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Avanti Skin Centers Puts a New Face on Cosmetic Procedures

They’re called ‘lunchtime procedures,’ and they’re not just for the Hollywood set anymore.

Treatments such as Botox injections, ultrasound facials, and chemical peels were once seen as the beauty secrets of the elite, but increasingly, they’re becoming more common, as well as safer, more effective, and less expensive.

One of the biggest selling points of these cosmetic procedures of late, however, is speed.

Dr. Raj Birudavol, director of operations for Avanti Skin Centers in Springfield, said that once, there were tell-tale signs that someone “had some work done”: a few days missing from work, for example, and physical signs as the body healed.

“In the past, these types of treatments would leave people with swelling or red faces, but not anymore,” said Birudavol. “There are few signs, and there’s very little, if any, downtime.”

Avanti Skin Centers opened in Springfield just under a year ago, and while Birudavol said it’s a business poised to capitalize on new acceptance of cosmetic treatments from all types of people, he also hopes to play an important role in educating clients about their options, and about the preventative measures they can take to protect and care for their skin.

“We insist on education,” he said. “We can help people identify problems, and it’s not all about ‘the big sell.’ Many people, especially young women, don’t know what to do to protect their skin from damage, and many kinds of damage — from the sun, or acne, for example — are avoidable.”

Saving Face

To that end, a visit to Avanti usually begins with a skin analysis, using the Visia Digital Skin Analysis system, which takes a deep, multi-layered look at the face and what damage is present.

“From there, we teach people how to prevent further damage, and how to maintain the health of their skin,” said Birudavol, adding that there are several treatment options from which to choose if a client decides to pursue them.

Avanti’s services include laser hair removal; microdermabrasion, pulsed-light therapy that treats skin damage non-invasively; non-surgical facelifts; Botox injections and dermatological wrinkle-fillers such as Restylane; and chemical and enzyme peels.

The center also offers a wide range of medical-grade products for skin repair and maintenance — brands such as Skin Medica, Skin Essentials, and Illustre Essenza.

Birudavol said all of this represents a growing sector of medicine.

“Aesthetic centers are becoming very popular,” he said, “and because the procedures and products are minimally invasive, it’s more accepted. People didn’t want to talk about it before, but now, many people are realizing that medical-grade products and procedures are more effective than what they can buy over the counter.”

Often, these treatments produce results that last for several months, said Birudavol, and this is another draw toward medically based skin treatments.

The Light Fantastic

Take, for instance, one of Avanti’s most popular offerings, the Regenique procedure, which combines three technologies. First, a medical microdermabrasion system removes the topmost layer of the skin, essentially smoothing and polishing. Second, an ultrasound treatment deep-heats the layers of the skin while electrical stimulation massages the tissue. Finally, non-allergenic skin products are combined with a silicone mask to address specific skin conditions or issues, forcing toxins out of the body.

Regenique is designed to treat the effects of aging skin by reducing the appearance of fine lines, wrinkles, and discoloration; reduce the visibility of scars and acne; restore even coloration in cases of hyperpigmentation; remove tenderness and swelling after surgery, including liposuction; or lighten stretch marks. Clients generally schedule a few weeks of treatment, but Birudavol said many see results after one session.

“Having the treatment once a month can keep you looking fresh for a while,” he said. “We call it ‘1,000 facials at once.’”

Other popular treatments at Avanti include Titan, the non-surgical facelift that uses infrared light to tighten skin, and 3D Skin Rejuvenation, a pulsed-light or ‘photorejuvenation’ therapy that treats several of the issues associated with sun damage.

These treatments vary in price, but begin at about $100, speaking to the new affordability of these ‘lunchtime procedures.’

That’s not to say the equipment used for some of these treatments is easy to come by, particularly lasers that can cost upwards of $200,000. Still, all of the equipment used at Avanti has been FDA-approved, and as technology continues to improve, Birudavol said Avanti is positioned to add even more services to its repertoire in the future. These include several minimally invasive or non-invasive treatments and procedures, such as ‘body sculpting,’ which uses medical fillers to correct small imperfections such as acne scars or even a slightly crooked nose.

“We’re hoping to add more laser procedures, too,” he said. “Photomedicine is really taking off.”

To allay any lingering fears among potential clients, Birudavol said medical skin care may not be for everyone, but added that medical supervision is virtually constant at the center, and aestheticians are trained to use the laser systems by the equipment manufacturers.

Avanti is staffed by two physicians (medical director Dr. Craig Schacher rounds out the team) and two full-time aestheticians, in addition to a number of support staff focused on management, marketing, and patient coordination. The venture’s next move, said Birudavol, will be to continue its educational efforts and to forge new collaborations with other beauty-centric companies in the area.

“We’d like to hold more open houses to explain to people what we do, and especially to reach out to young people and tell them what they can do to take care of themselves better,” he said.

He’s also working now on an effort to create what he calls “makeover teams,” that, through partnerships with dentists, salons, and other outfits, will address issues with hair, skin, and teeth as a whole, and suggest options to improve all three.

Brave New World

All of these efforts are aimed, he said, at arming people with the information they need to make positive decisions about their health and appearance.

“There are so many things that people can do, and if they’re not afraid, they have even more options,” said Birudavol. “It’s a new world … and they say in this new world, 60 is the new 50.”

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Springfield Developer Bucks Current Trends with Unique, Retro-inspired Project

Leslie Clement has always had a creative mind.
She graduated from Indiana University with a Liberal Arts degree, having studied dance, music, art, and culture for many years of her life. But eventually, she said, she had a revelation.

“I realized my degree prepared me for absolutely nothing,” said Clement, who soon started searching for more practical applications for her far-reaching creative interests. She recalled one of her favorite hobbies as a child — her father would often channel Clement’s flair for thinking outside of the box into small building projects — and took a dramatic leap onto a new career path, studying to be a carpenter’s apprentice in the late 1970s.
The apprenticeship, completed with the Springfield Carpenters Union Local 108, required four years of working construction, as well as specialty skills such as draftsmanship, finish carpentry, surveying, and estimating.

A number of intriguing jobs followed, including work on a series of bridges for Interstate 391 and a downtown highrise, but the more views of the city she saw, the more changes Clement wanted to make.

“In Springfield, I saw a city that needed a lot,” she said, “but more than anything, it needed help with its poor self-image.”

So she set out to do something about it.

Raise the Rafters

Clement’s first solo project in the housing sector was a home restoration in the historic Maple Hill section of the city, which later led to the renovation of 14 additional National Historic Register properties in concert with a team of tradespeople (funding for these projects included financing from limited partnerships, private funding, loans, and grants). 

“These were incredible, historic homes, and a number of the projects had strict criteria for renovation,” she said, noting that, upon completion of that suite of projects, she’d developed an interest in and respect for historical design, as well as the city’s assets.

Soon though, it was on to new endeavors, including a condominium conversion in a Victorian mansion in Holyoke, the Wyndhurst Condominiums overlooking the Connecticut River on Crescent Hill in Springfield, and nine homes on a parcel of land abutting Lake Massasoit in the East Forest Park section of the city. The latter ultimately sold for a total of $1.05 million over the course of 18 months.

By that time, the early 1990s, Clement had also become a real estate broker as well as a developer, and this began to further shape her home-building goals.

“I began to see home sales from a reverse perspective,” she explained. “Instead of only saying, ‘if I build it, they will come,’ I started saying, ‘if I build it, there’s still a chance they won’t come.’”

Stepping back to take a broader look at the home-building landscape, Clement said she saw a huge disconnect between the labors of love required to restore an old home to its former glory and what was happening in the new-home market.

At that time, she told BusinessWest, few developers were building homes in urban areas based on consumer wants or demands.

She added that without something interesting to draw buyers into — or keep them within — an urban area like Springfield, those with the means to purchase new, moderate- to high-end homes soon flee to new areas or suburbs.

“Nobody was building what people wanted,” Clement said. “There was a lot of cookie-cutter activity going on, and I saw a huge opportunity being missed — to give people some beautiful, interesting homes that they were instantly attracted to.”

The Forest Through the Trees

Thus, her latest project, now being developed under the company name Forest Park Fine Homes, is one answer to the question of how to retain these homeowners.

“This community has a ton of urban professionals,” said Clement. “That’s a lot of money that’s going unnoticed in this city, and people are leaving for other places or not even considering Springfield as a destination.

“But often, these are people who are looking for interesting properties,” she continued, “something with great architecture that doesn’t look like everything else — and the goal here is to reach those untapped markets.”

Located off of Tiffany Street not far from the Longmeadow town line, the new neighborhood Clement is now in the process of developing abuts the southern end of Forest Park and is about a half-mile away from Franconia Golf Course.

Today, Clement’s varied experiences lend a number of additional titles to her business card, including general contractor, designer, and listing agent. All of these skills are being put into play in creating her new niche neighborhood in the City of Homes, and Clement estimates they also save her about $5,000 per property in general development costs.

She purchased the 12-acre parcel from a private owner in 2004, again with the help of private investors and financing through United Bank, and from that parcel has created 37 individual lots with the assistance of Springfield-based architect Phil Burdick.

“He suggested we created little clusters of homes on small streets that branch off of the main road, which is Brentwood,” said Clement, adding that this idea was also in line with the historic-inspired type of homes she wanted to build.

Until 1943, when the town line was moved, she explained, this area was actually part of Longmeadow, and was dubbed ‘Franconia Village’ on some historical maps.

She added that when constructing new homes on the previously undeveloped land, she wanted to honor the area’s heyday, and modeled some of her plans after the 1920s-era ‘craftsman style,’ the originals of which can still be seen in historic parts of the Forest Park section of Springfield and in Longmeadow.

June Gets Her Way

These homes typically have large front porches and use natural materials when available, including wood shingles, stone walls woven throughout the landscaping, and detached garages that Clement said “make for a friendlier-looking street.”

The lots are spaced out across five roadways. Grace Street represents what will be the final phase of the project, including 18 lots that have yet to be developed. Also in process are home plans on Craig and Bassing streets, which will accommodate houses in the $300,000 to $390,000 range, and on South Park Avenue, building is now in process on 11 homes in the $290,000 to $340,000 range, slated for completion in or around spring 2008.

But the current jewel of Clement’s project is June’s Way, named for her daughter and including six lots on a private cul-de-sac. Four homes, each unique in design and ranging in price from $330,000 to $390,000, have already been completed, while two lots remain for construction.

The finished homes on June’s Way are geared, Clement said, toward empty-nesters and urban professionals. In contrast to the retro feel of the houses’ exteriors, the floor plans inside are more modern and informal, with a ‘bungalow’ feel. They feature bedrooms on both the first and second floors, most with adjoining private bathrooms, which can accommodate ‘aging-in-place’ living for older Americans planning to stay in the home or living with elderly parents.

The homes also have a relatively small footprint, between 2,200 and 2,600 square feet per lot, but the wide-open floor plans inside are meant to maximize space.

All of these features, Clement said, work together to create a quality product that is in keeping with her goal to offer something new and yet solid to Springfield’s real-estate market.

“People move for real needs,” she said. “The need for more space, proximity to schools, etc. This development offers these things, and with slightly better design and better buyer targeting, we’re attracting the right people.”

National Staging

The project is attracting some positive press for Springfield, too. It was recently featured in Builder magazine as one of five “bright spots” across the nation that have taken “design’s high road” and reached some positive benchmarks.

Builder identified Clement’s project along with others in Las Vegas, Portland, Ore., Los Angeles, and Fowler, Mich. (a stretch between Detroit and Lansing). While sales volume isn’t the best indicator of the Forest Park lots’ success — seven homes have been built and sold since construction began — the magazine took particular note of the going rates for these homes. New, single-family properties in Springfield typically sell for between $275,000 and $315,000, but Clement’s properties are averaging $75,000 above that or more, and prices haven’t slid in the four years since the project started, regardless of the tepid state of the current housing market.

“I think that’s proof that details make the difference, and people appreciate quality,” said Clement, wiping a speck of dust off of the bay window seat and flicking the ambient lights off in the kitchen.

It would also seem she’s found an outlet for a lifetime of creative thinking.

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Farren Care Center Specializes in Turning Lives Around
Jim Clifford

Jim Clifford, administrator of the Farren Care Center, describes the unique facility as a “safety net” for a challenging constituency.

It’s called ‘specialized long-term care.’

That’s an industry term, and maybe the most expeditious way to categorize the services provided at the 122-bed Farren Care Center (FCC) in Turners Falls. But the phrase doesn’t begin to describe what goes on inside the walls of this former acute-care hospital built more than century ago — and often outside them, as well.

To become a resident at what is often referred to as simply ‘the Farren,’ individuals must have been rejected for admission at no fewer than five traditional nursing homes. Most have been turned down by a multiple of that number, and Jim Clifford, administrator at FCC, recalls one man who was rejected by 75 such facilities before he eventually came to his new home on Montague City Road.

The ‘nos’ from traditional care centers are prompted by dual diagnoses, or combinations of needs that Clifford describes as ‘me, me’ — meaning medical and mental, or psychological — and an inability to adequately meet them. Specific conditions vary with each individual, he explained, but the common denominator is that the sum of their problems places their care requirements into the realm of the extraordinary.

And with the phasing out of mental-health facilities such as Northampton State Hospital and Belchertown State School nearly two decades ago, the Sisters of Providence Health System recognized a need to serve this challenged and challenging constituency, and responded by creating a truly unique care center at the site of the former Farren Memorial Hospital.

There, dedicated, specially trained staff members work to provide a better quality of life for residents ages 30 to 90, but often, the caring doesn’t stop when a life is over.

Indeed, there are many spaces in St. Anne’s Cemetery in Turners Falls that have been set aside for residents of the Farren. The facility, through various funding mechanisms and partnerships, ensures that individuals who have no family to speak of — and many at FCC fall into this category — are given proper funeral services and burial.

For most residents — that’s the term staff members prefer over patients or clients — the Farren will indeed be their last address, because no other facility can fulfill their needs, and their condition will not improve to the extent that they can live in another setting.

But some, perhaps 10% and a number that is trending upward by some accounts, will be discharged to a group home or perhaps even their own apartment because they have improved.

‘Michele’ is one such individual. She told BusinessWest that she has very much enjoyed her stay at Farren, which she described as much better than any of the many traditional nursing homes she’s been in, but is nonetheless looking forward to the day, probably weeks or a few months away, when it will end.

“And I hope it will be permanent,” she said of her pending relocation to a group home in the Boston area, knowing that many who are discharged eventually return to FCC. “It’s going to be hard for me at first, but I’m going to be ready, and work hard so I don’t have to come back.”

In this issue, BusinessWest goes inside a little-known, often misunderstood health care facility to examine not only the specialized variety of care provided there, but how it is provided.

Starting Points

As she talked about FCC and its mission, Anne Nusbaum, its director of Nursing, got right to the larger point.

“We take these people who are so difficult, and we change their lives around,” she said rather emphatically. “We give them a quality of life they’ve either never had or haven’t had for many years.”

Elaborating, Nusbaum said staff members at FCC give residents a fresh start — “we don’t care what these people have done before” — and then help them make the most of it, by providing some things that many residents hadn’t seen much, if at all, before arriving at the facility.

These include such tangibles and intangibles as an extended family (in this case, the staff and other residents), some positive reinforcement, and activities, such as gardening, parlor games, or van trips into the community, that fill their time — and their lives.

It’s been this way since Farren Memorial, opened in 1899 in a broad act of philanthropy on the part of construction company owner Bernard Farren, was transitioned into specialty long-term care nearly two decades ago.

Tracing the history of the facility, Clifford said that a changing competitive landscape eventually doomed Farren as an acute-care hospital, and that by the mid-’80s, the SPHS had began exploring alternative roles for the four-story complex that would help the system fulfill its mission — specifically to meet the needs of generally underserved segments of the population.

Eventually, the system focused on specialized long-term care, a need exacerbated by the mainstreaming of mentally disabled individuals by the closing of Northampton State Hospital and similar facilities across the state. An extensive licensing process ensued, said Clifford, and the Farren eventually opened its doors in 1990.

It is the only facility of its kind in the state and one of the few in the Northeast, he continued, noting that referrals come from across the Commonwealth and New England, and sometimes well beyond. There is an extensive waiting list that ensures nearly 100% occupancy.

Residents who meet that rather stern entry requirement — being rejected by at least five traditional nursing homes — have a variety of medical and psychological conditions that are bound by the adjective ‘extreme.’

“These people aren’t criminally insane; they just have behaviors that make it hard to treat them elsewhere,” said Clifford, who used the term “safety net” to describe Farren and its purpose.

These behaviors vary, and include schizophrenia, obsessive-compulsive disorders, aggressiveness, and other maladies that go well beyond dementia.

From a care perspective, the facility was designed to provide each resident with a level of dignity, said Nusbaum, while treating combinations of conditions that are beyond the scope of most other long-term care facilities.

Meanwhile, from a practical perspective, FCC helps dual-diagnosis individuals stay out of acute-care hospitals, where care would be much more expensive than it is at Farren — and draining on an already overburdened system.

“One of the stated goals for this facility when they created it was to prevent or reduce hospitalizations,” Clifford said. “A lot of these people lived in community settings of one sort or another, and were constantly in and out of the hospital for exacerbation of their psychiatric behaviors.”

Such problems would often prevent them from being returned to the community, he said, before and until their condition was stabilized, which is one of Farren’s primary reasons for being.

Life-and-death decisions

When asked how the Farren goes about providing that quality of life, that dignity in life and death that he and others continually referenced, Clifford said it comes down to compassion and a broad team approach to providing care.

And while each case is different, there is what Clifford described as a “nuts-and-bolts” approach to creating care plans, or strategies, for individuals.

It starts with an overall assessment that begins long before a resident actually arrives at FCC, he said, noting that extensive reviews, which include face-to-face evaluations, are carried out by the facility’s admissions director, the nurse manager for the unit the individual in question will live in, and other staff members.

The assessment process continues after a resident arrives, he said, noting that a nurse manager, nurses, certified nurse assistants (CNAs), social workers, and others are all involved in putting together a care plan. The overall process — assessing an individual, identifying problems and issues, developing a care plan, implementing the plan, and continually re-evaluating the resident — is similar to that found in traditional long-term care facilities, “with the difference being the nature and scope of the interventions needed to stabilize these individuals,” he said.

In such an environment, some residents thrive and improve to the point where they are ready to be discharged, said Nusbaum, who cited ‘Michele’ as one of several comparatively younger residents who have re-entered the community, or soon will if their progress continues as expected.

While such discharges are still somewhat rare, they are the stated goal, especially for younger residents, she explained. “When someone comes here in their 30s or 40s, we don’t want them to spend the rest of their life at Farren.”

‘Michele’ will be returning to the Boston area and a group home there “soon” — that was her word — and gave credit to staff members who helped stabilize her condition and enable her to find new levels of independence.

She had high praise for one of the foundations of care at Farren — its so-called milieu program, or package of activities staged between 7 a.m. and 7:30 p.m. every day. The concept of activities is common to all long-term care facilities, said Nusbaum, but owing to the severity and complexity of medical and psychological conditions prevalent among residents, staff members must be especially creative in this realm.

“Customize” was the word she used to describe how programs are tailored for individual units or specific residents.

As an example, she referenced a clambake, staged last year, that was crafted so that even residents with swallowing disorders — and there are many of them — could partake and enjoy the festivities. Other activities include gardening — Farren has extensive facilities, all at wheelchair height to enable all residents to take part — and also parlor games, excursions off site for ice cream or apple picking, for example, and an annual strawberry festival,

And some activities don’t fall neatly into the traditional daily schedule, said Nusbaum, noting a recent meteor shower that occurred around 2 a.m. Some staff members not on duty at that time actually came in to work at that hour to help take residents outside so they could get a glimpse of the rare occurrence.

Such efforts on behalf of the staff help provide a sense of involvement that has been missing from the lives of many residents, she continued, adding that it extends to the last days of one’s life — and even beyond.

Some of the patients have outlived family members or are alienated from family, Nusbaum explained, adding that when these individuals approach the end, there is no one to be with them for their final days or hours, and when they die, there’s no one to make arrangements and bid farewell.

Farren staff members fill in under both circumstances, continuing that sense of community.

“No one dies alone here,” she said, adding that staff members often volunteer their own time to be with residents at the end. When residents pass on, FCC staff members stage memorial services on site, and those without family or for whom no arrangements have been made — more than 25 since the program started in 2002 — are buried in St. Anne’s, with their own grave marker.

“It’s a very unique program,” Clifford said of the burial service, carried out with the help of a local church and funeral home. “We carry that sense of involvement beyond the grave.”

Care Package

Even for those who are never discharged from FCC, there is a better quality of life than what existed before they arrived, said Nusbaum.

She told BusinessWest that she’ll often hear staff members at traditional nursing homes say of individuals who eventually wind up at Farren, “that person was really a challenge!”

“Well, we love people like that here,” she continued, adding that such an attitude makes FCC special, and uniquely qualified to change such lives around.

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

Sections Supplements
The Regional Homebuilders Association Focuses on Education to Strengthen the Market
The team at the Homebuilders Assoc. of Western Mass. stands in front of their offices, designed to look like a private home, on Cadwell Street in Springfield.

The team at the Homebuilders Assoc. of Western Mass. stands in front of their offices, designed to look like a private home, on Cadwell Street in Springfield.

There’s a quaint, stone-walled home that seems out of place on Cadwell Street in Springfield, the industrial roadway on which it’s located.

But inside, there’s much more going on than Sunday dinners. This is the headquarters of the Homebuilders Assoc. of Western Mass. (HBAWM), a member-driven organization formed in 1939 to promote the trade of residential construction as a whole, as well as responsible practices therein and affordable home ownership.

The building was constructed in 1998 by some of the association’s 550 members — who hail from all four counties in Western Mass. — and represents the only physical offices maintained by any of the five regional home-builders associations in the Commonwealth.

The Cadwell Street facility is home to an extensive library and meeting space for use by both the association and its members when needed. Operated by a staff of six, it serves as a model home of sorts, too; the molding is a little different in each room, as are the windows, cabinets, floors, and color schemes, and builders often use these examples to show clients.

Beyond a spiffy home base, though, the HBAWM is also one of the most active such organizations in the country. The group’s annual Spring Home and Garden Show, this year slated for March 27-30, is one of the 10 largest in the nation, and was joined last year by a second show held in the fall, which is more ‘lifestyle-based,’ focused on topics like home entertainment and healthy living rather than the nitty-gritty of building and remodeling.

The HBAWM also conducts educational, charitable, and promotional efforts throughout the year for both consumers and members. These are steered by several volunteer-based committees and a 40-member board of directors, also volunteers, many of whom are past presidents of the association who hold a term for one year (this year’s president is Paul LeClerc, co-owner of LeClerc Bros. Inc. in Chicopee).

Members range from seasoned professionals to small-business owners just starting out, and the association’s executive director, John Lilly, said there’s no shortage of topics to discuss.

“We just completed a construction licensing class, as well as an OSHA certification class, and our members have asked us to look into holding courses in small business ownership,” he said, noting that informational sessions are another major aspect of the HBAWM’s educational offerings.

“As a member of both the state association of home builders and the national association, members can take advantage of information on many different levels,” added Lilly, noting that this focus on current information and professional development is a key tenet of the HBAWM. “If we educate ourselves, we’re armed to make better decisions, and gradually raise the standards for residential building. Plus, we’re better-prepared to pass that education on to consumers.”

Banking on It

Lilly’s own story is an intriguing one — he spent 36 years in the banking industry before signing on to lead the HBAWM in December. While he admits he’s no builder, the respect and admiration he has for this profession is evident in his remarks, as well as his plans for the future as he settles into his post.

“Continued education is at the top of my list, as are addressing liability issues and doing whatever we can to help our members,” he said. “The people doing it right — the registered builders who keep on top of changing laws, regulations, and trends — are finding it increasingly difficult to compete in this economy. Our goal is to educate them on how to do their jobs as best they can, and to educate consumers that when selecting a contractor, it’s important to compare apples to apples.”

In other words, comparing reputable, licensed contractors to one another, and in the case of the HBAWM’s membership base, Lilly says that’s each and every one of them.

“The amount of time people put into this organization is significant. We have a membership committee, a legislative committee, an ethics committee, a spring home show committee, a fall home show committee, and a lot of camaraderie. You’d think that all of the builders in the area would be in competition, and while that’s sometimes true, that’s not the attitude within the organization.”

Lilly said outside pressures tend to create a bond between like-minded professionals, and the home-building industry is not immune to that.

At the top of the current list of concerns are the state of the region’s economy and the health of the real-estate market, both of which directly impact the building sector. Meanwhile, there are legislative issues, safety concerns, regulatory questions to be answered, and new trends to explore.

For example, there is a new state law that will go into effect July 1 of this year that the organization is working diligently to publicize among the building and renovating community, which will require contractors specializing in roofing and window and siding installation to be licensed with the state. Previously, these professionals needed only to be registered. In addition, rumblings on the state level to pass legislation requiring formal continuing education for contractors are being tracked closely.

And there are other discussions surrounding the day-to-day challenges of doing business, especially in this challenging economic climate. Tina Smith, sales director for the HBAWM, who has been with the organization for just under 20 years, said that, largely, builders in the area seem to be holding strong, although they certainly aren’t enjoying boom times.

“Overall, builders are doing OK. A lot have been through this in the past, and I think they were able to see this coming and adapt,” she said, noting that the health of the building industry often fares better in Western Mass. because of the wide availability of open, developable space. “We have cycles like everyone else, but it’s not as dramatic a downturn as in other regions of the country.”

The Trends of the Trade

Lilly added that while remodeling often becomes a sign of a tight economy, certain trends in the building sector today, including ‘aging in place’ work for older Americans and green building, lend themselves to renovations and additions.

“‘Green’ is the biggest thing,” said Lilly. “People are trying to work through what green means in today’s market.”

He added that the HBAWM has recently formed a ‘green committee’ to further study its effect on the building trade; it recently voted to recommend promoting green building as an organization.

The HBAWM is also in the midst of efforts to bolster its own ranks and those of the homebuilding and renovating trade in general, to prepare for the future of the industry. It does so through scholarships made available to high school and trade school students to further their educations or start their own businesses, amounting to $20,000 annually.

In addition, the association takes on a certain amount of charity work each year, sponsoring the Pioneer Valley chapter of the American Red Cross’ Hometown Heroes event, for instance, and participating in a Springfield-based program called Christmas in April, during which members and staff of the HBAWM provide both financial and in-kind assistance to individuals and families in need, completing minor home improvement projects, yardwork, and small construction projects, such as building handicapped-accessible ramps.

The association also volunteers with Habitat for Humanity on a regular basis. Lilly said it’s an excellent way for builders to give back without taking too much time from their own job sites.

“We have a lot of very busy members,” he said, referring not just to their businesses but their work within the association. “Our members want to move the association forward for the good of everyone involved.”

An Open-door Policy

And as he walks through the 5,500-square-foot building that the HBAWM calls home, Lilly takes note not just of the recessed lighting and the dramatic staircase, but also of the staff members stuffing envelopes, putting the finishing touches on marketing materials for the spring home show, and straightening the shelves in the resource library.

“Our staff learns from our members, and at the same time, we do a great deal of lobbying on their behalf,” he said. “Overall, it’s a system with which I’m very impressed.”

Jaclyn Stevenson can be reached at

[email protected]

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Home and Garden Show Planners Have a Win-win Attitude

The theme of this year’s Western Mass. Home and Garden show is ‘Springboard to Achieving Your Dreams,’ and that name speaks not only to the emphasis on ideas for property improvement, but also to a wide array of prizes available to attendees this year, among them a $6,000 rent or mortgage stipend that could be just the boost many area residents need to reach their goals.

Tina Smith, sales director for the Home Builders Assoc. of Western Mass. (HBAWM), which has organized and sponsored the show for 53 years, said the raffle prize will be paid in monthly installments of $500 per month to the winner. She said it’s just one example of the kind of draw the association tries to create for the home show each year — the promise of ideas and resources that address real needs, and can offer a leg up.

“We always have prizes, but this year I’d say we have quite a bit,” she said. “And the grand prize in particular was designed to appeal to consumers in the midst of the mortgage crisis.”

Beyond that, the prize is part of a larger contest that will offer a number of items donated by the show’s vendors, all valued at $100 or more, such as rugs, tools, and services. Attendees will be given a ‘game card’ that can be stamped at a number of booths throughout the show, and later entered into the raffle.

Smith said the system was devised to encourage visitors to the show to take in all it has to offer — specifically, 350 vendors staffing 800 booths spread across three acres at the Eastern States Exposition grounds.

“We’re trying to reinforce how big the show actually is,” said Smith, noting that as of last year, it was ranked the seventh-largest home and garden show in the country, and has long been New England’s largest and oldest.

Further, the show will include a wide array of home improvement, gardening, landscaping, and interior design showcases, such as an expansive flower and garden display in the Stroh Building featuring waterscapes and floral exhibits. The Sherwin Williams Design Showcase will surround the garden displays, offering new trends in furniture and home décor, and the ReStore Home Improvement Center will hold a tent sale in an outdoor exhibiting area, selling surplus and used building materials including cabinets, doors, and windows.

Finally, Smith said the HBAWM will again staff its ‘Ask the Experts’ booth, offering answers to home improvement questions, referrals, and copies of the association’s 2008/2009 Consumers’ Guide to the Home Building and Remodeling Industry.

If that doesn’t whet the home-improvement appetite, though, there are even more prizes to be had, including a $10,000 kitchen makeover, Red Sox tickets (raffled by Clear Channel Radio to benefit St. Jude Children’s Hospital), a flat-screen television from Manny’s TV and Appliance, and an overnight trip to New York City to view a live taping of The Rachael Ray Show donated by WGGB ABC40, with transportation provided by Peter Pan Bus Lines and accommodations at the Hilton Garden Inn.

“We always say the home show is an excellent place to get ideas, but now, it’s not a bad place to win some nice things,” said Smith, adding that families are encouraged to attend the show, and attractions for attendees of all ages will be available throughout the weekend.

WMAS radio will be sponsoring a local ‘celebrity chef’ cooking demonstration, for example, and for the young at heart, the Springfield Falcons’ mascot, Screech, will appear Thursday evening, while Fenway’s own Wally the Green Monster will visit on Sunday. In addition, the HBAWM’s own mascot, Hooter the Owl, will be on hand along with the Shriners’ clowns throughout the event.

The Western Mass. Home and Garden Show will kick off on Thursday, March 27 and continue through Sunday, March 30. Tickets are $10 each or $9 for senior citizens age 60 and over; $3 discount coupons are also available via the home show’s Web site,westernmasshomeshow.com.

Sections Supplements
A Primer on the Emerging Trend of Pet Estate Planning

Some people consider their pets to be members of their family. Other people have made a career out of breeding, raising, and/or sheltering animals. When animal owners pass away, if they have not made provisions for the continuing care of their animals, the outcome can be disastrous.

Often, the recipient of the animal does not want to, or is not prepared to, take on the responsibility of providing ongoing care. As a result, the animals are then euthanized, neglected, or abandoned. In order to provide for the ongoing welfare of their animal after their demise, the estate plan of the animal owner should specifically address the disposition and care of the animal.

When an animal’s owner passes away, the animal will pass through the decedent’s estate as personal property, just as would a lamp, a couch, or a bedroom set. As such, the ongoing ownership of the animal should be addressed in the animal owner’s last will and testament. In addition to distributing the animal to a new owner or caretaker, most often, an animal owner will desire to establish a trust for the benefit of their pet.

Although approximately half of the 50 states do recognize ‘pet trusts,’ unfortunately, at this time, Massachusetts is not one of them. While it is not possible to create an enforceable trust solely for the benefit of an animal, it is possible to establish an enforceable trust for the benefit of the animal’s caretaker.

One of the most important decisions when planning for an animal is determining who will serve as the animal’s caretaker. It is also important to name at least one alternate caretaker, if not several, who would provide care if the originally named caretaker was unable to do so. The most commonly named caretakers are relatives, friends, the animal’s veterinarian or breeder, or an animal shelter or sanctuary.

A number of animal sanctuaries have emerged that will provide care for an animal until its demise. These facilities vary greatly in terms of the environment they provide, the cost of placing an animal within the sanctuary, and the type of compensation accepted. Some sanctuaries may accept only cash donations, while others are willing beneficiaries of a charitable remainder trust. The animal owner should approach the intended caretaker to ensure that the caretaker is willing to accept this responsibility and on what terms, because nothing destroys a plan faster than when the intended caretaker refuses the responsibility.

The next important decision is determining how the caretaker will be paid. The caretaker may receive funds to cover all verified expenses associated with caring for the animal. Normal and customary expenses would include housing, food, veterinary care, grooming, and burial and cremation fees. Another alternative is to provide a lump sum to the caregiver based on the care to be provided until the animal’s demise. Providing a lump sum may encourage the caretaker to skimp on the animal’s needs in order to allow the caretaker to retain the funds personally. In this regard, an independent party should be empowered to inspect the animal to ensure that it is being properly maintained. Inspections should take place in the animal’s home environment and should also be permitted to be made randomly.

The animal owner should also address the final disposition of the animal and of any funds remaining when the animal has passed away. Here, the inclusion of strict guidelines concerning euthanasia should be considered. If the caretaker retains the funds remaining upon the animal’s passing, an unscrupulous caretaker may seek to euthanize the animal without cause simply to retain the funds.

A comprehensive estate plan will also provide for the ongoing care of the animal should the owner lose the capacity to handle his own affairs, whether due to physical or mental illness. The health care proxy, which is a document naming someone to make health care decisions for the owner, and the durable power of attorney, which is a document naming someone to make financial decisions for the owner, should contain special provisions acknowledging the animal and providing for the animal’s ongoing care.

Most often, a durable power of attorney will authorize the person named to handle a laundry list of financial transactions. When an animal owner is incapacitated, the animal must be placed with a custodian, and money must be spent to provide ongoing care. To avoid any controversy regarding the care and custody of the animal, the power of attorney should authorize the person named to take custody and control of the animal if need be. The document should further authorize the person named to arrange for someone to provide care for the animal, even to the extent that said care would require additional monetary compensation to the caretaker.

The health care proxy should notify the person named and/or medical personnel that the incapacitated person is an animal owner and that the animal is dependent upon that owner for care. While medical personnel will certainly first attend to the owner’s care, if the owner remains incapacitated, the language of the health care proxy will remind the person named, and should alert medical personnel, of the need to ensure the ongoing care of the animal.

When an estate plan takes into consideration the issues raised here, the owner has taken the steps necessary to ensure the ongoing care of their pet. The animal will then receive the best substitute care possible for that of their original owner. Without such a plan, the fate of the animal is at best uncertain, and at worst unspeakable.

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

Sections Supplements
How Professional Liability Insurance Can Protect You

Faced with the very real possibility of a lawsuit arising at some point in their careers, today’s professionals have become savvier about protecting themselves.

Consequently, professional liability coverage is one of the fastest-growing segments in the insurance industry. It is also one of the more complicated. This type of policy is structured very differently from general liability policies, and it contains some unique terminology like ‘consent to settle,’ ‘retroactive date,’ and a ‘tail.’

Professional liability is a specialized type of liability insurance protection for professionals such as physicians, attorneys, certified public accountants, insurance producers or directors, or officers of corporations, though coverage is definitely not limited to these professions. In any situation where you are acting as a professional and are supposed to know what you are doing, but make an error, this is the coverage you need.

Medical malpractice is the most well-known example; when a doctor makes a mistake resulting in damages to the patient, this type of coverage will apply.

While general liability usually covers an entity or business, professional liability covers the act of an individual. For example, let’s say you own an office building and you fail to keep the entryway ice-free during the winter. When someone slips and falls, your general liability will cover you. You have failed to maintain a safe environment and are therefore negligent, so you are at fault. The situation had nothing to do with an individual acting in a professional capacity.

A professional liability policy comes to your defense if someone brings suit claiming your professional acts caused them damage. It really does not matter if you were at fault or not — anyone can sue for anything. In many lawsuits the biggest expense can be the legal fees — you could easily lose thousands of dollars simply because someone felt they had a case. Your professional liability policy needs to be structured to cover your legal fees.

There are some critical details to consider when shopping for professional liability insurance. First, some policies will include a ‘consent to settle’ clause. If your reputation is important to your business, you should make sure you consider a policy that includes such a provision. This clause simply means that the insurance company will need the insured’s consent to settle a claim. The reason for including it is to protect your image, since settling might seem to imply guilt or at least some fault. However, the insurance company may determine that it makes monetary sense for it to settle out of court. It will want to do so despite the fact that your reputation may be tarnished. It is becoming more common for this clause to be left out, so be sure to ask for it.

Most common insurance polices (such as an automobile policy) are occurrence forms, where the policy that is in place at the time an accident happens is the policy that reacts to the claim. In professional liability cases, the damage done by an error may not be realized for some time; it may be years later when a claim is filed. This is considered a claims-made policy in which it is the timing of the claim, not the incident, that matters. In this case it does not matter what policy was in force when the error happened, but rather which one is in effect at the time the claim is filed.

Suppose a lawyer is being sued for an error she committed 15 years ago. The claim is filed today; 15 years ago the lawyer had coverage with a limit of $100,000, and now she has a policy with a limit of $2 million. The lawsuit will be in today’s dollars, as should be the insurance coverage.

Lastly, what happens when you retire or change careers?

You can extend coverage past the end of your last policy with something called a ‘tail.’ This provision extends coverage for a certain number of years in case a claim should arise. This is a relatively inexpensive way to cover yourself once you have ceased operations. It is less expensive because there is no ‘new’ activity to increase your exposure.

There are many ways to structure your professional liability policy. Therefore, it is worth discussing your options with a professional. If you serve clients and are supposed to know what you are doing, you just might find yourself the defendant in a lawsuit. It is always good to know you have an insurance policy ready to respond to your situation.

Joseph Rusenko, AAI is an account executive with First American Insurance Agency in Chicopee;jrusenko@faiagency. com

Sections Supplements
Firms Look at Office Design with New Eyes to Reduce Stress, Increase Efficiency

Earthy colors, a selection of fine teas, water sculptures bubbling quietly in a corner, and whimsical images of butterflies hidden in various nooks and crannies.

A description of the newest trendy café in Northampton? Not quite.

This is the scene upon walking into Dr. Sue Keller’s dental office, Strong and Healthy Smiles, in Florence. Keller moved into her new offices in April of last year, leasing space in the former Florence Sewing Machine building.

Before she opened her doors to patients, however, she hired an architect to help her maximize the space’s historical strengths. She also hired a color consultant, a feng shui expert, a marketing and branding firm, and a ‘design and ergonomics specialist’ with experience in the dental industry.

The result is anything but clinical. Subdued shades of peach and amber adorn the walls, with a little magenta here and there to add some personality. The reception area isn’t furnished with straight-back chairs, but rather with full recliners, and the hallway to treatment rooms is lined with seashell-inspired sconces emitting diffused light.

Keller said it has long been her goal to create such an environment — one that alleviates stress for patients who otherwise would often want to be anywhere but at the dentist.

“I had a feeling for what I wanted: something soft and gentle with no hard edges, inspired by nature,” she said. “The result is something that doesn’t look like a medical office at all.”

Amy Jamrog, a financial planner with the Jamrog Group, part of the Northwestern Mutual Financial Network, also does business out of an historical space — the former National Felt Building in Northampton. And she, too, has transformed her offices into a modern mecca of peace and tranquility, for reasons that are similar to Keller’s.

“Having a financial conversation is already uncomfortable,” said Jamrog. “The last thing people need is to walk into a stuffy atmosphere.”

That said, visitors to her offices will notice a blend of lime green, blue, and turquoise as they enter the Jamrog Group. In the lobby, magazines that all-too-often announce the bad news of the month have been replaced with inspirational books and other light reading.

In Jamrog’s own office, the absence of a traditional desk is notable, and across the hall in the conference room, a bright red, the color of prosperity, has been used in the décor, including two paintings of cranes (they also signify good fortune).

“Everything was by design, to make this as friendly and welcoming a space as possible,” Jamrog said of her office’s unique color schemes and layout. “I know it will be a great appointment when a client walks in for the first time and says, ‘this is not what I expected.’”

Taking the Leap

Keller and Jamrog are two business owners who’ve created new office environments using the various, diverse tenets of a trend that’s gathering steam across the country.

The notion of modern office design to create various outcomes — greater productivity and reduced stress among them — is one being seen across many different industries in both urban and more rural areas, and, in many cases, can lead to major cultural shifts within companies of all sizes.

It draws from various disciplines, including architecture, organizational development, and interior design, and is being used to affect more than just an office’s look and appeal. Rather, modern office design practices are also being utilized to improve the bottom line.

Alonzo Canada, directing associate at Jump Associates — a unique firm with a national reach that creates growth strategies for clients, including through office design — has seen the effects of this trend first-hand. Headquartered in San Mateo, Calif., with additional offices in New York City, Canada said Jump works with companies of various sizes in a wide range of industries across the country, from financial giants to retail outfits, and increasingly, a wide range of businesses are looking for ways they can foster change within their four walls.

“Typically, companies approach us when they’re ready to enter new markets or explore new offerings — and usually, they’ve tried a couple of things already that didn’t produce the results they wanted,” said Canada. “Ultimately, we help them achieve their objectives through equal parts social research — who they are, who their clients are, and what both need — as well as engineering and design, and business planning. We help companies become more innovative, and to define what types of culture are needed to build broadly within specific business units.

“That’s where the space design component comes in most often, because that’s where we affect culture and behavior.”

In the past, Jump has designed office, product, and strategy overhauls as part of broader efforts to affect future growth and a company’s overall identity. Clients include Nike, Target, Procter & Gamble, and Hewlett Packard (HP), among many others. Perhaps the best example of design as a way to affect culture, however, can be seen in Jump’s own offices, dubbed JumpSpace.

The property is made up not of departments, for instance, but ‘neighborhoods,’ which allow staff within various disciplines to work together. The company also has an extensive library, ‘front porches’ where teams can post ideas and images relevant to specific projects (thus prompting feedback from passersby), and zen rooms, where employees can work alone quietly or even relax with a cup of tea or a quick siesta.

The building didn’t feature a staircase before Jump Associates moved in, but Canada said stairs and escalators have been proven to have such a profound effect on idea generation that a set of stairs, painted bright orange, was quickly installed.

There are other aspects of JumpSpace that serve as a showcase of ideas for other firms to consider, said Canada, listing glass partitions in project rooms to allow natural light to filter in, ‘enclaves’ for impromptu meetings or group work, and two outdoor patios.

One of Canada’s favorite features at JumpSpace is the Traincar Café, a space modeled after the dining cars on locomotives that doesn’t offer food, but instead an intimate space in which to work, hold informal meetings, and generate new ideas — which are scrawled on the provided napkins at each table.

“I’m proud of the Traincar Café,” he said. “It’s modeled after the typical art-deco diner tables and booths of the 1950s, although the furniture is contemporary. It’s familiar and cozy, and oddly enough, it’s one of the most-used spaces at Jump. People naturally gravitate there, and start working there.”

Canada added that these types of environments are a prime example of how design can be used to reach goals and benchmarks.

“Ultimately, they help a company to achieve a strategic objective,” he said. “Often in today’s modern workplace, facilities managers think about space with the wrong frame of mind, pitting economical, efficient use of space against productivity, and those two get in the way of each other. Progressive companies see that it’s OK to take a hit in areas such as adding square footage or amenities, because they know they will make that loss up in the work produced by happy, healthy employees.”

All Projects Great and Small

The changes need not always be major undertakings — Jamrog has injected a bit of fun into her office environment by allowing each staff member to add their own playlists to a community iPod that plays throughout the day.

“No Muzak here,” she said. “It’s all funky, fun, and light.”

Adding to that injection of fun in the workplace are brimming bowls of chocolate candies and a gong near the conference room, which new clients are encouraged to ring when they sign on, and staff are likely to tap when certain successes have been achieved.

“It might take some clients aback at first, but it’s just one way that we’ve made celebration a normal part of the workplace,” Jamrog said.

For Keller, who had comfort in the front of her mind when planning her dental office, the intrigue of a gong is replaced with home- or hotel-grade sinks for patients and staff — striking glass bowls with elegant gold fixtures and the same nature theme that permeates the space — accompanied by neat pyramids of rolled hand towels.

Instead of candy jars, Keller fills the office with fresh flowers, and urges patients to pick a bloom to take home at the end of their appointment.

And less noticeable but no less important, she said, are the ‘pocket doors’ built into work areas, which slide closed, creating a sort of false wall and sound barrier when a staff member is using various pieces of equipment.

“Good design doesn’t always equal high cost,” she said, noting that while she did make some considerable investments in the space early on, including ‘floating ceilings’ in treatment rooms to create a more sterile environment without altering the mill building’s historic charm, and a floor plan that incorporates natural lines and curves at every turn, she has some further ideas for small changes with the patient in mind.

“We’re sensitive to where people’s gaze falls in a medical office such as this,” she said. “Color and rounded shapes are important to us; we use color-corrected lightbulbs to soften glare, and the treatment rooms are designed to keep all equipment behind the patient.”

Her next move won’t be so involved, but nonetheless she still smiles when she thinks about it.

“I want to have an artist come in and paint a long branch that people can follow with their eyes,” she said. “It will be small and subtle, with a caterpillar crawling across.

“And at the end of the branch,” she concluded, “the caterpillar will turn into an awesome butterfly.”

Sections Supplements
One Source Financial Focuses on Dollars and Sense

When asked to describe what his company does and how it does it, Robert Berriman talked at length about wealth management, retirement planning, insurance, benefits packages, and how One Source Financial works to educate clients about making smart choices within each realm. He then summed it all up in a different but decidedly more economical fashion: “We do the right thing — even when no one is looking.”

Robert Berriman likes to say that he works in the “trust business.”
Not in a literal sense, although he can certainly help someone set up virtually any kind of trust product, but figuratively speaking, as in an industry where he must earn and then maintain the trust of the clients with whom he works.

And this subject of trust is no small concern in this broad sector, he explained, because the matter at hand is someone’s money — or, looking at things a different way, their future.
That’s why Berriman, president of East Longmeadow-based One Source Financial Group Inc. and a 30-year veteran of the wealth management and retirement-planning business, has, as an unofficial company slogan — it’s not printed on any literature that he’s aware of — “we do the right thing … even when no one is looking.”

Of course, with the Internet and instant availability to information, people can be looking all the time, he continued, but that’s another very literal interpretation of his thoughts. The truth is, people aren’t looking all the time, and thus they need the trust factor, he said, stressing again that such trust has to be earned.

The fact that Berriman is accomplished in this regard is reflected in his large and diverse client list, which includes everything from high-net-worth individuals to small companies to firms with 500 employees. He and his staff have assembled that clientele by effectively focusing not on individual products, but on the concept of creating plans.

“Planning is more important today than it ever has been,” he explained, adding that people are more sophisticated about investing and overall financial planning than they were 20 or even 10 years ago, but still need help understanding products and services and forging a plan. “People are concerned about their future, and they’re being told every day by the federal to be concerned about their future. So more people are doing things, but they need help doing them.”

Berriman’s company recently instituted a name change — he followed the advice of some colleagues in his sector and “took my name off the business” — but everything else about it has been a constant, he said. And by that, he meant that the firm, now celebrating its 20th anniversary, has always been in the business of finding solutions, and not simply selling products or services.

And this has been the case whether the client, be it an individual or business owner, was interested in retirement plans, wealth management, asset allocation, or one or more types of insurance, including life, health, disability, property, and long-term care.

Berriman has a few quantitative measures of success on his resume — especially inclusion in something called the Top of the Table; Million Dollar Round Table, or MDRT. This is an organization that recognizes only the top 1% of financial producers — not only in this country, but worldwide — and Berriman has been a member in good standing for many years now.

But he prefers the more qualitative benchmarks for achievement in this sector, especially the clients that have been with him for decades, as well as different generations within many families that are on the client list — constituencies that have slightly different needs and approaches when it comes to accumulating wealth and managing it.

“One of the things that I’m most proud of is that I have a number of clients — retirement plan clients, 401(k) clients, and others, who have been with me for more than 25 years,” he explained. “Through all the gyrations and transitions with those companies and those people, they stayed here, and there’s a reason — we look after their interests.”

This track record bodes well for Berriman as he takes stock of the company at 20 and continues down a path toward strong but controlled growth.

In this issue, BusinessWest looks at how One Source lives up to its new name, and how it has responded to the many changes within this sector to provide bits of advice — and those solutions — that are, to borrow an industry term, on the money.

Stock and Trade

Considerable time and effort went into the company’s name-change exercise, said Berriman, noting that it was undertaken late last year as part of the ongoing, broad strategic initiative to grow the firm.

He didn’t engage the services of a marketing consultant, but instead put his staff — many of whom have been with him for many years — to work on the matter. In other words, he took the team approach, which is how the company goes about everything it handles.

Starting with the simple goal of retiring ‘Berriman & Associates’ — the name put on the business in 1996 after a previous partnership was discontinued — “because that doesn’t say anything about who we are or what we do,” the staff looked at a number of options, said Berriman, and decided, in rather democratic fashion, on One Source Financial Group.

The proposed new name was run by clients (there were four different mailers on the subject) to make sure they were comfortable with it and understood that nothing else was changing, and eventually chosen because it does say at least something about what the company does. It also connotes a little about how it does business, as it basically invites clients to think about the firm as a single source for a host of needs — retirement planning, benefits, and others — rather than using several sources.

“It’s not about one-stop shopping, really,” said Berriman, “but to indicate that this a place, one source, for expertise on a wide range of products and services.”

This has been Berriman’s approach since he first started working in this sector in 1975.

He started as a broker/agent with Travelers Insurance in Hartford, and decided after a few years that this was not a career path he wished to stay on. He went into retirement plan marketing for the company, essentially traveling around the country teaching agents and brokers how to sell and design qualified retirement plans, before going to work for Springfield-based Palmer Goodell Insurance in the early ’80s.

There, he handled advanced sales, estate planning, and deferred compensation. After seven years with PG, he partnered with John Caulkins to form Berriman & Caulkins, a collaboration that lasted nearly a decade before the two parted ways and Berriman created Berriman & Associates.

The company has grown steadily over the years, in terms of everything from assets under management (that number is now $150 million) to the size of the staff; from the the portfolio of clients to the roster of services. To continue and accelerate that growth pattern, the company intends to emphasize its strengths, especially experience and diversity, market itself aggressively, and demonstate its ability to respond to changes within the industry.

Achieving Balance

Elaborating, Berriman told Business-West that while the roster of products and services offered by wealth-management and retirement-planning companies has been fairly constant over the years — they now come in more flavors than ever before — there have been a host of changes within this sector, many of them fueled by technology.

When the Internet first came into prominence, he explained, many predicted that the instant access to untold volumes of information that it provided would spell trouble for professionals in this sector because individuals and companies could, in theory, become do-it-yourselfers.

Instead, those in this business, as in others, like insurance, have found that the opposite is true. They’ve discovered that the Internet gives people information, but also (usually, at least) an understanding that they need someone to help them to make educated decisions about what to do with all that information.

“What the Internet has done is open up the investment world to more people, and made people more knowledgeable about the investment side than they were years ago,” Berriman explained. “But when it gets to the point where they’ve accumulated a little money, they want someone to help them. People came to understand that this wasn’t about just going out and buying and selling things, but having a real plan, and for that, people do need help.

“The industry has changed dramatically, especially with the communication we have and all the information we have, and the need to help people make sense of that information,” he continued. “When I started in this business, the interest rates didn’t change for three years — it wasn’t even something we thought about. Now, they change every day.”

Beyond technology, this field has changed to the extent that there are now many more players in it, said Berriman, all of them vying for the rights to help people create and then manage wealth and retirement savings.

To stand out, companies have to do more than offer a large suite of products and services — although that certainly helps. They also have to serve the client, said Berriman, who noted that this often comes down to efforts to advise and educate them about choices and which ones make the most sense for them.

Education also comes in the subjects of why people are investing and accumulating wealth for the future, and how this is a long-term exercise, he continued. This helps cut down on the number of calls that come in when the Dow is down 200 points (there have been several of those days already this year) and when the monthly and quarterly IRA statements come in the mail.

“It’s all a product of how you explain things to people up front — that retirement is a long-term process,” he said. “We’re not spending a lot of time on the phones these days talking to people because of the work we did up front; if you’re explaining the process effectively at the start, then you don’t have to jump through hoops and re-educate people during times like this.”

But more importantly, education creates more-informed clients who are thus able to take the information available to them, as well as consulting services from a professional, and chart an effective course.

“I have a new salesperson, and one of the things that I keep telling her is that this is not a product business, it’s a service business,” he explained. “If you do the right service for the client, whatever the product is just fits.”

The Bottom Line

Berriman told BusinessWest that he’s proud of his standing within the Million Dollar Round Table. It’s an indicator of success within this sector and, by his way of thinking, a barometer of that all-important intangible known as trust.

Without it, the numbers wouldn’t be there, he explained, and nor would the clients that have been with him for decades or succeeding generations of members within many families.

Those measures of success are also the byproduct of trust — and doing the right thing, even when no one is looking.

Sections Supplements
Joe LoBello Looks Back on 45 Years in Banking — and Ahead to the Future of the Industry

Joe LoBello admits that it wasn’t the kind of career move most bankers in his position would want to make — and he didn’t want to make it either, at least at first.

But then again, and looking back with the benefit of hindsight, he says it was a very logical career move, one he would likely regret not taking.

In was late 1991, and the local banking community was still recovering from its worst nightmare since the Great Depression. LoBello, who had joined Third National Bank as a management trainee in early in 1963 after earning his MBA at UMass, had risen through the ranks at that institution, which would later become part of New England Merchants Corp., then Bank of New England (BNE) and eventually Fleet — “I went through four mergers, but my desk never moved,” he joked — and part of history as that strange saga unfolded.

Fast-forwarding through that tumultuous period, LoBello said that he was still standing after an unsuccessful attempt to buy what was then Bank of New England West out from under the troubled BNE, and the eventual sale of a successor, bridge institution to Fleet. In fact, he was regional president for Fleet, which had big plans for him, when he was approached by a headhunter looking for an eventual successor to long-time Peoples Savings Bank Chief Executive Warren Rhoades.

“I told him I wasn’t interested,” recalled LoBello, adding quickly that he was urged by some of the board members at tiny Peoples to reconsider that sentiment — and he did, and eventually took over at Peoples in 1992. The rest, as they say, is banking industry history.

When he came to Peoples, LoBello did so with the goal of creating what he called “another Third National,” meaning a respected, community-minded institution, and by most all accounts, he did just that.

LoBello, who officially retired after 45 years in banking earlier this year, left what is now known as PeoplesBank much larger and stronger than he found it. Now with $1.5 billion in assets (five times bigger than when he started), Peoples has 14 branches, has moved well beyond its roots in Holyoke, and has more, quite aggressive expansion plans on the table.

This is a blueprint LoBello helped draft in his final years at the bank, a strategic plan crafted in response to changes within the financial-services industry, a firm belief in the concept of community banking, and forecasts for continued consolidation within the sector.

“Banks have to grow to make money,” said LoBello, noting quickly that growth comes hard in a region like the Pioneer Valley, which has been largely stagnant for many years. “We have far fewer banks than we did years ago, but most experts say there are still too many, and there will be more shaking out in the years to come.”

LoBello admitted to BusinessWest that there are times when he might be tempted to stay around the business and see how it all turns out — “it’s going to be interesting to watch; there’s going to be a lot of action.” But he’s content to watch from afar (Arizona, at the moment) while lowering his golf handicap.

In this issue, BusinessWest talks at length with LoBello, the now-former dean of the region’s banking community, about what he’s witnessed through nearly five decades in banking, and what the future holds for this still-changing business sector.

Generating Some Interest

Looking back on his decision to accept that offer and come to PeoplesBank, LoBello said he made it because he desired a return to where he started his career in this business, and where he flourished — community banking.

“I did it because I had a vision that banking was starting to change,” he recalled, citing the impact of deregulation and reiterating his basic mission to create another “old Third National” when he came to the PeoplesBank headquarters on High Street.

“Third National was the leading financial institution in the region,” he recalled, referring to the bank he knew into the mid-’80s. “It was very philanthropic and had a great reputation for caring. I always said of Peoples, ‘I’m going to rebuild it the way Third National was.’”

To achieve that end, he said, he would follow what he called the “Third National recipe,” which boiled down to hiring good people, assembling a strong board of directors, being a good corporate citizen (the bank had a strong philanthropic track record, and LoBello served on countless board and commissions), and focusing on the customer.

These were lessons he learned over the course of nearly three decades with Third National and, later, BNE and Fleet. “I had some great teachers — that was the best training ground anybody could have had,” LoBello recalled. “I had two great mentors in Buzz Harrington and Bill Brunelle, who were legendary bankers, and we had a very prestigious board, maybe the greatest collection of business leaders ever assembled on one board.”

The Third National experience didn’t end the way LoBello would have liked, but then again, few could have predicted how the banking community would be turned upside down in those dark days of the late ’80s and early ’90s, when many banks failed and hundreds of careers, including his, took unexpected turns.

LoBello first came to PeoplesBank as executive vice president, and just a few months later, he succeeded Rhoades, and took over with a plan — to expand the bank’s reach, in terms of both physical presence and products and services. Specifically, he added a commercial-lending component, which was another of the old Third National’s strengths, and a big part of his resume.

Indeed, he was head of the bank’s commercial-lending division for seven years, during which time he built a portfolio and acquired, in his words, a “very strong following” that he would soon put to his advantage.

“I took my board to Boston and spent a lot of money on them,” he recalled. “We went to the Boston Harbor Hotel, and I wined and dined them; I persuaded them to buy into the plan I was putting together.”

Branching Out

When LoBello came to PeoplesBank, the financial services industry was in the midst of change, specifically deregulation, or what LoBello also called “regionalization,” wherein banks were allowed to cross state lines and essentially expand wherever and whenever they desired.

“I could see that regionalization was coming, that Western Mass. was a region, and that you needed to be in every community,” he explained, noting that convenience is the main driving force in this industry today. “We knew we couldn’t just stay in and around Holyoke — we had to go regional. I said to myself that I wanted to beat everyone to the punch, especially the community banks, and create a franchise that is represented in every major city and town.”

The push outward started in South Hadley and continued in Longmeadow, Hadley, Amherst, and East Longmeadow. Today, the PeoplesBank franchise continues to expand its reach; in late 2006, LoBello announced a major initiative to build six new branches, a strategic initiative that will eventually take the bank to Springfield (a branch in 16 Acres has opened, and a second location in the city is planned), West Springfield, Northampton, and other communities where it has historically lacked a presence.

The territorial push would seem ill-advised at a time when many in the industry would say the region is already seriously overbanked, but LoBello says this is the direction in which in this sector is headed.

“If you’re going to stay in the game, you must have convenience, an effective distribution system,” he explained. “It’s counter-intuitive in some ways to have all these branches, but you have to do it. There’s too many banks chasing too little business, but you’re not going to get any of that business if you don’t expand geographically.

“And as a result of adding all these branches and incurring that expense, banks will eventually hit the wall down the line,” he continued, “and that’s going to be another driving force in them having to merge together. But there’s no other way; it’s a Catch 22 — if you stay where you are, you’re going to shrink.”

For all these reasons, building a large franchise will help properly position PeoplesBank for the day — probably not too far down the road — when some of the area institutions that have gone public in recent years will be acquired by larger, regional institutions, leaving PeoplesBank as the largest, and one of the few, pure community banks left in the region.

As he surveys the scene in the local banking community, LoBello says there are fewer players today than when he started, or even 15 years ago, but probably still too many, by most estimations. This fact of life will eventually lead to more consolidation that will change the size and character of the field in the years to come.

“There are a lot of small banks in this country, and what you’ll see is a lot of banks consolidate regionally,” he explained. “So you’ll have two levels of banking — the big, international megabanks, and more regional banks that are focused on areas like Massachusetts and New England.”

Safe Bets

As he talked with BusinessWest just before leaving for Arizona and the golf course, LoBello said he was spending some time looking back over archival material from his lengthy career — and enjoying the ride.

“It’s fun to look back,” he said, pausing again to review his career decision in 1991. “Going from big to small like that … it usually doesn’t go that way,” he said of career paths in banking. “But I’m glad that in my case, it did.”

That’s because he took the script he learned at the old Third National Bank and followed it, to the letter. And thus, he ended his career the same way he started it — helping to set the standard for excellence in community banking.

Sections Supplements
How to Develop and Effectively Execute an Exit Strategy

There’s a common question on the minds of entrepreneurs when they think about retirement: ‘how can I eventually get out of my business and not lose my shirt?’ The answer is simple: Develop an exit strategy a few years before your desired retirement, and simply execute it.

Take the case of Chuck, a 65-year-old-going-on-21, life-of-the-party type of guy. He sported a big smile, and joked with everyone. But he was plagued by a gnawing question: “in 10 years, I want to exit my business, take care of my employees, have enough money to live out my retirement dreams, and guarantee that my daughter inherits everything if something happens to me. Some people may want to get every dime they can when they sell, but these are the most important things to me. How do I pull this off?”

Chuck had been an entrepreneur for his entire life and, about 20 years before, started his current business from scratch. Due to his insatiable appetite for nonstop improvement, his business blossomed into one of the largest in Southeast Florida.

Chuck felt a great deal of loyalty to his employees, and wanted to develop a plan to sell the business to his general manager, Carlos. Since Carlos was a young person with a family, he didn’t have many financial assets. Chuck needed to develop a plan that would make the buyout process affordable for Carlos, while simultaneously assuring that his daughter would get fair value if anything happened to him.

To develop a quality exit strategy, business owners like Chuck need to follow some important steps. They are:

Step One: Create a financial plan. In Chuck’s case, the plan helped identify how much income he would need after retirement to fulfill his dreams. This number determined how much money Chuck would need in his retirement savings, and from the sale of the business on the day that he retires.

Step Two: Maximize retirement savings now. Over the next several months, Chuck consulted with his financial advisors and developed a comprehensive financial plan. A thorough analysis revealed that Chuck needed to put $5,000 per month into a retirement savings plan. Since IRAs and 401(k)s allow limited funding, a defined benefit pension plan was a good choice for the company. These plans work best with an older owner who has younger employees — in Chuck’s case, a perfect match. This plan allowed Chuck to put $60,000 a year into savings, all of which was tax deductible. The tax savings alone helped fund a portion of the plan: a true win-win.

Step 3: Determine the company’s worth. Chuck didn’t want the expense of hiring a valuation analyst to compute his company’s worth. To come up with an approximate value, Chuck and his financial advisors went through an exercise to determine the amount of net cash from the business to Chuck in the previous year. A good rule of thumb to use is three to five times that number equals the value.

Step 4: Establish a transfer strategy for the business to the buyer. Because Carlos didn’t have much money or assets, he would not be able to simply go to the bank and get a loan to pay for the business. To solve this challenge, annual performance incentives were created for the company. If the business met those performance incentives, Carlos, as general manager, would be gifted 5% of the stock of the company at the end of each year until he reached 49% ownership in year 10. At that point, Carlos would be a 49% owner with a 10-year track record, and a bank would likely be willing to loan him half of the business’ value to complete the buyout of Chuck’s interest.

Step 5: Get it in writing. Now Chuck needed to sit down with an attorney and get all this in writing. Since his advisors had done most of the legwork already, they were able to specifically tell the attorney what was needed, which saved a considerable sum in legal fees. The attorney drafted a stock purchase agreement for Chuck and Carlos. The agreement laid out the performance incentives and where the stock would be held, stipulated that the shares would be non-voting, and required Carlos to buy Chuck out at the end of the 10-year period. The attorney also created a trust, which laid out the transfer of Chuck’s assets to his daughter in case he died.

This type of buyout strategy is useful when the owner wants to sell to an employee or family member. The key element that allows these plans to succeed is time. The greater the amount of time the business owner plans for the exit of his business, the greater his chance of success. If Chuck simply woke up one day and said, “I can’t take it anymore,” there’s no way that Carlos could buy him out. Everyone knows a business owner who’s had health problems or unexpectedly passed away, causing the business and all its value to go down the tubes. This could have been avoided in almost every case by taking the time to create an exit plan.

Another key element in making your exit strategy succeed is to work with advisors who have extensive experience with this type of planning. Many quality CPAs and attorneys don’t fall into this category, yet they’re smart enough to bring in an outside advisor who does. Also, it’s important that the advisors work as a team, so that everyone is on the same page, working toward the business owner’s goals.

Chuck’s plan was enacted five years ago, and all has gone exactly as planned. Chuck’s still the life of the party, and loves seeing his vision turned into reality. Financial peace of mind hasn’t changed him one bit — when his friends get together, they all smile, shake their heads and marvel at the character everyone knows as Chuck.

Sections Supplements
Hampshire College Thrives by Letting Students Take Charge
Aaron Berman

Aaron Berman says Hampshire College requires students to take an active role in deciding the course of their education — and, in turn, their future.

“If we look back at the history of our country, the things we celebrate are outside the mainstream,” a graduate of Hampshire College said — a man who has a better feel for American history than most.

“Much of the world operated under a tyrannical model,” he continued, “but Americans said, ‘we will govern ourselves.’ So, too, Hampshire asked, at its founding, the difficult questions of how we might educate ourselves.”

The speaker was the noted filmmaker Ken Burns, one of Hampshire College’s earliest graduates, who has produced landmark documentaries on the Civil War, baseball, World War II, and American jazz, just to name a few subjects.

He began learning his craft at a college without majors, grades, or — at the time — a proven track record. Almost four decades later, it has the latter, as well as an impressive roster of graduates who have gone on to outside-the-box careers in such diverse fields as science, medicine, engineering, aeronautics, literature, music, and film.

Alas, if you prefer majors and graded papers, you still have to look elsewhere.

Hampshire College, a small campus located on Route 116 in Amherst, just north of Atkins Farms, was born of an idea. In 1958, the presidents of Amherst College, Mount Holyoke College, Smith College, and UMass Amherst appointed a committee to rethink the traditional practices of liberal arts education.

The committee’s report contained many of the ideas that became the foundation for Hampshire’s unique academic framework upon its opening in 1970 — among them, an emphasis on each student’s curiosity and independent motivation; close mentoring relationships with faculty; and broad, multi-disciplinary, often outside-the-classroom learning.

“In many ways, we’re an elite, liberal-arts college,” Hampshire’s president, Ralph Hexter, told BusinessWest. “In other ways, we’re like many businesses. The onus is on the students to be self-directed in their work. I often say we ask students to be the entrepreneurs of their own education.”

Hampshire College boasts several household names on its alumni roll, including Burns, movie actor Liev Schreiber (Scream, The Manchurian Candidate), and nonfiction author Jon Krakauer (Into the Wild, Into Thin Air).

But plenty of lesser-known names are doing important work outside the mainstream, like Justin Carven (class of ’00), who founded Greasecar Vegetable Fuel Systems, an Easthampton-based company that converts diesel engines to run on vegetable oil; Paul McCraven (’74), a banker who helps develop at-risk urban areas into economically thriving communities; and Roberta Uno (’75), who founded New WORLD Theater, an Amherst-based stage that produces and presents dramatic works by and for people of color.

Examples such as these, said Hexter, are not just careers, but answers to needs — the kinds of problems that students on this progressive-minded campus think about every day.

Not Enough

The Latin motto of Hampshire College — non satis scire — means, simply, ‘it is not enough to know,’ Hexter explained. “The implication is that we need to go beyond knowing to doing.” That means taking charge of one’s own education from the first week onward — in an academic framework so uncommon that it could give traditionalists an allergic reaction.

Students work toward a bachelor’s degree by completing three levels of study known as ‘divisions.’ The first, Division I, typically covers the first three semesters. During that time, students complete eight courses, including at least one from each of the school’s five interdisciplinary schools, and work with faculty advisers to develop a plan for the rest of their college career.

“Our goal in Division I is to expose students to a broad array of opportunities at the college,” said Aaron Berman, vice president and dean of faculty. “The courses we offer first-year students actually resemble junior-senior seminar courses, rather than ‘introduction-to-whatever’ courses. We want these courses to have an inquiry-based model of education.”

He used an example from his own teaching field, history. A typical Division I course, he said, won’t cover huge swaths of American or world history and solely require students to regurgitate other historians’ work. Instead, he will focus on a specific topic — World War II, for instance — and start to develop in students the writing tools and research skills needed to be their own historians.

“We throw a lot of different kinds of assignments at them,” he said. “For instance, early on in the course, I’ll ask them to go to one of the libraries in the Valley and look at two or three consecutive issues of any newspaper or magazine published during World War II. They can use anything they want — photos, ads, even comic strips — and based on that source and nothing else, I want them to tell me something about American society during that period.

“It requires them to do what historians do — look at primary sources, determine what they mean, and tell an audience what they mean,” Berman continued. “It gives them a sense that history is put together by real people, and I think it makes them better critics of what they hear and read.”

In Division II, which runs through junior year, students develop a plan of study for their concentration by developing, along with faculty sponsors, an individually tailored program of courses, independent work, and often internships and field studies. Many students go overseas at some point in this process, to places as far-flung as India, China, and Latin America.

“Division II requires students to be more active in their education,” said Berman. “They’re not just deciding a major; they have to be an agent in their own education, and they have to be able to explain it to others.” Students must file a contract for their study plan with their faculty advisers, and that contract may be revised over time as their interests evolve.

Senior year is Division III, during which students complete a major independent study project centered on a specific topic, question, or idea.

“People tell me that Hampshire College taught them to do what they had no idea how to do,” Hexter said. “It’s not just about lectures and passing a course. There are no off-the-shelf majors where you just choose one thing from column A and another from column B. Our students have to define their own learning goals, take the initiative, and put that forward to their advisers.”

In other words, he said, it’s a study model that gives graduates an edge in the career world, as they’ve done more than studied a subject — they’ve already accomplished something in their field.

Speak Your Peace

Berman said Hampshire College offers “something special” in its model, and in turn attracts an eclectic batch of students who are naturally open to new ideas.

“Our students tend to be inquisitive and creative — we tend to draw a lot of students interested in the arts — and they tend to have strong opinions,” he said. “One of the enjoyable things about working here is that the students challenge me. They don’t take your word for it. They’ll ask you hard questions; if you assert something and it doesn’t sound right to them, they’ll come back at you. They’re gutsy. I like that.”

Students across the Five College spectrum have a reputation for being more politically progressive than the typical collegian, but Berman said even minority opinions aren’t stifled. He cited one of his own courses, a study of the history of Israeli and Palestinian nationalism, which is typically a well-attended class filled with students who bring strong opinions into the room on day one.

“But the students are unbelievably respectful of each other,” he said. “I’m not saying they’ll agree in the end and hug and kiss, but they listen. I came into the course thinking there would be a lot of arguments, but it’s kind of hard to fight when you see the perspective from each side.”

That doesn’t surprise Hexter, who believes that allowing each student to have a strong voice only improves the conversation — and the college.

“I feel like the world, more than ever, needs a place where students can be completely unique,” he said. “There’s so much drive for uniformity today that, for me, this college is more important now than it was 35 years ago.

“Some people don’t see the point in putting so much effort into your own program,” he added, “but there are a host of students who want to know why they’re learning something and take responsibility for themselves. I’m always completely overwhelmed by what they accomplish.”

Hexter said he wants to see Hampshire College become more international — both attracting more foreign students and continuing to promote independent studies overseas. But he also sees a shift on the horizon that will impact all colleges and universities.

“I see us having more of a future orientation,” he said. “Education has traditionally been about mastering the past. But the liberal arts has reached a turning point. We don’t want to forget the past, and we want to learn as much as we can from it, but we need to be more future-oriented.

“There are so many challenges for us to solve,” he continued, “whether it’s environmental sustainability or learning to live with one another in a world that’s more diverse all the time because of the movement of people and information.”

In other words, to make the world a better place — and wait for future generations to hand out the grades.

Joseph Bednar can be reached at

[email protected]

Sections Supplements
Florence B&B Is the Region’s First Solar-powered Getaway
John Clapp and Dee Boyle-Clapp

John Clapp and Dee Boyle-Clapp stand near the photovoltaic panels that power their B&B in Florence.

Traveling up the long, gravel driveway of the Starlight Llama Bed and Breakfast in Florence, guests are sometimes greeted by an unlikely crew of hosts: bright blue peacocks perched on a fence, inquisitive llamas, a mischievous miniature donkey, and an emu or two.

Later in the day, visitors might also take the banana peels and apple cores from the complimentary fruit baskets in their rooms to share with the menagerie, and upon their departure, will leave with a unique show of gratitude — a vibrant peacock feather.

The animals at the Starlight Llama, nearly all of which were rescued from inhumane conditions, are definitely a draw, and a unique addition to a Western Mass. getaway.

However, they’re just one aspect of a unique identity for the B&B — that defined by environmental stewardship and an appreciation for nature.

In fact, the establishment, owned by John Clapp and Dee Boyle-Clapp, who’ve also made their home on the property, is completely ‘off the grid,’ using solar power as its primary energy source. To date, it’s the only 100% solar-powered B&B in the area, and the hosts hope it’s not the last.

Clapp, a builder by trade, explained that he constructed the home and adjoining B&B, which includes three rooms with private baths and is open to guests year-round, nine years ago, using mostly lumber harvested directly from the property and other sustainable materials.

“Our original plan was to have the home set up to serve as a B&B upon our retirement,” he said, noting that it will be at least a decade before the couple reaches that stage. “But we completed the permit process earlier, just to have it, two years ago.”

Clapp said the local newspaper, the Daily Hampshire Gazette, wrote a short article about the unique venture upon hearing of the permit request through City Hall, and since then the bookings haven’t stopped.

“We didn’t start advertising until about a year ago this spring,” he said, “and that was when the oil and energy crises were really getting people’s attention. Part of our purpose is to show people that alternative energy works, and up until now, that’s been the primary reason guests were finding and visiting us.”

Hearth and Home

Clapp will even guide guests on a tour of the property’s solar-power installation — in fact, he encourages it. However, that initial reason for a visit has since been joined by other creature comforts, such as the homemade breakfasts Boyle-Clapp prepares, serving omelets made with the eggs from her free-range hens, German apple pancakes with garnish from an organic garden, and french toast made with almond milk, among other delicacies.

Guests also enjoy the bucolic charm of the property, which once served as a dairy farm and later a saw mill, and includes 65 acres of land that is conservation-protected, meaning it cannot be developed. Trails wind around the trees, suitable for hiking, snowshoeing, or a stroll with one of the B&B’s llamas (the couple hopes to clear the trails in the future to make them even more accessible).

Inside, rooms are appointed with a mixture of antiques, Shaker-inspired furniture — much of it handcrafted by Clapp — and new, space-saving pieces from Ikea, all tied together with the charm of the peacock feathers placed in vases and bowls.

What’s most notable about the Starlight Llama, though, is what guests don’t notice once they’re tucked into their cozy rooms: the B&B gleans its electricity from solar rays captured by an array of photovoltaic, or PV, panels, and has no connection to the electric company whatsoever.

Photovoltaics generate solar power by using solar cells packaged in modules, which convert energy from the sun into electricity; a generator serves as a backup.

Further, water is also heated alternatively, using two systems: a tankless hot water system, which uses a copper box with a heating element to circumvent the need for a large hot water heater, and a solar panel and a copper coil wound around the home’s wood stove pipe to augment the system.

“It’s great, because it’s instant,” said Clapp. “There’s no big tank to heat, and it never gets cold.”

Have Sun, Will Travel

Clapp said he first experimented with alternative energy and heating in a studio apartment in the 1980s, and that most of the basic technology hasn’t changed dramatically, other than to improve in performance.

“It’s fairly early technology — much of it the stuff of Popular Science magazines,” he said. “It’s not in the mainstream yet, but it needs to be.”

As energy prices continue to soar, Clapp said more people are embracing alternative energy sources than ever before, and seeking to learn about how others have incorporated it into their homes and businesses.

“Many people still have the mindset that it doesn’t work in New England, and that’s part of the reason we’re here,” he said. “This is something we both want to do, and we’re happy to let it grow organically. Through word of mouth and referrals, we’re already growing, and at the point when we’re ready to leave our jobs and focus on this full-time, we think other people will be ready to start thinking about alternative energy more seriously.”

In the future, in addition to some gradual improvements to their property, the couple also hopes to begin conducting workshops for guests or community groups in the possibilities of solar power and other alternative energy sources.

“It’s important to get information out to people so they know that it is not difficult,” said Boyle-Clapp, noting that when educating guests, she and Clapp are careful to point out the peculiarities of such systems. “There are some quirks, but for the most part, it’s easily done.”

Largely, it’s a matter of getting used to new habits. Flipping off light switches and unplugging cell phone chargers and other appliances is good practice in any home, but at the Starlight Llama, it’s doubly important to make sure everything is powered off during low- or no-use periods, in order to avoid waste associated with what are called ‘phantom loads.’

“Some larger systems are more automated, but ours is a mid-sized system, so we power off in the evenings and when we’re not here,” said Clapp. “When stuff is plugged in but not running, it’s a big deal for everyone, but it’s a bigger deal for us.”

Strutting Their Stuff

And while guests rarely feel the effects of an alternatively powered inn, the couple will check visitors in with a few requests, such as limiting Internet use (free wi-fi is available in all rooms) and charging cell phones during daylight (a.k.a peak) hours.

“There’s always time for people to ask their questions,” said Boyle-Clapp. “There is plenty to learn, and slowly, people are more open to the knowledge.”

As for the llamas, donkeys, emus, and goats, they keep to themselves most of the time, unless there’s a treat involved. And after mating season, the peacocks shake loose of their tail feathers, making them available for keepsakes that could tickle the next guests’ fancy.

Jaclyn Stevenson can be reached at

[email protected]

Sections Supplements
Teen Mini Medical School Introduces High-schoolers to Medical Careers
Ben Rodriguez

Ben Rodriguez says the Teen Mini Medical School is part of a grow-your-own-workforce strategy at Baystate Health.

Henry Figueredo is the executive director of the Parent Information Center for Springfield Public Schools, and a former elementary school principal in the city.

From his beginnings as a physical education teacher, he has spent a successful 32 years in the Springfield system. Yet he wonders whether his career path would have been different if he had attended something like the Teen Mini Medical School at Baystate Medical Center.

“If these roots had been sown, if I’d had the opportunity to see the medical field, maybe that’s something I would have taken advantage of,” said Figueredo, who now sits on the board of the Baystate program, which introduces area high-school students to the workings of health care in a hospital setting.

The five-day program is offered twice per year, in the fall and spring, and most of the 30 students chosen are from Springfield. Baystate works with the city’s school system, and those of surrounding communities, to choose each semester’s class, based on students’ expressed interest in a health care career.

“This is for students who might be interested in a career in a health care field, but aren’t sure, or who might not be that familiar with Baystate,” said Ben Rodriguez, coordinator of the Baystate Springfield Educational Partnership (BSEP), noting that this year’s class is comprised largely of local students who were wait-listed last fall, reflecting the limited capacity of the program.

It’s also intended to have a positive impact on Baystate years down the line.

“This is part of a grow-your-own strategy,” Rodriguez said. “Baystate is working to expand a number of areas of the hospital, and this is one piece of the overall efforts that have been developed to address the issue of positions going unfilled. We know that this is a problem across the country.

“We have a strong pool of students from this area, and we need to help introduce them to these careers and foster them through the process,” he explained, noting that the Teen Mini Medical School is one small part of BSEP, a series of programs aimed at elementary, middle-school, and high-school students.

“That’s a lot of what BSEP does. We know that many of these students have gone on to other steps in BSEP, which is why we call it a pipeline model. In fact, a lot of kids come into our program through the Mini Medical School.”

For the Younger Set

Baystate has long offered a Mini Medical School for adults, a series of classes attended mainly by people with no medical career aspirations, but simply a desire to learn more about health care practices.

The teen version is modeled after the adult classes in some ways, but is geared toward the experience and maturity of high-school sophomores, said Rodriguez.

On the first night, the students are split up into small groups and taken on tours of different areas of Baystate, including the Wesson Women and Infants Unit, the Chestnut Surgery Center, and the Pathology Laboratory.

“I love to see the kids see an actual brain or lung that has a cancer spot on it, things like that,” Figueredo said of the lab tour. “I never get bored touring with the kids.”

In the days that follow, the students participate in a series of lectures and panel discussions on various areas of care, moderated by Baystate physicians. Last fall’s session featured programs on cardiology, neurology, pediatric diabetes, hospitalist care, and infectious diseases, among others. The agenda for the spring semester, scheduled for April, was still being formulated at press time.

“We assume that some of these students will be interested in the health field and want to pursue one of the avenues we can provide,” which include job shadowing, mentoring, and internships, said Rodriguez.

“This also provides one-on-one opportunities where they can speak directly to a neurosurgeon or a cardiologist. They can spend time in a hospital without coming for a broken leg or illness. It’s a more comfortable setting to learn about what goes on.”

At the final session, the students’ families may attend to see them receive certificates of completion and participate in a panel discussion with human resources officials, talking about job opportunities, workforce needs, and what they look for in prospective employees.

“Sometimes the parents end up asking more questions than the teens,” said Rodriguez. “It’s great to see that kind of support.”

Jean Jackson, vice president of workforce planning for Baystate Health, said the experience can be an eye-opener for teenagers, even those who already have health care in mind as a potential career.

“People think of doctors and nurses when they think of hospitals,” said Jackson. “Kids aren’t always familiar with other aspects of health care unless they have family that work in medical settings.”

That’s why it’s good, she said, that the teens in the program get some information about what classes they should be taking well before their college years. “In many of these jobs, math and science are critical skills.”

The Bottom Line

And that’s the idea, said Rodriguez — not only to show teenagers what’s available to them, but help them understand what they need to do now to prepare for such a career.

“This is our future workforce,” Jackson said of area high-schoolers. “How can we help them be successful in finding opportunities in health care?”

Clearly, the Teen Mini Medical School is a good start.

Joseph Bednar can be reached at

[email protected]

Sections Supplements
Author of Definitive Medical Travel Guide Offers Insight for Med-trippers
Josef Woodman

Josef Woodman

When Josef Woodman’s father decided to hop a flight to Mexico for a few months to have some restorative dentistry work done, his son was horrified — and took the trip with him out of fear for his dad’s well-being, as well as to satisfy his own curiosity.

What he found was not an unsafe, unregulated medical environment rife with peril, but rather a professional health care environment offering a number of procedures that are common in the U.S., at a fraction of the cost. What’s more, many of the patients were American, in search of the same savings as Woodman’s intrepid father.

Upon their return, the elder Woodman had a new smile, and his son had a new direction in which to take his career as a writer — covering the phenomenon of medical travel, also known as medical tourism and global health care.

It’s a burgeoning field that is receiving increased attention of late, as more types of procedures become available, often at lower costs than can be found stateside, and as a greater number of accrediting, advisory, and regulatory entities enter the picture.

Three years after first being exposed to medical travel, Woodman is now the author of a best-selling book titled Patients Beyond Borders: Everybody’s Guide to Affordable, World-class Medical Tourism, and an internationally-recognized proponent of the practice.

He’s also a convert himself, having recently saved about $1,100 on a root canal by traveling to Costa Rica for the procedure. In this issue of BusinessWest, Woodman answers some of our most pressing questions about this health care phenomenon, and how it fits into the medical landscape at home and abroad.

BW: You first learned about medical travel through your father’s experience. What went through your mind when he told you about his trip?

JW: When he told me he was heading to Mexico for a medical procedure, I thought, “Oh, God, here we go again. Another wacky idea from dear old dad.” But he’d used the Web to do his research, and he said, “If you’re so concerned, why don’t you join me?” I did, but I was still expecting to see rusty instruments and untrained surgeons practicing in a decrepit building.

BW: And is that what you found?

JW: Not at all. My dad had isolated three clinics in the area of Puerto Vallarta that performed the procedure he needed, and had eliminated two of those rather quickly. At the third, a board-trained dentist performed work that, here in the States, would have cost about $24,000, for $11,000 including accommodations and traveling costs for a month. When I came back home and began to get my arms around what he’d done, I told my friends about it, and they were horrified and shocked. But by that time, as a publisher by trade, I was starting to see the beginnings of a book.

BW: How new was medical tourism when you began your research for Patients Beyond Borders?

JW: At first, my agent thought there was nothing to it when I pitched the idea for a book. This was only four years ago, and it was about six months after that when I first saw the term ‘medical tourism’ appear on the Web — it was being used by India to explain what they do in this field, and I think that’s where it started.

But medical tourism itself is thousands of years old. People from all over the world have traveled distances for their medical care as long as it’s been an option, and most recently, the Hollywood crowd popularized trips to Europe and elsewhere, where they will often pay three times as much for a procedure than they would in the U.S.

Contemporary medical travel is much more cost-effective, though; procedures generally range from 30% to 90% less than U.S. costs, and the industry is driven by quality. The JCI [Joint Commission International, a U.S.-based accrediting body that evaluates medical facilities overseas with a particular focus on state-of-the-art technology] has been accrediting hospitals overseas for about 10 years, and in 2002 there were less than 40 accredited hospitals. Now, there are more than 130.

BW: How did you go about collecting information in such a fast-evolving industry?

JW: When I first began looking into it, I thought I was writing a travel book. I began to travel to many of the countries that offer medical procedures for travelers, and visiting a number of facilities.

Soon, though, I saw it was really a medical book; it was important to get things right. There are a lot of ways to ensure a successful trip of this kind, but there are also a lot of ways to slip up and get in trouble. For example, a lot of the promotion around this has a ‘fun in the sun’ connotation, so I don’t even like the term ‘medical tourism’ and try to downplay it. Surgeries, wound management, physical therapy … this is not the stuff of vacations.

I learned quickly that as consumers, we must ask the right questions. I made some mistakes along the way — none of them fatal — and in addition, there are the mistakes of a thousand patients in this book, as well as answers to what they’ve done, what could have been better, and what they’d do differently.

BW: What has the reception been to your book since it was published?

JW: It has hit a nerve within the health care community, and it’s emerging around the world. The book has a Taiwan edition and a Singapore edition as well [each offer an in-depth overview of the countries’ international hospitals and clinics, selected health travel agents, nearby recovery and guest accommodations, and area travel information]. Both are in English, but Singapore alone receives 400,000 visitors a year as part of medical tourism, and most speak English — so this book is becoming a resource.

BW: What types of procedures are being sought out by medical travelers, particularly those from the U.S.?

JW: Here, we have excellent health care infrastructures, but we have priced ourselves out of the market. In terms of who are sometimes called the ‘working poor,’ the lower middle class, some people are one expensive procedure away from disaster. Choices have evolved, and they’re valid.

That said, the more expensive the procedure, the more attractive because of the big cost savings. Orthopedics, for example, is huge — an estimated 7 million Americans suffer from chronic pain related to orthopedic maladies, and surgeries to correct these problems are largely elective in the U.S. So if a person is uninsured or underinsured, there are not a lot of doors open to them.

Medical travel has opened huge doors, though, largely due to the fact that health care has improved globally to the point at which traveling for surgery is an option. Cardiac procedures are also huge, for example, ranging from the insertion of stents to angioplasties. Transplants are sensationalized somewhat in this sector. However, cosmetic surgery remains huge, and dentistry is huge among the aging Baby Boomers, who are essentially outliving their teeth.

BW: Is it safe to say that people from all walks of life are looking into medical travel as an option?

JW: There are some specific cautions to heed before you travel and prepare for a trip and for surgery — you need to find the right hospital, and to match the treatment to the hospital by making sure the hospital has done a number of those procedures.

But medical travel is no longer seen as frivolous, and it’s not only for the upper-crust. It isn’t for everyone, but the JCI especially gives Americans a new measure of comfort. I’ve traveled for my own procedure — a $4,000 root canal that, in Costa Rica, cost about 25% less. There were many Americans in the waiting room when I was there, and upon returning home, I had my dentist check the work. Reluctantly, he said the dentist had done a good job.

BW: Which countries are most prevalent in the global medical travel scene?

JW: I would say if had to look at four major destinations, they’d be India, Thailand, Singapore, and Malaysia. Singapore is unquestionably the gold standard for medical travel, but it’s more pricey.

India, Malaysia, and Thailand are also granddaddies of medical travel, and offer huge cost savings, but there is often a lot more to deal with as far as cultural opacity goes, meaning language and cultural barriers. As for dental and cosmetic surgery, Mexico, Costa Rica, and Panama are among the frontrunners.

BW: Do residents of countries other than the U.S. travel for medical reasons more or less frequently?

JW: The U.K. has a longer history with this than the U.S. — as a matter of fact, BUPA [the British United Provident Assoc., the UK’s leading provider of private health care insurance and health care services] has quietly begun sending people to India for care. Canada has a rising market: 300,000 Canadians traveled for health care last year, compared to about 200,000 U.S. citizens.

In addition, 200,000 Indonesians routinely travel to Singapore each year because the former has no health care infrastructure, but does have a rising middle class. These people can use discretionary dollars in Singapore, which is a stone’s throw away, for their medical care.

BW: So what’s next for medical travel?

JW: It’s going to continue to grow. Insurance companies are now formulating strategies for sending people, and this is being watched very closely.

If the drivers stay in place — an aging and affluent population, quality, lower costs abroad, and a lot of people coming back happy if not downright evangelistic, referrals will continue to mushroom. Right now, we’re seeing from 15% to 25% growth annually.

The main point is that we have a choice that didn’t exist 20 years ago.

Read more about medical travel and Woodman’s book atpatientsbeyondborders.com

Sections Supplements
Senior Citizens Grapple with the Challenges of Hearing Loss
Janice Walker

Janice Walker says that, despite the reluctance of some elderly people to address their auditory problems, treating hearing loss can have a significant impact on quality of life.

Imagine, Jeanne Coburn said, a man in his 70s, sitting with his doctor, answering routine medical questions.

“In this day of electronic medical records, the doctor is looking down at his laptop, and the patient can’t hear everything because the words aren’t traveling right toward him,” said Coburn, an audiologist with Baystate Rehabilitation Services. “To the doctor, that person might appear confused, or seem to have some dementia or cognitive decline, when in reality he can’t communicate because of hearing loss.”

That’s a scenario that gets played out every day. Research shows that, while hearing loss is common to the elderly — affecting one-quarter of those above age 65, half of those 75 and up, and 80% of those 85 and up, according to the Centers for Disease Control and Prevention — it typically takes 10 to 15 years for someone to seek help for the problem, usually at the behest of a family member who’s tired of repeating everything multiple times.

Clearly, there’s a stigma about hearing loss, particularly considering that its most common remedy, the hearing aid, is so visible to others. But as new equipment allows for more effective restoration of hearing than ever before, Coburn and others say, the years of denial simply aren’t worth the impact poor hearing can have on quality of life.

“Many elderly people are depressed about a variety of issues, yet they dismiss the importance of conversation,” said Janice Walker, an audiologist and manager of the Speech and Hearing Program at Holyoke Medical Center. “People say, ‘I don’t need to hear,’ ‘I hear everything I need to hear,’ or ‘it’s OK to put this on the back burner.’ But it does affect your life.”

In this issue, BusinessWest examines the causes of hearing loss in the elderly, why some older people feel anxious about admitting a problem, and how technology is working wonders for those who do get help.

Booming Problem

Out of 43 million Americans who have disabilities, said Walker, 28 million have hearing loss — that’s almost one in 10 people in the U.S.

“Hearing loss ranks up there with arthritis, high blood pressure, and heart disease as one of the most common physical problems in older people,” she noted. “It’s also hereditary; you might not always know it because it can skip a generation.”

Although hearing deterioration is a normal part of aging, other factors may come into play, Coburn said. Diabetes, heart disease, and poor circulation may all contribute to a loss of auditory faculties, while many of the medicines seniors take — thousands of them, in fact — list hearing loss as a possible side effect.

“In many, it’s not a common side effect,” she said, “but if a person is on five, six, seven medications, and three of them have a side effect of possible hearing loss or tinnitus, those medications can act synergistically and cause a greater problem than taking any one of them alone.”

Other factors in hearing loss affect the young and old equally, among them noise exposure and cancer treatments such as radiation and chemotherapy, Walker noted.

Yet, despite its prevalence, older people tend to be reluctant to get help. In some cases, the condition comes on so gradually that they don’t realize what they’re missing; Walker said people who get fitted for hearing aids often are surprised that they have to adjust to suddenly-audible background sounds like Velcro and paper crinkling. But often, seniors who want to remain active — a description that certainly fits the Baby Boom generation — perceive a stigma around hearing loss, despite its prevalence.

“Probably the number-one complaint I’ve heard from patients is that ‘my hearing aid makes me look old,’” Walker said. “I’ve had people 80 and 90 years old tell me that. Well, you are old, and you have to work with it and do the best you can.”

On the plus side, she said, hearing aids have gotten smaller — to the point, in fact, that some patients have trouble locating the batteries or cleaning it out.

One popular option, Coburn said, is what’s known as an ‘open-fit’ hearing aid, which employs a tiny, thin tube that doesn’t plug up the ear like older devices do, and is less noticeable than traditional, behind-the-ear models.

Because of its design, she said, it lets sound travel normally within the ear as well as electronically amplifying it. “And I’ve found that if Baby Boomers find something cosmetically appealing, they really embrace the technology.”

Pump Up the Volume

The stigma some associate with hearing loss can be dangerous, or at least a drain on quality of life. Although delaying being treated doesn’t worsen hearing in the long run, the years spent without a needed hearing aid can interfere with one’s understanding of a doctor’s advice, and even the ability to live independently and safely. “You’ve got to be aware of doorbells, cars approaching, furnaces going on and off — just being aware of your environment,” Walker said.

Even losing out on daily chit-chat, in part because of the frustration of family and friends, can contribute to feelings of isolation and depression, Coburn said. “People get tired of repeating themselves. If they have to tell you something three times to get their point across, they might not want to bother.”

For those willing to get help, hearing aids continue to improve in quality, she continued, citing as one example the concern users have about sound levels in a noisy environment, such as a party or a packed restaurant. Modern, digital hearing aids typically feature two different microphones: an omnidirectional one that picks up sound from all directions, and a second that picks up sound close by from the front and side, so that a conversation doesn’t get lost in surrounding din.

In addition, today’s hearing aids are also better able to monitor for ‘steady-state’ sounds, such as a running dishwasher or a car engine, Coburn explained. “When it hears a steady-state noise, it analyzes the pitch of the noise and decreases the sound of the noise, while enhancing the volume of speech.”

While the technology isn’t foolproof — a particularly loud neighboring table in a restaurant might pose a problem — it certainly makes the hearing aid ‘smarter’ than past-generation models.

Some new hearing aids even boast Bluetooth technology that interacts with wireless devices like cell phones. “Baby Boomers are loving this,” Coburn said.

Implantable hearing aids are also on the horizon, said Walker, as engineers work on ways to recharge their batteries externally, perhaps with a kind of magnet held up to the head. Cochlear implants, which bypass the damaged parts of the ear and directly stimulate the auditory nerve, are a current option for severely hearing-impaired people. But no therapy is going to totally restore hearing, she noted.

“People complain that hearing aids never make their hearing normal again,” she told BusinessWest. “That’s true, but they do make it better. And although any new technology is expensive, costs will come down over time.”

The costs of doing nothing, on the other hand, are often significant. That’s a message, audiologists say, that seniors should be hearing loud and clear.

Joseph Bednar can be reached at

[email protected]

Sections Supplements
Baystate, Mercy Look to Collaborate on Workforce-development Effort
Jean Jackson

Jean Jackson says the stability of the health care industry — after all, people will always need medical care — should be an attractive draw for people looking for a good career.

As two of the largest hospitals in the Pioneer Valley — and virtual neighbors on the north side of Springfield — Baystate Medical Center and Mercy Medical Centers make no secret of their rivalry.

And competition between the two entities is even more fierce at a time when medical facilities across the region — and the nation, for that matter — face employee shortages in a number of specialties.

Respiratory, physical, and occupational therapists. Radiology, nuclear medicine, and ultrasound technicians. Pharmacists and vascular technologists. The list goes on and on, and reads like a who’s who of the backbone of a hospital.

But that backbone is a little less sturdy these days, as administrators at the two hospitals can testify. All those positions, and many others, fall under the category of ‘allied health’ — a term used loosely to encompass most health care workers outside of doctors and nurses — and workers to fill them are in short supply.

“These are critical operations for a health care facility,” said Jean Jackson, vice president of workforce planning at Baystate. “But shortages exist in these areas. It has become a very complex problem” — one that affects all providers in the region.

“We compete with each other as health care organizations to recruit for the allied health positions, and we’re all struggling. There aren’t enough people for all of us,” she continued. “So together we need to find ways to leverage our resources and open these pipelines.”

That echoes the thoughts of state Sen. Gale Candaras (D-1st Dist.) at a recent Hot Topics in Philanthropy Breakfast at Bay Path College. She told a roomful of nonprofit leaders that redundancy in services in a given region is a difficult hurdle when competing for public funds.

“When legislators are confronted with three or four nonprofits who want to do the same thing, the natural response is, ‘get together, form a coalition, and speak to us with one voice,’” Candaras said.

Baystate and Mercy are essentially taking that approach in a grant application that would fund a workforce-development partnership between the two Springfield-based institutions and rivals for talented workers.

Specifically, they have applied for a $475,000 Workforce Competitiveness Trust Fund Planning Grant from the Commonwealth Corp., a quasi-public, workforce-development agency. The two hospitals would work with the Regional Employment Board of Hampden County on a two-year pilot program that would train 10 current hospital employees for higher-level positions, and another 45 people who want to begin careers in health care.

“The idea is to begin with this initial partnership, then widen it to include other Pioneer Valley hospitals,” said Kelly Aiken, a program director with the REB. “We need to develop a more regionalized plan for matching supply with demand. We want to look at the health care workforce in general and maximize the resources we have.”

Broad Scope

John McGlew, director of employment and employee relations for the Sisters of Providence Health System, of which Mercy is a part, said the shortage of qualified health care workers is not a problem that’s unique to any one hospital.

“It’s a regional problem,” he said, “and with the aging population, with the expanded life expectancies of people, we’re going to need more and more qualified health care workers. We need to find out how to prime the pump, how to get people into the pipeline who wouldn’t have been in the pipeline in the past.”

The program would employ the region’s two one-stop career centers, FutureWorks and Career Point, to find people who are motivated to pursue a health care career, as well as local colleges, including Springfield Technical Community College and Holyoke Community College, that offer degree and certificate tracks in health fields. The grant funds would help pay for the education, opening doors financially for people who might otherwise feel they can’t afford to make a career change.

“A lot of people think it would be great to go into health care, but they don’t know what that entails, or they think they have to know somebody — and they don’t know somebody,” Aiken said. “We need to make sure people have this exposure to the health care field.”

Participants in the grant program would be expected to work at Baystate or Mercy after receiving the needed training, but McGlew said the partnership, if successful, will benefit several constituencies, not just the hospitals.

He compared it to CAN DO, or Collaborating for the Advancement of Nurses: Developing Opportunities, another partnership between hospital employers, area schools, and the REB, launched last year to bring more nurses into the local pipeline while supporting the career advancement of current nurses.

“By establishing these work relationships with our colleagues in the region to come up with regional solutions to long-term employment issues, ultimately it serves the communities by creating more opportunities for employment and a higher standard of living — all the while putting more people at the bedside,” he told BusinessWest.

“I think this model is going to be the wave of the future, just as CAN DO is a multi-employer approach to the ongoing need for qualified nurses.”

Healthy Start

The REB program, assuming it’s even funded, isn’t a fix-all, of course. The partner hospitals continue their individual recruiting efforts to address a growing staffing problem in many specialties — often with decidedly outside-the-box programs.

Take the Baystate Springfield Educational Partnership, for instance, a series of programs aimed at children and teenagers that form a sort of pipeline to get local youth interested in medical careers — at their hometown institutions, no less — long before they get to college.

“We’re a large teaching organization, but there’s a lot of passion here because we’re all members of a community,” Jackson said. “It’s not like Boston where people work in the city and go home to the suburbs. My experience here is that people work and live in this community.”

As for Mercy, “we’re a mission-driven organization, and our mission is to be a transforming, healing presence in the communities we serve,” McGlew said. “Our advertising has been centered around why our employees work for us and why they like working for a mission-driven organization. It sets us apart from other hospitals.”

Which, in turn, makes coming together with a key rival even more impressive.

“We’re learning to work in a collaborative way between employers, educational institutions, community organizations, and the one-stop career centers,” McGlew said. “At some level, we have common goals and shared interests, but establishing a relationship of trust around these goals is not something you would have seen five years ago, or even one year ago.”

Aiken agreed. “What’s important about this program is that it’s being driven by employers,” she said. “They are saying, ‘we cannot solve this problem alone, but we need to work together to develop a pool of applicants, and make sure those coming through the pipeline have the training they need.’”

Jackson said Baystate boasts solid retention of employees and low turnover, so the main challenge is just getting people interested in joining the organization. And that often entails convincing people with skills gaps that education is plentiful throughout the region, which is why this potential grant is so important.

“These are lucrative jobs. That’s the upside,” she told BusinessWest, adding that they tend to be stable jobs, too. “Even in hard times, times of recession, people still need health care. So as an industry, we tend to be pretty resilient.”

Of course, a little teamwork never hurt.

Joseph Bednar can be reached at

[email protected]

Sections Supplements
‘Classroom’ Program Educates Children While Inspiring Tomorrow’s Workforce
Donald Goodroe

Donald Goodroe leads Springfield fifth-graders in an experiment at Bondi’s Island.

Launched in 2003, The World Is Our Classroom is a program that creates what are called ‘learning laboratories’ in area companies. These businesses provide different products and services — from wastewater treatment operations at Bondi’s Island to specialty paper converting at Holyoke’s Hazen Paper — but the lessons they impart on students have common themes and goals. In short, they involve science, technology — and possible career paths.

Donald Goodroe knows it will be a while, maybe nine or 10 years at the earliest, but he wouldn’t be surprised if someday, one of “these kids” came to him inquiring about job opportunities.

He used that term to reference the 24 students who were visiting the Springfield Regional Wastewater Treatment Facility at Bondi’s Island the day he spoke with BusinessWest. But in a larger sense, he was talking about the 16,000 or so young people from Springfield and Agawam who have partaken in the tour and accompanying learning exercises at the plant since 2003, or the start of an ambitious program called The World Is Our Classroom (WIOC).

As project manager for United Water, which was given a 20-year, $263 million contract to manage the Bondi’s Island facilities in 2000, Goodroe now oversees his company’s involvement in The World Is Our Classroom, the nonprofit initiative that emerged from United Water’s unique strategy for meeting a commitment made by the company to give back to the Greater Springfield community.

What the company created, in essence, was a learning laboratory, Goodroe explained, at which material being covered in the classroom can be reviewed and reinforced. This model has now been adapted at two other companies in the region, with perhaps more to come.

“It’s one of the things that excited me about coming here,” said Goodroe, who joined the Springfield operation in 2003, not long after WIOC was started. “The program provides value in many different ways, and it shows how businesses can make contributions to the community.”

Finding future employees wasn’t near the top of the stated list of goals for WIOC, Goodroe continued — although he acknowledged that interest in environmental science has been drying up recent years, and this is one way to spark some enthusiasm among young people — but it is one of the many positive aspects of an initiative that, according to executive director Nora Burke Patton, “puts a classroom within a company.”

And in so doing, it introduces students to the world of work, while they also learn how wastewater is treated; how paper is made, coated, and eventually formed into the cover of a Super Bowl program; and how aluminum is fabricated into baseboard heating elements, among other things — and not just by listening, but by doing.

Such learning-while-doing exercises will likely help students do better on their Mass. Comprehensive Assessment System (MCAS) tests, said Burke Patton, listing another of the many goals involving this program, which now involves three participating, or sponsoring, companies — United Water, Hazen Paper in Holyoke, and Mestek Inc. in Westfield, as well as the school systems in those cities, area colleges, and a host of sponsoring businesses.

And further expansion is being carefully considered, said Kevin Maynard, chairman of the WIOC Board of Directors. He told BusinessWest that several communities, including Chicopee, are being eyed, but the board will be careful to continue a pattern of controlled growth.

“The need is phenomenal out there, and our programs have been well-received by students and their teachers,” he said, “but we don’t want to grow too fast.”

In this issue, BusinessWest looks at WIOC, which is opening students’ eyes to the marvels of science and technology — and the intriguing world of work.

Liquid Assets

Maynard called The World Is Our Classroom a “sneaky educational program,” and quickly explained what he meant.

“Kids don’t realize just how much they’re learning as they go through their day at Bondi’s Island, for example,” he said, adding that lessons in matters ranging from pure science to organizational teamwork to quality control are often embedded in exercises — such as a dance choreographed to demonstrate how water molecules expand when heated — that are designed to be as much fun as they are educational. “They come out having learned something without knowing that they’ve learned it, which is a good way to teach.”

Burke Patton, Goodroe, and John Hazen, president of Hazen Paper, didn’t use the same terminology, but they essentially made the same point.

“Students are learning on a number of different levels,” said Hazen while waiting for a group of touring students to reach a classroom/lab area the company created, at considerable expense, out of old manufacturing space to accommodate the program. “They’re learning about science — how machines work and how paper is converted — but they’re also learning about the workplace and getting introduced to what could be career opportunities.”

Said Burke Patton, “we’re educating today’s children and inspiring tomorrow’s workforce. Students get a chance to spark the imagination and see what the future could hold.”

Goodroe, meanwhile, said the program provides what he called a framework for understanding and applying what is taught in the classroom, where most of the real learning takes place.

“Something is going to go in one ear and out the other unless you have some kind of framework that you can hold onto,” he explained. “This programs helps create that framework within a context that’s fun, which tends to make things memorable.”

All this this is precisely what United Water had in mind when it started contemplating ways to meet its obligation for community service back in 2000, said Goodroe, adding that the company, which manages plants across the country, traditionally adopts a high school or some similar venture as it undertakes education-oriented community outreach.

In Springfield, it desired to go much further, and involve students at a host of schools in ways that would help with the MCAS. “We didn’t want to reach just a few students … we wanted to reach all the students.”

This story starts in the summer of 2001, when 12 teachers from the Springfield school system met at Bondi’s Island with representatives from United Water and Springfield College to gauge the facility’s potential as a resource for teaching science, engineering, and technology — and found plenty.

What eventually emerged was that learning laboratory, or classroom within a company, first tested in a pilot program involving a few classes, said Goodroe, and a curriculum that is designed to expose students to real-life work experiences while also providing lessons that will help improve performance in science.

Students tour the expansive plant, starting with a scale model of the facility showing each component. During their five-hour stay, students learn about the physical, earth, and life sciences, specifically concepts such as the water cycle, properties and states of matter, and simple machines — as they relate to the theme of wastewater treatment.

They do this while watching and listening to lab-coat-wearing technicians, but also via games and a hands-on experiment in which they create what amounts to their own wastewater treatment facility with a host of possible filters, said Goodroe. In one game, students become ‘water molecules’ that move from one station (such as the atmosphere, rivers, glaciers, groundwater, plants, and animals) to another. If they become polluted, which they will if they come in contact with humans and animals, they must have that pollution removed (through a wastewater treatment plant) before returning to the water cycle.

This interactive exercise shows the importance of facilities like Bondi’s to the community, said Goodroe, adding that most students — not to mention their parents — don’t know what the facility does or how it does it. They mistakenly believe that it contributes to pollution rather than removes it.

Once the program at Bondi’s was firmly established and the business model for the initiative honed, a 501 C3 nonprofit group — The World Is Our Classroom — was formed, with Burke Patton, who owns a marketing/PR firm and has handled public relations work for United Water, named executive director.

Soon thereafter, the organization took the Bondi’s model and worked to take it to different companies and communities.

Pulp Nonfiction

“What we had was an entity with a critical mass behind it, an organization that could go out, get additional corporate sponsors, and expand on the concept,” said Goodroe, adding that this is what those who originally blueprinted the program thought could happen. “But it’s grown more than anyone could really have imagined.”

WIOC first expanded into Holyoke and Hazen Paper, in a development that John Hazen, who was approached by Burke Patton about the program in 2004, called beneficial for students, his company, its employees, and the city itself.

“I liked the idea of doing something in the community at a grassroots level,” said Hazen, who, like Burke Patton, attended E.N. White Elementary School in Holyoke. “We had an experience about a year before we were approached on this where a group of retirees came in for a tour. At first, I was a little cynical about it — it meant time out of the day and a disruption — but we did it, and I’m glad we did.

“What I noticed was that my employees got a lot of gratification from doing that tour, and really enjoyed talking about Hazen Paper and the products we make,” he continued. “That was a turning point for me from an education perspective; when I was approached about The World Is Our Classroom, I liked the concept because I thought my employees would embrace it, and it gave us a chance to do something for Holyoke.”

Many of the children who visit the plant live in that general neighborhood, by the canals, and some have relatives who work there, Hazen explained, but few if any have been inside and know what the company does and how its work touches their everyday lives.

The educational program at Hazen is similar to the one at Bondi’s in that aligns with the Mass. Science and Technology/ Engineering Curriculum Framework and focuses on helping students prepare for the MCAS test, while also exposing students to potential career paths. There are several at the company, said Hazen, ranging from machine operator to salesperson, and many of them opened some eyes, which might bode well years down the road.

“This is our future workforce,” he said, referring to the hundreds of classes that have gone through the plant. “Four years ago, when we started, it seemed like a very distant future workforce, but now, we’re perhaps only four or five years away from that first class of The World Is Our Classroom being ready to join the workplace; time really does fly.”

Hazen said the paper-making exercise, which caps a four-hour day at the company, provides important lessons in teamwork and critical thinking.

“You can’t miss a step,” he said, noting that there are several in the process. “That’s why people have to listen and then work together — and it’s great to see how well they do that.”

Some Cool Ideas

Don Pratt joked that the WIOC initiative at Mestek in Westfield has, at the very least, kept local pizza shops humming; pie is the lunch of choice for touring classes there and elsewhere within WIOC, and one of the highlights of the students’ day.

But there is much more on the menu in terms of fun and learning, said Pratt, director of the Reed Institute at Mestek, which provides technical training for not only installers of equipment made by the company, but also contractors, sales representatives, wholesalers, and even custodians. “We want all the players to understand exactly what they’re selling,” he explained. “Things are always changing, and we need to constantly update people.”

The institute, with its educational facilities, provides a perfect setting for WIOC, said Pratt, noting that, as a manufacturer and a company committed to the Greater Westfield community, Mestek seemed like a logical place for expansion of the program, and visits began in 2007.

As he talked with BusinessWest, Pratt was ramping up for this year’s slate of tours — one a day for 24 days starting late last month. The visits are designed to show how individual pieces of heating and cooling equipment, such as thermostats, work, and also how units are made, said Pratt, adding that there are many lessons involving the environment, as well.

The sum of the experience is greater than the traditional school field trip of decades ago, something that has become a vanishing breed with the MCAS tests and the need to teach to them, he said.

“We’re connecting their education to the real world,” he said of Mestek’s participation with WIOC. “Any time you show people, especially young people, how the pieces fit together in their own life, they take it to heart. It’s a little easier to learn math or science or whatever you’re doing if you can relate it to something that you’ve experienced.”

Maynard said that since it was launched, WIOC has practiced what he called “controlled expansion” — both geographically and with different age groups — and this policy will continue into the future. Indeed, while adding the communities of Westfield and Holyoke, the programs have been extended to include some high school students.

Chicopee is one possible point of expansion, he continued, adding that preliminary work is being done to scout and then meet with companies that will likely make suitable partners. The pattern followed to date is to start a new program and, while it is being honed and made financially stable (meaning the initiative in question isn’t losing money), begin work to launch another partnership.

“That’s what we’re going to continue to do,” said Maynard, adding that WIOC will also work to build upon its base of sponsoring businesses and organizations. This is a deep list that includes the state, which has awarded funding to help get individual programs started, as well as the Springfield Water and Sewer Commission, the Irene E. and George A. Davis Foundation, Eco/Springfield, a host of area banks, and companies large and small.

Wherever and however WIOC expands, it will endeavor to create programs that expand minds, stir the imagination, and, in the meantime, show how area companies produce the things people see every day.

“Kids who go through the Westfield program, for example, will never be able to walk by a thermostat again without saying, ‘I know how that works,’” said Maynard. “They take for granted that these things magically appear in their lives without realizing they go through a manufacturing process; when they see that, it’s very worthwhile.”

Down to a Science

After listening carefully to instructions for the exercise in simulated wastewater treatment at Bondi’s, one of the students asked the instructor, “are we going to get to wear one of those cool lab coats we saw?”

He was informed that they wouldn’t, some disappointing news quickly tempered by word that they would get to wear gloves — if they weren’t allergic to latex — and protective goggles.

This seemed to suffice, and the episode helped drive home the point about having fun while learning, which is the point of this program — that and giving Goodroe something to perhaps look forward to in about eight to 10 years.

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

Sections Supplements
This Generation Has Some Different Views — on Work, and the World
Jeanie Forray

Jeanie Forray, professor of management at Western New England College, says Millennials sometimes lack certain skills, but are very strong in terms of technology and innovation.

The ‘kids’ aren’t so young anymore. The first wave of the so-called Millennial generation is now a major force in corporate America, and soon, even more members of this large age group will be ready for entry-level positions — and some will be managers. There are several challenges for employers when it comes to this generational shift, among them work habits that are very different from those of older managers and co-workers. But many local experts say it’s less about ‘conforming’ for either party, and more about meeting in the middle.

“Does a BlackBerry come with this job?” “How about a company car?” “Will they make me take out my eyebrow piercing?”

These are questions Jennifer Brown has heard from recent college graduates as part of her work with Staffing Now, an employment agency with local offices in West Springfield and Easthampton.

“We don’t always see that,” Brown, a branch manager, cautioned, “but we are witnessing it more. Even more often than that, we’re seeing some high expectations regarding salary among new graduates … some expect the best, because they’ve been provided with the best.”

But the questions about high-tech perks and meaty paychecks comprise just one aspect of a larger phenomenon many employers are taking a close look at lately — the effect the so-called Millennials are having on recruitment, retention, and overall management in the workplace.

“Millennials may come into the marketplace with high expectations, but if we keep the communication lines open and mentor them as well as learn from them, I think companies will find themselves enriched by their ideas,” said Brown. “This is a very smart group of people, and one that is very sophisticated. They have been shaped by things like Enron, handheld communication, and the effect of the media on American business. We shouldn’t be afraid of recognizing some of the things they have to say; that’s what will keep them in a position, and keep them creative, challenged, and happy.”

Frank Lovelock agreed. He’s an internal organizational development consultant with Baystate Health who told BusinessWest that many organizations are taking a closer look at employees of all ages, in order to better manage them and their strengths.

“I think that one of the biggest things going on now is an effort to be aware and really learn about each generation,” he explained, “but the Millennials are a special focus. There’s a move to try to provide awareness to managers and employees in general so people can learn to work with them without misunderstanding what they do and why they do it. If we understand a behavior and where it comes from, it’s easier to work and cope with it.”

In this issue, BusinessWest takes an indepth look at the Millennials, why they are the way they are, and what managers can do to ‘adjust’ — that’s the word HR professionals use — rather than ‘cater’ to this generation.

Meet the Millennials

The Millennials, formerly referred to as Gen Y, is the collective name given to the generation born roughly between 1982 and the present. The group, nearly 80 million strong, is quickly surpassing the Baby Boomer generation in size — most Millennials are the children of Boomers — and the oldest members of this group are now in their mid-20s and beginning to make a significant impact on the American business community through both their size and their habits.

There’s been a lot of talk surrounding all of the five generations present in today’s society of late, and how each group works with others. The ‘G.I. Generation,’ those born between 1901 and 1926 or so, have the smallest impact on the workplace, due to their advancing age and dwindling size. The ‘Silents,’ born between 1927 and 1945, come next — most of them are retired — followed by the Boomers, previously the largest generation in existence, and Generation X, a relatively small group.

While Boomers and Xers in particular remain a hot topic in terms of management, marketing, wealth transfer, and other areas, Millennials are receiving particular attention because they represent the future of the workplace, and also tend to live life and do business in ways that have never been seen before.

This generation has been influenced most by the events spanning from the mid- to late 1980s to today, and as such are strongly motivated by technology, environmental issues, and education. It’s an ethnically diverse generation, and one that has been influenced by major events, including 9/11 and Hurricane Katrina.

It’s a generation that effectively multi-tasks more than any other, values flexibility and work-life integration, and, in general, has been raised by involved parents, which can sometimes make navigating the choppy corporate waters alone a challenge for this set.

Jeanie Forray, chair of the Management Department at the Western New England College School of Business, said that while not everyone who falls into the Millennial category will display these traits on the job, the trends are no less important to study as a means of better understanding this large generation. This summer, she and Marketing professor Janelle Goodnight will pilot a course called “Professional Presentation” that will speak to many of the areas in which some Millennials need assistance.

“There are some lessons that other generations have learned that Millennials haven’t,” she said, noting that these lessons include appropriate dress and voice-mail, E-mail, and meal etiquette, as well as acceptable questions or challenges within meetings, for example. “As a college, we focus on career preparation, and as a faculty, we’ve noticed this. We want to teach these people some of the basics that they will face in the workplace, but at the same time, we don’t want to constrain their strengths.”

As much as most Millennials have yet to learn, said Forray, they also comprise a generation that is not shy about sharing opinions and ideas, and this is where she said their impact will likely be felt most strongly in the future of the corporate sector.

“It doesn’t have to be seen as catering to them; that has a somewhat negative connotation. But if we look at it as ‘adapting,’ then it’s something we can embrace. It becomes one more aspect of organizational life.”

Raised to Rebel?

Lovelock said many ‘Millennial behaviors,’ as he called them, stem from one’s upbringing, generally speaking, as well as from the technology-saturated years in which this group has come of age.

“A lot of habits spring from what they’ve grown up with. For instance, communication is constant for them. This is a group that multi-tasks; they can work and communicate with friends at other companies via instant messaging, E-mail, and cell phones.

“Companies have to think about that,” he added. “There are some things you can’t do at work, but there are other areas in which an employer might be well-served to step back, ensure that an appropriate level of productivity is being achieved, and meet halfway.”

Lovelock added that flex time is another attractive draw for Millennial job-seekers that could help businesses attract and retain young, quality employees.

“There’s a strong need for flexibility,” he said, noting, however, that this isn’t the first generation to foster change in the workplace. “Gen X came into the marketplace touting work-life values in a big way. But Millennials take it further. They look for flexibility as a requirement.”

Gen X factors into another variable that is causing managers to take a longer look at their younger Millennial counterparts; because ‘X’ is a small generation, there are too few employees in this age bracket to fill vacancies left by retiring Baby Boomers.

“The Baby Boomers generation is huge, and X is small, so as Boomers retire, we have to be aware of the Millennials and work to make a bridge to them,” said Lovelock. “Part of that means understanding how they behave in the workplace, and how managers have to be, too.”

To help foster that understanding Lovelock says is integral, Baystate has developed courses for employees in generational diversity and generational competency that focus on all four generations. These voluntary classes offer training in how to deal with younger employees and, conversely, what younger employees should understand about their older co-workers.

“These courses have generated a lot of interest, as well as lively discussions,” he told BusinessWest. “The topics also continue to evolve — most Millennials in our organization are still too young to hold management positions, but courses in ‘Millennials as managers’ are coming. I think when that hits, it’s going to stir up a whole new set of comments and questions.”

He said it’s important to note that Millennials should be involved in those discussions, not just analyzed from afar.

Questions and Answers

“Millennials must change and conform to some things,” said Lovelock. “Often, rules and regulations have been put into place after much research and careful thought. I really think that Millennials are not so much resistant as they have a need to understand why things are the way they are. Once they do, they jump to be part of the team.”

Brown agreed, noting that while she occasionally gets an off-the-wall question from a young job-seeker, more often than not these young employees, like all professionals just starting out, have a burning desire to be heard and to contribute.

“It’s very possible that they’ll have to modify their behaviors a bit to fit the company culture,” she said, “and it’s just as possible that managers will have to change with the times, too. It’s about moving forward together, in the right direction.”

Jaclyn Stevenson can be reached at

[email protected]

Sections Supplements
New Technology Park Chairman Wants to Build Awareness of a ‘Gem’
Paul Adornato

Paul Adornato says one of his priorities is to raise the profile of the STCC Technology Park.

Paul Adornato admits that he didn’t know much about the Technology Park at STCC before he was asked to lead the board that oversees operations there and conducts long-term strategic planning for the facility.

“I knew it existed, but didn’t know any of the history,” he explained, adding that he understood that it had assumed space, several hundred thousand square feet of it, across Federal Street from the campus, once occupied by Digital Equipment Corp., but not much else.

What he knew of the Andrew M. Scibelli Enterprise Center at the tech park, which features two small-business incubators, was all that he could gather (again, not much) during a brief visit when he accompanied his daughter, who was at that time in the process of starting her own business, to a seminar on how to get such ventures off the ground.

Suffice it to say that Adornato has been given a crash course on the 12-year-old park since he was asked to chair the STCC Assistance Corp. (STCCAC), the body created by a special act of the state Legislature in 1996 to manage what has become an award-winning, unique facility. But while getting that education, he has been reflecting on his own prior ignorance concerning the park’s mission and operations — and quickly realizing that he certainly wasn’t alone.

Indeed, if Adornato, a retired senior vice president at MassMutual and an individual who, in his own words, is “committed to Springfield,” didn’t know how or why the park was formed and that it now houses companies employing close to 900 workers, then many others are likely still in the dark.

Thus, shedding some light on the situation and creating more awareness of the park and its reason for being are priority one for Adornato, who succeeds Brian Corridan, the original chairman of the STCCAC, who stepped down from that post late last fall. Such awareness is key, said Ardornato, because it is the foundation on which a stronger, financially healthier tech park can be built.

“I was thinking about how much I didn’t know about the tech park,” he told BusinessWest, referring to the conversations he had late last fall with Corridan, STCC President Ira Rubenzahl, and others that effectively brought him up to speed. “In talking to some of my peers, I found that they didn’t really know much about this gem, either.

“And that’s what excites me about this opportunity,” he said of his new assignment. “We have a chance to educate a lot of people about what we have here.”

As part of a broad strategy to get the word out, and thus draw more technology-related tenants to the park, Adornato said he’ll work with his board and college officials to correct many of the misconceptions about the facility. “There are several,” he said, starting with the common belief that it is occupied mostly or entirely by state agencies.

There are a few — the Mass. Department of Revenue’s Child Support Division is in the park, as is the Mass. Rehab Commission — but the facility is filled mostly with technology-related private and publicly held businesses.

That list includes Western Mass. Electric Co., Fibertech Networks, Crocker Communications, One Communications, MAP Internet, MCI Worldcom, Northeast Optic Network, Springboard Technology, Wiltel Communications, and others. There are also several startups, such as Mindwing Concepts, which creates reading and literacy aids for the classroom, and Magellan Works, a staffing agency; a few non-profits, such as Valley Radio Reading Service; FutureWorks, the one-stop career center; and some established companies such as the engineering firm Vanasse Hangen Brustlin (VHB).

Other misconceptions, said Adornato, include the belief that the entire park is an incubator, that tenants are subsidized by the state, and that the park itself does not pay city taxes.

“There are a lot of negatives out there concerning the park,” he explained. “If we can get the real story out about how the park works and the value it brings to the area, people will see that this as probably a key to the future economic vitality of this region.”

Adornato told BusinessWest that one strategy he may pursue is staging receptions at the park for players in target markets — specifically companies in technology-related sectors, but also business groups and even state legislators — to build awareness and possibly recruit tenants for the immediate future and also further down the road.

“This method has worked for me with other things I’ve done during my career,” he explained. “You start by identifying your customers, reaching out to them, and then bringing them together. If you can show them something they’re not fully aware of, it’s an education for them, something that can help them.”

Looking forward, Adornato said he wants to build more synergy not only between the park and STCC, but between the facility and other institutions, especially UMass Amherst.

Elaborating, he said he would like to attract businesses that would complement existing programs at STCC and other schools or perhaps inspire new ones in ways that would start building new job bases, in areas such as sustainable energy or biotechnology, and also secure adequate workforces to grow those new or emerging clusters.

“We should be able to do a much better job of tying in to UMass and the technology that’s emerging there,” he said. “We should also be tying in more to what’s happening here at STCC. With the infrastructure we have at the tech park and the technical community college across the street, we should be able to provide an attractive workforce to help this region grow.”

The tech park is still a player in the state’s quest to locate a data center in Springfield, he said, noting that the former Technical High School is also a candidate. While continuing to pursue that prize, the STCCAC will also explore other means to fill remaining space (the facility is about 80% occupied) and thus put the park, the first of its kind in the country and probably the world, on more-secure financial ground.

For starters, though, Adornato wants to focus on awareness-building efforts, because after 12 years in business, the Technology Park shouldn’t be a mystery to anyone in the Pioneer Valley.

— George O’Brien

Sections Supplements
The Real Reasons Employees Leave, and How to Keep the Best

Why do people leave teams and organizations?

The No. 1 reason people leave jobs is because they fail to connect with their bosses as leaders and as people. People are rarely honest about why they leave a company. Too many associates that depart follow the advice of Jimmy Conway (played by Robert DeNiro) in the 1990 hit movie Goodfellas, who told Henry Hill (played by Ray Liotta), “Never rat on your friends, and keep your mouth shut.”

There is no up-side incentive for the employee to be open and honest. Think about it: the primary reason people leave companies is because of the relationship and lack of emotional connection with their boss. However, it is almost never talked about in the exit interview. Why? Who wants to burn a bridge with a boss they may need for a future job reference? It is easier to talk about work-life balance, moving on to build your skill sets, or the need to make more money. Salary is much further down the list as a reason to leave than what is usually reported in exit interviews.

What is your current game plan to keep your best people? While most companies talk a great deal about the need to retain the best people to sustain growth, they lack an integrated game plan to create retention momentum.

As a leader, you are personally accountable to acquire and retain the very best people. It is that simple. If you fail to recruit and retain the top talent, you will not sustain growth over time. At the end of the day, the effective leader must embrace a plan to retain the very best talent.

Emotional Connection Points

Emotional connections provide the fuels that greatly enhance retention. It is driven by the trust and development of your individual team members.  It starts with building your emotional connections with each team member.

The power of the ‘unexpected’ is the most powerful way to emotionally connect with another person. Think about it: do you get more credit with your significant other when you send a handwritten note when they least expect it? Of course you do. The same concept applies to you as a leader. It is the unexpected things a leader does that really make the difference. Some examples:

  • Write a personal, handwritten note or send a greeting card to the spouses or significant others telling them what a difference their partner is making to your business.
  • Take the employee to breakfast, lunch, or dinner (if appropriate) and ask them what really matters to them and what you can do as a leader to help them build their future dreams.
  • Take your entire team out together to celebrate a special event. For example, when I was with Hallmark, I would take my team out every year for a holiday dinner in the private dining room of a local restaurant. At the end of the meeting, I would go around the room and say something special about each of the team members. The primary message delivered in front of the entire team focused on the unique skill sets each person brings to the table throughout the year to make us all successful.
  • Place calls to significant influencers or key family members in their lives. You should make phone calls to fathers and mothers if you believe it will make a difference to your best employees. Always ask permission first if you are going to contact anyone beyond the spouse. It is impossible to know without asking whether a call to someone’s parents would be comfortable for an employee or not. You also should follow any laws or rules regarding employee privacy.
  • Create a surprise, fun outing as part of a team business trip. For example, I took my team on a business trip together to the West Coast. While on the trip, we made an unexpected stop at ‘the Rock,’ or Alcatraz, in San Francisco. This created wonderful experiences that directly enhanced team bonding.
  • Organize local activities for the team. These events are fun team activities that should be done during regular business hours to truly be appreciated. Weekend team activities that cut into individual personal time are almost always guaranteed to land with a giant thud. Remember, your team wants you to be a great leader. They are not looking for another weekend friend.
  • Utilize your boss to deliver special praise for a job well done in a one-on-one meeting with your team member. If you are not a CEO, you can engage your supervisor, to conduct a one-on-one meeting with your best-performing team members. Again, this meeting should be unexpected and focus on results and accomplishments as well as the recognition of the unique strengths of the individual. If you are a CEO, having a key member of the board of directors call one of your best people just to tell them how much they are appreciated will go a long way toward retention.
  • Create an unexpected personalized memento for individual team members celebrating the accomplishment of a major event.
  • Retailer Connection

    Ron Cox, an Ace True Value Hardware owner in Appleton, Wis., represents a great example of emotionally connecting with employees. He sent a handwritten note and gift card to the significant other of each of his star employees to let them know how much their spouse meant to his store as a highly valued employee and person. These emotional connections will be transferred to the customer as Cox’s staff ‘pays it forward.’

    In the 2000 movie Pay It Forward, Kevin Spacey indicated that sometimes the smallest things make the biggest difference, and by using random acts of kindness you can ‘pay it forward.’ This will work very well from you to your employees and in turn to your customers.

    Big Foot

    I have always had a habit as a leader of stomping my feet when I walk down the hallway. People could always hear my size 12 loafers before we made visual contact. This habit has followed me throughout my career.

    During my early years I was counseled to walk slower and talk lower if I really wanted to move into senior management ranks. My teams always had fun with my foot stomping on a regular basis. In fact, I was given the unexpected gift of a ‘big boot’ from my team that was placed on a plaque with the inscription “Big Foot … Keep on Stompin’.” Everyone had a lot of fun with this award at my expense. I loved it!

    Combine all of these emotional connections with self-effacing humor. Always remember, humor at the expense of your team almost always removes deposits from the emotional connection bank. Take your job seriously, but go crazy making fun of yourself. Your team will love it. Humor also relaxes your team and reduces tension. Why were the movie and television series M*A*S*H so successful? They conveyed the humor that was so necessary to maintain sanity in a horrific situation.

    Home Turf

    Don’t forget how the little things can make a huge difference. For example, instead of always having your people meet with you in your office, go visit them on their home turf. It is a sign of mutual respect.

    The ironic part is that, by going to their home base, you give up your legitimate management authority to that person. They will actually see you as a more confident and caring leader. The location of the meeting is a little thing that makes a big difference. You will increase your effectiveness as a leader when you visit your people’s home turf regularly.

    Make Time to Connect

    Remember, people do not usually leave organizations. They leave their leaders. If you lose enough good people, your organization will be unable to grow. The effective leader understands that emotional connections to the leader are the most powerful retention devices in the tool kit.

    If this is all true, why do leaders so often fail to build these emotional connections with their people? Because it takes time and places leaders outside their comfort zones, thus increasing their vulnerability.

    It is easier to tackle those 85 E-mails sitting in your in-box. What many leaders fail to realize is that they are actually more vulnerable if they choose not to invest the time to do it. How does the time needed to replace all your top talent compare with the investment you need to make to emotionally connect with your people? You need to invest every day.

    Jim Welch is founder and president of The Growth Leader Inc., a business-leadership consulting firm, and principal owner in LeadershipFuelNow, LLC. He works with Fortune 500 clients and entrepreneurs throughout the U.S. He is the author of Grow Now: 8 Essential Steps to Flex Your Leadership Muscles;www.thegrowthleader.com

    Sections Supplements
    Cities Seek Strategies to Break Through in the Convention Market
    Todd Greenwood

    Todd Greenwood, vice president of convention center sales and marketing, says Springfield has what it takes to be a major player in the conventions market.

    The convention business sector is slowly improving across the nation, returning to pre-9/11 levels of activity, according to those in the industry. This more-robust climate is creating opportunities for cities like Springfield and Hartford that have invested heavily in convention facilities, but competition is immense in this sector, with communities essentially fishing from the same pond. As in other industries, success in this one lies with effectively building a brand, which for Springfield is still a work in progress.

    To publicize Greater Springfield as a destination for conventions, Mary Kay Wydra says that focusing on its small-market character can sometimes help distinguish the region and its convention facility, the MassMutual Center, from other, competing markets.

    “If you bring your convention here, odds are you’ll own the building,” she said. “But we take it step further, and tell people that, for a few days, they can also own the region.”

    To better illustrate that notion, Wydra, director of the Greater Springfield Convention & Visitors Bureau (GSCVB), cited a recent delegation — the Daughters of the Nile, a charitable organization that raises funds for Shriners Hospitals for Children nationwide. More than 2,500 members descended on the City of Homes last June. Dressed in colorful costumes that are one trademark of the group, members were visible, and their presence was noticed — with the group returning an estimated $1.6 million to the region in direct spending.

    “They also had four front-page stories written about them in the time they were here,” said Wydra. “We want to showcase the conventions that choose Springfield — in larger cities, they’re not going to get that kind of press. We offer a small-town environment in a large city, and the front-line people know how to treat visitors well.”

    Despite this ability, Springfield is finding the convention business a challenging one to enter, and the city somewhat of a tough sell nearly three years after the MassMutual Center opened its doors.

    “The booking pace for the long term isn’t where we hoped it would be,” said Wydra, noting, however, that the GSCVB is working closely with the Mass. Convention Center Authority (MCCA) and other partners to boost those numbers. And officials here can take some inspiration from other Northeast cities, including Hartford and Providence, that had similar teething troubles while getting serious about the convention business.

    Those cities learned that it takes time to establish a solid reputation in the industry and effectively build their brands, she said, noting that Springfield is making considerable progress with that assignment.

    Todd Greenwood, the GSCVB’s recently appointed vice president of Convention Center Sales and Marketing, says the city has a lot to offer convention planners, including attractions, plenty of hotel rooms, and especially prices that are affordable, especially when compared to major metropolitan areas.

    “Hotel rates, parking fees, restaurant bills, these are all going to be lower than in Boston or New York City,” he explained, “and that’s especially important on ‘expense report day,’ when planners start breaking down how expensive it is to hold a convention in a given area.”

    In this issue, BusinessWest looks at the highly competitive convention business, and what cities have done, and are doing, to put themselves on the map.

    The States of the Industry

    H. Scott Phelps, president of the Greater Hartford Convention and Visitors Bureau (GHCVB), said he remembers similarly lean times for that city not so long ago.

    He told BusinessWest that Hartford, like Springfield, continues to build momentum after opening a new facility — the Connecticut Convention Center — in 2005. It has done so by paying attention to activity in the hospitality sector to ensure that an adequate number of well-appointed, updated hotel rooms and other convention-related facilities are available to delegates of all kinds.

    “We can’t just book any time,” he said. “We have to make sure we have the rooms, and hotels have been an issue.”

    Phelps explained that before the Connecticut Convention Center, which carried a $270 million price tag, opened, the city was “under-facilitied,” and thus had difficulties drawing meetings and conventions. But now, the opposite problem exists — keeping up with the demand for convention space in four diverse venues.

    “We’re overcoming that,” said Phelps. “We added 409 rooms with a new Marriott; the Goodwin Hotel is completing a multi-million renovation; the Hilton was closed prior to opening the convention center to become a brand-new, upscale, trendy hotel; and the Crowne Plaza is also completing renovations now. In short, the hotels have proved their products.”

    In Rhode Island, Neil Schriever, vice president of Sales and Marketing for the Providence-Warwick Convention and Visitors Bureau (PWCVB), which oversees bookings at the Rhode Island Convention Center and the adjacent Dunkin’ Donuts Center, said the recent addition of new hotel rooms in the capital city has also raised Providence’s convention business profile.

    “We are finding that in Providence, changes to our rooms packages in the last eight months enables us to be considered for groups that would have overlooked us before,” said Schriever, noting that the bulk of major convention business is done in Providence, with smaller meetings often welcomed elsewhere in the state. “We added 500 new hotel rooms in the community, 200 of which are at our anchor hotel, the Westin, connected to the convention center.

    We’ve increased the city’s walkability for convention attendees, and we’re seeing great signs of success for future business.”

    While the Rhode Island Convention Center, which focuses on meetings, and the Dunkin’ Donuts Center, which includes expansive arena space, are not new buildings, both have undergone renovations in the last decade, and just last month, the two buildings were connected by a covered walkway.

    “The Dunkin’ Donuts Center is also in the midst of a three-phase renovation due to be completed next fall,” said Schriever, noting that the project amounts to a complete overhaul of the center’s interior and façade.

    To continue to build on that momentum, Schriever added that the PWCVB is working to identify meetings and events that can utilize both buildings in the coming years.

    “We’ve really put a bigger focus on our convention services division, working to promote the destination and boost attendance,” he offered. “For instance, we may go to a conference the year before it’s scheduled to come to Rhode Island, put up a booth, and work to get attendees excited about the coming year.

    “We have a good brand,” he continued, “but there is still increased competition regionally and nationally, and we must maintain our presence on a national level. Not having enough availability — of convention space or rooms — is another challenge.”

    Conventional Thinking

    The GHCVB has also instituted programs with similar goals, including a hospitality task force that meets every month to discuss new programming options and improvements to the existing model, and a free shuttle service that runs from the Convention Center to downtown Hartford six days a week, every 12 minutes. Phelps said it’s a Connecticut Transit Authority program that directly connects convention delegates with the dining and entertainment options in the area.

    “The restaurants are doing a plethora of new things on their own that we can now better introduce to new audiences,” he said. “The convention center has been a catalyst for other things happening. It’s what we hoped for, and what the center’s supporters anticipated.”

    Wydra said she expects that Springfield will follow that same script, but knows that the road ahead is paved with challenges — and expectations that will be difficult to meet.

    The $71 million renovation/new construction project that created the MassMutual Center set the stage for some specific booking goals; in 2005, MCCA executive director Jim Rooney told BusinessWest he hoped to reach a rate of 65% of the year — 237 out of 365 days. The city is well behind that pace, but making progress, said Wydra.

    She noted that, like Hartford and other cities, Springfield must endure a considerable ramp-up period in the convention sector. Many organizations plan their conventions as many as five years ahead of time, and often rotate between a handful of different venues; as such, the MassMutual Center could easily need another two to four years to reach what Wydra calls “a steady diet” of convention business.

    She explained further that, due to the lengthy construction period for the building, it was essentially removed from most meeting planners’ radar screens for a considerable time, and now, the GSCVB must work to re-enter the picture.

    “The civic center was offline for five years,” she said. “I think the hotels in the area have gotten used to not having a convention center from which to draw business, and now part of our job is to change that mindset and attract more business.”

    Greenwood said the Greater Springfield area has the convention-sector pieces in place to do just that. Hotel capacity in the region, which includes access to more than 50 facilities in Western Mass. and Connecticut, is generally solid, he said, creating a healthy base from which to grow.

    “This area has all of the critical components,” he said. “We have the facility itself and the hotel capacity. This city is affordable, but not cheap.”

    Greenwood, who comes to his new position most recently from the Indianapolis Convention and Visitors Association, returned to that region-wide marketing effort currently being used by the GSCVB to sell Western Mass. along with the MassMutual Center, adding that, while Springfield may not offer the largest market, it does offer a number of positives that are attractive to meeting planners, including those affordable prices.

    Greenwood said the GSCVB is also enlisting the help of the region’s citizens to promote the MassMutual Center and its home base as a viable convention venue through a program called Pioneer Valley Pride, which charges local residents who belong to regional, state, or national associations to provide the bureau with the names of those who run those organizations.

    Raising Reservations

    And if the emerging success stories in Hartford and Providence are any indication, skies could be clearing here over the next few years.

    Schriever said he’s beginning to see some positive trends affecting the Providence market, such as the emergence of a new, short-term demand for mid-sized meetings, which can help to bridge the gap between periods of wooing and waiting and those of bargaining and booking.

    “We’re still getting calls for 1,000-person meetings within a 12-month window,” he said. “Right now, with the state of economy as it is, we might see a slowdown in this area, but we’re not anticipating one.”

    Further, Schriever said, while convention bureaus across New England are often ladling from the same pot of stew, collaboration in this region of the country is more robust than in most, and this helps move everyone forward in the long run.

    “As much as we all compete, we work together to target trade shows on a national level,” he said, noting that this work is often done through the New England Society of Convention and Visitors Bureaus, a membership organization. “We collaborate to sell the whole destination, and it’s important work, because it gets people to New England. If one of us brings in a conference, it’s possible that they will want to return to another venue in New England in the future.”

    Indeed, the Hartford, Providence, and Springfield convention markets are very different in many respects; both Hartford’s operating budget and convention facility footprint, for instance, are much larger, and its venues more diverse, than in the City of Homes.

    However, convention bureaus across the nation share similar strengths and weaknesses, and the industry itself is experiencing an upswing.

    “The industry has seen growth over the past five years; we’ve caught up to pre-9/11 numbers, and there are no signs of a slowdown,” said Greenwood.

    Hartford is also a year or two ahead of the GSCVB in terms of construction of a new facility and the subsequent development programs that follow.

    Phelps said business was good for all of the city’s convention spaces last year — the Connecticut Expo Center, the Hartford Civic Center, the Connecticut Convention Center, and Rentschler Field.

    “We had an outstanding 2007,” he said, noting that, on average, a delegate at a Connecticut convention will stay in the area for an average of 3.6 days and spend about $300. “Part of the reason we had a successful year was because we hosted large conventions, some with up to 10,000 delegates, and also hosted some for up to five days. The economic impact was that much greater, and we utilized a terrific number of hotels. We spread groups out among our hotels, and that created a spread across the city.”

    To capitalize on the growth now being seen in the convention industry, Phelps said the GHCVB is focusing on a few key elements of the convention-planning process in 2008. The first is selling Hartford’s convenient locale, close to major thoroughfares including interstates 91 and 84, as well as its affordability as a smaller city. As in Springfield, Connecticut’s small size as a state can be a draw rather than a hindrance, added Phelps.

    “Connecticut could fit into many metropolitan areas, such as Houston or Atlanta,” he said. “The diversity of experiences that creates within an hour’s drive is attractive to a lot of people, including those who come from those big cities.

    “Here, they can see the bigger region, including the casinos, Mystic Seaport, the college town of New Haven, and the Basketball Hall of Fame in Springfield. These are especially attractive for offsite meetings and spouse programs.”

    One Fish, Two Fish

    Greenwood agreed that when it comes to convention planning, no market, no matter how big or small, can rely on any one strength to pull new audiences in.

    “You can’t hang your hat on one thing, but if we we’re going to boil it down to one major effort, it’s concentrating on how to get attendees excited. The city is very capable of doing this.”

    And, he said, the GSCVB and Greater Springfield as a whole will continue to reach out to all types of delegates, not only because the region needs the traffic, but because it wants to be a gracious host.

    “It’s no secret that many convention bureaus are fishing from the same pond,” he said, “but the hard part is getting people here. Once we do, we think they’re impressed; the ‘big fish’ mentality appeals to them.”

    Jaclyn Stevenson can be reached at[email protected]

    Sections Supplements
    Time-tested Tactics Still Outshine the Bells and Whistles
    Paul Robbins

    Paul Robbins, president of Paul Robbins Associates, says he undertakes a certain amount of pro bono work each year to assist causes he feels strongly about and keep his name relevant in the marketplace.

    Marketing is a multi-faceted business sector that draws from many different disciplines to create results for a wide array of clients. But what about when the advertising gurus must promote themselves? It seems the best courses of action still include some of the oldest tricks in the book, revamped with a focus on today’s diverse marketplace — in other words, practicing what you preach.

    There’s an aspect of marketing and advertising that Janet Warren, owner of MarCom Capital in Hatfield, says is unique to the industry.

    “You get to be your own guinea pig,” she explained. “As marketers, we are constantly giving advice to our clients, so we routinely test our own advice on ourselves. We have to take a look at what we’re saying to clients — it helps us to be objective and critical, in a positive way, about the advice given to other people.”

    Indeed, marketers are business owners, too, and they’re frequently charged with getting their own name and message out to the masses, just as they help position their clients for increased success in the marketplace.

    This often means turning their own advice inward, and in turn, this tactic sometimes helps them gauge what’s working and what may be ready for retirement in an increasingly specialized, fast-paced business sector.

    “Whether you’re a marketer or not, you need to know what it is about your business that is unique and makes you stand out,” said Warren. “And that process starts with asking questions.”

    The Value-based Sale

    Some of those questions include ‘what are my strengths?’ ‘how can I best help my clients?’ and ‘which types of clients are the best fit for my set of specialties?’ Further, all of these queries are aimed at one goal: translating the value of a marketer’s services to the most appropriate audience. Warren said it’s the most important aspect of what she calls “value-based selling.”

    “It’s really important for marketers to develop a clear, concise message, and to be transparent about what they do,” she said. “Value-based sales sell results: things like our portfolios or case studies of past projects. We have to have results at the ready. They give someone an illustration of what we do, but also help to explain the process.

    “The overall idea is that, through value-based selling, clients or potential clients walk away with information they didn’t have before,” she added.

    Paul Robbins, president of Paul Robbins Associates in Wilbraham, added that honing in on existing strengths adds even more weight to such presentations, and to advertising one’s own marketing outfit, as it allows firms of all types to speak more directly to the types of clients they can best serve.

    “You can be everywhere, or you can be scarce and let your work be your calling card,” he said, likening the difference between the two avenues to the steady stream of guests on a late-night television show. “Johnny Carson used to have guests that were on all the time, but he also had guests that chose to appear only a handful of times who were just as memorable because they chose their appearances very carefully.”

    In Western Mass., he added, the marketing and advertising sector is robust, creating healthy competition for work. Some firms choose to be as all-encompassing as possible to thrive in this market, while others choose to hone in on a specific niche. Either way, he said, the focus should always been on quality, not quantity, because a marketer’s most powerful tool is the work they’ve completed.

    “Marketers rely heavily on their reputations — letting their projects speak for them,” he said. “If I achieve a successful result, if my client is happy with the work, then that’s an automatic marketing tool for me.”

    Warren agreed, adding that this market is one that is also becoming increasingly diverse in a number of creative and technology-related fields. This, she speculated, could signal a shift in the industry toward greater collaboration and subcontracting among firms with various competencies.

    “I think one of the reasons that firms have tried do everything in the past is that this is a small market, and there aren’t many companies that can afford to hire a number of experts,” she said. “But what is important is not to be the best marketer, but to do what we do really well, and to link strategy with action steps and coordinate the pieces. There are a lot of really smart marketers in this market — there’s something about each firm that is a forté.”

    She said that by differentiating a firm’s services from all others, a marketer can not only better reach clients, but business partners as well. “I focus on strategy, and I work with both small and large companies to pull multiple things together. I am not the most technology-savvy person out there, but I can easily pull in an SEO (search-engine optimization) expert if needed, for example.”

    There are some things that all marketers must do, added Robbins, to remain relevant, among them a maintaining a Web presence and rethinking traditional office hours.

    “This is a whole new arena for business,” he said. “Clients want to be able to reach me at any time — at noon on a Tuesday, or on a Saturday morning. This still boils down to good customer service and accessibility, but with the Internet and cell phones, the channels have changed. We must engage people in a different way.”

    March of the Penguins

    But while the industry is evolving, especially through technology, there are still many time-tested tactics that continue to factor greatly into a firm’s success, including the power of word-of-mouth.

    “It’s still the single most powerful marketing tool in the world, and that’s true for marketers as much as anyone else,” said Robbins. “If someone receives great service, they’re going to refer me to someone else.”

    Lucy Carlson, owner of Carlson Advertising based in Palmer, said word-of-mouth has factored greatly into her business plan, and was also integral in getting her business off the ground two years ago.

    “I mostly started getting work by making contacts through the Quaboag Chamber,” she said. “That was really a home run — my first two clients came from that affiliation. From there, I’ve continued to develop relationships. Developing a level of trust and comfort is important, because it increases the clients’ confidence in referring you to other people.”

    Carlson said that’s doubly important for smaller firms like her own, which is positioned to offer companies of varying sizes a wide range of marketing services.

    “I’m small, so I’m focused on personal, one-on-one service. I want people to see me as their marketing person, handling the things they don’t have time for in their business and to help them stand out by finding their own voice.”

    This has become a key aspect of Carlson’s internal advertising. Her firm’s tag line — “In an over-communicated world, how are you going to stand out?” — sends a message to potential clients, but also applies to her own business strategy. A print ad designed for Carlson Advertising by a design firm she often contracts with translated the phrase visually into a sea of penguins, featuring one bird in particular separated from the flock.

    “When you see footage or photos of penguins, there are always thousands of them, just walking in the same direction,” said Carlson. “This business can feel like that sometimes, so the idea became, ‘how do I stand out from the crowd?’”

    She added that public events such as trade shows have returned positive results as far as getting her company’s name and message out in the region.

    “Public events work for me because of the amount of people seeing my work,” she said. “We’re a visual society, so I think that’s why they’re effective. If someone walks by the booth of a client of mine and asks about who handled the design or the copy, I’m getting a benefit, and it’s not even my business on display.”

    Front-porch Pitch

    Robbins said there are other ways to get a firm’s name out in front of the public eye, including efforts to factor in a certain amount of pro bono work each year.

    Robbins completed just such a project recently for the Hatikvah Holocaust Education Center in Springfield, creating a suite of marketing materials to publicize the museum. He calls such jobs “front-porch projects,” because they are as important to the community as they are to raising his firm’s profile.

    “I do a fair amount of pro bono work, and personally, I feel strongly about healing racism in America,” he explained. “I try to invest in projects that have that characteristic because, first, it’s important to me, and that adds value to my work. Second, there’s a real benefit when someone picks up a brochure for one of these projects and asks who designed it.”

    Warren said that regardless of the project, allowing work to speak for itself is a huge part of any marketer’s self-focused campaign because of the sheer nature of the work at hand.

    “We sell abilities,” she said. “Savvy business leaders and entrepreneurs who don’t know marketing particulars understand that they need people to help them translate their message, and in this ‘Web 2.0’ world, things are getting very specialized. What I try to do is be the one person to pull it all together.”

    Jaclyn Stevenson can be reached at[email protected]

    Sections Supplements
    At GCC, Students Draw on Their Experiences
    Bob Pura

    Bob Pura, president of Greenfield Community College, says new programs at GCC are aimed at economic and social stability locally and globally.

    There’s construction underway at Greenfield Community College, and a temporary hallway connecting the campus’ north and south wings has been adorned with drawings, quotes, song lyrics, and signatures by its students.

    It speaks to the strong arts programming at the college, and perhaps also to the sensibilities of many of its students; a large blue peace sign stands out from the rest of the largely good-natured graffiti.

    Bob Pura, president of GCC, isn’t surprised by the composition of the makeshift exhibit.

    “Our arts programs are all very strong, and I’d say among the finest of all college arts programs,” he said. “I say that as objectively as I possibly can. It’s based on what I’ve seen at our portfolio days; four-year and arts colleges have come to the campus literally with checks in hand, ready to award scholarships to our students.”

    GCC offers a number of arts-related degree and certificate programs, including Fine Art, Graphic Design, Dance, Digital Media, and Theater. Some course tracks fall under the Commonwealth Transfer Compact, which allows students to transfer their credits to state colleges or UMass (50% of GCC students move on to a four-year institution), while other classes, such as painting and photography, are offered in conjunction with the Massachusetts College of Art.

    The strong arts component at GCC is also derived in part from the Franklin County region, which has a robust creative community. However, Pura, who has served as GCC’s president for seven years, said the community has other strengths, opportunities, and needs that the college is also well-positioned to address as the only community college serving the county.

    “We are the only point of access to higher education in Franklin County, and as such we feel a sense of responsibility to meet the needs of the community,” he said.

    To that end, GCC has long offered a wide range of courses in health care and health sciences. It serves as the primary training center for future EMTs living and working in Franklin County, and its nursing program has the highest pass rate among community colleges in the state. In addition, the college also offers a certificate program in massage therapy, and degree tracks in occupational therapy and the so-called ‘healing arts.’

    About 5,000 students, largely from Franklin County, attend GCC; about half of that number are enrolled in credit-bearing courses, while the remainder take part in non-credit, professional-development, and continuing-education courses ranging from accounting to software development to the politics of the Middle East.

    Pura said creating a pipeline from the community to GCC is an ongoing effort at the school, regardless of its status as the county’s only college.

    This April, a community-access scholarship fund designed to reach students, as he put it, “at risk of not continuing on to higher education,” will be rolled out, awarding scholarships to about 40 individuals. The fund was started by two anonymous donors, both living in Franklin County.

    “They saw a need, as we do, to underscore the importance of the associate’s degree to economic and social stability in our world today,” said Pura. “We truly believe that the associate’s degree is the new standard, and this fund is important in getting the word out. Too many people in our community have been told that they don’t have to continue their education beyond high school, or that they can’t.”

    But Pura believes the bond between GCC and the county it serves is only strengthening, and that bodes well for the campus, the community, and a number of new initiatives that are broadening the scope of educational options for people from all walks of life.

    Pura said each program is aimed at the broad goal of creating a social and economic impact on the community and the world through a strong, liberal arts-based education.

    “We’ve been working aggressively to create collaboration within the community that addresses workforce needs,” he said. “Our students learn in a hands-on manner, in order to be an asset to the workforce, but they’re also taught to see the big picture.”

    Power to the People

    Part of that picture is ecological responsibility, said Pura, and a number of initiatives on the GCC campus have ‘green’ components to them. These new green practices are being put into play in ways both small and large. In an effort to reduce the number of plastic water bottles used each day by students and faculty, for example, water fountains are being fitted with spouts designed to refill them, as often seen in health clubs, as part of the current construction projects — largely renovations and improvements to existing buildings, funded in part through GCC’s annual campaign, which last year raised more than $1 million.

    But on the other side of the spectrum, a more far-reaching endeavor is gaining steam: a new focus on sustainable energy, introduced last year, strives to prepare students for the jobs of the future.

    “Sustainable energy is getting a lot of attention, and we’ve already been identified as a model for the state,” said Pura. “We’re working with individuals and businesses to educate and train people in sustainable fields, such as solar power. As these fields emerge, employers will look to our graduates to perform the work they need.”

    Pura said GCC received a grant four years ago from Northeast Utilities to develop and teach a course called ‘Sustainable Energy: Theory and Practices.’ As the need for workforce education in this field grew, the college began seeking funds for an expanded sustainable-energy program, and last summer garnered a $372,000 grant from the Workforce Competitiveness Trust Fund for a Sustainable Practices in Construction (SPC) project, administered by the Commonwealth Corp.

    The grant paired GCC with local businesses to defray tuition and materials costs, allowing local employees to take renewable energy courses.

    In October of last year, the program expanded again, this time through a $50,000 grant from the Mass. Technology Collaborative that trains high-school educators through GCC courses that teach renewable-energy technology techniques and theories.

    In turn, the teachers who are taking courses at GCC can then create equivalent courses at their schools, which students will be able to take and receive credit from GCC.

    Pura said the college is also constructing a new teaching greenhouse that will assist in delivering the key concepts of sustainable energy, but will also serve as a showcase for sustainable practices.

    “This will be the greenest of all greenhouses,” he said. “We are developing a strong curriculum for teaching sustainable energy, but at the same time, we’ve made a commitment, like many colleges across the nation, to increase our energy efficiency, and to learn as much as we can to reduce our own footprint. We call them ‘role-model practices.’”

    Overall, said Pura, the sustainable energy program is indicative of an ‘act locally, think globally’ model that has long been in place at GCC.

    “It’s probably one of the best examples of how we’ve stayed engaged in the community in order to learn what’s needed, so our graduates are sought after,” said Pura, noting that in recent years, GCC has identified several economic clusters in Franklin County that are poised to welcome college-trained professionals. “We’ve filled gaps in health care, especially through the nursing program; we’ve worked with artists and writers to create networks of support, and we’ve created a very technology-focused business program.”

    Peace of the Puzzle

    Moving forward with that mission of community-minded, globally focused student and resource development, Pura said there’s another academic program blossoming at GCC: a degree-bearing suite of courses in Peace and Social Justice that was also unveiled last year.

    The program evaluates the concepts of peace and conflict through an interdisciplinary studies option, which includes courses in mediation and conflict-resolution and seminars addressing nonviolence and social action.

    Through this program, which awards an associate of arts degree, students are presented with eight tenets of a culture of peace: respect all life, reject violence, share with others, listen to understand, preserve the planet, rediscover solidarity, work for women’s equality, and participate in democracy.

    “It may not be a big program, but it’s one that elevates the definition of student success,” said Pura, explaining that often, a barrier to higher education is the inability on the part of the student to answer the question ‘what do I want to be when I grow up?’

    “At student orientations, I often ask how many students don’t know why they’re here,” he said. “After an uncomfortable silence, usually a few hands start going up, then a few more.”

    Peace and Action

    “I tell them they don’t have to have everything figured out,” he continued. “They’re here to learn how to learn, and through education, they can find their purpose and meaning. They’re here to find out what brings meaning to their lives.”

    That could be a career in art, or installing water-conserving spouts on public drinking fountains. It could be a job in health care, or a mission to promote peace around the globe.

    The writing on the walls at GCC suggests that anything is possible.

    Jaclyn Stevenson can be reached at[email protected]

    Sections Supplements

    The most rural of the state’s counties, Franklin County is comprised of 26 towns with a total population of just over 70,000 people. The county seat is Greenfield, with a community — which recently changed its charter and became a city — of roughly 18,000 people that is home to Franklin Medical Center and Greenfield Community College. Other centers of business and tourism include Deerfield, home to the many components of Yankee Candle Corp., including its flagship store, corporate headquarters, and Chandler’s Restaurant, and also Historic Deerfield; Shelburne Falls, home to the famous Bridge of Flowers and the studio of noted glass artist Josh Simpson; and Northfield, home to Northfield Mount Herman School.

    Agriculture and tourism remain the main pillars of the county’s economy, with Route 2, or the Appalachian Trail, a popular spot, especially in the fall. Meanwhile, the Route 5 corridor in Deerfield and South Deerfield has become home to a number of attractions that have supplemented the Yankee Candle complex. Greenfield is still home to a number of manufacturers, and has recently become a popular site for environmental-sector businesses and agencies. Other communities in the county are: Ashfield, Bernardston, Buckland, Charlemont, Colrain, Conway, Erving, Gill, Hawley, Heath, Leverett, Leyden, Monroe, Montague, New Salem, Orange, Rowe, Shelburne, Shutesbury, Sunderland, Warwick, Wendell, and Whately.

    The county’s business community is served by the Franklin County Chamber of Commerce (www.franklincc.org).

    Sections Supplements
    This Is the Primary Challenge Involving Modern Philanthropy

    I keep a sign on my desk that says:

    “Giving away money is easy. Deciding to whom to give it, how much, when, and how, is not.”

    While the attribution of this is unclear, it is certainly a revelation to those who are much more familiar with the difficulties of raising money for their favorite causes, or who envy those with much more to give away. Those same people, however, are often the first to join the rising chorus of complaints about too many dinner-hour telephone solicitations, direct-mail appeals, and, finally, just too darn many nonprofits.

    Indeed, the flood of compelling appeals is unsettling even for the most affluent.

    Whether by necessity or the kind of restless desire for improvement that is part of the American psyche, one of the unique features of modern philanthropy has become a quest to do it better — to get, in that quintessential American parlance, a bigger bang for the buck. And this observation applies across the board — from the smallest school child who is learning to give away $1 of the proceeds from the lemonade stand, to the multi-billionaires of our modern economy.

    Much of the impetus for this has come from the ‘new’ wealth of the past 25 years, built on the success of new ways of creating that wealth, primarily in the financial-services and technology industries — new ways represented not just by new goods and services, but new ways of doing business, such as flatter organizations, more rigorous accountability, and a host of other nostrums that have spawned an entire genre of management publications. If they worked to create the wealth to give away, why wouldn’t they work to deploy that wealth as it was given away?

    “Venture philanthropy,” complete with the kind of roll-up-the-sleeves, serve-on-the board, help-the-CEO involvement of the venture capital world, became the cause du jour.

    Because the results were mixed, however, cooler heads began to prevail, and, in yet one more example of the extraordinary way in which a vigorous, free, educated, and pluralistic society can continuously tackle its important features, American philanthropy has begun to explore, and become much more self-conscious about, how it goes about its business. In countless periodicals, listserves, governmental, and other public forums, the exchanges are lively and the debates are raging, with champions for all kinds of perspectives always ready to jump in.

    At the center, however, remains the premise that some giving is better than others, that choices must be made, and with that necessity comes a responsibility for making the better choice. If you give to one cause, you can’t give to another, and you’d better make sure you make the right choice. The very notion that there are ‘better’ choices, however, is coming under scrutiny as some theorists point out that the giving decision, unlike the venture-investing decision, involves some value judgments that are intensely personal and might be difficult to justify logically. Those who support the handicapped over the hungry might be hard-pressed to justify that decision logically. What that uncertainty does to accountability is conceptually unclear.

    It is clear, however, that there are plenty of ways to differentiate that don’t depend on personal preference, and they usually start with data.

    In the information age, and with computing power everywhere at hand, we know a lot more than ever before. We can know, for example, that, as recently revealed, child poverty is much more acute in Springfield and Holyoke than elsewhere, or that open space is disappearing in Massachusetts at the rate of 40 acres per day. On a micro level, we can, at least in theory, learn that, of $100 given to one organization, only $50 ends up in the hands of service recipients, whereas the comparable amount at another is $90; or that $100 feeds 50 people at one organization, and 75 at another.

    The proliferation of ‘benchmarking’ for communities, and the financial analysis of organizational effectiveness, is unmistakeable. The mass dissemination of this kind of information over the Internet appears to hold both extraordinary promise and danger, empowering millions with information previously only available to a few, but risking its misuse as well.

    ‘Lies, damned lies, and statistics’ are just as prevalent on the Internet as on the printed page. In particular, skepticism about the use of “one-size-fits-all” measurement templates for organizations continues to grow apace.

    It is also becoming clear that measurable accountability for the results of philanthropy is a different animal than its counterpart in the for-profit sector. For one, the results may not be known for years, as, for example, with intervention in early-childhood education. And sometimes, the results are just impossible to know. How would you measure the impact of a campaign to restore Symphony Hall, or the establishment of a community garden in Holyoke, or an energy conservation education program in a school district?

    One important element of the philanthropy scene today is scale. Change for the better is thought to be more likely with $25 million than with $25. Whether many $25 donors pool their money in a capital campaign for their local church, or the 10 largest foundations in a community pool their funds to end homelessness, collaboration is generally thought to be a good thing. Those of us who have tried to get a family to make a collective charitable gift, however, know just how difficult that can be. Collaboration always exacts a price, which may be too high for some participants.

    And the diversity of American philanthropy is also one of its defining features. The best evidence is that 80% of all American families make at least one charitable gift over a five-year period to one of the more than 1 million organizations determined to be tax-exempt by the Internal Revenue Service. The size of that vast sea of transactions keeps America from putting all (or too many) of its eggs into one silly basket.

    The surprising resilience of such a vast market survives most of the passing trends of the day. Even the instant-gratification nature of modern society does not seem to dent the desire for long-term results that is an important component of American philanthropy. Larger charities (particularly the educational institutions) seem to have little difficulty continuing to mount their campaigns for endowments or large capital projects.

    If size is a defining feature of the recipients of such gifts, perhaps that is just a reflection of the trust that must be reposed in an organization by a donor who makes a gift that will be used long after the donor can take any pleasure in or possibly influence that use. The desire to leave a lasting legacy, to help succeeding generations with an act of faith of the kind that previous generations have left to ours, seems just as strong as ever.

    If our government is currently under a cloud worldwide, the American traditions of philanthropy are still the envy of the rest of the world. That its practitioners are seeking to make it even better is surely remarkable. But that’s the American way.

    Kent Faerber is the executive director of the Community Foundation of Western Mass.; (413) 732-2858;www.communityfoundation.org.

    Sections Supplements
    NLRB Rules that Employers Can Restrict Union Use of Company E-mail

    In a decision that impacts both unionized and non-unionized employers, the National Labor Relations Board ruled late last year that employers who restrict employee use of their E-mail system to business-related purposes do not violate federal labor law.

    The case involved an Oregon-based newspaper publisher, the Register Guard, which had a computer and information system in place since 1996, and provided computers and/or E-mail access to most of its 150 employees. Like many other employers, Register Guard adopted a communications systems policy (CSP) that specifically provided that “communications systems are not to be used to solicit or proselytize for commercial ventures, religious or political causes, outside organizations, or other non-job-related solicitations.”

    Although a violation of the CSP could lead to discipline up to and including termination, Register Guard did not regularly enforce the CSP against employees, and even managers, for sending E-mails over its system regarding parties, jokes, breaks, community events, sporting events, births, or solicitations for the United Way.

    In 2001, the union challenged Register Guard’s CSP as unlawful under the National Labor Relations Act. The union argued that the communications system was a “work area,” and as such, Register Guard could only restrict employees’ use of it during “working time.” Register Guard, however, argued that its communications system was company property, like its bulletin boards, telephones, and televisions, and, thus, it had the right to limit employee use of it to business purposes.

    The union also claimed that Register Guard discriminatorily enforced its CSP against union activity because it disciplined employees for sending union-related E-mails while it allowed employees to send other non-business-related E-mails without punishment.

    The board concluded that Register Guard’s CSP was lawful because its communications system was company property and not a work area. The CSP also served another “legitimate business interest,” according to the board, in preserving server space, protecting against viruses, and avoiding liability for inappropriate E-mails. The board found that the CSP did not “entirely deprive” employees of their ability to exercise their rights under the act to communicate amongst themselves about the terms and conditions of their employment. Even if E-mail activity on that topic was restricted, employees retained the ability to engage in face-to-face communication.

    Having found the terms of the CSP lawful, the board then considered whether Register Guard had discriminatorily enforced the CSP. In the past, the board has generally found discriminatory enforcement where, for example, an employer prohibited employees from using its property for union-related purposes but then allowed employees to use its property for non-work related purposes. A classic example of this would have been allowing employees to post personal notices on a bulletin board, such as a car for sale or a wedding announcement, but then prohibiting union-related postings on the same bulletin board.

    In this case, however, the board abandoned that approach and decided that discrimination under the act exists only where an employer draws a distinction along union-related lines. The board explained its new discrimination rule as “unequal treatment among equals.” It further explained it as “disparate treatment of activities or communications of a similar character because of their union … status.” Some examples include:

    • Permitting employees to use E-mail to solicit for one union but not another; or
    • Permitting solicitation by anti-union employees but not by pro-union employees.

    The board’s new approach to discrimination under the act may not outlast the terms of three members of the majority, and it may not even survive an appeal. Two board members dissented “in the strongest possible terms,” claiming that the majority overruled very settled law.

    E-mail has become an indispensable communication tool in the American workplace because it is so quick and effective. With just a click of a button, you can contact someone, whether across the hall or across the country. For this very reason, it is a coveted way for unions to communicate with prospective and current members.

    Unions are acutely aware that cyberspace is an effective medium with which to recruit and retain members.

    This decision will be upsetting to unions, which will undoubtedly mobilize their resources to overturn it in the courts and in the political arena. For this reason, employers may want to think twice before changing their electronic communications policies to reflect this decision. Chances are this is not the last word on this issue.

    Tim Murphy and Tim Cavazza are partners with the Springfield-based firm Skoler, Abbott & Presser, P.C.; (413) 737-4753;www.skoler-abbott.com

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    Shopping for Valentine’s Day have you red in the face? Here are some innovative gift ideas on the market now:

    PajamaGram –Ranging in price from $20 to about $50, PajamaGrams are unique, comfy sets of sleepwear for men, women, children, families, couples, or even the family dog. PajamaGram is the sister company of the Vermont Teddy Bear Company, and delivers each gift to the recipient’s door in a keepsake package such as a hat box for women, a travel case for men, or a small doghouse with a plush puppy for children; pajamagram.com

    Love Tribute Album –For a more personal touch, Red Envelope offers a customizable photo album with pre-printed ‘tributettes’ such as ‘You are perfect for me because…’ that can be placed inside and used as prompts for personal memories. Each album can also be personalized with a small silver plaque for an extra charge, comes in red or ivory, and is printed on recycled paper; $68, redenvelope.com

    Couples Massage –Ocean’s Dream Massage and Bodywork in Chicopee offers side-by-side massages for 45, 60, or 90 minutes for two, for the duo that wants to relax together; $100 to $150, oceans-dream.com

    Wine Club membership –Table & Vine of West Springfield’s Connoisseurs Club is a unique gift for wine lovers, and the timing is perfect; deliveries of six bottles of selected wines arrive on a recipient’s doorstep around the 15th of the month. Generally, Table & Vine’s wine-selection team will choose three bottles of red and three bottles of white, which are delivered on a bimonthly basis for $99 per shipment; tableandvine.com

    Spread the Love –CharityChoice.com offers gift cards for various occasions including Valentine’s Day, and allows gift givers to choose from more than 100 nonprofit and charity organizations, to which a donation in any amount can be made in the recipient’s name. These range from environmental protection entities to disaster relief efforts, educational endeavors, and health care and disease awareness advocacy groups all over the world; charitygiftcertificates.org

    V-cast for V-day —The Samsung FlipShot in red from Verizon Wireless features a 180-degree rotating display that transforms into a 3.0 megapixel camera; the ‘TVout’ option, which allows photos and videos to be displayed on a television; and a V CAST mp3 music system. Most importantly, the FlipShot comes ready for Valentine’s Day gift giving with its striking candy-apple red finish; $150, verizonwireless.com

    Preserved Roses –Give a traditional gift some extra shelf life by opting for preserved roses over fresh blooms. Preserved roses are created by replacing water in their stems with glycerin, and they retain their soft texture for months – and can be kept and displayed for years. At everrose.com, 20 preserved red roses are about $70, and individual stems or flower heads can also be purchased.

    Nostalgia Candy –Less expected than a heart-shaped box of chocolates, nostalgia candy is one way to spark childhood memories. Blaircandy.com offers a wide selection of ‘vintage’ favorites and penny candy, including Big Hunk candy bars, Bit O Honey, and Sugar Daddies; $1 and up.

    Tickled Pink –For the shopper who has no budget constraints, Katie Cochran at the Springfield Diamond and Jewelry Exchange recommends an ideal-cut pink diamond in the setting of one’s choice. These stones are available at a number of price points, up to about $65,000.

    Rome, If You Want To – A similar ‘sky’s the limit’ gift could be a trip to Rome, Italy, to visit St. Valentine’s hometown and the Via Flaminia, a winding road on which the martyr is believed to have been buried. Several feasts and festivals honoring St. Valentine take place in Italy in both February and June; visit frommers.com for more information.

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    A Guide to Effective Contract Administration

    In the ordinary course of business, a company will enter into many contracts. If the company is not careful, some of the commitments made in its contracts may expose it to unexpected liability. Unfortunately, there are many cases where an organization inadvertently has been forced to incur great expense or become subject to competitive disadvantage because of its failure to pay attention to the details in its contracts.

    Such contracts arise in various ways. Contractual commitments are made when a company’s products or services are sold, directly or through sales networks, or when supplies and services are purchased. Contracts can be verbal or written. There are some types of agreements that can be repeatedly encountered by a company, such as nondisclosure agreements, that are intended to protect proprietary information owned by the company or by others with whom it does business, purchase orders, quotes and sales forms, and agreements with key employees. There are also non-routine contracts such as leases of commercial space; agreements for the purchase, leasing, or licensing of significant business assets; collective bargaining agreements; and insurance and financing agreements.

    Contract administration is a form of risk control, no less important to a company than having appropriate insurance coverage. Companies that protect themselves through disciplined contract-management programs can also position themselves to take advantage of valuable opportunities. There are several goals of an effective contract-administration program:

    • First, a company should avoid undertaking responsibility for inappropriate risks;
    • Second, it should ensure that its internal policies are consistently reflected in its contracts. Some examples of this include maintaining consistent warranties, or warranty limitations, on products or services sold; maintaining consistent protection of trade secrets and other intellectual property; and having contractual provisions that support a company’s revenue-recognition policies and goals;
    • Third, a company should avoid entering into conflicting contractual commitments. Examples include inconsistent exclusivity commitments in licenses, distributor or sales representative agreements, or commitments that conflict with covenants previously made in institutional financing documents;
    • Fourth, a company should monitor its contracts as part of its internal controls over risk and corporate reporting; and
    • Finally, management should have easy access — for reporting, transactional, and other purposes — to information concerning currently effective contracts and the contents of those contracts.

    The first step is to identify, within the organization, where and by whom contractual commitments are made, and then to develop appropriate controls. In a typical organization, for example, the purchasing department may issue purchase orders or accept quotes from vendors. Sales personnel may accept purchase orders or otherwise enter into contracts to sell, lease, or license the company’s products and services, and may enter into contracts to sell through various distribution channels.

    The human resources department may enter into agreements with employees. Throughout the company, managers may be asked by third parties to sign, or ask others to sign, nondisclosure agreements for various purposes.
    Effective controls include:

    • Identifying those significant contracts that must be reviewed and approved by persons familiar with important company policies. This may include legal review of contracts presented to the company, which may create special risk;
    • Making sure that those managers in each department, who sign off on contracts, are familiar with the company’s policies affecting contractual matters and watch for inappropriate risks;
    • Limiting signature authority to certain officers;
    • Developing standard forms to use for routine agreements (for example, sale agreements, quotes, purchase orders) that contain terms that are friendly to the organization;
    • Developing an approach to identify contract issues that need special attention, and a process to quickly resolve those issues. This is probably one of the most difficult parts of the management process because it usually requires prompt response by various team members, including legal advisors, and a constructive approach to getting to a final agreement, in order to avoid a slowdown in operations; and
    • Finally, effective contract management includes keeping readily accessible records of all the organization’s contracts, and implementing a system to monitor key contract dates and other features. These dates may include deadlines to exercise options such as extension or renewal options, options for price increases, or reminders to begin renegotiations for new contracts (e.g., real estate leases) where significant work is required in advance of the contract expiration date.

    What follows are some common types of contracts, and areas of concern where a company should be careful in managing such contracts:

    Nondisclosure Agreements

    Most organizations have trade secrets and other sensitive information to protect, whether it consists of customer details, formulae, pricing information, designs, or other intellectual property. It is important, especially in order to preserve the trade secret status of such information, for an organization to have a form of nondisclosure agreement that can be used with vendors, business partners, employees, and others who would be given access to such information.

    The company’s attorney can help develop an appropriate form. If a company manager is presented with a nondisclosure agreement from a third party with whom the company does business, the manager should be sensitive to avoid signing any agreement that is overly broad in identifying what information must be restricted or that contains non-competition, non-solicitation, or other restrictions that are excessive, inappropriate, or irrelevant to the purpose of the nondisclosure agreement.

    Agreements with Employees

    Many organizations enter into employment agreements with key management and sales personnel, not only to avoid misunderstandings about duties, compensation, benefits, and other terms of employment, but also to protect against misuse of important company information to which the employee would have access, or to ensure that the company gets the benefit of any intellectual property developed by the employee.

    Agreements with employees to consider in this regard include, where appropriate, agreements:

    • not to disclose or misuse company confidential or proprietary information, or such information received from others with whom the company does business;
    • not to solicit a company’s customers or employees, or not to compete; and
    • to assign to the company any intellectual property created during the course of employment.

    Under Massachusetts law, covenants not to compete are recognized to the extent they are necessary to protect legitimate company interests such as trade secrets. If an employee in Massachusetts has a covenant not to compete, it is important to consider executing a new non-competition agreement if the employee is promoted or changes job functions.

    Note that the laws of other states, regarding covenants not to compete, are not always the same as in Massachusetts. In some states, noncompetition agreements with employees are unenforceable, or are enforceable only under certain conditions that need to be considered in preparing the agreement. Therefore, it is worth checking the status of the applicable laws for employees outside of Massachusetts.

    Agreements for the Sale and Purchase of Products and Services

    These agreements frequently arise from an exchange of preprinted forms such as requests for quotation, quotations, purchase orders and acknowledgments of purchase orders. These forms may be exchanged when an organization sells, leases, or licenses its products and services, or when it purchases products or services from vendors.

    The documents that are exchanged often are not signed, contain conflicting terms between the seller’s document and the purchaser’s document, or are not reviewed by the receiving party before the contract is performed.

    Under the Uniform Commercial Code provisions that have been enacted in Massachusetts and in other states, a contract for the sale or purchase of products can arise even if the forms exchanged by the parties differ from one another. What terms becomes part of the contract depends on timing and the language of the parties’ respective forms. Problems can arise, for example, when goods or services are not timely delivered, are defective, or cause injury or damage.

    This is an area where an organization can be proactive and develop the most advantageous forms, and impose process controls, to ensure that its terms become part of the final contract. In significant situations, it may be better to have a master sale agreement, signed by both parties, that applies to all sales to an important customer, or purchases from an important vendor, over a particular term. Such an agreement would address price, delivery, volume commitment, warranty, liability limitation, intellectual property, and other sale issues.

    Warranties

    Well-drawn warranties, and related limitations on a seller’s obligations for claims relating to defective products and services, will help control the company’s exposure to potentially unlimited consequences from the sale of its products or services.

    The matters that must be included in a warranty, those persons who have the benefit of the warranty, and the extent to which a seller can limit its liabilities are largely addressed by various state and federal laws. In particular, these include the Uniform Commercial Code provisions in effect in Massachusetts and other states, and the Federal Magnuson-Moss Warranty Act, which governs the contents of consumer product warranties.

    Product Distribution

    Companies that contract to use distribution and sales networks may have several sales representative and distributor agreements in place, some of which may offer exclusivity arrangements to representatives or distributors. Any exclusivity commitments should be well-defined and consistent with the company’s plans to sell its products or services directly or through all sales channels. There are also limits imposed by the antitrust and other laws that affect permissible arrangements that can be made relating to exclusivity and pricing.

    Many states, including Massachusetts, also have statutes that address agreements with sales representatives and their termination. Many countries outside of the U.S. have strict dealer protection laws that make it more difficult or expensive to terminate a dealer or distributor than might be the case in the U.S., even if the contract provides otherwise. Experienced business counsel can advise about the applicable limitations in any particular situation.

    Conclusion

    In conclusion, an effective contract administration program will minimize the risk of expensive and inadvertent contractual commitments. Such a program can ensure that a company’s policies and best interests are consistently reflected in its contractual positions, and that unusual risks are considered and addressed before a contract is signed.

    David Parke is a partner with the law firm of Bulkley, Richardson and Gelinas, LLP, specializing in business and corporate matters; (413) 781-2820.

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    Estate Planning Considerations for the Baby Boomer/Sandwich Generation

    Sociologists and the media define the Baby Boom generation as those born in the United States between 1946 and 1964. Approximately 76 million people were born during this timeframe and grew up during one of the most prosperous and sustained economic-growth periods in this country’s history. This generation has enjoyed a considerably higher standard of living than any previous one.

     Of them, an estimated 16 million find themselves sandwiched between two generations, struggling to raise their children while caring for an aging loved one. These Americans are commonly referred to as the ‘sandwich generation,’ and they are especially stressed over the combination of caring for aging parents, raising their children, and planning for their own retirement.

     At roughly 28%, Baby Boomers represent a disproportionately large segment of the U.S. population. They require careful estate-planning considerations due to the wealth they have accumulated. Additional consideration must be given to the wealth they will or have inherited from their parents and the long-term care required by both themselves and their parents.

     Charles Sabatino, the assistant director of the American Bar Association’s Commission on Legal Problems of the Elderly, has noted that Baby Boomers display three generational characteristics.

    1. They tend to be better educated, more insistent on doing things their own way, less trusting of traditional authority, and demanding of more convenience and service;
    2. Their estates are more complicated, diverse, and geographically far-flung due to the growth in investment products and increased job mobility; and
    3. They will likely experience more career changes, more marriages, more non-traditional family affinities, and a more fluid mixing of educational, retirement, and work cycles.

     Therefore, it is imperative that Baby Boomers review their estate-planning documents frequently and at every life change and stage. This includes birth of grandchildren, marriage, and divorce of children and other circumstances like a child with a substance abuse habit or a pattern of irresponsible spending, etc.

     One of the most pressing concerns that face Baby Boomers, and especially the sandwich generation, is the financing of long-term care for themselves and their parents.

    Many Baby Boomers have witnessed someone close to them go through a nursing home care stay and its drain on their savings. Baby Boomers are increasingly taking steps to preserve their assets and prevent becoming a burden on their own children. The available options include private payment, Medicare, Medicaid, and long-term care insurance.

    • Private payment is generally the first line of defense for health care expenses. Most people only become acutely aware of how expensive health care services are when they start paying for them out of their own checkbook. In Massachusetts, the monthly cost of nursing home care is approximately $7,700. This expense alone can quickly evaporate a lifetime of savings and significantly limit the amount passed to designated heirs.
    • Medicare is the federal government-run health insurance program for those over age 65. It provides coverage for hospital and doctor expenses and covers health care and hospice service when ordered by a doctor. It pays for short-term skilled nursing, such as recovery after a hospital stay or surgery. However, Medicare does not cover all medical expenses or most long-term care.
    • Medicaid is a federal/state program designed to provide health care to the medically and financially needy. The key eligibility requirement is that you must have very limited financial resources and income. Medicaid benefits are not available until the countable assets of a married couple are less than $103,640, or less than $2,000 for singles.

     Medicaid planning or asset-preservation planning can be accomplished by properly transferring assets in accordance with complicated Medicaid laws, which include a specific look-back period on all assets and income.

     Upon the enactment of The Deficit Reduction Act of 2005, Medicaid increased the look-back period for asset transfers and financial information prior to the date of application for Medicaid benefits from three years to five years. This is the time period during which a person may not transfer assets and still be eligible for Medicaid.

     Under the new law, the penalty period for gifts made within the five-year look-back period will not apply until the date on which the applicant is otherwise ineligible for Medicaid benefits, which is often the time when the applicant enters a nursing home. An applicant who has transferred any asset for less than fair market value, i.e. a gift, will be disqualified from receiving Medicaid benefits for a period of months equal to the sum of the amount of the transfer divided by the average monthly cost of nursing home care, approximately $7,700.

     Unlike Medicare, which everyone over age 65 receives, Medicaid requires an application for benefits.

     Long-term care insurance is a better means to plan for a nursing home stay. This can provide the financial resources for skilled nursing care or the means to stay at home when illness leaves an individual debilitated. It will also pay a daily benefit toward the cost of long-term care. A person must be insurable in order to be eligible to purchase long-term care insurance. This is dependent upon the absence of certain medical conditions.

     Every Baby Boomer, regardless of his or her financial status, should have a customized estate plan. At the very least, their estate plan should include a will, durable power of attorney, and a health care proxy. Revocable trusts should also be explored to keep assets out of probate and to offer significant estate tax relief. In the event that a financial plan includes life insurance, one may also wish to explore an irrevocable life insurance trust, which helps protect life insurance assets from estate tax.

    When it comes to the topic of inheritances, many Baby Boomers say that money is not everything. On the contrary, many of them say their parents’ personal items are often as or more important to them than the oft-publicized trillions of dollars Boomers are anticipated to inherit.

    To address this, a memorandum may be executed in conjunction with your parents’ or your own will. This is a list of personal property, and it can provide for the property’s distribution among your family members or other individuals. Although this document does not create a legal or equitable obligation, as it is not offered for probate as part of your parents’ will, it does express their intent. Since desires regarding the transition of personal keepsakes are often not communicated to heirs, a memorandum can hopefully eliminate disputes between heirs regarding intent as to who should inherit these personal items.

    Those within the sandwich generation must also concern themselves with the disposition of their parents’ financial matters; however, discussing personal finances is taboo in many families. Perhaps another approach could be to ask your aging parents how they hope to live out the rest of their lives, their dreams and goals, and their worries and concerns prior to discussing more sensitive issues like money, estate planning, and their health and welfare.

    If you are unable to get through to your aging parents, you may suggest that they talk to their legal or financial advisor about their future. Planning to preserve your aging parents’ hard-earned accumulated assets for the sake of your children and future generations is not improper. Estate planning not only preserves wealth for succeeding generations, it also gives your aging parent satisfaction and peace of mind.

    It is also a good idea to work with your parents to prepare a record of essential financial, legal, and medical information. Specifically, you want to include information regarding bank accounts, investment holdings, insurance policy numbers, company names, estate planning documents, and professional financial advisors.

    Additional concerns of the sandwich generation include funding college savings, contributing to a son or daughter’s wedding or other life expenses, and paying for nursing home care for an elderly parent, all the while saving for retirement. You may wish to research a 529 Plan for your children or grandchildren. This is an education savings plan operated by a state or educational institution and designed to help families set aside funds for future college costs. As long as the plan satisfies a few basic requirements, you will enjoy special tax benefits.

    America’s population is aging, and the Baby Boomers and the sandwich generation have unique characteristics that will require specialized estate planning even if their estates seem straightforward. By planning ahead, they can protect their assets and assist their aging parents in accomplishing the same. Due to the ever-changing and intricate laws and requirements regarding estate planning, experienced estate attorneys are the best resource for determining how to effectively preserve your family’s resources.

    Todd C. Ratner is an estate planning, business, and real estate attorney with the Springfield law firm Bacon & Wilson, P.C.; (413) 781-0560;[email protected]

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    Nonprofits Learn How to Make Their Case to Boston

    As David Magnani stood before about 200 key players within Western Mass. nonprofit organizations, he had one overriding message: legislators, believe it or not, are human.

    “The first lesson is that legislators are people,” said Magnani, a former state lawmaker and now executive director of the Mass. Nonprofit Network, which builds awareness of the Commonwealth’s nonprofit sector. “They have lives. They have likes, dislikes, relatives, friends, hobbies — or they used to have hobbies.

    “And because they’re human beings, they have passions about issues they care deeply about,” he added. “If they didn’t, they wouldn’t be in office. And if you know what they care deeply about, you’re one step ahead.”

    That was one of many messages delivered by Magnani and a handful of panelists from the legislative and nonprofit arenas at the third Hot Topics in Philanthropy Breakfast staged late last month at Bay Path College. “Making Your Case within the Political Landscape” was the topic of this particular roundtable, and Magnani, the keynote speaker, stressed the need for nonprofits not only to build relationships with lawmakers, but to involve their constituents in grass-roots appeals if they want access to state funds.

    “The role of nonprofits is to affect public policy,” he said. “Anyone who thinks that all they have to do is provide services is missing the boat. Every citizen, particularly in the nonprofit sector, should have as part of their job description ‘political organizer.’ And if you’re not getting paid for it, it should still be part of your job description. It’s essential to the ability to shift the conversation.”

    Even then, said Magnani, lawmakers often get bogged down in day-to-day business — not to mention campaigning, fundraising, keeping up on the activities of town councils and boards of education, and trying to have a home life. As a result, they often fail to immediately see the value in looking at a problem — and allocating resources to address it — in a different way than they have in the past.

    “The system is not designed for change,” he said. “No system pays revolutionaries to change it. The system is designed for inertia. You can overcome that through persistence and focus and consistency. You won’t get it all in one day. It takes time, but if you’re in it for the long haul, you’ll be successful.”

    Passion and Ego

    State Sen. Gale Candaras (D-1st District) told the breakfast attendees that, while most nonprofits would love their own recurring line item in the state budget, most would be happy with in earmark carved out of an agency’s budget, directing a certain amount of money their way. She said the House has largely opposed earmarks in the past, but argued they serve a purpose, particularly in this region.

    “They wanted the heads of the agencies to have absolute discretion over how money was spent in Western Mass.,” she said, “but an agency head doesn’t always understand our needs. We’ve insisted on earmarking and substituting our judgment for that of an agency head.”

    But before a legislator can take up for an issue in Boston, he or she must be convinced of that issue’s importance. “As a legislator, I had 75 great causes coming down the pike, so you have to stand out among all the other good causes,” Magnani said.

    The key, he told those assembled, is building relationships, not just asking for money. And to that end, the best time to bring an idea to a lawmaker is at his or her own fundraiser.

    “You start by offering something, not asking for something,” he explained. “For example, ‘hi, Senator. I heard your son is the captain of the football team. Congratulations, you must be proud. Here’s $25.’ You’ve built a relationship in 30 seconds. When you talk about lobbying, it’s about relationships, not just about data.”

    Magnani cautioned, however, not to ask for the moon, since all legislators face budget limitations. “You don’t get everything you want. Democracy was designed for something we consider a dirty word: compromise. When you’re writing legislation, only one person is going to agree with every word, and that’s the person who wrote it. The other people in the State House have to compromise.”

    If a nonprofit doesn’t get everything it wants, he said, it’s still important to thank lawmakers for what it did get. And even that might involve some public ego-stroking, he explained, noting that the best way to thank a congressperson isn’t with a note or personal greeting, but with a letter to the editor of a local newspaper. “If someone has to run for re-election and you think he did a good job, let people know about it.”

    Another key factor in working into a lawmaker’s good graces is through his staff, particularly his chief of staff.

    “I’m the puppet, the one that’s run out in public,” Magnani said. “The chief of staff runs the place and pays attention to all the legislation. And the chief of staff listens to her staff, so if you get to them, you get to the chief of staff.”

    Legislators have egos, and some of them are oversized, said Ronald Cretaro, executive director of the Conn. Assoc. of Nonprofits, which supports the work of nonprofit work to benefit Connecticut communities. “But some legislators are humble; they do care about the issues. Most are there because they want to make a difference and do good.”

    He agreed with Magnani that it’s important to engage lawmakers on a personal level. Whether it’s giving them an award, asking them to present an award, or asking them to speak at an issues forum for five minutes, the important thing is creating valuable face time.

    “Invite them to your organization. Tell your story over and over again,” said Cretaro. “Successful marketing involves getting a message out as many as seven or eight times. Sometimes we think legislators get our message, but we need to find new ways to share it.

    “Your first contact should not be asking for something, but just finding a way to be with them, engage them, and help them become familiar with the work you do,” he continued. “Instead of saying, ‘this is what we do; can you find us some additional money?’ say, ‘this is what we do to help the community, and we’d like to be a resource for you.’’

    With One Voice

    Even purveyors of a worthy cause have to deal with some stiff competition, said Candaras, which has been exacerbated by a recent proliferation of nonprofit groups — and, often, a resulting redundancy in services.

    “When legislators are confronted with three or four nonprofits who want to do the same thing, the natural response is, ‘get together, form a coalition, and speak to us with one voice,’” she said. “And you need to tell us how many people you’re going to serve.”

    She used as an example the state’s support of Square One, formerly Springfield Day Nursery, which provides early education and care to more than 1,000 infants and preschoolers each day. “We are listening to you, but we need strong voices, especially in Western Mass. Legislators aren’t going to ignore an organization serving 1,100 children in their district.”

    However, she and the other panelists also kept returning to the concept of grassroots advocacy — in other words, the involvement of an organization’s clients, not just its leadership, in promoting a cause. And that takes organization.
    “It matters deeply that we provide services, and it matters even more deeply how we provide those services,” said Carolyn Ford, executive director of the Human Service Forum, which advocates for human-services organizations in the Pioneer Valley. “And we think constituents and clients of the organization can make this easier. An engaged and invested constituency involved in governance and legal advocacy lends credibility to our efforts to get funds for the organization.”

    That may involve letter- and postcard-writing campaigns, hosting legislative receptions and events, staying informed about relevant bills in the State House, and forming coalitions between like-minded groups, she explained.

    “We all get caught up in the day-to-day running of nonprofits, and out constituents get caught up in the daily issue of surviving,” Ford admitted. “But it’s important for us to become the educating force behind these issues. Having a targeted message is essential, and so is building relationships across issues, looking also to faith-based organizations and the business community.”

    As a case in point, Ford cited the unlikely coalition that has formed between environmental groups and sportsmen — particularly hunting and fishing enthusiasts — in promoting conservation and protection of land and natural resources.

    Michael Weekes, president and CEO of the Mass. Council of Human Service Providers, said nonprofits need to begin a national dialogue about the needs they represent in society, noting that even though there are 1.9 million such organizations in America, employing 14 million people and putting 80 million more volunteers to work each day, he has yet to hear the word ‘nonprofit’ uttered at any of the many presidential debates.

    “Martin Luther King Jr., our greatest community organizer, said it’s our task to discover how to organize our strength into compelling power. We need to talk about what we do in this nation,” he said, adding that some people still confuse restrictions on political speech with the ability to advocate for a cause.

    “It’s legal to advocate — there are rules, but you can speak on behalf of bills,” Weekes said. “When talking to your legislator about issues, give them information in a way they can understand. And don’t underestimate grassroots lobbying. If you’re not there lobbying for your issues, then other people are lobbying against your issues, taking money away from you.”

    Joseph Bednar can be reached at[email protected]

    Sections Supplements
    Harold Grinspoon Makes Philanthropy His Business

    Harold Grinspoon

    Harold Grinspoon stands near a favorite painting in his West Springfield office.

    Harold Grinspoon has worked virtually his whole life, first making money, and now, giving it away. When he’s not working on one of his many philanthropic endeavors, Grinspoon loves the outdoors and a good hike through the mountains. Wherever he may roam, however, charity is never far from his mind.

    Harold Grinspoon is an avid hiker, who loves the peaks of Colorado as much as he does the hills of the Berkshires.

    He made his fortune as a real estate entrepreneur, founding Aspen Square Management 45 years ago and watching the company bloom into a nationally recognized housing group managing more than 15,000 properties across the country.

    hat success undoubtedly afforded him the time and resources to enjoy one of his favorite pastimes as frequently as he’d like. But ‘retirement’ does not do much to describe his post-career activities.

    While Grinspoon can often be found taking day trips in Aspen, walking some of his favorite trails, and having long talks over lunch with trusted friends, more often he’s in his office in West Springfield, from which he continues to envision and manage initiatives for his new passion of philanthropy in many forms.

    In 1993, Grinspoon established two foundations: the Harold Grinspoon Foundation, focused on enhancing and improving Jewish life and culture, and the Harold Grinspoon Charitable Foundation, which raises funds and awareness for a number of educational and entrepreneurial activities in the region, and most recently has turned its collective attentions to energy conservation.

    Collectively, the organizations have operating budgets of about $17 million, and have funded countless projects ranging from assistance for Jewish overnight camps (viewed as one of the best ways to keep young people “in the fold,” as Grinspoon says) to regional health and wellness grants for research, activism, patient care, and more.

    In addition, Grinspoon and his wife, Diane Troderman, also a philanthropist, are founding partners in the Partnership for Excellence in Jewish Education (PEJE) and serve together on the board of governors of Hillel: the Foundation for Jewish Campus Life, and are trustees of the Washington Institute, in addition to several other affiliations with charitable groups of all kinds.

    In a wide-ranging interview, Grinspoon talked with BusinessWest about some of the reasons why he decided to put so much of his energies in charitable work, why philanthropy is important to the region and the world as a whole, and what issues he’ll be tackling next.

    What life experiences led to your active involvement in philanthropy?

    “In 1958, I bought my first two-family house on Springfield Street in Agawam. As I worked my way up in real estate, I developed a great sense of appreciation for the average blue-collar worker and feel a real responsibility to give back to society. America is a great country, and has been very good to me. It has given me the opportunity to make something of myself, and to succeed beyond my wildest dreams. I feel it is my duty to give back to both my country and to my people, who have helped make me who I am. I always knew, if I made it, I was going to give it away. I didn’t want to spend the entirety of my life making money. I also had cancer once, and that could have been it — I could have been gone. When I came out of it, I realized that in my younger years, I was very serious. Philanthropy has, in many respects, set me free.”

    Some people with the means to enter into philanthropic work choose not to. Why did you?

    “People with wealth have options, one of which is social responsibility to give back. I put a lot of energy into making my fortune. When you’re an entrepreneur, you pride yourself on what you do, and make, and on being a creative thinker. However, the end result is that you make money. It seems right to devote no less thought and energy in how to spend the money I give away.”

    Do you have any mentors or role models in this vein? Is your family equally involved?

    “My wife has partnered with me on many projects and has been extremely involved philanthropically. She helped me understand that I had all this wealth, and needed to set up a model to give it away. I essentially hired her to do that for me.”

    What types of broad issues do you and your wife feel are important to fund and call attention to, and why?

    “I have taken an active part in promoting education through a variety of our foundation’s programs, as well as fostering entrepreneurship among young people and encouraging energy conservation. I set up two foundations: the Harold Grinspoon Foundation, focused on enhancing the vitality of Jewish life locally, nationally, and in Israel; and the Harold Grinspoon Charitable Foundation, which focuses mostly on strengthening the local community through programs to encourage education, promote entrepreneurship, and increase home energy conservation — that is our newest initiative.”

    What is the energy conservation initiative, and how does it fit into the Grinspoon Foundations’ charitable work?

    “The program is called ‘ener-G-save.’ It helps people save money on their heating bills by encouraging them to make use of free audit services from their utility companies, and the rebates they are entitled to. The state will give up to $1,500 in grants to homeowners for energy upgrades, but this is a program few people are aware of. It’s unmarketed because there are no funds to market it. So, we have just launched a marketing campaign to educate homeowners about the resources easily available to them.

    “Most people, for example, don’t know that if the free audit shows that insulating their attic is needed, they are entitled to a rebate of 50% of the cost, up to $1,500, from their utility company. If they let us know that they have insulated their attic and send us the paid receipt, we will send them an award of $50 for insulating their attic, conserving energy, and encouraging others to do so, too. “

    Why did you get involved in this new line of work?

    “I got involved in this because it is clear to me that we have to get proactive in doing something not only about global warming, but also about wasting energy. So we launched this easy-to-do, very cost-effective campaign that is a win-win for homeowners and the environment. We would really like to get more partners involved in this philanthropically. There are lots of ways to strengthen and expand a program like this if people in the business community wanted to take it up.”

    Are there any other programs of the Grinspoon Foundations that you’re particularly proud of, or active in today?

    “There are so many of them! We are very proud of our participation in the Dolly Parton Imagination Library program. This is a program to encourage literacy among inner-city kids. We have supported the program, which sends a book every month to preschool kids in Springfield, at the cost of about $30 per child per year. Some 3,000 kids in Springfield have participated in the program for the five years that we have been funding it in the Springfield area, and we’d love it if other funders would join us, since there are a lot more children who could use the books and learn to love reading.

    “Actually, we liked the program so much that we have adapted it for the Jewish world, where it is used not to focus on literacy in the sense of reading, but more on cultural literacy. That program, The PJ Library, sends books and CDs every month to Jewish families with young children so they can learn about Jewish traditions and customs from an early age. We provide more than 16,000 books per month in more than 55 Jewish communities throughout the country.

    “I’m also proud of our Pioneer Valley Excellence in Teaching Awards Program, which honors more than 150 outstanding teachers a year in our region. It’s very exciting. Teachers are so underappreciated, and so important, and we wanted to acknowledge the ones who are doing a great job. MassMutual and the [Irene E. and George A.] Davis Foundation are our main funding partners, with about a dozen others also involved.

    “And, I also love our entrepreneurship program; now, there are 13 local colleges and universities involved and encouraging young people to become entrepreneurs. Awards are given to students that excel in the program.

    “Two additional programs that have been very inspirational to me are a program offered in Cambodia, where 200 children are part of an educational opportunity that would otherwise not be available to them, and a project led by my wife Diane, which includes a $200,000 donation to an African community experiencing extreme poverty.

    How has philanthropy affected your own life, both personally and professionally?

    “My life has been enormously enriched by both helping and meeting fascinating people all over the world through my philanthropy. As we speak, there are 40 people on our team strategizing and planning our future, and by following our mission and vision, we will continue to grow and make a difference in our community and beyond.

    “And every summer, I invite a network of friends to a summit in Aspen to hike, bike, and have fun while trying to inspire them to become philanthropic. The idea is that we go off and do some nice hiking, and we get to be free spirits out there, enjoying each other and the wilderness. Many ideas have been a direct result from these walks.”

    Jaclyn C. Stevenson can be reached at[email protected]

    Sections Supplements
    Enterprise and Early Education Intersect Through a Unique Pooling of Efforts
    Helen Shea, Chris Sikes, and Joni Beck Brewer

    Helen Shea, Chris Sikes, and Joni Beck Brewer say the collaborative training program for family child care providers addresses the needs of a robust economic cell in Western Mass.

    Chris Sikes, executive director of the Western Mass. Enterprise Fund (WMEF), says that when it comes to micro-enterprise, focusing on one sector at a time is the best way to provide assistance and measure success.

    “Power is found by going industry to industry,” he said, noting that restaurants, animal care enterprises, and health, wellness, and beauty ventures are among the clusters of activity the WMEF hopes to work with in the future.

    Today, though, the WMEF is focusing in particular on one rather small but significant facet of the region’s economic landscape: child care.

    “There is no micro-entrepreneurial sector in Western Mass. right now that is seeing more activity than child care,” said Sikes, noting that this reality, and the importance of early education to the region’s economic stability, are two reasons why the WMEF has entered into a new, multi-partner agreement to take the softest voices in the child care market and make them heard.

    “I’ve wanted to do this for a long time,” he said.

    The WMEF is a nonprofit entity that provides access to resources such as grants, training opportunities, scholarships, loans, tax credits, and gap financing in concert with area banks to new and small business ventures. In October of 2005, the group entered into a partnership with Square One, formerly Springfield Day Nursery, to assist family child care providers — those that offer child care out of their homes — acquire new business loans and acumen.

    That program has recently received a new infusion of funds thanks to a grant made by the Irene E. and George A. Davis Foundation, a private philanthropic body based in Springfield that typically awards grants to culturally and educationally relevant causes. As such, the program will be expanding to assist a larger number of family child-care providers across Western Mass. this year.

    Square One already offers a variety of services to family child care providers (FCCs) who are licensed by the Commonwealth, but according to Joni Beck Brewer, vice president of Family Services for the network of early education centers, the entrepreneurial nature of this new partnership is a welcome departure.

    “It’s a great partnership for us because we know human services and education, but the WMEF’s business expertise adds a lot,” she said. “It also goes hand in hand with the changes we’re seeing in the family child care world; there’s a strong move toward fostering more educational activities for the children, and to do that, providers need to see themselves as educators and business owners.”

    Sikes said the partnership stemmed from a meeting between his organization, Square One, and the Preschool Enrichment Team (PET), a nonprofit training organization based in Springfield that develops training courses and curricula for day care providers. He added that the WMEF had long hoped to develop and offer new resources for the FCC sector, because while it’s one of the more robust cells of business activity in Western Mass., it’s also one of the most overlooked.

    “We wanted to develop a business program, because these are not babysitters. These are professionals, who are often unaware of that fact themselves.”

    In Its Infancy…

    In order to provide assistance to the greatest amount of FCCs in the Greater Springfield area, Sikes said the WMEF needed to identify an existing network of providers, and did so through Square One.

    The pilot program, launched in 2005, included three components, the first of which was the training provided through PET, for which the WMEF paid for out-of-pocket, Sikes said.

    “These were basic business courses tailored for the issues that face the family day care provider,” he explained. “Marketing, bookkeeping, policies and procedures, and tax issues were all covered, but in a targeted way, in order to ensure these business owners got the support they need.”

    In addition, the WMEF provided one-time business loans to participants ranging from $500 to $2,000, depending on an FCC’s needs. The loans served to, as Sikes said, allow FCCs to “build to a place at which they can become more business-oriented.”

    “The goal wasn’t so much to make business loans as it was to get family care providers thinking of themselves as businesses,” he said, noting, however, that the loans were reported to the major credit bureaus, thus improving each recipient’s personal credit score as they paid the loans back. Throughout the course of the pilot program, Sikes said, only one payment came in late.

    “That’s a huge show of success, especially since some of these participants are high credit risks,” he said.

    The third aspect has become a pivotal piece of the project as it matures; however, Sikes said it was one that, at first, was unexpected.

    “The final, unforeseen benefit of that program was that the providers got a chance to network amongst themselves,” he concluded. “The importance of the peer networking component was evident right away. Family child care providers are often isolated, and never get the chance to compare notes with others. Through meeting each other regularly at training sessions, they were able to discuss common issues, and draw from each others’ strengths.”

    Granting Wishes

    Helen Shea, family child care coordinator at Square One, said the state requires that small business training be made available to FCCs, but due to a lack of funding, Square One’s role in providing this assistance has long been smaller than the early-childhood provider would have liked.

    “We were trying to get by on teaching policies and procedures,” she said. “State funding has truly been inadequate.”

    She added that a lack of support and funding is also a reality for FCCs, who receive approximately $25 per child in reimbursement for providing child care services.

    “That’s barely enough to make ends meet,” said Shea. “It’s very difficult for them — there’s no room for error.”

    Due in part to these pressures, Shea said interest in the pilot training and loan program was high enough to necessitate a lottery draw for participants, and that bodes well for the future of the initiative.

    What’s even better, however, is the $45,000 grant the WMEF has just received to prolong and expand the FCC assistance program. Awarded by the Davis Foundation, the grant will allow the partnership to serve providers in Holyoke as well as Greater Springfield, and to enter into a third collaboration with the Valley Opportunity Council (VOC) based in Holyoke to offer a greater number of training opportunities for eligible FCCs in Holyoke, Chicopee, Springfield, Westfield, Agawam, West Springfield, and South Hadley.

    The next generation of the program will offer training from PET, peer support from Square One, and a similar set of loans from the WMEF, as well as a new set of business and child care courses provided by the VOC. Sikes said the WMEF is also exploring the possibility of identifying, or even inventing, a health care insurance program to collectively serve FCCs that participate in the program.

    “The way these things go is the private money comes in first, and that’s when we get a chance to be innovative and prove that a program works,” he explained. “Then, the public money follows, and that’s about where we are now.”

    But it’s a position that includes a modicum of power, that this partnership is working to leverage.

    “This is something we’d like to see funded permanently,” said Sikes, “and we have some positive, loud voices helping us get there.”

    Jaclyn Stevenson can be reached at[email protected]

    Sections Supplements
    Bay Path Student Earns National Recognition for Her Pitching Prowess
    Aubrey Malanowski

    Bay Path College senior Aubrey Malanowski is currently ranked fifth in the nation among collegiate elevator pitch competitors.

    According to many a poll, public speaking prompts more fear in people than death, heights, or spiders.

    Aubrey Malanowski, a senior at Bay Path College in Longmeadow majoring in marketing, is well-acquainted with that assertion, though she can’t necessarily relate. Public speaking, she says, has always come easily to her, and she’s recently found how many windows of opportunity that skill can open.

    Malanowski recently ranked among the top five students in the nation, both graduate and undergraduate, at the Collegiate Entrepreneurs’ Organization (CEO) National Elevator Pitch competition in Chicago.

    It’s a high-level challenge that charges participants with delivering a 90-second pitch for a business concept. (The name refers to the typical amount of time one would have in an elevator with a potential, if not theoretical, investor).

    No props, note cards, or written speeches can be used, so faith in one’s abilities and the idea they’re presenting are key to such contests. Malanowski said she first heard of the elevator pitch competition through her affiliation with Bay Path’s CEO chapter (she’s the founder and president) and through the business-oriented honor society Phi Beta Lambda (she’s its secretary), and felt she had the right combination of confidence and drive.

    “I love public speaking, and I had an idea,” she said.

    And that’s where it all started.

    Health and Beauty

    In fact, Malanowski’s original idea for a less-than-two-minute pitch was more than just a notion — it’s an existing business she founded as a student, and continues to pursue. A licensed esthetician, Malanowski devised a business plan for a company called Beginning Beauty, which, largely by organizing parties at homes and community organizations, targets ‘tween’ girls (roughly ages 8 through 12) and teaches appropriate, sanitary makeup application and care.

    That venture has received positive feedback from many constituencies, including mothers who struggle with teaching their adolescent daughters how to look and act their age as they mature. But as she researched the art of the elevator pitch, Malanowski decided she needed another idea, one that was perhaps more hard-hitting and far-reaching, to truly dazzle an audience.

    She drew again from her own experiences, this time focusing on her year behind a desk in a doctor’s office, and the copious paperwork she was constantly asking patients to complete.

    “Standard paperwork can be really repetitive, especially for the elderly,” she explained. “The only way most doctors’ offices can record changes to insurance, medications, and other basic information is by having a patient fill the same forms out again and again, each time they come in.

    “It’s a faulty system in my eyes,” she added. “I figured there must be a better way.”

    Thus, Malanowski’s first pitch began to form. Starting with the problem of repetitive paperwork and the trend in many offices today toward going paperless, she presented the idea for the “MedLink,” a portable USB device that would contain a patient’s basic personal information (barring anything sensitive that could violate HIPAA regulations). The idea is that patients could then bring their MedLink with them to a physician’s office, where that information could be uploaded into a computer, saving both time and resources.

    Rising to the Top

    Malanowski first presented her pitch at Bay Path College at a competition for the college’s undergraduate and graduate students. After placing first in that contest, she won a place in the 2007 Harold Grinspoon Elevator Pitch Competition, a regional event that draws contestants from 13 of the area’s colleges and universities, and is judged by a panel of presidents and vice presidents from a number of the region’s financial institutions.

    Malanowski said she had her work cut out for her that evening. Not only was she presenting a pitch along with several other undergraduate and graduate students, she was also staffing her own tabletop display at the event, featuring her business, Beginning Beauty.

    “It was a little daunting to say the least,” she said, adding, however, that she was so busy, she had little time to be nervous. “I had practiced, and that night, I kept walking up to my mom as though she was a stranger, and pitching the idea to her.”

    Her dry runs paid off.

    Malanowski won the Grinspoon competition, earning her $1,000, and also won a spirit award in recognition of Beginning Beauty the same night, an award that came with an additional $500 prize.

    “When I gave my pitch, I felt amazing about it,” she said, “but coming in first place was still pretty awesome. I had attended Holyoke Community College prior to coming to Bay Path, so when I walked to the podium I had not one, but two colleges cheering me on.”

    Her Kind of Town

    Soon though, it was time for the entire region to cheer on Malanowski at the national elevator pitch competition in Chicago. Her participation wasn’t guaranteed by her regional win; she had to apply online and survive two major cuts — the first narrowing the pool of applicants to 120, and the second cutting that number in half — before moving on to the competitive level.

    But Malanowski was among the final 60 contestants, and began fundraising to finance her trip by sending letters asking for support to various individuals and organizations in the community.

    Last November, Malanowski found herself in a Chicago hotel room, pacing and pitching to prepare for three rounds of grueling competition.

    “There were 15 of us in each room, presenting to separate panels of judges,” she explained, “so I had no way of knowing how well everyone else was doing.”

    Still, she made it through round one of the national competition, which eliminated 48 people. Then, in the semifinals, the pool was reduced to six contestants, and Malanowski advanced to the final round. This time, the pitches weren’t made to a small panel of judges, but to a full audience in a grand ballroom.

    “There were in excess of 1,000 people in attendance,” she said, “and it wasn’t the same people who’d seen me doing great all day.”

    Malanowski said she stumbled over a word in the very last sentence, but in the end, she placed fifth in the nation, after competing at the college, regional, and national level, and it’s not a finish she laments by any means.

    “What are you going to do?” she said of her single flubbed line, with a slight shrug. “I view the entire process as a huge success.”

    Loud and Proud

    And Malanowski isn’t going to stop there. She said she’s been approached more than once by potential investors regarding the MedLink idea, and in addition to continuing to develop Beginning Beauty, she’s mulling plans for a second endeavor aimed at young girls — this one focused on the importance of public speaking.

    “Change occurs by women voicing their opinions,” she said. “That’s something I feel very strongly about, and now that I’ve had some success on my own in that area, it’s become a direction in which I can see myself heading.”

    There are other areas she’d like to explore, too, including the field of social entrepreneurship as a whole (ventures that are launched to address a social problem, such as educational gaps, economic distress, or gender biases) and green entrepreneurship — the practice of launching or assisting environmentally friendly initiatives.

    “Public speaking has opened so many doors for me, and is so useful in general,” she said. “Who knows where I’ll go?”

    Wherever she lands, though, it seems Malanowski won’t have any trouble telling people about it.

    Jaclyn Stevenson can be reached at[email protected]

    Sections Supplements
    PeoplesBank Puts Its Energies into Environmentally Friendly Business Ventures, Practices
    Xiaolei Hua, William Sullivan, Janice Mazzallo, Marian Poe-Heineman, and Doug Bowen

    Members of the ‘green’ team at PeoplesBank, from left, Xiaolei Hua, William Sullivan, Janice Mazzallo, Marian Poe-Heineman, and Doug Bowen.

    Doug Bowen didn’t actually use the term ‘green banking’ to describe the niche his institution is shaping in terms of environmentally friendly lending and internal business practices — but it essentially works for him.

    That’s perhaps the best way to categorize a multi-layered focus on the environment, helping to fund development of alternative energy sources, and broad conservation efforts at Holyoke-based PeoplesBank, a philosophy or “culture” (that’s the term Bowen, the bank’s president, and others used repeatedly) that is somewhat unique in this sector and manifests itself in a number of ways.

    These include efforts such as recently approved loans for smaller-scale wind power projects in the Bay State; an ongoing business relationship, or partnership, with the Holyoke Gas & Electric Department to develop and expand hydro-electric facilities; lending to develop several brownfield, or contaminated, sites in the region; and even initiatives within the bank to reduce energy consumption, curb the use of paper, and other steps that fall under the category of ‘going green.’

    “The traditional measures of a community bank are asset size, branches, footprint, and lending power,” said Bowen, noting that PeoplesBank is the largest such institution in the Pioneer Valley and thus leads in all those categories. “But we think it goes beyond that. We believe we have a responsibility to the region and its people to create a better place to live and a healthier place to live — and that’s part of our philosophy and our mission.”

    Over the past several years, the bank has developed working relationships with HG&E, for which it has provided funding to update hydroelectric equipment, and, more recently, with the Mass. Municipal Wholesale Electric Co. to develop a wind turbine project in the town of Princeton, just north of Worcester. These experiences and others have helped provide a level of expertise in this sector and both an understanding of the risks involved with such businesses and an appetite for accepting them.

    “We showed a willingness to be creative when these borrowers presented us with alternative types of requests for financing alternative forms of energy,” Bowen explained, noting that these additions to the portfolio, totaling roughly $20 million, have provided a comfort level of sorts for business ventures that some banks wouldn’t be nearly as willing to touch.

    This is especially true with regard to lending for development of brownfield sites, said William Sullivan, a vice president of commercial lending at PeoplesBank, who has roughly $16 million in such loans within his book of business. These are usually complex deals that involve several regulating agencies and often take months if not years to finalize, he said, noting that these factors and others make most lending institutions quite wary of such transactions.

    “But this is good business,” he told BusinessWest, noting quickly that there are many more doable projects across the Valley for those willing to assume the risks. “It’s good for the bank, it’s good for those trying to develop these sites, and it’s also good for the communities involved, which can take properties that have been dormant for years and put them back to productive use.”

    Meanwhile, inside PeoplesBank, ‘going green’ is becoming a growing force within the corporate culture, an attitude that starts at the top, with Bowen, who became president last summer, but now pervades the company.

    Evidence of this came several weeks ago, when the bank sent out a global E-mail seeking suggestions for how to reduce energy consumption and become more environmentally friendly.

    Xiaolei (pronounced ‘chalet’) Hua, bank-wide project manager, and coordinator of the ‘green’ response initiative, said comments and suggestions came quickly and from every department of the bank.

    “It was an overwhelming response,” he said, “one that shows that people understand the importance of making the business more environmentally friendly, and are deeply committed to doing what it takes to get that done.”

    In this issue, BusinessWest looks at how PeoplesBank is giving new meaning to ‘green’ in an industry that has focused on another definition of that word.

    Getting Wind of the Concept “Scary.”

    That’s the word Sullivan summoned as he talked about some of the brownfield sites for which the bank has provided financing for clean-up and planned future development.

    He was referring to the actual accumulation of hazardous wastes on these properties and the challenge of removing them. “There was one site with a waste area 15 feet wide and 15 feet high; it wasn’t easy, but now it’s clean.”

    But he might as well have been referencing the degrees of difficulty and risk involved for the parties developing the sites — and for the institution weighing requests for financing to make such ventures reality.

    “These are challenging projects … the borrower needs to have a good team that understands the government programs and contracts,” he said, adding that a number of players, from state and federal agencies to environmental clean-up firms and lawyers representing several different parties, must work together to make a contaminated site clean.

    “A lot of banks may not want to invest the time it takes to work with these customers to get these deals done,” said Sullivan, noting that PeoplesBank is often so inclined, because it takes the long view. “You need to have the insight into what the long-term picture is for the community.”

    Bowen agreed, noting that imagination, patience, and diligence are also key ingredients in this formula.

    “You have to have creative thinking and willingness to put in lots of hard work to get these environmentally friendly initiatives off the ground,” he told BusinessWest. “That’s because there’s a lot of work involved — more than in a conventional financing situation.”

    Creativity is the common denominator for the many aspects of what could be called a ‘green’ niche, or focus, at PeoplesBank, which now has more than $1.5 billion in assets and nearly $1 billion in deposits. This is not a recent phenomenon, said Bowen, but rather a specialty that is in some ways still in the developmental stage.

    It began with the HG&E and several alternative energy projects it has pursued over the years, said Marian Poe-Heineman, another vice president of commercial loans, who noted that the latest, in 2004, involved purchasing and upgrading several water wheels within Holyoke’s extensive canal system used for generating hydroelectric power.

    “They came to us with a need, and we had to find a way to structure that financing to meet that need,” she said, noting that water power is not a proposition that would have interested most area banks.

    Creative thinking also played a role with the bank’s successful efforts to finance MWEC’s latest development in Princeton.

    There, the company’s Mass. Municipal Light Department Wind Energy Cooperative, formed in conjunction with the Princeton Municipal Light Department, mapped out plans to build install two 1.5-megawatt turbines that would replace eight smaller turbines that were dismantled in 2004 after 20 years of operation. What the company needed, and received from PeoplesBank, was a $6.5 million line of credit needed to keep its place in line with a German manufacturer neck-deep in orders for the equipment.

    “Losing your place means running the risk of not getting your project off the ground,” said Poe-Heineman. “So being able to their respond to their request quickly and get this transaction completed was a key part of the process.”

    Current Events

    Hua told BusinessWest that the global E-mail seeking suggestions on making the company more ‘green’ went out in November, from Bowen, and that some responses started coming back within minutes, while others took a few days, but were clearly the result of pooled thoughts involving teams or entire departments.

    Some proposals were fairly simple — like placement of more recycling bins across the company’s many facilities, providing PeoplesBank mugs to all employees to cut down on use of paper and Styrofoam cups, and removing all space heaters, which are dangerous and use large amounts of electricity — while others were more involved, such as creation of more environmentally friendly products and, overall, reduction of paper consumption in a business laden with forms and printed account statements.

    “There was a really broad range of ideas and suggestions,” said Hua. “And to date, we’ve had responses from 16 different departments. What’s great is that a lot of departments did a team effort, with many members contributing ideas; that’s important because it’s going to take a lot of teamwork for this to succeed.”

    Steps already taken across the PeoplesBank organization, which includes corporate headquarters at 330 Whitney Ave., former corporate facilities in downtown Holyoke, and several branches spread across the region, include replacement of incandescent bulbs with more energy-efficient compact fluorescents and installation of more energy-efficient heating, venting, and air conditioning units. The request for new ideas was part of a broad effort to take initiatives to the next level, said Janice Mazzallo, senior vice president of Human Resources for the bank, and also imbed ‘green’ thinking into the company’s culture.

    “The way you achieve that is first with the support of senior management, and we have that,” she explained, “but also with employees, because you can’t be successful unless employees understand why this is important to us and want to get behind it.”

    Referring to the bank’s ‘green’ lending activities, but to the in-house initiatives as well, Bowen said there are costs involved, in terms of dollars, time, and personal capital. When asked if it was worthwhile, business-wise, to be focused on this niche, he gave a quick ‘yes,’ but said there are considerations beyond the bottom line.

    “We think there’s a corporate responsibility to do these types of projects, and to get contaminated properties back in active use, and thus create jobs,” he explained. “For us, financially, it’s worked out fine, but we also think it’s the right thing to do for the people of this region; it improves quality of life here, and that creates more business for the bank.”

    Gang Green

    As he talked about brownfield-remediation projects, some of which take years to plan and complete, Sullivan stressed how intimidating they can often appear — to both developers and the banks they turn to for financing.

    “You have to approach them with an open mind because, when you first see some of these sites they can be scary,” he said. “You look at them and say, ‘oh my gosh, what are we doing here?’

    “And then, you look at the end result, and it just fortifies why we’re here,” he continued. “Just to see people working in a facility that was dormant for so long … you can see the impact on the community, the positive change.”

    The same can be said for all the other ‘green’ initiatives being pursued by the bank, be they loans for wind power projects or simply changing light bulbs at the bank’s offices. They’re all powerful statements.v

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

    Sections Supplements
    Green Building Can Benefit the Environment and the Bottom Line
    The photovoltaic roof on the new Food Bank of Western Mass. is already producing significant energy savings over a traditional roof.

    The photovoltaic roof on the new Food Bank of Western Mass. is already producing significant energy savings over a traditional roof.

    It’s called ‘green,’ or ‘sustainable,’ building, the practice of incorporating environmentally friendly concepts into design and materials. It’s not exactly a recent phenomenon, but it’s gaining greater acceptance as home and business owners and developers realize that the practice is not simply the right thing to do — it can also help on the bottom line.

    A recent expansion of the Food Bank of Western Mass. doubled the space at the Hatfield facility from 17,000 to 35,000 square feet. The facility, which once could store 2 million to 3 million pounds of food at any given time, can now stockpile up to 9 million pounds.

    It’s a recipe for electric bill sticker shock, right? Well, not exactly.

    Thanks to a new photovoltaic roof, which features panels that harness solar power, the Food Bank saves some $5,000 in electricity costs annually; in fact, the cutting-edge roof generates some 10% of the building’s total energy.

    “This way, we’re able to experience a 35%-per-square-foot reduction in energy costs,” said Andrew Morehouse, executive director of the Food Bank. “So while our total energy costs have increased because of the new space and new freezers, our per-square-foot energy costs have been greatly reduced.”

    Morehouse said the Food Bank’s interest in incorporating what is known as ‘green’ or ‘sustainable’ design in its expansion project eventually led to a $250,000 grant from the Kresge Foundation to install the energy-saving roof. Recently, the U.S. Green Building Council awarded the facility its gold certification, one step below the highest level, platinum, for its efforts.

    “We’re a food bank; we rescue food from the food industry and are able to turn that around with very little waste,” Morehouse explained. “The way we look at it is, if we minimize our overhead costs, that plays right into our mission, helps us be stewards of the environment, and sets an example for other businesses in the Pioneer Valley.”

    It’s an example that others are already taking seriously. In this issue, BusinessWest examines why a combination of cost savings and environmental stewardship is convincing state agencies and construction leaders that sustainable design has a clear future in the Bay State.

    Crunching the Numbers

    In 2005, the Mass. Sustainable Design Roundtable, a public-private partnership of more than 70 professionals involved in design and construction of buildings in Massachusetts, was convened under the direction of the Executive Office of Environmental Affairs (EOEA) and the Division of Capital Asset Management (DCAM), and funded by the Mass. Technology Collaborative.

    The group examined sustainable-design concepts — which consider site selection, waste minimization, energy efficiency, water conservation, indoor environmental quality, and other environmental and health factors in construction — with the goal of fostering dialogue about green-building issues among public and private design and construction professionals and other experts.

    The roundtable also examined barriers to sustainable design and discussed ways to promote widespread incorporation of sustainable design practices and technologies into all state government construction. It eventually determined that, like the Food Bank found, the initial investment in such practices is often followed by long-term cost savings.

    “Across the country, initial experience with both public- and private-sector buildings that incorporate sustainable design principles is demonstrating that operating-cost savings provided by green buildings are considerably greater than any additional upfront or ‘first’ costs,” wrote Robert Golledge Jr., secretary of the EOEA, and David Perini, commissioner of the DCAM. “First-cost premiums, if present, generally do not exceed 4% and commonly have simple payback periods of as little as three or four years.”

    In fact, the roundtable cited one comprehensive study of green buildings claiming that an average cost premium of $3 to $5 per square foot produced direct operational savings of about $15 per square foot over 20 years. Recent efforts to use such practices on Massachusetts public schools showed an even greater rate of return, the Roundtable claimed, with average cost premiums of 3% to 4% resulting in long-term savings of at least six times that amount.

    “Although the most advanced green buildings have been operational for only a short period of time, initial evidence of their improved performance is highly compelling, most notably energy cost savings of at least 20% and up to 50% compared to baseline,” Golledge and Perini reported. “At a time when energy costs are high and getting higher, the ability to reduce energy consumption and gain significant financial savings is perhaps the single most significant benefit that green buildings provide” — savings that offset the extra up-front costs that green building often requires.

    Green buildings also help to protect and conserve water resources, they continued, as well as providing a market for recycled and environmentally preferable products, and creating improved working and learning environments for building occupants.

    None of that surprises Jeff Hayden, executive director of the Kittredge Business Center at Holyoke Community College, which opened in 2006 with a ‘green roof’ covering 2,500 square feet of its fourth-floor roof.

    “A portion of the fourth-floor roof is a green roof,” Hayden said. “It essentially takes care of itself in that there’s very limited maintenance that needs to be done on it. That was part of the design — the fact that it would operate on its own. Essentially, it’s the first public building in the Commonwealth to have a green roof, and it’s part of our effort to look at these issues.”

    The roof has been populated with native ground cover, grasses, and plants — a modern design concept that students in the environmental science program may eventually incorporate into their program of study. HCC officials intended for the roof to attract some of the birds and insects native to the area, as well as reducing water runoff from the building and lessening the environmental impact on a neighboring brook — one way the campus could preserve some of the rural, woodland feel of its surroundings.

    “As a matter of fact, one of our college priorities for the coming year is to add a plan around sustainable development here on campus,” Hayden noted. “We’re looking at education in relation to the carbon footprint that we make, and to implement green policies that will help with more environmentally sensitive development of the college as we go forward.”

    Easy Being Green?

    That, in a nutshell, is why green building has become an attractive option for some developers; they see it as a crossroads of two desirable outcomes, cost savings and environmental impact. In a state as progressive as Massachusetts, these are no small concerns.

    Take the Food Bank, for instance, which didn’t stop at the photovoltaic roof; it also replaced its inefficient diesel refrigeration units with ozone-friendly refrigerators and freezers, and used more natural light in its offices to cut down on fluorescent lighting.

    “The features of this building are low-ozone-generating and low-toxicity,” Morehouse said, adding that any unusable food is donated to local farms as animal feed, and all paper products are recycled to generate additional revenue.

    “To receive this top-of-the-line green building certification is an extremely difficult and complicated road,” said Peter Wood, vice president of sales and marketing at Associated Builders in South Hadley, which worked with the Food Bank on the project. “It’s called sustainable building because it’s developed from a green concept but is also sustainable in the business market.”

    The U.S. Green Building Council certified the Food Bank through its Leadership in Energy and Environmental Design (LEED) rating system, which provides a set of standards for environmentally sustainable construction.

    Most recent and current LEED-certified projects in Massachusetts are located in the eastern part of the state, but there are several in Western Mass., including the Mount Holyoke College Science Center in South Hadley, as well as an addition and renovation to the college’s Blanchard Campus Center; the Koch Center at Deerfield Academy; and the North Adams Public Library.

    The roundtable, for its part, has called for the adoption of minimum green building standards for all new construction and major renovation projects overseen by designated state agencies — standards that take into account both environmental impact and long-term operating costs.

    Considering that buildings in the U.S. account for 40% of total energy consumption and 70% of total electricity consumption, according to the federal Energy Information Administration, as well as using more than 12% of fresh-water supplies and generating 25% of all solid waste, these are no small goals.

    “Buildings have a significant impact on our budgets,” said Golledge and Perini. “The Commonwealth already commits more than $1 billion of public money each year to building construction and renovation projects. The state constructs a range of buildings for a variety of uses, from schools, hospitals, offices, and courthouses to colleges, prisons, park facilities, and affordable housing.”

    But public-sector activity isn’t enough, Morehouse said, which is why the economic benefits of sustainable design must be effectively communicated. “The bottom line,” he asserted, “is that it’s going to take government support to convince the private sector to invest in green technologies to reduce costs for businesses and households alike. This is common in other countries; we’re behind the curve.”

    As for Holyoke Community College, “I think it’s very important for us to do what we can to maintain and enhance our environment, especially since we are a community campus and have a lot of people driving cars here,” said Hayden. “We need to provide an example to our students and the community.”

    It’s an example some are shouting from the rooftops — be they shingled, covered with grass, or powered by the sun.

    Joseph Bednar can be reached at[email protected]

    Sections Supplements
    Wilbraham & Monson Academy Students Make Entrepreneurial Study Their Business
    From left: Jacki Yang, Jon Trusz, Kellsey Wuerthele, and advisor Melissa Donohue. Members of the Blocks Rock! Management team not pictured: Ian Carlin, Justin Campbell, Art Durongkapitaya, and Wilson Lau

    From left: Jacki Yang, Jon Trusz, Kellsey Wuerthele, and advisor Melissa Donohue. Members of the Blocks Rock! Management team not pictured: Ian Carlin, Justin Campbell, Art Durongkapitaya, and Wilson Lau

    When a group of students at Wilbraham & Monson Academy first played a game their classmates at Blake Middle School had created, they realized how fun and addicting it could be. Soon after, the students entered into a business venture to develop and market the game, Blocks Rock!, and as teenagers, have already added titles like ‘CFO’ and ‘manufacturing manager’ to their résumés.

    As Jonny Trusz sets up the pieces of Blocks Rock!, a children’s game he and a group of classmates have been developing and marketing for more than a year, the senior at Wilbraham & Monson Academy (WMA) in Wilbraham instinctively begins constructing a castle out of blocks — a key part of the game — and slaps a front-desk-style bell to signal he’s finished.

    “Sorry about that,” he jokes. “I had to. It’s impossible not to start playing once the game is in front of me.”

    That’s proof of how addicting the toy can be, and also of Trusz’s involvement in its development, a responsibility he took on as a junior, and one that has become a large part of his studies and life at the private college preparatory school.

    Blocks Rock! was originally devised three yeasr ago by students in the Blake Middle School, as part of ToyChallenge, a national toy- and game-development competition sponsored by Sally Ride Science and Hasbro that the school enters regularly.

    The concept of the game is relatively simple: two sets of multi-colored blocks in various shapes — rectangles, triangles, and squares — are divided between two players or teams of players. A bell is placed in the center of the play space, and a set of cards depicting different structures that can be built with the blocks moves the game forward.

    Players choose a card, and the first player or team to build the structure correctly — and ring the bell — is awarded the number of points displayed on that card. Once all of the cards have been used, the player or team with the most points wins.

    The game is designed to help young players learn on a number of levels, and, likewise, taking the game to the marketplace has provided lessons for WMA students in subjects ranging from marketing to responsible manufacturing; from simple accounting to global economics.

    In this issue, BusinessWest looks at how this game has become a business proposition, and what its ongoing development means to all those involved.

    Fun for All Ages

    Melissa Donohue, who served as director of WMA’s Center for Entrepreneurial and Global Studies (CEGS) until moving on to a new venture recently, said that as players improve, there’s a speed component that allows Blocks Rock! to stay relevant for players of all ages. It’s already become a key event in WMA’s annual ‘Dorm Olympics,’ for instance.

    “It’s geared toward ages 5 through 8,” said Donohue, “but the game’s simplicity also makes it great for families.”

    She said Blocks Rock! also garnered praise early on through ToyChallenge, and this had its young inventors, as well as some WMA faculty and parents, wondering how much further the team could take the concept.

    Glenn Hanson, a private investor and a parent of a WMA student, thought a little venture capital might help, and contributed $10,000 in seed funding to the school to help move the game’s development along. By this time, high school students enrolled in WMA’s CEGS program had caught wind of the unique invention as well, and approached their middle-school counterparts with the idea of turning Blocks Rock! into not just an innovative learning tool for children, but also a commercial endeavor and, in turn, a fundraising vehicle for the school.

    “CEGS breathed life into the idea,” said Donohue. “The program has always mixed theory with practice, but in the past the students had developed model businesses.”

    In this case, students enrolled in CEGS, which includes courses in economics, investing, financial markets, the Asian economy, and sustainable business practices, among others, added an independent study to their course load, focused solely on developing Blocks Rock! and introducing it to consumers.

    Divisions of labor were instated, including a CEO, CFO, and COO, as well as marketing, sales, manufacturing, and product-development teams, each with a manager.

    During last year’s spring semester, 27 students were part of the ‘company,’ and 10 were managers. Those 10 graduated last year, and now, seven seniors have taken on management roles, and each one is hoping to reach some specific goals in the development process, including increased visibility and sales, before commencement in the spring.

    Kellsey Wuerthele of Palmer, who manages sales for the company, said even with the pressures that face all high school seniors, including preparing college applications and studying for final exams, Blocks Rock! has yet to take a back seat in the team’s day-to-day activities.

    “We’re so excited about it,” she said. “I can’t see myself suddenly not being as involved; we’ve been working on this for two years.”

    Wuerthele added that she feels a particular responsibility for seeing Blocks Rock! succeed until her last day of coursework, if not beyond, because it was a challenge that CEGS students took on of their own volition, not as part of an existing school program.

    “It’s important to me to see this continue with a new group of students after we’re gone,” she said, noting that recruiting a new team to take over next year is another large part of the exercise. “We basically recruited ourselves, and getting other kids involved before we graduate means it can keep moving.”

    All Business

    And while the course was driven by students, it’s rooted in contemporary business theory and educational study. Donohue said the course teaches several practices with the added benefit of real-world experiences, allowing students to see firsthand how and why various decisions succeed or fail.

    “The independent study allowed the students to pair theory and practice in a whole new way,” said Donohue. “They read an article in a high-level business magazine such as the Harvard Business Review and incorporated the theory they learned into the sale of the game.

    “But they also learn about tenacity, responsibility, the importance of testing at all levels, and, in general, a lot more about what’s going on in the world and how it’s changing business globally and locally.”

    Donohue explained that positioning the game was the team’s first hurdle. Many toys on the market today feature sophisticated electronics and other technologies, and as such, a game consisting of colored blocks, playing cards, and a bell has a harder time getting noticed among all those bells and whistles. However, educational games have a specific audience that the CEGS group chose to target.

    “We positioned it as a higher-level learning game, geared toward the ‘Baby Mozart’ parents,” said Donohue. “The educational components of the game start with learning colors and geometric shapes, but each card also has a different amount of points, so there’s a strong math piece, too, as players add up their scores.”

    There were other challenges waiting for the student developers as well, said Donohue, but each stumbling block is a learning experience tied closely to modern business practices. Manufacturing the game, for example, prompted a number of questions that are familiar to any company doing business overseas.

    “It was made clear very early on that we wanted to practice ethical manufacturing and maintain a low profit margin,” said Donohue. “This was a big hurdle because we had to spend a lot of time researching to ensure we were working with a company that would meet those needs.”

    Donohue said there were other concerns. Would the blocks be made of wood or foam? And, later, does the product need to be tested for lead in the paint? (It was tested, and deemed safe).

    WMA eventually decided on a manufacturing firm in Hong Kong, and produced the smallest number of games they could through that relationship (500), neatly packed into muslin drawstring bags and including multi-colored wooden blocks, a silver bell, and a stack of playing cards.

    The next step for the team of students was to identify potential points of sale for Blocks Rock!, with its ‘edutainment’ model in mind.

    All For One

    Proceeds from sales of the game, which retails for $19.95, are returned to WMA, and as of last year, more than 50 games have been sold by hosting game nights, networking within the school’s community, and via the game’s Web site, blocksrock.com, also developed by WMA students. Through these channels, an additional $4,500 in investor funding has also been secured, but Wuerthele said there’s still work to be done.

    “We’re working on getting the game into local toy stores and schools by holding game nights at grammar schools and places in the community,” she said.

    Trusz added he hopes to make inroads in Springfield’s Eastfield Mall, perhaps by leasing a kiosk to sell Blocks Rock!, in order to increase the game’s name recognition in the region and boost sales.

    “It’s a fun game,” he said. “I think letting people see it and play with it themselves will help.”

    With that, members of the Blocks Rock! management team break into yet another spirited game, grouping shapes together and clamoring to ring the bell, signaling a win.

    Jaclyn Stevenson can be reached at[email protected]

    Sections Supplements
    Norman Rockwell Museum Introduces the Art of Illustration to a New World
    Norman Rockwell's Studio

    Norman Rockwell’s studio on the Norman Rockwell Museum grounds.

    The images are painstakingly rendered portraits of iconic moments: two teenagers at a soda fountain. A family gathered for a holiday meal. A soldier, returning from war.

    By documenting life, Norman Rockwell created a collection of work that remains vital today. And through the work at the Norman Rockwell Museum in Stockbridge, the legendary illustrator’s iconic images are reaching a greater number of people than ever before.

    The museum, founded in 1969, serves to showcase the illustrations of one of the nation’s most recognizable and prolific artists. It has plenty to draw from; the Norman Rockwell personal collection is just one part of a massive store of paintings, reproductions, and other artifacts, and includes 367 pieces alone.

    Through a comprehensive suite of programs, ranging from traveling exhibitions to several types of educational initiatives, the museum’s collections are living on in myriad ways, as Rockwell’s art enters a new, digital age.

    But in addition, there’s more going on at the Norman Rockwell Museum than exhibits of its namesake’s work, and that is creating an even greater presence for the hidden museum, being felt across the country.

    Laurie Norton Moffatt, director of the Norman Rockwell Museum, said the collection is one that is steeped in history on both general and artistic levels, and therefore it resonates within a large, diverse audience.

    “These are pieces of artwork that also documented historic events, values, and moments that are timeless,” she said. “It’s a wonderful collection to work with.”

    The museum’s challenge of late, according to Norton Moffatt, has been to use new technology to deliver Rockwell’s art to new audiences, as well as use his importance in the medium of art and illustration to move the entire discipline forward.

    “Rockwell painted for 70 years and came of age when magazine publishing was booming, and his talents and industry capability made for a great mix. It is our mission is to present this broad form of illustration,” she said. “There are a lot of exciting new programs happening here that are aimed at preserving the centuries, and keeping artists’ work relevant and tied to the times.”

    Have Art, Will Travel

    For instance, the traveling exhibits the museum develops and maintains have become a staple of the Rockwell Museum’s repertoire. The initiative includes exhibits of varying size, often designed to be accessible to small or medium-sized museums, and move around the country for an extended period of time.

    This year, there are more than 10 NRM exhibitions in circulation. Norton Moffatt said the demand for Rockwell artwork is high in the U.S., and the traveling exhibit model allows many people to see original pieces of his work in various venues, rather than copies — even those as famous as Rockwell’s many Saturday Evening Post covers.

    “This is how we reach new audiences,” she said. “Upwards of one million people see these exhibitions, and most are illustration shows.”

    There is a major Rockwell exhibit traveling now, called American Chronicles: The Art of Norman Rockwell, featuring 41 original oil paintings. Norton Moffatt said the exhibit will return to Stockbridge this autumn, but until then will allow thousands of viewers to see Rockwell’s work up close and in full color.

    “It’s a big undertaking; we have a lot of staff overseeing the movement of art across the country,” she said, adding that the impetus behind staging such an extensive collection for traveling exhibits stems from Rockwell’s sheer popularity as a contemporary American artist.

    “Rockwell is the favorite illustrator of this country, and in turn, he was influenced by other great American illustrators including Andrew Wyeth and Maxfield Parrish. He continues that tradition for new illustrators who are influenced by him, and as such, illustration art is important to us in general.”

    To that end, it’s not just Rockwell who appears in NRM exhibits, but a number of illustrators working in various media. Another traveling show, titled Picturing Health, features a collection of advertising marquees designed for use by the Pfizer corp., using some of the famous ‘doctor and patient’ Rockwell paintings. The show also includes the work of 15 additional artists, however, who use various media to portray issues that are relevant to contemporary health care. That exhibit is now traveling in the U.S., and will make a stop at the Atlanta Center for Disease Control.

    At the Stockbridge museum, that focus on illustration is also prominent. LitGraphic: The World of the Graphic Novel opened at the museum last month, and represents a move toward showcasing the new illustrators — graphic novelists — who create the more mature, developed version of comic books.

    “We’re so excited about this exhibition,” said Norton Moffatt. “To the best of our knowledge, this is the most indepth treatment of the art of the graphic novel in any museum.”

    The show includes the work of 20 artists and includes both new and recognizable works such as Maus: A Survivor’s Tale, a Holocaust memoir rendered with both words and pictures by Art Spiegelman.

    “This is a field that is growing by leaps and bounds, which requires the talents of both an artist and a storyteller. It is an art form with a long tradition, but that is experiencing a real renaissance right now, and appealing to people in their teens and twenties, who are very visual,” Norton Moffatt said. “It covers a wide variety of topics, from the funny to the fantastical — there are a lot of modes of expression, and we’re seeing tremendous interest in our exhibition in the blogosphere.”

    The New Media

    That virtual attention is both the cause and effect of the museum’s concerted effort recently to move the Rockwell collection and mission into the digital age.

    Norton Moffatt said the museum will unveil what is called ‘Project Norman’ in 2009, digitizing not just the collection but also Rockwell’s archives, which include sketches, art ephemera tear sheets, photos, personal and professional correspondence, audio recordings, and other effects from Rockwell’s studio, which is also part of the museum’s grounds.

    “All of our materials are being digitized, and that has received tremendous support,” she said of the museum’s fundraising efforts. “We have been very successful in gaining support, and that has been the result of continued dialogue with patrons. It’s also an important testament to Rockwell and how many people believe in his collections.”

    The museum has several new educational programs that are also rooted in visual and interactive learning. NRM already reaches more than 10,000 students a year through onsite programs, and is now using emerging technology to take its mission further.

    “We’re working to make online programs more interactive,” Norton Moffatt said. “This is a new area for many museums, but we feel we are extremely well-suited. As an illustrator, Rockwell’s work was intended for reproduction.”

    And in another vein, NRM is also launching the Rockwell Scholars initiative, which has been designed to better prepare high-level academics for technology’s effect on the art world. The program is expected to begin in 2009 along with Project Norman.

    “The Rockwell Scholars are people who are working in visual studies; graduate students, PhD candidates, curators, and others,” said Norton Moffatt. “These are the people who are shaping culture and doing scholarly work in the field of American illustration.”

    Life Imitating Art

    A number of these programs are funded through foundation grants small and large, such as those provided by the National Endowment for the Arts. The remainder of funding comes from memberships and admissions and program fees, as well as corporate sponsorships, which can be applied to exhibits in the Stockbridge museum, traveling shows, and programs for children, adults, and educators.

    “In an ideal world one always hopes for major sponsorships,” Norton Moffatt said. “We depend on philanthropy for a third of our budget, and we have a full national educational curriculum that sponsorship makes possible. We have some wonderful supporters, who believe in the importance of our mission.”

    That, she said, speaks to that vitality of Rockwell’s art that keeps it moving forward.

    “It’s an extremely vital collection, and one that keeps on living,” she said. “We work to keep it visible, to give it a longer life. It’s wonderful to have it live on.”

    Jaclyn Stevenson can be reached at[email protected]

    Sections Supplements
    Holly Leonard Inspires Others to Be Fit
    Holly Leonard

    Holly Leonard

    Holly Leonard decided to take charge of her health and body image as a teenager, but she knows it’s tough for many people to make the same commitment. As a personal trainer and owner of BeFit Health and Wellness Solutions, today she combines her training in exercise science and psychology — and the personal insights gleaned from her own weight-loss experience — to help others overcome their own obstacles to fitness and self-confidence.

    In her teen years, Holly Leonard didn’t lack for athletic achievement. In fact, she was the star catcher of a championship softball team. But she was also a frequent binge eater — an experience that has given her keen insights into what millions of Americans struggle with every day.

    “That’s actually how it all started,” said Leonard, now a personal trainer and owner of BeFit Health and Wellness Solutions in Hadley. “I had always been active in sports, particularly league softball, that you don’t have to be too athletic to play, and I found myself overweight and not very happy with who I was in terms of confidence and body image.”

    The tipping point came when she found she didn’t fit in clothes she had purchased earlier the same day. Something had to change.

    “I broke down and said, ‘enough,’” she told BusinessWest. “So I went online and researched how to eat right and exercise. I put together a plan, and though I was never a morning person, I committed to getting up every day and going to the gym before doing anything else. I lost 30 pounds that summer, and my confidence and my whole outlook on life changed because of it.”

    Soon after, Leonard was challenging herself by competing and winning awards in natural bodybuilding competitions. She also decided to major in Exercise Science and Psychology at UMass Amherst — “I knew from my own experience that those two things go hand in hand” — and soon after landed a job in the corporate wellness center at Yankee Candle in Deerfield, there earning certification as a trainer and a group instructor.

    But Leonard had bigger goals, and in 2006 launched Be Fit in a small studio on Route 9 in Hadley. She remains at that address today, but now her studio occupies three private suites.

    Her client list — typically average people who need some direction and motivation to lose weight and, well, be fit — is growing by the week. And all are told on their first consultation that there are no quick fixes.

    “Most people want results yesterday, but by the time they meet with me, it’s already past that deadline,” she said. “We don’t take everyone. We work with people who are fully committed to their goals. They have to be willing to put forth the effort, and we help them by giving them the tools, teaching them about exercise and good nutrition.”

    Leonard’s goals as an in secure teenager weren’t reached in a day, either. But her efforts to get in shape then — just like her efforts to build a thriving business today — were successful, and continue to inspire others.

    Working It Out

    Obesity — and a general lack of fitness — are all-too-common problems in America today, given plenty of attention by TV and print media. But they remain tough issues for many to overcome, and Leonard understands some of the obstacles.

    “Some people think they need big machines, but I want to show people that they can get a great workout and achieve results with minimal equipment,” she said. “They can work with a trainer here for a couple of months and get the foundation of what they need to achieve results.”

    That’s a big deal for many, she said, who worry about going to a gym, where the machines can be intimidating and they might feel — justifiably or not — like the only out-of-shape person in the room. By working with clients one-on-one or in small groups, Leonard helps them overcome large-gym anxieties, and sets them up with programs they can continue at home.

    “No matter where you are or what your goals are, you will feel accepted here, and we’re going to help you achieve those goals and give you what you need to maintain them after you’re done working with us,” she told BusinessWest, adding quickly that some clients do stay with her long-term. “There’s a perception that only celebrities go to trainers, or it’s only for rehab. But they’re mostly average people; they just want to firm and tone and lose five or 10 pounds. Wherever people are, we’ll work with them.”

    Another major obstacle to getting in shape is simply a lack of motivation, and that’s where a personal trainer can make a big difference.

    “The biggest thing is, they don’t have a plan, and they don’t have someone to hold them accountable to that plan,” Leonard said. “It’s easy to say, ‘I’m going to get up every day this week and work out,’ but then Wednesday rolls around, you’re tired, and you decide not to get up. Nobody’s holding you accountable. We set goals with people and set a timeline, and we hold them to it. Because that’s the initial stumbling block — not being held accountable.”

    Food for Thought

    That applies to food even more than exercise, Leonard said, noting that not only is eating right more important than physical activity, but it’s a more difficult goal to achieve.

    “It’s easy to get in three or four workouts a week, but nutrition is 24/7, and there are a lot more places you can slip up,” she said. “Basically, we tell our clients that nutrition is where 90% of the results come from, and about 10% from exercise. As an exercise person, I don’t really like to admit that, but it’s the truth.”

    BeFit tries to make nutrition as simple as possible for clients, encouraging five or six small meals per day, at roughly three-hour intervals, featuring lean proteins — such as chicken or eggs — skim dairy products, fruits, vegetables, and starchy carbohydrates such as brown rice, bread, or pasta. For people who can’t prepare that many meals per day, occasionally substituting a snack such as a banana or cottage cheese will suffice.

    Clients are also offered supermarket tours where they’re taught how to make intelligent shopping choices.

    “We start with a little scavenger hunt where they need to pick five or 10 items they think are part of a healthy nutrition plan,” she said, noting that people are often surprised at what they don’t know about the contents of food. “They think, ‘I’m getting this lowfat yogurt,’ and it’s loaded with sugar or artificial ingredients. We educate people about what’s in products, why they want to choose whole grains over white bread, and the impact of certain foods on their metabolism.”

    “Nothing Tastes as Good as Fit Feels” is the headline of one of the many informational sheets Leonard mails out, touting good nutrition habits such as planning a week’s worth of meals at one time and using meal-replacement bars and shakes when on the go.

    “We hold people accountable and do regular assessments on them,” she said. “People need to know if they’re progressing, and they sometimes need course corrections. A lot of people out there are stumbling along blindly on their own, without any feedback to keep them from falling off the wagon. We keep repeating all this to our clients until they get to their goals.”

    Small Bites

    Leonard said BeFit’s small-group sessions — no more than five in a class — are much less expensive than the private-trainer plans, but allow a similarly personalized, encouraging framework for success.

    “People receive a great value that way,” she said. “And no matter where they are, a beginner or a pro athlete, the workout is completely scalable. It’s the same workout, but one person might do one set of each exercise, while another does three. Everyone is working toward their own goals.”

    The appeal of BeFit is evident, she said, in the range of clients the company boasts, from a 16-year-old girl to a 76-year-old who signed up to combat a persistent knee pain.

    “I try to distinguish myself from gyms,” Leonard said. “Not that people shouldn’t go to gyms, but we make it more personalized. We know all our clients, we E-mail them on a weekly basis, we send cards and gifts. We really emphasize the personal component, which is why we’ve had clients stay with us for a long time. It’s something we really strive for.”

    And, clearly, Leonard has a history of achieving what she strives for.

    Joseph Bednar can be reached at[email protected]