Home Articles posted by BusinessWest Staff (Page 470)
Departments

Lessons in Teamwork

Michelle Abdow, left, and Janet Casey, principals with Market Mentors LLC, a full-service marketing firm based in West Springfield, take time out to pose with Red Sox players Kevin Cash, left, and Tim Wakefield while shooting a TV commercial in Boston for one of their clients, St. Germain Investments. Market Mentors is the exclusive booking agent for Cash and has access to athletes in a variety of professional sports organizations.  


Down to a Science

Below, Shavonna Johnson, Kayla Johnson, and Amelia Gonzales send the robots they built and programmed into a maze, as part of a week-long Robotics Camp at Springfield Technical Community College. The camp introduced middle-school children to education for high-paying careers in engineering technologies. At right, Danielle Miles, Tyeisha Prophet, and Tyles Graves set up a robot display to greet guests at the camp’s open house. The free camp program at STCC was funded by the Regional Employment Board of Hampden County.


Code Green

Kurt Rockstroh, president and CEO of Steffian Bradley Architects, recently addressed Baystate Medical Center employees and media members on the various ways in which Baystate’s $259 million “Hospital of the Future” project will use environmentally friendly techniques in both construction and operation. The expansion project will incorporate, among other things, a ‘green roof’ park-like area accessible to patients and employees; energy-efficient systems for lighting, heating, and cooling the facility; and large-scale recycling of materials from the Porter-Harris building, which will be demolished to make way for the expansion.


Concerted Effort

STCU Credit Union, in partnership with STCC and the Springfield Armory National Historic Site, staged a series of four free concerts this summer on the STCC Green. Each concert was sponsored by a different area radio station. The first concert, seen here, featured a local group, the Dan Kane Singers.

Opinion
Clearing the Path to a Greener Future

The relentless surge in energy prices and growing concerns about global warming are motivating many of us to change the way we use energy. Compared with the same period a year earlier, Americans drove 22 billion fewer miles from last November through April. Demand for smaller, more fuel-efficient cars exceeds supply, as do seats on the MBTA at rush hour. Home-improvement stores struggle to meet demand for insulation and compact fluorescent lighting.

Consumers are not the only ones changing their behavior. Recently, Gov. Deval Patrick, Senate President Therese Murray, and House Speaker Salvatore DiMasi led the effort to enact a comprehensive energy reform bill. The Green Communities Act is a critical step for Massachusetts. It has the potential to increase our energy efficiency, expand our use of renewable fuels, and stimulate the development of new energy technologies.

This is especially important in Massa-chusetts, where we mainly use carbon-intensive fossil fuels, imported from far away and bought at premium prices. For this state, and many others like it, increasing efficiency and developing clean, indigenous, and sustainable fuels are the essential elements of a sound, long-term energy policy. The Green Communities Act is built on those essentials and gives Massachusetts the opportunity to lead the nation to a greener, and more affordable, energy era.

The law uses both carrots and sticks to dramatically transform our energy infrastructure. It calls for the state to meet at least 25% of electricity demand through improved efficiency and another 20% through the use of renewable energy by the year 2020. It also seeks to reduce the use of fossil fuels in buildings by at least 10% and reduce total energy consumption by at least 10% in that same time frame. Among its many provisions, utilities are required to invest in efficiency before purchasing new supplies of electricity and are encouraged to own and operate solar generators. Power suppliers are encouraged to use combined heat and power systems, coal gasification, and even flywheel energy storage devices.

While the new law is a major achievement, daunting challenges remain. Patrick and state regulatory agencies will have to decide just how much additional energy efficiency and renewable energy the state can afford. Investments in these programs are likely to reduce supply costs in future years, but increase total spending in the near term, at the very moment consumers are paying some of the highest prices in decades. The agencies will have to solve that age-old dilemma: how much to spend now to save later.

Whatever balance is struck by the agencies, Patrick can be expected to feel the heat from both disappointed reformers and overburdened consumers as he works to implement progressive, but responsible, reforms. Likewise, the Legislature must confront a serious practical constraint on fulfillment of the law’s promise: the limited availability of skilled workers needed to rapidly expand our clean-energy output.

Recognizing this, DiMasi, with support from Patrick and Murray, has filed a Green Jobs Act that proposes to reallocate more than $50 million of existing funds over five years to provide specialized clean-energy workforce-training programs.

The consequences of the energy-reform measure will not be known for some time. And the debates over emerging new regulatory requirements and the funding of workforce-development programs will undoubtedly be intense. But with continued leadership from Patrick and the Legislature, these near-term challenges can be solved and unleash tremendous long-term opportunities. There is little doubt that our current direction is the right one. We should not let squabbles over exactly how we get there deflect us from our vital goal: a greener — and more affordable — energy future.-

David L. O’Connor is senior vice president for energy and clean technology at ML Strategies and previously served as state commissioner of energy resources. Thomas R. Burton III is an attorney and chairman of the Energy and Clean Tech Practice Group at Mintz, Levin, Cohn, Ferris, Glovsky and Popeo, P.C.

Opinion

Springfield, which had been doing somewhat better in the public-relations department of late, suffered a potentially significant setback recently, when it landed on one of those lists that no city wants to be on.

In this case, it was a compilation from Forbes.com of the nation’s “fastest-dying cities.” Springfield is right there, along with Buffalo, N.Y., Charleston, W.V., Scranton, Pa., Detroit and Flint, Mich., and no less than four cities from Ohio — Canton, Cleveland, Dayton, and Youngstown. More than 150 cities were supposedly considered for this ‘honor,’ and these are the ones that have “struggled the worst of any areas in the nation in the 21st century, and they face even bleaker futures,” including to the author.

In its quick summation of why Springfield is on the list, Forbes.com writes, “the Western Mass. home to Massachusetts Mutual Life Insurance and Smith & Wesson has suffered for a long time as the Northeast becomes less and less a destination for manufacturing.” It goes on to note that the city has partnered with Hartford in an effort to stave off further decline.

There were a number of factors that went into gaining designation as one of the fastest-dying cities, including high unemployment, population loss, comparatively modest GDP, and others. List such as this one are subjective, arbitrary, completely unscientific, and somewhat sensational, but that doesn’t stop publications from Forbes from doing them.

And now that Springfield’s on the list, it will be interesting to see and hear how it handles this and what the fallout might be.

Indeed, while the knee-jerk reaction is to discount this list and Springfield’s placement on it, or argue with its basic premise — and that’s what area leaders and some media outlets have done since it came out — those closely involved with crafting Springfield’s future shouldn’t dismiss the main point.

And that is that most all the cities on this list are once-thriving manufacturing centers — most located in what is still known as the Rust Belt — that have struggled, in some cases mightily, to build post-industrial economies. Springfield is still hard at work with this assignment, with limited progress to date.

The city’s defenders say there are some positive things happening here — and there are. But a new federal courthouse, Liberty Mutual’s arrival (300 or so jobs), a few new hotels, some progress on the riverfront, and even Baystate Health’s $250 million expansion in the form of the ‘hospital of the future’ do not constitute ‘re-invention,’ and that’s what has to happen if Springfield is to truly get off the deathbed Forbes.com says it’s on.

Reinvention will come through the development of new sources of good, high-paying jobs (tourism and distribution positions don’t qualify) to replace those lost due to the decline in manufacturing. There is some progress on this front — in areas such as biotechnology, renewable energy, and ‘green’ business development — but still a very long way to go.

Meanwhile, true reinvention won’t come until Springfield can do something substantial to lower an appalling 50% dropout rate in its high schools, a statistic that speaks volumes about why, with an unemployment rate at or slightly above the national average, many area companies in this region simply can’t find qualified individuals to fill vacancies.

Does Springfield belong on the fastest-dying cities list? One could debate this question forever, and since this was a subjective exercise and we don’t really know enough about the other 149 cities evaluated, there seems little point in doing so — and that exercise only adds validity to the list.

A series of mayors from Flint have argued long and loudly that their community does not belong on ‘worst places to live’ or ‘fastest-dying cities’ lists, and it hasn’t done much, if anything, to benefit that community. One year, people there burned copies of the magazine that compiled the ‘worst places to live’ list, as if that would make the problem go away.

Springfield is on the ‘fastest-dying’ list, and thus the assignment is to get off it. No one likes to hear that their city is dying, but perhaps, in this case, inclusion might just spark an even more vigorous effort to complete that reinvention process.

It was Mark Twain who said, “the rumors of my death have been greatly exaggerated.” Springfield can’t just say the same; it has to prove it.-

Features
Whom Do You Pay First When Cash Gets Tight ?

This region and its business community are facing some frightening times. Energy prices are at record highs, which not only affect what we pay at the pump, but push up prices on most goods, as transportation and other costs increase. Furthermore, consumers are unwilling or unable to spend as they have in the past due to these perceived price increases.

As a result, many businesses are experiencing cash-flow problems that they have not experienced for many years and are struggling with how to keep current. Here is some practical advice on how to maneuver through these challenging times.

When the inevitable cash crunch hits, are you prepared for it, and what will you do?

The first thing that needs to be dealt with in order to prevent a crisis is a complete review of your company’s budget to determine any areas where there may be some fat or other reasons to curtail expenses. This is a difficult decision because certain expenses that appear discretionary, such as promotional and advertising costs, may be quite essential to keeping a business going in order to get to a turnaround.

A more difficult decision involves personnel costs. These are usually the highest expenses in a business, exclusive of inventory. Cutting back on personnel sends a message to the community — and, more importantly, to your employees — that things are not going well. This could have a deleterious effect on your organization. Therefore, it is important at some point to communicate, with at least the key employees, as to what the situation is with your business and to elicit their help and support during difficult times.

Once you are satisfied that the budget is in proper form and reasonable, how do you ride out the storm?

In almost every business, a substantial amount of the expenses are compensation-related items such as health care and payroll taxes. Certainly the payroll and related costs must be paid in a timely manner in order to maintain the normal business operation. Taxes, including payroll taxes, sales taxes, and others, are not necessarily due on a weekly basis, and if these payments slip, the usual business operations can appear unaffected for a relatively indefinite period of time. For this reason, there is a great temptation on the part of many business owners to use these funds for temporary working capital.

This is probably one of the worst mistakes you can make. Not only do these overdue taxes result in exorbitant interest charges and penalties, but in the event of a disastrous result, such as liquidation of your business, they do not enjoy a priority over that of secured creditors, and if they remain unpaid, they become the personal obligation of the principals of the business.

In most cases they can never be discharged, even in individual bankruptcies. Therefore, it is not in your best interest to use these funds as working capital. You should assiduously make these payments so they do not come back to bite you. Do not give in to the temptation to delay on these items.

Other substantial costs are likely to be loan payments to secured creditors. Typically, secured creditors are banks, and they are secured by liens on substantially all the assets of your business. In virtually every case, they are also guaranteed by the principals, and it is entirely likely that they will have liens on your other assets that are outside of the company’s operations, such as homes and bank accounts. These secured creditors have a priority lien on the assets that secure their loans, and as a result have the right to seize and foreclose upon your assets if defaults occur. Obviously no business can survive without its major assets, so these debts need to be handled with great care if not paid.

Many times, secured loan terms can be re-negotiated and modified by agreements with the secured creditors in advance. Such renegotiated terms can be beneficial to both parties. Hopefully, terms can be arrived at that will allow you to reduce your monthly payments, while at the same time providing the secured party greater confidence that the newly negotiated payments can be made.

These negotiations can also be beneficial to lenders in that they can provide information about your business and its future, as well as instill greater confidence that the reduced payments can not only be met, but will give your business the relief that it needs in order to avoid further defaults.

Any further defaults are likely to lead to perhaps a liquidation, foreclosure on assets at fire-sale prices, and not only the loss of your business but substantial losses to the lender, as a result of a forced liquidation sale remedy. The secured creditors, if given the appropriate information, may be willing to work with you to help you through difficult times in the hopes that your business can prosper. This will potentially increase its recovery either by refinancing with other lenders or by maximizing results by an orderly liquidation if things do not pan out as planned.

This is certainly a much better approach and less stressful for all parties as opposed to allowing these loans to go into delinquency due to non-payment. Most secured creditors are willing to work with their borrowers through troubled times as long as they are fully aware of the circumstances and do not feel that they are being further endangered. Therefore, it is best to talk early and often with these lenders in order to receive their help, support, and patience.

Obviously these discussions should be held only after substantial preparation with your financial advisor and attorney, and all parties should be present at any meetings with lenders.

Potential Short-term Cash Relief

Generally this leaves a third group: unsecured trade creditors. These creditors, some of whom are likely your friends and associates, are really at the bottom of the food chain in the event of a foreclosure or other liquidation. They are usually suppliers of goods or services on open accounts, and their rights are generally subject to the secured creditor’s claims and the priority tax and wage claims. They have little or no leverage except to cease to deliver goods and/or take legal action.

This is the group that can most likely be worked with in order to obtain some limited relief. Since these creditors stand to lose the most by both their inability to collect the outstanding debt and the potential loss of what may be a good customer, it is likely that they will agree to a limited moratorium on payments as long as they are not prejudiced any further.

They should insist upon and be offered at least payment for any new goods or services delivered from this time on so that they do not lose any further ground. Most likely, a liquidation by secured creditors will leave them high and dry, so there are real incentives for them to provide some relief as long as they are being fairly treated. Hopefully, a relatively short time period for a moratorium on payments will provide the time to scale down costs, increase sales, and take whatever other steps are necessary in order to bring the cash flow back in line.

The best time to deal with these issues is early, before any crisis appears. In this way, companies are most likely to be able to negotiate terms that are helpful without creating a history of broken promises and a breakdown of relationships. The goal is to ultimately reach a commitment that leads to a turnaround of the business.

It is highly likely that a company that would otherwise be a candidate for a reorganization proceeding such as a Chapter 11 bankruptcy can avoid that if these issues are recognized early. The alternatives, although possible, are costly and stressful.

In summary, it is key to recognize the problem early, create a plausible solution, and discuss it openly with the various creditor groups. This planning will enhance the likely survival and future prosperity of any business that is properly planned and operated.

Paul R. Salvage, Esq. is senior partner and co-chair of Bacon Wilson’s Business Reorganization and Insolvency department. His law practice deals with sophisticated workout and bankruptcy matters, representing both creditors and individuals or companies facing financial difficulties. His additional specialties include creditor’s rights, business law, and real estate; (413) 781-0560;[email protected]

Sections Supplements
The Effect of E-mail Communication on Attorney-client Privilege

There is no doubt that we are all more technologically advanced than ever. What used to be just a cell phone is now our phone, a camera, and it plays music. We are able to communicate with each other electronically 24 hours a day, and some of us have created relationships with others whom we have never met, having only communicated through E-mail, chat rooms, or social-networking sites such as MySpace, Facebook, or LinkedIn.

What we don’t consider is how these advanced means of communication may be creating a trail that we do not want to be followed.

Attorneys are always mindful of the attorney-client privilege. A prudent practitioner will take tremendous steps to see that communications between their client and themselves do not fall outside of that privilege. We instruct our clients as to the importance of the privilege and to take steps to insure that no one is privy to the communications so that the privilege may be lost.

What some may not realize, though, is that they may be losing this privilege via the use of E-mail or other forms of electronic communication. A question arises: when a client communicates with his attorney via E-mail, is this communication still protected by attorney-client privilege?

This issue that has yet to be addressed by the Appeals Court or the Supreme Judicial Court in the Commonwealth of Massachusetts, but it has begun to be addressed by courts in other jurisdictions. Notably, courts in the state of Tennessee in the case of Hazard v. Hazard stated that when one of the parties sent a letter to their attorney through the family computer, this communication was not protected by the attorney-client privilege. The court in the Hazard case reasoned that, because others had access to the computer, it was as if the husband was talking to his attorney with his wife in the room.

In addition to the ruling in the Hazard case, other jurisdictions have held that there is no expectation of privacy on the family computer even if you are able to ‘password protect’ your communications. The consensus of other jurisdictions on this issue is that if others have access to the computer, anything that you do on this computer is fair game.

This is not the first time that courts have determined that communications one might think are privileged are actually not safe from disclosure in the future. The issue arose previously when dealing with E-mail communications between a husband and wife.

In Massachusetts, there is a doctrine known as spousal disqualification. This represents the proposition that communications between a husband and wife are private and cannot be disclosed to others by either spouse. (Note: There are exceptions to this rule that are not detailed here because they are not relevant to this discussion.)

Courts in Massachusetts have held that this disqualification does not pertain to E-mails that are exchanged between the parties. The courts have reasoned that once the communication is put into writing, it is no longer to be considered subject to the disqualification. This may be somewhat disheartening to those who consistently use E-mail as a substitute for verbal communication and may now be faced with the prospect of being confronted with statements that would not otherwise be admissible, but now are because they have been reduced to writing.

How can you prevent losing the privilege as it relates to either attorney-client or spousal communications? Here are some simple tips:

  • If you must send something electronically, use a computer that cannot be accessed by anyone else. Don’t use the family computer, and don’t use your work computer. If the computer used is yours alone, you can expect whatever is sent from it to be private.
  • Think before you write. Resist the temptation to send your spouse a scathing E-mail message or to engage in any other inappropriate language. A simple rule to follow is to assume that whatever you send may be read by someone else, such as a judge.
  • Don’t communicate electronically when you can do it verbally. We all fall victim to the ease of E-mail, but as noted above, this can create a trail that you might otherwise wish did not exist.
  • Technology has made all of our lives more convenient in many ways, and it has allowed us to communicate in ways some may never have thought possible. But as we have seen, it can create pitfalls that we all may want to avoid.

    Michael J. Grilli is an associate with the Springfield-based law firm of Bacon Wilson, P.C. His areas of expertise include divorce/family law, personal bankruptcy, and residential real estate; (413) 781-0560;[email protected]

    Sections Supplements
    A Gift to Northampton 80 Years Ago Continues to Hone Its Presence
    The Pines Theater, one of Look Park’s many attractions, has become a popular site for outdoor concerts.

    The Pines Theater, one of Look Park’s many attractions, has become a popular site for outdoor concerts.

    There’s a portrait of Fannie Burr Look hanging in the Look Park Garden House that seems to cast a watchful eye on the sprawling property.

    Are the flower gardens pruned? Are there people enjoying the pedal boats in the pond? Did the steam train go by already, sounding its whistle? If portraits could talk, it’s likely that Fannie Burr Look’s would have plenty to say.

    In 1928, she became the impetus behind creating what is now one of the region’s largest and most diverse parks in the name of her late husband, Frank Newhall Look, a prominent businessman in the late 1800s and early 1900s, by gifting a 157-acre parcel of land to the city of Northampton (the park is in Florence).

    Even today, signs of her influence remain, and help to move plans at Look Park forward.

    Though city-owned, taxes are not used to finance any aspect of Look Park’s operation; it functions as a self-sustaining attraction governed by a six-person volunteer board of trustees. Ray Ellerbrook, Look Park’s executive director, said this was a stipulation that Fannie Burr Look set out for the park before its inception.

    “Mrs. Look wanted no connection with the city,” he explained. “Making the mayor of Northampton a member ex-officio on the board of trustees was as far as she would go, and that’s the way it still is today.”

    While that separation may have stemmed from a distrust of government on Look’s part, Ellerbrook said it has made for a self-contained business model at the park that has long allowed its staff to tap varied funding sources and make incremental improvements. Look provided the land, development funds, and a trust fund for ongoing maintenance, and today these funds are augmented by visitor fees, grants, and gifts.

    “Mrs. Look was a woman ahead of her time,” he said. “Before her involvement, this was only farmland that the city thought was too far away to be of any use publicly.”

    A New Destination

    Over the years, as both Northampton and Florence have grown, however, the public has found several uses for Look Park, including as a concert venue (the open-air Pines Theater is on the grounds), a banquet facility, and a place for celebrations, in addition to serving as a family-oriented park offering children’s programs, a small zoo, paddleboats, day-camp sites, walking trails, a splash park, and a well-known train that chugs its way through the park on a regular basis.

    Jillian Larkin, facilities manager at Look Park, said improvements are currently planned throughout the facility, in terms of both infrastructure and programming.

    “We’re in a nice spot right now because we already offer so much, but we have room to grow as well,” she said, listing a few of the park’s popular features: the Sanctuary at Willow Lake, which can accommodate 150 people for weddings or other functions; a Victorian gazebo, suitable for smaller weddings; and the Dow Pavilion, the largest gathering space at the park, able to hold 200 people. In addition to these facilities, Look Park also has a ballfield, multiple playgrounds, and a ‘Picnic Store’ that offers light lunches and novelties.

    Adding to this landscape of late is one of the most important developments already completed at the park, Larkin noted — the renovated Look Park Garden House, where Fannie Burr Look peers out over the grounds.

    Completed in 2002, the renovation project converted the park’s former pool house into banquet and event space. The building can accommodate functions for up to 170 people, including weddings, receptions, and business meetings, with that last category being one that Larkin is looking to expand in the coming months.

    “We have wi-fi, a built-in P.A. system, and I think this is a great place for corporate retreats,” she said. “Instead of having a coffee break, people can come here for a little bit of a nature break.”

    Pooling Resources

    Ellerbrook agreed that the Garden House has become a particular focus at the park of late.

    It’s not the first time that corner of the park has been the center of the action; the former pool house once sat adjacent to a large pool that earned some local fame during its heyday; in fact, many Northampton and Florence residents were sad to see it go.

    “The pool was a tremendous feature,” said Ellerbrook. “It was huge, and had multiple waterslides before safety concerns changed. When the trustees decided to close it, it was actually a controversial decision — people did not want to see that happen.

    “But it was old,” he added. “It was cracked and in need of repairs that would have cost $500,000. It was time for it to go.”

    The area the pool once occupied is now a small bumper-boat park and a playground, and the Garden House is gaining more recognition as a unique event space each year. Larkin said every weekend is generally booked, and she hopes to increase that pace to include mid-week functions.

    “We’re getting there,” she said. “As we host more events, we’re able to show our different strengths as both a park and a venue. That helps us call attention to the role we can play in events for the whole family.”

    Ellerbrook said that same goal is prompting renovations throughout the park, which are largely aimed at beautifying the space and making it more accessible to various groups of visitors.

    The large fountain at the entrance of the park, for one, is being refurbished as part of a focus on ‘curb appeal,’ and the Look Park train station, a popular fixture for several years, is also being renovated and updated.

    Outside of the park’s parameters, state and local projects now underway are also having an impact. A bike path is being extended to run through the park, and on Bridge Road where Look Park sits, a roundabout is being constructed that Ellerbrook hopes will ease traffic concerns.

    The Eyes Have It

    All the while, he said that family-oriented flavor Look Park has cultivated over the last 80 years is always in the forefront of his mind as improvements continue.

    If for no other reason, he pays close attention to that mission to honor the wishes of Fannie Burr Look, whose picture keeps a discerning watch over the parcel of land that has become a fixture in Hampshire County.

    Jaclyn Stevenson can be reached at[email protected]

    Sections Supplements
    How Professional Service Firms Can Tip the Scales

    Many professional service firms find that getting clients through the door is tough these days, and the competition for available business is fierce. So what is the silver bullet that gets prospective clients to hire you regardless of the economy and instead of your competitors?

    Add more and more value to your service.

    One of the most significant marketing lessons to be learned is that people want value. It may seem oversimplified, but all human beings are motivated the same way. All decisions are made by balancing investment against perceived returned value.

    Perceived returned value is the only reason people part with their money. When you create the perception that there is abundant value in your professional service, choosing you becomes obvious to prospective clients.

    As soon as your competitor adds more perceived value to their service than your firm has, the scales start tipping in its favor. However, the better you know and understand your particular clients’ wants, needs, motivators, and pain, the more value you can provide — and claim in your marketing.

    Take a few minutes right now to look at your own materials and Web site through fresh eyes. Put yourself in the shoes of a prospective client and ask, ‘What do I get?’ Now ask, ‘How can this firm or company solve my problems?’ And finally ask, ‘Why this firm instead of another?’ If there are no obvious and compelling answers to those questions, it is time to create everything afresh from your clients’ perspective. Yes, you will have to spend money, but what is the cost of letting all that business go elsewhere? It goes back to your own pain

    Is the cost of not doing this greater than the investment in materials that work? Only you can make that judgment.

    So how can you add value to your professional service?

    • Quality

    What quality do clients expect from your work? Explain this by defining exactly what quality means to your clients. Is it precision? Sustainability? Excellence? Superiority? Reputation? Worth? Simply listing the word ‘quality’ in an ad won’t do it. You must define the quality you provide in as many qualitative terms as you can, even if they seem obvious to you. Oftentimes, when you state something that your competition doesn’t, it appears that they don’t provide it.

    • Time

    Is the timeliness and responsiveness of your service to your clients comparable to or better than what they would receive elsewhere? This refers to the various aspects of delivering your work and how long it takes to initiate a project and submit work or changes back to your clients for review. What exactly does ‘time’ mean to your clients? How quickly do they expect to see preliminary drafts and final results? How does your work delivery compare with the competition? How can you one-up them? Can you promise delivery of your work by offering a bonus of some sort if you don’t deliver on time? Remember the power of Domino’s old offer, “30 minutes or it’s free.”

    • Expertise Provided

    How does your level of expertise compare to what your competition offers? How does that benefit your clients? For example, if you’re a lawyer who earned an LL.M in Taxation, and you simply list that as part of your signature, it just boosts your ego. But if you explain to your clients how that extra schooling and knowledge will save them save money and protect their interests, you effectively turn that distinction into a client benefit. Determine what special talents, personalities, employees, or technology your firm possesses that add value to your professional service. Is that being communicated as value-added to your potential clients?

    • Services Offered

    Does your firm offer an impressive range of services that can help your clients in some way? How so? Explain this in terms that benefit them. Do you have unique processes or equipment? Do you possess any copyrighted materials or contracts that streamline your work and benefit your clients by saving time and effort? How else can you embellish your offering to create more perceived value that is meaningful to your clients? If they don’t know they’re getting something special, they can’t possibly perceive it as a benefit that tips the scales in your favor. Spell it out. Remember, though, that you must explain these in terms of how they benefit your clients, because prospects will not necessarily make that leap if you simply list your services.

    • Guarantee

    Do you offer your clients a guarantee or assurance of your work? Do your competitors offer anything? Guarantees are all about reducing your prospects’ perceived risk and making them more inclined to engage you. Can you formulate a promise that eliminates or reduces the risk a client has to take when they hire you? If you are confident in the quality of your work product, and how much would it actually cost your firm to reverse the risk from your clients onto yourself? Even if the guarantee is challenged from time to time, the goodwill earned in making the client happy will more than pay off in referrals and repeat business.

    • Price

    How does your price compare to the competition’s in terms of the same levels of service, quality, response time, expertise, etc? To define exactly what price means to your clients, you must understand if there is a specific cost for your service that they expect to pay. Why is that? Can you offer packages of services under a larger fee that offer the perception that clients are getting a lot of value for their money? Can you add or subtract services to adjust the package price? Can your services be quoted on a pre-determined fee basis that eliminates the perceived risk factor of the client paying too much in add-ons and extra work?

    • Perceived Level of Service

    You should strive to control how potential clients perceive your firm. This is about how your clients compare you to other professionals in the market who do similar work. Although it is subjective, how can you tip the scales of this perception? To add value to your perceived level of service, you must thoroughly understand your market and your competition. How can you change or reframe the emphasis of your clients’ screening process or their encounter with your professional service to create a special experience that is uniquely yours?

    A word of caution, though, when using any of the above value-added techniques: do not fall into the trap of using just single-word descriptions. Firms typically use single words to describe themselves when they don’t understand their own innate value. Relative terms like ‘quality,’ ‘price,’ and ‘service’ are meaningless because people expect these things in all interactions with professionals. These terms don’t state anything uniquely yours.

    So, the only way to compete head-to-head with a firm that offers the same professional services at a similar price is to offer more perceived value. These can be subtle or explicit value differences. It can be as simple as an info-packed, regularly updated blog or a Web site that is really easy to navigate. It can be the extraordinary way clients feel they are treated, or it can be more-attractive payment terms or a guarantee that your competition doesn’t offer.

    Think of this in terms of a scale. The more you add to one side, the more the scale is weighted in your favor and the less resistance there will be to purchase. There comes a point when you’ve added so much value to your own service that it simply doesn’t make sense for a client to look elsewhere. That’s the position you want to be in.

    It is important to keep in mind, however, that sometimes people do business with a particular firm because they just plain like it. But once you define all the reasons your clients secure their professional services from you, keep giving them more of the same. Truly, the more you give, the more you get. Adding more value is about going that extra step to be perceived as a cut above your competitors.

    If you want more prospects to say yes, make your firm or practice outstanding by tipping the scales in your favor with exceptional value.

    Christine Pilch and Dennis Kunkler are partners with Your Brand Partnership. They collaborate with clients and agencies to get results through innovative positioning strategies: (413) 537-2474;yourbrandpartnership.com, “Expect Results.”

    Sections Supplements
    Westmass Unveils Ambitious Plans for a Ludlow Mill Complex
    Kenneth Delude

    Left, an undated lithograph shows the Ludlow Manufacturing Associates complex nearly a century ago. Below, Kenneth Delude stands near some of the dozens of small stockhouses at the mill complex, which comprise one of many challenges to re-use of the site.

    Westmass Area Development Corp. is finalizing acquisition of the sprawling Ludlow Manufacturing Associates complex, which was once the largest jute-making facility in the world. Westmass administrators say the ambitious initiative, which blends elements of greenfield and brownfield development, could, over the next 15 to 20 years, attract perhaps $300 million in private-sector investments and create more than 2,000 jobs.

    It’s a powerful image — a lithograph (date unknown) th.at depicts the sprawling Ludlow Manufacturing Associates complex that gave the community its identity — both literally and figuratively.

    Indeed, Ludlow has been known throughout most of its 234-year existence as a mill town, and it was known as Jute City — that’s the product (twine) that was made at the complex. Meanwhile, the clock tower on the northwest corner of what was known years ago as Mill No. 8 has become perhaps the town’s most identifiable landmark. It appears on the town seal, the masthead of the local weekly newspaper, the Register, Ludlow High School class rings, and many other places.

    The mill complex along the banks of the Chicopee River, including several buildings that are no longer standing, certainly dominates the lithograph, first published in a 1928 book on the making of jute, but that’s not the only thing that catches Kenneth Delude’s eye.

    “Look at all the housing, on both sides of the river, that was built by the mill and because of the mill,” said Delude, president of Westmass Area Development Corp., who also referenced streets, parks, and the town library as current fixtures that came about as a direct result of the mill complex and its ownership.

    “At one time, there were about 8,000 people living in Ludlow and 4,000 people working at the mill complex,” he said as he moved his hands in a circular motion across the image. “When I look at this picture, I think of the enormous regional impact that this complex had — the jobs it created were part of the economic fabric of the community. And that’s what we hope to do again.”

    Indeed, Delude sees history repeating itself, albeit on a certainly smaller scale, if an ambitious Westmass project currently in the formative stage unfolds as he expects that it will. The agency, part of the Economic Development Council of Western Mass., is in the process of acquiring what remains of the mill complex — some 1.6 million square feet of floor space on a 170-acre parcel, nearly half of it undeveloped — and create a mixed-use complex on the site. Preliminary estimates (and they are very preliminary) indicate that such reuse and new development could create perhaps 2,000 or more new jobs, generate millions of dollars in tax revenue, and spur additional economic development — much of it in the form of businesses that would support those 2,000 workers.

    The business plan for the project, known for the moment as ‘… at River’s Edge’ (more on that later), is still very much a work in progress, said Delude, who used an enlarged version of the lithograph and some aerial photographs of the site to show what could happen there.

    Gesturing toward what is now known as the clock tower building, he said its ground floor could house a bank, a restaurant or two, and other enterprises that would support workers in the redeveloped complex, while its upper floors could house fledgling businesses. Tapping a large, five-story mill building now largely vacant, he said it could be retrofitted into elderly or market-rate housing.

    Meanwhile, a currently undeveloped section of the complex could be put toward development of smaller buildings (10,000 square feet to 50,000 square feet) for growing businesses, he continued, while the 79 acres of undeveloped, wooded land could become an industrial park. Several dozen small stockhouses, used to store raw materials for jute making, could be put to imaginative uses, perhaps as incubator spaces, said Delude, adding that many will likely be razed.

    All these ‘coulds’ will be more thoroughly explored over the next 18 months or so, said Delude, adding that the hope is to retain as many of the current buildings as possible to preserve a sense of character and history, while also creating a business park that will help retain existing companies and attract new ones.

    The Ludlow project, as envisioned, would be the most ambitious project to date for Westmass, which has developed industrial parks in Agawam, Westfield, Hadley, and East Longmeadow (in that order) and its first true brownfield project — meaning development of former industrial space that has environmental issues to be addressed.

    Such brownfield development was deemed a priority by the Westmass board of directors, said Stephen Roberts, that’s body’s president, both out of necessity and a sense of civic responsibility.

    Elaborating, he said the region has many potential brownfield development sites — most of them former mills that produced everything from paper to tires — and Westmass has committed itself to blending that type of development with the more-traditional ‘greenfield’ variety that has defined the agency’s past and present. Meanwhile, there are simply fewer of those greenfields to be developed, making projects like the one in Ludlow more of a necessity than an option.

    In this issue, BusinessWest takes an indepth look at the Ludlow project, as currently conceived, and how this elaborate plan might come together.

    Name of the Game “Project India.”

    That was the first, and quite unofficial, name given to the Ludlow project, said Delude, noting that, like most large-scale commercial real estate initiatives these days, this one involved a high level of discretion and thus needed a code name.

    This one was chosen because the raw materials that went into making jute came from India, he explained, adding quickly that, now that word is out, Project India is more or less obsolete, and those within Westmass have moved on, sort of. The organization wants to use ‘at River’s Edge’ somehow in the name, but hasn’t determined yet what to put before those words — hence the three dots that currently precede them — in large part because the vision of the final product is still being shaped.

    That Project India code name was in use for more than a year, or since the start of talks between Westmass and the current owner of the mill complex, Ludlow Industrial Realties Inc. — negotiations that were brokered by Doug Macmillan, second-generation owner and president of Springfield-based Macmillan & Son Inc., which has been handling some leasing and other real estate-related matters at the mill complex since it was purchased by Arthur Fastenberg in the late ’60s.

    Fastenberg eventually acquired several other commercial properties in the region, including the former Westinghouse plant on Page Boulevard in Springfield, which is slated for conversion into a retail complex, said Macmillan. In Ludlow, Fastenberg arranged a sale-leaseback of the property with Ludlow Manufacturing Associates, thus ensuring a prominent, long-term anchor, and many other tenants, large and small, were added over the years.

    “When I first saw that site back in the ’80s, it was really humming,” said Macmillan, adding that, until perhaps a decade or so ago, the mill complex was 80% occupied, or more. Over the past several years, that percentage has fallen, reflecting a decline in manufacturing across the region, and the continual downsizing of Ludlow Manufacturing, later to be known as Ludlow Textiles, which moved out completely about 18 months ago.

    At or around that time, at the behest of several of Fastenberg’s descendents, who now control Ludlow Industrial Industrial Realties Inc., Macmillan approached Westmass about potential interest in the complex.

    Initial discussions centered around the undeveloped, wooded portion of the property, said Macmillan, but ownership wanted to sell the entire complex, and quickly convinced Westmass to take that course. More formal discussions took place in New York earlier this year, and, over the course of the past several months, a purchase-and-sale agreement was reached, with the price still undisclosed.

    Thus, the Ludlow project becomes what Delude believes is the largest mill-reuse development initiative in New England, and one that will be somewhat unique in that it will focus more on commercial and industrial development than residential, although there will likely be housing components.

    This uniqueness makes it hard to find models to follow, said Delude, but there are some.

    One is the former Digital complex in Maynard, Mass., which is similar to the Ludlow site, right down to the clock tower, which gives it its name — Clock Tower Place. Located along the Assabet River, the 1.1 million-square-foot complex was originally home to the Assabet Manufacturing Co., which made carpets and yarn, and later to DEC, which started as one of many smaller tenants to inhabit the mill in the 1950s, and later occupied the entire complex as Ken Olsen’s enterprise became one of the leading makers of minicomputers.

    But Olsen’s failure to grasp the concept of the personal computer led to DEC’s demise, and by the late ’90s, the mill complex was almost entirely vacant. It has been rejuvenated with new ownership, and is now home to Monster, the Yacobian Group, and many other tenants.

    Another potential model is the Bates Mill Complex in Lewiston, Maine, a 1.2 million-square-foot series of mills that once produced uniforms for the Union army during the Civil War, and is now home to a number of diverse businesses. The list includes the loan-processing operations center for Peoples Heritage Corp., but also dozens of start-up businesses and support services.

    Knots Landing

    Delude, who plans to visit still another potential model in Rhode Island later this month, said Westmass hopes to take lessons and inspiration from these projects as it goes about writing the next chapter in the history of the Ludlow mills.

    “If we don’t have to reinvent the wheel, then we won’t,” he said. “There’s a lot that we can take away from what’s happened before.”

    As he gave BusinessWest a tour of the Ludlow complex, Delude stopped the car at several locations to point out both opportunities and challenges, and there are several of both.

    In the latter category, he referenced a warehouse, circa 1914, that housed finished product and was, in its day, the largest jute warehouse in the world. It is eight stories high, but shorter than the neighboring five-story mill because each level — outfitted with some of the first concrete floors used in this country due to the excessive weight of the twine — is only eight feet high.

    This will limit re-use possibilities, but there are several options, said Delude, who said the building is one of many he would like to preserve if possible.

    The stockhouses present another challenge for reuse, he continued, noting that their size (roughly 6,000 square feet each) and shape do not lend themselves to easy re-use. Meanwhile, they stand between the mill complex and the riverfront, and one of Delude’s goals with this project is to make more and better use of the river.

    “For more than a century now, access to the river has been blocked,” he said as he pulled the car to a spot along the bank. “People can see it, but they can’t get to it; we want to change that.”

    Development opportunities abound at the site, said Delude as he drove down State Street to the large, undeveloped stretch of the mill property, which winds along the river and eventually abuts Ludlow Country Club. The 70-acre site sits across from an attractive residential neighborhood, but Westmass industrial parks have shown they can live in harmony with such areas, he explained.

    This is the case in Agawam, where a business park built on what was once Bowles Municipal Airport abuts several residential streets. “We’ve shown that we can successfully co-exist with neighborhoods like this one.”

    There are more than 60 buildings on the Ludlow site, said Roberts, who told BusinessWest that Westmass will attempt to reuse all those where preservation makes sense. In those cases where it doesn’t, the agency will pursue what he called “deconstruction” — a word he preferred to ‘demolition’ — and reuse the bricks and other building materials in a broad effort to maintain the look and feel of the historic jute-making complex.

    The next steps in the process of making the vision for the site reality are to finalize purchase of the property — which is expected to take place over roughly the next year — and complete what Delude called a “business plan” for the project.

    This involves gauging what is feasible with regard to what he considers to be perhaps five distinct phases, and coordinating a plan for how and when to proceed with each one. “We’re going to spend the next 18 months testing theories and principles,” he explained. “We’re going to determine what we can do, and what we should do to create jobs and opportunities for this region.”

    Overall, Delude said the site’s location — only a few minutes from Turnpike exit 7 in Ludlow — and various amenities add up to an attractive, and sustainable, economic-development initiative that will make the clock tower building as much a part of the town’s present and future as its past.

    “It’s such a significant feature of the town,” he said of the landmark. “But what it meant for the region, not just Ludlow, was vitality and energy, and it can be that again.”

    Not a Run-of-the-mill Project

    As he talked about the Ludlow initiative and how he envisions it progressing, Delude compared it in many ways to the Agawam Industrial Park.

    Although much different in nature, the sites are similar in size, at least with regard to how many square feet of industrial and commercial space each can accommodate. Meanwhile, the Agawam project has taken roughly 20 years to develop and reach near-full occupancy — and roughly the same is expected for the Ludlow site — and both locations necessitate industrial park development in a mostly residential setting.

    The Agawam park now boasts more than 2,000 jobs and contributes millions in tax revenue to the community, said Delude, adding that, if this rate of performance can be matched in Ludlow, Westmass will go a long way toward making an impact that will be on a smaller scale than that made by Ludlow Manufacturing Associates, but perhaps just as significant.

    An image to rival that lithograph will probably be two decades in the making — and that’s if all goes as planned — but if things develop as Delude believes they will, it might be just as powerful.

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

    Sections Supplements
    Those Are the Themes Behind an Expanding Northampton Enterprise
    Liz Cole

    Liz Cole

    Ten years ago, Liz Cole had two ideas: one for a health club, and one for a daycare. The two businesses launched independently of one another, but as both continue to prosper along with two more of Cole’s ventures, they’re blending together as they focus on a dominant theme: healthy families.

    Liz Cole calls it “organized chaos” — the delicate balance of managing four independent businesses under one roof, three of which call children their primary clients.

    At 33 Hawley St. in Northampton, the former home of the Rugg Lumber Company, Cole has created a unique mix of family- and fitness-oriented endeavors, including a health club, a daycare, a kids’ fun and fitness center, and an entertainment venue that provides everything from pizza parties for kids to club dances for the older set.

    In fact, the notion of ‘fitness and family’ is one that Cole returns to often; she noted that each service she’s devised was designed to provide a comfortable space for both adults and children, and to teach a little something to all parties along the way. It can be a complicated business model to explain, but as the level of activity on Hawley Street continues to rise, it’s proving to be a successful one.

    “Is every day utopia? No,” said Cole with a laugh. “But our bills are paid, there’s a little left over, and we have fun.”

    Training Days

    Cole has a background in social work and early-childhood education, including an eight-year stint in Seattle, Wash. with Head Start, the longest-running national school-readiness program in the U.S. This professional background, paired with the belief that physical fitness is a cornerstone for any healthy individual, was the driving force behind Cole’s idea to open fitness- and child-related businesses concurrently under one roof. She bought the 25,000-square-foot building that now houses her four individual businesses and a fifth, a pilates studio, in 1997. A year of renovations followed, and in January 1998 Cole’s inaugural venture, Universal Health and Fitness, opened its doors.

    “The gym has an emphasis on overall fitness, and has an atmosphere where we hope everyone feels welcome — young, old, the very physically fit, and beginners,” Cole explained, noting that everything from the layout of the gym to the equipment reflects that mission. “The lines of equipment we use are sized for both men and women, and therefore are a little more gender-neutral than some other lines, for example, and the free weights aren’t hidden in the back so someone who wants to use them has to walk past everyone else in the gym to get there. That’s a big deterrent for some people, so ours are the first thing you see when you walk in. We tried to look at the gym from a new perspective, aimed at making the trip not-so-scary for people.”

    A month after Universal Health and Fitness opened, Dolphin Daycare was launched on the bottom floor of the building, offering care and early education for infants to pre-kindergarten-aged children. Cole said her mantra about the two anchor businesses is, “my head is in the gym, but my heart is in the daycare,” and this helps explain the two divergent ventures.

    “My background is in social work, so even though I’m not spending all day putting out fires for families in crisis, I can still help with parenting issues, behavioral issues, and other things,” she said. “We are a resource for families, and that adds something nice to the work I do every day.

    “Plus, the gym doesn’t create as many referrals for the daycare as some people might think,” she added. “They’re definitely two different businesses. But that is good for word-of-mouth, and often, children who are part of the daycare move on to our before- and after-school programs that are used by parents who are also gym members. So gradually, all of the businesses are starting to mesh.”

    The hardest evidence of this meshing quality came last spring, when Cole built another service into her existing ‘families and fitness’ objective.

    Fitting It All In

    With Universal Health and Fitness occupying the top floor and Dolphin Daycare using only half of the ground floor, a variety of tenants occupied the remainder of the building until last year, when Cole launched a third business, Universal Kids. This addition is a blend of activities, education, and entertainment, inviting children and their parents to visit for a dive into the ball pit, a kids’ yoga class, a birthday party, or just some play time in the free-play and snack-bar area.

    “It’s all about fitness, families, and kids having fun,” Cole said. “The gym and the daycare have always coexisted, but this felt like the missing link — it made sense to combine the two ideas.”

    As it turned out, Cole thought Universal Kids was a good idea on which to build, as well. Just last month, she added a fourth business to her repertoire, Club K, which operates in the same space as Universal Kids during evening and weekend hours.

    Club K is an entertainment venue for children, teens, and adults, and events are scheduled on alternating nights to accommodate each age set. Thursdays, for example, are family fun night, at which parents and their children can learn a craft as they socialize over pizza and apple juice. Fridays are either teen nights, providing dancing and karaoke for 13- to 17-year-olds, or 18-plus open mic nights; and Saturdays are adult nights, welcoming anyone 21 or over to attend themed, DJ-led dance parties that begin earlier than most clubs (8 p.m.) and close at midnight. Club K has also secured a limited beer-and-wine liquor license for adult nights, which Cole is hoping to expand on further in the coming months.

    “We launched Club K deliberately in the early summer because it’s a slower time for the other businesses, and we could get a feel for what people wanted and tweak the model from there,” she said. “It’s been a little hard to explain that we have events with beer and wine and also a daycare, but while the idea to provide all sorts of activities for families is part of everything we do, Club K has been designed to keep things very separate.”

    As Universal Kids and Club K continue to grow in terms of programming — parenting classes and ‘speed dating’ nights complete with child care for parents are among the ideas being mulled — the building itself is also undergoing some changes. Cole said work is now underway to expand the upstairs pilates studio, which is rented to Nadya Kostek for her business, Personal Touch Pilates. Downstairs, the daycare is also getting a facelift, expanding to include six classrooms.

    Working It Out

    On the longer-range side of things, Cole said she’s also completed plans for a possible water park on the property, and is now in the process of securing a final location and financing. It is, indeed, the latest addition to a diverse model that requires a little bit of explanation, but everything is tied together, Cole repeated, with that pervasive theme of family.

    “Every member of a family has needs, and we’re working to meet them,” she said. “When someone leaves after a great workout, they feel good. When a child comes home and can sing a whole song through for the first time, the child feels good, and the parents feel great. And when a parent leaves their six-week-old here with us, and leaves feeling good about it, we feel good.

    “This is important work,” Cole concluded. “It’s fun and also exhausting, but above all else, it’s important.”

    Jaclyn Stevenson can be reached at[email protected]

    Departments

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

    Abert, Aleah J.
    343 chicopee St.
    Chicopee, MA 01013
    Chapter: 7
    Filing Date: 06/16/08

    Akalis Electric
    Akalis, Stephen J.
    Akalis, Paula M.
    35 Roosevelt Ave.
    Holyoke, MA 01040
    Chapter: 7
    Filing Date: 06/16/08

    Arena, Barbara
    15 Kerry Dr.
    Springfield, MA 01118
    Chapter: 7
    Filing Date: 06/29/08

    August Blue Moon
    Hudson, Deborah J.
    a/k/a Hudson-Gray, Deborah
    2 Ring Road
    Worthington, MA 01098
    Chapter: 7
    Filing Date: 06/30/08

    Barber, Becky M.
    a/k/a Elliott, Becky M.
    46 Western Ave.
    Chicopee, MA 01020
    Chapter: 7
    Filing Date: 06/16/08

    Batutis, Paul A.
    Batutis, Sharon A.
    519 East River St.
    Orange, MA 01364
    Chapter: 7
    Filing Date: 06/17/08

    Becker, Helaine M.
    636 Shaker Road
    Longmeadow, MA 01106
    Chapter: 13
    Filing Date: 06/27/08

    Bell, Darrick L.
    a/k/a Coleman, Darrick L.
    Bell, Laurie A.
    a/k/a Christopher, Laurie A.
    24 Thorndyke St.
    Springfield, MA 01118
    Chapter: 13
    Filing Date: 06/16/08

    Bernardo, Martha J.
    15 Strong Ave.
    Pittsfield, MA 01201
    Chapter: 7
    Filing Date: 06/16/08

    Buchanan, Mark David
    Buchanan, Jennifer Lynn
    a/k/a Goodyear, Jennifer L.
    147 Eastwood Dr.
    Westfield, MA 01085
    Chapter: 7
    Filing Date: 06/29/08

    Cady, David P.
    Cady, Susan M.
    159 West Ave.
    Ludlow, MA 01056
    Chapter: 13
    Filing Date: 06/24/08

    Cardone, John Joseph
    142 Autumn St.
    Agawam, MA 01001
    Chapter: 7
    Filing Date: 06/29/08

    Carosello, Richard
    Carosello, Faith L.
    19 Village Green
    East Longmeadow, MA 01028
    Chapter: 7
    Filing Date: 06/25/08

    Chege, Peter Ndungu
    Muthua, Jane Wanjiru
    30 Kay St.
    Springfield, MA 01109
    Chapter: 7
    Filing Date: 06/29/08

    Chmiel, Richard
    60 Clayton Dr.
    West Springfield, MA 01089
    Chapter: 7
    Filing Date: 06/24/08

    Collins-Rancourt, Joanne L.
    124 Drew Blvd.
    Orange, MA 01364
    Chapter: 7
    Filing Date: 06/17/08

    Cruz, Daniel
    31 School St.
    Orange, MA 01364
    Chapter: 7
    Filing Date: 06/30/08

    daCunha, Brian W.
    33 Deslauriers St.
    Chicopee, MA 01020
    Chapter: 7
    Filing Date: 06/17/08

    Del Properties, LLC,
    City Square Subway
    Millbury Subway
    Steinmetz, William H.
    Steinmetz, Patricia A.
    138 Carver St.
    Granby,, MA 01033
    Chapter: 7
    Filing Date: 06/25/08

    Depault, Lisa J.
    603 Barton Road
    Greenfield, MA 01301
    Chapter: 7
    Filing Date: 06/30/08

    Desantis, Paul R.
    452 Monson Road
    Wilbraham, MA 01095
    Chapter: 7
    Filing Date: 06/19/08

    Diefenderfer, Mark Frederick
    779 Frank Smith Road
    Longmeadow, MA 01106
    Chapter: 7
    Filing Date: 06/29/08

    Dufour, Michael R.
    Dufour, Jennifer T.
    615 West St.
    Ludlow, MA 01056
    Chapter: 7
    Filing Date: 06/23/08

    Early, Scott Edward
    Early, Suzanne M.
    a/k/a LaCroix, Suzanne
    1010 Maple St.
    Palmer, MA 01069
    Chapter: 7
    Filing Date: 06/28/08

    Ely, Cindy L.
    17 Myrtle Ave.
    Holyoke, MA 01040
    Chapter: 7
    Filing Date: 06/17/08

    Finnegan, Robin V.
    Finnegan, Bernard F.
    88 Friend St.
    Adams, MA 01220
    Chapter: 7
    Filing Date: 06/27/08

    Gaudet, Dennis E.
    41 Walnut Road
    Hampden, MA 01036
    Chapter: 7
    Filing Date: 06/30/08

    Giampolo, Arthur
    17 Barton St.
    P.O. Box 247
    Granby, MA 01033
    Chapter: 13
    Filing Date: 06/26/08

    Gilpatrick, Susan J.
    233 Chicopee St.
    Granby, MA 01033
    Chapter: 7
    Filing Date: 06/20/08

    Goodrich, Corey W.A.
    87 Raymond Dr.
    Hampden, MA 01036
    Chapter: 13
    Filing Date: 06/20/08

    Govor, Nikolay
    Govor, Yelena
    770 Blanford Stage Road
    Russell, MA 01071
    Chapter: 7
    Filing Date: 06/17/08

    Green, Paris Y.
    a/k/a Jewell, Paris
    115 Samuel St.
    Springfield, MA 01109
    Chapter: 13
    Filing Date: 06/24/08

    Greene, James
    45 Ringgold St.
    Springfield, MA 01107
    Chapter: 13
    Filing Date: 06/27/08

    Hall, Lisa R.
    11 Littlle Alum Road
    Brimfield, MA 01010
    Chapter: 7
    Filing Date: 06/17/08

    Hamel, Dominic Robert
    Hamel, Amanda Louise
    120 Merrill Road
    Springfield, MA 01119
    Chapter: 7
    Filing Date: 06/29/08

    Hamel, Jane Leigh
    Hamel, Leo Albert
    166 King St.
    Northhampton, MA 01060
    Chapter: 7
    Filing Date: 06/17/08

    Hathaway, Roosevelt
    29 Gay Street
    Palmer, MA 01069
    Chapter: 7
    Filing Date: 06/19/08

    Hill, Paul R.
    Hill, Yelbix D.
    127 Orange Road
    Northfield, MA 01360
    Chapter: 7
    Filing Date: 06/18/08

     

    Hodges, Thomas Allen
    32 C Maple Crest Circle
    Holyoke, MA 01040
    Chapter: 7
    Filing Date: 06/30/08

    Houle, Barrie L.
    64 Columbus Ave.
    Holyoke, MA 01040
    Chapter: 7
    Filing Date: 06/17/08

    Houle, Christopher J.
    42 Silvin Road
    Chicopee, MA 01013
    Chapter: 7
    Filing Date: 06/17/08

    Hunter, Shorrie R.
    104 Johnson Road
    Chicopee, MA 01022
    Chapter: 7
    Filing Date: 06/18/08

    Hussey, Thomas F.
    421 North Main St.
    Building 6, Unit 17A
    Leeds, MA 01053
    Chapter: 7
    Filing Date: 06/30/08

    Imler, Shane P.
    79 Lucia Dr.
    Pittsfield, MA 01201
    Chapter: 7
    Filing Date: 06/24/08

    Jay’s Welding and Steel
    Clarkson, Jeremiah J.
    241 East Main S.
    Chicopee, MA 01020
    Chapter: 13
    Filing Date: 06/18/08

    Leclair, Jennifer M.
    a/k/a Baldwin, Jennifer M.
    5 Birch Ter.
    Westfield, MA 01085
    Chapter: 7
    Filing Date: 06/18/08

    LeClair, Susan M.
    22 Orlando St.
    Feeding Hills, MA 01030
    Chapter: 7
    Filing Date: 06/18/08

    Ljungberg, Mark D.
    28 Clem Court
    South Barre, MA 01074
    Chapter: 7
    Filing Date: 06/25/08

    Matos, Isaias
    19 Summit St.
    Springfield, MA 01105
    Chapter: 7
    Filing Date: 06/20/08

    Mayfield, Rodney Tyrone
    Mayfield, Nusean Denise
    a/ka/ Jessup, Nusean Denise
    17 Woodside Ter.
    Springfield, MA 01108
    Chapter: 7
    Filing Date: 06/29/08

    McLean, Richard H.
    26 Pierce St.
    Feeding Hills, MA 01030
    Chapter: 7
    Filing Date: 06/18/08

    Nehmer, Michele A.
    76 Eastern Promenade St.
    Holyoke, MA 01040
    Chapter: 7
    Filing Date: 06/24/08

    Oldenburg, Roger W.
    Oldenburg, Michelle E.
    106 Valley Brook Road
    Feeding Hills, MA 01030
    Chapter: 7
    Filing Date: 06/18/08

    Oliver, Zhu/Twoli Ylang-Ylang
    192 Village Park Road
    Amherst, MA 01002
    Chapter: 7
    Filing Date: 06/17/08

    Ortiz, Carmen D.
    609 Sumner Ave.
    Springfield, MA 01108
    Chapter: 7
    Filing Date: 06/16/08

    Parker, David E.
    17 Myrtle Ave.
    Holyoke, MA 01040
    Chapter: 7
    Filing Date: 06/17/08

    Pero, Stephen A.
    118 Cromwell Ave.
    Pittsfield, MA 01201
    Chapter: 13
    Filing Date: 06/23/08

    Pet-O-Rama,
    Lipscomb, Catherine Mary
    a/k/a Lemieux, Catherine Mary
    152 Pearl St.
    South Hadley, MA 01075
    Chapter: 7
    Filing Date: 06/29/08

    Provost, Patricia Ann
    19 Hadley Village Road
    South Hadley, MA 01075
    Chapter: 7
    Filing Date: 06/30/08

    Pulcher, Dale A.
    69 Shore Dr.
    Pittsfield, MA 01201
    Chapter: 13
    Filing Date: 06/26/08

    Randall, Richard A.
    Randall, Erin L.
    1660 North Main St.
    Palmer, MA 01069
    Chapter: 7
    Filing Date: 06/24/08

    Rodriguez, Nereida L.
    56 Terrece St.
    Springfield, MA 01109
    Chapter: 7
    Filing Date: 06/23/08

    Rouvellat, Robert E.
    Rouvellat, Melanie Ann
    117 Cooley Dr.
    Longmeadow, MA 01106
    Chapter: 7
    Filing Date: 06/26/08

    Shanley, Damion P.
    P.O. Box 83
    South Hadley, MA 01075
    Chapter: 7
    Filing Date: 06/27/08

    Shanley, Michelle L.
    a/k/a Dominick, Michelle Lynn
    15 Riverboat Village
    South Hadley, MA 01075
    Chapter: 7
    Filing Date: 06/27/08

    Sheehan, James F.
    41 White Birch Dr.
    Springfield, MA 01119
    Chapter: 7
    Filing Date: 06/27/08

    Snyder, Dennis
    Snyder, Tracy
    120 Aurthur Ave.
    Athol, MA 01331
    Chapter: 7
    Filing Date: 06/20/08

    Spelko, Erica Elizabeth
    a/k/a Maurice, Erica E.
    17 French Dr.
    Palmer, MA 01069
    Chapter: 7
    Filing Date: 06/30/08

    St. John, Mark R.
    Pleasant Valley Motel
    Rt. 102
    West Stockbridge, MA 01266
    Chapter: 7
    Filing Date: 06/19/08

    Trepp, Stephen D.
    573 Longmeadow St.
    Longmeadow, MA 01106
    Chapter: 7
    Filing Date: 06/24/08

    Troiano, John M.
    72 Delancey Ave.
    Pittsfield, MA 01201
    Chapter: 7
    Filing Date: 06/27/08

    Trumble, William C.
    43 Continental St.
    Springfield, MA 01108
    Chapter: 7
    Filing Date: 06/27/08

    Vazquez, Marisol
    35 Braywood Circle
    Indian Orchard, MA 01151
    Chapter: 7
    Filing Date: 06/29/08

    Walker, Mary Ellen
    198 Pomeroy Meadow
    Southampton, MA 01073
    Chapter: 7
    Filing Date: 06/29/08

    Walter, Catherine C.
    42 Ferry St.
    South Hadley, MA 01075
    Chapter: 13
    Filing Date: 06/27/08

    Wheeler, Ethel M.
    200 E. River St., Apt. 5-B
    Orange, MA 01364
    Chapter: 7
    Filing Date: 06/17/08

    Williams, Ryan F.
    Williams, Lindsay J.
    57 Walnut St.
    Athol, MA 01331
    Chapter: 7
    Filing Date: 06/25/08

    Departments

    The following building permits were issued during the month of July 2008.

    AGAWAM

    Rick & Joanne Locke
    141 Main St.
    $225,000 — Repair existing structure to include retail deli space

    Tony Cirillo
    1744 Main St.
    $25,000 — Alteration to take-out restaurant

    AMHERST

    Amherst Housing Authority
    9 Chestnut Ct. Building 5
    $17,000 – Kitchen remodel;
    9 Chestnut Ct. Building 4
    $17,000 – Kitchen remodel;
    9 Chestnut Ct. Building 3
    $34,500 – Kitchen remodel;
    9 Chestnut Ct. Building 2
    $34,500 – Kitchen remodel;
    9 Chestnut Ct. Building 1
    $26,000 – Kitchen remodel

    CHICOPEE

    Pioneer Valley Church
    85 Montcalm St.
    $29,000 — Strip and re-roof

    Polish National Credit Union
    244 Exchange St.
    $8,000 — Install drop ceiling and sheetrock

    GREENFIELD

    Alliance Church
    385 Chapman St.
    $6,000 — New roof

    Fiske Family Trust
    75 Oak Hill Road
    $30,000 — Restoration of roof destroyed by microburst

    William F. Martin
    7 Congress St.
    $9,000 — Roof work

    SPRINGFIELD

    American International College
    170-192 Wilbraham Road
    $24,000 — Sub-divide lounge into three dorm rooms

    Balise Automotive Realty
    500 West Columbus Ave.
    $682,000 — Construction of new metal building

    Casale Inc.
    191 Chestnut St.
    $11,000 — Fix car damage to building

     

    City of Springfield
    200 Trafton Road
    $60,000 — Re-roof and exterior renovations

    Frank Forastiere
    1858 Allen St.
    $139,000 — Interior remodel and addition

    Springfield Label
    430 St. James Ave.
    $20,000 — Construction of humidity controlled room for printing press

    Solutia
    730 Worcester St.
    $600,000 — Construction of new chemical manufacturing building

    TW Realty
    146 Chestnut St.
    $8,500 — Interior renovations

    Urstadt Biddle Properties
    358 Cooley St.
    $8,900 — New steel stud wall to split retail space

    WESTFIELD

    Berkshire Industries
    109 Appremont Way
    $67,000 — Commercial addition

    L&B Trucking
    910 Southampton Road
    $260,000 — Commercial addition

    Our Lady of the Blessed Sacrament
    127 Holyoke Road
    $4,123,000 — Construction of a new church

    WEST SPRINGFIELD

    Lattitudes Restaurant
    1338 Memorial Ave.
    $10,600 — Install kitchen hood system

    Walter Rickus
    244 Elm St.
    $13,200 — Strip and re-roof

    Wendy’s Restaurant
    4288 West Dublin-Granville Road
    $420,000 — Erect 3,244-square-foot restaurant

    Departments

    Easthampton Savings Sees Steady Growth

    EASTHAMPTON — William Hogan Jr., president and CEO of Easthampton Savings Bank, recently reported that the bank has continued to experience steady growth during the second quarter. Hogan noted that total assets increased $44 million from a year ago, which is an increase of almost $17 million over the last quarter. Additionally, total assets now stand at $781 million, with the bank experiencing a deposit gain of $52 million from a year ago. The bank’s loan portfolio — $586 million — also saw an increase of almost $11 million or 8% for the quarter and more than $35 million for the year.

    Berkshire Hills Reports 25% Earnings Growth

    PITTSFIELD — Berkshire Hills Bancorp Inc. recently reported a 25% increase in 2008 earnings to a second-quarter record of $5.7 million. Earnings per share increased by 6% to a second-quarter record of $0.55 compared to $0.52 in 2007. Additionally, Berkshire reported record six-month earnings of $11.8 million in 2008, which was an increase of 24% over the first half of 2007. First-half earnings per share were a record $1.13 in 2008, an increase of 6% over $1.07 in 2007. Berkshire is the parent of Berkshire Bank.

    BSE Now Offers Hybrid Home-comfort System

    WEST SPRINGFIELD — Berkshire Service Experts (BSE), a local heating and cooling service company, recently began offering a new hybrid home-comfort system that not only provides energy-efficient cooling in the summer months, but can also reduce heating bills in the winter. The new hybrid home-comfort system makes use of an electric heat pump, which is an all-in-one heating and cooling system. During the warmer months, the heat pump provides high-efficiency air conditioning, while in the winter, the pump is paired with a traditional natural gas, oil, or propane furnace to heat a home, automatically selecting the most energy-efficient fuel source — much like hybrid vehicles that use both gas and electricity. “Hybrid home-comfort systems using an electric heat pump are an effective solution for cooling and heating a home because they allow you to take advantage of the least expensive energy source available during peak usage times — whether it’s electricity, natural gas, or oil,” said Schley Warren, general manager of BSE. “In fact, New England homeowners living in an average, 1,500-square-foot home can save as much as $1,200 during the cold winter months, when the heat pump is matched with an existing forced-air oil furnace.”

    Hampden Bancorp Reports Income Drop

    SPRINGFIELD — Hampden Bancorp Inc. (NASDAQ — HBNK), which is the holding company for Hampden Bank, announced the results of operations for the three and 12 months ended June 30, 2008. Net income for the three months ended June 30, 2008 was $191,000, or $0.03 per fully diluted share, compared to $658,000 for the same period in 2007. This decrease in net income was primarily the result of an increase in the provision for loan losses of $347,000 for the three months ended June 30, 2008. The increase in the provision for loan losses is due to increases in loan delinquencies, increases in non-accrual loans, growth in the loan portfolio, and general economic conditions. For the three-month period ended June 30, 2008, net interest income increased by $245,000 compared to the three-month period ended June 30, 2007. Non-interest income, including gains on sales of securities and loans, decreased by $124,000 compared to the three-month period ended June 30, 2007. For the three months ended June 30, 2008, non-interest expense increased $304,000 compared to the three months ended June 30, 2007, which was primarily due to an increase in salary and employee benefit expenses, including expenses for the equity incentive plan of $252,000. Net income was $1.2 million, or $0.16 per fully diluted share, for the 12-month period ended June 30, 2008, compared to a net loss of $1.5 million for the 12-month period ended June 30, 2007. The reason for the net loss for the 12-month period in 2007 was the funding of the Hampden Bank Charitable Foundation.

    Silverscape Designs Named One of ‘Coolest’ Jewelry Stores

    NORTHAMPTON — INSTORE magazine, a trade magazine for the U.S. jewelry industry, recently named Silverscape Designs to its list of coolest jewelry stores in the U.S. A panel of expert judges from the jewelry industry evaluated more than 117 entries and placed Silverscape Designs as number five on their list of ‘Big Cool’ stores (‘Big Cool’ is a store with more than 11 full-time employees.) In their published comments, the judges singled out the qualities of Silverscape’s Northampton, Mass. location at 1 King Street in a 1928 Art Deco bank building, calling it a “dramatic site and building” and the “set for a vintage movie.” Silverscape is the only store on the list located in New England.

    STCC Offers New Water Remediation Program

    SPRINGFIELD — Applications are now available for a new one-year certificate program titled ‘Water Remediation Technician’ at Springfield Technical Community College. Classes in the new program start in September and include English, water remediation, math, chemistry, occupational safety, drinking and industrial water processes, biology, and computers. Graduates of the certificate program may pursue state certification in an area such as wastewater treatment. United Water is currently offering a $500 scholarship for Springfield residents enrolled in the program. For more information, call the Admissions Department at (413) 755-3333 or visit www.stcc.edu.

    Wind-farm Financing Tops $14M

    HOLYOKE — A new $8 million loan agreement with the Berkshire Wind Power Cooperative Corp. brings PeoplesBank’s support of renewable energy to $14.5 million since last December, according to Douglas Bowen, president and CEO of PeoplesBank. The financing has allowed the cooperative to acquire the assets of a proposed 15-megawatt wind project in the Berkshires and will be used for deposits on the 10 1.5-megawatt wind turbines to be constructed on the site. Also, PeoplesBank recently announced $6.5 million in financing for a wind farm in Princeton. When completed, the Princeton wind farm will consist of two 1500-kilowatt wind turbines capable of generating the equivalent energy consumption of 800 homes. Other Peoples-Bank sustainable-energy projects include $6 million in financing to improve Holyoke Gas & Electric’s hydroelectric equipment and capacity. Bowen also noted that PeoplesBank is focusing internally on environmentally friendly initiatives. To date, the bank has dramatically improved the energy efficiency of some older buildings and plans to improve others.

    Premier Realty Group Merges With Keller Williams Realty

    LONGMEADOW — Premier Realty Group recently merged its East Longmeadow office into the Keller Williams Realty office in Longmeadow. Michael Robie, principal broker and owner of Premier Realty Group for 17 years, said he merged with Keller Williams Realty because of its “agent-centric business model.” Robie added that Keller Williams’ focus on cutting-edge training, profit sharing, and wealth-building opportunities piqued his interest.

    Tri-State CDL Training Center Moves to Springfield

    SPRINGFIELD — An eight-acre training facility at 255 Liberty St. is the new home for Tri-State CDL Training Center Inc., formerly of Holyoke. Tri-State offers classroom and field training as well as on-site testing and job-placement assistance to individuals pursuing a career in the trucking industry. The company, owned by Anne and Morgan Finn, is a member of the National Safety Council and the American Trucking Assoc. The Finns note that their state-of-the-art training center is the largest tractor-trailer training facility in New England.

    STCC Awards 30,000th Degree

    SPRINGFIELD — More than 30,000 degrees and certificates have been awarded by Springfield Technical Community College (STCC) in its 41-year history. At its recent commencement, STCC honored the men and women who earned those degrees, and recognized the 30,000th degree recipient, Jessie Fisher of West Springfield, graduating from the Nursing program. STCC President Ira Rubenzahl noted that, while STCC’s career-focused academic offerings attract students from across the region and surrounding states, the majority of the students hail from Greater Springfield. “Because our students live here, after graduation they stay here,” he said, adding those students contribute to the local economy, staffing hospitals and industry, starting new businesses, and the like. STCC has awarded 8,551 degrees or certificates in nursing and allied health fields; 7,619 in engineering technologies; 6,968 in business and information technologies; 932 in math, science, and engineering, and 6,197 in liberal arts and social sciences.

    Country Bank Increases Income

    WARE — Country Bank recently reported net income of $3.8 million in the first six months of the year compared with $2 million in income during the same period in 2007, an 82% increase. Bank officials noted that the increase was due to the Federal Reserve lowering the interest rate it charges for money. Deposits were also up $50 million, and the bank originated $130 million in new loans.

    PaperRocks! Launched

    AGAWAM — The Southworth Co. has begun offering a new brand of notebooks and paper products for students called PaperRocks!, and will donate thousands of dollars worth of the products to the Kids in Need Foundation. The foundation is based in Dayton, Ohio, and provides school supplies to underprivileged children. Paper-Rocks! notebooks and filler paper are color-coded and have places for students to write in the date and subject matter.

    Departments

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

    CHICOPEE DISTRICT COURT

    Titan Roofing Inc. v. Monaco Restorations Inc. & Paul Monaco
    Allegation: Non-payment of goods and services rendered: $5,000
    Filed: 7/03/08

    FRANKLIN SUPERIOR COURT

    Denis Menard v. Town of Greenfield
    Allegation: Breach of contract and failure to pay police officer benefits: $125,000

    Jeffrey Hoyt v. First Light Power Resources Inc.
    Allegation: Improper wiring of equipment causing electrocution: $273,000+
    Filed: $6/26/08

    GREENFIELD DISTRICT COURT

    James J. Sawicki v. Commonwealth Construction
    Allegation: Breach of contract for home repairs: $4,365
    Filed: 6/20/08

    HAMPDEN SUPERIOR COURT

    Bobby-Jo Murray v. American International College
    Allegation: Breach of contract, negligent misrepresentation, fraud, and deceit occurring when defendant expelled Murray: $45,000
    Filed: 6/11/08

    Celly Jonocha v. Transportation Advisor Inc.
    Allegation: Employment discrimination: $25,000+
    Filed: 6/13/08

    Christopher and Elizabeth Comey v. Landmark Inc.
    Allegation: Breach of contract and warranties in sale and installation of swimming pool: $35,000
    Filed: 6/30/08

    Mary Lou Sanborn v. D & S Construction, LTD
    Allegation: Non-payment of merchandise sold and delivered: $26,216.06
    Filed: 6/12/08

    Quality Machine Solutions Inc. v. Hyundai-Kia Machine America Corporation
    Allegation: Breach of contract: $1,000,000
    Filed: 6/09/08

    United Steel Inc. v. Celestial Praise Church of God Inc.
    Allegation: Breach of contract, unjust enrichment, and failure to pay for design services and custom steel fabrications: $205,000
    Filed: 6/06/08

    HAMPSHIRE SUPERIOR COURT

    M.A. Alexander Inc. v. Medical Specialties Group LLC
    Allegation: Breach of business purchase-and-sale agreement: $46,000
    Filed: 6/24/08

    NORTHAMPTON DISTRICT COURT

    Larry Giambrone v. The Donut Man
    Allegation: Negligent maintenance causing slip and fall: $14,199.92
    Filed: 6/12/08

    PALMER DISTRICT COURT

    Verizon New England Inc. v. Caracas Construction Corp.
    Allegation: Negligent performance of excavation causing damage: $15,408.54
    Filed: 6/15/08

    SPRINGFIELD DISTRICT COURT

    Bobcat of CT Inc. v. Northeast Timber Company
    Allegation: Non-payment of rental agreement: $12,127.50
    Filed: 3/28/05

    Bradco Supply Company v. Atlas Roofing & Skylight Company
    Allegation: Non-payment of goods sold and delivered: $5,034.09
    Filed: 3/18/08

    Eastern Lumber & Millwork Inc. v. Siller Home Improvement
    Allegation: Non-payment of goods sold and delivered: $8,146.96
    Filed: 4/30/08

    Michael Sarkis v. John Mastronardi & Sons
    Allegation: Breach of contract to remove and replace driveway: $20,000
    Filed: 7/03/08

    North Pacific Group Inc. v. Home Lumber Company Inc.
    Allegation: Non-payment of merchandise sold and delivered: $20,524.68
    Filed: 3/28/08

    Ivey Industries Inc. v. Jay’s Welding & Steel Fabrication
    Allegation: Non-payment of goods sold and delivered: $8,460.34
    Filed: 6/19/08

    United Refrigeration Inc. v. E.P. Letendre Inc.
    Allegation: Non-payment of merchandise sold and delivered: $4,089.14
    Filed: 3/31/08

    United Rentals Inc. v. American Pile Driving & Construction Corp.
    Allegation: Non-payment of materials, equipment, and services for various construction projects: $49,616.31
    Filed: 3/25/08

    U.S.A. Hauling & Recycling Inc. v. Affordable Waste Management
    Allegation: Breach of contract for waste removal services: $28,176.81
    Filed: 3/17/08

    W.B. Mason Inc. v. Advanced Back & Neck Center of Massachusetts, P.C.
    Allegation: Non-payment of goods sold and delivered: $4,646.64
    Filed: 5/28/08

    WESTFIELD DISTRICT COURT

    Barbara A. Fontaine v. Friendly Ice Cream Corp.
    Allegation: Slip and fall: $20,000
    Filed: 6/18/08

    Departments

    The following Business Certificates and Trade Names were issued or renewed during the month of June 2008.

    AMHERST

    Amherst Style, LLC
    143 Gray St.
    Sarah Auerbach

    Cat’s Eye Production
    27 Montague Road
    Catherine Stryker

    Wireless Hook-ups
    18 N. Pleasant St.
    Jesus Rigueiro

    Zx Inc.
    135 Belchertown Road
    Xiauda Xiao

    CHICOPEE

    Action Cleanout And Removal Services
    163 Monroe St.
    Joseph A. Perez

    Gutter Shutter Company
    1512 Memorial Dr.
    Adam Quenneveille

    Kat Prints
    75 Sheridan St.
    Karen A. Tillman

    EASTHAMPTON

    CC Ventures
    8 Arthur St.
    Chad Gagne

    Mike’s Autobody
    152R Northampton St.
    Michael Niedzielski

    EAST LONGMEADOW

    Berselli’s Truck Service
    5 Acorn St.
    William Berselli

    Elements Therapeutic Massage
    80 Center Square
    John L. Pantera

    Gibson Machine Company
    36 Baldwin St.
    Derek Gibson

    Joe & Suzi’s Farmstand
    362 Parker St.
    Suzanne C. Beldon

    GREENFIELD

    Blue Lagoon Pools & Spas Inc.
    6 French King Highway
    Mike Hubbard

    JLC Claims
    7 Webster Ave.
    Jennifer L. Cash

    Meadows Golf Course
    398 Deerfield St.
    White Meadows LLC

    RR + S Livery Service
    27 Chapman St.
    Irene Ramsdell

    HADLEY

    Cinemark
    367 Russell St.
    Hampshire Mall

    Esselon Coffee Roasting Co.
    99 Russell St.
    Mark Krause

    Little Bird Daycare
    341 River Dr.
    Stacy Mushinski

    Midas Muffler
    397 Russell St.
    Barry Drucker

    Mitch’s Marina
    4 Mitch’s Way
    Melba Broussard

    LUDLOW

    Lavoie Development Corporation
    733 Chapin St.
    David Lavoie

    Oscar’s Pizza Restaurant, LLC
    973 East St.
    Lokman Yanbul

    NORTHAMPTON

    Club K
    33 Hawley St.
    Elizabeth J. Cole

    Hampshire County Jail
    205 Rocky Hill Road
    Sheriff Robert Garvey

    LV Style Inc.
    1361 Westhampton Road
    Lilian Valiunas

    Mr. Handi’s Tailor & Tuxedo Rental
    123 Hawley St.
    Handi Yildiz

    Underground Salon
    151 Main St.
    Deborah Droy-Stutz

    Yankee Mattress Factory Inc.
    104 Damon Rd.
    Joseph Noblit

    PALMER

    Buddy’s Services Cities
    1150 Park St.
    Arthur D. Tripp Jr.

    Chudy Industrial
    184 Stimpson St.
    John Chudy

    Countryside Landscaping
    6 Waverly St.
    Matthew Rovelli

     

    Coyer Construction
    2124 Palmer Road
    Justin Coyer

    Milltown Ink Tattoo
    3033 Main St.
    Lance Ferrell

    S&H Builders
    3012 Cross St.
    Stephen Burns

    Sabos Landscaping
    1201 Calkins Road
    Scott Sabourin

    Soliciters
    2004 Calkins Road
    Daniel Becker

    Underground Operations
    2002 Calkins Road
    Austin Vadnais

    SOUTHWICK

    Karen Stone
    320 College Highway
    Karen Stone

    SPRINGFIELD

    Investment Property Group
    3 Woodcliff St.
    Eugene Isaak

    Jupiter Consulting Group
    97 Overlook Dr.
    Moira Catherine

    Leonard Viscito
    1211 Boston Road
    Leonard Viscito

    Ludlow Floor Sanding
    39 Frontenac St.
    Steven Lauzon

    New England Curb Appeal
    191 Nursery St.
    Francis David Noble

    Omega Provision
    21 Garvey Dr.
    Jose E. Hernandez

    Puerto Rico Bakery II
    214 Armory St.
    Jorge Perez, Jr.

    Scopes Spot
    876 State St.
    Ricardo Brawner

    Steve’s Cleaning Removal
    249 Seymour Ave.
    Stephen Edwards

    Tas Logistics
    524B Main St.
    John Boucher

    TD Banknorth
    1800 Boston Road
    John R. Opperman

    Thanh Thuy Fashion
    407 Dickinson St.
    Yen Nguyen

    Torres Painting
    322 Union St.
    Juan Torres

    Unique Solutions
    1104 State St.
    Richard Badu Darkwah

    Urban Outfitters
    302 Belmont Ave.
    Alexander Lebron

    Valley Automotive Inc.
    160 Taylor St.
    John Lizak

    WESTFIELD

    C.P. Net Solutions
    14 Raymond Circle
    Chris Parent

    IHB Services
    29 Sunrise Ter.
    Ivy Balch

    Northside Creamery
    40 Pleasant St.
    Cassandra Adams

    Richard & Martha Ochs Whip City Gallery
    29 Noble St.
    Richard A. Ochs, Jr.

    Speed Queen Laundromat
    207 Brookfield Lane
    Ki Jin Lee

    WEST SPRINGFIELD

    Able Caning
    15 Highland Park Dr.
    Alice Zuvers

    Annalisa Liquori Hairstylist
    470 Westfield Road
    Annalisa Liquori

    Contained Within
    136 Nelson St.
    Celina McMahon

    Rooms Direct
    120 Memorial Ave.
    Walter Mularski

    St. Jean Plumbing & Heating
    28 Squassick Road
    Arthur A. St. Jean

    TD Banknorth
    969 Riverdale St.
    John R. Opperman

    Departments

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

    AGAWAM

    Agawam Eye Associates Inc., 656 Springfield St., Agawam 01001. Richard Gallerani, 1 Meadow Wood Dr., Suffield, CT 06078. Richard Gallerani, 656 Springfield St., Agawam, registered agent. Optometry services, eye care, and eye wear service.

    BRIMFIELD

    Maunsn Inc., Main St., Brimfield 01010. Shakeel Ahmed, 8 Osceola Lane, Longmeadow 01016. To operate a convenience store and gas station.

    CHICOPEE

    ABN Enterprises Inc., 1177 Granby Road, Chicopee 01020. Joe T. Alam, 16 East Main St., Westborough 01581. To operate one or more motor vehicle service stations selling gasoline, convenience items, etc.

    Hope Everlasting Inc., 159 Casey Dr., Chicopee 01020. Robert Zygarowski, same. (Nonprofit) To provide services for underprivileged adults, children, and battered women, animal assistance, find shelters for the homeless, etc.

    New England Pellet of Western Mass. Inc., 50 George St., Chicopee 01013. Richard R. Carbonneau, same. Purchase and sale of wood pellets for residential heating.

    EASTHAMPTON

    Epic Electric Inc., 21 First Ave., Easthampton 01027. Joseph J. Delaney, same. Electrical services.

    EAST LONGMEADOW

    Peruvian Education Initiative Inc., 203 Canterbury Circle, East Longmeadow 01028. Romulo Cabeza, same. (Nonprofit) To provide for the specific educational needs of economically disadvantaged students in Peru.

    Speedway Cars and Hobbies Inc., 89 Maple St., East Longmeadow 01028. Judith Dventhe, 111 Chestnut St., East Longmeadow 01028. Selling toy cars and boats, hobby toys.

    GREENFIELD

    Hamilton Home Health Inc., 489 Bernardston Road, Greenfield 01301. Ebony Hamilton Sterbinsky, same, president, treasurer, and secretary. Home health care.

    HAMPDEN

    Madhav Corp., 63 Somers Road, Hampden 01036. Magan Patel, same. Gas station with convenience store.

    HOLYOKE

    Marion Electric Inc., 394 Mountain Road, Holyoke 01040. Keith C. Marion, same. Any and all electrical work.

    INDIAN ORCHARD

    McLymont 2 Inc., 1236 Worcester St., Apartment 2l, Indian Orchard 01151. Alicia Elizabeth McLymont, same. Sales.

    NORTHAMPTON

    SYED Inc., 137 Damon Road, Unit #G, Northampton 02060. Atif Tasneem, same. Gasoline and convenience retail trading.

     

    The Andanje Foundation Inc., 351 Pleasant St., Suite 180, Northampton 01060. Elly Dickson Tuti, same. (Nonprofit) To make distributions to need-based community establishments, public schools, places of worship in remote regions of developing countries in Africa, etc.

    ORANGE

    Nystrom’s Village Blacksmith Shop Inc., 125 South Main St., Orange 01364. William C. Mehr, Jr., same. (Nonprofit) To own and restore a historic blacksmith shop and forge in Orange, etc.

    SPRINGFIELD

    413 Production Inc., 141 Massachusetts Ave., Springfield 01109. Cleveland Wilson, same. (Nonprofit) Education in music production for youths engaged in the music industry.

    Black Leadership Alliance Inc., 727 State St., second floor, Springfield 01109. Ronald A. Copes, 54 Blueberry Ridge, Westfield 01085. (Nonprofit) To build and strengthen the black community by addressing and positively impacting all quality of life issues, etc.

    Charles in Charge Inc., 127 Lebanon St., Springfield 01109. Charles McNair, same. (Nonprofit) Interior decoration consultation for veterans and families.

    Kiddo’s Transportation Inc., 3 Norfolk St., Springfield 01109. Rony Pena, same. School bus compamy.

    RMO Real Estate Company Inc., 41 Tyler St., Springfield 01109. Rosita Otero, same. Real estate.

    Tristate Mobile Inc., 364 Belmont Ave., Apartment 4, Springfield 01108. Jeremy Branco, same. (Nonprofit) To provide alternate consumer solutions for mobile solutions and free consultation and help choosing the right carrier and rate plans.

    WESTFIELD

    MJS Solutions Inc., 399 Falley Dr., Westfield 01085. Michael Simard, same. Marketing consultant to education providers.

    Rory Farrell.com Inc., 37 Broad St., Westfield 01085. Rory M. Farrell, same. Internet Web design and related programing.

    The Westfield Kiwanis Foundation Inc., 82 Broad St., Suite 2, Westfield 01085. Paul J. Hutchinson, 92 Glenwood Dr., Westfield 01085. (Nonprofit) To assist needy persons, particularly young people, in attaining vocational excellence, to aid handicapped persons, etc.

    WESTHAMPTON

    Yankee Home Improvement Inc., 109 Easthampton Road, Westhampton 01027. Gerard J. Ronan, same. To provide home improvements and construction.

    WEST SPRINGFIELD

    AAA Pioneer Valley Auto Glass Inc., 150 Capital Dr., West Springfield 01089. Chris Mensing, 12 Echo Hill Road, Wilbraham 01095. Auto and auto glass repair.

    Kevin B. Terrell DDS, P.C., 367 Memorial Ave., West Springfield 01089. Kevin B. Terrell, DDS, same. To engage in the practice of dentistry.

    Departments

    Another Max’s Classic

    On July, more than 290 golfers competed over two area courses, Crestview Country Club and the Ranch, at the fifth annual Max Classic Golf Tournament, with proceeds going to benefit Baystate Health and its Children’s Hospital. The 2007 event brought in $162,000 to Baystate’s Neonatal Intensive Care Unit, with 2008 donations expected to exceed that amount. The major sponsor of this year’s event was New Country Motor Cars of Hartford. Pictured (clockwise, from left), are Donny Frost, left, general manager of New Country Motors, and Adam Quenneville, owner of Adam Quenneville Roofing; left to right, Ron and Brenna Sadowsky, Founders of the Max Classic tournament, Susan Toner, vice president of Development for the Baystate Health Foundation, and Jennifer Baril, major gifts officer for the Baystate Health Foundation; the winning foursome at Crestview Country Club: from left, John Joyce of Northwestern Mutual; Todd Hemenway, representative of Hitachi Data; Brice Craven, president of Johnson Packings; and C.J. Denmark, a student at Echert College.


    Groundbreaking Developments

    Groundbreaking ceremonies were staged July 29 at Westover Airpark West in Chicopee for a new 72,000-square-foot multi-tenant industrial complex, with an anchor tenant, a flooring-products distribution center, occupying 25,000 square feet. The remaining space will offer industrial rental units from 4,000 square feet and up and will be finished to suit for a variety of users. Development Associates of Agawam purchased the 7.6-acre site as a joint venture with an investor from Long Island, N.Y. This project is the 10th building to be developed at Westover by Development Associates and its 15th building in Chicopee. Doing the honors are, from left, Charles D’Amour, chairman of WMDC; Edward O’Leary, founding partner of Development Associates; Ken Vincunas, general manager and partner of Development Associates; Chicopee Mayor Michael Bissonnette; and Kenneth Delude, senior vice president of Westover Metropolitan Development Corp. (WMDC)


    Up, Up, and Away

    Paul Sena, owner of Worthington Balloons in Worthington, Mass., takes the helm of his balloon, the Thunderbuster, during this year’s Green River Music and Balloon Festival in Greenfield. The festival is held on the Greenfield Community College grounds during one weekend each summer, and is organized by the Franklin County Chamber of Commerce. Local and national companies serve as sponsors of the event, now in its 22nd year; this year’s local sponsors were Turn It Up records, Signature Sounds, 93.9 the River, Masslive.com, the VNA & Hospice of Cooley Dickinson Hospital, Freedom Credit Union, AAA, and Greenfield Community College.


    Making a Hit

    Boston Red Sox Batting Coach Dave Magadan works in the indoor batting cage with Chicopee resident Christopher Axner, a player on the Sunshine Challenger Eagles Little League Team, as part of the recent CVS Caremark All Kids Can Baseball Camp. The camp is the result of a team endeavor between CVS and the Red Sox to provide New England children with disabilities a dream-fulfilling opportunity to play ball at Fenway Park.


    Elevator Pitch

    Visitors to the Mont Marie Health Care Center, an 84-bed skilled nursing facility sponsored by the Sisters of St. Joseph of Springfield, enjoy a more accessible entrance and a new elevator thanks, in part, to a contribution from PeoplesBank of Holyoke. The bank’s gift of $40,000 is part of its ongoing commitment to support charitable and civic organizations within the region. The recently completed construction project also includes a 36-space parking lot and an updated phone system. Additional donations, loans, and grants helped fund the project. Here, Mont Marie Health Care Center Administrator Sr. Elizabeth Sullivan (right) and Sisters of St. Joseph of Springfield President Sr. Mary Quinn (center) thank PeoplesBank officials for their recent donation to the center. Representing PeoplesBank are, from left, Douglas Bowen, president and CEO; Susan Wilson, vice president; and Mary Meehan, vice president, Commercial Loans.

    Cover Story
    Young Professionals and the Future of Massachusetts

    Greg Torres, president of MassINC, said that, when it comes to the latest study completed by the nonprofit research entity he leads, the proof is in the statistics, and the devil is in the details.

    “We make it a practice to look at specific demographic groups and their attitudes, and in turn to look at how the economics of the state stack up, given those attitudes,” he said. “But we don’t make any specific recommendations. We frame the problem and get the research out.”

    The latest group studied by MassINC is one that has not been examined closely in the past — young adults in the Commonwealth, ages 25 to 39. The study, titled Great Expectations: A Survey of Young Adults in Massachusetts, delves into this demographic’s views and priorities, with the goal of evaluating what impact these perceptions have on the Massa-chusetts economy.

    “There is plenty of research on Boomers, but very little looking at young adults,” said Torres, adding that what the study found was in parts surprising — including a high level of positive thinking regarding the state and its future — and intriguing, such as the discovery of an equally high level of cynicism when it comes to state and federal government.

    It also touched upon a disparity in opinions and concerns between different types of residents — those who moved here versus those who were born and raised in the Bay State, for instance, or those living in Greater Boston versus those in southeastern, central, and western communities.

    In this issue, BusinessWest takes a closer look at Great Expectations, as well as how it relates — and does not relate — to the pressing issues of Western Mass.

    A Case for Education

    Torres noted that studies like Great Expectations are research-heavy and light on specific recommendations. However, the statistics presented become important tools for regional employment boards and other economic-development entities across the state as they implement new programs to better the Commonwealth’s economic outlook and retain its young population.

    The need to get a finger on the pulse of this age group has become doubly important, Torres added, due to the growing emphasis on the Commonwealth’s knowledge-based economy. It’s a big piece of discussions surrounding the potential for Massachusetts to lead the country in areas such as life sciences and biotechnology, but on a broader scale, education has a marked impact on economic stability, and today’s young-adult population is a more educated group on the whole than the any other, both regionally and nationally. According to Great Expectations, about 46% of this group has earned a college degree or higher, 49% earn $50,000 or more annually, and 54% own a home.

    “When you look at education levels and the extent to which young people are doing well economically, there’s a direct tie-in,” said Torres. “A high-school diploma used to be the standard, but all of our research suggests that a college degree is now the key.”

    There are other trends, Torres continued, that are perhaps more intangible than the education piece, but no less intriguing. The largest common denominator among the young adult set, he said, was an undercurrent of optimism regarding the future.

    “We were struck by that,” Torres said. “The optimism that was reflected regarding their economic standing and that of their children surprised us a little bit, especially with the economic storm clouds on the horizon and no real wage growth over the last decade.

    “It struck us that, as a group, young adults are pretty confident that they’ll be able to do better moving forward,” Torres continued. “They believe they’ll be able to increase their economic standing.”

    The Cynical Side of the Street

    There is a downside to this optimism, however — not only are young adults upwardly mobile, they’re not averse to taking their talents elsewhere if they feel they’re not reaching the heights they’re capable of in the Bay State, an already historically expensive place to live.

    “Twenty percent are saying if they can’t get a handle on costs in Massachusetts, they would consider leaving in the next five years,” said Torres. “We’re a high-cost state, and there’s no getting around that. It’s not going to change in any immediate sense.”

    Even more specifically, Torres said, Great Expectations reveals that this demographic has a greater respect for and confidence in the private sector, and a lack of confidence in public sector.

    “This offers us some interesting insight that we intend to focus on,” he said. “What this means is that the majority of young adults in Massachusetts believe that solutions to problems like environmental issues are going to be driven by creative work in the private sector, and further, that confidence is low in public sectors.”

    He said that while some political candidates, including Gov. Deval Patrick and presidential candidate Barack Obama, have successfully tapped into the overriding optimism of young adults on the campaign trail, MassINC’s research offers an opportunity to delve further into the potential pitfalls of low confidence in state and federal government.

    “The less confident the population, the higher the rates of non-participation,” he said. “People who don’t believe the public sector can do what needs to be done are less likely to vote, and support for taxes goes down. We hope to explore politics more so candidates can reflect on it — and, in general terms, we need more of a balance between public and private sectors.”

    Curb Your Enthusiasm

    Anita Dancs, an economics professor at Western New England College, agreed that the attitudes of this demographic have an impact on the state’s economic outlook, as well as some of its existing realities, including in the political arena.

    “It caught my attention that this group is so cynical about government; I wonder what future impact that could have,” she said. “They’ve heard all through their lives that government fails, but I do find that a concern, because there is a role for government to play, especially in terms of the race with the rest of the world.”

    However, Dancs added that she takes certain aspects of the MassINC report with a grain of salt, particularly when applied to Western Mass., which is working to clear its own hurdles that differ from those in other parts of the state.

    For one, she said, the high percentage of optimism could be colored by certain variables.

    “I think the first thing we need to realize is that this is an age group that is in the prime of their lives,” she said. “Buying a home, starting a family, advancing in a career … these are all things that are happening to these people because of their life stage, and they’re hopeful.”

    More specifically, the optimism reflected in the report is driven in part by people who have moved to Massachusetts because of the better, knowledge-driven jobs in Greater Boston,” Dancs said, referencing one of three groups, ‘the Imports,’ into which the surveyed demographic is broken in Great Expectations.

    According to the report, 37% of the 25-to-39 demographic represent this sub-group — those who grew up outside of Massachusetts and relocated. The remainder consists of ‘the Boomerangs,’ 23% of the total, who grew up in Massachusetts but have lived outside of the state for a year or more before returning, and ‘the Homegrowns,’ the largest percentage of young adults at 40%, who have not lived outside of the Commonwealth for a significant period of time.

    “If you take apart the report a little more and look at the homegrowns, this is the group that is more representative of Western Mass.,” said Dancs. “There’s more concern over finances in this group and more concern over availability of jobs. In Western Mass., wages tend to be lower, and we have fewer high-paying technical jobs.”

    Indeed, the MassINC study states that “imports are the most satisfied with the way things are going for them.” The majority are college graduates (60%), while only 32% of Homegrowns have an advanced degree. Further, three-quarters of Imports work in professional or managerial jobs, compared to 41% of Homegrowns. Finally, 71% of the Imports live in Greater Boston.

    Dancs went on to note that some pervasive economic issues also run contrary to the positive view many young adults have of their own futures and that of the state; it just may take longer for these effects to be felt within the surveyed population.

    “It’s likely that a recession will be coming on, and economic indicators aren’t looking very promising,” she said. “There are also a few general, national trends that Massachusetts follows that need to be taken into account; optimism may exist, but income inequality is also growing tremendously. Massachusetts had the third-largest income-inequality growth in nation in last two decades.

    “There’s also income instability,” Dancs continued. “People’s wages go up and down more than those of their grandparents or parents, and we also know that weekly earnings are lower than in the 1970s in real terms. There’s something about this report that flies in the face of economic reality.”

    Great Expectations does state that outside of Greater Boston, the survey population focuses on a different set of concerns than their Hub-based counterparts. For one, those in the Boston area cite high costs of living as a primary worry, while others — particularly Homegrowns — speak to the need for job creation.

    Offering this research to be applied to new or existing programs to augment the Commonwealth’s young workforce is one of MassINC’s primary goals, according to Torres; however, in areas where problems such as high unemployment and high-school dropout rates already exist, including in many locales of Western Mass., the approach employment organizations and departments must take is not so straight-forward as reading the statistics and trying to reflect them.

    Rather, in many ways, these findings represent an ideal that may exist within much of the 25- to 39-year-old age group now, but could easily wane if the economy continues its downward trend, or if younger populations are not educated on their options and offered opportunities by assistance agencies, schools, and employers alike.

    Tomorrow’s Adults,

    Today’s Concern

    Melissa Scibelli, manager of Youth Projects with the Hampden County Regional Employment Board (REB), said she works primarily with youths ages 13 to 21 to provide educational, career-ladder, and work-training opportunities. She agreed with Torres that education and career experience are intertwined and proven to have a marked effect on employment rates.

    However, in Hampden County, the road to that ‘new standard’ of a bachelor’s degree to prepare for career stability and advancement is a long one.

    “Education and work experience are aligned,” she said, “and with a 50% non-graduation rate over four years in this area, many of today’s students need support that previous generations did not. We have to start early to educate students on their options and cultivate their goals.”

    This is an objective that doesn’t start and stop in high school, either. Scibelli said her department’s work begins with children as early as pre-kindergarten, and carries on to young-adult populations.

    “This is how we are preparing the next generation — by finding every way possible to get kids connected and contributing to the community.”

    Further, this work cannot include only young, developing populations. Instead, Scibelli explained that the latest push in youth development and career training in Hampden County is engaging businesses in the process of developing tomorrow’s workforce.

    “Many businesses are stepping up to the plate,” she said, citing MassMutual, Big Y, Baystate Health, and Western Mass. Electric Co. among the REB’s largest partners. “They’re providing career-ladder training, internships, and educational opportunities that help students develop 21st-century skills. But more importantly, these businesses are signaling to the students what positions exist for them following education and training. This, ultimately, is what’s going to keep those young people in the area.”

    As more area businesses sign on to work more proactively with young populations, Scibelli noted that new opportunities are surfacing, which could lead to further development of the connection between education and economic security cited in Great Expectations among the 25-to-39-year-old set.

    “More partners are realizing they need to be a bigger part of the picture,” she said, “and they’re starting to introduce programs that link to internships and scholarships at the higher-education level. They’re essentially building a new infrastructure that’s aimed at knowledge transfer, and helping younger people to do better overall.”

    Common Ground

    In its closing assessment, Great Expectations reports that, overall, “there is a lot of goodwill toward the state, which leaders can build upon as they try to attract and retain young adults.”

    In response, Dancs said this is the greatest strength of the study and its findings.

    “There are a lot of questions that come up when we read this; it will also be interesting to see five years from now if that level of optimism still exists,” she said. “But in the end, any optimism is going to have a positive effect on the economic outlook.”

    For now, the economic outlook is hazy. But the belief that things will get better, and that the young workforce of Massachusetts will be a driving force thereof, is a documented fact.

    Features
    ‘Profit Recovery’ Firm Is Changing the Methodology and Image of Collections

    Alan Surprenant says he can understand why some companies and professionals are somewhat passive when it comes to the matter of collecting past-due bills.

    There is a fine line that most must walk, he explained, noting that, while business owners obviously want and need to get paid, they usually don’t want to offend long-time — or potential long-time — customers, who may end a relationship if they sense over-aggressiveness in pursuit of payment.

    Meanwhile, many business owners and managers simply don’t want to turn over a percentage of what they are owed (usually 25% to 50%) to a collection agency, he continued. Some try small-claims court (if the amount owed fits that category), but often they just get a ruling in their favor, and not a check. “Courts don’t collect money.”

    So many companies try to do things on their own and mostly wait and hope that the payment will come in soon, said Suprenant, Western Mass. and Northern Conn. sales representative for a company called GreenFlag Profit Recovery. This strategy, if one can call it that, often leads to bills getting ‘stale’ — six months overdue or older — when the odds of getting paid are much lower than when a bill is 60 or 90 days out.

    GreenFlag takes care of most all of these concerns, said Surprenant and Michael Bernier, the company’s sales manager. It does so by convincing companies to more-aggressively, but not over-aggressively, pursue payment much earlier than they might otherwise, and in a manner that Bernier says “takes some of the stink out of collections.” And the company also has a flat-fee schedule, sometimes as a low as $10 or $12 per bill.

    Thus, it relies on volume, which it achieves through both its 123 offices scattered across the country and a willingness to accept everything from a five-figure bill all the way down to a few bounced checks.

    Summing things up, Surprenant said GreenFlag acts more like an extension of a company’s accounts-receivable department than a hired gun brought on to go after a few past-due bills.

    “I like to call what we do pre-collection work,” he explained, adding that the company takes its name because it’s not recovering money, but instead is recovering profits, and at a time when many business owners are facing noticeably slimmer margins. “What we’re doing is putting a system in place that prevent accounts from going into what most would consider the ‘collections’ state.”

    Bernier told BusinessWest that his company, like all collections businesses, is busier at times like these, when the economy is slower and when consumers, be they individuals or businesses, have decisions to make about which bills to pay, and when, because they can’t pay them all on time. Virtually every industrial sector and individual business sees its accounts-receivable file impacted by times like this, but some, including professionals such as health and dental care providers, lawyers and accountants, and service-oriented ventures, feel it more, usually because of the size of the bills they send out.

    And then there are the fuel-oil dealers, who deliver a commodity that is essential but increasingly difficult to afford.

    “Some have just gone out of business, and a lot of it has to do with getting paid, or not getting paid, as the case may be,” said Bernier, noting that some, when possible, are demanding cash on delivery. “When you talk to talk to those people today, they’re generally not as concerned with how many gallons they’re delivering as they are with just getting their money.”

    In this issue, BusinessWest takes an indepth look at GreenFlag and its different approach to collections. In the process of doing so, we’ll shed some light on an all-important but still somewhat overlooked aspect of business management — getting paid.

    Due Diligence

    As he talked about those ‘decisions’ now facing individuals and business owners, Bernier recalled a recent visit to the convenience store.

    “There was a guy in line ahead of me who had $10,” he explained. “He bought a pack of cigarettes and said, ‘put the rest on pump 2.’ He needed those cigarettes, and put what was left on gas, which was what … just over a gallon — maybe?’”

    The anecdote is somewhat extreme, but drives home a point, he explained. Specifically, most all people have less buying power than they did a few weeks or a few months ago, and they have decisions to make about how they spend what they have. There are some things they need (or believe they need), like cigarettes, some things they can do without (many are in fact cutting back), and some things they need but don’t necessarily have to pay for right away — and don’t.

    Anyone who handles accounts receivable can see this phenomenon at work, said Surprenant, adding that, while collections are an ongoing issue for most businesses, they are a far-more-pressing concern at the moment, because more people are having trouble paying bills, and small businesses, which are also facing rising costs, need proper cash flow. If they don’t have it, then they can easily find themselves on the other end of the bill-collection problem.

    Despite all this, Surprenant says he consistently sees a lack of proper attention and/or a lack of understanding regarding the matter of getting paid. Thus, he says he spends a good amount of time educating or re-educating clients about the art and science of collections.

    It certainly isn’t rocket science, he explained, but there are some points that business owners should keep in mind, starting with the long-held mindset concerning this business.

    “A business owner always thinks that they’re going to figure out a way to collect the money without going to collection,” he explained. “And the reason they do is because their thought is that ‘collections’ is percentages, or giving up a big piece of what they’re owed, and they don’t want to do that.”

    At the top of that list when it comes to re-educating clients is emphasizing the need to start getting serious about collecting a debt well before it becomes stale, said Surprenant.

    Elaborating, he said that too many business owners will wait several months before thinking about taking a bill to collection, and for all those reasons listed earlier. The basic mentality held by many is to take a bill to collection only when they’ve become convinced they’re not going to get paid, and when they are subsequently less concerned about paying the collector’s percentage.

    “This is backward thinking,” said Bernier, who told BusinessWest that there are ways to go after past-due bills earlier, and without being over-aggressive to the point of alienating people.

    He calls GreenFlag’s methodology “a diplomatic and professional approach.”

    It starts with what he calls a “courtesy letter,” which politely asks if the tardiness is an oversight. The letter then invites and encourages prompt payment to the vendor in question and not the collection agency, which is the standard procedure so that the agency can take its cut first.

    This letter generally yields one of four responses, said Bernier: prompt full payment, partial payment, negotiation of a payment schedule, or it’s ignored. And in this last scenario there is a series of follow-up letters (one issued every 10 days) designed to generate a different, better response.

    Generally, GreenFlag is able to generate one, he said, adding that the company has been able to recover roughly 56% of the debts it is assigned, a rate four times the national average of 14%, as estimated by the American Collectors Assoc.

    This track record has enabled Green-Flag’s regional office to build a client list that includes everything from sole proprietorships to a health care system to a pharmacy chain (which needs ongoing help collecting from people who order prescriptions online and then don’t pay).

    It also includes several oil dealers, said Bernier, who expects this coming winter to be as difficult for those businesses (from a collections standpoint) as it will be for those facing soaring fuel-oil prices.

    But the current bill-collecting climate is challenging for most all businesses, he continued, noting that some physicians have reported growing problems with self-pay accounts, and many dentists are being challenged to collect the difference between what they are owed and what the insurance company will pay.

    “Every business that extends credit or accepts checks is feeling the pinch right now,” said Bernier, who noted that many expect conditions to get worse before they get any better.

    By All Accounts

    Returning to the matter of that fine line he referenced — the one that everyone has to walk when it comes to accounts receivable — Surprenant said business owners must be aware of it and respect it.

    But they don’t have to be paralyzed by it, and thus become passive with regard to an important issue for everyone doing business.

    “These are your profits we’re talking about,” he said. “Many professionals and business owners are concerned about diplomacy, and they need to be, but the bottom line is, well … the bottom line, and making sure its healthy.”

    Features
    How to Make Your Business Stand Out In the Marketplace

    Everything has become a commodity; we constantly find more inexpensive versions of the same things. Companies quickly catch up with what others have done — and even a good idea quickly becomes ‘commodicized.’

    How do you keep your edge? How do you get remembered? How do you develop your SO — the Stand Out factor?

    Even though we know that new, different, and distinct is what gets people’s attention, most of our services and products look like what people expect or what has already been done. We are stuck in a pattern doing what we’ve always done. Bland. Boring. Blah!

    The issue is actually deeper and more personal. Most of us don’t like to stand out or to be different. We started off as unique and independent — seeing things in our unique patterns of synaptic responses. And then we were corralled into school. We were taught that the grass is green, the sky is blue, and the sun is yellow. What if, in your mind, the sun is not yellow but some other color? Our first thought is, ‘that’s not right.’ The universe has an order, and the sun has always been yellow. We perpetuate the conventional approach by requiring what should be instead of encouraging what could be.

    In today’s thinking or service economy, our value is in our thinking. Passionate performance happens when we have freedom to imagine, create, and innovate. Business and life successes are in the ‘could be,’ not in the ‘what is.’ The result is that much of the workplace, and the workforce as well, is now bland, taking yesterday’s approach even though today is different. Customers and employees become bored, and the effect is employees changing jobs hoping to find more excitement and the ability to significantly contribute.

    Customers and employees look for organizations that commit to the largest experiences and impact in what they do because it’s a lot more fun. And if an organization can be either ordinary or extraordinary, why not work and shop in a place that is extraordinary?

    In stand-out thinking, being different is key. The goal is to know what others do and insist on doing something better. We don’t try to fit in; we separate ourselves because, in a crowded marketplace, fitting in is failing. As Tom Peters states, “in a busy marketplace, not standing out is the same as being invisible.”

    If the point of being in business is to develop a loyal customer base — those customers who return and bring their friends — it is not going to happen by doing what others do. Regardless of the case, it is about getting noticed and being remembered. Standing out is about creating something original, exciting, and dynamic.

    Stand-out thinking starts with the permission to let yourself invent. This happens in an open and accepting environment. It happens when your workplace is diverse in both background and experience and when all employees are required to openly invent, think, and participate in decision-making, and allowed to say what is on their minds. This is way to invite the new, the different, and the great.

    As we were herded into similar thinking, much of our ability to stand out was challenged, diminished, or eliminated. Over time we became great at doing what others did. We learned to be OK with blending and fitting in. The good news is that we can relearn how to stand out.

    Focus on the following two areas to get back in touch with your stand-out abilities.

    1. Learn to reconnect with your creative side.

    More than 90% of 5-year-olds are creative, but only 5% of 13-year-olds (and older) are creative. We have trained ourselves out of being creative. Train yourself back into creative thinking by learning how to revisit a problem, issue, or opportunity in the following ways:

    • Frame it differently. Make it a product, a hobby, an inanimate object, a cartoon, a food, a superhero, etc.
    • See it from another perspective: man, woman, child, minority, friend, enemy, teacher, employee, customer, affluent, poor, honest, greedy, etc.
    • Morph the problem by changing it to the best, the worst, an object, a person, a policy, a fruit, a car, a game, etc.
    • Link it to an unrelated item to see the correlations; identify how it is similar and how it is different. This forces the brain to see connections it would normally ignore.
    • Use pictures to visualize the problem, issue, or opportunity. How does the visual encourage different thinking?
    • View the problem as a color — what does it make you think of, and how does the color offer a new perspective?
    • Brainstorm using the phrases, “what if?” “how about?” or “just consider.”
    • Use word association to generate ideas.
    • Write a headline, poem, obituary, news report, or book title that relates to a business issue, event, or other need. This forces a new perspective on the situation.
    • 2. Build a culture of creative thinkers in your organization by taking the following steps.

      • Allow employees to invent and take calculated risks. Reward excellent failures, and punish mediocre successes. Encourage greater thinking. If you are not failing every now and then, chances are you are not doing anything innovative. Visibly applaud creative efforts that focus on value, profits, and customer service. Applaud your employees’ reach and innovation.
      • Break a few rules. Identify the rules that do not add value for a customer, business, or process. Challenge pattern thinking by constantly questioning everything. Be sure it is the best way to do something, respond, or make a difference. If not, suggest a change. Stand out as an employee who focuses more on value than rules.
      • Invent a creativity zone, an area of the workplace that is committed to standing out and extraordinary thinking.
      • Invent a ‘Creativiteam’ — a team assembled to generate ideas to solve an issue, invent something new, create an event, etc.
      • Require an idea each day from each employee. Create a new theme each week to direct employee thinking. Ensure that the only requirement is that the idea must not look like what is already done.
      • Create an idea journal and add to it each day.
      • Organizations that openly encourage all employees to think, dream, and invent create the possibility of standing out. And standing out is the only way to compete in this information-blurred and over-commodicized economy. Service that stands out encourages customer loyalty.

        Likewise, workplaces that stand out encourage employee loyalty. At a time where there seems to be so little loyalty by either party, a bold commitment to being remembered is a critical advantage.

        So, remember the bad Bs: bland, boring, and blending as a way of going bust.

        To succeed, stand out. Think unique, valuable, exceptional, and exclusive. Think success by focusing on what makes you different and distinct. Then help your employees show up to get it done, step up to do it right, and stand out to be remembered.v

        Jay Forte is a performance speaker, consultant, and founder of Humanetrics, LLC. He applies years of research, along with his training as a CPA, to help organizations maximize performance and profits through improved employee productivity, creative thinking, and customer service;www.humanetricsllc.com

        Sections Supplements
        Development Associates Is Adding to Its Westover Portfolio

        It never gets old, but Ken Vincunas certainly has this routine down pat.

        On July 29, a groundbreaking ceremony at Westover Airpark West in Chicopee will signal the start of construction on a 72,000-square-foot multi-tenant industrial complex that Vincunas and his company, Agawam-based Development Associates, are undertaking as a joint venture with an investor from Long Island.

        This will be the company’s 10th development in the Westover cluster of parks in Chicopee and Ludlow — Airpark’s West, East, and North — that are controlled by the Westover Metropolitan Development Corp., and the 15th in Chicopee over the past 25 years or so. And there have several other developments in area parks controlled by Westover’s sister organization, WestMass Area Development Corp.

        So Vincunas knows the drill — or the dig, as the case may be.

        There will be a gathering of Chicopee city officials, maybe the city’s state senator and representative, a contingent from Westover Metropolitan and the Economic Development Corp. (including director Allan Blair), Vincunas, and whomever he might be partnering with. There will be a few pictures, and then the ceremonial tossing of some dirt.

        It gets repetitive, said Vincunas, but never dull, because his various developments in Chicopee — there are more dots there than anywhere else on the map detailing the company’s many projects — have done well, and there are similar expectations for this latest initiative.

        To be built on a 7.6-acre site — one of the last remaining in Airpark West — the so-called ‘flex building’ will feature a yet-to-be-named anchor tenant, which will locate a flooring-products distribution center on 25,000 square feet. Another 47,000 square feet will be built out to suit several smaller industrial tenants, and Vincunas believes there will be considerable interest — enough to provide the confidence needed to build what amounts to spec space when the economy is soft.

        “There are always companies that are doing well, growing, and looking to get to that next level,” he explained. “Even at times like this, there are companies looking for more space, or better-functioning space, or simply an upgrade.”

        And this consistent state of need has provided Vincunas with nearly 30 years of groundbreaking ceremonies in Chicopee. The first was in 1979, when the company constructed a building for ChemLawn (now TruGreen). Subsequent developments included three buildings for Porter & Chester Institute, a large structure for Allan Ritchie Corp., and the first — and still only — building in the Chicopee River Business Park (a WestMass facility), now housing laser manufacturer Convergent Prima.

        And, while keeping Chicopee officials busy donning hard hats, Development Associates has also conducted similar dirt-throwing ceremonies across Western Mass. on its way to amassing a portfolio of more than 1.2 million square feet. Other developments have taken place in Agawam (including a recently completed 28,000-square-foot office complex), Greenfield, Westfield, Palmer, Deerfield, and several communities in Connecticut.

        Vincunas told BusinessWest that he expects to add perhaps six to eight smaller industrial tenants at his latest location in Chicopee, and that full occupancy can probably be accomplished over the next 18 months.

        If he keeps to that schedule, then there will likely be another groundbreaking in Chicopee sometime soon.

        —George O’Brien

        Sections Supplements
        Enter the ‘Valley of Death’ with Courage and Confidence

        So you’ve decided to build a new business tied to a large growth opportunity that you want to exploit. You’ve spent some of your own money and time (sweat equity), you’ve convinced family and friends to support you, and now you’re getting ready to raise money from people who aren’t related to or friends with you.

        Presumably you’ve gotten comfortable with the risky, uncertain nature of your new venture. One assumes that the excitement of doing your own thing — coupled with the ever-present awareness that it all rests on you to keep it alive — is something with which you have become comfortable. Now you’re getting ready to get on the train that will lead you to growth and a profitable value realization event (exit) or to something shy of that.

        In either case, you’re planning to grow quickly and need to convince others to pry loose some investment capital to support your plans.

        Contrary to the intuition that suggests that serving a fast growth market will deliver positive cash flow (from all those sales), the reality is that young businesses — even those with strong early sales — need to invest ahead of revenue, early and often. These businesses use funding to hire staff needed to develop, market, and sell the product at hand.

        Capital will also be needed to invest in office space, business services, equipment and — subject to the product being developed — prototypes and manufacturing capacity.

        Unfortunately, most banks aren’t all that interested in this stage of your development. So, even with early revenue, you may need to pursue risk-oriented capital to support your capital requirements.

        Venture-capital investors are comfortable with this notion of losses, at least for a defined period, meaning one to three years at a company’s startup, generally speaking. Investors recognize that this is the nature of early-stage, fast-growth startups — investing ahead of the sales curve is part of the process. While investors would naturally prefer to fund companies that throw off lots of cash, it’s a rare startup that fits that profile.

        In contrast to the risk investor, you might not be quite so comfortable with planned, sustained losses. Likely, your optimism tells you that you’ll be profitable after a single year of revenue, but frankly, it doesn’t happen much — at least not with fast-growth startups. On one hand, it likely feels wrong for you to lose money — burn cash — at all. Most of us were raised to be conservative in that way. On the other hand, you need to invest money to make money.

        In presentations we give throughout the New England region, we describe the “valley of death” (see graphic at left), reflecting the cash-negative period that a product-development-oriented company goes through to get to a position of positive cash. The term reflects the statistical reality that many companies never live to see the day that they get to a cash-positive reality — i.e. they ‘die’ — close their doors, sell prematurely, etc. — before they realize that exalted state of self-sufficiency.

        Against that rather grave outlook, you could take the position that you’ll only invest as much money as you have available after paying your expenses. This may work in slow-growth markets but is problematic in fast-growth markets. Why? Well, you can bet that if you see a fast-growth market opportunity, others will see it as well. Those others might have more resources than you or may be more comfortable taking outside capital to support that cash burn than you do.

        So, while the conservative approach may keep you solvent — for now — wait too long, and you’ll see your market opportunity disappear as others who have a greater appetite for risk, losses, and taking on investment partners more aggressively capture market share at your expense.

        So, live bold, be brave, and enter the valley of death (or don’t) with courage and confidence. If you don’t make it out of the valley, you’ll have had an unforgettable experience and will be more experienced — if slightly poorer — for it. If you do make it out, you’ll have done something that will set you apart from couch potatoes and the more conservative among us.v

        Michael Gurau is managing general partner with Clear Venture Partners, a Portland, Maine-based venture-capital fund-in-formation; [email protected]

        Sections Supplements
        The Pros and Cons of Identity Scoring and Credit Monitoring

        The Identity Theft Resource Center, a non-profit organization dedicated exclusively to the understanding and prevention of identity theft, defines it as “a crime in which an impostor obtains key pieces of personal identifying information, such as Social Security numbers and driver’s license numbers, and uses them for their own personal gain.

        “It can start with a lost or stolen wallet, pilfered mail, a data breach, a computer virus, phishing, a scam, or paper documents thrown out by you or a business that result in ‘dumpster diving.’ The crime varies widely and can include check fraud, credit-card fraud, financial identity theft, criminal identity theft, governmental identity theft, and identity fraud.”

        According to Javelin Strategy and Research, a firm dedicated to researching financial-service areas, nearly 8.4 million people were victims of identity theft in 2007, totaling $49.3 billion in fraudulent charges, with the average victim spending at least 25 hours trying to resolve the issue. Identity theft is one of the fastest-growing crimes in the nation — accounting for as much as 25% of all credit-card fraud loss each year. Though victims may not be liable for charges made on fraudulent accounts, it can be extraordinarily difficult to improve credit reports. The theft of your identity can leave you with a poor credit rating and a ruined reputation, which may take months or even years to correct.

        To make the situation worse, thieves want more than just your money.

        In 2007, the Federal Trade Commission reported that credit-card fraud accounted for 23% of the reported identity-theft cases. However, the non-financial types of fraud, including employment fraud, accounted for 14%, and government documents/benefits fraud accounted for 11%. Non-financial types of identity theft include utilities and phone fraud; medical, criminal, employment, and government benefits fraud; and synthetic identity theft, where the identity is fictional rather than stolen.

        Criminals can readily obtain our personal data without having to break into our homes. The U.S. Department of Justice reports that, “in public places, for example, criminals may engage in ‘shoulder surfing’ — watching you from a nearby location as you punch in your telephone calling-card number or credit-card number — or listen in on your conversation if you give your credit-card number over the telephone to a hotel or rental-car company.” Applications for pre-approved credit cards in the mail, which are often discarded without shredding the enclosed materials, roll out the welcome mat to predators who may retrieve them and activate the cards for their use without your knowledge. The Internet has opened up a global village for criminals seeking to obtain identifying data, such as passwords or banking information, because many people respond to unsolicited, official-looking spam.

        Once the predator has enough identifying information, they can take over that person’s identity by falsely completing applications for loans and credit cards, making bank-account withdrawals using the victim’s information, and engaging in other unscrupulous activities, inflicting substantial damage on the victim’s assets, credit, and reputation.

        Is Free Credit-card Monitoring the Answer?

        People are bombarded by offers of free credit-card monitoring that will reduce identity theft. Enterprises that are compromised by data break-ins generally offer free credit-report monitoring to potential victims. Are there limitations to the protection you receive from these free offers? Unfortunately, there truly is no ‘free lunch.’

        A study conducted by Gartner, the world’s leading research company, revealed that “identity scoring and monitoring is more effective than credit-report monitoring to watch for potentially fraudulent activity.” According to the U.S. PIRG, the federation of state public-interest research groups, 79% of credit reports contain some type of error. With so many errors, credit monitoring is not a reliable solution for identity-theft prevention.

        Notebook computers filled with confidential employee information are stolen on a daily basis, and data breaches and criminal access also occur at retailers, payment processors, and other types of companies all the time. Following a compromise, affected enterprises generally offer potential victims free credit-report monitoring from one of three major credit bureaus: Experian, Equifax, or TransUnion, This implies that credit-report monitoring will protect customers from criminal use of their identity records for subsequent crimes.

        However, there are major deficiencies in relying on credit-card monitoring for battling identity theft. If you are an ID theft victim with a stolen Social Security number that was used in concert with other data that does not belong to you, such as a different address or date of birth, you will not be alerted. Potential victims are contacted only if their exact identity, including full name, date of birth, etc., was used to apply for a new mortgage, credit, or other loan.

        Most important, any credit-monitoring report will arrive days after the criminal activity has transpired. One has to hope that the criminal hasn’t done too much damage in those few days. Credit-card monitoring also does not catch the non-financial use of your stolen identity, and can, in fact, damage your credit rating even further.

        Identity Scoring Makes a Hit

        If you are given one tiny piece of a giant puzzle, your odds of being able to determine the whole picture are slim. With identity scoring, however, you get an accurate and comprehensive picture of the person’s credit-related activity. Identity-score systems tap into a broad set of consumer data that judge a person’s authenticity. Identity-score components used by identity-scoring companies include government and public records, corporate data, credit records, and predicted behavior patterns based on empirical data.

        Gartner Research defines identity scoring as “scoring the behavior of an identity’s or a criminal ring’s activities over time and across enterprises. Suspect patterns of behavior that show up across different organizations would not necessarily appear if the activity within only one organization was being monitored.”

        Credit-report monitoring is not able to identify criminal activity or individual records linked by stolen data. Identity scoring takes into affect far more attributes that clearly define the individual and their behavior over a significant period of time.

        The basic identity-score components a company uses in its ID scoring include name and address components; Internet monitoring of personal information found online on Web sites, newsgroups, and blogs; fraud information such as that found with stolen credit cards; behavioral-pattern analysis; synthetic-identity information, which is the information used to create a fake identity; and predictive analytics, which weighs behavioral data against earlier set patterns of behavior.

        Gartner Research’s July 2006 report titled “Limit ID Fraud: Use Identity Scoring, Not Credit Monitoring” indicates that “identity scoring and monitoring was explicitly designed to look for identity-theft-related fraud.

        Credit scores were designed to help lenders make good credit decisions. Direct-to-consumer credit reports and monitoring evolved several years ago when consumers wanted to know the content of their credit score. Consumer credit-report monitoring further developed as a way for consumers to directly monitor inquiries about their credit reports to determine if such inquiries were made for either legitimate or potentially criminal purposes.”

        Recovery after an identity is stolen is very important and very complex. There are many calls to make and steps to take, and, unfortunately for the victims, identity theft is often much simpler, and quicker, than the recovery.

        Low-cost Employee Benefit

        In our recessionary times and with medical insurance being very expensive, not every business can afford to offer health care and disability insurance to their employees. More and more businesses are looking for lower-cost, yet high-value employee benefits that will give their workforce peace of mind. Identity protection is a value-added benefit that companies are offering to their employees as a low-cost addition to their benefit package.

        If your company does not offer an identity-scoring and monitoring service for employees, daily vigilance is vital. If you are denied credit for no valid reason or receive new credit cards in the mail that you did not request, you may be an identity-theft victim. Call each of the credit-card-reporting agencies and have them place a fraud alert on your file. Call to dispute each fraudulent charge. The Federal Trade Commission offers an ID Theft Affidavit that should be filled out if companies don’t have their own dispute forms.

        It is important to treat one’s financial and personal information with care and discretion and to be vigilant about checking statements and accounts. When you are proactive about protecting yourself, your chances of being the next identity-theft victim are reduced dramatically.

        Jim Collins is president of HR Plus, a provider of background screening and pre-employment services, www.hrplus.com; and a division of Allied Barton Security Services, a provider of highly trained security personnel.

        Sections Supplements
        Studio One Inc. Puts Architecture to Work for Springfield
        Studio One Inc. President Greg Zorzi (left) and Vice President Dan Zorzi.

        Studio One Inc. President Greg Zorzi (left) and Vice President Dan Zorzi.

        When Greg and Dean Zorzi were teenagers, their father, Peter Zorzi, founder of Studio One Architects and Planners in Springfield, brought them to see an historical home he’d just purchased to renovate.

        He explained the importance of the building, its interesting features, and what it would take to make it livable again. Then, he handed his sons sledgehammers and told them to get to work.

        Greg Zorzi said this was his and his brother’s informal indoctrination into the field of architecture, and similar scenes played out repeatedly as they matured along with their father’s business.

        “The process went on for quite a while,” he said, exchanging a hearty laugh with his brother. “If he was going to work on a project, then we were going to work on it, too.”

        Today, that trend of sharing the load continues for the Zorzi brothers, though with different trappings. The siblings serve as president and vice president, respectively, of Studio One Inc., the company their parents started in 1974 and for which their father still works on a part-time basis. It’s a unique situation, because architecture firms aren’t known typically for being family businesses. But its principals, who assumed their new positions two years ago as part of a succession plan that passed the management of the business from one generation to the next, say this has become a core tenet of their “culture” — a word they return to often.

        “As kids, we would listen to our father talk about the business at the dinner table every night,” said Greg. “I think it’s those times that made us realize how much of daily life depended on this business, and we never lost that.”

        Coming Home

        Dean Zorzi joined the firm officially in 1987, and today oversees the creation of construction drawings that are presented for bid and to contractors; he’s also a constant presence at job sites across the region.

        Greg joined the firm in 1994 after studying at the Boston Architectural Center (BAC) and interning with one of the city’s largest firms.

        “It was interesting to see and experience the culture of other companies,” he said, “but as enamored as I was with the work, the experience also taught me that I didn’t want to run a big office. I’m so glad I had that realization, because it contributed a lot to how our company has evolved.”

        Tucked into an historical brick building on Main Street in Springfield’s South End, Studio One has a number of other family-owned businesses as neighbors — Mom and Rico’s, La Fiorentina pastry shop, and the Red Rose Pizzeria, to name a few.

        “We’re definitely in keeping with the neighborhood,” said Greg, adding that, like many of those other mom-and-pop shops, Studio One has been a fixture in the South End for several years, taking up residence in the early 1980s when Peter Zorzi purchased and redeveloped several blocks.

        From these offices, Studio One has developed a diverse portfolio of work, including historical design and preservation projects and work for municipalities, educational institutions, churches, residential complexes, and senior-living centers, among others. The firm’s work can be seen across Western Mass. as well as in eastern parts of the Commonwealth, including the Cape and Islands, and in Connecticut.

        Many projects are recognizable landmarks; Studio One spearheaded renovation efforts at the Austin Dickinson homestead in Amherst, for instance, and the Wilbraham Meetinghouse.

        On the more-modern side of things, Studio One has also helped erect some “landmarks in training,” as the brothers call them, such as the Scantic Valley YMCA in Wilbraham, the Sullivan Public Safety Complex on Carew Street in Springfield, and the Edgewood Gardens suite-style dorms at American Inter-national College, also in Springfield.

        In addition, Studio One has a particular niche in senior housing; the firm recently designed the conversion of the former Mont Marie convent in Holyoke into a 60,000-square-foot, 50-unit senior-housing complex that is slated to open in the fall, for instance, and a second new development on the campus is also being devised, with Studio One at the helm.

        “The style is reflective of the original convent, so it’s a nice mix of three kinds of work we like to do — historical, senior housing, and religious buildings,” said Greg, adding that the project has led to new work in New Britain, Conn., where the Daughters of Mary are planning a similar addition. “It’s interesting how work evolves. Who would think working with the nuns would lead to a new business niche?”

        Dean Zorzi added that it’s not merely the interesting sectors Studio One works within that he enjoys, but the fact that its services have become so wide-reaching.

        “One thing I really like about what we do is the diversity of the practice,” he said. “We have nicely distributed levels of expertise in different things, and we’ve realized that we can do that without being the biggest firm and going after every job.”

        Moving forward, Dean added that Studio One is focused on securing new projects in similar sectors, but also on continued work as ambassadors of the South End, of Springfield in general, and of the profession of architecture.

        “We’ve been able to secure a number of smaller jobs in the South End that we feel are really important,” he said, “and that we might not be able to work on if our business model was different.”

        Going South

        Such local projects are ones that Peter Zorzi will often take on, because they fit his interests in historical preservation and community development. A recent example of this work is the centennial renovation of the Mount Carmel Society building.

        “This was something he took on as his project, and the firm was very supportive of it,” said Dean. “It was one more tie-in with the South End for us, and led to other things.”

        Indeed, the brothers followed suit in contributing to the health of the South End shortly after the Mount Carmel project, drafting their own master plan for the area.

        “No one asked us to do it; we just did it, and now people are referring to it as ‘the Zorzi Plan,’” said Greg, noting that the document discusses several opportunities within the South End for redevelopment. “We’re studying various cross streets and intersections, as well as the Emerson Wright Park and what we can do to make that a more central, usable location.”

        The park, the Zorzis explained, is secluded, and therefore poses certain security issues that detract residents from using it. Now working with the Springfield Planning and Economic Development department to draft proposals for the parcel of land, Studio One is finalizing plans to reconfigure the area and make it more visible. “The idea is to get more eyes on the park,” said Greg.

        But the firm is also working to get more eyes on the city, as well as its rising workforce. A graduate of Springfield Technical Community College and its associate’s degree program in Architecture, Greg hopes to help create a pipeline from high school to higher education in the field.

        “Our profession is still one that requires a lot of training and practice — a lot of hands-on work,” he said. “We talk about the pluses of our work all the time, but we also want to walk the talk and help introduce more young people to the job.”

        While the Zorzi brothers may not have plans to hand sledgehammers to their interns any time soon, their interest in exposing a greater number of students to architecture as a profession is a trait they say they both inherited from their parents when the family business was in its early years.

        “We’re very fortunate to have the work that we have,” said Greg. “We enjoy it, we appreciate it, and we work to hold onto it.”

        The same goes, he said, for their neighborhood and their city.

        Jaclyn Stevenson can be reached at[email protected]

        Sections Supplements
        Employers Must Understand and Respond to Workforce Issues

        Quickly rising and about to strike, the tidal wave of demographic pressure in the U.S. is a formidable threat to the health of American business. Employers are already passing up opportunities to expand their businesses because they do not have and cannot find workers who can handle what is required.

        The challenges are well-documented, but remain daunting:

        • In the U.S., someone turns 60 every 10 seconds. Yet, few have sufficient savings for retirement, and many must stay in the workforce longer, although they may have difficulty keeping pace with the job demands.
        • Up to 75% of those 18 to 24 years old are not eligible for the military due to obesity, illiteracy, or substance abuse. Yet, jobs that once were available to workers with limited skills now require competency in reading, math, communication, and the use of computers.
        • Trends show that this is the first generation to be less healthy than their parents, with epidemic incidents of obesity and rising rates of adult-onset diabetes in children. Yet, employers are hard-pressed to meet today’s costs of health insurance, and, while wellness programs are as accepted as mom and apple pie, employers continually struggle with incentivizing participation.
        • Although this demographic tidal wave has been stirring for some time, few employers have strategies to deal with it. That’s not surprising, when Peter Cappelli, Wharton’s director of Human Resources, points out that about two-thirds of companies do no planning for workforce issues at all.

          The confluence of these challenges means there is a decreasing number of available fit, educated, trained employees with a strong work ethic. While knowing how best to attract, manage, and retain employees has always been a key component of sustaining growth and high productivity, this is the only way to grow profitably in times of scarcity.

          A good example is automobile technicians, jobs that will never be outsourced. The rapidly changing nature of the job, coupled with the need for highly technical skills and a negative stigma associated with this career choice, have resulted in a shortage of 35,000 to 60,000 technicians per year, according to Richard White, senior vice president of marketing and member relations for the Automotive Aftermarket Industry Association (AAIA). The situation will only be exacerbated in the next decade when Boomer-generation technicians enter retirement, with more than one-half of the top technicians expected to retire in the next 10 years.

          White strongly believes the solution is local and not national, according to “The Growing Scarcity of Qualified Auto Technicians” on search-autoparts.com. “The quality repair shops are involved with schools in their community and are willing to mentor young people,” he notes. “They pay their employees fairly and run a clean, professional business. They treat their employees with respect, and in turn, their employees have a positive self-image that is portrayed to colleagues and customers.”

          Employers need to ask some serious questions: Are they the employer of choice in their area — the one that everyone wants to work for? Do their top employees regularly refer qualified candidates for hire? With rigorous hiring standards and high performance expectations, can they select and retain the best employees for the job? Which employees do they want to attract and retain, and how are they going to develop them?

          While the parameters defining ‘employer of choice’ will vary by industry and location, there are commonalities. Clearly, attractive salaries and wages, job security, advancement opportunities, rich benefits, flexibility, desirable perks, managers who treat their employees well, and ethical practices are all on the list.

          Each year, Fortune partners with the Great Place to Work Institute to pick the ‘100 Best Large Companies to Work for in America,’ and with the Society for Human Resource Management to pick the ‘50 Best Small and Medium Companies.’ Selections are made based on management’s credibility, job satisfaction, respect, fairness, and camaraderie — and, to a lesser degree, demographic makeup, pay and benefit programs, the company’s management philosophy, methods of internal communications, opportunities, compensation practices, and diversity efforts.

          Taking steps — such as employee surveys, retention, and exit interviews — to understand what motivates and drives employees and potential employees is key to becoming an employer of choice. For two consecutive years, Google has topped the list of large employers, and while financial security and flexibility are key attractions, the ‘opportunity to get things done’ is at the top of the list as well.

          Many companies might claim that they cannot afford to be among this group, but, in truth, they need to recognize that they must structure their budgets, priorities, and cultures so that they become an employer of choice. They cannot afford the alternative; only those employers that can be very selective and attract, retain, and motivate the best employees will grow profitably.

          An engaged employee has a vested interest in an employer’s success, and creating career paths is often identified as a way to keep people interested in their jobs. While younger employees with high potential are the focus of career-development opportunities, extending and redefining career paths to all employees enhances retention strategies and strengthens productivity. For example, the older automobile technician may move on to service writing or be paired with new employees as a mentor.

          Creating an environment people want to be a part of motivates employees and drives performance. The dramatic turnaround of the Boston Celtics from the worst team in 2007 to NBA champions a year later offers a valuable lesson. Three of the league’s top players (Paul Pierce, Kevin Garnett, and Ray Allen) sacrificed their personal glory and focused on a singular goal — winning the NBA championship — and did everything they could to speed up the team’s learning curve and solidify chemistry.

          Complementing this was the addition of savvy veterans who not only contributed meaningful minutes but also mentored young players to help them maximize their capabilities. The leadership of the Celtics was agile, attracting the talent they needed, fostering chemistry among young and veteran players, and focusing on a common goal.

          Stay in the Game

          Employers also need to be agile and responsive as they face the challenge of maintaining a healthy, trained, productive workforce. As workers’ comp professionals, we often see workers’ compensation used as an exit strategy. Pushing their physical capabilities, some older workers are injured, take longer to recover, and in many cases never return to the workforce. Not only does this drive up an employer’s workers’-compensation costs, but it also leads to a loss of capable employees with critical legacy knowledge.

          Constantly threatened with a double-edged sword — younger employees entering the workforce are less healthy than previous generations, and older employees are often working beyond their physical abilities to perform their jobs — employers need a strategy. While EAP and wellness programs are valuable and necessary tools, the best solution is to be the employer of choice. With ample job applicants and rigorous hiring practices, employers can hire the best and secure a lasting competitive advantage.v

          Frank Pennachio, CWCA is co-founder and director of learning at the Institute of WorkComp Professionals, Asheville, N.C., the largest network of workers’ compensation professionals in the nation. He is also president of a workers’ compensation insurance agency, and a licensee and trainer for Injury Management Partners;[email protected]

          Sections Supplements
          New Alliance Moves Beyond Transition and into the Growth Phase
          Paul Accorsi

          Paul Accorsi, senior vice president and regional director of Massachusetts Operations for New Alliance Bank.

          It’s been 18 months since the ‘New Alliance Bank’ sign went up on the lawn at 225 Park Ave. in West Springfield, the headquarters of the former Westbank, which the New Haven-based institution acquired in late 2006. The transition period ended long ago, said regional director Paul Accorsi, meaning that the bank has moved on from mere retention to an aggressive pursuit of across-the-board growth.

          Paul Accorsi acknowledged that a few things were different when he went to work on Jan. 2, 2007 after the holiday break.

          OK, one rather large thing.

          That would be the name on the sign in front of the building at 225 Park Ave. in West Springfield, and also on the wall in the lobby, and on his letterhead, and on his coffee mug. Everything said ‘New Alliance,’ the New Haven, Conn.-based institution that acquired Westbank — for which Accorsi had served as a director of commercial lending for several years — in mid-2006.

          But, from his perspective, at least, little else was different that morning.

          “My office hadn’t moved, my desk was in the same place, the same pictures were on the walls, and I still had the same phone number I’d had for more than 20 years,” he told BusinessWest, adding that this sameness, at least with regard to people, their phone extensions, and their knowledge of the local market, has contributed to what he considers a rather smooth entry into the Western Mass. market for New Alliance.

          No transition is truly seamless, and there have been some bumps, said Accorsi, senior vice president and regional director of Massachusetts Operations for New Alliance. But 18 months after arriving in this region, the institution is certainly making its presence known.

          Indeed, as he talked about New Alliance and its first year and a half in the Western Mass. market, Accorsi talked early and repeatedly about … doors. Quite often, he said, when a large regional bank acquires a much smaller community bank, some doors get closed to that new entity, a phenomenon he attributes to the perception that a large entity like New Alliance ($8.2 billion in assets as of the end of 2007) can’t be a community bank in the true sense of that industry term.

          New Alliance has, by his estimation, shown that it can, indeed, be a community bank in feel if not look, even with those numbers — while at the same possessing the lending muscle of an $8 billion institution with 89 branches up and down the I-91 corridor. Thus, far more doors are open than are closed, said Accorsi, and the bank is focused on taking advantage of each opportunity presented to it.

          “Sometimes, doors do get closed on you, but we really haven’t seen that,” said Accorsi, who attributed this to the fact that, while the bank’s name has changed, most of the names and faces associated with it haven’t, and this continuity has made the transition period relatively short and problem-free. “The prevailing attitude among customers and potential customers has seemed to be, ‘let’s give this bank a shot,’ and when given the chance, we’ve been able to impress people.”

          Joe Shaw agreed.

          As first vice president and department manager of Business Banking, Shaw has also seen some doors open to the bank that weren’t open before — namely the large loans involving tens of millions of dollars — but the institution hasn’t changed its attitude toward, or approach to, its smaller commercial clients.

          “This is a competitive market, and banks certainly have to competitive when it comes to rates,” he explained. “But for most customers, it’s still a function of service, and that’s something that hasn’t changed here, and won’t.”

          In this issue, BusinessWest looks at New Alliance’s entry into the Western Mass. market and how its blend of size and community-bank attitude bode well in this highly competitive banking environment.

          Generating Interest

          As they talked about the advantages afforded by New Alliance’s size and reach, Accorsi and Shaw used words and phrases like ‘firepower’ and ‘institutional horsepower’ often and interchangeably.

          They did so to pointedly convey the fact that New Alliance can do some things that the old Westbank (which had just over $860 million in assets when it was acquired) could not, especially in the commercial-lending realm, but also with regard to community giving and other matters.

          “We can probably handle about 80% or 90% of the loans within this market,” said Shaw, adding quickly that the portfolio is still dominated by the smaller-business loans that comprise the bulk of demand in this region.

          Indeed, while stressing repeatedly that New Alliance has the opportunity to do more — and be more — than Westbank, Accorsi and Shaw said the institution can be, and is, everything that Westbank was, especially within the community.

          As an example, Accorsi pointed to the bank’s involvement with the Big E.

          Don Chase, long-time president of Westbank, was also a fixture as chairman of the board at the Big E, he explained. The bank was quite involved with the 16-day fair, sponsoring exhibits and specific days (usually West Springfield Day). New Alliance has continued that tradition, he continued, by sponsoring Connecticut Day, for example, and also an exhibit of live sharks last fall.

          But with a much larger foundation (or budget) for community giving, New Alliance has been able to improve on Westbank’s overall performance in that realm, said Accorsi, noting that the bank has added some new beneficiaries over the past 18 months, including the Food Bank of Western Mass. and the Springfield Technical Community College capital campaign.

          This increase in community giving — while maintaining old affiliations and partnerships — is one example of how New Alliance’s regional bank size and community-bank feel have manifested themselves, said Accorsi, adding that there are many other examples that have come into focus since that Jan. 2 morning when he arrived for work.

          Together, they help explain what Accorsi described as a generally smooth transition period — one he considered officially over late last year — and an effective segue into an across-the-board growth mode.

          “We’re well past retention,” Accorsi said of that all-important first stage of a transition when customers will decide whether to stay with an institution, especially one headquartered outside the Commonwealth.

          “And we’re solidly focused on growing market share,” he continued. “We’re now in a position where we’re asking, ‘how are we going to compete in this marketplace every day?”

          The bank was helped in its transition by a number of factors, said Accorsi. First, there was a comprehensive effort to introduce the New Alliance brand even before the new signs went up. And these efforts continued after they did, with several receptions, many involving New Alliance President Peyton Patterson, at such venues as the Basketball Hall of Fame and the Big E.

          Geography has also helped somewhat, he explained, noting that New Haven is closer to the Pioneer Valley in many respects than Boston, where many regional banks are headquartered, and much closer than Charlotte, N.C., home to Bank of America. An attractive suite of products and options such as remote depositing also helps, he said, but, overall, a strong measure of continuity has been the biggest factor.

          When asked how to quantify and qualify New Alliance’s performance in this market to date, Accorsi said there are some numbers, especially with regard to customer retention and the commercial-loan portfolio, that back his contention that the bank is off to a solid start.

          “Business and deposit retention is ahead of the schedule,” he explained, adding that the commercial activity has been strong and, in most respects, better than expected given the immense competition within the local market and the health of the economy or perceptions of same.

          Said Shaw, “despite the gloom-and-doom headlines, there are a lot of businesses having record years. Companies are adding staff and adding equipment; thus far, the commercial business would have to be considered a pleasant surprise.”

          Still, much of the performance analysis is qualitative, said Accorsi, returning to those open doors and the opportunities that his lenders are now being given because of that ‘firepower.’

          “With it, we can stay in the market we’ve always been in, but we can also open the door to some larger deals, where we step in with a new set of competitors, such as Citizens, TD Banknorth, Sovereign, and Bank of America,” he explained. “This is a different playing field for us, and we’re getting more of an opportunity to bid on some of the larger deals, and that’s all we ask for at this point; people are giving us an opportunity to come in.”

          On the retail side of the ledger, the bank has moved from what Accorsi calls a “transition culture” to a “sales culture” within its 16 Western Mass. and Central Mass. branches. By that, he meant a strong focus on growing market share not through physical expansion, necessarily (as so many other banks in the region are doing), but through products and customer service.

          “We’re in the main communities in this region, and thus far that has worked for us,” he explained. “There are so many banking functions for which you no longer really need bricks and mortar; we’re realizing growth through attractive products and good service.”

          The Bottom Line

          Summing up New Alliance’s first 19 months of business in the Pioneer Valley, Accorsi returned once again to the subject of doors.

          None have really closed, he said, and many others have opened, and for all those reasons he mentioned, from targeted marketing to an attractive suite of products, to the fact that New Haven, Conn. doesn’t seem a world away, or at least as much as Charlotte does.

          But mostly, he attributes it to a large measure of continuity that doesn’t always accompany such acquisitions — continuity that takes many forms, including a phone number that hasn’t changed since 1985.

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

          Departments

          GSCVB Receives ‘Top Destination’ Award

          SPRINGFIELD — The Greater Springfield Convention & Visitors Bureau (GSCVB) has received a Top Destination Award from Facilities & Destinations (F&D) magazine in its 2008 annual publication. The designation was given to 63 convention and visitors bureaus in the United States, Canada, and Puerto Rico. The GSCVB was the only non-capital-city CVB in New England to receive the honor. F&D polls its readers and association meeting planners annually to select the top CVBs. Criteria include: quality of the convention center, professionalism of the staff, hotel accommodations, on-site management, special promotions and services, accessibility, attractiveness of the destination, and other factors. The is the 14th year the publication has conducted the poll. “This designation is very gratifying for us, and it speaks to the quality of convention amenities in the Pioneer Valley,” said GSCVB President Mary Kay Wydra. “We have a number of advantages to offer to meeting planners and other decision makers, including top facilities, easy access, a range of economic options, and a dedicated group of front-line hospitality-industry professionals who will create a pleasant visitor experience for our guests.”

          Many Area Cities and Towns Have Lost Population Since 2000

          SPRINGFIELD — While there are some notable exceptions — East Longmeadow and Belchertown chief among them — most area cities and towns have held steady in population or seen declines since 2000, according to estimates recently released by the U.S. Census Bureau. Among the losers are Springfield, down 2,100 people, or 1.41%; Chicopee, down 777, or 1.42%; Amherst, down 599, or 1.72%; Greenfield, down 462, or 2.54%, and Northampton, down 567, or 1.96%. Among the big gainers were East Longmeadow, up 1,122, or 7.96%; Southampton, up 575, or 10.67%; Montgomery, up 100, or 15.29%, and Belchertown, up 1,003, or 7.73%.

          Springfield Offered Extended Repayment Period on Loans

          SPRINGFIELD — State legislators and the Patrick administration have agreed on a bill that would give the city 15 years to pay back a $52 million state loan — three more than the governor originally proposed in June. The plan, described as a compromise measure, would save the city roughly $1 million per year in payments on the loan. It is subject to the approval of the state House and Senate, and would require the signature of the governor as well.

          Three Businesses to Receive Workforce- training Grants

          SPRINGIELD — While on a tour of Springfield and its South End recently, Gov. Deval Patrick announced the awarding of workforce-training funds totaling $164,350 to train 116 workers at three area companies. The grants will go to:
          • Hampden Bank ($91,250) to train 79 workers in customer service and sales management;
          • Thorn Industries ($36,500) to train 15 workers in lean manufacturing and inventory-control systems; and
          • Hayden Corp. ($36,600) to train 22 workers in RAPID robotics software.

          Springfield Gets $2.1 Million Grant for Armory Street Work

          SPRINGFIELD — Gov. Deval Patrick has awarded Springfield a $2 million grant to boost business development through a series of road improvements in the Armory Street area. The grant will fund a complete repaving of two miles of Armory Street from the rotary off Interstate 291 south to Federal Street near the Springfield Technical Community College Technology Park. The funds will also pay for new sidewalks and crosswalks; improved signaling to the intersection of Genesee, Taylor, and Worthington streets; and new catch basins. Trees will also be planted. City officials and administrators at the technology park said the planned improvements will make it easier to attract new businesses to that section of Springfield.

          Brownfields Assistance Agreement Inked

          SPRINGFIELD — The Pioneer Valley Planning Commission has signed a cooperative agreement with the U.S. Environmental Protection Agency for $1.62 million to clean up brownfield sites in Springfield. Chicopee, Holyoke, and Westfield. The agreement, dated April 17, is the result of the PVPC’s conversion of its original revolving loan fund to the Small Business Relief Rules for Brownfields. The new assistance agreement will provide funding to the PVPC to capitalize the Pioneer Valley Regional Brownfields Cleanup Revolving Loan Fund. Brownfields are real property, the expansion, development, or reuse of which may be complicated by the presence or potential presence of a hazardous substance, pollutant, or contaminant.

          Departments

          Baystate Mary Lane Hospital Honored

          WARE — Baystate Mary Lane Hospital, a 31-bed community hospital in Ware, and a member of Baystate Health, was named as a 2008 PRC Five-Star Hospital in a number of clinical areas for scoring in the top 10% nationally. BMLH is one of only 27 hospitals in the nation to receive four five-star awards. Professional Research Consultants Inc. (PRC) is a health care marketing research company headquartered in Omaha, Neb. PRC is the organization that Baystate Mary Lane Hospital uses to gauge patient-satisfaction levels. PRC’s Five-Star Excellence Award is a designation given annually to health care facilities that score in the top 10% of PRC’s national hospital perception database for the prior year. It is based on the percentage of patients who rate the hospital’s service in a particular area as “Excellent.” The Five Star Awards received by BMLH were:

          • Five Star Excellence Award Med/Surg — for scoring in the top 10% nationally for ‘excellent’ responses for inpatient medical/surgical overall quality of care;
          • Five Star Excellence Award Ob/Gyn — for scoring in the top 10% nationally for ‘excellent’ responses for inpatient ob/gyn services overall quality of care;
          • Five Star Excellence Award BMLH — for scoring in the top 10% nationally for ‘excellent’ responses for outpatient surgery services overall quality of care; and
          • Five Star Excellence Award BMLH — for scoring in the top 10% nationally for ‘excellent’ responses for inpatient services overall quality of care.

          Whalley Wins $18 Million State Contract

          SOUTHWICK— Whalley Computer Associates (WCA), one of the leading independent computer hardware and software resellers and system integrators in Massachusetts, was recently selected by the state to supply products under the ITC36 state contract. The state anticipates that $18 million of technology peripherals will be conducted through this contract. One of only two vendors selected, the contract allows WCA to provide IT supply and accessory products such as hard drives, memory, system boards, and more that will support the statewide contract for IT computer hardware and services for state organizations.

          ESB Supports Food Bank, Recycles for a Cause

          EASTHAMPTON — Easthampton Savings Bank recently contributed $5,000 to the Food Bank of Western Mass. The gift is part of ESB’s continuing $25,000 commitment to help the Food Bank feed people in need. “With the rising costs of food, we’re aware that more people are relying on the food pantries, soup kitchens, homeless shelters, elder programs, and child care centers that the Food Bank supplies,” said William Hogan, president and CEO of ESB. “We are gratified that our pledge can help the food bank reduce hunger here in Western Mass.” In other news, the ESB systems department donated several hundred dollars from its recent employee computer-recycling day to the Easthampton Council on Aging Enrichment Center for its technology needs. Bank employees donated a small fee to bring in their old computers, monitors, and printers to the bank for recycling.

          Spalding Introduces Rookie Gear

          SPRINGFIELD — Spalding is introducing Spalding Rookie Gear, a sporting-goods line of youth-sized basketballs, footballs, and soccer balls that weigh 25% less than standard youth products. Specifically engineered for the more than 40 million children ages 8 and under, Spalding Rookie Gear’s authentic, innovative product line is designed so kids can shoot, rebound, kick, and throw more easily and successfully, and with better form. “We want kids to enjoy, embrace, and achieve early success in sports,” said Bob Llewellyn, director of Consumer Marketing for Spalding. “Spalding Rookie Gear is all about keeping young athletes in the game because playing with a lighter ball builds confidence, enables sound fundamental skills, and keeps a child active. The end result is making sports more fun to play.” According to Llewellyn, youth products are traditionally made smaller in size but not appropriately weighted, which can lead to improper form, lack of success, and eventual frustration, which ultimately takes the fun out of play.

          Berkshire Bank Featured in American Banker Article

          PITTSFIELD — Berkshire Bank has been featured in the July 8 issue of American Banker, the financial-services newspaper focused exclusively on the banking and financial-services industry since 1835. The article discusses the bank’s 2007 introduction of its brand identity as “America’s Most Exciting Bank.”

          The article reports on the bank’s success in winning over and engaging new customers and energizing its staff. Sean A. Gray, senior vice president of Retail Banking, stated that the theme of excitement “allows us an emotional connection to our customers.” He added, “I really do believe we have the ability to be exciting because of the autonomy we have in the workplace.” Michael P. Daly, president and CEO, added, “we always believed that if employees feel good about what they’re doing, it will be contagious.” The article reports on the bank’s strong deposit growth and higher earnings in the first quarter of 2008. It also reports on the bank’s largest market share in its traditional Berkshire County market, and on its expansion into contiguous markets in Springfield, Albany, N.Y., and Southern Vermont. It also noted the importance of safety and solidity in bank marketing.

          Baystate Medical Center Is Again Named One of America’s Top Hospitals

          SPRINGFIELD — Baystate Medical Center garnered national recognition as one of the country’s best hospitals for the second year in a row, as the annual hospital rankings compiled by U.S. News and World Report placed Baystate in the top 173 of more than 5,400 medical centers nationwide. Baystate’s medical and surgical endocrinology programs led the hospital to the distinction, placing alongside some of the top endocrinology programs in the U.S. “This honor serves as a tribute to the hard work, dedication, and teamwork of the doctors, nurses, and staff in our endocrinology and bariatric surgery departments — as well as our pathology and clinical laboratory colleagues — and to those who laid the foundation for this success in years past,” said Dr. J. Enrique Silva, chief of the Baystate Division of Endocrinology, Diabetes and Metabolism. “It’s very gratifying to receive this national recognition, especially in a specialty as important as endocrinology to the community we serve. In addition, it’s an added stimulus to continue our mission, to reach out to the community for preventive interventions, and to continue to develop groundbreaking research in this field of medicine.” Dr. Loring S. Flint, senior vice president, Medical Affairs, Baystate Health, said the rankings demonstrate Baystate is a clinically excellent hospital. “We’re proud to be part of such a select group of care providers,” he said. “It means even more that our programs in endocrinology and obesity surgery are being particularly honored, since their work is so integral to our mission of improving the health of the people in our communities.” The U.S. News & World Report rankings, which honor Baystate for the second consecutive year, weigh three elements equally: reputation, death rate, and a set of care-related factors such as nursing and patient services. In 12 specialties, including endocrinology, hospitals have to pass through several gates to be ranked and considered a ‘best’ hospital. Baystate Medical Center is the only medical center in Western Mass. to be recognized by U.S. News this year.

          GCC Receives ‘Promise of Nursing’ Grant

          GREENFIELD — Greenfield Community College announced that it has received $25,000 from the Foundation of National Student Nurses Association’s ‘Promise of Nursing’ program. The funds will be used to develop and implement a recruitment effort directed at licensed practical nurses who are eligible to enroll directly into the second-year nursing program and graduate with their associate’s degree in Nursing (ADN) at the end of that year. “The LPN-to-RN bridge is the shortest route to becoming a registered nurse and, with enhanced advising and counseling support during the program, the most efficient and successful route to full employment in the nursing profession,” said Terri Mariani, GCC’s Nursing program director. GCC will collaborate with area long-term-care facilities, including Amherst Extended Care in Amherst; Buckley Nursing Home and Charlene Manor in Greenfield; Farren Care Center in Turners Falls; Heritage Hall Extended Care Facility in Agawam; Linda Manor, Northampton Nursing Home, and the Veteran’s Administration Medical Center in Northampton; and SunBridge Care & Rehabilitation in Hadley, to identify LPNs in their employment and assist with the transition to nursing school. GCC will use a two-pronged approach to recruit and support the targeted LPNs: first, develop and disseminate a variety of recruitment materials, such as brochures, flyers, mailers, and recruitment fair props, for the GCC ADN program that will market the program and make the case for moving from LPN to RN credentials. Secondly, GCC will extend the enhanced first-year student-retention activities, such as counseling and tutoring support, to the newly recruited second-year students. The LPNs may have completed their schooling many years in the past and may require additional support for math and science coursework, or their level of comfort with being back in school may be low — or both circumstances may be true, requiring the full range of academic and counseling support services. All GCC nursing faculty and staff will work to identify and assist each entrant to the second-year program with both their transition to college and their ongoing scholastic work.

          Departments

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

          CHICOPEE DISTRICT COURT

          Legowski Landscaping & Construction v. Creative Design
          Allegation: Non-payment of landscaping services: $18,000
          Filed: 6/11/08

          FRANKLIN SUPERIOR COURT

          Erin Szalankiewicz v. Bulkley Healthcare Center
          Allegation: Employment discrimination: $25,000+
          Filed: 6/17/08

          Laurie Baggetta v. Judith Hamilton and Lydian Enterprises Inc.
          Allegation: Negligent establishment of an area for dancing causing injury: $101,480
          Filed: 6/23/08

          HAMPDEN SUPERIOR COURT

          Construction Service, a division of Dauphinias & Son Inc. v. T&M Concrete
          Allegation: Non-payment of merchandise sold and delivered: $37,924.01
          Filed: 6/05/08

          David L. Clowes Painting and Decorating v. GFI Prospect Park Development and GFI Longbrook, LLC
          Allegation: Non-payment of labor and materials: $29,200
          Filed: 6/26/08

          Dusty Corporation v. Donovan Oil Co.
          Allegation: Failure to properly bleed heating system, resulting in water damage to home: $27,983.45
          Filed: 6/28/08

          John Angelica v. A. Boilard Sons Inc.
          Allegation: Breach of warranties and damages: $50,000
          Filed: 6/30/08

          Liberty Mutual Insurance Company v. AG Asbestos Inc., et al
          Allegation: Breach of worker’s compensation policy and fraudulent misrepresentation: $189,208.89
          Filed: 6/23/08

          Macey Trustee, et al v. GBG Consulting Services, LLC
          Allegation: Breach of contract: $114,508.42
          Filed: 5/22/08

          Rockstone Capital, LLC v. D’Amours General Contractors
          Allegation: Breach of small-business credit agreement: $68,406.83
          Filed: 6/25/08

          Shawn P. Allyn v. GFI Longbrook LLC
          Allegation: Breach of contract and real-estate fraud: $30,000
          Filed: 6/25/08

          HAMPSHIRE SUPERIOR COURT

          Mary Lou Sanborn v. Gatesman Electric, LLC
          Allegation: Non-payment of goods and services rendered: $38,958.17
          Filed: 6/16/08

          Seth Powers v. JDR Builders
          Allegation: Negligent and unsafe working conditions causing permanent injury: $1,127,000
          Filed: 6/17/08

          NORTHAMPTON DISTRICT COURT

          Analysts in Media Inc. v. Overlook Industries Inc.
          Allegation: Breach of advertising agreement: $20,516
          Filed: 6/30/08

          Karen Barnes v. Starbucks Coffee Co.
          Allegation: Improperly placed lid on cup and other negligence, causing serious injury: $15,577.00

          PALMER DISTRICT COURT

          Gallerani Electric Co. Inc. v. O’Driscoll’s Inc.
          Allegation: Non-payment of electrical work: $4,135
          Filed: 6/10/08

          Mary Hall v. Yogi Bear’s Sturbridge Jellystone Park Resort
          Allegation: Failure to maintain property, causing slip and fall: $5,360
          Filed: 6/13/08

          SPRINGFIELD DISTRICT COURT

          Bradco Supply Co. v. CP McDonough Construction Corp.
          Allegation: Non-payment of merchandise sold and delivered: $8,478.76
          Filed: 4/16/08

          City of Holyoke Gas & Electric v. Nutmeg International Trucks Inc.
          Allegation: While in defendant’s possession, vehicle was broken into, damaged, and had items stolen: $5,524.00

          Emanuel Brown v. Michael Brown d/b/a Building Renovations
          Allegation: Breach of contract for residential renovations: $5,000
          Filed: 4/02/08

          General Construction & Environmental Inc. v. On Target Utility Services
          Allegation: Non-payment of services rendered: $5,525
          Filed: 4/03/08

          Liberty Mutual Insurance Co. v. Lumas Painting Inc.
          Allegation: Non-payment of workers’ compensation insurance: $11,249.70
          Filed: 4/09/08

          Martindale-Hubbell v. Hare & Stamm
          Allegation: Non-payment of services rendered: $4,259
          Filed: 4/01/08

          O.K. Baker Supply Co. Inc. v. Gus & Paul’s Bakery
          Allegation: Non-payment of merchandise sold and delivered: $16,890.65
          Filed: 4/04/08

          Saga Communications of NE Inc. v. Good Deal Auto
          Allegation: Non-payment of advertising services: $10,436.60
          Filed: 6/25/08

          Springfield Lumber Company v. Allied Industries Inc.
          Allegation: Non-payment of merchandise sold and delivered: $20,891.56
          Filed: 3/28/08

          TBF Financial, LLC v. Ashton Services Inc.
          Allegation: Breach of lease agreement: $11,920.89
          Filed: 4/18/08

          Zielinski Brothers Inc. v. Hydro-Pro Inc.
          Allegation: Negligent installation of irrigation system, causing damage: $15,000
          Filed: 4/09/08

          Departments

          The following Business Certificates and Trade Names were issued or renewed during the month of July 2008.

          AMHERST

          Christine Enterprises
          109 Village Park Road
          Christie LaFountain

          Direct Financial Aid Professional Services
          19 Jackson Court
          Paul A. Baker

          Greenleaves Realty Group
          26 Greenleaves Dr.
          Lawrence Alland

          TD BankNorth
          11 Amity St.
          John Opperman

          US Hana Company
          171 Fearing St.
          Sung Jung

          CHICOPEE

          Dialysis Center of Western Mass, LLC
          601 Memorial Dr.
          Gina Smus

          Divisional Championship
          65 Lemuel Ave.
          Bryan Russell Brown

          EASTHAMPTON

          Epic Electric
          21 First Ave.
          Joseph Delaney

          Furs-A-Flyin’
          155R Northampton St.
          Mary-Kate Fitzgibbon

          EAST LONGMEADOW

          Dollar Store
          406 North Main St.
          Dollar Tree Stores

          Honey Bee Realty
          101 Somers Road
          Bryan Kaye

          Protection Plus
          171 Shaker Road
          Paul & Diana Koetseh

          Runway 73
          60 Shaker Road
          Amy Dodd

          GREENFIELD

          L & R Roofing & Slate Repair
          29 Alden St.
          Lenny Greenlaw

          National City Mortgage
          22 Mohawk Trail
          Clay Herbert

          SS Floor Sanding
          14B North St.
          Donald S. Schietroma

          Valley Starter & Alternator
          295 Deerfield St.
          J. Craig Bernier

          HADLEY

          Applebee’s
          100 Westgate Dr.
          Karin Stutz

          Butternut’s
          195 Russell St.
          Andrew Sussman

          Chili’s Grill & Bar
          426 Russell St.
          Rich Brittingham

          Four Seasons Wine & Liquor
          333 Russell St.
          Sean Barry

          Hadley Coin-Op Laundromat
          206 Russell St.
          Richard Czarniecki

          Window Works
          321 Russell St.
          Randall Roberts

          LUDLOW

          C.A. Smith Lumber & Feed Co.
          84 Hubbard St.
          Gary Guilmette

          Excel Home Care Services
          185 West Ave.
          Rebecca Paquette

          NORTHAMPTON

          Delong Construction, LLC
          76 Bancroft Road
          Edmund D. Lennihan

          Essentials
          88 Main St.
          John Urschel

          Northampton Veterinarian Clinic
          227 South St.
          Ellie Shelburne

          On A Whim Consignments
          6 Trumbell Road
          Pablo Drullard

          Suzannex
          11 Market St.
          Suzanne Van Dyke

          PALMER

          Becker Builders
          2004 Calkins Road
          Daniel Becker

          Clutter
          2004 Calkins Road
          Daniel Becker

          Electronic Shelter
          1659 North Main St.
          Jitendra Changela

          Family Produce
          1620 North Main St.
          Gidget Jolly

          Music
          21 Wilbraham St.
          Daniel Becker

          New Day Real Estate
          3074 Main St.
          Michael Seward

          Paradigm
          21 Wilbraham Road
          Daniel Becker

          PBS Inspections
          688 River Road
          Lori Burnham

          River East School to Career
          1455 North Main St.
          Loretta Dansereau

          SOUTHWICK

          The Skybox
          13 Lauren Lane
          Randy Rindels

          Thompson Engineering
          19 Island Way
          Jeff Thompson

          SPRINGFIELD

          Admiral Masonry Services
          36 Santa Barbara St.
          Alex Reyes

          All in One
          235 Hancock St.
          Stephen D. Warrick

          Any Length
          701 Sumner Ave.
          Dan Tran

          Art For the Soul Gallery
          235 State St.
          Rosemary Woods

          Atavism Multimedia
          67 St. James Ave.
          Michael D. Grant

          Bamboo House Restaurant
          676 Belmont Ave.
          Hieu Van Le

          Bautista Grocery Inc.
          306 Belmont Ave.
          Gustavo Bautista

          Cedar Auto Sales
          173-175 Spring St.
          Ali Mourad

          Creation Bless
          1087 State St.
          Delroy Lloyd Reid

          Exterior Construction
          53 Leatherleaf Dr.
          Corey Robin Palm

          Fufu Beauty Supply
          813 State St.
          Dine Amadou

          WESTFIELD

          Calligraphy By Kim
          110 Christopher Dr.
          Kimberly Fisher

          First Choice Real Estate
          252 Vining Hill Road
          Eve M. Crampton

          Four Mile Package
          21 Hillcrest Circle
          Harnish B. Patel

          North American Restoration
          21 East Silver St.
          Harland C. Avezzie

          R. Lambert Professional Sales
          208 Holyoke Road
          Robert Lambert

          WEST SPRINGFIELD

          A.A. Zebian Financial Services
          117 Park Ave.
          Ahmad A. Zebian

          Breakers Billiards
          1272 Memorial Ave.
          N.E. 9 Ball Inc.

          E-ZEE Mart
          83 River St.
          Arshad Imad

          J.L.G. Roofing Company
          1721 Riverdale St.
          Justin Lawrence Grimm

          Northern Granite
          380 Union St.
          Vyacheslav Katko

          Performance Rehabilitation
          124 Myron St.
          James Biron

          R. Hudson Painting
          84 Day St.
          Raymond Hudson Jr.

          BANKRUPTCIES

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

          Babcock, Nancy H.
          17 Maple St.
          Pittsfield, MA 01201
          Chapter: 7
          Filing Date: 06/04/08

          Barry, John J.
          Barry, Janice
          2 Dian St.
          Granby, MA 01033
          Chapter: 7
          Filing Date: 06/06/08

          Brady, Anne
          238 Parkerview St.
          Springfield, MA 01119
          Chapter: 7
          Filing Date: 06/10/08

          Bray, Christine T.
          80 Loopley St. #1
          Ludlow,, MA 01056
          Chapter: 7
          Filing Date: 06/05/08

          Broberg, Amy Dickinson
          256A Main St.
          Northfield, MA 01360
          Chapter: 7
          Filing Date: 06/13/08

          Cayabyab, Alberto P.
          168 Montague City Road
          Turners Falls, MA 01376
          Chapter: 7
          Filing Date: 06/13/08

          Chapin, Matthew Charles
          132 Main St., #66
          Greenfield, MA 01301
          Chapter: 7
          Filing Date: 06/05/08

           

          Cherry Picked Books
          Bannon, Tammie J.
          8 Hisgen Ave., Apt. A
          Easthampton, MA 01027
          Chapter: 7
          Filing Date: 06/06/08

          Collins, Glenn J.
          P.O. Box 944
          Lee, MA 01238
          Chapter: 13
          Filing Date: 06/12/08

          Crafts, Barbara Ann
          28 River St.
          Palmer, MA 01069
          Chapter: 7
          Filing Date: 06/15/08

          Crane, Wanda S.
          c/o Diane W. Crane
          44 Shattuck St.
          Greenfield, MA 01301
          Chapter: 7
          Filing Date: 06/06/08

          Davidson, Todd P.
          190 Newton Road
          Springfield, MA 01118
          Chapter: 13
          Filing Date: 06/09/08

          Decaro, Ralph A.
          Feliberty, Alida
          81 Wilbur St.
          Springfield, MA 01104
          Chapter: 7
          Filing Date: 06/13/08

          Deveno Landscaping
          Deveno, David G.
          P.O. Box 80
          East Longmeadow, MA 01028
          Chapter: 7
          Filing Date: 05/31/08

          Egan, Linda J.
          38 Pembroke Place
          Chicopee, MA 01020
          Chapter: 7
          Filing Date: 06/11/08

          Elgin, Linda S.
          a/k/a Elgin-Vogt, Linda S.
          29A Harold Ave.
          Westfield, MA 01085
          Chapter: 7
          Filing Date: 05/31/08

          Furgal, Paul Mike
          67 Calumet Road
          Holyoke, MA 01040
          Chapter: 13
          Filing Date: 06/09/08

          Garcia, Carolyn A.
          Garcia, Porfirio
          90 Montrose St.
          Springfield, MA 01109
          Chapter: 7
          Filing Date: 06/04/08

          Girard, Dawn A.
          10 South St.
          Shelburne Falls, MA 01370
          Chapter: 7
          Filing Date: 06/13/08

          Gray, Sean K.
          463 Harvard Ave.
          Athol, MA 01331
          Chapter: 7
          Filing Date: 06/03/08

          Hagenah, Helene E.
          P. O. BOX 670
          Shutesbury, MA 01072
          Chapter: 13
          Filing Date: 06/04/08

          Halford, Michael
          Halford, Amanda
          478 Corey St.
          Agawam, MA 01001
          Chapter: 7
          Filing Date: 06/05/08

          Houde, Jeremy Y.
          10 Lyman Ave., Apt. F
          Easthampton, MA 01027
          Chapter: 7
          Filing Date: 06/04/08

          Housey, Cleveland
          94 Wilton St.
          Springfield, MA 01109
          Chapter: 7
          Filing Date: 06/05/08

          Howard, Julie L.
          a/k/a O’Brien-Higgins, Julie L.
          a/k/a Higgins, Julie L.
          a/k/a O’Brien, Julie
          5 Straits Road
          Hatfield, MA 01038
          Chapter: 7
          Filing Date: 06/13/08

          Industrial Staple Company
          LaPlace, Frederick H.
          PO Box 746
          W. Springfield, MA 01090
          Chapter: 7
          Filing Date: 06/03/08

          Jennings, Leslie Anne
          P O Box 338
          Shelburne Falls, MA 01370
          Chapter: 7
          Filing Date: 06/03/08

          Johnson, Irene E.
          PO Box 2396
          Pittsfield, MA 01202
          Chapter: 7
          Filing Date: 06/03/08

          Lambert, Normand Fernand
          343 Chicopee St., Unit
          Chicopee, MA 01013
          Chapter: 7
          Filing Date: 06/12/08

          Liminski, Julita
          a/k/a Wisniewska, Julita
          23 Call St.
          Chicopee, MA 01013
          Chapter: 7
          Filing Date: 06/11/08

          Lodsin, Michael C.
          250 Harvey Mountain Road
          Tolland, MA 01034
          Chapter: 13
          Filing Date: 05/31/08

          Mahon, Catherine M.
          643 Newton St. Apt. 2
          South Hadley, MA 01075
          Chapter: 7
          Filing Date: 06/05/08

          Mansfield-Magoon, Rita M.
          1198 East Mountain Road
          Westfield, MA 01085
          Chapter: 7
          Filing Date: 06/10/08

          McCabe, Robert J.
          470 Riceville Road
          Athol, MA 01331
          Chapter: 13
          Filing Date: 06/13/08

          McDonald, Kevin
          236 Laurelton St.
          Springfield, MA 01109
          Chapter: 13
          Filing Date: 06/05/08

          Nell, Robert Joseph
          22 Williams Court
          Longmeadow, MA 01106
          Chapter: 7
          Filing Date: 05/30/08

          Nelson, Steven R.
          Nelson, Laurie A.
          a/k/a Dupuis, Laurie A.
          a/k/a Spooner, Laurie
          9 Cove Dr.
          Sturbridge, MA 01566
          Chapter: 7
          Filing Date: 06/03/08

          Orcutt, Jacqueline
          Orcutt, Jacqueline Woods
          PO Box 263
          Granville, MA 01034
          Chapter: 7
          Filing Date: 06/02/08

          Pacyna, Bruce J.
          26 Eastern Ave.
          South Deerfield, MA 01373
          Chapter: 7
          Filing Date: 06/03/08

          Palermo, Isaias
          Palermo, Elizabeth L.
          22 Spring St.
          Athol, MA 01331
          Chapter: 7
          Filing Date: 06/12/08

          Pangborn, Alexander Nicholas
          a/k/a Pangborn, Alex Britt
          Pangborn, Katherine V.
          a/k/a Rowland, Katherine Victoria
          Pangborn, Brittany Heather
          47 Hampton Knolls Road
          Holyoke, MA 01040
          Chapter: 7
          Filing Date: 06/01/08

          Paredes, Jose C.
          40 Southpoint Dr.
          Amherst, MA 01002
          Chapter: 7
          Filing Date: 06/03/08

          Parker, Danielle N.
          50 Mt. Pleasant St.
          Athol, MA 01331
          Chapter: 7
          Filing Date: 06/12/08

          Peirce, Nate Brian
          8 Federal St., Apt. 1
          Miller’s Falls, MA 01349
          Chapter: 7
          Filing Date: 06/10/08

          Peloquin, Edward C.
          8 Oriole Dr.
          Feeding Hills, MA 01030
          Chapter: 7
          Filing Date: 05/31/08

          Ramirez, Pedro E.
          585 Chestnut St.
          Springfield, MA 01107
          Chapter: 7
          Filing Date: 06/04/08

          Richard, Kirk Douglas
          25 Higher St.
          Ludlow, MA 01056
          Chapter: 7
          Filing Date: 06/13/08

          Sheffer, Elmer
          38 Biella St.
          Springfield, MA 01104
          Chapter: 7
          Filing Date: 06/04/08

          Simmons, Helen
          42 Prospect Ave.
          West Springfield, MA 01089
          Chapter: 7
          Filing Date: 06/09/08

          Slattery, Fred Roland
          146 Union St., Apt. 2R
          West Springfield, MA 01089
          Chapter: 7
          Filing Date: 06/04/08

          Snyder, Dean
          37 Gilman St.
          Springfield, MA 01118
          Chapter: 7
          Filing Date: 06/13/08

          Stefanik, Chester
          68 Boyer St.
          Springfield, MA 01109
          Chapter: 13
          Filing Date: 06/09/08

          Taylor, Danny T.
          Taylor, Patricia A.
          a/k/a Renaud, Patricia A.
          261 Lockhouse Road
          Westfield, MA 01085
          Chapter: 7
          Filing Date: 06/06/08

          Tonelli, Joseph C.
          35 Malden St.
          Springfield, MA 01108
          Chapter: 7
          Filing Date: 06/02/08

          Wabeck, Veronica Lynn
          16 Vadnais St.
          Easthampton, MA 01027
          Chapter: 7
          Filing Date: 06/03/08

          Walls, Nicole S.
          187 Fountain St.
          Springfield, MA 01108
          Chapter: 13
          Filing Date: 06/13/08

          Whitmore, William K.
          13 Howe St.
          Orange, MA 01364
          Chapter: 13
          Filing Date: 06/04/08

          Yensen, Donald
          Yensen, Deborah Ann
          45 College Highway
          Southwick, MA 01077
          Chapter: 13
          Filing Date: 05/30/08

          Departments

          Let’s Hear It for the Boys & Girls Club

          The Springfield Boys & Girls Club was the recipient of Merrill Lynch’s 2nd annual “Party with a Purpose” benefit at the Log Cabin in Holyoke on July 26. Above, from left: Gary McCarthy, executive director, and Barbara Kolosowski, director of Development, Springfield Boys & Girls Club; and David Lusteg, vice president, senior resident director, wealth-management advisor of Merrill Lynch’s Springfield office. At right: Valerie Duncan (left), financial advisor of global wealth at Merrill Lynch’s Hartford office, and Alyson Roberts, vice president, relationship manager, private banking with the Wachovia Wealth Management division of New Haven, Conn.


          Summer Sizzle

          On June 23, “What’s Cooking, Kids?” of East Longmeadow held its fifth Celebrity Chef night since it opened for business in October 2007. Every month, “What’s Cooking, Kids?” hosts chefs from local restaurants to prepare and serve a five-course meal to in-studio guests. Above left, from left: John Thomas, managing partner of Max’s Tavern; Jen Matthews, owner, and Jenna Goodman, creative director of “What’s Cooking, Kids?” and Dorian Puka, executive chef of Max’s Tavern. Above, guests wait for their first course: from left, Diane Minicucci, RN at Baystate Medical Center; Dan Minicucci, fashion photographer; and Damon D’Amico, president of Alden Medical of West Springfield. At left, from left: Beth Benoit and Tim Giguere, culinary educators with “What’s Cooking, Kids?” and Geoff Sullivan, area manager of Altheus Personal Training.

          Cover Story
          Those Driving Diversity Say This Is a Matter Involving Everyone

          Visael (Bobby) Rodriguez was exaggerating, but clearly making a point when he said that there are “probably a million” definitions of the word ‘diversity’ being put to use in businesses and organizations across the country.

          He has his own.

          “Diversity includes everyone; specifically, it is the unique combination of human characteristics of self and others,” he said, quoting from a page of a PowerPoint presentation he uses in his role as the chief diversity officer for Baystate Health, a post he assumed in March. “Diversity is the foundation” — a word he underlines — “of cultural competence.”
          And he defines that phrase, as it applies to Baystate, as “the ability of individuals and organizations to effectively understand and address the unique perspectives and health needs of all populations.”

          How all this manifests itself varies, he explained, but includes everything from the fact that the information printed on his business card is also in braille to Baystate’s participation this past spring in Northampton’s Gay Pride Parade, a first for the system.

          “Diversity looks at embracing differences, and means taking into account the needs of everyone,” said Rodriguez, who must have used that word, and with accompanying emphasis, a dozen times as he spoke with BusinessWest. “This includes males, females, whites, blacks, Hispanics, Moslems, Christians, Jehovah’s Witnesses, lesbians, gays, bisexuals, transgenders, single mothers, people caring for elderly parents … everyone! And it means acknowledging differences.”

          Rodriguez is one of a fairly new breed of administrator, at least in this market, the individual charged with not merely defining diversity, but also institutionalizing it and formalizing it within a given organization.

          The titles for such employees vary — ‘chief diversity officer,’ ‘global diversity and inclusion executive,’ ‘vice president of Workplace Culture, Diversity, and Compliance,’ and ‘senior vice president and chief people officer’ are among the myriad contrivances now in use across the country — as do the written job descriptions. But their basic mission is the same: to drive diversity, however it may be defined.

          And this is not an assignment that amounts to political correctness or just doing the proverbial right thing, said Lorie Valle-Yanez, who was recently named vice president of Diversity and Inclusion at MassMutual. Rather it’s an extremely important strategy for long-term growth, one that touches everything from sales to the supply chain; from employee recruitment and retention to strategic thought processes.

          “It’s as much about diversity of thought and perspective as it is about some of the more visible aspects of diversity,” said Valle-Yanez, who came to MassMutual from a similar position at ESPN. “If you’re in a room full of people and there’s visible diversity, you’ll tend to have more diversity of thought, ideas, and perspective — there’s a connection.”

          Valle-Yanez told BusinessWest that, as the huge Baby Boom generation enters retirement, corporate America will be faced with replacing tens of millions of workers, and will be fishing in a smaller, historically diverse pool of workers as it goes about that task.

          Companies that embrace and effectively exude diversity will thrive in this environment, she said, and those that don’t will likely fare less well.

          Greg Michael agreed. He’s the executive director of Human Resources and the Career Center at Western New England College. He told BusinessWest that employers will face two huge challenges in the foreseeable future — attracting qualified talent and then keeping it, at a time when loyalty doesn’t mean what it once did, at least on the employee’s side of the equation.

          “The challenge for people in HR over the next five to 10 years is going to be hiring, because the numbers tell us we’re going to lose more people than there will be available to fill the slots,” he explained. “But getting them in the door is only the beginning of the issue. Retention is going to be more and more of an issue; companies have to look at how they’re going to keep people, and one of the ways to do that is to create an environment that is friendly and tolerant.”

          In this issue and this focus on business management, BusinessWest looks at how diversity managers will go about creating such environments, and why doing so is simply part of their work to create a ‘diversity strategy.’

          Not a Black-and-white Issue

          As he talked with BusinessWest, Rodriguez stopped to retrieve the June edition of DiversityInc magazine from his credenza.

          This was the annual compilation of the national publication’s “Top 50 Companies for Diversity.” Rodriguez referenced it to help refresh his memory regarding which corporations were at the top of the list — Verizon, Coca-Cola, Pricewaterhouse-Coopers, Procter & Gamble, and Cox Communications were the five highest scorers — but also to point out that the Henry Ford Health System in Detroit was ranked No. 40.

          This was the first time that a health care provider had cracked the top 50, said Rodriguez, who told BusinessWest that one of his hard goals is to put Baystate in that position, and within five years.

          “That won’t be easy,” he said, noting that many of those on the top-50 list are seemingly permanent fixtures that continue to hone elaborate diversity strategies. “Displacing any of those companies will be difficult.”

          But Rodriguez is committed to achieving that goal, and he says the reason isn’t the plaque that comes with the honor or the publicity it will generate. Rather, it’s what achieving that status will mean.

          In short, it means the company will have taken some huge steps toward becoming one of those employers of choice that Michael referenced.

          And that will be an important designation because, by his count, the Baystate system will have to fill roughly 18,000 positions over roughly the next decade, a figure he arrived at by calculating needs from continued expansion, especially construction of a $250 million addition, the so-called ‘Hospital of the Future,’ and also turnover and replacing retirees.

          But cracking the top 50 will also mean the system will be better able to serve the region than it is today, he said, because it will better understand the needs and challenges of the many constituencies that comprise the local population.

          As he talked about the work to be done at Baystate, and why he left a similar position at Blue Cross/Blue Shield in Florida to join the system after being recruited by a ‘diversity headhunter’ to interview for the position, Rodriguez used the phrase “starting from scratch.”

          He quickly elaborated, noting that, while diversity has long been a matter of discussion and, in many ways, part of the culture at Baystate, the process of formalizing it, or institutionalizing it, is essentially just beginning.

          When asked how he will go about that assignment, he said the work will take many forms, but the broad mission is to create a workforce within the system that is what he considers “culturally competent, and that reflects changes in the population.”

          And by that, he means a workforce that really understands how various demographic groups are different and is able, in effect, to get inside those worlds.

          “Because I have, say, 100 employees who speak Spanish doesn’t mean they’re culturally competent,” he noted. “Cultural competence means acknowledging differences and understanding them; it’s a male acknowledging that a woman is different and that he understand her needs; it’s understanding that Vietnamese women are five times more prone to cervical cancer than American women; it’s understanding that Hispanics comprise 20% of new tuberculosis cases.

          “That’s what I mean by cultural competence,” he continued, “and having it will make us a better health care system.”

          These are some specific examples of the many ways diversity efforts manifest themselves, he said, adding that his general job description is to make diversity a strategic initiative and not a buzzword.

          Policy Shift

          In many ways, Valle-Yanez assumed a similar challenge at ESPN, which had no formal diversity programs prior to her arrival, and she’s now doing essentially the same at MassMutual.

          She told BusinessWest that the company, which has more than 10,000 employees and financial professionals across the country, has undertaken a number of initiatives in the name of diversity. It will be her job to coordinate all of them and provide more structure.

          “MassMutual certainly has many efforts going on with regard to diversity,” she explained. “My job is to hopefully align them all so they’re all pointing in the right direction and we can leverage those efforts; I’m here to put together an integrated strategy.

          “It starts with understanding the business and its culture, finding out where the company is, and then putting together a strategy that makes sense culturally to create some forward momentum,” she continued. “A company needs to focus on how diversity and inclusion really help from a business perspective.”

          Listing some of the ways it helps, she mentioned recruiting and retaining employees, but said it goes much deeper. It can also help cultivate new customer bases at a time when demographics are changing, in this region and across the country — the term ‘minority majority’ sums up the census numbers in most urban areas.

          “Recruiting and retaining talent is a big piece of the diversity pie,” she said, “but it’s also about really serving the diversity of our customer base and reaching new markets that are untapped or currently underserved.”

          Summing up her assignment at MassMutual, she said it is to create what she calls a “diverse mindset.” Elaborating, she described this as “an overarching strategy that people can align themselves to.

          “This occurs when it starts to really take hold in an organization and becomes part of the culture,” she explained. “Diversity becomes top-of-mind, and people start to think differently … they even think about how to approach their work differently.”

          Valle-Yanez could truly be described as a veteran of the diversity movement, if one could call it that. Before joining ESPN, she worked for more than 20 years at the Lawrence Livermore National Laboratory in California, and eventually took the lead diversity role as group leader of the Diversity Programs Office. She is a member of something called the Diversity Collegium, 25-member think tank dedicated to advancing the field of diversity and inclusion.

          She said there have been diversity directors on the West Coast for 20 years or more — largely because that area has historically been more culturally diverse — and that she has seen this trend, like many others, move west to east.

          Many large companies now have diversity directors and/or departments in place, she explained, and most colleges now have an administrator charged with promoting diversity.

          Myra Smith is one of them.

          A 30-year employee of Springfield Technical Community College, Smith, who has held several titles at the school, including assistant vice president of Human Resources, was promoted in 2005 to vice president of Human Resources and Multi-cultural Affairs.

          One of her first assignments was to create a diversity council. It currently has 27 members from several constituencies, including students, faculty, and staff, and exists not merely to promote diversity but also to celebrate it.

          “The council takes a look at all aspects of the campus, to make sure that they properly reflect the diversity that exists here, especially with our students,” she said, mentioning marketing as one area in which the council has generated change to what existed prior to its existence. “We began to make sure that we had more inclusion in the marketing materials that were sent out, in everything from race to age, so they better reflect the people we serve here.”

          Not by the Numbers

          Smith, like all those who spoke with BusinessWest, said that diversity is often confused with affirmative action when, in reality, it is, or should be, something different and much broader. Corporations and institutions such as colleges must approach their diversity efforts with such a mindset, she added, or they won’t reach their full potential.

          Affirmative action is a term that has come to describe a host of often-controversial efforts to increase the representation of women and minorities in areas of employment, education, and business from which they have been historically excluded. Diversity, meanwhile, according those now placed in charge of it, is not about numbers — although numbers are usually a good barometer of whether diversity programs are working, and they are a big part of explaining why companies are Diversity-Inc’s top 50.

          “I don’t look at the numbers,” said Smith, adding that diversity, as it has come to be defined, doesn’t mean setting out to create quotas for hiring. Instead, it means creating a broad, inclusive pool of candidates that will, or should, help create a workforce that is diverse and, in the case of STCC, more reflective of the student body it serves.

          To achieve this, campuses and companies must be, in a word, “friendly,” or accepting of people who are in some way, or ways, different, said WNEC’s Michael.

          “Everybody works for money,” he explained, “but most people choose to work in a place that provides them with qualitative returns on their investment in labor, rather than just monetary returns. Companies have to create feelings of comfort, feelings of belonging — that’s how they’re going to attract talented individuals and generate loyalty.”

          Like others we spoke with, Smith said diversity must be a top-down process, with a huge commitment from the CEO that moves throughout an institution. This was what happened at STCC, she explained, noting that President Ira Rubenzahl, who arrived on the campus four years ago, brought with him a firm belief in the importance of diversity and making the campus better reflect its student body.

          This commitment was soon adopted by the board of trustees, which moved to create and fund her position.

          This role has evolved since then, she said, but it generally involves helping a host of constituencies (especially students and future students) understand what diversity is, incorporate programs to help achieve it, and, in general, help prepare students for a diverse world.

          “You’re working to ensure that everyone in your business or your school has a seat at the table, everyone has a voice, and everyone is heard,” she said, explaining the basic role for all diversity directors. “Here, we want to help prepare people to succeed in a global world where you do have all these people at the table. To do that, they need to be knowledgeable and sensitive to various cultures.”

          Rodriguez concurred, and referred back to his experiences with Xerox (where he worked before Blue Cross Blue Shield), a company that worked hard to ensure that its teams and divisions were diverse.

          “It’s been proven that, when you have a group that reflects differences in people, the thinking process is different, and you bring ideas to the table that can be very innovative,” he explained. “If I have a team that is only white males or white females, you’re going to get the same input — and output. But if you bring a diverse group together, you’re going to get better input and better ideas.”

          Diversity efforts come with a price tag, say those we spoke with, and one that is not insignificant.

          But rather than a cost, most consider such an expenditure an investment that should, or must, be made.

          “It is an investment, and one we see as critical to our mission,” said Paula Dennison, senior vice president of Human Resources at Baystate Health, who worked with other administrators to create a budget for diversity efforts and then hire an experienced veteran in that field such as Rodriguez.

          “We need someone with the expertise needed to get us where we want to be,” she explained. “This is an important strategic initiative for us.”

          Debra Palermino used similar words to describe the mindset at massMutual, which she serves as vice president of Corporate Human Resources.

          “We have a clear mandate from our CEO [Stuart Reese] that this is not just a workforce imperative, it’s a business imperative,” she explained. “This is a long-term business, and we need to understand our demographics; we’re looking to diversify our sales force, diversify our products and the way we bring them to the market, diversify the customer base, and, because we’re doing all this, we have to diversify our workforce.”

          The Last Word

          Summing up his ultra-broad job description, Rodriguez said his task is to “embed” diversity into everything at Baystate, from hiring to the menu in the cafeteria; from marketing to the supply chain; from community involvement to his business cards.

          Only when such a state is reached can a company or institution truly be “culturally competent,” he explained, adding that, while this phrase doesn’t dominate all of those of millions of definitions of diversity, it does his.

          And so it might be fair to say that his real job description is to make definitive changes.

          Uncategorized

          When I graduated from high school in Guilford, Conn., more years ago than I’d like to admit, I wore a yellow rose pinned to my gown that was given to me and all of my classmates by Pinchbeck’s Rose Farm.

          Pinchbeck’s is a wholesale grower of cut roses that has been in business for 80 years. It’s no small operation. They have the largest greenhouse under one roof in the country and sell 3 million roses a year to florists all over Connecticut and New York City. Back when roses were shipped by rail, Pinchbeck roses were also sold in Boston.

          Pinchbeck’s managed to survive the Depression and several wars, but it can’t survive the importation of cheap roses from South America. And yesterday, Pinchbeck’s closed its wholesale business for good.

          Just a few years ago, there were a dozen wholesale rose growers in Connecticut, but according to Tom Pinchbeck, his business is the last of its kind in all of New England. The weak economy and rising energy costs, but mostly the competition from cheaper foreign imports, forced him to shut down.

          Revenue for the company, which employs 30 people, is half of what it was in 1990. Back then, imported roses were only about 5% of the U.S. market. Now more than 90% of all the cut roses sold in the U.S. come from outside our borders, most of them from Colombia, which is the world’s second-largest supplier of cut flowers.

          What’s happening may be inevitable, and it’s a story that is being repeated in other cities and towns around the country. When a well-loved store on Main Street closes its doors or a locally owned manufacturing facility shuts down, the benefits and support it provided to its community can’t be replaced by the economic upside of foreign trade.

          In 2007, the US trade deficit was $700 billion, a sobering number.

          Many people know a business like Pinchbeck’s that has been forced to close and someone who has lost their job because of cheaper foreign labor. The benefits of trade can be less personal and more diffuse — lower cost goods for U.S. consumers and the development of other kinds of businesses that can take advantage of U.S. strengths.

          But it can often be difficult to separate hard economic realities from personal stories when the factory in your town is shuttered and the folks you know are out of a job.

          Sen. John McCain, the presumptive Republican presidential candidate, recently announced a trip to Colombia, undoubtedly to draw attention to the stalled trade agreement with that nation.

          House Speaker Nancy Pelosi and other Democrats have put the brakes on consideration of the Colombia Free Trade Agreement. Pelosi has said domestic economic issues must be addressed before the trade agreement can be taken up, and she maintains that concerns about the effects of past trade agreements on the U.S. economy are driving her decision to go slow.

          The Democrats have also raised concerns about the treatment of trade unionists in Colombia, but mostly this seems like an effort to score political points with voters and organized labor in this country.

          Colombian-produced goods like roses can enter the U.S. duty-free, while American manufactured and agricultural goods exported to that country face stiff tariffs. The agreement under consideration would eliminate the tariffs on most U.S. goods entering Colombia, so ratification of the agreement should be a good thing for U.S. businesses.

          But with the American economy souring and voters in a somber mood, trade seems to be a dirty word.

          Even if it were ratified, the treaty wouldn’t help Pinchbeck’s Rose Farm. Selling roses to Colombia would be like carrying coals to Newcastle.

          Despite what’s happening to his business, Tom Pinchbeck isn’t bitter. “I tend to believe in free trade,” he says philosophically. “Things are going to get produced where they are more efficiently produced. To me it just seems inevitable.”-

          Linda Killian, a professor of Journalism and the director of Boston University’s Washington Journalism Center, is a public-policy scholar at the Woodrow Wilson International Center for Scholars. This article first appeared in the Boston Globe.

          Uncategorized

          It’s a networking and sales event that comes complete with a rain date.

          This quick fact, in and of itself, is enough to convey the message that ‘Speed Sales’ is, as the voice used to say on Monty Python’s Flying Circus, “something completely different.”

          At least a temporary replacement for the Holyoke and Chicopee Chambers’ annual Commerce trade show, Speed Sales will be staged on the outdoor running track at Holyoke Community College on Sept. 25 — if it’s not raining, of course. If it is, then organizers will try again a week later. Along that 400-yard-long track will be placed small tents — maybe 80 or 100 of them. Inside each one will be a company’s decision-maker, said Gail Sherman, president of the Chicopee chamber.

          Participants in Speed Sales will have the opportunity to visit with 24 of these decision-makers for five minutes each, she said, adding that organizers of the event intend to smash about eight or nine hours of traditional trade-show networking and lead-gathering into about a quarter of that time, but with plenty of opportunities for additional networking after those initial encounters.

          And they want people to have some fun in the process.

          “If you’re going to get people out to events like this, and in this economy, then there has to be some fun involved,” said Darby O’Brien, one half of the organization, known as LeftRight Events, that worked with the two chambers to blueprint Speed Sales.

          O’Brien told BusinessWest that this new concept in sales and networking was conceived with several goals — especially the desire to gain some quality leads, and do it quickly. As for fun, there’ll be a hot dog eating contest, giant tricycle races, and more, he explained.

          “People can meet 24 decision-makers in two hours,” said O’Brien, president of the advertising and marketing company that bears his name. “That’s fast and efficient, and that’s what business owners want today.”

          Here’s how Speed Sales will work:

          Participating companies will send two representatives to the event, more if they are so inclined. One of these individuals will staff the tent and field questions and pitches from the 24 businesses and organizations for whom the company in question would be a good fit. The second representative will be making those five-minute pitches at 24 tents along the track.

          The concept is a somewhat radical departure from the traditional trade show, and it has — in theory, at least — several advantages over that type of event, said Doris Ransford, president of the Holyoke Chamber.

          For starters, companies need to commit only a few people to Speed Sales, and for only a few hours of the day, she noted, adding that many traditional trade shows require companies to staff a booth in shifts, covering an entire workday.

          Perhaps more importantly, Speed Sales takes large doses of the hit-or-miss nature of traditional trade shows out of the equation, said Sherman, adding that the 24 people who will visit a company’s booth are decision-makers themselves, and they’ve been matched to the business, making them qualified leads with strong potential.

          This ‘matching’ process will involve both organizers and participating businesses and organizations, said Sherman, adding that the goal is to maximize all parties’ time and generate quality leads.

          And because the pitches are only five minutes in length, business owners and managers will have to make the very best of that time, said O’Brien.

          To help them with that assignment, event organizers have scheduled a ‘sales coaching seminar,’ to be staged Sept. 16 and led by Sheldon Snodgrass, guerilla marketing expert and president of the Steady Sales Group.

          Ransford, who told BusinessWest that the Commerce event isn’t being officially retired, just put on the shelf for at least a year, said the trade show was launched in 1991, in the midst of a serious economic downturn, with the goal of giving area businesses an opportunity to network and gather some leads that might help them weather the storm.

          In many respects, Speed Sales has the same mission.

          “We’re in another tough stretch for the economy,” she said. “Companies are looking for a boost, and this new event could be one way to get a spark.”

          Peter Rosskothen, co-owner of the Log Cabin Banquet and Meeting House and the Delaney House restaurant, and partner with O’Brien in LeftRight Events, acknowledged that Speed Sales is certainly an unknown quantity, and probably an event that will evolve and improve over time as organizers work out kinks and refine the product.

          But there is already enormous potential for an effective, fun get-together.

          “This has never been done before in this market,” he said. “It is a new concept, so it’s difficult to quantify how successful it will be for companies. We’re taking serious business and combining it with a little fun. That should be an effective combination for a successful, productive event.”

          For more information on Speed Sales, or to register, call the Holyoke chamber at (413) 594-2101, or the Chicopee chamber at (413) 594-2101.

          —George O’Brien

          Uncategorized

          ‘No pain, no gain’ may be a catchy slogan for gym rats, but to physical therapists, it makes no sense.

          “Many people don’t have an awareness of how to work out; they think that, if they’re not inflicting pain on themselves, they’re not doing enough,” said Lori Manseau, a physical therapist and director of Rehabilitation Services as Wing Memorial Hospital in Palmer.

          “We see a lot of muscle strains, people who just injure the muscles or the tendons, and that results in pain,” said Manseau. “But you can be working hard and not have discomfort, and get the benefits of a fitness program.”

          Joanne Mahoney, a physical therapist who practices at the Mercy Wellness Center at Healthtrax in West Springfield, agreed that overdoing it is a common mistake for people who begin exercising with the best of intentions.

          “One of the things we see a lot are shoulder problems from weight training and some of the exercise classes people try to do,” said Mahoney.

          “Again, a lot of times it’s too much weight for what your body is ready for, so it’s to your benefit to start at a lower level of weights and get used to working at that weight, building endurance in those muscles, then slowly increasing the weight as you become more comfortable.”

          In this issue, BusinessWest examines what people do wrong when working out, especially those just starting out, and how to correct those mistakes.

          Working Out the Kinks

          The American Council on Exercise conducted a survey of 3,000 certified fitness professionals and produced a list of common workout mistakes. They include:

          • Not warming up prior to exercise, and not allowing the muscles time to adjust to the demands exercise places on them.

          “I think a lot of problems really start with not warming up properly, and then trying to do too much too soon,” two mistakes often made by inexperienced exercisers, Mahoney said. “For someone who hasn’t really worked out consistently to jump into a workout by biting off more than they can chew, they can end up getting hurt. And form can be a problem for people in terms of something like weightlifting.”

          Cooling down after any type of workout is important, too. Instead of heading off to the shower, that time should be spent lowering heart rate and stretching muscles, which will improve flexibility and help prepare the body for the next workout;

          • Not stretching enough, or at the proper times. The best times for stretching are immediately after warming up and before cooling down, as stretching cold muscles can cause injury.

          Even stretching can be overdone, however. “You just want to go to the point where you first feel discomfort,” said Manseau. “When you push into the pain, you risk tearing muscles and tendons, which isn’t good”;

          • Lifting too much weight, too soon, instead of starting small and gradually increasing the resistance over time.

          “‘No pain, no gain’ was, for many years, the favorite saying of the vast majority of trainers and instructors,” notes health and fitness author Donald Saunders. “Well, it was anything but good advice, and, while some discomfort is certainly to be expected if you haven’t exercised for some time, pain should never be part of the equation. Pain is your body’s way of telling you that you are pushing it too hard, and, in this case, you should listen to what your body is saying.”

          Saunders notes that a good workout will test the body, but shouldn’t damage it. As a person exercises his or her muscles beyond their normal range, he explained, lactic acid is produced and micro-tears and other physiological changes occur as muscle strength builds. All those changes and sensations are perfectly normal — but injuries are not.

          “When you lift too much, often you compensate by using mechanics that aren’t ideal,” said Mahoney. “You end up using the wrong muscle groups and wind up straining your back. If you go to a gym, you should be able to find a trainer who can walk you through the basics of the circuit machines and the weights and show you how to use them appropriately.”

          • Jerking while lifting weights, which likely jerks muscles as well, leading to strain and injury; the muscles of the back are particularly vulnerable.

          “If you find yourself experiencing such things as back or neck pain, soreness in your knee joints, and other symptoms, you should consult with an expert before continuing with any exercise routine,” Saunders writes. “It may well be that your technique is poor, that you are trying to do too much, or that you have a medical problem which needs to be addressed.”

          • Exercising too intensely, which can lead to burnout or injury.

          “Overdoing it is an easy way to hurt yourself, and it’s not worth it,” said Mahoney. “We even see some new injuries from people who might be forcing themselves to run too quickly, or overdoing it on another piece of equipment, because they want to shed the pounds quickly.”

          • Not drinking enough fluids to replace fluids lost when working out.

          Manseau noted that the general rules about overdoing it apply even to taking a brisk stroll. “The rule of thumb is that you should be able to carry on a casual conservation while walking or jogging. If you can’t, you’re probably doing too much,” she explained.

          Knowledge Is Power

          That’s a lot of information to digest, and beyond those basics is the matter of what exactly is proper form when lifting weights or using other equipment. That’s where expert direction can help, said Mahoney.

          “It’s important to work with someone who knows what they’re doing, who can teach you to lift properly and not strain yourself,” she explained.

          Manseau also stressed the importance of consulting one’s physician before beginning any new workout plan.

          “They’ll know your total medical history, so make sure you’ve got their approval to begin a program,” she said. “Beyond that, there are resources and experts at gyms, YMCAs and YWCAs, who can help you. Even senior centers have exercise programs for older people. Those tend to be lower-intensity, and a good pace to start with.”

          Even someone with previous injuries should be able to get help from a doctor or therapist on how to perform certain workouts correctly and in a way that’s appropriate to one’s body and medical history, Mahoney added.

          “These are obviously big concerns. Whether you’re doing cardio work or building strength, you need to develop a strategy to slowly train your body at a reasonable level.”

          Joseph Bednar can be reached at[email protected]

          Uncategorized

          Schley Warren, general manager of Berkshire Service Experts in West Springfield, has been with the company for 26 years, working his way through the ranks from service technician to top dog.

          As such, he has the answers to many of the frequently asked questions about what’s known as the HVAC business. Ask what services are provided, for example, and he’ll answer quickly, “we provide heating, cooling, and indoor-air-quality services for both residential and commercial markets.”

          Ask what’s driving the business forward these days, and he’ll tell you it’s “energy efficiency and cost savings,” and add that, most often, those two drivers go hand-in-hand.

          Finally, ask Warren how the West Springfield-based outfit ended up with ‘Berkshire’ in its name, and he’ll give you the short answer:

          “The founder was from Boston,” he’ll say. “He made a little mistake.”

          Geography aside, though, Berkshire Service Experts has built a 30-year legacy on that name that continues to evolve today.

          The company began as Berkshire Train, evolving into Berkshire Air Conditioning as its business model narrowed. Warren explained that entrepreneur John Peterson, who subsequently led Berkshire for 20 years, founded the company in 1978. In 1998, the business was sold to Service Experts, a national outfit made up of several regional subsidiaries (about 140 across the country), resulting in the name its known by today.

          Peterson stayed on as general manager of Berkshire Service Experts until two years ago, when he passed the title on to Warren, who now oversees the company’s work with both residential and commercial customers across Western Mass. and Connecticut. He said that, over the years, Berkshire’s services have continued to reflect market trends brought on by consumer demand, energy-conservation concerns, and economics, while still leaning heavily on the expertise it has cultivated over the past three decades.

          Hot Pockets

          More specifically, Berkshire Service Experts provides a suite of services in heating, cooling, and maintenance of overall indoor air quality (IAQ). These include repair, annual maintenance and precision tune-ups, cleanings and inspections, installation, and duct cleaning. The company also offers an extensive educational component via both its office and its Web site.

          It is designed to answer those questions frequently asked by consumers — many of which, especially those affected by federal and state regulations, have constantly evolving answers, and range from “what is a variable-speed unit?” to “why is my throat so dry?”

          Warren said Service Experts has historically had a larger residential focus, but Berkshire’s strong presence in commercial markets in the past has allowed the company to maintain a strong presence in both areas.

          “We do a lot of new-construction design-and-build work of heating and air-conditioning systems on the commercial side,” he said, “and on the residential side, it’s mostly service and replacement work, so for us, it’s about 50/50.”

          Indeed, major local outfits such as Associated Builders and Big Y Foods have long been clients of Berkshire Service Experts, which, as part of its core work, stays abreast of regulatory changes and trends that can have a dramatic effect on both the installation of new systems and the maintenance of existing ones, not to mention the costs of each.

          “From an energy standpoint, we’re seeing higher-efficiency equipment being introduced,” said Warren. “That’s a good thing, but it’s also affecting how much systems cost. We do feel the result of that — right now, we’re doing more service and repair work than new installations, so it could be a tougher year — but in the long run, I think people are beginning to understand that continuously repairing old units is not going to be the right answer forever.”

          To help navigate the doldrums, Warren said Berkshire Service is looking to promote system replacements within commercial properties, as new construction begins to level off in time with the sluggish economy.

          “We’re really focusing on that this year,” he said. “We’re also going in and trying to make these systems run as efficiently as possible, to keep air as fresh as possible in response to people’s indoor-air-quality concerns.”

          Cold, Hard Cash

          One of those concerns is financial; an increasing number of companies and individuals are taking heed of the varied benefits of environmentally focused changes to their habits and infrastructures, said Warren, and that includes the impact to the bottom line.

          “So much of what we do is important because it creates energy savings, and that equals cost savings,” he explained. “People need to realize that we’re at that point — it’s time to replace old systems, insulate the attic, and start looking at new technology that can save money.”

          In addition, there are new regulatory issues. Warren said refrigerants such as R-22, found in many commercial and residential cooling units, must now be replaced with agents less harmful to the environment.

          “It’s less damaging than, say, R-12, which is found in cars,” Warren said, “but we’re trying to be proactive about it. R-22 is no longer manufactured, but it’s going to be around in older systems for a long time. As new ones are installed, we put in a new mix.”

          And there’s another reason the replacement market is strong for Berkshire Service — one that grabs fewer headlines, Warren said — and that’s a simple issue of timing.

          “Forty-one million homes were built in the last 20 years,” he explained, “and the average life of a furnace, for example, is 15 to 20 years. That alone makes the replacement part of the business huge. The economy may be going south, but all of these homes and businesses aren’t going with it.”

          Furthermore, Berkshire Service Experts is extending its geographical reach into Worcester County; the Pioneer Valley and Northern Conn. are its two primary areas of service. Ironically, the company does little business in Berkshire County.

          Core Temperatures

          But there’s more keeping BSE relevant than some savvy selling of specific business lines and expansion into new territories. Warren said that, as more companies and individuals jump on the ‘go-green’ bandwagon, more opportunities are surfacing in the heating, air-conditioning, and IAQ industries.

          Although the current state of the economy may be causing the wheels to turn slowly, Warren said there’s no doubt that, eventually, homeowners and business owners alike are going to need to start making investments in their own systems at an increasingly brisk pace, and that translates into a need for more qualified technicians to do the work.

          “We have an excellent career track in place for technicians,” he said. “Most people can start at the bottom and work their way up, and when people see opportunities in front of them, they’re more likely to want to learn and do well. The ‘people part’ of the business is a big deal for us.”

          Warren added that Berkshire Service regularly recruits interns from local trade and vocational schools, such as Putnam Vocational in Springfield and Porter and Chester, and is also ramping up its efforts in the community at large to create more company visibility.

          “We have a pipeline that is really working well for us,” he said. “We offer training in each area of service, and that adds to that feeling that there is room for advancement. How we deal with people when we bring them in to the company is important to us, and as such, we’re trying to be more community-oriented.”

          With an understanding of that community — and where it’s located — firmly in place, Warren said Berkshire Service Experts is suited to the current market and primed for growth. The only question he doesn’t have an answer for is when or if the industry will stop changing.

          To the best of his knowledge, it will be a long time from now.

          Jaclyn Stevenson can be reached at[email protected]

          Uncategorized

          The large sheets of plain white paper, obviously torn from an easel and replete with wording in several different colors of magic marker, are still taped to the side of a bookcase in Marlene Marrocco’s office in Greenfield City Hall.

          They’ve been there for more than three years now, and together, they comprise many of the key thoughts expressed by attendees of the very first meeting of the no-longer-active Downtown Coordinating Committee. The lead page, with the phrase ‘Long-term Goals’ written at the top, has a list of bulleted items that include ‘Relocate the courthouse,’ ‘Development Plan for Rooney’s,’ and ‘Revitalize all Bank Row buildings.’

          The sheets are still there because those issues and others are still unresolved, said Marrocco, the city’s director of Economic Development and Marketing, who nevertheless expressed hope that the pages may soon find a recycling bin.

          That’s because there is considerable momentum downtown, she explained, noting several new restaurants and stores, ranging from a Bart’s Homemade to a Hannoush Jewelers location to a Tofu-A-Go-Go franchise, among others, all of which have opened over the past year or so. And she wants to build on that momentum through an action plan that may well take a vacancy rate that is comparatively low for area small-city downtowns, and drive it lower still.

          And Bank Row is the starting point.

          This is the actual name given to the short street that sits across from City Hall in the community’s central business district. There are five buildings on it (several once housed banks, hence the name), and four of them are largely or completely vacant and have been for a decade or more. The three buildings that will soon come under the control of the Greenfield Redevelopment Authority (GRA) after they are taken by eminent domain were the initial focus of a feasibility and pre-development study centered on the upper floors of those structures and their potential for residential development.

          Quickly, the scope of the project expanded to include a number of buildings near Court Square and along Main Street, said Marrocco, adding that the firm hired to do that study, Boston-based Concord Square Planning & Development Inc., has concluded that such development is feasible, and perhaps likely.

          That’s because Greenfield’s downtown is in some respects better off than others in this region, said Concord Square President Ted Carman. He told BusinessWest that while some cities have been severely impacted by large shopping malls, thus losing much of their status as retail destinations, Greenfield has not.

          In fact, that city has one of the few surviving downtown department stores (Wilson’s) in the Northeast, he explained. It also has another rarity, a multiplex theater in a downtown area, as well as a number of restaurants and shops.

          “The community has a very solid foundation that can be built upon,” Carman said, adding that downtown Greenfield will likely become even more desirable if and when a planned big-box department store is built off French King Highway, just a few miles from downtown.

          Such a development will enable more residents from surrounding communities to shop in Greenfield rather than travel north to Brattleboro, Vt. or south to Hadley’s Hampshire Mall to do so, he explained, and it will give more people commuting between Greater Springfield and Southern Vermont ample reason to get off I-91 at the city roughly halfway between the two.

          But while there is optimism about the prospects for the further growth downtown, there are challenges, said Carman, noting that workable financing must be obtained. It will be sought through state and federal historical tax credits (the buildings involved are in an historical district) and New Markets tax credits, and there is considerable competition for all these.

          What’s in Store?

          As she gave BusinessWest a quick walking tour of Greenfield’s CBD, Marrocco pointed across Main Street to the Bart’s Homemade ice cream shop that opened its doors last fall and the Thai Blue Ginger eatery next door, which arrived a few months later.

          “We used to have 14 restaurants downtown, and now we have 20,” she said, adding that this quick math is one of many ways to quantify and qualify progress and vitality downtown. Another is the ongoing work on the first floor of the Clark Building, located on the other side of Main Street and adjacent to City Hall. A large restaurant is planned for that first floor, with expectations for residential or office development on the upper floors.

          Still another is the arrival of the 100-seat restaurant called Hope and Olive, so-named because it sits at the corner of the those streets. It was opened late last year by one of the co-owners of the former Bottle of Bread eatery in Shelbourne Falls — which was destroyed by fire in 2005 — and some new partners. The principals actively sought to locate an establishment in Greenfield, and specifically this site, the former Polish American Citizens Hall, because of the vibrancy and continued growth of the city’s downtown, said Marrocco, who played a major role in making the deal happen.

          As she swept her hand across both sides of Main Street, Marrocco said there are few first-floor vacancies at the moment and, overall, generally quick turnaround when storefronts do go dark, which is considered a sign of confidence and optimism when it comes to a downtown area.

          But there are some lingering, long-time trouble spots that have been sources of frustration for succeeding waves of city officials, she said.

          And it was this frustration that eventually led to creation of the Downtown Coordinating Committee, she said, adding that it was formed to set a course for the CBD and keep attention focused on that area. Some progress was achieved, but mostly with shorter-term goals and issues well within the city’s control.

          These include establishment of a larger police presence downtown, forming a parking committee, new and improved lighting, some art in the form of sculptures, ADA compliance, improvements to Veterans Park, and other steps to make the area safer and more conducive to business.

          “We did as much as we could, realistically, but there are many things the city can’t control,” said Marrocco, who put the desire for a development plan for Rooney’s — a privately owned, multi-use, largely vacant property on Main Street — in that category. “The things we could do, we did.

          “But then, things kind of fizzled out,” she said, adding that the committee became frustrated in its efforts to achieve progress with those more-complicated, longer-term issues, such as the Bank Row properties, which have officially become eyesores.

          A few years ago, said Marrocco, there was talk of taking a step back, or at least sideways, and undertaking a new master plan involving the downtown or perhaps the entire community, an initiative that, while still under consideration, will have to wait until funding becomes available.

          “The downtown master plan was based on a master plan for the town that was 20 years old, so we said, ‘if we’re going to do this right, we need a new master plan,’” she explained. “But we’re looking at $150,000 or more to do it; we put it in the capital budget, it wasn’t approved for fiscal ’09, and we don’t know when it might get approved.”

          Meanwhile, beyond the money, or lack thereof, there was some consternation, if that’s the right word, about yet another study in a community known for doing studies but not doing anything with the results.

          “The problem with a master plan, like any plan, is that they’re no good without an implementation plan,” said Marrocco. “Over the years, Greenfield has done more plans than it can handle, but no one has ever implemented one of them; that’s because it’s very difficult to do that. It’s easy to write a plan, and not so easy to implement one.”

          So instead of waiting for a plan that may not materialize for years, the Planning Department decided to take some action, she continued, noting that it took a $60,000 grant from the state and hired Concord Square to gauge the feasibility of upper-floor development in downtown buildings.

          To date, a total of 12 buildings, including Wilson’s, which has a few vacant floors, and the theater complex, have become part of the initiative, said Carman, adding that discussions have focused on bringing more retail and offices to first-floor spaces and market-rate housing to upper floors.

          “In each case, we’re exploring reuse options that can be effectively financed,” he explained, adding that the Hartford-based consulting firm Bartram & Cochran has been hired to do an economic feasibility study that will outline the best possible reuses for each building.

          “Artist live-work space is one of the things we’re looking at,” he explained, “as well as generating more incubator-type spaces. These uses should work fine in Greenfield … we see considerable demand for that kind of space.”

          Carman said he has considerable experience working to revitalize downtowns in Western Mass., with work in Pittsfield, North Adams, Great Barrington, and others on his résumé. The Greenfield project is similar to others he’s undertaken, but the planned funding mechanism — historical tax credits — is unique and challenging.

          “No one’s really put the financing together quite like this,” he explained, “and it gets complicated when you have eight or nine property owners involved like we do here. That’s part of the challenge here — to pull it all together with these many disparate individuals and interests.

          “But we think there’s a good likelihood that this will happen, because everyone has a lot to gain if it does work,” he continued. “And by everyone, I mean the city, the banks, the existing business community, existing business tenants, and, of course, the property owners.”

          Success Stories

          Marrocco told BusinessWest that if she had her druthers — and the wherewithal — she would place signs on all the properties now included in this emerging action plan.

          “And they would say, ‘this is not vacant space — it’s an opportunity waiting to happen,’” she said, adding that she believes there is no shortage of people ready and willing to take advantage of such opportunities.

          If she’s right, and if the financing can be pulled together during future rounds of tax credits, then Greenfield can solve some decades-old problems and create still more vibrancy in its downtown.

          And Marrocco can finally take those pages down off her bookcase.

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