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A Day of Caring

The United Way of the Pioneer Valley staged its 14th annual Day of Caring on Sept. 7. Hosted by Peter and Melissa Picknelly, the event included more than 1,700 employees, representing 48 companies, who completed 209 projects in several area communities.


As part of a project for the Margaret Ells Elementary School in Springfield, volunteers from Baystate Health System participated in landscaping of the school grounds and painted a map on the playground.



Volunteers from MassMutual Financial Group, Baystate Health, and Hamilton Sundstrand participated in a project to benefit Child and Family Services. Activities included maintaining and repairing adaptive sports equipment (Hamilton volunteers) and cleaning a storage unit (Mass Mutual and Baystate Health).



Volunteers from Sisters of Providence Health System, The Junior League of Greater Springfield Inc., Westfield Bank, Mass Mutual Financial Group, and Meyers Brothers Kalicka, P.C. participated in activities to benefit Springfield Day Nursery, such as spending time with and reading to the children, cleaning the closets and playgrounds of the nursery, painting, and washing the nursery’s vehicles.



As part of a project for the Whispering Hose Therapeutic Riding Center in East Longmeadow, volunteers from Health New England, and Monarch Life Insurance Co. participated in projects such as painting a barn and fences, and cleaning their pasture.

Habitat Happenings

Employees of the Springfield-based law firm Cooley Shrair, P.C. volunteered their time recently to assist in the construction of a Habitat for Humanity home on the corner of Chester and Central streets in Springfield. “Cooley Shrair was proud to join the efforts of Habitat for Humanity,” said David Shrair, managing partner of the firm. “It’s part of our ongoing commitment to invest in and help revitalize the city.” The local affiliate of Habitat for Humanity is currently working on three homes, with five planned for completion in 2008.


Left to right, attorneys Dawn McDonald, Peter Shrair, David Shrair, and Candace Goodreau, and Denise Bryan-Dukette of Sovereign Bank work with Habitat for Humanity construction manager Dave Letellier.



Heather Hammon, Dawn McDonald, and Ryanne Nixon of Cooley Shrair work with Walter Valentine of Kleer Lumber of Westfield and Dave Letellier of Habitat.



David Shrair pulls nails with Walter Valentine of Kleer Lumber.



Attorneys Diana Sorrentini-Velez and Ryanne Nixon complete a project together.

Sections Supplements
The Springfield Public Forum Enters Its 72nd Year with a Call to Action
Patricia Canavan

Patricia Canavan, executive director of the Springfield Public Forum, says attendance and awareness are the organization’s most pressing issues.

Patricia Canavan, executive director of the Springfield Public Forum, said one of the primary objectives of the long-running lecture series is to underscore the power of words.

“Words make a difference,” she said, “when people are there to listen.”

Opening ears, and minds, has become a top priority for Canavan and the public forum’s executive committee and directors, largely volunteer, and supporters. Despite a list of past speakers that includes then-former President Richard M. Nixon, Ralph Nader, Maya Angelou, Ken Burns, and many others, the non-profit organization and the presentations it offers the region at no cost, have for many years now remained a well-kept secret.

But the tide is turning, albeit slowly. Canavan, who assumed the executive director’s position at the public forum just over a year ago, said the task now is not merely to continuously improve the roster of speakers, but to also fill seats with audiences that reflect the diversity of this region and create a dialogue on the global issues impacting everyone.

One Man’s Voice

One man seems to be leading that charge, though he may not know it.

This year’s lineup includes Paul Rusesabagina, former manager of the Hotel Rwanda and now an author, humanitarian, and recipient of the Presidential Medal of Freedom. He’ll be at Symphony Hall Oct. 18 to discuss the effects of genocide on his home country of Rwanda, and the lessons, as he says, that are “yet to be learned” from those events.

It seems that Rusesabagina’s appearance, perhaps made more notable by the Academy award-winning film based on his experiences, Hotel Rwanda starring Don Cheadle, has generated excitement in Western Mass. Canavan said phones are already ringing, and that’s momentum the forum will work tirelessly to maintain throughout the coming months.

“We’re seeing a groundswell of anticipation for Paul Rusesabagina’s talk, and that’s something we really haven’t seen for a long time,” she said.

The Springfield Public Forum has presented internationally known personalities ranging from authors to politicians to activists and beyond for nearly three-quarters of a century.

It’s one of the oldest lecture programs in the country, and also one of only a few remaining that still present offerings to the public for free. Speakers are paid through the forum’s operating budget, infused by membership drives, corporate sponsorships, and foundation support, as well as some advertising dollars generated by its seasonal program booklets.

Jonathan Goldsmith, President of the Springfield Public Forum, and an attorney, said the primary challenge the forum faces today is gleaning that support; a number of corporate sponsors and active individual members have remained loyal to the organization through the years, but attracting new blood has been difficult.

“The challenges that the forum has encountered over the last several years are probably no different than other nonprofits,” he said, “and we’ve been very fortunate to have the sponsors who help us, but the pool of potential sponsors has definitely decreased. We have to work that much harder to pull in sponsors, and grants.”

Goldsmith added that while the forum does rely on corporate sponsorships to bring in high-quality speakers, membership is still an intrinsic aspect of its business model.

“Individual support is the bedrock of our organization, and we rely heavily on our members,” he said, noting that to attract new members, the forum must first attract new audiences.

“We’re very much focusing on expanding our audience, and we’ve made inroads this year in particular. We want to fill Symphony Hall, and we can — when Maya Angelou came, there were people on standing on the steps, and we put speakers outside. We’ve had others like that over the years, and now we’re looking to do it again.”

Canavan said that in addition to presenting internationally renowned speakers, preserving free access to the lectures for the public is another important focus for the group.

“To present speakers of our caliber for free is unusual,” said Canavan. “In addition to being free, I think the other greatest asset of the public forum is that, in an age of electronic communication and media, it offers residents of our region the opportunity to discuss important issues of our day, live and in person, with fellow citizens and notable experts.”  

Still, attendance and awareness are ongoing challenges, she said.

“In many ways, the public forum is underappreciated. One challenge we have is readying new audiences; we have a dedicated core, but we need to increase awareness that we do in fact offer something for everyone.”

This year, four speakers will visit the City of Homes, and each reflects the level of quality the forum has become known for.

The season will begin on Sept. 26 with Michael Beschloss, a presidential historian, Emmy Award-winner, and author of eight books, including Presidential Courage: Brave Leaders and How They Changed America, 1789-1989.

Following Beschloss, on Oct. 3, is Robert Shrum, political strategist and author of No Excuses: Confessions of a Serial Campaigner, released this year. Shrum was also senior adviser for the Kerry-Edwards 2004 presidential campaign and the Gore-Leiberman campaign in 2000.

On Oct. 18, Rusesabagina will appear, and finally, on Oct. 24, Robert Satloff, executive director of the Washington Institute for Near East Studies and author of Among the Righteous: Lost Stories of the Holocaust’s Long Reach into Arab Lands, will speak to the Holocaust’s influence on Arab countries.

Canavan said speakers are often chosen to reflect current events around the globe, and this year is no exception. Beschloss and Shrum offer insight into the already-hotly contested 2008 presidential election, while Satloff examines the complexities of the war-torn Middle East.

This is a trend that has grown with the forum since its inception. It was initially created to address a general ‘need to know’ in the midst of the Great Depression, Canavan explained.

It provided an opportunity for area residents to better understand the political, social, and economic issues confronting the nation and the world, while at the same time promoting free speech and open debate — question-and-answer periods close each lecture, and have since the forum’s inception.

“Our mission, initially, was to provide adult education,” said Canavan. “What’s great about that now is the mission has endured, but become so broad. It allows me to do creative things.”

To Think, Perchance to Dream

That creativity helps to keep the forum fresh and relevant in today’s world, but it also helps bolster audience numbers and cultivate new fans.

Rusesabagina and the interest already expressed in his lecture became the kernel of an idea based on this premise, that crowds could be drawn to the forum through a set of new, innovative programs and collaborations.

One of the largest of these is a new initiative titled The City Thinks, a 10-day, citywide program the forum has instituted along with the Springfield Public Library, with grant assistance from the Irene E. and George A. Davis Foundation.

The City Thinks will focus on the issue of genocide in Africa this year, with Rusesabagina’s appearance and his book, An Ordinary Man, as a centerpiece.

Rusesabagina’s experiences mirror the mass murders now occurring in Darfur in many ways, and Canavan said comparisons will be drawn between the two countries as part of the event.

A kick-off reception will be held at the Museum of Fine Arts, for example, featuring Darfur activist and Smith College professor Eric Reeves, on Oct. 7.

In addition, screenings of Hotel Rwanda will be held at the central library and at the Renaissance School on Carew Street, and the documentary Ghosts of Rwanda will be shown at Elms College.

Medical volunteer Sam Grodofsky will lead a discussion at the central library regarding Rwanda’s current situation, as it slowly rebuilds, and book discussions of An Ordinary Man will also be held across the Greater Springfield area.

In keeping with the goal of recruiting lifelong audiences to the forum, children’s programming is also a part of The City Thinks; peace-oriented art projects will be staged, and an essay contest, charging students ages 12 to 21 to pen their thoughts on the patterns of genocide, is now welcoming entries.

Falling on Young Ears

“Symphony Hall should be filled with students,” said Canavan, noting that in the future, the forum’s directors are mulling the addition of more family-appropriate speakers and topics, in order to attract parents and their children.

“Many of the topics we cover are quite serious,” she said. “We want to pick speakers who appeal to different audiences, and it would be great to have at least one lecture a year that is appropriate for younger audiences as well as grown-ups.”

The forum is also targeting college students and young professionals as part of this endeavor to attract new age groups, and that’s an area where Canavan is already seeing promise.

“We’ve started a lot of outreach to area colleges and high schools, and as we strengthen our partnerships with colleges and schools, we’d love to further integrate ourselves into their curriculum.”

She added that ongoing book discussion groups centering on other works of public forum speakers have begun to crop up on area campuses, including Elms College, Western New England College, and American International College, a good sign for future collaborations. The forum is also reaching out to churches, synagogues, and specific ethnic populations in hopes of creating similar partnerships.

“We continue to research what topics will resonate within this population, and we do solicit recommendations,” she said. “It’s important to know who is out there and who is relevant.”

Closing Remarks

The stage is set and ready for those speakers, ready to engage in the “Great Discourse” that the Springfield Public Forum promises each year. It’s a formidable task to bring weighty issues to Symphony Hall, and to fill its seats with people ready to listen.

But Canavan said that, increasingly, the call to action is being answered, and she’ll keep one ear close to the ground until the power of words has created an army.

Jaclyn Stevenson can be reached at[email protected]

Sections Supplements
From iPods to eBooks, Everyday Life is Getting a Technological Shot in the Arm

The summer of the iPhone is all but behind us, but there is more new technology making headlines these days. Myriad new products, from gadgets to professional software to phones and cameras are coming onto the market.

There are trends — everything keeps getting smaller and more versatile — but the bottom line is an emphasis on communication, organization, and simplifying the everyday tasks involving life and work with some style.

In this issue, BusinessWest offers a sampling of what’s new in technology and what the products hitting the market bring to the table.

Ansering the Call


Left to right, iPod Shuffle, iPod Nano, iPod Classic, and iPod Touch

The sleek, touch-screen iPhone is still making news; on Sept. 9, Apple sold its one millionth unit (after reducing its price by about $200). In response to the many iPhone owners upset with the decision to reduce the price from $599 to $399 two months after its debut, Apple CEO Steve Jobs sent an open letter — directly to the phones, of course — awarding all current iPhone users a $100 store credit toward the purchase of any Apple product.

That’s good news for fans of ‘the people’s company,’ since Apple is following up on the success of the iPhone with the sixth generation of the iPod, and the two devices closely resemble each other.

The iPod Touch was formally introduced to the public this month, and boasts many of the same features as the much anticipated iPhone. It includes a touch screen and Wi-Fi capabilities, a Safari Web browser, and connects directly to YouTube, where users can view millions of free videos. The Touch is available in eight- and 16-gigabyte models, now retailing for $299 and $399, and joins the existing suite of iPods — the Shuffle, Nano, and Classic models;apple.com.

Now Hear This


Aurvana Headphones

Apple may be the big newsmaker in the technology race, but many other companies are in the running, vying for the attention and the loyalty of increasingly in-the-know shoppers.

Another audio giant in the marketplace, Creative Labs, which manufactures the Zen series of mp3 players and accessories, has recently devised high-end, noise-canceling headphones called Aurvana, designed to augment the mp3 listening experience.

The headsets use the latest audio technology, X-Fi, or extreme fidelity, as it’s called, to improve the sound quality of an mp3 file; it does this by restoring the details of a file that are lost during compression. Aurvana headphones also feature three switches to optimize listening experiences for not only music files, but while watching television, movies, or playing games as well. The first is a noise-canceling switch, the second a ‘crystalizer’ that enhances mp3 playback, and the third is a CMSS-3D switch that creates a surround-sound effect.

The headsets are expected to be available later this month, retailing for approximately $300;creative.com.

A Picture and Thousands of Words

Just as CDs and stereos are becoming increasingly passé, paperback books, day planners, and photo albums are also gradually becoming things of the past, replaced by more effective and less expensive digital versions of each.
Photophiles in particular can now take more advantage of the digital photo frame craze than ever before, as frames are being designed with more capabilities, better performance, and more memory.


eStarling 2.0 Wi-Fi Photo Frame

The eStarling 2.0 Wi-Fi Photo Frame, for instance, takes the concept of displaying digital photos to the next level, by adding the ability to connect to the Internet wirelessly.

The seven-inch frame will display photos in a slideshow format, and can accommodate most types of camera memory cards, immediately adding any photos on the card directly into the rotation.

However, JPEG photos can also be sent directly to the eStarling via E-mail or through an RSS photo feed, such as those available through the popular photo-sharing Web site Flickr.

This allows frame owners to have photos E-mailed to them by friends or relatives, send photos to the frame via a laptop or mobile phone from virtually anywhere in the world, and also search for specific photos taken by others and posted on public sites online.

Within the Flickr community, these photos can be added to the eStarling by entering ‘tags,’ or keywords, and having them fed directly to the eStarling. The criteria could be as simple as photos of Hawaii, or as detailed as ‘red 1957 Chevys.’

Despite these new attributes, the frame is relatively simple to use. It requires a one-time setup (connecting the frame to a computer by a USB cord), and eStarling software guides the process of creating a free E-mail address to which photos can be sent. Spam blockers are also provided, and the frames retail for approximately $220;estarling.com.

Also striving to improve the leisure side of life is Sony’s PRS500 Portable Reader System, released this month. The tablet offers a space-saving solution for readers on the go in addition to employing the newest technology to alleviate eye-strain and make digital reading a more comfortable experience overall.

Using E Ink Display technology, the screen mimics the look of a paper book, but text can be magnified up to 200%. It also weighs just under nine ounces and is a half-inch thick, with a memory card slot through which books, photos, and mp3s can be uploaded.

E-books can be found online, often for free, and Sony has instituted its own virtual bookstore, the Sony Connect eBookstore. The PRS500 is currently retailing for about $275, and perhaps signals the beginning of the end for traditional, bound volumes. It’s an intriguing shift, but also one that could significantly reduce the world’s paper consumption;sonystyle.com.

The Technology of Ecology

Other products now being introduced also take the environment and energy conservation into account, in addition to technological quality, in this increasingly hooked-in world.

Dataprobe, a leading manufacturer of technology solutions for networking systems, announced last month that its iBoot product, a remote power solution that monitors, manages, and controls both corporate and personal computing devices and electronics, is now compliant with RoHS (restriction of the use of hazardous substances) and WEEE (Waste of Electrical and Electronic Equipment) standards in Europe.

The RoHS and WEEE directives, respectively, ban the sale and import of electronic equipment containing more than approved levels of lead, cadmium, mercury, and other elements, as well as reduce the exposure of hazardous chemicals within recycled materials.

Manufacturers in the U.S., such as Dataprobe, must meet the requirements of both in order to import their products for sale in the European Union market.

Changes to the iBoot to address the EU’s new guidelines augment its already environmentally friendly function. With a single-outlet power switch, the iBoot allows for power control over various types of equipment from anywhere, using an Internet browser. This, in turn, reduces or eliminates the need for on-site technical support, at a cost of about $275;dataprobe.com.

For those hoping to bring a little bit of alternative energy directly into the home, Tamiya Inc. has created a good starting point: the Loopwing Wind Power Generator Set, which catches a breeze and converts it to electricity.

It’s more of an educational tool than anything else, using the energy it generates to power a small rechargeable toy car, which will run for about one to two minutes for every five to 10 minutes of wind-powered charging;tamiya.com
However, the $50 Loopwing is an example of how green energy is being scaled down for more accessible use by consumers. Another product doing the same has been devised by Italian designers Alberto Medo and Francisco Gomez Paz; the duo has created the Solar Bottle, a portable water-purifying system that uses SODIS technology — Solar Water Disinfection.

Each square, stackable, four-liter bottle has one transparent side to collect UV-A rays, which, coupled with increased temperature from solar sources, effectively kill disease-causing pathogens.

A handle makes for easy carrying, and also serves as a stand while being exposed to sunlight. It’s appropriately sized for both private homes and businesses, as well as for outdoor situations such as camping or boating.

The unique design and concept behind the Solar Bottle, which is still in development, also earned Medo and Gomez Paz a 2007 INDEX Award, and could be positioned as a solution for regions of the world with poor-quality drinking water supplies. For more information on the Solar Bottle, visitinhabitat.com.

From Roomba to RoboCop?

The Solar Bottle may still be in prototype mode, but its creation is part of a larger movement of technological marvels that continue to pour into our lives at break-neck speed. According to PCWorld magazine, some of the future technology that researchers and retailers alike are keeping a close eye on are in the areas of biometric security (handprint, fingerprint, and eye-scan access among them), and artificial intelligence.

True to that trend, iRobot (irobot.com) of Burlington, Mass., the firm that gave us the Roomba robot vacuum, has just debuted a tiny “robot cop,” which carries a camera and an electroshock weapon for use by law enforcement and military personnel.

With those kinds of leaps becoming commonplace, the Jetsons’ automated amenities of ready-made meals and flying cars do not seem quite so far off. Still, it’s to be hoped that a Taser-equipped iPhone is light years away.

Jaclyn Stevenson can be reached at[email protected]

Sections Supplements
A False Sense of Security on Flood Insurance Can Be a Costly Mistake

Despite the attention brought to the subject by hurricanes Katrina and Rita two years ago, and some local episodes that fall and since, many individuals and businesses continue to ignore the real possibility of suffering severe property damage resulting from a flood.

There are several reasons why people have a false sense of security: many believe that since they live and work in an area well away from the coastline, the danger of having a flood is relatively low; others believe their homeowners or business property insurance policies will provide coverage in the event of a flood. Still others believe that in the event of a flood, the federal government will provide assistance for flood damage. All or most of this thinking is off the mark.

Floods affect thousands of Americans every year. According to the Federal Emergency Management Agency (FEMA), more than 27,000 policyholders filed flood insurance claims in 2006, with thousands more being uninsured for flood damage. To many of us in Western Mass., it seems that these devastating events always occur in some other part of the country, and that here in the Bay State we have little to worry about when it comes to flooding. Recent experience tells us a different story.

In 2006 the National Flood Insurance Program paid more than $39.5 million dollars in claims to insureds in our state. This was more than the combined total payments made in all of the states bordering the Mississippi River for that same year. While some experts consider 2006 to have been an unusual year for Massachusetts, the National Flood Insurance Program (NFIP) has paid Bay State policyholders more than $2 million dollars in both 2004 and 2005.

Massachusetts areas away from the coast are at risk of suffering from floods. In fact, it is typical for the NFIP to pay between 20% and 25% of their claims in low- to moderate-risk zones. The good news about being in such a zone is that you may be eligible for a preferred risk policy, which provides very inexpensive flood insurance protection.

Many people believe that their homeowners and business property insurance will respond in the event of a flood. However, these policies in their standard format (which most insurance carriers follow) specifically exclude flood as a covered cause of loss. It is interesting to note that it was this exclusion that provided the basis for many insurance carriers to deny coverage to many homeowners in New Orleans and the southern states following Hurricane Katrina.

Insurance policies provided by the NFIP afford a rather generous definition of ‘flood.’ In order for the policy to respond, the flood must affect at least two properties in the area, or two or more acres. The flood can result from of an overflow of inland or tidal waters, what most people typically think of as a flood.

In addition, the flood could be a result of water from any source that causes an “unusual or rapid accumulation or runoff of surface water.” This source of water could be heavy rainfall, a water tower, or a broken water main. Certainly, most everyone lives and works in an area where heavy rain or a broken water main could occur and cause a flood as the NFIP policy defines one. It is important to take these sources of water into consideration when assessing your need for a flood policy.

When you purchase a flood policy from the NFIP, you have several things to consider: the coverage limit on the building, the coverage limit for the contents of the building, the per-claim deductible, and the waiting period before overage goes into effect. A maximum of $250,000 of building coverage is available for residential protection. Commercial structures can be insured to a limit of $500,000 for the building and $500,000 for the contents.

The maximum insurance limit may not exceed the insurable value of the property. For limits in excess of the maximums offered by the NFIP, private flood insurance is readily available.

Another important element to note in the NFIP’s definition of a flood is some very important wording that is not within its definition. What is missing is the requirement for the president to declare a federal disaster.

For those individuals and business owners who don’t carry flood insurance as part of their disaster recovery plan, they need to be aware that in order to receive funds through the Federal Disaster Assistance program, there are a few serious issues to consider.

First of all, as was just outlined, in order for FEMA’s Disaster Assistance Program to become involved, the U.S. president must declare that area a federal disaster.

With this declaration, FEMA can distribute funds in the form of a loan that must be repaid. In the case of a business loss, FEMA may require the business owner to first seek a loan through the Small Business Administration before they request FEMA support. Under the NFIP flood insurance policy, there is no need for a federal disaster to be declared. There is no need to pay back any claim payments. The policy will respond if the definition of a flood is met.

It is important to seriously consider the large potential physical and financial loss that a flood can cause.

While many people believe there are several ways to obtain assistance in the event of a flood, without a doubt incorporating a NFIP insurance policy into your personal or business disaster recovery plan provides a critical point of relief, at a reasonable and affordable cost. An independent insurance agent can discuss your necessary limits, coverages, and deductible options with you.

There are other elements of the policy that should also be discussed, such as valuations on claim payments, contents coverage, and basement coverage. To answer some questions on your own, you can visitwww.floodsmart.gov.

Corey Murphy is a certified insurance counselor and vice president of First American Insurance Agency in Chicopee;[email protected]

Sections Supplements
Everything You Need to Know about Venture Capital (but Were Afraid to Ask)

As well-known as the term ‘venture capital’ is in the public vernacular, few understand the nature of this high-risk, high-impact form of capital.

To shed some light on this complex capital source, it’s helpful to understand venture capital, first in context of other forms of growth capital, then in terms of requirements of venture-capital funders. What follows is a primer on this important subject.

The Spectrum of Capital

There is a wide spectrum of funds available to small, fast-growing businesses to support their capital needs — from loans and lines of credit to equity (provided by individuals and/or professionally managed funds). Capital sources vary according to their source (government, banks, friends and family, third-party investors) and to the risk associated with the capital. Company stage often defines your source, while risk level impacts pricing. Investors (individuals and funds investing in your company) who take the highest risk (equity investors) expect the highest return; those taking less risk (banks) can afford to charge less for the lower risk.

Venture-capital investors provide capital to fast-growing companies in return for a minority ownership position; these investors take outsized risks (company failure and loss of investment) in return for hopes of outsized returns if the company succeeds. Professional investors manage venture capital by assessing risk, negotiating investment partnerships with entrepreneurs and business owners (exchanging capital for ownership positions and, typically, a seat on the board of directors), and working with company management to optimize success — profitable growth and, ultimately, selling the company — in order to realize returns commensurate with risk taken.

Profile of a Venture-capital Company

Venture investors look for businesses that have potential to grow to a relatively large size, revenue-wise, within a four- to seven-year period. Business characteristics that VCs look for include:

  • Strong gross margins: A business with relatively low gross margins (less than 35%) is a business competing on price or service, both of which are not strong differentiators. Businesses with stronger gross margins suggest an ability to compete on other criteria (product or service quality and/or uniqueness). Higher-gross-margin businesses indicate something special about the business and, more practically, provide the company with more internally generated cash when selling product, thereby enabling the company to self-fund rapid growth to a much greater degree than lower-margin businesses.
  • Scalable business model: Scalability can be viewed through two lenses: product/service model and financial scalability. A scalable product model might be described best as ‘make once, sell many times.’ A software product, or a branded consumer product, offers scalability in this sense. Custom precision machining — where each design is developed uniquely for a given customer — is a model that does not scale as well. Financial scalability relates in part to gross margin (does the business provide meaningful self-funding?) and in part to the ability to find capital sources at different levels of growth. Software, as noted, is a high-gross-margin business (99%) and often is easier to secure subsequent rounds of financing.
  • Barriers to entry/competitive position: Venture-capital investors seek businesses that are difficult for competitors to enter.
    Barriers to entry can be technology-based (intellectual property and/or patents) and/or market based; an established brand with good on-shelf presence is a barrier to competitors — admittedly, less defensible than a technology patent. Generally, a venture investor will seek to invest in companies whose products (if performance-oriented, like technology) have multi-fold performance or cost advantages over competitive products.
    One way to characterize this would be to say that the product would need to perform 10 times better than, or be available at one-tenth the cost of, its nearest competitor.
  • Experienced management: It is often said that the jockey matters more than the horse — i.e., good management trumps good product, though both are preferable. Experience in early-stage ventures is defined in a few ways:
    Domain experience: If you spent years in the food industry and are starting a food business, then your domain experience serves you in your current venture. If you are a biotech person starting a software business, then your domain is relatively useless to your new venture.

Early-stage experience: A senior manager at Microsoft starting a new software company may have tremendous domain experience but lack early-stage experience. Big company resources and experience are substantially different from capital-constrained small-company experience. Small-company professionals tend to do everything in the business (make copies and clean trash as well as develop and market the product). By contrast, a big-company executive might be accustomed to having staff, services, and capital resources that would obviate the need for that individual to do lower-level work that startup executives and small business owners do.

Venture experience: A venture capital-backed startup requires an understanding of the investor’s expectations and role. While venture investors don’t expect or want to run the business themselves, there is a level of involvement and partnership that this investor class expects from founders and senior management in companies in which they invest.

Ability (and willingness) to realize value: If you seek capital from professional money managers, you need to understand that you are signing up to realize and optimize value for investors (and you!) over a certain number of years. Value is maximized for all shareholders by sale or merger with a larger player (often competitor) or through a public offering. If you intend to keep your venture as a family or lifestyle business, then venture capital is not right for you.

Assessing Risk

Venture capitalists evaluate risk in two primary areas — business and stage. Business risk looks at management, market/competition, product, finance, and legal. Failure in a startup is almost always a result of problems in one or more of these areas.

So, venture capital investors research management (reference checks, strength/weakness analysis, completeness of team), market (size, growth of market, trends), product (comparative advantage vs. existing products and services), finance (strong gross margins, capital requirements, availability and likelihood of subsequent financing), and legal (patent protection, liability risk).

The ‘grades’ for each risk area result in a summary business risk level that the investor considers in assessing what return would fairly compensate the investor for the perceived risk.

The second area of risk relates to stage of development. Early-stage ventures carry a much higher probability of failure — borne out by national statistics on small-business failure — than later-stage ventures, meaning companies with established revenue, customers, and profits. Stage risk carries a risk premium that is coupled with business risk to arrive at a picture that the investor uses to figure out what level of ownership is required for a given capital investment.

Entrepreneurs often mistake a venture investor’s need for ownership as a reflection of greed, rather than a dispassionate assessment of the true risk. Early-venture investors typically lose all their capital on a third of their portfolio, break even on a third, and make all the fund’s money on the final third. So, either investors do a poor job picking winners, or their portfolio company heads fail to deliver on the promise they hoped to realize.

Final Thoughts

Venture capital is high-impact capital that can make a meaningful economic development impact in terms of job creation as well as value creation for all stakeholders. That said, the combination of investor expectations for growth and value realization coupled with the relative scarcity of capital (compared to demand) makes it a capital source not for everyone.

That said, if you’ve got the right stuff — management, product, market, etc. — and are game for the ride, venture capital can be an unmatched capital source in its appetite for risk and support for your company’s growth.

Michael Gurau is the managing general partner of Clear Venture Partners, a venture capital fund targeting New England;[email protected]

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WNEC Communications Students Make Community and Career Inroads
Brenda Garton-Sjoberg and Talehia Traverso

Brenda Garton-Sjoberg, left, director of the Institute for Media and Nonprofit Communication at WNEC, and Talehia Traverso, a junior majoring in communications, in the college’s television studio.

Talehia Traverso, a junior from New Jersey majoring in communications at Western New England College, plans to spend much of this semester poring over video footage, perfecting her on-air delivery, and conducting interviews with Broadway star Mamie Duncan-Gibbs.

Duncan-Gibbs, who has starred in such productions as Jelly’s Last Jam with Savion Glover and Gregory Hines, in addition to television and nationally touring stage appearances, has enlisted Traverso’s help in publicizing another endeavor, Youth Theatre Interactions (YTI) in Yonkers, N.Y., for which she serves as executive and artistic director.

“It’s an amazing program that teaches creativity, leadership, and the idea that hard work pays off,” said Traverso, who began her work with YTI this summer and expects to complete her project by this spring.

She’ll be producing a promotional video for the organization as part of an independent study at WNEC, and the scope of the project isn’t lost on her. She quickly lists several specific hurdles she has to clear in order to complete the piece: “I’m still shooting,” she said, counting off the tasks with her fingers. “Framing can be difficult, and writing and editing the story line … I had to learn how to focus the cameras well — and getting good head shots, that’s a big one.”

Initially, Traverso showed an interest due to the program’s close proximity to her hometown; Duncan-Gibbs, interestingly enough, is a Springfield native.

But the connection she’s made with the actress runs deeper than that. The project is also part of a burgeoning program at the college that is growing quickly, and garnering national attention for its work with not-for-profit organizations and agencies, as well as the experience it affords students.

Passion to Product

Led by Brenda Garton-Sjoberg, communications professor and former news anchor for WWLP 22, the program is an option for communications students, and charges them with the creation of a five-minute spot that features and promotes a nonprofit business.

Students must write their own scripts, film their own footage, conduct interviews, edit, and produce their projects from start to finish, and Garton said the process usually spans an entire semester, if not longer.

“This is an extensive, months-long project,” she said. “Essentially, these students must live their project for weeks on end. But this allows them to graduate with a professional product to show employers — a product they are proud of, and frankly, so are we.”

Garton said serving the students’ professional needs through the project is as important as producing a quality marketing piece for nonprofit businesses, most of which are local. The dual focus ensures that the educational needs of the participants are met, she said, as well as the promotional needs of the agencies with which they work.

“It has to be a learning experience for the student as well as the nonprofit,” said Garton. “We match students with particular nonprofits, because there needs to be an interest and a passion on the part of the student. We know there is a need in the nonprofit arena, because we are inundated with calls.”

Tale of the Tape

The initiative began in 2003, with one student and a self-defense course for children, radKIDS, which has been held on the WNEC campus for several years.

Garton, at the time serving as the school’s director of College Relations and Community Outreach, became involved with the program as a volunteer and a mother, even becoming a certified radKIDS instructor.

Her news roots never far from the surface, however, Garton said she recognized a need for more publicity for the program. At the same time, a communications student, Michael DeFilipi of Agawam, was looking for an independent study project to round out his education in broadcasting.

A video was produced featuring Ed and Lois Smart, parents of Elizabeth Smart, who was abducted from (and subsequently returned to) her home in June, 2002. The Smarts were strong proponents of the radKIDS program, and not long after DeFilipi produced his video, Ed Smart appeared on Good Morning America to discuss kidnapping prevention.

In search of ancillary materials that would help explain what programs like radKIDS teach, producers at GMA reached out to WNEC and DeFilipi, airing portions of his project on air.

“After clips of Mike’s video appeared on national television, the program started to grow from there,” said Garton, listing several agencies that have since benefited from the students’ work, as well as several students who have seen their careers leap into high gear as a result.

Career and Community

Over the past five years, students have produced spots for organizations such as the Springfield Urban League, the Boy Scouts of America, GoFIT, the Williamstown Theatre Festival, and the Willie Ross School for the Deaf. Many agencies include the videos in marketing materials, fundraising packages, and on their Web sites, and conversely, the professional benefits for students have already been seen.

In addition to DeFilipi’s national exposure on Good Morning America, two WNEC graduates — Lacey Girard, who was also honored by the Associated Press for her work with the Willie Ross School for the Deaf, and Bill Rinaldi, who met with high-level management at Reebok for his video on GoFIT, a Springfield-based fitness program for women and children — landed jobs at WGGB abc40 as a direct result of their projects.

“We focus on each student’s strengths,” said Garton, “so even though they’re managing the entire project, their talents shine through.”

Traverso, who hopes to forge a career in broadcast journalism, plans to serve as on-air talent for the piece on YTI, though she added that beyond her professional aspirations, she too has seen the crossover from school project to community involvement.

“YTI is so culturally mixed, and its instructors are pros in their field,” she said. “I have a brother who’s 8, and he’s never been interested in theater or performance. But when I told him about this program, he just wanted to know more. I thought, ‘imagine what it’s like for the kids, especially inner-city kids, who are really passionate about it?’”

The Final Cut

In addition to realizations like that, a new entity has been created at WNEC. It’s called the Institute for Media and Non-profit Communication, and Garton, who now serves as its director, believes the new, formalized program will provide a better stage from which to grow.

“WNEC is becoming well-known for this,” she said, “and the opportunities for students as well as nonprofits are endless. The institute adds some extra oomph to the work our students are doing; it’s our hope that soon, having their names associated with the Institute for Media and Non-profit Communication will mean something in and of itself.”

Jaclyn Stevenson can be reached at[email protected]

Sections Supplements
STCC at 40: A Case of Institutional Advancement
Springfield Technical Community College

Springfield Technical Community College

Much has changed on the campus of Springfield Technical Community College since the school opened on the grounds of the Springfield Armory in 1967. But the school’s basic mission — preparing students for the workplace and thus improving the health and vitality of the region’s economy — hasn’t. As the school turns 40, it looks back on a proud track record of blending imagination and perseverance to meet that mission, but, as always, the focus is on the future.

Faye-Marie Bartlett remembers that first semester.

It was the fall of 1967, and the Springfield Technical Institute, to be known a year later as Springfield Technical Community College, was open for business — with open being the operative word.

The school had assumed several of the buildings that comprised the Springfield Armory, the closing of which had been announced in 1964, but decommissioning was still in progress when classes started that September. Bartlett, who would go on to teach Nursing and other health programs at STCC for 22 years, remembers that classrooms were created “wherever they could put them,” which meant, in most cases, large, open spaces once used for gun manufacturing.

“They put in new floors,” she recalled, “but there were no walls.”

School staff, faculty, and administrators pitched in to erect partitions, she continued, but they certainly didn’t reach the 20-foot ceilings. Baffles were hung in an attempt to contain noise, but there was a sizable gap between the top of the partitions and the bottom of the baffles. All this made for some colorful anecdotes that live on 40 years later.

“I was teaching Growth and Development,” Bartlett recalled. “The person next door was teaching Anatomy and Physiology. Across the hall, which wasn’t really a hall, just part of the room, someone was teaching Biology. You could hear it all; I like to say that you could get three classes for the price of one.”

In Growth and Development, said Bartlett, students learn about the birth and early development of humans. Her tales from 1967 provide some first-hand insight into how this unique institution was born and how it developed. Then, and throughout its 40-year history, Bartlett and others told BusinessWest, the school has used imagination and determination to overcome challenges and meet its mission.

Along the way, it has forged a reputation as one of the leaders among the state’s 15 community colleges in career programs. In recent years, the school has won national and even international acclaim for a technology park it created across the street from the main campus in former Armory buildings later used by General Electric and then Digital. The park, which has won national awards in the realm of economic development, is now home to more than a dozen businesses which together employ nearly 1,000 people.

While there are many individuals who played key roles in the creation, growth, and evolution of the college, much of the credit is given to two visionaries: Edmond Garvey and Andrew Scibelli.

It was Garvey, a former Naval officer who, as principal of the former Trade (now Putnam) High School, saw a need for a post-graduate program that would become STI, worked with local and state officials to relocate the program into the Armory, and led the college through its formative years.

And it was Scibelli, who started at the school as a Biology teacher, who would eventually take it to the next level in terms of programs, facilities, reputation, visibility, and community involvement. “He opened up those gates,” said Brian Corridan, who served the school as trustee for 10 years (seven as chairman) and has led the organization administering the technology park for the past 11, referring to the massive iron fencing, crafted from melted-down cannons that surround the campus.

Scibelli is credited not only with putting the college on the map, but also for fostering leadership and sense of entrepreneurship among those who worked beside him: four of his former vice presidents are now leading their own community colleges.

That entrepreneurial spirit remains today, said current President Ira Rubenzahl, who told BusinessWest that the school remains diligent in its work to determine and then meet the needs of its students, the region, and the local business community, which is its true mission.

Moving forward, the college — which has launched a major gifts campaign to mark its 40th anniversary and will celebrate the milestone with a gala for past and present trustees, faculty, and staff — is also taking part in national, multi-year initiative called Achieving the Dream. In simple terms, the program is focused on helping community college students meet their goals — whatever they may be, meaning specific courses, certificate programs, degrees, transfer, or job opportunities.

“We want more people to finish what they start,” said Rubenzahl, noting that, nationally, too many students leave community colleges without meeting their goals, and in doing so, risk losing out on employment opportunities and also add to the challenges facing business sectors struggling to find qualified workers.

“This isn’t a feel-good thing,” he said. “The foundations funding this believe that the American workforce is not going to be competitive if we don’t educate more individuals, because the jobs require education, and they see the community colleges as the place where that needs to happen.”

In this issue, BusinessWest looks back at STCC’s first 40 years, and ahead, to what might come next for the college that is making history at an already historic site.

Taking Their Best Shot

Scibelli has his own stories from the college’s early years.

He remembers teaching Microbiology in 1969 in the facility known then and now as Building 20. His classroom was carved out of space that was formerly a machine shop. There was plenty of room, but only 12 outlets for 33 microscopes. “So we shared — people worked in teams,” he recalled. “We just did whatever we had to do.”

Like Bartlett, Scibelli said the exercises in overcoming adversity provided some good lessons for those first students in imagination and perseverance. They also created a sense of family among faculty and staff, one strong enough to compel many individuals, including Scibelli, to stay with the school for the balance of their professional careers.

“There was a strong sense of unity that came from doing everything together,” he remembers. “There were many days when you would teach a class and then go help put up a wall someplace. We all felt we were building something special.”

Tracing the history of the college, its creation was prompted by a blend of need and circumstance, specifically the decommissioning of the Armory, the location of which was chosen by George Washington. It was the Armory, which employed more than 13,000 people during World War II, that gave the region not only jobs, but the foundation upon which much of the precision manufacturing base that gave the region its industrial identity was built.

Springfield Mayor Charles Ryan, who, remarkably, was also in the corner office when Secretary of Defense Robert McNamara announced that the Armory would close, told BusinessWest that he and others fought a spirited year-and-a-half-long fight to reverse that decision — and at one point thought they had the battle won.

“But then, they changed the ground rules on us,” he said, noting that even after city leaders effectively stated a solid case for continued need for the Armory, McNamara stuck to his guns, figuratively speaking, and by early 1966 city and state leaders conceded that the closing was inevitable.

It was then — or, by some accounts, years if not decades earlier — that people started thinking about creating a college at the site, especially the west side of Federal Street, with its long brick buildings and large courtyard, used for drilling and parades when the Armory was open.

Among those doing such thinking were Ryan and Garvey, who both saw a need to expand STI — which was launched in 1964 and was soon being flooded with more applications than it could handle — and considered the Armory a natural fit.

But that proposal didn’t appeal to everyone. Some thought the Armory buildings should be used for industry and to yield much-needed tax revenue — and the buildings on the east side of Federal Street would serve both purposes, first as home to General Electric facilities, then Milton Bradley operations, and later a manufacturing center for Digital Equipment Corp. Meanwhile, others believed there wasn’t need for another two-year college, what with Holyoke Community College only 10 miles away.

Those advocating for the college eventually prevailed, and, from Ryan’s perspective, largely because of the strong case Garvey built for what would become the state’s first (and still only) technical community college.

“Ed Garvey was a genius,” Ryan recalled. “He believed that if he could keep students for an extra year, he could guarantee that they’d get a job when they graduated. That’s how the post-graduate program that would become STI got started.”

It was initially funded mostly by the city, the mayor continued, but it became clear that the community didn’t have the resources needed to take STI where Garvey wanted it to go. Working with state Rep. Anthony Scibelli, Gov. John Volpe, and industrialist Joseph Deliso Sr., Garvey and Ryan made STI a state institution, one with an historic street address.

Both Bartlett and Scibelli credited Garvey with possessing the vision and leadership skills needed to guide the school through those early years and put it on a solid foundation.

“He was a true visionary, and he was my mentor,” said Scibelli, who served Garvey as faculty member and registrar.

Said Bartlett, “he (Garvey) was very visible and very much involved in what was happening. Some presidents rarely get out of their offices, but he was always out, talking with students and faculty, and listening to what they were saying.”

Down to a Science

Garvey retired in 1974, to be succeeded by Robert Geitz, an Engineering professor at the school who served until 1981. Leonard Collamore, a History professor at the college, served as interim during a prolonged search for a president that ended with Scibelli getting the nod.

And it is Scibelli who is credited with making STCC a more respected name within academia, and especially the community it serves, and, in the process, increasing enrollment.

“Some people called it the ‘high school on the hill,’ and I bristled whenever I heard that,” Scibelli recalled. “I was determined to make the school’s reputation worthy of what I knew was going on inside those gates.”

He was able to do so, said Corridan, thanks to a combination of his own leadership skills, a strong board of trustees, and administrative teams that believed in the school and its role within the community, and wanted to expand that role.

“We explored various relationships, not only with the community immediately around us as to how we could fill voids, but also with those in certain industries,” he explained. “We asked them to tell us what they needed, and we would devise programs around that.”

He cited programs involving IBM, Ford Motor Co., and other major corporations to train potential employees as examples of how the school progressed during what he called its “transformative years.” Locally, the college worked (and continues to work) with health care providers to meet their needs in terms of both a pipeline of workers for several fields and making sure those workers have the requisite skills needed to succeed.

“We made sure that the college was going in the direction it was intended to go,” Corridan explained, “but to continue to raise the bar constantly, both locally and nationally, to meet a mission and not just be a glorified technical high school.”

Ray Di Pasquale, who served the college in a variety of positions, the last being vice president of Enrollment Management and Student Affairs, is one of the four who worked with and for Scibelli to move on to become a school’s president — in his case, the Community College of Rhode Island. He credited Scibelli with giving administrators opportunities to excel, thus enabling them to grow professionally while also taking the college to a higher plane.

“He allowed all of us to do our jobs … he made us part of a team,” said Di Pasquale. “We all did our jobs well, whether it was getting enrollment up or getting the message out about the school. We did a lot of neat stuff, and we got very involved in the city, which is very important.”

Elaborating, Di Pasquale said Scibelli opened the school’s gates and doors to the community, making it a resource, while also involving elected officials and business leaders on advisory boards and with decision-making.

“Andy saw the wisdom of expanding our horizons and getting outsiders involved,” he continued. “That brought additional dollars to the school, and by opening those gates to others and welcoming new ideas, he made the college stronger.”

This is a management style Di Pasquale said he is trying to emulate at CCRI, where he is building partnerships with business leaders and becoming heavily involved with economic development initiatives.

Technically Speaking

During Scibelli’s tenure, imagination was needed not to shape classrooms out of factory space, but to often continue programs and initiatives — and cultivate new ones — at a time of frequent budget turmoil and inconsistent support from the Commonwealth.

There was one period of severe cutbacks and even budget remissions — when money is allocated and then actually pulled back — in the late ’80s, another in the early ’90s, and other, less severe episodes in the early ’80s and again this decade, said Scibelli, adding that the college responded by becoming, in his mind, entrepreneurial.

“We started thinking like a business,” he said, adding that the school’s administrators began looking at new and different ways to find money, or generate revenue, rather than merely reduce expenses.

One of these methods was a heightened focus on grant-writing, an initiative that would yield some high-profile awards from the National Science Foundation and other groups and, ultimately, less reliance on state funding for the college’s health and well-being.

Among those grants is one from Verizon, now beyond $16 million, for the so-called Next Step Program, a New England-wide initiative to train the company’s workers through a curriculum of telecommunications technology. STCC serves as the lead school in a network of community colleges for five New England states to offer the training. Another is an NSF grant, now totaling more than $10 million, for the National Center for Telecommunications Technology (NCTT), which, as the name suggests, is an advanced technological education center to develop and pilot telecommunications and related science and math courses in high schools, community colleges, and baccalaureate-degree colleges.

The entrepreneurial thinking took on an even more literal bent in the early ’90s, when, after Digital announced it would close its Springfield plant, the college let known its intention to purchase the property and create a business park. No community college had ever embarked on such an effort, and there were many in Springfield who didn’t want STCC to take that route.

“It had never been done before, and it hasn’t been done since, at least by a community college,” said Corridan, who leads the assistance corporation that operates the park. “It was a bold step, and there was a lot of risk involved. The college didn’t have to take that step; it was already doing well and filling its role in the community, but it wanted to take that role to a much higher level.”

The park, which would later include incubator space and entrepreneurial programming housed in a building to become known as the Andrew M. Scibelli Enterprise Center, opened in 1996. This was when the technology sector was witnessing
rapid and profound expansion, and soon the facility was filled with regional and national technology-based companies.

The bursting of the dot-com bubble earlier this decade and ongoing consolidation of many aspects of the tech sector have created some vacancies and a new set of challenges for park administrators, said Corridan, who told BusinessWest that the team is already exploring some imaginative options.

Keeping the technology park filled — and vibrant — is one of the priorities for the school and the assistance corporation moving forward, said Rubenzahl, adding that a long-term strategic plan calls for ongoing partnerships with community and business leaders to ensure that students are graduating with the skills necessary to succeed in an increasingly technology-based economy.

He cited an agreement signed just last month by the college, the local chapter of the National Tooling and Machining Assoc., and the Regional Employment Board of Hampden County as just one example. The memorandum of understanding includes new courses and a new certificate program, among other things, that are designed to draw more people into the field and increase the skill levels of those already in it.

“It’s an important initiative,” said Rubenzahl, adding that there are hundreds of vacancies in the precision machining sector that are going unfilled, resulting in millions of dollars in work that must be turned down by area shops. Work to close that gap is just one of the steps the college is taking to help bolster the local economy.

Involvement with Achieving the Dream, from a long-term perspective, is another.

A privately funded initiative launched in 2004 that involves several local and national foundations, Achieving the Dream is the centerpiece of the school’s current strategic plan, he explained, and it has important implications for the college and the community.

“We want to make sure that all of our students are successful in meeting their goals,” he said. “Their goal may not be to graduate; it may be to take some courses, or get a certificate, or to transfer. We know that, across the country, community colleges, because they’re open-admission, often see students struggle to be successful; this a long-term, in-depth program to improve community college success.”

Elaborating, he said that in this, the first year of STCC’s involvement, there will be close examination of data concerning course-completion rates, retention, graduation rates, and other indices, with close attention paid to how various sub-groups — defined by gender, income, and ethnicity, for example — fare when compared to the whole.

From there, the school will work to identify gaps and close them.

“The key is to take a look at the data we’ve gathered and say, ‘where is there room for improvement, and how do we attack this issue?’” he explained, adding that, broadly speaking, this is what the school has been doing since the doors opened in 1967.

A Class Act

Bartlett remembers when the Nursing program got off the ground in 1969. There were 45 students enrolled in that first class, and they couldn’t all fit in a classroom created in a building, more like a house, that once served as officers’ quarters at the Armory.

So program administrators improvised, and used space in another, nearby building, formerly the officers club. Bartlett remembers wheeling a blackboard back and forth between the two facilities countless times in those early days. Like other, often extraordinary steps taken to get the job done, she says the blackboard-rolling exploits helped build camaraderie and steel administrators and faculty members for the many challenges still to come.

“We made a game out of it,” she recalled. “Any obstacle we faced we just took it on and found a way to overcome; we knew that someday, things would be better. It’s the same today, and everyone can see that things have gotten better.

Much better.

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

Sections Supplements
SCORE Volunteers Help Entrepreneurs Get Down to Business
Rick Forgay, Tom Toman, and Richard Lopatka

From left, SCORE volunteer counselors Rick Forgay, Tom Toman, and Richard Lopatka.

There are 45 volunteer counselors currently serving the Western Mass. chapter of SCORE, once (but no longer) officially known as the Service Corps of Retired Executives. Between them, these volunteers have seen just about every issue or problem that can confront a business owner, and by passing on their knowledge and experience they’re helping fledgling entrepreneurs and established business owners clear hurdles in the path to success.

Hendalee Wilson has seen more than a few friends and relatives push the panic button when the ‘check engine’ light comes on in their vehicle.

He told BusinessWest that the indicator, while helpful in that it alerts the motorist that something is wrong, can also bring on some serious anxiety, and unwarranted expense, because there are myriad reasons why the light comes on — many of them serious in nature, but some that are anything but.

He found this out through personal experience; he wound up paying more than $175 for a diagnostic test that revealed he needed to replace a $15 solenoid, or relay, something he probably could have done himself.

Sensing an entrepreneurial opportunity, Wilson, a recent graduate of Western New England College and now a senior technical programmer, analyst, and project leader in the school’s Office of Information Technology, has created something called the ‘CellAssist.’ In simple terms, this device communicates with a vehicle’s on-board computer, views the internal sensor readings, and displays the diagnosis through a simple interface on almost any standard cell phone.

The data extracted from the vehicle can then be transmitted over the Internet to a worldwide system that is viewable by mechanics, repair shops, towing companies, and car manufacturers that can provide assistance as necessary, he continued, adding that his product can let people know quickly, efficiently, and cheaply just what they’re up against — which is all anyone who sees that light go on wants to know.

“A cell phone is a piece of processing power that we all carry, and I thought to myself, ‘we can harness that processing power to create a wireless diagnostic tool,’” said Wilson, who has a patent pending on his invention, but acknowledged that his business venture is still very much in the conceptual stage. And for help in shaping that concept and deciding if and how to bring his product to market, he has leaned heavily on the local chapter (#228) of SCORE, an agency formerly known as the Service Corps of Retired Executives, which now goes largely by its acronym and the marketing line ‘Counselors to America’s Small Business.’

That’s because many of those providing such counsel are in fact not retired, said Tom Toman, former chief information officer with Stanhome, current president of the local chapter, and one of those advising Wilson on the many aspects of making his vision reality.

Like other volunteers we spoke with, he talked of how rewarding it is to be of assistance to people who have ideas and energy but often lack critical knowledge and experience. “It’s been an intriguing time with SCORE … it’s a great feeling when you can bring something to the table and help people through issues. These people often have a lot of the answers, but they don’t know how to bring it all together. That’s where we come in.”

There are hundreds of area business owners who have sought help from SCORE Chapter 228 and its 45 counselors. Assistance comes in a number of forms, said Rick Forgay, one of those not-yet-retired counselors who left a career in the newspaper business — his last stop was as circulation manager for the Republican — to start his own business, the Rick Forgay Leadership Institute. In fact, he was a client of the local SCORE chapter, and was so impressed with the organization and its volunteers that he became one himself.

He said SCORE volunteers provide everything from help with writing a business plan to the hard but necessary questions about whether the individual sitting across the table has what it takes to be an entrepreneur.

“One of our favorite questions is ‘is this a business or a hobby?’” he explained. “And I look for the passion level; do they have what it takes to weather the storm and stick to their guns when they’re under fire? We grill them very hard at the outset on things they may not have thought about, and sometimes we can save them considerable time, money, and pain.”

In this issue, BusinessWest takes an in-depth look at SCORE and how local counselors are helping would-be entrepreneurs and established business owners make smart decisions and avoid what can be very costly mistakes.

Checking Under the Hood

“They took it from something kind of laughable to something much more realistic.”

That’s how Wilson chose to describe how Toman and other counselors at SCORE helped transform his business plan for the CellAssist, which remains very much a work in progress.

“They brought up a lot of concerns; through their experience in business they had a lot of insight into points that potential investors would raise about the product,” he explained, adding that he first sought help roughly a year ago, or two years after he first starting conceiving his product. “They introduced me to a lot of people who have helped me understand the process of obtaining capital, which is the next critical step for me.”

The local SCORE chapter, headquartered in Springfield, has been imparting such knowledge and advice for 40 years now, and through a number of different vehicles, said Richard Lopatka, a retired United Technologies executive who has been a volunteer counselor since 1999.

He told BusinessWest that while business owners face common challenges, their ventures — and their routes to achieving success — are like snowflakes; none are identical. And because of this, the rich diversity of the SCORE volunteer base is an asset for clients, and the region as a whole.

“The journey we take with the client is very much focused on what their needs are,” said Lopatka. “We go on down the path that the client and his and her issues dictate that we take.”

In addition to direct counseling services, SCORE also hosts a number of workshops and courses, as well as an annual Women Business Owners Roundtable. Two of the workshops — ‘How to Write a Business Plan and Cash Flow’ and ‘How to Really Start Your Own Business’ — are staged monthly, while others are conducted once or a few times a year. The titles reveal the full depth and breadth of business subject matter the agency addresses. They include:

• ‘Planning Your Business Web Site’;
• ‘Building and Activating an Effective Marketing Plan’;
• ‘Increase Productivity, Growing Your Bottom Line’;
• ‘Tips on Commercializing Your Innovation’;
• ‘The ABCs of Strategic Planning’;
• ‘How to Gather and Implement Market Research’; and
• ‘How to Start and Operate a Non-profit.’

In fiscal year 2006, the 45 volunteers, including 13 women, contributed more than 5,000 hours of counseling. Overall, there were 1,500 “client services,” a 12% increase over FY ’05; 35 workshops, a 30% jump over the prior year; and a total of 412 clients attending those workshops, an 18% increase. And the projected numbers for FY ’07 show continued growth.

Meanwhile, there has been growth in facilities. The chapter continues to serve the area from Worcester to the New York border, but in recent years it has added offices in Greenfield, Agawam, and Pittsfield.

Counselors serving Western Mass. follow a formal five-step process, said Toman, adding that step one is “establishing rapport.” From there, volunteers move on to conducting a needs assessment; identifying business goals, challenges, and opportunities; preparing and implementing a plan; and finally, obtaining feedback and “setting a roadmap for mentoring.”

Overall, though, services are provided on a needs basis, with the broad goal of making entrepreneurs aware of the steps they need to take, and then helping them successfully take those steps.

“Rather than give them the whole bottle of pills to take, we’ll give them one or two pills at a time,” said Forgay. “We always encourage them to take a specific next step with their business, and then we encourage the accountability — coming back once that step’s been accomplished and going forward; it’s the accountability that they don’t get when they’re out there on their own.”

Referrals to the agency come from area banks — often after submittal of an incomplete or unrealistic business plan — and also area chambers and other economic development-related agencies, said Lopatka. Counselors are assigned usually at random, but sometimes on the basis of a specific knowledge base, such as marketing, creative design, and others.

Counselors work with clients for varying lengths of time, and often intermittently, with business owners returning when different issues or obstacles arise. In many cases, counselors become long-time mentors.

Bean Entrepreneurial

For Kristin Rigg and Samantha Sherman, help from SCORE was sought early and often with regard to a venture they’re now close to getting off the ground. It’s called Tekoa Mountain Coffee Roasters, so named because the two Westfield residents are frequent hikers on that summit, which straddles the Whip City, Russell, and Montgomery, and is known for its rattlesnakes.

“We haven’t seen any yet, but we’ve heard the stories and know someone who was bitten, so we’re real careful,” said Rigg, noting that the snakes, or the tales about them, are so legendary that she and Sherman have named one of their blends ‘Rattlesnake Roast.’ “It has a little more of a bite,” she said, without a hint of remorse in her voice.

Coming up with product names — ‘Tekoa Sunrise’ (“it’s a happy, morning coffee”) and ‘Mountain Zen’ are among the others — has been one of the few relatively easy assignments with getting this business going, said Rigg, an analytical chemist by trade who said most aspects of business were not only foreign to her, but ran counter to the way she was taught to think.

“The roasting and baking and figuring out numbers I was great with, but understanding business projections and just the entire paradigm of business is actually completely the opposite of science,” she explained. “In science, you take all the data and make a hypothesis; in business, you put out a projection and hope your data backs it up.”

SCORE has helped her learn a new way of thinking, she said, adding that this story started in 2004 when she and Sherman were working for a startup coffee shop in Hartford, one that was roasting its own blends. “We kept saying to ourselves, ‘if this were our shop we’d be doing things so much differently,’” she recalled, adding that before too long the two were talking more than hypotheticals, thanks to some chance developments.

Sherman took a job as catering manager with the food service handling Springfield Technical Community College and, upon handling some assignments in the Andrew M. Scibelli Enterprise Center on the school’s campus (where the SCORE office is located), started talking with some of the entrepreneurs doing business there. During one visit, she stopped into the SCORE facility and left with a brochure for one of its programs: ‘How to Really Start Your Own Business.’

The two attended that session and several others in the months to follow, including a program on business plan writing, and while doing so, began to solidify their own plans for a coffee-roasting venture. Over the past few years, they have assembled equipment, including several roasters, conducted market research and contrived specific blends, staged tastings (including one for SCORE counselors), and started to build a customer base. The next step is to find a location in Westfield, preferably close to the state college there, and launch their shop. SCORE has been providing help at every turn because Rigg, in particular, has been relentless in pursuit of it.

Indeed, when asked which counselors she had worked with, Rigg said, “all of them, I think.

“I just kept going back and asking more questions,” she said. “They’d answer them, I’d say, ‘OK, I need to think about these,’ and I’d make another appointment and ask more questions.

“They all have different backgrounds, so I can get help with just about anything,” she continued, referring to the counselors she’s worked with.

“Like health insurance … all I knew about it was going to the HR department and asking for it. I needed to know how to go about it as a business owner, and there was someone to help me.”

Getting the Idea

While Tekoa Mountain Roasters is not yet a success story, Lopatka, one of the many counselors to work with that client, is confident it will become one. Meanwhile, there are many successes already in the portfolio. He listed several instances where assistance from SCORE helped business owners avoid bankruptcy or shutting down their ventures.

But there would probably be many more such stories if business owners would seek SCORE’s help before a problem reached a critical level.

“Some people come to us too late, when they’ve already hit the wall,” Lopatka continued, noting instances when individuals seek help at times of severe financial hardship or other problems that threaten their existence. “I’ve heard many people say, ‘I wish I’d come here six months or a year ago.’”

To help prevent more of these episodes, those with the local SCORE chapter are working to make their agency and its services more visible to those in the business community or looking to enter it. Steps in this direction include a revamped Web site — www.scorewesternmass.org — that highlights the many programs and services offered, as well as new or expanded partnerships with area chambers and other business groups.

The obvious goals, said Toman, are to make more budding entrepreneurs and established business owners aware of SCORE and the many ways it can provide assistance, and to prompt such individuals to make contact before it’s too late.

Elaborating, he said ‘too late’ refers to both established businesses that are in trouble from which they can’t extricate themselves, and entrepreneurs who should have done a little more homework and sought out some practical advice before going out on their own.

“We don’t discourage anyone from going into business, but we’ll open their eyes,” he said. “We’ll ask the key questions; ‘you want to sell a T-shirt for $50, but do you have a market for that?’ Often, it’s the first time people really hear things like that. They have the idea, they have the excitement, and they have the drive, but they haven’t really thought about the financial aspects of making this a successful business.

“We’re an economic development agency,” he concluded. “We’re here to help businesses stay in business and, in the process, improve the economic health of Western Mass.”

Entrepreneurial Horsepower

As he talked about CellAssist, Wilson referenced journalistic exposés that have uncovered some exploitation of consumers on the part of some service providers handling the dreaded ‘check-engine’ light and whatever’s causing it to go on.

He said his product enables motorists to go to a garage or dealership “armed with some knowledge, something that will enable you to have an intelligent dialogue with the mechanic.”

In that respect, his invention is a lot like SCORE, which enables business owners and budding entrepreneurs to be similarly armed as they tackle the many, seemingly endless challenges to finding success in business.

And there is another similarity. They both go to work when the light comes on.

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

Sections Supplements
Universal Mind Makes Inc. Magazine’s 500 Fastest Growing List
Todd Cieplinski

Todd Cieplinski, CEO of Universal Mind, a software consultancy firm based in Westfield, holds his award from Inc. magazine, which named his company one of the 500 fastest growing in the U.S.

Just five years in existence, the software company Universal Mind, based in Westfield, has recorded a staggering 871% growth rate over the past three years and expects to quadruple its staff by the close of 2008. The company is a testament to the versatility afforded by the Internet — while CEO Todd Cieplinski manages the firm from Western Mass., his employees are spread around the world — but it also proves that, at least in the case of the World Wide Web, change is good. Especially for UM.

“I was doing time in the universal mind, I was feeling fine. I was turning keys, I was setting people free — I was doing all right.”

The lyrics of The Doors’ tune Universal Mind may have meant one thing to Jim Morrison when he wrote them, but they’ve come to mean something very different for Todd Cieplinski, who borrowed the title of the song for his Web-based application design and consultancy firm.

He and his business partners are indeed feeling fine; they’ve just seen their five-year-old company named to Inc. magazine’s list of the 500 Fastest Growing Private Companies in America, coming in at 290 (and number 31 among ‘IT Service’ companies) with $3.5 million in revenue for 2006 — up from about $362,000 in 2003.

They’ve done so by turning keys — unlocking the potential of existing applications in a vastly improving virtual landscape.

The firm is also an example of the changing face of business as it relates to the World Wide Web. With communication virtually instantaneous regardless of where an employee’s desk is located, Universal Mind (UM) isn’t located in a high-rise in a primary market. Instead, it employs software technology experts from around the world, using downtown Westfield as its central location while UM’s president, Brett Cortese, and Tom Link, chief technology officer, work from their home base of Golden, Colo.

Cieplinski made the move to Westfield’s Westwood office building this year, in order to return to his roots — he’s a Springfield native, and said he came back for the quality of life and to raise his children “as he had been raised.”

Subsequently, the overhead’s low, but the productivity is high: in March 2007, Universal Mind had four employees; the ranks have since grown to 12 to keep up with demand, and by the end of the year, Cieplinski expects that number to double, and to double again by the end of 2008.

This Internet Fad

Cieplinski said the company originated from a passion for technology, and has been bolstered by a number of trends in the marketplace — among them, a saturation of Web-based technologies within large companies’ sales, marketing, and overall business plans, in both internal and customer-oriented systems.

He said his career path thus far has been guided by such changes in technology; steered by educators toward engineering at an early age after showing promise in related fields, Cieplinski attended Rensselaer Polytechnic Institute in Troy, N.Y., and identified a niche for himself in the college’s business program, which is coupled with RPI’s strong technology curriculum.

That led Cieplinski to enter the sales field after college, first in the veterinary supply industry in Maryland, and later for a database information outfit in Connecticut. By the mid-’90s, Cieplinski, like many others, had begun to realize that the Internet was evolving at break-neck speed, and identified it as a potential next step in his career.

“My boss at the time didn’t see it that way,” he said. “He was a bit of an old hat, and thought the Internet was a fad.”

Ignoring the caution, Cieplinski moved to Boston, joking that if he wanted to work in financial services, which he didn’t, or software, which he did, that was the place to be.

He eventually entered into a consultancy project with software company Allair in Cambridge, where he met Link and Cortese. Allair was bought out by Macromedia (it’s now owned by Adobe), but not before the dot-com bust of the late 1990s and early 2000s.

The trio found themselves looking for work with résumés that detailed skills still seen as niche today, and were, as Cieplinski puts it, “niches within niches within niches” at the time.

Still, their core knowledge of Macromedia programs, one of the largest Internet-based companies in the world, created an opportunity.

In 2002, a year that Cieplinski admits was not the best to launch a professional consultancy firm, Universal Mind was born, borrowing its name from a song penned in 1970.

Because of the strong relationships Cieplinski, Link, and Cortese had forged with Macromedia, work was relatively steady, but began to blossom especially in 2005, following Adobe’s acquisition of Macromedia in a stock swap valued at $3.4 billion.

Flash Forward

Now serving as an ‘Adobe Solution Partner,’ UM continues to work with a very specific suite of technologies to assist clients in creating, managing, updating, and troubleshooting a wide variety of Adobe/Macromedia Web applications. While there are other Adobe partner companies across the country, few specialize in the same type of work.

The most recognizable of these applications, perhaps, is Adobe Flash, which is used to create visual content for Web sites, games and movies, and content for mobile phones and other devices. Others include Flex, Acrobat Connect, ColdFusion, and JRun.

Typically, said Cieplinski, these are tools that the average Internet-user doesn’t see work, but uses frequently. A good example is a product order form; new applications are making the process of entering personal information and purchase specifications quicker and easier, doing more on the back end, and requiring fewer jumps through hoops for the consumer.

“We help large corporations with pre-existing applications, to help them manage them more efficiently,” he said. “Adobe produces these products, and we customize the software and tailor it to fit customer’s needs.”

It’s an important and ongoing task, especially in the current climate on the Internet, which is characterized by strong winds of change.

“Contrary to what some might think, the Internet is not mature,” said Cieplinski. “Instead, it’s in the midst of a rapid growth pattern. Most Web sites today will only be good as is for one or two years. Three, you’re really pushing it.”

The changing face of the virtual world is referred to in the industry as ‘Web 2.0,’ meaning the next generation of the phenomenon, in which applications increasingly behave more intuitively, and produce returns more quickly.

That, in turn, means there’s likely to be no shortage of work for the also rapidly expanding team at UM.

“The only limitation now is peoples’ imaginations,” said Cieplinski. “We are differentiating, enhancing, and streamlining both front- and back-end applications.”

Caps and Cops

To do so, Cieplinski explained, UM employs a staggering amount of diverse services, which are forever changing as well, and divided into five core competencies.

These are code/architecture review, an examination of an application’s design and implementation in regard to its intended purpose, and used for applications still in development; troubleshooting for applications currently in use; mentoring, which combines hands-on training, formal classroom teaching, and informal interaction with UM consultants; development, or design and coding of an application to meet a business objective, and performance review, a series of stress-testing applications to judge performance under real-world conditions.

In these capacities, UM has worked with such clients as AOL/Time Warner, Mapquest, Pfizer, eDiets.com, Brigham and Women’s Hospital, and Ben and Jerry’s, and the case studies are intriguing.

One client, New Era Cap, the largest sports-licensed headwear company in the world, needed a better way to conduct employee reviews. Its employee base, like UM’s, is widely dispersed, and collecting and analyzing data was both inefficient and time-consuming.

UM assisted New Era in the development of an ‘Employee Scorecard,’ which, by using Flex and ColdFusion technologies, reduced the employee-review process from hours to minutes.

Additionally, the firm’s work with the San Francisco Police Department was noted as part of its inclusion on Inc.’s 500 list. This is an ongoing project, Cieplinski explained. He and his team are creating an interface for squad cars that facilitates quicker decisions, by allowing dispatchers to identify not only the squad car nearest a crime scene, but also the car with the best -trained and equipped officers.

The Time to Hesitate is Through

He said it’s an exciting time to be doing what he does, especially given the fact that some of the applications the company is now working to enhance have yet to be used by the general public.

“Some of what we’re working on is coming, but most people haven’t thought about it yet,” he said, adding that this brisk pace is also boding well for further expansion plans at Universal Mind.

At this rate, Cieplinski said he expects to be mentioned as an ‘Inc. 500 Alumni’ as part of next year’s list, which also tracks past winners and their performance.

“We’re very excited about the growth opportunities in front of us,” he said. “We’re exploring opening new offices in the U.S. and in Europe and Asia, and we’re of course adding new employees. Since we work largely in a virtual workplace, there’s no limitation to our growth.”

Indeed, they’re doing all right.

Jaclyn Stevenson can be reached at[email protected]

Departments

Holyoke Chamber Breakfast

Sept. 18: A regional business audience will hear about the latest economic research for cities across the state from 7:45 to 10:30 a.m. at the Kittredge Center of Holyoke Community College (HCC), hosted by the Greater Holyoke Chamber of Commerce. The breakfast event, titled ‘Modeling Change for Urban Communities,’ will feature guest speakers James Stergios, executive director of the Pioneer Institute, and Barry Bluestone, dean of the School of Social Science, Urban Affairs, and Public Policy, and director of the Center for Urban and Regional Policy at Northeastern University. The event is the first in a series of economic forecasting programs, and will feature two leaders in economic research and public policy. Tickets are $20 each, and reservations must be made in advance by calling the Holyoke Chamber at (413) 534-3376.

Casino Debate

Sept. 18: Will Massachusetts roll the dice on casino gambling? What are the implications if it does or doesn’t? A provocative discussion on the topic with proponents, opponents, and experts is planned from 8:15 to 10 a.m. at the Omni Parker House Hotel, Press Room, in Boston, hosted by members of the Mass. Institute for a New Commonwealth (MassINC). Panel members will include state Rep. Dan Bosley (D-North Adams) and Richard McGowan of Boston College, author of Government and the Transformation of the Gaming Industry and The Gambling Debate, due out in November. For more information, call (617) 742-6800, ext. 120.

Chamber Courses

Sept. 25/Oct. 2: The Greater Westfield Chamber of Commerce will sponsor two courses this fall to help businesses plan for both startup and growth. The first course, Strategic Planning, will be conducted Sept. 25, while the second, Business Plan Instruction, is planned Oct. 2, both from 7:30 to 9 a.m. Both courses will be held at the STCU office at 453 East Main St., Westfield (Westfield Shops Plaza), sponsors of the program. Norman Halls from the Holbrook Company will lead the courses. When individuals complete the course, free counseling will be available from the University of Mass. Small Business Development Center. The cost for both programs is $35 per person for any chamber member or $50 for nonmembers. For reservations and more information, contact Lynn Boscher at (413) 568-1618 or via E-mail at [email protected].

AIM Executive Forum

Sept. 28: The Associated Industries of Mass. Executive Forum will host Massachusetts House Speaker Salvatore DiMasi for a discussion of critical business issues facing the Legislature during the fourth quarter of 2007 at its breakfast and networking meeting. Registration, breakfast and networking begins at 8 a.m. at the Westin Hotel, 70 Third Ave., Waltham. Speaker DiMasi’s presentation starts at 8:30. For registration information, call Julie Fazio at (617) 262-1180 or Chris Geehern at (617) 834-4414, or visit www.aimnet.org.

Entrepreneurial Hall of Fame Dinner

Oct. 4: The Western Mass. Entrepreneurial Hall of Fame will honor its Class of 2007 at its Eighth Annual Induction and Banquet at the Log Cabin Banquet and Meeting House. The event, one of the region’s largest networking events, will start with a reception at 5:30 and dinner at 7. This year’s inductees are: the Bassett family (Bassett Boat Company); the Falcone family (Rocky’s Ace Hardware); Theodore Geisel (Dr. Seuss); the Gordenstein family (Broadway Office Interiors); Charles & Merriam Webster (Merriam-Webster Inc.); and the Roberts family (F.L. Roberts). Tickets are $150 per person; tables of 10, $1,500. For more information or to order tockets, call (413) 730-6157.

SCORE Workshop

Oct. 5: A workshop, Tips on Commercializing Your Innovation, sponsored by the Western Massachusetts chapter of SCORE, will be conducted from 9 a.m. to noon at the Scibelli Enterprise Center, One Federal St., Springfield. The workshop is specifically directed to the business innovator/inventor. Dave Wentworth, a SCORE counselor and businessman, will be the facilitator. The cost is $25 and pre-registration is required. For more information, call (413) 785-0314 to leave your name and phone number.

Fall Shopping Fair

Oct. 11: A ‘Fall Shopping Fair’ will be staged at Ludlow Country Club to benefit the Rays of Hope Foundation. The event, which kicks off at 5 p.m., will feature a number of local vendors displaying apparel, floral items, jewelry, culinary products, skin care items, and more. There is no entrance fee, but donations to benefit Rays of Hope will be accepted. For more information, call (413) 583-3434, ext. 2.

Education and Trade Fair Show

Oct. 17: The Realtor Association of Pioneer Valley, Inc. will sponsor its 14th annual Education and Trade Fair Show from 7:30 a.m. to 5 p.m. at the Springfield Sheraton. The event combines educational opportunities and a trade show for realtors and affiliates. Highlights will include keynote speaker Darryl Davis, a real estate trainer and motivational speaker; a continental breakfast and lunch for attendees, and a wine and cheese party at the culmination of the day’s festivities.

Money Smart Program

Oct. 30-Nov. 27: The Holyoke Credit Union will once again offer its free award-winning financial education program titled Money Smart this fall which covers a multitude of personal banking and finance subjects. The course will be conducted on Tuesdays from 6 to 8 p.m. for five consecutive weeks at the Holyoke Credit Union’s main branch at 490 Westfield Road, Holyoke. The program is free to the public, however, pre-registration is required. Registration may be made at any branch location or by calling (413) 532-7007.

Chefs for Healthy Babies

Nov. 5: Signature chefs from across Western Mass. will present a culinary extravaganza during the annual March of Dimes “Chefs for Healthy Babies” fundraiser that begins at 5:30 p.m. at The Log Cabin in Holyoke. Highlights of the evening affair also include a wine tasting and silent and live auctions. For additional information and online registration, visit www.marchofdimes.com/ma or call the Chapter office at (508) 329-2800.

Six Flags CEO To Address A.I.M.

Nov. 9: Marc Shapiro, president and CEO of Six Flags Inc., will outline his managing style for overseeing the world’s largest regional theme park company during the Associated Industries of Massachusetts Executive Forum meeting at the Westin Hotel, 70 Third Ave., Waltham. Registration begins at 7:45 a.m., followed by the program from 8 to 9:15 a.m. For registration information, call Julie Fazio at (617) 262-1180 or Chris Geehern at (617) 834-4414, or visit www.aimnet.org.

‘Selling Products Globally’

Nov. 15: Holland & Bonzagni, P.C., registered patent attorneys based in Longmeadow, will present an informative workshop from noon to 4:30 p.m. on how to sell products in today’s global market. The event is planned at the Crowne Plaza Hotel, 100 Berlin Road, Cromwell, Conn. Speakers include Carl R. Jacobsen and Sharon Bongiovanni, both of the Middletown U.S. Export Assistance Center; Stephen Sarro of A.N. Deringer, Inc.; Joseph H. Bartozzi, Esq., of O. F. Mossberg & Sons, Inc., and Donald S. Holland, Esq., of Holland & Bonzagni, P.C. The cost is $50, which includes a buffet luncheon. For more information, call (413) 567-2076 or register online at www.hblaw.org.

Bright Nights Ball

Nov. 17: East Longmeadow-based Hasbro Games will be the sponsor of the 2007 City of Bright Nights Ball, which will take on a Monopoly® theme. The event, the major fundraiser for the Spririt of Springfield, which puts on the annual holiday display in Forest Park known as Bright Nights, will take place in the ballroom of the Sheraton Springfield at Monarch Place. The black-tie event features a gourmet dinner, dancing and the opportunity to win and purchase some fabulous items. Guests will be able to purchase Monopoly deeds, everything from Baltic Avenue to Boardwalk, and redeem them for prizes. Bidding on five showcase items will begin on-line in early November and be completed the evening of the gala. Other premium items will be sold in an on-line auction. Auction items will be announced at a later date. In addition to Hasbro Games, the City of Bright Nights Ball is being supported by Bay State Health, Health New England, MassMutual Financial Group, and Sheraton Springfield. Tickets to the 12th annual City of Bright Nights Ball are $500 per couple. Tables of 10 are available for $2,500. For more information, contact the Spirit of Springfield at (413) 733-3800.

Departments

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

Archambault, Ray Thomas
Archambault, Heather J.
456 South St.
West Warren, MA 01092
Chapter: 13
Filing Date: 08/10/07

Bergeron, Lawrence M.
29 Beyer Dr.
Easthampton, MA 01027
Chapter: 13
Filing Date: 08/14/07

Bilodeau, Jennifer L.
5 Clapp St.
Easthampton, MA 01027
Chapter: 7
Filing Date: 08/15/07

Brodeur, Todd L.
43 Thompson St.
Monson, MA 01057
Chapter: 7
Filing Date: 08/14/07

Browning, Ronald J.
436 Corey St.
Agawam, MA 01001
Chapter: 7
Filing Date: 08/01/07

Bushior-Charette, Janet B.
Bushior, Janet B.
a/k/a Charette, Janet B.
74 Meredith St.
Springfield, MA 01108
Chapter: 13
Filing Date: 08/14/07

Butterfoss, Kim
27 Temple St.
Palmer, MA 01069
Chapter: 13
Filing Date: 08/14/07

Cady, David P.
Cady, Susan M.
159 West Ave.
Ludlow, MA 01056
Chapter: 13
Filing Date: 08/07/07

Christian, Walter
Christian, Lynda
34 Bristol St.
Springfield, MA 01109
Chapter: 13
Filing Date: 08/02/07

Chylinski, Mark L.
Chylinski, Terry V.
100 Clydesdale Dr.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 08/06/07

Cox, Judy
64 Rogers Road
East Longmeadow, MA 01028
Chapter: 7
Filing Date: 08/10/07

Crenshaw, Andrew M.
73 Barrett St., #1032
Northampton, MA 01060
Chapter: 7
Filing Date: 08/06/07

Crichton, Rhoan Patrick
Hall-Crichton, Tamika Monique
16 Monmouth St.
Springfield, MA 01109
Chapter: 13
Filing Date: 08/08/07

Crockwell, John P.
P.O. Box 108
Pittsfield, MA 01202
Chapter: 7
Filing Date: 08/03/07

Crockwell, Melanie A.
a/k/a Avanzato, Melanie A.
15 Atlantic Ave., 2nd F
Pittsfield, MA 01201
Chapter: 7
Filing Date: 08/03/07

Croft, Brain S.
520 Southbridge Road
Warren, MA 01083
Chapter: 13
Filing Date: 08/05/07

Daniels, Charles Sidney
24 North Washington St.
Belchertown, MA 01007
Chapter: 7
Filing Date: 08/15/07

Delvalle, Lydia
396-398 Page Blvd.
Springfield, MA 01105
Chapter: 13
Filing Date: 08/14/07

Deshais, Leonard
Deshais, Wendy
3 Betty Jean Dr.
Monson, MA 01057
Chapter: 7
Filing Date: 08/01/07

Dewitt, Nelson J.
96 Pomeroy Ave.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 08/13/07

Dowers, Lisa A.
45 Vincent St.
Springfield, MA 01129
Chapter: 13
Filing Date: 08/06/07

Dowland, Richard Lee
Dowland, Barbara M.
81 Felix St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 08/12/07

Felix, John Paul
70 Franklin St.
Lee, MA 01238
Chapter: 13
Filing Date: 08/02/07

Franco, Federico C.
17 Sumner Ave.
Springfield, MA 01108
Chapter: 7
Filing Date: 08/03/07

Gaylord, Edward H.
137 High St., Apt. 108M
Florence, MA 01062
Chapter: 7
Filing Date: 08/01/07

Grant, Roger M.
14 Crystal Ave.
Springfield, MA 01108
Chapter: 13
Filing Date: 08/01/07

Heath, Joseph D.
47 Country Club Dr.
Westfield, MA 01085
Chapter: 7
Filing Date: 08/05/07

Hornberger, John
Hornberger, Jennifer
216 Podunk Road
Sturbridge, MA 01566
Chapter: 13
Filing Date: 08/10/07

James, Robert T.
James, Kimberly L.
42 Hunt St.
Agawam, MA 01001
Chapter: 7
Filing Date: 08/15/07

Jasienski, Gregory
Jasienski, Lynn A.
a/k/a Dube, Lynn A.
48 California Ave.
Springfield, MA 01118
Chapter: 7
Filing Date: 07/31/07

Jason, Maurice A.
500 Cold Spring Ave.
West Springfield, MA 01089
Chapter: 7
Filing Date: 07/31/07

Joseph, Tarsha M.
15 Burton St.
Springfield, MA 01108
Chapter: 13
Filing Date: 08/01/07

 

Kleszczynski, David C.
160 Grattan St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 08/07/07

Lakota, Ronald A.
Lakota, Amber E.
a/k/a Masse, Amber E.
PO BOX 1106
Belchertown, MA 01007
Chapter: 7
Filing Date: 08/09/07

Langlais, William D.
342 Southwick Road
Westfield, MA 01085
Chapter: 13
Filing Date: 08/10/07

LaRochelle, Thomas A.
99 Plain St.
Easthampton, MA 01027
Chapter: 13
Filing Date: 07/31/07

Larochelle, Todd M.
Larochelle, Ann
25 East St.
Easthampton, MA 01027
Chapter: 13
Filing Date: 08/14/07

Mazur, Tiffany Jean
24 Dartmouth St.
Easthampton, MA 01027
Chapter: 7
Filing Date: 07/31/07

Medas, Richard Lee
7 Tolpa Court
Chicopee, MA 01020
Chapter: 7
Filing Date: 08/10/07

Miner, Stacey Kimball
a/k/a Harden, Stacey
649 Prospect St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 08/10/07

Morris, Doris B.
Haywood, Doris B.
58 Itendale St.
Springfield, MA 01108
Chapter: 13
Filing Date: 08/03/07

Moulton, Peter M.
Moulton, Laurie J.
98 Johnson St.
North Adams, MA 01247
Chapter: 13
Filing Date: 08/02/07

Moya, Jose M.
Moya, Yosef
a/k/a Moya, Mindy
a/k/a Moya, Yossi
a/k/a Moya, Melanie A.
a/k/a Zaklikowsky, Melanie
11 Winter St.
Northampton, MA 01060
Chapter: 7
Filing Date: 08/06/07

Music Men, Inc.
Bonito, Anthony J.
Bonito, Katherine E.
179 Saffron Circle
Springfield, MA 01129
Chapter: 7
Filing Date: 08/13/07

Powers, Michael F.
Powers, Audrey R.
a/k/a Little, Audrey R.
135 Saint Kolbe Dr.
Holyoke, MA 01040
Chapter: 7
Filing Date: 08/14/07

R P Contracting
Pierce, Richard E.
Anthony-Pierce, Kathleen M.
631 Old Dana Road
Barre, MA 01005
Chapter: 7
Filing Date: 07/31/07

Ramos, Iluminada
70 Chestnut St.
Springfield, MA 01103
Chapter: 7
Filing Date: 08/10/07

Sanchez, Florentino
33 Lansing Place
Springfield, MA 01108
Chapter: 13
Filing Date: 08/15/07

Sanchez, Mildred
30 Quebec St.
Indian Orchard, MA 01151
Chapter: 7
Filing Date: 08/15/07

Schempp, Fred A.
3 Fowler St.
Westfield, MA 01085
Chapter: 13
Filing Date: 08/13/07

Smith, Joyce Anne
8 Squire Lane
Feeding Hills, MA 01030
Chapter: 7
Filing Date: 08/12/07

St. Martin, Scott A.
127 College Highway
Southampton, MA 01073
Chapter: 7
Filing Date: 08/14/07

Tatro, John Edward
23 Elm St.
Ludlow, MA 01056
Chapter: 7
Filing Date: 08/10/07

Teixeira, Placido
1224-1226 Center St.
Ludlow, MA 01056
Chapter: 7
Filing Date: 08/10/07

Thibeault, Marc C.
Thibeault, Dale R.
18 Parker St., Apt. 2
Ware, MA 01082
Chapter: 7
Filing Date: 08/02/07

Velez, Carmen
222 Parker St.
Indian Orchard, MA 01151
Chapter: 13
Filing Date: 08/10/07

Wandrei, Rita A.
4 Columbia St., Apt. 14
Adams, MA 01220
Chapter: 7
Filing Date: 08/02/07

Ward, Darleen Joy
PO Box 89
Hadley, MA 01035
Chapter: 7
Filing Date: 08/15/07

Watts, Nancy M.
31 Pascal Dr.
Springfield, MA 01119
Chapter: 13
Filing Date: 08/08/07

Webber, Stephen P.
30 Maple St.
Paxton, MA 01612
Chapter: 7
Filing Date: 08/07/07

Zielonka, Dennis C.
805 Front St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 08/02/07

Departments

Petitions to Foreclose Continue Rise

BOSTON — Petitions to foreclose and auction announcements in Massachusetts rose again in July, the 18th month in a row that announcements have risen compared to year-before numbers, according to The Warren Group, publisher of Banker & Tradesman. There were 2,185 petitions to foreclose filed in Massachusetts Land Court in July, up 66.5% from the 1,312 filed in July 2006. During the first seven months of 2007, 15,130 petitions have been filed, an increase of 66.5% compared to the 9,089 filed at the same time last year. Auction announcements rose 130.2%, from 490 in July 2006 to 1,128 in July 2007. Year-to-date announcements are up 165% from 3,287 during the first seven months of 2006 to 8,711 this year. Petitions to foreclose are the first step in the foreclosure process, and do not always end up in actual foreclosure. Some homeowners eventually sell their homes or refinance.

Enterprise Fund Distributes Loans

GREENFIELD — The Western Mass. Enterprise Fund (WMEF) recently provided loans to the Media Education Foundation Inc. of Northampton and Truck Crane Services Inc. of Westfield. The Media Education Foundation received a loan as part of a refinancing package that included tax-exempt bond financing through Florence Savings Bank. The local organization is a nationally known nonprofit that produces and distributes educational programs and films encouraging people to examine the impact of media on our culture. WMEF also partnered with United Bank to provide a refinancing package that included an infusion of working capital to Truck Crane Services Inc. The company is a locally owned family business and provides demolition, site remediation, excavation, and hauling services. For more information on WMEF programs, visit www.wmef.org.

Businesses Participate In Coats for Kids Project

SPRINGFIELD — This winter, 10,000 children will not go cold in the Pioneer Valley, if sponsors Berkshire Bank and Belmont Laundry, as well as many other area businesses, get their way. The Salvation Army’s “Coats for Kids” initiative is back, and their goal is larger than ever. Along with media sponsors 94.7 WMAS Radio and CBS 3 Springfield, many local companies have teamed up in a mission to help kids stay warm this upcoming winter season. For more information on locations to drop off coats, visit www.marketmentors.net.

Women-owned Businesses ‘Fact Card’ Updated

WASHINGTON — The most widely distributed source of facts on women-owned businesses was recently released by the Center for Women’s Business Research. The pocket-sized fold-out contains the top-line findings from current research by the Center and is expanded this year to also include facts from related research. Key Facts About Women-Owned Businesses — 2007 Update, is underwritten by the Massachusetts Mutual Life Insurance Company (MassMutual), based in Springfield, Mass. To obtain copies of the fact card, email [email protected] or call Christopher Clark at (202) 638-3060, ext. 718. The cost is $70 per packet of 100.

United Way Designates $260,000 Toward Community Impact Funding

SPRINGFIELD — United Way of Pioneer Valley’s Community Impact Committee recently awarded three local agencies with funding totaling $260,000. The allotment was awarded separately from the United Way of Pioneer Valley’s traditional allocation process in which funds are distributed to eligible agencies based on private citizen panel recommendations. The committee identified two primary community impact areas, “promoting successful children and youth” and “promoting strong and sustainable communities,” in choosing its award recipients. Agencies receiving funding were Enlace De Familias de Holyoke for its “One Family At A Time,” program, which assists 454 children and their families in crisis intervention and case management, HAP Inc., for its working capital fund to support and expand its neighborhood revitalization and affordable housing development activities, and The Food Bank of Western Massachusetts for its “Target: Hunger Springfield” program.

Economic Outlook Has Darkened

WASHINGTON — The revised second quarter GDP figures show an economy swinging up in that quarter, ahead of the financial turbulence that erupted in August, according to economists at Global Insight. Economists note the outlook has shifted slightly in the light of the sub-prime mortgage crisis, housing declines and sluggish consumer spending growth. The 4.0% growth rate in the second quarter followed just a 0.6% growth rate in the first. Economists note it is likely that the second-quarter figures overstated the economy’s momentum, while the first quarter figures understated it, so the average rate for the first half of the year (2.3%) better captures the underlying momentum. In the third quarter, the economy is expected to maintain a similar pace to the first half – in the 2% to 3% range – but the outlook is darkening for the fourth quarter and beyond. The tightening mortgage market will send housing construction down further, while tighter credit conditions and falling house prices will restrain consumer spending.

Departments

The following is a compilation of recent lawsuits involving area businesses and organizations. These are strictly allegations and 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 individual claims.

CHICOPEE DISTRICT COURT

Arnoldo Costa & Antonio Raimondo v. AN Construction Services Inc.
Allegation: Recovery of unpaid wages: $20,000

Evans, Mechwart, Hambleto, Tilton v. Miller Development Enterprise Inc.
Allegation: Recovery of unpaid wages: $19,780.12

FRANKLIN SUPERIOR COURT

Giffin v. Charlene Manor Nursing Company, LLC
Allegation: Personal injury: $56,000

Nancy Ducat v. Bernardston Cemetery Corporation
Allegation: Negligence: $40,000

Thomas Sogard v. Echo Industries, Inc.
Allegation: Breach of contract: $17,420

Uwins Trade Company v. Montague Energy Group, LLC
Allegation: Breach of contract and wrongful termination of lease: $100,000

GREENFIELD DISTRICT COURT

WEWS Television v. Hallmark Institute of Photography
Allegation: Nonpayment of television advertising services: $2,925

HAMPDEN SUPERIOR COURT

The Vine Group Inc. v. JRL Enterprises
Allegation: Breach of contract: $32,500

Prima North America v. Spartan Aerospace LLC
Allegation: Breach of contract: $50,000

HAMPSHIRE SUPERIOR COURT

Mara Lamb v. Keith Mortman, M.D.
Allegation: Malpractice during surgery: $49,480

NORTHAMPTON DISTRICT COURT

Dorothy DeJesus v. Mass Northampton Limited Partnership
Allegation: Negligence causing injury: $7,187.50

Ungerman Electric Inc. v. 5K Mortgage Corporation
Allegation: Recovery for unpaid services: $14,670.35

SPRINGFIELD DISTRICT COURT

Johnny Dickerson v. The Commerce Insurance Company
Allegation: Breach of contract: $3,357

New England Industrial Uniform Rental Services v. Olympic Manufacturing Group, Inc.
Allegation: Breach of contract: $24,529

WESTFIELD DISTRICT COURT

Donna M. Veith v. Classic Conservatories Corporation
Allegation: Damages due to negligence: $2,715

Leo C. Bolduc v. Lou’s Fuel
Allegation: Services not rendered: $380

O’Connell Oil Associates of Northampton v. Five Star Transportation Inc.
Allegation: Non-payment for goods and services rendered: $1,686.18

Southwick Electric Inc. v. Luigi’s Auto Body & Sales, Inc.
Allegation: Breach of contract: $680.40

William S. Ashby d/b/a Penfield Production v. Warren James d/b/a Accurate Signs & Painting
Allegation: Breach of contract: $950

Departments

The following Business Certificates and Trade Names were issued or renewed during the month of September 2007.

AGAWAM

Agawam Professional Business Services
36 Ellison Ave.
Jacqueline Nascimbeni

Carrie Egerton, LICSW
1325 Springfield St.
Carrie Egerton

Chestnut Property Valuation
499 Springfield St.
Michael Nicoria

New England Center for Marriage
335 Walnut St.
Gloria L. Stewart

AMHERST

Redbird Crafts
20 Mt. Holyoke Dr.
Emily Newburger

Shaolin Kung Fu of Amherst
100 University Dr.
Ryan Budny

Stay Put
63 Pokeberry Ridge
Sara S. Wolff

CHICOPEE

Arrehephoria
24 Simard Dr.
JoAnna Hughes

Century 21 Hometown Associates
957 Front St.
Steven Rovithis

Great China Restaurant
690 Grattan St.
Mun Ying Cheng

Salon Bocage
44 Walnut St.
Francine Mary Tadeo

EASTHAMPTON

M & R Concrete
One Loomis Way
Ranson Purinton

RB Rentals
181 Northampton St.
Richard R. Boyle

EAST LONGMEADOW

All For You Agency
469 Prospect St.
Galina Gertsezen

Go Graphix
436 North Main St.
James White

White Stone Marketing Group
436 North Main St.
James White

GREENFIELD

Carsense Transportation
14 Smith St.
Peter Silva

Leon’s Auto Repair
155 Main St.
Daniel Leonovich

Niedbala & Winsecki Construction
89 Haywood St.
Brian G. Niedbala

HADLEY

Carey Farm
188 River Dr.
Sarah & Cameron Carey

HOLYOKE

3 Bothers Auto Sales & Repair
522 Maple St.
Elisandro S. Cuevas

Atlas Chiropractic
1353 Dwight St.
James W. McCann

CPI Images, LLC
Whitney Road
Dave Heinz

New England Fish-N-Chips
530 High St.
Steve Masse

Peerless Auto Sales
604 Main St.
Richard Ryll

Rodriguez Auto Detailing
6 Adams St.
Julio A. Cruz

Sports Zone
50 Holyoke St.
James Dent

LONGMEADOW

Custom Courier
60 Williston Dr.
Anthony Ricco

Grapevine Pizzeria and Restaurant
753 Maple St.
George Kollias

Natural Nails by Yelena
17 Pioneer Dr.
Yelena Kofman

Weiss Consulting
704 Shaker Road
Anne Weiss

LUDLOW

Spa East
154 East St.
Michelle Kirnicki

NORTHAMPTON

Continuous Creations
123 Hawley St.
Cheryl Coltman

Dandie in the Underworld
7 Old South St.
Rosa Guerra

Dragon Fire Printing
140 Pine St.
Denise Badger

Robinson Real Estate
4 Conz St.
Steven Slezek

PALMER

Premier Theatre & Audio
17 Hobbs St.
John D. Perry

Proper Ink Tattoo
3033 Main St.
Philip Olivera

R. D. Enterprises
62 Commercial St.
Roland Dimato

Stevann Enterprises
27 Bowden St.
Steven Runnels

The Masters Touch
1405 Main St.
Giuseppe Marinesi

The New England Relocation Group
1581 North Main St.
David M. Bricker

SOUTH HADLEY

Headup Entertainment Corporation
25 Fulton St.
Andrew Bilach

Insurance and Financial Associates
95 Granby Road
Luke Gelinas

Taylor’s Scrapbooking Tools
8 Oakwood Circle
Scott Taylor


 

The Web Addition Group
18 North Main St.
Corey Harris

SOUTHWICK

Darling’s Energy Service
151 Vining Hill Road
Charles Frank Darling

Paws are Us
610 College Highway
Deborah Ritchie

CA & J’s Limousine Service
12 Gargon Terrace
Anthony J. Spririto

SPRINGFIELD

Admark Transportation
786 Newberry St.
Rene Romero

Alley Graphics 2
170 Boston Road
Iasia Equina Rochells

Alto Café Inc
301 Bridge St.
Alan Curtis

Apollo Panting and Home Improvement
290 Sumner Avenue
Aric John Pennington

Black Starline Express
119 Lucerne Road
Tobias Lowe

C & M Concrete
27 Continental St.
Steven W. Miller

Collins Construction
66 Undine Circle
John Charles Collins

Dance Rhiaction
340 Main St.
Rhiannon J. Gresty

DKY Web Design
212 Pearl St.
Dae K Yi

Ed’s Truck Service
3 Leete St.
Eduardo Sanchez

Ernesto’s Home Repair
100 Northampton Ave.
Juan Ernesto Zavala

Filter Tech Hood Cleaners
192 Albemarle St.
Robert C. Foster

First Laundromat
496 Page Boulevard
Taesun Kim

G-Spot Fashion
290 Locust St.
Ismael A. Figueroa

Ghetto Fabalous II
604 Page Boulevard
Ana I. Barbour

Girl Under Glass
19 Emmet St.
Andrzej Lipski

Hungry Hill Cuts
737 Liberty St.
Samuel Figueroa

Johnny Mac Liquors
1949 Wilbraham Road
John J. McCarthy

KC Associates
2594 Main St.
Anthony D. Motyl

Kevin’s Chore Service
1952 Page Boulevard
Kevin Laramie

Kool Smiles, PC
1070 St. James Ave.
Dr. Tu Tran

L.A. Fitness
1150 West Columbus Ave.
L.A. Fitness

M&D Auto Repair
8 Handing St.
Martin Morales

Malanson Landscaping
27 Chilson St.
Joseph Paul Malanson

Master’s Hair Salon
887 Sumner Ave.
Janet Disco

WESTFIELD

ADNAP
415 Pochassic Road
Terry Anne Austin

Beauty Control
10 Carpenter Ave.
Jennifer Lee

D&S Motor Sales
112 First St.
Francis J. Boissonnealt Jr.

Fine Designs
479 Montgomery Road
Orina Podolyanchuk

Glas-Master Windshield Repair
24 Murray Ave.
Michael Harris

Mike Bematchez Painting
30 Valley View Dr.
Mike Bematchez

Mindanao Fashion Imports
71 Steiger Dr.
Sean M. Fitzergerald

Tea Pot Gallery, LLC
184 Gun Club Road
Suzanne A. Tracy

The Country Clipper
9C Russell Road
Sara Noska

The Gavel Grille
243 Elm St.
Kevin Peck

WEST SPRINGFIELD

Adults Only
2025 Riverdale St.
Steve Alban

Avenue #511
935 Riverdale St.
United Retail Inc.

Market Mentors, LLC
181 Park Ave.
Michelle Abdow

Rainbow Nursery School
42 Sheridan Ave.
Marianne Frances Moran

Salon Blue
470 Westfield St.
Shaun Drugan

Sibley Lawn Care
101 Sibley Ave.
John Alexander Crocker

Suburban Painting
34 Eldridge Ave.
Ralph Figueroa

The Crest Room
706 Westfield St.
Sad-Fast Inc.

West Side Dance Center
380 Union St.
Karen Anne McMahon

Departments

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

AGAWAM

Bronze Stone Inc., 11 Randall St., Agawam 01001. E. David Smith, same. E-commerce.

Clinical Research Management Global Services Inc., 1408 Main St., Agawam 01001. Stephen R. Cincotta, same. A pharmaceutical consulting and research firm, etc.

AMHERST

College Discount Oil Company Inc., 60 Shumway St., Amherst 01002. Bruce D. Montague, 465 Warren Wright Road, Belchertown 01007. Provide oil delivery, related services.

CHICOPEE

Chicopee Medical Supply Company Inc., 920 Front St., Chicopee 01020. Carolyn Lamothe, 7 Browne Road, Shrewsbury 01545. To own and operate a medical supply company.

Ink Products Corp., 25 Grove St., Chicopee 01020. Thomas E. Guertin, 1199 St. James Ave., Springfield 01104. Helping clients select and order office stationery supplies.

SIGNS Paranormal Research Organization Inc., 32 Rimmon Ave., Chicopee 01013. Jason Biller, same. (Nonprofit) To pursue the investigation of paranormal activities, history and folklore based on research, scientific principles, etc.

HOLYOKE

Baskets and Broken Bread Inc., 372 Maple St., 4R, Holyoke 01040. Kathleen Wilkinson, same. (Nonprofit) The enrichment and empowerment of inner city residents for a more meaningful and fulfilling way of life, etc.

JDE Corp., 67 Brown Ave., Holyoke 01040. Digna N. Almonte, same. Retail convenience store, including wine and beer.

HUNTINGTON

Mass 1to1 Inc., 12 Littleville Road, Huntington 01050. David B. Hopson, 55 Woronoco Road, Blandford 01008. (Nonprofit) To promote the distribution and implementation of a sustainable one to one laptop computer program among K-12 public and private schools.

LONGMEADOW

Hirsch Enterprises Inc., 106 Inverness Lane, Longmeadow 01106. Jeffrey Allan Hirsch, same. Wholesale and retail sales.

NORTHAMPTON

Hybrid Vigor Music Inc., 70 Washington Ave., Northampton 01060. Patricia McDonagh, same. (Nonprofit) To develop and proliferate new musical works, bring innovative ideas to existing and new arts, community groups, etc.


 

SOUTH HADLEY

Bharti Hospitality Corp., 24 Kimberly Dr., South Hadley 01075. Niranjan Vyas, same. Hotel/motel business.

Colonel Woodbridge’s Tavern Inc., 3 Hadley St., South Hadley 01075. Michael Andrews, 27 Morgan Dr., Wallingford, CT 06492. Michael Andrews, 3 Hadley St., South Hadley 01075, registered agent. Restaurant/tavern.

SPRINGFIELD

Car Credit 1st Inc., 603 Sumner Ave., Springfield 01108. Alex J. Friedman, 155 Longhill St., Springfield 01108. Auto sales. finance, etc.

Galeas Chiropractic, P.C., 939 Main St., Springfield 01103. James Galeas, same. Chiropratic practice.

Springfield 10 Point Coalition Inc., 39 Oakland St., Springfield 01108. Kateri Walsh, 42 Magnolia Terr., Springfield 01108. (Nonprofit) To mobilize the region’s faith-centered communities to address the causes and remedies of youth violence, substance abuse, gang activity, etc.

T-N-T’s Restaurant Inc., 46 Spear Road, Springfield 01119. Timothy Robert Ruel, same. Restaurant.

The Springfield Domestic Violence Center Inc., 240 Jeffrey Road, Springfield 01119. Nawane T. Holloway, same. (Nonprofit) To provide direct financial assistance and referral services to women, childrn and persons affected by domestic violence in Hampden and Suffolk counties, etc.

Universal Marketing Solutions Inc., 934 Main St., Springfield 01105. Carmano Bonavita, same. Marketing company.

WEST SPRINGFIELD

Another Chance for Homeless Cats Inc., 92 Bear Hole Road, West Springfield 01089. Virginia Danforth, same. (Nonprofit) To alleviate the distress and suffering of cats or kittens, especially stray, unwanted or homeless, etc.

Massachusetts Hockey 2008 Sledge Hockey Organizing Committee Inc., 20 Gregory Lane, West Springfield 01089. Allen T. Wright, same. (Nonprofit) To promote the common interests of the sport of Sledge Hockey for disabled persons, be the local organizing committee for the 2008 Sledge Hockey World Championships, etc.

Victory Community Development Corp., 521 Union St., West Springfield 01089. Tanya Daniels, 161 Hancock St., Springfield 01129. (Nonprofit) To work to prevent community deterioration, juvenile delinquency, neighborhood tension, etc.

Westside Chiropractic, P.C., 425 Union St., West Springfield 01089. Francesco N. Crivelli, D.C, 895 So. Branch Pkwy., Springfield 01118. Profession of chiropractic.

Departments

The Springfield Group of Northwestern Mutual Financial announced the following:
• Gary E. Pemble has joined the organization as a Financial Representative;
• Andre S. Casimiro has joined the organization as a Financial Representative, and
• Michael J. Gexler has joined the organization as a Financial Representative.

•••••


Carlo Centeno Jr.

Carolino (Carlo) A. Centeno Jr. has been appointed Vice President of Marketing at D. J. St. Germain Investment Management in Springfield.

•••••

Bernard F. Travers, III and Scott A. Betsher were recently named Shareholders of Aaron Smith, PC in East Longmeadow.

•••••

Craig Tracy has joined Gomes, Bramucci & Co. P.C. of Ludlow as a Partner. Tracy specializes in tax and business planning needs of small to medium-size businesses and also has extensive experience in not-for-profit organizations.

•••••

John J. Furman, P.E., has been hired to lead the Springfield office of Vanasse Hangen Brustlin Inc.. His responsibilities will include leading the Springfield office’s integrated transportation, land development, and environmental services team.

•••••

Massachusetts Mutual Life Insurance Company (MassMutual) announced the following:
• Debra A. Palermino has been promoted to Senior Vice President of Corporate Human Resources. Her responsibilities include oversight of recruitment, business consulting, employee benefits, compensation, succession planning and talent development, and change management, and
• Isadore Jermyn, Senior Vice President, has been named Chief Actuary. In that role, Jermyn has enterprise-wide oversight of actuarial reviews, monitoring and compliance matters related to product reserves, product pricing and illustrations, legally required actuarial opinions, and other actuarial activities. He is also responsible for MassMutual’s actuarial team, recommends and develops the company’s annual policyholder dividend schedule, and serves as MassMutual’s primary rating agency liaison.

•••••

Valerie L. Petit has been named Human Resources and Affirmative Action Officer at Florence Savings Bank.

•••••

Paul Leclerc, President of Leclerc Brothers Inc., has been named President of the Home Builders Association of Western Mass.

•••••

Architect Jeremy Toal, AIA, NCARB, has earned his LEED accreditation. Toal is employed at Dietz & Company Architects in Springfield.

•••••

Brian Darnold has joined the civil engineering team at The Berkshire Design Group of Northampton. He previously worked as an engineering intern with the firm.

•••••


Douglas Greer

Douglas Greer has been named Director of New Leadership Charter School in Springfield.

•••••

Todd Audyatis has been named Director of Development at Westfield State College.

•••••

The Mahaiwe Performing Arts Center in Great Barrington announced the following:
• Beryl Jolly has been named Executive Director, and
• Karin Watkins has been named General Manager.

•••••

James P. Van Dyke has been promoted to Vice President of Environmental Sustainability at Jiminy Peak in Hancock.

•••••

Seder Foods Corp. in Palmer announced the following appointments:
• Tom Ferraro will be responsible for Boston market sales;
• James Rick will cover the Interstates 91 and 84 corridor business for the company, and
• Michael Williams will be responsible for all aspects of warehousing and transportation.

•••••

Marlina Duncan has been named Director of the American International College Core Education Program at American International College in Springfield.

•••••

Massachusetts College of Liberal Arts announced the following:
• Gerard Donnelly has joined the English/Communications Department as an Assistant Professor;
• Anne Goodwin has joined the Biology Department as an Assistant Professor;
• April Horstman Reser has joined the Psychology Department as an Assistant Professor;
• Christine Lozano has joined the Education Department as an Assistant Professor;
• Emilia Sciarra-Laos has joined the Modern Languages Department as a Spanish instructor;
• Elena Traister returns to the Biology Department as an Assistant Professor of Environmental Studies;
• Gerol Petruzella has joined the Philosophy Department as a visiting lecturer, and
• Rebecca Stone will be a visiting lecturer in the Biology Department.

Sections Supplements
From Teen Bashes to Retirement Parties, Jx2 Has a Playlist for Everyone
Andrew Jensen

Andrew Jensen, owner of JX2 Productions, in front of his Westfield offices.

Andrew Jensen serves a diverse and demanding clientele ranging from CEOs to 16-year-olds, and he knows he’d better listen well when it comes to both — they’re equally his most promising demographics.

Owner of Jx2, a production company based in Westfield offering disc jockey, sound, and lighting services for a variety of events, Jensen is one of the region’s most inspiring youg entrepreneurs. He has learned that the only constant in his industry is the ever-growing scale of the events he helps create, spurred largely by more accessible technology and the lofty desires of party planners of all types and ages.

Recently, he’s found that the teen scene is where the action is, but that a solid reputation in the corporate arena can create a strong base for growth in an often unpredictable vocation.

The Jx2 Web site, jx2productions.com, speaks to that range. The welcome page features two boxes; click on one, and it leads to a professional, content-rich site with a professional feel.

Click on the other, and a MySpace profile page for the company appears. It’s not a shortcut, but rather the best way to reach the prom committees, student councils, and teens planning birthday bashes and bar mitzvah celebrations that regularly seek his services.

And as Jensen can attest, the means of finding these audiences may differ, but from there, the lines start to blur — corporate events aren’t just sit-down dinners anymore, and birthday parties have come a long way from pin the tail on the donkey.

It’s a Family Affair

Jensen said he first started noticing that trend in his own family, when he and his brother Eric threw a 25th anniversary party for their parents. They bought much of the equipment they’d need to provide entertainment for the event, in order to stage it themselves, and following the party, guests started asking for repeat performances.

That was in 2001, and since then Jx2, named for the Jensen brothers and now owned by Andrew (Eric still DJs occasionally), has grown to provide a wide array of event entertainment services. His father, Paul, is also now an employee.

The business is primarily a disc jockey service, but in today’s multimedia-driven age, that amounts to much more than spinning records. Jx2 offers event management and organizing, lighting and staging, and audio-visual system setup and operation. The company can provide a master of ceremonies if necessary, as well as ‘audience motivators,’ including dancers, and can provide services and equipment for events ranging from karaoke parties to trade shows.

Jensen said the core of his business is still private formal and semi-formal events, such as weddings, school dances, and jack-and-jill parties, but he added that a number of other offerings that are new to his repertoire are helping Jx2 stand out in a saturated market.

“There’s a lot of heavy competition in the area,” said Jensen. “Some are big, well-known companies, and others are small, one-person operations, but everybody takes a piece of the pie.”

In fact, Jensen once counted 26 DJs doing business in Agawam alone, not far from his offices at Shaker Farms Country Club in Westfield.

One Is a Lonely Number

To thrive in that climate, Jensen has worked to diversify his business model in a number of areas. For one, he has branched out with a new endeavor, partnering with fellow event-services provider Mark Ashe of Marx Entertainment in Enfield, Conn., to form JenMark, which focuses on the management and staging of corporate events. Combining the expertise and equipment of both businesses, JenMark puts the two DJ and entertainment companies squarely in the middle of the event-planning arena, offering a suite of services that includes database procurement to help spread the word about a corporate event, such as a conference or trade show; payment processing for events that require a fee; custom Web site development for the event; facility procurement; food procurement; audio-visual services; and on-site management.

JenMark’s first major event, a trade show catering to the sweet 16, 15, and bar and bat mitzvah crowds, will be staged on Oct. 5, and will serve to promote Ashe and Jensen’s own industry, as well as those of many of their partnering vendors.

It’s a market both entrepreneurs have been actively working to cultivate; a strong presence among the teenage crowd, the corporate crowd, and party-planning families creates a sort of perfect storm, leading to what is currently the juggernaut of the event services world — the Super Sweet 16.

It’s Gonna Be a Party, Party

Sixteenth birthday parties for both boys and girls, as well as bar and bat mitzvahs, have received a rocket-fueled boost in recent years, thanks to the success of MTV’s My Super Sweet Sixteen, a reality show geared toward teenagers and pre-teens.

The show created a national trend by following various would-be 16-year-olds in towns and cities across the country as they plan what they hope will be the party of the year for their classmates.

Gone are the days of birthday cake and potato chips, replaced by elaborate themes (a luau, complete with fire jugglers, for instance, or a jungle with live tigers and pumas), nationally touring musical acts, and, usually, a brand new luxury car to top off the evening. Teens who aren’t featured on the show can still flaunt their own parties by joining an online community sponsored by the show, and uploading bulletins, photos, and videos.

Jensen said the events he’s seen in Western Mass. aren’t usually quite so involved as those featured on television — yet, anyway — but they mirror MTV’s over-the-top celebrations in that everyone wants something unique, and seemingly high-end.

“The kids want it to look like a dance club,” he explained, “with music, lighting, and fun extras. The parents want it to be an upscale event. These parties are moving further and further away from anything that resembles a home or family function; now, people want to turn it into a whole production.”

Jensen is also branching out into area high schools, sending out mailings and meeting with prom committees across the region to provide music, lighting, and other variables for high school formals. Those are some of his most demanding clients, he said; every class wants something different, but each one also wants something big and bombastic, no matter how many bake sales it takes.

Even with such a boom underway, however, Jensen is also expanding his services in other areas, targeting other demographic groups in addition to companies and kids.

All Parties, Great and Small

He continues to zero in on the wedding crowd, offering an extensive suite of services to clients to make their events as seamless as possible, and hopefully to spur referrals. For instance, Jx2 will assist in booking other wedding services via a network of Western Mass. professionals, rather than just point a couple in the right direction.

“It helps with pricing, because I can negotiate with vendors to get more bang for the buck,” said Jensen, “but it also allows me to say ‘yes’ more often when a client asks for something. ‘Yes, I can get a movie screen.’ ‘Yes, I can get a popcorn machine.’ I have the connections, and that helps us expand into other areas.”

But Jensen was quick to note that his business has not been built by tacking on extras, but rather by tailoring his services to the needs of his clients. A blanket approach no longer works in his industry, said Jensen — a huge variety of entertainment choices have created a larger set of demands — and new technology allows for a little bit of spectacle at even the smallest functions.

Jx2 has recently started leasing out equipment, for instance, offering tutorials so clients can save money on a DJ by plugging in an iPod filled with favorite music, or setting up an outdoor movie screen and sound system that only requires the customer pop in a DVD.

That means families and businesses alike can plan memorable events at a much lower cost — movie-night packages start at $299. And if a client would prefer that Jx2 handle everything from soup to nuts, Jensen said he and his staff of three are ready to deliver.

The End of the Night

“We do more than come and play music,” he said, noting, for instance, that he’s drafted a 60-page guide for brides, which covers everything from common wedding-reception traditions to frequently asked questions — not just of him, but of photographers, event planners, and caterers, as well. “We try to go the extra step to help. I’m not doing it to be an event planner, but there’s so much that goes into these events that people appreciate the extra guidance.”

That help might also be increasingly necessary, judging by Jensen’s own notes for a coming event. Too many for a notebook or a software program, Jensen had instead resorted to a classroom-sized whiteboard to record his clients’ wishes and the necessary equipment. “I like to have it all in front of me,” he said.

And with both juniors in high school and senior executives to impress, he might soon need a new, even bigger whiteboard to keep things straight.

Jaclyn Stevenson can be reached at[email protected]

Features
Max’s Golf Tournament Shows the Power of Philanthropy
Ann Marie Harding; Ron Sadowski; Jennifer Baril; Edward Reiter

Gathered on the play deck at BCH are, from left, A.M.Harding, Evnts. Dir. for Max’s Tavern; R.Sadowski, V.P of Williams Distributing; J.Baril, major gifts officer for the Baystate Health Foundation; & E.Reiter, Chm.of the Dept. of Pediatrics.

They call it a “shotgun start.”

That’s the name given to the process used to get as many as 120 people around a golf course in a timely fashion for a charity tournament or even a regular Saturday morning’s play at the local municipal course. The idea is to send everyone off at the same time, using all or most of the 18 holes, enabling them to finish at the same time.

The name is derived from the fact that in the old days, the individual starting the tournament would sometimes actually fire off a shotgun to signal the start of play. Those crackles have long since been replaced by horns.

But for the start of the first Max Classic tournament in 2004, organizers, looking to evoke some nostalgia or to just get the ambitious event off with a bang — literally — fired a Revolutionary War-era cannon to get things going. The blast cracked a mirror in the lobby at Crestview Country Club in Agawam.

Seven years of bad luck? Hardly.

It’s been four years of incredibly good fortune for Baystate Children’s Hospital — which has been the beneficiary of the tournament since the start — with the promise of many more to come. Indeed, the event, so-named because Max’s Tavern is the lead presenting sponsor, is fast becoming one of the most popular tournaments on the region’s crammed slate, and the benefiting organization is one that touches, in one way or another, virtually everyone who puts a tee in the ground or places their name on a tee sign. So the future looks bright.

The past and present aren’t bad, either. In four short years, the Classic has raised more than $500,000 for the Children’s Hospital. Those who organize or play in charity tournaments might think that’s a misprint; it’s not. But perhaps more important than the number behind the dollar sign is the direction in which the money goes — toward specific equipment purchases identified as priorities by hospital administrators.

In the first year, proceeds went toward purchase of omnibeds, or high-tech incubators, for the hospital’s Neonatal Intensive Care Unit — with the accent on the plural. Organizers thought they’d raise enough for one, but obviously did much better than expected. In years two and three, a total of more than $250,000 was channeled toward asthma programs at the hospital, and this year’s event raised more than $160,000 for a digital pediatric echocardiogram.

That’s roughly half the actual sticker price, said Dr. Edward Reiter, chairman of Pediatrics at Baystate Children’s Hospital, who told BusinessWest that the donation probably expedited the process of moving the echocardiogram up the list of capital purchases within the Baystate Health system. Overall, he said the golf tournament and other special events staged on behalf of the hospital have helped the facility stay on bthe cutting edge of technology and programs at a time of still-inadequate reimbursements for care and fierce competition for capital dollars.

“The challenge of the capital budget process for any children’s hospital is a dramatic one,” said Reiter. “That’s because the amount of revenue that comes in from insurance payers for clinical care doesn’t enable you to purchase all the things you need for a modern setting.

“That’s why the gifts from generous individuals and the proceeds from events like the golf tournament are so important,” he said. “New technology is very expensive, but it’s also very necessary if we’re going to provide the best care.”

In this issue, BusinessWest looks at what has become a perfect match between a company, Max’s, with a deep commitment to philanthropy, and a beneficiary that has important items on its wish list.

Round Numbers

It took some doing, but organizers of the 2007 Max Classic managed to get one of the manufacturers of the desired digital echocardiogram to bring one of the machines to the Ranch Golf Club in Southwick, one of two venues used for the tournament, so participants could see where their largesse was going.

The sales representative brought his son along to act as a ‘patient’ for demonstrations, said Jennifer Baril, major gifts officer for the Baystate Health Foundation. “We wanted to make a strong connection between the golf and the beneficiary,” she explained, adding that this has been accomplished in several ways, right down to ‘Children’s Hospital’ logos placed on the golf balls and bottles of water given to each of the players before the start of the tournament. “By making that connection, people can better relate to the hospital and see why their help is needed.”

As she talked about fund-raising efforts for the Baystate system and specifically the Children’s Hospital, Baril said there are several special events during the year involving the Children’s Miracle Network, the fund-raising platform for pediatric care — including an annual radiothon and telethon — that raise money for programs across the system. This includes two other hospitals — Baystate Mary Lane in Ware and Baystate Franklin Medical Center in Greenfield. The system also solicits major gifts from area residents and business owners that are often put toward specific purposes and programs.

The Max Classic is a type of hybrid, she explained, adding that it is a special, annual event, but one with a specific beneficiary — the Children’s Hospital in Springfield — and often very specific equipment purchases. It is quite unique, because it’s organized by a private entity, Max’s, and not the benefiting institution or non-profit group.

It all started with the philanthropic tendencies of Rich Rosenthal, founder and owner of a series of Max’s restaurants: the Tavern, within the Basketball Hall of Fame complex in Springfield, and five others in the Greater Hartford area.
When he started doing business in Connecticut, Rosenthal soon sought out a major beneficiary for fund-raising activities involving his restaurants, said AnnMarie Harding, events coordinator for Max’s Tavern, and found one in the Arthritis Foundation. His restaurant group has also staged events to benefit the Connecticut Children’s Medical Center and myriad other groups, she said.

Rosenthal’s arrival in Springfield coincided with efforts among supporters of the Children’s Hospital to find new funding sources, she continued, adding that the hospital seemed like a perfect fit for Rosenthal’s efforts to find high-impact ways to benefit the Greater Springfield community.

Fund-raising efforts for that facility started with grand-opening festivities for the restaurant in the summer of 2003 — continuing a tradition involving each of the Connecticut eateries — and have been followed up with several special events, including two galas staged at the restaurant and the golf tournament, which has quickly become one of the largest and most popular in the region.

Ron Sadowski, vice president of Williams Distributing in Chicopee, a family-owned business started by his father, Bill, said that despite a saturated schedule of charity golf tournaments, he and others recruited to organize the Max Classic knew there was room for one more, especially if it was unique and had a beneficiary with which area individuals and especially business owners could relate. He’s been proven right.

The Sadowsky family, which has been very philanthropic in its own right over the past several decades, has a strong connection to the Baystate System and especially the Children’s Hospital, said Ron Sadowsky, noting that his wife, Brenna, has been involved in several fund-raising initiatives for the facility and the group Friends of Children’s Hospital.

Couple that interest with Ron Sadowsky’s major contributions over the years — in both time and money — to golf tournaments for the American Heart Assoc. and the Jimmy Fund, and it’s easy to see why the Max’s tournament has become a Sadowsky family affair, with Ron’s brother Jim and his wife Barbara also becoming major sponsors.

And to honor Bill Sadowsky and the philanthropic traditions he established for his family, the 2007 Max’s Classic was played in his memory.

Fair Way to Succeed

The first Max Classic raised just over $100,000 for the Children’s Hospital, said Harding, and has grown in size — in terms of golfers and the number printed on the check given to the hospital — each year since, to the point where the amount raised is approaching that garnered from a similar event staged in the Hartford area for the Arthritis Foundation.

This has been accomplished by gaining the support of numerous corporate sponsors, who contribute on a number of levels. For the 2007 tournament, Max’s was joined as a lead, or presenting, sponsor by Cadillac and Winer/Levsky Group. There are several other sponsorship levels, said Sadowsky, adding that the event has added new supporters each year, again because of the uniqueness of the event and the beneficiary.

“The tournament has really captured the attention of the business community,” he said. “People come back every year, and more people want to be a part of it — it’s really amazing.”

The 2007 event was played seven weeks ago, but already planning is underway for next year’s edition. This means work on the part of the tournament committee to continue to find new and intriguing ways to bring value for sponsors and individual golfers, and among those involved with the Children’s Hospital to identify specific needs that could be met by the event.

A new fiscal year will be starting soon, said Reiter, adding that he and others will soon be reviewing lists for capital requests and programming needs to determine how the 2008 Classic can best help the hospital advance its mission.

He said that it is usually easier to capture the attention of hospital administrators — or golf tournament organizers — with requests for the latest high-tech equipment that can be seen, touched, and heard. It’s harder, but no less important, to gain funding for programs that will have long-term benefits for the region.

“What are the things that your children’s hospital should be doing for the community?” he asked, noting that this question should be the basis of the discussion. “We already have a comprehensive obesity program that needs to be increased in size, and a diabetes program, which is exploding in part because of the obesity problem, that needs more staff.

“And for some reason, this region is a hotbed for asthma,” he continued, adding that he expects the golf tournament and other special events to play a key role in expanding and improving programs to combat these problems for years to come.

Rub of the Green

For the second Max Classic, organizers dispensed with the cannon and started things off with strains from a bagpiper.

It was a safer approach — no cracked mirrors — but one no less poignant.

That’s because since the start, this has been a tournament, and a unique partnership, certainly worthy of note.

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

Opinion
At the United Way, Community Matters

It’s called the Day of Caring, and the name says it all.

The program was started in 1994 by the United Way of Pioneer Valley to involve area businesses and their employees in initiatives that would benefit the community and those who live, work, and play here in Western Mass. It started small, with only 12 companies and fewer than 80 employees. On Sept. 7, 1,700 employees representing 48 companies completed 209 projects in the latest Day of Caring.

Most of these projects were small in nature — spreading mulch in playgrounds, cleaning graffiti from park equipment, sweeping up litter, fixing bicycles, painting fences, for example — but together, they made a difference in the quality of life for many people.

This, in a broader sense, is how the United Way of Pioneer Valley works. It coordinates a number of programs and partners with dozens of area agencies and service providers to make a difference in the lives of more than 100,000 area residents, and make the Pioneer Valley an attractive place in which to live and work.

The United Way of Pioneer Valley plays a unique leadership role. It identifies specific community issues, coordinates the necessary resources to address those needs, and then follows up to measure the results of its funded programs.

The United Way and its board of directors are doing things in new ways — being conveners, enablers, and facilitators, all to address our community’s ongoing and ever-changing needs. The United Way strives to be proactive, not reactive, and to address needs before they become a crisis. It approaches old problems in new ways — its food and shelter programs do not just provide hot meals for the homeless, but encourage services that also provide a welcoming and safe haven, teach job skills, provide vocational training, help arrange job placement, as well as coordinate child care and transportation needs.

Other supported programs focus on areas dealing with children and young adults, the elderly, families, and health and wellness.

Many people think the United Way benefits and serves others, but not them or their families; they’re wrong. By connecting community resources to community needs, the United Way helps make the Pioneer Valley the type of place where you, your family, your employees, and your co-workers will want to live and thrive. Its involvement and impact on quality of life in the region makes it easier to recruit and retain good employees, and to increase your own property values.

It makes our community a place where our children will want to live and raise their own families, rather then heading to someplace where they believe the grass is greener.

As the Day of Caring shows, when people work together, they can make a difference — and at the United Way, we prove this 365 days a year. As this year’s United Way campaign kicks off, I see another opportunity for the people of this region to show what they can do — together.

They can show that community matters and that the United Way is a worthy investment for us and our community.

None of us can predict what personal problem or natural disaster will face us, our neighbors, and co-workers, but we can rest assured knowing the United Way and its affiliated agencies will be there with solutions when situations arise, funding the human services needs of the Pioneer Valley with integrity and innovation. For all of these reasons, I ask that you give generously and support the United Way campaign this year.

For less than the price of a cup of coffee each week, you can make a meaningful impact. Do it for your community, and do it for yourself.

Michael B. Katz, Esq. is the chairman of the 2007-2008 United Way Campaign. He is a partner at the regional law firm of Bacon & Wilson, P.C.

Opinion
The Arts Mean Business

Every day, the nearly 100,000 nonprofit arts and culture organizations that populate the nation’s cities and towns are making their communities more desirable places to live and work. They provide inspiration and enjoyment to residents, beautify shared public places, and strengthen the social fabric. New research by Americans for the Arts provides further evidence that the nonprofit arts and culture industry is an economic driver in those communities — a growth industry that supports jobs, generates government revenue, and is a cornerstone of tourism.

Arts & Economic Prosperity III, the largest study of its kind ever conducted, shows that, nationally, the nonprofit arts and culture industry generates $166.2 billion in economic activity annually, a 24% increase over just the past five years. The economic benefits of this spending are significant. It supports 5.7 million full-time U.S. jobs, an increase of 850,000 jobs since the 2002 study. Furthermore, because arts and culture organizations are locally based, employing locally, purchasing locally, and generating local spending, these are jobs that necessarily remain local and are unlikely to be outsourced.

The industry also generates nearly $30 billion in revenue to local, state, and federal governments every year. By comparison, the three levels of government collectively spend less than $4 billion annually to support arts and culture — a remarkable 7:1 return on investment.

Arts & Economic Prosperity III features findings from 156 study regions (116 cities and counties, 35 multicounty regions, and 5 statewide studies). Data was collected from 6,080 nonprofit arts and culture organizations and 94,478 of their attendees across all 50 states and the District of Columbia. The study uses four economic measures to define economic impact: employment, resident household income, and revenue generated to state and local governments. The study focuses solely on nonprofit organizations and their audiences. It does not include individual artists for the for-profit and entertainment sector. As a result, it is extremely conservative in how it measures the economic impact of the arts.

Nonprofit arts and culture organizations are active contributors to their business community. They are employers, producers, consumers, and members of the chamber of commerce as well as key partners in the marketing and promotion of their cities and regions. In 2005, their estimated total spending was $63.1 billion. This output supports 2.6 million U.S. jobs, provides $57.3 billion in household income, and generates $13.2 billion in total government revenue.

Arts and culture, unlike most industries, leverages a significant amount of event-related spending by its audiences. For example, when patrons attend an arts event, they may pay to park their car in a garage, purchase dinner at a restaurant, eat dessert after the show, and return home to pay the babysitter. This generates related commerce for local businesses such as restaurants, parking garages, hotels, and retail stores. Total event-related spending by nonprofit arts and culture audiences was $103.1 billion in 2005. This spending supports 3.1 million full-time jobs in the U.S., provides $46.9 billion in household income, and generates $16.4 billion in government revenue.

In addition to spending data, researchers asked each of the 94,478 survey respondents to provide their home zip codes. This enabled an analysis of event-related spending by local and nonlocal attendees. Previous economic and tourism research has shown that non-local attendees spend more than their local counterparts do. This study reflects those findings. Nationally, 39% of the respondents were non-local — evidence that arts and culture is a magnet that will draw people to your community.

Arts & Economic Prosperity III is great news for those whose daily task is to strengthen the economy and enrich quality of life. It lays to rest a common misconception: that communities support arts and culture at the expense of local economic development. In fact, they are investing in an industry that supports jobs, generates government revenue, and is a cornerstone of tourism, and our local and national economies. This report shows what most of those in the know already understood — that the arts mean business.

Randy Cohen is vice president of Policy and Research for Americans for the Arts.

Features
CityStage Celebrates 10 Years of Theater in Downtown Springfield
Tina D’Agostino and Cindy Anzalotti

Tina D’Agostino, left, and Cindy Anzalotti of CityStage are celebrating 10 years of presenting shows at the theater, and gearing up for new challenges ahead.

It’s been 10 years since CityStage entered the Western Mass. landscape, and the theater’s management has coined a new, informal catch phrase: “let them eat cake.”

At every performance this season, that is, as well as at a kickoff celebration this month and an end-of-season gala, all part of a seven-month-long anniversary celebration.

CityStage, a private, non-profit theater company based in downtown Springfield, presents a wide variety of performances ranging from full-blown musical productions to stand-up comedians to community events. It stages those performances at either Springfield’s Symphony Hall, which CityStage manages, or at one of its two theaters on Columbus Street, the 487-seat Blake Theatre and the 70-seat Winifred Arms Theatre.

CityStage was conceived in 1997 during Mayor Michael Albano’s administration; a request for proposals was issued to identify an entertainment venue that could fill both the space and the void left by the departure of StageWest, the company that once housed the theater space at Columbus Center in downtown Springfield, where CityStage now operates.

Submitted under the name Springfield Performing Arts Development Corp. by the Springfield Business Development Corp., the CityStage model was accepted, and a board of directors made up of 18 local business and community leaders was formed to serve as a volunteer overseeing body, which still remains today.

Unlike StageWest, CityStage does not produce any of the shows it presents, but instead books touring shows and performers from across the country. Dozens of national acts have poured into Springfield as a result of its creation in 1997, including Jackson Browne, Bill Cosby, David Copperfield, and George Carlin, to name a few.

That is one reason, in addition to the many hurdles this entertainment group has cleared in the last 10 years, why CityStage management is feeling festive. There are still challenges to be met, but this year’s schedule of performances marks not only a milestone, but a new plateau, from which greater success can be achieved.

The Dark (and Damp) Years

Cynthia Anzalotti, CityStage’s president since 2003, has been with the theater since its inception. She began as its director of Development and box office manager, and later became general manager, leading a trend among CityStage staff, she says, of wearing many hats.

Anzalotti said the early years were filled with promise and possibility, but those qualities were not always evident from the outside — and sometimes, not so evident on the inside, either.

“I came on in October, we opened in December, and it was a nightmare,” she said succinctly before reciting a laundry list of problems that awaited the small arts organization from the start. Among them were rotting food left in refrigerators, and gas and electric bills that had gone unpaid, leaving bad debt.

“We needed to get loans and pay huge cash deposits to get the utilities turned back on,” she said, “and that meant asking for help when people had no idea who we were.”

Not long after that, a sewage pipe broke, filling areas of the theater with more than a foot of waste, and later, a winter freeze caused a water main to burst, flooding the lobby.

Changing demographics in the city and a lack of understanding of what, exactly, CityStage was also posed problems. Anzalotti said many people believed, and still do, that CityStage was a permutation of StageWest, which it isn’t. Conversely, she said the majority of StageWest supporters didn’t return to bolster the new endeavor.

Early on, an outside firm was hired to book shows at the new venue, but the choices weren’t pulling in crowds. The cards noticeably stacked against the theater, Anzalotti made the decision to take matters into her own hands, choosing shows internally.

That first year was a struggle, and by year two, CityStage had a cumulative debt of $531,500. The new line-up of shows was creating a buzz, however, and in its third year, the organization turned its first small profit. It has remained debt-free since its sixth year in business.

Mixing and Matching

This year, the 10th anniversary season includes a wide range of offerings for audiences of all age groups. Beginning in October, CityStage and Symphony Hall will present nine musicals, three comedians, a team of illusionists, a tribute band (Rusty Evans and Ring of Fire, a homage to Johnny Cash) and a holiday performance — Sister’s Christmas Catechism, a spin-off of Sister’s Late Night Catechism, which has appeared to rave reviews in the past.

Other productions are making return trips to Springfield, such as Capitol Steps, a political satire, and some are brand-new, including Shout!, a coming-of-age tale set in the 1960s. The mix is intentional, said Anzalotti.

“We try to do a little bit of everything,” she said, noting that diversity is one of the best ways to combat a wide array of challenges that routinely face theaters, especially those with sizes and markets similar to CityStage.

Anzalotti said a keen understanding of the market she serves is integral to presenting successful shows. She and her staff of seven strive to present acts that reflect the cultural diversity of the region, and that are affordable. The $35 ticket price hasn’t budged in recent years, and is not expected to any time soon.

But understanding which shows, and price points, best serve the community at large also helps the theater overcome another barrier, created by a near-fortress of performance venues in Massachusetts and Connecticut that surround CityStage.

“Boston, the Bushnell (in Hartford), and the casinos all block us out,” she said. “Every show we consider, we have to first see if it’s even coming this way, and if so, where else it might be showing. We don’t want to show the same shows as nearby theaters, and a promoter isn’t going to book a performance here just because it will be in the area, either. It takes time to build a reputation.”

She and members of her staff view performances of nearly every show they book, to judge if the subject matter will attract Pioneer Valley crowds, but also to discern whether it is viable for CityStage’s or Symphony Hall’s infrastructure.

“People say, why don’t you show Wicked? Why not Miss Saigon? And we have to explain that we’re just not built for Broadway shows. A show has to fit the market, but it also has to be feasible for our spaces.”

This has led to some trial and error; Anzalotti was sure The Will Rogers Follies would be a hit, but it didn’t fare as well as she’d hoped. Lord of the Dance with Irish step dancer Michael Flatley, however, was expected to have steady but unremarkable returns, and it was a smash.

A lot comes down to a gut feeling, but one that is strengthened by a few constants Anzalotti has noticed in the marketplace.

“Women are the decision makers,” she offered as an example, “and as such, women’s plays like Shout! are a huge hit.”

But so are others, including classics that are seeing a resurgence thanks to Hollywood adaptations (Chicago and Hairspray are both on this year’s roster) and surprises like the Pink Floyd Experience, which just two years ago sold out and welcomed a crowd ranging in age from 12 to 65.

“We never really know what’s going to be a big success, or what might be a surprise bomb,” she said, noting that the biggest caution she heeds is to avoid choosing shows based on her own record collection.

“It can be hard not to want to pick only the things we like,” she said, “but we have to remain mindful that different people enjoy different things. I’m not an Evita person myself, but audiences generally love the show and we think it will do well here.

“That’s not to say I wouldn’t love to have John Fogerty, though.”

The Supporting Cast

Tina D’Agostino, CityStage’s director of marketing, agreed that adding some bigger names to the company’s playbills would help in moving it further as the next 10 years unfold.

More important, however, is continuously branding CityStage in an effort to keep it in the minds of residents across the region as a viable, invigorating entertainment option.

“We try to get out there to be ‘top of mind,’” said D’Agostino. “Our base is women, but we don’t try to cater to one specific demographic through marketing. We do a lot of outreach with many different groups — we try to be at just about every event we’re invited to.”

That outreach includes connecting with the area’s colleges to promote the theater’s reasonable student ticket prices — $15 per ticket — and community collaborations surrounding specific shows. During a showing of The Vagina Monologues, for instance, performers talked with battered women at the Springfield YWCA, and, similarly, Mark Lundholm, star of the original play Addicted, visited inmates at the Ludlow Correctional Facility during his stay.

And when Fosse, a tribute to the late choreography great was presented, dancers taught a master class at the Artist Dance Studio in East Longmeadow.

“We’re lucky to have these unique collaborations,” said D’Agostino. “There’s always something different happening, and it allows us to offer some very deep experiences that are tied directly to theater.”

A Slice of the Life

That strength, both on and off stage, is increasing CityStage’s visibility as the group continues to make behind-the-scenes improvements to its theater space, rented from the Springfield Parking Authority.

To date, CityStage has completed about $300,000 in repairs to the property, ranging from coats of paint to the creation of a new lounge for community and corporate events, and VIP receptions for subscribers. It funds such renovations from its operating budget, about $2 million; from its annual campaign, which is expected to receive a facelift this year; and from corporate sponsorships, individual donations, and season subscriptions, which are up from last year.

“It’s hard to get grant funding for capital improvements in a rented building,” said Anzalotti. “We’d like to build a stronger donor fund and annual plan, so we can continue making improvements, and those improvements are made with our constituents in mind.”

The fundraising efforts she’d like to see more of in coming years are also planned with CityStage patrons in mind. Many are event-based, such as shopping and casino nights held at the theater, to maintain a celebration of the theater year in and year out, not just on this, its 10-year anniversary.

“We tend to spend money on things we think will generate more revenue in the future,” said Anzalotti, “and events bring more people to the theater. Not to mention we believe in fun as part of our plan.”

That’s Entertainment

For a theater company that began in the dark and suffered flood and famine, stepping out as well as stepping up seems appropriate, but moreover, it’s a philosophy that may be lending some added strength to the repertoire; Anzalotti said CityStage shows are selling out more than ever before.

“We’ve gone from selling 50 seats to 100, to 200, 300, and now we’re at a point of saturation,” she said. “People shouldn’t assume there will always be tickets available for our shows anymore, and there is no better feeling than announcing that a show is sold out.”

The rest, she says, is icing on the cake.

Jaclyn Stevenson can be reached at[email protected]

Sections Supplements
Six Keys to Success in the Fight to Retain Quality Workers

Companies around the globe are starting to experience labor shortages and are having a difficult time retaining quality workers. The competition for key talent is quickly becoming a battleground.

One answer lies in your organization’s ability to have a culture where people actually want to work — in other words, you need to become an employer of choice. Numerous studies have discovered that corporations that are viewed as a great place to work outshine their competitors in retaining talent, market share, behavioral success, and bottom line.

Employers of choice have corporate cultures where the working climate is supportive and genuinely appealing — often referred to as a ‘warm climate.’ Many corporate objectives state the desire to be an employer of choice and delegate the sole task to the human resources department.

Unfortunately, corporate officials overlook the basic issues needed in creating a supportive corporate culture. The result is a company with improved benefits, which on the surface makes sense; however, good benefits alone do not create an employer of choice.

Regrettably, many companies have cold climates versus warm ones. And while the Baby Boomers have tolerated cold climate organizations as ‘just the way it is,’ Generation X workers are putting their foot down: either the company’s climate changes, or the Gen-Xers change companies.

When given the choice, Gen-Xers want to be a part of companies with a warm, pleasant, and supportive climate and reject a cold, stressful, unpleasant one. They want to work for companies that display loyalty, pride, trust, respect, strong relationships, and open communication. When at work, they want to feel supported, included, challenged, rewarded, and encouraged to think up new and diverse ideas. They abhor such things as defensiveness, blame-game tactics, alienation, and managers being closed to ideas. If you want to keep Gen-X workers on your team, you need to create an inviting climate.

What exactly influences the company’s working cultural climate? Two things. First, the attitude from the top filters down into the organization, which includes the parent organization’s political situation and organizational systems, and second, effective communication and leadership skills of managers and team leaders. That is why you may have a company with a cold climate and a corresponding culture, but you see pockets within that company where people think it’s a great place to work. Everyone wants to work in a certain person’s department because that manager created a warm climate.

But having pockets of warmth within your company isn’t enough. Corporate officials must ensure a warm climate permeates every department and touches every employee in order to retain quality talent, improve productivity, and reap bottom-line success. Following are some suggestions to help you accomplish precisely that.

Key 1: Be Descriptive

When you communicate with others, describe situations without judging the rightness or wrongness of something. For example, when someone comes up with an idea that you don’t like or think won’t work, the cold and natural response is, “No. That’ll never work.” But such a response breeds defensiveness and resentment. To communicate warmly, a better response would be something like, “Let’s talk more about that idea. What do you think the impact of your suggestion would be on our sales department?”

Managers need to involve employees in decisions and demonstrate a safe environment, even with opinions contrary to their own. When you’re descriptive and specific, you’re encouraging a conversation about the idea and not shooting someone down. And if the idea really won’t work, your conversation will bring that to light in a natural and non-confrontational way.

Key 2: Engage Your People

Many companies say they solve problems as a team, but in reality the manager proposes a solution, and that’s it. No one challenges the manager, either because they know from past experience not to, or because the manager doesn’t ask for feedback in an open way. Rather, he or she states the solution and then asks, “Does anyone have a problem with that?” Of course, no one raises a hand. Employees are not actively encouraged to submit ideas, counter suggestions, or speak honestly. Gen-Xers want to give their input and opinions. And when you hear them out, you’ll likely have a better solution and will foster a warmer climate in your group.

Key 3: Collaborative Style

When managers communicate with a pre-conceived end result or action, they make people withdraw and create distrust. For example, a manager may gather the team together to brainstorm a new marketing approach. The manager enters the meeting with an idea for the new marketing message. Even though the team collaborates and comes up with a great idea, when the final marketing piece is revealed, the manager’s marketing message is the one featured. In this case employees will feel manipulated. When managers act spontaneously and collaboratively without hidden agendas and motivations, employees develop feelings of ownership, pride, and enthusiasm for corporate goals. So always put any pre-conceived ideas aside and let the group synergy work.

Key 4: Take Heart

Employees want managers who have empathy for their situation. Realize that many Gen-Xers are marrying and having kids a decade later than the Boomers typically did. So Gen-Xers are in the workforce in high-profile jobs, and they have the added responsibility of a baby at home or aging parents who need their help. Additionally, since most Gen-X families are two-income households, when a family emergency comes up, there’s no one at home to take care of it. The employee needs the time off. When managers convey a lack of concern or respond to time-off requests in an angry manner, they create resentment in their employees. Remember, Gen-Xers value productivity more so than hours spent on a job. Get assurance that their deadlines will be met (they will meet them), and then let them attend to whatever they have to do.

Key 5: Fairness Rules

Fairness is a fundamental building block in creating a supportive culture; it creates diverse thinking and ideas, and sends the message that each employee is as important and valuable as the next. Gen-Xers want to feel that they are valued and respected in the company. In order to make that happen, managers need to drop any ‘status and favoritism’ practices they may have. If your company is to keep up with the times and stay competitive, managers need the workers’ perspective on the marketplace and their opinions on corporate products and services. So value the ideas and opinions of employees. Seek differences in opinion, engage in open dialogue, and recognize and support everyone’s point of view.

Key 6: Be a Facilitator

Facilitation is more than just running a meeting. It’s about asking the right questions. One of the most powerful questions in the facilitative approach is the ‘what’ question, as it helps the conversation focus on discovery. ‘What’ questions help with identifying issues and probing for details. They also get the other person involved with the discussion. Unfortunately, many leaders use questions that begin with the word ‘why,’ which often prompts defensive behavior from others. ‘Why’ questions are often interpreted as criticism, whether intended or not. To avoid this, change your ‘why’ questions to ‘what’ questions. Instead of asking, “Why did you do that?” ask, “What are the reasons behind your actions?” or “What caused you to act that way?” Using a facilitative approach can help a team solve problems, make effective decisions, and improve work processes.

Reaping the Rewards

As you make these changes to improve your corporate climate, you’ll quickly notice a marked improvement in your workforce. Employees will be happier at work, more productive, and eager to advance the organization’s mission and goals. And remember, working in a warm climate isn’t just for Gen-Xers. All your employees will feel a greater sense of job satisfaction, regardless of their age or generation identification. In short, a warm climate may be just what your company needs to improve profits and long-term growth.

Deanne DeMarco, RCCI, is an author, speaker, and certified business coach. She is the author of the just-released ‘Speaking of Success’ and ‘Pocket Resource: Coaching Tips’;www.deannedemarco.com

Sections Supplements
How to Lead Your Staff Through Difficult Times

Challenges are a normal part of business — that’s a fact. And every company, whether it’s a start-up, a business in a high-growth phase, or even a long-standing, established organization, will face both small and large hurdles every year. But no matter what your company faces — a slow economy, industry shifts, a merger, or even the death of a key executive — if you move through the challenge in a specific way, you will find opportunity in the adversity and come out stronger.

Think of a challenge as any type of “difference” in the way you do business or in your company structure that has an impact on your organization. Unfortunately, when some sort of difference occurs, typically company leaders and their staff grind to a halt and refuse to move forward. Why? Because they fear making a wrong move and further worsening the problem. And while most company leaders do eventually see the challenge through, they waste time in the process and make the journey harder than it needs to be.

Before your next company challenge becomes apparent (or if you are in the midst of a challenge right now), take note of the following four guidelines. Heeding them during any crisis will shave precious moments off your reaction period and will enable your company to move forward in record speed.

1. Recognize and allow for the natural reaction of the staff.

Regardless of the challenge, you need to allow your staff to share their feelings. During this process, realize that everyone has different feelings and a unique process for dealing with the situation at hand. For example, some people may be sad at the sudden adversity, some might be angry, and some will feel more driven than ever before. All of these feelings are normal, and no one right way to feel exists.

As a leader, you need to listen to all these different feelings and acknowledge each person. Also, this is a time for “no pressure.” Therefore, embrace the fact that productivity will drop, at least for the immediate moment. Take the time to talk to people individually or in groups and create a space where people can be open. If you don’t create this space, people will feel unimportant and won’t want to move past this initial phase. Once you allow people to get their feelings out about the current challenge, they’ll start to move forward.

And don’t forget about yourself during this time. Even leaders need an outlet to vent and express their feelings. So make sure you have some sort of support system where you can air your concerns, such as family, friends, or peers. For a leader to be strong during these times, he or she needs to be emotionally fit.

2. Have open lines of communication.

Communication is the key to making a difficult process more effective. During a challenge, you’ll have a lot of important information you need to relay to people. Look at the culture of your company and determine what is the best medium to disperse news. For some companies, town-hall -style meetings work well; others do better with smaller group meetings. Depending on your company, written communication may be in order, too, such as relaying news via a company newsletter or intranet.

The communication from the leader needs to be positive, proactive, and motivating, and it needs to be authentic. Your staff will know when you’re merely giving lip service. Also, reiterate the company’s vision and mission and get everyone on board with the necessary course of action.

Whatever you do, do not deny what is happening, and do not downplay the severity of the situation. People will be more willing to go the extra mile and do “whatever it takes” when they know the leader is being honest and straightforward.

3. Allow yourself to receive support from your staff.

The hardest thing for most leaders to do is to receive support from their employees. Realize, though, that you’ll often see your staff at their best during a challenge. They’ll step up to the plate and take on more responsibility. So rather than think you need to do everything yourself and keep your feelings bottled up, delegate tasks and share your feelings with employees. As long as you’ve been honest with them, they’ll willingly and enthusiastically want to help in any way they can. In fact, the more you allow them to “step up to the plate,” the more empowered they’ll be, and the faster your company will move through the challenge.

4. Lead your organization beyond the challenge.

If you’ve allowed people to express their feelings, communicated authentically, and relied on your staff for support, then you have no choice but to move forward quickly. In fact, stagnating in the challenge is virtually impossible now, because everyone, from the mail room clerks to the most senior executives, will feel that they’re important and that they have the power to make some serious change.

So at this point you need to identify the opportunities that are apparent. If you’ve listened to your staff, chances are they will have pointed out new ideas you may never have thought of. Use the company’s vision to guide your intended new path or plan, and continue to share the next steps with your entire team. No matter how limited you may feel your options are at this point, stay positive and proactive. You will push through to better times.

A New Path to Success

Unfortunately, many companies neglect these four steps. But when people don’t get a chance to air their feelings and don’t feel a strong sense of communication, they shut down and become paralyzed by fear. When this happens, everyone is in denial of the problem, and water-cooler gossip takes center stage.

Your company never has to be stuck in that scenario again!

Yes, there’s a lot of vulnerability when it comes to leading during difficult times; but in that vulnerability there is also a lot of growth. Your company can come out the other side of the challenge stronger and smarter than ever before. So follow these four steps during any challenge, big or small. When you do, you’re guaranteed to forge a new direction for your company —one that leads to newfound avenues of success and prosperity for all.

Anne Houlihan is President of Satori Seal, where she tripled revenues in one year and increased profits 140% with her innovative budgeting and leadership techniques. In addition, she is founder of Golden Key Leadership, where she combines more than 25 years of hands-on corporate experience and coaching to help companies of all sizes;www.goldenkeyleadership.com.

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That’s What Springfield Wire Waged Before Finally Conceding Defeat
Bill Bradford

Bill Bradford says Springfield Wire waged an unwinnable fight longer than most companies would have — and probably longer than it should have.

Bill Bradford says impossible is a strong word — at least when it’s placed in the phrase ‘impossible to compete,’ and used to describe reality for an operation that’s been an integral part of the 85-year-old family business he’s managed for the past decade.

“But it’s an absolutely accurate word,” said Bradford, who announced three months ago that he was shutting down Springfield Wire’s plant on Cottage Street in Springfield (probably by the end of 2008) and moving the manufacturing once done there to Mexico and China, where the company opened plants over the past few decades.

This was a difficult decision for Brandford, whose great-grandfather was one of a small group of entrepreneurs who started the company in 1921 and eventually became sole owner, but a decision made fractionally easier by the knowledge that he had fought an unwinnable fight longer than most in his position would — and longer than he should have, by his estimation.

“We would say to some customers, ‘no, we’re not going to make that part in Mexico,’” he told BusinessWest, adding that such requests (and sometimes they weren’t really requests) came with increasing frequency in recent years.

And they would say, ‘fine, we’ll find someone who will.’ And they did.

“This isn’t the most efficient manufacturing operation in the world,” he continued, referring to the 110,000-square-foot Springfield plant. “But even if it was the most efficient manufacturing operation in the world, that wouldn’t be enough.”

Such is the disparity in the cost of manufacturing products such as heating elements and assemblies in Springfield and making them in China, Mexico, or other “low-cost countries,” said Bradford, who did some quick math and concluded that his company can hire perhaps as many as six people in China for the same cost ($10,000 to $12,000) that the company and an employee in Springfield would split to cover health insurance for a family.

And that number would be closer to eight employees were it not for recent salary inflation in China prompted by industrialization that has made jobs plentiful and given workers more options.

This is not a recent phenomenon, but rather an old story, said Bradford, who recently talked with BusinessWest about how he came to his decision and what lies ahead for the company. And it’s a recurring story, as businesses in his sector and many others are shutting down plants in this country because of an inability compete.

Springfield Wire will continue to have a presence in Springfield and the Pioneer Valley — 20 to 25 employees handling duties ranging from sales to process engineering will continue to work here. But it isn’t the presence Bradford wants, and it pales in comparison to the company’s high-water mark for employment (about 500 people) in the early ’80s.

But it is reality, and in this issue BusinessWest recounts the Springfield Wire saga to illustrate the extreme challenges — sometimes, as in this case, insurmountable — that face manufacturers in the Northeast today.

Taking the Heat

As he led BusinessWest on a tour of the Springfield plant at the start of a day’s second shift, Bradford pointed to several areas with little or no activity that would have been bustling years ago.

The relative quiet spoke loudly to the trends in manufacturing today, and about how the decision Bradford reached a few months ago could — and probably should — have been made many years ago.

“Over the past six months, I came to the conclusion that failing to do this [shut down the plant and move the operations elsewhere] really was failing to do my job,” he said, “and that I would put the entire business in jeopardy if I continued to be adamant about fighting global competition from a cost position that couldn’t be won.

“We don’t have a viable competitor based in the United States anymore,” he continued, “and a publicly held company would have shut down operations here a long time ago.”

The competitive landscape was much different in 1921, when Edward Bradford and several other partners started the venture. Bill Bradford said documented history of the company’s early days is scarce, and he isn’t exactly sure when his great-grandfather assumed ownership, nor is he really sure just what the company produced back then.

He does know that it eventually became one of the leading manufacturers of heating elements and assemblies for the appliance, process heating, commercial refrigeration, food service, automotive, and air conditioning industries. Management of the venture passed to his grandfather, who died in 1957, thus commencing 28 years during which the company was owned by the Bradford family but not managed by it.

That all changed in 1985, when family members sitting on the Board of Directors, including Bradford’s father, concluded that it was time for someone with that last name to get involved with day-to-day operations. That someone turned out to the Bill Bradford, who was teaching history in Delaware at the time, and admitted to be a somewhat reluctant recruit. “I got sucked in.”

He said he spent his first few years, during which he took several different titles, getting up to speed on the company — and business in general. He earned an MBA, an experience he credited with enabling him to “think like a business person, not a teacher.”

He became president in 1997, by which time he and others with the company and on its board could start to see the handwriting on the wall for the Springfield plant. It would be a few more years before it would become clear and, perhaps more importantly, undeniable.

“We had to move our highest-volume product out of here,” he said, referring to a series of events that started in the mid-’90s. “We did it incrementally … we didn’t have to do it lock, stock, and barrel because the global pressures were not that great.”

And the company could fairly easily backfill the product lines that were moved to Mexico, he said, adding, however, that before too long those global pressures, fueled by customers looking to take cost of their products, would increase, and it would become much more difficult to backfill.

“The cycle just continued to accelerate,” he continued, meaning that more product lines were being moved out of Springfield and there were fewer replacements, which added up to less profitability and, eventually, the point at which the Springfield division was losing money for the business.

And the cycle continued to accelerate.

But despite the mounting evidence that the company may not be able to meet customer demands through ongoing production in Springfield, Bradford continued to fight the good fight.

“I really believed that if we would become lean in terms of the Toyota production system, we could become world-class and take on anyone with the right product line, a limited product line,” he said. “But then, I realized that all anyone in a low-cost country would have to do is become lean themselves.

“We would not have done this as the first in our industry,” he said of the decision to halt the fight. “Our competitors got to China long before we did, and we had new competitors coming out of China that we didn’t even know existed five years ago that are knocking on the doors of our customers.”

It was over the course of several trips to China over the past few years that Bradford came to realize that the fate of the Springfield plant was essentially sealed, and that he was asking his employees here to do the impossible. “It had become a fight they didn’t have a chance to win.”

Down to the Wire

While Bradford was willing to recount the events of the past several years and especially the past few months for BusinessWest, his focus is clearly on the present and the future. There are perhaps eight to 10 major projects ongoing at the moment, he said, adding that much is involved with moving operations to China or Mexico, training individuals in those countries, finalizing the operations that will remain in Springfield, and disposing of the Cottage Street plant.

When asked about what will likely happen to that facility and where the 20-25 employees who will continue to work in this area will be based, Bradford said there are several possible scenarios, but one he believes is likely.

“In a perfect world, we would sell this building and lease back space for our operations,” he said, adding quickly, “but we all know the world isn’t perfect.”

Certainly not. In a perfect world, operations like Springfield Wire would never find it impossible to compete.v

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

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Groups Collaborate to Put More Machinists in the Pipeline
Gary Masciadrelli and Mark DiLorenzo

Gary Masciadrelli, left, and Mark DiLorenzo, say the new initiatives involving Springfield Technical Community College will put more machinists in the pipeline.

Mark DiLorenzo calls it a “perfect storm.”

By that, he was referring to a number of factors that have converged to create, by his estimate, 400 openings at machine shops across the region that cannot be filled.

One of those factors is the aging of the current workforce and an historically high number of retirements, said DiLorenzo, president of Tell Tool Inc. in Westfield, a shop that is among those that can’t fill openings and has turned aside work, and thus revenue, as a result. Another is the large volume of work coming to shops like his, a phenomenon fueled by a spike in orders to airplane manufacturers like Boeing and Airbus, as well as instability in several corners of the world that has spawned a steady stream of defense work.

There are other issues, too. Large manufacturers, including Hamilton Standard and Pratt & Whitney, that once had comprehensive apprenticeship programs that created a steady of flow of machinists have halted those initiatives or scaled them back. Meanwhile, the machining business still suffers from a public relations problem, stemming from lingering perceptions of dark, noisy, sometimes dangerous shops and hard memories of plants shutting down, impacting people, families, and entire communities.

All that and more has whipped up the storm system currently settled over this sector, said DeLorenzo, and there is certainly no magic bullet that will quickly clear the skies. There are, however, many small steps that could add up to something big — steps like the memorandum of understanding recently inked by Springfield Technical Community College, the Regional Employment Board of Hampden County (REB), and the Western Mass. chapter of the National Tooling and Machining Assoc. (WMNTMA).

The partnership culminates months of discussions between the three parties about the dilemma facing machine shops and ways to mitigate it, and is manifested in several new initiatives involving the college and NTMA members. They include:

  • A new one-year certificate program in mechanical engineering technology called CNC Operations and Control, which will include a two-credit internship program to be conducted in conjunction with selected NTMA members;
  • A similar internship program to be incorporated into the college’s associate’s degree program in Mechanical Engineering Technology; and
  • The re-offering of a course first offered in January of this year called ‘Metrology and Geometric Dimensioning and Tolerancing’ (the science of measuring), which is designed for incumbent machinists and will likely be attended by 20 or more individuals.

These changes and additions, identified as industry-wide needs during a series of discussions between those at the college, REB, and WMNTMA, are designed to draw more people into the field and improve the skill sets of those already in it. These are the primary goals of a program called Regional Networks, or RENEW, said David Cruise, who is spearheading that effort.

He told BusinessWest that RENEW, funded largely by the John Adams Innovation Institute, is a multi-faceted effort to essentially increase capacity with regard to machinists — meaning everything from the number of them to the facilities used to train them.

The memorandum of understanding is just one cog in that effort, he said, but one with vast potential to generate momentum in what is now a global fight to produce more talented labor.

Lathe of the Land

When asked to calculate how much business is not coming to Western Mass. machine shops because of vacancies that can’t be filled, DiLorenzo and others gathered at a press conference to announce the partnership said there can be only intelligent guesses as to what that number would be.

At shops that handle high-end precision work, each machinist can account for anywhere from $100,000 to $300,000 in annual revenues, said shop owners, meaning that the current labor shortage is costing the region perhaps $80 million or more each year. At Tell Tool, the number is at least $1 million, which DiLorenzo would obviously like on his books instead of someone else’s.

He’s had to turn down business on several occasions — because of shortages across the board, meaning machinists, process engineers, programmers, quality assurance people, inspectors … “in every facet of the company” — and he’s getting frustrated by that pattern.

Which is why he’s enthusiastic about the partnership, which is another in a series of initiatives designed to spark interest in the precision manufacturing sector, which knows that its future health and well-being rests with its ability to get young people interested in the field — and then get them trained.

The new initiatives involving the college, WMNTMA, and REB are designed to help do just that, said Gary Masciadrelli, chair of the college’s Department of Mechanical Engineering Technology. He told BusinessWest that the new certificate program may help steer more recent high school graduates and also some of those not happy with their employment status and prospects to look at precision engineering. The internship program, meanwhile, will expose individuals to area companies and the job opportunities available at them.

“It is hard to get kids interested in this field for some reason; we have more jobs than we have people to fill them, which means that we have to somehow change perceptions about this sector,” he said, adding that one way to do that is to get more people exposed to it.

Once they get this exposure, the goal is to guide individuals through the process required to make them a qualified machinist. And Masciadrelli believes the internship program will play a key role in achieving that end.

“We’re hoping that after one semester, we’re going to be able to introduce some of these students to area companies, have them interview at these places, and then possibly be taken on as an intern,” he said. “These shops can fill in some of the areas that we can’t get to, and create different learning experiences.”

Overall, the academic program and internship component will serve as a form of apprenticeship, but one where the teaching process is shared by the college and a specific machine shop — a model that holds some intriguing possibilities. “We think this will be a great partnership.”

DiLorenzo agreed, telling BusinessWest that the new course offerings and internships could help offset the loss of apprenticeship programs that existed in years past, and create another conduit, as he called it, for skilled machinists, complementing area vocational high schools.

“We’re not going to close that gap of 400 people through a few new courses at STCC,” he explained. “But it is going to alleviate some of the strain, and it’s just one of many avenues that NTMA is working with REB on to fill the void.”

Those in attendance to announce the memorandum of understanding spoke with one voice about how the shortage of machinists is not a local, regional, or even a national problem.

“It’s international,” said William Ward, executive director of the REB, who referenced a recent published report indicating that shops in Europe are facing the same storm system as their American counterparts, meaning they are severely challenged to find adequate supplies of machinists.

“Whoever solves the problem will take control of the global economy in that field,” he said, laying in simple yet powerful terms exactly what’s at stake here.

He called the memorandum of understanding a “co-investment” among the three parties in what will be a comprehensive effort to find a solution locally. “This memorandum has some built-in accountability,” he said, “and because it does, we can build a better pipeline of machinists.”

The Die Is Cast

DiLorenzo told BusinessWest that, like any business owner in any sector, he simply hates to say ‘no’ to a customer trying to offer him business.

“That’s because if you do, they will go somewhere else and you’ll probably never get another chance.”

There are dozens of machine shop owners and managers in this region with an equal disdain for ‘no’ who are nonetheless forced to say it. But there is hope that through initiatives like the partnership between the college, REB, and WMNTMA, maybe someday soon they won’t have to.

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

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Sisters of St. Joseph Break Ground on Elderly Apartments
Jill Keough and Sr. Denise Granger

Jill Keough and Sr. Denise Granger say the 49-unit development will meet demonstrated needs within their congregation and in Greater Holyoke.

The Sisters of St. Joseph of Springfield are committed to taking care of their own — and others as well. That’s why they say a new elderly-housing complex in Holyoke makes sense.

The SSJ — whose sprawling, 52-acre campus off Lower Westfield Road already encompasses a 300-member congregation of women, a skilled nursing home, and a child-care center — broke ground last month on 49 units of low-income housing for the elderly, which is being converted from the former Mont Marie Conference Center, which had fallen into disuse.

The apartments, which will be available to women and men age 62 and older who earn less than 50% of the area’s median income, are scheduled to open in July 2008.

“Responding to the emerging needs of our community is always at the heart of who we are as Sisters of St. Joseph,” said Sr. Mary Quinn, the congregation’s president. “We’re responding to this need for affordable housing, and we look forward to welcoming new neighbors to Mont Marie.”

At the same time, however, discussions about senior housing at the site — which began four years ago — centered around the needs of the congregation’s senior sisters, said Sr. Denise Granger, a member of the leadership team overseeing the project.

“The retired sisters live upstairs, and their accommodations are not elder-friendly to say the least,” added Jill Keough, director of operations at the Sisters of St. Joseph. “We want to provide better housing for them, but also be consistent with our mission of working side-by-side with our neighbors and the marginalized in the community. This seemed to be a good fit, something that would be open to sisters but also people from the greater community.”

Closed for Meetings

The other trend that made the $8.9 million project feasible was the flagging nature of the community’s conference business. “It wasn’t cost-effective for the congregation to keep operating that center,” Keough said, with bookings dropping about 65% in recent years. Granger said many of the groups — traditionally non-profit and religious organizations — that had used the center on a regular basis had seen funds for their seminars and workshops dry up over the years.

Meanwhile, the need for affordable elderly housing has only increased, particularly at a time when the average age of the population is on the rise, and with the relatively high numbers of economically poor residents in Holyoke and Springfield.

“The need for affordable housing, and in particular affordable senior housing, is well-documented,” said Paul Stelzer, president of Appleton Corp. in Holyoke, which will manage the property. Appleton manages several such buildings in Holyoke and surrounding cities, all with extensive waiting lists.

“This development is a thoughtful and practical use of the congregation’s physical assets and demonstrates their passion for working with those in need in our communities,” Stelzer added.

The one-bedroom, 540-square-foot units have been designed specifically for the elderly, with features such as grab bars in the bathtubs, emergency pull cords, and countertops at manageable heights. Any apartment can be fitted with handicapped-accessible features whenever a resident needs them.

Keough said the congregation has worked closely with Mercy Housing, a national provider of affordable housing with 18,000 units nationwide, to get the necessary details right. The architect for the project, Studio One Inc. of Springfield, has worked on numerous HUD projects throughout the state, while Appleton Corp. of Holyoke was chosen to manage the property, partly because of its extensive experience with affordable elderly housing in Holyoke.

“There are lots of other amenities within the building, like an interior courtyard where residents can sit and enjoy the outdoors,” Keough said. “We’re hoping to have raised gardening beds, an exercise room, a community room, and a meditation room. One of the nice things is how much community space will be available; we’ll have a community kitchen and a large dining area as well.” The building will also feature a library with computers Internet access.

The project, which is being built by Western Builders of Granby, was funded in part by a $6.2 million capital advance from the federal Section 202 Supportive Housing for the Elderly program, an arm of the Department of Housing and Urban Development (HUD), which is also providing rental assistance for five years. The SSJ has also secured funding from local, state, and federal affordable-housing agencies, as well as the National Religious Retirement Office and the Holyoke Gas & Electric Co.

The Next Phase

The congregation isn’t taking applications for the 49 units yet, but are accepting letters of interest. And once the units are filled, the SSJ will set its sights on another phase of development on the property, this one encompassing 30 units for residents who need a higher level of service — not unlike assisted living, although the complex will not be officially categorized as such.

“Our overall goal is to create a continuum of care so that people can age in place, whether in their apartment or somewhere on the campus,” said Keough, who envisions the 30-unit center as a bridge between the 49 independent-living apartments and the skilled nursing facility, the Mont Marie Health Care Center.

“Our next piece will be smaller units, but more service-enriched for people who need daily living help,” with tasks such as bathing, grooming, and medication monitoring, she explained. “Some people may qualify for housekeeping or laundry service as well.”

It all comes back to meeting needs, said Granger, who said the community recognized the need for affordable senior housing in Holyoke and strongly supports the project.

“The congregation has historically worked to meet the needs of our neighbors,” she said, noting that the SSJ uses the term “dear neighbor” to refer not only to people in Greater Holyoke, but also those whom have been impacted by the sisters’ ministry in places as far away as Louisiana and Africa.

“Along with our own need to take care of the sisters, we’re looking beyond ourselves to see if we can help with other people’s needs,” Granger concluded. “It’s a dual motivation.”

And one that’s creating a larger extended family at Mont Marie than ever before.

Joseph Bednar can be reached at[email protected]

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This Regional Landmark Focuses on Traditional Fine Dining
Stephen ‘Chip‘ Kloc

Stephen ‘Chip‘ Kloc, the third in his family to own and operate the Whately Inn, says consistency is the key to success at the restaurant and guest house.

In the ’60s, Stephen Kloc placed ‘Frog Legs Provencale’ on his paper menus at the Whately Inn, right next to ‘hot turkey sandwich.’

Today, the latter is nowhere to be found, but the frog legs remain, a particular favorite of traveling gourmets.

The inn, a combination restaurant, guest house, and banquet facility, is now owned by Kloc’s grandson, Stephen Kloc III, who followed in the footsteps of his father and grandfather in creating a unique dining experience in the hills of Franklin County.

It’s an experience that takes into account the bucolic charm of Whately (population about 1,600), but also considers fine dining a luxury that need not be relegated to large cities and affluent arts towns.

“We’re one of the only restaurants that continues to serve full-course meals for one price,” Kloc said. “That’s an appetizer or soup, salad, entree, potato, vegetable, dessert, and coffee or tea. We hold to that colonial, classic theme, and that’s our draw. We keep customers happy, and they know they can order their favorites.”

That’s because in 25 years, the Whately Inn’s menu has barely changed. While other establishments might chase trends, this venue’s claim to fame is a wide selection of time-tested fine-dining favorites.

The inn’s biggest seller is prime rib, but that’s not to say it has cornered the market merely in the meat-and-potatoes arena. Entrees range in price from about $17 to $30, and include roast crisp duckling, Lobster Savannah, and Alaskan king crab.

Steaks, veal, and seafood dominate the menu, and many dishes are prepared with a French-American flair — deep cuts of beef with rich sauces, for instance, and scallops topped with butter and cheese. Kloc said despite sometimes higher prices, local produce is used whenever possible to draw from the region’s agricultural heritage.

The More Things Change…

“Consistency is key for us, and it’s something we’ll continue to work toward,” said Kloc, who began his career in the restaurant business as a child, learning the ropes from his grandfather and father, and later honing his skills at various eateries in Massachusetts and Florida.

“We’ve definitely made small upgrades and changes here and there, but the more things change elsewhere, the more we stay the same.”

With changing dietary trends, for example, vegetarian dishes have been added to the menu, and specials are created daily. Kloc listed a Cajun pork tenderloin known as the Bourbon Street Sizzler and Potato-crusted Salmon Oscar among some of his recent favorites. Florentines and seafood fare well, he said; anything with lobster tends to keep the kitchen slammed for the majority of the evening.

The building in which the Whately Inn operates is another draw for tourists and locals alike. The white clapboard landmark with its wrap-around verandas has been a Franklin County staple since 1880, and is located on one of the area’s more historic thoroughfares, Chestnut Plain Road, which was once a main north-south route between Albany and Boston.

Despite its small-town address, the inn is minutes from I-91, attracting skiers (December and January are its busiest months), leaf-peepers, and summer travelers alike. It’s also not far from downtown Greenfield, the Yankee Candle flagship store, and the Mohawk Trail, all popular tourist attractions that bolster the area’s hospitality businesses.

In the past, the building has housed the Whately Post Office, a switchboard for AT&T telephone service, and a general store. When Kloc’s grandfather first bought the property in 1961, it had served as a tavern for several years, and he chose to push the landmark in a slightly different direction, transforming it into a burlesque house and nightclub. The club often welcomed nationally touring performers, who sometimes flew into Whately by helicopter.

Kloc said he remembers seeing the Ink Spots perform, and also recalls selling clean towels to performers for $1 each. It was an entrepreneurial venture that reflected those of his father and grandfather before him, in addition to foreshadowing his involvement in the family business later in life.

His father owned and operated the property until 1971, when he sold it to embark on new ventures, including the former Captain’s Table in Northampton. But the Whately Inn remained on Kloc’s mind, and the family bought the property for a second time in 1980, renovated the premises, and reopened as a white tablecloth restaurant with overnight accommodations.

Kloc remembers opening day — Aug. 8 — as a new beginning for the inn.

“We did very little advertising, and attracted diners mostly by word-of-mouth,” he said. “Our family has been in the area for a long time, and that helped us create a local following.”

That strong, steady pace has continued at the restaurant, said Kloc.

Out of the Frying Pan

There’s another date that Kloc can remember without a pause — Sept. 13, 1984 — the day a fire decimated the inn’s second floor and shut down the restaurant for eight months.

“It was my first time managing here alone … my father was away,” he recalls, the memory still causing a grimace. “The design in the kitchen wasn’t right, and a broiler overheated, causing the fire. Looking back, though, it was a blessing in disguise.”

The fire reduced the number of guest rooms from 13 to four, but also prompted upgrades to the inn’s infrastructure. Since then, Kloc said there have been few major changes to the property.

The building includes a second-floor banquet room that seats 80, popular for rehearsal dinners and small weddings. The central dining room can seat about 130 people, and the inn employs about 36 full- and part-time staff throughout the year.

Kloc said there are no plans to make any major changes to the property or its services, although he admitted maintaining the business model is often a challenge in and of itself.

“There’s often a greater expense associated with staying the same,” he said, “but to us, it’s well worth it. Our growth is slow but steady, and that’s a good thing. It’s going to remain our main goal.”

That said, traveling foodies need not worry. The turkey sandwich may not have stood the test of time, but the lemon butter brown sauce on the fried frog legs is as fresh as ever.

Jaclyn Stevenson can be reached at[email protected]

Sections Supplements
Historic Deerfield Readies Its Legacy for the Future
Phil Zea

Phil Zea, president of Historic Deerfield, says the museum is seeing an upswing in visitorship.

Even in the world of living museums, Historic Deerfield stands apart. It co-exists with working farms, a church with an active congregation, and the local post office, offering a glimpse of the past as well as a snapshot of what has evolved from it. A greater number of people are noting Historic Deerfield’s unique draw and stopping by for a visit, and the onus is now on the attraction to keep them coming — and coming back.

There are not many museums at which a stray duck will suddenly cross your path, quacking a ‘hello’ as it waddles past.

But at Historic Deerfield, which is known as a ‘gateless museum,’ it’s a relatively common occurrence.

The property, which spans 104 acres and encompasses 53 buildings, includes 12 historically furnished homes that serve as museum attractions, interspersed among private homes and businesses.

The mix of old and new creates an intriguing effect; the Channing Blake Meadow Walk offers brief history lessons along the path, as well as bucolic views of Franklin County’s farmland and a smattering of working farms (some of Historic Deerfield’s land has also been leased to area farmers), complete with ducks, sheep, and dairy cows.

The Deerfield Inn, which has 23 rooms, a tavern, a café, and a restaurant, is also owned by Historic Deerfield, and sits adjacent to its free-standing museum store. Not far from there is the Flynt Center of Early New England Life, a modern, 27,000-square-foot building that offers rotating art and history exhibits, as well as visible storage on its second floor — rows upon rows of glass cases filled with early American artifacts ranging from tea pots to powder horns.

There are other businesses intermixed, including the Deerfield Post Office, the First Church of Deerfield, and buildings owned and occupied by Deerfield Academy and the Berment School, both private day and boarding schools.
Philip Zea, Historic Deerfield’s president, said the contrast helps create a multi-faceted history lesson.

“It’s not just an institution, it’s a working community,” he said. “The townscape is really our largest artifact. The point is to offer a sense of what life was like in the Pioneer Valley, and to offer people a chance to look at Deerfield as sort of a case study.”

Up and Down Town

But this is a lesson that includes a very dark chapter — the infamous pre-dawn French and Indian raid on Deerfield on Feb. 29, 1704, an attack that would leave 56 colonists dead and the community, then the most-western outpost of the British territory, in ruins. The 109 survivors of the raid were taken captive and forced on a months-long, 300-mile trek to Quebec in the dead of winter; 22 of them died along the way.

Visitors to Historic Deerfield can certainly learn about the massacre, but the mile-long stretch of Old Main Street is more of a celebration of what took place after the raid. This is a world unto itself, straddling a line between preservation of the past and modern life.

It’s long been a popular destination for history buffs and fans of antiques and the decorative arts, as well as for families visiting the region or taking weekend and day trips.

Still, historical tourism has had some lean years in the last few decades — Zea estimates the dip began after the Bicentennial — and is only now seeing a spark of new interest. It’s up to attractions like Historic Deerfield to rekindle the flame, and to keep the momentum going.

“The world of history museums has been in down times until relatively lately,” said Zea, noting, however, that while foliage season is Historic Deerfield’s busiest period, this summer has been a good one. “From a business point of view, the numbers are good, and we’re ahead of our budget.”

Last year, the museum recorded a 4% improvement over the previous year’s revenue, and while there are still challenges to be met — among them the high gas prices that can keep travelers away — there seems to be a sort of general upswing in interest in attractions like Historic Deerfield.

“I think an appreciation of the past happens on a generational schedule,” Zea mused. “Children visit these places with their parents, and then they lose interest until they have children; then they say, ‘we have to go back!’”

The Fabric of a Community

To boost visitation and maintain that resurgence of interest, Zea said that planning frequent special events, exhibits, and programs is key.

“We focus more and more on special events because that’s what brings people back,” he said. “People who love the place still won’t come back solely to see their favorite house. There needs to be another draw to pull them in.”

Workshops and special programs often showcase the museum’s large collection of art and antiques, which originate from several locales and time periods in addition to the colonial period.

Zea said the collection is currently made up of about 26,000 pieces, placing it among the 12 largest such collections of American artifacts, and programming surrounding the collection includes seminars, exhibitions, and hands-on teaching activities, such as archeological digs, weaving lessons, and gardening tutorials in the Teaching Garden. Open-hearth cooking is another popular draw, particularly in the cooler months.

Currently, the Helen Geier-Flynt Textile Gallery is on display, named for one of Historic Deerfield’s founders (along with Geier’s husband, Henry Flynt) and detailing the embroidery and textile trends of early American life. A second major exhibition slated to open in May, titled ‘Into the Woods,’ will focus on furniture and the creation thereof.

“The exhibition will look at some really sensational furniture,” said Zea, adding that there will also be an educational component, designed to empower museum visitors to better appreciate the antiques they’re viewing. “It will teach people how to look at a piece, and how to better understand how it was made. It’s very didactic.”

Also geared toward creating a buzz at the museum is a series of slightly less academic recurring annual events, such as the Chocolate Festival held in February, and Supernatural Sundays, held in October.

“The key challenge, and goal, is to continue to enhance our visibility as a destination,” he said, “for both families and groups. We want to be seen as a place to stop on the way to a Vermont ski trip, but also as a gateway to tourism in Franklin County.”

We’ve Arrived

As part of that goal, there are improvement plans on the drawing board for Historic Deerfield, though none are of a large enough scale to disrupt the traditional, authentic feel of the old New England neighborhood.

“We’re working on creating a better sense of arrival,” Zea offered as an example, noting that the gateless museum model, coupled with the fact that it exists within a working community, can confuse new visitors. “There will be some improved signage, and upgrades to visitors services.”

Zea said a new visitors center is also being mulled, but the project is only in the early stages of development.

“We still need to raise a lot of money, though we are working with an architect,” he said.

The annual fundraising goal for the museum is about $480,000 in unrestricted gifts, and about the same for restricted contributions, though Zea admitted that unrestricted donations are more helpful in these tight economic times.

“Special projects that people feel a passion for are important, but keeping the light bill paid is also important. Utilities in general are a problem.”

If Historic Deerfield does experience a downturn later in the year, Zea said he’s likely to attribute it to gas prices, though he and his staff are also mindful to translate the museum’s close proximity to other attractions in Western Mass. and Vermont despite its far-away feel.

“We’re only 90 minutes from Boston,” he said, “and more people are developing an affection for us. We will continue to work to build those relationships, and to spread the word that this is a great place.”

It’s also quite ducky.

Jaclyn Stevenson can be reached at[email protected]

Sections Supplements
Unique Consulting Strategy Gives Business Owners Some Working Knowledge
Harry Gilligan and Roy Smalley

Harry Gilligan, left, and Roy Smalley say their breakthrough executive boards have helped small business owners cope with a wide array of issues impacting the bottom line.

Harry Gilligan doesn’t like the word roundtable, and doesn’t want to see it used to describe a unique concept he’s created with business partner Ray Smalley called the “breakthrough executive board.” Comprised of eight business owners and managers recruited by the two consultants, the executive boards provide a forum for not merely sharing war stories and discussing common issues — but for providing the kind of support and accountability needed to take a company to the next level.

Bill Grinnell says it’s a little like group therapy for business owners.

That was his colorful description for something called the “Breakthrough Executive Board,” the creation of two area business consultants, Harry Gilligan and Ray Smalley, who decided to partner in a somewhat unique business venture two years ago. The executive board is a value-added product, one of many provided by Springfield-based Breakthrough Business Advisors, said Gilligan, and thoughtfully designed to give business owners who don’t have boards of directors a forum in which they discuss common problems and issues and simply bounce ideas off the wall.

During one of the monthly sessions, Grinnell, principal and co-founder of the Webber & Grinnell Insurance Agency in Northampton, sought out some advice on marketing, specifically ways to make his agency stand out among many businesses delivering mostly similar messages and products. “No one had any magic pills,” said Grinnell, “but there was a lot of good feedback — people gave me some things to think about.”

That’s just one of the primary goals of the executive boards, which have been in session for roughly two years now, said Smalley, who added quickly that food for thought is just part of the equation. Results are the real goal of this program, which puts up to eight owners or managers of small to mid-sized business owners in a room for four hours each month.

And they’re achieved because the panels act just as a board of directors would, with respect to follow-up and accountability, said Smalley, adding that they go far beyond the typical business roundtable.

“Everyone learns from one another,” he said, noting that subject matter ranges from compensation policies to valuing a specific business to succession planning. “We’ve structured this process so that members can think things through, and determine where they want to take their business and how to get there.”

Members for the boards are recruited, said Gilligan, from groups attending monthly half-day briefings on business-related topics sponsored by TD Banknorth and staged in the auditorium in its downtown Springfield headquarters. Those invited to join are told to bring with them a commitment to get to that proverbial next level, a willingness to listen to others and share ideas, and, perhaps most importantly, an open mind.

In this issue, BusinessWest looks at how these boards, and the environment they create, have helped Gilligan and Smalley grow their venture, while providing many different kinds of value to all those gathered around the table.

Meeting of the Minds

Andy Myers knows his software.

Well, he knows his broadcast industry software. He started and grew a venture called Myers Information Systems, now based in Northampton, that produces ProTrack, versions of which are used by used by television and radio stations for traffic, program scheduling, content management, and sales.

What Myers didn’t know, and what he asked those gathered at an executive board meeting several months ago, was what software package would help him more effectively manage his own business. He got some good feedback from those in attendance, commissioned Smalley to do hard research and make a recommendation, and today is the proud owner of a program that he says is helping his operation run more smoothly and cost-effectively.

There are many similar stories about how the executive board sessions, facilitated by Gilligan and Smalley and often followed up with direct consulting services from them, have been able to help business owners and managers move their ventures forward and avoid costly mistakes by providing a forum conducive to sharing common problems and crafting solutions.

How the boards came into existence is a story of imagination and forward thinking on the part of two consultants who took two completely paths to arrive at the same place.

Smalley took what would be considered a fairly conventional route to a second career as a business consultant. He worked as a general manager for several different technology-related businesses in the Toronto area, experienced a falling out at his last stop, took some time off, handled a few consulting assignments, and then decided he liked working for himself and would make consulting a full-time venture.

As for Gilligan, well, his was certainly the road less traveled.

After earning bachelor’s and master’s degrees in Communications, he went into sports broadcasting and later sales in the Midwest. He went on to work in college sports as an assistant athletic director, before coming to Springfield in 1985 to start a women’s professional basketball team.

His Springfield Fame — and the U.S. Basketball League of which it was a part — failed to capture the imagination of fans over its first two seasons and then folded. Gilligan decided to stay in the Pioneer Valley and, eventually, started day seminars and training programs on such subjects as communications, time management, and stress reduction. He eventually went into more formal business consulting work and crossed paths with Smalley, who had relocated to the Pioneer Valley, in early 2005.

The two identified a niche within the local market — specifically a need for consulting services to help small-business owners do what they do better — and eventually teamed up to create Breakthrough Business Advisers. That’s a name chosen to highlight what the two partners believe they can help business owners do — break through to the next level of success and profitability.

While this service/promise is certainly not unique among business consultants, whose ranks are growing as Baby Boomers reach retirement age, one of their methods for trying to deliver it — the executive board — would be worthy of that adjective.

Talking the Talk

A “safe haven” is how Gilligan chose to describe the boards. Elaborating, he said, they offer a comfortable place for business owners and executives to discuss problems and issues among peers.

Such a comfort zone generally doesn’t exist in the workplace itself, he said, noting that managers usually feel uncomfortable talking with people within their own organizations about their concerns, goals, and ambitions, and there are few networking or business groups that can offer the same combination of privacy, business know-how, and climate for problem-solving.

“Most business owners don’t have someone to report to,” said Gilligan, noting, again, that many ventures are too small to have a formal board of directors. “This structure provides that someone.”

A look at the current list of executive board members reveals a high level of diversity, said Smalley, noting that there is a mix of manufacturers, service companies, and even a technology venture — Myers’. Meanwhile, membership, while stable, also changes over the course of time as some business owners move on, usually after a year or more of participation, and others join.

This diversity and state of flux are just two of the benefits the boards bring to the table, he said, also listing camaraderie, the ability to share best practices, and that aforementioned level of accountability that is, or should be, part and parcel to an actual board of directors.

Grinnell, who spent more than a year on an executive board before yielding his seat, recalls discussions and problem-solving efforts on topics ranging from finances to handling problem employees; from marketing to long-range planning.

“There were a lot of discussions on financial reporting, which were eye-opening for many of the members,” he said. “There was also a lot of talk about personality fits, and employees giving owners and managers a hard time. We’d try to get to the root of why there were problems and then develop strategies to solve those problems.”

Sessions are broken down into several different components. Each one starts with a quick review of topics to be discussed that day, and move on to something called the ‘hot topic,’ chosen to help members benefit from a strategic review of their company.

Each meeting also features a ‘spotlight company,’ a member who gives a detailed presentation about an issue or opportunity facing their business. Afterward, members provide feedback and advice from their own experience. There is then a lengthy ‘sounding board,’ during which members have the opportunity to put issues on the table and get immediate feedback from others in attendance.

Myers has been a board member for nearly two years now. He says he’s part of what he called the “second wave” of participants, and noted that a third is gradually assuming more of the seats in the room. Like Grinnell, he said it’s helpful to hear from others who are in the same boat and realize that he is not alone in facing what are often stern challenges to continued growth.

“It’s been a very interesting process,” he said. “We act essentially as each other’s board members. We discuss what our goals are and, more importantly, how we’ve made progress toward meeting those goals from session to session.”

Indeed, while issues are discussed, the board meetings are goal-oriented, he continued, with issues brought up and debated in the context of how they impact efforts to meet or exceed stated goals.

In Closing …

Smalley told BusinessWest that, for many small business owners, the word consultant might as well have four letters in it.

That’s because they’ve had a bad experience with one or more, meaning, usually, that they didn’t get what they would consider full value for the money spent, and didn’t get a specific problem or issue resolved.

The executive board was created to provide an additional option, or that value-added that is often missing from the equation.

The sessions have certainly helped Smalley and Gilligan grow their business, but they have also helped members in a number of different ways by opening their minds to ideas and ways of doing business — and then, for lack of a better term, helping them to ‘get better.’

And that’s really what group therapy is all about.

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

Departments

Grant-writing Workshop

Sept. 6: The Employers Assoc. of the NorthEast will present a free workshop titled ‘Writing a Successful Workforce Training Grant’ from 8:30 to 11:30 a.m. The program is designed for individuals who have never written a grant. To register or for more information, contact Sue Miller, Director of Training & Development, at (877) 662-6444, ext. 313, or visit www.eane.org. The Employers Association of the NorthEast is located at 67 Hunt St., Agawam.

Money Smart Program

Sept. 11-Oct. 9, Oct. 30-Nov. 27: The Holyoke Credit Union will once again offer its free award-winning financial education program titled Money Smart this fall. The course, which which covers a multitude of personal banking and finance subjects, will be conducted on Tuesdays from 6 to 8 p.m. for five consecutive weeks at the Holyoke Credit Union’s main branch at 490 Westfield Road, Holyoke. The program is free to the public, however, pre-registration is required. Registration may be made at any branch location or by calling (413) 532-7007.

Hispanic Marketing Workshop

Sept. 12: Hector Bauza, president of Bauza & Associates Hispanic Marketing will lead a workshop titled ‘How to Effectively Market to Hispanics’ from 8 to 9:30 a.m. at the Hotel Northampton in Northampton. Bauza will discuss how to avoid pitfalls in marketing to Hispanics and what companies need to know to effectively market to this growing population. The program is part of the UMass Fine Arts Center Sponsor Summit which provides thought-provoking presentations on current trends and one-on-one networking. The summits are conducted bi-annually as an exclusive benefit for sponsors, business partners, and board members. For more information, call (413-545-3671) by Sept. 7.

Artist’s Reception

Sept. 14: Pioneer Valley artist Nancy Hill will exhibit her latest work titled “Sweet Things” at the R. Michelson Galleries, 132 Main St., Northampton, from Sept. 14-30. A reception for Hill is planned Sept. 14 from 6 to 8 p.m. in conjunction with the Northampton Art Walk. Hill says her new paintings are closer to traditional still life with subjects of nature’s bounty and various sweet edibles of the culinary arts. For more information on the show, call (413) 586-3964.

Casino Debate

Sept. 18: Will Massachusetts roll the dice on casino gambling? What are the implications if it does or doesn’t? A provocative discussion on the topic with proponents, opponents, and experts is planned from 8:15 to 10 a.m. at the Omni Parker House Hotel, Press Room, in Boston, hosted by members of the Mass. Institute for a New Commonwealth (MassINC). Panel members will include state Rep. Dan Bosley (D-North Adams) and Richard McGowan of Boston College, author of Government and the Transformation of the Gaming Industry and The Gambling Debate, due out in November. For more information and to register, call (617) 742-6800, ext. 120.

Family Business Program

Sept. 20: Greg McCann, author of When Your Parents Sign Your Paycheck, will be the guest speaker at a dinner forum hosted by the UMass Family Business Center, from 5 to 8:30 p.m. at the Clarion Hotel & Conference Center. McCann works with family businesses in the areas of succession, communication, conflict resolution, gender issues, and development of the next generation. He will speak on what family business owners should be saying to the next generation about the company and their possible future with it — and when and how they should be saying it. To register, or for more information, contact Ira Bryck at (413) 545-1537; fax: (413) 545-3351.

Chamber Courses

Sept. 25/Oct. 2: The Greater Westfield Chamber of Commerce will sponsor two courses this fall to help businesses plan for both startup and growth. The first course, ‘Strategic Planning,’ will be conducted Sept. 25, while the second, ‘Business Plan Instruction,’ is planned Oct. 2, both from 7:30 to 9 a.m. Both courses will be held at the STCU office at 453 East Main St., Westfield (Westfield Shops Plaza), sponsors of the program. Norman Halls from the Holbrook Company will lead the courses. When individuals complete the course, free counseling will be available from the UMass Small Business Development Center. The cost for both programs is $35 per person for any Chamber of Commerce member or $50 for nonmembers. For reservations and more information, contact Lynn Boscher at (413) 568-1618 or via E-mail at [email protected].

AIM Executive Forum

Sept. 28: The Associated Industries of Mass. Executive Forum will host Massachusetts House Speaker Salvatore F. DiMasi for a lively discussion of critical business issues facing the Legislature during the fourth quarter of 2007 at its breakfast and networking meeting. Registration, breakfast and networking begins at 8 a.m. at the Westin Hotel, 70 Third Ave., Waltham. Speaker DiMasi’s presentation starts at 8:30. For registration information, call Julie Fazio at (617) 262-1180 or Chris Geehern at (617) 834-4414, or visit www.aimnet.org.

Entrepreneurial Hall of Fame Dinner

Oct. 4: The Western Mass. Entrepreneurial Hall of Fame will honor its Class of 2007 at its Eighth Annual Induction and Banquet at the Log Cabin Banquet and Meeting House. The event, one of the region’s largest networking events, will start with a reception at 5:30 and dinner at 7. This year’s inductees are: the Bassett family (Bassett Boat Company); the Falcone family (Rocky’s Ace Hardware); Theodore Geisel (Dr. Seuss); the Gordenstein family (Broadway Office Interiors); Charles and Merriam Webster (Merriam-Webster Inc.); and the Roberts family (F.L. Roberts). Tickets are $150 per person; tables of 10, $1,500. For more information or to order tockets, call (413) 730-6157.

Bright Nights Ball

Nov. 17: East Longmeadow-based Hasbro Games will be the sponsor of the 2007 City of Bright Nights Ball, which will take on a Monopoly® theme. The event, the major fundraiser for the Spririt of Springfield, which puts on the annual holiday display in Forest Park known as Bright Nights, will take place in the ballroom of the Sheraton Springfield at Monarch Place. The black-tie event features a gourmet dinner, dancing, and the opportunity to win and purchase some fabulous items. Guests will be able to purchase Monopoly deeds, everything from Baltic Avenue to Boardwalk, and redeem them for prizes. Bidding on five showcase items will begin on-line in early November and be completed the evening of the gala. Other premium items will be sold in an on-line auction. Auction items will be announced at a later date. In addition to Hasbro Games, the City of Bright Nights Ball is being supported by Bay State Health, Health New England, MassMutual Financial Group, and Sheraton Springfield. Tickets to the 12th annual City of Bright Nights Ball are $500 per couple. Tables of 10 are available for $2,500. For more information, contact the Spirit of Springfield at (413) 733-3800.

Departments

Firm Launches New Web Site

WEST SPRINGFIELD — LiftTruck Parts and Service Inc. has launched a Web site – lifttruckmass.com – which it hopes will provide customers with an effortless resource for all of their material handling needs. In addition to the general information that is accessible online, customers can also view the full line of products that are available through the company. LiftTruck Parts and Service is a full-service material-handling company with a wide range of specialties including new and pre-owned fleet sales, service, parts, short- and long-term rentals, financing, and on-site maintenance.

Hogan Communications Marks 20th Year

EASTHAMPTON — Hogan Communications, specializing in the installation, service and sales of voice, data and Internet services, recently marked its 20th year of operation, according to co-owners Sean and Andrew Hogan. Hogan Communications started as a two-man operation in Holyoke in 1987, and today boasts 21 employees in its 15,000-square-foot headquarters in Easthampton.

WNEC in Top Tier of U.S. News and World Report Ranking

SPRINGFIELD — Western New England College is once again ranked in the top tier in its category in U.S. News and World Report’s 2008 America’s Best Colleges ranking. WNEC is in the top tier of the “North” category among colleges and universities that provide a full range of undergraduate and master’s programs. This is the fourth year in a row that WNEC has been ranked in the top tier. The college’s overall score this year improved two points from last year.

Smith & Wesson Wins N.H. Contract

SPRINGFIELD — Smith & Wesson Corp. recently received an order for 500 M&P45 pistols from the New Hampshire Department of Safety. The pistols will be used by the New Hampshire State Police and Highway Patrol divisions and will replace the Sig Sauer P220ST .45-caliber pistols made by Sigarms Inc., of Exter, N.H. The New Hampshire agency noted the pistol’s enhanced ergonomics, ease of maintenance and magazine disconnect safety as primary factors for purchasing the firearms.

Consolidated Health Plans Expansion To Create 30 Jobs

SPRINGFIELD — Consolidated Health Plans, Inc., headquartered on Stafford Street, recently contracted with Nationwide Mutual Insurance Co. of Ohio to administer three of its insurance products. Consolidated officials expect to create approximately 30 jobs in the city with the new arrangement, and has already added 12 employees to handle the additional workload. Consolidated, a preferred provider organization and third party administrator, works to reduce health care costs for employer’s health insurance plans and colleges’ student health and accident plans. Consolidated employees will begin handling the claims and administrative aspects of three Nationwide insurance products.

Factory Unveils New Name

CHICOPEE — During a recent unveiling ceremony, signage at Top-Flite’s Meadow Street plant now announces factory as Callaway Golf Ball Operations. More than four years ago, Callaway Golf Co. purchased Top-Flite, the golf business of the former Spalding Sports Worldwide. Callaway officials noted that the Top-Flite brand will remain, as its new D2 ball is proving a success in the marketplace. Approximately 700 people are employed at the factory which makes about 20 million dozen Top-Flite and Callaway branded golf balls annually.

MassMutual Offers New Whole Life Product

SPRINGFIELD — Massachusetts Mutual Life Insurance Company (MassMutual) recently unveiled Whole Life Legacy 100(SM), a new whole life product that combines attractive traditional guarantees with new flexibility, such as the ability to increase or decrease coverage according to changing needs, and to customize the policy with riders. The product also addresses the needs of those consumers who want to provide a guaranteed legacy for family members, loved ones and favored organizations, and who desire the flexibility to alter their coverage as their circumstances and priorities change. For more information, visit www.massmutual.com/life.

Go FIT Receives Grant from Nisource/Bay State Gas

WESTBOROUGH — Go FIT Inc. of Greater Springfield is the recipient of a $5,000 grant from the NiSource Charitable Foundation. The foundation was established to provide funding to nonprofit organizations making a difference in the communities where NiSource companies operate or provide service. Bay State Gas Company, a NiSource company, serves 100,000 customers in its Western Mass. division anchored in Springfield. Go FIT programs provide a unique blend of services that promote health and general welfare by engaging economically underprivileged and underserved inner city youth and women in fitness activities. The grant funds helped Go FIT conduct a walking, running, and physical activity clinic at the Chicopee Boys and Girls Club during the summer.

Departments

The following Business Certificates and Trade Names were issued or renewed during the month of August 2007.

AGAWAM

A-Type/Spencer Stamp
418 Meadow F-11
Judith Neylor

Agawam Mini Market
703 Main St.
Asif Ali

Cavallon Construction
165 Leonard St.
Gregory V. Cavallon

Diane Lyons-Frasco Registered Electrologist
795 Main St.
Diane Lyons- Frasco

Estate Furnishing Outlet
1015 Mill St.
Joann Halpy

Ferrentino’s Restaurant & Pizzeria
7 South End Bridge Circle
Frank Ferrentino

Kopchak Property Management
1085 North St.
Fedor Songorov

Savmore Citgo
650 Suffield St.
Muhammad Intiag

AMHERST

Home Yoga
70 Eames Ave.
Kristin Leutz

K. Chulo Bags
85 Mt. Holyoke Dr.
Kaye E. Dougan

Mustard Seed Press
263 Northampton Road
Melanie D. Krumrey

CHICOPEE

GIG
417 Chicopee St.
Anna Dugan

Springfield Real Estate Sales & Services
97 Woodcrest Circle
Sheila E. Spring

EASTHAMPTON

Sullivan Consolidation Inc.
122 Pleasant St.
Robert M. Sullivan, Jr.

Venom Custom Automotive
2 Hill Ave.
Mike Moise

EAST LONGMEADOW

Mapleshade General Contractor
153 Vineland Ave.
Patrick Hellyer

GREENFIELD

Classic Kitchens & Bath
1173 Bernardston Road
Erica M. Smith

Rent A Center
278 Mohawk Trail
Barry Perkins

The Cleaning Gal
150 Elm St.
Kelli M. DoBosz

Valley Mart
4 Mill St.
Mohammad Yasin

HADLEY

Bottlenose
108 Russell St.
William Carr

HOLYOKE

B-Connect
1375 Dwight St.
Julio Monge

B & V Automotive
101 North Bridge St.
Robert S. Vogel

Cajun Café & Grill
50 Holyoke St.
Koang Cheu Yam

Extreme Auto Body
170 Main St.
Angel M. Narvaez

Fini’s Ice Cream
3 Fini Road
Diane M. Sutherland Fini

Hair Place
103 Chapin St.
Ronald E. Holland

Lyman Laundry
228 Lyman St.
Pan Chi Ping

Mereciana Market
773 Dwight St.
Juvencio Ponce

Paper City Cuts
444 Appleton St.
Jose M. Lopez

Podmore & Sons Home Improvements
30 Clinton Ave.
Brian Podmore

LONGMEADOW

American Society of Interior Designs
1158 Williams St.
Jacqueline Moini

CRC Services LLC
813 Williams St.
David M. Soja

Essentials
811 Williams St.
Clifford Feen

Nittoli Golf
400 Shaker Road
James Nittoli

LUDLOW

Classic Site Solutions
70 Margaret Lane
Cheryl Sady

R.C.S. Diesel Services Inc.
566 Holyoke St.
Ronald Chiasson

Michael’s Party Rentals
409A West St.
Michael Linton

NORTHAMPTON

China Wok Express
150 King St.
Waisan Chan

Continuous Creations
123 Hawley St.
Cheryl Coltman

Robinson Real Estate
4 Conz St.
Steven J. Slezek

Standard Design
254 Prospect St.
Thomas Joseph Pappalardo

PALMER

Griswold Corporation
1184 Park St.
Jeffrey Griswold

MCI Investigations
3044 Main St.
William E. McCarthy

Rising Tide Consulting
320 Flynt St.
Brian Kraft


 

Steer-Rite Inc.
1350 Park St.
Ronald Pisciotta

SOUTH HADLEY

South Hadley Publishing
18 Maria Dr.
Price Van Ray

Insurance and Financial Associates
95 Granby Road
Luke Gelinas

People’s Bank
494 Newton St.
Jeannine M. Pelchat

SOUTHWICK

Gigi’s Pizza
108 Congamond Road
Matthew Roberts

SPRINGFIELD

Main Source
164 Main St.
Josue Rivera

Martinez Towing
99 Milford St.
Agapito Martinez

MDG Transport
37 Collins St.
Michael D. Guidry

Meade’s Trucking
137 Lebannon St.
Garry Meade

Mobile Services 4 U 2
23 Ambrose St.
Arlene L. Hallums

Most Excellent Collectibles
752 Sumner Ave.
Jimmie C. Smith

McCaffrey’s
1171 Main St.
1171 Main St., LLC

P.J. Computers International
95 Maplewood Terrace
Paul J. Ehiwele

Professional Advantage
181 Buckingham St.
Cynthia L. Jones

Quax Caricatures
12 Mattoon St.
Quincy Brown

Rent To Own Auto
201 Berkshire Ave.
Kelly Rooney

Saint James Management
350 St. James Ave.
Michael J. Begley

St. James Custom Auto Body
503 St. James Ave.
Cory A. Taylor

Sullivan Consolidation
311 Industry Ave.
Robert M. Sullivan

TNT Roofing
323 St. James Ave.
Thomas Lynch

Tas Logistics
524B Main St.
John James Boucher

The Pioneer
723 Belmont Ave.
Stephon Ulysses

Tierra Nostra Handyman
137 Undine Circle
Alex Anderson Nieves

Underground Movie Network
141 Gresham St.
Greg Ellerbee

Unity World
106 Edendale St.
Dion Byrd

Valley Vogue Collections
34 Front St.
Susan S. Cagan

Victor’s Café
298 Belmont Ave.
Mei Yu Chen

Vietnam Import & Export
434 Belmont Ave.
Benjamin Nguyen

Yoelis Hair Salon
465 Main St.
Yoelis Harris

WESTFIELD

A.M.R. Systech
5 High St.
Ali M. Rahal

Big Adventures
77 Mill St.
Michael Ventrice

Closet Carousel
26 North Elm St.
Monica Casal-Dapaixao

I Wireless
82 Main St.
Bao Ngoc Tong

Mindanao Fashion Imports
71 Steiger Dr.
Sean M. Fitzgerald

Ryan’s Package Store
31 Franklin St.
Bharat Trivedi

The Seat Weaver
1 Kipling Ave.
Alice Flyte

Top to Bottom Cleaning
23 Reservoir Road
Lynn Cornelius

WEST SPRINGFIELD

Capital Enterprises
172 Harwich Road
Arthur A. Arena

Fine Finish Handy Works
1029 Elm St.
Daniel G. Moody

Grass & Stuff
73 River St.
Keith N. Konz

Jerry Rome Nissan
500 Riverdale St.
Balise JRN Inc.

JMR Welding and Fabrication
33 Allston Ave.
Jason Robert Moore

Music Tuitions
66 Irving St.
Mera Goroshit

Ryno Network Service
30 Windsor St.
Nancy Bletz

Starlift Equipment Inc.
36 Roanoke Ave.
Raymond Picarillo

West Side Wiring
34 Kelly Dr.
Jar R. Farrell

Whitney Nameplate Company
1700 Riverdale St.
Douglas D. Taylor

Departments

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

AMHERST

Metric Solutions Inc., 6 University Dr., Suite 206-260, Amherst 01002. Alan Tomasko, 16 Sunrise Ave., Deerfield 01342. Design, manufacture, and sale of test/measurement equipment.

Mosaic Development Inc., 6 University Dr., Suite 206-200, Amherst 01002. Michael Helmstadter, same. Software engineering.

Sugarloaf Specialty Foods Inc., 305 Middle Road, Amherst 01002. John Rae, same. Food.

BELCHERTOWN

Prism Associates Unlimited Inc., 11 Canal Dr., Belchertown 01007. Faith G. Utley, same. E Commerce.

Sam Hicks Inc., 80 Shaw St., Belchertown 01007. Laura J. Hicks, same. E Commerce retail.

Station Salon Inc., 107 Pondview Dr., Belchertown 01007. Deborah A. Lowe, same. Cosmetology, manicuring and aesthetics.

BERNARDSTON

Abazl Inc., 30 Deane Road, Bernardston 01337. Abaz Cecunjanin, same. Innkeeper.

EASTHAMPTON

Easthampton Community Access Television Inc., 200 Park St., Easthampton 01027. Glafyra Ennis-Yentsch, 11 Water St., Leeds 01053. (Nonprofit) To provide a means for any person or group in the community to use communications media, including cable TV, make available video equipment, etc.

EAST LONGMEADOW

Palmer-Greater Springfield Economic Development Coalition Inc., 46 Center Square, East Longmeadow 01028. Timothy J. Murphy, 303 Soule Road, Wilbraham 01095. (Nonprofit) To act as a leading advocate for existing and proposed major economic development projects within the Palmer and Greater Springfield area, etc.

FEEDING HILLS

DSR & AMR Inc., 186 Clover Hill Dr., Feeding Hills 01030. Dale Rhodes, same. (Foreign corp; NY) Brokerage services.

FLORENCE

Smooth Movers Inc., 221 Pine St., Suite 358, Florence 01062. Melinda Beth Shaw, same. Moving and storage services.

The Fix: Restoration Inc., 320 Riverside Dr., Florence 01062. Krisen Day, 53 Clark Ave., #16, Northampton 01060. Athletic training and movement therapy.

HOLYOKE

Charity House Inc., 740 High St., Holyoke 01040. Gary Rehbein, 16 Jonathan Judd Circle, Southampton 01073. (Nonprofit) To raise funds for charity through the donation of appliances and old cars for auction/or resale.

Transportation Options Inc., 256 Maple St., Holyoke 01040. John A. Flley, Jr., 1308 Northampton St., Holyoke 01040. School transportation services.

HUBBARDSTON

Rural Glen Cemetery Association Inc., 9 Evergreen Road, Hubbardston 01452. Merriellen Moroney, 633 Main St., Shrewsbury 01545. To hold, preserve and maintain burial grounds in Hubbardston in existence since 1875, purchased then by the Association for this purpose.


 

INDIAN ORCHARD

Bry Corp., 36 Parker St., Right Floor, Indian Orchard 01151. Bryan David St. Amand, same. Manufacturing and fabrication of metal products.

PLAINFIELD

Silk Rapture Inc., 4 South Central St., Plainfield 01070. Kelly Clady, same. Import, export, sales of textile and wearing apparel, clothing, etc.

SOUTH DEERFIELD

Jawk Inc., 29 Straits Road, South Deerfield 01373. John T. Wroblewski, same. Acquisition, development, and sale of real estate.

SOUTHWICK

Animal Shelter Renovation Inc., 110 North Longyard Road, Southwick 01077. Kenneth Frazer, same. (Nonprofit) To build, equip, and maintain a ‘no-kill’ animal shelter, rescue and rehabilitate abused and abandoned animals, etc.

SPRINGFIELD

427 Market Inc., 427 State St., Springfield 01105. Pharoah Smalls, same. Convenience market selling snacks and other items.

Afffordable Tree Care Inc., 15 Ruthven St., Springfield 01128. Angel L. Munoz, same. A general tree service.

Atlantic Productions Inc., 1389-1393 Liberty St., Springfield 01104. Samuel Garcia, 23 Healey St., Indian Orchard 01151. To conduct a restaurant and nightclub business, etc.

National Association for Community College Entrepreneurship Inc., 1 Federal St., Springfield 01105. Thomas A. Goodrow, 33 Cynthia Place, Feeding Hills 01030. (Nonprofit) To foster economic vitality for local communities through education programs of community colleges nation-wide, etc.

TURNER FALLS

2nd Street Baking Co. Inc., 69 Second St., Turners Falls 01376. Laura J.
Puchalski, 133 Federal St., Millers Falls 01349. Bakery/cafe retail and wholesale.

WESTFIELD

Autumn Land Solutions Inc., 60 Cardinal Lane, Westfield 01085. Richard A. Sypek, same. Real estate development and brokerage.

Richard’s Deli Restaurant Inc., 220 Prospect St., Westfield 01085. Brian T. Cleland, same. Restaurant.

WEST SPRINGFIELD

Maniba Corp., 2041 Riverdale St., West Springfield 01089. Pravinbhai C. Patel, same. Ownership and operation of motels.

R & B Solutions Inc., 55 North Boulevard, West Springfield 01089. Ronald J. Yergeau, same. To own and operate a Subway sandwich franchise.

PEAJ Inc., 583 Birnie Ave., West Springfield 01089. Paul M. B’Shara, same. Restaurant, catering establishment.

Opinion

Springfield Police Commissioner Ed Flynn believes his department is winning the war against violent crime — or at least several key battles. The latest statistics, which show pronounced declines in such categories as rape, aggravated assault, and motor vehicle theft, would seem to bear this out.

But there is another fight his department is waging where the gains, which are impossible to accurately measure, are apparently less-pronounced. This would the fight against fear, which, as anyone in the business community knows, must be won, and decisively.

That’s because, in the larger scheme of things, while the law-abiding people who live, work, and play in Springfield are seemingly safe, at least in the commissioner’s estimation, many do not feel safe. And as long as that perception holds, this city will never enjoy the full economic recovery everyone is anxiously awaiting.

In a comprehensive profile of Flynn in this issue of BusinessWest, Springfield’s first police commissioner talked at length about fear and how it is impossible to understate the importance of controlling it when it comes to the economic health and vitality of not only this city but the region surrounding it.

If people are afraid to come to a community, then businesses across every sector will suffer to one degree or another. This is why public safety is at or near the top of every list of priorities for those involved with economic development.

But a community cannot will people to feel safe, and all the statistics in the world won’t get that job done, either. People will feel safe when they are convinced that they are. Such convincing will come only through one’s experiences, not from crime stat reports or press conferences.

And there has been progress made in this realm of experiences — one can see it in the city’s downtown. Those who have worked there for some time can, or should, notice a decline in the number of panholders and homeless people on the streets. Why? Because the police department has made such issues a priority in recent months, and the city has succeeded in moving many of the services created for such individuals, such as the homeless shelter that previously existed in the York Street Jail, out of the larger downtown area.

While some individuals who work on behalf of constituencies such as the homeless regarded the city’s actions as somewhat cruel and unnecessary, they were very necessary steps when one considers the general good of the business community and the city as a whole. Yes, the homeless have needs, and panhandlers are people, too. But the rights and wants of these individuals must be addressed in a thoughtful, intelligent manner that doesn’t jeopardize the community’s overall economic health and well-being. This is basic common sense.

There are still some homeless people to be seen downtown, and there are still panhandlers trolling for loose change. But we think it’s fair to say that most who work in downtown should feel better about walking down Main Street and State Street and should feel safe or at least safer.

Whether they do or not is another story, especially when area media outlets are still playing up violent crimes committed anywhere in the Valley, and especially in Springfield.

The bottom line is that Flynn, his department, and officials in City Hall and the Finance Control Board offices must continue to be vigilant in the fight against fear. There is simply too much at stake for the city and the region.