BUSINESS VOICE - Halifax Chamber of Commerce

THE ENTREPRENEUR’S CHECKLIST
TOP PERFORMERS
ALL SHIPS RISE
Proven steps to success from local
business experts. Pg 19
Bluedrop Performance provides
essential workplace training. Pg 24
Major project conference
set for Oct. 17 at WTCC Pg 32
BUSINESS VOICE
HALIFAX CHAMBER OF COMMERCE
|
OCTOBER 2013
|
VOLUME 22
From father’s den to
Dragons’ Den
Entrepreneur
Arlene Dickinson
has had a remarkable
journey
Page 14
HALIFAX’S BUSINESS MAGAZINE
ISSUE 8
CROWN DIRECTOR
EFFECTIVENESS
By Directors for Directors
™
“The ICD’s Crown short course provided valuable
learning on how to be successful and work within a
complex public sector environment. The case studies were
relevant, challenging and true-to-life. There was great
networking and interaction between the participants as
well as a candid panel that shared their experiences
as senior directors on prominent Crown boards.”
CHERYL BURGESS, MHSA
DIRECTOR, CROWN AGENCIES FOR AGRICULTURE AND FISHERIES AND
CEO, NOVA SCOTIA FARM LOAN BOARD DEPARTMENT OF AGRICULTURE
Reserve the front page
FOR YOUR SUCCESS STORIES
Crown Director Effectiveness, a one-day short course, introduces directors to the unique circumstances
and challenges that often exist when serving government-controlled entities. It examines strategies, best
practices and approaches that directors can take when dealing with government shareholders, multiple
stakeholders, ministers and the bureaucracy, media spotlights and political reactions.
CITY
COURSE DATE
APPLICATION DEADLINE
Halifax
November 22, 2013
October 24, 2013
FACULTY
Elizabeth Watson, LLB, ICD.D
Directors-in-Residence:
Hon. Graham Steele and Allan Duncan Rowe
STAY ON TOP OF ISSUES. APPLY TODAY.
1.877.593.7741 x243 [email protected] icd.ca/education
Better Directors. Better Boards. Better Business.™
CONTENTS }
There are very few new ideas.” – Arlene Dickinson,
entrepreneur, author and television personality
14
COVER STORY
From her father’s den to the
Dragons’ Den
Entrepreneur
Arlene Dickinson
has had a
remarkable
journey
14
04 Events
06 President’s message
08 Members in the news
1 2 New & noted
14 From father’s den to the
Dragons’ Den
Entrepreneur Arlene Dickinson
has had a remarkable journey
19 The Entrepreneur’s Checklist
If you’re ready to start your own business,
here are the steps to success
24 Profile
Bluedrop Performance Learning
provides essential workplace training
Photo:
Christopher Wahl
The Entrepreneur’s
Checklist
19
If you’re ready to start
your own business, here
are the steps to success
26
30
34
38
Trends
Working for you
Greater Halifax Partnership
Message from the Chair
and Vice-Chair
SPECIAL FEATURE
36 Small Business Week
Illustrations by Designaart/ 123RF
Board of Directors
Volume 22 Issue 8
Andrew Boswell, Nova Communications, Chair
Francis Fares, Fares Real Estate Inc., Vice-Chair
Paula Gallagher, Deloitte, Past Chair
Business Voice is published 10 times a year for
members of the Halifax Chamber of Commerce
and Metro Halifax’s business community. Views
expressed in Business Voice are those of the
contributors and individual members, and are
not necessarily endorsed by, or are a policy of,
the Halifax Chamber of Commerce
Directors
Stephanie Coldwell, Coldwell & Associates Consulting
Rob Batherson, Colour
Carol MacMillan, The Shaw Group
Level Chan, Stewart McKelvey
Valerie Payn, Halifax Chamber of Commerce
Cheryl Hodder, McInnes Cooper
Barbara Meens Thistle, Emera
Dan McKeen, Bell Aliant
Ruth Rappini
Capt (N) Angus Topshee, Maritime Forces Atlantic
Darren Nantes, The Nantes Group
Cynthia Dorrington, Vale & Associates
Mark Fraser, T4G
Lori Barton, Beaumont Advisors Ltd.
Chamber Staff
Valerie A Payn, President and CEO
Nancy M. Conrad, Senior Vice President
Colin J. Bustard, Director of Finance and Administration
Becky Davison, Marketing and Communications
Specialist
No part of this publication may be reproduced
without written consent of the publisher. While
every effort has been made to ensure accuracy,
the publisher cannot be held responsible for any
errors or omissions that may occur.
Please address editorial enquiries
and changes to information to:
Halifax Chamber of Commerce
656 Windmill Road, Suite 200
Dartmouth, NS B3B 1B8
Tel: (902) 468-7111
Fax: (902) 468-7333
[email protected]
www.halifaxchamber.com
Business Voice is published by
The Chronicle Herald, Custom and Community
Publishing Department
Publisher: Sarah Dennis
Director, Custom and Community Publishing:
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Editors:@e[o<_jpfơjh_Yaš`ǃ_jpfơjh_Ya6^[hơbZ$Yơ
Art Director: Jayson Taylor
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Contributing Writers: Diane Merlevede, Jon Tattrie,
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Sales Executives:
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(902) 426-2811 x1163
Cover Image By: Christopher Wahl
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Business Voice magazine makes no warranties of
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of this magazine and expressly disclaims any
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in this magazine are those of the writers and adl[hj_i[hi1j^[oZedejd[Y[iiơh_boh[ǃb[Yjj^[l_[mi
of Business Voice magazine and its publisher
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BUSINESS VOICE
3
CALENDAR
CATEGORY
CHAMBER EVENTS
October
S U N DAY
M O N DAY
T U E S DAY
W E D N E S DAY
1
T H U R S DAY
2
F R I DAY
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
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ALL SHIPS RISE
CONFERENCE 2013
Expert panelists and presenters will
deliver dynamic and informative
sessions to help you prepare for
our province’s future prosperity.
DATE: Thursday, October 17
TIME: 8:00 am – 4:00 pm
LOCATION: World Trade &
Convention Centre
ALL SHIPS RISE
CONFERENCE 2013:
KEYNOTE LUNCHEON
CHAMBER 101
SPEAKER: Mr. Pierre Cleroux,
of Commerce Boardroom,
656 Windmill Rd
Chief Economist, BDC
DATE: Thursday, October 17
TIME: 11:30 am – 1:30 pm
LOCATION: World Trade &
Convention Centre
DATE: Wednesday, October 16
TIME: 12:00 – 1:30 pm
LOCATION: Halifax Chamber
PROFESSIONAL SALES
NETWORK
DATE: Friday, October 25
TIME: 12:00 – 1:30 pm
LOCATION: Halifax Chamber
ALL SHIPS RISE FOUNDING
PARTNERS: Bluteau DeVenney,
Business Development Bank of
Canada, Halifax Chamber of
Commerce, and Stewart McKelvey
of Commerce Boardroom,
656 Windmill Rd
THANK YOU TO OUR SEPTEMBER SPONSORS:
4
S AT U R DAY
OCTOBER 2013
THANK YOU TO
OUR CHAMBER GOLF
CHALLENGE SPONSORS
Purolator
Halifax Water
Power Promotional Concepts
Bounty Print
TC Media
Ceridian
Comnair
CIRA
The Chronicle Herald
Grand & Toy
Theriault Financial
Quigley Creative
TD Insurance Melonche Monnex
Rodd Hotels & Resorts
CIBC - Larry Uteck
CONTINUING
EDUCATION
Digital Marketing Series
PRESENTED BY: Centre for Arts
& Technology
DATE: Wednesday, October 23
TIME: 12:00 – 1:30 pm
LOCATION: Halifax Chamber
of Commerce Boardroom,
656 Windmill Rd
How to Generate Higher
Productivity/Profitability
for Halifax Businesses
PRESENTED BY: Profit Unleashed
DATE: Monday, October 28
TIME: 12:00 – 1:30 pm
LOCATION: Halifax Chamber
of Commerce Boardroom,
656 Windmill Rd
“I would have bought a copier from you if
I knew I could buy a copier from you.”
Office Equipment
Office Furniture
Solutions Software
Managed Print Services
Mailing Systems
We can’t argue with that. It seems many people think that Office Interiors
only sells office furniture. In fact we offer small to large companies a range of
business equipment and services too. Just check out the orange dots. So now
that we’ve cleared that up, pop in the next time you’re looking for a copier.
w w w .o ff ice
in te ri o rs .c
a
PRESIDENT’S MESSAGE
Failure is part of the journey
The key is to learn what went wrong, and position yourself to succeed next time
VALERIE PAYN PRESIDENT
Small Business Week across
Canada starts on October 20th and this
month’s Business Voice is dedicated to
small businesses and the driving force
behind many of them — Entrepreneurs.
Small business is not only the heart of
the Halifax Chamber of Commerce; it
is the backbone of our economy, and a
strong contributing factor to a vibrant
downtown.
If you’ve ever dreamt about taking
the plunge, but weren’t sure where to
start, our guide on page 19 will put you on
the right path — to launch your idea, and
find the resources available to help you
start your journey. From building a killer
business plan, to needed financing, to
staff to support the business, to understanding when it’s time to grow… This
is your starting point, and the Chamber
wants to support you through affordable
training opportunities, ample networking events and other member services to
help you realize that dream.
One of the resources I encourage
you to learn more about is our “All Ships
Rise” initiative. It is designed to help
businesses become involved with major
projects within our region, by helping
businesses get the training their employees need and easily access all the support
that is available to help grow and become
a global player. A wealth of resources is
available under allshipsrise.com as well
as through our day-long conference on
Thursday, October 17th at the World
Trade and Convention Centre.
Becoming a business owner is a risky
endeavour and Dragon Arlene Dickinson
is the perfect fit for this month’s cover
story. She is also the guest speaker at this
year’s Annual Fall Dinner on Thursday,
November 7th. Reading about Dickinson’s own experience teaches us that,
“Failure is part of the Journey”, and how
we can all“learn what went wrong, and
better position yourself to succeed next
time.”
Sound advice for all of us, don’t you
think? I’m enthusiastic to hear more
sound advice from Arlene, and I hope
that you will join us.
At the Berkeley, experience quality
comfort and care in a safe and supportive
community. Choose from a full suite of
stress-free services, events and amenities
or simply relax as you plan your next
outing with friends. Discover the best
in health and wellness, balanced with
privacy and independence. When you’re
at The Berkeley, you’re at home.
Love Where you Live
www.theberkeley.com
The independence you want, with the assistance you might need. That’s The Berkeley.
6
OCTOBER 2013
Who will you share your lunch break with?
Imagine a place that’s surrounded by the natural beauty of lakes, walking trails,
and wildlife. Where “out to lunch” takes on a whole new meaning. Located in the
heart of Dartmouth, 15 minutes from the Halifax International Airport, Bluefrog
Business Campus is the perfect setting to grow your company. discoverbluefrog.ca
At East Port Properties, we’ve built millions of square feet of creative and adaptive workspaces over
the past 30 years. So whatever your workspace needs, we can brainstorm a solution. 902.468.5247
NEWSMAKERS
MEMBERS IN THE NEWS
Movers and shakers, our members are newsmakers
MARITIME BUS REACHES MILESTONE;
EXPANDS
Maritime Bus has awarded its 100,000th
customer with round trip fare for two from
Halifax to Montreal courtesy of VIA Rail
with connecting service anywhere in the
Maritimes as part of a recent contest.
Pierre LePage of Dieppe, New Brunswick
was en route from Halifax to Moncton when
he became the 100,000th customer.
Photo: Stephan Khoury Photography
In other news, Maritime Bus recently
added the Bathurst/Campbellton New
Brunswick area to its daily passenger and
parcel delivery service network. “The
North needs a dependable 7-days-a-week
passenger and parcel delivery service
with minimal time layovers at the Moncton transfer terminal,” says President
Mike Cassidy. For more information
please visit www.maritimebus.com.
The redesigned Scotia Square Head Shoppe, by Tower Interiors.
SCOTIA SQUARE HEAD SHOPPE
GETS NEW LOOK
Tower Interiors recently completed
the design, workings drawings, specifications and contract administration for the
renovations of the Scotia Square Head
Shoppe. “This salon has been redesigned
and updated to fit into the new branding
concept for the new Head Shoppes,” says
Registered Interior Designer, Nicole
LeBlanc. “The layout of the space is more
efficient, allowing more retail, a new
colour bar with iPod stations and all new
sparkling finishes and lighting.” Tower
Interiors developed the new brand with
shiny gray retail cabinetry with lighted
glass shelves, shiny gray porcelain floor
tiles and pops of electric blue glass tiles
around the entrances and reception
desk. “We appreciate being the Interior Designers for the Head Shoppe and
continue to design their new locations
including Moncton, the Hair Design
Center, Lower Sackville and Halifax
Shopping Center,” adds LeBlanc.
AMPLIFY MEDIALAUNCHESNEWPROJECT
Amplify Media recently announced the
launch of their newest design and development project, ILYPlanforPets.com. ILY
is a locally owned, nation-wide company
that supports pet service providers with
online storefronts, booking and e-commerce platforms, and customer rating
tools. The site also lets pet parents keep
and share the most complete online
profile of their fur family. “ILY’s owners
and the Amplify team bonded instantly
over our love of animals,” says Amplify
“Your Space...Our Furniture Solutions.”
PLAN | SUPPLY | INSTALL | DISPOSE | SUPPORT
RELOCATION SALE
EVERYTHING MUST GO
UP TO 90 % OFF
ALL IN-STOCK INVENTORY
SHOWROOM:
3132 Robie Street, Halifax
Tel: 902.421.2116 | Fax: 902.425.3517 | www.interspace.ca
8
OCTOBER 2013
NEWSMAKERS
Account Manager Blake Hunsley. “We’re
invested in ILY as the design and development team, but also as pet owners.”
For information on more upcoming projects, visit www.amplifymedia.ca.
MINTY DELIVERS ELDERKIN’S
Minty Delivers has added delivery
from Elderkin’s Farm Market & Bakery in
Wolfville. “Now you can order from over
500 locally grown & baked from scratch
products including home made bread &
rolls, local fruit & vegetables and even
local meat,” says owner Josh Poulain. “Delivery is available anywhere in the HRM,
only through www.mintydelivers.com.”
NEW TEAM MEMBER
AT DAVID APLIN GROUP
Courtney Larkin has joined the Halifax
“Aplin Office” Division of David Aplin
Group, joining forces with Paula Webb
to focus on building and developing
permanent search in Aplin office as well
as junior accounting and finance. Larkin
recently worked as Director of Annual
Giving/Fundraising with United Way
Halifax. She currently serves on The
Halifax Club Board of Directors where
she chairs their Membership Committee,
and was also recently elected Executive
Vice President of the Dalhousie Alumni
Association and appointed to the Dalhousie University Board of Governors. Larkin
was also awarded the 2012 Halifax Progress Club Women of Excellence “Young
Woman of Distinction” award.
Courtney Larkin
NOVA SCOTIA ASSOCIATION
OF REALTORS AWARDS BURSARIES Nearly $8,000 in bursary funds has been
distributed to three exceptional students
by the Nova Scotia Association of
REALTORS (NSAR). “It is with great
pleasure, each year, that NSAR offers assistance and recognition to outstanding
youth for their hard work and scholastic
achievement,” says Gary Mailman,
President of NSAR. Usually, the Association awards two individuals. This year,
NSAR was able to award three deserving
students, after successful fundraising
efforts. It is the first year the funds have
been presented as the “Arnold G. Jones
Bursary Fund” in honour of NSAR’s former Executive Officer who lost his battle
with cancer last August.
ALLAIRE NAMED ORGANISING HEAD
FOR SOCCER CHAMPIONSHIPS
HR pros Vice President Sylvain
Allaire has been appointed Chair of
the Local Organising Committee for
the 2013 Sport Chek National Club
Championships for Senior Men’s and
Senior Women’s soccer, which will be
held in Halifax from October 9 to 14,
2013. There will be 22 teams from across
the country, including three teams from
Halifax, competing for the Challenge
Trophy and for the Jubilee Trophy. “I
invite all members to attend some of the
games and cheer our Provincial champions,” says Allaire. For more information
visit Soccer Nova Scotia’s web site at
www.soccerns.ns.ca.
ATLANTIC CANADA OYSTER FARMERS
MEET COLLEAGUES IN NEW ENGLAND
The Aquaculture Association of
Nova Scotia (AANS) together with
the PEI Aquaculture Alliance (PEIAA)
recently lead a delegation on a weeklong mission to New England to learn
more about how the US industry is set
up to continue to farm in the presence of
disease. “Atlantic Canada has become
very well-known for the wide array of delicious oysters available throughout the
region,” says Bruce Hancock, executive
director, AANS. “In Nova Scotia, our
oyster industry was severely cut down
by the presence of disease, but we know
the potential is there to grow it again.”
BUSINESS VOICE
Photo: Michelle Doucette
Leanne Andrecyk
LEANNE ANDRECYK’S NEW ROLE
AT ZEDEVENTS
Leanne Andrecyk is the new VicePresident of Innovation and Execution
at ZedEvents. A team member since
2006, Andrecyk will now take on the
roles of Operations Manager, Assignment Editor and Creative Director. She
will continue to collaborate with clients
to design events, and will direct and
oversee production teams. Andrecyk
recently received the inaugural Planner
of the Year Award from Meeting Planners
International (Atlantic).
BILL SANFORD TO TAKE OVER AS CHAIRMAN OF FIRST ANGEL NETWORK BOARD
Bill Sanford has been appointed
Chairman of the Board of Directors of
First Angel Network. Sanford is joined
by existing Board members Tim Clark,
Dr. Michael Gross, Kirk MacRae, Gary
Smith, and Owen MacNeil, Ross Findlay
and Brian Lowe. “We are very pleased
that Bill is taking this leadership role
with the First Angel Network,” says
Findlay. “He will provide great experience and solid guidance to the Network
as we continue to grow and support the
development of early stage companies in
Atlantic Canada. We would also like to
recognize Kirk MacRae for his support
and encouragement as Chair in 2011
and 2012.” For more information visit
www.firstangelnetwork.ca.
9
NEWSMAKERS
LIBRARY LEARNS NEW LANGUAGES
Halifax Public Libraries has unveiled
its new line of library services information, published in six different languages.
An output from the Immigrant Services
project, funded by Citizenship and
Immigration Canada, a series of rack
cards with basic library information is
now available to new Canadians at every
library branch. The Library worked with
professional translators, recommended
by ISIS, to translate the English text to
French, Arabic, Persian (Farsi), Chinese,
and Nepali. There are plans for more
multi-lingual resources and services in
the future to make the Library a more
accessible location for non-English
speaking customers. For more information visit www.halifaxpubliclibraries.ca.
EAST PORT PROPERTIES ANNOUNCES
BLUEFROG BUSINESS CAMPUS
East Port Properties has announced
the new name and identity for its building campus located on Eileen Stubbs
Avenue in Dartmouth, Nova Scotia:
Bluefrog Business Campus. “Bluefrog
Business Campus is an exciting member
of the East Port family, providing companies with a different kind of workspace,”
says John Lindsay, President of East Port
Properties. “It’s inspirational, energetic,
and surrounded by the natural beauty of
lakes, walking trails, and wildlife.” The
campus currently has a number of leasing
opportunities, including between 5,000
and 85,000 square feet of customizable
workspace at Bluefrog 134, currently
in development and set to open in the
fourth quarter of 2013.
ALI MCKELLAR JOINS LAKECITY
EMPLOYMENT TO HELP PAVE
THE ROAD TO INCLUSION
LakeCity Employment Services
recently welcomed Ali McKellar as
their Employment Developer. McKellar
will be searching for socially responsible business owners that are open to
becoming part of the growing movement
of inclusion and equality. “In making
connections, opening dialogues and
pairing great staff with great workplaces,
I am joining forces with employers to create accepting, diverse workplaces,” she
explains. “From providing job matching
and creative accommodations to diversity awareness and mentorship training,
LakeCity’s free services are paving the
road to inclusion in HRM.” For more
information, please visit www.lakecityemployment.com or contact McKellar
at (902) 465-5000 ext.123.
ASCENTA CELEBRATES 10 YEARS
Ascenta Health is celebrating its 10th
anniversary of creating ‘the world’s
best-tasting omega-3 fish oils.’ “The core
idea we started with was: ‘it’s what’s inside that matters,’ and that still holds true
today,” says Ascenta’s CEO and founder
Marc St. Onge. “Ascenta is the number
one fish oil distributor in Canada, known
internationally for its great-tasting, sustainable products.” The company gives
1% of its annual sales to 1% For the Planet
in support of environmental initiatives,
and works with Bullfrog Power to reduce
carbon emissions. For more information
please visit www.ascentahealth.com.
XL ELECTRIC BREAKS NEW GROUND
XL Electric recently broke ground on
a new 30,000 sq. ft. state of the art
building at 118 Cutler Avenue in Burnside
which will house their growing team. This
multi-use project will not only include XL
Electric’s head office, but significant areas
for lease, which can be used for any number of purposes, ranging from industrial to
commercial. Visit www.xlelectric.com for
more information.
10
OCTOBER 2013
HOW TO BE SEEN IN
BUSINESS VOICE
INVESTING IN KIDS’ FUTURES
PAYS OFF IN HARD DOLLARS: STUDY
Big Brothers Big Sisters recently
released the results of a study comparing
the life outcomes of 500 former Little
Brothers and Little Sisters with a control
group of individuals from similar backgrounds who did not have a BBBS mentor
as children. The study found that, over
their working lives, the former “Littles”
will earn on average $315,000 more than
those in the control group. “The BBBS
Social Return on Investment Study was
designed to audit the financial return to
society from Big Brothers Big Sisters,” says
James Tucker, a partner at BCG, who led
the research project. “Big Brothers Big
Sisters mentoring programs generate an
average social return on investment of
$18 for every dollar invested.”
ALICE HOUSING CELEBRATING
30 YEARS IN OUR COMMUNITY
In 1983 Alice Housing opened to provide
safe and affordable housing to women
and their children leaving domestic violence. Today with 18 units and ‘Live Safe’
and ‘Healing the Bruises’ counselling
programs, it is the largest second stage
housing organization in Atlantic Canada
and the most recognized non-profit east
of Ontario with awards from Charity
Intelligence, Better Business Bureau and
the prestigious Donner Foundation for
eight consecutive years. Alice Housing
will celebrate 30 years with an Alice in
Wonderland-themed gala on November
8 and will honour 30 people who have
contributed to the organization’s success.
Learn more at www.alicehousing.ca.
Members are encouraged to send their 100-word,
SHARE YOUR NEWS
newsworthy developments to us for inclusion in
the Members in the News
Voice magazine. It’s free!
WRITE AN ARTICLE
Trends
"
must be valuable for a general business audience,
cannot promote one product/business and must
follow the submission guidelines reference at
www.halifaxchamber.com. We want to hear from
you!
BOOK AN AD
#$#%
&'
Send your News to Jennifer Pierce - [email protected]
Send your [email protected]
To make a submission to Members in
the News please contact Jennifer Pierce,
Member Services Specialist, at jenn@
halifaxchamber.com or (902) 481-1227.
Deadline for submissions is six weeks before
publication, on the 15th of each month.
BUSINESS VOICE
11
NEWSMAKERS
NEW & NOTED
Here’s who’s new to the Chamber this month
Bell Mobility Radio Division
Canadian Beverage Association
CIRA Medical Services
Christine Goulden, Sales Support
741 Bedford Hwy
Halifax, NS B3M 2M1
(902) 457-5727
[email protected]
www.bell.ca
COMMUNICATIONS
Richard Linley, Senior Director,
Government Affairs
20 Bay St
Toronto, ON M5J 2N8
(416) 362-2424
[email protected]
www.canadianbeverage.ca
ASSOCIATIONS/AGENCIES/
COMMISSIONS
Marie-Claude Ivens,
Director of Business Development
(514) 602-3905
[email protected]
www.ciramedical.ca
HEALTH CARE - MEDICAL DIAGNOSTIC
SERVICES
Bobble Heads
Todd Parnell, President
30 Farnham Gate Rd
Halifax, NS B3M 3W8
(902) 489-9744
[email protected]
RESTAURANT
CIBC Larry Uteck
Beverley Steeves, Branch Manager
104 Dellridge Lane
Bedford, NS B4A 0H1
(902) 430-9914
[email protected]
www.cibc.com
FINANCIAL/BANKING INSTITUTIONS
Golden Alliance Canada Inc.
Wendy Chen, President
4 Celtic Dr
Dartmouth, NS B2Y 3G6
(902) 484-0288
[email protected]
IMPORT/EXPORT/TRADING SERVICES
Groupatwork (Subsidiary of McEachern
& Associates Consulting Inc.)
Alison McEachern, Director
Waverley, NS
(902) 293-6688
[email protected]
www.groupatwork.org
CONSULTING - MANAGEMENT
Kaymor Management Consultants Ltd
Jake Shafai, Director
2-592 Bedford Hwy
Halifax, NS B3M 2L8
(902) 443-7562
[email protected]
CONSULTING - MANAGEMENT
Crossfit Kinetics Darkside were looking
for a new location in Burnside.
Avison Young had the answer.
Our integrated team approach to commercial real estate engages deep expertise
from a broad range of professionals across our organization. In a partnership
focused on your strategic business objectives, we deliver intelligent, best-in-class
solutions that add value and build competitive advantage for your enterprise.
Main Street Dartmouth
Business Improvement District
Graziella Grbac, Executive Director
208-175 Main St
Dartmouth, NS B2X 1S1
(902) 407-3533
[email protected]
www.shopmainstreetdartmouth.com
NOT FOR PROFIT ORGANIZATIONS
Matthew Burke
Intelligent Real Estate Solutions
1533 Barrington St. Suite 300 | Halifax
902.442.4050 | avisonyoung.com
12
OCTOBER 2013
Student Member
(902) 471-5380
[email protected]
ACCOUNTING - MANAGEMENT
NEWSMAKERS
Maverick Energy Resources Ltd
Redknot
Sherwin Williams Diversified Brands
Harold Cabrita, President/CEO
919 Shore Dr
Bedford, NS B4A 2E6
(902) 880-7888
[email protected]
MINING INDUSTRY
Tyler Sellars
76 Salisbury Rd
Moncton, NB E1E 1A4
(506) 232-9277
[email protected]
APPLICATION DEVELOPMENT
Cheryl Allen, Territory Manager
207 D’Orsay Rd
Amherst, NS B4H 3Y2
(902) 694-9545
[email protected]
www.krylon.ca
BUILDING MATERIALS
Municipality of the County of Kings
RMP Development Consulting Limited
Suzanne McCrimmon,
Economic Development Specialist
82 Cornwallis St, Box 100
Kentville, NS B4N 3W3
(902) 670-8352
[email protected]
www.county.kings.ns.ca
NOT FOR PROFIT ORGANIZATIONS
Robert MacPherson, President
Dartmouth, NS
(902) 830-4075
[email protected]
PROJECT MANAGEMENT
reachAbility
Beyond being a respected organization
of growth and support for persons with
disabilities, our goal is to identify and
match talents with the specific needs
of employers. Through the Employer
of Excellence Program and Disability
Awareness Training, broaden your
labour pool for the benefit of your
organization and community.
Danny Morton, Director of Community
and Business Relations
201-3845 Joseph Howe Dr
Halifax, NS B3L 4H9
(902) 429-5878
[email protected]
www.reachability.org
TRAINING PROGRAMS
Sackville-Bedford
Early Intervention Program
The Sackville-Bedford Early Intervention
Program is a registered, non-profit charitable organization committed to providing support, information and education
to families during the early years. We believe that all children should be provided
the opportunity to grow alongside their
peers. We advocate for the inclusion of
all children into the community.
Damian Penny, Marketing 45 Connolly Rd, PO Box 617
Lower Sackville, NS B4A 3J1
(902) 832-2100
[email protected]
www.sbeip.com
NOT FOR PROFIT ORGANIZATION
BUSINESS VOICE
Supplement King Canada
Roger King, President
1 – 170 Akerley Blvd
Dartmouth, NS B3B 1Z5
(902) 877-5464
[email protected]
www.supplementking.ca
HEALTH AND WELLNESS
The Kidney Foundation of Canada Atlantic Branch
Keri MacIvor, Fundraising Coordinator
600-1550 Bedford Hwy
Bedford, NS B4A 1E6
(902) 404-8099
[email protected]
www.kidney.ca
FUNDRAISING/
CHARITABLE ORGANIZATIONS
Are you a new member?
To submit your 50-word blurb for
New & Noted, please contact Jennifer
Pierce, Member Services Specialist,
at [email protected]
or (902) 481-1227 within the first
six months of membership.
13
COVER STORY
From her father’s den to the
Dragons’ Den
Entrepreneur Arlene Dickinson has
had a remarkable journey
By Jon Tattrie
Photo: Christopher Wahl
Broke, divorced and excommunicated,
Arlene Dickinson contemplated her future
from the discomfort of her father’s couch.
A judge had just taken away custody of her
four children and told her if she wanted
them back, she’d have to prove she could
earn enough money to take care of them.
She was 31, had a high school diploma
and a string of entry-level jobs.
“You can’t let this define you,” her
father told her as she tried to imagine a
path out of his house.
It was far from obvious that she was
about to become one of the wealthiest,
most powerful and influential business
figures in Canada.
14
Dickinson says in the early stages,
entrepreneurs must have massive selfbelief, mixed with a dose of self-doubt.
“You can start to believe in yourself so
much — and in what you’re doing so much
— that you stop being able to hear what
other people are telling you,” she says.
That can be a fatal mistake. Early
marketplace mutterings about your product or service should be heard rather than
ignored. Listen. Adjust.
Dickinson’s self-doubt drives her to
examine every idea for weaknesses and
improve them. But when it’s time to pitch,
she’s all confidence.
OCTOBER 2013
“A lot of entrepreneurs are similar.
We portray these extroverted, highly
confident people, but that can sit atop
a modest, introverted person,” she
explains.
—
Dickinson made the most of her thin
resume and a family connection to land
a sales position on a Calgary television
station in the late 1980s. She got her kids
back. She found she had a talent for selling ads, but the station let her go.
She was out of a job. And one step
closer to fortune and fame.
Some business sages argue success is
best achieved when you find your passion
and make it your business. Others say
you should find your talent and make a
business around that.
Dickinson sits between the two
positions. Your passion may leave the
market cold and your business faltering.
But exploiting holes in the market might
fail, too. “Passion is a really key indicator
of whether you’re on the right track,” she
says. “If you don’t love it, you might not
have the drive you’re going to require to
cross the finish line. You have to have a
passion for what the opportunity is, oth-
erwise you’re just building something to
make money and you’re not really going
to live a dream.”
Dickinson has seen thousands of
business dreams. She says the successful
ones start with the foundation of a good
idea, and not necessarily a new idea.
“There are very few new ideas,” she says.
“It comes down to a strong idea, and the
person’s ability to execute it.”
—
Dickinson’s ad-selling mentor had left the
television station shortly before she was
let go. He and a few colleagues started
BUSINESS VOICE
a marketing company called Venture
Communications. He invited her to join
them. She wouldn’t get a lot of money,
but she would be a partner. She accepted.
It was 1988. A decade later, she bought
out the last remaining partner and took
over the company. Her business success
rocketed. Her net worth is estimated at
$80 million.
Her life changed again in 2007 when
she was invited to audition for Dragons’
Den, the CBC reality show, in which
aspiring entrepreneurs pitch their ideas
to a panel of Canadian business moguls.
The show was then attracting 200,000
viewers per episode. She was skeptical.
15
COVER STORY
“Me, a 50-something woman with wrinkles, on Dragons’ Den? No way. This isn’t
British television after all,” she writes in
her best-selling book, Persuasion.
She landed the job. Today, the show
draws two million viewers and Dickinson
has become an icon.
—
Dickinson says it’s odd to be treated like
a normal person all your life, and then
suddenly turn heads because you’re on TV.
There’s a theory that people remain the age
they were when they first became famous.
Dickinson is delighted by the idea. Fortune
and fame have changed her life and her
worldview, but not her values. “I’m really
glad that it happened to me later in life,
because it’s a heady thing. It’s really easy to
get caught up in the trappings that somehow
you are special. I really am not,” she says.
Her celebrity status opens doors
for her, but her work ethic — and ethical
working — earn her a place inside the
room. She doesn’t always succeed,
but Dickinson is not put off by failure.
Persuasion is full of horror stories — the
author turning up drenched and unshowered to pitch to a convention of hairdressers, or getting lost in an industrial park
and arriving to a pitch late and disheveled. “Failure is part of the journey to
success. If I meet an entrepreneur who
has failed, I’m actually usually more
interested in that person. The lessons
they’ve learned in business are irreplaceable. These aren’t things you can learn at
school — these are things you learn in the
front line,” she explains.
But if a pitcher on the Dragons’
Den pins their failure on a rough market
patch, a recession, or bad luck, her purse
snaps shut. All of those factors may be
true, but it’s an entrepreneur’s job to handle that. As the Buddha advised, drive
all blame into one: yourself. Learn what
went wrong and better position yourself
to succeed next time.
It takes guts, because Canada has a
problem with business failure. Consider
the note of glee in reports that BlackBerry is falling on tough times. “BlackBerry
has not failed. They’ve hit a market condition that needs to be addressed, but this
is an incredibly successful company that
has created an ecosystem in Waterloo
and across the country that has thrown
off billions of dollars in economic benefit
to our country,” Dickinson says. “How
silly are we to think that because they are
looking at change, somehow that means
they’ve failed?”
You have to have a passion
for what the opportunity is,
otherwise you’re just building
something to make money
and you’re not really going
to live a dream.”
Photo: Christopher Wahl
16
OCTOBER 2013
COVER STORY
Business Champion
Arlene Dickinson is returning to Halifax as
Scotiabank’s Business Champion this fall. “It’s rare in
life that you have the chance to apply all of the lessons
you’ve learned over the course of your career and put
them to work in a way that’s genuinely meaningful and
helpful to others,” she says. “My personal experience
and lessons learned will complement Scotiabank’s
strength in the delivery of advice and products,
a powerful combination ultimately benefitting
Canadian entrepreneurs.”
Dickinson will be the guest speaker at the Halifax
Chamber of Commerce’s annual Fall Dinner Nov. 7.
Photo: Varun Saran
—
Dickinson was born in South Africa and
immigrated to Canada as a child. She
grew up in poverty, but saw opportunities
all around her. She also knew she could
and would fail. “My parents instilled in
me this gratitude for the environment
I was blessed to be now living in. As a
result of that, I’ve always felt like nothing
was going to get in my way. There were
no human rights issues that were going to
get in my way; I never thought of the fact
that I was a woman instead of a man,”
she says.
Photo: Eric Wynne / The Chronicle Herald
But that good fortune can make Canadians soft and unable to appreciate the guts
it takes to start a business. It can make us
dismissive of someone who’s suffered a setback and has to start again. “We’ve never
really had to, as a culture, suffer. As a result
we tend to think, how could you fail?”
Dickinson mentions Clearwater and
Sobeys as examples of Atlantic Canadian
companies that have created entire ecosystems that employ thousands of people.
“It far exceeds what they did when they
created their business on its own,” she
says. “As Canadians we need to embrace
and elevate the Mike Lazarisises of the
world, the Jim Balsillies, the John Risleys,
the Sobeys, the McCains, the Shaws.”
Unlike some of her fellow dragons,
she doesn’t believe success is measured
solely by wealth. In Persuasion, she
writes that building your core ethics and
Hope Blooms at Halifax’s North End Community Health Centre, where kids grow their own
nutritious food, and have even created their own salad dressing.
beliefs is a more satisfying measure of
self-worth than how much money you
have, or how high you climb the corporate ladder. It’s also the most stable
source of energy to drive you forward.
Dickinson, as any fan of Dragons’ Den
or her new show The Big Decision will
know, believes capitalism can have a
heart. “Simply because you’re a capitalist
doesn’t mean you’re selfish or that you
have no regard for the well-being of those
around you.”
We should encourage kids to think
about how to use their talents to develop
something bigger than themselves, she
urges. Instead of preparing your child to
land a great job as a doctor or lawyer, why
not support them in their dream to create
their own job, and many more?
BUSINESS VOICE
Dickinson points to Jessie Jollymore, a
dietician in Halifax’s North End Community Health Centre. Jollymore saw a need
to improve the food locals ate. She also saw
a vacant lot. Together, they were bursting
with opportunity. She rallied neighbourhood kids to start urban farming in 2007.
The kids grew the food and brought it home
to cook delicious family meals. “There’s an
old saying that it takes a village to raise a
child, but sometimes, the children raise the
village,” Jollymore says.
The kids, aged eight to 15, created a
salad dressing. It sold 2,200 bottles last
year. The kids attended a week of business school this summer, courtesy of the
Black Business Initiative, to learn how
to develop the business. They aim to sell
6,000 bottles this year.
17
COVER STORY
If I meet an entrepreneur who has failed,
I’m actually usually
more interested in that
person. The lessons
they’ve learned in business are irreplaceable.
These aren’t things you
can learn at school —
these are things you
learn in the front line.”
Today, Hope Blooms has grown to
50 kids and 27 family plots that collectively harvest 2,000 pounds of produce
a year. Seven of the kids, plus Jollymore,
pitched their business to the Dragons’
Den earlier in the spring.
“She epitomizes capitalism with a
heart. She’s encouraging youth to think
differently,” Dickinson says.
Dickinson, who came out of poverty
herself, says at-risk youth can be great
entrepreneurs. “It is already risky and
bad. You know where you are. When
somebody says you can take yourself out
of this, you suddenly start to see yourself
for what you are, which is an instrument
of your own success or failure. It helps
them think about business and being in
charge of their own destiny. And that’s
what entrepreneurs do well.”
The Hope Blooms episode won’t air
until October, so Jollymore can’t say if
they landed any investors. But she can
say that dragon Jim Treliving, owner of
the Boston Pizza chain, recently flew in
to take the kids to lunch. He told them
he’s going to try to get their salad dressing included in his restaurants.
Photo: Christopher Wahl
18
OCTOBER 2013
It’s the kind of dream that drives Dickinson. What scares her most these days
is not failure. “It’s running out of time.
There are so many wonderful things we
can do to make a difference, not just for
ourselves, but for those around us.”
The
Entrepreneur’s
Checklist
If you’re ready to start your own
business, here are the steps
to success
By Diane Merlevede
Illustrations by Designaart/ 123RF
BUSINESS VOICE
19
ENTREPRENEUR’S CHECKLIST
You’ve come up with a great idea
REMEMBER:
LOCATION, LOCATION, LOCATION
for starting your own business.
Congratulations!
Now, how do you start turning your
dream into a real opportunity for
success?
You know there’s a lot of work
ahead of you, and you’ve accepted that as part of the deal. But you
should also know that there are many
resources a new entrepreneur can
tap into for help when starting a small
business. Consider these steps as
part of your entrepreneurial checklist:
CREATE A KILLER BUSINESS PLAN
We’ve all heard the grim statistics.
Some research indicates that there is approximately an 80 per cent failure rate in
the first five years for business start-ups.
But the odds of success increase dramatically with a well-conceived and thorough
business plan. While the business plan is
typically required to obtain financing, the
actual process of creating and validating
your business model is also valuable. It
can help you recognize beforehand that
your idea might not work, and help you
adjust your idea or direction, says Eric
Crowell, Director of the Sobey School
Business Development Centre at Saint
Mary’s University.
As you work on your plan, one of the
most important elements to consider is
the unique value proposition: Why is your
product different from anything else out
there? Why is it better, and why will people buy it? You want to talk to potential
customers and develop mock prototypes
to test.
Also consider: product price,
promotion, how customers will find it,
how many will potentially buy it, your
competition and their strengths, how
much it costs to make a unit and how
much you will sell it for, how many units
you need to break even or make money,
what facilities and equipment you need,
how much money you need and where
you will get it, how long it will take before
your business breaks even and how much
money you need to sustain the business
before it does.
20
Photo: Paul Darrow
Eric Crowell, Director of the Sobey School
Business Development Centre at Saint Mary’s
University
Crowell suggests doing a budget for
start-up costs and managing conservatively, not spending operational money
on capital. You want to put a plan in place
before you invest too much money, and
get help with writing your plan from experts, such as university business development centres, Entrepreneurs’ Forum
for technology projects, or Immigrant
Settlement and Integration Services.
SHOW ME THE MONEY
There is a wide range of potential
lenders, including the chartered banks,
credit unions, Business Development
Bank of Canada (BDC), community
business development centres and angel
investors, who may be family members,
relatives or private investors who want
to support the entrepreneurial spirit.
But be prepared to chip in too.
“You increase your chances considerably when you are prepared to invest
some of your own money, which demonstrates that you believe in your project,”
says Ed Handler, a BDC business centre
manager based in Halifax.
Financial institutions like chartered
banks and credit unions can assist with
operating requirements, which basically
are lines of credit needed to finance dayto-day activities.
BDC, a complementary lender that
may partner with your bank or other lenders, can help with capital costs, such as
equipment, computers and leasing space.
OCTOBER 2013
Crowell says a home office works
for some businesses and is a great way
to test a service or product before you
invest too much. But business is about
relationships, so you will need to make
more effort to network and be proactive
in making contacts.
Whether you have a home office
or lease commercial space, location is
important, especially the visibility of
your business and the convenience for
your customers. You don’t want to make
a decision based just on how much the
rent is.
“The cost often is associated with
quality,” says Crowell.
“For example, because Spring Garden Road is a high traffic area, the cost
of being there is more but it may quickly
cover itself in increased sales. A rule of
thumb of what to expect your lease payment to be is somewhere in the range of
five per cent of projected sales.”
DECIDE ON A BUSINESS STRUCTURE
“Very often people will start out as
a sole proprietorship or a partnership,
and as the business becomes successful,
they’ll move to an incorporated model,”
says Crowell.
With a partnership, you will need an
agreement covering issues such as how to
resolve disputes, allocate profits, borrow
money and separate.
If you incorporate a company, it
becomes a separate legal entity, and if it
runs into financial troubles, you and your
personal assets will have some protection from unsecured creditors, such as
suppliers.
A franchise can be another way of
getting into business.
“In many ways you’re operating like a
manager with profit-sharing,” says Crowell.
“If you manage really well, your
franchise can grow, and you make more
money. It is a great way to learn about
business.”
KNOW WHEN TO HIRE
Think about where you add the
most value to the company — you need
to be working on the business, such as
finding new customers or designing new
products. If you are instead working in
the business, doing tasks that you could
ENTREPRENEUR’S CHECKLIST
hire someone to do at an affordable rate,
you probably are not making the best use
of your time.
You can find out about programs for
hiring co-op students and new graduates
through universities and community
colleges. For funding programs and
other services to help employers hire and
train, also check websites of government
agencies and departments, such as the
Atlantic Canada Opportunities Agency
(ACOA), Service Canada, the Nova Scotia Department of Labour and Advanced
Education (which has an online HR Toolkit for small- and medium-sized employers), and the Department of Economic
and Rural Development and Tourism.
UNDERSTAND FINANCIAL STATEMENTS
Crowell recommends taking an accounting course to help you understand
financial statements, such as a balance
sheet, income statement and cash-flow
statement. You also want to understand
key indicators, such as gross profit
percentage or profit margin, break-even,
working capital and inventory turnover.
“But don’t do your own bookkeeping,” he says. “You have more important things to do, and an experienced
bookkeeper will tell you revealing things
about your business that you may not see
on your own.”
You should meet each month to go
over the financial statements. You also
can ask your bookkeeper to compare your
statements to the top performers in your
industry, using information available online from Industry Canada and Statistics
Canada.
TALK TO EXPORTING EXPERTS
Export Development Canada (EDC)
works with many small businesses that
are exporting.
“We offer insurance, finance and
bonding, and we have trade advisory
services,” says David Surrette, Regional
Vice-President, Atlantic Canada.
“If someone is looking for information on a country or buyer, we will share
that with our customers or even prospective customers. Once you’re in the
market, we can help make introductions
to key buyers and help you promote your
products in a foreign jurisdiction.”
EDC also can suggest additional
contacts and sources of exporting information and assistance, such as Foreign
Affairs and International Trade Canada,
ACOA and customs brokers.
STAY ON TRACK WITH TRAINING
Continuing to learn is essential to help
you grow and stay focused on your goals.
“I think the biggest challenge entrepreneurs face is the shiny object syndrome,” says Michael DeVenney, CEO of
Bluteau DeVenney in Halifax.
“So many bright things take our
attention that we get off track, and that
is what hurts our ability to really get
momentum.”
He suggests learning more about
three areas of strategy — understanding
the customer and market, understanding
how to set up a model to make money
from what you want to do, and setting
a plan of action. Leadership training is
also essential, both in terms of your own
personal style, and in leading a team and
communicating effectively.
Checklist – Cont’d on page 22
Entrepreneur’s
Checklist
Business Plan: You need a map to
know where you’re going. But be
flexible in case you need to change
direction.
Funding: Talk to a variety of potential
lenders, such as chartered banks,
credit unions, BDC or angel investors.
Expect to chip in with your own funds.
Location: Consider the visibility of
your business and convenience for
customers when choosing a home
office or commercial space.
Business Structure: Decide whether
a sole proprietorship, partnership
or franchise is the right fit for you.
Hiring Staff: Check into hiring co-op
students or new graduates, and
government funding programs
and assistance.
Financial Statements: Learn how to
understand them. But hire an experienced bookkeeper.
Exporting: Get help from experts,
such as NSBI and EDC.
Training: Learn more about strategy
and leadership to help you grow and
stay focused on your goals.
Growing: It’s a must for success.
Keep looking for ways to improve.
To start learning about exporting,
you can contact organizations involved
in small business and trade, such as Nova
Scotia Business Inc. (NSBI). It offers a series of Going Global workshops to introduce companies to the basic knowledge
required to do business abroad.
BUSINESS VOICE
21
Ability
Starts Here
Checklist – Cont’d from page 21
CATAGORY
KEEP GROWING TO SUCCEED
:_iơX_b_jo_ideZ_igkơb_ǃ_[h
for entrepreneurs
The Entrepreneurs with Disabilities Network is a valuable resource
for persons with disabilities who are
interested in becoming entrepreneurs
or are in the early stages of a small business. Its services range from help with
developing business plans and meeting
potential lenders to business skills
workshops and mentoring programs.
“We work with business service
providers, such as Centre for Entrepreneurship Education and Development
and the Greater Halifax Partnership,
and we have people from organizations like these on our board,” says
Brian Aird, Executive Director of the
Network.
“We do a lot of business coaching. We also use a concept called mini
mentor moments, where we will hook
someone up with someone who is really
wise for an hour or two. That might be
as far as the mentoring relationship
goes, or it might go further.”
The network also focuses on
helping entrepreneurs to develop their
personal selling skills, learn about
financial statements and other methods
of tracking their money, and identify
business obstacles.
“For example, they might think
they need money, but they may need
customers even more,” says Aird.
“We also travel a lot for members
who are not mobile for physical or
financial reasons. For instance, if they
live in Hubbards or Musquodoboit,
we’ll go there to meet.”
22
Photo: Moni Habib
By Diane Merlevede
Symposium speaker Roger Jones
The network tries to help entrepreneurs with disabilities find selling
opportunities. It is co-ordinating an
artisans’ showcase taking place along
with the Ability Starts Here symposium
December 2 and 3 at the Halifax Marriott
Harbourfront Hotel.
Symposium speakers will include
Roger Jones, an entrepreneur originally
from Nova Scotia who became a quadriplegic following a motor vehicle accident,
and Mark Wafer, who employs many persons with disabilities at his Tim Horton’s
locations in Ontario.
The Nova Scotia Disabled Persons
Commission is chairing the symposium,
which is open to the public.
For more information:
http://ednns.ca
www.AbilityStartsHere.ca
OCTOBER 2013
“It’s an imperative: grow or die,”
says Crowell. “You should always be
trying to grow and looking for opportunities. Having the motivation to grow
creates that mindset where you are always looking for new ways of improving
your business, product and service, and
new suppliers. It is that motivation that
causes you to become more efficient and
productive. That improves companies’
success rates.”
To grow, a company needs people
who are good at the key activities — operations, selling and marketing, accounting
and finance — and who can help take you
to a different level with experience and
contacts that you do not have.
For small companies that cannot
afford to hire three really qualified people
for those areas, one option is to hire
coaches, such as a production manager
or an accountant who might come in one
day a week or one day a month.
Crowell says it also is important to
get involved in your industry association
and go to trade shows, not just to sell,
but to broaden your perspective.
Not too big.
Not too small.
Let our local business help
your local business thrive.
Denny Pickup
BUSINESS VOICE
902 423 6361 • burchells.ca
23
Photo: Ingrid Bulmer / The Chronicle Herald
PROFILE
Emad Rizkalla, Founder and President of Bluedrop Performance Learning
speaks during a press conference at CFB Halifax, April 17, 2012
Helping the little guys
Bluedrop Performance Learning is bringing accessible training to small businesses By Heather Laura Clarke
Ninety-five per cent of all businesses
in Canada are small. As a group, it is a
challenge to constantly train and develop
their staff. Most small businesses want to
do better when it comes to getting training
for their staff, but often they don’t know
where to start.
That’s why Emad Rizkalla — Founder
and CEO of Bluedrop Performance Learn-
24
ing — decided to take a page out of Steve
Jobs’ playbook and tackle the problem
head-on.
“People thought Jobs was crazy for
creating iTunes and charging for music
downloads when they were free on various sites, but he realized the issue was
not about money. The problem was that
the old model with the record companies
OCTOBER 2013
didn’t work for the user,” says Rizkalla.
“Jobs knew that if he gave people access
to an easy-to-use model, people would
come and use it. That’s what we’re doing.”
Only a few years ago, Rizkalla gathered a team of global experts to develop
CoursePark.com — a learning management platform where people can find and
take courses, track their learning, and
Photo: Contributed
What’s worse than training your employees and losing
them? Not training them and keeping them!”
— Emad Rizkalla, Founder and President
of Bluedrop Performance Learning
spun out in 2004 to focus on technology
and learning for large corporate audiences. Over its first few years, Bluedrop
counted seven global leaders in seven
different industries as their major clients,
including Microsoft, Johnson & Johnson,
General Dynamics and Pfizer.
But four years later, Rizkalla began
to take a closer look at smaller businesses — a group that Rizkalla says has been
Photo: Contributed
compare their skills. The idea was to provide a place where employees can track
their progress life regardless of where
they work.
Launched in 2011, this new division
of Bluedrop is gaining recognition from
global leaders as a proven approach
to tackling the skills gap. With more
than 5,000 courses to choose from,
CoursePark provides a one-stop shopping
experience for individuals looking to
upgrade their skills.
“Companies can assign courses, see
who’s finished them, and track who has
taken which courses — which is important for compliance, to be able to have a
record that someone has completed a
sexual harassment or a health and safety
course, for example,” says Rizkalla, who
has received the Globe & Mail’s prestigious Top 40 Under 40 honour and was
profiled in a TIME magazine cover story
showcasing eight young entrepreneurs
predicted to change the 21st century.
“It’s a very powerful but simple way
for a small business owner to develop
themselves and their people.”
Bluedrop is the third business for
this serial entrepreneur whose previous
companies began when he was still in
university finishing an engineering degree. Collectively, companies started by
Rizkalla now employ almost 400 people,
mostly in Atlantic Canada. Bluedrop was
Bluedrop at Clinton Global Initiative
“completely left behind” by the training
industry, even though they actually need
more training than large companies.
“The statistics are staggering.
Corporate investment in training has
gone down by 38 per cent in Canada since
1993,” says Rizkalla. “We’re spending
half of what they spend in the U.S. and
we’re going in the wrong direction as a
country.”
Rizkalla understood that the marketplace could never fix this problem. It was
BUSINESS VOICE
not feasible to evangelize small businesses and individuals and help shift them
to online learning. So they approached
governments, foundations and unions to
consider an “intervention” with those left
behind.
“There are businesses looking to
develop their people because they need
certain skills, and there are people
looking for work whose skills don’t match
the opportunities that are available — it’s
a perpetual mismatch,” says Rizkalla.
“Governments all over the world haven’t
caught up to the generational shift.
Human knowledge is doubling every 18
months, and employers are screaming for
‘on-demand skills’ in real time. We found
a way to give everyone what they need.”
Today, the governments in all
four Atlantic Provinces have adopted
CoursePark to introduce small businesses and job-seekers to the benefits of
online learning. Rizkalla expects that the
other provinces will follow suit. Bluedrop
has introduced a similar program called
DreamBuilder for women entrepreneurs
in Chile and Peru, and they’re gearing
up for a big U.S. expansion with several
announcements pending. Asian and
European pilot projects are in the works.
Newfoundland was the first jurisdiction to introduce the CoursePark
platform. Rizkalla says participants took
three times as many courses as the project intended — and the completion rates
were more than three times the industry average. Rizkalla says it has been a
“runaway success” wherever it has been
introduced.
Headquartered in St. John’s, NL,
Bluedrop also has offices in Halifax,
Fredericton, Miramichi, Ottawa, and
Vancouver — along with recent hires in
Toronto, California, and Pennsylvania.
Bluedrop grew nearly 200 per cent in
the past three years alone, from $3M
to $10.5M.
“Today, relevance is a journey— not
a milestone. Like any good asset, employees depreciate, and companies need
simple strategies for developing their
talent,” says Rizkalla. “Employees are
more likely to leave a company if they
feel they are not growing and learning.
A small business owner who worries
about losing people if they train them
is asking the wrong question.”
“What’s worse than training your
employees and losing them? Not training
them and keeping them!”
25
TRENDS
Demystifying sales with science
Using rigorous analytic methods to improve sales performance
DAVID OSBORNE
VICE-PRESIDENT, PREDICTIVE
SUCCESS CORPORATION
Whether you’re a CEO, a sales manager or a sales representative, you know
first-hand how the sales environment is
evolving. Markets are becoming more
competitive, products and services are
being viewed more and more as commodities and prospects are conducting
considerable upfront research. In fact,
57 per cent of the buying decision now
occurs prior to a prospect talking with a
sales representative. So what does this
perfect storm of trends mean for your
sales organization?
The impact of this trifecta results
in an increased importance of how your
sales representatives manage the sales
process, interact with the prospect,
add value and create an overall favourable experience. The human element
in your sales team has evolved as the
most significant factor to sales success.
Human capital is clearly your primary
differentiator. But how do you ensure
with scientific validity that your sales
team remains motivated, challenged
and engaged?
into what drives sales professionals,
and consequently the sales process. To
glean the complete picture of your sales
professional, evaluate them on five critical skills that are essential to successful
consultative selling:
What can be measured matters
Everyone agrees that fact-based
evidence trumps opinion, so we need
to accurately measure the most important pieces of the puzzle to ensure sales
success. As the most valuable asset, we
must measure human capital based on
observable, statistically valid and measurable evidence — otherwise known
as science.
The behavior of any sales professional can be accurately assessed by
measuring basic psychology, drive,
motivation, skills and judgment. When
applied together this combined assessment provides a unique perspective
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effective positioning
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agreement for the sale
Companies spend big money on
sales training and development, but yet
most of sales assessment is hindsight.
At the end of the month the question
is “How did we do?” Human analytics
testing is about leveraging scientific-based behavioral assessments to
determine what motivates a person and
what skills they need to improve their
sales performance. Only then will you
know where to invest your training dollars to make the biggest improvement
in sales.
A strong team
creates momentum.
SUCCESS IS IN GREAT PEOPLE
Recruitment and placement services
www.accountantstaffing.com
26
OCTOBER 2013
TRENDS
Human analytics testing is about leveraging scientific-based behavioral
assessments to determine what motivates a person and what skills
they need to improve their sales performance
In the case of a Canadian bioscience firm, when they reviewed the
above listed five critical skills using
the Selling Skills Assessment Tool, it
became evident that the sales team had
a high level of comfort “presenting”
the technical aspects of the solution.
However, there were several areas
that needed improvement including
“opening” with credibility and actively
“investigating” the prospect’s knowledge and opinion.
Armed with these insights, managers at the company uncovered more
details using telephone and face-to-face
interviews. The resulting qualitative
and quantitative findings allowed the
company to conduct sales training that
was laser-focused on the key skills that
the team lacked, but were required for
success. The result for this bioscience
firm was increased sales. Specifically,
a 44 percent increase in sales dollars
and a 38 percent increase in patient
enrolment.
Statistically valid human analytic
tools help turn big data into strategic
decisions by providing an objective look
at your people’s strengths, their skills
and specific areas that need improvement. They provide a detailed, accurate
quantification of the selling abilities
across your organization — vital information that allows you to focus your
sales training initiative for maximum
impact and maximum revenue growth.
Adding science to the selling equation
Beyond implementation in competitive organizations, this scientific
approach is quickly gaining acceptance
at business schools which are also
incorporating this new material. In fact,
the trend at leading post-secondary educational institutions includes a more
scientific approach to sales, creating a
new workforce that’s both familiar with
and driven by data, analysis, and feed-
BUSINESS VOICE
back. As these employees progress in
their careers, so will the use of science
in the sales process. It will become the
norm, rather than the exception.
Dave Osborne is a Vice-President
at Predictive Success Corporation
(www.predictivesuccess.com) and a
Certified PI & CFS Facilitator. Dave
can be reached at [email protected]
27
TRENDS
Energetic cost savings
Keep your business competitive with energy efficiency By Kevin Harrison
In an increasingly competitive
world, one of the best investments a
business can make is in energy efficiency.
Businesses are large consumers of energy
and the associated costs represent a big
chunk of their operating budgets. Using
energy more efficiently can bring those
costs down, making it possible for companies to invest in other, more productive
areas and ultimately be more competitive. It’s a strategy that makes sense for
all businesses, regardless of size.
For many companies, the process starts with an energy assessment.
Businesses in Nova Scotia can receive an
initial assessment, at no cost, through
Efficiency Nova Scotia. The assessment
identifies ways to improve energy efficiency and businesses receive a project
proposal for the installation of energy
efficient products, such as energy efficient
indoor and outdoor lighting, electric hot
water tank and pipe insulation and LED
exit lights. Making the process even easier,
28
all of the arrangements, from ordering
materials and installation to the disposal
of old materials, are taken care of, so
business owners can focus on running
their operations.
Business owners may be surprised
by how quickly small changes add up to
real savings. A retail store in Amherst
saved over $9,000 per year by installing
energy efficient CFLs, LED exit lights,
a hot water tank wrap and other energy
efficient measures. These are savings the
business can invest in improving their
operations year after year.
Business owners considering bigger
changes can access technical assistance,
financial incentives and financing to
offset the cost of engineering studies,
energy-efficient equipment and project
installation. A Halifax hotel was able to
save an estimated $116,000 per year by
upgrading to new heat pumps with leading edge control thermostat system.
While some business owners may
OCTOBER 2013
have concerns about the cost of energy
efficiency upgrades, there are financial
incentives and financing options to
help, including up to 24 months of equal
interest-free payments on your power
bill. What’s more, year-after-year energy
savings ensure that energy efficient installations quickly pay for themselves.
Constantly seeking ways to be more
efficient ensures that your business
remains competitive. Efficiency Nova
Scotia can help you get started today.
Kevin Harrison is a Communications Specialist with Efficiency Nova
Scotia - the independent, non-profit
organization helping homeowners and
businesses use energy better. More than
100,000 Nova Scotians have participated in Efficiency Nova Scotia programs
and services since January 2011. To get
started saving today, call 1-877-999-6035
or visit efficiencyns.ca.
YOUR ENERGY EFFICIENCY
IS SOMETHING TO CELEBRATE
You won’t want to miss the
Bright Business Awards Luncheon on October 16, 2013.
This networking event will give you the chance to see what customers and
colleagues are up to and develop future energy efficiency strategies.
Visit brightbusinessns.ca to register.
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BUSINESS VOICE
29
WORKING FOR YOU
101 Value in membership
CHAMBER
Whether you are a member or are
thinking of becoming a member, it’s nice
to have a reminder of the benefits of joining the Halifax Chamber of Commerce.
When an organization joins the
Chamber, all employees are considered
(associate) members and have access to
benefits. As a member, you are a part of
a business association whose mandate
is to make our community a better place
to live and do business. Your investment
in the Chamber is an investment in our
business community.
Once you become a member, you
have access to all the great benefits we
have to offer including networking opportunities, exclusive event pricing, and
cost saving discounts from our benefit
providers and members alike.
BENEFIT PROVIDERS INCLUDE:
Group Health Insurance:
Home & Auto Insurance:
Rental Vehicle Program:
Payroll Discount:
Courier Program:
Merchant Credit
Card Discount:
Office Product Discount:
Beyond the benefits, the Chamber
plans over 100 high calibre, events annually. There is a large range of events that
is sure to suit the needs of every member.
Whether it’s gaining new business knowledge or making valuable connections
across the community, or both, we have
something for you.
30
CHAMBER EVENTS INCLUDE:
BUSINESS AFTER HOURS evenings are held
monthly and provide an opportunity for
members to host a Chamber networking
events at their office or offsite location. As
the host, you will have the spotlight and
be in charge of logistics. The Chamber
provides the marketing and registration
services while fellow members and guests
provide the buzz.
NETWORKING @ NOON is a membersonly intimate event held every other
month and is a great way for members
to meet in a content-rich environment.
The objective is to bring together a
diverse group over lunch to weigh in on
what’s currently happening in your businesses and communities and to hear the
same from others. A representative from
the Chamber’s Board of Directors or a
Chamber representative will host and
facilitate the business-centric discussion.
THE PROFESSIONAL SALES NETWORK
consists of members in the sales, marketing, and business development fields.
The group meets monthly to stay on top
of emerging issues and trends relevant
to their profession.
DISTINGUISHED SPEAKERERS SERIES events
feature informative and thought provoking addresses by business, government,
and institutional speakers. Federal and
provincial ministers, chief executive officers of leading Canadian corporations,
and influential thinkers keep attendees
up-to-date on topical issues affecting the
business community.
ROUNDTABLE DISCUSSIONS are a series
of meetings in a strategic effort to involve
members in important conversations
on industry trends and emerging issues.
Roundtables facilitate knowledge sharing and position the Chamber and its
members as community leaders and the
conveners of great ideas. Topics include
small business, competitiveness, education & skills, taxation, the economy, and
health.
OCTOBER 2013
THE ANNUAL SPRING AND FALL DINNERS
are the Chamber’s most popular and
prestigious events, regularly attracting
a high quality business audience of up
to 1,000 guests. They are a networker’s
paradise! This is your opportunity to join
us for high-level content from leading
influential speakers and entertainment,
locally and from around the globe.
THE HALIFAX BUSINESS AWARDS is the
Chamber’s most glamorous event of the
year. This gala event boasts a spectacular night of entertainment, prestige,
and celebration, recognizing risk takers
and the success of our thriving business
community.
THE CHAMBER GOLF CHALLENGE is held
annually at the beautiful Glen Arbour
Golf Course. The tournament boasts
a premium golf experience that will
surpass your greatest expectations. Golf
is the official sport of business, and there
is no better way to get in front of key decision makers and community leaders than
being part of this event.
THE ALL SHIPS RISE initiative was designed
from the Ships Start Here announcement
and has developed into a program to
assist Nova Scotia businesses, businesspeople and entrepreneurs in taking
advantage of the major projects that are
happening in our region. With the support of our founding partners, All Ships
Rise delivers a number of events and
training programs designed at a low cost —
high quality level, available to everyone.
And last, but certainly not least,
by being a member of the Chamber of
Commerce you are part of our advocacy
efforts in our key strategic areas: to create
a positive business environment; to grow
and nurture the skilled workforce; and to
drive member prosperity and value. Becoming involved in our work is as easy as
giving us feedback on what is important
to your business or becoming a volunteer.
The Chamber is always looking to hear
from members on what is important
to them.
WORKING FOR YOU
Strategic Plan 2013-2018
The Halifax Chamber of Commerce
is committed to enhancing the
prosperity of its members and to
realizing Halifax’s potential to be
among the top 3 highest growth
city economies in Canada by 2018.
Below you will find a visual for
the Chamber of Commerce’s Strategic
Plan 2013-2018. These three goals are
derived from member feedback, through
various events, meetings and discussions
throughout the year.
This feedback was delivered to our
Board of Directors over the spring for
discussion and clearer focus. Each of
these overarching goals have a clear
target, with measures and data points
to evaluate its success as the Chamber
moves forward.
We look forward to your input and
your comments in the months ahead.
www.halifaxchamber.com
YES!
GROW
CREATE
and nurture the
skilled workforce
a positive business
environment
Promote
entrepreneurship
Reduce the tax burden
Match postsecondary
student development
to employer needs
Champion common
sense regulations
Enhance P – 12 skill
development
Capitalize on
major projects
Promote immigration
DRIVE
member prosperity
and value
Provide information
and connections
Advocate on key
business issues
Facilitate networking
opportunities
Provide benefit
programs
Help build a vibrant
downtown core
Illustrations: Quigley Creative
VISION
The Halifax Chamber of Commerce is an
action-oriented business leadership organization
whose core purpose is to help Halifax reach
its full potential as a great city.
MISSION
The role of the Halifax Chamber of Commerce in achieving its
Vision is to build and strengthen the business culture through:
Member Services:
Advocacy:
Leadership:
Adding value through
networking, information and
member benefits
The voice of business
in Halifax
Shaping the business
environment by building
business, government and
community capacity
BUSINESS VOICE
31
WORKING FOR YOU
All Ships Rise Conference
Time to get on board
Thursday, October 17
World Trade and Convention Centre
8AM - 4PM
AGENDA
8:00AM - 9:00AM
Registration and Welcome
9:00AM - 10:00AM
Procurement - Doing Business with the
Government of Canada
Anne Thomas, Office of Small and
Medium Enterprises
Procurement - How to Sell to the
Provincial Government
Kimberly Murphy, Economic and Rural
Development and Tourism
10:30AM - 11:30AM
Performance Excellence - Innovation
and Productivity
Merv Symes, Symplicity Designs
LEADING GROWTH: A Business Model
for Strategic Innovation and Growth
HOW TO SELL TO THE
PROVINCIAL GOVERNMENT
“Business as usual” doesn’t work
any longer, and this session provides
a clear framework for assessing new
growth frontiers and the fit with a customer-focused business model — so you
create value and make a profit doing so.
The session provides an interactive
working forum for business leaders to
think strategically for growth — capturing opportunities, resolving challenges,
developing needed capabilities, and
defining a bigger future.
The three most critical strategic
decisions entrepreneurs and business
leaders can make to support their organization to grow in the next ten years are
also identified and applied.
Participants will be energized from
their time together.
The public sector of Nova Scotia
spends close to $2 billion annually.
– Are you interested?
– Have you ever considered selling your
goods or services to the public sector?
– Have you ever wondered if the public
sector purchases goods and/or services
that your business offers?
If you answered yes to any of these
questions, now is the time to seize the
opportunity to learn more.
12:00PM - 1:30PM: LUNCHEON
Kimberly Murphy
The Impact of a Changing Business
Environment on the Nova Scotia Economy:
Are SME’s Prepared?
Pierre Cleroux, BDC
Manager of Supplier Development,
Procurement Services
Economic and Rural Development
and Tourism
1:45PM - 2:45PM
Leading Growth: A Business Model
for Strategic Innovation and Growth
Michael DeVenney, Bluteau DeVenney
3:00PM - 4:00PM
Bridging the Skills Gap in Nova Scotia
Michael Crawford, Bluedrop Performance Learning
MEMBER CONFERENCE PASS:
$159.00 + HST
NON-MEMBER CONFERENCE PASS:
$209.00 + HST
CEO
Bluteau DeVenney
As CEO of Bluteau DeVenney and
Company, Michael brings to clients his
unique ability to package what he learns
for leaders to connect actions to solutions
so they and their teams can make strategic decisions to achieve growth.
Michael has been working with
leaders and teams in private and public
businesses, non-profit organizations
and government corporations and
departments since 2003. His continued
research work enables Michael to provide
leaders with current and timely insights
into key leadership issues.
32
Kimberley Murphy is the Manager of
Supplier Development, Procurement Services and has been with the Department
of Economic and Rural Development and
Tourism since 2006. The province’s Supplier Development program is one part of
the commitment to encourage growth of
local businesses and the economy. Its purpose is to help small and medium-sized
businesses compete for public sector
procurement within Nova Scotia, and
beyond. Kimberley has acquired a wealth
of knowledge about the vendor community in Nova Scotia through many onsite
visits and outreach activities around the
province.
PARTNERS:
FOUNDING
PARTNERS:
TO REGISTER AND LEARN MORE:
www.halifaxchamber.com
allshipsrise.com
Or contact Tanya Bellefontaine at
[email protected]
or 902-481-1239
Michael DeVenney
OCTOBER 2013
WORKING FOR YOU
DOING BUSINESS WITH THE
GOVERNMENT OF CANADA
The Government of Canada purchases approximately $20 billion worth
of goods and services each year.
The Office of Small and Medium
Enterprises (OSME) provides key information about how to sell to the Government of Canada that will help you:
–
–
–
–
–
–
Understand the procurement process.
Register in supplier databases.
Build relationships.
Search for opportunities .
Obtain security clearances.
Bid on opportunities.
INNOVATION AND PRODUCTIVITY
Innovation and productivity are the
result of discipline and focus. Organizations that use a formal approach improve
and grow at three-to-five times the size of
those who don’t. Where do you rank?
Quality Management, as a field,
is migrating towards managing for
performance excellence, thus creating
an environment for sustainable business
productivity improvement. Success in the
field requires the integration of strategic positioning, process improvement
methods (lean principles with six-sigma methods, balance scorecards, and
commitment) and the ability to engage
people in leading change.
We will cover the core principles and
methods required to be successful.
Merv Symes
Anne Thomas
Regional Director, Office of Small
and Medium Enterprises (OSME)
PWGSC
Anne has been employed with the
Canadian federal government for over
20 years. She has held several positions
within various branches of Public Works
and Government Services Canada
(PWGSC). PWGSC is the common
service agency for the Government
of Canada, providing, among other
services, procurement, accommodation,
and information technology to various
federal departments and agencies.
BRIDGING THE SKILLS GAP IN NOVA SCOTIA
Michael
Crawford
Program Director
CoursePark Learner Services for
Bluedrop Performance Learning
Michael Crawford is responsible for
leading major courseware development
and SkillsForce programs, both locally
and internationally including the Smart-
President and Chief
Organizational
Designer
Symplicity Designs
Merv Symes has over 30 years’ experience in helping organizations improve.
He has had the opportunity to learn from
some of the top management and change
thinkers of our time.
He spent 12 years in Organization
Development and HR roles leading the
transformation of how J.D. Irving companies built leadership capability, engaged
employees in improvement, and rewarded
contribution.
In March of 2013, Merv decided
to join his oldest son Matt and start a
Performance Excellence company called
Symplicity Designs.
ForceNL and SkillsonlineNS in Atlantic
Canada. He is also the Program Leader
for DreamBuilder: The Women’s Business Creator, a program that helps women become entrepreneurs that’s currently
operating in Peru and Chile. The next
phase of DreamBuilder, which will roll
out in North America, was highlighted by
Sen Hilary Clinton at the CGI Americas
conference in June. Michael holds a Bachelor of Science from Memorial University
and a Masters in Education from the
University of New Brunswick.
BUSINESS VOICE
LUNCHEON KEY NOTE SPREAKER
Pierre Cléroux
Vice-President, Research
and Chief Economist
BDC
Pierre Cléroux was appointed
Vice-President, Research and Chief
Economist for BDC in 2012.
He is responsible for providing
economic analysis and advice to the
senior management team, while helping interpret economic trends and their
impact on businesses. His responsibilities
also include all marketing and industry
research activities.
Mr. Cléroux has more than 25 years
of experience as an economist, mainly
in the public sector.
Before joining BDC, he worked
for the government of Saudi Arabia as
Vice President, Business Analysis in the
National Industry Clusters Development
Program. His role was to create program
strategies, define sector policies and
conduct financial and economic analyses
of industrial projects.
Prior to that, Mr. Cléroux was the
Quebec Assistant Deputy Minister for
Economic Development, Innovation
and Export Trade, responsible for the
implementation of economic policies and
programs to support small and mediumsized businesses and encourage entrepreneurship.
He also worked for 12 years at the
Canadian Federation of Independent
Business in various roles, including economist and Quebec Vice President.
He holds a Bachelor of Arts and
a Master’s degree in Economics from
Université Laval, and an MBA from MIT
Sloan School of Management.
CONFERENCE
2013
33
GREATER HALIFAX PARTNERSHIP
Presenting Halifax to the world
A city that is as attractive and diverse as the nature that surrounds us
PAUL KENT PRESIDENT & CEO
GREATER HALIFAX PARTNERSHIP
A colleague recently said, “When
people come to Halifax, they want
to stay.” How true! The opportunity
our unique size presents for work-life
balance, our alluringly easy access to
nature, creative culture, entrepreneurial spirit, deep academic and military
roots and status as an economic hub
distinguishes Halifax locally and internationally.
In our competitive world, the ability to tell our story to more people and
in more places is a critical strategy to
bolster and sustain growth. One part
of achieving this success is linked to
how we present ourselves.
Halifax’s five-year economic
strategy clearly states a need for the city
to have an internationally recognized
brand that reflects our best qualities
and what we aspire to be. The Partnership broadly consulted businesses, academia, not-for-profits and government
during the strategy’s development.
These sectors verified the need for a
brand which better positions Halifax as
competitive and successful in the global
market for jobs, talent, investment and
tourism. Work is underway on brand
development through a joint effort of
HRM and the Partnership. Look for
public and stakeholder engagement
this fall, with our expectation of the
new brand being ready for review and
approval by HRM Regional Council in
early 2014.
Another key way to tell our story
internationally is through strategic
partnerships and trade missions. On
July 30, 2013, the Consider Canada City
34
Photo: Tom Wang/123RF
Alliance (CCCA), an alliance of Canada’s 11 largest cities of which Halifax
is one, signed an agreement with the
China Council for the Promotion of International Trade to support increased
trade and investment between our two
countries.
CCCA helps international companies determine best strategies for business expansion in Canada and improves
our country’s ability to attract new
investment and trade opportunities.
The first major trade mission took place
in May, 2012 with a follow up mission in
April 2013 to Hong Kong, Shēnzhèn and
Beijing where Halifax gained a number
of qualified leads which the Partnership
is actively working.
Halifax is also a member of the
World Energy Cities Partnership
(WECP), an organization of cities that
have a core focus on energy (oil, gas,
and renewable). Halifax and Aberdeen,
Scotland, are among the 18 international cities that are members of WECP.
In early September, Mayor Savage met
with the Lord Provost of Aberdeen,
George Adam, to sign an MOU between
the two cities to pursue opportunities
of common interest. Signing took place
at the Offshore Europe Conference in
Aberdeen.
OCTOBER 2013
While nurturing international
relationships and attracting new
investment is key to growing Halifax’s
economy, so is facilitating the growth
of existing businesses. Many of us do
not realize that more than 850 companies in Nova Scotia export products
and services around the world. Nova
Scotia Business Inc. helps Nova Scotia
companies enter international markets.
This fall there are trade missions to
Aruba and Brazil with many more on
the horizon.
Part of our international success
and long-term economic growth is also
linked to each of us being ambassadors for Halifax — promoting Halifax’s
competitive advantages and sharing our
affection for our city and region. The
Partnership has developed a suite of
materials to market Halifax as a location
of choice for business and talent. Your
business is welcome to use the industry
profiles, videos, success stories and GIS
tool found at whyhalifax.com or contact
us for customized or more in-depth
information.
Working in partnership and with a
common purpose, we can build on our
strengths and make Halifax a truly international city that is as attractive and
diverse as the nature that surrounds us.
M A R K E T P L AC E
To place an ad call: 426-2811 ext 1163
Herald
Business
Insider
Learning for You
and Your HR Team!
Cultural Competency
October 18, 2013
Business news straight to
your inbox for FREE.
Training & Development
Programs That Get Results
October 22, 2012
Sign up at TheChronicleHerald.ca/Insider
or by calling 902.426.3031
or 1.800.565.3339
Do’s and Don’ts When a
Union Drive Happens
November 19, 2013
Hot Topics in HR Panel Dinner
November 27, 2013
Pensions 101
January 9, 2013
www.hrans.org
Is Your
Organization
Payroll
Compliant?
Important Upcoming Seminars:
FOR
WHEREVER
LIFE IS
TAKING
YOU
Year-end: Legislative Update (1/2 day)
XNovember 7 – Halifax
Year-end & New Year Requirements
XNovember
XDecember
22 - Halifax
4 - Dartmouth
Fast results for your travel, immigration,
employment, and citizenship needs:
Visit payroll.ca to register online
The Canadian Payroll Association
Toll-free: 1-800-387-4693 x 128
[email protected]
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BUSINESS VOICE
35
SPECIAL FEATURE
SMALL BUSINESS WEEK
Grassroots cause marketing
Small businesses can benefit from good cause partnerships By Andrew Rowlands
Image: Radiant Skies/123RF
The idea of a partnership that helps
a good cause and strengthens your
business has been around for a very
long-time. However, American Express
is often seen as the modern founder of
the term “cause marketing” when they
used it during their partnership with
the non-profit group that was restoring
the statue of liberty in the early 1980’s.
Their campaign gave a portion of every
purchase using their credit card to the
fund as well as an extra amount for new
customers. The campaign was a resounding success, raising over $1.7 million
dollars for the fund.
Small businesses can also take this
kind of grassroots approach as a way to
make a big difference in their communities. The process will also make your
business an integral part of your community, which is something the most
successful small businesses always do.
Having friends tell you about how great a
company is because of the help it provided,
is much more effective than having a company shout about how great it is.
For smaller businesses, cause marketing may seem too resource intensive
when they already have so much going on
and marketing budgets are tight. However,
there are ways to get involved that can
36
have a much greater return on investment than some traditional advertising
options, as well as being very rewarding
on a personal level too.
THREE WAYS YOUR BUSINESS CAN
GET INVOLVED IN CAUSE MARKETING:
1) DONATE A PRIZE – Non-profits are often
looking for prizes for their fundraising
efforts. It could even be an in-kind donation of your own goods or services.
2) SPONSOR AN EVENT – Events are important for awareness and fundraising
efforts but can be expensive to put on.
Covering the costs of the food/refreshments or venue can be a great help.
You could also look to sponsor their
website, newsletter or other initiative.
3) DONATE YOUR TIME – Organizations
may really benefit from your business
skills. Volunteering with them as a
board member or just offering staff
members to help develop a business
strategy could be a great way to start
a relationship.
These are just a few of the many
ways a small business can get involved
with a non-profit organization. If you
are interested in helping, the best thing
might be to just find an organization
OCTOBER 2013
doing work you believe and ask them “Is
there anything we can do to help?” Be
prepared though that they will likely say
“Yes, lots of things!” Some key things
that you should take into consideration
before getting started are:
ENSURE A FIT – There needs to be a good
fit between the organization and the
business to ensure that the partnership
strengthens both brands.
INTEREST HAS TO BE GENUINE – Consumers
are smart. They will be able to see whether the effort is just a token to try and look
good or something in which your business genuinely believes. It will influence
the way they talk about you either way.
DON’T BE SCARED TO MAKE THE FIRST
MOVE – Small non-profits are likely to
be just as busy and resource stretched as
you. While they may want to be reaching
out to local businesses for help, they may
not have the time. They would love to
hear from companies offering to help.
Andrew Rowlands is the Marketing
and Fund Development Manager at
Health Promotion Clearinghouse
www.hpclearinghouse.ca
SMALL BUSINESS WEEK
SPECIAL FEATURE
Managing the message
Small businesses can use social media to their advantage By Tom Mason
The age-old protest song has never
been so powerful. When a careless United Airlines baggage handler smashed
Dave Carroll’s beloved Taylor guitar in
2008, the Nova Scotia musician fought
back the only way he knew how. He wrote
a song disparaging the airline, and the way
it treated his follow-up complaint. What
happened next is social media marketing
history. Carroll’s catchy tune “United
Breaks Guitars” went viral, amassing
more than half a million hits in its first
three days on YouTube, and more than
five million within a month. Carroll became an overnight media star, his career
received a massive boost and, yes, United Airlines ponied up for a new guitar.
It’s a tale that small business marketers would do well to pay attention to,
says Jeff White, a Halifax-based social
media expert, designer and principal
with the web development company
Kula Partners. White says any business
that isn’t using social media as part of
their marketing strategy is missing out
on a powerful and cost effective way of
getting their message out. “The experts
will tell you that you still can’t build a
big consumer brand like Coke without
traditional TV advertising, and maybe
that’s true. But a small business can get
tremendous value from a social media
marketing campaign.”
The age of interruptions is pretty
much over, says White. Effective social
media marketing is about giving information away to a well-targeted audience.
Social media should primarily be used to
drive customers to your website, but at its
best it should do more than that. “Under
A small business
can get tremendous value from a
social media marketing campaign.”
– Jeff White,
Kula Partners
the surface, social media is really about
helping people,” White says. “It’s about
helping your customers find answers.
What are the big questions your customers keep asking over and over? If you have a
blog that answers those questions people
are going to find you and your business.
They’re going to trust you.”
In fact, using social media properly
means giving away information that
used to be considered secret. It’s a potent
marketing strategy when done right,
but a minefield for the careless. Witness
Chrysler’s obscenity-laced tweet about
drivers in Detroit — a mistake apparently
caused by a Chrysler executive forgetting
which Twitter feed he was connected
to — or fashion designer Kenneth Cole’s
ill-advised attempt to make a social
media joke about the revolution in Egypt.
“We live in a world of oversharing,” says
White. “It’s possible to get burned if
you’re not very careful.”
But big risks can lead to big opportunities. Social media is relatively inexpensive, and a well-planned campaign is easy
to monitor and fine tune mid-stream,
says White. “For example, you can run an
email campaign with two different subject
lines. If one subject line gets 75 percent
hits and the other gets 25 percent, you
know immediately which one is working.
You can’t do that with traditional media.”
But even the smallest of businesses
should seek help before diving into the
social media marketing universe, he says.
“It’s not enough to talk to your friend’s
kid who’s on Facebook or Twitter a lot.
You need to talk to somebody who truly
understands the space.”
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37
MESSAGE FROM THE CHAIR AND VICE-CHAIR
Getting what you want
When you really want something in life, you have to go get it yourself.
It’s no surprise then that the qualities
many of us associate with success also
describe the 1,700 members of the
Halifax Chamber of Commerce.”
ANDREW BOSWELL
BOARD CHAIR
FRANCIS FARES
BOARD VICE-CHAIR
Rarely (actually, more rare than
rarely) will you receive exactly what you
want, hand-delivered on a silver platter.
You need to put in the time, hard work,
preparation and perseverance to achieve
and succeed in your goals.
It’s no surprise then that the qualities many of us associate with success
also describe the 1,700 members of the
Halifax Chamber of Commerce. These
are businesses that started with a leader —
someone with a great idea, an entrepreneurial spirit and the drive to succeed —
and have grown, through hard work,
patience and time, into thriving companies
that make Halifax the attractive destination it is today!
As this month’s issue is focusing on
successful entrepreneurs, we can think of
no more fitting individual to profile than
Photo: Christopher Wahl
38
OCTOBER 2013
our selection this month, Arlene Dickinson.
While many know her know as one
of the more patient, tactful and resounding investors on CBC’s Dragons’ Den, she
is also one of Canada’s most successful
entrepreneurs, and is considered among
our country’s most powerful business
leaders.
Joining small, local business firm
Venture Communications in 1988, Dickinson needed just 10 years before taking
sole ownership of the company. Since
that point, she has grown Venture Communications into one of Canada’s largest
independent marketing firms — for three
straight years it was among Canada’s
50 Best Managed Companies. She also
launched Arlene Dickinson Enterprises,
which helps support growing entrepreneurs in our country.
Whether in Toronto, Halifax, Sydney
or Antigonish, an entrepreneur — no
matter how small the business or how
difficult the road ahead — can succeed
with the right mindset and the dedication
to succeed. Arlene Dickinson is a shining
example of this, as are each and every
member of the Halifax Chamber of
Commerce.
As you read through this issue,
seeing the stories of success, the lessons
learned and the mistakes that have been
made, we hope that you take away from
it only this: You can succeed, and you’re
not alone.
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