The Edge, A Leader's Magazine | Dennis Mitchell

DENNIS MITCHELL

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OVERVIEW FALL/WINTER 2019

6

Editor’s Message

8

Cover Story Dennis Mitchell

Business

14

Urbanization And The Future Of Business

17

Unlearning A Skill That Is Hurting Your Business

22

7 Ways Customer Engagement Impacts Profi ts

Tommy Hilfiger

30

Anne Day

32

Timbaland

34

Lauren Shirreffs

WI

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S’ NN ER CI RCLE

2

OVERVIEW FALL/WINTER 2019

Money & Finance Crash Course On Cash Flow Management

36

Financial Ratio Analysis

38

14 Startup

22

Starting A Consultation Company

40

Crafting A Creative Small Business

42

Technology

5 Features Of CRM Software You Didn’t Know You Needed

45

Valuable Tech Shortcuts

48

Lifestyle & Luxury

48

Womenswear Trends

53

The Master Key To Healthy Relationships

58

Travel Infographic: The Facts Of Luxury Travel

62

58 Ethiopia

63

Fall | Winter 2019 the EDGE

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DENNIS MITCHELL

7

Ways Customer Engagement Impacts Profits

+

WINNERS’ CIRCLE

Urbanization

and the Future of Business

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Chief Executive Officer Chief Investment Officer Starlight Capital

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Fall | Winter 2019 the EDGE

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EDITOR ’ S MESSAGE

Turning the Page: Reflecting and Projecting

B

efore we embrace the New Year, let’s take a moment to reflect on both our challenges and accomplishments of 2019, as a prelude to planning for even greater success in the coming year.

This rapidly closing year has provided one valuable learning-experience after another, as many of us have come to discover so much more about ourselves, our businesses, clients, employees, associates, neighbours, networking partners, personal bankers, and the world at large. It has been a year of highs and lows and a few nail-biters, but we are still standing. In some cases, not as close together as before, but we are all moving forward.

It’s terrific to look back at some of the progress we’ve made. Despite some major setbacks during the middle part of the year, The Edge, A Leaders’ Magazine is expanding steadily across North America and Asia. We have now hired additional full-time staff to complement our existing teams. We also collaborated with several well-known and accomplished entrepreneurs and inspiring leaders who did us the honor of gracing our magazine covers and winners’ circle sections.

Our sincerest thanks go to the fantastic staff members within our Diversified Group of Companies, partners, shareholders, clients, advertisers, subscribers, freelancers and, everyone across-the-board for all their tremendous, consistent, tireless support and significant contributions.

It was a very hectic and exciting year for me on a personal level. I had compiled a checklist of challenging goals to achieve before the end of 2019, and, for most of them, time was of the utmost essence.

After much conceptualizing, negotiation,

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and heart-searching -- and with some help and support from employees, friends, and family -- I managed to achieve two of the main items on my list.

decision was particularly important with people whom I had not met or even knew, and others that I had not seen or communicated with in a very long time.

On the business level, my primary goal was to relocate our staffing and publication office to new premises but also within proximity to our other offices. We wanted to improve both our accommodation and service to our clients and staff members by providing a brighter, spacious, and more attractive work environment.

My connection across the five current generations of my family-tree was especially important to me. I understand that my aging ‘greats’ will not be here much longer, so I needed to become very proactive. On my quest to fulfill this goal, I discovered that my family tree extended to various parts of the Caribbean, West Indies, Europe, and Latin America.

At first, the entire prospect was daunting and seemed unattainable, even though I had planned and documented everything I wanted to accomplish. Although I could not fully visualize all the results, I commenced working tirelessly in minimal stages, with a dedicated team, to ensure that the vision became a reality.

The move was a colossal upheaval for all of us. Our initial goal of moving within 60 days reduced to 30 days, which required double the work in half the time! Emotions ran high, with packing and unpacking, re-organization of several workstations, inventory-taking, and the adjustment to new surroundings and new staff.

It took quite a while for us to fall effortlessly into our new rhythms, but, for the most part, the change was received positively by our staff members and clients alike.

Again, on a personal level, my secondary goal was to reach out to several family members and friends, to bond with them, and to strengthen our relationships. This

But, one of the things that particularly touched me was the realization that, despite our age and gender differences within the five generations, we are all

connected. We all share similar features, traits, and behaviors.

The experience was a critical step on my journey of selfdiscovery and self-fulfillment.

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So, how did you fare with your checklist in 2019? Did you achieve all you had hoped? Perhaps there are some items on the list that you can carry forward into the New Year. Or maybe you need to revisit your original plan and fine-tune it.

The bottom line is that you must climb your mountains with vigor and ride out your storms. Do not remain stuck in your bubble and ultimately deprive yourself of living fulfilled. You should never define yourself and others by any past mistakes or failures regardless of the circumstances. Now is your time to turn the page and begin to make your contributions to the world.

Always remember that you are wired for success and destined for greatness. It’s usually never too late to start over or pick up from where you left off -- because whatever you want to achieve for the greater good is entirely possible.

So, let’s all get ready to celebrate a New Year!

I hope you enjoy this issue of The Edge. I’ll be pleased to hear your thoughts and get your feedback, so do write or drop me an email.

Thanks, as always for your support and the continued opportunity to serve you.

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Grow Your Staff Today 416-499-2275 w w w. d b p c st a f f i n g . co m s u p p o r t@ d b p c s t af f i n g .co m Fall | Winter 2019 the EDGE

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COVER STORY

CHANNELLING HIS PASSION CONVERSATION WITH DENNIS MITCHELL

by Jennifer M. Williams

Dennis Mitchell had always dreamed of the day he’d be scoring touchdowns as a pro football player. But he learned that sometimes in life, much as in football, things can suddenly slip right through your fingers. In Dennis’ case, it was injuries and knee surgeries that put a stop to the football dream.

But he wasn’t prepared to stay thrown down; on the contrary, he swiftly got back on his feet to enter a new playing field: the one of finance.

It began with attending Wilfrid Laurier University for an undergraduate degree, and subsequently completing a Master of Business Administration at York University. Over the course of decades, Dennis has had the Midas touch of success after success, turning mere millions into hundreds of millions of dollars.

Fast forward to 2018, and Dennis corralled a team of diverse and talented professionals to form Starlight Capital, with a focus on investing in listed global real estate and infrastructure securities. Currently serving as Chief Executive Officer and Chief Investment Officer, Dennis spoke with The Edge, A Leaders Magazine about how he tackles challenges in business, leadership, and many of life’s risks.

Fall | Winter 2019 the EDGE

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COVER STORY

“If you’re climbing that ladder of success, it only makes sense that you reach down to help your friends, partners, or colleagues climb their ladder of success at the same time as you.”

Can you describe your career path, and how did you come to make such an impact in the finance sector in Toronto?

The defining day for me was the day I was at work as a financial advisor, and Warren Buffett announced his holdings with Coca Cola. So I stopped on my way home, and picked up a copy of a book called Buffettology at Chapters. I read it cover to cover, and I found my new passion: I wanted to manage money for a living. That book gave me purpose.

I understood what I wanted to do with my career, where I wanted to focus my energy, and where I wanted to pursue my passion.

I spent the next six years meeting with people, and writing reports, and having interviews until someone finally gave me an opportunity. When I got that first opportunity at Century Investments, I decided that I wasn’t going to let anything stand in my way. I felt like I had been robbed from my first passion through injury. So I wanted to make sure nothing stood in my way; not my grades, not my work ethic, nothing. I was very focused, and I got an opportunity, and that’s all we can ask for in this life. I took that, and with a small $8-million real estate fund, the team and I were able to grow that into $1.5 billion. I eventually took over the Global Equity’s business with $60 million and grew that into $800 million. We had more and more success when I built a bigger and better performing team.

What challenges did you face on your rising journey?

The challenges that I faced were very similar just to anybody who wants to sort of achieve a lot in the finance industry.

You have to deal with the market. The problem with our job is that you can absolutely be right, and the market will decide that you’re wrong for very long periods of time. …

And then, quite honestly, you just have to deal with the vagaries of life – having children, travel, incidents in the market such as a crash or a financial crisis.

What sets Starlight Capital apart from other financial firms?

At Starlight Capital, what sets us apart is our culture. I know everyone says that, so I’ll start by defining culture. Culture, to me, is the thing that you celebrate, the things you discourage, and the thing you rally around, because that is

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what forms people’s behaviour. Over a long period of time you attract people who are attracted to those things, and you repel people who are not attracted to those sorts of things.

We try as hard as we can to have a very collegial and fun environment in the office, and I think those things inform our culture. We celebrate people’s birthdays, we celebrate minor achievements, we celebrate just about anything because life is tough, and that encourages people to have a positive attitude when they come to work.

One of the signature hallmarks of anyone you meet from Starlight Capital is they’ll be very animated and very passionate when they talk about this company, this industry, and what they’re doing.

That’s our goal – to find those people who share the belief that what they’re doing is important and that they love what they do. The rest of our culture is being really focused on delivering value to our clients, delivering strong performance, and client experience.

A lot of our conversation is tied to how we do as a team and as an organization, as opposed to how one person individually does.

What insight can you offer to others about how to network effectively?

I think that when people think of networking, they headhunt.

They look for CEOs, CIOs, and CFOs. It’s almost like they’re looking for notches on a belt. What I find is that most of the people who have been very successful in their networking, network across.

Most of the key relationships that I have are with my peers, people of a similar age. People who’ve come up in the industry at the same time as me. I think the mistake that most people make is that they’re constantly trying to network up, and I understand why people do that, but the mistake there is that the relationships you’re going to have, and the

businesses you’re going to build with, are going to be with your peers. If you’re climbing that ladder of success, it only makes sense that you reach down to help your friends, partners, or colleagues climb their ladder of success at the same time as you.

What is the most valuable advice you’ve ever received?

Without a doubt, do what you love. It sounds very trite and simple, but quite honestly, there is a power in waking up every morning and being excited to go to work. I love managing money, and so that makes it easy to get up every morning, and come to work and stay late, and put in the work necessary to achieve the results we want.

What’s a professional risk that paid off?

I can’t say Starlight Capital just yet, but that will be my answer the next time I do this interview.

I would say the biggest professional risk I took was that I got married, I bought two new cars, a house, and then I quit my job. The reason I did that is because I was having trouble “breaking in” on Bay Street for my original job as an advisor for the branch network. There’s lots of competition; people are walking in off the street handing in resumes, people graduate all the time, there’s tons of recruiting.

I did all of that, and I also quit my job, and I did my MBA at York. The main reason I did that was because I wanted to go through the “Grad Recruiting” process. I wanted companies to come to me with jobs, as opposed to me constantly going to them looking for opportunities. That was a big risk on my part, because I had a job that, quite frankly, I could do in my sleep, and it paid all the bills.

I could’ve just kept knocking on the door indefinitely, but I really did take a risk and say, “I want to expedite this and get in as quickly as I possibly can.”

Fall | Winter 2019 the EDGE

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COVER STORY

“The moment people start thinking that they’re not accountable for their actions, or not concerned with the overall success, is the moment things start to slide out of control.”

What are the biggest challenges facing young businesspeople hoping to reach your level of success?

investment success, it’s hard to go wrong when selecting someone like that.

The challenge is to really differentiate yourself, so that clients will listen to what you have to say and trust you with their client capital. That’s always the biggest challenge, and one that you never stop facing even when you’ve got $10 or $50 or $100 billion in capital. You constantly have to prove yourself and earn your place. How do you define success?

From a personal standpoint, my role model is a gentleman by the name of Gale Sayers. Gale Sayers was a fantastic football player who played for the Chicago Bears. The reason why he’s my role model is because he suffered a similar injury to me, only he suffered his injury in the ‘70s, and there was no orthoscopic surgery or any of that. It was just a matter of working out and getting your legs strong. It required him to be extremely committed and work very hard, and he came back an even better player than when he left.

The story really resonated with me and then, after I hurt my knee, it resonated even more with me. Over time, as I think how my past diverged from sports to finance, and how Gale was able to overcome that huge obstacle and continue on his chosen path, I have a great deal of respect for the man.

You think about what it is we’re here to do – we’re here to manage capital on behalf of clients, and they’re expecting support in their own business and returns that justify them choosing you. We’re in the business of helping other people look good; we take capital in from advisors that go to end investors. Success, for us, would be many advisors committing a large amount of capital to us, because they believe in what we’ve done, and they trust us to make them look good to their clients.

What do you believe to be the key to building new relationships, professionally and personally?

Reciprocity is the key to building strong relationships. Many people know what they want, but spend little time listening to what their colleagues or business partners are seeking.

The intersection of these two desires/needs is where strong business and personal relationships are forged.

Who are your role models – personally and professionally – and why?

I would say professionally my role model is Warren Buffett.

From the standpoint of his personal integrity and his

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How do you summon motivation when life throws a wrench into things?

Just recognizing that life isn’t personal.

I like to ask professionals at seminars: “Put your hand up if you woke up this morning and your first thought was, ‘How do I make Dennis Mitchell rich?’” And similarly, I don’t think there are a lot of people out there who wake up and think, “How do I ruin Dennis Mitchell’s plans today?” Well, life isn’t personal.

In this business, we have a habit of saying “the market went up because of this” or “the market went up because of that.”

Most of the time, that’s not true. There are several things that

COVER STORY

drive market activity, stock activity, and similarly, there are several reasons for negative things to happen to a person. My approach is simply to recognize that none of this is personal. The way to deal with it is just to figure out how to overcome that obstacle.

As the leader of the company overseeing many employees, what leadership traits have you discovered are most critical in your position?

Communication is the number one skill. [You can’t have it where] some people know more than others, and other people are aware of less. That can lead to some poor decision making. It can lead to resentment, and so the key is to really communicate.

A close second is holding people accountable. The moment people start thinking that they’re not accountable for their actions, or not concerned with the overall success, is the moment things start to slide out of control.

What part of the job excites you most?

Building that team sort of brick by brick, finding somebody who’s fluent in French but also does marketing, or finding someone who’s going to be your sales coordinator but also has a great network in Atlantic Canada. When you put those pieces together and you build the whole, that’s what excites me.

What does the phrase “define your worth” mean to you?

That’s an interesting one. To me, the one thing you want to ensure is that people won’t take advantage of you. People recognize exactly what it is that you bring to the table, and they acknowledge and respect it. //

Fall | Winter 2019 the EDGE

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BUSINESS

URBANIZATION AND THE FUTURE OF BUSINESS

by Joséphine Mwanvua

U

rbanization — the process of developing cities and building new ones — promises work opportunities, schools, and better access to resources than rural life. It’s estimated that most of the world’s population is expected to live in urban areas by 2050.

While some leave their small towns or countryside in hopes of a better life in the city, other rural dwellers actually get bought out of their homes by developers so that new buildings and condos can be constructed.

Consumer habits also affect urbanization. Today people care more about their environmental footprint, and spend money on brands that align with their values. And as labour markets shift along with urban landscapes, workers and businesses need to adapt — or they’ll fail.

The only cost of living is also getting higher, especially in metropolises like Toronto and New York, where costs seem to be rising faster than wages. This perpetual global push towards urbanization opens up new markets, affects employment, and creates sustainability issues, among other factors that inevitably change the business landscape.

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BUSINESS

Despite rapid urban growth, it’s challenging for developing countries to create smart cities; poorer regions don’t have the means to maintain such expensive technologies.

Securing Food for a Growing Demographic As people become more conscious of where their food comes from, many favour organic, local, and affordable produce, which urban farms grant access to. Usually these initiatives are community-led, or run by non-profit organizations servicing low- to middleincome neighbourhoods. But urban farming has expanded into new forms, as popular demand for healthier and more local food grows both at home and in restaurants.

Vertical farming is a revolutionary model that utilizes less water and less space than traditional farming, with zero need for pesticides. Recent research done by MarketsAndMarkets reports that vertical farming will be valued at $5.80 billion (US) by 2022. Vertical crops can be grown three ways: hydroponics (farming without soil in fortified sand, gravel, or water), aquaponics (a hydroponic system that utilizes waste produced by farmed fish to supply nutrients to the water), and aeroponics (suspended plants fed by a nutrient-rich mist). But the latter has its drawbacks for large-scale urban farming, and even meat production may present its own challenges if there isn’t enough land to raise livestock.

For meat, options include plant-based protein or cultured meat. Plant-based protein has recently gone mainstream, and is gaining popularity amongst vegetarians and meat-eaters alike.

Brands like Beyond Meat aim to create meat alternatives that taste like the real thing. These products are made with ingredients that we massively produce, which itself poses a sustainability issue; if most people ditched meat for plant protein, we’d need larger crops or tall vertical farm structures.

Cultured meat is made by injecting animal tissue into a cell and letting it multiply. It isn’t yet on the market, but

several companies are already working on consumer products made this way.

It’s hard to pinpoint setbacks for an idea that’s yet to be marketed, but on the plus side, less livestock means less methane polluting the atmosphere.

newly skilled specialists. We’re seeing factory jobs decline due to more efficient machines. Just as social media bred the need for professional experts, artificial intelligence, augmented reality, and 3D printing all require specialized talent.

The Promise of India for Existing Businesses

Tech careers are in demand and promise stable, often lucrative incomes. The average salary for a computer engineer is over $79,000 per year. For a computer vision engineer, currently the hardest tech job to fill in Canada according to Indeed, it is about $92,000 per year.

Many professionals are making the switch into tech. With online programs like MOOCs (massive open online courses), learning can be done quicker than acquiring a traditional degree.

Additionally, coding bootcamps allow anyone to learn and build a portfolio.

Vertical farming is already trending in India. Many brands from several industries are taking advantage of the rising Indian marketplace. The country has a population of 1.3 billion people, and urbanization is booming. India is forecast to be the top emerging market of 2019, according to Investing Haven.

Foreign tech companies like Flipkart, Cisco, and Amazon have entered the Indian market successfully, and smaller tech startups are following suit. Local tech startups alone raised $11 billion in funding in 2018, according to Inc42.

Before entering a market like India, product and market analyses are highly important steps to take. Consider the number of potential customers, as India is comprised of several cultures, languages, and religions. Affordability is something else to consider. The World Economic Forum reports 33% of households in India are low- to middle-income earners; however 44% of households are expected to become upper-middle class by 2030.

Job Creation and Extinction Urbanization doesn’t guarantee an abundant labour market. In fact, most urbanization is taking place in developing countries, where urban expansion doesn’t equal more jobs or stable income. But in developed countries, cities are becoming more technologically advanced, morphing into “smart cities”.

Automation and digitization replace workers, change job roles, and call for

Self-employment is a viable option for those who want to create their own opportunities. Entrepreneurship is now a mainstream dream sold in the media, and the so-called gig economy is becoming the new norm. Contractual work provides low overhead costs to employers and flexible schedules to freelancers. It might seem daunting, but niche markets exist even in a saturated industry, as do people providing unique goods or services.

Companies may also train existing employees on new skills as their jobs evolve, so that they remain employed despite technological disruption.

Elite Smart City Technology The epitome of urbanization is the smart city. Smart cities collect and analyze data in order to better manage city operations and resources. But it’s more than that; it’s also about living in a digital utopia.

Tech companies are teaming up with municipalities to launch projects that promise to enhance livability while addressing key sustainability issues.

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However, scalable models are uncommon; recent survey data by Cisco, presented at The Internet of Things World Forum in 2017, revealed that 60% of projects fail to go past the pilot stage and a third of completed initiatives were unsuccessful.

Despite rapid urban growth, it’s challenging for developing countries to create smart cities; poorer regions don’t have the means to maintain such expensive technologies. An article on the World Economic Forum states that smart city technology doesn’t address the rudimentary needs of the poor, like sanitation and housing security. Early innovators in smart city development, like Cisco and IBM, focused on the West before expanding elsewhere – granted, in countries that already had the wealth, capacity, and professional talent to develop these technologies.

Still, elaborate cities like Songdo (South Korea) and Eko Atlantic (Nigeria) have considerable flaws.

Despite numerous trials and errors, urbanization is transforming how business is done across the globe, driving us toward utopian visions of an increasingly connected world. //

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BUSINESS

UNLEARNING A SKILL

THAT IS HURTING YOUR BUSINESS

by Robyn Karmazyn

Q

uite simply: change can be difficult. But when it comes to the best practices for your business, change can also be beneficial—and even crucial. If customer acquisition or retention is low, you need to address the matter and alter what you’re doing. If your machinery is slow, improve it. If your branding is archaic, update it. If you can’t keep up with demand, hire more people or find other suppliers. Sometimes, you might just need to outsource. You always have to “up your game” in order to do better.

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BUSINESS

Why Change is Important Standing behind your product or service is crucial to achieving success. If you’re lacking faith or confidence in what your company offers, you’ll need to reassess a few things−namely, getting to where you believe in your product or service. Figuring out what works may take some trial and error, but one thing is for certain: growth requires change.

How to Go About Change Every good business owner must start by recognizing when they need to make improvements. Arguably, the most successful people in the world have good ideas, but they also listen to constructive

criticism and trust in those who can help them. Unlearning a skill that is actually hurting your business can unleash positive change and development within your organization. The first step is recognizing that you need to make adjustments, then seeking out what they should be. Is your Rolodex collecting dust? Are the hard copy notes with shorthand turning yellow?

Your outdated practices may not always be so obvious, but you may have several of which you’re unaware.

opinion and expertise. If you’re a sole practitioner and can’t afford the help, commit to independently reviewing the various factors in your business. This includes (as applicable) the administration, operations, human resources, marketing, communications, bookkeeping, production, and sales. Assess what works well within the organization and, more importantly, what doesn't.

Having an objective third party to address these matters can be extremely helpful.

Ask a trusted, experienced employee within your company, such as a supervisor or director, or a consultant for his or her

Technology is often the best example of facing and accepting change. In the last 30 years, businesses have had to adapt.

From keeping physical paper trails to electronic databases, from sending faxes to writing emails, from waiting for the dial-

What Models to Change

C - A - T - E - R - I - N - G

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ing Flav Catering is unlike any other culinary experience, specializing in infusing dishes from different backgrounds.

Located in Toronto, within chef Jerome Copeland’s home kitchen, customers can confidently order their meals knowing that they were made with dedication, passion, and a piece of home. Jerome blends many ethnicities, giving you a taste of the diversity that Toronto (and Canada as a whole) is known for. With King Flav Catering’s menu, customers can get a blend of Indian, Chinese, Jamaican, Middle Eastern, and more. Jerome also offers vegetarian and vegan options.

When it comes to cuisine, you can’t get this kind of mix from anyone else’s kitchen. After a life-threatening altercation that left him with a bullet lodged in his head, Jerome decided that he had one purpose in life – to run a catering service that he could be proud of. Jerome pours his passion, love, and creativity into every single dish that he creates. His ability to persevere is demonstrated through his continued success and customer satisfaction.

"YOU CAN’T GET THE DIVERSITY THAT I HAVE." Jerome lives by that message, and one look at his menu will tell you that he means it.

For all your catering needs, call King Flav Catering at (437) 928-7228, or email kingflav55@gmail.com. You can also visit kingflav.ca for more information.

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the EDGE Fall | Winter 2019

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BUSINESS

up connection to carrying the Internet in their pocket. Never more before than in the 21st century have companies had to think about their brand strategy, adapting their marketing techniques, engaging with customers through various social media, and developing advertising campaigns for different channels.

Employee management is another clear area of change and development. In addition to the back-end human resources and health and safety sides, the new generation needs to be inspired, motivated, and incentivized through different models than before. If you’re open to new ideas that may feel uncomfortable to you, you might just be able to make your employees feel relaxed and at ease. Forego a little stubbornness

for progressiveness, and you may just find the payoff to be incredibly worthwhile.

Acting on Change Recognizing the skills that are hurting your business in the first place can be incredibly challenging. Many business owners treat their companies like their “babies” – and no one likes being told how to raise their child. But if your child was misbehaving, you would feel the need to intervene and discipline them. Similarly, if you’re in a marriage where your partner isn’t growing with you or you aren’t keeping up with them, it would put a strain on your relationship.

past, for a certain generation, can simply be detrimental now. If you insist on sticking with the “old” while your competition is upgrading to the “new”, you will likely find them surpassing you. Rather than committing to the notion of others adapting to your models, it would bode well for your business to adapt your operations to them. Try to open up to change and, in the process, diversify your skillset. Ultimately, you will find yourself able to successfully work alongside a broader range of people from different backgrounds, cultures, and generations. //

Being married to an old model for your business that might have worked in the

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Whether it’s an oil change, seasonal tire installation, tire inspection, washer fluid top-up, or courtesy check, Slick Lube Co. has what you need on-site. No more stress of having to find a mechanic and look for the fine print: now they come to you, wherever you are. With a van full of services for your every need, Slick Lube Co. is the right choice−getting their hands dirty, so you don’t have to.

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Fall | Winter 2019 the EDGE

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BASIL KHAN HELI X

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n often-overlooked part of running a business is the encompassing value of a lawyer. An experienced business lawyer can provide help in almost every part of your business, from preventative measures to emergency scenarios. You need an expert who is knowledgeable, ethical, reliable, and affordable.

Basil Khan is a lawyer who fulfills these qualities, and more.

Licensed by the Law Society of Ontario, Basil fiercely advocates for his clients, representing them in all levels of court. He has appeared before the Ontario Superior Court of Justice, Divisional Court, and Tax Court of Canada.

Basil Khan founded Helix Law in 2017, where he provides legal advice and representation to clients on a wide range of business, real estate, and personal legal matters. Some examples of where Basil represents clients include litigation, real estate closings, and corporate transactions. His transparency and humility are key reasons why his clients hold such positive views of him. Basil serves to mentor those in need of guidance and puts clients on the proper path, so that their business can run efficiently and without any obstacles impeding them from success.

He practices in the following areas:

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BUSINESS

7 WAYS 1 CUSTOMER ENGAGEMENT

IMPACTS PROFITS

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by Rob Shapiro

here’s no shortage of buzzwords in today’s business world, but one oft-used term that has real-world impact is “customer engagement.” Sure, the phrase can be a bit murky, but it boils down to how a business interacts with its customer base and how successful each interaction is at building a mutually beneficial relationship.

Not enough businesses are focused on engaging customers, opting instead to put their emphasis on sales and marketing. Customer engagement is proven to drive revenue and yield a return on investment (ROI), in part because of the emotional connection developed between a customer and a business.

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An engaged customer is one that trusts a business.

Typically, they believe in the services and products being offered, and are willing to spend a bit more money on them. The logic is that customers will spend a higher percentage of their available monthly income on a business that they feel a connection with.

Business owners often must make the initial investment, in the form of a promotion and discount to entice a new customer. This can cut into profit margins in the short term, but should yield a return down the road once loyalty is established.

Increased Upsell Opportunities Engagement is tied directly to interactions with customers, and every interaction is an opportunity to upsell. This means you can offer additional items or services to complement a customer’s order. But unless you’re a business with the size and technological capabilities of Amazon, it’s difficult to automate upselling unless you have engaged customers.

Remember, customer engagement can proactively push people through your sales funnel, increasing the amount of inventory or services they purchase from you.

Referrals Galore Referrals represent enormous growth opportunities for a business, as well as greater ROI from customer engagement.

These referrals will come from your most satisfied customers, who are typically the ones most engaged with your business.

However, customer engagement allows you to table promotions that could make the relationship more challenging. For starters, the customer might never pay full price or may continue to hunt around for other bargains. Secondly, promotions can cost your business in both the short and long term, so converting that customer into multiple sales is key, or else your business could come out on the losing end.

Studies suggest that roughly two-thirds of a brand’s profits are derived from customer engagement. The question for many business owners isn’t how to foster engagement but, more specifically, how it impacts profits.

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Engaged Customers Spend More

When done right, engagement turns one customer into two, and two into four, and so on, driving revenue to your bottom line with a low customer-acquisition cost and allowing you to save on costly advertising and marketing campaigns used to bring in new customers.

Reduced Customer Attrition Constantly having to acquire new customers can be expensive for a business. As mentioned, there are marketing and advertising expenditures, in addition to strategies like loss-leader pricing, to hook new customers. If you have a dwindling customer base, then your next step should be to focus on engagement in

order to curb that attrition. This allows a business to grow its customers from existing ones, through tactics like referral programs.

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Engagement increases the value of each customer and keeps your acquisition rate at a more manageable level. Not to mention the fact that it’s always easier to keep an existing customer than it is to find a new one.

Brand Loyalty Brand loyalty is at the top of the customer engagement pyramid. It’s when customers develop a tendency to use one brand almost exclusively over its competitors. For the company, the ROI comes from repeat business. This level of engagement is achieved when an organization takes the time to foster a relationship with its customers through different points of engagement.

Brand loyalty is the goal, but it takes an investment of time and money to get there. And most sectors are highly competitive, making loyalty something of a white whale. The reality is that most businesses typically only convert a small percentage of their customer bases into true brand ambassadors.

Still, if you prioritize converting some of your customers into ambassadors and a small percentage of those ambassadors bring in new customers, your business stands to reap considerable rewards.

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RAHIM MOHAMMADI

Improved Operations This ROI is more roundabout than others, but it’s important and can have a positive impact on your bottom line. Engaged customers aren’t the angry ones who post negative reviews after one bad experience. They’re the ones who can offer insight into how to improve operations and add efficiencies, or provide valuable opinions to management. If they’re engaged, it means that they care and want to help make your business the best that it can be.

Invest in Customer Engagement By working to create engaged customers and leveraging their opinions and experiences, a business can boost key areas like customer service, marketing, online experience, or even the product or service itself. Best of all, this investment can pay off in the long run.

The results aren’t just worthwhile − they can be sustainable, repeatable, and are only the start of where your business can go if you engage consistently and thoughtfully with your customers. //

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Fall | Winter 2019 the EDGE

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ELAINE CHAN E

FINDING THE INSURANCE SUITED FOR YOUR NEEDS veryone’s needs are different when it comes to coverage, and the last thing a person wants is to feel neglected and vulnerable. If you’re in Markham and in the market for a new insurance broker to handle all your needs, then it’s time to consider Elaine Chan at CHAT Insurance.

No matter your industry, odds are you worked hard to get to where you are−and that should be respected.

With Elaine, all your worries are managed to the very last detail, so that both you and your family can feel safe with every decision you make. As a valued customer, your success is her success, as proven by her high retention rate.

CHAT Insurance CHAT is an acronym for “Commercial, Home, Auto, and Travel” – the main components of the firm’s coverage. Since their start as a one-person operation back in 2009, they have grown to multiple locations, serving thousands of policyholders.

There are three core values that Elaine holds most dear, which include keeping

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her word, building growth, and questioning everything. She is committed to giving the highest level of care to each customer, no matter their industry or history. From start to finish, she will be with you every step of the way, adapting to the challenges of her clients and helping them to feel comfortable.

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Your time is valuable! Let Elaine do the comparisons for you, providing total tailored solutions. With a long history of serving the commercial sector, she understands your business, providing risk management advice to identify and protect high-risk exposures. Receive ongoing service from your own insurance broker, especially when it matters most. It’s a must for retail stores, professional offices, restaurants or bars, manufacturing, wholesalers, contractors, garage repair shops, commercial automobiles, and more.

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Anything can happen at any time, so it’s important to make sure you’re properly covered for an unexpected crisis. This is especially true when it involves your home, with those who matter most to you. Whether you’re a homeowner, condo owner, or a tenant, any crisis situation will be mitigated by receiving immediate advice you can rely on when something happens.

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If a collision occurs, there’s no need for panic or stress – just trust in our professional and knowledgeable service to guide you through the ordeal. You’ll have peace of mind, while not overpaying for your insurance needs.

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Do you really need travel insurance? That depends on the person, but even though the Ontario health plan covers some of your injuries (depending on where you are), it will not cover every expense. Travel insurance fills the gap between what the government will pay and what it won’t.

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WINNERS’ CIRCLE

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by Dave Gordon

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ommy Hilfiger is not merely a globally recognized name brand – it’s synonymous with a clean, all-American look that epitomizes the fashionforward lifestyle.

But before the billions of dollars in sales, before the celebrity endorsements, and before 2,000 outlet stores worldwide, there was one humble decision that started it all some 50 years ago.

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Growing up in Elmira, in upstate New York, as the second of nine children, Tommy Hilfiger wanted badly to be a part of the rock ‘n’ roll scene and sought to look the part. But little was available in terms of the cool, hip clothes the musicians of the day were sporting.

Unfortunately, the store came and went, as did bankruptcy by age 23, but Hilfiger soldiered on. He looks back on those days as a valuable lesson in bookkeeping, accounting, and managing finances.

And so, as the now-famous true story goes, the young Hilfiger took matters into his own hands. In 1969, at age 18, he opened a clothing store called People’s Place with a $150 investment and merchandise brought back from a jaunt to New York City. He sold bell bottoms and other styles of the day that, at the time, had never seen the inside of a clothing store in that town. He refers to that endeavour as the foundation of his career, setting the stage for his passion for design.

Soon afterward, with much doorknocking, he managed to find contract work with two jean companies – one being Jordache, one of the more famous clothing brands of the 1980s. He was commissioned to design a new style of jeans, but neither company felt they wanted to expand, and Hilfiger was subsequently let go after six months.

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Undeterred – and despite never taking a design course in his life – Hilfiger launched his namesake label in Manhattan in 1985.

“I think a good leader inspires people around him or her.”

- Tommy Hilfiger To announce his brand, Hilfiger defied convention when he decided against the archetypal, near-generic fun-on-thebeach clothing advertisement. Instead, he greenlit his marketer’s genius idea to place a billboard in New York City, listing other famous designers’ names with blanks for some letters, like a game of hangman, and his own name at the bottom.

WINNERS’ CIRCLE

The simple, suggestive message was that there was a new player in town, someone who belonged in the same category as the great household names of the day. The brazen gamble worked: sales went through the roof.

Since that time, Hilfiger has sold it all: clothing for men, women, children, a denim line, fragrances, homeware, shoes, accessories, and more.

In 1992, his brand became the first fashion company to be listed on the New York Stock Exchange. Also in the ‘90s, he was one of the first designers to blend fashion and celebrity. He collaborated with music legends like the Rolling Stones, Lenny Kravitz, David Bowie, Alicia Keys, and Beyoncé, in what are now considered to be iconic advertising campaigns.

In 1998, a relative informed Hilfiger about a teenage singer with her first record deal, advising him not to miss an opportunity.

She was given a pair of Hilfiger jeans to wear in her first music video. That singer was Britney Spears. In recent years, stars like Diddy and Snoop Dogg have publicly worn Hilfiger apparel, thus boosting sales even more.

It goes a long way in explaining Hilfiger’s formula for commercial success, with his acronym of FAME – fashion, art, music, and entertainment.

“It has always been my vision to push boundaries, celebrate individuality, and inspire our customers by being bold and breaking conventions,” he said in a recent interview.

“We are always focused on pop culture inspirations, launching exciting collaborations, driving innovation, and increasing digital investments across all areas of our brand and business.”

His latest line is geared towards those with special needs and the elderly. It comes at a time when there is a tremendous need in the market, too: statistics show that almost 60 million Americans live with a disability, and about 50 million are over age 65.

You’re a leader in your field. What’s lesson number one in leadership?

I think a good leader inspires people around him or her. I think they are aware of every aspect of what is going on. I think they can be motivators. And I think that if you motivate your team, in a very positive way, they will perform much better.

With decades of business and entrepreneurial experience, what would you tell the budding entrepreneur not to do?

I think they should never believe they can do it all on their own. Because if you understand what your weaknesses are, you may be able to find someone to plug that hole and assist you in doing whatever you are doing. Maybe they’ll stand in for something you’d never want to do or be an expert at.

How would you best describe the Tommy Hilfiger brand “wow” factor?

The wow factor: I would say that it is modern. Modern not just in design – because we always try to evolve the brand – more modern, more modern, more modern, but also the way we do things is much more disruptive and more modern than our competition. We are ahead of the game digitally and social media-wise. Because I really believe that brands tend to age out, and I don’t want my brand to age out and become stale.

I want it to be youthful, modern, fun, young, and surprising.

I like to surprise people.

You’ve pioneered a line of adaptive clothing for the differently-abled. The new collection launched online lately, with 37 menswear pieces and 34 womenswear pieces. What was the impetus for that?

A designer has never [before] designed clothes for people with special needs. And I thought I should be the first. I have children with autism. And I’ve watched them struggle to get ready for school or work because they can’t button buttons or zip zippers.

So we have Velcro, we have magnets, we have openings for trousers and jeans for people with leg braces. People with disabilities want fashion and fashionable clothing, just like all of us, but it’s never been available to them. From a self-esteem standpoint, it’s great for young people who want to look like their peers but may not be able to dress like them because of their special needs. We did a children’s line, and it was so successful that now we’re doing adults.

Inclusivity and the democratization of fashion have always been at the core of my brand’s DNA. These collections continue to build on that vision, empowering differently-abled adults to express themselves through fashion. //

Photos: TOMMYNOW TommyXZendaya Spring 2019 Runway show, courtesy of Tommy Hilfiger Licensing (tommy.com)

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STEPHEN WHITELEY The Freedom Coach

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tephen Whiteley is the master of your inner world. He considers this to be the new frontier and he can truly shift people’s inner energy, all the way up to the emotional freedom of enlightenment. He connects individuals and organizations to their life’s purpose and leads them to thrive through transforming fear into love. Imagine being finally free of those old hurts of the past. This inner energy of loving ourselves is the greatest power we have. With this great feeling, you can awaken refreshed and energetic in the morning, be purposeful and connected during the day, and enjoy the energy left in the evening to gratefully reflect on the accomplishments of the day while planning for tomorrow. In short, by clearing out your inner troubles and blockages, you can live in boundless energy, vibrant health, and heightened productivity. This is the road to living happy, healthy, wealthy, and wise!

“Really loving ourselves is an energy that can produce higher productivity.”

While it seems attractive, what is freedom in your opinion?

How does a person’s freedom affect their wealth and overall success?

This is a great question to start with. In my estimation, freedom is poorly understood in our society. Most people seem to think it is having sufficient time and money to do what we want to. There are many stories of people in our society that have loads of money and time, who don’t feel at all free. Therefore, I believe that real freedom is a feeling. And therefore it is an inside job, that has little to do with the outer world. It is really about learning to let go of the troubles of the past, to learn the lessons they offer, and to forgive others and ourselves.

When we do this, it is much easier to love ourselves and, in my experience, this is the pathway to true freedom.

To build on the answer to the last question, pursuing pleasure and comfort detract from wealth. While it is possible to build wealth through negativity, it’s not satisfying. Satisfaction is another big source of freedom. Lastly, really loving ourselves is a source of energy that boosts creativity and productivity.

And these are great resources to produce wealth.

If this is the pathway to true freedom, it seems like a very big job. Are there some quicker ways to increase our sense of freedom?

The answer to this question is both yes and no. Freedom is a lofty goal, and it takes time to get there. However, there are a couple of ways to look at this. The first is that many of my coaching clients have achieved this to a large degree in just six months. So this is a possible “yes” answer. On the flip side, working on it on our own − even with my advanced skills, it took me seven years to get there. It is only in hindsight that I was able to discern the steps and then refine them with clients to come up with the “12 Steps to Freedom” model that my clients are now using to gain freedom in six months.

In your experience, why do so many people feel trapped and lack freedom?

Positive psychology researchers around the world have discovered that the biggest impediment to loving ourselves is materialism. There is a huge focus on comfort and pleasure in our society, and these lead to health and money issues.

Loving ourselves comes more from what we do and how we help others. Few people do the work to release their hurts of the past. Many think of themselves as a body and a mind. The truth is that we are more soul than anything else.

You talk about the need for people to love themselves. Why do you think so many people struggle with that?

There are many seductive sources of seemingly feeling good that actually make us feel badly about ourselves. Our society is full of these seductive traps. Many people fall for these and then die in regret. What we really want is to die in fulfillment.

How did your experience in the military influence your current path?

Great question. The military is about fighting. What I have come to realize is that fighting is the most wasteful activity on the planet. Fighting is also a seductive way of winning, but there are seldom real winners in a fight. Feeling great is actually about love, peace, and harmony. Fighting is about fear, conflict, and destruction. So in the end, good living is about moving from fear to love. There isn’t much talk about (or goal-setting around) love in the military.

What do you focus on as a coach and speaker?

What I focus on is cleaning out the inner world of people. In my opinion, cleaning out our inner world is the key to happy and free living. We cannot stay the same. We are always either declining or developing. The aim of living is to develop ourselves to the point where we can really serve humanity in better ways. That is my aim.

Get in touch with us!

Call: 613-857-5814 Email: happinessworks4u@gmail.com Or visit www.happinessworks4u.com for more information.

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WINNERS’ CIRCLE

ANNE DAY

Company of Women

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by Alex Correa risk-taker from the get-go, Anne Day immigrated to Canada from Scotland with her husband in 1975, jobless but with high hopes. Anne would eventually find success in various roles, from editor of a national magazine to head of various charities, and even in government work. However, it’s her own Company of Women that’s made the most impact on the modern workplace, helping women realize their potential in their careers and in their lives.

Company of Women has eight chapters across southwestern Ontario and hosts around 170 events a year, including an annual conference. Under Anne’s guidance, Company of Women provides a much-needed safe and supportive environment for women to be themselves and to be encouraged to thrive and grow professionally, reaching new heights of confidence and success. Anne took some time to talk with The Edge and share her thoughts on empowerment, her struggles, inspiration, and Company of Women.

Being a champion for women, what are some ways that they can realize their potential and claim their power?

Can you tell us about Company of Women and what motivated you to start it?

What tips can you give to women entrepreneurs struggling to reach the next step of their industry?

I think it starts with believing in themselves, because you can’t really ask someone else to believe in you if you don’t have faith in yourself. Also, surrounding yourself with people that believe in you so that they’re a part of your tribe. Find a mentor, or a sponsor, in the corporate world who will support you and guide you, so that you can move up the ladder.

I had my own consulting practice for a couple of years and worked mainly with the government at that time, helping them plan for children's services and so forth. I did really well, but I found it very isolating to work from home, and I felt that other women probably felt the same way. You kind of miss the water cooler thing – chats and those sorts of things. I found my other friends who weren’t doing that just didn’t get it. They thought I was home, so they could just pop in and have a coffee, whereas I was busy working. So I started up Company of Women — I put an ad in the paper, booked a space, and I got 165 women at the outset. I kind of knew I was onto something. Now this was back in 2003, so at that time we were definitely the only game in town. It wasn’t that altruistic, though, because I was looking for some like-minded friends.

Well, sure — I think one of the things is to network. Not just one network — I think it’s important to be part of the local chamber. To be part of a women’s network, because I do think we network differently.

But also to be a part of your industry’s network, since there may well be people that you can partner with and do some collaboration. I know that when I had my consulting practice, if I got a project that required a lot more people, I would bring in other consultants to work different aspects. That’s certainly one way to build your own business.

I guess the other thing would be to reduce your need for perfection. As women, we tend [to want] to do everything perfectly, and that may not always work. I used to do a group with new entrepreneurs, and I would ask them to ask their friends and family what they were really good at, because I often find we take our own skills for granted.

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The other would be to sort of focus on something. I find that when people are doing all sorts of different things, you end up not doing very well at any of them.

Probably the last is just volunteering. [It]

WINNERS’ CIRCLE

brings in lots and [takes] you into a whole different network. You meet a whole other load of people, and you never know who you’re going to meet and who is going to help you move forward.

What inspired you to be this figure of female empowerment, giving back through your various ventures?

First and foremost, my father. He grew up on the wrong side of the tracks, dropped out of school at 14 to help support his family, and he never forgot his humble beginnings. But he actually was a very successful businessman. Growing up, he would always be talking about having a sense of balance. By that he meant that if you had enough, then you should make sure you are helping other people get up the ladder and balance it out. He talked about it so much that a jeweller had a necklace made for me with scales of justice engraved on one side and “A Sense of Balance” written on the other. When he died, I heard from all sorts of people about the loans he’d given them. He was always supporting small business.

The other inspiration happened two years into doing Company of Women, when I discovered I had breast cancer again. That really gets you thinking about what’s important and what sort of legacy you want to leave [behind]. And that spurred me on to keep going with Company of Women.

How do you deal with toxic relationships or negative situations in your life?

values, then I don’t have anything more to do with them. I move on – it’s negative energy. And as for dealing with conflict – I’ve realized that really you have to do it face-to-face; you have to work out a script, if you like, of what you want to say. And you also have to protect the dignity of the other person.

What suggestion would you give to someone struggling with feelings of self-doubt?

I wrote a book called Good Enough, with Amy Vodarek. So my first suggestion would be to get a copy of our book, because we spent over three years connecting with over 350 women who were dealing with self-doubt. Again, it gets back to surrounding yourself with people who believe in you. Letting go of perfection.

Sometimes we say yes to stuff, but we don’t really want to do it.

So I’m always suggesting that you pause and sort of say, 'Can I get back to you? I need to think this through.' The other is selfcare and making sure you have time for yourself.

What do you believe to be the key to building new relationships, professionally and personally?

I think it’s taking an interest in the other person and listening to them. Seeing how you can help, rather than going in and seeing how they can help you. It's more about helping the other person.

Certainly, in terms of business, if you meet somebody new in a meeting, follow up. Be authentic, just be yourself. //

There was a time when I would say I don’t. I used to avoid conflict at all cost, so I’m a work in progress. I’m getting much better at it.

Toxic people – sometimes I don’t always recognize straight away that they are [toxic], because I try and see the best in people.

But once I realize their agendas and we don’t share the same

“I think it starts with [women] believing in themselves, because you can’t really ask someone else to believe in you if you don’t have faith in yourself.”

- Anne Day

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WINNERS’ CIRCLE

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imbaland is without equal in his influence, groundbreaking s o u n d i nvent ion s a n d partnerships with scores of upper-tier modern musicians.

Over the past two decades, the 47-year-old American music producer, rapper, songwriter, and DJ has left his signature sound on at least 100 hit recordings, collaborating with artists across the musical spectrum, including genres like R&B, pop, hip-hop, and electronic music.

TIMBALAND

by Dave Gordon Timbaland’s producing and writing credits include hits by the likes of Aaliyah, Justin Timberlake, Missy Elliott, Jay-Z, Nas, Beyoncé, Drake, Jennifer Lopez, Cher, Duran Duran, Katy Perry, Ludacris, Björk, Madonna, Rihanna, OneRepublic, Demi Lovato, Brandy, Rick Ross, and more. And he launched his own music label, Mosley Music Group, alongside Australian music producer and friend John Servedio, where they recorded musicians such as Canadian singer Nelly Furtado.

In addition to the recording industry, his diverse skills have been utilized for apparel and in the tech industry. For 2008’s Fashion Against AIDS collection, Timbaland

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designed a T-shirt print that sold in H&M stores in 28 countries to help raise HIV/ AIDS awareness among urban youth. In 2009, he worked with Rockstar Games to produce Beaterator, a music-mixing game for PlayStation 3 and iOS. In addition, Timbaland and Andy Robin partnered with startup SubPac in 2016 to launch a wearable device that was described as a “new immersive physical-sound technology.”

Timbaland spoke at the recent Collision conference in Toronto, and The Edge caught up with him to find out more about the business end of his various projects.

Photos courtesy of MasterClass

WINNERS’ CIRCLE

This year you launched an online masterclass − an instructional series on production and beatmaking. Can you speak to how this has inspired others?

A lot of producers and people that I work with, they tell me that what I’ve explained to them has really moved their career forward. I’m not selfish. I give all my tools.

I tell my producers, ‘You can go through my computer, and take all my sounds,’ because I try to better them. They look at me like it’s unreal that I do that.

I try to tell people, ‘God made you, and you only. So I can give you everything that I have, but it’s not going to sound like me.

Because God made just me. So for you, it’s going to help you go further, and have an identity for yourself.’

So when I explain that to all my students that work under me, they are just in awe.

They call me ‘Timbo the King,’ but I’m like Jon Snow. I don’t want it – like Game of Thrones. I just give the information because I tell them, ‘You are the next one. You are greater than I ever was. I just broke the wall for you to come in and be who you are.’

Is there anything you’d advise to help more women get into the industry?

How has technology changed music lately?

Before it used to be stereotyped – but now you have WondaGurl. I think it’s all about your work ethic. I’m looking for the best female producers. You always see the male dominance, and I’m trying to bring the awareness of women understanding sound.

It is easier, but like everything in life it has a pro and con. It’s good if you’re good.

Technology is growing. Nothing beats the human touch if you are great. But you have to be aware that artificial intelligence is around the corner.

I told the men, whatever y’all are doing, you are vibing to your own beat. If they don’t vibe to it – trash. The women make the world move. They know what, sonically, what is great and what moves them. As men in music, we follow the women. They won’t say that, but when they go to the club, they don’t start dancing first. They see their girlfriend, then they are going to react.

Technology doesn’t mean that you stop.

It means you keep going, because your mind is still making new things. People have to be willing to change. Don’t be afraid to step outside of the box. I feel like with producers now I always hear, ‘Everybody sounds the same.’

I feel like the women producers really are going to take over. Women producers understand sound and the movement of a woman. I think we are going to see more. I know they say 7% [of producers] are female, but I think we are going to see that go up. The same advice goes for women that goes for men: it’s just all about perseverance and breaking down those barriers.

“It’s just all about perseverance and breaking down those barriers.”

No, if you step outside the box, everyone has the same program and the same dial, but you can do something different. As humans, we get accustomed to one thing, and we just repeat that one thing. For me, I’m not afraid of technology; I embrace it, because this is what I always wanted when I was a kid. I always wanted more technology, so I could do things easier.

Now that I have it, it’s a blessing.

What’s your secret to success?

It’s really just one thing: never give up. No matter what is in front of you, you always have to pick yourself up and try again. It’s just like that song I made with Aaliyah, “Dust yourself off and try again.” That song means more to the world now than it ever has. //

- Timbaland

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WINNERS’ CIRCLE

to reach larger communities and to get to consumers they might not otherwise get in front of. Being that social media at that time [2013] was emerging and becoming more of a platform for businesses to use, there was a great opportunity to start 2Social.

What challenges did you face when starting 2Social? Can you share some information as to your company’s growth and future goals?

LAUREN SHIRREFFS 2Social

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by Dontei Wynter

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avigating a business can be challenging, but if you have a collaborative team and a resilient, entrepreneurial spirit, then you will most likely find yourself on top.

For 2Social CEO Lauren Shirreffs, the belief that there’s no such thing as a problem without a solution is a daily practice. Running a firm isn’t an easy task, but Lauren found time to pull away and speak to The Edge about her business.

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What inspired you to take this career path towards founding your own digital agency?

When I started this, I originally was a freelance writer and living abroad in London, using social media as a way to get people to read my columns [the] different publications I was writing for. I gained a lot of interest through social media. When I returned to Toronto, with my marketing and writing background and the level of creativity involved with social media, I just started pitching local businesses – marketing companies, PR companies, and various clients. Within a year I had quite a roster of clients I was working with. I started to recognize [that] there was a real opportunity to use social media as a great way to help local businesses, as well as national brands,

The things that you don’t expect to be challenging when starting your own business, of course. You start your own business with a passion about an industry and helping others. Then you have to also wear different hats, such as curating and hiring an amazing team. You have to deal with a lot of rejection as well. You’re not always going to win a pitch. You may lose a couple of team members. Also, I think it’s quite common for a lot of entrepreneurs to want to do everything themselves, and that’s not really realistic. I think that was a challenge I had to overcome and learn, just [by] hiring the best talent – people better than you, to support you in areas that aren’t your strength. That’s really something that I learned just naturally over the progression of 2Social, and I have a great partner as well.

We started in 2013 as predominantly a social media shop, and that really does continue to be our core competency. But we’ve really had to pivot and change within the seven years of business, alongside the changing social media platforms. When we launched, there was talk about why we should be on Facebook, and then Instagram came along and there were opportunities on other social media platforms. So that posed a challenge of having to pivot, be agile, and change your business plan on the fly.

In 2016, we opened up our secondary office in Santa Monica, California. What’s been really great there [that] we had superaggressive ambitions in our three-year plan

WINNERS’ CIRCLE

“We really believe in authenticity and approaching social platforms, or anything digitally with a positive light. ” - Lauren Shirreffs

that we were able to meet in one year, and that’s been a really exciting success as well. We’ve also expanded our services quite extensively in seven years, as well as a good [and experienced] team.

Our client needs change, as well as their different business objectives. We work with many different industries, from beauty to food to cannabis. Always B2B and B2C – different business objectives across the board, in conjunction with an ever-changing online environment.

What makes your firm different from all the others?

We are funded and run by women. In the industry, most ad agencies are led by men, so that’s an exciting point of difference and that allows us to carry a nurturing environment. I think the [main] point of difference is that we don’t take on all clients that come our way. We take on clients that we share the same values and the same goals with, and we really look at it as a partnership. We have complete transparency and open communication; we dive in and we’re just as focused on the business objectives of our clients as they might be. We come from an entrepreneurial background − all partners are entrepreneurs with many past businesses, so we’re really conscious of the bottom line for our clients.

We look past just the likes and the online vanity metrics in really understanding how to use social and digital against their business objectives.

How do you collaborate with your team to reach a solution?

I don’t believe any problem doesn’t have a solution, so I encourage and empower the team that if they come to me with a problem, they’re coming to me with a couple of solutions to that problem. We have an open office environment in that it’s a “loft” style, so there is no little corner to hide in. Everybody is open to sharing their creativity and ideas and working through

our problems together. So I think it’s about the community and how to interact and work together internally as a team to find solutions to those problems; we never bring a problem to a client. The team doesn’t bring a problem to me without exploring all the solutions that might come into play.

What do you believe to be the key to building new relationships, professionally and personally?

For us here, it’s really about leading our clients, and I think being honest in what our suggestions for solutions or services might be, to whatever their business problem is. We really believe in authenticity and approaching social platforms, or anything digitally, with a positive light. That’s really been key to building those relationships with our clients, because we approach it as a partnership. They really look at us like partners because we lead the way, we’re bringing new ideas, we’re exploring all solutions, and we’re completely honest and transparent with the work we’re doing.

What was it like being invited to the exclusive Forbes Agency Council and what does it offer?

It was really nice, actually. I wasn’t really expecting it, and to be recognized with all those amazing entrepreneurs they have – it’s kind of a global community.

It was really rewarding and it’s a really nice community, because they opened up just like a back platform to the entire agency council where you can collaborate and connect with other entrepreneurs in different businesses.

What it offers is an amazing, well-known platform to share your thoughts, your wins, your successes, your tips, and your tricks to larger audiences and maybe like-minded people as well, because of their readership.

It’s amazing for networking; it’s a fantastic platform to share what we do at 2Social, and present our team members as leaders in their fields.

Where do you see the future of the digital marketing industry and how do you plan to stay at the forefront of it?

I think it’s going to be everchanging and always evolving. At the end of the day, to look at digital marketing and all the varying platforms such as “TikTok”, and all these new mediums to share really cool stories and really cool brand messages – it’s really just again understanding the consumer, and defining the values of the company and how you want to communicate them. So, it’s really just always finding the solution to our marketing problem, and it’s just other avenues and platforms to reach more people. It’s going to keep evolving; there’s going to be new opportunities to successfully target and reach a variety of people globally.

How we plan to stay on top of it is the same as we’ve always been doing. Being nimble. We have team members that are always listening to popular trends. We go to the most recent conferences. [Since] we have our office centred in Santa Monica, it’s such a great hub for emerging tech trends, digital trends, marketing trends, but also really interesting businesses and start-ups. That often inspires us to see what really cool businesses are doing to reach consumers in creative ways. We’re just going to continue being agile and nimble and continue offering the best services, rounding out our services, continuing to scale and offering our clients the best.

In one word, describe your leadership.

I think that my leadership is “collaborative.”

I really get infused with the team; I’m not above them, I’m beside them. We work through the problems together; I hope I lead to inspire. //

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MONEY & FINANCE

CRASH COURSE ON

CASH FLOW

MANAGEMENT

by Alex Correa

S

ir Richard Branson described cash flow with the perfect metaphor, calling it “the lifeblood of business.” If we want to look at a business as a human body, it’s important to make sure that the cash flow regulates continuously and without fail. We must consider outside influences and track the inner workings of the system, since we’re aiming for good health and a long life — or, in business terms, profit and longevity.

First and foremost, you need to track the net amount of cash (or cash equivalent) going in and out of your business. This means keeping your books organized, accurate, and up to date. There’s plenty of software available to simplify and monitor funds, payments, and exchanges of goods. The rest of the details on how to properly manage your cash flow are a bit trickier, but you’ll need to keep these things in mind for the health of your business.

Track Inventory Anyone familiar with the hit television show Kitchen Nightmares knows that in every episode there comes a point in which cantankerous chef Gordon Ramsay examines the participating restaurant’s inventory. Whenever he comes to the refrigerator unit, he almost always finds a surplus of expired and rotten food, leading him to berate management and the kitchen staff.

As a small to medium-size business owner, imagine chef Ramsay stalking your hallways, ready to burst into an expletive-laden rant whenever he comes across stock or items that don’t belong.

Be sure to take regular inventory checks to see which goods are stagnating and taking up valuable space – and tying up your cash.

The First In, First Out (FIFO) approach is a commonly known but often overlooked method of ensuring that your goods are sold in the same order they were purchased or made. Identify low-turn stock that hasn’t moved in the last few months. The

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first thing you should do is stop ordering or producing the item.

Afterwards, you’ll need to find a way to move that inventory while incurring minimal loss. That means a promotion or discount on these unsold items.

Inventory management software can help track stock in real time, prevent production shortages, and forecast demand.

And while you can use the software to audit yourself, your inventory will still have to be counted by you or your staff to prevent discrepancies.

Frugality is the Trick The goal of saving money isn’t to simply hoard your riches. If done carefully, you’ll mitigate many of your expected costs while being able to reinvest in your own company. As an example, consider leasing equipment instead of buying it. Whether a car, a computer, or office equipment, leasing frees up your cash while allowing you to expense the lease costs on your business taxes.

MONEY & FINANCE

“the lifeblood of business” For those accustomed to a more traditional style of saving money: carry on. Building up a cash reserve is necessary to maintain a healthy cash flow. It’s good to have money on hand in case of emergencies or short-term investments. It’s not only for potential disasters your company might encounter, but also for the ability to pull the trigger on quick purchases that could save you money in the long run.

Keep an eye on essential equipment and machinery that could potentially break down. Take preventative steps to ensure that everything runs as it should to cut down on potentially lengthy and costly repairs. You should also know the expected life cycles of your most important equipment to stay ahead of sudden expenses.

Dealing with Customers and Clients Putting on a friendly face can only go so far. While it’s important to establish a friendly rapport, it’s your cash flow that you’ve got to focus on. Find ways to earn more money while incentivizing your clients. For example, you can offer discounts to those who pay ahead of time; this both helps your cash flow and creates the urgency for your client to settle up with you early.

Setting up mobile payment options can also get the cash flowing sooner than later, since it’s just a matter of using a smartphone.

It makes things easier, and gives your customer a feeling of assurance and power in the transaction.

As important as it is for your business to prioritize your clients’ service, sometimes you need to set guidelines that work best for your cash flow, starting with credit checks. You can preserve your cash flow by running checks on clients and avoiding instances

where you would more than likely receive late payments. While sales are obviously important, going into business with someone who has bad credit is a big risk, which is why you may want to consider bumping up the interest rate.

Make More Money If only it were as simple as it sounds. Increasing your cash flow should be the first and final goal of your business, and while it sounds like a naïve suggestion, you should take it as a hint to try new business tactics to expand your market.

For starters, you can simply increase your prices. Suppress the fear of driving your customers away and try to experiment with your pricing. You’ll find out exactly what your customers are willing – or unwilling – to pay.

Alternatively, you could add something new. Whether it’s a new product or service, loyal consumers are more receptive and willing to hear your pitch. Use your creativity to market your business and your offerings. An outside-the-box marketing strategy may very well pay off. Try catering to a new audience or a demographic you never considered before. For example, your coffee shop may have a regular clientele of coffee aficionados, but you could also attract socially conscious customers by offering fair-trade coffee beans, or lure diet-conscious consumers in with vegan or ketogenic products.

Brainstorm new ways to present your business.

If you only exist as an online retailer, consider a brick-and-mortar location (or a pop-up store), and vice versa. Being creative is the best way to open up opportunities that will improve your cashflow. //

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MONEY & FINANCE

FINANCIAL RATIO ANALYSIS OF BUSINESS PERFORMANCES

by Jinglin Liu

C

onsulting a financial advisor to evaluate your business could be highly expensive. Although it could also be costly and somewhat complicated for you to personally conduct a performance analysis, some simple financial analysis tools can help. The results will give you a general idea of how your company will perform against competitors, and track improvements relative to prior performances.

Ratio analysis is a useful performance tool to measure a company’s liquidity, operational efficiency, bankruptcy, and profitability. While ratio analysis it does not necessarily give complete and thorough conclusions on your financial development, it can give you a general understanding of your business’s performance against your competitors.

Activity Ratios Activity ratios measure how efficiently a company performs routine operations.

Inventory Turnover Ratio =

The higher the ratio, the faster the inventory sells (with some exceptions). If the ratio is above the industry level, it could be the result of not keeping an adequate inventory and having to frequently restock.

These ratios vary among different industries. For example, milk and other dairy products should have very high inventory turnover ratios because they are highly perishable. Alternatively, furniture can have relatively low turnover ratios, because they can be stored longer and the shipping costs are high.

Source: Elaine Henry, T. R. (2019). In C. Institute, Financial Reporting and Analysis (p. 269). CFA Institute.

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Revenue in a year (Beginning Receivable+Ending Inventory)/2

Cost of Sales (Beginning Inventory+Ending Inventory)/2

Inventory turnover ratio measures whether the business can manage inventories effectively. It calculates the frequency of inventory that has been sold and replaced during a fiscal year.

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Receivable Turnover Ratio =

Receivable turnover ratio shows the speed of cash payments collected from customers.

The higher the ratio, the faster the payments are collected from clients. If the number is largely above industry average level, then it could be the result of outstanding payment collection. Tight credit sales could help businesses collect payments quickly and reduce bad debt risks. However, it risks pushing away customers who dislike being rushed into making large payments.

Payable New purchases of inventories within a year Turnover = (Beginning Account Payable to Vendors+Ending Account Payables to Vendors)/2 Ratio Payable turnover ratio measures how frequently the business pays suppliers within a year.

A comparatively high payable turnover ratio (based on industry level) could indicate that the business is not taking advantage of credit facilities provided by vendors. Meanwhile, a low payable turnover ratio implies that a lack of cash flow led to difficulty paying vendors on time.

MONEY & FINANCE

Solvency Ratios Solvency ratios measure a company’s ability to repay its long-term debt. A company with large amounts of debt may have difficulty generating enough cash flow to repay loans and interests.

Debt-to-Assets Ratio =

Total debt Total assets

This ratio demonstrates the total amount of debt relative to assets. The higher the ratio, the more leveraged the business.

When highly leveraged (a ratio exceeding 100 per cent), the business will be unlikely to obtain additional loans from banks or investors, which could devastate any expansion plans.

Interest Earnings before interest and tax in a year Coverage = Interest payments in a year Ratio Interest coverage ratio measures whether or not a company can generate enough income to repay interest from long-term debt.

If below 100 per cent, the business will be unable to repay the interest expenses, which may damage the company’s credibility, making it nearly impossible to obtain additional loans or investments.

Profitability Ratios Profitability ratios measures a company’s ability to generate profit.

Gross Profit Margin Ratio =

Liquidity Ratios Liquidity ratios reveal the company’s ability to repay its shortterm debt.

Current Ratio =

Current Assets

Revenue

This allows a company to measure how much overall earnings remain from revenue after deducting the cost of goods sold. The higher the gross profit, the more easily the business can afford operating expenses like insurance, salaries, and rent.

Current Liability

Current ratios indicate how many short-term obligations can be covered by assets, which can be converted to cash within a short period.

If the current ratio equals or exceeds 100 per cent, it proves that there are sufficient current assets eligible to repay short-term payables. The higher the ratio, the more the business is able to repay its short-term obligations by its high-liquidity assets.

Quick Ratio =

Gross Profit

Cash+Short-term investment+Receivables Current Liabilities

Quick ratio removes inventories from current assets in calculation because some inventory takes a long time to sell, such as highly customized large equipment. For companies that take a long time to sell products or that run delivery services, quick ratio would be more reliable to measure its capacity to repay short-term debt.

Net Profit Margin Ratio =

Net Income Revenue

Net profit margin ratio measures how much net income is left from revenue after deducting all expenses.

Return on Equity Ratio =

Net Income (Beginning Equity+Ending Equity)/2

Return on equity ratio measures how much profit the business earns from every dollar amount the shareholders invest.

Normally, the higher the ratio, the better performance the business delivered. However, similar to net profit margin ratio, return on equity ratio is affected by many factors (such as whether the business writes off bad debt or how it recognizes revenue). //

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STARTUP

STARTING

A CONSULTATION BUSINESS

by Marcus Medford

T

40

he job market is changing. More and more people are exploring entrepreneurship as a career, side hustle, passion, or necessity. According to Intuit Canada, 45 per cent of Canada’s job market will be made up of self-employed people by 2020. This is worrying, given that 30 per cent of small businesses fail within five years of entering the marketplace and nearly 7,000 businesses go bankrupt every year in Canada. The main reason these businesses fail is due to lack of planning and inexperienced management, according to an Industry Canada study.

A consultant is an expert in a particular field who gives professional advice to entrepreneurs and companies to help their businesses thrive. As the number of small businesses increase, so does the need for consultants. If you’re looking to start your own consulting business, these are things you’ll want to know.

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STARTUP

Identify What Your Area of Expertise Is There are several different kinds of consultants; business, legal, marketing, and technical are a few examples. The first thing you’ll want to do when starting a consulting business is to figure out your strengths and areas of expertise. It’s important to be honest with your self-assessment, and ask yourself questions like “Is there a demand for this service?” and “Do I have a unique point of view?” You should consider areas you excel in at work, hobbies you’ve mastered, or other areas of interest as the focus of your consulting business.

Whatever niche you choose, it should be one you enjoy, especially if you’re consulting full-time.

Other valuable assets for a consultant include good communication and interpersonal skills, strong time management abilities, sound organizational skills, and acute critical and analytical thinking. Whether it’s software, cutting-edge information, or professional certifications, it’s crucial to find out what’s important in your industry and expand your knowledge in that area.

(How Do I) Get Certified The licences and certifications required for you to start your consulting business will depend on which field you specialize in.

Consulting for certain fields, such as real estate or engineering, requires you to get special licences for legal and competitive purposes. In other fields, it’s common for consultants to hold special designations such as a CGA (Certified General Accountant) or a CPA (Chartered Professional Accountant).

The Certified Management Consultant (CMC) designation is the only international certification for consultants that’s recognized in over 40 countries.

Most municipal governments will require you to have a municipal business permit even if you’re working from home. Starting a consulting business doesn’t necessarily mean you’ll have to start and register a corporation – in many cases, you can simply work as a sole proprietor. Also, register your business with the Canada Revenue Agency (CRA) if you plan to hire employees or will make more than $30,000 a year in profit. Regulations vary from one jurisdiction to the next, so it’s wise to contact your local government’s business agent. BizPaL, a partnership between multiple levels of government, is designed to streamline access to information on certifications, licenses, and other permits you may need.

To compete with other consultants, it’s helpful to know what qualifications employers are looking for. Most employers require consultants to have a minimum of two years’ working experience or a bachelor’s degree majoring in a subject like business, accounting, marketing, or finance.

how best to serve them if you’re going to be a successful consultant. Consider the following questions when trying to narrow down your target audience: “Where is your target audience?”, “What are the biggest challenges they face?”, “Why are they seeking your help?”, “Who is your competition?”, “What makes you unique?”, and “What are your clients’ end goals?”

It’s important to match your skills to your prospective clients, particularly when you’re just starting your business. Don’t be afraid to say no if you don’t think you’re a good fit for the task. If possible, recommend the client to someone who’s a better fit for their needs. Also, beware of spreading yourself too thin in the early stages of your business – it’s better to avoid doing too much rather than lose sight of what your business does best.

Networking Networking means connecting with people involved in your industry as well as having a digital presence to connect with potential customers. A recent Local Search Association report finds that 63 per cent of consumers use websites to find or engage with businesses. Also, 30 per cent of consumers won’t even consider a business without a website.

Google gives your business more authority in local rankings if you have a website, so be sure to make it SEO (search engine optimization) compliant. Services like WordPress and Squarespace make building a website easy, and you can secure a domain name through services like GoDaddy.

Networking and referrals are crucial for building your business, so consider joining Facebook or LinkedIn groups that your target audience might frequent. It could also be useful to develop an outreach strategy. Writing and sharing posts will make you familiar with the community (and vice versa), allow you to show your expertise, and keep you in the know with events, workshops, and networking opportunities.

Set Your Rates It’s easy to charge less than you’re worth when you’re new to consulting, especially with no proven results. Your best bet is to first research what consultants in your field are charging in your area, which sites like Glassdoor.com can help accomplish. It’s important to be realistic, and also remain competitive, when setting your rates. You’ll want to figure out if you’re charging clients an hourly rate, by day, by project, based on their goals, or by some other measure. Consider how you’ll bill your clients and how you’ll accept payment.

Platforms such as FreshBooks, Invoicely, and Due allow you to automate billing cycles, track and manage invoices and payments, and run reports on your earnings. //

Find Your Target Audience If you’re an insurance consultant, it’s not enough to say that your target audience is people looking for insurance.

You need a clear idea of who your target audience is and

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STARTUP

CRAFTING A

CREATIVE SMALL BUSINESS

F

by Lisa Day

or many of us, a hobby is what you turn to after a long day at the office or during the weekend — an activity that brings you joy and happiness and helps you unwind. If done right, creative hobbies like writing, art, cooking, knitting, or graphic design can also become a business. But like any entrepreneurial venture, transforming a creative hobby into a viable business requires research, planning, and a lot of hard work.

Get to Know Your Hobby Whether your hobby is gardening, fitness, or photography, figure out what you like about it and what you don’t like. Can you imagine working on it full-time? Will you still find it relaxing and enjoyable if you have to do it all day? If your livelihood depends on it? Some career experts point out that a number of people who have turned their hobbies into businesses no longer find joy in the activity itself.

Develop a Thick Skin If you’re creating a product like gemstone jewellery or animal portraits, you’ll find that some people love your work and others don’t. Most creative endeavours, such as art, are subjective, and not everyone has the same tastes. As a creative entrepreneur, you need to develop a thick skin and learn to brush off negative comments and feedback; if you’re serious about pursuing your creativity as a career path, it’s something you’ll have to get used to.

There may also be people around you, whether out of genuine concern for your financial wellbeing or simple jealousy, who will try to discourage you from pursuing creative entrepreneurship. As tempting as it may be to dismiss their skepticism as negativity that you don’t need, actually listen to what they’re saying; they may

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offer perspectives you hadn’t considered and could lead you to do more valuable research or look at things in a new way.

Research, Then Research Some More Every entrepreneur should have a business plan. Business plans help you create a road map to success, articulating in writing exactly what your goals for the business are, what success looks like, and how you’ll get there. It should also include industry, customer, and competitive analysis so you know what’s happening in your industry, what your customers want and need, and what other businesses in that space are doing. If you know that a dozen people in your neighbourhood are baking chocolate cookies, maybe your business needs to specialize in sugar cookies instead. Use strong research to find your creative niche, and specialize.

Think Outside the Box Just because your hobby is photography, it doesn’t mean you have to limit yourself to, say, children’s portraits. There are many ways to earn money from a creative talent that don’t directly involve the hobby itself, including using your skills and expertise

“You will craft skills that are critical for succeeding as an entrepreneur. And you will appreciate the journey so much more when you are on the other side of it.”

- Rachael Hunt, Freedom School

STARTUP

to teach others, writing or vlogging about it, or coming at it from a new angle, like selling your photos to other creatives to use in their work or licensing your music to online video creators.

Side Hustle or Jump Right In? You’ve researched the market, the competition, and customers’ desire for your product. You’ve determined that you can make money turning your creativity into a business. But do you jump right in and go full-time, or pursue it as a side hustle?

That depends on you, but Rachael Hunt, business coach for wellness professionals and the founder of Freedom School, said she highly recommends taking the side hustle route. She says it teaches potential entrepreneurs how to manage their time, multitask, understand what’s important, and appreciate what they already have.

“You can learn what your strengths are and play those up,” she explains. “You will craft skills that are critical for succeeding as an entrepreneur. And you will appreciate the journey so much more when you are on the other side of it.”

Jeanette McCurdy jumped right into the field of freelance editing after she was laid off from a 13-year career in educational publishing. She recently created JM Editorial Services with the ultimate goal of being financially stable, but still leaving herself enough time to spend with her family.

“I met with, and emailed, and chatted with many [former colleagues] who freelance,” she says. “I also did some online research into starting your own business, with a focus on the Canadian business landscape. Then I just took the plunge.”

Once you’ve decided that you’re ready to do the same, it’s time to start to think about the logistics. Create a business name and register it through the appropriate government body; build a brand, including creating a logo; purchase business cards; and get your finances in order by keeping detailed records and either hiring an accountant or investing in high-quality accounting software.

Have an Online Presence An online presence is crucial today. Create a website with a customized URL, create a blog that you update regularly, and set up your social media. It’s better to choose one or two social media platforms and do them well than try to maintain too many accounts and do them poorly. Choose a platform that best suits your business, as well as where your audience lives (Instagram is perfect for photographers, for example). Use these platforms to continue to build your brand, creating content and establishing loyalty.

Interact with your followers and respond to comments and complaints. Start building an email list and update subscribers with interesting and relevant news, behindthe-scenes looks, and special offers to reward their loyalty. Add your business to Google and as many online directories as you can find.

Other Tips Treat your venture like a business. If you’ve decided to turn your creativity into a business, you need to treat it like one. Get up every morning and get to work – creating and networking, updating social media, and anything else you can do to grow. Don’t fall into the afternoon-nap trap or allow yourself to slack off just because you’re working on something you enjoy. It still requires focus and dedication.

Keep learning. Join chambers of commerce and networking groups. Attend conferences, sign up for courses (in-person or online), and find other resources at places like your local library. Read about changes to various social media platforms and keep up with the trends and best practices.

Network. Push yourself beyond your comfort zone and get out to fairs, markets, and other locations where your work would be valued and where you can potentially expand your audience. The larger your network, the more connections that can potentially help you.

Work hard. As entrepreneurs know, running a business is a lot of work. Be prepared to work hard, particularly at the beginning, as you run what’s likely a one-person business.

Thoughts of 9-to-5 workdays will fade into memory. And get ready for possible cycles of work, where you may have lots of clients one month but relatively few the next. //

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MINI-SKOOL 'A CHILD'S PLACE' INC.

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hen you’re balancing work and family, nothing gives you more relief than finding quality childcare. It’s stressful enough leaving your kids to get back to work, so it helps to be able to leave them with professionals you can trust.

Mini-Skool is operated by dedicated, passionate, caring staff who make every effort to give children their home away from home. For 50 years Mini-Skool has cared for families in the Greater Toronto Area, with five locations in Mississauga, Brampton, and Richmond Hill. They also offer convenient transportation arrangements, with many schools close to their centers.

Their fully licenced childcare centers operate year-round, including full days in the summer months. All programs are created to be educational, fun, and custom-designed using research-proven methods. In addition to day care, Mini-Skool also offers Clubhouse Kids, a special before & after school program that offers exclusive membership for kids between 4 and 12.

Mini-Skool is a place for children to learn, play, feel safe, and express themselves. Its unique sense of community allows children to make friends, while giving parents peace of mind as they work. Parents can choose Mini-Skool with confidence, knowing that their children are at their home away from home.

Book a tour today! Visit www.mini-skool.ca or call 905-275-2378 for further information.

Celebrating 50 Years!

A Better Beginning Lasts A Lifetime

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TECHNOLOGY

5 FEATU RES OF

CRM SOFTWARE

YOU DIDN’T KNOW YOU NEEDED

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by Michelle Novielli icky the realtor relies on spreadsheets and scribbled notes to manage his customers. His Facebook ads and e-newsletters generate hundreds of leads, but it’s becoming impossible to manually manage his new contacts.

Ricky can’t remember who’s interested in selling, who’s looking to buy, and whether he’s even spoken to them yet.

Even if you’re not a realtor, this situation is commonplace among many small business owners. For many, a “database” is considered a dirty word – it’s something you know you need, but likely don’t know how to navigate.

Luckily, CRM vendors have simplified databases with a whole host of software options to suit every business’ unique needs, even Ricky’s.

If you’re not sure what a CRM system does or how it can help you to get a handle on your customers, read on.

We’ll outline everything you need to know about these all-encompassing solutions, including some fun features you didn’t even know you needed.

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What is CRM Software?

CRM stands for Customer Relationship Management, and these types of software solutions allow companies to manage their business relations and customer data. A CRM system for Ricky would provide a portal where he can access all of his leads, categorized by key data (buyers or sellers, for example) along with where they are at in their real-estate journey. The CRM software can also ingest leads from various streams, such as Facebook ads, so that Ricky can say goodbye to his scattered spreadsheets for good.

You may have heard the names Salesforce (below), HubSpot, and even Oracle floating around. These are just a few of many CRM vendors in a growing market aimed at providing a repository for customer contact information, a tracking system for interactions, and even workflow automation.

Salesforce’s Marketing Cloud CRM Software

Benefits of CRM Software

1

Manage Leads and Sales

2

Consolidate Marketing

3

Focus on E-Commerce

4

Monitor Reporting

5

Oversee Workflows and Approvals

Additional CRM Features for Small Businesses As a small business, your Rolodex is likely to have fewer contacts than a large conglomerate, and you probably have fewer employees helping you out. The good news is that some CRM systems include features to help streamline your many tasks into one unified platform.

From social media management to lead pages, e-newsletters, and more, here’s a look at the added CRM benefits that any business owner – Ricky included – should consider in their CRM investment.

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Ricky is already generating leads from Facebook, but CRM systems like Insightly, HubSpot, and Pipedrive can pull in even more contacts from his website, inbound calls, and other sources. They can even execute automatic emails so that each new contact receives a note from Ricky right away. Outside of real estate, CRM can help during a buyer’s journey by nurturing each prospect through the sales process, from lead generation to final sale.

Without a dedicated marketing team, Ricky finds it difficult to manually manage his advertising. CRM solutions like Zoho and Agile have built-in marketing tools that make sending e-newsletters and SMS messages a breeze, not to mention added tactics like lead pages, surveys, and more.

E-commerce is the main market driver for many small businesses (though not Ricky’s). If you’re a retailer, consider looking into a CRM solution for e-commerce that’s focused on sales: specifically, tapping into your customers’ shopping habits, interests, shipping preferences, and other details. Some prominent vendors in this realm include Act!, Maximizer, and ReadyCloud.

Ricky needs to keep an eye on his bookkeeping — and really, who doesn’t? Another key CRM consideration is ensuring the dashboard contains reporting functionalities. Can it transfer information to and from Excel, Quickbooks, or another accounting platform?

Being able to consolidate your various dashboards into a single one is sure to reduce headaches and provide a better, more encompassing picture of your business.

Check out Microsoft Dynamics and Maximizer.

Built-in workflow features would help Ricky to keep track of his own to-do lists as well as his team’s. Project management features tend to vary among CRM vendors such as WORK[etc], Zoho, and Insightly, so if you have a specific requirement for workflows or approvals, double-check that it’s supported.

HubSpot’s HelpSpot desk at their Cambridge, Massachusetts headquarters

REST CREATIVE A job well done Beautiful designs, ads, and web development

Choosing Your CRM Software

Restcreative provides business owners, marketers, and digital agencies with beautiful designs, web development, and marketing for one affordable monthly investment.

Regardless of which of the above added features you need, there are a handful of key considerations to keep in mind when selecting a CRM vendor:

•

Pricing. Budget is top-of-mind for any business owner. Be sure to get a full breakdown on CRM costs, including the cost per user or licence and how much any of the above added features go for. You might be able to take advantage of a few free solutions like MailChimp and Bitrix24, depending on the size of your customer list and the capabilities you need.

•

Storage. The privacy and security of your customer’s data should be a key concern. Be sure to inquire about a CRM vendor’s data privacy standards, as well as whether their data will be stored in the cloud or on a physical server.

•

Functionality. Ricky is running from showing to showing and needs to be able to access customer data remotely on his phone. Be sure to inquire if your CRM vendor offers full mobile functionality, and how it compares to the desktop version.

•

Integration. If you’re already using other platforms as part of your business (we mentioned how Ricky uses Facebook and QuickBooks), you’ll want to ensure that your CRM can seamlessly integrate with all of these systems to create a unified workflow.

•

Learning. Ricky knows real estate, but computers aren’t his area of expertise. Even the simplest CRM systems will have a bit of a learning curve for new users. Be sure to investigate training options.

•

Support. When sales are at stake, you can’t wait on hold for your CRM’s support team. Be sure to investigate how robust the vendor’s support desk is: are they available 24/7? How can you reach them for immediate assistance?

The Right Fit for You By now you should have a better idea of the capabilities that CRM solutions can provide. It’s time to start assessing each of the individual vendors and which features can help you to get a handle on your customers, along with any associated sales tasks. Regardless of your industry, if you’re like Ricky, your goal with any CRM system should be two-fold: to improve the journey of each customer, and to heighten your own experience as the business owner in charge of it all. //

647-631-6907 www.restcreative.com

• Designs • Marketing • Web Development • Business Training • Social Media • CopyWriting

TECHNOLOGY

Va l u a b l e

Tech Shortcuts TextGrabber real-time translation

“Any sufficiently advanced technology is indistinguishable from magic.”

- Arthur C. Clarke

T

Communication is Key

by Joshua J. Cooper

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he advent of technology has increasingly allowed businesses and entrepreneurs to mitigate and even eliminate many barriers that exist when running a company. But how does one close the gap on accessibility, in what is increasingly becoming a global marketplace? With apps now available at our fingertips via smartphones and computer programs, technology has become an integral piece in an entrepreneur’s toolkit by providing easy access to everyone around the world. Here are a few ways your company can eliminate problems that have been holding it back from becoming a competitor in a global marketplace.

All modern businesses exist in a global economy, so serving people in only one language is pigeonholing your business from the start. If people don’t understand your message, or you can’t understand their questions, then there’s no possible way for your business to help them. Luckily, there are a myriad of smartphone translation apps available to enable your business to better serve its customers. For example, iTranslate Voice 3 allows users to simply speak sentences into their phones so that the app can translate and speak in one of 42 languages.

iTranslate Converse app

TECHNOLOGY

Attention, Troops!

Google Translate’s app and web platform supports 103 different languages. The SayHi app provides translation and transcription services in 90 languages and dialects, and allows users to choose the speed that their voice is expressed in when translated. TextGrabber (see previous page) allows you to use your phone’s camera to scan and translate any printed text from an image, turning your phone’s camera into an on-the-fly translator. TripLingo includes a variety of add-ons that aid in the seamless conducting of business, such as a selection of key phrases and an image translator. The software also has information on safety and cultural norms from around the globe, helping you blend in like a local.

TripLingo is available for free or as a Pro version that unlocks more content and costs $39.99 for three months. Whether you’re able to spend money to mitigate your differences or need to rely on free apps, there is no shortage of options when it comes to translation. Investing time and money into the software will only help your company compete in the global market.

There’s more to it than just connecting with your customers. There are now plenty of ways to get connected with your employees.

With apps like LinkedIn (below), Indeed, and Workopolis providing employers with instant access to applicants, finding the right person for your company has never been easier. Applicants increasingly put their information out in public, in the hopes of finding their next big gig. At the touch of a button, employers can find all the information they need about applicants, so they can easily work out which one will be the perfect fit. Applicants can also see what the expectations are for the available positions, potential salary, and what skills they need to come out on top.

There are even job review sites that you can visit to let you know about a potential company’s work culture.

It’s not just about new applicants, though. Google Drive (pictured below) allows for the seamless transfer and sharing of files among employees and can work as a shared storage place for photos, videos, and documents. This allows your entire workforce to connect with one another and to collaborate on assignments, ensuring documents pass through more than one set of eyes before they are finalized.

Blah, Blah, Blog These days it would seem counter-intuitive to not have a website, but the costs can add up quickly for those on a budget and it may not work to your strengths as an entrepreneur. To save on time and the costs of running a website and hiring writers, businesses can start their own podcast (see above) or a personal YouTube channel. Not only are they free to set up, but they also allow entrepreneurs to speak directly to their audience, which helps to ensure that they broadcast their key selling features to their target demographic. The audience has the choice of listening to snippets or the entire message at once, and can digest the information at their own pace.

With options such as comments and “likes” or “dislikes”, podcasts and videos allow for quick feedback. This allows the audience to feel engaged in the conversation and will only increase their connection, as they feel they have become part of the organization.

Photo credits: Textgrabber courtesy of Lingvo Live, iTranslate Converse courtesy of iTranslate GmbH, LinkedIn “Jobs” courtesy of LinkedIn Corporation, Google Drive courtesy of Google

Whether it’s sharing files among your employees, communicating with customers across the globe, or utilizing file sharing systems to increase productivity, the technology is there to mitigate most barriers or problems. It is no longer cost-prohibitive for companies to compete with each other across the globe to better serve customers. Smaller companies are now able to service people across the world, and it’s opened up new avenues for aspiring entrepreneurs to compete with the larger companies. //

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THE ANDREA OLIVERA

AYURVEDA METHOD

W

hile many may not know about Ayurveda and its benefits, the word is spreading fast Canadawide, and it’s in no small part because of Andrea Olivera - one of Canada’s premier Ayurveda wellness and education experts.

What is Ayurveda?

Ayurveda is an ancient healing and therapy practice from India, and the sister-science of Yoga. It examines the mind, body, and spirit dynamic, and their relationship with biology, nature, and the cosmos. More importantly, Andrea highlights that her integrated approach is to place Ayurveda’s unique focus on self-knowledge as the platform to inspire healing and balance, both internally and externally.

The more popular and familiar Ayurveda services are collectively called Panchakarma. They’re five treatments that are regimented in a series of sessions, using various bodywork and detox techniques such as warm oils, yoga, and Ayurvedic massages. Ayurveda is not shy to look at “you” as a complicated whole — mind, body, and spirit.

Andrea notes that Ayurveda is about utilizing its vast knowledge to enhance and maintain physical, emotional, mental, and spiritual balance, in addition to offering medical and healing benefits.

The Ayurveda Body and Personality Types Andrea explains that in Ayurveda, there are three doshas, or mind/ body types — kapha, vata, and pitta — and each of us can express a mix of all or predominantly one of them. Vatas tend to be light, dry, changeable, anxious, and creative. Pittas are muscular, oily, determined, fiery, and controlling. Kaphas tend to be giving, compassionate, stagnant, dependable, caring, and romantic.

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Integrating Ayurveda into Spa Services and Healing Andrea started integrating Ayurveda into the spa world 30 years ago. The Andrea Olivera Centre for Ayurveda Rituals is the first Ayurveda-focused wellness spa in Toronto. It offers an authentic, healing, and exquisite space for people to experience Ayurveda rejuvenation. Without having to go to India for a similar healing experience, her approach actually attracts many people from across Canada and the US to either experience or learn the Andrea Olivera Ayurveda Method .

TM

Andrea’s Ayurveda Urban Retreat model was put together especially for people who don’t have the time to set aside long retreats away from Canada. The model captures the idea that people can come to Toronto and be guided on a healing pilgrimage through a variety of flexible options. People can choose to seek a half-day pampered spa experience, a weekend’s fully integrated Ayurveda healing session, or a combined fully integrated local spiritual pilgrimage that includes Andrea’s Karma Emotional Release session. It also includes Vedic Astrology, and travelling to highly energized local temples and cultural centers in a safe and exclusive manner.

Some who are more local complete a series of weekly sessions.

Her services, like Emotional Karma Release and Vedic astrology sessions, are also accessible from a distance.

TM

TM

“Ancient cultures all understood the importance of rituals, pilgrimages, sacred healing spaces, baths, and ceremonies for our mind, body, and soul to heal our trauma, pain, and stories.”

All services use Andrea’s personally formulated line of natural and organic botanical skincare products including facial masks, rejuvenation serums, hydrating sprays, body oils, and perfumes.

Andrea has blended her products to include the healing powers of Ayurveda, with the best globally sourced essences and ingredients that better match our North American constitution.

Face-to-Face and Online Ayurveda Training As an educator, Andrea offers her Ayurveda Rituals Spa Specialist Training Program face-to-face, and is preparing an online version of her modules. The courses teach her very popular techniques like the integrated Ayurveda Facial, Indian Head Massage, Abhyanga Massage, and more, as a way for people to begin their journey into becoming Ayurveda practitioners. She has trained hundreds of people from across Canada, including spa specialists, estheticians, registered massage therapists, yoga teachers, and anybody looking to enter the world of healing. The courses are divided into modules that can be completed over a series of weekends, night-time, or fully as a one-week intensive. Online modules are self-directed and include coaching and mentoring sessions with Andrea directly.

Please call (416) 504-6049 or visit in person to set up a complimentary 20-minute consultation to discuss your healing needs, or to customize a Toronto Spiritual Ayurveda healing retreat with our team of specialists.

(416) 504-6049 or 1-800-504-0249 1081 Bathurst St, Toronto, ON

ayurvedictouch.com info@ayurvedictouch.com

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PROTEL MARKETING, INC.

S

uccessfully meeting the demands of global clients since 2008, Protel Marketing offers premium customer service and round-the-clock operations, including telemarketing and sales. Complete with a dedicated executive team, helmed by CEO and president Romaine Reid, Protel Marketing provides quality, consistency, and competitive pricing for all its clients.

Protel’s headquarters is located in St. Vincent, an under five-hour flight from JFK International in New York or Miami International in Florida. As a leading and accomplished BPO Contact Center, they’re stationed across the Caribbean, delivering outstanding services to clients predominantly within the U.S. and Canada.

Protel’s contact center locations provide near-shore services, which act as an extension of their clients. Their operations are located in the beautiful Caribbean islands of St. Vincent and the Grenadines, and in Jamaica.

Protel offers a variety of modern marketing, sales, and customer support solutions. At its core, the business is 60% outbound business to consumer (B2C) telemarketing and 40% inbound sales/customer service. Protel’s solutions are designed to keep direct lines of communication open, increase brand awareness, increase profitability, and decrease the costs of new customers while servicing existing ones.

Protel Marketing Inc. serves business organizations that seek a reliable and consistent way of growing and supporting their customer base, centered on profits, without having to sacrifice quality. Protel merges operational excellence with industry expertise, leaving every business to benefit greatly from their services. Protel prides itself on saving on costs while maximizing productivity.

• • • • •

For a decade now, Protel has maintained a solid reputation for producing results and being people−oriented. Its staff strive to satisfy every client they serve and work closely with them to ensure the best outcome. Protel is a company with a proven record for quality assurance and unwavering dedication.

Services start at $9 CDN per hour (plus tax):

Customer Service Inbound/Outbound Sales Lead Generation Appointment Setting Survey

• • • • •

Collections Online Chat Support Back Office Support Live Answer Data Processing

Why choose Protel Marketing? Because of its dedication to its clients and making sure that everyone has a memorable experience. It’s not just about the money, but the process as well. Protel offers both profitability and loyalty in every aspect of the job. Catering to clients is their biggest concern, and it’s done with professionalism and transparency.

“An off-shore call center that works.”

Roseau, Arnos Vale, PO Box 2438, Kingstown VC0100, St. Vincent Phone: 784.453.3757 Email: info@protelmarketing.co

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LIFESTYLE & LUXURY

WOMENSWEAR T R E N D S

by Joséphine Mwanvua

D

ressing for a job is about being sophisticated and comfortable, while following the office dress code. It’s fine to look at what coworkers are wearing to get some ideas, but you’ll be more satisfied wearing something you actually like — not what you think you should be wearing.

Photo: Ann Taylor Fall19 Campaign, courtesy of Ann Taylor PR

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LIFESTYLE & LUXURY

It might be useful to create a personal uniform with the same type of combination for all your outfits. If you want to build a capsule wardrobe — a small collection of seasonally adaptable pieces you can mix and match, that can also be layered or stripped down — versatility is key. When in doubt about what colours to wear, black is the safest route. Other neutral colours tend to be equally acceptable, like grey, beige, olive, navy, and white.

You can never go wrong with a well-tailored suit, a key staple in business attire.

Below, from top: Gina Torres as Jessica Pearson in Suits (Photo by: Isabella Vosmikova/USA Network, courtesy of W Network), Amal Clooney, human rights lawyer

Often referred to as the power suit (for women), this two-piece classic requires little to no effort when deciding what to wear in the morning. Typically, in a business formal environment, a suit is the uniform for both men and women, but it doesn’t have to be plain. There are plenty of styles to choose from. Look to Gina Torres from the show Suits and famous human rights lawyer Amal Clooney for inspiration.

A suit can be dressed down to business casual or plain casual. Just opt for a t-shirt underneath the blazer and less formal shoes. If the dress code allows it, you can express a little bit of personality through a boldly coloured or patterned suit, or with an interesting fabric such as corduroy or velvet.

Invest in quality pants that are either high-rise or mid-rise (low-rise fits below the waist and may not look so flattering).

A sleek look would be straight-leg ankle pants, but you could also go for flared or wide-leg pants to make your outfit a bit more stylish. One classic combination is a blouse tucked into high-waisted skinnies or straight-leg pants. A bolder look would be a boxy blouse paired with wide-legs or bell-bottoms.

The pencil skirt — a timeless icon of sophisticated attire — goes perfectly with a blazer, a blouse, or even a t-shirt, and should have a permanent spot in your work wardrobe. But if you don’t like it, no problem. Midi skirts are currently trending, and they come in a large array of styles.

Also lengthy, some midi skirts flare out in an A-line; others are pleated, wrapped around, slit on one side, hug the body, and more. Pair them with a nice heel or classy flats for a more professional look.

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Ann Taylor Fall 19, from top: Houndstooth Jewel Neck Coat in Neutral Multi, The Crewneck Jacket in Birdseye, The Straight Pant in Birdseye, Modern Plaid Belted Full Skirt in Black Neutral Multi, courtesy of Ann Taylor PR

LIFESTYLE & LUXURY

Sheath dresses are perfect for the office, offering an accentuated, feminine fit.

Acceptable in business formal offices, these dresses usually cut right above the knee or directly below it. For a more business casual workplace, a collared shirt dress is a nice option, especially one that emphasizes the waist with a belt.

Shops like Suzy Shier, J. Crew, Addition Elle, Dynamite, Femme de Carriere, and Ann Taylor offer some of the best professional attire.

The best part of an outfit is probably the shoes. Kitten heels and block heels tend to be easier on the feet, so you can walk in them all day. Mules are also a popular fashion-forward option. Otherwise, if you’re comfortable walking in high heels, go for it, and have a pair of flats to sport on your way home.

For the days you don’t want to wear heels at all, there’s a variety of flats to choose from. There are flat mules as well as loafers, brogues, and, of course, the staple ballerina flats. You can make a statement with shoes alone, even if you’re restricted on what colour shoes to wear.

Aside from neutral colours, some patterns such as leopard print go with almost anything (so long as it’s the only print you’re wearing). You can also go for a pointy toe, which always makes an outfit look more chic.

Chunky heeled boots will serve you stylishly well in colder months, and your feet will be comfortable. Brands like Michael Kors, Little Burgundy, Steve Madden, Naturalizer, and Kate Spade offer very comfortable shoes in every style.

Addition Elle dresses, from left: Front Knot Midi Dress in Red Wine, Fit & Flare Ribbed Midi Dress in Shaved Chocolate Ribbed-knit Sweater Dress in Tawny Brown, courtesy of Milo PR

Naturalizer shoes, from top to bottom: Dora in Chocolate Bar Beverly in Gingersnap, Lorna in Soft Alabaster, courtesy of www.naturalizer.ca

To keep warm during cold months, wear layers, knits, and other heavy fabrics. You can wear a crew neck sweater or a cardigan over a button-up shirt for a preppy look.

Jewellery is the perfect addition to an outfit, especially a plain one. When it comes to jewellery, go for pieces that match or compliment each other. Invest in gold and silver accessories — not only do they go with everything, but they look elegant as well. Careful not to accessorize too much — it might bring attention away from you as a person, and more towards your outfit. //

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“Personalized service you can trust.”

KENNY TOURS JA M AIC A Kenny Tours Jamaica LTD, a leader in the Jamaican tourism and transportation industry, continues to redefine ease, comfort, and quality of travel. With over 25 years experience, this family-owned and operated tour and excursion company (spearheaded by its hands-on founder) credits its massive growth and success to its core values of superb service quality and customer satisfaction. From the first point of contact, customers can enjoy prompt responses to booking inquiries, followed by secure and simple transactions, detailed and conveniently formatted itinerary information, and lastly, our polite and professional service execution. We take the stress out of planning trips while on vacation, and provide an atmosphere of trust, convenience, and reliability that allows our customers to fully bask in the ambiance of their getaway!

(876) 995-9410 Cell (876) 361-2534 Cell

(876) 956-6130 Fax (876) 956-6131 Home

Email: kenny.tours@cwjamaica.com SERVICES OFFER INCLUDED: • Airport and Hotel Transfers • Chauffeur Service • Island Excursions • Educational Tours • Delivery Service

• • • •

Weddings Church Trips Corporate Outings Family Day Out

@kennytoursja @kenny_tours_ltd facebook.com/kennytourscw

RECOMMENDED ON

Visit: www.kennytours.com 56

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Caribbean/Asian Jerk Fusion!

—

In 1979, Mr. Jerk had its humble beginning in Toronto, Canada in the backroom of a small West Indian grocery chain. The demand for jerk pork and chicken was so overwhelming from its customers that, in 1986, the Jamaican owners opened their first Caribbean restaurant, specializing in jerk products.

Take-Out

Catering

Catering: 416-724-9239 1166 Morningside Ave., Scarborough, Ontario M1B 3A4

This original restaurant was established in a very small space in North York, Ontario. It was so small that a reporter from The Toronto Sun described it as “not much larger than a closet”. At this time, most Caribbean restaurants were known mainly for their patties, stews, and curries. No one could ever imagine what a phenomenon this little restaurant would unleash on the international scene, when they offered authentic Jamaican jerk products for their customers for the first time outside of Jamaica.

For over 26 years, Mr. Jerk has been a closely held, successful chain of restaurants, operated by individual owners. Mr. Jerk’s reputation for having some of the finest jerk products has spread far and wide. Is it any wonder why so many of its competitors have tried to imitate Mr. Jerk, but haven’t been able to duplicate them? What many may not know is that it’s not just an ordinary Jamaican menu that customers are offered when they enter.

The savory menu is an infusion of Jamaican and Chinese cuisine, making it the best possible combination of memorable island spices and beloved Chinese dishes.

Customers will be happy to know that Mr. Jerk is also available for fullservice catering for events of any size. Whether it’s a wedding, birthday, or BBQ, this Toronto hotspot won’t disappoint when it comes to meeting your needs. The menu also offers daily specials, giving you something extra to look forward to on your visit.

Mr. Jerk promises to deliver authentic Jamaican jerk products and other Caribbean dishes, with excellent service to its customers at the highest quality and best prices every single visit.

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LIFESTYLE & LUXURY

CJ Calvert is a professional speaker and the author of Living An Exceptional Life. With over 15 years of training experience, CJ speaks on a daily basis before world-class organizations like IBM, Microsoft, Bank of Montreal, and The Co-operators. Because of his expertise, he has been a featured guest on Breakfast Television. He makes his home in Ajax, Ontario, with his amazing wife and son.

THE MASTER KEY TO HEALTHY RELATIONSHIPS

By CJ Calvert

T

hink about what brings you the greatest joy or the deepest sorrow, and there’s a good chance that it’s wrapped around the relationships in your life. If you’re married or in a long-term relationship, even a longdistance relationship, it’s important to understand that your success in the relationship is a choice. Your ability to be successful in the relationship is a skill that can be improved upon. If you want to know how to make a relationship work, look for inspiration from those who have vibrant and passionate relationships.

It’s inevitable that every union faces its own unique problems. Making the decision to do the hard work on yourself to be the best partner for your spouse starts with understanding what you both need from the relationship, and how effective you are at meeting the other person’s needs.

First, recognize that every relationship has an invisible “Love Bank Account,” into which you make deposits or make withdrawals. Every time you do something your partner likes, it’s a deposit; every time you hurt their feelings or let them down, it’s a withdrawal. Like any bank account, if you build it up with many deposits, your relationship can more easily withstand the occasional withdrawal, as your partner will be more likely to be forgiving and understanding. However, if you’ve been a jerk for weeks, months, or even years on end, the account is left bone-dry and even the smallest withdrawal will send it into overdraft – and your partner into a rage. The key is to deliberately make as many deposits as often as possible and avoid withdrawals. However, you need to really understand what constitutes a deposit for your partner. To do that, it helps to know their “love language.”

The language of love has multiple dialects. Though English is spoken around the world, Canadians may have a difficult time following a conversation held by Brits or Aussies. In a similar vein, you may be acting in a way that you feel is loving towards your partner, but they may not be getting your message. In his book The Five Love Languages, author Gary Chapman describes each of these love languages:

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LIFESTYLE & LUXURY

“The quality of your life is the quality of your relationships.”

- Tony Robbins

Words of Affirmation: This means saying nice things to your partner, such as “I love you” or “I’m proud of you.”

Acts of Service: This refers to doing nice things, like cleaning the house or picking your partner up at the airport late at night.

Receiving Gifts: This signifies that while you were away from your partner, you were thinking of them. It could be a single rose left on their desk at work. The price of the gift is not (usually) important; it could be a $5 fridge magnet or a book that you thought they’d enjoy.

Quality Time: This doesn’t have to be an expensive date; it can simply be sitting on the couch together watching a movie. It could be going for a walk or staying up after the kids are in bed to chat about the day.

Physical Touch: Not restricted to sex. It includes hugging, holding hands, spooning in bed, or even wrestling or tickling.

An engineer tried his hand at being more romantic. He wrote out a romantic note (words of affirmation) and bought a bouquet of roses (receiving gifts). He left them prominently on the kitchen counter for his wife to discover when she came home. She eventually walked through the door, walked upstairs to his office and gave him a casual kiss hello – certainly not the excited reaction he was expecting. He asked her if she had seen what he had done downstairs in the kitchen, and she replied that she hadn’t and walked back downstairs to investigate. After a moment, he heard her call out with glee. She ran back upstairs, threw her arms around him in a passionate embrace, and proclaimed, “You took out the garbage!” Not surprisingly, the engineer was a little stunned.

He assumed that he knew how to romance his wife without realizing that her idea of romance was quite different from his. It turns out that acts of service was her love language, not gifts or words of affirmation. So he started taking out the garbage regularly, and his wife was ecstatic.

It’s critical that you understand what your partner’s love language is. A great question to ask your partner is, “What have I done in the past that has made you feel the most loved?” Whatever their answer is, make a note of it, and consciously plan to do that as often as reasonably possible. If they say, “When you took me to Hawaii for our honeymoon,” it’s probably not realistic to do that on a weekly basis. The hidden danger is that they will mention activities that you might think are pointless or unenjoyable. It doesn’t matter – as long as you aren’t breaking the law, you should do them all the time. If your spouse says, “I just like to talk at the end of the day,” then schedule time to talk. If they say, “When you watch the game with me,” do more of that. Maybe they say they feel loving towards you when you play with the kids, leave a romantic note on their pillow, pick up the groceries, hold their hand while walking in the mall, or buy them their favourite perfume. Whatever it is, do more of it, do it consistently, and never stop doing it.

On a final note, it’s also critical to understand how and when you feel the most loved. Take some time to identify those things that fill your “Love Bank Account” and have an open conversation with your partner about what moves your needle. You may wish to go first, and spend a week of being loving with no strings attached and no commitments on their side. Sweep them off their feet first, and you’ll be pleasantly surprised at how open they’ll be to reciprocating. //

Fall | Winter 2019 the EDGE

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Feel the Rush Do you feel it?

Let’s go!

visitjamaica.com

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BASK IN A

WELLNESS GETAWAY

N

ow more than ever before, travelers maintain wellness and self-care as a priority to attain a much-coveted balanced lifestyle, even on vacation.

The Global Wellness Institute reports that wellness tourism is on an upward trajectory, with almost one billion world travelers expected to make wellness-inspired trips this year.

While wellness-focused trips have seen an uptick in the past few years, travelers in 2019 are specifically drawing their focus to wellness through water. Jamaica has long been a popular destination for digital detoxes and yoga retreats, but the island is brimming with unique, aquatic-inspired experiences for visitors to discover.

WITH WATER-CENTRIC RETREATS IN JAMAICA Healing Natural Springs, Therapeutic Baths, and Oceanside Relaxation Await

Take a Soothing Dip at Rockfort Mineral Bath

Refresh with a Traditional Jamaican Bush Bath

Nestled in the ruins of Rockfort, just on the outskirts of Kingston, the Rockfort Mineral Bath is fed by a cold spring from the Rock River and was first discovered in 1907. Highly sought after by locals and visitors alike, the waters at Rockfort are radioactive and rich in minerals, including calcium and sodium bicarbonate. These minerals, along with its saline content, are said to have therapeutic properties, stimulating vital bodily processes such as blood circulation. Visitors can soak in all the benefits of the soothing waters by dipping in the swimming pool, private whirlpools, or one of 11 open-air baths.

A traditional form of healing ailments in Jamaican culture, a bush bath is a must-try treatment for wellness-driven travelers. Often prepared outdoors, a bush bath can utilize a variety of fresh herbs, roots, leaves, and fruits steeped in a running bath to treat stress, common colds, skin conditions, and more. Visitors can experience this homeopathic therapy at various spas throughout the island, including Fern Tree Spa at Half Moon or FieldSpa at GoldenEye, which offers four different Healing Waters Bush Baths.

Dunns River Falls photo courtesy of Jamaica Tourist Board

Wash Away the Stress at Milk River Bath On the South Coast of the island in the town of Milk River, travelers can experience one of the best mineral baths in the world.

Milk River Bath contains high levels of magnesium, calcium, sulfate, and natural chloride, averaging consistent temperatures of 90 to 95 degrees Fahrenheit throughout the year. Its waters have been found to be remarkably radioactive, more so than those of leading European spas (44 times the strength of the minerals at the luxurious Baden Spa in Switzerland). The mineral waters are especially recommended as a treatment for those suffering from rheumatism, arthritis, sciatica, and nerve conditions, as well as liver disorders.

The Milk River Hotel & Spa offers absolute peace and serenity among the lush landscape of rural Jamaica, with access to Milk River Bath. As part of its spa experience, the hotel allows visitors to privately enjoy the therapeutic virtues of the bath, in exclusively assigned bath houses.

Soak in the Healing Waters of Bath Fountain Bath Fountain, located in the foothills of the John Crow mountains in the St. Thomas parish, has been a popular destination for naturists since its discovery in the 17th century. Its two springs, one cold and one piping hot, contain lime, sulfur, and magnesium, giving it healing properties. The waters are said to aid in the treatment of many ailments, including gout, rheumatism, and skin conditions. At the nearby Bath Fountain Hotel, a secluded 16-room property, visitors enjoy convenient access to running water from the mineral springs that feed directly into the hotel’s indoor baths.

Check In for an Oceanfront Wellness Retreat On Negril’s west end, Jackie’s On The Reef provides a wellness retreat dedicated to nurturing the mind, body and soul. The whimsical waterfront property offers guests endless opportunities to connect with the sea, including yoga, meditation, and spa treatments. One of its most notable offerings, the Watsu treatment, combines the use of water with the principles of shiatsu to create a nurturing form of bodywork.

Guided by a specialized therapist, the treatment takes place in warm, waist-deep water to take weight off the vertebrae, allowing the spine to twist and stretch – ultimately relieving pressure off the nerves and organs. Watsu can be a profound treatment, believed to treat the mind and renew a person’s sense of connection with others.

For more information on Jamaica, go to

www.visitjamaica.com

About Jamaica Tourist Board The Jamaica Tourist Board (JTB), founded in 1955, is Jamaica’s national tourism agency based in the capital city of Kingston. JTB offices are also located in Montego Bay, Miami, Toronto, and London. Representative offices are located in Berlin, Barcelona, Rome, Amsterdam and Mumbai.

TripAdvisor® ranked Jamaica as the #1 Caribbean Destination and #14 Best Destination in the World in 2019. Also this year, the International Council of the Pacific Area Travel Writers Association (PATWA) named Jamaica the Destination of the Year and TravAlliancemedia named JTB Best Tourism Board, and Jamaica as Best Culinary Destination, Best Wedding Destination, and Best Honeymoon Destination. Additionally, the JTB has been declared the Caribbean’s Leading Tourist Board by the World Travel Awards (WTA) for thirteen consecutive years between 2006 and 2019. Jamaica also earned the WTA’s award for the Caribbean’s Leading Destination, Leading Cruise Destination and Leading Meetings & Conference Centre 2018 for the Montego Bay Convention Centre. Jamaica is home to some of the world’s best accommodations, attractions and service providers, that have won several awards throughout the years.

Fallat| Winter 2019 the EDGE For details on upcoming special events, attractions and accommodations in Jamaica go to the JTB’s Web site at www.visitjamaica.com or call the Jamaica Tourist Board 1-800-JAMAICA (1-800-526-2422). Follow the JTB on Facebook, Twitter, Instagram, Pinterest and YouTube. View the JTB blog at www.islandbuzzjamaica.com.

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TRAVEL

THE FACTS OF

LUXURY VACATIONS 89% HOUSEHOLDS WITH ANNUAL EARNINGS OF AT LEAST $125,000 SPENT $67.5 billion ON 40 MILLION VACATIONS*

48%

1/3 OF LUXURY VACATIONERS BASE THEIR TRIPS PRIMARILY ON SOCIAL MEDIA POSTS AND ONLINE REVIEWS*

APPROXIMATELY 48% OF HIGH-END CUSTOMERS TAKE FOUR TRIPS A YEAR ON AVERAGE****

89% 20% TRAVEL MORE THAN FOUR TIMES

Millennials’ Top 3 U.S. dream destinations***

Who TRAVELs THE MOST?** 35 DAYS A YEAR 29 DAYS A YEAR 26 DAYS A YEAR 27 DAYS A YEAR

MILLENNIALS (age 24-35)

Millennials’ Top 3 International dream destinations***

CALIFORNIA FLORIDA

GENERATION Z (ages 18 to 23)

HAWAII

GENERATION X (age 36-54) BABY BOOMERS (55 and over)

ITALY

AUSTRALIA

FRANCE

IRELAND

JAPAN

76% of LUXURY VACATIONERS PREFER TO FOCUS ON MAKING MEMORIES RATHER THAN PURCHASING ITEMS*

76%

24%

****

Luxury customer costs break down as follows: Accommodations Personalization of service Exclusive access

88% 80% 54% 46% 46% 41%

Gastronomic experience Seclusion/privacy Airlift routes ***** MOST POPULAR ACCOMMODATION CHOICES OF LUXURY TRAVEL CLIENTS IN THE U.S. (2014)

BOUTIQUE HOTEL

HOTEL

HOTEL

THE LONGER THE FLIGHT, THE MORE LUXURY VACATIONERS DESIRE A HIGHER COMFORT LEVEL

60% Short-Haul Trip

40.5%

43.5%

Luxury Cruise Ship

luxury vacationers, comfort level desire****

Boutique Hotels

43.1%

5-Star Hotels/Resorts

23.7%

5-Star Hotels/Resorts

**** REGARDLESS OF THE LENGTH OF STAY, THE AVERAGE PRICE PAID BY LUXURY VACATIONERS IN USD:

75% Long-Haul Trip *****

Luxury Spots with the Largest Growth in Travel Worldwide (2016): Kenya

10% $30,000+

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the EDGE Fall | Winter 2019

12% $20,000 to $30,000

iceland

saint martin

china

Ecuador

41% $5,000 to $10,000 Sources: * MMGY Global’s 2017 – 2018 Portrait of American Travelers ** Expedia Group Media Solutions *** 2017 Cashlorette survey **** Luxury Travel Trends Report by Horwath HTL ***** Statista.com

TRAVEL

ETHIOPIA

by Dontei Wynter

H

ave you caught the travel bug yet? Whether or not you have, chances are you haven’t made the unforgettable journey to Africa.

It’s a big continent, which means it can be hard to narrow down a destination for your next adventure. That’s why Ethiopia is the perfect spot to consider for your next trip, even for returning visitors. Forget everything you know — or think you know — about it and look at it with an open mind, ready for exploration and discovery.

Photo credit: © A.Savin, WikiCommons

Fall | Winter 2019 the EDGE

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TRAVEL

Capital City Ethiopia is full of proud history and wonder, being one of only two countries in Africa to be untouched by colonization. A must-see destination is the capital city, Addis Ababa, a modern, bustling hub of exceptional museums and busy streets that rival any other. There’s no shortage of things to put on your to-do list — and you won’t be lacking any adventures, either. Often referred to as “Addis,” the capital city’s name means “New Flower” in Amharic, one of the 80 dialects spoken in Ethiopia. Side note: it can be helpful to learn a few key phrases in Amharic, and locals appreciate it when they see you making an effort.

Coffee You may not know this, but Ethiopia is synonymous with coffee, leaving many to believe that Bonga is the origin of Arabica coffee. When you’re touring Addis, you can’t help but see coffee vendors on all sides. The legendary morning brew is served in cafés, restaurants, and bars, and there are even women walking around with thermoses ready to pour.

The city offers a variety of flavours – all worth trying, especially for those who like to try new things.

Food Whether you’re on vacation or working, it’s hard to avoid trying local food when you’re travelling someplace new. Ethiopia’s signature dish is known as injera, a spongy pancake-style bread topped with a variety of vegetables, meats, and hot sauces. It’s commonly eaten with your hands, by wrapping the bread around the food and dipping it into the sauces. If you’re not ready to dive into Ethiopian food just yet, then don’t worry: Addis also offers Western-styled food that will seem more familiar to you.

The city is full of expats, being a diplomatic hub, so there are restaurants that offer burgers, Chinese, and Italian.

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the EDGE Fall | Winter 2019

TRAVEL Photo credits: Hilton Addis Ababa ©Hilton

Hotels If luxury is what you’re after, even if it’s just to rest your head, then the Sheraton Hotel is where you’ll end up.

It was built by Ethiopian billionaire Sheikh Mohammed Al Amoudi, and is an opulent hotspot in the capital city.

Even if you aren’t staying there but want to increase your selfie game, the palatial atmosphere is out of this world.

The Hilton is another decadent option, if you feel more comfortable there.

After all, what’s a trip without taking a few beautiful pictures and sharing them around the world?

Those looking to take the more inexpensive route will find there are more economical hotel options available.

Spots such as Dreamliner Hotel, Ras Hotel, Itegue Taitu Hotel, and the Ghion Hotel are all great options that won’t break the bank. They also offer nice on-site restaurants for visitors to enjoy.

National Museum of Ethiopia

© Francisco Anzola, WikiCommons

Arts and Fashion

Mercato market

Museum-goers will get the most out of a visit to the National Museum of Ethiopia.

Thereyou’ll find Lucy, one of the most ancient hominid skeletons to ever be unearthed. If that’s not enough, then you should make a visit to the Ethnological Museum on the Addis Ababa University campus. You’ll get an in-depth look at the country’s social and cultural history, and you’ll find yourself amazed by the many artifacts and religious iconography representing Ethiopia’s Christian beliefs.

Fossil remains of 'Lucy', ape-like hominid, at The National Museum of Ethiopia

© JanManu, WikiCommons

The fashion scene in Africa is thriving, and the differences from the Western world are part of what makes it so unique. Ethiopian designers enjoy infusing vintage looks with modern trends, creating new and bold looks. You can also go shopping at the Mercato market, one of the largest in Africa, where you can find whatever you need.

What’s a trip without breaking a sweat?

In between your excursions, you can either dance under neon-lit night clubs or partake in soccer, running, or cycling – the most popular sports in Addis.

Since Africa is so large, Ethiopia might be overlooked as a destination when compared to other exotic locations, but it’s definitely a place worth mentioning. It’s nothing short of an oasis in a desert, and it’s a great spot for a trip of any kind. Full of adventure and history, its view at sunrise alone is one that can only be appreciated in person. //

Fall | Winter 2019 the EDGE

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H A M A D A CONSTRUCTION INC.

I

n the market for a new construction company?

It’s always good to have options available when looking to execute a new project--which is where Hamada Construction Inc. comes in. Armed with 27 years of experience, Hamada Construction Inc. is run by owner Ibrahim Said.

Originally from Ethiopia, Ibrahim has made a grand impact in the Toronto-based construction sector. Using his skills as a contractor and entrepreneur, Ibrahim leads Hamada Construction Inc. in designing and building residential, commercial, and institutional properties. The company also has over seven years of expertise in upgrading condominiums and co-op buildings from the inside out.

647-859-2242 hamadaconstruction@gmail.com

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the EDGE Fall | Winter 2019

Hamada Construction Inc. is also experienced in government contracting work, and their finished products are guaranteed to make a profit for clients.

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Whether it’s maintenance, management, or upgrades, Ibrahim is always hands-on when it comes to his work. His team is skilled in repairs and can upgrade your kitchen, bathroom, floor, lighting and more. Custom homes are his specialty, and he doesn’t leave a project unfinished.

Thanks to Ibrahim, customers are proud of his high-quality craftsmanship and getting more for less, making him proud of his work.

Finding a reliable contractor is never easy, especially within a reasonable price range.

That’s why, with all the competition in the industry, you’re better off with someone who can deliver more for less. Hamada Construction Inc.’s reputation speaks for itself, making its clients’ word of mouth its greatest reviews.

Hamada Construction Inc. comes prepared with experience in high-level projects and contractors that you can’t help but trust.

Well-respected and reliable for almost three decades, it’s the construction company you can trust and count on.

CALL

416-916-1558

mdicanada@rogers.com

416-302-8431 sales@mdicanada.ca

UPS & ICT PRODUCTS

FIRE-& LIGHTNING-PROTECTION PRODUCTS

DEFENCE & SECURITY PRODUCTS

MDI-Canada Inc. is based in Toronto, Canada.

We export products used globally in commercial, industrial, and government sectors. We supply products related to electronics and ICT, fire and lightning protection, power protection, and defence. We add value to buyers and manufacturers by establishing strong business relationships based on mutual benefit, and provide product installation and training.

“Our mission is to provide world-class products and services to our valued customers.”

www.mdicanada.ca

Hi-Technology Marketing Company

Fall | Winter 2019 the EDGE

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the EDGE Fall | Winter 2019

Love takes you home, we make it fun.

www.hometimecable.com

One-year down.

Double digits up.

Starlight Capital’s funds celebrate their one-year anniversary and double digit returns.

Compound returns (%)

Year-to-date

1 Year

Since Inception

Starlight Global Infrastructure Fund (Series F)*

22.7

22.9

18.0

Starlight Global Real Estate Fund (Series F)*

20.0

17.3

13.2

* As of Oct 31, 2019. Inception date Oct 2, 2018. Compound growth calculations are used only for the purpose of illustrating the effects of compound growth and are not intended to reflect future value of any investment fund or returns on investment in any investment fund.

Access actively managed global real asset securities with Starlight Global Real Estate Fund (NEO: SCGR) and Starlight Global Infrastructure Fund (NEO: SCGI).

Visit starlightcapital.com or speak to your advisor.

Commissions, trailing commissions, management fees and expenses all may be associated with investment funds. The indicated rates of return are the historical annual compound total returns net of fees (except for figures of one year or less, which are simple total returns) including changes in security value and reinvestment of all distributions and do not take into account sales, redemption, distribution or optional charges or income taxes payable by any security holder that would have reduced returns. Investment funds are not guaranteed, their values change frequently and past performance may not be repeated.

Please read the prospectus before investing. Investors should consult with their advisors prior to investing. Starlight Investments, Starlight Capital and all other related Starlight logos are trademarks of Starlight Group Property Holdings Inc.