Month: September 2013

FieldEddy Aims to Continue Its Impressive Growth — from Within

Sam Hanmer says FieldEddy has switched gears from expanding by acquisition to growing organically.

FieldEddy spent much of the past decade growing a local insurance company into one of the industry’s top regional names.
EO Samuel Hanmer says he has no plans to stop growing, but the current strategy is much different than the game plan that saw FieldEddy acquire numerous small firms over the past 10 years, essentially tripling its sales volume.
“We’ve created a new five-year plan, which is to grow organically, as opposed to acquisitions. And that’s ongoing,” Hanmer said. “We’ve hired nine people — not all in sales, but primarily sales, because that’s how you grow an organization, with feet on the street.”
The firm looks much different today than it did when Hanmer came on board during the early 1990s, when the company was still known as Field, Eddy and Bulkley. His father was the majority owner, and Hanmer took a sales job with the firm. Over time, he also played a role on the financial side of the business, and when his father retired in 1995, he stepped into a leadership role.
Over the next several years, Hanmer formulated a growth strategy based on an industry trend — small insurance operations struggling to adjust to changes and technology and looking for exit strategies — and decided to grow the firm largely by acquisition. Starting in the early 2000s, FieldEddy acquired a number of such agencies, including the Curtis and Hodskins agencies in Monson, Aliengena in Palmer, LDS in Three Rivers, Meadows in East Longmeadow, BPI in Springfield, Remillard in South Hadley, Buckley Bridge in Windsor Locks, and Lawson, Marino & Bertera in Springfield.
“Back then, we had a five-year plan to double in size, and most of that was going to be through acquisition, along with some organic growth,” Hanmer told BusinessWest. “And we did better than double in those five years; we hit our goal and then some.”
Today, the agency that started as the Springfield Fire and Marine Insurance Co. in 1849 has grown to 70 employees, with offices in East Longmeadow, Monson, Ludlow, and South Hadley and a growing number of products for personal and commercial insurance lines and other financial services. And Hanmer expects more growth — although some of it might not be as visible as yet another acquisition target.

New Focus
Specifically, President Timm Marini said, “we’ve become internally focused a little bit more on process excellence,” which has included bringing in a human-resources director and a chief operations officer within the last year, as well as hiring people with specific expertise in areas like Affordable Care Act compliance, one of the major insurance issues on the horizon.
“We’ve also invested in our technology,” Marini said. “We’re revamping the website, and we’re building the physical hardware for new agency-management system software. It’s a whole one-year process to get everyone moved over. Like Sam said, we’ve grown significantly over the past 10 years, and now we’re piecing some of the parts back together.”
Hanmer said the agency is staffing up with a particular focus on three growth areas, or what he called “verticals.”
“One is health and human services; we’re going to get more aggressive around that,” he told BusinessWest. “Another is energy, which is another very strong and very fast-growing area — basically recycled energy, green energy, biomass. And the interesting part is, it’s taking us everywhere but Western Mass. — out to California, Chicago, Pennsylvania, New York, Tennessee. That’s very, very cool and a very interesting strategy for us.”
The third vertical, he noted, focuses on transportation-related businesses. All three have been targeted for their major growth potential, and FieldEddy is working on a revamped website to reflect these focus areas.
“We’re targeting niches,” Hanmer said. “We were very much generalists for years, so this is a big change, to be singularly focused on a few niches and be experts in those niches.”
Marini said some of the firm’s recent sales-staff additions are experts in those specific industries, who will then be able to provide mentorship within the company in those niches.
That’s not to say the personal (home, auto, life, and the like), commercial, and employee-benefit lines that have been the agency’s bread and butter won’t continue to grow as well. In addition, FieldEddy has expanded its financial-services offerings.
“A year ago, we hired a guy to do some financial services for us — 401(k)s, 403(b)s, life, high-end life insurance, variable annuities, buy-sell agreements, estate planning,” Hanmer said. “It’s kind of a natural transition for us. We had been resistant because of licensure aspects and oversight, but we got our arms around that.”
Added Marini, “it was very much something we always referred to others, but we came to a realization that, if we find the right people fit within our team, it could be a natural resource internally.”

Care Concerns
Like all insurance agencies, FieldEddy is well aware of the Affordable Care Act, or Obamacare, many provisions of which will come online and begin to affect employers over the next year.
“The challenge in the marketplace is responding to the Affordable Care Act,” Marini said, noting that many insurance companies have been scaling down their employee-benefit services because of uncertainty over how the law will be implemented and funded. “We’ve done the opposite and hired more support.”
Massachusetts may be less affected than other states, he added, because it went through its own health-insurance reform nearly a decade ago. In addition, FieldEddy belongs to United Benefit Advisors, a leading employee-benefits advisory organization and a key educational resource on the changing health-insurance climate. It’s the only agency in Western Mass. and one of just four in the Bay States to belong to UBA.
“It’s something we have to qualify for and re-qualify for every three years for recertification,” Marini said. “For us, it’s a huge leg up from an education standpoint and communication to our customers.”
Another intriguing development in the insurance industry centers on capacity, or the supply of insurance available to meet demand, and the way it has stayed surprisingly high in recent years, largely keeping rate increases at bay.
“We’re seeing a significant amount of capacity,” Marini said. “In the past, tough economic times saw a lot of consolidation of carriers and shrinking of capacity — folks not wanting to take risks, not wanting to insure. But even in this tough economy, we’re seeing a lot of carriers, a lot of capacity, which means they’re being aggressive.”
Added Hanmer, “there was a lot of talk industry-wide of rate increases, but because of capacity, we’re not necessarily seeing rate increases forthcoming.”
Customers regionally did see increases over the past couple of years stemming from the freak weather year of 2011, which began with damaging ice storms, followed by the June 1 tornadoes, a tropical storm in August, and a late-October snowstorm.
“We saw increases because [insurers] had significant losses,” Marini said. “Now we’re a couple of years away from the tornado; it affected all our business, both commercial and personal, but we’re seeing all of that kind of level off.”

Community Ties
Part of FieldEddy’s growing reach, Hanmer said, has been increasing involvement in the communities where it does business. That means supporting a host of agencies, including Cancer House of Hope, Holyoke-Chicopee Head Start, Human Resources Unlimited, the Ludlow Boys & Girls Club, and the YMCA of Greater Springfield, just to name a few.
The threads running through such organizations, Marini said, are health, education, and human services, reflecting the firm’s growing work in those sectors. “It makes sense. Those are our core values. You can’t serve those industries and not live them.”
He and Hanmer have been active on a number of boards, and they have also cultivated a culture where employees are encouraged to volunteer as well, even on work time.
“From museums to hospitals and clinics to Boys & Girls Clubs and YMCAs, we’re involved with a lot of these segments, and a lot of it started from our own volunteerism — kind of giving back and not forgetting our roots,” Marini said. “We’re local guys with a local business serving local people, and even as we branch out and do different things, we can’t forget the core of who we are.”
That culture of helping others is, in fact, a core value of the business itself, he said, crediting the team at FieldEddy with effectively communicating with clients about how they’re affected by the ever-shifting insurance landscape.
“We don’t get to execute these plans that Sam comes up with — sometimes in the middle of the night — without some talented folks on the team,” Marini told BusinessWest. “We don’t do anything alone.”
That kind of teamwork, Hanmer said, has helped guide FieldEddy to remarkable growth in the past decade, with more to come.
“There will be some acquisition along the way, but not as aggressive as we’ve been,” he said. “We doubled in five years, and our plan is to double again in five years, just in a different way, through organic growth.”

Joseph Bednar can be reached at [email protected]

PictureThis

Departments Picture This

Send photos with a caption and contact information to: ‘Picture This’ c/o BusinessWest Magazine, 1441 Main Street, Springfield, MA 01103 or to [email protected]

What’s in a Name?

The Loomis Communities recently held a grand reopening celebration at the former Reeds Landing campus to announce the new name of Springfield’s first continuing-care retirement community. Loomis Lakeside at Reeds Landing, as it will be known, offers independent living, assisted living, nursing care, and rehabilitative care all on one campus. The Loomis Communities acquired the campus in 2009 and has invested $3.2 million in infrastructure improvements. Pictured, from left, are state Rep. Angelo Puppolo; Springfield Mayor Domenic Sarno; Nancy Godbout, Loomis Lakeside at Reeds Landing administrator; Kay Sordillo, Loomis Communities board member; David Scruggs, Loomis Communities CEO; and state Sen. James Welch.

Eye on the Ball

The eyes of the sporting world were on downtown Springfield as the Naismith Memorial Basketball Hall of Fame celebrated its 2013 Enshrinement Ceremony on Sept. 8 at Springfield Symphony Hall. This year’s inductees included coaches Rick Pitino (pictured), Guy Lewis, Jerry Tarkanian, and Sylvia Hatchell; players Gary Payton, Bernard King, Dawn Staley, Richard Guerin, Oscar Schmidt, and Roger Brown; and contributors Russ Granik and E.B. Henderson.

Permanent Temps

Kelly Services, a workforce-solutions provider serving the employment and staffing needs of Western Mass. since 1995, recently celebrated its move to 1550 Main St., Suite 108, in downtown Springfield with a ribbon-cutting ceremony. Pictured, left to right, are Jeff Ciuffreda, executive director of the Affiliated Chambers of Commerce of Greater Springfield; Pamela Mendes, district manager for Kelly Services; Springfield Mayor Domenic Sarno; and, from Kelly Services, David Weeks, vice president of US Operations, Dawn Ford, regional vice president, and Vanessa Sitler, senior staffing supervisor.

Court Dockets

Court Dockets Departments

The following is a compilation of recent lawsuits involving area businesses and organizations. These are strictly allegations that have yet to be proven in a court of law. Readers are advised to contact the parties listed, or the court, for more information concerning the individual claims.

CHICOPEE DISTRICT COURT
Lancer Insurance Co. a/s/o GB Express Inc. v. Jasmine International Corp. and Robert E. Smith Jr.
Allegation: Trespass of property and negligence resulting in property damage to plaintiff’s trailer: $14,500
Filed: 7/17/13

HAMPDEN SUPERIOR COURT
Amy Hollowell v. C&S Wholesale Groceries and Hector Rivera
Allegation: Employment discrimination: $25,000
Filed: 6/21/13

KV Mechanical Construction and Restoration Co. v. Built Inc., Polymer Corp., and Manchem, LLC
Allegation: Non-payment of goods and services provided: $79,545
Filed: 7/10/13

Stephen A. Denoia v. Sears Holding Corp.
Allegation: Product liability. Stationary bike collapsed causing injury: $11,243.28
Filed: 7/17/13

HAMPSHIRE SUPERIOR COURT
Carrie Lagoy v. Cooley Dickinson Hospital
Allegation: Employment discrimination: $ 25,000+
Filed: 8/6/13

Derick Campbell v. Northampton Housing Authority
Allegation: Negligent maintenance of property causing slip and fall: $45,000
Filed: 8/9/13

NORTHAMPTON DISTRICT COURT
Integrys Energy Services Inc. v. William M. Collins, II d/b/a Spoleto Restaurant Group
Allegation: Breach of agreement, services rendered, unjust enrichment, and account annexed: $15,907.62
Filed: 8/13/13

PALMER DISTRICT COURT
Maple Crane Realty Inc. v Dorothy Fleishman d/b/a What’s Cooking Kids
Allegation: Unpaid commercial rent: $60,000
Filed: 7/11/13

SPRINGFIELD DISTRICT COURT
Ball Publishing Co. Inc. v. Joseph Hickson Jr. and Katherine Hickson d/b/a Private Garden Greenhouse
Allegation: Non-payment of advertising services rendered: $14,263.20
Filed: 7/17/13

Daniel Austin v. Pride Convenience Inc.
Allegation: Failure to pay wages: $25,000
Filed: 6/27/13

Reinhart Food Service v. George Eskander d/b/a/ Franklin Pizza
Allegation: Non-payment of goods sold and delivered: $6,860.01
Filed: 7/11/13

TBF Financial Inc. v. Puerto Rican Cultural Center
Allegation: Breach of lease agreement: $6,628.64
Filed: 6/27/13

Timothy Scott v. Vonage America Inc.
Allegation: Defendant breached contract without prior notice: $24,000
Filed: 7/27/13

Western Mass Electric Co. v. Safety Insurance Co. and Bryan Pasco
Allegation: Repair and replace electrical facilities: $7,376.78
Filed: 7/16/13

Chamber Corners: Upcoming Events

Chamber Corners Departments

ACCGS
www.myonlinechamber.com
(413) 787-1555

• Sept. 24: Pastries, Politics, and Policy, 8-9 a.m., at the TD Bank Conference Center, 1441 Main St., Springfield. For those political and policy junkies. Join us for our debut event featuring a policy expert and member of the Patrick administration for a breakfast and roundtable discussion. Reservations are $15 for members, $25 for general admission. Reservations may be made online at www.myonlinechamber.com or by calling Cecile Larose at (413) 755-1313.
• Oct. 1: Rake in the Business Tabletop and Business Networking Event, 4:30-7 p.m., at the Castle of Knights, Chicopee. This unique tabletop showcase provides businesses and organizations with an affordable opportunity to exhibit their products and services. Presented in collaboration with the Greater Chicopee, Holyoke, and Westfield chambers of commerce. Exhibitor space is $100 and includes an 8-foot table, two exhibitor passes, and six complimentary passes for admission. Reservations to attend are $5. Reservations may be made online at www.myonlinechamber.com or by calling Cecile Larose at (413) 755-1313.
• Oct. 2: Business@Breakfast, 7:15-9 a.m., at the Log Cabin in Holyoke. Speed Networking — join us for our take on speed dating, a fast-paced way for you to work the room, making 50 new contacts at one breakfast. Get your elevator speech ready for this unique event. Sponsored by Series Sponsor Masiello Employment Services. Reservations are $20 for members, $30 for general admission. Reservations may be made online at www.myonlinechamber.com or by calling Cecile Larose at (413) 755-1313.
• Oct. 9: Lunch ‘n’ Learn, 11:30 a.m.-1 p.m., at One Financial Plaza Community Room, 1350 Main St., Springfield. The program, “Birds Tweet, but Should You? Is Social Media Right for Your Business?” will discuss strategies behind using social media, determining your return on investment and tips on how to best deploy social media to your advantage. Reservations are $20 for members, $30 for general admission, and includes networking time and a boxed lunch. Reservations may be made online at www.myonlinechamber.com or by calling Cecile Larose at (413) 755-1313.
• Oct. 24: A Chocolate Affair, 6-9 p.m., at Chez Josef in Agawam. Indulge yourself in chocolate, shopping, and networking. Presented by the Professional Women’s Chamber, an affiliate of the ACCGS. Exhibitor space is $70. Reservations to attend are $40. Reservations may be made online at www.myonlinechamber.com or by calling Cecile Larose at (413) 755-1313.
• Oct. 25: Super 60, 11:30 a.m.-1:30 p.m., at Chez Josef in Agawam. Celebrate the region’s top-performing companies. Now, in its 24th year, this awards program celebrates the success of the fastest-growing privately owned businesses in the region that continue to make significant contributions to the strength of the regional economy. Presented by Health New England with support from Hampden Bank, Sullivan Hayes & Quinn, the Republican, and WWLP-TV 22. Reservations are $50 for members, $70 for general admission. Reservations may be made online at www.myonlinechamber.com or by contacting Cecile Larose at (413) 755-1313.

AMHERST AREA CHAMBER OF COMMERCE
www.amherstarea.com
(413) 253-0700

• Sept. 25: Chamber After 5 at Florence Savings Bank, Block Party, 5-7 p.m. Hosted by and sponsored by Florence Savings Bank, 385 College St., Amherst. Explore the whole group of businesses at Amherst Crossing: Amherst Pharmacy, Coldwell Banker-Upton Massamont Realtors, and Pioneer Valley Ideal Weight Loss. Enjoy tasty treats from Portabella Catering. Admission: $10 for members, $15 for non-members. RSVP to [email protected].
• Oct. 3: Amherst Area Chamber Annual Awards Dinner, 5:30-9 p.m., at the UMass Student Union Ballroom. Presented by PeoplesBank. Sponsored by J.F.Conlon & Associates. Legacy Award: John Coull; Lifetime Achievement in Business: Ronald Nathan, Amherst Insurance Agency/the Nathan Agencies; Community Service: Family Outreach of Amherst; Chamber MVP: Cinda Jones, W.D. Cowls Land Co. Admission: $75 per ticket.
• Oct. 18: Legislative Breakfast, 7:15-9 a.m., at the Lord Jeffery Inn. Sponsored by Western Massachusetts Electric Co. Admission: $15 for members, $20 for non-members.

GREATER EASTHAMPTON CHAMBER OF COMMERCE
www.easthamptonchamber.org
(413) 527-9414

• Oct. 1: GRIST — Get Real Individual Support Today, 9-10 a.m. at the Greater Easthampton Chamber of Commerce, 33 Union St., Easthampton. The GRIST group is a free member benefit, an ongoing small group of folks who meet regularly to share ideas and get advice on the daily challenges of running a successful business. RSVP to group leaders Derek Allard at [email protected] or (413) 282-9957, or Fran Fahey at [email protected] or (413) 529-1189. Free to chamber members and future members.
• Oct. 8: Mayoral Forum, 6 p.m., Eastworks Meeting Space, Suite 160, 116 Pleasant St., Easthampton. Learn about the Easthampton mayoral candidates’ views on business and their plans for the future of Easthampton. Free and open to the public.
n Oct. 10: Networking by Night Business Card Exchange, 5-7 p.m. Hosted and sponsored by Cernak Buick, 102 Northampton St., Easthampton. Hors d’ouevres, beer, and wine available. Door prizes. Tickets: $5 for members, $15 for future members.
• Oct. 15: GRIST — Get Real Individual Support Today, 9-10 a.m. at the Greater Easthampton Chamber of Commerce, 33 Union St., Easthampton. The GRIST group is a free member benefit, an ongoing small group of folks who meet regularly to share ideas and get advice on the daily challenges of running a successful business. RSVP to group leaders Derek Allard at [email protected] or (413) 282-9957, or Fran Fahey at [email protected] or (413) 529-1189. Free to chamber members and future members.
n Oct. 21: Celebrity Bartenders Night, 6-9 p.m., at Opa-Opa Steakhouse & Brewery, 169 College Highway, Southampton. Join us for a night of fun with local celebrities mixing drinks. Tips benefit the chamber’s holiday lighting fund. Raffles and more fun. Admission: free.

HOLYOKE CHAMBER OF COMMERCE
www.holycham.com
(413) 534-3376

• Sept. 24: “The Power of E-mail Marketing,” bonus session: “Getting Started with Constant Contact E-mail Marketing,” from 8:30 (registration) to 10 a.m., at the Greater Holyoke Chamber of Commerce Executive Conference Room, 177 High St., Holyoke. Sponsored by PeoplesBank and the Republican. Attendance is free. For reservations, call the chamber office at 413-534-3376.
• Oct. 1: Table Top Showcase, 4:30-7 p.m., at the Chicopee Castle of Knights. Four area chambers — Greater Holyoke, Chicopee, Westfield, and the ACCGS — are getting together to present a tabletop mini-trade show. Tables cost $100. Call the Holyoke Chamber at (413) 534-3376 to secure your table.
• Oct. 3: “Ask a Chamber Expert: the Basics of Blueprint Reading,” 8:30-10 a.m., at the Greater Holyoke Chamber of Commerce, Executive Conference Room, 177 High St., Holyoke. Learn how to define different types of scales used on drawings; identify the height, width, and length dimensions of a drawing; interpret the various symbols and notations used on a drawing; distinguish between plan, elevation, section, and detail views; and become familiar with basic plan-reading terminology. Price includes a continental breakfast. Cost: $10 for members; $25 at the door and for non-members. Call the chamber at (413) 534-3376 to sign up.
• Oct. 9: Autumn Business Breakfast, 7:30-9 a.m., at the Log Cabin. Sponsored by the Republican and Holyoke Medical Center. Recognizing new members, business milestones, and networking breakfast meeting. Cost: members, $22 in advance, $28 at the door. Call the chamber at (413) 534-3376 to sign up.
• Oct. 16: Chamber After Hours, 5-7 p.m., at the Center for Health Education, 404 Jarvis Ave., Holyoke (former Grynn & Barrett Studios). Business networking event to take place at HCC’s newest education facility. Networking, 50/50 raffle, and door prizes. Cost: $10 for members, $15 for the public. Call the chamber at (413) 534-3376 to sign up.
• Oct. 22: Social Media with Constant Contact Workshop, 8:30-10:30 a.m., at the Greater Holyoke Chamber of Commerce, Executive Conference Room, 177 High St., Holyoke. Sponsored by PeoplesBank and the Republican. This information-packed seminar offers a basic review of the essential strategies and best practices a business or organization should understand to successfully get started with social-media marketing. Admission is free. Brought to you by Constant Contact. For reservations, call the chamber office at (413) 534-3376.
• Oct. 30: Manufacturing Breakfast, 7:30-9:30 a.m., at the Wherehouse, 109 Lyman St., Holyoke. For reservations, call the chamber office at (413) 534-3376.

MASSACHUSETTS CHAMBER OF COMMERCE
www.massachusettschambersofcommerce.com
(413) 525-2506

• Nov. 12: Massachusetts Chamber of Commerce Annual Meeting & Awards Luncheon, 9 a.m. registration, at the DoubleTree, Westborough. For more information on ticket sales and sponsorship opportunities, call the chamber office at (413) 525-2506 or e-mail [email protected].

GREATER NORTHAMPTON CHAMBER OF COMMERCE
www.explorenorthampton.com
(413) 584-1900

• Sept. 26: Business Planning Workshop, 3:30-5 p.m., at the Northampton Chamber, 99 Pleasant St., Northampton. Presented by the staff of the Franklin County Community Development Corp. This 90-minute session informs business owners about business planning, the loan process, where to get help, and how to launch a food product and use the Western MA Food Processing Center. Learn about available resources and walk out knowing your next step. Admission is free, but space is limited. RSVP to [email protected].
• Sept. 25: Incite Information, 7:30-9 a.m., at Look Park: the Garden House. Hosted by the Greater Northampton Chamber of Commerce. Sponsors: United Personnel, Webber & Grinnell, and Six-Point Creative Works. The speaker will be state Sen. Senator Stan Rosenberg. Incite Information is a four-part series on the future of business in the Pioneer Valley. The format and topics were developed from a survey of chamber members, in which it was clear that business leaders are looking for more avenues for relevant and highly local information that will help them make decisions more effectively. The series will include expert speakers who will address big issues with a local mindset. Topics for this year will include economic development, high-speed transportation, higher education, and the impact of work culture. Cost: $20 for members, $30 for non-members. RSVP required. To register, contact Esther at [email protected].
• Oct. 2: Annual Chamber Open House, 5-7 p.m. Sponsors: Innovative Business Systems, Pioneer Training, and Crocker Communications. The chamber’s largest fall networking event, the open house is designed to introduce prospective members to the chamber and its members. Cost: $10 for members, $15 for non-members. RSVP to Esther at [email protected].
• Oct. 8: Business to Customer Marketing Workshop: “On-the-spot Marketing Tips for Increasing Foot Traffic,” 1-3 p.m. Hosted and sponsored by the Greater Northampton Chamber of Commerce. Presented by the Creative Marketing Group. The Creative Marketing Group will meet with you and your fellow retail business owners and managers at our conference-room table, listen to your marketing and communications concerns, and help you brainstorm practical, professional solutions on the spot. Learn more about how to strategize, advertise, brand, and promote your business, reach the media, and maximize your message in person, in print, and online. Cost: free, but pre-registration is required, and space is limited. To register, contact Esther at [email protected]
• Oct. 22: Business to Business Marketing Workshop, 3:30-5 p.m., at the Greater Northampton Chamber of Commerce. Cost: free, but pre-registration is required, and space is limited. To register, contact Esther at [email protected].
• Nov. 6: Arrive@5 Chamber Networking Event, 5-7 p.m. Hosted by the World War II Club. Sponsors: Homeward Vets. Catered by Big Kats Catering. The chamber will be collecting donations for Homeward Vets. A list of needed donations will be posted on its website. Cost: $10 for members, $15 for non-members. RSVP to Esther at [email protected].

WEST OF THE RIVER CHAMBER OF COMMERCE
www.ourwrc.com
(413) 426-3880

• Sept. 26: Coffee with Mayor Cohen, 8-9:30 a.m., at the OMG Training Center, 604 Silver St. Agawam. For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected].
• Oct. 2: Wicked Wednesday, 5-7 p.m., at Westfield Bank, 655 Main St., Agawam. Wicked Wednesdays are monthly social events hosted by various businesses and restaurants. These events bring members and non-members together to network in a laid-back atmosphere. Free for chamber members, $10 for non-members. Event is open to the public, but non-members must pay at the door. For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected].
• Oct. 10: West Springfield Mayoral Debate, 6-8 p.m., at West Springfield City Hall. Event is open to the public and free for both members and non-members. For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected].
• Oct. 17: Business with Bacon, 7-9 a.m., at Crestview Country Club. Speaker: Gaming Commissioner Bruce Stebbins. Cost: $25 for chamber members, $30 for non-members. For more information, contact the chamber office at (413) 426-3880, or e-mail [email protected].
• Oct. 23: Business to Business Expo, hosted by the West of the River Chamber, the North Central CT Chamber, the Bradley Regional Chamber, and the East Windsor Chamber, 4:30-7:30 p.m. Hosted by Holiday Inn, Enfield. Cost: $100 for a six-foot table if you are a member of any chamber and pay in full by Sept. 27, or $150 for a six-foot table if you are not a member of any chamber or do not pay in full by Sept. 27. For more information, contact the chamber office at (413) 426-3880, or email [email protected].

GREATER WESTFIELD CHAMBER OF COMMERCE
www.westfieldbiz.org
(413) 568-1618

• Oct. 7: Mayor’s Coffee Hour, 8-9 a.m., at the Forum House, 55 Broad St., Westfield. Mayor Knapik will speak about all that is happening around Westfield and field questions. Free and open to the pubic. To register, call Pam Bussell at the chamber office at (413) 568-1618, or e-mail [email protected].
• Oct. 9: October WestNet Connection, 5-7 p.m., at East Mountain Country Club, 1458 East Mountain Road, Westfield. An evening of networking; don’t forget your business cards. Complimentary hors d’oeuvres and cocktails. Walk-ins are welcome. Tickets: $10 for members, $15 cash for non-members. To register, call Pam Bussell at the chamber office at (413) 568-1618, or e-mail [email protected].

People On the Move

Departments People on the Move

Burkhart Pizzanelli, P.C. a certified public accounting firm in West Springfield, announced that Deborah Penzias and Julie Quink have been admitted as partners to the firm. They join partners Richard Burkhart, Salvatore Pizzanelli, and Thomas Pratt. Penzias, who joined the firm in 1998, is a graduate of the State University of New York at Oswego with a BS in Accounting, and has more than 25 years of experience in public accounting. She services a diverse client base and specializes in the taxation, accounting, consulting, and information-technology areas of the practice. She serves on the finance committee of Beit Ahavah, and was formerly on the board of directors and the finance committees of Congregation B’nai Israel and the Lander Grinspoon Academy — the Solomon Schechter School of the Pioneer Valley. Quink has more than 20 years of experience in public accounting and three years in private, corporate accounting. She joined the firm in 2011 and is a graduate of Elms College with a BS in Accounting. She specializes in the accounting and auditing, financial-reporting, and litigation-support segments of the practice.
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Florence Savings Bank recently announced the promotion of Michelle Bennett to Vice President. Bennett has been the bank’s Security Officer since 2007, where she oversaw all aspects of security for the bank’s offices and ATM locations, including fraud prevention and mitigation for customers’ accounts. In that position, Bennett implemented a number of programs designed to protect customers, including FraudWatch Plus, a state-of the art fraud-detection and protection system for debit cards that electronically monitors transactions looking for suspicious or fraudulent actively, and she initiated programs to train bank staff on the recognition and detection of fraudulent situations, including elder exploitation. Bennett also created a number of education programs to help customers and members of the public prevent fraud; the most notable of these programs is FSB Shred Days. She attended Westfield State University, where she earned a BA in English with a concentration in literature.
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Janet Casey, Principal of Marketing Doctor, a full-service advertising agency in West Springfield, was recently selected for a two-year term as a National Delegate from Massachusetts to Vision 2020, a national organization based in Philadelphia that is committed to achieving women’s economic and social equality through specific goals. Casey will join Carla Oleska, Executive Director of the Women’s Fund, as a Massachusetts delegate, leading projects in the Commonwealth and across the country to accelerate leadership among women and men to reach a new dimension of American excellence by the year 2020, the centennial celebration of the 19th Amendment, which granted women the right to vote. Vision 2020 is comprised of 100 delegates from across the country.
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Monson Savings Bank recently announced the promotion of Karen Cartier to Assistant Vice President, Collections, and Fraud Officer. Cartier, who joined Monson Savings in 2001, has served the banking industry for more than 20 years, beginning her career as a part-time collector. She was promoted to Collections & Fraud Officer in 2006. She currently serves as president of the Security Loss Prevention Assoc. of Massachusetts and is a River East School to Career student mentor. Serving on The March of Dimes board of directors, she has been the chair or co-chair of the Chef’s Signature Auction for the March of Dimes for several years, and is the co-founder of the Forever in Our Hearts Charity Fund to benefit Shriners Hospitals for Children.
•••••
The Springfield-based law firm Robinson Donovan P.C. announced that the following attorneys were recently named by their peers to Best Lawyers in America 2014:
• James Martin — franchise law, real-estate law;
• Jeffrey McCormick — personal injury litigation (plaintiffs), personal-injury litigation (defendants);
• Carla Newton — family law;
• Nancy Frankel Pelletier — personal-injury litigation (defendants);
• Patricia Rapinchuk — employment law (management), litigation labor, and employment;
• Jeffrey Roberts — corporate law, trusts and estates; and
• Richard Gaberman — corporate law, real-estate law; tax law; trusts and estates. Gaberman was also named a Best Lawyers’ 2014 Springfield, Mass. Lawyer of the Year for trusts and estates.
•••••
Amy Royal, founding Senior Partner and head of the litigation department of Royal LLP, the woman-owned, management-side labor and employment law firm in Northampton, has been appointed to the board of the Mass. State Council, the state chapter of the national organization Society for Human Resource Management. SHRM is the world’s largest association devoted to human-resource management, serving the needs of HR professionals and advancing the interests of the HR profession.
•••••
Skoler, Abbott & Presser, P.C., a Springfield-based labor and employment law firm, announced that four of the firm’s attorneys were recently selected by their peers for inclusion in The Best Lawyers in America 2014. Additionally, Ralph Abbott was named the Best Lawyers 2014 Springfield, Mass. Labor Law – Management Lawyer of the Year for the second time in three years, succeeding Jay Presser, who was named best in that category last year.
• Ralph Abbott Jr., a partner since 1975, represents management in labor relations and employment-related matters, providing employment-related advice to employers, assisting clients in remaining union-free, and representing employers before the National Labor Relations Board;
• Jay Presser has more than 35 years of experience litigating employment cases and has successfully defended employers in civil actions and jury trials and handled cases in all areas of employment law, including discrimination, sexual harassment, wrongful discharge, wage and hour, FMLA, ERISA, and defamation;
• John Glenn, a partner since 1979, represents management in labor relations and employment-related matters. In addition to providing employment-related advice to employers, he assists clients in remaining union-free and represents employers before the NLRB; and
• Timothy Murphy, partner in the firm, joined Skoler-Abbott after serving as General Counsel to an area labor union and serving as an Assistant District Attorney for the Hampden County District Attorney’s Office. His practice includes labor relations and employment litigation, as well as employment counseling.
•••••
Springfield College announced the following:
• Pam McCray was named Assistant Director of Sports Communications and will help facilitate all aspects of media and sports information relating to the 26 intercollegiate men’s and women’s sports teams at the school. McCray joins the Springfield College Athletic Department after a tenure as a sports reporter for the Republican masslive.com. Along with her print media experience, McCray served as a production assistant for ABC 40/Fox 6 in Springfield. McCray is currently working on her MS at Springfield College, majoring in physical education and athletic administration. Prior to enrolling at SC, McCray earned a BS in communications and mass media from Western New England University in 2010.
• Richard Wood, who has been a faculty member since 2007 in the Department of Exercise Science and Sport Studies, was named the new Director of the Center for Wellness Education and Research (CWER), which is housed in the Springfield College School of Health, Physical Education and Recreation. During his tenure, Wood has been educating in the area of nutrition and conducting research related to lifestyle modification in the treatment of chronic metabolic disease. Prior to his time at SC, he served as a postdoctoral research associate at the University of Pittsburgh School of Medicine in the Division of Endocrinology and Metabolism. Wood earned a Ph.D. in nutritional science from the University of Connecticut in 2006, his MS in applied exercise science in 2001, and BS in 1999 in athletic training from Springfield College.

Doing Business as Certificates

DBA Certificates Departments

The following Business Certificates and Trade Names were issued or renewed during the month of and September 2013.

AGAWAM

Auto Consultants
11 Maynard St.
Peter Gallagher

Cassandra Murray
430 Main St.
Cassandra Murray

Rain or Shine Flyer Distribution
438 Springfield St.
Sean Navin

V.M. Double Power
16 Sycamore Terrace
Vitaliy Mokan

CHICOPEE

Basics Plus Mini Mart
190 East St.
Ahmad Amin

Computer Solutions
73 Park St.
Jerrard McCarthy

Prime Time Fitness & Nutrition
220 Fuller Road
Sergio Amaral

EASTHAMPTON

DWB Services
25 East Green St.
David Bouder Jr.

Happy Face Crochet
1 Mayher St.
Naomi Longo

Natural Vitality
123 Union St.
Lenore Anderson

Pad Printing Plates New England Inc.
1 Cottage St.
Michael Macleod

Sunny Avenue Arts Studio
150 Pleasant St.
JoAnne Lucia

HOLYOKE

ABC Sales & Service
621 South Canal St.
Robert J. Celi

American Eagle Outfitters
50 Holyoke St.
Scott Griffith

Dam Café
27 Myrtle Ave.
Michael E. McMahon III

Holyoke Nails
5 Cabot St.
Quyen Nguyen

Real China Restaurant
1529 Northampton St.
Zijian Yan

T’s Zone, LLC
50 Holyoke St.
Thomas Clarke

NORTHAMPTON

Barton’s Angels Inc.
144 Riverbrook Road
Nancy Whitley

GeoPilot Service
71 Federal St.
Scott Girard

Northampton Auto Wholesale Inc.
139 Damon Road
Luis Leyva

Northampton Psychotherapy
8 Crafts Ave.
Nicholas Boutros

The Mirage Group
16 Market St.
Gary Richardson

The Overlook Health Center
222 River Road
Mary Uschmann

The Town Bike
243 King St.
Taylor Gallerani

PALMER

Black Bay Ventures, LLC
22 Mount Dumplin Road
Robert Logan

Dark Star Emporium
1343 Main St.
Erich Becker

Firefighting Equipment
2146 Main St.
Alan Fauteux

Ganesha Institute
75 Griffin St.
Saskia Cote

Perfection Pools Unlimited
1826 Central St.
Mark Bouthier

Zourra Designs
2 Green St.
Farida Ellouizi

SOUTHWICK

First Step Therapy
11 Pearl Brook Road
Nancy Psholka

Oak Ridge Logging
48 Lakeview St.
Matthew Kurowski

SPRINGFIELD

Katie Pacheco
1523 Wilbraham Road
Katie Pacheco

Ken Martin HVAC
282 Main St.
Hugh K. Martin

Linguistics
32 Ashmun St.
Lydia Lopez

Luz Lopez Consulting
471 Dickinson St.
Luz Z. Lopez

Macy’s Retail Holdings
1655 Boston Road
Stephen O’Bryan

Main Connection
2670 Main St.
Jacqueline Alban

Michele Howe’s Trucking
174 Powell Ave.
Michele L. Howe

Midtown Barber & Styling
976 Main St.
Jesse Michael

MMY Convenience Inc.
295 Allen St.
Zeiad Zaitoun

Neveteg Graphic Solutions
580 St. James Ave.
Gary Beaudry

New Generation Environment
99 Mill St.
Hector Suarez

NN Realty
91 Aspen Road
Nga Nguyen

Pampered Tresses
63 Bretton Road
Erika M. Clarke

Phenomenal Looks
680 Sumner Ave.
Ysabel Santana

Preferred Domestics Clean
70 Shumway St.
Gloria J. Durant

Puerto Rico Bakery
2917 Main St.
Aida L. Rodriguez

Quo Solus
235 State St.
Joseph Valentine

RYS Family Fashion
2460 Main St.
Luis E. Liriano

RJ Majowicz Electrical
65 Main St.
Robert J. Majowicz

Shooting Star Dance Center
1196 Parker St.
Carol A. Boardway

Springer’s Oil, LLC
40 Wisteria St.
Samuel S. Springer

Springfield’s Finest
427 State St.
Angel L. Castillo

Sublime Plus Inc.
152 Belmont Ave.
Usman Malik

Sunshine Cleaning and All
49 Andrew St.
Latoya Smith

Tazmania Gym Boxing
279 Mill St.
Juan Melendez

Thai Multi-Services
133 Vermont St.
Duong N. Thai

Therapeutic Massage
59 Wexford St.
Beth A. Morin

TMB Consultants
24 Dorne St.
Thomas M. Belton

Tufts Insurance Company
1441 Main St.
Tufts Insurance Company

Vemma413
63 Connecticut Ave.
Brandon Henry

WEST SPRINGFIELD

Bay State Instrument Repair
248 Elm St.
Carl G. Ippolito

Cosmoprof
1053 Riverdale St.
Kara Gamache

Elegant Nail
634 Kings Highway
Lien T. Tran

Global Sports Unlimited
1434 Memorial Ave.
Sergey Adamayan

Graphic Printing Company
233 Western Ave.
Enfield Printing

Integrative Health & Wellness
1111 Elm St.
Kathleen Marle

J.H. Miller Framing
86 Elm St.
James P. Hutchinson

Jumpin Jax Rentals, LLC
79 Wayside Ave.
Jamzson Quist

Life Uniform
935 Riverdale St.
Healthcare Uniform

Martin’s Upholstery
811 Memorial Ave.
Martin A. Dean

Mike’s Auto Service
173 River St.
Michael W. Zabik

Parsons Sewing Connection
2005 Riverdale St.
Marlene P. Warren

Sweeney Associates
84 Cedar Woods Glen
Kathleen H. Sweeney

The Official Cuts Barber
715 Main St.
Gabriel Martinez

Bankruptcies

Bankruptcies Departments

The following bankruptcy petitions were recently filed in U.S. Bankruptcy Court. Readers should confirm all information with the court.

Abysalh, Jason G.
Abysalh, Carrie E.
94 Fairview Park Road
Sturbridge, MA 01566
Chapter: 7
Filing Date: 08/28/13

Arce, Elizabeth T.
34 Maple St.
Chicopee, MA 01020
Chapter: 13
Filing Date: 08/23/13

Baribeau, Robert R.
25 Norma St.
Palmer, MA 01069
Chapter: 13
Filing Date: 08/26/13

Bourgeois, Florence Joan
281 Chauncey Walker St.
Lot 341
Belchertown, MA 01007
Chapter: 7
Filing Date: 08/23/13

Colon, Luis R.
25 Warner St.
Springfield, MA 01108
Chapter: 13
Filing Date: 08/28/13

Corkum, Robert L.
82 Pequoig Ave.
Athol, MA 01331
Chapter: 13
Filing Date: 08/29/13

Corriveau, Mary A.
73 Hendrick St.
Easthampton, MA 01027
Chapter: 7
Filing Date: 08/27/13

Depson, Craig Francis
31 Albermarle Road
Pittsfield, MA 01201
Chapter: 7
Filing Date: 08/19/13

DiCarlo, Judith E.
40 Woods Ave.
Holyoke, MA 01040
Chapter: 7
Filing Date: 08/23/13

DiPenta, Kimberly Ann
a/k/a Cormier, Kimberly Ann
PO Box 60083
Florence, MA 01062
Chapter: 7
Filing Date: 08/28/13

Dobson, Robin A.
38 Hubbard Ave.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 08/27/13

Garrant, Buffie A.
38 Converse St.
Palmer, MA 01069
Chapter: 7
Filing Date: 08/26/13

Goodwin A/K/A Rodriguez, Carmen Delia
80 Pheasant Hill Dr.
Feeding Hills, MA 01030
Chapter: 7
Filing Date: 08/20/13

Greenleaf, Kathleen M.
9 Lakewood Dr.
Lake Onota Village
Pittsfield, MA 01201
Chapter: 7
Filing Date: 08/27/13

Hamel, John J.
Hamel, Susan J.
201 West State St.
Granby, MA 01033
Chapter: 7
Filing Date: 08/23/13

Harris, Eileen M.
236 Sunrise Terrace
Springfield, MA 01119
Chapter: 7
Filing Date: 08/30/13

Hartnett, Richard B.
199 Meadow St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 08/27/13

Jacobs, Angela J.
a/k/a Hall, Angela J.
234 Main St., Apt A
Monson, MA 01057
Chapter: 7
Filing Date: 08/27/13

Josefiak, Deborah M.
110 Towne St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 08/23/13

Joubert, Jessica L.
10 Harwich Road
East Longmeadow, MA 01028
Chapter: 7
Filing Date: 08/23/13

Keating, Wayne W.
Keating, Linda A.
a/k/a Barnard, Linda A.
184 North St.
Agawam, MA 01001
Chapter: 7
Filing Date: 08/28/13

Kibbie, Kimberley J.
a/k/a Pajak, Kimberley J.
a/k/a Wright, Kimberley J.
34 Hearthstone Terrace
Chicopee, MA 01020
Chapter: 7
Filing Date: 08/23/13

Lariviere, Russell J.
19 Parkin St.
Springfield, MA 01104
Chapter: 7
Filing Date: 08/22/13

Lonczak, Daniel W.
Lonczak, Lisa M.
73 Bonneville Ave.
Chicopee, MA 01013
Chapter: 13
Filing Date: 08/29/13

Lukasik Construction
Lukasik, Timothy R.
Lukasik, Melissa J.
a/k/a Richard, Melissa J.
12 Spence St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 08/26/13

Lynde-Williamson, Rebecca M.
a/k/a Rushford, Rebecca M.
a/k/a Tactuk, Rebecca M.
66 Montague City Road
Greenfield, MA 01301
Chapter: 7
Filing Date: 08/27/13

Maciolek, Kevin R.
40 Conrad St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 08/26/13

Marcoux, Laura A.
162 Mallard Circle
Agawam, MA 01001
Chapter: 7
Filing Date: 08/23/13

Martineau, Jason G.
80 Irving St.
West Springfield, MA 01089
Chapter: 13
Filing Date: 08/27/13

Marvici, Anthony D.
89 Kensington St.
Feeding Hills, MA 01030
Chapter: 13
Filing Date: 08/22/13

McCarthy, Steven R.
McCarthy, Debra E.
a/k/a Soulier, Debra E.
1241 East St.
Ludlow, MA 01056
Chapter: 13
Filing Date: 08/30/13

Mead, Brian J.
106 Plunkett St.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 08/29/13

Mleczko, Edward Joseph
Parks-Mleczko, Nancy Ellen
20 Walnut St.
Turners Falls, MA 01376
Chapter: 7
Filing Date: 08/21/13

Monczka, Robert W.
Monczka, Faye L.
1545 East Mountain Road
Westfield, MA 01085
Chapter: 13
Filing Date: 08/18/13

Noyes, Eric R.
Noyes, Denise M.
65 Broz Terrace
Feeding Hills, MA 01030
Chapter: 7
Filing Date: 08/27/13

Petroff, Suanne
73 Mill Village Road
South Deerfield, MA 01373
Chapter: 7
Filing Date: 08/30/13

Pietras, Richard A.
53 Cabot St., Apt. 2B
Chicopee, MA 01013
Chapter: 7
Filing Date: 08/23/13

Polite, Maurice
1281 Plumtree Road
Springfield, MA 01119
Chapter: 7
Filing Date: 08/27/13

R & S Service Enterprises
Family Asset Holdings, Inc.
Three S Realty Trust, LLC
The Brass Tap
Laurin, Richard R.
24 Roosevelt Ave., 3rd Fl.
Chicopee, MA 01013
Chapter: 7
Filing Date: 08/30/13

Reeves, Kelly L.
44 Larkspur St.
Springfield, MA 01108
Chapter: 7
Filing Date: 08/23/13

Rule Transportation
Rule, Thomas M.
Rule, Joan D.
a/k/a McCormick, Joan D.
5 Everett St.
Easthampton, MA 01027
Chapter: 7
Filing Date: 08/21/13

Sanchez, Isidoro R.
Sanchez, Francisca A.
53 White St.
Springfield, MA 01108
Chapter: 13
Filing Date: 08/24/13

Sheremet, Lyubov
28 Worcester St.
West Springfield, MA 01089
Chapter: 7
Filing Date: 08/22/13

Simons, Scott M.
Simons, Mary L.
1016 Fred Snow Road
Becket, MA 01223
Chapter: 7
Filing Date: 08/27/13

Stark, Margaret J.
55 Kittredge Dr.
Westfield, MA 01085
Chapter: 7
Filing Date: 08/27/13

Steiner, Arnold F.
28 Chestnut St.
Turners Falls, MA 01376
Chapter: 7
Filing Date: 08/28/13

Sulisz, Diane M.
73 Strong St.
Easthampton, MA 01027
Chapter: 7
Filing Date: 08/28/13

Sullivan, Colleen A.
a/k/a Lippiello, Colleen A.
1471 Northampton St.
Holyoke, MA 01040
Chapter: 7
Filing Date: 08/26/13

Szulc, Renata A.
20 Donlyn Dr.
Chicopee, MA 01013
Chapter: 7
Filing Date: 08/28/13

Tatro, Josh R.
60 Willow Lane
Wales, MA 01081
Chapter: 7
Filing Date: 08/22/13

Thibodeau, Edward
78 Oak St.
Indian Orchard, MA 01151
Chapter: 7
Filing Date: 08/25/13

Walker, Charlene R.
2284 Main St.
Three Rivers, MA 01080
Chapter: 7
Filing Date: 08/26/13

Warrington, Robert H.
Warrington, Margaret A.
44 Squier St.
Palmer, MA 01069
Chapter: 7
Filing Date: 08/20/13

Building Permits

Building Permits Departments

The following building permits were issued during the month of September 2013.

AGAWAM

Robert Fagin
700 Silver St.
$175,000 — Install new roof system

CHICOPEE

AM Lithography
694 Center St.
$58,000 — Exterior renovations

City of Chicopee
115 Baskin Ave.
$85,000 — Remodel DPW offices

First Spiritualist Church
465 Granby Road
$22,000 — Install new fire alarm system

Fishman Realty Trust
639 Memorial Dr.
$785,000 — Construct new drive-thru restaurant

HCS Headstart
30 Griffith Road
$6,000 — Interior renovation

HD Development
655 Memorial Dr.
$65,000 — Remodel bathroom

Lady of the Elm’s
291 Springfield St.
$158,000 — Interior renovations

Riverbend Medical Group
444 Montgomery St.
$96,000 — Renovate existing space

Riverbend Medical Group
444 Montgomery St.
$150,000 — Remodel dermatology area

EASTHAMPTON

Donald Lamoureaux
60-62 Main St.
$14,000 — Install exhaust system for commercial kitchen

Kevin Perrier
123-133 Union St.
$29,000 — Tenant space build out

Russell Braen
82 Park Hill Road
$88,000 — Addition for accessible toilets

Peter Tobin
54 O’Neil St.
$56,000 — Re-roof

SOUTH HADLEY

New State Inc.
69 Lathrop St.
$4,000 — Repairs

NORTHAMPTON

Coca Cola Company
45 Industrial Dr.
$443,000 — Construct wastewater treatment facility

Colvest/Northampton, LLC
327 King St.
$1,200,000 — Interior tenant fit out for Baystate Health

Edwards Church of Northampton
279 Main St.
$58,000 — Interior renovations

Emerald City Partners
17 New South St.
$322,000 — Renovate third floor office space

HS Gere & Sons Inc.
115A Conz St.
$220,000 — Construct foundation only for a hotel

Middle Hampshire Development Group
70 Main St.
$1,475,000 — Construct 4,800-square-foot addition

Northampton Holdings, LP
180 North King St.
$202,000 — Replace existing roof at Walmart

Old School Commons Limited
17 New south St.
$95,000 — Replace slate roof

Smith College
79 Elm St.
$11,005,000 — Phase 1B, Interior renovations

Smith College
100 Green St.
$95,000 — Install solar panels in Ford Hall

Smith College
144 Green St.
$168,000 — Install replacement windows

Smith College
129 West St.
$203,000 — Install replacement windows in the Facilities building

PALMER

Eric Sanderson
2 Wilbraham St.
$39,000 — Commercial roofing

SOUTHWICK

Pride Stores, LLC
198 College Highway
$250,000 — Build new gas station

SPRINGFIELD

Baystate Health
759 Chestnut Ave.
$47,000 — Install nurse reception area

Dinesh Patel
851 E. Columbus Ave.
$4,284,000 — Construct new six-story building

Eastfield Associates
1655 Boston Post Road
$8,000 — Renovate 585 square feet of space

Jewish Community Center
1160 Dickinson St.
$114,000 — New roof

Northstar Pulp and Paper Company
89 Guion St.
$75,000 — Install new overhead doors

Springfield Housing Authority
82 Division St.
$17,000 — Interior renovations

WESTFIELD

FRP Holdings, LLC
64 Main St.
$9,000 — Interior repairs

WEST SPRINGFIELD

Town of West Springfield
1 Unico Way
$901,000 — Building upgrades at the Unico building

Slavic Pentecostal Church
2611 Westfield St.
$16,000 — Renovate existing room into coffee bar

Town of West Springfield
385 Morton St.
$27,000 — Erect pavilion at Cook’s Playground

Kiosk Considerations

Could Mobile Technology Change How We Use ATMs?

Imagine connecting a debit card to a smartphone app and ‘ordering’ cash from your bank at home, then driving to an ATM machine, scanning a QR code with the phone, and receiving the cash in seconds.
That day may not be too far off. ATMs that utilize customers’ mobile devices are already commonplace in Asia, and Americans increasingly rely on their smartphones and tablets for many daily activities.
In fact, according to the U.S. Federal Reserve, in 2012, 87% of mobile-phone users used their device to check an account balance or recent transactions, while 53% used it to transfer money between accounts, and 49% have downloaded their bank’s mobile app. The percentage of mobile users who received text-message alerts from their bank, made a bill payment with their device, or used it to locate an ATM all hover above one in four, while 21% have actually deposited a check using their phone’s camera.
“The explosion of mobile device usage and the burgeoning mobile payments scene may leave some wondering if there’s a need for a simple cash-dispensing device when more transactions are shifting to the digital form,” notes Gary Wollenhaupt, a contributing writer for ATM Marketplace, in a wide-ranging report titled “Five Ways Mobile Technology Will Revolutionize ATMs.”
Shifting delivery of some services to mobile devices, he argues, could cut operational costs, and Alan Goode, an analyst with Juniper Research in England, agrees.
“Data from the U.S. is already pointing to the fact that there is a slowdown in the physical ATM market, and it won’t be changed by the deployment of intelligent mobile ATM solutions that allow mobile users to get statements [and] make payments via their mobile phones,” Goode notes in a report called “Mobile: the ATM in Your Pocket.”
Wollenhaupt notes that major ATM manufacturers have already announced technology that integrates mobile devices with ATM functionality, in an effort to both boost the convenience of ATM use and address the security concerns raised by using a card and PIN code in a public place.
“In effect, the mobile device reproduces an ATM’s keypad and monitor and its ability to authenticate users,” he explains. “Pre-staging an ATM transaction on a mobile device leverages that fact. But is it a real way to make ATMs safer or faster, or is it a technology solution ahead of the marketplace?”
Manufacturers are taking different approaches, he continues. “For instance, the device may incorporate GPS technology to ensure the physical location of the mobile device. Also, systems may trigger a transaction with a bar code or a number sequence. The goal is the same: to provide a cardless, simple-to-use way to get cash at the ATM.”

Five Benefits
But does this get-cash-quick sector of banking need a revolution? ATM Marketplace sets out five specific ways in which mobile technology will change ATMs for the better:
• Pre-staging transactions. Pre-staging an ATM transaction on a mobile device, Wollenhaupt notes, provides a simple, cardless way to get cash at the ATM. For instance, with the software developed by ATM industry giant NCR Inc., bank customers may conduct cash withdrawals without the need for an ATM card, by using an app on a mobile device that’s linked to a bank account.
Well before approaching the ATM, the customer enters a password on the mobile device to initiate the transaction and elects the account and amount of cash to be withdrawn, then completes the transaction using a QR code on the ATM screen. In short, consumers receive cash within seconds without having to use a card or PIN number at the point of the transaction, and an e-receipt for the transaction is delivered by e-mail.
Other ATM manufacturers, including Wincor Nixdorf and Diebold, have also developed mobile ATM solutions.
• Contactless transactions. The ubiquity of such technology in the North American market is still many years down the road, Wollenhaupt maintains, but ATM manufacturers and banks are preparing for that change.
“Thinking further ahead, this kind of contactless technology at both ATMs and point-of-sale terminals may mean the end of plastic cards in a decade or two,” adds Mike Lee, CEO of the ATM Industry Assoc., writing at banknews.com.
• Serving the unbanked. Nearly 60 million Americans are either unbanked or underbanked, yet smartphones allow consumers to carry a virtual financial institution (FI) in their pockets, Wollenhaupt notes.
“The result is that the unbanked have options for many financial services without the need for an FI. However, they may still need ATMs. Prepaid card providers could offer mobile-enabled ATM transactions to give unbanked prepaid card users the same access to cash available to customers with traditional FI relationships.”
• Expanded ATM services. ATMs and mobile digital commerce can leverage technology to improve the customer experience, Wollenhaupt argues.
“Mobile is changing the entire banking landscape, meaning that more transactions are being done by mobile devices, hitting deployers’ margins. The answer to the increase in mobile-device transactions may be to look beyond cash dispensing at the ATM in order to increase ATM usage.”
Some examples, he notes, include lottery tickets, loading prepaid cards, content downloads, device-charging services, and buying prepaid phone minutes or money orders. “In a number of markets outside the U.S., ATMs offer an array of expanded services that provide a revenue stream in addition to interchange and surcharge fees.”
• Expanded ATM/mobile capabilities. “Mobile devices have radically altered consumers’ expectations of what technology can deliver to them,” Wollenhaupt writes. “They expect services beyond simply dispensing cash. FIs could lead the way in providing mobile technology that offers advanced services, as well as ATMs that can do everything from dispensing cash to processing loans.”

Securing Services
A recent report by Mondato, an advisory firm on mobile financial services, notes that mobile-based services at the ATM can hold a variety of benefits, from enhancing the convenience of transactions to reducing security risks related to lost or stolen cards. Meanwhile, entering passwords and other details on a smartphone, rather than on an ATM screen, may better protect the privacy of the user’s personal information.
In addition, “in some deployments, leveraging mobile can reduce the time spent waiting in line for an ATM. For instance, customers can prepare transactions on their phone while in the queue, and then simply scan their phone at the ATM to complete the withdrawal.”
Meanwhile, Mondato notes, integrating mobile channels with ATMs offers long-term advantages for financial institutions, particularly as they increasingly face competition from mobile and online commerce.
In addition, “ATM manufacturers also have an incentive to integrate mobile into their technology, with the rise of mobile cutting into existing revenue streams. For instance, adding mobile channels can enable ATM providers to expand their service offerings and keep up with new technology.”
Richard Bernstein, marketing director of Phoenix Kiosk, writes at Kiosk Marketplace that, while almost everyone carries their mobile phone everywhere they go, making consumer activity easier requires some type of additional hardware, and by integrating banking activity with a device that is already on the person, the problem of available hardware is solved.
“This technology is here and already exists in both hardware and software form. Standardization is the current bottleneck preventing these technologies from rapidly moving forward,” Bernstein notes. “By enabling payments via smartphones, the number of payment options increases.”
The Mondato report concurs. “For mobile technology to spur increased ATM usage, machines with this modernized technology must be ubiquitous across a given network. If this does not occur, consumers may become disillusioned by the entire concept and potentially shift their payment habits to electronic channels. As ATM manufacturers face an increasingly mature market and the rise of mobile payments, it will be in their best interest to support this technology and stay ahead of the curve.”
Added Bernstein, “it will not be too long before mobile payments are the norm in kiosk solutions. Companies should always be looking toward what the future holds and be one step ahead.”

Joseph Bednar can be reached at [email protected]

Plans for Success

Architecture Sections

A chart of area architecture firms

Click here to download the PDF

Life’s Work

Cover Story

Bill Ward Has Spent His Career Focused on the Big Picture: Jobs

Bill Ward has a wide assortment of photographs adorning the walls and shelves of his office in downtown Springfield.
There’s one of him conferring with Sen. Edward Kennedy, for example, and also one that puts him in a group with, among others, Dick and Rick Hoyt, the father-son team famous for their exploits in marathons and triathlons. There are others featuring a host of local, state, and national political leaders, and even a framed copy of the story announcing him as one of the first winners of BusinessWest’s Difference Makers award.
But maybe the one he’s most partial to shows him sharing the podium with Herb Almgren and Ben Jones. They were the first two chairmen of an organization called the Private Industry Council (PIC) — which would later become the Regional Employment Board of Hampden County — and individuals who would set a tone for the important work that Ward and those agencies would undertake.
It was Almgren, the long-time president of Shawmut Bank, who aggressively recruited Ward to be the first director of the PIC in 1981, later convinced Jones (who wasn’t even on the board at the time) to follow him as chair, and worked tirelessly to convince other business leaders of the need for workforce-development initiatives.
“He was very persuasive,” Ward recalled. “Thanks to him, people got the message that this was important work.”
And it was Jones, then-president of Monarch Life Insurance Co., who gave Ward a line he’s repeated dozens of times over the course of his career. “He was the first one to say to me that ‘a job is the best social program you can put in place,’” Ward recalled. “And he was certainly right about that.”
While Ward, who is “transitioning his career to its next phase” — that phrase has become his substitute for ‘retiring,’ because he said the latter is not at all accurate — is looking mostly ahead these days, and to what will come next, both for him and the region, he was compelled by BusinessWest to look back.
Indeed, as he prepares to leave the REB, probably by the end of the year if a successor has been chosen by then, he was asked to reflect on his career, the progress he’s seen in the broad realm of workforce development, the changes that have come to this region and its business community, and the many challenges looming for Greater Springfield — and his successor.
He started by going back to his days working at the Hampden County Skills Center, later known as the Mass. Career Development Institute (MCDI), where, for more than two years, he conducted extensive assessments of people who came to that organization seeking assistance and a path to a better life through gainful employment through training programs.
“I personally interviewed 2,000 low-income individuals, mostly women and adults, to gain perspective on their aspirations and goals,” he said, adding that some had been laid off from jobs, but many had never been in the workforce. “What I got from that was an incredible sense of the human potential in the city that was going to waste in part because people were not given the educational foundation or the training opportunities to make a better life for themselves and contribute to the workforce.”
And while reducing this wasted potential was never his official job description, it nonetheless became his career’s work. And he believes he can measure — in one way or another — what amounts to tangible progress.

Bill Ward, at right, is seen at an early annual meeting of the Private Industry Council with Herb Almgren, center, and Ben Jones.

“From a strategic point of view, there’s been a true buy-in at all levels on the absolute importance of workforce development to economic and community development,” he noted. “It happened here [in Greater Springfield] first, almost more than any other place, as a wholly embraced principle of economic growth.
“There’s been a really focused effort by the business community, and a level of collaboration has developed on how to address these workforce issues,” he went on. “What I see today is a better, stronger alignment in efforts to build a workforce; that’s been a major accomplishment.”

Hire Purpose
Before addressing a single question from BusinessWest, Ward spent probably half an hour reflecting on the words, deeds, and advice of Almgren, Jones, and many other individuals captured in the photos on his walls.
He did so to illustrate that what has been accomplished over the past three decades hasn’t resulted from the work of one man, but rather from the contributions of a wide array of individuals — from staff members to elected officials to volunteer board members.
Among the many anecdotes he offered was one concerning Jones a few months after he became chair of what was still the PIC.
“He was a very busy guy, and I remember going to his office one time to talk about a problem … like literacy within the community,” Ward recalled, noting that he didn’t remember the specific challenge in this case. “We talked for a long time, and finally he said to me, ‘Bill, from now on, if we’re going to meet for a half-hour, I want you to spend a maximum of eight to 10 minutes on the problem, and then I want you to spend the next 22 minutes on proposed or possible solutions, and what business can do about it.’
“That’s an interesting formula,” he went on. “And it impacted me. It forced me, in life going forward as I worked here, to look at a problem and say, ‘let’s get it defined quickly, and then let’s spend more time identifying solutions.’ That way, you don’t get into that ‘ain’t it awful’ game all the time.”
Ward said that story and many others help him explain how his career has been a series of personal and professional learning experiences that have made him a better administrator and helped him, his staff, his board, and supporters achieve positive results in many aspects of workforce development.
These range from a successful summer jobs program for young people to efforts to bolster adult basic education programs; from broad efforts to train workers for the region’s growing healthcare sector to programs aimed at having a pool of workers ready for the casino that will soon become part of the Western Mass. landscape.
And it all began very humbly, he recalled, adding that Almgren and others recognized the work he was doing at the Hampden County Skills Center and saw him as the potential leader of a new, federally funded initiative called the Private Industry Council, which involved the business community in efforts to help individuals become part of the workforce.
“He [Almgren] sensed that I was a willing learner,” said Ward. “I wanted to understand the dynamics between business people and the community at large. When you’re a willing learner, sometimes the teacher sees that potential and draws it out, and that’s what he did.”
The PIC started with a budget of $60,000, one full-time employee in Ward, and a part-time secretary. Today, the REB has 25 employees and a $15 million budget.
Ward credits both Almgren and especially Jones with giving the PIC, and then the REB, credibility in the community and something ultimately more important, access to business leaders who could drive change and progress.
“It was never said this way, but people felt that if Ben was involved with something, it was important work and things would get done,” he told BusinessWest. “And if he asked someone to come on the board, the response was almost always ‘yes.’”

Work — Force
Over the past 32 years, Ward said, the PIC and then the REB have achieved real progress in the broad realm of workforce development, with much of it coming in the form of answers to a nagging and somewhat perplexing problem that has dogged the region for most of his tenure — the so-called ‘skills gap.’
As the name suggests, this connotes the gap between the skills employers are demanding and those possessed by those seeking employment. In some ways, the gap is exaggerated by employers, but, by and large, it’s real, said Ward, adding that it is particularly acute in certain industry sectors, such as healthcare, precision manufacturing, and financial services.
And some of the REB’s most intriguing success stories have come in those sectors, where collaborative efforts involving industry players, academic institutions (especially the area’s community colleges and UMass Amherst), and REB officials have produced tangible results.
“We coined a phrase — we called it ‘sector strategy,’” Ward told BusinessWest. “What we’ve learned is that bringing these collaboratives together and getting agreement on a common mission and ways to identify progress is critical.”
Through such programs, said Ward, the REB and its various partners have succeeded in taking that word ‘collaboration’ out of the category of buzzword and making it something people can comprehend — and aspire to.
And one of the real challenges moving forward, he went on, is to make these collaborations between industry, higher education, and workforce-development groups more impactful.
“We need to touch more people and forge collaborations that create more and better jobs,” he explained, “so that, at least in several key industries, jobs will not go begging.”
Taking a big-picture perspective, Ward reiterated that perhaps the most significant and positive development during his tenure at the REB has simply been broad recognition of the fact that workforce development is, in fact, economic development.
While this may sound simple and logical, he went on, convincing legislative, business, and academic leaders of this hasn’t historically been easy.
And some of the most significant progress has come in efforts to engage the county’s two community colleges – Holyoke and Springfield Technical — in workforce-development efforts, he said, adding that, in many respects, this region is ahead of the rest of the state in this regard.
“Years ago, schools like this saw the workforce-development system as the stepchild,” he said, adding that, until recently, most community colleges were more focused on transferring students to four-year schools than preparing them for the workforce. “That’s all changed, and they see the other piece now, and there’s a huge alignment there.
“The first college that I know of to ever hire someone as the director of workforce development was Holyoke Community College,” he went on. “Years ago, these colleges thought of workforce development as something that limited their role, which they thought was to educate people and give them degrees. Now, they fully embrace their role in workforce development.”

Work in Progress
One of the challenges moving forward, he went on, is determining how to capitalize on this phenomenon to get the most responsive training programs for a host of industry sectors.
“Those leading the community colleges would be the first to say that their work is far from done, but there have been pockets of success,” he noted, adding that programs involving the wide spectrum of jobs in healthcare have, collectively, been the most visible and impactful initiative.
There will be plenty of other challenges for his successor and others involved in economic development when it comes to putting people to work, said Ward.
He put the economy at the top of that list, noting that, despite the best efforts of the REB and other agencies like it, unemployment will persist if employers lack the confidence and wherewithal to hire individuals — or if they persist in their desire to search for what has come to be known as a ‘purple squirrel.’ That’s a metaphor used by HR recruiters to identify the unrealistic expectations of a client company for the type of employee they desire.
“I think the phrase was born in the IT industry,” said Ward, adding that it now crosses all sectors and is certainly a factor in why unemployment remains high. “There is no such thing as a purple squirrel, but you keep searching for one anyway. Sometimes employers want a perfect person, and if they think there’s one coming in the door tomorrow, they’ll wait, and wait, and wait.”
Technology is another challenge, he said. As it advances, jobs are sometimes threatened because companies can do more with less, meaning fewer workers. Still, businesses can’t be afraid of technology, he said, and must instead embrace it to allow themselves — and the region as a whole — to become more competitive.
And the casino that eventually comes to Western Mass. will obviously be a challenge as well, he said, noting that workers will have to be trained for that work — the community colleges have already put programs in place — and, in the meantime, existing employers must prepare themselves for what 2,000 to 3,000 new jobs will mean for the employment landscape.
As for his own employment status, Ward said he’s seen a number of business leaders he’s worked with over the years struggle with the concept of retirement, and these tribulations have become yet another learning experience.
And that’s why he uses the term ‘transition phase.’
Meanwhile, he doesn’t like ‘consulting’ or ‘consultant’ much, either, but those words approximate what he will do and become — most likely in the fields of education and workforce development.
He expects he’ll do some advising (the term he much prefers) perhaps 10 hours a week, while also doing some volunteer work and getting back to golf and especially tennis, two sports he once enjoyed but put aside, especially after knee-replacement surgery five years ago.
“I’m transitioning to a different style of work,” he said, adding that his preference would be project work and, more specifically, initiatives with a beginning and an end. “I’m certainly not ready to fully retire.”

Developing Story
Look closely at the photo of Ward, Almgren, and Jones, and you’ll see three people seemingly looking out together in the same direction.
That’s obviously a photographer they’re looking toward, but it might as well be the region’s future.
The three men, and countless others, many of them captured in other pictures in Ward’s office, came together over the past three decades and embraced his overriding philosophy that workforce development is economic development.
Or, as Jones so eloquently put it, ‘a job is the best social program you can put in place.’
Bill Ward spent a career proving him right.

George O’Brien can be reached at [email protected]

Show of Shows

Features

Western Mass. Business Expo Features a Full Slate of Programs

When she registered to run in the 1967 Boston marathon, she signed her name ‘K.V. Switzer,’ as she always did. Thus, it wasn’t until the race began that fellow runners, spectators, the press, and race officials realized that the individual wearing bib number 261 was, in fact, a woman.
And when they did so, some of those race officials tried to stop her and rip that number off of her, because no woman had ever run in the Boston Marathon, and none were invited to run in this one.
Kathrine Switzer refused to step off the course, and by persevering and finishing the race, she ran her way into history.
Switzer, known as the ‘Marathon Woman,’ will tell her story — and also convey her inspiring message about creating success in a difficult environment, turning negatives into opportunities, and implementing social and cultural change — during a luncheon hosted by the Professional Women’s Chamber at the Western Mass. Business Expo, slated for Nov. 6 at the MassMutual Center.
And this won’t be the only long-running success story to be highlighted that day. Indeed, Jim Koch, founder of Boston Beer Co. — maker of Samuel Adams — will be the keynote speaker at the Expo breakfast, hosted by the Affiliated Chambers of Commerce of Greater Springfield.
When Koch (pronounced ‘cook’) started his venture, he had a dream, a generations-old family recipe, and a large supply of determination — which he would need, because he didn’t have any bank financing or distributors to carry his product.
He overcame those obstacles to create one of most intriguing success stories in American business history. Today, while continuing to add to the portfolio of flavors his brewery produces, Koch is a motivational speaker and ardent supporter of small-business owners.
The breakfast and lunch programs are just part of an impressive slate of programs now coming togther for the Expo, which will again be produced by BusinessWest, managed by Rider Productions, and presented by Comcast Business.
Also on the schedule is a pitch contest and ‘demo day,’ being presented by Valley Venture Mentors (VVM) and BusinessWest.
Formed more than two years ago, VVM, as the name suggests, matches entrepreneurs with mentors to help businesses get off the ground or to that proverbial next level. VVM leaders will field applications for the pitch contest, selecting as many as 10 to make their cases in front of a panel of experts.
There will be cash prizes for the top three finishers, and also the ‘audience’s choice’ among the contestants.
“One of the keys to the future vitality of this region is its ability to cultivate new businesses, and Valley Venture Mentors is doing inspiring work in this regard,” said Kate Campiti, associate publisher of BusinessWest. “The pitch contest to take place at the Expo will feature some of the promising new ventures taking shape in our region in what will be spirited competition for both the approval of the judges — and prize money.”
After the competition, those businesses that made pitches will have their ideas on display at the event-capping Expo Social, which is one the region’s premier networking events, said Campiti.
In addition to these programs, the Expo will also feature a number of educational seminars, she noted, adding that subjects will range from the future of sales and marketing to the best and worst uses of social media.
The full slate of seminars has been assembled, and detailed information is available for viewing at www.wmbexpo.com. Here’s what’s on tap:

Sales and Marketing
• “The Art and Science of Cold Calling,” presented by Jim Mumm, CEO of Sandler Training;
• “The Future of Sales: How to Achieve Extraordinary Sales Results in Today’s Crowded Markets,” presented by Duane Cashin, president of Cashin & Co.;
• “Make an Impact with Multi-channel Marketing,” presented by Tina Stevens, principal and creative director of Stevens 470; and
• “Building Smart Websites,” presented by Peter Ellis, president of DIF Design.

Social Media
• “How TV and Social Media Have Affected Media Consumption,” presented by Jay Frogameni, senior director of sales for New England Local, Comcast Spotlight;
• “YouTube SEO,” presented by Alphonso Santaniello, president and CEO of the Creative Strategy Agency;
• “Am I Wasting Money and Time Doing Social Media?” presented by Paul Stallman, the ‘web guru’ at Alias Solutions; and
• “The Emdees: The Best and Worst in Social Media,” presented by Carie Schelfhaudt, director of digital marketing at McDougall & Duval Advertising.

Business Management
• “Leading Change,” presented by Ravi Kulkarni and Lynn Whitney Turner, business growth strategists and executive leadership coaches with Clear Vision Alliance, LLC;
• “The Emerging Workforce,” presented by Sandy Mazur, division president for Spherion Staffing Services;
• “Understanding Immigration Law: Immigration and International Employment Issues,” presented by Joseph Curran, Esq., Curran & Berger LLP; and
• “The New Business of a Nonprofit,” presented by Kirk Smith, president and CEO of the YMCA of Greater Springfield.

And That’s Not All
Other programming for the Expo is being finalized, said Campiti, who urged those interested to visit the website regularly and check for updates.
To register for the seminars, visit www.wmbexpo.com. To register for the breakfast, call the ACCGS at (413) 787-1310 or visit www.myonlinechamber.com. To register for the luncheon, call (413) 787-1310 or visit www.professionalwomenschamber.com.
In addition to Comcast Business, the Expo is also being sponsored by ABC 40/Fox 6 (gold sponsor), and silver sponsors DIF Design, Health New England, Johnson & Hill Staffing Services, and MGM Springfield.

Expo Fast Facts

What: The Western Mass. Business Expo
When: Nov. 6
Breakfast: 7:30 a.m.
Show Floor: 9 a.m. to 4 p.m.
Luncheon: 11:30 a.m.
Expo Social: 4 to 6:30 p.m.
Where: The MassMutual Center, Springfield
Highlights: Breakfast and luncheon programs; pitch contest; educational seminars; Show Floor Theater presentations; free educational seminars; Expo Social; more than 150 exhibitors
For More Information: Visit www.wmbexpo.com or call (413) 781-8600

Community Profile: Deerfield

Community Profile Features

Deerfield Touts Tourism, Agriculture, Business

Bela Breslau opened Bela’s Bed and Breakfast in June, and the Deerfield entrepreneur has already had guests from as far away as Korea.
“I’ve met the nicest people. They have come here from New York City for a wedding and for events such as school graduations,” she said, adding that her business has done well and she has received support from area residents. “The town officials here are positive to work with, and everyone has been very thoughtful because they want you to succeed.
“Deerfield is a really good place to do business,” she added, explaining that she and her husband, Stephen Bliss, also own and operate a martial-arts school on their property, where they teach the Japanese body movement known as shin tai do.
The couple moved to Deerfield from San Rafael, Calif. in 2004, and they love the town. “It’s a beautiful place with a lot to do and see,” Breslau said.
Carolynn Shores Ness, who was on the town’s Planning Board for 21 years, has had a seat on the Board of Selectman for 11 years, and is chair of the Board of Health, says the Breslaus’ story has been repeated many times in this community, and location is one of many reasons why.
“A lot of traffic comes through town, and we have a lot of tourist attractions,” she said, noting that Deerfield is a crossroads for Interstate 91, Routes 5 and 10, and Route 116.
Max Hartshorne agrees. “We really do promote Deerfield as a tourist destination,” said the former owner of GoNomad Café, who now owns a travel publishing business he operates from his Deerfield home. “Tourism here is strong. Yankee Candle is the number-two destination in the state, Historic Deerfield is legendary, and Deerfield Academy is really pretty.”

Gideon Porth says Deerfield’s access to highways and land availability are two factors that make it an attractive location for agricultural businesses.

Shores Ness said that, while the town has but 5,100 residents, 2 million people visit Yankee Candle each year. She also cites Historic Deerfield, which includes the Memorial Hall Museum and Flynt Center of Early New England Life, which feature constantly changing exhibits and workshops; Magic Wings Butterfly Conservatory and Gallery; and Mount Sugarloaf Park in South Deerfield, “which has absolutely wonderful views and allows people to walk the length of Pocumtuck Ridge,” as other popular tourist attractions.
In addition, there are the annual Old Deerfield Craft Fairs, which take place every spring and fall and draw between 30,000 and 50,000 visitors, along with the town’s Music in Deerfield chamber series and its gun clubs.
“The Franklin County League of Sportsman’s Club is here, and the South Deerfield Rod and Gun Club are also important to the community,” said Shores Ness, adding that the latter holds fishing events and turkey shoots. “There are also a lot of cultural activities that happen here year-round. And we have three boarding schools with a lot of activity, as well as many nonprofits.”

Room for Growth
Many of the town’s businesses have expanded over the past few years, and an expedited permitting process for a town-owned, 16-acre tract of land with sewer and water hookups has been approved for commercial or industrial use.
Opportunity also exists in a variety of other areas. “There are empty buildings downtown, and plenty of space is available,” Hartshorne said. “Although it’s a very sleepy downtown, a lot of traffic passes through it.”
He added that Mosaic Café is set to open this month at the site of the former, well-known Elm Farm Bakery, while Hillside Creamery, which sells ice cream and food, also opened on Elm Street. In addition, there is a new empty building across the street, which would make a great store, he said. “It has post-and-beam construction and a large parking lot.
“Plus, the Bank of America branch on Sugarloaf Street also closed recently, which has a vault and drive-through and would make a great location for another bank,” Hartshorne continued. “Permitting here is really easy, and people are friendly and helpful. It’s a crossroads town, taxes are really low, and the town officials are interested in helping new businesses grow.”
Shores Ness said space and buildings are also available in the town’s industrial park.
And although the tourist business makes up a large part of the town’s economy, the East Railroad Yard has undergone tremendous growth.
The town’s agricultural base has always has been strong, and Hartshorne said town officials are looking to the future. “Some farmers have approached them about growing marijuana, and their response has been positive.”
Shores Ness added that UMass has active agricultural and turf programs in town. “They have really ramped up, and there are a lot of experimental fields and classroom research being done in Deerfield,” she told BusinessWest.
Gideon Porth agrees. In 2004, he purchased three acres of farmland in Deerfield and began an enterprise known as Atlas Farm. It has doubled in size every year, and Porth recently purchased an additional 45 acres and opened a year-round farm stand that sells the organic produce grown on his 95-acre property, along with other local products.
“Business has been good, and we have definitely exceeded our sales estimate,” he said, adding that the town’s access to highways and resulting proximity to metropolitan markets such as Boston, where he does a lot of wholesale business, makes it an even more attractive place to establish a farm.
“The town is very supportive of agriculture, and this is one of the few spots in New England with prime land and soil for growing vegetables,” said Porth, who came to the area from Boston when he was a graduate student at UMass Amherst.
In addition, the town takes a proactive stance on capital improvements. Current projects include the replacement and relining of sewer lines as well as streetscape planning being done for the village of South Deerfield.

Keeping Pace
Shores Ness noted that Deerfield is a green community and has signed up with the Hampshire Power Municipal Aggregation group, which will eventually allow the town to buy power at a discounted rate. In addition, a stretch energy code was approved during a recent town meeting; it requires the use of energy-efficient measures in renovations and new construction. “We also encourage conservation throughout the town,” she said.
Measures have also been taken to mitigate the effects of weather emergencies, such as Tropical Storm Irene in 2011 and the freak Halloween snowstorm the same year, which had an adverse effect on land and property in Deerfield.
Town officials have applied for grants to do restoration work along the Deerfield River. “And we’re working with FEMA and MEMA to become a more resilient community so we won’t be as affected by weather events. We also offer a free, drive-through flu clinic on Oct. 6 at Yankee Candle,” Shores Ness said, adding that several hundred volunteers work with the town’s medical disaster-response team.
Laurie Nivison, director of marketing for Historic Deerfield, said Champney’s Restaurant inside the Deerfield Inn reopened in April after being closed for 18 months as a result of flooding from Tropical Storm Irene.
“The restaurant and inn underwent extensive renovations and restorations. We expanded the tavern area from 10 to 20 seats, have a new menu, and are farm to table. We have partnerships with local farms and get our pork and beef from Yazwinski Farm in Deerfield,” she said, adding that they also serve beverages made at Berkshire Brewing in Deerfield as well as other local breweries.
“Even though Deerfield may seem like it’s off the beaten path, people come here year-round,” she continued. “Historic Deerfield gets about 15,000 tourists each year, and it’s a really vibrant community; people don’t realize how much there is to see and do in town. It’s a great place to come and spend the day.”
Hartshorne said the fall is a busy season in town, but winter is also fruitful because people drive through Deerfield or pass by on their way to ski areas in Vermont.
“There are also events such as a bike ride known as D2R2, which attracts about 1,000 cyclists every year,” he said, adding that cyclists have their choice of an 80- or 100-mile route.
In fact, there is so much to see and do that, in 2008, Hartshorne worked with the tourist attractions in town and created the website deerfieldattractions.com to allow people to find out about the fairs, shopping, dining, recreation, museums, and other activities that take place in Deerfield throughout the year. He also coordinated an annual Tag Sale Day that takes place the first Saturday in October.
“We try to get everyone in town who is holding a tag sale to do it on that day,” he explained. “We create a Google map on the website every year so people can find where the sales are.”

Vibrant Economy
Shores Ness says many businesses in Deerfield have formed strong partnerships with the town, and it’s a reciprocal arrangement, as officials do all they can to help them.
“People here communicate well with each other, which is something we have encouraged,” she said. “There is a constant stream of really interesting and exciting things that are always happening in Deerfield. It’s just a wonderful place to live and work, and we welcome new neighbors and want to keep and encourage the businesses that have made a long-term commitment here.”

Editorial

Opinion

And Then, There Were Two

Voters in West Springfield sent a loud, clear message on Sept. 10.
Not only did they become the first residents of a community to defeat a casino at a public referendum under the state’s casino law, they did so convincingly, with 55% of those who went to the polls saying ‘no’ to Hard Rock’s proposal to create a casino at the site of the Big E.
This outcome, and especially the margin of the defeat, was a surprise to many, but in hindsight, perhaps it should not have been. While West Springfield is not an affluent community, it does have more affluent neighborhoods than Springfield — and they are, by and large, less prone to support gaming facilities. Meanwhile, this community has displayed its resistance to change before, especially when it comes to traffic and convenience issues; it took several attempts to win support for a proposal to extend the Big E to its current 17 days.
Perhaps the defeat can be summed up best by one of the leaders of the opposition — Nathan Beech — who told the press that he believed the vote showed that the city simply never believed that it needed Hard Rock, the $18 million it pledged to give the community annually, and the thousands of jobs it would create.
Time will probably tell if the voters were right — those jobs will go somewhere in Western Mass., and perhaps just over the Memorial Bridge — but the West Springfield vote showed the merits of the casino legislation passed nearly two years ago. That measure gave individual communities the right to control what goes on within their borders, at least, and the voters in West Springfield took full advantage of that caveat.
And while we won’t back off our general philosophy when it comes to casinos — that, if someone wants to spend $800 million in your community, you let them — we’re inclined to think that the voters in West Side made the right decision.
Their vote means that the race for the Western Mass. casino license, which once featured four players and the possibility of others, is now down to two. Springfield endorsed MGM’s proposal to build a casino in the city’s South End early this past summer, and Palmer is set to vote on Nov. 5 on Mohegan’s Sun’s plans to build on a tract just off exit 8 of the Mass Pike; passage there is expected, and by a wide margin.
These are two communities where most residents do see a need for the dollars and jobs a casino would bring, and if Palmer votes as expected, it will set up an intriguing final chapter in the contest for the Western Mass. license.
Indeed, this will be a classic urban-versus-rural casino tussle that will give the members of the state’s Gaming Commission plenty to think about. Both proposals have merit, and, assuming all other things are equal, the commission will have to decide whether the best option for the Commonwealth is a casino in the middle of the state’s second-largest city — one that certainly needs an economic stimulus of some sort — or a more remote outpost that might better fit the term ‘resort casino.’
In the meantime, the West Springfield vote creates a stern challenge for the Big E, which considered a casino within its borders not only a tremendous revenue source that would ensure long-time economic survival, but a business partner of sorts, rather than a competitor potentially threatening its existence.
A casino in Palmer or, especially, one across the Connecticut River in Springfield, would certainly be considered the latter. So the focus must shift at the Big E, from being a landlord for a casino to somehow forging partnerships with the entity that wins the casino license to ensure the long-term viability of the Western Mass. landmark.
We hope they succeed in that mission because, while the Big E probably would not have been an effective location for a casino, in the minds of many, it remains a potent economic force in the region, and not just for those 17 days each fall when the fair dominates the landscape.

Editorial 2

Opinion

The Creative Economy Drives Growth

When Easthampton’s leaders designated Easthampton City Arts+ as an official municipal committee in 2011, it recognized the work ECA had already been doing for several years to leverage the considerable local arts culture and connect it to broader economic development.
And by ‘considerable,’ ECA’s coordinator, Burns Maxey, points to some 240 artists and creative businesses among the group’s membership — and says that number only scratches the surface. Before ECA, she said, “Easthampton had a lot of storefronts that didn’t have businesses in them. This was a potential economy they could tap into.”
Those efforts have borne considerable fruit (see story, page 15), as evidenced by thriving arts districts like Cottage Street and former mills like Eastworks, where creative individuals are having a considerable impact on the city’s economy — with benefits that spill over into businesses of all kinds. “It’s economic development,” she said, “but a creative way of looking at it.”
Easthampton isn’t alone. Holyoke recently created the job of ‘creative economy coordinator’ and hired Jeffrey Bianchine, a photographer who lives and works on Main Street, to fill it. His roles will include connecting the various artists and cultural activities in Holyoke, forging links among creative businesses, and using the presence of arts-related enterprises to boost economic development.
“The state’s number-one issue is business development, and that’s what we’re starting with,” Bianchine told BusinessWest earlier this year. “We want this to be the region’s hub for creative industries. Art is too small a term for what’s going on here. It’s about exporting product — intellectual product, cultural product.”
Meanwhile, Westfield is working to cultivate its creative economy in an organized way as well. “We’re in the infant stages of this,” said Kate Phelon, executive director of the Westfield Chamber of Commerce, recently. “We applied for a grant to take inventory of the creative economy in the city. That can drive economic development, and the chamber is happy to be a part of that.”
These cities can look to nearby Northampton for inspiration; just 30 years ago, that city was beset by empty storefronts downtown, but dramatically transformed itself into an arts, retail, and dining destination that sent property values soaring, boosted economic development, and branded the city as a cultural mecca.
In this issue, BusinessWest delves into what municipal and business leaders often call the ‘creative economy,’ with an indepth look at what is happening in Easthampton, as well as a virtual tour of Indian Orchard Mills, a 12-building complex in Springfield that’s bustling with an eclectic mix of businesses, including more than 50 artists.
Cities recognize that success stories like Indian Orchard Mills, Eastworks, and Holyoke’s Open Square complex don’t have to be — and shouldn’t be — standalone success stories, but integral weaves in the overall tapestry of development. The actions of officials in Easthampton, Holyoke, Westfield, and elsewhere clearly show that they’re taking the potential of the arts seriously — not just as a quality-of-life measure, but as a critical piece of the puzzle when it comes to building an economically thriving region.
Speaking of Easthampton, “the whole city has changed. The city has a different image, which attracts visitors, which attracts new businesses and even new residents,” said Jean-Pierre Pache, a local artist and business owner. “In 12 years, I’ve been able to witness a lot of changes. It was happening before I got here, and it’s still happening now, but there’s a lot of momentum now.”
Momentum. That’s not a word that was often used to describe the economy during the Great Recession and its aftermath, but it’s one increasingly associated with the growth potential of the arts — if city and business leaders choose to embrace it.

Making a Scene

Creative Economy Sections

Easthampton Becomes a Mecca for Creative Businesses

Knack, which Amber Ladley, left, and Macey Faiella recently opened at Eastworks, is just one of hundreds of creative businesses and artists that call Easthampton home.

On bustling Cottage Street in Easthampton — a corridor at the base of Mount Tom dotted with eateries, quirky retail shops, and scores of artists — sits Nash Gallery.
The shop — which showcases and sells work primarily by local painters, sculptors, and other creative folks — has called the address home for almost two decades, said its owner, Marlies Stoddard, or since her mother opened the gallery 18 years ago.
“She had no background in art, no retail background,” Stoddard told BusinessWest. “But she owned the building, and she was sick of tenants moving in, painting the place purple, and moving out after six months after paying only three months rent.”
At the time, her mother saw Easthampton as “an old mill town with empty storefronts,” but she did recognize the Cottage Street area as home to a growing cluster of artists, and saw potential in catering to that scene.
Through the intervening years, Stoddard said, as artists throughout New England were beginning to recognize the city’s creative scene, it remained under the radar for many locals. “Everyone else was looking in on Easthampton and saying, ‘wow, what a place you have; what a mesh of blue collar and the arts.’ But often, the local townie doesn’t necessarily see it.”
That image is gradually changing, however, as Easthampton is cultivating a reputation as a thriving cultural mecca, with artists and creative entrepreneurs at the forefront of a creative-economy sector that is benefiting businesses of all types.

Burns Maxey says municipal leaders and businesses have increasingly come to value what the arts bring to Easthampton.

Take, for example, Art Walk Easthampton, an event held the second Saturday of every month, when galleries — and many businesses normally unrelated to the arts — collectively open their doors to showcase visual-art exhibitions, live music, and other performances.
“We get an average of 350 to 500 people coming out for the art walk,” said Burns Maxey, coordinator of Easthampton City Arts+ (ECA), a quasi-public organization tasked with consolidating and promoting the local creative economy. “It started off as a way to bring people to the city, by having all the exhibitions open. Since then, we’ve added themes to each art walk.”
For instance, last month’s walk was subtitled “Sights & Sounds” and featured more than 15 musicians and performers busking on Union Street. The history-themed Oct. 12 walk is dubbed “Know Thy Past.”
“Some restaurants have exhibitions or gallery space, or host performances or musicians or readings, and it really activates the whole city,” Maxey said. “There’s a buzz about what’s going on.”
Stoddard said she was involved in managing the monthly walk before ECA took it over. “It was great because we transformed these non-traditional venues. If you’re a coffee shop or whatever, you can be an art venue for three hours and have fun getting people through the doors. If you’re an insurance agency by day, for three hours on Saturday, you could be a gallery. People had a lot of fun with the Art Walk, and it’s still really thriving.”
‘Thriving’ would be an accurate term to describe both the creative culture in Easthampton and the efforts of ECA to leverage them into an effective force for economic development. For this issue, BusinessWest sits down with Maxey and several local business people to discuss why this city’s arts scene is being held up as an example for other communities to emulate.

Grin and Bear It
Easthampton City Arts began in 2005 as a group of artists and business owners who recognized the impressive number of creative people working in Easthampton and saw opportunities for revitalization efforts stemming from promotion of the arts. The + was added to the name several years later to reflect increasing participation from neighboring Southampton and Westhampton.
Before ECA, Maxey said, “Easthampton had a lot of storefronts that didn’t have businesses in them. This was a potential economy they could tap into.
“A lot of things happened between that time and now,” she continued. ECA received an Adams Arts grant from the Mass. Cultural Council, which looks for projects that work toward community-revitalization efforts through the creative economy. A coordinator was hired, Maxey said, and one of the first things she did was map out the city’s creative assets. “And there was a lot going on under the surface.”
For example, more than 100 creative businesses, the vast majority of them solo artists, call the sprawling Eastworks complex home, and more than 60 others are located along the Cottage Street corridor.
“That was the starting point,” Maxey said. “They created a directory, and also an online directory, for all these artists and creative businesses. That was really the first stepping stone.”
Another key development was the success of Bear Fest in 2009, when life-sized, fiberglass bears were painted and otherwise decorated by a host of artists and displayed outdoors, throughout the downtown area, for public viewing. Another Bear Fest followed in 2012.
“Doing Bear Fest was huge because it showed not only that Easthampton has the potential for being a destination for people to visit, but businesses saw the impact of people coming to Easthampton. That was a major step,” she said.
“I think businesses questioned it, at first,” she continued, “but when they saw so many people — thousands of people came through the city the first day alone — they really saw the potential.”
Since then, Maxey said, that spirit has reverberated in many public events and projects centered on the arts.

Jean-Pierre Pache says the city’s growing profile as an arts mecca has attracted more businesses and residents.

Recognizing the economic-development potential of the arts, in 2011 Easthampton designated ECA a city committee. Today, it’s funded through the municipal budget, state grants, and private donations, and Maxey works out of the remodeled former town hall, along with a few other creative businesses.
Jean-Pierre Pache was the first tenant in the remodeled building, moving Eastmont Custom Framing — a business he started in 2001 — as well as a small art studio, to the historic property. As one of the more than 240 artists active with ECA, he said he has seen the town’s creative community boost more than just its own profile.
“I think what’s more important is that the whole city has changed,” he said. “The city has a different image, which attracts visitors, which attracts new businesses and even new residents.”
He insists that such progress has been greatly enhanced by ECA’s efforts to more prominently position the arts and the creative economy as one of the town’s core strengths.
“I’ve seen the differences; in 12 years, I’ve been able to witness a lot of changes,” said Pache. “It was happening before I got here, and it’s still happening now, but there’s a lot of momentum now. That’s one of the strengths of ECA, and I give them a lot of credit.”
He noted that Meri Jenkins, program manager of the state’s Adams Arts Program, has often held up ECA as an example to other fledgling groups of not only effectiveness, but longevity.
“Many [arts organizations] suffer from burnout, since they’re all volunteer-based,” Pache said. “But this keeps growing and reinventing itself and finding new energy. We’re very lucky to have this in our town.”
Maxey agrees. “My position is through the Planning Department, and it makes a huge difference when you have a person tasked with looking at the creative-economy efforts. It’s economic development, but a creative way of looking at it.”
Added Stoddard, “we’re really lucky the city is putting value in this. A lot of us have been working very hard, and Burns is very much our leader.”

Knack for Business
Former mill complexes like Eastworks and Paragon Arts and Industry, both located on Pleasant Street, as well as One Cottage Street, have become home to vibrant artist communities. Amber Ladley and Macey Faiella saw the potential of Eastworks when they conceived of Knack, the ‘creative-reuse’ store they opened in the complex over the summer.
“We’ve gotten an amazing, fantastic response. The community itself has been very welcoming,” said Ladley, noting that the pair met Maxey early on, and met other artists through networking events organized by ECA.
“Through all that, we knew we wanted to be in Easthampton or Northampton. We still looked all throughout the Pioneer Valley; we really wanted to have a convenient location with parking, and we looked all over the place. When we saw this space in Eastworks, we felt it was the right space, and that Easthampton would be a good area for us.”
Ladley and Faiella, each the mother of two boys, were Easthampton residents when they met about 10 years ago. When Ladley read an article about creative reuse, she and Faiella began talking about a business that deals in reusable, ‘upcycled’ materials for creative projects.
“I knew Macey is very thrifty, always finding fun stuff at the side of the road and decorating her house with it,” Ladley said. “We started chatting and loved the idea, so we kept going.”
Faiella said she was surprised that such a store — which caters to all ages, from young crafters and Pinterest-obsessed teens to idea-seeking teachers and senior citizens with creative hobbies — didn’t exist in the Pioneer Valley, with its emphasis on all things ‘green.’
“In such an artsy community, it seemed like a perfect fit,” she said. “Everything is donated, much of it from artists in the area — we’re lucky to be in an area where artists are everywhere. A lot of it is from people cleaning out their closets, moving on to different hobbies. A kitchen-remodeling company was going out of business and had tile samples they were going to throw away in the dumpster; we saw the potential for them.”
The shop simply oozes inspiration. When a registry of deeds donated some microfilm reels, they were turned into cupcake stands. One woman bought a collection of rusty wrenches with the intention of turning them into wind chimes.
“We have great things for kids to use, and when people walk in, even if they’re not a crafter or creative person, they’ll still find stuff they want to do,” Faiella said, adding that a recent Art Walk saw about 70 people stop by. “People are really craving that kind of thing and getting more involved in the arts and what’s available. It’s been a nice fit for us, and we definitely feel that vibe — that this is a town that supports that kind of thing.”
To bring more such life to Eastworks, the complex is partnering with ECA on an endeavor called MAP, or the Mill Arts Project. “We’re working together to offer space to artists or creative people or creative business owners who want to try out an idea for a month or two,” Maxey explained.
“It could be a pop-up shop, it could be a performance space or an exhibition space, and we give them educational tools for how to connect with businesses and how to market their work,” she continued. As part of the deal, “they have to be open a certain number of hours or have events open to the public. It’s really a learning tool, and hopefully it will show them the potential to perhaps open a business or continue their idea in the city, particularly in Eastworks.”

Cottage Industry
Meanwhile, the Cottage Street neighborhood continues to thrive with its eclectic mix of enterprises, from Luthier’s Co-Op, where patrons can buy stringed instruments, take in live music, and drink a local brew; to New England Felting Supply, which offers workshops inside its brightly colored walls; to Popcorn Noir, a restaurant, bar, and performance space that also hosts mixology classes.
“It’s interesting because there were so many empty storefronts in that location, but in the last couple of years, it’s filled up quickly,” Maxey said. “There’s an immense amount of art-making happening. These are people who have small businesses; they’re making money from it, but they’re not the typical businesses we’ve thought about for so long since the 1950, like shoe stores and investment companies — although those are there, too.”
Meanwhile, Stoddard is currently sponsoring the sixth annual Paint Out, a project for which local artists paint outdoor scenes from around Easthampton, which will be displayed and put up for sale.
“We have around 55 painters, which is really great,” she said. “It creates this snowball effect, where people driving by turn their heads and say, ‘what’s going on here?’ when they see four or five painters set up in the same field. It creates a sense of wonder. And we have such an incredible wealth of local artists.”
Successful events are springing up elsewhere as well, such as the second annual Art in the Orchard running through October at Park Hill Orchard, featuring temporary installations from 22 sculptors — and a schedule of music and dance performances — throughout the grounds during prime apple-picking season.
“The location is stunning, the art is compelling, and that appeals to a lot of different people, from toddlers to grandparents,” said Pache, who is organizing the event, adding that between 100 and 150 visitors stop by on a typical day. “The art is supporting the orchard, and the orchard supports the arts at the same time. It provides a very unusual setting for the artwork.”
Speaking of live performances, Maxey said ECA is trying to raise the profile of such events in Easthampton by building an online database of venues. “Anyone can come to it and research where to hold an event. We’re excited to put that together.”
She credits much of her organization’s success to the enthusiasm of the local arts community, noting that the 240 artists who call themselves ECA members are probably only a fraction of the total working locally.
“This is a tight-knit community, and people are excited about what’s going on here,” she told BusinessWest. “I moved here from Northampton in 2007 and immediately fell in love with Easthampton because of the community of people.”
Stoddard noted multiple reasons why Easthampton is an attractive landing spot for artists and creative business people. “We have endless real estate for studio space, and we have a large body of people who come here and appreciate their anonymity — and we respect that as well.”
Maxey added that “there is absolutely a buzz about what’s going on here. I think the quality of the artists in this location — in Easthampton and the Pioneer Valley as a whole — is immense. Go outside our area, and you can really recognize the quality of art made right here — that’s everyone from artisans to fine artists; performers to sculptors and installation artists. There’s a little bit of everything. We have a great community here.”

No Place Like Home
Stoddard said thriving business districts have a societal benefit that can be long-lasting, and creative enterprises have driven much of the recent growth in Easthampton.
“I have customers coming in with their kids and actively teaching them the values of shopping locally and supporting their local downtown,” she said. “That mentality has really changed — the appreciation for small businesses. I feel it all the time; I never feel slighted. I constantly have people coming in saying, ‘thank you for being here.’
“It’s a great feeling, and it makes being a business person in my hometown really rewarding,” she concluded. “I didn’t have that feeling back in 1995. When I was 18, I wanted to get out of here. But it’s a great place to come back to.”

Joseph Bednar can be reached at [email protected]

Industrial Canvas

Creative Economy Sections

Indian Orchard Mills Creates a Community for Artists

Sarah Concannon is a very recent addition to the tenant population at Indian Orchard Mills, but she is already enamored with the sense of community she says exists there.

Sarah Concannon is an artist with a mission.
She calls it “The People in Your Neighborhood,” and it involves painting a portrait of a resident (of her choosing) from each of Springfield’s 17 recognized neighborhoods.
At this point, she’s still in what would be considered the planning and fund-raising stages of this endeavor. While contemplating a process for selecting her subjects, she’s also going about the task of amassing the nearly $7,000 she estimates she’ll need to complete the project; she recently ventured onto Kickstarter, a website that provides a vehicle for crowd-funding creative initiatives via the Internet.
“This is probably the only way I’d be able to fund a project like this,” she told BusinessWest, adding that she recently took one big step forward with this initiative — and what amounts to a fledgling business venture. That would be her move, just a few weeks ago, into a 100-square-foot studio at the Indian Orchard Mills in Springfield.
This step up, from a studio (of sorts) in a small spare bedroom in her home in Springfield, provides her with the physical space with which to flex her creative muscles while she continues her day job as an inventory-control analyst for Baystate Health. But it also gives her much more.
Indeed, she’s now part of what can only be called a community of artists at the sprawling mill complex, one that is fueling the economy in many respects, and also providing a strong support network for artisans trying to make dreams come true and, in many instances, turn passions into successful businesses.
There are now more than 50 artists in the 300,000-square-foot, 12-building mill complex, said Charles Brush, who used that term to describe individuals creating everything from jewelry to furniture to exhibits for the Basketball Hall of Fame.
Brush bought the landmark in 1998 and has committed himself to continuing — and expanding — the work started by the mill’s previous owner, Muriel Dane.
Her name is on the 2,000-square-foot gallery in the mill, which is one focal point of twice-yearly open studio events, said Brush, noting that what Dane created, and he took to a higher level, is much more than physical space in which to paint or sculpt.
“You’ll never see an environment like this anywhere else,” he noted, “because I work with the tenants, and we all work with, and for, each other, with one goal in mind, and that is just to get it done and make it right, whatever ‘it’ happens to be.

Todd Harris’ company merges engineering and art to create unique museum exhibits like this larger-than-life eagle’s nest bound for a Connecticut learning center.

“This doesn’t happen by accident or because you’re giving the place away — art is business, but consistency is the key to any business, doing the same thing all the time,” he went on, adding that the mill’s mission is to provide a mailing address, but also an atmosphere, where artists can create, collaborate, and thrive.
The story being written in each of the studios is different in some respects, although there are common denominators — a passion for art and a desire to be part of this community of artisans.
For some, like Peter Barnett, a fine landscape and portrait artist and retired systems analyst at MassMutual, his work is still mostly a hobby, albeit a full-time pursuit.
“I paint things that turn me on, clouds and rocks,” he joked, adding, “I don’t personally need to sell work to keep food on the table, but I do love to sell work, and I really like the community, the interaction, I find here.”
For others, like Todd Harris, the mill has become home to a new business venture. He left a lucrative career as an engineering consultant to start 42 design fab, which creates exhibits for museums and nature centers across the country.
“We’re trying to make this work as a business and support the whole creative-economy thing because you should be able to make a living for a team of people that come to work every day and have fun doing creative things,” he said. “Our growth plan is about pushing our boundaries artistically and making it work as a business.”
For this issue and its focus on the region’s burgeoning creative economy, BusinessWest takes an in-depth look at one of the most recognizable — and successful — manifestations of that phenomenon, the Indian Orchard Mills, a landmark that speaks to the region’s past, but is now a symbol of its future.

Brush Strokes
Crystal Popko says people will invariably have two questions when they first encounter her jewelry made from butterfly wings.
“‘Are they real?’ and ‘what happened to the butterfly?’ — that’s what everyone wants to know,” she said, adding that the answer to the first query is ‘yes,’ and the response to the second is that the insect died naturally. (She acquires the wings from a nearby butterfly conservancy.)
Popko, who also works with fused glass as well as feathers, leaves, and other products from nature, is typical of the dozens of artists who now call the mill complex home.
Like many artists aspiring to turn their talent into a business, she started working out of her house. She would spend summers working, seven days a week, as a waitress on the Cape, trying to earn enough to spend her winters making and selling jewelry.
Three years ago, she decided to make her art a career, knowing that she would need, among other things, a studio where she could create and clients could see her work. She said she was drawn to the mill by its location, attractive lease rates, and, most importantly, that aforementioned community of artists already doing business there.
Carol Russell, a creator of stained-glass art, moved in for the same reason.
“I came here for the sense of community,” she told BusinessWest, “and being around other people and their energy.”
‘Community’ and ‘energy’ are words one hears often while walking the hallways of the mill complex, said Brush, who has a background in finance and manufacturing, but admits to being initially overwhelmed by the mill, its size, and all that goes into its upkeep.
But he was too intrigued by its vast potential to walk away when he started thinking about acquiring the mill in 1997. And he has no regrets about what most would consider a risky undertaking.
“It looked like it would be fun, and it’s really been a blast,” he said. While a number of industry groups (from asbestos abatement to precision manufacturing) are represented on a tenant list that now numbers more than 130, he noted, the growing number of artists — and the wide diversity of that constituency — is what has given the mill much of its identity.
“Everybody has a different definition of art,” he noted, adding quickly that his is quite broad, largely because of what he sees happening on each of the mill’s five floors. “Some people think artists stand at easels or over a lump of clay — and we have those in droves — but in my mind, arts is the creative, like the guy [Harris] that makes the museum exhibits. Yes, it’s manufacturing, but there is a lot of art that goes into what they do.
“What our woodworkers do with raw materials, what leaves here — the cabinetry, the furniture — is all art,” he went on. “We are a creative-industry complex, and as far as I’m concerned, the industry is just as artistic as traditional art.”
In his role as landlord, Brush says it’s his job to give all of his tenants an environment in which they can thrive. And when it comes to the artists — of all kinds — this means providing the space and the opportunity to create, collaborate, and feed off that aforementioned energy.

Peter Barnett has enjoyed the creative interaction of the artists at Indian Orchard Mills for two decades.

And nowhere is this more evident than at the Dane Gallery and the two open-studio events, he said.
The gallery is open Saturdays from noon to 4 p.m., and it features works created by many of the mill’s tenants. Open year-round, the gallery allows each artist the opportunity to produce their own show for a month; Concannon’s “The People in Your Neighborhood” is expected to be ready for display in the gallery next year.
As for the open studios, they are, as the name suggests, events where tenants open up their studios to the public, with works on display and for sale.
Now in their 21st year, these events have drawn thousands of visitors to the mill (necessitating their expansion from one-day affairs to two) and, in so doing, have inspired a number of artists to join the community at the mill.
Such was the case with Concannon, who took in one of the open studios several years ago and began formulating plans to one day be one of the artists greeting guests. That day became reality a few months ago, when she and her husband, Greg Matthews, determined that they had the financial wherewithal for her to make her painting more than a part-time pursuit.
“It’s so inspiring to be a part of a community where people speak the same language and can offer critiques of your work if you want it,” said Concannon. “I can’t wait to get started because I know how good it will feel to be painting again and what a sense of accomplishment awaits if I’m able to make this project successful.”

His Nest Eggs
As he talked with BusinessWest, Harris showed off a larger-than-life eagle’s nest, complete with three oversized eggs, that is in the final stages and bound for the Harry C. Barnes Memorial Nature Center in Bristol, Conn.
It’s an example of how his company has merged engineering and art to create unique learning experiences, and also one of the hundreds of unique and diverse forms that the creative economy takes in the region — and especially Indian Orchard Mills.
There, tenants haven’t just created works of art. They’ve created a community — and real momentum in the efforts to make this sector an economic driver.

Elizabeth Taras can be reached at [email protected]

Run of the Mill

Commercial Real Estate Sections

Former Tambrands Complex Becomes Home to an Eclectic Mix of Businesses

On the banks of the Chicopee River, the Palmer Technology Center hasn’t exactly lived up to its name, but it has become home to a wide array of businesses — and jobs.

Having grown up in Palmer, Lisa Murray lived in the shadow of the massive Tambrands plant, built in 1872.
It was the epicenter of economic development since as far back as she can remember. It kept the downtown of Three Rivers, one of four villages in Palmer, buzzing, especially at lunchtime. But when the plant closed for good in 1997, a few years of vacancy and stillness prevailed on Main Street, and the mill became another symbol of what once was in this blue-collar region.
Today, however, the sprawling, 325,000-square-foot complex is a different kind of economic driver, and small-business owners like Murray have become the face of the landmark — even if their faces are not seen by many people.
Several years ago, Murray’s company, Transportation Advisors, which offers nationwide consulting for trucking-industry compliance through Federal Department of Transportation regulations — specifically drug and alcohol testing — needed accessible, affordable space in which to grow.
She found all that and more at what is now called the Palmer Technology Center, a name that is somewhat of a misnomer — there are not many technology-related businesses in the complex — but that speaks to how the reinvention of the old mill has been a slow, steady battle that hasn’t exactly gone according to script.
Indeed, the original plan for the mill, said John Morrison, a former employee at Tambrands who later started his own construction and landscaping business and then acquired the mill, was to attract the technology-related businesses that were emerging in huge numbers with the dot-com boom. But while these intentions were good, the timing and location were not.
The Technology Park at Springfield Technical Community College was opening at the same time (1999), and it and other properties in urban centers such as Boston and Worcester were proving to be much more attractive locations than the former manufacturing town off exit 8 of the Turnpike.

Palmer native Lisa Murray has made her growing transportation business part of the revival of the PTC.

So Morrison and his team widened their sights, and, over the past 15 years, the mill has become home to everything from a library-relocation service to a business selling caskets and urns to a chocolatier. And, for the most part, there is a decidedly local flavor — figuratively, and in at least one, literally — to this mix of ventures.
“It’s a great old building, and I’m a Palmer girl, so I like to keep it local,” said Murray, who became one of the first tenants on the fifth floor of the main manufacturing building and still lives in town. “There’s not a lot of industry left in the area, so if you have a business and you can hire people and house your company locally, it’s good.”
At present, there are 22 businesses in the mill that together employ more than 200 people, said Morrison, noting that, while this number represents a fraction of the workforce at Tambrands at the height of that operation, it is significant to a community that needs jobs, as well as a spark to support other service- and hospitality-related businesses in the community.
And the mill has become just that, said Lenny Weake, who wears two hats, one as the executive director for the Quaboag Hills Chamber of Commerce and the other as the owner of Alternative Options, Affordable Caskets and Urns in the PTC. He said the center has become a hub of economic development that is successful, even if it isn’t visible to many in the community.
“Because there isn’t a lot of retail here, the average person doesn’t even know all that’s going on, because you can’t see the parking lot from the road,” he explained, adding that the vibrancy at the mill has translated into new opportunities for Palmer and especially its rebounding downtown.
With less than 8,000 square feet of office space and 30,000 square feet of light warehouse space left to be leased, Morrison said, the mill complex is close to 90% occupied. That means the PTC has become a success story on a number of levels, especially when it comes to the property being referred to in the present and future tenses, instead of the past.
“We’re finally getting people to stop calling it the ‘old Tambrands building,’” he said with a laugh, noting that while ‘Palmer Technology Center’ doesn’t exactly roll off the tongue, it is gaining traction.
For this issue and its focus on commercial real estate, BusinessWest goes inside the PTC to chronicle the progress made there, and also to learn how this eclectic mix of business ventures has come together to create a unique success story.

Time and Space
Known originally as the Otis Mills, which processed cotton, the complex on the bank of the Chicopee River was home to Tambrands for 50 years, producing cotton products of a very different sort: tampons.
Procter & Gamble (P&G), Tambrand’s main competitor, purchased the corporation in 1992, ceasing the manufacturing operations, but converting the plant to its technical research and development center, which was eventually shut down in 1996.
“During Tambrand’s heyday, a woman could buy a box of tampons anywhere in the world, and it would say ‘manufactured in Three Rivers, Mass.,’” said Morrison. At that time, Tambrands had $662 million in global sales and just under 50% of the U.S. market.
Morrison’s knowledge of the building and the company’s history is understandable — they’ve both played a big part in his life, and his family’s. Not only did both of his parents work all their lives at Tambrands, but Morrison himself worked in the shipping department 25 years ago, before launching his landscaping company. He secured contracts with Tambrands for mowing, snow plowing, and scrap-metal collection, eventually evolving into a commercial and residential construction company.
It was that entrepreneurial spirit that caught the attention of P&G’s in-house broker; soon, Morrison was acting as the on-site broker for the corporation, showing potential buyers the mill complex.
And while he took a number of parties on tours, the building failed to generate much interest, despite roughly $20 million in renovations that were undertaken in the late ’80s. Frustrated by their inability to move the property at anything approaching their requested price of $3 million, P&G officials eventually reached out to Morrison and asked if he would be interested.
“I was just a landscaper, and I never say no to business, so I told him, ‘I’ll see what I can do,’” Morrison recalled, adding that he and some partners — Sid Covitch (now deceased), Len Jolles, and members of Covitch family — scraped together the capital to buy the complex for $685,000.
The original plan, as noted earlier, was to ride the tech wave sweeping through the nation and especially the Bay State. The thinking was that Palmer would be an ideal location because it was halfway between Springfield and Worcester. In reality, it turned out to be a little too far from both.
Meanwhile, the Technology Park at STCC had become a very visible, and formidable, competitor for the attention of tech companies.
“We had several come and look at the building because there was a lot of lab space, but they all had their eyes on either Worcester, Boston, or Springfield, and the STCC park was our main competition,” said Morrison. “We were trying to get the overflow from that, but people were very committed to Springfield at the time.”
So Morrison started keying in on more local businesses from a host of industry sectors. The common denominator was a need for accessible, affordable space, and, in many cases, large amounts of it. In meeting such needs, Morrison has been creative in putting specific facilities at the Tambrands plant to new uses.
For instance, the old kitchen of the Tambrands cafeteria is now occupied by Rogue Chocolatier, a small, award-winning cocoa-bean-to-bar manufacturer. Meanwhile, Alternative Options, Affordable Caskets and Urns is in the old computer-lab area, which has ramps that enable heavy caskets to be delivered and then shipped out.
Morrison’s two largest tenants are Mustang Motorcycle Products, which produces after-market motorcycle seats for all brands of motorcycles (it’s the second-largest venture of its kind in the world), and Wing Memorial Hospital’s Wing VNA and Hospice, specifically its billing department and file-storage facilities.
Filling the mill was a slow, sometimes frustrating process, said Morrison, who noted that confidence in his business plan eventually paid off.

When technology companies opted for Boston and Springfield, John Morrison said he targeted local businesses that would best fit the unique spaces in the old Tambrands mill.

“At one time, my partners didn’t have a lot of faith in it, but when I landed Mustang, things started to change,” he said, noting that the company recently moved its corporate headquarters from Connecticut to the PTC, signing a lease for the next seven years.
Other tenants include Tony Valley Entertainment, DJ services and guitar lessons; Halpern Titanium, precision manufacturers of titanium cutlery and other metal products; Palmer Monson Family Network, a nonprofit counseling network; the Learning Factory, a children’s day-care center; Stan-Allen Co., a steel-rule die maker for cutting plywood for board games; National Library Relocations, full-service movers; and Sunshine Village, adult day care for the mentally challenged.
That nonprofit’s clientele has recently doubled due to the closing of the nearby Monson State Hospital, and now occupies almost 13,000 square feet.
“You would think, with so many different types of businesses, it would be more difficult to manage the property,” said Morrison. “But it all works together.”

Milling About
One of the newest tenants at the PTC, Weake said he landed there for one reason.
“I looked all over the place, and in all honesty, it’s the price,” said Weake. “John had the best price for the space that I could find anywhere.”
Currently, Weake’s casket and urn business is on the second floor, and while he’d rather have the frontage of a first-floor Main Street location, his showroom and reasonable rent offers the low overhead he needs to grow a business that was spawned by what he perceived as a recognized need within the community.
“I had a death in the family, and I was stunned to see the prices for all the funeral costs,” said Weake. “So I got into this business because I found that you don’t have to purchase directly from the funeral home; there is a Federal Trade Commission law that states that consumers have the right to shop for caskets and urns competitively.”
And while Weake is impressed with the success story unfolding within the old mill, he said the influence of those businesses extends beyond those walls and out onto Main Street and beyond.
“It’s very important from the chamber’s standpoint,” he said of the mill’s revival . “Palmer has a neat little downtown with New England charm. People are out and about, and if you think about it, in its heyday, 500 people were down here.”
Another unique business, EP Floors — which applies industrial seamless flooring for food-processing plants across the country, like National Fish & Seafood and King Cove Alaska — and its sister company, EPF Polymer Floors Electro Static Dissipating (ESD), which installs anti-static floor coatings for manufacturers of electronic items on concrete flooring, sought space in the mill for similar reasons.
“A dozen years ago, when it was pretty much empty, the office space drew us in because it was very affordable,” said Sean Mitchell, EP Floors and ESD operations manager. “And then there was the convenience of putting our shop here. We now have four offices and 5,000 square feet of shop space downstairs.”
Price and location were also paramount for Jim Hoag, president of Floormart Inc., a full-service flooring and installation business that was the first full-time business in the former mill. Now occupying 3,800 square feet, more than double the original footprint, Hoag cites the location, his family roots in the area, and the low overhead that the business and his headquarters afford him as reasons for his success.
“Word of mouth is a big thing in Palmer; people want to buy locally and not gravitate towards the big-box stores,” said Hoag. “I have a great local following and repeat customers.”
Morrison sticks to the ‘buy local’ theme by hiring as many of his tenants, like Hoag, as possible to provide their products and services to the PTC.
“To run the building, they use in-house people, and I do all the flooring here,” Hoag told BusinessWest. “He’s not going out and getting other contractors, and essentially that pays for my rent here; one hand washes the other.”

Room with a View
Like many of the repurposed mills in Western Mass., the PTC has not made people forget about the past. Indeed, this will still be the ‘old Tambrands plant’ to many, despite Morrison’s claims of putting that phrase to pasture.
And the businesses inside will likely never be able to match the employment activity at the former mill, which provided good jobs at good wages for generations of Palmer-area families, like Morrison’s.
But the technology center has brought a large dose of vibrancy back to an area that had lost thousands of manufacturing jobs and badly needed a spark. Murray summed up the development succinctly.
“Isn’t it wonderful that a building that was designed for one particular use back in the day to support the manufacturing of Tambrands has been recycled, and has all these great uses, and it’s really helping to revive the area?” she said. “Having grown up here and seeing all the empty buildings and manufacturing that has left, it’s nice that there’s something to replace it all with.”

Elizabeth Taras can be reached at [email protected]

Planning for Incapacity

Health Care Sections

Take Steps Now to Keep the Court out of Your Personal Decisions

By Gina M. Barry, Esq.

If you were to become incapable of making your medical and financial decisions, do you know who would handle your affairs? Failing to plan for incapacity may mean becoming subject to guardianship and/or conservatorship proceedings in the probate court.
Ideally, you have executed formal legal documents naming someone to make those decisions for you, but many people remain unaware of the consequences of failing to establish a plan for incapacity as well as the steps to take to avoid having the court involved in their personal decisions.
If you were to become unable to make your decisions, whether due to mental illness or physical incapacity, and you have not executed a durable power of attorney and healthcare proxy, it would be necessary to petition the court in order to have a guardian and/or conservator appointed to make your decisions. A guardian is appointed to make personal and medical decisions, while a conservator is appointed to make financial decisions. In some cases, only a guardian or a conservator is needed, but often both must be appointed. While a person under guardianship is deemed ‘incapacitated’ and a person under conservatorship is deemed ‘protected,’ for clarity in this article, all will be referred to as incapacitated.
The guardianship and/or conservatorship process begins with the completion of a lengthy petition that details the incapacitated person’s biographical and personal information, as well as a medical certificate, which must be completed by qualified medical personnel, setting forth the medical basis for the individual’s inability to handle their own affairs. Since the incapacitated individual has never set forth their wishes as to whom they would want to make decisions for them, the person seeking guardianship or conservatorship over the incapacitated person may be someone other than whom the incapacitated person would have selected.
Once the petition is filed, notice must be given to all interested parties, including the incapacitated person, their heirs-at-law, and, in some cases, state agencies. It is also often necessary to publish a notice in the newspaper that the petition has been filed. This notice informs the interested parties of their ability to object to the petition if desired. If an objection is filed, a trial may be needed in order to determine whether a guardian and/or conservator is necessary, as well as to determine who should be appointed.
After the date for objections has passed, and assuming there is no objection, the decree will issue, appointing the guardian and/or conservator. Having a guardian or conservator appointed takes approximately two months, even if no objections are filed. If an objection is filed that cannot be resolved without resorting to a trial, resolution could take many months. Fortunately, a temporary guardian and/or conservator can be appointed while the process is pending.
Even if the court process proceeds without objection, this is fraught with emotion and a loss of privacy. The majority of the papers filed with the court, as well as any hearings, are open to the public. Evidence is presented regarding the nature of the incapacity, and matters very personal to the incapacitated individual are discussed, including their financial situation. The court process is also expensive. In addition to filing fees for most cases, there will also be costs associated with providing proper notice, such as certified mailing and publication expenses. Generally, there is at least one attorney involved, although many times, there are more.
After appointment, a guardian or conservator must file an initial care plan and an additional care plan each year thereafter, detailing their ongoing service as guardian or conservator and their plans for the upcoming year. A conservator must also file an inventory of all the real and personal property that they are managing on behalf of the incapacitated person and must render an annual account detailing all income and expenses.

Avoiding the Court Process
Fortunately, with proper planning, it is possible to avoid the court process. If a durable power of attorney and healthcare proxy have been signed, the individual has named someone who can make all financial and/or medical decisions on their behalf. A durable power of attorney is a legal document that names someone to make financial decisions in the event of incapacity. A healthcare proxy is a legal document that names someone to make medical decisions in the event of incapacity. You must be competent to execute these documents, and thereafter, upon incapacity, there is no need for a guardian or conservator because individuals are already in place to make those decisions. Having both a durable power of attorney and a healthcare proxy is absolutely crucial to avoiding guardianship.
While you are competent, you have the ability to name the people that you would want to make decisions for you if you could not make them for yourself. By doing so, you will eliminate the loss of privacy, money, and time that is associated with the guardianship and conservatorship process. Establish proper documents now, and keep the court out of your personal decisions.

Gina M. Barry is a partner with the regional law firm of Bacon Wilson, P.C., Attorneys at Law. She is a member of the National Association of Elder Law Attorneys, the Estate Planning Council, and the Western Mass. Elder Care Professionals Association. She concentrates her practice in the areas of estate and asset protection planning, probate administration and litigation, guardianships, conservatorships and residential real estate; (413) 781-0560; [email protected].

Pointed Arguments

Health Care Sections

Despite Controversies, Vaccines Remain a Critical Line of Defense

Dr. Stephanie Carlin says a belief that vaccines cause autism persists in some pockets of the community.

It’s like the end of a horror movie, when viewers think the villain is dead – only to see him rise up one last time.
Meet the villain known as measles. Due largely to an inoculation developed in the 1960s – now commonly administered to young children along with mumps and rubella vaccines in a combined vaccine known as MMR — the U.S. and the United Kingdom had both categorized measles as effectively ‘eliminated’ by the turn of the millennium.
That’s not the case anymore. Child deaths from measles worldwide fell 71% from 2000 to 2011, according to the Measles & Rubella Initiative, a partnership of global-health groups.
Most of that improvement has taken place in developing countries. But cases are rising in the U.S. and especially Europe. The 117 U.S. cases reported in the first half of 2013 alone are up from 54 in all of 2012. Meanwhile, England reported 1,168 cases in 2013 through May, up 64% from the same time a year earlier. The culprit, public-health groups say, is an increased refusal by many parents to have their children vaccinated, citing safety fears, and particularly a belief that vaccinations can cause autism.
“Even though it’s been disproven over and over again on a scientific level, we definitely have that myth circulating in the community,” said Dr. Stephanie Carlin, a pediatrician at High Street Health Center, a Baystate Health practice in Springfield. She said some parents worry about mercury used in the vaccine preservative, which today has been eliminated from early-childhood vaccines like the MMR.
“We also try to educate about the nature of autism, that it tends to be diagnosed around the same time we’re given vaccines. That’s why there was this connection made between the MMR vaccine and autism,” she explained. “But autism is multi-factoral. We think there’s a strong genetic component, and we try to broaden parents’ understanding of autism as a disease that’s not connected to a vaccine.”
What’s happening in Wales is a strong argument for vaccines. Anti-vaccination sentiment ran particularly strong there in the late 1990s after a now-discredited study by Dr. Andrew Wakefield (more on that later). A measles outbreak infected 1,219 people in southwest Wales between November 2012 and July 2013, compared with 105 cases in all of Wales in 2011. Many victims were teenagers whose parents refused vaccines for their infant children.
“Despite the fact that it’s one of the greatest health measures ever invented by man or woman, there seems to still be a small residue of humanity that objects to the very idea of immunization,” Dr. Dai Lloyd, a Welsh physician who treated many of the recent measles cases, told the Wall Street Journal. “If you go around the cemetery, you can see the historical evidence of childhood slaughter from pre-immunization days.”

Different Perspective
Part of the problem, Carlin told BusinessWest, is precisely that today’s young parents didn’t grow up surrounded by that carnage, so they don’t take seriously the potential damage once-common childhood diseases can cause.
“By the age of 2, you could potentially prevent 14 serious diseases in children, which is incredible,” she said. “But parents today haven’t seen the devastating effects of these diseases because we don’t see them anymore. Well, some we do; although we vaccinate for whooping cough, chicken pox, and and measles, outbreaks could rise up again if we didn’t.”
What parents are seeing today, however, is a drastic uptick in autism-spectrum diagnoses.
Enter Wakefield, who first suggested a vaccine-autism link in 1997 when he was a researcher at London’s Royal Free Hospital.
Wakefield was the lead author of a 1998 study, published in the Lancet, which reported on 12 children who allegedly developed gastrointestinal problems and developmental disorders, including autism bowel disorders, after being vaccinated. Alleging a possible connection with the MMR, he publicly advocated for, at the very least, separating the components of the injections by a year or more.
However, the section of the study dealing with an autism link was subsequently retracted by 10 of the paper’s 13 authors. In 2004, following an investigative report by journalist Brian Deer — claiming that children may have been subjected to unnecessary lumbar punctures and colon biopsies, including one colonoscopy that caused the child life-threatening perforations of the bowel — the British General Medical Council (GMC) launched an inquiry into allegations of serious professional misconduct against Wakefield and two former colleagues. The GMC also accused Wakefield of suppressing and falsifying data.
In 2009, an investigation by London’s Sunday Times determined that Wakefield had “changed and misreported results in his research, creating the appearance of a possible link with autism,” citing evidence obtained by the newspaper from medical records and interviews with witnesses. The newspaper also reported that the rates of inoculation in the U.K. fell from 92% to below 80% after the publication of Wakefield’s study, and that confirmed cases of measles in England and Wales rose from 56 in 1998 to 1,348 in 2008, with two child fatalities.
In 2010, the Lancet formally retracted Wakefield’s 1998 paper, and the GMC revoked his license to practice medicine in the U.K. He now practices in the U.S., where a significant number of adherents, many of them parents of autistic children, continue to claim a link between vaccinations and autism.
Dan Olmsted, a blogger with the anti-vaccination website Age of Autism, is one strong voice in the movement (whose most noted celebrity backer has been Jenny McCarthy, who claims that vaccines caused her son’s autism). It’s a varied community — some adherents want mercury out of all vaccines (it’s still used in flu vaccine), others want the MMR vaccine components separated, and others question the necessity of giving young children so many vaccines — but a belief in the autism link is largely common ground.
“One thing I do know for sure,” Olmsted writes, “is that the autism epidemic reflects a fundamental betrayal of American families. Doctors and journalists and judges and scientists, among many others, have failed in their duty to listen to the real stories of real people, real families, and instead have thrown in their lot with the bigs — big medicine, big pharma, big media, big government, big money — and left families to fend for themselves.”
Notably, however, the major advocacy organization Autism Speaks is forcefully on record that studies examining possible links between vaccinations and a rise in autism have not found a link between the two.
“It remains possible that, in rare cases, immunization may trigger the onset of autism symptoms in a child with an underlying medical or genetic condition,” the organization notes, explaining that it is funding studies on the underlying biology of autism, including studies to better understand medical and genetic conditions associated with autism – as well as research on associations between autism and a wide range of non-genetic, environmental, factors, including vaccination history.
In the meantime, “we strongly encourage parents to have their children vaccinated for protection against serious disease. We recognize that some parents still have concerns about vaccines, particularly if they have a child or relative with autism. We urge them to find a health practitioner who will consider their concerns and help them ensure the well-being of their child. Establishing open communication and trust with a physician who understands each child and family is the best strategy for keeping children healthy.”

Fighting Back
However, measles outbreaks continue to pop up occasionally, including the reported infection of at least 15 people in Texas affiliated with a megachurch whose leader, Kenneth Copeland, advocates against vaccines; 12 of those people were not vaccinated as children.
James Goodson, the lead measles expert at the U.S. Centers for Disease Control and Prevention, calls the disease “the canary in the coal mine,” telling the Wall Street Journal that people who refuse one vaccine may be rejecting others as well, setting communities up for outbreaks of other dangerous diseases that are slower to propagate, such as diphtheria and whooping cough.
“The really important concept is that, by vaccinating your child, you’re protecting your community,” Carlin told BusinessWest. “You’re not just making decisions for your kid. If your kid didn’t get vaccinated and gets chicken pox and is around a 3-month-old baby who has not been vaccinated yet, he can give that 3-month-old chicken pox, which can be devastating, depending on the severity of the illness. This is a public-health issue.”
Before 1963, the U.S. saw up to 4 million measles cases annually — a disease that kills about 1 in 1,000 sufferers and can pose respiratory complications, hospitalizations, and seizures for others. Carlin said it’s not an environment the healthcare industry wants to see re-emerge, even in small pockets.
“A lot of parents are asking to separate the vaccines instead of giving them so many in one day — spread them out a month at a time, that kind of thing,” she said. “We’re trying to discourage that as well; if they’re not following the schedule recommended, it’s possible they could be delaying the immune response and not protecting their children as well as they should be protected.”
As for those who question the effect of the antigens in vaccines — substances in vaccines that cause the body to produce antibodies, proteins that help fight off infections — vaccination adherents note that the body is exposed to antigens all the time in the form of bacteria and viruses.
“We try to teach them they’re not overloading their immune system by giving them the vaccines scheduled for that day,” Carlin said. “Our immune system is exposed to millions of antigens on a daily basis, and this very small exposure to vaccines is so little compared to what the daily exposure is. You’re not overloading their system by vaccinating.”
She concedes that the vaccination schedule has expanded over the years, with inoculations required at various stages of life, from infancy to grade school, middle school, and even college.
“Every year it seems to be changing. The long and short of it is, pediatricians view vaccinations as one of the best things you can do for the long-term health of your children — not only to protect them against potentially serious diseases, but also to protect their classmates, family members, and the community.”

Joseph Bednar can be reached at [email protected]

For Sale, for Lease

Commercial Real Estate Sections

A list of available commercial properties

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Company Notebook

Company Notebook Departments

STCC, HCC Sign Articulation Agreement
SPRINGFIELD — Springfield Technical Community College (STCC) and Holyoke Community College (HCC) signed an articulation agreement Aug. 26 that will benefit students transferring from HCC’s medical billing certificate program to STCC’s medical coding and billing specialist associate degree program. Under the agreement, credits completed in HCC’s medical billing certificate program will transfer to STCC’s program, allowing students who may have initially decided to complete the certificate program to transfer seamlessly to a degree program. According to Leona Ittleman, dean of STCC’s School of Business and Information Technologies, both STCC and HCC have offered certificate programs in the medical billing and coding disciplines for nearly 30 years. However, Ittleman said the degree program at STCC was implemented nearly 10 years ago to address increasing national standards as well as local employer needs with more comprehensive knowledge of anatomy and physiology, human disease, and pharmacology, as well as computer technology. “This agreement allows both STCC and HCC to maximize limited resources while satisfying both student and employer needs,” she explained. This new agreement is just one of several joint initiatives the two community colleges have undertaken in recent years, including Training & Workforce Options (TWO), which provides training alternatives to area employers at both STCC and HCC.
“I’m excited to work with our colleagues at STCC to provide HCC students multiple pathways into jobs in a growing industry,” said HCC Vice President of Academic Affairs Matthew Reed.

Centers of Activity

Commercial Real Estate Sections

A chart of the region’s industrial parks

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Saving Graces

Help Employees Help Themselves to a Successful Retirement

Charlie Epstein

It has been my experience that, if you ask the average employee if they would like to retire with enough money to be financially independent with reduced financial anxiety, they will say yes. If you than ask them what are the chances that this will actually happen to them, the response is a scary, “not in my lifetime!”
Does it have to be this way? Not necessarily. One thing is for certain: for the average employee, saving for retirement is a difficult thing to do. Left to their own devices, they will always find other things to do with their money than save for some future date they cannot even imagine.
As an employer who sponsors a 401(k) retirement plan for your employees, let me acknowledge you for offering this valuable benefit to your employees. There is no requirement that you do, and yet … you do.
And as long as you are offering such a valuable benefit, then why not also offer all the automatic features possible that study after study have proven increase the likelihood of your employees saving enough money to achieve that comfortable, and even wonderful, retirement they are dreaming of?
I have written about these features before, but they merit repeating, especially as the year comes to a close. Now is the time to sit down and review your plan document and assess the value of adding these features, for your employee’s benefit and even for yours.

• Automatic enrollment at a 6% level. Make it easy and automatic when your employees enroll in your 401(k) plan. Automatic enrollment does just that. Rather than opting in, your employees have to opt out of the plan. Studies show that 70% or more of the employees that are automatically enrolled into contributing to their 401(k) plan do just that; they contribute and keep on doing so. And while you’re at it, instead of starting them with a measly 3% contribution (which is the ERISA minimum), bump it to 6%.
• Automatic escalation. This feature says that each year you send out a 30-day notice, notifying all your employees that you will be increasing their contribution to the 401(k) plan by 1%, unless they notify you they don’t want to increase. This feature is critical to improving the chances of an employee saving enough money over their lifetime for retirement. As a rule of thumb, the average employee needs to save 10% of their pay each year to accumulate enough money by the time they are age 65. For most employees, saving 10% immediately is very difficult, but if they start at 6% and you increase their savings automatically by 1% a year, they will achieve this 10% savings rate in just four years. Best of all, most won’t miss the 1% each year.
• Automatic enrollment into a target-date, lifestyle, or balanced investment. These are known as qualified deferred investment accounts (QDIA). When auto-enrolling or re-enrolling your employees into the 401(k) plan, it may also make sense to do so into one of these QDIA options. The vast majority of employees participating in a 401(k) plan have little or no investment knowledge or experience. These fund choices manage an employees’ investments based on the level of risk they are willing to assume or actually avoid. A solid target date fund will also reduce the level of equity exposure gradually over time as the employee gets closer to their retirement date. By re-enrolling your employees once a year into a target-date fund, you, as the plan sponsor, receive fiduciary protection. This protection is provided by ERISA, provided you document you have a prudent process for evaluating the QDIA investments in your 401(k) plan.
• The ‘Stretch Match’: I believe a savings goal for employees should be a minimum of 10% of their pay. Unfortunately, employers on average offer a matching contribution of either 50% of employees’ pay up to 5% or 6%, or use a ‘safe-harbor’ matching contribution of dollar for dollar on the first 4%.
The result is that employees are conditioned only to save up to their employers’ match level of 4%, 5%, or 6%. If, however, an employer offered a matching contribution of 50% on the first 5% and 25% on the next 5%, their out-of-pocket cost may be close to their original match, and they will have incentivized their employees to stretch their savings to the full 10% to get the company’s full matching contribution.
Adding these four simple features — automatic enrollment, automatic escalation, automatic enrollment and/or re-enrollment into a QDIA, and the stretch match — to your 401(k) plan in 2014 will go a long way toward impacting your employees’ saving behavior and potential success in achieving an adequate savings rate to create financial independence with reduced financial anxiety.

Charles Epstein is the author of “Paychecks for Life: How to Turn Your 401(k) Into a Paycheck Manufacturing Company.” He consults on company-sponsored retirement plans and has been nominated one of the “Top 100 Most Influential Individuals in the 401(k) Industry” by 401kWire; [email protected]

Briefcase

Briefcase Departments

West Springfield Voters Kill Hard Rock Casino
WEST SPRINGFIELD — West Springfield residents made a strong statement against a resort casino there, with 55% of referendum voters saying no, and killing the chances of Hard Rock International developing the project on the grounds of the Eastern States Exposition. That trims the number of competitors for the sole Western Mass. casino license to just two; Springfield voters have already approved (by a 58-42 margin) a proposal by MGM Resorts International to built a casino in the city’s South End, while Palmer residents will vote in November on whether to approve Mohegan Sun’s project there. The Mass. Gaming Commission is expected to issue a license for one of these projects early in 2014. In West Springfield, 7,578 residents, or 45.7%, turned out to vote, with the proposition losing by 752 votes. According to campaign finance documents filed with the city, Hard Rock and the pro-casino movement spent $936,920 trying to get the project approved, while opponents working with No Casino West Springfield Inc. spent $1,765 — totals which do not reflect a surge of late spending by both sides in the campaign’s final days.

Four Sites Offered for UMass Facility in Downtown Springfield
SPRINGFIELD — Four sites in downtown Springfield have been offered as potential locations for a satellite facility of UMass Amherst, the Republican reported earlier this month. The offers came in response to a request for proposals issued by the university in August. School officials stipulated that they were interested in leasing approximately 25,000 square feet of space in the downtown area and have the ability to double that space at a later date. The four companies that sumitted bids, and their proposed sites, are:
• 1350 Main St., LLC, which is offering space at One Financial Plaza;
• JGT Mass LLC, which is offering space at 1391 Main St. (Harrison Place);
• Massachusetts Mutual Life Insurance Co., which is offering space at 1500 Main St. (Tower Square); and
• Opal Real Estate Group, which is offering space at the Peter Pan Bus Station on Main Street.

Cathedral High School Tornado Claims Settled
SPRINGFIELD — The Diocese of Springfield and Catholic Mutual have announced an amicable resolution of all claims for June 1, 2011 tornado damage to Cathedral High School (CHS); St. Michael’s Academy (SMA), including the preschool and middle-school facilities; and the St. Michael’s Priests Residence building. In addition, other claims relating to damage to property owned by the diocese, including the Our Lady of Mt. Carmel and St. Jude Mission properties in Springfield, have been resolved as part of the agreement. When experts for Catholic Mutual and the diocese did not agree on the cost to repair damage from the tornado to the CHS/SMA middle-school building and other properties, the parties agreed to submit their disagreement to a reference procedure outlined in Massachusetts law to resolve such disputes. That process began in September 2012 and concluded in July 2013. Under the terms of this settlement agreement, within 30 days of its execution, Catholic Mutual will make a payment of $40 million. This amount will be in addition to the $19.9 million previously advanced to the diocese by Catholic Mutual and another $2 million paid directly by Catholic Mutual to Service Master for their initial cleanup services at the site. The diocese will add an additional $200,000 from insurance reserves. This settlement brings all disputes regarding property damage to a final conclusion, without the possibility of further legal challenges. Mike Intrieri, president and CEO of Catholic Mutual, said he is “happy that the process led to this complete settlement without the need for further legal proceedings. We wish the Diocese of Springfield well.” The diocese has already announced plans for partial demolition at the Surrey Road site.

Economic Gulf Grows Between Rich, Poor
WASHINGTON, D.C. — The gulf between the richest 1% and the rest of America is the widest it has been since the 1920s, according to an analysis of Internal Revenue Service figures dating to 1913 by economists at the University of California Berkeley, the Paris School of Economics, and Oxford University. The wealthiest 1% of Americans earned more than 19% of the country’s household income last year — their biggest share since 1928, the year before the stock-market crash — while the top 10% captured a record 48% of total earnings last year. One of the analysts, Berkeley’s Emmanuel Saez, said the incomes of the richest Americans surged last year in part because they cashed in stock holdings to avoid higher capital-gains taxes that took effect in January. In 2012, the incomes of the top 1% rose nearly 20% compared with a 1% increase for the remaining 99%. The richest Americans were hit hard by the financial crisis; their incomes fell more than 36% during the Great Recession of 2007-09 as stock prices plummeted, while incomes for the bottom 99% fell just 11.6%. But since the recession officially ended in June 2009, the top 1% have enjoyed the benefits of rising corporate profits and stock prices, with 95% of the income gains reported since 2009 going to the top 1%. The top 1% of American households had pre-tax income above $394,000 last year, while the top 10% had income exceeding $114,000. The income figures include wages, pension payments, dividends, and capital gains from the sale of stocks and other assets. They do not include so-called transfer payments from government programs such as unemployment benefits and Social Security. The income share of the top 1% bottomed out at 7.7% in 1973 and has risen steadily since the early 1980s, according to the analysis. Economists point to several reasons for widening income inequality, including competition with lower-wage labor in China and other developing countries, resulting in outsourcing of jobs, while technology continues to replace workers in performing routine tasks.

Agenda

Agenda Departments

Publishing Fair
Sept. 28: Amherst Area Publications will present a publishing fair from 10 a.m. to 2 p.m. at the Masonic Hall at 99 Main St., Amherst. Learn how to find an agent, coach, editor, artist, trainer, or printer. Learn about self-publishing, marketing your work, publishing locally, and more. The $10 admission includes workshops. Pre-registration for workshops via e-mail is strongly suggested. They include: 10:15 a.m., “Do-it-yourself Book Marketing” by Shel Horowitz, author and international speaker; 11:30 a.m., “Intro to Self-publishing” by Sean Cleary, owner of CopyCat; 12:30 p.m. “Memoirs” by Kitty Axelson-Berry, owner of Modern Memoirs Inc. and White Poppy Press; 1:30 a.m., “What Small Presses Do” by Steve Strimer of Levellers Press. To register, contact [email protected] or Amherst Area Publications, P.O. Box 3389, Amherst, MA 01004. This program is supported in part by a grant from the Amherst Cultural Council, a local agency which is supported by the Mass. Cultural Council. Amherst Area Publications Inc. is a member of the Amherst Chamber of Commerce.

Wicked in Pink Motorcycle Ride
Oct. 13: The Wicked In Pink Run, a motorcycle event created by Bob Kaine Alves, a local motorcycle magazine and shop owner who recently fought his own battle with cancer, will raise much-needed funds for the Sr. Caritas Cancer Center Patient Services Fund at Mercy Medical Center. The event will also show support for all those battling cancer, cancer survivors, their caregivers, family, and friends. Registration for the run will begin at 9:30 a.m. at Harley-Davidson of Southampton. Participants will leave at noon from the dealership and end at the outdoor pavilion at Summit View Banquet & Meeting House in Holyoke, where there will be food and entertainment. Tickets cost $20 per person. Kaine Alves, owner of Throttle Rocker magazine, recently battled cancer of the head and neck and made it his mission to pay forward the compassionate treatment he received from the staff of the Sr. Caritas Cancer Center. This event will show support for all types of cancer. All riders are encouraged to wear pink, whether it be hats, wigs, shirts, or shoes — creativity is appreciated. Sponsors include Throttle Rocker magazine, Haymond Law, American Medical Response, Harley-Davidson of Southampton, Allen Media Inc., 94.7 WMAS, FSC Insurance Agency, and Bertera Fiat West Springfield. For more information on the event, visit www.wickedinpinkrun.com or www.facebook.com/wickedinpinkrun.

Rays of Hope Walk
Oct. 20: When this year’s 20th annual Rays of Hope – A Walk Toward the Cure of Breast Cancer steps off, it will be a celebration of two decades of women, men, and children walking together to fight breast cancer. Since its inception in Springfield in 1994 by Lucy Giuggio Carvalho, Rays of Hope, the most successful fund-raising walk and run in Western Mass. for breast cancer, has grown from 500 participants raising $50,000 to some 22,000 walkers and runners in an expanded event that includes a second walk in Greenfield, as well as this year’s 4th annual Run Toward the Cure 8K in Springfield. As in past years, the Springfield walk with some 600 teams — who may choose either a two- or five-mile route — and run begin at Temple Beth El on Dickinson Street, where registration is set for 9 a.m. The Springfield walk steps off at 10:30 a.m., preceded at 10:15 a.m. by the 8K run. The walk in Greenfield — either a two- or three-mile route — begins at Energy Park on Miles Street at noon, with registration at 10 a.m. All monies raised through Rays of Hope — more than $11 million since 1994 — remain local and are administered by the Baystate Health Foundation. Those who want to support the Rays of Hope but are unable to walk due to other commitments can participate in the 10,000 Steps Toward a Cure program. Participants receive a pedometer to keep track of their steps throughout the month of October, while raising donations similar to other walkers. This year’s Rays of Hope major sponsors are Health New England, Gale Toyota, Balise, Baystate Breast & Wellness Center, Baystate Breast Specialists, Chicopee Savings Charitable Foundation, Doctors Express, Kinsley Power Systems, Lia Auto Group, Radiology & Imaging, and Zasco Productions. A listing of all sponsors can be found on the Rays of Hope website. For more information on the event, call (413) 794-8001 or visit baystatehealth.org/raysofhope, where walk or run participants may also register online.

Western Mass. Business Expo 2013
Nov. 6: Planning is underway for the Western Mass. Business Expo 2013, a day-long business-to-business event to take place at the MassMutual Center in downtown Springfield. This fall’s show, the third edition of the Expo, which is again being produced by BusinessWest, will feature more than 150 exhibitors, seminars on timely issues of the day, special Show Floor Theater presentations, breakfast and lunch programs, and the wrap-up Expo social, which has become a not-to-be-missed networking event. The breakfast speakers will be Jim Koch, founder of Samuel Adams, the lunch speaker will be author, activist, and marathon runner Kathrine Switzer. Other details about specific programming will be printed in upcoming editions of BusinessWest and can also be seen online at www.wmbexpo.com or www.businesswest.com. For more information on the event or to reserve booth space, call (413) 781-8600, ext. 100.

Incorporations

Departments Incorporations

The following business incorporations were recorded in Hampden, Hampshire, and Franklin counties and are the latest available. They are listed by community.

CHICOPEE

Velcomm Corp., 176 Center St., Chicopee, MA 01013. Mustafa Serkan Sayici, 25 Rockview St., Palmer, MA 01069. Export medical supplies/auto parts; import furniture.

HOLYOKE

Prescription Drug Assistance Inc., 330 Whitney Ave., Suite 440, Holyoke, MA 01040. John Stocks, 55 Cedar Road, Longmeadow, MA 01106. Assist low-income people obtain prescription drugs.

LEVERETT

Teaching Hope Inc., 65 Camp Road, Leverett, MA 01054. Emma Ryan Thorup, same. Fund education in third-world countries.

LUDLOW

True East Landscapes Inc., 95 Massachusetts Ave., Ludlow, MA 01056. Dustin Taudal, same. Home services; landscaping.

SPRINGFIELD

The Brother’s Grocery Corporation, 314 Bay St., Springfield, MA 01109. Virginia Isabel Leonor, 131 Bloomfield St., Springfield, MA 01108. Grocery store.

The Harley Shokar Community Center, 108 Blaine St., Springfield, MA 01108. Eileen Mary Garrigan LMHC, same. Mental health services and education to individuals, families, adolescents and institutions.

Walnut Food Inc., 305 Walnut St., Springfield, MA 01105. Abdul Raja, same. Fast food restaurant.

WARE

Safe Guns – Healthy Lives Inc., 91 West Main St., Ware, MA 01082. Michael Weisser, 203 Packardville Road, Belchertown, MA 01007. Promote research and programs that will help health professionals lessen the hurt of gun violence.

WEST HATFIELD

Sarah’s Pet Services Inc., 12 Church Ave., West Hatfield, MA 01088. Sarah Schatz, same. Pet care services.

Real Estate Transactions

Departments Real Estate

The following real estate transactions (latest available) were compiled by Banker & Tradesman and are published as they were received. Only transactions exceeding $115,000 are listed. Buyer and seller fields contain only the first name listed on the deed.

FRANKLIN COUNTY

ASHFIELD

646 Plainfield Road
Ashfield, MA 01330
Amount: $183,000
Buyer: Robert Petrizzi
Seller: Richard B. Colby
Date: 08/22/13

228 Steady Lane
Ashfield, MA 01330
Amount: $210,000
Buyer: Theodore Walls
Seller: Tammy L. Graves
Date: 08/23/13

1277 Williamsburg Road
Ashfield, MA 01330
Amount: $265,000
Buyer: Deborah A. Reed
Seller: Anna J. MacNeish
Date: 08/23/13

BERNARDSTON

12 Bald Mountain Road
Bernardston, MA 01337
Amount: $218,900
Buyer: Steven S. Hean
Seller: Laurie Fox
Date: 08/12/13

32 Depot St.
Bernardston, MA 01337
Amount: $130,635
Buyer: Wells Fargo Bank TR
Seller: Dwight S. Barrows
Date: 08/22/13

BUCKLAND

29 Avery Road
Buckland, MA 01338
Amount: $181,000
Buyer: Lisa L. Rubeck
Seller: Linda M. Vight
Date: 08/22/13

27 School St.
Buckland, MA 01338
Amount: $195,500
Buyer: Seth Wynne
Seller: Dale R. Macleod
Date: 08/21/13

CHARLEMONT

399 Legate Hill Road
Charlemont, MA 01339
Amount: $285,000
Buyer: Carrie H. Ferretti
Seller: Lori A. Shulda-Merrigan
Date: 08/19/13

DEERFIELD

14 King Philip Ave.
Deerfield, MA 01373
Amount: $370,000
Buyer: Tatiana A. Goclowski
Date: 08/23/13

ERVING

34 Prospect St.
Erving, MA 01344
Amount: $186,000
Buyer: Scott D. Nicholas
Seller: Eric A. Johnson
Date: 08/23/13

GREENFIELD

740 Bernardston Road
Greenfield, MA 01301
Amount: $395,000
Buyer: Mary P. Watson
Seller: Elliottr Smolensky
Date: 08/19/13

879 Bernardston Road
Greenfield, MA 01301
Amount: $360,000
Buyer: Aaron E. Maxam
Seller: Elise A. Rice IRT
Date: 08/13/13

9 Grinnell St.
Greenfield, MA 01301
Amount: $166,000
Buyer: Mary M. McManus
Seller: Mary M. McManus
Date: 08/14/13

72 Harrison Ave.
Greenfield, MA 01301
Amount: $225,000
Buyer: Charles Herbert
Seller: Bunker IRT
Date: 08/14/13

109 High St.
Greenfield, MA 01301
Amount: $234,500
Buyer: Marjorie D. Sobil
Seller: Jay E. Karetnick
Date: 08/23/13

Lampblack Road
Greenfield, MA 01301
Amount: $119,000
Buyer: James R. Schramel
Seller: Donna R. Proven
Date: 08/23/13

41 Old Albany Road
Greenfield, MA 01301
Amount: $260,000
Buyer: Steven P. Koblinski
Seller: Judith C. Anderson
Date: 08/16/13

LEYDEN

780 Greenfield Road
Leyden, MA 01301
Amount: $305,000
Buyer: Paul R. Fleischman RET
Seller: Mary A. Blackstone
Date: 08/19/13

MONTAGUE

7 Highland Circle
Montague, MA 01376
Amount: $189,000
Buyer: Heidi M. Graves
Seller: Louise E. Traceski
Date: 08/12/13

75 Millers Falls Road
Montague, MA 01376
Amount: $180,000
Buyer: Karen White
Seller: Michael A. Sevene
Date: 08/16/13

56 Turners Falls Road
Montague, MA 01301
Amount: $198,000
Buyer: Bryan T. Niedbala
Seller: Alfred M. Broga
Date: 08/16/13

NORTHFIELD

225 Main St.
Northfield, MA 01360
Amount: $315,000
Buyer: HL Investments LLC
Seller: Northfield Mt. Hermon School
Date: 08/15/13

276 Old Wendell Road
Northfield, MA 01360
Amount: $228,000
Buyer: Julia A. Blyth
Seller: Pamela J. Veith
Date: 08/12/13

SHUTESBURY

366 Leverett Road
Shutesbury, MA 01072
Amount: $182,000
Buyer: Elizabeth A. Loving
Seller: Diane Jacoby
Date: 08/14/13

SUNDERLAND

124 North Silver Lane
Sunderland, MA 01375
Amount: $260,000
Buyer: Sean G. McCallen
Seller: R. B. Trainor
Date: 08/19/13

232 Russell St.
Sunderland, MA 01375
Amount: $285,500
Buyer: Krisha J. Gile
Seller: Larry D. Honeyman
Date: 08/16/13

WHATELY

122 Christian Lane
Whately, MA 01093
Amount: $166,000
Buyer: Katelyn Hallowell
Seller: Karen R. Milch
Date: 08/16/13

251 Long Plain Road
Whately, MA 01093
Amount: $245,000
Buyer: Heidi L. Canalizo
Seller: Neil D. Stairmand
Date: 08/16/13

HAMPDEN COUNTY

AGAWAM

49 Barney St.
Agawam, MA 01001
Amount: $232,000
Buyer: Christopher Malloy
Seller: Kevin Malloy
Date: 08/16/13

597 Barry St.
Agawam, MA 01030
Amount: $232,000
Buyer: Scott R. Pospolita
Date: 08/13/13

60 Beverly Lane
Agawam, MA 01001
Amount: $210,000
Buyer: Richard J. Gamelli
Seller: Raymond E. Berthiaume
Date: 08/15/13

11 Bradford Dr.
Agawam, MA 01030
Amount: $199,900
Buyer: Darren Morace
Seller: Kevin J. Gaffney
Date: 08/16/13

80 Burlington Dr.
Agawam, MA 01030
Amount: $515,000
Buyer: Shaun M. Dwyer
Seller: Ivan Siryk
Date: 08/16/13

13 Campbell Dr.
Agawam, MA 01001
Amount: $167,500
Buyer: Patrick S. O’Hare
Seller: Robert Dyl
Date: 08/16/13

31 Cedar Knoll Dr.
Agawam, MA 01030
Amount: $369,000
Buyer: Michael J. Hutchinson
Seller: Alan L. Ferrigno
Date: 08/19/13

39 Chapin St.
Agawam, MA 01030
Buyer: Greg J. Hammerle
Seller: Christopher M. Izzo
Date: 08/23/13

47 Elm St.
Agawam, MA 01001
Amount: $167,000
Buyer: Geraldo V. Perez
Seller: Janice E. Reynolds
Date: 08/19/13

107 Fairview St.
Agawam, MA 01001
Amount: $160,000
Buyer: Andrea J. Fusick
Seller: Michael G. Fusick
Date: 08/15/13

76 Katherine Dr.
Agawam, MA 01001
Amount: $305,000
Buyer: Marcos Ramirez
Seller: Kevin T. O’Keefe
Date: 08/19/13

132 Liberty St.
Agawam, MA 01030
Amount: $166,000
Buyer: Danny M. Marsili
Seller: Desiree Gribi
Date: 08/12/13

20 Marlene Dr.
Agawam, MA 01030
Amount: $281,000
Buyer: Pamela Camerlin
Seller: Thomas P. Reilly
Date: 08/14/13

214 Maynard St.
Agawam, MA 01030
Amount: $329,000
Buyer: Daniel J. Dangelo
Seller: Steven E. Rovithis
Date: 08/21/13

739 Mill St.
Agawam, MA 01030
Amount: $165,000
Buyer: Jackuline Robinson
Seller: Mary E. Rosati
Date: 08/22/13

30 Pembroke Lane
Agawam, MA 01001
Amount: $390,000
Buyer: Santino U. Valentino
Seller: Kenneth J. Askins
Date: 08/15/13

44 Riverview Ave.
Agawam, MA 01001
Amount: $210,000
Buyer: Stanislav Gvinter
Seller: Langone Realty Corp.
Date: 08/12/13

BLANDFORD

4 Beulah Land Road
Blandford, MA 01008
Amount: $310,000
Buyer: John C. Zalot
Seller: Stephen C. Poteat
Date: 08/16/13

166 Chester Road
Blandford, MA 01008
Amount: $125,000
Buyer: Marjorie C. McNeill
Seller: Melanie Curran
Date: 08/15/13

Crooks Road
Blandford, MA 01008
Amount: $215,000
Buyer: Donna M. Gamble
Seller: Donna M. Gamble
Date: 08/20/13

CHESTER

9 Lynes Road
Chester, MA 01011
Amount: $272,000
Buyer: Jerry L. Paquette
Seller: Kenneth R. Tessier
Date: 08/23/13

CHICOPEE

31 Alvord Ave.
Chicopee, MA 01020
Amount: $157,000
Buyer: Edythe M. Ambroz
Seller: Lisa M. Labrie
Date: 08/15/13

44 Alvord Ave.
Chicopee, MA 01020
Amount: $146,000
Buyer: Wells Fargo Bank
Seller: David J. Fitz
Date: 08/19/13

54 Cambridge St.
Chicopee, MA 01020
Amount: $115,000
Buyer: Ivan Litvac
Seller: Cabott Realty LLC
Date: 08/16/13

147 Grape St.
Chicopee, MA 01013
Amount: $150,000
Buyer: College Of Our Lady of the Elms
Seller: River Valley Counseling
Date: 08/20/13

1213 Grattan St.
Chicopee, MA 01013
Amount: $168,000
Buyer: Nathan H. Leitl
Seller: Richard Lavallee
Date: 08/20/13

37 Hajec Circle
Chicopee, MA 01020
Amount: $183,000
Buyer: Roman Catholic Bishop Of Springfield
Seller: Lucy I. Klaus
Date: 08/12/13

37 Harrington Road
Chicopee, MA 01020
Amount: $139,900
Buyer: Brandon A. Staszko
Seller: Joyce A. Provoda
Date: 08/20/13

393 Irene St.
Chicopee, MA 01020
Amount: $162,000
Buyer: Grazyna Pielecha
Seller: Larry E. Harris
Date: 08/20/13

402 Irene St.
Chicopee, MA 01020
Amount: $160,000
Buyer: Laura E. Lanier
Seller: Irving I. Farber
Date: 08/23/13

193 Loomis Dr.
Chicopee, MA 01020
Amount: $179,000
Buyer: Jennifer L. Fortuna
Seller: Thomas J. Maciolek
Date: 08/14/13

151 Mayflower Ave.
Chicopee, MA 01020
Amount: $300,000
Buyer: Raymond P. Authier
Seller: Premier Home Builders Inc.
Date: 08/13/13

913 McKinstry Ave.
Chicopee, MA 01020
Amount: $166,500
Buyer: Aaliyah Harris
Seller: Kenneth C. Boutin
Date: 08/21/13

186 Murphy Lane
Chicopee, MA 01020
Amount: $158,000
Buyer: Timothy E. Coyle
Seller: Janice B. Bridgman
Date: 08/15/13

469 Oldfield Road
Amount: $122,500
Buyer: Mayte L. Davila
Seller: Robert M. Hastings
Date: 08/13/13

66 Paradise St.
Chicopee, MA 01020
Amount: $148,000
Buyer: Diane M. Borek
Seller: Richard P. Goncalves
Date: 08/20/13

125 Ruskin St.
Chicopee, MA 01020
Amount: $224,600
Buyer: Wheeler RET
Seller: First Central Baptist Church
Date: 08/15/13

29 Sherbrooke St.
Chicopee, MA 01020
Amount: $117,000
Buyer: Luke A. Donahue
Seller: Virginia J. Stasiowski
Date: 08/15/13

1 Tanglewood St.
Chicopee, MA 01020
Amount: $144,800
Buyer: Jeremy Lambert
Seller: Joseph A. Brosseau
Date: 08/23/13

201 Woodcrest Dr.
Chicopee, MA 01020
Amount: $190,000
Buyer: Brian Fernandez
Seller: Robert Shattuck
Date: 08/23/13

EAST LONGMEADOW

12 Canterbury Circle
East Longmeadow, MA 01028
Amount: $362,000
Buyer: Ryan P. Lynch
Seller: Ian Dalton
Date: 08/14/13

Capri Dr.
East Longmeadow, MA 01028
Amount: $139,900
Buyer: Kent Pecoy & Sons Construction
Seller: Bella Vista Land Holdings
Date: 08/12/13

183 Mapleshade Ave.
East Longmeadow, MA 01028
Amount: $185,000
Buyer: Steve Marangoudakis
Seller: Donald K. Fricchione
Date: 08/16/13

251 Mapleshade Ave.
East Longmeadow, MA 01028
Amount: $217,000
Buyer: Christopher J. McMahon
Seller: William T. Carabine
Date: 08/22/13

51 Pilgrim Road
East Longmeadow, MA 01028
Amount: $325,000
Buyer: Christopher M. Gates
Seller: Huan Vanhuynh
Date: 08/22/13

321 Porter Road
East Longmeadow, MA 01028
Amount: $146,000
Buyer: Aimee C. Bihler
Seller: Bianca P. Norton
Date: 08/12/13

76 Redin Dr.
East Longmeadow, MA 01028
Amount: $175,000
Buyer: Stephen M. Extine
Seller: Carol A. Stone
Date: 08/14/13

22 Rogers Road
East Longmeadow, MA 01028
Amount: $150,000
Buyer: Marcy C. Racicot
Seller: Mary L. Haley
Date: 08/12/13

HOLLAND

3 Pine Tree Dr.
Holland, MA 01521
Amount: $264,000
Buyer: Douglas C. Curving
Seller: Dianne B. Snieder
Date: 08/13/13

HOLYOKE

29 Magnolia Ave.
Holyoke, MA 01040
Amount: $159,000
Buyer: Kenneth A. Voorhees
Seller: Agnes M. Connell
Date: 08/21/13

19 Raymond Ave.
Holyoke, MA 01040
Amount: $127,900
Buyer: Michael R. Patenaude
Seller: Florence Savings Bank
Date: 08/23/13

35 Richard Eger Dr.
Holyoke, MA 01040
Amount: $245,000
Buyer: Eric S. Wood
Seller: Coarnelius R. Dreger
Date: 08/16/13

25 Shawmut Ave.
Holyoke, MA 01040
Amount: $500,000
Buyer: Donald Pelletier
Seller: Desrosiers, Leona G., (Estate)
Date: 08/22/13

30 Sunset Road
Holyoke, MA 01040
Amount: $220,000
Buyer: Gerald Connell
Seller: Aldona Cebulak
Date: 08/21/13

LONGMEADOW

939 Converse St.
Longmeadow, MA 01106
Amount: $125,000
Buyer: Jeffrey Kuselias
Seller: Louis J. Concotilli
Date: 08/21/13

99 Deepwoods Dr.
Longmeadow, MA 01106
Amount: $370,000
Buyer: Rick G. Cianfaglione
Seller: E. P. Wagner
Date: 08/22/13

65 Forest Glen Road
Longmeadow, MA 01106
Amount: $396,250
Buyer: Hans J. Vonnahme
Seller: Todd E. Butler
Date: 08/16/13

144 Franklin Road
Longmeadow, MA 01106
Amount: $258,000
Buyer: Timber Development LLC
Seller: S. W. Goddard
Date: 08/22/13

120 Greenacre Ave.
Longmeadow, MA 01106
Amount: $265,000
Buyer: Lindsay B. Burns-Maloni
Seller: Rich G. Cianfaglione
Date: 08/22/13

1656 Longmeadow St.
Longmeadow, MA 01106
Amount: $185,000
Buyer: Anthony E. English
Seller: Mary A. Downey
Date: 08/15/13

17 Merriweather Dr.
Longmeadow, MA 01106
Amount: $310,000
Buyer: Joseph L. Fontaine
Seller: Neil J. Maloney
Date: 08/23/13

157 Pleasantview Ave.
Longmeadow, MA 01106
Amount: $367,500
Buyer: Patricia A. Clark
Seller: Glenn S. Anderson
Date: 08/12/13

58 Shady Side Dr.
Longmeadow, MA 01106
Amount: $399,000
Buyer: Kim D. Tanzer
Seller: Michael A. Zwirko
Date: 08/21/13

LUDLOW

776 Alden St.
Ludlow, MA 01056
Amount: $237,000
Buyer: William B. Crawford
Seller: Shawn D. Asselin
Date: 08/14/13

37 Bristol St.
Ludlow, MA 01056
Amount: $131,500
Buyer: Stephen Sarrasin
Seller: Acasio Almeida
Date: 08/15/13

597 Chapin St.
Ludlow, MA 01056
Amount: $357,000
Buyer: Joao A. Dias
Seller: John E. Ryan
Date: 08/14/13

25 Dale St.
Ludlow, MA 01056
Amount: $232,000
Buyer: Brian H. Martins
Seller: Domingos Joao
Date: 08/12/13

364 East St.
Ludlow, MA 01056
Amount: $195,000
Buyer: Zapgo LLC
Seller: Robin Wdowiak
Date: 08/14/13

50 King St.
Ludlow, MA 01056
Amount: $195,900
Buyer: Ian Premo
Seller: Antonio Carvalho
Date: 08/13/13

721 Moore St.
Ludlow, MA 01056
Amount: $275,000
Buyer: Stephen W. Ricardi
Seller: Joseph P. Cardaropoli
Date: 08/23/13

92 Parkview St.
Ludlow, MA 01056
Amount: $220,000
Buyer: Edward H. Fillion
Seller: Judith G. Landers
Date: 08/23/13

10 Paul Ave.
Ludlow, MA 01056
Amount: $160,000
Buyer: Diane H. Zina
Seller: Shirley H. Casimiro
Date: 08/12/13

MONSON

4 Country Club Dr.
Monson, MA 01057
Amount: $173,250
Buyer: Jeremy Bailey
Seller: Eric M. True
Date: 08/16/13

23 Green St.
Monson, MA 01057
Amount: $134,300
Buyer: FHLM
Seller: Michael P. Sousa
Date: 08/16/13

62 Palmer Road
Monson, MA 01057
Amount: $170,000
Buyer: Thomas C. Sandomierski
Seller: Sergey Savonin
Date: 08/12/13

MONTGOMERY

3 Birch Bluff Road
Montgomery, MA 01085
Amount: $250,000
Buyer: Robert A. Doyle
Seller: Joseph L. Fontaine
Date: 08/23/13

N/A
Montgomery, MA 01085
Amount: $700,000
Buyer: Scarfo Construction Inc.
Seller: Flynn, Eileen T., (Estate)
Date: 08/16/13

Southampton Road
Montgomery, MA 01085
Amount: $140,000
Seller: Scarfo Construction Inc.
Date: 08/16/13

PALMER

4253 Church St.
Palmer, MA 01069
Amount: $217,500
Buyer: US Bank
Seller: David Chamberlain
Date: 08/14/13

2015 East St.
Palmer, MA 01080
Amount: $170,584
Buyer: Wells Fargo Financial
Seller: Patricia A. Narreau
Date: 08/19/13

4415 High St.
Palmer, MA 01069
Amount: $150,000
Buyer: Margaret A. Mileskie
Seller: Eric H. Niergarth
Date: 08/14/13

132 Shearer St.
Palmer, MA 01069
Amount: $198,777
Buyer: FNMA
Seller: Gary E. Hilton
Date: 08/22/13

RUSSELL

570 Pine Hill Road
Russell, MA 01071
Amount: $310,000
Buyer: Shane C. Cekovsky
Seller: Anthony J. Palazzo
Date: 08/22/13

SPRINGFIELD

44 Ashland Ave. #9
Springfield, MA 01119
Amount: $215,000
Buyer: Ya J. Chen
Seller: Kevin J. Czaplicki
Date: 08/14/13

142 Avery St.
Springfield, MA 01119
Amount: $144,282
Buyer: Pati RE Holdings LLC
Seller: Christopher Tiso
Date: 08/14/13

162 Bowles Park
Springfield, MA 01104
Amount: $132,000
Buyer: Jennifer A. Bertolasio
Seller: Courtines, Velma L., (Estate)
Date: 08/22/13

63 Bridle Path Road
Springfield, MA 01118
Amount: $225,000
Buyer: Jess P. Wainscott
Seller: David S. Burnett
Date: 08/19/13

158 Bridle Path Road
Springfield, MA 01118
Amount: $166,000
Buyer: Brian D. Coelho
Seller: Sarah E. Bryson
Date: 08/15/13

102 Chalmers St.
Springfield, MA 01118
Amount: $157,000
Buyer: Neslie R. Pryce
Seller: Norman C. Michaels
Date: 08/20/13

274 Christopher Dr.
Springfield, MA 01119
Amount: $186,900
Buyer: Aminah M. Sallu-Lukulay
Seller: 50 By 50 REO 3 LLC
Date: 08/23/13

650 Cooley St.
Springfield, MA 01128
Amount: $117,500
Buyer: Sarai Andrades
Seller: Richard S. Harty
Date: 08/16/13

41 Copeland St.
Springfield, MA 01108
Amount: $164,936
Buyer: FHLM
Seller: William J. Sullivan
Date: 08/12/13

14 Fairfield St.
Springfield, MA 01108
Amount: $169,900
Buyer: Kaelan A. Rhiannon
Seller: Thomas J. Rowland
Date: 08/12/13

38 Granger St.
Springfield, MA 01119
Amount: $234,000
Buyer: Kiyota Woods
Seller: Luke E. Hunter
Date: 08/19/13

116 Hampden St.
Springfield, MA 01151
Amount: $159,397
Buyer: MHFA
Seller: Luis A. Feliciano
Date: 08/21/13

96 Kensington Ave.
Springfield, MA 01108
Amount: $900,000
Buyer: Hung T. Tu
Seller: Long K. Le
Date: 08/23/13

1091 Main St.
Springfield, MA 01103
Amount: $350,000
Buyer: 1095 Main Street IRT
Seller: NEC Family Enterprises 2
Date: 08/20/13

N/A
Springfield, MA 01119
Amount: $172,300
Buyer: Emily K. Herring
Seller: Daniel A. Britt
Date: 08/16/13

5 Nokomis St.
Springfield, MA 01109
Amount: $127,000
Buyer: Craig A. Belanger
Seller: Earl H. Thibodeau
Date: 08/16/13

55 Oak St.
Springfield, MA 01109
Amount: $130,000
Buyer: Jose L. Pedro
Seller: Maria R. Fortunato
Date: 08/23/13

30 Prentice St.
Springfield, MA 01104
Amount: $136,900
Buyer: Brenda S. Davis
Seller: Carlos L. Melendez
Date: 08/16/13

33 Rathbun St.
Springfield, MA 01104
Amount: $155,000
Buyer: Luis Cotto
Seller: Deborah L. Scharmann
Date: 08/23/13

23 Slater Ave.
Springfield, MA 01119
Amount: $166,000
Buyer: Travis R. Vaz
Seller: James M. Lage
Date: 08/14/13

16 Sunapee St.
Springfield, MA 01108
Amount: $169,000
Buyer: Lissette Martinez
Seller: William Raleigh
Date: 08/20/13

253 Sunrise Terrace
Springfield, MA 01119
Amount: $150,000
Buyer: Raymond Masso
Seller: Rosa Jusino
Date: 08/20/13

64 Treetop Ave.
Springfield, MA 01118
Amount: $195,125
Buyer: HSBC Mortgage Svcs. Inc.
Seller: Anthony L. Perry
Date: 08/21/13

36 Village Road
Springfield, MA 01129
Amount: $135,000
Buyer: Dawn M. Chaffee
Seller: Andrew C. Bordoni
Date: 08/20/13

19 Warner St.
Springfield, MA 01108
Amount: $218,000
Buyer: Luxiana Property LLC
Seller: Marie C. Rigaud
Date: 08/22/13

30 Wells St.
Springfield, MA 01104
Amount: $170,000
Buyer: Christopher Edge
Seller: Courtside Of Springfield
Date: 08/15/13

1425 Wilbraham Road
Springfield, MA 01119
Amount: $125,000
Buyer: Alfred P. Cola
Seller: Robert L. Craig
Date: 08/16/13

201 Windemere St.
Springfield, MA 01104
Amount: $115,000
Buyer: Crystal L. Roy
Seller: Teresa A. Klein
Date: 08/23/13

107 Winton St.
Springfield, MA 01118
Amount: $142,500
Buyer: Cynthia R. Carbonneau
Seller: Robert J. Bousquet
Date: 08/23/13

178 Wollaston St.
Springfield, MA 01119
Amount: $136,000
Buyer: JV Properties Inc.
Seller: Martin A. Derrick
Date: 08/23/13

5 Woodland Road
Springfield, MA 01129
Amount: $237,000
Buyer: Nathaniel J. Gilmore
Seller: My Ron A. Hatchett
Date: 08/16/13

SOUTHWICK

7 Deer Run
Southwick, MA 01077
Amount: $443,946
Buyer: FNMA
Seller: Richard E. Tersavich
Date: 08/16/13

16 Foster Road
Southwick, MA 01077
Amount: $300,000
Buyer: Jaydub LLC
Seller: Russell L. Ramah
Date: 08/23/13

313 Granville Road
Southwick, MA 01077
Amount: $350,000
Buyer: Joseph M. Lemoine
Seller: Louise R. Lamountain
Date: 08/15/13

5 Revere Road
Southwick, MA 01077
Amount: $205,000
Buyer: Christina L. Abbondanza
Seller: Ronald A. Teal
Date: 08/15/13

18 Sterrett Dr.
Southwick, MA 01077
Amount: $365,900
Buyer: Christopher R. Foreman
Seller: Ronald A. Nadeau
Date: 08/14/13

WALES

11 Main St.
Wales, MA 01081
Amount: $139,000
Buyer: Robert B. MacDonald
Seller: Paul Vessio
Date: 08/13/13

WESTFIELD

45 Apple Blossom Lane
Westfield, MA 01085
Amount: $221,000
Buyer: Brian R. Broderick
Seller: Sheila A. Lambert
Date: 08/16/13

41 Bailey Dr.
Westfield, MA 01085
Amount: $330,000
Buyer: Melissa A. Glynn
Seller: Scarfo Construction Inc.
Date: 08/21/13

90 City View Blvd
Westfield, MA 01085
Amount: $220,000
Buyer: Brian C. Miller
Seller: Paul P. Nowak
Date: 08/23/13

19 Eastview Dr.
Westfield, MA 01085
Amount: $126,500
Buyer: SSMG LLC
Seller: Thomas R. Webster
Date: 08/23/13

6 Fowler St.
Westfield, MA 01085
Amount: $150,000
Buyer: Rafael R. Maldonado
Seller: Ashlea R. Miller
Date: 08/23/13

78 Granville Road #8
Westfield, MA 01085
Amount: $326,298
Buyer: Karen M. Regan
Seller: Granville Road LLC
Date: 08/23/13

80 Highland Ave.
Westfield, MA 01085
Amount: $225,000
Buyer: Michael P. Sadowski
Seller: Elizabeth A. Butcher
Date: 08/23/13

33 King St.
Amount: $137,500
Buyer: Robert Daigneault
Seller: Steven A. Andrews
Date: 08/20/13

125 Montgomery St.
Westfield, MA 01085
Amount: $201,637
Buyer: US Bank
Seller: Patricia M. Tower
Date: 08/16/13

160 North Road
Westfield, MA 01085
Amount: $273,500
Buyer: Joel S. Mollison
Seller: Deboroah S. Harris
Date: 08/20/13

215 Notre Dame St.
Westfield, MA 01085
Amount: $154,635
Buyer: Andrew H. Joseph
Seller: Michael P. Sadowski
Date: 08/23/13

7 Phyllis Lane
Westfield, MA 01085
Amount: $268,000
Buyer: Julieann L. Schortmann
Seller: Kenneth L. Ridley
Date: 08/15/13

139 Springdale Road
Westfield, MA 01085
Amount: $135,600
Buyer: Robert A. Gauthier
Seller: George J. Fitch
Date: 08/23/13

33 Squawfield Road
Westfield, MA 01085
Amount: $252,500
Buyer: Gregory A. Denys
Seller: Marcel H. Frere
Date: 08/13/13

74 Westwood Dr.
Westfield, MA 01085
Amount: $227,000
Buyer: James Dinopoulos
Seller: Paul Smith
Date: 08/15/13

83 Wyben Road
Westfield, MA 01085
Amount: $190,000
Buyer: Arlene E. Bednaz
Seller: Richard P. O’Connor
Date: 08/19/13

WILBRAHAM

6 Cedar Ridge Dr.
Wilbraham, MA 01095
Amount: $419,134
Buyer: Richard A. Charpentier
Seller: Mile Oak Land Holdings LLC
Date: 08/12/13

5 Laurel Lane
Wilbraham, MA 01095
Amount: $440,000
Buyer: David S. Burnett
Seller: Steven M. Sady
Date: 08/19/13

25 Rochford Dr.
Wilbraham, MA 01095
Amount: $240,000
Buyer: Gregory Bernat
Seller: William R. Cusson
Date: 08/23/13

26 W. Colonial Road
Wilbraham, MA 01095
Amount: $398,000
Buyer: Bryand E. Brenes
Seller: Charles K. Abro
Date: 08/20/13

WEST SPRINGFIELD

37 Avondale Ave.
West Springfield, MA 01089
Amount: $158,000
Buyer: Lal Khadka
Seller: Keith D. Bowes
Date: 08/14/13

29 Bowers St.
West Springfield, MA 01089
Amount: $130,000
Buyer: Joseph Machnecz
Seller: Rosann Desrosiers

146 City View Ave.
West Springfield, MA 01089
Amount: $170,000
Buyer: Olga I. Lopez
Seller: Dickson, Dorothy M., (Estate)
Date: 08/19/13

184 Laurel Road
West Springfield, MA 01089
Amount: $235,000
Buyer: Jacqueline L. Bell
Seller: Diane E. Gallup
Date: 08/16/13

Mulcahy Dr. #22
West Springfield, MA 01089
Amount: $145,000
Buyer: David J. Piacentini
Seller: Francis Wheeler Construction
Date: 08/16/13

90 Nelson Circle
West Springfield, MA 01089
Amount: $174,900
Buyer: Nicholas A. Bull
Seller: Daniel J. Garrity
Date: 08/12/13

492 Prospect Ave.
West Springfield, MA 01089
Amount: $3,250,000
Buyer: MWF Realty LLC
Seller: Fountain Prospect Realty
Date: 08/14/13

166 Robinson Road
West Springfield, MA 01089
Amount: $169,500
Buyer: Patricia A. Schufreider
Seller: William J. Powers
Date: 08/12/13

68 Smyrna St.
West Springfield, MA 01089
Amount: $166,000
Buyer: Sarabeth G. Caplette
Seller: Matthew J. Scytkowski
Date: 08/14/13

105 Van Horn St.
West Springfield, MA 01089
Amount: $204,900
Buyer: Matthew J. Scytkowski
Seller: Ryan P. Lynch
Date: 08/14/13

HAMPSHIRE COUNTY

AMHERST

104 Dana St.
Amherst, MA 01002
Amount: $470,000
Buyer: Rosemary A. Cowell
Seller: Rachel R. Hexter
Date: 08/22/13

623 East Pleasant St.
Amherst, MA 01002
Amount: $255,000
Buyer: Michaeel E. Williamson
Seller: Judith R. Ashkin
Date: 08/19/13

75 Larkspur Dr.
Amherst, MA 01002
Amount: $545,000
Buyer: Marc S. Osten
Seller: David G. Doctor
Date: 08/15/13

Leverett Road
Amherst, MA 01002
Amount: $116,000
Buyer: Joslad & Associates PC
Seller: Bernard F. Mikelis LT
Date: 08/14/1

27 South Prospect St.
Amherst, MA 01002
Amount: $362,545
Buyer: Benjamin Beiley
Seller: Donald S. Pitkin RET
Date: 08/20/13

BELCHERTOWN

17 2 Ponds Road
Belchertown, MA 01007
Amount: $390,000
Buyer: Himanshu Patel
Seller: Whitney Mollica
Date: 08/22/13

80 Granby Road
Belchertown, MA 01007
Amount: $338,000
Buyer: Jonathan W. Ritter
Seller: Carriage Town Homes LLC
Date: 08/20/13

20 Hemlock Hollow
Belchertown, MA 01007
Amount: $292,573
Buyer: Freedom Mortgage Corp.
Seller: Kevin M. Hughes
Date: 08/16/13

141 Metacomet St.
Belchertown, MA 01007
Amount: $130,000
Buyer: Daniel A. Bergeron
Seller: William M. Booth
Date: 08/15/13

425 Michael Sears Road
Belchertown, MA 01007
Amount: $320,000
Buyer: Ronald T. Galen
Seller: 425 Sears TR
Date: 08/19/13

469 Michael Sears Road
Belchertown, MA 01007
Amount: $240,000
Buyer: Wendy A. Bowers
Seller: Joseph M. Lemoine
Date: 08/15/13

196 Old Enfield Road
Amount: $468,000
Buyer: David R. O’Brien
Seller: Gordon Bjorkman
Date: 08/23/13

203 Orchard St.
Belchertown, MA 01007
Amount: $155,000
Buyer: Jeffrey N. Cosgrove
Seller: Eileen A. Casella
Date: 08/23/13

97 South Washington St.
Belchertown, MA 01007
Amount: $268,500
Buyer: Katherine Bousquet
Seller: Michael J. Czepiel
Date: 08/16/13

46 Wilson Road
Belchertown, MA 01007
Amount: $225,000
Buyer: Peter J. Czapienski
Seller: David P. Jones
Date: 08/16/13

CHESTERFIELD

228 Sugar Hill Road
Chesterfield, MA 01012
Amount: $215,000
Buyer: Thomas S. Vincent
Seller: Diane M. Pfisterer
Date: 08/16/13

EASTHAMPTON

82 Ferry St.
Easthampton, MA 01027
Amount: $165,000
Buyer: Megan R. Scott
Seller: Jeremy A. Hebert
Date: 08/16/13

238 Hendrick St.
Easthampton, MA 01027
Amount: $215,000
Buyer: Paul J. Wysocki
Seller: Jean K. Canon
Date: 08/16/13

1 Lovefield St.
Easthampton, MA 01027
Amount: $340,000
Buyer: Triple C LLC
Seller: Liberty Field LLC
Date: 08/14/13

4 Valley Lane
Easthampton, MA 01027
Amount: $283,000
Buyer: John J. Mingrone
Seller: Michael J. Schrauben
Date: 08/13/13

13 West St.
Easthampton, MA 01027
Amount: $287,500
Buyer: Shirlee B. Williams
Seller: Suzanne O’Donnell
Date: 08/22/13

GRANBY

240 Carver St.
Granby, MA 01033
Amount: $260,000
Buyer: Stephanie N. Granger
Seller: Stephen J. Guenette
Date: 08/15/13

499 East State St.
Granby, MA 01033
Amount: $345,000
Buyer: Denis Laflamme
Seller: Jacqueline Bell
Date: 08/16/13

Maximilian Dr.
Granby, MA 01033
Amount: $145,000
Buyer: CIL Realty of Mass. Inc.
Seller: East State Street NT
Date: 08/16/13

204 School St.
Granby, MA 01033
Amount: $179,000
Buyer: Joshua N. Broussard
Seller: Jeanne Yocum
Date: 08/20/13

HADLEY

7 Indian Pipe Dr.
Hadley, MA 01035
Amount: $699,000
Buyer: Ajla Aksamija
Seller: Bercume Construction LLC
Date: 08/23/13

26 Mount Warner Road
Hadley, MA 01035
Amount: $385,000
Buyer: Jeffrey T. Reynolds
Seller: Gideon Y. Freudmann
Date: 08/22/13

36 North Maple St.
Hadley, MA 01035
Amount: $267,500
Buyer: Austen Iglehart
Seller: Kazimiera Szlaban
Date: 08/23/13

108 Rocky Hill Road
Hadley, MA 01035
Amount: $295,000
Buyer: Bruce D. Montague
Seller: Elaine Aldrich
Date: 08/14/13

23 Rocky Hill Road
Hadley, MA 01035
Amount: $297,500
Buyer: Dennis C. Morin
Seller: Kathleen Miller
Date: 08/15/13

8 Wampanoag Dr.
Hadley, MA 01035
Amount: $325,000
Buyer: Quentin S. Amrani
Seller: Christopher C. Slack
Date: 08/16/13

HATFIELD

8 Woodridge Circle
Hatfield, MA 01038
Amount: $525,000
Buyer: Honora G. Gordon
Seller: John H. Zieminski
Date: 08/19/13

HUNTINGTON

70 Goss Hill Road
Huntington, MA 01050
Amount: $190,000
Buyer: Garrett T. Barsalou
Seller: Kelso, Edward A., (Estate)
Date: 08/20/13

138 Pond Brook Road
Huntington, MA 01050
Amount: $285,000
Buyer: William C. Madden
Seller: Nettler Green LT
Date: 08/15/13

NORTHAMPTON

621 Burts Pit Road
Northampton, MA 01062
Amount: $390,000
Buyer: Christopher J. Hurn
Seller: Harry L. Hoar
Date: 08/12/13

86 Cahillane Terrace
Northampton, MA 01062
Amount: $115,000
Buyer: Brian Campedelli
Seller: Matthew L. Owen
Date: 08/13/13

262 Crescent St.
Northampton, MA 01060
Amount: $535,000
Buyer: Patrice M. Sabach
Seller: Christopher Laflamme
Date: 08/15/13

22 Dickinson St.
Northampton, MA 01060
Amount: $356,000
Buyer: Krista L. Carothers
Seller: Nathan S. Korza
Date: 08/23/13

100 Front St.
Northampton, MA 01053
Amount: $274,000
Buyer: Laurie B. Foley
Seller: Thomas F. Quinn
Date: 08/19/13

35 Hatfield St.
Northampton, MA 01060
Amount: $220,000
Buyer: Mohamed R. Abdulazeez
Seller: Henry J. Kowalski
Date: 08/19/13

33 Harlow Ave.
Northampton, MA 01060
Amount: $190,000
Buyer: Andrew B. Dahlberg
Seller: Janet R. Dahlberg
Date: 08/16/13

96 Island Road
Northampton, MA 01060
Amount: $186,000
Buyer: Gail F. Lysiak
Seller: R. Jalbert&M Sullivan RET
Date: 08/12/13

100 Maple Ridge Road
Northampton, MA 01062
Amount: $575,500
Buyer: Matthew E. Page
Seller: Emil J. Kobylarz

107 Massasoit St.
Northampton, MA 01060
Amount: $353,000
Buyer: Tor A. Krogius
Seller: Lairie B. Foley
Date: 08/19/13

111 Nonotuck St.
Northampton, MA 01062
Amount: $387,500
Buyer: Bruce Frankel
Seller: Sara R. Page
Date: 08/16/13

140 Pine St.
Northampton, MA 01062
Amount: $321,500
Buyer: 40 Main Street LLC
Seller: City Of Northampton
Date: 08/22/13

110 Prospect Ave.
Northampton, MA 01060
Amount: $440,000
Buyer: Nathan S. Korza
Seller: Sarah C. Barrett
Date: 08/19/13

405 Ryan Road
Northampton, MA 01062
Amount: $250,000
Buyer: C. P. Andrikidis
Seller: John J. Glenowicz
Date: 08/16/13

114 South Main St.
Northampton, MA 01062
Amount: $690,000
Buyer: Charlene E. Choi
Seller: Nancy W. Denig

168 South Main St.
Northampton, MA 01062
Amount: $450,000
Buyer: Scott E. Evans
Seller: Melitta Carnevale
Date: 08/13/13

3 Tyler Court
Northampton, MA 01060
Amount: $900,000
Buyer: Cheryl A. Jacques
Seller: MLG RT
Date: 08/15/13

93 Washington Ave.
Northampton, MA 01060
Amount: $538,000
Buyer: William J. Corwin
Seller: Amy B. Morse
Date: 08/15/13

PELHAM

47 Arnold Road
Pelham, MA 01002
Amount: $375,000
Buyer: Mark Lange
Seller: Joan S. Leavitt
Date: 08/21/13

PLAINFIELD

64 Old South St.
Plainfield, MA 01070
Amount: $185,000
Buyer: Michael R. Packard
Seller: Joseph Freeland
Date: 08/15/13

SOUTH HADLEY

47 Charon Terrace
South Hadley, MA 01075
Amount: $200,000
Buyer: Jonathan S. Szymonik
Seller: Ian D. Premo
Date: 08/12/13

104 Granby Road
South Hadley, MA 01075
Amount: $233,000
Buyer: Farrah Matta
Seller: Norma I. Resto
Date: 08/23/13

16 Linda St.
South Hadley, MA 01075
Amount: $180,000
Buyer: Bryan J. Lynes
Seller: Eleanor Dauphinais IRT
Date: 08/20/13

520 Newton St.
South Hadley, MA 01075
Amount: $315,000
Buyer: Bernard D. Gelinas
Seller: Richard Theriault
Date: 08/16/13

11 Silverwood Terrace
South Hadley, MA 01075
Buyer: Nancy A. Dinn
Seller: E. Muriel Allen TR
Date: 08/16/13

70 Woodbridge St.
South Hadley, MA 01075
Amount: $280,000
Buyer: Matthew S. Bertuzzi
Seller: Andrew Clendinneng
Date: 08/23/13

193 Woodbridge St.
South Hadley, MA 01075
Amount: $258,500
Buyer: Carole A. Camp
Seller: Jihn W. Malone
Date: 08/15/13

SOUTHAMPTON

8 Bluemer Road
Southampton, MA 01073
Amount: $219,648
Buyer: FNMA
Seller: Wayne F. Demers
Date: 08/23/13

5 Buchanan Circle
Southampton, MA 01073
Amount: $270,000
Buyer: Vincent S. Turgeon
Seller: John Zalot
Date: 08/16/13

42 Line St.
Southampton, MA 01073
Amount: $250,000
Buyer: Angelica F. Trenholm
Seller: Carl E. Osepowicz
Date: 08/22/13

53 Moose Brook Road
Southampton, MA 01073
Amount: $219,500
Buyer: Donald N. Bernier
Seller: David L. Neal
Date: 08/15/13

27 Mountain View Circle
Southampton, MA 01073
Amount: $168,500
Buyer: Evan R. Huff
Seller: James J. Jackowski
Date: 08/23/13

12 Rattle Hill Road
Southampton, MA 01073
Amount: $122,000
Buyer: John Dafonte
Seller: Michael L. McKnight
Date: 08/19/13

WARE

270 Old Gilbertville Road
Ware, MA 01082
Amount: $215,000
Buyer: Gregory W. Eaton
Seller: Melissa C. Martin
Date: 08/12/13

111 Walker Road
Ware, MA 01082
Amount: $318,500
Buyer: Robert E. Provencal
Seller: Provencal Demer NT
Date: 08/16/13

WESTHAMPTON

148 Northwest Road
Westhampton, MA 01027
Amount: $296,000
Buyer: David L. Popham
Seller: Joseph Hvishaway
Date: 08/19/13

WILLIAMSBURG

20 Petticoat Hill Road
Williamsburg, MA 01096
Amount: $335,000
Buyer: John W. Selfridhe
Seller: Briam W. Breed
Date: 08/20/13

By the Numbers

Proposed Changes in Lease Accounting Are on the Horizon

By KELLY DAWSON
Leasing is an important aspect of running a business for many organizations, whether it’s a small family business, a large public company, or a not-for-profit organization. In May, the Financial Accounting Standards Board (FASB) released a revised exposure draft of proposed lease-accounting standards that would drastically change the way organizations account for and disclose lease transactions in their financial statements.
The original exposure draft was issued in August 2010 in response to long-established concerns associated with existing lease accounting. The main concern was the lack of recognition of assets and liabilities arising from what is now classified as an operating lease. In order to provide a more transparent representation of the transactions for financial reporting across all organizations, the FASB set out to develop a new approach to lease accounting that would require recognition of these assets and liabilities.
The most recent lease-accounting exposure draft proposes a dual-recognition approach where the recognition, measurement, presentation, and disclosure will depend on whether the lessee is expected to consume more than an insignificant portion of the underlying asset.
So what transactions will fall under this new standard? A lease is defined in the updated exposure draft as “a contract conveying the right to use an asset for a period of time in exchange for consideration.” A contract would be defined as “an agreement between two or more parties that creates enforceable rights and obligations.” Therefore, there may be transactions that are currently treated as leasing transactions that would not fall under the scope of this new definition. Issues to consider would be related party transactions that are not written and differing state regulations on what constitutes an enforceable obligation.
To lay the groundwork for how the changes will affect financial reporting, the highlights of the proposed standard are as follows.
The dual-recognition approach creates two types of lease transactions, a Type A lease and a Type B lease. These are not to be confused with the existing operating and capital lease classifications used today.
The Type B lease is the more straightforward of the two options. It would typically include leases of property (real estate) unless the lease term is for the major part of the remaining economic life of the asset, or the present value of the lease payments accounts for a substantial part of the fair value of the asset.
The lessee would:
• Recognize a right-of-use asset and a lease liability, initially measured at the present value of lease payments; and
• Recognize a single lease expense on a straight-line basis.
The lessor would:
• Continue to recognize the underlying asset; and
• Recognize lease income over the lease term typically on a straight-line basis (similar to the current ‘operating lease’ treatment used currently).
Meanwhile, a Type A lease would typically include leases of assets other than property, which might include equipment or vehicles. However, if either the lease term is for an insignificant portion of the economic life of the underlying asset or the present value of the lease payments is insignificant compared to the fair value of the underlying asset, the lease may be treated as a Type B lease. There is no threshold for the determination of ‘insignificant,’ and, therefore, there will be some judgment involved in determining the treatment of each lease transaction.
In the Type A scenario, the lessee would:
• Recognize a right-of-use asset and a lease liability, initially measured at the present value of lease payments; and
• Recognize interest expense on the lease liability and amortization of the right-of-use asset.
The lessor would:
• De-recognize the underlying asset (or portion thereof), cease depreciation, and recognize a right to receive lease payments (the lease receivable) and a residual asset (representing the rights the lessor retains relating to the underlying asset);
• Recognize interest income on both the residual asset and the lease receivable; and
• Recognize any profit or loss relating to the lease at the commencement date.
When determining the lease term or the number of payments to include in the present value calculation for both Type A and Type B leases, the term of lease would include the non-cancellable period of the lease plus options to extend if the lessee has significant economic incentive to exercise the option. Significant economic incentive could include bargain renewal rates, relocation costs, or an investment in leasehold improvements.
For leases with a maximum length of 12 months or less (including any option to extend), the lessor and lessee can make an accounting policy election, by class of underlying asset, to apply simplified accounting similar to current operating-lease treatment.
When determining the lease payment itself, most variable lease payments would be excluded unless they are based on an index or a rate (for example, inflation).
Due to the decisions that will go into the initial recognition of a lease, the facts and circumstances of the transaction may need to be re-evaluated on an annual basis to determine whether any adjustments are needed. Re-evaluation may be needed for any of the key factors, including the lease term, lease payments, or the discount rate used to calculate the present value of the lease payments. There is guidance available on when these factors should or should not be re-evaluated. In addition to the changes in the accounting, there will be additional disclosure requirements as well.
So how will this change impact your company? Among the possible effects are:
• Changes to key performance indicators and other performance-evaluation metrics;
• Effects on loan covenants that rely on certain metrics;
• The possibility of new book-tax differences;
• Possible changes needed for budgeting and planning processes;
• Challenges in isolating different components of a lease and separating lease payments and service payments; and
• Challenges in re-evaluation and reassessment, especially if you have numerous leases.
The change in accounting will be required to be applied retrospectively to beginning of the earliest period presented on your financial statements. An effective date has not been provided at this point.
If you have further questions on how this proposed standard would impact your business or organization, be sure to contact your accounting advisor.

Kelly Dawson is an audit and accounting manager for the Holyoke-based public accounting firm Meyers Brothers Kalicka, P.C.; (413) 322-3495; [email protected]

Wise Policies

Why Life Insurance Is Important for Small Businesses

By BILL WALTHOUSE

In any business, the death of a key person can seriously cripple stability.
Therefore, securing a life-insurance policy is an essential part of a business plan regardless of the industry served, and for many reasons.
For example, with life insurance in place, the business can use the death-benefit proceeds to help cover the expense of finding, hiring, and training a replacement, which is often a burden for even healthy companies after a loss.
Meanwhile, with many small businesses, oftentimes the key person is also an owner of the company. If an owner were to die, a life-insurance policy can help protect the remaining owners or employees from losing control of the business.
Another common use of life insurance for a small business is funding of a buy-or-sell agreement. Once an agreement is reached to sell business ownership from one party to another, the buyer can insure the life of the seller, so that if the seller dies before the planned completion of the transaction, the sale may be completed and the business survives.
Under a slightly different agreement, partners may insure the lives of each other, so that the surviving partner may buy out the interest of the deceased partner. This helps both the deceased partner’s heirs and the surviving partner. It also allows the business to continue.
Life insurance is also important for small businesses in need of collateral for loans. Lenders often require the business owner to pledge personal assets while applying for the company’s business financing. Assigning the proceeds of a life-insurance policy can fulfill part of this need. When the loan is paid off, the assignment can be dropped, and the owner can keep the policy and change the beneficiary.
Small businesses use life insurance in their employee-benefit packages, too. Whether it is a group policy for all employees or a deferred-compensation arrangement for key employees, life insurance can be a part of a benefits package that attracts and retains good employees.
It is easy to see that life insurance can be very important to a small business. Equally important for such companies is to work with an agent who understands these concepts and takes the time to gather enough information to help identify and recommend the best solutions.
As these examples clearly show, life-insurance policies do more than just provide a death benefit. Certain policies can address financial concerns such as cash for business needs or emergencies. Policies that accumulate cash value offer a combination of income-tax advantages, including tax-deferred cash-value growth, tax-advantaged distributions, and, of course, an income-tax-free death benefit.
Having the right protection and coverage with life insurance can bring peace of mind to any business owner. The right coverage will have different definitions depending on the stage a business is in. A business-protection plan and succession plan will vary through the company’s startup stage, growth stage, maturity stage, and, finally, transfer stage. Every small business should be able to answer the question, “do you have any plans for transferring your ownership of your business at retirement or at time of death?” Also, as the value of the business changes over time, ask, “have those plans been updated appropriately to keep in line with those changes?”
When was the last time you and your business had a thorough analysis of your insurance needs and a review of your existing insurance policies? September is Life Insurance Awareness Month. It is certainly a great time for small businesses to evaluate their needs.

Bill Walthouse, a producer for the Dowd Insurance Agencies, provides a broad range of insurance and protection strategies, including life, disability, and long-term-care insurance. Licensed to sell property and casualty products, he also manages client relationships, health plans, and employee benefits; (413) 538-7444; [email protected]

Building on a Legacy

Architecture Sections

Juster Pope Frazier Has Designs on Continued Growth

Kevin Chrobak says the name Juster Pope Frazier is a brand that resonates within many sectors of the economy.

Kevin Chrobak joined the then-Shelburne Falls-based architecture firm Juster Pope Frazier in 1983, after a short stint with rival Architects Inc. and just a few years after graduating from the Pratt Institute in Brooklyn.
He would stay with the company, eventually buying out the men whose names appeared on the letterhead — Norton Juster, Earl Pope, and Jack Frazier — as each one eased into retirement, and in 2006, he assumed the title of principal architect.
While this is now truly Chrobak’s company, he says he’s never thought of changing its name or even adding his name to it. And he gets rather philosophical when explaining why.
“This is a brand — in some sense it’s like Xerox,” the Palmer native said with a laugh, while explaining how and especially why he believes the name Juster Pope Frazier, or JPF, as it’s also called, resonates within the industry and certain sectors of the economy, such as education. “I never felt the need to have my name on the door.”
But Chrobak is doing more than keeping the firm’s signage consistent. He’s also working hard to “extend the culture,” as he put it, of the first-generation partners, and incorporate their values into the company.
“Jack, Earl, and Norton established this business under the notion of doing very good work for very good clients — and also keeping their own lives in mind, their employees’ lives in mind, and keeping things reasonable,” he said. “They were kind, caring people, and very creative. I’ve tried to maintain that same point of view.”
That culture he described is now embedded in the company’s mission statement. Written on the backs of the company’s T-shirts — and on the home page of the firm’s website as well — it has three simple tenets: ‘live inspired, do good, and create beauty.’
“Norton’s the ‘live inspired’ aspect — he wrote The Phantom Tollbooth,” said Chroback, referring to Juster’s children’s adventure novel, published in 1961. “Jack was ‘do good’ — he was always very cognizant of giving back — and Earl was ‘create beauty.’ So that mission statement really guides the practice and how we behave with each other and with our clients, but it also reminds us of culture; maintaining that continuity is important.”
Still, while paying homage to the past, Chrobak and his staff of eight are obviously focused on the present and future. They’re consistently adding new projects to a diverse portfolio that includes everything from the Eric Carle Museum in Amherst to the headquarters for the Channing L. Beete Corp. in Deerfield; from the fire station in Longmeadow to the new science building nearing completion on the campus of Elms College in Chicopee.
That brand Chrobak mentioned earlier has certainly helped the firm win a succession of projects at Nichols College in Dudley, St. John’s High School in Shrewsbury, and the Holyoke Health Center, among many other clients, most of which are repeat customers.
But a bigger factor, and one that helped the firm ride atop the destructive wave otherwise known as the Great Recession, has been its ability to work with clients to create a vision and then take it off the drawing board, he said.
This is a process, he said repeatedly, and one that can be challenging at times, but is generally rewarding for those on both sides of the table.
“It’s fascinating work, and clients really enjoy the process — they feel excited by it,” he explained, adding that he expresses that emotion himself. “It can be a very creative collaboration, and I think it’s something that’s very unique to their lives in many instances.”
For this issue and its focus on architecture, BusinessWest talked at length with Chrobak about his firm’s history, relationship-building efforts, and designs on continued growth.

Lines of Work
As he discussed the many nuances of his chosen field of architecture, Chrobak contrived a few analogies to describe the all-important relationship between the firm and the client — and the process for making a vision become reality.
“I like to think of architects as the director of a movie,” he explained, while relaying one of his often-repeated views on how a successful collaboration works. “The client is the producer, they create the story, but we’re the director that helps them realize their vision.
“Another analogy I use is that we’re translating French, or any other foreign language, into English,” he went on. “We’ll interpret something in their language and put it into our language. We’ll take their words and create a building with three-dimensional form.”
He even compared what goes on between a client and an architect to a long-term relationship, noting that, from the start of design talks to the end of construction, a firm can be on a specific job for three or four years or more.
Summing all this up, he said architecture is as much about design as it is about discussions between the firm and the client about what’s important to the latter and how they identify what Chrobak called the “icons of their site.”
“We view clients as being two things — a physical entity and a site,” he told BusinessWest. “In our thinking, the site is as much a client as the actual [business]client. You try to draw influence from what people are telling you, but you’re also drawing influence from where you’re building as well.”
As examples, he cited two local projects: the Eric Carle Museum, which was designed after a good deal of dialogue and collaboration between the firm and the picture-book artist whose name is on the building, and the nearby Wesley United Methodist Church in Hadley, which has a look borrowed from the tobacco barns that helped give that community its identity.
“It’s based on classical Christian basilica form,” Chrobak said of the church, “but it’s detailed in a manner that’s evocative of the classic Connecticut Valley tobacco barns. You might be tempted to say that a church and a tobacco barn don’t go together, but within that context, it makes all the sense in the world.”
By mastering the art of translating clients’ words and carrying out the role of director, Juster, Pope, Frazier, and, yes, Chrobak were able to build and refine that brand the principal architect described earlier.
Its standing in the market not only helped enable the firm to ride out a recession that nearly crippled many firms, but has positioned it to thrive at a time of stern competition for both public- and private-sector work.
Juster Pope Frazier once did quite a bit of both, said Chrobak, noting that, in the former category, the firm has designed a number of schools, fire stations, and other municipal facilities. But in recent years, as competition has intensified and margins have become razor-thin, the firm has focused its energies almost exclusively on the private sector.
And this strategic move was a big factor in JPF’s ability to essentially avoid the whitewater of the recession and stand today as a larger company, revenue-wise, than when the slide began.
“We didn’t really experience the downturn that everyone else did,” he explained. “We always had a client base that wanted to build because costs were down during those times; contractors were aggressively seeking work, and so their numbers came down dramatically.”
One of the clients looking to take advantage of those circumstances was Nichols College, he said, adding that the institution has become JPF’s biggest customer. The firm has undertaken a number of projects for the school over the past decade, and is essentially redesigning the core of the campus.
Initiatives have included two new suite-style dormitories, a new, 30,000-square-foot student center, an academic building, a dorm renovation, landscape improvements, and other work, with more likely in the future as the school continues an aggressive building program.
Nichols is a prime example of how the firm has been able to gain repeat business from clients, said Chrobak, adding that several institutions fall into this category, including St. John’s High School in Shrewsbury — JPF did work there 15 years ago and is currently designing an arts and academic building for that campus — and Elms College.
The new science building at the Elms will be dedicated this fall, he noted, adding that its design reflects and respects the architecture that defines the campus and especially its signature building, Berkmans Hall.
“That’s a classic, beautiful building built in the middle of the Great Depression,” he said. “We built adjacent to it, and because it’s such a distinctive and beautiful piece of architecture, we felt we needed to be somewhat reverent of that work and not impose our own look.”
This brings him back to the notion of relationships, collaboration, and those analogies he created to describe how a firm and its clients should work together to create something meaningful and that works at the site in question.
“I’m particularly in tune with this because I grew up locally,” he said, referring to the importance of designing a building that works for the client and the location. “It’s a privilege to create buildings that are going to be there for years in a place where you grew up; it’s not something I take lightly.”

Blueprint for Success
That sentiment also applies to the culture — and the brand — established by the first generation of ownership at JPF, said Chrobak.
The name over the company’s door — figuratively, because it’s not there literally — represents more than the three original partners, he told BusinessWest. It reflects a way to do business and live a life.
And so does the mission statement.
More than words on a T-shirt or copy on a website, that statement shows how determined this firm is to recognizing its legacy and, more importantly, building on it.

George O’Brien can be reached at [email protected]

Prescription for Change

Health Care Sections

The Obesity Epidemic Broadens the Role of Today’s Pharmacists

Melissa Mattison, clinical assistant professor at the Western New England University College of Pharmacy.

In June, the American Medical Assoc. (AMA) made official what all those in healthcare already knew and understood — that obesity wasn’t simply a problem, but a disease, and one that reached epidemic proportions in this country.
The motivation behind the declaration was to advance treatment and prevention of obesity, one of the leading causes of diabetes, said Ardis Dee Haven, president of the AMA, in remarks made in June. “This issues a call for a paradigm shift in the way the medical community tackles this complicated issue so that we can reduce the number of Americans suffering from the effects of heart disease, diabetes, disability, and other potentially life-changing health conditions.”
And perhaps nowhere is this shift being seen and felt more than in the realm of pharmacology, said Melissa Mattison, clinical assistant professor at the Western New England University College of Pharmacy, who also spent 18 years as a pharmacist at Walgreens.
Indeed, the emergence of obesity as a major issue in healthcare — and the many health problems it leads to — has been a huge factor in an ongoing evolution in the role pharmacists play, she told BusinessWest.
“Diabetes is definitely an epidemic,” she explained. “As clinicians, we need to educate patients that obesity, which can lead to diabetes, is a preventable disease and that there are many lifestyle modifications that a patient can embrace.”
Elaborating, she said that obesity and the problems that stem from it have impacted myriad aspects of pharmacology — from the products sold and medications dispensed to how diabetes-related items are displayed in the store.
But perhaps the biggest change has come in the relationship between the patient and the pharmacist, she went on. While there has always been an educational component to this profession — it’s never been about simply putting pills in bottles — that aspect of the job description has become far more prominent in recent years.
And obesity and its correlation to diabetes and other health problems is a big reason why.
“The doctor may see the diabetes patient once a month or once every three months, but the pharmacist sees that patient almost every week,” said Mattison, noting that such patients generally take 10 to 12 medications. “And if you see me that many times a week, we start to form a close relationship.”
Skip Matthews agreed. He’s president of the independent and locally owned Lewis & Clark Drug and Medical Supply. He’s not a pharmacist, but manages his family’s 48-year-old business, which includes two pharamacies and two medical-equipment stores in the Springfield area.
“We’ve always seen patients with diabetes, but the demand has really grown,” he explained, adding that this surge in volume affects a host of decisions he makes regarding his stores.
“Our pharmacies are geared toward those with multiple conditions, maybe a little more than a chain pharmacy,” he continued. “And we’ll see diabetes, hypertension, cholesterol, and anything to do with the heart — and every one of those issues is directly or indirectly related to obesity.”
For this issue, BusinessWest talked with area experts about how what has become the nation’s most pressing health problem has in many ways changed the job description for pharmacists and made them more prominent players in the delivery of healthcare.

It’s Weighing on Them
When it comes to obesity, diabetes, and the collective impact on the role pharmacists play, the numbers tell the story — or a big part of it, anyway.
The most recent statistics from the Centers for Disease Control and Prevention show that more than 23 million Americans, or close to 8% of the population, have diabetes, and more than one-third of the adults in this country (35.7%) are clinically obese. These numbers have doubled in just the past two decades, and current projections show that the number of people with diabetes in the U.S. will rise to 48 million by 2050.
And this dangerous trend is quite visible in Western Mass. and especially its largest city. According to the Mass. Behaviorial Risk Factor Surveillance System, Springfield has the highest percentage of adults diagnosed with diabetes in the Commonwealth (13.1%) and the highest percentage of adults being told they have pre-diabetes (10.2%).
The impact of all this on pharmacies is made clear by statistics compiled by the Pharmacy Times which show that, while the average consumer spends $300 annually on retail pharmacy purchases, a consumer diagnosed with diabetes will spend $2,500 on average each year in medication, insulin, blood-glucose-monitoring products, and other over-the-counter supplies.
These alarming statistics help explain everything from the rising numbers of health screenings in pharmacies (especially the larger chains) to the fact that many different types of medical equipment have been altered and recalibrated to reflect a much heavier America.
“It really sticks out on the medical-equipment side,” said Matthews, noting that the walkers, canes, hospital beds, bath-transfer seats and commodes that his stores sell, which once were ‘200-pound rated’ (to support patients up to that weight), now come rated at 250, 300, or 350 and higher for the morbidly obese. “The manufacturers have changed what they make, and we’ve had to change our product mix accordingly.”
But perhaps the biggest change that can be traced to those statistics has been the emergence of the pharmacist as educator and counselor, said Mattison.
Elaborating, she said that, in many respects, the pharmacist acts as a liaison between the patient and the primary-care physician.
“In pharmacy school, our focus is not just on the disease state and what the medications are used for,” she noted. “Now, the pharmacist has the responsibility, and the privilege, to spend time with the patient and say, ‘look, Mrs. Jones, we did your screening, and your body-mass index is in the obesity range; what do you know about that? Can I talk to you about that?’”
Matthews agreed.
“There is a greater recognition of the role of pharmacists, even by insurance companies and doctors, in just the past five years, and that wasn’t always the case,” he told BusinessWest. “That’s because the pharmacist brings a lot of value, due to his or her position in healthcare between the doctor and the patient.”

Dispensing Information
This larger, more prominent role takes many forms, said those we spoke with, who noted, for starters, that pharmacists are doing much more, historically speaking, to hold patients accountable for adhering to their medication and recommended lifestyle changes.
“Typically, diabetic patient-adherence rates are somewhere around 50%, so they don’t take their medication every day, and for numerous reasons,” Mattison told BusinessWest. “Adherence is a big push now with pharmacist intervention.”
There’s also that educational component, she went on, adding quickly that, while pharmacists have always welcomed and answered questions, they’re doing much more of that today.
“Now, they [pharmacists] are on the ground floor, and many of the new pharmacists are out on the floor with an iPad and helping customers,” she explained. “They are the first person that the patient sees [after a doctor’s visit], and they can be a continuing point of contact.”
This ongoing evolution in the pharmacist’s role brings with it both opportunities and challenges, said Matthews and Mattison.
In that first category, they place the prospects for growth that come with quality customer service, which takes on new meaning in the expanded role. In other words, pharmacies and individual pharmacists can stand out as a result of how well they accept — and carry out — their new responsibilities.
Mattison added that pharmacies have an advantage over other retail outlets in that they have the opportunity to sell the self-management items diabetic patients need, and also the experience and knowledge needed to offer positive medical support. For this reason, retail pharmacists may choose to place their diabetes-care display near the pharmacist’s counter, or place weight-control and nutritional foods, vitamins, and dietary supplements near the diabetes-care section. The marketing-savvy pharmacists will offer more and more product demonstrations, educational sessions, nutritional advice, blood-pressure screenings, coupons, and store sales.
As for challenges, perhaps the biggest stems from the fact that, in simple terms, pharmacists are not paid to dispense information and be that liaison between patient and physician, said Mattison, adding that doing so takes time, which in this business (or any other, for that matter) is money.
“The expanding role of the pharmacist now involves much more than counting pills,” she explained. “But the problem becomes, who’s going to pay for it, or make it reimbursable, and create a profitable model for the pharmacy?”
Another challenge, Mattison continued, stems from the fact that this broader, pharmacist-as-educator role requires a skill set that for many must be acquired.
And the university is responding accordingly, she said, adding that, in addition to a year-long class focused on the business skills needed for setting up and then operating a successful pharmacy, the school also includes a customer-service component within its healthcare communications class.
It teaches students how to talk compassionately with patients, adherence to a doctor’s plan, and how to navigate customers’ financial, socio-economic, and language issues.
One of the more hands-on aspects of healthcare communications is the process of physically putting the student in the patient’s position, she noted, by making them wear heavy gloves and macular-degeneration goggles that mimic deteriorating eyesight. They’re then asked to read a prescription or open a bottle of pills.
“And they find they can’t do it,” she went on. “So now this 22-year old student gets the perspective of a 78-year old patient, and it teaches them empathy.”

Counting on Them
Empathy is just one of many skills pharmacists now need to do their jobs effectively.
Indeed, where once being able to count was the most visible skill set, now, those in this profession must be able to listen, consult, and help lead their customers to healthier lifestyes.
The epidemic of obesity has much to do with this phenomenon, and all indications are that it will continue to be a large problem — in every sense of that phrase — for a long time to come.

Elizabeth Taras can be reached at [email protected]

Charting Progress

Architecture Sections

Demand for Architectural Services Grows in Private Sector

Siegfried Porth says he has seen an upswing this year in additions, renovations, and new homes.

John Kuhn says the number of projects on his firm’s books has increased over the past year. However, “I don’t expect to go back to the glory days,” added the president of Kuhn Riddle Architects in Amherst, adding that clients today are more cost-conscious, conservative, and careful than they were prior to the economic downturn in 2008. “But, lately, business has been good.”
Walter Cudnohufsky of Walter Cudnohufsky Associates Inc. in Ashfield agrees, and describes the upturn in business as noticeable and positive. “We have a number of new residential projects,” he said, noting that the jobs are significant because work in real estate dried up for a long period of time. “Things began to pick up last year and have gotten better this year, and our work now also includes municipal and industrial projects.”
After weathering a difficult period, Tom Douglas of Thomas Douglas Architects Inc. in Northampton is also busy again. “Things started to even out about six months ago and really improve, and we have more work now than we can handle,” he said. “People are more willing to spend, and it seems as if access to money has become easier. It takes longer to get funding in place, but people are doing it. We’ve done design work for a lot of restaurants, and there has also been a significant increase in residential work.”
Siegfried Porth of Porth Architects in Easthampton concurred. “Right now I am straight out,” he said. “There has definitely been a big upturn in demand in the last year for new residences, additions, and reconstructions. And some of the jobs I have are major — $300,000 or $400,000 home additions. Ultimately, it’s cheaper to add on if you like where you live and have enough land.”
Bruce Coldham said that, although housing has always been his firm’s mainstay, jobs at local colleges have helped sustain the workflow over the last year. There have also been renovations of homes and office space, as well as projects requested by institutional investors who own multi-family dwellings and want to improve energy efficiency or stay in compliance with changing building codes.
“They are not all poster projects,” said the principal of Coldham & Hartman Architects in Amherst. “But business has been improving slowly and steadily, and we keep getting clients. Some of our colleagues were hit harder than we were, and many architects have had to move from one firm to another.”
Kuhn agrees. “Some people were hit worse than others,” he noted. “We felt the effects of the downturn, but not that severely. Work has been steady, but it’s very competitive.”

Staying Solvent
Indeed, the uptick in project volume hasn’t come about overnight. Several years ago, Porth said, there was so little work that 60% of the architects in Boston were laid off, and many firms went out of business.
And Douglas referred to 2009 and 2010 as “pretty lean times. We had to lay off one person and reduce some employees to part-time, but we had enough work to make ends meet. We were fortunate to get a few new jobs back then.”
One project, involving the renovation of three buildings in Greenfield, was made possible due to historic and new-markets tax credits. Others combined volunteer labor and paid work, including Northampton’s Academy of Music and Forbes Library. “I helped them raise money,” Douglas said.
His firm has also done much work at Smith College, although those jobs dwindled in 2009 and 2010. But the situation wasn’t disastrous, as Douglas used the time to renovate the building he purchased in 2009 that houses his business today.
In 2010, he was hired to design a renovation of the Garden Theater in downtown Greenfield. “Unfortunately, they were unable to pay the bulk of the fee,” Douglas recalled. “It was a very difficult year.”
The picture was similar across the board.
“It was like being on a rollercoaster,” said Douglas. “We would have an incredibly heavy workload for six months, then spend six months not knowing if we would get work. It was very, very difficult to project further than four to six months out.”
There were also an untold number of architects seeking employment. “They were willing to work part-time, and there was a lot of great talent out there. But it was very difficult to project how much work you would have,” Douglas said.
Cudnohufsky also suffered. He had to let several employees go and said it took “heroic efforts” to save his company.
Kuhn said the entire construction industry was hit, and in addition to the loss of any work in certain sectors, many projects were put on hold.

Tom Douglas says business is increasing, and so is the diversity of projects his firm is tackling.

Coldham said he is happy that he was able to retain employees, thanks to programs that allowed them to collect partial unemployment benefits. “It meant we could keep everyone until work resumed,” he said, adding that the extra time off allowed at least one employee to complete a graduate degree, and once things improved, he was able to add two people to his staff.
And although the outlook is brighter, many architects feel it is too early to project whether demand will continue to rise.
“But people are building and investing in their properties again,” Porth said. “Things didn’t look very good last Christmas, but this has ended up being a very fine year. Business has been slowly picking up, and right now I have 40 jobs in process.”
Douglas agreed. “The work is slowly starting to pick up,” he said, adding that his firm is now doing a lot of design work for restaurants and hotels.
Still, there are no guarantees. “There has been a definite improvement, but it is not meteoritic by any means,” Coldham said.
Kuhn concurred. “When people take a big hit, it takes years for confidence to come back,” he said.
“Everyone is a little more gun shy.”

Varied Workplace
Today, architectural services are being sought for diverse projects, another trend that bodes well for an industry that saw many sectors fall back or nearly shut down during the recession.
“We just bid on a renovation in North Adams for a group of railroad warehouses,” Douglas said. “We’ve also done three or four restaurant interiors in the past six months, and are wrapping up a new conference-center building in Hadley. We designed a new restaurant in Worcester, and are working on the renovation of a conference center for Smith College and a project for Northampton Arts Trust, which will include a new theater, performance space, and galleries in a building they are purchasing.”
Porth’s working portfolio includes projects in Holyoke and the conversion of an Easthampton tractor-trailer building into a multi-use structure. “We’re also converting an old warehouse into multi-use space and renovating a five-story factory building for commercial purposes,” he said, adding that the projects are large and include new walls, electrical, heating, and other improvements.
Porth is also the architect for the Eastworks Mill in Easthampton. “Half the residential units on the top floor are rented, and we’re starting phase 2,” he said, explaining that the units were designed as live/work spaces so entrepreneurs can operate home-based businesses in them.
Porth is also involved with ongoing projects for Open Square in Holyoke and has four major residential projects — additions and renovations — on the books as well.
“A lot of people are adding in-law apartments or family rooms, and we’re building a huge wine cellar in one home,” he said. “Plus, we just got work today on a new office building in Easthampton. There will be offices on the first floor and residential space on the second floor.”
Other jobs include designing a 160-by-120-foot metal building in Holyoke that will be used to service trucks and a new, two story office building in Florence.
Cudnohufsky is also busy. He began work on Main Street in Great Barrington in 2009, and that project has been ongoing. Other large regional projects include Monument Mills in Housatonic, which consists of several buildings totaling 250,000 square feet, and the design of a major structure in Fitchburg. He also has jobs in New York and Boston. “We have a whole range of work on historic properties, which gives us a really nice mix.”
Markets that have undergone a revival include the restaurant business. “We’ve seen a real upswing in people wanting to put money into them recently,” Douglas said.
And other sectors are growing as well, Porth said. “People are buying commercial buildings in Northampton, Westfield — everywhere in the Valley. Holyoke is up and coming, and people are buying mill buildings in Easthampton, so there is a lot of ongoing activity.”
Coldham’s firm tends to work with clients creating spaces heavily populated by people, such as schools, libraries, and offices. “If people like the space they are in, they tend to stay at their jobs longer and are more productive, which are benefits that come from high-performance buildings,” he said.
His company’s projects range from a new development with more than 20 homes to the transformation of a 100-year-old, five-story mill building in Lawrence into 60 residential units.

Moving Forward
Designs today almost always involve green-building concepts, and one noteworthy trend is the demand for reasonably sized, energy-efficient homes.
“The new generation wants to be green, and we are drawing a lot of smaller houses, due to the cost,” Porth said. “We used to design McMansions that were 5,000 or 6,000 square feet, but today the trend is to go smaller. People want energy-efficient homes that are no larger than 2,500 square feet.”
Cudnohofsky founded and ran the Conway School of Landscaping Design for 20 years and says his firm has always been at the forefront of sustainable ideas and projects. He told BusinessWest that green building has been fueled by revisions in building codes that keep the technology moving forward.
Douglas agreed, adding that salespeople tout how much recycled material their products contain or where their furniture was made. “Material suppliers volunteer the information. You don’t even have to ask about it.”
Kuhn said the combination of new stretch codes and people’s sensitivity to energy conservation has resulted in a new norm. “The standards keep getting much more stringent,” he said, adding that new developments have gone from LEED to net-zero building to the Living Building Challenge, which encompasses the most rigid green-energy initiatives that can be put into place. However, few projects that meet those standards have been done locally, because the work is complex and not financially feasible for most clients.
Coldham & Hartman has completed several co-housing projects and earned recognition for innovative work across the nation. It is one of the only local firms that has built zero-net-energy homes, which generate as much energy as they use. “We’ve done four or five of them,” Coldham said.
However, some jobs continue to be expansive as Baby Boomers seek modifications to their homes. For example, Porth designed a 2,000-square-foot addition for an aging couple who wanted a master bedroom on their first floor. “People are also putting in elevators so they can stay in their homes,” he said, noting that some families are selling their parents’ homes and creating space for them via renovations or additions.

Changing Climate
Kuhn believes changing trends will continue to shape the architectural industry. They include a focus on building within walking distance of downtowns, which has occurred in communities and cities such as Amherst and Northampton. “It’s a more green way to develop,” he said.
It’s also one that promises ongoing work for architects who have weathered the storm of the past few years and are now reaping the rewards for their perseverance and resourcefulness.
For a sector that feels the swings in the economy perhaps more than any other, times are better, and the arrow is pointing up — and firms are intent on making the most of their opportunities.

Incorporations

Departments Incorporations

The following business incorporations were recorded in Hampden, Hampshire, and Franklin counties and are the latest available. They are listed by community.

BRIMFIELD

Jennifer Zollo Educational Fund Inc., 106 Wales Road, Brimfield, MA 01010. Marie Hajko, 28 7th St., Brimfield, MA 01010. Non-profit organization.

EAST LONGMEADOW

Fortune Spa Inc., 611 North Main St., East Longmeadow, MA 01028. Chengwen Jin, 3620 Bowne St., Apt. 1H, Flushing, NY 11354. Massages services.

HAMPDEN

MJ’S Mobile Detailing Service Inc., 111 Thresher Road, Hampden, MA 01036. Mark Chamberlain, same. Mobile automobile detailing services.

HOLYOKE

Ministerio El Taller Del Maestro Inc., 10 Bristol Place, Apt 1C, Holyoke, MA 01040. Ministry.

Natural Styles Salon & Spa Inc., 369 South St., Holyoke, MA 01040. Jeanne Simard, 117 Caddyshack Dr., Chicopee, MA 01020. Salon and spa.

LEE

Forzy Inc., 56 Main St., Lee MA, 01238. Anita Forzano, 300 Theresa Terrace, Lee, MA 01238. Food services, retail, restaurant, and wholesale.

LENOX

Lenox Cat Hospital Inc., 450 Pittsfield Rd., Lenox, MA 01240. Sally Umlauf, same. Veterinary services.

LONGMEADOW

Godin’s Gardens Inc., 123 Westmoreland Ave., Longmeadow, MA 01106. William Godin, same. Tree and plant nursery.

Green Earth Environmental Corp., 208 Shaker Road, Longmeadow, MA 01106. Paige Scyocurka, same. Asbestos abatement and selective demolition.

PITTSFIELD

Parkside Bar Inc., 220 West Housatonic St., Pittsfield, MA 01201. Robert Jay Casella, 9 Hawthorne Ave. Pittsfield, MA 01201. Bar.

SPRINGFIELD

Edco Group Inc., 1351 North Belcrest Ave., Springfield, MA 65802. Bill Glassman, 10411 Clayton Road, Suite 211, St. Louis, MO 63131. Scanning of medical records for hospitals.

F & L Fish Market Inc., 115 Wayne St., Springfield, MA 01118. Frankie Cardona, same. Restaurant.

WEST SPRINGFIELD

EE Enterprises Transportation Inc., 203 Circuit Ave., West Springfield, MA 01089. Jose Manuel Rodriguez-Dejesus. 40 Newland St., Springfield, MA 01107. Transportation of miscellaneous goods.

Embrace IP Inc., 2097 Riverdale St., West Springfield, MA 01089. Brett Normandeau, 33 Carol Lane, Holyoke, MA 01040, same. To engage in research and development, purchase, sale, import, export, license, distribution, design, manufacture, or rental of any telecommunications product, machine, apparatus, appliance, and merchandise.

Mass Express Transportation Inc., 25 George St., West Springfield, MA 01089. Nataliya Petlya, same. Passenger transportation via mini-van, limousine, and other passenger vehicles on a for-hire basis.

Mike’s Auto Service & Repair Inc., 173 River St., West Springfield, MA 01089. Michael Zabik, 7 Knollwood Circle, Westfield, MA 01085. Repair of domestic and commercial vehicles, both cars and trucks.

Conflicting Reports

Rulings Blur the Lines on Associational Disability Discrimination

SUSAN G. FENTIN

Two recent rulings by Massachusetts appellate courts have both confused and clarified the state’s anti-discrimination statute, Mass. Gen. L. Ch. 151B, which bars employers from discriminating against employees based on their handicap/disability.
In July, the Massachusetts Supreme Judicial Court (SJC) ruled, in Flagg v. AliMed, that Ch. 151B can, under certain circumstances, protect an employee when the employee himself is not actually disabled but instead is associated with a disabled individual. Then, in August, the Massachusetts Appeals Court dismissed a similar lawsuit brought by an employee who claimed that he was terminated because of his association with his autistic son.
In Flagg, the employee had worked for AliMed for 18 years with good performance appraisals. Flagg was a salaried employee entitled to benefits under AliMed’s health-insurance plan. Unfortunately, his wife had to have surgery to remove a brain tumor, and Flagg then became responsible for caring for the couple’s children. Flagg asked for permission to occasionally be briefly absent from work to pick up his daughter from school, and his manager told him to do whatever he needed to do to take care of his family.
AliMed later terminated Flagg, however, allegedly because he had failed to punch out and had, therefore, been paid for hours he had not actually worked. Apparently, the real reason for the decision to terminate Flagg was that his wife had again been hospitalized, and AliMed did not want to be financially responsible for the enormous medical bills. Flagg sued, but the trial court dismissed his suit on the grounds that the plain language of the statute protects only a handicapped employee, not an employee who is associated with a handicapped person.
Flagg appealed, and the SJC overturned the trial court’s decision. The SJC concluded that, when an employer takes action against an otherwise satisfactory employee because of his spouse’s impairment, it is targeting the employee as the direct victim of its discriminatory attitude, punishing the employee as if he were the handicapped individual himself. Accordingly, the SJC ruled that Ch. 151B could be read to incorporate the concept of handicap discrimination based on association.
The Massachusetts Appeals Court’s decision in Lashgari v. ZOLL Medical followed the SJC’s decision in Flagg, but reached the opposite result. In Lashgari, the employee claimed that he was forced to resign because of mistreatment by the employer. The employee alleged that he told his supervisor in February 2010 that he could not work overtime because his autistic son required constant care. He was subsequently demoted by a different member of management and placed on a performance-improvement plan.
This demotion apparently led to severe emotional distress, and ultimately, the employee felt he had no choice but to resign. In its decision, the Appeals Court affirmed the trial court’s decision dismissing the case. Citing Flagg, the court ruled that Lashgari’s complaint did not allege any facts that would show that he was fired because of his association with his handicapped son. The court found no connection between Lashgari’s conversation about his son’s autism and the subsequent adverse employment actions imposed by another supervisor, and the timing of the demotion, by itself, was not enough to support a claim of associational disability discrimination under Ch. 151B.
Significantly, in a concurring opinion to Flagg, two justices raised their concern that the decision might be interpreted more broadly than the SJC had perhaps intended. Although the Flagg decision, in a footnote, states that it is not intended to address reasonable accommodations for employees who are associated with disabled individuals, the concurring opinion cautioned that this ruling should be strictly limited to cases where a spouse’s disability could, for example, increase the employer’s health-insurance expenses or where the employer might fear that an employee could contract a disabling or contagious disease through his association with a disabled person.

Bottom Line
The SJC’s decision in Flagg makes it clear that an employer may not terminate an employee because of fears that its health-insurance premiums will go up, even if those expenses will not increase because of an employee’s own disability but instead because of a disabled individual associated with the employee. It is unresolved at this point whether the SJC’s Flagg decision will impact the ability of an employee to claim he is entitled to a reasonable accommodation for the disability of someone with whom he is associated.
Following the SJC’s decision, this case was returned to the Superior Court for trial, and we can imagine that the damages here will be hefty if the jury finds for Flagg.

Susan G. Fentin is a partner at the firm Skoler, Abbott & Presser, P.C., and editor of the Massachusetts Employment Law Letter; (413) 737-4753; [email protected]

Fiduciary Problems and Traps

Understanding the New 3.8% Investment Income Tax

Richard Gaberman

The new 3.8% tax on ‘passive’ income known as the Medicare tax, which was included in the Patient Protection and Affordable Care Act, will now affect individuals whose adjusted gross income, depending on marital and filing status, is more than $125,000, $200,000, or $250,000.
However, it does affect trusts and estates with adjusted gross income in excess of $11,950. Thus, it is more important than ever for the executor or trustee to determine the adjusted gross income for the individual beneficiaries in order to determine whether to distribute income from the estate or trust to such beneficiary to avoid the 3.8% tax if that beneficiary’s modified adjusted gross income is below his or her applicable threshold.

Some Basic Information
• This new tax was effective as of Jan. 1, 2013.
• The tax applies to all taxpayers whose income exceeds a certain ‘threshold amount.’
• With respect to individuals, the NIIT is equal to 3.8% of the lesser of (a) net investment income (NII) or (b) the excess (if any) of the modified adjusted gross income (MAGI) less the threshold amount. This is basically adjusted gross income but increased for certain items of an income and for the earned-income exclusion. The threshold amounts for individuals are $250,000 if married and filing jointly, $200,000 if single, and $125,000 if married but filing separately. These are not inflation-protected.
• With respect to estates and trusts, the NIIT is equal to 3.8% of the lesser of (a) the undistributed NII or (b) the excess (if any) of the adjusted gross income over the dollar amount at which the highest tax bracket begins for that taxable year. For 2013, the highest tax bracket applicable to estates and trusts starts at $11,950. The estate and trust threshold amount is inflation-protected.
• NII includes interest, dividends, annuity distributions (if taxable), rents, royalties, income derived from passive activity, and net capital gain derived from disposition of property. It does not include salary, wages or bonuses, distributions from IRAs or qualified plans, any income taken into account for self-employment-tax purposes, gain on a sale of an active interest in a partnership or S corporation, and items that are otherwise excluded or exempt from income under the income-tax laws, such as tax-exempt bond interest, capital gain excluded under IRC §121, and veterans’ benefits.
• The NIIT will be paid with Form 1040 or Form 1041. The NIIT is subject to estimated tax penalties.
• NII includes income and gains from trades and businesses that are either passive activities (within the meaning of IRC §469) or a trade or business of trading in financial instruments or commodities. Note that, under IRC §469(c)(1), passive activity is any activity involving a trade or business in which the taxpayer does not ‘materially participate.’ Thus, one needs to review the passive-activity rules. If the taxpayer does materially participate in the activity, then NIIT will not apply to that income. The IRS regulations describe material participation for individuals, but not for an estate or trust.
• Dispositions of an interest in partnerships and S corporations require advanced planning. If the taxpayer is not active in the business, the 3.8% tax will apply to the capital gains. Note that there are ways to avoid (or defer or reduce) the 3.8% tax. Examples would involve a charitable sale, an installment sale, a 1031 real-state exchange, and a sale to family members in lower tax brackets provided the later sale to a third party occurs after two years.
Also, with respect to estates and trusts, how does an estate or trust become active in a trade or business? The executor or trustee must be active in the trade or business. An active beneficiary (who is not a trustee) will not cause the estate or trust to be ‘active.’ For example, a mother is the trustee of the trust that owns a business, but the business owned by the trust is managed by her child, who is the beneficiary of that trust.

Estates and Trusts
• The estate trust that accumulates income will pay the income taxes attributable thereto unless and to the extent that such income is distributed to any beneficiaries thereof. Note that, if a beneficiary is below his own applicable threshold, then the estate/trust may avoid the 3.8% NIIT to the extent the NII is distributed to such beneficiary who, after that distribution, is still below his threshold.
• However, note that if an irrevocable trust is a ‘grantor trust,’ then all of the income of that trust is reportable by the grantor on his or her personal income-tax return.
• Trusts not subject to NIIT generally involve split-interest charitable trusts and grantor trusts. However, distributions from a charitable trust to a non-charitable beneficiary may carry out NII subject to the 3.8% tax.
• What about electing small-business trusts (ESBT)? Although the proposed regulations recognized the ESBT as separate trust funds for each beneficiary, it does require consolidation into a single trust for determining the adjusted gross income threshold amount.

Planning for Reducing NII
• Consider municipal bonds, a 1031 exchange, an installment sale, tax-deferred annuities; life insurance; ROTH IRA conversions (helps to reduce MAGI), rental real estate (due to the benefit of the depreciation deduction), and oil and gas investments (helps reduce MAGI).
• Regarding estate/trust distributions, principal issues include the executor and trustee fiduciary duties and liability when making distributions to one or more beneficiaries. From an income-tax-planning point of view, consider distributions to lower-income-tax-bracket beneficiaries to save income taxes that would otherwise be payable by the estate or trust which may be in a higher income-tax bracket. Consider distributions to beneficiaries who may not have to pay the 3.8% NIIT. You need to read the applicable provisions of the will or trust that governs the executor’s or the trustee’s right to make distributions to the beneficiaries. Also, although accumulated pre-2013 NII is exempt from the 3.8% NIIT, under the proposed regulations, the first NII being distributed to beneficiaries does not come from the pre-2013 NII income. It is deemed to come from 2013 or later NII first.
• The gain on the funding (pecuniary bequests) of a marital deduction and bypass trust may be subject to the 3.8% tax. The tax planning for estates and trusts is now more complicated due to the new 3.8% tax, the high 39.6% income tax rate, and the huge spread between the low $11,950 threshold for estates and trusts and the high threshold for individual beneficiaries. At the same time, the fiduciary must be aware of potential fiduciary liability when making or not making distributions to the beneficiaries. Read the will and trust documents, and seek the advice of a qualified attorney and accountant.

Richard M. Gaberman, Esq. is of counsel at Springfield-based Robinson Donovan, P.C. He has been recognized for 20 consecutive years by Best Lawyers in America in the practice areas of tax law, trusts and estate, real-estate law, and corporate law. He has also been recognized for 10 years by Super Lawyers for New England in the practice area of estate planning; (413) 732-2301; [email protected]

Points of Interest

10 Things You Should Know About Reverse Mortgages

ANN I. WEBER, Esq.

If you watch TV these days, it’s hard to avoid Fred Thompson, Robert Wagner, and a host of other actors encouraging you to consider a reverse mortgage if you are strapped for cash.
Although these financial tools can be useful, they are expensive, both in terms of bank fees and interest payments, and they can put your financial health, your home ownership, and your children’s inheritance at risk.
Because of these problems, the default rate on reverse mortgages has been significant. In response, Congress recently passed the Reverse Mortgage Stabilization Act of 2013, which gives new powers to federal regulators to change the rules of the program “to improve … fiscal safety and soundness.” As a result, most homeowners will no longer have access to large lump-sum payments up front, they may be required to set up escrow accounts for insurance and property taxes, and financial assessments will be required.
If you are thinking about applying for a reverse mortgage, here are 10 things you should know before proceeding.

1. A reverse mortgage is a loan, which accumulates interest over the life of the loan. The homeowner remains responsible for ongoing taxes and home insurance.
A reverse mortgage is similar to a purchase mortgage in that it is a loan from a bank or mortgage company to an individual. However, instead of using the funds advanced by the bank for purchase of a residence, a senior homeowner (62 or older) can use a portion of his or her home equity as collateral and receive cash in return. Reverse mortgages have fees due upon origination and servicing fees annually, and the loan will have to be repaid with interest, which accumulates over the life of the loan. The principal and accumulated interest are due when the homeonwer dies or no longer lives in the home as their principal residence.
There are three types of reverse mortgages:
• Single-purpose loans for home repair, handicap access, etc. issued by state, local, or charitable agencies. These are usually the least expensive;
• Home Equity Conversion Mortgages (HECMs), issued by banks or mortgage companies that are approved Federal Housing Authority lenders. They are federally insured and regulated. These are the most common and have some consumer safeguards due to federal regulation; and
• Proprietary loans backed by the companies that develop them. You are on your own here, but greater amounts are frequently available from these lenders.
The home is still owned by the borrower, who remains responsible for upkeep, real-estate taxes, and insurance on the home. Failure to maintain these payments can result in default and foreclosure, and as a result, escrow accounts may be required under the new law.

2. Reverse mortgage loans can be structured in a variety of ways.
The loan can be structured to make equal monthly payments to the homeowner for as long as the homeowner lives in the home or over a fixed number of years. Alternatively, the loan can create a line of credit that the homeowner can draw down at any time until the line of credit is exhausted. Some reverse-mortgage companies offer a combination of the above options. The loan plus accumulated interest is due when the homeowner dies or leaves the home for 12 months or more.
Note that, as of April 1, 2013, the federal government will no longer allow standard fixed-rate HECM mortgages to offer a lump-sum payment. Smaller lump-sum payments are still available under the HECM Saver program, which pays out a smaller percentage of the equity value of the home.

3. The amount available depends on several factors.
The older the homeowner, the more the homeowner can borrow against the value of their home. HECM loan maximums are determined based on the age of the borrower, the equity in the home, and the current interest rate. Under federal law, loans may not exceed $625,500. However, under the new law, amounts available will be based on a lower percentage of equity, and borrowers with credit issues or little income may find that reverse mortgages are no longer a viable option for them because a financial assessment is now required.

4. Interest rates and fees are significantly higher than for conventional mortgages.
Interest rates for reverse mortgages are higher, sometimes significantly so, than for conventional mortgages, and reverse mortgages have frontloaded fees such as points, origination fees ($2,000 or 2% of the value of the home, regardless of the loan amount, whichever is higher), mandatory counseling, appraisal fee, financial-assessment fee, credit-report fee, pest inspection, flood insurance if applicable, as well as mortgage insurance. There may also be annual servicing fees charged over the life of the mortgage; $10,000 in fees is not unusual for an upfront fee even for a relatively modest loan.

5. The home should be mortgage-free.
While you may be able to borrow enough money to pay off an existing mortgage depending on your age and the amount of the existing mortgage, this will reduce the amount of cash that you can receive under the reverse mortgage. Consequently, it is generally more cost-effective to utilize a reverse mortgage with a home that is mortgage-free.

6. A reverse mortgage is not a good option if you are planning to sell or move in the foreseeable future.
Most reverse mortgages are not used over a short-term period due to the upfront fees. Therefore, a home-equity line or conventional mortgage may be more appropriate to provide liquidity over the short term. Also remember that the state or local government may have lower-cost loans for specific purposes.

7. Reverse mortgage payments are not taxable, nor are the payments considered countable income for purposes of MassHealth (Medicaid) eligibility.
However, lump-sum payments or any part of a monthly payment retained after the month of receipt will be part of countable assets. If you or your spouse are facing the possibility of long-term or nursing care, the monthly payments you receive under a reverse mortgage do not affect MassHealth eligibility. However, if you receive a lump sum or do not spend the entire monthly payment, the amount remaining after the month of receipt will be considered a countable asset.
Also, if you vacate your home for an extended period of time, usually 12 months or more for any reason, including a stay in a nursing home, the reverse mortgage may be called by the bank or mortgage company. If you do not have the funds to pay off the mortgage, the home can then be foreclosed upon and lost to the homeowner should he or she later be able to return home.

8. If the borrower is married, both spouses should be listed on the mortgage.
If only one spouse is listed on the mortgage, should the borrower spouse die, the survivor can be evicted if his or her name is not on the mortgage. In addition, problems have arisen for surviving spouses when only the deceased spouse is listed as a property owner on the deed. This situation can arise when couples opt to put a reverse mortgage in the name of the older spouse in order to maximize the loan’s proceeds. The federal government is considering instituting provisions later this year to address this problem.

9. This probably should be the option of last resort.
If you have other sources of funds for your living expenses, it is generally better use those first before moving to the reverse mortgage because of the outlay in fees and accumulating interest. You may want to consult with an attorney to be sure you understand the rules and review all your options.

10. If a reverse mortgage seems right for you, calculate all the fees and shop around.
Closing fees can vary significantly among lenders, so vigilance in comparing vendors can really pay off.

Attorney Ann (Ami) I. Weber is a partner with Springfield-based Shatz, Schwartz and Fentin, and concentrates her practice in the areas of estate-tax planning, estate administration, probate, and elder law, and she has a particular interest in creative estate planning for authors, artists, farmers, and landowners. She is a board member and past president of the Estate Planning Council of Hampden County Inc., and is a former (and founding) board member and current member of the Massachusetts Chapter of the National Academy of Elder Law Attorneys. She has recently been named one of the Top Fifty Women Lawyers in New England by Super Lawyer magazine. She is a frequent author and speaker on issues regarding estate planning, (413) 737-1131; [email protected]

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Modern Office Sections

A chart of area office equipment dealers

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Marketing

Columns Sections

Why You Should Be Cynical About Marketing

Marketing is too important to be left either to marketers or CEOs –– but for different reasons.
Much of marketers’ energy goes into what is popularly known as self-marketing — that is, landing the next marketing gig. If you don’t believe it, take a trip through LinkedIn, where self-promotion among marketers is brazenly and shamelessly transparent.
Marketing is also too important to allow company CEOs (or anyone else of that ilk) to get their hands on it. Inevitably, they will try to shape it to fit some notion they have inside their heads. And it will be wrong. Look no further than JCPenney’s tragic history. Even if those surrounding the CEO, including board members, know what’s wrong, many are prone to nod their heads on cue.
For marketing to be effective, it requires the best that both CEOs and professional marketers can bring to it, the former for the story (no one knows it better), and the latter for astutely translating the story into winning and keeping customers.
If either fails to understand and appreciate the role of the other, marketing fails. If either fails to perform their role, marketing fails. And if either attempts to assume the role of the other, marketing fails.

How to Be a Cynic
Because marketing is critical to a company’s success, the role of a marketer deserves careful attention, and playing the role of cynic is the best way to do perform this task. For example:
• Be cynical of anyone who lays on the marketing jargon. If someone is in marketing and they use terminology you don’t understand, watch out. This person is faking it; they’re arrogant, and they don’t know anything about marketing.
Marketing is quite different. It’s all about clarity and doing away with roadblocks to communication. The goal is bringing people together so they can interact and learn from each other.
• It helps to be cynical and believe that much of what a marketer does is actually a carefully planned exercise in résumé building. All this is quite obvious, particularly when you find a continuous string of Facebook or LinkedIn ‘experience’ and ‘expertise’ updates. Don’t be surprised if you discover that some marketers seem to have only one customer: themselves.
• While the coveted ‘marketing manager’ title is intended to elicit confidence, the cynic recognizes that it may be a cover. Quite often, this title is a sign that the person’s self-appointed role is heavy on talking, telling, and meeting, but extremely light on thinking, planning, and doing.
• Sure, you should be cynical if a marketer talks a lot about what the ‘company’ wants. Rather than focusing on customers, it’s a good bet that the boss is the only customer that counts. Marketing isn’t easy –– it requires a high degree of objectivity that recognizes when saying no is the right thing to do.
• You should be cynical when the new marketer says, “we want to spruce up the company’s image with a new logo.” If this happens, you can be sure you have the wrong person. It’s a ploy that’s often used by hires to let everyone know who is in charge (and to buff up the résumé).
Whatever company it happens to be, its identity demands research, thoughtful discussion, and testing. That’s a rigorous task that takes time. Anyone who wants to rush into adopting a new logo is likely the wrong person for the job.
• If it seems that the company’s marketing program is all over the map, it’s time to be cynical about what’s going on. A primary role of a marketer is to constantly monitor the marketing activities and make sure they reflect the agreed-upon marketing plan. If this isn’t happening, you may have a marketer problem on your hands.
• Crank up the cynicism if a marketer speaks disparagingly about customers. As odd as it might seem, there are marketers who seem to have little regard for their customers –– in effect, their clients.
Try as hard as we might, we can’t be objective, genuinely enthusiastic, or do our best work when negative biases affect our thinking.
• If it seems that those responsible for your marketing think that their task is to get people to buy stuff, it’s time to be cynical. When marketing becomes the handmaiden of sales, it’s no longer effective. In fact, it’s dead. It isn’t easy to maintain a solid customer commitment when the pressure is on to make the numbers.
Yet, if marketers have a justifiable role, it’s doing everything possible to create customers, those who discover the company is aligned with their values and want to do business with it. Inside the company, marketers have the unique task of being customer advocates, making sure that customers are heard and well-represented.
• Be cynical if you’re getting ‘copycat’ marketing. If you think most marketers are innovators and risk takers, think again. While there are exceptions, most marketers play it safe to avoid negative repercussions. They often prefer borrowing surefire ideas from others rather than developing marketing activities that uniquely serve their customers’ best interests.
• If your marketing people seem to be ‘gofers,’ it’s time to be cynical. In fact, it’s long overdue. Far too often, management (and others) treat marketing people as if their role is to do just about everything other than marketing, pulling them in more directions than the latest lottery winner. It’s time to be sufficiently cynical to put a stop to it.

Keeping a Close Eye
All this suggests that a careful review of your company’s marketing may find that cynicism doesn’t go far enough. Marketing is on target only when the various components exhibit a strong sense of unity so the whole delivers a greater impact than the sum of the individual elements. If the picture of your company’s marketing is more like the scattered pieces of a puzzle with the parts bearing little resemblance to one another, it’s time to make some serious changes.
Marketing may not be the only company function that deserves the close attention of a cynical eye –– but it’s a good place to start. n

John Graham, of GrahamComm, is a marketing and sales consultant and business writer. He publishes a free monthly eBulletin, No Nonsense Marketing & Sales; [email protected]

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