Business Examiner Victoria - February 2015 by Business Examiner Media Group

FEBRUARY 2015

» PRINTING

–PAGE 7

LANGFORD

EVERY DAY IS AN OPPORTUNITY.

Recycling, waste solutions, fabricating, marine sales & transport are all within the Alpine Group portfolio

For job

Where do you go from here?

Unity B the produ

Victoria

Viking Air named island’s top manufacturer

PAGE 21

BRENTWOOD BAY Tidman Construction is a family business that has stood the test of time

PAGE 14

INDEX News Update 2 Victoria 6 Westshore 12 Technology 28 Inventing 28 Sooke 29 Saanich Peninsula 32 Sales 33 Who is Suing Whom 34 Movers and Shakers 35 Opinion 38 Law 39 Contact us: 1-866-758-2684

OUR 30TH YEAR

Canadian Publications Mail Acct.: 40069240

Business Excellence Awards celebrates best of the best Vancouver Island companies

ICTORIA – Viking Air soared to the top of the 15th Annual Vancouver Island Business Excellence Awards, as the Sidney-based company captured the Manufacturer of the Year trophy. Real Estate Webmasters of Nanaimo was named Business of the Year for over 50 employees, while the Small Business of the Year for under 50 employees was taken by Hoyne Brewing Company of Victoria. “W hat these awards are all about is celebrating the successes of the Vancouver Island companies who have quietly worked behind the scenes to make their communities better and employees a great place to work,” says Mark MacDonald, President of Invest Northwest Publishing Ltd., which publishes Business Examiner Victoria. “In most cases, they’ve been doing what they do best without fanfare, and this event brings them into the spotlight to take a bow.” SEE VIKING AIR | PAGE 32

Viking Air Ltd. employees take time out to pose for a photo with some of the planes they make at their Sidney operations centre

Tru Value Foods honored for extensive community support

ICTORIA - Supporting the community and helping the less fortunate has been a core principle of Tru Value Foods since it’s founding in 2001, and they’ve been recognized for their effor ts at the recent Nationa l Philanthropy Awards Gala. Tru Value partners and local managers were front and centre to receive the Corporate

R e s p o n s i b i l i t y Aw a r d f o r t hei r c ont i nu e d s up p or t of non-prof it s a nd c h a r it a ble g roups at t he a n nu a l event hosted by the Vancouver Island Chapter of the Association of F u nd ra i si n g P rofession a l s. The award was sponsored by the University of Victoria. Prior to starting Tru Value, Wayne Verch and Jerry Rainer had previously worked for Alex

Campbell Sr., the founder of Thrifty Foods. “W hen the busi ness sta rted back in 2001, Wayne Verch and Jerry Rainer saw through working with Alex Campbell Sr., how important it is to support the community. It’s in our blood,” says partner and general manager Phil Greenhalgh. Since 2001, they have donated nearly $1.7 million to local

charities on Vancouver Island the Gulf Islands. “When we first found out we were even nominated for it, we were very proud. What we got nom i nated for is someth i ng that is at the heart of what we do,“ Greenhalgh noted. T ru Va lue faced sti ff compet it ion for t he prest ig iou s SEE TRU VALUE FOODS | PAGE 24

Our job is to help our customers put black or colour marks on paper Vancouver Island’s largest independent copier and MFP dealer. Reliability, serviceability, affordability. We are Unity Business.

250.384.7243 www.unitybusiness.ca

NEWS UPDATE

2 VANCOUVER ISLAND

bottlenecks in infrastructure delivery” said Bruce Johnson, CCVI Vice Chair, “and where we will uncover solutions and themes for improvement.”

Island Construction Leaders Meet to Increase Cooperation and Understanding Over 60 members of the Vancouver Island construction community met in Nanaimo on January 14 to begin building a stronger sector with increased dialogue between the owners, consultants and the contractors. As Greg Baynton, CEO Vancouver Island Construction Association explained, “This founders meeting brought together representatives from all the major owner organizations from municipalities, universities and colleges, school districts and health sectors along with professional associations representing architects and engineers. The goal is to recognize how powerful relationships and connections can help us all address challenges or seize opportunities.” The Construction Council of Vancouver Island (CCVI) is now a formal entity and members appointed an Executive Council who then elected Anthony Minniti, Director, Century Group Inc.–Constructors (Chair), Bruce Johnson, Managing Principal, RJC Consulting Engineers and Richard Brown, Manager, Design and Construction, Island Health (Vice Chairs). “Infrastructure is the foundation for economic growth,” said Anthony Minniti, CCVI inaugural Chair, “working together means we can better support prosperity and jobs for our island communities.” The dialogue will continue with Sector Round Tables being planned throughout 2015 and a May Council Forum. “The Sector Round Tables gives us the forum to identify

COWICHAN VALLEY New farmers’ co-operative for the Cowichan Region first AGM The Cowichan Region’s new producers co-operative is moving forward on bringing more local food to market this spring. Cow-Op.ca, the online marketplace for Cowichan farmers, will be the first item to launch in a series of priority initiatives set out by the Cowichan Valley Co-operative Marketplace (CVCM), the region’s new food producers co-operative. Incorporated in November of 2014, the CVCM is a not-for-profit co-operative guided by a board of members made up of local farmers, business owners and community partners including Cowichan Green Community. Funding for the development of the website and business plan has been provided by Coastal Community Credit Union and Economic Development Cowichan. “Cowichan farmers make significant contributions to our local economy, which is why it’s important to us to lend them our support,” says Moira Hauk, Coastal Community’s Regional Manager for South Vancouver Island. “Cow-Op.ca is an innovative and truly unique solution for helping local food producers share their goods all year-round. We can’t wait to see the lasting benefits this website will have for Cowichan businesses.” Cow-Op.ca will be the first online marketplace of its kind for the region and will feature a variety of produce, meats, eggs,

We Love Our Customers!

Valentine’s Special FEBRUARY 1 - 14

Greater Victoria Area

Vancouver Area

(Some restrictions apply)

On behalf of Maximum Express we thank you for your continued business partnership. Victoria

250-721-3278 Vancouver & Canada COURIER, FREIGHT & LOGISTICS

1-866-721-3278

Visit Maximum Express at maxcourier.com

FEBRUARY 2015

seafood, cheeses, honey, and more all grown or produced throughout the Cowichan Region. “Cow-Op.ca will give farmers yet another option alongside existing farmers markets, CSAs, and farm-gates sales, to get their yummy local fare onto Cowichan plates, with great convenience and no waste,” explains Heather Kaye, coordinator for the new website. Future initiatives for the co-operative include a delivery truck and food waste processing. The CVCM’s first AGM was held January 29th at The Station, 360 Duncan St..

LANGFORD Coastal Community to expand its services in Greater Victoria Coastal Community Credit Union, the largest financial services organization based on Vancouver Island and the Gulf Islands, will be growing its operations in the Capital Regional District (CRD) in 2015. Plans are already underway to open Coastal Community’s newest location in Goldstream Village later this spring. A renovation of its Fort Street Insurance office is also in the works, which will give the downtown core access to Coastal Community’s full suite of financial services in the fall. Using Coastal Community’s proven integrated service approach, each of its Victoria locations will offer the comprehensive services of all its business lines—all under one roof—including wealth management, insurance, personal banking and commercial banking. The locations will also utilize exciting digital technologies to make for an even better banking experience. “Our expansion plans will be welcoming news to the many island residents who continually ask us when we’re going to offer more of our services in the Capital Region,” says Adrian Legin, Coastal Community’s President and CEO. Coastal Community already serves a large number of personal and commercial banking customers in the region and also has a very well-established insurance client base through its Fort Street Insurance office. Adds Legin, “One of the key things that we’re excited about with our Goldstream and Fort Street locations is being able to offer people what they’re after. This includes the latest in instant banking conveniences, a wider range of service hours, innovative solutions from our insurance, banking and wealth management divisions, and of course our caring, helpful and highly personalized service.” “Our wide range of service offerings is further strengthened by the fact that we’re 100% Island based,” Legin shares. “Our headquarters are here, our decision-making happens here, and all our employees and Board members live right here on Vancouver Island and the Gulf Islands. We work hard to make sure this translates into more relevant, more caring and more personalized financial solutions and advice.”

SIDNEY Sidney a leader in the CRD with ‘First Light’ Walking and biking just got a lot easier and safer in Sidney as the Town recently completed the installation of new solar lighting and paving along a 400 meter piece of trail

Julie Lawlor that runs along the east side of Highway 17 between Weiler and Ocean Avenue. The solar lighting, provided by First Light Technologies Ltd., a Victoria based company, is a first of its kind in the Capital Regional District (CRD) and was completely funded through a gas tax grant from the CRD. The total project budget of $80,000 also includes pavement markings and signage along Weiler Avenue to link the path to the town’s cycling network. The Town of Sidney installed the lights to increase pedestrian and bicycle use and safety, as well as to make the trail more welcoming and inviting for all users. Solar light technology was selected due to its significant advantages over traditional lighting. The new fully self-contained system utilizes solar power and LED lighting. It has low installation costs and minimal site impact with no trenching, cabling or wiring. In addition, there are minimal ongoing costs with no electrical bills or bulbs to change and the system is immune to power outages. The Town of Sidney is looking for the public’s feedback on the new trail lighting and has established a feedback forum on “Sidney Says”, the Town’s online community engagement tool.

WESTSHORE Chamber Announces New Executive Director West Shore- President, Doug Kobayashi and board members are very happy to welcome a new Executive Director to the WestShore Chamber of Commerce. Julie Lawlor is a former West Shore resident, returning to the area after 14 years in the UK working in the heritage field. For the last 11 years Julie worked for the National Trust, Europe’s largest conservation charity supported by 3.7 million members across the UK. As General Manager of Clandon Park and Hatchlands Park, Julie was responsible for all the commercial and charitable activities required to maintain and provide access to two eighteenth century historic houses, a nine acre garden, over 400 acres of parkland and a little Maori meeting house called Hinemihi. Julie grew up in Colwood and Langford, and attended Belmont Senior Secondary before moving on to the University of Victoria and the University of Toronto. Julie said, “Coming back to the West Shore is a return to my roots, and I’m absolutely delighted to have this opportunity to contribute to the vibrancy that is the West Shore.” The hiring was done by committee with four WSCC board members conducting an exhaustive process to identify the ideal candidate. “The WestShore Chamber is lucky to be situated in one of the most vibrant regions in the entire country and Julie will be a great resource for the thriving local

NEWS UPDATE

FEBRUARY 2015

business community. The WSCC has made excellent strides over the last year and the team will be even stronger now”, said Doug Kobayashi, President, WestShore Chamber of Commerce.

Tourism Victoria, Victoria Conference Centre And Hotels Share Brand For the first time Tourism Victoria, the Victoria Conference Centre and the local hotel community are rallying around a new campaign to showcase Victoria, the Idea Capital, as an ideal meetings destination that connects people and stimulates ideas. “Unprecedented collaboration between Tourism Victoria, the Victoria Conference Centre and the local hotel community is key to the destination’s success,” says Paul Nursey, President & CEO. “Together we share the same objective to build the business and what better way to do that than put business on the books by securing future meetings and conferences in the destination. I would also like to personally thank Don Fennerty, GM of the Fairmont Empress, for his leadership in pulling the various parties together.” For this campaign the entire city is working together under a shared meetings brand with shared marketing and sales collateral that includes an innovative printed hardcover book with a four and a half inch video screen embedded in it to highlight the five reasons why meeting in Victoria is a Capital Idea. These books will be used by Tourism Victoria, the Victoria Conference Centre and the local hotel community in the yearround sales efforts.

“Ideas and networking are the number one benefit of going to conferences and meetings, and Victoria is a destination that stimulates a deeper dimension of networking by virtue of its size and walkability,” says Trina Mousseau, Chief Marketing Officer at Tourism Victoria. “Delegates are bound to have chance encounters in our Inner Harbour or local waterfront pubs and it is through these chance encounters that deeper connections are made and more ideas are born.” An integrated content strategy uses the hashtag #CapitalIdeaYYJ to connect meeting delegates and planners with creative Capital Ideas for meetings throughout the region. The content highlights innovative ideas on how planners and delegates can make their meeting in Victoria unique and exceptional. Hotel promotions and special deals can also be found with the hashtag.

VANCOUVER ISLAND Local Businesses Warned: Imposter Using BBB’s Good Name BBB serving Vancouver Island is warning local businesses to be on the watch for an imposter targeting companies and pretending to be a BBB representative updating business information. BBB has received an influx of calls recently from a number of concerned companies that have been contacted via phone by a person claiming to work for the “Better Business

Bureau in Victoria,” and requesting detailed information from the company to “update their profile.” Businesses who have been contacted by this imposter report that: Their call display shows either an unknown phone number, unavailable phone number or the phone number listed as 1-000-012-3456; When the company asks any questions or if they can call back, the caller immediately hangs up on them; and The questions being asked include information such as business contact information, the number of employees working at the business, the total number of computers used at the company and email addresses for each employee. If your company receives a suspicious, unsolicited call from someone with an unfamiliar name claiming to represent BBB (or any organization for that matter) be sure to: Ask the caller to verify their identity and reason for calling. Ask to call back and write down the caller’s name and phone number / extension number. If you have call display compare the information on the call display with what the caller is claiming. Look up the main number for the local branch of your BBB or the agency the caller claims to represent and ask to be directed to the person who contacted you. Refuse to give out private or unnecessary company information to just anyone who calls claiming to be from a legitimate sounding organization. Inform us at BBB that your company has become a target of such a suspicious call and provide us with as many details as possible.

VICTORIA Will real estate sales in Victoria continue the upward trend into 2015? The Victoria Real Estate Board released its report on real estate activity in the Victoria area for December 2014. 389 properties sold in the Victoria region this December, an increase of 9.6% when compared to the 355 properties sold in December last year. Overall, 2014 saw 11.67% more sales than in 2013. “I think the increase in sales we saw in 2014 surpassed a lot of people’s expectations. To see growth of over 10% - that shows consumer confidence and interest in our market,” Victoria Real Estate Board President Guy Crozier says. “Of course one factor that helped sell houses this year was the low mortgage rate. That, combined with balanced market conditions, created a steady, consumer-friendly environment in which to purchase and sell properties.” The Multiple Listing Service Home Price Index benchmark value for a single family home in the Victoria Core this time last year was $542,800. This month the benchmark value rose 2.9% to $558,500. Over the course of 2014, 6.2% of single family homes (238) sold for over one million dollars. “There are two indicators to track in the New Year - the number of sales, and the amount of inventory currently available on the market. In 2014 we saw less inventory available than in previous years but more sales. With job growth predicted and consumer confidence increasing in our area, it will be interesting to watch these numbers as 2015 sales unfold.”

FEBRUARY 2015

Canada Homestay Network Named Family Enterprise Of The Year

h e Va n c o u v e r I s l a n d chapter of the Canadian A ssociation of Fa m i ly Enterprise (CAFE) announced that the Canada Homestay Network Inc. (CHN) will receive the 2015 Family Enterprise of the Year Award (FEYA) on February 18th at a gala held at the Uplands Golf Club in Victoria. CHN will also be eligible for the national CAFE Canada award in Toronto in May 2015. T h e F E YA Aw a rd i s g ive n annually by CAFE Vancouver Island to recognize, celebrate and promote achievements of Vancouver Island family businesses a nd the considerable contribution they make to both their local communities and ou r n at ion a l economy. T he awa rd comes on the cusp of CHN’s 20th successful year in business. Founded by Robin Wilson in Toronto, who was later joined i n d i rectorsh ip by hu sba nd Fraser Wilson, the busi ness that started as a small home office outfit has expanded to staff 75 employees in 25 communities coast to coast. Over the yea rs CH N has hosted tens of thousands of students from 120 countries around the world, becoming Canada’s largest homestay network in the

community at large. As such, CH N has ea rned the i ndustry’s best reputation for client satisfaction. T he two fi na l ists who w i l l also be honoured at the February 18th event are My Tech Guys from Comox, (Bob Wells, Ow ner) a nd Page’s Resort & Marina from Gabriola Island (Gloria Hatfield, Ow ner a nd President). Past recipients of the CAFE Vancouver Island FEYA Award include Capital Iron, Country Grocer, McCall Brothers Funeral Directors, Pacific Sands Resort, Robinson’s Outdoor Store, Monk Office, and Accent Inns. To p u rch a se t ickets, v i sit http://www.cafecanada.ca/ cell/event/cafe/id/2141

Over the years CHN has hosted tens of thousands of students from 120 countries around the world, becoming Canada’s largest homestay network in the process

Robin, Fraser & Jennifer Wilson process. In 2005, Robin and Fraser’s daughter Jennifer joined the busi ness, a nd i n 2010, of f icially took over the managing director role from her mother. Facilitating every aspect of the homestay program for cl ients, CH N enables greater understanding, tolerance, and intercultural communication and education through its work w it h i nter n at ion a l students, thei r fa m i l ies a nd host families, and the global

March:

BOATING AND MARINE 250-661-2297 thom@businessexaminer.ca

MONK OFFICE: MAKING LOCAL SHOPPING AND GIVING A PRIORITY

SAVE 60% on UP TO

• SUPPLIES • TECHNOLOGY • FURNITURE

with a donation to your local foodbank! 10 locations across Vancouver Island 1-800-735-3433

An associate of Basics® Office Products

www.monk.ca

Company likes to think local first

upporting other local businesses and doing good in the community – these are two values that have always been front and centre at Monk Office. Debbie Schultz, of Monk Office believes that shopping at locally owned businesses is good for the economy. “We encourage shoppers to think about their buying habits and think about supporting island businesses. We can really make a difference!” Monk Office is a member of Think Local First, the only registered non-profit society of locally owned, independent businesses that seek to promote the social and economic benefits of shopping local in the Greater Victoria Area. Helping the local economy ultimately helps the community “We like to support our customers and the community,” Schultz said, citing as an example a unique program with School Districts 61, 62 and 63 I the South

Island and 70 in the Cowichan Valley. When schools purchase environmentally friendly products, Monk Office calculates an annual rebate, which is then rolled into scholarships offered to students who want to enter the field of environmental studies. In 2011, when Savory Elementary School in Metchosin had a fire just before school started, Monk Office donated school supplies to all the children who had lost theirs. The company also has what it calls the “Pallet Project.” If a product that comes in from a vendor is slightly damaged during shipping and therefore not saleable, Monk Office fills a skid and donates it to various schools in the community. Local schools have received valuable paper, calendars and art supplies in this way. “Some 15-20 scho ol s h ave been involved,” Schultz said. “We continue to support them because we appreciate the important role they play in our community.” Monk Office Customer Support & Distribution Centre is located at 800 Viewfield Road in Victoria and has 10 retail locations throughout Vancouver Island. www.monk.ca

VICTORIA

FEBRUARY 2015

MANDATORY AFFORDABLE HOUSING: SOLUTION OR PROBLEM? With a lack of housing supply currently available on the market, it’s likely that this will increase the cost of remaining housing

VICTORIA BRUCE CARTER

ffordable housing, or the lack thereof, is a significant issue for residents of Greater Victoria as well as the business community. As unemployment rates remain low in the region, employers are finding increasing difficulty in attracting workers due to our high cost of living. In the 2014 Vital Signs report, almost 50 percent of those surveyed said they were paying more than 30 percent of their income on housing. An additional 11 percent said they pay more than 50 percent on housing costs. The common threshold considered affordable is appending less than 30 percent of household income on housing. Clearly, more needs to be done to ensure affordable housing is available in our community.

Municipal leaders have suggested the idea of mandatory affordable housing units for all new housing projects. While this may seem like an easy solution; this may not be the affordable housing panacea that some may think it is. While we all agree that affordable housing is an issue, one not easily fixed by any level of government, we have concerns that this solution does not directly address the core issue, which is low housing stock in our current market. That solution may also have the unintended consequences of driving prices up.

For instance, if new developments are mandated to create a certain percentage of “low income units,” what happens to the rest of the units? With a lack of housing supply currently available on the market, it’s likely that this will increase the cost of remaining housing. So, for middle-income earners, this could mean potentially increasing housing costs. With already exorbitant housing costs, this is not a solution and may actually make housing less affordable for many. Alternatively, increasing the number of units (supply) will bring costs down. We still need a solution to our affordable housing crisis. Municipalities can add more than 30 percent to housing costs through regulatory processes. Reducing these costs can assist in housing costs. We need more availability in the market and need to pursue policies that will encourage developers to build in our community. Not until we address these obstacles as well as attract these types of investments in to our community will we begin to see a change in affordability. Bruce Carter is the CEO, Greater Victoria Chamber of Commerce and can be reached at bcarter@ victoriachamber.ca or (250) 383-7191

FEBRUARY CHAMBER EVENTS • Wednesday, February 11 Emergency First Aid for Industry 8:30 am – 4:30 pm Location: The Chamber • Thursday, February 12 Prodigy Group Anniversary Mingle 5:00 – 7:00 pm Hosted by: TBD • Monday, February 16 Greater Victoria Business Awards Nomination Deadline www.victoriachamber. ca/nominate • Tuesday, February 17 Excel Tips & Tricks 10:00 am – noon Location: The Chamber

• Wednesday, February 18 Provincial Finance Minister Luncheon 11:15 am – 12:45 pm Location: The Fairmont Empress • Thursday, February 19 The Art of Discipline & Dismissal 9:00 – 11:00 am Location: The Chamber • Thursday, February 19 February Business Mixer Co-Hosted with Tourism Victoria 5:00 – 7:00 pm Hosted by: TBD

• Wednesday, February 18 Chamber Week Member Orientation Breakfast 7:30 – 9:00 am Hosted by: Cora Breakfast and Lunch

Studio Concealed Trapway Dual Flush Toilet Right Height Elongated in white

Courtenay

Saanich

Nanaimo

#3, 2989 Kilpatrick Avenue

4248 Glanford Ave

2067 Boxwood Road

250.334.0645

250.727.9976

250.758.1771

bartlegibson.com

FEBRUARY 2015

PRINT Print is alive and well

The print industry has grown and evolved and continues to thrive

he point about printing, that after 40 years in business, is that the average person he still spends a good deal of time really doesn’t know what a educating people about the naprinter does. Derek Allan, owner ture of quality printed material. and president of Fotoprint Ltd. in W hen Fotoprint opened its Victoria said that while corporate doors in 1975, the era of instant buyers of print products know printing had just begun. The exactly which printer to go to quality was not very good, Allan for their particular needs, many said, but the shops sprang up on people do not. And the print every corner. The desire for getbusiness has changed. Today it is ting print jobs done quickly has more diversified than ever before. not changed – the difference is Several years ago print was the that today the quality is excepfifth largest corporate employer tionally high. Another difference in North America, encompassing everything from newspapers to SEE PRINT IS ALIVE | PAGE 8 magazines, books and pamphlets. That has changed, but print is still a significant contributor to the economy. “It’s actually a highly specialized industry,” Allan said. “There are printers who put a sign up that says ‘Printer’ and they may not do printing at all – they just broker it, and until the customer really understands and wants to know more about how the product is physically produced 250.480.1530 and where it’s produced, they don’t have a clue. We have lots of printers still, but not many who are a true printing company with in-house production equipment from a digital copier 00000_Examiner Ad_Bayside Jan15.Page 1 1/22/15 9:51:39 AM to a full printing plant including 2643 Turner St. Victoria bindery equipment.” He added

You need Printing...

Not headaches!

Print shops like KKP in Nanaimo offer a large variety of services including signage of all types

Brad McAuley of KKP, assembling a sign, says that successful printing shops are offering diverse services

FEBRUARY 2015

PRINT IS ALIVE CONTINUED FROM PAGE 7

today is that most files come to the shop as PDF files, ready for the printer. “We spend most of our time now making sure that the files that are supplied to us are perfect when they’re printed,” Allan said. “Once that is finalized we print right away – the same day or the next day.” If you asked Allan if print is dead, he would say, not by a long shot. While more companies are concentrating on a web presence, print is still important. Allan noted that not too many years ago, the company spent one week out of every month dedicated to printing newsletters for realtors, insurance agencies, financial advisors and non-profit groups. That number decreased in the last several years but lately it has been coming back up. “We’re seeing a resurgence,” he said. “I think that people are starting to balance their marketing. You cannot exist just on you r web page; you have to hit them from all sides. And there are certain things that are hugely valuable with the physical touch. People generally don’t read their newsletters

“I think that people are starting to balance their marketing. You cannot exist just on your web page; you have to hit them from all sides.” DEREK ALLAN OWNER AND PRESIDENT, FOTOPRINT LTD.

by PDF. They prefer a properly printed, well-designed newsletter in their hands.” He added that they also prefer a physical business card – nothing, he said, elicits as much attention or emotion as a business card. “P ri nt w i l l a lways be around,” he said. “When I talk to some young people, they have a tendency to believe that people just buy online. The best way for me to answer that is to show them a sample box of what we print in one week – when they see that box and they go through all the different stuff that we produce, they’re wideeyed – hundreds of business cards, newsletters and marketing materials – everything from posters to booklets and reports. Print is still very alive and

well.” Ten years ago, Brad McAuley, owner of Kwik Kopy P ri nti ng (K K P) i n Nanaimo, could not possibly have foreseen the state of the industry today. To predict what might happen in the next few years would require a crystal ball, he said. “The printing industry has been struggling for the last number of years; ever ybody is t r y i ng to find their own niche and certainly we’ve seen some smaller ones disappear. But some of those disappeared because they didn’t keep up. We’re still printing; we’re just doing it a little bit more efficiently.” However, he added that printing is not going away – far SEE PRINT IS ALIVE | PAGE 9

The opposite of do-it-yourself.

Do you like handling a print project from start to finish and sweating every detail? No? We do. In fact, it’s our passion. Our team of print professionals will guide your project through every stage of production; from prepress and top-quality printing to finishing, even distribution right into the hands of your critical target audience. If you want printing done right, every step of the way, call us. Then get back to doing whatever it is you do best.

250.388.7801 hemlock.com

FEBRUARY 2015

Thank you Vancouver Island. How do you choose the right printer? At Fotoprint in Victoria, skilled staff turn out high quality full colour images

We believe that relationships, trust, integrity, price and performance are key elements in making that decision. We would like to thank our customers who, for those reasons, have chosen Fotoprint to be their print provider on Vancouver Island for 40 years. Our commitment to providing a quality experience with a priority on the protection of our environment will never waiver.

Today, printers are diversified and can create a spectacular variety of printed materials

PRINT IS ALIVE CONTINUED FROM PAGE 8

from it. He noted that Google, arguably the largest digital company today, regularly sends out print postcards advertising its services. “We’re seeing people going back to print,” McAuley said. “I‘ve had clients come in and tell me that they get better response rates when something goes out in the mail.” It’s easy to hit delete in an inbox, he said, but a nicely produced newsletter, often merits a second or even a third look. Everybody still needs business cards and letterheads. Everybody also needs mailing services and design services – and that’s where print shops have stepped in. More and more printers are offering more services. In particular, print shops are taking on sign making. The two are an excellent marriage, McAuley said. “We put a lot of investment earlier this year into large format. It’s a natural for print companies to offer that – we already have so much in place that it’s easy. We saw our sign business take off; people were asking us to do it more and more. I couldn’t have forecast what we did last year – we probably tripled what I expected.” He also noted that having professional designers on staff is another key to KKP’s success. More and more customers want and expect full services from their print company, including

branding, design, printing, signage and mailing. Sue Ranchie, owner of CS Printmaster in Kelowna, agrees that a full offering of services is key to thriving in today’s printing business. CS Printmaster has been in operation for 30 years and Ranchie attributes its longevity and success to the fact that the shop has evolved with the times and meets every need including offset and digital printing. She also pointed out that offices and businesses of all kinds still have a great need for all the traditional printed products from letterheads to internal forms, folders and booklets. “There is still a lot of work for us,” she said. “They said that the office was going to become paperless – I haven’t seen it.” She added that the printing industry is focusing more on service and specialty products. “People may be seeing a lot of shops folding up, but that’s if they haven’t brought their shop up to what’s happening with full colour. You have to be able to offer digital as well as offset – that’s what has kept us going.” As a matter of fact, she said that her customer base has been growing. New businesses still need all the traditional office papers and forms. She said that she expects CS Printmaster to continue to thrive into the future. “There’s a lot of stuff that’s still going to be on paper,” she said. “There’s just no question about it.”

975 Pandora Ave Victoria BC V8V 3P4

250 382 8218

All shapes, sizes and quantities of printing.

fotoprint.ca

Let us show you how to reduce your printing costs by up to 25% or more!

With a combined 50 years experience, Managing Partners Dave Zambonelli and Bob Janes have been providing practical, cost effective solutions on Vancouver Island for over 30 years. • Multi-Functional Systems • Scanning Solutions • Document Management Solutions • Managed Print Services • Shredders, Card Cutters, Folders & Slitters • Wide Format Printers & Scanners • Network Laser Printers VICTORIA (NEW LOCATION) 104-3375 Whittier Ave. Victoria,BC V8Z 3R1 TEL: 250-384-7148 www.islandoffice.ca

NANAIMO

ISLA OWNEND OPER D & SINCE ATED 1968

33-1925 Bowen Rd. Nanaimo, BC V9S 1H1 TEL: 250-756-4600 www.islandofficeequipment.ca

Call Us Today for a Free Consultation.

1-877-716-3577

FEBRUARY 2015

ISLAND BLUE IS ONE-STOP FOR DIGITAL PRINTING “It’s really the staff behind the scenes

Print company does it all, from business cards to signage and T-shirts

that make it happen. They want to put

n Victoria, Island Blue Print Co. Ltd. is the one-stop shop for all d ig ita l pri nti ng needs. T h e c o m p a n y ’ s N e t2 P r i nt.ca on l i ne order and template customization web portal allows customers to subm it print ready files or versions of their own ideas, such as business cards, p o s t c a rd s , p re s e n t ation folders, customized calendars, photo books, art/photo cards, canvas prints, etc. In addition, Isla nd Blue now of fers DTG – Direct to Garment printing of T-shirts and canvas tote bags. Shirts are available in men’s and lad ies sizi ng i nclud i ng bl a c k , g re y a n d w h i te shirts printed single or double sided in quantities from 1 – 100. “We also do indoor/outdoor point-of-purchase

out a good, quality product and they do a great job.” ROB SHEMILT VICE PRESIDENT SALES AND MARKETING, ISLAND BLUE PRINT CO. LTD.

pieces,” said vice president sa les a nd ma rketing Rob Shemilt. “T hat includes portable marketing solutions, banner s t a nd s, s i g n a ge, w i ndow graphics and f loor graphics.’ He said that all a client has to do is come i n or go on l i ne w ith a n idea. I s l a nd Blu e h a s b e e n operat i ng i n Victor ia since 1912. Turnarounds these days are tight, Shemilt said. Island Blue is usually the last stop for a project and doing the job right and getting it out on time is absolutely essential. He said that without a dedicated staff, the company could not do as well as it does. “ It’s re a l l y t h e s t a f f beh i nd the scenes that m a k e it h a p p e n . T h e y want to put out a good, quality product and they do a great job.” Isl a nd Blue P r i nt Co. Ltd. is at 911 Fort St. in Victoria and 2411 Beacon Ave. in Sidney. www.islandblue.com

Tourist Visits GAS

Prepare For The Upcoming Tourist Season. Top Quality Rack Cards And Great Pricing!

(250) 386-5542 | www.hillsideprinting.com Educate. Inform. Entice. Inspire.

FEBRUARY 2015

PRINT SHOP OFFERS ONE-OFA-KIND SERVICE “This is a company that Ro ex P ast cs and Pr nt ng manu actures three r ng b nders c pboards and more

o ex P ast cs and Pr nt ng Ltd estab shed n 1972 and ce ebrat ng ts f fth ann versary under the ownersh p of Steve F sher and Derr ck Steadman s a un que shop that goes far beyond what other pr nt shops offer Wh e Ro ex P ast cs prov des a the regu ar pr nt serv ces one wou d expect from etterheads to bus ness cards and enve opes ts un que area of spec a ty s the manufacture of custom mpr nted products “We are not your average pr nt shop ” F sher sa d not ng that the three-r ng b nders for nstance can be v ny po y or execut ve b nders such as the guest d rector es found n hote rooms A range of recyc ed products ca ed the “rebound b nder” are a so offered Custom zab e c pboards ke those found at the Un vers ty of V ctor a bookstore screen-pr nted w th the un vers ty s ogo-andv ny wa etsfound at trave agenc es car dea ersh ps and nsurance compan es are a so among the product nes offered by Ro ex P ast cs Ro ex P ast cs offers a comp ete set of serv ces to ts custom-b nder c ents nc ud ngendtoenddes gn and manufacture produc ng the text manufactur ng the b nder and ndex tabs co at ng pr nted nserts and then comp ete y assemb ng the f n shed product The company a so manufactures menu covers for f rst c ass restaurants as we as for more casua cafés “The d ff cu ty we face n market ng s that what we offer s mmense ” F sher sa d “There are so many th ngs we can do here we

has been here a long time and quality is everything to us.” STEVE FISHER CO OWNER RO EX P AS CS AND PR N NG

Vision Binders Digital Printing Custom Projects

Hotel & Restaurant Materials Carbonless Forms

Binders Vinyl Pockets Tabs Decals Menu Covers

have trad t ona s kscreen pr ntng we have f atbed pr nters we even manufacture s gns - both v ny bagsty eandd g ta corop ast B1 B1 s gns ” ge ge pa pa – – Ro ex P ast cs s the on y pr nt dS dS 1 B1 aR aR eB shop n V ctor a that manufacge t aW aW a ag t B B e p k e – Buc ling IRe –p Buckleing R S S I tures custom mpr nted b nders d c Fil V Fil t V Rd i aR at a Wa aW l clin It s a serv ce that s one-of-a-k nd Wd Wdcket Ba B et o o e e ck a R R Bu illing IR R c y Bu ing I i r C C t F tV F sher po nted out that customers ed indus inic Fill tV Rd Rd a a sales@rolexplastics.com www.rolexplastics.com o o m l eC eC Wd Wd is tion l c C are ab e to access these products » R » R Ro Ro ect truc ca y eRcet dC d C roj cons edi dustr ro»j co R R on nefromVancouverorevenoffd Co Co t p the asndm n in st p in the C an 13 13 Re 3e Isl » Re wes en in rcItsli uctio 01w 20 20 shore however there are d st nct »Vinyl er Stationery Packages Binders e wom ouovjee onstr ’ n2e women o»jeRceto uvPockets n o ’ r c r npc r e c dis r c o o s n f f d i advantages to dea ng w th Ro ex Va 13 ana ana und nd eVsat in th slH st pen in the 13 o 01w 3e IslH ou I 20 20 enr a ks gr ew omen v1ne2nr a ks gr 2e m 12 “We stand by our qua ty ” he v o n u u a n oo cdoeo brea s’ n for w age bre s’ for w ang ncd Va Hais Hai und e–Vpa Hais Hai und e–p sa d “We produce a very h gh C C ro ro 1n2na ks g dVI 12 nna ks g dVI qua ty product We re here we re geo rea a ge do ais bIreea Nt a pa d ais bI eNt pa – – H tM H tM oca we ve n V ctor a and we Ce ICe S VI eS dV Ve SUBSCR SUBNS NV S t ad d ne and dr nk n V ctor a Th s IN C I Nt a I I sity g RMeIBEUS oN tMU eN BS t CR ver B nh So s a company that has been here St S T en e uni I TODAY I&BFoET CUODA C iniationE e e o h dD V V C mts& iO s IN Y & IN to t AnY d » » F y t N Foe a ong t me and qua ty s everyt e i r N N n i 1e t a vuesrFs » prg o TA S prmgeitmBS T A n SS So n Y Y i iin T n n a U U o g A w w m h n u th ng to us If anyth ng ever goes i e igSNc–aotpimooan C INSkeena INoC 2013M » FoC s nednIgSc–N 13 opma daet od tCh1h3eem Y nm FO 20 » F FOR tatn20 en Vancouver Island | Peace| Cariboo Vancouver Van ouve | thompson-okanagan Island and| Victoria | V Victoria o | Thompson-Okanagan a | thomp thompson-okanagan | Fraseron Valley okanagan Fraser F a e Va Valley ey RMED ordnst» Frre wrong we rer ghtthere–wedon t Vancouver Island | Victoria D!unceas aWcsattorRoria FpirresFtsiMtmNiinO a E s ienng RcM ! |ictFraser asasinaWduE Vancouver Island | Victoria | thompson-okanagan Valley ssatFrRi D ori n n a o R e e i w w Fpo!5imRCmuR m t ou i s s B B e m C o V V e e R uck gnat R m es et anybody down Our pr c ng s e e he3se 13 13 o n r r R 5 C n n n 0 0 c c B B i I I 2 2 an ealsteVxp ces troanigage crsFaitllnNsneailnstgeaVxn2dp01ces stproiannggice rsF Island | Victoria Vancouver Van ouve | thompson-okanagan Island and | V Victoria o a | thomp thompson-okanagan | Fraseron Valley okanagan | F Fraser a e Va Valley ey ia cValley Vancouver Island | Victoria | thompson-okanagan | Fraser fa r but most mportant y you Vancouver i n s La–cl Fi tor Vi CWasds un eLs Laic–stpor VFii CRWaMsda YOUR SOURCE YOUR OF LOCAL SOURCE BUSINESS OF LOCAL NEWS BUSINESS NEWS YOUR SOURCE OF LOCAL BUSINESS C eo no esso V U RiReo Vic U NEWS i R nou edssoiecLadul stry e 5RCR can come here ook touch and fee dJaCm an expar R dJaeCm5 an expaer R R R g s s N N o l ls m n in pag Co ic sSseo seio e–Cpa ic asSa other pro ects we have created ” – What’s happening What’s in your happening region?in Make yourWhat’s sure region? you Make find out sureinyou find out Make»sure tio a Re Vyou C C happening your region? »oLRL UV iN U eRfind out eeRct struc oLL s orj eW ejW i N mt mtro con R R s fo subscribing by to:subscribing to: a a J J N N Ro ex P ast cs and Pr ntbyng a a by subscribing to: I I p the Nand ine hitppry to tb d n N V V t a 4 4 3 3 , ,s s ssse0sg11r3e4aedn in n ol 011 011 Isl 20 Sr o ewSe men i eRveSr Is bu ilneeerw Ltd s at 2 – 2745 Br dge Street n IeS I R e 220 2 e v e R R o r asn t2ti20nsom r W u u n NoW We ise’ nd for wVIVNatnNco n fowenadaiebsuo’rkininds gfeeorsw ip fotoeb Ntnc eaW V ctor a Re R VIVa H u e h B B o , , l o p 2 sKceaorHt Nkbsetguwrosulneerssshng»:reaodBypR1e2 S » » a gr IeS oe parn www ro exp ast cs com onansgbarneaks eRIe nk:aogeepWd1oeosrtonIanmsfgbo era euasi ettik gep eR d W W i p a b isT n nai end ag n palawizeanWaeeu iz n akuaHtn – alw 3 Re kaHa BRe tba 13 w et1w3sortkbICevN–ite CevNite e ap h B 01 o o o I l R 20 2 s m m c p e r r V V e e B » » e d o r pGs:eoon oesrtsK paonrW 20e d r G»e o tN on ps anWt a s t mk pW uton0IamgnI eNltooaks toT om nkea:lwize pWaolelu agnI N ok haon a ize n ako th 13 t anwtMioen lo tb awtMion lw 2 3 e b a k o 1 t t t S S a i i e t t 20 20 vN mbga' nfei -o e at es revN eramng -o e at 13s onnINlVabor o nINlVabor 20e to re Gmpeora Wooks to oSmdSp–oGspow W posw s asSh–rsityers fo N col N col k s m t d o n n o o in ng lo t CSve p th CUSNew ow ion l INthe CUSNew o Peace Cariboo Skeena t orat BUS Fo lug a1gn2e9t.62p0woorastiiodnBeUsntoStIhNe'eunsihllouompgcaoilanabbN1cgu'iat2tiinfeo9liidol.ns6l o n F ” d pxt o” b » » x w b pw doew cIolClaIeS & NeESa2dSr021–.o8.6”ewx 1wcI.o8lClpaIprueoemSinnittcs&mhenet ionNa'meCEnaSaai2nsSr0u2hos1–.Fp8.ma6i”nprsdexr1swt.i8fon e To get your own Tocopy get your of Business own copy Examiner, of Business starting Examiner, with starting with t 4 4 e 3 3 N N m I 1 n o1en2Lg9I”.lc6oa t NaBUiatsnhSdaCInhd isdh2lls0uo11gc3na4leab1cuen2ig9ld”.lcs6 SI 011 To get your own copy of Business with oL2200 1 220Examiner,t pstarting BU lsugptxb Vancouver Island | Victoria Vancouver V n ouve | thompson-okanagan Island nd | V Victoria o || thomp thompson-okanagan Fraserthe Valley on ok n g n | Fraser e V Valley ey ag a aer0 dtxb the next issue,the simply nextprovide issue, simply us with provide the us issue, with information ro .8 ia s infe ro .8 ia | Fraser aer 1t.i6e c & r Vancouver Island | Victoria | thompson-okanagan Valley E the information next simply provide us with theeNinformation N o n a tI S uNMseesp2se02sr.8”sVxicp1tIoarCFnIdiRyruerCivSRneMncs&bisnhyalfleenyoFiursttnesefcEos2p2sre02sr1.8a.ia6e”ns x p1 aF required below, required and it will below, be on and itsitway will to beyour on its door! way and to your door! Mto your o Vic CIe N n r r i i r a 5 required below, it will be on its way door! I I a d a m m d l i p p n eRrx o Leuel k V n n anrx sid cwonerrapeenogseeuel eR oL k o torV oV rpb ic aoVsCelshe c rpeppboraeengo keepic abyaosfpasbCieetluhshsieirnseetlsaw d onitre rep tp a lanrg eL eL–petng nteo eN » g UVa»miegCas neMoswuRenpogNeLrtnLiitte–menpt ataUrnyVdayrmiveiensCa onnrmi» afe y Fn tm en n ocaeosfpuRolnap M paaur n N N yi mm m yid mlom J r J kid Vsalle llaartna p m a u R R r o o r e e oailne rpenose OR Digital e ehN co ctoi ren yeep enhN csvoe pcoittw opSCo inedsewonlsdu oV oVSCo w 13 13 y evonlguetnrttmraaepeltnleet tyogrkeynt tNW evl olha g entnserttrsmrpaenrpetotngnetefotaogorrVk 20 20 eR n eR20b1u3sn lle »tNgW per year per year » gper per year year e a oeca opulnans r r u smr iV n Va i»e pn T i ian o l e N N copy r n m y y r I ONLY ONLY se GST) (includes GST) (includes GST) os nosme iore VI os andnionemlopmT (includes hiol oirreerasdsyigmt ,V ONLY (includes Fra 13 GST) eS 3 ntr greFevruocaislmueotlRloorItetilSseesy,igmyy tintr rg13breuevsdauseochilvineoslesmurpssstiotttalilR nogrtti e your source your of local source Business of local news Business news 01 0 eRI ley y i 2 2 your source of local Business e ld ee q WdorTaalgr ilneen inelfdo20seensrdsaeeebquorkdios gsdeotrTa r in W al news Reser Vngl fie orasesrs BtRdneosesrtV Fax us at 250-758-2668 Fax us at so250-758-2668 we can start your so we subscription can start your today! subscription today! ne monpfe tsKtrcepohlroawt Neetrwaet n olR n ndtitrp today! ore sim Fax us at 250-758-2668 so we can start your » Bsubscription » rae a alor ssiw ra La w F isrneeFr mLo rtrk io: pmioensdrti mpsotrgisarne ism rtk is: o o your source your of local source Business of local news Business satg r news mi id ga quis olob g I W i i u u o u y y i l n b a o your source news of local 13Business e n n eg siiomeklan esse dotdba NigMteallaweigz ansasuiiotmekladn esse q doTtdboanNitealwiz 4 g 01 Mla200a1e13nsf4 34 Please send cheque Please P ease to:send cheque to to: 20 e f v v s s a a n n m 1 t t r 1 e e a r r rsn ar Ge prsnon dit p is eW 2 ra e 2200to r Germ Please send cheque to: o it p era e L La om2pw is W s to mpw d stn Invest Northwest Publishing, Invest nvest Northwest 25 Cavan Publishing, Pub St.,sh Nanaimo, ng 25 Cavan BCNorthwest V9R St., 2T9 St Nanaimo, Nana mo BC V9R25 2T9 stn looks ro pgnim2T9 im20 iuw uw n look tbhroo i Invest Publishing, Cavan St., Nanaimo, BCtbhV9R n g mo mo o on Ma aessni t orati Maaageessni t orati b' f Paper Name: Paper Name Name: r w llab r w llab ppo mo–p–aP f po – Paper Name: o o S s aseUhSPpSpers o d ew c S d ew c oint C ' e p ti N N Po

2 - 2745 Bridge Street, Victoria BC V8T 4T1

250-478-5554

ks in g l have in s to ild am

5 ge 5 20 pa 121 130 y 20 or teg Ca

5 ge 5 20 pa 121 130 d y 20 a n of or 12 teg 20 June of a te C o in d in da

ks in g l have in s to ild am

5 ge 5 20 pa 121 130 y 20 nd or 2 a of teg nks in 201 Junete of a C li veo d in da

n n n g lly lly aim un o in asnhaaimgrou pletio te ted r rea and rea d an gro pleti tom m akd e ta t a l an ild te f N akge ree selec s fo om 5faN reca o5 nd ge al h a co r ’ll ge dica it teg B5u eit2 ey0o ble 5 it2y0 breah a c . e’ll edic w it s,” . bid Isla t ed e gw h a fo en nf m n c srewpit 2id0s14 atsw 121 th1e3C0ects tor wpitr 2014 at w of m long ioner es to l 121 thT1e3hCr0ectsn to be vide n b th I la orth roje n o cstnadlo titio h 20 exp is yeaomrbye pe is thation stas nadacf tit e hopedica ell 20 expbeiseyeavomidrbyeerpe isrth pro jorkNs P tio je ta raocf he a s ls 2 2 n o r o h g ho bin ia20li1 l npe aotfs r m as w nd go hor Nsbin Pia2r0lio1 l npe aotfs r ai a th e th pe tepte teprte y e a th a th km ec erJu a c erJu gml pvite Mayijo te he or na CaS “M e com sop ein ednin na CaS “m ate th in Hsohsa lenco plvitseoaplsingnednin dga r ot f lo a lt h indg r o f l l f gn doin m on on nild team d to dti n cy o aainllyddhe dtidon cy o aainllyd nic nntaaimro nic Hsnnothsaaaimro t D e con o. o u ,le ofu ,le fro inugt D e co s o. ing a a u u a a s e e te p p re re m m a a s nn B g isp b th s k b gsth s s ilndd fadN m uk g toaisp m ea p laann foSIr lec d – s re e nd . of dNgreroauk cHoam harm tgheet aopalaa. hIoaSI ca ll lodo– o greroateiddcHomprhar nl tghethic ke hele Bur a ey. te o a sit nl sd Th n se byidNsIo slanorld make y le er a td sitN w norl ilmdain y id hic w e. aa 4 it tto bleitcsh . seo’ld e esd icw afo t rty oage llhL w I w tg s t r ag ll LCit ntto b itsha a e14a .p ewseo’l m e retd icdey a rfes,”to e e vo C ed n e nf fe towerinbgu tuhsat aim e0es1 vaictew c u an tahe ideece2ts 3 - w s2e0 va ict fofe be vgid f m ernvg ena f ern oo orthan’s jein og itenetoaen 23 s ’s an l ahTe cets as-r w rbs2id r rth Iscla ge tehalpl ingd aalnm iobn) aWt rexspideeeoynm no o csstaslo qtuititio hg ea -ber siserth aiocno esBsayslogtcqtuitioahgomp e -bee siseth m hroelp in d l m b) W repxsapg oym pa pBroy jor N N et rdohicadendllin tc in p taio nje r (Bgo o p eenbtisc lovpmid e s t ns t grea vhin e s a lsisP n era (Bo o p e ntisc elo se isueis o ehsopNobrinasa ia ne er.re o s e pgrea tosvhe dr io lp w tem sop a a ia e te ls meth vepp ellli el p m erllli tost’ edraom ma t’pHitaais u c t ioe gen .W. is als pmeth cst leahgneedng.W rh ew a ne aaid e r nMaygjo t t Sevep naygeh hmbin w c W cP Wa l lethm is a ncpoamheDnS ra pletha etahnH etorsru w os s t r th in R She venlonaa pg arcoetahsfhl apls en“er in r a“mwaehcicom tilh strino R She e vbenelo as g arco sfhlo hsD ma“Mwehcicoo elds p e en“e ein h hem lt d s s o o H it s s o o o W e g a e l is is m o o r r g g e cCoan nndi, onficfintpa f e sC .oan rn. d heonfic lootpsap of c i, o. tdD in dain in n hise ene .froo. h’suagvtdD is ne dpd sypo lla,” dpd r sypo lla,” fin te c ,seaor. all Tovelo n m ild aeIrvtn ullabsim st er n e c g ,fo p o nis, a mfoarc efu To llb ltstiahien m atuanildd m sao , sall isveHn p anis, a mfoacreefu Ha pSaIrt naim allb’suedts iahn ksain re mpbua nHeaan a pS cahan n W osnlb sd,ansdded urroisu rH r ia iagd tiinos sn aoagnnosd,n sthded g rou rH we t Alb and uris is pbas.t e aIo Na rl. W ti d– w do–aedancin . ic lo g ta ia thhear nath ew t sA tiroannt td kae rarle kaeohrraekle o m a phea onath N c.W rstir ein g. g. li rl r s.NIocinawre s Hnaehwocoeem o Cmaan prP oyo ra y N in Rw.W s Letd t anR-soatidseatath let ge lein nte toRsoaidseata p me-s o ensh veocicodey ha-fe gere e to Po pt roty pyoeaara Rwnoy’b,gusCpilmdrsaw d ic ha me-s nae s ew a’s f flw od y,g ors t oarpnoacluueaillldL ee2th lt b to isrin rte ee o f o t, 2ao0 o’s 3 3 -a lue ree 2th eor luailll enis m-a integsee frCvoicdrooonfffe sebrv eitalt arnenl bfo en Ctuh go is ittes oefrCvic rcoof fes ysegrohueita e e dtoaicno H c Ul) bW sarid c im an palpnin t dCu m haalp Uc tu oe g ge e git m c inss qhu PM vab) aW.residhfreoom naintgdNaaata alllnm aio sdetin By p sh Mgm rfohtpestd cot mpm- bers otshae en napm- bers otshae en p pa a m he enin raatal dicoab aollap.pretu deinsBleet q v in de leet v ing trern’tere m dhgicore. aollpayneeu,npst cmeoalo s a euois a lv a lv ca rket snW ms ms t’s ais is t iomn10esntre m.e(B irtaiomBnh10 oeeblp ne,nrtkrveceolo lsc io ls w e gofmot’nodnaoiseafid e gofmo nodnU m to o ell’sW o ell’sW emr. (B litt litt hgae hhe m vw . aW rvc Cahgae hhe m vw io ld c e g re.W is. aW c g m m o g a a tu n e e a l t t C e u u r, .W H H r u s p p u u c h is a a it it e n .W ms msD aon ohtic ly in s. It“ inpgle ac-e hset r thwetilh cooarR r R R .W fu r hefoeD eim nsh r aon ohtic in . It“ opgleNaac-e sh heedeavhdbeedelohW nshfo aim s t is th r ina b.ySRhe eavdedloooaa ooan m aflsw ngophed ie pneo f N srtrinula oa i, o fagis enly hda m4 eoaflsw ugphelyd ities inpnein b.ySrk e it pa pllle,” s s in p pllle,” f n . d c c s s v n n i, it p e e n n s s r o o d d in o o o s C C u k a a is is e a n n it I I fi fi v v n n h n . ollh’s hdie e r ,N e r efu ll Toovroelo ctim bneg nfo ll is o o t aild g,,ees roelo ti eg ne r pefu e is ilda aelirvtnaruatbic im st ais er To dtsn tenrlb,NeaSr h w n m t sn te Ha part naim all’sedns gn foapaoh p ia au n s, andth hdeov ’s ac hreiabn eed o foal re buaHenaan p repahnSnheW o ic sa gia adltiarre de n’suaristhreia eed o fual re ns nisstth we t Alb and uris is b sa t kainoIScrstie|.aogS e a Na . W nwaa re n ta Arctie.ontdais ati gs reto a N li . epraeinnc a oG r tta am orati th w-er ewnse. wcisom th w-erfuaewHnsae. wcisoem de g dre -aottta nat m to r asnein Heaa oGror oera in R.W , Ca pP ra let :h-acinl aflRc.W wsC drw Po p Nam te ge 26 tew g :h ealednin ildehaatRao aes nat poom 26 n antR gaes a poom N N rre p lu pyofo ild hil m the issy’, te of ny Cor orm lue e e uuril errcehth ge w sftC ariloy f o je cb k pieanaglt w sftC arilooynf o je cb k ienaltor t e te tha einte an Codllo,cN2o0rvefo icdaicooH buu er c eerois pa r is Uc5 turg lcb ll.htu pa ent ata c U pa atr eaeata e r a h Pe d afo ashgit roo Dd a al ll.h dfr dee shit0bmeroo otD he p rin t a h eMdea im of hsetmsetnb SW pa t anr m 0bme imoothn tedp ineler t t m Mn m str edic acallapno,nsheyetoamr m2m tr n’tedhic . aall ynou,npshm 5 20 cap imo ted eler t m n yeoam a2m ne5 T re aw am rveolv nlidtt o of Noa n fir omB goes e m rke 10 m . W iow auriskr c oC’sha ahneamr rveonlvu’snlidtt f ooof e Noa0 121 130 tu. W wio uisr c o oC’sh Ntahne uin r It r,210ourld u’s -gf o e i ma 2itsahl.e frea o Nt uin It -g5 2 re .W it mth fu.W erit ethto

te ted r ree selec s fo nd bid Isla t en c be vide orth roje pro jorkNs P ls n mlai itea ng Hsohsapv i ild team d to u te B for lec d re e Th n se bids slan I e ct be vide orth roje pro jor N P ls ma pita s Ho

MEDIA MEDIA KIT 2013 KIT 2013KIT 2013 MEDIA MEDIA MEDIA KIT 2013 KIT 2013KIT 2013 MEDIA ge

5 5 20 pa 121 130 y 20 or teg Ca

5 ge 5 20 pa 121 130 y 20 or teg Ca

im eo cly es. rin 1 h a R dd n fo im p c a layr R dahdd oonn fo nim e tah- sh pe aim lseo ’hcly v es. anrin ndth v an1e2 oNta-3o0sp lafa na th y a ’h i ie ly o e phs ana 4y th a ug svsiti ie q uin totfoN H y a lsa is 9 b I n sits o ana bis ug svsit qguin totf 0lo1H ke 9u b rk ple e p.leC e I n hesit bis a is e d th oliryartice w1o n r N he H r N gee Hroparceti 0 -bseg coenne erpaeitlohedfthJo X ate d oroparceti 0e -bse dcoenne el2repaX p h 1 gat d ate | pSah thom e dja 11 an reate e. S is thi m nd a. sepdaatee nslm a. sh ie a n ’s t0h dja n y ed refu d efu t0h aam i n’s ,0 hs Uis t galley S erin GreHarISce. d is re h in amel G lle c d G Up ren ,0 t G eirn edyuercw 0at nsc tinisg s: a n:V Va uercwwst C 18 mer r an hild a3t0a ansicna noaw ll a ptN ws sw 18 NName ur an child ha3t liansicn pnroaw pN aen26 c i nug li gio in yya ioje Ne hgage 26ic a l u er c r th ecw r r t ecw egnsio t p aanilyy oNeje c kic t a aanN o 9 fo i il ahg an e ic 9 in M s e d fo p p o k 1 1 o a e o o h de sh Rme pD p r t oaw e d o im h de sh Rmye pD w e t o a ne d 5 Se Co C m aim a he r 0 g omo t r 0og o st t RpCrRehr etm all all r oFmir im m n 5 hig e5a 2a e5a r it 20 pa cim n d e r ioth 2a acsim 205 won20 205 won20 t n n ilTle mge na le a end dC oito ot ts N is y ’sp na e is y r’sp Na v a 121 130 o Na Na0as5l. ow anu r rine guenats-2m svil f5 t 121 22130 121 22130 th imo Na c u r r e u nyes-m th imteo aNin froas2t i rk dp 1f5t he0sp2 e iltlhaellsph e adryil ark Coas2 ey ey ’iocttujovsta pait a they ’ a thm y o r 0 0 2 y d 20 n p v r n n C 1 o o e a 3 i i 2 2 2 r ll sosn qlauap thtw l Hn.doCpreee ll o 32 by ora is s s qlua nt t 0l 1Ho e laest est x Va9ll er n rnaitah ethm o se ic g H e s e 2a th W ryox Va9 River rs 3 t4ebygoH aEis es teg df J p o R1 iv epXp teW t e ” ere porr 0ll-eg wche io 1 3t4e m p r 0 0 - jac nderet,Xa”seddate goom 3 s ers ke Ca ap tant d en fi Uep te Clley pbell1 nda pdtaa n Coemy bell1 Shak i Ca Csainesu ailmp0,0C0oict eandt,jaluaGltedeasynttsrcfiiamnht,l cathshgeieg in ha th 0,0n ic a al bGiesutrcohw s CIta n Va 8S gs coun gi s ewcsoUun an Vall Camp m p f f t s a &18 & u m u 3 3 n 1 a l It in b n o n n n n io in . us n nn aptnir p . hae C rs Nac hto d b n aig ucgnlita gio ersWS rs in e to ac coahr e yte cli egiothaenyhairNe ors icth vi vi ve ha RrM oyvNe al19 an a n nagnsd s cin a th t nomd o Rryeenase tpasapt,noN s p , c ern owd c e sa toria app and sa toria Coawpicp imaond Mo orial19 o M a R n d ri a i e C c Il 5 ag rto o io d v ce 05 wom ic v Can .”im womirgic d Rov heanhigitn.” an aa a jo s s og it 205: tosn w 5sa:un 6e28rsia 4 4ta m ls] c ag go n th aitna he illeo D editNat u s21e0s doef gat C 20 Vic elop ings Vic elop Nainnags ville ed praiteplsinp]uuhcssinFaanin ionito s v t uno2 30 s 12 t st dto taesr sm 12ct1us22183-2068 CaspseMehinard aof ecyissiomplei oNnn byarkat“NseavxIM av resss oast ev rd ge ciss2m5le l anllboyNrea sav gres a inegttsojo de 05 2 ie arnyar bo ruis dadpeo isio paNs t CoasFirlleayd eCeronto 7taacn -7o02f5V1u8icn-22 advieetoloCtzpas’um iad ild s pagrk in na ssustasldaepdpryileopwisilio pas nyMr C ey Conta 2 -7 ild 3 am uosye y’s too l 0 ec w es ple Vale genter 6m2 e SSguoyarseaEavyll’siobore or o a ndwm bu k pro bu k pro West x Vall iv er-866 [J 2 a iv n1d-8u 6rsould[J3lendatm g inehildrsit ornsgim egde 20heicdhecn ”aard ct e cp cp 1 ers tSh rsitvaicnim ad e d o”ard We peoomo. x“Ite pfeellvRra 3t4ide 38t4id vi e usse paro oellha t, w bt,oag.”ere ll R nt nt omo trap trap k bt th ateio atk c me s2aain o o Cs2aa8nive un e h id th stefibt,nth ne ivasalacpkunitC t fi nl th g.”e av CaidSe g s a nta s a nta C mpbe & Sha te t seanidsudlteth av repbem &) tShh elop urC us u nwutr m nanb snbtia liof to. Ith he s wCam liof to. Ith urf u was a mittels sa aenbdeth aap nm tanls ng accou to ng accou to m b b Ca S U v o o rs rs i i e f n o ig a ir ir a ic e e e te l d W e e e e ,” s m n m rs u e ly e.” ovNo m m lrs u,”e o v v eV v co Cass itastethd,hcuhaerrfnuo ydoth any o n lag dcso oCuagssr itacstetahdp,hocuhaerrfnuo ydoth eriwdal n it (M sa toria app and sa toria app and Mo orial sity tial te hav aMIl tyU in e in e in s dnatviaicnetan ancdcin la m m u ut a n n o d d n n w w ic ic v v to jo .” s s r r io t c c a a r m n it it a a n n e D g g ] ] o o s s u t aolsm p sgand fog itiohn unait.”y esa:unsa 8rsia 4ta oIe om ga ofog itiohn ounait ytoheIMre 5 Vic elop ing Vic elop ing ed n ive sidues: eges5a68t4, t hed aive ns es I o is yleoo itbyy inin w scels inin w 6e t, aasmscaepiniteuh ge s is yleo itbyy NeacIo v t unoe eic xa-S of stUNn r shreeuscid e ctit tpea8-2e n U rta av reNsIos S pa ev as citeh ’s rd aedirecfa rd edirecfa cr g“sItaa’s n-2detond to mM sp iln Nhs sav gres de ahnt,it tf5sVu8id loCp’u o th riaC naMr b“oIta th reia iad ild s i apkeeosp sibioiln ndaNhysais“N b er Ft hire akde’sewponutotagm h e ’s p io ana s apkeeo nis on m 5s id eie sib oe leitam ild dgy t us m tsy,asenaavyin Cnoot m 6m6r-7 ncis egoao w em pele ’s bpre eevieSeSetz ia eth or n t ria Ccom 6p6r-7e craitm eSeutsy,ae y’s tpouor n ’sleli uotsuso2m c erd rd gw 0 0 o o u bu k pro bu kgoporo r a t e e e p c 2 ld u p p rd o c in it it d c c -8 -8 o g h icto h 1 w of [J em s d oyba a m eh t “ic hilers e arongimalsad re c c itItto. ec“vhI n1edw couof [Jntam i idtyh rs i nim ls es d boba s a m ad etre ey uiv he seels bB a.” e to tra trBay V a rc a n e list d to s28id s ve p hidaV. aid bt np e h theth sseels ll ries v ls2la8nivreietasivuvena tee ah th oa fr oaranhatlistpm iv a.” av u k s d t n a a a e e g g id id c a a e a a s te th th a 1 1 w a ie m a a s s g hu t g lo hurm u ttr v vr u setrs it sa Cd 9li8n . h hwe hearsmin d e d e)3in se arsa it sa Cd 19bli8ny.to h o Ut evaete ot Ja g f in tin ate ky kyo f TinViswaoinmmssels tee anin elsisw ommssels tee anin n,” TV in m1 b ltlyto kn,”o nlyg,”aw etao.” f | po m ltl ofsslin ua nicew ido y oille to au n do c Ca hufaecruf u oyuoku otu UaV u anv t(M oo ille ddid eny am ml g gc Ca mit d hufaecrufuyoyuouyuote mit nd d h derNa tdmecin d in c alan eseidrsitd naCdtia at n w n a d asnp rsitkdesvnadtia aottin w in e cyu sp oksv ootin ey “y so et,r llyeycom ing a won ith“ oouu’rea ydouo ehSreId d o hSaI d he c : ivepoaoid ae f ht eh pn:riv 5 n e s et,r y com ing a won ith oouu’rpaooy o nid all RaSI o n es n tpeaseghe a5n t d ar cit ’s ir fa yy s ity Sp tspasghe icUg wic Vaar cit It’s eir fa syy ility WisNpitcIo eeas t,it teeleean it tt V Io at deinUg mpSic r e itrts leeadn n r nV phr gcm U deinke’sm eh “ th ake sib e nNdehy btehra lu “It the akes sibilSe pnNoehW iornia r ta esdidh eioriadte, r y N th clu csm t h de’s m sta icha d ieou wc t h liaia n arseesdidvris t t ea ea it ile ite iledte, od ien arse icvris inn acraia cr Ieth w e nita’s rcom pu o miospnon begSgoomem Nhein pu o miospnon beSg m -bp aonfdc bmue go he • to xpherco ew-bpCaoonwfdc ip bemuyen to y Co e p ls ls e e t t w h • “ y y e tn ic ic a a ip ls ls t a5iceare gse es s , s .xc lue gic B ge B s l l e sive 0a5iceare s V aerc vaanlue li st sdahto st sdhto me tive gic haVsaeid aer vaan teli a a t al rie 2 nth aass a u ra15 020 a lcumserraie15 se •a u nthpChaes 9W81outp y h g tiohnv cie d ate d etr3inag tiohna m a Vgist12 ic 130mu pC 1981 a.t ow w he s in •a y v V se t 1 Gr ya. k,teono gist12 ic013m m St realate tesJas asin f in Sttrinrealate ky ss in els T agn ltyedk, n ndng,” to f | pu• ltofedkeliton yin acyuth itrhyint’ssacyunth sok le T in n am idso ine ille 20com s in ntr2 co to au•n•a is in ntrin is aid sein s n faioieyw or fa wou yaoue ofw n eNat da a• ou k aow u daCra nd sBid d mt-ctiengl of d t-ce l of pko e ksvil oting pdkoBues knsdvara dw gohato w n a d clasinn t uld2’r0lie12yto lsin n 17 n o of Idd son n o vre ey nateg te to rev“iey 2g’r0e e12 y • avoou o e 17 d o ad ante e c p:re• Fa u Sa nd den leevre y orC aMteeurractenizearewvo“in Fa nd dsehole un teReh ho lle e all hneg g: s Shp• h ag au in Ju d in e ra h ng s Shpavo prinntkoJuad y o o a o s C a p p t t • g d d i i r r u o tu tu ydopnlosdoiw Va ers cc at w im y nd on dW pit ayt Vdic it altd din m ic to ic S igleha nallapbersreacc rgaat whoimog S tsigleha n n torts eynv nV ild team dsta U in em c• aio le etarH e Hed lsiocoleer nte s os th wna ienro d ilhls tuhi clu teadem te thallwncdlu epr be a s th ana grou letiee Ne cds• aavtiShdeopaNisoe Iinmu phrle hga e e te05 r a is is re d d d b n n a e s s il r Bu e 5 B g t rs p p ic ic • • c c e p d o a a iv v v a e il il a owsdk deou ld ate f N ak n m S o te ef N ilruakton oem ie yg meSseth ina haeac erie -ba sdkalsbeou k C t w d le 2 fo p re 1 oid T a n 3 Tin hreac speeler e-bs fo n aipp an nousldNsrIS ge5 3Nal it At ioatt g p e w o Benu C n laanippb wnou ndid ity o baret ioa co . te.aint-g cte ldb sg Th12 n s1e30 bids Co lan thcin bth are s lewlo e oraloandessCoityercto e’lbt a 4 •eeenx vaelubidgichaIs• 4 • rse,”x valu gics-a • w 5 t w0e2’ll0medicpg a h b w e ndhe eie sh “ucIttmee ca e C ts ntoicwith20114 14 . vesaeto m h Isy ct g c e mcrts mnaica to t-pe,sofid be20vide w teestionss ac“uItm isTithgreh0W a t of lon on7e e•sa c 7b •avid ateorttion aje S Ce sin l ain c cryesh nth ortor je bo a s IMfegath th1a3 isrroeauotic pemyuear ber1 2Xis0 n nk Gpemaynuoekrak.r abyaetgarhac2eeineis a tiyti ho0p icSatr u icthceoxm X date te ro Strr N la Pssro ofgth icthexm e h s e o la b a le t n pro jor tNeg Pro p o 0 s e e G ll c T d m u tsto s thti 1 •ajo re lse isin ntr co is a m dope2uypth id feadli,seP is ateil mh betsly tr eh tb adti d,s ts praorshe 1me • d p be rend eromisin ls yro oeiv etw e cen soef ceoNsth endacvw ipicuwwitdyachisneospnt’io Nlilo stabio in ews u a l g t r 14osfw•asnaduskinfd ekr,” maCa pita 14m •a Bpuitsain dra t-ce of thSreipteiynhtowmssabiniecawiaeli rae hthin ran W te Bac n .raTn cSrifedb “rM e cto s eo vprie neeg17t g tha othe oboerra16bhera• oiarliyew hte ecrcld tdspvipie oem crm N tori gneg17 are 16 Ho•s Fun den velnna c- ton 5“Mte totigw s deber-v-eolnnaic-sprtaeoto u aanjo Ho resto egn adin or um eNc eic enoiz fl m n0 Aveu a lt b•Fou orun euugrraicm lw tdsilin ertu o5 pnooofmogoe-obw pnaht Vic vepnati h V l ovfepngatiC 17 • Stu h let D1o5cvoinrso.20cunraice D 5cv in “M w bm m h gle ta obneorsoo.2 w wta dh cy a anin ydmhee fe1e7d m dow in ngaaane g t fr c v e m y o o a a t t a n n S 1 e d s c o e p u u to c c , , y t a a e e a e a s ell s0 e p isnic ore nisdHale gde rouIn gdaenwtroheunpea,Iinm oavrd ct In anic hore all tr acseila 1S8I • H ig– bls12thelesp1s3s0enad a ll1e8I • k inmHgsig odrth beb 1e2th em th aallarnd ing cam aa h t in cpolesdp1es3nH e ple ba p baeonhdtp adtk–eilals Hain rsygrorieiv 05 pag haist in tNIonSblo2e0or’sd• m g id HSaphasrm ko oepw .s y .dsu ephahrearm Sa st S an V3 . t ew nhbVoo3p eia le t ogSnhth to te te p 0 0 C n te 5 o y g rldskilakeoy2 rl NIo 20 • 0 r r n s rs rs 2 ld ld id g a th is s d a a ls u 1 n o e a o e td td 5 o o th e e ie a T il y u u e e e 2 s d e e l k y y h h oAsaeW r’B . aoptip m p r ug idL ntor sa e a Wro 1 21 at g0m s icesee5 icit g s NesbW r d ow r augsnNsrIS kd m idLeow tento rth w W wic terheinavcbin roegm aarkfe 12 130 bu’s2th amm O s a nwnorw a ic gdestt in a ’s2w ing a s t wnoa nadll eg biceocwff w ico im u 0ssnerv adllsgs id nin 4 haoo ho a-en in rc 23 23 se15 eraonm olo 2-n0a• cWsffubt a local) oaW eom pit4Scehg7ugohgtooeWctoohhth geslp2s3ain o2 rv Cc0 drutn“balItlmeag Co les sw ge & Sg7 g W man help22 in•d u“lItmaebc) aW reastideompa-g-e 12 y L BngMc,” ee.rvWaNto teesmcrhg fo 20 shie th -tceo s om insaiora nmfrvinehto slesu qnu&dy T aS Coevobis inperea pa in ,”se s1a3fo a rs By in c p tK Nns ap a sit k.pa-isia om p ois ra o or ekrw sr e llicbnecrsges ineio uin ur swa ddis eesIM d-a X-a0daetellbnSeage ogsvetetarsoyvsBS?in fe(Bth ntoatneolo ahrengm ysgae,am id cneoeG en s:baeulsoekhC eX ate S ove Su 0 t’s is is io n ne of(Bth o Cent elo ids eaem T o ea le peo as eX rlt’s d1og0rot’idraabhisuahseclp dgraeahSshaneio t ly cweiv ots teg rthgdeerogrfeoW tw tb g.hom eviu t d upXldeX M ho’s 1 14 Ha r u c t e ge R.W.e is alslopm Deviaaesnstaitsgnecd .sN h 2up w “WpMaleshom etw snloepremseN isgheto ,”P d re“yW lXl Rb.W ice dthei eruentsilaem tf T oW aa g auocipwe ahnashsefaesy1lrag4eoawH6filsmetlrsrbtrsueisaonnth hueehcein W w W th in Sh ve sh er Ca as in ewvXsiXlrioa a rwyhichewesbd erhcis W h eD ro bic sW drif s eontp ic m vXiX seeX al s t oa s pgetoepre WevreeX ckr sin hlC eebd t cit a sehp ’vrrwye loevpmu th f i,N nit X tofindd ng pm fitri do decmy5 Ns co v. eo.eSste.trtheoto i,X pw roa ou dfo La itori 16 a7is is ner o. ’s de n Caicatttnhoc il r h1aebna7isdis ooribincm n a r spsLhall,”uitgm voern b.tra naeelk XsX dd raim eoellvugoef vm m a nnti ell5 sh iXnlore i,ccshatEisnth“e0 re giebll’sugin ain eloe VTichoto e oA w 4 ll 4dltm st lbeaXrnrXm in ,v ee“vm funen fonat d d ildm hpanondoo-bre oC e eevH VTicoasvneenti m t m Xsia-in H1usp:art 6n8aim euspb:asrt ne wbs6nh8ania eth1uD a in ea“m hrnsc e ,naik 2s,Ae0alb 2s,v ain aXrX leasne naslit ut bgs hdfoare Xdv vtuem ic an th 15tiitwovhnein,so0 a bllureTdyh rti fe dg ia Poo th nik w risnicnahsli ore ute lley risne o it teowmrua,iatncm ae1fg5 we Ac t a 18 N-2a . Wa na1d2iaw ndw In nddeorlle edg eto aeacm.eW se8nm is n n X rdsha e a re r l l h ic e a ts 0 e d X s s ir o -2 re n n c c o u 2 t In a a e w n g m d rk 1 a n b b d il o o u b N o n b in w rs h g g e H 1 n e cXhX utmdeorl psim X a li te te s ti ti 8 8 e e a a r. r. le o o d rt rt 3 dstin la la Sh uolp V t otaBtot atheay - Sh taBn t th otr Xaaem tcne-aogwa or. h t n Vocaom tit-in neoliara H- r h aayorra hX to e13 5 0 .W Ca tsorra 0 5nes0trpR’s.W a in in nta nctau asste stlincm ta leuttm uolp utmthe toySrapsaim r to inaeaym agdb m lo Po Pilodtinopa le olira yarT Rthr.ees agSb omsu Rroiem aliaohp 0de1luais w elegrayfo ,aC d5th X0yw re sie yfo is din oerl enrdEsfopets iln rc ute aah ltChokrbeic uc a’B nfnCeoord gyr pisronm uini g Wesptisroicnmhan uini Caokers66m-7 2of 2Ra1ny, hCyaoenrpacaov2 gpurtg ueogpfN W ersna66cm ein otm v2 rpa bluis rp lo e etogf icheadnbbe eitaia lm uy h-7isab’2orfote lusin lueS o c0h.Ch s SUut dte U m 2 X 1 r 2 n C o rd a a o la n g m t c c o o im r , ip lp d in te te W u u in b te e f e 2 r in 0 co is is ro ro o a a o W c o o il il e re re s s r o o b a a s r r a d p Uc egkin U mC yarow q q Sh m1-8ho O llet ta gue in it gker oin cb e ocWuin m uvlltta hue 1-8cfehhHo sta ht lta ht m b e ocwuin rnt-inh SM p 2eetnrc w in 0|nrc a mpsaSth gcsaenm eC aol tumloitokber ointh to vt erelita to ow vt ere o a te o atd te .fon m hoapm gulpaitfr ptu sdtr ted t sli gylo r .eicK Ced sleta tfrob aW lo sdtr 2 id 232e’t se i BmoM ra dsicg a–ll.fo, tlo bts m SUhuutstaaara dm 8 8 eoW rsonre Llo h eoth tloseshohcgkoo’rta in rmte rmteg W us enlf&d c nhegm m m meum doseic fo tsmo lvfo –llin k,w tm ca rk e eluad C in etc,” alu 2m ilapnis heanto e W ete WNlv aoro aele rs o&alu it ce,e,” ovr nsidapid reom elua min am ye yattglevotefsars y sttg fiw Bly ”ism fuoTin e m sa st rm s, tadit . ” io ho roeere r 2 10 Canreaucrecyoom’rCaehrk tom cdho m wrasic tynlieqCwhnrata aC ture :. vW annre m Sy olivnetcdh’s Suin as10 - voenIttl’sbSlieMaggosit -ovoenIttl’sblie ag adho is id idtheemin uldiv e din kio nta e ,R.W esdertr Brs dto thteem er,n rm hyau d’ssoS? ssghro erR ma ad slis o otsoaia lu hot nelueadste fo t r icddeitrs n foth abre dteit weXth alint weXth euvtim N a ho ou coin r dhr ofufabW c dnin c dnin p oNsahap gh.W thaCroao .yth uorlt imr ecasolstsocghhaly ow dbhcyu sro sro dh cghShaly ruecttatscls a b oat,nala en hom lyto lsXl -tow lX -tM alao eagbto ies. in ies. in beuala n in fW n in bcyenIn m m anst,ainnud ha afa ererdIn W w svere itrhyl elikaem 4e soth tsth Na ue W tsis icrtrke ro ar in e sinseX is y u atib islin’v vXgeiX ritallsim vXgeiX ritallsim seeX al e pa gs nee oBre gs nee oB wle erosoricfn th w rey u catibsvittbbeitra aW opip tw NhtEgehheoew beitra rtic mendasin te rretghhe veorroereahm c re th tm he as htrewoalksgth La itori o l pesLha it o veoroe’sreahm lalgtearsc pa ch im d d XsX sedm XsX sedm nsdg re -tt.heeeyth m m Xsro a seots S .e eth bn iare dreid dreid f eatb seots ath rea irin 4d ge aIS pdogayo,hnheec’sh peauD tois in :henwgrain m othhf ere uth vXe|in r in is m“bn ae.llsn,Sdik dikd is amre e erfdu ws.cSanem e rfu “m’ssastwothh tam hm e tos: ng 84 e h ea.n ereir aXrX leasne naslit ut aXrX leasne naslit dSuted s e 6ak8nto Gthit g esoSsuw a nth Po eh frit drnpitr.rts aalndcthhbilaedrecaoetnsastwrsunWtamoywoendNe XHbasXybGrotw ngct26uyou8-2c6k toe. arTg : ra erLd tuis wmexrc caoetn teaBrsunWpeoywony N hnatal cetsin esedaxrc cXhX utmdeorl psim cXhX utmdeorl psim pr.r alne occhhbiledro te sc thX eNrX.airm 26y s58t-2 la la NouLolpte msh n ta o ra B lp a a a c s s r ie to o e e 5 o e it p s n c e N m te e t t n a ro n ts ts y li g g s u u l l u t t N a a g g b b e e n a Es li Tis r. stb ailaeeyr o jeJa k i dwsdCic r. stb ailaerieto m lo m lo s o pay a 6-7g e c n,” haesr eein o pa pr th refo pr th na li her esein neaorlle trefo yre yre y nm nm ,”ae dXo nh eaw eaw o byuao66cinh-7ga oSee ur sh euXtch vR p rin t a n e in v p rin SU0ut5 dte SU0ut5 dte di-Cearcvafopsaaim it-86 in th tircohyaei-CavafoaalllTish cth ni d Cnm lllnh cth la ochuuyarT g 0kminogCo aoDrd g 0kminogCo aoDrd o gg ilpisro ta o gg IC Rilpeisro ta dsuolpte uini G G tm r sh co rhe eabth c nait1im uuin nud ekeain nunm ti|erc -8m m q q rsrot-u a a a m a a ir ir m in h h s s e t t IC e m d d m e u u 1 o o o o o r l e e e e e e th 2 2 li li n o o y a a 2 2 to to im im k o o ra ra t 15 15 t u u m m h h e t t e e s e e n n tr tr R R g w b bom fo sistoy oe’s.lo nl forosistoy oeu’s.in a cl. a ein e h dshta a inr ech n dse gg moT to osS8 S 4 re i anlts t o emlfm lo Uauub5al editrte d d mb h t ere t tere oamlu rmte rmte co s g –w slo e24 12 130 sd p eluate 12 130 sd pByelueate o& a b le244r & – pis klo im r- u y a 28 aaban2m athlorim ath qee N eaBcytsu or r-c u nig eccm aa yev tcdhoalu yigehv cotcm sfroo 15 ye -foit agge os e Nf is h k is ms to ollr 2’saidagge eit -” llr uco ad’ree N ita m lio,p 2sida0id toaailnre e2’s oic-d” m iv yalid’rta e tl e olym artr arre yho wth yho wtth ppa min min nncta 20 20 c u He s apbvpaearli, etcroic trs areth ga cthadnooskp elaenmd w aalin d d0 ncta’ cs c ivceetnumtla rin nTaey thion H ’te trs rm 12 oancyuein as s ivcenu a rin lu abvesd etcrelu a n see w o ate tB enTvteeySth orad srosis orad srosis alin w r. r.13 ice ic ySc is a s sre at w h cio oais yth .t dnatt tootalbrH t Xse n:hnee C aoto s q nth li0 . LreC9asctehrnadw e e s res q ncitd th ath yhoetrsbew -to -toestb aet X s: netevalie .aLreC9ascten eismtrb at, ulabr Hoaard ge ge m at,in brlintHocdhaard ehn B teg teg sc aatev 2 llsim llsim ce e eeBrsa tse a thdderd p rha0s0 -bra ththr-guolaw D n th r-g Deism nsis a b prrha0s0 -bdsra m ee dord C daa t N d tN Ca Ca rita rita W butith erso C he.Jey esll 11dm he.Jey esll g11odm r f readjatsGidW en uainw sX a bere e. bi m rey jal Gcidhenier sem sem -te. i m ssX s8th X X all asgwa k anX m bere aVtoall ansgwaatkean 1.8thgeasro powy,shLUep’s b3e0,0 b3e0,0 , onw wsLUep tenaVto llsim adaeosats n in on ic ensal pfeu,rcbhw onlfic ir ir r r t o a a a X a u . d d 1 n e m m m m fe s s e e it n a a s s to to m m c n n S S is is l l n e e p w g g n n e e e e C s s X r a ha cecalir r W a o .,u cak rc. mth sem ti nyin li “TLd oNr r c irtith m it gha yo.,u tbcak XecrX a s ha e li rgW s io nyli “orT Ld N p e c ro ne tetee y stb uoNa teicgnh std ee u r 19 heoxm Ngaio pRaM o N ate raicn Lstd dXc pdir dmase. uSerpdm 19 heoxplase c roc cate X ie ai las N Ja o ebsarX o eba cmas o,” lX Ree mpa aeyl ie R Rm asg idn sdtrCsaotwrateysaLim C veaml yN id s sdtrCsotwteysaaim g Xom ir XrXl lensSe rladliCt ut e p5 reag e0op5r y rFea e c non,”s f wrl2a0dliCt Th th e non f w 20 Th th ig om Re sa eu co a vR insaiteh dco a h s n iait n einW ssn iait na einWgfilCleth sin u2t 0 Gp Cleth nt oadtignoale osio o1215 2elp X Xo unt adgoa 'W w XfXileo w CIC ir n IC d0r2rit euGsp e eeaCt C m osvbe oisraoti yuosi- 1215 2ete m osv ou oucnNa th toir s im im no oucnNa th Xlr ulp u d0 the e. a 4sr & eR straaanbyu 2n13 2 13 s tahin ett. join l 2h5 a X t s ssm ir ocfo aeto t s ssm ir ocfo aeto r b uabostkaoauis r uabosast aanby er & 0 r 4s re'W rk rk l eeR cha ysm ge e24 ge e24 d rycsetag pori-lc waw Utk dbpopaelo O UC m eylo By Xildlyoad gd is n ui agd igh coAm hkais 20 32aqsuTiradornmyc eBys co- lamdigha coAmcnhkais e’salle ali rco-2 t 32amTErllaio il-is ostcllO ostcllC , m mpbs r fo mpbs r fo , eoV’sbadallbpovepaaa li eem rrc'o t li n-oionn geasachichl n anO i uob llemr' il veliq t m at a bacn Csheaemeuw t at ba Csheaemeuw a tem Wce sr.e Hx u Wce sr.e Hx Vs av ee ic iv llh treic e w rs ve 4egSte Rtte o U t4eeogSrsrsllrd re ers s ea3V n ppabliaeomn.oLtdeC eoais n abliaeomo.oLweC eallsRtivh isatr pp ntd oislutite th est at s“:o th efist,t” e at s“:o sti olu lllu k in Ca3dtolu oard v nCta v aCd.J epllb d DSh k sinetsh bD th rd shaip th rd h ip Ca l estboCooa ent, ultati pal aegst DShisam min lit d b t th t d D d .J s a unta pll a a t t W W s e li d rru t N N e g g m m u e C C u u o o X X is is f ti s bea e m It Lse mat CsawS aarsn & bu0 anbne I ngven b w n se coat Csaw kaearsns&sX n acco to ns np b irn ss im a e b air, bo rso.w dl 0em assX ae.sl esmim eX e ttist ., aNeW n n a gdasir g prcoo pgsosteathe unhta vi a fe, woavirm Lagaisct .,pato s a rs th clihfe ow thrm ss nodvcXlecX nokve caen.,0 li w w a a n s i s s it it g ir a a in dXcXl rit c n o s T T p y sa toria app anX s rn it ri M M o o in s r r a X a a n d a , , m m m m r a n c p n d ri ri o o a 5 s a tbaX ir e “ N toate Lstd rir eo $o dr phcreo n inajo e cvhi ] we’sagcic ovto w ic ve“ anN .”atee s LDtd a Il lstb m s las sXld sXld meditonousSerepdw h olis:Ct la 4 e Suwn rs:sta sm 4 oua Seepd ic telosp kWeelsgXr atieodfitosu a ar- of pgp i ls] ag go anid it ls briin Vic elop inogXr str teIMo ekWee om 8 hs s sreie said ssVstr ia inComssoegnoale lens rladliCt ut a is t Nizreosnuganon h ard iaaxv rladu 8-2u68t asse ehinard of ecis8iospnleeosns boycath s icto nfo deu bau6 win ceve thesaw e o oct 8 Xv X greunstsadgoa 'W XvfXo ad o fsnim saw a ps dec egXor de e a ya fnutancteagde5to8-2n’u, m Mraet polo C naMr bo s d geeioa ionss aNs “Noef th oFfirCspsrdis Ca Pna ta 5ulp sim ge ia n ssod ofild r o gskre ulp a auisnt n y 'W in -7 tz ie id eV ild ll po paor e y’s ou 2pta0opr ecis A wair bperleancdleua kemnatnaton mCoC 6-7n amiie usa A airbu be pcrou wh’sebve ousso2aw ole Utk 5 boelodr ilis n ui Ut adboelodCro 8il6is O 66 tsSo msaSussa bu k proO X0vnX t it nim aic [JliquidtSh yrsm u1-ld8 t ain [Jan,idtju hn-ytrsitydanimilt ly ch ham arckfo e , mu d e d oardch apmeogrr “foItreeeO,v s.ndu an b 1-r' add nae dg vic h id.tuaosf uow 5trac 20duobde llemr' veliq lutem mra aagt co vmeenW aga sa s do tru Ude llem ve sa ivetea una tee hv id th the b5eg14 14 C 28onlu 2t8is Veiversun t rbiceuh ls akthopro .” C ve o u rO rm n lotep ka n r o o k)ath lutite “o b a ge g 121 130 agDdoislutite reFod in h2a he“saipab epe unsr.taos ua smsittetosotraaidcw d thob sa and 2b0 pa palin toe eS ip 2 dois is minourflit du was mmit els15 D me OU e w c m h-seels ee an m ntuoctfh gvfo p ry sis m alit d hagw ea.”a c ic sdoerv re o coo ,” ly m fu lg o oa l sh s a s2 tee 3h0 20 s V u o o t u u 1 m s s n in te e fo o a a s s y y in s c c e in l o , ra y o e w tu ols 3 spCra msbit andd h dhe te3 tnhtavh a(M n e itim a t U fe 00it ongktiIa a tn rd Ca mit 0n1d dep in sim lan in ycuypoiu rss nti t ir rgea oung en to,0ersrloin ew u3 it er lhm m e2 h a weoss cchooamm X ate 34 ow teg gXa oante ith ouray 5 i 4re iret So iv erit ereit ide e sa yo fa I V heafnt$n5ivaSre e 5 co din pside r te s dsnin ee’s’s nwa yfa’v in elSI de ge Ca a t, hpoleconie Un res te e nt,pag ncit ’s wpdir fateesgymoailnitychitisecra1te4hr5eokNfIo pa Io citcb“gItais n 14 5 k t,nprea t hiteted id in s Upd echeogU Ir- th eire kh e bbuepeewroia ats o k sib h e ’s p m it s id eria i “wSItsItUthe a y0N ythe akreizw m gnh’s –P r ain th t mto a t pSuhtath ae8 f aae 8oori ew epu C n f hann efo m bod2t 0 onuraeia od2 2 e n t ria om p re cr it eet, “oRm dllpaerngees ow m rit, ert, ayn naX NNIo kdehlipeInkthato hNIow p oon l’t 2’s n sto pB rsebweg om pb ’tgsto wepnaXg Brie go gobu 2li6 oo hotosf cne,tmhsae idtedw 26 h icto h c e w of yN m lsreore deyy lordoewenp re h c oC “ ic aals ew rBeyy eunedlsreaas sa llBoeyeys, hnga’trtaitn3ide0.8O -eu le eKsienlod shinlando so e y, ratato 5 ly ebnen n gejuom e shninla seta dahto 308V e a rc a n list ad to gaolaoltive rieKseien asen.a rcl gaangn ly o1 Vead rw lizW is .e sa r V2m thyareaass al h tivall te ri Neewac im 14Vall g tis 5 ie aw riceSIls 20 e gem .” vtr seher NpthepewareCc aass imre85 dar tu e r3tuh 32 0s fi nd ti ng te h nvJa tByisstrenati bsehtterIo Byyis yw ,”rhsrs nendhlsa te– rnanadf te p ana s ahgae n lley .b llnseoto y v TV se ega3fi aeyn14 re aenco19 recpileCeocsero19 p te V m o ti gltie a a 121 130 ag g0 o r h s rs t t N k k s r a a r. u T 0 a o 6 6 a n n 1 1 a k t s e F g e e S o x s s o n n s N alewpic ovpa 2 i ak to pethhw c ine cnudy fr k2 unn in Pu houvppae 3 c cisoc t 3k eosaruened id u id e 15 tNhSin ie k oas te ale2 | pa p ry wpic oo ille oom in ille g in g in SCo olox ernSh g ee osB on inmeg. fosfo n to d91a d nOtosg r uin ornShadgmeNntwin igooin 20 lotxogepyere 3hC0rofaisyoacom“a Cah uoy htrfa , thpebdain aare3s1d9s1nidctliuannres-Cls c d nakdic sp oksv ootin ey sdpad oksv ootin 12eays .1C g e n m alb & 3eil d ow ad a31e ca n o e 3 t s g lb & o h a il r C d n a Id h o u d ’r fe d re s t y h o p . g e e o n | gr CK rt ers cN 3 s lta nloo tish adBeyrroyrd yncyNcopwR3eSaitshdeitnkethrsica tpeVrtheon cgte:to rCKp onrtutaerrs a n Spo dershry all 2Xs0s ete sh all X iaol mge esasaBm ehrs th g: te Sp e ue o ic 4 mehtir are r leeadvewnary a rpeyooovla nrt c uoccescure lt a Vlaya udhcina em rts n Vde ge ate pMoovrt M riaall 4 4 htaitk that din em icce d letaartiosna ear n Vudcece rpm ge nuMyNnrieW r as t e’v daaell fa Ien Ca dbaisiooote sc Wa ceh7ese e n pRis ple lu lu p4hSe Uenth h n soart fo s eSsIfoU dothteeMagpm s sta icha inrid s Upd id e poethyu n po dititoori 1&heS5e ee itoaoocriitelo ae r1&htee5wltip soc ctahedneetsrie2Rn0a-0tbg e ild os IS inc cad en ase vis wilicd i tIo in nho it nh w hw f Caaoto hgeSsItaotfth Dis nadnd v pp tIo oto e r sed vefo feeSdehdit buer – CHnRNin a nrsSNu2tu0thwkaesa • y pst“luiefddthais w Co ple New sedenXa riefeed oveenrsS 20 62 •a xperilue-b and ipCbou n ti NNe t owe r’tis Beri r’t anX alti brssew gdore pl oenve ,,abm sto en e ay loht in et-t bu le le w Bnd M hiptm oo gicHhdnaostw t2li62 : d b eg4xueva3r 2 s: ichn ic gre y 8e4 va gic nsh me dy louennlord etohnebenur-e h Se ed y,ewnurtaento w u eund rtehtaesM gaote rC eeys thna’tct au3ss0e8 -2aa6nu8•alril ma ut do sim is ma ut do Kienlodsim la Kei a Cew eW ulloin schinla ilois alle sechnin repe esotw zosetieorowdahcueghge omotiallm ct 3088-26 •a Stratelatio acu g gooic b w o e p s a g d is tr m m r w a in le I n n e il h r r 8 th p r te e re re y la h ly V V l ta ta in T n e e S ic t r r a a r e a hBy etrn oeit tehSt S scorG r pdess t r thPaenbd, kto tka pe oaecfsrpo.” aa , dorea’s e nacaroim Npop aim anin ey Con rs 6-7532 0 • aereariness isin By ntr cohme tre yid on rsc. 6nr-7ye53t 2m Ut dolo tem Ut dolo Npe te im nm b hm n facw d ist–in tyaenyuasnin o hnp 0n r •rufe• tt’re a syic NIom ilheceesa e f sesis bhrieefo ll t e 6 allrse Cpuurers 136 min alit •y us dra dsdexrat em lilu p6ao n. to1e3g6neUtsutoh ddyg hfreaonmtiptoT luNa lesich m o a B lorrte en tNhpSetoaolesa vpas alii k-8 noin . ecil el te t-c l o tB wluvPiew ehovppas arnsniheea171km -8m olu ssis do is ldrtis c tdaaosBte c rhuto o in eg 191tli en vig y d t do SCaeoswsis oloxo imernSghea171 re 3191th ••Fun den levleey mnpe•owaun ndic n asrate hCC uolotx itlbpwere oho haC in er opnnlieiz im td erreyoaaomm eC ra ohuw gm &pa &paSgeCileod silalin ssttva238 le arg lute dlebeosra cno oesda-•F tu tu h 28 rso cu s.aC rslaagcechurossw.atC l are ali e ut e rit s ali e ut CKoamritrt saelb t werCKg tndt|peoaorpw etM rs cNeil m eyNc h sy a ete rg ng ers •S iganlsg hreo cdeers atlt•dSoHcigoisllheaslsBsneyisrtryle pe accesth ptoeia nketursr f unrttis ersr n oa ces lt inm e h taoav e uMnc a5l0 5 g lpe BIm c ali 7•o tkilCeve opte uglpe s m rpeooDvla i epoov M all ak u la 205 ag berscw lw ismla shree tsnsim vth •Hl kil ople ld beucte onlad yt e huw Ieerp taaip te spuriuRto 20 paindug liqui s pe u sida e for othe M ath sortitraoo$nriri3da lo fo hhpeSeyhlt eygtht hn p ind liqu Mmportdititooriria &heSeht o3 orToit ldnesu ein , 3 osuots t5he W20g0auelslpis eunska psiNspeero IS ouw did o d th m 1215 130 1215 130 enIS h ap it dedit avr,enrsS& hAes ttt f oDinugl e d eenrsS eefo Ms4 0 se r veed e r veed 4 rc u“Itewss ocanem hba • t aifndtg •a It w can th t of r is e ritu15 HaR t ngdet o istew ie.hvrto in ydere “ e ttwysa: d07b2y g4uessp aligCtqoralo plory oles dolute plory oles dolute e Mgre ov oeveec, au m h 20 20 n m eSemer Ck. aislo e lo C h ebs eM 7 84 t a r in o t s : c o 12 e e si a a b H eS d m a s n g a a th th a 8 r e a60usinlileh3 TosIMve bdu- ofte X ate te t P oG anork aeyag C w theX uSdin u us13 tiseivaw h t a0 6 ic mteg ut d mteg ut d im im le of m rd yTow eehce tb lu md srnaio etenly d ngup aid w lereprodotse ucs tntacc2 ndcsetrt ilis ilnisdes upd ntact 58-21014 h 5in rs rs 8f-2b1uaap a one rtiin setwicuil n apnor,fr a t h r t o o 4 e i i o e e s is e i lo r N 1 r y h m d S k U Ca Ut dolo tem C a a g i r r r r o o -7 -7 c m ’s r if b im e Pw a o e vu odth oa pey enrs ewin a C 6 e 6ruktyae.nTy erdr-sed Wilpisetoc ugrtrm o min alit to 5 pa lubNee fotorri sCnpgu-8p6ma6bne m 16 ye . obatdUbtuta1ch lute N m tori lintg 6 od 5ewpnTophcreaC-bolu oAm bar - m s “v ic ic anti 1m is olu eprs omlo o do C cu inictoam one Cvyen b17 y d t do essis Vicimvenati h1-8 re ey 8th17 8 in oah nu relim 2n0to tm ve C 15mv in e15y v 020 ge gamVitInw t d t e ss otm sim sIn anic ho all 2 le ga,tenchdoaadtleosg om1d8aew eg lute sH 1 rd Vnasglltefem 28ecm ild 0waanlite t yninic oSmhaoil l ali ali isa hce13 g12l a 24 r’desre at0bdo tesd12 te unrtthe bw ng 0 iemn ey f u isungSehaat d5st ine a op proa s0sdim lpu lpu erit erit Sa est S hanoV ur ers page224 an 2013 p ry ge la antiore ae eers 50 2 t la d am 3e0b is rir d h m pa ithia t u w’B nu qui nu qui ro eo m W wic 21 l ak atkh o2ma0li0.21 cip ut naelir2git bDro cru$sWe noh wic yc,uarn ch s e oO go g Wh e cNottoh M Sh Who 3 ruti2lp li li 2 elowi in oSuh froWmhto in e e s eM r,C in Co les fo m m B 22 e h & & d L t t u a fo a it it le g g ve v s t K n n w h n u W ,” ,” eg aSra tvTteyrs wuin ve s p st vqis no t Cea w Sa vers Suin Ca lute lute bye estcu e s: li k o n ia , dtsoide m a ide mo s?oo roS a eX do do M pSa scutltPM ashgo’sear h er h of W ugvhe to tes.mN utto r See leX ho’s k k estscha eres ha lX lXl o reu ip hWof yw a mabl ict thro indgoelu s b ac vXiX vXiX W w al ac sse hed ’ve e W eryeXc m b eW ri tr lk ett th every em at it re sh g La chitoD vlXl e c E eyin th eiX XsX dd XsX dd La itori iw i w ed m m ed m d e is waus:d g b8u4sin rersach ninT he eth hin ike “m wh mo d , th aXrX leasne naslithilult oles aXrX leasne naselidthilult ct uos:les-2684 iks XevX e “ n wh ith lm ir6 erPo tsw ct a n 8e-2 wit r. l b e on ut on h nesstats cXhX utmdeorl psim cXhX utmdeorl psim la c uolptentat d 58 sim la c uolpte t d im r liaX er.rX X basngeddo r.liBt 5 aTEmsybofhannts m lo m lo arvalie is to sing for. B g bey er to nists wit busiChoan n 6u-7 t th ui 6-7 r24 yr nm t ui ilis ah rs h rchyaeaavc aile X is to fonas orllein gim gyr pisronm UCotuin SUut dte SUut dte l cu ing kin ord e 24 e og m m in erc 1-a8b6o th|ecocurl meerc ilpisro U il cunm glo glo tmcdues kyin in quin dpoam q1-86dpoam ta ta rc ao m ps laokRin hhyleCma in h leC Xgoault m oa fo u te te e li li t t o rt to to k r o a te o m t t tr m in g re re a te te fo S e e s m o o li li s sdtr d re g e loirpis ta lf d d 8 orm olu sis orm olu t t u m a s S U a lote olo 2m8 id is s ” –a re lo y’re lo cts eluate min elua min yev tcddhoalu yev tcddhoalu y s se f atailcrotsED mo lymhanividr 2 said r, itanick” – are ta to o ad y’rdhom t d t es t dr sa ssr, it icim a tr adho is adho is ntl g it o n ev sim oany d ou wth ow wth ow b e tB tr rs sd eneluacte alin alin ali aliou ut eb e enrittr sbers t, the r con ce din ard c oTo cr u ys rit es en be at,sth e C to in io -t -t gesros llsim gesros llsim s re n Bo min aduholar| Phis uklp uklpar ice em tha ula a ar w c mem this ie cnh wth ha bra e rita rita erso he as an m eg s.e gesros ber hoim anc eliqu m anche asqu m an reg sem sem er f re tsid -twfo m po he’s thomeir re d e to unvegedli to temth eir nd. amb ss o Wes e to ng li d m ri lllls o iw c a ary,dS S lnigw foetass ng you ck to . rt C thpupgan cha .,secm th pa ch ce r oles ck lu. r Ld L ll olesve olute l a a y .m u o o i i ro pter l ie nyN ex The .m hstr as o ba dcaose ,” ex The e pro reate str as ba case d yN po,” c h ut d im ae p :3re0a 7 v a in Ja Re Re ncd ityt ding seim on is nd ity ing eairtionFer-io ilis rs C a ir IC IC :4d3th t 1e2G 2:5 d th e G ou unt u m e rth ti ilsiou un m be th o ra t usi Ut dolo tem 4 eR t s m U co toobloaborateambu er &ingee244 e ts th e. t s m co l e -chyaeR imbo ena b r & t 11e sath ea. t Rlcu d a mingee24 t By igh com k is os d igh com k is sato naolla ide’s lie coo-a at imao Tarardyi n coire, in oll lue’s li mopa-g t ali Tra i n c e s co B is papag ali olu do s t m at a a n seedmew ct edr.oH Cavsasise cpa im t m at a a n seem e ic New cpreer.sHeCavnath n alg S im aim S rd a haordmcraeE t d t e ss e e s th istr sim s ic n lili th stb at th stb at er, aas DisNtra in C annac oocaTo ali oa s:annadvali .J. L N it it u 14 We t th rds: aava .J. Lutll a D 14 We t thoprd b b r r N C m ll e e l io lp e od a eto de e rill g g N lp e N C u u o o t C pa pa ssX sesXr-re X byissrse,ew| Ph o to nu qui , b o w Le t atnu s w kuain , b Hoow enLe t at as w k afrn r. riv m XabX n ae lg e arm XlXa its ss li life “Tw orm gis td., a ealinq rce. mm lifeik“eTwsid rm is ., cXelm diraits ss xaees im oNw m m aomo ta erc u rCC ve M ride No rategs Ltd estba m N rate s L esvtb me te dmXc pdir rdX h oSm X teX p gli ana nfotoll .m la la d lu er e-p o rt w ., ct, nhpdum N ditio nse rladliCt mp n o XrXl goalensSe rladliCt ut XroXul f w oXolu p said3ss st iate e W ComdooXo sa 3ss st iate e W Csoto g le a n t a f dw o a e g o .m u l0 y7 o rio o ada ir o o X unt ad 'W X y uont ad 'W ne ssoc of th of s isw isairpy e an e vic ne ssoc of th roonf - s C r sim sim fr In:43 e1d2:3 a:5 ulp ulp a a a nO A 14air ber cu A 14air b, en cnudo a anontisF Utk dboelodr ilis n ui O Utk dboelodr ilis n ui ort mutiv t 2 op at Caalg me aim , im w t 11n-coeiv ch ham r fo e , m ch haailmy r ofo b b Xc f p em pinm ef re th ooir,m emX emr' veliq lute emr' veliq irlu u nasaasnesaid e ne eto aVaeim o 0 aim duo tite duo tite ary acc C20“ou b a s dexe Brie a onte e h Cd2 “o ond in Bri lu ll lu ll Noa.wbN re th satJimenean stobrs aolg Tnhaoeim in eteS t diet dois is min lit di D dois is minimo D nc eaer,na2hd2ip 2ip N e C aaim om 4d p e Waen atG t th ws a aliestJ News eWS oe 14 lalluey nopN s2h o 14 alley Nro-ilel sctJCoNC mntesa2n eceiv bynN a a0e0oxm gInaevlrsin to ss anaimW n Ne e N im ge g l a ess sim e t im o n a e a a to s p y W g V V d 0 0 s a a il t Nfr errniv ryNss sd, w e Nt w 3 t Il n p np n Se o N 50,0 r in epHyi gidJuens to r3 raetelof $w s ainh e aaench a irim Da Na Da y t hwan etw lo Na ha eri eriand o o a e’sIMr2o40 pSapsa alg lle k3e2 es ie pe kzr3eQ tJeic e bvikallrtrein wic tahxo in IM n to C buwsdit aniebio va a8np eCsowrgveicroM Co Na Npaa t, d x t8a-p ornciit l be o pri e , n w gNP r Nit ie nag3sg7to ox e 8 3 i Na m 36 id ddhaat irec yn yicgsee tlb we 3wil nadrd kain - 6 al-olledgayoarnrfr,ivosin nseaCoamrvpa a ompag lbern n o w a a C t C is adtsaa n, Inst ive d lg 9oaW rab e rOrnyo. d C 5 5 lyar 39 nr3ip rt a cN1e4il t m ivge rts a atcNB1eo4gilm a t maopn ic cr yar,umo anagatim wag is ju ce tC e aen 20 e 20 e pf o or X ut e fpf iro e thM 14 X M 14 0 lsp nrsda ve .n af il s r coo otu ge goe f a n ectept r.re osth 1215 130 ag 1215 130 ag ers irp dexec f thrie vic ort rie port imakkae F0o5 de pa pat a2l2 lea2dl20 eair w ueannStte ak ah.m okesotJ n ng fo cbu ehoto p ry p ry hrg o a int e oin Bser plee p15 in s in B ori & S2h aynobcnrihgN 0a2n&2aa 20 20 SO .oNsotr11 e T bintJeetino th c in e re W o o im tJe nes ctS oe’s f c12 32 deity k arns fords,aim w aelldueit n22e4fercysyeeaiv ue13 s dS yolseloxotG n eehrsn3oep ntubto o0 na es NoedwyirNeeW Ne ,Vl ala X o ateVaell overs 34 30 X im or fatilte ghe o an omereCaoN u 34 rao teg teg dat N aecim y y2ee fa ovbit Na d W re 3e0rVscte Il ad nae n Jueiratolg 4 4 ernt wN cd We ee naDa d : Ca Ca Enn ecUtrphawdamnabne.tw ityM Da n ilgl th 14t5us 2 68 C u :2h4n-20ts60a8aatshse d bad eohpaalenonc Sg is oth iNna sicUphda lleyM an steen1gp4cet50ra o SIiN irwsico tim gieath ea hvroaellrcw c 0 3 -2 e8 “ Rp an teein aseotJ pit r –in n in a IMat Io ww w a fvcrin fo oe a2 r32Q a t enkta ic it to a IM NIo C 8 r r w 5 a X e w n u h NCeo weonXxa v Brief i onta 2 2-76258 6 N w e n C t v g N N e x i d t ri 7 b lCboli die weohs sBodleoas, rlodrs -76 g36 oo haoey,aethin ea Na, wdy Nol d ern Cy 66 n’teaen ea Na ody lod 3 ainlattnlb r 662in wern ilnll’t e ey a-8 KiCenomwschinlaanlb iCgeouaemrTwyresch are resKn e m llyoor to 308 9 h y o ya n308 g 9lytazheddywahrriv b all -8 is go adooatnrw sbatheim Veailm th ntiay gtte SIcyeb re a ig .y 1 a rt hr ra l32 38 Npeeaonrtaim ancNVeiley 1 rt 32 038t By toa cNB pefpflir he trep e coNere rs 0r ip .aanndx t – esse Ba byeNIo c kete sth rsg of1t32 aoenle pNa lesichM pasll uo lle fore om h il 126 ers icshM en th ths PNri d e6.m aoepwart srsr onxfoevpads m ic te e. ignod g fr dophr ue rt ov aelrnSihak akeursr 3 3191 SCaow n lornihain t olo opemre gkueu Cp aoo ase oCfhriseoruvSth pooamolox ori lina 3191 nic deys gothin l pee r B berileaes&aSenil Sshta & il Sh o CK drtit aelb CKeoaanp crtitahoaelb rs cNe& rsa cN n&nte rer oaentrs11ess- lt nss. ecetr y e’snftrle rs is Bery tia o g lt aen d o e e v v o o e e u e e e k e w c M M l l y c B o o rs rs y aol laaSrhtaskucc Wa 7 c irrm rr , pndort vpem ev ten spuRIeseupcs dg dg pM ortoitvoeoririaal &eSehta : su e dfo nocthoe a fstla a.M o borieriltaip 4 &hseseo s:the 28040 is lo po r i ed aSlg Eri eadnpyM hr itee pveM ddit r nrsSh us ddlititouC f 8 E il rs RIS e e C c th ges t inthD e e u o 6 6 t n a e e e e is mre gvew ctby 8u-2s of4th at CH id pl plA coolemsp ce fo ove tact s:8-2 4 lot C harir eabtsimerdeew,vain les aR M r gre g oatonstaed -7uus: 5g l 368 o H da-r Seeer eendt et b n e uina th n M wt th u 5 -268 ma ut do sim is mER ed a im o -7 a E e a T h t l c & s e a is s -2 ri C C ct ct m e e ll 6 6 w le G s g a inT enht id n il il h ta r er le e 6 6 ap58 , T pyro athreap y r tu 58 ntta rc ynin ase Cli1in OR o art Pig k Ut dolo tem s-8 h yeed m ut do Strsim TUerr sdEoxloc rtebm ore y’s p lubfl for s pu paCn1o-8. 8o6n6-7tu re a8nt th yea amo 8a6li6t-7 GE min alit m r lu lu 8 o o te E in in rd t is o d Tmh C lo C mDe wa om ono1-rtven mp2 wtah wd tcodpo U y assFis jesim c1-t im ey t d t e ss r 2 8th IN do luteth C illiirp st as cuor 2a8 li le gaAL it at se ts ali PR n g l haeli clp o do ouur 2 oe e w ere r ng ON fu l isney 503m esu iaeprirot 4 Alaten wthic lpu eri t d t esh la la CD o oun nu qui D r $t365h isJohanCdhouth pnlau li ali qun are MA R li lpu fog aa r,St. tye,s’ Meoditio ial m ve fovre lutem R K SH E nu qui din ye r t uri lute dg tty d erc e M A BLI eli uil in FoSeecJut Peothir mm at th do do v b U P lu he ad d th ucth Co 27 by do Ro me r in BC ne e d of

or teg Ca

MEDIA MEDIA KIT 2013 KIT 2013 KIT 2013 MEDIA

47 47

Name:

Name: Name

Address:

Address: Address

City: Postal Code:

Derr ck Steadman and Steve F sher own a un que pr nt shop that offers a arge var ety of servc es

25 $

Name:

47 23

5 5 20 e 121 130 ag p ry 20 o teg Ca

10 25

I CIeS &

SI BU

N .6 g 29 rlu x 1 8” Ea 01.6 x 1. 2 .8” 2

AI sh

sBWURS

I uACnWIecAShRD&eS

ac cal il lo rldubgux Eaan1.6

20 .8” x 2

aI and oNlLG eItbLDpeIany en by feaithFirst aoidr rieb i N U r e City: B f p f p iv a y riREsRNNM mp ur dr ids salle late ris r m Postal Code Posta Code: ChVTeH co epretntoe keep k V opeunsiCnehssandwowrncpernootpreopa oV Postal Code: gOoR ew entrW ee N l n y b l e » g » g n n a e neg e t nW » un tm ar a oc lanupnmemnairtmd yo mmi on en l and p eylooA w m o co ti v coital ti ke y eg S d u u g p 4 4 3 3 l l 5 s 1 y in o 011 011 o tearlilbeeonyot ild h0v11o34 raW 220 220Valle rev treaW rCVar in Bu s r2e20 stT er os eenFersaoscT Order your subscription Order your online subscription subscr at pt on on online ne at ore sim ctisal tro een Rolor r l ras t F Order your subscription online at s your sourceyour of local source Business of local news Business news gr uPism lorrti mpeoriny in gr uism lorr y in news your source of local Business www.businessvi.ca www.businessvi.ca gle ield esse q doadnonoexm144”gle ield esse q doadnonex www.businessexaminer.ca www.businessvi.ca Lan ownf dit prsatis erat B709C7.8L” ax n2 owintns f dit prsatis erat B7097.8” br agnimsim iu b4rpoagnimsim iu er T er City: C ty

Address:

LI po Nt e NM eR

MAKE IT MAKE EASY! IT EASY!MAKE IT EASY!

ge pa

k ac i w ed ill les ch ut do sim is il t lor U

do lutem min lit a is o im t d t e ss ts ali lpu eri nu qui li m ve lute do

M aes pr

GE PA

e na inn ern ds Ju w n es l, o rti ce ll w orth wa r ad pe Ex ory

ra ve e N g A otel. t Ro R Pron the categ d the l f thild in a H spor BG wo ice te tria nn 14 o oM nn ra s d e f Ba to7 x x 2”BuRapm6a5r3a4ceARireidJoohn, ainlstho eicOhffcealenbd inutdnuorthernBtlae 07 x l h ti al o rd u nck m0 t. s ” ” e as R7 ES nw noa ted7 Br rt S Awa nt, w ercia ugh L 8 l w ern ncil .8 Fo nce eve mm thro li le SA niGlle sysse ss9. nt, e rcia rth ou e9 o n le os ge pa

e Jochh ustsde ucscim ilis istc voelosr dU tem min lit ied a is olu adcho im t d t e ss ts ali lpu eri nu qui li m ve lute do

GE PA

e c o o lC v th in at st in ructi mm C N rcia e e ce Co e B me f th llen hern e be nst co . MA X nd thCom sor o xce nort M il i BC Re/ r, a ard on ed e g in 100 chfrao p iz in m nnd o so on Bo s oTn , a | Jo seio Phh sp ate lso a cog nbuild fro is Est as a h re ial mbiamemorgesSet. ust w h ic erc olu CceoGuFgolirt s m fo J rtn o pto ing e.,en w mm h C Pori .m :3301 co tis air top epriert u ild b3eatw er tl :4 Bri ouose netRFu le, b te d atb12 ae t 11 m im e

FEBRUARY 2015

LOCAL COMPANY PRODUCES ONE-OF-A-KIND ITEMS “We try to work with the Associated Sheet Metal Products one of the largest custom fabricators on the island

ICTOR I A - Associated Sheet Metal Products in Victoria has reason to celebrate: 2015 marks its 50th year as a thriving family business – one of the largest custom sheet metal shops in the area. The company is a second generation family run business established in 1965, specializing in custom fabrication and welding of stainless steel, aluminum and light gauge steel components for the commercial construction, government, electrical, food service, marine, and high tech industries. T he compa ny was fou nded by Ray Farmer and Alf Kobley. Today it is operated by Farmer’s sons, Fred, Raymond and Stephen Farmer. Their sister, Anne and Stephen’s daughter, Natasha also work in the office part-time. Originally, the company was loc ated i n E squ i m a lt doi ng HVAC work and some custom fabrication. Ray Farmer’s three sons began working in the shop, cleaning up and learning the trade while still in high school. Today, between them, they have about 120 years of experience and all three are ticketed journeymen. Stephen Farmer recalls that w h e n e a c h o f t h e b ro t h e r s finished high school they were given the choice between working for the company and finding another job. They opted to work at their father’s business – and have never regretted it. Ray Farmer Sr. retired in 1995, selling the business to his sons. A year later, they moved the business to larger premises at Keating Industrial Park on the Saanich Peninsula. But even before the move, the business had grown and evolved. “We purchased better equipment as we went along,” Farmer said. “My dad was always into

“Happy 50th Anniversary!”

customer to produce their product when they want it and need it. If they absolutely require it in two days, then we make it happen.” STEPHEN FARMER ASSOCIATED SHEET METAL PRODUCTS

The management team at Associated Sheet Metal is dedicated to meeting customer needs

buying the best equipment.” W i t h t h e m o v e c a m e m o re space and better access. The shop expanded to 7,500 square feet. Today, it is the la rgest custom fabrication shop in the city with 15 certified tradesmen and apprentices working in the manufacturing plant. All the aluminum welders are tested and certified to CSA 47.2 in accordance with the Canadian Welding Bureau. Farmer pointed out that Associated Sheet Metal is also the best equipped custom shop in town. “W hen we moved, we gave up the H VAC and decided to concentrate strictly on custom manufacturing work,” he said, adding that because much of what the company does is custom, many of the items are one of a kind. Associated Sheet Metal does custom stainless steel restaurant work and creates items for high tech companies. It has manufactured handrails for the Jubilee Hospital, the Commonwealth Pool, the Esquimalt Pool and the library at the University of Victoria. Associated Sheet Metal builds a lu m i nu m towers for Forest

of Associated Sheet Metal, where everyone does their best to meet the client’s needs. Farmer said that he is pleased to have had some customers for a very long time. For instance, the company has been working with the Coast Guard since day one. He is also proud to say that there aren’t a lot of jobs they have to turn down. Associated Sheet Metal has the ability to do almost everything. Recently it even CNC punched wood acoustic panels for a customer. The company’s current jobs are a true smorgasbord of unique items: stainless steel parts for cruise ship refits, a radiation shield for one of the university’s programs and custom stainless steel items for a multi-million dollar private residence. Farmer said that he expects the company to keep on doing what it does so well as the local economy improves. “We’re coming back up to some good years and our plan is to increase our volume,” he said. The company is a member of the Canadian Association of Family Enterprise (CAFE) and of the Vancouver Island Sheet Metal Contractors Association (VISMCA). Associated Sheet Metal Products Ltd. is at 6820 Kirkpatrick Crescent in Victoria. www.associatedsheetmetal.com

Associated Sheet Metal custom fabricates railings for a large variety of applications Technology Systems’ weather station as well as larger electrical enclosures for a number of companies including Prime Engineering. In 2010 the company purchased a CNC press break for forming and in 2013 it brought in a CNC turret punch that punches items out automatically and precisely. “That was our biggest investment,” Farmer said. “It was a huge move for us to go into CNC precision work. We always held ourselves to a high standard but needed more precision.” What those purchases meant, was more accuracy and, essentially, more perfection in all the work the

company does. Files can be sent to the company or the company can input plans into the computer to create the precise item needed. But precision, the most up-to-date equipment and high quality products aren’t the only things that set Associated Sheet Metal apart. “We have a huge customer base after 50 years,” Farmer said. “And we try to work with the customer to produce their product when they want it and need it. If they absolutely require it in two days, then we make it happen.” He noted that some shops in other cities will simply put customers on a waiting list. That’s not true

Insurance is our only business!

From your friends at...

C H A R T E R E D A

Best Wishes for Continued Success! n Victoria | 250.388.5555 n Westshore | 250.478.5588 n Duncan | 250.510.3565

www.hsminsurance.com

A C C O U N T A N T S

P R O F E S S I O N A L

C O R P O R A T I O N

“Congratulations Steve, Fred and Ramon on all of your success!” 102 - 4430 Chatterton Way, Victoria, BC V8X 5J2 T: 250.744.3543 F: 250.744.3546 E: admin@wisemanco.ca

WESTSHORE

FEBRUARY 2015

IS THERE A FUTURE FOR AGRICULTURE ON THE WEST SHORE?

WEST SHORE CRAIG SOROCHAN

he Beecher Bay Scia’new First Nation’s have been living off the land in Metchosin for thousands of years and European settlers began farming in Metchosin as early as the 1850s. Farms in Metchosin, Sooke and the West Shore grew an abundance of crops, had cattle, raised chickens, pork and lamb. In 1950 Vancouver Island was producing close to 90 percent of food consumed locally. Today, agricultural activity is still present in Metchosin but there are warning signs that the future of farming in the region could be in peril. However, with some innovation and community support, the conditions can be fostered to promote local food production and consumption. The WestShore Chamber of Commerce recently had two studies conducted by Royal Roads University (RRU) MBA students that examined the current state of agriculture in Metchosin/West Shore and the feasibility of increasing agricultural production in the region. The studies were conducted by RRU MBA students Jeff Townsend and Lisa Makar. The

reports were not released. They showed reasons for concern but hope for the future. The total number of farms in the WestShore declined marginally in 2011 (from 225 to 217) since 2006. This decline appears to be steady and inexorable and has extended over several censuses. In addition, the total number of farm operators has also declined in tandem with the decline in the number of farms. This decline of the number of farms and farmers throughout the West Shore is astounding. The average age of farm operators increased from 55.1 years to 57.4 years over the 2006 – 2011 period and sixty percent of farm operators are over the age of 55. These statistics show evidence that there is a need to assist farmers in developing farm plans to guide their farmland, bringing established and new farmers together to share experiences and ideas, and to build a local farmers network that provides support and necessary tools to increase food production. Jeff Townsend’s research examined the current state of agriculture on the West Shore with a focus on Metchosin. According to Jeff’s research, 62 percent of farms in the region earn less than $10,000 per year. Owners are motivated by lifestyle, not economics. These farms generate less than five per cent of the agriculture revenue in the region. Presently only 8-10 percent of locally consumed food is produced on Vancouver Island and this raises food security alarm bells. The average person spends

THE TLF LOYALTY PROGRAM

THINK FIRST GAYLE ROBINSON

ren’t we lucky to live in a city that has such an appetite to support local business? T h i n k L oca l Fi rst Victoria (TLF), is a group of independent merchants looking to revitalize Victoria’s local economy. As part of this initiative TLF will be test i ng t he T LF Rewards Program that will change the way you look at shoppi ng i n Victoria! What’s the TLF Rewards Program? It’s similar to AirMiles prog ra m s but w it h a H UGE TWIST!

This loyalty program allows Victorians to use and collect merits i n pa r ticipati ng T L F member businesses (think one card, hundreds of locations). The response has been incredible, with over 182 local businesses in TLF. We are seeing new members sig n up ever y week because they understand businesses working together create a stronger local economy. Imagine everyone who wants to support local having a list of truly local businesses to visit, with the click of a mouse. All the while our members will be gaining merits for shopping that can be redeemed for rewards all around town! It’s called the TLF Rewards Program and it will be launched at TLF’s AGM on April 15 th at the Atrium Building. Interested in joining ThinkLocalFirst? Contact TLF at info@thinklocalvictoria.com

approximately $8,000 per year on food. This creates a huge market opportunity to produce more locally grown food. In addition, community buying supports alternate business activities that benefit the economy. Lisa Makar’s research examined the feasibility of increasing agricultural production on the West Shore with an emphasis on Metchosin. Lisa’s findings highlighted some interesting models that could be a roadmap for increasing food production in the region. Most of the findings call for different levels of community support: 1. Need for

BEFORE BEFORE

improved infrastructure- there is a shortfall of abattoirs, transporters, storage facilities and wholesalers that cater to local farms. 2. Formation of co-operatives to build infrastructure and market goods to consumers. 3. Development of a strategic regional agricultural plan. 3. Develop business skills for farmers. 4. Seek and develop opportunities for distribution and support by improving connections between farmers, wholesalers, restaurants and local consumers. Given the fact 62 percent of farms are producing under $10,000 in revenues annually it’s pretty

FREE CONSULTATION

obvious there is plenty of room to grow, no pun intended. The West Shore has some of the best yearround growing conditions in the country and there is plenty of land that can be used for small scale intensive farming. We should be making local food production and consumption a priority because it makes good economic sense. Plus, fresh local food tastes better. Craig Sorochan is manager at the WestShore Chamber of Commerce. Reach him at 250-478-1130 or craig@westshore.bc.ca

AFTER AFTER

Straight Straight teeth teeth staystay healthy healthy longer longer I’ve been I’ve been helping helping patients patients improve improve their their dental dental health health for more for more than than 20 years. 20 years. My preventative My preventative practice practice is focused is focused on a on healthy a healthy mouth mouth and genuine and genuine smiles. smiles. Misaligned Misaligned teethteeth are aare major a major causecause of cracking, of cracking, breaking, breaking, toothtooth decay decay and gum and gum disease, disease, all ofall which of which can lead can to lead major to major dental dental workwork and in and theinworst the worst casescases toothtooth loss. loss.

Smile with confidence

As a As leading a leading expert expert in Greater in Greater Victoria Victoria for invisalign®, for invisalign®, I use Ithe use the

I’ve been helping patients improve their dental health for more than 22 years. My preventative practice is focused on a healthy health health issues issues and feel and confident feel confident about about thesmiles. health the health of your of your teeth.teeth. mouth and genuine

latestlatest technology technology to help to help you to you improve to improve your your smile,smile, prevent prevent dental dental

Misaligned teeth areDr. a major causeSouliotis of cracking, breaking, tooth Chris Dr. Chris Souliotis decay and gum disease, all of which can lead to major dental work and in the worst cases tooth loss.

smileesthetics.ca smileesthetics.ca | 250-727-7417 | 250-727-7417 | info@smileesthetics.ca | info@smileesthetics.ca As a leading expert in Greater Victoria for Invisalign®, I use the latest technology to help you to improve your smile, prevent dental health issues and feel confident about the health of your teeth. Dr. Chris Souliotis Located next to Future Shop at Uptown Mall

Gayle Robinson is president of Think Local Victoria and owner of Robinson’s Outdoor Store

smileesthetics.ca | 250-727-7417 | info@smileesthetics.ca

FEBRUARY 2015

TIDMAN HOMES STAND THE TEST OF TIME Family business thrives on quality and care

RENTWOOD BAY – Driving down the street, the discerning eye can pick out a “Tidman” home. Tidman Construction Ltd, in Brentwood Bay builds the kind of homes you can pick out on the street as a “Tidman” home. It’s the quality and the obvious care and dedication that has gone

We would like to wish Tidman Construction our very best, and we thank you for your support.

into their construction. That philosophy of quality has been the primary focus of Tidman Construction since Roy Tidman founded the company in 1947. He was a builder in Nova Scotia when he decided to move to BC with his wife and four children to take advantage of the better climate. He loaded his family into the Westward, a boat he built himself, and set off down the eastern coast of North America, headed for the Panama Canal and eventually, Victoria. When they arrived in the Caribbean, Tidman’s wife became pregnant

“We are not concerned with being the fastest builder in town; we strive to be a quality builder who has a happy client move into their house at the end of the day.” ANDREW TIDMAN GENERAL MANAGER, TIDMAN CONSTRUCTION LTD.

Proud to have worked with the Tidman family for over 25 years.

Roy Tidman founded Tidman Construction in 1947 and decided to head to Vancouver Island with her children by rail. Tidman stayed behind to sell the boat, following later on the train. Once he arrived, he found a piece of property on the water in Brentwood Bay and built a home. That home still stands. Beside it is the home where Roy’s, son, John Tidman and his wife live. Roy began building homes in

Looking forward to many more successful years! www.kimberlywilliams.ca

Installing Quality Products Since 1976 P: (250) 478-0641 E: info@victoriadeck.com

the Victoria area in 1947, immediately after arriving. He bought properties in the area around the University of Victoria, and on some of the parcels he built spec homes and on others, custom homes. Roy’s grandson and John’s son, Andrew T idman, who tod ay i s genera l ma nager of T id ma n SEE TIDMAN HOMES | PAGE 15

We wish you many years of continued success. Victoria Office Phone: (250) 388-5555

Westshore Office Phone: (250) 478-5588

www.hsminsurance.com

Roy Tidman built his first house in Brentwood Bay

EMERGENCY SERVICE INSULATION LTD.

Congratulations to Tidman Construction on more than 65 years

Congratulations Tidman Construction on more than 65 years in business and still going strong!

Always happy to meet the needs of Tidman Construction

250-384-0985

Victoria, BC www.alpineinsulation.ca

FEBRUARY 2015

TIDMAN HOMES CONTINUED FROM PAGE 14

Construction, said the process of building a house was a simple one back in those days. “He was really a one-man show who had some key people that worked with him. When he first started, he would buy a piece of property, go home that night and draw a plan at the kitchen table. The next day he would go down to the building department and get a building permit and that afternoon, he would start to build,” says Andrew. Roy’s reputation for qua lity homes g rew qu ick ly a nd people began to approach him

to build custom homes and do renovations. Primarily, he built new homes throughout greater Victoria and on the Saanich Peninsula. Tidman said that back then, homes were simpler – and perhaps that was a very good thing. “The standard house didn’t have seven bathrooms and five bedrooms and a media room and a family room and a dining room and a nook and an eating bar. There was one place for the family to sit and one place for the family to eat and everybody SEE TIDMAN HOMES | PAGE 16

Congratulations Tidman Construction on your many years of success

Tidman Construction is a family business: Ron Tidman and John Tidman (Top Row) with Denise and Andrew Tidman (Bottom Row)

Congratulations on your many years in business. We are happy to provide our services to you. 440-1070 Douglas St, Victoria, BC 250.356.4003

Congratulations to the Tidman family on a well-deserved reputation for integrity and excellence.

Office: 250-477-1100 Cell: 250-588-7933 • Toll Free: 1-888-477-1105 Email: terry.stockus@century21.ca Tidman Construction builds award winning custom homes

Queenswood Realty Ltd.

Unit B, 1845 Fort Street Victoria, BC V8R 1J6

Congratulations Tidman Construction on this amazing achievement! Tidman Construction is a company founded on the highest standards, that continues to excel. Congratulations to all who have been a part of your award winning excellence since 1948. A fantastic achievement!

– From all your friends at Island Floor Centre

Phone: 250-475-3323 Email: info@islandfloors.com

FEBRUARY 2015

TIDMAN HOMES CONTINUED FROM PAGE 15

lived just fine.â&#x20AC;? In the early 1970â&#x20AC;&#x2122;s, Roy phased into retirement and did a great deal of travelling with his wife. At that time John and his brother Ron Tidman (Andrewâ&#x20AC;&#x2122;s uncle), continued with the family business, primarily building custom homes. During the 40 years Ron and John led Tidman Construction, they diversified and began to take on larger projects. They formed J.R. Estates Inc., which develops, manages commercial and industrial projects. In the

mid 1990â&#x20AC;&#x2122;s, Vancouver Island Care Corporation (VICC) was created to operate independent living facilities for seniors. The brothers built larger commercial projects and condominium housing as well as a hotel. The also developed land in Victoria into both residential and commercial projects. As John and Ron phased themselves into retirement, the company began to make a conscious effort to go back to its roots: Delivering quality custom homes and giving clients highly individualized attention Maintaining its family

Congratulations Tidman Construction on more than 65 years in business. .H\V Â&#x2021; 6DOHV Â&#x2021; Access Control &RPPHUFLDO Â&#x2021; 5HVLGHQWLDO Â&#x2021; Auto

tradition, Tidman Construction today is an industry leader in award-winning custom homes and renovations. The company excels at building and renovating homes to accommodate a wide range of budgets and site conditions. Its uncompromising quality of work has led to considerable industry recognition. Each year the Canadian Home Builders Association (Vancouver Island) presents awards in a variety of categories with â&#x20AC;&#x153;project of the yearâ&#x20AC;? being the most coveted. To date, Tidman Construction has won this award four times. The company also

We are proud to be a partner in the success of Tidman Construction.

Don Siebert | General Manager Ph: 250-384-5397

dsiebert@priceslock.com www.PricesLock.com )RUW 6W | Victoria BC V8W 1H6

363 David Street Victoria, BC V8T 5C1

What the Industry Says: Bryan Joanisse, owner of Premier Closets in Victoria has been working with Tidman Construction for at least 15 years. He first worked with them on the Arbutus Ridge development and, after that, a variety of projects in the Victoria area. â&#x20AC;&#x153;Theyâ&#x20AC;&#x2122;re very well organized,â&#x20AC;? Joanisse said. â&#x20AC;&#x153;The foreman we work with all the time is really good at timing the trades and in that way, itâ&#x20AC;&#x2122;s very pleasant. And theyâ&#x20AC;&#x2122;re also really nice to work for.â&#x20AC;? He added that there is no questioning the quality of Tidmanâ&#x20AC;&#x2122;s work. â&#x20AC;&#x153;Theyâ&#x20AC;&#x2122;ve been around for over 50 years and theyâ&#x20AC;&#x2122;ve got a good reputation. Any house that weâ&#x20AC;&#x2122;ve worked on has been top quality.â&#x20AC;? Rod Owen-Flood of Butler Brothers Supplies Ltd. has also worked with Tidman for a long time â&#x20AC;&#x201C; a couple of decades at least. He said the company is very good to deal with. â&#x20AC;&#x153;They build very high quality homes. Every project they do is a nice looking project â&#x20AC;&#x201C; classy would be another word for the work they do.â&#x20AC;? Trish Worth, sales co-ordinator at Island Floor Centre Ltd. has also been dealing with

Tel: 250-381-1989 Fax: 250-381-5086 Email: srtent@shaw.ca

Congratulations Tidman Construction on all your Achievements in Quality Construction

PaintinH r Sandblasting r 8BUFSQSPPÄ&#x2014;OH 4QFDJBM $PBUJOHT

Proud to offer our expertise to the team at Tidman Construction â&#x20AC;&#x153;Music, video & home automation anywhere living takes youâ&#x20AC;?

www.slatercontrols.ca - 250.883.2643 Sidney, BC

Tidman Construction for years. â&#x20AC;&#x153;Theyâ&#x20AC;&#x2122;re great people,â&#x20AC;? she said. â&#x20AC;&#x153;I know from the amount of people they come in here with that everybody likes to work with them. The way they deal with their businesses is professional and they make it a good experience.â&#x20AC;? Ryan Allman, operations manager at Gordon Nâ&#x20AC;&#x2122; Gordon Interiors Ltd. called Tidman Construction â&#x20AC;&#x153;awesome.â&#x20AC;? â&#x20AC;&#x153;Theyâ&#x20AC;&#x2122;re all around really good guys â&#x20AC;&#x201C; pretty much anything they do is really high end. My experience with them has been 100 per cent positive.â&#x20AC;? Stefan Queitsch, project manager and estimator at West Bay Mechanical Ltd. also had nothing but praise for Tidman. â&#x20AC;&#x153;They have top-notch foremen and really good communication. The jobs run smoothly. They also have a super reputation. Iâ&#x20AC;&#x2122;ve known them for over 10 years and theyâ&#x20AC;&#x2122;re just really good people.â&#x20AC;? Perhaps no one had more praise for Tidman Construction than David Moss of Patriot Electric Ltd. who called Ron and John Tidman his mentors. â&#x20AC;&#x153;Theyâ&#x20AC;&#x2122;re my A plus, plus, plus clients â&#x20AC;&#x201C; theyâ&#x20AC;&#x2122;re my number one â&#x20AC;&#x201C; there is none better. They treat everybody as an equal. Iâ&#x20AC;&#x2122;ve been doing this for 35 years â&#x20AC;&#x201C; they know how to treat people. Thereâ&#x20AC;&#x2122;s nobody in the world I have met in my career who is more above board, easy to work with, and 100 per cent dedicated to the employees, the staff, the sub contractors and the client all at the same time.â&#x20AC;? On top of all that, he said the quality of the work is also second to none. â&#x20AC;&#x153;Theyâ&#x20AC;&#x2122;re as good as you can get. Theyâ&#x20AC;&#x2122;re always striving for the best value and the best quality. They get every bit of accolades I could possibly give to any contractor.â&#x20AC;? SEE TIDMAN HOMES â&#x20AC;&#x201A; |â&#x20AC;&#x201A; PAGE 17

While Sir Laurence Olivier was accepting his Oscar Award for Best Actor in Hamlet, Roy Tidman was on his way to creating his own legacy as one of Victoriaâ&#x20AC;&#x2122;s most respected builders.

HMR is a leader in the concept of â&#x20AC;&#x153;Self Directed Benefi ts Plansâ&#x20AC;? that can let you take control of your benefi ts plan and reduce yearly premiums by up to 30% Since 2006, we have been proud to provide our services to Tidman Construction. We look forward to many more years working together. From all of us, congratulations! Rob Reynolds, GBA, FPSC Level 1 - rob@hmrinsurance.ca Rick Reynolds, CFP, CLU, CHFC - rick@rerinvest.ca

A tip of the pen to The Tidman Family of Builders.

FEBRUARY 2015

enjoyable experience for them. Our job is to make it as stress free as possible.” He adds the reason the company has won so many prestig ious awa rds is because it delivers individualized attention to each client. “In doing so, we strive to build a very high quality product. We are not concerned with being the fastest builder in town. . .we strive to be a quality builder who has a happy client move into their house at the end of the day,” he notes. Tidman Construction achieves that goal consistently. Not only do clients tell Tidman they are

happy, they prove it by being clients a second and sometimes even a third time. Tidman said that ma ny cl ients have a lso become good friends over the years. Under the leadership of John and Ron, Tidman Construction built Arbutus Ridge, a retirement community in Cobble Hill. Tidman said that quite a number of people they built homes for in the community moved into the company’s retirement home in Sidney when they no longer needed a single family home. SEE TIDMAN HOMES | PAGE 18

Congratulations Tidman Construction. Thank you for all your support!

Dirk 250.883.3210 | Dan 250.883.3233

Tidman homes are recognizable for their high quality

TIDMAN HOMES CONTINUED FROM PAGE 16

won CAR E awards in several categories, including Best Renovation $50,000-$100,000 and Best Single Family Residence categories. The Urban Development Institute, The Victoria Real Estate Board and the Canadian Home Builders Association of BC have also recognized Tidman Construction for its commitment to excellence. Tidman won the Georgie Award for outstanding customer service, competing against builders from across the province. A n d re w T id m a n for m a l ly

joined the company in 1993 after working at an architectural firm for five years. “Dealing with people is my favourite part of the job,” he said. “A large part of building a custom home for someone today is guiding them through the process and helping them narrow down the vast amount of choices they have. You can’t go to a flooring store and just pick a tile – there are thousands. “So my favourite part is spending that time with the client, taking them through the steps a nd helpi ng t hem m a ke t he specification choices for their house and seeing it all come to fruition. I want to make it an

www.dirkanddanspainting.com

Coast Environmental congratulates Tidman Construction on more than 65 years in business.

Proud to work with the pros at Tidman Construction. Congratulations! www.slaterelectrical.com

coastenvironmental.ca

250.380.1166

(250) 655-9312 Sidney, BC

ingrid jarisz

SELLS VICTORIA

Congratulations MANN ENGINEERING CORP 204-2780 Veterans Memorial Pky Victoria BC V9B 3S6

We are proud to be partners with Tidman Construction.

Phone. 250.479.9983 Fax. 250.391.9982 Email. manntech@shaw.ca www.mannengineering.ca

TIDMAN CONSTRUCTION Colliers International is proud to provide our services to Tidman Construction, and we congratulate them on their many years of excellence.

1175 Douglas Street | Victoria, BC | 250.388.6454

Over 65 Years of Excellence in Community Building

2444 Beacon Ave, Sidney, BC V8L 1X6 www.ingridjarisz.com | 250.656.4626

FEBRUARY 2015

TIDMAN HOMES CONTINUED FROM PAGE 17

“They have been great advocates of ours,” Tidman said. No matter what the budget or objectives a client has for their renovation or custom home, Tidman always looks for value for money spent. He said that u n for t u n ately, m a ny g reen building initiatives are very expensive. “ We need to f i nd a way i n the industry to make all these building code changes and green building initiatives affordable for the marketplace – and that has not been done yet,” he said. “All these changes increase cost

Proud to supply Tidman Construction

250.475.3374

www.home-lumber.ca Victoria, BC

Congratulations Tidman Construction on more than 65 years! - From your friends at Mudslingers Stucco Ltd.

The Tidman family, gathered around patriarch Roy Tidman. From left to right, Denise Tidman (Ron’s youngest daughter and executive administrator of the company’s retirement residences), Andrew Tidman, John Tidman, Rod Tidman, Shelley Mann (Ron’s eldest daughter and realtor), Kimberly Williams (Ron’s middle daughter and award-winning interior designer)

the lations to Congratu mily as you Tidman faorate three . commemons of excellence ti a r e n e g

Auto | Residential-Commercial | Upholstery Victoria - Sidney - Courtenay

www.capitalautoglass.com

Colonial Countertops would like to send our very best wishes to Tidman Construction. Thank you for your business.

www.colonialcountertops.com Victoria, BC

for the end user and it increases timelines. That has always been an industry struggle.” He added that budget is almost always an object, and he cares about everyone being able to afford a comfortable home. Tidman Construction’s approach to building a home is to let the client dictate the style. “Our job is to turn their style into a high quality home that they can feel comfortable in,” Tidman said, noting that quality begins with assembling a good, core group of suppliers and trades who care about their work. “When you have a painter who does an above and beyond painting job and a drywaller who does

an above and beyond drywalling job and finisher who doesn’t just slap baseboard on, you get quality. It shows – it’s visible in the end result.” Looking back over the custom homes the company has built over the years, Tidman said it would be impossible to pick out a favourite. Each home and each client is completely unique. “We’ve met such great people – and that’s one of the things I love about it: I never have to duplicate what I’m doing every day. I get to deal with different people, different tastes, different sense of style and products, different objectives and goals – and that’s SEE TIDMAN HOMES | PAGE 19

harbour city kitchens f ine cabinetry & storage systems

Well done Tidman Construction. We are proud to work with you. (250) 727-2214 www.jeanderson.com Victoria, BC

Congratulations on more than 65 years of outstanding construction. Wishing you all the best in your future projects. Office: (250) 474-0968 Email: rapidltd@hotmail.com

t (250) 652-5200 w harbourcitykitchens.com

FEBRUARY 2015

TIDMAN HOMES CONTINUED FROM PAGE 18

what makes it interesting.” When he has the time, energy and desire to build a home for himself, Tidman makes sure it is comfortable and family friendly. H is d rea m is to see more affordable homes built for the average purchaser. High land values in Victoria make that very challenging. At the same time, the building code has changed dramatically over the years and added cost to new homes. He questions the wisdom of all the changes, pointing to heritage homes and homes in Europe that are hundreds of years old that were built simply and inexpensively and are still good homes today. He said that one of his favourite more recent projects was the renovation of a small beachside cottage. “The cottage is only 800 or 900 square feet and I enjoyed the challenge of re-inventing that space to make it comfortable,” he said. “It can be done. I enjoy what the clients see in that space. They enjoy simplicity and I think we have to get back to a simple life. “Hou si ng is more compl icated than it needs to be. I enjoy building a high quality, simple, comfortable, liveable home for our clients. Even with the clients who can afford very large homes, I find that I am often still telling them when there is no bang for their buck in a particular choice – and they appreciate hearing that.” Tidman continues to build the finest custom homes because it is what he loves to do. He says t h at he ad m i res h i s g ra ndfather’s legacy and wants to see it live on in some way. It doesn’t mean that his children have to enter the family business – perhaps it means advocacy for building simple, quality homes for people. “T here are lots of ways my grandfather’s legacy can continue without physically building a house, although I would love to see that happen,” Tidman said. “I can walk down the street with my children and they can

What Customers Say: “Tidman Construction oversaw the long distance renovations on our beautiful new home in Cordova Bay. They consulted with us on every detail via email and phone calls, giving us fabulous design ideas that fit perfectly with what we envisioned. They kept things on schedule and within budget. We highly recommend Tidman Construction.” Pat & Forrest. “The Tidmans brought great value to our renovation—starting with our designer’s plans and showing us how to get the most value for the money, which gave us the creative impact we looked for while managing to significantly reduce the original quotes. Their organizational skills were a delight: we knew where we were, where our budget was, and what remained to be done throughout the project. Our renovation was on time, better than on budget and truly a fun process throughout due to their diligent attention to all details (and attention to us) throughout. No surprise headaches and excellent workmanship. Thanks Andrew.” Mary Ann & Erik B. “Tidman Construction built our custom home in 2010. We identify a Tidman built home without my telling them. And it’s not that it’s a specific style, but they will recognize it and ask, ‘Did great-grandpa Roy or uncle Ron and Pappa John build that?’ “They’re both very proud of their heritage and they’re proud of what their great uncle, grandfather and great-grandfather started. So am I, obviously, I am very proud and grateful every day. I’ve been g iven a g reat opportunity and have always loved my job.” Tidman Construction Ltd. is at 6 – 7120 West Saanich Road in Brentwood Bay www.tidmangroup.com

were very pleased w ith the professionalism and guidance provided through every step of the process. Andrew Tidman was a big reason as to why we completed on time and on budget! Andrew ensured that we were “one step ahead” of the trades in our final decision ma ki ng; a nd prov ided pros and cons of different products at different price points in the material selection process. We wou ld recom mend T id ma n Construction to anyone looking to build a home.” Jane and Tyler D. “We pu rchased a T id ma n home two years ago and have been completely satisfied with the product. It is a quality home that is extremely well built. Every detail was considered and we have not had a single problem or complaint. We would definitely consider another Tidman project in the future… If we ever leave this one!” Tracey & Griffin J. “It has been a pleasure to work with a group that provided us with excellent advice and options on our deck replacement project. Work was completed on time, on budget and, most i mp or t a nt ly, w it h q u a l it y

craftsmanship. We have no hesitation in recommending Tidman Construction for large or small projects.” Cheryl & Hank S. “From inception to completion Tidman Construction transformed our office into a space exceeding our expectations. We continue to receive praise on the finished product thanks to the vision and dedication of Tidman Construction.” Erin and Erik S.

Best wishes as you celebrate 65 years of success. info@jbsheetmetal.com 250-652-1786 Saanichton, BC

The creation of our dream vacation home became a reality working with Tidman Construction Ltd. Every detail, from site planning, designing of the home and property, product specification and selection… right down to furnishing and final touches, were carried out professionally and perfectly working with Tidman Construction Ltd. It was truly an enjoyable process. Kathy & Mike Jawl

Congratulations Tidman Construction on more than 65 years in business!

www.premierclosets.com Victoria, BC | 250-652-2353

Dr. Interlock Pavers & Walls

We are proud to work with the professionals at Tidman Construction 250-516-1524

create@drinterlock.com

It takes Quality, Integrity and Endurance to be in business for 67 years. Congratulations to three generations of Tidman and counting.

THE DOLLARS ADD UP Retailers receive an average incentive of $2,617* by participating in the Power Smart Express program. The incentive, plus the money you save on energy bills each year, means you can reinvest back into what matters mostâ&#x20AC;&#x201D;your business. And yes, that could include giving your customers a bag worth keeping. Five minutes is all it takes to get started or to request more information about your potential savings. Save power and money at bchydro.com/express.

*Incentive amount based on an average of 3,630 projects completed between 2010 and 2013.

BCH141008BC_17_Retail_BusExaminer.indd 1

14-10-17 10:58 AM

CLIENT

BCHydro

FEBRUARY 2015

ALPINE GROUP SHOWCASES THE POTENTIAL OF SUCCESSFUL DIVERSIFICATION “Thirty years ago Recycling, waste solutions, fabricating, marine sales & transport all within the Alpine Group portfolio

the combination of great support from the customers and the strong work ethic of my

ANGFORD – Diversification has helped the Alpine Group ascend to become a true Vancouver Island success story over the past 30 years. Stewart Young Sr. has been building the Alpine Group of Companies since 1984 when he founded the company. This thriving family business now has operations throughout the province, and has expanded to serve a wide range of customers in Victoria, the Westshore, Duncan, and Nanaimo on Vancouver Island. Alpine also services Vancouver, Trail, Castlegar, Creston and Grand Forks in the BC Interior. Stewart Young Sr. had an early exposure to the recycling and waste management industry, which later inspired him to form the Alpine Group. “When I was younger, I worked for a recycling business while taking some accounting courses,” says Young Sr. “As the public views were changing to more

employees and partners we created a foundation for the future of the Alpine Group” STEWART YOUNG SR.

As a diversified business, Alpine Group runs the Fountain Diner in Langford, known for its signature ‘Alpine Burger’

Alpine is a pioneer in recycling on Vancouver Island. Company efforts divert 40,000 tonnes of waste per year from the landfill

OWNER/FOUNDER, ALPINE GROUP

environmentally friendly practices, I realized how important it was for us to provide proper waste management and recycling services.” Over the past three decades, Alpine has emerged as a leader in green solutions, with sorting facilities that divert over 40,000 tonnes of waste per year which would otherwise end up in the landfill. “Alpine is a pioneer as one of the oldest and largest recyclers on Vancouver Island,” notes Young’s

Congratulations Alpine Group on

30 years in business.

www.gordonngordon.com

(250) 474-2100

SEE ALPINE GROUP | PAGE 22

30 5

201

A leader in waste management & recycling, Alpine Group relies on a sense of community among staff to drive outstanding service delivery

Our radio dispatched fleet is here to assist with... • Battery Boost • Flat Tires • Scrap Car Removal • Fuel Delivery • Flat Deck Towing • Local & Long Distance Towing • Towing from Accident Scenes

WESTSHORE TOWING FAST, PROMPT, COURTEOUS SERVICE

• Motorcycle Transport • Travel & 5th Wheel Trailer Moving • Door Unlocks • Vehicle Recovery • We do Heavy Towing • On-Board Debit/Credit Card Processing

Westshore Towing is proud to send our best wishes and congratulations to Alpine Group as you celebrate 30 years. Well done!

Westshore & Victoria: 250.474.1369 Sooke: 250.642.2464 24 HOUR SERVICE

FEBRUARY 2015

ALPINE GROUP CONTINUED FROM PAGE 21

son, Operations Manager Stewart Young Jr. “We made a commitment early on to offer services with the environment in mind. We are proud to be one of the first companies to start recycling wood waste, cardboard and residential, commercial and construction debris on Vancouver Island. “We strive to benefit the environment by reducing our carbon footprint and participating in environmental stewardship programs. Recently we started looking at different sources of fuel for our vehicles. In 2014 we started operating our first compressed natural gas truck.” What does 30 years in business

SKY ENVIRONMENTAL

Congratulations on

“As I take on more responsibility I am confident in the future success of this company through employees and the customers we serve.” STEWART YOUNG JR. OPERATIONS MANAGER

mean to the Alpine team? “Thirty years ago through the combination of great support from

Congratulations Alpine Group

30 Years! (250) 474-5145

Victoria, BC www.skyenvironmental.ca

www.capitalcitypaving.com Victoria, BC

Thirty years of family effort brought Alpine Group to where it is today. Pictured, left to right: Stewart Young Sr. (Owner) with daughters Kylee, Kelsey (Customer Service Manager), & son, Stewart Young Jr. (Operations Manager) the customers and the strong work ethic of my employees and partners we created a foundation for the future of the Alpine Group,” says Young Sr. “Together our staff, my family and the community have made Alpine a successfully diversified company that provides many jobs in our community. Young Jr. adds: “I am fortunate to be able to work with our amazing

management team consisting of Steve Harry, Raymond McCulloch, Jim Bradley and Heather Baumann. With so many longterm employees we have a strong sense of community, something that is missing in so many corporate businesses. Finding the right people is a challenge, but those we hire become like family.” Empowering staff to make the

right decisions is a key philosophy at the Alpine Group. “Our policies allow leadership, initiative and improvements to efficiency that allows for our company to be extremely competitive in all our divisions. Our staff members go all out to serve the customer, especially if they have SEE ALPINE GROUP | PAGE 23

30 years of success is Congratulations an incredible onachievement. your 30 years ofWell success done Alpine Group!

250.478.5222 www.scansa.ca

Owner Stewart Young Sr. had a vision from an early age address waste management and environmental challenges, now carried on by his family and dedicated staff team

Congratulations to Alpine Group on celebrating 30 years of business. We are proud to be your partner.

Coast Environmental sends our very best wishes to Alpine Group as you commemorate this milestone in your history.

coastenvironmental.ca • (250) 380-1166 Victoria - Duncan - Chemainus - Nanaimo - Courtenay/Comox - Campbell River

P 250-758-5217 F 250-758-1444 2230 McCullough Road Nanaimo, BC V9S 4M8

FEBRUARY 2015

Successful diversification has added marine sales and service, transport, compost and a limousine service to the Alpine portfolio ALPINE GROUP American or multi-national comCONTINUED FROM PAGE 22

unusual requests or tight deadlines,” Young Jr. points out. “The performance of any of our divisions affects customer perception of our entire company. This is a key consideration in a diversified business.” Alpine Group’s diversification has resulted in a wide range of businesses within the company’s portfolio. “We have become leaders in diversification, operating restaurants, a limo service, ferries and a slinger service,” observes Young Jr. “Auto and marine sales and service division, vehicle sales, truck and equipment repair, and trucking and highway transport are all within our portfolio. We also provide welding fabricating services, fencing, roll off bins, storage container rentals and compost.” The Alpine Group serves commercial, industrial and residential customers throughout BC. “I want to emphasize the importance of keeping it locally based. We can remain involved in the community as local people making local decisions. Our BC interior divisions take the same approach,” says Young Jr. “Competition is something we have addressed carefully in our steps to take hold of a solid market share. When faced against these large

panies with deep pockets, our biggest advantage is having our operations based locally.” Family involvement in the company has formed a solid foundation for the business. “Since the beginning, management, staff and family has coordinated Alpine’s day to day operations as we focused on customer service. The transition can be difficult at times, and it’s a lot of work but it’s very rewarding,” says Young Sr. Young Jr. adds: “To work with my dad, mom and sister in the family business is an amazing experience. Growing up, there were business discussions every night at the dinner table. This is what provided me with the tools to manage such a diversified company.” Growing to become a group with over 25 divisions is a sure sign of success, yet recognizing its limits is also part of the Alpine strategy. “Our customers continue to ask for more, as they have grown to expect over 30 years that if they need something, Alpine can do it. We have therefore been growing at a rate of a new business per year,” says Young Jr. “However, knowing when to slow down as we did during the recession is important. We are committed to smart growth, resilience and optimizing what we have.”

A Division of Russel Metals Inc.

Smart business practices extend towards many areas. Giving back to the community is prominent as a core value at Alpine Group. “Word of mouth is a core element of our advertising strategy,” says Young Jr. “Interestingly, we get a large amount of new business as a result of people hearing about our contributions to the community through our support of local sports teams and many charitable organizations.” Young Sr. adds: “Many of our customers comment on how they remember being on a youth team sponsored by Alpine.” Customers have chosen Alpine due to the consistency of the company’s service. The Alpine mission statement is: ‘Providing

customers with a local service option with reliability and great value’. “It is important to build a recognizable company as we have. We are chosen over the competition because our promise of reliability and great value is continually experienced by our customers,” says Young Jr. “Going forward, my measure of success will be creating and managing companies I can proudly pass onto my own family in the future. I am confident in the future success of this company through our staff and the customers we serve.” Alpine Group is based at 1045 Dunford Ave in Victoria Visit Alpinegroup.ca

Call Us Now For Same Day Delivery Congratulations on 30 years of Business in Victoria, BC

• Residential & Commercial • Disposal Bins 10 - 40 Cubic Yard • Recycle Depot

250-381-2020

334 Hillside Ave.

TotalCare Inc. INJURY MANAGEMENT SERVICES

Congratulations Alpine Group on your 30 year anniversary. - From your injury management specialists Customer Care Centre Ph 1-877-743-2169 Fax 1-877-491-7974 Coverage eligibility is for workplace injuries only and is subject to the contract and premiums paid.This card is non-transferable and fraudulent use is punishable by law.

Enex Fuels is proud to support Alpine Group. Happy 30 year anniversary, and best wishes for the future. 1.866.973.3639 | www.enexfuels.ca Victoria - Nanaimo - Port Alberni - Courtenay - Campbell River

Congratulations Alpine Group on 30 years in business. We are proud to have worked with you since the beginning!

We’re ProudProud Suppliers To Alpine Group. We’re Suppliers to Congratulations on 30 years! Canadian Alberni Engineering 1950 East Wellington Road Nanaimo

250-753-1555 1-800-663-7381 nanaimosales@ajforsyth.ca

www.rollinsmachinery.ca | 1-800-665-9060 | Langley - Chilliwack - Parksville

OFF THE COVER

FEBRUARY 2015

TRU VALUE FOODS CONTINUED FROM PAGE 1

awa rd. A mong t he f i n a l ists were the likes of Hillside Mall a nd Cou nt r y Grocer, wh ich holds a considerable presence o n t h e I s l a n d . G re e n h a l g h recognizes the award wasn’t earned overnight and represents their constant efforts to support the community. At each of thei r g rocer y s tore s, T r u Va lu e h a s wh at they call ‘Spirit Boards’. On those Boards is a list of groups and organizations and, after each transaction, customers select which group from the Board they would like the store to donate back too. Tru Value’s ef for ts mea n t h at for ever y dollar spent; one per cent will be given to the community. Tru Value is well known for gathering their team together for anything from one-off ba rbecues a nd corn fests to campaigns for good causes. “Charitable organizations in the a rea a re relia nt on compa n ie s l i ke ou rs. You c a n’t take these organizations for

L to R: Brett Clarke, Phil Greenhalgh, Dawn Richards, Tina Verch, Jerry Rainer, Dean Clarke, Gary Rowe

Rita and Jo from our Cordova Bay store with the award

granted,” says Greenhalgh. A s i d e f ro m t h e i r p h i l a nt h rop y, T r u Va lu e Fo o d s i s a wel l-k now n s up p or ter of locally grown produce. Their stores are all operated under si m i l a r mottos: to promote community engagement and harbor a friendly, small-town

He also noted that as a compa ny t hey a re a lways keeping an eye out for expansion opportunities. “Whether it’s in our current format (conventional grocery stores) or i n ot her for m ats, we’re always looking to grow,” he adds.

atmosphere w ith uptow n selection. T h e re i s a u n iq u e n e s s attached to each venue as a result of their diverse locations. They have become a staple on Pender, M ay ne a nd Q u ad ra Isla nds, w it h two locat ions on Quadra Island.

Looking forward, Greenhalgh noted that Tru Value doesn’t plan on staying with the status quo. “O u r whole m a nd ate i s to k e e p t h e b u s i n e s s g row i n g and we feel that we do a lot to support the communities that we’re i n,” says Green ha lg h.

Hatley Memorial Gardens earns Torch Award from Better Business Bureau Open since 1932, the Colwood Cemetery and Cremation Center also nominated for Greater Victoria Chamber of Commerce award

Serving all of Vancouver Island

Hatley Memorial Gardens stands out by providing integrated, streamlined planning and aftercare programs to promote peace of mind and cost savings

C Email: Info@FinelineMarking.com Phone:

1 888 227 5043

Website: www.finelinemarking.com

OLWOOD – Recognition from respected business organizations is special confirmation of Hatley Memorial Gardens’ track record of excellence in end of life care. The Better Business Bureau of Vancouver Island has honoured the company with a Torch Award, while Hatley Memorial Gardens has again been nominated for an Excellence in Customer Service Award by the Greater Victoria Chamber of Commerce. The Cemetery and Cremation Centre’s 55 acres is in a picturesque woodland setting nestled between Royal Roads University and the Galloping Goose Trail.

Hatley Memorial Gardens has been a first choice as a final place of remembrance since its purchase by the Scanlon family of Arbor Memorial in 1974. “Our uniquely streamlined process integrates all end of life services and allows people to focus on remembrance, while enhanced aftercare programs assist the bereaved in handling a loss,” says Bruce Simpson, Cemetery Branch Manager for Hatley Memorial Gardens. “At Hatley, clients deal with only one family services director through every step, making the experience much less stressful. Our approach contrasts with

other service providers in our area where you see a funeral provider, then someone else for the cemetery, another person for the monument or memorial, and finally, there is likely no one else to do the follow up on estate paperwork and provide information on grief and bereavement resources.” “Having the same person provide music at graveside who helped plan the memorial arrangements, the interment or cremation, and set up our aftercare program is very personal and comforting,” Simpson explains. SEE HATLEY MEMORIAL | PAGE 30

FEBRUARY 2015

BC BUILDING MAINTENANCE MARKS 20 YEARS OF MAKING BUILDINGS LOOK THEIR BEST “I believe the key Victoria contractor’s attention to details helps it make its mark throughout Vancouver Island

ICTOR IA – K nown for attention to detail and competence in handling all project aspects, BC Building Maintenance has reached the 20 year mark. Fo u n d e r / O w n e r C h a r l e s Pakosh put h i msel f th rough school as a biology major by building houses, but even after experiencing academic success, his love for contracting led him to start a company in his favored field. “While in high school, I started out as an apprentice in a cabinetry shop. I was fascinated with how things were put together. Over the years I studied and worked within numerous trades

factor in our success as a business has been continued attention to details. It is what makes the job an art. BC Building Maintenance combines ‘old world quality with modern design’.” CHARLES PAKOSH FOUNDER/OWNER, BC BUILDING MAINTENANCE LTD.

BC Building Maintenance believes that simplicity and elegance combine to create truly outstanding results

Owner Charles Pakosh sees himself an artist, as well as contractor, combining old world style with modern function

Congratulations on your 20th year in business! Residential and Commercial Specializing in custom railings, skylights and shower doors.

www.alliedglass.ca 250-388-5108 Victoria, BC

BC Building Maintenance would like to thank our clients and partners for 20 years of support. www.bcbuilding.org

250.882.1321

as my passion for building grew,” Pakosh explains. “I believe the key factor in our success as a business has been continued attention to details. It is what makes the job an art. BC Building Maintenance combines ‘old world quality with modern design’ while doing the utmost to ensure client satisfaction.” The company has a track record of transforming existing buildings while maintaining the feeling of heritage and creating distinctive new structures. “We offer a variety of services from architectural design to custom millwork and cabinetry. Our specialty is being a contracting company that works for you; ensuring you get the best pricing without sacrificing quality,” Pakosh declares. “The Victoria area holds our main client base but we serve customers all the way up to Cortes Island. Our work is around 80% residential while commercial clients make up 20% of our projects.” Coming up in the trades gave

Congratulations Charles and BC Building Maintenance on your 20 year anniversary. Toll Free: 1-800-551-8440 E: bwalch@dominionlending.ca

Website: www.bobwalch.ca

Pa kosh a n edge by a l low i ng h i m to d evelop t he d iverse a rea s of ex p er t i se requ i red to take projects from start to finish. He now holds a Red Seal Certification. “Our ability to manage a network of trades has allowed us to take on a wider variety of projects,” he explains. “We can diversify into multiple areas while ensuring our clients are working with licensed professionals who stand behind their work. Our clients only have to make one call. We look after all the rest for them.” Having reached 20 years in business, Pakosh sees his many experiences delivering exactly what clients want as highlights. “A f ter I got ma rried to my wife Megan we started up our company in Vancouver 1994. In 2000 we relocated our family and business to Victoria and we have been growing since then,” he recalls. “W hat defines the past 20 years? Doing it right consistently and always striving to excel. The

best thing about operating for so long in one area is being able to work with clients on multiple projects over many years.” BC Building Maintenance has recently added two distinctive projects to the company portfolio. The large scale remodel for the Bourque residence featured indoor and outdoor living spaces and additions with a unique style that make the home timeless. The Velarde tri-plex and Mossop duplex transformed neglected former light housekeeping suites from the turn of the century into heritage style beauties w ith modern conveniences. “We are anticipating some interesting new assignments in 2015. Going forward, we will continue to make our client’s dreams become homes, and not just houses,” says Pakosh. “Our focus is continually on client satisfaction through quality and their involvement at all project stages.” BC Building Maintenance is at 1370 Lang Street in Victoria Visit www.bcbuilding.org

Congratulations BC Building Maintenance on your 20 year anniversary! Graham Larson, Sales Associate

FEBRUARY 2015

PLAYSTED SHEET METAL CELEBRATES FIVE DECADES OF CRAFTING SOLUTIONS â&#x20AC;&#x153;Our company strategy Respected Victoria sheet metal company makes its mark by pursuing challenging projects

ICTORIA â&#x20AC;&#x201C; Playsted Sheet Metal has welded a reputation for being up to the challenge, regardless of what is set before them. The well respected sheet metal contractor has seized a strong position in the south Vancouver Island market by embracing challenging work over the past 50 years. Under the leadership of President and Owner Chris Playsted since the mid-1980â&#x20AC;&#x2122;s, the company has become the largest contractor of its type in the area, with a specialized focus on HVAC systems. â&#x20AC;&#x153;We have become recognized specialists in commercial, industrial, institutional and high-rise residential building work.Â About 90 per cent of our business comes from ventilation contracts for these kinds of projects,â&#x20AC;? says Operations Manager Eric Ulrich. â&#x20AC;&#x153;Our remaining 10 per cent of business consists of metal fabrication work for a variety of customers ranging from custom furnace fittings to stainless steel sinks or even art projects. Basically, if you can draw it, we will figure out a way

is to pursue the more difficult projects.Â The larger scale, or more technically challenging jobs, some of which have reached over a million dollars in scope are where we can set ourselves apart from the competition. We have become recognized specialists in commercial, industrial, institutional and high-rise residential projects.â&#x20AC;? ERIC ULRICH OPERATIONS MANAGER, PLAYSTED SHEET METAL LTD.

If it looks like a challenge, Playsted is up for it! President & Owner Chris Playsted strategizes with stepson Eric Ulrich, Operations Manager to make it out of metal.â&#x20AC;? Entrepreneur Herb Playsted founded the firm in 1965, and when he passed away in 1974, responsibility for the company was transferred to his wife June, who ran it until it was purchased by son Chris Playsted. â&#x20AC;&#x153;Chris Playsted, my stepfather, is all about forward planning and embracing challenges. He recognized the impending labour shortage that would occur in the

industry and took steps to make sure we had a first class labor force,â&#x20AC;? says Ulrich. â&#x20AC;&#x153;Our company strategy is to pursue the more difficult projects.Â The larger scale, or more technically challenging jobs, some of which have reached over a million dollars in scope, are where we can set ourselves apart from the competition.â&#x20AC;? Excellent market conditions in the mid-2000 construction boom

created the opportunity for the business to solidify its place in the industry. â&#x20AC;&#x153;We were not always the largest sheet metal company. In fact, it probably wasnâ&#x20AC;&#x2122;t until the boom that we really emerged as the market leader.Â Our reputation for quality and reliability helped us to be more selective on the projects we worked on during the boom,â&#x20AC;? says Ulrich. â&#x20AC;&#x153;When the recession came along, we kept our momentum and maintained our market share through strategically tendered government projects and private sector work.â&#x20AC;? Always delivering quality and continuing to seek challenge through high profile projects has brought the company prestige and recognition. â&#x20AC;&#x153;We are working on the new Oak Bay High School. This project is especially rewarding because we were fortunate enough to get in at the design stage with Erb Technical Contracting and the Farmer Construction team. Working as a sub-trade to PML Professional Mechanical Ltd., we recently finished the ventilation work at The Promontory, which is BOSA Properties latest development and

Playsted pursues projects of increasing size and complexity, like the Petch building at UVIC

Congratulations to the Playsted family for 50 years of success, * Safety * Quality * Service and to all the employees who have contributed so much to the local construction industry

- Est 1936 -

Specializing in Commercial, Industrial and Marine Mechanical Insulation Systems

Congratulations on 50 years and best wishes for the next 50!

!ARC 7EST -ECHANICAL )NSULATION s 7INDTHROP 2D 6ICTORIA "# 6 # " 0HONE \ &AX s WWW AARC WEST COM

www.owc.ca | Victoria, BC | (250) 385-8789

FEBRUARY 2015

The Playsted team is made up of the best union sheet metal tradespeople in Victoria

Congratulations on the success of your 50th year in business and contributions to our community

578 John St, Victoria, BC 250.382.2161 | www.islandtemp.com

for safety in the construction industry and I feel like we are on the leading edge of this movement for the sheet metal trade. I believe there will be a time when COR is a requirement for bidding work. W hen that time comes, we will be ahead of our competition!” Finding the right people and subsequently generating the ultimate in employee loyalty speaks volu mes about the Playsted approach. “Most of our key employees have never worked anywhere else. I think that speaks volumes about the culture at Playsted Sheet Metal. Our turnover is exceptionally low - I haven’t seen anyone quit in the five years that I have been here,” Ulrich observes. “Word tends to get out that this is a great place to work. We treat our employees with respect and give them opportunities to

O FER S

closing their doors, I feel our business is in the best position it’s been in since the mid-2000’s. Our proven system at Playsted Sheet Metal has performed exceptionally over 50 years.” Excellence in estimation and accounting combined with innovative approaches to quality and safety certification mitigates risk while inspiring customer confidence. “From our ventilation projects to our custom sheet metal fabrication work, our team of union sheet metal workers are the best in Victoria. Our quality control and costing processes are backed by ISO 9001:2008 registration, which only several companies in the province have,” says Ulrich. “Our safety systems are suppor ted by WorksafeBC COR Certification. WorksafeBC is definitely making a strong push

now the tallest building in Victoria,” Ulrich points out. “Going back to 2012, we completed some larger projects at CFB Esquimalt that included Phase IV of the FMF Cape Breton building. This was the largest project in our company’s history with a value close to $5M. We showed the industry that we can compete on the mega projects with the large mainland contractors.” 50 years in business is a long time, giving Playsted the opportunity to refine the approaches that allowed it to become the mature and resilient company it is today. “Construction is a tough business, full of risk. Making it 50 years is a testament to the strength of our systems we have in place and the people who implement them,” says Ulrich. “In a time where we have seen many companies in the industry

succeed. As a result, people want to work here. When people really want to work for you, you have the opportunity to be selective.” Effective networking and giving back to the community are key corporate values that bring satisfaction and rewards to the Playsted Team, company strengths that Ulrich is eager to point out. “Our connection to the construction community has always been important. As the saying goes, ‘it’s not what you know, it’s who you know’,” Ulrich notes. “For many years, Chris Playsted sat on the Board of the Vancouver Island Construction Association. I now sit on the Board of Directors myself, and I am also on the Executive Committee with VICA U40 – a group of young construction professionals focused on networking and philanthropic initiatives.” Playsted Sheet Metal has sponsored a tree at the Festival of Trees on the Empress Hotel grounds for the BC Children’s Hospital over the past few years. “We focus on giving. This year, the employees have taken it upon themselves to set a goal of raising $5000 to donate to BC Children’s Hospital at this event,” says Ulrich. “To see this initiative in the employees and their families is a real source of pride for Chris Playsted. Now, he has offered to match the funds generated by the employees,

and donate the matching portion to Our Place Society, here in Victoria.” The team at Playsted is highly optimistic about the future of the construction industry in Victoria. “The construction industry in Victoria should continue to grow at a steady rate,” Ulrich declares. “By maintaining our dedication to exceptional quality and customer service, we will put ourselves in a prime position to negotiate and successfully tender projects of all sizes.” Playsted Sheet Metal is at 806 Devonshire Road in Victoria Visit www.playsted.com

First in Quality, First in Service Victoria’s Leading HVAC Representative

Congratulations Playsted Sheet Metal on 50 years! 475 Tennyson Pl. Victoria, BC

Ph: 250.475.1500

Dedication to excellence has rewarded Playsted Sheet Metal with 50 years of prosperous business. Congratulations!

Happy 50 year anniversary to Playsted Sheet Metal. Congratulations on all of your success, and best wishes for the future. www.smwia276.ca | 250-727-3458 | Victoria, BC 1-800-448-4177

TECHNOLOGY/INVENTING

FEBRUARY 2015

VICTORIA TECH FIRM TAKES ON GLOBAL SCOURGE BACKATYA Products like their motion-activated ScareCrow have long been popular as environmentally-

TECHNOLOGY ROB COOPER

ictoria tech company Contech has a long history in dealing with unwanted pests. Products like their motion-activated ScareCrow have long been popular as environmentally-friendly ways of keeping unwanted animals from yards and gardens. They also distribute industry-leading traps for insects like fruit flies, wasps and Japanese beetles. Now, as a result of their work with Simon Fraser University researchers, they have a critical role in developing traps for bedbugs. A plague on hotels and apartments worldwide, bedbugs have had a huge resurgence in recent years. They have been an almost “unsolvable” problem as they are extremely difficult to eradicate

friendly ways of keeping unwanted animals from yards and gardens

and there is no effective way to prevent their return. The problem has become so significant that there is even a bedbugregistry.com website which tracks tens of thousands of reports on the bedbug status at hotels and apartments in the US and Canada.

To tackle this problem, Contech successfully accessed a Natural Science and Engineering Research Council of Canada industry grant and teamed up with Simon Fraser University researcher. These researchers then spent years of work identifying a pheromone which successfully attracts bedbugs. In developing a trap to work along with the brand new attractant pheromone, Contech is expecting to have a product available later this year for commercial distribution. S F U a n d C o n te c h wo rk e d through series of successful trials in bedbug-ridden apartments in Vancouver in December and published their research in leading chemistry journal Angewandte Chemie. Contech is a member of the VIATeC 25 as one of the top 25 tech companies in Victoria and are located in James Bay by Fisherman’s Wharf. Contech’s future is looking very bright with their involvement in this significant innovation. Rob is a Director at VIATeC and founder of PlusROI Online Marketing, a strategic web marketing firm. He can be reached at Rob@PlusROI.com.

INVENTING ANNE FLANAGAN

any athletes need to spend hours improving their throwing and catching. This can be done in practices or may be done alone, as long as there is a suitable surface to throw against. A substantial number of training devices have been devised that return a sports ball to the user when propelled against the device. A number of these devices utilize a variety of nets or elastic membranes. These tend to stretch and wear out over time. This means that there is a lack of consistency in the return of the ball. Obviously as the weight of the ball increases, the striking force also increases (remember Newton’s second law…..force equals mass times acceleration!). Jade McGee is passionate about lacrosse. The most efficient way

Showcase your tech expertise here Full colour ad plus quarterly half page article with photo

to improve is to practice against a ball rebounder. That is where the “Backatya” rebounder comes in. An athlete can throw the ball with consistent force and direction at any location on the rebounder’s rigid surface and have it returned with a repeatable trajectory, force and speed. As the surface is rigid, neither the placement nor the age of the surface will impact on the performance. The rebounder has preset adjustments for adjusting the angle of the rigid surface so that the athlete can practice hitting at a number of different heights and angles. Of course, the coach will want to have a number of these rebounders at practices, so Jade has made them to collapse into a unit that locks and has a carrying handle – much like a thin suitcase. The coach and the athlete will also want to have feedback, so the rebounder is designed to provide visual and auditory feedback and has a timer, a counter and a force meter. Jade is presently working out the bugs so that he can pass manufacturing on to a company that can mass produce the rebounder. He has a wide ranging market that includes Canada, the US and Europe. Anne Flanagan is the principal at Alliance Patents. She can be reached at anne.flanagan@alliancepatents.com

We just do IT.

CONTACT:

THOM KLOS 250.661.2297 1.866.758.2684 ext. 244 thom@businessexaminer.ca

Victoria

technologyguys.ca 250.999.8448

FEBRUARY 2015

NEW CHAMBER PRESIDENT PLANS FOR THE FUTURE “A strategic plan is only valuable if it provides a road map explaining the specific actions that will be taken to reach the

SOOKE

company’s goals.”

“If you come to a fork in the road, take it.” Yogi Berra

s the new President of the Sooke Region Chamber of Commerce, I cannot say enough about the excellent work of my predecessors. Our current success is a testament to their vision and hard work. At the same time, I recognize that success can be very fleeting if plans are not in place to keep the momentum going. To keep ou r orga n ization moving in the right direction, the Boa rd of Di rectors a nd I a re answering these three fundamental questions: 1. W h at i s ou r orga n i zation’s present situation? 2. Where does the organization need to go from here? 3. How are we going to get there? W it hout a n swers to t hese seemingly simple questions, we will be like the driver that embarks on a long road trip without a map or knowing where she is headed. Without answers to these questions, we will have no strategy for achieving our goals. When we come to a fork in the road, we may not know which path to take. In well-run businesses, these quest ion s a re posed du r i ng regular strategy sessions and the a nswers a re recorded i n strategic planning documents. A strategic plan explains areas where the business excels and highlight areas of weakness. It lays out the company’s decisions and expectations regarding new markets and new customers. However, a strategic plan is only valuable if it provides a road map explaining the specific actions that will be taken to reach the company’s goals. Too often, strategic plans are overly general, don’t set timelines for achieving milestones and offer no guidance when i mporta nt decisions need to be made. These types of methods don’t help move an organization forward. Of course, there is no point in following a plan that fails to get you closer to your goals. So how do you know if your plan is working? A good one should result in better company performance through improved f i n a nci a l s t ren g t h , m a rket

sta nd i ng a nd reputat ion. I f your plan isn’t improving any of these metrics, then it is time to take another look at those three fundamental questions. To ensure your strategy continues to work for you, review it and your assumptions regularly. Update the areas that have been a ffected by cha nges i n your competitive environment or your unique circumstances. Lastly, ask the people you trust and whose opinions you value to review everything you have done. T heir perspective will often be very d ifferent than yours and they will see things that you never will. Strategic plans are an important aspect of any successful organization and we realize that at the Sooke Region Chamber of Commerce. We are working hard right now to update ours so that when we do come to a fork in the road, we won’t have to rely on Yogi Berra’s advice to know which way to turn. Photo Credit: Jack Most, The Most In Photography Sean Dyble is the President of the Sooke Region Chamber of Commerce and the owner of 120 West Management Consulting.

STUDIO 4 ATHLETICS TOP SPOT FOR FITNESS Fitness facility brings home the awards

tudio 4 Athletics in Victoria has achieved something remarkable: it was recently honored with a Torch award by the Better Business Bureau in the health and fitness category and, at the same time, was recognized with a Best of the City award. Kevin Brett, who owns the facility with Darcy Dommett noted it was the first time in the 20-year history of the Best of the City awards, that the honor went to a private gym. It is not just one attribute that garnered Studio 4 Athletics such outstanding praise, but a variety. Studio 4 is local and the owners are on-site almost every day. Head office is not in another city or province, it is right in the building. Clients are neighbors, Brett said, and are treated as such. Studio 4 Athletics also occupies an exceptional space. “It’s a beautiful heritage building that we lovingly restored,” Brett said. “Most gyms have that boxy, fluorescent-lighting look, and what most people comment on when they walk in here is the atmosphere. But the other part of it is the approach we take.” He said that the partners learned from the missteps of other gyms. Rather than lock people into long-term contracts, at Studio 4 Athletics members can cancel at any time. “That means we have to do a good job with everyone every day,” Brett said. “We want you here; we want you coming and we want you getting results.” He added that ‘working in’ is as or more important than working out. Staff are encouraged to take their time with clients, to discover how they are feeling so that they can determine their needs. “We try to approach people’s mental and emotional well-being,” Brett said.

Congratulations From All Of Us! Tel # 778-410-2522 Innovation Dedicated to your Brand www.freemanav-ca.com

Owner Kevin Brett (left), manager Emily Young, and owner Darcy Dommett at Studio 4’s annual Charity Boxing Gala

“We want you here; we want you coming and we want you getting results.” KEVIN BRETT CO-OWNER, STUDIO 4 ATHLETICS

At the same time, Studio 4 offers 150 classes a month as well as full gym equipment for only $54. That combined with a happy staff that takes pleasure and

pride in their work is a winning combination. Studio 4 Athletics is at 715 Yates Street in Victoria. www.studio4athletics.com

Mechanical Inc.

info@cornerstonemechanical.ca

FEBRUARY 2015

New Canada Apprentice Loan program introduced to encourage training in trades

anadians wanting to fill the multitude of trades jobs expected in the near future received a helping hand from the federal government in January. Prime Minister Stephen Harper u nvei led the Ca nada Apprentice Loan while on a visit to B.C. The initiative will help those already apprenticing to complete thei r tra i n i ng a nd encourage more Canadians to pursue a career in the skilled trades, allowing participants to take advantage of the many job opportunities across the country. “A p p re n t i c e s h i p s pl a y a n i mp or ta nt role i n Ca n ad a’s

p o s t-s e c o n d a r y e d u c a t i o n system and are a key provider of the vital skills and knowledge necessary to power and grow the Canadian economy,” t he P r i me M i n i s ter H a r p er stated. “The Canada Apprentice Loan initiative will allow young people from across the country to access jobs in the skilled trades that are in-demand in different sectors and regions – from shipbuilding in the East, to mining in the North, to oil and gas projects in the West. The Canada Apprentice Loan, which was introduced in Economic Action Plan 2014, will prov ide apprent ices i n R ed

Seal trades across Canada with access to interest-free loans. These loans will help apprentices add ress the costs they encou nter du r i ng tech n ica l training, including educational fees, tools and equipment, liv ing ex penses and forgone wages. It w i l l b e m a n a ge d by t he Ca nada Student L oa ns P rogram, within Employment and Social Development Canada. Apprentices registered in a Red Seal trade apprenticeship will be able to apply for loans of up to $4,000 per period of technical training. The loans are interest-free until after loan recipients complete or leave

their apprenticeship training program, up to a maximum of six years. The Canada Apprentice Loan is one of many initiatives that t he federa l gover n ment has undertaken to encourage apprenticeships and career training. Other significant efforts include apprenticeship grants, Employment Insurance benefits for apprentices taking technical training, tax credits and deductions for employers and apprentices. It is estimated that at least 2 6,0 0 0 a p p re n t i c e s a y e a r w i l l benef it f rom over $100 million in Canada Apprentice Loans. According to Statistics Canada, almost 360,000 people are enrolled every year in over 400 apprenticeship and skilled trades programs. However, only half of apprentices are completing their programs, (in part, because of the financial demands incurred during their technical

training.) Red Sea l trades i nclude 57 skilled trades, such as bakers, bricklayers, carpenters, electricians, gasfitters, heavy equipment operators, ironworkers, machinists, painters, plumbers, sheet metal workers, and truck mechanics, to name a few. The Conference Board of Canada predicts that Canada will need one m i l l ion add itiona l skilled workers by 2020. “I’m ple a sed to a n nou nce that the Ca nada Apprentice L oa n i n itiative is now open for business and accepting applications,” states the Prime Minister. “We encourage Canadians to use these loans, learn a trade, gain hands-on experience, a nd ta ke adva ntage of the largest and longest federal infrastructure investment in our nation’s history.” Those interested in applying for the Canada Apprentice Loan can visit Canada.ca/apprentice.

HATLEY MEMORIAL

packages offer 10% off pre-need arrangements, 5% off at-need arrangements and access to our information without obligation planning guides.” Simpson took over the cemetery branch in August 2011. “My staff and I are proud to have transformed and restored the Hatley property. When I took over, the grass was brown and there were no flowers. Property staff worked very hard to create that WOW factor and this year people have said the grounds look the best they ever have,” notes Simpson. “The cemetery celebrates diversity with several distinct sections, including Jewish, Baha’i, Catholic, Asian and Masonic, while a new Greek Orthodox section and Green section are currently under construction.” Hatley is part of Arbor Memorial, Canada’s largest cemetery and funeral services provider. Arbor Memorial is owned by the Scanlon Family of Ontario, who operate 41 locally managed cemeteries and 82 funeral homes across the country, including the 4 Sands Funeral Chapels on Vancouver Island. “As part of Arbor, we sell funeral, cremation and cemetery packages, but we work with any funeral home on Vancouver Island to help families complete all their end of life arrangements. As we go forward, we will keep providing the best of memorial services to bring the greatest comfort possible,” says Simpson. “Arriving home at the end of each day knowing my team and I have helped people is what matters most to us at Hatley Memorial Gardens. We will continue to succeed by focusing first on making that difference.” The Hatley Memorial Gardens is at 2050 Sooke Road in Victoria Visit www.hatleymemorial.ca

CONTINUED FROM PAGE 24

“Our open door policy means people are welcome to speak with our councillors who will help organize unique celebrations of life or remembrance events…we supply music and satin hearts that families can leave with their loved one. We try to make the event as special as possible,” Simpson explains.” The Better Business Bureau Torch Award was given to Hatley Memorial Gardens to recognize a commitment to honest and ethical business practices as well as consumer service excellence. “Here at Hatley, it isn’t about making a sale or commission, it is about helping people through the most difficult time in their life…when they have just lost a loved one, and providing exactly what they and those being remembered would wish,” says Simpson. “We have received numerous letters saying how great a difference our care on the practical side and provision of bereavement resources has made. That feedback means a lot to us.” Committed to making a difference in the business world, Hatley is part of an employee memorial service benefits program known as the Arbor Alliance Program. “Memorial services benefits for employees provide peace of mind to employees or members at no additional cost to the company or organization…it’s an addition to their existing benefit package. There are over 87 things that must be handled when someone reaches the end of their life,” Simpson explains. “The Arbor Alliance program greatly benefits companies by reducing stress in employees and even requests for time off associated with bereavement. The

FEBRUARY 2015

COURTSIDE SPORTS IS NUMBER ONE “Our standards of quality No other business in Canada has created more expert stringers

ICTOR I A - T h is yea r, Courtside Sports Ltd. in Victoria celebrates 25 years in business. As co-owner Albrecht Klieber said, “Growth has been steady with only two years of minor setbacks.” Courtside Sports has been internationally recognized as maintaining the highest professional standards for racquet specialty stores in North America. The retail store and website deal in almost all court sports including tennis, squash, badminton, racquetball, table tennis, pickleball and volleyball and sell all the equipment required including racquets, shoes, clothing, bags and accessories. Klieber’s wife, partner and cofounder, Rose Del Rosario estimates that the store’s website lists 4,400 individual items. Klieber and Del Rosario founded the business in 1990, two years after Klieber moved to Canada from Germany, where he had been playing competitive tennis and stringing racquets expertly for years. They met in Australia and moved to Victoria where Klieber quickly became a big part of the local tennis community. Working as a pro at the SMUS Racquet Club, Klieber held on to the dream of starting his own retail business. “I always wanted to be in retail,” he said. “I was 16 years old when I had my first racquet business, stringing and selling racquets out of my home. I come from a business family, so this was always what I wanted to do.” Klieber and Del Rosario started small, with a tiny shop out of his office at the racquet club and, with the manager’s encouragement, eventually moved into a purpose-built space for the shop, which allowed Klieber and Rosario to deal with the public beyond

are the highest. When you come to the store you can expect the most technical expertise of any store in the area.” ALBRECHT KLIEBER CO-OWNER, COURTSIDE SPORTS LTD.

the membership of the club. In 1991 the University of Victoria purchased the building and the couple had to look for another space, which they found on Quadra Street. They signed a five-year lease and found a great deal of success as word about the store got around. In 1996, they felt it was time to buy their own building, which they did on Hillside Avenue in 1997 and they have been there ever since. “Ever since then, we’ve been experiencing steady growth,” Klieber said. Del Rosario noted that since going live with its website about eight years ago, the store has also attracted a considerable international clientele, with customers from as far away as Asia, Australia and Europe. A nd although it is certain ly known for its tremendous variety of retail products, locally the store is perhaps best known for its stringing. Cou r tside Spor ts’ racquet technicians have extensive racquet stringing and service experience totaling over 30 years. All racquet stringers are United States Racquet Stringers Association (USRSA) Certified Master Racquet Technicians (MRT) or in apprenticeship for achieving this high level of racquet service excellence. No other business in Canada has put more stringers through the exhaustive USRSA Master Racquet Technician exam

since the program’s induction in the early nineties. “We pride ourselves on being the top racquet store in the province,” Klieber said, noting that he was one of the first certified technicians in Canada in 1990 and is currently the Certification Tester for technicians in Western Canada. Courtside Sports employs six MRTs, the highest number of any store in Canada. “Our standards of quality are the highest,” Klieber said. “When you come to the store you can expect the most technical expertise The staff at Courtside Sports: Dave, Gavin, Chris, Jeff, Matt and of any store in the area.” Because Will (missing: Nick) – they really know their court sports of its high level of expertise and incomparable service, the same customers have been coming to the store for years – some from the day it opened in 1990. “Our number one thing is service,” Klieber said. “We take that seriously. We have computerized record keeping of racquet stringing that goes back to 1991.” Klieber also noted that every staff member is carefully chosen. They have excellent knowledge of racquet sports and have a real passion for them. In addition, pricing, whether in-store or on-line is highly competitive. Klieber expects the business to continue to have steady growth into the future. Talking about the success of the business, he said that he could not have done it without Del Rosario. “We are a true team,” he said. “And we have long term staff members including Dave Vinkle, Chris Maragozis and Matt Bennett who have been with us for many years. We could not have done this without them. They have an incredible work ethic and loyalty.” Del Rosario added that the busiFabio FOGNINI Fabio FOGNINI Fabio FOGNINI (ITA) (ITA) (ITA) ness has always been a pleasure. “It’s great to see customers come into the store. They want to be here and they’re happy to make @BABOLAT FB.COM/BABOLAT @BABOLAT this one of their stops in FB.COM/BABOLAT town. Giving great service to our customers is something that makes the whole team happy.” Courtside Sports Ltd. is at 1136 Hillside Avenue in Victoria. www.courtsidesports.com FB.COM/BABOLAT

@BABOLAT

BABOLAT - OFFICIAL TENNIS RACKETS, SHOES*, BAGS AND ACCESSORIES OF THE CHAMPIONSHIPS, WIMBLEDON

BABOLAT - OFFICIAL TENNIS RACKETS, BABOLAT SHOES*, - OFFICIAL TENNIS RACKETS, SHOES*, BAGS AND ACCESSORIES OF THE CHAMPIONSHIPS, BAGS AND ACCESSORIES WIMBLEDON OF THE CHAMPIONSHIPS, WIMBLEDON

BABOLAT - OFFICIAL RACKETS, STRINGS, BALLS, BAGS AND ACCESSORIES OF THE FRENCH OPEN ROLAND-GARROS

BABOLAT - OFFICIAL RACKETS, STRINGS, BABOLAT BALLS,- OFFICIAL RACKETS, STRINGS, BALLS, BAGS AND ACCESSORIES OF THE FRENCH BAGSOPEN AND ROLAND-GARROS ACCESSORIES OF THE FRENCH OPEN ROLAND-GARROS

Congratulations Courtside Sports! Congratulations on your success!

Small business bookkeeping: accounting, tax and payroll 4011 Quadra Street Unit 5 | 2220 Sooke Road Unit 111 | 2531 Government Street

250.744.3854 | www.countbeans.com

OFF THE COVER

FEBRUARY 2015

VIKING AIR CONTINUED FROM PAGE 1

RBC Royal Bank and Hayes Stewar t Lit t le Char tered Accountants were the Gold Sponsors of the event. Incorporated in 1970, Viking Air Limited has grown into a world class aerospace company, operating from a 150,000 square foot corporate headquarters at Victoria International Airport, and a secondary 85,000 square foot aircraft assembly facility in Calgary. Other category winners were: Agriculture Company of the Year: Daldas Farms Ltd. of Black Creek. Automotive Company of the Yea r: B a i ley We s t er n S t a r Trucks Inc. of Campbell River. Construction/Development Compa ny of t he Yea r (T ie): Allterra Construction Ltd. of Victoria and Alair Homes of Nanaimo. Entrepreneur of the Year: Atomique Productions Ltd. of Victoria. Forestry/Wood Products Company of the Year: Coastland Wood Industries of Nanaimo. Green Company of the Year: Fort Realty Ltd. of Victoria. Health Company of the Year: Island Optimal Health and Performance of Nanaimo. Hospitality/Tourism Company of the Year: Nimmo Bay Wilderness Resort of Port McNeill. Ocean Products Company of the Year, sponsored by Grieg

Cascadia Liquor Store, which operates five stores throughout Vancouver Island, was named Retail Company of the Year. BE Awards MC Astrid Braunschmidt is at right

Dan Little, right, of Hayes Stewart Little Chartered Accountants, presented the Manufacturer of the Year award to Viking Air Ltd. of Sidney

Seafood: Taste of BC Aquafarms Inc. of Nanaimo. Professional Company of the Year: Johnston, Johnston and Associates Ltd. of Nanaimo. Real Estate Company of the Year: Chard Development of Victoria. Retail Company of the Year: Cascadia Liquor of Victoria. Technology Company of the Year: PBX Engineering Ltd. of Victoria. Trades Company of the Year: R o c -T e c h C o n t r a c t i n g o f Nanaimo. Business of the Year Real Estate Webmasters is the world’s largest vendor of custom and semi-custom

producing a wide variety of craft beer, primarily in the Victoria area, but also throughout B.C. Allterra Construction of Victoria tied with Alair Homes of Nanaimo for Construction/Development Company of the Year. Allterra Construction is a heavy civil construction company owned by Gary Isacson, Todd Mizuik and Raymond Lam that earned their first contract in June, 2011. Three years later, they have over 40 full time employees and a full fleet of heavy construction equipment. Fort Realty Ltd. of Victoria won the Green Company of the Year. Fort Realty is a third generation family owned and operated

websites serving the real estate industry in North America. They offer end to end solutions for realtors, brokers and enterprises in regards to real estate technology and marketing. They have 170 employees in their newly renovated downtown Nanaimo offices. Owner Morgan Carey appeared on the CBC’s Dragon’s Den and earned the show hosts’ interest and offer of an investment of over $2 million into the company – and he decided against receiving it. Small Business of the Year Hoyne Brewing Company of Victoria is a small craft brewery focused on quality and integrity that has been in business for over three years,

business founded in 1953 that is deeply committed to creating a healthy and vibrant downtown. They are committed to building high quality, sustainable and beautiful buildings that will perform over 50 years or longer. Chard Development of Victoria won the Real Estate Company of the Year. Celebrating its 20th year in business, Chard Development Ltd. is a full-service boutique real estate development firm. The company’s varied experience and knowledge has been called upon for a wide range of development management, investment and consulting projects since it was founded in 1994.

LOOK FOR BE AWARDS WRAP UP IN NEXT ISSUE

Construction Begins On New Intermediate Class LNG Ferry Steel cutting ceremony held at shipyard in Poland

C Ferries announced that the first steel cut for the first of three new interme d i ate cl a ss fer r ie s ( IC F) took place at the Remontowa Shipbuilding S.A. shipyard in Gdansk, Poland last week. T he event m a rk s t he construction start of the next new vessel in BC Ferries’ fleet and was recognized at a small ceremony with representatives in attendance from BC Ferries and Remontowa. Following an extensive competitive bid process, BC Ferries awarded the $165 million contract in July of 2014 to Remontowa Shipbuilding S.A. to build three new vessels. These new vessels will be the first in BC Ferries’ fleet to operate as dual-fuel, capable of using Liquefied Natural Gas (LNG) or diesel fuel for propulsion and power generation. The first ICF is scheduled to arrive in August 2016.

“It was an exciting day for BC Ferries as we officially commenced the physical construction of the first ICF, which will replace the 50-year old Queen of Bu rnaby on the Comox – Powell River route,” said Mark Wilson, Vice President, Engineering. “We look forward to welcoming these new LNG ferries to our fleet, to help reduce both upward pressure on fa res a nd ou r i mpact on the environment.” The second ICF is scheduled to arrive in October 2016 and will replace the 51-year old Queen of Nanaimo, sailing on the Tsawwassen – Southern Gulf Islands route. The third ICF will arrive in February 2017 and will be used to augment peak and shoulder season service on the Southern Gulf Islands route, and provide refit relief around the fleet. Under contract to the Province of British Columbia, BC Ferries is the service provider responsible for the delivery of safe, efficient and dependable ferry service along coastal British Columbia.

HOPES FOR AFFORDABLE HOUSING Private sector developments in Sidney and Central Saanich are expected to chip away at the housing shortage,

SAANICH PENINSULA IAN BROWN

usiness partnerships are often essential to attaining substantive goals and that is certainly the case with respect to the challenge of developing affordable housing for those who work on the Saanich Peninsula. With a robust manufacturing sector almost half of the manufacturing output of south Vancouver Island comes from the Peninsula – and strong growth in the transportation and service sectors in an area of traditionally high real estate prices, more and more employers are finding it difficult to attract the workers they need. Private sector developments in Sidney and Central Saanich are expected to chip away at the housing shortage the problem is that very little of what

problem is, little of what is planned is expected to meet the definition of ‘affordable’ is planned is expected to meet the definition of ‘affordable’. Well over a year ago Saanich-Gulf Island MP Elizabeth May – supported by John Treleavan a nd Ian Brown of the Saanich Peninsula Chamber of Commerce – spearheaded the formation of a Housing Roundtable. That initiative brought together stakeholders from the three Peninsula municipalities, business and development professionals, Victoria Real Estate Board, CRD Housing Secretariat and others to review to explore options to increase the supply of ‘affordable’ market housing. MLA Gary Holman is leading a separate initiative looking into ‘social’ housing.

Earlier this year the group hired affordable housing consultant Tim Wake to help facilitate the discussions and explain approaches that have been successful in delivering affordable solutions in other communities. One of the standout recommendations is the formation of a Peninsula Housing Partnership that would serve as the focus for ongoing initiatives to address the shortage of affordable housing on the Peninsula. This partnership is expected to include all of those individuals and groups participating in the housing roundtable - as well as public representatives - to explore creative solutions to this problem. This would be a considerable challenge even in times when initiatives like this could look to municipalities or other levels of government for funding, so with no such expectation, the task will be even more difficult. But as we look at the ‘Partnership’ and speculate on what it will accomplish I can’t help recalling the words of Margaret Mead as she reminded us, that “A small group of thoughtful people could change the world. Indeed, it’s the only thing that ever has.” Ian Brown is President of Saanich Peninsula Chamber of Commerce.

GREEN/SALES

FEBRUARY 2015

FATAL ERRORS AND RESULTS Managing everyone the same way will result in frustration, lack of clarity, and missed opportunities

SALES JOHN GLENNON

for growth in the ability to sell

uccessful sales managers are leaders. Knowing how to inspire, motivate, coach and hold sales people accountable for their behaviors is the foundation for improving sales. Skill sets for success as a sales manager are not the same as skill sets for successful sales people. In some cases it’s not surprising that unskilled sales managers with no training can commit many fatal errors without recognizing why sales fail to increase. Here are thirteen for your consideration. #1 Refuse to accept personal accountability for the behaviors and production of your sales force. Spending time blaming the sales people, the market, the economy, the product or the company will never increase sales. Accepting these excuses from sales people does them a disservice, as well.

#2 Neglect to develop the sales people you manage. The top job of the sales manager is not to sell. It isn’t even to “get sales up.” It is to develop the sales people on the team. The problem with promoting the best producing sales person to the sales management position is that he may think sales would go up if everyone sold the way he did when he was the top producer. It is rarely so. #3 Focusi ng on the resu lts rather than the behavior, attitudes and beliefs. Results are clea r to ever yone. K now i ng what behaviors, attitudes and beliefs enable sellers to sell is the first step. The second step is to know how to change the things that get in the way. #4 Don’t use all the data you can get. Evaluate you r sales people. It just doesn’t ma ke sense to stay in the dark when highly accurate, dependable assessment tools will tell you precisely how and why your sales people sell or don’t. # 5 M a n a ge a l l y o u r s a l e s people the same way. Managing everyone the same way will result in frustration, lack of clarity, and missed opportunities for growth in the ability to sell. #6 Forget the importance of profit. Sales volume is not the

indicator of success. Dropping the price may get the sale, but it leads to leaner margins, lack of confidence and a poorly performing sales force. #7 Focus on t he problems rather than the objective. Know your target market and limit your presentations to qualified prospects. Learn as much as you can about the prospects in your target market. #8 Being a buddy rather than a coach. Your sales force wants to get better. If they don’t, see #11. Sales people need a mentor, a coach, to spur them to leave their comfort zone to find new success. #9 Don’t set standards and never rank your sales people by anything other than revenue. Without clear expectations, w ithout the awa reness that there are varieties of ways to succeed, and without the knowledge of where they stand, sales people flounder into isolation and alienation. #10 Never train your sales people. T h i n k i ng you k now everything the sales team needs to know about sales limits them to your experience. Without conti nua l refi nement i n the rapidly changing marketplace, you can find yourself unprepared to meet unexpected challenges.

#11 Condone incompetence. Sales people can actually believe their lack of competent performance is acceptable when there are no consequences for poor performance. What are you doing to implement an accountability process? #12 Recognize only the top revenue producers a nd then only once a year at bonus time. Failure to see the team as the reason for sales success leads to isolation, lack of camaraderie. Recognition of everyone’s efforts strengthens the team and leads to greater initiative. #13 Always see conditions instead of obstacles. Seeing a down market (or anything that gets in the way of business) as an unchangeable condition leads to excuse-making. Accepting excuses de-motivates the sales force. Copyright 2014 Sandler Training and Insight Sales Consulting Inc. All rights reserved. John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at jglennon@sandler. com, toll free at 1-866-645-2047 or visit www.glennon.sandler. com

TOP 10 WAYS TO GREEN YOUR OFFICE AND SAVE MONEY Every sector needs a leader in sustainability— someone who is breaking the mould and proving that going green can be good for business

GOING GREEN GREG SOROCHAN

eople often assume that a green office will be more expensive to run. In reality, there can be significant cost savings involved. Using principles of operating a smart, efficient, and cost effective office, you can also reduce your environmental footprint. Some of the fringe benefits include boosting employee morale and marketing to values-based consumers. Every sector needs a leader in sustainability—someone who is breaking the mould and proving that going green can be good for business. Here are a few actions that leading business are implementing: 1. Conserve Energy at Workstations— Turn off computers and monitors at night and when not in use. Sleep settings and

timed power bars can automate this. Savings can be $30-$50 per desk annually. 2. Switch to Digital File Storage— Chose a cloud based file storage system such Dropbox or Sharepoint. This can save space, allowing more room for meeting spaces or desks, and reduce your printing and labour costs associated with paper filing systems. 3. Get Over Bottled Water— Pledge to avoid bottled water at the office and opt for a filter if your water quality is low. Bottled water is expensive-- $1+ per litre, vs less than 1 cent per litre for tap water—and this expense adds up. We have great water in the CRD—let’s avoid the carbon footprint and plastic that comes with bottled water. 4. Reduce Energy Use from Heating and Cooling— Cost and carbon savings here can be substantial. Small changes such as insulating bare copper pipes and turning heat down can help, and if your system is old, consider upgrading to a new, efficient system for up to 50% carbon and operating cost reduction. 5. Think Before Buying New— Buying used or refurbished goods supports the local economy and keeps furniture out of the landfill. It can also reduce your furniture costs by 50% or more. Millions of trees are harvested every year to make new desks,

chairs, and tables. If you do buy new, opt for high quality, durable and repairable products. 6. Telecommute— Where appropriate, telecommute technologies can save your company time, money and will reduce your carbon footprint. In BC, travel is the main contributor to our greenhouse gas emissions. Allow employees to work from home on certain says, or use teleconference technologies for meetings—even within the region—to see savings. 7. Convert to LED Lighting— LED’s produce a high quality light for a fraction of the energy. These bulbs also have a longer lifespan meaning less time for replacements. This makes these bulbs a great investment that typically pays back within a year or two. Rebates are available from BC Hydro for lighting retrofit projects. 8. Print Double-Sided— It’s amazing how much paper in office recycl i ng bi ns is si ngle-sided, even today. This is an easy change that you can make today. Set all printers to default double sided printing and inform all staff that this is new policy. Watch your paper consumption cut in half. With some of those savings—invest in 100% post-consumer recycled paper to further reduce your environmental impact.

9. Rethink Business Travel— We all want to make that first faceto-face meeting with a client, but many interactions thereafter can happen through conference call technologies. Your employees will save time and your company will save money. You can see big reductions in your carbon footprint, too. 10. Complete a Waste Audit -Cost for product waste often fly under the radar. By completing a waste audit, either in house or by your waste hauler, you can determine how much product is wasted, and how you can improve your recycling system. Reducing waste means reducing pick-ups from haulers, which can add up to hundreds or thousands of dollars in annual savings To learn more concrete tips on how to green your office visit www.vigbc.ca References: Loca l authors, Jill Doucette and Lee Johnson, “Greening Your Office” Book, with examples from businesses including Stephen Whipp Financial, Metrics Chartered Accounting and Farley Martin Notaries Public. Craig Sorochan is the Program Manager of the Vancouver Island Green Business Certification Program. He can be reached at craig@vigbc.ca

WHO IS SUING WHOM

34 WHO IS SUING WHOM The contents of Who’s Suing Whom is provided by a third-party resource and is accurate according to public court documents. Some of these cases may have been resolved by publication date. DEFENDANT A Vega Contracting 623 Belyea Cres, Qualicum Beach, BC PLAINTIFF Slegg Construction Materials Ltd CLAIM $ 51,071 DEFENDANT A Vega Contracting 623 Belyea Cres, Qualicum Beach, BC PLAINTIFF Andrew Sheret Ltd CLAIM $ 34,080 DEFENDANT Alan Jones Construction Ltd 202-1007 Fort St, Victoria, BC PLAINTIFF Sky High Roofing Ltd CLAIM $6,264 DEFENDANT All Canadian Construction Ltd 129-883 Van Isle Way, Victoria, BC PLAINTIFF Yellow Pages Group Corp CLAIM $6,738 DEFENDANT

Blue Bridge Repertory Theatre 3-600 Fan Tan Alley, Victoria, BC PLAINTIFF Christie Lites Sales Ltd CLAIM $14,483 DEFENDANT Discovery Marine Safaris Ltd 101-990 Cedar St, Campbell River, BC PLAINTIFF Daigle Holdings Ltd CLAIM $81,409 DEFENDANT Double T Developments 3908 South Island Hwy, Royston, BC PLAINTIFF Coastal Pacific Insulation Ltd CLAIM $5,839

Triumph Electrical Consulting Engineering Ltd CLAIM $25,116 DEFENDANT Image Pro Exterior Contracting 1032 Nakini Pl, Brentwood Bay, BC PLAINTIFF 650866 BC Ltd CLAIM $17,395 DEFENDANT Image Pro Exterior Contracting Co 1032 Nakini Pl, Brentwood Bay, BC PLAINTIFF DEFENDANT Slegg Construction Materials Ltd CLAIM $139,907

DEFENDANT First Shot Contracting 4681 Bates Rd, Nanaimo, BC PLAINTIFF Roofmart Pacific Ltd CLAIM $9,997

DEFENDANT KLP Construction Ltd 200-1260 Shoppers Row, Campbell River, BC PLAINTIFF Pioneer Hardware Ltd CLAIM $11,636

DEFENDANT Glenlyon Norfolk School 801 Bank St, Victoria, BC PLAINTIFF Optinet Systems Inc CLAIM $25,176

DEFENDANT Misty Lake Contracting Inc 6435 Cypress Blvd, Port Alberni, BC PLAINTIFF Parkland Industries Ltd CLAIM $44,583

DEFENDANT Goldstream Projects Ltd 202-1006 Fort St, Victoria, BC PLAINTIFF

DEFENDANT MYBC Mortgage Ltd 1779 Comox Ave, Comox, BC PLAINTIFF

FEBRUARY 2015

Coastal Community Credit Union CLAIM $15,221

CLAIM $10,777 DEFENDANT Studio Kitchens & Design Ltd 6200 McGirr Rd, Nanaimo, BC PLAINTIFF Business Development Bank of Canada CLAIM $137,398

DEFENDANT Pacific Playgrounds Limited Partnership 9082 Clarkson Ave, Black Creek, BC PLAINTIFF WC Home Theatres Ltd CLAIM $5,668 DEFENDANT Phoenix FTA Holdings Inc 6200 McGirr Rd, Nanaimo, BC PLAINTIFF Business Development Bank of Canada CLAIM $137,398 DEFENDANT PI Granite Fabricators Ltd 6200 McGirr Rd, Nanaimo, BC PLAINTIFF Business Development Bank of Canada CLAIM $137,398 DEFENDANT Puerto Vallarta Amigos Authentic Mexican Food 1010 Arcadia St, Victoria, BC PLAINTIFF Comm Tran Mechanics 2007 Ltd CLAIM $22,128

DEFENDANT Top Quality Flooring Ltd 104-9717 3rd St, Sidney, BC PLAINTIFF Business Development Bank of Canada CLAIM $16,364 DEFENDANT Top Quality Group Holdings Limited 104-9717 3rd St, Sidney, BC PLAINTIFF Fisgard Capital Corporation CLAIM $1,345,280 DEFENDANT Top Quality Painters Ltd 104-9717 3rd St, Sidney, BC PLAINTIFF Business Development Bank of Canada CLAIM $65,457 DEFENDANT Top Quality Painters Ltd 104-9717 3rd St, Sidney, BC PLAINTIFF Fisgard Capital Corporation CLAIM $1,345,280

DEFENDANT Queens Cove Ventures Ltd 921h Canada Ave, Duncan, BC PLAINTIFF Contract Equipment Company Ltd

t n em

t s nve

i e te h

c i w T ACREAGES STARTING AT $239,000 LOT 12

CAN I BUILD TWO HOMES ON MY PROPERTY? HOW DO I STRATA EACH OF MY HOMES?

LOT 6

LOT 13

Pratt Road, Coombs

LOT 2 LOT 3 LOT 4 LOT 5

LOT 8

LOT 10 LOT 7

LOT 11 LOT 9

AVAILABLE

For more details please call 1.877.239.4811 or visit:

SOLD

ROAD

CREEK N

MOVERS AND SHAKERS

FEBRUARY 2015

summer as workers await steel from China. The bridge is expected to be completed in January 2017.

To get in Movers and Shakers, call Thom at 250-661-2297 or email thom@businessexaminer.net Duncan’s Osborne Realty announced that it has recently merged with Pemberton Holmes. Pemberton has also welcomed the addition of Clint Tupper to its team of real estate professionals. Rumble, a nutritional shake created by Paul Underhill and James McQueen, will be bringing its product into the U.S. in the upcoming year. Safari Pets and Aquatics owner Ted Vermeulen has retired from his business after three decades of working in the industry. DFH Real Estate Ltd. congratulated Dorothee Friese & Terry Moore, Mike Hartshorne and John Bruce for achieving top sales for the month of December. Langford’s Westhills Stadium will be hosting Canada’s first World Rugby Women’s Sevens Series tournament on April 18-19. Saltspring Island author Jordan Stratford will be going on tour to promote his new book; the first in the Wollstonecraft Detective Agency series. Reed Pope Business Lawyers has welcomed John McLeod as Associate Counsel at its firm. Victoria-based Pomme Natural Market has opened its second location on Davie Street in Vancouver’s West End, the first being located in Port Coquitlam. Saanich has hired Andy Laidlaw as its interim chief administrative officer while it searches for a permanent replacement for Paul Murray. Construction on the Johnson Street Bridge site will likely stop for the

The Greater Victoria top automotive salespeople of the month have been announced for December, and include: Daniel Vosgueritchian of Harris Auto, Don Rusk of Metro Toyota, Joe Halasz of Pacific Mazda, Ryan Brown of Wheaton, David Vollet of Audi Autohaus, Ayhan Duman of Volkswagen Victoria, Matt Kennard of Porsche Centre Victoria, Adam Mikasko of Three Point Motors, Dylan Jonsson of Victoria BMW, Morgan Chang of Volvo, Frank Burgaretta of Wille Dodge, Andrew Van Drunen of Jenner, Felipe Prado of Campus Honda, Ian Lang of Campus Infiniti, Nelson Chan of Graham KIA, Frank Pecorelli of Campus Nissan, Mike Delmaire of Saunders Subaru, Jason Ogilvie of Campus Acura. Vancouver’s Concert Properties has purchased the former Crystal Court Motel at 701 Bellville Street for $10 million. This is Concert’s second purchase on the block, having bought the adjacent Queen Victoria Hotel and Suites in 2012, and turned it into a rental apartment building. Richmond-based London Drugs is considering Target locations destined to close as potential sites for expansion. Among the 133 Target locations closing across the country, Vancouver Island’s Hillside and Tillicum Shopping Centres, and in Nanaimo, Courtenay and Campbell River will be closing their doors, with 750 people losing their jobs. The University of Victoria’s Peter B. Gustavson School of Business is celebrating its 25th anniversary this year. Select Mortgage Corp. congratulated Lynda Smith on her appointment to Branch Manager of its Admirals Branch. Liquor licensing for special events will be moving online in BC, with a pilot program launching Feb. 2. The pilot will test a new online application process meant to speed up approval for small events such as weddings and fundraisers. Superbath, a mobile car detailing business started by Adam Kittredge and Blake Henwood, has been operating in Victoria for one year. The business sets itself apart by using steam to clean the cars inside and out. Marking its 20th anniversaru, Crag

X has begun construction on its new, 15-metre-high building on the 700 block of Pandora Avenue, which is set to open in the summer. ReMax Alliance Victoria congratulated its top sales leaders for the month of December, which includes: Ron Neal, Karen Love, Alex Burns, Robyn Wildman, Laura Godbeer, Manpreet Kandola, Julie Swift, Fergus Kyne, Claude Delmaire and Mark Salter. The Greater Victoria Harbour Authority has welcomed the addition of six new members to its team: Starr McMichael, Gordon Tweddell, Nils Jensen, Ben Isitt, Nicholas Banks and David Schinbein. Retiring directors are: Barbara Desjardins, Shellie Gudgeon, Graham Hill and Paul Ridout. Ikea Caanada has announced that it has no plans to open a Victoria location, despite recent rumors. Our Place has welcomed four new board members and a strategic advisory group of volunteers who will help raise funds and the community profile. Joining the board are: Right Rev. Dr. Logan McMenamie, Shellie Gudgeon, Geoffrey Huggett and Stephen Hammond. These new members are joining current board members Susan Haddon, Diana Butler, Scot Hooker, Scott Daly, Shannon Renault, John Ducker, Keven Fletcher, Larry Pedersen and Bernice Kamano. Advisory group members are: Andrea Jakeman Brown, Eric Charman, Fiona Hunter, Keith Dagg, Shelagh Rinald, Chris Hunt and Peter Schenk. Richard Rockwell, former chief executive of In Motion Technology, has been named head of corporate development at Vecima Networks. Shannon Kowalko has been named the new president of the Victoria International Running Society, which is responsible for hosting the TC10K and Victoria International Track Classic. Impeccable Jewellery is celebrating the grand opening of its new Duncan location, at 211 Craig Street. Beverly Corners Liquor Store is celebrating its 8th anniversary this year. Pemberton Holmes congratulated its top five producers for the month of November, which includes: Dan Johnson, Helena Bowen, Doug Declercq, Shannon Roome and Ray Little. Scotiabank’s Duncan location has congratulated Bryan Fick on his SEE MOVERS AND SHAKERS | PAGE 37

Thom Klos

Senior Marketing Advisor

PUT YOUR COMPANY IN THE SPOTLIGHT In the life of every business, certain events always stand out: • A grand opening • A brand new building • Completing a major project • Landing a major contract • Celebrating a milestone anniversary Spotlights are your opportunity to spread the word about your firm to the entire Southern Vancouver Island region. Contact me today to have your business featured in our publication.

To market your irm in the Business Examiner contact Thom Klos at 250-661-2297 or thom@businessexaminer.ca

Put Your Money Where Your Heart Is Support your friends, neighbours and yourself. Invest in our community; help to create a stronger and healthier Victoria by keeping our money here. Proud Think Local First - Victoria Members Alpine Group 250-474-5145 alpinegroup.ca 00000_Examiner Ad_Bayside Jan15.Page 1

Think Local First

1/21/15

11:34:52 AM

YOUR

Bayside Press 250-386-8355 baysidepress.ca

PRINTER

Carey Graphics 250-882-4965 careygraphics.ca

is a society of locally owned, independent

412 John Street, Victoria, BC V8T 1T5 t: 250.386.8355 â&#x20AC;˘ f: 250.386.6142 info@baysidepress.ca â&#x20AC;˘ www.baysidepress.ca

Dutch Bakery and Diner

businesses that seek to promote the social

Dutch Bakery and Diner 250-385-1012 thedutchbakery.com Inn at Laurel Point 250-386-8721 laurelpoint.com

and economic benefits of

Melissa Caron Jeweller 250-388-0790 melissacaron.com

shopping local in the Greater Victoria Area.

Ocean River Sports 250-381-4233 oceanriver.com VCM Auto Service 250-386-7508 vcmauto.com Victoria Box & to We are proud Paper support name 250-544-1227 victoriabox.ca Windsor Plywood Westshore 250-474-6111 Saanichton 250-652-5632 windsorplywood.com

p. 250-544-1227 f. 250-544-1228 www.victoriabox.ca #3 - 6809 Kirkpatrick Cres., Saanichton, BC V8M 1Z8

Westshore & sAANIChtoN

For more information please contact: info@thinklocalfirst.com | www.thinklocalvictoria.com

MOVERS AND SHAKERS

FEBRUARY 2015

MOVERS AND SHAKERS

as awarded by the US Racquet Stringer’s Association.

CONTINUED FROM PAGE 35

appointment to the position of Branch Manager.

The Sooke Region Chamber of Commerce has welcomed the following businesses: Sooke Public Boat Launch Operator, Wacuri Canada, Allman Home Care Services Inc., Cedar Coast Planning, McDerMaids Ltd. and Wells Seaside Park Ltd.

Discovery Honda congratulated Trevor Sheck on achieving top sales for the month of November. Hendry Swinton McKenzie Insurance has welcomed Brad Scafe to its team, located at 951 Canada Avenue. Peter Baljet GM congratulated Steve Aydon, Mike Iorio and Red Bellis on achieving top sales for the month of November.

in Goldstream Village, and is expected to open in May. Renovations to the company’s Fort Street insurance office is set to begin next month, with a full opening in the fall.

Ron Neubauer was the recipient of the President’s Award at the 2014 Golden Brush Awards.

The Victoria Conservatory of Music is celebrating its 50th anniversary this year.

Royal LePage Duncan Realty congratulated Elizabeth Biberger, Gary Sutherland, Melinda Banfield and Kenton McNutt on achieving top sales for the month of November.

Aspen Dental Group has welcomed Dr. Lynette Foo to its team, effecting Feb. 1. Dr. Foo joins Dr.’s John Thiessen and David Choboter at their 305-4400 Chatterton Way location.

Arts and Minds School has opened for business at 3-341 First Avenue in Ladysmith.

The new, 16-storey, Era condominium, developed by Concert Properties Ltd. will be accepting its first residents in April.

A new long-term water supply agreement between North Cowichan and Catalyst Paper is in the works, but still subject to the alternate approval process. ReMax Camosun has announced its top producers for the month of December, which includes: Mark Rice, Adrian Langereis, Mark Lawless, Darren Day, Phil Hahn, April Prinz, Don Burnham, Miles Takacs, Jack Barker, Roy Banner, Tori Feldman and Noel Hache. Coastal Community Credit Union has announced plans to open branches in downtown Victoria and Langford within the year. The newest location will be

HOME

AUTO

The Better Business Bureau has welcomed its new Board of Directors for the 2015 term. Members include: Gary Eisenstein of Falcon Software as Chair, Mike Regimbal of Cash Store Financial as Past Chair, Richard Gordon of Access Records as Vice Chair, Vern Fischer of Fischer Financial Services as Treasurer, Miles Fournier of Investor’s Group Financial Services Inc. as Secretary, Sharon CartmillLane of Taylor McCaffrey LLP as Independent Legal Counsel, Rosalind Scott of BBB as President

BUSINESS

MARINE

DFH Real Estate’s new contact for Sooke’s Home Team is Fiona Phythian. Oliver Katz, Daniela Novosadova and Christina Staicu (realtors formerly of DFH Real Estate) have joined ReMax Comosun Westside, which has moved to a new location at 2015 Shields Road. Cindy Choi, partner with Chan Choi & Company, has been elected to the CGA-BC Board of Governors. Denny’s Celebrated the grand opening of its newest location in Colwood. Pemberton Holmes has welcomed the additions of Peter Sevenko and Rob Davies to its team of real estate professionals.

Jeff Cutler and Will Thomas of Courtside Sports and CEO, and Directors Chris Gillen, Detective Rick Anthony, Dr. Robin Richardson, Walter Donald and Kim Garnet. After 11 years as sole owner/ operator of Clutter Queen Services, Barbara McDonell has transferred her responsibilities to colleague Stephanie Deakin. Eagle Feather Gallery, celebrating its 15th anniversary, has moved to a new location in Nootka Court at

TRAVEL

Locally owned and operated for over

40 years!

SeaFirst is part of your community. We have creative and competitive solutions for all of your insurance needs. Please visit us in the Hatley Park Mall at 2244 Sooke Road or call us at 250-478-9110. Brentwood Bay | Saanichton | Salt Spring Island | Sidney Oak Bay | Westshore | Pender Island

www.seafirstinsurance.com

Counter Fix Stone Repair Ltd. celebrated its grand opening.

633 Courtney Street. Ctc TrainCanada has announced that Manny Mandrusiak will be taking over as Branch Manager the Victoria training centre locate at 777 Fort Street, and as Sales Manager for the BC region. Courtside Sports, celebrating its 25th anniversary this year, has announced that Jeff Cutler and Will Thomas have recently achieved Master Racquet Technician status,

COMMUNIT Y

The Tourism Vancouver Island Board of Directors has welcomed five new directors to its team, which includes: Janet Clouston of Salt Spring Island Chamber of Commerce, Janet Docherty of Merridale Ciderworks Corp., Scott Littlejohn of Living Forest Oceanside Campground and RV Park, Corene Inouye of Jamie’s Whaling Station & Rainforest Inn, and Andrew Jones of Kingfisher Wilderness Adventures.

FAMILY

EXPERIEN CE

Passionately Committed to the Success of Families in Business The Canadian Association of Family Enterprise (CAFE) offers a supportive community for family businesses where you learn through shared experiences. Personal Advisory Groups of peers serve as your own personal advisory board. Educational workshops add the extra assistance to help you address the unique challenges of a family business. Become a member and end the isolation. You are not alone.

CALL 250.532.2402 EMAIL vancouverisland@cafecanada.ca VISIT cafecanada.ca/chapters/vancouver-island

OPINION

FEBRUARY 2015 A division of Invest Northwest Publishing Ltd. Head Office 1027 Pandora Avenue, Victoria, BC V8V 3P6 Ph: 1.250.661.2297 Fax: 1.250.642.2870 Toll free: 1.866.758.2684 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 | Goody Niosi, Julia MacDonald, Christopher Stephens, Ezra MacDonald

BC GOVERNMENT WORKERS LIVE ON EASY STREET

They make more, receive better pensions, and retire earlier than private sector workers in similar positions

ith declining energy prices and a vulnera bl e e c o n o m y, t h e provincial and various municipal governments in British Columbia are facing importa nt f i sc a l c h a l len ge s. T h i s wa r ra nt s a sob er rev iew of government spending and an important place to start is the compensation of government employees, a key spending item for all governments. And in light of ongoing collective bargaining negotiations with public sector unions, now is an opportune time to ensure

that the wages and benefits of government employees are in line with comparable private sector positions. This is about more than just economics; it’s also about simple fairness. It seems entirely unfair to have government workers re ceive a prem iu m that is paid for by private sector workers who receive less overall compensation for similar positions. The traditional trade-off was that the government sector received lower wages than the private sector in exchange for more generous benefits. But a s a recent Fra ser I n st itute study reveals, that bargain has been undone. The government sector now enjoys a wage premium, and more than likely, more generous benefits as well. Using Statistics Canada data from 2013 (the latest available), we found that the average wage i n the govern ment sector i n B.C. (including federal, provincial, and local governments) is 34.2 per cent higher than the private sector. However, this doesn’t account for differences like education, the nature of

the position, the experience of the workers, etc. Once we control for these factors, the average wage premium enjoyed by the govern ment sector is 6.7 per cent compared to the private sector. But total compensation includes much more tha n just wages; it also includes benefits such as health, dental, pensions, job secu rity, etc. Unfortunately, Statistics Canada does not collect comprehensive data on non-wage benefits so it’s d i fficu lt to ma ke a definitive statement about whether government workers enjoy more generou s b enefits than their private sector counterparts. The best and most comparable available data nonetheless point to a rather generous benefits package for the government sector compared to the private sector. For example, pensions are one of the costliest benefits provided to workers in both sectors. In 2013, 86.9 per cent of government sector workers in B.C. were covered by a registered pension compared to 19.2 per

cent of private sector workers. A l so tel l i ng, a mong t hose covered by a registered pension, 95.7 per cent of government workers enjoyed the gold standard of pensions - a defined-benefit pension, which guarantees a certain level of benefits in retirement - compared to 46.9 per cent of private-sector workers. More ev idence from the ava i l able d ata: gover n ment sector workers in B.C. retire almost three years earlier, on average, than private sector workers. W hen it comes to job loss, a prox y for job secu rity a nd another way to measure nonwa ge b enef its, gover n ment workers have a d ist i nct advantage. In 2013, 3.3 per cent of private sector employment in B.C. experienced job loss more than four times higher than the 0.8 per cent of government sector employment. A final indicator of the dramatic difference in compensation between the government and private sectors: the rate of absenteeism, which is the number of days lost per worker due

to personal reasons throughout the year. In 2013, full-time employees in B.C.’s private sector were absent for an average of 9.3 days while the average government worker was absent 12.7 days. Of course, governments need to provide competitive compensation to attract qualified employees, but the fact is government sector workers in B.C. enjoy higher wages and, more than likely, more generous benefits than comparable workers in the private sector. A s gover n ments i n B.C. struggle in the face of fiscal a nd econom ic u ncer ta i nt y, p ol i c y-m a k e rs c a n c o nt rol s p end i n g by en s u r i n g government sector compensation broadly ref lects private sector compensation for similar positions. Charles Lammam and Jason Clemens are co-authors of the Fraser Institute study Comparing Government and Private Sector Compensation in British Columbia, available at http:// www.fraserinstitute.org

FOCUSING ON OUR STRENGTHS IS CRITICAL TO BUSINESS SUCCESS “But I finally came back to what I knew best – trucking” ALEX DUGAN CENTRAL ISLAND DISTRIBUTERS, OWNER

MARK MACDONALD

“I

got back doing what I do best.” T hat statement beca me a sage piece of adv ice that can help every business person, and it came from one of my “business heroes”, Alex Dugan. He’s the owner of Central Island Distributors, a very successful Vancouver Island trucking company with depots in Nanaimo and Sidney that he started in 1992. A year earlier, Alex was happily managing Pacific Brewers Distributors when he was summoned to a meeting in Vancouver after returning from vacation in Las Vegas.

They let him go, after almost 20 years of service. He didn’t see it coming. A severance package helped cushion the blow somewhat, and he used some of the funds for a variety of ventures. Selling office supplies. Juice machines. Vending machines. Ties. Jewelry. Flavored popcorn. Jo-Ann remembers it well. “A lex was devastated,” she recalls. Although it didn’t look like it at the time, it really was a blessing in disg uise. A fter a year in which he tried a number

of different ventures, he re-focu sed a nd m ade a st rateg ic decision. He got back “doing what he was good at”, and got back into the trucking business by starting Central Island Distributors. “I tried everything,” he says. “I made about $2,000 the entire whole next year. I never felt so low i n my whole l i fe. My accou nta nt, Doug Johnston, said to me: ‘I don’t know what you’re trying to do’. I was crushed. “But I finally came back to what I knew best - trucking.” T h e r e s t , a s t h e y s a y, i s history. Today, Central Island Distributors has 50 trucks and 90 trailers in its fleet, and 73 employees. Alex and Jo-Ann’s son, Dave Dugan, who was a major part of getting Central Island on its feet, is now the General Manager and handles most of the day-to-day operations. To me, Alex’ journey is one of the most inspiring business stories I’ve ever heard. It was Alex’ focused commitment to

build a company based upon what he knew inside and out and was an expert at - plus a torrent of hard work and elbow grease - that propelled Dugan’s family business to where it is today. His words resonate often in my mind, and have helped keep our business on track: Do what you do best. Severa l ye a rs a go, we h ad a tempti ng offer la id before us that could have taken our company in another direction. Although there were some commonalities with what we did, there were enough nuances that could have gotten us off track, within a very short period of time. You k now how it goes: It’s new, it’s interesting, intriguing, and before one knows it, we’re meandering down rabbit trails, chasing information that may or may not be worth the time spent investigating it. I was reminded of Alex’ advice again - and heeded it. A similar theme can be found in the excellent book, ‘StrengthsFinder 2.0’ by Tom

Rath. It is accompanied by a 30-minute on-line quiz component that spits out an amazingly accurate analysis of who we are and what we’re best at. Rath’s basic premise in the book is this: We spend a lot of time trying to improve on our wea k nesses. W hy not focus on our strengths, and let other people do the things that we’re not good at? After all, isn’t that how successful companies and organizations are built? Experts in their respective fields working beside a team of others doing the same. . .how can that combination be beat? Have there been bumps in the road? What successful business hasn’t had a few, especially if they’ve been around for any length of time? It goes with the territory. However, by concentrating on the straightforward strategy of doing “what they do best”, the Dugans have avoided fragmenting their efforts towards unfruitful and distracting pursuits; they’ve helped make their family’s dreams come true.

SUBCRIPTIONS | $45 PER YEAR (12 ISSUES), $80 FOR 2 YEARS (24 ISSUES), SUBSCRIBE ONLINE: WWW.BUSINESSEXAMINER.NET. DISTRIBUTION: FOURTH WEEK OF EACH MONTH VIA CANADA POST AD MAIL. The publisher accepts no responsibility for unsolicited submissions. The views and opinions expressed in this publication are not necessarily those of the publisher. Produced and published in British Columbia. All contents copyright Business Examiner Victoria, 2014. Canadian Publications Mail Acct.: 40069240

LAW

FEBRUARY 2015

LEASE CONTRACTS LAW

Read them carefully

commercial lease is one of the most important contracts that a business owner will ever negotiate. Leases represent a significant investment of time and money, but are notoriously unclear and complex. The wording is often a mbig uou s a nd d i f f icu lt to understand. Even experienced businesspeople can have problems with leases. No Statutory Protection Un l i ke residentia l tena ncy agreements, commercial tenants and landlords have little statutory protection. If a right or obligation is not written into the contract, it likely does not exist. When things go wrong, there is no commercial equivalent to the Residential Tenancy Branch. If disputes cannot be resolved between the parties themselves, often the alternative is court. There can be unpleasant surprises when trying to re-use an old contract, or something found on the Internet. The lease may easily be missing terms relevant to your situation. As well, it may not be based on British

James A. S. Legh, Partner with Stevenson Luchies & Legh Columbia law, and easily be very out of date. E v e n w h e n p ro fe s s i o n a lly drafted, a lease prepared by one party is likely to favour that party. Due to the complexity of leases, errors are not uncommon even when drafted by lawyers. It is important not to accept a lease without reading it carefully and understanding the implications of each term. Negotiating a Lease When negotiating the terms of a lease, tenants may feel they have a significant disadvantage. In practice, (and depending on the market) the ability of the tenant to make changes to the

lease can be limited unless the tenant is able to walk away from the deal. Typically, the lease is drafted by the landlord and given to the tenant as a “done deal.” By the time the potential tenant is shown the contract, it can be very late in the process. Both parties may be significantly invested in the deal and reluctant to reopen negotiations. If there are surprises in the lease contract, however, this shows t h at t he dea l is rea l ly not a “done deal,” and there is more to negotiate. A common negotiating tactic is the appeal to a standard. Most business owners only ever see their own lease. “This is a standard lease,” you may be told, “we use it for all of our properties, and nobody ever objects.” In truth, there is no “standard” lease contract. What this landlord is really saying is, “this is the contract which we always start with, and we hope that you will sign it without asking for changes.” There is an enormous variety between leases, and there may be more room for negotiation than there first appears. Personal Guarantees One of the benefits of incorporating a business is that it limits the personal liability of

investors. Many entrepreneurs have compromised the protection of limited liability before their businesses have even opened, by giving personal guarantees. Bankers and landlords typically require substantial guarantees from small business owners. If you cannot avoid a personal guarantee, it is important to be careful about the terms. The scope of the guarantee matters. The guarantor will want to ensure that the guarantee only lasts a reasonable period and is tied to the guarantor’s involvement in the business. This makes sense for both parties. One of the functions of a personal guarantee is to align the interests of the parties. If a guarantee is to have value, the guarantor must be able to influence the business to honour its commitments. Years later, the guarantor may no longer control the business. There may be new investors. The business may have been sold, or the space may have been subleased. A guarantee does not have to run for the full term of the lease. The risk that prompted the guarantee may disappear before end of the lease. For example, the landlord may recoup the cost spend for tenant improvements by the end of the second year of

the lease, and may not need a personal guarantee for the full term. If the lease has a renewal option, the guarantor will want to ensure that the guarantee does not automatically renew with the lease without written consent of the guarantor. Using a Lawyer There are many ways to use a professional during lease negotiations. A lawyer can advise as to the meaning of terms, and will know what to demand. A lawyer will be able to identify issues to be considered and advise you what is reasonable. Some people prefer to negotiate themselves, but a professional as an intermediary can take an objective position, draw on legal expertise and experience in similar situations to help achieve the best result for you. Few people consider selling their own homes without using a real estate agent, even if the savings would be significant, so should be the consideration when leasing. It is important to get a legal “opinion” on any written contract. A commercial lease is especially important because of the complexity, size, and lack of statutory protection. For leases, getting a legal opinion at the beginning will be worth it in the end.

Your peace of mind …is just one call away.

Showcase your legal expertise here

250 381 4040

Full colour ad plus quarterly half page article with photo

PATENTS TRADEMARKS COPYRIGHT

CONTACT:

THOM KLOS

250.661.2297 1.866.758.2684, ext. 244 thom@businessexaminer.ca

Westshore office

DoWntoWn office

Suite 103 - 2849 Peatt Rd. L angfoRd, BRitiSh CoLumBia Canada V9B 3V5

Suite 300 - 736 BRoughton St. ViCtoRia, BRitiSh CoLumBia Canada V8W 1e1

fax: 250-388-9406 | toLL fRee: 1-888-381-8555 •

Personal Injury

•

Mediation

•

Property Tax Appeals

•

ICBC Claims

•

Wills & Estates

•

Corporate & Business

•

Professional Malpractice

•

Estate Litigation

•

Employment Law

•

Family Law

•

Real Estate & Mortgages

•

Construction Law

Visit us Online at:

SLL.Ca

We assist your corporate lawyer by protecting your inventions and trademarks 201, 1007 Fort Street Victoria, BC V8V 3K5

Michael Cooper & Douglas B. Thompson We assist your corporate lawyer by protecting Tel: 250-389-0387 your inventions and trademarks

Fax: 250-389-2659

201, 1007 Fort Street, Victoria, BC V8V 3K5

T: 250-389-0387 • F: 250-389-2659 Michael Cooper & Douglas B. Thompson www.tcllp.ca