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Guy Gaulin Keeps a Proud Tradition Alive at Hitchcock Press

Guy Gaulin

Guy Gaulin has spent a lifetime sharing his passion for letterpress.

Guy Gaulin started his career in printing as a letterpress assistant more than 60 years ago. He never lost his passion for that craft — even when most of the industry left it behind.
“In the ’50s, offset printing and computerized typesetting came along, and that had some advantages over letterpress. It costs less, and you can do more with offset in the way of color process,” Gaulin told BusinessWest. “So letterpress became practically obsolete.”
But not at Holyoke-based Hitchcock Press, which was well-known for letterpress printing from its earliest days as the Wisly Company in the late 19th century, and still touts itself as a leading purveyor of the craft in the Pioneer Valley.
“This is what I’ve always wanted to do,” Gaulin said. “I liked letterpress, and it does have its place. It was my background, and I was good at it. Because offset was a lot less expensive, letterpress just got rolled over, but you did have some folks who stuck to letterpress, basically for things like limited-edition books and cards. The people doing letterpress were mainly one- and two-man shops. But for them, it was a passion. I put myself in that group.”
But he has grown Hitchcock Press to much more than that since purchasing it in 1971. The shop employs about 15 people, and commercial offset work remains the major revenue generator, allowing Gaulin to cultivate his letterpress passion for a smaller — but growing — number of clients who appreciate the artistry of the method, whether it’s for wedding invitations, business cards, letterhead, or any number of other uses.
“Commercial offset is really the core of our business, but the focus of the business is letterpress,” said Deanna Gaulin, Guy’s daughter and the shop’s vice president. “What I like about letterpress is that it’s something we can offer that other area printers do not. It’s definitely the fastest-growing area of our business, too.”
Despite its expense compared to offset printing, “our volume is increasing on letterpress,” Guy said, “which is the part I enjoy most.”

Coming Home
Gaulin was born in Holyoke to Canadian parents; when the Great Depression deepened in the 1930s, they returned to Quebec. While attending school there, he discovered a passion and aptitude for art which would continue throughout his life.
In 1944, he returned to Holyoke and joined the U.S. Navy shortly thereafter. Following the service, he began his graphic-arts career at American Pad and Paper Co., completing his letterpress apprenticeship and working as a pressman for several years before being promoted to head of AMPAD’s printing operation.
He introduced offset printing to the company, but his heart remained in letterpress.
“Offset printing took over at that time, and I did bring in offset at AMPAD,” he noted. Wisly, which changed hands in 1956 and underwent a name change to Hitchcock Press, was seeing similar changes. “But when I bought Hitchcock in 1971, it had both letterpress and offset, and we converted more and more into letterpress.”
Letterpress, which uses a reversed, raised surface to press relief text and art onto the paper, has a distinguished history; in fact, its creation in Germany by Johannes Gutenberg around 1440 is considered by many to be the most important invention of the past millennium.
His method of printing from movable type allowed, for the first time, the mass production of books; Gutenberg produced an estimated 180 copies of his most famous work, the Gutenberg Bible, in about a year, the same time it would have taken a scribe to complete one copy by hand. Fifty years after the invention of letterpress, more than 15 million books in about 30,000 titles existed in the world — changing the course of human history.
Over the next 500 years, letterpress printing continued to improve and gradually became more mechanized. But what originally made the process so revolutionary — its speed and efficiency — was a factor in its decline starting in the mid-20th century, as offset printing proved to be even faster and less expensive; it still dominates the industry today.
But the public didn’t abandon letterpress completely, and recent years has seen a resurgence in its popularity, Gaulin said.
“It came back because it has what no other printing has: depth,” he noted. “By comparison, you might say offset printing is completely flat, whereas letterpress has a different feel; it has depth, what we call an impression.”
The artistry and aesthetic pleasure of letterpress products are their major appeal to Gaulin, who has always considered himself an artist and photographer at heart but a printer by trade. Several years ago, he created a line of letterpress notecards created from his own artwork, earning an Award of Recognition at the 2005 Premier Print Awards, the world’s largest competition of printed products.
Many clients who approach Hitchcock for invitations, cards, and other projects submit designs through its Web site.
“We receive computer files, and we have plates made; we use magnesium plates because I consider them superior,” Gaulin said. Type is set manually, and artwork is placed directly onto the plate by an engraver. “When the plate is made, we run it on the letterpress.”
For wedding invitations, Deanna said, “we’ll give the bride the plate if they want it; sometimes they’ll frame it.”
Clients may design their own products or hire someone else to do it, she added, but if not, Hitchcock also offers design services. “We will help anyone who needs help to make it unique.”
And some of the shop’s recent products are striking indeed, with invitation cards ranging from a wedding reception at the Holyoke Merry-Go-Round (complete with die-cut horses) to a wedding on Oct. 30, with intricate Halloween-themed artwork rising subtly from the paper along with the text. Guy also showed off a card featuring both letterpressed text and offset artwork — a way for a client to save money.

Sharing a Passion
Gaulin has been an innovator as well. For example, he developed what he calls the GrayTone method of letterpress printing for a series of note cards and prints. Unlike halftone printing, which uses black ink only, requires one plate, and goes through the press one time, GrayTone uses gray inks and black ink, and the art is computer-manipulated to yield a certain number of gray values, each given its own plate, along with one black plate.
To demonstrate, he showed BusinessWest a calendar he produced, featuring a photo he took in the Grenadines, that was converted to five sets of plates and went through the letterpress five times to achieve a depth and richness halftone doesn’t offer.
Gaulin shares his passion for letterpress in other ways, including a blog he publishes at www.hitchcockpress.com, where he posts descriptions of various customers’ jobs, along with step-by-step photos.
It is there where he explains why he has continued working into his 80s.
“To my friends who wonder why I do not retire,” he writes in one entry, “I met a charming young lady and made her happy by designing and producing a fine letterpress wedding invitation package for her … and we became friends. What a wonderful world.”
After more than six decades in the business, Guy Gaulin is still making impressions for customers — and they’re still making an impression on him. n

Joseph Bednar can be reached
at [email protected]

Sections Supplements
At Storrowton Tavern, History and Fine Dining Come Together

From left, Vincent Calvanese, Donald Calvanese, and their father, Andrew Calvanese,

From left, Vincent Calvanese, Donald Calvanese, and their father, Andrew Calvanese, say they love the history of Storrowtown and the memories it has created for patrons.

Three things prompted Andrew Calvanese to leave Suffield Country Club in 2003 and take over the food operation at Storrowton Tavern in West Springfield with his sons Vincent and Donald, after operating the Connecticut club’s restaurant and pub for 18 years.
“First, there was the challenge of revitalizing an incredible establishment. Second, it was a great opportunity for my two sons. And third, there are the memories at the Tavern, not only that I have, but that many other people had,” he told BusinessWest. “I love this place because of the personal feelings I have attached to it. And I love people, and I wanted to bring it back for them.”
The historic tavern that is a vital part of Storrowton Village was closed for two years before the Calvanese family reopened the doors, serving New England foods that have been enjoyed there for more than a century.
“Today, there is life here again, and I am very proud of what we have accomplished; this establishment is more than 200 years old, and it’s open once more. The restaurant business is hard work and takes a lot of dedication, but I was made for this,” said Andrew, who began his restaurant career 47 years ago when he was hired as a weekend cleaning person making $1 per hour at Friendly’s Ice Cream in Springfield.
The Calvanese family is happy to be in the restaurant business together and run Storrowton as a true family operation. Andrew handles public relations, while Donald is the general manager, Vincent is the executive chef, and his son Vincent is a cook.
They all love the business and believe they couldn’t find a better place to be. Before coming to West Springfield, Donald ran the food service at Wilbraham Country Club with his late mother, Doreen Calvanese, and Andrew and Vincent were at the helm of Suffield Country Club’s restaurant and pub.
However, the sons wanted to work together at a place that would allow them to grow. Donald said they looked at many restaurants before reading in a newspaper that the Eastern States Exposition sales department was looking for someone to reopen Storrowton. But nothing had seemed right — until they set foot on the old tavern grounds.
“I fell in love with it the first time I saw it,” Donald said, adding he had never eaten there. “The location is great, the building is great, and its history is interesting. The floors are uneven, and it’s impossible to heat and cool, but it has a lot of character, and we work with it.”
Andrew said the people at the Big E liked the concept of having a family run it, and the decision was made. He is proud that they were chosen out of a field of more than 40 applicants, and calls their relationship with the Big E “incredible … we are like a big family with them.”
Donald agreed and said exposition staff members played a role in helping them get the restaurant back on its feet. “It’s so nice to have a restaurant like this open again, especially with all of the chains going up. There is a lot of competition, but things are going well.”
Wayne McCary, president and CEO of the Eastern States Exposition, says the Calvanese family fit the bill.
“Storrowton Tavern is a unique part of the culture of Eastern States Exposition and its year-round events, and it was critical to create a business relationship with partners who would operate the Tavern in conjunction with the Exposition itself as well as the many shows on our grounds,” he said. “The Calvanese family is a great choice and represent the tradition of Storrowton Tavern well.”

Course of Action
However, it took a tremendous amount of work to ready the historic buildings for use again. But the family worked as a team and began renovating and cleaning even before negotiations were finished. They got down on their hands and knees and scrubbed floors, painted rooms and ceilings, put in new carpeting, and renovated the entire kitchen.
In November 2003, after months of hard work, they opened the doors Thanksgiving week and were thrilled to have 600 people enjoy the holiday there.
This year, they will feed more than 1,000 at both a sit-down meal inside the old building and at a buffet in the Carriage House across the green.
Andrew says people love the ambience of the old tavern, and they treat it and the people who come there like family. He filled a large bookcase near the doorway with part of his late wife’s collection of more than 1,000 cookbooks for people to peruse while waiting for a table, and recently finished restaining the paneled walls, which took months of painstaking labor. He and his second wife got married there, and Storrowton is his favorite place because of the “romance here,” he said.
The old tavern has a fascinating history, as it is actually two buildings that were joined together. One is Atkinson Tavern, which was built around 1789 at Atkinson Hollow in the town of Prescott. The original owner was John Atkinson, Prescott’s last surviving Revolutionary War veteran, who used it as a store, tavern, and home for his family.
Andrew likes to point out that the Vermont Room, located on the second floor above the pub and tavern, was once used as lodging for guests who stayed there.
In 1928, when the state took Prescott by eminent domain along with three other towns in the Swift River Valley to create the Quabbin Reservoir, Helen Storrow had the building moved to the Early American village she was creating in West Springfield. In 1930, the Baptist meeting house, believed to be built around 1822, was brought to Storrowton Village from Southwick. It was joined to the tavern in 1957, doubling the size and scope of the restaurant.
The tavern has five dining rooms, which are furnished with period antiques. Andrew said his family members brought many of their own heirlooms there, which include a set of Gone with the Wind commemorative plates and a glass case filled with Hummel figurines.
The Calvaneses also took over the operation of the Carriage House, a modern banquet facility which sits on the other side of the green across from the tavern. It accomodates parties of up to 350 people.
Donald loves the atmosphere and the fact that the tavern is part of the village. “You can leave the restaurant with a glass of wine and walk around the green or sit on a park bench. It looks like something out of the Colonial days,” he said, adding that they like seeing patrons enjoying the grounds.
Vincent also loves the diversity of events held on the Exposition grounds, which add to their business. “What I love about Storrowton is that there is always action here. We can have a post-funeral reception in the afternoon and a wedding at night. Plus, there are events such as the horse shows and the Big E,” he said.

Just Desserts
Andrew’s career in the restaurant business began as a cleaning person at Friendly’s. A month later, he was promoted to dishwasher, and, a month after that, he became the evening shift manager. “Within three months, I was the highest-paid part-time employee at the store, making $2.50 an hour; the food business just fit me,” he said.
After that, he spent 20 years as delicatessan manager at Gus & Paul’s Bakery and Deli in Springfield, where he discovered not only how much he enjoyed working with people, but how fulfilling it was to help them create memorable life events. His next move was to Suffield Country Club, where he stayed until moving to Storrowton.
His passion for the business was passed on to Donald and Vincent, who both worked as dishwashers at the Mountain Laurel Restaurant in Enfield, Conn. when they were young teens. Donald went on to become a waiter at area restaurants, then moved on to Mount Holyoke College, where he worked as chef/manager of its food-service operation for four years, before spending four years at Wilbraham Country Club.
Vincent was introduced to the business at age 12, when he helped out at a wedding his parents were catering. “I remember how happy we made people,” he said, adding that knowing he plays a role in people’s memorable life events continues to be rewarding, even though he is behind the scenes. During the course of his career, he worked at several area restaurants and opened one in Haydenville named DaVinci’s, which he operated for two years.
At one point, he was offered the position of head chef at Storrowton Tavern, but didn’t take it because he didn’t want to leave his family members.
Family is extremely important to the Calvanese men and women, and so is history.
“I feel like this is my second home because, when I came in here, I thought about my personal memories. And now, we are creating them for others,” Andrew said. “When we hold a party here, it’s like having a party in our own home. This is a landmark that we have revitalized, and so many people are happy this is open again.”
Vincent agreed. “We have something special here. We are working owners and always have been. We are here just to make people happy. It’s our goal, and what we want to continue to do. When I was first offered a job here, I didn’t want to leave my family. But I somehow felt like I belonged here, and here I am now. Operating Storrowton is a challenge, but one that is interesting, due to the many events staged on the Exposition grounds.”
Andrew says many people think Storrowton Tavern is open only during the Big E, and some come back every year at that time, making their own history. But memories have always been made within the tavern’s walls, and that tradition will continue, which suits him just fine.

Sections Supplements
Sturbridge Landmark Has Location and Charm — in Abundance

Publick House General Manager Michael Glick in the Tap Room.

Publick House General Manager Michael Glick in the Tap Room.

Back when things got started, in 1771, the Publick House was a stagecoach stop, a place to eat and sleep on the way to somewhere else. In recent times, though, this landmark has become a true destination, one known for its classic, charm, holiday decorations, traditional New England cuisine, and even a purported ghost sighting or two.

It’s called the Library.
This is one of the smaller dining rooms at the Publick House in Sturbridge. It was given that name because there are old books lining the walls — well, sort of.
Because this room is rather small and space was needed to comfortably sit people and serve them, the books, perhaps 100 or more of them, were sawed in half decades ago (no one really knows when), placed within shallow bookcases, and glued to the walls. Visitors who don’t know this have tried to pull books out, sometimes tearing the binding in the process.
“We’ve thought about getting some new volumes, but the ones with the binding coming off … they add a little old charm to the room,” said Michael Glick, general manager of this landmark, parts of which date back to 1771.
Charm can be found in many places here, and in many forms. This includes some of the other dining facilities, such as the Card Room — which dates back to when the Publick House was a stagecoach stop; women were not allowed in this room then, and had to gather outside in the ‘women’s sitting room,’ which still exists today, although men sit there, too — and the Pumpkin Room, so named because of the wood used within.
But it also includes traditions, such as the scarecrow-decorating contest recently staged, the ‘breakfast with Santa’ event upcoming, and the smiley-face cookies given to each child upon completion of their meal. There’s also the menu, dominated by old New England favorites, such as pot roast, chicken pot pie, and especially turkey and sweet rolls.
And then, there are the ghost stories. “No one here now has actually seen one,” said Glick, “but there are stories … people say we have ghosts here, and we’ve had a few mediums in here to look around.”
Take all this charm and put it at what would have to be called the crossroads of Southern New England — Sturbridge sits at the intersection of I-84, the Mass. Turnpike, and Route 20 — and it would certainly seem like a recipe for business success. And some of the numbers Glick has would certainly certainly confirm this.
He estimates that roughly 1,500 people will be served dinner this Thanksgiving, the busiest day of the year for the Publick House. Meanwhile, the facility will probably handle 135 weddings this calendar year, including 11 in December, a popular month for such ceremonies at this institution because of its elaborate holiday decorations. Meanwhile, the landmark’s bakery, which records more than $500,000 in business annually by itself, will turn out more than 300,000 of those sweet rolls each year, as well as 950 pies each Thanksgiving. As for turkey, they serve more than 60,000 pounds per annum.
Overall, more than 110,000 people will visit the Publick House complex annually, for lunch, dinner, banquets, weddings, assorted get-togethers, and, of course, Thanksgiving. Some will stay in one of 115 guest rooms, 23 at the historic inn, or 92 at a motor lodge across the 62-acre complex.
For this special look at the restaurant sector, BusinessWest visits the Publick House and details why it has become a destination for people from across New England and beyond.

At a Crossroads
As he discussed the Publick House, its history, and location, Glick used the word ‘converge’ early and often.
People do a lot of that in Sturbridge, he explained, noting that, because the community is approximately in the center of Southern New England, and easy to get to from Springfield, Hartford, Worcester, Boston, New York, and just about anywhere else, families, business groups, civic organizations, and even senior-living complexes will make this the place to meet.
The ease with which people can get to the Publick House — not to mention its track record for success — is borne out in the results of a recently conducted survey of patrons.
“We asked people how far they came, and for how long they’ve been coming here,” said Glick. “The survey revealed that, on average, they’ve been coming for more than 25 years, and traveling more than 50 miles.”
Those numbers would indicate that the Publick House is truly a destination, something it wasn’t when it was founded as an inn and tavern by Col. Ebenezer Crafts in 1771. Then, as now, at least in some respects, it was a place to stop on the way to somewhere else.
Indeed, located just off the old Boston Post Road (now Route 20), the Publick House was a popular stop for those traveling or bringing commerce across the state to its capital, or from New York to Boston, something that had to be done by land during the War of 1812 because of a British blockade in the Atlantic.
Now owned by the Harrington family, which also owns the Hawthorne Inn in Salem, the Publick House complex has been expanded numerous times over the years. As he led BusinessWest on a tour, Glick pointed out a maze of hallways and staircases designed to connect buildings and additions.
Today, there are two main dining areas — the Tap Room, which can seat just over 100, and Ebenezer’s Tavern, which can host about 80. There are several other smaller rooms used for a la carte dining, however, including the Library, the Pumpkin Room, the Card Room, the Pineapple Room (so-named because the wallpaper features that fruit), and the Conference Room, among others.
There are also some larger facilities, such as the Barn Room, called that because it was an actual barn decades ago. It is often used for receptions prior to weddings and other small functions. There’s also Crafts Hall, named after the founder, obviously, which can seat 50 and is ideal for corporate meetings, and Paige Hall, named after a long-time innkeeper, and the most recent addition to the complex, in 1981. It was built over an old deck, can seat more than 200 people, and has become popular for class reunions, team functions, and other gatherings.

Talking Turkey
As he took BusinessWest through each of the rooms at the Publick House, Glick said many are not in use every night (and the restaurant is open 365 days a year), but do come into play for various types of functions or when the complex is especially busy.
But each one is full on Thanksgiving, he noted quickly. “Every nook and cranny of the place is used; there are tables everywhere — but in a comfortable fashion.”
In the Library, for example, there’s a large table that can sit 12 people comfortably. There’s also a small, alcove-like space. “People can put the kids there, just like they might at home,” he said.
Meanwhile, the bakery, which is humming most days, is especially busy on Thanksgiving and, even more so, on the Wednesday before, Glick noted. “You’ll usually find me working in the bake shop on Thanksgiving Eve,” he said, adding that many additional hands are needed to take and ring up orders, and box the pies and other desserts made for that holiday. “We sell thousands of sweet rolls for Thanksgiving.”
As for the menu, Glick said, “every day is Thanksgiving.” By that, he meant that turkey is always a popular choice, and in fact, there are two options within the ‘classics’ section of the menu — a roasted turkey dinner and a ‘Publick House Thanksgiving dinner.’ The latter comes with deep-dish apple pie or Indian pudding with ice cream, and coffee or tea.
Other ‘classics’ include baked scrod, fish and chips, chicken pot pie, shepherd’s pie, and prime rib. There is a also a ‘specialty fare’ page of the menu that includes ‘Chicken Quinn’ (topped with lobster meat, asparagus, and hollandaise sauce), barbequed salmon, peppercorn-crusted swordfish, a half rack of lamb, and Jamaican pork chop topped with pineapple salsa.
“We’re old-world New England,” Glick said, when searching for words to describe the cuisine. “Things like pot roast, chicken pot pie, lobster pie … these are New England classics; we have menus going back to the ’50s, and those items are on them — and they’ll always be there.
“What we say in our advertising,” he continued, “is that our chefs have taken those old favorites and added modern, unique twists to that menu.”
Overall, the Publick House has held up well during the prolonged downturn, said Glick, noting quickly that, like all establishments of this kind, this landmark has been impacted by the wide decline in discretionary spending, but also has benefited in some ways.
In response the global belt-tightening, the Publick House has done some discounting, which is somewhat out of character, he explained, but the specials, such as a two-for-one deal covering lunch or dinner on Mondays, Tuesdays, and Wednesdays, have certainly helped increase volume on those traditionally slower days of the week.
“Business is definitely a little slower on Thursday because of that coupon,” he explained. “But now, it’s not unusual for us to have 80 people in for dinner on a Monday, whereas before the coupon, and before the recession started, we wouldn’t approach that volume.”
The wedding business, meanwhile, has been helped by the addition of a large tent — in place between May and November — that provides couples with a different, lower-priced option. The tent has played a key role in boosting overall wedding bookings from just over 100 on average to more than 130 for 2010, and 27 ‘tent’ weddings have already been booked for 2011.
The tent, the discounting, the continuation of age-old traditions, and the addition of some new ones have definitely helped bring more people to the old inn on Route 131, said Glick, from across town, but also across the region.

The Spirit Moves Them
Glick recently received a book in the mail, an autographed copy of New England Ghosts, by David J. Pitkin. In it, on page 209 under the subheading “A Publick Ghost,” Pitkin relays the story of a couple that had an apparent encounter with a ghost while staying at the inn during the holidays in 2000.
Actually, it was the young woman who saw it while her husband was out of the room for a moment. “All at once, I had an experience I’ll never forget,” she’s quoted as saying. “To the left of the room’s doorway, another person appeared. It was an older man in a top hat and wearing what looked like an old, black, Inverness-style caped coat. He didn’t move, and didn’t seem to look directly at me. He was there for a minute surrounded by a mist or fog. He was visible for just a few minutes, and then he was no longer there.”
Glick had yet to read that account before meeting with BusinessWest, but he was aware of the story mentioned, as well as a few others. He said one of the landmark’s bartenders insisted that, through a window, he saw the ghost of Mehetable Chandler, Ebenezer Crafts’ wife, sitting at a table in the Pineapple Room (there’s a picture of her on one of the walls, so the staff would know what she looked like). And there was another incident where several guests, in different parties, said they were awoken by the sounds of glass breaking and other indications of a large-scale incident in the Tap Room. No evidence of anything was ever found.
Whether there’s any substance to these reported sightings, or encounters, is a matter of conjecture. But ghosts aside, there are plenty of other sources of charm at the Publick House — not to mention turkey and sweet rolls.
Together, it all makes this 240-year-old landmark a great place to converge.

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

Sections Supplements
Changes Are Coming to Lease-accounting Rules

The recently issued exposure draft on lease-accounting rules proves to be one of the more significant and far-reaching proposals presented this year. Even though proposed lease-accounting changes are in draft form as we write this, they have been years in the making. As a result, the core elements are unlikely to change and will impact every organization that enters into a lease agreement.

Kyle Richard

Kyle Richard

Therefore, lessors, lessees, and other concerned parties must engage in conversations about the effect the proposed changes will have on their financial statements and their business, and be prepared to adjust operations accordingly.
Generally speaking, the proposed lease-accounting rules will require that all assets and liabilities arising from leased assets are recorded on the balance sheet. This will effectively eliminate off-balance-sheet accounting for operating leases. The proposed requirements would affect most any organization that enters into a lease. These changes are intended to more closely align the U.S. Financial Accounting Standards Board (FASB) standards with those of the International Accounting Standards Board (IASB), acknowledging the global nature of today’s market.

Apply Right Model
The FASB’s exposure draft states that, with a few exceptions, lessees and lessors should apply a ‘right-of-use’ model in accounting for all leases. On its balance sheet, a lessee would recognize an asset representing its right to use the leased asset for the lease term and a liability to make lease payments. Meanwhile, the lessor would recognize an asset representing its right to receive lease payments depending on its exposure to risks or benefits associated with the underlying asset. Your accountant should be prepared to share additional details about this part of the proposed lease changes.
Calculating these assets and liabilities can be a challenge because the exposure draft assumes the longest possible lease term that is more likely than not to occur. To make these calculations, management, with its accounting professionals, must make certain assumptions, including expected future payments, probability of lease renewal, current and future market conditions, and other considerable changes that may affect the assets and liabilities.
A larger liability could exist in the event that lease-extension options stated in the original lease contract are exercised. For example, if the exercised lease agreement states a five-year contract, with options to extend an additional five years, and management determines it will use the space for the entire 10 years, then all 10 years of lease payments must be recorded as a liability at the present value based on all 10 years.

Joe Milardo

Joe Milardo

The FASB also notes that the life-of-lease estimate may need to be reassessed at each point of financial reporting if significant changes to the facts and circumstances surrounding the lease would impact the original estimate and present value. The ‘right-of-use’ asset (which at initial recording is equivalent to the lease payment liability) would then be amortized over the life of that tenant’s estimated occupancy. Certain initial direct costs incurred to originate the lease and/or place the right-of-use asset into service (commissions, legal fees, negotiation of lease terms) can be capitalized, placing the right-of-use asset at a higher cost basis than the lease liability.

Key Accounting Changes
If confirmed, the proposals included in the exposure draft will result in considerable changes to the accounting requirements for both lessees and lessors.
Impacts to profit-and-loss statements as a result of the proposals in the exposure draft will be significant, as will balance-sheet alterations. Compared to current U.S. Generally Accepted Accounting Principles (GAAP) standards, if accepted, the proposals could result in much larger reductions on the profit-and-loss statements. For example, currently, U.S. GAAP requires the recognition of only a lease expense in an entity’s financial statements. The new proposal will require that same entity to recognize an interest expense on the lease liability, as well as an amortization expense on the right-of-use asset.
Here, the right-of-use asset is also subject to impairment. So an entity could record this right-of-use asset at the present value of its future minimum lease payments and immediately have to impair the asset as a result of fluctuations in the market. This could result in an extraordinary loss that would require close accounting and valuation attention as it comes into effect.

Response by Banks and Regulators
As a result of the new lease-accounting standards, balance sheets reflecting these new rules will be subject to immediate change. Will regulators and bankers consider the impact of the new lease-accounting rules when calculating financial-statement ratios and debt covenants? That’s uncertain.
We’ll have to wait and see how regulators and bankers interpret financial statements after the accounting change. To strengthen relationships with regulators and bankers, take a proactive approach by engaging in conversations about how the new lease-accounting rules will affect your business and financial statements.

Looking Forward
Tenants may prefer shorter-term leasing options to avoid recognizing larger lease liabilities. The downside is that shorter leases may increase lease rates to recover leasehold improvement build-outs and/or commissions paid to originate the lease. Some tenants may even be enticed to purchase real estate because there will no longer be a benefit to excluding these assets and liabilities from their financial statements.
The proposed lease-accounting changes will have a profound impact on all those entities that enter into leases — especially in the real-estate industry. Attending to your business yet ignoring the impending changes would be a mistake. Instead, in anticipation of the adoption of the new lease-accounting rules, talk with your accountant and build a plan to ensure the financial position of your company.

Kyle Richard, CPA, and Joe Milardo, CPA, are members of the Real Estate Services Group at Kostin, Ruffkess & Co., LLC, a certified public-accounting and business-advisory firm with offices in Springfield, as well as Farmington and New London, Conn. Beyond traditional accounting, auditing, and tax consulting, the firm also specializes in employee-benefit-plan audits, litigation support, business valuation, succession planning, business consulting, forensic accounting, wealth management, estate planning, fraud prevention, and information-technology assurance; (413) 233-2300; www.kostin.com

Features
This Town Manages to Strike a Winning Balance

Selectman Jack Villamaino

Selectman Jack Villamaino can trace his family’s business roots back generations — a common story in East Longmeadow.

East Longmeadow Selectman Jack Villamaino is a lifelong town resident, from a family that traces its business roots to the last century.
He says that his great-grandfather’s farm is currently the fourth hole at Franconia Golf Course, but in the 1950s, his grandfather started the landscaping and asphalt-paving company that bears his family’s name to this day.
His story is not uncommon in this town of 16,000, where homeowners share space with a thriving retail sector, as well as one of the area’s healthier hubs of industry. He started out as “the coffee boy” for EJ Villamaino Paving contractors, and Villamaino said that there are “tons of guys I grew up with who work for their dads.”
“Those businesses might have started out as entrepreneurial enterprises,” he continued, “but now they employ a handful of people. And I think we’re fortunate for that, because they’re doing work in town, and they still live here. They have a stake in what they do in and around East Longmeadow.”
The town’s percentage of residential property to commerce and industry is around 78% to 22%, he said, and for Villiamaino and others in town, this is a winning mix.
“It’s a well-planned community, really,” said John Maybury. “There’s the proper amount of industrial and commercial development in the right zones.” And he should know; not only has he lived in East Longmeadow for most of his life, but he is one of the community’s most successful business owners, as president of Maybury Associates, a materials-handling firm.
Not far from his company on Denslow Road, the southwestern section of East Longmeadow is home to several world-class manufacturing plants. The world headquarters of Hasbro is nearby on Shaker Road, as well as Lenox Saw and Sullivan Paper, among many others. Maybury calls his and other businesses with a national and global reach “economic importers” for the town.
And while industry stays strong in East Longmeadow, those imported dollars find homes in a robust retail sector. Several large-scale plazas dot the landscape, with mom-and-pop stores alongside national retailers. At the East Longmeadow Center Village, Rocco Falcone said the plaza just filled its last available storefront.
A principal with Falcone Retail Properties, owner of that plaza, as well as the president of Rocky’s Hardware, Falcone is another native son who finds the balance of residential and industry a good fit, not just from the perspective of a fully tenanted plaza, but as a business owner.
“For Rocky’s to be one of the anchor tenants in that plaza,” he said, “this works on two levels. The locals like to do their purchasing within the town, and we have everything that a homeowner would need. But we also have accounts with some businesses in the industrial parks, for maintenance and supply products for the large companies.”
In this, the latest installment of its Doing Business In series, BusinessWest looks at some of those economic importers in East Longmeadow, a town that most observers say has struck the perfect balance between business and residential neighborhoods.

The Family Way
Villamaino said East Longmeadow is fortunate to have maintained this balance, some of which he calls just plain luck in the way developments have evolved over the past few decades.
“But part of that has to do with a master plan that goes back before I was born,” he continued, “with planning boards of the 1960s and earlier.”
As one of the current legislators, he said that Town Hall continues to work at keeping that balance.
“As far as the selectmen go,” he said, “I’ve voted four times — every time, really — in favor of the single tax rate. As long as I’ve been on the board, we’ve looked upon businesses as partners, not prey. We don’t want to subject them to unjustly high tax rates.
“They are dutiful taxpayers,” he continued, “and you have to consider them as landowners that aren’t sapping much of the municipal resources. For example, Hasbro isn’t putting any kids into the school system. Lenox uses their own waste-management system, not what the homeowners are using.”
Talking further about the Lenox complex in town, Villamaino expanded on the legacy from that business, and the original owners, in East Longmeadow. “You can’t credit the Davis family enough,” he said. “They owned it when it was American Saw, and they always made it a priority to keep the manufacturing and headquarters here. When they sold it to Newell Rubbermaid, they lobbied very strongly to ensure that all who were employed here remain here. Lenox employs somewhere in the neighborhood of 500 people. You don’t find that a lot in this area anymore.”
To this day, that home-field advantage has been broadened to encompass many other brands in the NR portfolio, with a list of household names such as Graco, Calphalon, Levolor, and many others. A training facility has been created at the East Longmeadow location for brand representatives of all NR products. “They spent about $50 million upgrading to make this a key component of their whole organization,” Villamaino said. “They’ve invested a lot to stay here, and we want to do whatever we can for them to stay.”
Speaking to his history as a town resident and entrepreneur, Maybury said that there have always been questions about large businesses that choose to stay in this region. “Usually it has to do with money — lower cost of a building, lower tax rates,” he explained. “But when you consider the bigger picture, and the roots that we have been able to sustain here, and the ability to network from here, there’s no reason to go.
“Even though there might be some other areas in the region that we could move to,” he added, “we have been able to retain a competitive advantage by staying local, staying with the people that are here. There’s an excellent core workforce, with a lot of tradesmen and machinists.”
In other words, people like himself. Maybury started the company from his parent’s garage as a teen, and while the business — selling and servicing forklifts and all the equipment behind the scenes to get the goods out on the shelves — has grown exponentially, it has never become too large for East Longmeadow.
Having just spoken at a meeting that day presented by the Affiliated Chambers of Commerce of Greater Springfield, titled “Thriving in a Difficult Economy,” Maybury echoed Villamaino’s comments that the town is a good partner for the business sector within it.
“It’s easy to do business here,” he said. “For the people who want to grow here, there’s a clear process through the Planning Board. As long as you put a comprehensive package together, it can happen really quickly. I’m involved in the Western Mass Development Collaborative, which is a part of the EDC, and we do a lot of the industrial-park buildouts. There are some other towns where businesses just can’t get things to happen fast enough, from the time someone has the idea and funding to the time when they want to be underway — that window can be very short.”
Maybury said that his firm has branched out to an office in Wallingford, Conn., and a sister operation in New Jersey. Not only is that good for his business, but also for the town it calls home.
“The cool part for East Longmeadow is that we are still going to be here, as an economic importer of dollars,” he explained. “Like some of our neighbors — Hasbro, for instance, with all of those jobs, selling all over the world, while the money comes back here. Similarly, although not to such a degree, we’re doing business all over Connecticut, the Worcester region, into New Jersey and New York. More than 70 employees here take a paycheck and distribute that locally.”

Center of Attention
Situated at the intersection of two roads leading into the rotary at the town’s center, the East Longmeadow Center Village is a relative newcomer to the retail district of town, but an addition that fits in comfortably with the community.
“In terms of marketing,” said Villamaino, “you can’t go anywhere in East Longmeadow without at some point passing through here. We as a town are lucky to have a few good people take advantage of opportunities to increase retail in town.”
In the not-too-distant past, an A&P sat on the property fronting North Main Street. Falcone said that a group of investors, including his father, bought the parcel, and one of the first Rocky’s went into the former grocery site. In the 1980s, the property increased, encompassing what is now the Healthtrax building, and a subsequent property venture brought along the other parcel, connecting the site to Maple Street.
Today, the bustling plaza is home to A.O. White, Spoleto, Starbucks, Sleepy’s, and a handful of other businesses. The buildings are handsomely styled, and Falcone said that considerable attention went into creating an architectural aesthetic that was suitable for the community. “We wanted a higher-end development that would attract a higher-end tenant,” he explained.
While Healthtrax is currently considering a sublease for what Falcone called a “synergistic” tenant to move into a small portion of that building, the retail component of the sprawling plaza is solidly filled. An adjacent property might be a potential addition to the plaza, but Falcone said that there are no specific plans yet to add on.
In Town Hall, Villamaino said that work continues to ensure that, with regard to East Longmeadow’s growth, those balanced scales are kept even for a town that has watched its population climb in the last few decades.
“Business is a great neighbor,” he said, “and, yes, it does make you a more solvent community. But you don’t want haphazard growth — you want to be sensible, with an eye to the future, so that the decisions we make today aren’t penny-wise and pound-foolish. I certainly don’t think we’re done growing — there are certainly people who want to live here, and I think we’re going to see, as that work base increases, business is going to want to locate itself near that population.”
As he looked out the windows from Town Hall on the busy intersection at the center of town, he smiled and said, “we’ve got a good thing going.”

Opinion
Putting the Pioneer Valley Back on Track

A $70 million federal grant to rebuild the Pioneer Valley’s main, north-south rail line has generated excitement and anticipation across the region. Another $210 million of committed rail-corridor grants in neighboring Connecticut and Vermont underscores the strategic importance of this critical Northeast rail link connecting New York City with Montreal.
Next year, this $70 million award will begin funding the wholesale rebuilding of the rail line from Springfield north to Vermont — construction work that will take 24 months to complete. Thus, by 2013, we can look forward to rail passenger service being reintroduced and expanded to Holyoke, Northampton, and Greenfield, which all lost service in 1989 due to poor, unsafe track conditions. Rail revitalization constitutes a game changer, enabling the Valley to regain an asset that’s crucial to a prosperous and sustainable future.
The opportunity for the Valley’s 700,000 residents to access metro centers including New Haven, Hartford, and Springfield, plus major Northeast Corridor mega-regions like New York, Philadelphia, and Washington, is a rail benefit most area residents understand and are eager to take advantage of. Less known are the ways new and improved rail service constitutes an economic engine providing a powerful catalyst that spurs development and employment opportunities, especially around the stations that will serve thousands of train riders.
As has been demonstrated in the U.S. and around the globe, the introduction of intercity and/or commuter rail service stimulates new economic-development opportunities, which, locally, are projected to exceed $240 million in value. In the specific case of the Knowledge Corridor, a variety of economic opportunities are anticipated:
• Fostering transit-oriented developments in and around rail stations along the rail corridor that grow residential, commercial, and mixed-use developments by taking advantage of their proximity to rail; think of Springfield’s $70 million redevelopment of Union Station or Greenfield’s new Intermodal Center.
• Connecting rail-passenger services to transportation providers such as PVTA’s regional system and intercity carriers like Peter Pan Bus Lines; think PVTA and Peter Pan bus services feeding Five College students to new rail stations in Northampton and Holyoke.
• Reducing the Pioneer Valley’s overreliance on single-occupant automobile trips at a time of intensifying concerns about the cost and reliability of worldwide energy supplies and stark warnings about the urgent need to reduce greenhouse-gas emissions.
• Linking rail service to Bradley Airport and, by so doing, boosting transit ridership while gaining air travelers from both Connecticut and Massachusetts; think affordable and congestion-free rail access to Bradley.
As we await the start of reconstruction on the region’s north-south rail corridor, no one should overlook the importance of reinvigorating the east-west rail line connecting Springfield to Palmer, Worcester, and Boston. The Mass. Department of Transportation will soon launch a long-awaited, $1.9 million planning study to address this designated high-speed rail corridor.
Passenger trains are capable of moving people quickly, efficiently, comfortably, and safely. In addition, they are environmentally friendly, energy-efficient, and positively contribute to enhanced levels of national security by reducing our reliance on scarce natural resources. These benefits, coupled with the ancillary economic-development and job gains, add up to a significant and impressive return on investment that’s bolstered by a highly favorable 3-to-1 benefit-cost ratio. Given these favorable metrics, we can’t afford to forfeit these benefits nor the increased property-tax revenues generated from transit-oriented developments.
More than a century ago, as railroads emerged as a major force in growing and connecting a young nation, it was a small clique of local, private investors who used their funds to ensure that Springfield would be located adjacent to the rail lines that would connect the Commonwealth to a rapid westward expansion. These investments spurred Springfield’s growth into the region’s largest urban center.
Now, 170 years later, Pioneer Valley residents are once again confronted with the question of whether to invest in rebuilding a rail network capable of transporting the Valley into the 21st century and thereby achieve the sustainable success that will keep the Valley connected, competitive, compact … and special. v

Timothy Brennan is executive director of the Pioneer Valley Planning Commission; (413) 787-1547.

Opinion
Time for Springfield to Get Its Message Out

Springfield Mayor Domenic Sarno is right.
The city is, in many respects, like a company with products, he told BusinessWest. And like those companies, it has to sell itself if it wants to grow and prosper. And so, what is being touted as Springfield’s first major marketing program is getting underway.
‘Make it Happen’ is the new marketing slogan, or tagline, and while it remains to be seen whether that message resonates with people here and elsewhere, and if the $100,000 budgeted over the next two years is anywhere near enough to properly convey the message — there is no debating that Springfield simply must begin to market itself, and in a big way.
Why? Well, there are several reasons, all of them spelled out in the Urban Land Institute (ULI) report completed a few years ago. In short, marketing works — whether it’s for a car manufacturer, a cereal maker, a political candidate, or a city — if it’s done properly and consistently. And while the city is late getting into this game, late is better than never.
To elaborate, marketing is, in most all cases, a proactive and very necessary activity. And for far too long, Springfield has been much too reactive. In other words, the city has been far too content to let others control the message being sent about it, and that simply must change.
That’s because the message out there, by and large, is that Springfield is an old, tired manufactured city whose best days are years, decades, or perhaps a century or more behind it. The message being sent is that the City of Homes is a place where it’s not happening, and probably can’t happen.
So to achieve progress, Springfield needs to change the message, and more importantly, it has to back up what it says.
‘Make it Happen’ is a nod to Springfield’s past, when it was, as everyone knows by now, a city of firsts, from the motorcycle to the board game; from the ice skate to the parking meter. All those things and many others happened here. But it wasn’t just products, it was highly successful companies created to make those products.
It’s been some time since there’s been a real first in Springfield, and many things have changed since the city earned that reputation. Competition is truly global now, and Springfield is in many ways at a disadvantage in terms of climate, geography, and the cost of doing business. But people can still makes things happen here, as FloDesign Wind Turbine, Seahorse Bioscience, and those bringing the Scuderi engine to the marketplace can attest.
It’s time Springfield started to tell these stories, and join cities like Lowell, Providence, and countless others and get its message out.
And a big part of this process is creating awareness, and a positive attitude within this market. Indeed, it’s probably safe to say that people far outside this market have a better impression of Springfield than many people who live and work here. Putting the ‘Make it Happen’ image on a billboard or the side of a bus won’t change attitudes overnight, but they can perhaps get people thinking that maybe, just maybe, the glass is actually half-full.
For too long, city officials and civic and business leaders have taken the approach that, if they can just get the local media to stop focusing so much on crime, poverty, and high dropout rates, then things will be much better. It doesn’t work that way; cities have to do things about those problems, not wish them away. And they have to change attitudes.
Like it or not, the perception of Springfield is that this city, like many older manufacturing centers, is troubled and tired, a place where you must summon the past tense when using terms such as ‘vibrant,’ ‘energetic,’ and ‘relevant.’
Whether this perception is indeed reality is a matter of conjecture. But there is no debating that, unless the city takes steps to change and control the message — and marketing is a big part of this equation — then perception will become reality.

Features
Building on the Foundation of a Family Business

David Fontaine, president of Fontaine Bros. Inc.

David Fontaine, president of Fontaine Bros. Inc.

Dave Fontaine was in his conference room, referencing the pictures on the walls, all representing projects this family business had undertaken — from perhaps its biggest initiative, the complex at UMass Medical School, to one of the most visible in this region, Scibelli Hall on the campus of Springfield Technical Community College.
But it was one not spotlighted within this collection — there are many pictures elsewhere — that soon captured his attention as he attempted to place the history and longevity of Fontaine Bros. Inc. in perspective.
“Chicopee Comp High School … we built the new one, but as part of the project, we also had to raze the old one — which we also built, in 1962,” he said. “In this business, you never think about being around long enough to tear down your own work.”
Fontaine Bros. has been part of the construction landscape in this region for nearly 80 years. Dave Fontaine, its president since 1995, has been involved essentially since his father took a more prominent leadership role with the company in the late ’70s (more on that later). That means he’s been around long enough to experience at least five or six serious swings in the economy, both up and down.
But there’s been nothing that can compare with the current downturn, he said, adding that it is unlike those that have preceded it in many respects, but not all ways.
“We can always see them coming,” said Fontaine of dips in the economy large and small, noting that construction work is traditionally a lagging indicator, but those in the sector can easily see the dark clouds forming on the horizon. “And we can usually guess how long they’re going to last. With this one, no one knows, and I mean no one.”
There are other aspects to this downturn that are equally mystifying and compelling, he continued, citing the lack of method and what appears to be some madness when it comes to how companies are bidding on projects.
Indeed, Fontaine has come in as the runner-up in no less than 25 projects over the past 18 months or so — initiatives ranging from the new Putnam Vocational High School in Springfield to the new Longmeadow High School, to perhaps a half-dozen police and fire stations across the Commonwealth. The winning bids have been so low, he continued, that in at least 20 of the 25 cases, Fontaine Bros. simply wouldn’t take the job at the price it was awarded at.
When asked what it’s like to come that close, but apparently not that close, two dozen times, Fontaine simply shook his head repeatedly, as if to say he didn’t know how to put it into words and also didn’t need to.
In retrospect, Fontaine says this historically slow period for the company should have been a time to perhaps play a little more golf — he’s a 14-handicapper at Longmeadow Country Club and the incoming president of that institution. “But I always thought that the call that would turn things around for us would come in … and I’d be out on the course,” he laughed.
So like most in this business, he’s been in the office, doing some muttering and stewing about the economic conditions, while also welcoming the fourth generation of the family to the business (his son David), as well as his energy and imagination.
“He went to Bentley, and he’s bringing a lot of that business education to the company,” said Fontaine. “He has a lot of good ideas on how to generate new business.”
For this, the latest installment of its Profile in Business series, BusinessWest talks at length with Fontaine about his business, construction, overcoming shyness (a lifelong challenge for him), and cutting the grass.

Mow Town
That’s right, cutting the grass.
Fontaine says he’s always loved doing it and still does — and that’s good, because he and his wife, Beth, recently moved from East Longmeadow to a six-acre farm in nearby Somers, where she tends to a few horses and copes with a considerably larger lawn and a 200-year-old home that is decidedly high-maintenance.
Looking back, Fontaine said his first entrepreneurial venture was a neighborhood grass-cutting operation that lasted from the fifth grade well into high school. And he might have wound up pursuing a career in landscaping had not the family business started suffering through another of those pronounced downturns he described earlier.
Before telling that story, Fontaine ventured back to the 1930s, when his grandfather and one of his great uncles left their family farm in Canada at the ages of 12 and 13, respectively, to come to this country and seek their fortune. They landed in Chicopee Falls and eventually started building porches. They shaped this specialty into a residential construction company that would later be led by first cousins George and Ray Fontaine, who would transform it into a commercial builder.
Starting with some buildings at what was then Westover Air Force Base, the Fontaine company quickly evolved into one of the region’s largest construction companies, handling mostly public work that included everything from dormitories, academic buildings, and the Fine Arts Center at the rapidly expanding UMass Amherst campus to dozens of schools across the region and far outside it, to a host of municipal buildings.
The biggest project in the portfolio was the UMass Medical Center complex in Worcester, a $50 million project when built in 1970s, but perhaps a $500 million venture today, when adjusted for inflation.
But then, the bottom fell out — and in a big way.
“Overnight, the construction market just stopped,” he said. “It went from being the busiest time in the company’s history to a period when it had zero work.”
Things looked so bleak that Ray Fontaine, who was now alone at the top following George’s passing in 1972, was thinking about shutting things down. Before he did, he asked Dave’s father, Lester, a long-time field supervisor for the company, if he wanted to take a more active role in overseeing the business, its construction work (what little there was), and its many commercial real-estate properties, especially apartment complexes.
“It wasn’t a hard choice for my father,” Dave recalled. “It was essentially be out of work or give this a try; he gave it a try.”
The younger Fontaine started working at the family business part-time almost immediately upon graduation from high school, but he said his father informed him that, if he ever wanted to take a leadership role in the business, he would need more education.
So he enrolled in STCC’s Civil Engineering Technology department and graduated in 1982. He credits that experience with giving him not only the necessary skills for his eventual career path, but also some needed self-confidence. Today, he sits on the school’s board of trustees.

Nerves of Steel
Fontaine now manages the business with his first cousin, Chris, who handles the estimating work — all those bids — while Dave tackles the day-to-day operations.
In recent years, the portfolio and, in some cases, the office walls have been bolstered by work that includes the MassMutual Center, the new Chicopee Comp (perhaps its largest public-school project), and, more recently, the new Minnechaug Regional High School and soon-to-open Center for the Sciences and Pharmacy at Western New England College.
There are currently six projects on the company’s books — roughly half the number during what would be considered a typical year, if there is such a thing. Business has picked up slightly, said Fontaine, but there is still a ways to go before this sector can approach what can be considered normalcy.
Waiting for that time to arrive is more than a little nervewracking, he told BusinessWest, adding quickly that some of the anxiety is self-inflicted.
“After all this time and all these cycles, I should know better,” he said of the hand-wringing he’s been doing. “Eventually, things are going to pick up — I know that.”
He said those who remain cautious about the economy and moving ahead with building projects should understand that, while there are risks to doing so, the conditions, especially in terms of prices, won’t be better for a long, long time.
“We’re doing a four-story building at Holy Cross College,” he said. “The way the bids came in, they’re getting the fourth floor for free. There’s a lot of that going on.”
While waiting impatiently for conditions to improve, Fontaine is enjoying having the next generation of the Fontaine family come to the Cottage Street offices for work every day — a decision that wasn’t the foregone conclusion it was for the third generation.
“We had some discussions before he went to college,” he recalled. “I had always indicated that we’d love to have him and that there would always be a place for him, but it really needed to be his decision because there are certainly other ways to make a living, and if it was his idea, that would be terrific, but it had to be his idea.”
And Fontaine is happy that the younger David did choose this way to make a living.
“He’s been spending some time learning the estimating side of the business,” Fontaine continued. “And he’s become very proactive with getting our name out to the private-sector client base.”
Meanwhile, Fontaine has officially taken over as president of Longmeadow Country Club after working his way up the leadership positions. He’s expecting that his tenure, which could last anywhere from one to three years, will help in his seemingly lifelong battle against shyness and putting himself before large groups.
“I’m incredibly shy, and I fight that virtually every day of the week,” he explained. “From college on, it’s been one of my goals to get over that, and I’ve done a pretty good job of that. But every time I have to go speak or say something or meet new people, I think about it for a couple of days in advance; I’m still not comfortable with it.
“I am getting better — I think,” he continued, “and being president of the club will force me to get better still. I keep telling myself that I’m better than I think I am.”

Building Blocks
Looking ahead to 2011 and the plight of the construction sector, Fontaine said there is evidence that the skies are brightening somewhat.
Just when a pronounced turnaround will begin is anyone’s guess, though, he said, adding that it’s likely there will be more of those maddening runner-up finishes in project biddings in the months to come.
But there are some things to distract him — bringing his son along in the business, taking the country club through the process of installing a new irrigation system, and, starting in the spring, anyway, more chances to mow the grass.
At least that activity isn’t impacted by those wild swings in the economy.

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

Building Permits Departments

The following building permits were issued during the month of October 2010.

AGAWAM

Southworth Company
265 Main St.
$37,000 — Re-roof five flat roof areas

AMHERST

South Congregational Church
1066 South East St.
$9,500 — Renovate existing second floor

Yosrex, L.P.
266 East Hadley Road
$7,000 — New roof

CHICOPEE

Chicopee Neighborhood Development
24 Billings St.
$175,000 — Interior renovations

Leclerc Properties
34 Crawford St.
$40,000 — Install new roof and interior remodel

Padgette Street Partners
150 Padgette St.
$95,000 — Interior office fit-up

Teddy Bear Pools
41 East St.
$4,000 — Install temporary containers on site

GREENFIELD

Franklin Medical Center
164 High St.
$205,000 — Renovations for pharmacy relocation

Servicenet Inc.
26 Raymond Road
$18,000 — Remodel bathroom

Sphere STP, LLC
1 Newton St.
$900,000 — Construction of a retail commercial building

HADLEY

Mark Klepacki
190 Russell St.
$9,000 — Create new exam room

HOLYOKE

Hazen Paper Company
717 Main St.
$92,500 — Install two new rubber roofs

NORTHAMPTON

Clinical and Support Options Inc.
29 North Main St.
$17,000 — Construct handicap ramp

Edward Olender Jr.
355 Bridge St.
$7,900 — Replace roof

Forty Main Street Inc.
40 Main St.
$22,000 — Frame new wall for Suite 206

Nonotuck Mill, LLC
296 Nonotuck St.
$10,500 — Construct partition wall at elevator lobby

The Northampton Historical Society
66 Bridge St.
$3,500 — Exterior renovations

Smith College
50 West St.
$3,500 — Add wind screen to stairway

SPRINGFIELD

East Coast Development
365 Cadwell Dr.
$18,000 — Construction of a masonry wall with metal studs

Jart Realty Trust
977 Boston Road
$300,000 — Construction of a new bank branch building with a drive-thru

Nomaira Naseem
806 Main St.
$8,100 — Renovation of tenant space

Pynchon I Apartments
3 Clyde St.
$16,000 — Strip and re-roof

WESTFIELD

Westfield Property Associates, LLC
1014 Southampton Road
$22,000 — Build 25-by-12-foot wall

WEST SPRINGFIELD

Brightside Inc.
229 City View St.
$8,000 — Finish basement

Cohen, Gilbert, & Andrew Trust
241 Memorial Ave.
$15,000 — Renovate checkout area

171 Baldwin St. Land Trust
171 Baldwin St.
$9,000 — Repair damaged roof

Ed Squires
2223 Westfield St.
$8,000 — Strip and re-roof

Saint Francis Xavier Cabrini/Catholic Diocese
475 Main St.
$10,000 — Upgrade front entrance doors

Triad, LLC
83 Verdugo St.
$10,000 — Repair foundation

Bankruptcies Departments

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

Ahern, Jeffrey T.
Ahern, Brenda M.
39 Jessie Lane
Westfield, MA 01085
Chapter: 13
Filing Date: 10/07/10

Anderson, Alan L.
Anderson, Judith C.
68 Kimberly Ave.
Springfield, MA 01108
Chapter: 7
Filing Date: 10/14/10

Anderson, Eric S.
83 South St.
Barre, MA 01005
Chapter: 7
Filing Date: 09/30/10

Anderson, Paul
1037 West St.
Barre, MA 01005
Chapter: 7
Filing Date: 10/11/10

Ball, Brian C.
67 Wilmont St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 10/15/10

Barfitt, Ronald G.
213 Birnam Road
Northfield, MA 01360
Chapter: 13
Filing Date: 09/30/10

Batorfi, Andrea Katalin
8 Fiske Hill Road
Sturbridge, MA 01566
Chapter: 7
Filing Date: 10/13/10

Bean, Robert R.
Bean, Susan L.
46 Washington Ave.
North Adams, MA 01247
Chapter: 7
Filing Date: 09/30/10

Berg, Robert
Berg, Leea
66 Colorado St.
Springfield, MA 01118
Chapter: 7
Filing Date: 10/15/10

Boulette, James P.
P.O. Box 1446
Warren, MA 01083
Chapter: 7
Filing Date: 10/13/10

Brown, Marcia E.
943 Massachusetts Ave.
North Adams, MA 01247
Chapter: 13
Filing Date: 10/13/10

Bruso, Shannon A.
27 Hawthorn St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 10/02/10

Candee, Melissa J.
17 Green River Valley Road
Great Barrington, MA 01230
Chapter: 7
Filing Date: 09/30/10

Carron, Joan A.
14 Highview Dr., #D
Colonial Gardens
Pittsfield, MA 01201
Chapter: 7
Filing Date: 10/09/10

Cayo, Edward J.
5 Countryview Lane
Granby, MA 01033
Chapter: 7
Filing Date: 10/08/10

Chaput, Marilyn E.
154 Franklin St.
Westfield, MA 01085
Chapter: 7
Filing Date: 10/12/10

Chumsae, Jamie J.
459 Hubbardston Road
Barre, MA 01005
Chapter: 7
Filing Date: 10/07/10

Collins, Brad Garett
1038 North St. Ext.
Feeding Hills, MA 01030
Chapter: 7
Filing Date: 10/04/10

Costa, Tony A.
Costa, Katherine L.
47 Thyme Lane
Springfield, MA 01129
Chapter: 7
Filing Date: 10/07/10

Curtis, Benjamin M.
PO Box 241
Brimfield, MA 01010
Chapter: 13
Filing Date: 10/06/10

Czuchra, Shellie J.
235 Ontario Ave.
Holyoke, MA 01040
Chapter: 7
Filing Date: 10/13/10

D’Agostino, Michele
D’Agostino, Paula D.
25 Webber St.
Springfield, MA 01108
Chapter: 7
Filing Date: 10/08/10

Davis, Frankie L.
Davis, Patricia M.
a/k/a McCray, Patricia
2062 Page Blvd.
Indian Orchard, MA 01151
Chapter: 7
Filing Date: 09/30/10

Delargy, James R.
Delargy, Susan S.
42 Sheridan St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 09/30/10

Deshaies, Norman J.
80 Billings St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 10/01/10

Dixon, John G.
Dixon, Frances L.
95 Clough St.
Springfield, MA 01118
Chapter: 7
Filing Date: 10/06/10

Dizik, Marina
a/k/a Dizik, Marina J.
a/k/a Dizik-Latourelle, Marina
5 Pinnacle Road
Monson, MA 01057
Chapter: 7
Filing Date: 09/30/10

Ducharme, Sharon Diane
269 Osborne Road
Ware, MA 01082
Chapter: 7
Filing Date: 10/08/10

Duprey, Dwayne J.
Duprey, Gina M.
a/k/a Hentosh, Gina M.
358 Main St.
Becket, MA 01223
Chapter: 7
Filing Date: 09/30/10

Elie, Leonard G.
1467 Main Road
Granville, MA 01034
Chapter: 7
Filing Date: 10/04/10

Estrella, Eddie M.
71 Orchard St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 10/12/10

F.S. Whitney & Sons Inc.
814 East St.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 10/04/10

Farrington, Daniel Scott
Farrington, Leslie
25 Tyringham Road
Lee, MA 01238
Chapter: 7
Filing Date: 10/08/10

Ferret, Karl Stanley
49 Old South St.
Apt. 501
Northampton, MA 01060
Chapter: 7
Filing Date: 10/13/10

Finn, Donna Ann
1241 Elm St. – A6
West Springfield, MA 01089
Chapter: 7
Filing Date: 10/01/10

Fumo, Rosary
93 Old Poor Farm Road
Ware, MA 01082
Chapter: 13
Filing Date: 10/08/10

Gardner, Tanya J.
48 Pine Lodge Park
Williamstown, MA 01267
Chapter: 7
Filing Date: 10/06/10

Garney, Linda N.
a/k/a Rayner, Linda N.
298 Hungerford St.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 10/04/10

Gasparini, Ronald G.
343 Chicopee St., Unit 23
Chicopee, MA 01013
Chapter: 7
Filing Date: 09/30/10

Gil, Rita L.
161 Jasper St.
Springfield, MA 01109
Chapter: 7
Filing Date: 10/14/10

Glassman, Robert Charles
PO Box 862
Amherst, MA 01004-0862
Chapter: 7
Filing Date: 10/04/10

Gomes, Nancy M.
24 Daley St.
Chicopee, MA 01013
Chapter: 7
Filing Date: 10/14/10

Grajales, Elizabeth
a/k/a Camacho, Elizabeth
1142 Longmeadow St.
Longmeadow, MA 01106
Chapter: 7
Filing Date: 10/06/10

Graveline, Jennifer Lee
22 Simpson Circle
Agawam, MA 01001
Chapter: 13
Filing Date: 10/13/10

Griswold, William R.
Griswold, Charlann
45 Cleveland St.
Palmer, MA 01069
Chapter: 7
Filing Date: 09/30/10

Hale, Chester Kenneth
Hale, Carol Ann
740 James St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 10/12/10

Harrity, James M.
122 North Maple St.
Florence, MA 01062
Chapter: 7
Filing Date: 10/04/10

Henin, Sherif A.
1607 Main St.
Springfield, MA 01103
Chapter: 7
Filing Date: 10/05/10

Hurley, Lynn A.
3 Seneca Dr., Box F3
North Adams, MA 01247
Chapter: 7
Filing Date: 10/07/10

Ingles, Roberta N.
328 Oakland St.
Springfield, MA 01108
Chapter: 7
Filing Date: 10/13/10

Integral Medicine
Hemingway, Michelle L.
a/k/a Maffeo, Michelle Hemingway
204 High St.
Lee, MA 01238
Chapter: 7
Filing Date: 10/06/10

Jones, Richard B.
19 Locust St.
Westfield, MA 01085
Chapter: 7
Filing Date: 09/30/10

Kang, Kye
78 Glenwood St.
Ludlow, MA 01056
Chapter: 13
Filing Date: 10/06/10

Keating, Daniel M.
Gallus-Keating, Constance R.
180 Leyfred Ter.
Springfield, MA 01108
Chapter: 7
Filing Date: 10/07/10

Kurtzhalts, Michael J.
Kurtzhalts, Aimee M.
a/k/a LaBaff, Aimee M.
23 Derryfield Ave.
Springfield, MA 01118
Chapter: 7
Filing Date: 09/30/10

Laramee, Ernest L.
Laramee, Cheryl Ann V.
80 Sun Valley Road
Holyoke, MA 01040
Chapter: 7
Filing Date: 10/01/10

Liquori, Carol A.
20 Alberta St.
Springfeild, MA 01108
Chapter: 7
Filing Date: 10/08/10

Mailloux, Wayne J.
56 Riverside Road
Orange, MA 01364
Chapter: 13
Filing Date: 09/30/10

Maslowski, Elena L.
110 Florence St.
Leeds, MA 01053
Chapter: 7
Filing Date: 10/11/10

Mathisen, Larry
Mathisen, Claudette
1134 Worcester St.
Springfield, MA 01151
Chapter: 7
Filing Date: 09/30/10

Maynard, Jill A.
20 Colony Road
Unit 20
West Springfield, MA 01089
Chapter: 13
Filing Date: 10/08/10

McLaughlin, Craig A.
30 Morgan Ave.
Westfield, MA 01085
Chapter: 13
Filing Date: 10/05/10

McMahon, Thomas Jon
1245 Bradley Road
Springfield, MA 01118
Chapter: 7
Filing Date: 10/15/10

Meade, Louise Ann
Meade, Guy Christian
965 Mckinstry Ave.
Chicopee, MA 01020
Chapter: 13
Filing Date: 10/02/10

Melendez, Lydia E.
146 Mill St., Apt. 9
Springfield, MA 01108
Chapter: 7
Filing Date: 09/30/10

Meuser, David John
11 Bancroft Road
Northampton, MA 01060
Chapter: 7
Filing Date: 10/05/10

Mitchell, Brian Anthony
Mitchell, Gina Ann
48 Plain St.
Easthampton, MA 01027
Chapter: 7
Filing Date: 10/13/10

Molina, Euphemia J.
a/k/a Calero, Euphemia J.
31 Westhampton Road
Florence, MA 01062
Chapter: 7
Filing Date: 10/13/10

Montes, Magali
a/k/a Montes-Benitez, Magali
162 Maple St.
Springfield, MA 01105
Chapter: 7
Filing Date: 10/04/10

Morin, Michelle A.
69 Starling Road
Springfield, MA 01119
Chapter: 7
Filing Date: 10/12/10

Neill, James Brockway
16 Market St. Apt. 3A
Northampton, MA 01060
Chapter: 7
Filing Date: 10/06/10

O’Connor, Patricia A.
8 Rosemary Dr.
Wilbraham, MA 01095
Chapter: 7
Filing Date: 09/30/10

Omartian, Virginia N.
1454 South Branch Parkway
Springfield, MA 01129
Chapter: 13
Filing Date: 10/06/10

Papini, Donald G.
294 Lincoln Ave.
Athol, MA 01331
Chapter: 13
Filing Date: 10/15/10

Perrier, Gail A.
48 School St., Apt. 4
Northampton, MA 01060
Chapter: 7
Filing Date: 10/08/10

Peskin, Robert J.
Peskin, Marilyn C.
9 Westminster St.
East Longmeadow, MA 01028
Chapter: 7
Filing Date: 10/04/10

Petrenko, Vera
Petrenko, Anatoliy
45 Belle Ave.
West Springfield, MA 01089
Chapter: 13
Filing Date: 10/04/10

Pizarro, Eva E.
15 Herbert Ave.
Springfield, MA 01119
Chapter: 7
Filing Date: 10/08/10

Polak, Deana M.
35 Karen Dr.
Agawam, MA 01001
Chapter: 7
Filing Date: 10/13/10

Polley, Debra A.
344 Warwick Road
Northfield, MA 01360
Chapter: 7
Filing Date: 10/15/10

Price, Wendy B.
a/k/a Kudo, Wendy
82 Debra Dr., Apt. 3A
Chicopee, MA 01020
Chapter: 7
Filing Date: 10/14/10

Renaud, Thomas J.
Renaud, Lynne M.
58 Roy St.
Springfield, MA 01104
Chapter: 7
Filing Date: 10/15/10

Robert, Benoit
24 Fariview Ave.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 10/07/10

Rooney, Kathleen A.
95 Sterling St.
Springfield, MA 01107
Chapter: 7
Filing Date: 10/08/10

Russett, Bernard A.
34 Foucher Ave.
North Adams, MA 01247
Chapter: 7
Filing Date: 10/06/10

Rutstein, Ronald J.
P.O. Box 501
Richmond, MA 01254
Chapter: 7
Filing Date: 10/01/10

Sagan, Edward A.
P.O. Box 2
Greenfield, MA 01301
Chapter: 7
Filing Date: 10/08/10

Samson, Edward J.
Samson, Barbara
266 Monson Turnpike Road
Ware, MA 01082
Chapter: 13
Filing Date: 10/14/10

Sandomierski, Thomas C.
40 Palmer Road
Monson, MA 01057
Chapter: 7
Filing Date: 10/12/10

Sardeson, Nancy J.
115 State St.
Amherst, MA 01002
Chapter: 7
Filing Date: 10/14/10

Saunders, Lawrence M.
75 Edgemont St.
Springfield, MA 01109
Chapter: 13
Filing Date: 09/30/10

Schmukler, Kristina Ruth
12 North Main St.
PO Box 434
Williamsburg, MA 01096
Chapter: 7
Filing Date: 10/07/10

Sladdin, George A.
PO Box 86
365 Main St.
Sturbridge, MA 01566
Chapter: 7
Filing Date: 10/01/10

Sluter, Lois N.
140 Collier Cemetary Road
Northfield, MA 01360
Chapter: 7
Filing Date: 10/05/10

Snow, Betty Ann
13 Oak St.
Greenfield, MA 01301
Chapter: 7
Filing Date: 10/13/10

Soley, Jeffrey J.
2 Greenwood Lane
South Hadley, MA 01075-1612
Chapter: 7
Filing Date: 10/14/10

Sternowski, Scott James
1009 Berkshire Ave.
Indian Orchard, MA 01151
Chapter: 7
Filing Date: 09/30/10

Sundara, John P.
Sundara, Vieng N.
56 Lois St.
Springfield, MA 01109
Chapter: 7
Filing Date: 10/12/10

Surprenant, Doris P.
PO Box 342
Brimfield, MA 01010
Chapter: 7
Filing Date: 10/08/10

Teto, Matthew R.
67 Gage Road
Athol, MA 01331
Chapter: 7
Filing Date: 10/05/10

Thomes, Harold C.
Thomes, Gabrielle M.
164 Westwood Ave.
East Longmeadow, MA 01028
Chapter: 7
Filing Date: 10/14/10

Total Technology Solutions
Patryn, Brenna J.
100 Cummings Ave.
Pittsfield, MA 01201
Chapter: 7
Filing Date: 09/30/10

Tougas, Laurie
164 Chapin Ter.
Springfield, MA 01104
Chapter: 7
Filing Date: 10/14/10

Ugolini, Gina A.
69 River Road
Agawam, MA 01001
Chapter: 7
Filing Date: 10/08/10

Vaughn, Nicolas J.
28 Rapalus St. Apt 5
Indian Orchard, MA 01151
Chapter: 7
Filing Date: 10/14/10

Waple, James J.
Waple, Christine L.
73 Hall Road, #21
Sturbridge, MA 01566
Chapter: 7
Filing Date: 10/03/10

White, Beverly K.
8 Taylor St.
Chicopee, MA 01020
Chapter: 7
Filing Date: 10/05/10

White, David J.
PO Box 975
Chicopee, MA 01021
Chapter: 7
Filing Date: 10/05/10

Woodbury, Michael J.
5 Mattawa Circle
Orange, MA 01364
Chapter: 7
Filing Date: 09/30/10

Yacovone, Michael J.
194 Vineland Ave.
East Longmeadow, MA 01028
Chapter: 13
Filing Date: 10/07/10

Zilin, Robert Lyle
P.O. Box 494
Northampton, MA 01061
Chapter: 7
Filing Date: 10/13/10

DBA Certificates Departments

The following Business Certificates and Trade Names were issued or renewed during the month of October 2010.

AMHERST

Crestview Farming
340 North East St.
Patricia Wagner

Digital Assets
305 Strong St.
Thomas Prutisto

Homestead Community Farm
39 Autumn Lane
Naomi Dratfield

CHICOPEE

Athena’s by Natasha
83 Edgewood Ave.
Natasha Gauthier

Fountain of Life Outreach Ministries Inc.
37 John St.
Ellery Brevard

J. Max Home Improvement
248 Sletele Dr.
John Makselon

Kaeble Oil Inc.
11 Casey Dr.
Michael Kaeble

GREENFIELD

Art’s Tire Inc.
10 Silver St.
James Lafleur

Bart’s Homemade Ice Cream
80 School St.
Gary L. Schaefer

Baystate Home Infusion of Respiratory Services
489 Bernardston Road
Brian Simonds

Terry’s Heating & Cooling
51 Pierce St.
Terry Sinclair

Tranquility Hair Salon
118 Federal St.
Jamie Potter

HADLEY

Pioneer Tax & Business Services LLC
41 Russell St.
Helen McGuire

Realty Rate
8 Bayberry Lane
Peter Gelinas

Riverbend Animal Hospital
43 Russell St.
David Thomson

HOLYOKE

Day by Day Calendar
50 Holyoke St.
Edward J. Jackson

Fashion Nails
293 High St.
Tai Do

Fru Veg Farm
1500 Northampton St.
Syed R. Mobeen

Knoxworx Multimedia
36 Maplecrest Cir.
Mark Knox

Verizon Wireless
50 Holyoke St.
Karen M. Shipman

LUDLOW

AJ Electric
109 Lavoie Ave.
Nidal Abeid

Ellison Farms
555 Miller St.
William Ellison

Po-Folks Farm
93 Cady St.
Alan Gregoire

Upper 90
987-389 East St.
Aristides Nunes

Your Project Consultant
85 Moody St.
Chris Rust

NORTHAMPTON

Chestnut Mountain Tree
383 Westhampton Road
Jacob Schrader

Grassroots Connection
50 Straw Ave.
Richard Puchalsky

Molly’s Mani’s
166 North Main St.
Molly Dissinger

NewKind Marketing
44 Cherry St.
Margot Zalkind

Raw Artifacts
351 Pleasant St.
Robert Whitcoms

Red Barn Honey Company
43 Fort Hill Terr.
Richard H. Conner

Slate Roof Studio LLC
28 North Maple St.
Cheryl Cross

Strong & Healthy Smiles
40 Main St.
Suzanne Keller

Sugarplum Originals
133 Crescent St.
Jean Gauger

Valley Stress Reduction
30 Locust St.
Ellen Kaufman

PALMER

Ravenwood Vapors
50 Lariviere St.
John P. Taylor

TheDiaperHut.com
12 Paul St.
Donna M. Madigan

The Hock Shop
1364 Main St.
James Heney

SPRINGFIELD

AAA Pioneer Valley Driver
270 Cooley St.
Chris Mensing

African Basket Culture
5 Harbour Road
Modesto Biney

AMJ Construction & Home Repair
56 Newport St.
Joseph R. Lopez Jr.

Andy’s Barber Shop
727 Sumner Ave.
Andres Ortiz

Auto Imports
62 Winter St.
Raymond Tirado

Barranco Construction
99 Johnson St.
Santos J. Miguel

Burke Restorations
44 Eleanor Road
John Burke

C & J Beauty Boutique
135 Wilber St.
Carleen Virginia

Car Credit Funding Corporation
603 Sumner Ave.
Alex J. Friedman

CSRWIRE LLC
250 Albany St.
Emilio J. Sibilia

Divine Greeting Card Service
33 Joan St.
Ricky R. Morris

DJ Xtreme Production
122 Oak Grove Ave.
Xavier Figueroa

Dorset Mini Mart
11 Dorset St.
Miguel M. Soto

DTF Enterprises Inc.
53 State St.
Kenardo Herbert

EM Construction Services
385 Worthington St.
Egidio Morales

Eldorado
817 State St.
Suk H. Forrester

Elements
194 Chestnut St.
Jose A. Baez

Empire Games
133 State St.
D.J. Almodovar

Fabulous Cuts Barber Shop
363 Boston Road
Joe C. Long Jr.

Family Storage and Moving
34 Front St.
George W. Sidor Jr.

First Student Inc.
767 Cottage St.
Brian J. Beechem

Fufu’s Beauty Supply
605 Dickinson St.
Dine Amadou

Gordon-Tana Realty
133 Pine Grove St.
Mauricio H. Gordon

Grimaldi Inc.
1121 East Columbus Ave.
Luciano J. Grimaldi

H & E Affordable Kitchen
87A Mill St.
Horace John

WESTFIELD

Edgewood Apartments
134 Union St.
Sam Ross

Happiness Through Choice
475 Granville Road
Robin Reed

Help of Angels
21 Prospect St.
Lisa A. Smith

413 Lacrosse
276 North West Road
Louis Scarfo

Olexandr Mayloroda Home Improvement
90 Putnam Dr.
Olexandr Mayloroda

Scavotto’s Property Preservation Services
77 Mill St.
David Scavotto

Union Mart
420 Union St.
Amir M. Paracha

White Hat Affiliates
362 Granville Road
James P. Gavioli

WEST SPRINGFIELD

All in One Home Improvement LLC
127 Warren St.
Sandro Scirocco

Common Ground
25 Park Ave.
The Cup Incorporated

Costco Wholesale
119 Daggett Dr.
Costco Wholesale Corporation

Fitzgerald & Company Inc.
88 Elm St.
Brian J. Fitzgerald

Igor’s Painting
19 East School St.
Igor Iglov

Ron’s Flooring
18 Ferry Ave.
Ronald J. Charbonneau

Super Petro Inc.
75 Union St.
David J. Vickers

T-Mobile
935 Riverdale St.
T-Mobile Northeast LLC

West Side Design
33 Clayton Dr.
Aldo L. Paier

Departments Incorporations

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

AGAWAM

DW Holdings Inc., 835 Suffield St., Agawam, MA 01001.Wladimyr Duarte, 3 Hale Road, Enfield, CT 06082. Restaurant ownership and operation.

Family Ford of Northampton Inc., 245 Springfield St., Agawam, MA 01001. John Sarat Jr., 3 Pineridge Road, Westfield, MA 01085. Auto dealership

AMHERST

Foundation for Holocaust, Genocide and Memory Studies Inc., 758 Pleasant St., Amherst, MA 01002. Joseph Bohan, 123 Blackberry Lane, Amherst, MA 01002. Charitable corporation, organized to aid, support and raise funds.

CHICOPEE

Chicopee Electronics Company, 277 Grattan St., Chicopee, MA 01020. Sandy Averill, same. Sales and installation of electrical equipment.

FDAS Corp., 536 East St., Chicopee, MA 01020. Anthony Scibelli, same. Automotive transportation and used car sales.

EASTHAMPTON

J. Newsome and Sons Construction Inc., 12 Ballard St., Easthampton, MA 01027. Jeffrey Newsome, same. General Contractor

FEEDING HILLS

Anderson Family Enterprise Inc., 154 Cambridge Street, Feeding Hills, MA 01030. Edwin Anderson, Jr. same. Convenience and liquor store.

HAMPDEN

It’s All About Me Inc., 2 Somers Road, Hampden, MA 01036. Diane Merrick, 2 Somers Road, Hampden, MA 01036. Retail sales.

HOLYOKE

G & J Management Inc., 5 Whittier Circle, Holyoke, MA 01040. Ronald Munroe, same. Mail, package, and parcel delivery.

Kennedy Foods Inc., 333 High St., Holyoke, MA 01040. Yasser Hussian, same. Fast-food restaurant.

LUDLOW

K Benefit Group Inc., 60 Clearwater Circle, Ludlow, MA 01056. Jeannie Kwatowski, same. Insurance broker.

MONSON

EMC Trucking Inc., 7 Woodridge Road, Monson, MA 01057. Edward Bernat, same. Trucking and package delivery services.

Kelley Building Group Inc., 129 Palmer Road, Monson, MA 01057. Kimberly Kelley, same. Construction.

PALMER

Clyvanor Corp., 16 2nd St., Palmer, MA 01069. Stephane Blanchette, 2125 951EME Rue St., Georges QC, FF G5Y8J1. Manufacturer of roof and floor trusses.

Easrshot Technologies Inc., 493 Newton St., South Hadley, MA 01075. Edward Wall, 80 Searle Road, South Hadley, MA 01075.

SPRINGFIELD

AutoService Inc., 867 Boston Road, Springfield, MA 01119. Moshe Ronen, 24 Churchill Dr., Longmeadow, MA 01106. Auto repair.

Business Solutions Inc., 32 Dickinson St., 1L, Springfield, MA, 01108. Darnel Ali, same. Voice-over-Internet protocol and connectivity.

Capital One Building Services Inc., 47 Grand St., Springfield, MA 01108. Gideon Innis, same.

Care for our Troops Inc., 733 Memorial Ave., Springfield, MA 01089. Michele Cabral, 314 Edgewood Road, West Springfield, MA 01089. To raise funds and advocate for United State service members. Non-profit organization designed to raise funds and advocate for United States service members.

Community & Employee Benefits Group Inc., One Monarch Place, Suite 2510, Springfield, MA 01144. Lance Letourneau, same.

Entrepreneurship Institute Inc., 1500 Main St., Springfield, MA 01115. Scott Foster, 1587 Longmeadow St., Longmeadow, MA 01106. Organization designed to work cooperatively and collaboratively with UMass Amherst to develop and implement a cutting-edge academic based experience.

Global Partners PC Inc., 125 Frank B. Murray St., Springfield, MA 01103. Ronald Eckman, 4 Squire Dr., Wilbraham, MA 01095.

Hampden County Employable Garments Inc., 41 Pomona St., Springfield, MA 01108. Gymmetta Brantley, 154 Orange St., Springfield, MA 01108. Charitable organization.

Jay’s Communications Inc., 56 West Alvord St., Springfield, MA 01108. Educate consumers and business on computer design and wireless technologies on how to save money and promote growth in the Commonwealth.

WEST SPRINGFIELD

Beech Hill Construction Inc., 88 Cedar Woods Glen, West Springfield, MA 01089. Construction services.

Common Ground Holding Inc., 25 Park Ave., West Springfield, MA 01089. Michael Sullivan, 174 Edgewater Road, Agawam, MA 01001. Real estate holdings.

Fuel First Elm Op Inc., 592 Birnie Ave., West Springfield, MA 01089. Ami Patel, same. Gasoline service station and convenience store.

KD Orthodontics, P.C., 232 Park St., West Springfield, MA 01089. Robert Matthews, 35 Bolles Road, Wilbraham, MA 01095. Orthodontic dentistry.

WESTFIELD

Jai Ganesh Corporation, 49 Sabrinabrook Lane, Westfield, MA 01085. Umangkumar Patel, same. Retail liquor store.

WILBRAHAM

Access to Angels Inc., 27 Brookmont Dr., Wilbraham, MA 01095. Carol Hunt, same. Consulting and communications services.

FloDesign Sonics Inc., 380 Main St., Wilbraham, MA 01095. Arthur Martin, same. Design and manufacture services and equipment sales for water purification.

WORTHINGTON

Cash is King Inc., 129 Old North Road, Worthington, MA 01098. Peter Ricci, same. Entertainment management.

Chamber Corners Departments

ACCGS
www.myonlinechamber.com; (413) 787-1555
n Nov. 12: ACCGS Legislative Steering Committee, 8-9 a.m., TD Bank Conference Center, Springfield.
n Nov. 17: ERC Board of Directors Meeting, 8-9 a.m., the Gardens of Wilbraham, Community Room, Wilbraham.
n Nov. 17: Women’s Partnership Meeting, 11:30 a.m. to 1:30 p.m., Max’s Tavern, Springfield. Cost: members $25, non-members $35.
n Nov. 17: ACCGS Ambassadors’ Meeting, 4-5 p.m., EDC Conference Room, Springfield.
n Nov. 17: Government Reception, 5 to 7:30 p.m., Storrowton Tavern, West Springfield. Cost: members $50, non-members $60.
n Nov. 18: ACCGS Board of Directors Meeting, 8-9 a.m., TD Bank Conference Center, Springfield.
n Nov. 23: WRC Board of Directors Meeting, 8-9 a.m., Captain Leonard House, Agawam.

Young Professional Society of Greater Springfield
www.springfieldyps.com
n Nov. 18: November’s Third Thursday, 5-8 p.m., Pasquale’s Ristorante, East Longmeadow. Cost: free for members, non-members $10. Food and cash bar.

Amherst Area Chamber of Commerce
www.amherstarea.com
n Nov. 17: Amherst Area Chamber After 5, 5-7 p.m., Cowls Building Supply, Amherst. Cost: members 5, non-members $10.

Chicopee Chamber of Commerce
www.chicopeechamber.org; (413) 594-2101
n Nov. 17: Salute Breakfast, 7:15 to 9 a.m., Delaney House, Holyoke. Cost: members $18, non-members $25. Sign up online at www.chicopeechamber.org

Franklin County Chamber of Commerce
www.franklincc.org; (413) 773-5463
n Nov. 19: FCCC Breakfast Series: “Greenfield Renaissance,” 7:30 to 9 a.m., Greenfield Grille, Greenfield. Moderator: Ted Carmen, Concord Square Planning & Development. Panelists: Jordi Herold, Bank Row buildings; Ed Wierzbowski, Pushkin and Arts Block; and Mark Zaccheo, 30 Olive St. Sponsors: Harmon Personnel Service and Hampton Inn & Suites. Cost: members $12, non-members $15. The public is invited.

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org; (413) 527-9414
n Nov. 10: Networking by Night-Business Card Exchange, 5-7 p.m. Hosted & sponsored by Northeast Center for Youth & Families, 203 East St., Easthampton. Door prizes, hors d’oeuvres, and host beer and wine. Cost: members $5, non-members $15.

Greater Holyoke Chamber of Commerce
www.holycham.com; (413) 534-3376
n Nov. 18: Chamber After Hours, 5-7 p.m. Hosted and

sponsored by Eighty Jarvis Restaurant, Holyoke. Cost: members $5, non-members $10 cash.
n Nov. 19: Annual Greater Holyoke Economic Development Breakfast, 7:30 a.m., Log Cabin Banquet and Meeting House. Featured speaker: Jack Wilson, president of UMass and chairman of the Massachusetts Green High Performance Computing Center. Cost: $25. Call the chamber at (413) 534-3376 for tickets, or reserve online at holycham.com

Greater Northampton Chamber of Commerce
www.explorenorthampton.com; (413) 584-1900
n Nov. 16: New Member Lunch, 12 noon to 1 p.m., Northampton Chamber of Commerce, Northampton. A light lunch will be served. The event is free.

South Hadley/Granby Chamber of Commerce
www.shchamber.com; (413) 532-6451
n Nov. 17: After 5, 5-7 p.m., Cowls Building Supply, Amherst.

Three Rivers Chamber of Commerce
www.threeriverschamber.org; (413) 283-6425
n Nov. 28: Christmas on the Common, 5 p.m., Three Rivers Gazebo. Santa arrives at 6 p.m. Sponsored by Three Rivers Chamber of Commerce. Special guests: Palmer High School Chorus and Santa Claus. Cost: Free for all kids and their families.

Agenda Departments

“What’s in Your Dash?”
Nov. 9: Harold T. Epps, president and CEO of PRWT Services Inc., based in Philadelphia, will present “What’s In Your Dash?” at noon as part of the speaker series at the Western New England College Law and Business Center for Advancing Entrepreneurship in Springfield. Epps will discuss how quickly time and a career can go by and the importance of the choices people make as they balance their professional and personal lives. The lecture is free and open to the public. Lunch will be provided. For more information, call (413) 796-2030 or visit www.wnec.edu/lawandbusiness.

‘Secrets of Successful Businesses’
Nov. 9: The next program in the Innovative Thinking & Entrepreneurship Lecture Series features three speakers on “Secrets of Successful Businesses” from 7:30 to 9:30 a.m. in Blake Student Commons at Bay Path College, Longmeadow. Stanley Kowalski III, chairman of the board of FloDesign Inc.; Alaina Hanlon, Ph.D., president and CEO of Phenotype IT; and Anthony Newman, owner and founder of the Barkers Dozen, will be the presenters for the morning session. A continental breakfast will be served from 7:30 to 8:15 a.m. To register, call Briana Sitler at (413) 565-1066 or e-mail [email protected]. Seating is limited.

AIM Energy Summit
Nov. 16: Associated Industries of Massachusetts will host a Western Mass. Energy Summit from 8:30 to 11:30 a.m. at the Mass. Career Development Institute in Springfield. The program will feature a discussion on energy-related tax incentives and capital incentives. Also, networking with representatives from various energy programs and resources is encouraged. Speakers will include Bob Dvorchik, supervisor of commercial and industrial conservation programs, and Dick Oswald, manager, both of WMECO; Jeff Cady, general manager of Chicopee Electric; Paul Trangedi, president of ECS; Gene Giuliano of Columbia Gas of Massachusetts, and Beka Kasanovic of the US-DOE Save Energy Now Program. The event is free; however, registration is required. For more information, contact Dawn Creighton at [email protected].

Forensics Night
Nov. 16: Bay Path College in Longmeadow will host its annual Forensics Night from 5:30 to 8:30 p.m. The program is designed for young women in high school who are considering a forensics-related career path. The keynote speaker will be Northwestern District Attorney Elizabeth D. Scheibel, the first woman district attorney in the history of the Commonwealth. Also, participants and their families will have the opportunity to tour Carr Hall, which houses Bay Path’s new science facility. The program is free; however, space is limited. To register, call (800) 782-7284, ext. 1331, or (413) 565-1331. For more information, visit ww.baypath.edu.

Staying Healthy Program
Nov. 16: Holyoke Medical Center will present a program on helping area residents stay healthy at 6 p.m. in the Auxiliary Conference Center. The program is free as part of the hospital’s community education series Dessert with the Docs. Dr. Garry Bombardier will be the featured speaker, discussing physical exams, blood pressure, cholesterol, smoking, and diet. Refreshments will be served. Pre-registration is required, and seating is limited. For more information, call (413) 534-2789.

Advanced Manufacturing Competition & Conference
Nov. 16: The first highly concentrated, cluster-centric, regional manufacturing conference of its kind will be held at the MassMutual Center in Springfield. The event, called the Advanced Manufacturing and Innovation Competition & Conference (AMICCON), is being staged in response to growing recognition among area manufacturers and supply-chain members that there is an urgent need to find and meet one another. “AMICCON was formed to identify who’s here in manufacturing, expose them to OEMs (original equipment manufacturers) and procurement, and to make these introductions,” said co-founder Ellen Bemben. “The ultimate goal is to be the advanced manufacturing region in the U.S., where exotic manufacturing, such as micro, nano, and precision, meet higher specifications and tighter tolerances, and short runs are the norm.” Industry sectors to be represented at the event will include plastics and advanced materials, precision machining, paper and packaging, electronics, ‘green’/clean technology, and medical devices. Business opportunities in defense and aerospace will also be highlighted at the event. OEMs and their supply chains are being invited personally to participate. For more information, visit www.amiccon.com.

Sections Supplements
Take Advantage of the Repeal of the Generation-skipping Tax

Timothy P. Mulhern, Esq

Timothy P. Mulhern, Esq

Dec. 31, 2010 may be the last time, ever, to make large gifts to grandchildren without having the gifts carry a 55% tax burden.
No, this is not about grandparents giving birthday, holiday, or other small gifts, because gifts with a combined value of $13,000 annually generally carry no tax, even when made to grandchildren. The $13,000 exception (called the annual exclusion) makes a gift of the latest gaming device or even a car to a grandchild free from tax, unless the gaming device comes wrapped in a house or the car is a Telsa Roadster.
Before this year, big gifts or, more often, an interest in a trust that holds an appreciating asset (an interest in a business venture or the family lake house) carried the full 55% tax burden when received by a grandchild. However, the tax could be zero if the gift is made before the end of this year.
This year only, a high-value asset may be given to a grandchild or placed in a trust for grandchildren and later generations, and avoid the 55% generation-skipping tax (GST), regardless of when the asset is distributed.
Since it was enacted in 1986, the GST has been due whenever valuable assets are distributed to persons at least two generations younger than the person who made the transfer initially. But not this year. The GST is repealed, and the impact of repeal can be huge. For example, assume Grandpa funds a trust with $1 million of GrowthCo stock on Dec. 15, 2010, the trust stays in place for 20 years, and assume that in the next 20 years the GrowthCo stock increases in value to $10 million. In year 20, when the GrowthCo stock is distributed to grandchildren, the distribution may be subject to some other taxes, but no GST will be due.
If Grandpa waits until Jan. 1, 2011 to establish the same trust with the same $1 million of GrowthCo stock, when the stock is distributed in 20 years it will be subject to a 55% GST, $5.5 million in tax. The $1 million of GrowthCo stock staying in the same trust for the same 20 years, appreciated to the same $10 million of value, will yield only $4.5 million to the grandchildren, and the federal government will get the $5.5 million difference.
The same gift made before the end of 2010 would yield the full $10 million. The only difference between the two is the application of the GST to the trust established on or after Jan. 1, 2011.
The GST is a tax that sits on top of the better-known federal estate- and gift-tax structures. The estate and gift taxes are essentially taxes on the privilege of distributing accumulated wealth. Wealth distributed during life is a taxable gift unless there is an exemption. Wealth distributed at death is subject to the estate tax, again after exemptions. The rates for the estate and gift taxes are essentially the same. The GST rate is the maximum estate-tax rate applicable when the tax is due: 45% last year, zero this year, and back to 55% next year.
Most of the popular press has focused on the temporary repeal of the estate tax in the year 2010. George Steinbrenner has been called a master tax planner for having avoided the estate tax. Unfortunately, this level of planning requires that one die in 2010. The press does not often say that the gift tax remains in effect in the year 2010. Nor do they mention the $1 million lifetime exemption from the gift tax.
At its simplest, the generation-skipping tax can be understood as a tax levied on the privilege of passing assets that skip over an entire generation. It can be illustrated by a couple of examples from 2009, before the temporary repeal. If Grandpa gave his granddaughter the $2.5 million lake house in 2009, he made what the tax law calls a ‘direct skip.’ Up until the end of 2009, Grandpa’s gift would have been subject to the gift tax when made (or would use up some of his $1 million exemption), and it would also be a subject to the GST, which was at 45% in 2009. If instead, again in 2009, Grandpa put the lake house in trust for the grandchildren, the gift to the trust would have been subject to the gift tax when the gift was made, but also subject to the GST, not at funding in 2009, but when the lake house is distributed to the grandchildren out of the trust (what your tax advisors would call a taxable termination or distribution), and using the value of the asset at distribution.
If the lake house was valued at $2.5 million in 2009 on the date of the gift, the gift tax would be paid or the exemption used at that time. The trust might provide that the house would be held for grandchildren for 20 years. If the house appreciates to $10 million in those 20 years, then on distribution to grandchildren (the taxable termination or distribution), the GST will apply at the maximum estate tax rate. At next year’s rate of 55%, the $10 million distribution would carry with it a GST liability of $5.5 million.
Like the estate tax, the generation-skipping tax is repealed for the year 2010 only. The law simply says that the GST “shall not apply to generation-skipping transfers after Dec. 31, 2009.” This opens a door for a few more weeks that has been closed since 1986.
The GST repeal effectively permits large amounts of value to be placed in trust for later generations without the later application of the GST. For the first nine months of 2010, most tax practitioners believed that Congress would act to close this substantial loophole and re-impose the GST effective as of Jan. 1, 2010. Now, as the year winds down, it appears increasingly less likely that Congress will act at all, and even if it was to act, constitutional challenges might prevent a reinstitution of the GST effective Jan. 1, 2010.
Nonetheless, making a generation-skipping trust gift on the belief that Congress won’t create a retroactive application of this tax requires some nerve, but unlike George Steinbrenner, you don’t have to die to try it. This is a door open only until Dec. 31, 2010, and it is unlikely that Congress will ever leave it open again.

Timothy P. Mulhern, Esq. is a partner at Springfield-based Shatz, Schwartz and Fentin, P.C., providing tax and business legal services since 1979; (413) 737-1131; [email protected]

Features
This Growing Company Puts Its Brand on Business

Pam and Andy Boryea

Pam and Andy Boryea say both corporate clients and individual customers are key to their success.

The term ‘visual branding’ translates roughly to depicting a specific design or logo — corporate, academic, political, personal — on everyday objects. For Andy and Pam Boryea, owners of Lil’ Dogs, the possibilities for what medium that takes knows few bounds.
Clothing, banners, those perforated vehicle wraps that one sees commonly on buses, the ubiquitous political lawn placards, as well as the smaller office objects like pens, travel mugs, and many, many other promotional items, all have passed through the shipping dock of the Ludlow-based company.
“It’s a one-stop shop,” Andy said. But the origins of the company were a bit more specific.
Back in 1997, three friends, all professional soccer players, decided to start a youth soccer camp. Stu MacRury and Glen Jusczyk asked Andy Boryea onboard to provide the goalie for the camp.
When Boryea bought into the business, he found that his partners had purchased some used screen-printing equipment. “They thought they were paying too much for the 60 camp T-shirts they ordered,” he told BusinessWest.
At the time, he knew nothing about that process, but as word-of-mouth spread locally that the trio could make T-shirts, the orders started coming in. “Friends and friends of friends would ask us to do shirts for construction companies, landscapers, you name it,” Boryea said. “My father was one of my first customers.”
Deciding to learn more about the process, he jumped in headfirst and went to school for advanced training. And that, he explained, is how the business got its start.
MacRury sold his share of the company, and Jusczyk and Boryea decided that the screen-printing facet needed its own name. Jusczyk had recently bought his girlfriend a Jack Russell terrier puppy, and after determining that a toll-free number could be acquired to correspond to the words ‘lil’ dogs,’ their own brand became visualized.
“After a while it was just Glen and myself, doing both camps and printing,” Andy continued. “So here we were, working a ‘real job’ during the day, landscaping or whatever soccer players do to make a living — roofing, siding, landscaping, you name it — then we would do the soccer practices after that, and then late at night, we’d be printing T-shirts.”
Around 2000, the state regulated athletic camps more stringently, requiring medical doctors to sign off on their health plans. Boryea said the cost to do so was prohibitive, and in 2001, they sold the soccer camp and became a full-time print shop. Pam joined the team in 2007, and a year later, husband and wife bought the company outright.
What started out as approximately $15,000 in sales in 1998 has grown exponentially each year.
Pam said that the year she joined the company, Lil’ Dogs was posting $2.5 million in total sales. There were some acquisitions along the way, she said, citing the purchase that year of Advantage Athletics in Palmer. But the pair credits a good part of the growth to both word-of-mouth and the aggressive sales techniques of their former partner.
“We were doing no advertising,” Andy said. “But the miles that Glen would rack up … 100,000 a year, easily. He was all over, pushing the company. He’d go play a match and come back with orders from the other team.”
But as sole owners, the Boryeas said that one doesn’t become a multi-million dollar company as a local screenprinter, so they made the shift toward corporate and academic clients, often doing subcontracted work for some of the most recognizable athletic brands.
But the individual customer is just as important, Andy emphasized. “We’re a one-stop shop for all visual branding because I don’t want my clients to need to go to someone else for different products. Because if I don’t have the ability to do it all, someone else will.”
And to keep that one stop always on the cusp of unfolding technology, Andy belongs to trade organizations and consults within the industry. “I’ve seen a lot, I know a lot, and we can offer more than our competition before they even hear about unfolding innovations,” he said, noting that a recent acquisition represents the latest word in specialized printing: wide-format digital. “Take your home printer and multiply its dimensions by 20. That printer can work on a multitude of rolled materials.”
Pushing their industry further, Pam said that she’s at work launching a Web-based self-created clothing program for customers, offering the ability to design online one T-shirt or many. But still, the pair said that their attention will always be on the customer’s immediate needs.
Andy related the story of how Nike contracted Lil’ Dogs to manufacture some transfer designs for the New York Yankees this past season, to be sold and custom processed at their home in the Bronx.
“They told me on a Monday night that they ‘might’ want me to print some transfers for sale at the stadium,” he said, pausing a beat for effect before adding, “for Wednesday morning.”
“So, I said, ‘OK … well, you have to let me know if you do want them,’” he continued. “They said, ‘we’ll let you know.’ I had to report back to the stadium on Tuesday, and at that time they said, ‘OK, but we don’t have any art for you.’
“So it’s Tuesday at 3:30, and I finally got the art,” he continued. “Given the technology we use, I was able to log into the office from my hotel room in New York and send it to Ludlow. By 5 that night we printed them all out, and they were in a box by the time I showed up for duty the next day.”
Of course, if the Yankees’ postseason was as successful as the work done by Lil’ Dogs, Red Sox fans would be a little less cheerful these days.

— Dan Chase

Sections Supplements
New Tax Provisions Could Benefit Small-business Owners

Nicholas LaPier, CPA

Nicholas LaPier, CPA

As tax practitioners, we are often asked by our clients during tax time to help them lessen their overall tax burden. So we employ various tax strategies that apply to them and calculate their taxes. We remind our clients that we should talk often during the year so that we can better assist them with their needs.
Our job is to keep up with the ever-changing tax laws, and we can do better tax planning during the year, not after. Almost comically, I tell my clients to “contact your legislator.” Call, write, e-mail, text, blog, Facebook, or Twitter them. Our elected officials are always working on tax legislation at some point during the year, and their votes will have a direct impact on what you pay for taxes.
Both of these recommendations are important, and here is why. As for contacting your legislator, to quote John F. Kennedy, “my fellow Americans, ask not what your country can do for you; ask what you can you do for your country.”
How does this apply to an article on taxation? The answer is simple: service via involvement. In the speech from which the above quote originates, he was encouraging all citizens of our country to become involved.
The economy of our country relies on the success of small business. The Small Business Administration (SBA), in its 2009 report to the president states that “half of all Americans that work in the private sector are employed in a small firm.” There are millions of small firms in America. By getting and staying involved, small businesses can and will have an impact on how they are taxed. When the small business can reduce both its own taxes and its owner’s taxes, it theoretically would have more resources available to grow the business and, ultimately, enhance the overall economy.
In 2010, there were various lobbying efforts led by businesses and business associations (or their lobbying groups). Because of this, many new tax laws were passed this year to help businesses.
However, there is a lot more tax relief needed for individuals. For example, there’s the alternative minimum tax (AMT), which, according to the non-partisan Congressional Budget Office, could affect approximately 28 million taxpayers in 2010 unless Congress acts before the end of the year. The AMT is a second tax calculation that impacts higher-income taxpayers who itemize their deductions on Schedule A.
And let’s not forget about the Bush tax cuts from 2001 that will expire on Dec. 31, 2010, which will affect every business and individual. The 10% personal income tax bracket will go away, the marriage penalty will come back, and capital gains tax rates will increase. Congress, by not acting on this, will raise everyone’s taxes on Jan. 1, 2011. Ouch.

Recently Enacted Tax Changes
The remainder of this article focuses on the recent Small Business Jobs Act of 2010, which was signed into law by President Obama on Sept. 27. These are the highlights of this legislation:
• SBA loan limit increase. It’s no secret that, during a recession, credit for businesses is hard to obtain, if not impossible. With revenues down, many small businesses are becoming undercapitalized, and may also have a lot of cash tied up in receivables or inventories. An option available for credit has always been by way of a Small Business Administration loan, or SBA loan for short, obtainable through most banking institutions.
These loans have federal government backing that makes a favorable credit decision by your bank a lot easier to obtain. In this new legislation, the maximum lending limit for SBA loans was permanently increased to $5 million for two of its largest loan programs, the 504 and 7(a) loan. A manufacturer could qualify for up to $5.5 million in the 504 program. It also temporarily increases the more popular SBA express loans from a maximum of $350,000 to $1 million. Smaller businesses often utilize these fast-track loans with fast approval and lower fees.
• Increase in Section 179 capital acquisitions. This provision gives a company the option to expense up to $500,000 of eligible new capital equipment and furnishings purchased, if the total capital outlays are less than $2 million. This section of the federal tax code, more commonly referred to as the Section 179 deduction, was set to return to a maximum of $25,000 to write off in 2011. Congress, in expanding the total capital purchases limit to $2 million, significantly expands this favorable tax deduction to up to $4.5 million for individuals and businesses to get this benefit, according to the president’s press release on Sept. 27, when he signed this legislation into law.
• New $30 billion lending fund. This new fund was established to provide smaller banks with much-needed capital and incentives to then lend out to small businesses. According to the legislation, eligible institutions “must provide to the government a small-business-lending plan describing how the institution’s business strategy and operating goals will allow it to address the needs of small businesses in the areas it serves, as well as a plan to provide linguistically and culturally appropriate outreach, where appropriate.”
• Health-insurance deduction for the self-employed. This provision now allows a self- employed business owner to deduct the cost of their own health insurance premiums on their Schedule C profit or loss from business. These business owners were previously allowed to take this as a deduction from their adjusted gross income and reduce their taxable income only. The new provision allows for the health-insurance deduction against the self-employment tax, which could amount to a 14.13% tax savings on the premiums paid.
• $10,000 deduction for start-up costs. This provision allows for a new company to expense its startup costs of up to $10,000, if no more than $60,000 is spent. Startup costs, which typically include initial fees for attorneys, consultants, state filing fees, and other one-time setup costs, are normally capitalized and amortized over a number of years. A new company may elect to opt out of the expensing option, especially if it already has a loss for the first year.

Meet with Your Outside Accountant
Chances are you have one. If you don’t, consider getting one. The reason you’re in business is because you have a niche and do it well enough to have your own business. The reason you need an outside accountant is because they too have a niche and do it well enough to help you and your business. In other words, do what you do on a daily basis because it is what put you where you are in the first place, and use the expertise of an independent accountant or CPA to advise you on tax strategies.
Your CPA should be acutely aware of your business and keep you abreast of any new or changing tax initiatives that apply to you and your business. Your CPA should also know your banker and be able to work directly with you and them in designing lending programs that fit. Remain in contact with your CPA frequently during the year, even if it’s a quick phone call or e-mail. Even more importantly, schedule a review of your year-to-date financials well before Dec. 31 so that you will have ample time to implement their suggestions into your own personal scenarios.

Conclusion
One key to success for you and your business is to stay in contact with your accountant. He or she can be an important and reliable asset to you and your business, whether it’s by helping you with financing, business advice, or tax planning. And stay on those legislators; they may even help you with tax relief if enough businesses and individuals get involved.

Nicholas LaPier, CPA, is the principal at Nicholas LaPier CPA, P.C., located in West Springfield; (413) 732-0200; www.lapiercpa.com

Features Sections Supplements
Medical Society Study Shows Continued Primary Care Shortages

The Mass. Medical Society recently released its annual Physician Workforce Study, showing a fifth consecutive year of shortages of primary care physicians, half of primary care practices closed to new patients, shortages in 10 of 18 physician specialties across the state, and community hospitals continuing to be the most affected by persistent physician shortages.
The 2010 study is the society’s ninth annual look at multiple aspects of the physician workforce, and builds on the previous eight years of data. The study surveys teaching hospitals, community hospitals, practicing physicians, medical directors of medical groups, and resident and fellow programs throughout the state. It is the most comprehensive examination of the physician workforce in the state done on an annual basis.
The report’s key findings include:   
• The primary care specialties of family medicine and internal medicine are in critically short supply, the fifth consecutive year of shortages for these specialties;
• Ten of 18 specialties studied have been found in short supply, three more than last year;
• High percentages of primary care practices are closed to new patients: 54% of family medicine physicians and 49% of internal medicine physicians are not accepting new patients;
• Wait times for new patients for primary care continue to be long, with an average wait time of 29 days for family physicians and 53 days for internists;
• With the exception of Boston, physician shortages exist in all regional labor markets across the state;
• Community hospitals continue to be the most seriously affected by the physician shortages, with difficulty filling vacancies and retaining physicians, resulting in the need to alter services and change staffing patterns; and
• The fear of being sued remains a substantial negative influence on the practice of medicine, affecting access to and availability of physician services.
“The findings from this latest analysis,” said Dr. Alice Coombs, president of the Mass. Medical Society, “clearly show how fragile access to care for patients is across the entire Commonwealth.
“The state’s universal health care plan has improved access to care,” she continued, “but universal coverage and access can only be sustained with a strong physician workforce. As we continue to look at reforming the health care system, we must do so carefully and deliberately in all aspects, and that includes the next steps for cost control, particularly with respect to establishing a fair system of payment reform.
“A strong physician workforce is critical to delivering top-quality and cost-effective care,” Coombs went on. “If physicians think that the viability of their practices is threatened or unsustainable under a new payment system, Massachusetts may encounter further problems with recruitment and retention. And that, certainly, will affect patient care.”
Coombs said the physician workforce in Massachusetts continues to be affected by a lingering poor practice environment in the state. The Society’s Physician Practice Environment Index, a statistical indicator of nine factors that shape the environment in which physicians provide patient care, dropped 0.8% in 2009, and has fallen in 16 of the past 18 years. Since 1992, the Massachusetts Index has declined by 26.4%, significantly more than the 21.3% decline in the comparable national index. The index takes into account such factors as the cost of maintaining a practice, median physician income, liability insurance rates, and hours spent on patient care.
Here are some details on the report’s key findings: 
 
Specialties Classified in Short Supply
The medical society’s 2010 analysis found 10 of 18 specialties studied in short supply: dermatology, emergency medicine, family medicine, general surgery, internal medicine, neurology, orthopedics, psychiatry, urology, and vascular surgery.
Over the last three years (2008-10), six specialties have been operating within tight labor market conditions in each of those years: family medicine, internal medicine, vascular surgery, urology, dermatology, and neurology.
A trend analysis over a five-year period (2006-10) shows that 11 specialties have been in short supply in at least three of those five years: family medicine, internal medicine, vascular surgery, urology, dermatology, neurology, psychiatry, general surgery, orthopedics, emergency medicine, and neurosurgery.
  

Primary Care Practices Closed to New Patients; Long Waits
The primary care specialties of internal medicine and family medicine continue to be under intense pressure following the establishment in 2006 of the state’s health care reform law, which resulted in some 440,000 residents being added to the insurance rolls.
A survey of physician practices showed that approximately half of primary care physicians are not accepting new patients. The percentage of family medicine physicians who are not accepting new patients has increased from 30% in 2007 to 54% in 2010 — the highest it has been in four years. The percentage of internal medicine physicians no longer accepting new patients decreased slightly from the previous year to 49% in 2010 — the same level it was in 2007.
Meanwhile, long wait times for appointments for new patients continue. For internal medicine, the average wait time increased to 53 days, nine days longer than last year’s figure of 44 days and the highest it has been in six years. For family medicine, the average wait time is 29 days, 15 days shorter than last year’s figure of 44 days.

Shortages Across the State
A regional analysis of the 18 specialties for the five metropolitan statistical areas in the state (Boston, Worcester, Springfield, New Bedford/Barnstable, and Pittsfield/Western Mass.) found that, with the exception of Boston, all regional labor markets were experiencing shortages of physicians. Critical shortages exist in Pittsfield/Western Mass. and Worcester.
In an analysis of the 18 specialties examined by the study, the percentage of practicing physicians in the four labor markets of New Bedford/Barnstable, Pittsfield/Western Mass., Springfield, and Worcester who responded that they were dealing with an inadequate pool of physicians, had difficulty in filling vacancies, needed to alter services, and needed to adjust staffing exceeded the percentage of physicians in the Boston market by at least nine percentage points.
In the four labor markets outside of Boston, more than two-thirds of the practicing physicians said there was an inadequate pool of physicians for recruiting. This characteristic was especially acute in New Bedford/Barnstable and Pittsfield/ Western Mass., where more than eight out of 10 said the pool was inadequate.

Community Hospitals Are Most Affected By Shortages
Community hospitals continue to be the most affected by the consequences of physician shortages. All (100%) of the medical-staff presidents of community hospitals reported they are experiencing difficulty filling vacancies, and 82% reported that the amount of time to recruit a physician has risen, an increase of 5% over the average of the previous eight years of the studies.
Community hospitals are also reporting the most difficulty with retaining physicians, with 64% saying retention has become harder over the past three years. However, this is an improvement from the average of the previous seven-year period, when 79% reported difficulty in retaining physicians.
Additionally, 64% of community hospitals reported that physician shortages required them to alter the services they provide, a substantial increase from 43% in last year’s study. Meanwhile, 82% of medical-staff presidents responded that physician-supply problems required adjustments in their staffing patterns, a large increase from 64% last year and the average ratio of 56% for the years 2003-09.

Professional Liability Hinders Practice of Medicine
The 2010 study once again found that medical malpractice concerns and the fear of being sued continue to have a substantial negative influence on physicians and the practice of medicine. This finding is consistent with the society’s previous workforce studies and its first-of-a-kind Investigation of Defensive Medicine in Massachusetts, released in November 2008, which showed that the fear of being sued is a serious burden on health care. Findings from the 2010 Workforce Study:
• A full 46% of practicing physicians surveyed said their practice has been altered or limited because of the fear of being sued, the same percentage as last year; and
• More than half of physicians in five specialties said they have altered or limited their practice because of the fear of being sued: neurosurgery (82%); urology (74%); emergency medicine (70%); orthopedics (70%); and obstetrics/gynecology (60%). Also, 40% or more of physicians in nine other specialties have changed their practice for the same reason: cardiology, neurology, gastroenterology, general surgery, dermatology, psychiatry, radiology, internal medicine, and family medicine.

Additional Findings
For the first time, more physicians (43%) expressed satisfaction with the practice environment than not (41%).
However, more physicians expressed displeasure with the tradeoff between patient care and administrative tasks. More than half (51%, up from 44% last year) of all practicing physicians regardless of specialty expressed displeasure with the abundance of administrative measures. Among primary care physicians, 59% expressed displeasure.

Sections Supplements
Management Must Set the Tone When It Comes to Preventing Fraud

Donna Roundy, CPA

Donna Roundy, CPA

It is good business practice to periodically review and revise control activities. Internal control is the process designed to ensure reliable financial reporting, effective and efficient operations, and compliance with applicable laws and regulations. Safeguarding assets against theft and unauthorized use, acquisition, or disposal is also part of internal control.
Monitoring your company’s assets can improve year-end bonuses to deserving employees and the owners. It safeguards funds to invest in company equipment or pay down debt, and ensures the accuracy of financial reporting to the bank.
Ultimately, the responsibility for internal control rests with the management and owners of an organization; monitoring the controls can be an ongoing exercise as staffing levels fluctuate and responsibilities change. If controls are not monitored, you risk using line-of-credit funds to offset misallocated cash or replace stolen inventory.
The news has brought us many stories of fraud over the past few years. There are three requirements for fraud — incentive or pressure, opportunity, and attitude or rationalization. Greed is not the only driving force; unfortunately, this economy brings many pressures, and an individual faced with a desperate situation can consider actions very unlike their character.
To reduce the risk of fraud, you need to break the triangle. Create an ethical environment, reduce opportunities, and monitor pressures on employees (without invading their privacy). Be alert if a staff person is experiencing financial difficulties. Prevention and detection techniques include performance reviews (for example, comparing current financial reports to other information, perhaps reported sales to merchandise shipments), independent checks (an employee’s work is re-performed or tested by a supervisor or the computer), and rotating employee responsibilities.
In speaking of internal controls, you’ll hear the phrase ‘tone at the top.’ Company leaders can let their employees know they value honesty and encourage whistle-blowing. Violators should be prosecuted.
In monitoring controls, consider first which assets are most vulnerable to theft or fraud. In most cases this is cash, although you could also have inventory that is easy to take and sell outside the company. As you review organizational control procedures and contemplate risk, consider implementing the following:
• An owner should avoid relying solely on one trusted individual, even if that person maintaining the ledgers is family or like family. Don’t let personal relationships blur your perspective.
• Know your company’s procedures. If they aren’t already, consider putting them in writing. Written procedures avoid misinterpretation. Start by asking each person to write down what it is they do. Review with an eye as to how and where in the process things can go wrong.
• Require employees to take one- or two-week vacations. This includes cross-training employees so that someone else does the job during the vacation.
• The business owner should receive the bank statement unopened, possibly sent to his home address. He should review the bank statement for reasonableness; note signatures on the imaged cancelled checks, the payees, and the amount; and check that transfers and other charges are appropriate.
• Once the bookkeeper has prepared the monthly bank reconciliation, the owner should review the reconciliation to question unusual reconciling items.
• Someone other than the bookkeeper should open the mail. A third office person can make a dated listing of the incoming checks that can later be compared to the related validated deposit ticket.
• Someone other than the person posting the payments to the customer ledger should inquire of customers regarding old accounts receivable. Periodically evaluate customer credit limits to their outstanding balances. Perhaps customers with old balances haven’t had their accounts suspended. Only the owner should approve customer write-offs, never the individual collecting the cash.
• Ideally the bookkeeper should never have check-signing authority or access to a signature stamp. The owner should sign all checks after reviewing attached invoices.
• Payroll registers should be reviewed for correct number of hours, proper pay rates, that withholdings are subjected and not shown as a negative (an add-back), and that all names are known employees. A separate individual could track paid time off to be sure the amount taken is in agreement with pre-approved days or hours.
• Review general journal entries for unusual items, and randomly review backup documentation. Journal entries should be approved by someone with authority over those who create and post the entry.
• All equipment should be marked for ownership.
• Inventories should be adequately safeguarded; it is often more difficult to prevent and detect inventory fraud than other asset thefts. This is due to the large quantity of items in the inventory, the number of employees with access to inventory (possibly due to complicated processes involved in production), and the many entries and possibly complex systems used to account for the inventory and production process. Inventory that is small, portable, high in value, or in high demand is more susceptible to theft.
Theft of inventory can include the following: stealing inventory and scrap for personal use or resale; scrapping good merchandise and, with collusion, selling it to customers or distributors; returned product being recorded as sales returns but never restocked and instead sold by the perpetrator; or concealing other fraud by increasing the inventory accounts, as when a perpetrator writes a check to himself and records the debit to inventory.
Preventive or detective controls for inventory include securing the perimeter of the building, separating the duties of purchasing and warehousing from approving inventory purchases and disbursements; and periodically analyzing the components of costs of sales (material, labor, and overhead) as a percentage of sales. Inventory should be periodically counted, costed, and compared to control accounts and/or perpetual records.
Business owners and managers can ask their office staff for internal control information in addition to regular monthly financials. Depending on what your business is, you could request product sales statistics, reports on inventory shrinkage, old inventory information, sales returns reports, and edit reports that compare like-items from different areas of the business.
In summary, know your company’s procedures — who, what, when, which document, and where can things go wrong. Implement cross-checks, and review procedures periodically. Are they being performed as designed, or do the procedures need to be modified to address a change in staff or business activities?
Your CPA can help if you have a question. Effective controls start and stop with management and the business owner. This doesn’t mean that you, individually, have to perform every check and balance. Set the tone, and let your employees and vendors know you adhere to good business standards. It also means making sure the controls are happening as designed, with periodic inquiries to staff and viewing their logs. Call your accountant to schedule their visit to your business to receive details on these and other steps that can help secure your business assets. This could reveal critical controls that have been overlooked. n

Donna Roundy, CPA serves as the senior audit manager in charge of the not-for-profit practice at Meyers Brothers Kalicka, P.C. in Holyoke. She is also the firm’s technical advisor on uniform financial reporting and compliance. Her primary focus is auditing and includes servicing not-for-profit and real-estate organizations with subsidized housing, as well as financial-statement preparation for closely held businesses; (413) 536-8510.

Sections Supplements
AMICCON Event Will Spotlight Companies, New Technologies

AMICCON

AMICCON

Ellen Bemben said she wasn’t sure this past summer how many manufacturers were coming to AMICCON, but she’s no longer concerned.
“If you asked us five or six weeks ago, it was going slowly, but then in September, people were getting back from vacations, and this thing pretty much took off,” said Bemben, one of the event organizers. “What a lot of manufacturers are telling us is that they finally have their own personal forum. There’s a lot of enthusiasm. This is going to be a happening.”
AMICCON, or the Advanced Manufacturing & Innovation Competition and Conference, was conceived in the fall of 2009, when area business leaders began discussing the issue of manufacturers awarding contracts outside the region, in most cases because they are not aware of the qualified supply-chain members and innovators doing business in their own backyard.
The program’s initial stage is a Nov. 16 event at the MassMutual Center in Springfield that will bring together manufacturers in several different categories to make key business connections.
“The goal is to bring business to the region and increase awareness among local manufacturers about what other manufacturers in the area are doing,” said Eric Hagopian, president of Hoppe Tool in Chicopee and an AMICCON steering committee member. “Together, we can really build on our reputation as a region for precision manufacturing of all types.”
According to event organizers, despite the richness and diversity of the region’s manufacturing sector, many manufacturers and supply-chain members are not aware of all that is produced in the Springfield-Hartford corridor.
As a result, they look outside this area — to other regions of the U.S. or even internationally — to supply goods that are actually being produced locally. When that happens, they lose potential customers — and profits.
The Nov. 16 event should start to turn that around, Bemben said.
“Manufacturers are excited. I think it’s because we’re grassroots, bootstrapping, apolitical,” she noted. “I like that they’re coming in from all areas, not just Massachusetts and Connecticut; some folks are coming in from as far away as New Jersey, New York, and New Hampshire.”
According to the AMICCON steering committee, the program’s goals include:
• Soliciting and exposing innovation in manufacturing, in areas ranging from products, processes, and IT to nanotechnology, robotics, coatings, and advanced materials, integrated systems, inventory management, and order tracking;
• Identifying local, qualified supply-chain members and introducing them to the region’s manufacturers through a dedicated Web site and database;
• Introducing original equipment manufacturers, procurement, and government contractors to the region’s advanced manufacturers through a continuum of highly focused programs;
• Promoting the region’s strengths in precision machining, plastics, paper and packaging, green technology, electronics, and medical devices; and
• Creating the region’s first manufacturing innovation competition, designed to promote the sort of forward thinking that has lent the Springfield area its manufacturing heritage.
Event organizers say that, while Western Mass. manufacturers must compete to survive, they also benefit when the entire sector is healthy, and to create that robustness, they need to show each other what they have to offer, along with attracting customers from outside the region.
Bemben said companies will have a chance to spotlight new technologies on Nov. 16 at a venue called the Innovation Station. For example, FloDesign plans to discuss a prototype for water purification using sonic technology, while Poly-Plating will show off a closed-loop system it created to recycle acidic water. Meanwhile, Universal Plastics might bring a thermoformed birthing tub, and Rensselaer Polytechnic Institute will be on hand with a variety of robotics.
“I think it’s going to be a very fast day,” Bemben said, stressing again that the event is only the first step in a long-term effort to boost manufacturing in the region. “It’s not going to be just one day, one event, where we walk away and say, ‘yippee, yay, we did something.’”
Hagopian, like Bemben, is pleased to hear that enthusiasm is rising.
“Any event like this is difficult to get off the ground in its first year,” he told BusinessWest. “But once you build up that momentum, people get excited and sign on. And when they see the value the show brings to the table for the region, they come back, and it’s a lot easier to get it done the next year. It becomes a bigger, more effective show.”
And a stronger, more robust region.

— Joseph Bednar

Opinion
Path to Recovery Poses Many Challenges

Incumbent Gov. Deval Patrick defied the national Republican tidal wave to win a second term at the helm of a commonwealth still seeking a post-recession economic identity. Massachusetts voters also retained overwhelming Democratic majorities in both House and Senate on Beacon Hill, sent a blue delegation to a newly red Congress, and defeated a proposal to reduce the state sales tax by more than half.
The Massachusetts that Gov. Patrick surveys as he savors his accomplishment is a paradox — stronger economically and with many more growth assets than other states, yet fragile in its ability to deliver on the promise of opportunity to all citizens of the Commonwealth.
The Bay State enjoys a lower unemployment rate at 8.4% than the nation as a whole, and the $2.5 billion state budget deficit pales in comparison with the fiscal disaster in California. But the 292,300 jobless people in Massachusetts and thousands of employers struggling to hold onto their businesses are anything but sanguine about what the future holds.
The challenges facing the governor and other policymakers seeking to promote economic growth are sobering — soaring health-insurance premiums, a looming 40% increase in average unemployment insurance rates, tight commercial credit markets, consumer uncertainty, and a state regulatory system that discourages innovation while creating little public benefit. Underlying many of these challenges is a pervasive sense among employers — many of whom expressed the opinion at the Associated Industries of Massachusetts’ recent regional policy briefings — that neither policymakers nor the general public really appreciate the complexity and risk of running a business in Massachusetts.
Bay State employers have solutions to offer and look forward to participating in the debate on the future of the Massachusetts economy. AIM represents thousands of employers who stand for jobs, economic opportunity, fiscal responsibility, business formation, and a government that acknowledges that the private sector has the unique ability and responsibility to create the common wealth for the people of Massachusetts.
We look forward to working with the governor, the Legislature, and the Congressional delegation to build support for several key principles of economic recovery:
• A uniformly favorable environment for business development across all industries and all regions of the Commonwealth;
• Economic policy that balances key public investments with a competitive cost structure that keeps jobs in Massachusetts;
• Predictable, responsible, and long-term state fiscal policy;
• Well-conceived and collaborative regulation that creates measurable benefits; 
• A nimble, world-class education system that provides opportunity for all Massachusetts citizens and the knowledge base for economic growth; and
• Collaboration be-tween business and government to ensure mutual success.
These principles will provide the foundation for a sustainable recovery that touches every sector of the diverse Massachusetts economy, from manufacturing to high technology to retail and hospitality.
Successful economic policy creates uniform benefit throughout the marketplace, balancing the need to invest in the future without simultaneously harming the industries of the present that employ the vast majority of Massachusetts residents.  
We look forward to the challenge.

Rick Lord is president of the Associated Industries of Massachusetts.

Sections Supplements
Hospital Interpreters Translate More Than Just Words

Ramona Quintana says says a hospital interpreter must, in a way, become the patient.

Ramona Quintana says says a hospital interpreter must, in a way, become the patient.

A law requiring interpreter services in Massachusetts hospitals is less than 10 years old, but most facilities have offered them for much longer — and for good reason. At some hospitals, tens of thousands of non-English speakers walk through the doors each year, facing not only a language hurdle, but cultural barriers as well. As local patient interpreters explain, they play a critical role in health care, one that extends beyond mere words.

Tim Moriarty says some patients who don’t speak English want to bring their own interpreter — a friend or family member — into the examination room. But that’s usually not a good idea.“They tend to withhold information from the patient. They might not know some vocabulary. And they often provide opinion, and you don’t know that they’re saying, ‘your cousin Bill had this same procedure last year, and he died, so you shouldn’t have it,’” said Moriarty, manager of Interpreter and Translation Services for Baystate Health.
Better to use one of the professional interpreters that hospitals are required by law to provide patients who don’t speak English.
“One of the standards of practice is transparency, to relate what’s said without adding or omitting anything,” he told BusinessWest. “Interpreters actually speak in the first person: ‘I feel pain today.’”
And when speaking for the doctor or nurse, they address the patient in the same way, as if they were the provider.
Ramona Quintana, who coordinates interpreter services at Mercy Medical Center, said it’s all about becoming a conduit, as if the third person in the room doesn’t exist.
“As an interpreter, I am not me,” she explained. “I’m trying to be as invisible as I can become, and my words and even my gestures become that of the patient, so the provider gets an idea of what’s going on, so he knows how to treat that patient — not just medically, but also with other issues that might be present.”
Quintana said some people have the impression that interpreting in a medical setting is easy work, simply reciting back and forth. “But it’s not just repeating words; it’s interpreting meaning.”
And it’s complex work, which is why a national certification for hospital interpreters has been established, starting with Spanish speakers this year; other languages will follow.
This month, BusinessWest examines how interpreter services are implemented at area hospitals, and why such programs are so necessary. After all, at such a critical moment in someone’s life, it’s important to have someone speaking not on their behalf, but directly in their place.

Beyond the Law
While most hospitals in Western Mass. have had interpreter services available from at least the mid-’90s, if not before, such programs were not mandated by state law until 2001. The law requires hospitals to provide ‘competent,’ trained interpreters, not family members. It also requires hospitals to designate a coordinator or director of such services; to post notices in emergency rooms, psychiatric units, and registration areas advising patients of their right to an interpreter; and translate relevant documents into languages commonly encountered at the hospital.
“Patients have a right to an interpreter, and that’s posted,” Quintana said, a standard document that outlines that right in dozens of languages. Quintana said Mercy sees not just Spanish speakers, but also Russian, Polish, Portuguese, Vietnamese, and Chinese speakers, among others.
“It’s quite a diverse community we serve as we try to meet these needs. And the languages we don’t speak, we reach through agencies in the area,” she explained, adding that interpreters need to be aware of vocabulary and cultural differences even within the same language group. “There are so many different cultures that speak Spanish, and South America is different than Mexico.”
While Massachusetts is among the states that have been responsive to the need for interpretive services, others cannot make the same claim, which is why national certification is a good idea, Moriarty said.
“Right now there are no national minimum requirements for interpreters,” he noted. “Some states have instituted testing and certain requirements, but most states don’t have that. National certification will require the interpreters in the field to demonstrate their knowledge or functional understanding of their practice, their knowledge and fluency in English and a second language, and their knowledge of medical terminology in both languages.”
Those requirements, he continued, will make it much easier for managers doing the hiring, because they can make assumptions that someone has a high skill level prior to being hired and not just count on someone’s education and state certification, if any, the requirements for which can vary widely from state to state. “Now, interpreters, will have to prove their skills before we bring them on board, and that minimizes the risk, especially to the patient. It ensures that communication between the patient and provider will be very clear.”
Because of Baystate’s size and the fact that about 80,000 patient visits require language translation each year, it boasts a wider range of interpreting skills in house than other regional hospitals, Moriarty said. Its staff of 45 can interpret Spanish, Vietnamese, Polish, Arabic, and Mandarin, and it works with two local agencies to provide services in Swahili and Khmer, among others. “Then, if a really unusual language comes up, which sometimes it does, we have telephonic interpreting with a company that assists us with more than 100 languages in less than 30 seconds.”
At Holyoke Medical Center, Spanish is the overwhelming language barrier, said Rafael Mojica, coordinator of the Community Outreach Department, of which interpreter services are a part. “Last year alone, we had almost 18,000 visits from Spanish-speaking patients who didn’t speak English, but we also had about 2,400 visits from patients who didn’t speak English but spoke another language, like Polish, Portuguese, Russian, Vietnamese, or Arabic,” he explained. Other patient visits required interpretation of Cantonese, French, Tagalog, Italian, Somali, Urdu, Gujarti, and sign language.
“We have staff in person from 6:30 in the morning to 11:30 at night, and overnight we have telephonic interpreting services that speak about 150 languages,” Mojica said. And because the hospital experience can be confusing and frustrating for a non-English speaker from a different culture, Mojica’s department goes beyond making sure services are provided when patients come through the door during the day.
“We originated what we call daily rounds,” he explained. “Every single morning, we have a medical interpreter visit all the bilingual patients and new admissions, and every morning we get a report making sure they can either speak the language or are informed of our services. And we make sure that, if any provider comes in, they call the interpreter. It’s pretty simple; we carry cell phones around the hospital, and we’re a phone call away.”

Emma Dias

Emma Dias used to be an architect, but she gets more satisfaction building bridges between patients and care providers.

Emma Dias, coordinator of Medical Interpreter Services at Cooley Dickinson Hospital, said it’s gratifying to see interpreters make a real difference in someone’s hospital experience, which is often an anxious time even without language and cultural barriers.
“It’s very rewarding,” she said. “I was an architect for more than 10 years, and I never felt that rewarded. This is a really great field.”
Because CDH, like most all Western Mass. hospitals, also encounters more Spanish speakers than any other non-English language, Dias serves as a Spanish-speaking coordinator, and two per-diem interpreters also specialize in that language. Another per-diem interpreter speaks Portuguese (as does Dias), and the hospital contracts with an outside agency for other commonly heard languages, including Korean, Cambodian, and Chinese.
The hospital ensures that an interpreter stays with a patient who needs assistance throughout his or her visit, leaving when there’s a wait and returning for the next test or meeting with a provider.

Beyond the Language
Even without the national certification, New England hospitals have proven to be progressive when it comes to honing interpretive skills. Moriarty serves as president of FOCIS (the Forum on the Coordination of Interpreter Services), members of which meet bimonthly at different hospitals across Massachusetts. They discuss issues including interviewing interpreters, working with interpreter contract agencies, defining patient encounters, and developing a basic assessment tool. The FOCIS model has since migrated across the Northeast and even to North and South Carolina.
And what hospitals are assessing isn’t just how well an interpreter knows the language, but, as Quintana noted, how well they help patients from different backgrounds and cultures navigate an often-anxious time.
“We need to guide patients,” she told the BusinessWest. “We not only serve as interpreters, but we meet different cultural needs. When a patient comes in, we ask that patient through an interpreter if they have any cultural needs that would make their stay more comfortable.”
At Holyoke Medical Center, Mojica said, not only are the interpreters fluent in at least two languages (English and Spanish), have formal interpretive training, and understand medical terminology, but they’ve also received specialized training in the areas of substance abuse, mental health and crisis intervention, domestic violence, oncology and bereavement, cultural competence, and diversity. Recently, interpreters underwent a five-week training course on health interpretation taught with the specific needs of the hospital in mind, reflecting the sort of emphasis on continuing education seen in many Massachusetts hospitals.
“It’s a very rewarding job,” said Mercy’s Quintana. “We do and see it all. It is about quality of life, and that spreads out to the community when patients leave, and society as a whole benefits.”
Yet, while seeing and hearing plenty during patient encounters, she said interpreters are trained not only to be good listeners, but also “fast forgetters,” due to the obvious privacy issues raised by having a third person in the doctor’s office or testing room.
“We also have to read body language. Different cultures have different body language,” she said, noting that certain gestures that are friendly in one culture are disrespectful in another. “Interpreting is more than words.”
Still, she said she sees herself largely as a conductor of language, like metal conducts electricity, hopefully presenting the meaning unchanged to the doctor, and the provider’s instructions back to the patient.
Her job, and that of other medical interpreters, is like electricity in another way, too, shining a light on what might otherwise be a dark, confusing experience. n

Joseph Bednar can be reached at
[email protected]
“They tend to withhold information from the patient. They might not know some vocabulary. And they often provide opinion, and you don’t know that they’re saying, ‘your cousin Bill had this same procedure last year, and he died, so you shouldn’t have it,’” said Moriarty, manager of Interpreter and Translation Services for Baystate Health.
Better to use one of the professional interpreters that hospitals are required by law to provide patients who don’t speak English.
“One of the standards of practice is transparency, to relate what’s said without adding or omitting anything,” he told BusinessWest. “Interpreters actually speak in the first person: ‘I feel pain today.’”
And when speaking for the doctor or nurse, they address the patient in the same way, as if they were the provider.
Ramona Quintana, who coordinates interpreter services at Mercy Medical Center, said it’s all about becoming a conduit, as if the third person in the room doesn’t exist.
“As an interpreter, I am not me,” she explained. “I’m trying to be as invisible as I can become, and my words and even my gestures become that of the patient, so the provider gets an idea of what’s going on, so he knows how to treat that patient — not just medically, but also with other issues that might be present.”
Quintana said some people have the impression that interpreting in a medical setting is easy work, simply reciting back and forth. “But it’s not just repeating words; it’s interpreting meaning.”
And it’s complex work, which is why a national certification for hospital interpreters has been established, starting with Spanish speakers this year; other languages will follow.
This month, BusinessWest examines how interpreter services are implemented at area hospitals, and why such programs are so necessary. After all, at such a critical moment in someone’s life, it’s important to have someone speaking not on their behalf, but directly in their place.

Beyond the Law
While most hospitals in Western Mass. have had interpreter services available from at least the mid-’90s, if not before, such programs were not mandated by state law until 2001. The law requires hospitals to provide ‘competent,’ trained interpreters, not family members. It also requires hospitals to designate a coordinator or director of such services; to post notices in emergency rooms, psychiatric units, and registration areas advising patients of their right to an interpreter; and translate relevant documents into languages commonly encountered at the hospital.
“Patients have a right to an interpreter, and that’s posted,” Quintana said, a standard document that outlines that right in dozens of languages. Quintana said Mercy sees not just Spanish speakers, but also Russian, Polish, Portuguese, Vietnamese, and Chinese speakers, among others.
“It’s quite a diverse community we serve as we try to meet these needs. And the languages we don’t speak, we reach through agencies in the area,” she explained, adding that interpreters need to be aware of vocabulary and cultural differences even within the same language group. “There are so many different cultures that speak Spanish, and South America is different than Mexico.”
While Massachusetts is among the states that have been responsive to the need for interpretive services, others cannot make the same claim, which is why national certification is a good idea, Moriarty said.
“Right now there are no national minimum requirements for interpreters,” he noted. “Some states have instituted testing and certain requirements, but most states don’t have that. National certification will require the interpreters in the field to demonstrate their knowledge or functional understanding of their practice, their knowledge and fluency in English and a second language, and their knowledge of medical terminology in both languages.”
Those requirements, he continued, will make it much easier for managers doing the hiring, because they can make assumptions that someone has a high skill level prior to being hired and not just count on someone’s education and state certification, if any, the requirements for which can vary widely from state to state. “Now, interpreters, will have to prove their skills before we bring them on board, and that minimizes the risk, especially to the patient. It ensures that communication between the patient and provider will be very clear.”
Because of Baystate’s size and the fact that about 80,000 patient visits require language translation each year, it boasts a wider range of interpreting skills in house than other regional hospitals, Moriarty said. Its staff of 45 can interpret Spanish, Vietnamese, Polish, Arabic, and Mandarin, and it works with two local agencies to provide services in Swahili and Khmer, among others. “Then, if a really unusual language comes up, which sometimes it does, we have telephonic interpreting with a company that assists us with more than 100 languages in less than 30 seconds.”
At Holyoke Medical Center, Spanish is the overwhelming language barrier, said Rafael Mojica, coordinator of the Community Outreach Department, of which interpreter services are a part. “Last year alone, we had almost 18,000 visits from Spanish-speaking patients who didn’t speak English, but we also had about 2,400 visits from patients who didn’t speak English but spoke another language, like Polish, Portuguese, Russian, Vietnamese, or Arabic,” he explained. Other patient visits required interpretation of Cantonese, French, Tagalog, Italian, Somali, Urdu, Gujarti, and sign language.
“We have staff in person from 6:30 in the morning to 11:30 at night, and overnight we have telephonic interpreting services that speak about 150 languages,” Mojica said. And because the hospital experience can be confusing and frustrating for a non-English speaker from a different culture, Mojica’s department goes beyond making sure services are provided when patients come through the door during the day.
“We originated what we call daily rounds,” he explained. “Every single morning, we have a medical interpreter visit all the bilingual patients and new admissions, and every morning we get a report making sure they can either speak the language or are informed of our services. And we make sure that, if any provider comes in, they call the interpreter. It’s pretty simple; we carry cell phones around the hospital, and we’re a phone call away.”
Emma Dias, coordinator of Medical Interpreter Services at Cooley Dickinson Hospital, said it’s gratifying to see interpreters make a real difference in someone’s hospital experience, which is often an anxious time even without language and cultural barriers.
“It’s very rewarding,” she said. “I was an architect for more than 10 years, and I never felt that rewarded. This is a really great field.”
Because CDH, like most all Western Mass. hospitals, also encounters more Spanish speakers than any other non-English language, Dias serves as a Spanish-speaking coordinator, and two per-diem interpreters also specialize in that language. Another per-diem interpreter speaks Portuguese (as does Dias), and the hospital contracts with an outside agency for other commonly heard languages, including Korean, Cambodian, and Chinese.
The hospital ensures that an interpreter stays with a patient who needs assistance throughout his or her visit, leaving when there’s a wait and returning for the next test or meeting with a provider.

Beyond the Language
Even without the national certification, New England hospitals have proven to be progressive when it comes to honing interpretive skills. Moriarty serves as president of FOCIS (the Forum on the Coordination of Interpreter Services), members of which meet bimonthly at different hospitals across Massachusetts. They discuss issues including interviewing interpreters, working with interpreter contract agencies, defining patient encounters, and developing a basic assessment tool. The FOCIS model has since migrated across the Northeast and even to North and South Carolina.
And what hospitals are assessing isn’t just how well an interpreter knows the language, but, as Quintana noted, how well they help patients from different backgrounds and cultures navigate an often-anxious time.
“We need to guide patients,” she told the BusinessWest. “We not only serve as interpreters, but we meet different cultural needs. When a patient comes in, we ask that patient through an interpreter if they have any cultural needs that would make their stay more comfortable.”
At Holyoke Medical Center, Mojica said, not only are the interpreters fluent in at least two languages (English and Spanish), have formal interpretive training, and understand medical terminology, but they’ve also received specialized training in the areas of substance abuse, mental health and crisis intervention, domestic violence, oncology and bereavement, cultural competence, and diversity. Recently, interpreters underwent a five-week training course on health interpretation taught with the specific needs of the hospital in mind, reflecting the sort of emphasis on continuing education seen in many Massachusetts hospitals.
“It’s a very rewarding job,” said Mercy’s Quintana. “We do and see it all. It is about quality of life, and that spreads out to the community when patients leave, and society as a whole benefits.”
Yet, while seeing and hearing plenty during patient encounters, she said interpreters are trained not only to be good listeners, but also “fast forgetters,” due to the obvious privacy issues raised by having a third person in the doctor’s office or testing room.
“We also have to read body language. Different cultures have different body language,” she said, noting that certain gestures that are friendly in one culture are disrespectful in another. “Interpreting is more than words.”
Still, she said she sees herself largely as a conductor of language, like metal conducts electricity, hopefully presenting the meaning unchanged to the doctor, and the provider’s instructions back to the patient.
Her job, and that of other medical interpreters, is like electricity in another way, too, shining a light on what might otherwise be a dark, confusing experience.

Joseph Bednar can be reached at
[email protected]

Features
UMass Wants to Raise Its Status Among Research Institutions

New Laboratory Science Building

New Laboratory Science Building

It’s called the New Laboratory Science Building, or NLSB, a $156 million, state-of-the-art facility now taking shape on the UMass Amherst campus. It’s part of a larger, nearly $300 million initiative, which also includes the Integrated Science Building opened in late 2009, to create a life sciences ‘precinct’ or ‘community’ on the campus that is being designed to greatly increase research capacity and facilitate collaborative efforts among science departments. The new facilities are expected to play a lead role in helping the university meet its stated goal of doubling its overall research volume by 2014 and climb within the ranks of the nation’s leading research institutions.

Karen Hayes says that, when it comes to word associations, many possible answers come to mind when one mentions UMass Amherst.
A beautiful suburban campus is one of them, said Hayes, who works as director of Strategic Communications and Outreach for the university, while strong undergraduate programs might be another, and service to the Commonwealth could be a third. One phrase you probably won’t hear is ‘major research institution,’ or words to that effect, she continued, adding that, while it’s certainly not written down anywhere, it’s part of her job description to change that equation.
Part of the strategy for doing so is simply telling the university’s story better and with a louder voice, she said, noting that there are currently a number of intriguing research initiatives underway on the campus, such as one she’s written about herself involving work that sequenced the first full genome of a female Hereford cow.
“We need to get our name out in the public,” she said. “When the Boston Globe or the New York Times or the national publications talk about discoveries in science, we have to be there; our name has to be out there as much as Harvard, Ohio State, MIT, the University of Michigan, or any of the other research powerhouses.”
For that to happen, the university needs to have more for those publications and others to write about, Hayes continued, and the $156 million New Laboratory Science Building, or NLSB, as it’s called, now taking shape on the campus should certainly provide a real boost for those efforts. The 310,000-square-foot facility will provide not only the physical space for additional research initiatives, but also a collaborative environment in which scientists across a number of different fields can more easily work together on projects, she said.
Mike Malone, the university’s vice chancellor of Research Engagement, agreed. He told BusinessWest that the NLSB will play a lead role in helping the university meet its ambitious goal, set in 2009, of doubling its level of federally funded research within five years.
“The NLSB will greatly increase our capacity for doing research,” he explained. “It will give us more equipment, more people, and more modern laboratories. Most importantly, though, it will bring people together in collaborative efforts.”
The NLSB is actually the second phase of a nearly $300 million initiative to create what many are calling a life sciences ‘precinct,’ or ‘community’ on the Amherst campus. The first was the university’s $114.5 million Integrated Science Building, which brings classrooms and labs for the life, chemical, and physical sciences together in one building, thus improving the prospects for collaboration.

Steve Goodwin

Steve Goodwin says the Integrated Science Building brings people in several different disciplines together to effectively solve problems.

This clustering process is part of a nationwide trend, said Steve Goodwin, dean of the College of Natural Sciences at UMass, noting that science, as well as the way it is taught, is changing, with an emphasis on integrating the various disciplines, hence the name on the new building.
For this issue, BusinessWest takes an indepth look at UMass Amherst’s emerging life-sciences precinct, how it will play a lead role in ongoing efforts to move the university to another level when it comes to research institutions, and also how the process of moving up in the ranks requires more than building more lab space.

Good Chemistry
Tom Whelan, a chemistry professor at the university, told BusinessWest that it couldn’t, or shouldn’t, print the words used by many of his students when they first glimpsed the new laboratory facilities in the ISB. “Holy sh—— was the most common refrain,” he said, not actually using the offending word in question.
That and other colorful phrases were needed to adequately put into the perspective the difference between what the students had for facilities in their former home at Goessmann Lab and what they now enjoyed at the ISB, said Whelan, noting that everything in the new science building is spacious and state-of-the-art.
“It’s great space — it’s a better learning environment, and it’s already changing the way we do things,” he said, adding that, while the ISB is bigger, it allows educators to work smaller in terms of attention to individual students. Meanwhile, it improves the flow of communication between departments that were in separate buildings and brings more opportunities for collaboration.
Goodwin agreed. As he led BusinessWest on a tour of the ISB, he said the building’s design encourages interaction among students and faculty, certainly much more so than was possible when departments were scattered around the campus in buildings as much as a century old and with outdated facilities.
He said the underlying concept for the building actually started to take shape 10 to 15 years ago, when those in the field noticed that the way science was done was changing.
“Therefore, we concluded that the way we train people should change as well,” he explained. “We realized that bringing people from multiple disciplines together to solve problems is the way things move forward. So this building was built on a teaching concept that said, ‘OK, we want to teach in the same way; we want to take the people who are taking introductory chemistry and physics and biology, bring them together in the same building, and give them opportunities to interact.’
“The exciting thing is that, over time, that notion has become more and more defined,” he continued, citing a new program initiated this fall called iCONS, short for Integrated Concentrations in the Sciences, where faculty members across several fields try to bring multiple disciplines together to solve problems.
This notion of bringing people together to work in collaboration is also at the heart of the NLSB, said Malone, adding that the facility is being designed with the goal of promoting collaboration, while also greatly upgrading the facilities in which people are performing critical work.
“Now, faculty members are typically located in individual buildings or parts of buildings that are assigned to their particular departments,” he explained. “And that makes it not impossible, but a little more difficult for their students and they themselves to get together. In this new facility, they’ll be living and working in the same environment.
“And it’s a great upgrade for our facilities,” he continued. “We have quite a backlog of deferred maintenance on campus, and this will put people who are, in many cases, from labs that aren’t state-of-the-art into a state-of-the-art facility.”
Roughly half the NLSB will be finished labs, and the rest will be shelf space, said Malone, noting that this will provide the university with cost-effective room to grow for the future.

A New Culture
And that room will eventually be needed if the university is to meet that stated goal for doubling its research volume by 2014, and then continuing a steady pace of growth. For the fiscal year that ended last June 30, the university logged $170 million in research projects from all sources, a number aided by large amounts of federal stimulus money, compared to $137.5 million for the prior year.
For fiscal 2011, the first-quarter numbers are tracking just ahead of the ’09 figures, which was expected as the level of stimulus funding drops, he continued, adding that the university wants to reach or exceed $270 million by 2014.
With that goal in mind, Malone has created a new Office of Research Development, which will work to identify funding sources and assist individuals and departments with putting proposals together.
The life sciences have been identified as a large growth area for the university, said Malone, noting that, at present, 45% of the federal funding awarded to the school is from the National Science Foundation.
“We have room to grow in areas supported by the National Institutes of Health, and some of that growth will be enabled by a collaboration with people at our medical school,” he explained. “They just got what’s called a Clinical and Translational Science Award from the NIH to support projects that link basic science with the practice of medicine — translating the results from the benchtop to the bedside. This translational area is a good one for us in terms of growth.”
And as research volume grows, and the university escalates its efforts to tell those stories regionally and nationally, UMass will make headway in its ongoing efforts to become more well-known as one of those aforementioned research powerhouses, said Hayes, noting that the story-telling process is an important, sometimes overlooked part of the equation.
“If we want to build our image with the general public and other constituencies, we need to be able to tell our story well,” she told BusinessWest. “Telling your science story well is something we haven’t done, and it’s a challenge. How can you connect the average person who doesn’t know a lot about science to what going’s on here in a way that helps them understand what’s in it for them? That’s what we have to do.”
The new science facilities on the campus will help the university raise its stature in a number of ways, said Hayes, adding that the ISB is a powerful tool in attracting students and faculty to the school.
“It’s a springboard to talk about research on campus and students’ opportunities there,” she said, adding quickly that the new facilities are all about creating more of these opportunites. “In the past, if you were a student who wanted to get research experience on campus, you had to be bold, you had to approach a faculty member, engage them directly, and take the initiative. With these new facilities and new programs that we have to connect students to research experiences, it is so much easier for them to seize opportunities.”

The Bottom Line
The NLSB is slated to open in the summer or fall of 2012. In time, and probably not much it, the facility is expected to generate those collaborations that Malone and Goodwin talked about, as well the critical momentum the university will need to take its name and reputation within the world of science to a higher level.
And perhaps sometime soon, when people do play word-association games with UMass Amherst, the phrase ‘major research institution’ will be appropriate, and widely used, vocabulary.

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

Sections Supplements
NTS Takes Its Problem-solving Approach into the Greater Springfield Market

New Technology Systems (NTS), the East Hartford-based technology-solutions company, has always had a portion of the Western Mass. market, but never really a strong presence. Things are changing, with the opening of a new office in Monarch Place and an aggressive effort to grow market share by being visible and selling the company’s partnership-focused approach to doing business.

Barry Kelly says he had a simple, three-word set of instructions for Stan Bates as he was joining East Hartford-based New Technology Systems (NTS).
“I told him to go conquer Springfield,” said Kelly, who founded the technology-solutions company with his brother in 1981 and, until very recently, focused the vast majority of his time and energy on the Greater Hartford area. Over the years, he picked up several clients on this side of the border, but he never really made Western Mass. a strong priority.
Until now.
Or, to be more precise, until Bates took on the role of business development manager for NTS and started talking up Western Mass. as a potential growth area.
“He was and is very bullish on Springfield,” said Kelly, adding that he’s giving Bates the room (a new office on the second floor of Monarch Place) and the resources to be aggressive in Greater Springfield and grow market share here.
And as he sets out to conquer Springfield, he says he’s selling the company’s full roster of products and services — hardware, software, and consulting — but what he’s actually offering to potential clients is partnerships. That’s the word he chose to describe how NTS goes about its work — with all customers, but especially the SMB (small to medium-sized business) clients, or those who don’t have an IT manager, let alone an IT department.
Describing his approach with clients and potential clients, Bates says he spends time and energy getting to understand someone’s business, and, from an IT perspective, identify their “pain points,” and reduce or eliminate them.
“I really try to think outside the box with technology and find ways to help people use technology more effectively, while also keeping their costs under control,” he explained. “We had one client who had a whole bunch of laptops that he couldn’t afford to upgrade with the recession — but he needed to do something. With the latest technology in hard drives, we were able to significantly increase the performance of his laptops, but at a fraction of the cost of upgrades. That’s what we mean by working in partnership with the client.”
Kelly and Bates say these partnerships are made stronger by the relationships NTS has forged with manufacturers, vendors, and service providers, including Microsoft, HP, IBM, Dell, Intel, Cisco Systems, and many others. Products handled include everything from copiers and printers to computer networks.
Over the past few months, NTS has hosted a number of events featuring some of these manufacturers and their latest products, and more will be scheduled. They’ve been successful, said Bates, because busy business owners often need an education in the latest products that can help them do what they do better and faster than before. What’s more, after pushing most major investments, including those in IT, to the back burner during the economic downturn, many business owners and managers are ready to spend again, or soon will be ready.
“We’re seeing things picking up somewhat … people seem to have more confidence in the economy now,” said Bates, adding that there is a lot of new technology for business owners to consider as they look at their needs and their budgets and try to determine what to do next. “Besides the new operating systems and new equipment that’s much faster and better, there’s new technology that we have to educate our clients on.”
For this issue and its focus on the technology sector, BusinessWest takes an in-depth look at NTS, and why Kelly and Bates believe the timing is right for its expansion into the Springfield market.

Technically Speaking
Tracing the history of NTS, Kelly said the company got its start in the Hartford area and, like most technology-solutions companies 30 years ago, had to work hard to establish itself and grow its client list.
The venture grew largely on the strength of handling all-sized accounts, but especially the large insurance companies that give that city its identity, or ‘enterprise businesses,’ as Kelly called them. NTS still has many in its portfolio, but its bread and butter has always been small to medium-sized businesses with 100 or fewer employees.
And it is this market that Bates has essentially been hired to penetrate in the Greater Springfield area, where NTS has always had a presence — it has handled work for several enterprise businesses over the years — but not a large share of the market.
Since arriving late last year, Bates, working closely with Kelly, has expended considerable time and energy making introductions to business owners and IT managers in Western Mass., and keeping NTS visible.
For example, he secured a major role for NTS in something called the MassISS, or Massachusetts Information Security Summit, a comprehensive program outlining the state’s new information-security regulations, staged on Jan. 27.
“We brought a lot to the table for that event, and it was a major success for us,” said Bates, noting that the company was able to not only introduce itself to the business managers and IT professionals who dominated the audience, but also gain some business, on both the new security law and other matters.
The company also staged an elaborate open house in early May to mark the opening of downtown Springfield office, as well as other events to put the NTS name out and educate its target audience about what’s new in technology. However, most all of the portfolio-building work is done the old-fashioned way, said Bates, through pavement-pounding and earning the kinds of word-of-mouth referrals that bring new business to the door.
From the beginning, the company has worked with that ‘partnership’ mentality, said Kelly, as he talked about how NTS works with clients find ways to get the most out of advancing technology to work better and smarter.
And most companies need a partner to handle those assignments properly, said Kelly, noting that most very small companies don’t have a designated IT person, and even in larger businesses, IT staffs are thin, to say the least.
“You’ll have some companies with 300 employees, and they’ll have one person in IT who’s not even full-time,” he explained. “It’s pretty hard to stay on top of technology under those circumstances.”
Bates agreed, noting that companies in that category, and there are many of them, need assistance with everything from coordinating break-fix work to determining when, how, and with what to upgrade technology.
“You go in looking for the pain, saying, ‘how can I help this customer?’” he said. “Then you work the problem and essentially try to make that pain go away.”
Elaborating, Bates and Kelly said company representatives work with a company’s managers and IT directors to first identify and quantify problems, and then generate solutions. The key to successful outcomes, they said, is asking the right questions, listening carefully to the answers, and creating solutions that serve the client, not the company selling products.
“We try to get the C-level, where we can help those managers lower the cost of technology, or to the IT directors themselves, who might need a little bit of a helping hand getting their network to the next level,” said Bates. “And we approach things with the mindset of forging a long-term relationship.”
Kelly concurred, and said that a client’s representatives will have one eye on managing and reducing costs, and the other on efficiency and optimizing the technology that’s on the market. NTS works on both sides of the equation.
“IT people are all about performance, while the C-level folks are focused on dollars and cents — if it’s going to save them money, on power or cooling, for example, they’re all about that,” said Kelly. “As for the IT people, if you’re solving problems that are keeping them up at night, that’s huge.”
While helping the tech people sleep better, NTS is focused on educating clients and prospective clients about new technology, how it works, and how it can help companies with everything from sales to marketing.
“Things like digital signage,” said Bates, referring to the LCD, LED, plasma displays, or projected images that are becoming more commonplace. “People are aware of the technology, but many don’t know how they can take advantage of it. I have five or six potential clients coming in to meet with us and some professionals on that subject who will be teaching them the pros and cons of digital signage.”
The company also staged informational events like one on May 13 at the Sheraton in Springfield, where attendees were briefed on Windows 7 and learned about HP business-notebook innovations and HP client virtualization, and it has more planned, said Bates, adding that these are true win-win-win scenarios. Clients and potential clients benefit from the education they’re receiving in new technology, while NTS and the manufacturers involved gain exposure and business.

Keys to Success
Time will tell how Bates fares with his assignment to “go conquer Springfield.” For now, both he and Kelly are confident that NTS has the products, services, track record, and excellent timing needed to accomplish that mission.
And as it goes about that work, the company will take the same approach that it does with clients and that process of eliminating pain: in short, NTS is in this for the long haul.

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

Features
As Key Votes Loom, Palmer Casino Backers Put Their Chips on the Table

Casino Rendering

Casino Rendering

For years now, casino backers, including those pushing for a resort operation in Palmer, have said it’s a question of when, not if, such gaming operations are approved. They’re saying it again this year, and with a House vote to support casinos already secured, and confidence that the Senate will follow suit, attention is now focused more than ever on where casinos will be located. Mohegan Sun, which would develop the $1 billion Palmer facility, believes it has a winning hand, because it maintains that the state needs what it calls a “Western Mass. outpost.”

The storefront has been open for just over a year now. In fact, an open house was recently staged to mark the anniversary.
It’s right in the middle of Main Street in Palmer, clearly visible to those approaching downtown from Route 32. The Mohegan Sun sign is large and prominent in the window.Visitors to the former retail space — now decorated in the motif of the casino in Uncasville, Conn. operated by the Mohegan Tribal Gaming Authority, complete with a few seats from the arena where the WNBA’s Connecticut Sun play — have a few primary objectives, said Paul Brody, vice president of development for that organization.
Some want to pose questions about the potential impact on their homes or businesses from a proposed $1 billion casino complex on land just off the exit 8 interchange of the Turnpike. “They want to know about traffic and how that will be and how it will be mitigated,” he said. But most are inquiring about jobs and, more specifically, what kinds of opportunities will be created. Mohegan Sun isn’t taking job applications, but it is signing people up, with the intent of calling them back if the complex becomes reality.
“And some others … they just want to know what’s going on with this thing,” said Brody, one of four Mohegan employees who staff the storefront. “They want to know if this is going to happen, and when — whether it will be one year, two years, or more.”
And Brody says he tells them basically what he also told BusinessWest when it stopped by the office: that these are certainly critical times for those who support — and oppose — organized gaming in Massachusetts, and especially for those who have invested considerable time (several years), energy, and emotion in Mohegan Sun’s proposed complex, which would be built on a hill high above the pike and Route 32 and include a 164,000-square-foot casino, a 600-room hotel, 12 restaurants, and 100,000 square feet of retail space.
The state House of Representatives has passed a bill calling for two casinos and several slot operations at racetracks (called racinos by some), and the Senate is due to vote on its own version later this month. There is strong sentiment that the Senate will also vote to support some kind of gaming package, but the devil is in the details, and Brody acknowledged that, while he is not conceding anything regarding the broad vote to green-light casinos, he said the conversation is, in many ways, shifting to where they’ll be located, not if.
And thus, Brody also tells visitors, as he told BusinessWest, that, in response to a request for data that might help legislators determine where, Mohegan Sun commissioned a study that shows that a casino in Palmer, or “Greater Palmer,” as she called it, would benefit the state more than one built in another proposed location (Milford), assuming that the second casino is built at the Wonderland complex in Boston.
The study, conducted by Morowicz Gaming Advisors, LLC, concludes that a casino in Palmer, instead of Milford in Central Mass., would result in $43.8 million in additional gaming revenue annually to the state, and nearly $100 million more in out-of-state dollars coming to the Commonwealth, primarily because it would lure more New York State residents than one farther east.
The study — which, to no one’s surprise, is being questioned by the backers of a Milford casino, who have a different take — is one of many ways backers of the Palmer resort are trying to build momentum at a time that many consider critical to the town’s future.
They’re presenting the proposal as more than a casino, but also as a way for an economically beleaguered community to replace manufacturing jobs that have left over the past two decades and provide long-term stability, while also bringing other types of development to nearby vacant or underutilized real estate. Meanwhile, they’re presenting it as the state’s best bet for a secondary resort outside Boston.
“This is not just a singular project on the hill, but potentially other kinds of development that will blend with the flow of traffic,” said Leon Dragone, president of the Northeast Resort Group, which owns the proposed casino property and leases it to Mohegan Sun, and now also occupies the space two doors down from Mohegan on Main Street. “There are several other properties we’re looking at.”

The Hand That’s Been Dealt Them
There’s a cluster of signs greeting motorists getting off the exit 8 interchange, most of them directing them to businesses and attractions in Palmer, to the right down Route 32, or in Ware, a few miles to the left.
But there are three relatively new additions that, along with a smattering of lawn signs along Route 32 supporting the casino effort, tell of the sense of urgency in Palmer these days and the importance of the casino to the town’s fortunes.
There’s the ‘Mohegan Sun — A World at Play’ sign in bright yellow, flanked by two signs of support, one for each of two recently formed groups: Palmer Businesses for a Palmer Casino and Citizens for Jobs & Growth in Palmer.
Robert Young is a member of both groups. He owns a landscaping company and has lived in Palmer most of his life, or at least long enough to see most manufacturing jobs leave and nothing of any substance to fill the employment void. Indeed, as he listed the manufacturers that have departed, including Tambrands, Zero Corp., Pearson Industries, and others, he said efforts to attract different kinds of employers, including those in high tech and the biosciences, have not met with success.
He acknowledged that the former Tambrands complex, seeking new tenants for more than a decade now, has attracted some new businesses, but few if any that are large employers.
“Palmer is a town that’s dying, and it’s been dying for a long time,” he said, noting that the ease with which Mohegan Sun and Northeast found vacant storefronts in the middle of downtown says something about the deterioration of the central business district. “We’ve lost tons of manufacturing jobs and support jobs, and nothing has materialized to replace them.
“We have no more jobs for a lifetime,” he continued, noting that, in his view and in the opinion of those who undertook a study on the subject at UMass, casino jobs are the new factory jobs that can support families for decades.
But jobs are not the only component of the argument being proferred by the support groups and other Palmer-site backers, who say a casino could lead to other kinds of economic development in the community and, in the process, fill a number of vacant parcels in and around Palmer with everything from additional hotels and restaurants to golf courses.
“There are a number of sites that could potentially be developed,” said Dragone, citing a 30-acre parcel once proposed for a Lowe’s and a 95-acre parcel in Ware as just two examples.
He said a North Carolina-based firm is being considered to create a master plan for nearby undeveloped parcels. Speaking broadly, he said a casino in Palmer could do for the town and surrounding region what the resort in Uncasville has done for Mystic, Conn., about a half-hour down the road, known for attractions such as its aquarium and Mystic Seaport.
“It’s quite legendary what’s occurred there, which has been a direct result of the blossoming of the gaming industry in the southeastern part of Connecticut,” he said. “It’s become much more of a year-round tourist attraction, where before, it was mostly seasonal.”

Doubling Down
While the Palmer casino support groups present their arguments about the benefits of resort casinos in general and a Palmer facility in particular, Mohegan Sun is devoting most of its efforts now toward pressing the case for a Western Mass. casino, said Brody, who is now splitting his time between Palmer and Boston, where he and lobbyists hired by the firm are trying to gain the ear of lawmakers.
The Morowicz Gaming Advisors’ numbers already have the attention of many legislators. They show that if there was one casino in Boston and a second in Palmer, the total gross slot and table revenues for the state in 2014 would be $1.168 billion, as opposed to $1.124 million for a Boston/Milford mix. Meanwhile, total out-of-state money coming into the Commonwealth would be $216.4 million with a Boston/Palmer scenario, compared to $119.1 million with a Boston/Milford combination.
The former numbers result from a Central Mass. facility essentially “cannibalizing” (the report’s authors’ word) the Eastern Mass. casino and racinos, while the latter is due largely to Palmer’s proximity to New York, resulting in reduced drive time for New York residents traveling to Palmer, as opposed to Central Mass.
Those in the industry say individuals will generally drive no more than two hours to frequent a casino, said Brody, which puts a Palmer resort in reach for people in Albany, Schenectedy, and Troy, and a Milford facility less so.
While Milford-resort backers have questioned the study’s results, Brody said that, objectively speaking, they are hard to argue with.
“There’s no outpost in the western portion of the state to attract the gaming revenue from this area and the New York, Vermont, and New Hampshire area,” he explained, adding that, in addition to that geographical logic, it’s clear, to him at least, that a Central Mass. casino would be far more vulnerable to cannibalism from existing facilities and ones that could come on the drawing board.
“What happens if New Hampshire launches gaming in the next few years at Rockingham and Seabrook?” he asked rhetorically. “That will have a profound impact on that whole Central Mass./ Eastern Mass. area. There’s a huge concentration of either existing or proposed facilities, all in or near Eastern Mass., and that’s why the math from this study is so compelling.”
Time will tell if the numbers and words coming out of the Mohegan camp will sway the decision makers in Boston, but Brody remains cautiously confident, and conveys this to visitors to the company’s storefront.
He said the volume of traffic increases when “something happens” like the House vote or when a key player endorses casinos. And that means the facility is quite busy these days.
“People sense that this is closer to reality than ever before,” he said. “We see it in the community, and we see it right here. There is still a ways to go, but people are excited; they sense that this is real.”

Roll of the Dice
Brody told BusinessWest that Mohegan Sun opened its storefront on Main Street to provide a resource for those with questions, opinions, and desires to land one of the projected 3,000 jobs to be created at the proposed resort. Meanwhile, the company wanted to provide a highly visible way of showing that, in some ways, it was already part of the Palmer community.
Whether Mohegan eventually assumes an exponentially greater presence and occupies a hilltop rather than a 1,000-square-foot storefront remains to be seen. The Legislature still has to decide if it will give the go-ahead for casinos, and then, if it does take that step, where to put them.
The Palmer site’s backers think they have a good hand, but they’re working hard to improve their odds in any way they can.
And in only a few weeks, they should find out if that hand is a winner.

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

Building Permits Departments

The following building permits were issued during the month of October 2010.

AGAWAM

Bethany Assembly of God
580 Main St.
$2,500 — Relocate interior walls

AMHERST

Amherst Court Trust
26 South Prospect St.
$14,000 — Re-roof

CHICOPEE

Charter Communications
354 Sheridan St.
$13,000 — Partition off part of building for storage

Mike Houston
1307 Memorial Dr.
$185,000 — Interior fit-up and exterior signs and awnings

PNCU
46 Main St.
$46,000 — Interior fit-up on second floor of bank

Richard Lemelin
152 Old Lyman Road
$38,000 — Construct a storage building

Wal-Mart
591 Memorial Ave.
$48,000 — Convert full-service seafood area into self-service

EASTHAMPTON

James Witner, II
142 Pleasant St.
$134,000 — New roof

Jeanne More
69 Ferry St.
$15,000 — Replace existing commercial antennas

EAST LONGMEADOW

Aaron Smith, LLC
270 Benton Dr.
$53,000 — Re-roof

Donald Smith
165 Shaker Road
$22,000 — Renovation

Excel Dryer
357 Chestnut St.
$370,000 — Addition

Hasbro
443 Shaker Road
$600,000 — New roof

HomeGoods
431 North Main St.
$73,000 — Renovation

GREENFIELD

Friendly’s Realty I, LLC
368 Federal St.
$3,000 — Repair and replace walls

Mary S. Lesenski
58 Newton St.
$4,000 — Replace roof

HOLYOKE

City of Holyoke Schools
165 Sargeant St.
$14,500 — Install temporary fence

Holyoke Mall Company, L.P.
50 Holyoke St.
$45,000 — Renovation of Bath & Body store

Nicholas Sierros
1735-1737 Northampton St.
$5,000 — Build three new rooms

LONGMEADOW

Longmeadow Mall
789 Williams St.
$14,000 — Divide store into two spaces

St. Mary’s Church
36 Hopkins Place
$853,000 — New parish center building

LUDLOW

Big Y
433 Center St.
$2,000 — Minor alterations

NORTHAMPTON

2-4-6 Graves Ave. Condo Association
2 Graves Ave.
$3,800 — Add structural posts from basement to attic

Center Street, LLC
21 Center St.
$17,500 — Remove and install new membrane roof

Demers Family Realty, LLC
206 King St.
$11,400 — Interior renovations

F.L. Roberts & Co. Inc.
138 North King St.
$7,500 — New facade

Paul E. Brown
1 Market St.
$74,000 — Interior renovation for café

Suman & Mitesh Patel
48 Old South St.
$2,500 — Replace roof

Valley Community Development Corporation
98 King St
$936,000 — Renovate 10 efficiency apartments and ground floor commercial space

SPRINGFIELD

Beacon Communities, LLC
401 North Branch Parkway
$3,000 — Renovations

DMH
2155 Main St.
$14,000 — Alteration to office spaces

WESTFIELD

Gary Pasquini
90 Servistar Industrial Way
$71,000 — New storage building

WEST SPRINGFIELD

Dick Hardy
1501 Elm St.
$5,000 — Renovate 562 square feet of lounge

Dr. Robert Matthews
232 Park St.
$12,000 — Renovate three exam rooms

Taco Bell
1 Glendale Way
$18,000 — Re-roof

DBA Certificates Departments

The following Business Certificates and Trade Names were issued or renewed during the month of October 2010.

AGAWAM

Dream Catchers Café
360 North Westfield St.
Kristin Wampler

Jondani
61 Oak Hill Ave.
Michael Murray

Lunatek LLC
34 Henry St.
Peter Nunnallee

Malone’s Farm & Garden Center
338 Silver St.
Ernest Malone

AMHERST

Clearwater Seafood & Grille
178 North Pleasant St.
Jason Brown

D.P. Dough
96 North Pleasant St.
William T. Rock

The Option Bookstore
Garman Dormitory
John W. Whitney

CHICOPEE

Mutt Cuts
63 1/2 Main St.
Lori Jerusik

The Living Wood
63 Woodbridge Road
Samantha Lavine

Walk-in-Technology
620 Grattan St.
John W. Cote

EASTHAMPTON

Fran’s Fine Editing
6 Cedarwood Ave.
Frances Fahey

Hair It Is
94 Union St.
Jeannie Thibodeau

Integrity Care Association Agency
2 Holyoke St.
Charles Ackerfi

Lynne’s Hair @ Salon O
163 Northampton St.
Lynn M. Dunn

Pepin Farm
491 East St.
Kenneth Pepin

Pierre J. Bechumeur Energy Consulting
11 Holyoke St.
Pierre J. Bechumeur

EAST LONGMEADOW

Alpha Waves DJ’s
84 Oak Brook Dr.
Dan Chrisis

Architecture Environment Life Inc.
264 North Main St.
Kevin Rothschild-Shea

Douglas White Electrical Services
245 Shaker Road
Mario Cardinal

Gebo’s Glass Creations
23 Hazelhurst Ave.
Brian Gebo

Happy Acres Farm
43 South Bend Lane
Ronald I Goldelein

Sleep Management Solutions, LLC
382 North Main St.
Thomas P. Gaffney Jr.

Splash Belle’s Creations
165 Mountainview Road
Mary Kossick

What’s Cooking, Kids?
41 Maple St.
Dorothy Fleishman

GREENFIELD

Celtic Heels
267 Main St.
Cara Leach

HADLEY

Hadley Dry Cleaners
206 Russell St.
Hyeryong Whang

River Valley Dental
63 East St.
Babak Gojgini

HOLYOKE

Ameerah
50 Holyoke St.
Tarek Farousi

Glamour
119 High St.
Efrain Martinez

Icky Sticky Goo Grueser Enterprises
50 Holyoke St.
William Grueser

International Laser Systems
362 Race St.
Edward Sordillo

Reyes Auto Sales
100 Main St.
Oscar Reyes

LONGMEADOW

Change in Action Inc.
PO Box 60222
Susan Choquette

Interior Inspirations
43 Benedict Terrace
Susan Green

Lisa’s Cottage Cleaning
84 Riverview Ave.
Lissa Stone

Longmeadow Stone & Restoration
115 Dover Road
James Nurse

Maid Tough Cleaning Services
1 Henry Road
Kalee Plasse

Technical-Support-for-Senior-Citizens.com
83 Hopkins Place
Thomas Johnson

NORTHAMPTON

Coffee & Heady
23 Hooker Ave.
Donald P. Coffee

The Green Cab Company
1 Roundhouse Plaza
Peter Pan Bus Lines, Inc.

PALMER

Alladin’s Services
9 Charles St.
Raymond Brodeur

C&C Services
8 Crest St.
Marie Skorupski

Maxim Archery
17 Salem St.
Shawn Doran

Voight Energy Saving Technologies LLC
365 River St.
John D. Voight

SOUTHWICK

Cupcake Consignments
272 South Longyard Road
Jodi Nylund

Moments in Time
43 Berkshire Road
Christine Caruso

SPRINGFIELD

Gus Coelho Auto Repair
390 Main St.
Augusto Coelho Jr.

Heavenly Grooming
1648 Carew St.
Norberto Crespo

Howell’s Reupholstering
75 Mulberry St.
Richard Anthony

ICC Inc.
313 1/2 Eastern Ave.
Daniel Tulloch

J Automotive
149 Rocus St.
Timothy A. Cooper

K.A.M. Technology
203 Ellsworth Ave.
Keith A. Millet

Larochelle Construction
79 Lancashire Road
Danny S. Larochelle

Lennox National Account
90 Carando Dr.
Joseph J. Gennari

Mason Square Insurance Co.
886 State St.
Chester-Chester Inc.

Max’s Catering
1000 West Columbus Ave.
Max’s Catering, LLC

Mindscape Technologies
63 California Ave.
Scott A. Dudas

NJ’s Commercial Appliance
1655 Main St.
Jose G. Barbosa

Page Convenience
500 Page Blvd.
Zahdor U. Haq

Pioneer Valley Legal Association
34 Sumner Ave.
Karen J. Murphy

Ruth Family Day Care
44 Lester St.
Ruthnie Alce

Seven Heaven Pest Control
64 Champlain St.
Wilfredo Gonzalez

T-Mobile
774 Boston Road
T-Mobile Northeast

Tax X-Press
921 Worthington St.
Jamal R. Pressley

The Tessier Law Firm
78 Maple St.
Denise R. Tessier

Tom James of Springfield
191 Chestnut St.
Walter Salyer

World Wide Communication
522 Main St.
Othoniel Rosario

WESTFIELD

Got Junk
51 Washington St.
Mark Gilmore

Mundale Farm
1714 Granville Road
William S. Florek

Paul Jandaczek
549 Russell Road
Paul Jandaczek

Pet Rescueville.com
22 Oakcrest Dr.
Barbara Lynch

Pignatare Farms
380 East Mountain Road
Maria J. Pignatare

Preferred Wood Flooring
15 Cranston St.
Chris J. Roit

Tangles
43 Union St.
Cinda Parnagian

The Grape Crusher
20 School St.
Rosanne Bonavita

WEST SPRINGFIELD

Beauty Gate Salon and Spa
1646 Riverdale St.
Konrad Chmiel

Caring Solutions LLC
680 Westfield St.
Patricia L. Baskin

Carter’s
935 Riverdale St.
Carter’s Retail Inc.

Cleanslate Centers LLC
82 Main St.
Total Wellness Centers LLC

Cutting Edge Pro Consulting
42 Chester St.
Stephen M. Sjostrom

D Berry Services
118 Pease Ave.
Donald Berry

Geraldine’s Lounge
1501 Elm St.
Ares Inc.

Jimmy Larochelle’s Finish Carpentry
164 Lower Beverly Hill
Jimmy Larochelle

Just Blaze Barber Shop
409 Main St.
Jose A. Gonzalez

Physician Care West
274 Westfield St.
Reda Ishak

Tatyana’s Hair Salon
1098 Memorial Ave.
Tatyana Yermakov

Departments Incorporations

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

AGAWAM

M & J Goncalves Inc., 1192 Suffield St., Agawam, MA 01001. Jose Goncalves, same. Construction services.

Simon’s On Walnut Inc., 46 Suffield St., Agawam, MA 01001. David Ladizki, same. Restaurant.

Vincent Transportation Co. Inc., 100 Royal Lane, Agawam, MA 01001. Frank Petrangelo, 350 North West St., Feeding Hills, MA 01030. Transportation services.

AMHERST

Moti 1 Inc., 25 North Pleasant St., Amherst, MA 01002. Mohtaram Bakhtiari, 221 Mass Ave., Boston, MA 02115. Bar and restaurant.

Northeast Conference on British Studies Inc., Office of Margaret Hunt, Dept of History, Amherst College, Amherst, MA 01002-5000.

Chris Waters, 66 Hall St., Williamstown, MA 01267. Non-profit corporation for educational, charitable and scientific purposes.

CHICOPEE

Platinum Choice Staffing Inc., 565 Lafleur Dr., Chicopee, MA 01013. Ronald Desroches, same. Staffing Agency.

The Art of Fine Lines Inc., 96 Chateugay St., Chicopee, MA 01020. Joyce Catherine Crabtree, same.

Trinity Home Care Inc., 41 Sheridan St., Chicopee, MA 01020-2723. Mary Jean Flahive Dickson, 145 Stonehill Road, East Longmeadow, MA 01028.
Home nursing care services.

DALTON

Neurology Care in the Berkshires, P.C., 27 Pinecrest Dr., Dalton, MA 01226. Marina Zaratskay-Fuchs M.D., same. Neurology medical care

LONGMEADOW

Longmeadow Education Association Inc., 410 Williams St., Longmeadow, MA 01106. Marcia Harr, 22 Ferrin Dr., Southwick, MA 01077. Organization established to improve the quality of education for all.

HADLEY

New Links, U.S. Inc., 100 Venture Way, Suite 15, Hadley, MA 01035. Neils Victor Christiansen, 38 Trillium Way, Amherst, MA 01002. Wholesale jewelry distributor.

Summit Peak Electric Inc., 39 Ridge Road, South Hadley, MA 01075. Bryon Grise, 120 Damon Road, Northampton, MA 01060. Electrical contractor.

HOLYOKE

Sabrosura Supermarket Inc., 439 High Street, Holyoke, MA 01040. Fernando Ramirez, same. Grocery retailer.

NORTHAMPTON

La Esperanza/The Hope of the Pioneer Valley Inc., 237 South St., Northampton, MA 01060. Aida Ruiz-Batiste, 63 Peer St., Springfield, MA 01109.

PITTSFIELD

Pittsfield Kiwanis Club Inc., 383 North St., Pittsfield, MA 01201. Cathy Finkle, 674 Giberson Road South, Sheffield, MA 01257. Non-profit.

Red Knights Drum & Bugle Corps. Inc., 18 Ensign Ave., Pittsfield, MA 01104. Paul Christopher, same. Civic and educational organization designed to provide music education, to advance the underprivileged and to combat community deterioration and juvenile delinquency.

Silverbac Group Inc., 816 North St., Pittsfield, MA 01201. Jie Whiteside, same. Organization established to promote child safety awareness and abduction-prevention.

Yokun Seat Inc., 575 Swamp Road Pittsfield, MA 01201. Richard Bartlett, 8 Yokun Road, Richmond, MA 01254. Apple orchard farm.

RUSSELL

Universal Welding & Mechanical Contractors Inc., 20 Blandford Stage Road, Russell, MA 01071. Matthew Montague, 42 Garfield St., Greenfield, MA 01301. Welding and mechanical contractor.

SOUTH HADLEY

Newton Street Dental, PC., 488 Newton St., Unit 11/12, South Hadley, MA 01075. Douglas Leigh, same. Dental practice.

Pacheco Pizzeria Inc., 2080 Memorial Ave., South Hadley MA 01075. Walter Pacheco, 54 Pondview circle, Belchertown, MA 01007. Pizza restaurant.

Valuemetrics Business Advisors Inc., 9 Spring Meadows, South Hadley, MA 01075. Karl Schuhlen, same. Business consultation services.

SOUTHAMPTON

Western Mass. Public Health Association Inc., 146 Valley Road, Southampton, MA 01073. Barry Searles, 73 Russellville Road, Southampton, MA 01073. Organization designed to provide service to boards of health and related agencies.

SOUTHWICK

Paxis Home Renovations Inc., 151 Granville Road, Southwick, MA 02210. Jose Rivera, same. Hone improvement contractor.

SPRINGFIELD

P.J. R. Enterprises Inc., 10 Chestnut St., Apt. #602, Springfield, MA 01103. Pablo Rios, same.

Real Estate Options Inc., 824 Liberty St., Springfield, MA 01104. Anthony Primo Facchini, 519 Prospect St., Springfield, MA 01104. To engage, establish, construct, purchase, and lease real estate property.

Santana Xpress Inc., 81 Ranney St., Springfield, MA 01108. Wilking Mateo, same. Door-to-door Passenger transportation from Massachusetts to New York.

Sterling Architectural Millwork Inc., 55 Avocado St., Springfield, MA 01104. Fotis Gazis, 120 Pond Circle, Somers CT, 06071. Woodwork.

Straight Line Painting Inc., 128 Saffron Circle, Springfield, MA 01129. Mark Howie, same. Commercial and residential painting services.

T.R.Z. Management Inc., 181 Chestnut St., Springfield, MA 01103. Anthony Zalowski, 14 Madison St., Chicopee, MA 01020. Business-management services.

United Auto Sales Inc, 874 Berkshire Ave, Springfield, MA 01151. Joseph Nigro, 21 Grove St., Southwick, MA 01077. Retail auto sales

WESTFIELD

Smart Restaurant Inc., 487 East Main St., Westfield, MA 01085. Michelle Moon, 148 Anvil St., Feeding Hills, MA 01030. Full-service restaurant

Time Savers Laundry Service Inc., 65 Franklin St., Westfield, MA 01085. Eric Meyers, 33 Hawks circle, Westfield, MA 01085. Coin-operated laundromat.

WEST SPRINGFIELD

NSF Laundromat Inc., 49 Appaloosa Lane, West Springfield, MA 01089. Farrah Hena Ahsan, same. Laundromat services.

Company Notebook Departments

Springfield College President Announces Retirement
SPRINGFIELD — Richard B. Flynn, Springfield College’s 12th president, recently announced plans to retire on Aug. 31, 2011. Flynn has served as president since March 1999. He is credited with developing and implementing a strategic plan for the college which led to transforming the campus through new construction and renovations, increasing enrollment, ensuring financial stability, enhancing academic programming, revitalizing the college’s longstanding partnership with the YMCA, expanding recreational programming, strengthening community and international relationships, and leading the most successful fund-raising campaign in the college’s 125-year history. Flynn called his decision to retire “one of the toughest decisions of my professional life.” He added that he is “deeply grateful” to the students, faculty, staff, members of the leadership team, alumni, trustees, and others who have shared their support, commitment, and dedication to the college over the years. A search firm will be selected soon to replace Flynn, and a presidential search committee will be formed, including representation from the board of trustees, faculty, staff, alumni, and student body. A new president is expected to be identified in the spring of 2011 and to take office at the opening of the 2011 fall semester, according to Sally Griggs, chair of the college’s board of trustees.

Westfield State Expansion Plans Revealed
WESTFIELD — As part of Westfield State University’s 2010 Homecoming Weekend Oktoberfest activities, the dedication of its newest academic space, the Banacos Academic Center, was staged on Oct. 23. The center honors the memory of Westfield State alum Jimmy Banacos, who was an education major and a well-liked, athletically involved student who suffered an injury on the lacrosse field that left him paralyzed from the neck down in 1970. He continued to be active in the college community after his accident and is known for his efforts connecting alumni to the university. In 1982, Banacos was awarded the college’s first honorary bachelor of arts degree. He passed away in 2005. Banacos’ family members and friends are expected to be in attendance for the dedication. The event is open to the community, as are all related Homecoming activities. The center is the home to three academic resource programs, including Westfield State’s Tutoring Center, Disability Services, and the Learning Disabilities Program. In addition to the center opening, college officials also recently announced plans to invest close to $100 million in growth to facilities and services on campus. Growth areas targeted include additional parking, an addition to the dining hall, a new residence hall, and a new classroom building. Trustees will meet in December to discuss the project in more depth. College officials will also present the recommended expansion plans to the Greater Westfield community at a neighborhood meeting as well as with the City Council in the coming weeks.

Firm Establishes Scholarship Fund
SPRINGFIELD — The law firm of Robinson Donovan, P.C. recently made a leadership gift to Massachusetts Continuing Legal Education Inc. (MCLE) in memory of a friend, former partner, and colleague, according to Jeffrey L. McCormick, managing partner of Robinson Donovan. MCLE has established the John C. Sikorski Scholarship Fund in memory of John C. Sikorski, who served Robinson Donovan for 25 years. Sikorski was a senior partner who specialized in labor and employment law. Scholarships from this fund will benefit legal services staff attorneys, private practitioners who accept pro bono cases, and other lawyers who, without financial assistance, would not be able to attend MCLE programs, including those in the areas of labor and employment law and trial advocacy. For more information about MCLE’s scholarships, visit www.mcle.org.

STCC Opens Center
for Veterans and
Service Members
SPRINGFIELD — A new lounge area was recently dedicated at Springfield Technical Community College (STCC) for the approximately 250 students who are veterans or service members. The center is furnished with computers and comfortable furniture for studying or relaxing. The furnishings were donated by area businesses, particularly Balise Motor Sales, Hampden Bank, and NewAlliance Bank, as well as faculty and staff. Also available for veterans’ use is an administrative office with additional computers and adaptive technology for use by the visually impaired or hearing-impaired. A counselor is also available to talk with veterans.

Firm Sells Portion of
Wealth-management Arm
FARMINGTON, CT — Kostin, Ruffkess and Co., LLC recently announced the sale of a portion of its wealth-management business to a group of former employees of KR Wealth Management, LLC. KR Wealth Management, LLC is wholly owned by the partners of Kostin, Ruffkess and Co., LLC. Kostin, Ruffkess continues to operate KR Wealth Management, serving high-net-worth individuals, families, and businesses. KR Wealth Management clients will continue to receive the personal attention they are accustomed to and benefit from the CPA-financial advisor team relationship, which is unique to the marketplace, according to Richard Kretz, managing partner of Kostin, Ruffkess & Co.

MassMutual to Be
Honored by BBA
SPRINGFIELD — Highlighting its ongoing commitment to a diverse and inclusive legal profession, the Boston Bar Assoc. (BBA) will honor the Massachusetts Mutual Life Insurance Co. (MassMutual) with the BBA’s first Beacon Award on Nov. 9 in Boston. The Beacon Award was established to recognize organizations or individuals who have had an exceptional impact in advancing diversity and inclusion in one or more of these areas: legal scholarship, recruitment and retention practices, pro bono representation, community service, legal advocacy, and legislative advocacy. The award recipient must either be located in Massachusetts or have had a significant impact in Massachusetts and/or the Greater Boston community. When the award was established several months ago, an overriding goal was to identify models of excellence to inspire continued innovative programs and initiatives. The award reception is free to members of the legal community.

Berkshire Hills Plans Acquisition
PITTSFIELD — Berkshire Hills Bancorp. Inc. recently announced plans to acquire Rome Bancorp Inc. for approximately $74 million in cash and stock. Rome has five branches and, as of June 30, about $330 million in assets. Berkshire has 46 locations in Massachusetts, Vermont, and New York, and continues to grow its business in the Utica and Syracuse markets, which have a combined population of about 1 million. Acquisition terms include 70% of the stock to be exchanged for Berkshire shares at a rate of 0.5658 share for each Rome share. The other 30% will be bought for $11.25 each.

Normandeau Communications
Moves to New Location
WEST SPRINGFIELD — Normandeau Communications, a telecommunications-solutions provider, has relocated from Florence to larger quarters at 2097 Riverdale St. in West Springfield. Principals Brett Normandeau and Kim Durand said the move was made to give the company needed room to grow and to enable it to better serve customers across Western Mass. and Northern Conn. The company also announced that it will be adding a Technology Training & Demonstration Center to provide informative seminars on ever-evolving telecommunications technology and how to apply it to help businesses operate more efficiently. The company’s phone number, (413) 584-3131, remains the same.

Agenda Departments

NEPM Product Showcase
Oct. 26: NEPM (New England Promotional Marketing) will stage its annual Promotional Product Showcase at Ludlow Country Club. The event will feature products from a number of vendors suitable for holiday gifts, trade-show handouts, or ideas for marketing plans. RSVP is required. For more information or to reserve a seat, call (413) 596-4800.

Developers Conference
Oct. 27: The Naismith Memorial Basketball Hall of Fame in Springfield will be the setting for the 2010 Springfield Developers Conference, sponsored by the City of Springfield. The conference theme is “Innovate, Grow, Create … Make It Happen,” and will feature opportunities for incorporating new technologies and innovative practices in the building, energy, and information-technology industries to improve one’s business. Exhibitor opportunities are still available. For more information, contact Samalid Hogan at (413) 787-6020.

Get on Board!
Oct. 28: OnBoard, a Springfield-based nonprofit, hopes to connect local organizations with individuals looking to increase their involvement in the community, from 5 to 8 p.m. at the Naismith Memorial Basketball Hall of Fame. The event will take place at Center Court, where attendees will meet with as many as eight or more organizations. The meetings will be orchestrated using the ‘speed-dating’ format, with individuals spending a few minutes with an organization of their choice, then, on the sound of the basketball buzzer, moving on to the next. Representatives from each organization will discuss their history, mission, goals, and what it is they are looking for in board members. Interested individuals will have the chance to explain what skills and interests they have to make a potential match. The event is free and open to the public. For more information, call Elizabeth Taras at (413) 687-3144, Brittany Castonguay at (413) 737-1131, or visit www.diversityonboard.org.

EANE Conference
Nov. 4: The Employers Assoc. of the NorthEast will host its annual Employment Law and HR Practices Update Conference from 8:30 a.m. to 4 p.m. at the Publick House in Sturbridge. The conference will be led by professionals in the areas of labor law, safety, employee relations, and unemployment. Conference highlights include up-to-date state and federal employment laws, recent court decisions, agency interpretations and prospective changes, as well as new compensation, safety, and employee-relations practices. For more details, call Karen Cronenberger at (877) 662-6444 or e-mail [email protected].
United in Hope
Nov. 14: New York Times bestselling and two-time Oprah Book Choice author Wally Lamb, will visit Springfield for the second annual United in Hope. He will raise awareness for how reading and writing build voice, and how sharing that voice creates hope for individuals and communities. Lamb will be joined by speakers, performers, and participating organizations and programs that focus on literacy and expression and community engagement. “United in Hope spotlights and models the dedicated efforts of many working together to conquer some of the urban challenges our city faces,” said Springfield Mayor Domenic Sarno. United in Hope will take place from 2 to 4 p.m. at the High School of Commerce at 415 State St. in Springfield. The event will be held in the Auditorium and is sponsored by Hasbro Inc. Immediately following the event, from 4 to 5 p.m., there will be opportunity to meet Lamb, purchase books, and browse community-resource tables. The event is free and open to the public.  For more information, contact Gianna Allentuck at (703) 930-0243 or [email protected].

Advanced Manufacturing Competition & Conference
Nov. 16: The first highly concentrated, cluster-centric, regional manufacturing conference of its kind will be held at the MassMutual Center in Springfield. The event, called the Advanced Manufacturing and Innovation Competition & Conference (AMICCON), is being staged in response to growing recognition among area manufacturers and supply chain members that there is an urgent need to find and meet one another. “AMICCON was formed to identify who’s here in manufacturing, expose them to OEMs (original equipment manufacturers) and procurement, and to make these introductions,” said co-founder Ellen Bemben. “The ultimate goal is to be the advanced manufacturing region in the U.S., where exotic manufacturing, such as micro, nano, and precision, meet higher specifications and tighter tolerances, and short runs are the norm.” Industry sectors to be represented at the event will include plastics and advanced materials, precision machining, paper and packaging, electronics, ‘green’/clean technology, and medical devices. Business opportunities in defense and aerospace will also be highlighted at the event. OEMs and their supply chains are being invited personally to participate. The Mass. Export Center has already produced two programs for AMICCON: an Export Experts Panel, and a seminar, “International Traffic in Arms Regulations for Defense and Aerospace Export.” For more information, visit www.amiccon.com.

Court Dockets Departments

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

FRANKLIN
SUPERIOR COURT
Joan Barry v. Franklin County Home Care Corp., Ari Fleet, Cambridge Integrated Services Group Inc., and American Home Insurance
Allegation: Negligence in the operation of a motor vehicle: $5,660,009.55
Filed: 8/24/10

HAMPDEN
SUPERIOR COURT
Barbara Mackenzie-Rodgers and Robert Rodgers v. Pioneer Spine & Sports Physicians and Michael J. Woods, D.O.
Allegation: Six-year delay in treatment of severe hip fracture leading to permanent disability: $115,508.24
Filed: 8/5/10

Dayna Scott v. Commerce Insurance Co.
Allegation: Breach of contract: $107,500
Filed: 8/20/10

Jeffrey Bradley v. The Golf Group Inc.
Allegation: Non-payment of wages and overtime pay: $95,000
Filed: 8/20/10

Liam & Kate Reynolds, as administrators of the estate of Liam Reynolds v. Blue Fusion Bar & Grille, Tony M. Miller, Edward Taylor Newton III, and April B. Griffin
Allegation: Incident occurred inside the Blue Fusion in which Conor W. Reynolds, a 17-year-old male, was stabbed and died as a result of his injuries: $5 million
Filed: 8/11/10

Maria G. Luis v. The Seajay Group, LLC
Allegation: Cost of cleanup for previous oil contamination in home: $100,000
Filed: 8/18/10

People’s United Bank v. La Cucina de Pinocchio Inc.
Allegation: Non-payment on promissory notes: $673,140.77
Filed: 8/11/10

Phoenix Development Inc. v. Mass. Property Insurance Underwriting Associates
Allegation: Breach of insurance contract: $96,552.41
Filed: 8/11/10

T.D. Bank N.A. v. Neivar Enterprises, Thomas D. Lesperance, and Carol Balakier
Allegation: Non-payment of promissory note: $491,255.97
Filed: 8/17/10

Wall Construction Co. v. City of Chicopee and Chicopee Housing Authority
Allegation: Breach of construction contract: $10,944.09
Filed: 8/23/10

NORTHAMPTON
DISTRICT COURT
Leo Laporte Jr. v. Mill Valley Golf Links
Allegation: Injuries sustained by plaintiff after losing control of a Segway provided by plaintiff: $336,713.97
Filed: 8/19/10

PALMER
DISTRICT COURT
The Bell/Simons Company v. Al’s Heating & Cooling Inc.
Allegation: Non-payment of goods sold and delivered: $7,791.87
Filed: 9/6/10

SPRINGFIELD DISTRICT COURT
Bank of Boston, N.A. v. A&T Construction Inc. and John C. Auger
Allegation: Non-payment on a small-business term loan and a line of credit: $72,277.61
Filed: 8/11/10

The McGraw-Hill Companies, LLC v. Leadership Prep Academy for Young Men Inc.
Allegation: Non-payment of goods sold and delivered: $5,885.77
Filed: 8/11/10

Western Mass. Electric v. Canta Napoli Pizzeria Inc.
Allegation: Non-payment of utility services: $5,832.99
Filed: 8/9/10

O.K. Bakery Supply Co. Inc. v. Abrantes Bakery & Pastry Shop
Allegation: Non-payment of goods sold and delivered: $7,428.53

O.K. Bakery Supply Co. Inc. v. Elm Farm Bakery
Allegation: Non-payment of goods sold and delivered: $7,316.27
Filed: 8/17/10

O.K. Bakery Supply Co. Inc. v. Gourmet Donuts II
Allegation: Non-payment of goods sold and delivered: $6,210
Filed: 8/17/10

O.K. Bakery Supply Co. Inc. v. Royal Bakery
Allegation: Non-payment of goods sold and delivered: $2,242.65
Filed: 8/17/10