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Chamber Corners Departments

AFFILIATED CHAMBERS OF COMMERCE OF GREATER SPRINGFIELD
www.myonlinechamber.com
(413) 787-1555
 
• Jan. 14: Speed Networking, 3:30-5 p.m., at the Sheraton Springfield, One Monarch Place, Springfield. Meet up to 50 contacts in under an hour. Don’t miss this high-speed way of working the room. Tickets are $20 for members ($25 at the door), and includes complimentary admission to the After 5 immediately following so you can continue to network. For more information, contact Sarah Mazzaferro at (413) 755-1313.
 
• Jan. 14: After 5, 5-7 p.m., at the Sheraton Springfield, One Monarch Place, Springfield. Enjoy networking in a casual atmosphere and expect some surprises. Event sponsors: Wolf & Co. P.C.,  DevelopSpringfield Corp., Springfield Falcons Hockey Club, United Way of Pioneer Valley Inc., and BusinessWest. Tickets are $5 for members, $10 general admission. Complimentary with purchase of January Speed Networking. For more information, contact Sarah Mazzaferro at (413) 755-1313
 
• Jan. 28: January 2015 Lunch & Learn, 11:30 a.m. to 1 p.m., at Springfield College (Dodge Room in Flynn Campus Union), 263 Alden St., Springfield. The event topic is “Question 4: Mandated Sick Leave … Now What?” presented by Skoler, Abbott & Presser, P.C. Core concepts discussed include who is eligible and who isn’t, what it means for your workforce, and the subtle nuances of the law. Sponsored by Skoler, Abbott & Presser, P.C. Tickets are $25 for members, $35 general admission. For more information, contact Sarah Mazzaferro at (413) 755-1313.
 
• Feb. 4: February Business@Breakfast, 7:15-9 a.m., at Crestview Country Club in Agawam. The guest speaker will be Dr. Steve Sobel, humorist and motivational speaker, who will present “You’re a Piece of Work! Celebrate Joy, Passion, and Influence!” This presentation will illuminate all of life’s possibilities and provide attendees with the tools  to embrace all things coming their way and bring their ‘A game’ to their customers. Sponsored by United Personnel. Salutes: FIT Solutions, 10th anniversary; GZA GeoEnvironmental, 15th anniversary; and Shriners Hospital for Children, 90th anniversary. Tickets are $20 for members ($25 at the door), $30 for non-members. For more information, contact Sarah Mazzaferro at (413) 755-1313.
 
AMHERST AREA CHAMBER OF COMMERCE
www.amherstarea.com
(413) 253-0700
 
• Jan. 13: Business Buddies: Grow Your Business with Co-hosted Events, 8:30 a.m. to noon, at Hadley Farms Meeting House, 41 Russell St., Hadley. Join Liz Provo, authorized expert for Constant Contact, and Thom Fox, business advisor, for a free workshop. Learn how to plan, hold, and run successful events for your business. Special focus on collaboration, online registration tools, e-mail and social media. For more information, e-mail [email protected].

• Jan. 13: Chamber Brown Bag, noon to 1 p.m., at Downtown Mindfulness, 67 North Pleasant St., Amherst. Topic: “Rewiring the Brain For Success.” Start the new year learning skills to rewire the brain for success. The brain is naturally wired to be more sensitive to failure, which can limit people from knowing their full potential and power. What distinguishes successful people is their attitude toward failure. In this workshop, become familiar with your explanatory style — how you talk to yourself when you experience a setback — and learn mindfulness-based practices to overcome your negativity bias. Admission is free and open to the public. Register at downtownmindfulness.com.

• Jan. 14: Chamber Annual Meeting, noon to 1:30 p.m., at Chandler’s Restaurant. Guest speakers will be Kerry Miller, director of Membership Services, and Stephen Clark, director of Government Affairs. The meeting will also feature the formal election of the 2015 chamber board of directors, including the installation of Nancy Buffone as board president. Sponsored by the UMassFive College Credit Union. Tickets are $25. For more information, e-mail the chamber at [email protected].
 
• Jan. 29: Chamber After 5, 5-8 p.m., at artALIVE, 35 South Pleasant St., Amherst. Ever try a Wine & Paint night? Here’s your chance to do so. Don’t know how to paint? Who cares, neither do we. We’re all on the same level, folks — that’s why we will have an instructor. Admission is $20, and the price includes wine and two and a half hours with a personal instructor.
 
GREATER CHICOPEE CHAMBER OF COMMERCE
www.chicopeechamber.org
(413) 594-2101
 
• Jan. 21: January Salute Breakfast, 7:15-9 a.m., 
at the Munich Haus, 13 Center St., Chicopee. 
Tickets are $23 for members, $29 for non-members.

• Jan. 28: January Business After Hours,  5-7 p.m., at H & R Block, 1475 Memorial Dr., Chicopee. Tickets are $10 for members, $15 for non-members.

• Feb. 11:
CEO Luncheon, 11:45 a.m. to 1 p.m. Hosted by Collegian Court Restaurant, 89 Park St., Chicopee.
Tickets are $25 members, $30 for non-members.

• Feb. 18: February Salute Breakfast & Annual Meeting, 7:15-9 a.m., at the MassMutual Learning & Conference Center, Chicopee. Tickets are $23 for members, $29 for non-members.
 
GREATER EASTHAMPTON CHAMBER OF COMMERCE
www.easthamptonchamber.org
(413) 527-9414
 
• Jan. 22: Chamber Annual Meeting & Awards Dinner, 5 p.m., at Southampton Country Club. The event will feature presentation of Business of the Year awards and celebrate member milestones. For more information, contact the chamber.
 
• Feb. 9: Getting Down to Business about Business, 8-9 a.m., on the second Monday of each month.  Mayor Karen Cadieux will be hosted by one of Easthampton’s businesses for casual question-and-answer sessions.
 
• Feb. 14: Second annual Easthampton WinterFest, starting at 11 a.m. The Nashawannuck Pond Steering Committee and Greater Easthampton Chamber of Commerce invite you to the second annual Easthampton WinterFest. This community-wide event features family-friendly winter activities held throughout the day, featuring an historical ice harvest on Nashawannuck Pond, horse-drawn wagon rides, snowshoeing, snow sculpture, a chili cook-off, a community bonfire, and much more. There will also be winter-themed indoor activities for all ages. Most events are free or by donation. A lineup of the day’s events will be posted on www.nashawannuckpond.org.
 
GREATER HOLYOKE CHAMBER OF COMMERCE
www.holycham.com
(413) 534-3376
 
• Jan. 13: “How to Start and Maintain Your Business: Finding a Location,” 5:30-7:30 p.m., at the chamber, 177 High St., Holyoke. Join us in this workshop series as members of the chamber teach members of the community the steps it takes to build a successful business. Tickets are $20 per session or $175 for the series. Series sponsors: PeoplesBank, Common Capital, Mass Cultural Council/the Artery in partnership with Holyoke Creative Arts. Call the Holyoke chamber at (413) 534-3376 to sign up or online at holyokechamber.com.

• Jan. 30: Legislative Coffee Hour, 7:45-9 a.m., at the Summit View Banquet House, 500 Northampton St., Holyoke. Speakers will be state Sen. Donald Humason and state Rep. Aaron Vega. Tickets are $25 for members with reservations, $35 for non-members and at the door. Price includes a continental breakfast.
 
• Feb. 3: “How to Start and Maintain Your Business: Staff – Hiring and Firing,” 5:30-7:30 p.m., at the chamber conference room. This program, the latest in a series, will provide all you need to know about employee handbooks, insurance, performance evaluation, job descriptions, sexual harassment, sensitivity training, and human resources. Tickets are $20. Series sponsors: PeoplesBank, Common Capital, Mass Cultural Council/the Artery in partnership with the Holyoke Creative Arts. Call the chamber at (413) 534-3376 or sign up online at holyokechamber.com.
 
• Feb. 18: Chamber After Hours, 5-7 p.m. Business networking event includes complimentary appetizers, 50/50 raffle, and door prizes. Sponsored and hosted by Gary Rome Hyundai, 1000 Main St., Holyoke. Tickets are $10 for members, $15 for the public. Call the chamber at (413) 534-3376 or sign up online at holyokechamber.com.
 
• Feb. 24: “How to Start and Maintain Your Business: Marketing Your Business,” 5:30-7:30 p.m., at the chamber conference room, 177 High St. This program, the latest in a series, will provide all you need to know about designing a logo, branding your business, advertising opportunities, social media, and developing a website. Tickets are $20. Series sponsors: PeoplesBank, Common Capital, Mass Cultural Council/the Artery in partnership with Holyoke Creative Arts. Call the Holyoke chamber at (413) 534-3376 to sign up or online at holyokechamber.com.
 
GREATER NORTHAMPTON CHAMBER OF COMMERCE
www.explorenorthampton.com
(413) 584-1900

• Jan. 27: New Member Orientation at Northampton Chamber of Commerce, noon to 1 p.m. This is the chance to tell us more about your business and how the chamber can best serve you, meet other new members, and learn how to make to the most of your chamber membership. RSVP to (413) 584-1900 or [email protected]. Cost: free.
 
GREATER WESTFIELD CHAMBER OF COMMERCE
www.westfieldbiz.org
(413) 568-1618
 
• Jan. 14: January After 5 Connection, 5-7 p.m., at the Arbors of Westfield, 40 Court St. in Westfield. Sponsored by Susan Allen Financial. Cost is $10 for members, $15 cash for non-members. Refreshments will be served. Bring your business cards and make connections. To register, call Pam at the chamber office at (413) 568-1618.
 
• Feb. 2: Mayor’s Coffee Hour with Westfield Mayor Dan Knapik, 8-9 a.m., at McDonald’s, 182 North Elm St., Westfield. This event is free and open to the public. Call Pam at the chamber at (413) 568-1618 to register.

• Feb. 11: February After 5 Connection, 5-7 p.m., at Betts Piping Supply Co., 14 Coleman Ave., Westfield. For more information, contact the chamber at (413) 568-1618.

PROFESSIONAL WOMEN’S CHAMBER
www.professionalwomenschamber.com
(413) 755-1310
  
• Jan. 21: 2015 Tabletop Expo/Luncheon, 11:30 a.m. to 1:30 p.m., at Storrowton Tavern at Eastern States Exposition, 1305 Memorial Ave., West Springfield. Reservations are being accepted for the 17th annual Tabletop Expo. Last year’s successful Expo was a sellout. Sign up today to showcase your company’s products and services or to attend the event. Display price includes a draped table and lunch for one. General-admission tickets include specialty sandwiches, fruit, chips, and dessert. Please note on your reservation form if your exhibitor’s table will require electricity. Luncheon admission: $25 for members, $35 for non-members. Tabletop exhibitors (includes one luncheon ticket): $75 for members, $105 for non-members. For more information, contact Sarah Mazzaferro at (413)755-1313.
 
WEST OF THE RIVER CHAMBER OF COMMERCE
www.ourwrc.com
(413) 426-3880
 
• Jan. 15: Networking Lunch, noon to 1:30 p.m., at Lattitude, 1338 Memorial Ave., West Springfield. One must be a member or guest of a member to attend. Enjoy a sit-down lunch while networking with fellow chamber members. Each attendee will get a chance to offer a brief sales pitch. The only cost to attend is the cost of your lunch. Attendees will order off the menu and pay separately the day of the event. Please note that we cannot invoice you for these events.
 For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected].
 
• Feb. 4: Wicked Wednesday, 5:30-7:30 p.m., at Flowers By Webster 82 Elm St., West Springfield. Wicked Wednesdays are monthly social events hosted by various businesses and restaurants. These events bring members and non-members together to network in a laid-back atmosphere. Free for chamber members, $10 for non-members. Event is open to the public; you must pay at the door if you’re a non-member. For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected].
 
• Feb. 19: Networking Lunch, noon to 1:30 p.m., at Lattitude, 1338 Memorial Ave., West Springfield. One must be a member or guest of a member to attend. Enjoy a sit-down lunch while networking with fellow chamber members. Each attendee will get a chance to offer a brief sales pitch. The only cost to attend is the cost of your lunch. Attendees will order off the menu and pay separately the day of the event. Please note that we cannot invoice you for these events.
 For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected].

• Feb. 25: Legislative Breakfast, 7-9 a.m., at Storrowton Tavern,  1305 Memorial Ave., West Springfield. The breakfast will feature a panel of various leaders, including state Sen. James Welch, state Sen. Donald Humason, Agawam Mayor Richard Cohen, and West Springfield Mayor Edward Sullivan. Tickets are $25 for members, $30 for non-members. For more information on ticket sales, contact the chamber office at (413) 426-3880 or e-mail [email protected].
 
YOUNG PROFESSIONAL SOCIETY OF GREATER SPRINGFIELD
www.springfieldyps.com
  
• Jan. 15: January Third Thursday, 5-8 p.m., at Nadim’s Mediterranean Restaurant & Grill, 1390 Main St., Springfield. All are welcome; admission is free for non-members. Community spotlight: Springfield Symphony Orchestra. Come learn more about SSO and their upcoming events. They’ll be raffling off pairs of SSO tickets at the event and selling tickets at a discount for YPS members.

Agenda Departments

Speed Networking Event
Jan. 14: Back by popular demand, the Affiliated Chambers of Commerce of Greater Springfield (ACCGS) will hold an afternoon of speed networking on at the Sheraton Springfield, followed by an evening of informal networking at its After 5. The combination of events will provide attendees the opportunity to meet new contacts in a formal manner, then continue conversations in an informal and casual setting. The core concept to speed networking is the ‘elevator speech,’ a short summary of an individual, business, organization, product, or service that a person could deliver in the time span of a short elevator ride. Attendees will be divided into groups A and B. Members of each group will be seated across from each other. Each member of Group A will have 60 seconds to give his or her elevator speech to a member of Group B. A bell will ring, signaling the 60-second time is up, and each member of Group B will then get a chance to speak. The facilitator will signal when the 60 seconds are up again, and members of Group A will then move one seat to the right and begin the process again with a new partner. The round-robin format of networking will continue until the event is over, at which time attendees can then move to the casual atmosphere of the MVP Pub for the ACCGS “Score a Touchdown” After 5, sponsored by Wolf & Co. and DevelopSpringfield with support from the Springfield Falcons, United Way of Pioneer Valley, and BusinessWest. The event begins at 3:30 p.m. with registration and instructions. To accommodate the event, no admittance will be allowed after 3:55 p.m. The event ends at 5 p.m., and the After 5 runs from 5 to 7 p.m. Reservations are $20 in advance, $25 at the door, and only members of the ACCGS, Springfield Chamber of Commerce, or East of the River Five Town Chamber of Commerce are eligible to participate. Reservations include a complimentary ticket to the After 5. Reservations for the After 5 only are $5 for members, $10 for general admission. The After 5 is open to the general public. Reservations may be made online in advance at www.myonlinechamber.com or by contacting Sarah Mazzaferro at [email protected]
 
Employment-law Seminar
Jan. 27: Now that the new year here, it’s an ideal time to review the past year’s changes in labor and employment law. Royal LLP will host a seminar from 8 to 9 a.m. to review some of the most interesting and significant labor- and employment-law changes from 2014 and provide timely and practical advice on how these changes will affect businesses in years to come. Attorney Sarah Torres will conduct the roundtable-style seminar, where she will provide practical pointers to assist organizations in ensuring they are up-to-date and in compliance with these new laws. She will cover topics such as sick leave, domestic-violence leave, minimum-wage increases, and more. The cost for the seminar is $30 per person, and it will take place at Royal LLP, 270 Pleasant St., Northampton. Advance registration is required, and seating will be limited. Contact Ann-Marie Marcil at [email protected] to register or if you have any questions about the seminar. Checks should be made payable to Royal LLP and mailed to 270 Pleasant St., Northampton, MA 01060.

WNEU Mini-Law School
Feb. 10 to March 10: Western New England University School of Law will open its doors to the community with a five-week program focused on demystifying the law. Starting on Feb. 10, the Mini-Law School will be held on Tuesday evenings from 6 to 8 p.m. at the Blake Law Center, Room D, 1215 Wilbraham Road, Springfield. “Individuals interested in becoming better-informed and engaging in stimulating dialogue will find this program rewarding,” said Pat Newcombe, associate dean for Library and Information Resources. “No legal knowledge is necessary, just a curious mind.” Mini-Law School offers non-lawyers an understanding of legal topics that impact their everyday lives. Each class is taught by School of Law faculty and moderated by the Hon. Kenneth Neiman, magistrate judge, U.S. District Court, District of Massachusetts. Blending theory and practice, the classes will focus on family law, health law, constitutional law, and environmental law. The sessions include:
• Feb. 10: “Welcome to Mini-Law School: An Inside View of Law School and the Courts,” presented by Neiman and School of Law Dean Eric Gouvin;
• Feb. 17: “Family Law: What Defines a Family?” presented by 
Professor of Law Jennifer Levi and Neiman;
• Feb. 24: “Health Law: End-of-Life Choices,” presented by 
Professor of Law Barbara Noah and Neiman;
• March 3: “Constitutional Law: Real Law or Just Another Kind of Politics?” presented by Professor of Law Bruce Miller and Neiman; and
• March 10: “Environmental Law: Legal Solutions to Pollution Challenges,” presented by 
Professor of Law Julie Steiner and Neiman.
“After five weeks, you won’t be a lawyer,” said Western New England University Associate Dean for Academic Affairs Beth Cohen, “but you will be able to better understand laws that have an effect on your life, and, unlike traditional law school, there are no tests or homework.” Tuition is $35 for all five sessions, or $10 for each individual session. The program is free of charge for any high-school, college, or graduate student with a valid student ID. To register by phone or for more information, call Newcombe at (413) 782-1616. Registration will continue through Jan. 19. Learn more at www.law.wne.edu/minilaw.

PAWSCARS Fund-raiser
Feb. 28: Dakin Humane Society will present a fund-raising event on at the MassMutual Center in Springfield that will affectionately spoof Hollywood, the Oscars, and red-carpet fashion. Dubbed “The PAWSCARS & Red Carpet Fashion Parade,” the show will be emceed by Ashley Kohl and Seth Stutman, hosts of Mass Appeal on WWLP-22News. Beginning with a VIP Reception at 6 p.m. and a plated dinner at 7 p.m., the evening will also include a red-carpet fashion parade featuring local people of prominence, accompanied by rescue dogs (among them former Dakin dogs, now adopted). Short videos of animals recreating iconic moments in cinematic history, created by members of the public, will also be screened during the evening. “We’re looking forward to presenting a one-of-a-kind event with the PAWSCARS,” said Dakin Executive Director Leslie Harris. “We’re blending fashion, fun, and film with a healthy dose of humor for an unforgettable night. Plus, as our major fund-raising event of the year, it will be a terrific opportunity for our supporters to come together and enjoy themselves while providing much-needed aid for the many animals in our care.” With a targeted audience of 500, The PAWSCARS is Dakin’s most ambitious fund-raising event in its 45-year history. Tickets for the event are available at www.dakinhumane.org for $125 per person (dinner and show) or $50 (show only). Dakin is currently seeking video submissions from the public for viewing at the event, and the deadline is Saturday, Jan. 31. All videos will be reviewed, and a committee will select nine finalist videos to be screened at the PAWSCARS. Each of the nine people submitting a video will be awarded a free ticket to the PAWSCARS event (including dinner and entertainment). Corporate sponsors for the PAWSCARS include Baystate Health, Piepul’s Camera Center, Clinical & Support Options, United Personnel, C.A.R. Data Management and Program Evaluation Services, Hampden Bank, and Robinson Donovan. The Republican, Reminder Publications, WMAS, the Daily Hampshire Gazette, and the Recorder are among the media sponsors for the event. Visit www.dakinhumane.org for complete contest and video-submission information, as well as additional information about the event. Dakin Humane Society provides shelter, education, advocacy, and assistance for animals and people in need from its two locations in Springfield and Leverett. The organization shelters nearly 6,000 animals every year and provides low-cost spay/neuter surgery and vaccinations to 12,000 more. Dakin is a local, private, nonprofit organization that relies solely on contributions from individuals and businesses that care about animals to bring its services to the community.

Difference Makers
March 19: The sixth annual Difference Makers award program, staged by BusinessWest, will be held at the Log Cabin Banquet & Meeting House. Details on the event will be published in upcoming issues of the magazine. Difference Makers is a program, launched in 2009, that recognizes groups and individuals that are, as the name suggests, making a difference in this region. This year’s class will be profiled in the Feb. 9 issue.

40 Under Forty
June 18: The ninth annual 40 Under Forty award program, staged by BusinessWest, will be held at the Log Cabin Banquet & Meeting House. Details on the event, which honors the region’s most accomplished and civic-minded professionals under age 40, will be published in upcoming issues. Nominations are now open for the class of 2015, and are due by the end of the day (5 p.m.) on Feb. 6. The nomination form can be found HERE.

Daily News

AMHERST — The Amherst Area Chamber of Commerce announced the election of Amherst resident Nancy Buffone, executive director of External Relations and University Events for UMass Amherst, as president of the organization. Buffone assumes leadership of the chamber following the two-year term of Lawrence Archey of Hampshire College.

Amherst resident Julie Marcus, principal of New England Environmental, has been elected vice president of the chamber. The chamber also announced the election of six community leaders to join the chamber’s board of directors: Robin Brown, Lord Jeffery Inn; Sean Cleary, Amherst Copy and Design Works; Heidi Flanders, Integrity Development; Katelyn Lockhart, Big Brothers Big Sisters of Hampshire County; April Williams, J.F. Conlon and Associates; and Peter Vickery, Esq., attorney at law. The appointments will be effective Jan. 14, at the chamber annual meeting.

The chamber also acknowledged those stepping off the board after years of dedicated service to the organization: Kathryn Grandonico-Chiavaroli, Lincoln Real Estate; John Kokoski, Mapleline Farm; Reza Rahmani, Moti Restaurant; and Meredith Schmidt, UMass Campus Center.

“I am honored to help lead the board of the Amherst Area Chamber of Commerce, as the chamber plays a critical role in the economic and cultural vitality of Amherst and the local communities,” said Buffone. “I look forward to continuing to build relationships with our members and to providing opportunities and avenues to expand the economic base in Amherst. The partnerships between the towns of Amherst and Hadley, in particular, the institutions of higher learning, and the business community are essential to our shared success.”

Community Spotlight Features
In Enfield, Growth Efforts Focus on Thompsonville

Peter Bryanton

Peter Bryanton says Thompsonville was a thriving center in its heyday, but may be on its way back.

Enfield town officials have had a revitalization plan for the village of Thompsonville for more than two decades now. It was created in 1992 after the former Bigelow-Sanford Carpet Co. was transformed into a 470-unit apartment complex.

Community Development Division Director Peter Bryanton said that Thompsonville was a thriving center in its heyday, with stores, eateries, and businesses that benefitted from the people who lived in the neighborhood and worked in the Bigelow factory. But after the mill closed in 1971, the area began to languish, and many neighborhood businesses closed their doors.

However, when construction on Bigelow Commons began, small businesses began to open again. “Town officials thought Bigelow Commons was a new starting point and formed a committee to work toward revitalizing the village. The Thompsonville Revitalization Strategy Plan was created as a result of their effort, and although it was a good plan, it was never implemented due to a lack of funding and resources,” Bryanton told BusinessWest, adding that updates were made in 2010.

But over the past year, a great deal of progress has occurred, and what was once a dream is fast becoming a reality. In fact, the town held a recent breakfast for commercial real-estate investors, developers, consultants, and other interested parties, which was attended by more than 100 people. The goal was to let them know about projects and new initiatives that have drawn residents and tourists into Thompsonville, and why it is has become a desirable investment.

“We told people what we’ve done and where we are headed, and we also created a book for them that shows every piece of property available in Enfield,” said Courtney Hendricson, assistant town manager of Development Services, adding that the impetus behind the recent initiatives was the announcement that a commuter rail line linking New Haven, Hartford, and Springfield will begin operating in 2016.

“Our plan revolves around building a new, multi-modal transit center that will include commuter rail and bus service; we know that many people want to live near these stations,” she said. “Rail service will make it easy to get to different places without owning a car, and surveys show that people in their 20s and 30s overwhelmingly want a walkable lifestyle. There is generally a 30% increase in property values within a half-mile of a transit station.”

Bryanton agreed. “Revitalization is finally happening; five years ago it was just an idea, but now it’s a reality. Once Enfield has commuter rail service, it will become a destination for people looking for a lifestyle based around public transit — we just need to get the transit center built,” he said, adding that it will be located in the former Westfield Casket Hardware building on 33 North River St.

He added that the four-story structure, which sits on the Connecticut River, is owned by Enfield Community Development Corp. and is in good shape.

“The ground floor will be used as the entranceway to get upstairs to the second floor, where the rail platform will be located. The third and fourth floors will be turned into loft apartments,” Bryanton said, adding that a portion of space on the first and second floors will also be designated for mixed use, which will allow people to shop, eat, and do business at the station.

However, land is needed to build a parking lot and a bus turnaround, and the town has been negotiating with Northeast Utilities about a plot adjacent to the building that was once home to a power plant. It is contaminated, so the negotiations are focused on who will pay for the cleanup, which will likely be a joint effort financed with brownfield grant money and funds from NU.

“In addition to the parking lot and bus turnaround, we also plan to build a new riverfront park on the property,” Bryanton said.

Town officials are lobbying the state and federal government to get funding to build the transit platform. “State officials told us they will build it after the rail service begins, but that means it would not stop in Enfield when it starts up, which is key to our development focus,” Hendricson said.

However, work is progressing, and Connecticut recently launched the Hartford Line. The commuter rail service will use Amtrak’s New Haven–Springfield Line and supplement existing intercity rail services between the two cities. The project is a joint venture between Connecticut and Massachusetts, with support from the federal government.

Once the line is operational and the transit platform has been built, Enfield officials say, they plan to focus their efforts on promoting public transportation, which will help spur private investment in the village.

Multi-faceted Approach

Hendricson said the town’s economic-development efforts rest on five pillars.

The first is an initiative called Riverfront Recapture, which involves capitalizing on access to the Connecticut River. “It’s our greatest natural resource and borders many of our neighborhoods as well as downtown Thompsonville, so we feel it has a lot of potential,” she explained, adding that the town plans to build a hiking and bicycling trail along the river, extending from Fresh Water Pond to the business corridor and down to the river. It is currently in the design stage.

The second and most important pillar is the revitalization plan for Thompsonville. “But we don’t want to ignore our other neighborhoods, which include Hazardville,” Hendricson said, noting that lessons learned from a successful streetscape plan implanted there, as well as from projects completed in other areas of town, will be employed in Thompsonville’s revival.

She also stressed that town officials feel it is important to celebrate the businesses that stayed open after the Bigelow carpet factory closed and have done well.

The fourth pillar is to continue to attract new businesses and retain the 3,000 companies that make Enfield their home. “They include many Fortune 100 companies,” said Hendricson. “We share the headquarters for MassMutual and are home to the headquarters for the North American and South American branches of Lego. The Hallmark Distribution Center and Advanced Auto Distribution Centers for the entire East Coast are also in Enfield, and we have many small, mom-and-pop businesses and home-based operations.”

Finally, town officials also plan to take advantage of the traffic that the MGM casino in Springfield will generate. “We believe Enfield could serve as a secondary destination because we have so many retail businesses and restaurants,” Hendricson said, discussing how the commuter rail platform in Thompsonville will play into the equation.

The revitalization of that village is being done in stages. The infrastructure around Fresh Water Pond, located in the center of the neighborhood, has been upgraded with new lighting, benches, planters, and trash receptacles. “We are also working to improve a walking path around the lake,” Hendricson said. “It is an ongoing effort.”

Engaging the interest of businesses and residents is another element in the plan. “It’s critical to make sure the neighborhood meets their needs,” she went on.

Hendricson noted that Thompsonville contains many multi-family homes, and although officials hope new residences will be built, they want to retain the character that was established when the carpet mill was thriving. “We’re not looking to change the proportion of multi-family housing. But we are looking to increase the number of housing options, so people can choose to live in a loft apartment, a multi-family residence, or a single-family home,” she told BusinessWest.

Town officials have staged new events over the past year to attract people to the center. The signature event was a Community and Farmer’s Market, staged from June through October on Wednesdays from 4 to 8 p.m. in front of Fresh Water Pond. There were 30 to 40 vendors each week, including artisans, farmers, food trucks and community groups, said Hendricson, adding that the market was a great success and went far beyond expectations.

Festivals were also held for families on Earth Day and Halloween, which generated positive feedback, while a presentation for business owners allowed officials to share their vision for the future. “We gave awards to businesses who have been in Thompsonville for years; we wanted to recognize and thank them. We plan to do this annually,” Hendricson said.

In addition, land was set aside to create a community garden. “There were 50 plots, and we asked people to pay $25 to become a member. They received soil and seeds, and they shared equipment. The town provided water, porta-potties, and security cameras, and a master gardener from the University of Connecticut gave a weekly seminar,” Hendricson said. “The garden was run by volunteers, and people are already asking if we are going to do it again next summer. We’ve been really working to engage the community.”

Another initiative, which focused on the use of alternative transportation, proved highly successful. Called the Magic Carpet Shuttle, it’s a bus service that takes people through the town with a number of dropoff spots. It connects to the Hartford Express (run by the Connecticut Department of Transportation) in the Macy’s parking lot.

“We started the shuttle to prove that residents will use other modes of transportation, but it has taken off beyond our expectations,” said Hendricson. “We expanded the route and the hours because 100 to 150 people ride on it every day.”

The success of these programs is being used to show investors that the outlook for Thompsonville is bright. “We’ve been meeting with developers in Greater Hartford and Springfield who are looking for opportunities,” she went on.

The town is also in the process of changing the zoning in the village, Bryanton added. It is mostly residential, but will soon have more areas designated for mixed-use development.

Moving Forward

Town officials believe their vision for Thompsonville will be realized over the next few years.

“We’ve done our homework and are making it into a desirable destination by bringing back its economic vitality,” Hendricson said. “There is so much potential, and I can easily picture it becoming a walkable, safe, attractive downtown for tourists and residents. I have no doubt it will happen.”

Bryanton agreed. “It’s been a long process to get where we are today, but we are finally on the doorstep,” he said. “We have a vision, and we know that, once the transit center is in place, people will come here.”

Enfield at a glance

Year Incorporated: 1683 in Massachusetts; annexed to Connecticut in 1749
Population: 44,654 (2010)
Area: 34.2 square miles
County: Hartford
Residential Tax Rate: $29.13 (plus fire district tax)

Commercial Tax Rate: $29.13 (plus fire district tax)
Median Household Income: $69,356
<strong>Family Household Income: $80,997
Type of government: Town Council; Town Manager
Largest Employers: MassMutual; Hallmark Cards Distribution Center; the Lego Group

* Latest information available

Law Sections
Now Is the Time to Review Documents and Create an Action Plan

By LISA L. HALBERT, Esq.

Lisa L. Halbert

Lisa L. Halbert

As the end of 2014 approaches, articles are published that recap the year’s events (“the best of…,” “the worst of…”), or that encourage changes in behavior (how-tos) for 2015. Among that genre are the top 100 videos, 10 most influential people, and my perennial favorite, “how to lose that first 10 (or 50) pounds this year.”

In this respect, the field of elder law and estate planning is not terribly different. The new-year celebration is an opportunity to review legal documents and consider an action plan for estate-planning needs during the coming year.

Estate-planning documents need to be reviewed at least every five years and also upon major life events, to make sure they continue to be relevant. Even attorneys can neglect this periodic review, and as this article is written, I am reminded to pull out my own documents and confirm that my wishes are properly reflected. As for those who do not yet have documents, read below for the potentially serious consequences of not having documents in place.

What follows is a list of estate-planning documents, action steps, and paperwork to consider, and advice for the coming year.

Prepare a Comprehensive List of Assets

Make this less daunting by doing it in stages. When next balancing your checking account, before you get up from your desk, start an asset list and add all bank accounts and possibly real estate. Then set a time to consider what you hold in securities, retirement funds, insurances (life or disability), annuities, business valuations, and tangible personal property, such as art, furniture, and jewelry. Make a column and indicate who owns the asset, whether it is held in your name alone or jointly with another. See the section about beneficiary designations for further information.

This list should also include any assets held in a trust. Sharing this list with your estate-planning attorney is a good beginning point. Understand that, after your estate plan is fully developed, the titling of your assets may change to accommodate the plan.

Durable Power of Attorney

The DPA allows you to appoint people to assist with financial management of assets in your name while you are alive. The person who creates or grants the power is referred to as the ‘principal,’ while the person who is appointed to act on behalf of another is sometimes referred to as the ‘attorney-in-fact’ (AIF). The principal gets to determine the amount of authority to grant the AIF, with the exact terms set forth in the DPA. The benefit to a DPA is that you, not a court, choose who can have access to your financial information. A DPA can allow the AIF to access your assets even though you are fully capable of thinking and acting for yourself (for example, as a convenience for you while away on vacation), or it can be written to allow access only if and when you start to fail mentally.

A DPA does not change the ownership of any asset or account. It merely allows another to act as your fiduciary — to step into your shoes and make decisions as your agent. If an asset is owned by you alone, then at your death, the authority of the AIF terminates and the asset then goes through your will, unless there is a beneficiary designation attached to it.

Whether a copy of the DPA is immediately provided to your appointees or held to be distributed at a later time is a discussion to have with your attorney. Remember, if no one knows about it, or you fall ill and cannot communicate where the document is located, court action might still result.

The issue always comes up about whom to appoint and how many to serve at any one time. Should it be one person, or two people serving together? And if two serve, do they need to act together, or may they act unilaterally? From a purely administrative perspective, it is easiest to identify one person to act alone. But in families where there may be friction, or differing skills in terms of money management, then appointing two people to act may be the best choice for that particular family.

Decisions about whether to require two signatures or one are made by the principal after considering the benefits and burdens of both choices.

If a DPA does not exist or cannot be located, and you are unable to manage your financial affairs, then without a DPA in place the family may find itself needing to go to court to obtain a conservatorship over the accounts. In the alternative, the matter might linger and not be addressed in a timely manner. For example, through oversight, a deadline may be missed to pay a premium for life or disability insurance, causing the policy to lapse. Either way, the financial consequence could be much greater than the cost associated with having the document prepared and gaining control of who has access to the accounts.

Healthcare Proxy

Review your HCP to confirm that it identifies those you would want making healthcare decisions for you if and when you can no longer make or communicate them on your own. List appointees to serve in consecutive order, and make it long enough so that it stands the test of time. Discuss the prudence of additional provisions. For example, do certain religious beliefs impact healthcare decisions, and how should they be articulated? Would you allow certain drugs to be administered that might otherwise require court approval? Do you want your healthcare agent to choose a nursing home for you if it becomes necessary?

Once signed, provide your HCP to your healthcare providers and other physicians and hospitals. Some people keep a copy on the refrigerator, in the car, in their luggage, or with other important papers. And, of course, provide a copy of your HCP to those you have appointed as decision makers.

Remember, an HCP is not a medical release that allows an appointee to look into your private medical records or make changes to current treatments. Rather, a physician or certain nurses must invoke the HCP when you are no longer able to make informed decisions about your healthcare, or cannot communicate them. And just because the HCP is invoked does not necessarily mean that you do not have capacity to handle your own finances or manage other contracts.

If you have a surgical procedure, remember to bring a copy of your HCP with you, or ask the facility if you can e-mail a copy for their records. Many medical facilities provide a boilerplate form for completion prior to a procedure. Patients then dutifully fill it in, not necessarily realizing that this new form will revoke a previously signed HCP. It is always better to supply a doctor or hospital with your own HCP document, which will likely be a more considered and thorough document than the hospital’s standard form.

Without an HCP, if healthcare decisions need to be made for you, a court will appoint a guardian. This process takes time and costs money, and you may no longer get to control who is appointed to serve. The benefit of an HCP is that you get to choose those individuals you trust to make decisions for you as you would want for yourself, as opposed to having a court choose.

Massachusetts Medical Orders for Life-sustaining Treatment

The MOLST is a relatively new medical form and not a legal form. It is intended to be used by patients of any age who suffer from an advanced illness. It addresses current medical orders about life-sustaining treatment(s). It involves the medical provider/clinician and the patient, and it is effective as of the time of signing. It serves a different purpose than a HCP. Those with advanced illness or the loved ones of those same people are encouraged to discuss a MOLST with their clinician, or visit molst-ma.org.

Nursing Homes and Long-term-care Facilities

This is one of those cautionary tales that cannot be ignored. Too many times in 2014, clients have come in to ask for assistance in dealing with a collection issue concerning a loved one in an assisted-living residence, nursing home, or similar facility. For example, Barney Rubble arrives in the office stating that an assisted-living facility is looking to collect against his own assets to pay for his friend Fred Flintstone’s stay. It seems that the insurance that might have covered the experience had a glitch and is not paying.

Barney is Fred’s trusted friend and is appointed as Fred’s healthcare agent and AIF. On Fred’s application for admission to the facility, Barney signed as the ‘responsible party,’ because he felt that, since he was helping his friend Fred, he was therefore responsible to make sure Fred’s bills were paid. Although Barney was well-intentioned, in most cases, he missed the mark. While he is the AIF, it is only with respect to using Fred’s funds. Barney never intended to promise to use his own funds.

Before signing any paperwork, slow down and carefully read the application. ‘Responsible party’ frequently means that the person signing is actually financially responsible for the person who is going into the facility. Therefore, the proper way to have completed this area of the form so as to insulate Barney’s assets was: ‘Fred Flintstone by Barney Rubble, his AIF.’ Otherwise, Barney may be setting himself up for the facility to come after his own assets, in addition to Fred’s.

Last Will and Testament

A last will and testament controls assets that are held in your name alone without a designated beneficiary, at your time of death. These are the only assets that go through the probate process. Your will is a road map as to whom you would like to receive your probate assets, so long as it is not illegal.

It can also provide for forgiveness of debt or allow someone temporary use of an asset (such as living in a home until X age, or Y event occurs). Generally, a will allows you to control and determine who inherits your estate at your death. (A surviving spouse and minor children, however, do have certain statutory rights that take priority over the terms of the will, even if you intended to try to disinherit the spouse and/or child.)

When you die, the Mass. Uniform Probate Code (MUPC) controls the probate process. The MUPC is intended to expedite the process and no longer requires as much court intervention or oversight, although court supervision is available where appropriate. For those with new probate matters, be aware that, as of the end of October, a new rule was issued that requires seven days’ notice must be given to the Division of MassHealth before a petition for probate is filed with the court.

While this usually will not pose a problem, compliance is required. Because the MUPC is still relatively new, attorneys continue to identify nuanced changes relative to how the rules are to be implemented. And while the law was intended to be user-friendly and more streamlined, another caution is to seek legal counsel, especially where a decedent dies owning real estate.

If you pass away without a will (referred to as dying ‘intestate’), state law dictates how your assets get distributed. Under the MUPC, if you die intestate and are survived by your spouse and children of both you and your spouse (whether biological or adopted), then your spouse will receive your entire estate, without any portion specifically allocated to the children of the relationship. If there are stepchildren (on the side of the decedent or the spouse), then a different distribution is dictated.

Under the MUPC, your spouse has priority to serve as the personal representative (formerly executor) for your intestate estate. The statute, however, provides that, if your spouse does not want to accept the position, he or she may designate someone else to act, effectively skipping over an adult child who might have anticipated taking on that role. So, while you might not think you have enough assets to have a will prepared, having control and choosing the beneficiaries is likely the best route to go in case that late-bought lottery ticket is found, or a family member inadvertently left you as a beneficiary.

A will can also have some significance prior to your death. During your lifetime, if you become incapacitated and another is put in charge of your assets and financial management, there may be occasions where gifts are appropriate. The AIF or conservator can look to your will in order to figure out who or what entities are most dear to you and help implement some of those dispositions even before you pass away. The will, therefore, may offer some guidance even during your lifetime.

Trust-based Planning

Depending upon your assets, intended beneficiaries, and other information, a trust might be a better option to accomplish your preferred distributions than a will. A trust is a document with three major players — the person who creates it (you, also known as the grantor), the trustee (who could be you and/or others and is the one who actually administers or managers the assets), and the beneficiaries (who could be you and/or others who receive a benefit under the trust). The trust document provides direction as to how you want your assets (and debt) managed, invested, and distributed. It is especially useful if there are minor beneficiaries and you want to know that instructions are followed long-term, or where another needs some long-term financial assistance or management (such as a special or supplementary needs trust.)

This year, irrevocable trusts have become a topic of much discussion among elder-planning attorneys. Irrevocable trusts have been used by elder-planning attorneys as one way to provide the elder ‘income only,’ but save the principal for others. When created, counsel and clients knew that income-only trusts would leave the income exposed and in the sights of MassHealth, and available to pay for care.

This past year, however, MassHealth more frequently required that the principal also be made available to pay for the elder’s care. MassHealth’s position seems based on an interpretation of text that might allow for the trustee to alter or exchange assets within the trust. While there is some myopic interpretation which, when taken out of context, might allow for an elder to receive what was formerly characterized as principal, when considered in total, most of these irrevocable trusts do not allow for such dispositions.

The legal battle continues to heat up, and for the immediate future, an irrevocable income-only trust, where a MassHealth application might someday be required, should be approached with extreme caution.

Beneficiary Designations

Review beneficiary designations on your various accounts to confirm that they remain current and in line with your overall estate plan. Types of assets that frequently carry opportunities for beneficiary designations include insurance, annuity, retirement accounts, and some brokerage accounts (accounts that hold securities and other investments).

Designating a beneficiary completely avoids the asset going through probate, and there may be some income-tax advantages to naming a direct beneficiary. Most people, however, forget that the first-named beneficiary might not outlive them, and do not properly name a contingent beneficiary. Also, if your estate plan is premised on having assets go through your probate estate, but the designations are not changed, then your plan may be defeated.

An estate plan, once completed, may use a blend of assets that are directed to specific beneficiaries via designation, as well as assets that go through probate or a trust. Retirement assets may have a better income-tax benefit if directed to specific individuals or charities (especially if you are looking to save an income-tax bite to the estate), while life insurances might be more appropriate to go through probate. Each client situation is different.

The MUPC effectively revokes certain beneficiary designations to a prior spouse. Therefore, if you are divorced and yet still intend for your ex-spouse to receive assets via a beneficiary designation that has not been changed since the divorce, revisit the designation.

Further, there are many insurance companies that do not yet respect the MUPC and stand by their own rules stating that, where a spouse is named as a beneficiary, even after a divorce the prior designation stands. So, even if your separation agreement holds that the ex-spouse is not a beneficiary, some companies ignore that text. Rather than cause your family unnecessary angst, it is best to affirmatively confirm or change beneficiary designations after a divorce is finalized.

Same-sex Spouses

A year ago, significant ink was used getting the word out that same-sex spouses could qualify for spousal benefits in Massachusetts and under the federal law. While not exactly breaking news, spouses (including same-sex) are once again encouraged to review all financial aspects that might impact their married life. For planning purposes, this impacts your federal income taxes, Social Security benefits, FMLA, and health-insurance coverage.

Retirement benefits from a qualified retirement plan will be required to allow the surviving spouse of a married couple, whether same-sex or not, to withdraw the funds over the surviving spouse’s lifetime. IRAs that allow a spouse to roll over inherited assets into his or her own IRA are now allowed. There are more than 1,000 federal benefits that may be impacted by this ruling. Check beneficiary designations as well as federal tax withholding. By now it should be old news, but I will remind you that same-sex spouses may file joint income-tax returns.

From an estate-planning perspective, we are in the second year that same-sex couples can take advantage of the unlimited marital exemption to transfer assets between spouses during life, as well as at death. For high-wealth couples, ‘portability’ of the estate-tax exemption at the death of the first spouse to a surviving spouse is now allowed. With an estate-tax exemption currently at $5.34 million per spouse (and $5.43 million for 2015), this allows a same-sex married couple to have a combined $10.68 million ($10.86 million for 2015) estate-tax exemption.

While this may not currently impact you, if the surviving spouse wins a large lottery ticket, or comes into money for any other reason even after the first spouse’s death, having elected portability may result in a significant estate-tax savings.

Do-not-resuscitate Order

A DNR is not prepared by your attorney. It is available to be signed in your physician’s office, and it states that, if your heart stops, you do not want extraordinary measures taken to restart it. A DNR is not interpreted to mean that you want to be taken off of medical machinery (and be allowed to die) if you are being kept alive only by such mechanical devices.

Passwords

Regrettably, I am electronically challenged. So, the best advice I can offer is that you need to figure out an appropriate way to track all of your passwords and user ID information, and consider how to leave this information so that your attorney-in-fact or personal representative can access it in the future. There is an old-school view, which is to write it all down and keep it in one place, and there are those who use the cloud or other programs.

Either way, while you still have capacity, think about and organize the information. From experience, the list should include bank accounts, ATM cards, brokerage access, credit and other loans, and even health-related information. Document the answers to applicable security questions.

From a practical perspective, it is frequently very hard for your AIF to establish online access; it is much easier to continue access which you have established. Yet, where many AIFs do not live proximate to the principal, online access is the best solution. So before your memory fades, or an unexpected accident arises, consider whether you want to figure out a solution that makes it much easier for those who might have to assist you.

Important Papers

Organize a filing system for important papers. Whether alphabetical or by category (bank papers, insurance, etc.), consider putting all important papers in one place. Documents to be retained include Social Security cards, copies of birth certificates, and legal documents (will, trust, HCP, DPA, marriage license or divorce decree, and funeral-related paperwork). Include on this list your children or next of kin and their addresses. If you should die, and a non-family member is involved, it makes locating family much easier.

This checklist provides a starting point. For more information, contact an estate-planning professional for a comprehensive review of your plans.


Lisa L. Halbert is an estate-planning, elder-law, and real-estate attorney with the regional law firm Bacon Wilson, P.C. She is especially focused on legal matters relating to elder care, estate planning, and asset protection; (413) 584-1287; baconwilson.com

Company Notebook Departments

Easthampton Savings Bank to Acquire Citizens National Bank
EASTHAMPTON — Easthampton Savings Bank, the wholly-owned subsidiary of ESB Bancorp Inc., announced that ESB Bancorp has signed a definitive merger agreement with Citizens National Bancorp Inc., under which ESB Bancorp will acquire Citizens National Bancorp in a transaction valued at approximately $51.3 million. Citizens National Bancorp is the holding company for the Citizens National Bank, a $333 million bank located in Putnam, Conn. Following completion of the merger of ESB Bancorp and Citizens National Bancorp, the Citizens National Bank will merge with and into Easthampton Savings Bank. The transaction will expand Easthampton Savings Bank’s market presence into the Northeast Conn. and Central Mass. markets. Following completion of the transaction, ESB Bancorp will have consolidated assets of more than $1.3 billion and a branch network of 15 full-service offices. The transaction is expected to be accretive to ESB Bancorp’s earnings in the first year of combined operations. Easthampton Savings Bank will continue to be well-capitalized under applicable regulatory requirements following completion of the transaction. Matthew Sosik, president and CEO of Easthampton Savings Bank, stated, “we are very pleased to announce our acquisition of Citizens National Bank and to welcome the Citizens employees and customers into the ESB family. We are very familiar with Citizen’s market area, and we are excited to grow through an expansion into the Northeast Connecticut and Central Massachusetts markets. Given Citizens’ excellent reputation and franchise value in their market area, we expect to operate Citizens’ five branches under the Citizens trade name after the transaction is completed. That structure will allow us to remain acutely attentive to our existing customers and communities in the Pioneer Valley, while allowing us to expand and further develop Citizens’ market share.” Added David Conrad, president and CEO of the Citizens National Bank, “we believe this truly excellent opportunity to join ESB, a top-performing mutual bank, will serve our customers, employees, and communities very well.” The merger is subject to certain conditions, including the approval of the holders of at least a majority of the shares of Citizens National Bancorp and receipt of customary regulatory approvals. The merger is expected to be completed early in the third quarter of 2015.

Elms College Garners $27,000 Grant to Expand Mobile Healthcare
CHICOPEE — The Elms College School of Nursing’s caRe vaN has received a one-year, $27,000 grant from the Raskob Foundation of Wilmington, Del. to expand its mobile healthcare project, which offers free nursing services to the homeless and underserved of Chicopee. The caRe vaN is a mobile clinic run by Br. Michael Duffy, assistant clinical professor, coordinator of the Accelerated Second Degree in Nursing Program, and conventual Franciscan friar. He and nursing students provide free healthcare services, including blood-pressure checks and monitoring, blood-sugar checks, foot care, episodic first aid, minor wound care, and patient education. Since 2013, the van has set up shop on Sundays in the former CVS parking lot of the Exchange Street plaza and on Tuesdays at Lorraine’s Soup Kitchen and Pantry. With this grant, “we’ll be able to expand mobile healthcare to the homeless. It also provides ongoing maintenance of our 1988 vintage van, which has a leaky roof and leaky window seals,” Duffy said. “We could bring on board a psychiatric nurse practitioner a couple hours a week. We also could bring on a driver, which could let us expand to a third day a week on the street.” He also plans to use grant funds for monthly visits from a podiatrist and a barber, and even for monthly laundry vouchers for the van’s clients — all of which are services greatly needed by local homeless people. “Everyone who gets their blood pressure and blood sugar checked would get $5 toward laundry,” he said. Without the grant, expanded services would have had to wait, Duffy said. “We wouldn’t be able to contemplate having a psychiatric RN on board. We’d have to be begging elsewhere for funding to fix our particularly leaky windshield — the rubber is shot.” The caRe vaN helps Elms students prepare for their future nursing careers, he added. “Long-range, healthcare is somewhat headed out of the typical hospital-based model we saw years ago. It’s much more clinic-based and accessible.” Students with experience in this kind of setting will be more marketable upon graduation, too. “It’s real hands-on work,” he said. “They’re working with folks in the community where they are. And it makes them think on their feet. The homeless are with us for a short period; it’s a transient culture, so they’re there for five to 10 minutes. How much can we get done? Can we encourage them to stay longer than just blood pressure and blood sugar?” Working in the van also helps students live the Elms College mission of empowering students to effect positive changes in the community and in the world, Duffy said, adding it “teaches them creative ways to respond to the demands of their chosen profession — nursing — and allows them advocate for people in need. They go hand in hand, no doubt about it.”

Berkshire Bank Earns Community Impact Award
ALBANY, N.Y. — Berkshire Bank was recently honored by the Stakeholders Foundation in Albany, N.Y. with the 2014 Capital Region Community Impact Award. The foundation’s annual awards honor exemplary companies for their philanthropic and volunteer work in the Capital Region. Berkshire Bank received the Corporate Volunteer of the Year award recognizing its X-TEAM employee-volunteer program. The awards were presented in a ceremony at Proctors Theatre in Schenectady, N.Y. on Nov. 12. The Corporate Volunteer of the Year award was presented to Berkshire for its exemplary volunteer strategy that effectively integrated volunteerism into the company’s business culture, had a sizeable impact on the community, and served as an inspiration to others. Nearly 100% of bank employees in the Capital Region have participated in one of Berkshire’s company-supported projects over the last two years. With projects including fund-raising efforts for the Leukemia & Lymphoma Society’s Light the Night Walk, building homes with Habitat for Humanity, and work with the Regional Food Bank of Northeastern New York, Capital Region employees completed more than two dozen volunteer service projects in 2014, impacting thousands of lives and dozens of communities. Berkshire Bank’s X-TEAM provides all employees with paid time off to volunteer at company-supported projects. Bank employees help identify, select, plan, and execute all of the company’s volunteer work. This approach allows the bank to engage staff and choose volunteer opportunities that are important to local stakeholders. The program is also another way for Berkshire to give back to the community in addition to financial contributions of more than $2 million annually through its charitable foundations and corporate support.

WSU Names Presidential Search Committee
WESTFIELD — The Westfield State University board of trustees formally approved a motion at its Dec. 15 meeting naming campus and community leaders to serve as members of WSU’s presidential search advisory committee. The committee will be led by trustees Steven Marcus and Terrell Hill, who were appointed to serve as the chair and vice-chair, respectively, at the April board meeting. “The professionals selected for the presidential search committee offer a diversity of backgrounds, opinions, and experiences that will be essential when developing criteria, evaluating credentials, and identifying candidates for the university’s next president,” Marcus said. Committee members include Katheryn Bradford, director, Alumni Relations (APA); Junior Delgado, director, Career Services (APA); Evelyn Dina, SGA member, student representative; Joshua Frank, student trustee; Margot Hennessy, chair, Ethnic and Gender Studies, MSCA chapter president; Terrell Hill, trustee; Robin Jensen, chair, Foundation Board; Ron’na Lytle, administrative assistant, Ethnic and Gender Studies (AFSCME); Steven Marcus, trustee; Luis Perez, trustee; Carlton Pickron, vice president, Student Affairs (NUP); Henry Thomas, BHE representative; and Edward Welsh, associate professor, Mathematics (MSCA). The Presidential Search Committee members are responsible for selecting the university’s 20th president. The committee’s first task will be the selection of an executive search firm to assist in the process. A request for proposals (RFP) was posted nationally this fall, and four firms have responded. Marcus plans to convene the search committee in early January to review the four proposals and to select a finalist for presentation to the board at its next meeting on Feb. 5. As the search gets underway, a website will be established to to serve as the official resource for information and updates on the process.

G.M. Morisi Insurance Relocates to Longmeadow
LONGMEADOW — The G.W. Morisi Insurance Agency has moved to a new address after being in Springfield for 65 years. The current address is 175 Dwight Road, Suite 309, in Longmeadow. G.W. Morisi Insurance Agency is a full-service insurance agency that has been family-run for more than 65 years. It is a third-generation family business with extensive experience in a full range of personal lines and business insurance.
 
Q Smokin’ Good Food Opens in Springfield
SPRINGFIELD — It’s been said there’s no place like home for the holidays, which was a challenge for Craig and Chris Spagnoli, co-owners of the new Q Smokin’ Good Food in Springfield. Craig and his son, Chris, recently opened the restaurant, with a menu influenced by Chris’ wife, Sarah Anne, who is originally from South Carolina. Together, they saw an opportunity to fuse southern-style barbecue with local flavor in their restaurant on State Street. “Mason Square and the surrounding community is a really vibrant, diverse area,” said Chris Spagnoli. “There are college students and professors, businesses, public schools, and a well-established community, so we want to see the local flavor start to reflect that diversity.” The menu includes authentic, southern-style barbecue made daily from old family recipes that are complimented by local, artisan craft beers, not to mention fan favorites for the kids, including the ‘little piggy’ pulled-pork sandwich and macaroni and cheese. “The holiday season is a great time to get together and enjoy a family meal,” said Sarah Anne Spagnoli. “At Q Smokin’ Good Food, we have great gifts ready just in time for the holidays. From gift certificates to catering for your holiday events, we can do it all.” Gift cards are 20% off during the holidays. Q Smokin’ Good Food is available as take-out and delivery as well as dine-in. The restaurant regularly features vintage Indian Motorcycles, as it is located directly across the street from the Indian Motorcycle Apartments that were previously the old Indian Motorcycle factory.

Chamber Corners Departments

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

• Jan. 7: ACCGS Business@Breakfast, 7:15-9 a.m., at Ludlow Country Club, One Tony Lema Drive, Ludlow. “Putting the PIONEER Back in Pioneer Valley” is the name of the program, to be led by Paul Silva, executive director of Valley Venture Mentors, and Natasha Clark, founder of LionessMagazine.com. Saluting: Dr. Mark Keroack, new CEO of Baystate Health, and Andrew Associates, celebrating its 30th anniversary. Cost: $20 for members ($25 at the door), $30 for general admission.

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

• Jan. 12:
“Getting Down to Business about Business,” 8-9 a.m., hosted by Web-tactics Inc., 83 Main St., Easthampton. Mayor Karen Cadieux will be available for casual question-and-answer sessions. RSVP to the chamber at (413) 527-9414 by Jan. 1.
• Jan. 22: Chamber Annual Meeting and Awards Dinner, 5 p.m., hosted by Southampton Country Club. The event will feature presentation of Business of the Year awards and celebrate member milestones. For more information, contact the chamber at (413) 527-9414 or e-mail [email protected]
• Feb. 14: 2nd Annual Easthampton WinterFest — Fall in Love with Winter, starting at 11 a.m. The Nashawannuck Pond Steering Committee and Greater Easthampton Chamber of Commerce invite you to the WinterFest, a community-wide event that features family-friendly winter activities held throughout the day. They include an historical ice harvest on Nashawannuck Pond, horse-drawn wagon rides, snowshoeing, snow sculpture, a chili cook-off, a community bonfire, and much more. There will also be winter-themed indoor activities for all ages. Most events are free or by donation. A lineup of the day’s events will be posted on www.nashawannuckpond.org.

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

• Jan. 8: Winners Circle 2015 Reception, 5-7 p.m., at the Yankee Pedlar, 1866 Northampton St., Holyoke. Sponsored by Ross Insurance. We invite you to attend this enjoyable event where we honor all of our local and state elected officials. Tickets are $27. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Jan. 13: “How to Start and Maintain Your Business — Finding a Location,” 5:30-7:30 p.m., at the chamber office, 177 High St., Holyoke. Join us in this workshop series as members of the chamber teach members of the community the steps it takes to build a successful business. Cost: $20 per session or $175 for the series.

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

• Jan. 7: Arrive @ 5, 5-7 p.m., at McKenney Electric, 100 Northampton St., Holyoke. Sponsored by King & Cushman. Cost: $10 for chamber members.
• Jan. 27: New member orientation, 3-4 p.m., at the chamber office, 99 Pleasant St. This is the chance to tell us more about your business and how the chamber can best serve you. Meet other new members and learn how to make to the most of your chamber membership. Admission is free. RSVP to (413) 584-1900 or [email protected].

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

• Jan. 5: January Mayor’s Coffee Hour, 8-9 a.m., at MoFroYo, Little River Plaza, 617 East Main St., Westfield. This event is free and open to the public. To register, call Pam at the chamber office at (413) 568-1618 or e-mail [email protected].
• Jan. 14: January After 5 Connection, 5-7 p.m., at the Arbors of Westfield, 40 Court St. Sponsored by Susan Allen Financial. Cost: $10 for members, $15 cash for non-members. Refreshments will be served. Bring your business cards and make connections. To register, call Pam at the chamber office at (413) 568-1618.

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

• Jan. 15: Networking Lunch, noon to 1:30 p.m., at Lattitude, 1338 Memorial Ave., West Springfield. One must be a member or guest of a member to attend. Enjoy a sit-down lunch while social networking with fellow chamber members. Each attendee will get a chance to offer a brief sales pitch. The only cost to attend is the cost of your lunch. Attendees will order off the menu and pay separately the day of the event. Please note that we cannot invoice you for these events. For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected].

Features
HitPoint Studios Brings Gaming Innovation to Downtown Springfield

The white rabbit in Fablewood

The white rabbit in Fablewood, a social game played on Facebook, is a fan favorite, says Paul Hake.


Aaron St. John says there are “three legs of the stool” that make a region fertile ground for businesses — and entire industries — to take root: access to talent, quality of life, and access to capital.

Until recently, he said, the perception among high-tech firms was that the Pioneer Valley had the first two in spades, but would always be trounced by the likes of Cambridge, New York, and Silicon Valley when it came to capital.

That perception is changing, he told BusinessWest, and HitPoint Studios is exhibit A.

The video-game-development company that he and Paul Hake started in 2008 has grown exponentially from its humble beginnings and now employs about 35 people. Based first in Greenfield, then Hatfield, and most recently in Amherst, the firm relocated to downtown Springfield last week, thanks to a commitment of $1.25 million by area investors to keep HitPoint local at a time when Boston and California were calling.

“Our entire round of funding is from the Valley,” St. John said. “We’ve had access to talent and good quality of life in this region — it’s a good place to live. But access to capital has been a challenge for this area. So I think it’s really encouraging that we didn’t need any outside funds.”

These investments in HitPoint’s future — about 40% of it from MassMutual’s Springfield Venture Fund and the rest from members of River Valley Investors — is a sign that the Valley’s reputation in this regard might be changing. The Venture Fund requires recipients to base their operations in Springfield, but regardless, St. John believes the city’s downtown is a natural spot for HitPoint to grow.

Aaron St. John

Aaron St. John says Springfield’s location, amenities, and rising profile make it an ideal place to grow HitPoint.

“Seeing all the entrepreneurship taking place in Springfield is very encouraging in a business where we rely on being innovative and finding creative solutions,” he said. “Being engaged by a city in that way, we got the feeling of an open door, of Springfield rolling out the red carpet, and asking, ‘what can we do?’ We felt this would be a good place for HitPoint.”

As they packed up boxes for the big move to the City of Homes, St. John and Hake talked with BusinessWest about what the move means for their company — and for the gaming industry in general.

Roads Taken

HitPoint’s founders traveled different roads to their eventual partnership. St. John’s older brother was an executive at Microsoft who introduced him to some of the big names in the game industry, and by age 16, he could see that making games — something he was passionate about — could be a viable career.

While still a teenager, on summer break from Earlham College in Indiana, St. John found himself interning for Monolith, a then-fledgling game company which is now one of the biggest online game portals. The company solicited game ideas from its people and got more than 100 back; of the three ideas deemed best, two were submitted by St. John. He was quickly hired on full-time.

That experience led to the development of Sanity: Aiken’s Artifact, which was brought to market by Fox Interactive. Later, St. John returned to his native Bay State to finish his degree at UMass Amherst; he launched his own design company, Golden Goose Games, soon after.

Hake, on the other hand, didn’t grow up playing video games; in fact, he wasn’t allowed to play console games at home. But he got hooked on computers after his father brought home an IBM PS2 and started teaching him how to program. Soon after, the family got another computer and a few PC games, and he played them all the time.

At UMass, he got more into gaming — not just playing them, but making them, using his programming background and the classes he was taking to build his skills in that arena. When the results of one assigment — he created a scrolling game with flying and shooting features — was particularly well-received, he decided this was what he wanted to do with his life.

So, after college, Hake landed a contract position with the Tiger Electronics division of Hasbro Toys. Eventually, he gained enough experience and contacts developing games that he was able to launch his own company, Paul Hake Productions, in 2004.

Having both attended UMass for a spell, the pair worked together casually from time to time and decided to go into business together in 2008. They began with eight employees — four from each company — but soon saw their enterprise take off.

HitPoint has long specialized in four lines of business: branded entertainment, which are games designed for companies’ Websites; casual games, which are also typically work-for-hire projects; social games, typically played through Facebook; and independent games, which the company designs and distributes on its own — a niche St. John and Hake have been working to expand.

Not that partnering with other companies hasn’t been lucrative.

“We were a first-party partner with Microsoft, one of two they chose to work with. We were developing their strategic titles for launch of Windows 8; we did about 12 titles for Microsoft, all featured in the App store, all top-grossing and top-ranked,” St. John said. “Then, just this past year, we worked on a product with Dreamworks to promote How to Train Your Dragon 2, a map-based explorer game, where you fly a dragon over a real, updating GPS map.”

In addition, HitPoint boasts several social games on Facebook — including Fablewood, Seaside Hideaway, and Jane Austen Unbound — with another set to release soon.

Facebook games and many mobile games are free to play, but are often monetized with ‘punch points’ in the game where there’s a significant time investment to get to the next level — and an option to get past those punch points faster by paying. The biggest hits of the genre can be extraordinarily lucrative. And with most people now playing games on their phones, mobile platforms represent an area of the gaming market that’s only expected to continue its surge in popularity.

Nuts and Bolts

Designing and developing each game is a painstaking process involving programmers, gameplay designers, graphic artists, sound specialists, and others. To coordinate them, St. John and Hake adhere to a software-development process known in the industry as ‘scrum,’ in which phases of a project are broken into short ‘sprints’ with specific goals. It’s the reason HitPoint can keep upwards of 15 projects in the air at one time.

Each must undergo a process of risk assessment and profit projection before being greenlit, which involves determining what’s achievable in the amount of time available and whether a project complements the company’s strategic goals — goals that will now turn heavily to independent projects, starting with a new product set to launch in the second quarter of 2015; they’re hush-hush on the details right now.

“We want to be focused around our own titles,” St. John said. “We work with other companies — we’re continuing our relationship with American Family Insurance, with one of the biggest insurance-based games, and we have relationships with some of the larger companies in the industry, like EA and a large Japanese company. But most of our effort is spent on games we’re launching and maintaining ourselves, where we own the game and the infrastructure.”

They’ll be entering this new phase in downtown Springfield — One Financial Plaza, to be exact — during a time of bustling activity in the neighborhood, with class A tenancy rates up in the towers; investments by a host of companies as well as UMass, Bay Path University, and Cambridge College; and, of course, the $800 million MGM Springfield casino set to open in 2017.

It definitely represents a more jarring change than HitPoint’s last move, from a retrofitted barn in Hadley to digs on University Drive in Amherst.

For that last move, “we mostly wanted to get out of the barn,” Hake said with a laugh. “It was getting a little old and crowded, and during the past few years, we’d been building up our own properties, including the suite of games on Facebook that we own and a couple of games on mobile as well.”

Then, starting early last year, he continued, “we discussed raising capital to continue our independent growth, and as part of that, we’re making this move to Springfield.”

St. John said there’s no reason why Springfield can’t be an attractive spot for companies such as his. “There’s easy access to [Bradley] airport, and we have several people that live close to Boston, who have much easier access to the office. I’m excited about all that. With the new-product innovation we have planned, we expect to grow quite a bit out of Springfield over the next two or three years.”

St. John has always been loath to look beyond Western Mass. as HitPoint’s headquarters, saying the the region’s colleges provide a solid pipeline of talent.

“We’ve gotten a lot of mileage out of being in Western Massachusetts,” he told BusinessWest. “Frankly, the game industry is pretty competitive, especially the competition for talent. We don’t have a warehouse, we don’t even have physical goods that we sell; the value of this company is in the people who work here. And the kinds of people we have to attract find the Valley a phenomenal place to live.”

He recognizes that being among the biggest players on the regional game-development block gives HitPoint, access to some of the top talent graduating from the region’s colleges and universities, but he also believes that, should the Valley become a hub for game developers as he believes it can, there will be plenty of talent to go around, because out-of-staters will be drawn by the quality of life. “We’ve found people who want to live here, people willing to move from California, New York, Texas.”

Downtown Dreams

The question, though, is can Western Mass. realistically become that video-game hub?

“That’s certainly my hope,” St. John said. “We’re hoping we can engage other entrepreneurs in area schools to look at the gaming industry, start game companies, and make their own games.”

He said HitPoint has been active with area colleges, and hosted two ‘game jams’ last year, at which students, with the help of faculty and HitPoint staffers, designed games for 24 hours straight.

“We saw a lot of talent and actually hired some people from those events; we’ve seen a few of them start their own projects on Kickstarter, things like that,” he noted. “It’s our hope — assuming we’ll be a successful presence in the area — that we’ll see a change in the perception students have about this area.

“That was certainly my perspective,” St. John continued. “I grew up in Amherst, and all I wanted to do was play games. We want to change people’s perceptions locally, but also change the industry perception, so people say, ‘why not Western Mass.?’”


Joseph Bednar can be reached at [email protected]

Daily News

SPRINGFIELD — Back by popular demand, the Affiliated Chambers of Commerce of Greater Springfield (ACCGS) will hold an afternoon of speed networking on Wednesday, Jan. 14 at the Sheraton Springfield, followed by an evening of informal networking at its After 5.

The combination of events will provide attendees the opportunity to meet new contacts in a formal manner, then continue conversations in an informal and casual setting. The core concept to speed networking is the ‘elevator speech,’ a short summary of an individual, business, organization, product, or service that a person could deliver in the time span of a short elevator ride.

Attendees will be divided into groups A and B. Members of each group will be seated across from each other. Each member of Group A will have 60 seconds to give his or her elevator speech to a member of Group B. A bell will ring, signaling the 60-second time is up, and each member of Group B will then get a chance to speak. The facilitator will signal when the 60 seconds are up again, and members of Group A will then move one seat to the right and begin the process again with a new partner.

The round-robin format of networking will continue until the event is over, at which time attendees can then move to the casual atmosphere of the MVP Pub for the ACCGS “Score a Touchdown” After 5, sponsored by Wolf & Co. and DevelopSpringfield with support from the Springfield Falcons, United Way of Pioneer Valley, and BusinessWest.

The event begins at 3:30 p.m. with registration and instructions. To accommodate the event, no admittance will be allowed after 3:55 p.m. The event ends at 5 p.m., and the After 5 runs from 5 to 7 p.m. Reservations are $20 in advance, $25 at the door, and only members of the ACCGS, Springfield Chamber of Commerce, or East of the River Five Town Chamber of Commerce are eligible to participate. Reservations include a complimentary ticket to the After 5. Reservations for the After 5 only are $5 for members, $10 for general admission. The After 5 is open to the general public.

Reservations may be made online in advance at www.myonlinechamber.com or by contacting Sarah Mazzaferro at [email protected].

Daily News

SPRINGFIELD — Bright Nights at Forest Park, celebrating its 20th season, will keep the holiday spirit aglow through Jan. 4, with more than 650,000 lights lining a three-mile drive.

Displays include Toy Land, Seuss Land, Winter Woods, North Pole Village, and the iconic Everett Barney Mansion. Adding to the festivities after Christmas will be craft nights and New Year’s Eve fun. At Santa’s Cottage, children can make a free penguin thermometer or a snowman snow-measuring stick, and on Dec. 31, they will receive a free noisemaker, hat, tiara, or other festive gear, and free carousel rides sponsored by Columbia Gas of Massachusetts. The free craft is available through Jan. 4.

Also available at Santa’s Cottage is The Spirit of Springfield 1989-2014, a book showcasing 25 years of Spirit of Springfield events with hundreds of photographs. Horse-drawn wagon rides are available Fridays, Saturdays, and Sundays. Carriage rides are available Fridays and Saturdays.

Admission is $18 per vehicle Monday through Thursday, and $21 per vehicle Fridays, Saturdays, and holidays. Buses with seating for 17 to 30 are charged $70, and those that seat 31 or more are $150. Carriage rides are $75 for up to four people. Wagon rides are $9 and $7 for children 14 and under. The entire wagon can be reserved for as many as 20 passengers for $150.

The 20th season of Bright Nights is sponsored by AAA Pioneer Valley, the Arbors Kids, Baystate Health, Big Y World Class Markets, Charlie Arment Trucking, Columbia Gas of Massachusetts, Comcast, GZA GeoEnvironmental, Hasbro, Health New England, iHeart Media, Jewish Geriatric Services, MassMutual Financial Group, Mercy Medical Center, MGM Springfield, Milone and MacBroom, Moriarty & Primack P.C., Northern Tree Service, PeoplesBank, Sheraton Springfield, Shriners Hospital for Children, Siemens, the Republican/MassLive, Smith & Wesson, Tower Square, United Bank, Western Massachusetts Electric Co., and WWLP-22 News.

Daily News

SPRINGFIELD — It’s been said there’s no place like home for the holidays, which was a challenge for Craig and Chris Spagnoli, co-owners of the new Q Smokin’ Good Food in Springfield. Craig and his son, Chris, recently opened the restaurant, with a menu influenced by Chris’ wife, Sarah Anne, who is originally from South Carolina. Together, they saw an opportunity to fuse southern-style barbecue with local flavor in their restaurant on State Street.

“Mason Square and the surrounding community is a really vibrant, diverse area,” said Chris Spagnoli. “There are college students and professors, businesses, public schools, and a well-established community, so we want to see the local flavor start to reflect that diversity.”

The menu includes authentic, southern-style barbecue made daily from old family recipes that are complimented by local, artisan craft beers, not to mention fan favorites for the kids, including the ‘little piggy’ pulled-pork sandwich and macaroni and cheese.

“The holiday season is a great time to get together and enjoy a family meal,” said Sarah Anne Spagnoli. “At Q Smokin’ Good Food, we have great gifts ready just in time for the holidays. From gift certificates to catering for your holiday events, we can do it all.”

Gift cards are 20% off during the holidays. Q Smokin’ Good Food is available as take-out and delivery as well as dine-in. The restaurant regularly features vintage Indian Motorcycles, as it is located directly across the street from the Indian Motorcycle Apartments that were previously the old Indian Motorcycle factory. The restaurant currently has a 1949 Indian Scout on display for a limited time, to be replaced in early January by a 1926 Indian Scout. Private collectors provide the bikes for display.

Daily News

WILBRAHAM — Wild Apple Design Group has been named a Bronze winner in the 2014 Summit Creative Award competition for its creative work on the website design for Attain Therapy + Fitness. The company was selected from more than 5,000 submissions from 24 countries.

According to Amy Scott, owner of Wild Apple Design Group, “we had such a great time working with the folks at Attain Therapy + Fitness. This award really validates that, when our team of creative marketers collaborates with an excellent and open-minded client like Attain, great things will result. And we had a lot of fun in the process.”

MaryLynn Jacobs, cofounder of Attain Therapy + Fitness, added, “at Attain, we recognize the growing importance of how people use the Internet to research information on medical services such as ours. Wild Apple provided us with a website that is representative of our services while at the same time capturing our passion and overall brand. We are thrilled with the result and the ongoing support.”

This year’s panel of international judges included a host of creative directors from design agencies around the world, including Brazil, Sweden, Australia, Russia, Canada, and the U.S. Entries in 20 major categories were judged against a stringent set of standards. During the blind judging events (company names withheld), the judges searched for innovative and creative concepts, strong execution, and the ability to communicate and persuade. Winners were selected in a wide range of categories, from print and broadcast to emerging and social media.

Wild Apple Design Group, founded by Scott in 2000, offers a next-generation version of the old marketing-agency model by offering creative design and expertly leveraging technology.

Daily News

SPRINGFIELD — Hundreds of students, parents, staff, faculty, and other supporters of Cathedral High School took to the steps of City Hall yesterday in an effort to persuade the Diocese of Springfield to rebuild the tornado-damaged school on Surrey Road. The rally capped off a day of “Save Cathedral” events around the city.

U.S. Rep. Richard Neal and Springfield Mayor Domenic Sarno attended the rally and pressed the diocese to use available money, including millions in disaster aid awarded by the Federal Emergency Management Agency, to rebuild the school.

According to Monsignor John Bonzagni, the diocese has received more than 1,500 alumni responses and more than 250 parent responses to requests for input on the fate of the school, running the gamut from rebuilding Cathedral to rehabbing it; from building a more accessible location to combining area Catholic high schools into one regional school, or even possible privatization.

A final decision by Bishop Mitchell Rozanski may not come until February, according to Bonzagni. Since the June 2011 tornado, Cathedral has been operating at the former Memorial School in Wilbraham.

Features
White Lion Brewing Is Making a Name for Itself

Ray Berry Jr.,

Ray Berry Jr., seen here at a display of White Lion at Table & Vine, says his company’s mission is to build a great brand and help revitalize a great city.

Not long after graduating from American International College with a degree in finance, Ray Berry Jr. went to work for a nonprofit agency called Mason Square Development Corp., which, as the name suggests, was dedicated to helping small-business ventures off the ground in that low-income Springfield neighborhood.

Summing up the now-defunct agency’s mission, Berry said it was created to help entrepreneurs understand the risks of a business venture and overcome their fear of accepting those risks, assist them with forging business plans, and guide them with the task of developing the connections and relationships needed to succeed.

“I think it’s important for any entrepreneur to map and frame out their ideas, utilize the networks that are in the community, and not be afraid to take advice along the way,” said Berry, who served the MSDC as deputy director. “There are individuals out there who have a tremendous amount of proven experience in establishing companies and moving them forward. If you have a vision or dream, and once you get through that fear of risk and get over that hurdle, you utilize the resources available and push your dream forward.”

Today, Berry is definitely practicing what he preached 15 years ago as he pushes his own dream forward.

It’s called White Lion Brewing Co., a venture he launched just a few months ago — after nearly four years of planning — with some working capital, an imaginative brand, an intriguing mission statement, and that aforementioned willingness to accept risk.

And in that short time, he has enjoyed what could only be called a roaring start while making White Lion “Springfield’s beer,” even though it’s not brewed here — yet.

As it states on the bottom of the six-pack container that features many of the city’s landmarks, “Springfield is our home. We share the city’s pride in its legacy of innovation and ingenuity. We intend to serve as a catalyst for Springfield’s renaissance. One that celebrates diversity and urban vibrancy. We have a dual mission: Build a great brand. Revitalize a GREAT CITY.”

The first component of that mission is still a work in progress, but Berry believes important strides have been made. The second? Well, he intends to be a big part of the renaissance he sees coming for Springfield by bringing the brewing operation to the city, and with it, jobs and a renewed sense of pride that in some ways is already evident.

“The city of Springfield does not have a product that folks can rally around, and it was important to me to create one,” said Berry, who by day is vice president of Administration and Finance for United Way of Pioneer Valley. “We want to be a game changer, a difference maker, part of the community fabric, part of the legacy that moves the city of Springfield forward.”

As for the brand … the white lion, a color mutation of the African lion, found in South Africa and zoos around the world but mostly in Europe, has nothing to do with Springfield. Or everything to do with it, if you listen to Berry.

“Folklore will state that it’s an extension beyond race, color, creed, or gender,” he explained, noting Springfield’s diverse population. “It doesn’t matter who you are, what economic status you come from, a white lion is a symbol of good in all mankind. It goes on to say that, if you’re in the presence of a white lion, you will be sanctified with infinite prosperity.”

Already, a strong connection is being forged between the city and the brand.

Indeed, when Gov.-elect Charlie Baker paid a visit to Springfield the day after the Nov. 4 election, Mayor Domenic Sarno had a six-pack of White Lion pale ale waiting for him as a gift.

That highly visible bit of marketing and public relations is only one way in which White Lion’s fast start has manifested itself. The company’s two products — there’s also a cream ale, with more on the way in 2015 — are now in more than 120 locations (liquor stores, bars, and restaurants) in Western Mass. and just beyond, and Berry has ambitious plans to grow those numbers and make his brand a household name.

For this issue, BusinessWest looks at his multi-phase strategy for making White Lion both a player in the craft-beer universe and a major player in Springfield’s future.

Mane Attraction

As he talked with BusinessWest after posing for some photos beside a rack of his products at Table & Vine in West Springfield, Berry used the opportunity to provide an education in the craft-beer industry and quantify and qualify its explosive growth.

“There are nearly two full aisles of craft beers here now, and new ones arrive regularly — there are more than 2,000 craft-beer establishments across the country,” he said while walking through one of them, pointing out a seemingly endless array of imaginative names — Smuttynose, Dogfish Head, Otter Creek, and Magic Hat, among others — and colorful packages. Some of these brands are local in origin, such as Berkshire Brewing in South Deerfield, Paper City in Holyoke, Fort Hill in Easthampton, and Iron Duke in Ludlow, while others are regional powerhouses like Samuel Adams and Harpoon.

WhiteLionBoxArtEntering such a crowded field would seem like a risk not worth accepting, but Berry thinks otherwise, and he started coloring in his entrepreneurial canvas roughly four years ago.

He did so after analyzing the market and noting one important point — there was no craft-beer product attached to Springfield, a city with a history of brewing operations, most of which didn’t outlast Prohibition; those that survived didn’t live long after it was repealed.

“The concept goes back at least four years; that’s how long I’ve been having general conversations with friends in the Valley around craft beer, their growing popularity, and the fact that there wasn’t a local product here in Springfield,” he explained. “But, like any entrepreneur with an idea, sometimes they come and go, so this idea came and went, I would sit on it, time would pass, and I would revisit it. I did that off and on for a three-year period.”

What eventually enabled him to break that cycle was research into the various options of getting a craft beer off the ground, including a contract-brewing business model, but also a growing sense that one of the ways he could have an impact in the region, and especially Springfield, was through entrepreneurship.

“I would sit with friends, especially after college, over the past 15 to 20 years and brainstorm about what we could do to make a difference, beyond what we were already doing with our volunteer work and our 9-to-5 jobs,” he told BusinessWest. “And it always gravitated back toward an entrepreneurial spirit.

“What I tell folks now is that we always had great ideas, but there was hesitation because we knew there was always risk associated with taking that step from idea to reality,” he went on. “And I think that probably held us back for some time, but it got to the point where we felt that now was the time to make a difference and be part of that ongoing change in the region.”

He used that collective ‘we’ to refer to those friends he conversed with and various team members he’s recruited since moving White Lion off the drawing board. These include brewmaster Mike Yates, who oversees the brewing of White Lion at Mercury Brewing in Ipswich; distributors Williams Distributing (Hampden and Hampshire counties), Quality Beverage (Central Mass.), and Girardi Distributors (Franklin and Berkshire counties); and warehousing partner R.M. Sullivan Co. in Westfield.

Berry told BusinessWest that success in the highly competitive craft-beer industry comes with being creative, not only with what goes inside the bottle (although that’s obviously important), but also with the name on the bottle, the packaging, the marketing and public-relations work, even the tap the bartender pulls to fill a glass with your product.

And he believes he’s effectively expressing his creativity, especially with the brand White Lion.

“We wanted to think outside the box,” he said, “and cause the consumer to, at a minimum, pause and ask the questions, ‘why that name? Where’d the name come from?”

People are now asking those questions across Western and Central Mass., said Berry, adding that the next pushes will be into the eastern part of the Bay State and Northern Conn.

Coming to a Head

Creating a brand, hiring a brewmaster, outsourcing brewing operations, and forging relationships with a warehouse operator and distributors are just some of the many components of what Berry called phase 1 of his entrepreneurial venture.

Others include launching a website, use of various social-media vehicles to gain visibility, and creation of imagery and packaging that can compete with all those offerings seen in the aisles at Table & Vine, assignments being handled by the Springfield-based companies DIF Design and TSM Design, respectively. There’s also the tasks of building a portfolio of locations that will offer White Lion products and getting the word out about those products.

With the former, Berry has forged relationships with a number of liquor stores and bars, and also with several restaurants in and around the city, including the recently reopened Fort, Max’s and Max Burger, Nadim’s, Plan B Burger, and others. And there have ben discussions with MGM about making the products available in the $800 million casino to be built in the South End.

Meanwhile, the products have gained exposure through a number of events and public-relations efforts, including Baker’s visit to the mayor’s office, but especially a launch event on Oct. 21 at the Lyman & Merrie Wood Museum of Springfield History that drew more than 300 people. Berry has also been telling the story to area Rotary clubs, chambers of commerce, and other groups.
But there is other work to be done as well, he said, and much of it echoes the advice and services provided to entrepreneurs by Mason Square Development Corp., he said, adding that many of these assignments fall into the categories of relationship building and tapping into resources that can help a venture grow.

Ray Berry Jr. says he has a product — and a name — that will stand out in the crowded craft-beer market.

Ray Berry Jr. says he has a product — and a name — that will stand out in the crowded craft-beer market.

As one example, he cited White Lion’s success in becoming one of the 30 ventures chosen to comprise the first cohort of the accelerator program created by Valley Venture Mentors and funded through a grant from MassMutual.

There are substantial cash awards for ventures that fare well in what amounts to a four-month learning experience, mentoring exercise, and competition, noted Berry, but the bigger reward is the ability to tap into the knowledge and resourcefulness of those leading the accelerator program.

“Teams such as White Lion are going to be in front of a multitude of individuals who are there to provide advice for startups,” he said. “It’s going to be a great opportunity for all these companies.”

As another example, he cited a relationship forged with AIC to bring two or three interns each year into the White Lion operation, giving the company access to young talent and potential future employees, while providing those students with real-world experience with a growing enterprise.

“This partnership will enable three seniors majoring in marketing to get hands-on experience and be part of this new startup,” Berry explained, “all while having the principles they learned in school applied to real-life scenarios.”

As for phase 2 of this operation, that entails bringing the brewing operation, as well as other components of the company, under one roof in Springfield, preferably in or near the central business district, and then taking the brand into new markets in the Northeast and eventually beyond.

Berry said he’s engaged in discussions with city officials with the goal of identifying 8,000 to 10,000 square feet of manufacturing space to house brewing equipment, a bottling line, and possibly a canning line. His planned timeline is to have such a facility in operation by late 2016, but there will be challenges to meeting it, especially the need to raise the estimated $1 million to $1.5 million he’ll need to create his operations facility through what he expects will be a mix of debt and equity financing.

Berry is hoping that his ongoing efforts to create exposure, as well as participation in VVM’s accelerator program, will open the eyes of not only beer drinkers, but potential investors as well.

In the meantime, he intends to foster controlled growth and carefully manage the company’s progression.

“We’re a very, very young company, and we have to be very careful not to overextend ourselves,” he explained. “Everything will be well thought out prior to making any major decisions. Every step has been well planned, and our placement has been right on target. The future of White Lion will follow suit.”

Ale’s Well That Ends Well

Looking forward, Berry said there are many directions his venture might take.

He noted, for example, that, as the craft beer industry continues to take market share from industry giants such as Miller and Anheuser Bush, those larger players are responding by acquiring some of those much-smaller rivals in deals that feature large numbers of zeroes.

Such a fate might await White Lion, he said, adding quickly that, for now, he’s simply focused on building exposure for his product, expanding its footprint, verifying its sustainability, and making real progress with phase 2.

The company has indeed enjoyed a roaring start, but Berry knows that this is in all ways a marathon and not a sprint — and he’s in it for the long haul.


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

Sections Technology
Whalley Computer Associates Enjoys Rapid Growth

Paul Whalley (right, with Warehouse Manager Charlie Shaw)

Paul Whalley (right, with Warehouse Manager Charlie Shaw) says WCA can configure and deliver devices for any size client, from small companies to Fortune 500 firms.

When gauging his company’s place in the tech world, Paul Whalley says a little perspective is in order.

“I haven’t been to a Red Sox game where they chanted, ‘we’re number 200,’ but they don’t have 200,000 competitors,” said Whalley, vice president of Whalley Computer Associates (WCA) in Southwick, which has indeed grown from its humble origins to become the 200th-largest computer reseller in the country, placing it in the top one-tenth of 1% among approximately 200,000 players.

“I don’t think anyone pictured what this could come to,” he told BusinessWest, “but we’re very excited about where we’re going.”

Like virtually all other high-tech success stories, WCA’s beginnings were much more humble. As a part-time programming consultant in the Agawam school system in the 1970’s, math teacher John Whalley — Paul’s brother — purchased a small software-consulting firm. Working after school and during the summer from his Southwick basement, he built a small customer base.

Then, in 1979, incorporating his experience teaching his students programming on the school’s new computer, he started Whalley Computer Associates. He moved to new quarters in Southwick twice, all the while trying to convince his brother to come on board.

“My brother was a high-school math teacher, and he started this part-time,” Paul Whalley said. “I started helping him part-time, and he kept encouraging me to quit my job and go in full-time. I kept telling him, ‘I’ll quit my job when you quit yours.’”

In 1985, they did just that, with John (still the company’s president) leaving his teaching job and Paul resigning from his position as a programmer at MassMutual, in the process becoming WCA’s fourth employee. But the acquisition of customers such as Northeast Utilities, United Technologies, General Electric, and Cigna helped fund the company’s rapid growth, and WCA was on its way.

Today, Whalley boasts more than 3,000 clients, including 250 K-12 school systems, 50 colleges and universities, two dozen state agencies, more than 100 municipalities, and about 2,600 private companies — most of them small and medium-sized businesses, but also a number of major national firms.

Working out of its fourth Southwick location, a 62,500-square-foot facility on Whalley Way — as well as a 50,000-square-foot warehouse and configuration center in Westfield and an office in Milford serving Eastern Mass. and Rhode Island — WCA has recently broadened its reach across all of New England and Upstate New York, and shows no signs of slowing down.

“We want to grow in these new states exponentially, but also hold on to the valued clients we have,” Paul Whalley said. “We have so many clients who have stayed with us for 35 years.”

Rapid Growth

At a time when the economy was struggling to shake off the Great Recession, WCA thrived, posting sales growth of 50% in 2010, 38% in 2011, 50% in 2012, and 10% in 2013, and, boosted by recent expansion into New York, is on track to grow by at least 25% this year.

“Obviously, we think the model is working,” Whalley said. “We know the economy has not done well the last few years, but we’re growing.”

That growth has come on the heels of a significant evolution in what WCA does. What started as a software-consulting firm now manufactures computers and other devices for major brands. In so doing, WCA is the largest reseller of Lenovo products in the U.S. and has been the top reseller for Dell in the Northeast in five of the past 10 years.

WhalleySouthwick

Top: WCA’s 62,500-square-foot headquarters in Southwick. Bottom: the company’s Milford office, serving Eastern Mass. and Rhode Island.

Top: WCA’s 62,500-square-foot headquarters in Southwick. Bottom: the company’s Milford office, serving Eastern Mass. and Rhode Island.

“Fifteen years ago, we were primarily known as a a desktop deployment company. If a school needed 200 desktops or a business needed 10 or 25 or 500 desktops, we’d get them all prepared, imaged, configured, and delivered. But for the past 10 years, we’ve built up a very good engineering team and a strong professional-services group,” Whalley explained. “We were like everyone else 15 years ago; now we’re one of the leaders when it comes to designing, implementing, and then maintaining data centers.”

The expansion of WCA was boosted significantly when one of its Milford-based sales representatives, Peter Aldrich, began selling products to EMC Corp., which became, and remains, Whalley’s largest client.

In addition, “we have 12 Fortune 500 companies and a lot of very large businesses. Friendly’s has been a client for 25 years; we’re proud to have them as a client, and, I think, they’re proud they do business locally. We do business with one of the largest apparel retailers in North America; we’re a supplier to one of the largest pharmacy organizations in the U.S., one of the largest financial institutions in the U.S., several retail organizations; we’re vendors to one of the largest technology companies in the world. There are probably 35 to 40 clients that we could name that everyone would recognize.”

The rest are the smaller type of business characteristic of the Pioneer Valley, which see value in WCA’s size and market position.

“We think our success really comes from focusing on providing tremendous value,” Whalley said, comparing WCA to the handful of what are known as direct marketing resellers, or DMRs, like CDW and TigerDirect.

“Although we’re smaller than them, we can match their pricing, and unlike them, we’re not mainly a telemarketing organization. It’s a different model, and I’m not knocking their model; they’re doing billions. But what our customers like about us versus them is that we can provide equal or even better pricing, but we’re a much more fast-moving, flexible, entrepreneurial company instead of a mega-corporation with lots of layers of management.”

The average computer reseller in the U.S. boasts 12 people and posts about $1 million in sales, Whalley noted, and WCA is in an enviable middle ground between them and the DMRs.

“We find ourselves in the sweet spot — there are maybe 50 like us in the country, in the middle, not small but not huge. I think that’s a perfect spot to be, where we have a combination of more resources than the small guys, but all the flexibility to move fast and customize with customers who are looking for that. Those mega-companies have their place, but we’ve found a very nice niche, and obviously, we’re in a good spot.”

Service First

WCA currently boasts 140 employees — 30 in sales and 100 focused on engineering, installation, maintenance, and support.

“I don’t know of anyone who has a service group of 110 people in New England or New York,” Whalley said. “We’re incredibly blessed with a very talented group of professionals, most of whom have been here more than 10 years. So, now that we’re moving into new states, we have a nice blend of seniority and people just getting into the industry.

“We’re a family company,” he added, “but we consider as family the long-time employees who’ve stuck with us.”

Those include a business-development team that makes outbound calls all day, “which the DMRs do, but not many people in our category do that. It’s a three-person team calling out all day, looking for business and appointments for our salespeople.”

Another way Whalley stays focused on growth is through some 30 training events a year intended to help its employees stay apprised of the latest technology.

“We consider ourselves customer-centric but vendor-agnostic,” he told BusinessWest. “We sell nearly all the major brands of the major products. We go in, listen to what the client needs and what their preferences are, and produce what we feel is the best solution. They may take the suggestion or buy something else; it’s their choice.”

WCA’s broad reach allows it to price competitively without being beholden to one brand, he explained. “I think people appreciate the fact that we’re not coming in telling them to buy this one thing. Frankly, if they want something and our product selection doesn’t match up, then we’ll tell them that. Ultimately, if we keep doing the right things for the client, we’ll succeed.”

He also recited a four-part creed posted over a set of warehouse doors on Whalley Way: “One: if in doubt, do what’s best for the customer. Two: if in doubt, do what’s right for the whole company. Three: if in doubt, do what’s best for your department. Four: if in doubt, do what’s best for you. Basically, the customer comes first. If you think of the customer first always, we’re going to do just fine.”

From the earliest days of working for his brother’s tiny company, Whalley has understood how important customer service is in the technology field.

“If your laptop breaks, you can probably use someone else’s for a day or so, or call and get it fixed. What really matters is that the network doesn’t go down. Take the cost of someone not working and multiply that by the size of your workforce, and it can cost a tremendous amount of money,” he said. “We have a top engineering team designing rock-solid data centers, and when there’s trouble, they can respond very quickly. It makes us a strategic partner with our clients; they buy things from us, but when problems occur, it’s on us to take care of them.”

Looking forward, Whalley said the company doesn’t want to rest on its laurels, but aims to move forward from a recent reorganization and several years of impressive growth to become an even more widely recognized name.

“On the engineering side, we’ve made huge strides, and we have one of the best engineering programs in the region,” he told BusinessWest. “We want to be one of the top two or three in New England and the Northeast. I think we’re headed that way, but there’s more work to be done.”

At the end of the day, however, it’s not about size, but service.

“We have to provide our clients with the best possible products at the best possible price with the best possible follow-up,” he said, “because, if we don’t, there are 200,000 others who would love to do it. We remind ourselves of that every day.”

Joseph Bednar can be reached at [email protected]

Community Spotlight Features
Efforts to Revitalize Deerfield Gain Momentum

From left, Kayce Warren, Carolyn Shores Ness, and Paul Olszewski

From left, Kayce Warren, Carolyn Shores Ness, and Paul Olszewski are working to revitalize Deerfield’s Center Village District.

The Yankee Candle Flagship Store is one of the most popular attractions in New England and draws tens of thousands of people to Deerfield each year. But although the complex is only about a quarter-mile from the village center, most visitors fail to go the distance and discover what the downtown area has to offer.

“In the past, our downtown businesses have missed out on the opportunity to benefit from the potential associated with Yankee Candle,” said Deerfield interim Town Administrator Kayce Warren. “So we’re working to make the center into a place that people will want to visit — a place where they can shop, eat in our restaurants, buy produce from local farm stands, and just enjoy.”

The idea is not new, and town officials and community-based groups began focusing on sustaining the economic viability of the town decades ago.

But last March, a study called the South Deerfield Complete Streets and Livability Plan was completed, outlining a revitalization plan for the future. The 116-page document is part of the Franklin Council Regional Government’s Plan for Sustainable Development and contains measures that will bring South Deerfield into the 21st century and transform its downtown into a thriving, walkable destination. It encompasses economic development, land use, and transportation, and details topics ranging from driving routes and parking to bike paths, new sidewalks, and an enhanced streetscape design.

However, the plan is married to two other initiatives. The first involves a joint effort between the Planning Board and the Deerfield Economic Development Industrial Corp. (DEDIC), which owns and manages Deerfield Industrial Park. The board requested help from DEDIC several months ago to change the zoning within the park to allow for commercial development, because it is currently zoned strictly for industrial use. It’s considered a critical component in helping Deerfield move forward, since manufacturing has declined and DEDIC has had to turn away interested commercial developers and businesses in recent years.

“The industrial park is only about a mile from downtown, and if more businesses move here and the streetscape plan is implemented, it would not only generate an increase in tax dollars, but would also bring more employees to town who could shop, eat, and do business in the village,” Warren said. “An influx of new businesses would support both our public and private sectors.”

The third initiative is focused on sustaining the agricultural history of the town by enacting measures to help local farms prosper, as well as preserving the farmland that plays a major role in Deerfield’s bucolic landscape and economy. Efforts have been spearheaded by the nonprofit organization Community Involved with Sustaining Agriculture, or CISA.

“We recognized in the ’70s that agriculture was an important economic generator. Our soil is in the top 5% in the world, especially along the Connecticut River, so the potential for production is huge,” said Carolyn Ness Shores, a member of the Board of Selectmen and Board of Health. “We have struggled to maintain a balance for many years, but there has been a resurgence of interest in our downtown, and the goal of the streetscape plan is to revitalize this center and connect it to Yankee Candle and our industrial park, which will make it more attractive to businesses and residents.”

Need for Change

Today, the village center contains two banks, an antique store, an art gallery, several restaurants and farm stands, a few retail shops, a gas station, some small businesses, and the offices for CISA and state Rep. Stephen Kulik.

But it has been apparent for quite some time that the formerly thriving downtown has not been headed in a sustainable direction.

“When we applied for a grant for the streetscape plan, we knew we had to figure out how to attract people and give them a reason to be downtown. I was on the Planning Board for more than 20 years, and it has been a long-term vision,” Shores Ness said, adding that it’s important to consider Deerfield’s economic history to realize the value of the three-pronged plan.

Paul Olszewski agrees. “Things started to slide in the ’70s when large companies closed or were sold,” said DEDIC’s chairman of the board, citing Deerfield Plastics and Oxford Pickle Co. as examples.

Things came to a head in that arena in 1977, when Millers Falls Tools, which is owned by Ingersoll Rand, threatened to move out of the area and take 700 to 800 jobs with it. When that occurred, a group of business people and residents in Deerfield took action, and, led by John Ciesla, DEDIC was formed as an emergency response.

“A group of folks worked night and day to build Deerfield Industrial Park along with a new building on the property, and tax incentives and other measures were used as a carrot on a stick to get Millers Falls Tools to relocate from Greenfield to the building,” Olszewski said. The plan worked, and the tool company became the anchor business in the new park, which was zoned for manufacturing and industrial development.

A few years later, the nonprofit Deerfield Land Trust was formed by a small group of concerned citizens with the goal of preserving agricultural land. It was a grassroots effort, and Shores Ness said meetings were held at her kitchen table.

“At the time, the balance between agriculture, industry, and residential was about 30/30/30. But since then, the town has struggled to maintain that balance,” she told BusinessWest. “However, we’ve managed to keep a uniform tax rate that is conservative and stable, which helps to make Deerfield attractive.”

Years ago, long before it became a household name, CISA took a proactive stance on the agricultural front and began encouraging people to “buy local” and “grow local.”

“We have fought hard to get equity in the farm bill,” Shores Ness said, adding that $32 million in federal funds is distributed in Massachusetts each year, and Deerfield gets a large proportion of the money. “But it’s a constant struggle for farmers to sustain their businesses. It would be very easy for them turn their land into building lots, but if that happens, the top 5% of the best soil in the world will be lost forever.”

Hope for the Future

Olszewski said the town’s geographic location is ideal for businesses, because it sits directly off Interstate 91, is close to the Five Colleges system and a half-hour from the Mass Turnpike, and is expected to benefit from the planned resumption of rail service via Amtrak’s Vermonter passenger train. But, despite all that, other efforts have been needed and initiated to promote economic development.

In 2009, the town purchased the former Oxford Pickle Co. property and leveled the 15-acre site. It was zoned for all types of business, and currently the town is negotiating with New England Natural Bakers, which wants to build on a portion of the property.

Warren said the hope is that other businesses will follow, because the site is adjacent to the downtown area.

Olszewski said DEDIC is also working with the Planning Board to change the zoning in the industrial park to include commercial development, and will present the plan to residents at the April 2015 town meeting.

He said two pivotal events occurred that led DEDIC to become active again, as the board hadn’t done much for years.

“Last year, Disston Tools closed their plant in the industrial park; they were the anchor tenant and were leasing the building that Millers Falls Tools had been in before them,” said Olszewski. “Then John Ciesla died. He was DEDIC’s original chairman and spearheaded the effort to purchase land in 1977 to create the industrial park.”

The terms of the board members had expired, and the selectmen made new appointments during the summer. And since Olszewski took over as chairman, he has spent a lot of time in Boston working with the Department of Housing and Urban Development, and has requested funding to pay for technical assistance to update the new zoning plan that will be presented to residents in April.

If this occurs, he said, it will open doors in the industrial park.

For example, there is a building set on five acres that could be used as an incubator for small businesses or offices. “People could be very creative with the space. But time is of the essence, as the building has been empty for several years, and we want to see something done with it while it is still in good shape and we can still market it,” Olszewski went on, adding that, if the zoning plan is approved, DEDIC could also help market the remainder of the Oxford Pickle site.

However, implementation of the streetscape plan will be required to keep the three sectors of the community balanced and interconnected, which includes filling empty storefronts as well as attracting entrepreneurs to purchase or lease land preserved for farming, which can be found within a half-mile of downtown.

“The new streetscape plan will provide connectivity, and if agriculture and economic development keep pace, it will keep the downtown viable,” Warren told BusinessWest, adding that local produce is used by the restaurants in town and sold in its farm stands.

Olszewski added that niche farming is becoming fruitful, as evidenced by the success of Berkshire Brewing Co. in South Deerfield, which has negotiated with MGM to carry its ales and lagers in the casino slated for downtown Springfield.

But in order for everything to gel, funding is needed to implement the streetscape plan. It was a complex endeavor to create it, and included incorporating suggestions from residents culled from numerous focus groups and meetings.

However, the final version contains many bullet points, which include improving the street markings and adding parking areas; making the center look more like a village through the establishment of green spaces, trees, and other beautification measures; designing bicycle lanes; establishing pedestrian plazas; introducing a farmer’s market with high-end foods and a bakery; exploring the use of the pickle factory as an incubator for UMass Amherst; and creating a new intersection and a more unified identify.

“But we need money to do all of these things, and it’s very competitive to get federal funding for streetscape projects,” Shores Ness said.

However, the selectmen voted to make obtaining federal funding for the streetscape a priority earlier this month, and the town is working with the Franklin Regional Council of Governments on that goal.

Optimistic Outlook

The potential of the combined initiatives has amped up town officials’ enthusiasm about the future.

“What’s exciting is that everyone is working together to make our center village vital again,” Shores Ness said. “It’s been a long process and a slog for a lot of people in town, but we think we have all of the pieces in place, and we are getting to the point where we can overcome the last hurdle and move into the 21st century.

“We have a vision for Deerfield, and we plan to make our downtown a walkable, sociable place where people feel safe and where businesses want to settle, due to our unique, viable mix of sectors,” she went on. “There will be connectivity between the synergy of Yankee Candle, the industrial park, and our center village district.”

And when that happens, the balance the town once knew will finally be restored.

Deerfield at a glance

Year Incorporated: 1677
Population: 5,125 (2010)
Area: square miles: 33.44 square miles
County: Franklin
Residential Tax Rate: $13.71
Commercial Tax Rate: $13.71
Median Household Income: $66,970 (2012)
Family Household Income: $86,165 (2012)
Type of government: Town Meeting; Board of Selectmen
Largest Employers: Yankee Candle Co.; Pelican Products; Deerfield Academy

* Latest information available

DBA Certificates Departments

The following Business Certificates and Trade Names were issued or renewed during the months of November and December 2014.
 
AGAWAM

GR33N Lift Skateboards
611 Suffield St.
Jeffrey Auld

Laser Tag Adventures
37 Overlook Dr.
Newton Vezina

Mass Gutter Cleaning
231 Lancaster Dr.
Yuriy Panchelyuga

Tailor Made Paintless Dent Repair
11 Albert St.
Timothy J. Rapa

Tribute Designs
75 Elm St.
Cheryl Terramagra

CHICOPEE

Dependable Daycare
62 Old Fuller Road
David Dunn

John’s Draft Service
56 Montcalm St.
John Martin

Veras Mini Market & Deli
830 Chicopee St.
Santana Veras

View Street Tavern
92 View St.
Aristides Nunes

HOLYOKE

EZ Exchange
324 Appleton St.
Mimi Mai

Jerry’s Auto Repair & Sales
901 Main St.
Victor M. Gomez

JP’s Restaurant
200 Whiting Farms Road
James Lavelle

Maria Gift Shop
252 Maple St.
Maria M. Rondon

Murry’s Ductwork
2103 Northampton St.
Matt McNee

Pelletier Insulation
143 Suffolk St.
Donald W. Pelletier

NORTHAMPTON

King Street Convenience Store
60 King St.
Zahoor Mian

On Point Full Service Salon
1 North Main St.
Deanna Subocz

Pleasant Journey Used Cars
5 Fulton Ave.
John Davey

Straight Up Hair Design
59 Conz St.
Tammis Lander

Uniquely Greener Massachusetts
6 Conz St.
Seth Fischer

Willow Works Construction
16 Plymouth Ave.
Devin Ray

PALMER

Apple Automotive
1205 South Main St.
Raymond Labonte

BJC Realty Trust
2193 Palmer St.
Bernard Croteau

Class Act Events
75 Mason St.
Michael Perkins

J.P. Auto Services
364 Boston Road
Jean Carbonneau

Love & Light Energy Healing
164 State St.
Pamela Hutchins

Palmer House of Fine Jewelry
1512 North Main St.
Nancy Theriault

Stolar Realty, LLC
2001 Calkins Road
Renee Niedziela

SPRINGFIELD

A+ Family Child Care
37 Waldorf St.
Avril Reid

Action Auto Sales
78 Lincoln St.
Frank S. Rocco

Asian Bazaar
607 Dickinson St.
Rizvan Merza

Autobahn Express Motors
501 St. James Ave.
Luz Z. Lopez

Bay Street Barber Shop
318 Bay St.
Joe Morales

Be Attitude
233 Savoy Ave.
Kimberley Renay

Brylo Auto Window Tint
51 Dale St.
Bryan Lora

Cabrera Market
520 Union St.
Adelzo Lantigua

Cape Cod Nutrition Corner
1728 Boston Road
Michael Craven

Foxy’s Gift Baskets
98 Woodside Terrace
Edwin J. Pagan

Gabbidon Tile Works
109 Malden St.
Ian K. Gabbidon

Good Management
590 Main St.
Gustavo Parra

Harley’s Treasurer Trove
30 Parker St.
Michele A. Tarr

Inspired Marketing Inc.
20 Maple St.
Jill C. Monson

JMS Business Services
6 Macomber Ave.
James M. Skarbek

WESTFIELD

Bodywise Physical Therapy, LLC
82 Broad St.
Bodywise Physical Therapy, LLC

Bright Sail Cleaning
51 Southwick Road
Alla Bazukin

Chez Louise
3 Harrison Ave.
Julie L. Duris

Pignature Farm
380 East Mountain Road
Marla J. Pignature

Tangles
43 Union St.
Cinda, Inc.

Tanning Zone
47 Southwick Road
The Tanning Zone

Briefcase Departments

BusinessWest Owner Donates $500,000 to Cathedral High School
SPRINGFIELD — Cathedral High School has received a $500,000 donation from Cathedral alumnus John Gormally, owner of BusinessWest magazine. Cathedral High School President Dr. Ann Southworth said the gift “will be used to provide immediate tuition assistance to students desiring a Cathedral High School education, as well as support faculty.” But the money is more than just a donation. Gormally is also challenging the business community in Western Mass. to “step up to the plate and show their support” like he has done. “I have confidence in Catholic education,” said Gormally, a 1978 graduate of the school. “I think it is important to have a Catholic high school in Springfield. It is my hope and desire that the Springfield Diocese finds a way to rebuild Cathedral on Surrey Road in Springfield. I would also hope that the business community steps up to recognize Cathedral as the important resource it is in the community and financially support it.”

Bay Path Commits to Expand College Access
LONGMEADOW — Bay Path University President Carol Leary joined President Obama, the first lady, and Vice President Biden, along with hundreds of college presidents and other higher-education leaders, to announce new actions to help more students prepare for and graduate from college. The White House College Opportunity Day of Action helped support Obama’s commitment to partner with colleges and universities, business leaders, and nonprofits to support students across the country. “I am honored to participate in this important initiative and to represent the 76.6 million adult women in this country who do not have a baccalaureate degree,” said Leary. “Through the launch of the American Women’s College at Bay Path University, we are making a bold commitment to provide a truly revolutionary model of higher education for underserved adult women. It is time that we as a country focus on this population. Higher education has the potential to transform a woman’s life and, in so doing, positively impact her community, her workplace, and her family. The generational impact of educating adult women is profound: research demonstrates that only 13% of children of women without a degree go on to college. When a woman earns a degree, that figure escalates to 49%. A focus on the education of adult women is critical to President Obama’s goal of restoring our nation as a global leader in college-educated citizenry.” Leary is among the participants being asked to commit to new action in one of four areas: building networks of colleges around promoting completion, creating K-12 partnerships around college readiness, investing in high-school counselors as part of the first lady’s Reach Higher initiative, and increasing the number of college graduates in the fields of science, technology, engineering, and mathematics. Expanding opportunity for more students to enroll and succeed in college, especially low-income and underrepresented students, is vital to building a strong economy and a strong middle class. Today, only 9% of those born in the lowest family income quartile attain a bachelor’s degree by age 25, compared to 54% in the top quartile.

Chief Executives Expect Firms to Keep Growing
WASHINGTON, D.C. — The Business Roundtable said Tuesday that 40% of its member CEOs plan to hire more workers, up from 34% in the third quarter. Nearly three-quarters project their sales will rise, roughly the same as the previous quarter. The findings suggest that slowing growth overseas hasn’t caused large corporations to pull back on their hiring plans. Still, the CEOs say they are less likely to invest in new facilities or equipment; 13% say they plan to cut such spending, up from just 10% in the previous quarter. The survey was conducted between Oct. 22 and Nov. 12, and is based on 129 responses from the Roundtable’s 200 member CEOs.

Panel Calls for Changes in State Officials’ Pay
BOSTON — A seven-member advisory commission created by legislation to review compensation for the state’s constitutional officers and the Legislature presented its findings and recommendations Monday in a detailed report to the public and policy makers. The commission, chaired by Ira Jackson, dean of the John W. McCormack Graduate School of Policy and Global Studies at UMass Boston, was established by Section 239 of the state budget and appointed in September 2014 to analyze compensation for public officials, including the governor, lieutenant governor, attorney general, treasurer, secretary of state, auditor, and the Legislature. The commission was mandated to issue its report by Dec. 1. “The Advisory Commission conducted a transparent, open, data-driven review of the current compensation of public officials and developed a series of major reforms and recommendations based on its research, as well as input from the public,” said Jackson. “We recommend that the Legislature strongly consider implementing important reforms to the process of calculating compensation, while at the same time making appropriate increases in compensation levels for the governor and other elected officials to more adequately reflect their responsibilities.” Recommended reforms include:
• Eliminating legislative per diem payments;
• Determining the biennial adjustment in legislative pay through a consistent process using 
data from the Bureau of Economic Analysis to measure the quarterly change in salaries and 
wages in Massachusetts for the most recent eight quarters;
• Calculating any increase or decrease in compensation for all constitutional officers and the 
House speaker and Senate president using the bureau’s data on a biennial basis;
• Limiting outside employment through a first-in-the-nation measure precluding the 
constitutional officers, House speaker, and Senate president from earning outside income, other than passive income; and
• Establishing future special advisory commissions on a biennial basis to conduct a thorough 
review of compensation and reforms.
Specific recommendations on compensation include:
• Ensuring that any compensation increases must be cost-neutral to the taxpayer through efficiencies and savings identified by the constitutional officers and Legislature and reported on an annual basis to ensure accountability and transparency;
• Establishing the salary for the governor at $185,000, which, when adjusted for cost of living, would rank 10th among the 50 states. Massachusetts is one of only six states that does not provide a governor’s residence or a housing allowance. The commission recommends that the governor receive a housing allowance of $65,000;
• Providing a salary of $175,000 for the attorney general and the treasurer and receiver general;
• Setting a salary of $165,000 for the lieutenant governor, the secretary of state, and the state auditor;
• Establishing compensation for the House speaker and Senate president at $175,000 annually; and
• Increasing the legislative office expense to $10,000 for legislators whose districts are within a 50-mile radius of Boston, and to $15,000 for legislators located outside that radius.
“While any recommendation to increase compensation for state leaders may be controversial, the commission believes these increases are appropriate based on the data we reviewed, and the recommended reforms are important foundations for public trust,” said Jackson. “The commission’s recommendations were guided by a thorough review of data comparing Massachusetts with other states, a strong desire to ensure that the state attracts and retains highly talented individuals regardless of means or geography, and the principle that officials should be fairly compensated based on the significant responsibilities of the offices they hold.”

Christopher Heights Project Breaks Ground
NORTHAMPTON — Department of Housing and Community Development (DHCD) Undersecretary Aaron Gornstein recently joined representatives of the Grantham Group, Northampton Mayor David Narkewicz, MassDevelopment President and CEO Marty Jones, and state and local officials to break ground on the Christopher Heights assisted-living community in Northampton. “Christopher Heights is an important step toward the goal of expanding our supply of affordable housing for all of our citizens in the Commonwealth,” said Gornstein. “DHCD is pleased to assist with this development that will not only provide new housing opportunities for the elderly, but will stimulate local economic activity. We congratulate Grantham Group and appreciate the leadership of Mayor Narkewicz and other local, state, and federal officials who have helped make this project a reality.” Christopher Heights will be the newest development in Village Hill, a 126-acre mixed-use community located on the site of the former Northampton State Hospital. Christopher Heights is expected to open in the fall of 2015 and will have 83 assisted-living units, of which 43 are designated for low-income seniors. Seventeen of the 43 affordable units will be reserved for households earning less than 30% of the area median income. Christopher Heights also has locations in Worcester, Webster, Attleboro, and Marlborough. “We are excited to bring our expertise in assisted-living development and management to the Northampton State Hospital redevelopment known as Village Hill,” said Grantham Group Managing Director Walter Ohanian. “We look forward to serving the senior population who will benefit from the housing and services of an affordable assisted-living community.” The Grantham Group estimates that the project will create 65 construction jobs for the area. Once built, there will be another 40 permanent jobs at the facility. “This exciting new addition to the Village Hill community will provide affordable assisted-living housing for our local seniors,” said state Rep. Peter Kocot. “I want to congratulate the Grantham Group, Undersecretary Gornstein, and Gov. Patrick for their leadership and commitment to developing affordable housing for people of all ages.” Since 2007, the Patrick administration has invested more than $1 billion in state and federal resources to create 24,000 units of housing, of which approximately 22,000 are affordable. In Northampton, DHCD has invested more than $7.6 million to preserve or create 98 units of housing, 95 of which are affordable, for veterans, those who are institutionalized or at-risk of institutionalization, and low-income households.

Funding Awarded for Environmental Projects in Berkshire County
LENOX, PITTSFIELD — Gov. Deval Patrick recently joined state environmental officials and local officials to announce $1.2 million in capital funding to support environmental projects at Baker’s Pond in Lenox and Berkshire Community College in Pittsfield, enhancing existing natural habitats and improving recreational opportunities for residents. “Growth requires investment, and creating and upgrading recreational parks and open spaces while also providing important community resources will help create growth and opportunity across the commonwealth,” Patrick said. “This investment will improve the lives of Massachusetts children and families now and for generations to come.” The administration’s $125,000 investment in Baker’s Pond will assist in the final phase of restoration of the pond. The removal of invasive species and water-quality improvements will preserve the habitat for wildlife species and make it a more appealing destination for visitors to Kennedy Park. Berkshire Community College’s Life Sciences Department will work with the town to ensure proper removal of any invasive species and the complete restoration of the pond. “Safe, reliable drinking water has always been a critical need. In the 21st century, we will need to develop new technologies to meet growing demand,” said U.S. Rep. Jim McGovern. “I’m pleased that the federal government is joining with the Commonwealth and UMass Amherst in this promising effort.” Baker’s Pond has a history of recreational use, but, after a small dam breach, the pond fell into disrepair, resulting in the growth of invasive plant and animal species. With ongoing improvements, the pond is once again becoming an attraction for tourists and hikers, as well as a habitat for endangered amphibian species. The city of Pittsfield was also awarded $1.1 million to ensure proper drainage and wetland protection as Berkshire Community College works to construct an athletic field on campus, the first of its kind in Berkshire County. The athletic-field location is north of a vernal pool, certified by the Natural Heritage Endangered Species Program, making it important for the project to be environmentally sensitive in order to preserve habitat for plants and animals. “Gov. Patrick has demonstrated a strong commitment to Pittsfield an Berkshire County,” said Mayor Daniel Bianchi. “The city of Pittsfield is pleased to join the governor in a financial commitment for the environmental restoration and construction of the new Berkshire Community College turf field. The new field will provide an athletic hub from Berkshire County and beyond. I look forward to the new events that the BCC turf field will bring to Pittsfield.”

Construction Spending Increases in October
WASHINGTON, D.C. — Construction spending increased in October amid growing public-sector demand for construction and continued modest growth in residential work, according to an analysis by Associated General Contractors of America. Association officials said the new spending figures underscore the need for measures to increase the supply of qualified construction workers as firms worry about growing labor shortages. “Today’s data shows that construction growth remains volatile,” said Ken Simonson, the association’s chief economist. “While overall construction spending jumped by more than 1% in October, the gain followed two months of stagnation. Public construction was the fastest-growing segment for the month but the slowest-growing over the past year and for the first 10 months of 2014 combined. Conversely, private, non-residential construction inched down from September to October but has risen at double-digit rates — 11% — for the combined January-through-October period. And private residential construction continues to grow very modestly, with multi-family construction taking the lead on an annual basis.” Construction spending in October totaled $971 billion at a seasonally adjusted annual rate, up 1.1% from the September total and 3.3% higher than in October 2013, Simonson noted. Private residential spending edged up 1.3% from September and 1.9% from a year earlier, while private non-residential spending dropped 1.0% for the month but rose 6.4% year-over-year. The third component of the total — public construction spending — increased 1.5% from September and 2.3% from a year ago. Single-family home construction gained 1.8% for the month and 13.2% over 12 months, and multi-family work increased 1.0% from the September level and jumped 27.2% from a year earlier. The largest private non-residential type, power construction — which includes oil and gas fields and pipelines as well as electric power — slumped 1.9% in October but rose 0.3% from the prior year. Commercial construction — comprising retail, warehouse, and farm projects — decreased 2.6% for the month but increased 9.3% for the year. Manufacturing construction increased 3.4% for the month and 23% year-over-year. Among the largest public segments, highway and street construction inched up 1.1% for the month and declined 0.1% from October 2013. Public-education construction inched up 2.2% and 6.1%, respectively. “For 2014 as a whole and 2015, private non-residential spending and multi-family spending should be the strongest segments, followed by single-family construction, with very limited prospects for public construction,” Simonson said. Association officials said the spending increases come as many firms report growing labor shortages. They urged elected and appointed officials to act on a series of measures the association has identified that will help expand the supply of qualified construction workers. “We need to make sure there are enough workers available to meet growing demand for construction,” said Stephen Sandherr, the association’s CEO.

Unemployment Rates Down in Massachusetts

BOSTON — The Executive Office of Labor and Workforce Development (EOLWD) reported that seasonally unadjusted unemployment rates for October were down in 20 Massachusetts labor market areas and up in two areas, according to the Bureau of Labor Statistics. Over the year, unemployment rates were down in all the labor market areas. The preliminary statewide unadjusted unemployment rate estimate for October was 5.1%, down 1.1% from September. Over the year, the statewide unadjusted rate was down 1.8% from the October 2013 rate of 6.9%. During October, 10 of the 12 areas for which job estimates are published recorded job gains. The largest job gain was in the Boston-Cambridge-Quincy area, followed by the Worcester, Springfield, Brockton-Bridgewater-Easton, Lowell-Billerica-Chelmsford, Haverhill-North Andover-Amesbury, Peabody, New Bedford, Leominster-Fitchburg-Gardner, and Framingham areas. The Pittsfield area had no change in its jobs level over the month, while the Barnstable area recorded a seasonal loss. Since October 2013, all 12 areas added jobs, with the largest percentage gains in the Lowell-Billerica-Chelmsford, Worcester, Haverhill-North Andover-Amesbury, Springfield, and Pittsfield areas. The seasonally adjusted statewide October unemployment rate, released on Nov. 20, remained unchanged over the month at 6.0% and down 1.2% over the year. The rate was 0.2% above the 5.8% national unemployment rate. The statewide seasonally adjusted jobs estimate showed a 1,200-job gain in October and an over-the-year gain of 52,600 jobs. The labor force, unemployment rates, and job estimates for Massachusetts and every other state are based on several different statistical methodologies specified by the U.S. Department of Labor’s Bureau of Labor Statistics. The unadjusted unemployment rates and job estimates for the labor market areas reflect seasonal fluctuations and therefore may show different levels and trends than the statewide seasonally adjusted estimates.

ABC Forecasts Continued Growth in Construction Sector
WASHINGTON, D.C. — Associated Builders and Contractors (ABC) forecasts a steady and ongoing economic recovery for the U.S. commercial and industrial construction industries in 2015. The reasonably brisk industry recovery in 2014 should continue in 2015, with momentum especially growing in segments closely related to the current American energy and industrial production resurgence. “ABC forecasts non-residential construction spending will expand by roughly 7.5% next year,” said ABC Chief Economist Anirban Basu. “The segments that will experience the largest growth in construction spending in 2015 include power (e.g. natural-gas-related construction), lodging (leisure and business spending), office space (professional-services employment creation), and manufacturing (rebounding industrial production). The public sector will see far more sluggish growth in construction spending; however, this fits a multi-year pattern with private non-residential spending exceeding public non-residential spending by 28% in 2014, up from 15.6% in 2013.”

DevelopSpringfield Buys 77 Maple St.
SPRINGFIELD — The Springfield Preservation Trust (SPT) announced the sale of 77 Maple St. to DevelopSpringfield for $35,000. The property, built in 1832 as the Springfield Female Seminary, had fallen into a state of disrepair and near-collapse in 2009 when the trust intervened to save the property from demolition. “Today’s sale represents the completion of the trust’s important preservation work and the transfer of the property to a responsible owner who is doing great things next door at 83 Maple St.,” said Don Courtemanche, president of the Springfield Preservation Trust. “We believe having these properties together under single ownership will ultimately be in both properties’ best interests in terms of preservation and marketability.” Added Jay Minkarah, president and CEO of DevelopSpringfield, “we are thrilled to add this wonderful property to our portfolio. It makes so much sense for us to include the rehabilitation of this building in our plans for rehabilitation of the Ansel Phelps House at 83 Maple St.” Since purchasing the property, SPT has made significant structural repairs, including the critical rebuilding of a collapsed wall as well as foundation repairs, roof and trim repairs, and the repair and restoration of 24 of the building’s large, historic windows. The project has been the beneficiary of a great deal of public support, including contributions from the Springfield CDBG Program, the Massachusetts Historical Commission, the 1776 Foundation, MassMutual Financial, the Hampden Bank Foundation, Bob McCarroll, and a vast number of SPT members and friends through year-round SPT special events. “We are an all-volunteer organization and could not have saved this building without the support of the community and funders,” said Courtemanche. “This truly was a community effort.” In addition to the Ansel Phelps House, DevelopSpringfield also owns a former carriage house and row of garages on an abutting parcel and an adjacent vacant lot that will provide parking, access, and green space to support both buildings. For information on leasing opportunities, contact Minkarah at (413) 209-8808 or [email protected].

Leadership Pioneer Valley Launches Leadership 2.0
SPRINGFIELD — Leadership Pioneer Valley (LPV) is offering offering a new series of bite-sized training sessions beginning in January to enhance leadership skills and understanding of the region. The sessions are open to LPV alumni and other emerging and established leaders. LPV recognizes that leadership is a lifelong process, and the Leadership 2.0 series features six two- to three-hour training sessions on a variety of topics with the goal of deepening leadership skills, creating new and diverse connections, and making an impact on the region. The sessions are open to LPV alumni who want to continue their learning or others who are unable to be part of LPV’s 10-month program. The intent is to diversify Leadership Pioneer Valley’s offerings and create new opportunities. Workshop topics include “Effective Communications,” “Becoming a Superhero Board Member,” and a field experience to explore the Agawam area. The series sponsors include Sisters of Providence Health System/Mercy Hospital, Appleton Corp., the Beveridge Family Foundation, and the Community Foundation of Western Massachusetts.

Chamber Corners Departments

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

• Jan. 7: ACCGS Business@Breakfast, 7:15-9 a.m., at Ludlow Country Club, One Tony Lema Drive, Ludlow. “Putting the PIONEER Back in Pioneer Valley” is the name of the program, to be led by Paul Silva, executive director of Valley Venture Mentors, and Natasha Clark, founder of LionessMagazine.com. Saluting: Dr. Mark Keroack, new CEO of Baystate Health, and Andrew Associates, celebrating its 30th anniversary. Cost: $20 for members ($25 at the door), $30 for general admission.

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

• Dec. 17: December Salute Breakfast, 7:15-9 a.m., at the Castle of Knights, 1599 Memorial Dr. in Chicopee. Cost: $20 for members, $26 for non-members
• Dec. 18: Mornings with the Mayor, 8-9 a.m., at the MassMutual Learning & Conference Center, 350 Memorial Dr., Chicopee. Coffee and light breakfast refreshments will be served, while Mayor Richard Kos provides updates and news about what’s happening in Chicopee. The mayor invites chamber members to submit questions, concerns, or ideas for discussion by Dec. 16 to chamber President Eileen Drumm at [email protected]. This event is for Greater Chicopee Chamber members only and is free, but registration is required.

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

• Jan. 12: “Getting Down to Business about Business,” 8-9 a.m., hosted by Web-tactics Inc., 83 Main St., Easthampton. Mayor Karen Cadieux will be available for casual question-and-answer sessions. RSVP to the chamber at (413) 527-9414 by Jan. 1.
• Jan. 22: Chamber Annual Meeting and Awards Dinner, 5 p.m., hosted by Southampton Country Club. The event will feature presentation of Business of the Year awards and celebrate member milestones. For more information, contact the chamber at (413) 527-9414 or e-mail [email protected]
• Feb. 14: 2nd Annual Easthampton WinterFest — Fall in Love with Winter, starting at 11 a.m. The Nashawannuck Pond Steering Committee and Greater Easthampton Chamber of Commerce invite you to the WinterFest, a community-wide event that features family-friendly winter activities held throughout the day. They include an historical ice harvest on Nashawannuck Pond, horse-drawn wagon rides, snowshoeing, snow sculpture, a chili cook-off, a community bonfire, and much more. There will also be winter-themed indoor activities for all ages. Most events are free or by donation. A lineup of the day’s events will be posted on www.nashawannuckpond.org.

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

• Dec. 17: Chamber After Hours, 5-7 p.m. Sponsored and hosted by the Delaney House in Holyoke. This business networking event includes a 50/50 raffle, door prizes, and money (scratch ticket) tree. Cost: $10 for members, $15 for the public. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Jan. 8: Winners Circle 2015 Reception, 5-7 p.m., at the Yankee Pedlar, 1866 Northampton St., Holyoke. Sponsored by Ross Insurance. We invite you to attend this enjoyable event where we honor all of our local and state elected officials. Tickets are $27. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Jan. 13: “How to Start and Maintain Your Business — Finding a Location,” 5:30-7:30 p.m., at the chamber office, 177 High St., Holyoke. Join us in this workshop series as members of the chamber teach members of the community the steps it takes to build a successful business. Cost: $20 per session or $175 for the series.

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

• Dec. 10: Free Internet Marketing Seminar, 8:30-10:30 a.m., at the chamber office, 99 Pleasant St. Continental Breakfast will be served at 8 a.m. Admission is free. Topics include:
— How the world has gone mobile;
— The importance of responsive mobile sites;
— The power and accountability of search;
— The effectiveness of display, Facebook, and news feed ads; and
— Twitter, GooglePlus, and other social media.

• Dec. 15: New member orientation, 3-4 p.m., at the chamber office, 99 Pleasant St. This is the chance to tell us more about your business and how the chamber can best serve you. Meet other new members and learn how to make to the most of your chamber membership. Admission is free. RSVP to (413) 584-1900 or [email protected].
• Jan. 7: Arrive @ 5, 5-7 p.m., at McKenney Electric, 100 Northampton St., Holyoke. Sponsored by King & Cushman. Cost: $10 for chamber members.
• Jan. 27: New member orientation, 3-4 p.m., at the chamber office, 99 Pleasant St. This is the chance to tell us more about your business and how the chamber can best serve you. Meet other new members and learn how to make to the most of your chamber membership. Admission is free. RSVP to (413) 584-1900 or [email protected].

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

• Dec. 19: Holiday Breakfast, 7:15-9 a.m., at Tekoa Country Club, 459 Russell Road, Westfield. Platinum sponsor: Westfield State University. Gold sponsor: Berkshire Bank. Silver sponsor: Easthampton Savings Bank. The guest speaker is Beth Cardillo, executive director of Armbrook Village, who will present “Westfield: A Dementia-friendly City.” The chamber will be collecting the following high-demand items for the Westfield Food Pantry: Pasta, pasta sauce, macaroni and cheese, canned fruits and vegetables, tuna, soup, rice, cereal, peanut butter, jelly, juice, coffee, and tea. A cash donation to the Westfield Food Pantry will also be accepted. Cost: $25 for members, $30 for non-members. For more information or to donate a raffle, contact Pam at the chamber office at (413) 568-1618.
• Jan. 5: January Mayor’s Coffee Hour, 8-9 a.m., at MoFroYo, Little River Plaza, 617 East Main St., Westfield. This event is free and open to the public. To register, call Pam at the chamber office at (413) 568-1618 or e-mail [email protected].
• Jan. 14: January After 5 Connection, 5-7 p.m., at the Arbors of Westfield, 40 Court St. Sponsored by Susan Allen Financial. Cost: $10 for members, $15 cash for non-members. Refreshments will be served. Bring your business cards and make connections. To register, call Pam at the chamber office at (413) 568-1618.

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

• Jan. 15: Networking Lunch, noon to 1:30 p.m., at Lattitude, 1338 Memorial Ave., West Springfield. One must be a member or guest of a member to attend. Enjoy a sit-down lunch while social networking with fellow chamber members. Each attendee will get a chance to offer a brief sales pitch. The only cost to attend is the cost of your lunch. Attendees will order off the menu and pay separately the day of the event. Please note that we cannot invoice you for these events. For more information, contact the chamber office at (413) 426-3880 or e-mail [email protected]

YOUNG PROFESSIONAL SOCIETY OF GREATER SPRINGFIELD
www.springfieldyps.com

• Dec. 17: CEO Luncheon, 1:15 p.m., at Cambridge College, Tower Square, 1500 Main St., Springfield. The guest speaker will be Amy Scott of Wild Apple Design Group.
• Dec. 18: December Third Thursday, 5 p.m., at the Community Music School of Springfield, 127 State St., Springfield. CMSS is dedicated to inspiring people of all ages to begin or renew a lifelong journey into the joy of music and the arts, making this experience accessible and affordable to all people in our community. It offers instruction in classical, jazz, Latin, gospel, and other popular music styles to individuals and families of diverse backgrounds and cultures, ages, abilities, talents, and financial needs. During the event, tour the facility and listen to live music from the talented CMSS students. Parking is available in the CMSS lot on Stockbridge Street. Light refreshments and a cash bar will be provided by Elegant Affairs.

Daily News

WESTERN MASS. — Today is the final day to nominate an individual or group for BusinessWest’s Difference Makers program. Nominations must be received by the end of the business day (5 p.m.). Nominations can be completed online by visiting www.businesswest.com and moving to ‘Our Events.’

Difference Makers was launched in 2009 as a way to recognize the contributions of agencies and individuals who are contributing to quality of life in this region. Recipients have ranged from college presidents to state police officers; from the leaders of several nonprofit groups to economic-development leaders. Previous honorees are:

2009:
• Doug Bowen, president and CEO of PeoplesBank;
• Kate Kane, managing director of the Springfield office of Northwestern Mutual Financial/The Zuzolo Group;
• Susan Jaye-Kaplan, founder of GoFIT and co-founder of Link to Libraries;
• William Ward, executive director of the Regional Employment Board of Hampden County; and
• The Young Professional Society of Greater Springfield

2010:
• The Irene E. and George A. Davis Foundation;
• Ellen Freyman, attorney and shareholder at Shatz Schwartz and Fentin, P.C.;
• James Goodwin, president and CEO of the Center for Human Development;
• Carol Katz, CEO of the Loomis Communities; and
• UMass Amherst and its chancellor, Robert Holub

2011
• Tim Brennan, executive director of the Pioneer Valley Planning Commission;
• Lucia Giuggio Carvalho, founder of Rays of Hope;
• Don Kozera, president of Human Resources Unlimited;
• Robert Perry, retired partner/consultant at Meyers Brothers Kalicka; and
• Anthony Scott, police chief of Holyoke

2012
• Charlie and Donald D’Amour, president/COO and chairman/CEO of Big Y Foods;
• William Messner, president of Holyoke Community College;
• Majors Tom and Linda-Jo Perks, officers of the Springfield Corps of the Salvation Army;
• Bob Schwarz, executive vice president of Peter Pan Bus Lines; and
• The Women’s Fund of Western Massachusetts

2013
• Michael Cutone, John Barbieri, and Thomas Sarrouf, organizers of Springfield’s C3 Policing program;
• John Downing, president of Soldier On;
• Bruce Landon, president and general manager of the Springfield Falcons;
• The Sisters of Providence; and
• Jim Vinick, senior vice president of investments at Moors & Cabot Inc.

2014
• The Gray House
• Colleen Loveless, executive director of the Springfield chapter of Rebuilding Together;
• The Melha Shriners
• Paula Moore, founder of YSET Academy and a teacher at Roger L. Putnam Vocational Training Academy; and
• Michael Moriarty, attorney, director of Olde Holyoke Development Corp., and supporter of childhood literacy programs

Daily News

SPRINGFIELD — In celebration of International Education Week (IEW), Western New England University recently hosted a week-long series of events called Passport to the World.

IEW is a joint initiative of the U.S. Department of State and the U.S. Department of Education with a mission to promote programs that prepare Americans for a global environment and attract future leaders from abroad to study, learn, and exchange experiences in the U.S. Students who participate in education abroad gain the knowledge, skills, and self-reliance that are needed to compete in today’s globalized economy. Through Passport to the World, the university focused awareness of the many education-abroad opportunities provided to students and faculty, and provided assistance to students to obtain a U.S. passport.

“Studies show that employers are increasingly interested in international experience among job applicants,” said International Student Coordinator Katie Ahlman. “One of the first steps to studying abroad or gaining international work experience is obtaining a valid passport.”

The week’s activities included a Study Abroad Showcase and an International Student Fair, which included information on how to study or intern abroad. Discussion sessions included global recycling and transgender awareness. Students had the opportunity to attend henna and hijab-wearing demonstrations; view Argentinian, French, and Iranian movies; and learn to pronounce their name in Mandarin, Persian, Portuguese, and French.

“International experiences connect students, scholars, and emerging young leaders from around the world, enabling them to collaborate and tackle today’s shared challenges like climate change, global health, and sustainable energy,” said Richard Keating, vice president for Strategic Initiatives and the Centers for Internationalization and Academic Initiatives at WNEU. “By welcoming international students who are attracted to the excellence and diversity of U.S. higher-education institutions, and by encouraging U.S. students to participate in education abroad, we create a more secure and stable world.”

Daily News

SPRINGFIELD — The Springfield Preservation Trust (SPT) announced the sale of 77 Maple St. to DevelopSpringfield for $35,000. The property, built in 1832 as the Springfield Female Seminary, had fallen into a state of disrepair and near-collapse in 2009 when the trust intervened to save the property from demolition.

“Today’s sale represents the completion of the trust’s important preservation work and the transfer of the property to a responsible owner who is doing great things next door at 83 Maple St.,” said Don Courtemanche, president of the Springfield Preservation Trust. “We believe having these properties together under single ownership will ultimately be in both properties’ best interests in terms of preservation and marketability.”

Added Jay Minkarah, president and CEO of DevelopSpringfield, “we are thrilled to add this wonderful property to our portfolio. It makes so much sense for us to include the rehabilitation of this building in our plans for rehabilitation of the Ansel Phelps House at 83 Maple St.”

Since purchasing the property, SPT has made significant structural repairs, including the critical rebuilding of a collapsed wall as well as foundation repairs, roof and trim repairs, and the repair and restoration of 24 of the building’s large, historic windows. The project has been the beneficiary of a great deal of public support, including contributions from the Springfield CDBG Program, the Massachusetts Historical Commission, the 1776 Foundation, MassMutual Financial, the Hampden Bank Foundation, Bob McCarroll, and a vast number of SPT members and friends through year-round SPT special events.

“We are an all-volunteer organization and could not have saved this building without the support of the community and funders,” said Courtemanche. “This truly was a community effort.”

In addition to the Ansel Phelps House, DevelopSpringfield also owns a former carriage house and row of garages on an abutting parcel and an adjacent vacant lot that will provide parking, access, and green space to support both buildings. For information on leasing opportunities, contact Minkarah at (413) 209-8808 or [email protected].

Daily News

GREENFIELD — Baystate Franklin Medical Center’s Clinical Notes, a hospital-based women’s a cappella chorus, will perform a free holiday concert, “Songs of Stars and Roses,” on Thursday, Dec. 18, from 5:30 to 6:30 p.m. in the hospital’s main conference rooms. Under the direction of Kathryn Aubrey-McAvoy, the group will perform both traditional and contemporary holiday and secular music. Hospital staff, patients, visitors, and the public are invited to attend.

“This will be our first time holding an evening concert,” said Phyllis Stone, chorus manager. “We are hoping to attract staff, as well as family and friends, who often can’t make it to our noontime concerts.”

Clinical Notes was formed in 2003 by Stone and Annginette Anderson, who shared a love of a cappella singing and a belief that music should be part of a healing environment. Though members have come and gone over the 11 years, most of the singers have been in the group since its inception. The group performs two formal concerts yearly (during the holidays and at the beginning of summer), and sings at various hospital-related events, such as the annual Chocolate Fantasy, Nurses’ Week, and other celebrations. They have also performed during the Relay for Life Sacred Gathering, the Hospice of Franklin County tree lighting, the United Way A Cappella Festival, and the BFMC Follies.

For more information, contact Stone at (413) 773-2573 or [email protected].

Columns Sections
Know the Rules for Charitable Gift Deductions

By Terri Judycki, CPA, MST

As year-end approaches, most charities see an increase in donations as a result of donors’ year-end tax planning. Many donors do not realize that they need to do more than write out a check to secure the charitable contribution deduction.

Terri Judycki, CPA, MST

Terri Judycki, CPA, MST

This article will explore the compliance and substantiation requirements for both donors and donees of charitable contributions, since organizations that receive gifts have an interest in ensuring that donors can deduct their gifts for income tax purposes as well as avoiding penalties that could be imposed on them.

Of course, donors must be able to substantiate their gifts to charities — dates and amounts. For this purpose, a bank record or acknowledgement from the charity is sufficient. However, if the amount of the gift is $250 or more, the donor must have a written acknowledgement from the charity that includes either a description and estimate of any goods or services the charity provided in return for the contribution or a statement that no goods or services were provided in return for the contribution. 

There are exceptions for insubstantial or token items as well as for certain membership benefits. The donor must have this written acknowledgment prior to filing his or her income tax return claiming the deduction or by the due date of the return, if the tax return is filed late. The donor’s requirement to obtain written substantiation for gifts in excess of $250 also applies to out-of-pocket expenses incurred on behalf of a charity.  

While the $250 written acknowledgement is a requirement imposed on the donor, the charity has a requirement to disclose in connection with any part-gift/part-purchase with a price exceeding $75. For example, if tickets to a golf tournament or gala exceed $75, tax law imposes a requirement on the charity to disclose the amount that the patron may deduct as a charitable contribution. The acknowledgement must include a statement that only the amount in excess of the fair market value of the goods or services provided by the charity is deductible and must provide an estimate of the value of those goods or services, which may be very different than the cost to the organization. 

The acknowledgment must be made in a manner that will be noticed. The penalty for noncompliance is $10 per contribution up to $5,000 for a single fundraiser.  

With respect to non-cash gifts, additional requirements are imposed on the donor and the charity. Donors are required to obtain qualified appraisals for non-cash gifts (other than publicly traded securities) in excess of certain thresholds. For property with a claimed value of more than $5,000, the donor must attach to his or her income tax return an appraisal summary on Form 8283, signed by both the appraiser and the charity.

If the charity sells or otherwise disposes of donated property with a claimed value of more than $5,000 within three years of the donation, the charity is required to file Form 8282 reporting the sale. Every time a charity is asked to sign a Form 8283, it should consider the potential Form 8282 filing requirement if the asset is disposed of within 3 years. Form 8282 is due on or before the 125th day after the disposition, and a copy must be sent to the donor. Penalties for failure to comply may apply. 

There are even further rules and requirements that apply to contributions of qualified intellectual property, art valued at $20,000 or more, other non-cash property valued over $500,000, certain qualified conservation easements, and contributions to a college or university that entitle the donor to purchase tickets to athletic events.

In response to perceived abuse, there are now specific rules that apply to donations of used cars, boats, and airplanes after Dec. 31, 2004. While there are many exceptions and modifications, in general if the vehicle is sold for more than $500, the charity must file Form 1098-C. The donor must receive a copy within 30 days of the date of sale, and it must be filed with the IRS by Feb. 28 of the following year. Again, penalties may apply. Note that Form 1098-C is in addition to, not in lieu of, Form 8282 discussed above.

Many charities hold raffles as a fundraiser or in connection with another fundraiser. Raffles are a form of lottery, and only certain charities may hold raffles under Massachusetts law. The charity is required to obtain a permit from the local town hall before the raffle and to pay a tax to the Massachusetts State Lottery Commission within 10 days after the raffle. There are additional Massachusetts requirements for tickets with a sale price of $10 or more or if the prize is worth more than $10,000. The purchase of a raffle ticket is never deductible as a charitable contribution, and the charity should be cautious not to imply that the purchase price may be deducted. There are income-tax-reporting and withholding rules that may apply to the winnings if the value of the prize is $600 or more.

Massachusetts requires income tax withholding when the value is $600 or more. For federal purposes, if the prize is valued at $600 and is at least 300 times the amount of the wager (for example, a $1 raffle ticket with a $600 or greater prize), reporting is required on Form W-2G, but federal withholding is not required until the value of the prize exceeds $5,000.  For noncash prizes, the winner must remit the withholding tax to the charity. If, instead, the charity pays the withholding tax on behalf of the winner, it must include the tax remitted on behalf of the winner in the value of the prize.

Raffle tickets with non-cash prizes of $600 or more should contain language to the effect that the winner may be required to pay state or federal income taxes to avoid any hard feelings. A charity that fails to withhold income taxes when required can be liable for the tax. There are somewhat similar rules that apply to charities conducting other types of gaming activities.

Don’t let your charitable contributions fall into the “no good deed goes unpunished” category from a tax perspective. Now is the time to gather your acknowledgment letters and signatures on Form 8283, if required. If you’re in doubt regarding the requirements in a specific situation, consult your tax adviser.

Terri Judycki, CPA, MST, is senior tax manager with the certified public accounting firm Meyers Brothers Kalicka, P.C. in Holyoke; (413) 536-8510.

Chamber Corners Departments

ACCGS
www.myonlinechamber.com
(413) 787-1555
 

• Dec. 8: ACCGS Suppler Diversity Pre-certification Workshop, 10 a.m. to noon,
hosted by UMass Center at Springfield, 1500 Main St., 2nd Floor. Presented in partnership with the MA Supplier Diversity Office and the Black Leadership Alliance.
Reservations are free, but required. Reservations may be made online at www.myonlinechamber.com.

• Dec. 10: ACCGS Lunch N Learn, 11:30 a.m. to 1 p.m., Dodge Room, Flynn Campus Union, Springfield College, 263 Alden St.. Springfield. “Cybersecurity: It’s Everyone’s Business,” sponsored by VertitechIT. Cost: $25 for members, $35 for general admission, including lunch. Reservations may be made online at www.myonlinechamber.com.
 
GREATER CHICOPEE CHAMBER OF COMMERCE
www.chicopeechamber.org
(413) 594-2101

• Dec. 4: Holiday Open House, 4:30-6:30 p.m., at the Chamber Office, 264 Exchange St., Chicopee. Sponsored by Charter Business. Free to attend for all members. RSVP requested.

• Dec. 11: Workshop 6: “Strategic Networking: Networking to Increase Profitability,” 9-11 a.m., at Days Inn, 400 Memorial Dr., Chicopee. Cost: $20 for members, $30 for non-members.

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

• Dec. 11: Holiday Dinner Dance 2014, 6 p.m. Details to follow. Comedy show, dinner, and the big raffle drawing for $5,000. Call the office to sign up for a table at (413) 527-9414.

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

• Dec. 10: Holiday Business Breakfast, 7:30-9 a.m., at the Log Cabin Banquet and Meeting House, 500 Easthampton Road, Holyoke. Sponsored by Holyoke Gas & Electric, Health New England, Holyoke High School Madrigal Choir, and Bresnahan Insurance. Business networking while enjoying a hearty breakfast and sounds of the season. Cost: $22 for members in advance, $28 for non-members and at the door. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.

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

• Dec. 10: Joint Chamber Mixer for Greater Northampton and Amherst Area chamber members, 5-7 p.m., hosted by the Lord Jeffrey Inn, 30 Boltwood Walk, Amherst. Sponsored by Florence Savings Bank. Cost: $10 for members, $15 for non-members.

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

• Dec. 9: PWC Ladies Night, 5-7 p.m., hosted by Cooper’s Fine Gifts & Curtains, 161 Main St., Agawam. Reservations are free, but required. Reservations may be made through Gwen Burke at [email protected] or (413) 237-8840.
 
WEST OF THE RIVER CHAMBER OF COMMERCE
www.ourwrc.com
(413) 426-3880
 

• Dec. 3: Wicked Wednesday. 5:30-7:30 p.m., hosted by Squires Bistro at Cooper’s Commons, Agawam. Wicked Wednesdays are monthly social events, hosted by various businesses and restaurants, that bring members and non-members together to network in a laid-back atmosphere. Cost: free for chamber members, $10 for non-members at the door. Event is open to the public. For more information, contact the chamber office at (413) 426-3880 or [email protected].

Daily News

CHICOPEE — The Greater Chicopee Chamber of Commerce, in collaboration with Common Capital Inc., is presenting the last of a six-part part workshop series, “Taking Care of Business: How to Develop and Grow Your Business,” on Dec. 11 at Days Inn, 450 Memorial Dr., Chicopee.

Sponsored by Common Capital, this series addresses best practices for all types of businesses. The final session is titled “Strategic Networking: Networking to Increase Profitability.” Rather than networking for networking’s sake, this session will address whom to meet, how to meet, and where to meet to increase the value and profitability of your networking efforts. Facilitators for this session are Roberto Nieves, business development director for Common Capital, and Jeremy Casey, vice president of Small Business Banking for First Niagara Bank.

This last workshop is free of charge to both chamber members and non-members. To register, visit www.chicopeechamber.org under ‘upcoming events,’ or call (413) 594-2101.

Daily News

WESTERN MASS. — The clock is ticking, but there is still time to nominate an individual or group for BusinessWest’s Difference Makers program. Nominations must be received by the end of the business day (5 p.m.) on Dec. 15. Nominations can be completed online by visiting www.businesswest.com and moving to ‘Our Events.’

Difference Makers was launched in 2009 as a way to recognize the contributions of agencies and individuals who are contributing to quality of life in this region. Recipients have ranged from college presidents to state police officers; from the leaders of several nonprofit groups to economic-development leaders. Previous honorees are:

2009:
• Doug Bowen, president and CEO of PeoplesBank;
• Kate Kane, managing director of the Springfield office of Northwestern Mutual Financial/The Zuzolo Group;
• Susan Jaye-Kaplan, founder of GoFIT and co-founder of Link to Libraries;
• William Ward, executive director of the Regional Employment Board of Hampden County; and
• The Young Professional Society of Greater Springfield

2010:
• The Irene E. and George A. Davis Foundation;
• Ellen Freyman, attorney and shareholder at Shatz Schwartz and Fentin, P.C.;
• James Goodwin, president and CEO of the Center for Human Development;
• Carol Katz, CEO of the Loomis Communities; and
• UMass Amherst and its chancellor, Robert Holub

2011
• Tim Brennan, executive director of the Pioneer Valley Planning Commission;
• Lucia Giuggio Carvalho, founder of Rays of Hope;
• Don Kozera, president of Human Resources Unlimited;
• Robert Perry, retired partner/consultant at Meyers Brothers Kalicka; and
• Anthony Scott, police chief of Holyoke

2012
• Charlie and Donald D’Amour, president/COO and chairman/CEO of Big Y Foods;
• William Messner, president of Holyoke Community College;
• Majors Tom and Linda-Jo Perks, officers of the Springfield Corps of the Salvation Army;
• Bob Schwarz, executive vice president of Peter Pan Bus Lines; and
• The Women’s Fund of Western Massachusetts

2013
• Michael Cutone, John Barbieri, and Thomas Sarrouf, organizers of Springfield’s C3 Policing program;
• John Downing, president of Soldier On;
• Bruce Landon, president and general manager of the Springfield Falcons;
• The Sisters of Providence; and
• Jim Vinick, senior vice president of investments at Moors & Cabot Inc.

2014
• The Gray House
• Colleen Loveless, executive director of the Springfield chapter of Rebuilding Together;
• The Melha Shriners
• Paula Moore, founder of YSET Academy and a teacher at Roger L. Putnam Vocational Training Academy; and
• Michael Moriarty, attorney, director of Olde Holyoke Development Corp., and supporter of childhood literacy programs

Daily News

LENOX, PITTSFIELD — Gov. Deval Patrick recently joined state environmental officials and local officials to announce $1.2 million in capital funding to support environmental projects at Baker’s Pond in Lenox and Berkshire Community College in Pittsfield, enhancing existing natural habitats and improving recreational opportunities for residents.

“Growth requires investment, and creating and upgrading recreational parks and open spaces while also providing important community resources will help create growth and opportunity across the commonwealth,” Patrick said. “This investment will improve the lives of Massachusetts children and families now and for generations to come.”

The administration’s $125,000 investment in Baker’s Pond will assist in the final phase of restoration of the pond. The removal of invasive species and water-quality improvements will preserve the habitat for wildlife species and make it a more appealing destination for visitors to Kennedy Park. Berkshire Community College’s Life Sciences Department will work with the town to ensure proper removal of any invasive species and the complete restoration of the pond.

“Safe, reliable drinking water has always been a critical need. In the 21st century, we will need to develop new technologies to meet growing demand,” said U.S. Rep. Jim McGovern. “I’m pleased that the federal government is joining with the Commonwealth and UMass Amherst in this promising effort.”

Baker’s Pond has a history of recreational use, but, after a small dam breach, the pond fell into disrepair, resulting in the growth of invasive plant and animal species. With ongoing improvements, the pond is once again becoming an attraction for tourists and hikers, as well as a habitat for endangered amphibian species.

The city of Pittsfield was also awarded $1.1 million to ensure proper drainage and wetland protection as Berkshire Community College works to construct an athletic field on campus, the first of its kind in Berkshire County. The athletic-field location is north of a vernal pool, certified by the Natural Heritage Endangered Species Program, making it important for the project to be environmentally sensitive in order to preserve habitat for plants and animals.

“Gov. Patrick has demonstrated a strong commitment to Pittsfield an Berkshire County,” said Mayor Daniel Bianchi. “The city of Pittsfield is pleased to join the governor in a financial commitment for the environmental restoration and construction of the new Berkshire Community College turf field. The new field will provide an athletic hub from Berkshire County and beyond. I look forward to the new events that the BCC turf field will bring to Pittsfield.”

Daily News

WESTERN MASS. — The clock is ticking, but there is still time to nominate an individual or group for BusinessWest’s Difference Makers program. Nominations must be received by the end of the business day (5 p.m.) on Dec. 15. Nominations can be completed online by visiting www.businesswest.com and moving to ‘Our Events.’

Difference Makers was launched in 2009 as a way to recognize the contributions of agencies and individuals who are contributing to quality of life in this region. Recipients have ranged from college presidents to state police officers; from the leaders of several nonprofit groups to economic-development leaders. Previous honorees are:

2009:
• Doug Bowen, president and CEO of PeoplesBank;
• Kate Kane, managing director of the Springfield office of Northwestern Mutual Financial/The Zuzolo Group;
• Susan Jaye-Kaplan, founder of GoFIT and co-founder of Link to Libraries;
• William Ward, executive director of the Regional Employment Board of Hampden County; and
• The Young Professional Society of Greater Springfield

2010:
• The Irene E. and George A. Davis Foundation;
• Ellen Freyman, attorney and shareholder at Shatz Schwartz and Fentin, P.C.;
• James Goodwin, president and CEO of the Center for Human Development;
• Carol Katz, CEO of the Loomis Communities; and
• UMass Amherst and its chancellor, Robert Holub

2011
• Tim Brennan, executive director of the Pioneer Valley Planning Commission;
• Lucia Giuggio Carvalho, founder of Rays of Hope;
• Don Kozera, president of Human Resources Unlimited;
• Robert Perry, retired partner/consultant at Meyers Brothers Kalicka; and
• Anthony Scott, police chief of Holyoke

2012
• Charlie and Donald D’Amour, president/COO and chairman/CEO of Big Y Foods;
• William Messner, president of Holyoke Community College;
• Majors Tom and Linda-Jo Perks, officers of the Springfield Corps of the Salvation Army;
• Bob Schwarz, executive vice president of Peter Pan Bus Lines; and
• The Women’s Fund of Western Massachusetts

2013
• Michael Cutone, John Barbieri, and Thomas Sarrouf, organizers of Springfield’s C3 Policing program;
• John Downing, president of Soldier On;
• Bruce Landon, president and general manager of the Springfield Falcons;
• The Sisters of Providence; and
• Jim Vinick, senior vice president of investments at Moors & Cabot Inc.

2014
• The Gray House
• Colleen Loveless, executive director of the Springfield chapter of Rebuilding Together;
• The Melha Shriners
• Paula Moore, founder of YSET Academy and a teacher at Roger L. Putnam Vocational Training Academy; and
• Michael Moriarty, attorney, director of Olde Holyoke Development Corp., and supporter of childhood literacy programs

Features
Casino Project Generates Challenges, Anticipation

A panoramic view of the section of Springfield’s South End that will be transformed into MGM’s $800 million casino complex.

A panoramic view of the section of Springfield’s South End that will be transformed into MGM’s $800 million casino complex.

Thirty-three months.

That’s how long MGM Resorts International has to complete construction on its $800 million casino complex in Springfield’s South End, according to the host-community agreement inked early this year.

That means August 2017, if you haven’t already done the math.

Kevin Kennedy, Springfield’s chief development officer, said the city (or MGM) might eventually erect one of those digital displays that counts down the months, days, hours, minutes, and seconds until something starts, as cities hosting the Olympics have done. But even without such a device, everyone involved will know that the clock is ticking — and that time, as that old saying goes, is money.

That’s why MGM didn’t put this project aside during the four months between when it was announced that a measure to repeal the state’s gaming law would appear on the election ballot and when it was soundly defeated, said Mike Mathis, president of MGM Springfield.

“There was a mandate from our chairman, Jim Murren, and our president, Bill Hornbuckle, an attitude that ‘we’re going to win this on Nov. 4, so let’s keep the intensity up so we don’t lose that time,’” said Mathis, adding that work pressed on with everything from final design to workforce-development issues to the overall timetable for what will easily be the largest construction project in this region’s history.

In some ways, this initiative will look like one of those 1960s-style urban-renewal projects, said those we spoke with, noting that several buildings, many of them damaged by the June 2011 tornado, will be torn down within the 14.5-acre site, and a number of businesses will be relocated to make way for the casino project. But it will also be different in many respects.

Indeed, this will be a private project, one that won’t bulldoze an area, but rather preserve many buildings within it, including historic 101 State St. — the original home of MassMutual — as well as First Spiritual Church and the façade of distinctive 73 State St. And instead of taking taxpaying properties off the rolls, as many of those massive urban-renewal projects did, this one will raise the amount of taxes generated within those 16 acres from $634,000 at present to $17.6 million when the casino opens its doors.

Mathis, who has been involved with several MGM casino initiatives, in this country and abroad, said the Springfield project presents some distinctive challenges — and opportunities — with its urban setting, its location in a state that has no experience with gaming at this level, and its so-called inside-out design.

“They’re all unique, but this is particularly unique, because of the integration with the existing downtown environment; this is not a greenfield project,” he explained. “There’s no template in our portfolio for a project like this, but that said, we’ve built in challenging environments at major scale, so this is certainly within our wheelhouse.”

Mike Mathis

Mike Mathis says MGM’s Springfield casino complex is unique in many respects, and thus it presents a number of challenges.

Mathis said work has already commenced on the site, with some soil testing underway, as well as surveying and preliminary work to attain excavation permits. The first component of the complex to take shape will be a 3,500-car parking garage that will sit on the site of the tornado-damaged Zanetti School, said Mathis, noting that the casino project will take a number of existing surface parking spaces offline in the South End. He expects that facility to be completed over the next 12 to 14 months.

Next will come the hotel tower, which will incorporate the façade of 73 State St. into its design, as well as other components on what Mathis called “parallel tracks.” These include retail areas, a projected 50 units of market-rate housing near the casino site, and other facilities. Many of those components will be preceded by demolition of existing structures, including the school, the Western Mass. Correctional Alcohol Center on Howard Street, and a retail complex on Main Street, among others, and the relocation of roughly 20 businesses.

Meeting that 33-month mandate will be challenging on many levels, especially if the planned I-91 viaduct reconstruction project takes place at the same time, as expected. But all parties involved — MGM, the city, and the state — have no shortage of incentives to meet that timetable.

For this issue, BusinessWest talked with Mathis, Kennedy, and others about what the next 33 months might be like. The words heard most often were ‘challenging’ and ‘exciting.’

The Suspense Is Building

Kennedy, who has played a role in several development projects — from the new federal courthouse to significant improvements to State Street to Union Station — in his current role and also as aide to U.S. Rep. Richard Neal, said the casino will be like those initiatives in some ways, but there are important differences that might actually make the MGM complex a smoother, easier undertaking.

“The scale is obviously much different than anything we’ve ever done here in Springfield before — there haven’t been any $800 million projects,” he told BusinessWest. “However, the nature of the projects and how a project gets done … they’re all pretty similar in terms of permitting, demolition, and all the things that will happen here.

“But in terms of complications, while this is the largest economic-development project we’ve undertaken, the complexity of it, from a government standpoint, is actually less than either the U.S. courthouse and State Street,” he went on. “On the courthouse, not only did we have to make deals with property owners, tear down a portion of Technical High School, and move the Alexander House, but this was a three-tiered governmental project — there was federal, state, and local involvement, and everyone has their regulatory issues. And when you’re redoing 3.2 miles of State Street, we were two years in the planning process alone.”

But the casino project will undoubtedly have its challenges, said Kennedy, adding that one matter of particular concern is infrastructure and, more specifically, old and deteriorating water and sewer lines in that part of the city.

“When we had our negotiations with MGM, we talked to them extensively about these infrastructure issues, and they are very much on board for this because they can’t afford to have a water or sewer problem,” Kennedy noted. “And we don’t want them to have a breakdown, either, because some of our funds are attached to their ability to do business.”

The Western Mass. Correctional Alcohol Center

The Western Mass. Correctional Alcohol Center on Howard Street will be one of the buildings demolished to make way for the casino.

Overall, the keys to keeping the project on schedule and free of problems are organization and communication, said Kennedy, who was preparing last week for the first of what will be regular meetings “between our team and their team” (MGM).

“We’ll start to scope out what the issues are, how we’re going to do this, and who needs to be assembled on either side of the table in order to coordinate this and deliver the project by August 2017,” he explained.

Mathis acknowledged that building an urban casino — and building one in a heavily regulated state like Massachusetts — will be a different experience for himself and MGM, but lessons learned during other projects will serve the company well.

“We’ve built City Center, an 18 million-square-foot project in Las Vegas, one of the largest private developments at that time in the entire country, so we know how to do sophisticated construction in tough environments,” he said. “So we’re confident we can hit our time period. But it takes a lot of work, it takes a lot of preparation, and our group recognizes that.”

Meanwhile, all the principal parties involved — MGM, the city, and the state — have plenty of motivation to help this project proceed on schedule.

“The great thing is that the state is our partner on this, as is the city,” said Mathis. “We all have the common goal to get this facility up and start generating revenue and putting people to work.”

Overall, he said he hopes to harness the considerable energy present at a gathering at the Basketball Hall of Fame on election night to move the casino project from the drawing board to reality.

“The energy in the room was palpable — everyone wanted to be a part of this,” he told BusinessWest, adding that this level of support and enthusiasm should help the company navigate the many kinds of challenges that will present themselves over the next 1,000 days or so.

Placing Their Chips

Indeed, while the transformation of the site in the South End will be the focus of most of the region’s attention over the next three years, there are many other matters to address to ensure a successful opening in the summer or fall of 2017, said Mathis, adding that MGM and its many types of partners in this region are already working on some of them.

Relocation of businesses to be displaced by the casino complex is one such matter, said Mathis, noting that uncertainty in the wake of the referendum vote has delayed this process somewhat and has now generated a new sense of urgency (see related story, page 43).

“One of the things that we negotiated with the city was to provide incentives — we’ll pay the moving costs for tenants if they relocate in the downtown Springfield area,” he explained. “For those who take us up on that offer, we’ll be happy to subsidize that move and keep the energy downtown. We’re already talking with other commercial property owners about space that they can make available that we can provide a pre-agreed group rate to and make this transition as easy as possible.”

Meanwhile, MGM is preparing to close on roughly $35 million worth of real estate it has acquired in the South End for the project, he went on, adding that designs for the project, while not final, are close, and at this moment they do not require any additional acquisitions.

As designs are completed, the company will also go about hiring a general contractor for the massive project, he went on, adding that there are a number of developments happening simultaneously.

“We’re excited about our preparedness to move forward with the project with our different contractors and suppliers,” he said, adding that workforce development is another focal point moving forward. And there are challenges in this regard, Mathis told BusinessWest, because gaming is new to the Bay State, and thus there is no trained workforce in place, as there would be in Las Vegas, Atlantic City, or Macau.

“There is a significant amount of training that needs to take place in a market like this that doesn’t have casinos or gaming,” he said, adding that MGM is working with a host of parties, including the area community colleges and regional employment boards, to identify and then train a workforce.

Another partner is the American Red Cross and its Boots to Business program. As part of that initiative, several area veterans will go to Las Vegas to be trained on table games. After eight months of training and honing their skills, they will return to this region and train others who have been identified as good candidates for those positions.

Other priorities for MGM and various partners are to develop a comprehensive marketing strategy for MGM Springfield — one that focuses on the Bay State as well as surrounding states with competing casinos — and work to sell Springfield (and its new casino) as a destination for meetings and conventions.

“A casino is one of the things that meeting planners look for, but they also look for the things that come with a casino, like four-star hotel rooms, which this market doesn’t have. They look for high-end restaurants and diverse entertainment experiences,” he said, adding that MGM’s complex will make this region that much more attractive to those booking conventions.

“We’re one of the largest convention-space operators in the world — our Mandalay Bay events center is the fifth-largest convention facility in the country — so we know as much about conventions as we do about gaming,” Mathis went on, adding that MGM has a huge database of current and potential clients, including some groups that are too small to consider Las Vegas, but would find Springfield a good fit.

Mary Kay Wydra, director of the Greater Springfield Convention & Visitors Bureau, said that, with the defeat of ballot Question 3, Springfield and the region as a whole can now market themselves as the future home of a gaming complex, a considerable addition to the current list of amenities.

“If we can capture a fraction of their [MGM’s] national and international database and get the regional groups that those entities represent, those will be obvious targets as the building opens and the casino comes online,” she told BusinessWest. “They’re already familiar with MGM — they know what that brand stands for — and they know its quality and what they’re going to get. We’re excited about starting our work with them in that matter.”

Not Hedging Their Bets

That excitement, coupled with large doses of anticipation, should make the next 33 months an intriguing time for the region, one that will test the imagination — and sometimes the patience — of all those involved.

“It would not be wise to think that we’re not going to have some challenges as we go through this,” Kennedy told BusinessWest. “There will be some bumps in the road. We have a partnership with MGM, and any partnership will have some tension built into it. There will be some issues as we move through this process.”

But as all those we spoke with noted, there is more than enough incentive to get through those issues and clear those bumps.

August 2017 will no doubt arrive quickly, and the countdown has already begun.

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

Banking and Financial Services Sections
Pioneer Valley Credit Union Takes a Service-focused Approach

By KEVIN FLANDERS

Anabela Pereira Grenier

In her 30 years with PVCU, Anabela Pereira Grenier has seen assets rise from $2 million to $52 million.

Once a fledgling establishment operating out of a single post office room in 1923, Pioneer Valley Credit Union now runs five branches and offers a wide array of services and programs to its members.

Celebrating her 30th year with the institution, President and CEO Anabela Pereira Grenier has witnessed most of this growth just during her tenure. Since she started with PVCU, the credit union has increased its assets from $2 million to $52 million, in addition to expanding from 900 members to 7,500. It wasn’t always easy — especially during the recent recession — but PVCU has weathered the storm, she said, and emerged even stronger.

“We are the oldest operating postal credit union in the nation,” Pereira Grenier said of PVCU, which began as an institution exclusively for postal workers nearly a century ago. “It took a while, but once membership grew, we really took off.”

In 2008, right after the financial-industry collapse, PVCU officials decided to reach out to major Western Mass. employer groups in an attempt to stabilize business through a turbulent period. The decision not only provided an infusion of short-term momentum, but ultimately helped the member-owned credit union steer a course toward sustained success.

Baystate Health added PVCU as its credit union in 2008, followed by Westover Air Reserve Base. Later, Westfield’s Savage Arms and other prominent employers came on board, and the credit union now serves several other large companies and organizations, as well as federal employees in Springfield.

“We have increased our staff by more than 50% to keep up with the demand of the programs we offer,” said Trecia Marchand, vice president of marketing and business development. “Everyone is excited about the growth we have experienced. People know they can trust us when they see that these large employers have entrusted us with their most valuable assets — their employees.”

Creating Solutions

For Pereira Grenier and her team, the impetus behind every decision is member satisfaction. She said her staff understands the constraints of a challenging economy and strives to make it as easy as possible for members to navigate their finances, which has led to the creation of several innovative approaches.

For example, the CU on the Go Mobile Branch Solution was launched to enable members to use PVCU’s financial services at their workplaces. The project has been successful, she said, especially for people whose schedules don’t allow them to visit the credit union during normal business hours.

“When people see that their credit union is there to help them and provide services, they really appreciate it,” added Marchand, who has been with PVCU for eight years. “Employers don’t have to pay to offer this employee benefit. We bring the services to them — it’s a win-win situation for everyone.”

To ensure that members understand their options, PVCU has also developed a training system that elevates loan officers to certified financial life coaches. The certification process takes about one year, during which time loan officers learn how to familiarize members with financial practices and explain complex procedures in coherent, easily understandable presentations.

A session between a member and a financial life coach, Pereira Grenier said, is usually a one-on-one meeting tailored toward the member’s individual needs. From teaching people about their credit scores to analyzing how their budgets can be improved, the goal of every life coach is to help people save money and gain knowledge.

Additionally, the credit union offers financial-literacy courses for larger audiences, usually a few times yearly. PVCU is also amenable to visiting employers upon request for large group presentations.

“We are very dedicated to financial literacy,” Pereira Grenier told BusinessWest, “and have invested a lot of time and money into training our financial life coaches.”

Solid Services

In a competitive industry, Pereira Grenier said, PVCU has tried to set itself apart through consistent, ever-expanding member services. For individuals looking to improve their homes’ energy efficiency, PVCU has partnered with the Mass Save Heat Loan program to offer 0% loans. And for members who step through the doors with a loan application, it’s possible for them to come out with a check in a half-hour or less.

To accomplish that goal, the PVCU staff processes everything in-house, with no outsourcing or external complications, improving efficiency and keeping members coming back for additional programs.

“When others are trying to take money away from people, we are offering services that put money back into their pockets,” Marchand said, noting that the credit union’s investor-rewards checking program pays eight times more than the national average for interest-bearing accounts of its kind.

Moreover, the credit union pays money on debit transactions and also provides members an opportunity to donate their cash-back rewards to charity. The institution has partnered with Baystate Health Foundation, the Children’s Study Home, and the Soldiers Home in Holyoke as charitable partners for this program. For members interested in participating, they can choose which charity they will benefit with their rewards. In addition, PVCU is engaged in a number of other charitable and community-outreach efforts, including an annual essay contest for seventh- and eighth-graders and college scholarships for high-school seniors.

PVCU also offers online banking, express banking, mobile banking, online information about financial coaching, and myriad other services and programs. It’s all about keeping up with technology and utilizing it in advantageous ways, Pereira Grenier says.

Speaking of technology, the credit union’s marketing team continues to employ everything from social media to radio ads to promote PVCU’s services. The staff also works closely with human-resources departments of member companies to keep their employees apprised of upcoming events and opportunities. Whether someone is buying a used car, applying for a student loan, purchasing a home, or simply trying to learn how best to manage money, the staff is always available to help members create a plan to achieve sustainable financial security.

Total Team Effort

Originally chartered to “promote thrift among its members and to make loans to its members for provident purposes,” PVCU previously operated on Dwight and Main streets in Springfield before eventually shifting to its main office to 246 Brookdale Dr. in 1991. But continued staff growth has necessitated major restructuring and rearranging within the building, which the leadership team agrees is a great problem to have, especially at a time when many businesses have needed to make cuts to services.

Pereira Grenier remembers how spacious the main office was back in 1991, when PVCU had only a handful of employees working in the building. But with major staff increases over the last 20 years, the building has undergone a makeover to ensure that the office remains comfortable and welcoming to both employees and members. The basement, once used solely for record retention, now houses offices for the HR, marketing, and operations departments, as well as the credit union’s call center. Loan officers and service representatives, meanwhile, occupy the main floor for ease of member accessibility.

“We feel it is important to have our loan officers right there on the main floor where they are easy for members to reach,” Marchand said. The credit union strives for a similar environment at its other locations: at Baystate Medical Center and at 1883 Main St. in Springfield; at Westover Air Reserve Base in Chicopee; and at Savage Arms in Westfield. PVCU also operates a number of ATM locations in Springfield, Chicopee, and Holyoke.

“In the three years I have been here, the morale is at an all-time high,” said Human Resources Coordinator Jennie McPherson. “We have gone from a transaction culture to a consultative culture, and everyone is excited about what we are doing for our members. We all work well together as a team, and it’s a very inclusive environment. When we do off-site team-building exercises, staff members are happy to attend.”

McPherson and Marchand agree that PVCU’s success starts from the top, with the leadership Pereira Grenier has provided for three decades, and especially since taking over as president and CEO in 1998. They say employees have been inspired by how hard she works and her commitment to achieving success.

“She is a leader who really believes in what she’s doing every day, and the team comes together because of that,” Marchand said.

Guided by an 11-member board of directors that sets policy, governed by its members, and led by a dedicated staff, she added, PVCU is poised to continue its success into 2015. Invested in far more than its bottom line, Pereira Grenier and her team understand that, in this business, everything starts and finishes with member satisfaction.

Chamber Corners Departments

ACCGS
www.myonlinechamber.com
(413) 787-1555
• Nov. 19: ACCGS Government Reception, 5-7 p.m., at the Carriage House, Storrowton Tavern, 1305 Memorial Ave., West Springfield. Seize this opportunity to meet with your local, state, and federal delegation in an informal setting. Cost: $50 for members, $70 for general admission. Reservations may be made online at www.myonlinechamber.com.
• Nov. 25: ACCGS Pastries, Politics, and Policy, 8-9 a.m., at the UMass Center at Springfield, 1500 Main St., 2nd floor. Featuring MassDevelopment President and CEO Marty Jones discussing “New Programs for Gateway Cities and the Effect on the Region.” Cost: $15 for members, $25 for general admission. Reservations may be made online at www.myonlinechamber.com.

GREATER CHICOPEE CHAMBER OF COMMERCE
www.chicopeechamber.org
(413) 594-2101
• Nov. 19: November Salute Breakfast, 7:15-9 a.m., at La Quinta Inn & Suites, 100 Congress St., Springfield. Cost: $20 for members, $26 for non-members.
• Dec. 4: Holiday Open House, 4:30-6:30 p.m., at the Chamber Office, 264 Exchange St., Chicopee. Sponsored by Charter Business. Free to attend for all members. RSVP requested.
• Dec. 11: Workshop 6: “Strategic Networking: Networking to Increase Profitability,” 9-11 a.m., at Days Inn, 400 Memorial Dr., Chicopee. Cost: $20 for members, $30 for non-members.
• Dec. 17: December Salute Breakfast, 7:15-9 a.m., at the Castle of Knights, 1599 Memorial Dr., Chicopee. Cost: $20 for members, $26 for non-members.

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

• Nov. 18: GRIST (Get Real Individual Support Today) meeting, 9-10 a.m. at the chamber office. No fee. RSVP requested.
• Dec. 11: Holiday Dinner Dance 2014, 6 p.m. Details to follow. Comedy show, dinner, and the big raffle drawing for $5,000. Call the office to sign up for a table at (413) 527-9414.

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

• Nov. 18: “How to Start and Maintain Your Business: Financing Your Business,” 5:30-7:30 p.m., in the executive conference room at the Holyoke Chamber, 177 High St., Holyoke. Series sponsors: PeoplesBank, Common Capital, Mass Cultural Council/the Artery, in partnership with Holyoke Creative Arts. This workshop will explore loans, grants, and other types of funds; property and loss of income; and full-spectrum lending. Cost: $20. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Nov. 19: Chamber After Hours, 5-7 p.m., at Slainte Restaurant, 80 Jarvis Ave., Holyoke. Great food, door prizes, 50/50 raffle, and the popular Ambassador Bake Sale. Cost: $10 for members, $15 for non-members. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Dec. 2: “How to Start and Maintain Your Business: Accounting and Taxes,” 5:30-7:30 p.m., in the executive conference room at the Holyoke Chamber, 177 High St., Holyoke. Series Sponsors: PeoplesBank, Common Capital, Mass Cultural Council/the Artery, in partnership with Holyoke Creative Arts. This workshop with touch on what you need to save, how often taxes have to be filed, quarterly withholdings, accounting and bookkeeping, software, personal assets versus payroll management, and tax-increment financing. Cost: $20. To sign up, call the Holyoke Chamber at (413) 534-3376 or visit holyokechamber.com.
• Dec. 10: Holiday Business Breakfast, 7:30-9 a.m., at the Log Cabin Banquet and Meeting House, 500 Easthampton Road, Holyoke. Sponsored by Holyoke Gas & Electric, Health New England, Holyoke High School Madrigal Choir, and Bresnahan Insurance. Business networking while enjoying a hearty breakfast and sounds of the season. Cost: $22 for members in advance, $28 for non-members and at the door. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Dec. 17: Chamber After Hours, 5-7 p.m., at the Delaney House. Business networking event includes a 50/50 raffle, door prizes, and money (scratch ticket) tree. Tickets: $10 for members, $15 for the public. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.

GREATER NORTHAMPTON CHAMBER OF COMMERCE
www.explorenorthampton.com
(413) 584-1900
 
• Dec. 10: Joint Chamber Mixer for Greater Northampton and Amherst Area chamber members, 5-7 p.m., hosted by the Lord Jeffrey Inn, 30 Boltwood Walk, Amherst. Sponsored by Florence Savings Bank. Cost: $10 for members, $15 for non-members.
• Dec. 15: New Member Orientation, 3-4 p.m., hosted by the Greater Northampton Chamber of Commerce, 99 Pleasant St., Northampton. This is the chance to tell us more about your business and how the chamber can best serve you. Cost: free.
 
GREATER WESTFIELD CHAMBER OF COMMERCE
www.westfieldbiz.org
(413) 568-1618
 
• Nov. 19: Annual Meeting & Awards Presentation, 5:30-8:30 p.m., at East Mountain Country Club, Westfield. Event Sponsor: United Bank. Cost: $50 for chamber members, $60 for non-members. To register, call Pam at the chamber office, (413) 568-1618.

Briefcase Departments

DevelopSpringfield to Create Downtown Innovation Center
SPRINGFIELD — Gov. Deval Patrick’s recent announcement of $2 million in MassWorks Infrastructure Program funding to MassDevelopment marks a critical step toward the creation of the Springfield Innovation Center. The project is a collaboration between DevelopSpringfield, the state Executive Office of Housing and Economic Development, MassDevelopment, the city of Springfield, Valley Venture Mentors, the Springfield Innovation Hub, and MassMutual. “The Patrick administration has been committed to providing support to communities like Springfield so that they can grow and prosper,” said Secretary of Housing and Economic Development Greg Bialecki. “Revitalizing a community through infrastructure improvements will make it easier for businesses to grow and communities to flourish.” The project includes rehabilitation of more than 16,000 square feet of mixed-use space, which will include a 9,000-square-foot business-accelerator program with co-working, presentation, and function space and an innovation café, as well as additional office space. “We are really looking forward to collaborating on this project,” said Paul Silva, co-founder of Valley Venture Mentors. “This new space will provide a home that will bring together more than 50 startups a year to collide with each other, investors, customers, and the local business community.” The Springfield Innovation Hub’s goal is to create a series of “watering holes” throughout the Pioneer Valley with the flagship location being in downtown Springfield, said Delcie Bean, founder of the Springfield Innovation Hub. “These cafés will cater to audiences ranging from students to professors, business people to entrepreneurs, and just about anyone else looking for a cool, energetic spot to grab a coffee, have a meeting, or meet a friend. We will be featuring a mix of high-tech and low-tech solutions that will create a space that is both exciting and approachable. The objective of these watering holes is to create concentrations of energy and people where ‘collisions’ can occur. The Springfield Innovation Hub will be a 501(c)(3) organization which seeks only to spur economic growth and development by creating centers for energy, collaboration, and collision.” DevelopSpringfield purchased a building earlier this month at 276-284 Bridge St. in a block of historic buildings known as the Trinity Block. On Oct. 20, the Springfield City Council approved the sale of a vacant adjacent building at 270-272 Bridge St. to DevelopSpringfield in the same block to support the project. Funds to advance the development of this project, including property acquisition and rehabilitation of the two buildings, have been provided by the Commonwealth through a MassWorks Infrastructure Program grant to MassDevelopment by MassMutual. “Less than 500 feet around the corner from 1550 Main, the Springfield Innovation Center will represent an exciting addition to the city of firsts,” said MassDevelopment President and CEO Marty Jones. “MassDevelopment appreciates this vote of confidence in us from MassWorks, and looks forward to partnering with Mayor [Domenic] Sarno, DevelopSpringfield, and the local business community to continuing to make downtown Springfield a more attractive destination for businesses old and new alike.” Planned rehabilitation includes the installation of an elevator, window restoration and replacement, mechanical-system upgrades, re-roofing, and re-pointing on the front exterior and interior fit-out for Valley Venture Mentors’ business accelerator and office space. “The Springfield Innovation Center is conceived as a cornerstone of downtown Springfield’s newly designated Innovation District, building on the legacy of the area’s 19th-century history of industry and innovation, a wealth of architecturally significant historic buildings, and proximity to the downtown core,” said Jay Minkarah, President and CEO of DevelopSpringfield.

Western Mass. Sports Commission Launches ‘Fan in a Can’ Initiative
SPRINGFIELD — The Western Mass. Sports Commission (WMSC), a division of the Greater Springfield Convention and Visitors Bureau (GSCVB), recently put together a memorable direct-mail campaign called “Fan in a Can,” providing rights holders with all of the necessities they need to be a fan … literally. With plenty of indoor and outdoor facilities to choose from, along with the area’s outstanding attractions, full complement of lodging and restaurants, easy accessibility, and great affordability, Western Mass. offers everything event planners need to host an unforgettable and highly successful event. Close to 200 cans are in the process of being mailed out across the nation to senior-level planning executives within sports organizations for all types of events from disc golf, rowing, and bowling to more traditional sports like soccer and basketball. The eye-catching tin can includes a foam finger that screams “we’re #1,” a pom-pom, a cowbell, a temporary tattoo, a Lands End winter beanie, and a printed, call-to-action sales piece. “We hope that, by doing such a fun and interactive direct-mail piece, potential event planners who would not have considered Western Mass. as a location for their next event will now reach out and have a conversation with us about bringing their event to our area,” said Mary Kay Wydra, president of the GSCVB. “On behalf of the Western Mass. Sports Commission, we look forward to working with event planners and are excited to bring a diverse mix of sports to the area.” The WMSC will be at TEAMS Expo in Las Vegas in November where rights holders will be able to find a Fan in a Can on display and speak to a representative from this region regarding hosting potential events. For regional information, visit the GSCVB website at www.valleyvisitor.com, or contact Director of Sales Alicia Szenda at (413) 755-1346 or [email protected] to plan your next sports event.

Construction Employment Rises in Most Metro Areas
WASHINGTON, D.C. — Construction employment expanded in 236 metro areas, declined in 53, and was stagnant in 50 between September 2013 and September 2014, according to a new analysis of federal employment data released by Associated General Contractors of America. Association officials said that, as firms expand their payrolls, many are finding a limited supply of available qualified workers. “It is good news that construction employment gains have spread to more than two-thirds of the nation’s metro areas,” said Ken Simonson, chief economist for the association. “But there is a growing risk that contractors in many of these regions will have trouble finding qualified workers to complete the rising volume of projects.” According to a recent construction-industry survey conducted by the association, 83% of construction firms report having a hard time finding qualified craft workers. They called on federal, state, and local officials to act on the measures outlined in the association’s workforce-development plan to make it easier to establish new programs designed to prepare students for high-paying careers in construction.

Grants Awarded for Workforce-development, Job-training Efforts
SPRINGFIELD — In July 2014, the city of Springfield issued an RFP soliciting proposals from providers for job training and workforce development. As a result of this solicitation, the city is awarding a total of $250,000 in HUD Community Development Block Grant Disaster Recovery (CDBG-DR) funds to three separate agencies to provide job-training and workforce-development programs to residents of disaster-impacted neighborhoods. There will be a special focus on recruiting residents of the Six Corners and South End neighborhoods, as the residents of these neighborhoods face multiple barriers to employment, and both areas were heavily impacted by both the long- and short-term effects of the natural disasters that occurred in 2011. Training Resources of America will receive $85,100; Springfield Technical Community College will receive $94,449; and Window Preservation, LLC, in partnership with the Hampden County Sheriff’s Department, will receive $70,451. “Providing education and job training to our residents is vital in our efforts in knocking down poverty and crime,” said Mayor Domenic Sarno. “Whenever we can step up and provide opportunity, it is a win-win for us all.” The city anticipates that the contracted organizations will provide training to a minimum of 100 Springfield residents. The programs will involve a variety of educational instruction subjects, including high-school-equivalency preparation, English language, math, computers, customer service training, and more. The varied programs will prepare and enable trainees to obtain permanent positions in fields such as educational and health services, food service, leisure and hospitality, social assistance, wholesale and retail trade, financial and business services, insurance and real estate, office and administrative support, accounting, bookkeeping, payroll services, legal services, advertising, manufacturing, asbestos/lead abatement, and construction.

Springfield Museums Announce Major Grants to Fund Renovations
SPRINGFIELD — The Springfield Museums have received two major grants to fund exterior renovations to the William Pynchon Memorial Building (formerly known as the Connecticut Valley Historical Museum). Through $120,000 from the Cultural Facilities Fund of the Massachusetts Cultural Council and another $50,000 from the Beveridge Family Foundation Inc., the Museums will be able to repair and restore the building’s slate roof, replace its gutters, rebuild its shutters and dormers, and paint the building in accordance with historical-preservation standards. Renovations to the building have already commenced, with completion targeted for the spring of 2015. The ultimate goal of the renovation is to reclaim the museum’s aesthetic appearance and prepare it for the installation of an exhibition honoring the life and work of Theodor Geisel (Dr. Seuss). Working in close collaboration with community leaders and educators, the museums plan to design and build a literacy-based, interactive exhibition titled “The Amazing World of Dr. Seuss” that will make his works come alive for children and their families, while also helping to boost Springfield’s profile as a regional and national destination. “The Pynchon Memorial Building is an integral component of the architectural landscape of the Quadrangle and cultural life of downtown Springfield, and we’re deeply indebted to the Massachusetts Cultural Council and the Beveridge Family for their help in reviving this elegant building,” said Springfield Museums Vice President Kay Simpson. Named after the founder of Springfield, the William Pynchon Memorial Building was built in 1927 to house the extensive collections of the Connecticut Valley Historical Society. Designed by Springfield architect Max Westhoff, the building exemplifies the Georgian Colonial Revival style that was popular in the early 20th century and reflected the prevailing attitudes about the importance of preserving and interpreting America’s colonial past. The central doorway has a ‘broken scroll’ pediment, pineapple centerpiece, and flanking pilasters, all characteristic hallmarks of Connecticut Valley homes of the 18th century. The Massachusetts Cultural Facilities Fund is a program of the Commonwealth of Massachusetts, administered through a collaborative arrangement between MassDevelopment and the Massachusetts Cultural Council.

Mullins Center Hosts Toy Drive to Benefit Children
AMHERST — The Mullins Center and Global Spectrum Charities have partnered with Toys for Tots to host the Holidaze Toy Drive, running through Saturday, Nov. 29. The goal of the drive is to collect new toys for less-fortunate children during the holidays. Gearing up for the “Cirque Dreams Holidaze” performance at the Mullins Center on Thursday, Dec. 11, the venue is hosting this toy drive to tie into the performance. Members of the public are urged to drop items off at the Mullins Center box office Monday through Friday between 9 a.m. and 5:30 p.m. and Saturday between 10 a.m. and 2 p.m. Everyone who donates a toy will receive $5 off their ticket to see “Cirque Dreams Holidaze” on Dec. 11.

AMA Supports Regulation to Restrict E-cigarettes
DALLAS — As electronic cigarettes continue to gain popularity among youth in the U.S., the American Medical Assoc. (AMA) is reinforcing its support for regulatory oversight of e-cigs. The nation’s largest physician organization adopted new policy that would establish the minimum legal purchase age of 18, place marketing restrictions on manufacturers, and prohibit claims that electronic cigarettes are effective tobacco cessation tools. According to estimates from the National Youth Tobacco Survey, electronic cigarette use among middle-school and high-school students in the U.S. has grown at a rapid rate in recent years. The prevalence of those who said they’ve tried an e-cigarette doubled among both of these groups from 2011 to 2012. The survey also found that more than 263,000 middle- and high-school students who had never before smoked reported using electronic cigarettes in 2013, a threefold increase from 79,000 in 2011. “The AMA supports the FDA’s proposed rule to regulate electronic cigarettes, and we urge the federal government to implement more stringent regulations that will further protect our nation’s youth and overall public health,” said AMA member Dr. William Kobler. “The new policy will continue the AMA’s efforts to deter the sale of electronic cigarettes to minors.”

Daily News

HOLYOKE — This December, Wistariahurst museum will host a fun-filled Holiday Tea, as well as a weekend of Nutcracker performances.

The Holiday Tea is slated for Saturday, Dec. 7 from 2 to 3:30 p.m. Sip tea in Belle’s beautiful music room accompanied by live music played on the grand piano by local pianist David Stukus. See the historic mansion in festive décor, and enjoy a select variety of teas and luscious sweets. Tickets are $10 for members, $12 for non-members, and can be purchased online at www.wistariahurst.org or by calling the museum at (413) 322-5660.

The museum will also present “Nutcracker & Sweets” with the Massachusetts Academy of Ballet on Friday, Saturday, and Sunday, Dec. 12, 13, and 14. Join us in imaging the ballet as it might have been produced in the 1890s when the Skinner family lived at Wistariahurst. Student dancers will perform the magical story filled with lively choreography and accompanied by Tchaikovsky’s enchanting score. Sparkling dancers and sugarplum fairies will alight, mice will scamper, snowflakes will scatter, colorful nutcracker soldiers will march, and more.

This event is sponsored by New England Public Radio and the NEPR News Network. For show times, visit www.wistariahurst.org or call the museum at (413) 322-5660. Reservations are necessary. Tickets cost $12.50, or $3.50 for children 8 and under (children are seated on the floor).

Daily News

WEST SPRINGFIELD — Kathy Picard, the recipient of the 2014 William Pynchon Award, will be honored Thursday, Nov. 20 from 6 to 9 p.m. at Chez Joseph in Agawam.

The honor, bestowed annually since 1915 by the Advertising Club of Western Massachusetts, recognizes individuals from the region who have demonstrated exceptional community service with compassion, humility, and grace. A survivor of child sexual abuse, Picard has transformed her painful past into community activism aimed at raising awareness in all areas of child safety, using her strength and activism to help change laws, improve resources, and put better protection in place. She will be inducted into the Order of William Pynchon during the 99th annual program, becoming the 200th distinguished individual to be presented with the award.

The awards program, emceed by WWLP 22News anchor Rich Tettemer, begins at 7 p.m. following a cocktail hour from 6 to 7 p.m. Seating is available at $70 per person, and tables of 10 are available. To make a reservation, call (413) 736-2582, e-mail [email protected], or register online at adclubwm.org/events.

Daily News

AGAWAM — Two Massachusetts businesses were selected as Employer of Choice Award recipients by the Employers Assoc. of the NorthEast (EANE). Paragus Strategic IT of Hadley and R.H. White Construction Companies, based in Auburn, received their awards at EANE’s Employment Law and HR Practices Conference on Nov. 4.

Winners of the Employer of Choice Award are recognized for developing a culture for transforming and rewarding employee performance. Entrants are judged in categories that include company culture, training and development, communication, recognition and reward, and work-life balance.

“Both R.H. White and Paragus have succeeded in creating amazing workplace cultures which maximize employee engagement, creativity, and organizational success,” said Meredith Wise, president of EANE. “They are truly connected to their communities, contributing financially as well as with staff time and talent to various charities and events.”

Paragus Strategic IT employees attend 90 to 100 hours of learning and development each year. In 2012, the company was ranked by Inc. magazine as one of the 5,000 fastest-growing companies in the country. R.H. White Construction Companies celebrated its 90th anniversary last year with a goal to raise $90,000 for local charities; the company actually raised $156,000. It provides more than $700,000 in safety-related training to employees annually.

Employers who have been in business for at least three years and have a minimum of 25 employees are eligible to participate; both the company size and its resources are considered in the screening and selection process. Sponsored by EANE and the Massachusetts Chamber of Commerce, the award has been given since 2011.

Features
Professional Service Providers Must Hone Networking Skills

Networking is a key business-development tool and is often the best method of building new connections and expanding your influence in the business community.

Kristi Reale, CPA, CVA

Kristi Reale

But as professional service providers, our education and training is often focused on technical skills, leaving little or no room for soft-skills training on subjects like networking or business development. Further, networking can put many of us outside of our natural comfort zone. In the end, however, the gain is worth the pain, and by building a plan and following the tips below, your next networking experience might just be a little more enjoyable and productive.

In reality, networking should be exciting, fun, and a path toward advancement. Remember that people, not companies, make decisions; therefore, it is imperative that, as professionals, we expand our referral sources. People do business with and refer business to people they know, like, and trust. Networking allows us to expand our circle of influence and develop and cultivate new relationships. Our professional network can open doors for us that would have otherwise remained closed.

If you are new to the networking process or looking to improve your networking capabilities, the following tips may help you achieve your goals.

Plan ahead. Time is very valuable, so you want to make sure the events you attend are of good quality, with the type of people you want to do business with. You want to meet and establish relationships with other referral sources and decision makers. There are various organizations that specialize in business networking as well as industry-specific organizations. The more relevant your target audience is, the more relevant your meetings and referrals will be.

Set goals. Before you attend a networking event, do your best to set concise and attainable goals. For example, ‘I am going to speak with three people in the manufacturing industry.’ Having clear goals allows you to focus your efforts and determine success based on a measurable outcome.

Observe. If you are just getting started with business development, try to watch others closely. See how the experts are working the room. Determine if there is an experienced team member in your organization whom you can ask to take you under their wing and show you how they make connections. Not only can this be helpful in the learning process, it will also help you build a reputation within your own organization as someone focused on and committed to networking.

Be prepared. Networking opportunities can happen anywhere, often when you least expect it. You should always have your business cards readily available and be prepared to make an effective introduction of yourself and your company. Sometimes this is referred to as an elevator pitch. In less than two minutes, you should be able to introduce yourself and your company and provide a very brief explanation of what sets you apart from the competition. Get to the point quickly; you can always delve into detail later at a follow-up meeting.

Listen. When you are meeting a referral source, let them speak. People are passionate about their businesses and are usually willing to tell you about them. They will also appreciate when you take a genuine interest in what they are saying. Do not hesitate to ask open-ended questions, such as, ‘what separates you from your competition?’ This expands the conversation, shows you are engaged and sincere about learning more about their business.

Be a giver. As you are listening, you should be asking yourself, ‘how can I help this person?’ and ‘What can I do for them?’ Listen for their pains and see what relief you can offer. If their concern is outside of your expertise, whom can you recommend? By having a giving mentality and not expecting anything in return, you establish trust, while at the same time strengthening the relationship with the connection you have now recommended. This can turn into a win-win for everyone involved.

Take notes. Before leaving a networking event, take notes on the back of the business cards you received. List your topics of conversation with those individuals and any notable facts or other interesting items. This will help tremendously with follow-up. Additionally, when you take the time to remember small details about people, they appreciate it. Just as when you were in school, retention comes from taking good notes.

Be patient. When networking, you need to think long-term; networking is much more than an exchange of business cards or connecting on social media. Just as with a personal relationship, it takes time to establish trust. The point is to make long-lasting valuable relationships that are mutually beneficial to both parties. Having connections can open doors, but relationships can close deals.

Follow up. Hold yourself accountable; having a pile of business cards is not going to make relationships. Follow up with either a personalized e-mail or telephone call, and make sure you mention something you discussed at the event. Invite this person to lunch or for coffee. If you are reading a publication and see an article that would interest them, forward it. This shows you are sincerely interested in their business and in building a relationship.

Be prepared for rejection. Not every connection made when networking will turn into a relationship. You will have e-mails and telephone calls ignored, meetings cancelled and, inevitably, people who forgot they even met you. Keep this in mind: it is better to strike out then never get up to bat, and if you keep trying, you will eventually knock it out of the park.

By preparing for a networking event, having a plan, executing the plan, and following up, you will inevitably find more success in your professional networking efforts. Remember that people, not companies, make decisions, and people do business with and refer business to people they know, like, and trust.

Kristi Reale, CPA, CVA is a senior manager with Meyers Brothers Kalicka, P.C. in Holyoke. In addition to the tax, accounting, and consulting services she provides clients, she is also a certified valuation analyst; (413) 536-8510.

Insurance Sections
At AXiA Insurance, Creating Value Is the Rule — Literally

President Michael Long

AXiA Insurance Services President Michael Long

Everyone who works for Michael Long follows what he refers to as his “Always Rules.”

They are part of a vision he created long before he opened AXiA Insurance Services Inc. and are the cause and reason behind the laughter that peals frequently from meeting rooms and cubicles in his Springfield headquarters, the smiles on the faces of employees, and the myriad perks, rewards, and awards they receive that range from engraved crystal wineglasses and decanters to unusual birthday gifts they are given at employee-appreciation events.

Their happiness translates into superb customer service, which falls precisely in line with Long’s belief system. “You can’t create value for your customers if you don’t create it for your employees first,” he said, explaining the reasons behind the eight rules he originally created and two he added later.

“I had been in the insurance business for 30 years before I launched this company, and during that time, I saw many valuable employees leave,” he said. “So I realized, if I wanted to be the best agency — not necessarily the biggest — I had to train my employees well and create an environment where they felt valued.

“I consult with my employees about where the agency is going and what is coming next. I also allow them to map their own careers and chart their own destination,” Long went on, adding that he posts the courses and/or certifications needed to move from one position to another and gives employees paid time off to get the education they need to move up in the company.

“What difference does it make to my employees if I am doing well, but they are not moving up with me?” he asked rhetorically. “People want to know what will happen to them.”

The majority of employees work four days a week on a rotating schedule, although they can work five instead if they prefer to do so. But longer workdays result in benefits to clients because it allows AXiA to be open from 7:30 a.m. to 6 p.m.

There are also three ‘snow teams,’ and if there is a blizzard, two of the teams can work from home. In addition, every employee is given two paid days off to volunteer for any charitable organization they choose.

Long’s belief that employees who feel appreciated provide better customer service has led to measurable success, and he has achieved every goal he outlined in the 10-year plan he created before he opened his full-service insurance agency in October 2001. “We’ve averaged more than 15% growth every year,” he said.

AXiA began as a one-man operation in a rented room in Market Place in Springfield. Today the business has 32 employees in six locations that include Springfield, Easthampton, Natick, North Kingston, R.I., and two offices inside MassMutual.

Long makes it a point to understand his employees’ strengths and weaknesses and avoids delegating any duty to an employee that he or she doesn’t truly enjoy or excel at.

“I’ve seen agencies that failed and others that were very successful,” said Long. “But I also saw many skilled and talented people fail because they were told to do things they were not good at. They should be allowed to become great in the areas they enjoy.”

He learned this lesson as a child and said it remained with him as he matured. Long said his mother and teachers did so many things to try to improve his poor spelling that it robbed him of time that would have been better spent focusing on subjects he enjoyed.

“So, what I bring to the table is a different view. I believe everyone has unique abilities, so I try to structure job duties so people are using those abilities,” he said. “The things they don’t do well are passed off to someone else who is great at those tasks and enjoys them.”

Natural Consequences

Long said the rules he created and the happiness of his employees has a direct relationship on the way customers are treated. A positive attitude must start at the top, he said, as he listed his rules, which are:

• Always create value for employees, customers, and vendors;
• Always plan toward the future with reasonable deadlines and objectives;
• Always support the people you work with;
• Always treat everyone with great respect;
• Always seek out education and growth;
• Always keep a positive attitude and outlook;
• Always work with the strengths of others;
• Always look for lessons from mistakes, not blame;
• Always look for and take advantage of opportunities; and
• Always work within your strengths and unique abilities.

“These principles allow us to provide the best service possible at the best price,” Long said, noting that, whenever the cost of someone’s insurance policy goes up by 10% or $100, they are contacted and given alternative options, which is possible because AXiA represents 20 insurance carriers.

Agents also analyze each client’s policies on a regular basis. “Customers are not insurance experts, and sometimes people are paying for things they don’t need, but lack coverage in other areas they should have,” Long said.

He told BusinessWest that the company began conducting annual team reviews for commercial clients two years ago to make sure their policies do not have any gaps or overlaps. They also do a full review of each personal insurance policy every two years, and clients receive a letter about any areas of concern, which are typically sent via e-mail.

“We have 80% of our clients’ e-mail addresses; the average in the industry is only 20%, and we also text information,” Long added. “It’s very important to our clients to communicate with them this way because they are busy.

“But everything we do comes back to my theory and the name of the company,” Long said, explaining that AXiA is a Greek word which translates to “value, capability, merit, worth, and worthiness” in English.

Director of Operations Alana Sambor said the approach makes a difference. “We have already reviewed the policies of more than 2,500 of our clients this year,” she said. “We want to make sure they have the right coverage at the right price, and we publish information we think they need to know.”

Alana Sambor

Alana Sambor says AXiA goes out of its way to regularly review clients’ coverage to make sure it reflects their needs.

One thing Long believes sets AXiA apart from other insurance agencies is its approach to new clients. “We don’t just ask to see a copy of their current policy and provide them with a quote,” he said. “We analyze it and ask them a series of questions, such as whether they own more than one piece of property, then come back with a report or recommendation about how their policy should look. It’s not an apples-to-apples quote; it’s based on what the person really needs.”

For example, a person may have a $250 deductible on their homeowner’s insurance policy. “But since it’s unlikely they will turn in a small claim, we may advise them to take out a larger deductible and purchase other coverage for things such as backed-up sewers or drains with the money they save,” Long said.

The company also continuously works to improve communications with clients. Two years ago, AXiA put an emergency phone number in place so customers can contact a representative 24 hours a day, seven days a week. “And we are looking at creating a mobile app as well as an interactive website, which we hope to launch next year,” Long said, explaining that it will give clients instant access to their claim history and premiums, so they can see what they paid for a policy years ago.

The new website will also allow commercial clients to issue certificates of insurance for themselves around the clock by logging into the system. “Many contractors, who range from painters to landscapers to truck drivers, need a certificate when they arrive at a new job site, and they often start work at 6 a.m., before we are in the office,” said Sambor. “We have had truck drivers who found they couldn’t leave California without a new certificate, which can be problematic due to the time difference. This will allow them to print whatever they need, any time of day or night.”

Caring Atmosphere

Long promotes his company by having the name AXiA emblazoned on special vanity license plates that are issued to all of his employees. He also purchases shirts, sweaters, and other articles of clothing that display the company name and logo.

But he believes it is his positive attitude and the gratitude passed on to clients by satisfied employees that most accounts for his growth and success.

Sambor noted the company is growing so fast that it interviews at least one new job applicant every month, but added they are very choosy about who works for them.

In fact, before Long hires someone, he spends a great deal of time making sure he or she will fit in well and comply with the company’s rules. “We always want to do what is right for the customer, so our employees must show up on time, finish what they start, and say ‘please’ and ‘thank you’ to every client,” he said.

“When I began my company, I laid out everything that I wanted to do for clients and told prospective employees about my value plan, and the majority of them are still with me today,” he went on. “But it’s a fast-paced environment, so we screen candidates carefully.”

That extends to making sure their unique abilities fit the role they will play in the business. “For example, our receptionist is not only very pleasant, she has real empathy for people. It’s important because she is the first person people talk to, which sets the stage for further transactions,” Long said.

Sambor agrees. “The atmosphere at AXiA makes it a place that is fun to work at, and even the small perks, such as a hot cookie machine and cappuccino/espresso machine, make a difference to employees. We spend more time together every day than most people do with their families, so we need to enjoy our jobs,” she said. “We have a team-oriented environment, and if one person is struggling or engrossed in a project, another person will cover for them while they complete what they need to do.”

Long also publishes jobs on the company website that don’t yet exist, but will be available in the future, as well as pay grades and levels so people know how much money they can expect to make as they advance through the ranks.

He feels that’s important because it helps him retain employees. “I sit down with each of my employees once a year and go over their individual goals,” he said.

The company is dedicated to going green, which has provided employees with additional perks and also resulted in benefits to clients.

“Eight years ago, we began going paperless, so we don’t have rows and banks of file cabinets. We e-mail policies to customers, unless they ask for a hard copy, and we plan to install solar panels in the building,” Long said. He added that allowing employees to work four days a week provides additional fuel savings and reduces emissions.

The company also recently began giving employees partial subsidies for gas if they drive vehicles that get high mileage. “And next year, we plan to do something smaller for the balance of our employees,” he added. “We don’t do things halfway.”

Bottom Line

Long identifies himself as a problem solver, and said it’s the approach he used when he began formulating the principles that would become the cornerstone of his insurance agency.

“I spend time identifying things that could hold us back, and look at situations and find resolutions other people wouldn’t think of,” he said. “I often tease my employees, but I believe people are supposed to laugh at work. If they are having a good time, they are more effective and efficient, and if they like their jobs, they do better at them, which leads to happier clients.”

Chamber Corners Departments

ACCGS
www.myonlinechamber.com
(413) 787-1555
• Nov. 5: ACCGS Speed Networking Breakfast, 7:15-9 a.m., at the Carriage House, Storrowton Tavern, 1305 Memorial Ave., West Springfield. Make 50 connections in an hour. Sponsored by United Personnel. Cost: $20 for members in advance, $25 for members at the door. Reservations may be made online at www.myonlinechamber.com.
• Nov. 12: ACCGS After 5, 5-7 p.m., at the Community Music School, 127 State St., Springfield. Enjoy great jazz, food, cash bar, and networking. Sponsored by Berkshire Bank, Heartfelt Fine Gifts, Springfield Symphony Orchestra, and the Republican/MassLive. Cost: $5 for members, $10 for general admission. Reservations may be made online at www.myonlinechamber.com.
• Nov. 12: ACCGS Super 60 Luncheon, 11:30 a.m. to 1:30 p.m., at Chez Josef, 176 Shoemaker Lane, Agawam. Celebrate the top privately held, fastest-growing companies in our region, featuring a keynote address by Friendly’s CEO John Maguire. Sponsored by Health New England, Hampden Bank, WWLP-TV 22, and Zasco Productions. Cost: $50 for members, $70 for general admission. Reservations must be made by Nov. 7, and may be made online at www.myonlinechamber.com.
• Nov. 19: ACCGS Government Reception, 5-7 p.m., at the Carriage House, Storrowton Tavern, 1305 Memorial Ave., West Springfield. Seize this opportunity to meet with your local, state, and federal delegation in an informal setting. Cost: $50 for members, $70 for general admission. Reservations may be made online at www.myonlinechamber.com.
• Nov. 25: ACCGS Pastries, Politics, and Policy, 8-9 a.m., at the UMass Center at Springfield, 1500 Main St., 2nd floor. Featuring MassDevelopment President and CEO Marty Jones discussing “New Programs for Gateway Cities and the Effect on the Region.” Cost: $15 for members, $25 for general admission. Reservations may be made online at www.myonlinechamber.com.

AMHERST AREA CHAMBER OF COMMERCE
www.amherstarea.com
(413) 253-0700

• Nov. 5: Chamber Breakfast, 7:15-9 a.m., at Applewood at Amherst, 1 Spencer Dr., Amherst. Guest speaker: Joanne Marqusee, president and CEO of Cooley Dickinson Health Care. Cost: $15 for members, $20 for non-members.
• Nov. 7: Lunch with the Chamber, noon to 1:30 p.m., at Johnny’s Tavern, 30 Boltwood Walk in Amherst. Join the chamber staff, a number of board members, and some fellow Amherst-area businesses for a complimentary networking lunch. This is a no-pressure way to get to know some of the benefits of joining the chamber. Join the chamber now, and receive $75 off 2014 membership rates. RSVP to (413) 253-0700.
• Nov. 13:
Social Media Pros and Cons, 12:30-2 p.m., at the Jones Library, Woodbury Room. For more information, contact the chamber at [email protected]. Free and open to the public. Bring your own bag lunch.

GREATER CHICOPEE CHAMBER OF COMMERCE
www.chicopeechamber.org
(413) 594-2101
• Nov. 7: CheckPoint 2014 Legislative Symposium, 11:30 a.m., hosted by the Log Cabin Banquet and Meeting House, Holyoke. The Greater Westfield, Chicopee, Holyoke, and South Hadley/Granby chambers of commerce will bring legislative leaders from Washington, D.C. and Boston to Western Mass. State House Speaker Bob DeLeo, state Senate President-elect Stan Rosenberg, and U.S. Rep. Richard Neal have agreed to participate, along with the entire House and Senate delegations from the chambers’ cities and towns. Cost: $50 for members, $60 for non-members. Registration and networking begin at 11:30 a.m., with lunch from noon to 1:30 p.m. From 1:30 to 3 p.m., a panel discussion will ensue with the state delegation, with questions from the audience, followed by a cocktail reception, which area mayors and town administrators will also attend. To register, call (413) 568-1618.
• Nov. 13: Workshop 5 — Is Your Website Working For You?, 9-11 a.m. at the Hampton Inn, 600 Memorial Dr., Chicopee. “Learning to Read the Stats — Your Front Page — Relevant Content.” Cost: $20 for chamber members, $30 for non-members.
• Nov. 19: November Salute Breakfast, 7:15-9 a.m., at La Quinta Inn & Suites, 100 Congress St., Springfield. Cost: $20 for members, $26 for non-members.
• Dec. 4: Holiday Open House, 4:30-6:30 p.m., at the Chamber Office, 264 Exchange St., Chicopee. Sponsored by Charter Business. Free to attend for all members. RSVP requested.
• Dec. 11: Workshop 6: “Strategic Networking: Networking to Increase Profitability,” 9-11 a.m., at Days Inn, 400 Memorial Dr., Chicopee. Cost: $20 for members, $30 for non-members.
• Dec. 17: December Salute Breakfast, 7:15-9 a.m., at the Castle of Knights, 1599 Memorial Dr., Chicopee. Cost: $20 for members, $26 for non-members.

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

• Nov. 4. GRIST (Get Real Individual Support Today) meeting, 9-10 a.m. at the chamber office. Are you a business of one? Are you a small-business owner without your own marketing department? Do you ever wish you had someone to toss around some ideas with about growing your business? The GRIST group can help. It’s a new chamber member benefit, an ongoing small group for folks who want to meet regularly to share ideas and get advice on the daily challenges of running a successful business. Call Fran at (413) 529-1189 or Derek at (413) 282-9957 to find out more. In this session, Ruth Griggs of RC Communications will present “Marketing Planning 101.” No fee. RSVP requested.
• Nov. 5: Small Business Information Security Forum, 6 p.m., at Eastworks, 116 Pleasant St., Easthampton (first floor, community room). A reception will precede the panel discussion from 6 to 6:30, and light refreshments will be served. This event is free to any business owner or someone interested in starting a business. The purpose of the forum is to educate local merchants on best practices for protecting business information as well as customer information. Three panelists will give 15-minute presentations in their respective fields. The presentations will be followed by a question-and- answer period. Robert Bukowski of Capital Bankcard will cover topics relating to credit-card safety, including PCI compliance, protecting customer information, and protecting your business from stolen cards. Kurt Shouse, cybersecurity administrator from Florence Savings Bank, will present on the subject of cybersecurity, which refers to protecting computers, networks, programs, and data from unintended or unauthorized access, change or destruction. William Judd, vice president and cash management officer from Easthampton Savings Bank, will present on corporate account takeover, or CATO, an electronic crime to obtain credentials to online banking accounts. Attendees will have an opportunity to ask questions of the panel and will be provided with handouts with best techniques to stop cybersecurity attacks. RSVP via Facebook or contact the chamber office.
• Nov. 13: Networking by Night Business Card Exchange, 5 p.m. Tickets: $5 for members, $15 for future members. Contact the chamber at (413) 527-9414 or [email protected] for additional details.
• Nov. 18: GRIST (Get Real Individual Support Today) meeting, 9-10 a.m. at the chamber office. No fee. RSVP requested.
• Dec. 11: Holiday Dinner Dance 2014, 6 p.m. Details to follow. Comedy show, dinner, and the big raffle drawing for $5,000. Call the office to sign up for a table at (413) 527-9414.

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

• Nov. 5: “How to Start and Maintain Your Business: Insurance,” 5:30-7:30 p.m. at the executive conference room at the Holyoke Chamber, 177 High St., Holyoke. Series Sponsors: PeoplesBank, Common Capital, Mass Cultural Council/the Artery, in partnership with Holyoke Creative Arts Workshop. Learn what you need to know about liability, workers’ compensation, disability, health and unemployment insurance, automobile insurance, and property and loss of income. Led by Michael Regan of Goss & McLain Insurance. Cost: $20. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Nov. 7: CheckPoint 2014 Legislative Symposium, 11:30 a.m., hosted by the Log Cabin Banquet and Meeting House, Holyoke. The Greater Westfield, Chicopee, Holyoke, and South Hadley/Granby chambers of commerce will bring legislative leaders from Washington, D.C. and Boston to Western Mass. State House Speaker Bob DeLeo, state Senate President-elect Stan Rosenberg, and U.S. Rep. Richard Neal have agreed to participate, along with the entire House and Senate delegations from the chambers’ cities and towns. Cost: $50 for members, $60 for non-members. Registration and networking begin at 11:30 a.m., with lunch from noon to 1:30 p.m. From 1:30 to 3 p.m., a panel discussion will ensue with the state delegation, with questions from the audience, followed by a cocktail reception, which area mayors and town administrators will also attend. To register, call (413) 568-1618.
• Nov. 18: “How to Start and Maintain Your Business: Financing Your Business,” 5:30-7:30 p.m., in the executive conference room at the Holyoke Chamber, 177 High St., Holyoke. Series sponsors: PeoplesBank, Common Capital, Mass Cultural Council/the Artery, in partnership with Holyoke Creative Arts. This workshop will explore loans, grants, and other types of funds; property and loss of income; and full-spectrum lending. Cost: $20. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Nov. 19: Chamber After Hours, 5-7 p.m., at Slainte Restaurant, 80 Jarvis Ave., Holyoke. Great food, door prizes, 50/50 raffle, and the popular Ambassador Bake Sale. Cost: $10 for members, $15 for non-members. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Dec. 2: “How to Start and Maintain Your Business: Accounting and Taxes,” 5:30-7:30 p.m., in the executive conference room at the Holyoke Chamber, 177 High St., Holyoke. Series Sponsors: PeoplesBank, Common Capital, Mass Cultural Council/the Artery, in partnership with Holyoke Creative Arts. This workshop with touch on what you need to save, how often taxes have to be filed, quarterly withholdings, accounting and bookkeeping, software, personal assets versus payroll management, and tax-increment financing. Cost: $20. To sign up, call the Holyoke Chamber at (413) 534-3376 or visit holyokechamber.com.
• Dec. 10: Holiday Business Breakfast, 7:30-9 a.m., at the Log Cabin Banquet and Meeting House, 500 Easthampton Road, Holyoke. Sponsored by Holyoke Gas & Electric, Health New England, Holyoke High School Madrigal Choir, and Bresnahan Insurance. Business networking while enjoying a hearty breakfast and sounds of the season. Cost: $22 for members in advance, $28 for non-members and at the door. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.
• Dec. 17: Chamber After Hours, 5-7 p.m., at the Delaney House. Business networking event includes a 50/50 raffle, door prizes, and money (scratch ticket) tree. Tickets: $10 for members, $15 for the public. To sign up, call the chamber at (413) 534-3376 or visit holyokechamber.com.

GREATER NORTHAMPTON CHAMBER OF COMMERCE
www.explorenorthampton.com
(413) 584-1900
 
• Nov. 5: November Arrive @ 5, 5-7 p.m., hosted by the Food Bank of Western Mass., 97 North Hatfield St., Hatfield. Sponsor: Homeward Vets. Cost: $10 for members, $15 for non-members.
• Nov. 12: “Creating an Online Marketing System,” 11 a.m. to 12:30 p.m., hosted by Greenfield Savings Bank, Community Room, 325 King St., Northampton. Sponsor: Tina Stevens 470. Speaker: Tina Stevens. Topics will include maximizing your online messages, effectively using calls to action, understanding the flow of search, setting goals and expectations, understanding the return on investment of online marketing, and developing a plan. Cost: $20 for members, $25 for non-members.
• Nov. 14: “Tips, Tricks, & Shortcuts,” 9-11 a.m., hosted by the Greater Northampton Chamber of Commerce, 99 Pleasant St., Northampton. Sponsored by Pioneer Training. Speaker: Don Lesser. This workshop will present our favorite tips, tricks, and shortcuts that we have collected and developed over 15 years of teaching and using Microsoft Excel. Cost: $20 for members, $25 for non-members.
• Dec. 10: Joint Chamber Mixer for Greater Northampton and Amherst Area chamber members, 5-7 p.m., hosted by the Lord Jeffrey Inn, 30 Boltwood Walk, Amherst. Sponsored by Florence Savings Bank. Cost: $10 for members, $15 for non-members.
• Dec. 15: New Member Orientation, 3-4 p.m., hosted by the Greater Northampton Chamber of Commerce, 99 Pleasant St., Northampton. This is the chance to tell us more about your business and how the chamber can best serve you. Cost: free.
 
GREATER WESTFIELD CHAMBER OF COMMERCE
www.westfieldbiz.org
(413) 568-1618
 
• Nov. 3: Mayor’s Coffee Hour, 8-9 a.m., hosted by Holiday Inn Express, 39 Southampton Road, Westfield. For more information, Call Pam at the Chamber office, (413) 568-1618.
• Nov. 7: CheckPoint 2014 Legislative Symposium, 11:30 a.m., hosted by the Log Cabin Banquet and Meeting House, Holyoke. The Greater Westfield, Chicopee, Holyoke, and South Hadley/Granby chambers of commerce will bring legislative leaders from Washington, D.C. and Boston to Western Mass. State House Speaker Bob DeLeo, state Senate President-elect Stan Rosenberg, and U.S. Rep. Richard Neal have agreed to participate, along with the entire House and Senate delegations from the chambers’ cities and towns. Cost: $50 for members, $60 for non-members. Registration and networking begin at 11:30 a.m., with lunch from noon to 1:30 p.m. From 1:30 to 3 p.m., a panel discussion will ensue with the state delegation, with questions from the audience, followed by a cocktail reception, which area mayors and town administrators will also attend. To register, call (413) 568-1618.
• Nov. 10: Speaker Series: “Common and Costly Employment-law Mistakes Made by Small Businesses” (part 2), 8-9:15 a.m. at the Genesis Spiritual Life & Conference Center, Westfield. Presented by Royal LLC. Cost: free to chamber members, $25 for non-members. For more information, call Pam at the chamber office, (413) 568-1618.
• Nov. 12: After 5 Connection, 5-7 p.m., hosted by Riverbend Medical Group, 395 Southampton Road, Westfield. Additional information to be posted as the event draws closer.
• Nov. 19: Annual Meeting & Awards Presentation, 5:30-8:30 p.m., at East Mountain Country Club, Westfield. Event Sponsor: United Bank. Cost: $50 for chamber members, $60 for non-members. To register, call Pam at the chamber office, (413) 568-1618.

SOUTH HADLEY/GRANBY CHAMBER OF COMMERCE
www.shchamber.com
(413) 532-6451

• Nov. 7: CheckPoint 2014 Legislative Symposium, 11:30 a.m., hosted by the Log Cabin Banquet and Meeting House, Holyoke. The Greater Westfield, Chicopee, Holyoke, and South Hadley/Granby chambers of commerce will bring legislative leaders from Washington, D.C. and Boston to Western Mass. State House Speaker Bob DeLeo, state Senate President-elect Stan Rosenberg, and U.S. Rep. Richard Neal have agreed to participate, along with the entire House and Senate delegations from the chambers’ cities and towns. Cost: $50 for members, $60 for non-members. Registration and networking begin at 11:30 a.m., with lunch from noon to 1:30 p.m. From 1:30 to 3 p.m., a panel discussion will ensue with the state delegation, with questions from the audience, followed by a cocktail reception, which area mayors and town administrators will also attend. To register, call (413) 568-1618.

Cover Story
New Owners Change the Face of a Landmark

Andy Yee, left, and Peter Picknelly

Andy Yee, left, and Peter Picknelly, two of the partners resurrecting the Student Prince.

Andy Yee remembers hearing his phone ring, recognizing the number as Peter Picknelly’s … and then grabbing a chair.

That’s because he had a pretty good idea why the chairman and CEO of Peter Pan Bus Lines was calling, and therefore he also knew that this was unlikely to be a short conversation.

He was right.

By the time it was over, the two business executives and serial entrepreneurs hadn’t actually finalized a deal to become partners in a plan to reopen and revitalize the Student Prince restaurant (a/k/a the Fort) in downtown Springfield, whose owners, the Scherff family, had announced their intention to close and hopefully sell the establishment. But they were well on their way.

It would take only a few more meetings to seal a deal that would eventually involve some other players as well, said Yee, a principal with the Bean Group, which operates three establishments in the area, most notably the Hu Ke Lau in Chicopee. And this was because all those involved recognized the importance — to them personally, but also to the region — of bringing back a restaurant that they described not with that noun, but instead with a host of others, including landmark, institution, icon, and ‘home.’

“The Fort is just a part of Springfield’s DNA,” said Picknelly, finding yet another phrase to describe the property at 8 Fort St. “I’ve been going there since I could walk, and now I bring my kids, and I want them to be able to continue going there.”

He now owns 50% of the business, with the other half split between Yee and Kevin and Michael Vann, the father-and-son principals of the business consulting group the Vann Group, who became involved early on in the process of sizing up if and how the Fort’s fortunes could be reversed — and by whom.

In interviews with the media just after it was announced that he would lead a team to acquire the Student Prince and reopen it, Picknelly used the word “tweak” early and often to describe what needed to be done with regard to everything from the décor to the menu.

But as Yee and Picknelly looked more closely at matters, they decided that tweaking wasn’t going to be nearly enough.

The partners are planning a major overhaul, but one they insist will not change the character of the establishment, but merely make it more appealing to a wider and deeper audience, especially the younger generations.

“We’re enhancing the charm of the Fort,” he said, adding that the beer-stein collection will remain — and be expanded — while other qualities of the landmark, such as the carolers during the holiday season, will be preserved. “Our design team says we’re bringing back old Germany, we’re bringing back old Boston, we’re bringing back old New York. The wonderful work that that the Scherff family did for eight decades will only be enhanced and improved upon.”

Student Prince

An artist’s rendering of the layout of the bar area at the new Student Prince.

The partners are putting in a new kitchen, tearing down the wall between the two bars that existed previously and installing a new one, and putting in new furniture, among other steps. But mostly, they say they’re opening things up and “connecting people” in ways the old configuration couldn’t.

As they discussed what’s happened since they got started with the project in late summer, both Yee and Picknelly said it’s been a labor of love for them, one that has revealed to all those involved just how revered the Student Prince was and how no one wanted to see talk of it restricted to the past tense.

They told BusinessWest that constituencies ranging from Springfield city officials to beer distributors to individuals they passed in the aisle at the supermarket have praised their efforts and said, in essence, ‘what can we do to help?’

“I was at an event recently, and I got surrounded by people saying, ‘thank you for saving the Student Prince,’” said Yee. “It’s been great hearing those kinds of comments — the message of us saving this brand is huge, not just in Hampden County, but Hampshire County as well.”

Picknelly agreed. “There’s an enormous sense of pride in bringing this iconic restaurant back. As I told my wife, it’s the right thing to do.”

For this issue and its focus on entrepreneurship, BusinessWest talked with those involved with revitalizing the Student Prince about their efforts and the passion that drives them.

Art of the Deal

As he searched for ways to explain the importance of the Student Prince to his family — and the region as a whole, for that matter — Picknelly decided that he could best tackle that assignment by recalling a question — and especially the answer to it — that he put to his father, Peter L. Picknelly, on his 70th birthday, just a few years before he passed away.

“I asked him, ‘what are some of the most memorable things in your life?’” he recalled. “And one of the first things he mentioned was getting off the train after the Korean War and walking down Main Street toward the bus terminal, which was on Bridge Street back then. He came up to Fort Street, looked down, and saw Ruppert [Rupprecht Scherff] standing there. And he said, ‘I knew I was home.’

“I don’t know why he took the train instead of the bus,” he went on with a laugh, adding that he still gets emotional when he tells that story, which he has often over the past five months, since Scherff’s son, Rudy, told him his family — including his brother, Peter, and sister, Barbara Meunier — were looking to sell and asked whether he knew someone who might be interested in taking over.

Scherff made similar calls to others who had been friends and long-time customers, including Steven Roberts — president and CEO of F.L. Roberts and, like all the others involved in this project, a long-time patron of the Fort — who would help set in motion a chain of events that would bring a new ownership team together.

“I always saw the Fort as a symbol of Springfield,” said Roberts, who recalls going to restaurant shows with both Rudy Scherff and his father, Ruppert. “There were businesspeople that I had relationships with who came to Springfield once a year at least, to go the Fort restaurant — they loved it.

“I saw the possible disappearance of the Fort as an arrow in the heart of Springfield and its sex appeal, and I could not imagine that happening,” he went on. “I had to do something to help Rudy out of his dilemma.”

Roberts said his primary contribution was suggesting people that Scherff might turn to for assistance, and one of the first names he gave him was Kevin Vann, a consultant to many in the restaurant sector who described himself as a “first responder” in this rescue effort.

“Steve knows us and knows our history with hospitality and restaurants as far as consulting and business advice, and asked if I would take a peek under the hood,” Vann told BusinessWest, adding that he talked at length with Scherff about the situation at the Fort and gained a full appreciation of the financial situation.

Vann didn’t get into any specifics or provide any numbers, but summed things up this way: “Rudy sensed it was time for the Fort to get some help.”

So Vann and others set about getting him some.

With Picknelly ready to step in, the search commenced for a restaurant-sector veteran with whom he could partner to orchestrate the turnaround effort. One of Vann’s first calls was to the Yee family to gauge its interest in expanding its hospitality-sector influence into downtown Springfield.

“The Vanns had been counsel to the Yee family for many, many years,” he noted. “We looked around and wondered who we could bring in that knows how to operate restaurants, plural, successfully, and I thought of them immediately. Before you know it, we were all sitting at the table; it was kind of meant to be.”

Andy Yee stands in the new kitchen at the Fort

Andy Yee stands in the new kitchen at the Fort, one of many steps taken to revitalize the Springfield landmark.

The Yee family brought more than a half-century of restaurant experience to that table. It was Andy’s father, Johnny, who started the Hu Ke Lau on Memorial Drive in Chicopee in 1965. He would eventually go on to operate several restaurants around the country before selling them off one by one.

Andy Yee and his siblings, Anita, Edison, and Nick, as well as several of their children, now operate three establishments — the Hu Ke Lau, Johnny’s Tavern in Amherst, and Johnny’s Bar & Grill in South Hadley (the latter two named after Johnny Yee, who passed away in 2003).

In all three establishments, the family has learned how to cater to the needs of various audiences, including the younger generations, said Yee, adding that this is a skill set that will be needed at the Fort.

Landmark Decisions

When asked about what he thought happened to the Fort over the past several years, Picknelly chose his words carefully, not wanting to be critical of the family that kept the landmark open all those years.

He said, in essence, that the establishment had not kept up with the times and was not doing all it could to appeal to younger audiences. “They were not as agile as they needed to be,” he explained.

Bringing much more agility — and responsiveness to the wants and needs of younger constituencies — is the unofficial mission for the new leadership team, and Picknelly and Yee said they will carry out that assignment in a number of ways.

Indeed, as they talked about their plans moving forward and a slated reopening on the night before Thanksgiving, Picknelly and Yee noted that there is considerable work to be done at the Student Prince — starting with replacing the hundreds of items that grew legs between the time Rudy Scherff announced his intention to shutter the restaurant and when the doors actually closed.

“People took beer mugs, they took silverware, they took plates — at least a third of their plates are gone; people were putting them in their pocketbooks,” said Picknelly, referring to long-time patrons who wanted to bring a piece (or several pieces) of the Fort home with them when they left for what some felt might be the last time. “They were coming out with plastic utensils toward the end because they had no silverware left.”

Turning serious, the two said the task they’ve undertaken is to maintain the restaurant’s character, or “what made the Fort the Fort,” said Yee, while also modernizing it, creating that aforementioned connectivity, and making the landmark a preferred venue for the younger generations who have not supported it to the extent their parents and grandparents did.

Inside, the partners are giving the Fort a new, more open, more contemporary look, while still maintaining the old-world charm that patrons coveted.

Steps include a new kitchen, the revamped bar area, improved traffic flow for patrons and staff alike, new woodwork and chandeliers, and a much larger ladies room, something Picknelly mentioned as a real priority.

Meanwhile, there will be some changes to the menu as well.

“German food is very heavy,” said Yee, adding that many people, especially the younger generations, prefer lighter fare, and the new Fort will respond accordingly.

The key to long-term success — the partners, and most observers, are expecting a very strong start and holiday season — is getting the younger professionals to make the Fort one of their destinations, said Yee.

“We want to make sure that young professionals are frequent fliers at the Student Prince,” he told BusinessWest. “This has always been a venue for conducting business — personally, I’ve made a number of deals at those tables — and now we want this to be a place where these emerging young professionals can do business.

“We want them to come and see for themselves, and we’re going to be accommodating to their palates,” he went on. “They have certain likes that we’re attuned to and that we’ll provide.”

Fare Game

As they relayed memories of visits to the Fort decades ago, both Yee and Picknelly recalled the restaurant’s legendary glassware known as a boot — because that’s what it was shaped like.

A boot held nearly 30 ounces of beer, said Yee, adding that is now illegal to dispense brew in such quantities.

However, the partners say they will likely introduce a smaller, street-legal version of the glass, something that will honor the traditions and the charm of the landmark, but also work in this different era.

In a way, that’s what’s happening with every aspect of this turnaround effort, from the design of the bar to the items on the menu.

If it all meshes as Yee, Picknelly, and the other partners believe, then this critical part of Springfield’s DNA will have a chance to write much more history and create many more memories.


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