NNY Business January 2012

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Y usIness

Berry Bros. Lumber reinvents itself for the times page 20

January 2012

n Bernier Carr architect national fellow Page 22 n 20 Q: Alcoa’s John Martin

Page 26

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n Biz Tech n NNY Snapshot n Business Scene n Real Estate

In Loonie We Trust

Canada insulates Northern New York economy $2.95

/nnybusiness @NNYBusinessMag

Northern New York’s Premier Business Monthly Vol. II Issue 2 | www.nnybizmag.com

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NNY Business | January 2012

January 2012 | NNY Business

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C o n tr i b u t o r s

BusIness

www.nnybizmag.com

Publishers

John B. Johnson Jr. Harold B. Johnson II Donald C. Alexander is CEO of the Jefferson County Industrial Development Agency.

He writes about opportunities for economic development in the new year. (p. 29)

Lynn Pietroski is president and CEO of the Greater WatertownNorth Country Chamber of Commerce. She offers some new year’s resolutions for small businesses. (p. 31)

Jay Matteson is the agricultural coordinator for the Jefferson County Agricultural Development Corp. He writes about the economic outlook for agriculture markets in 2012. (p. 32)

Sarah O’Connell is an advisor for the New York State Small Business Development Center at SUNY Jefferson. She offers advice for businesses to take stock in their future. (p. 34)

General Manager John B. Johnson

Executive Editor Bert Gault

Managing Editor Robert D. Gorman

Magazine Editor

Kenneth J. Eysaman

Editorial Assistant Kyle R. Hayes

Advertising Director Karen K. Romeo

Larry Covell is a professor of business at SUNY Jefferson and an attorney. He explains the steps required to value a business. (p. 30)

Jill Van Hoesen is chief information officer for Johnson Newspapers and a 25-year IT veteran.

She writes about ways to bolster business tech in the new year. (p. 33)

Lance M. Evans is executive officer for the Jefferson-Lewis and St. Lawrence County Board of Realtors. He shares some sage advice for first-time home buyers. (p. 23)

Lenka Walldroff is curator of collections for the Jefferson County Historical Museum.

She writes about the lesser-known history of Watertown’s creative culture. (p. 44)

Advertising Specialists

Clarissa Collins, Katie Nelson, Connie Campany

Circulation Director Cindy Werner

Photography

Norm Johnston, Justin Sorensen, Jason Hunter, Melanie Kimbler-Lago, Amanda Morrison

Ad Graphics, Design

Rick Gaskin, Julia Keegan, Brian Mitchell, Heather O’Driscoll, Scott Smith, Todd Soules Nancy Madsen is a former Johnson Newspapers staff writer.

In this month’s cover story, she and Johnson Newspapers staff writer Benny Fairchild examine Canada’s influence on NNY’s economy. Nancy also visits a Watertown engineer who was named a national fellow. (pgs. 14, 22)

Joleene DesRosiers is a freelance writer who lives in Pulaski. She visits Berry Brothers in Adams to see how the longtime business has reinvented itself as a top local producer of animal bedding. (p. 20)

Andrea Pedrick is a freelance writer who lives in Dexter.

She visits a Theresa business that has big plans for a new space in Watertown’s Franklin Building. (p. 21)

MARKETPLACE A.G. Netto Realty …........ 25 Ameriprise Financial …... 17 AmeriCU Credit Union .... 48 Carthage Federal Savings and Loan …......... 2 Cavallario’s Cucina ….... 43 Clarence Henry Coach ….......................... 40 Community Bank ….......... 7 Convenient Storage …... 12 CREG Systems Corp ….... 38 Economic Forecast Speaker Series (GWNC) ... 6 Essenlohr Motors …......... 36 Foy Agency Inc. …......… 13 GEICO ….......................... 28

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Gerald A. Nortz Inc. ….... 39 H&R Block ….................... 17 High Tower Advisors ….... 19 Howard Orthotics …........ 30 Innovative Physical Therapy …........................ 31 JCJDC ….......................... 45 Jefferson Community College …........................ 46 Lee Buick GMC …........... 13 Lisa A. Sawdey …............ 18 Lofink Ford Mercury …..... 41 LTI ….................................. 37 New York Shirt Co. …........ 9 NNY Business ….... 24, 36, 47 NNY Deals ….................... 42

NNY Business | January 2012

Regional Medical Management ….............. 34 Richard J. Meagher ….... 13 SeaComm Federal Credit Union …................. 29 Shred Con. …................... 33 Slack Chemical Co. …... 32 SMR Fibre …..................... 18 St. Lawrence NYSARC ….. 19 State Farm …...................... 7 Watertown LDC .........….. 23 Watertown Savings Bank …............................. 16 Westelcom …................... 45 WWTI-50 …......................... 3

NNY Business (ISSN 2159-6115), is published monthly by Northern New York Newspaper Corp., 260 Washington St., Watertown, NY 13601, a Johnson Newspaper Company, © 2012. All material submitted to NNY Business becomes property of Johnson Newspaper Corp., publishers of the Watertown Daily Times, and will not be returned.

Subscription Rates 12 issues are $15 a year for Watertown Daily Times and affiliate newspaper subscribers and $25 a year for non-subscribers.

Call 315-782-1000 for delivery.

Submissions Send all editorial correspondence to keysaman@wdt.net Advertising For advertising rates and information in Jefferson County, email ccollins@wdt.net In Lewis County, email ccampany@wdt.net In St. Lawrence County, e-mail knelson@ogd.com Printed with pride in U.S.A. at Vanguard Printing LLC, Ithaca, N.Y. Please recycle this magazine.

>>>Inside JANUARY 2012

14 21

44

20

22 |

COVER |

14 YEAR OF THE LOONIE A weak U.S. dollar against a strong Canadian currency has shoppers pouring into Northern New York. |

SMALL BUSINESS |

|

BUSINESS SUCCESS |

22 ENGINEERING FELLOW An engineering partner at Bernier, Carr & Associates has been named a national public works fellow. |

REAL ESTATE |

20 RISING FROM ASHES After a devastating 2008 fire, Berry Brothers Lumber is back on track in Adams.

23 REAL ESTATE ROUNDUP North country real estate professionals offer tips for first-time home buyers.

21 MAKING A BOLD MOVE A Theresa chocolate shop has big plans to move into the Franklin Building.

24 LEWIS COUNTY Real estate transactions totaled $2.78m over a 22day period in November.

25 ST. LAWRENCE COUNTY Real estate transactions totaled $1.92m over a sixday period in mid-October. |

BUSINESS HISTORY |

44 CREATIVE CAPITALISM Canadian-born Theodore Gegoux was a prolific commercial portrait artist. |

CONSTRUCTION |

46 POTSDAM ARTS CENTER A SUNY performing arts center is creating $128 million in regional economic activity while construction continues.

January 2012 | NNY Business

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NNY Business | January 2012

| ON THE COVER |

| INTERVIEW |

26 PREPARING FOR THE FUTURE In just 14 months, Alcoa’s plant manager John Martin has set the tone for some impressive improvements at the Massena aluminum manufacturer. | COLUMNS |

29 ECONOMICALLY SPEAKING 30 BUSINESS LAW 31 COMMERCE CORNER

32 AGRI-BUSINESS 33 BUSINESS TECH BYTES 34 SMALL BUSINESS SUCCESS

| DEPARTMENTS |

8 9 10 12 23

EDITOR’S NOTE PEOPLE ON THE MOVE ECONOMIC SNAPSHOT BUSINESS BRIEFCASE REAL ESTATE ROUNDUP

35 37 42 44 46

CALENDAR BUSINESS SCENE DINING GUIDE BUSINESS HISTORY WHAT’S HAPPENING HERE?

Photographer Amanda Morrison’s illustration tells the story of how our Canadian neighbors are taking advantage of a strong national currency and pouring into Northern New York to shop while the U.S. dollar remains weak. The influx of Canadian shoppers has helped insulate the north country from a slow economic recovery.

DEPENDABLE and KNOWLEDGEABLE agent seeks customers looking for real PROTECTION and long-term RELATIONSHIP Laura D. Whitney, Agent 891 Coffeen Street Watertown, NY 13601 Bus: 315-788-0041 laura.penazek-whitney.bt2z@statefarm.com Look no further Having one special person for your car, home and life insurance lets you get down to business with the rest of your life. It’s what I do. GET TO A BETTER STATETM. CALL ME TODAY.

Mon.-Fri. 9:00am-6:00pm Sat. 9:30am-12:00 noon

State Farm Mutual Automobile Insurance Company State Farm Indemnity Company, State Farm and Casualty Company, State Farm General Insurance Company, Bloomington, IL

January 2012 | NNY Business

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E D I T O R ’ S NO T E

A

s a child growing up in the north country I recall many trips across the border to Kingston, where great deals could be had while taking advantage of an exchange rate that favored U.S. residents trading hard-earned green backs for the more colorful Canadian currency by margins of nearly 35 percent.

During the freewheeling dot-com boom that swept the United States in the ’90s the Canadian dollar fell sharply in value against the U.S. On Jan. 21, 2001, it traded for 61 cents — an all-time low for Canada.

Today, the story is much the opposite as the U.S. dollar has plummeted to such depths that cold-hard Canadian cash now steadily trades at par with U.S. currency and trips to Canada are more expenKen Eysaman sive than ever for Americans.

However nostalgic I get for the good old days, I am reminded almost daily of just how valuable a strong Canadian dollar has become to our region’s economy.

Had the trend that bottomed out in 2001 continued, we’d have been far less insulated from the Great Recession that began late in 2008.

Since 2006, sales tax collections in Jefferson and St. Lawrence counties have increased by nearly $7 million, providing much-needed revenues to the two border counties as Canadians pour into Northern New York in search of more affordable goods. And despite increased security measures enacted by both governments since the Sept. 11, 2001, terror attacks, travel between Canada and the north country has trended upward.

In this month’s cover story, — “The Year of the Loonie” — by business writer Nancy Madsen and Benny Fairchild, a Johnson Newspaper staff writer based in our Ogdensburg office, the pair examines the impact of our present economy and how our Canadian neighbors have boosted retail sales in the north country. n

n

n

Our 20 Questions feature returns this month with a conversation with John D. Martin, the location manager for the sprawling Alcoa Primary Metals in Massena.

A company man who has spent 26 years with Alcoa, Mr. Martin has made some impressive strides since he

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NNY Business | January 2012

arrived in Massena from Indiana just 14 months ago, not the least of which was leading the plant though a restart at its Massena East facility. Mr. Martin and his team accomplished the feat with just seven weeks notice to bring a pot line back online and put 100 people back to work, many of whom were new hires and required training.

Now, with eyes toward the future, officials at Alcoa’s Massena plant are working with consultants to put together an engineering plan that could mean a more than a $600 million investment in modernizing the aged plant. With plans due to the company’s board of directors by March 2013, this year is all about figuring ways to maximize productivity, bolster safety and innovate for future success.

Now, we can only hope that global demand for aluminum will increase so the fine folks at Alcoa can breathe a bit easier. n

n

n

This month’s Business Scene section begins on page 37 and features 54 faces from more than 35 north country businesses and organizations. Among the events we spotlight this month is the Watertown Downtown Business Association’s Annual Social where officials handed out Business of the Year honors to Stream Global Services and the North Country Arts Council. This year’s Downtown Institution award went to our own Watertown Daily Times, which celebrated 150 years in publishing last year. n

n

n

Last month, NNY Business profiled 20 of Northern New York’s emerging leaders under the age of 40. The magazine honored all who were featured in the December issue during a Dec. 15 luncheon at the Black River Valley Club that an impressive 160 people attended.

The day’s event would not have happened without the generous support of a few great organizations that stepped up to sponsor it. A most sincere thank you to Rande Richardson, executive director of the Northern New York Community Foundation, Mark Lavarnway, president and CEO of Watertown Savings Bank and Michelle Capone, treasurer of the Greater Watertown Jaycees.

Yours in business,

P E O P L E ON T H E M O V E CU alumna honored at White House

Clarkson University alumna and trustee Amy E. Castronova was honored Nov. 17 at the White House for her accomplishments as an entrepreneur and her positive influence on the American economy.

Ms. Castronova, who is president and CEO of Novatek Communications Inc., Rochester, spoke at a ceremony during which the Empact100 list of the country’s top young entrepreneurs were recognized.

During her presentation, the 2004 graduate of Clarkson’s engineering and management program pledged to mentor every student in Clarkson’s Young Entrepreneur Program.

Ms. Castronova purchased Novatek Communications, a technical writing and training company, as a 20-year-old sophomore at Clarkson after her mother, the company’s founder, died.

Staff changes at Clayton law firm

Clayton law firm Carter, Ramseier & Holcombe is now Nortz & Carter.

William F. Ramseier, the principal attorney in Carter, Ramseier & Holcombe, will become the law clerk for incoming Supreme Court Justice James McClusky and will no longer practice law with the firm.

Attorney Scott R. Nortz, who has had a private law practice in Clayton for the last two years, has taken over the firm.

Mr. Nortz’s initial private practice was in Lowville. He served as attorney for the village of Lowville, was associate counsel to former state Sen. James W. Wright and was a regional attorney for the state Department of Environmental Conserva-

tion. In 2002, he was appointed judge of the Lewis County Court. Later, he was associate counsel for the state Workers’ Compensation Board, senior attorney for the state Crime Victims’ Board, and an administrative law judge for the state Unemployment Insurance Appeals Board.

Mr. Nortz is the son of the late Assemblyman H. Robert Nortz and Beverly Nortz, Cape Vincent.

Jon K. Holcombe, who founded Holcombe & Ramseier with Mr. Ramseier in 1993, will remain counsel to the new firm.

Mr. Holcombe was the district attorney in Onondaga County during the 1970s and later entered private practice in Syracuse.

He moved his practice to Alexandria Bay in 1993. In 1993, attorney John Carter of Clayton retired and the practice was taken over by Holcombe & Ramseier, and renamed Carter, Ramseier & Holcombe.

New at Northern FCU

Northern Federal Credit Union has made several personnel changes.

Ashley Schillinger has been appointed virtual solutions professional at the credit union’s corporate location, 120 Factory St., Watertown. She brings more than two years of financial service experience to the department and will Schillinger serve members at all of Northern’s locations, helping with loan and deposit portfolios, handling queries and conducting transactions.

Prior to her employment with Northern Federal, Ms. Schillinger was a teller and customer service representative at Watertown Savings Bank in Adams.

Got business milestones? n Share your business milestones with NNY Business. Email news releases and photos (.jpg/300 dpi) to editor Ken Eysaman at keysaman@wdt.net. The deadline for submissions is the 10th of the month for the following month’s issue. Photos that don’t appear in print may be posted on our Facebook page.

Ms. Schillinger, an Adams resident, attended Monroe Community College and SUNY Cortland.

Jessica Toper is the credit union’s new home lending associate in Watertown.

She brings several years of administrative experience to the position.

Ms. Toper will assist members in Toper purchasing or refinancing a home.

An Adams-area native, Ms. Toper graduated from South Jefferson Central School and Jefferson Community College.

She previously was a marketing customer service representative at Griffith Energy.

Laura Yott has been promoted to financial service associate at the credit union’s Factory Street location. She has three years of service and management experience.

Ms. Yott will help members with their Yott loan and deposit portfolios and provide assistance to the teller line.

Please see People, page 13

January 2012 | NNY Business

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ECON SNAPSHOT

NNY

10 |

Economic indicators Average per-gallon milk price paid to N.Y. dairy farmers Nov. ’11 $1.79 Oct. ’11 $1.88 Nov. ’10 $1.68

6.6%

(Percent gains and losses are over 12 months)

Vehicles crossing the Thousand Islands, OgdensburgPrescott and Seaway International (Massena) bridges

Source: NYS Department of Agriculture

401,389 in Nov. 2011 432,537 in Oct. 2011 396,910 in Nov. 2010

Average NNY price for gallon of regular unleaded gas

Source: T.I. Bridge Authority, Ogdensburg Bridge & Port Authority, Seaway International Bridge Corp.

Nov. ’11 $3.59 Oct. ’11 $3.65 Nov. ’10 $3.05

U.S.-Canadian dollar exchange rate (Canadian dollars per U.S. dollar)

17.7%

Average NNY price for gallon of home heating oil Nov. ’11 $3.85 Oct. ’11 $3.71 Nov. ’10 $3.15

22.2%

1.1%

$1.05 on Nov. 25, 2011 $0.99 on Oct. 28, 2011 $1.02 on Nov. 26, 2010

2.9%

Source: Federal Reserve Bank of N.Y.

Average NNY price for gallon of residential propane

Nonagriculture jobs in the Jefferson-Lewis-St. Lawrence counties area, not including military positions

Nov. ’11 $3.34 Oct. ’11 $3.31 Nov. ’10 $3.16

91,700 in Nov. 2011 92,500 in Oct 2011 91,200 in Nov. 2010

5.7%

0.55%

Source: NYS Energy Research and Development Authority

Source: NYS Department of Labor

Jefferson-Lewis Board of Realtors single-family home sales

No airport data

76, median price $128,000 in Nov. 2011 103, median price $140,150 in Oct. 2011 79, median price $135,000 in Nov. 2010

3.8% Sales

5.2% Price

Source: Jefferson-Lewis Board of Realtors Inc.

n Passenger totals for Watertown International Airport were unavailable at press time.

Note: Due to updates in some “Econ. Snapshot” categories, numbers may differ from previously published prior month and year figures.

Jefferson County unemployment Nov. 11

9.4%

Oct. 11

8.8%

Sep. 11

8.7%

Aug. 11

8.2%

July 11

8.7%

June 11

8.9%

May 11

9.1%

April 11

Mar. 11

Feb. 11

Jan. 11

Dec. 10

Nov. 10

10.0% 10.9% 11.6 % 11.8% 10.3 % 10.0%

Source: New York State Department of Labor (Not seasonally adjusted) Note: Due to updates in some “Econ. Snapshot” categories, numbers may differ from previously published prior month and year figures.

NNY Business | January 2012

NNY

Economic indicators St. Lawrence County unemployment rates

Lewis county unemployment rates

9.3% in Nov. 2011 9.0% in Oct. 2011 10.3% in Nov. 2010

8.6% in Nov. 2011 8.2% in Oct. 2011 9.1% in Nov. 2010

0.5

1.0

Percentage points

Percentage points

Source: NYS Department of Labor (Not seasonally adjusted)

Source: NYS Department of Labor (Not seasonally adjusted)

St. Lawrence Board of Realtors single-family home sales

Open welfare cases in Jefferson, Lewis and St. Lawrence counties

39, median price $88,000 in Nov. 2011 53, median price $80,000 in Oct. 2011 47, median price $77,900 in Nov. 2010

1,918 in Nov. 2011 1,905 in Oct. 2011 1,808 in Nov. 2010

Sales

14.3%

6.1%

Price

Source: St. Lawrence Board of Realtors Inc.

Source: Social Service Depts. of Jefferson, Lewis and St. Lawrence counties

Real estate sales

Turn to pages 24 and 25 for a look at recent real estate transactions in St. Lawrence and Lewis counties.

The following sales were recorded in the Jefferson County clerk’s office:

Watertown city sales

J. Stoker, Sackets Harbor, sold to Christopher A. Clark and Cherri L. Clark, Watertown, $60,000

Nov. 21

Nov. 7

n 0.401 acre, Barben Avenue, Graham M. Stone, Watertown, sold to Anthony J. Watson, Watertown, $223,000

n 0.185 acre, 138 Ward St., Michael E. Kaskan and Mary M. Kaskan, Watertown, sold to Karen A. Abare, Watertown, $201,500

Nov. 18

n 537 Davidson St., Johnna A. Covey and James W. Covey, Watertown, sold to Deborah A. Bancroft, Watertown, $118,000

n Arsenal Street, Midas Realty Corp., Itasca, Ill., sold to Goldfinger Enterprises LLC, Dexter, $248,000

Nov. 17

n Academy Street, Kondaur Capital Corporation, Orange, Calif., sold to Francois Ponzio, North Bellmore, $43,000

n 0.171 acre, South Rutland Street, Sarah White, Mount Pleasant, S.C., executor, will of Kenneth R. White, late of city of Watertown, sold to Jordan A. Vanicek, Daleville, Ala., $129,000

Nov. 4

Nov. 16

Nov. 3

n 241 Colorado Ave., Patrick K. Marra and Phillip James Marra II, Watertown, sold to Sommer M. Sturtz and Ryan J. Bartlett, both of Henderson Harbor, $143,000

Nov. 14

n Two parcels, 0.307 acre, 0.005 acre, Sherman Street, Susan S. Wormwood, Watertown, sold to Lorraine E. Stillwaugh, Watertown, $163,000 n 0.20 acre, 335 S. Rutland St., Katherine A. O’Brien, Watertown, sold to Charity R. Oliver, Carthage, $137,000

n 414 Gotham St., Patrica J. Pike, Watertown, sold to Arthur J. Salisbury and Jennifer J. Salisbury, Watertown, $61,000 n 642-644 Bronson St., Diane E. Baltz, Clayton, sold to Mark J. Bonner and Vina Aileen C. Bonner, Watertown, $52,500

Nov. 2

n No address given, Kelly A. Dano, Watertown, sold to Edward J. Monell and Thelma Ruth Monell, Philadelphia, $100,000

Nov. 1

n Smith Farm Subdivision, Donald J. Spock, Watertown, sold to Patrick G. Robbins, Sackets Harbor $124,000

n Arsenal Street, Rena L. Hopseker, Watertown, sold to Clairon D. Lehman, Watertown, $25,000

n 0.351 acre, Lachenauer Drive, Lawson M. Virkler and Timothy L. Virkler, no address given, sold to Marcos Batista, no address given, $192,000

Nov. 10

Oct. 27

n Four parcels, 1, 2) no acreage given, 3) 0.008 acre, 1206 Gotham St.; 4) Gotham Street, Thomas L. Matthews, by Spicer T. Matthews, attorney in fact, Watertown, sold to Christa S. Matthews, Watertown, $142,500 n Flower Street, Jean M. Wilson, Watertown, sold to Chad M. Muldovan and Nalene J. Muldovan, Watertown, $76,000 n Two parcels, Butterfield Avenue, Colin D. Dayton, by Diane G. Dayton, attorney in fact, and Diane G. Dayton, Wakefield, Va., sold to Stephanie L. Sutton, Watertown, $136,500 n 0.143 acre, 359 N. Colorado Ave., Burr W. Stoker and Elizabeth

transactions

17%

n 0.327 acre, Gotham Street, Yasuko Tweedy, Watertown, sold to Karen A. Perry, Queensbury, $126,500 n Mechanic Street, Benjamin W. Zawatski Jr., Watertown, sold to Joseph H. Shambo and Tracie R. Shambo, Waverly, $52,000

$2,553,500 City real estate sales recorded over a 25-day period, Oct. 27-Nov. 21, 2011

January 2012 | NNY Business

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B u s i n e s s Br i e f ca s e

Ang DiTullio, Matt George, Michael Guimond, Mix 96.1 general manager, Tammy Gormley, Lindsey LaFrace, Scoopuccino’s manager, Michele Sheehan, owner of Scoopuccino’s, Marylee Ballou, Potsdam Chamber, and Jason Hawkins.

Mix 96.1 opens Potsdam studio

The Potsdam Chamber of Commerce welcomed Mix 96.1 Massena to Potsdam with a ribbon cutting on Nov. 29.

Mix 96.1 will have a studio at Scoopuccino’s, 167 Market St., Potsdam, two Tuesdays a month, offering local businesses and civic organizations spotlight opportunities with live interviews.

Michael R. Guimond, Mix general manager, said that the opening of the Potsdam studio is to accommodate Potsdam clients by cutting the travel time to and from Massena for live interviews.

Earns operational excellence certification

Hutchinson's Boat Works has been awarded Certified Brunswick Five Star Dealer status from Lake Forest, Ill.-based Brunswick Corp., a leading manufacturer of recreational boats and marine engines.

The Brunswick dealer certification program is the most comprehensive independent dealer certification program in the marine industry.

“We are very proud to have earned the Brunswick Five Star Dealer status,” said Mark LaLonde, Hutchinson Boat Works

owner. “We have a long history of serving our customers’ passion for boating by continually exceeding expectations. Qualifying for Brunswick’s leading dealer certification program confirms our commitment to serve our customers at a higher level.”

The Brunswick Dealer Certification program sets a new standard for customer satisfaction. It requires dealers seeking certification to meet comprehensive requirements based on the latest best dealer practices from Brunswick and its leading marine dealers. The program also includes industry requirements and the Marine Five Star Dealer Certification sponsored by the National Marine Manufacturers Association and the Marine Retailers Association of America.

“We are dedicated to provide customers with a consistently superior experience every time they visit our dealership,” said Bill Ball, sales manager at Hutchinson’s.

“Customers will know when they see the Brunswick and industry dealer certification logos in the window that we care about their boating experience and that we stand behind them as they head out on the water.”

Hutchinson's Boat Works has been in business since 1908. It has been a Sea Ray dealer since 1967. In 2011, it started selling Bennington pontoon boats and in 2012, the dealership started carrying Checkmate, Starcraft and Starweld.

Hutchinson’s is a full-service marina featuring a fully stocked marine store, boat sales, boat service, dockage and storage.

The business is open year-round.

Create A Can store open

An Ogdensburg-based online “gift can” store has opened its bricks-and-mortar store at 205 Ford St. in the Ogdensburg Mall.

Create A Can has a wide variety of specialty items such as stuffed animals and outfits for them, custom gift cans, cookie

Got business news?

n Share your business news with NNY Business. Email news releases and photos (.jpg/300 dpi) to editor Ken Eysaman at keysaman@wdt.net. The deadline for submissions is the 15th of the month for the following month’s issue. Photos that don’t appear in print may be posted on our Facebook page.

and snack bouquets, diaper cakes, gift baskets, bottle cap necklaces and candy creations. While the store offers a selection of in-stock items, additional designs can be selected from the store catalog and online at www.createacan.net.

Create A Can offers free delivery service to Claxton Hepburn Medical Center, United Helpers Nursing Home and St. Joseph’s Nursing Home. For other deliveries, there is a delivery fee.

Contact Create A Can at 713-4257.

Business of the month

Watertown’s Downtown Business Association and the state Small Business Development Center at Jefferson Community College named the Watertown Local Development Corp. as downtown business of the month for December.

The corporation, also known as the Watertown Trust, acts as a lending institution, making loans for real estate, machinery and equipment to qualified applicants on an equal basis. The Trust may participate in working capital and leasehold improvement financing as deemed necessary to meet project-financing gaps.

Applications are reviewed based on need, appropriateness of the project and ability of the applicant to attain the stated goals.

Donald W. Rutherford is the corporation’s chief executive officer.

The Trust was chosen as feature member of the month based on participation, downtown spirit and business achievement.

RENT-A-COW 782-6836

GREAT FOR LOCAL MOVING! MOBILE & SELF STORAGE CLIMATE CONTROLLED STORAGE AVAILABLE MILITARY DISCOUNTS 12 |

NNY Business | January 2012

P E O P L E ON T H E M O V E Ms. Yott graduated from Watertown High School and Jefferson Community College. She joined Northern Federal Credit Union in October 2010 as a call center representative and then transitioned to a virtual solutions professional.

Northern Federal Credit Union is a nonprofit, member-owned financial cooperative with sites in the Watertown, Adams, Gouverneur, Lowville and West Carthage.

Earns certificate

Peter Socquet of Carthage is a recent graduate of National Tractor Trailer School in Liverpool.

He has begun a new career as a tractortrailer driver for Werner Enterprises. Prior to his graduation, Mr. Socquet served in the Army.

Mr. Socquet earned Socquet his certificate by completing 602 hours of training in NTTS’s Advanced Commercial Drivers Course.

Attorney hired

The Conboy, McKay, Bachman & Kendall law firm, 407 Sherman St., Watertown, has hired Kelly G. Coble as an associate attorney.

Mrs. Coble is from Buffalo. She attended John Carroll University in Cleveland, graduating in 2006 Coble with a bachelor’s degree in economics. In 2009, she received her law degree from Western New England University in Springfield, Mass. She was admitted to the New York Bar in February 2010.

While in law school, Mrs. Coble was a member of the National Moot Court team and Phi Alpha Delta Law Fraternity. She was also a law clerk at Doherty, Wallace, Pillsbury & Murphy in Springfield.

Following law school, she clerked for Frank Caruso, New York State Supreme Court judge, and William M. Skretny, U.S. District Court judge, Western District of New York. She was also an associate attorney at Roach, Brown, McCarthy & Gruber in Buffalo.

Mrs. Coble is a member of both the litigation and domestic relations groups.

Promoted to senior associate at Beardsley

Michael N. Reynolds was recently promoted to senior associate at Beardsley Design Associates Architecture, Engineering & Landscape Architecture.

In his new job, Mr. Reynolds will assist the board of directors in leading the firm.

Reynolds Mr. Reynolds has been with the firm for 11 years and is an award-winning designer and project manager. He serves as manager of the firm’s Malone office.

Beardsley Design Associates also has offices in Auburn and Dewitt. The Warriors-in-Transition Barracks at Fort Drum is among the firm’s notable projects.

Visit www.beardsley.com to learn more about the firm.

Named unit leader with Avon Products

St. Lawrence County resident Jane Prespare has been promoted to the position of executive unit leader with Avon Products Inc. She is also a Presidents Council member. Ms. Prespare has 17 years of experience with Avon.

New at Bernier, Carr

Bernier, Carr & Associates, 327 Mullin St., Watertown, has hired Andrew J. Malinowski as a project manager for the Architectural Division.

Mr. Malinowski graduated from SUNY Utica/Rome with a bachelor of science degree in Malinowski mechanical engineering technology. He brings 19 years of municipal, residential and commercial design, and is presently pursuing an architectural license.

Mr. Malinowski lives in Lacona with his wife, Katie, and sons, Daniel and Adam. n Email news for People on the Move to nnybusi ness@wdt.net. The deadline for submission is the 10th of the month for the following month’s issue.

BUSINESS DIRECTORY J. Richard Meagher, D.D.S., P.C. Office Hours: By Appointment

(315) 493-1581

40 Franklin Street, Suite III West Carthage, New York 13619 We participate with United Concordia, Delta Dental We Now Accept Major Credit Cards and Debit Cards

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ST. RT. 12, BOONVILLE

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| 13

c o ver s t o r y

The year of the

LOONIE n Thanks to a FLAT U.S. dollar

and strong Canadian currency, Northern New York SEES gains from cross-border shoppers

By NANCY MADSEN and BENNY FAIRCHILD

C

NNY BUSINESS WRITERS

Canadians in search of back-to-school or holiday deals boosted the north country’s economy in 2011.

While the U.S. economy struggled and the north country showed spurts and sputters, Jefferson and St. Lawrence counties’ retail economies continued to grow. Regional experts agree it’s reasonable to connect increased Canadian traffic over

14 |

NNY Business | January 2012

international bridges with increased sales tax collections.

Jefferson County saw a 3.9 percent increase in collections for nine months – from $49 million in 2010 to $50.9 million in 2011. St. Lawrence County brought in 4.8 percent more in sales tax, from $29.4 million in 2010 to $30.8 million in 2011.

“It has had a sizable benefit for our sales tax,” said St. Law-

rence County Treasurer Kevin Felt said. “When you consider the strength of the Canadian dollar and the economic downturn that our country has been in, it makes sense. For the Canadians who are this close to our market, they can come down here and save a lot of money.”

St. Lawrence County shopping centers in Massena and Ogdensburg

c o ver s t o r y

JASON HUNTER | NNY BUSINESS

Chastity L. Baxter, Potsdam, serves customers from Cornwall at Trombino’s restaurant in Ogdensburg. The eatery routinely sees costomers from across the border.

pull Canadian shoppers from Cornwall, Morrisburg and Brockville, for starters. In Ontario, sales tax is 13 percent. In Quebec, shoppers paid up to 13.9 percent in sales taxes, which will increase in 2012 to up to 14.9 percent. Plus many items, from books to clothes, food to gasoline are cheaper in the U.S. “When they’re that close to the border, it’s an easy trip to come

across the border to save their money,” Mr. Felt said. “It seems it has become more of a routine shopping trip, even to get groceries and gas. Gas is much more expensive in Ontario, so they can still offset the driving distance by what they are going to save by coming here, which highlights it even more.”

St. Lawrence Centre in Massena was built in 1990 when there was

a favorable exchange rate and few national retailers were in Canada.

“There was a lot of incentive to open a mall at the Canadian border,” Marketing Manager Ronald J. Patnode said.

Like when it opened, the retail shops saw many Canadians.

“They’re very important,” Mr. Patnode said. “If you look at the mall and the demographics January 2012 | NNY Business

| 15

c o ver s t o r y of our area, we’re six miles from the Canadian border and if you look at Cornwall, there’s a population of 47,000 people.

That’s the largest population in our coverage area.”

The coverage area reaches 35 miles.

Each weekend, security staff survey the mall’s main parking lot for license plates from New York, other U.S. states, Ontario and Quebec. In November, 18 percent of the plates were from Ontario and 6 percent were from Quebec.

“We’re seeing more and more Canadian

16 |

NNY Business | January 2012

traffic; I can remember in the early 2000s when it was in the single digits,” he said.

“If we’re over 20 percent with Canadian traffic, that’s a good thing.”

And the cause he points to is the two countries’ currencies trading at par.

“Right now, the exchange rate is really making a difference,” Mr. Patnode said.

“The closer we are to par, typically, the higher the traffic.”

Even after tariffs, Canadians are “still saving money” by shopping in the U.S. The Canadian Border Services Agency

collects tariffs on all goods for a visit under 24 hours, but exempts purchases worth up to $50 in a visit between 24 and 48 hours and purchases up to $400 in a visit between 48 hours and a week.

The shopping visits don’t stop with clothing and gifts. Grocery stores also see many Canadian shoppers.

Hannaford grocery store on Route 3 in Watertown sees more Canadian traffic particularly around the holidays, said spokesman Eric Blom.

“We had eight to 10 busloads right

c o ver s t o r y before Thanksgiving,” he said. “During the remainder of the year, we have a steady shopping base of Canadians.”

A very popular item this year was turkeys – Canadian import rules allow one turkey per person.

The store makes shopping easy for Canadians by taking Canadian currency and posting the exchange rate in the store.

When they’re done shopping, some Canadians eat and stay in north country establishments.

“They’re a pretty good percentage of our business,” said Steve H. Nadeau, a coowner of Trombino’s, an Italian restaurant in Massena. “It’s hard to quantify, because it’s different from day to day, but they’re really important.”

But he said he hasn’t seen an increase, merely a steady flow, in Canadian visitors.

“It’s stayed about the same, which I consider a good thing in the economy,” Mr. Nadeau said.

Trombino’s opened in 1980. Canadian business really took off when an off-track betting operation opened across the street in the early ’90s.

“Everybody thought when the OTB closed down, we would lose our Canadian business, but they keep coming over,” he said. “We’ve got good food at a reasonable price. It’s worth it for them to come over for regular shopping and eating out.”

But another Italian restaurant in Massena, Violi’s, has seen decline in the proportion of Canadian eaters.

“From 1947, when we started, Canadians were always a big part of Violi’s,” owner Dominick Violi said. “Canadians have always been very important.”

He estimated that now roughly 10 percent of his customers are Canadian, but in the past, the number was as high as 70 percent. Past swings in the currency values so that the Canadian dollar was worth 70 U.S. cents hurt. A six-month closing of the Seaway International Bridge during protests by the Akwesasne Mohawks against the Canadian government’s move to arm its customs officers also hurt Violi’s.

“The thing is getting back into Cornwall can take an hour and a half,” Mr. Violi said. “When people go home after dining out, they don’t want to spend an hour and a half at the bridge.”

The key for renewed customer traffic is easing crossing troubles, he said.

In Watertown, hotel owners banded with the city of Watertown and the

AMANDA MORRISON | NNY BUSINESS

A vehicle from Ontario is parked among cars at Watertown’s Salmon Run Mall recently. The mall sees a steady base of Canadian shoppers.

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c o ver s t o r y Thousand Islands Tourism Council to send inserts for newspapers in Brockville and Ottawa to particularly show off the area’s shopping and hotels.

“Their shopping is really September to the second week of December,” said Jody L. Pettit, general manager at Hilton Garden Inn. The inserts have been sent for two years in the early fall.

“Canadian shopping is very necessary to the region,” she said. “We have about 80 percent Canadian for the shopping weekends, which usually stop about the second week of December.”

The hotel offers shopping packages year-round, with shopping maps, gift certificates and coupons in bags. Black Friday shoppers get extra goodies, including a newspaper with the advertisements and coffee at 4 a.m.

But Ms. Pettit said the stores could do more to support the effort in supplying ads and coupons for the inserts.

“I have been disappointed with some of the stores who are reluctant to go into the ads,” she said. “It negates the impact when we can’t get local stores to cooperate with trying to draw more shoppers.

If we don’t have the assistance of stores we’re trying to fill, it doesn’t really help the hotels.”

She said incentives like the Waterloo Premium Outlets’ VIP Club would be helpful to keep shoppers from driving an hour or two down the road to Syracuse and Waterloo.

The fall inserts are only one of the marketing initiatives the council pursues. It also inserts the Thousand Islands visitor’s guide early in the summer and airs general television ads in Canada, said Gary S. DeYoung, 1000 Islands International Tourism Council director of tourism.

“Ottawa has been an important market for us, so we keep a presence there,” he said. “We’re lucky, in a way, that a lot of our customers are coming out of Ottawa, which is a more affluent area and more economically stable.”

Canada’s Border Services Agency tracks how many people crossing bridges are Americans or Canadians returning. The 1000 Islands Bridge and OgdensburgPrescott Bridge showed a 14.8 percent increase for January through September 2011 at 1,310,754 over the same period in 2010 at 1,141,558. Same-day and one-night visits increased 19 and 27 percent, respectively, which likely indicate shopping trips and short stays in New York

c o ver s t o r y Sales tax receipts* JEFFERSON

ST. LAWRENCE

2011

50.9(3qs)

30.8(3qs)

2010

66.2

39.2

2009

60.4

37.6

2008

62.8

39.0

2007

63.6

39.4

2006

60.7

37.8

Source: Treasurer’s office, Jefferson and St. Lawrence counties (*figures are in millions)

hotels, Mr. DeYoung said.

The 1000 Islands Bridge had more than 1 million Canadians return to that country in 2010. The council works to attract more of them to stay close to the bridge.

“Our efforts allow Canadians, who typically think of Syracuse, to know the shopping options in Watertown,” Mr. DeYoung said. “There is no need to drive another hour.”

Farther east, St. Lawrence Centre has focused on Canadian shoppers in its marketing from the beginning. Even the name is marketed to Canadians, because of the Canadian spelling of “centre.” And the logo includes the maple leaf, which is part of the Canadian flag.

“Canadians have always been important to use,” Marketing Manager Mr. Patnode said. “They’re a very big part of our market.”

St. Lawrence Centre offers a bridge pass incentive, which gives Canadian shoppers free bridge passes for their return trips to Canada if they spend more than $100 at the mall.

“We’ve given out 1,829 bridge passes through the end of November,” Mr. Patnode said.

The average receipts for these shoppers totaled $214 per trip.

North country officials don’t expect the Canadian influx to slow anytime soon.

“For the foreseeable future, I still see this happening,” Mr. Felt said. “I haven’t heard any rumors in the Canadian dollar changing. When it’s so close to even, I can see that they’d come over here, which is really helping to strengthen our market.” n Benny Fairchild is a Johnson Newspapers Staff Writer based in Ogdensburg. Contact him at bfairchild@ogd.com. Nancy Madsen is a former Johnson Newspapers staff writer. Contact her at nancy.madsen@gmail.com.

January 2012 | NNY Business

| 19

s mall b u s i n e s s

Berry Lumber rolls with changes

By Joleene DesRosiers

B

NNY Business

erry Brothers Lumber has undergone some extreme transformations during the past 60 years that owners Gary and Lee Berry never could have anticipated.

From overseas industry changes to a fire in 2008 that devastated the Adams facilities, the company that started as a saw mill in 1947 has managed to keep its doors open, despite it all. Berry Brothers Lumber still handles wood — but in a completely different way.

Berry Lumber started as a successful sawmill decades ago by Harry Berry, father to Lee and Gary. Harry was also in the logging business, harvesting trees and bringing them back to the saw mill on Route 11 south of the village of Adams to be cut into pallets and planks. For years, the company surged successfully around other area mills that thrived on the constant supply and demand of wood.

When Harry retired, his two sons bought the company and created a partnership. That was in 1982. For many years the duo carried the company on in very much the same way their father did.

But when the logging industry started to wane, the brothers had to move in a different direction to keep their business alive. Soon they were focusing on cutting and selling hardwood furniture. But by 2007, even that venture couldn’t support the longtime business.

“I couldn’t see the light at the end of the tunnel,” Lee said. “The furniture industry was being outsourced to China, so that was no longer a stable market for us. We had no choice but to close.”

Customers, however, continued to contact Berry Brothers to purchase the byproduct of their work. They needed, Lee said, sawdust for their farms.

“We had customers that were using the sawdust for animal bedding,” he said.

“Despite our decision to close, they asked us if we could continue to do something for them. We certainly could, but we told them that in order to continue, we would have to begin making the product and our expenses would go up. They agreed. And so we started making animal bedding.”

Less than a year after the company began their new venture, a blaze stopped them in their tracks yet again. On June 18, 2008, an equipment fire stalled the manu-

20 |

NNY Business | January 2012

JUSTIN SORENSEN | NNY BUSINESS

Lee Berry of Berry Brothers Lumber, Adams, holds scrap cardboard and wood in front of animal bedding that it is recycled into.

facture of the product, but not for long.

“After the fire our focus actually changed,” Lee said. “Our equipment was gone, ultimately giving us an opportunity to look outside of the box. We were operational and making a product within one month of the blaze, but not without a serious learning curve.”

With a new market and customer base to support, Berry Brothers Lumber started all over again. They took advice from seasoned farmers on how to better their product and compete with the market.

More than that, they learned how to make the animal bedding more affordable than their competitors.

“We found the moisture content was too high in the material that we were making,” Lee said. “That’s when my brother, Gary, and his son had an idea to add cardboard to bring the moisture content down.”

They also added lime to change the pH so the bedding would become less of a medium for bacteria to thrive. Local municipalities, companies within the Jefferson County Industrial Park and area contractors all contribute to the materials used to create the bedding. Twigs, old frames, paper and matting material are all ground with the cardboard. Suggestions from farmers on how to properly dry the product were also helpful.

“We listened to our customer base and took any input they gave us,” Lee said.

“One of the suggestions was to build a dryer system. We did that by using exhaust from our diesel grinders to blow heat into a dryer system. By doing this, we aren’t burning any additional fuel to dry our product.”

A logging business that was once considered “not so green” because they cleared the land of so many trees is now using recycled goods and fuel to turn that image around. Berry Brothers works with a tri-county customer base that is just beginning to thrive. The change is slowmoving, but moving all the same.

“We have experienced quite the metamorphosis,” Lee said. “We are competing with others in the bagged shaving market now. But we can compete in this market because the price of their product is approximately twice what our product sells for.”

Despite the setbacks of the last few years, Lee is determined to persevere, grow and build a future for the business.

“At this time I can say that we’re paying our bills. It can take up to three years for a start up business to reach profitability and I think that we’re almost there. Our customer base is certainly growing and we’re ready for more.” n JOLEENE DES ROSIERS is a freelance writer and motivational speaker who lives in Pulaski.

Contact her at myddes@hotmail.com.

s mall b u s i n e s s

Chocolatiers enjoy sweet success

By ANDREA PEDRICK

A

NNY Business

sk any successful entrepreneur and they will tell you owning a business is a 24hour job. It’s not only about managing day-to-day operations, it’s also about developing new ways to do business while keeping products relevant and attractive to new customer bases and networking. It is about change management and managing risks associated with change.

Failed entrepreneurs admit they were shy to rock the boat or try something new when they already had successful products.

Jennifer L. McConnell is anything but shy. She and her mother, Susan M. Tanner, own Covered in Chocolate! and they have built a reputation for quality and professionalism. Next month, they are embarking on a major change.

Since 2008 they have created a line of chocolate products that have caught the attention of the north country and super entertainment stars like Reba McEntire, Steve Martin and the New York Jets.

Mrs. McConnell connects with people to secure business accounts networking through events like the Clayton Wine & Food Show and Greater Watertown-North Country Chamber of Commerce Business After Hours.

“You just have to network. I am the official networker, my mom is the artsy one,” Mrs. McConnell said.

For the New York Jets, Mrs. Tanner cut apples in the shape of football helmets and covered them with edible chocolate clay and other designs. The apples were handed out to people who helped organize the team’s 2010 football training camp at SUNY Cortland. Folks loved it and they were invited back last year and anticipate returning next year.

Locally, chocolate products are sold at a farmer’s market kiosk at the Salmon Run Mall and at wine and chocolate pairing events sponsored by Arsenal Wine & Liquor or at grand opening events.

Mrs. McConnell has watched the popularity of the chocolate treats grow, and late last year, made the bold decision to open a storefront in the Franklin Building in downtown Watertown. She hopes the store, 137 Franklin St., will be a centralized

JOHNSON NEWSPAPERS FILE PHOTO

Jennifer McConnell, left, and her mother, Susan Tanner, are co-owners of Covered in Chocolate! The Theresa specialty shop is relocating to Watertown’s Franklin Building next month.

one-stop shop for a snack and hot drink.

“We have more than 1,000 square feet of space. We will sell our Covered in Chocolate! products, coffee and tea, as well as homemade biscotti and scones. Depending on the final renovation of the space people may be able to watch us through a window as we make our products.” Mrs. McConnell said. “We needed to get into a walk-in situation in Watertown.”

The goal is to create a competitive advantage through increased visibility and foot traffic, which was difficult to do in their Theresa location.

Her father is the mayor of Theresa, but even he supports the move.

“He obviously doesn’t want to see a business leave Theresa, but he understands the reasoning and is ecstatic at our success during tough economic times,” Mrs. McConnell said.

Having Covered in Chocolate! move into the Franklin Building is a feather in the cap of local economic development professionals.

“Our objective is to revitalize downtown Watertown. The Franklin Building is high-end space at rents that are affordable,” said Donald W. Rutherford, Watertown Local Development Corp. president.

Mr. Rutherford said the building is starting to fill up. Public entrances face Public Square and Franklin Street. The

newly renovated building, with its warm inviting décor, has attracted quite a few organizations and businesses already — including the North Country Arts Council and Whispering Angel.

Other new businesses opening in February include a pilate’s studio and a new salon and barber shop.

“It is a nice combination of specialized shopping with entertainment and fitness,” Mr. Rutherford said.

His organization owns the Franklin Building. Commercial rental agreements are made affordable through grant funding. Another quality of the building is its residential apartments on the second floor, which Neighbors of Watertown oversees.

Mrs. McConnell said Mr. Rutherford’s organization and Neighbors were a tremendous help in getting her to move into the Franklin Building.

“This is the type of setting I wanted. It’s a great old building. It feels like a chocolate and coffee house. They helped me get in here when I really couldn’t or shouldn’t do it.”

A bold statement from a local entrepreneur willing to make changes to benefit her future.

n ANDREA C. PEDRICK is an award-winning broadcast journalist with a degree in Journalism from Ohio State University. Contact her at abrped@twcny.rr.com January 2012 | NNY Business

| 21

S M A L L BUSIN E SS

Engineer named national fellow n Dimmick one of 96 in North America honored

By NANCY MADSEN

K NNY Business

ris D. Dimmick, vice president of municipal engineering at Bernier, Carr and Associates, Watertown, is a public works leadership fellow, one of 96 North Americans to receive that honor.

The fellows are the first class named by the American Public Works Association and will serve as mentors to younger public works professionals working through the association’s new credentialing training, which begins this year.

“When we sat down with number of members, they said there really isn’t a clear career path in the public works field,” said APWA Executive Director Peter B. King. “Public works professionals are coming in from civil engineering, public administration, business and other technical areas, but it’s always not clear how to get to the public works path. The mentors are going to be able to share that information and give some guidance on the career path.”

Mr. Dimmick and the other fellows have more than 20 years of experience in public works, are engineers and have education in other disciplines as well. They were chosen by a committee to be the first class of fellows.

“Like most professions, we’re seeing a graying of the profession,” Mr. King said. “Our average age is over 50. Like so many professions, we are wondering where our future leaders are coming from, so this is an opportunity to transmit knowledge and wisdom back to the younger folks coming up.”

Mr. Dimmick applied to be part of the group after hearing about plans for the program from former APWA President George Crombie and identifying with the vision.

“There has been no national-level public works certification,” he said. “Public works is an ever-changing environment, so the training has less and less technology, with more and more social and other disciplines involved, but still, sound science is needed.”

Mr. Dimmick earned a bachelor’s de-

22 |

NNY Business | January 2012

AMANDA MORRISON | NNY BUSINESS

Kris D. Dimmick stands in front of a wall of plaques that he helped Watertown’s Bernier, Carr & Associates earn for public works in the region. Mr. Dimmick was recently named a public works leadership fellow by the American Public Works Association.

gree in forest engineering and a master’s degree in environmental engineering from SUNY College of Environmental Science and Forestry, Syracuse. He started as a forest technician in Leslie, Ark., then became a construction inspector for New York Department on Transportation.

“From my first engineering assignment, in public works with DOT, to now, I have never really left working with the rural village and town public works,” he said.

“It’s a much different setting, particularly as a consultant-for-hire, where you go in understanding that your clients all wear six different hats, budgets have been tight for years and one person will have the role of four or five people.”

Those difficulties allow more opportunities for consultants to provide educational and collaborative services, pressing the importance of training. Public works professionals see a fluid environment of technology, rules and emergencies.

“The arena itself changes, it’s not that the job is static – the job changes immensely,” Mr. Dimmick said. “Whether it’s a college facility, road or water plan, public works professionals are responsible for their maintenance. There is a vast range of facilities conceived, built and maintained by public works professionals.”

Mr. Dimmick is a registered professional engineer, with 28 years in the field

and more than 10 years at Bernier Carr.

He just wrapped up a term as chairman of the Central Branch New York Chapter of the association and continues as a chapter director and alternate delegate to the national association.

Mr. Dimmick and other fellows will spend at least 40 hours mentoring a younger public works professional, guiding them in projects and professional development training. The program will be unusual in that the students, taking three levels of leadership programs through the Donald C. Stone Center, will choose their mentors based on background and experience.

So far, 140 younger professionals have asked for mentors, so the association is trying to get to 200 fellows by April. After the initial start to the program, participants will be added on a rolling basis.

“We are encouraging them to not only focus on engineering, but also on strategic thinking and sustainability principles, which are becoming part of engineering programs now,” Mr. King said. “We want to create an opportunity for those who are mid-career to have access to those kinds of training and professional development.” n NANCY MADSEN is a former Johnson Newspapers staff writer. Contact her at nancy. madsen@gmail.com.

real e s tate R OUN D U P

Some sage advice for home buyers

J

ust what does a buyer need to do to buy a property?

First, assess needs and wants.

The most important is to know what resources a buyer has avail-

able. Most mortgage and real estate professionals say buyers should seek pre-approval from a lender before they begin a property search.

Cathy Heilman, AmeriCU Credit Union, suggests buyers review their credit reports and correct any mistakes before the lender sees it. When meeting with the lender, bring the past month’s pay stubs, previous two years’ tax returns and W-2s, three months of bank statements, and any legal documents that show alimony or child support that is paid or received.

North Country Savings Bank’s Dottie Parker notes that credit scores and credit reports are very important to lenders.

Buyers should be prepared to discuss recurring monthly bills and liquid assets that are needed to complete a purchase.

Once the buyer has a pre-approval letter, Pat Wolf of Homestead Funding Corporation cautions not to make major purchases (like a vehicle) that would impact a credit score. He adds to not overuse revolving credit, to get in the habit of trying to save money each month for items for the house, and for buyers to analyze their budget and determine how much house payment they can afford. Knowing how much can be afforded will prevent overspending.

Lori Nettles,TLC Real Estate, cautions that especially when buying a house in the winter and spring not to chose a home based on “curb appeal” but also to look at the interior of home. In our area, it is not uncommon to find some water or moisture in the basement. If there is a sump pump, make sure water is being removed

from the home satisfactorily. In many cases, a home may not require a sump pump, however water should drain adequately. If buying a home with a FHA or VA loan, repairs might be required. Often, Lance Evans repair money may be set in escrow until weather permits.

Once both parties have accepted a purchase offer, Attorney Roger Linden, Cappello, Linden, & Ladouceur, says that it’s important the buyer set money aside for closing costs and the transition to a new home. It is better to overestimate the amount needed. He adds that if the buyers are renting, they should notify their landlord with their anticipated moving date.

Patrick Evans, Evans Law Firm, reminds buyers and sellers that the day of closing is only estimated on a purchase contract. Contracts are designed to create a binding enforceable agreement. Once it is signed by both parties, they are legally bound to it and can be sued if they fail to perform. Both parties should make sure all contract terms are understood before signing and to contact an experienced real estate attorney for advice if there are questions before signing. If the party is retaining the attorney to represent them in the sale, advice may be included or come with a nominal fee.

With interest rates low and inventory in good supply, it is a great time to make the transition from being a renter to a homeowner.

On Dec. 15, the Jefferson-Lewis Board of Realtors held its annual installation dinner. During the evening a number of awards were presented and the 2012 Board of Directors was elected.

Jennifer Dindl-Neff received the highest honor, Realtor of the Year. A certified real estate appraiser and a licensed real estate broker, she serves on the Board of Directors and at the state level, and is active in the community. Coincidently, on the same day, she was named one of this magazine’s 20 Under 40 young professionals.

Our 2011Affiliate of the Year is Carthage Federal Savings and Loan Association. A long-standing partner with the board and its membership, it was cited for its willingness to assist with various projects and being a good corporate citizen.

A Lifetime Achievement Award was given to Walt and Gail Christensen.

In the 25 years since becoming Realtor members, Walt and Gail have been active in a variety of capacities on the local, state, and national levels of the Realtor Association. They continue to serve their community and the area through a number of boards and activities.

This year’s slate of officers and directors were elected and sworn in. New officers are: Jennifer Dindl-Neff, president, Gwyn Monnat, president-elect, Elizabeth Miller, vice president, Mary Adair, treasurer, Les Henry, recording secretary, Nancy Rome, corresponding secretary, and as directors: Vicki Bulger, Scott Gerni, Patrick Henry, Karen Peebles, and Ernest Scribner. n LANCE M. EVANS is the executive officer of the Jefferson-Lewis Board of Realtors and the St. Lawrence County Board of Realtors. He has lived in the north country since 1985. Contact him at levans@nnymls.com. His column appears monthly in NNY Business.

CONTACT WLDC TODAY - GROW YOUR BUSINESS TOMORROW! THE WLDC EXISTS TO HELP move your strategic business plans forward.

Financing options and incentives through the WLDC:

■ Fixed - interest loans for real estate, machinery and equipment ■ Working Capitol financing ■ Leasehold improvement financing ■ Assists in securing primary financing through commercial banks

For help with expanding or relocating your business to the City of Watertown Contact: Donald W. Rutherford CEO

Watertown Local Development Corporation (WLDC) 82 Public Square Watertown, NY 13601

Phone: 315.786.3494 Fax: 315.786.3495 email: don@watertownldc.com

January 2012 | NNY Business

| 23

real e s tate / le w i s c o u n t y The following property sales were recorded in the Lewis County clerk’s office:

Nov. 23

n Town of Diana: 14093 Creek Road, David L. Hathway sold to Timothy Wood, $50,000. n Town of Greig: 7383 Fish Creek Road, Jacob Silver sold to Kris M. Alsup, $102,000.

Nov. 22

n Town of Croghan: Zecher Road, Angeline Zehr sold to John M. Pate, $10,000.

Nov. 14

n Town of Diana: Tunnel Bay Drive, Korleen B. Williams Trust sold to Michelle M. Davoy, $70,000.

Nov. 10

Nov. 21

n Town of Watson: Heller Road, Michael S. MacDonald sold to Michael C. Varre, $27,900.

n Town of Watson: 6793 Chase Lake Road, Stanley A. Zeller sold to Michael Kukol, $72,400.

Nov. 19

n Town of West Turin: 3981 West Road, Rita S. Markham sold to Jantzi-Hescock Enterprises, $140,000.

Nov. 18

n Town of Croghan: Croghan Reservoir Road, Ceyril Bush sold to Joseph A. Zehr, $332,000. n Town of Leyden: 2057 NYS Route 12, Wayne Hastwell Estate sold to Augustus Bourgeois Jr., $19,500. n Town of Martinsburg: 6738 NYS Route 26, Marjory Allen sold to Serhiy Meleshcuk, $15,000. n Town of Turin: East Road, Benedict Farms sold to Derek R. Conway, $412,508.

Nov. 17

n Village of Croghan: Mechanic Street, Croghan MHP LLC sold to Mark A. Pominville, $100,000. n Village of Croghan: 9698 State Route 812, Virgil S. Widrick sold to Joseph A. Virkler, $115,000. n Town of New Bremen: 8658 Van Amber Road, Gary P. Rosiczkowski sold to George C. Meyer, $150,000.

Nov. 16

n Town of Croghan: Texas Road, Aaron Netto sold to Lawrence Bailey, $5,000.

NNY Business | January 2012

n Town of Croghan: 4718 Zecher Road, Donald K. Abel sold to Timothy M. Mulvaney, $176,000.

n Village of Croghan: George Street, Everence Trust Company sold to Jon C. Farney, $12,000.

n Town of Montague: 5592 Salmon River Road, Richard J. Klockowski sold to Zebulon A. Parks, $310,000.

24 |

n Village of Harrisville: 14402 Maple St.,David C. Vrooman sold to Sarah M. Heise, $58,000.

n Town of Croghan: Third Road, Jack E. Sweeney sold to Ashley R. Marolf, $1,200.

n Village of Turin: 6123 Main St., Justin Wiedrick sold to David W. Millard, $79,900.

Nov. 9

n Village of Harrisville: 14333 Maple St., Lois J. Richer Estate sold to David M. Huston, $107,200.

Nov. 4

n Town of Croghan: 10540 NYS Route 126, Harry W. Metzler sold to Henry A. Metzler, $106,082. n Town of Greig: Van Arnam Road, Moose River Land Company LLC sold to Michele L. Gilchrist, $25,900. n Town of Martinsburg: 6094 Blue St., Stanley McDonald sold to Wendy A. Greene, $112,000.

Nov. 3

n Village of Constableville: 3002 Thomas St., Karen L. McMahon, et al, sold to Alan D. Babcock Jr., $57,000.

Nov. 2

n Town of Lewis: Weiler Road, Deforest M. Flansburg II sold to Robert D. Koch, $66,000. n Town of Watson: 6720 Camp Road, Peter L. Acoveno sold to Robert M. Lussier, $24,000. n Town of West Turin: Michigan Mills Road, Ashley N. Barrows sold to Thomas G. O’Brien, $25,000.

$2,781,590 County real estate sales recorded over 22-day period, Nov. 2-23, 2011 ($1 transactions not included)

R E A L E S TAT E / s t. law re n ce c o u n t y The following property sales were recorded in the St. Lawrence County clerk’s office:

Oct. 19

n Town of Oswegatchie: 55.242 acres more or less, situate in Mile Square 64, bounded

by Eel Weir Road, John J. Mahany Jr. and Frances E. Mahany, Ogdensburg, sold to Alexander H. and Carrie I. Crowe, Constable $238,000. n Village of Waddington: Unknown acres, bounded by McGinnis Road and Franklin Road, Rodger A. Lawrence, Waddington, sold to Randy J. and Cindy L. Deshaies, Massena $153,500.

Raymo, Fort Drum $130,000. n Town of Canton: Parcel 1) 0.17 of an acre more or less, Parcel 2) 0.38 of an acre more or less, both Parcels are situate in Mile Square 8 in the 10th Range, bounded by North Woods Road, Donald J. and Susan A. VanCamp, Elbridge, sold to David A. and Susan K. Parker, Hilton $56,000.

Oct. 17

n Town of Macomb: 0.43 of an acre more or less, being a part of Lot 78 in the Morris Tract, bounded by Hutton Farm Road, Roger W. and Sharon A. Newell, Lorraine, sold to John M. and Charmel Trinidad, Mendon $164,000.

n Village of Massena: 0.237 of an acre more or less, being a part of Lot 14 and Lot 16, bounded by Grant Street, Randall J. Sabourin, Massena, sold to Nicole Thibault, Massena $56,500.

n Town of Waddington: Unknown acres, bounded by McGinnis Road, Barry J. and Allison L. Verville, Waddington, sold to Roger A. and Michelle R. Patenaude, Madrid $195,000.

n Town of Massena: Unknown acres, bounded by North Racquette River Road, Randy J. and Cindy L. Deshaies, Massena, sold to David and Barbara Hillis, Massena $170,000.

n Village of Massena: Unknown acres, situate in Hosmer Tract, James R. Napoli, Massena, sold to Jackie L. and Tabitha A. Ladison, Massena $92,200.

n Town of Louisville: 13.62 acres more or less, bounded by Patterson Road, Seaway Timber Harvesting Inc., Massena, sold to Patrick J. and Carolyn A. Dowdle, Winthrop $80,000.

n Town of Parishville: 13.3 acres more or less, situate in Great Lot 12, bounded by Catherinesville Road, William B. Taylor Sr., Potsdam, sold to William B. Taylor Jr., Potsdam $42,000.

Oct. 18

n Town of DeKalb: 32.004 acres more or less, situate in Lot 103, bounded by Maple Ridge Road, Stephen C. and Isolde K. Ried, Theresa, sold to Tammy Gary, Mitchell, Ind. $80,000. n Town of Gouverneur: 1.74 acres more or less, bounded by Welch Road, Brenda L. Beane, Richville, sold to Diane L. Neuroth, Gouverneur, and Wayne S. Shepherd, Gouverneur $80,000. n Town of Potsdam: Unknown acres, situate in Section 69, bounded by Potsdam-Hopkinton State Road, Alfred Gotsch, South Colton, Carl Gotsch, Norwood, and Mary Shatraw, Canton, sold to Robert C. and Noelle M. Dominy, Potsdam $48,000. n Town of Stockholm: Unknown acres, being a part of Lot 90, bounded by Hopkinton Road, Barbara J. Fueger and Beverly J. Paone (coexecutors), Gerhard Franz Friedrich Fuger, Austria, Europe, sold to Kevin J. and Jennifer J. Blanchard, Potsdam $35,000.

n Town of Canton: 2 Parcels, unknown acres, bounded by Pine Street, Michael and Brenda Snow, Canton, sold to Edwin Palmer, Canton, and William S. Palmer, Canton $40,000.

Oct. 14

n Town of Waddington: Parcel 1) 45/100 of an acre more or less, Parcel 2) 50/100 of an acre more or less, Parcel 3) 50/100 of an acre more or less, all Parcels are bounded by Oak Street, Donna J. Canning, Waddington, sold to Timothy T. Brady and Sharon L. O’Neil, Waddington $50,000. n Town of Lisbon: 1.80 acres more or less, being a part of Lot 1, bounded by State Route 37, Pamela Ashworth and Michael Cusano, Lisbon, sold to James M. O’Brien and Julie E. Lawton, Ogdensburg $96,500. n Town of Stockholm: 4.75 acres more or less, bounded by Stockholm Road, Bruce L. and Brenda A. Jenkins, West Stockholm, sold to Michael P. Donahue and Jennifer L. JamesDonahue, Massena $55,000.

$1,926,700 County real estate sales recorded over six-day period, Oct. 14-19, 2011

NORTHERN NEW YORK

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A.G. NETTO REALTY

“When it really matters... call me or one of my agents for best results.”

n Village of Potsdam: Unknown acres, bounded by Main Street and Prospect Street, Christopher Rogles, Exeter, N.H., sold to Lisa J. Pickering, Potsdam $65,000.

Tony Netto Lic. R.E. Broker/Owner

n Town of Fowler: 22.70 acres more or less, bounded by Joshua Parker Lot, Steven M. and Shari L. Agulis, Gouverneur, sold to Shawn S.

Tony Netto - 783-1028 Patty Johnson - 771-4016 Dave Knowlton - 783-0571 Jill Netto - 783-7921

716 Washington St., Watertown, NY 13601 (315) 782-0199

January 2012 | NNY Business

| 25

20 questions

Preparing

I

n just 14 months since he arrived in Massena from Indiana, John D. Martin, a 26-year veteran of Alcoa, has led a plant restart, bolstered a safety record and set a tone for future performance that could lead to a more than $600 million investment to modernize the aged aluminum plants in the north country where more than 1,100 people work.

NNYB: When you came to this location did you know they were going to restart operations?

MARTIN: It was obviously something we wanted to do but we had to get approvals and have the appropriate market conditions to enable that.

Everything did seem to work out with market conditions and approvals so we were able to do a fantastic job restarting this plant in March. When I was offered this job, obviously the challenges were a high cost for an extra plant, the curtailed east plant then the modernization project that’s looming out there, that is the focus for us for the long term. Lots of challenges but there were no definites and no givens. We had to perform and earn what we have so far.

NNYB: How did those conditions align at the right time for the restart?

MARTIN: The power deal and the agreement with NYPA to extend or have that MOU for a couple years was key, along with the London Metal Exchange pricing. We couldn’t start up the plant at huge losses so we had to have those favorable market conditions. We were able to work out agreements with NYPA, they have been extremely good to work with and get the restart done. Market conditions were good and we had to execute the plan and safely restart the plant. We are running the plant at historical benchmark levels within six months after the plant was started. It has been a tremendous effort by all the employees at the east plant to safely and successfully get things started.

NNYB: What was unique about the power deal and just how critical was that to the plant?

26 |

NNY Business | January 2012

invest

JASON HUNTER | NNY BUSINESS

to

n With a long commitment to the north country, Alcoa plans for modernization MARTIN: The power deal was extremely critical. Real estate talks about location, location, location. In the smelting business it’s power, power and power. Plants are located where there is the cheapest available power. The other thing that is important is having renewable energy sources.

Having hydropower and having a competitive rate for us for the next 40 years and having a long term power contract is critical. Short term contracts make it hard to invest capital dollars into the facility because you don’t know how long you’re going to be here

bringing in any revenue. We are very limited in what we could do to prepare the pots. We had a number of people on lay off, so when we got the word at the beginning of January to restart we had to bring in about 90 people off of lay off and get them re-acclimated to the work force. We had to do some hiring of another 30 people off the street and had to get them trained. Then we quickly got the pots ready to be restarted, all within about a six week time frame. That’s really the challenge, things sit around for two years and it’s very difficult to get pots going and operational.

NNYB: What are some of the terms of the power deal?

NNYB: How many employees are on site and what kind of economic impact does this business have on the area?

MARTIN: What happened in 2008 when the market crashed, Alcoa and NYPA worked together to say we cannot invest modernization money given where the LME and market conditions are.

So we worked out an agreement to extend everything out a couple of years to allow the economy and market conditions to get back where we could restart the plant. So NYPA worked with us and gave us an extension, to give it time to get market conditions better. We did shut down the east plant during that time frame because aluminum prices were so low we would have lost money if we tried to run that older facility during a downturn.

That was really a way of keeping our foot on the ground as far as modernization and keeping our 40 year power contract and keeping it alive. The deal is good for 30 years with some options, but has potential to be 40 years. It’s still pending on us spending a minimum of $600 million on modernizing the east facility. We have to commit to invest a minimum of $600 million by March of 2013.

NNYB: How long was the plant idle and what was involved with the restart?

MARTIN: It was idle about two years. What’s involved is that we couldn’t really spend much money during a curtailment because we weren’t

MARTIN: There are 1,100 employees between the two facilities. I believe we are the largest private employer north of Syracuse. I’ve heard estimates that if you have 1,100 employees, the impact on business and other employment is triple that. If Alcoa wasn’t here you’d be looking in terms of 3,000-4,000 jobs that wouldn’t be available here in the north country because of the impact we have on suppliers, customers, the service industry, etc. It would be a significant impact not having Alcoa here.

NNYB: What are some of the end products that come out of the plant?

MARTIN: The end products for us are a couple of business units. There is a fabricating unit called Alcoa Forgings and Extrusions here, too. For us, our finished product is really three or four things.

We have a billet that we make and send a lot to Cleveland and they use it to make truck wheels.

We send billet to Alcoa Forgings and Extrusions, which is located here at Massena and they make a wide variety of products for transportation and military, a lot of different types of products. We also sell molten aluminum to Novelis in Oswego.

Every day we send trucks with crucibles that

20 questions send molten metal to the Novelis plant in Oswego.

NNYB: One of the things your CEO said on his visit is that the iPad wouldn’t be possible without Alcoa, is Apple a big customer?

MARTIN: Apple is a huge customer for Alcoa.

I believe the metals come out of the Lancaster plants in Pennsylvania. A lot of aluminum gets supplied to Apple for their products.

NNYB: Is demand for aluminum on the upswing?

MARTIN: I think you have to break it into two different categories. Long term there is a lot of optimism about aluminum, it’s lightweight, versatile and infinitely recyclable. Our CEO frequently says that the demand will double by 2020. The world needs aluminum, the demand is out there long term. The concern is short term, he is concerned and everyone really in the industry is concerned that the world markets aren’t picking up like they were. There is a lot of uncertainty in Europe and China. It’s not that the demand isn’t there, it’s the uncertainty of the markets worldwide.

NNYB: For Alcoa, what’s special about this area?

MARTIN: Power. If you look at the original canal that was built between the St. Lawrence and the Grasse rivers, that’s why this location was picked back in the 1890s. Back in the 1950s when the big dam was built it changed the whole scale of what can be done here at this operation.

It was all founded on water power.

NNYB: What does innovation mean to you here?

MARTIN: It all relates back to cost control. Innovation is great but if it doesn’t deliver lower cost for our products then it doesn’t necessarily help me. We are in a cost competitive business.

We use innovation and technology to become more efficient and produce our product cheaper.

It’s all about cost control. We have some new innovative projects coming up in 2012 and we’re always on the lookout to become more efficient.

NNYB: Should that all go according to plan, will that mean more jobs?

MARTIN: It’s going to mean more short-term jobs throughout the construction industry. Long term it’s not about more jobs, it’s about secure jobs for the next 40 years. If you think about it at the east plant we will be much more efficient.

We’re shutting down three pot lines that take more people to run. We’re replacing them with a modern pot line that runs lower voltage and much more efficient. From that standpoint you’re going to have less people, there wouldn’t be layoffs, but over time you’d capture that through attrition and run more efficiently and enable you to be here for the next 40 years. Part of the power contract is a minimum job commitment that slowly reduces over a long period of time. You won’t see that impact here locally. You’re talking maybe 100 people over a long period of time; it’s not something that will dramatically shift the operation.

NNYB: Tell me about your commitment to this community.

MARTIN: My commitment is my vision called “One Massena,” in that we operate these two facilities as one. The east plant was originally a Reynolds plant that Alcoa acquired about 11 years ago. I want to make sure we are doing everything the same and working together. That

JASON HUNTER | NNY BUSINESS

John D. Martin, location manager for Alcoa Primary Metals in Massena, talks about the future of the aluminum giant in the north country. Last March, the company restarted its Massena East Plant, putting 100 employees back to work. same concept plays out in the community. We have regular quarterly meetings with community leaders and we want to do everything we can to work with the community on charitable events, on learning together how the community can get involved in the modernization project and all aspects of running the business. We try having an open dialogue with the community and make Massena as strong as possible. The Alcoa foundation is generous with giving funds to targeted charitable organizations that match Alcoa’s values around education, helping the less fortunate, sustainability, environmental issues, that kind of activity. We also have a program called Action Grants where we get groups of employees going to do volunteer activities and Alcoa will give some funding to that organization. We had 10 Action Grant events where we had at least 10 employees volunteer at least four hours helping throughout the community. October is our month of service, we had 15 events with 25 percent of our employees doing all kinds of activities from painting to cleaning the nature center to helping out with a 5K run.

NNYB: You’ve been with Alcoa for nearly 26 years, over that tenure how have things changed?

MARTIN: I think some things have remained constant and others have changed. What has stayed the same is Alcoa’s values on safety and environment. I haven’t seen those values vary in the past 25 years. We continue to make progress in safety and environment. What’s changed a lot is Alcoa went from Aluminum Company of America to Alcoa Inc. It’s a global company. There has been more movement overseas with investments. We have had a number of facilities shut down. I think when I started I’m guessing we had 30-40 smelters in the U.S., now there’s less than 10 with all companies. It’s dramatically changed, the manufacturing basin has declined and moved overseas. That has changed significantly .

NNYB: New York isn’t the easiest state to do business in, but it’d be hard to pack up and move an

The John D. Martin file AGE: 47 JOB: Location manager, Alcoa Primary Metals, Massena.

FAMILY: Married, wife, Beverly, and five children ages 18-24.

HOMETOWN: Elkins, W.Va. EDUCATION: Bachelor’s degree in mechanical engineering from West Virginia University, Morgantown, and a master’s degree in applied behavioral science from Bastyr University, Seattle.

PROFESSIONAL: Alcoa, 26 years, most recently was plant manager in Warrick, Ind., before moving to Massena to take current position in October 2010.

LAST BOOK READ: “The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You,” by John C. Maxwell. operation like this. What keeps you in New York?

MARTIN: We have a good workforce here. In some cases we have four generations of aluminum workers here in the area. We work closely with agencies on a number of things so we feel good support and continue building that relationship with the state of New York. I think the governor’s efforts on the latest jobs efforts and bringing more business to New York. He is doing the right thing to make New York a better place for business and make it more business friendly.

NNYB: How did you get involved with the Regional Economic Council?

MARTIN: They asked me to be on it. The lieutenant governor called and I accepted the invitation.

It has been a good experience. I don’t have January 2012 | NNY Business

| 27

20 questions

We don’t just work here.

We live here.

a lot of history in the state of New York but I have learned a lot and will continue to be a part of it as we move forward. It helps me learn and stay connected with what’s going on in the state. It will help me do my job here in the next several years.

NNYB: What’s your vision for this facility for the next five to 10 years?

MARTIN: For 2012, I think we have additional challenges and the same challenges in a tightened economic market. The LME is going to be lower in 2012 than it was in 2011. We have to have the mindset that we can’t rest on our laurels from 2011 we’re going to have to get better in 2012. We are looking at innovative technology and restructuring people to meet 2012 objectives. The other big activity in 2012 is doing engineering for modernization projects. Hopefully that will all come together in 2013 where engineering is done, our cost structure is better and we get approval in 2013 and the next two years after that will be construction and implementation of the project. My vision for 20152016 is a modernized facility with good cost position and safety record that will basically be set up to be successful here for the next 40 years.

NNYB: What is the best business advice you’ve ever followed?

MARTIN: Engaging people, listening to people and listening to different inputs. To me the potential of an organization is in its people. If you don’t harness that and get their input and get everybody to buy in and get aligned I think you’re in trouble. I think sometimes where people miss it is using innovation and other tools and forgetting about the people, that is where you get yourself into trouble.

NNYB: What needs to happen to improve market conditions?

1063 Arsenal St., Watertown, NY 315-221-AUTO (2886)

MARTIN: Listening to what our CEO says, there’s nervousness in the market. The fundamentals are there for growth in aluminum but there’s nervousness because of a variety of things. All the things you hear in the news are keeping people from investing in new building of trucks, planes or automobiles and building construction. Alcoa is very linked to how growth is being done around the world.

We’re a global company driven more by global impacts. It’s amazing what something happening in Europe does to our stock market. We tend to follow those types of activities. The thing we watch closely is LME and that pricing. That directly impacts our business unit, especially the ability to make any money is based on how aluminum is priced.

NNYB: What’s it like to have all eyes on you and how do you manage and your time and stress?

Call the local office for a quote on all the things that move you!

MARTIN: I kind of like it. I think it’s good. I would rather be the one at the head of the class and have people looking at Massena and asking what we’re doing to run so well. I want people to benchmark this place saying, ‘What are you doing, why are you running so well?’ Rather than having to get help from the outside. I’m fairly easy going. I have to have my think time running. I do a lot of thinking while running on the treadmill or in the park. I try to utilize all my resources. If I put it all on me there’s no way one person can make 1,100 people go. I rely heavily on the whole plant. My job is really to get people aligned and develop leaders and get a lot of support to get us going in the right direction.

— Interview by Ken Eysaman, edited for length.

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NNY Business | January 2012

E c o n o m i cally s peak i n g

Opportunity to grow in a new year

T

his time of year finds all of us reminiscing about the year just concluding and trying to understand — perhaps even predict — what the year ahead will bring. In my view, what makes predicting the future more difficult, at least from a community perspective, is that we are missing a comprehensive plan for long-range community and economic development. By any other name our plan would be a blueprint for how we would like to see our community grow.

Change is something few of us like to endure, but it is inevitable. Change without a plan, without understanding how any change fits into our community’s scheme of things, is much more difficult to predict, understand and to adjust.

During 2011 we saw many exciting changes for the good and a few not so good. Sadly, most of the changes we experienced occurred with little understanding as to how they came about or how they will serve to impact the future of our community.

Of course, strategic planning is not perfect; it requires constant attention and adjusting as circumstances change, as they are sure to do. However, with a specific “blueprint” or “path” in mind, we can begin to fully understand change, evaluate it, and to some extent, manage it based on our plan.

You would never get on a plane if you had no idea where that plane would take you. Community planning in many ways is analogous to a plane trip without a

destination. In order for all of us to support and even encourage change, it must relate to our vision of the direction our community wishes to take.

We need to Don Alexander ask ourselves, what do we want Jefferson County to become in the next 20 years?

Will it attract and retain young people?

Will the tax base grow to support the services we need to provide? Will our schools, our housing, our workforce, our public safety, our infrastructure respond to growing needs? Will our communities look and feel like the place we would all like to live and raise our family? Will we look back and say we did a good job of planning for our future or will someone justly accuse us of not thinking far enough ahead to build a better place for our children and grandchildren?

I recently attended a public information session in the village of Philadelphia regarding its new and comprehensive plans for the future. I came away so impressed that I mention it here. The leadership in the village led by Mayor Matt Montroy and the village board has begun the process of guiding the village through a thoughtful process of rebirth. They are following in the footsteps of such villages

in the county as Clayton, Carthage, Cape Vincent, Sackets Harbor and others that have seen the need to identify a path for changing their communities for the better.

They should be saluted.

With every village following a development plan, each element of change can be evaluated and even initiated as a more proactive strategy takes shape.

Decisions that need to be made can be made in the context of understanding where the community is headed, what are its priorities, what methods are best used to continue along the path while reassuring taxpayers that their money is being well spent because it’s being used to foster a plan the majority supports.

Is a plan a panacea for all issues that face our communities? Certainly not. But it does frame those matters and place them in a proper context where decisions made by policymakers support the collective vision for the community.

As we look to the year ahead, we would do well to take better control of our destiny — encourage public officials to develop a community-wide plan.

Let’s do what we can to shape our own future and turn the old adage that the “future is what you make it” into a battle cry. Happy New Year all. n Donald C. Alexander is chief executive officer of the Jefferson County Industrial Development Agency, the Jefferson County Local Development Corp. and the Jefferson County Job Development Corp. He is a lifelong NNY resident and former broadcaster. Contact him at dcalexander@jcjdc.net. He is a frequent contributor to NNY Business.

January 2012 | NNY Business

| 29

b u s i n e s s law

Know what your business is worth?

H

ave you ever wondered what your business is worth? At some point, your business must be sold unless you are planning to give it away. If you are a shareholder of a corporation, a member of a limited liability company or a partner in partnership, there should be a mechanism in the corporate bylaws, operating agreement, or partnership agreement that establishes your ownership value. If not, it is time to think about drafting one.

The easiest way to establish the value of a business is to identify a “stated value.”

Stated value is a fixed amount that an owner will receive when they exit the business. The amount is established by the owners themselves. Often, this type of valuation method provides that the owners must make adjustments from time to time. Over time, this requirement is forgotten and an exiting owner may be stuck with an amount that does not represent the true value of their interest.

In many situations, an appraiser is needed to determine the value. An appraisal may occur as a result of the contract language of the business, during a divorce when marital property needs to be determined, on the death of one of the owners to help establish the value of the estate, or for any number of reasons. Not all appraisers are right for all businesses; some businesses sell inventory, others sell services. The goal is to select an appraiser that has experience with your type of business.

There are three main approaches to business valuations: 1) asset-based method; 2) income-based method; and lastly 3) market-based method. Each method has strengths and weaknesses. In many cases, the appraiser must make assumptions about the business, time-value of money, or ownership interest (majority

versus minority ownership).

These assumptions could have significant impact on the final valuation.

In the assetbased method, the appraiser examines a business’s assets and liabilities Larry Covell to determine its economic worth.

This method works best for business that have tangible assets such as inventories.

The appraiser usually adjusts the business’s balance sheet assets and liabilities to its fair market value. Once the assets and liabilities have been adjusted, the net assets value of the business is determined by subtracting the liabilities from the assets. One weaknesses of this approach is goodwill. In this case, goodwill is defined as the favorable attributes of business such as its good reputation in the community, innovative management, or skilled employees.

The second approach to business valuation is the income-based valuation method.

This approach is used when a business has a history of positive earnings. There are two types of income-based valuation methods. The first is the discounted future income method, which is used when the business’s future income is expected to differ significantly from its current income.

The second is the capitalization of income method, which is used when the business’s future income is expected to closely resemble its current income.

In the discounted future income method, the appraiser attempts to project future earnings and cash flows over several years.

Once this stream of projected earnings has been arrived at, the appraiser uses a discount rate to determine a present value.

The discount rate may be based on the rate of return of a long-term government security. The selection of the discount rate is a highly subjective process, and the present value amount can vary greatly depending on the assumptions of the appraiser.

When an appraiser uses the capitalization of income method, a base year of the business’s earnings are selected and normalized.

The normalized earnings are multiplied by a capitalization rate. The capitalization rate is defined as the discount rate appropriate for the business reduced by its estimated growth rate over the long term. Using this method the appraiser is assuming a constant income stream.

The third approach to business valuation is the market-based valuation method. Using this method, the appraiser compares the owner’s business to comparable businesses.

The appraiser uses valuation multiples since the owner’s business and comparable businesses are not exactly identical. In addition, the appraiser may wish to compare the owner’s business to the data of industry guideline companies which are published in national journals. The weakness of this method is that the comparable businesses or industry data are not exactly the same as the owner’s business and variations exist.

Business valuations are complicated procedures. As an owner, you should have a business valuation method in your business contract. If not, or if it is outdated, you should consult an attorney who can help develop the appropriate method. n Larry covell is a professor of business at SUNY Jefferson and an attorney. Contact him at lcovell@sunyjefferson.edu. His column appears every other month in NNY Business.

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NNY Business | January 2012

C o mmerce c o r n er

New Year’s resolutions for your biz

T

his time of year, making New Year’s resolutions are in full force — some are probably going remarkably well — others have been presented with some barriers. This begs the question: how many businesses make New Year’s resolutions for the business aspect of their life in addition to their personal resolutions.

Small businesses are often referred to as the engine that drives the economy and job growth. In order for new ventures to succeed — and for existing ones to grow — they need capital. There is no time to procrastinate if you are working toward financial solubility for 2012.

Make a resolution to improve your financial practices and ensure success. The return on investment with this will make for a happier and prosperous new year.

Some financial advice: improve your personal credit scores. Lenders can access your personal credit history from credit score companies and can make lending decisions based on a combination of both personal and business credit history.

Keep sound financial records. It is not only crucial for a successful operation, it is good practice. Sales revenues, tax statements, and other proof of financial stability are necessary in order to obtain potential funding. Opportunities may present themselves but without financial documentation, it could hinder these opportunities.

Pay your estimated business taxes quarterly versus paying a lump sum on the infamous April 15. There are several tax

planners who specialize in small businesses who would be willing to help establish a system to prevent procrastination on those annual returns.

Watch those interest rates Lynn Pietroski — they are at an all time low.

Look for banks or lending firms that make it a priority to lend to minority owned,

a financially successful year, don’t forget to back up all your files that you worked so hard on in 2011. One small accident can erase years of data and hard work.

Combine professional and personal resolutions. A day in the life can mean so many things to so many people. Prioritizing is a successful ingredient to all aspects of life. Along with prioritizing, it is important to get organized to kick off a new year.

File your 2011 paperwork for easier access, update customer records for accuracy, and stay focused. Take a chance and learn something new. Regardless of the business you are in or the hobbies you enjoy there is always the opportunity to learn. Pick something exciting, affordable, and convenient that takes you outside of your comfort zone, but will help you in the business aspect of your life as well as something you enjoy.

Ramp up your customer service and give more of yourself to your community. In the hustle and bustle of everyday life, remember that your business is part of a community.

The benefits in doing this will be endless. You never know what you may need something.

Last but certainly not least—celebrate your accomplishments in both your personal and professional lives.

Take a chance and learn something new.

Regardless of the business you are in or the hobbies you enjoy, there is always an opportunity to learn. Pick something exciting. or companies that are in designated areas such as woman-owned.

Look into the future — be a planner not a procrastinator. Stay abreast of what is developing around you, what opportunities are presenting themselves, stay within your budget, and set realistic goals.

The year end is behind us if working on a calendar year versus fiscal year, therefore it is an opportune time to reflect on what the shortfalls were and how to make the most out of future investments. Set attainable goals, but ensure you have a mechanism in place to make certain you are meeting your goals.

And as you plan to move forward into

n Lynn Pietroski is president and CEO of the Greater Watertown North Country Chamber of Commerce. Contact her at ceo@watertownny. com. Her column appears monthly in NNY Business.

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January 2012 | NNY Business

| 31

Agri-business

Excitement stirs around ag outlook

W

here are investors putting their money? They are putting their money into soil, a natural resource that is becoming increasingly important as an economic investment tool.

Soil, when combined with sunlight and water, does more than grow food, it also grows bank accounts. Or at least that’s what Bloomberg reported in the Oct. 6 article, “Farmland seen returning up to 12 percent by U.S. pensions manager” by Luzi Ann Javier and in the Aug. 10 story “Being like Soros in buying farmland reaps annual gains of 16 percent” by Seth Lubove.

Farmland is a valuable investment asset. Ms. Javier reports on the investment in farmland by Jose Minaya, managing director and head of natural resources and infrastructure investments at New Yorkbased TIAA-Cref. Mr. Minaya expects farmland to continue to generate returns of 8 percent to 12 percent a year.

Mr. Lubove shares the insights of Perry Vieth, founder of Ceres Partners LLC. Mr. Vieth left a job overseeing $7 billion in fixed-income assets at PanAgora Asset Management Inc. He now oversees 61 farms and reports that returns from farmland have trounced those of other equities. Ceres Partners saw an average annual gain of 16.4 percent from 2008 to 2011. This excitement for investing in soil is spilling over to Northern New York.

Whether you talk to local farmers who already invest in their operations or to outside investors interested in buying farmland to grow crops, there is opportunity to grow our economy through agriculture.

In 2011, investors were looking for highquality grazing lands in Northern New York, hoping to help set up grass-based livestock operations. Dairy farms were

eying farmland to meet growth needs. Farms were planting soybeans, corn and wheat, not only for their own needs, but to sell as cash crops to meet growing demand elseJay Matteson where. Prices received for dairy products allowed farms to reinvest in operations and update equipment.

While milk prices are expected to decline in 2012, projections from most ag economists keep prices in a range that still allows many dairy farms to operate profitably. Many farms use risk-management tools to lock in prices at least on a portion of the milk they produce, allowing them to better manage finances. The big unknown our dairy farms face, besides the weather, which can change everything in an instant, is what will happen with U.S. dairy policy through the 2012 farm bill.

As Congress drafts the Farm Bill, we’ll watch to see how drastically dairy pricing and efforts to balance the ebb and flow of milk across the nation changes. We hope that the biggest story will be an increased demand for milk in the Northeast. As manufacturers ramp up local production, we can only hope that the Farm Bill provides some edge to produce milk north country plants need.

Beef and meat livestock production in Northern New York should see even more attention than it already enjoys. With investors looking grasslands, more farmers consider ramping up production. And

with a strong focus on processing facilities to handle the increasing number of livestock, one can’t help but think there is a good future for livestock agriculture here.

Whether it’s a custom cutting operation like Spruce Acres Custom Cutting in Redwood, or the potential for another USDA processing facility, local high-quality meat production is growing to meet consumer demand across the Northeast.

Besides demand for locally grown meat, vegetables, fruit and other ag products, also are seeing better interest as vehicles for economic growth. A recent announcement by the Development Authority of the North Country that it will offer loans to maple syrup producers for equipment to increase production is a welcome event.

This is a much-needed financial resource that will help develop our local economies. I hope DANC or some other organization with financial might will do the same thing for vegetable growers and other small-scale ag producers who find it hard to secure financing to improve and grow operations. Loans that might be available to finance high-tunnel greenhouses, pasture fencing, structures for small livestock and other needs will go a long way to improve the use of our soils.

The outlook for agriculture in our region is exciting with a couple ounces of caution. Of course, you never know what the weather will bring, but anytime we capitalize on what we do best here, using the sun, soil and water to produce something every person needs, you will not find a better investment for our future.

n Jay M. Matteson is agricultural coordinator for the Jefferson County Agricultural Development Corp. He is a lifelong Northern New York resident who lives in Lorraine. Contact him at coordinator@comefarmwithus.com. His column appears monthly in NNY Business.

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NNY Business | January 2012

BUSIN E SS T E C H BY T E S

New year a great time to bolster tech

H

opefully you have allocated a portion of your 2012 budget to technology, whether it is to become more mobile, move to the cloud or modernize some of your older legacy systems.

Phil Garland, of PricewaterhouseCoopers U.S. CIO Advisory Services, says, “Many, or most, of the investments for 2012 are focused on either gaining agility or pushing innovation. Cost reduction is still big, but there’s an even greater emphasis on the other two.”

Where did you commit your precious tech dollars to?

The gambit of new and innovative products and applications now available for organizations of all sizes can streamline, transform or even eliminate some internal processes. Information technology also can be leveraged to improve customer engagement and drive revenue.

This trend will be driven by your personal experiences with mobile devices, social networks and applications.

Your eyes should now be open to the endless possibilities for your business. Are you familiar with your day-to-day business processes? Are operations conducted in the most cost effective and efficient manner? Determine where waste exists and look to technology to help differentiate your business and add value to your unique brand.

“The cloud” got a lot of attention in 2011 and this will continue into 2012.

Businesses large and small should investigate migrating some, if not all, of their services to a cloud solution. By avoiding

capital expenditures and infrastructure costs, cloud computing, created with economy of scale in mind and as a “pay-as -you-go” model, will run your applications as a Jill Van Hoesen service, shifting the burden of technology management to experts in the field leaving you time to do what you do best — run your business.

People want to be connected everywhere they are. This poses new risks and will necessitate spending some of your budget on information security. You must be in control of your data: protect it in transit, control access and prepare for the worst.

A cloud service provider should have a proven track record and extensive experience with managing customer information. The solution should offer efficient and rapid data storage and restore, be it a single file or a whole site.

Ensure your cloud service provider provides not only encryption but strict policies and procedures in the event of physical intrusions and acts of nature.

Your vendor should make data security and your ability to access and use it, its highest priority.

When was the last time you tested your business continuity plan? A cloud

solution gives you an offsite copy of your data, helping you meet disaster recovery requirements at a fraction of the cost.

Consumerism of information technology continues: 2011 brought us BYOD (Bring Your Own Device), Web applications and enterprise data on tablets and smartphones.

Forrester Research Inc. predicts that e-commerce sales will reach $279 billion by 2015 up from $176 billion in 2010. Businesses need to understand how effective their various marketing strategies are.

Are your customers reaching you from your website, newspaper and television advertisements, Facebook or Google searches?

Is your website design working? Your business needs to track who is on your site, how long they stayed, click through rates, steps to make a purchase and even abandoned transactions. Do you have the right content to spark add-on sales? First, you need to know your customer’s Web experience to ensure it portrays what you envision.

The demand for information technology innovation will abound in 2012.

Foster innovation through openness and collaboration between all departments encouraging creative out-of-the-box thinking and appropriate risk-taking. Allow your workforce leverage in flexibility and creativity to harness the ever increasing power of consumer technology. n Jill Van Hoesen is chief information officer for Johnson Newspapers and a 25-year IT veteran. Contact her at jvanhoesen@wdt.net.

Her column appears monthly in NNY Business.

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January 2012 | NNY Business

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S M A L L BUSIN E SS SU C C E SS

Take stock in your business’s future

I

n a quote popularly ascribed to Winston Churchill, he once said, “Failing to plan is planning to fail.” It’s a quote we have hanging on our wall at the Small Business Development Center. I often tell my clients, imagine jumping into your car and heading for San Diego without some preparation – no road map, no gas credit card, no air in the spare. That might be something my 20-something son would do, but that doesn’t make it a good idea.

So as you look at your business in 2012, try to look at the road ahead and come up with some plans that will give you a safe and comfortable ride.

For example, take a look at your plans for marketing and advertising. How do you think your efforts paid off this year? Were you able to track how many customer contacts you received from each? Maybe you need to update that website, get yourself a free Google Place ad, call the newspaper to find out when the special bridal edition is coming out, or the home improvement section. Did your business participate in Small Business Saturday this year? It’s the Saturday after Thanksgiving; this year’s was the second year of the national promotion, and it was bigger than ever, with free posters to download and lots of advertising materials available.

Now is also a good time to sit down with your tax adviser and see what changes you may want to make in the coming

year. Timing of equipment and supply purchases can be very important.

If you haven’t already, set up a Roth IRA or other retirement fund so you can plan on the contribution Sarah O’Connell you will make to it throughout the year. You can also set up tax payment accounts to set aside payroll, sales and

offers businesses that hire veterans with service-connected disabilities a maximum credit of $9,600 per veteran.

Jane Austen wrote, “Surprises are foolish things. The pleasure is not enhanced, and the inconvenience is often considerable.” While avoiding all surprises for your business in the coming year is impossible, planning out what you can will help reduce the unpleasant ones.

Whatever your plans, remember that there are many excellent resources out there to help you, whether it’s a human resources consultant to help you with employee issues, a social media manager to increase your Internet presence or your banker or accountant to help you evaluate your financial issues.

Whatever your plans, remember that there are many excellent resources out there to help you, whether it’s a human resource consultant, a social media manager or a banker or accountant. income taxes on a regular basis instead of having to come up with them in a lump.

Finally, look at your employee situation. Will your employees need any sort of training during the year? Perhaps you need to create an employee manual, or a social media policy. If you’re considering hiring, keep in mind that there are specific tax credits for businesses that hire unemployed veterans. The Returning Heroes Tax Credit provides businesses that hire unemployed veterans with a maximum credit of $5,600 per veteran, and the Wounded Warriors Tax Credit

n

n

n

The NYS Small Business Development Center in Watertown with satellite offices in Lowville and Oswego also offers individual, confidential counseling at no cost for people with new or existing businesses, as well as other workshop opportunities. We can be reached at 782-9262 or sbdc@sunyjefferson.edu. St. Lawrence county residents can contact the SBDC in Canton at 3867312, sbdc@canton.edu.

n Sarah O’Connell is a certified business advisor with the New York State Small Business Development Center at Jefferson Community College. She is a former small business owner and lifelong Northern New York resident.

Contact her at soconnell@sunyjefferson.edu.

Her column appears monthly in NNY Business.

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NNY Business | January 2012

Wednesdays, Feb. 1 — March 7

n NNY Crops Management School, noon to 3 p.m. Farm Credit East. Sponsored by Cornell Cooperative Extension. Information on production of corn, soybeans and forage crops. Cost: $100 for six weeks or $30 per week for two weeks of pest management training. Registration deadline: Friday, Jan. 20. Register: 788-8450 or 376-5270.

Canton Thursdays, Feb. 2 to March 8

n NNY Crops Management School, noon to 3 p.m. Cornell Learning Farm. Sponsored

by Cornell Cooperative Extension. Information on production of corn, soybeans and forage crops. Cost: $100 for six weeks or $30 per week for two weeks of pest management training. Registration deadline: Friday, Jan. 20. Register: 379-9192.

Carthage Saturday, Feb. 11

n Winterfest 2012, 10 a.m. to 3 p.m., Carthage Park. Winter activities for families and children. Sponsored by Carthage Area Chamber of Commerce. Free. Information: 493-3590.

Chazy Tuesdays, Jan. 31 to March 6

n NNY Crops Management School, noon to 3 p.m., Miner Institute. Sponsored by Cornell Cooperative Extension. Information on production of corn, soybeans and forage crops.

Cost: $100 for six weeks or $30 per week for two weeks of pest management training.

Registration deadline: Friday, Jan. 20. Register: 1 (518) 962-4810 ext. 409.

Lowville Saturday, Jan. 28

n Sixth Annual Lewis County Bridal Fair, 10 a.m. to 3 p.m., Lowville Elks Club, Shady Avenue. Sponsored by All Things Beautiful Photography and R&H Creations. Vendors include caterers, cakes, photographers, decorators, florists, music services, local venues and personal grooming. Information: 346-6915.

Malone Wednesdays, Feb. 1 — March 7

n NNY Crops Management School, noon to 3 p.m. Sponsored by Cornell Cooperative Extension. Information on production of corn, soybeans and forage crops. Cost: $100 for six weeks or $30 per week for two weeks of pest management training. Registration deadline: Friday, Jan. 20. Register: 1 (518) 483-7403.

Massena Saturday, Jan. 28 TO Sunday, Feb. 5

n Massena Winter Carnival, variety of activities daily throughout Massena. Sponsored

by Massena Chamber of Commerce. Parade and fireworks on Friday, Feb. 3, at Bushnell Field. Dog sled races, children’s activities, 5K

walk/run, chicken barbecue and horse rides on Saturday, Feb. 4. For most up-to-date event listings, check www.massenachamber.com.

budgeting and corporate decision-making.

Cost: $220. Register: Continuing Education Division, 786-2438.

Ogdensburg

Mondays, Jan. 23 to May 7

Saturday, Feb. 18

n Polar Bear Plunge, 11 a.m. to 4 p.m., Dobisky Visitors Center. Sponsored by the Ogdensburg Volunteer Rescue Squad and Ogdensburg Chamber of Commerce. Jumpers begin at 1 p.m. at the City Marina. Children younger than 18 must have written consent of a parent or guardian. Person with the most pledges wins 10 percent of the purse.

Pledge forms available at the chamber office, 1 Bridge Plaza, or call and have one emailed to you. Cost: $35 in pledges per person. Contact: 393-3620 or chamber@gisco.net.

Parish Tuesday, Feb. 14

n “Customer Service 101 – Winning Customer Loyalty,” 7 to 8:30 p.m., Grist Mill Restaurant. Sponsored by New York State Small Business Development Center at SUNY Oswego. Discussion about how the customer is the biggest variable within managing your business, also explore how customers make buying choices based on qualitative and emotional motivations and perceptions. Contact: 312-3492 or perras@oswego.edu.

Saranac Lake Saturdays, Jan. 21 and 28

n “My Small Business 102: Strategies and Inspiration for the Creatively Inclined,” 10 a.m. to noon, Adirondack Business Center, 141 River St. Sponsored by Clarkson University’s Reh Center for Entrepreneurship and the Glenn and Carol Pearsall Foundation. Free, registration required. Register: Reh Center, 1 (518) 354-8410 or rehcenter@clarkson.edu.

Syracuse

Tuesday, Jan. 24

n Economic Forecast 2012 Speaker Series, 8 a.m. Tuesday, Jan. 24, Savory Downtown.

Sponsored by Greater Watertown-North Country Chamber of Commerce, NNY Business, the Watertown Daily Times and North Country Capital. Featuring Robert Simpson, President and CEO of CenterState Corp. for Economic Opportunity, Greg Gardner, SUNY Potsdam, and Jay Matteson, Jefferson County Agricultural Development Corp.

Cost: Chamber members, $10; non-members, $15. Reservations required by Tuesday, Jan. 24. Contact: 788-4400.

Tuesdays and Thursdays, Jan. 24 to May 3

n Legal Issues for Small Business, 3:30 to 4:50 p.m., Jefferson Community College.

Sponsored by the JCC Continuing Education Division. Taught by Larry Covell. Learn about choosing a business organization, zoning approval, licensing and permits, tax implications, small business contracts, small business buyouts and the legal requirements of small-claims court action. Workshop participants may attend as few as four sessions.

Cost: $220. Register: Continuing Education Division, 786-2438.

Thursday, Jan. 26

Wednesday, Jan. 25

n Speed Networking, 8 to 10 a.m., CenterState CEO Headquarters, 572 S. Salina St. Registration begins at 7:30 a.m., event begins at 8 a.m. sharp. A list of attendees will be provided upon arrival to help in identifying business prospects. Register: www. centerstateceo.com or 470-1997.

Watertown

n Small Business Accounting, 6 to 9 p.m., Jefferson Community College. Sponsored by the JCC Continuing Education Division. Taught by John Gould. Learn basic bookkeeping, income tax filing and other concerns that involve small businesses.

Workshop is in conjunction with the Small Business Development Center Entrepreneurial Training Course. Cost: $40. Register: Continuing Education Division, 786-2438.

Thursday, Feb. 2

Wednesday, Jan. 18

n Business After Hours, 5 to 7 p.m., Black River Valley Club, 131 Washington St. Sponsored by Greater Watertown-North Country Chamber of Commerce. Cost: $8; unregistered members, $10; non-members, $12. Registration required by Tuesday, Jan. 17. Register: www.watertownny.com.

Mondays, Jan. 23 to May 17

n Basic Finance Course, 5:30 to 8:30 p.m., Jefferson Community College. Sponsored by the JCC Continuing Education Division. Taught by Matthew Doheny. The course covers fundamental elements of business finance and includes the concepts of financial analysis, time value of money, security valuations, risk and return, capital

n Introduction to Entrepreneurship, 5:30 to 8:30 p.m., Jefferson Community College.

Sponsored by the JCC Continuing Education Division. Taught by Peter Whitmore.

Topics include exploring the idea of becoming an entrepreneur, developing a successful business idea, moving from an idea to an entrepreneurial venture and managing and growing a business. Textbook available, but not required. Course cost: $220. Register: Continuing Education Division, 786-2438.

n 60th Annual Israel A. Shapiro Dinner and Award Presentation, cocktails, 6 p.m., dinner and program, 7 p.m., Ramada Inn. Meal choices: Slow roasted prime rib, baked stuffed boneless chicken breast with supreme sauce, seafood Wellington and broccoli and pasta Alfredo. Cost: $45 per person. Reservations required by Wednesday, Jan. 23. Tickets must be paid for in advance. Register: www.watertownny.com.

 GOT A BUSINESS EVENT or calendar item? Email editor Ken Eysaman at keysaman@wdt.net. Deadline is the 10th of each month for the following month’s issue. Visit us on Facebook at www.facebook.com/NNY Business for events calendar updates.

COMMUNITY / BUSINESS EVENTS CALENDAR

Burrville

January 2012 | NNY Business

| 35

chambeR / WEB directory

NNY CHAMBERS OF COMMERCE  Alexandria Bay

7 Market St., Alexandria Bay, NY 13607; 482-9531, www.visitalexbay.org

 Boonville

122 Main St., P.O. Box 163, Boonville, NY 13309; 942-6823, www.boonvillechamber.com

 CaNTON

60 Main St., P.O. Box 369, Canton, NY 13617; 386-8255, www.cantonnychamber.org

 Cape Vincent

649-3404, www.chaumontchamber.com

393-3620, www.ogdensburgny.com

 Clayton

 Old Forge

 Greater WatertownNorth Country

 Potsdam

517 Riverside Drive, Clayton, NY 13624; 686-3771, www.1000islands-clayton.com

1241 Coffeen St., Watertown, NY 13601; 788-4400, www.watertownny.com

 Gouverneur

 Henderson Harbor

 Sackets Harbor

P.O. Box 468, Henderson Harbor, NY 13651; 938-5568, www.hendersonharborny.com

 Carthage Area

 Massena

572 S. Salina St., Syracuse, NY 13202; 470-1800, www.centerstateceo.com

 Chaumont-Three Mile Bay

P.O. Box 24, Three Mile Bay, NY 13693;

BIZ Web DIRECTORY CITEC Manufacturing & Technology Solutions www.citec.org

Clarkson University Center for Entrepreneurship www.helpmysmallbusinesstoday.com www.facebook.com/CUEntrepCtr www.twitter.com/CUEntrepCtr

Development Authority of the North Country www.danc.org

Lewis County Industrial Development Agency

 Pulaski

3044 Route 13, P.O. Box 34, Pulaski, NY 13142; 298-2213, www.pulaskinychamber.com

 Lewis County

 Centerstate CEO

1 Market St., Potsdam, NY 13676; 274-9000, www.potsdamchamber.com

214 E. Main St., Gouverneur, NY 13642; 287-0331, www.gouverneurchamber.net

175 N. James St., P.O. Box 482, Cape Vincent, NY 13618; 654-2481, www.capevincent.org 120 S. Mechanic St., Carthage, NY 13619; 493-3590, www.carthageny.com

3140 Route 28, P.O. Box 68, Old Forge, NY 13420; 369-6983, www.oldforgeny.com

7576 S. State St., Lowville, NY 13367; 376-2213, www.lewiscountychamber.org 50 Main St., Massena, NY 13662; 7693525, www.massenachamber.com

 Malone

497 East Main St., Malone, NY 12953; 1(518) 483-3760, www.visitmalone.com

 Ogdensburg

1 Bridge Plaza, Ogdensburg, NY 13669;

304 W. Main St., P.O. Box 17, Sackets Harbor, NY 13685; 646-1700, www. sacketsharborchamberofcommerce.com

 South Jefferson

14 E. Church St., Adams, NY 13605; 232-4215, www.southjeffchamber.org

 St. Lawrence

101 Main St., First Floor, Canton, NY 13617; 386-4000, www.northcountryguide.com

 Tri-Town

907 Route 11 C, P.O. Box 297, Brasher Falls, NY 13613; 389-4800, www.tritownchamberofcommerce.com

Jefferson County Job Development Corp.

St. Lawrence River Valley Redevelopment Agency

Procurement Technical Assistance Center

U.S. Small Business Administration

www.jcjdc.net

www.northcountryptac.com

Small Business Development Center at SUNY jefferson

www.slrvra.com

www.sba.gov www.facebook.com/SBAAtlantic www.twitter.com/SBAAtlantic

www.watertown.nyssbdc.org www.facebook.com/WatertownSBDC www.twitter.com/nys_sbdc

Watertown Local Development Corp.

St. Lawrence County IDA / Local Development Corp.

Watertown SCORE

www.slcida.com

www.watertownldc.com

www.scorewatertownny.org

www.lcida.org

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NNY Business | January 2012

BUSIN E SS S C E N E NYS Zoo at Thompson Park Zoo to Do

Watertown DBA Awards

KEN EYSAMAN PHOTOS | NNY BUSINESS

KEN EYSAMAN PHOTOS | NNY BUSINESS

Top, from left, Sarah O’Connell, a Small Business Development Center business advisor, presents Stevie Smith, executive director of Transitional Living Services with a certificate of honorable mention during Watertown’s Downtown Business Association annual social at Johnny D’s Bistro 108. Above, from left, Christine Hoffman presents the Downtown Business of the Year Award to North Country Arts Council board member William G. Wood. Stream Global Services also was named a Downtown Business of the Year and Ruyi Asian Fusion earned honorable mention, while the Watertown Daily Times received the Downtown Institution Award for celebrating its 150th anniversary in 2011.

Top, from left, Tony Randazzo, wife, Lori, and Kristina M. Ives, all of Coyote Moon Vineyards, Clayton. Above, from left, Amy L. Getman, husband, Joe, Jeff Garnsey and wife, Julie. The Black River Valley Club hosted the New York State Zoo at Thompson Park’s Zoo to Do fundraiser Nov. 30 to benefit the zoo’s educational outreach programs. The event raised $31,855. The event marked a return to the Black River Valley Club for the first time since 2005.

January 2012 | NNY Business

| 37

BUSIN E SS S C E N E 17th Annual Children’s Christmas Gift & Fund Drive

KEN EYSAMAN PHOTOS | NNY BUSINESS

KEN EYSAMAN PHOTOS | NNY BUSINESS

Top, from left, Peter Quimby, Bernier, Carr & Associates, Robert M. Weldon Jr., owner, Weldon & Trimper Law Firm, and Pam Quimby.

Above, from left, Beth Weldon, LizzieBDesign, Dr. Kellie Sanzone, DDS, orthodontist, and Renee Waterbury, Watertown City Schools first-grade teacher. Sponsored by Bernier, Carr & Associates and the Paul G. and Kathleen E. Carr Foundation, the 17th Annual Children’s Gift & Fund Drive raised more than $30,000 in toys and cash contributions in a single night at the Black River Valley Club.

Top, clockwise from back left, Gina L. Costanzo, Jefferson Community College, Corey Reid, Gregor K. Smith, and Jason R. Burto, all of Bernier, Carr & Associates, and Diana L. Smith, Fort Drum Barber Shop. Above, from left, Barb Lavarnway and son, Mark R., president and CEO, Watertown Saving Bank.

CREG SYSTEMS n VISIT NNY BUSINESS ON FACEBOOK at www. facebook.com/ nnybusiness to view more than 300 additional Business Scene photos from events across the north country since December.

38 |

NNY Business | January 2012

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BUSIN E SS S C E N E NNY Business 20 Under 40 Awards Luncheon

KYLE R. HAYES PHOTOS | NNY BUSINESS

KYLE R. HAYES PHOTOS | NNY BUSINESS

Top, from left, state Sen. Patricia A. Ritchie, R- Heuvelton , and Graham Wise, chief of staff. Above, from left, Melissa Aulet-Ortiz, account executive, Tunes 92.5 FM, Timothy P. Sweeney, station manager, Tunes 92.5 FM, and T. Urling Walker, former Watertown mayor. NNY Business magazine honored 20 of Northern New York’s emerging leaders under the age of 40 during a Dec. 15 luncheon at the Black River Valley Club. Watertown Savings Bank, the Northern New York Community Foundation and the Greater Watertown Jaycees joined to sponsor the event.

Top, from left, Diane Schweitzer and husband, Reginald J. Sr., Above, from left, Tracy L. Hart, Barbara Peck and Karen Y. Richmond, all of the Children’s Home of Jefferson County.

Gerald A. Nortz 7490 S. State Street Lowville, NY 13367 geraldanortzinc.com ganortz@yahoo.com

(315) 376-6211

January 2012 | NNY Business

| 39

BUSIN E SS S C E N E GWNC Chamber of Commerce Business After Hours at USO

KEN EYSAMAN PHOTOS | NNY BUSINESS

Top, from left, Maj. Gen. Mark A. Milley, commanding general, 10th Mountain Division and Fort Drum, and Karen M. Clark, director, USO Fort Drum. Above, from left, Steven C. Schanely, MML Investors Services, wife, Miyako N., executive director, SUNY Colleges in the North Country, and mother, Miyako Y. Tanabe. USO Fort Drum hosted the Greater Watertown-North Country Chamber of Commerce December Business After Hours on Dec. 21.

40 |

NNY Business | January 2012

KEN EYSAMAN PHOTOS | NNY BUSINESS

Top, from left, David P. Barron and Sandy L. Rowland, Husky Property Management LLC, Watertown. Above, from left, Deanna K. LaClair and Jennifer L. Raso, both of Texas Roadhouse, Watertown.

BUSIN E SS S C E N E GWNC Chamber of Commerce Business After Hours at USO

KEN EYSAMAN PHOTOS | NNY BUSINESS

KEN EYSAMAN PHOTOS | NNY BUSINESS

Top, from left, Catherine H. Wehrle, associate program director, Alzheimer’s Association Central New York Chapter, and Suzy A. Hicks, USO Fort Drum volunteer. Above, from left, Todd Kirkey, Joseph Vaadi and Kristine Czajkowski, owners, Watertown Wizards.

Top, from left, Austin Romeo, vice president/operations manager, Black River Electrical & Mechanical Inc., Kimberly Welch, president, On Site Sales Solutions, and Muranda M. Johnson, assistant project manager, Black River Electrical & Mechanical Inc. Above, from left, Victoria J. Herrera, marketing director, Thousand Islands Winery, Stephen J. Conaway, owner, Thousand Islands Winery, and Kayla D. Speck, fundraising coordinator, Thousand Islands Winery.

January 2012 | NNY Business

| 41

D INING GUI D E Brownville Diner 114 W. Main St., Brownville (315) 786-8554

Fung Hing Chinese 225 State St., Watertown (315) 785-9689

Joey’s at the Thousand Island Club 21952 Club Road, Alexandria Bay (315) 482-9999

Café Mira 14 Main St., Adams (315) 232-4470

Gary’s Restaurant 5424 Shady Ave., Lowville (315) 376-6612

Johnny D’s 1 Public Square, Watertown (315) 782-6108

Cam’s Pizzeria 25 Public Square, Watertown (315) 779-8900

G&F Italian Pizza and Restaurant 2972 E. Main St., Parish (315) 625-7177

Johnny D’s Bistro 108 108 Court St., Watertown (315) 755-2333

Cavallario’s Cucina 133 N. Massey St., Watertown (315) 788-9744

Gold Star Deli 343 Arsenal St., Watertown (315) 782-6155

Karen & Jasper’s Bar & Bistro 1322 Washington St. Plaza, Watertown (315) 788-4110

Cherry Tree Inn 8541 State Route 3, Henderson (315) 938-7281

Goodfellos 202 W. Main St., Sackets Harbor (315) 646-3463

China City 1125 Arsenal St. Suite 2, Watertown (315) 788-8289

Gram’s Diner 13 Main St., Adams (315) 232-4881

Korean Grill 525 W. Main St., Watertown (315) 681-4226

Church Street Diner 107 Church St., Carthage (315) 493-0997

Great Wall Chinese 300 Arsenal St., Watertown (315) 788-7668

Lake Ontario Playhouse 103 W. Main St., Sackets Harbor (315) 646-2305

Coleman’s Corner 849 Lawrence St., Watertown (315) 782-6888

Harby’s Hots Outer Washington Street, Watertown (315) 788-2250

Leanna’s at the Manor Store Route 11, Pierrepont Manor (315) 465-4400

Crossroads Diner 22474 U.S. Route 11, Watertown (315) 782-9591

Herrings Inn 35802 State Route 3, Carthage (315) 493-9829

Limerick Hotel 16331 State Route 12E, Limerick (315) 639-6804

Crystal Restaurant 87 Public Square, Watertown (315) 782-9938

Highland Meadows Country Club 24201 State Route 342, Watertown (315) 785-0108

Bernardo’s Pizzeria 702 Coffeen St., Watertown (315) 782-9500

Daily Buffet (Chinese) 1283 Arsenal St. Stop 8, Watertown (315) 786-8598

Hops Spot 214.5 W. Main St., Sackets Harbor (315) 646-BEER (2337)

B J’s Grill 610 Mill St., Watertown (315) 782-8126

Dano’s Pizzeria and Restaurant 24411 State Route 971V, Felts Mills (315) 773-3266

Home Deli Pizza & Subs 305 W. Main St., Watertown (315) 782-6340

Black River Valley Club 131 Washington St., Watertown (315) 788-2300

Erin’s Isle Restaurant 928 State Route 11C, Brasher Falls (315) 389-4100

Hot Diggity Dogs Salmon Run Mall, Watertown (315) 788-4844

Blue Heron 12050 Route 12E, Chaumont (315) 649-2240

Fairground Inn 852 Coffeen St., Watertown (315) 782-7335

India Palace 1196 Arsenal St., Watertown (315) 788-8457

Boathouse 214 W. Main St., Sackets Harbor (315) 646-2092

Fiesta Mexicana 566 State St., Watertown (315) 779-7577

Ives Hill Restaurant 435 Flower Ave. W., Watertown (315) 775-4837

Brookside Diner 1873 State St., Watertown (315) 782-9824

Fireside at Partridge Berry Inn 26561 State Route 3, Watertown (315) 782-8401

Jean’s Beans 259 Eastern Blvd., Watertown (315) 788-7460

n A directory of independent coffee houses, bars and restaurants.

Full-service restaurants 1025 Ruyi Japanese Steak House 1025 Arsenal St., Watertown (315) 405-4501 1844 House “An American Bistro” 6885 U.S. Route 11, Potsdam (315) 268-1844 2000 Chinese Restaurant 22070 U.S. Route 11, Watertown (315) 788-2000 Arbor Restaurant 10700 U.S. Route 11, Adams (315) 232-4842 A & J’s Diner 455 Court St., Watertown (315) 777-4811 Andy’s Caribbean Cuisine 302 Court St., Watertown (315) 777-8658 Apollo Restaurant 1283 Arsenal St., Watertown (315) 788-3569 Art’s Jug 820 Huntington St., Watertown (315) 782-9764 Bella’s Bistro 602 Riverside Drive, Clayton (315) 686-2341

King Star Food Oriental 22265 U.S. Route 11, Watertown (315) 786-0246

Lloyd’s of Lowville 7405 S. State St., Lowville (315) 376-7037 Lucia’s Italian Restaurant 11613 U.S. Route 11, Adams (315) 232-2223 Maggie’s on the River 500 Newell St., Watertown (315) 405-4239 Mariano’s Pizza 981 Waterman Drive, Watertown (315) 788-8088 McCarthy’s Restaurant 5821 U.S. Route 11, Canton (315) 386-2564 Midway Ice Cream 891 Coffeen St., Watertown (315) 405-4996 Mo’s Place 345 Factory St., Watertown (315) 782-5503 Morgia’s Pasta 22560 Fisher Road, Watertown (315) 788-3509 Mr. Sub Sandwich Shop Public Square & Mill St., Watertown (315) 782-1760

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42 |

NNY Business | January 2012

NuPier 13212 State Route 3, Sackets Harbor (315) 646-3312 Original Italian Pizza 222 N. Massey St., Watertown (315) 786-0000 Paddock Club 5 Paddock Arcade, Watertown (315) 786-6633 Papa Tino’s Pizzeria 716 Mill St., Watertown (315) 782-7272

D INING GUI D E Pete’s Restaurant 111 Breen Ave., Watertown (315) 782-6640

Read the reviews

Pizza Shack 12699 State Route 3, Sackets Harbor (315) 646-2267 Rainbow Shores Restaurant 186 Rainbow Shores Road, Pulaski (315) 298-5110 Rajit 262 Arsenal St., Watertown (315) 782-5513

 Log on to www.watertowndaily times.com to read restaurant reviews

by Watertown Daily Times restaurant critic Walter Siebel.

Get on the list

 Call NNY Business advertising specialist Clarissa Collins at (315) 661-2305 or email ccollins@wdt.net to have your restaurant or bar listed in our monthly dining guide today.

Tin Pan Galley 110 W. Main St., Sackets Harbor (315) 646-3812 United China Restaurant 144 Eastern Blvd., Watertown (315) 782-4432

— PAID ADVERTISEMENT —

Violi’s Restaurant 209 Center St., Massena (315) 764-0329 Village Inn 8208 Main St., Harrisville (315) 543-9382

Ramada Inn 21000 State Route 3, Watertown (315) 788-0700

Shorty’s Place 1280 Coffeen St., Watertown (315) 782-7878

Riccardo’s Market & Deli 710 Holcomb St., Watertown (315) 782-7810

Shuler’s Steak & Seafood 802 Mill St., Watertown (315) 782-1429

Riverhouse 4818 Salina St., Pulaski (315)509-4281

Soluri’s Pizza 526 Factory St., Watertown (315) 782-2888

Roberts Family Pizzeria 839 State St., Watertown (315) 786-2006

Stonefence Resort 7191 State Route 37, Ogdensburg (315) 393-1545

Roma Restaurant 19 Bridge St., Carthage (315) 493-0616

Stone Jug Pizzeria 104 Bartlett Road, Sackets Harbor (315) 646-1008

Romalato’s Gourmet Deli 450 Gaffney Drive, Watertown (315) 681-6653

Suk Hui Hi’s Korean 1301 State St., Watertown (315) 785-9740

Ryan’s Lookout 9290 State Route 3, Henderson (315) 938-5151

Super Wok Chinese Restaurant 20991 State Route 3, Watertown (315) 788-5389

Brew Ha Ha 468 Coffeen St., Watertown (315) 788-1175

Sackets Harbor Brew Pub 212 W. Main St., Sackets Harbor (315) 646-2739

Teriyaki Experience 21852 Towne Center Drive, Watertown (315) 785-9254

Chrissy Beanz Bakery 105 W. Main St., Sackets Harbor (315) 646-2330

Sandy’s Luncheonette 5 Public Square, Watertown (315) 782-2935

Thailand Thai Restaurant 1857 State St., Watertown (315) 788-6688

Coffee Shop Carbone Plaza, Watertown (315) 782-0450

Savory Café 1511 Washington St., Watertown (315) 785-6464

The Place 1612 Ford St., Ogdensburg 315-393-3080

Savory Downtown 300 Washington St., Watertown (315) 782-8000

Tico’s Mex Mex Grill 65 Public Square, Watertown (315) 836-4778

Sboro’s Restaurant 836 Coffeen St., Watertown (315) 788-1728

Tilted Kilt 1050 Arsenal St., Watertown (315) 782-5458

VV’s Mexican Kitchen Noble Street, Evans Mills (315) 629-4652 Walsh’s Pub & Grill 101 E. Main St., Brownville (315) 782-6065 Watertown Golf Club Grill and Bar 1 Thompson Park, Watertown (315) 782-5606 Willowbrook Golf Club 25075 State Route 37, Watertown (315) 782-8192 Wing Wagon 71 Public Square, Watertown (315) 836-3205

Coffee Houses

Danny’s Coffee 21181 Salmon Run Mall, Watertown (315) 782-7057

Antipasti an art and a tradition to begin a meal

By Brenda Cavallario, executive chef & owner Cavallario’s Cucina, 133 N. Massey St., Watertown Antipasti – “Anti” means before and “pasti” means meal.

The love of food, family and friends are words that boast of the importance and value that is placed upon time spent together and meals shared around the table, perhaps the basis of which many an Italian tradition has been founded.

Across Italy, from the northern regions of Trento and Venice to the southernmost regions of Sicily and Calabria, antipasti plays an important role of setting the stage of the dining table. It is an artful presentation that adorns contrasting colors, textures and flavors of food items that appeal to the eye and palette.

Selections are made to complement one another and the meal that lies ahead, inviting those to unwind from their day and enjoy conversation with family and friends.

Platters for sharing are simply put together with items such as dried cured meats, marinated, pickled and grilled veggies, olives, hard & semi-soft cheeses, select shellfish and more — a true nibbling buffet.

Our family prefers dried meats, cheese, pickled and marinated veggies, olives and an occasional hot pepper selection, either pickled or stuffed. When the season allows we incorporate locally grown veggies that are kept in their purest form, such as sliced heirloom tomatoes, garden fresh basil and fresh mozzarella dressed with fragrant olive oil, ground pink pepper and coarse sea salts.

The following suggestions complement one another: Dried meat: Salami, soppesettia, prosciutto, coppa ham Cheese: Parmigianino, asiago, aged provolone, pecorino Romano, brined mozzarella Olives: Black, red, green, pitted, unpitted, stuffed, cured, brined, calamata. Can you tell olives are a must?

Pickled veggies: Beets, half-hots, cauliflower Marinated veggies: Mushrooms, sweet peppers, artichoke hearts Roasted veggies: Sweet Peppers, Eggplant, Zucchini Just remember “color-flavor-texture“ and you will be on the road to serving your family & friends a little bit of “Antipasti Italiano” around your dinner table at night. Mangia ~ Mangia!

Cavallario’s Cucina 133 N. Massey St., Watertown • 788-9744

H APPY N EW Y EAR !

The Love of Food ~ Family~Friends

Celebrate Around Our Table

Taking Reservations for Valentine’s Day

January 2012 | NNY Business

| 43

BUSIN E SS H IS T O R Y

No list of Jefferson County artists would be complete without Theodore Gegoux, proficient commercial portrait artist.

JEFFERSON COUNTY HISTORICAL SOCIETY

A creative capitalist

n Canadian-born Theodore Gegoux a prolific commercial portrait artist

By Lenka Walldroff

W

Jefferson County Historical Society

atertown is well known for its rich manufacturing and industrial history. A lesser known, but equally vibrant facet of the city’s history bespeaks its softer, more creative side. The two sides, while different in nature were never wholly separate as the latter flourished under the patronage of the city’s industry and banking barons.

A number of successful artists have called Jefferson County home, including Harry Tyler, maker of world-renowned woven coverlets, and photographer Herbert Huested who left us a legacy of glass plate negatives showcasing early

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NNY Business | January 2012

life in the county. But no list of Jefferson County artists would be complete without Theodore Gegoux, proficient commercial portrait artist.

Mr. Gegoux was Canadian by birth, having been born in St. Louis de Gonzague, Quebec, in 1850. He and his family immigrated to Jefferson County in 1864 and were naturalized in 1876. Mr. Gegoux, who began painting at the age of 23, was largely self-taught without the benefit of formal instruction. However, his natural talent allowed him to build a successful business that supported him for the remainder of his life.

In the summer of 1881 Mr. Gegoux traveled to Paris to study and copy the works of the French Masters. While in France, Mr. Gegoux learned about the use of light

in compositions, particularly night scenes for which he became rather well known.

After his return from Europe, Mr. Gegoux set about establishing himself as a commercial portrait artist in Watertown. In 1882, Mr. Gegoux opened his first studio, occupying three adjoining spaces in the old American Arcade, located on the corner of Arsenal Street and Public Square. Some would say that the opening of a commercial space was long overdue, as by 1882 Mr. Gegoux had already completed an astounding 1,300 portraits in a span of seven years. As Mr. Gegoux’s business grew, he purchased a cottage on Point Vivian, working from his Watertown studio during the year and his cottage during the summer.

Early in his career Mr. Gegoux

explored the burgeoning medium of photography, which he later abandoned in favor of artists’ crayon and oil pastel. He also completed a number of oil paintings, and occasionally dabbled in water colors.

Mr. Gegoux was known for post-mortem portraits — a very Victorian practice.

His posthumous portraits were usually executed from photographs and verbal descriptions of the dead, although he would occasionally view the corpse. Very much disliking this type of work, Mr. Gegoux charged higher than his normal rates and encouraged patrons to have portraits done from life while they could still enjoy them.

Mr. Gegoux’s portrait painting business was boosted with the advent of portrait clubs. Late in the 19th century, he was completing 25 to 50 portraits per club, at a cost of $12.50 per portrait, approximately $325 each in today’s dollars. With the economic prosperity of the Gilded Age, more and more people could afford to have their portraits taken.

Mr. Gegoux and his competitors were quick to satisfy the demand for free hand portraits in Northern New York while also competing with photographers who were firmly establishing themselves in the portrait business. Some of Mr. Gegoux’s more famous subjects included New York Gov. Roswell P. Flower, local department store owner Albert Bushnell, publisher Joseph Kimball, and Civil War veteran Colonel Alexander M. Piper.

Always seeking fresh markets for his portraiture, Mr. Gegoux traveled and worked throughout Jefferson- and the surrounding counties. He established a studio in Schenectady that he operated for several years, and his mail order portrait business sent portraits to customers from Brooklyn to Minnesota.

In addition to portraits, Mr. Gegoux is also known for his local landscape compositions. Included in his portfolio is a night scene on the St. Lawrence River outside of Alexandria Bay, Keewaydin Mansion, and images from the Adirondacks, all popular destinations in the region that he could then market to the tourists.

Mr. Gegoux continued his work in Watertown until the winter of 1908-09 when he closed his studio and departed for Portland, Ore., via Ohio. He died July 1, 1931, at his home in Downey, Calif. The artist’s body was returned to Watertown and buried in Brookside Cemetery.

The Jefferson County Historical Society has a number of his portraits in its collection. n Lenka P. Walldroff is curator of collections for the Jefferson County Historical Museum. She is a former museum specialist and conservator at the National Gallery of Art in Washington, D.C.

January 2012 | NNY Business

| 45

W H AT ’ S H A P P E NING H E R E ?

SUNY Potsdam Performing Arts Center Location: SUNY Potsdam campus, off Pierrepont Avenue.

SIZE: 92,000 square feet.

COST: $41 million ARCHITECTS: Pfeiffer Partners Architects PC, New York City.

LOCAL IMPACT: Estimated $128 million in economic regional activity.

ENVIRONMENTAL: Building designed to meet requirements for Leadership in Energy and Environmental Design’s silver certification.

ESTIMATED COMPLETION: Late 2013, open for spring semester 2014.

LOCAL JOBS: 344 regional jobs between now and 2013.

— Compiled by Kyle R. Hayes

MELANIE KIMBLER-LAGO | NNY BUSINESS

Ironworkers set a steel I-beam in place recently on the steel frame of SUNY Potsdam’s $41 million Performing Arts Center off Pierrepont Avenue on campus. Work is expected to continue on the project through late 2013 with a projected opening of spring semester 2014.

N E X T M ON T H

I

n our February issue, we examine the dynamics of working with family members in our first salute to family-owned and operated businesses in Northern New York.

Also coming next month: n INSIDE A Lacona bio firm: A hidden Lacona business will add 10 to 15 employees this year as it provides equipment for cellular research that could save lives. n The year in real estate: A look at how home sales and home prices fared in Jefferson, St. Lawrence and Lewis counties during 2011. n 20 Questions: An in-depth interview with a Jefferson County-based business leader. n PLUS: NNY Snapshot, 20 Questions Economically Speaking, Commerce Corner, Nonprofits Today, Business Tech Bytes, Small Business Success, Real Estate, Agri-Business, Business History, Business Scene and more. n FOLLOW US ON Twitter for daily updates at @NNYBusinessMag and visit us on Facebook at www.facebook.com/nnybusiness for more Business Scene photos.

46 |

NNY Business | January 2012

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