at the Syracuse store could grow by as much as 30 percent next year, he forecasts. Rochester–based Upstate Systems moved its Syracuse store to 950 Spencer St. — the same block as its previous home at 932 Spencer St. The new store is larger and gives the company room to grow, Mangine says. The distributer has about 10,000 square feet of space in its new home. Its storefront is 2,000 square feet, and its warehouse is 8,000 square feet. Upstate

Systems’ former Syracuse location totaled approximately 3,000 square feet. Upstate Systems launched its relocated Syracuse store with a grand opening on Oct. 25. The new location first opened its doors three weeks prior to that date, Mangine says. The company added a fulltime sales employee and a fulltime warehouse worker to its existing staff of two full-time employees at the Syracuse store. “We’re expecting to continue to expand,” Mangine says. “It’s our intention to continue to grow with more salespeople.” The distributor could add its next sales employee in about three months, he says. Upstate Systems’ Syracuse store serves more than 100 customers, Mangine says. It covers an area that stretches from Auburn to Albany and from the Pennsylvania border to the Canadian border. Last year, the company started looking to relocate the See UPSTATE, page 18


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Upstate Systems, Inc.’s new building, located at 950 Spencer St. in Syracuse. The company sells HVAC equipment to contractors.

(D) a transfer by a corporation of all or a part of its assets to another corporation if immediately after the transfer the transferor, or one or more of its shareholders (including persons who were shareholders immediately before the transfer), or any combination thereof, is in control of the corporation to which the assets are transferred; but only if, in pursuance of the plan, stock or securities of the corporation to which the assets are transferred are distributed in a transaction which qualifies under section 354, 355, or 356; (E) a recapitalization; (F) a mere change in identity, form, or place of organization of one corporation, however effected; or (G) a transfer by a corporation of all or part of its assets to another corporation in a title 11 or similar case; but only if, in pursuance of the plan, stock or securities of the corporation to which the assets are transferred are distributed in a transaction which qualifies under section 354, 355, or 356.

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• The Central New York Business Journal


October 28, 2011

ESDC approves sale, grant for CNY businesses BY JOURNAL STAFF

News of note for and about Central New York businesses

Saab Sensis system headed for Calgary airport DeWITT — Calgary International Airport is getting Saab Sensis Corp.’s surface surveillance system. The system will monitor the runways, taxiways, and terminal areas of the airport. The facility will also deploy Sensis vehicle locators for surveillance of vehicles operating on the airport surface. DeWitt–based Sensis provides sensor technologies, radar systems, modeling, and simulation for defense, civil aviation, airport, and airline customers. The company employs about 600 people at eight locations and serves more than 60 customers in 35 countries. It has about 500 employees in Central New York. Sensis is a subsidiary of Saab AB, a defense and security firm based in Sweden. Saab acquired Sensis in August for $150 million.

NY egg production rises 13 percent in September Egg production on New York farms totaled 106 million eggs in September 2011, up 13 percent from the year-ago period, according to King Whetstone, director of the U.S. Department of Agriculture’s (USDA) National Agricultural Statistics Service, New York Field Office. The number of hens and pullets of laying age, at 4.37 million, increased 11 percent from September 2010 and the rate of lay rose 2 percent to 2,427 eggs per 100 layers. U.S. egg production totaled 7.51 billion during September 2011, down slightly from last year, the USDA said. Production included 6.49 billion table eggs, and 1.02 billion hatching eggs. The total number of layers during September 2011 averaged 336 million, down 1 percent from last year. September egg production per 100 layers was 2,236 eggs, up 1 percent from September 2010, the USDA noted. U.S. egg-type chicks hatched during September 2011 totaled 40.3 million, up slightly from the year-earlier period. Eggs in incubators totaled 36.5 million on Oct. 1, 2011, down 8 percent from a year ago, the USDA stated.

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he Empire State Development Corp. (ESDC) will sell land to a Cazenovia company and help fund renovations at a Salina business, ESDC’s board of directors decided Oct. 20. ESDC will sell a vacant six-acre piece of land in the industrial sector of the Radisson Community in Lysander to Cazenovia– based Baco Controls, Inc., which markets and sells components for industrial automation. The company will buy the land, located on Loop Road, for $61,500 and will build a

new 10,000-square-foot to 12,000-squarefoot facility, ESDC said. Baco Controls President Thomas Rogers plans to relocate the company to Radisson to make room for future expansion, he says. “We’re looking to expand and bring on other product lines from vendors,” Rogers says. “We’re in two locations over here in Cazenovia, and we need to get consolidated and move into one location.”

ESDC directors also approved a $150,000 Manufacturing Assistance Program grant for Salina–based Syracuse Label & Surround Printing. Syracuse Label plans to use the grant to help pay for a new printing press that increases efficiency and reduces production costs, according to an ESDC news release. The new press was part of $1.95 million in improvements that Syracuse Label completed in July 2011, ESDC said. Syracuse Label prints packaging for more than 300 companies in the food, plastics, and consumer-products industries, according to  ESDC.

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The Central New York Business Journal • 5

October 28, 2011

LE MOYNE: Centers will help students meet specific challenges in their careers Continued from page 1

and leadership, marketing, and information systems. The new school will also house Le Moyne’s master’s in business administration program. Le Moyne has become increasingly complex in the past 10 years, says Wally Elmer, dean of the School of Business. That’s made it harder to manage the college’s two divisions — management, and arts and sciences, appropriately. “We found ourselves getting larger and larger and more sophisticated,” Elmer says. “The thought was the timing was right for this.” Elmer adds that discussions are under way on future structure for the Division of Arts and Sciences as well. As for the School of Business, plans call for growth. The former Division of Management was home to about 600 undergraduate students, which the school plans to grow to 750 in the next two to three years. The targeted increase for graduate students is from 150 currently to 200 to 250 in the same time period. Elmer says the demand is there. The school saw a 22 percent increase in freshmen business students in the current academic year and is expecting a similar or larger increase next year. Included in that total is a 60 percent jump in freshmen accounting majors. One reason for the rising enrollment is Le Moyne’s success in placing gradu-

ates, even in a difficult economy, Elmer contends. All of its graduating accounting and information systems students had jobs before Christmas last year and nearly all of its seniors in finance did as well. Elmer expects the same results this year. The school plans to establish new partnerships with schools overseas, Elmer says. Just last summer, Le Moyne finalized a relationship with the University of Warsaw in Poland, allowing half a dozen Le Moyne students to take courses and complete internships there during the spring. Plans are on tap to add to the School of Business’ majors as well. Programs in entrepreneurship, sports marketing, and health-care leadership will be added at some point in the future, Elmer says. Some are already in place as minors with plans to expand to full majors down the line, he says. The School of Business itself will include four centers of excellence aimed at specific areas of strength in research and education, Elmer says. They will focus on applied business research, entrepreneurship and innovation, global business practices, and experiential learning and leadership. The centers will help prepare students to meet specific challenges in their careers, Elmer notes. “We feel a true responsibility to prepare people for life after Le Moyne,” he says. Eventually, the School of Business will have its own dedicated facility on campus, either a new structure or through renova-

The school saw a 22 percent increase in freshmen business students in the current academic year tion of an existing building. The hope is to start on that project about a year from now, Elmer says. The building will house a trading floor for instruction and research as well as a forensic accounting lab, he adds. “As Le Moyne looks to the future of business education, we are committed to capitalizing on our historic disciplinary strengths, while also responding to the needs of the current and future world with discerning and ethical judgment, innovation, and adaptability,” Le Moyne President Fred Pestello said in a news release. “The school will seek to build on its strong network of alumni and the college’s connections with the Central New York region, in addition to further developing partnerships with a global network of Jesuit schools.” Le Moyne has 2,800 undergraduate students and 700 graduate students overall. The college employs more than 350 faculty members.  Contact Tampone at

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• The Central New York Business Journal

October 28, 2011

Canada remains a land of opportunity for exporters JOHN TRACY GOING GLOBAL

Canada remains our largest trading partner and a logical target market for first-time exporters. We share similar business cultures, corruption is perceived to be low, and both nations offer intellectual-proper ty protections. Canada’s proximity means that logistics and transpor-

tation services are abundant and competitively priced. Since the advent of NAFTA, American products, with the exception of a few agricultural products, enter Canada duty free. Recent studies show that 99 percent of all traded goods and services cross the border without incident or controversial trade restrictions (with the exception of ITAR military controlled goods). Since Canadians can currently buy the U.S. dollar for about one Canadian dollar, the road is clearly paved. According to the U.S. Department of

Commerce’s Country Commercial Guide for Canada, an important key to achieving market penetration and expanding export sales to Canada is to minimize the Canadian customer’s work. This can be accomplished by adapting the transaction to resemble a Canadian domestic transaction. Sales to Canada can be expanded by establishing a presence in that country, either by setting up an office or by appointing an agent or distributor. Although Internet and telecommunications can provide easy access to the

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Canadian market, it is also recommended that you perform site visits, participate in local trade events and symposiums, and conduct one-on-one meetings to perform the necessary due diligence, screen potential agents and distributors, and establish solid business relationships with your Canadian customers. One effective way to meet potential business partners is by participating in U.S. Department of Commerce programs that are designed to bring American companies together with Canadian firms (visit www. New York State’s Empire State Development also has offices in Toronto and Montreal. If you belong to a trade organization here in the U.S., it is likely that a similar organization exists in Canada. According to recent market-trend analysis, the best opportunities for U.S. companies in the Canadian market are clustered around five major trends:  Aerospace. In addition to opportunities for U.S. manufacturers of aircraft both large and small, U.S. aerospace industry suppliers will find expanding opportunities as suppliers for Canadian aerospace manufacturers.  Automotive supply chain. About one-fourth of existing U.S.-Canada trade involves the expanding Midwest-Ontario automotive supply chain that offers opportunities for U.S. auto-parts suppliers as well as companies offering advanced manufacturing technology and services.  Energy/natural resources sector. Major projects in this area offer rich opportunities for U.S. energy and renewableSee GOING GLOBAL, page 7

POLARIS: New owner-

ship group includes four Polaris executives Continued from page 2

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The Central New York Business Journal • 7

October 28, 2011

GOING GLOBAL: One way to meet potential

business partners is to participate in programs that bring American and Canadian companies together Continued from page 6

energy firms, construction/engineering firms, as well as companies active in environmental services, remediation, and financial/management services. n Canadian tourists visiting the United States. A strong Canadian dollar and the 13 percent retail taxes in Canada have boosted the number of Canadian tourists visiting the United States. This offers opportunities for U.S. hotels and restaurants, tourist agencies, airlines, retailers, and real-estate developers. An exciting new twist generating a lot of buzz is medical or health-care tourism. Although Canada has nationalized health care, there can be long waiting lists for elective procedures. Many Canadians that have the means are traveling to the U.S. for their medical needs. n Expanding Canadian federal and provincial procurements offer opportunities in defense, security systems, construction and engineering services, and information technology/telecommunications. Now that you’re convinced that Canada is a worthwhile target market, there are

some differences worth highlighting. The Goods and Services Tax (GST) is a consumption tax that is paid at time of import into Canada. The intent is for the tax to be paid by the ultimate consumer, so often the U.S. exporter can claim refunds for GST by becoming a non-resident importer of record. When selling into the province of Quebec, U.S. exporters need to take note of the Charter of the French Language, also known as Bill 101, which is a law defining French as the official language of Quebec and framing fundamental language rights for everyone in the province. This means that products to be distributed to and sold in Quebec must have bilingual packaging. Bottom line: If you can sell your products domestically, you can usually market them to Canada as well. q John Tracy is an international trade specialist for the U.S. Department of Commerce and is the education chair of the International Business Alliance of Central New York Advisory Board. Email him at john.tracy@

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• The Central New York Business Journal

October 28, 2011

The Tides are Turning: Is Your Business Ready? Change is the law of life. And those who look only to the past or present are certain to miss the future. — John F. Kennedy Intellectual property has the shelf life of a banana. — Bill Gates


ou’ve worked hard to build your business. You’ve spent years devising the concept, creating the strategies, and implementing the plans and procedures. You have single-handedly grown your company into what it is today. Chances are, one day you plan on selling that business so that you can retire in the future. And, by the way, only about 20 percent of businesses that go up for sale actually sell. Unfortunately, if you think that prospective buyers are going to be solely interested in your business’s intellectual property and customer or client databases, you’re sorely CLOSELY HELD mistaken. BUSINESS Today’s potential business buyers are more savvy and much more demanding than the business buyers of yesteryear. As more and more baby boomers think of retiring, those who are trying to sell their businesses are finding that the infrastruc-


ture of their business is just as important to the value of their company as the current profit margins and the business’s future potential. What does this mean to you as a business owner who may be selling his/her business in the near future? It means that you better make sure your business is not dependent upon you as the owner in order for the business to operate properly. This means developing a core team of polished professionals with a sharp strategic and tactical focus — a team that will put the business to work for the future owner of the company and will allow you to exit the company, leaving it a fully functioning enterprise and prospering in spite of your retirement. It also means documenting everything and anything so that your potential buyers can see exactly what it is they are buying and how they will be running the business once you are gone.

A buyer’s biggest fear

No matter what your business specializes in, when you decide to sell it, a potential buyer’s biggest fear is that once you walk out that door, so will the ability of your business to operate. In order to reduce these fears and prove these worried buyers wrong, you need the people and systems in place. If, up until this point, you have built your business around yourself, a buyer’s concerns will be very valid. What you have is not necessarily a business, but rather a job

that you have created around your skills and abilities. Once you leave that business, the business will ultimately fail unless you take measures to ensure its survival — and those measures need to be taken sooner rather than later. A core team of employees is critical, employees who are capable of operating with minimal direction. You need a team of competent, capable individuals and managers who know what they are doing. Most important is having a crossfunctional team at the top that is as dedicated to the company’s success as it is to you personally. You need to automate your business. You need all of the functions that are necessary to run your business thoroughly documented and delegated out to a core team of employees who will be able to manage the duties of the business long after you have left. Until this happens, there is no way for you to sell your business at a premium price because buyers will not see your business at its full potential value. Proper documentation is also important. You may know all of the phone numbers and contact details of your suppliers and clients by heart, but that won’t help your business buyer. Have all of your suppliers listed out in detail, describing what they provide, who your contacts are, and what you pay for your supplies and/or services. The same is true for your customers and clients. While a customer database is a valuable tool, signed agreements with your

customers will prove even more valuable and will add to the value of your business in the eyes of a potential buyer. Last, but not least, document your business’s financial performance. Potential buyers will not pay a penny if they think your business is a “sinking ship.” Financial reports are just as crucial as a core team of employees and the documentation required to run your operations. Remember, when it is time to sell your business, you are going to be dealing with educated buyers who will pay a premium so that your efforts and hard work pay off and you can enjoy retirement the way it was intended to be. Buyers want a turn-key operation. They want a business they can operate easily without your help once you are gone. If you don’t have a documented organizational chart and strategic system in place, providing buyers with what they want will be impossible. That is why now is the time for you to think through your exit strategy and how you will begin structuring your business to make it as attractive as possible to potential buyers who will want to purchase your business at a premium price once you are ready to retire. By the way, this process usually takes about five to 10 years. Are you ready?  Thomas Walsh, Ph.D. is president of Grenell Consulting Group, a regional firm specializing in maximizing the performance of organizations and their key contributors. Email Walsh at

The Central New York Business Journal • 9

October 28, 2011

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M&T Bank 1ST VICE CHAIR Karen E. Hegeman Retired, School Administrator 2ND VICE CHAIR Debra Sanderson Chenango County Agency on Aging TREASURER Susan S. Duerr MedBest Medical Management Inc. SECRETARY Deborah A. Schwarting Auburn YMCA

BOARD MEMBERS Sara Ayala Retired Dr. Zina Berry Berry Good Dental Care Jessica Cosentino Cosentino’s Florist Susan S. Duerr MedBest Medical Management Inc. Leslie English Dale Carnegie Training Rita Chirumbolo Ernstrom Ernstorm Consulting, LLC Lucimar Foo Siam Escudero Chemung Canal Trust Company Karen E. Hegeman Retired, School Administrator Gail Homick Herrling Consultant Sharon K. Kelly South Lewis Central School Carl McLaughlin Fort Drum Regional Liasion Org., Exec. Dir. Cindy Masingill Entrepreneur Terry K. Plizga M&T Bank Judy Prosser Rescue Mission Rebecca Reed Fairgrounds YMCA Helen M. Rico Booz Allen Hamilton Michael R. Sabo Retired Debra Sanderson Chenango County Agency on Aging Deborah A. Schwarting Auburn YMCA Irene Scruton CNY/WNY Chap. of National Safety Council Kim Lamar Shelton Broome Community College Judy B. Suddaby NYS Court of Claims Rev. Deborah L. Watkins Five Star Parish of United Methodist Church

PROGRAMS AND SERVICES All of the Girl Scouts programs are part of a ladder of leadership with three primary journey programs: 1. It’s your world, change it! 2. It’s your story, tell it! 3. It’s your planet, love it!

RECENT ORGANIZATIONAL HIGHLIGHTS • Successfully merged five Girl Scout councils into one officially in July 2009. The jurisdiction now spans 24 counties in upstate New York and two counties in Pennsylvania. • Merged all business systems. • Completed a strategic learning process and a thorough property review

Girl Scouts of NYPENN Pathways stay relevant, move forward BY NICOLE COLLINS JOURNAL STAFF

CICERO — The Girl Scouts of NYPENN Pathways is a relatively new entity born from a nationwide merger in an effort for the Girl Scouts to maintain relevancy and move into the future. In 2005, the national Girl Scouts organization completed a strategic learning process that identified five focus areas that the organization needed to work on to build greater capacity. Working within each focus area — branding, program model, volunteerism model, funding, and organization and structure — would help it succeed in becoming a stronger organization. “It’s important for us to be relevant,” says Pamela Hyland, president and CEO of the NYPENN council. “If you’re not continuously relevant, you’re going to fail.” During the strategic learning process, five “gap” teams were established with the purpose of identifying strategies that would move the organization into the future. It was the work of the organization and structure gap team that recognized that not every council had the organizational capacity to deliver the Girl Scout leadership experience in a consistently strong way while also ensuring that the work of each of the remaining four focus areas could be successfully implemented across the country. The solution: merge the councils. The first 10 groupings of councils merged in 2007. After all the mergers were complete, the organization went from 330 councils to 112 councils. Five councils in Central New York and Pennsylvania officially merged in July 2009, becoming the Girl Scouts of NYPENN Pathways. This council includes 24 New York counties and two Pennsylvania counties. Traffic patterns determined the inclusivity of the Pennsylvania councils in Tioga and Bradford counties to join with the New York councils.

Hyland was working for a South Carolina council when the decision to merge was made. In fact, she was with one of the first councils to merge, the Girl Scouts of South Carolina Mountains to Midlands. She arrived in Central New York in February 2009 for a new job opportunity, and saw the NYPENN council through its merger; it was one of the last councils to merge. The members of the NYPENN charter have access to six service centers (a service center is defined by the presence of a Girl Scout boutique/store). At three of the service centers, the scout troops can stay overnight. In October 2010, this council opened a service center and store at a mall location in Johnson City, the first council in the nation to do this. At the 16,080-square-foot Cicero location, the members have access to a computer lab, as well as a Lockheed Martin sponsored STEM lab. On the grounds of the Phelps service center, the troops can have campfires and go for hikes. The New Hartford service center is located within walking distance of a movie theater. “All three locations are within easy driving [distance] from many community attractions, and by staying at the service centers, it becomes an affordable option for troops who live far away from these attractions,” says Hyland.

100 years strong

March 2012 marks the 100th anniversary for the Girl Scouts. The celebrations kick off this month, and the organization has more than 26 events planned throughout the year. The NYPENN council will have a temporary exhibit at the Onondaga Historical Association from March 2012 to August 2012, and one at the Discovery Center in Binghamton from March 10, 2012, through January 2013. While there is now a revamped badge system, new branding materi-

Girl Scouts facts  Founded: July 2009  Full-Time Employees: 70  Volunteers: 7,269  Mission: “Girl Scouting builds girls of courage, confidence, and character who make the world a better place.”  Planning/Fundraising Outlook for 2011-2012: • 100th anniversary celebrations of girl scouting; including a special exhibit at the National Women’s Hall of Fame in October. • More than 26 alumnae events planned between October 2011 and September 2012, and several Women of Distinction events. • A traveling historical exhibit will be used at all events and there will be a temporary exhibit at the Onondaga Historical Association from March 2012- August 2012, and one at the Discovery Center in Binghamton from March 10, 2012 - January 2013. • 100th Anniversary Jamboree on July 27-29, 2012

als to show unity of one organization, and a redefined mission statement, the core values of courage, honesty, fairness, respect, and diversity that the Girl Scout have taught since the beginning haven’t changed. “It’s how you build on those values that change,” Hyland says. The activities the girls are interested in today are different than what they were for the girls in the 1920s when the organization began. The key is to listen to what is important to the girls now, and then determine what Girl Scouts needs to be for them. “You want the girls to have experiences they might not have otherwise,” says Hyland. With the upcoming anniversary, Hyland encourages alumnae to share their experiences as Girl Scouts with future generations. Eighty-two perSee GIRL SCOUTS, page 23


• The Central New York Business Journal

Congratulations to the 2011 40 Under Forty Honorees

40 Presents

November 30, 2011 11:00 AM - 2:00 PM Nicholas J. Pirro Convention Center

October 28, 2011

 Kristin Angello • ARCADIS U.S., Inc.  Brian Balash • Pyramid Brokerage Company  Tim Barnhart • Northwestern Mutual Financial Network  Michelle Bersani • TAG Group, LLC  Jeffrey Biesiada • M & T Insurance Agency, Inc.  Shane Bogardus • Cumulus Broadcasting  Chantell Dalpe • Women’s Wellness Place, P.C.  Nate Desimone • Professionals Incorporated  Desalyn De-Souza • SUNY Empire State College  Krispin Dolbear • Eric Mower and Associates  Terry Duffy • TERACAI  Kellie Ellis • Syracuse Children’s Theatre  Gregg Evans • Testone, Marshall & Discenza, LLP  Rabbi Daniel Fellman • Temple Concord  Andrew Fish • Cayuga County Chamber of Commerce  Eric Fung • Syracuse ENT Surgeons  Timothy Gaughan • Thompson & Johnson Equipment Co., Inc.  Jana Haldenwang • Campbell-Dean Funeral Home, Inc.  Aaron Harris • ElderChoice, Inc.  Heather Hudson • Food Bank of Central New York  Darrek Isereau • SRC, Inc.  Gretchen Jolly • Fidelity Investments  Stacey Keefe • Syracuse University  Thomas Kogut • O’Brien & Gere  Julia Martin • Green & Seifter, Attorneys, PLLC  Christian Mercurio • City of Rome  Julia O’Donnell • M&T Bank  Colleen O’Mara • Pinckney Hugo Group  Victor Parker • First Niagara Financial Group Benefits Consulting  Jose Perez • Smith, Sovik, Kendrik & Sugnet, P.C.  Ed Prue • Latorra, Paul & McCann Advertising  Emad Rahim • Morrisville State College  Eric Ridley • Action Company  Vincent Salvagni • Dermody, Burke & Brown, CPAs, LLC  Brody Smith • Bond Schoeneck and King PLLC  Levi Spires • Site-Seeker, Inc.  Joe Stabb • Cresthill Suites Company  Raymond Toenniessen Institute for Veterans and Military Families, Syracuse University  James Trasher • CHA Consulting Inc.  Amy Vanderlyke • Sugarman Law Firm

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The Central New York Business Journal • 11

October 28, 2011

Law & Accounting SPECIAL REPORT

Patent laws get a much-needed update By Kevin Tampone Journal Staff


  hen the nation’s patent laws   last received a significant   update in 1999, many lawyers assumed more legislation would soon follow, says Peter Bilinski, an intellectual-property (IP) law attorney with Syracuse–based Hiscock & Barclay. It didn’t quite work out that way. “We all held our collective breath. We didn’t know for sure until probably June that this was going to happen,” Bilinski says of the America Invents Act (AIA), signed into law this September after more than 10 years of work. Compared with the new overhaul, the changes the previous reform bill made were relatively small, he adds. Among the most significant is a change from a “first-to-invent” patent system to a “first-to-file” model. The United States was the only country left in the world operating under a first-to-invent system. Bringing U.S. laws in that area in line with those of other nations is critical in a global economy, local IP attorneys say. A first-to-invent system can also be difficult to administrate for the patent office, given that it’s based on often differing assertions from competitors. But first-to-file was one reason the new reforms took so long to pass, says James Muldoon, an IP lawyer in the Syracuse of-

“Everyone wants their patents sooner,” Bilinski says. “You want quality patents and you want them sooner.” Bilinski

fice of Harris Beach. The provision sparked some tension between small, individual inventors and large companies with massive patent portfolios. A first-to-file system favors businesses with the resources to file patents early, Muldoon notes. “Small companies are going to be held to the same standard as large companies,” he says. “They have to get their applications on file.” The act does make some attempts to level the playing field for small firms and individuals, including a 75 percent discount on fees for those who meet certain criteria. A number of provisions in the act are ultimately aimed at reducing litigation and improving the overall quality of issued patents, Muldoon says. It creates some new review procedures meant to help steer disputes away from full-blown lawsuits, among

other things. The act also addresses a ballooning cottage industry in lawsuits involving false marking. The suits involved rules mandating that products protected by patents have the patent number marked somewhere on them. Prior to the reforms, anyone could bring a lawsuit against a company for marking products with incorrect or expired patents. That led to an entire crop of lawsuits brought by people simply seeking to win financial settlements, says Blaine Bettinger, an IP attorney at Bond, Schoeneck & King, PLLC of Syracuse. The law now limits those suits to the government or competitors who have sustained injury from the false marking. Patent holders are also now allowed to mark their products with a website link that would display the required patent numbers. The site could be updated faster and more

easily that altering numbers on products themselves, Bettinger notes. “That could save companies quite a bit of money,” he says. The law didn’t include everything that had been hoped for, Hiscock’s Bilinski says. The Patent and Trademark Office wanted to use the act to redirect the fees it collects to itself. The office is currently funded through the regular appropriations process. It didn’t quite win the fee battle, Bilinski says. Fees will now head into a separate account, where they may wind up back with the patent office, but it’s not guaranteed, he says. The money still could be sent back to the Treasury. “If it goes to the patent office, that’s a great thing,” Bilinski says. “Of everything, this would be the biggest and largest effect of the AIA.” That’s because if the office controlled its fees itself, it could use them to more effectively reduce the backlog of patent applications. At the moment, the office is just one more government agency competing for a reduced pool of money, Bilinski says. This year, he adds, the office will receive more than 600,000 new patent applications. “Everyone wants their patents sooner,” he says. “You want quality patents and you want them sooner.” q Contact Tampone at

Businesses struggle to fill some openings despite high unemployment By Traci DeLore Journal Staff


  ith an unemployment rate of 8   percent, New York has many   residents looking for a job, but in some industries, employers are the ones struggling to find people to fill open positions, according to Robert Half International. For the third quarter of 2011, the unemployment rates for several fields are notably low. Those fields are: n Financial analyst — 0.6 percent n Compliance officers — 1.7 percent n Human-resources managers — 2.6 percent n Chief executives including chief financial officers — 2.8 percent n Credit authorizers, checkers, and clerks — 2.9 percent n Accountants and auditors — 3.4 percent “These are value-added positions,” says Jordon Heffler, division director in the recruiting company’s Albany office, which covers the Central New York region. People

in those positions add value to the business by improving its financial picture, reducing risk, and making sure the company places its employees efficiently, he explains. So, why are employees in those fields in such high demand? It’s because businesses recognize the importance of having experienced and skilled people in those positions, and are willing to pay well to keep them there, Heffler says. A good human-resources manager is going to make sure the company is putting the right people in the right jobs to ensure efficiency, he says. “That person is going to make sure your best quarterback is functioning as a quarterback,” Heffler says. Compliance officers are a “necessary evil” for public companies, banks, and corporations such as Lockheed Martin that do business with federal and state governments, Heffler says. They protect businesses from risk and make sure companies comply with all the regulations pertinent to their field. From financial analyst to auditor, all those positions play key roles at companies that make them essential to the companies and

their management, Heffler says. “They’re doing everything possible to keep the good ones,” he says of those managers. “If all the good financial analysts … are getting paid well and are being treated well, they aren’t going to be looking for a job.” That means businesses seeking those types of employees have a limited pool of experienced candidates to choose from — and those jobs are the types of jobs companies prefer to fill with experienced candidates, Heffler says. “Companies don’t necessarily want a new graduate for those positions,” he says. However, with unemployment rates for those fields in the single digits, businesses have to be willing to open their search to more potential candidates, he adds. Robert Half is currently conducting searches for several positions in the Norwich area, and while it’s critical that candidates have the right experience, Heffler says, employers may find they need to be willing to train new graduates to fill the roles. To help find candidates in these tight markets, he recommends using an experienced

recruiting firm as well as opening up search parameters. Companies should also do their homework before beginning a search to make sure they are offering salary and benefits that are appropriate. “You have to be offering a competitive compensation package,” Heffler notes. That includes providing a positive and challenging work environment and opportunity for growth. It may even include offering relocation benefits if candidates are from outside the immediate area. “These are the sorts of things a candidate is going to be looking for,” he says. As for prospective employees, people may want to consider making a switch to one of those fields, he says. “These positions were always in demand,” before the recession, he says, and he doesn’t expect that to change any time soon. Headquartered in Menlo Park, Calif., Robert Half International ( is a specialized staffing service with $3.18 billion in revenue in 2010. q Contact DeLore at


• The Central New York Business Journal


October 28, 2011

Buffalo–area law firm enters Syracuse market BY KEVIN TAMPONE JOURNAL STAFF

FAYETTEVILLE — A Buffalo–area law firm with five offices in Erie and Niagara counties is launching its first satellite location in Fayetteville. HoganWillig’s founder, Corey Hogan, met the attorney who will staff the new local office, Jeffrey Meyer, through other businesses the two owned. Hogan was looking to buy some assets and Meyer was selling to return to practicing law. The firm had not been targeting the Syracuse area or even thinking much about expanding beyond Buffalo, Managing Partner Diane Tiveron says. “When he met Jeff, it was like the light went on,” she says. “It’s a natural progression of what we were doing.” The firm has been growing steadily in the Buffalo area, she says, and employs more than 110 people, including about 50 attorneys. Much of the growth has been driven by a focus on using technology to increase efficiency, she adds. That means investments like case-management software and remote connections for off-site work. Establishing a satellite office will allow the firm to test drive that approach at a greater distance, Tiveron says. If the new location works out, it could expand or lead to other offices elsewhere in the state.


The new Fayetteville location of the HoganWillig law firm. “We really want to build up a little before we go forward,” Tiveron says. “We try to be somewhat cautious. We want to

see what [the new office] brings now.” HoganWillig’s main office is in Amherst with additional sites in Buffalo, Lancaster,

Lewiston, and Lockport. Meyer’s background is litigation, Tiveron says. The firm sees him as a presence for HoganWillig in Central New York’s courts. But the law firm’s technology investments will allow it to deploy resources in practice areas like real estate and business law in the Syracuse market as well. After Hogan met Meyer, firm leaders learned there were a number of other attorneys at HoganWillig with ties to the Syracuse area. Some went to school in Syracuse or have family in the area, Tiveron says. “It’s not just Jeff,” she notes. “There are other connections we’re going to try to work.” HoganWillig’s client base includes individuals and small closely held family companies. Tiveron describes HoganWillig as a “middle-class” law firm, focusing on areas like estate planning, real estate law, and corporate and business services. The firm’s practice areas also include personal injury, marriage and family law, criminal defense, bankruptcy, vehicle and traffic law, and third-party collections. “We’re really a middle-class, cradle-tograve law firm,” Tiveron says. “We have not really pigeonholed ourselves into any one area.”  Contact Tampone at

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October 28, 2011

law & accounting

The Central New York Business Journal • 13

Achieving compliance with affirmative-action rules O

  ver the past few months, smart   human-resources professionals   have been keeping a close eye on the Labor Department’s Office of Federal Contract Compliance Programs (OFCCP), which oversees affirmative action and equal-opportunity enforcement. Last year, the OFCCP received a 25 percent budget increase and approval to hire more 200 additional VIEWPOINT than compliance officers; for FY2012, it is requesting $3.6 million in additional funding. At the same time, the OFCCP is seeking public comment for its proposal to request additional information from contractors when conducting compliance evaluations. Clearly, the government is more motivated than ever to aggressively enforce affirmative-action rules. With these telltale signs afoot, it’s more important than ever to understand and comply with the current laws governing affirmative-action plans.

candace walters

The basics: FAQ

Below are a few frequently asked ques­ tions about affirmative-action plans and compliance: Question: What is an affirmative-ac­tion plan? Answer: It is a written plan that employ­ers doing business with the fed-

eral govern­ment, including contractors and subcon­tractors, must prepare each year to remain in favorable standing. The regulations governing affirmative action were established in Executive Order 11246 and are administered by the Office of Federal Contract Compliance Programs. These regulations mandate that employ­ ers take constructive steps to avoid illegal discrimination. The creation of an affirmative-action plan involves analyzing a contractor’s cur­ rent work force and the previous year’s employment activity (applications, hiring, promotions, and terminations) to discover potential problems. If problem areas are identified, the contractor must develop pro­ grams to correct or eliminate them. An affirmative-action plan is not simply a policy on equal-employment opportunity, such as is found in many employee hand­ books. Rather, it is a detailed analysis of work-force utilization and includes both narrative and statistical analyses. Addition­ ally, a plan provides a commitment to elim­ inating workplace discrimination against women, minorities, individuals with dis­ abilities, and covered veterans. Question: Who needs an affirmative-ac­ tion plan? Answer: A company is required to have a current plan if it has 50 or more employ­ ees and: • It has a federal contract or subcontract worth $50,000 or more, or,

• It is a financial institution that is an issuing agent for U.S. savings bonds and notes, or, • It serves as a depository of govern­ ment funds in any amount. Question: What will happen to my com­ pany if we don’t prepare an affirmativeaction plan? Answer: A contractor that fails to com­ ply with affirmative-action provisions is in violation of its contract with the federal government. The OFCCP conducts reviews to investigate the employment practices of government contractors. If a compliance review reveals problems and conciliation is not reached, the OFCCP may impose sanctions. This could result in fines or even in the company’s contracts being terminat­ed or suspended, in part or in whole. The contractor may also be debarred, and declared ineligible for future government contracts. Additionally, bad publicity and employeerelations problems may result. Question: As a federal contractor, is my company required to establish quotas? Answer: No. Quotas are not part of an affirmative-action plan; in fact, they are expressly forbidden. Based on the avail­ability of qualified individuals, contractors are required to establish goals to reduce or overcome under-use of women and minori­ties. These goals do not create set-asides for specific groups. In all selection deci­sions, equal opportunity must be granted and the most qualified candidate chosen.

Burden or opportunity?

Upon becoming federal contractors, many companies view the creation of an affirmative-action plan as nothing more than an administrative task that must be checked off to avoid penalties. However, the necessity of creating an affirmative-ac­ tion plan can present a unique opportunity to enhance an organization’s work force. Take it from Tompkins Financial Corporation, headquartered in Ithaca. The 175-year-old financial institution — providing community banking, wealth management, and insurance and risk-management services — has had an affirmative-action plan in place for decades. Tompkins’ affirmative-action program is considered an important component of the firm’s commitment to diversity, said Robert B. Bantle, executive vice president of Tompkins Services, a group that provides support to the company in areas such as human resources and training and development. “We don’t see affirmative action as an onerous task, but a good business strategy,” he said. Tompkins’ commitment to affirmative action includes a very broad employeeadvancement program, which provides employees with both external and internal training and educational opportunities. “We want lifetime learners, people See compliance, page 15



• The Central New York Business Journal

October 28, 2011

BONADIO: The New York City office will be

focused on Bonadio’s ValuQuest business appraisal division Continued from page 1

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York City and said it is actively pursuing a merger or acquisition of another accounting firm in the Hudson Valley area. Bonadio leaders are in talks with about a dozen firms in that region at the moment. It will be sometime next year before a deal is announced, Tom Bonadio says. The firm expects its construction, real estate, health-care, nonprofit, and government practices to play well in the Hudson Valley. Bonadio has about 300 construction clients around the state and works with those businesses on more than just financial statements. The firm provides consulting services in areas like succession planning, bidding, and operations as well. The Bonadio Group provides a similarly broad range of services in the health-care sector, Bonadio says. The firm has worked with hospitals, nursing homes, and others in areas stretching from basic financial services to complex feasibility studies. The New York City office will be focused on Bonadio’s ValuQuest business appraisal division. The division’s director, Anthony Duffy, has been developing work in the city and on Long Island for about 18 months. A physical location will help the firm generate more appraisal business and give its other services, especially construction, a foothold as well, Duffy says. Duffy and two others will use the office regularly. ValuQuest has five employees around the state. “It does seem to be important in the [New York City] market to have a presence and an office does help market your accessibility,” Duffy says. He notes that valuation is dependent on volume and in upstate New York there


It is actively pursuing a merger or acquisition of another accounting firm in the Hudson Valley area. “It does seem to be important in the [New York City] market to have a presence and an office does help market your accessibility,” Duffy says. are only so many appraisals getting done. Those numbers are dramatically higher in the city, he says. The New York City office will not house full-time staff yet. That’s because the firm wants to take advantage of its upstate New York cost structure, Tom Bonadio says. Upstate New York prices will aid the firm in the Hudson Valley as well since many companies there are now served by New York City accountants. “We have upstate New York costs and they have Manhattan costs,” Bonadio says. The Bonadio Group employs more than 350 people and generates revenue of about $47 million a year. The firm has additional offices in Albany, Buffalo, Geneva, and Perry.  Contact Tampone at

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The Central New York Business Journal • 15

COMPLIANCE: Thorough training is another crucial factor for federal contractors Continued from page 13

who are aggressive about developing the skills they need not only today but for the assignment they may hold in 10 years,” Bantle said. The program has become a key component of Tompkins’ overall affirmative-action plan, serving as an important recruitment tool. Businesses creating an affirmative-action plan for the first time should view it as an opportunity to act on corporate values and treat employees properly. “We’ve also

seen it as a way to gauge progress, and suggest areas for learning and development,” Bantle said. Thorough training is another crucial factor for federal contractors. Tompkins recently held training sessions for its leadership team, educating them on topics such as outreach efforts, reasonable accommodations, recordkeeping requirements, and self-auditing. Recruiters and managers also must understand regulatory requirements and best practices in affirmative action to ensure OFCCP

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Taking the first step

Achieving compliance with current affirmative-action regulations is a complex process that can be particularly puzzling to businesses developing plans for the first time. Outsourcing is a valuable option for new federal contractors and for established contractors who want to stay current on the laws governing affirmative-action plans. Contractors and subcontractors must be sure they fully understand what the cur rent

law requires of them to avoid penalties. Although this takes some effort, a properly implemented affirmative-action program not only fulfills an administrative requirement but can also enhance a company’s work force by promoting diversity.  Candace Walters is president of HR Works Inc., a human-resource consulting and outsourcing firm, providing services to clients in the Central New York area and throughout the United States. Contact Walters by email:

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• The Central New York Business Journal

October 28, 2011

Maguire: Expects to hear in 30 to 60 days whether or not it received LEED Platinum certification Continued from page 1

co-owner at Maguire. It was during the process of discussing the need to renovate the facility that Toyota educated the Maguires about the Leadership in Energy and Environmental Design (LEED) certification awarded by the U.S. Green Building Council to facilities that meet green building design and construction criteria. “The more we got into it, the more we saw there were a lot of benefits,” Maguire says of the LEED certification. It was easy to see where going for a LEED certification would have environmental, economic, and social benefits for the company, he says, so “we aimed for the greenest car dealership in the world” when the company began the renovation project 15 months ago. Planning and designing the project took about two years and involved working with multiple architects, including several retained by Toyota, in order to make the LEED plans fit into Toyota’s mold. Maguire hired Schickel Architecture of Ithaca with Welliver McGuire of Montour Falls as the lead contractor. The company expects to hear within

the next 30 to 60 days whether or not it receives LEED Platinum certification – the highest level available. Among the environmentally friendly and energy-saving elements of the project are: • 180 rooftop solar panels that generate 20 percent of the electricity used at the dealership; • Energy-efficient lighting that is 34 percent more efficient than standard lighting; • A high-performance building envelope that uses 45 percent less energy than a standard building of the same size; • White thermoplastic polyolefin roofing that reflects sunlight and reduces heat gain; • The use of natural light in 95 percent of interior spaces to limit the use of artificial lighting; • A rooftop-rainwater-collection system that collects water in storage tanks for washing cars, flushing toilets, and watering the landscaping; and • Recycling waste oil for heating and other renewable applications. In addition, about 95 percent of the original existing structure was reused during the renovation project, 97 percent of the construction waste was recycled, more than

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22 percent of construction materials were recycled products, wood used was harvested using sustainable practices, and 100 percent of interior materials contain no or low volatile organic compounds content. On top of using green materials and elements to reduce the facility’s energy use, work also included amenities friendly to employees and customers who are environmentally conscious, Maguire says. “The building has bicycle racks,” he says. “We have lockers and showers for employees that would like to bike to work.” The dealership is also located on publictransit routes and offers designated parking for low-emission and hybrid vehicles. During the $5 million project, Maguire added about 10,000 square feet to the building to create a 70,000-square-foot building situated on about 12 acres. Work included renovating the showroom, service area, and customer-contact areas, Maguire says. Maguire financed the project through a combination of a construction loan with Toyota Financial Services and company cash on hand. He declined to provide a specific breakdown of how much was financed and how much the company in-

vested, but did indicate that the dealership received assistance from the New York State Energy Research and Development Authority totaling less than 1 percent of the total project cost. Maguire says that while the green elements did add to the cost of the project — he declined to provide specific amounts — he expects those elements to pay for themselves within seven years and begin generating savings after that. The Maguire Family of Dealerships ( includes the newly renovated facility on Elmira Road along with facilities on South Meadow Street, Cinema Drive, and Route 96. The company has 18 franchises — Audi, Chevrolet, Cadillac, Dodge, Chrysler, Jeep, Ram, Ford, Lincoln, Subaru, Hyundai, Kia, Mahindra, Nissan, Scion, Toyota, Volkswagen, and Volvo. The company employs 275 people and generated revenue in excess of $200 million in 2010. Philip Maguire co-owns the company with his father, Timothy Maguire, who is the majority owner. q Contact DeLore at Fresh perspective… serious results. “In my 20 plus years as a banker, TGA’s loan review is one of the best that I have seen. TGA’s risk-based approach ensured coverage of our most risky loans while ensuring appropriate portfolio coverage based on our credit risk. Although our ALLL has been reviewed by other loan review firms over the years, the first review TGA performed identified an opportunity to save our bank significant dollars. I highly recommend them.” – Robert M. Fisher, President & CEO, Tioga State Bank

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October 28, 2011

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Loan/ Deposit Ratio (%)

Return on Avg. Assets (%)

Return on Avg. Equity (%)

No. of CNY Offices — Total No. of Employees

Local Key Executives

Year Estab.


M&T Bank 101 S. Salina St. Syracuse, NY 13202 (315) 424-4039/ 442-6744



$76,465.2 — $67,250.9

$555.2 — $9,234,158

$59,960 — 2.92





70 — 14,142

Allen J. Naples, President, Central New York



HSBC Bank USA 333 W. Washington St. Syracuse, NY 13202 (315) 424-2056/ 424-3015



$195,101.4 — $183,595.1

$617.7 — $18,507

$68,938.4 — 3.23





51 — 9,856

Michael Masse, SVP & CNY Regional District Executive



KeyBank 201 S. Warren St. Syracuse, NY 13202 (315) 470-5394/ 470-5369



$85,930.1 — $90,662.6

$519.9 — $10,832

$53,083.9 — 2





50 — 15,351

Stephen D. Fournier, CNY District President



Bank of America One Clinton Square Syracuse, NY 13221 (315) 477-5826/ 477-5859



$1,454,050.6 — $1,518,957.8

$3,992.1 — $176,312

$724,717.3 $1,060,482.5 — 7.37




37 — 184,977

Mark Cuppernull, CNY Market President



Community Bank, N.A. 5790 Widewaters Parkway DeWitt, NY 13214 (315) 445-2282/ 445-2997



$6,364.9 — $5,432.6

$33.8 — $808

$3,436.5 — 0.58





47 — 1,630

Mark E. Tryniski, President & CEO Scott A. Kingsley, EVP & CFO Joseph J. Lemchak, SVP & CIO J. Michael Wilson, SVP & CTO



NBT Financial Group2 52 S. Broad St. Norwich, NY 13815 (607) 337-6170/ 336-7537



$5,294.8 — $5,373

$28.7 — $567

$3,594 — 1.14





33 — 1,033

Martin Dietrich, President & CEO Timothy Handy, Corporate SVP, Financial Group Manager Roger Clarkson, SVP, Business Development Manager



Alliance Bank, N.A. 1001 James St. Syracuse, NY 13203 (315) 474-3306/ NA



$1,469.7 — $1,449.3

$6.9 — $156

$873.4 — 0.94





28 — 328

Jack H. Webb, President & CEO J. Daniel Mohr, CFO & EVP John H. Watt, Jr., EVP



Tompkins Trust Company The Commons Ithaca, NY 14851 (607) 273-3210/ 273-1215



$1,458.5 — $1,457.2

$10.7 — $120

$770.7 — 2.24





14 — 336

Gregory J. Hartz, President & CEO



Bank of Utica 222 Genesee St. Utica, NY 13502 (315) 797-2700/ 797-2707



$875 — $831.6

$6.8 — $124

$51.5 — 0.34





1 — 35

Thomas E. Sinnott, President & CEO Brian Laughlin, EVP, Business Banking David LaShure, SVP, Info. Tech. Marie Bord, SVP, Operations



Citizens Bank 250 S. Clinton St. Syracuse, NY 13202 (315) 449-3019/ NA



$109,284 — $112,311.8

$177.1 — $17,935

$72,310.6 — 2.23





33 — 15,914

James P. Gaspo, President, New York



JPMorgan Chase 110 W. Fayette St. Syracuse, NY 13202 (315) 424-2731/ 424-1898



$1,791,060 — $1,568,093

$5,584 — $125,557

$548,200 — 6.51





15 — 191,202

David Horan, President, Capital Division



Chemung Canal Trust Company 1 Chemung Canal Plaza Elmira, NY 14901 (607) 737-3711/ 737-3732



$1,235.3 — $998

$4 — $122

$779.3 — 3.14





15 — 346

Ronald M. Bentley, President & CEO



First Niagara Bank 100 Clinton Square Syracuse, NY 13202 (315) 477-6000/ 471-8069



$30,804.5 — $20,470.2

$74.3 — $4,005

$16,113.3 — 1.35





19 — 4,751

David Kavney, Market Executive Central New York market executive



Oneida Savings Bank 182 Main St. Oneida, NY 13421 (315) 363-2000/ 361-5080



$656 — $614.9

$3.3 — $82

$281.2 — 0.62





12 — 334

Michael R. Kallet, President & CEO



Solvay Bank 1537 Milton Ave. Solvay, NY 13209 (315) 468-1661/ 488-9175



$601.9 — $582.2

$3.1 — $57

$360.4 — 1.1





8 — 153

Paul Mello, President & CEO



Beacon Federal 6611 Manlius Center Road East Syracuse, NY 13057 (315) 443-0111/ NA



$1,041.4 — $1,071.9

$3.3 — $103

$803.5 — 1.08





4 — 151

Ross J. Prossner, President & CEO


1 2

Based upon FDIC Deposit Market Share Report, 06/30/2011. NBT Financial Group is a service mark of NBT Bank, N.A.

Remaining information from FDIC Financial Reports as of 6/30/11. Central New York includes Broome, Cayuga, Chemung, Chenango, Cortland, Herkimer, Jefferson, Lewis, Madison, Oneida, Onondaga, Oswego, Seneca, St. Lawrence, Tioga, and Tompkins counties.



• The Central New York Business Journal

October 28, 2011

UPSTATE: Work on the space included raising the warehouse roof from 8 feet to 17 feet Continued from page 3

Syracuse branch office and considered moving to a suburb or the east side of the city. It eventually decided to stay on the same street because of its easy access to Interstate 690. “We’re at the crossroads of Central New York right here,” Mangine says. “That allows us to offer our customers the best access in town to minimize their time away from their jobs.” Upstate Systems also liked the idea of revitalizing an empty building, according to Mangine. Its new store was vacant before the company moved in, he says. To design improvements for the building, Upstate Systems worked closely with its landlord, Leonard Montreal, president of Syracuse–based Montreal Construction, Inc. and partner in Salt City Enterprises, LLC. Salt City Enterprises acquired the building a year ago, and Montreal Construction performed $300,000 in renovations to prepare the facility for Upstate Systems, Montreal says. Renovation costs have been built into Upstate Systems’ lease, he says. Work on Upstate Systems’ space included raising the warehouse roof from 8 feet to 17 feet, adding energy-efficient lighting, and installing an energy-efficient HVAC system. That HVAC system sits exposed along

a wall in the Upstate Systems store. The company will encourage contractors to visit the store with their customers in order to view a functioning HVAC system, Mangine says. The firm’s store has several other contractor-friendly features. A refreshment area will offer popcorn, cookies, coffee, or tea. And a table and chairs gives contractors space to take a seat and catch up on invoices. “They’re in their vans all day,” Mangine says. “If you have to do some paperwork, we’ve got a space for you.”

Company profile

Upstate Systems has a total of 34 employees spread between its three locations in Rochester, Syracuse, and Buffalo. Six of its employees are part time, while the rest are full time. In addition to expanding its Syracuse store, the company plans to open an office in Albany in the future, Mangine says. It expects to open that office sometime next year, but does not have a definite date, he says. Upstate Systems is in the middle of its fiscal year, and revenue is up 12 percent to this point, according to General Manager Ray Beato. He declined to give a specific revenue total.  Contact Seltzer at

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The Central New York Business Journal • 19

October 28, 2011

TOP RANKS: CENTRAL NEW YORK BANKS Ranked by CNY Market Share, 06/30/11 Name Address Website

06/30/11 CNY Market Share (%)1

Total Assets: 2011 Deposits in — Market 2010 ($ millions) ($ millions)

Net Loans Net Income ($ millions) ($ millions) — — NonTotal Capital performing ($ millions) Loans (%)

Total Deposits ($ millions)

Loan/ Deposit Ratio (%)

Return on Avg. Assets (%)

Return on Avg. Equity (%)

No. of CNY Offices — Total No. of Employees

Local Key Executives

Year Estab.


Geddes Federal Savings 2208 W. Genesee St. Syracuse, NY 13219 (315) 468-6281/ 468-4002



$469.5 — $450.6

$2.2 — $59

$417.7 — 0.4





1 — 37

William J. Hemmerlein, President & CEO John McPeak, EVP & CFO



Watertown Savings Bank 111 Clinton St. Watertown, NY 13601 (315) 788-7100/ 786-3385



$447.6 — $438.7

$1.8 — $59

$244 — 4.26





10 — 116

Mark R. Lavarnway, President & CEO Mark S. Bellinger, EVP & COO Darlene A. Jobson, VP & CFO Scott M. Pooler, VP, Information Systems Patty S. Spicer, VP, Loan Servicing



Adirondack Bank 185 Genesee St. Utica, NY 13501 (315) 798-4039/ 734-9581



$557.9 — $513.9

$1.6 — $43

$312.7 — 1.93





13 — 153

Gary W. Kavney, President & CEO Rocco F. Arcuri, Sr., EVP Comm. Services Robert H. Hillick, SVP & CFO Matthew Bohn, III, SVP Ops. Steven J. Hartnett, SVP & Chief Credit Officer



Pathfinder Bank 214 W. First St. Oswego, NY 13126 (315) 343-0057/ 342-9403



$418.1 — $396.2

$1.1 — $37

$285.5 — 1.4





8 — 115

Thomas W. Schneider, President & CEO



Elmira Savings Bank 333 E. Water St. Elmira, NY 14901 (607) 734-3374/ 732-4007



$499.8 — $499.3

$2.4 — $59

$317.2 — 0.96





9 — 109

Michael P. Hosey, President & CEO



Tioga State Bank 1 Main St. Spencer, NY 14883 (607) 589-7000/ 589-4600



$397.3 — $375.6

$1.8 — $37

$236.1 — 0.74





11 — 90

Robert M. Fisher, President & CEO Anne E. McKenna, SVP Finance & Control Ralph E. Kelsey, SVP Credit Services Christopher P. Powers, SVP HR Sharon L. Yaple, SVP Retail Banking & Business Development



Berkshire Bank 212 Main St. Oriskany Falls, NY 13425 (315) 821-2405/



$3,189 — $2,715.3

$6.4 — $414

$2,419.8 — 0.73





6 — 576

Michael P. Daly, President & CEO Kevin T. Riley, EVP & CFO



Fulton Savings Bank 75 S. First St. Fulton, NY 13069 (315) 592-4201/ 592-3177



$396 — $401.3

$2.7 — $69

$243.4 — 1.24





7 — 104

Michael J. Pollock, Pres. & CEO Jerome A. Mirabito, EVP Kenneth J. Parrotte, SVP Lending Wendy S. Tetro, SVP Controller



North Country Savings Bank 127 Main St. Canton, NY 13617 (315) 386-4533/ 386-3739



$239.7 — $243.3

$0.4 — $31

$196.6 — 0.95





5 — 84

David C. Swanson, President & CEO



Five Star Bank 351 N. Main St. Elmira, NY 14901 (607) 734-2091/



$2,276.4 — $2,135.9

$12.5 — $217

$1,361.9 — 0.5





6 — 571

Peter G. Humphrey, President & CEO Karl F. Krebs, EVP & CFO



Carthage Federal Savings and Loan 313 State St. Carthage, NY 13619 (315) 493-3480/ 493-0231



$167.5 — $165.8

$0.6 — $15

$141.6 — 0.35





3 — 35

Thomas H. Piche, President & CEO Patricia M. Turpin, EVP Operations Dale A. Klock, CFO & Treasurer



Seneca Falls Savings Bank 19 Cayuga St. Seneca Falls, NY 13148 (315) 568-5855/ NA



$240.3 — $236.3

$0.7 — $19

$184.7 — 2.37





6 — 75

Menzo D. Case, President & CEO



Seneca Federal 35 Oswego St. Baldwinsville, NY 13027 (315) 638-0233/ 638-9871



$151.5 — $152.5

$0.4 — $11

$94.8 — 0.16





3 — 37

Katrina M. Russo, President & CEO Wendy Bodnar, EVP & CFO Anna Custer, SVP Tammy Purcell, VP Lending Penny VanAuken, VP Operations



Massena Savings and Loan 255 Main Street Massena, NY 13662 (315) 764-0541/ 769-6542



$134.8 — $141.7

$0.6 — $14

$118.1 — 1.17





2 — 22

Kirk E. Wilmshurst, President & CEO



First National Bank of Groton 161 Main St. Groton, NY 13073 (607) 898-5871/ 898-5085



$128.6 — $123.7

$0.8 — $18

$66.1 — 1.88





2 — 42

Stephen Gobel, President & CEO Alan Christopher, SVP & CFO Gary Watrous, SVP & Sr. Lending Officer Norma Samson, SVP & Senior Ops. & Tech. Officer




Based upon FDIC Deposit Market Share Report, 06/30/2011.

Remaining information from FDIC Financial Reports as of 6/30/11. Central New York includes Broome, Cayuga, Chemung, Chenango, Cortland, Herkimer, Jefferson, Lewis, Madison, Oneida, Onondaga, Oswego, Seneca, St. Lawrence, Tioga, and Tompkins counties.



• The Central New York Business Journal

October 28, 2011


Business Journal C e n t r a l

N e w

Y o r k

Volume 25, No. 43- October 28, 2011 NEWS Editor-in-Chief........................Adam Rombel Assistant Editor..............Maria J. Carbonaro Staff Writers........................... Kevin Tampone (Online Editor) ..............................................................Rick Seltzer ............................................................Traci DeLore Columnists........................................ John Tracy Thomas Walsh Production Manager.......................Erin Zehr Research Manager.................. Nicole Collins SALES Sr. Account Managers....................................... Bernard B. Bregman Mary LaMacchia Marketing .......................BBB Marketing Inc. CIRCULATION Circulation Management....(315) 579-3927 Administrative Publisher..........................Norman Poltenson Chief Operating Officer......Marny Nesher Business Manager.....................Kurt Bramer

The Central New York Business Journal (ISSN #1050-3005) is published every week by CNY Business Review, Inc. All contents copyrighted 2011. All rights reserved. No part of this publication may be reproduced without the written consent of the publisher. Cover Price $2 Subscription Rate $86 per year


Let’s tax the job creators

  here’s a joke flying around the   Internet. In the last decade, Bob   Hope, Johnny Cash, and Steve Jobs have all died. Now America is left with an administration in Washington that has no hope, no cash, and no jobs. Morbid humor aside, the Obama Administration says it is focused on creating jobs. In September, the president addressed a joint session of Congress and stated that he wants “… to put more people back to work and more money in the pockets of those who are working.” He then proposed spending nearly half a trillion dollars through the “American Jobs Act” (AJA). The key elements of the legislation include the following: $245 billion in payroll-tax cuts for small employers and for mefrom the dium- to low-income publisher employees; $62 billion for a “Pathways Back to Work Program” for expanding opportunities for low-income youth and adults; and $50 billion for new and pre-existing infrastructure projects. In addition, the AJA asked for $49 billion to extend unemployment benefits; $35 billion to fund teachers, police officers, and firefighters; and $30 billion to modernize 35,000 schools. While the president called for immediate passage of his jobs bill, he didn’t propose how to pay for it until recently. His answer was simple: Slap a 5.6 percent surtax on “millionaires.” Where previously President Obama had defined millionaires as those married couples filing tax returns with more than $250,000 in adjusted gross earnings, he now raised the bar to $1 million, except for single filers who reached the millionaire threshold at the $500,000 level. The administration’s analysis indicated raising $450 billion over 10 years to pay for the money borrowed to fund the legislation. There was no projection of the interest cost or how to pay for it. To those of us living in the fast-paced world of marketing, the president’s proposal looked very much like the American Recovery and Reinvestment Act of 2009 (or stimulus package number one, which cost $1.1 trillion including interest), simply repackaged and downsized. Martin Feldstein,

norman poltenson

a Harvard economist and appointee to the Economic Recovery Advisory Board, calculated that each job “created” would cost $200,000, a figure two to four times the private-sector’s benchmark for creating jobs. Critics, who call the AJA “son of stimulus,” point out that the money we just spent on the 2009 Act was largely unproductive and simply added to the debt. They also say the president is robbing Peter to pay Paul by deferring funds from a Social Security system that’s going broke. Further, employers won’t hire additional workers for a short-term savings when they are anticipating paying higher taxes to fund an already bloated government, and the consumer is focused on reducing personal debt rather than buying goods and services. The billions of dollars proposed to retain teachers and first-responders are on top of $171 billion already disbursed to the states in the last two years for the same purpose. To critics, it smacks of a union payoff for those most loyal to the Democratic Party, just in time for the 2012 presidential election. As for infrastructure expenditures, the public learned that there are no “shovel-ready” projects, so why not just enact the traditional six-year infrastructure legislation and follow an orderly process. Then, of course, there is the question of who pays. While “soak-the-rich” may be politically popular, half of all the “millionaire” income, according to the U.S. Treasury Department, comes from businesses that pass through their corporate profits on their personal returns. These are the very businesses the nation’s chief executive is trying to entice on the one hand to hire workers while taking away their capital to invest. The net result is to create a disincentive to hire. If the president wants to prod the private sector to create jobs, he needs to understand one basic rule. Employers only hire workers if the expected value of that worker’s output exceeds the cost of wages, benefits, and compliance. Period, end of story. For those employers struggling to survive, let alone grow in New York State, the millionaire surtax, added to an expected return to the 39.6 percent top federal incometax bracket, plus a raise in the capital-gains rates and the proposed Medicare surtax in “Obamacare,” combined with state and local taxes will burden New York job creators with an income-tax rate well above 50 percent. For those businesses in New York City, the rate goes to nearly 60 percent. The international income-tax rate among indus-

What the business community needs is a sign that the future contains a stable environment with a competitive cost structure and potential for profit to invest in expanding our enterprises. trialized countries against whom America competes averages 43.5 percent. Slapping a surtax on job creators generates more cost for those of us considering expanding. It has forced many businesses to turn to temporary employment as the new norm. In 1956, the U.S. Bureau of Labor Statistics registered only 20,000 temporary employees of a total 70 million workers. Today, the labor force is about twice as large, but temporary employment has grown well over 100 times the 1956 count. Where temps once were hired only for seasonal work, all sectors of the business community rely on temps, especially in periods of economic uncertainty. There is hope, cash, and the prospect of more jobs in the private sector. What the business community needs is a sign that the future contains a stable environment with a competitive cost structure and potential for profit to invest in expanding our enterprises. Washington can’t skewer and tax the “millionaires” while simultaneously expecting them to grow the economy, create new jobs, and put more money in everybody’s pocket. The national unemployment rate still hovers above 9 percent and we haven’t recovered nearly 2 million net jobs lost since 2007. The public-sector unemployment rate is only 4.7 percent, despite Harry Reid’s recent assertion “… that the private sector is doing fine.” Is the president’s real goal election politics or revving up the private-sector engine? The business community, pessimistic about future growth, is already turning back to cost-cutting to retain profits. It’s time to send a clear signal. q Norman Poltenson is publisher of The Central New York Business Journal. Contact him at

Call (800) 836-3539

Calling All Opinion Writers HOW TO REACH US MAIL: Send letters to: Editor, The Central New York Business Journal 269 W. Jefferson St. Syracuse, N.Y. 13202-1230 E-MAIL: PHONE: (315) 472-3104

The Business Journal is seeking to provide its readers with more opinion articles and more opposing viewpoints. The goal would be to publish a set of “Points/Counterpoints” on various issues of importance to businesses. The topics could include: • Economic-development policies • Entrepreneurship • Green business • Government spending • Taxes and regulations • Public-sector compensation and

benefits • Unions • Health-care reform and costsHave an opinion about any of these topics or others? Please send us your opinion in the form of a letter or opinion article to Here are some general guidelines for how to compose your opinion piece: • Length should be no more than 800 words. • It should be written for a business audience — specifically business owners and managers. The topic must affect and appeal to this audience. • Pick a theme or trend you want to focus on and then build your opinion around that, making your key points. We find that lists and bullet

points work well to get your views across to the reader. • Include a tag line at the bottom that tells the reader who you are (name, hometown, organization) and how to contact you (e-mail address). For example: John Doe of Syracuse is managing partner at Doe Wood Smith LLC. Contact him at • Article must be in Word format • The Business Journal will edit the article, including cutting out portions, to fit space as it sees fit. So whether you’re a conservative, progressive, or anything in between, please get your opinion seen and send it to:

October 28, 2011

PEOPLE ON THE MOVE: new hires & promotions

ACCOUNTING Amy Woodward, CPA, of Dermody, Burke & Brown, CPAs, LLC (DB&B) has been named tax senior associate at the firm. She joined DB&B in 2009. Woodward is a graduate of Le Moyne College. Elizabeth Kapfer has been named tax senior associate at DB&B. Kapfer joined the firm in 2008 and has seven years of public accounting experience. She is a graduate of State University of New York College at Oswego. Kapfer is a certified QuickBooks ProAdvisor.

centered modeling formalisms for building systems, and decision support and data mining applications in finance and economics.




CREDIT UNIONS Liverpool Federal Credit Union has hired Patricia Radell and Kristin Andrzejewski. Radell has been hired as the new CFO for the Liverpool Federal Credit Union. She has a bachelor’s degree in Radell business administration from SUNY Oswego. Radell was formerly director of finance at the Huntington Family Center. Andrzejewski has been hired as the newest membership service representative. She is a 2011 graduate Andrzejewski of Cornell University with a bachelor’s degree in media communication. She joins the Liverpool Federal Credit Union full time after spending summers working part time during her studies. Andrzejewski will be the representative for the Phoenix High School Firebird Financial Branch as well. The student-run branch is facilitated by the Liverpool Federal Credit Union.

EDUCATION & TRAINING Michel Benaroch, professor of management information systems in the Whitman School of Management at Syracuse University, was appointed associate dean for faculty development and research, Benaroch effective Oct. 1. He will lead the school’s efforts to enhance research productivity, reputation and reach. Benaroch currently serves as associate editor of both the Journal of Association of Information Systems and Electronic Commerce Research and Applications. His research interests include the economics of information technology (IT) investments and of IT investment risk, the development of declarative ontology-

Beardsley Design Associates Architecture, Engineering & Landscape Architecture, P.C. announced that Brian J. Stanton has joined the firm as mechanical engineer. Stanton holds a bachelor’s degree in mechanical engineering from Fairfield University, Fairfield, Conn. and Stanton brings to Beardsley Design Associates five years of professional experience.

FURNITURE L. & J.G. Stickley has named Blain Wrench vice president of sales. Wrench is a furnitureindustry veteran with a broad range of experience both on the retail and wholesale sides. He started as a Wrench sales representative for Stanton Cooper, Frederick Edward, and Drexel Heritage and moved on to become the president of Brittain’s Fine Furniture in Houston, Texas, a retailer of luxury furniture brands. At Drexel Heritage, Wrench served as vice president of sales, Southern region, as well as senior vice president of retail development, where he supervised all aspects of Drexel Heritage store programs and created sales training programs that were used throughout the company. He held a similar position at Furniture Brands International. Wrench will be responsible for national and international dealer sales and will oversee all territory managers.

HOSPITALITY Deidre Wetelainen has been promoted to director of sales and marketing at the Crowne Plaza Hotel in Syracuse. She joined the hotel property one year ago as the director of group sales. Wetelainen Wetelainen brings more than 12 years of sales experience in the hospitality industry in various sales and leadership roles. She has an excellent record of team management, problem resolution, and on-time customer delivery and is known for her ability to be a team player and overcome problems during challenging times, the hotel says. Wetelainen holds a degree in hospitality and tourism administration.

INFORMATION TECHNOLOGY Matt Wagner has joined IV4, Inc., formerly

The Central New York Business Journal • 21

Visory Group, as account manager. He is responsible for new customer acquisition and account management. Wagner has 10 years experience working with organizations throughout Central New York and the Finger Lakes. He previously held a sales position as senior account executive at New Horizons Computer Learning Centers in East Syracuse.

LAW Jeffrey B. Koehne has joined Hiscock & Barclay, LLP as deputy executive director. In this newly created financial and administrative role, Koehne, a CPA, will utilize his finance background Koehne and decade of experience managing professional services businesses to assist in the oversight of all administrative departments of the firm. Prior to joining Hiscock & Barclay, he was chief financial officer at Ariston Global LLC. Koehne is a graduate of New York University’s Stern School of Business (MBA, Finance, 1988) and Hamilton College (bachelor’s degree, 1984). Prior to his work as CFO at Ariston Global LLC in Pittsford, Koehne was controller-Europe Sales Channel for France Telecom in London, UK, and before that was senior vice president, finance and operations for The Corporate Presence, Inc. in New York, NY.

MARKETING RESEARCH Research & Marketing Strategies (RMS) has hired Danielle Stafford as its new health-care administrative assistant within its health-care division. She will provide support to the RMS Healthcare Stafford Transformation team on various ongoing health-care projects. Stafford also serves as a back-up to RMS’ administrative coordinator when needed. Stafford has an associate degree in liberal arts and is working towards a bachelor’s degree in health-care management with a dual track for her MBA in business administration. She aspires to become a health-care manager. Prior to joining RMS, she worked at Cortland Regional Medical Center in both the admitting and radiology departments.

NONPROFITS Catholic Charities of Oswego County announced that Stacie Roberts has been appointed supervisor for the agency’s CYO Program. Roberts, who holds a bachelor’s degree in public justice and a master’s degree in education from SUNY Oswego, previously worked in the agency’s Kinship Program from 2005 to 2007 and most recently served as the coordinator for the CYO’s Mentoring Program. q

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800-727-3328 • *Annual Percentage Rate. 3.50% fixed APR for a Home Equity Loan for terms up to 10 years.This rate applies to loans up to a 50% Combined Loan-to-Value (CLTV). Other rates available for CLTVs up to 70%. Loan payment example: a $50,000 loan at 3.50% for 5 years would be $909.50. All loans are subject to creditworthiness. NewYork State Mortgage Tax is required and paid by the borrower.Title Insurance may be required. The remaining closing costs paid by SEFCU on behalf of the borrower will be charged back and added to the payoff amount of the loan if the home equity loan is paid and closed within three years of loan closing. Closing costs are estimated at $200-$600. Rates are as of 9/2/2011, and are subject to change at any time. For members who occupy their own homes in NewYork State or the Pennsylvania counties of Susquehanna, Bradford, or Wyoming. Published rate is for new SEFCU loans.


• The Central New York Business Journal

November 1 n 6th Annual “Connections” Moving Women to Power symposium from 8 a.m. to 4 p.m. at the American Foundry, near the SUNY Oswego campus in Oswego. The theme for this year’s event is “Vision, Change and Growth” and will feature several dynamic speakers, networking opportunities, lunch, and vendors promoting products and services for women. The cost to attend is $35. For further information, contact Shannon Mantaro at (315) 343-1545, or email: To register, call (315) 312-2141 or visit the website: n What Business Should I Start? seminar from 6 to 9 p.m. at the NYS Small Business Development Center, Jefferson Community College, Watertown. The cost is $40 and pre-registration is required. For more information and to register, visit http://watertown.nyssbdc. org or call (315) 782-9262. n The Syracuse BizBuzz Social Media Conference from 8 a.m. to 6 p.m. at the Holiday Inn Syracuse–Liverpool. Brian and Eddie Bluff, founders of SiteSeeker, Inc., will be the morning keynote speakers. In the afternoon, Mark Russell, senior partner at Eric Mower and Associates, will present on the topic, “Building Magnetic Brands in the Digital Age.’ For more information, contact Gillian Kenny at Site Seeker, Inc. at (860) 264-4312, or email: n Outlook and Opportunities Economic Recovery - Progress, Not Perfection, Women’s Investment Seminar at 5:30 p.m. at Manlius Pebble Hill School, 5300 Jamesville Road, DeWitt. The presenter will be Chris Rheaume, financial advisor. This is a free seminar. RSVP to (315) 449-2282 or email:

November 3 n Dannible & McKee, LLP 34th Annual Tax & Financial Planning Seminar from noon to 6 p.m. at the DoubleTree by Hilton Hotel Syracuse, near Carrier Circle. This is a free seminar. RSVP by Oct. 31 by email to: or call: (315) 472-9127. $15. n Optimizing Organizational Performance through Executive Coaching webinar from 2 to 3 p.m. This is a free live webinar event presented by Career Partners International and sponsored by Pathfinders CTS, Inc. Five expert panelists will share their insights on how leading companies use executive coaching to enhance the performance of their leaders to advance their business. Register at webinars. This program has been approved for 1 hour of general HRCI credit.

November 5 n Central New York ASQ Sections Fourth Annual Conference at Whitney Applied Technology Center, Onondaga Community College, Syracuse. Hosted by the Syracuse Section, the conference will be followed by the ASQ Region 2 Annual Meeting. The conference cost is $25, if you register in advance, and $40 at the door. Students pay $15.

October 28, 2011

Business Calendar


Registration includes lunch and materials. For registration information, contact Jorge Luis Romeu by email at jlromeu@ or for more information, visit index.html

November 7 n What Business Should I Start? seminar at 6 p.m. at Pulaski High School, 4624 Salina St. Hosted by SUNY Oswego Center, the session will be led by Chena Tucker, a veteran businessperson and the new business programs assistant at the small-business center. Preregistration is required, and the cost to attend is $10. For information or to register, contact SUNY Oswego’s Office of Business and Community Relations at (315) 312-3492 or email: obcr@oswego. edu.

November 8 n TACNY Sweet Lecture “Effective Speaking and How to Avoid Death by PowerPoint” at 6 p.m. at Mawhinney Hall, Room 345, Onondaga Community College. Hosted by The Technology Alliance of Central New York (TACNY), this event is a presentation on professional speaking techniques as part of TACNY’s 2011-2012 Sweet Lecture Series. Diana Wolgemuth, a training consultant with Dale Carnegie in Syracuse, is the featured speaker. This free event is open to the public. RSVP to sweet. Walk-ins are also welcome.

November 9 n The New York State Action To Quit Workplace Initiative from 12:30 to 2:30 p.m. at St. Joseph’s Hospital, 301 Prospect Ave., Syracuse. Presenters include Cynthia B. Morrow, M.D., Onondaga County Commissioner of Health; the NYS Department of Health Tobacco Control Program; NYS Smokers’ Quitline; Excellus BlueCross BlueShield; and Raymour and Flanigan. This is a free event for networking with other employers, health plans, and stakeholders to address tobacco-use cessation strategies. For more information, please contact Patricia Bax, marketing coordinator, NYS Smokers’ Quitline (nysmokefree. com) at (716) 845‐4365 or email: n How to Really Start Your Own Business workshop from 8:30 a.m. to 3:30 p.m. at CenterState CEO, 572 S. Salina St., Syracuse. Presented by SCORE, the cost is $40 prepay or $45 at the door. Veterans are free with coupon; visit for coupon. For registration and information, call (315) 471-9393, ext. 245, or register online at

november 10

n Introduction to Small Business Start Up class from 6 to 8 p.m. at Onondaga Community College, H-1 Hall. This class is designed to create awareness and introduce the topics relevant as you start your business. It covers legal issues, business plans, financing, marketing, and the realities of being a business owner. The cost is $30. For more information, or to register, visit; email: sbdc@sunyocc. edu; or call (315) 498-6070. n CPLP Information Session from noon to 1:30 p.m. at CenterState CEO, 572 S. Salina St., Syracuse. CNY ASTD will hold an informational session regarding the Certified Professional in Learning & Performance credential for learning and performance professionals. Call (315) 546-2783 or email: n Controlling Workers’ Compensation Costs Seminar beginning at 5:30 p.m. at Rosalie’s Cucina, 841 W. Genesee St. Road, Skaneateles. The speaker will be Jeffrey Kahn, M.D., medical director of rehabwoRx Physical Medicine & Rehabilitation, PLLC in Syracuse, and chair of the Medical Society of the State of New York Committee on Workers’ Compensation and No-Fault Insurance. The cost is $49. Register by calling (315) 252-6326 or email: cristina@gweninc. com

november 11, 12 n MIC Music Industry Conference at the Oncenter, Syracuse. This is an annual two-day conference offering a tradeshow, workshops, panel discussions, and showcases. For more information, visit

november 15 n Unlock the Secrets of Civil Service informational discussion from noon to 1 p.m. at Curtin Auditorium, Robert P. Kinchen Central Library (The Galleries of Syracuse), 447 S. Salina St., Syracuse. Jennifer Wells, director of Civil Service Administration for the Onondaga County Personnel Department, will explain the civil-service process at this free seminar and answer questions. This is a free event. Please call (315) 435-1900 to register. n CenterState CEO Business After Hours event from 5:30 to 7 p.m. at Onondaga Community College, H-1 Hall, 4926 Onondaga Road. For more information, visit www.centerstateceo. com n IAAP Meeting at 6 p.m. at The Maplewood Inn, 400 Seventh North St., Liverpool. The topic will be “MS Office 2007 Tips & Tricks” presented by Robin Bridson from New Horizons Computer Learning Center. Program meeting-only fees are $5 for members and $15 for nonmembers, and program and dinner

buffet is $20 for members and $30 for nonmembers. RSVP by Nov. 7 via http:// For more information, visit or contact Suzanne at

november 16 n Navigating Awkward Conversations - The Leading Element - Family Business Breakfast Forum from 7:45 to 9:30 a.m. at Justin’s Tuscan Grill, 6400 Yorktown Circle, near Carrier Circle. Family businesses can be very rewarding, but often present a number of communication challenges. Sponsored by Syracuse Glass Company, members of the New York Family Business Center are prepaid; nonmembers are charged $45. For more information or to register contact Donna Herlihy by email at or call (315) 579-2871.

november 17 n Introduction to Small Business Start Up class from 1 to 3 p.m. at Onondaga Community College, H-1 Hall. This class is designed to create awareness and introduce the topics relevant as you start your business. It covers legal issues, business plans, financing, marketing, and the realities of being a business owner. The cost is $30. For more information, or to register, visit; email: sbdc@sunyocc. edu; or call (315) 498-6070.

november 18 n Pecha Kucha: The UnConference from 7:30 to 10 a.m. at the DoubleTree by Hilton Hotel Syracuse, near Carrier Circle. CNY ASTD will hold a miniconference where various learning and performance topics will be presented. The cost is $25 for members and $35 for nonmembers. For details, visit www.; call (315) 546-2783 or email:

november 30 n 40 Under Forty Awards from 11 a.m. to 2 p.m. at Nicholas J. Pirro Convention Center. For more information, contact Marny Nesher at (315) 579-3935 or email: To nominate online, visit www.bizeventz. com (select 40 Under Forty 2011).

ONGOING EVENTS n Every Tuesday, Gung Ho Networking Group from noon to 1:30 p.m. at Ruby Tuesday Restaurant, 3220 Erie Blvd E., DeWitt. Possible referrals for you; this is not a tip club. First visit free. Contact Paul Ellis at (315) 677-0015 or visit n First Wednesday of each month, Business Innovation Days meetings from 9 a.m. to 5 p.m. at The Tech Garden, 235 Harrison St., Syracuse. Entrepreneurs and small businesses can meet one-on-one with a counselor from the SBDC for advice and customized assistance opportunities. Scheduled by appointment, call (315) 474-0910 or email: n Every Wednesday throughout 2011, Salt City Technical offers free Continued on page 23

The Central New York Business Journal • 23

October 28, 2011

BUSINESS CALENDAR (continued) consultation to entrepreneurs or inventors who would like to have their product ideas evaluated by a staff of trained engineers. For more information or to schedule a consultation, call (315) 456-8461, or visit  Second Wednesday of each month, Salt City Technical assistance by appointment at the Tech Garden; free consultation to entrepreneurs or inventors who would like to have their product ideas evaluated by a staff of trained engineers. For details or an appointment, call (315) 474-0910 or email:  Every Thursday, Empire Statesmen Toastmasters meet at 6:30 p.m. at Ruby

Tuesday on Erie Boulevard in DeWitt. For more information, visit or email:  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.  Every Friday, 40 Above: Workers in Transition from 9 to 11 a.m. at The Westcott Community Center, 817 Euclid Ave., Syracuse. Helping workers/job seekers aged 40 and above in search for work. Contact John A.

Cruty (315) 569-3964,  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:  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) 5792862 or email  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:  Every week, Syracuse Networking Professionals. Five meetings to choose from. For details, call Kevin M. Crook at (315) 439-1803, or email or visit SyracuseNetworkingProfessionals. com To have your meetings or events in the Business Calendar, email them to

GIRL SCOUTS: Proceeds from cookie sales are the main source of revenue for most councils Continued from page 9

cent of high-achieving Girl Scout alumnae believe that Girl Scouting influenced their success. Of the women in the United States Congress, 58 percent of them are former Girl Scouts. “There would be a huge void in the community if Girl Scouts didn’t exist,” says Hyland. The Girl Scouts mission isn’t just something that Hyland believes in, it’s something she’s experienced firsthand. She became a Girl Scout in the fourth grade and remained in the program throughout high school. Her career with the organization began in 1977, and she has been with it ever since. Over the years, she has worked for two councils in Virginia, one in Schenectady, an overseas council in Japan, one in South Carolina and now, she is here in Central New York. Prior to becoming a full-time paid employee, Hyland volunteered and also worked for two summers at Girl Scout camp in Connecticut, where she grew up.

Cookie money

Thin Mints. Tagalongs. Do-si-dos. Caramel deLites. It’s no surprise that the names of the Girl Scouts cookies are what the organization is best known for. That’s because it’s during the cookie program when the Girl Scouts are most visible in the community. Each winter, you expect them to be camped out in front of a grocery store or Walmart, or showing up on your door-step to sell you cookies. But, what might be surprising to learn is that the proceeds from the cookie sale is the main source of revenue for the majority of the scout councils. For the NYPENN council, 55 percent of its revenue is from the cookie program. Every penny from the cookie sales stays in the area where the cookies are sold, according to the Girls Scouts organization. On average, each Girl Scout sells about 138 boxes of cookies during the sale season. “Cookies are the program most people are familiar with, but it’s also the program

where the girls learn the most skills,” Hyland says. This program helps the girls develop five essential skills — goal setting, decision-making, financial management, people skills, and business ethics — that they will carry with them as they grow. As a result, Hyland believes the cookie program is the “strongest business-entrepreneur program in the country.” In an effort to not rest solely on the cookie program as its main source of revenue, the organization is currently working toward diversifying its funding base. Other revenue sources for the Girl Scouts include United Way allocations, product sales, grants, bequests, and program services fees. For its fiscal year ending Sept. 30, 2010, the revenue for the NYPENN council was $8,978,452. The council also provides financial assistance to aid the girls who cannot afford to buy a uniform, to go to camp, or to pay fees. For the 2011 year, the council spent a projected amount of $83,000 on financial assistance and it has budgeted $90,000 for the 2012

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Contact Collins at Editor’s note: In the Top Ranks list of Nonprofits published in the Aug. 29 issue of our sister publication, The Greater Binghamton Business Journal, we reported the 2009 IRS 990 figures of the Girl Scouts of NYPENN Pathways, but failed to note that 2009 was a merger year for the organization. The 2009 IRS document combined five legacy council’s financial data for nine months, and the newly merged organization for three months data.


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year. “We anticipate this number growing in future years because of the increasing needs of the families we serve,” says Hyland. The money for financial assistance comes from individual donors and the cookie program. The NYPENN council has nearly 19,000 members in grades K-12, which is down 4 percent from the previous year. The council employs 70 people and has more than 7,000 volunteers. 



• The Central New York Business Journal

October 28, 2011

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Central New York Business Journal 10/28/2011  

Central New York Business Journal 10/28/2011 Issue