Business Examiner Thompson/Okanagan - February 2016 by Business Examiner Media Group

FEBRUARY 2016

» KAMLOOPS

–PAGE 6 West Kelowna Business Park Industrial Office Retail

VERNON Keith Construction

Now Leasing>>

is now into its second generation of ownership

250.763.6789

Thompson/Okanagan

ArgusProperties.ca

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PAGE 10

Cando Rail Services expands services into BC, bringing jobs and improving transportation options

KELOWNA Ian Paine Construction

BETH HENDRY-YIM

designed and built

the Silver award winning home from the ground up

New Rail Service adds to Kamloops transportation hub

PAGE 16

AMLOOPS – Cando Rail Services expands operation into British Colu mbia w ith the pu rchase of a n 89-acre pa rcel of la nd i n Kamloops. Slated to serve as the company’s BC headquarters, the former Weyerhauser Company sawmill site will now house a terminal with a capacity for 1,000 railcar storage spots. In addition, it will provide transloading, material handling, engineering, and track and mechanical services.

SEE NEW RAIL SERVICE | PAGE 15

INDEX News Update

Salmon Arm

Kelowna 4 Summerland 4 Vernon 5 Kamloops 9 Opinion 22

OUR 8TH YEAR

Canadian Publications Mail Acct.: 40069240

CREDIT:JULIE POMEHICHUK

$25 Million Project Planned for South Okanagan Events Centre BY DAVID HOLMES

Green Sheet

Cando said it would have 250 storage spots ready for June of this year

Approval Given For New Penticton Casino

Movers and Shakers 20 Sales 23

Brian Cornick said that Cando will have a positive impact on employment in Kamloops

ENTICTON – The green light has been given for Gateway Casinos and Entertainment to proceed with its $25 million plan to move its Lake City Casino Penticton from its present location to the South Okanagan Events Centre (SOEC). “Our motivation was that we’ve been in the existing facility for over 15 years now. We are presently tenants at the Lakeshore Resort and our lease is set to expire in a couple of years,” explained Jagtar Nijjar, Senior Vice President, Operations for Gateway Casinos. “Our relationship with the hotel has always been great, but was

confined as to the amount of space we could actually use. The casino industry in general and the customer’s needs in particular have changed over time as well. While parking at the existing site is an issue the larger concern was the amenities people have come to expect. Previously gaming facilities were catering only to the gamer and those individuals had a minimal food and beverage requirement. Today we’re catering toward the casual gamer as well as those who don’t game at all but are only interested in a good night out.” Currently situated at the Penticton Lakeside Resort, the Lake City Casino features less than half of the square footage of the planned new and rebranded Cascades Casino

For information or a free quote contact admin@tdbenefits.ca or visit www.tdbenefits.ca

Tel: 250-861-8834

Penticton. “The foot print of the new casino will be a little more than double what we currently have at the existing location. We’re probably hovering at around 35,000 square feet at the new location, compared to our existing square footage of about 17,000. In the new centre we’ll have the opportunity to introduce our Match Eatery and Public House into this facility,” Nijjar explained. Located at 853 Eckhardt Ave. West in Penticton the SOEC is one of the premiere recreational complexes in the Okanagan. The new Gateway casino is slated for completion in spring 2017 and owing to its larger size it’s expected to bring as many as 150 new jobs to the city. The final hurdle Gateway had to

cross occurred during a recent Penticton City Council meeting when final approval was given for the move to proceed. “City council has given us approval for the relocation of the casino. The relocation itself is actually governed by the Province of BC through the BC Lottery Corporation (BCLC) and through the Gaming Control Act,” he said. Nijjar said the name change is part of the company’s overall redevelopment plan. “We are retiring the Lake City Casino brand over time. We had a Lake City Casino in Kamloops, that’s now become Cascades Kamloops. Penticton is now becoming Cascades Penticton, SEE APPROVAL GIVEN FOR NEW PENTICTON CASINO | PAGE 5

NEWS UPDATE

FEBRUARY 2016

cooperate and ach eve the synergy wh ch w resu t n susta ned mutua benef t ”

bu d part a y f nance and ma nta n a new pat ent ca re tower a nd pa rkade at Pent cton Reg ona Hosp ta The next stage n the compet t ve seCGN to Invest CDN$82M at ect on process s to conc ude a per$0.85 in Fission Uranium formance-based contract w th E s Don Infrastructure by spr ng 2016 w th F ss on Uran um has entered nto a Local Tech Company construct on act v t es beg nn ng soon b nd ng etter of ntent w th CGN M nsells for $100M after The new tower s expected to open ng Company L m ted Pursuant to the n 2019 Deta s about the agreement w Loca tech company Immers ve Med a agreement F ss on and CGN M n ng have be re eased after the agreement has been agreed to proceed towards an $82 226 059 has been purchased by D g ta Doma n f na zed pr vate p acement n wh ch CGN M n- Ho d ngs Th s s Ke owna s argest dea “Every step n the process br ngs us c oser ng wou d make a strateg c nvestment s nce D sney s purchase of C ub Pengu n to the start of construct on ” sa d Dan n F ss on CGN M n ng wou d own apn 2007 Ashton MLA for Pent cton “It w have prox mate y 96 736 540 common shares The company was founded n 1994 and a s gn f cant mpact on Pent cton and of the Company p us an add t ona number ntroduced the f rst 360 degree fu d g ta the South Okanagan-S m kameen reof common shares equa to 19 99 per cent camera system n 2004 They were a so g on creat ng upwards of 1 900 obs for of the number of common shares ssued the cameras and dr vers for Goog e street workers over the fe of the pro ect Many by F ss on v ew and went on to deve op the wor d s nd v dua s nc ud ng myse f have spent The Subscr pt on Shares w be ssued f rst v ewer for 360 degree content that years work ng towards th s expans on and pursuant to a subscr pt on agreement worked over the web and have not stopped to be so c ose to conc ud ng the se ect on between F ss on and CGN M n ng at a creat ng nnovat ve products process s ncred b y exc t ng ” pr ce of $0 85 per Subscr pt on Share on D g ta Doma n Ho d ngs was founded n Th s pro ect nc udes two phases Phase a pr vate p acement bas s 1993 and produced v sua effects for movone s construct on of the new pat ent es such as T tan c X-Men Days of Future Dev Randhawa Cha rman and CEO of care tower and parkade wh ch w nF ss on Uran um commented “Th s s a Past Iron Man 3 and TRON Legacy c ude an ambu atory care centre surg ca h stor c moment for Canada s uran um nserv ces 84 med ca /surg ca npat ent dustry It s the f rst t me a Ch nese combeds n s ng e pat ent rooms a new pany has nvested d rect y n a Canad an med ca dev ce reprocess ng un t and uran um company We are thr ed that space for the UBC Facu ty of Med c ne CGN M n ng has chosen to nvest n F sprogram New patient care tower for s on PLS and the Tr p e R depos t CGN Dur ng procurement an addendum M n ng s understand ng of the uran um Penticton moves ahead was 1added to the Request for Proposbus ness s superb and we are exc ted at B A preferred proponent has been se ected apasgeto nc ude des gn and construct on the opportun ty to work w th them CGN – S as part of the next step towards bu d ng aRd management serv ces for phase two 1 B M n ng s know edge and expert se w be ge a new pat ent care tower and parkadeeBataW Phase two nvo ves the renovat on of paucket g – nva uab e as we progress PLS and add to IR dS B Fillin Pent cton Reg ona Hosp ta areas c n the ex st ng hosp ta tV aR vacated ini shareho der va ue ” da aW W B l cly an expanded emergency The nam ng of E s Don InfrastructoBucakeint g ow cfor o e a R R I i C Mr X ng J anhua Ch ef F nanc a Ofll V Fi ed ndustr nicp us renovat ons to the Rd ture as the preferred proponent depa rtment at fo Co f cer of CGN M n ng sa d “CGN M nis muction i al clistores and support areas Wd Re t o ows a n ex tens ve eva» uat on of the pharmacy CR jecconstr edic ustry ng and F ss on Uran um have worked Rd sted and e pro thpart d As three teams that were short indInter or Hea th s comm tment t Co an 3 s l e n is mctof 1 ion i s hard together to forge th s partnersh p e R 0 r I gn w mto » susta nab ty and green nv ted to subm t 2proposa s tooudes ectonstruronmenta e wo en oenv ve j n ’ for pr he c Both compan es have a strong dr ve to nc dis Va ana und stbu lH n t d ngs the new pat ent care tower w 13 i s e o I n r 20 w e 12des gned and constructed to ach eve enr a s g uvn reak ’ ne r wombe oo b s fo age ncd Va Hais Hai und e–p Leadersh p n Energy and Env ronmenta a ro C oUr ores 2 nn ks g dVI Des e 1 gn LEED Go d cert fn M the on he p ng do ais bIreea Nt a g ancat ag do i p s – c H tM y r, zinhea U ng pat ent Ce to create a hea thy and n I o S a e V e p d copp n M ther ores ad m SUBSCR NV I o env ronment and workp ace n o t g y i d t i f I eN c i N t vers g ng to y s nc an TODAY I&BFoECUS o NVeStM en the uni miniatnion hopi mpancopper, zi d i o s t d yt N o ind STAY » US oN I premgeitmB1ent notn ananiinvuesrFsiirts ing ocping to f w INFOR2013M » FoC nedngSc–opma tsNidaettaitnod tChhemu d msitnNation h s Vancouver 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BC New funding program helps technology-sector employees upgrade In a sector that s marked by rap d y chang ng equ pment and systems techno ogy emp oyees need to keep up-to-date w th the atest nformat on sk s and too s to stay compet t ve Prem er Chr sty C ark a ong w th the Honourab e MaryAnn M hychuk federa M n ster of Emp oyment Workforce Deve opment and Labour announced that a new stream of fund ng under the CanadaBC Job Grant CJG has been created to he p emp oyees n the techno ogy sector get the tra n ng they need to succeed n the future A tota of $4 5 m on under the CJG over the next f ve years w be prov ded to emp oyers and organ zat ons n the techno ogy sector to he p the r current and future workers upgrade the r sk s In the 2015-16 f sca year $500 000 w be ava ab e for e g b e emp oyers and organ zat ons for emp oyee tra n ng that beg ns before Apr 1 2016 In each of the fo ow ng four years $1 m on w be made ava ab e for e g b e emp oyers “The techno ogy sector s a key dr ver of our prov nce s economy creat ng thousands of we -pay ng obs for Br t sh Co umb ans ” sa d Prem er Chr sty C ark “W th an ncreas ng number of techno ogy compan es choos ng to ca BC home th s fund ng w go a ong way to he p current and future emp oyees upgrade the r sk s and ensure that BC has the ta ent needed for th s grow ng sector ” BC s techno ogy sector s a pr or ty sector dent f ed n the BC Jobs P an and a key dr ver of the prov nce s d verse strong and grow ng economy creat ng over 86 000 obs and hous ng over 9 700 techno ogy compan es To ensure Br t sh Co umb ans have the sk s necessary for these n-demand obs BC s Sk s for Jobs B uepr nt s re-eng neer ng educat on and tra n ng toward a data-dr ven system so that programs are focused on tra n ng for obs that w be n demand The CJG s a partnersh p between the federa and prov nc a governments as we as emp oyers Government prov des two-th rds of the tota tra n ng cost for an emp oyee up to $10 000 per person wh e the emp oyer s respons b e for the rema n ng one-th rd of the tra n ng cost Informat on on CJG e g b ty cr ter a app cat on procedures and dates are ava ab e on WorkBC s webs te at https // www workbc ca/canadabc obgrant Add t ona CJG app cat ons are be ng accepted th s January and program deta s are now ava ab e at WorkBC ca

NEWS UPDATE

FEBRUARY 2016

Changes Expected In Commercial Real Estate Market Kelowna’s office vacancy rate is expected to rise during 2016

E L OW NA – T here a re some changes anticipated in the Kelowna Commercial Real Estate Market this year, according to Gary Bowker a Commercial REALTOR® with Coldwell Banker Commercial Horizon Realty. “ Yea r to yea r t here h a sn’t been a great deal of change on the commercial side, the local retail market (space available for retail businesses) has probably been the most dynamic as some of the local medium to large retail spaces which had been vacant, are starting to get filled,” he explained. “This is occurring most noticeably in the Orchard Plaza Shopping Centre where Mount a i n E q u ip m e nt Co-O p h a s taken over the former Future Shop space which is currently u nder con st r uct ion. At t he sa me t i me L ee Va lley Tools and Steve Nash Fitness World are taking a good portion of the former Target retail space.” According to Bowker the local retail market appears the most balanced while the commercial

“It’s definitely not doom and gloom, but I don’t anticipate much change in 2016.” GARY BOWKER COMMERCIAL REALTOR®

Gary Bowker is a Commercial REALTOR® with Coldwell Banker Commercial Horizon Realty office market has the highest vacancy rate of any segment within the commercial real estate marketplace. “There’s a fair whack of vacancies in the downtown area but more so in the mid-town and other parts of Kelowna,” he said. Bowker said he anticipates the city’s office vacancy rate w i l l ge t e v e n w o r s e i n t h e

coming months due to Interior Health’s decision to centralize all of its operations within a single building. “All of the office space it is currently using across the city will become vacant as they move en mass to the new building in downtown K elow n a . T h at c ent ra l i z e d building will likely be ready for occupancy by the fall,” he said. “On the flip side the industrial market is seemingly demonstrating a need for low cost, basic warehouse space. Economical, no frills warehouse space is starting to become hard to find in the city. There appears to be a market demand for basic small to medium warehouse space.” Good qua l ity i nvestment properties (commercial buildings for sale) have traditionally been difficult to locate in Kelowna, a trend that is likely to continue throughout 2016. “If a good property does come on the market it normally gets snapped up pretty quickly,” he said. W h i le cha ng i ng, Bowker

remains confident in the market. “It’s definitely not doom and gloom, but I don’t anticipate much change in 2016, with the exception of the office vacancy rate which is definitely going to increase.” To learn more visit his website at: www.garybowker.ca/

BUSINESS EXCELLENCE AWARDS

SALMON ARM CORRYN GRAYSTON

he Salmon Arm & District Chamber of Commerce is thrilled to bring back the Business Excellence Awards for 2016. This year’s event will be held on Thursday, April 7, 2016 and we anticipate this formal business event will sell out early and be attended by over 200 key community and business leaders. ••• Position yourself alongside the Shuswap’s top businesses and demonstrate your support for Salmon Arm by sponsoring a Business Excellence Award or Program. Award and program sponsorships are on a first-come, first-served basis so don’t delay. Contact Corryn Grayston at (250) 832-6247 to secure your support for this signature event. ••• You are entitled to nominate any business including your own. The Nomination Form is available on www.sachamber.bc.ca Submission guidelines are listed to help you with your nomination. 2016 Award Categories are: Micro-Business of the Year (1-4 employees), Small Business of the Year (5 – 14 employees), Large Business of the Year (14+ employees),

New Business of the Year (started in last 24 months), Not-for-Profit Organization of the Year and Business Person of the Year Nominations close February 26, 2016. Tickets $50 per person. Contact the Chamber (250) 832-6247 or admin@sachamber. bc.ca to reserve your seat at this prestigious business event. ••• Owners Kelly & Terry Moorhouse are excited to expand their business, Okanagan Restoration Services, to Salmon Arm and the Shuswap region. Okanagan Restoration Services is the local expert in restoring property damage, including: water, fire or wind damage, vehicle impact, vandalism, mold & asbestos removal, trauma scene and professional cleaning, packing, moving and storage of all residential and commercial property content. Manager Kevin Rothwell is proud to say they work hard to ensure their first restoration project leads to an enduring business relationship. Call 250 832-7157 for a free estimate or consultation. 24 hour emergency response, 7 days a week, 365 days a year. ••• Congratulations to Stew Bird and Travis Johnston on the recent start of their new millwork and joinery business The Wood Shop. With over 20 years combined experience and knowledge they are busy working with clients to create custom cabinetry and millwork projects for residential and commercial customers. Call The Wood Shop at (250) 832-2552 or visit them in the Salmon Arm Industrial Park at 4921 Auto Road SE. Corryn Grayston is the General Manager at the Salmon Arm Chamber of Commerce. She can be reached at (250) 832-6247 or admin@ sachamber.bc.ca

FRONTLINE = BOTTOMLINE

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FEBRUARY 2016

SPENDING OUR WAY TO RENEWED ECONOMIC STRENGTH

KELOWNA CAROLINE GROVER

s 2016 unfolds, the Federal Liberal platform plank supporting infrastructure spending is front and center in local and national discussions. At a Kelowna Chamber of Commerce luncheon January 8, we hosted our two MPs (Liberal Stephen Fuhr and Conservative Dan Albas) alongside our local MLAs as they addressed our group. At present, the federal plan for infrastructure grow th is centered in three areas: Public

Transportation; Social Infrastructure, especially affordable housing, early learning, and cultural infrastructure; and Green Infrastructure – water, climate and energy. With energy income dropping precipitously – currently oil is at a 12-year low, and mining ore prices continue to fall – it is possible that stimulus programs could, at this particular tipping point, prevent a worse downturn. The good news is that the Liberal majority is planning immediate spending of $5 billion a year for the next two fiscal years, a 100 per cent increase over previous levels. Importantly, the federal debt to GDP ratio was highlighted by Mr Fuhr when he addressed 180 of our members at the January 8 luncheon. A balanced budget is touted for 2019, only three years away, with the 31 per cent “Debt to GDP’ in 2015 dropping to 27 per cent in 2019. This is the short-term deficit of less than $10 billion in each of the next two fiscal years we see in the government’s charts.

These investments in infrastructure spending are expensive – but, one positive effect is that they reduce manufacturing production costs. One predicted drop in those costs is 5 per cent a year – it depends on the return on investment – it would be stellar to achieve the 25 per cent ROI that one study predicts as possible. Employment, of course, drops when commodity prices drop. One way to get employment figures back up is to inject the infrastructure spend into areas of seriously depleted employment numbers: Fort McMurray, or Calgary, say, at

the expense of less-impacted centers. Jobs are one side of the equation; boosting trade back up is the flip side that will also improve if the new spending is properly allocated. Let’s not see spending in certain spots – let’s not further inflate the housing market in Vancouver, for instance. Let us instead, look for a return to healthy employment and investment in the energy sector, and cut some of the infinite red tape that stands in the way of comprehensive energy sector growth. We have a window of opportunity, it seems, just now with a

new government, and a will in the general population to allow some economic experimentation on spending to optimize growth over the next 24 months. Two years from now we could be looking at an improved landscape in terms of economy; of job growth, of societal stabilization, and progress on multiple fronts as sensible infrastructure spending takes hold. Caroline Grover is the CEO of the Kelowna Chamber of Commerce. She can be reached by email at caroline@kelownachamber.org

SUMMERLAND CHAMBER CELEBRATES BUSINESS AWARDS NOMINEES

SUMMERLAND CHRISTINE PETKAU

he Summerland Chamber of Commerce held its annual Nominees’ Reception on Jan. 28th, to celebrate all the nominees for the 78th Annual Business and Community Awards. The nominees are as follows: Business of the Year sponsored by the Summerland Credit Union: Bead Trails, Dirty Laundry Vineyard, Interior Ink Works, Sumac Ridge Estate Winery, Summerland Dental Centre, SWC General Contracting, The Suburban Princess and True Grain Bread. Rising Star/New Business: Artisans of the Okanagan, Back Door Winery, Beauty Box Studio Inc., Dominion Cider Co., Drew’s Kitchen, Essential Fire Protection Ltd., Esthetics by Nicole, Maximus Wine Consulting, Summerland Sunday Market, Sing Your Song Studios, Synergy Home Inspections, and Tammy’s Brush 2 Canvas. Young Entrepreneur: Jess Repetowski of Signwave Signs, Corrine Inman of Morpheus Graphix and Publications and Carrie Mayes of Peanuts and Pumpkins Kids Shop. Tourism/ Hospitality Excellence: Kettle Valley Steam Railway, Mike

West of Okanagan Crush Pad Winery, and TH Wines. Trade Services Excellence: Deputy Diesel Performance, GPH Mechanical, SummerlandGlassandMirrorand Summerland Tirecraft Auto Centre. Professional Services Excellence: Beauty & the Brit, Chantelle Meriam of Edward Jones, Interior Ink Works, Morpheus Graphix and Publications, Terry Sedawie of RBC Royal Bank, Mike Stohler of RE/MAX Orchard Country, Sue Eden of Royal LePage Parkside Realty, Summerland Dental Centre and Tones Hair Design. Retail Excellence: Cherry Tree Quilts,SummerlandHomeHardware, The Suburban Princess, SummerlandBuildersMart(TIM-BRMart)and Your Dollar Store With More. Sustainability Leader: Friends of Summerland Ornamental Gardens, Okanagan Crush Pad Winery, Strachan Consulting, SummerGate Winery and What the Fungus. Manufacturing/Industrial Excel lence: Okanagan Vinegar Brewery and lone tree coffee. Technology and Innovation sponsored by Accelerate Okanagan: Cordillera Consulting, ElectroMotion Energy and What the Fungus. Two finalists will be chosen for each category on February 1st with electronic voting occurring from Feb. 3– 18. All awards will be presented at the Gala. The Gala will be held on Saturday, February 27th at the Summerland Waterfront Resort and is catered by Local Lounge Grille. Christine Petkau is Executive Director at the Summerland Chamber of Commerce. She can be reached at cpetkau@summerlandchamber.com. RSAWweek2015_58x93_Clr.indd 1

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VERNON/OFF THE COVER

FEBRUARY 2016

AWARDS FINALISTS ANNOUNCED AT LUNCHEON

VERNON DAN ROGERS

Population growth is one of the key pieces of information that investors, developers, businesses and often new residents look at when determining where to invest, develop, expand or relocate

h e c o u n td o w n i s n o w underway for Vernon’s biggest business event of the year, the Chamber’s Annual Business Excellence Awards and if the volume of nominations is any indication of the interest it could be one of the biggest events to date. T he Greater Vernon Chamber of Commerce received an overwhelming response to its call for nominations for the 2016 Awards with over 200 nominations received in 11 different categories. More than 70 businesses and organizations from around the Greater Vernon area were nominated in several different categories.

APPROVAL GIVEN FOR NEW PENTICTON CASINO CONTINUED FROM PAGE 1

so the new name of this facility will be Cascades Casino Penticton.” Gateway Casinos and Entertainment Limited is considered among the largest and most diversified gaming companies in Canada. The firm operates 18 gaming properties with more than 200 tables, over 6,100 slot machines, and together with business partners Gateway operates 36 restaurants, 1,000 hotel rooms and has over 3,800 employees. “We operate 18 facilities across BC and Alberta. This includes bingo halls, casinos and Chances Gaming Centres as well. Chances are a brand owned by the BCLC and we as service providers operate those locations for them. For example

The Chamber has introduced a few new awards this year including the People’s Choice and the Newsmaker of the Year. The People’s Choice Award is the only award chosen by public voting as all other award categories are evaluated by a panel of judges based on their submission. The deadline to vote for the People’s Choice Award is Feb 18th and is being done online through the Chamber’s website. The finalists in each category

will be announced at the nominee’s luncheon scheduled for Tuesday February 9th. The Awards Gala which is presented this year by Valley First Credit Union takes place Friday March 11th at the Vernon Atrium & Conference Centre. Tickets for the nominee’s luncheon are now available while tickets for the Gala, which is always a near sellout, will go on sale soon. “We’re trying to create a fun even ing that recogn izes the best of the best and this year’s theme of the sky’s the limit will be weaved into the decor and activities at the event,” says Dan Proulx, membership & events coordinator with the Chamber. “We will have a few surprises that align with the theme that will make it fun for all those attending.” ••• Speaking of recognition events, the Chamber has joined Community Futures North Okanagan which is coordinating the 2016 E nter pr i ze Ch a l lenge. T h i s entrepreneur competition is designed to give youth and new start-up business owners the chance to ‘pitch’ their business idea to a panel of judges. Participants are assigned a mentor

to help them prepare a presentation as they compete in the initial pitch phase. The top five people will advance and deliver a final presentation to a panel of local business experts. The grand prize winners are eligible to win nearly $30,000 in cash and prizes! The winners will be announced in early April. The challenge is meant to fuel the next generation of entrepreneurs in the North Okanagan. ••• In other news from the North Okanagan, the latest population figures from BCStats have officials at the City of Vernon pretty pleased as those estimates show Vernon as the fifth fastest growing community among cities with a population of 25,000. At 3.4 per cent, the City of Vernon was just behind Langford (7.2 per cent), West Kelowna (5.3 per cent), Chilliwack (4.8 per cent) and Langley (3.5 per cent) for the greatest rate of growth. “2015 was a very strong year for development in Vernon, which was led by the residential and commercial sectors,” says Kevin Poole, Manager of Economic Development & Tourism for the City of Vernon. “As a result, we are not surprised to see such strong

population growth in Vernon.” Population growth is one of the key pieces of information that investors, developers, businesses and often new residents look at when determining where to invest, develop, expand or relocate. High population growth often signals strong investor confidence and opportunities for additional business services to meet the needs of new residents. 2015 marks the first time in several years that Vernon’s growth rate has been substantially higher than that of the province as a whole, which was estimated at 1 per cent. ••• Finally a welcome to the newest members of t he Greater Vernon Chamber, VantageOne Realty, Papa Murphy’s Take & Bake Pizza, Liberty Tax Service, 27th Street Florist, Armstrong Regional Cooperative, VantageOne Financial Corp, MP Mel Arnold, Nightingale Medical Supplies Ltd., Shoppers Drug Mart Polson Place Mall, and Printer World International Inc. Dan Rogers is™ the General Manager at the Greater Vernon Chamber of Commerce and can be reached at manager@vernonchamber.ca

“The foot print of the new casino will be a little more than double what we currently have at the existing location” JAGTAR NIJJAR VP GATEWAY CASINOS

Gateway Casino: Artist’s rendering of the new Cascades Casino Penticton, schedule to open in spring 2017 Chances Cowichan is operated by a different group than Chances in Campbell River and Courtenay. We recently acquired Chances Campbell River and Chances Courtenay as well as the Victoria Bingo,” Nijjar explained.

He said Gateway has been an active part of the Penticton business community since 2000 when Lake City Casino first opened. “City staff and the mayor and council have been extremely supportive of this project. We’ve been in the city as an

existing business for over 15 years now; we’ve made a commitment to the city of Penticton, and will continue to do so with this new facility.” To learn more visit the Gateway website at: www.gatewaycasinos. com/

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COMMUNITY IN

KAMLOOPS Diversity helps city see steady growth Long range plans sees city named Tournament Capital of Canada BETH HENDRY-YIM

nown as Canada’s Tourna ment Capita l, K a mlo ops i s a fou r se a son recreational playground offering a variety of activities from fishing, farm tours, wine trails, skiing, biking to river tubing. With a median age of 35 to 54 and almost 70% of the population under 54, Kamloops boasts one of the younger populations in BC. Located at the junction of the South and North Thompson Rivers and three major highways, Kamloops sits in British Columbia’s semi-arid grasslands, surrounded by sun drenched hills and myriad lakes. With more than 2000 hours of sun annually, it is BC’s second sunniest city. Four major highways intersect the community making it an easy four-hour drive from Va ncouver a nd seven hou rs from Calgary. Kamloops Airport (YKA) also makes travel efficient with Air Canada Jazz, WestJet and Central Mountain Air offering daily service to hubs in Vancouver, Calgary and Edmonton. Venture Kamloops (VK) is the economic development arm of the city, and according to Colin O’Leary, manager, Business Retention and Expansion has launched several initiatives and programs designed to provide existing and prospective businesses with accurate tools and support. One of the programs, VK Venture Advisors, won provincial recognition at the BC Economic Development Association’s Marketing Initiative Award and the Venture Kamloops Report Builder gained a national win for the Economic Development Association of Canada’s Marketing Canada Award in the Web-based Marketing/Website category for the same project. “VK Venture Advisors is a program that helps provide advice to new and emerging entrepreneurs to start their business, as well as to those looking to expand,” Bruce Herman, founding member and VK Venture Advisors’ President, said that the program serves as a venue for business leaders in Kamloops to offer advice and guidance on business development, human resource issues, and the evaluation and

Resource industries like mining anchor Kamloops economy CREDIT:COLIN O’LEARY

“Kamloops will also be seeing a $300 million second phase expansion to the hospital over the next few years.” PETER MILOBAR MAYOR CITY OF KAMLOOPS

Mayor Milobar said that Kamloops has seen a steady 2 per cent annual growth rate CREDIT:TYLER MEADE PHOTOGRAPHY

i mplementation of busi ness plans. Russell Currie, Dean and Professor School of Business and Economics, Thompson Rivers University, credits VK’s programs and services with helping keep young entrepreneurs in the community and assisting them in achieving their dreams, which in turn helps grow the economy. Kamloops is served by diverse and varied economic drivers, with forestry, copper and gold m i n i ng, reta i l a nd ag r icu lture serving as anchors, and

technology, manufacturing, transportation and logistics, sustainable industry and tourism adding strength and ongoing growth to the city’s economic base. O’Leary said the diversity of core and emerging industries guarantees a layer of resilience to the city’s economy, adding that if one industry is impacted by the market others that stay strong add balance. Mayor Peter Milobar agrees, adding that since 2008 reporting, the city has seen consistent and steady growth at 2 per cent annually. “Usually, there’s a huge downside when things slow down but pre and post 2008, our growth

figures were similar,” Milobar said, adding that building and housing starts were also stable throughout that time allowing the city to grow services and maintain needed infrastructure. “The city has a relatively new, state-of-the-art water treatment system, a brand new waste water treatment plant, and a $10 million rehabilitation on the main bridge into town.” A consistent tax base has also provided an opportunity to pursue and achieve the city’s tenyear plan of becoming a sports tourism destination. With a variety of world class venues, strong athletic showing and knowledgeable volunteer base, Kamloops has played host to a number of high calibre international and national events including, Four Nations Cup, Tim Horton’s Brier, Western Canada Summer Games, Memorial Cup, 2015 Special Oly mpics BC Winter Ga mes and Canada Summer Games. It also hosts annual youth events in soccer, baseball, motocross, hockey and swimming, including the Kamloops International Bantam Ice Hockey Tournament. T his year Kamloops is also w e l c o m i n g t h e Ic e Ho ckey Women’s World Championship and with it, 8 competing teams from around the world including KAMLOOPS | PAGE 8

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Russia, the United States and Sweden. In February the ScotiaBank Hockey Day in Canada will celebrate the 16th edition of the celebrated event in Kamloops with all seven Canadian NHL teams in action and Ron McLean hosting the festivities. Other capital projects include a $17 million new state-of-the-art mental health facility and an $80 million project for the redevelopment of the front entrance and new clinical services building at the Royal Inland Hospital. It’s due for completion in the spring of this year. “Kamloops will also be seeing

a $300 million second phase expansion to the hospital over the next few years, and to add balance to commercial and industrial growth, the city will also begin seeing some larger private multi-family developments,” Milobar said. Both O’Leary and Milobar said that diversity in the population is also a reason for Kamloops’ success. “When our seniors retire, they tend to stay here and not move away. That opens up jobs and opportunities for young people and families. It’s that balance of blue and white collar jobs that attracts people to Kamloops,” Milobar said, adding that the university supplies its own level

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of diversity. “TRU is the most international university in Canada and has added a large pool of skilled workers and the opportunity for employers to access more international markets.” Milobar said that the city’s major appeal is its lifestyle. The weather is a big draw, so is the major and varied recreational facilities, but he said it’s also because of the genuine community feel and cooperative mentality. “Because we are a regional hub, if you work here, you also live here; when you go to your kid’s soccer or hockey game, you see people from all walks of life that you may work or live near and know.”

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He added that the community attitude of cooperation is witnessed not just in residents but also between agencies. “Our school district and university, bylaws and RCMP, fire and emergency services all work well together because of the pride taken in the community and pooling resources allows more things to get done.” At the end of 2015 the median house price came in ranging between 320,000-359,999. With the highest house price category coming in at 600,000. 2015 saw an overall increase in residential building permits from 418 in 2014 to 463, and a slight decrease in overall numbers of all commercial building permits.

or nearly 30 years the offices of Community Futures Thompson Country has helped to fuel, encourage and finance the entrepreneurial spirit of the greater Kamloops region. “Each Community Futures office is different however we all help entrepreneurs and small business owners achieve goals through coaching, training, business planning advice a nd loa ns. We usua l ly go i n where banks can’t go to support these entrepreneurs,” explained David Arsenault, General Manager of the office. “As developmental lenders we work with our clients and their companies to become bankable. Some of these businesses may be new start-ups, some could involve succession planning while others could be an existing venture that needs additional capital to grow,” he said. “It’s not Apples to Apples, each entrepreneur and business comes with its own separate needs. We work towards helping our clients be

successful. We’re not a government agency we’re a nonprofit corporation so all of the money we make through our loan funds goes back into our loan program. This allows us to put more money out into the community.” With a service area that encompasses the communities of Blue River, Clearwater, Barriere, Chase and the City of Kamloops, Community Futures began assisting the region’s small business community in 1987. “During that time we’ve assisted more than 725 businesses through our loans program with a total value of about $17 million lent in the region. The businesses we work with are qu ite d iverse t hey h ave i ncluded home-based businesses, retail and service sector establishments, manufacturing and new technology companies. It is exciting to see these companies be successful over that ti me a nd i n some cases employ 50 or 60 people,” Arsenault said. “As visionary lenders we lend an average of $1 million dollars a year and we focus on rural development based on community needs. It’s creative lending, it’s not a formu la, a nd each situation is different.”

KAMLOOPS

FEBRUARY 2016

MAKING BETTER CONNECTIONS

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KAMLOOPS DEB MCLELLAND

ow t h at you’ve h ad a month back “in the swing of things” as they say, and are ready to engage in building your business this next year, it’s time to get started. And one of the best ways you can do so is by making some new connections. Effectively networking and getting your name out into your community helps to grow your brand recognition and to build the foundation of important business relationships you need to expand your company. To that regard, here are eight tips to help you make new connections by bettering your networking skills: 1. Be yourself. Whether at a networking event or making a sales call, if you cannot be

yourself, you’ll be starting off these new relationships with a lie. Don’t try to be the person you think others want to meet. Be genuine. 2. Ta l k to st ra ngers. B y

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February 24th 2016 | 11:30AM – 1:00PM Kamloops Chamber Boardroom | 615 Victoria Street. This event is free for members Register online at kamloopschamber.ca Luncheon | BCLC Presents Angus Reid | Hear from Angus Reid, former defensive lineman, found success and achievement by overcoming the many obstacles in his path, including his competitive nature which resulted in a gambling problem. Now a strong advocate of the responsible gaming message, Angus will use his own personal stories to outline three key lessons he learned growing up which enabled him to confront challenges and fulfill his professional dreams and aspirations. March 1st 2016 | 11:30A M – 1:00PM at the Sandman Signture - 225 Lorne Street Members $35 + GST | Nonmembers $55 + GST Register online at kamloopschamber.ca We have many more great oppor tu n ities for you to ma ke new c on ne c t ion s, so che ck them out at kamloopschamber. ca today! Deb McClelland is the executive director of the Kamloops Chamber of Commerce. She can be reached email at deb@kamloopschamber.ca

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reunions etc.; with 7 individual bedrooms, a ‘great room’, dining room and a fully equipped kitchen.” Events and Marketing manager, Anke Irwin, explained. Going back to its origins as a thoroughbred breeding facility, the Stable Suites, once housed the jockeys of prize horses; white fenced paddocks with horses and llamas still preserve the character of the place. Next door to the Inn is the Championship Course Rivershore Golf Links. The Inn offers a variety of complimentary amenities like mountain bikes, lawn games, outdoor hot tub and seasonal pool, fitness centre, high speed Wi-Fi and parking to their guests. A n added b onu s for m a ny visitors is the Inn’s pet friendly policy. “I bring my dog to work and our guests love it, we love their pets, too. We had a wedding that included their horses and dog in the ceremony.” Anke told Business Examiner Thompson Okanagan. The Inn has been recognized as the #1 out of 55 properties in Kamloops on TripAdvisor for six consecutive years and has received the Hall of Fame Award. The Kamloops Chamber of Commerce has awarded three separate Business Excellence Awards for customer service.

you have taken them away from the uncomfortable position of standing on their own and not knowing how to break into a groups’ conversation. 8. Consider thei r network. When meeting people, it’s important to remember that even if they can’t help you directly, someone in their network probably can. Be willing to share your contact and resources, and they in turn will do the same, helping you build a much larger network of business resources than you would be able to do on your own. Take these eight tips with you to your next sales call or networking event, and make some new connections. And remember, in this case, ignore what your parents taught you, and do talk to strangers! ••• Need a place to use the tips, or want to learn some more? Check out two of the great networking events we have coming up! Networking for Success | Facilitated by Executive Director Deb McClelland, learn how to position yourself for success at a networking event, to promote yourself without feeling push and to develop meaningful professional relationships. This interactive session will help both the reluctant and experience professional achieve better results in their professional settings.

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introducing yourself to complete strangers, you become a better networker, and you’ll make connections that other businesses may be missing out on. 3. Respect the time of others. Networking events, cold calls or other unscheduled meetings, are times for a brief chat and not an hour-long sales call. When your conversation grows stale, don’t try to keep it going. Respect your customer’s time and end it appropriately. 4. Check You rsel f. Ma ke a point of “checking up” on yourself at least once every 10 minutes during a networking event or sales call. Ask yourself what you r facia l ex pressions a nd body language are communicating, to ensure they are helping to positively reinforce your conversation. 5. Ask great questions. The only way to get to know someone else is to ask them genuine and thoughtful questions. 6. Take notes. Immediately following a networking event, cold call, sales meeting etc., write a few important notes regarding your conversation on the back of the business card (or on your phone, tablet etc.). 7. Help others engage. If you see a person standing along at a networking event, bring them into your conversation. They will be grateful to you for doing so, as

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FEBRUARY 2016

CLIENT INPUT PART OF CUSTOM HOMEBUILDER’S SUCCESS SPOTLIGHT

Vernon’s Keith Construction is now into its second generation of ownership

ERNON – Despite decades of operation, hundreds of completed projects and after winning multiple construction industry awards, Keith Construction has not forgotten its roots, or its debt to the clients that have supported it through the years. “The strength that my father brought to the table was in never forgetting where you come from – we were renovators. That’s how it all got started,” explained current company owner Ken Dahlen, son of the firm’s founder Keith Dahlen. “So we don’t turn down a job just because of its size. It’s funny, you can do a small reno for somebody and you’ve treated them fairly and kindly all along and then they end up saying their daughter needs a house. Those are the kind of unexpected rewards that can happen when you treat every client the same way.” A Vernon-based custom home builder, Keith Construction is a family owned and operated business founded by the elder Dahlen who moved to the Okanagan from Alberta where he had

Ken Dahlen is the current owner and son of company founder Keith Dahlen

“You have to stay on top of the new technologies so we’ll continue to do it” KEN DAHLEN OWNER, KEITH CONSTRUCTION

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A Green Builder, Keith Construction homes are designed and built with energy efficiency in mind begun his home building career. “We grew up in Edmonton. My father had a company called Delwood Homes back then. I basically grew up in the construction business, sweeping floors and shoveling sand at an early age. I used to enjoy helping my father on weekends. I went to NAIT (Northern Alberta Institute of Technology) to study construction technology,” Ken Dahlen explained. Keith launched his new busine ss i n Ver non, event u a l ly spending more than half a century in the home construction industry before retiring and handing the reins of the firm over to his son. For the current owner the longevity and success of the business is due in large part to the winning team he’s helped to assemble. “We have a staff of about 20, including office staff,” he said. “T his includes my General Manager Mike Sanford, a draftsperson Kathryn Bates, a full time estimator Chris Neelin, my wife Karen Dahlen who does all the accounting and billing and Renee McDonald who is the office administrator. Our office staff has been very instrumental in our success. Out in the field we have six or seven journeymen

carpenters and some phenomenal sub trades.” A certified R2000 and Built Green firm, Keith Construction works on homes primarily in the Vernon to North Kelowna area. Projects completed include new home design and construction, renovation work of all sizes and occasionally commercial projects. “Last year we were doing 60 percent renovations and 40 percent new homes. That said, we did two very large renovations that were essentially new builds in their own right,” Dahlen said. “We now have the confidence from our clients that regardless of the type of project they’re interested in, we can handle it. We treat everyone incredibly fair. We’ll discuss all the details, there will be nothing hidden. We believe it’s important to have the client involved in the project right from the start. We’ll explain the cause and effects of their requests, so they can feel really confident that the prices stated for a project are real prices. The key is making sure the client is well informed so they’ll feel good about making the decision to go ahead.” While primarily a residential builder, Keith Construction has a

long history of working on commercial projects as well. “We do both commercial and residential, including in recent years both a doctor’s office and a dental clinic. For example we built a doctor a house and then she ended up asking us to build her an office as well.” An innovative and award winning company, Keith Construction has won numerous Tommie Awards, both Gold and Silver from the Canadian Home Builders Association (Okanagan) as well as Georgie Awards from the Canadian Home Builders’ Association of British Columbia (CHBA BC). The company is currently nominated for three of the 2016 Georgie Awards, including as Residential Renovator of the Year. For Dahlen the awards, while offering high profile exposure and an excellent way to showcase some of the company’s finest work, are further proof that his firm’s business model is working. “We’re thrilled to have won Tommie and Georgie Awards in these different categories. It shows that we’re doing the job right.” SEE CLIENT INPUT PART | PAGE 11

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Contemporary features, ample cupboard space and high end appliances are elements found in Keith Construction kitchens

CLIENT INPUT PART CONTINUED FROM PAGE 10

All aspects of a home’s design has to be taken into consideration, including its physical location on the property

Here’s a look at the interior of an award winning private residence in Coldstream designed and built by Keith Construction

Keith Construction has evolved over the decades into an all round custom renovator a nd home builder. Dahlen views his business as a complete one stop shop for residential home construction. “You can come to us with a bathroom in your house you’d like to redo, or a small addition to your home right up to a complete redo of your house on your existing property.” Another tool in the company’s tool belt that helps to set Keith Construction aside is the sophistication of its in-house design and 3D rendering programs, a level of combined services few builders can offer their clients. “Of course we also handle the design and construction of your custom-built new home. We work with the client to provide a very hand’s on approach to the design and drafting of their home. This enables us to create any design from the simple to the most complex,” he said. “Our 3D rendering program allows you to see first-hand every detail of the design from exterior and interior colors right down to the kitchen, displaying every aspect including cabinet style, hardware, countertops and even name brand appliances.” Another invaluable tool in the

Keith Construction toolkit is its use of the state of the art Builder Trend management software. “This is an integral part of why Keith Construction is different,” explained Karen Dahlen. “It is our management software that we use to manage our schedules, material selections, change orders, budget and other factors. The real advantage is that is allows our clients to keep track of their jobs costs, photographs and documents, in essence the total project.” Building a new home is typically a long term venture, where years might pass from an initial

meeting to the handing over of the keys once the project is completed. During that time Keith Construction strives to keep the customer involved with all aspects of the undertaking, and is aware that along the way changes might occur that could result in a rethinking or perhaps a total revamping of the entire enterprise. “It’s not realistic to expect to know every single detail of a build before your break ground. Things can change, new ideas can come up the client’s personal situation could even alter. You have to be able to respond to those changes, essentially you SEE CLIENT INPUT PART | PAGE 12

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have to work and plan in a very fluid manner.” A key to the successful Keith Construction business model is establishing a relationship with the client that is based on transparency and trust. “A lot of our projects are pretty long term. We might be working with someone for a year, a year and a half or even two years before we even break ground as they’re working with our design team,” Dahlen said. “We’ll work out the budgets with Chris, we’ll meet and roll up our shirt sleeves and rework it. When we get to moving forward a lot of the conversations have already been done. I really think that’s part of our strength. You have to be prepared to be fluid with your clients as things can change over the course of a build.” Dahlen is also a believer in the importance of ongoing training and upgrading, for himself and for his team. “I’m in the midst of finishing my Master Builder program with the CHBA (Canadian Home Builders Association) of BC. I’m a real believer in continual education not just for myself but for my staff as well. You have to stay on top of the new technologies so we’ll continue to do it.” He also said that for many clients the sheer number of factors

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A hallmark of Keith Construction designed homes are their spacious and open floor plans to consider when bu i ld i ng a home including legal, physical and financial can be overwhelming. Helping to reduce some of those uncertainties is another of the company’s principle functions. “We’ll also help you navigate though the development permits and bylaws and other legal aspects of the work. We can help people with their designs, work out your budget and provide guidance throughout the entire process.” Having earned the Built Green cer t i f icat ion is yet a not her achievement that has helped to set the firm apart from its competitors. “We’re a certified Green Builder, we’re also R2000 approved. In the past four years we’ve probably built six or seven two by eight exterior wall homes with double staggered walls SEE SEE CLIENT INPUT PART | PAGE 13

Towering windows to enhance the view, use of natural stone and visible timber are other common design elements

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FEBRUARY 2016

CLIENT INPUT PART CONTINUED FROM PAGE 12

which are very energy efficient. You’re far better off spending money on the exterior envelope of your home than chasing solar or geothermal heating methods. They’re great options but the return on the cost is a little tough to get back,” Dahlen said. He also recognizes that another key to his company’s success is the established network of sub trades and building specialists he has developed relationships with over the years. “We’re thrilled with the support we receive from our sub trades, from our electricians to our plumbers to our drywallers to our painters and others. They’re all incredibly accommodating, they do great work and they’re treating us and the clients incredibly fair.” Innovative, award winning, family owned and operated, Keith Construction has been a leader in the Okanagan’s residential building community for decades, and shows no signs of slowing down any time soon. “The key we bring to the table is the ability to see a project through from start to finish. Its how we began and it’s the model we’ll continue to use in the future.” To learn more visit the company’s website at: www.keithconstruction.ca/

Keith Construction prides itself on designing homes that are as functional as they are efficient and beautiful

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Travelers Canada would like to congratulate Keith Dahlen Construction Ltd. on their Silver Tommie Award.

Ph: 250-542-9309 Vernon B.C.

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Keith Dahlen Construction Ltd. on your Silver Tommie Award.

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PRINTING

FEBRUARY 2016

Printing Industry Has Embraced the New Technologies Focus on Printing: The modern printing industry is alive and well right across BC BY DAVID HOLMES

“Pretty much everything

here is virtually nothing in our modern world that isn’t touched, enhanced or made more understandable through the involvement of the pri nti ng i ndustry. From the color and logos on your take out espresso cup, to the shrinkwrapped transit bus you went to work on th is morn i ng, to the logos on the computer you worked on all day – somewhere down the line a designer and a printer played pivotal roles in making your day better informed and more enjoyable. “O f cou rse pr i nt i n g i s fa r more t h a n merely word s on paper. Printers today are into ca r w rappi ngs a nd bu i ld i ng wrapping, signage and packaging. These are all huge parts of the industry. When you think about it pretty much everything that you touch has involved the printing industry,” explained Marilynn Knoch, the outgoing Executive Director of the British Columbia Printing and Imaging Association (BCPIA). “It’s clearly a changed industry but I honestly believe the future is bright for it. It’s definitely growing strong.” One sign that the provincial

that you touch has

involved the printing industry” MARILYNN KNOCH BCPIA

printing industry is gearing up for the future are the recent enhancements made to the state of the art printing program offered at the British Columbia Institute of Technology (BCIT). “BCI T wa s i n st r u menta l i n starting its printing program and many of us from the BCPIA are part of that program’s advisory committee,” Knoch explained. “We’re ver y excited about the program as it has kept pace with the industry, the instructors are taught by people in the industry so they’re never out of date. I believe this program’s g radu ates h ave about a 100 percent employment rate and they’re pretty well paying jobs as well so that’s all a plus,” she said. “One problem w ith the i ndustry is the low key manner with which it has trumpeted its own successes. I think we need to be a bit better about getting the word out about the opportunities that are available in this industry.” W h i le the prov i nce’s pri nt service providers may be reticent about singing their own praises, they have not been shy to embrace the technologies that can enhance and energize

their productivity. From full color laser pri nti ng, d ig ita l photog raphy a nd sca n n i ng, to a host of new pre-press and production technologies, the BC printing industry has been a leader in embracing the latest in technological innovation. “The printing industry was one of the early adopters of the new technologies, and while tech nolog y has certa i n ly changed the industry in the last few decades it has also given it tremendous new reach. The printing industry is able to do so much more now. The kind of technology that’s available and the kind of output you can get is dramatically different from what it was 20 years ago for example,” Knoch explained. “There are a lot of things you can do now that you couldn’t b e fo re , n e w te x t u re s , n e w flavors and smells, it’s really pretty marvelous some of the things you can do with printing today.” A two-edged sword, the same digital printing technology that has enhanced the work of the local print shop has delivered similar capabilities to many of the industry’s former clients. When a business decides to acquire a color scanner / printer

for its office, to try and reduce the amount of printing work sent to trad itiona l pri nters, they may ultimately discover that wh i le conven ient, such systems don’t come without a price. For Knoch while having access to high resolution printing systems may seem like a good investment, she feels no inhouse provider of printing services can match a professional printer in terms of quality or per-unit cost. “Sure companies can have a color laser printer in the office and figure it’s just as easy to run off their jobs in-house, but when you start to add up the cost of the consumables for those things you’ll soon realize that it often makes more sense to take the job to the printer dow n the street as they ca n offer very competitive prices, especially at the per unit cost,” Knoch said. “Printing is alive and well in BC. It’s a growing and vibrant industry and one that’s well suited to the needs of the 21 st Century. It’s not a sunset industry by a ny stretch of the imagination. The technology is getting more fantastic all of the time.”

digital multi-function products printers wide format printers managed print services scanners

NEW EXPANDED LOCATION

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Unit 1 809 Finns Rd Kelowna BC V1X 5B8

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OFF THE COVER

FEBRUARY 2016

THE SALES INTERVIEW The first rule is don’t be in a hurry to make a mistake

HIRING LUCY GLENNON

ur strategic management group recently worked to develop the ‘Key Questions to Ask When Hiring a Salesperson’. The group consists of many different businesses from distribution and supply companies to web design and advertising. All have had serious problems hiring salespeople and all agree that hiring salespeople is a unique process compared with hiring other positions in the company. It is also more costly when it fails. Hiring salespeople is dangerous because many a manager has been swayed by the salesperson’s ability to sell themselves. They

NEW RAIL SERVICE CONTINUED FROM PAGE 1

“Cando will be accessing Canadian Pacific’s ex isti ng l i ne to get in and out, but will be building storage track on the property,” said Brian Cornick, CEO, Cando. He added that the company’s long range plan is to build an extensive rail terminal that includes 80,000 feet of track. T h e p ro p e r t y w a s c h o s e n for its easy access to mainline traffic from Canadian National and Canad ian Pacific wh ich are already running through Kamloops. It’s a prime location, Cornick said, as it is the last centre before the line heads west into the busy Port of Va ncouver, and provides easy access to the growing Port of Prince Rupert. “We recognize that Kamloops already has a sizable amount of rail traffic. It makes sense for us to build our regional hub here as we expand our services right across the country,” Cornick said. He added that the company will initially build the storage track, having the first 250 spots ready for June of this year. The addition of Cando and its services will be a boon for the city on several levels, he added, providing a variety of jobs and improving transportation options to Kamloop’s businesses. “We’ll have a positive impact on t he city i n ter m s of employment, as well as increased business for local trucking companies on the transload side, plus there w ill be an overall impact through helping local

often do that better than they will when selling your product or service. Many managers have been charmed into hiring what they believed was a top gun and within a short period were wondering how the loser in the next office got in the building. It happens but why? The first rule is don’t be in a hurry to make a mistake. Take your time and don’t compromise. Second, don’t trust your gut. You are only seeing ten percent of the candidate. Finally, be over prepared and do the due diligence to ensure you’ve got the right person. There are many elements to this that include, professional assessments, multiple interviews, checking non-references

that aren’t supplied, background searches and asking a lot of key questions. Use the S.E.A.R.C.H model as your guideline. SKILLS – What specific knowledge and abilities are critical? Are there technical skills that are essential for their success? Can they demonstrate a working knowledge and application of those skills? In sales do they need to have superior communication skills? How are you testing for that? If the ‘must haves’ aren’t evident, are you willing to train them and wait until they’ve got it? EXPERIENCE – Have they done in the past what you expect in the future? Can they demonstrate how they’ve applied specialized knowledge? If they need to develop proposals and make formal presentations do they have examples and could they role play it for the hiring team? AT T I T UDE – We are often sold on a sales candidate’s positive and enthusiastic attitude at the interview. You had better means of understanding the

candidate’s state of mind. This is usually where the wheels fall off the bus first and when the attitude wanes, behaviors and performance usually follows close behind. How do they deal with new experiences and changes? Are they open to critical input? How do you test for this in the hiring and what happens if you get it wrong? RESULTS – A few years ago I had a call from a sales manager asking about a former employee of mine. He said, “I understand that John Doe was your top salesperson last year.” I replied, “I don’t recall that.” Awards and accolades need to be verified. The other question is why are they leaving a workplace where they’ve been so successful? As well the awards need to reflect what you’re looking for. If they i ncreased cu rrent customer spending and you need someone who can develop new business, that isn’t the same. COGNITIVE SKILLS – This is quickly becom ing the key need i n a new h i re. T h i n gs change quickly, technology and

the marketplace won’t wait for someone who can’t or won’t keep ahead of the challenges. The ability to learn and process is essential if you need a critical thinker on your team. What have they learned and how quickly have they applied it in the past? Examples please? HABITS – How do they manage their business? What systems do they have for selling, prospecting, tracking goals, analyzing activities, recording results? How do they use technology to stay on track? This is where the rubber hits the road. Many a charming salesperson falls apart when grilled about ‘what they do’ as a professional business in sales. Think about what information you failed to get in a sales interview that could lead to trouble later. Under each of these headings, what questions would you craft to get to the truth? Lucy Glennon can be reached at 866-645-2047 or lucyg@hireguru. com and her website is www. hireguru.ca

“We recognize Kamloops already has a sizable amount of rail traffic. It makes sense for us to build our regional hub here as we expand our services right across the country.” BRIAN CORNICK CEO CANDO RAIL SERVICES

industry move more products and move them faster,” Cornick said. He added that the company will be hiring from the local workforce as well as bringing in existing employees for the initial build and at the company’s new headquarters. “Employ ment nu mbers for Kamloops will be 20 to 50 and across the entire province approximately 150. Our engineering and track services division is fully equipped to perform all types of track construction but might look locally for certain aspects, for example the excavation work.” Ji m A n d e r s o n , e x e c u t i v e d i re c to r o f t h e c i t y ’s e c onomic development arm, Venture Kamloops, said that the city welcomes Cando and the growth it will bring. “The decision by Cando Rail to base their BC operations in Kamloops is an important addition to a key economic driver for

Cando is a 37-year-old employee owned company CREDIT:JULIE POMEHICHUK

the city and region,” he said. “Statistics Canada data indicates that there are over 2,000 transportation related jobs in Kamloops. This high concentration of employment in the sector makes Kamloops a hub for transportation and logistics in all forms. The addition of Cando’s sizable operation provides opportunity for growth for both the company and the sector.” Cornick said that the company is excited about joining

the community, adding that the city and Venture Kamloops have been great to work with. Cando Rail Services is an employee-owned company that provides industrial rail service at over 18 sites across Canada a nd the Un ited State. It has more than 15 mobile engineering and track services crews, owns or manages several facilities and terminals and operates three short line railways. T h e 3 7-y e a r- o l d c o m pa ny, based out of Bra ndon,

M a n itoba, m a n ages severa l facilities and terminals, handling items ranging from biodiesel to forest products. It has a large engineering and track services division and serves a wide variety of industries, including, automotive, forestry, oil and gas, fuel distribution, refineries, agriculture, potash, m i n i ng compa n ies a nd intermodal. Cando Rail Services is at 740 Rosser Ave in Brandon, Manitoba www.candoltd.com

FEBRUARY 2016

WINNING KELOWNA HOME MAKES FRONT PAGE OF INDUSTRY MAGAZINE SPOTLIGHT

Ian Paine Construction designed and built the Silver award winning home from the ground up

rista and Ian Paine, of Ian Paine Construction (IPC), view projects from different angles and that unique fatherdaughter perspective has earned the company award winning recognition. Recently, IPC won a Silver Tommie for Excellence in Single Family Detached Home-$1 million-$1.5 million for their West Kelowna Residence and an Excellence in Kitchen Design (New Home)-$65 k-$150 K. The home is a picture of understated elegance overlooking Okanagan Lake and surrounding mountains, with simple lines, bright rooms, airy flow and natural warmth. In January, IPC and only a handful of other builders moved on the Tommie Award Gold Gala, where it was announced that Ian Paine Construction won the coveted Gold Tommie Award for Excellence in Single Family Detached Home $1 M-$1.5M. “It wasn’t something we were expecting,” Krista said. “Especially on the first home the company

Proud to work with Ian & Krista Paine! Property Services Painting & Decorating

250-317-6478

Krista Paine said today’s design is modern, clean and functional CREDIT:KRISTA PAINE

designed and built from the ground up. The organizer told me they had a record number of applications this year, so it was an honour to be chosen.” In the fall of last year, IPC got an additional surprise when the picture of the winning wet bar design appeared on the front page of Benchmark Magazine, an industry publication produced by the Architectural Woodwork Manufacturers Association of Canada (AWMAC). “The magazine comes out only two times a year so to have our wet bar design on the front cover was very exciting.” She said that Stirling Woodworks provided all the millwork on the cabinets, staircases, and sliding barn door into the master suite; including the sleek countertop, featured in the magazine, made of a large slab of highly polished solid walnut. The project won Stirling a Gold award for excellent service for a residential project at the 2015 Architectural Woodwork Manufacturers Association of Canada and IPC the recognition of their quality and high standards. “We have a long standing relationship with Stirling Woodworks

“I was the only designer working there, designing up to 25 kitchens a month. It was an incredible experience and a lot of fun.” KRISTA PAINE INTERIOR DESIGNER, PROJECT MANAGER IAN PAINE CONSTRUCTION

and know the quality and craftsmanship they put into each project. We were very pleased to be part of this award,” she added. Ian credits his daughter for the awards and recognition, not just for the design work on the home, but also for taking the time to fill out and submit the extensive application. “It wouldn’t have happened without her,” he said. Paine, who grew up in Kelowna, began his career as a framer and finisher. It wasn’t long until his

Ploutos Enterprises Ltd would like to thank Matacan Construction Ploutos Enterprises Ltd would like to thank Ian Paine for the opportunity to be involved with a great team on a signature Construction for the opportunity to be involved with a great development in the heart of Kelowna “The Kensington. ” team on a signature development Congratulations Jeremy!in Kelowna. TILE/WOOD FLOORS/CARPET Congratulations Ian & Krista for “THE KENSINGTON”

www.ploutos.ca | (250) 860-7740 | Kelowna, BC

Krista Paine joined IPC six years ago and moved back to Kelowna

Paine created the company 35 years ago working out of his home

CREDIT:KRISTA PAINE

talent for project management caught the eye of a firm in Alberta where he was hired to manage multi-family home builds and hotel projects. During the three years he lived and worked in Alberta he met his wife and started a family. In 1981 they moved back to Kelowna, Paine’s home town. “My wife didn’t like the weather

in Alberta,” he said, adding that Kelowna was a natural choice with its sunny weather, beautiful setting and growing economy. His first job was managing a Block Brothers development in Vernon called Summertree on the Lake on the east side of Kalamalka Lake. SEE WINNING KELOWNA HOME | PAGE 17

FEBRUARY 2016

The award winning home the father/daughter team of IPC built and designed from the ground up

WINNING KELOWNA HOME

CREDIT: OLIN JEWALL PHOTOGRAPHY

CONTINUED FROM PAGE 16

“After that job finished, I started my own company,” he said. “Since then, we haven’t looked back.” T he company was initially formed with a focus on framing but progressed into a general contracting firm specializing in custom built homes. Over the years, Paine created a niche for

his company, focusing on craftsmanship and quality rather than on mass production. “IPC has never been the type of company to produce multiple homes a year,” he said. “We build two to three annually and do them really well.” He added that having his daughter join the company was a good fit. IPC specializes in higher end residential homes in the milliondollar price range. With an interior designer on staff, the company can add those unique, custom built touches his clients want. It’s been an exciting career choice for Krista. Before moving back home to Kelowna and joining IPC, she earned a certificate in interior design in Vancouver, while working at an interior fabric specialty store. Then she worked as a junior designer for one year at a design firm, and then moved on to a kitchen and bathroom cabinetry shop, before joining the team at Stirling Woodworks, a high-end custom woodworking shop. “I was the only designer working for the cabinetry shop, designing up to 25 kitchens a month. It was an incredible experience and a lot of fun.” Paine credits working at Stirling for helping fine tune and hone her craft, giving her a greater breadth of experience and understanding in highly specialized residential design. Since she returned to Kelowna six SEE WINNING KELOWNA HOME | PAGE 18

Proud to work with Ian & Krista! Proud Supplier!

Solid wood counter top on industry magazine front cover CREDIT: OLIN JEWALL PHOTOGRAPHY

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Congratulations to the team at Ian Paine Construction! VOTED BEST FLOORING COMPANY!

Proud to Work With Ian & Krista! #1 – 2121 SPRINGFIELD ROAD, KELOWNA, BC PH: 250-762-3422 debmcnaughton@gmail.com jack@nufloorskelowna.ca

Congratulations on your Silver Tommie Award. www.stirlingwoodworks.com P 604.460.8981

FEBRUARY 2016

WINNING KELOWNA HOME CONTINUED FROM PAGE 17

years ago, IPC has kept her busy. Not only does she provide design work for clients throughout BC and into Alberta, but she also acts as project manager while her father begins his semi-retired life. “Krista has a real feel for the job,” he said. “She’s got good chemistry with both the homeowner and tradespeople and is able to keep projects moving on schedule.” Currently, one of IPC’s projects is building a 15,000 sq. ft. home in Lake Country. She said every aspect of the house has been carefully considered to ensure it is one-of-a-kind and custom made, including stair railing, ironwork, light fixtures and cabinets, with some components designed and built in Europe and then shipped to Lake Country for installation. She added that working on a smaller number of homes means IPC can focus on each client, ensuring that special extras are just right and visiting the site personally to ensure work meets IPC’s and the homeowner’s exacting standards. “Ian is a hands on builder,” she said. “He’s not just a contractor and project manager, he’s a carpenter and will put on the tool belt if need be.” She said that IPC’s exacting sta nd a rd s a nd h ig h qu a l ity workmanship carry over to the renovations it does as well as to

Congratulations to Ian Paine Construction.

Steve from Stirling Woodworks, Krista Paine, home owner Mike Peterec and his fiancé Suzanne Deault win Gold

Ian Paine Construction specializes in high end custom built and unique homes CREDIT:KRISTA PAINE

new builds, adding that the company sees projects running from $5,000 to $1,000,000.” “IPC has a loyal clientele bec au se of ou r reputat ion for working on time and on budget. Homeowners still living in the homes IPC built over the past 35 years are looking to modernize their homes by adding unique design accents like a wine cellar

BDO CANADA LLP IS PROUD TO WORK CLOSELY WITH IAN PAINE CONSTRUCTION LTD. People who know, know BDO.SM Assurance | Accounting Tax | Advisory 400 – 1631 Dickson Ave Kelowna BC 250 763 6700 www.bdo.ca

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or for redesigning specific rooms like the kitchen or bathroom. They contact IPC because they know the quality of our work.” She explained that the rush on upgrading a home isn’t just a desire for different styles, paint colours or appliances; it’s also a need for more ease and simplicity in the home, especially as kids move away from home or homeowners become snowbirds and home design needs change. “Design is in a transitional phase, moving from traditional to contemporary. Modern is making its way to Kelowna from Vancouver, but it’s also adding a touch of West Coast simplicity, with less of a luxurious feel and more towards a clean, organized and homey look that is highly functional.” She added that although IPC provides interior design service, when the homeowner has their own design team she is willing and able to work as a middleman, understanding the terminology, overall concept and scope of work to ensure the finished product fits the designer’s vision. Even when the design team is based out of town, she said that working

online is straightforward and communication timely. However, not all of IPC clients use its full design service. “Some of our clients like doing the design work themselves, going to showrooms, picking out what they like and then getting a little consult in at the end to make sure everything looks the way they wanted. At that point, if needed, I can make suggestions to improve function and the visual appeal.” “Having a design professional available for our clients, whether it is working with the homeowner directly or with their design team, means they can get an immediate answer to their design questions with no misinterpretation, plus they can also get ideas of what is possible.” IPC also provides Krista’s expertise in a strictly design setting throughout the Okanagan and farther afield in Vancouver and Alberta. Recently, she added to her long resume the job of judge for the Durham Region Home Builders’ Association Awards and the 2016 Lethbridge Building Awards. Both are prestigious building awards

recognizing outstanding work in architectural design, construction and service. Krista will connect with other construction industry professionals in judging and then choosing projects that excelled in their category. Through the years, IPC has witnessed the many ups and downs of the building industry, but during that time it has remained unscathed, weathering the rocky economy by staying true to its vision and work ethic. IPC not only uses its own staff but many professional trades throughout the Okanagan and the province. “We appreciate the long-term relationships IPC has built and the professionalism of our skilled trades and suppliers,” she said. The company Ian Paine worked his life at building is coming full circle, with the younger generation learning from its collected wisdom, successes and standards. The future looks bright, designed with clean and simple lines. Ian Paine Construction is in Kelowna www.ianpaineconstruction.ca

Making Your Bath & Kitchen Beautiful & Affordable

Congratulations on being a Silver TOMMIE Finalist

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Kelowna, BC

250.762.7771 • Mon. to Fri. 9-5 Closed Sat., Sun. & holidays

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“Post Construction Cleaning & Detailing for New Home or Reno Move in Comfort”

Ted Hume 250-212-3311 cleanplus@shaw.ca “IT’S THE DETAILS THAT YOU CAN RELY ON”

FEBRUARY 2016

LOVE OF BOATING BECOMES BUSINESS DREAM SPOTLIGHT

Selka Boat Centre: Created to serve the local boating community

E L OW NA – A K elown a h u s b a n d a n d w i fe teams’ lifelong love of a l l t h i n g s b o a t s a n d b o a ti n g h a s pl aye d a m ajor role i n the success of thei r citybased marine business. “I’m a certified boat mechanic as I’ve always loved boats. I got started with boats when I was 16 years old and for me that’s been it ever since,” explained Dirk Selka, co-owner of Selka Boat Centre Ltd. Opened originally as a boat dealership the company h a s evolved a nd ad apted to cha ng i ng tastes a nd loca l market conditions to develop a flourishing niche in the Okanagan marine sector. “From 2005 u nti l 2009 we also sold boats. But when the local economy dipped we got out of new boat sales and focu sed on prov id i n g ser v ice a nd a f ter-m a rket products. Right now we’re a sub dealer with another firm for aluminum boats which we sell. We

“I got started with boats when I was 16 years old and for me that’s been it ever since” DIRK SELKA OWNER, SELKA BOAT CENTRE

Crystal Selka is co-owner of the marine service and supply outlet, and looks after the company’s front end operations sell the small Catfish Marine 10’ a nd 12’ cata ma ra n boats and other small craft,” Selka said. “With the economy shifting in 2009 we got out of selling new boats a nd refocused on being strictly a service centre. We now have a full service faci l ity. We work w it h a lot of dealers in BC and A lberta who, if they do sell a boat in our region, will present us as their approved service centre.

The Selka Boat Centre service and sales operation is jointly owned by the husband and wife team of Dirk and Crystal Selka

T here were a l re ady 10 b oat dea lers i n Kelow na; it made no sense to have a yard full of boats sitting here.” “It’s t he s u n ny Ok a n a ga n and we have this big beautiful lake right here so it’s a good industry to be in. I’m a local, I grew up in Kelowna. I began my career working in the hospitality industry, working at fishing lodges. I worked in the tourism / hospitality industry for about 10 years right out of high school,” described Crystal Selka, company co-owner. “ T h e re’s a s e n s e t h a t t h e economy is sta r t i ng to pick up. Hop ef u l ly w it h t he low Canadian dollar we’ll see more Americans coming up here to spend their money this year. We have this great location, why wou ld n’t t hey wa nt to come?” W hile some boat sales still do occur, Selka Boat Centre’s m a i n fo c u s i s on prov id i n g repairs, servicing and aftermarket modifications to existi ng vessels. “T here a re actually a number of services we cu rrently provide, we do customizing, all levels of eng i ne work both i nboa rd a nd outboard, we install exhaust systems, stereo systems, GPS

A certified marine mechanic, Dirk Selka operates an authorized Volvo Penta service centre a n d a u to p i l o t s y s te m s a n d more. We provide aftermarket r i g g i n g fo r t h e w a k e b o a rd world including the installation of ballast tanks and ballast pumps,” Dirk said. “We also do things like insta l l i ng wa keboa rd towers, stereo and lighting systems on towers, underwater lighting for boats a nd we do sh ri n kwrapping which is wrapping a boat for winter storage. We do custom decaling. Basically if it involves a boat we can do it. We get new ideas all of the time.” One key element of the Selka product mix is the sale of b o a t m o to rs , b o t h i n b o a rd and outboard. T he company is an authorized MerCruiser, Suzuki and Volvo Penta sales and service dealership. Boat repairs of all types are another o f t h e c o m p a n y ’s p r i m a r y business focuses. “We have a good sized shop to do repairs. We’re actually in the process of modifying our old space to create an upgraded showroom and outboard shop where we work on motors, Seadoos and other personal watercraft. We have nearly 4,000 sq ft of shop space,” he said. Long term boat storage, both indoors and around the Boat Centre’s one acre property is

a not her of its m a ny m a r i ne ba sed ser v ices. “L ong ter m boat storage is an important p a r t of t h e b u s i n e s s. T y pically the customer brings the boat i n September or October to w interize it,” Crysta l explained. “ We ’ l l s h r i n k w r a p i t f o r them and put it into the outdoor storage space. Usua l ly the May long weekend is the k ick of f of b oat i n g se a son . There are some early birds who try to get out there for April 15, but most wa it u nti l the May long weekend.” Selka Boat Centre (which is located at 1890 Byland Road in West Kelowna) has grown in large part through the consistently h igh level of customer service it provides. “Our business is built on trust. We have customers, but often they’re more like a part of our family, they’re more like friends than clients. We have guys who’ve brought their boats to us from Vancouver for the last seven years for us to store and work on. Basically our business is built on relationships,” Dirk said. “It’s really a family business for us. T he kids are even involved, not working as they’re little but they’re getting exposed to it and are helping us set up boat shows and things like that.” Looking toward the future, the firm is toying with the idea of retu rn i ng to the busi ness of selling new boats, but only when the rig ht oppor tu n ity presents itself. “We are looking for a boat brand that suits our business. We could be in t he m a rket i f t he r i g ht one comes along. But we wouldn’t get into that without a lot of thought,” he said. “ T h e re’s n o s e n s e s e l l i n g blue ice cream if there are 20 other people selling blue ice cream. There’s no point in being yet another number.” To learn more visit the company’s website at: www.selkaboatcentre.com/

NOW Available at:

Selka Boat Centre,

1890 Byland Rd, Kelowna, BC

250- 769-1466

www.selkaboatcentre.com

MOVERS AND SHAKERS

FEBRUARY 2016

Mission Flats for just under $5.1 million. Cando’s CEO, Brian Cornick, has announced plans for a new rail terminal to be running by summer of 2016.

KELOWNA Best Western Plus Kelowna Hotel & Suites is the first hotel in Canada to become ecobase Certified, in recognition of their carbon reduction initiative. Additionally, a supercharger station for Tesla drivers has been opened at the Best Western Plus Kelowna, as part of their commitment to go green. In a North American contest for Best Terrain Park, Big White Ski Resort is currently nominated for first place. USA Today has partnered with the US snowboarding team to nominate 20 of the best terrain parks on the continent for this contest. The Kelowna area will soon have a new climbing gym, as Gneiss Climbing, owned by Chris de Vries, is scheduled to open for business in March 2016. Kelowna’s Soil Mate has achieved first place at the ChangeUP 2015 Pitch Competition. ChangeUP is an intitiative propelled by Okanagan Changemakers, which recognizes the best social impact initiatives in the Okanagan Valley. A UK online culture magazine has featured a piece on Summerhill Winery, recognizing their business as Canada’s largest organic winery. The featured documentary was produced by Crane.tv, based out of London, England, and three other films are in the works for Okanagan wineries: Gray Monk, Quails’ Gate, and 50th Parallel. Vantage West Realty’s Jared Franczak was awarded with a 2015 Top Sales Award for achieving 600 per cent more real estate transactions than the industry average. Poppadoms restaurant, owned by chefs Aman and Jas Dosanj and family, has closed its doors after six years of business in Kelowna. Okanagan Chrysler Jeep Dodge has welcomed a new sales associate, Alan Ryder, formerly with Dilworth Homes. A new merger has been announced as Pulse Group and Csek Creative join forces to comprise the largest marketing agency providing full-service to the BC Interior. The companies’ new brand will be announced later in the year. Ken and Krista Garwasiuk have announced their expanded new location for Hardcore Archery, now at 1771 Cooper Road, Kelowna, near Logo n’ Stitches. Accounting firm, Reid Hurst Nagy Inc., has a new manager of client service, as Patricia Sample has moved her

accounting practice to Reid Hurst Nagy and now assumes the position. Chris Shauf, previously the manager of media and public relations for Vancouver 2010 Olympic and Paralympic Torch Relays, has joined Tourism Kelowna as their new director of marketing and communications. West Kelowna welcomes new business, H2O World Solutions, formed by Brian Hunter, president and CEO. The company aims to provide technology that improves water management and employs safe practices to enable water to be recycled, in addition to providing support to clean water initiatives across the world. Lacy Manz, Vanessa Roberts, Ross Rufiange, and Michelle Underwood are congratulated by BDO accounting, on passing the 2015 Common Final Evaluation (CFE) to become Chartered Professional Accountants. MeKong Restaurant, a family business owned and operated by Kit Truong and Dan and Wanda Truong, celebrates its 29th year in business. Appliance repair and parts sales company, Dom-Tech, has changed hands as Mike Ungaro has purchased the business from his father-in-law, Darcy McKinnon. A new commercial account executive has joined Capri Insurance, as Brad Sieben, former city councilor and president of Tourism Kelowna, is welcomed to the team. Two Kelowna restaurants, Lounge 27 and The Pilgrim & Pearl Oyster Bar, owned by The Revival Group of Restaurants, have shut down for business. Scotiabank, main branch, located on 488 Bernard Avenue, has announced Rob Edwardson as their new branch manager. Edwardson has worked for Scotiabank for more than 19 years and has moved to Kelowna from Vancouver. Meyers Norris Penny LLP congratulates Charles Wilson, Evan Crocker and Kyla Stewart on passing the 2015 Common Final Evaluation (CFE).

The Water Environment Federation and the BC Water & Waste Association have awarded Mike Gosselin, City of Kelowna, with their WEF Hatfield Operator Award, in recognition of exceptional performance in operating a wastewater treatment plant.

Domenic Vinci from Coast Capital Savings, Vice Chair; Raghwa Gopal of Accelerate Okanagan & Saavani Skin Care; Martin Cronin of Helios Global Tracking Ltd.; David McDougall of Blenz Coffee; and Jim Grant from Grant Thornton LLP.

Wings Restaurant has opened its doors for business at the Willow Park Shopping Centre on Highway 33.

Cedars Hairport salon welcomes Sandy and Elsa, formerly with Dewey, Cuttem & Howe. Sandy and Elsa can be reached at Cedars’ location on 1131 Sutherland Avenue, near Illichmann’s.

After a review by Canada’s Top 100 Employers as part of a comprehensive evaluation process, the JOEY Restaurant Group has been honoured as a top employer for youth in Canada for 2016. Kelowna’s JOEY Restaurant operations have partnered with Okanagan College to help provide career opportunities upon completion of education. A brand new venture, Gold Leaf Shuttle, will be serving the Kelowna area for residents who are 55 and over and wish to be independent. The service is owned and operated by Fabio Santana of Let’s Go Transportation, and requires a yearly membership which gives access to delivery services, 24/7 airport shuttle services, and unlimited shuttle services to and from other destinations. The Flashpoint Lazer Clinic, run by Mark Beaulieu, recently celebrated its 5th year in business serving Kelowna. Sheila Estephan and Jeff McGregor have opened new lifestyle shop, Alchemy, on 345 Bernard Avenue. The shop sells home accessories, handbags, jewelry, watches and other specialty boutique items, and gourmet local chocolates and cookies from Sandrine French Pastry and Chocolate. The BC Aviation Council has honoured the Kelowna International Airport (YLW) with a William Templeton Award, in recognition of their outstanding growth and achievement in developing new markets. The Central Okanagan Economic Development Commission has announced their new 2016 Advisory Board: Victor Narynskyyi of Centro Consulting Inc., Chair; Larry Widmer of Community Futures of the Central Okanagan, Past Chair;

NexGen Hearing has relocated their location from 114-1605 Gordon Drive to a new clinic at 100-1940 Harvey Avenue. The Society for Learning in Retirement has celebrated their 20th anniversary in business serving the community. Okanagan College is one of five institutions involved in a pilot project that allows students to finish up to one year in the BC Institute of Technology (BCIT) mineral exploration and mining technology diploma. The BC Centre of Training Excellence in Mining (CTEM) recently signed a memorandum of understanding to set the project in motion. Thompson Rivers University, College of New Caledonia, and Northwest Community College are included in the project as well. Scotiabank has donated $10,000 to the Kelowna General Hospital Foundation for their Adolescent Psychiatric Unit (APU) at Kelowna General Hospital. Scot Speiser has joined the team at Capri Insurance as their new Vice President of Business Development. Speiser formerly worked for the Business Development Bank of Canada (BDC) for twenty years.

The Monte Creek Ranch Winery has applied for property rezoning as they aspire to develop a restaurant and amphitheatre at their Miner’s Bluff Road location. The amphitheatre design is similar to the Jackson Triggs Winery Amphitheatre at Niagaraon-the-Lake, in Ontario. The proposal has gone to the ThompsonNicola Regional District’s board of directors for consideration. Kamloops Dodge Chrysler Jeep congratulates Grant Dolson on being named Salesman of the Year for 2015. The Kamloops Naturopathic Clinic welcomes two new team members: Andrea Francis joins as their new Registered Massage Therapist, and Dr. Kaleb Falk BSc., ND joins as a new naturopathic doctor with a specialization in chronic disease. Both are accepting new patients. The staff at La Dolcevita Day Spa & Salon welcome Sandra on board as their new technician specializing in nail art. A new law firm is scheduled to open in the Kamloops area in February. Hebert Law offers family law services, will preparation and power of attorney, real estate transactions, services for court attendances in the surrounding area and more, and will be located at 209-141 Victoria Street, Kamloops. BDO Kamloops congratulates Jerry Xue on passing the 2015 Uniform Final Evaluation (UFE) exam, and achieving the final step in becoming a Chartered Professional Accountant. Dr. Jennifer Thomas has announced that she will be retiring her private family practice as of March 31, 2016. After that date, all medical records will be stored at NorKam Healthcare Centre. The staff at Morelli Chertkow Lawyers LLP have welcomed a new partner, Ben van der Gracht, to the team. The team at Westsyde Hair Salon welcomes Sue LaChapelle to their location on 12-3435 Westsyde Road.

KAMLOOPS

SALMON ARM

Maureen Young, owner of Absolute Kennels in Rayleigh, has declared the location at 3945 Old Yellowhead Highway as reopened for business.

The Shuswap Farm and Craft Market has joined forces with Downtown Salmon Arm to create a new shopping opportunity this summer in Ross Street plaza. A downtown market featuring local growers, farmers, artisans and entertainment will be running every Wednesday from 4-7pm, from June 29 to Sept 7th.

A Manitoba-based company, Cando Rail Service, has purchased the land at former Weyerhauser sawmill site on

MOVERS AND SHAKERS

FEBRUARY 2016

21 The Summerland Reflexology and Health Centre will be welcoming a new therapist this February, who will provide laser therapy treatments for fibromyalgia. The practice, along with several other health practitioners, will also be launching a new Healthy Living Fair, held at the Summerland Library on February 6th. The Fair will provide an insight into the Centre’s work through mini health sessions, and will run again in March with the longterm goal being to present a monthly event.

Aberdeen Hall High School Vision Hall with 40' high suspended wood ceiling installed by Littco Enterprises

SUMMERLAND

directly from Okanagan Crush Pad.

Mark Verhelst has moved his company, Mojave Consulting Group Ltd., from Alberta to Summerland, which offers consulting services that assist companies in implementing new business processes and software.

January 2nd marked the reopening of Santorini’s Family Restaurant, after the completion of renovations. Located in the heart of Summerland, the restaurant’s new décor reflects the warm and welcoming atmosphere of a neighbourhood hotspot that has been serving customers since 1991.

A new contracting company, Red Stag Contracting, run by Andrew Spear, has opened its doors for business.

Elite Residential new construction project in Kelowna, highly specialized drywall and framing surrounding featured reflecting pool installed by Littco Enterprises A new business, Meikle Art Studio, has recently opened on 311 Ross Street NE. The studio is owned by Adam and Jenna Meikle, featuring realism and impressionism art, and will be offering art classes to customers in the near future. SASCU Financial Group welcomes Barry Delaney, interim CEO for Northern Savings Credit Union, to their team as their new CEO, beginning March 7th.

PENTICTON A $5 million contract to build the Osoyoos Firehall has been awarded to Greyback Construction. The Deputy Minister’s Contractor of the Year Award has been won by Cantex-Okanagan Construction Ltd. for grading for Highway 97, 74 Mile to 76 Mile project south of 100 Mile House. Print Factory has changed locations to the second floor of the City Centre Building on Main Street, just down the street from their former location. A skin care company, Dermal Systems Inc., has opened a new distribution facility on Government Street to serve the Penticton area. Derek George, new owner of Penticton’s Boston Pizza, has

reopened the location for business after renovations. The staff at Penticton Toyota congratulate Martin Longmore on being named Salesman of the Year for his sixth year in a row. Debbie’s Diner on Barnes Street is now operating under new ownership, as Debbie and Melton Jones have taken over running the business. Beltone Penticton has been named Best Hearing Clinic in the South Okanagan by Okanagan Life Magazine’s 2015 Best of the Okanagan Reader’s Choice awards. Penticton’s McDonald’s location on 1804 Main Street is now open for business after a period of renovations. For five consecutive years, salesman Mike Van De Leest, has been named Top Sales Consultant by Penticton Hyundai. Maritime Travel welcomes Pat Clements to their team of travel agents, serving at their location on 2004 Main Street. Drs. J.C. Kennedy and M.C. Sheehan have retired their Family Practice, and have handed over responsibilities to Dr. Ron Gans, who will be practicing at their former office at 10-626 Main Street.

Happy Valley Renovations is a brand new construction business, owned by Brian Simpson, which began serving customers at the end of last year. Deborah Moore is the new owner of RE/MAX Orchard Country, taking over from Patrick Murphy, who will still be on hand at the location as one of six experienced realtors. January 11th marked the reopening of Soleil Tanning Summerland under new ownership. Paul Dubeau has purchased the company from previous owners, Carling and Brenda Burhcell. Local photographer, John Barber, has re-branded his Okanagan Digital Photography business to LinkAge Photo. The name change is also accompanied by a brand new website: https://www.linkagephoto.com/. Prairie Valley Lodge has launched their new, fresh web site to showcase the facility’s recent renovations and better represent life at the Lodge. This refresh supports their aim to create an atmosphere of vitality and a positive environment where seniors can thrive. A renowned Vancouver chef, Vikram Vij, has teamed up with Okanagan Crush Pad to develop a new hand-crafted gin. Vij’s Bolly Water gin was developed in collaboration with Okanagan Crush Pad winemaker & distiller, Matt Dumayne, and Jay Jones, of Vij’s Restaurant. The new gin is available at Vij’s in Vancouver or by ordering

Two businesses, Back In Line Physiotherapy and Pro Physio Clinic, have opened their new space at 102-13204 Kelly Avenue. The therapists offer many services including manual and sports therapy, acupuncture, athletic taping, clinical Pilates, posture assessment and concussion rehabilitation. Independent laboratory, Cordillera Consulting, which specializes in freshwater benthic invertebrates, held an open house in their new space to provide insight into their services. The open house follows a recent move from their previous location on Main Street to a new location on Henry Avenue. After nearly 28 years at the Summerland Credit Union, Herlinda Burt has retired her position as Manager of Human Resources and Marketing. Kelly Marshall, CEO of the SCDU and President of the Summerland Chamber of Commerce, is congratulated, as she recently became a graduate of the Institute of Corporate Directors, the community for directors in Canada. Neal and Louisa Carter, who farm more than 60 acres on their property, recently donated $250,000 to the South Okanagan Similkameen (SOS) Medical Foundation. The generous donation was made possible by the sale of their company, Okanagan Specialty Fruits Inc., for which they remain on the board as CEO and CFO respectively. The Carters will continue to work on the farm in Summerland, but their son, Joel, and nephew, Neal, will handle the farm’s main operations.

James Fofonoff of Summerset Massage Therapy, recently celebrated 22 years in business serving Summerland. Summerland resident, Connie Denesiuk, has joined the Okanagan College board of directors as their new chairwoman, replacing Tom Styffe.

VERNON Vernon’s Sparkling Hill Resort has re-opened as of January 25th, after their first annual two-week closure. Each year from January 2016 onwards, the resort will close the entire resort for two weeks in order to repair and update the premises. Brenda Ellis, a realtor with Sutton Group – Lakefront Realty, has achieved her certified international property specialist designation through the National Association of Realtors upon completion of the international real estate course. The staff at Watkin Motors congratulate Lorne Pearson on being named Salesman of the Year for 2015. Lake Country entrepreneur, Tracy Austin, has recently founded Mac & Jill Apparel, a company that has designed and produced made-in-Canada, plaid ‘Mac’ jackets for females. Austin’s product catalog can be accessed at: macandjill.ca. A Fine Kettle of Fish, owned by Bob and Kathy Gibson, celebrates its 33rd year serving customers. Amelia Martin is welcomed as a new Associate at the firm of Nixon Wenger LLP Lawyers. Vernon Dodge has announced that Landon MacKay has joined their sales team. Kam Randhawa is also congratulated on being named Salesperson of the Year for 2015 at Vernon Dodge. The University of BC’s Okanagan campus welcomes Hugh Gloster, formerly the superintendent of the Central Okanagan School District, as their new project manager in updating their Faculty of Education program.

OPINION

JANUARY 2016 A division of Invest Northwest Publishing Ltd. Thompson Okanagan Office #210-347 Leon Avenue, Kelowna, BC V1Y 8C7 Toll free: 1.866.758.2684 Fax: 1.778.441.3373 Email: info@businessexaminer.ca Website: www.businessexaminer.ca

PUBLISHER/EDITOR | Lise MacDonald, lise@businessexaminer.ca SALES | Thom Klos –thom@businessexaminer.ca, Josh Higgins – josh@businessexaminer.ca, Joanne Iormetti – joanne@businessexaminer.ca WRITERS | Julia MacDonald, John MacDonald, Beth Hendry-Yim, David Holmes, Linda Wenger WEBSITE | John MacDonald

MAYBE IT’S TIME TO MIX BUSINESS AND POLITICS IN THE OFFICE

MARK MACDONALD

e are often advised to separate business and politics. Maybe it’s about time we did. We know the logic behind this, and it is sound. Don’t contaminate the workplace with political discussions, knowing it could engender strife and division amongst the staff. Don’t use your position of influence as an owner/manager to share your political beliefs with staff, as it could possibly be viewed as intimidation. And generally, it’s not good for business. It takes away from the valuable time you’re paying for, and that is to have your workers work on your business – not ruminate about municipal, provincial or federal political campaigns. But have we reached a point

in our societal conversations that those owning or operating businesses need to inject their opinions into their companies, to make sure employees are getting important information they will need to make truly informed decisions? Look at the landscape. Unions are unabashed of their support of the NDP. They dream of the day when a socialist party can wrest the controls from free enterprise, thinking this will bring untold prosperity to their dues-paying members. They spend thousands of dollars in union dues to try and make it happen. While the nightmare of a decade of NDP rule in B.C. under the combined Mike Harcourt-Glen Clark-Ujjal Dosanjh-Dan Miller leadership may seem a distant memory to some, it certainly isn’t to those operating businesses during the 1990’s in this province. The NDP produced a made-in-BC recession that the rest of the country avoided. Business owners remember that. A new generation of voters does not. We actually don’t need our memories to see what damage an NDP government can do to an economy. We have a vivid example right next door in Alberta, where Premier Rachel Notley’s

crew is inflicting devastation on the province, with thousands and thousands of jobs lost already – and they’re only a year into the mandate. In times past, municipal governments were viewed as the NDP farm teams, reloading for runs at provincial and federal levels. The media can share that mantle now, almost as unofficial, unpaid NDP staff. We saw during the last federal election how the media, in general, forfeited any semblance of objectivity to push their own opinions through the news to influence the public. If you don’t believe it, watch what’s happening again, right now, with the by-elections. With provincial by-elections underway, the political machines are firing on all cylinders. In BC, this is a two-horse race, with the NDP battling the reigning BC Liberals for two lower mainland ridings. Premier Christy Clark’s government is being raked over the coals by the lower mainland media, as “in-depth” articles expose the supposed/alleged missteps of the provincial government. At the same time, nary a negative word is spoken or written about the NDP. Almost no one in the media holds the NDP to task for its dark

history, or even draws the link between the NDP in BC and the Notley Crew in Alberta. But it’s exactly the same philosophy that is ruining Alberta that would wait BC if voters ever decide again to give the NDP a chance here. I have spoken to media owners, asking them directly why they, as owners of businesses, turn the most influential part of their business – the editorial departments – over to the left? Why don’t they at least insist on having something close to a balance in their newsrooms of right/left employees with differing voices and thought? Wouldn’t that best serve the public – and their business, because an anti-business government would hurt their companies too? And if we think students are getting a balanced view of both sides of the political spectrum from unionized teachers, then we’d better think again. So, with all that, who is talking about the importance of government policy on creating wealth and jobs? The jobs that your company provides, which help people raise families, educate their children, and give them a great quality of life? They’re not getting that from the classroom or the media. In fact, the media and Hollywood seems to

do their best to demonize business under the collective cloud of “corporate greed”, and developers as individuals who are intent on destroying the environment in pursuit of profit. Maybe it’s time for you to have some fireside chats with your employees about what an antibusiness government’s policies would do to their jobs, and ultimately, their families. Perhaps they’ll ponder those points and bring them up at the dinner table, so that everyone in the family receives a balanced viewpoint on the importance of not just getting out to vote, but vote with a healthy perspective on politics, period. I know business friends of mine who are much more direct in addressing their staff about political matters, and how voting a certain way could likely affect their future employment opportunities. They don’t threaten their workers, and don’t know how they’ll actually cast their ballots, but they do have their say. Unions do it. The media does it. Perhaps it’s time that business owners and managers get involved in that conversation with those who work for them, because a good economy is necessary for their jobs, too.

provincial level, the threshold for property values eligible for the provincial homeowner grant went up shortly after the assessment notices landed to protect many residents from what would effectively feel like a tax increase. Meanwhile, the province is as guilty of charging businesses more than their fair share on the portion of the property tax bi l l that is u nder thei r control. For example, in Vancouver, businesses pay 4.4 times more than residents in school taxes. In dollar terms, a resident pays $2,020 on an average value property, while a business pays $8,890. Show i ng leadersh ip by reducing this inequity is something Finance Minister Mike de Jong should seriously consider for his upcoming budget, as it is considered important by 77 per cent of BC small businesses, according to a survey done by t he Canadian Federation of Independent Business last September. Ninety per cent of businesses support the province limiting the amount of property taxes that businesses can pay relative to residents (e.g. small

businesses pay a maximum of tw ice t he a mou nt residents pay). It’s not all bad news. For businesses, the gap between what they should pay and what they do pay is still way too high, but it has been getting better in many municipalities, including Vancouver. Another ray of hope for business is that there is g reater understanding of the problem than there was 10 years ago. R esidents c a re ab out sm a l l busi ness because they contribute so much to making our communities livable. Increasingly, people understand that i f govern ments a re u n fa i rly taxing small businesses, their favourite restaurants, dress shops, bakeries and dry-cleaners have less capacity to keep prices reasonable, create jobs, or even exist at all.

BC BUSINESSES WANT UNEQUAL TAX BILLS CUT A resident would pay $2,713 in municipal property taxes on that value, while a small business would pay $11,260 for a property of LAURA JONES

the same value

asps were heard across the Lower Mainland last we e k a s p rop e r t y a ssessment notices landed and thoughts of, “My property is worth how much???” gave way to, “Holy mackerel, what does this mean for my taxes?” It’s even worse for businesses. On average, BC small businesses will pay 2.6 times the municipal property tax of an equivalently valued residence. I n m a n y M e t ro Va n c o u v e r municipalities, this gap is far worse. For example, Coquitlam businesses pay 4.2 times more municipal taxes, while companies in Vancouver and Burnaby pay four times more than

residents. To put this in dollar terms, in 2015 an average residential property in Vancouver was worth $1,532,937. A resident would pay $2,713 in municipal property taxes on that value, while a small business would pay $11,260 for a property of the same value. A greengrocer has to sell a lot of oranges to pay that bill. This unfairness is even worse than it seems on the surface because businesses use fewer municipal services than residents.

A 2007 report done by MMK Consulting for the City of Vancouver found that, on average, residential properties in the city paid approximately $0.56 in property taxes for each dollar of ta x-supported service consumed, while business paid $2.42 in property taxes for every dollar of tax-supported services consumed. While the study is a bit dated, there is no reason to think the numbers would be much different today. One automotive shop owner comically captures how the inequity feels: “I know now what it must have been like for the peasants in medieval times, as far as having to pay taxes that amounted to a lot of nothing in return.” His property tax bill is now over $60,000. “It’s like paying an employee … but this one never shows up to work!” What drives the inequity? I have yet to hear of a sound public policy rationale for charging businesses more than residents. But the political temptation is clear — businesses don’t vote, residents do. The reaction to this incentive both municipally and provincially is also clear. At the

Laura Jones is executive vicepresident of the Canadian Federation of Independent Business. She can be reached at laura.jones@cfib.ca. Follow her on twitter @CFIBideas.

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SALES/GREENSHEET

FEBRUARY 2016

SIMONE SUNDERLAND

GREEN SHEET BUILDING BRIEFS

THOMPSON NICOLA REGIONAL DISTRICT LOCATION

3100 Creekside Way, Sun Peaks - Sun Peaks Health Centre PROJECT TYPE Institutional new PROJECT New medical centre at Sun Peaks Resort to provide emergency and walk in medical services - 2 storeys - 8,000 sf - operating, administration and meeting space PROJECT STATUS Construction start anticipated summer/16 - construction completion anticipated December/16 ARCHITECT Owen Hunter Architects - 500 153 Seymour St, Kamloops V2C 2C7 250-372-8845

VERNON LOCATION

2501 48 Ave - 48th Ave Condominium Building PROJECT TYPE Mixed-use dev PROJECT Redevelopment the former Kal Tire Company Headquarters - 3 storeys - 4,050 sf commercial space - 85 rental units stucco exterior, dark shingles, fibre cement board, brick and wood PROJECT STATUS Construction start anticipated March/16 ARCHITECT Meiklejohn Architects Inc - 233 Bernard Ave, Kelowna V1Y 6N2 250-762-3004

VERNON LOCATION

3050 29 Ave - Residential Care Facility PROJECT TYPE Seniors Houseing PROJECT New long term care facility - 6 storeys - 100 residential care beds

PROJECT STATUS Construction start anticipated February/16 - construction completion anticipated summer/17 ARCHITECT JM Architecture - 204 10190 152A St, Surrey V3R 1J7 604583-2003 CONSTRUCTION MANAGER Tri City Canada Ltd - 102 150 Victoria St, Kamloops V2C 1Z7 250-372-3183

KELOWNA LOCATION

140 Mugford Rd, 405 & 425 Rutland Rd - Townhouses PROJECT TYPE Multi-family new PROJECT New townhouses - 4 buildings - 2 fourplexes - 2 duplexes - 2 storeys - 12 units - wood frame construction - vinyl siding unfinished basements - gabled roof line - semi attached garages or carports PROJECT STATUS Development permit application submitted - construction start anticipated May/16 ARCHITECT Water Street Architecture 1848 Riverside Ave, Kelowna V1Y 1A7 250-762-2235 DEVELOPER RA Quality Homes Ltd - PO Box 22024 Capri PO, Kelowna V1Y 9N9 250-861-7127

KELOWNA LOCATION

235 Queensway Ave, 1470 & 1475 Water St and Mill St Mill Street Hotel PROJECT TYPE Commercial New PROJECT New hotel on the former site of the Willow Inn Hotel - 24 storeys set on a 5 storey podium - 215 rooms - conference space 1,685 sm - 4 retail units 378 sm - restaurant 473 sm - 207 sm coffee shop - 3 elevators - spa, fitness room, pool - 242 parking stalls in the 5 storey podium - white composite panelling on exterior - engineered wood - balconies with coloured glass privacy screens

PROJECT STATUS Construction start anticipated spring/16

SELLING IS ALL ABOUT TRUST What we want is for

ARCHITECT Kasian Architecture - 350 1555 W Pender, Vancouver V6G 2T1 604-683-4145 OWNER Westcorp Properties - 200 College Plaza 8215 112th St, Edmonton T6G 2C8 780-4313300

KELOWNA LOCATION

300 Glen Park Dr Condominiums - The Grove PROJECT TYPE Multi-family new PROJECT New condominiums - 3 storeys - 4 sixplexes - 7 fourplexes - 52 units - wood frame construction with fibre cement exterior - attached garages - wood frame construction fiber cement board exterior with Eledorado stone - PVC windows and doors - concrete stairs and landings - duradeck - aluminum hand and guard rails - Vicwest metal soffits and garage doors PROJECT STATUS Construction start anticipated February/16 ARCHITECT Thomas Gaffney Architect Inc - 740 Anders Rd, Kelowna V1J 1J8 250-769-7628 DEVELOPER Ocorp Development Ltd - 9 3151 Lakeshore Rd, Kelowna V1W 3S9 250-317-3155

prospects to feel safe with us

SALES JOHN GLENNON

elling is all about trust" - declare the gurus….. but is it? If you're in the office now, look around you at your colleagues. If you do business with suppliers, I want you to think of them. If you're a manager I want you to think about your reps. Now ask yourself…..Would you give them full, unsupervised access to your bank account? Do you leave your computer unprotected at work when you're not there? Do they know everything about you, your secret fears, desires and mistakes? I'm guessing you answered No, No, No…..why? Perhaps trust is overrated? I f you're u ncom for table with this, the next time you're i n f ro n t o f a n e w p ro s p e c t just say....."T rust me, I'm a salesperson". Now watch their body language. You don't expect prospects to tr ust you. A nd you don't really trust them. If we did, we wouldn't need contracts. What we want is for prospects to feel sa fe w ith us. To feel their butt is covered if/when

something goes wrong. So you tell them how wonderful your product/service is and the knot in their gut tightens..... because they've heard that before. They've seen the movie….. Something different is required. 5 Proven tactics to make your prospect feel safe. 1. Tell them up front that it's ok to say no. 2. Tell them early that your solution is not for everyone. 3. Never be afraid to suggest that there is merit in them sticking with their existing solution. It's familiar and low risk (let them fight you on this one) 4. Always give them options. Options = choice = control = safety 5. Tell third party stories. Stories are safe, there is no pressure and they allow prospects to insert themselves into your story and discover their reasons to buy. Copyright 2015 Sandler Training and Insight Sales Consulting Inc. All rights reserved. John Glennon is the owner of Insight Sales Consulting Inc, an authorized Sandler Training Licensee. He can be reached at jglennon@sandler.com, toll free at 1-866-645-2047 or visit www.glennon.sandler.com

KELOWNA Mixed-use Dev 3131 Lakeshore Rd Commercial - Residential Development PROJECT TYPE PROJECT New commercial and residential development - 4 storeys - u/g parking on 1st level, office space on 2nd level, 22 residential units on 3rd and 4th levels PROJECT STATUS Some sitework complete - construction start of structures anticipated spring/16 ARCHITECT Meiklejohn Architects Inc 233 Bernard Ave, Kelowna V1Y 6N2 250-762-3004 CONSTRUCTION MANAGER Maple Reinders - 225 Lougheed Rd, Kelowna V1V 2M1 250-765-8892

Residential · Commercial Industrial · Institutional · Hospitality Call Us Today to See How We Can Help With Your Next Project! #101, 2903 – 35 Avenue Vernon, BC V1T 2S7

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www.trta.ca

FEBRUARY 2016