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Ten points about Preparing Year-end W-2s

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10 Points Departments

You generally must include taxable fringe benefits in an employee’s gross income. Most are subject to income-tax withholding and employment taxes. Here are some of these taxable items to include:
1. Personal use of auto. The value of an employee’s personal use of a company-provided auto should be included as income. There are IRS guidelines to determine the amount of this calculation.
2. Value of life insurance if over $50,000. To the extent that the benefit of the life insurance exceeds $50,000, an amount as determined by IRS tables is a taxable fringe benefit.
3. Memberships in country club dues or other social clubs. If these payments are strictly for personal use by the employee, they are a taxable fringe.
4. Tickets to entertainment or sporting events. The value of the tickets for personal use should be included as taxable to the employee.
5. Discounts on property or services. The taxable portion is the extent to which the discount exceeds the cost of the product (or more than 20% of the price for services charged to customers.)
However, some fringe benefits are not taxable (or are minimally taxable) if certain conditions are met. Some of these items are as follows:
6. Services provided to your employees at no additional cost to you.
7. Certain minimal fringes, including an occasional cab ride if an employee must work overtime, or meals that you provide at eating places that you run for your employees if the meals are not furnished at below cost.
8. Qualified transportation fringes. These are subject to special conditions and dollar limitations, including transportation in a commuter highway vehicle.
9. Qualified moving-expense reimbursements. Reimbursed and employer-paid qualified moving expenses paid under an accountable plan are not includible in an employee’s W-2.
10. Use of on-premisis athletic facilities. If substantially all of the use is by employees, their spouses, or their dependents, this is not a taxable fringe benefit.
You should contact your tax advisor to determine the value of the taxable items to include, or to determine whether or not certain items are taxable.

Cheryl Fitzgerald

Cheryl Fitzgerald

Cheryl Fitzgerald is a senior tax manager with the certified public accounting firm of Meyers Brothers Kalicka, P.C., in Holyoke; (413) 536-8510.

Chamber Corners: Upcoming Events

By
Chamber Corners Departments

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

n Dec. 7: Springfield Chamber of Commerce Executive Committee meeting, 12-1:30 p.m., EDC Conference Room, Springfield.

n Dec. 8: ACCGS After 5, 5-7 p.m., hosted by Festival of Trees, located at Tower Square, 2nd Floor. Co-sponsored by YPS and Festival of Trees. Cost: members $10, non-members $20.

n Dec. 10: ACCGS Legislative Steering Committee meeting, 8-9 a.m., TD Bank Conference Center, Springfield.

n Dec. 15: ERC Board of Directors meeting, 8-9 a.m., hosted by the Gardens of Wilbraham, Community Room, 2 Lodge Lane, Wilbraham.

n Dec. 15: ACCGS Ambassadors’ meeting, 4-5 p.m., EDC Conference Room, Springfield.

n Dec. 16: ACCGS Executive Committee meeting, 12-1 p.m., TD Bank Conference Center, Springfield.

n Dec. 28: WRC Board of Directors meeting, 8-9 a.m., hosted by Captain Leonard House, Agawam.

Young Professional Society of Greater Springfield
www.springfieldyps.com

n Dec. 8: December’s YPS social networking event will join with the ACCGS at Tower Square for the Festival of Trees, 5-7 p.m. Cost: free to YPS members; general admission is $10 or a toy donation.

n Dec. 31: YPS New Year’s Eve Gala, 8 p.m. to 2 a.m., Springfield Sheraton at Monarch Place. Music provided by the Hot House Band and JX2 Productions. Book early, as tickets are limited. For more information, visit www.springfieldyps.com.

Chicopee Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

n Dec. 8: Holiday Open House, 4:30-6:30 p.m., 264 Exchange St., Chicopee. Cost: free for members.

n Dec. 15: Salute Breakfast, 7:15-9 a.m., Castle of Knights 1599 Memorial Dr., Chicopee. Cost: members $18, non-members $25.
 
Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463

n Dec. 21: Holiday Breakfast and Recorder Citizen of the Year, 7:30-9 a.m., hosted by Deerfield Academy Dining Hall. Sponsored by the Recorder. Music, gifts, and sumptuous food. Cost: members $23, non-members $25. 
 

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376

n Dec. 8: Holiday Salute Breakfast, 7:30 a.m., hosted by the Delaney House, One Country Club Road, Holyoke. Sponsored by Holyoke Gas & Electric and Health New England. Cost: $20. Tables reserved for parties of eight.

n Dec. 15: Chamber After Hours, 5-7 p.m., hosted and sponsored by the Delaney House, One Country Club Road, Holyoke. Cost: members $5, non-members $10 cash. 
 
Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

n Dec. 16: Holiday Dinner Dance, 6-11 p.m., hosted by the Log Cabin Banquet & Meeting House, 500 Easthampton Road, Holyoke. An evening of friends and holiday spirit including the Chamber Annual Awards , a $5,000 raffle drawing, butlered hors d’ouevres, multi-station entrees, Viennese dessert table, cash martini and full-service bar, music provided by Michael J Productions. Public invited. Excellent business party opportunity. Cost: $45 per person inclusive; group reservations available. 
 

Greater Northampton Chamber of Commerce
www.explorenorthampton.com
(413) 584-1900

n Dec. 8: Arrive @ 5, 5-7 p.m., hosted by Silverscape Design, 1 King St., Northampton. Sponsored by Johnson & Hill Staffing Services and Florence Savings Bank. A casual mix and mingle with colleagues and friends. Cost: $10 for members. Contact the chamber at (413) 584-1900 or [email protected] for tickets and sponsorship opportunities.

n Dec. 10: New Member Breakfast, 8-9 a.m., hosted by the Northampton Chamber of Commerce, 99 Pleasant St., Northampton. This is our chance to sit down with you and learn more about your business and how the chamber can best serve you; introduce you to people who are active in the chamber; and tell you how to make the most of your chamber membership. A light breakfast will be served. Cost: free. RSVP to (413) 584-1900 or [email protected].

n Dec. 14: Meet & Eat, 7:30-9 a.m., hosted by the Delaney House, Route 5 at Smith’s Ferry, Holyoke. Sponsored by Easthampton Savings Bank. Learn from your colleagues at breakfast with the chamber. Cost: $15 for members.

City to City

By
Ron Ancrum
Cover Story
Taking Lessons — and Inspiration — from North Carolina

Cover December 6, 2010

Cover December 6, 2010

A group of 40 business and civic leaders from Greater Springfield were in two North Carolina municipalities — Winston-Salem and Greensboro — last week as part of the City to City program. As the name suggests, participants travel from one city to another, but they also take ideas and, hopefully, inspiration and determination back home. There were myriad thoughts expressed about what Springfield could learn from this excursion, but commentary centered around creating vibrancy downtown, focusing on steps to keep more young people in the 413 area code, crafting a more regional approach to economic development, and, perhaps most importantly, creating more positive energy in the City of Homes.

Allen Joines was explaining — sort of — just how it came to be that 40 business and civic leaders from Greater Springfield were having breakfast at the Marriott in his city, Winston-Salem, N.C., listening to him talk about economic development, downtown revitalization, and generating business diversity.
“The closer you get to the guillotine, the more you start to focus,” joked Joines, now in his ninth year as mayor of this city of 220,000, located about an hour from Charlotte.
‘Focus’ is a very general, perhaps overly simplistic way to describe what the leaders of Winston-Salem, or WS, as it’s called, did when, about 20 years ago, the bottom simply fell out of an economy based on tobacco, textiles, and furniture manufacturing, all industries on the decline. “We lost more than 10,000 jobs in about 18 months,” said Joines, who was then economic development director for the community. “In just a few years, RJ Reynolds [the tobacco giant headquartered in the city] went from 16,000 employees to under 3,000.”

Winston-Salem Mayor Allen Joines

Winston-Salem Mayor Allen Joines says his city has been quite resilient, bouncing back from a series of economic calamities.

In the face of this precipitous decline, the city took dramatic steps to diversify its economy, said Joines, adding that it had no choice but to do so. And it has rebounded on the strength of small businesses — there are only five companies or institutions in the city employing more than 1,000 people.
Today, the manufacturing sector that once accounted for 45% of the jobs in Greater Winston-Salem now provides roughly 14%. Dramatic gains have been made in health care (now the largest employer), the biosciences (much of it happening at the Piedmont Triad Research Park created in the heart of downtown), the broad field of design, logistics and distribution, and others. Meanwhile, the city is making major strides in its efforts to become a center for something called regenerative medicine, or the engineering of tissue and organs (more on that later).
Over the past few years, the city has successfully attracted FedEx, which has built a regional air hub at nearby Piedmont Triad International Airport; prevailed in an intense competition to land a $426 million Caterpillar assembly plant; built a new baseball stadium downtown (not without controversy); opened dozens of new restaurants in the central business district; lowered its high-school dropout rate, and earned status as one of the few cities across the nation to curb, and actually reverse, the so-called brain drain.
All this and more explains why those 40 leaders from Greater Springfield were in the Bethabara Room at the Marriott for the opening act of a program called City to City, where representatives of one (usually distressed) municipality visit another — to see, hear, ask questions, and, hopefully, take back some ideas and inspiration. Winston-Salem was chosen, said Ron Ancrum, president of the Community Foundation of Western New England and organizer of this junket, because it is like Springfield in many ways, including size, demographics, its status as a former manufacturing center, and recent challenges. Greensboro, a slightly smaller city 30 miles to the east, was chosen for the same reason.
A day after hearing about Winston-Salem’s progress, the Western Mass. contingent learned how Greensboro had waged a similar comeback in the face of deep losses in manufacturing jobs.
Reflecting on what they had absorbed in Winston-Salem on day two of the junket, participants had varying thoughts on what could be taken away.
Paul Robbins, president of the Wilbraham-based marketing and public-relations firm that bears his name, said the progress Winston-Salem has made in its downtown — with regard to everything from housing to new restaurants — and the resulting improvement in the retention of young people should prompt Springfield officials to redouble their efforts in that realm.
Meanwhile, Maryann Lombardi, director of Creative Economy for UMass Amherst, came away impressed not only with the large role the arts has played in economic development in Winston-Salem, but also how Wake Forest University, located within the city, has been part of virtually every initiative mentioned by leaders in that community and is a true “economic engine.”
Russ Denver, president of the Affiliated Chambers of Commerce of Greater Springfield, joked that he loved the city’s $11 commercial tax rate, less than one-third Springfield’s levy, and thought officials in the City of Homes might try such a number. Turning serious, he had high praise for the vision and creativity it took to put a 200-acre research park downtown.
Sally Fuller, project director for the Davis Foundation, was among many to observe that the overwhelmingly positive attitude and can-do philosophy in Winston-Salem stood in stark contrast to the negativism that she says prevails in Springfield and stifles progress.
Her remarks prompted many to nod in agreement, and Denver to summon a remark made by one of those carrying out the Urban Land Institute study on the city several years ago. “He said, ‘some people see the glass as half-full, others see it as half-empty; in Springfield, people believe they don’t even have a glass.’”
For this issue, BusinessWest recaps the City to City experience, focusing mostly on Winston-Salem, and on what participants want to take back from Tobacco Road. Their comments speak volumes about just how much work needs to be done in Springfield.

Changing the Landscape
Gayle Anderson says she’s like most chamber of commerce directors. She tracks what people say and write about her community, and takes great pride in placement on those ‘best of’ and ‘top 25’ lists that publications like to put together.
So she has a lot to be proud of these days, because WS is on many such compilations, including:
• ‘One of the Best Places to Live and Launch’ from 2008 in Fortune Small Business;
• The ‘Top 25 Places for Business and Careers’ as compiled by Forbes in 2009;
• The ‘Top 25 Locations for Biotech’ as assembled by Business Facilities magazine in 2009; and
• The ‘Top 7 Intelligent Communities in the World’ as compiled by the Intelligent Community Forum in 2008.
Meanwhile, the New York Times reported earlier this year that WS is one of only 14 cities across the country with more college graduates moving in than moving out, and North Carolina was listed on the most recent ‘Top Destination States for People Relocating’ list put together by United Van Lines.
“We didn’t get all of those people, obviously, but we certainly got our share,” said Lombardi, who like Mayor Joines and others, said Winston-Salem has come a long way over the past 20 years, and even a decade ago, when West Fourth Street, on which the WS chamber is located, was, in her words, “dead as a doorknob.”
How the business district, and the city as a whole, has come back to life, is a compelling story, one that placed WS in a 23-page report authored by Federal Reserve Bank of Boston called “Lessons from Resurgent Cities,” and garnered the attention of Ancrum as he and others considered possible destinations for a City to City tour involving Springfield area leaders.

Ron Ancrum

Ron Ancrum says the City to City tour was a learning expereince, but also a chance for participants to get to know one another so that they might better work together to implement what they've learned.

Ancrum, who came to the Community Foundation late last year, was familiar with City to City through his participation in a visit to Chicago by business and civic leaders in Boston. “That was a tremendous learning experience,” he told BusinessWest, adding that he wanted to create a similar tour for Springfield-area representatives as a way to provide an education in how other communities were getting things done, while also getting the Community Foundation more involved in economic-development matters.
Several destinations were considered for the City to City experience, Ancrum continued, noting that two in New England — Providence and New Haven — while meritorious, were rejected because the committee planning the program thought it would be difficult to get business leaders to commit to a three-day itinerary, which is the preferred length of such visits, in cities so close to home.
After considering Jersey City, N.J., a community in Michigan, and several others, the planning committee chose Winston-Salem and Greensboro because of both geography and their many similarities to Springfield. The tour would ultimately have four learning focal points: education, economic development, arts and culture, and public safety.
Ancrum said he and others had many goals in mind when they put the trip together. First among them was providing a learning laboratory of sorts, but there was also the desire to bring business and civic leaders together so that they may get to know one another, talk about their experiences, and then perhaps ultimately work together to help put some of the concepts they’d seen in North Carolina to work in Greater Springfield.
Participants visited a number of locations over the three days, including the research park; the WS chamber complex; the Milton Rhodes Center for the Arts, a renovated former Hanes underwear plant now home to galleries, meeting and event spaces, the Sawtooth School for Visual Art, and the Hanesbrands Theatre; the Goler Community Development Center in WS; Bennett College in Greensboro; the International Civil Rights Museum, also in Greensboro; and other stops.

Rolling with the Punches
As he recounted Winston-Salem’s near-miss with the guillotine, Joines said the city’s comeback — still very much a work in progress — has been marked by diligence and creativity, but even moreso by resiliency.
“When I look back on all that we went through, I think of that kid’s toy, the one where when you punched it, it would fall over, but then bounce back up again,” he explained during his opening remarks. “We took a lot of punches — and we still get punched today — but we’ve always bounced back up.”
Joines said he was a somewhat reluctant mayoral candidate, but was eventually compelled to run because he didn’t think city government was moving the city in the right direction. Running with the slogan ‘One City Pulling Together,’ Joines took nearly 80% of the vote in his first election.
Since assuming the corner office, Joines says he has focused economic-development activity on job creation in seven identified sectors:
• Financial services, in which the city already had a solid base, with Wachovia, recently acquired by Wells Fargo, headquartered there;
• Health care, a sector dominated by two large medical centers, including one at Wake Forest;
• Biomedical, an emerging sector that the mayor believes may yield more than 30,000 new jobs. This sector has been bolstered by the creation of the PTRP, which is anchored by the Wake Forest University School of Medicine’s Department of Physiology and Pharmacology and now boasts more than 20 companies;
• ‘Design,’ a term that applies to the design of everything from clothing to furniture to medical devices, and has become a steady source of new jobs, said Joines;
• Advanced manufacturing;
• Logistics and distribution, a field bolstered by the arrival of FedEx, which has a history of attracting to its hubs companies that depend on overnight shipping, and the same is expected for Greater Winston-Salem; and
• Travel and tourism, which has historically been a reliable source of jobs.
Growth has come in fits and starts over the past 20 years or so, said Joines, noting that, after a great deal of activity in the mid- and late ’90s, things were slowed by the recession that followed 9/11. Meanwhile, the severe downturn of 2008 and 2009 also took a toll on several sectors, especially travel and tourism.
But there has been growth across those seven sectors, he said, adding that, despite measurable progress, city leaders were not satisfied. They studied 108 other communities, focusing mostly on 17 metropolitan areas that were growing twice as fast as WS.
“We wanted to determine if we were going at things the right way,” said Joines. “We looked at these cities to see what they were doing differently that we might do. We determined that what set them apart was a driver, or magnet, that was ruthless.
“And we set about creating our own driver,” he continued, adding that such an economic force would have to meet several criteria. “We had to ask ourselves, ‘is it feasible, is it unique, and is it impactful?
Eventually city leaders would answer ‘yes’ in each case to the field of regenerative medicine, which, says Joines, could eventually create perhaps 20,000 or 30,000 jobs.
The nucleus for this ‘driver’ is the Wake Forest Institute for Regenerative Medicine, led by Dr. Anthony Atala. The institute is an international leader in the engineering of multiple types of human tissue, allowing for the growth of replacement organs and transplanting them into patients.
“We’re galvanized around regenerative medicine,” said Joines, adding that the city now hosts all major conferences involving this field. “We believe that this is going to be a great source of growth and jobs for us.”

Young Ideas
To keep its many sources of jobs thriving, from a workforce perspective, WS officials realized that they had to do something to retain more young people and attract some from outside the region. “Jobs are the best way to do that,” said Anderson, adding quickly that the city has made major progress in creating well-paying jobs in exciting, potential-laden fields.
But there are other factors involved in attracting young people, she said, especially the need to create the kind of vibrancy that this constituency demands. With that in mind, city officials went to work downtown.
Some market-rate housing was created, and there are plans for more, Anderson continued. Meanwhile, an ambitious restaurant-loan program involving area banks and the Downtown Winston-Salem Partnership was created to help boost the hospitality sector. Despite the volatility and high failure rate in the industry, only a few of the ventures that have received funding have folded, she told BusinessWest, and, at the moment, there are no restaurant-ready sites left downtown.
Beyond new restaurants and clubs, the city has scheduled a number of events downtown, said Jason Theil, president of the downtown partnership, noting that these happenings introduce the central business district to people and reinforce the notion that it is a good place to live, work, and play.
He said that any city looking to thrive must place a heavy emphasis on downtown development because it is the central business district that often defines a community.
“When you think about it, it’s a city’s skyline that you see in many pictures and postcards and marketing materials,” he explained. “The downtown is a reflection of how a community sees itself. Each one is different, each one is unique, each one gives a city its identity.”
To create still more vibrancy downtown, city officials, working with private developers, crafted plans for a baseball stadium. But halfway through construction, amid plans to double the size of the facility, the Great Recession hit and work ground to a halt, and Jones knew he had to get it started again.
“If we didn’t finish it, 60,000 people would be looking at failure, and we didn’t want that,” said the mayor, referring to the number of commuters who pass that site every day.
City officials eventually pumped more than $20 million in public funding into the project, drawing criticism from many quarters as they did so. But today, the public is supporting the park, filling it for most all the games played there to date, said Jones, adding that the ballpark struggle is a prime example of the resiliency he spoke of early and often.
That resilience has been one of the factors that have keyed Winston-Salem’s turnaround, said Bob Leak Jr., president of Winston-Salem Business Inc. (WSBI), an economic-development group focused on attracting and retaining businesses that he described as a “marketing agency.” When asked to list some of the others, he mentioned everything from that low commercial tax rate and comparatively low cost of living to an attractive workforce; from all the improvements made downtown that are attracting young people to the fact that North Carolina has the lowest percentage of union representation among its workforce in the country.
It is a package of benefits more than any single factor that has led to the city’s resurgence, Leak said, adding that financial incentives, in the form of tax breaks and other provisions, are, while important, just part of the equation.
“Right now, labor and facilities are the two most important factors,” he said, listing some others, such as energy costs, transportation, and schools. “Incentives are important, but not at the start, because if you don’t have the labor or the physical location or the other operating advantages, there’s not enough money you can throw at it for a long enough period to make it work.”
Meanwhile, a decidedly regional outlook on economic development has certainly helped as well, he said, adding that, while the WSBI is essentially selling WS, in many instances it first has to sell the Winston-Salem/Greensboro/High Point region, and its salability helps open doors.

Gaining Perspective
As she got up to leave at the conclusion of one of the sessions in Winston-Salem — this one involving the city’s Housing Authority and the Goler Community Center, both of which are involved in outside-the-box housing projects — Joan Kagan, executive director of Square One in Springfield, turned to BusinessWest and said, “this is a city of collaboration and creativity.”
Those were the two words heard most often amid discussion and reflection on the part of those in the Springfield contingent. Others included Joines’ favorite, ‘resilient,’ as well as ‘energetic’ and ‘imaginative.’
Overall, participants were impressed with the level of cooperation among the various players in the public and private sectors, including major corporations like RJ Reynolds and institutions like Wake Forest, and wondered out loud how to bottle it and bring it home.
While most in attendance considered many of the things WS has accomplished, such as the research park and landing Caterpillar, beyond Springfield’s reach, they said the real lessons from the city are to create a working plan, and then summon the wherewithal to carry it out.
“I think that’s the biggest thing I’ll take back from this,” said Ancrum. “I think we’ve seen the importance of having a plan and having everyone on the same page with that plan.”
For Robbins, the work done downtown, and its impact on overall vibrancy and the retention of young people, was perhaps the biggest takeaway. In recent years, he said, there’s been a ‘downtown versus the rest of the world’ mentality that needs to end.
“The neighborhoods don’t think we need a downtown, the suburbs don’t think we need a downtown,” he explained. “What we’ve seen here [in Winston-Salem] is that, to have a vibrant community, you must have a core center city that people want to go to. Cities are hot again, and the proof is right here.”
Bill Ward, executive director of the Regional Employment Board of Hampden County, came away impressed with the candor of Winston-Salem officials, who, he said, weren’t afraid to talk about failures, and there have been many, nor were they taken down by them.
“They never let failure get in the way, and we can learn from that,” he said, while also making note of the many times Joines and others made use of the phrase ‘collaborative leadership.’
“Those words have also been heard in Springfield,” he said, adding that, for the most part, people are talking about it, not doing it. “We have to drill down and figure out exactly what that means.”
For Fuller, the positive energy in WS is palpable, and something Springfield needs to create for itself.
“We have so many of the ingredients in place,” she said, referring to downtown specifically but also the city as a whole. “But what we seem to be lacking is the excitement. Here [in Winston-Salem] people feel they can make things happen. In Springfield, I think we’re down on ourselves; we spend too much time agonizing about what we can’t do.”

On the Cutting Edge
A decade ago, Joines said, Winston-Salem certainly wouldn’t have been a destination for any City to City tours. It had escaped the guillotine he mentioned metaphorically, but most of the major success stories were still to be written.
The fact that the city is now hosting groups like the one from Springfield in its Marriott should provide some additional inspiration to those who took this trip, he said. And, indeed, some of those who listened to the mayor expressed the optimism that someday, probably no time soon, the City of Homes may just be on the other side of the City to City equation.
To get there, though, it appears that the city will first have to find a glass, and then make sure people consider it at least half full.
In other words, and to sum up and paraphrase those who took this excursion, there must be more focus.

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

Chamber Corners: Upcoming Events

By
Chamber Corners Departments

ACCGS
www.myonlinechamber.com
(413) 787-1555
n Dec. 1: ACCGS Business@Breakfast, 7:15-9 a.m., hosted by the Springfield Marriott. Cost: members $20, non-members $30.
n Dec. 3: ERC Holiday Breakfast, 7-9 a.m., hosted by Elmcrest Country Club, East Longmeadow. Cost: members $20, non-members $25.
n Dec. 7: Springfield Chamber of Commerce Executive Committee meeting, 12-1:30 p.m., EDC Conference Room, Springfield.
n Dec. 8: ACCGS After 5, 5-7 p.m., hosted by Festival of Trees, located at Tower Square, 2nd Floor. Co-sponsored by YPS and Festival of Trees. Cost: members $10, non-members $20.
n Dec. 10: ACCGS Legislative Steering Committee meeting, 8-9 a.m., TD Bank Conference Center, Springfield.
n Dec. 15: ERC Board of Directors meeting, 8-9 a.m., hosted by the Gardens of Wilbraham, Community Room, 2 Lodge Lane, Wilbraham.
n Dec. 15: ACCGS Ambassadors’ meeting, 4-5 p.m., EDC Conference Room, Springfield.
n Dec. 16: ACCGS Executive Committee meeting, 12-1 p.m., TD Bank Conference Center, Springfield.
n Dec. 28: WRC Board of Directors meeting, 8-9 a.m., hosted by Captain Leonard House, Agawam.

Young Professional Society of Greater Springfield
www.springfieldyps.com
n Dec. 8: December’s YPS social networking event will join with the ACCGS at Tower Square for the Festival of Trees, 5-7 p.m. Cost: free to YPS members; general admission is $10 or a toy donation.
n Dec. 31: YPS New Year’s Eve Gala, 8 p.m. to 2 a.m., Springfield Sheraton at Monarch Place. Music provided by the Hot House Band and JX2 Productions. Book early, as tickets are limited. For more information, visit www.springfieldyps.com.
 
Amherst Area Chamber of Commerce
www.amherstarea.com
(413) 253-0700
n Dec. 3: Merry Maple (in downtown Amherst), 4-7 p.m. The Amherst Area Chamber of Commerce kicks off the holiday season downtown with the lighting of the Merry Maple. Festive music by the Middle School Chorus and the Minuteman Marching Band, hayrides, cider donuts, crafts, and an appearance by Santa. Cost: free.
 
Chicopee Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101
n Dec. 8: Holiday Open House, 4:30-6:30 p.m., 264 Exchange St., Chicopee. Cost: free for members.
n Dec. 15: Salute Breakfast, 7:15-9 a.m., Castle of Knights 1599 Memorial Dr., Chicopee. Cost: members $18, non-members $25.
 
Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463
n Dec. 3-4: Home for the Holidays, Dec. 3, 5-8 p.m., and Dec. 4, 10 a.m. to 2 p.m., downtown Greenfield. Wreath judging, caroling, activities for the whole family.
n Dec. 6: Greenfield Business Association Soup & Games Night, 5-8 p.m., hosted by Hope & Olive, 44 Hope St., Greenfield. Benefit to support the holiday lights and downtown trimmings. Cost: free, donations accepted.
n Dec. 21: Holiday Breakfast and Recorder Citizen of the Year, 7:30-9 a.m., hosted by Deerfield Academy Dining Hall. Sponsored by the Recorder. Music, gifts, and sumptuous food. Cost: members $23, non-members $25. 
 
Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376
n Dec. 8: Holiday Salute Breakfast, 7:30 a.m., hosted by the Delaney House, One Country Club Road, Holyoke. Sponsored by Holyoke Gas & Electric and Health New England. Cost: $20. Tables reserved for parties of eight.
n Dec. 15: Chamber After Hours, 5-7 p.m., hosted and sponsored by the Delaney House, One Country Club Road, Holyoke. Cost: members $5, non-members $10 cash. 
 
Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414
n Dec. 3: Holiday Stroll and Visit from Santa, 7 p.m. Hosted by Maple Street School. An event for the entire family. Stroll and carol through downtown Easthampton to Pulaski Park and help Santa light the green with thousands of twinkling lights. Visit with Santa in the gazebo. Cocoa and cookies for the kids. Cost: free.
n Dec. 16: Holiday Dinner Dance, 6-11 p.m., hosted by the Log Cabin Banquet & Meeting House, 500 Easthampton Road, Holyoke. An evening of friends and holiday spirit including the Chamber Annual Awards , a $5,000 raffle drawing, butlered hors d’ouevres, multi-station entrees, Viennese dessert table, cash martini and full-service bar, music provided by Michael J Productions. Public invited. Excellent business party opportunity. Cost: $45 per person inclusive; group reservations available. 
 
Greater Northampton Chamber of Commerce
www.explorenorthampton.com
(413) 584-1900
n Dec. 8: Arrive @ 5, 5-7 p.m., hosted by Silverscape Design, 1 King St., Northampton. Sponsored by Johnson & Hill Staffing Services and Florence Savings Bank. A casual mix and mingle with colleagues and friends. Cost: $10 for members. Contact the chamber at (413) 584-1900 or [email protected] for tickets and sponsorship opportunities.
n Dec. 10: New Member Breakfast, 8-9 a.m., hosted by the Northampton Chamber of Commerce, 99 Pleasant St., Northampton. This is our chance to sit down with you and learn more about your business and how the chamber can best serve you; introduce you to people who are active in the chamber; and tell you how to make the most of your chamber membership. A light breakfast will be served. Cost: free. RSVP to (413) 584-1900 or [email protected].
n Dec. 14: Meet & Eat, 7:30-9 a.m., hosted by the Delaney House, Route 5 at Smith’s Ferry, Holyoke. Sponsored by Easthampton Savings Bank. Learn from your colleagues at breakfast with the chamber. Cost: $15 for members.
 
Three Rivers Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425
n Nov. 28: Christmas on the Common, 5-6:30 p.m., Three Rivers Common. Guest of honor: Santa and Mrs. Claus, who will arrive at 6 p.m. on a fire truck with the help of the Three Rivers Fire Department. Families are welcome to bring a decoration for the community tree and a camera to record their visits with Santa. The event is scheduled to last an hour and a half but may be shortened by extreme cold or inclement weather. Event also includes cookies, hot chocolate, and coffee as well as gift bags for all children. Michael Rondeau will create an ice sculpture, and the Palmer High School Chorus will lead a holiday singalong. Cost: free. For more information, contact Kim King at Kim’s Hair Care, (413) 289-1775.

Family Affair

By
From left, Vincent Calvanese, Donald Calvanese, and their father, Andrew Calvanese,
Sections Supplements
At Storrowton Tavern, History and Fine Dining Come Together

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

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

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

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

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

Chamber Corners: Upcoming Events

By
Chamber Corners Departments

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

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

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

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

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

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

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

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

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

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

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

The ‘Partnership Business’

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

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

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

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

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

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

Chamber corners: Upcoming Events

By
Chamber Corners Departments

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

n Nov. 2: Springfield Chamber of Commerce Board of Directors Meeting, 12 noon to 1 p.m., TD Bank Conference Center, Springfield.
n Nov. 3: ACCGS Business@Breakfast, Making Chamber Connections, 7:15 to 9 a.m., Chez Josef, Agawam. Cost: members $20, non-members $30.
n Nov. 4: WRC Food Fest West, 5 to 7:30 p.m., Crestview County Club, Agawam. Featuring 12 local restaurants, beer tasting, wine tasting, and cooking demonstrations. Cost: $25.
n Nov. 11-20: Italy Trip.
Nov. 12: ACCGS Legislative Steering Committee, 8-9 a.m., TD Bank Conference Center, Springfield.
n Nov. 17: ERC Board of Directors Meeting, 8-9 a.m., the Gardens of Wilbraham, Community Room, Wilbraham.
n Nov. 17: Women’s Partnership Meeting, 11:30 a.m. to 1:30 p.m., Max’s Tavern, Springfield. Cost: members $25, non-members $35.
n Nov. 17: ACCGS Ambassadors’ Meeting, 4-5 p.m., EDC Conference Room, Springfield.
n Nov. 17: Government Reception, 5 to 7:30 p.m., Storrowton Tavern, West Springfield. Cost: members $50, non-members $60.
n Nov. 18: ACCGS Board of Directors Meeting, 8-9 a.m., TD Bank Conference Center, Springfield.
n Nov. 23: WRC Board of Directors Meeting, 8-9 a.m., Captain Leonard House, Agawam.

Young Professional Society of Greater Springfield
www.springfieldyps.com

n Nov. 18: November’s Third Thursday, 5-8 p.m., Pasquale’s Ristorante, East Longmeadow. Cost: free for members, non-members $10. Includes food and cash bar.

Amherst Area Chamber of Commerce
www.amherstarea.com

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

Chicopee Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

n Nov. 4: Mine Your Business, 4-7 p.m., Kittredge Center, PeoplesBank Room 303. Two-on-two meetings: your decision maker and your top salesperson meet with another local decision maker and his or her top salesperson. Sponsored by BusinessWest, Chicopee Chamber of Commerce, First American Insurance, Greater Holyoke Chamber of Commerce, Holyoke Community College, the Log Cabin/Delaney House, Marcotte Ford,  and Meyers Brothers Kalicka, P.C. To participate, contact Gail Sherman at (413) 594-2101 or [email protected]
n Nov. 17: Salute Breakfast, 7:15 to 9 a.m., Delaney House, Holyoke. Cost: members $18, non-members $25. Sign up online at www.chicopeechamber.org

Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463

n Nov. 6 and 7: CiderDays, Sweet and Hard, Shelburne Falls, Colrain, New Salem, and Deerfield. Cidermaking workshops, marketplace, cider salon, tastings, orchard tours, and harvest supper. Some events require tickets; others are free. See www.ciderday.org for more information.
n Nov. 19: FCCC Breakfast Series: “Greenfield Renaissance,” 7:30 to 9 a.m., Greenfield Grille, Greenfield. Moderator: Ted Carmen, Concord Square Planning & Development. Panelists: Jordi Herold, Bank Row buildings; Ed Wierzbowski, Pushkin and Arts Block; and Mark Zaccheo, 30 Olive St. Sponsors: Harmon Personnel Service and Hampton Inn & Suites. Cost: members $12, non-members $15. The public is invited.

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

n Nov. 6: 10th Annual Bowl-a-Thon, 3 p.m. and 6:30 p.m., Canal Bowling Lanes, Southampton. Sponsored by the Greater Easthampton Chamber Holiday Spirit Committee. Pizza, raffles, and free pizza for bowlers. Cost: $100 per five-member team. For more information or to enter, call the chamber at (413) 527-9414.
n Nov. 8: Holiday Lights Cocktail Party, 5 to 8 p.m., Venus and the Cellar Bar, Easthampton. Second annual get-together. Complimentary hors d’oeuvres and cash bar. Donations accepted toward Chamber of Commerce downtown holiday lights fund.
n Nov. 10: Networking by Night-Business Card Exchange, 5-7 p.m. Hosted & sponsored by Northeast Center for Youth & Families, 203 East St., Easthampton. Door prizes, hors d’oeuvres, and host beer and wine. Cost: members $5, non-members $15.

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376

n Nov. 3: Valley Job Fair, 2-5 p.m., Borders/Pottery Barn entrance at the Holyoke Mall. Presented by the Greater Holyoke Chamber of Commerce and CareerPoint. Sponsored by the Holyoke Mall at Ingleside. Cost: $200 for employers, free to all job seekers. WTCC-FM 90.7 will be broadcasting live.
n Nov. 4: Mine Your Business, 4-7 p.m., Kittredge Center, PeoplesBank Room 303. Two-on-two meetings: your decision maker and your top salesperson meet with another local decision maker and his or her top salesperson. Sponsored by BusinessWest, Chicopee Chamber of Commerce, First American Insurance, Greater Holyoke Chamber of Commerce, Holyoke Community College, the Log Cabin/Delaney House, Marcotte Ford,  and Meyers Brothers Kalicka, P.C. To participate, contact Doris Ransford at (413) 534-3376 or [email protected]
n Nov. 18: Chamber After Hours, 5-7 p.m. Hosted and sponsored by Eighty Jarvis Restaurant, Holyoke. Cost: members $5, non-members $10 cash.
n Nov. 19: Annual Greater Holyoke Economic Development Breakfast, 7:30 a.m., Log Cabin Banquet and Meeting House. Featured speaker: Jack Wilson, president of UMass and chairman of the Massachusetts Green High Performance Computing Center. Cost: $25. Call the chamber at (413) 534-3376 for tickets, or reserve online at holycham.com

Greater Northampton Chamber of Commerce
www.explorenorthampton.com
(413) 584-1900

n Nov. 3: November Arrive @5, 5-7 p.m., Smith College Art Museum, Northampton. A casual mix-and-mingle with colleagues and friends. Cost: $10 for members.
n Nov. 16: New Member Lunch, 12 noon to 1 p.m., Northampton Chamber of Commerce, Northampton. This is our chance to sit down with you and learn more about your business
and how the chamber can best serve you; to introduce you to people who are active in the chamber; and to tell you about the programs and benefits your membership helps support. A light lunch will be served. The event is free.

Northampton Area Young Professional Society
www.thenayp.com
(413) 584-1900

n Nov. 10: NAYP Dinner with a Purpose, Venus and Cellar Bar, Easthampton.
Quaboag Hills Chamber of Commerce
www.qvcc.biz
(413) 283-2418
See chamber’s Web site for information about upcoming events.

South Hadley/Granby Chamber of Commerce
www.shchamber.com
(413) 532-6451

n Nov. 9: Third Annual Economic Summit, 8 to 9:30 a.m., Willits-Hallowell Center, Mount Holyoke College, South Hadley. Speaker: James Hartley, professor of Economics, Mount Holyoke College. Cost: $15 at the door, including full breakfast. RSVP by Nov. 5.
n Nov. 17: After 5, 5-7 p.m., Cowls Building Supply, Amherst.

Three Rivers Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425

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

Greater Westfield Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618
See chamber’s Web site for information about upcoming events.

Company to Watch: Michael’s Party Rentals

By
Michael Linton
Features
This Entrepreneur Certainly Has Things Covered

Michael Linton

Michael Linton says entrepreneurship is in his blood, and he’s successfully carrying on his family’s legacy of business ownership.

It wasn’t really a question of if Michael Linton would start his own business, but when. Let’s just say it’s in his blood.
“My father has owned a business since before I was born,” the 28-year-old owner of Michael’s Party Rentals (MPR) told BusinessWest. “His father owned a separate business, and his mother owned a different business from that.  And my mother’s father owned a business.”
When he and his younger brother, Ryan, started the company called Party Tent Rental in 2000, they figured it would be a good seasonal and part-time job while going to college. For the sons of entrepreneurs, the idea for the business came with their sharp attention to detail: A neighbor rented what he thought would be a tent for his daughter’s backyard high-school graduation party. What showed up was a portable carport.
“We knew of other companies offering a tent of like size for similar rates,” Michael said. “So we took a photo of one of those tents, called up the manufacturer, and ordered one. We now had a legitimate tent instead of a carport. And that’s how it started. We used our father’s pickup truck, our parents’ garage, and we did it all ourselves; we never envisioned it becoming a full-fledged business.”
But just a few years later, Michael said that he came to the realization of how much the enterprise appealed to him.
“There was always something new,” he explained, “and it was different. When I started getting into renting the tables and chairs, the calls started coming in, and there was real growth. I knew it could be a long-term business.”
So in 2003, he bought out his brother, renamed the business, and hasn’t looked back since — because there hasn’t been any time for that.
From that one tent, MPR now has more than 60 in stock, along with the necessary tables and chairs, lights, dance floors … everything one needs to get the party started.
“We’re a one-stop shop for your events,” Linton said, “from backyard gatherings to weddings to commercial affairs.”
And while the term ‘no job is too big or small’ might be tossed around by others, Linton means it, and said that his experience has put that adage to the test. Smaller, one-man businesses out there are tough competition for his operation, he said, comparing them to his humble origins.
“When I started,” he said, “I had no overhead, and I was definitely the cheapest option around. But as I grew, I realized the importance of keeping a good crew, who needed health insurance, and who needed to make a living. I had to increase my rates.”
He proudly mentions his staff whenever talking about his business, and he gives them a great deal of credit for the company’s success. They work upwards of 80 hours a week during the peak season, and Linton said that they are there to help him with those ever-changing challenges to keep things interesting.
There was the time they had to set up in the Mullins Center in Amherst at 2 a.m. for the Glen Miller Orchestra, “because that was our timeline,” he said. And for a wedding of 450 at a soccer dome in Connecticut, he said there was a unique complication.
“When we got there with three box trucks filled with equipment,” he remembered, “we realized that everything had to be brought in through a 10-by-15- foot room, with either entryway door having to be closed, otherwise the dome would deflate.”
“It took much longer than we anticipated,” he admitted, “but it’s those challenges that make me enjoy coming to work every day.”
And they’re the reason for people to rely on him to make sure everything goes according to plan. Linton said that in an industry with so much competition for the bottom line, his experience and customer service set him apart.
“A lot of places don’t deliver seven days a week,” he said, “and we don’t charge extra for Sundays. For us, it’s a regular workday. Every prospective client has access to my cell-phone number, and when they call me, I answer. Even on a Saturday night, I’ll run out there and fix something if I have to.”
Linton said he feels very fortunate to be where he is today.
When making the first steps to take over from his brother, he said, “it was difficult at 20 to approach a commercial loan officer, having no credit and no experience. But I did get lucky. At a convention I met an investor who believed in me, and he loaned me the money to get started. My parents were also very helpful in lending me financial support, as they own the building I’m in. They paid my brother’s college education, and I got free rent for a year.
“When I first started, they helped out with more than just the checkbook,” he added. “My mother went out and helped me break down tents when I didn’t have anyone else.”
While the party-rental industry is inherently seasonal, ever-entrepreneurial Linton offered his means to address that challenge. It helps that wedding plans are made during the winter months, so deposits can be taken for the following season.
But he envisions branching out into linens, china, and what he called pipe and drape — for expos and convention set-ups, all to keep his crew employed through the year. “That crosses pretty closely to what we’re good at,” he said.
Ultimately, he never forgets the people who help keep him going forward, and he knows that his success isn’t just a party of one.

— Dan Chase

All the Right Moves

By
Joe Gaffney, vice president of Sales for BKM Total Office
Sections Supplements
The Occupancy Rate Is Rising at One Financial Plaza

Joe Gaffney, vice president of Sales for BKM Total Office

Joe Gaffney, vice president of Sales for BKM Total Office, says he wanted to be in downtown Springfield, and One Financial Plaza was the best option.

Steve Roy says that he and other managers of GZA GeoEnvironmental probably looked at more than 20 locations across Western Mass., more than a third of them in Springfield, after the company decided it needed to relocate from its long-time home on Main Street in East Longmeadow.
There were several factors that led to that decision, said Roy, office manager for the local office and a principal with this corporation that has sites up and down the East Coast and as far west as Milwaukee. Chief among them was the desire to be much more visible, he told BusinessWest, but the company also needed some room to grow, and wanted an easier, quicker commute for its 20 employees.
And, like most businesses looking at their space options, GZA wanted an attractive lease deal, one that would enable it to upgrade to better quarters.
In the end, the company was able to draw lines through all those stated wants and needs with a decision to move to One Financial Plaza, a.k.a. 1350 Main St., a.k.a. the Sovereign Bank Building. It should be in its new space on the 14th floor sometime next month. “It’s a move that just makes good sense for us,” said Roy.
Thus, GZA joins a number of companies who have said essentially the same thing, and are therefore helping to turn lights on across some floors that have been dark at One Financial Plaza for several years now.
Evan Plotkin, a principal with NAI Plotkin and co-owner of floors 6-17, said a number of new tenants have been added over the past few years, and there could be more in the pipeline for early next year.
With the recent addition of GZA (taking 7,106 square feet) and BMC HealthNet Plan (12,445 square feet), the occupancy rate in the tower will reach 62%, compared to 39% when the upper 12 floors were purchased in 2007. Overall, 138,089 square feet will be occupied, compared to 86,046 square feet two years ago.
A tenant’s market and the resulting attractive lease rates and amenities, coupled with high occupancy rates in most all other Class A buildings, in both downtown Springfield and area suburbs, have certainly contributed to the increasing popularity of One Financial Plaza, but Plotkin would like to believe there are other reasons.
He told BusinessWest that he’s worked hard to create an environment that businesses want to be in. Efforts have included everything from revitalizing the ornamental fountain along the Court Square side of the property to the rotating art exhibits in the front lobby and other common spaces in the building, to the rack of umbrellas available to tenants who find themselves on the wrong end of unpredictable New England weather.
“We’re creating positive experiences for people,” he said, “and I think this is putting our building into a class all its own.”

News Desk
Joe Gaffney told BusinessWest that he’s had a lot of visitors to BKM Total Office’s space on the 11th floor of One Financial Plaza since the company moved in last April. Some had scheduled appointments, but many just dropped in, he said, to look around what isn’t exactly a product showroom, per se, but rather an office equipped with the very latest office furniture and accessories.
“I call it the ‘work area of the 21st century,’” said Gaffney, vice president of Sales for BKM, as he pointed out things such as the latest in work stations — minus the high cubicle walls — and something called the media:scape, a product designed to enable people to more easily share ideas through state-of-the-art technology. Many people working in One Financial Plaza, but also others from neighboring buildings in downtown Springfield, have come to see and hear about these products, he said, adding that this wasn’t exactly predicted, nor was it among the stated reasons for moving to the tower from a site on Interstate Drive in West Springfield.
Among the motivations that were on that list was a desire to upgrade to something more contemporary — “the place we were in was stale” — as well a need for more efficient space (the company actually went from 3,000 square feet to 2,000 and has plenty of room) and a real desire to be downtown, a departure from the trend of recent years.
“I’m in the habit of supporting hubs — I want to be where the hub of business is,” said Gaffney, adding that he finds himself in downtown Springfield often for business and networking meetings, and decided it made good business sense to slash his commute times.
BKM is one of several companies and agencies that have made 1350 Main their new mailing address over the past year or so. Others include MassDevelopment; the law firm Minnoff, Parish, and Greenhut; the U.S. Government; Cannex Financial Exchanges Ltd.; attorney Daniel Szostkiewicz; Milone & MacBroom; a consulting firm providing civil-engineering, planning, landscape-architecture, and land-survey services; and O&G Industries, a construction-services company.
In total, a dozen or so new tenants, including GZA and BMC HealthNet, will absorb 52,043 square feet. That leaves another 82,491 still dark, but Plotkin says he has a strong prospect sheet and sees many reasons for optimism. For starters, there’s the building’s high retention rate among tenants approaching the end of their leases, including Disability Management Services, which occupies 43,000 square feet.
Meanwhile, Plotkin says he’s witnessing companies moving from the suburbs — and even Northern Conn. — into downtown Springfield, something that wasn’t happening a few years ago. And he’s also hearing a number of positive comments from tenants, even about the parking, or perceived lack thereof.
“We’re seeing companies like GZA coming downtown from places like East Longmeadow,” he said. “I think it’s very encouraging when you see things like that happening. And while I think location is certainly part of the reason, what we’ve been able to do with this building is also a big factor.
“I think this building is now in a class of its own by virtue of the service level we offer,” he continued. “One of the things that I said right from the beginning when I invested in this property is that we had to assemble the best management team that we could. And we have, and that’s because I knew that the biggest risk that I had here wasn’t so much whether I could lease up the building — I knew I could do that — but keeping the ones that we had.”
But Plotkin knows there is still considerable work to do to fill vacant space across several floors of the tower. He said he intends to be aggressive in marketing the space, adding new amenities such as valet parking to address that nagging concern among some prospective tenants, and continue to look for ways to add value to the equation.
The umbrellas are a simple example of such value adding, he said, adding that other, more elaborate efforts include plans for what he called a ‘high-tech conference room’ to be made available to tenants as well as businesses across the region, more art exhibits, and additional events, or “happenings,” as Plotkin called them, aimed at bringing tenants together.
Over the past few years such events have ranged from music programs to an appearance from the Zoo at Forest Park’s Zoo on the Go, to a program featuring exotic birds.
“The plaza here is a place where people come together,” he said. “It’s a whole different feel, and people want that. They like seeing other people around; it feels safe, it feels comfortable, it’s enjoyable on a beautiful day.”

Success Stories
There are still a number of dark floors at One Financial Plaza — nearly 40% of the building remains unoccupied.
But little by little, a few thousand square feet at a time, the tower is gaining new tenants and additional vibrancy.
In short, more people are coming to the same conclusion as Steve Roy — that this mailing address simply makes good sense.

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

Mine Your Business

By
Sections Supplements
This Unique Event Will Put Businesses in Front of Decision Makers

Mine Your Business

Mine Your Business

In 2008, the Greater Holyoke and Chicopee Chambers of Commerce commenced a search for an event that would be an alternative to the traditional trade show and typical networking event. What has emerged for 2010, and Nov. 4, to be more specific, is Mine Your Business, or what is being described as a networking and sales- building opportunity for companies across the region. Presented by BusinessWest, this unique event will give participants a chance to tell their stories in front of actual decision makers. Here’s a look at how Mine Your Business will unfold, and who will be taking part..

Peter Rosskothen says he gets some of his business at the Log Cabin-Delaney House from referrals, and still more from essentially showing people what he can do — putting on an event that prompts people to think of his venues when it’s their turn to stage a get-together.
But Rosskothen, co-owner of those Holyoke institutions, says that networking remains a big part of efforts to fill the calendars at both locations, and that’s why he does a lot of it. “It’s important to get in front of people, remind them you’re there, start new relationships, and strengthen existing ones,” he told BusinessWest.
For all these reasons, Rosskothen is a participant and strong supporter of Mine Your Business, what is being described as a networking and sales-building event slated for Nov. 4 at the Kittredge Center at Holyoke Community College. He said the gathering, presented by BusinessWest and sponsored by several area companies, including the Log Cabin-Delaney House, will give those involved a chance to not only tell their stories, but tell them to an audience of decision makers.
“And this is the audience you want to be reaching,” he said. “And that’s what makes this event different. At a trade show or a typical networking event, you get some exposure and you meet quite a few people, but you don’t generally get to see the decision makers, the people you need to be seeing.”
Here’s how it works: participating companies will send two representatives to the event — a decision maker and a top sales executive. This team will then meet a series of other teams for eight-minute discussions, or encounters, during which introductions can be made, information can be shared, relationships can be initiated or taken to a higher level, and, down the road, sales can be made.
With this sequence of events in mind, Kate Campiti, associate publisher and advertising director at BusinessWest, said that event organizers have incorporated the slogan ‘it’s where the conversation starts’ into Mine Your Business promotional efforts.
“People tend to do business with people they know and trust, people they have a relationship with,” she explained. “Relationships start when people get to know each other and come to understand their respective businesses can help one another.”
At press time, nearly two dozen companies, representing several business sectors, had signed on to take part in Mine Your Business. The list includes financial-services providers, printing companies, office-supply companies, a Ford dealer, and much more. Profiles of participating companies begin on page 21.
There is still plenty of time for companies to reserve space, however.
In addition to the Greater Holyoke and Chicopee Chambers of Commerce, Mine Your Business is being sponsored by First American Insurance, Holyoke Community College, Marcotte Ford, and Meyers Brothers Kalicka, P.C.
For more information or to reserve space, call the Greater Holyoke Chamber at (413) 534-3376, the Chicopee Chamber at (413) 594-2101, or BusinessWest at (413) 781-8600.

A to Z Moving & Storage Inc.
380 Union St., Suite One, West Springfield, MA 01089
(413) 736-4440
www.a-zmovers.net
A to Z can move individuals and businesses, and no job is too small or too large. A to Z can also store excess files — and a customer’s active ones — as well as providing delivery and pickup when needed them. All customers are treated with courtesy and professionalism.

ABC 40 and Fox 6 WGGB-TV
1300 Liberty St., Springfield, MA 01104
(413) 733-4040
www.wggb.com
As Springfield’s only locally owned TV stations, a commitment and access to local communities, support of viewers, and strength of programming combine to make WGGB-TV ABC 40 and Fox 6 a valuable partner to create visibility and awareness for local businesses.

BusinessWest
1441 Main St., Springfield, MA 01103
(413) 781-8600
www.businesswest.com
Founded in 1984, BusinessWest is the region’s premier business publication bringing local business news, trends, and information to nearly 30,000 readers. Published bi-weekly, BusinessWest is read by business owners, presidents, CEOs, senior managers, and professionals throughout Western Mass., and it is committed to the region’s economic health, vitality, and future.

Comcast Business Class
222 New Park Dr., Berlin, CT 06037
(413) 730-4579
www.business.comcast.com
Comcast Business Services offers Western Mass. businesses a one-stop solution for all of their communication needs. With business-class Internet, voice, and TV, companies can leverage the power of Comcast’s fiber-optic network while enjoying the convenience of one provider for all three services and 24/7 customer support.
 

Deliso Financial and Insurance Services
540 Meadow St., Suite 108, Agawam, MA 01001
(413) 785-1100
www.delisofinancialservices.com
After 20 years in the financial-services industry, Jean Deliso’s passion for finance and strategic planning led to the creation of Deliso Financial and Insurance Services in 2000. Deliso Financial and Insurance Services is a comprehensive financial-management agency.

First American Insurance Agency Inc.
510 Front St., Chicopee, MA 01021
(413) 592-8118
www.faiagency.com
This family-owned insurance agency is proud of its local heritage and committed to its strong principles of personal service. Founded in 1986 by President Ed Murphy, First American Insurance Agency is a proud example of the region’s powerful entrepreneurial spirit, growing to become a leading insurance agency specializing in both personal and commercial lines of coverage.

Hadley Printing
58 Canal St., Holyoke, MA 01040
(413) 536-8517
www.hadleyprinting.com
For more than 100 years, Hadley Printing has provided high-quality printing to a wide range of clients throughout the Northeast. Hadley Printing’s excellent reputation is a result of company values reflecting honesty, integrity, and a strong work ethic. Customers trust and respect Hadley Printing for high-quality work and exceptional service.

Holyoke Community College
303 Homestead Ave., Holyoke, MA 01040
(413) 552-2500
www.hcc.edu
Since 1946, Holyoke Community College has been a gateway to quality education and career advancement. Seeking to realize their dreams and aspirations, more than 100,000 students have come through the doors of the college. Today, HCC serves more than 9,000 students annually in more than 100 associate degree and certificate options, and more than 5,500 in non-credit and workforce-development courses.

Holyoke Gas & Electric/HGE.net
9 Suffolk St., Holyoke, MA 01040
(413) 536-9300
www.hged.com
Formed in 1902, HG&E is a municipally owned utility that provides electricity, natural gas, and fiber-optic Internet services to more than 18,000 customers. Its mission to customers is to provide competitive energy rates, reliable service, and excellent customer service.
 

INK Products
25 Grove St., Chicopee, MA 01020
(413) 594-7533
www.inkprod.com
INK Products was established in 1996 with the intent to bring businesses competitive prices on a wide variety of printing and office supplies, and to provide businesses with a source of answers to any questions regarding their supply needs. Service like this is not available at superstores or mail-order companies.

The Log Cabin Banquet & Meeting House
500 Easthampton Road, Holyoke, MA 01040
(413) 535-5077
The Delaney House
1 Country Club Road, Holyoke, MA 01040
(413) 532-1800
www.logcabin-delaney.com
Beautiful settings and Old World charm have given the Log Cabin and the Delaney House a reputation as premier banquet facilities and restaurants in the Valley. Attention to detail, exclusive service, and unrivaled menus distinguish the quality options offered to customers.
Marcotte Ford
1025 Main St., Holyoke, MA 01040
(800) 842-0699
www.marcotteford.com
Marcotte Ford is a premier new Ford and used car dealer. With a friendly and helpful sales staff, highly skilled mechanics, and multiple automotive certifications, Marcotte’s mission is to make every customer a customer for life by consistently offering superb customer care, competitive prices, and a knowledgeable staff.

Meyers Brothers Kalicka, P.C.
330 Whitney Ave., Suite 800, Holyoke, Massachusetts 01040
(413) 536-8510
www.meyerskalicka.com
Meyers Brothers Kalicka, P.C. is the largest independently owned and operated CPA firm based in Western Mass. Its mission is to provide professional services of superior quality and value to enable clients to achieve their goals. Every MBK client, from individual proprietorships to multi-million-dollar international organizations, receives the personal attention of one of the partners.
  

Moriarty & Primack
One Monarch Place, Suite 1300, Springfield, MA 01144
(413) 739-1800
www.mass-cpa.com
Moriarty & Primack, P.C. was founded in 1993 by the late Richard Moriarty and Jay Primack. At that time, each had 18 years of diversified public-accounting experience with Big Four firms. Today, many individuals on the staff have a large-accounting-firm background. The firm and its affiliates have a total professional staff of 28, of whom 17 are certified public accountants.
 

Northeast Security Partners
33 Sylvan St., West Springfield, MA 01089
(413) 733-7306
www.northeastsecuritysolutions.com
Northeast Security Solutions is a company driven by the goal of achieving total customer satisfaction in everything it does. It’s the only one-stop security company in the area offering mechanical and electronic security integration, saving customers time, money, and ‘buck-passing’ between suppliers.

Ondrick Natural Earth
729 Fuller Road, Chicopee, MA 01020
(413) 594-8803
www.ondricknaturalearth.com
Ondrick Natural Earth is the Greater Springfield’s most comprehensive supplier of landscaping and building stone. With an impressive inventory, a knowledgeable sales staff, and a homeowner-friendly store, Ondrick meets landscape, architectural, and building-stone needs, from wall and patio stone to natural thin stone veneers.
 

Peter Pan Bus Lines
P.O. Box 1776 , Springfield, MA 01102
(800) 343-9999
www.peterpanbus.com
Peter Pan is one of the largest privately owned intercity bus companies in the industry, with the most modern fleet on the road. Its new, state-of-the-art motorcoaches have changed bus travel, offering passengers amenities such as wi-fi, electrical outlets for laptops and cell phone chargers, tray tables, extra legroom, safety restraints, and more.

Telemundo
866 Maple Ave., Hartford, CT 06114
(860) 956-1303
www.zgsgroup.com
This Spanish-language, American television network is operated by ZGS Communication, a Hispanic-owned company with a profound commitment to serving the local communities where it conducts business.

Valley Engraved Gifts & Awards
120 Whiting Farms Road, Holyoke, MA 01040
(888) 226-5252
www.signature-engravers.com
Valley Engraved Gifts & Awards, a division of Signature Engraving Systems, is a privately held corporation and an offshoot of United Innovations Inc., an engineering design firm. Now the benchmark for computerized engravers, Signature has evolved to not only develop better tools and systems, but also educate the industry about personalization so they can benefit from increased margins and experience the pleasure of making their customers happy.

United Bank
95 Elm St., West Springfield, MA 01089
(866) 959-2265
www.bankatunited.com
United Bank is a federally chartered stock bank headquartered in West Springfield. The bank has been doing business in the Pioneer Valley since 1882. Today, it has more than $1.5 billion in assets and offices throughout the Greater Springfield area.

Valley Computer Works
84 Russell St., Hadley, MA 01035
(413) 587-2666
www.valleycomputerworks.com
Valley Computer Works has been selling and servicing computers in the Pioneer Valley since 1999. It offers a wide array of services for residential and commercial clients. Fueled by a growing client base and the constant expansion of its staff and facilities, Valley Computer Works has established itself as a premier computer consulting, sales, and service business.

Chamber corners: Upcoming Events

By
Chamber Corners Departments

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

n Oct. 13: ACCGS October After 5, 5 to 7 p.m. ‘Be Your Best Self’ Table Top Expo, the Mind, Body & Spirit Expo. Hosted by MassMutual Center. Cost: members, $10; non-members, $20. To register, contact the chamber at (413) 787-1555 or [email protected]
n Oct. 23: UMass vs. UNH Bus Trip to Gillette Stadium, 11:00 a.m. bus departure. Cost: ticket to the game, $20; ticket and bus ride, $40; ticket, bus, and food, $50.
n Oct. 29: Super 60 Awards Luncheon, 11:30 a.m. to 1:30 p.m. Hosted by Chez Josef, Agawam. Keynote dpeaker: Steven Little. To register, contact the chamber at (413) 787-1555 or [email protected]

Young Professional Society of Greater Springfield
www.springfieldyps.com

n Oct. 21: Third Thursday, 5 to 8 p.m. Hosted by the Munich Haus Restaurant, 13 Center St., Chicopee.
n Oct. 23: The Down Syndrome Resource Group of Western Massachusetts ‘Buddy Walk.’ This group provides information about family support, resources, parent training, and social opportunities. Its mission is to discover, encourage, and embrace the potential of all individuals with Down syndrome. Registration for the walk to begin at 10 a.m., with coffee and light refreshments available. Two-mile walk to begin at about 11 a.m., followed by a complimentary lunch and entertainment.

Amherst Area Chamber of Commerce
www.amherstarea.com
Please see chamber’s Web site for news of upcoming events.

Chicopee Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

n Oct. 4: Checkpoint 2010, 7:30 a.m. Hosted by Log Cabin Banquet & Meeting House, 500 Easthampton Road, Holyoke. Keynote Speaker: U.S. Sen. Scott Brown. Presented by the Chicopee and Greater Westfield chambers of commerce. Cost: members, $25; non-members, $30. To reserve tickets, contact the Chicopee Chamber of Commerce at (413) 594-2101 or www.chicopeechamber.org
n Oct. 20: October Salute Breakfast. Hosted by Summit View Banquet & Meeting House, Holyoke. Guest speaker: political consultant Tony Cignoli. To reserve tickets, contact the chamber at (413) 594-2101 or www.chicopeechamber.org
n Oct. 27: After 5 Business Card Swap – Speed Networking, 5 to 6:30 p.m. Hosted by the Delaney House, 3 Country Club Road, Holyoke. Limited to 24 people; registration ends on Oct. 25. Cost: members, $25; non-members, $35. To reserve tickets, contact the chamber at (413) 594-2101 or www.chicopeechamber.org

Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463
Please see chamber’s Web site for news of upcoming events.

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

n Oct. 13: Networking by Night Business Card Exchange, 5 to 7 p.m. Co-hosted and co-sponsored by Nashawannuck Gallery and Harry King Rug & Home, 36-40 Cottage St., Easthampton. Hors d’ouevres by Sunshine Bakery, beer and wine, door prizes. Cost: members, $5; non-members, $15.

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376

n Oct. 14: Fall Salute Breakfast, 7:30 a.m., at the Log Cabin, Easthampton Road, Holyoke. Sponsored by Holyoke Medical Center and Comcast. Cost: $18; tables reserved for parties of eight.
n Oct: 20: Chamber After Hours, 5 to 7 p.m. Hosted by Holyoke Children’s Museum, 444 Dwight St., Holyoke. Sponsored by All Sales Consulting, LLC. Cost: members, $5; non-members, $10 cash.

Greater Northampton Chamber of Commerce
www.explorenorthampton.com
(413) 584-1900
Please see chamber’s Web site for news of upcoming events.

Northampton Area Young Professional Society
www.thenayp.com
(413) 584-1900

n Oct. 14: NAYP Party with a Purpose, 5 to 8 p.m., at KW Home. Cost: members, free; guests, $5.

Quaboag Hills Chamber of Commerce
www.qvcc.biz
(413) 283-2418
Please see chamber’s Web site for news of upcoming events.

South Hadley/Granby Chamber of Commerce
www.shchamber.com
(413) 532-6451

n Oct. 12: Speaker Series Breakfast, 8 to 9:30 a.m., hosted by the Willits-Hallowell Center at Mount Holyoke College. Sponsored in partnership with Mount Holyoke College. Speaker: Vincent Ferraro, professor of Politics at MHC, on “Politics of the Global Economic Crisis.” Cost: $15 at the door. Call (413) 532-6451 for more information.
n Oct. 15: Legislative Breakfast, 7:15 to 9 a.m. Hosted by the Courtyard by Marriott. Sponsored by Western Massachusetts Electric Co.
n Oct. 19: Beyond Business, 5 to 7 p.m., hosted by Johnny’s Tap Room, the Village Commons, South Hadley. Hors d’oeuvres courtesy of Johnny’s. Cash bar. Cost: $5 at the door for chamber members. RSVP by Oct. 15 at (413) 532-6451
n Oct. 27: After 5, 5 to 7 p.m. Hosted by Hickory Ridge Country Club. Sponsorships available.

Three Rivers Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425
Please see chamber’s Web site for news of upcoming events.

Greater Westfield Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618

n Oct 13: WestNet After 5 Networking Octoberfest, 5 to 7 p.m. Hosted by East Mountain Country Club, 1458 East Mountain Road, Westfield. Cost: members, $10; non-members, 15. Bring plenty of business cards for exchange, and bring a gift to highlight your business. For more information, e-mail [email protected], call (413) 568-1618, or check out www.westfieldbiz.org
n Oct. 16: ‘Bring Back the 80s’ Dance, 7 to 11 p.m. Hosted by Westwood Restaurant and Pub, 94 North Elm St., Westfield. Featuring Orange Crush, the 80s Dance Party Band. Cost: $20. Prizes awarded for most authentic dressers and raffles.

Agenda

By
Agenda Departments

Talk on Emily Dickinson
Oct. 14: Biographer Lyndall Gordon will discuss her controversial new book, Lives Like Loaded Guns: Emily Dickinson and Her Family’s Feuds, in a talk in Johnson Chapel at Amherst College. Gordon will address the limitations of biography and its risks and gains by focusing on several of the story’s principal players. The 7 p.m. talk is free and open to the public. A book signing and reception will follow Gordon’s lecture. For more details, visit www.emilydickinsonmuseum.org/events.

Witchcraft Lecture
Oct. 25: Witchcraft and its effects on Europe will be the subject of a lecture by Dr. Donald D’Amato, adjunct professor at Springfield Technical Community College, at 6 p.m. at the Wistariahurst Museum, 238 Cabot St., Holyoke. The title of the lecture is “The Unhappy History of Witchcraft.” He’ll discuss how people tend to misinterpret witchcraft by romanticizing its history and making it exciting. Admission is $5 for adults, $3 for students and seniors. For more information, call (413) 322-5660 or visit www.wistariahurst.org.

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

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

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

EANE Conference
Nov. 4: The Employers Association of the NorthEast will host its annual Employment Law and HR Practices Update Conference from 8:30 a.m. to 4 p.m. at the Publick House in Sturbridge. The conference will be led by professionals in the areas of labor law, safety, employee relations, and unemployment. Conference highlights include up-to-date state and federal employment laws, recent court decisions, agency interpretations, and prospective changes, as well as new compensation, safety, and employee-relations practices. For more details, contact Karen Cronenberger at (877) 662-6444 or [email protected].
Advanced Manufacturing Competition & Conference
Nov. 16: The first highly concentrated, cluster-centric, regional manufacturing conference of its kind will be held at the MassMutual Center in Springfield. The event, called the Advanced Manufacturing and Innovation Competition & Conference (AMICCON), is being staged in response to growing recognition among area manufacturers and supply-chain members that there is an urgent need to find and meet one another. “AMICCON was formed to identify who’s here in manufacturing, expose them to OEMs (original equipment manufacturers) and procurement, and to make these introductions,” said co-founder Ellen Bemben. “The ultimate goal is to be the advanced manufacturing region in the U.S., where exotic manufacturing, such as micro, nano, and precision, meet higher specifications and tighter tolerances, and short runs are the norm.” Industry sectors to be represented at the event will include plastics and advanced materials, precision machining, paper and packaging, electronics, ‘green’/clean technology, and medical devices. Business opportunities in defense and aerospace will also be highlighted at the event. OEMs and their supply chains are being invited personally to participate. “AMICCON is a new consortium on innovation that also delivers manufacturers to innovators and new markets in order to cause new business,” said Gary Gasperack, vice president and general manager (retired) of the Spalding Division of Russell Corp. “We are very excited about introducing it to our region.” The Mass. Export Center has already produced two programs for AMICCON: an Export Experts Panel, and a seminar, “International Traffic in Arms Regulations for Defense and Aerospace Export.” For more information, visit www.amiccon.com.

Growth Pattern

By
Super Sixty
Sections Supplements
Region’s Top-performing Companies to Be Honored on Oct. 29
Super Sixty

Super Sixty

Formerly called The Fabulous 50, the Super 60 has become a tradition in Western Mass., a celebration of successful businesses. That tradition will continue with this year’s Super 60 lunch on Oct. 29 at Chez Josef. Individual companies will be honored, but the event will be recognizing the bigger picture — the depth and diversity of the region’s business community.

Russ Denver says the annual Super 60 luncheon has become a celebration of business success in Western Massachusetts.
For 22 years now, nearly 1,000 people have been gathering at Chez Josef not merely to honor the 60 winners in the Total Revenue and Revenue Growth categories (there were 10 fewer in the early days when the program was called the Fabulous 50), but to recognize the depth and diversity of the business community, and the number of success stories being written every year.
“We’re honoring individual companies and the people who manage them,” said Denver, “but we’re also celebrating the sum of what the 60 companies mean for this region, and that is a vibrant, diversified economy — a chain with many strong links.”
The 2010 event, slated for Oct. 29, will be more of the same, said Denver, noting that this year’s 60 companies — and both categories of entries — represent virtually every sector of the economy, from financial services to education; from human services to manufacturing; from health care to retail.
Combined, the companies in the Revenue category recorded sales of more than $850 million in 2009, said Denver, Meanwhile, companies in the Growth column averaged revenue increases of at least 35%.
The top finisher in the Revenue category, Whalley Computer Associates in Southwick, has been a regular at the top of that chart for the past several years. Springfield College, one of two area colleges to make the Super 60 (American International College qualified in revenue growth) placed second, while Sarat Ford in Agawam, placed third.
In the Growth category, Convergent Solutions in Wilbraham, a medical-billing-solutions company, finished at the top of the charts, while FIT (Fallon Information Technology) Solutions LLC, an IT placement-services company, finished second, and Universal Mind, a digital-solutions agency, placed third.
Both categories are defined by diversity, as the accompanying business profiles starting on page 27 clearly show.
The Revenue category includes the Center for Human Development, the Log Cabin, Pinsley Railroad Co., Rocky’s Hardware, Tighe & Bond, and W.F. Young, among others. The Growth ledger, meanwhile, includes Consolidated Health Plans, Adam Quenneville Roofing and Siding, Holyoke-Chicopee-Springfield Head Start, United Personnel, Valley Communications, and the YWCA of Western Massachusetts.
The Oct. 29 luncheon will be from 11:30 to 1:30. The keynote speaker will be Steven Little, a business-growth expert who will deliver a talk titled “The Milkshake Moment: Overcoming Stupid Systems, Pointless Policies, and Muddled Management to Realize Real Growth,” which is also the title of one of his books. A former president of three fast-growth companies, Little now advises business owners and managers. He is a former consultant for Inc. magazine, and is the author of several other books, including The 7 Irrefutable Rules of Small Business Growth and Duck and Recover: the Embattled Business Owner’s Guide to Survival and Growth.
For more information on the luncheon or to order seats ($50 for chamber members, $70 for non-members), call (413) 787-1555. n

TOTAL REVENUE
(Top 3, then the remaining listed alphabetically)

Whalley Computer Associates Inc.
One Whalley Way, Southwick, MA 01077
(413) 569-4200
www.wca.com
John Whalley, president
WCA is a locally owned family business that has evolved from a hardware resale and service group in the 1970s and 1980s into a company that now focuses on lowering the total cost of ownership of technology and productivity enhancement for its customers. Whalley carries name-brand computers as well as low-cost performance compatibles.

Springfield College
263 Alden St., Springfield, MA 01109
(413) 748-3000
www.springfieldcollege.edu
Dr. Richard Flynn, president
Founded in 1885, SC is a private, independent, coeducational, four-year college offering undergraduate and graduate-degree programs with its Humanics philosophy — educating students in spirit, mind, and body for leadership in service to others.

Sarat Ford Sales Inc.
245 Springfield St., Agawam, MA 01001
(888) 254-2911
saratford.dealerconnection.com
John Sarat Jr., CEO
Founded in 1929, Sarat has grown to become the largest Ford dealership in Western Mass. The third-generation business sells a wide variety of new and used vehicles and boasts a 24-bay service center with a $1 million parts inventory, and has received Ford’s Distinguished Achievement Award for excellent customer service multiple times.

American International College
1000 State St., Springfield, MA 01109
(800) 242-3142
www.aic.edu
Vincent Maniaci, president
Launched in 1885, AIC is a private, coeducational, four-year institution in the geographic center of Springfield. Liberal arts serves as the core in all its academic offerings, and the college is organized into schools of Arts, Education and Sciences; Business Administration; Health Sciences; and Continuing and Extended Studies.

Associated Electro-Mechanics Inc.
185 Rowland St., Springfield, MA 01107
(413) 781-4276
www.aemservices.com
Elayne Lebeau, CEO
Associated Electro-Mechanics Inc. is the largest independent industrial service center in the Northeast, providing industry with services that cover electrical, mechanical, machining, welding, and field services. Its multifaceted field-service crews and a staff of electrical and mechanical engineers complement the departmentalized staff operations.

Center For Human Development
332 Birnie Ave., Springfield, MA 01107
(413) 439-2252
www.chd.org
James Goodwin, CEO
CHD was founded in 1972 on a philosophy of helping people in the community, a major departure from the prevailing system of placing people in institutions. Almost four decades later, CHD is still providing vital support to needy children, people with psychiatric and developmental disabilities, the elderly, and the homeless.

Chez Josef Inc.
176 Shoemaker Lane, Agawam, MA 01001
(413) 786-0257
www.chezjosef.com
Linda Skole, president
Chez Josef has 40 years of experience in culinary and special-event planning, specializing in corporate events, nonprofit fund-raisers, holiday parties, weddings, bar/bat mitzvahs, and off-premise catering. Executive Chef Marcel Ouimet was recently awarded the “Chef of the Year” honor by the Western Mass. Restaurant Assoc.

CSW Inc.
45 Tyburski Road, Ludlow, MA 01056
(413) 800-9522
www.cswgraphics.com
Laura Wright, president
CSW Inc. has provided integrated services for packaging since 1937, including brand support, brand visualization, creative services, image engineering, flexographic printing plates, steel rule cutting dies, and workflow coordination. CSW has facilities in Ludlow; Rochester, N.Y.; and Toledo, Ohio to service national and international brands.

Delaney Restaurant Inc.
500 Easthampton Road, Holyoke, MA 01040
(413) 535-5077
www.logcabin-delaney.com
Peter Rosskothen, president
The Delaney House restaurant offers 13 private, themed rooms for any special occasion, with seating for up to 260. It offers two dining options — fine dining and the more casual Mick — and has been voted Best Brunch in the Pioneer Valley.

Dimauro Carpet & Tile Inc.
185 Shaker Road, East Longmeadow, MA 01028
(413) 525-1991
www.dimaurocarpet.com
Vincent Dimauro, president
For more than 30 years, Dimauro has been a provider and installer of carpet, tile, and wood and laminate flooring for residential and business customers in Western Mass. and Northern Conn.

Disability Management Services Inc.
1350 Main St., Springfield, MA 01103
(413) 523-1126
www.disabilitymanagementservices.com
Robert Bonsall Jr., president
Founded in 1995, DMS is an independent, full-service third-party administrator and consulting firm, specializing in the management of individual and group disability products. DMS is headquartered in Springfield, with an additional office located in Syracuse, N.Y., and employs more than 200 professional associates.

Environmental Compliance Services Inc.
588 Silver St., Agawam, MA 01001
(413) 789-3530
www.ecsconsult.com
Mark Hellstein, CEO
For more than 25 years, ECS has specialized in environmental site assessments; testing for asbestos, lead, indoor air quality, and mold; drilling and subsurface investigations; and emergency-response management.

Insurance Center of New England
246 Park St., West Springfield, MA 01089
(413) 750-7101
www.icnegroup.com
Dean Florian, president
In operation since 1866, Insurance Center of New England Group (ICNE Group) is a locally owned, independent insurance agency, providing full-service insurance solutions for individuals and businesses.

Joseph Freedman Co. Inc.
115 Stevens St., Springfield, MA 01104
(888) 677-7818
www.josephfreedmanco.com
John Freedman, president
Founded in 1891, the company provides industrial scrap-metal recycling, specializing in aluminum, copper, nickel alloys, and aircraft scrap, and has two facilities in Springfield — a 120,000-square-foot indoor ferrous facility, and a 60,000-square-foot chopping operation.

Kittredge Equipment Co.
100 Bowles Road, Agawam, MA 01001
(413) 304-4100
www.kittredgeequipment.com
Wendy Webber, CEO
Serving a variety of establishments and institutions for more than 80 years, Kittredge is a one-stop, full-service equipment and supplies dealership for the food-service industry, with three showroom locations — in Agawam, Natick, and Williston, Vt.

The Log Cabin Banquet & Meeting House
500 Easthampton Road, Holyoke, MA 01040
(413) 535-5077
www.logcabin-delaney.com
Peter Rosskothen, president
Set against the Mount Tom range, the Log Cabin Banquet & Meeting House offers quality banquet facilities for events including weddings, showers, anniversaries, engagement parties, bar/bat mitzvahs, business meetings, holiday parties, and more.

Marcotte Ford Sales
1025 Main St., Holyoke, MA 01040
(800) 923-9810
www.marcotteford.com
Bryan Marcotte, president
The dealership sells new Ford vehicles as well as pre-owned cars, trucks, and SUVs, and feature a full service department. Marcotte has achieved the President’s Award, one of the most prestigious honors given by Ford Motor Co., for nine years.

Maybury Material Handling
90 Denslow Road, East Longmeadow, MA 01028
(413) 525-4216
www.maybury.com
John Maybury, president
Since 1976, Maybury Material Handling has been designing, supplying, and servicing all types of material-handling equipment throughout New England. Maybury provides customers in a wide range of industries with solutions to move, lift, and store their parts and products.

Northeast Treaters Inc.
201 Springfield Road, Belchertown, MA 01007
(413) 323-7811
www.netreaters.com
David Reed, president
Northeast Treaters was founded in 1985 as a manufacturer of pressure-treated lumber. In 1996, an additional facility was added in Athens, N.Y. to produce fire-retardant treated lumber and kiln-dried before- and after-treatment products.

Pinsly Railroad Co. Inc.
53 Southampton Road, Westfield, MA 01085
(413) 568-6426
www.pinsly.com
John Levine, CEO
Pinsly Railroad Co., founded in 1938, is one of the oldest short-line railroad companies in the country. Pinsly focuses on acquiring short-line railroads and revitalizing branch and feeder lines of Class I and regional carriers. It now owns and operates numerous railroads and warehouse/distribution facilities.

Rediker Software Inc.
2 Wilbraham Road, Hampden, MA 01036
(800) 213-9860
www.rediker.com
Richard Rediker, president
Rediker Software is used by school administrators across the U.S. and in more than 100 countries, and is designed to meet the student-information-management needs of all types of schools and districts.

Robert F. Scott Co. Inc.
467 Longmeadow St., Longmeadow, MA 01106
(413) 567-7089
Leonard P. Rising III, president
Robert F. Scott Co. Inc. (known as Longmeadow Garage) is a locally owned and operated, full-service gasoline and automotive service station. Its staff includes ASE-certified technicians well-versed in all makes and models.

Rocky’s Hardware Inc.
40 Island Pond Road, Springfield, MA 01118
(413) 781-1650
www.rockys.com
Rocco Falcone II, president
With locations throughout Massachusetts, Rhode Island, and New Hampshire, the family-run business founded in 1926 is a fully stocked, convenient source for not only typical hardware-store items but also a line of goods for the home, yard, and garden.

Specialty Bolt & Screw Inc.
235 Bowles Road, Agawam, MA 01001
(413) 789-6700
www.specialtybolt.com
Alan Crosby, CEO
Founded in 1977, Specialty Bolt & Screw Inc. is a distributor of innovative fastener solutions. The company has engineering resources on staff to help determine the optimum fastener for each application, and utilizes state-of-the-art technology along with more than 30 years of experience to help clients achieve their objectives.

Spectrum Analytical Inc.
11 Almgren Dr., Agawam, MA 01001
(413) 789-9018
www.spectrum-analytical.com
Dr. Hanibal Tayeh, CEO
For more than a decade, Spectrum Analytical Inc. has provided quantitative analysis of soil, water, and, more recently, air samples, as well as petroleum products. Consulting firms, industries, municipalities, universities, and the public sector are among the constituencies that make up the client list.

Sullivan & Associates Inc.
551 East Columbus Ave., Springfield, MA 01105
(413) 733-6100
www.sullivanandassoc.com
Linda Sullivan, executive director
Sullivan & Associates provides individualized residential and day programs for people with developmental disabilities, interfering behaviors, and mental-health concerns. Its programs are based on a philosophy of unconditional positive regard.

Tighe & Bond Inc.
53 Southampton Road, Westfield, MA 01085
(413) 562-1600
www.tighebond.com
David Pinsky, president
Celebrating its 100th anniversary in 2011, Tighe & Bond specializes in environmental engineering, focusing on water, wastewater, solid-waste, and hazardous-waste issues, and provides innovative engineering services to public and private clients around the country and overseas.

Titan USA Enterprises Inc.
140 Baldwin St., West Springfield, MA 01089
(888) 482-6872
www.titanman.com
Ralph Colby, CEO
For almost four decades, Tutan USA Enterprises has served industrial distributors as a manufacturer of premium-quality, solid-carbide, high-speed steel, and cobalt cutting tools.

University Products Inc.
517 Main St., Holyoke, MA 01040
(800) 628-1912
www.universityproducts.com
David Magoon, CEO
University Products is a group of companies run by a family with roots in the archiving business that offers products to restore, preserve, and display collectibles, photographs, paper documents, and heirlooms.

W.F. Young Inc.
302 Benton Dr., East Longmeadow, MA 01028
(800) 628-9653
www.absorbine.com
Tyler Young, CEO
This family-run business prides itself on offering a variety of high-quality products that can effectively improve the well-being of both people and horses with its Absorbine brands.

GROWTH
(Top 3, then the remaining listed alphabetically)

Convergent Solutions Inc.
95 Post Office Park, Wilbraham, MA 01095
(413) 509-1000
Arlene Kelly, CEO
A health care billing solutions provider founded in 2006, Convergent Solutions provides hardware and software that help eliminate human error in medical billing processes, thus helping bring down the cost of health care.

FIT Solutions, LLC
25 Bremen St., Springfield, MA 01108
(413) 733-6466
www.fitsolutions.us
Jacqueline Fallon, CEO
FIT (Fallon Information Technology) Solutions provides staffing services for local IT positions. Launched in 2004 and serving both Massachusetts and Connecticut, the company doesn’t focus on the quantity of openings in the market, but takes a personal approach to staffing by focusing on quality.

Universal Mind Inc.
94 North Elm St., Suite 306, Westfield, MA 01085
(866) 429-2481
www.universalmind.com
Brett Cortese, CEO
Universal Mind is a digital-solutions agency specializing in custom, enterprise-grade, interactive applications for the Web, desktop, kiosks, and mobile and embedded devices. It creates engaging user experiences for customers on any device they use, strengthening client relationships, reducing operating costs, and opening new revenue streams.

Adam Quenneville Roofing and Siding
160 Old Lyman Road, South Hadley, MA 01075
(413) 525-0025
1800newroof.net
Adam Quenneville, CEO
Adam Quenneville offers a wide range of residential and commercial services, including new roofs, retrofitting, roof repair, roof cleaning, vinyl siding, replacement windows, and the no-clog Gutter Shutter system. The company earned the 2010 Better Business Bureau Torch Award for trust, performance, and integrity.

American International College
1000 State St., Springfield, MA 01109
(800) 242-3142
www.aic.edu
Vincent Maniaci, president
Launched in 1885, AIC is a private, coeducational, four-year institution in the geographic center of Springfield. Liberal arts serves as the core in all its academic offerings, and the college is organized into schools of Arts, Education and Sciences; Business Administration; Health Sciences; and Continuing and Extended Studies.

The Axia Group
73 Market Place, Springfield, MA 01115
(413) 205-2942
www.axiagroup.net
Michael Long, CEO
Professionals in five offices across the Pioneer Valley provide a variety of personal insurance products for automobiles, homes, and watercraft, as well as commercial lines that range from liability insurance, property coverage, and workers’ compensation to employee benefits and fiduciary and surety coverage.

Benchmark Carbide
572 St. James Ave., Springfield MA 01109
(413) 732-7470
www.benchmarkcarbide.com
Paul St. Louis, president
A manufacturer of carbide end mills and reamers, Benchmark (a division of Custom Carbide Corp.) sells its products to distributors throughout the continental U.S. and Canada. Its extensive line of products includes its bestselling aluminum series and its patented variable-helix end mills.

Braman Chemical Enterprises
147 Almgren Dr., Agawam, MA 01001
(413) 732-9009
www.braman.biz
Gerald Lazarus, president
Braman has been serving New England since 1890, using state-of-the-art pest-elimination procedures for commercial and residential customers. The company has offices in Agawam, Worcester, and Lee, as well as Hartford and New Haven, Conn.

Center For Human Development
332 Birnie Ave., Springfield, MA 01107
(413) 439-2252
www.chd.org
James Goodwin, CEO
CHD was founded in 1972 on a philosophy of helping people in the community, a major departure from the prevailing system of placing people in institutions. Almost four decades later, CHD is still providing vital support to needy children, people with psychiatric and developmental disabilities, the elderly, and the homeless.

Communication Solutions Partners Inc.
One Whalley Way, Southwick, MA 01077
(413) 569-4200
www.csp-net.com
Paul Whalley, vice president
Communication Solutions Partners (CSP) is a competitive local exchange carrier (CLEC) and an affiliated company of Whalley Computer Associates. CSP provides many of the basic services of a telecom company, such as local and long distance, voice over IP, Internet, and data services.

Complete Healthcare Solutions Inc.
1497 North Main St., Palmer, MA 01069
(800) 250-8687
www.completehealthcaresolutions.com
Michael Penna, CEO
Founded in 1994, CHS provides affordable software solutions for small to mid-sized health care practices. The company helps customers with electronic medical records, practice-management software, medical billing, document management, data security, and a host of other services.

Consolidated Health Plans Inc.
2077 Roosevelt Ave., Springfield, MA 01104
(413) 733-4540
www.consolidatedhealthplan.com
Kevin Saremi, president
Established in 1993, Consolidated Health Plans is a leader in providing third-party claims administration of medical, dental, disability, flex, accident, and life insurance programs for employees and college students throughout the country.

The Dennis Group, LLC
1537 Main St., Springfield, MA 01103
(413) 746-0054
www.dennisgrp.com
Tom Dennis, CEO
The Dennis Group offers complete planning, design, architectural, engineering, and construction-management services. The firm is comprised of experienced engineering and design professionals dedicated to excellence in the implementation of food-manufacturing processes and facilities.

FieldEddy Insurance
96 Shaker Road, East Longmeadow, MA 01028
(413) 233-2100
www.fieldeddy.com
Samuel Hanmer, president
One of the fastest-growing independent insurance providers in Western Mass., FieldEddy offers financial services, commercial insurance, personal insurance, and employee benefits. Its family of agencies offers a complete range of services for personal and business needs.

Footit Surgical Supplies Inc.
340 Memorial Ave., West Springfield, MA 01089
(413) 733-7843
www.footit.com
Marc Lucas, president
Footit Health Care Store has been providing the region with medical and health-maintenance products since 1953. It stocks various styles of walkers, wheelchairs, athletic braces, incontinence products, scooters, access ramps, mastectomy forms and bras, lift chairs, stairway elevators, diabetic shoes, wound-care products, and more.

Gandara Center
147 Norman St., West Springfield, MA 01089
(413) 736-8329
www.gandaracenter.org
Dr. Henery East-Trou, CEO
Focusing on the Latino/Hispanic community, Gandara Center provides substance-abuse recovery, mental-health, and housing services for men, women, children, adolescents, and families throughout the Pioneer Valley.

The Gaudreau Group
1984 Boston Road, Wilbraham, MA 01095
(800) 750-3534
www.gaudreaugroup.com
Jules Gaudreau Jr., president
The Gaudreau Group is an insurance and financial-services agency serving neighboring families and businesses since 1921. It offers a consultative approach to assessing needs and risks and then offering a custom solution.

Haluch Water Contracting Inc.
399 Fuller St., Ludlow, MA 01056
(413) 589-1254
Thomas Haluch, president
For 26 years, Haluch has served the region as a water-main construction and excavation contractor specializing in water, sewer, pipeline, and communications and power-line construction.

Holyoke-Chicopee-Springfield Head Start Inc.
30 Madison Ave., Springfield, MA 01105
(413) 788-6522
www.hcsheadstart.org
Janis Santos, executive director
Holyoke-Chicopee-Springfield Head Start is committed to providing low-income children and their families with a source of support for a brighter future. It does so by providing high-quality, comprehensive child-development services to enrolled children and empowering families to achieve stability in their home environment.

Jet Industries Inc.
307 Silver St., Agawam, MA 01001
(413) 781-2010
Michael Turrini, president
Jet Industries manufactures aircraft engines, parts, and equipment, as well as turbines and turbine-generator sets and parts, aircraft power systems, flight instrumentation, and aircraft landing and braking systems.

The Markens Group
1350 Main St., Suite 1508, Springfield, MA 01103
(413) 686-9199
www.markens.com
Ben Markens, president
Markens has guided hundreds of businesses toward excellence since 1988. It provides services in strategic management, profit planning, sales and marketing, mergers and acquisitions, and more.

Mental Health Association Inc.
995 Worthington St., Springfield, MA 01109
(413) 734-5376
www.mhainc.org
Linda Williams, executive director
The Mental Health Assoc. Inc. provides residential and support services to enhance the quality of life for individuals challenged with mental impairments. Affordable quality housing, advocacy, and public education are part of the agency’s dedication to empowering individuals to develop their fullest potential.

Moriarty & Primack P.C.
One Monarch Place, Springfield, MA 01144
(413) 739-1800
www.mass-cpa.com
Jay Primack, CEO
While audit and tax services continue to be a dominant aspect of the accounting firm’s business, practice professionals also provide a wide range of services in the areas of tax-planning and tax-compliance services.

Pioneer Spine & Sports Physicians
271 Park St., West Springfield, MA 01089
(413) 785-1153
www.spinesports.com
Dr. Scott Cooper, CEO
The practice specializes in the diagnosis and treatment of neurologic and musculoskeletal disorders. While best known for expertise in sports medicine and spine care, it treats a wide variety of conditions. In addition to routine non-operative care, the practice also provides the latest in minimally invasive and reconstructive surgery of the spine.

Proshred (EOS Approach Inc.)
75 Post Office Park, Suite 7401, Wilbraham, MA 01095
(413) 596-5479
www.proshred.com
Joseph Kelly, CEO
Proshred is a paper-shredding company providing secure on-site document-shredding and recycling services for safeguarding private information, maintaining legislative compliance, and protecting public image.

Spectrum Analytical Inc.
11 Almgren Dr., Agawam, MA 01001
(413) 789-9018
Dr. Hanibal Tayeh, CEO
For more than a decade, Spectrum Analytical Inc. has provided quantitative analysis of soil, water, and air samples, as well as petroleum products. Consulting firms, industries, municipalities, universities, and the public sector are among the constituencies that make up the client list.

Sullivan & Associates Inc.
551 East Columbus Ave., Springfield, MA 01105
(413) 733-6100
www.sullivanandassoc.com
Linda Sullivan, executive director
Sullivan & Associates provides individualized residential and day programs for people with developmental disabilities, interfering behaviors, and mental-health concerns. Its programs are based on a philosophy of unconditional positive regard.

United Personnel Services Inc.
1331 Main St., Springfield, MA 01103
(413) 736-0800
www.unitedpersonnel.com
Mary Ellen Scott, president
United provides a full range of staffing services, including temporary staffing and full-time placement, on-site project management, and strategic recruitment in the Springfield, Hartford, and Northampton areas, specializing in administrative, professional, medical, and light-industrial staff.

Valley Communications Systems Inc.
201 First Ave., Chicopee, MA 01020
(413) 592-4136
www.valleycommunications.com
James Tremble, president
Valley is a diversified communications company serving New England with broadband TV distribution systems, satellite-dish installations, data and voice cabling, computer interactive whiteboards, data/video projection equipment and systems, videoconference room design, telephone systems, sound systems, security systems, and AV equipment.

YWCA Of Western Massachusetts
One Clough St., Springfield, MA 01118
(413) 733-7100
www.springfieldy.org
Mary Riordan, executive director
The YWCA is a worldwide organization seeking to bring women of diverse backgrounds together to work toward a common vision of peace, justice, freedom, and dignity for all people. The YWCA of Western Massachusetts is a private, not-for-profit charitable corporation and a certified woman-owned business.

Ethical Wills

By
Sections Supplements
Bequeathing Life’s Lessons, Dreams, and Hopes

Gina Barry

Gina Barry

There is richness to your life that cannot be measured in dollars and cents, but should be shared with future generations. In fact, some would argue that your emotional wealth — values, ideas, beliefs, and life experience — is worth far more than your financial wealth ever could be.
Yet many times, the wisdom of the generations is lost simply because the questions were never asked and the conversations were never had. Where typical estate-planning documents falter by not conveying this intangible wealth, ethical wills fill the void.
It is likely that you have executed a last will and testament and have possibly even established a trust. You’ve probably protected yourself from times of incapacity by executing a durable power of attorney and health care proxy. By most standards, your estate plan is considered complete, but it seems that a critical aspect is missing. While these documents are crucial to addressing the legal aspects of estate planning, they are very technical and ill-suited for passing on the intangible assets you have accumulated throughout your lifetime.
Ethical wills are the spiritual counterparts to traditional wills and trusts. They distribute blessings, life lessons, dreams, and hopes, as opposed to tangible possessions. As such, the creation of an ethical will often involves serious consideration of your values and morals, advice to loved ones, invaluable memories, and important events in your life. You may also contemplate themes, such as regrets and forgiveness, personal love, mentors and teachers, cultural beliefs, ancestry, or how you would like to be remembered.
There is no set format for an ethical will because it is not a binding legal document. Unlike traditional wills, ethical wills are not written in stone and are often revised to reflect turning points and transitions in the writer’s life, such as the birth of a child, a marriage, or end-of-life planning. Each ethical will is as unique as the individual who creates it, and your personal preferences are the only constraints.
You may choose to develop and impart a family mission statement or provide blessings for future generations. An ethical will can be a letter to loved ones or to children not yet born. It may also be a detailed account of a life journey or even a set of instructions regarding your family business. Your ethical will need not be limited to writing, either. It may incorporate multimedia messages, such as photos, drawings, music, or videos. The possibilities are endless.
While some may choose to keep their ethical will private until they pass away, creating one need not be an individual endeavor. You may share your ethical will with your family, friends, and loved ones during your lifetime. Indeed, by encouraging input from others, an ethical will may serve as a tool to give them insight into your wishes and intentions. Likewise, many a family rift has been healed during the creation of an ethical will, as the process serves to promote a family cohesiveness that can heal old wounds and last well beyond your lifetime.
If the thought of creating an ethical will is overwhelming, there are various resources available to assist you, including professionals who specialize in this area. These professionals may provide an individual consultation or group writing workshops. If you desire to make an ethical will that is oral or videotaped, they can assist you with the production aspects. They can also help you ascertain what is most important for you to express, and then guide you along in the process so that you will be certain to create an ethical will that is a true reflection of you. If you are inclined to work alone on your ethical will, an Internet search will provide a variety of free resources and examples that you may use as you pursue this process.
Although they have recently gained in popularity, the concept of ethical wills is not new. Medieval models of ethical wills have been found in Jewish, Christian, and Islamic cultures. In the days of illiteracy, wills were read aloud so that all concerned may hear. Thus, it became common practice to attach one last communication to a captive audience.
Today, ethical wills are increasingly being created alongside traditional wills as part of the estate-planning process. While traditional wills are filed in probate court and become public documents, ethical wills often become privately treasured family heirlooms.
Throughout their lives, your loved ones can continuously glean wisdom and advice from the life lessons you have bequeathed in your ethical will.

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

Seeding the Field

By
John Judge
Features
Developers Conference Is Designed to Create a Buzz About Springfield

John Judge

John Judge

John Judge says the so-called Developers Conference initiated by Springfield Mayor Domenic Sarno has evolved considerably in its short, 18-month existence.
The first few events staged in 2009 amounted to what Judge, Springfield’s chief development officer, called “dog-and-pony shows” designed to introduce or reintroduce the development community to sites ranging from the York Street Jail property to the Memorial II industrial park near Smith & Wesson, to the former Indian Motocycle complex in Mason Square.
There will still be a chance to see some of those sites and others at the Oct. 27 conference, said Judge, but this event will go well beyond maps, aerial photos of property primed for redevelopment, and guided tours.
“This conference is more about ideas than it is about real estate,” said Judge, adding that the primary goals are to create a buzz about Springfield and help make the kinds of connections needed to bring business owners to the City of Homes or one of its suburbs. “We want to showcase the city and the region, especially to people who haven’t seen it in a few years; we want people to take a new look at us as a place to invest in, start a new business, or come together with an existing business and help it grow.
“I want this to help reaffirm that we want to be the capital of Western New England,” he continued, “and innovation is certainly the key to that — it’s where the job growth is. We want to say to people inside our city and outside it that we want to take the lead on innovation.”
More than 200 people are expected for the conference, which will be staged at the Basketball Hall of Fame and run from 8:30 a.m. to 2:30 p.m. A networking breakfast will kick off the event, followed by some remarks from Sarno and Allan Blair, president and CEO of the Western Mass. Economic Development Council. The latter will provide an orientation of Springfield and the larger Knowledge Corridor, the stretch between Northampton and Hartford.
There will then be a series of presentations and panel discussions, with subjects ranging from “Comprehensive Project Planning: Designing to Achieve Sustainability” to “Transportation Infrastructure in the Pioneer Valley,” to “Financial and Project Support Resources for Clean Energy and Resource Business in Western Massachusetts.”
The likely highlight of the conference, however, will be a keynote address from Stanley Kowalski III, founder of FloDesign Wind Turbine, a Wilbraham-based company trying to bring a radical new turbine design to the market. His talk, like many that day, will be focused on innovation, said Judge, and how the Valley can be home to more of it.
Judge said that while the guest lists for prior conferences were dominated by real-estate brokers and developers, this year there will be more of a mix, with business owners, government officials, property owners, financial-services professionals, and others. The broad goal is have attendees make the connections that will spur economic development.
“There will be some of the usual suspects — the contractors, developers, architects, anyone interested in design and innovation,” he said, “but there will also be some entrepreneurs, owners of small businesses or established businesses that might not have anything to do with commercial real-estate development; they’re just trying to grow their business.”
When asked how he will gauge the success of this year’s conference, Judge said it will likely be some time before one can assess whether the goals were accomplished. He told BusinessWest that his primary objective is to get people taking about Springfield and the region in a way that will generate progress and new economic development.
“The buzz is key — that water-cooler PR, if you will,” he said, “when people go back to their business in Boston or Hartford or New York City and say, ‘hey, I was in Springfield, Massachusetts last week … they’re really re-inventing themselves; there’s some great opportunities up there, and we should consider it.”
Beyond that buzz, he wants to drive traffic to some of the specific sites available in Springfield and the region, and, as he said, acquaint or reacquaint people with the City of Homes.
“We really want people to start thinking of Springfield first,” he concluded, “and bring people together around ideas. We want to seed the field and see what grows.”
And that’s why the 2010 Developers Conference is much more than a dog-and-pony show.
For more information on the conference or to register, call (413) 787-6020.

— George O’Brien

Doing Business In: Granby

By
Cindy Mugnier, left, and Earleen Kenyon
Sections Supplements
Get the Word Out: This Town Is Open for Business

Granby, Mass.

Granby, Mass.

The town of Granby has never been very successful at promoting itself. But that is about to change.
Emre Evren, who chairs Granby’s Planning Board and Master Plan Committee, said town officials have developed a new master plan that will focus on economic development.
It has been carefully crafted, using data collected from a number of sources. They include a self-assessment, a survey completed by residents of the town, and a list of Granby’s strengths, which were recently outlined in a report compiled by the Center for Urban and Regional Policy at Northeastern University. The new plan is scheduled to be completed this fall and will be presented to town residents thereafter.
Following one of the master plan’s recommendations, an economic-development committee will be formed, and it will take a proactive approach. “We are eager to send the message out that Granby is a great town for any type of business,” Evren said. “In the past, we haven’t promoted the availability of land and locations that are available and haven’t successfully told people we are open to new business. But the economic-development committee will drive relationships and promote the town to suitable investors.”
Evren cited strengths outlined in the Northeastern report as solid proof that Granby is a town that investors or business owners should consider. An important one is the uniform tax rate. “We were told our average tax rate is lower than most of the communities that participated in Northeastern’s survey. And the average square foot of manufacturing space is much cheaper here than in most other locations in the immediate area,” Evren said. “The report also stated that Granby has great access to a technically skilled and educated labor force. Plus, our housing market is affordable, and our public schools are well-performing, which is a concern for some business owners.”
Granby’s location is also a key to business success. Route 202 passes directly through the town, and the Massachusetts Turnpike and Route 91 are only about seven miles away. “People think we are in a remote location. But we are not,” Evren said. “We believe one advantage we have is that many neighboring residents drive through Granby. We are bordered by South Hadley, Chicopee, Belchertown, Ludlow, and Amherst, and we are only 15 minutes from Amherst Center.”
Cindy Mugnier, left, and Earleen Kenyon

Cindy Mugnier, left, and Earleen Kenyon, co-owners of the Earlee Mug restaurant/truck stop, say that business owners and residents have been extremely supportive since they purchased the eatery and renamed it a year ago.

Town officials are also working to streamline the permitting process. “We want to clear any unnecessary hurdles that new businesses may encounter, and are looking for ways to make the process more efficient,” Evren said. “We are taking a proactive approach to zoning and rezoning in certain areas to make them more attractive or suitable for businesses so we can meet our economic development goals.”
Evren said the emerging vision includes a livelier business district, which stretches along Route 202, from the South Hadley town line past the center known as Five Corners. Town officials would like to see more retail shops and restaurants open in that area. “Residents told us they would like to see more places in town where they could shop or eat.”

Food for Thought
Earleen Kenyon and her sister, Cindy Mugnier, have proof that residents will support restaurants. They purchased a truck stop/eatery known as Manny’s Place about a year ago and renamed it the Earlee Mug. Although they had never owned a restaurant before, they have done very well.
“We took a leap of faith when we bought it. But this is a good place to own a business,” Mugnier said. “The community gets behind you, and the town officials are very easy to work with. This is a rural community, and there is a real sense of community here. People have been here for multiple generations.”
The eatery is located between two farms, and both of them have been very helpful, letting Mugnier and Kenyon know when fruits and vegetables are at their peak.
“Pleasantbrook Farm and Feed has gone so far as to help us when we had problems with our cash register and other technology,” said Mugnier. “You get a real sense that everyone is pleased that you are here, that they want you to be successful and will do what they can to help that happen.”
Kenyon agrees. “The townspeople support local businesses,” she said, adding that she and Mugnier benefit from their location, which is directly across from Dufresne Park, which hosts events that range from baseball and soccer games to canine agility and horse shows. “Plus, we are right on Route 202, which is a busy road; everything is just pleasant here.”
Scott Merrill is vice president of Dressell’s Service Station. His family has owned the business since the 1960s, and he says Granby is a small but tightly knit community where people get to know one another.
“It has a nice country feeling and is a nice spot to live in. There is also quite a bit of land available,” he said. “There is room to grow and room to build — plenty of opportunity here. Plus, the taxes are lower than in surrounding communities.”

New Areas of Growth
Granby is home to large expanses of agricultural land and open space, since a portion of the Mount Holyoke Range State Park lies within its borders.
“Part of our endeavor is to keep a lot of open space,” Evren said. “We are trying to balance our agricultural/open space land with other types of economic development. Our premise is that new businesses should be consistent with Granby’s traditional New England town feel and fit in that overall mosaic, because we are a suburban town with a lot of rural characteristics which we don’t want to lose.”
Still, results from the town survey showed that the majority of residents are in favor of commercial and industrial development as long as new businesses don’t pollute the air or water.
To that end, the town is working on a green-communities initiative that could qualify Granby for state grants if it meets a number of requirements, which include designating an area for green-energy research and development or green manufacturing. “This would interest our residents based on our master plan survey results. We would like to see economic development, but it needs to be cognizant of the community’s environmental concerns,” Evren said.
Five Corners, located about a mile from the South Hadley line on Route 202, contains the majority of the town’s businesses. A corridor zoned for business extends several miles down the road, ending about a half-mile before the town common.
“This is the area that will be our primary target for new business,” Evren said. “There is vacant land available in that area.”
Five Corners offers connections to sewer and water hookups, which are not available in all parts of Granby. “But the town may be open to extending those services to new businesses along the corridor,” Evren said. “There is nothing concrete in place, but there has been conversation around it.”
Another area that holds promise for growth is New Ludlow Road. The town is currently working to install a sewer line extension there. “It will require some zoning changes, but there is a lot of possibility in the area,” said Evren, adding, “it could be an ideal location for an industrial or office park or light industrial development.
“The right new business could thrive in this town, because people are receptive and committed to local businesses,” he said. “Granby is a small town in terms of population. But we have a lot of land that would be suitable for businesses. We want people to come and take a look at what we have to offer. We believe they will like what they find here.”

Profile in Business

By
Elaine Sarsynski
Features
MassMutual Executive Is an Expert in Many Fields

By GEORGE O’BRIEN

Elaine Sarsynski

Elaine Sarsynski, executive vice president of MassMutual’s Retirement Services Division and chairman and CEO of MassMutual International LLC

Elaine Sarsynski says she worked on the family vegetable farm in Hadley until she graduated from college — and she has the biceps to prove it.
She admitted that, more than three decades later, they stay toned through regular and rigorous workouts at the gym, but stressed repeatedly that the foundation was laid from what amounts to bench-pressing 50-pound sacks of potatoes and piling them into pickup trucks, among innumerable other chores.
“I don’t do it anymore, but I used to arm-wrestle boys all the time — and beat them,” joked Sarsynski, executive vice president of MassMutual’s Retirement Services Division and chairman and CEO of MassMutual International LLC. “We had five kids in our family, four girls, and we [girls] had to do whatever our brother did. That’s how it was. Farming is hard work, and I became really strong.”
But Sarsynski’s years on the farm would provide her with much more than rock-hard muscles. There would be many lessons in life and in business, she explained, noting, for starters, that her mother was the real entrepreneur in the family and transplanted some of her considerable business energy, acumen, and instincts to her children.
“She would think beyond picking squash and selling it wholesale, and about what she could do on a more retail level,” said Sarsynski. “She went around to local restaurants and supermarkets and said, ‘if I cut up that butternut squash and put it into half-pound bags, do you think that would sell?’ And they said, ‘yes.’
“Lo and behold, we became one of the first farms to pre-package vegetables,” she continued. “I only wish my mother had taken out a patent on it, because everyone does it today.”
There were many other lessons from those days peeling, slicing, and packaging that squash — “there were always eight to 12 bushels of it waiting for us when we got home from school” — or picking cucumbers, stripping tobacco, and countless other duties. They covered everything from work ethic to effective time management; from pulling one’s own weight to the necessity for diversification in the fields — and business in general.
“We had about 10 crops that we produced from spring through fall, and that was a very important lesson,” she said, “because I remember one season there was a flood, and the majority of our cucumber crop was destroyed. But because of our efforts on the other kinds of crops, we were able to pull through that summer. So I learned very early on that you don’t put all your eggs in one basket.”
Sarsynski applies this lesson and countless others from the farm to her work at MassMutual — where she manages, to one degree or another, more than 2,500 workers and 15,000 agents in Asia — and often touches on them during the many speeches she delivers, including the one she gave at a meeting of the Women’s Partnership just a few hours before she talked with BusinessWest.
She said she spoke on the subject of the glass ceiling and the extent to which she believes it still exists — “if it does, it’s much more subtle than when I started in business 30 years ago” — but also touched on matters ranging from work/life balance to the importance of financial planning, to the need for all those hoping to succeed in business to hone their public-speaking skills.
“It’s important because we must communicate well, in written form, and while speaking in front of audiences,” she explained, adding that time in front of a microphone is a key part of any individual’s brand-building work. “It’s imporant to be able to articulate your position in a calm, thoughtful way, and speaking in front of an audience is one very good way to build that skill.”
For this, the latest installment of its Profiles in Business series, BusinessWest talked with Sarsynski about everything from diversity and inclusion in the workplace to her management style — and most all things in between. And she had much to say on all those topics.

Crop Circles
The Sarsynski farm still exists, but almost all of the 70 acres are now leased out to other parties. There is a large garden at the homestead, however, in which Sarsynski will work during some of her many visits home.
It’s been more than 30 years since she’s actually worked on the farm, but she certainly hasn’t forgotten much from those days. Consider these comments when asked about the crop Hadley is perhaps best known for, asparagus, and why it carries a high price at the grocery store.
“It takes about four years before you can actually start producing a crop,” she explained. “It’s also susceptable to various diseases, so some of it may not make it till the time you harvest it. The thing I like most about asparagus, even though I don’t like picking it, is that in optimal conditions, meaning when it’s warm and moist, it can grow a foot a day. So, frequently, not only would we get up early to pick it, before we went to school, but we would have to pick it again when we came home. I didn’t like days like that.”
But while Sarsynski’s parents contually stressed the importance of meeting one’s responsibilities in the field, they were even more focused on their children’s education. The four girls would all go on to attend Smith College, while their brother would graduate from Amherst College.
“My parents did not have college degrees, but from very early on, they stressed the importance of us going to college,” said Sarsynski, who would also earn an MBA from Columbia University. “They wanted the best for us, and they stressed that a good education was the key to real success.”
Sarsynski has put her education from the farm and the classroom to good use at career stops that include stints with several financial-services giants, work as a consultant to the real-estate industry, and even two elected terms as chief executive officer of the town of Suffield, Conn.
She started out as an analyst at Morgan Stanley Realty in New York, and eventually joined Aetna, where she spent 17 years and held a number of senior management positions, overseeing segments of the company’s Investments Division and leading the Corporate Finance Department. She also served as corporate vice president of real-estate investments, and was responsible for the direction and oversight of Aetna’s $15 billion mortgage-loan and owned-real-estate portfolios.
By 1998 though, Aetna was going through some changes organizationally and philosophically, and Sarsysnki was looking for a new challenge. Actually, upon leaving the company, she took on several.
She taught real-estate finance at Columbia for a semester, for example, and, at about the same time, created the Sun Consulting Group, LLC, offering consulting services to the real-estate industry. The firm was responsible for helping Connecticut Innovations Inc. to develop and implement Connecticut’s multi-million-dollar biotechnology lending and construction-development program.
While these endeavors were demanding, they left her with more time for her family — and her community, Suffield. And during one talk with the town’s first selectman (CEO) about economic-development matters, he convinced her to apply for the soon-to-be-vacated position of economic development director for the community, which she was awarded.
She never intended to stay long, and didn’t, but in her short stint did succeed in advancing a number of projects and helping Suffield win substantial state and federal grant money. Within a year in that post, she was ready to return to the private sector, but was instead talked into running for first selectman by the man who was getting ready to leave that position.
She won the seat handily, and settled in for what would be four years of service that she found fun and rewarding, while also providing more lessons that would help her thrive in a corporate setting.
“I loved it because we had an opportunity to effectuate change,” she explained, noting that, among other things, she led the town through 9/11 and its profound impact on public safety and national security. “And I was able to continually hone my leadership skills.
“In many ways, this was more difficult than being in the corporate sector,” she continued, “because you had to have people endorse your vision, and endorse what you were accomplishing. You can be the best mayor or town selectman in the world, but you still have to be involved in the political process of being elected. So you always had to be sure you could communicate your vision and the vision of the community, articulate the positions you were bringing to town meeting in such a way that people embraced and supported them so you could get re-elected.”

Planting Seeds
Sarsynski would take these and other lessons back to the corporate world and, more specifically, Babson Capital Management LLC, a MassMutual subsidiary, where she was responsible for the Portfolio Consulting Group. In 2005, she joined MassMutual as senior vice president and chief administrative officer, responsible for corporate services, human resource management, corporate communications, community relations, and MassMutual’s strategy implementation.
In 2006, she was appointed chairman, president, and CEO of MassMutual International LLC, and became responsible for the company’s international insurance operations, including subsidiaries in Hong Kong, Taiwan, Japan, Luxemborg, Chile, and China. She assumed added responsibility for the company’s retirement-services business in 2008, and under her leadership, the division achieved its second consecutive year of at least 20% sales growth and its highest annual sales volume in history.
To hit those numbers — and lay the track for more like them — Sarsynski says she’s been applying the many lessons acquired through business school, the farm, elected office, and from those she’s worked for and with over the years.
She said that success for MassMutual or any other company begins with leadership — “it drives the performance of the entire team, and especially the direct reports” — and when asked about her style, she noted, repeatedly, that it is to lead by example.
“I set high standards, and I expect those standards to be met,” she continued. “I think I’m fair and reasonable, yet I really do demand excellence from my direct reports because this is a very competitive industry that we work within, and it’s important that we have exceptional customer service, product development, and execution. People enjoy working in retirement services because we set those high standards, and we’ve been able to achieve them over the past couple of years.”
Sarsynski said her basic philosophy with regard to professional development is to continually reach higher and set new career goals. She encourages those she directs to do the same, and to help them reach their full potential she becomes the supervisor’s equivalent of a chameleon.
“I try to see what will motivate a person to become the best he or she can be,” she explained. “So my management style, and anyone’s management style, should change depending on the audience that you have, the person that you’re dealing with, and creating that unique environment to help them excel, to help them learn, to drive them to perform to the height of their ability.
“So the way I approach my head of marketing might be different than how I approach my head of distribution,” she continued. “In every case, I give them enough rope so that they can manage their organizations, and as they excel, I give them even more rope, because my ultimate goal is to have succession plans in place for all my businesses so that I become obsolete and my successors are extraordinarily well-prepared to continue to produce the kinds of results the organizations wants.”
As she searched her memory bank for an example of how her leadership style, not to mention her farm-honed life lessons, manifest themselves, she mentioned a recent suggestion (more like an edict) that her staff members with long commutes get satellite radio in their cars so they can stay better-attuned to business news and national and international commentary on current events.
“I told them they could hear the thought leaders of the industry talking about where the markets are going and where the global world is going, what Congress is doing, and what the president is doing,” she said, adding that she considers this a better use of their time than listening to rock music or sports talk. “It’s interesting, because they all went out and got it. I believe it’s very important to use time wisely, because we only have 24 hours in a day; you have to prioritize time.”

The Root to Success
During one recent trip to Hadley, Sarsynski actually took a moment to thank her mother for stressing education early on — and also for farm lifestyle and all that it gave her.
“It was a terrific way to grow up,” she said. “I was very close to my entire family, and we learned lessons in management, in commerce, wholesale, and retail. We learned work ethic that you can only learn in an environment where you get up early and go to bed late and your livelihood depends on the produce of the farm.
“It was a very wholesome way; there was no question of whether you were going to roll out of bed at 5:30 to pick asparagus — you just did it,” she continued, adding that, while she is three decades removed from those experiences, that ‘way,’ as she called it, is still very much with her.
“It’s there in terms of work ethic, frugality, focusing on the value of a dollar, asking if we are efficiently producing work at MassMutual, and focusing on the value of the individual and achieving the mission of the team.”
In other words, Sarsynski still has the muscles she earned on the farm, but she has many other ways to show how strong — mentally and physically — she’s become.

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

Company Notebook

By
Company Notebook Departments

WNEC, Big Y Create Wellness Center
SPRINGFIELD — Big Y Foods Inc. and Western New England College School of Pharmacy have partnered to create a faculty pharmacist-run, patient-centered Consultation and Wellness Center at 300 Cooley St. The facility is one of the largest pharmacy consultation and wellness centers in the region and the first to be located in a supermarket. Patients are able to make an appointment with a pharmacist who will work with the individual and their physician to optimize their care. A grand-opening ceremony was staged Sept. 10. Services offered include education and training programs, blood-glucose evaluations, individualized patient care plans, and medication review. The creators of the center note that the services are needed now more than ever given the aging population and the increasing strain on the state’s health care system. Kam Capoccia, clinical associate professor at the School of Pharmacy, will supervise the center. Capoccia notes that collaborative practice models in other states have already demonstrated the ability to improve the health of their patients and save the health care system millions of dollars. Capoccia added that among the goals of the center’s creators are to decrease visits to the emergency room and the number of hospital readmissions by collaborating with physicians on patient care. For more information on the center, call (413) 782-4606 or (413) 796-2000.

Comcast Donates Supplies to Springfield Students
SPRINGFIELD — Comcast recently donated more than 500 backpacks stuffed with classroom essentials to city students from the Martin Luther King Jr. Family Services Afterschool Program, in partnership with Cradles to Crayons, a nonprofit organization dedicated to giving children in need the basic essentials they need to be ready to learn. Comcast and Cradles to Crayons also presented the site with a playground bag filled with essentials including bats, balls, and Frisbees.

NewAlliance, First Niagara Create Top-25 U.S. Bank
BUFFALO, N.Y. — The boards of directors of First Niagara Financial Group Inc. and New Haven, Conn.-based NewAlliance Bancshares Inc. recently announced that the companies entered into a merger agreement, valued on a fixed exchange ratio of 1.10 shares of First Niagara stock for each NewAlliance share. The merger of NewAlliance into First Niagara will be a cash-and-stock transaction creating a top-25 U.S. bank, by assets. The combined bank will have more than $29 billion in assets, including more than $14 billion in loans, as well as $18 billion in deposits. NewAlliance’s 88 branches serve eight counties from Greenwich, Conn., to Springfield. Currently, First Niagara serves communities across Upstate New York, Western Penn. including Pittsburgh, and Eastern Penn. from the Philadelphia suburbs to Allentown. NewAlliance’s Church Street headquarters in New Haven, Conn., is slated to become First Niagara’s New England Regional Market Center.

Law Firm Receives Award
SPRINGFIELD — Skoler, Abbott & Presser, P.C., has been selected for the 2010 Best of Worcester Award in the local business category by the U.S. Commerce Assoc. (USCA). The firm has offices in Springfield, Worcester, and Meriden, Conn. The USCA Best of Local Business award program recognizes local businesses throughout the country. Each year, the USCA identifies companies it believes have achieved exceptional marketing success in their local community and business category. Various sources of information were gathered and analyzed to choose the winners in each category. Winners are determined based on both the information gathered internally by the USCA and data provided by third parties.

MMWEC Upgrades Energy Conservation Web Site
LUDLOW — The Massachusetts Municipal Wholesale Electric Co. (MMWEC) recently introduced a redesigned Web site for its Home Energy Loss Prevention Services (HELPS) program. HELPS provides energy education, home-energy audits, assistance with home-energy improvements, and ENERGY STAR appliance rebates to municipal utility customers. In addition, HELPS provides customers with a gauge of their home’s solar energy potential as a standard part of every audit, with turnkey services for solar-system installation available through the program. HELPS is the residential component of MMWEC’s energy-conservation and efficiency services, which also include programs for commercial, industrial, and institutional customer classes. The redesigned Web site is located at www.munihelps.org.

MassMutual: Plan Participants Stable
SPRINGFIELD — MassMutual’s Retirement Services Division has released data for the quarter ended June 30 indicating that participants in retirement plans administered by MassMutual showed no signs of panic despite the decline in the S&P 500 index, with 96% of participants either maintaining or increasing their savings rates. This behavior helps explain why, despite the stock market’s sharp decline for the second quarter with the S&P 500 index losing 11.4%, MassMutual’s average participant account balance declined by only 3.26%, beating the S&P 500 index by 8.14%, according to E. Heather Smiley, chief marketing officer for MassMutual’s Retirement Services Division. Smiley noted that the “substantially better” performance for participant accounts is primarily attributable to the benefits of continued ongoing deposits by participants and an increased percentage of assets allocated to stable value and bond investments. Male participants fared slightly better than females for the quarter (–2.7% compared to –5.5%) primarily as a result of the impact of higher average deferral rates. The percentage of participant assets in equity investments declined from 41.1% to 38.4% during the quarter, with stable value increasing from 26.3% to 28.4%, and investment in bonds increasing from 7.6% to 8.6%. The percentage in asset-allocation investments (target date and target risk) was relatively unchanged. MassMutual’s data covers approximately 1 million participants across more than 6,000 plans.

TD Charitable Foundation Boosts Museum Programs
SPRINGFIELD — The Springfield Museums recently received a $10,000 grant from TD Bank through the TD Charitable Foundation for its Weekend Family Fun series of educational programs. Family programs highlight holidays, special exhibitions, cultures from around the world, and topics including dinosaurs and Dr. Seuss. Each program includes a performance, hands-on demonstrations, science activities, and craft workshops. TD Bank, through its foundation, provides financial assistance for a variety of cultural and community events. Holly Smith-Bové, president of the Springfield Museums, noted that, without support from TD Bank, these popular programs would not be possible.

Bolduc’s Apparel Under New Ownership
AGAWAM — Bolduc’s Apparel, a sports and custom-apparel company, was purchased in August by the firm’s former vice president and general manager, Todd M. Adelson of Longmeadow. The firm specializes in custom business, corporate, and leisure apparel, as well as school-spirit wear and promotional products. Bolduc’s employs more than 20 full-time employees, many of whom have been with the company for 15 or more years. Adelson noted that he is looking forward to continuing the firm’s steady growth through daily attention to customer satisfaction and the quality of the locally produced custom products.

Firm Acquires ADNET Technologies Inc.
SPRINGFIELD — Kostin, Ruffkess and Co., LLC recently acquired ADNET Technologies Inc. of Farmington, Conn., according to Richard V. Kretz, managing member of the local firm. ADNET is an information-technology firm that specializes in developing and implementing IT solutions for its clients, with measurable returns on investment. With the addition of the new members from ADNET, Kretz noted that the firm can better serve clients with an expansive set of resources “unlike any other accounting, business-consulting, or information-technology company in the region.” Kostin, Ruffkess and Co. also has Connecticut offices in Farmington and New London.

Friendly’s Adds Another Express Restaurant
WILBRAHAM — Friendly’s Express, a unit of Friendly’s new fast-casual concept, will open in Methuen on Sept. 28. The newest Friendly’s Express, located at the Loop at 90 Pleasant Valley St., will offer a fast, fun way for people on-the-go to get the food they crave. The short service time will make Friendly’s Express perfect for quick office lunch breaks, and easy for moms running errands with their children. While guests will place orders at the counter, food will be delivered to each guest’s table. When guests are ready for ice cream, they can place a numbered tag on the edge of their table, and a food runner will bring them their desserts. The 2,338-square-foot restaurant seats 60 and includes additional seating on the patio for seasonal outdoor dining. The Friendly’s Express design incorporates the signature Friendly’s red elements throughout, along with bright tiles and custom pop-art of Friendly’s ice-cream creations. The restaurant features a limited menu of Friendly’s favorites, including SuperMelt sandwiches, Friendly’s Big Beef burgers, salads, Fribbles, kids’ meals, and, of course, ice cream desserts.

Chamber Corners: Upcoming Events

By
Chamber Corners Departments

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

n Oct. 1: Hampden/Wilbraham Golf Classic. Hosted by the Country Club of Wilbraham. To register, contact the chamber at (413) 787-1555 or [email protected]
n Oct. 6: ACCGS October Business@Breakfast, 7:15 to 9 a.m. Hosted by the Cedars, 419 Island Pond Road, Springfield. Cost: members, $20; non-members, $30. To register, contact the chamber at (413) 787-1555 or [email protected]
n Oct. 13: ACCGS October After 5, 5 to 7 p.m. ‘Be Your Best Self’ Table Top Expo, the Mind, Body & Spirit Expo. Hosted by MassMutual Center. Cost: members, $10; non-members, $20. To register, contact the chamber at (413) 787-1555 or [email protected]
n Oct. 23: UMass vs. UNH Bus Trip to Gillette Stadium, 11:00 a.m. bus departure. Cost: ticket to the game, $20; ticket and bus ride, $40; ticket, bus, and food, $50.
n Oct. 29: Super 60 Awards Luncheon, 11:30 a.m. to 1:30 p.m. Hosted by Chez Josef, Agawam. Keynote dpeaker: Steven Little. To register, contact the chamber at (413) 787-1555 or [email protected]

Young Professional Society of Greater Springfield
www.springfieldyps.com
n Oct. 21: Third Thursday, 5 to 8 p.m. Hosted by the Munich Haus Restaurant, 13 Center St., Chicopee.
n Oct. 23: The Down Syndrome Resource Group of Western Massachusetts ‘Buddy Walk.’ This group provides information about family support, resources, parent training, and social opportunities. Its mission is to discover, encourage, and embrace the potential of all individuals with Down syndrome. Registration for the walk to begin at 10 a.m., with coffee and light refreshments available. Two-mile walk to begin at about 11 a.m., followed by a complimentary lunch and entertainment.

Amherst Area Chamber of Commerce
www.amherstarea.com
Please see chamber’s Web site for news of upcoming events.

Chicopee Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

n Oct. 4: Checkpoint 2010, 7:30 a.m. Hosted by Log Cabin Banquet & Meeting House, 500 Easthampton Road, Holyoke. Keynote Speaker: U.S. Sen. Scott Brown. Presented by the Chicopee and Greater Westfield chambers of commerce. Cost: members, $25; non-members, $30. To reserve tickets, contact the Chicopee Chamber of Commerce at (413) 594-2101 or www.chicopeechamber.org
n Oct. 20: October Salute Breakfast. Hosted by Summit View Banquet & Meeting House, Holyoke. Guest speaker: political consultant Tony Cignoli. To reserve tickets, contact the chamber at (413) 594-2101 or www.chicopeechamber.org
n Oct. 27: After 5 Business Card Swap – Speed Networking, 5 to 6:30 p.m. Hosted by the Delaney House, 3 Country Club Road, Holyoke. Limited to 24 people; registration ends on Oct. 25. Cost: members, $25; non-members, $35. To reserve tickets, contact the chamber at (413) 594-2101 or www.chicopeechamber.org

Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463
Please see chamber’s Web site for news of upcoming events.

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

n Oct. 1: Casino Night, 7 to 11 p.m., at One Cottage St., Easthampton. Major sponsors: Easthampton Savings Bank and Finck & Perras Insurance Agency. Cost: $25 in advance; $30 at the door. See www.easthamptonchamber.org for more information.
n Oct. 13: Networking by Night Business Card Exchange, 5 to 7 p.m. Co-hosted and co-sponsored by Nashawannuck Gallery and Harry King Rug & Home, 36-40 Cottage St., Easthampton. Hors d’ouevres by Sunshine Bakery, beer and wine, door prizes. Cost: members, $5; non-members, $15.

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376

n Oct. 14: Fall Salute Breakfast, 7:30 a.m., at the Log Cabin, Easthampton Road, Holyoke. Sponsored by Holyoke Medical Center and Comcast. Cost: $18; tables reserved for parties of eight.
n Oct: 20: Chamber After Hours, 5 to 7 p.m. Hosted by Holyoke Children’s Museum, 444 Dwight St., Holyoke. Sponsored by All Sales Consulting, LLC. Cost: members, $5; non-members, $10 cash.

Greater Northampton Chamber of Commerce
www.explorenorthampton.com
(413) 584-1900

n Oct. 6: Annual Chamber Open House, 5 to 7 p.m. Hosted by the Greater Northampton Chamber of Commerce, 99 Pleasant St., Northampton. It’s the don’t-miss chamber event of the year. More than 300 people regularly attend. Food and drink donated by member restaurants. Cost: $10 for members.

Northampton Area Young Professional Society
www.thenayp.com
(413) 584-1900

n Oct. 14: NAYP Party with a Purpose, 5 to 8 p.m., at KW Home. Cost: members, free; guests, $5.

Quaboag Hills Chamber of Commerce
www.qvcc.biz
(413) 283-2418
Please see chamber’s Web site for news of upcoming events.

South Hadley/Granby Chamber of Commerce
www.shchamber.com
(413) 532-6451

n Oct. 15: Legislative Breakfast, 7:15 to 9 a.m. Hosted by the Courtyard by Marriott. Sponsored by Western Massachusetts Electric Co.
n Oct. 27: After 5, 5 to 7 p.m. Hosted by Hickory Ridge Country Club. Sponsorships available.

Three Rivers Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425

n Oct. 4: Chamber Meeting, 7 p.m. Hosted by Three Rivers Chamber of Commerce office, Palmer Technology Park, Springfield St., Palmer.
Greater Westfield Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618

n Oct 13: WestNet After 5 Networking Octoberfest, 5 to 7 p.m. Hosted by East Mountain Country Club, 1458 East Mountain Road, Westfield. Cost: members, $10; non-members, 15. Bring plenty of business cards for exchange, and bring a gift to highlight your business. For more information, e-mail [email protected], call (413) 568-1618, or check out www.westfieldbiz.org
n Oct. 16: ‘Bring Back the 80s’ Dance, 7 to 11 p.m. Hosted by Westwood Restaurant and Pub, 94 North Elm St., Westfield. Featuring Orange Crush, the 80s Dance Party Band. Cost: $20. Prizes awarded for most authentic dressers and raffles.

Brush with Fame

By
Mike Dubois, left, vice president of Finance for Balise Motor Sales, and Balise graphic artist Crystal Childs
Sections Supplements
Terrier Project Inspires a Town, Raises Funds for Art Education

Mike Dubois, left, vice president of Finance for Balise Motor Sales, and Balise graphic artist Crystal Childs

Mike Dubois, left, vice president of Finance for Balise Motor Sales, and Balise graphic artist Crystal Childs show off “Copper,” a Terrier Around Town at Balise’s new Honda dealership. Childs designed and painted the dog, which is wearing a real West Springfield police hat and uniform.

Her name is Poppy Love. She’s a fiberglass West Highland white terrier covered with brightly painted poppies who spent the summer in front of the Balise Mazda dealership on Riverdale Street in West Springfield.
Another oversized dog from her litter, Dr. Hairy Barker, has spent his summer stationed outside of a veterinarian’s office dressed in a white lab coat, while his pal, Tooth Tari, guards a dentist’s office.
These 36-pound fiberglass canines are among the 46 so-called terriers around town that comprise the first public art project in West Springfield’s history.
The dogs, which will be auctioned off next month, were bolted to concrete slabs and stationed throughout the town during the summer. They have generated so much interest that untold numbers of people keep track of their whereabouts, post online photos taken with them, collect memorabilia emblazoned with their portraits, and share stories created about them by adoring admirers.
“The public has become so possessive of them,” said artist Jane Barrientos, who conceived the idea for Terriers Around Town and brought it to life with West Springfield resident and hair sylist Christine Costani.
To date, the dogs’ lives are being followed by more than 1,000 Facebook fans, who have written interesting tales about each of them based on the theme the artist chose for the dog. One chronicles the ongoing romance between Dapper Dog, who sits in front of Lattitude Restaurant on Memorial Avenue, and Maria Margarita of Mardi Gras, who makes her home at Gate 2 at the Big E Exposition grounds.
The goal behind the fanciful community-arts project is to raise money for the Arts in Education program in West Springfield public schools. Barrientos and Costanzi both home-schooled their children, and believe students need more than academics to develop into well-rounded, responsible adults.
They modeled their project after other fiberglass art displays/auctions held across the country, showcasing cows, pigs, bears (Easthampton), and even sneakers (Springfield). “We decided to use the town mascot to increase awareness of our community pride, spirit, and respect, as well as to promote West Springfield as a destination for lovers of art,” said Costani.
To that end, many businesses have become involved with the exhibit, which has spawned numerous events, including a naked puppy party (before the artists went to work), a puppy parade, an auction preview party, and a gala charity auction that will be held Oct. 15 inside the new Balise Honda showroom on Riverdale Street. Tickets to the dressy affair are $75 and include food catered by Lattitude. “There will be a raw bar, two carving stations, and an open wine and beer bar,” Barrientos said.
Two dozen dogs have already been purchased by sponsors, but the 22 that remain will be auctioned off during the evening. Memorabilia, including magnets, coffee mugs, and a coffee-table book with photos of the dogs will also be sold. The goal is to raise $70,000, and Barrientos said they hope to reach it, since they have already made $10,000 from donations and the sale of gift items. However, they are still seeking donations for a raffle. For more information or tickets, visit www.terriersaround town.com or call Costani at (413) 233-7771.
Some of the dogs have already been removed from the spots they occupied all summer in preparation for the auction. But they all can be seen during the daily parade at the Big E on West Springfield Day, which will take place Sept. 20 at 5 p.m. They will sit on antique trucks while the artists who gave them personalities march beside them.
Barrientos and Costani were inspired to launch the art project after seeing the success that similar fiberglass outdoor art displays/auctions have generated. “Easthampton held a Bear Fest a year before us, Pittsfield used sheep, and Venice, Fla. had pigs,” Barrientos said, adding that Costani viewed that exhibit as well as one that featured fiberglass cows in Chicago.
The women began their campaign by soliciting design ideas from artists who expressed interest in painting a dog. They also knocked on doors and asked businesses to become sponsors.“We called on more than 200 businesses with School Committee member Pat Garbacik, who is also an artist,” Barrientos said.
Balise was the first to sign up. Vice President of Finance Michael DuBois said the project fit in perfectly with their philosophy of making charitable donations to causes that support children and education.
“This passed our litmus test, and (company President) Jeb Balise was very interested; we have a big footprint in West Springfield and a big stake here, so we feel a responsibility toward the community,” said DuBois, adding that the company’s collison center put a clear coat on all of the dogs after the artists finished painting them.
“One of our graphic artists designed a dog she called Copper that is wearing a [painted] police officer’s uniform,” he said, adding that Balise is delighted to host the auction in their new showroom.
Businesses that sponsored a dog were allowed to choose from more than 70 designs, as well as where their dog would be placed during the summer months.
“We constantly looked for connections,” Barrientos said, adding that many business people have discovered new resources via networking that has taken place at their events.
The women are amazed at the number of professionals who have lent their services to help. They include Atty. Simon Brighenti, who helped them navigate through the town’s regulations; CPA Nicholas LaPier; and Pete Morgan, who made the concrete slabs the dogs sat on, then spent six unpaid days with his employees working to position the dogs around town. United Bank served as a major sponsor of the project.
Parent-teacher organizations have also gotten involved, and 250 kindergartners and faculty members from John Ashley School put their thumbprints and names on a dog purchased for them by Kohls. It will be taken to the high school to sit on the lawn until the class graduates.
“This project will become part of the town’s history,” said Barrientos, adding that two families sponsored terriers, and a terrier tour map was created so people interested in the exhibit could find all of the dogs.
“There had never been a fiberglass terrier in the world before this,” Barrientos said. “Now, every one of our dogs has an amazing story, and so many people have connected with each as a result.”
Or, to put it simply, they have put their Poppy Love into action.

Chamber corners: Upcoming Events

By
Departments

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

n Sept. 15: ACCGS After 5, 5 p.m. to 7 p.m. Hosted by the Springfield Marriott. Cost for members is $10, non-members, $20.

n Sept. 23: Feast in the East-ERC, 5 p.m. to 7 p.m. Hosted by: Elmcrest Country Club. Cost: $25 per person. Call the chamber for more information.

Young Professional Society of Greater Springfield
www.springfieldyps.com

n Sept. 15: 17th Annual United Way Day of Caring. This event pairs volunteers with agency service providers to accomplish a variety of projects. YPS will again pair up with the Greater Springfield Habitat for Humanity and work on one of the homes currently under construction in Springfield. If interested in joining, e-mail Maureen Picknally at [email protected]

n Sept. 16: Third Thursday, 5 p.m. to 8 p.m. Hosted by Springfield Country Club, 1375 Elm St., West Springfield. This event is free for YPS members, and $5 for non-members.

Amherst Area Chamber of Commerce
www.amherstarea.com

Chicopee Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

n Sept. 21: 13th Annual Table Top Showcase and business networking event, 4:30 to 7 p.m., Castle of Knights, 1599 Memorial Dr., Chicopee. Presented by the Chicopee, Greater Holyoke, and Greater Westfield chambers of commerce. Call the chambers for more information.

Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463

n Sept. 24: Breakfast Series – United Way Program, 7:30 a.m. to 9 a.m. Hosted by Franklin County Technical School, Turners Falls. Call the chamber for more information.

n Sept. 25 and 26: Fiber Twist, an Annual Celebration of All Things Fiber in Franklin County,
10 a.m. to 4 p.m. No admission charge. For details, visit www.fibertwist.com 

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

n Sept. 8: Networking by Night Business Card Exchange, 5 p.m. to 7 p.m. Hosted by the Apollo Grill. Tickets: $5 for members, $15 for non-members.

n Oct. 1: Casino Night, 7 p.m. to 11 p.m, at One Cottage St., Easthampton. Tickets: $25 in advance, $30 at the door. For more information, visit www.easthamptonchamber.org

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376

n Sept. 15: Holyoke Chamber Clambake, 4:30 to 7:30 p.m., Holyoke Country Club. Tickets are $26. Call the chamber to reserve tickets.

n Sept. 21: The 13th Annual Table Top Showcase, 4:30 to 7:30 p.m. Hosted by the Castle of Knights, 1599 Memorial Dr., Chicopee. Call the chamber for more information or to reserve tickets.

n Sept. 22: 2010 Pacesetter Awards Recognition Breakfast, starting at 7:30 a.m. Hosted by the Delaney House. The Pacesetter Awards go to exceptional small businesses and nonprofit agencies, entrepreneurs, and those advocates who make other businesses successful. Tickets are $18. Please call the chamber for more information or to reserve tickets. 

Greater Northampton Chamber of Commerce
www.explorenorthampton.com
(413) 584-1900

Northampton Area Young Professional Society
www.thenayp.com
(413) 584-1900

n Sept. 17: NAYP Dynamics of Fleet Safety Seminar, 8 to 10 a.m., Union Station. Safety supervisors and fleet managers from all industries will benefit from this important presentation, led by Gerry Sousa, executive director of the National Safety Council’s Western New England Chapter. Participants will identify the daily challenges of running an effective fleet and learn the essential elements of a fleet safety program. Best practices for motor-vehicle safety, collision prevention, and asset use will be discussed.

n Sept. 21: Meet & Eat, 7:30 to 9 a.m., Clarion Hotel and Conference Center. Tickets are $15 for members, $20 for guests.

Quaboag Hills Chamber of Commerce
www.qvcc.biz
(413) 283-2418

South Hadley/Granby Chamber of Commerce
www.shchamber.com
(413) 532-6451

Three Rivers Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425

Greater Westfield Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618

n Sept. 21: “Rake in The Business” TableTop Expo, 4:30 to 7 p.m., Castle of Knights, Memorial Dr., Chicopee. Presented by the Chicopee, Holyoke, and Westfield chambers of commerce. Call the chambers for more information.

n Sept. 24: Greater Westfield Chamber of Commerce 104th Air Fighter Annual Breakfast, 7:15 to 9 a.m. Hosted by the 104th Air Fighter, Barnes Airport, 175 Falcon Dr., Westfield. Guest Speaker: Ira Bryck, director of UMass Family Business Center. Tickets are $20 for members, $25 for non-members. Call the chamber for more information.

Amazing Place

By
Kevin Perrier
Sections Supplements
Five Star Building Corp. Enjoys Taking On Tough Challenges

Kevin Perrier

Kevin Perrier says Five Star Building Corp. welcomes difficult and challenging projects.

It’s not often that a construction company’s work is so impressive that a church service is held to say thanks.
But First Churches in Northampton did exactly that to recognize the difficult restoration work done in their nearly 200-year-old cathedral by Five Star Building Corp. in Easthampton and its subcontractors. The project, which earned Five Star several awards, stands as a testament to the company’s willingness to tackle complex projects and achieve desired results.
Five Star’s focus is on commercial and public work, with an increasing presence in health care, often performing construction very close to where patients are being treated (more on that later). “What sets us aside from other companies is that, when we see difficult and complex projects, we say that we can complete them on time and do an excellent job, even though other companies may not want to take them on,” said President and CEO Kevin Perrier.
First Churches is a good example. The church had been closed for a year when Five Star was hired by Architects Inc. of Northampton to replace sections of the 70-foot-high plaster ceiling that were collapsing. The height, coupled with the fact that the church pews and ceiling are curved, made erecting and working on scaffolding a difficult and complex undertaking.
But that was only the first obstacle Five Star encountered. The firm quickly discovered that the walls of the church, built in 1826, were in very poor condition and needed to be replaced.
“The walls had plaster medallions with gold-leaf painting and stenciling on them set high in the peaks of the ceiling which dated back 100 years,” Perrier said.
Five Star began its task of historic preservation with the utmost of care. In order to preserve the 24-inch bands of artwork on the walls, workers photographed them, made plaster imprints of the medallions, and created molds. After casting new plaster replicas, artists had to hand-paint them with gold leaf before they could be mounted on the new drywall that had been installed.
A sand finish was painted over to resemble plaster, and a team of artists recreated the elaborate bands of stenciling that ran along the top and lower sections of the walls. “We had local artists there for a month. Everything had to be painted by hand,” Perrier said. “We also had the artists chip away the original paint to uncover the original colors, so when the parishioners came into the church, it looked the way it had in the 1900s. They were so taken aback that they held a ceremony to thank us.”
Although the project involved more than double the amount of work initially anticipated, Five Star completed it six weeks ahead of schedule. “It was a really touching moment when they thanked us,” said Perrier. “This is the type of project you can walk into and feel very proud of. This represents what we do . . . the level of detail and the talent of our staff and subcontractors. We may not be the cheapest company around, but we are competitive, and our quality is impeccable.”

Healthy Spaces
Just as challenging, however, is the work taking place on a medical office building on Locust Street in Northampton which houses a plastic surgeon’s office, operating room, and thriving obstretrician/gynecology practice.
“The area we are actively pursuing now is health care,” Perrier said. The work is exacting, and the standards are even more stringent, because the work is often done in hospitals or buildings where patients are receiving care.”
The Locust Street building is another example, like the cathedral, of a project that became bigger than origianlly anticipated.
“We were called in to do a small repair because a window was sagging,” Perrier explained. “But once we began, we realized the building was rotting from the inside out. The flagships had been improperly installed when it was built 25 years ago, and water had poured in behind the windows for years. All of the casing and framing was completely rotted and had to be replaced, so the project went from being very simple to very complicated.”
The cosmetic surgeon uses the operating room in the building, and a constant stream of patients come and go from the gynecology office, whose needs must be taken into account by Five Star’s staff. “At one point, we were literally hanging drywall while, two doors down from us, an individual was having facial plastic surgery in the operating room,” Perrier said.
He explained that, in order to make sure the medical practices didn’t suffer as a result of the renovations, Five Star worked seven days a week, doing some of the labor after hours and on weekends.
Maintaining the quality of the air in the building is another vital consideration. “We were there at 6 a.m. today doing air sampling,” Perrier said. “We have worked on one section at a time, setting up containment and negative air systems. Dust and debris control is crucial in any type of health care environment, and there is zero tolerance for any type of particulate to escape from the air containment area.”
Perrier said that encountering obstacles and producing quality work in difficult settings is an area in which Five Stars excels. “Our projects that really stand out have occurred when we thought we were going in to do a straightforward job, and it ended up being completely different,” he said. “That is where our staff really shines. They can handle the challenges.”
Five Star recently hired a construction superintendent with an extensive health care background to oversee new projects. “You are held to very, very stringent standards when you are working in health care settings, and having staff with that experience is vital,” Perrier added.
But hiring the best people he can find is a practice Perrier has adhered to since he opened his business, shortly after graduating from Easthampton High School. “I always liked building things,” he said, adding that he worked in the construction field during high school.
The name of his company came about because his father, Mike Perrier, already owned a business called Five Star Entertainment. Since Kevin was short on cash, he talked his father into answering the phone with just the words, “Five Star,” which covered both businesses. “The name has stuck because we really try to pride ourselves on quality,” he said.
At first, Perrier worked alone, building decks and renovating small kitchens. “But within eight months, I was so busy I hired a laborer, and by the end of my first year I hired a second carpenter. By the second year, there were five of us, and we continued to grow,” he said.

Building a Legacy
Much of the company’s work involves interior buildouts for commercial space in existing buildings. “We do renovations to suit the client’s needs,” said Perrier. “Two years ago, we completely remodeled the interior of the former Ames store in Southampton, which became a tractor supply store. We also built them a loading deck and did some exterior work on the building.”
Other recent undertakings include building a fire department substation in Orange and a LEED-certified library in Westhampton. Five Star is currently working on a number of projects that are nearing completion. It is almost done renovating the Southampton Town Hall, which was a former school. “We gutted the entire interior,” Perrier said, adding that all town offices and the senior center will be housed in the building.
The company is celebrating its 10th anniversary this year, and Perrier attributes that feat not only to quality workmanship, but to his aggressive stance. “I wasn’t one to sit back and wait for the phone to ring,” he said. “I got involved with the Chamber of Commerce and other community events. The first three years, I took my profits and sunk them back into the company with advertising and equipment. It ended up really paying off.”
Although Perrier’s initial focus was residential construction, about five years ago he began phasing out of that arena. “I wanted to grow, and it was difficult to grow a residential market, especially since I saw a downturn coming,” he said. “We had started to do more commerical and public construction work, and I found that was where my passion is. We enjoy complex challenges and timelines. It’s not even remotely close to the residential world, because it takes more highly skilled contractors.”
This year, the company expects to do about $10 million in business.
At the same time, Perrier believes in giving back to the community. His company hosts an annual golf outing to benefit Dakin Pioneer Valley Humane Society. He is vice president of its board, and of the Easthampton Chamber of Commerce. “We care about others and about the work we do,” he said.
He added that he takes pride in the skill of the people who work for Five Star. “We hire the best of the best,” he said. One of those individuals is project manager Bud Korza, who joined the firm in 2007.
“It’s a young, aggressive company, and we take pride in our work and in customer satisfaction,” Korza agreed. “The whole construction business is a challenge, but we have been successful at the most challenging projects, which is due to a combination of everyone’s experience and efforts.”
After all, whether it’s preserving a nearly 200-year-old church or improving the environment for patients receiving medical care, there’s usually more at stake than just a building.

Study in Longevity

By
Springfield Public Forum 2010
Features
The Springfield Public Forum at 75

Springfield Public Forum 2010

Springfield Public Forum 2010

Launched in 1935 as a pilot program designed to further the education of adults unable to attend college at the height of the Great Depression, the Springfield Public Forum is today one of the oldest lecture series in the country and perhaps the only one that remain free to the public. The list of speakers who have come to Springfield includes hundreds of luminaries, ranging from future presidential contenders Richard Nixon and Hubert Humphrey to Doonesbury creator Gary Trudeau. Through the years, the forum has remained true to its mission while also changing and evolving to remain relevant, reach audiences of all ages, and be a force in the cultural life of the region

Patricia Canavan says those round-number anniversaries, such as the 75th now being marked by the Springfield Public Forum, are much more than occasions for blowing out candles on a cake and marking the passage of time.
Indeed, these are occasions — historically better than other anniversary numbers, such as 74, 76, 49, or 51 — for efforts to draw attention to an organization and remind the public of its value to the community. “And, even more importantly, it’s a time for introspection, for looking at what’s being done and for ways to do it better,” said Canavan, executive director of the forum, noting that those involved with this Western Mass. institution are taking full advantage of this anniversary to do all that and more.
In other words, she said, the 75th will be an occasion to underscore one of the forum’s more effective marketing slogans: ‘Old, but New Every Year.’
Dave Martel, a partner with the Springfield-based law firm Doherty, Wallace, Pillsbury, and Murphy, and a board member for nearly half the forum’s existence, agreed. He told BusinessWest that this year’s forum series, to begin Sept. 21 with a talk from Supreme Court Justice Stephen Breyer, is both a celebration of the institution’s contributions to the community and testimony to how the forum continues to carry out its mission to educate and engage area residents.
He said the 75th anniversary season, while in many ways no different than other years, does, because it is a milestone, present a good opportunity for everything from enlisting additional support from the business community, which underwrites the lectures, to building up an endowment that will someday lessen the forum’s reliance on fund-raising.
“We want to use that endowment to fund one lecture each year, which will put less emphasis on having to find sponsors for each talk,” said Martel, adding that the attention garnered by the 75th anniversary celebration will provide a real boost for those efforts.
Canavan, now in her fourth year at the helm of the forum, said the organization, one of the oldest lecture series in the country and perhaps the only one that remains free to the public, continues to evolve. She used that term first in reference to the fact that the staff, which has grown to four part-time employees, is now paid. But she also utilized it to describe efforts with everything from choosing speakers that will appeal to today’s tech-savvy young people to taking learning opportunities well beyond the one hour of a speaker’s address.
These and other measures are part of a broad strategic planning initiative launched in 2007 and, in many ways, inspired by the diamond anniversary, said Canavan, noting that, overall, the plan’s goal is simply to extend the forum’s reach and enable it to touch more lives.
“We needed to define where we were going and look into the future and decide what we wanted to be,” she said of the strategic initiative. “We are committed to the fact that we are education organization, and while the lectures play a huge part in this, we decided that because we’re bringing such a wealth of resources, people, to a community, to just let them speak for one night and have that be it, is in many ways a waste.”
For this issue, BusinessWest, on the occasion of the forum’s 75th anniversary, takes a broad look at how the lecture series continues to evolve and find new and different ways to remain true to its original mission.

Learning Experience
As she talked about the 75th anniversary and anticipation of it, Canavan said that one more thing the milestone inspired was research into the forum’s creation, history, and legacy. Much of the work was carried out by an intern, and it was quite eye opening, she noted.
Among other things, it revealed that the forum began in 1935 as a three-year project sponsored by the American Association for Adult Education in New York City, which ran similar programs across the country. The first series featured 40 programs over eight weeks, and functioned as a short college course with guest lecturers on related topics, said Canavan, noting that, at the time (the height of the Great Depression), many adults simply did not have the wherewithal to pursue college degrees, and the forum served as a means for continuing their education.
The lectures, which drew nearly 50,000 people that first season, were intentionally historical in nature for the first few years, she continued, but changed at the request of the audience to address topical issues. By openly addressing contemporary problems, the forum series became a driving force in the cultural life in Springfield.
Over the years, luminaries from politics, literature, science, sports, the media and other fields have appeared at Symphony Hall. The list of speakers includes Henry Kissinger, Robert Moses, Maya Angelou, Issac Asimov, Zbigniew Brzeziniski, Alex Haley, Art Linkletter, Gary Trudeau, and Red Auerbach. In 1952, Senators Richard Nixon and Hubert Humphrey, who would square off against each other in the 1968 presidential election, both spoke at the forum.
Then, as now, the commitment has been to “great speakers, great discourse,” said Martel, and this is a tradition being continued with the 75th anniversary lineup, which presents testimony to the many ways in which the forum remains true to its mission, but also continues that evolutionary process and strives to reach larger and more diverse audiences.
The roster of speakers reflects how those who are assembling the lineup are striving for diversity in terms of subject matter, as well as a focus on current events and efforts to grow attendance by bringing more families and young people to Symphony Hall, he continued.
Breyer, just the second Supreme Court justice to take part in the forum (William O. Douglas was the other), appears as both a jurist — speaking on current issues, including the recent appointment of the court’s latest member, Elena Kagan — and as author of several books, including Active Liberty and Through the Eyes of a Judge.
Breyer’s visit will be followed by what Canavan calls one of the forum’s “family friendly” lectures, featuring Mars Rover lead scientist Steven Squyres, on Oct. 24. This will be a multi-media presentation that will include up-to-the-minute news and footage from the Mars Rovers Spirit and Opportunity, as well as information about NASA’s future plans. The lecture, which is the culminating event in a month-long series of programming involving science and technology (more on that later) will be preceded by a small student discussion group with Squyres and demonstrations by student robotics groups.
Squyres’ appearance typifies efforts in recent years on the part of forum administrators and board members to reach out to younger people, said Canavan, noting that recent lineups, crafted with the same goal in mind, have included marine archeologist Robert Ballard, whose team located the Titanic, Jean Michel Cousteau, son of the late explorer, oceanographer, and filmmaker Jacques Cousteau and president of the Ocean Futures Society, and others involved in the sciences.
Inclusion of speakers with messages that will appeal to younger audiences is a key part of that broad initiative, but it is only one component.
“One of our big goals for this season is to really resonate with people of my generation or younger,” said Canavan, 41, noting that one of the strategies for doing this is making full use of the rapidly advancing information technology and social media outlets embraced by younger generations. “We have updated and upgraded our Web site, we have a very active FaceBook page and an electronic newsletter.
“But that’s just one part of the equation,” she continued. “Another piece is resonating with movers and shakers within the younger crowd. “I’ve reached out to people who can say to their group or sphere of influence, ‘hey, look at this … this is something great, a real asset to our community.”

Talking the Talk
The rest of the lineup for this fall reflects efforts on the forum’s part to be topical while also engaging audiences, said Canavan.
On Oct. 28, Kavita Ramdas, senior advisor to and former president and CEO of the Global Fund for Women, will give a talk focusing on the challenges and opportunities presented by globalization, with a look at the role of social entrepreneurship on improving health, education, and economic security in developing countries.
Meanwhile, urban revitalization will the focus of a talk by Newark, N.J. Mayor Cory Booker, whose innovative strategies are producing solid results for that community. Booker will share his multi-faceted approach to economic development, community building, education and housing reform, and promotion of arts and culture. The season will conclude with a town-hall-style moderated conversation with new analysts and commentators Mark Shields and David Brooks, as they appear on PBS’s Newshour. They will provide insight into current events, including the mid-term elections, the economy, national, and international affairs.
In many ways, the 2010 season and its lineup of speakers reflects initiatives included in that strategic planning process, completed two years ago, that spurred several new initiatives.
Among them is something called the City Thinks Program, undertaken in conjunction with the Springfield Public Library and funded by a number of groups, especially the American International College Honors Program. City Thinks takes one of the forum lecture topics and develops three weeks of programming around it, offered in a number of venues.
This season, the Squyres lecture was chosen, said Canavan, adding that programming will include book-discussion groups, movie and documentary screenings, a student video contest (with a special prize donated by PeoplesBank), “Family Fun Day” at the Springfield Museums, and more.
“The goal is to give as many as possible the opportunity to learn more about this topic,” she explained, noting that this year’s topic is called “The Final Frontier: Space, Science, and Technology. “We want to provide as many avenues as possible for people to engage and learn more.”
Other component of the strategic initiative involves efforts to expand outreach to area schools, community centers, and other facilities to provide resources for additional learning, she continued. These endeavors include small-group discussions with forum speakers prior to their talks at Symphony Hall. One such talk two years ago, involving presidential historian Michael Beschloss involved 25 students in Springfield Public Schools.
“It was a terrific program … these students were prepped, they came with great questions,” said Canavan. “This was a great way for them to build upon what they were learning in the classroom.
“We’re finding that with these educational outreach activities and the partnerships we’re building with different educational and cultural organizations that we’re able to reach more people,” she continued. “And that’s something we’re really excited about.”

In Conclusion
Canavan told BusinessWest that some special marketing initiatives have been undertaken for this 75th season of lectures, including a new logo and related materials. There are some other things planned that would be considered extraordinary, and there may well be a cake included in the mix somewhere.
But forum administrators and board members want to do much more this year than simply celebrate a milestone, a diamond anniversary. They want to take full advantage of this opportunity to not only mark some history, but generate some awareness and momentum so that much more history can be written, and a tradition can not only continue, but expand and thrive.
If they can succeed with all that, then there will be really something to celebrate.

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

Chamber Corners: Upcoming Events

By
Chamber Corners Departments

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

Sept. 1: ACCGS Business@ Breakfast — Making Chamber Connections, 7:15 a.m. to 9 a.m..
hosted by The Log Cabin.

Featuring guest speaker Tim Cahill, Massachusetts state treasurer and a 2010 gubernatorial candidate. Cost for members is $20; non-members is$30. Call the chamber for more information.
Sept. 15: ACCGS After 5, 5 p.m. to 7 p.m. Hosted by the Springfield Marriott. Cost for members is $10, non-members, $20.
Sept. 23: Feast in the East-ERC, 5 p.m. to 7 p.m. Hosted by: Elmcrest Country Club Cost: $25 per person. Call the chamber for more information.

Young Professional Society of Greater Springfield
www.springfieldyps.com   
n Sept. 15: 17th Annual United Way Day of Caring. This event pairs volunteers with agency service providers to accomplish a variety of projects. YPS will again pair up with the Greater Springfield Habitat for Humanity and work on one of the homes currently under construction in Springfield. If you are interested in joining our team please e-mail Maureen Picknally at [email protected]
Sept. 16: Third Thursday, 5 p.m. to 8 p.m. Hosted by Springfield Country Club, 1375 Elm St., West Springfield. This event is free for YPS members, and $5 for non-members.

Amherst Area Chamber of Commerce
www.amherstarea.com

Chicopee Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

Sept. 21: 13th Annual Table Top Showcase and business networking event, from 4:30 to 7 p.m., at the The Castle of Knights, 1599 Memorial Dr., Chicopee. Presented by the Chicopee, Greater Holyoke, and Greater Westfield Chambers of Commerce. Call the chambers for more information.

Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463

Sept. 24: Breakfast Series – United Way Program, 7:30 a.m. to 9 a.m. Hosted by Franklin County Technical School, Turners Falls. Call the chamber for more information.
Sept. 25 and 26: Fiber Twist, an Annual Celebration of All Things Fiber in Franklin County,
from 10 a.m. to 4 p.m. Hosted by Marketplace at Healthworks, Yankee Candle Village, Routes 5 and 10, South Deerfield. No admission charge. For details, visit www.fibertwist.com  

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

Sept. 8: Networking by Night Business Card Exchange, from 5 p.m. to 7 p.m. Hosted by the Apollo Grill. Tickets: $5 for members, $15 for non-members.
Oct. 1: Casino Night, 7 p.m. to 11 p.m, at One Cottage St., Easthampton. Tickets: $25 in advance, $30 at the door. For more information, visit www.easthamptonchamber.org

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376

Sept. 15: Holyoke Chamber Clambake, 4:30 p.m. to 7:30 p.m., at Holyoke Country Club. Tickets are $26. Call the chamber to reserve tickets.
Sept.  21: The 13th Annual Table Top Showcase, from 4:30 to 7:30 p.m. Hosted by the Castle of Knights, 1599 Memorial Drive, Chicopee. Call the chamber for more information or to reserve tickets.
Sept. 22: 2010 Pacesetter Awards Recognition Breakfast, starting at 7:30 a.m. Hosted by the Delaney House. The Pacesetter Awards go to exceptional small businesses and non-profit agencies, to entrepreneurs, and to those advocates who make other businesses successful. Tickets are $18. Please call the chamber for more information or to reserve tickets. 

Greater Northampton Chamber of Commerce
www.explorenorthampton.com
(413) 584-1900

Sept. 1: Arrive @ 5, from 5-7 p.m. Hosted by the Snow Farm & The New England Craft Program,  5 Clary Road Williamsburg. Cost: $10 for members

Sept. 10: New Member Breakfast, from 8 to 9 a.m. Hosted by the Greater Northampton Chamber of Commerce. Call the chamber for more information.

Northampton Area Young Professional Society
www.thenayp.com
(413) 584-1900

Sept. 9: Party with a Purpose, from 5 p.m. to 8 p.m. Hosted by the Hotel Northampton. Free for NAYP members, $5 for guests. The event, the third birthday party of the Northampton Area Young Professionals, will be held outside on the Patio, weather permitting. If the weather is inclement, we will be inside in the Coolidge Park Cafe. Call YPS for more information.
Sept. 17: NAYP Dynamics of Fleet Safety Seminar, from 8 a.m. to 10 a.m., at Union Station. Safety supervisors and fleet managers from all industries will benefit from this important presentation, led by Gerry Sousa, executive director of the National Safety Council’s Western New England Chapter. Participants will identify the daily challenges of running an effective fleet and learn the essential elements of a fleet safety program. Best practices for motor vehicle safety, collision prevention and asset use will be discussed.
Sept. 21: Meet & Eat, from 7:30 a.m. to 9 a.m. at the Clarion Hotel and Conference Center. Tickets are $15 for members, $20 for guests.

Quaboag Hills Chamber of Commerce
www.qvcc.biz
(413) 283-2418

South Hadley/Granby Chamber of Commerce
www.shchamber.com
(413) 532-6451

Three Rivers Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425

Greater Westfield Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618

Sept. 8: WestNet After 5 Networking, from 5 p.m. to 7 p.m. Hosted by: Shaker Farms Country Club. Tickets are $10 for members, $15 for non-members. Call the chamber for more information.
n Sept. 21: “Rake in The Business” TableTop Expo, from 4:30 p.m. to 7 p.m. at the Castle of Knights on Memorial Drive in Chicopee. Presented by the Chicopee, Holyoke and Westfield Chambers of Commerce. Call the chambers for more information.

Sept. 24: Greater Westfield Chamber of Commerce 104th Air Fighter Annual Breakfast, from 7:15 a.m. to 9 a.m. Hosted by the 104th Air Fighter, Barnes Airport, 175 Falcon Dr., Westfield.  Guest Speaker:Ira Bryck, director of UMass Family Business Center. Tickets are #20 for members, $25 for non-members. Call the chamber for more information.

Fair Assessment

By
Wayne McCary
Sections Supplements
The Numbers Show the Big E Is a Driving Force in the Local Economy

Wayne McCary

Wayne McCary says the numbers clearly show that the Big E is a powerful economic engine in the region.

Wayne McCary views the Big E as a wheel with many spokes.
“It’s the tremendous diversity of the vehicle that causes so many people to come here,” said the long-time president of the Eastern States Exposition. “There really is something for everybody from babies in strollers to people who are 90 years old.”
The wheels have changed in size and scope since the exposition, known then as the Springfield Fair, opened in 1916, but they are still spinning in the right direction. In fact, in spite of the poor economy, the Big E set an all-time attendance record in 2009, with 1,260,400 visitors.
McCary attributes last year’s success to two factors: good weather and tradition. “The Big E has become a tradition in New England for thousands and thousands of people,” he said. “Everyone has prioritized the way they way they spend their money, and it’s clear that people stayed closer to home last year because of the economy. People look for value more than they did in the past, but they can have a wonderful time here and stay within their family budget.
“Still,” he conceded, “it was remarkable to set an all-time attendance record in 2009.”
However, the fair’s history shows that tradition trumps bad news, both economic and societal. “The Big E opened a few days after 9/11 in 2001,” McCary said. “Planes weren’t flying, and professional sports were grounded. But more than a million people came here.”
The 2010 edition of the fair, which opens Sept. 17 and runs through Oct. 3, is one of the largest in North America and draws vendors from across the U.S. and Canada. “We have a $2 million budget for entertainment, and 90% of it is free with admission, which is a big drawing card,” said McCary.
The American Bus Assoc. has listed the Big E in its top 100 places to visit for many years, and in 2009 it designated the fair as an ‘international’ event, raising its status to one shared by the Indianapolis 500 and Macy’s annual Thanksgiving Day parade in New York City.
“We are the only fair in that category. In fact, the Big E is the only fair in the nation that has more than one state participating,” said McCary. “The six New England buildings are a real draw, and people who go through them can actually claim they have been in all of the New England states, as each state owns its building and the land it sits on. Surveys show they offer a mini-tour with icon products that attract visitors.”
About 650 tour buses visit the Big E each year. They arrive from across New England, New York, New Jersey, Pennsylvania, and occasionally farther out, said McCary, who talked at length with BusinessWest about the fair, its traditions, and its strong influence on the local economy.

Economic Engine
A study conducted in 2008 by Regional Economic Models Inc. in Amherst showed that the 17-day fair is a powerful economic engine which generates just under $225 million as a result of visitor spending. That amount does not include money spent by people in Hampden County.
“The assumption is that people who live in the area would spend their money on other things if we weren’t here,” said McCary. “The number reflects new money for Hampden County.”
Almost half of the Big E’s visitors travel more than 60 miles to get to the fair, and 69% have a college education, according to the report. The fair draws 37% of its guests from Massachusetts, 50% from Connecticut, and about 12% from other places in New England. “The majority come for one day, but many people who live in close proximity come for multiple visits,” said McCary.
The Big E creates 2,800 full-time jobs and 3,500 temporary jobs in Hampden County which otherwise wouldn’t exist, the report concluded.
“The Big E impacts many sectors,” said McCary. “There is a trickle-down effect, and the hotels in the area are always filled to capacity. Vendors and competitors vie to get rooms during fair time.”
The Big E also contributes almost $500,000 in local hotel taxes, and adds $7.53 million to the state budget in sales-tax revenue.
When the report first came out, McCary found the results astonishing. “I was stunned at the magnitude of the Big E’s impact on the economy. It far exceeded what we were claiming, and the numbers were so strong, we asked to have the results reviewed to confirm they were accurate,” he said.
Paul Picknelly, who owns the Sheraton Springfield Monarch Place Hotel and the Hilton Garden Inn in Springfield, says the Big E is a tremendous benefit, not only for hotels in the immediate area, but also throughout the Pioneer Valley. “Our hotels do a substantial amount of business from that particular event,” he said. “The economic impact is significant for the hotel business.”
But more important is the year-round roster of shows held on the exposition grounds. “I don’t think there are more than a handful of weekends throughout the year when we don’t have rooms booked from visitors attending events at the Eastern States Exposition. To sum it up, it’s the largest hotel-room generator in Western Mass.,” said Picknelly.

Farm Factor
The Big E, known as the Springfield Fair until 1949, was founded by Joshua Brooks in 1916. At that time, regional farmers decided to to set aside state boundaries and work together to combat signs that agriculture was on the decline.
“Joshua went to the national livestock show in Chicago and convinced them to move it to West Springfield. At that time, there was nothing here but a swamp. None of the facilities had been built,” McCary said. “The first fair lasted only a few days, but it was big enough to launch a succession of fairs that have continued until today.”
Each year, thousands of children from 15 states participate in 4H and Future Farmers of America competitions during the Big E’s 17 day-run.
The agricultural component of the show remains important, and “the competitions are very crucial to people in the livestock, sheep, alpaca, and horse business,” McCary said. “The credentials of the Big E in agriculture are very strong nationwide, and winning a competition here adds value to their livestock.”
The exposition has survived storms, floods, and recessions, and encompasses many facets of New England life. Today, it extends far beyond its agricultural roots, and there are attractions to interest people of all ages. “There are so many elements to the Big E. People can shop until they drop, come for the entertainment, or eat their way through the fair. But many still come to see the farm animals,” McCary said. “The fair provides a unique opportunity for urban people. There is still something that makes the public want to reach out and touch a cow or see a chick hatch, and the Big E brings all this together.”
About 80,000 people enjoy the Big E circus each year. McCary has been producing it since 1970 and says each act is drawn from some of the most promiment circuses around the world. “Because it is a supercircus, we rotate the cast and generally don’t repeat acts from one year to the next. This year we have four acts that have never been seen here before.”
Other attractions include the Mardi Gras parade, which has been so popular, it will run twice a day this year. There is also the Better Living Center, with 127,000 square feet of what McCary describes as “wall-to-wall shopping,” plus Storrowton Village, where history comes alive.
Last year, the fair introduced the Craze-E-Burger, which earned the Big E international acclaim after the bacon cheeseburger, which is served on a glazed donut grilled with butter, was touted by Facebook fans. Director of Marketing Noreen Tassinari said it was talked about by Jay Leno and David Letterman and was written about in the New York Daily News, the London Daily Telegraph, and newspapers in Australia. “Social media is very important to us,” she said.
There is so much to see and do at the Big E that 90% of visitors surveyed over the past 10 years say they will return. “It’s a tremendous referendum for any product or service, and the challenge is how to live up to expectations,” McCary said.
But one thing is clear, he added. “When I am asked what I think about the future, I borrow a phrase from Coca Cola: it’s the real thing.”

The Big Picture

By
Rosemary Agoglia, left, and Alexandra Kennedy
Sections Supplements
‘The Carle’ Balances Exhibition, Education, and Celebration of Artwork

Rosemary Agoglia, left, and Alexandra Kennedy

Rosemary Agoglia, left, and Alexandra Kennedy say the museum is much more than the home of Eric Carle’s works.

Now a decade old, the Eric Carle Museum of Picture Book Art, or ‘the Carle,’ as it’s known to many, is drawing visitors from across the region and around the world. They are treated to much more than collections of picture-book art, say those who manage the facility. Instead, they find an experience that is both educational and inspiring.

Alexandra Kennedy says that the most-commonly heard exclamations from first-time patrons to the Eric Carle, Museum of Picture Book Art are ‘I can’t believe this’ and ‘I had no idea…’
“They didn’t imagine something as vast and with as serious a purpose as what we’re doing here,” she explained with a sweep of the hand at the expansive great hall behind her.
Kennedy is the second director of the Amherst-based attraction, and as children galloped around the surrounding apple orchard or strolled through the soaring spaces with parents in tow, she and her colleagues told BusinessWest that, while the museum sits squarely in the cultural landscape of other exhibition halls of the Pioneer Valley, ‘the Carle,’ as it’s called, has a purpose and a presence far beyond the foothills of the Holyoke Range.
Nick Clark is the curator of the museum collections and exhibitions, and was the initial director of the museum that he helped to create with Eric and Barbara Carle. As he stood in one of the three elegant gallery spaces, he told how the initial idea for the Carle was a storefront-style operation in downtown Northampton, “not much bigger than the space we’re in right now,” he said.
While the foundation of the collection is Carle’s archive, Clark said it has always been the dream to encompass much more than that. “So instead of the Eric Carle Museum, it would become ‘the Carle.’ As the collection grows, people will realize that we are much more than just his works.”
And, indeed, the museum is much more than just a repository of picture-book art.
As director of education at the museum, Rosemary Agoglia explained three key aspects of the Carle: the galleries, a reading library, and an art studio open to all visitors at all times. But, she said, even within that framework, an important concept arises that all facets of the museum support.
“The intent is to raise a generation of museum-goers who are interested in being in a museum because they are interested in engaging their heart and mind,” she said. “In many museums, the typical visitor is engaged intellectually, but are they connected to it? This museum underscores the personal connection at its foundation.”
From educational concepts that Eric Carle was exposed to in Italy, where early-learning goals and techniques are addressed differently from testing and a formulaic, results-oriented approach, the museum that bears his name also maintains a similar philosophy.
But at the Carle’s core is that great, colorful palette of his artwork that is known to children of all ages — the Very Hungry Caterpillar, the Brown Bear, and the Mixed-Up Chameleon. Many of these originals, composed of torn tissue paper, are incredibly fragile, but the museum always has their namesake artist’s work on exhibit. And though you might not recognize some additional friends and characters on display from other artists, chances are that your children will.
And chances are that, after a visit to this museum, you might very well exclaim once again, “I had no idea…”

Table of Contents
Traveling in Europe and Asia, the Carles saw a variety of illustration museums, celebrating the art form in a way that they had not seen stateside. Kennedy explained that the distinction was that these museums, particularly in Japan, were preserving, promoting, and sharing picture-book art specifically.
She said that Carle has long felt himself an incredibly fortunate individual. “His fans and publishers have been great to him, and he has made incredible friends throughout the art community,” she said. “This museum was his idea to help give back.”
That original idea of a small, downtown space was scratched, however, because in a visionary fashion his scope grew as he recognized a need and a demand. In order to treat the artwork with respect, Kennedy said, the building would need to reflect that. He needed a place that was worthy of fine art.
Working with the firm Juster Pope Frazier in Northampton, Carle found architects that met his grand plans for the space. Earl Pope was the principal on that job, and the artist and draftsperson created an edifice that sits within the landscape harmoniously, complementing Carle’s commitment to nature, but also containing first-rate exhibition space.
Norton Juster, another member of that firm, contributed to the design process in more ways than one: architect by day, now retired, he is also an award-winning children’s book author perhaps most famous for The Phantom Tollbooth.
The philosophy of artwork and education was a primary goal for the museum’s design. Kennedy said that a great amount of thought went into the three gallery spaces, but added, “of equal importance is that the art is at the center of what we do, and also is a catalyst for programming. It’s a museum where people can bring children and experience picture-book art in a number of ways.”
To achieve that, an auditorium, handsomely trimmed in pale woods, offers year-round events. From authors’ readings to children’s theater and performances — through a partnership with the Northampton Community Music Center — to programming for adults within the purview of the picture book, the space is big enough to draw in the brightest lights of the industry.
At a recent opening for the Austrian artist Lisbeth Zwerger, whose jewel-like illustrations are currently on display, the museum was packed. Kennedy said that visitors came from as far away as California and London specifically for the event, underscoring the wide appeal of both the medium and the museum itself.
In the reading library, a comfortable nook with books organized by artist, Agoglia said that the function of this space is to bring the art seen out on the walls back to its original intent — “to rejoin the words and images,” she added.
Boston’s Simmons College has a renowned Library Science program, and it has partnered with the Carle, most notably in the utilization of the museum’s library. Graduate students share the space with youngsters, each finding something different in the colorful volumes.
The library is envisioned as the ‘living room’ of the museum, a place where families can gather, with parents reading to children and vice versa. But it is also home to serious scholarship in the nature of the published text.
The ‘whole-book’ concept was pioneered at the Carle library, said Agoglia, explaining how the process looks at the layout, artwork, and story as individual elements. “This technique has opened the eyes of librarians around the globe,” she said. “The book has greater potential than just the sum of its parts. The more you look, the more you see.”

Learn by Doing
From the hushed reverence of the library, the art studio at the opposite end of the Carle offers a sun-filled hubbub of creativity. The well-stocked studio is a child’s — and adult’s — dream of a space to sit down and try out different techniques.
“It’s a very open-ended approach to making things,” said Kennedy. “There isn’t any ‘make-this’ style of interaction. This is instead very much an approach akin to the practices of Reggio Emelia.”
That technique, an educational philosophy that Eric Carle was exposed to in Italy, emphasizes the importance of many different forms of critical engagement for children’s education. At the museum studio, Kennedy said this method never instructs a ‘right way’ to creatively express oneself, instead focusing on the importance of the expression itself.
“Children have an incredibly strong sense of aesthetics,” she continued, “and they learn from using tools and materials. They love to document what they think. They understand things visually. This studio encourages children to use critical thinking in the creation and viewing of art.”
Art is an expressive language, Agoglia said, and this was an important concept Carle wished to employ in the museum.
“The art studio is a place where people can learn the expressive language. It’s more about exploring the possibilities of materials, having been inspired by what they see in the galleries, what they see out the windows,” she said, gesturing to the apple orchard and hillside just outside. “It’s not project-focused space. We present people with materials and say, ‘what can you do with these?’”
Both acknowledged the shortfalls of arts funding for public schools, and how the economic downturn has prompted schools to cut back on the number and frequency of field trips to the museum. Unswayed by such circumstances, Kennedy said that the Carle has been actively venturing out into communities for art-outreach programs, and the studio technique has been a successful export, not only for schools, but for local children’s foundations as well.
The Treehouse Foundation in Easthampton is one of those groups, she said, one that she and her colleagues find inspiring to work with. An organization started by Judy Cockerton in 2002, its mission is to help improve the lives of foster children. Kennedy said that, when the foster kids are given books, with a nameplate that they can inscribe, that’s just one example of the museum becoming an important part of the lives of children in this community.

Picture This
The Carle hopes to broaden that scope of partnerships with local institutions, said Kennedy, adding, “our point of view is that we are an international institution that wants to have very deep roots locally.
“I think that, because we are young, there are people out there who don’t understand how many people we’re bringing here,” she continued. “We have a devoted local audience, but there are so many others out there.”
The Carle draws upwards of 50,000 visitors per year, and many of those guests come from well outside the region.
“During this time of year, we are the kind of place that people will make a stop on their way elsewhere,” Kennedy said, but as a member of the constituent offerings of the region, she added, “we will tell them, ‘while you’re here, why not stop in Northampton? There are great restaurants, as well as a great collection of picture-book art at the Michelson Gallery,’ or ‘here are some hotels in the area.’ We benefit from other regional venues, but I feel that we are a wonderful magnet.”
And of course, before they are wowed by the first moment walking in the door, they have come to see the picture-book art. For the permanent collections that the Carle houses, that first impression helps secure its place as a future repository of the genre.
When artists and families of artists come here, Clark said, they see what the Carles have done for the industry, and they want their material to be housed at the museum.
Zora and Les Charles, she a former first-grade teacher and he the co-creator of the TV show Cheers, have a world-renowned collection of children’s books and original artworks. They loaned the body of work to the Carle for an exhibition, but when they first visited the museum, that all changed, and the arrangement became permanent.
“Les walked in the door here and said, ‘oh my God, I had no idea about this space,’” Clark remembered. “Zora said almost immediately, ‘this is where my collection will come.’”
Another couple, Allan and Kendra Daniels, also loaned their collection to the Carle for an exhibition, but have pledged to donate a collection of early works. Clark said such gifts are an important addition to a museum with a very limited acquisitions allotment.
Several artists have agreed to make the Carle the destination for their own archives. Since the museum’s inception, collections from Zwerger, Petra Mathers, Leo Lionni, Antonio Frasconi, and what Clark called “the big enchilada,” the picture-book art of William Steig, have been added. “In many instances,” he added, “we have some of the great titans of the 20th century.”

Back to the Books
At 10 years young, the Carle has accomplished or moved stridently toward meeting many of the goals set forth by the founding members, artists and administrators alike. But Kennedy said that much more is necessary to look ahead.
“From an abstract perspective,” she said, “literature for children is changing so rapidly. I think it’s going to be important for us to carry on a mission to underscore the importance, emotionally, of reading with your children, and the impact it has on them. As wonderful as it is for children to experience other forms of entertainment, that is by all accounts the most enriching experience a child can have.
“And that’s a message that we want to keep out there,” she added.
The Carle will always be dedicated to books on paper, she explained, but will be open to the possibilities beyond. “Because it’s not the medium,” she continued, “it’s the art and the story that will be what stays with you.
“There’s a paradigm shift in the very concept of the modern museum, and that applies to us,” she continued. “You don’t want to think of yourself as merely a destination — that you’re defined by what people see when they walk in your front door. You really want to be a center for representing your mission, which for us means the promotion, presentation, and celebration of picture-book art.”
But chances are that for many years to come, she will still hear guests exclaim upon seeing the Carle for the first time, “I had no idea!”

Ten Points About: Golf & Business Entertainment

By
10 Points Departments

By TERESA A. JUDYCKI, CPA

1. In addition to being ‘ordinary and necessary,’ entertainment expenses must pass another test to be deductible: they must be either directly related to or associated with your business.

2. A ‘directly related’ meal or entertainment either takes place in a clear business setting, or the main purpose is business and there is an expectation of specific benefit, not just goodwill. Business must actually be conducted — meeting, discussion, etc.
3. An expense is ‘associated with’ the conduct of business if the meal or entertainment precedes or follows a substantial business discussion and there is a clear business purpose which may be either to generate new business or to encourage continuation of a business relationship.
4. Lavish or extravagant entertainment is not deductible. The expense must be reasonable in light of the facts and circumstances.

5. The deduction for a skybox or a private luxury box rented for more than one event in the same sports arena is limited to the price of a non-luxury box seat for each seat in the skybox.

6. You cannot deduct more than the face value of a ticket to an entertainment event. This limitation applies equally to amounts paid to scalpers and service fees paid to ticket agencies.
7. Reciprocal meals or entertainment are not deductible (i.e. a group of business associates takes turns picking up the tab).
8. Once the expenditure qualifies, it is only 50% deductible. There are exceptions that include employee summer outings or holiday parties.
9. What about charity golf tournaments? If they qualify as entertainment expenses, charity sports events are not subject to the 50% disallowance as long as the primary purpose is to benefit a charity, the entire net proceeds go to the charity, and the event uses volunteers to perform substantially all the event’s work.

10. Strict substantiation rules must be met. The evidence must support the amount, time and place, business purpose (including the nature and duration of business discussions), and your business relationship to the person entertained.

Terri Judycki is a senior tax manager with the Holyoke-based public accounting firm

Chamber Corners: Upcoming Events

By
Chamber Corners Departments

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

July 21: ERC Board of Directors Meeting, 8 to 9 a.m., the Gardens of Wilbraham, Community Room, Wilbraham.
July 21: Diplomats’ Meeting, 4 to 5 p.m., EDC Conference Room, Springfield.
July 26: ACCGS Golf Tournament, all day, Springfield Country Club, Springfield. Cost: $160 per player or $640 for a foursome.
July 27: WRC Board of Directors Meeting, 8 to 9 a.m., Captain Leonard House, Agawam.

Young Professional Society of Greater Springfield
www.springfieldyps.com  

Aug. 19: Third Thursday, hosted by the Federal, Agawam.

Amherst Area Chamber of Commerce
www.amherstarea.com
See chamber’s Web site for information on upcoming events.

Chicopee Area Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

See chamber’s Web site for information on upcoming events.

Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463

See chamber’s Web site for information on upcoming events.

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

July 30: 26th annual Greater Easthampton Chamber of Commerce Golf Tourney, 9 a.m. shotgun start, scramble. Hosted by Southampton Country Club, Southampton. Major sponsor: Easthampton Savings Bank. Golf with cart, lunch, dinner, gift, contests. Cost: $100 per person or $400 for a foursome. Win a Buick Hole-in-One sponsored by Cernak Buick. Win $10,000 Hole-in-One sponsored by Finck & Perras Insurance.

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376

See chamber’s Web site for information on upcoming events.

Greater Northampton Chamber of Commerce
www.explorenorthampton.com  
(413) 584-1900

See chamber’s Web site for information on upcoming events.

Northampton Area Young Professional Society
www.thenayp.com
(413) 584-1900

July 21: NAYP Leadership Luncheon with Northampton Mayor Mary Clare Higgins, 12 noon to 1:30 p.m., hosted and sponsored by Community Staffing, Northampton. Free to NAYP members. Limited to 15.

Aug. 12: Party with a Purpose, 5 to 8 p.m., hosted by Eighty Jarvis, Holyoke. Come to the park for a cookout, games, and fun. The area nonprofit taking part will be the Alzheimer’s Assoc.

Quaboag Hills Chamber of Commerce
www.qvcc.biz
(413) 283-2418

See chamber’s Web site for information on upcoming events.

South Hadley/Granby Chamber of Commerce
www.shchamber.com
(413) 532-6451

July 19: 7th Annual Amherst Area Chamber of Commerce Golf Tournament, hosted by Hickory Ridge Country Club, benefiting Amherst Regional High School business-education programs. Registration and putting contest at 11 a.m., light lunch at 12:30p.m., shotgun start, scramble format, dinner reception and raffle at 5:30 p.m. Cost: $125 per person or $500 for a foursome.

Greater Westfield Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618

See chamber’s Web site for information on upcoming events.

Briefcase

By
Briefcase Departments

$45.5 Million Broadband Investment Coming To Western Mass.

BOSTON — U.S. Sen. John Kerry, U.S. Commerce Secretary Gary Locke, U.S. Rep. John Olver, U.S. Rep. Richard Neal, and Gov. Deval Patrick were in Greenfield recently for an announcement ceremony to celebrate the $45.5 million federal investment to bring broadband to Western Mass. In recent weeks, Kerry had joined his colleagues in announcing that the Massachusetts Broadband Institute will receive $45.5 million for investment in broadband technologies for 123 underserved or unconnected towns in Western Mass. Currently, millions of Americans lack broadband service because it is either unaffordable or not accessible. In Massachusetts, an estimated 100 small towns — many of them in the western part of the state — are underserved; a few of these communities have no access at all. In communities throughout the region, broadband access connects families to each other, students to educational opportunities, first responders to citizens in times of crisis, job applicants to employers, patients to medical care, and small businesses to customers. The service area contains more than 1 million residents, more than 44,000 businesses, at least 2,100 community anchor institutions, and 3,429 square miles. MassBroadband 123 will create or retain almost 3,000 jobs, half from building and managing the network and half from economic development in these disadvantaged areas and the rest of the region. Under the terms of the federal grant, two-thirds of the broadband project must be completed by 2012, and the entire network built in 2013.

AIM’s Business Confidence Index Rises

BOSTON — The Associated Industries of Massachusetts (AIM) Business Confidence Index added 2.2 points in June to 53.7, continuing its movement into positive ground. The index topped 50 — neutral on its 100-point scale — in May for the first time in more than two years. Massachusetts employers report that current business conditions are now “mildly favorable,” and they are optimistic though “not exuberant” about continued improvement, according to Raymond G. Torto, global chief economist at CB Richard Ellis Group Inc. and chair of AIM’s board of economic advisors. Torto added that employers see Massachusetts’ business conditions keeping pace with or surpassing national conditions, in contrast to the experience in the recovery phase of recent past cycles. The AIM Index was up 4.8 points from its level of June 2008, and within a half-point of its readings from three and four years before. The highest reading in its 18-year-plus history was 68.5, attained on two occasions in 1997-98; its all-time low was 33.3 in February 2009.

Enshrinement 2010 Plans Underway

SPRINGFIELD — The Naismith Memorial Basketball Hall of Fame has announced a weeklong “Celebration of Basketball” festival leading up to Enshrinement 2010, scheduled Aug. 7-14. Organizers believe this year’s enshrinement will include the largest number of Hall of Famers ever assembled in Springfield. Highlights of the week include: a monument unveiling at Mason Square, where the first game of basketball was played; the inaugural Hoops & Heroes Tournament, a first-responders tournament with local and regional representation from police, fire, and other agencies benefiting Special Olympics Massachusetts; a Wheelchair Basketball Celebration at the Hall featuring the USA Gold Medal-winning Wheelchair Paralympics Team; a Children’s Day featuring basketball clinics with NBA and collegiate players; a 96-team AAU National Tournament presented by the Chris Paul Foundation, and many other public events surrounding the induction of the Class of 2010. For a complete list of all events or to purchase tickets, visit www.hoophall.com.

Arts & Soles Project Features Giant Sneakers

SPRINGFIELD — Community leaders and artists were on hand July 8 to welcome the arrival of 20 six-foot-high sneakers to be installed around the downtown area once they are decorated. The huge fiberglass footwear will serve as canvases for artists chosen through the Arts & Soles public art project to answer the question, “What Makes Springfield Great?” The event also celebrated the opening of the Main Street studio, a site vacant for years, which will provide a creative space for the participating artists, who hail from Springfield, UMass Amherst, and around the Pioneer Valley. Artists have until the first week of August to finish their sneakers, which will be installed at various locations around downtown. After three months, the sneakers will be auctioned off at a community event to bene

Chamber Corners: Upcoming Events

By
Chamber Corners Departments

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

July 6: Springfield Chamber of Commerce Board of Directors Meeting, 12 noon to 1 p.m., TD Bank Conference Center, Springfield.

July 9: ACCGS Legislative Steering Committee, 8 to 9 a.m., TD Bank Conference Center, Springfield.

July 15: ACCGS Board of Directors Meeting, 8 to 9 a.m., TD Bank Conference Center, Springfield.

July 21: ERC Board of Directors Meeting, 8 to 9 a.m., the Gardens of Wilbraham, Community Room, Wilbraham.

July 21: Diplomats’ Meeting, 4 to 5 p.m., EDC Conference Room, Springfield.

July 26: ACCGS Golf Tournament, all day, Springfield Country Club, Springfield. Cost: $160 per player or $640 for a foursome.

July 27: WRC Board of Directors Meeting, 8 to 9 a.m., Captain Leonard House, Agawam.

Young Professional Society of Greater Springfield
www.springfieldyps.com  
n July 15: Third Thursday, hosted by The Delaney House, Holyoke.

Amherst Area Chamber of Commerce
www.amherstarea.com
See chamber’s Web site for information on upcoming events.

Chicopee Area Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

July 15: Red Sox Bus Trip to Fenway Park vs. Texas Rangers, 7:10 p.m. Cost: $105 per person includes ticket to the game, round-trip bus fare, and tip for the driver. Call the chamber for more information or to purchase tickets.

Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463
See chamber’s Web site for information on upcoming events.

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

July 14: Networking by Night Business Card Exchange, “Water Ski Show Night,” 5 to 7 p.m., hosted by Oxbow Water Ski Show Team, 100 Old Springfield Road, Northampton. Sponsored by Bay State Gas. Gala water-ski show, door prizes, hors d’ouevres, host beer and wine. Cost: $5 for members, $15 for non-members.

July 30: 26th annual Greater Easthampton Chamber of Commerce Golf Tourney, 9 a.m. shotgun start, scramble. Hosted by Southampton Country Club, Southampton. Major sponsor: Easthampton Savings Bank. Golf with cart, lunch, dinner, gift, contests. Cost: $100 per person or $400 for a foursome. Win a Buick Hole-in-One sponsored by Cernak Buick. Win $10,000 Hole-in-One sponsored by Finck & Perras Insurance.

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376
See chamber’s Web site for information on upcoming events.

Greater Northampton Chamber of Commerce
www.explorenorthampton.com  
(413) 584-1900

July 7: Arrive@5, 5 to 7 p.m., Seth Mias Catering at Northampton Country Club. Cost: $10 for members

Northampton Area Young Professional Society
www.thenayp.com
(413) 584-1900

July 11: NAYP Party with a Purpose Family Day, 1 to 5 p.m., Look Memorial Park, Willow Brook Shelter. Cookout, games, and fun. Cost: $5 for NAYP members, $10 for guests, $2 for children.

Quaboag Hills Chamber of Commerce
www.qvcc.biz
(413) 283-2418
See chamber’s Web site for information on upcoming events.

South Hadley/Granby Chamber of Commerce
www.shchamber.com
(413) 532-6451

July 19: 7th Annual Amherst Area Chamber of Commerce Golf Tournament, hosted by Hickory Ridge Country Club, benefiting Amherst Regional High School business-education programs. Registration and putting contest at 11 a.m., light lunch at 12:30 p.m., shotgun start, scramble format, dinner reception and raffle at 5:30 p.m. Cost:  $125 per person or $500 for a foursome.

Three Rivers Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425
See chamber’s Web site for information on upcoming events.

Greater Westfield Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618
See chamber’s Web site for information on upcoming events.

By
Departments

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

June 28: WRC 7th Annual Golf Tournament, 10 a.m. to 6 p.m., hosted by Crestview Country Club, Agawam. Call the chamber for more information.

July 6: Springfield Chamber of Commerce Board of Directors Meeting, 12 noon to 1 p.m., TD Bank Conference Center, Springfield.

July 9: ACCGS Legislative Steering Committee, 8 to 9 a.m., TD Bank Conference Center, Springfield.

July 15: ACCGS Board of Directors Meeting, 8 to 9 a.m., TD Bank Conference Center, Springfield.

July 21: ERC Board of Directors Meeting, 8 to 9 a.m., the Gardens of Wilbraham, Community Room, Wilbraham.

July 21: Diplomats’ Meeting, 4 to 5 p.m., EDC Conference Room, Springfield.

July 26: ACCGS Golf Tournament, all day, Springfield Country Club, Springfield. Cost: $160 per player or $640 for a foursome.

July 27: WRC Board of Directors Meeting, 8 to 9 a.m., Captain Leonard House, Agawam.

Young Professional
Society of Greater Springfield
www.springfieldyps.com   

July 15: Third Thursday, hosted by The Delaney House, Holyoke.

Amherst Area
Chamber of Commerce
www.amherstarea.com

June 23: After Five New Member Reception, 5 to 7 p.m., recognizing J.F. Conlon & Associates; Prudential Sawicki Real Estate; Ziomek & Ziomek; Blair, Cutting & Smith Insurance. Sponsored by Whirlwind Fine Garden Design, the Center for Extended Care, and Greenfield Savings Bank. Cost: $5 for members, $10 for non-members.

Chicopee Area
Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

July 15: Red Sox Bus Trip to Fenway Park vs. Texas Rangers, 7:10 p.m. Cost: $105 per person includes ticket to the game, round-trip bus fare, and tip for the driver. Call the chamber for more information or to purchase tickets.

Franklin County
Chamber of Commerce
www.franklincc.org
(413) 773-5463

See chamber’s Web site for information on upcoming events.

Greater Easthampton
Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

July 14: Networking by Night Business Card Exchange, “Water Ski Show Night,” 5 to 7 p.m., hosted by Oxbow Water Ski Show Team, 100 Old Springfield Road, Northampton. Sponsored by Bay State Gas. Gala water-ski show, door prizes, hors d’ouevres, host beer and wine. Cost: $5 for members, $15 for non-members.

July 30: 26th annual Greater Easthampton Chamber of Commerce Golf Tourney, 9 a.m. shotgun start, scramble. Hosted by Southampton Country Club, Southampton. Major sponsor: Easthampton Savings Bank. Golf with cart, lunch, dinner, gift, contests. Cost: $100 per person or $400 for a foursome. Win a Buick Hole-in-One sponsored by Cernak Buick. Win $10,000 Hole-in-One sponsored by Finck & Perras Insurance.

Greater Holyoke
Chamber of Commerce
www.holycham.com
(413) 534-3376
See chamber’s Web site for information on upcoming events.

Greater Northampton
Chamber of Commerce
www.explorenorthampton.com  
(413) 584-1900

July 7: Arrive@5, 5 to 7 p.m., Seth Mias Catering at Northampton Country Club. Cost: $10 for members

Northampton Area
Young Professional Society
www.thenayp.com
(413) 584-1900

July 11: NAYP Party with a Purpose Family Day, 1 to 5 p.m., Look Memorial Park, Willow Brook Shelter. Cookout, games, and fun. Cost: $5 for NAYP members, $10 for guests, $2 for children.

Quaboag Hills
Chamber of Commerce
www.qvcc.biz
(413) 283-2418
See chamber’s Web site for information on upcoming events.

South Hadley/Granby
Chamber of Commerce
www.shchamber.com
(413) 532-6451

July 19: 7th Annual Amherst Area Chamber of Commerce Golf Tournament, hosted by Hickory Ridge Country Club, benefiting Amherst Regional High School business-education programs. Registration and putting contest at 11 a.m., light lunch at 12:30 p.m., shotgun start, scramble format, dinner reception and raffle at 5:30 p.m. Cost:  $125 per person or $500 for a foursome.

Three Rivers
Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425
See chamber’s Web site for information on upcoming events.

Greater Westfield
Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618
See chamber’s Web site for information on upcoming events.

By
Departments

Travelers Recognizes Sumner & Toner Agency

LONGMEADOW — The Sumner & Toner Insurance Agency was recently recognized by Travelers as one of 20 agencies in the country to receive its prestigious Insurance Agency of the Year Award. Firms are chosen based on their goals for long-term profitable growth, dedication to high-quality customer service, and commitment to Travelers. “The Sumner & Toner Insurance Agency demonstrates the highest level of motivation and commitment,” said Greg Toczydlowski, president of personal insurance for Travelers, in a prepared statement. Toczydlowski added that Travelers “truly values” the partnership they’ve developed with the local firm. Established in 1933, Sumner & Toner Insurance Agency is an independent provider of comprehensive auto, home, professional liability, and life insurance. In 2008, partners Warren Sumner and Bill Toner created a dual father-and-son family business with sons Bud Sumner and Jack Toner. The next generation of Sumner & Toner, they say, serve as the company’s sales representatives and are helping to lead the company into the 21st century.

MMWEC Redesigns Public Web Site

LUDLOW — The Mass. Municipal Wholesale Electric Co. (MMWEC) has redesigned its public Web site with the goal of bringing greater efficiency to its Web-site management and improving content to online visitors. The Web site, www.mmwec.org, provides a “fresh and sophisticated look” at MMWEC’s history, programs, and services as well as recent news, financial reports, and information about energy assets and renewable-energy initiatives, according to MMWEC CEO Ronald C. DeCurzio. The site also features improved navigation and a search function, making it simpler for visitors to find specific information that is enhanced with graphic detail. The new site is updated using a customized content-management system, giving authorized individuals the ability to update and publish Web pages as needed from any location with Internet access. In addition, the site is search-engine-optimized to direct more users to the site based on their search-engine queries. MMWEC is a nonprofit, public corporation and political subdivision of the Commonwealth of Massachusetts that provides a variety of power-supply, financial, risk-management, and other services to the state’s consumer-owned, municipal utilities.

STCC, Balise Create Partnership for Students

SPRINGFIELD — Balise Motor Sales recently donated $25,000 toward the purchase of a state-of-the-art Hunter vehicle-alignment lift for the Automotive Technology Department at Springfield Technical Community College (STCC). The lift will introduce students to real-world diagnostic equipment to better prepare them for their careers in automotive technology, according to Raymond Sbriscia, chairman of the Automotive Technology Department. Sbriscia noted that the lift will be an integral part of the education and training students receive. The college also has a relationship with the Hunter Engineering Co., the manufacturer of the lift and other automotive-repair equipment. Hunter uses the STCC facility as a training and demonstration center for repair companies throughout the region and neighboring states. In return, STCC receives the latest, highest-quality equipment in the industry. Michael Balise, vice president, noted that Balise Motor Sales is always in need of talented automotive technicians who have computer and electronics training in addition to the traditional mechanical training. During the first year at STCC, students work mostly in the lab, diagnosing and fixing problems. At the end of the first year, students receive a certificate of completion. Students can then either join the workforce or continue on to the second year of study and receive an associate’s degree in automotive technology. Only 22 students are accepted into a new class, so the competition is “fierce,” according to STCC officials.

“Hackman” Retires after 48 Years

EAST LONGMEADOW — Lee “Hackman” Breton recently retired from LENOX after a 48-year career that started out on the manufacturing floor. In 1962, Breton was credited with manufacturing the first bi-metal reciprocating saw blade entirely by hand. His career took a dramatic change in 1981 when the LENOX sales team asked him if he thought he could cut a car in half with the new Hackmaster hacksaw blades to show off their superior strength and durability. He accepted and met this challenge, which turned out to be the first of hundreds of car cuts — earning him his nickname. From that day forward, being Hackman became his full-time job. Over the years, Breton traveled the world as Hackman, demonstrating the strength and durability of LENOX Tools by cutting more than 500 cars and other items, including an oil tank truck, cargo plane, boxcar, house, armored car, and even a bus at Super Bowl XXXIIII in 1999. Rich Mathews, vice president of marketing and new business for LENOX, noted that Breton exemplified the LENOX brand with his trademark car cuts, and was always willing and able to help out the company with anything and everything. “He will forever be considered a great employee as well as the best ambassador for the LENOX brand that we ever could ask for,” said Mathews. Breton’s last day at LENOX was May 28.

Café Lebanon Celebrates 10 Years in Business

SPRINGFIELD — Nadim Kashouh, owner of Café Lebanon, recently invited customers and friends to a complimentary 10-year celebration extravaganza at the 1390 Main St. restaurant to thank everyone for their patronage over the years. Kashouh serves Lebanese and Mediterranean cuisine in what he calls “an elegant, yet relaxed atmosphere.” Café Lebanon also offers catering for weddings; showers; anniversary, birthday, and graduation parties; bereavement gatherings; holiday events; business meetings; and corporate events. Kashouh maintains a second Café Lebanon restaurant in the center of East Longmeadow at 60 Shaker Road.

Doing Business in: Westfield

By
Lisa McMahon
Features
Former Manufacturing Center Boasts Diversity
Lisa McMahon

Lisa McMahon says the downtown area is experiencing unprecedented growth.

Lynn Boscher says anyone looking to establish or relocate a business should set their sights on Westfield.
“The city has it all,” said the director of the Greater Westfield Chamber of Commerce. “What makes it ideal is that is has easy access to the Mass Turnpike and Route 91, which draws traffic from the surrounding areas. We have our own short-line railroad and city-owned airport that can handle any type of plane, including 747s, and there is a wide range of commerical space available that ranges from downtown storefronts to land suited for industrial development.
“Westfield State College is here, and Holyoke Community College is just over the hill, so there is a good educational system,” he continued. “Plus, there is a good cross-section of housing in virtually all price ranges.”
The so-called Whip City — buggy whips were once manufactured there — boasts a streamlined permitting process, and in the past five years, the tax rate has become more competitive to attract businesses, Boscher said. “Plus, there are two hotels right off the turnpike. And Westfield is also becoming known for its restaurants, culture, entertainment, and shopping; there has been an influx of people due to the quality of life here.”
Frank Demarinis is president and project engineer for Sage Engineering and Contracting Inc. in Westfield. His recent projects include a building which houses Root’s Gymnastics (operated by his wife, Kari), along with All Star Dance Center, owned by Kim Starsiak, and Westfield Infant and Toddler Service. He has a day-care center next door to that building which is under construction and set to open in September.
Demarinis established his company in Westfield six years ago and was able to get a tax incentive from the state because the area is slated for economic development. He said other communities have a limited amount of land available for building compared to Westfield.
“Because of the amount of land here and the tax incentive, it’s an ideal location to start a business,” he said. “Plus, the town does its best to help and is very open to new industries that bring jobs to the community.”
Kari Demarinis opened her gymnastics business in March 2008 and has already expanded from 12,000 to 19,000 square feet. “Westfield has always been a big sports town, and we felt this was a great central location,” she said. “My husband and I looked at the map before I started my business here. Westfield has a small-community feel, and our kids go to school here through the School Choice program, although we live in Montgomery.
“The city is filled with hardworking people who support small businesses,” she added, noting that the Parks and Recreation Department conducts programs in her gym.
Lisa McMahon agrees. “The most wonderful thing about Westfield is its community spirit,” said the executive director of the Westfield Business Improvement District.
A plethora of events, ranging from concerts on the green to entaintainment offerings sponsored by BID and the nonprofit volunteer organization Westfield on Weekends, highlight businesses as well as the community. “Westfield is a big land mass, but it has such a small-town feel,” McMahon said. “People care about their neighbors here, and you can get an urban feel and suburbia all in the same town.”
Starsiak’s dance studio was in North Plaza for 13 years and doubled in size when she moved into Demarinis’ building. “I’ve lived here all my life, and this is a hometown community,” she said, talking about the blood drive her business is sponsoring. “Doing this goes hand-in-hand with the fact that Westfield is very family-oriented. Every month there are new housing developments going up, and since we are only one and a half miles from the turnpike, we draw business from Southampton, Northampton, Holyoke, and Easthampton. Westfield borders the hilltowns, so we also draw business from Westhampton and Montgomery.”
Starsiak has found city officials and other business owners do all they can to promote each other’s success. “We all have a vision to make it a very healthy and welcoming community,” she said. “One of the big attractions is that everyone wants to support each other. Westfield is a city where business owners are very united and our business is growing, which has a lot to do with businesses working together.”
Westfield’s Business Improvement District includes 190 downtown properties. Two years ago, the agency put signs in empty storefronts which read, “this building isn’t empty. It’s full of opportunity.”
The marketing ploy resulted in many calls, and a number of properties were rented as a result. But right now is even an better time for businesses to move downtown because of the changes occurring there over the next 18 months, McMahon said. “We are undergoing an incredible transformation and are poised for growth.”
Storefronts on Main and Elm streets are undergoing renovations and will soon be ready for rent. But perhaps the main reason to locate a business downtown is because hundreds of students from Westfield State College will soon move into apartments there.
Steady growth in enrollment at the college led to an increased demand for student housing that exceeded the school’s on-campus housing capacity, so the plan is to house students in leased apartment space downtown.
The first group is scheduled to move into a building on Thomas Street in the fall. “By September of 2011, the building will be full. The college is also looking at Washington Street and plans to renovate a building there which will house 90 students,” McMahon said. BID has been meeting with a group of students who say they would like to see retail clothing shops, bistros, and restaurants downtown.
In addition, the $60 million Great River Bridge project is almost finished. The old camel-back truss bridge, which provides a north-south crossing over the river, used to be a bottleneck for traffic. A new bridge was built that runs parallel to the old one, and both will be open soon, along with a small park on both sides and a new train bridge slightly higher up, as trucks used to get stuck under the old one.
“At the same time, private development is taking place on Main Street and at the corner of Broad and Court streets, which will add new downtown office space,” said McMahon. “Infrastructure has also begun on Main Street, and the downtown green is undergoing a makeover. Three historic buildings are also being renovated on Elm Street, which will have commercial space on the first floors and 19 affordable-housing units above that space.”
To add to downtown’s culture, the college opened an art gallery there, and an artists’ cooperative recently set up shop. “There is so much happening, and downtown is really poised to pop within the next 18 to 24 months. So it’s a great time to plan,” she said.
Frank Demarinis says the downtown revitalization will affect all of the businesses in Westifield. “It’s a really good idea,” he said, “a positive thing which will have a trickle-down effect.”

Room for Improvement

By
Lewis Kiesler
Sections Supplements
Hoteliers Are Doing Better, But Still Have Reservations

Lewis Kiesler

Lewis Kiesler says today’s short booking window makes it difficult to predict future hotel stays.

It’s been a rough few years for area hoteliers, who have seen the recession and soaring gas prices take big bites out of both corporate and leisure bookings. But 2010 is off to a decent start, and there is optimism that the upward swing will continue as the sector heads into its busiest seasons.

Lewis Kiesler was talking about how the hotel industry has fared since the economy crashed and how it has affected leisure travel.
“People are making arrangements at the last minute. You can enter a month that looks weak, then have people call up on a Wednesday and say they plan to arrive on Friday. It makes it very difficult to manage things when you don’t have advance bookings,” said Kiesler, president and general manager of the Cranwell Resort, Spa and Golf Course in Lenox.

His sentiments reflect those of other hoteliers across Western Mass., who say it is extremely difficult to predict what the rest of the year will hold. They hope things will improve, because 2009 was fraught with uncertainty as companies cut back on business travel and turned to vehicles such as Webinars in lieu of holding conferences in hotels. To make matters worse, the number of group tours fell, and people stopped booking hotel stays weeks in advance.
“We are seeing more business that is short-term than in the past. We don’t like it, but it’s a reality,” said Paul Picknelly, president of the Sheraton Springfield Monarch Place, who also owns the Hilton Garden Inns in Springfield and Worcester and the Country Inn and Suites in Holyoke.
Connie Foster, director of sales for the Pioneer Valley Hotel Group, which includes the Comfort Inn and Suites in Ludlow and the Hampton Inn and Comfort Inn in Hadley, says that, instead of making reservations two weeks to two months in advance, people are now calling two days to two weeks ahead. Even motorcoach tours, which used to book 18 months out, are booking only three to four months ahead.
“That business has gotten better, but there are fewer tours. People are making sure they have money in their hands before they are confirming trips,” said Foster.
Roughly half of the bus tours scheduled to stay at The Crowne Plaza in Pittsfield last fall cancelled, said General Manager Chuck Burnick. That was especially significant since October is normally a strong month due to the popularity of foliage tours in the Berkshires.
“Last year was the worst year I have seen in the past 10 years,” he told BusinessWest. “It got bad after 9/11, but it only lasted for a few months. This year we are up about 4% in occupancy, which is not great, and we are cautiously optimistic. But it’s really hard to predict the future because of the short booking window.”
Many business conferences were cancelled last year, and hoteliers said it was not unusual to see multiple-day conference schedules changed to single-day events. It didn’t help that most of those who did stick to multi-day conferences cut back on extra bonuses.
“It all comes into play,” Picknelly said. “Corporate clients scaled back in terms of conventions, and attendence was down. They continued to come here, but only had about 80% participation. Some groups cancelled breakfast or held one social hour instead of two.”
Foster has seen the tide of corporate travel ebb over the past three years. “Business travel still hasn’t picked up to where it was in 2007,” she said. “But it is increasing slowly, which is very promising.”
In fact, the EASTEC 2010 conference staged late last month in West Springfield was so successful that hotels in the area sold out. “This year, we were at 100% capacity,” Picknelly said. “We are seeing fewer and fewer cancellations and doing better than we did last year. It is still a little slower than we want it to be, but we are doing well.”

Guarded Measures
Still, it has become critical for hoteliers to maintain a vigilant watch over trends in the industry. They are keeping a close eye on competitors and hoping mainstays such as youth sports, the Big E, the Basketball Hall of Fame enshrinement, and other annual scheduled events, coupled with a pent-up desire on the part of the public to travel, will result in numbers that mirror or exceed those seen in 2009.
But they aren’t banking on anything.
“No one knew what would happen this year,” said Bill Hess, general manager of the Springfield Marriott. “We have stablized, and I think the second half of the year will be better. But if I look at the next six weeks, it’s a little soft. We are looking 90 days out to make sure we are priced properly.”
Kiesler believes there is some pent-up demand for travel and people are starting to feel better about spending. “But the whole thing is fragile because of the world picture,” he said, referring to problems in Europe and elsewhere. “I’m cautiously optimistic and hope it’s not just an aberration.”
In order to stay in the game, some hotels have had to cut their rates. Others refuse to do so, and all report working hard to avoid layoffs so they can continue to deliver services that insure guests have pleasant stays.
“We didn’t reduce rates because we felt it was important not to have a fire sale,” Hess said about the Springfield Marriott. “But we made sure all appropriate discount channels were open and value was there for people who were willing to plan ahead.”
Access to Internet specials and Web sites that allow people to compare rates has also fueled competition. “People have become very savvy. We used to say, ‘this is the rate,’ but now people call and tell us they have found a lower rate somewhere else and ask if we can match it,” Foster said, explaining that some hotels are offering people a low introductory rate, then doubling it for return visits.
“It’s scary, and the general feeling is that, when business is down, you need to lower your rates. But if I did so, I would have to reduce services and take things away, and we are trying not to do that,” she said. “I’m a big fan of value integrity.”
Unfortunately, some operations found they had no choice.
“We had to lower our rates last year to be competitive, but now we are trying to get back to where we were,” Kiesler said about Cranwell. Burnick said the Crowne Plaza reduced its rates slightly last summer, during a time period when they normally would have risen.
Bill Brown also reported a rate reduction. He is the director of sales and marketing for the Welcome Group Inc., which includes the Hampton Inn in West Springfield and the Enfield Crowne Plaza, which the Welcome Group purchased last September. It is undergoing a $1 million renovation and conversion to a Holiday Inn, which should be completed by mid-July.
Brown says he feels 100% more optimistic about business growth than he did last year. “I think people are beginning to have a little more faith in the future and think the worst is behind them,” he said.
But he believes 9/11 and the radical downturn in the economy in 2008 resulted in caution in the corporate and leisure travel populations, and he feels that is unlikely to change. “In the past, people made decisions about where to stay based on location, amenities, or luxury without even blinking an eye,” he said. “Now, people who used to spend $139 for a room are spending $99. So the whole hotel community has had to react.”

Forging Ahead
Although 2009 was difficult, Picknelly said, the Sheraton spent more than $3 million last year renovating its facilities. Improvements included refurbishing guest rooms and meeting spaces, as well as adding a free, state-of-the art business center called the Sheraton Link.
“Our commitment to customer service is paramount, and our customers have been very pleased with our investment,” he said, adding that it resulted in an increase in business.
Picknelly chose not to eliminate sales staff, although other hotel chains did so due to a lack of performance results.
He said the Sheraton has a joint marketing program with Six Flags, and business has increased over the past few weeks, which he attributes in part to fuel prices. “When gas approached $4 a gallon, it changed people’s travel plans,” he said. “Fuel has stabilized, which is a positive thing for us, because it’s no longer a concern for the average family. I think stay-cations are behind us now.”
The Basketball Hall of Fame moved its enshrinement ceremonies to August this year, which should help. They are usually staged after Labor Day, and Picknelly and other hotel owners are hopeful that families will be able to enjoy it this summer and extend their stays to visit area attactions. “We are pleased that they changed it to August,” he said. “It’s much more family-friendly and should result in an increase for restaurants and hotels.”
Hess is also hopeful about the second half of 2010. “The social segment of our business has been consistent. People are still getting married and having bar and bat mitzvahs and retirement parties. I think that will help offset the corporate decline and will allow us to finish close to last year,” he said. “Youth sports are still strong as teams have to travel to compete, and there are events coming up in the fall such as the Big E and the Tip Off Classic at Thanksgiving.”
Foster expects her group’s numbers to be up 2% to 3% percent over last year. “If they get up to 4% or 5%, I’ll be ecstatic,” she said.
Although 2009 was difficult, and the first quarter of this year was somewhat stagnant, Brown said his group’s numbers are running parallel to last year when they ranked second in occupancy rate among local competitors. “A lot is due to the economic climate, but the Hampton Inn in West Springfield was one of the market leaders in our competitive set. That means we did a very good job with our market strategies,” he said.
“Our business revenues are still behind 2009, but from April to June we saw some significant rebound, which is a good indication. We also got more inquiries in the second quarter, although the corporate market is still cautious about how they want to spend their dollars.”
He echoed Picknelly, saying a key ingredient to growth will revolve around the type of season that Six Flags, the Basketball Hall of Fame, and the Big E have.
“If these premier attractions generate more activity than in the past, it will be a clear sign that people are traveling — that the leisure traveler is back on the road again,” he said. “Everyone came into the first quarter hesitant, but the winter months are typically slow in Western Mass.”
Hotels in the Berkshires also have their eye on the future. Kiesler says advance bookings for July and August are ahead of last year in both the business and leisure arenas. “We survived 2009, and over the last few months we have seen a significant increase over last year’s bookings,” he said. “Tanglewood is reporting their advance sales are ahead of last year, which is a huge draw for business in the Berkshires.
“Everyone in the U.S. who is in the hospitality business has gone through a rough time, but things are coming back,” he continued. “It’s only June, and we have already exceeded our budget for groups for the year. The lead time is short, but we are cautiously optimistic that, if we see last-minute bookings, we will be in pretty good shape.”

Chamber Corners: Upcoming Events

By
Chamber Corners Departments

ACCGS
www.myonlinechamber.com
(413) 787-1555
n June 28: WRC 7th Annual Golf Tournament, 10 a.m. to 6 p.m., hosted by Crestview Country Club, Agawam. Call the chamber for more information.
n July 6: Springfield Chamber of Commerce Board of Directors Meeting, 12 noon to 1 p.m., TD Bank Conference Center, Springfield.
n July 9: ACCGS Legislative Steering Committee, 8 to 9 a.m., TD Bank Conference Center, Springfield.
n July 15: ACCGS Board of Directors Meeting, 8 to 9 a.m., TD Bank Conference Center, Springfield.
n July 21: ERC Board of Directors Meeting, 8 to 9 a.m., the Gardens of Wilbraham, Community Room, Wilbraham.
n July 21: Diplomats’ Meeting, 4 to 5 p.m., EDC Conference Room, Springfield.
July 26: ACCGS Golf Tournament, all day, Springfield Country Club, Springfield. Cost: $160 per player or $640 for a foursome.
n July 27: WRC Board of Directors Meeting, 8 to 9 a.m., Captain Leonard House, Agawam.

Young Professional
Society of Greater Springfield
www.springfieldyps.com
n July 15: Third Thursday, hosted by The Delaney House, Holyoke.

Amherst Area
Chamber of Commerce
www.amherstarea.com
n June 23: After Five New Member Reception, 5 to 7 p.m., recognizing J.F. Conlon & Associates; Prudential Sawicki Real Estate; Ziomek & Ziomek; Blair, Cutting & Smith Insurance. Sponsored by Whirlwind Fine Garden Design, the Center for Extended Care, and Greenfield Savings Bank. Cost: $5 for members, $10 for non-members.

Chicopee Area
Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101
n July 15: Red Sox Bus Trip to Fenway Park vs. Texas Rangers, 7:10 p.m. Cost: $105 per person includes ticket to the game, round-trip bus fare, and tip for the driver. Call the chamber for more information or to purchase tickets.
 
Franklin County
Chamber of Commerce
www.franklincc.org
(413) 773-5463
See chamber’s Web site for information on upcoming events.

Greater Easthampton
Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414
n July 14: Networking by Night Business Card Exchange, “Water Ski Show Night,” 5 to 7 p.m., hosted by Oxbow Water Ski Show Team, 100 Old Springfield Road, Northampton. Sponsored by Bay State Gas. Gala water-ski show, door prizes, hors d’ouevres, host beer and wine. Cost: $5 for members, $15 for non-members.
n July 30: 26th annual Greater Easthampton Chamber of Commerce Golf Tourney, 9 a.m. shotgun start, scramble. Hosted by Southampton Country Club, Southampton. Major sponsor: Easthampton Savings Bank. Golf with cart, lunch, dinner, gift, contests. Cost: $100 per person or $400 for a foursome. Win a Buick Hole-in-One sponsored by Cernak Buick. Win $10,000 Hole-in-One sponsored by Finck & Perras Insurance.

Greater Holyoke
Chamber of Commerce
www.holycham.com
(413) 534-3376
See chamber’s Web site for information on upcoming events.

Greater Northampton
Chamber of Commerce
www.explorenorthampton.com
(413) 584-1900
n July 7: Arrive@5, 5 to 7 p.m., Seth Mias Catering at Northampton Country Club. Cost: $10 for members

Northampton Area
Young Professional Society
www.thenayp.com
(413) 584-1900
n July 11: NAYP Party with a Purpose Family Day, 1 to 5 p.m., Look Memorial Park, Willow Brook Shelter. Cookout, games, and fun. Cost: $5 for NAYP members, $10 for guests, $2 for children.

Quaboag Hills
Chamber of Commerce
www.qvcc.biz
(413) 283-2418
See chamber’s Web site for information on upcoming events.

South Hadley/Granby
Chamber of Commerce
www.shchamber.com
(413) 532-6451
n July 19: 7th Annual Amherst Area Chamber of Commerce Golf Tournament, hosted by Hickory Ridge Country Club, benefiting Amherst Regional High School business-education programs. Registration and putting contest at 11 a.m., light lunch at 12:30 p.m., shotgun start, scramble format, dinner reception and raffle at 5:30 p.m. Cost:  $125 per person or $500 for a foursome.

Three Rivers
Chamber of Commerce
www.threeriverschamber.org
(413) 283-6425
See chamber’s Web site for information on upcoming events.

Greater Westfield
Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618
See chamber’s Web site for information on upcoming events.

Company Notebook

By
Company Notebook Departments

Travelers Recognizes Sumner & Toner Agency
LONGMEADOW — The Sumner & Toner Insurance Agency was recently recognized by Travelers as one of 20 agencies in the country to receive its prestigious Insurance Agency of the Year Award. Firms are chosen based on their goals for long-term profitable growth, dedication to high-quality customer service, and commitment to Travelers. “The Sumner & Toner Insurance Agency demonstrates the highest level of motivation and commitment,” said Greg Toczydlowski, president of personal insurance for Travelers, in a prepared statement. Toczydlowski added that Travelers “truly values” the partnership they’ve developed with the local firm. Established in 1933, Sumner & Toner Insurance Agency is an independent provider of comprehensive auto, home, professional liability, and life insurance. In 2008, partners Warren Sumner and Bill Toner created a dual father-and-son family business with sons Bud Sumner and Jack Toner. The next generation of Sumner & Toner, they say, serve as the company’s sales representatives and are helping to lead the company into the 21st century.

MMWEC Redesigns
Public Web Site
LUDLOW — The Mass. Municipal Wholesale Electric Co. (MMWEC) has redesigned its public Web site with the goal of bringing greater efficiency to its Web-site management and improving content to online visitors. The Web site, www.mmwec.org, provides a “fresh and sophisticated look” at MMWEC’s history, programs, and services as well as recent news, financial reports, and information about energy assets and renewable-energy initiatives, according to MMWEC CEO Ronald C. DeCurzio. The site also features improved navigation and a search function, making it simpler for visitors to find specific information that is enhanced with graphic detail. The new site is updated using a customized content-management system, giving authorized individuals the ability to update and publish Web pages as needed from any location with Internet access. In addition, the site is search-engine-optimized to direct more users to the site based on their search-engine queries. MMWEC is a nonprofit, public corporation and political subdivision of the Commonwealth of Massachusetts that provides a variety of power-supply, financial, risk-management, and other services to the state’s consumer-owned, municipal utilities.

STCC, Balise Create Partnership for Students
SPRINGFIELD — Balise Motor Sales recently donated $25,000 toward the purchase of a state-of-the-art Hunter vehicle-alignment lift for the Automotive Technology Department at Springfield Technical Community College (STCC). The lift will introduce students to real-world diagnostic equipment to better prepare them for their careers in automotive technology, according to Raymond Sbriscia, chairman of the Automotive Technology Department. Sbriscia noted that the lift will be an integral part of the education and training students receive. The college also has a relationship with the Hunter Engineering Co., the manufacturer of the lift and other automotive-repair equipment. Hunter uses the STCC facility as a training and demonstration center for repair companies throughout the region and neighboring states. In return, STCC receives the latest, highest-quality equipment in the industry. Michael Balise, vice president, noted that Balise Motor Sales is always in need of talented automotive technicians who have computer and electronics training in addition to the traditional mechanical training. During the first year at STCC, students work mostly in the lab, diagnosing and fixing problems. At the end of the first year, students receive a certificate of completion. Students can then either join the workforce or continue on to the second year of study and receive an associate’s degree in automotive technology. Only 22 students are accepted into a new class, so the competition is “fierce,” according to STCC officials.

“Hackman” Retires
after 48 Years
EAST LONGMEADOW — Lee “Hackman” Breton recently retired from LENOX after a 48-year career that started out on the manufacturing floor. In 1962, Breton was credited with manufacturing the first bi-metal reciprocating saw blade entirely by hand. His career took a dramatic change in 1981 when the LENOX sales team asked him if he thought he could cut a car in half with the new Hackmaster hacksaw blades to show off their superior strength and durability. He accepted and met this challenge, which turned out to be the first of hundreds of car cuts — earning him his nickname. From that day forward, being Hackman became his full-time job. Over the years, Breton traveled the world as Hackman, demonstrating the strength and durability of LENOX Tools by cutting more than 500 cars and other items, including an oil tank truck, cargo plane, boxcar, house, armored car, and even a bus at Super Bowl XXXIIII in 1999. Rich Mathews, vice president of marketing and new business for LENOX, noted that Breton exemplified the LENOX brand with his trademark car cuts, and was always willing and able to help out the company with anything and everything. “He will forever be considered a great employee as well as the best ambassador for the LENOX brand that we ever could ask for,” said Mathews. Breton’s last day at LENOX was May 28.
Café Lebanon Celebrates
10 Years in Business
SPRINGFIELD — Nadim Kashouh, owner of Café Lebanon, recently invited customers and friends to a complimentary 10-year celebration extravaganza at the 1390 Main St. restaurant to thank everyone for their patronage over the years. Kashouh serves Lebanese and Mediterranean cuisine in what he calls “an elegant, yet relaxed atmosphere.” Café Lebanon also offers catering for weddings; showers; anniversary, birthday, and graduation parties; bereavement gatherings; holiday events; business meetings; and corporate events. Kashouh maintains a second Café Lebanon restaurant in the center of East Longmeadow at 60 Shaker Road.

By
Departments

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

June 9: ACCGS After 5, 5 to 7 p.m., hosted by the Delaney House, Holyoke. Cost: members $10, non-members $15.

June 10: ACCGS Annual Meeting, 11:30 a.m. to 1 p.m., hosted by Springfield Marriott. Keynote speaker: Stephen Moore of the Wall Street Journal. Cost: members $40, non-members $60.

June 28: WRC 7th Annual Golf Tournament, 10 a.m. to 6 p.m., hosted by Crestview Country Club, Agawam. Call the chamber for more information.

Young Professional Society of Greater Springfield
www.springfieldyps.com   

June 17: YPS Third Thursday, hosted by Pazzo Restaurant, Springfield. See Web site for details.

Amherst Area Chamber of Commerce
www.amherstarea.com

June 18: Breakfast, 7:15 yo 9 a.m., Town Common under the Taste Tent; sponsored by Dr. Hauschka Skin Care and Museums10. Cost: members $12, non-members $15. 

June 23: After Five New Member Reception, 5 to 7 p.m. Recognizing J.F. Conlon & Associates; Prudential Sawicki Real Estate; Ziomek & Ziomek; Blair, Cutting & Smith Insurance. Sponsored by Whirlwind Fine Garden Design, Center for Extended Care, and Greenfield Savings Bank. Cost: members $5, non-members $10.

Chicopee Chamber of Commerce
www.chicopeechamber.org
(413) 594-2101

June 9: Golf Tournament, 10 a.m. shotgun start, hosted by Chicopee Country Club. Cost: $125 per golfer, includes 18 holes with a cart, lunch with a beer or soda, dinner, and golfer’s gift; $20 for golfer’s package,  includes 25 raffle tickets and one mulligan; $115 for sign up to golf; $135 for sign up to golf and golfer’s package.

Franklin County Chamber of Commerce
www.franklincc.org
(413) 773-5463

See chamber Web site for information about upcoming events.

Greater Easthampton Chamber of Commerce
www.easthamptonchamber.org
(413) 527-9414

June 9: Networking by Night Business Card Exchange, 5 to 7 p.m., hosted and sponsored by Promark Graphics, Easthampton, co-sponsored by Riff’s Joint. Door prizes, hors d’ouevres, host beer and wine. Cost: members $5, non-members $15.

June 18: Wine and Microbrew Tasting, 6 to 8 p.m., One Cottage Street (corner of Cottage and Union streets), Easthampton. More than 50 wines and microbrews, fine food, raffle. Wine and microbrew sponsor: Westfield Spirit Shop. Food sponsor: the Log Cabin and Delaney House. Benefactor: Finck & Perras Insurance Agency. Cost: $25 in advance, $30 at the door. Purchase online at www.easthamptonchamber.org or call the chamber. Proceeds to benefit community programs.

Greater Holyoke Chamber of Commerce
www.holycham.com
(413) 534-3376

June 16: Chamber After Hours, 5 to 7 p.m., hosted by Wistariahurst Museum Carriage House, Holyoke. Sponsored by Vin’s Cloth Car Wash and Holyoke Gas & Electric. Presented by the Greater Holyoke Chamber of Commerce Ambassadors. Cost: members $5, non-members $10.

Greater Northampton Chamber of Commerce
www.explorenorthampton.com  
(413) 584-1900

June 15: Meet & Eat, 7:30 to 9 a.m., hosted by Union Station, Northampton. To register, contact Jenna at (413) 584-1900 or [email protected]

Northampton Area Young Professional Society
www.thenayp.com
(413) 584-1900

See chamber Web site for information about upcoming events.

Quaboag Hills Chamber of Commerce
www.qvcc.biz
(413) 283-2418

See chamber Web site for information about upcoming events.

South Hadley/Granby Chamber of Commerce
www.shchamber.com
(413) 532-6451

See chamber Web site for information about upcoming events.

Three Rivers Chamber of Commerce
www.threeriverschamber.org
413-283-6425

See chamber Web site for information about upcoming events.

Greater Westfield Chamber of Commerce
www.westfieldbiz.org
(413) 568-1618

June 9: Greater Westfield Chamber of Commerce WestNet (After 5) Networking Event, 5 to 7 p.m., hosted by Stevens 451, Westfield. Participants are invited to bring a friend and a door prize to highlight their business. Cost: members $10, non-members $15. For reservations, call (413) 568-1618 or e-mail [email protected]

June 11: Greater Westfield Chamber of Commerce Spring Breakfast, 7:15 to 9 a.m., hosted by Stanley Park Pavilion, Westfield. Guest Speaker: Charlie Baker. Head Greeter: state Sen. Michael Knapik. Participants are invited to bring a friend and a door prize to highlight their business. Cost: members $20, non-members $25. For reservations, call (413) 568-1618 or e-mail [email protected]   

By
Departments

EASTEC 2010

Key regional and national players from the manufacturing sector converged on West Springfield recently for EASTEC 2010. Top left: Gov. Deval Patrick (center) cuts the ribbon on the event along with, from left, Mark Tomlinson, executive director of the Society of Manufacturing Engineers; Wayne McCary, president of the Eastern States Exposition; state Rep. James Welch; and Debbie Holton, director of North America Events for the Society of Manufacturing Engineers. Top right: James Cepican, general manager at Citizens Machinery America Inc. in Agawam, explains his company’s offerings to Patrick. Bottom: Representatives from GenScope Inc. in East Longmeadow demonstrate their company’s technology.

Clockwise from bottom: A wide view of one of the EASTEC display halls; Mike Fausti, service technician with Cordstrap USA Inc. of Hamilton, N.J., demonstrates equipment for students from the Peck Middle School in Holyoke; Gov. Deval Patrick addresses manufacturers at EASTEC; Mike Reopel, principal of Deloitte Consulting in Boston, discusses trends in manufacturing.

The ‘Partnership Business’

By
Stan Bates, left, and Barry Kelly
Sections Supplements
NTS Takes Its Problem-solving Approach into the Greater Springfield Market

Stan Bates, left, and Barry Kelly

Stan Bates, left, and Barry Kelly have plans to “conquer Springfield.”

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

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

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

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