comox valley business gazette
DESCRIPTION
Comox Valley Business NewspaperTRANSCRIPT
After 30 years of being a salesperson and working with
hundreds more over my career, I’ve learned that they’re either building their business through prospecting, servicing and
upselling their clients or seeking a new employer.This can obviously be a
huge problem. I’ve seen some sales departments turn over entirely in one year. Here are the top five reasons your salespeople are most likely to leave:1. "I'm not happy.” Fair
enough, but we have to dig deeper to find out why. Unfortunately, most people would rather leave than have that conversation. As a manager, before saying "You didn't tell me,” you should ask yourself "How many times did I sincerely ask if they were happy?"
Apr/May 2013
Is triple net suffocating business owners?
Does an increase in available commercial space
lead to better business conditions in theComox Valley? Not according to one
longtime local business owner, who says it’s resulting in higher lease
rates and fewer options for small businesses.“There are two parts to it,” says Kevin, who asked to remain anonymous so as not to alienate his current landlord. “There are the lease rates and, more importantly, the triple net."
"The going rate is the same as Victoria," he continues. "Twenty-two dollars a square foot; that was the going rate for mine. I negotiated, but not all landlords will do that. My previous landlord just upped the rate when my lease was up, no negotiation."
In a 3,600-square foot retail space like Kevin’s, that can equal $6,600 per month in rent alone. And then there's triple net. “The law states the landlord is not to incur any expenses, so they pass on costs to the leasee,"
See ‘Triple Net’ Pg. 5
Local Realtor James Smith says few options exist for small businesses looking to lease reasonably priced commercial space, a condition that’s prompted at least one local businessman to call for standard triple-net terms to be “revamped.”
The top five reasons your salespeople will leave
Simplifying your work processes
Dave Warawa, PROSALESGUY Training
CV.BUSINESSGAZETTE.CA
When Guerrilla Marketing author Jay Conrad
Levinson was asked to distil his long list of marketing weapons into the 20 most crucial weapons, his top choice was a Marketing Plan, followed closely by aMarketing Calendar.Your marketing calendar
should determine your marketing for the next 12 months. It’s like fire prevention; not having one results in putting out marketing fires every week. Fire prevention is always preferable to putting out fires.Here are 10 keys to a
great marketing calendar:1. State your long-term
goal at the top of every month, and stay focused on that objective. Don’t let short-term problems get in the way.2. Get input. Talk to your staff, your customers, trusted suppliers and industry experts to make sure your calendar
Mike Adamson, 97.3 The Eagle
10 Keys to Successful Marketing Calendars
See ‘10 Keys’ Pg. 4
Ah, spring cleaning time. In terms of your business, aside
from the actual washing of windows and extermination of dust bunnies, springtime presents an opportunity to streamline and simplify your work processes. When it comes to making
things easier, there’s one piece of office equipment that really leaves the rest behind – the multifunction printer (MFP). As the name suggests, the MFP takes on the work of numerous pieces of equipment while saving time, space, energy and – ultimately – money.
If the last piece of multi-function office equipment you bought was a stapler (“look, it’s also a paper weight and a spider squisher!”), then it’s time to learn a little more about MFPs. Taking the place of a copier, scanner,
Don Linder, AGS Business Systems
See ‘Simplify’ Pg. 2See ‘Top five’ Pg. 3
Avoid the financial herd mentality
Humans have exist-ed for close to 200,000 years
focusing more or less exclusively on survival: hunting, gathering and loss aversion. Findsomething to eat and avoid being eaten. The need to think long-term, and to imagine a future that’s different from the past, is a relatively recent phenomenon.If we had to imagine a
scenario for which the human mind is most ill-equipped to handle, it would be something close to the stock market, which is unsympathetic, future-based and perfectly designed to feast on emotion. It’s also filled with obstacles that prevent our brains from making objective and insightful decisions.The chart on page 2
shows how investor emotions drive investment decisions. The dark green line rising from left to right is the performance of the S&P 500 index. The lighter green area shows the net dollar flows of capital into equity mutual funds, while the gray area shows the net dollar flow of capital into bond
mutual funds. Notice the billions of dollars flowing into equity funds from 1995 to 2000, when the investment crowd was racing to buy technology stocks. More money went into the market in 1999 than any other year in the last 20 – just in time to catch the crash that soon followed. This is classic herd behavior that hurts investors again and again do it. Doing it sooner is always better than doing it later, and don’t stay away for too long. Then, pump yourself up to get back on that horse!Like I said, things often
come up that are beyond our control. How we react to them, though, doesn’t have to be. Your ideal business is just waiting for you to start making those decisions again.What’s happened over
See ‘Herd’ Pg. 2
Soundadvice
Russ Wigle, DundeeWealth
NEED HELP WITH YOUR TAXES?Contact Nicole Cahoon, BBA at Daybreeze Bookkeeping & Tax Solutions. They believe all clientsare entitled to the highest level of service and peace of mind, and provide affordable services tailored to suit each client’s individual needs. Like them on Facebook for tips, ideas and updates.
For your free consultation, please call their office at250-871-1121, email them at [email protected] visit at Unit #2-145 19th St Courtenay.
Nicole Cahoon, BBA
Page 2 Comox Valley Business Gazette — Apr/May 2013
the last five years is the exact opposite of the ’90s. The investment crowd has given up on stocks and has a new love affair with the safety and security of bonds. A buy-and-hold equity investor would have recovered from her 2008 losses and would be enjoying all-time highs. Those who followed the crowd into bonds, however, are suffering through the lowest interest rates in a generation.The take-away should be
to work with an advisor, whose job is to draw you away from the crowd and stay objective rather than emotional. An advisor will encourage you to be diversified, which often means buying stocks when others race to bonds and holding bonds when everyone else is chasing stocks. Don’t follow the herd; follow your advisor.
Russ Wigle is an Associate Investment Advisor at DWM Securities Inc. in Courtenay. He can be reached at [email protected].
Please consult a professional investment advisor and your accountant before acting on any information presented in this column.
This article is solely the work of Russ Wigle for the private information of his clients. Although the author is a registered
Associate Investment Advisor with DWM Securities Inc., a DundeeWealth Inc. Company, this is not an official publication of DWM Securities Inc. The views (including any recommendations) expressed in this article are those of the author alone, and they have not been approved by, and are not necessarily those of, DWM Securities Inc.
Herd — con’t from pg. 1
printer and fax, this piece of hardware really does it all. And advances in technology have made them more affordable, while increasing their capabilities.In an earlier column, I
summarized the major benefits of total cost of ownership and functionality you obtain with a “commercial grade”MFP versus a “consumer
grade” MFP that you buy at a big box store. Simplifying your work processes needs a “commercial grade” MFP as a foundation.Take scanning for
instance. While scanning eliminates the need for paper files, it can still be a very labour-intensive process, with you having to determine what the randomly generated name tag means, renaming the document, creating a new folder on your computer or dragging it to an existing folder. Imagine being able to scan a document directly into the appropriate folder with the push of a single button on the MFP’s control panel.Or perhaps you have a
business with multiple locations and numerous managers. Trying to get invoices sent, approved, signed and paid on time can be a nightmare. Can you visualize a system that scans and routes invoices to the appropriate manager and sends reminders so late fees are avoided? Imagine how much time you can save if your MFP/electronic document management system organizes this process for you and also gives you up to date project costs. Less need for office
space, more accuracy,
cv.businessgazette.caThe Comox Valley Business Gazette is delivered eight times per year to every business address in the Comox Valley.
Associate Publisher: Jim McQuillan Executive Editor: Ryan PartonWriters: Kenzie Andrews, Nancy Miller Sales: Rob Webb Web: Maya Payton-Schmid
Advertising Inquiries: 250.897.5064 / 250.702.1103 or [email protected]
Editorial inquiries: [email protected]
Left Coast Publishing 2440 B First Street, Courtenay BC, V9N 8X9
The opinions, ideas and advice of columnists and contributors to the Comox Valley Business Gazette are theirs alone and do
not necessarily reflect the views of this publication.
March was a whirlwind month at the
Comox Valley Chamber of Commerce as we celebrated with a number of different events. Chamber staff and our
Board of Directors worked together on the Herculean task of trying to personally visit as many of our 600+ members as possible, to present official ‘thank-a-thon’ cards. We all enjoyed meeting face-to-face with so many of our members and were thrilled with the warm andwelcoming reactions. It comes as no surprise
that, in this day and age of electronic communications, people really appreciate a hand-written thank you note and a personal visit!In addition to ensuring
that our members feel appreciated, your Chamber of Commerce has been working in a spirit of collaboration with the Campbell River Chamber of Commerce. We ‘shared’ membership
ads on The Eagle Radio throughout the month. We have also been working with them on a task force for the North Island Hospital Project. As the project unfolds, watch the Comox Valley Chamber of Commerce website for updates and notices of this develop-ment.March 20 we held our
Chamber Board Elections Lunch and we are pleased to welcome the following people to our Board of Directors for two year terms:
• Kevin East Ambassador Shuttle Service • Mackenzie Gartside Verico Select Mortgages • John Gower Gower Design
• Margaret Szafron Prestige Video Transfer (Re-elected)
With nine candidates and four positions available, not everyone who put their names forward for election was able to fulfill their commitment. Thank you nominees for their show of support of the Chamber of Commerce.
Annual GeneralMeeting
Members and guests are welcome to attend our AGM on Thursday, April 18th at Crown Isle Resort. Following the official AGM portion of the evening, we will hear from special guest speaker Tom Spar-row, Chief Project Officer of the North Island Hospitals Project. Preregistration is required.
• • •
Congratulations to Bob Wells, My Tech Guys, and Andrew Gower, Wedler Engineering. Both were recipients of a Vancouver Island Top 20 Under 40 Award.
• • •
Congratulations also to Meaghan Cursons. Her name was drawn for the $4,000 Business Prize Package at our 4th Annual Chamber Showcase Trade Show on February 28 at Crown Isle. Thank you to the following companies for their contributions to the event and the prize package:
Platinum Sponsors: First Insurance,97.3 The Eagle,
Crown Isle Resort,Comox Valley Record.
Gold Sponsor: Klitsa Signs
Community Partner Sponsors:
KT Mediaworks,Prestige Video Transfer,
Sparkling Graphics,Valley Home Check
Business Service Package Donations:
ABC Printing & Signs,Comox Valley Record,
Comox ValleyChamber of Commerce,Continual Palingenesis - Web and Social Media
Solutions,HiTec Screen Printing,
InFocus Magazine,SmartBiz Strategy,Sparkling Graphics,
Tailfeather Graphic Design,Zenith TrainingInternational,
97.3 The Eagle,The Comox ValleyBusiness Gazette
Membership Matters:What's in it for us? In order to fulfill our mandate of 'taking care of business', your Chamber of Commerce relies on the support of the business community because all businesses - large or small - enable us to promote economic growth and vitality here in the Comox Valley. We will be the first to admit that a business that has been in the same location for 20+ years, and has established a stellar community reputation, may not 'need' to be a member of the Chamber of Commerce. But we need them and their membership with the Chamber of Commerce is one way we can celebrate their success and they can give back to the community that has supported their growth.
For more information on the Comox Valley Chamber of Commerce, visit: www.comoxvalleychamber.com or call 250.334.3234.
Our mission is to offer you high quality printer supplies
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Simplify - con’t from pg. 1
Last issue, I discussed the importance of reviewing your
mortgage renewal
documents very carefully. In this issue, I’d like to make the case for looking at other lenders when your mortgage comes up for renewal. Certainly there are costs
for the legal work involved in changing lenders, but the good news is that, in most cases, the new lender will pay the costs on your behalf to do a “straight” switch (with no significant changes to mortgage amount or amortization). However, even with a re-finance (where you change the amount borrowed or increase your amortization), there’s at
least one option that offers a free appraisal, $500 toward your legal fees and highly competitive rates. This is a great option if you want to consolidate higher interest debt or use your home equity to finance a renovation.Take advantage of
mortgage renewal time, and ensure you’re making the best borrowing deci-sion. Find today’s rates online
at www.comoxmortgages.com. For a free debt review and mortgage consultation, call Mackenzie at 250.331.0800.
Look carefully at your mortgage renewal
Mackenzie Gartside, Verico Select Mortgage
increased organization, fewer late charges, timely responses to customer inquiries and savings of time and energy are just some of the benefits of MFPs. There truly are few pieces of office equipment that can compete.
If your work processes are driving you crazy,
we’d be glad to help you simplify.AGS Business Systems has been providing office tech-nology to Vancouver Island customers since 1976 and prides itself on being 100% locally Island owned and operated. Don Linder can be contacted at 250.871.0116 or [email protected]
Comox Valley Business Gazette — Mar/Apr 2013 Page 3
2. "My Boss is a Jerk." I’m not taking a swing at managers; I was one for half my career. But seri-ously, are you acting like a jerk? Successful Leaders no longer have a King of the Castle attitude. If you want respect, EARN it. When your team does a
great job and nails a budget, they should get the credit. When they don't, you take the responsibility. You need to be held accountable as much as you expect your staff to be. 3. "I'm being micro-
managed." Most managers don’t want to run a day care, enforce CRM programs or know what salespeople are doing every minute. What they really want are
results on the weekly sales report. Great salespeople run their careers like a business within the structure of the company. On the other hand, sales managers must adapt their management style to their sales team – NOT THE OTHER WAY AROUND. 4. "I'm just not learning anything anymore." Smart salespeople always want to improve. Sure, the great ones will take some initiative, but it’s a two-way street. When was the last time you did any training with your salespeople? 5. "It’s just not fun
anymore." Whose job is it to make the workplace fun? Everyone's! When was the last time you took
Many people think insuring their mortgage against
death is a key consider-ation in providing for their family’s financial security. In reality, most home fore-closures happen as a result of illness and the subsequent inability to make mortgage payments.Canada Mortgage and
Housing Corporation statistics state that 48% of all mortgage foreclosures occur as a result of the homeowner suffering a critical illness, whereas only 2% occur as a result of the death of the homeowner. Enter critical illness insurance.Critical illness insurance provides a tax-free, lump-sum benefit to help support you and your family financially if you are diagnosed with a severe condition and survive past a pre-deter-mined timeframe (28 days). This lump-sum payment can supplement your health insurance plan or any lifestyle expenses that may be required.Determined by each
company’s contracts, most comprehensive plans cover between 20 and 24 conditions in total. The
most commonly occurring conditions, in terms of claims, are heart attack, stroke and cancer. In 2012, an estimated
186,400 new cases of cancer (excluding non-melanoma skin cancer) were diagnosed in Canada, and 75,700 cancer deaths occurred. According to the Public Health Agency of Canada, we’ll continue to see an increase in the number of individuals diagnosed with cancer through 2013. Here are some more stats
to consider:• Nearly 40% of all cancer deaths in Canada are due to lung and colorectal can-cers. • Incidence and mortality rates for men surpass those for women at around age 55. • Heart attacks strike 70,000 Canadians each year. • 50,000 Canadians
suffer a stroke each year• Nine in ten Canadians have at least one risk fac-tor for heart disease or stroke.No one is hoping you’ll
become ill, which is why many companies offer a return of premium option as a rider on some policies. So based on specified conditions, you could set up your policy to
receive 50%, 75% or even 100% back in premiums if you never become ill. Critical Illness Insurance
premiums are calculated based on a number of factors, including your gender, age, smoker status, medical history, height/weight and the amount/type of coverage you choose. Policies generally come in values between $25,000 and $2 million.Planning for the
unexpected provides peace of mind, and can protect you and your loved ones.
Joel Reeves is a mutual fund representative with QTrade Asset Management Inc. and a life insurance agent with First Insurance Agencies. He can be reached at 250.334.3443 or [email protected] funds and securities related financial planning services are offered through Qtrade Asset Management Inc., Member MFDA.
It’s probably happened to someone you know!
Joel Reeves, First Insurance
Just to be clear from the outset, I believe any time spent
marketing online has some effect and value. With that in mind, I generally suggest the following structure for prioritizing your small business online marketing efforts:1. Website – Your website is the ONLY online space where you have complete control over content, appearance and interactions with others. Make sure you have the abili-ty to edit it, and maintain/update it regularly. Try to direct the majority of your online audience to it.
2. Blog – Most current web-sites feature a blog element, and yours should too. Imagine for a moment not a series of crop circle conspiracy the-ories or innovative napkin folding techniques, but rather a chronologically arranged and archived series of relevant articles featuring attractive media to keep visitors’ attention for more than the average three seconds. Search
engines love new posts, which produce handy RSS (Really Simple Syndication) feeds that can auto update your Facebook pages, Twitter accounts and other channels.3. Youtube – Creating, branding and populating a channel on the second most popular search
engine allows you to broaden your audience with a medium most peo-ple are very com-fortable with (video). You can easily embed each video into a blog post or web page to engage visitors on your own site.4. Facebook – Still the third largest global search engine, Facebook allows small businesses to interact with customers in a social yet unimposing way.Using a service like Networkedblogs.com, you can have
an RSS feed from your blog automatically update your Facebook page with new posts, all of which will direct traffic to your own site. Just remember to keep an eye on your notifications, respond to any direct questions or comments and occasionally post
something original. 5. Twitter – The immediacy of Twitter means it requires frequent observation, making it more time intensive than other channels. Most small businesses should be able to maintain a suitable presence by having their accounts auto updated from their RSS feed. LinkedIn is another useful
tool. It can be used to host your online resume, with clear links back to your business(es) and your website. Because ultimately, that’s what social media channels are meant to do: drive traffic to the core of your online presence, where you can measure your site’s reach and frequency using Google Analytics.
Pieter Vorster is the owner of CP-SMS, which provides personal, practical guid-ance in the basic tools of social media to help you find your own online pres-ence. To learn more, visit www.cp-sms.ca or call 250.792.2874.
Where to focus your online marketing
Pieter Vorster, CP-SMS
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&
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Come in May 6-12 for our55 THTH AANNIVERSARNNIVERSARYY SSPECIALSPECIALS!!!
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Carmie’s:• We are a family restaurant.• We make everything ourselves.• We purchase locally.• Only 8 minutes from Courtenay in
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Open 7 days a week 8:30 am to 4 pm, Sunday to 3 pm Dine-Around-Town Special Menu!
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APRIL SPIN CLASSESARE GOING TO ROCK!
MONDAYS - 9AM, 12PM & 5:30PMTUESDAYS - 9AM, 5:30PMWEDNESDAYS - 9AM, 12PM & 5:30PMTHURSDAYS - 9AM, 5:30PMFRIDAYS - 9AMSATURDAYS - 9:15AM
your staff to breakfast simply to say thank you? If your sales floor needs some excitement, form a committee to increase morale through fun activities.There they are, the top
five reasons your salespeople will leave you. Note that money isn’t one of them. We all assume it is, but I seldom find that to be the case. Next issue,
I’ll focus on the top five reasons your salespeople will stay. (Hint: they aren't just the opposite of this column’s five.
Dave Warawa, PROSALESGUY, provides practical sales training based on proven, street-level techniques. For a list of his training programs, visit: www.prosalesguy.ca or call: 250.339.3355.
Top five - con’t from pg. 1
“48% of al mortgage
foreclosuresoccur as
a result ofcritical illness”
“Search engineslove new
posts, which produce
handy RSS(Really Simple Syndication)
feeds...”
Comox Valley Business Gazette — Apr/May 2013Page 4
The “whys” of success
The Comox Valley Sales and CustomerService Workshop offers your business...
• An Interactive Training Sessioneducating your staff on the Five Success Skills in Sales and Customer Service.
1. Questioning — The Salesperson who asks great questions isperceived to have genuine care and concern for the Customer. 2. Active Listening — The learned skill of really listening for the meaning and desire behind the Customers' need forassistance in making the right purchase.3. Paraphrasing — The art of repeating what the Customersaid in your words for clarity and to show, “You get it. Youunderstand and want to help.”4. Summarizing their Needs — Verbalize all of the Customer’sdesires to best capture their individual situation.5. Personality Projection — Showing Passion, Empathy and a Smile to make the Customer feel comfortable in dealing with your business.
• A Breakout Session with your Staff to ensure they are comfortable internalizing these skills for use in the workplace.
• A Group Brainstorming Session to adopt new Customer Service Initiatives or your business to increase
revenues through repeat business and referrals • An Implementation Training Session to ensure all trainingis working to its best potential in your business environment
Your current Customers should be your best SalesPeople through Referral. All Sales and CustomerService Training is customized to your product,
competitive environment and company philosophy.
Visit my website at www.prosalesguy.ca for more testimonials from my business clients. Email me at [email protected] or
Call 250-339-3355 for a free consultation and discussion
Dave Warawa
“Dave gave our staff of Pharmacists andPharmacy Assistants atLiving Room Pharmacy avery dynamic and enthu-siastic presentation onCustomer Service. Thestaff experienced a realmorale lift as they reaf-firmed what they weredoing well and whatcould be done to raisethe bar of customer serv-ice even higher. Dave’s“card storming” activitywas brilliant, givingLiving Room Pharmacysome excellent ideas toimplement in the nearfuture. Our staff reallyenjoyed role playing asDave made it FUN and asafe forum for people toshare their challengesand successes. Positiveand helpful, Dave makesit virtually impossible forLiving Room Pharmacynot to want to work withhim again.” — JaneWareing, co-founderLiving RoomPharmacy, Courtenay
In today's competitive marketplace, is your business operating at it's bestcustomer service levels? Are your salespeople dealing with potential
customers in best way possible to encourage a purchase, repeat business and referrals? You don't get a second chance to make a first impression.
www.TheDigitalOrchard.ca
Grow your businesswith an effectiveonline presence.
Be found online!
speaks to actual needs in the marketplace. 3. Fill in the blanks. When you have no special event or promotion, that’s a great time to add thank-you campaigns, promote your community involvement, recognize deserving staff or create new events.4. Track your results. Each week, record what worked and what didn’t to help you improve your calendar
next year.5. Choose the weapons that work. You’re not selling to your-self; you’re selling to the market-place. Remove your personal pref-erences when selecting your weapons. Your favourite station or media might not be your customer’s media of choice.
6. Have an internal component. Every market-
ing effort requires internal buy-in, merchandising and
effort. Plan for those internal components with each external mar-keting campaign.7. Leverage your plan. Most suppli-ers and media companies will extend preferen-
tial pricing to customers who make 12-month commitments.
8. Create integrated media synergies. Make
sure you’re saying the same thing in everymedium, every time.9. When applicable, delegate promotional opportunities in your calendar to internal entrepreneurs (“inter-preneurs”). Challenging your staff to spearhead particular promotion empowers them, improves morale, and can yield surprising results.
10. Due diligence. Try to tie into national events your suppliers have on
their calendars, and try to anticipate your competitor’s marketing calendar. You’ll want your big annual sale to run before your competitor’s sale, not after.
Mike Adamson has more than 22 years of marketing experience in both print and radio. He can be reached at 250.703.2200. Mike currently resides with 97.3 The Eagle in Courtenay as a marketing rep. Visit the Eagle online at www.973TheEagle.com.
10 Keys — con’t from pg. 1
Emily Hovey, CFP Associate Portfolio Manager
Alitis Investment Counsel is pleased to welcome Emily Hovey, CFP to our team in the role of Associate Portfolio Manager (APM).
In her role as an APM, Emily will be assisting clients with their financial planning needs. Emily comes to Alitis with more than four years’ experience in the Financial Industry. Emily’s qualifications include the Certified Financial Planner (CFP) designation, a diploma in Finance, and an Associate of Arts in Economics from Camosun College in Victoria, BC. Emily is also actively pursuing the CFA designation.
Emily recently relocated to the Comox Valley from Victoria with her family. She enjoys living in a smaller community and is excited to take advantage of the opportunities that the North Island has to offer.
Alitis Investment Counsel is an established Portfolio Manager with offices in BC and Alberta. Alitis helps individual investors in the areas of discretionary portfolio management, financial planning*, insurance*, and tax and estate planning*. Alitis also assists institutional investors in the areas of discretionary portfolio management and portfolio advisory services.
*Provided by Alitis Insurance Services Inc.
Alitis Investment Counsel 1.800.667.2554
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Why do I do what I do? It’s not as easy a question
as you think, but it’s certainly one that every business owner should ask. And, according to Simon Sinek, it’s a ques-tion that has motivated great leaders into action throughout history. Recently, I had the for-
tune to see the world-renowned speaker of TED Talk fame in Nanaimo. The crux of his talk focused on how leaders inspire action by asking “why?” before they ask “what?” Says Sinek, all people and organizations know what they do, some know how they do it, but very few know why.When it comes to
succeeding in business, and in life, it really is about the whys. As he says in his 2009 book, Start with Why, "People don't buy what you do, they buy why you do it."Knowing why you do what
you do will not only benefit yourself and your customers, it will also benefit your employees. “People who love going to
work are more productive and more creative,” writes Sinek. “They go home happier and have happier families. They treat their colleagues and clients and customers better. Inspired employees make for stronger companies and stronger economies.”Convinced yet? Okay, so you’ve decided
to figure out why it is you do what you do. As I men-tioned, it can be more easily said than done. But I came across one compa-ny’s strategy for coming up with the whys of work. Sticky Branding, a sales
and marketing firm, sug-gests coming up with a list of things that your
Ann Scott, Presley and Partners Chartered Accountants
company is compelled to do. These activities and actions, whether you receive payment for them or not, are at the heart of what the business is about. They
recommend that members of the com-pany’s leadership team each make a list of 20 items that the firm is compelled to do. Once done, the lists are
consolidated. During this process, trends will become obvious – the items that come up consistently point to the “why” of your company.As an example, the words
that consistently popped up for our accounting firm included ethical, of service, confidential,
dependable, professional and knowledgeable.
While challenging, it is a very doable and worthwhile exercise to help you re-focus or clarify your day-to-day and long-term goals. It might even inspire you to re-
assess your organization’s
efforts or direction. You might even find that
coming back to the “whys” of what you do is the kick-start needed to help you better meet the expectations of your customers and of yourself.
Ann Scott is a chartered accountant, business advi-sor and a partner with Presley & Partners Chartered Accountants. She can be reached at 250.338.1394 or [email protected].
“...All people and organizations
know what they do, some know
how they do it, but very few know why.”
“Removeyour
personalpreferences
whenselecting
weapons.”
Comox Valley Business Gazette — Mar/Apr 2013 Page 5
ontheWord
Street
Question of the Day: “What do you think of Valley lease rates?”
says kevin, adding that those costs could include “basically anything you can absolutely think of.”“That’s triple net,” he says. “And that costs me another $5,000 per month.”
What bothers business owners like Kevin so much about triple net is that it all depends on how the landlord manages the building. If the building owner decides to hire an expensive management company, for example, there’s nothing tenants can do but bear the cost. Likewise, there’s no requirement to have water meters, so a coffee shop that uses water as a regular part of its
business and a second-hand bookstore with only a sink and a toilet share equally in the cost of the water bill. “My landlords have been
good to me,” acknowledges Kevin. “They’re just doing what they’re allowed to do. The thing is, this is every-where. Where else can you go? You try and find a commercial spot in the Comox Valley that works. It’s really hard, and land-lords know this.”The situation does not
surprise local Realtor James Smith one bit.“A lot of the lease space
is new strip mall construc-tion,” observes Smith. “We’re seeing the avail-ability of commercial space that only works for multinational companies. Small business owners, he says, have few options.“I have a guy that wants
to open a BBQ restaurant,” he continues. “He wants to own his own space for a lot of reasons that make sense for small business owners. There’s nothing.”Put it all together and the
price of available units is
going up, the diversity is decreasing and local busi-nesses are being squeezed. Smith, for his part, doesn’t see much hope for change unless the Valley puts some effort into diversifying the economy. “There are not enough
$20-an-hour jobs in the Comox Valley, and we’ve tapped out the disposable income of the local economy,” he says. “The two sectors that we are promoting are agriculture and tourism, and both have a poor track record on wages.”Smith would like to see
more emphasis on density and mixed-use in the Valley’s downtown cores, support to grow a professional technology sector and the creation of space that allows for inno-vation. (He put his money where his mouth when he opened a downtown Courtenay co-workingoffice space earlier this year.)Kevin, however, is
looking for more immediate options.“I think the landlords
should be forced to incur a cost as an investment, and the whole triple net thing needs to be revamped,” he says. “I have costs that I don’t pass onto the customer. That’s just the cost of doing business, and the risk we all take. I want a fair and equitable share of the responsibilities.”
Kenzie Andrews, Business Gazette
Triple Net - con’t from pg. 1
Commercial lease rates can be really high for small businesses, especially if they are service oriented and don’t require that much physical square foot-age. I have recently relocated my offi ce and found that being creative in sharing space with another business really opened up a lot of possibilities for my two businesses to grow.
-Linda Graceffo, Sparkling Graphics & The Writer Connection
Frankly it is embar-rassing to bring new buyers to the area when there are so many emp-ty stores. Empty because they are simply unafford-able with ridiculous lease rates for this economy.
-Kelly Malo, Your Way Realtyyourwayrealtybc.ca
The reason why we left Fifth Street and bought this place (in Tin Town) was that prices were increasing too much. We had three increases a year every year. The triple net went up every year, the base rent went up every year and the taxes went up every year. In less than 10 years, our rent went up $800 a month. We knew that if we signed on for another fi ve years it would be the same story, so it was a kick in the butt for us to leave .
-Dr. Brigitte Tetrault, Courtenay Healing Centrewww.countenayhealingcentre.ca
"Oh, yeah. Lots of places rents are too high and causing people problems. That's the feedback I get. Myself, I'm thankful I have such a reasonable and common-sense landlord in Bob Koznuik. He real-ized there were a lot of empty stores so when our neighbour left he made us an "offer we couldn't refuse" so we could ex-pand. Thank you, Bob!"
-Rick Asselin, Island Technologies,
www.islandtechnologies.bc.ca.
High rental rates are often coming from owners who don't live locally. My rent fl uctuates with my land-lords real costs and has recently reduced when we converted back to GST from HST. I've been rent-ing from the same landlord for 33 years and we have a great relationship.
-Craig Carson, Second Page Used Books
My decision on where to move was predicated mainly on location. I wanted to be in or near Tin Town and so I wasn’t actually looking for the best deal, I was just looking for the right space. I was happy with the lease rate that I got. It was a little more than I expected to pay when I came to the Valley, but it was quite a bit less that I paid in Vic-toria and it worked fi ne with my business.
-John Gower, Gower Design Group,www.gowerdesigngroup.com
Comox Valley Business Gazette — Apr/May 2013Page 6
As a business owner or property manager, it can sometimes be
difficult to balance increased efficiency with cutting costs and saving money. This is true for everything from employee efficiency to HVAC efficiency. Though your 2013 budget
may be tighter than ever, don't put off preventive maintenance of your HVAC systems. When preventative maintenance in neglected or delayed, equipment life is shortened, energy is wasted and your building's appearance will often reflect the lack of care. Consider instead hiring a
contractor to provide preventative maintenance on your building’s chillers, rooftop units, heat pumps and other HVAC sys-tems. Regular preventative maintenance, including quarterly servic-ing, will help maintain the efficiency and reliability of your equip-ment and minimize down-time and repair bills. Also, cooling tower and
chiller maintenance is vital to control the growth of Legionnaires’ disease bacteria and other organisms.Look for a contractor who
will build a customized
maintenance schedule based on your specific needs and budget. At minimum, the contractor should:• Take a thorough inventory of all equipment(with model and serial numbers, fi lter and belt sizes, manufacturer and date of install)
• Inspect equipment at least twice a year,with seasonal start-up and run inspections
• Lubricate pumps and check for leaks
• Check and lubricateblower motor and shaft bearings
• Check and clean condensing/evaporator coils
• Check, adjust and/or replace belts, pulleys,
fi lters, etc.
• Check refrigerant charges and add as requiredI also highly
recommend you label all your equipment so your staff or
tenants can easily identify it for contractors in an emergency. If a contractor receives a call because “that thingy on the wall isn’t doing what it should,” it’s going to cost more in labour and troubleshooting. A call of “I don’t know what it is, but it’s labeled HP #2 and
it’s not working,” will tell the contractor exactly what’s failed. A good contractor will have records of the equipment, when it was last serviced and any prior concerns. Any information a technician has before arriving on-site is money saved for you.A comprehensive
preventative maintenance contract for your HVAC equipment is money well spent. It also allows you to budget for equipment replacements rather than being hit with a large emergency replacement bill when equipment fails. Like any large and expensive piece of equipment, it’s better to maintain than replace.
Kristen Pronick and hus-band Mikhail own Pro Star Mechanical Technologies, located at 212-2459 Cousins Avenue across from Tin Town. They can be reached at 250.331.0888 or online at www.prostar-mechanical.com.
An ounce of prevention for your HVAC system
Kristen Pronick,Pro Star Mechanical Technologies
When it comes to fuel, Ron Chapman knows
what the customer wants. It’s the sort of knowledge that comes from years of service in the fuel service industry. And now Chapman is bringing that vast knowledge and experience to Co-op gas companies from Campbell River down to Nanaimo and across to Port Alberni. “It was another
opportunity to do what I do best, which is business development,” says Chapman, who lives with his wife in Black Creek. “Once you’ve grown your busi-ness, you want to hold on to your customers. So you need to look for ways to keep them happy.”Consumer co-operatives
like the Island Co-op companies are locally owned by its members. Chapman’s role is to develop systems for these independent companies that will connect them in a meaningful, consistent way with customers who travel up and down the Island.“I’m looking for ways to
create synergies,” he continues. “The Co-ops want a cohesive strategy for their business process-es that makes sense to their customers without giving up their autonomy.” Developing this sort of
strategy could have real benefits for both Co-op members and the companies themselves. It could also help realize what Chapman sees as
immense growth potential for co-ops – a system that Chapman says has myriad benefits for consumers. “A lot of people
don’t realize what the Co-op
can do for you,” he says. Take the annual patron-age allocations, or mem-ber dividends. The more you spend at Co-op, the more money you get back at the end of the year. We’re not talking about some points card, we’re talking about real cash in
your pocket.”
Members of the Comox District Co-op, for example, received more than $400,000 cash back last year. The refund, says Chapman, equaled a 6.3 cents-per-litre savings on regular gasoline, and even more on premium and die-sel purchases.
For Chapman, being involved with a family of companies whose values are so consistent with his own, while being able to use his skills and experience in a way that benefits both the companies and their customers, is a truly rewarding experience.
“Co-op has so much infrastructure, tools and great people working for them,” he says. “This is an opportunity to take it all to the next level, and still recognize their biggest strength – local boards running each company according to what the local community wants.”
Fostering trans-Island Co-op cohesion
Spring is in the air and the local real estate market
remains somewhat stagnant. Statistically, we’re slightly off in pricing and sales activity from last year. Personally, I view this type of market as a great opportunity for first-time buyers and investors seeking great value between sale prices and rental rates.
Despite stats that showthe market continues to cool, I’m optimistic. After all, whatever the market, the Comox Valley remains a great place to live and work. I tend to take a long-term view of economic cycles, and I firmly believe that the Valley has more to offer than any other community on the Island.You can’t argue with
statistics, however, and the facts are that it remains a buyer’s market. As a listing agent, I encourage my sellers to price themselves to be the best choice in their particular category. As a buyer’s agent, I
search for value or create it through a lower priced offer for my clients. It’s not always possible to get the seller and the buyer to agree on the value of a property, but the buyer
always has the option of walking away. As there are almost
always other options, it can be a tough market for sellers who are not pre-pared to offer the absolute best value to a prospective purchaser. When a proper-ty is well-priced (a good location helps too!), we’re often seeing competing bids, which reinforces my belief in this wonderful place we call home, as I’m able to see that others feel the same way.Despite what the media
and your uncle John may claim, the world is not end-ing. Those who are serious about living in and loving the Comox Valley can still find (or create) great value. Investors should also be
excited about this spring-time market, as it’s offer-ing the best pricing we’ve
Market great for investors, first-time buyers
James Smith, Royal LePage
Rainy Day BooksInternet Book Store
SELL US YOUR BOOKS
Ruth DiltsCourtenay, BC
Phone: (250) 338-7550Toll Free 1-888-281-9646
LadysmithPressWeb press printers of:• Newspapers • Flyers• Catalogues • Newsletters• Vacation & Recreation Guides• Newsprint Magazines
940 Oyster Bay Drive, Ladysmith, BC
250-245-0350A division ofIf you receive a notice
from CRA indicating you have an HCSB hiring
credit on your account,
here’s how to record it in Quickbooks.The HCSB credit must be
recognized as either Income or as a reduction of your EI Expense account. Rather than “adjusting payroll liabili-ties,” here’s a simple way to recognize it as an Expense if you’re using Quickbooks Payroll:Create your current Payroll Liability cheque as usual by selecting the Pay Payroll Liabilities window and choosing your date range. Fill out as you normally would, selecting
“review liability chequeto enter expenses/penalties.” Click create. DON'T close
the cheque!In the detail section of
the cheque, click the EXPENSE tab. In the account drop-down menu, choose the account you use to track your Company EI expense (often “Payroll Expenses” by default).
Enter the amount of the credit as a NEGATIVE num-ber and create a note of “2012 HCSB credit.” Click “recalculate,” and the
cheque amount should be reduced by the amount of the credit. Save, close and you’re done!Remember, if you pay
online, report your payroll as usual but ensure that you reduce the amount you’re paying by the amount of the credit.
Sherri-Lee Mathers is an IPBC-Certifi ed Professional Bookkeeper, Regional Devel-oper for IPBC and a Certifi ed QuickBooks ProAdvisor. Reach her at 778.427.1122 or www.balsamway.ca.
Recording your HCSB - Hiring Credit for Small BusinessQuickbooks Tips and Tricks
Sherri-Lee Mathers, Balsam Way Bookkeeping
“A lot of people don't
realize what the Co-op can do
for you.”
seen in six years for invest-ment properties. From a cash flow perspective, rents have gone up, prices have come down and there are great deals for the junior investor looking to start building a portfolio of well-located townhomes and condos.
James Smith is one of the top Royal LePage Realtors in the Comox Valley. He can be reached at 250.218.2324 or at www.jamessmith.ca.
Ron Chapman, Business Developer for Island Co-op, is looking for ways to create synergies
“... Allows you to budget rather than being hit with a large
emergency bill”
Comox Valley Business Gazette — Mar/Apr 2013 Page 7
I often see people at the launch of their small business or network-
marketing career. I sense tremendous excitement, huge potential and great aspirations. Then time passes and they disap-pear. It reminds me of a well-known story . . . An old man is walking
alongside his grandson in the cemetery and asks, “Can you see them? Can you hear them? Architectural wonders; beautiful paintings; books of life adventures; impressive musical
compositions; memories of exotic destinations.” The boy responds, “Grandfather, I see none of this.”The old man, you see,
knew that his son was at a crossroads and was about to relinquish his dreams. It had gotten too tough and the boy was ready to give up. So the elder answers, “No, you will never see them. They all went to the grave when their owners died. They are dreams never to be realized.”Don’t take your goals
and dreams to the grave with you.You have one life to live,
so live it to the fullest! Don’t allow excuses to take you out. You can make excuses or you can make money – but you can’t make both! Ninety per cent of
businesses fail, and only 3% of network marketers make over $35,000. Will you do it nine times so your tenth becomes the big hit? Are you prepared
to do what others don’t so you will have tomorrow what others won’t?How much have you
invested in personal development, business skills or sales training? Each of us can learn the skills of “how” to earn six figures, even seven figures. It’s the “now” that tends to take us out. Excuses, fears, procrastinations, yadda yadda . . . we must get past them all if we want to radically change our lives.Getting the right training
is critical to your success. Seek out programs that will help you get past obstacles and fears that are holding you back; programs that will keep you on track so that you don’t slip back into bad habits and limiting comfort zones.
Does your business budget for education? If not now, then WHEN? If you think education is expensive, try ignorance! Equip yourself with proper
The top stupid things people do to sabotage their…Part Two
Ricia Adair, Zenith Training International
For your muscles: Maintaining fl exible muscles keeps you
standing up straight, moving naturally and easily and functioning with your best possible strength. Not to mention, some of our organs are comprised of muscle; keeping active decreases the risk of heart disease and heart attack, and
keeps the digestive system running smoothly.For your joints and
bones: Many of our joints are “Synovial joints,” meaning they contain “Synovial fl uid” that lubricates the joint surfaces for easier, smoother, pain-free move-ments. Moving your joints through their full and natural range of motion not only keeps this fl uid fl owing, it prevents arthritis, stiffness and poor alignment. In general, weight-bearing activities are good for the skeletal system because they force our bones to support our weight and prevent osteoporosis.For your mental health:
Exercise soothes the sympathetic nervous system (SNS), which is connected to our “fi ght or
fl ight” response. It also stimulates the parasympathetic nervous system (PNS), which is connected to our “restand digest” response. So while you may fi nd yourself with more energy after a good workout, you should fi nd it's a good productive energy rather than a stressed-out and fretful energy.
Bonus: You'll sleep better! (And who doesn't want that?!)
Heather Saunders is a registered massage therapist practicing at the Comox Valley Therapeutic Massage Centre. Her focus is promoting body awareness and patient educa-tion. For more free resources, like stretches, home care tips, articles, visit www.Heather-SaundersRMT.com or ask for Heather at 250.339.9912.
A few reasons to keep active WBN March Dinner MeetingMarch 14, 2013 Networking 5:30pm Dinner 6:30pmBest Western Plus - The WesterlyGary Spence from West Coast Slam will be presenting on Personal Development and Leadership
Calling All Women...
The Comox Valley Women�s Business Network meetings feature top-notch speakers, business coaches and innovative networking sessions
Follow us on facebook and get the latest event information!
Contact Tara Laderoute,WBN President
West Coast Slam will be giving a presentation with a very hands on theme. Initially there will about 15-20 minutes introduction and explanation followed by a group activity which will help us to de-brief at the end how that relates to your life and business, next we will
have a competition between a few groups to highlight a negotiation and compromise scenario and a communication strategy. Finally, we will have a game which at the end highlights how to be �Mission focused� and not task focused, ensuring you always focus on your goal not the problems now! A great and very useful skill for business! West Coast Slam was formed in 2009 and is based around the Royal Navy School of Leadership And Management (RNSLAM) and is the ultimate experience. Based on proven methods of Developing the Individual, Building the Team and Achieving the Task� their principles and the way they teach them are second to none. A totally unique approach, West Coast Slam creates an environment which you will NEVER forget and associate a lesson to it, that way you will retain more of what you are taught.
Many of us are seeing our good intentions about exercise, diet and weight-loss being pushed aside by work, family, and daily life. Custom Contouring Body Spa owners, Leona Drewry and Tana Doleman, have discovered the secret to helping people lose weight and inches. Their one-stop spas in Courtenay and Campbell River offer The Ideal Protein Weight Loss Method, which runs on the philosophy of losing weight while maintaining muscle mass. Their clients have had fabulous results using this method. To further support their clients, Custom Contouring Body Spa also offers a variety of non-invasive body treatments, such as the Universal Contour Wrap. They also offer the CC Body Slimmer and Juvanesse Body Contouring treatments that not only breakdown cellulite but tone and tighten the skin. The majority of their clientele are women between the ages of 35 and 65, who have tried many other avenues of weight and inch loss with little or no success. Business has been growing steadily and Tana and Leona couldn�t be more pleased with their success. They are open Monday through Friday in both locations, closed weekends and holidays. www.customcontouring.com and them on facebook.
Member Profile: Custom Contouring Body Spa
Tana Doleman & Leona Drewry Custom Contouring Body Spa
ATTENTION ALL STRATA CORPORATIONS & STRATA MANAGERS
Cunningham & Rivard Appraisals (C.R.) Ltd. is now please to provide Depreciation Reports that are now required on all strata titled properties.
Contact Sean Knudsen for a quote today: [email protected]
Cunningham & Rivard Appraisals (C.R.) Ltd.
105 – 300 St. Ann’s Road Campbell River, BC V9W 5T1
Ph (250)287-9595 Fax (250)287-9594
Heather Saunders, RMT
SEO, or search engine optimization, is an essential but often
neglected component of an effective online marketing strategy. Many small businesses
are quick to dole out large sums of cash for the design and function-ality of their website. But if they don’t engage in any SEO practices, their new website may never receive the traffic it deserves. In layman's
terms, SEO is a technique that helps search engines like Google, Yahoo and Bing
find your site and rank it higher amongst your competitors.Though the algorithms
used to determine a site’s ranking are ever-changing and remain closely guard-
ed secrets, the two main factors consis-tently seem to be the links pointing to your site and the relevance of the content on your site. Also of increasing importance are social sharing and frequency of updates.These days,
having a web-site, social media page or even an online ad is sim-ply not enough to fight off
the fierce competition on the web. If you don’t have the
savvy to implement SEO strategies on your own, you owe it to your future success to seek out someone who does. I’d be happy to point you in the right direction of some great local SEO professionals.
Adil Amlani is the owner of Sure Copy Centre in Courtenay. He can be reached at 250.334.2836 or online at www.surecourtenay.ca.
Adil Amlani, Sure Copy Centre
200-457 Cliffe Avenue, Courtenay • Across from the Sid Williams Theatre
A C C O U N T I N G
P E R S O N A L TA X
C O R P O R AT E TA X
B U S I N E S S C O N S U L T I N G
B O O K K E E P I N G S E R V I C E S
T. 250.871.7038www.sharonhaddencga.com
Seek out SEO expertise
training NOW so your story is one of massive success and you’re remembered as “the one who did it!”
Ricia Adair is the author of “Top Ten Stupid Things People Do to Sabotage Their Success in Business,”, Founder of Zenith Training International and recipient of over 35 business awards and accolades. She can be reached at [email protected] or online at www.achievewithzenith.com
“It's easy to getlost in
the techyjargon.”
Comox Valley Business Gazette — Apr/May 2013Page 8
DWM Securities Inc., Member-Canadian Investor Protection Fund, is a DundeeWealth Inc. Company
Robert Mulrooney Senior Investment Advisor
DWM Securities Inc.
Russ Wigle, B.CommAssociate Investment Advisor
DWM Securities Inc
If you’ve been reading my column consistently (and frankly, who
wouldn’t be?), by now you know theimportance of backing up your data. But another key component of cyber-protection is employing strategies to keep your customers’ information secure.Unfortunately, this is one
aspect of business security that’s often overlooked. Even the big guys, who should know better, have been guilty of data breaches. Just this past January, for example, Sony was fined for failing to adequately protect customer data, including names, addresses, e-mail addresses, birth dates, credit card data and even passwords. Yikes!At the very least, your
company should have some sort of privacy agreement that all staff or independent contractors sign. You may feel uncomfortable saying, “These are the standards we have to meet, and this is the paper you have to sign,” but it’s a conversation that needs to happen. That way you have a safeguard in place to protect your own company secrets as well as your customers’ information.For a company like ours,
almost all of our work involves customer data, be it using passwords or backing up information, so we’ve always had a privacy agreement in place. However, in the 6.5 years we’ve been around, not one company has asked me about it or requested I sign a nondisclosure agreement before I crack open their laptop!
If you use point of sales systems that keep customer information, there are various software options that can help to protect data, such as firewalls that guard networks against malware or programs like MailChimp that protect email lists. If your sales are
processed through your computer, it’s especially important to have the appropriate software and keep it updated to protect you from viruses, trojans
and worms (oh, my!). The PCI (Payment Card Industry) Security Standards Council website at: pcisecuritystandards.
org will tell you what you need to do to keep
customer credit card information secure.You also need to be
careful about any suspicious phone calls or emails from people claiming to be requesting information on behalf of a reputable company. If you’re not sure if a request is legit, ask for a return number and then call us – our staff generally know about the scams making the rounds at any given time and we’ll tell you if your call is on the up and up.Whether you’re the Sony
Corporation or a mom and pop operation, the onus is on you to protect your customers. So take the time and, as my kids say, mind your own business.
Bob Wells is the “Extreme Geek” and owner of My Tech Guys. He can be reached at 250.338.4411 or www.mytechguys.ca.
Remember to protect your customers’ data
Bob Wells (the Extreme Geek), My Tech Guys
Our Board and its committees are made up of diverse and dynamic people who provide governance to theatre and society operations. Working with one of these groups is an excellent way to contribute positively to our community.
At this time, we are looking for the following skill sets:Financial ManagementMarketing and CommunicationsService business background
Please send a letter with information about yourself andwhy you would make a good addition to our team.
Nominations for Board members close 5pm onMonday June 17, 2013.
Please drop off letters of interest to the theatre or submit by email to [email protected] with the subject “Attention: Nominations Chair”.
Looking for a unique way to contribute to the community?Consider joining our Board of Directors!
Calling all authors...Thinking of self-publishing your book?
www.SelfPublishingResources.ca
The Writer Connec on is your link toself-publishing resources!
You Write~We Deliver!Give us a call
250.871.3323
“The anonymityof computerscan lead to
inappropriateactions.”
“As my kids say, mind your own
business.”