consistently outperform your sales competitors

EXPERT ADVICE
Howard Rotberg
B R A N TC O R D WA R E H O U S I N G I N C .
Warehousing Expert p20
BRANTFORD BRANT COUNTY HALDIMAND NORFOLK OXFORD COUNTY
www.BUSINESSLINKNEWSPAPER.com
VOLUME 5, ISSUE 10, JULY/AUGUST 2010
CONSISTENTLY OUTPERFORM YOUR SALES COMPETITORS
Add the sales TRIUMPHS model to your selling skills repertoire
BY JACK SINGER, Ph.D.
S
usan has been doing well in her sales career for many years. She understands
how to make cold calls, how to follow up on leads and referrals and how to
offer excellent customer service. Yet, she’s amazed at how much more successful
her colleague, Michael, is, when she puts much more time and sweat into her work
than Michael seems to do. She wonders what is missing in her approach.
The key difference between Michael’s and Susan’s approaches is the fact
that Michael has trained himself to be an “active listener.”He uses the sales
T.R.I.U.M.P.H.S. model to not only to help him maximize his sales deals, but
even when he is not “selling” anything, it is a powerful technique that helps
him communicate effectively with his wife and teenagers.
This model works wonderfully for virtually any product or service that
one is selling.
Here are the components of your sales T.R.I.U.M.P.H.S.
T = Treat your client/customer with respect and value. Developing rapport with
the prospective client/customer is a crucial first step. Smile, position yourself at
the same level (sitting or standing, depending on what the client/customer is
doing), and slightly lean toward him, maintaining eye contact. Make sure your
cell phone is on silent and you can give undivided attention to the customer.
Listen to what the prospective customer is saying and don’t shuffle…
PAGE 2
SPOTLIGHT
SPECIAL FEATURE
BUSINESS ON THE GROW
Buy Local
The 2010 Brantford San
Rocco Festival
Welcome To The Jungle
“If we make a little change in our spending
habits, we can all make a big difference.”
PAGE 5
Come see what all the fun is about!
Kidtastic Adventures Indoor Playground
& Party Centre
PAGE 9
PAGE 22
CONSISTENTLY OUTPERFORM YOUR
SALES COMPETITORS
Sticking to this Sales TRIUMPHS model will surely bring you your share of triumphs over your competition!
Locally Owned and Operated
PUBLISHER
The Business Link
86 Brant Avenue
Brantford, ON N3T 3H3
tel: 519-751-LINK (5465)
e-mail: joy@BusinessLinkNewspaper.com
www.BusinessLinkBrantford.com
DIRECTOR OF MARKETING
Joy Boyce
ACCOUNT EXECUTIVES
Alma Stevens
Chris Di Cesare
Jennifer Schween
CONTRIBUTING WRITERS
J. Singer, M. Kawabe, C. Di Cesare, D. O’Neill, C.J. Calvert
A. White, M. Wardell, A. Landauer, S. Leslie
CIRCULATION
The Business Link is published 12 times per year and distributed
to approximately 8,000 businesses in the Brantford, Brant County,
Haldimand/Norfolk and Oxford Counties via Canada Post
SUBSCRIPTION RATES
$39.99 for 12 issues. Send cheque or money order to
above address.
Any reproduction or use of the content within this publication
without permission is prohibited. Opinions and comments within
this publication reflect those of the writers and not necessarily
that of The Business Link.
All advertising is accepted subject to the Publishers’ discretion. The
Publishers will not be responsible for damages arising out of errors
in advertisements beyond the amount paid for the space occupied
by that portion of the advertisement in which the error occurred.
Any design, artwork, copyright or typesetting supplied by The Business Link Niagara Ltd. is for the exclusive use by the Publishers.
Any other use not authorized is an infringement of copyright.
No part of this publication may be reproduced or transmitted in
any form or by any means, without prior written permission of
the Publishers.
2
THE BUSINESS LINK
Continued from page 1
…papers or start thinking about your response.
Just listen to her. Regardless of what the person
asks, don’t fall into the trap of thinking you need
to answer immediately. It’s ok to say, “That’s a
great question. Give me a day or so to research our
products to find the one that precisely addresses
your question.” Some prospective customers can be
long-winded, nervously asking a lot of questions,
especially with expensive products. Cutting off
a speaker may lose you the rapport you need to
develop. Always give the speaker the courtesy of
finishing a point before you interject yours.
Again, take notes so you won’t forget what you
wanted to say.
R = Reflect the meaning of what your client is telling
you before you actually respond. The best way to
understand your prospective customer is to make
sure you are listening carefully and the best way to
do that is to reflect or paraphrase what you heard
him say before you comment on it. An example is,
“What I’m hearing is that you are not certain that
our product will serve your needs.”
I = “I statements” are powerful. As you paraphrase
and reflect back what the buyer is saying, you can
use “I statements,” which are very powerful.
For example, “I am getting the feeling that you
are uncomfortable with this product and would like
some other options.” For you to start with “You”
would be much more threatening for the buyer.
“You don’t like this,product.”?
It is important to realize that by understanding
what the listener is saying, doesn’t mean necessarily
agreeing with him. You are simply showing that you
are hearing his concerns. Example, “Fred, I hear your
concerns because of your last experience with a
similar product. Let me get the information you will
need to make you feel better about this.” Always
acknowledge the speaker and his position before
voicing your opinion.
U = Understand the needs and goals of your
client/customer. If you are genuine and sell quality
products that will truly satisfy your customer’s
needs and desires, the customer will trust you. That
includes not selling him the most expensive product
if you believe it is not right for him.
Nothing gains their trust more than you being
honest with him.
M = Monitor the tone and mannerisms of the
prospective customer. Body language is so important
that studies point out that only a small percentage
of what is “heard” by a listener are the words of
the speaker. Most of what is “heard” by the listener
is tone of voice, smiling, facial expressions, vocal
inflections, etc. Watch for all of these indices of
your customer’s mood and attitude. You might
even wait for a pause and make an interpretation
of what you are sensing. An example is, “I am
feeling as if you believe that I am trying to force
you to buy this product. Is that what’s going on in
your head, Alice?”
P = Probe gently and with respect. Your job is to
try to understand what your prospective client/
customer needs and how you can accommodate
those needs. The only way to show people that
you have exactly the product to satisfy those
needs is to ask gentle questions about their goals
and hopes (related to your product). An example
is, “If you could describe the ideal software to
solve your business problems, what would you
like it to do for you?”
H = Help your client feel safe in the conversation.
For major purchases, such as insurance policies,
automobiles and investment products, clients
needs to feel safe discussing specific money
issues. Gently probing about personal and
family situations that affect their pocket book
requires them being able to trust you. This entails
ensuring confidentiality and showing genuine
concern for their needs. If you expect them to
share their biggest fears and insecurities, you
must focus in on what they’re saying, be sensitive
and assure them that you will help them to meet
their goals.
S = Summarize. You’d be amazed at how much you
show the speaker you are listening by frequently
summarizing what you just heard. This will also help
you to focus and remember what the speaker is
telling you. If you have hit the key points in your
summary, the speaker will feel validated and closer
to you. If you missed key points that he is trying to
convey, he can inform you about that at this time.
Practice this with friends and family. It’s easy to get
the hang of it and it really works!
Sticking to this Sales TRIUMPHS model will surely bring
you your share of triumphs over your competition!
Dr. Jack Singer is a professional speaker,
trainer and practicing psychologist. He has
been speaking for and training Fortune 1000
companies, associations, CEO’s, sales staffs
and elite athletes for 34 years. Dr. Jack is a
frequent guest on CNN, MSNBC, FOX SPORTS
and countless radio talk shows across the U.S.
and Canada. He is the author of “The Teacher’s
Ultimate Stress Mastery Guide,” and several series
of hypnotic audio programs, some specifically
for athletes and some for anyone wanting to
raise their self-confidence and esteem. To learn
more about Dr. Singer’s speaking and consulting
services, please visit www.drjacksinger.com or call
(800) 497-9880.
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
WEB HOSTING ISSUES TO CONSIDER
“Here are a few things you probably didn’t think about when you set up your web site with your host.”
BY MARK KAWABE
I
f you have a web site, you have a web host.
“Hosting” refers to the storage of the electronic
files that make up your web site on a computer that
is hooked up to the internet 24/7. This computer is
referred to as a “web” server (or just “server” ) and
the company that owns the server is referred to as
your web hosting provider (or host). Here are a few
things you probably didn’t think about when you
set up your web site with your host.
1. Dedicated vs. Shared Server. A shared web
server means your web site is hosted on a machine
with dozens or even hundreds of other web sites.
Your site shares server resources with all the
other sites on the server. With a dedicated server,
your site is the only site hosted on that machine.
Sounds great but you will pay much more for a
dedicated server and often be responsible for
many more things, including server security and
back-ups. The majority of small and medium sized
businesses manage just fine on shared servers.
Keep in mind that if another company hosted
on the same server is a spammer, your e-mail
could be affected if the server gets blacklisted.
2. Uptime and Reliability. You want your site
and e-mail to be available as much as possible.
Most hosting providers offer 99.9% uptime or
greater. Sounds good, but then again, 0.1% of one
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
year is 8.76 hours. With advances in technology,
some hosting providers are now offering 100%
uptime guarantees. You will generally pay more for
100% uptime and it’s important to read the fine
print. Some providers guarantee their NETWORK
will be connected to the internet 100% of the
time. They do NOT guarantee your website will
be available 100% of the time if the problem is
due to an internal network or server problem.
3. Hosting is a Marketing Advantage. When
you host your web site you will generally have your
own domain name. This also means you should
be able to have e-mail accounts set up so you can
send and receive messages with your domain like
me@mydomain.com. An e-mail sent from an address
with its own domain looks so much more professional
than one sent through Yahoo, Hotmail, Gmail or any
of the other free e-mail providers. Having your own
domain also gives you more freedom to move from
one host or internet service provider to another
without having to worry about changing your e-mail
address. For example, if you switch from Sympatico to
Cogeco and you don’t have your own domain name,
you will potentially lose e-mail messages because
your e-mail address will change from me@sympatico.ca
to me@cogeco.net. If you have your own domain
name this won’t be a problem.
There are thousands of companies offering web
hosting services so finding one is easy. Choosing
one can be more difficult. Technically, most hosting
providers are about the same, so the real difference
between them can be found with their service.
Whether you want to stay local or are considering
one of the multi-national hosting providers, it is the
service that ultimately will determine how happy
you are with them. Happy hosting!
Mark Kawabe is a Niagara internet marketing
specialist at The Web For Business.com. For more
tips and advice visit TheWebForBusiness.com.
Web Hosting
A web hosting service is a type of Internet hosting service that allows individuals and organizations to
make their own website accessible via the World Wide Web. Web hosts are companies that provide
space on a server they own or lease for use by their clients as well as providing Internet connectivity,
typically in a data center. Web hosts can also provide data center space and connectivity to the Internet
for servers they do not own to be located in their data center, called colocation. –wikipedia
THE BUSINESS LINK
3
MAKE YOUR NEIGHBOURS
GREEN WITH ENVY
FILE IT WHERE?
File by use…not by source.
BY DENNIS O’NEILL
The Business Growth Coach
BY CHRIS DI CESARE
F
or Greener Grass than the guy beside you, Steve and Mike Petrella are the guys to contact!
The two Brantford brothers own and operate M&S Sprinkler Systems and are well known for
their quality work.
The company was established in 2003 and specializes in residential and commercial irrigation design,
installation, service and repairs to all makes of systems.
As well these two experts provide Spring Start Ups and Winterization Services.
Over the past seven years M& s Sprinkler Systems has grown to serve Brantford and surrounding areas
and have a service base of over 75 clients.
M & S is one of the few companies that deal strictly with Rainbird and Hunter irrigation products, which
are two of the leading innovators in the irrigation and landscape industry.
This summer enjoy a lush, green lawn with a worry free automatic irrigation system by M & S Sprinkler
Systems.
Call Steve and Mike today…. .and find out how this affordable,efficient system can do the work for
you…then just sit back and relax this summer…
Call Steve or Mike for more information at 519-770-6010
4
THE BUSINESS LINK
E
ver wonder…where did I
put that? Keep in mind this
simple idea for filing. The chances
are when you next want a document it’s because
you need it for some regular specific use. That use
is where you should be able to go to find it. File by
use…not by source.
I worked in radio for a long time. We got
hundreds of great pieces of material from The
Radio Marketing Bureau. Every station had a
huge file of “stuff” filed under Radio Marketing
Bureau. Many complained that they got lots of
stuff from the Bureau but seldom did they use it.
That was their own fault and their loss. It might as
well have all been filed under “miscellaneous”.
The materials might have been ‘sales tips’,
or information about each category of business
that our advertisers were in. e.g. auto dealers,
furniture stores, service businesses…or dozens of
other valuable categories. When you needed any
specific piece you went to the files. Most stations
just filed it with the ton of material in the huge
file marked ‘Radio Marketing Bureau’. Usually it
was a large drawer full, not a file at all.
I discovered it served better to ignore where
it came from…the source.
File it under use. A file on ‘Auto dealer
information’, a file on ‘furniture stores’, etc.
We needed separate files on ‘Selling materials’,
‘promotions’, various advertising media and on
and on. A file for each use we would have.
So when you need information, whatever the
use for the material, you could go to the file for
your specific use. Seems elementary. Yet almost
nobody did it that way.
File by use; not by source.
Dennis O’Neill is the Business Growth Coach
For more information on how to grow your
business, visit
www.dennisoneillcoach.com
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
BUY LOCAL
“IF WE MAKE A LITTLE CHANGE IN OUR SPENDING HABITS, WE CAN ALL MAKE A BIG DIFFERENCE.”
CHARACTER IS WHO YOU
ARE WHEN NO ONE ELSE IS
LOOKING
BOTTLE OF WINE,
FRUIT OF THE VINE
BY CHRIS DI CESARE
S
BY CJ CALVERT
S
ome might say that it’s easy to be on stage and perform well, particularly if you are motivated (as I
am) by public accountability. If you’re like me, it’s important to be true to your word, to be the very
best you can be, and be a living example of the ideals you espouse. When all of the world is a stage, we
tend to be on our best behaviour.
But what happens when the cameras are off and the audience goes home? Thomas Macaulay, an American
essayist and historian, said “The measure of a man’s real character is what he would do if he knew he would
never be found out.” A good litmus test is to ask yourself, whatever you are doing right now, whether you
would want your family to read on the front page of the newspaper tomorrow.
When preparing for my last bodybuilding competition, I resolved that I would remove Iced Tea from
my diet, as it had too much sugar and invisible carbs. In fact, I laid out a personal challenge, and over
dinner shared this “dare” with my good friends: if I drank any iced tea (my favorite drink at the time) for
the next few months leading up to the competition, I would have to treat the group to $250 collectively.
They were thrilled!
That week, my wife and I were on a date at the movies, and she asked what snack I wanted at the
concession stand. Reflexively, I answered “Iced tea, of course!” I had temporarily forgotten about my
commitment to my friends. The following day, my wife and I were leaving for a drive to see some friends
and, stopping at a convenience store, I asked her what she wanted to drink for the road. As I was getting
out of the car, I turned suddenly to her and said “Oh my goodness! I was about to walk into the store and
buy an Iced Tea, without thinking! I would have reneged on my promise to my friends, and I would have
had to pay them $250! Wow, that was close!”
My wife said “You had an iced tea at the movies last night!” I stared in silence. “What?” I asked
incredulously. “Last night at the movies,” she said again. “But it doesn’t matter; just start the contest today.”
I felt my heart sink into my guts. I said softly “Sweetheart, I can’t reset the start time of the contest.”
She rolled her eyes. “Come on, NO ONE WILL KNOW!”
I replied “I will know.”
Needless to say, I paid my friends the $250. They were thrilled! I might have lost $250 cash, but I won
the bigger prize of knowing I did the right thing, especially since no one else would have known. I believe
it’s important to keep our word in small matters, because it toughens us up and prepares us for the really
big tests when they come. The next time your integrity is tested, and no one else would know, make it a
point of pride to admit your mistake. The credibility you will build in your eyes and in the eyes of others
will astound you.
ome say the end of a perfect day is constituted by a glass of good wine and a meal with friends
or family or both. Wine, like any other product can come with a substantial price for a quality
vintage created by an expert vintner.
At Carafe Wine, located at 250 King George Rd., a quality wine can be made for a fraction of the
cost of that of wine stores and liquor stores. Proprietor, Ben Kleinsasser told the BusinessLink that his
process “provides a fool-proof way to produce quality wines for personal consumption.”
The process for making wine is handled by the staff of the Carafe and wine making is entering a
new phase of development which is customization. A client comes into the store and identifies his or
particular taste in wines and friendly, well-trained staff will advise them and take care of the process:
primary fermentation, racking, stabilization and filtering.
The kits that are sold at Carafe produce 23 litres of vintage wine of all qualities to suit the palate of the
connoisseur or individuals who are new to the enjoyment of the grape. Prices range from $119 – $199.
The product list contains vintages from some of the most prestigious wine making centres in the
world. Juices from Italy, France, Germany, Spain, South America, South Africa and California grace the
list with over 40 varieties to tantalize the taste buds.
For the last “three years we have been entering wines in an American wine making competition and we
have medalled three years in a row using Cellar Craft International and Cru products,” Kleinsasser said.
“We specialize in wine making made easy; all the customer does is bottle the wine. It is a fun experience,
and our customers like our products and the convenience we provide for their busy lives,” he said
Wines made at Carafe are unconditionally guaranteed to please. They have seasonal specials, exclusive
offerings, monthly featured wines and special
To get started making your own wine, please contact Ben at 519-751-1221 or visit the website at
www.carafewinebrantford.com to view the extensive listings for wine or wine making products or accessories.
CJ Calvert is the author of “Living an Exceptional Life” and President of CalvertTraining,
the motivational arm of Shepell-fgi.
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
5
BUY LOCAL
WHAT WE CAN LEARN
FROM FACEBOOK’S PRIVACY
BLOW UP
“Social media has proven too useful, engaging and empowering to live or
die with the fortunes of one website.”
BY ADAM WHITE
D
PROUDLY PROMOTING THE LOCAL BUSINESSES
OF BRANTFORD, BRANT COUNTY, HALDIMAND/
NORFOLK AND OXFORD COUNTIES
519-751-LINK (5465) • www.BusinessLinkBrantford.com
id you sever any connections on May 31? That
was the day the Quit Facebook movement
targeted in protest of the social networking giant’s
privacy changes. A storm had been gathering since a
December shift to the site’s default sharing settings,
cumulating in the launch of an ambitious project dubbed
Open Graph in late April. In short, Open Graph is tied
to the “Like” button you are surely now seeing all over
the web. Facebook is encouraging web site owners
to add additional interactivity for Facebook users
and create more personalized browsing experiences.
Despite an avalanche of attention from traditional
media and blogs that trumped up the privacy risks
of Open Graph, the much publicized Quit Facebook
movement flopped. A mere 34,100 of the site’s more
than 450 million members committing to leaving. The
number that actually carried through with that threat
is likely far less. What can we learn from this?
As a business owner the lesson you should take away
is that Facebook is merely a tool. Your business should
have a presence there only if it remains an appropriate
venue to connect with your customers and meaningfully
engage them. If Facebook, the company, sours the
public’s opinion of their service then you should follow
your customers wherever they choose to go next.
Facebook without people has no value. Social media
has proven too useful, engaging and empowering to
live or die with the fortunes of one website. Go ask the
former users of Friendster or MySpace if their desire to
connect fell with the popularity of those networks. Your
business approach to a new network would require
some effort to learn the different features, quirks, and
community norms, but your core social media skills
will remain vital. Regardless of the website you want
to be a genuine person, not a spammer. You want to
engage with quality content. You want to show the
real people on the other end of the conversation that
you actually care and are listening. These are not
Facebook specific skills.
Facebook’s rocky first half of 2010 is also a testament
to the power of online communities. While only a small
number ended up actually quitting the service, a chorus
of individuals voiced their concerns loudly and the
company responded. Facebook’s woefully complicated
privacy settings were clarified, simplified and made
“Facebook’s woefully
complicated privacy settings
were clarified, simplified
and made more robust in
response to the outcry.”
more robust in response to the outcry. Competing
networks and new upstarts stood up and took notice
of the public’s desire for better privacy controls, thus
improving their own offerings. We should not discount
how much power the crowd had in this incident. They
commanded real change and continue to let no new
policy go unscrutinized. Networks may come and go,
but the desire to be social will remain. Recognize
Facebook for what it is, a customer service tool that is
only part of your larger strategy, and you will be able
to adapt when changes occur.
Adam White (AdamWhite.org) is a developer at
JMR SoftwareSystems (JMR.ca). For conversations
with local businesses visit SocialMediaNiagara.com
or join the Social Media Club (SMCNiagara.com).
Risks to Internet Privacy
Those concerned about Internet privacy often cite a number of privacy risks—events that can
compromise privacy—which may be encountered through Internet use. These methods of
compromise can range from the gathering of statistics on users, to more malicious acts such as
the spreading of spyware and various forms of bug exploitation.
Privacy measures are provided on several social networking sites to try to provide their users
with protection for their personal information. On Facebook for example privacy settings are
available for all registered users. The settings available on Facebook include the ability to block
certain individuals from seeing your profile, the ability to choose your “friends,” and the ability
to limit who has access to your pictures and videos. Privacy settings are also available on other
social networking sites such as E-harmony and MySpace. It is the user’s prerogative to apply
such settings when providing personal information on the internet.
–wikipedia
6
THE BUSINESS LINK
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
BUY LOCAL
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
7
MAKING ARRANGEMENTS WITH BECKETT-GLAVES
“We have a commitment to the local community, to serve their needs in the tradition that was passed down by my great grandfather,
grandfather and father…”
Glaves wanted to advise anyone who is investigating pre-arranged and pre-paid funerals to shop
around and compare because there could large financial differences between providers. Glaves said
that pre-paid funerals, if created soon enough can
provide a nest egg at the time of a person passing
and be a financial blessing in disguise.
As a family-run business, Glaves said that there
are few left in Ontario and “we consider ourselves
to be at the top of the scale for family funeral homes
in Ontario,” he said.
‘We have a commitment to the local community,
to serve their needs in the tradition that was passed
down by my great grandfather, grandfather and
father,” Glaves concluded.
BY CHRIS DI CESARE
R
ecently, Trooper Larry Rudd, serving with the
Royal Canadian Dragoons based at CFB Petawawa and stationed in Afghanistan was a victim of
the ideological clash of terrorism and the forces who
oppose it. The young man was struck down in the
youth of his life and the tragedy still reverberates
throughout Brantford.
“The funeral for Trooper Larry Rudd was webcast
—using our new system—to his comrades in Afghanistan and his distant relatives in Holland,”
Beckett-Glaves Family Funeral Centre Director, Jeff
Glaves said.
“Webcasting is the newest service that we offer
at Beckett-Glaves, Basically, the funeral is broadcast
live on the internet while it is being conducted in
the chapel,” Glaves said.
The program came on line in January of this year
and Beckett-Glaves is the “first and only funeral
home in the country to offer the service at no extra
cost,” according to Glaves.
The newest innovation is one of many that the
Glaves family has instituted to define their funeral
home in the marketplace. Reception centres were
another service that the family introduced to help
the grieving, a Memorial Forest was established in
1985, is located along the Grand Valley Watershed
8
THE BUSINESS LINK
Beckett-Glaves Family Funeral Centre is a fourth-generation funeral parlour that has been serving
the needs of community with dignity and sensitivity for over four decades. They are located at
88 Brant Ave., Brantford ON.
and a pathway through the watershed is named after
Jeff’s father, the Gordon Glaves Memorial Pathway.
Two other forests were established in Brantford,
one at Brant Park and the other on Birkett Lane.
Glaves said his father was the visionary who introduced reception centres and the memorial forest to
the list of services the Beckett- Glaves provides.
Glaves said the fourth-generation family business
—ably staffed by his brother Todd and sisters Beth
and Meg—has competitive pricing that competes
admirably with corporate funeral homes. They have
services to fit all budgets and specialize in superior
service and options that may not be part of an allinclusive corporate package.
We’re always trying to be the people who provide
something no one else provides,” he said.
For more information about booking a service
please visit the Beckett-Glaves main location at
88 Brant Ave., Brantford or call 519-752-4331.
Virtual tours of the facilities can be accessed
through the company’s website at
www.beckettglaves.com.
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
Special Feature
THE 2010 BRANTFORD SAN ROCCO FESTIVAL
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
9
THE BRANTFORD SAN ROCCO FESTIVAL
The Story Of
San Rocco
San Rocco was born at Montpellier, France, son of the
governor there in the year 1295. When he was orphaned
at the age of twenty, he went on a pilgrimage to Rome
and devoted himself to caring for the victims of the
plague that was ravaging Italy. He became a victim
himself at Piacenza but recovered and was reputed to
have performed many miracles for healing. On his return
to Montpellier, he was imprisoned for five years as a spy
in pilgrim’s disguise, by his uncle. (His uncle failed to
recognize him and Rocco failed to identify himself.) Rocco
died in prison in 1327 and was only then identified as
the former governor’s son by a birthmark in the form of
a cross on his chest.When miracles were reported at his
intercession after his death, a popular cult developed, and
he is invoked against pestilence and plague. He is known
as Rocco in Italy, Roque in Spain and Roch in France.
10
THE BUSINESS LINK
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
THE BRANTFORD SAN ROCCO FESTIVAL
The 2010 San Rocco Festival Committee
Seated left to right – Trustee Lina Berardi, President Sandra Dobson, Vice President Filippo Berardi, Trustee Paola Modica
Standing – Trustees Enrico Imola, Giovanni Imola, Francesco DeCosmi, Treasurer Fred Ligori, Trustees Bernardino Imola, Girolamo Palmegiani
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
11
THE BRANTFORD SAN ROCCO FESTIVAL
A Message from the President
It is with great honour that I serve as Your President for 2009-10!
As we continue into our 19th year, the San Rocco Association has continued its heritage here in Brantford.
Our Association strives to keep this festival apart of our community and our families. A very large part
of our success is due to the many volunteers that come out to help in any way they can. Our fund raisers
throughout the year would not be such a success without all of you. I want to thank you for your past
and continued support! Without all of you our Festival would not be the same.
In addition to our many volunteers, we have been loyally supported by our local and surrounding
community businesses and merchants. With this support we are able to raise funds needed to organize
such a wonderful Festival in August. Thank you for your continued support and generosity.
SANDRA DOBSON, PRESIDENT
Each year we encourage new membership to our committee in order to remain fresh in the creation of
new ideas and more awareness of what we are all about. We hold an election meeting to select the committee for the coming year and this year it will be held on Sunday, September 12, 2010 at 2:00pm at St.
Pius X Church. We invite all past members as well as anyone interested in our Festival to join us at this
meeting. Come see what all the fun is about!
Sincerely,
Sandra Dobson
12
THE BUSINESS LINK
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
THE BRANTFORD SAN ROCCO FESTIVAL
Festa of San Rocco
Program
SATURDAY, AUGUST 7, 2010
ST. PIUS X CHURCH
7:00 p.m.
Benediction of the Torch of San Rocco and memorial mass
for the deceased, celebrated by Monsignor. MURRAY J. KROETSCH
SUNDAY - AUGUST 8, 2010
ST. PIUS X CHURCH
1:00 p.m.
Solemn High Mass will be celebrated by Monsignor. MURRAY J. KROETSCH
followed by
Traditional community procession in honour of San Rocco
And the benediction and distribution of bread
LIONS PARK – 5:00 p.m. to 11:00 p.m.
Soccer Game starts at 5:00 p.m.
Bocce Tournament, Children’s Activities
Variety show featuring IMPACT SUPER BAND
M. C. PASQUALE TANCREDI SPECTACULAR FIREWORKS
Draw
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
13
THE BRANTFORD SAN ROCCO FESTIVAL
Map of the
San Rocco
Festival
14
THE BUSINESS LINK
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
THE BRANTFORD SAN ROCCO FESTIVAL
San Rocco Festival 2009
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
15
THE BRANTFORD SAN ROCCO FESTIVAL
16
THE BUSINESS LINK
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
MAKING LIFE EASIER
“The ‘we love having you here’ folks at the Hampton Inn and Suites have expanded their services to accommodate the business, group or the
single traveller with two booking channels to help secure lodgings.”
BY CHRIS DI CESARE
W
ith the advent of technology, the internet
is fast becoming—if not already—the
most powerful business tool anyone can use. The
everywhere, all the time connection that the web
provides creates a sense of urgency to close deals
faster and generate greater profits through streamlined communications.
The “we love having you here” folks at the Hampton Inn and Suites by Hilton at 20 Fen Ridge Rd. a
couple of hundred metres from Highway 403 and
the Oak Park Rd. exit in Brantford have expanded
their services to accommodate the business, group
or the single traveller with two booking channels
to help secure lodgings.
For groups, Director of Sales and Marketing, Natasha Janjevic told the BusinessLink that booking
a corporate retreat, business meeting or family
reunion at any one of the 1,600 hotels in the Hilton family can be done with a few simple clicks
of the mouse.
Using the group booking tool that is found at
hampton.com/groups, up to 25 rooms can be booked
up to a year in advance. You can shop around the
site for group rates and room types to satisfy whatever requirements your event may have.
requirements. Whether it is a buffet with sweets
that are endemic to family traditions or a specific
beverage, Janjevic said that they could provide it on
cost per person basis.
The same services can be provided for Christmas
parties and Janjevic advised that they have plans
that encompass Economy, Basic and Premium Packages to create an evening or meeting to remember.
The Christmas party bookings come with an op-
tional room at a reduced rate to keep people from
drinking and driving.
Diversity is fast becoming a viable avenue for
business at the Brantford location.
“We have hosted theme nights that cater to the
different communities that rent our facilities. We
have had Mexican, Thai and Italian nights to name
but a few, because at the Hampton ‘we love having
you here’,” Janjevic said.
To use the website to book you outing please visit
www.hamptoninnbrantford.com or call the tollfree telephone number at 1-877-318-9440, or
locally at 519-720-0084. To use the eAdvantage
booking tool to simplify your business travel visit
www.hiltoneadvantage.com or book your group
guestrooms or meeting room needs online
www.hampton.com/eevents.com
“Using the group booking
tool that is found at
hampton.com/groups, up
to 25 rooms can be booked
up to a year in advance. You
can shop around the site for
group rates and room types
to satisfy whatever requirements your event may have.”
The Hampton can also provide equipment support
and use of a meeting room, and at the Brantford
hotel, up to 200 people can meet in the state-ofart banquet facility that converts into a corporate
meeting room on a moment’s notice at Hampton.
com/eevents.com
The eAdvantage can help manage your company’s
travel through an online booking and management
tool that helps the business traveller choose from a
previously visited hotel, or where your company has
prearrangements, or negotiated special rates.
“All our packages—Corporate, Group, Wedding
and Christmas—are all inclusive,” Janjevic said.
“We want to raise awareness through personalization of services,” she continued.
All the packages are “competitively priced based
on local rates of hotels and golf courses in the area,”
Janjevic said. “Our packages include items that our
competitors don’t.”
Janjevic mentioned that the all-inclusive Wedding
Packages start with the floral arrangements on the
tables, the décor, the bar, the meal, limousine service, music and whatever else might fulfill cultural
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
17
GROWTH BY ACQUISITION – BUSINESS EDGE
The pros and cons
BY MARK WARDELL
A
lthough the majority of businesses grow
organically, many owners will entertain the
idea of making an acquisition at least once in their
career. For some, growth through this method is a
rare opportunity which is unlikely to be repeated,
while for others, growth by acquisition is an important part of their overall growth strategy.
In all cases, the process of buying another
business has its own unique set of challenges. So
before embarking on the acquisition trail, it’s important that you gain as much knowledge about
those challenges as possible to maximize your
likelihood of success.
Acquisition may have a glamorous reputation
in the news, bringing to mind splashy stories of
large corporations acquiring the next big thing
and successfully expanding their market share.
But when it comes to logistics, this strategy is
only right for businesses built on a rock solid
foundation. It’s not about size. It’s just that the
more self-reliant your current business is, the
more likely you’ll be to succeed using this strategy. Buying a new business always involves hidden challenges—challenges that will cripple you
if you don’t have the time and resources to tackle
them properly because your current business still
relies on you for its daily success. So, the starting
point for any acquisition needs to be a strong,
self-reliant enterprise.
Interestingly, the same criteria can be applied
to your analysis of the company you intend to
buy. In other words, the more self-reliant the
targeted business is, the better your chances for
long-term success. This is because the self-reliant business has a more predictable and resilient
cash-flow.
When your sights are set on the right business, the potential benefits are vast. Acquisition
is a great way to instantly increase your sales
and revenues and provide you with access to
new markets. If your target business is truly
complimentary to your current enterprise, acquisition can allow you to successfully expand
your brand portfolio on the marketing side, while
providing improved efficiencies and economies
of scale on the business operations side. It can
be a real win-win.
On the flip side however, acquisition can absorb
a substantial amount of time and money. More than
most people expect. So be sure to invest heavily in
the process of due diligence, investigating all of the
potential hidden liabilities of the target company.
Once you’ve made your acquisition, you’ll need
a strategy for the transition. This means mapping
“…acquisition can allow you
to successfully expand your
brand portfolio on the marketing side, while providing
improved efficiencies and
economies of scale on the business operations side. It can be a
real win-win.”
out how you’ll minimize any potential adverse effect on the customers of the acquired company,
how you’ll handle the transition of ownership, and
how you’ll create a positive, exciting and motivating
transition for the current employees and managers
of the target company. Just remember that you cannot transition that which you do not have. So make
sure you have your own house in order before tackling
business number two.
It takes some preparation, but an acquisition can
be done extremely well with the right approach.
As a growth strategy, it has the potential to reap
serious reward- if, that is, it’s the right move. Any
questions? Drop me an email.
Mark is President & Founder of Wardell Professional Development (www.wardell.biz), an
advisory group that helps business owners plan
and execute the growth of their companies. The
author of seven business books, Mark also writes
regularly for several national business publications, including Profit Magazine, the Globe and
Mail, and CGA Magazine. Email him
at mark@wardell.biz
18
THE BUSINESS LINK
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
GEMS OF MT. PLEASANT
HAPPINESS AND
CONTENTMENT AT ONE OF THE
GEMS OF MT. PLEASANT
“All the staff at Hardy Terrace is committed to offering services to promote
and maintain individualized independence (restorative care) and wellness.”
H
ardy Terrace is the place! Our commitment to providing the highest quality of physical, social, emotional and spiritual support is unsurpassed. All of this set on beautifully pleasing landscaped grounds
among the rolling hills of Mt. Pleasant. Our home is warm, attractively decorated and comfortable.
Family Member Vanessa Grupe said: “Our family is glad that our mom moved to Hardy Terrace four years
ago. She feels at home, and feels loved. The attentive, patient hard working staff has come to know her
as an individual. They keep a close eye on her, which gives us peace of mind. Staff is always looking for
new ways to engage all the residents, and there is good communication with family members. We thank
God that mom’s needs are being met in such a loving way at Hardy Terrace”
Hardy Terrace organizes recreational and social events, involving the community, volunteers, residents
and families. Our long care home provides residents the opportunity to stay active and develop companionable relationships.
All the staff at Hardy Terrace is committed to offering services to promote and maintain individualized
independence (restorative care) and wellness.
Hardy Terrace Resident said: “They have good home cooked meals; I can be as independent as I want.
There are lots of outings if I choose to go and I go on most of the bus trips. There are lots of things to do,
and they let me do some gardening because I have always loved gardening. Best of all ‘Hardy Terrace is
in the country’. That is what does it for me! I grew up in the area and it just feels like home”
We are a member of the Diversicare Family of Homes. Diversicare has more than 25 years of experience
managing long-term care homes in Canada.
Please call us at 519-484-2431 we would be happy to meet with you and arrange a tour of our home.
Paul Rooyakkers, C.K.
Administrator
COUNTRY AMBIANCE
AT ITS FINEST
“One of the things we wanted to generate was atmosphere, so we
could be warm and inviting,”
BY CHRIS DI CESARE
I
n the summer, or any other time for that matter, a drive in country is always a soothing experience for
the harried and the pressed. Driving through the rolling hills and pastoral settings that country vistas
provide is an experience that can last a lifetime.
“One of the things we wanted to generate was atmosphere, so we could be warm and inviting,” Rob
Heikoop told the BusinessLink. Heikoop is the manager of the WindMill Country Market conveniently
located at 701 Mt Pleasant Rd. at the corner of Birch St. in the Village of Mt. Pleasant.
Heikoop said that they have been drawing people from Ancaster, Woodstock, Simcoe and Brantford
to name but a few towns and cities that denizens travel from to enjoy the “rustic charm and the friendly
service that the country experience” provides to the visitors of the Country Market, he said.
Heikoop advised The Business Link that they have received a lot of positive feedback from visitors to
the market that revolves around the home-style hot lunch counter and the bakery. Heikoop said all the
entrees at the lunch counter are homemade and all the baking is done from scratch.
The dining area at the market can accommodate up to 100 people and the décor is in the style of traditional country furniture. The medium-backed spindled chairs are complimented by harvest-style tables
to host groups or individuals as needed.
Heikoop mentioned that the market supports a wide variety of giftware for all occasions with seasonal
accents to compliment the home and the outdoor landscape.
The Heikoop family has been operating the store for five years. The family patriarch, Henry, designed the
building and his sons Rob, James and Mark administer to the day-to-day needs of the operation.
To see what gastronomic delights await you when you visit the WindMill Country Market please visit
their website at http://www.thewindmill.ca or call 519-484-9955. Hours of operation are
Tues.-Sat. 7 a.m. – 6 p.m.
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
19
ASK THE EXPERT WANT SAGE ADVICE? YOU’LL GET IT HERE!
Brian Stephen, CFP
Investment Advisor, Financial Planner
FINANCIAL PLANNING EXPERT
BUSINESS RESOURCES EXPERT
QUESTION
QUESTION
What are some advantages to using
an Investment Holding Company?
Is there Employment
Insurance special benefits for
self-employed people?
ANSWER
Years ago the use of a Canadian Investment Holding Company was
considered an attractive tax planning technique. Tax changes over the last
several years have more than eliminated this advantage. Even though this
is the case, investing through an investment holding company can provide
other benefits:
• Income-splitting with adult children
Rules discourage income-splitting with spouses and minor children but dividends can be paid to adult children and
taxed in their hands.
• Estate Freeze
This is where you “freeze” a company’s share value for original shareholders while ensuring future increases in
value pass to the next generation.
• RRSP Room
If an individual has little or no income, payments from a holding company such as a salary or management fee can
create earned income and RRSP contribution room.
Trudy Belanco
ANSWER
As a self-employed person, you are now able to enter into an agreement
with the Canada Employment Insurance Commission on a voluntary
basis. This new program began January 31, 2010.
There are four types of EI special benefits available:
• Maternity Benefits : maximum of 15 weeks
• Parental Benefits: maximum of 35 weeks
• Sickness Benefits: maximum of 15 weeks
• Compassionate Care Benefits: maximum of 6 weeks
EI regular benefits are benefits available to employees when they lose their jobs through no fault of their own
and are available for and able to work, but cannot find a job.
Please note that self-employed people cannot access EI regular benefits based on their self-employment.
Note: Investment Holding Companies also have some disadvantages and I will elaborate on these in next
month’s issue.
EI premiums are payable on the amount of your earnings from self-employment, up to an annual maximum
amount for 2010 of $43,200.00. The 2010 EI premium rate for self-employed is $1.73 per $100.00 of earnings,
which is the same rate that employees pay.
For more information on using Investment Holding Companies and to receive a complimentary copy of the
“Investment Holding Companies” booklet, feel free to give me a call.
Once enrolled in the program, at “My Service Canada”, you will have to wait 12 months before you will be able
to make a claim for EI special benefits.
Additional Program and Enrollment information can be found on the Employment Insurance web page.
Brian Stephen CFP, Investment Advisor, Financial Planner
tel: 519-756-1908
274 Lynden Road, Suite A, Brantford, ON N3T 5L8
brian.stephen@rbc.com www.brianstephen.ca
tel: 519.756.4269
1 Market Square, Brantford
tbelanco@brantford.ca
www.businessresourcecentre.ca
RBC Dominion Securities Inc.* and Royal Bank of Canada are separate corporate entities which are affiliated. *Member CIPF. ®Registered trademark of Royal Bank of Canada. Used
under licence. RBC Dominion Securities is a registered trademark of Royal Bank of Canada. Used under licence. ©Copyright 2010. All rights reserved.
Howard Rotberg
President
WAREHOUSING EXPERT
HUMAN RESOURCES EXPERT
QUESTION
QUESTION
What should manufacturers
know about outsourcing storage
of their inventory?
Is your degree worth the cost?
ANSWER
You may think warehousing is simply a matter of finding a big room with
a loading dock, enough space to store your product, and the best price.
Think again.
Longevity. Solvency. Experience. Technology. Security. Insurance. Fire protection. These things make the
difference. How annoying would it be to entrust your product to a warehouse with inadequate security,
untrained staff, or even one whose doors are locked by a creditor? Know the questions to ask or risk learning the answers too late. Confirm that your warehouse of choice invests in the levels of protection your
inventory deserves.
Like everything else, warehousing has entered the world of technology. If your warehouse has invested in a
Warehouse Management System, a few key-strokes on a laptop from anywhere, any time, will serve up realtime inventory reporting, control, management, and the ability to virtually direct your shipping and receiving.
A technologically savvy 3rd party warehouse can offer as much or as little hands-on involvement as desired,
and become a seamless extension of your own company.
With 250,000 sq. ft. and 14 years in the industry, Brantcord Warehousing offers full services and both longterm and temporary storage to large and small businesses. Call to see how Brantcord can help you meet your
business needs!
tel: 519.759.5800
111 Sherwood Drive | 10 Spalding Drive, Brantford
info@brantcord.com
www.brantcord.com
ANSWER
There is no doubt that you might be wondering if your degree is worth the
cost The monetary and time investment required to complete your degree
is definitely worth the cost. You are more marketable and you possess provAnnette Grant
en discipline to accomplish your goals. Recent studies also confirm college
Branch Manager
degrees can result in higher earnings and lower unemployment.
A college degree will help you stand out in the crowd and is often
required just to get your foot in the door at certain companies or within certain fields. Once you get your foot
in the door, there are several things you can do to get the most out of your degree and increase your value
within the company.
Show your leadership skills. You have had numerous opportunities in college to develop your leadership skills.
Try putting those skills to work by taking the lead on new projects. Or, if you see opportunities for process improvement, make a presentation to your boss on how your suggested improvements can impact the bottom line.
Be professional. Prove that you are a professional by preparing for meetings, doing your research, and dressing
for the job you want, not the job you have. Brush up on your e-mail etiquette and writing skills. Begin networking
with professional groups, and volunteer for the tasks at work that others don’t want to tackle.
Offer solutions. Show your value by being creative, thinking strategically and offerings solutions. Sometimes it
is easy to get so involved in details that you miss the overall picture. Approach each project strategically by setting
goals and objectives. Strategic thinking will lead to more solutions and will help lead to more opportunities for your
career growth.
tel: 519.750.0111
32 Market Street, Brantford
annette.grant@expresspros.com
www.expresspros.ca
ADVERTORIAL
20
THE BUSINESS LINK
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
HOW TO
RIDE A ROLLER
COASTER
CALMLY
Tips and Techniques for Participating
in Meetings and Presentations
BY ADELE LANDAUER
N
obody at his company knows who David is,
which is a shame because he is a smart guy
with a lot of good ideas. In fact, he’s personable, has a
good sense of humor, and is full of aspirations. It isn’t
that he is shy or lost among a thousand cubicles at a
major corporation. David works for a medium-sized
software company that offers a lot of opportunity
for upward movement. And people actually do know
who he is. They see him in the break room being
lively and engaging. The members of his team know
him as a capable and hard worker who makes sound
analyses and is constantly finding ways to improve
their project. So why does David feel invisible or
worse: why does he feel irrelevant at his company?
Like many companies, David is very meetingoriented. They have meetings for problem solving,
decision-making, planning, feedback, feedforward,
combo meetings, and meetings to schedule the next
round of meetings. The future projects David will be
working on are decided in these meetings, and they
are one of the few opportunities he has to show his
superiors not only his good ideas, but desire to do
more for the company. The reason why David feels
irrelevant or unknown and ends up working on other
people’s good ideas instead of his own has nothing
to do with sitting quietly in a corner. He does speak.
He does participate. He tries to engage and show his
enthusiasm, but everything comes out wrong. He is
not believable. He doesn’t appear authentic. He has
no charisma. He has a Communication Wall that is
blocking his ability to express himself in an honest
and real way. People hear him, but they do not listen
to him. His content and argument are betrayed by
his body language and voice. Going into a meeting
for David is like going on a roller coaster. He is not
afraid. He wants to show that he is not afraid. But
once the meeting starts, he is screaming and flailing
about. For David, there is a discrepancy between
who he is and how he acts.
Eventually David found and tore down his
Communication Wall. It was a process of deep
introspection coupled with finding a strong desire to
change and following through every single day on that
decision to live wall-free. To help him fight against his
old patterns, David learned a couple tips and techniques
that actors actually use to make a strong impression and
have a lasting effect on their audiences:
• Come across as in control and capable. When
sitting, find a comfortable position—do not bob
or fidget back and forth. When standing, maintain
a strong posture. Keep your gluteal muscles lightly
contracted in order to raise your pelvis as you extend
your vertebrae to ensure that you are standing up
straight and not resting on a hip.
• Take responsibility for your appearance. Decide
for yourself how you want to come across and
what kind of first impression you would like to
make. From the very first moment you enter a
room, walk on stage, or step up to podium, use
your body language to show yourself to be a
likable, competent, persuasive, and charismatic
person. How people perceive you and judge what
you say starts long before you utter a word.
• Only those who burn themselves can spark
others. Inspire your audience with your presence
and intensity. Speak from the power of your own
passion. Enjoy every second of your presentation
or the meeting so that your passion touches others.
Make sure that everyone present in the room feels
addressed and involved. Spread your attention and
energy out into every corner of the room to ensure
that no one feels left out.
• Every motion has a beginning and an end. When
you walk during a presentation, do it consciously
as well. Take a few steps to approach a designated
point while avoiding unconscious and mindless
movements and gestures. Let your body speak, but
in a relaxed manner. Every gesture should come from
your center and then return there or be replaced
by an appropriate, natural movement. Allow each
gesture a moment to have an impact, your body
language is more confident and you appear more
knowledgeable and convincing. Avoid quick, hectic,
and agitated movements.
• Breathe from your core. During inhalation your
abdominals, lower back, and sides are extended.
Relax them completely during exhalation.
Nervousness or stage fright as well as stress and
excitement can be easily managed when you use
abdominal breathing.
• Develop a sense of mission! Know and believe that
you have something important to say. Remember:
what goes around, comes around. Everything that
you give and send out, will come from your audience
back around to you.
• Smile! Not only will it relax you, but it will create
a real, open, and honest connection with others.
Success in business today is determined by more
than the quality of our content or the caliber of our
product, but also by how that content or product is
presented. Countless hours of hard work are only
given a few moments to shine in a boardroom,
at a conference, or during a presentation or
customer pitch. Too many great ideas have fallen
victim to a simple lack of appeal—yet not of the
idea itself, but rather of the person presenting it.
Use these tips and techniques to help you tear
down your Communication Wall and find success
as David has.
Adele Landauer is an international expert on
success, achievement, and self-leadership. As a
coach, she teaches effective presentation skills to
business leaders, politicians, and sports teams.
She also works with organizations and teams of
all sizes as well as individuals in personal coaching
to help improve productivity and results. Her first
international book is entitled, “Experience Total
Freedom: 6 Steps to Tearing Down Your Walls
and Living Your Life with Happiness, Balance, and
Success. Inspired by the Fall of the Berlin Wall.” To
find out more, visit her website
www.adelelandauer.com.
ASK THE EXPERT
BUSINESS CONSULTING EXPERT
QUESTION
Is it time to fire a customer?
ANSWER
Customers are too hard to find; I can’t afford to lose any! Wrong! You
can’t afford to keep them if they are not profitable. We seldom think of
the real contribution customers make to our bottom line. The old axiom
80% of your business comes from 20% of your customers is proven
Mike Kirby
true time and time again.
So what is the point you might ask? Well, 80% of your customers
are only giving you 20% of your business. Now is the time for some
real soul searching. First you have to get rid of the emotion and honestly look at these customers; ask the
following questions of each one:
• How much time is being invested in this customer?
• What is my cost for this time?
• What products do they purchase?
• What is the margin on those products?
• What is their payment history?
• Can I increase my business with them without
increasing my costs?
• What will happen if we stop calling on them?
Chances are that you will find the answers to these questions will lead you to one answer; these clients cost far
too much to service. If you can’t see a way to improve your profitability with them you should abandon them
and direct your efforts to areas where you can make more money with less cost. You wouldn’t drop all 80% but
perhaps 10% to 20% of them. Then look to your 20% big producers and find ways to increase your sales to
them—they make you money and cost less to service. Do the analysis you will be amazed, I know I was!
As a real benefit of this exercise is that you will identify customers that have potential that you were neglecting.
Need some help with this concept—email info@enterprisebrant.com and ask for an appointment with one
of our Professional Business Consultants.
Mi�
with his experience as an entrepreneur in assisting his clients
tel: 519.752.4636
330 West St., Brantford
www.enterprisebrant.com
ADVERTORIAL
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
21
BUSINESS ON THE GROW
“THE FACILITY SUPPORTS DIFFERENT ALL-INCLUSIVE PACKAGES THAT FIT EVERY BUDGET AND TAKES
THE HEADACHE OUT OF PLANNING AN EVENT FOR KIDS.”
Kidtastic is open seven-days a week and they can host up to 20 kids for parties. For a playground jungle
adventure for kids under 11-years-old please contact them at 519-309-0025 to book your child’s adventure.
WELCOME TO THE JUNGLE
Kidtastic Adventures Indoor Playground & Party Centre
BY CHRIS DICESARE
“W
elcome to the jungle, we’ve got fun and games, we got everything you want…..” is a
song lyric from a rock and roll anthem by Guns ‘N Roses. It could also aptly describe a
local entertainment facility for children in the Telephone City.
Kidtastic Adventures Indoor Playground & Party Centre caters to children who are 11-yeards-old
and younger with structures like a moon walk, bridge, crawl tubes, and slippery slides for younger
kids. For older children the playground has a sports court, several slides, cargo-net climb, crawl tubes,
mini-zip line, and much more.
The indoor playground that is modelled in a jungle theme is located at 625 Park Rd N. in Brantford and
they provide a safe, fun and exciting environment for group parties that can host up to 20 children.
The facility supports different all-inclusive packages that fit every budget and takes the headache
out of planning an event for kids. Kidtastic has individual and family membership rates too.
Kidtastic is an unsupervised play area and parents and caregivers are solely responsible for their
charges while in the centre, and supervision can be conducted from the comfortable seating that is
close to all the action.
Public play is available seven days a week, the facility has three party rooms to satisfy the needs
of the jungle participants, they host weekly craft activities for kids, and providing your own snacks is
permitted as long it is peanut-free.
Kidtastic Adventures is located at 625 Park
Rd N. in Brantford. To arrange your kid’s
party, school trip, or church social please call
519-309-0025 or visit the website at
www.kidtasticadventures.ca to learn more.
22
THE BUSINESS LINK
www.BusinessLinkBrantford.com
JULY/AUGUST 2010
CANADA’S TECHNOLOGY TRIANGLE INC.
Economic Development Organization promotes the benefits of doing business in the Waterloo Region.
BY SCOTT LESLIE
The Business Link
W
ith its extensive talent pool, stable economy, attractive climate and strategic position near international trade routes, the Waterloo
Region offers several benefits and incentives for
today’s businesses. And that certainly assists an
organization like Canada’s Technology Triangle
Inc. in promoting their Region as an ideal choice
for business.
Located at 260 King Street West in Kitchener,
Canada’s Technology Triangle Inc. (CTT) is a notfor-profit, public-private regional economic development partnership that markets the cities of Cambridge, Kitchener and Waterloo and the townships
of North Dumfries, Wellesley, Wilmot and Woolwich
to the world.
CTT offers a full range of free confidential
services to firms and individuals looking to
establish a business presence in Waterloo. For
instance, their team helps to arrange appointments between prospective businesses and the
necessary professionals and community leaders.
They provide detailed background on available
commercial and industrial sites in the Region, as
well as statistics and research on all the latest
economic, demographic and sector information.
CTT also works closely with the Economic Development departments of many municipalities,
business organizations and post-secondary educational institutions.
As a leading information provider and business
network facilitator, CTT is often the first point of
contact for companies looking to start-up, expand
or relocate to the Waterloo Region. However, CTT
is also committed to actively pursuing new business opportunities. In March, their team travelled
to Los Angeles and San Francisco to promote the
region as an ideal place to establish digital media
operations in North America. Like CTT’s name implies, Waterloo has become a world leader in the
high tech industry with everything from wireless
to Internet to production technology. Many lead-
ing firms such as Google, Sybase, Opentext, LSI
Logic and Research In Motion all have a strong
presence in the area.
In May, CTT also made its first business mission to
China in partnership with the University of Waterloo,
Wilfrid Laurier University and several local business
partners. The mission was an initial step towards
attracting business opportunities and talent to
the Waterloo Region and marketing its advanced
manufacturing, ICT, CleanTech and other high tech
industries to the Asian market.
CTT rarely sits still when it comes to planning
for the Region’s future. Their team is already preparing a delegation of local wind power firms and
research institutions to attend the Husum WindEnergy show in Husum, Germany this September. One
of the world’s largest wind energy trade fairs, this
event will feature over 800 wind energy companies and suppliers from 70 countries—and will
be an excellent opportunity for local wind firms
to secure meetings with potential partners and
business clients.
Many experts agree that the Waterloo Region
is growing into an economic powerhouse. In fact,
fDi (Foreign Direct Investment) magazine recently
named Waterloo the “Most Cost Effective” place
to do business in all of Canada. It’s impressive accolades like these that are really making investors
stand up and take notice. And with the dedicated
team at Canada’s Technology Triangle Inc. on its
side, the future of the Waterloo Region is looking
brighter all the time.
“CTT offers a full range of
free confidential services to
firms and individuals looking to establish a business
presence in Waterloo.”
For more information contact Canada’s
Technology Triangle Inc.:
Tel: 519.747.2541 or 1.866.233.5133
260 King Street West, 3rd Floor, Kitchener, ON
www.techtriangle.com info@techtriangle.com
About Canada’s Technology Triangle Inc
Canada’s Technology Triangle Inc (CTT),
established in 1987, is a not-for-profit, public/
private economic development partnership (6
municipalities, 21 corporate partners) representing
the Waterloo Region.
CTT operates in four areas:
1. Global marketing campaign: to make the Region
(Greater Toronto), Province, Country, and World
aware of the Waterloo Region as a place of profound opportunity.
CTT has two primary functions:
• To market the competitive advantages of the
Waterloo Region to the world; and
2. Business development: one-on-one interaction
with businesses and people to facilitate the investment process.
• To connect enterprising business and entrepreneurs to data and information/business networks
vital to business competitiveness and growth.
3. Data generation and management—to inform
the investment decision making process.
4. Private and public partnership development—to
leverage resources and work together to advance
economic development in the Region.
– techtriangle.com
JULY/AUGUST 2010
www.BusinessLinkBrantford.com
THE BUSINESS LINK
23