Daily News

The regional law firm Bacon Wilson, P.C. announced that Todd Ratner, Esq. has been honored by Massachusetts Lawyers Weekly as a 2014 “Excellence in the Law” honoree. This event recognizes 25 up-and-coming attorneys for their outstanding accomplishments in the legal community in 2013. Ratner is a member of Bacon Wilson’s Estate Planning and Elder Law department whose practice includes sophisticated estate-planning issues. Additional areas of practice include commercial and residential real estate together with general business and corporate law. Ratner serves on the boards of many charitable entities, including co-chair of the Alzheimer’s Assoc. Tri County Partnership, is a graduate of the Affiliated Chambers of Commerce of Greater Springfield’s Leadership Institute 2007, and taught elder law at American International College. He is a frequent lecturer and has written numerous business, estate-planning, and real-estate articles. Ratner earned his JD from the Pennsylvania State University School of Law, his MBA from Boston University Graduate School of Management, and his bachelor’s degree from Babson College. With 40 attorneys, Bacon Wilson, P.C. is the largest law firm in Western Mass. The firm’s four offices are located in Springfield, Westfield, Northampton, and Amherst.

Daily News

SPRINGFIELD — Springfield-based Hot Table, a chain of fast-casual dining locations, will expand this fall with two new stores in Hadley and Glastonbury, Conn. The Hot Table team, brothers John and Chris DeVoie, opened their original restaurant, featuring signature paninis, in Springfield’s 16 Acres neighborhood in 2007. They followed up with a store in downtown Springfield in 2009, and another in Enfield, Conn. in 2012. They are now hoping to grow upon that success by opening their fourth and fifth locations in the heart of two of the busiest shopping districts in the Hartford/Springfield region. The Glastonbury store will be located in the Griswold Shoppes on Main Street, next to Bertucci’s, and is slated to open in early September. The Hadley store will be located in a new plaza on Route 9, in front of Home Depot, and will open in November. A cross between Panera Bread and Subway, Hot Table specializes in grilled panini sandwiches that are made-to-order for each customer. The stores also offer fresh, made-to-order salads, soups, desserts, and a variety of specialty coffees. The fast-casual style of service at Hot Table is designed to ensure that the diner has quick service and the freshest of ingredients. Each location will employ about 20 people. Hours of operation will be Monday through Saturday, from 7:30 a.m. to 9 p.m.

Daily News

AMHERST — UMass Amherst, along with Global Spectrum, one of the nation’s leading public-assembly-facility management companies, recently unveiled plans for a series of renovations at the school’s Mullins Center, a 10,000-seat, multi-purpose entertainment and sports venue, designed to enhance the fan experience. Renovations include the installation of new, dynamic LED sports lighting for the arena and new upholstery for 3,594 seats. Additional, 7,705 seats will have cup holders installed. Universal Electric Co. and Ephesus Lighting have been awarded the bid to replace the existing high-intensity-discharge lighting with LED sports lighting. Ephesus focuses on commercial, industrial, and entertainment lighting that is vibrant and sustainable. With the new lighting in place, fans in the Mullins Center or watching events on HDTV will have a brighter, sharper view of the performance. In addition, the LED sports lighting will cut the venue’s energy costs by 50% to 75% for each event. The new upholstery in all padded seats will provide an upgraded appearance and more comfort. Finally, patrons at every permanent seat will have a secure place to put their drinks. The entire project is expected to be completed by the beginning of August. “These building enhancements are going to take our fans’ experience to a new level,” said Brian Caputo, assistant general manager and director of Operations at the Mullins Center. “Our new partnership with Ephesus Lighting and the upgraded seats will jump-start the 2014 sports season.” 

Daily News

Springfield-based FIT Solutions LLC announced that Meghan Fallon has joined the company as a Technical Recruiter. In her new role, Fallon will be responsible for sourcing technical talent in the information technology field for FIT Solution’s client base in Massachusetts and Connecticut. She brings with her several years of staffing and recruiting experience across a wide spectrum of industries. She has a bachelor’s degree from UMass Amherst in sociology and communications.

Business of Aging Sections
Fallon’s Summit ElderCare Sets a New Standard

Pam White and her mother, Helese

Pam White and her mother, Helese, in the library at Summit ElderCare in Springfield.

Pam White is an only child, and is still many years from being in a position to retire.

Which means that she faces some significant challenges in her role as caregiver for her mother, Helese, who has several health issues, but is neither ready nor willing to move into a nursing home.

Pam told BusinessWest that, as she launched a search for a solution to her dilemma, she did so with a specific mindset. She was looking for a facility that was a step above adult day care and two or three steps above a community senior center — a place where medical care was available in the form of an on-site geriatrician, but where there was also a strong social component with a host of activities for a diverse group of seniors.

She has found all this and a lot more at Summit ElderCare, a PACE (Program of All-inclusive Care for the Elderly) facility operated by Fallon Community Health Plan in Springfield’s North Medical District.

The facility, which opened its doors roughly a year ago, now serves 53 individuals with roughly the same needs as Helese. They are called ‘participants,’ rather than ‘clients,’ ‘patients,’ or ‘customers,’ because that term best describes what they are, said Kristine Bostek, vice president and executive director of Summit ElderCare.

Elaborating, she said they are participating in a program, based on a national model of coverage recognized by both Medicare and Medicaid, that provides medical care, geriatric case management, care coordination, adult day health services, full insurance coverage (including Medicare Part D prescription coverage), and in-home support in a personalized setting that features interaction with other seniors and a host of activities.

All of this resonated with Pam White.

“My mother is a very social person, and what appealed to me is that there would be other seniors involved in this program,” said White. “I wanted to engage my mother in a program where they have activities, and where it’s obviously a safe environment.

“It’s like one-stop shopping,” she went on, referring to the range of services offered at the facility. “They have a primary-care physician that specializes in geriatrics, and if my mother needs lab work, that can be done. And if I were trying to do that as caregiver, I’d be running here and running there, and that’s difficult with my work schedule.”

Kristine Bostek


Kristine Bostek says Summit ElderCare calls those it serves ‘participants’ — rather than clients, patients, or customers — because that word best reflects what they are.

The Springfield location is one of five now operated by Summit ElderCare in Central and Western Mass., said Bostek, adding that the company started with a location in Worcester in 1995 and eventually added a second facility in that city before eventually expanding into Charlton and Leominster. Further expansion into the Merrimack Valley is now under consideration.

An assessment of the Western Mass. market several years ago revealed a need for a PACE facility there, said Bostek, noting that, after consideration of several possible landing spots, the company eventually chose a location in Springfield in a new medical building on Wason Avenue built to Fallon’s specifications.

One year after opening that site, the company is on target with regard to growth, said Mary Woodis, RN and site director, adding that this location will likely hit its goal of 250 participants within three years.

For this issue and its focus on the business of aging, BusinessWest takes an in-depth look at Summit ElderCare’s Springfield facility and how it is improving the quality of life for both participants and their caregivers.

Senior Moments

Bostek told BusinessWest that the PACE concept is gaining considerable traction across the country, with more than 100 sites currently operating nationwide.

Fallon is now the fifth-largest PACE provider in the nation, with 900 total participants, and the largest in New England, she said, adding that the company is a firm believer in this model of healthcare because it provides a viable option to more expensive nursing-home care, and will only become more popular as the population ages because of the many benefits it provides for people like Helese — and the peace of mind it offers to those like her daughter Pam.

The concept was described by both Bostek and Woodis as a “community-based alternative to nursing-home care,” and one with two critical elements: a healthcare component and a social component, which are both considered critical in the delivery of complete care to a participant.

Elaborating, Woodis said Summit ElderCare provides geriatric case management, care coordination, and a host of additional services that include:

• On-site medical care;
• 24/7 emergency access to a staff member;
• Physical and occupational therapy;
• Adult day services;
• Medically necessary supplies and equipment;
• In-home assistance;
• Medically necessary transportation;
• Nutritional counseling;
• Caregiver education and support; and
• Full medical and prescription drug coverage.

The model has met with a good deal of success in Central Mass., as evidenced by the steady base of expansion, said Bostek, adding that, by the start of this decade, the company was actively pursuing opportunities to bring the concept to other parts of the state.

“Based on experiences in Central Mass., we felt there was a huge opportunity to take this model into this part of the state,” she said of the Greater Springfield area. “So we embarked upon a plan to expand in Western Mass.”

The 14,500-square-foot Springfield facility is licensed to serve residents of Hampden County and a few communities in Hampshire County, said Woodis, adding that, while many of the current participants are from Springfield, several other communities are represented. To be eligible for the program, individuals must by 55 or older and meet clinical criteria that Bostek summed up with the phrase “nursing-home-eligible.”

Mary Woodis

Mary Woodis says people come to the program for their medical care, but also for the social aspects.

The current mix of participants includes individuals across a broad age spectrum, said Woodis, adding that many are in their 60s, while a few are in their 90s, and there’s one centenarian. Some have cognitive issues, such as dementia or Alzheimer’s, while others do not, and there is a growing number of what would be considered younger seniors with neuromuscular disorders such as MS and ALS.

“A PACE participant, in general, is a frail, older adult,” said Dr. Alison Grover, the on-site gerontologist at the facility. “They probably average in their low 80s with multiple medical problems and usually some difficulty with mobility and self-care.

“It’s not at all unusual to have some level of memory impairment as well,” she went on, “and it’s our mission to keep such individuals in their home as opposed to in a nursing home.”

Summit Eldercare makes this possible by providing that one-stop shopping Pam White described.


Care Package

Elaborating on this concept, those we spoke with all used the phrase ‘integrated model of care’ to describe what’s offered, meaning both medical care and the many social aspects of the PACE program available at the Wason Avenue facility.

“People come here for their medical care,” said Bostek, referring to everything from visits with Grover to occupational and physical therapy. “But they’re also here for the social aspects of this program, doing things with other participants.”

It is this “complete package,” as Grover called it, that separates Summit ElderCare from a typical senior center and adult day care facilities, and also enables older adults to stay out of nursing homes.

Woodis said activities run the gamut from arts and crafts to computer classes; from reading in the facility’s small library to healthy-cooking classes. On the day BusinessWest toured the facility, a Mother’s Day tea was in progress. Participants helped create tissue-paper flowers and also baked pies for the attendees.

The key to effectively providing this integrated model of care is teamwork, said Grover, and there are many members on the team, including nurses, physical and occupational therapists, a nutritionist, social workers, a transportation coordinator — who oversee work to get participants to and from appointments — and others.

Each day starts with a team meeting, she went on, one that essentially assesses the immediate needs of the participant population and creates an action plan.

“We talk about our participants — we talk about who may be having problems, who may be in or out of the hospital, who has a caregiver that’s been in the hospital for the past month,” she explained. “We talk about what we can do to help support the family and what the patient needs to be safe at home. We talk about whether we need to go out and see the patient at home that day. And then we go out and do our various jobs.”

This is an effective model, but one that many in this region don’t know about, said Bostek, adding that, to meet established goals for growth, the company must build awareness about the PACE concept. Meanwhile, it must also be diligent and imaginative when it comes to outreach and building relationships with individuals and agencies that might refer potential participants.

Those constituencies include senior centers and ASAPs (aging service access points), agencies that serve the elderly, as well as hospitals, primary-care physicians and specialists, elder-law attorneys, senior housing complexes, food pantries, and others.

“We really work hard to be very visible in locations where there would be a large older adult population, as well as a low-income older adult population,” said Bostek. “We do some marketing, but it’s really a grassroots approach that we take.

“You sit across the kitchen table from a caregiver and/or an older adult to talk about the program,” she went on. “We have that personalized touch, but we need to make sure that we’re out in the community and that we’re building relationships with community partners and resources, because we want to them to readily identify that this program may be a viable option for someone and refer them to us.”

Caregivers are a very important piece of this outreach process, Bostek continued, citing statistics showing that one in three Americans serve as caregiver to a spouse, older relative, or friend, and many, like White, face considerable challenges as they take on that assignment.

Grover agreed, and cited the caregiver of that aforementioned centenarian as a good example.

“That patient has medical problems and mild dementia, and is cared for by her son at home,” she explained. “In order to keep her there, he needs oversight on medical management, assistance in the home with personal care, and help to simply balance his caregiver role with other roles in his life. She needs help with personal care and mobility, and for someone like that, there aren’t many other alternatives.”


Coming of Age

There were not many alternatives for Pam White as she searched for a program that would allow her to keep working and also enable her mother to remain in her home and out of a skilled-nursing facility.

The program offered by Summit ElderCare has proven to be the solution sought by both mother and daughter, and this story is now being repeated on a regular basis at the Wason Avenue site.

These developments clearly show that the company has become a PACE setter, both literally and figuratively.


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

Business Management Sections
Massachusetts Export Center Helps Firms Do Business Overseas

ExportDPartTo Ann Pieroway, the statistics speak volumes.

Take, for example, the fact that Massachusetts companies exported more than $26.8 billion in goods last year — a 4.63% increase over 2012 — and ranks as the 17th-highest exporting state in the U.S.

Or that the Bay State ranks second nationally in seafood exports, third in medical-device exports, and fourth in the U.S. in high-tech exports. Or that 28% of the state’s manufacturing workers depend on international exports for their jobs, which ranks fourth nationally.

Those achievements don’t happen in a vacuum, said Pieroway, regional director of the Western Mass. office of the Mass. Export Center (MEC).

“We have a very simple mission: to help companies throughout the Commonwealth achieve success in global markets and contribute to economic growth in our state,” she said. “The goal is to maintain jobs or grow jobs.”

It does so by providing a range of resources to client companies, from counseling and technical assistance to market research and assessment, to a wide range of training programs to help businesses navigate the tricky, hyper-regulated world of exports. As for the center’s effectiveness, Pieroway said, the numbers speak loudly there, too.

“For our latest impact study, we sent out a questionnaire to our clients — significant clients, not just somebody we’ve answered questions for,” she explained. Almost 70% responded, and reported $240 million in financial return from their dealings with the MEC in 2011. “That’s not total exports; that $240 million for 2011 is their increase in export sales due to the help they’ve received from the Massachusetts Export Center.”

With a background in offshore manufacturing, Pieroway has been involved in the export arena since 1983, when she was appointed to the governor’s International Trade Council.

“Back then, there were 27 different groups that had their fingers in international trade, but no one primary group,” she said, explaining the germination of the MEC. Paula Murphy, who still serves as statewide director, got the program running 20 years ago, and Pieroway came on board soon after. “We’re a specialty center of the Mass. Small Business Development Center Network, which put the funding in.”

Ann Pieroway

Ann Pieroway says the success of the Massachusetts Export Center can be measured in the additional dollars exporters bring into the Bay State.

Today, the center is primarily funded by the Small Business Administration, with a matching commitment from the Isenberg School of Management at UMass Amherst.

The state contributes as well, Pieroway said, and studies show that, for every tax dollar it kicks in, $4 is pumped back into the state economy. “So we don’t get cut; we’ve always been level-funded. We put out an impact study that goes to all legislators, and everyone can see what we do — $240 million is a lot of money.”

She also noted that the $2.2 trillion in overall U.S. exports accounts for 9.8 million jobs. “Supposedly, every time you get a $125,000 increase in export sales, a job is created somewhere in the network. That’s very important to us here in the Valley.”

Helping Hands

While Pieroway wasn’t at liberty to name specific clients, she did cite a broad range of services the agency provides, including:

Export counseling and technical assistance. These services are customized to each client’s needs, and might include:

• Export planning and preparation;
• Assessment of export readiness;
• Export strategy and international business-plan development;
• Assessment and selection of target export markets;
• International sales and marketing;
• Identification and qualification of overseas customers and partners;
• International payment and financing;
• Export logistics, including shipping, documentation, terms, and controls;
• North American Free Trade Agreement compliance and eligibility; and
• Working with export service providers, such as international banks, law firms, and freight forwarders.

International market research and assessment. The center has access to a wealth of information on export markets. Examples of research provided to clients include:

• General information on doing business in different countries;
• Demographic, economic, political, and cultural information on different countries;
• Market size, characteristics, and trends;
• Trade barriers and regulatory issues;
• Detailed statistical information on U.S. exports by state, product, and country.

International business-development assistance. Through the center’s partnership with other state and federal government agencies, companies can take advantage of specific programs to market their products and services internationally. These services include:

• International business-plan development;
• Assessment and selection of target export markets;
• Guidance on international sales, marketing, and distribution-channel development and management;
• Identification and qualification of overseas customers and partners;
• Participation in overseas trade shows and missions; and
• Connections with state and federal overseas offices for in-country support.

Export training programs. Partners for Trade, the state’s official export training initiative, is a regional collaborative between the Massachusetts Export Center, chambers of commerce, trade associations, economic-development agencies, and the private sector, working together to present frequent seminars on international trade.

Partners for Trade programs offer Massachusetts companies an overview of topics like international marketing, legal issues, export logistics, international distribution, and others, including country-specific and industry-specific export issues. Much of the training is provided by international trade experts from the private sector, including international business lawyers, export consultants, freight forwarders, international bankers, and international business executives from area companies. On average, more than 1,000 companies participate in the Partners for Trade program each year.

The Massachusetts Export Resource Center. Launched in 2012, the MERC offers a wide range of instructional and practical information on exporting, including training modules, video guides, workbooks, and templates.

The bottom line, Pieroway said, is that the MEC deals in information — lots of it.

“When I first started this job 19 years ago, we used to get reports from the Department of Commerce monthly, and we would send requests to Amherst; our research people would send us a stack of paper like this to take to our clients,” she said, spreading her hands a foot apart. “We no longer have a research department; we do all our own research, or have our interns do research. The things available today were nowhere near available 20 years ago; it’s all Internet research now.”

That information is invaluable to companies navigating the often-thorny, heavily regulated world of international business. Pieroway told of a seven-month-long effort to help a client send a product to China. “Anything going to China gets extra scrutiny. They finally allowed it, with all kinds of conditions. I just pray this company adheres to those conditions.

“We’ve helped companies in every industry there is,” she added, “from agriculture to guns to butternut squash to cosmetics to precision machining — you name it,” she said. And whether a client needs a license or legal assistance or any of a host of other requests, “I connect them with somebody who can help them. We have a wonderful network of support across the Commonwealth.”


Ship Shape

The day she spoke with BusinessWest, Pieroway was preparing for a Partners for Trade seminar in Holyoke called “Fundamentals of Exporting.”

“We want people to have a basic understanding of the process. For some people it’s daunting — there’s a little more paperwork going international — but we achieve results the same way you would domestically: research your client and find out who they are.”

The MEC recently launched another program, called Compliance Alliance, a forum for exporting firms that offers:

• Periodic briefings that address a variety of regulatory compliance issues and provide an opportunity for exporters to network and share best practices with one another;
• Conferences and seminars that provide in-depth training across a broad range of compliance and operational issues. Speakers include exporters, law firms, consulting firms and representatives from government export regulatory authorities;
• An e-newsletter containing updates about current compliance issues and events; and
• Online resources, such as a member directory, a compliance resource library, and a job board.

That word ‘compliance’ comes up often for a reason, Pieroway said, adding that the federal government has tried to simplify international trade, but those efforts have often just made it more difficult.

“We’re doing a lot more webinars, so a lot more people can participate, from all across the country,” she said. “We’re known for our compliance training. We know what companies are going through, and we do a lot of hand holding here.”

That hand-holding has led to national recognition, especially in 2008, when the agency won both the Presidential E Award for excellence in exporting — the highest honor the federal government issues in the exporting arena — and the SBA’s Service Excellence and Innovation Award.

“This year, we won the SBA award for the state and for the region,” Pieroway said. “We feel we should have won the national award, too. I think they thought we’d won too much.”

A 2010 survey found that more than 11,000 Masschusetts companies were exporting goods — about 90% of them small and medium-sized businesses. Along with all the other resources the MEC provides, Pieroway boils a company’s international-trade success down to a strong commitment — of people and resources — by top management.

“You’ve got to have someone in charge of this,” she said, reflecting back to when a company’s compliance ‘expert’ was often a secretary tasked with figuring out how to move product out of the country. “So they became the experts. Now there’s more emphasis on training.”

Pieroway conceded that most companies still get involved in exporting by being reactive, not proactive — for example, when foreign buyers take an interest in a product at a trade show. But the world has been shrinking, so to speak, for a long time, and opportunities abound in other countries for businesses willing to seek it out and learn the ins and outs of exporting. And that takes work.

“You cannot do international business sitting in your chair in your office; you have to leave the country to be really successful,” she said. “It depends on your commitment — of time, personnel, and money.”


Joseph Bednar can be reached at  [email protected]

Banking and Financial Services Sections
Monson Savings Bank Invests in Financial Literacy

Monson Savings Bank President Steven Lowell

Monson Savings Bank President Steven Lowell

Steven Lowell fashions himself more than a banker. He’s also a teacher of sorts.

“One of the things that has become clear to us over the past three or four years is that, when it comes to financial literacy, not everyone has a good understanding of how to manage their finances,” said Lowell, president of Monson Savings Bank.

“I get a chance to see it on a day-to-day basis, and you’d be surprised,” he added, citing the Financial Literacy Survey conducted last year by the National Foundation for Credit Counseling,  showing that 40% of the public would grade themselves a C or worse when it comes to their financial literacy.

“It shows up when they’re looking to approve a loan, when you look at people’s personal balance sheets, their debt levels — they just have not been smart about how they borrow money, the way they try to save money,” he continued. “We thought, rather than just complain about it, we’d try to do something about it.”

When Lowell took the reins at MSB three years ago, the bank already had accounts targeted at young people, such as its NextGen Checking for teenagers and college students, but realized he needed to do more.

“Those products were very successful; they started to get young people thinking about their finances. But we quickly realized that wasn’t enough, that we need to start even earlier,” he explaned. “So we started going to classrooms in our communities, targeting the fifth and sixth grades, teaching a course called Dollars & Sense.”

That course features an online game called MoneyIsland, which teaches children about financial literacy — what’s the difference between a need and a want, why it’s important to pay off one’s credit-card balance every month, the difference between earned income and passive income, and other topics. “They’re learning some pretty complex subjects through the game and through classroom instruction.”

After six one-hour sessions, he said, “kids come away with amazing understanding, and hopefully we help them get on the right path. We’ve had great feedback, not only from school administrators and teachers, but from parents, who tell us, ‘I’m learning from my kids.’ That’s good to hear.”

The learning doesn’t stop there, though. Monson Savings Bank has cultivated a reputation for educating the community, whether it’s through public seminars on topics like first-time homebuyer programs, special-needs trust, and long-term-care insurance, or through the bank’s relationship with the Massachusetts Financial Education Collaborative and its online financial-education program, masssaves.org (more on that later).

“The bank was doing some of this already, but I’ve always had an interest in the education part of the job — not only outside the bank, but teaching the folks inside, too,” Lowell told BusinessWest. “I had a great mentor, and I’ve tried to take on that role for a number of individuals who work for me.

“I encourage other bank officers to do that, too, to encourage this education culture,” he went on. “I’m thrilled because people here have gotten excited about it. The branch managers have so much fun going into classrooms, seeing these children learning about finance. They’re energized by it. It’s really taken on a life of its own.”

MSB as a whole has experienced new life under Lowell, who has continued the impressive growth pattern of his predecessor, Roland Desrochers, who saw the bank increase its assets from around $80 million to $236 million in 15 years. Three years after Lowell took over, that number is $272 million. “We’ve had about 6% to 7% growth every year,” he said.

For this issue’s focus on banking and finance, BusinessWest sits down with Lowell to talk about the specific ways in which Monson Savings Bank is growing its financial clout while maintaining its tradition of community engagement — and its ongoing efforts to create a more financially savvy customer base.

Loan Stars

Monson Savings Bank’s most notable recent success may be its commercial-lending operations, which earned recognition from the Small Business Assoc. as the Western Massachusetts 7a Lender of the Year. The SBA noted that the bank loaned to a wide variety of retail, professional, and consumer-service businesses in more than 10 different industries, from transportation and construction to healthcare and childcare.

“We’re a little different than most community banks in that we place a heavy emphasis on commercial lending and offering commercial products in the marketplace,” Lowell said. “I’ve been happy with the way we’ve been able to grow that business over the last few years; we have been in the top 20 commercial lenders in the state for the past two and a half years. For a bank our size, that’s a pretty remarkable achievement.”

original Monson location

MSB has expanded over the past two decades from its original Monson location to branches in Wilbraham, Hampden, and Ware.

He credits much of that success with emphasizing a personal touch with would-be borrowers. “We treat each customer as an individual; we try to understand what their issues are and find solutions for them. We try not to say ‘no,’ but there are times, as a banker, when you have to say no, when it’s in the customer’s best interest to say no. But usually, it’s no with a qualifier — ‘maybe if you talk to the folks at SCORE and come back with a better business plan,’ or ‘go to the Quaboag Valley CDC to get started, then maybe come back to us, and maybe we can meet your needs going forward.’ We always try to give people solutions, even when we have to say no.”

It helps, Lowell said, that more companies are beginning to reinvest and borrow after several years of hesitancy. “They’re growing, expanding, going after new territories. I wouldn’t say it’s as strong as it was 10 years ago, but we’re starting to see some positives in this economy, from a banking standpoint.”

Historically low interest rates drove a healthy refinance business at MSB and most other banks, he added, but with rates ticking back up, refis have ground to a halt, and new-mortgage volume still isn’t strong. “So with the commercial area doing so well, making up for that, it’s pretty significant.”

The SBA award is an exciting milestone, he added, “because it goes to the heart of our brand promise to help small businesses prosper. These are the businesses that drive our local and regional economies, and it feels great to play a role in this economic activity.”

On both the commercial and retail sides, Monson Savings Bank has embraced new technology, Lowell said, entering the mobile-banking arena two years ago — customers can even transfer money between MSB and another bank on their smartphones — and introducing remote check deposit last year.

He said when he arrived in 2011 from the much larger Cape Cod Cooperative Bank, he assumed he’d need to be patient with respect to introducing high-tech products at Monson. “But I was surprised how aggressive they were with respect to technology. We’re always looking for the next new product. This business is all about convenience for customers. We have to make it as easy as possible.”

Meanwhile, the bank continues to grow its investment arm, offering products through Infinex Financial Services and regularly ranking in the top 20% of all Infinex banks, typically first or second among banks in its asset range. At the same time, MSB expanded its geographic footprint last year, opening a branch in Ware to go along with offices in Monson, Wilbraham, and Hampden.

“We’ve had a lot of traffic,” Lowell said of the new branch on Route 32 in Ware. “We opened in late June last year, and the branch is already up to $12 million in deposits. We’re really happy about that.”

Even with the temporary drag on profits involved with opening a new branch, he added, “we’ve been really pleased with our profitability over the past few years; we’ve been in the top 20% of banks in the state in terms of profitability.”

With that growth, however, has come increased challenges — for all banks, really — from regulatory bodies, much of it stemming from the financial crash of 2008, leading to Monson’s hiring of a full-time compliance officer.

“I understand why these regulations have come into being,” he noted. “Having said that, they really weren’t aimed at the smaller community banks. We’re not the ones who caused the problems that affected the economy, but we’ve certainly been impacted to the point where it’s necessary to add a full-time compliance officer. You can’t afford not to. It doesn’t matter what size you are; they expect you to follow the rules.”

Community Ties

While bank executives are educating themselves on these new compliance issues, Lowell continues to stress community outreach and financial literacy.

Through a connection forged while serving on the board of the United Way, he became involved in the Hampden County Financial Stability Network, which introduced him to the Massachusetts Financial Education Collaborative (MFEC), a group of nonprofits, private institutions, government agencies, and other bodies that work together to increase economic stability in Massachusetts through financial education, personal savings, and access to wealth-building assets such as homes, cars, college educations, and small business.

“These folks have got a great program, which they offer online — financial coaching for people in need,” he said of the MFEC project known as MassSaves and its online resource, masssaves.org, which offers financial information and a portal to one-on-one financial coaching via phone, e-mail, and Skype.

“We thought it was a great way to supplement what we’re trying to do in the community,” he added. “They heard about what we’re doing, we entered into a relationship with the collaborative, and now I’m on their steering committee. We’re invested, as they say.”

Monson Savings Bank has invested in its communities in other ways as well, most notably through annual donations of more than $100,000 to various nonprofits.

“The year that I arrived was the first year we actually asked the community to help us select some of the agencies or benefactors that would receive some of the funds,” he told BusinessWest, adding that the bank solicits nominations on Facebook, and the top 10 vote getters receive donations.

“We make sure our customers are included,” he said. “It’s another way they can stay connected to us.”


Joseph Bednar can be reached at [email protected]

Cover Story
UMass Dining Makes Degrees of Progress

COVER0514b“Come for the food; stay for the education.”

That was perhaps the most memorable, and repeated, remark offered by UMass Amherst Chancellor Kumble Subbaswamy at ribbon-cutting ceremonies last fall for the renovated Hampshire Dining Commons in the campus’s Southwest residential area.

And the comment speaks loudly to what would have to be called the meteoric rise of UMass Dining, an $80 million, self-sustaining operation that is one of the largest of its kind in the country, if not the world, and now also one of the most heralded.

It’s unlikely that any of the 28,000-odd students attending the university this past year came just for the food, but it’s fair to say it was a factor for many of them, which is something that could not have been said until … well, after Ken Toong arrived on the scene nearly 16 years ago.

Now a certified rock star in the dining-services universe, Toong, executive director of Auxiliary Enterprises for the university, which oversees a number of operations, including UMass Dining, changed the way the school thought about food and food service. He is credited with orchestrating a stunning turnaround for an operation that for decades was an afterthought — if it was thought about at all.

This resurgence is about much more than better-tasting food and more choices, although those are big parts of the recipe for success. It’s also about promoting healthy eating habits, buying local, sustainability — and fun, such as setting Guinness Book of World Records marks for the largest stir fry (4,010 pounds), seafood stew (6,656 pounds), and fruit salad (15,291 pounds) over the past three years.

There are myriad ways to measure the success achieved by Toong and his staff.

For starters, there’s a host of numbers and statistics concerning trends and programs within the operation. These include:

• A 15% increase in student consumption of fruits and vegetables over the past year;
• A 30% reduction in sodium in recipes;
• An 18% decline in the consumption of sugary drinks;
• Steadily climbing consumption of seafood; UMass students now eat 21 pounds of it a year, on average. Nationwide, the number is 14 pounds;
• A rise in the number of students on the meal plan from roughly 8,400 when Toong arrived to more than 17,000 in 2013;
• A sharp increase in the amount of produce the university buys locally — from roughly 8% a decade ago to nearly 40% today; and
• A so-called ‘missed-meal’ mark of 10%; 15 years ago, it was nearly 40%.

There are also awards — the dining service was rated the third-best in the nation by the Princeton Review in 2013, and first in University Primetime’s ranking of the 50 Best Colleges for Food in the U.S., for example — as well as comments such as the one offered by Subbaswamy and a number of visitors from other colleges who come to UMass Amherst to learn about the dining operation; Harvard, Yale, Buffalo, and UCLA have all been in recently.

And soon, there will be even more for such delegations to see. Indeed, work is proceeding on an extensive, $19 million renovation of the former Blue Wall cafe and adjacent space in the Campus Center into a 33,000-square-foot eatery that will sit more than 800 people (more on it later).

The emergence of UMass Dining is an important development for the university on a number of levels, said Toong, citing everything from the national exposure it brings to the revenue generated for the school; from help in bringing top students to Amherst to improved quality of life for all those on campus.

“We firmly believe that a strong dining program can do a lot of things for a school,” he explained. “It can certainly help a great university like UMass attract top students, and we also contribute to the financial well-being of the university.”

For this issue, BusinessWest goes behind the scenes at UMass Dining to get a taste — literally and figuratively — of how this turnaround has been accomplished and what it means for the university and its students.

Food for Thought

They’re known as ‘Baby Berk 1’ and ‘Baby Berk 2.’

These are the two colorfully painted food trucks operated by UMass Dining and now seen at various locations around the campus. They were given those names, said Garett DiStefano, director of Residential Dining at the university, because they’re essentially scaled-down, mobile versions of the Berkshire Dining Commons, also in Southwest, where they are parked when not in use, which means only for a few hours a day.

Garett DiStefano

Garett DiStefano, seen in the renovated Hampshire Dining Commons, says UMass Dining places a strong emphasis on the “customization of food.”

These are said to be among the first food trucks put into use on a college campus, he told BusinessWest, adding that they serve everything from salads and soups to pulled-pork sandwiches to mac and cheese — or, more specifically, the university’s own brand of that classic known as ‘UMac and Cheese’ — and have become fixtures at the university.

“The food trucks allow us to have the ability to go around campus any time of day, any location, no matter what the event is, and serve students,” he said, adding that the vehicles got a workout over commencement weekend earlier this month, serving more than 5,000 customers.

They’re also just one of the many imaginative innovations and programs that have marked what would have to be called the ‘Ken Toong era’ for UMass Dining.

It began in the summer of 1998 when Toong, then working for Marriott International in Canada, saw a want ad that caught his attention. UMass Amherst was looking for an executive director of Dining Services.

The position appealed to him on a number of levels, but especially because it offered him an opportunity to put the many lessons in effective customer service he’d learned from Marriott in an intriguing and challenging setting — higher education, and, specifically, a UMass campus that was somewhat behind the times when it came to food services, as evidenced by the fact that perhaps a third of the student body was enrolled in a meal plan.

“I would say that they were not very customer-focused,” said Toong of the operation he joined, adding, in diplomatic terms, that the staff was in many ways talented, but not particularly well-trained or current with best practices of the day.

So he set about changing that equation.

His business plan, if one were to label it that, called for sweeping changes in what foods were served and how, with a much greater emphasis on both the customer and his or her experience.

The food trucks at UMass Amherst

The food trucks at UMass Amherst, Baby Berks I and 2, enable UMass Dining to take its service to another level.

One of his first, and more intriguing, initiatives was the introduction of sushi onto the menu at the various dining commons. At the time, 2001, it was a fairly radical concept — only a few other schools, mostly on the West Coast, were serving it on a regular basis — and Toong wasn’t sure quite what to expect.

He certainly didn’t envision that, a decade later, the school would be serving more than 3,000 pieces a day.

“We serve more sushi than anyone else in the country, and this is New England, not Southern Calif.,” he said. “At first, I wasn’t sure we could serve sushi here; now, if we took it off the menu, I think there would protests across campus.”

But there is much more to this story than raw fish and rice.

Indeed, Toong and his staff have taken UMass Dining in a number of new and intriguing directions — from new eateries on campus, such as a facility in the main library affectionately named Procrastination Station, to those aforementioned food trucks; from a host of educational initiatives on healthy eating to the UMass Permaculture Initiative, a cutting-edge sustainability program that has received accolades from the White House.

As they talked about all that, Toong and DiStefano referenced what they called the ‘Millennial diner,’ their term for today’s college student — a very demanding customer indeed.

“They want everything — they want food that tastes good and is good for them,” Toong said of this constituency, which also demands sustainability and the support of local farmers and manufacturers. “We serve the same customers several times a day, so the food has to be good, and it has to be a good experience; otherwise they get bored. That’s why we change the menu all the time; we’re like casino dining, but without the games.”

Power Lunch

Meeting the many wants, needs, and demands of the Millennial diner is the unofficial mission of UMass Dining, the largest campus food service, by revenue, in the country.

This is a multi-faceted operation that includes four dining commons — Hampshire, Worcester, Franklin, and Berkshire (they’re named after Western and Central Mass. counties), as well as 20 retail locations, including the Baby Berks, a bake shop operating in the Hampden Dining Commons, and other facilities.

Together, these eateries serve roughly 45,000 meals a day, or 5.5 million a year, said DiStefano, adding that what is served, when, and how are all functions of the operation’s hard focus on customer service and making necessary adjustments to reflect the calendar and specific needs.

The food trucks, for example, operate from 7 a.m. to 4 p.m., and will park at various locations across campus. Meanwhile, dining commons, which years ago closed by early evening are now staying open much later.

“Between 9 p.m. and midnight, we’ll feed 3,000 students a day in the dining commons,” said DiStefano, adding that many customers are averaging what amounts to four square meals a day, not three. “What we try to do is keep pace with what’s going on in the campus community and adjust accordingly.”

During final exams and the reading period that preceded them earlier this month, hours of operation in the dining commons were extended to 2 a.m., while other operations, such as Procrastination Station, were open 24 hours a day.

Meanwhile, UMass Dining employees will generally eat in the campus facilities every day, he went on, adding that this is the best way to see what’s going on and gauge student opinion.

“We have to see things from a student point of view,” he told BusinessWest. “If you’re not looking at what the customer sees every day, you’re going to miss some things.”

Overall, UMass Dining owes its success to successful relationship-building efforts, said Toong, adding that there are many constituencies involved.

This architect’s rendering

This architect’s rendering shows what’s planned for the former Blue Wall café, a 33,000-square-foot eatery that will seat more than 800 people.

These include students at the university, obviously — there are regular meetings to gain input and create adjustments — but also other colleges and universities and their dining programs, area youth groups that come to the Amherst campus to learn about healthy eating and sustainability, and even students’ parents.

In fact, parents can eat for free whenever they visit the university, said Toong, and they can contribute recipes to a cookbook called Taste of Home, now in its fifth edition.

The current volume includes bacon brussels sprouts from the Berson/Krohngold family in Cleveland, mix bean curry from the Bhatt family in Lexington, apple puffed pancakes from the Brady family in Ludlow, and fiddlehead ferns with Hollandaise sauce via the Carlton/Bates family in Turners Falls.

“Some dining operations around the country don’t want to get the parents involved,” said Toong. “We’re just the opposite; we know they’re the ones paying the bills, and we want their input.”

Meanwhile, the university is sharing recipes, best practices, and thoughts about where this industry is headed next with representatives of a number of colleges and universities, said DiStefano, adding that college dining is a very collaborative business sector.

“We’re not competing against Stanford or UC Berkeley or UCLA,” he explained. “So we get to pool information and say, ‘what is UCLA doing that we should be doing?’ and ‘what is UMass doing that UCLA should be doing?’”

On a Grand Scale

They’re called ‘trash fish.’

That’s an affectionate industry term for a range of underutilized species, including hake, blue fish, Acadian red fish, pollack, and dogfish, said DiStefano, adding that the name originates from the fact that fishermen once simply threw these fish away because no one wanted them.

But as traditional staples such as cod and salmon have become overfished, attitudes about these trash fish have changed, and the university is now at the forefront of a movement to create a market for these species by including them in a number of recipes, such as the one for fish tacos. And by doing so, the school is supporting struggling fishermen, diversifying students’ palates, taking the pressure off over-fished species, and further promoting healthy eating.

“This allows us to support fishermen who might otherwise be out of business because there are limits on salmon and Atlantic cod,” DiStefano explained, adding that use of these trash fish is just one example of how the university’s dining service goes about meeting the many facets of its mission statement, everything from sustainability to healthy eating to supporting the local economy.

And that word ‘local’ has a broad definition, said both DiStefano and Toong, noting that the university buys from asparagus growers in Hadley, Angy’s in Westfield (pizza dough), Performance Food Group in Springfield (a $15 million annual contract), a bakery operation in Boston, and the Hadley Sugar Shack, among many others.

“It’s part of our mission to support people who support the economy around us — as we grow, they grow,” said DiStefano. “And when we survey our students, more than 75% of them say buying local is important to them. The word ‘local’ to them means they’re tied to the community, and community is very important to them.”

In addition to buying local, UMass Dining also puts a heavy focus on healthy eating, said Toong, adding that this is both a national trend and a reflection of changing habits — and attitudes — among today’s college students.

In response to this change, UMass Dining has initiated what it calls its ‘stealth health program.’ It covers all the bases, said Toong, from reducing sodium in recipes to serving more fruits and vegetables to providing portion control through a philosophy summed up with the phrase ‘small plates with big flavor.’

“Five years ago, we spent about $1.5 million on produce,” said Toong, using more numbers to get his points across. “This year, we spent close to $3 million.”

All these characteristics of the dining program — from the smaller portions to the diversity of the cuisine to the emphasis on sustainability — are clearly in evidence at Berkshire Dining Commons, which underwent extensive renovations six years ago, and the new Hampshire Dining Commons. Together, they serve the 6,000 people living in Southwest, one of the most densely populated areas in the country.

As he offered BusinessWest a tour of the former, DiStefano started at the so-called Noodle Bowl. “Noodles are hot right now,” he said, adding that this station enables students to pick not only their noodle — there are several options — but also the broth and toppings they want with it.

“This allows the customization of food,” he said, using that term for the first of many times, while noting that almost all the cooking is now done in front of the student, and meals are made to order.

This is true at the nearby vegetarian station, the salad station, an area where students can design their own flatbread pizza, the wok station, the Pasta Pronto station, and an area marked ‘street food.’

“This is the worldwide concept of food — anything that’s small and eaten by hand, like tapas and sliders,” he explained. “It’s all made to order — we’re continuously making small batches of it all day long.”

This is a trayless environment, DiStefano explained, adding that students will take what they need and go back for more if they need to, rather than piling things onto a tray. This concept, another idea that came from students, has enabled the school to reduce food waste by roughly 30%.

The open, oval layout at Berkshire, designed to eliminate lines and bottlenecks, was taken even further in Hampshire, said DiStefano, noting that best practices from dining commons around the country were incorporated into its design and operations.

“The oval design allows students to see everything around them, they can find a seat quickly, and they can engage with chefs behind the line in terms of what they’re cooking,” he explained. “And they can hear, smell, and see what’s being prepared in front of them.

“The oval design also diminishes queues, because you can pick a little bit at each station,” he went, “as opposed to going to one station and lining up and going to another station and lining up.”

Many of these same concepts will be put to use at a facility being built on the site of the Blue Wall, said David Eichstaedt, director of Retail Dining for the university.

He told BusinessWest that a new classroom building now under construction near the Campus Center will bring several thousand students each day to that part of the campus, and larger, more modern, more customer-friendly facilities are needed to serve that population.

The new eatery will include many of the features found in the renovated dining commons, including a bake shop, a host of food stations, and made-to-order foods. The yet-to-be-named facility — students will ultimately make that decision through social media — is scheduled to open this fall.

Lobster Tales

Last Halloween night, UMass Dining served surf and turf for the masses.

The program was called “Just Treats, No Tricks,” said DiStefano, and featured steaks and lobsters — 12,000 of them.

That grand meal is just one of many ways to measure just how far this program has come in a few decades, and how important food service has become for a school that may soon have a rival for its marching band when it comes to national acclaim.

As the chancellor said, “come for the food; stay for the education.”


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

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
Richard Della Giustina v. ABM Industries Inc.
Allegation: Negligent maintenance of property causing slip and fall: $26,404.54
Filed: 4/17/14

FRANKLIN SUPERIOR COURT
Adrienne Cremins v. Norfolk & Dedham Group
Allegation: Failure to respond to demand for arbitration: $95,000
Filed: 2/28/14

Bryan  M. Westlake v. John P. Frangie, M.D.
Allegation: Medical malpractice: $28,761.24
Filed: 3/21/14

Marcia Vincent v. Mackin Construction Co. Inc. and ABC Corp.
Allegation: Negligence in snow and ice removal causing injury: $487,500
Filed: 2/25/14

HAMPDEN SUPERIOR COURT
Daniel Watterson, d/b/a DW Plumbing and Heating v. National Contractors, LLC, NAS Surety Group, ALDI Inc.
Allegation: Non-payment for plumbing work and materials: $110,101.63
Filed: 4/2/14

Kenia Davila, as personal representative of the estate of Kelia Davila v. Michael Malloy, William P. Walkowicz, and The Sportman’s Café Inc.
Allegation: Negligent service of alcohol causing wrongful death: $26,000
Filed: 4/3/14

Plasti-Clad Metal Products Inc. v. Renz America Co. Inc.
Allegation: Non-payment of goods sold and delivered: $70,484.97
Filed: 4/2/14

Stack Metallurgical Services Inc. v. Thermal Dynamix Inc.
Allegation: Balance owed on previous judgment: $154,254.32
Filed: 3/31/14

Victor Shibley, Kathleen Sweeney, and Canterbury Construction Inc. v. Southbridge Savings Bank
Allegation: Violation of the Consumer Protection Act: $241,472
Filed: 4/4/14

SPRINGFIELD DISTRICT COURT
BCP Holdings USA Inc. v. Muhammad M. Tajerha d/b/a Mikey’s Pizza and Restaurant
Allegation: Breach of contract: $4,962.14
Filed: 3/18/14

Liberty Mutual Fire Insurance Co. v. Manual Duchi Agialema d/b/a JD Construction:
Allegation: Non-payment on two policies: $19,351.28
Filed: 3/19/14

Plimpton & Hills Corp. v. Patricia A. Flaherty and Keith Cote d/b/a Keith Cote Plumbing and Heating
Allegation: Breach of contract for materials provided: $2,934.94
Filed: 3/24/14

WESTFIELD DISTRICT COURT
New Logic Business Loans Inc. v. Fresco Ristorante and Thomas Smart
Allegation: Breach of contract: $14,592.16
Filed: 3/18/14

Commercial Real Estate Sections
Technology Park Is Writing a New Chapter to Its Rich History

An architect’s rendering of the Phoenix Charter Academy

An architect’s rendering of the Phoenix Charter Academy that will take shape in the Technology Park at Springfield Technical Community College.

When Beth Anderson conceived what became the Phoenix Charter Academy more than a decade ago, the goal was to create an environment where young students who had failed in the traditional high-school setting, often repeatedly, might overcome their challenges and move on to pursue a college education.

It was a laudable concept, but one she wasn’t at all sure would actually work.

And as she commenced a search for a place to fulfill this dream in the city of Chelsea, it became abundantly clear that few others were sure it would work either.

“I had to practically beg people to let us be in a building,” Anderson recalled. “We had no track record, no history, and a brand-new model no one had tried. And we were working with some really tough characters.”

Eventually, space was secured in the former Assumption School, and Phoenix opened its doors in the fall of 2006. Conditions were not ideal — in fact, they were far from it. But the school’s staff and those first 75 students persevered, and soon Phoenix began making real headway toward meeting its stated mission.

In the process, said Anderson, she and other administrators learned invaluable lessons about creating an environment where students could not only learn, but also aspire to excellence.

“We learned early on how important space is,” she explained. “You can’t just stick kids in a space that looks like you’re not going to hold them to a high standard, or one that says they don’t deserve a beautiful space in which to learn.”

Fast-forward to the fall of 2012, and Anderson and her staff had those lessons clearly in mind as they went about searching for space in which to expand the Phoenix network in Western Mass. The charter was extended to include Springfield, Holyoke, and Chicopee, communities that have large numbers of at-risk students and struggling school systems, and school officials focused their search for space in the City of Homes.

A few months later, that search ended in what some might consider an unlikely location — the Technology Park at Springfield Technical Community College, and, more specifically, long-vacant space once occupied by Springboard Technologies, or at least a big part of what will be left of that building after a large portion of it is razed.

Indeed, the Phoenix facility will become the cornerstone of an imaginative reuse plan for the 110,000-square-foot Springboard building — a.k.a. Building 104 in the former Springfield Armory complex that was also once home to Digital Equipment Corp. — which has been vacant since early 2009.

Plans call for razing roughly 70,000 square feet of the structure — the middle portion of the building — then creating a temporary home for Phoenix in 16,000 square feet of surviving space on the south end of the site (classes are expected to begin in mid-August), while also building out a permanent home for the school in 30,000 square feet of Building 104 left standing on the north end. The school’s temporary quarters will then be leased out to new tenants.

Bob Greeley, leasing agent for the Tech Park

Bob Greeley, leasing agent for the Tech Park, stands in front of the portion of Building 104 that will soon be coming down.

Meanwhile, that space in the middle will be converted into roughly 300 parking spaces, replacing roughly the number that will be lost to the college and the Tech Park when a parking lot that was leased by the school off Walnut Street is redeveloped into a grocery store for the Mason Square neighborhood.

Considering all that, Paul Stelzer, president of Holyoke-based Appleton Corp., which manages the tech park for its owner, the STCC Assistance Corp., called this series of developments a “win-win-win” scenario, with maybe a few more ‘wins’ as well. He counted Phoenix, the college, the Mason Square area, and the city as a whole among those that will benefit from these projects in one way or another, while the Tech Park itself will get a new look and new opportunities to expand its tenant base.

“We’re excited about this, because we have the ability to do something good for the community,” Stelzer said, referring to the charter school. “And we have more space to lease, which could lead to bringing more jobs to this region.”

Challenges remain for those operating the Tech Park — Western Mass. Electric Co., which moved in more than a decade ago, will soon be vacating more than 15,000 square feet of space serving as its headquarters — but the complex (not including Building 104) is more than 90% occupied, and the WMECO space and remaining portion of Building 104 create possibilities for bringing new companies, and jobs, to a region that needs them.

For this issue and its focus on commercial real estate, BusinessWest looks at what is shaping up to be an intriguing next chapter for the Tech Park, and possible subsequent developments for the historic facility.

Building Blocks

Since Springboard closed its doors in 2009 after struggling and downsizing for several years, and even well before that as the demise of the company became increasingly apparent, Building 104 has been a persistent challenge for Tech Park managers trying to reposition that space and generate needed revenue.

The space became a source of controversy and even contentiousness as the assistance corporation offered it as an alternative location for the state-operated data center that was eventually built at the site of the former Technical High School. U.S. Rep. Richard Neal pushed hard for the Tech High site, and eventually prevailed in what became a bitter fight over where the center would be located.

In the years since, there has been little interest in cavernous Building 104, used for manufacturing by both Digital and the Armory, primarily because there is a glut of such space on the market — and has been since the start of the Great Recession — and the Tech Park space is generally not able to compete with such properties on price, said Bob Greeley, owner of R.J. Greeley Co., long-time leasing agent for the park.

However, a new vision for the property began to take shape starting in late 2012, as plans for the neighborhood grocery store — a project pushed by city officials and agencies such as DevelopSpringfield — started to come together and, later, when Anderson and her staff began a hard search for a location in which to create Phoenix’s Springfield facility.

The aerial photo at left shows the massive Building 104 at the top of the image. At right is a site map showing what the park will look like when a large section of the building is razed.

The aerial photo at left shows the massive Building 104 at the top of the image. At right is a site map showing what the park will look like when a large section of the building is razed.

1-Federal-Aerial“For eight or nine years, we’ve been trying to lease all or part of that former manufacturing building,” said Stelzer. “We were looking for a solution, and circumstances emerged that presented us with an opportunity to do something meaningful there.”

The assistance corporation applied for and received a $3.86 million infrastructure grant from the state to essentially move the parking facilities off Walnut Street into the Tech Park, said Stelzer, adding that the funding will cover the costs of demolition and creating a new parking lot.

When those funds were secured, work commenced with the National Park Service and state and local historical commissions on how the assistance corporation would adaptively reuse the park and how demolition would be accomplished and also remain sensitive to the historic nature of the site for the Armory days.

Meanwhile, park administrators started working on a viable plan for repositioning the portions of the building that would be left standing, said Stelzer, adding the charter school presented itself as an attractive option.

“The Tech Park board and the college had long had thoughts of having a charter school near the campus,” he explained. “And this [Phoenix] facility will give a real boost to the community because it serves a different population.”

That population consists of students who have struggled in a traditional high-school setting, said Anderson, noting that many have dropped out for various reasons, such as academic issues, teen pregnancy, and others.

The school presents an alternative for such individuals, she went on, adding that the model involves a blend of rigorous academics — a longer school day and year, advanced-placement classes, college-class dual-enrollment options, and a strict culture — with social and emotional supports for each student.

“We develop teachers and leaders who believe in the possibility of human change and growth,” she said, “and who fight tirelessly for better outcomes for kids.”

Sara Ofusu-Amah, chief operating officer for Phoenix, said the school is planning to open in its temporary quarters on August 15, with the goal of being in the permanent building in January. Already, 88 students have enrolled — a number that reinforces the perceived need for such a facility — and school officials believe they will easily reach their target of 125 for the fall semester.

The permanent facility will include several classrooms, she said, as well as an on-site day-care facility for the children of students, a small library, a student-support center, science labs, and multi-purpose space school officials call the ‘nest,’ which will serve as the gym, auditorium, and meeting space.

“We want a beautiful space that celebrates academics and scholarship,” she said. “But there’s not a lot of bells and whistles; this is a place focused on preparing students for college.”

The 16,000 square feet that will become the temporary home for the charter school has the potential to host businesses of varying sizes across a number of sectors, said Stelzer, who described it as “higher-end flex space.”

“It will have the ability to do office, light assembly, a clean-energy tenant, or a small call center,” he explained. “We can be flexible there.”

While work begins to demolish the middle 70,000 square feet of Building 104 and outfit the south portion of the property as the temporary home for Phoenix, Greeley is seeking new tenants for the space occupied by WMECO, which is slated to move out in June.

The space was formerly part of a large call center operated by RCN, and while it’s attractive and well-appointed, it brings some challenges as well, said Greeley.

There are a number of small offices and conference rooms, he noted, which would make it ideal for use as a corporate headquarters. However, many companies today favor more open floor plans to facilitate communication between employees and improve work flow.

The space may also prove difficult to subdivide because of the way it’s laid out, he went on, adding quickly that the space gives the park some valuable inventory at a time when the economy is showing signs of life and many businesses are possibly gaining the confidence to move forward with expansion plans and new initiatives.


Space Exploration

It’s unlikely that those who conceptualized the Tech Park and were there when the ribbon was cut in 1996 could have imagined the developments unfolding on the site today.

Then again, the park has always been a work in progress, a regional asset that has evolved as the region’s economy and business community have. It’s an evolutionary process that continues today.

In other words, a site already steeped in history is continuing to write more of it.

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

Features
Fourth Annual Western Mass. Business Expo Set for Oct. 29

When BusinessWest first presented the Western Mass. Business Expo in October 2011, the immediate goals were to catch the region’s attention, re-energize a concept that had become stale over time, and lay the groundwork for an event that would become an important part of the fall landscape in Greater Springfield.

Three and a half years later, it’s safe to say that those goals have been met.

Indeed, the term ‘Expo’ has become part of the local lexicon, attendance continues to grow with each edition of the show, and the level of energy on the show floor at MassMutual Center continues to increase.

Keeping the needle moving in these directions is a daunting challenge, but this was the assignment BusinessWest gladly accepted in late 2010, said Kate Campiti, the magazine’s associate publisher and sales manager, and it’s one that continues to motivate the staff.

WMassBusinessLogo2014“Continuous improvement — that’s a phrase you hear in businesses large and small and across all sectors; it’s what enables companies to succeed in an ultra-competitive environment,” she said. “And continuous improvement applies to this show as well. It’s not a goal — it’s a mandate from the business community.”

With that in mind, planning for this year’s Expo, which is expected to feature more than 150 exhibitors and draw more than 2,500 attendees, began days after the curtain came down on the 2013 event, said Campiti, adding that a number of component parts of the show are falling into place.

The Affiliated Chambers of Commerce of Greater Springfield and the Professional Women’s Chamber will again stage the breakfast and lunch programs, respectively, she noted, while Northwestern Mutual has signed on as sponsor of the popular day-capping Expo Social, ensuring that it will continue to be one of the best networking events of the year.

“The Expo has been very successful with its basic mission of bringing the business community together — to learn, network, share experiences and ideas, and create some momentum for the region,” said Kate Kane, managing director of the Springfield office of Northwestern Mutual, as she explained her company’s participation as social sponsor. “Our company is all about community, so we saw this as a natural fit for us, a way to bring businesses together and celebrate the many good things happening here.”

As Kane mentioned, education is an important facet of the Expo. Over the years, the event has featured insightful keynote speakers, panel discussions, and seminar leaders, and more of the same is on tap for 2014.

In the weeks and months ahead, details of specific show programs will be presented in this space. In the meantime, area business leaders, educators, and nonprofit managers are invited to submit proposals for seminars and Show Floor Theater presentations that they can lead.

Previous seminars and special presentations have been offered on subjects ranging from social media to one local business leader’s conquest of Mount Everest; from Obamacare to working with Millennials. Presentations should be 45 minutes in length, be interactive, and give business owners and managers insight they can take back to their office or plant. The deadline for submissions is June 20. They may be sent to [email protected].

In addition to Northwestern Mutual and presenting sponsor Comcast Business, a number of other area companies have signed on as Expo sponsors. These include silver sponsors Health New England, Johnson & Hill Staffing, and DIF Design, and education sponsor, the Isenberg School of Management at UMass Amherst. Additional sponsorship opportunities are still available, said Campiti.

For more information on the Expo, to register for the show, or to purchase a booth, call (413) 781-8600, e-mail [email protected], or visit wmbexpo.com.

Banking and Financial Services Sections
How to Captivate the Room by Doing More Than Just Being Yourself

By ANGIE O’DONNELL

What’s the secret formula for developing the elusive thing called ‘executive presence?’ This question is becoming more pervasive in leadership-development programs and among our coaching clients at all organizational levels.

When we attended the Executive Coaching Conference in New York earlier this year, we learned from the Conference Board’s 2014 survey that organizations hire external coaches most often to help leaders develop executive presence and influence skills — and we intuitively know that these two are related.

The kind of presence we’re talking about goes beyond oozing charisma while delivering a great presentation; of course, these attributes are important, but we are seeing a much more holistic view of presence emerging. Executive presence is a way of being in all professional situations, with all constituencies, especially when emotions run high, which is usually when the stakes are high. From inside the boardroom to the cafeteria table, there are dozens of places where any number of your small acts contribute to others’ perceptions of your presence.

Kristi Hedges, a nationally known communications expert, says in her book, The Power of Presence, “a little presence goes a long way.” And based on the thousands of pages of 360-degree feedback I’ve read over the years, I wholeheartedly agree. What we hear from the board, managers, peers, and direct reports is a desire for small and subtle shifts, not a personality makeover. While this can be challenging, the results are worth it.

Getting Comfortable in Your Own Skin

What comes to mind when you think about someone who has a memorable presence? Is it the way he or she stands tall? Is it their polished appearance? Is it a commanding voice, or how they share a compelling story? All of these are observable aspects of outer presence that derive from one’s inner sense of self.  They contribute to gravitas and send the message to others that this is a person who is comfortable in his or her own skin.

We’d like to dispel the myth that you’ve either got ‘it’ or you don’t, and that presence requires an extroverted persona. Pick up any leadership book or article, and you’re likely to see enticers like “The Myth of Charismatic Leadership,” “Reaching Out and Empathy,” “We Don’t Need Another Hero,” and “Developing Your Social Intelligence.” This content makes the case for self-development and the idea that executive presence is something you can develop or enhance, not something that can’t be had if you’re not born with it.

I met a woman 10 years ago who exemplified presence, and she broke all of the stereotypical molds you may associate with it. She was in her 70s, stood about five feet tall, and was a grandmother — who also happened to be an aikido master and a leadership consultant to major private and public organizations. The minute she shook my hand and looked me in the eye, I knew that she was confident and comfortable in her own skin. She radiated energy, competence, and warmth, and I knew I could learn a lot from her before she uttered the word “hello.”

So what’s involved in getting more comfortable in your own skin?


An Inside-out Approach

We advocate for an inside-out approach with a focus on three distinct but integrated areas: outer presence, inner presence, and connection. We place a high premium on making positive connections with others, since leadership by definition requires followership.

Connection grows stronger when we listen well, demonstrate empathy, share compelling stories, and bring others along with us. If we were to limit the focus of our coaching to an executive’s outer presence only (primarily appearance, communication skills, and body language), there’s a risk that the leader will come off as scripted or inauthentic. We start at the core, first helping leaders to fine-tune their inner presence, which gets expressed through confidence, composure, optimism, living from values, and resilience.

The common denominator in developing any aspect of inner presence is building greater self-awareness, and the good news is that you can develop this — if you’re open to growth and can take the feedback.


A Leadership Triad

Let’s step back for a moment with a wide-angle lens and look at what constitutes leadership today. In a highly over-simplified summary, leadership involves three interconnected facets: IQ, or intellectual horsepower; EQ, or emotional intelligence — the ability to feel and deal; and what we refer to as PQ, or your presence quotient.

This triad of IQ, EQ, and PQ is dynamic and constantly evolving for standout leaders. While IQ develops early and remains fairly static in adult life, EQ and PQ are open territory for a motivated leader. The EQ facet is the home of self-awareness and self-regulation, necessary competencies for developing stronger presence. The idea is to leverage EQ to boost presence (PQ), working from the inside out.

We recently did some coaching for a global company looking to promote a particular executive. My client wanted to know if this executive was ready for the next big step as a leader of leaders. On the surface, his professional résumé spoke volumes about his achievements. In short, for the first 25 years of his corporate life, he succeeded in reaching all his sales goals, was continually promoted, and received substantial pay raises. But after my first meeting with him, we both came to the conclusion that there was something he was missing, a blind spot or roadblock preventing him from getting what he wanted from his career. So I went investigating.

When I spoke with his co-workers, I heard comments like, “he really dominates the meetings,” “he’s an intellectual bully,” “he doesn’t accept criticism,” “he’s a lousy listener,” and “for him, it’s all about me-me-me.” Where was the humorous, kind, and optimistic leader I had just met? What emerged was that this person was not connecting well with others and was even having a negative impact on them, despite his brilliance.  His IQ was dominating, while his EQ and PQ were lagging.

When I presented the feedback to him, he was shocked; this was indeed a blind spot. To his mind, he had the right answers, made good decisions, and delivered results, and wasn’t that all that mattered? His belief system was relying on a narrow definition of leadership where IQ was the only tool in his toolbox, and he was not bringing his whole self to the table.

But his organization was looking for more, and he was motivated and ambitious. He accepted the feedback and began the hard work of developing self-awareness and new practices that required dialing back the intellectual bullying and cranking up the listening, as a first step. His co-workers began to feel safer around him, they wanted to be on his team, and he saw that bringing out the best in them was a win-win for everyone. He had expanded his PQ (presence quotient), and within two years, he received the promotion he now deserved.

A memorable presence is a key accelerator on the path to the c-suite, or wherever your ambitions take you. We know presence when we see it, hear it, and especially when we feel it.

You can develop and sustain your presence by taking an inside-out approach. You can dispel the myth that presence is an elusive set of qualities belonging to a select few. We’ve seen the glow people get when they realize that they can captivate the room by not just being themselves, but by being even more of themselves.

Angie O’Donnell is an executive coach and co-founder of 3D Leadership Group, an executive-coaching firm based in Wellesley.  She recently received the New England Executive Coach of the Year award from the International Coach Federation’s New England chapter. Her clients include executives and teams from Fortune 500 firms to entrepreneurial startups; www.3dleadershipgroup.com

Banking and Financial Services Sections
You Can’t Start Too Early, but You Can Certainly Start Too Late

By PATRICIA M. FAGINSKI

It’s highly likely that you started working sometime in your 20s with a retirement goal that was 40 years or so away. It’s also likely that you saved very little toward retirement in those years. For most Americans, that means they started too late.

But wait — you say you started saving in your 30s. Isn’t  that pretty good? Well, it’s certainly better than nothing, but it’s still late. Why do I say that? The numbers don’t lie, and to prove it, let’s see what happens to two savers, assuming an annual 8% return.

Both save $3,000 per year, but one starts at 25 and stops saving at 35. The other starts at 35 and continues to save for the next 30 years (see chart below).

Surprisingly, the early saver outpaces the later saver. Why? The magic of compound interest.

As a financial planner now approaching age 40, the implications of this data certainly resonate with me. It certainly doesn’t mean things are hopeless for those 40 and above, but it does mean you probably need to budget, dig deep, and find places to help you meet your retirement goals.

Understanding the best ways to start saving, including the need to start early, is key to saving enough for retirement. Here are some other points to consider:

• Contribute to your 401(k), as much as you can to the maximum, which will lower your current income taxes;
• Take full advantage of your company retirement plan;
• Create a monthly budget so that you fully understand where you are spending your money; and
• Within your budget, set aside a specific dollar amount for an emergency fund. You should have at least three to six months of savings set aside.

SavingsChartNo matter where you find yourself on the age spectrum, it’s essential to take a hard look at your finances. Yes, it’s daunting, but retirement will be the most expensive thing you ever do. With that said, I find that most people spend more time researching a new car purchase than they spend on retirement planning.

If it’s too overwhelming, call a planner and get some help. They will work with you to figure out where you stand now, establish your vision of a successful retirement goal, and formulate a plan to get you there. The work isn’t over, though — you still need to put the plan into action and monitor it for any deviations.

A good retirement plan will likely have a robust mix of investments, as well as insurance, pension plan/IRA/qualified funds, planning to maximize and integrate Social Security, and tax sensitivity.

Daunting? Sure, but with proper guidance it is manageable, giving you peace of mind that you are on the right track. A plan started late is better than no plan at all — but it really pays to start early.

Patricia M. Faginski is vice president and financial advisor at St. Germain Investment Management in Springfield; (413) 733-5111.

Banking and Financial Services Sections
Recent Data Breaches Should Serve as a Wake-up Call for Businesses

By LARRY SNYDER, Ph.D.

Larry Snyder

Larry Snyder

All organizations, regardless of industry or size, are subject to cybersecurity risks. So if you have a business and you don’t have a cybersecurity plan or cybersecurity business unit, as the famous line from a popular movie states, you should “be afraid … be very afraid.”

Security breaches have an enormous impact on organizations. They can result in loss of investments, legal costs, and an erosion of consumer and investor confidence. One needs to look no further than the recent Target breach to understand how publicized breaches negatively impact the reputation of an organization.

According to IBM’s “2012 Mid-year Trend and Risk Report,” companies are attacked an average of 2 million times a week. The report also indicates a 38% increase in reported incidences of loss, theft, and exposure of personally identifiable information as compared to the previous year.  Keep in mind, this report was issued prior to the third-quarter breaches of retail organizations that resulted in the compromise of more than 100 million records.

Risk Based Security released a report in February 2014 indicating that more than 822 million records were exposed during data breaches in 2013, nearly double the previous high-water mark. That equates to 2.2 million records per day, or 1,560 per minute.

Regulations such as Mass. Gen. Laws § 93H-1 et seq. and 201CMR 17.00 increased administrative responsibilities for understanding and managing cybersecurity risks within organizations.

To build the business case that it is imperative for industries to address cybersecurity concerns, we must first quantify the threat. While the data on security breaches continues to be a bit murky, as there is really no incentive for organizations to fully disclose when and what they have lost, the available data provides a somber view.

The “2013 Cost of Data Breach Study: Global Analysis” released by the Ponemon Institute reveals that, globally, the average cost of a data breach has increased from $130 per record to $136. In this same report, the U.S. has cited an average cost of $188 per record. For context, this means the Target breach cost approximately $20.68 million.

The Computer Security Institute and the FBI conduct an annual survey of computer crime and security. The majority of respondents are organizations with annual revenue over $10 million that allocate some portion of their overall IT budget toward information security. As alarming as the number of reported breach incidents is, what is perhaps more worrisome is the number of organizations that could not determine if they had experienced a data breach. According to the CSI/FBI survey, 9.1% of those surveyed indicated that they did not know if their organization had experienced a security incident in the previous year.

The reaction to recent breaches has led the public and investors to call on industries to develop a more proactive approach to cybersecurity risks. Effective governance principles demand that an organization’s leadership re-evaluate the role cybersecurity has within their organization. No longer can security be viewed as an expense that is implemented as an afterthought or a reactive exercise under the category of ‘the cost of doing business.’ The integration of technology into every aspect of an organization’s daily operation has made cybersecurity controls essential for continued success. In essence, cybersecurity has moved from an expense to a stand-alone business unit. While these units will not produce direct profit for an organization, they add revenue indirectly.

Organizations that effectively protect their proprietary data, including customer information, and can effectively respond to security breaches send a clear message to the public, investors, and regulatory agencies about their attitude toward security, and reap the rewards through increased consumer engagement.

Every level of an industry, including management, staff, vendors, and suppliers, has the responsibility of addressing and responding to cybersecurity risks. As a business unit, cybersecurity personnel are responsible not only for identifying risks, but also for implementing controls for early detection, investigating and mitigating cyberthreats, and taking corrective action to prevent further exploitation.

To accomplish this, cybersecurity departments must address the following essential elements:

• Improve threat detection through the implementation of risk intelligence and forecasting;
• Conduct security data-management analytics;
• Employ organizational risk consultants;
• Develop secure control design and implementation that aligns with business needs; and
• Implement organizational change through information-security awareness and training programs.

The data breaches of 2013 must serve as a wake-up call for business owners, managers, and cybersecurity professionals. If your organization cannot determine whether it has experienced a data breach, if you do not have an effective cybersecurity risk-management program, or if you have not positioned the cybersecurity function in your organization as an essential business unit, you are putting your organization at risk … a risk from which it may not recover.

Larry Snyder, Ph.D is director of the new MS in Cybersecurity Management program at Bay Path College. He has nearly two decades of experience in law enforcement, fraud detection, and auditing, working in this capacity for the U.S. Army and in a variety of industries. He is a pioneer in the field of cybersecurity management education and, prior to joining Bay Path, worked with the State University of New York’s Herkimer County Community College in obtaining national certification for its Cybersecurity program from the Committee on National Security Systems; (413) 565-1294; [email protected]

Banking and Financial Services Sections
Take Steps Now to Reduce Your Tax Burden in 2015

Kristina Drzal-Houghton

Kristina Drzal-Houghton

With the 2013 tax-filing season behind the majority of businesses and individuals, now is the best time to start planning for 2014.

Many business owners noted a sharp increase in their 2013 taxes compared to 2012. I noted a few instances where the taxable income had decreased but the tax liability increased. This article will explain why many business owners saw such a sharp increase in taxes and why using S corporations now provides business owners with a unique opportunity to minimize earnings subject to both the recently imposed additional tax on net investment income and increased employment taxes.

As the dust settles on the two major pieces of tax-reform legislation that went into effect in 2013, S corporations emerge as the entity of choice for many closely held businesses. Taking into account the impact of the two income-based Medicare taxes, the self-employment tax, and the rate differential between individual and corporate tax rates, businesses eligible to be treated as S corporations have opportunities to take advantage of unique provisions not applicable to other types of entities.

Increased Medicare Taxes

For 2013 and thereafter, the Medicare tax on compensation and self-employment income increased from 2.9% to 3.8%. The 0.9% increase applies to the extent an individual’s compensation or self-employment income exceeds the specified threshold amounts ($250,000 for married individuals filing jointly and $200,000 for single individuals).

The full brunt of the increase falls on the employee, or self-employed individual, with no change to the employer portion of the tax. There is no cap on the amount of compensation or self-employment income subject to the tax. Further, the threshold amounts for the Medicare tax are not indexed for inflation, so an increasing number of taxpayers will be subject to the tax as time passes. The combined effect of increased income and Medicare tax rates on earned income puts employees at a top rate of up to 39.25%, and self-employed individuals at a top rate of up to 40.7%.

New 3.8% Tax

The new 3.8% Medicare tax on net investment income (NII) functions as a corollary to the Medicare tax on earned income. Subject to limited exceptions, most income of an individual taxpayer is covered by one (but only one) of these taxes. Individuals are subject to the NII tax on the lesser of their NII or modified adjusted gross income over the specified threshold amounts.

There is no cap on the amount subject to the tax, and the thresholds are not indexed for inflation. An individual’s NII is the sum of the individual’s passive income (generally, all interest, dividends, annuities, rents, royalties, capital gains, and certain income from a trade or business) less applicable deductions. Trade or business income is included in NII if the business activity is a passive activity with respect to the taxpayer. NII does not include any item taken into account in determining self-employment income for the relevant tax year.

Individual Rate Now Tops Corporate Rate

For the first time since 2003, corporate and individual rates have flip-flopped, and the maximum income-tax rate applicable to individuals is now significantly higher than the rate applicable to corporations. The top individual income-tax rate for 2013 is 39.6% for ordinary income and 20% for long-term capital gains and qualified dividends. The top corporate income-tax rate for 2013 remains 35%, however, for both ordinary income and capital gains.

C corporations benefit from the relatively lower corporate income-tax rate, when compared to the top individual income-tax rate. However, this corporate-level advantage is generally outweighed by the increased tax burden at the shareholder level. The cost of withdrawing corporate earnings has substantially increased, with rising individual rates and the addition of the NII tax. Every dollar earned by a C corporation is subject to tax at 35% at the corporate level, and then again on distribution as a dividend to shareholders at the applicable individual income-tax rate, with the addition of the 3.8% NII tax for high-income shareholders.

Less-obvious Tax Increases

In addition to higher individual income-tax rates, the phase-out of personal exemptions and disallowance of itemized deductions results in an even higher effective marginal tax rate for high-income taxpayers.

Beginning in 2013, an individual’s personal exemptions are partially phased out for adjusted gross income over the specified amount ($254,200 for 2014), and itemized deductions are disallowed in an amount equal to 3% of adjusted gross income over the specified amount, with the maximum amount disallowed equal to 80% of itemized deductions.

Disparity in Treatment of Different Entity Types

Entity owners must navigate the rules relating to the various taxes that are potentially applicable to their business income, whether in the form of dividends, salary, or sale proceeds. The application of these rules varies significantly with the choice of entity as discussed below.


C Corporations

For C-corporation shareholders, the NII tax applies to any dividends paid by the corporation and to any gain on the sale of the C-corporation stock. The level of a C-corporation shareholder’s participation in the corporation’s business is irrelevant for purposes of the NII tax. In contrast to partnerships, limited liability companies (LLCs), and S corporations, the NII tax applies to income from a C corporation regardless of whether the corporation’s business is active or passive with respect to any shareholder.


Partnerships and LLCs

The treatment of an owner of a partnership interest, including interests in an LLC taxed as a partnership, depends on whether the business is passive with respect to the owner for purposes of the NII tax rules, and whether the owner is treated as a ‘limited partner’ for purposes of the self-employment tax rules.

An individual partner’s NII includes the partner’s share of flow-through income from a partnership only to the extent that the income is derived from a partnership activity that is a passive activity with respect to the partner (or from trading in financial instruments or commodities), or represents a share of the partnership’s investment income. The material participation requires the partner’s involvement in the operation of the activity to be regular, continuous, and substantial, as well as more than 500 hours per year.

Thus, in the case of a passive partner, the new NII tax applies to the partner’s entire distributive share of partnership income. On the other hand, if a partner materially participates in the partnership’s business, the NII tax does not apply to the partner’s income from the partnership.

Unfortunately, even a partner whose level of participation avoids the NII tax will likely be subject to self-employment tax on the partner’s entire distributive share of the partnership’s income, as well as any gain on sale of a partnership interest.

S Corporations

Passive shareholders in an S corporation are treated much like passive investors in partnerships. The NII tax applies to the entire distributive share of S-corporation income allocable to a shareholder. As with partners, the material-participation test applies to determine whether an activity is passive with respect to an S-corporation shareholder.

A shareholder who materially participates in the business avoids the NII tax on the shareholder’s entire distributive share of the S-corporation’s income. Additionally, in most cases, the gain or loss on the sale of S-corporation shares is not included in NII.

A shareholder-employee of an S corporation is subject to employment taxes (including the Medicare tax on earned income at the new higher rate for 2013) on compensation for services that the shareholder provides to the S corporation. However, the self-employment tax does not apply to an S-corporation shareholder’s distributive share of the corporation’s income.

Conclusion

Bifurcating an S-corporation shareholder’s compensation for services from the shareholder’s distributive share of the corporation’s income provides an opportunity to minimize earnings subject to the additional layer of NII and employment taxes. The caveat is that reasonable salary must be paid.

With the increase in taxes on earned income, the IRS has added an incentive to challenge the allocation of S-corporation payments between salary and distributions. If the IRS determines that salary paid to an S-corporation shareholder is too low, a portion of distributions to the shareholder might be recharacterized as wages.

Kristina Drzal Houghton, CPA, MST is a partner with the Holyoke-based accounting firm Meyers Brothers Kalicka and director of the firm’s Taxation Division; [email protected]

Banking and Financial Services Sections
Deliso Financial Services Spans the Gap Between Present and Future

Jean Deliso, left, and Trina Moskal

Jean Deliso, left, and Trina Moskal take pride in educating people about measures they need to take to become financially secure.

Jean Deliso has always asked questions — lots of them.

The habit began in childhood during dinnertime conversations that revolved around her family’s business, and it continues today in her role as a comprehensive financial planner.

Queries are important to the president and founder of Deliso Financial and Insurance Services in Agawam because the answers she receives are key to creating individualized plans for clients.

But she says retirement planning is something many people fail to do, even though life expectancy is much greater than it was years ago and company pensions have all but disappeared.

This is especially true for business owners and women, who tend to put retirement planning on the back burner, citing lack of time, resources, or knowledge as excuses. And although Deliso has clients from all walks of life, she has chosen to focus on these two populations.

“I really enjoy empowering women and watching them gain a sense of accomplishment by taking steps to secure their financial future. This is especially true when I see women who have just come through a divorce or the loss of a spouse,” Deliso said, adding that she works with many women who are experiencing a life transition.

“The problem with women is that they become overwhelmed,” she went on. “They say they don’t understand finances and don’t have the time to meet with a financial planner. But they live seven to eight years longer than men and make less money, so it’s critical for them to take control of their financial lives.”

Deliso noted that 90% of people in nursing homes are female, and 36% of women 65 and older are widowed, compared with 12% of men 65 and older, according to the U.S. Census Bureau. Women also make up half of the U.S. population, represent nearly two-thirds of the American workforce, and are the sole or primary breadwinner in 40% of households with children.

Deliso said a woman turning 65 today can expect to live to age 85. The 2010 Census counted 53,364 people age 100 and older in the United States, and for every 100 women who are centenarians, only 21 men have reached that age.

As for business owners, Deliso said many of them have their own reasons for failing to create a financial plan.

“Most think their business is their retirement. But quite often, something happens to that plan. They may not be able to sell it, or a child may not want to take over. And even if children do, they may not be as successful as the parent was. There are also industry changes and the fact that businesses go through cycles, and when the owner wants to retire, it may be in a down cycle.”

Other rationalizations include a lack of money or discretionary income. “But everyone can plan, and everyone can save. It’s a matter of priorities,” she added.

For this issue, BusinessWest examines how Deliso, by asking all those questions, helps clients establish priorities and, ultimately, plan effectively for both today and tomorrow.

Dollars and Sense

Deliso’s business education began in childhood. “My grandfather and parents were entrepreneurs who founded their own businesses, and I was washing windows at my parents’ company, ToolKraft, when I was about 7,” she explained.

She graduated to working after school at age 12, and says dinnertime conversations almost always focused on matters pertaining to Chicopee-based ToolKraft. “I worked in receivables, payables, and inventory as a teen. Being a hard-working entrepreneur is in my DNA, and I understand the challenges of owning a business.”

Deliso had always thought about starting a business herself, but the decision to take control of her life was cemented during her sophomore year in college. “I was visiting my mother, who was our company’s comptroller, when the CPA walked in and told her she had to do something. I wanted to know why, and realized I didn’t ever want that to happen to me.”

So she earned a bachelor’s degree in accounting, moved to Florida, and worked for a CPA firm. Although Deliso was slated to become a partner, after eight years she made the decision to leave.

“I wanted to run my own business, and started an electronic-component distribution company,” she said, explaining that this was a division of a firm owned by her brother. “I knew nothing about electronics, but understood the guts of business because my specialty at the CPA firm had been financial planning for business owners.”

Seven years later, the two companies merged, and Deliso returned to Massachusetts. “I was in my 30s and wanted to start a family,” she explained.

Her next stint was selling long-term-care insurance. But she soon found the work unsatisfying. “I didn’t like the fact that I was just selling a product. I thrive on relationships and wanted something more comprehensive,” she explained.

So, when she received a job offer from New York Life Insurance, she accepted it, and discovered she enjoyed building relationships that helped people.

Then, in 2000, Deliso founded her own company. Deliso Financial and Insurance Services has prospered since that time, and three months ago, junior associate Trina Moskal was hired to help with the growing clientele.

Deliso said that, when her associate began working, she was surprised by the amount of time spent Deliso spent with clients. But she reiterated that it’s necessary to get to know them and understand their beliefs, expectations, needs, relationships with family members, job, attitude toward spending, as well as the amount of money they will need to live comfortably in retirement.

Deliso is passionate about financial education, and says many working adults allocate a percentage of their paycheck to a retirement fund, but don’t understand how it is being invested.

“People throw money at retirement like it’s going into a big, black box,” she said. “But they never look into the box and don’t calculate if there will be enough to pay their bills in the future. It’s important because people are living longer and can spend as many years in retirement as they did in the workforce.

“That requires a lot of money,” she went on, “especially since 50% will live past the life expectancy set up by actuarial tables.”

However, money evokes emotions, and financial decisions are not always rational. For example, a person’s primary goal may be to pay off their home mortgage by the time they retire.

“But if they don’t have cash in savings and have very little in a retirement plan, their house won’t provide them with the money they need to buy groceries,” she told BusinessWest. “Many people become too focused on one goal.”

In other instances, money is spent for purely emotional reasons, which Deliso says can be fine. “A person who has gone through a divorce may need to take a vacation or get away even though they can’t really afford it,” she explained.

But people do need to think about their future and plan for the unexpected.

She said she will never forget a client who called her hours after his wife died suddenly at age 32. “They had children, had just bought a home, and needed both incomes to make the payments. He told me he didn’t even have enough money to afford the funeral.”

Thankfully, the couple had taken out a life-insurance policy that allowed the man to meet his family’s financial needs. “He had a check two weeks later,” she said. “Although many people are afraid of life insurance, if this couple hadn’t purchased a policy, the man would have had to sell the house.”

Saving Grace

Early in her career, it became clear to Deliso that women were an underserved population in the financial world, and she was determined to do something about that.

“As I grew my business, it became apparent that women suffer from financial paralysis,” she said. “They’re afraid to make a mistake, and many don’t understand their 401(k) or retirement plans and their risks, as well as what a secure financial future looks like.”

And they need to understand these things, she went on, because statistics show clearly that people are living longer in general, and most women can expect to live longer than their husbands.

As a result, she goes above and beyond to educate women, and has conducted free seminars for this constituency for the past 10 years. Her next free talks, titled  “Creating Financial Independence,” are slated for June 5 and June 19 from 5:30 to 7:30 p.m. at the Delaney House in Holyoke; call (413) 785-1100 to register.

Overall, there are many facets connected to spending and saving, and Deliso says everyone has a relationship with money that stems from their own history — and often begins in childhood.

“It’s part of the reason I ask so many questions,” she said, adding that the answers help her guide clients so she can build a bridge between their present and future needs. “I need to understand the person, so I think carefully about what I can ask because everyone’s values and life experiences are different.”

She added that many people don’t understand the difference between a financial planner and an investment banker. “The planner looks at the overall picture and competing needs of a person, while the banker focuses more on the investments,” she told BusinessWest.

Her clientele includes many business owners who appreciate the fact that she can speak their language. “Because of my background, I understand cash flow, budgets, sales projections, payroll, receivables, and inventory,” she said, adding that she has helped develop succession plans as well as company-sponsored benefit plans. She also continues to devote time to education.

“As a comprehensive financial planner, I look at cash management, risk management, investment planning, retirement planning, and estate planning, and one of my strengths is that I can take complicated topics and make them easy to understand,” Deliso explained. “Financial planning is not complicated. It can involve complex topics, but if you go through a process, it can be handled easily.”

Her work has earned her many awards, which hang on the walls of her office and include an appointment to the Million Dollar Round Table, a benchmark of achievement for insurance agents. She is a registered representative with NYLIFE Securities and a registered investment adviser with Eagle Strategies LLC.

Deliso  — who was named Woman of the Year in 2013 by the Professional Women’s Chamber — also believes in giving back to the community. “It’s a value I was brought up with. I have been blessed and want to continue the legacy.”

To wit, she is chairman of the board at the Community Music School and a member of the board of Dakin Pioneer Valley Humane Society, the Baystate Health Foundation, AAA of Pioneer Valley, Pioneer Cold, the Hampden County Estate Planning Council, the National Assoc. of Life Underwriters, and the Assoc.for Advanced Underwriting. She is also a past chairman and board member of the YMCA of Greater Springfield, the Bay Path Advisory Council, the Executive Women’s Golf Assoc., and the Community Foundation.

Sense of Accomplishment

Deliso says she went into business so she could control her own destiny. “I was able to accomplish my goal, and today I want to help others control their finances,” she said. “People need a coach to help them understand what to do, how to reach their goals, and then hold them accountable. But just having a plan provides them with a real sense of accomplishment, and I enjoy making that happen.”

Which means Deliso will continue to ask questions so she can bridge the gap between the present and the future to ensure that clients achieve financial independence without having to sacrifice the things that matter most.

Community Spotlight Features
Planned Growth Boosts Great Barrington’s Vitality

Betsy Andrus

Betsy Andrus says Great Barrington culture and art venues draw thousands of people to the town each year.

Christopher Rembold calls the economic activity that has taken place in Great Barrington during the last year “a rising wave.”

“It’s a really exciting time, and things are just going to get better with all of the projects and investments that are being made here,” said the town planner, noting that the community’s walkable downtown — featuring a Main Street that bustles with business in small shops and eateries — has been extended in the past year, thanks to businesses and developers who purchased and are renovating and moving into historic buildings.

Meanwhile, the village of Housatonic, just outside downtown, is also experiencing growth as small businesses expand, restaurants open their doors, and old mills become sought-after locations for commerce.

But the vitality that the hub of the Southern Berkshires is known for has been carefully crafted.

“Economic development is very important to Great Barrington, but the way we define it is particular to our community,” said Town Manager Jennifer Tabakin. “People really value local businesses and the quality of life here. We have a beautiful environment with conservation land and natural resources, so it’s a matter of keeping things balanced while supporting sustainable growth that is appropriately scaled.”

The town created a so-called master-plan framework three years ago, which was passed by the Board of Selectmen and earned the prestigious American Planning Assoc. Masssachusetts Chapter Award. “It is a very comprehensive vision that came about after hundreds of meetings with town staff members and community members who looked at our strengths, our weaknesses, our challenges, and our values,” said Tabakin, adding that anyone who wants to start a business in Great Barrington can access the document on the town’s website, www.townofgb.org. “It’s a wonderful resource that defines where we want to go.”

Rembold agreed and said the key element in the plan is promoting locally based growth.

“Many of our buildings and downtown businesses are owned by people who live in Great Barrington, and although they may not employ a lot of people individually, together they employ a great number,” he said. “These business owners are active in our civic organizations and contribute to our nonprofits and our award-winning Fairview Hospital. Small businesses tend to be resilient, and almost every business has relationships with other businesses and with our banks, which makes for a tight-knit community.

“We hope to attract more activity in line with that,” he went on. “Great Barrington is not looking for large corporations.”

However, Tabakin said opportunities to establish new businesses or expand still exist in publicly and privately owned property. “We hope to attract companies that will employ younger people,” she added, noting that the town’s population contains a high percentage of retirees, and officials would like to attract more members of the younger generations to the community.

For this, the latest installment of its Community Spotlight series, BusinessWest examines the many positive developments in Great Barrington, and how that wave Rembold described is just starting to build.


Right Place, Right Time

The success of the local businesses that dominate the Great Barrington economy is fueled by a number of factors, which include an active arts community, the town’s location — near the New York border and not far from many other destinations in the Berkshires — and its plethora of small shops and boutiques.

Many of these ventures have expanded, and some have earned national recognition.

McTeigue & McClelland is one of them. The jewelry store plans to move from its location on 597 South Main St. into the former Christian Science church on Main Street. “They purchased the structure last year and are renovating it and expanding their business,” Rembold said. “It is a real success story because they are also protecting and preserving an historic building. The company is nationally known, and we are lucky to have their business here.”

He added that Salisbury Bank is another example of a business that has chosen to invest in Great Barrington’s downtown. “They opened a new branch on Main Street last week. They renovated an old structure because they wanted to be downtown in a historic building. And the Barrington Boutique, a bed and breakfast with an artistic look, also just opened. It covers the entire third floor of an historic building, and they put in an elevator.

“I could go on and on with examples like this,” he continued. “There are so many businesses who want to be in Great Barrington and Housatonic.”

Jennifer Tabakin

Jennifer Tabakin says the town’s master-plan framework earned the prestigious American Planning Assoc. Massachusetts Chapter Award.

Betsy Andrus, executive director of the Southern Berkshire Chamber of Commerce, concurred. “A new furniture store is about to move in on Main Street, and over the past three months, the chamber received three calls from store owners who wanted to find space in Great Barrington,” she said.

Shoppers appreciate the fact that the town issues its own currency, called Berkshares, which can be purchased at local banks. “It’s popular because it gives people a 5% discount when they are shopping. The program has recently expanded, and architects, printers, and other business people also accept Berkshares,” Tabakin said.

Andrus said the walkable downtown area, which is intersected by side streets housing small businesses, is always bustling with activity. “Nothing stays vacant for every long. Things move very quickly, and in the past year Main Street has seen huge renovations,” she told BusinessWest.

The former Betros Market on the north end of the street, which was a blighted property for many years, was purchased a year ago and has been completely renovated. “It is fully permitted for a 2,500-square-foot, 90-seat restaurant, and the owner is looking for businesses who want to lease space in it,” Rembold said. “And a year ago, Cumberland Farms redid the look of their structure. There has been a lot of progress in that area, and the street is expanding north and south. Our downtown is no longer limited to a small area.”

Opportunity Abounds

Although most downtown storefront space is occupied, space zoned for business use is available in a number of other locations, including three former schools on the Searles/Bryant campus on Bridge Street. “The river runs behind the buildings, and Iredale Mineral Cosmetics, which is one of our biggest companies, is in the former middle/high school. The complex is noteworthy because it’s LEED-certified,” Tabakin said, adding that it was the first project of its size to receive the LEED Gold designation in Southern Berkshire County.

She said the Bridge Street corridor, which the complex sits on, is a prime location. “Iredale is the anchor company, and the property is adjacent to other successful businesses on Main Street. But the big news is that Main Street is being reconstructed. It is long overdue, and work on the curbs, sidewalks, catch basins, and lighting will start this summer.”

The $5 million project is being funded by the state, and will include a large number of new plantings and trees. “Both community and town officials contributed to the design, which will make the street easier to cross,” said Tabakin. “The design has already created excitement and helped expand the streetscape on both ends.”

Andrus agreed. “In the past, people didn’t go past the post office. Now the walkability of downtown has been extended with the new bank, another new jewelry store, a new gallery, and the Prairie Whale Restaurant, which buys from local farms and is a farm-to-table operation.”

The village of Housatonic has also witnessed development activity, as businesses have chosen to locate or relocate in three former mills in the Monument Mills Complex.

“All of the mills are partially occupied by businesses that are leaders in their field, such as Country Curtains and Berkshire Pulse,” Rembold said, adding that the latter is an arts center that serves 650 students. It leased the first two stories of the former Barbieri lumber operation for six years, but moved into larger studios in the Rubin Mill building across the parking lot from its former location earlier this month.

A new restaurant called Pleasant and Main also opened last month in Housatonic, and Rembold tells businesses who are contemplating a move to Great Barrington not to hesitate if they find a suitable spot. “It is so vibrant that, if anyone waits, the space may be taken,” he told BusinessWest.

Town officials are also taking measures to stimulate economic growth. For example, Rembold said they are working to assess the cost of cleaning up the former Reid Dry Cleaners building by the post office, which is a contaminated site. “It is a privately owned, beautiful building with parking for at least 30 vehicles,” he explained. “We’re working with the owners to get funds from a federal grant program to pay for the assessment and cleanup.”

Tabakin said town officials continually look for opportunities to tap into state and federal monies, and do their best to alert business owners and nonprofits about available programs.

Andrus said the former St. James Church on the south end of Main Street was recently purchased and will become a performance space, thanks to a grant from the Massachusetts Cultural Council.

The arts community is thriving in Great Barrington, and thousands of visitors are drawn to the town each year due to its cultural attractions, which include the renowned Mahawie Performing Arts Center. “There are an endless number of cultural organizations within a mile of downtown, including the Daniel Arts Center at Bard College, the Berkshire Playwright Lab, and the Community Access to the Arts,” Andrus said.

Great Barrington is also breaking new ground in the emerging farming and agriculture sector of the Southern Berkshires, and Rembold said the town’s more than 70 restaurants provide an important outlet for farmers selling produce.

Meanwhile, Wired West, an organization focused on expanding fiber-optic broadband, also expanded into Great Barrington within the past year.

“The town already has cable, but fiber optic is 100 times faster, which is great for filmmakers and the healthcare industry,” Rembold said, adding that the service has already been installed in anchor institutions such as Town Hall and Fairview Hospital. “The trunk lines are up, and the next step will be to expand to individual homes and businesses.”

In addition, demand for housing is on the rise, especially for single-floor living. A new development called Barrington Brook, which will be made up of 44 single-floor condominiums and homes, was permitted last year, and the model unit is expected to open soon.

Bright Future

Tabakin said the town’s popularity and desirability continues to grow.

In addition to drawing tourists and people from the Southern Berkshires who do their shopping and business there, “we have had six calls this year to do film shoots here,” she noted.

They include the seven-minute film “Selfie,” which has gone viral and is a testament to the life and people who work and reside in a town whose name and reputation continue to rise.

Great Barrington at a glance

Year Incorporated: 1761
Population: 7,003 (2012)
Area: 45.2 square miles
County: Berkshire
Residential Tax Rate: $13.56
Commercial Tax Rate: $13.56
Median Household Income: $50,882 (2012)
Family Household Income: $75,508 (2012)
Type of government: Open town meeting
Largest Employers: Butternut Ski Area and Shop, URJ Eisner Camp, Fairview Hospital, Berkshire Hills RSD, Berkshire Meadows, Simon’s Rock College
* Latest information available

Opinion
A Housing Shift Our State Must Adopt

By PAUL McMORROW

The number of Americans who own their own homes fell again last week. This is barely even news anymore. The Census Bureau updates its count of homeowners and renters in America every three months, and with each update for the past decade, the tally of homeowners has slipped a bit more. Homeownership rates haven’t been as low as they are now since 1995.

The fall is more than a long hangover from the burst housing bubble. American homeownership has been slipping so steadily for so long that the massive scope of the decline has obscured its real meaning. It isn’t really a story about Americans drifting away from homeownership en masse, so much as it’s a story about a fundamental shift in where, and how, young Americans live.

Cities and towns in Massachusetts that want to survive need to recognize, and embrace, this shift. The easiest way to begin is to stop building single-family homes.

Home ownership in the U.S. peaked in mid-2004, at 69%. And while ownership rates have fallen across the board, the decline is especially pronounced among young Americans. Since 2004, home ownership among adults under age 35 has fallen one-and-a-half times as much as the national rate has fallen. The decline among 30- to 34-year-olds is more than double the national average; the ownership rate among this age group is now as low as it’s been since at least the early 1980s.

Since young Americans are waiting longer than ever to take on a mortgage, the shift has enormous consequences for the way cities and towns grow. It means, on the most basic level, that they have to build more of the type of housing that folks are demanding — apartments — and less of the homes they don’t want or can’t afford in this still-sluggish job market. In Massachusetts, that means convincing local governments to change the way they’ve always approached growth.

There is no real state housing policy in Massachusetts. Municipalities control their own development. The state can only overrule local officials and force development on municipalities in very limited, painful circumstances. For the most part, the state’s housing policy is whatever common elements emerge from 351 separate land-use regimes. These different agendas usually add up to Massachusetts doing the exact opposite of what it needs to do in the housing arena.

Over the past two decades, Massachusetts has added new housing at roughly half the national rate. And when the state has added housing, it has added the wrong kind of housing; most has come in the form of single-family homes. And the state has already built most of the single-family homes it will need for a generation.

The sharp shift away from home ownership among the younger set means that, if Massachusetts is serious about attracting and retaining young workers, it can’t just continue churning out small quantities of large suburban homes.

A report earlier this year by the Metropolitan Area Planning Council found that Massachusetts needs to add hundreds of thousands of new housing units by the year 2040, but found the vast majority of development demand will fall on apartments and condominiums. This means Boston, Cambridge, and Somerville need to keep cranking away on their recent building sprees.

It also means that suburbs need to make their zoning priorities fit modern housing demands, and focus on building up rental units in denser town centers, where the housing demand is greatest.


Paul McMorrow is an associate editor at Commonwealth Magazine.

Opinion
Giving Credit Where It’s Due

When Kevin Kennedy took over as Springfield’s chief development officer in late 2011, BusinessWest asked the long-time aide to Congressman Richard Neal why he wanted to take on that rugged assignment at that point in his career.

He started with an answer you might expect, something about how this was a considerable challenge and how he liked challenges, especially this one. He then gave a reply one might not expect, unless they know him well.

“I’ve proven I can get things done,” he said with a voice brimming with confidence. “And that’s what the city needs right now — someone who can get things done.”

Kennedy was referring to such projects as the new federal courthouse on State Street, a Neal-led initiative where he was essentially point person; the State Street corridor project, another Neal initiative, which enhanced a lengthy stretch of that road; and Union Station, a project that was not yet started when he moved into his city office on Tapley Street, but one that’s well on its way, largely because of his persistence and the belief he shared with Neal that the long-shuttered landmark was a key to further development in the city.

We’ve long been skeptical about what a revitalized Union Station means for Springfield, but there is no debating that, over the past two and half years, Kennedy has shown that he can get things done, and we believe he’s in large part responsible for a can-do attitude that exists now in this city.

And that’s important, because for too long, there had been a ‘can’t-do’ attitude here, one that stifled growth, especially when it involved the private sector.

Before elaborating on Kennedy’s track record to date, we have to admit that he’s benefited from being in the right place at the right time. Indeed, this a time when Baystate Health boldly went forward with its $250 million Hospital of the Future project despite a balky economy; when UMass Amherst, amid seemingly non-stop prodding to do something, anything, to help bolster Springfield’s downtown, came forward with plans to build a satellite center there (the welcome center is already open); when the state has committed to spending more than $200 million to fix the viaduct portion of I-91; when the state wanted to help the city by making it the site for a backup data center; and, last but certainly not least, when the gaming industry made Springfield the city of choice for the Western Mass. resort casino.

Those projects account for a huge chunk of the $2.5 billion in development projects recently completed or in various forms of progress in Springfield, as outlined at a recent event held at CityStage to show just how much is happening in the City of Homes beyond the casino planned for the South End. And while it’s fair to say that most of that would have happened no matter who was in the chief development officer’s chair, these projects did not happen in a vacuum.

Instead, they happened because city departments and economic-development agencies are coordinating their efforts in ways we haven’t seen in some time, and also because there seems to be an actual development plan for Springfield — again, something we haven’t seen for a while. And Kennedy deserves credit for both.

The plan involves using one project to leverage further development in a given area and create momentum. This was seen on State Street, where the courthouse, data center, and corridor enhancements have spurred new projects, such as a planned grocery store and restoration of the Gunn Block, with more in the works. On Main Street, meanwhile, the plan is to take momentum from Union Station, the UMass satellite center, and other initiatives to create a long stretch of progress from the North End, where several new medical facilities have opened, to the tornado-ravaged South End and the planned casino site.

From there … well, the plan is to generate additional momentum through more success stories and more evidence that Springfield is a place where things can happen.

There is still considerable work to be done in this city, but Kennedy has proven that he can, indeed, get things done. And as he said, that’s what Springfield needs right now.

Agenda Departments

40 Under Forty
June 19: The eighth annual 40 Under Forty award program, staged by BusinessWest, will be held at the Log Cabin Banquet & Meeting House, honoring 40 of the region’s rising stars under 40 years old. The program has become a prestigious honor in the Western Mass. business community, and the gala has become one of the region’s most anticipated spring events. An independent panel of judges chose this year’s class from more than 150 nominations, a record. Their stories were presented in the April 21 issue, and may also be read online here. More details on the gala will be revealed in upcoming issues, but tickets cost $65, and they typically sell out quickly. For more information or to order tickets, call (413) 781-8600.

Leadership Skills Program
July 24: Ensure the future of your organization by providing leadership skills for your supervisors and managers. The Principles of Leadership II series, sponsored by the Employers Assoc. of the NorthEast, emphasizes team-building skills. Participants will learn how to develop high-performance teams, lead change, and take their time-management and interpersonal skills to the next level. The series follows on the heels of Principles of Leadership I, which focused on the one-to-one relationship between the supervisor or manager and each of his or her direct reports. Participants in Principles of Leadership II, which begins on July 24, must complete five core programs — on topics ranging from team dysfunction to problem-solving skills; from time management to emotional intelligence — to receive the certificate of completion. To register, contact Sue Miller, director of Learning and Development at the Employers Assoc., at [email protected] or (877) 662-6444, ext. 3013.

Western Mass. Business Expo
Oct. 29: BusinessWest will present its fourth annual Western Mass. Business Expo at the MassMutual Center in downtown Springfield. The business-to-business show, which last year drew more than 2,000 visitors, will feature more than 100 booths, seminars, and Show Floor Theater presentations; breakfast and lunch programs; and a day-capping Expo Social. Details about specific events, programs, and featured speakers will be printed in future issues of BusinessWest, including page 11 of this issue. Comcast Business will again be presenting sponsor, while the social will be sponsored by Northwestern Mutual, and the Isenberg School of Managment at UMass Amherst will be education sponsor. Current silver sponsors are Health New England, DIF Design, and Johnson & Hill Staffing, and additional sponsorship opportunities are available. For more information on sponsorships or booth purchase, call (413) 781-8600.

Departments People on the Move

Springfield Mayor Domenic Sarno announced recently that he has appointed Attorney Mary McNally as the new Executive Director of the Springfield Parking Authority (SPA). “Mary brings a wealth of experience with her from the Hampden County District Attorney’s Office as well as serving as the previous SPA Board Chairwoman, said Sarno. “Attorney McNally has played a pivotal role in the turnaround in the operations of the authority. I look forward to working with her in an increased capacity as we continue to utilize the SPA as an economic-development tool in downtown Springfield.” McNally has most recently served as Chief Operating Officer and Chief Financial Officer in the Hampden District Attorney’s Office under District Attorney Mark Mastroianni. In addition, McNally was appointed in 2010 as Chairwoman of the Springfield Parking Authority by Sarno. During her tenure, she has overseen the refinancing of authority debt and institution of the SPA Capital Improvement Plan and the SPA-funded Downtown Security Plan.  Previously, she operated a Springfield-based law practice for 27 years. “I am pleased to be named the Executive Director of the Springfield Parking Authority,” said McNally. “I look forward to the opportunity to contribute and engage the authority in the growing economic-development renaissance in the city and to serve the residents and businesses of our great city.” Springfield Parking Authority Chairman Al Chwalek said that “Mary, as Chairwoman, has done a great job leading the Parking Authority through the last two transformative years. Now, as the new Executive Director, she is poised to partner the authority with several major projects in the city.” McNally, a resident of Springfield, is a graduate of Western New England School of Law as well as Elms College. Her bar admissions include the state of Massachusetts and the U.S. District Court.
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Daniel Patrick Morrissey

Daniel Patrick Morrissey

The regional law firm Bacon Wilson, P.C. announced that Attorney Daniel Patrick Morrissey has joined its office. He will continue practicing in the areas of civil litigation, personal injury, workers’ compensation and immigration law. He currently serves as an Adjunct Professor of Spanish at Elms College, President of the Forest Park Business Assoc., and Vice Chairman of the Springfield Zoning Board of Appeals. He also is a member of the Kiwanis Club of Springfield and a past board member of the Puerto Rican Cultural Center. He received his law degree from Western New England University School of Law, a master’s degree in Spanish from Middlebury College, and his undergraduate degree from UMass Amherst. Morrissey will be based at the law firm’s Springfield office. With 40 attorneys, Bacon Wilson, P.C. is the largest law firm in Western Mass. Additionally, it boasts 65 paralegals, secretaries, and other support staff to assist with clients’ legal work. The firm’s four offices are located in Springfield, Westfield, Northampton, and Amherst.
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Steve Shaw

Steve Shaw

The Holyoke-based IT networking and consulting firm VertitechIT has named Steve Shaw Vice President. Shaw will head up marketing and communications and assist with business-development efforts for the firm, which has offices in five states. Shaw has spent 30 years in the marketing and communications industries as a television reporter, production-agency founder, and multi-media network executive. “Business IT consulting is often viewed as a commodity,” said VertitechIT CEO Michael Feld. “Steve’s experience as a communicator, entrepreneur, and business executive gives us the opportunity to brand ourselves as a unique player in the IT marketplace.” VertitechIT is a leading provider of IT networking services to the healthcare and business communities throughout the Northeast and across the country. The company recently opened its new national headquarters in Holyoke.
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Paul Mokrzecki

Paul Mokrzecki

Easthampton Savings Bank announced that Paul Mokrzecki has been named Senior Vice President of the ESB Government Banking Division. In that role, Mokrzecki will be responsible for all facets of municipal depository and lending activities. He comes to ESB with a depth of experience in municipal banking and municipal government. Prior to joining ESB, Mokrzecki spent 14 years as Senior Vice President of Government Banking at People’s United Bank, formerly Bank of Western Mass. He built an understanding for municipal banking needs by working as treasurer for the towns of Hadley and Greenfield for a combined 24 years prior to becoming a banker. “We are extremely lucky to have Paul join our team,” said ESB President and CEO Matthew Sosik. “He is highly respected in the municipal community, and he has a deep pool of contacts throughout the cities and towns in Massachusetts. His vast municipal banking experience will elevate our Government Banking division to new heights. Combining Paul’s expertise with ESB’s customer-first philosophy will be an attractive mix to municipalities looking at their banking options.” Mokrzecki has a bachelor’s degree from Syracuse University and an MBA from UMass Amherst. He is a member of the Franklin/Hampshire Collectors and Treasurers Assoc., the Berkshire County Collectors and Treasurers Assoc., and the Worcester County Collectors and Treasurers Assoc. He is a past board member of the Mass. Collectors and Treasurers Assoc. (MCTA). Mokrzecki has served as an instructor at the MCTA annual school for more than 20 years. He is a certified Massachusetts municipal treasurer and a certified Massachusetts municipal collector.
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Mansour Ghalibaf

Mansour Ghalibaf

The National Restaurant Assoc. Educational Foundation recently honored Mansour Ghalibaf, owner of Hotel Northampton, as one of its 2014 Faces of Diversity American Dream Award winners. The honorees were recognized at a gala on April 29, during the National Restaurant Assoc. Public Affairs Conference in Washington, D.C. “The restaurant industry has provided opportunities for millions of people throughout the U.S., and the recipients of the 2014 Faces of Diversity award demonstrate the incredible opportunities they have been able to create as a result of working in the restaurant industry,” said Rob Gifford, executive vice president of strategic operations and philanthropy for the National Restaurant Assoc. and the National Restaurant Assoc. Educational Foundation. “We are proud to recognize the achievements of Mansour. His dedication to the industry and commitment to achieving his dream is truly exceptional.” In 1979, Ghalibaf, an Iranian immigrant, was attending college and working in a restaurant to pay his tuition when he was told he would be deported back to Tehran — at the height of the Iranian Revolution. Along with those closest to him, Ghalibaf endured a tense month under scrutiny from government officials and was on the brink of homelessness before he secured a visa to remain in the U.S. His status no longer in jeopardy, Ghalibaf pursued the American dream with dedication: he completed his college degree, got married, and continued to excel in the hospitality industry. His persistence and passion for the industry allowed him to work his way up from the kitchen to a hotel owner. After serving as general manager of the historic, 106-room Hotel Northampton for 16 years, Ghalibaf purchased the hotel and has since grown sales from $2 million to $7 million. Ghalibaf has been named Restaurateur of the Year by the Massachusetts Restaurant Assoc. and was inducted into the Massachusetts Hospitality Hall of Fame. “It is an incredible honor to receive this award, which celebrates the American dream,” he said. “Rarely do success stories come down to a sole individual, and I am so grateful for the many friends, family, co-workers, and associates — including those in the organizations that nominated and selected me for this distinction — who have been essential to my success. The hospitality industry is one place where the American dream is still within reach. We are without a doubt in the best business in the world.”
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Consolidated Health Plans (CHP) announced that Juan Campbell has joined the company to lead its sales division. In this role, Campbell will be responsible for leading new-business development of student health, special risk, and other consumer products. Campbell brings a wealth of experience in sales, operations, strategic marketing, and business-development strategies to CHP. He has more than 20 years of experience in the health-insurance marketplace serving the needs of commercial clients. He earned a bachelor’s degree from Western New England University and completed the Executive Management Program from Stephen M. Ross School of Business at the University of Michigan. He serves on the board of directors for the Children’s Study Home and the Westmass Area Development Corp., and on the Legislative Steering Committee of the Affiliated Chambers of Commerce of Greater Springfield.
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Dr. John Schreiber has been appointed President of Baystate Medical Practices and chief physician executive of Baystate Health, joining the health system’s senior leadership team. Schreiber comes to Baystate from Tufts Medical Center in Boston, where he served as Chairman of the Department of Pediatrics. He was also chief administrative officer and pediatrician-in-chief of the Floating Hospital for Children, the 100-bed primary affiliate children’s hospital for Tufts University School of Medicine.

Company Notebook Departments

Hampden Bancorp Reports Solid First Quarter
SPRINGFIELD — Hampden Bancorp Inc., the holding company for Hampden Bank, recently announced the results of operations for the three and nine months ended March 31. Core net income increased by $1.1 million, or 49%, to $3.5 million for the nine months ended March 31, or fully diluted core earnings per share (EPS) of $0.65 as compared to $2.4 million, or fully diluted core EPS of $0.42, for the same period in 2013. For the nine months ended March 31, net income increased to $3.2 million, or fully diluted EPS of $0.60, as compared to $2.4 million, or fully diluted EPS of $0.42, for the same period in 2013. Core income excludes net non-core (non-recurring) charges in the nine months ended March 31, related to a proxy contest, and does not constitute a financial measure under U.S. generally accepted accounting principles (GAAP). This core net income, net income, and EPS represents the largest nine-month core net income, net income, and EPS performance by Hampden Bancorp since its inception. At the company’s 2013 annual shareholders’ meeting that took place on Nov. 5, Hampden Bancorp’s stockholders elected the company’s director nominees and voted against a stockholder’s proposal. The expenses associated with this proxy contest totaled $410,000 for the nine months ended March 31, 2014 and are included in non-interest expense under U.S. GAAP. There were no non-core charges during the nine months ended March 31, 2013. Net income increased $196,000, or 23.8%, to $1.0 million for the three months ended March 31, 2014, or $0.19 per fully diluted share as compared to $825,000, or $0.15 per fully diluted share, for the same period in 2013. “We are pleased to deliver record basic earnings per share with an increase of 27% over the comparable quarter last year,” said Glenn Welch, president and CEO. “Year-to-date earnings per share have increased 42% over the same nine-month period in our 2013 fiscal year. Core earnings per share increased 53% for the same nine-month period. The company’s emphasis on commercial lending continues to pay dividends by providing strong loan and deposit growth. Despite the cost of our proxy contest, we have controlled expenses well, as demonstrated by the 3.7% decrease in non-interest expense quarter over quarter and 5.6% year to date. The company has and is negotiating with all major vendors to control costs. We continue to hold the line on increasing staff in an effort to remain efficient.” The company had an increase in net interest income of $1.0 million, or 7.4%, for the nine months ended March 31, 2014 compared to the nine months ended March 31, 2013. Interest and dividend income increased $757,000, or 4.2%, for the nine months ended March 31 compared to the same period last year, mainly due to an $812,000 increase in loan interest income due to an increase in average balances. For the nine months ended March 31, 2014, interest expense decreased by $284,000, or 6.8%, compared to the nine months ended March 31, 2013. This included a decrease in deposit interest expense of $526,000 due to a decrease in rates offset by an increase in the average balance of deposits. This decrease in deposit expense was partially offset by an increase in borrowing interest expense of $242,000 due to an increase in average balances offset by a decrease in rates. The net interest margin declined to 3.10% for the nine months ended March 31, compared to 3.15% for the nine months ended March 31, 2013. The provision for loan losses increased $75,000 for the nine months ended March 31, 2014 compared to the same period in 2013, primarily due to increased loan growth.

Florence Savings Bank Begins Construction on New Hadley Branch
FLORENCE  — Florence Savings Bank, a mutually-owned savings bank serving the Pioneer Valley through nine branch locations, announced that construction has begun for a new branch location at 377 Russell St. in Hadley. When completed, this new, 3,150-square-foot branch will replace the bank’s current Hadley location at 335 Russell St. Present plans call for a fall 2014 completion date and opening. Officials from the bank, the town of Hadley, and the architectural/construction teams celebrated the official start of the construction at a May 5 groundbreaking ceremony. Wright Builders Inc. and HAI Architecture are the firms working on the design and construction of the new branch. Amenities and features of the new branch will include direct access from Route 9; a full-service teller line with state-of-the-art technology for quick cash handling; walk-up and drive-up ATMs with smart technology for easy depositing; three drive-up lanes, including a drive-up ATM; expanded private offices and a private conference room; an energy-efficient building to minimize the carbon footprint; and a comfortable waiting area with a coffee bar and free wi-fi. Toby Daniels, vice president and current branch manager of the Hadley branch, will continue in that role in the new location. Hadley customers will be able to use the existing branch until the new construction and relocation are completed later this year. “We are all very excited about this new location and upgrade,” said John Heaps, Jr., president and CEO of Florence Savings Bank. “Hadley is a very important part of our market, and we look forward to bringing this new, dynamic, state-of-the-art facility to the town.” People interested in following the progress of the construction can do so by visiting the bank’s Facebook page at www.facebook.com/florencesavingsbank.

Holyoke Team Changes Name to Valley Blue Sox
HOLYOKE — Holyoke Blue Sox team officials announced recently that they have changed the name of the baseball team from Holyoke Blue Sox to Valley Blue Sox to more accurately reflect the market the team serves. “We want fans to know that we’re the Valley’s team,” said Blue Sox President Clark Eckhoff. “We’ve got dozens of great communities in our region, and by changing the name, we’re sending a more inclusive message: we want to be the Valley’s summer destination for fun, affordable, family entertainment. Added General Manager Hunter Golden, “I think one of the things that works to our advantage is that we play our games in Holyoke, so it allows us to reach a big audience, both north and south of the city.” Eckhoff bought the team last year and brought Golden on board soon after. The Blue Sox — which play their home games at Mackenzie Stadium, adjacent to Holyoke High School — will host this year’s New England Collegiate Baseball League All-Star Game on July 20.

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]

A Few Good Men

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The Women’s Fund of Western Massachusetts raised more than $15,000 through its “100 Good Men – Bourbon, Cigars, & Stella” event on May 1 at Twin Hills Country Club in Longmeadow. Top Left: Bill Trudeau of the Insurance Center of New England, an honorary host, with his wife, Tammy Trudeau. Top Right: Paul Doherty of Doherty, Wallace, Pillsbury and Murphy, an honorary host, and his wife, Dianne Doherty, founder of the Women’s Fund. Above: The event’s honorary hosts, from left, Jeff Fialky, Bacon Wilson, P.C.; Trudeau; Doherty; Anthony Cignoli, A.L. Cignoli Group; Jeremy Casey, Westfield Bank; Michael Vann, the Vann Group; state Rep. Aaron Vega; and William Wagner, Chicopee Savings Bank. Left: Michelle Theroux, incoming president of the board of directors of the Women’s Fund, and Vann. Below: The corporate committee that put together the event, from left, Julie Kumble, interim CEO of the Women’s Fund; Janet Casey, Marketing Doctor; MaryLynn Murray, Insurance Center of New England; Carol Campbell, Chicopee Industrial Contractors; Hannah Butler, Lenox Saw; Michelle Depelteau, Sunshine Village;
Erica Pellegrino, Lenox Saw; and
Allison Garriss, Clinical Support Options.

Departments Incorporations

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

AMHERST

GMASS Inc., 34 Main St., Unit 1, Amherst, MA 01002. Zhuangping Yi, same. Import and export.

EASTHAMPTON

ESB Investment Corporation, 36 Main St., Easthampton, MA 01027. Matthew Sosik, 97 Arnold Road, Fiskdale, MA 01518. Securities corporation.

EAST LONGMEADOW

New England Fence Works Corp., 26 James St., East Longmeadow, MA 01028. Samantha Marszalek, 403 Main St., Somers, CT 06071. Fencing and construction.

FEEDING HILLS

Musa Excavating Contractors Inc., 1132 North St. Ext., Feeding Hills, MA 01030. Aaron Musa, same. Excavation.

GREAT BARRINGTOIN

Jess Cooney Interiors Inc., 30 West Ave., Great Barrington, MA 01230. Jessie Cooney, same. Interior design and related services.

GREENFIELD

Lady Fatima Inc., 142 Mohawk Trail, Greenfield, MA 01301. Aneesa Batool, 25 Venice Ave., Johnston, RI 02919. Convenience store with gas station.

LENOX

FJV Sales & Consulting Corporation, 230 Hubbard St., Lenox, MA 01240. Francis Joseph Vahle Jr., same. Sales and consulting for the decorative laminate industry.

LUDLOW

Oasis Development Inc., 288 Woodland Circle, Ludlow, MA 01056. Marcel A. Nunes, same. Real estate and construction of new residential properties.

Polish American Catholic Assoc., 30 Lockland St., Ludlow, MA 01056. Caroline Bobala, 83 Booth St., Ludlow, MA 01056. To promote the faith basis organization.

NORTHAMPTON

Pamoja Tujenge International Development Corporation, 54 Columbus Ave., Northampton, MA 01060. Christine LaRouche, same. To assist communities in the Democratic Republic of Congo and put in place sustainable health and education infrastructures.

PITTSFIELD

F & J Restaurant Bar & Nightclub Inc., 1 Hall Place, Pittsfield, MA 01201. Jamie Marie Santos, same. Full-service restaurant.

Mezzie’s Variety Inc., 640 Tyler St., Pittsfield, MA 01201. Adam P. Lacasse, 98 Central Berkshire Blvd., Pittsfield, MA 01201. Variety store and luncheonette restaurant.

SOUTHAMPTON

Grace United Church Inc., 121 Pomeroy Meadow Road, Southampton, MA 01073. Stephen H. Behlke, same. Church.

SPRINGFIELD

Faith Christian Centers Inc., 37 Wilkes St., Springfield, MA 01119. Harold L. Moore, 31 Mallowhill Road, Springfield, MA 01129. Religious and charitable organization.

Mosy Restaurant Inc., 137 Chestnut St., Springfield, MA 01103. Oscar A. Mena, same. Latin food restaurant.

Banking and Financial Services Sections
A Thorough Analysis Can Help You Leverage IT as an Advantage

By GREG PELLERIN

Greg Pellerin

Greg Pellerin

“Cleanup in aisle 4!”

I was walking the aisles at my local grocery store last weekend when that all- too-familiar phrase was heard over the PA system.  I smiled and thought how cliché it had become.

‘Can’t wait for a good spring cleaning’ is another one that always makes me chuckle, but for a different reason. What’s so special about the spring that precludes us from doing that much-needed cleanup right now?

And so it goes with your IT network. More than ever before, an organization’s success is tied to technology. The challenge for many, however, is that data requirements have outgrown current infrastructure, and the perceived cost and complexity to upgrade is daunting, and therefore postponed until it’s too late.

Here’s the true story of a company that got moving just in time.

OAL Was Going AWOL

“We felt like we were spending too much time saying, ‘how much will this cost?’ not ‘how will this make us better?’” said Bill Weik, CEO of Orthopedic Associates of Lancaster, Pa. Founded in 1972, OAL is one of the most respected medical practices in Central Pennsylvania. The organization went paperless in 2003, one of the first in the country to do so, and the technology challenges began emerging soon after that.

“We’re one of those companies where we’re big enough to need IT support, but we don’t think it should be that difficult,” said Weik. He noted that OAL had already installed a practice-management system and e-mail, which met the practice’s needs back then. “When it came to tech support, we had an outsourced company that would come in a couple of days a week. But when we installed a PACS system in 2006, we decided we wanted an internal resource.”

The Best-laid Plans

“Our guy was trying to be the network engineer, the desktop manager, and more,” Weik said.
“He fixed things and did things that proved to be detrimental over time to our existing systems. It was like putting a bandage on a serious infection.”

In short, it was time for spring cleaning. OAL sought advice from a business partner, the chief information officer for the hospital with whom it was aligned. He recommended a well-respected IT and networking consultant with ties to the local healthcare community. As the hospital’s IT networking partner, it not only understood the complexities of current healthcare-technology needs, but could project five and 10 years into the future. The consultant recommended, then implemented, the following:

• A complete site assessment to define operational goals and identify current technology gaps;

• A networking, switching, routing, and security review to evaluate against best practices and create a road map to leverage IT as a competitive advantage; and

• A PC, server, and user-device inventory that included assessment of hardware condition, expandability, life expectancy, and replacement cost.

“They submitted a proposal to overhaul every server and every PC — everything except the cat-5 wire,” said Weik. The assessment also included a maintenance and replacement schedule as well as an outsourced monitoring and support plan. “The consultant made IT work for us, instead of us working for the IT department. Since we’re so technology-dependent, we got beyond the frustrations. Now, we’re running our business, and IT is there to support it.”


Where Do I Begin?

Technology-refresh decisions can be daunting, so start with an assessment.  Bring in an outside consultant with a fresh perspective.

Through on-site analysis and interviews with key organizational stakeholders, the consultant’s report should define IT operational goals and identify current technology gaps. An in-depth review of all of your critical technology areas should include an evaluation against best practices and provide a road map to better leverage IT as a competitive advantage. A complete cataloguing of organizational hardware, including an assessment of condition, expandability, life expectancy, and replacement cost, should also be performed. Then, and only then, can a good cleaning process begin.


What Time Is It? Where You Work?

Here in the northeast, nine feet of snow is finally gone, trees are budding, and healthcare and business IT professionals are awakening from their winter slumber to assess and refresh.

Spring is time for taking a fresh look around and fighting through that urge to push off today what you can do tomorrow. It’s also a time for that cleanup in aisle 4, before someone slips and can’t get up.


Greg Pellerin is a 15-year veteran of the telecommunications and IT industries and a co-founder of VertitechIT, a Holyoke-based business and healthcare IT networking and consulting firm; (413) 268-1605; [email protected]

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

GILL

96 Boyle Road
Gill, MA 01354
Amount: $195,000
Buyer: Nicholas E. Stevens
Seller: Karen Woodbury
Date: 04/11/14

75 West Gill Road
Gill, MA 01354
Amount: $179,000
Buyer: Wesley Brooks
Seller: Graveline, Theodore, (Estate)
Date: 04/09/14

GREENFIELD

82 Cleveland St.
Greenfield, MA 01301
Amount: $166,000
Buyer: Durand D. Lively
Seller: James E. Filipkowski
Date: 04/18/14

81 Devens St.
Greenfield, MA 01301
Amount: $146,500
Buyer: Rebecca G. Devino-Snow
Seller: Houten J. Van
Date: 04/18/14

337 Log Plain Road
Greenfield, MA 01301
Amount: $307,000
Buyer: Kenneth A. Ward
Seller: Peter J. Chornyak
Date: 04/10/14

17 Pickett Lane
Greenfield, MA 01301
Amount: $175,000
Buyer: Mark A. Fay
Seller: Sheila Wonsey
Date: 04/18/14

69 Riddell St.
Greenfield, MA 01301
Amount: $200,000
Buyer: Shamus P. Hogan
Seller: Adele B. Hall
Date: 04/10/14

40 School St.
Greenfield, MA 01301
Amount: $337,500
Buyer: STS Properties LLC
Seller: TAE Realty Inc. LLC
Date: 04/16/14

LEVERETT

312 Long Plain Road
Leverett, MA 01054
Amount: $215,728
Buyer: FNMA
Seller: Jaya S. Boerman
Date: 04/18/14

MONTAGUE

3 Church St.
Montague, MA 01349
Amount: $140,000
Buyer: Jeffrey S. Pratt
Seller: Nicholas E. Stevens
Date: 04/11/14

1 Davis St.
Montague, MA 01301
Amount: $198,000
Buyer: Nicholas C. Licata
Seller: Michael S. Thomas
Date: 04/11/14

21 West Main St.
Montague, MA 01349
Amount: $180,000
Buyer: Richard Young
Seller: Millers Falls Ent. LLC
Date: 04/09/14

NORTHFIELD

793 Millers Falls Road
Northfield, MA 01360
Amount: $215,000
Buyer: Reginald C. Neff
Seller: Everett E. Wickline
Date: 04/15/14

43 Warwick Road
Northfield, MA 01360
Amount: $219,528
Buyer: FNMA
Seller: Elizabeth A. Salls
Date: 04/14/14

ORANGE

East Road
Orange, MA 01364
Amount: $525,000
Buyer: Sea Mountain Ventures 2
Seller: Lane Construction Corp.
Date: 04/14/14

83 New Athol Road
Orange, MA 01364
Amount: $525,000
Buyer: Sea Mountain Ventures 2
Seller: Lane Construction Corp.
Date: 04/14/14

Route 2A
Orange, MA 01364
Amount: $525,000
Buyer: Sea Mountain Ventures 2
Seller: Lane Construction Corp.
Date: 04/14/14

SHELBURNE

241 Barnard Road
Shelburne, MA 01370
Amount: $140,000
Buyer: Anne L. Burdett
Seller: Dale Jones
Date: 04/17/14

SUNDERLAND

31 Garage Road
Sunderland, MA 01375
Amount: $230,000
Buyer: Jason M. Kicza
Seller: Peter A. Gelinas
Date: 04/15/14

320 River Road
Sunderland, MA 01375
Amount: $275,000
Buyer: Thaddeus C. Smiarowski
Seller: Charles J. Smiarowski
Date: 04/11/14

HAMPDEN COUNTY

AGAWAM

50 Birch Hill Road
Agawam, MA 01001
Amount: $210,000
Buyer: Robert F. Lemke
Seller: Paul D. Hess
Date: 04/17/14

28 Carmel Lane
Agawam, MA 01030
Amount: $219,900
Buyer: Douglas C. Johnson
Seller: George R. Roberts
Date: 04/07/14

652 Cooper St.
Agawam, MA 01001
Amount: $240,000
Buyer: Joseph Cobb
Seller: Mary A. Peterson
Date: 04/10/14

4 Corey St.
Agawam, MA 01001
Amount: $159,900
Buyer: Emily Cassidy
Seller: Gina M. Bishop
Date: 04/11/14

185 High St.
Agawam, MA 01001
Amount: $172,500
Buyer: Robbie Hewitt
Seller: James W. Fiore
Date: 04/15/14

1178 Main St.
Agawam, MA 01001
Amount: $128,000
Buyer: Martin M. Radewick
Seller: George R. Gagliarducci
Date: 04/14/14

23 New York Ave.
Agawam, MA 01030
Amount: $284,000
Buyer: Daniel S. Saimeri
Seller: Charles L. Flink
Date: 04/11/14

644 North St.
Agawam, MA 01030
Amount: $198,500
Buyer: Andrew M. Morrison
Seller: Christopher D. Rochon
Date: 04/11/14

45 Tom St.
Agawam, MA 01030
Amount: $246,000
Buyer: Jason M. Alexander
Seller: Daniel S. Saimeri
Date: 04/11/14

232 Walnut St.
Agawam, MA 01001
Amount: $179,000
Buyer: Paul E. Illouz
Seller: Liliya Kulyak
Date: 04/18/14

28 William St.
Agawam, MA 01030
Amount: $245,000
Buyer: Calvin H. Tang
Seller: Carol Cavicchioli
Date: 04/16/14

CHICOPEE

15 Daley St.
Chicopee, MA 01013
Amount: $187,500
Buyer: John Nadeau
Seller: James Whalen
Date: 04/15/14

120 Dejordy Lane
Chicopee, MA 01020
Amount: $323,000
Buyer: Michael Shea
Seller: Roger C. Paul
Date: 04/15/14

518 Lafleur Dr.
Chicopee, MA 01013
Amount: $159,800
Buyer: Charles E. Embury
Seller: Robert G. Gordon
Date: 04/15/14

95 Main St.
Chicopee, MA 01020
Amount: $175,000
Buyer: William J. Stetson
Seller: James L. Domingos
Date: 04/15/14

526 Pendleton Ave.
Chicopee, MA 01020
Amount: $327,000
Buyer: Gregory Guertin
Seller: Waycon Inc.
Date: 04/17/14

26 Plymouth St.
Chicopee, MA 01020
Amount: $157,000
Buyer: Monica Dossantos
Seller: FHLM
Date: 04/11/14

13 Rose St.
Chicopee, MA 01020
Amount: $235,000
Buyer: Joseph R. Wohlers
Seller: Francis Seymour
Date: 04/18/14

58 Szetela Dr.
Chicopee, MA 01013
Amount: $180,000
Buyer: Gustavo A. Hernandez
Seller: John W. Thomas
Date: 04/17/14

67 Wildermere St.
Chicopee, MA 01020
Amount: $155,500
Buyer: Nationstar Mortgage LLC
Seller: Lisa A. Crabtree
Date: 04/17/14

EAST LONGMEADOW

Black Dog Lane
East Longmeadow, MA 01028
Amount: $150,000
Buyer: John F. Gabriel
Seller: Black Dog Lane LLC
Date: 04/17/14

28 Fields Dr.
East Longmeadow, MA 01028
Amount: $466,000
Buyer: Paul G. Chiampa
Seller: D. R. Chestnut LLC
Date: 04/15/14

30 Sanford St.
East Longmeadow, MA 01028
Amount: $215,000
Buyer: Marisa Barone
Seller: Hilario A. Candelaria
Date: 04/15/14

9 William St.
East Longmeadow, MA 01028
Amount: $139,900
Buyer: Dale Petrolati
Seller: Wayne Blais
Date: 04/14/14

HAMPDEN

33 Colony Dr.
Hampden, MA 01036
Amount: $220,000
Buyer: Douglas A. Yandow
Seller: Blais, Elizabeth A., (Estate)
Date: 04/11/14

93 Sessions Dr.
Hampden, MA 01036
Amount: $153,000
Buyer: Lawrence R. Bauer
Seller: Donna Agard
Date: 04/11/14

HOLLAND

32 Barry Dr.
Holland, MA 01521
Amount: $130,000
Buyer: John D. Mitchell
Seller: Allen Keyes
Date: 04/14/14

21 Kimball Hill Road
Holland, MA 01521
Amount: $187,000
Buyer: Christopher M. Stevens
Seller: Patrick L. Lacaire
Date: 04/14/14

236 Mashapaug Road
Holland, MA 01521
Amount: $123,000
Buyer: Richard J. Lambert
Seller: Ronald A. Thebodo
Date: 04/17/14

HOLYOKE

54 Claremont Ave.
Holyoke, MA 01040
Amount: $193,500
Buyer: Mary M. Wiseman
Seller: Edward K. Lundrigan
Date: 04/11/14

100 Columbus Ave.
Holyoke, MA 01040
Amount: $155,000
Buyer: Daniel J. Cronin
Seller: Steven Reno
Date: 04/07/14

304 Homestead Ave.
Holyoke, MA 01040
Amount: $143,500
Buyer: Cindylou E. Chevalier
Seller: Richard A. Krzanowski
Date: 04/18/14

15 Keefe Ave.
Holyoke, MA 01040
Amount: $179,000
Buyer: FNMA
Seller: Joan A. Wright
Date: 04/15/14

56 Laurel St.
Holyoke, MA 01040
Amount: $133,600
Buyer: Alan J. Mailhott
Seller: Alan J. Mailhott
Date: 04/07/14

24 Myrtle Ave.
Holyoke, MA 01040
Amount: $159,400
Buyer: Amy A. Roque
Seller: Joniec, Joseph P., (Estate)
Date: 04/08/14

30 Quinn Dr.
Holyoke, MA 01040
Amount: $195,000
Buyer: Wanda Thomas
Seller: William J. Conz
Date: 04/18/14

24 Thomas Ave.
Holyoke, MA 01040
Amount: $117,200
Buyer: Richard R. Filley
Seller: FNMA
Date: 04/17/14

LONGMEADOW

384 Converse St.
Longmeadow, MA 01106
Amount: $355,000
Buyer: Heather L. Andresen
Seller: Jeffrey R. Cossin
Date: 04/11/14

78 Emerson Road
Longmeadow, MA 01106
Amount: $304,000
Buyer: Jean A. McCaffery
Seller: Carol R. Greco
Date: 04/11/14

114 Englewood Road
Longmeadow, MA 01106
Amount: $511,000
Buyer: Karen L. Mendelsohn
Seller: Boulder Hill Construction LLC
Date: 04/11/14

80 Glenbrook Lane
Longmeadow, MA 01106
Amount: $401,000
Buyer: Smitha Iyer
Seller: Rushton S. Zepernick
Date: 04/15/14

269 Green Hill Road
Longmeadow, MA 01106
Amount: $435,000
Buyer: Brian P. Marshall
Seller: Allan A. Broverman
Date: 04/16/14

200 Merriweather Dr.
Longmeadow, MA 01106
Amount: $465,000
Buyer: Sunil Sharma
Seller: Patrick O. Mulligan
Date: 04/16/14

35 Twin Hills Dr.
Longmeadow, MA 01106
Amount: $650,000
Seller: Albert I. Chang
Date: 04/08/14

95 Warren Terrace
Longmeadow, MA 01106
Amount: $248,000
Buyer: Augusto C. Bairos
Seller: Albert D. James
Date: 04/15/14

121 Wilkin Dr.
Longmeadow, MA 01106
Amount: $272,500
Buyer: Michael P. Bombich
Seller: Carol A. Fox
Date: 04/15/14

LUDLOW

1400 Center St.
Ludlow, MA 01056
Amount: $250,000
Buyer: Luso FCU
Seller: Anthony J. Budrecki
Date: 04/08/14

119 Haviland St.
Ludlow, MA 01056
Amount: $125,000
Seller: Carlos Goncalves
Date: 04/17/14

22 Lyon St.
Ludlow, MA 01056
Amount: $239,000
Buyer: Mary R. Misiaszek
Seller: Andrew J. Pietras
Date: 04/07/14

21 Regall St.
Ludlow, MA 01056
Amount: $175,500
Buyer: Trisha G. Machado
Seller: James F. Pereira
Date: 04/11/14

70 Sroka Lane
Ludlow, MA 01056
Amount: $229,500
Buyer: Manuel A. Lourence
Seller: David Archuleta
Date: 04/10/14

17 Stivens Terrace
Ludlow, MA 01056
Amount: $164,000
Buyer: Richard Sulikowski
Seller: Michael L. Olenick
Date: 04/18/14

23 White St.
Ludlow, MA 01056
Amount: $139,000
Buyer: Paul J. Adzima
Seller: Beverly J. Miller
Date: 04/17/14

MONSON

196 Bumstead Road
Monson, MA 01057
Amount: $167,800
Buyer: Orion P. Battige
Seller: Michael J. Edgett
Date: 04/18/14

PALMER

15 King St.
Palmer, MA 01069
Amount: $205,328
Buyer: FNMA
Seller: John F. Somers
Date: 04/17/14

48 Longview St.
Palmer, MA 01069
Amount: $202,500
Buyer: Patricia L. James
Seller: William R. Riley
Date: 04/17/14

SPRINGFIELD

114 Abbott St.
Springfield, MA 01118
Amount: $148,000
Buyer: Anthony P. Disantis
Seller: Maria Defatima
Date: 04/11/14

24 Benz St.
Springfield, MA 01118
Amount: $149,900
Buyer: Willie S. Ballard
Seller: Lucas Dempsey
Date: 04/11/14

80 Bevier St.
Springfield, MA 01107
Amount: $183,000
Buyer: Jorge A. Rivera
Seller: Deborah M. Tracy
Date: 04/15/14

5 Bog Hollow Road
Springfield, MA 01109
Amount: $146,000
Buyer: Darren James
Seller: Jason Balut
Date: 04/17/14

44 Calhoun St.
Springfield, MA 01107
Amount: $225,407
Buyer: JP Morgan Chase Bank
Seller: Juan Vazquez
Date: 04/17/14

40 Chalfonte Dr.
Springfield, MA 01118
Amount: $194,000
Buyer: Carlos E. Martinez
Seller: Collette A. Fox
Date: 04/07/14

50 Crystal Brook Dr.
Springfield, MA 01118
Amount: $172,000
Buyer: Salvador Dejesus
Seller: Sara Omartian
Date: 04/09/14

131 Fox Hill Road
Springfield, MA 01118
Amount: $169,083
Buyer: Cheryl A. Mumley
Seller: Sean P. Sullivan
Date: 04/18/14

122 Garland St.
Springfield, MA 01118
Amount: $117,000
Buyer: Iris R. Gonzalez
Seller: Nancy J. McGreal
Date: 04/11/14

64 Gillette Ave.
Springfield, MA 01118
Amount: $146,000
Buyer: Allison Sowa
Seller: Ann M. Martin
Date: 04/18/14

41 Howes St.
Springfield, MA 01118
Amount: $165,500
Buyer: Alana N. Murray
Seller: Stewart T. Hillios
Date: 04/08/14

97 Huron St.
Springfield, MA 01104
Amount: $141,500
Buyer: Karalynn M. Paley-Ryan
Seller: Salvador Dejesus
Date: 04/09/14

207 Jamaica St.
Springfield, MA 01119
Amount: $227,046
Buyer: US Bank
Seller: Yvonne R. Wallace
Date: 04/10/14

106 Littleton St.
Springfield, MA 01104
Amount: $129,900
Buyer: Francisco Luna
Seller: Syed A. Shamsi
Date: 04/16/14

406 Longhill St.
Springfield, MA 01108
Amount: $394,000
Buyer: Alfonso W. Nardi
Seller: Daniel J. Molta
Date: 04/08/14

63 Martel Road
Springfield, MA 01119
Amount: $159,000
Buyer: Charles L. Williams
Seller: Williams, Mary C., (Estate)
Date: 04/15/14

N/A
Springfield, MA 01128
Amount: $202,000
Buyer: Edgardo A. Marcano
Seller: Matthew J. Brodeur
Date: 04/10/14

97 Oak St.
Springfield, MA 01151
Amount: $116,000
Buyer: Joshua Reid
Seller: FNMA
Date: 04/07/14

538 Page Blvd.
Springfield, MA 01104
Amount: $221,000
Buyer: Samuel Springer
Seller: Tomasina Reyes
Date: 04/17/14

78 Phillips Ave.
Springfield, MA 01119
Amount: $139,900
Buyer: Gary A. Daula
Seller: Michael A. Torcia
Date: 04/18/14

70 Randolph St.
Springfield, MA 01108
Amount: $130,000
Buyer: Carlos M. Guzman
Seller: Lisa A. Howard
Date: 04/18/14

85 Shefford St.
Springfield, MA 01107
Amount: $246,000
Buyer: Jennifer S. Endicott
Seller: William P. Tarnowski
Date: 04/17/14

89 Weymouth St.
Springfield, MA 01108
Amount: $145,000
Buyer: Michael V. Placanico
Seller: Sara C. Anderson-Potts
Date: 04/14/14

109 Willowbrook Dr.
Springfield, MA 01129
Amount: $149,900
Buyer: Gregory G. Sprofera
Seller: Casey S. Fuller
Date: 04/18/14

SOUTHWICK

19 Beach Road
Southwick, MA 01077
Amount: $219,900
Buyer: Marta M. James
Seller: Christopher Tomashofski
Date: 04/18/14

37 Deer Run
Southwick, MA 01077
Amount: $455,000
Buyer: Pramod Sarraf
Seller: Pine Knoll Inc.
Date: 04/11/14

2 Dewitt Circle
Southwick, MA 01077
Amount: $374,000
Buyer: Mark Richardson
Seller: Michael F. McCormick
Date: 04/18/14

23 Laurel Ridge Road
Southwick, MA 01077
Amount: $120,000
Buyer: Fernando J. Carreira
Seller: Timothy S. Lawler
Date: 04/14/14

4 Nicholson Hill Road
Southwick, MA 01077
Amount: $280,000
Buyer: Andrey Antropov
Seller: Henry P. Beausoleil
Date: 04/16/14

1 Sugar Maple Lane
Southwick, MA 01077
Amount: $135,000
Buyer: EIG Properties LLC
Seller: Pinnacle Estates At the Ranch
Date: 04/15/14

94 Summer Dr.
Southwick, MA 01077
Amount: $152,265
Buyer: FHLM
Seller: Ransom Y. Place
Date: 04/08/14

WALES

2 Lake George Road
Wales, MA 01081
Amount: $183,900
Buyer: Joseph Mahoney
Seller: Nicholas Markopoulos
Date: 04/17/14

WEST SPRINGFIELD

76 Blossom Road
West Springfield, MA 01089
Amount: $304,900
Buyer: Ryan R. Donohue
Seller: Richard Duquette
Date: 04/17/14

65 Cataumet Lane
West Springfield, MA 01089
Amount: $350,000
Buyer: Richard Duquette
Seller: Michael D. Gonnello
Date: 04/17/14

59 Lowell St.
West Springfield, MA 01089
Amount: $150,000
Buyer: Nazira Kasimova
Seller: Khakim Kasimov
Date: 04/14/14

27 Lower Beverly Hills
West Springfield, MA 01089
Amount: $197,500
Buyer: Casey S. Fuller
Seller: Jeanne B. Brown
Date: 04/18/14

332 Sibley Ave.
West Springfield, MA 01089
Amount: $333,000
Buyer: Jonathan G. Wagner
Seller: Shibley Sweeney RT
Date: 04/18/14

256 Valley View Circle
West Springfield, MA 01089
Amount: $242,900
Buyer: Brandon T. Dantonio
Seller: Wanda J. Thomas
Date: 04/18/14

151 Woodmont St.
West Springfield, MA 01089
Amount: $158,500
Buyer: Andrew J. Fiala
Seller: Walter J. Dufresne
Date: 04/08/14

WESTFIELD

86 Devon Terrace
Westfield, MA 01085
Amount: $370,000
Buyer: Heidi J. Quigley
Seller: Christopher M. Weppner
Date: 04/11/14

Hillside Road
Westfield, MA 01085
Amount: $125,000
Buyer: Beth A. Dawson
Seller: Benjamin Hallmark
Date: 04/10/14

85 Orange St.
Westfield, MA 01085
Amount: $115,100
Buyer: Winchester RT
Seller: Stonecrest Income & Opportunity
Date: 04/14/14

Pochassic Road (off)
Westfield, MA 01085
Amount: $200,000
Buyer: Joseph P. Boisseau
Seller: Pauline Boisseau
Date: 04/11/14

26 Rachael Terrace
Westfield, MA 01085
Amount: $390,000
Buyer: Edwin P. Rowell
Seller: Kurt S. Shea
Date: 04/18/14

89 Reservoir Ave.
Westfield, MA 01085
Amount: $305,000
Buyer: Rajesh Sarwal
Seller: Rebecca W. Grubelic
Date: 04/17/14

15 Smith Ave.
Westfield, MA 01085
Amount: $180,000
Buyer: Jessica M. Benson
Seller: Lisa M. Bailey
Date: 04/17/14

188 Springdale Road
Westfield, MA 01085
Amount: $275,000
Buyer: Jessica Rodriguez
Seller: G&F Custom Built Homes Inc.
Date: 04/08/14

14 Valley View Dr.
Westfield, MA 01085
Amount: $164,900
Buyer: Antonio C. Bruno
Seller: Travis Modlish
Date: 04/08/14

West Road
Westfield, MA 01085
Amount: $200,000
Buyer: Joseph P. Boisseau
Seller: Pauline Boisseau
Date: 04/11/14

631 West Road
Westfield, MA 01085
Amount: $200,000
Buyer: Joseph P. Boisseau
Seller: Pauline Boisseau
Date: 04/11/14

39 West Silver St.
Westfield, MA 01085
Amount: $481,122
Buyer: LJB Realty LLC
Seller: William F. Barry
Date: 04/16/14

WILBRAHAM

15 Magnolia St.
Wilbraham, MA 01095
Amount: $149,900
Buyer: Michelle G. Williams
Seller: Marcella Bowyer
Date: 04/18/14

8 Marilyn Dr.
Wilbraham, MA 01095
Amount: $540,000
Buyer: Ryan M. Conway
Seller: James A. Dirico
Date: 04/18/14

5 Merrill Road
Wilbraham, MA 01095
Amount: $165,000
Buyer: Matthew J. Nardi
Seller: Triton Leasing & Rental LLC
Date: 04/18/14

407 Monson Road
Wilbraham, MA 01095
Amount: $229,000
Buyer: William J. Henaghan
Seller: New England Developers
Date: 04/18/14

505 Mountain Road
Wilbraham, MA 01095
Amount: $195,000
Buyer: Samantha D. Burns
Seller: Simpson, William C., (Estate)
Date: 04/18/14

25 Red Gap Road
Wilbraham, MA 01095
Amount: $555,000
Buyer: Kurt L. Brannigan
Seller: Zigmund A. Peret
Date: 04/18/14

22 W. Colonial Road
Wilbraham, MA 01095
Amount: $292,750
Buyer: Vinculum LLC
Seller: Strype Hampden RT
Date: 04/18/14

HAMPSHIRE COUNTY

AMHERST

57 East Pleasant St.
Amherst, MA 01002
Amount: $930,000
Buyer: 57 East Pleasant St. LLC
Seller: James H. David
Date: 04/09/14

131 Middle St.
Amherst, MA 01002
Amount: $765,520
Buyer: Alison Green-Barton
Seller: William V. Farnham
Date: 04/07/14

180 Strong St.
Amount: $339,000
Buyer: David S. Jones
Seller: Mary M. Cathcart
Date: 04/18/14

331 Strong St.
Amherst, MA 01002
Amount: $460,000
Buyer: Meredith R. Rolfe
Seller: Lois E. Dethier
Date: 04/15/14

27 The Hollow
Amherst, MA 01002
Amount: $160,000
Buyer: RGINK LLC
Seller: Housing Allowance Project
Date: 04/17/14

BELCHERTOWN

531 Bardwell St.
Belchertown, MA 01007
Amount: $170,000
Buyer: Thiago Garcia
Seller: Deborah J. Porter-Savoie
Date: 04/07/14

682 Bay Road
Belchertown, MA 01007
Amount: $130,000
Buyer: Keith V. Brace
Seller: Michael E. Misiaszek
Date: 04/17/14

66 Granby Road
Belchertown, MA 01007
Amount: $455,304
Buyer: Jessica K. Dubois
Seller: Carriage Town Homes LLC
Date: 04/09/14

111 Mill Valley Road
Belchertown, MA 01007
Amount: $279,900
Buyer: Rocco J. Malaspina
Seller: Vision Investment Props.
Date: 04/08/14

250 Mill Valley Road
Belchertown, MA 01007
Amount: $299,095
Buyer: FHLM
Seller: Joseph W. Koslik
Date: 04/15/14

EASTHAMPTON

23 Beyer Dr.
Easthampton, MA 01027
Amount: $220,500
Buyer: Jeffrey A. Zera
Seller: Ronald A. Duval
Date: 04/17/14

19 Chestnut St.
Easthampton, MA 01027
Amount: $192,000
Buyer: Matthew Nalewanski
Seller: Elizabeth A. Cowell
Date: 04/17/14

13 Clinton St.
Easthampton, MA 01027
Amount: $225,000
Buyer: Beverly W. Floyd
Seller: Zofia Baranowski
Date: 04/16/14

12 Knight Ave.
Easthampton, MA 01027
Amount: $234,000
Buyer: Erich D. Roggenbuck
Seller: Toby J. Flanagan

63 Loudville Road
Easthampton, MA 01027
Amount: $170,000
Buyer: Allen R. Tautznik
Seller: Bernard P. Gawle
Date: 04/14/14

45 Pleasant St.
Easthampton, MA 01027
Amount: $289,000
Buyer: Benjamin Premo
Seller: Daniel L. Polachek
Date: 04/10/14

46 Union St.
Easthampton, MA 01027
Amount: $465,000
Buyer: Stephen C. Robinson
Seller: Thomas H. Gelb
Date: 04/14/14

GRANBY

153 Batchelor St.
Granby, MA 01033
Amount: $203,000
Buyer: Edwin E. Olmeda
Seller: FNMA
Date: 04/07/14

139 Carver St.
Granby, MA 01033
Amount: $391,000
Buyer: Celine M. Hamilton-Quill
Seller: Raymond F. Turgeon
Date: 04/09/14

HADLEY

88 Mount Warner Road
Hadley, MA 01035
Amount: $550,000
Buyer: Nicholas M. Simonich
Seller: Joel M. Greenbaum
Date: 04/15/14

HATFIELD

Jericho Road
Hatfield, MA 01038
Amount: $130,000
Buyer: Aquadro FT
Seller: Scott C. Harlow
Date: 04/08/14

NORTHAMPTON

357 Bridge St.
Northampton, MA 01060
Amount: $417,000
Buyer: Michael R. Banas
Seller: Hutchins Family Partnership
Date: 04/09/14

98 Brierwood Dr.
Northampton, MA 01062
Amount: $239,000
Buyer: Lukas J. Rosov
Seller: Powers FT
Date: 04/16/14

20 Middle St.
Northampton, MA 01062
Amount: $265,000
Buyer: Bradley B. Bacom
Seller: Fournier, Catherine A., (Estate)
Date: 04/15/14

721 Westhampton Road
Northampton, MA 01062
Amount: $195,000
Buyer: Lindsay Rhoades
Seller: FNMA
Date: 04/17/14

PELHAM

142 Amherst Road
Pelham, MA 01002
Amount: $150,000
Buyer: Carey Clouse
Seller: United Church Of Pelham
Date: 04/08/14

SOUTH HADLEY

12 Alvord St.
South Hadley, MA 01075
Amount: $385,000
Buyer: Jeffrey Millard
Seller: Michael J. Canter
Date: 04/10/14

117 College St.
South Hadley, MA 01075
Amount: $125,000
Buyer: Mamoona Azam
Seller: Jeffrey Barna
Date: 04/18/14

13 Magnolia Terrace
South Hadley, MA 01075
Amount: $170,000
Buyer: Donna M. Theroux
Seller: Delmer F. Borah
Date: 04/07/14

568 Newton St.
South Hadley, MA 01075
Amount: $425,000
Buyer: 568 Newton Street RT
Seller: Sicotte, Marilyn J., (Estate)
Date: 04/17/14

WARE

130 Babcock Tavern Road
Ware, MA 01082
Amount: $185,000
Buyer: Susan J. Beachell
Seller: Michael A. Edwards
Date: 04/16/14

125 Bacon Road
Ware, MA 01082
Amount: $289,900
Buyer: Melvin C. Weagle
Seller: Michael Shea
Date: 04/15/14

3 Boivin Ave.
Ware, MA 01082
Amount: $121,000
Buyer: Paul A. Darling
Seller: Mark R. Sowersby
Date: 04/10/14

WILLIAMSBURG

4 Pine St.
Williamsburg, MA 01096
Amount: $235,000
Buyer: Kenneth I. Borden
Seller: David B. Adair
Date: 04/15/14

WORTHINGTON

76 Radiker Road
Worthington, MA 01098
Amount: $159,021
Buyer: FNMA
Seller: Carol L. Simisky
Date: 04/09/14

Briefcase Departments

Improvements Begin to Camp STAR Angelina
SPRINGFIELD  — State Energy and Environmental Affairs (EEA) Secretary Richard K. Sullivan Jr. was on hand recently for a groundbreaking ceremony for improvements to Camp STAR Angelina in Springfield’s Forest Park. “The Patrick Administration is committed to creating open space and parks across the Commonwealth because recreational opportunities improve the lives of both residents and visitors,” Sullivan said. “We are especially thrilled to help make Camp STAR Angelina the first universally designed day camp in Western Mass.” The Patrick Administration provided $1.23 million to help fund the construction of a zero-depth entry pool and accessible bath house, a universal outdoor amphitheater, and an accessible trail to Porter Lake. The pool is expected to open in time for campers to use it this summer, and the amphitheater and trail are expected to be completed this fall. The city of Springfield is contributing $600,000 toward the project. These upgraded facilities will also be made available to the public for a wide range of programs and events, such as picnics, family reunions, swimming, school field trips, and outdoor theater. Camp STAR Angelina, situated in the 700-acre Forest Park, serves youth and young adults with and without disabilities, medical concerns, and hearing and visual impairments. “All of our residents, especially the youth of Springfield, deserve the opportunity to participate in outdoor recreation regardless of physical ability,” Springfield Mayor Domenic Sarno said. “Camp STAR Angelina will become the home of therapeutic recreation for the city.” Springfield is one of seven cities across Massachusetts receiving funding through EEA’s Signature Urban Parks program. Through this program, the Patrick administration seeks to revitalize urban communities by opening up or upgrading green spaces for outdoor recreation and improving access to natural resources like waterways and historic neighborhood landmarks. “This is a great investment in the Springfield community,” said state Sen. James Welch. “These improvements to Camp STAR Angelina will create a terrific resource for our residents.”

Five Area Finalists Chosen for Nonprofit Excellence Awards
WESTERN MASS. — The Massachusetts Nonprofit Network (MNN) recently announced that five nonprofits and nonprofit professionals in the Pioneer Valley and Berkshires have been selected as finalists for the 2014 Nonprofit Excellence Awards. They include the Berkshire Youth Development Project , which serves youth and young adults in Berkshire County; Jay Breines, CEO of the Holyoke Health Center, which provides low-cost medical care; Nonotuck Resources Associates Inc. in Florence, which improves service access and delivery to people with developmental and intellectual disabilities; Donovan Arthen, executive director of PeaceJam New England in Northampton, which matches Nobel Peace Prize laureates with youth in a mentorship program centering on service learning and taking action for positive change; and the Western Massachusetts Network to End Homelessness, which serves homeless and at-risk individuals and families across the region. The Excellence Awards will be presented at MNN’s celebration of Nonprofit Awareness Day, a statewide holiday on June 9 that highlights the work of the nonprofit sector and raises awareness of causes throughout Massachusetts. “Nonprofit Awareness Day was created to recognize the impact and importance of the more than 33,000 nonprofits and almost a half-million nonprofit employees that provide invaluable services and are the cornerstones of our communities,” said Rick Jakious, CEO of the Massachusetts Nonprofit Network. “The Excellence Award finalists truly exemplify the most innovative, creative, and effective work being done throughout the Commonwealth.”

State Gets Reprieve from ACA Compliance
WASHINGTON, D.C. — Federal officials have granted Massachusetts an additional year to transition to full compliance with the Affordable Care Act, giving state health insurers until 2017 to replace their criteria for setting small-business premium rates with federal criteria. It was the latest federal move to delay implementation of the health law aimed at expanding health insurance nationally. Under pressure from small-business owners who feared federal criteria used to determine rates would increase their insurance premiums, state officials had asked Obama administration officials for more time and flexibility in adapting the national standards. Federal officials agreed last year to give Massachusetts a three-year timetable. Patrick, in a statement, thanked the White House “for affording us this flexibility that will help our small businesses more smoothly transition into compliance with the Affordable Care Act.”

Non-residential Building Inches Down in March
BOSTON — Non-residential construction spending inched down in March, making it the third consecutive month in which spending declined. Non-residential construction spending fell 0.1% on a monthly basis in March but has risen 4.4% on a yearly basis, according to a May 1 release by the U.S. Census Bureau. Spending for the month totaled $568.5 billion on a seasonally adjusted, annualized basis. Anirban Basu, chief economist for Associated Builders and Contractors, said the report isn’t too worrisome. “The factors that have produced recent economic and construction slowdowns appear to be temporary for the most part and not a sign of emerging economic turbulence. Given recent reports of increased private-sector hiring, construction activity should pick up meaningfully during the second quarter.” Overall, seven of 16 non-residential construction subsectors posted increases in spending in March: highways and streets, lodging, office, transportation, water supply, manufacturing, and religious. Nine categories saw declines in March: communications, education, commercial, public safety, sewage and waste disposal, amusement and recreation, healthcare, conservation and development, and power.

State Recognizes Programs for Energy and Environmental Education
BOSTON — The state office of Energy and Environmental Affairs (EEA) recently honored 27 programs — 22 schools and five nonprofits — at the 20th annual Secretary’s Awards for Excellence in Energy and Environmental Education. “We are proud to recognize the students, teachers, and nonprofits raising awareness about energy and environmental issues affecting Massachusetts and the planet,” said EEA Secretary Richard K. Sullivan Jr. “The ideas, research, and knowledge being recognized today show the forward thinking of our youth and how ready they are for the challenges ahead.” Winners competed for $5,000 in awards, funded by the Massachusetts Environmental Trust with the intention to fund further environmental education initiatives at the schools. EEA solicited nominations in early 2014. Two of the honorees were from Western Mass: the Eco Club at Minnechaug Regional High School in Wilbraham (students in grades 9-12), and the Korpita Kids Green Team at Williamsburg Elementary School (grade 2 students and teacher Johanna Korpita).

STCC Student Wins Elevator-pitch Contest
SPRINGFIELD — Anthony Grandoit, a Springfield Technical Community College student took first place at a recent elevator-pitch competition, part of the annual awards ceremony and banquet for the Harold Grinspoon Charitable Foundation’s Entrepreneurship Initiative. Before a crowd of more than 450, Grandoit pitched the “Baby Keurig,” which he called a “faster, cleaner, convenient way to keep your baby fed.” Mike Mullen, a student at UMass Amherst, took second place for his business concept Kloudbook, a mobile app to keep track of contact information. Finally, Scott Abdow, a student at Greenfield Community College, took third place with Game On!, an event-based entertainment center for card and board gamers. Representatives from six area banks — Berkshire Bank, Country Bank for Savings, First Niagara Bank, PeoplesBank, United Bank, and Westfield Bank — once again sponsored the elevator-pitch competition and served as judges at the April 30 event at the Log Cabin Banquet and Meeting House in Holyoke. An elevator pitch is an overview of an idea for a new business. The name reflects the fact that a pitch can be delivered in the time span of an elevator ride, roughly 90 seconds. The term is used when an entrepreneur pitches an idea to a venture capitalist to receive funding. The live event featured 15 students representing each of the 14 participating local colleges: American International College, Amherst College, Bay Path College, Elms College, Greenfield Community College, Hampshire College, Holyoke Community College, Mount Holyoke College, Smith College, Springfield College, Springfield Technical Community College, UMass Amherst, Western New England University, and Westfield State University. The first-, second-, and third-place winners received $1,000, $750, and $500 respectively. Each student received $100 for participating.

Chamber Corners Departments

AFFILIATED CHAMBERS OF COMMERCE OF GREATER SPRINGFIELD
www.myonlinechamber.com
(413) 787-1555

• May 21: Capital Matchmaking/Business Coaching, 1-4 p.m., at La Quinta Inn and Suites, 100 Congress St., Springfield. This is a business borrower and lender matchmaking event, ideal for small businesses. Presented by the U.S. Small Business Administration and Common Capital, in cooperation with the Affiliated Chambers of Commerce of Greater Springfield. Reservations are complimentary, but required. Contact Oreste Varela at [email protected] or (413) 785-0484 for information.

• May 27: ACCGS Pastries, Politics & Policy, 8-9 a.m., at the TD Bank Conference Center, 1441 Main St., Springfield. Designed for political and policy junkies, featuring a policy expert and member of the Patrick administration. Reservations are $15 for members, $25 for general admission. Reservations may be made online at www.myonlinechamber.com or by contacting Cecile Larose at [email protected].

• June 4: ACCGS Business@Breakfast, 7:15-9 a.m. Hosted by Springfield College at the Richard Flynn Campus Union. Topic: “Inspiring a Creative Corporate Culture.” Reservations are $20 for members, $30 for general admission. Reservations may be made online at www.myonlinechamber.com or by contacting Cecile Larose at [email protected].

• June 12: ERC5 Annual Meeting, 11:30 a.m. to 1:30 p.m., at the Blake Dining Commons, Bay Path College, 588 Longmeadow St., Longmeadow. Reservations are $20 for members, $25 for general admission. Reservations may be made online at www.myonlinechamber.com or by contacting Cecile Larose at [email protected].

• June 26: ACCGS Annual Meeting, 11:30 a.m. to 1 p.m., at the Sheraton Springfield, One Monarch Place, Springfield. The year in retrospect, and presentation of the 2014 Richard J. Moriarty Citizen of the Year award. Reservations are $40 for members, $60 for general admission. Reservations may be made online at www.myonlinechamber.com or by contacting Cecile Larose at [email protected].

AMHERST AREA CHAMBER OF COMMERCE

www.amherstarea.com
413-253-0700

• May 28: Chamber After 5, 5-7 p.m. at Amherst Laser and Skin Care Center, 264 North Pleasant St., Amherst. Cost: $10 for members, $15 for guests.

• June 19-22: Taste of Amherst 2014. Come enjoy four days of fun at the 2014 Taste of Amherst, on the Amherst Town Common. Live entertainment will be provided by 93.9 the River, fun family events, and more than 20 local restaurants. Eat, play, dance, and celebrate all of what Amherst has to offer. Hours: Thursday, June 19, 5-9 p.m.; Friday, June 20, 5-10 p.m.; Saturday, June 21, noon-10 p.m.; Sunday, June 22, noon-4 p.m.

• June 25: Chamber After 5, 5-7 p.m. New Member Reception. Don’t miss this annual event, hosted by all the businesses at 25-35 University Dr.:
Cheryl Nina Salon, Encharter Insurance LLC, J. F. Conlon & Associates, Sawicki Real Estate, and 
Ziomek & Ziomek, Attorneys at Law. The Pub will provide food and drink. Sponsored by Greenfield Savings Bank.
Tickets: Free for new members (if you joined between June 2013 and June 2014), $10 for members, and $15 for non-members.

• July 21: Amherst Area Chamber of Commerce 11th Annual Golf Tournament, 10:30 a.m. to 7 p.m., at Hickory Ridge Golf Course, Pomeroy Lane, Amherst. Registration and lunch are from 10:30 a.m. to noon, with a shotgun start at noon, and reception and dinner starting at 5 p.m. Cost: $125 per player. Presented by Hampshire Hospitality Group. Co-scholarship sponsor: Cooley Dickinson Health Care. Silver sponsors: Encharter Insurance, J.F. Conlon & Associates, MBA. Dinner sponsor: Fallon Community Health Plan. Lunch sponsor: Davis Financial Group, LLC. Bronze sponsors: Daily Hampshire Gazette, NEPM, Steve Lewis Subaru. Carts sponsor: Taylor Rental. Water sponsor: Atkins Farms Country Market. Towels: Hampshire College.

CHICOPEE CHAMBER OF COMMERCE
www.chicopeechamber.org
(413) 594-2101

• May 28: Salute Breakfast, 7:15-9 a.m., at Elms College, 291 Springfield St., Chicopee. Tickets: $20 for members, $26 for non-members. Sign up online at www.chicopeechamber.org.

• June 25:
June Business After Hours, 5-7 p.m., at Teddy Bear Pools & Spas. Tickets: $10 for members, $15 for non-members.

• June 4: Member workshop, “Grow Your Business with E-mail Marketing and Social Media,” 9-11 a.m., at La Quinta Inn & Suites, 100 Congress St., Springfield. Sponsored by First American Insurance Agency Inc. Free for members, this workshop is designed to give small businesses and nonprofit organizations some simple ideas for growing their customer, prospect, or member network by using e-mail and social-media marketing. We will discuss what type of content to use in your campaigns; how to get more people to stop and read your messages; how to get more action, or reaction, to your messages and offers; why using images on social-media channels creates higher engagement; and why your content should be mobile-friendly. You’ll learn what it means to run effective e-mail and/or social-media marketing campaigns and what tools you can use to measure the success of your efforts without spending lots of time or money. Participants will leave with a workbook full of ideas for timing their messages, how to write a winning subject line, what kinds of offers or content they want to try, and how best to approach their next outreach project. This is a great workshop for beginners in online marketing looking to accomplish more in less time with a small budget.

• June 26: Member workshop, “E-mail Marketing for Success: Creating Effective Newsletters & Announcements,” 9-11 a.m., at La Quinta Inn & Suites, 100 Congress St., Springfield. Sponsored by First American Insurance Agency Inc. At the heart of small-business marketing are the campaigns that drive action — collections of marketing activities that help a small business or organization achieve its goals and objectives. Newsletters and announcements have become a core component of those campaign choices. E-mail is more important than ever to the communication efforts of businesses and nonprofits everywhere, and to customers, donors, clients, and supporters of those organizations. This session will reveal some simple but effective best practices and considerations for the small-business or nonprofit seeking to make their e-mail newsletters more effective. Attendees of this presentation will learn the different types of newsletters; what to write about in your newsletter or announcement and how to consider using images; subject-line best practices and when to send your newsletter; the importance of understanding how connected e-mail and social media are, and how they have to be done together; and what types of additional tools might be useful. Join us and learn some great new strategies to help your e-mail and social-media efforts be more effective components of one of the core campaign types, newsletters and announcements.

FRANKLIN COUNTY CHAMBER OF COMMERCE
www.franklincc.org
(413) 773-5463

• June 6: First Friday in Greenfield, 5-8 p.m. “Gotta Bee Downtown!” — a bee celebration. Live music, discounts, refreshments, art. All are welcome for free. Contact the chamber for more information at (413) 773-5464; www.franklincc.org

• June 27: Annual Meeting and Legislative Breakfast, 7:30-9 a.m., at Terrazza Ristorante, Country Club Road, Greenfield. Elected state officials and chamber election of officers. Tickets: $13 for chamber members, $15 for non-members. Contact the chamber for more information at (413) 773-5464 or www.franklincc.org

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

• June 12: Networking by Night Business Card Exchange, 5-7 p.m.,  North Country Landscapes and Garden Center, One Main Road (Route 66), Westhampton. Sponsored by Innovative Business Systems. Door prizes, hors d’ouevres, and host beer and wine. Tickets: $5 for members, $15 for future members.

• June 16:
Move the Mountain Networking Event, 4:30-7 p.m., at Holyoke Country Club, Country Club Road (off Route 5), Holyoke. Join with Greater Easthampton and Greater Holyoke chamber members as we ‘move the mountain’ to network together. Presented by the Greater Easthampton Chamber of Commerce and the Greater Holyoke Chamber of Commerce. Door prizes, hors d’oeuvres, and cash bar. Cost: $10 for Greater Easthampton and Holyoke chamber members, $15 for non-members.

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

• May 19: 46th Annual Chamber Cup 2014 Golf Tournament, starting at 10:30 a.m. at Wyckoff Country Club, 233 Easthampton Road, Holyoke. Registration and lunch at 10:30 a.m.; shotgun start at noon (scramble format); dinner following game with elaborate food stations catered by the Log Cabin.  Cost: $125 per player includes lunch, 18 holes of golf, cart, and dinner. Dinner only: $25. Winner awards, raffles, and cash prizes follow dinner. Tournament sponsors: the Log Cabin and PeoplesBank. Corporate sponsors: Dowd Insurance, Goss & McLain Insurance Agency, Holyoke Gas & Electric, Mountain View Landscapes, Holyoke Medical Center, People’s United Bank, and Resnic, Beauregard, Waite & Driscoll. For reservations, call the chamber Office at (413) 534-3376 or register online at holyokechamber.com.

• May 28:
Greater Holyoke Chamber of Commerce Annual Meeting, 5 p.m., at the Delaney House. Sponsored by the Greater Holyoke Chamber Corporate Leaders. The program will be followed by the presentation of the Fifield Award celebrating the volunteer of the year. Join elected officials as they award various proclamations to the esteemed recipient. Networking and cocktails begin at 5; business meeting and elections are at 5:30, followed by dinner at 6. The program will include the chamber’s plan for 2014-15, an overview of how the chamber is working for its members, and a salute to new members. Admission: $30 in advance, $40 at the door. The public is invited to attend.

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

• May 19: Bitcoin Informational Seminar, 3-4 p.m., at the Forbes Library,  20 West St., Northampton. Sponsor: Greater Northampton Chamber of Commerce. Special guest: Jesse Vanek. In this seminar, we will cut through the hype and examine basic Bitcoin concepts, including a review of arguments for and against this powerful, often misunderstood, and potentially disruptive new technology. Designed for those who wish to better understand the potential risks and rewards of using, investing in, and accepting Bitcoin as payment for goods and services, this class is intended to provide a sound introduction that enables participants to make informed decisions about Bitcoin, for the benefit of themselves and their businesses. The program is free, but pre-registration is required. To register, call (413) 584-1900 or e-mail [email protected].

• June 4:
Arrive@ 5, 5-7 p.m., at Black Birch Vineyard. Sponsored by Johnson & Hill Staffing Services, the Creative, and viz-bang! Cost: $10 for members, $15 for non-members. Register at [email protected].

• June 19: “The Art of Small Business: Pricing,” 9-10:30 a.m. Hosted and sponsored by the Greater Northampton Chamber of Commerce, 99 Pleasant St., Northampton. Special guest: Don Lesser of Pioneer Training. Lesser has been a consultant and business owner for more than 30 years. His companies have grown and shrunk and grown again, and the nature of his business has changed over the years. “The Art of Small Business” contains the insights and techniques that have contributed to his success. Highlights: Apple never discounts. Clothing stores build in a series of discounts to the initial price. Consulting companies use various techniques to avoid quoting an hourly rate. Law firms typically quote an hourly rate and stick to it. How do you determine what rate you should charge for your time? Too high, and you scare clients away; too low, and your clients undervalue your work. There is an art to setting a price for your work. What is a livable rate for your work? What is the range of rates for your work in your market? How do you price a job, and how do you cover add-ons and other changes? Do you have separate rates for different types of clients? What about donating services? How do you negotiate rates with a potential client? This workshop covers the process of determining your rate and sticking to it. Cost: $20 for members, $25 for non-members.

NORTHAMPTON AREA YOUNG PROFESSIONAL SOCIETY
www.thenayp.com
(413) 584-1900

• June 12: Nonprofit Board Fair, 5 p.m. at the Smith College Conference Center, 51 College Lane, Northampton. Learn about, connect with, and help lead local nonprofits. Nonprofits count on volunteers like you to lead them to success. The United Way of Hampshire County and NAYP have once again partnered to host the Nonprofit Board Fair, a signature event featuring nonprofits throughout the Pioneer Valley whose leadership will be on hand to talk to interested candidates about serving on their organizations’ boards of directors. There will be a variety of organizations from large to small, representing a mix of essential services, including economic security, community building, children and education, the environment, health and disabilities, elder care, the arts, and advocacy and access. This event is ideal for younger professionals seeking this type of engagement for the first time, as well as seasoned professionals with prior board experience.

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

• May 19: “Prime Rib & Poker!” Annual Golf Tournament, at Shaker Farms Country Club. Registration is a 10 a.m., with a shotgun start at 11. Visit the chamber’s website’s for information on this annual event. Sponsorship opportunities are still available. Call Pam at the chamber office for more information at (413) 568-1618.

• June 2: Mayor’s Coffee Hour, 8-9 a.m., at Baystate Dental, 29 Broad St., Westfield. Join Mayor Dan Knapik for an informal talk about Westfield. Free and open to the public, but call Pam at the chamber to register at (413) 568-1618.

• June 11:
After 5 Connection, 5-7 p.m., at Westfield Bank, 462 College Highway, Southwick. Sponsored by Pro Tours & Cruises of Southwick. Great connection opportunities. Complimentary refreshments provided. Walk-ins are welcome. Cost:  $10 for members, $15 for non-members (cash at the door). To register. call Pam at the chamber at  (413) 568-1618.

• June 12: Chamber’s Spring Marketing Speaker Series 2, 8:30-11 a.m., at the Holiday Inn Express, 39 Southampton Road, Westfield. Topic: “E-mail Marketing for Success: Creating Effective Newsletters & Announcements.” Speaker:  Liz Provo, authorized local expert for Constant Contact. Cost: free to chamber members, $25 for non-members. For more information, call Pam at the chamber office at (413) 568-1618.

• June 20: June Breakfast, 7:15-9 a.m., at the Ranch Golf Club, 65 Sunnyside Road, Southwick. Sponsors: platinum, First Niagara; gold, United Bank; silver, United Way of Pioneer Valley. Speaker: Superintendent of Schools Dr. Suzanne Scallion. Cost: $25 for members, $30 for non-members. Consider donating a raffle prize. To register, call Pam at the chamber at (413) 568-1618.

• June 25: Chamber’s Spring Marketing Speaker Series 3, 8:30-11 a.m., at the Holiday Inn Express, 39 Southampton Road, Westfield. Topic: “You’re Social. Now What? Is It Working?” Speaker: Liz Provo, authorized local expert for Constant Contact. Cost: Free to chamber members, $25 for non-members. For more information, call Pam at the Chamber office at (413) 568-1618.

• June 27: Local Legislative Luncheon, 11:30 a.m. to 1 p.m., at Tekoa Country Club, 459 Russell Road, Westfield. The luncheon is for the chamber communities of Blandford, Chester, Granville, Huntington, Montgomery, Russell, Southwick, Tolland, Westfield, and Woronoco. The state legislators for each community have been invited to speak. Sponsorship opportunities are available. Cost: TBA. For more information, call Pam at the chamber office at (413) 568-1618.

PROFESSIONAL WOMEN’S CHAMBER
www.professionalwomenschamber.com
(413) 755-1310

• June 3: PWC Woman of the Year, 5:30 p.m., at the Castle of Knights, 1599 Memorial Dr., Chicopee. Honoring Carol Campbell, president, CEO, and founder of Chicopee Industrial Contractors. Reservations cost $55. Register online at www.myonlinechamber.com or by contacting Cecile Larose at [email protected].

• June 10: PWC Ladies Night Member Reception, 5-7 p.m., at Fathers & Sons, 989 Memorial Ave., West Springfield. Enjoy complimentary wine and refreshments. Reservations are free. To register, e-mail Dawn Creighton at [email protected].

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

• May 21: Networking Lunch, noon to 1:30 p.m., Kaptain Jimmy’s in Agawam. You must be a member or guest of a member to attend. Enjoy a sit-down lunch while networking with fellow chamber members. Each attendee will get a chance to offer a brief sales pitch. The only cost to attend is the cost of your lunch. Attendees will order off the menu and pay separately the day of the event. Please note that we cannot invoice you for these events. For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected].

• June 11: Wicked Wednesday, 3-6 p.m., at Six Flags New England. 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. For more information or for tickets, contact the chamber office at (413) 426-3880 or e-mail [email protected].

• June 19: Annual Breakfast Meeting, 7-9 a.m., at Chez Josef, Agawam. Sponsored by OMG and Development Associates. The event will kick off with the welcoming of new chairman John Weiss and the incoming WRC board of directors. Cost: $25 for chamber members, $30 for non-members. For more information and for tickets, contact the chamber office at (413) 426-3880 or e-mail [email protected].

• August 18: Annual Golf Tournament, at the Ranch Golf Course, Southwick. Registration is at 11:30 a.m., with lunch at noon and a shotgun start at 1 p.m. Cost: $125 for golf and dinner. For more information or for tickets, contact the chamber office at (413) 426-3880 or e-mail [email protected].

Business of Aging Sections
Marketing to Baby Boomers Poses Challenges, Opportunities

Janet Casey, with Marketing Doctor Agency Director Bill Lucardi

Janet Casey, with Marketing Doctor Agency Director Bill Lucardi, says older Americans comprise a lucrative — and growing — market.

Christopher Rawson has seen a sort of “reset” in the connection between how old Baby Boomers are and how old they feel.

“We do marketing for a number of retirement communities, and they’ve sort of noticed a gap in age. People used to move in at 65; now they’re moving in at 75 or 80,” said Rawson, creative director at Andrew Associates, an advertising and marketing firm in Enfield, Conn.

Compared to what would be considered the older generation decades ago, he noted, “they’re healthier individuals, with better medical care, and people are staying active longer.” They’re also purchasing more, and that’s posed a challenge for companies who want to access Boomers’ deep pockets.

How deep? According to a 2012 study by Nielsen and BoomAgers, nearly 70% of all the disposable income in the U.S. will be in the hands of this group within five years. Nearly 8,000 Boomers turn 65 every day, and with Americans living longer, the ranks of the over-65 crowd will continue to swell for the next 15 years.

“Marketing to seniors effectively, and being adept at the nuances and cultural values necessary for marketing to seniors, can make or break your campaign efforts,” writes Bill Murtha, president and CEO of Roberts Communications, who blogs about societal trends at behaviorchange.net. “Why? As the famed bank robber Willie Sutton allegedly said when asked why he robs banks, ‘because that’s where the money is.’”

Importantly, Rawson said, most Boomers see plenty of life in front of them. “They don’t like someone talking to them like they’re old. The whole mantra that ‘70 is the new 60’ or ‘60 is the new 50,’ that’s really true. Older people are much more active. Some are working just because they want to do something. They’re much more involved with technology than ever before, more informed. It seems like, the last few years, everywhere you turn, you see older people on smartphones and iPads.”

Janet Casey, president of Marketing Doctor, a marketing agency in West Springfield, agrees that older Americans bring rich opportunities for travel, recreation, healthcare, and a host of other industries.

“The way I look at it, people who are 50 and older have the highest disposable income of any market there is,” she told BusinessWest. “An 18-year-old might think he wants a new car or a vacation, but if he can’t write the check, it doesn’t matter, does it?

“This is what I see in the travel industry,” she continued. “They offer so many guided trips for seniors, domestic and international — because seniors can afford it.”

But with an eye on the long term, Rawson and Casey said, they’re not throwing their money around carelessly. Knowing how to reach them — with the right messages on the right media platforms — is the key to tapping into that promising 70%.


Logged On

Take social media, for example. The sole domain of Millennials and Gen-Xers five years ago, Facebook has undergone a remarkable demographic shift. Its ease of use attracted countless parents and grandparents who enjoy keeping up with family and old friends and sharing pictures; as younger users have abandoned Facebook in search of newer and ‘cooler’ platforms, the older crowd — less transient in its social-media tastes — has stayed put.

“Seniors are the fastest-growing group on Facebook,” Casey said, adding, however, that those habits don’t cross over into Twitter, Instagram, or other popular sites. “We place a lot of ads for area hospitals — say, for an arthritis clinic or joint replacement. We know that seniors spend a lot of time on Facebook, because they have more hours on their hands than other people do. But we don’t find them on social media outside of Facebook.”

Rawson said social-media use has picked up in general among Boomers, but agreed that Facebook is ground zero.

Chris Rawson

Chris Rawson says Boomers with disposable income aren’t indiscriminate with their money, but they will respond to ads, including online pitches, for products and services that appeal to them.

“In terms of the Boomers, the 65-plus crowd, they want to see what their grandkids are doing, and Facebook has definitely shifted to an older crowd now,” he noted. “The typical user on Facebook is a 42- to 45-year-old woman with kids. The second-most-popular user is that person’s mother.”

Twitter and Google Plus are also attracting more seniors, writes Tracy Sestili at socialmediatoday.com. But these are different than the family-photo-sharing crowd on Facebook; there are more executives and small-business owners who use social media for marketing purposes.

But older Americans are definitely online. According to Pew Research, 59% of people 65 and over use the Internet, and 77% have a cell phone. Furthermore, according to a study by eMarketers, 49% of Boomer tablet users and 40% of smartphone users made at least one purchase within the past year after gathering information on their mobile device.

Still, Rawson said, “they’re very cautious. They do investigate a lot of stuff on the Internet, whether it’s advertising going on Facebook or other social media. They’re responsive to ads. They won’t click on everything, but if it’s something they like, they’ll click on it.”

And, again, Casey stressed that no social-media site approaches Facebook when it comes to attracting older users. “Many younger people have left Facebook because their parents are on there, but there’s really no other place seniors are — not Instagram, not Twitter.”


Screen Time

What hasn’t changed much is the TV-viewing habits of seniors, who watch, on average, 4.2 hours of TV per day.

“They consume more TV than the other groups,” Casey said, particularly in the daytime hours, when soaps, game shows, and talk shows dominate. Fortunately, she added, advertising during these non-prime-time hours is relatively inexpensive. “It’s a very efficient way of reaching seniors. For literally $30, you can have an ad on a broadcast station, and you can reach them.”

Multiple studies also suggest that direct mail is more effective on Boomers than on younger generations, and while newspaper readership is declining among all demographics, 65% of readers are seniors.

“Most older people are reading a daily newspaper; it’s part of their culture,” Casey said. “If you think about it, our parents wouldn’t start their day without reading the paper. With our generation and our kids, it’s not the same.”

So when targeting the senior crowd, she added, “we have great success through print, through daily and specialized publications. But there’s a huge dropoff under age 50.”

Regardless of the medium, Murtha writes, the message is everything. “As senior lifestyles change, so do their interests. Yes, they are adopting and using social media and the Internet. But they’re using it to share photos and memories with friends and family. They’re spreading and taking in news about their local community online. They’re exploring or expanding their interests and hobbies in a more intent way now that they have the time and the money to do so.

“Want to connect and reach mature markets effectively?” he adds. “It’s not all digital and online, and it’s not all print and traditional.”

And caution still reins among much of this demographic, Rawson stressed. “It’s interesting how they perceive the future; they understand they’re living longer, and they want to make sure their retirement plans last them, so they don’t outlive their money. They are very conservative spenders, but they will spend if it’s the right thing and they have the income to spend on it.”

Joseph Bednar can be reached at [email protected]

DBA Certificates Departments

The following Business Certificates and Trade Names were issued or renewed during the month of May 2014.

AGAWAM

Ayotte Tree Service
4 Independence Road
Joshua Ayotte

Bancroft Bridals
967 Springfield St.
Mark Kendall

J.L. Cleaning Company
43 Royal St.
Lyudmila Barisov

CHICOPEE

Albee & Sons Contracting
32 Providence St.
David Albee

Chicopee Scrap and Auto Recycling
235 Meadow St.
Patel Hemant-Kumar

Emerald Cleaning Service
33 Leclair St.
Juan Garcia

Nelson’s Home Improvement
18 Beeler Ave.
Nelson Pantoja Jr.

Sofia Amelia Home
34 Madison St.
Sofia Hoyle

Tri-State Roofing Systems Inc.
788 Sheridan St.
Jon J. Hambley

GREENFIELD

Crown Mediation
298 High St.
Juanita Thomas

End Grain Artistry
181 Deerfield St.
Alexander Giguere

Four Corners Fine Wine and Spirits
402 Federal St.
Steven Schechterle

Replay
231 Main St.
Alan Cadran

Western Mass Roller Derby
1385 Bernardston Road
Katherine Skipper

Wiley and Russell Manufacturing
40 Russell St.
David Brock

PALMER

AJC Mechanical, LLC
1008 Baptist Hill St.
Lawrence Caputo Jr.

Computer Training of America
1448 North Main St.
Thomas Gingras

JWB Enterprises
37 Ware St.
Jason Bessette

Marlene’s Beauty Salon
1461 North Main St.
Jean Ciuka

Palmer Recycling Corporation
2 Fenton St.
Pamela Douthwright

Trackside Motors, LLC
1316 Main St.
William Davis

SOUTHWICK

Berkshire Kitchens & Baths
8 Evergreen St.
Dean Porter

Coyote Vapors
51 Tannery Road
Stephen Kostusiak

Cruise Planners
2 Lauren Lane
Denise Edinger

Hair of the Dog
610 College Highway
Jennie Tierney

SPRINGFIELD

413 Video Productions
40 Edgewood St.
Aaron Williams

A. Diamond Investment
371 Sunrise Terrace
Virginia Sally

ACC Business
351 Bridge St.
Michael R. Weitz

Adalia Couture
33 Villa Parkway
Dania K. Scott

Angel House of Magic
224 Talmadge Dr.
Angel M. Mojica

APC Repair
132 Bellevue Ave.
David Krisna

Asadero Del Caribe
2757 Main St.
Isidro Rodriguez

Avenue Six Luxury Apparel
17 Eldridge St.
Sasha Feliciano

B2Z Mini Mart
468 Bridge St.
Muhammad Bilal

Body Parts Finder
45 Cambridge St.
David Grant

Brofloe Music Group
143 Main St.
Eric Newkirk

Brother’s Market
106 Oak Grove Ave.
Christian Jimenez

Buen Provecho Restaurant
30 Fort Pleasant Ave.
Mildred I. Cruz

Business Buying Solutions
2358 Wilbraham Road
Joseph A. Monzillo

Coastline Automotive
501 St. James Ave.
Beris F. Gouldbourne

D. Johnson
64 Fernald St.
Derek Johnson

Del’s Repair Service
53 Sunrise Terrace
Delmar R. Hermany

Dillweedz Café
91 State St.
Hai X. Nguyen

Drona, LLC
477 Boston Road
Ramchandra Parekh

Fast Hands
426 Sumner Ave.
Jermaine Cowell

Findik Corporation
1350 Allen St.
Omer Karaarslan

First Class Custom Carpentry
440 Sumner Ave.
Dane R. Stillson

Fresh Homes
94 Jonquil Dr.
Dana Botta-Arroyo

Garvey Landscaping
448 Tinkham Road
Dennis Garvey

Gemini Barbershop
45 Pearl St.
Benjamin Parrilla

JK Tiles
27 Devens St.
Jan Kochman

Wicked Flyboarding
25 Acrebrook Road
Richard Daniel

YMM Services Inc.
295 Allen St.
Yasir Osman

WESTFIELD

JR Cleaning Service
18 Dubois St.
Jesus Felix

Lecrenski Brothers Inc.
14 Delmont Ave.
Dana Lecrenski

WEST SPRINGFIELD

Affiance-Events
93 Charles Ave.
Angela Cooper

Beauty & Nail Supply
366 Memorial Ave.
Long H. Ly

C & N Renovations
174 Birnie Ave.
Christopher Guyette

Construction Design Solutions
514 Morgan Road
Michael Mason

M & S Transportation
171 Falmouth Road
Mark C. Masi

Moreau Distributing
1583 Riverdale St.
Robert W. Moreau

Native Lands
919 Elm St.
Stephen C. Piatt

Primitive Friends Country
235 Forest Glen
Erin Rogers

Thibault Fuel, LLC
41 Chapin St.
Rene Thibault

Turkish Cultural Center
507 Union St.
Arif Yilmar

Bankruptcies Departments

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

Angers, Sally A.
386 Blandford Road
Russell, MA 01071
Chapter: 7
Filing Date: 04/04/14

Arroyo, Ismael
82 Benton St., 3rd Fl.
Springfield, MA 01109
Chapter: 7
Filing Date: 04/15/14

Balsam, Michael J.
Waltein-Balsam, Julie M.
26 East St.
Ware, MA 01082
Chapter: 13
Filing Date: 03/31/14

Berger Painting Inc.
90 Sargeant St.
Holyoke, MA 01040
Chapter: 7
Filing Date: 04/04/14

Bertrand, Sula Michelle
a/k/a Kulas, S. Michelle
6 Shirley Terrace
Southwick, MA 01077
Chapter: 7
Filing Date: 04/03/14

Berube, Candice T.
55 Bates Road
Westfield, MA 01085
Chapter: 7
Filing Date: 04/08/14

Blake, Charles
44 West School St.
Westfield, MA 01085
Chapter: 7
Filing Date: 03/31/14

Blake, Gail E.
a/k/a Billings, Gail E.
28 Bush St., 2nd Floor
Westfield, MA 01085
Chapter: 7
Filing Date: 03/31/14

Bliss, William P.
27 Audubon Way
Sturbridge, MA 01566
Chapter: 7
Filing Date: 04/01/14

Bowman, Tamara E.
997 Westhampton Road
Florence, MA 01062
Chapter: 7
Filing Date: 04/01/14

Broderick, Norma
708 Fairway Ave.
Turners Falls, MA 01376
Chapter: 7
Filing Date: 04/07/14

Carpenter, Cory A.
42 Commercial St.
Adams, MA 01220
Chapter: 7
Filing Date: 04/03/14

Cerveny, Robert David
180 Northampton St., Apt. J
Easthampton, MA 01027
Chapter: 7
Filing Date: 03/31/14

Cook, Sandra D.
PO Box 90436
Springfield, MA 01139
Chapter: 7
Filing Date: 04/08/14

Corigliano, James R.
Corigliano, Wendy L.
20 Bernard St.
Springfield, MA 01109
Chapter: 7
Filing Date: 04/02/14

Coulsey, Sarah L.
50 Cleveland St.
Greenfield, MA 01301
Chapter: 7
Filing Date: 04/07/14

Croteau, Thomas F.
1458 Donahue Road
Chicopee, MA 01020
Chapter: 7
Filing Date: 04/10/14

Davenport, Mark D.
14 Hull Ave.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 04/10/14

Davis, Dale S.
116 West Orange Road
Orange, MA 01364
Chapter: 7
Filing Date: 04/08/14

Dunbar, Denise Beatrice
Dunbar, John Harry
33 Bridge St., Apt. 2
Shelburne Falls, MA 01370
Chapter: 7
Filing Date: 04/01/14

English, Mary F.
163 Eagle St.
North Adams, MA 01247
Chapter: 13
Filing Date: 04/15/14

Flanagan, Michael J.
Flanagan, Miranda M.
13 Dexter St., Apt 2
Holyoke, MA 01040
Chapter: 7
Filing Date: 04/01/14

Fournier, Brian Alfred
27 High St., 1st FL
Chicopee, MA 01020
Chapter: 7
Filing Date: 04/10/14

Fowler, Donald O.
32 Carver St.
Springfield, MA 01108
Chapter: 7
Filing Date: 04/11/14

Gagliardi, Gail Ann
117 Brayton Hill Terrace
North Adams, MA 01247
Chapter: 7
Filing Date: 04/08/14

Gendron, Ronald Armond
Gendron, Gloria Marie
281 Chauncey Walker St., #536
Belchertown, MA 01007
Chapter: 7
Filing Date: 04/07/14

Gerber, Ronald P.
9 County Court
Pittsfield, MA 01201
Chapter: 7
Filing Date: 04/08/14

Gilbert, Melissa
a/k/a Chabot, Melissa
136 Shannon Dr.
Westfield, MA 01085
Chapter: 7
Filing Date: 04/07/14

Goodwin, Joanna L.
151 Ames Road
Hampden, MA 01036
Chapter: 7
Filing Date: 04/08/14

Gorecki, Joseph
51 Oak Knoll Dr.
Springfield, MA 01036
Chapter: 7
Filing Date: 04/11/14

Hines, Roy
Hines, Joyce A.
157 Garvey Dr.
Springfield, MA 01129
Chapter: 7
Filing Date: 04/08/14

Hood-Burgess, Michael Dean
Hood-Burgess, Lori Ann
156 Rimmon Ave.
Chicopee, MA 01013
Chapter: 7
Filing Date: 04/14/14

Houston, Colin C.
379 North St., Apt. 4U
Pittsfield, MA 01201
Chapter: 7
Filing Date: 04/10/14

Kaigle, Kenneth H.
121 Commercial St., Apt. A
Adams, MA 01220
Chapter: 7
Filing Date: 04/15/14

Kamme, Richard
172 Burbank St.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 04/02/14

Keith, Evelyn L.
33 Kenneth Road
Easthampton, MA 01027
Chapter: 7
Filing Date: 04/01/14

Kilduff, Keith Edward
214 Jeffrey Road
Springfield, MA 01119
Chapter: 7
Filing Date: 03/31/14

Kowarsky, Ira L.
435 Nassau Dr.
Springfield, MA 01129
Chapter: 7
Filing Date: 04/02/14

Laferriere, Lorna Ann
116 Wachusett St.
Springfield, MA 01118
Chapter: 13
Filing Date: 04/08/14

Lane, Michael John
Lane, Donna Marie
PO Box 986
Belchertown, MA 01007
Chapter: 7
Filing Date: 04/09/14

LaRiviere, Albert C.
88 Manchonis Road
Wilbraham, MA 01095
Chapter: 7
Filing Date: 04/04/14

Laskowski, Gregory S.
126 Amherst St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 04/02/14

Lopez, Edwin
Lopez, Miriam I.
45 Benoit Circle, Apt. A
Chicopee, MA 01020
Chapter: 7
Filing Date: 04/07/14

MacNeil, Marsha M.
60 River Road
Agawam, MA 01001
Chapter: 7
Filing Date: 04/09/14

Martell, Corrina J.
143 Brayton Hill Terrace
North Adams, MA 01247
Chapter: 7
Filing Date: 04/10/14

McGrath, Edward J.
63 Davis Road
Chicopee, MA 01022
Chapter: 7
Filing Date: 04/08/14

Mitchell, Ann Marie
103 Brown St.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 04/01/14

Mitchell, Robert A.
Mitchell, Debra A.
168 Summit Ave.
Chicopee, MA 01020
Chapter: 7
Filing Date: 04/08/14

Nelson, Lorie A.
7 Country Club Heights
Monson, MA 01057
Chapter: 7
Filing Date: 04/07/14

Northern Berkshire Health, Inc.
71 Hospital Ave.
North Adams, MA 01247
Chapter: 7
Filing Date: 04/03/14

Nunez, Aida
a/k/a Arroyo, Aida
40 Cherry St.
Springfield, MA 01105
Chapter: 7
Filing Date: 03/31/14

Ocampo, Gerardo R.
16 Erline St.
Chicopee, MA 01013
Chapter: 13
Filing Date: 04/08/14

Patella, Vincent A.
260 Pittsfield Road, Unit 15F
Lenox, MA 01240
Chapter: 7
Filing Date: 04/03/14

Perez, Jose A.
83 Rollins St.
Springfield, MA 01109
Chapter: 7
Filing Date: 04/08/14

Perez, Vicente
Torres, Luz A.
1680 Parker St.
Springfield, MA 01128
Chapter: 7
Filing Date: 03/31/14

Pratt, Thomas
P.O. Box 903
Hanover, MA 02339
Chapter: 7
Filing Date: 04/09/14

Prechtl, Lisa V.
96 Lindbergh Blvd.
Westfield, MA 01085
Chapter: 13
Filing Date: 04/08/14

Pum, Sineath
5 Crescent St.
Lynn, MA 01902
Chapter: 7
Filing Date: 04/03/14

Rafael, Kevin A.
203 Dayton St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 04/01/14

Redding, Cynthia L.
PO Box 2088
Westfield, MA 01085
Chapter: 7
Filing Date: 04/08/14

Reinking, Richard Bruce
Lemerise, Christie Anne
10 Poplar St.
Turner Falls, MA 01376
Chapter: 7
Filing Date: 04/11/14

Reyes, Pedro Juan
a/k/a Reyes, Pete
43 Wood Ave.
East Longmeadow, MA 01028
Chapter: 7
Filing Date: 04/07/14

Rivera, Luz E.
a/k/a Rivera Morales, Luz E.
306 Breckwood Blvd.
Springfield, MA 01109
Chapter: 7
Filing Date: 04/01/14

Rodriguez, Janet
a/k/a Vazquez, Janet
70 Upland St.
Springfield, MA 01104
Chapter: 7
Filing Date: 03/31/14

Roy, Dan L.
Roy, Christine A.
304 Poplar Ave.
West Springfield, MA 01089
Chapter: 7
Filing Date: 04/09/14

Santana, Veras
13-15 Edgewood St.
Springfield, MA 01109
Chapter: 13
Filing Date: 04/04/14

Santos-Brooks, Diane M.
29 Rimmon Ave.
Springfield, MA 01107
Chapter: 7
Filing Date: 04/08/14

Scott, Adminda I
Scott, Nathan A.
139 Westminster St.
Springfield, MA 01109
Chapter: 13
Filing Date: 04/09/14

Servideo, Tina M.
828 Wauwinet Road
Barre, MA 01005
Chapter: 7
Filing Date: 04/10/14

Sharp, Andrew James
Sharp, Janet Marie
311 Loudville Road
Easthampton, MA 01027
Chapter: 7
Filing Date: 04/11/14

Silva, Wanda E.
14 Hope St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 04/09/14

Skeene, Norma J.
107 Glenmore St.
Springfield, MA 01129
Chapter: 7
Filing Date: 04/08/14

Slater, Roger L.
Slater, Terra J.
49 Hamilton Circle
Feeding Hills, MA 01030
Chapter: 7
Filing Date: 04/08/14

Taylor, Bridgette M.
a/k/a Retzler, Bridgette M.
31 Beekman Dr.
Agawam, MA 01001
Chapter: 7
Filing Date: 04/09/14

Tirsch, Linda A.
255 Vineland Ave.
East Longmeadow, MA 01028
Chapter: 7
Filing Date: 04/02/14

Tirsch, Louis A.
P.O. Box 704
Agawam, MA 01028
Chapter: 7
Filing Date: 04/02/14

Visiting Nurse Association Inc.
P.O. Box 869
North Adams, MA 01247
Chapter: 7
Filing Date: 04/03/14

Building Permits Departments

The following building permits were issued during the month of May 2014.

AGAWAM

Clinical Research
1408 Main St.
$470,000 — Construct addition

Heritage Dialysis Center
67 Cooper St.
$155,000 — Modifications to existing dialysis clinic

AMHERST

Wilson Properties Group, LLC
179 Northampton Road
$200,000 — Construction of a two-family dwelling

Echo Hill Townhouse Condominiums
Webster Court
$14,000 — New roof on Building B

CHICOPEE

James Mientkiewicz
611 Memorial Ave.
$6,000 — Interior tenant fit-up

Safe and Sound
428 East St.
$8,500 — New roof

GREENFIELD

John Chakalos
130 Colrain Road
$20,000 — Remove and install automated entry sliding door system

Robar Inc.
237 Mohawk Trail
$353,000 — Expand store into vacant space

Syfeld Greenfield Associates
237 Mohawk Trail
$15,000 — Renovation for new tenant

Quality Realty Partnerships, LLP
55 Federal St.
$11,000 — Interior renovations

PALMER

Blue Wave Energy
2189 Baptist Hill St.
$3,602,000 — Phase 1 ground mounted solar array

Camp Ramah of New England Inc.
39 Bennett St.
$180,000 — Construct new cabin for summer camp for children

ITW Realty Trust
528 Old Warren Road
$190,000 — Telecommunications tower

Wing Memorial Hospital
40 Wright St.
$63,000 — Kitchen renovations

Wing Memorial Hospital
40 Wright St.
$41,000 — Renovate storage room to chemical storage

SOUTHWICK

SBA Network Service
656 College Highway
$15,000 — Install three antenna cells

SPRINGFIELD

Estaban Vanegas
1219 State St.
$10,500 — Renovations for a beauty salon

John Veronesi
971 East Columbus Ave.
$7,000 — Siding repairs

Willie and Martha Collins
92 Alden St.
$16,000 — New roof

WESTFIELD

Linda Grabowski
3 Shepard St.
$14,000 — Commercial alteration

Noble Hospital
115 West Silver St.
$5,500 — Reinstall suppression system in kitchen

WEST SPRINGFIELD

City of West Springfield
1 Unico Way
$88,000 — 40’ x 40’ shelter at Park

Safelite Auto Glass
57 Norman St.
$10,000 — Interior and exterior renovations

West Springfield Church of Christ
61 Upper Church St.
$5,000 — Remodel of food warming and preparation area

Agenda Departments

Wistariahurst Plant Sale
May 17: The Western Massachusetts Master Gardeners and the Wistariahurst Gardeners will present their annual plant sale from 9 a.m. to 1 p.m. The gardeners will share the bounty of their gardens with the gardening public, and are hoping to have a good selection of trees and shrubs this year. They will also sell house plants, annuals, perennials, and more. The plants are divisions, not cuttings or seedlings, which, while small, will grow quickly to mature size. Attendees are encourages to bring their own wagons or carts to make carrying purchases more convenient. Master gardeners will be on hand to answer gardening questions and conduct soil tests for $1 per sample. Free parking will be available in the lot behind the Holyoke Senior Center. The plant sale is free and open to the public. Mini house tours of Wistariahurst Museum will also take place during the plant sale, between 9 a.m. and noon, for $3. There will also be a sneak preview of panels from the exhibition “A Genius for Place: American Landscapes of the Country Place Era,” an exhibit of historical landscapes representing the chronological development of an important movement in American landscape design, which opens the next day, May 18, at 1 p.m.

40 Under Forty
June 19: The eighth annual 40 Under Forty award program, staged by BusinessWest, will be held at the Log Cabin Banquet & Meeting House, honoring 40 of the region’s rising stars under 40 years old. The program has become a prestigious honor in the Western Mass. business community, and the gala has become one of the region’s most anticipated spring events. An independent panel of judges chose this year’s class from more than 150 nominations, a record. Their stories were presented in the April 21 issue, and may also be read online at businesswest.com. More details on the gala will be revealed in upcoming issues, but tickets cost $65, and they typically sell out quickly. For more information or to order tickets, call (413) 781-8600.

Western Mass. Business Expo
Oct. 29: BusinessWest Magazine will present the Fourth Annual Western Mass. Business Expo at the MassMutual Center in downmtown Springfield. The business-to-business show, which last year drew more than 2,000 visitors, will feature more than 100 booths, seminars and Show Floor Theater presentations, breakfast and lunch programs, and a day-capping Expo Social. Details about specific events, programs, and featured speakers will be printed in future issues of BusinessWest. Comcast Business will again be Presenting Sponsor, while the social will be sponsored by Northwestern Mutual. Current Silver Sponsors are Health New England and DIF Design, and additional sponsorship opportunities are available. For more information on sponsorships or booth purchase, call (413) 781-8600.

Restaurants Sections
Hofbrauhaus Continues Traditions, Creates Some New Ones

Joe and Liz Stevens

Joe and Liz Stevens are now in their 20th year as owners of the Hofbrauhaus, which opened its doors eight decades ago.

It’s called “Sapelli lobster.”

It was given that name because Gene Sapelli, a regular customer at the Hofbrauhaus, liked his crustacean prepared a certain way, said Joe Stevens, the establishment’s long-time owner and chef.

“This is a two-and-a-half-pounder … we take all the meat out and then put it back in the shell, so all you need is a knife and fork,” he said. “We’ve been doing it this way since the ’70s.”

You won’t find Sapelli lobster on the printed dinner menu at this West Springfield landmark, but it’s always there, and the regulars know to ask for it. It’s more than a specialty, it’s a traditiom — and there are many of them here.

And there should be, considering that this is the establishment’s 80th year in business, and Stevens and his wife, Liz, are in their 20th year as owners.

There are also the many holiday buffets at the Hofbrauhaus. The place was packed for Easter, and Stevens is expecting the same for Mother’s Day, although he’s anticipating some late reservations because Mother’s Day (May 11) is coming hard after Easter, which was late this year, and “it might sneak up on people.” Meanwhile, Thanksgiving is a different kind of tradition. Indeed, while many eat at the restaurant, a number of regulars will give Stevens and his staff their order for a full dinner, and they’ll pick it up at a pre-arranged time at the back door (more on that later).

There’s also the annual game dinner each winter, the German outfits on the staff, the dozens of steins on the walls, and other culinary mainstays, such as a huge veal shank, which, like the lobster, isn’t on the menu, but regulars with a healthy appetite know all about it.

But this is a different and far more challenging time for restaurant owners than the landscape that existed in 1935, when the Hofbrauhaus opened, or when Joe and Liz Stevens took over in 1995. By his estimation, Joe said, 85 or 90 restaurants have opened in West Springfield alone since he assumed ownership — but who’s counting? And the list keeps growing; yet another burger restaurant is opening on Route 20 in a former Friendly’s location.

Meanwhile, the economy, while improved, remains sluggish, and discretionary spending is still undertaken with caution. And then, there was the tornado of 2011, which passed right over the restaurant and deposited new furniture acquired for the outdoor dining area, the so-called beer garden, into the Connecticut river.

The juxtaposition of all these challenges has necessitated the creation of some new concepts and programs, some of which are on their way to becoming traditions, said the couple. These include the ‘beer-of-the-month dinner,’ at which attendees can get a large stein of beer and dinner for $15. The featured libation at the May 7 event is something called Workers Comp Saison from Rhode Island-based Two Roads Brewery, and slow-roasted beef brisket and pan-blackened cod are on the menu for the buffet dinner.

The Stein Zimmer

The Stein Zimmer, used for small groups and special functions, is one of the many unique aspects of the Hofbrauhaus.

There’s also Fraulein Fun Night, which, as the name suggests, is a regular gathering of women (the first or second Thursday of every month) for food, beverages, networking, and a chance to become informed. Liz Stevens, who created this series, schedules a speaker for each get-together; the May 8 event features an intriguing program tiled “Where Chocolates and Vitamins Meet.”

“I try to feature someone fun, interesting, and who doesn’t cost them anything,” she said of the lineup of speakers. “We’ve had massage therapists, nutritionists, a life coach … it runs the gamut. It’s a fun night out, and the women look forward to it.”

The couple has even gone so far as to change, or amend, the name of the establishment, to make it clear that it serves much more than traditional German food. While ‘Hofbrahaus’ remains over the door, ‘Hofbrau Joe’s German Steakhouse’ has been added to the menu and most marketing materials.

This mix of and new and old, traditional, and different is enabling this landmark to add some new chapters to its rich history, said Joe Stevens, adding quickly that creating such blends is the challenge facing all restaurants today, and especially those that have been part of the landscape for decades and need to attract the younger generations.

High-steaks Venture

Stevens said there’s a beer cooler in the basement with walls that are a foot and a half thick.

That’s where he ordered everyone to go late in the afternoon on June 1, 2011, when it became clear that there was a tornado moving southeast through West Springfield, and the Hofbrauhaus was apparently in harm’s way.

“We had everyone wait in that refrigerator,” he recalled, adding that the twister apparently “bounced” across the property, touching down in the parking lot, damaging the beer garden, roof, and other parts of the building, while also taking down a house behind the landmark.

“It did not discriminate,” he said while reciting the damage and putting an estimate at $400,000. “It picked up some of the tables and chairs from the beer garden, deposited them in the river, and then went over the [Memorial] Bridge. We saw them floating there for a couple of days before they got carried away in the current.”

Using some humor to help get across his frustration, he said the insurance company “could not get me that money fast enough.” In reality, the last check came just a few weeks ago, after the matter went to court.

Looking back, Stevens said the tornado has been one of many challenges the institution has had to weather the past several years, including a recession that seemed without end, especially for a sector that feels downturns perhaps more than any other, and a crush of new competition along the I-91 corridor he serves.

“We’ve taken a few lefts and rights recently, but we’ve bounced back,” he told BusinessWest. “We’ve recarpeted, redecorated, and taken some steps to bring more people to our door. And business has been good.”

Taking lefts and rights is certainly part of being in the ultra-competitive restaurant business, said Stevens, who should know — he’s been doing this for more than 30 years now as chef and owner.

His first foray was the Glass Lily, located in the Longmeadow Shops, which he owned and operated for eight years — a time he called a great learning experience.

When the Krach family, which assumed ownership of the Hofbrauhaus in the early ’70s, decided to put the landmark on the market a quarter-century later, Stevens took what he considered to be a calculated entrepreneurial risk.

The main dining room

The main dining room reflects the many traditions and rich history at the Hofbrauhaus.

Over the past two decades, the couple has continued those aforementioned long-standing traditions while also employing a number of strategies — from heavy use of social media for branding and event promotion to introduction of new programs that introduce, or re-introduce, people to the restaurant.

The name alteration is part of all that, said Stevens, noting that, with the addition of the words ‘German Steakhouse,’ the institution is generating new business by making the breadth and depth of the menu more apparent to all.

Indeed, while the restaurant serves German favorites such as weiner schnitzel, bratwurst, and beer-battered shrimp, it also offers a variety of steaks (some cooked tableside), Scottish salmon, rack of lamb, and, yes, lobster.

The popular holiday buffets continue to draw several generations of area families, he told BusinessWest, while the Thanksgiving tradition of cooking whole dinners for pick-up, which goes back to his days at the Glass Lily, represents a higher level of customer service.

“People order a whole turkey with me, I cook it, they get stuffing, vegetables, potatoes, whatever they want for sides, and off they go,” he said, adding that the nearby Dante Club makes its ovens available so Stevens can meet 60 or more orders a year. “People know the drill — they come in the back door, their times are set every year. We work through the night, but have a great time doing it.”

Meanwhile, some of the new initiatives are expanding the customer base, he went on.

The beer-of-the-month dinner is helping to make a traditionally slower night, Wednesday, less so, he told BusinessWest, while the Fraulein Fun Nights are attracting crowds averaging about 40 women.

Many of them are business professionals, said Liz Stevens, adding that she has regular groups from Baystate Health and MassMutual, but also new faces every month.

But beyond the new initiatives, new carpeting, and a larger, lighted parking lot, the basic ingredients in the recipe for success haven’t changed, Joe said. “It’s still all about offering good, consistent service and good food. It’s as simple as that.”

Art of the Matter

Joe Stevens said there’s a lot of history at the Hofbrauhaus, from the old, art-deco neon clock in the kitchen, which dates back to when this was a dinner and dancing hall in the ’30s, to the stained-glass windows in the dining room (used for small groups) called the Stein Zimmer, to the mural depicting scenes from Germany that wraps around the main dining room.

The Krach family uncovered it while cleaning one day — it was buried under decades of accumulated grease, dirt, and tobacco smoke — and spent months restoring it, said Stevens, adding that it is one of many topics of discussion for long-time customers who know the history and can point to the small patch that was left uncleaned to show how dark and deep the filth was.

“We have so many customers that come in and tell us stories about this place from when they were growing up,” he said, “ because it’s been here their whole lives. They talk about how their fathers and grandfathers and great-grandfathers have been there, and all the weddings this place has done.”

The challenging assignment moving forward — one that Joe and Liz Stevens have undertaken with determination and imagination — is simply to write more history.

And they’re doing just that.

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

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
Cory Bartson v. 2 Guys Auto Sales Inc. and Efrain Santana
Allegation: Defendant breached a contract by failing to reimburse the plaintiff for the purchase of a vehicle and one-half of the profits of the resale value of the vehicle: $9,950
Filed: 3/25/14

HAMPDEN SUPERIOR COURT
Action Air Inc. v. Reed McNaughton d/b/a Dr. Energy Saver, Karen M. Brown, and William J. Bates
Allegation: Failure to pay under the terms of a construction agreement: $10,000
Filed: 3/21/14

Liberty Mutual Fire Insurance Co. v. Christopher R. Porter Builders Inc.
Allegation: Unpaid workers’ compensation policy: $34,719.20
Filed: 3/19/14

Matthew Brackman v. Reliant Medical Group Inc.
Allegation: Breach of contract: $100,000
Filed: 3/14/14

Robin Murphy v. Hu Ke Lau Inc. and Edison L. Lee
Allegation: Failure to pay wages: $75,000
Filed: 3/17/14

Teddy Bear Pools Inc. and Theodore Hebert v. Eastern States Exposition and Eugene Cassidy, as president of Eastern States
Allegation: Injunctive relief for civil-rights violation and breach of contract: $300,000
Filed: 3/31/14

HAMPSHIRE SUPERIOR COURT
Easthampton Savings Bank v. Sun Technical Services Inc. and Robert W. Humphreys
Allegation: Breach of contract: $91,104.75
Filed: 3/10/14

Roger J. Belanger v. Stiebel Properties
Allegation: Plaintiff struck and injured by snow falling from a roof: $82,569.22
Filed: 2/4/14

HOLYOKE DISTRICT COURT
Open & Shut d/b/a Raynor Door Sales v. Runnals & Sons Construction Services Inc.
Allegation: Non-payment of construction supplies and services rendered: $22,014.28
Filed: 3/4/14

NORTHAMPTON DISTRICT COURT
John W. Bresnahan v. General Mills Inc.
Allegation: Negligence in manufacturing of Wheaties Fuel causing injury when plaintiff tried to ingest: $24,000
Filed: 2/27/14

Judith Dickson v. Hampshire Village Condo Assoc.
Allegation: Negligent maintenance of property causing slip and fall: $24,599.99
Filed: 2/14/14

Pave, Tile, and Stone Inc. v. Nonotuck Mills, LLC
Allegation: Breach of contract and failure to repair or remediate contamination: $25,000
Filed: 2/26/14

PALMER DISTRICT COURT
Tracy Gousy and Lori Hull v. O.C. White Co.
Allegation: Non-payment of vacation pay upon separation from company: $3,600
Filed: 4/10/14

HIBU Inc. f/k/a Yellowbook Inc. v. James B. Lynch d/b/a J&B Landscape Construction
Allegation: Monies due for breach of contract, monies loaned, advertising, and services rendered: $11,394.96
Filed: 3/24/14

SPRINGFIELD DISTRICT COURT
Jacqueline H. Glasco v. F.P.S. Inc. and Burger King Corp.
Allegation: Negligent maintenance of property causing slip and fall: $4,166.55
Filed: 2/27/14

Joan Wollmershauser v. Mercy Hospital
Allegation: Automated door struck plaintiff in the face causing injury: $14,651.37
Filed: 2/4/14

WESTFIELD DISTRICT COURT
Logic Business Loans Inc. v. Smart Restaurant Inc. d/b/a Fresco Ristorante and Thomas Smart
Allegation: Breach of contract: $14,592.16
Filed: 3/18/14

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]

Their Your Story

RC1_1748IMG_0911RC4_1991-(1)IMG_1268IMG_1325‘Own Your Story’ was the theme of the 19th annual Women’s Leadership Conference staged by Bay Path College on April 25 at the MassMutual Center. More than 2,000 attendees were treated to several keynote addresses and a wide range of informative breakout sessions. From top: afternoon keynote speaker Barbara Walters, long-time television news journalist, talks about her career and pending retirement; attendees visit booths in the main lobby before the conference begins; Walters poses with several Bay Path students after her speech; morning keynoter Lara Setrakian, founder and executive editor of News Deeply, chats with George Keady III, chair of the Bay Path board of trustees and senior vice president of UBS Financial Services Inc.; luncheon keynoter Bruce Feller, a New York Times columnist and author, addresses the audience.

Columns Sections
An Employer’s Obligations to Sick and Disabled Employees

By KATHRYN S. CROUSS, Esq.

Kathryn S. Crouss, Esq.

Kathryn S. Crouss, Esq.

Even the most well-intentioned employers can potentially expose themselves to liability if they are not well-versed in the benefits afforded to their sick or disabled employees under state and federal law.

The following summary of the relevant law will assist you in understanding what employment practices are lawful or unlawful, and what steps you must take with regard to your sick or disabled employees.

The language in the federal statute, the ADAA, and the Mass. statute, General Laws c. 151B, are substantially similar. According to state and federal law, employees with a qualified handicap are protected from discrimination on the basis of that handicap, as long as the employee is capable of performing the essential functions of the position with reasonable accommodation.

Unwary employers could fall into certain traps regarding their treatment of sick or disabled employees. Following are some questions to ask to navigate those potential pitfalls.

Is the Employee Handicapped?

Employees are generally considered ‘handicapped’ if their condition limits or restricts a major life activity, even temporarily. The legal definition of major life activities is very broad, including walking, seeing, hearing, speaking, caring for oneself, performing manual tasks, working, thinking, and sleeping, among others. A qualified handicapped person is one who is capable of performing the essential functions of a particular job with reasonable accommodation to his or her handicap. If an employee can be considered a qualified handicapped person, an employer has certain obligations to that employee.

Can the Employee Perform the Essential Functions of the Job?

Employers are often faced with balancing the needs of running a business against their obligations to their sick or disabled employees. If employees are not capable of performing the primary tasks associated with their position, then employers are not obligated to the employee under disability law.

However, if an employee’s handicap or illness limits only incidental functions of the position, or tasks that are not performed regularly as part of the position, the employer may owe the employee a duty to offer a reasonable accommodation.

What Is a Reasonable Accommodation?

A reasonable accommodation is any adjustment or modification to the way a job is done, an employment practice, or a work environment that makes it possible for an employee to perform the essential functions or his or her position. Even if a handicapped employee is actually performing the job, the employer is obligated to reasonably accommodate the employee if he is performing the job with difficulty.

It is important to note that the employer does not have to provide the best accommodation available, or even the accommodation specifically requested by the employee, but instead is obligated to provide only an accommodation that is effective for its purpose. Further, an accommodation that is not likely to enable the employee to perform the essential functions of the position is not considered a reasonable one, and therefore not required.

What Are Some Types of Reasonable Accommodations?

Most employers recognize that wider doorways or lowered desk spaces are reasonable accommodations to assist disabled employees in performing the essential functions of their positions. However, accommodations that have been found to be reasonable by the courts may surprise some employers.

In certain circumstances, employers may be required to reassign non-essential job functions to other employees, permit performance of job functions at alternate locations (such as working from home), or even modify methods of supervision or evaluation. Employers are often surprised to learn that time off from work, even extended periods of time, can be considered a reasonable accommodation.

While employers are not required to grant sick or disabled employees open-ended or indefinite leaves of absence, courts have required employers to provide leaves of absence as long as 52 weeks to a disabled employee.

What Are the Employer’s Obligations?

Logically, an employer is not required to provide an accommodation when it is not aware of, or has no reason to know of, the employee’s illness or disability. Employees are responsible for informing their employer that an accommodation is needed, unless the handicap and the need for an accommodation are known or should be known to the employer.

However, if an employee is unable to suggest a reasonable accommodation, the employer is obligated to engage in a dialog with the employee to identify one.

The duty to engage in an interactive dialogue is ongoing. Both employers and employees must engage in a good-faith, interactive discussion to determine whether a reasonable accommodation exists that would permit the employee to perform the essential functions of his job. In some cases, employers may even be required to initiate the discussion if the employee has not done so.

It is important to note that employers are obligated to engage in the interactive process even when it believes the requested accommodation is futile. Employers must take note that refusal to engage in the interactive process is in and of itself a violation of discrimination laws.

What About Undue Hardship?

Of course, the duty to provide sick and disabled employees with reasonable accommodations is not without limit. Employers that can successfully show that providing the employee with a reasonable accommodation would pose an undue hardship to the business are not obligated to do so.

For example, if an employer can successfully demonstrate that holding an employee’s position open during an extended leave of absence would pose an undue burden to the company, it is not obligated to hold the position open. Considerations specific to each employer, such as the size of the business in proportion to the number of employees, the composition and structure of the employer’s workforce, and the nature and costs of the necessary accommodation, will be important in determining an employer’s obligation.

In summary, employers must be aware of their obligations when making employment decisions regarding employees or potential employees with known illnesses or disabilities. Employers are advised to consult an employment-law attorney to avoid potential exposure to liability.


Kathryn S. Crouss, Esq. is a member of Bacon Wilson’s litigation department and handles all aspects of civil litigation, including employee and management-side employment-law litigation, personal injury, and domestic-relations litigation; (413) 781-0560; baconwilson.com/attorneys/crouss