NNY Business September 2014

B

Y usIness

SEPTEMBER 2014 Volume 4 No. 10

nnybizmag.com

A ‘CLIMB TO GLORY’ ***

THE INTERVIEW

Special Assistant to the Secretary of the Army F. Anthony Keating

p. 36

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Inside SEPTEMBER 2014

18 17

26

30 |

COVER STORY |

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SMALL BIZ STARTUP |

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SMALL BUSINESS |

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ENTREPRENEURS |

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18 DRUM COUNTRY BOOM Nearly three decades after the 10th Mountain Division was reactivated at Fort Drum, the north country is stronger.

17 A SWING AND A HIT For one Clayton couple, golf along the St. Lawrence River is an adventure destination.

24 ADVOCATING STRENGTH The Fort Drum Regional Liaison Organization gives a voice to protecting the post.

26 A STRIPING SUCCESS As it marks a 20-year run, Parker Line Striping has enjoyed a growing niche.

25 PAST SHAPED PRESENT Decisions of the 10th Mountain Division’s first leaders on post allowed Fort Drum to flourish nearly 30 years after its buildup.

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30 A NEW TWIST ON FUN Meet a mother-son team who is cashing in on old-fashioned fun and family entertainment.

REAL ESTATE |

34 TOP TRANSACTIONS Top 10 property sales in May in Jefferson and St. Lawrence counties totalled $13.8m.

BUSINESS SCENE |

48 NETWORKING, NNY STYLE From Jefferson to Lewis counties, businessmen and women connect for success.

BUSINESS HISTORY |

52 FROM WOOD TO BROOMS Braman Manufacturing Co. employed dozens at its peak of production in Carthage.

September 2014 | NNY Business

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INTERVIEW | 36 SERVING OUR SOLDIERS For F. Anthony Keating, the special assistant to the Secretary of the Army — New York (north), preserving Fort Drum and the 10th Mountain Division revolves around soldier care. |

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COLUMNS

39 40 41 42 |

ON THE COVER

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EXECUTIVE TOOL KIT STRATEGIC PLANNING COMMERCE CORNER NONPROFITS TODAY

DEPARTMENTS

10 11 12 14 17

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43 AGRI-BUSINESS 44 BUSINESS TECH BYTES 45 SMALL BUSINESS SUCCESS

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EDITOR’S NOTE PEOPLE ON THE MOVE ECONOMIC SNAPSHOT BUSINESS BRIEFCASE SMALL BIZ STARTUP

33 46 48 52 54

REAL ESTATE ROUNDUP CALENDAR BUSINESS SCENE BUSINESS HISTORY NEXT MONTH

For this month’s cover photo, Photography Editor Norm Johnston met retired Army Cols. Terrance L. Roche and Michael T. Plummer at the 10th Mountain Division’s Climb to Glory monument on Fort Drum. Mr. Roche and Mr. Plummer each had significant roles in helping to shape the Fort Drum we all know today.

“From north country to Drum Country,” by writer Norah Machia, looks at the history of the post 30 years after the buildup began. Her story begins on page 18.

September 2014 | NNY Business

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BusIness

CONTRIBUTORS

www.nnybizmag.com

Chairman of the Board John B. Johnson Jr.

Bill Murray is an executive with CITEC, a nonprofit economic development consulting organization in Potsdam. He and Reg Carter write about transition planning. (p. 39)

Paul Luck is a Certified Exit Consultant with The Succession Partners in Clayton.

He writes about the how to control risks while growing your business. (p. 40)

Lynn Pietroski is president and CEO of the Greater Watertown-North Country Chamber of Commerce. She offers some advice on how to manage complains from customers. (p. 41)

Rande Richardson is executive director of the Northern New York Community Foundation.

He writes about the role that philanthropy plays in building a stronger community. (p. 42)

Publishers

John B. Johnson Harold B. Johnson II

VP News Operations Timothy J. Farkas

Magazine Editor

Kenneth J. Eysaman

Staff Writer / Editorial Assistant Grace E. Johnston

Photography

Jay Matteson is the agricultural coordinator for the Jefferson County Industrial Development Corp. He writes about how the local the farmbased beverage sector is growing. (p. 43)

Jill Van Hoesen is chief information officer for Johnson Newspapers and a 28-year IT veteran. She explains the importance of the value of customer relationship management systems. (p. 44)

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

Sarah O’Connell is an advisor for the state Small Business Development Center at SUNY Jefferson. She writes about ways to focus marketing on customers. (p. 45)

Director of Advertising Michael Hanson

Magazine Advertising Manager Matthew Costantino

Advertising Graphics

Brian Mitchell, Rick Gaskin, Heather O’Driscoll, Scott Smith, Todd Soules

Circulation Director Mary Sawyer

Lance M. Evans is executive officer for the Jefferson-Lewis and St. Lawrence County Board of Realtors. He recognizes dozens of Realtors for their many years of service in St. Lawrence County. (p. 33)

Norah Machia is a freelance writer and veteran Watertown Daily Times reporter. In our cover story, she takes us back to Sept. 11, 1984, when it was announced that Fort Drum would receive a new division. (p. 18)

NNY Business (ISSN 2159-6115), is published monthly by Northern New York Newspaper Corp., 260 Washington St., Watertown, NY 13601, a Johnson Newspaper Corp. company. © 2010-2014. All material submitted to NNY Business becomes property of Northern New York Newspaper Corp., publishers of the Watertown Daily Times, and will not be returned.

Grace E. Johnston is a a staff writer and editorial assistant for NNY Magazines. This month, she writes about Parker Line Striping as it marks 20 years and a motherson duo making their way with fun. (pgs. 26, 30)

MARKETPLACE AIB Inc. ....................................... 6 AmeriCU Credit Union ............... 2 Bach & Company ...................... 7 Bay Brokerage ......................... 16 Bayview Shores Realty ............ 32 Beardsley Design ....................... 7 Bradley’s Military ..................... 55 Center for Sight .......................... 3 Cheney Tire .............................. 27 CITEC Manufacturing .............. 34 Clayton Dental Office ............. 50 Coleman’s Corner ................... 35 Community Bank ....................... 4 Creg Systems Corp. ................. 27 Crouse Hospital ....................... 55 D Laux Properties ..................... 32 Development Authority of the North Country .......... 42, 56 Di Prinzo’s Italian Market ......... 35 D.L. Calarco Funeral Home .... 14 Fairground Inn .......................... 35 First Class Auto Glass .............. 54 Foy Agency ................................ 6 Fuccillo Automotive ................ 31 Fuller Insurance ......................... 6

GEICO ......................................... 6 Gouverneur Hospital ............... 22 GWNC Chamber ....................... 9 Haylor, Freyer & Coon ............... 6 HD Goodale Co. ........................ 6 High Tower Advisors ................ 38 Howard Orthotics ..................... 40 IHC Schools .............................. 10 Innovative Physical Therapy Solutions ..................... 41 Jefferson County Economic Development Corp. ................ 53 Jefferson-Lewis Board of Realtors ................................. 32 Ken Piarulli/Ameriprise ............ 10 Lofink Ford ................................ 46 LTI Trucking ............................... 45 Macar’s ..................................... 15 Marra’s Homecare .................. 47 Meade Optical ........................ 23 Moe’s Southwest Grill .............. 35 Nationwide Insurance ............... 6 NNY Business ............................ 10 NNY Community Foundation ..... 21 North Country Urgent Care ..... 23

8 | NNY Business | September 2014

Nortz & Virkler Ford ..................

O’Brien’s Restaurant & Bar ......

Phinney’s Automotive .............

Phinn’s Auto Body ....................

Ren Rumble Roofing ................

River Rat Cheese .....................

Schwerzmann & Wise ..............

Sea Comm Federal Credit Union .............................

Slack Chemical Co. ................

St. Lawrence River Dogs ..........

SUNY Potsdam .........................

The Blue Heron .........................

The Paddock Club ...................

Thousand Island Realty ...........

Waite Motor Sports ..................

Waite Toyota ............................

Watertown Daily Times ............

Watertown Local Development Corp. ................

Watertown Savings Bank ........

Watertown Spring & Alignment .....

Wells Communications ...........

Wills Wrecker ............................

WWTI-50 ....................................

31 35 31 31 55 27 23 44 43 35 11 35 49 32 48 51 28 33 20 31 53 31 29

Subscription Rates 12 issues are $15 a year and 24 issues are $25 for two years.

Call 315-782-1000 to subscribe.

Submissions Send all editorial correspondence to keysaman@wdt.net Advertising For advertising rates and information in Jefferson and Lewis counties, email mcostantino@wdt.net, or call 315-661-2305 In St. Lawrence County, e-mail knelson@ogd.com, or call 315-769-2451 Printed with pride in U.S.A. at Vanguard Printing LLC, Ithaca, N.Y., a Forest Stewardship Certified facility.

Please recycle this magazine.

September 2014 | NNY Business

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EDITO R’S N O T E

O Visit NNYBIZMAG.COM and click on ‘Nominate’ in the 20 Under 40 section. You may fill out the online nomination form or download a PDF version.

Nominees must live and work in Jefferson, Lewis, or St. Lawrence counties and be between the ages of 21 and 39 before Dec. 21, 2014. Nominations must be received by 5 p.m., Monday, Oct. 13.

n a second-floor wall outside the newsroom of the Watertown Daily Times hangs a framed copy of the local section of the newspaper from Tuesday, Sept.

11, 1984. In large bold type, a banner headline exclaims: “Drum Wins Division”. A photograph of then-Rep. David O’B Martin prominently anchors the page as he unveils news that the Army would activate the 10th Mountain Division at Fort Drum.

“The Department of Defense’s decision makes everyone Ken Eysaman a winner,” Rep. Martin said.

Fast forward 30 years and few would disagree with the late congressman. Indeed, the north country has been a winner because of the decision to base the 10th at Fort Drum.

Today, our communities are richer, more diverse places because for nearly three decades we have welcomed our soldiers as colleagues, neighbors and friends, not transients. There is no denying that Fort Drum has left us a talent pool deeper than any could have imagined during the fervent days of the mid- to late-80s when the post was a hive of construction while its early leaders thoughtfully and artfully planned one of the most modern Army installations in the country.

In this month’s cover story, writer Norah Machia takes us back 30 years with two retired Army colonels who each had a major part in developing the modern post. Her story begins on page 18.

Army for New York (north). Mr. Keating reflects on what Fort Drum has given to the north country and all that the men and women of the 10th Mountain Division have sacrificed for our nation. He also offers some insight into why it’s so vitally important that we continue to rally support for the post and its troops. Our interview with Mr. Keating begins on page 36.

  

Yours in business,

20 QUESTIONS — This month we sit down

to a conversation with F. Anthony Keating, special assistant to the Secretary of the

10 | NNY Business | September 2014

   BUSINESS SCENE — This month’s scene

section, which begins on page 48, features 41 faces from nearly three-dozen north country businesses and organization across the tri-county area.

On Aug. 9, we joined the New York State Zoo at Thompson Park for its annual Brew at the Zoo fundraiser.

On Aug. 14, we joined the South Jeff Chamber of Commerce at the Henderson Harbor Performing Arts Association for its summer Business After Hours. On Aug. 20, Carthage/ Lowville Editor Jeremiah Papineau joined the Carthage Area Chamber of Commerce at Independent Medical Evaluation Company for its August Business After Hours.

Finally, on Aug. 21, we joined the GreaterWatertown North Country Chamber of Commerce at the New York State Zoo at Thompson Park for its August Business After Hours.    20 UNDER 40 — Nominations are now

open for our 4th Annual NNY Business 20 Under 40 program that honors emerging leaders who show promise in their professions and communities. Details appear on this page at the top left. Look for more information on our website, nnybizmag.com, where you will find a nomination form that you can download. In December we will recognize the class of 2014 during a luncheon at the Hilton Garden Inn, Watertown.

PEOPLE O N T H E MO V E

New staff at Bowers & Company CPAs

Bowers & Company CPAs, Syracuse, has hired Nathaniel J. Carroll as a senior tax accountant in its Watertown office. Mr. Carroll earned a bachelor’s degree in 2009 and a masters of professional accountancy in 2010 from West Virginia University. He is a certified public accountant.

Shirley A. Ostrander has also joined the firm as a new staff accountant in the Watertown office. Ms. Ostrander graduated in 1989 from Aquinas University of Legazpi, Philippines, and holds a CPA license in the Philippines. Prior to working with Bowers & Company, she was a staff accountant at Stackel & Navarra CPAs.

Northern Credit Union appoints new CFO

Northern Credit Union, Watertown, has promoted Nathan Hunter, CPA, to chief financial officer.

Mr. Hunter was previously vice president of accounting and finance and accounting/finance manager. Mr. Hunter has managed the credit solutions, information technolHunter ogy and accounting departments, and has provided leadership and guidance for Northern Financial Services, the credit union’s investment and insurance subsidiary.

He holds a master’s in business administration/accounting and a bachelor’s in accounting from SUNY Oswego and an associate degree in business administration from Jefferson Community College.

He is a member of the New York State Society of CPA’s, American Institute of Certified Public Accountants, and the Association of Certified Fraud Examiners.

Named VP at Atlantic Testing Laboratories

Atlantic Testing Laboratories, Canton, recently promoted Thomas R. Bundle, Cicero, to vice president.

A 1997 St. Lawrence University graduate, Mr. Bundle joined ATL as an environmental scientist and was promoted to assistant division manager and division manager, Syracuse; area manager, Syracuse, Rochester, Binghamton, Elmira. He most recently served as corporate risk manager. Mr.

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.

Bundle earned a law degree from Syracuse University College of Law in 2012.

As vice president, Mr. Bundle will work directly with the CEO, president, and other members of senior management to administer the legal and contractual affairs associated with the business.

Joins MRB staff

Richard N. DeGuida, P.E., has joined MRB Group Engineering, Architecture, and Surveying, P.C., Rochester.

Mr. DeGuida brings more than 35 years of civil and environmental engineering experience to the firm’s municipal and institutional clients across the state. He will be based in MRB Group’s Watertown offices.

Mr. DeGuida is a MIT and Clarkson College of Technology graduate, and has extensive project experience in wastewater, combined sewer overflow abatement, water treatment and distribution systems.

Mr. DeGuida holds multiple professional licenses and registrations, and has published more than a dozen informational and technical articles related to public projects, wastewater and water pollution, and coastal water environments.

Ogdensburg native named Lisbon Central School principal

Ogdensburg native and Massena Central School High School Principal Patrick J. Farrand has been tapped to serve as the new grades five to 12 principal at Lisbon Central School.

Mr. Farrand has held his position at Massena since 2010 and before that served as the district’s assistant high school principal.

Past education jobs include supervisor of instruction and program development at St. Lawrence-Lewis Board of Cooperative Educational Services, Norwood; middlehigh school science teacher at Morristown Central School; high school science teacher at Indian River Central School, Philadelphia, and middle-high school long-term substitute science teacher at Edwards-Knox Central School, Russell.He is a 2005 graduate of

Please see People, page 16

Advance your career

Open Houses Master’s Degree in ICT/ Organizational Leadership Bachelor’s Degree in Business Administration

September 29, 2014 and November 17, 2014 SUNY Jefferson Extended Learning Center

5:30pm Visit

potsdam.edu/watertown or phone

(315) 786-2257

Potsdam THE STATE UNIVERSITY OF NEW YORK

September 2014 | NNY Business

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NNY

Economic indicators Average per-gallon milk price paid to N.Y. dairy farmers July 2014 $2.18 June 2014 $2.17 July 2013 $1.83

19.1%

ECON SNAPSHOT

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

Source: NYS Department of Agriculture

564,476 in July 2014 481,219 in June 2014 536,036 in July 2013

Average NNY price for gallon of regular unleaded gas

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

July 2014 $3.80 June 2014 $3.80 July 2013 $3.76

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

1.1%

Average NNY price for gallon of home heating oil

12 | NNY Business | September 2014

(Percent gains and losses are over 12 months)

July 2014 $3.78 June 2014 $3.84 July 2013 $3.67

3.0%

5.3%

$1.09 on July 31, 2014 $1.07 on June 30, 2014 $1.03 on July 31, 2013

5.8%

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

July 2014 $3.00 June 2014 $3.00 July 2013 $2.84

89,000 in July 2014 91,300 in June 2014 89,000 in July 2013

5.6%

Source: NYS Energy Research and Development Authority

Source: NYS Department of Labor

Jefferson-Lewis Board of Realtors single-family home sales

St. Lawrence Board of Realtors single-family home sales

113, median price $139,000 in July 2014 115, median price $139,000 in June 2014 120, median price $148,450 in July 2013

54, median price $91,000 in July 2014 57, median price $97,000 in June 2014 71, median price $96,000 in July 2013

5.8% Sales

6.4% Price

Source: Jefferson-Lewis Board of Realtors Inc.

24.0%

5.2%

Sales

Price

Source: St. Lawrence Board of Realtors Inc.

NNY unemployment rates Jefferson County

7.3%

July ’14 June ’14

7.1%

July ’13

8.7%

St. Lawrence County July ’14

8.3%

June ’14 July ’13

7.8%

9.5%

Lewis County July ’14

7.1%

June ’14

7.0%

July ’13

8.5%

Source: New York State Department of Labor (Not seasonally adjusted. Latest available data reported.) ** Latest available data reported due to annual data updates at the New York State Department of Labor.

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

Economic indicators New automobiles (cars and trucks) registered in Jefferson County Cars 571 in July 2014 615 in June 2014 530 in July 2013

7.7%

Trucks 114 in July 2014 113 in June 2014 132 in July 2013

NNY

13.6%

Source: Jefferson County Clerk’s Office

Passengers at Watertown International Airport

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

4,574 inbound and outbound in July 2014 3,270 inbound and outbound in June 2014 4,036 inbound and outbound in July 2013

2,302 in July 2014 2,322 in June 2014 2,008 in July 2013

13.3% Source: Jefferson County Board of Legislators

DBA (doing business under an assumed name) certificates filed at the Jefferson County Clerk’s office Aug. 1 to Aug. 29, 2014. For a complete list of DBAs filed in August and in past months, visit WWW.NNYBIZMAG.COM.

AUG. 28: Toutant’s Lawn Care, 25038 County Route 138, Calcium, Nicholas Toutant, 25038 County Route 138, Calcium.

Cherished Moments Photography, 1 Pleasant View Drive, Philadelphia, Chelsey Hale, 1 Pleasant View Drive, Philadelphia.

AUG. 27: Tccsald Upcycled T’s and Airbrush Design, 44032 Route 37, Redwood, Tanya A. Davis, 44032 Route 37, Redwood.

Atria Enterprises property management, 15730 O’Dell Road, Copenhagen, Noah E. Hodge, 15730 O’Dell Road, Copenhagen.

AUG. 26: Happy Housewives cleaning / janitorial, 25451 Route 283, Watertown Samantha Kimmis, 25451 Route 283, Watertown.

Akiti Edirin Igho, 140 Union St., Watertown.

AUG. 18: Broken Flight Outfitters guiding, 34196 Holkins Road, Philadelphia, Bradley R. Dobbs, 34196 Holkins Road, Philadelphia.

Brew Ah! mobile espresso stand, Fort Drum, Georgena R. Hostetler, 21450-C Redwood Lane, Watertown.

AUG. 15: Steve’s Landscaping, 312 E. Main St., Brownville, Steven J. Schwardfigure, 312 E. Main St., Brownville.

AUG. 14: Giraffe Trees wholesale / distribution, 639 Mundy St., Watertown, Steven L. Weed II, 639 Mundy St., Watertown.

AUG. 25: AJrossNY non-store retail, 256 Michigan Ave. 415A, Watertown, Annalisa Ross Carbonella, 256 Michigan Ave. 415A, Watertown.

AUG. 13: St. Lawrence Property Caretaking and Storage, 45088 Point Vivian Road, Alexandria Bay, Michael D. Bogart, 45088 Point Vivian Road, Alexandria Bay.

Wooden Spoon buffet restaurant, 26193 Route 283, Watertown, Lisa A. Beach, 835 Ann St. Apt. 2, Watertown.

Lynnea Ruth Photography, 26976 Route 3, Watertown, Lynnea R. Bettger, 26976 Route 3, Watertown.

Edwards Investigations, fugitive recovery, prisoner transport, security, extradition, 204 Franklin St., Watertown, Michael J. Edwards Sr., 204 Franklin St., Watertown.

Level Line Construction, 10808 Lowe Road, Rodman, Shawn H. Brown, 10808 Lowe Road, Rodman.

320 Winslow rental property, 320 Winslow St., Watertown, Maxine E. Ranger, Gatineau, Quebec.

D.B. Construction, 15987 County Route 3, Clayton, Derick S. Black, 15987 County Route 3, Clayton.

Veterans Property Management, 12377 Crescent Drive, Chaumont, Lawrence Zegarelli, 12377 Crescent Drive, Chaumont.

Rough Country Construction, 27677 Loomis Road, Lorraine, Michael C. Dobbins, 26766 Loomis Road, Lorraine.

Smiling Andy’s used car sales, 30784 Route 180, LaFargeville, Andrew C. Paddock, 27639 Route 11, Evans Mills.

AUG. 12: Windrow Solutions snow equipment, 18288 Route 11, Watertown, Robert M. Briscoe, 258614 Hinds Road, Watertown.

AUG 22: Dusty Attic Boutique clothing, 28682 County Route 69, Copenhagen, Alexandra L. Sullivan, 28682 County Route 69, Copenhagen .

AUG. 7: Passion Interior Decorating and Home Staging, 21810-D Oak Point Lane, Watertown, McKaela Bass, 21810-D Oak Point Lane, Watertown.

Quilted to a ‘T’ quilting services / crafts, 13019 Bibbins Road, Rodman, Theresa M. Reed Male, 13019 Bibbins Road, Rodman.

EMR Pump Solutions repair and sales, 316-B Quaker Ave., Philadelphia, Alan J. Fleming Jr., 316-B Quaker Ave., Philadelphia .

Done Right Repairs Services general contractor, 105 LaFargeville Road, Theresa, Mark P. Mynch Jr., 105 LaFargeville Road, Theresa.

AUG. 6: Party Factory party supplies, 514 Factory St., Watertown, Amanda Marzano, 24988 Route 12, Watertown.

AUG. 21: Greens-N-More craft vendor, 131 Casey St., Watertown, Linda Lister, 131 Casey St., Watertown.

AUG. 4: Old Town Tavern, 560 State St., Watertown, Kim L. Sprague, 564 State St., Apt. 1, Watertown.

Watertown Wellness Center health center, 1116 Arsenal St., Watertown, Rebecca Keshmiri, 16228 Deer Run Road, Watertown

Kindermusik with Sheri Bird, children’s developmental music / movement classes ages 0-7 years, 23762 Route 12, Watertown, Sheri E. Bird, 15146 County Route 59, Dexter.

Rohr Property Management, 16 Bridge St., Carthage, Jamie L. Rohr, 16 Bridge St., Carthage.

AUG. 20: All Around Diner, 30092 Route 3, Black River, Brian J. Typhair, 208 Academy St., Watertown.

All Dogs Inn dog boarding kennel, 7262 County Route 178, Henderson, Deborah Fargo, 7115 Lighthouse Road., Henderson.

AUG. 19: Lake Effect Forge, 125 Lilac Park Drive, Mannsville, Patrick M. Mullane, 125 Lilac Park Drive, Mannsville.

Eddy’s Caribbean Cuisine, 2182 Salmon Run Mall Loop, Watertown,

Chudman’s Arsenal Street Audio, 1057 Arsenal St., Watertown, Paul E. LaDuke, 17747 Route 11, Lot 14D, Watertown.

AUG 1: Dave Shannon’s Lawncare Services, 816 Superior St., Watertown, David M. Shannon, 816 Superior St., Watertown.

Fieldstone Farm and Kennel small agriculture / orchard, 19859 County Route 3, LaFargeville, Alicia M. Dewey, 19859 County Route 3, LaFargeville.

Scrapbooking Pathways, 414 Flower Ave. E., Watertown, Brenda Siegfried, 414 Flower Ave. E., Watertown.

TRANSACTIONS

DBAs

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

September 2014 | NNY Business

| 13

B U S I N E SS BRIEFCAS E

Massena orchard earns best craft cider award

The New York Wine & Grape Foundation presented Kaneb Orchards, Massena, with the New York Best Craft Cider Award last month during its 2014 Classic in Watkins Glenn.

Called St. Lawrence Cider, it is the first hard cider released by Kaneb Orchards.

The award was presented by Lt. Gov. Robert Duffy during an awards ceremony along with the best wines, distilleries and breweries from across the state.

Kaneb Orchards, 182 Highland Road, grows its own apples and presses cider on location.

The cider house offers tastings for patrons 21 and older. It is open weekends from 10 a.m. to 5 p.m., Friday through Sunday through Nov. 2.

Community Bank Systems unveils new office space Community Bank Systems, the parent company of Community Bank, N.A., DeWitt, recently completed a build-out of a suite of offices on the second floor of its Washington Street branch in Watertown to house local professionals of its Wealth Management Group.

Community Bank Systems also manages five subsidiaries that collectively operate as its financial services division under the Community Bank Wealth Management Group brand.

Its subsidiaries are: Community Investment Services, a full-service brokerage and financial planning firm that offers services through the bank’s branch system; Nottingham Advisors, a national boutique investment firm headquartered in Buffalo; CBNA Insurance Agency, a property and casualty insurance firm with five North-

135 Keyes Avenue, Watertown, New York

315-782-4910

14 | NNY Business | September 2014

COURTESY KANEB ORCHARDS

From left, New York Lt. Gov. Robert Duffy, Edward Kaneb Jr., Nancy Badlam, Elizabeth Kaneb and Jim Trezise.

ern New York offices; Community Bank Trust Services, which offers a range of trust services such as estate settlement, custodial services, and investment management; and Benefit Plans Administrators, which has clients in 45 states and Puerto Rico, more than 250 employees, and provides retirement plan design and administration, as well as actuarial services.

The new office suite will be home to four financial planners: Daniel Drappo, CFP; Joseph Butler, AIF; David O’Neil, AIF; and Michael Bufalini. An administrative assistant and receptionist will support the group and the suite also has offices available for other WMG employees to use while in the area from out of town.

awarded New York Air Brake a $10,000 manufacturing productivity program incentive to implement lean manufacturing projects at the company’s headquarters, 748 Starbuck Ave., Watertown.

Air Brake earned similar awards from National Grid in 2010, 2012 and 2013.

Combined, the utility’s investment has totaled about $43,000, allowing Air Brake to implement various manufacturing projects totaling more than $117,000. Those projects are projected to save the company an estimated $730,000 annually.

Air Brake has partnered with CITEC Manufacturing Solutions, Potsdam, to implement manufacturing initiatives designed to decrease production time and eliminate excess expenditures.

Air Brake nets $10k National Grid grant

NCC Systems awarded state security contract

National Grid announced it has

NCC Systems Inc., Watertown, an-

(315) 782-4910 • 1-800-772-4201 • Fax: (315) 785-8248 www.dlcalarco.com • francee@dlcalarco.com

nounced it has been awarded a contract from the state Office of General Services to install security systems for municipalities, police agencies and school districts in the north country.

The company, which also has locations in Potsdam and Plattsburgh, offers free consultations to assess client needs for security, closed-circuit television, access control and fire systems that are covered under the contract. The contract may cover the acquisition, installation and maintenance of systems. The company’s service area includes Jefferson, Lewis, St. Lawrence, Oswego, Clinton, Franklin and Essex counties.

Visit nccsystems.com to learn more.

Washington Street Properties on Inc. 5000

Inc. Magazine ranked Washington Street Properties, Watertown, No. 1599 on its 33rd annual Inc. 500|5000, an exclusive ranking of the nation’s fastest-growing private companies.

The company was ranked the No. 53 fastest growing real estate company in the nation and No. 5 in New York, with a three-year sales growth of 266 percent.

Within all industry segments, Washington Street Properties ranked No. 123 among the fastest growing private companies in New York, a group dominated by firms in the metropolitan New York area.

The list represents the most comprehensive look at an important segment of the economy—America’s independent entrepreneurs. Companies such as Yelp, Pandora, Timberland, Dell, Domino’s Pizza, LinkedIn, Zillow, and many other well-known names gained early exposure as members of the Inc. 500|5000.

Washington Street Properties owns and

operates a large portfolio of assets in Northern New York, including apartments, office buildings, retail centers and mixed-use properties. It was presented with a Gold Stevie Award as 2014 Real Estate Company of the Year at The 12th Annual American Business Awards in Chicago in June.

National Grid, United Helpers unveil complex

National Grid and United Helpers, Ogdensburg, a not-for-profit organization that provides services to the elderly and disabled, unveiled its newest facility, the Mosaic Complex. United Helpers invested more than $760,000 in the project located in the mall area of downtown Ogdensburg with support from National Grid through a $25,000 Main Street Revitalization incentive to help offset construction and renovation costs.

Construction of the Mosaic Complex was completed in two phases and allowed United Helpers to retain and add jobs, make business processes more efficient and expand services. Construction also included the addition of a fully accessible, therapeutic gymnasium for residents and meeting rooms for public use.

The Border radio station upgrades its antenna

Community Broadcasters, Watertown, which operates the station, 106.7 FM at 199 Wealtha Ave., installed an antenna valued at about $50,000 to replace its old one, said James L. Levin, president and chief executive officer.

The old antenna, which didn’t have ice protection, had become cracked and began to fail, he said. The new antenna has

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radomes to protect it from the elements.

Community Broadcasters also will soon replace its transmitter for WATN-AM 1240, another one of its Watertown-based stations, Mr. Levin said.

Plant restarts USDA work

Tri-Town Packing has reopened its business for U.S. Department of Agriculture inspection on a small-scale basis.

“Right now we’re operating on a limited scale for folks that absolutely need it,” said Jeffrey A. Liberty, one of the owners of the plant. In June, the USDA certification part of Tri-Town’s business closed over turmoil with inspectors and regulatory demands. The USDA inspection seal is required on meat intended for resale.

Tri-Town maintained its custom service, but the closure of the USDA end of its business meant that the retail market for north country producers that raise meat for restaurants, institutions and various others shrank and producers were left scrambling to find space in other USDA-certified plants.

Tri-Town is one of two USDA-certified plants in St. Lawrence County; the other is Ward Willard & Son in Heuvelton.

Red Barn Meats, Croghan, has a USDA inspection service, as does a packing plant in Ticonderoga, which makes for a long trip for some producers to bring their animals.

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| 15

PE O PLE ON THE MOVE SUNY Potsdam and a 2007 graduate of St. Lawrence University, Canton, with a master’s degree in educational administration.

Mr. Farrand, who lives in Lisbon and has children attending primary school in the district, said the $87,000 annual salary he will be paid at Lisbon Central is the same as he is receiving in Massena.

to director of marketing at the Albany County Convention and Visitors Bureau.

Mr. Bull was named to the Destination Marketing Association International’s 2014 Class of 30 Under 30 travel professionals at the association’s annual convention in Las Vegas. Mr. Bull is as 2006 graduate of Immaculate Heart Central School.

Schuyler Bull promoted to director of marketing

Financial advisor earns professional designation

Schuyler Bull, son of Mary B. and the late Roger Bull, Burrville, was recently promoted

Brian D. Wilcox, a wealth management advisor of Northwestern Mutual has

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earned the Retirement Income Certified Professional designation from the American College, Bryn Mawr, Pa. Mr. Wilcox started his career with Northwestern Mutual in 1985 after graduating from St. Lawrence University, Canton. Individuals who earn a RICP can provide expert advice on a broad range of retirement topics including income needs and objectives, estate issues and other risks to retirement income planning, Social Security, health insurance and housing decisions, and income taxation.

Named VP for Business Affairs at SUNY Potsdam

SUNY Potsdam has appointed Gerhard O. Voggel as the college’s new vice president for business affairs.

Mr. Voggel comes to SUNY Potsdam from Key Bank, where he most recently served as vice president for the institutional bank/capital markets in the public sector division for Western New York. He was responsible for lending, core banking and treasury management for higher education and public sector clients, including the State University of New York. Prior to his work at Key Bank, Mr. Voggel served in management roles for First Union, HSBC and The Bank of New York.

A Marquette University graduate, Mr. Voggel is a licensed municipal securities representative, a uniform securities agent, a registered municipal finance professional and a registered SEC municipal adviser. Mr. Voggel was selected following a national search, and will report directly to SUNY Potsdam President Dr. Kristin Esterberg.

The vice president for business affairs serves as the college’s chief financial officer, overseeing the budget and coordinating facilities management and capital planning.

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Watertown Savings Bank has elected Richard E. Poulsen, CPA, as a new member of the Board of Trustees.

Mr. Poulsen has been a practicing accountant in Watertown since 1980. He originally joined the firm Robb, Dowling and Adams and was later a partner in Morrow & Poulsen, P.C. and most recently Poulsen and Podvin CPA’s, P.C. Mr. Poulsen retired this summer. He holds a bachelor’s degree in mathematics from SUNY Cortland and a bachelor’s degree in accounting from Ithaca College. He lives in Watertown with his wife Kathryn.

SMAL L BU SIN E SS STA RT UP BUSINESS

River Golf Adventures THE INITIAL IDEA

Natives of the north country and the river, Karl A. and Jill D. Bach are no strangers to small business ownership. Mr. Bach owns and operates Bach & Co. Construction, Clayton, servicing all areas and phases of commercial, residential and environmental construction. Mrs. Bach owned a salon in Clayton for 13 years and still rents a booth 30 hours a week.

“It can get a little hectic,” Mrs. Bach explained. “But we just love it.”

The Bach’s had always been active in their community and wanted to continue their involvement, even as their twin children were set to graduate in 2012 and school activities would come to an end.

“We wanted to provide an opportunity for families to have quality time and fun together,” she said.

They recognized the need for a family entertainment center in their community, but with other jobs, needed something that would be relatively easy to manage. They began to think about the possibility of a miniature golf course as a viable business and welcome attraction for the community.

TARGET CLIENTELE

River Golf Adventures is located in a high traffic area in the north country between the riverside towns of Clayton and Alex Bay. “This is a resort area, so we want to be attracting summer visitors,” Mrs. Bach said.

Activities can be enjoyed by children and adults. “We want this to be a place for everyone, not just kids,” Mrs. Bach said.

The course operates from mid-May through mid-October, 10 a.m. to 10 p.m. daily. Each round of golf is $8 for adults, $7 for children 10 and younger, seniors and military, with ID. The course is arguably one of the most challenging in the area.

A driving range was added in 2013 per numerous requests and has since had a very positive response from league and tournament competitors who use the range at their leisure.

With 12 stations, four on natural grass and eight on covered turf, the 300 yard driving range was almost an immediate hit with customers when it opened last year.

JUSTIN SORENSEN | NNY BUSINESS

“We want to keep things interesting and continue incorporating the river. Developing activities for people to enjoy is just awesome.”

— Jill Bach, co-owner, River Golf Adventures “Within a month of opening the range, we already had regulars,” Mrs. Bach said.

The range is open from 6:30 a.m. to dark with a self-dispensing ball machine for convenience. Small, medium (45 balls) and large, 90 ball buckets are $3, $4 and $8, respectively.

“We had the land and it was fairly easy to set up,” Mrs. Bach said.

The business also features an arcade, snack bar, treasure dig and pavilion for birthday, anniversary and even company parties.

THE JOURNEY

With a clear heart for hospitality, Mrs. Bach earned an associate degree in hospitality and tourism from Jefferson Community College. “I’m definitely customer service oriented,” she said.

They bought 10 acres of land from a family friend on Route 12 between Clayton and Alexandria Bay in December 2010, started construction in April 2011, and opened June 2012.

“We had a lot of family help,” she said.

“It was still quite an undertaking with twins graduating the same month we opened.”

The course design was provided by Harris Miniature Golf, Wildwood, N.J., Bach

& Co. built the clubhouse and pavilion on-site, and Land Pro, Watertown was contracted for golf course landscaping.

“Much of the work was done by my husband and myself, though,” Mrs. Bach said.

“We wanted everything to be river themed,” she said. “And we wanted the course to be challenging,” she added.

It takes about 40 minutes to complete the St. Lawrence River-themed course, with putting greens ducking in and out of miniature waterfalls, rivers and clear blue ponds.

Even the balls float. There are nets to fish them out once they inevitably fly off the fairway around a tricky bend.

“We’re one of only two courses in New York with floating balls,” Mrs. Bach said.

IN FIVE YEARS

“The next phase is bumper boats,” Mrs. Bach smiled.

She also plans to integrate river facts and information into signs and activities throughout the course.

“We want to keep things interesting and continue incorporating the river,” she said.

“Developing activities for people to enjoy is just awesome. We just love it.”

— Grace E. Johnston

WHERE Route 12, Clayton | FOUNDED 2012 | WEB www.rivergolfadventures.com

September 2014 | NNY Business

| 17

COV E R ST O RY

From north country to Drum country Nearly 30 years after the 10th Mountain Division was reactivated, leaders recall a unique partnership between Fort Drum and Northern New York communities

A

AN OVERWHELMING AMOUNT OF SUPPORT from north country residents for the reactivation of the 10th Mountain Division at Fort Drum was a key factor in the early success of the light infantry division, the “most-deployed unit in the Army,” according to two retired Army colonels who were involved with the early days of post expansion and development.

Retired Col. Terrence L. Roche was serving as Fort Drum garrison commander when the 10th Mountain Division was reactivated. He was one of several people who played an instrumental role in helping to spur the post’s growth.

Mr. Roche, who retired from the Army in 1986 after serving for 26 years, was the first executive director of the Fort Drum Steering Council. That orga18 | NNY Business | September 2014

BY NORAH MACHIA | NNY BUSINESS nization played a key role in helping the north country absorb the new military population in the late 1980s by acting as a liaison between the military and the surrounding community.

More than 600 north country residents “volunteered their time, their talent and their creativity” to serve on the task forces that were created by the council to find solutions to every challenge confronting the growth of the community, Mr. Roche said.

“The decision to station the 10th Mountain Division at Fort Drum was made in Washington,” he said. “Certainly politics played a role. Congressman Martin worked hard to make it happen.

The Army wanted (needed) a strategic location in the Northeast from which to

launch troops to the Middle East.”

The late David O’B. Martin had served six terms in the U.S. House of Representatives, and was described in his obituary which appeared in the Washington Post in 2012, as a “force in persuading the Army to enlarge Fort Drum in his economically distressed Northern New York district.”

Another factor involved in the decision was that the military installation had a vast amount of land that could be developed because there were not many restrictive environmental or land use issues at the time, Mr. Roche said.

But while the decision to reactivate the 10th Mountain Division at Fort Drum was made by politicians in Washington D.C., it was the support from the north country that helped make it a reality, he said.

C O V E R S T O RY

“The people of the north country were overwhelmingly in favor of stationing a division here and were vocal to Department of Defense officials,” Mr. Roche said.

Also at the time, former New York Gov. Mario Cuomo “very emphatically let it be known that the state would do whatever was necessary to support a decision to station a division here,” he added.

There were, however, numerous challenges to bringing 10th Mountain Division troops to the north country, he said.

“Foremost was the lack of housing and the infrastructure to support housing,” he said. “Creative solutions were developed to resolve the housing issue.”

These included a commitment to place housing in communities that had infrastructure in place or agreed to devel-

op it, the long-term leasing of land on the installation to private housing developers, and the “generous New York State financing” through a number of nonprofit agencies that helped to encourage local developers to build the additional housing, Mr. Roche said.

“Note that 30 years later, we are still building adequate housing to meet both military and civilian needs,” he added.

Mr. Roche said “there are similar stories in the other challenges involved in bringing the 10th Mountain Division to Fort Drum.”

For example, the Fort Drum Regional Health Planning Organization was established to prove to the Army that the local community could meet the health care needs of the military, while expanding

the care provided to local residents, he said. School districts throughout the north country were expanded to accommodate the arrival of military children throughout the school year from different states.

There was also an expansion of police, fire and ambulance services, Medevac helicopters, the 911 emergency system, and the development of a joint county and city public safety building to address the public safety concerns, he said.

“I believe that the most significant effort by the north country has been the ongoing individual efforts to make soldiers and their families feel welcome,” Mr. Roche said. “In the early days of the expansion, when there were many uncertainties and concerns throughout the community, the efforts by local citizens September 2014 | NNY Business

| 19

COV E R ST O RY were legendary throughout the Army.”

He noted that soldiers and dependents arriving early to the post were taken in by local families with extra bedrooms because there was not enough available housing. School guidance counselors met students arriving on school buses daily to ensure that they were introduced to their classmates, and had someone to sit with at lunch. Churches welcomed soldiers and their families and “made them feel at home,” Mr. Roche added.

20 | NNY Business | September 2014

“Neighbors shoveled snow from soldiers’ driveways and taught Southern families how to deal with cold weather,” he said.

“Those individual efforts and thousands more like them have set Fort Drum apart from other military installations.”

The Fort Drum expansion also benefited north country residents as well, Mr. Roche said.

“I believe the most significant economic impact of the expansion is the ability of young people to stay in the north country

and earn their living, raise their families, fulfill their dreams, and feel confident in the future,” he said.

“To attend a Business After Hours event at the Chamber of Commerce and mingle with hundreds of young business and professional people is to feel the vibrancy of the business community which did not exist in the 1980s or early 1990s,” he added.

“Young people are deeply involved in their community and assuming leader-

C O V E R S T O RY ship positions everywhere,” Mr. Roche said. “They are building their futures here and creating opportunities for their children here.”

After the Steering Council was phased out as planned in 1990, Mr. Roche later became treasurer of the Fort Drum Regional Liaison Organization. In 2010, the retired colonel was honored with Fort Drum’s Man of the Mountain Award for his contributions to the post, and in 2011, he received the Israel A. Shapiro Citizenship Award from the Greater WatertownNorth Country Chamber of Commerce.

Mr. Roche, who was also inducted into the state Veterans Hall of Fame, was also involved with the Association of the United States Army; with the Greater Watertown-North Country Chamber of Commerce, where he once served as board president and executive director; an interim post as director the American Red Cross of Northern New York; and as the longtime board president of the Substance Abuse Council of Jefferson County.

In recent years, Mr. Roche has worked to raise more than $400,000 for the Watertown Noon Rotary Club’s Purple Heart Scholarship Fund, which provides money for education to Purple Heart recipients who live in the north country or their spouse or child.

Mr. Roche and his wife, Maria, never thought about leaving the north country after he retired from the Army. His wife has been very active in numerous community organizations and earned the Chamber of Commerce’s Athena Award in 2000 for her work helping other women reach their business and professional potential.

But the couple has recently decided to move to North Carolina to be closer to their children and grandchildren “It’s been a wonderful place to raise your family, and it’s been wonderful to us,” Mr. Roche said in an earlier interview.

“At this point in my life, to be able to contribute a little something to the community that I love and the nation that I’m very proud to be part of is very special.”

W

n

n

said retired Col. Michael T. Plummer.

Mr. Plummer, the division’s first chief of staff and author of the “Light Infantry Division White Paper,” was among many people who had advocated for the newly reactivated 10th Mountain Division to be stationed in Northern New York.

He served at Fort Drum from late 1984 until mid-1985, when he assumed command of the division’s 2nd Brigade at Fort Benning, Ga. A few years later, he returned to Fort Drum to serve as assistant division commander.

Mr. Plummer said many people had recognized the tremendous potential for Fort Drum to serve as the home base for what would become “the most deployed division” in the United States Army.

“Just look at the Wheeler Sack Airfield, it can land any aircraft invented,” Mr. Plummer said. “The Light Infantry Division has the capability to deploy up to 500 aircraft in seven days, anywhere in the world.”

Since arriving at Fort Drum, the 10th Mountain Division has been called

n

hen the United States Army announced on Sept. 11, 1984, that it planned to reactivate the 10th Mountain Division as a light infantry unit at Fort Drum, it marked the beginning of a military post expansion that would change the north country forever,

September 2014 | NNY Business

| 21

COV E R ST O RY upon by different presidents for numerous deployments in the Middle East, Somalia, Haiti, Bosnia, and since the terrorist attacks of 9/11, in both Afghanistan and Iraq.

The success of the 10th Mountain Division reactivation at Fort Drum, however, comes in large part from the outpouring of support the soldiers and their families received from the north country community, Mr. Plummer said.

He recalled the early days of the expansion, when there was an ice cream stand surrounded by “nothing but fields” just off Route 81 on Arsenal Street.

That ice cream stand was torn down to make way for construction of the Salmon Run Mall, which opened in 1988.

It wasn’t long after that a flood of other new stores, businesses and restaurants were built along Arsenal Street. It was just the beginning of the “enormous economic impact” the Fort Drum expansion would soon have on the entire north country, Mr. Plummer said.

When the reactivation of the 10th Mountain Division at Fort Drum was first announced 30 years ago, what soon

22 | NNY Business | September 2014

followed was an influx tens of thousands of soldiers and their dependents into the region over a relatively short time period of time.

Between 1985 and 1988, military officials focused on training the incoming troops and building up the military installation, Mr. Plummer said. But they turned to civilian leaders for the help they needed to provide the necessary housing, education and medical care for the soldiers and their families.

“It created a unique situation for both military and the civilian population,” because the majority of the military installations nationwide had all these services established on post, he said.

It was the partnership formed between military and civilian leaders that helped to establish the Fort Drum Steering Council, which was partially funded by the Department of Defense to ensure the smooth transition of soldiers and their families into the area, Mr. Plummer said.

“Lots of credit should go to the Fort Drum Steering Council,” he said.

Department of Defense officials have said the Fort Drum expansion should

serve as an example for others as to “how a community should take care of its soldiers,” Mr. Plummer said.

When the Steering Council was disbanded in 1990, it was replaced by the Fort Drum Regional Liaison Organization, which has continued to serve as a point of contact for military and civilian leaders to keep the lines of communication open.

One of the biggest challenges faced with the expansion of Fort Drum was the lack of housing for the incoming troops and their families, Mr. Plummer said. Fortunately, there was funding provided to assist with the construction of enough housing to accommodate 80 percent of the incoming military families, Mr. Plummer said.

It was decided to build a portion of the new housing on Fort Drum and the other portion off post through the “801 Housing” program, which allowed private developers to build and lease about 2,000 housing units to the Army.

“It was experimental housing,” Mr. Plummer said. “We created a dynamic that didn’t exist.”

The plans initially called for the “801

C OV ER S TORY Housing” units to be located within 15 miles of Fort Drum, but that radius was eventually expanded to include communities that were further away, such as Lowville, Clayton and Gouverneur, he said.

While that decision resulted in a longer commute for some soldiers, it was beneficial in other ways, he said.

Having military families living in communities off post “resulted in a saturation of large numbers of soldiers and their family members” into organizations such as the PTAs at their children’s schools and the volunteer fire departments in their towns and villages, Mr. Plummer said.

It was a “conscience decision” by military officials to utilize the services of local hospitals off post, such as Samaritan Medical Center, Carthage Area Hospital and Lewis County General, to provide medical care to the troops and their family members, he said.

“At that time, New York State was targeting rural hospitals for closure,” Mr. Plummer said. “Many throughout the state had red lines.”

Mr. Plummer, a California native, decided to stay in Watertown after his retirement, and became involved with a committee to revise the city charter, ran for county treasurer and joined the Fort Drum Regional Liaison Organization, the Rotary Club and the Italian-American Civic Association.

He was awarded the Israel A. Shapiro Citizenship Award from the Greater Watertown-North Country Chamber of Commerce in 2009, when he was also recognized for founding Adopt-A-Platoon, a program for local community groups to support deployed military units with care packages stocked with cards, food and other goodies.

Mr. Plummer is a member of the Association of the United States Army and president of the 10th Mountain Division Association. The group has recently proposed erecting a monument in city-owned Thompson Park would commemorate the 30th anniversary of the 10th Mountain Division’s reactivation, and honor the 70th anniversary of the allies’ victory in Europe and the end of World War II.

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n NORAH MACHIA is a freelance writer who lives in Watertown. She is a 20-year veteran journalist and former Watertown Daily Times reporter. Contact her at norahmachia@gmail.com.

September 2014 | NNY Business

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COV E R ST ORY

NORM JOHNSTON | NNY BUSINESS

Carl A. McLaughlin, executive director of the Fort Drum Regional Liaison Organization, at the post’s Mt. Belvedere Gate near Blask River.

A staunch advocate

Fort Drum Regional Liaison Organization lobbies for post

By NORAH MACHIA

T

NNY Business

hirty years after it was announced that the 10th Mountain Division would be reactivated at Fort Drum, an organization that was established to keep open the lines of communication between military and civilian leaders now works to prevent significant troop cuts at the military post.

The Fort Drum Regional Liaison Organization has joined forces with state Sen. Patty Ritchie, R-Heuvelton, to gather support from state lawmakers and the public in urging military officials in Washington, D.C., to stop proposed troop reductions.

When FDRLO executive director Carl A. McLaughlin started in the job 10 years ago, the organization faced a challenge of

24 | NNY Business | September 2014

keeping the military post off a Department of Defense Base Realignment and Closure Commission list of bases to be closed.

Since that time, the organization has continued to fight for Fort Drum, which serves as the “state’s largest single-site employer, with 18,000 soldiers and 4,000 civilian employees, a major driver of the Upstate and New York economy,” according to a letter of support written by Sen. Ritchie.

“There is no question that Fort Drum is the economic engine driving the north country,” Mr. McLaughlin said. “It’s the reason all those paychecks are flowing through this community.”

The facts speak for themselves: 37,000 soldiers and family members, 3,895 civilian employees, a $1.2 billion annual payroll and an estimated $1.4 billion total annual impact on the north country economy.

Mr. McLaughlin was a longtime Watertown City School District official before he retired and accepted the position to lead the FDRLO in 2004. Prior to that time, Mr. McLaughlin had served for 18 years as the school district’s director of personnel, transportation and technology.

From 1979 to 1986, Mr. McLaughlin was director of employee/employer relations for the Jefferson- Lewis-HamiltonHerkimer-Oneida Board of Cooperative Educational Services.

At the time the Fort Drum expansion was announced, Mr. McLaughlin recalled one of the first priorities among school officials was to determine which school district the children of the incoming soldiers would attend.

“I remember everyone assuming it would be Carthage,” but after retracing and defining the school boundaries to incorporate the

C O V E R S T O RY 30th anniversary section

Early post leaders planned modern-day installation

By GORDON BLOCK

B

NNY Business

n Our partners at the Watertown Daily Times this month published ‘Climb to Glory’, a 30th anniversary special section to commemorate three decades of Fort Drum and the 10th Mountain Division. To obtain a copy of the section, stop by our offices at 260 Washington St., Watertown, from 8 a.m. to 5 p.m. weekdays.

new military housing units, it was determined that students living on post would fall into both the Carthage and Indian River School Districts, he said.

The Watertown City School District also experienced growth, the result of 600 housing units for soldiers and their families being built within school district lines, he said.

“It was really quite amazing to see the growth in the school districts throughout Jefferson County,” he said. “It was all because of the expansion.”

The soldiers and family members also sought out higher education opportunities at places such as Jefferson Community College, Mr. McLaughlin noted. Approximately 35 percent of the student body at Jefferson Community College is now comprised of soldiers and dependents, he said.

“The Army trusted the community could supply the teachers and the classrooms, as well as the hospitals, to accommodate the incoming troops and their families,” he said. n NORAH MACHIA is a freelance writer who lives in Watertown. She is a 20-year veteran journalist and former Watertown Daily Times reporter. Contact her at norahmachia@gmail.com.

efore it became the critical training and rapid deployment installation that it is known as today, the decisions of the 10th Mountain Division’s first leaders on post in the mid-1980s allowed it to flourish 30 years later.

In addition to building to handle new missions for the decades ahead, post leaders quickly forged relationships with the civilian world that would create a unique look in the Army.

“All of those things were thinking ahead because we knew the Army was in constant change,” said retired Col. Michael T. Plummer, then the division’s chief of staff.

Mr. Plummer credited Lt. Gen. William S. Carpenter Jr., who then commanded the division as a major general, and Lt. Gen. Paul G. Cerjan, then a brigadier general and assistant commander for support, with the big decisions as they arrived in late 1984, a few months before the division’s activation in February 1985.

The three were classmates, graduating together from West Point in 1960.

The three were allocated $1.2 billion from the military and Congress for the work in advance of the project, consolidating years of budgetary work in one fell swoop, surprising military leaders and fellow legislators interested in their own funding.

“It had never been done before in the history of America. It has never been done since.” said Cary R. Brick, chief of staff to former House Rep. David O’B. Martin, R-Morristown, who was the chief proponent of the post. “We got it passed. It was nothing short of a miracle.”

With the money to move forward, Gen. Carpenter insisted on making the most of the opportunity on the post’s north side.

“I got a blank sheet of paper, I’m going to do it right,” Mr. Plummer recalled Gen. Carpenter saying. “We had an advantage nobody else had.”

According to Mr. Plummer, Gen. Cerjan brought an analytical thinking process to the engineering challenges of their work, such as overcoming the area’s rough winters, and resisted costly bureaucratic design changes.

“We saved millions of dollars because

he was smart enough to understand the system,” he said.

Interstate 781, which connects the post to Interstate 81, was named for Gen. Cerjan when it opened in December 2012.

Among the highlights of the post’s design was the oval shape of Riva Ridge Loop. Hays Hall, the division’s headquarters, is in the center, and lower units spread out from there, with motor pools lining the perimeter, echoing the flow of information and movement if the division was needed for a rapid deployment.

Their emphasis on Wheeler-Sack Army Airfield set the foundation for a modern airfield that can accommodate any type of aircraft and aviation mission.

The post was set up in its early days to accommodate three brigades, something that wouldn’t be realized for more than 20 years, when the division’s 3rd Brigade Combat Team would activate in 2004.

Decades before its arrival, the water mains and connections were in place.

Maj. Gen. Stephen J. Townsend, the division’s incumbent commander, was stationed at Fort Drum as it planned for the addition of the brigade in the early 2000s, but he didn’t see the final result until returning to post to take command.

By the time he came back in late 2012, he said he was able to see the pieces all fit.

“They had a lot of foresight,” Gen. Townsend said.

Perhaps the biggest part of the trio’s success was their outreach to the local community. From connections between the post to civilian housing, hospitals, schools and everything in between, Mr. Plummer said Gens. Carpenter and Cerjan were looking outward to the community.

“That changed the whole dynamic between the citizen and the soldier,” Mr. Plummer said.

They also established relationships that would forge the Fort Drum Steering Council, now the Fort Drum Regional Liaison Organization and other area advocacy and support groups.

“As a result that as the Army downsizes, it makes it more likely that the Fort Drum will be able to continue,” he said. n GORDON BLOCK is a Johnson Newspapers staff writer. Contact him at 661-2357 or gblock@wdt.net.

September 2014 | NNY Business

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S M ALL BUS INES S

Earning their stripes

Parker Line Striping marks 20 years in business this year

By GRACE E. JOHNSTON

I

NNY Business

t started out as simply a means to an end. Or so he thought.

Parking lot striping was no more than a way for 18-year-old Christian R. Parker to earn some money in pursuit of his goal to become a professional musician.

His father, Arlin L. Parker, hailing from Kitchener, Ont., was a former All-American and New Jersey Devils hockey player who chose to settle in the quiet expanse of St. Lawrence County where he taught physical education and painted commercially during the summers.

He picked up a single Kelly Creswell line striper in 1966 as just one facet of his small-scale residential and commercial painting business in and throughout the Canton area. “Some guy just had a line striping machine and dad bought it,” Mr. Parker laughed.

Coupled with painting, the father-andson team would do lines around town; a fair amount of work being done at the elder Mr. Parker’s alma mater, St. Lawrence University.

“It was just all part of the painting my dad was already doing,” Mr. Parker recalled. “I remember being 6 or 7 years old, holding the string with my brother as my dad painted beside it.”

He remembers his father telling him that doing this work could become very successful if he wanted to grow it. “And he was right,” Mr. Parker smiled.

He was given the antique Kelly and began striping on his own. By the summer of 1993, his workload had grown exponentially. So in April 1994, Mr. Parker decided to become official, and Parker Line Striping was born.

With a staff of just two others, Mr. Parker began to grow the business into Jefferson and Franklin counties, securing contracts with management companies

26 | NNY Business | September 2014

MELANIE KIMBLER-LAGO | NNY BUSINESS

Christian R. Parker, owner of Parker Line Striping, Dekalb, and Brian M. Hess, director of national sales, in front of the business. The company is celebrating 20 years in business this year and is well positioned to continue positive national growth in the parking lot maintenance service industry.

that had properties across the state.

“That’s what really started to expand our growth,” Mr. Parker said.

His first big contract came in 1996 with

the former Ames Department Stores.

Unfortunately, the contract was canceled after the company went bankrupt in 2002.

“They were our largest customer at that

SMAL L BU S I NE S S point, so it definitely hurt,” Mr. Parker said.

After 10 years of learning the ins and outs of the business and instilling in his employees a good work ethic and drive for success, Mr. Parker set his sights on approaching large retail chains.

“I was confident that we had the people, quality and experience to back up our services,” Mr. Parker said.

So he started making a few phone calls.

In 2003, he reached out to Walmart and secured an in-person meeting with their facilities manager at the retail giant’s Bentonville, Ark., headquarters.

“When I came home from that meeting, I had an email with a list of 40 Walmarts to stripe,” he said.

Mr. Parker had landed a gold mine of a contract with one of the largest big box chain stores in the world.

Parker Line Striping is now in its 11th year contracting with Walmart up and down the East Coast. The DeKalb-based company also does work for other chains such as Lowe’s, Home Depot, BJ’s and Walgreens. Walmart contracts alone total about 250 striping jobs each year.

“We’ve built at the right pace and have found our niche in the last couple years,”

Mr. Parker said.

Parker Line Striping provides full-service parking lot maintenance solutions for parking lot owners. Clients range from commercial parking lots to retail chains, malls and strip malls, real estate developers, facility operations managers and paving contractors.

Specific services include parking lot striping, crack sealing, sealcoating, asphalt repairs and parking lot maintenance and planning services.

The company is a self-performing contractor, meaning that all services and equipment are internally sourced.

“We have all the equipment, supplies and personnel to do every job ourselves,” Mr. Parker said.

The company runs 75 line striping machines and 15 trucks from pick-ups to rack trucks to 24-foot box trucks. From its office in Dekalb Junction, three-man teams are sent out for two to three weeks to cover jobs from Maine to Virginia.

Peak season is from March to November.

During that time the company employs a staff of about 25.

And because its core business in the northeast is self-performing, it lends

itself to stability, cost value and operational integrity.

“Companies want to see that we’re pursuing cost-saving measures,” Mr. Parker explained. “Cost savings that can be passed on their customers.”

As evidence, at his Dekalb Junction property, Mr. Parker erected a windmill that helps to generate power for his 10,000-square-foot office and 6,500-squarefoot equipment building.

“We want to contribute to sustainability,” he said.

And from its southern office in Ocala, Fla., Parker Line Striping is able to continue its self-performing work throughout the Southeastern United States.

“We’re able to self-perform from New York to Florida,” Mr. Parker said. “We are in the process of rebranding and building an alliance network of qualified contractors.”

The vision is to build a network around the country with contractors who perform with the same quality controls, then hire them through existing contracts with retail chain stores.

“These large companies are often managing huge portfolios of properties,”

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Mr. Parker said. “They’re looking for someone to take on large territories.”

Parker Line Striping will essentially act as an agent and liaison between subcontractors and national retail chains to source its parking lot needs at any of its locations around the country.

“We want to have national coverage, sourced with local experts,” he said.

Mr. Parker plans to unveil the new Parker Line Striping brand during the spring 2015 Professional Retail Store Maintenance Association Conference.

“We want to become a national parking lot management company,” he said.

And Mr. Parker is well on his way to making that dream a reality.

Brian M. Hess, national sales director for the company is leading the effort.

“Brian will be responsible for building our national sales and network base,” Mr. Parker said. His sales prowess will take him to every pocket of the United States, meeting face to face with potential clients, primarily property managers and facilities managers for big box chain stores.

Mr. Parker and Mr. Hess met through the industry in 2011 and had an almost immediate chemistry.

“Christian has a calm, focused demeanor and the entire company is well grounded under his leadership,” Mr. Hess said.

Parker Line Striping bases itself on the old school handshake model of doing business.

“We’re going to bring that same integrity to the national pavement space,” Mr. Hess said.

The company still does as much work in the north country as possible, often contracting with firms on Fort Drum.

“We have a local crew and love being local,” Mr. Parker said. “We have some of the most cutting-edge technology in the business and love to educate and share that knowledge locally. I love the quality of life here. I love the people.”

Born from from a 1966 Kelly Creswell line striper, Parker Line Striping is on an impressive trajectory for the national stage. It may not have been a stage that 18-year-old Mr. Parker had once dreamed of, but it’s a stage nonetheless.

“I still get to play in a band,” Mr. Parker laughed. n GRACE E. JOHNSTON is a staff writer and editorial assistant for NNY Magazines. Contact her at gjohnston@wdt.net or 661-2381.

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| 29

ENT R E PR ENEURS

NORM JOHNSTON | NNY BUSINESS

Noah B. Kilpatrick and his mother, Melina, have launched the businesses Brushstrokes by Melina and The Twisted Penguin in 2012.

The business of fun

Traveling mother-son team offers face-painting, balloon art

By GRACE E. JOHNSTON

S

NNY Business

he’s a walking billboard for her business. Even to pick up groceries, Melina Kilpatrick’s face can resemble anything from a tiger, to a flower princess, to a teenage mutant ninja turtle.

“More people recognize me painted than not,” she smiled. “It’s an opportunity for a card.”

A hairdresser for 17 years in Canada, Ms. Kilpatrick has no formal art training, having only started painting about five years ago.

“I can’t draw stick figures to save my life,” she laughed. Rather, Ms. Kilpatrick uses the entire face as her canvas.

A native of Ottawa, Ont., Ms. Kilpatrick married an American and traveled extensively across the United States.

30 | NNY Business | September 2014

“We traveled all over by RV, and I would face paint at campgrounds,” she said.

They moved to Watertown in 2008, and in 2012, Ms. Kilpatrick launched her own full-time face-painting business.

“I’m a single mom now,” Ms. Kilpatrick said. “It’s just me and the boys.”

It was at this time that her son, Noah B., now 16, knew he wanted to learn a skill that he could practice alongside his mother.

His grandfather was a balloon arch maker, but Noah wanted to expand on that knowledge and decided to attend February’s Twist and Shout Balloon Convention in Rochester.

“I’m a hands-on learner,” Noah said.

“And that convention was all hands-on,” he smiled.

The experience has begin to pay off.

“He has a little following started now,” Ms. Kilpatrick said. “This is definitely his niche.”

Her younger son, Ben W., now 13 also wants to learn his brother’s craft.

Noah’s balloon art business, The Twisted Penguin, is a subsidiary of his mother’s business, Brushstrokes by Melina.

“I couldn’t do it without Noah,” Ms. Kilpatrick said.

They split expenses and Noah buys all his own supplies. Balloons alone cost around $100 per month.

Per his mother’s guidance, Noah is allowed to spend a third of his earnings, while two-thirds is set aside for college savings.

Money for supplies are immediately taken off the top and put back into the business.

“As a single mom, savings are just a matter of necessity,” Ms. Kilpatrick said. “It’s important for me to instill a heart of gratitude in my children,” she said.

Noah’s most popular balloon designs are ninja turtles, Olaf from “Frozen,” penguins,

To learn more n For photos and information on booking Brushstrokes by Melina and The Twisted Penguin, visit them on Facebook at Facebook.com/brushstrokesbymelina and Facebook.com/pages/The-twisted-penguin.

Call them at (315) 286-1266.

roses and “Hello Kitty.”

Each design is Noah’s original creationand typically takes less than three minutes to complete. He and his mother practice at home, though, setting a timer to ensure they can coordinate their designs in four minutes or less.

A penguin was Noah’s first creation, after learning the elementary sword and flower designs. He continues to enjoy the challenge of making customizable balloon art.

“We were at an event on Fort Drum and I had one man ask me for a silver back gorilla riding a unicorn,” Noah said. “I made it for him and I think he busted a gut.”

The mother-son team contracts on a recurring basis with Relay for Life, the New York State Zoo at Thompson Park, Children’s Miracle Network, organizational days at Fort Drum and Maddie’s Mark events.

“We love Fort Drum. They feel like family to us. We like to give back at least 40 percent of what we earn at these charity events,” Ms. Kilpatrick said. “I want to teach my boys the importance of giving back.”

Individual bookings for Noah are $75 per hour and $100 per hour for Ms. Kilpatrick. Booked together, they charge $150 per hour. For non-corporate events, balloon art ranges from $3 to $6 and face painting from $5 to $10.

Peak season is from April to October with weekends most often their busiest. For events, the Kilpatrick’s will travel within a four-hour radius of the Watertown area.

“We’re hitting the pavement a lot,” she said.

Ms. Kilpatrick would love to one day open a birthday party store as a one-stop shop for balloons, face painting, music, food and fun. It would also be a place for parents to enjoy one-on-one time with their children.

“How fun would it be for a father and son to come in and have their bodies painted with Batman’s body armor,” she smiled.

Noah hoped to take his children’s business with him to college and pay for his education to become a teacher through his love of balloon art and making others smile.

“I want to be a kindergarten teacher,” Noah smiled. n GRACE E. JOHNSTON is a staff writer and editorial assistant for NNY Magazines. Contact her at gjohnston@wdt.net or 661-2381.

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RE AL E STAT E RO U ND UP

SLC Realtors recognized for service

T

he St. Lawrence County Board of Realtors held a mixer at Phoenix on the Bay in Ogdensburg Aug. 6. It had a dual purpose, allowing affiliates to showcase their products and services and to recognize Realtor members for their years of service.

Each Realtor member received a Realtor pin based on the number of years of continuous Realtor membership (rounded down to the nearest five-year period). In future years, we will honor members only when they reach five-year milestones.

The list that follows includes members who have been a Realtor for five or more years. I have noted their actual number of years as of Dec. 31.

The longest serving are: William Lacy (43), Paul J. Boyer (31), Scott Boyer (28), and Dorothy Petrosky (27), and Lynne Hall (26).

25 years — Jeannine Ann Austin and Matthew Garlock 24 years — Janet Handschuh, James LaValley, Linda Pratt and Jennifer Stevenson 23 years — Norene Randall 22 years — Rose Baldwin, Nikki Coates and Patricia Collins 21 years — David Fontana, Douglas Hawkins and Robert Moyer 18 years — Kenneth Friedel 17 years — Vickie Staie 15 years — Janet Brown, Cathy Fiacco-Garlock, Linda Fields, Darlene March, Bonnie McNichol, Sally Mulvana and Shirley Robinson 14 years — Penny Bogardus, Mahlon Clements, William Collins, Michael Corbine, Jane Dyke, Donald Koscak, Darlene O’Connor, Margaret Payne, Kathleen Pomeroy, Rhonda Roethel, Sandra Santamoor and Jennie Vieths 13 years — Carol Anderson, Carol Frego, Debbie Gilson, Marcia Henry, Lucille Kassian, Michael Kassian, Linda Love,



Karen McAuliffe, Kathleen McSorley , Chantal O’Shaughnessy, Carol Smilgin, Steven Szafranski, Ruth Varley and Mary Lisa Whitton 12 years — Christine Amo, Colleen Ayers, Lance Evans Robert Bessette, Samuel Carbone, Holly Chase, David Copeman, Esq, Linda Dufrane, Rowena General, Pamela Gmyr, Duane Hazelton, Robert Hostetter, Edward Kondracki, Charlotte Misiaszek, Paul Post, Timothy Post, C. Korleen Spilman and Cheryl Yelle 11 years — Gail Abplanalp, Diane Burns, Allison Chadwick, Dale Coats, Andrea Kelly, Lois Langtry, Andrew Marsjanik, Erin Meyer, P. Joseph Siematowski and Duane White 10 years — Sharon Alford, Ronald Papke, Margaret Sherman and John Wicke 9 years — Angela Augsbury. Nancy Badlam, Paul Barbour, Denise Barstow, Angela Bickelhaupt-LaJoy, Elaine Charleson, Diana Dufresne, Jani Hobbs, Christine Kassian, Jolene LaSiege and Brad Love 8 years — Lisa Arquette, Bradley Burns, Sharon Cook, Angela Drumm, Suzanne Liberty, Lori Nettles, Kristie Perreta, Marcia Putman, Matthew Szeliga and Jeremy Ward 7 years — George General, Joel Howie, Joseph Koscak, Amy Longshore Hunt, Alexander MacKinnon, Robert McLauglin, Scarlett Slack, Tania Sterling and Karen Thompson 6 years — Sara Barney, Jennifer Blevins, Suzanne Brashaw, Gregory Chapin, Kari Nezezon, Cathy Race, James Snyder, Sherri

Stone, Pamela Winter, Lisa Wood and Richard Wood 5 years — Phillip Collins, Richard Dudley, Lori Smith and Verona Stephens n n n

In the July issue, I listed Jefferson-Lewis Board of Realtors members who earned recognition pins. Due to errors in our records, several members’ years of service (as of December) were incorrectly reported. Christina Thornton has been a member for 39 years and Sylvia Firlik-Buckingham has been a member for 34 years. n n n The Tri-County (New York) Chapter of the Women’s Council of Realtors held its fourth annual golf tournament July 25 at Highland Meadows Golf Course. Fifteen teams and 60 players participated in this year’s captain and crew tournament. Teams were divided into a men’s division with at least three men per team, a women’s division with at least three women per team and a coed division.

Janet Handschuh, the chapter’s president-elect, and Debbie Staie, the chapter’s secretary and ways and means chairwoman, chaired and organized the tournament. First Niagara Bank was a major sponsor and a number of companies sponsored holes. A portion of the money raised is being donated to the Watertown Urban Mission for its critical needs program that provides emergency assistance to local residents and families.

Next year’s tournament is scheduled for Friday, July 24, at Highland Meadows. n LANCE M. EVANS is the executive officer of the Jefferson-Lewis Board of Realtors and the St. Lawrence County Board of Realtors. Contact him at levans@nnymls.com. His column appears monthly in NNY Business.

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| 33

R EA L E STATE / TOP TRANSAC T IO N S Top 10 property sales by price recorded in the Jefferson County Clerk’s Office in July 2014: $4,200,000: July 18, Town of Ellisburg, Town of Lorraine, Town of Adams and Village of Adams: 5 parcels 220.30 acres total, Route 11 and Swan Road, Ellisburg, 10 parcels, 783.82 acres total, County Routes 97, 189, and Miller Road, Lorraine, 1 parcel, 13.7 acres, Spring Street, Adams, and 3 parcels, 51.69 acres total, Cemetery and Spring streets, village of Adams, Larry F. Stinson and Sheryl L. Stinson, Adams, sold to South Jeff Land Co. LLC, Ellisburg. $2,100,000: July 11, Town of LeRay, Village of Evans Mills: 7.0364 acres, Route 11, JJ&A LeRay Associated LLC, Rochester, sold to Amerco Real Estate Company, Phoenix, Ariz. $700,000: July 1, City of Watertown: 0.412 acres,

Factory Street, Watertown Appliance & TV Center Inc., Watertown, sold to Austin and Tutton LLC, Series 7, Chattanooga, Tenn. $550,000: July 25, Town of Adams: 153 acres more or less, no address, Rudd Spray Service Inc., Watertown, sold to Porterdale Farms Secondary LLC, Adams Center. $462,500: July 30, Town of Orleans: Wellesley Island, banks of Lake of the Isles, Sara H. Crouse, Wellesley Island, sold to Jean A. Vaillancourt and Lucie LaJoie, Alexandria, Ont. $447,000: July 23, Town of Watertown: 22431 Ridgeview Road, Dry Hill subdivision, Cedarvale Development Corp., Fayetteville, sold to Attisha Reed, Watertown. $354,000: July 3, Village of Sackets Harbor: New Lot 5 and New Lot 6, Mill Creek Ridge Subdivision, Jeri A. McCarson as individual and attorney for Michael R. Mc-

Carson, Sackets Harbor, sold to Jonathan R. Oliva and Stephanie Oliva, Clay. $340,000: July 31, Village of Dexter: 0.44 acres, 100 Locke St., Village of Dexter, Dexter, sold to Town of Brownville Joint Fire District, Brownville. $335,000: July 7, Town of Watertown: 2.261 acres, 18701 County Route 65, Bernard Tufo and Dorothy Tufo, Watertown, sold to Donald J. Wilder and Joyce M. Wilder, Watertown. $325,000: July 2, Town of Champion: Three parcels, 80.98 acres, Great-Bend Champion Road, John F. Gallagher and Paula M. Gallagher, Carthage, sold to Caleb Richter and Anna Richter, Watertown.

Top 10 property sales by price recorded in the St. Lawrence County Clerk’s Office in July 2014: $900,000: July 3, Town of Oswegatchie: Four parcels, 1) 1.24 acres more or less, 2) 3.95 acres more or less, 3) unknown acres, and 4) 3.57 acres more or less, in River Lot 5, bounded by Ogdensburg-Morristown Highway, Stonefence Motel LLC, Ogdensburg, sold to Bruce and Yvonne Larose, Ogdensburg. $495,000: July 11, Village of Canton: Seven parcels, 1) 1/2 of an acre more or less, 2) 143 acres more or less, 3) 1/4 of an acre more or less, 4) 76/100 of an acre more or less, 5) 1/4 of an acre more or less, 6) Unknown acres, and 7) 1/4 of an acre more or less, bounded by Dies Street, MDJ Investments LLC, Ogdensburg, sold to Jason and Valerie Cameron, Hannawa Falls. $363,324: July 22, Town of Hammond: Parcel 1) 0.06 of an acre more or less, Parcel 2) Unknown acres, Parcel 3) 0.09 of an acre more or less, bounded by Oak Point Road, Everett D. Thomas, Hammond, and Elizabeth T. Phinney, Hammond, sold to Wendy Jane Miller, Utica, James Chapman Thomas, Richmond, Va., Matthew Drake Thomas, Kunkletown, Pa., Paul Bradford Phinney IV, Forest Hills and Kathleen Phinney Herdegen, Haverhill, Mass. $275,000: July 2, Town of Parishville: Two parcels, township of Wick, 1) 0.32 of an acre more or less, and 2) 0.15 of an acre more or less, bounded by MacCarter Drive, Chloe Ann O’Neil, Parishville, sold to Scott E. and Michelle A. Zelie, Hamburg. $250,000: July 18, Town of Potsdam: 2 acres more or less, in Mile Square 23, bounded by Wright Road, Lisa J. Smith, Potsdam, sold to Amanda J. Dunn and Ronald J. Charleson, Potsdam $250,000: July 11, Town of Morristown: Three parcels, 1) 143 acres more or less, 2) 143 acres more or less, and 3) 21.40 acres more or less, bounded by Hamel and Watson roads, Sandra L. Duprey (trustee), John S. Langtry, Ogdensburg, and Sharon Vashaw, Fulton, and Sara Henry, Redwood, sold to Langtry Herritage LLC, Brier Hill. $235,000: July 14, Town of DeKalb: Four parcels, 1) 69.50 acres more or less, 2) 52.87 acres more or less, 3) 50 acres more or less, and 4) 112 acres more or less, bounded by U.S. Route 11, Michael P. and Robin M. Thayer, DeKalb Junction, sold to Ronald M. and Susan E. Dias, Rehoboth, Mass. $225,000: July 31, Town of Fowler: 14.2 acres more or less, bounded by Gouverneur-Edwards Highway, Board of Education of the Gouverneur Central School District, Gouverneur, sold to Liberty Moon, Watertown. $575,000: July 25, Town of Clifton: Township of Sherwood, 2 Parcels, unknown acres, in Lot 11 and Lot 12, bounded by Columbian Road, Harold J. and Kathleen M. Brown, Cranberry Lake, sold to William S. Ceravolo Jr. and Sharon M. Ceravolo, Wenonah, N.J. $500,000: July 24, Town of Piercefield: 2 Parcels, unknown acres, bounded by Eagle Crag Lake, Christopher S. and Sheila M. Jones, Downington, Pa., sold to Allen and Hannah Beals, Putnam Valley.

34 | NNY Business | September 2014

September 2014 | NNY Business

| 35

20 QU E ST I ONS

NORM JOHNSTON | NNY BUSINESS

A VOICE FOR SOLDIERS

F

ort Drum and the 10th Mountain Division have a special place in the heart of F. Anthony Keating, the incumbent special assistant to the Secretary of the Army. Mr. Keating, himself an Army veteran, has held the civilian advisory post for the past 20 years.

He sat down with us to talk about the early days of the post and division and its future on the occasion of its 30th anniversary.

1

NNYB: We know that Fort Drum has contributed billions to the north country, helping to drive its economy. What has the post contributed that is perhaps less tangible?

KEATING: Those billions amount to about $4 billion and that’s in addition to the billions spent to establish the post in the first place. To me the significant benefit is that the community has really become a military community. The community itself has become a fully-found military community. Fort Drum’s presence here has been an influencer in every aspect of north country life. It’s been for the better, in my opinion, in every instance.

2

NNYB:The integration of diversity has happened without much turmoil, does that serve as an example of the lessons we have learned along the way and to whom do we owe our thanks?

KEATING: One of the concerns that many people had, myself included, was how we, as a community, were going to assimilate the influence of increased diversity. Would it be positive or is it not going to be as seamless as you would want? I am immensely proud of this community. I grew up here and graduated from high school here and was away with the Army and schooling and came back and was in business here at the time Fort Drum was announced. I wondered if we were going to be able to accomplish this assimilation that would be necessary. It has been seamless. I think we should thank the people of the north country. I was presi-

36 | NNY Business | September 2014

n Civilian aide to Secretary of the

Army inspired by those who serve dent of the Watertown Chamber of Commerce in 1976 and one of the projects we undertook was commissioning a study to see how many identified minorities we had in Jefferson County. We thought probably 1 to 2 percent and it turned out we got the study back faster than we thought. The number was 206 minority people identified out of 75,000 give or take. When Fort Drum arrived as home post of the 10th Mountain Division I think there was a real concern this could be a real challenge.

The north country is used to treating people well and they extended that to soldiers and soldier families. Soldiers have noticed this and appreciate it.

3

NNYB: Fort Drum is one of the largest posts without its own hospital or DoD school and has grown organically, why was a good decision?

KEATING: It was a somewhat forced decision as I remember. Part of the reason Fort Drum didn’t get a hospital or consideration for on post schools was there was not enough money to accommodate them. There wasn’t enough money to put up the necessary housing. That’s why the 801 housing was here for 20 years. It was necessary for the Army and the community to work together on that. In the early rounds of BRAC we were concerned about developing our ‘excuses’ as to why we didn’t have a hospital or school.

We wanted to make sure we could address those issues because we thought it would be perceived as a weakness. It’s been the opposite. It’s been a huge asset for the Army and the community.

4

NNYB: In 2012 the Army Community Covenant was renewed, signaling a continued commitment between the post and the north country. The first covenant was signed in 2008, making the Wa-

tertown area only the second community to sign such an agreement with its nearby military post.

How significant is that?

KEATING: [The Covenant] was a brainchild of Secretary of the Army Pete Geren. He believed if a covenant was existent, both the community and the Army would work harder to work with one another.

It was a great idea and he put a lot of emphasis on getting them implemented. It’s significant that this community did a renewal without being prompted.

In my opinion it’s significant because the people of this community live up to the covenant before they formalized it. They kept on keeping on and stepped it up a notch or two. It’s been a commitment that this community has had with the Army to provide for soldiers and soldier families.

NNYB: Late last month (Monday) more than 9,000 letters of support and petition signatures were sent to the Department of the Army. How important is it that we continue large-scale efforts that demonstrate support?

5

KEATING: I think it’s always important to frame your story in the way that you believe most accurately represents what you’re doing. The fact that 9,000 people went online and did this, there was no button holding them on the street but it was very much a volunteer action. They were asked to do it, yet there were 9,000 indications that they saw Fort Drum as being important enough.

6

NNYB: How vulnerable is Fort Drum and the 10th Mountain Division in 2014?

KEATING: I don’t think you ever get to the point where you can declare you’re out of the woods. It’s important to be vigilant and do the things that

2 0 Q U E S T I O NS have brought us to where we are and continue to do those things. When we look at the political side of things and have vulnerabilities there because of the structure. We are well situated within the military. The new FORSCOM commander is General Milly, who commanded here. Gen. Allyn is the new vice chief. He is going to be essentially running the Army. He knows Fort Drum well. He’s been here a number of times. He’s supportive of agility and that’s one of the keystones for him. We have some powerful friends in high places who know Fort Drum. We have some weaknesses in some areas and strengths in others.

7

NNYB: How feasible is a major round of BRAC closures and drawdowns?

KEATING: The idea that we’ll take a division and whack it and cut this, I don’t think that’s politically feasible. I don’t think it’s militarily feasible to do. Ground forces need space to train. If we think that for the rest of our existence as a country we’re going to have an Army no larger than 440,000-450,000, then yeah. Get rid of a few installations. But that’s not what history has shown us. All wars are expensive and difficult to fight and win. But winning the peace is even more difficult and expensive. There are no technics, no robotics or equipment that can do that. The American soldier is the best peacemaker we have. You can fight wars with a technical overmatch but you’re not going to win the peace with that.

8

NNYB: Last fall you told the Watertown Daily Times that another round of BRAC would be “short sighted.” How do we convince lawmakers of the same?

KEATING: We harp on the point that ground forces are needed. You can’t condemn half of Wyoming anymore and make it a military installation. We don’t have that kind of land. If they give us installations that have significant training advantages, we will never get those back. I believe all the chiefs have recognized that. It sounds as though you’re hiding your cards beneath the table but I think the chief of staff of the Army would agree. You can’t assume the Army and the Marine Corps are going to the the same size as they are now when you have a national emergency. And it’s critical to have training grounds when a national emergency arises.

9

NNYB: The 10th Mountain Division is always lauded as one of the most deployed divisions in the Army, post-9/11. Does that help our case?

KEATING: Elements of the 10th Mountain Division have been deployed almost consistently since 1993. There may have been a month or two where everyone was home. Although for the most part a third to half of the division has been down range somewhere in our world since that time. That speaks volumes for us in the way the chief can look at a division he can call on to pick up and go places as quickly as the 10th can.

10

NNYB: What’s the most important thing that north county residents should understand when it comes to sustaining the post and division?

KEATING: I don’t know if there’s one thing they need to understand it’s more about doing what they’ve been doing. When you think of this installa-

NORM JOHNSTON | NNY BUSINESS

F. Anthony Keating, special assistant to the Secretary of the Army — New York (North), at the offices of NNY Business magazine late last month. Mr. Keating has held the civilian aide post for the past 20 years. tion and this unit, this unit was brand spanking new and there were questions about if it should be an Alpine division or not. Originally everyone from New York City who trained here hated it here. The reputation was as close to the floor as you could get.

Now we have a storied installation that compares extremely well with any around the country. Our community is figured measurably in that process.

11

NNYB: Is it more the nature of Fort Drum being a light infantry division as to why you don’t see a burgeoning defense industry surrounding the base.

With light infantry is there less of those independent defense contractors?

KEATING: Other areas are bigger and more industrial than we are. Hiring is easier. Any hit to the area would be felt heavier because of the size of this area. The ease to which you can hire people to come and live in other locations, as well as the population size, are factors in that. My overall reaction to that is to be careful what you wish for. We are who we are in the eyes of the soldiers and families because of the schools and hospital and those things, not because we’re a big industrial hub. To the soldiers, particularly the married soldiers, this is where you want your children to grow up.

12

NNYB: How competitive is the site selection process for a missile defense operation?

KEATING: I think we are very well positioned in that. We have full up military community here that is used to advocating for their installation.

The other three areas under consideration have no such capabilities. What the community can do, they’re already doing it. If it comes here, we are well situated. I’m reluctant to rack up the bats in the eighth inning of the game but I don’t know what more we could do. The resources have been identified as available to get that.

13

NNYB: The Army’s active duty strength hit a post-World War II low of roughly 480,000 in 2001. Some reports have said the Defense Department wants to draw the force down to as low as 440,000 to 450,000. Should history tell us that’s a bad idea?

The F. Anthony Keating file AGE: 72 JOB: Special Assistant to the Secretary of the Army — New York (North) FAMILY: Wife, Jacqueline; daughter, Katherine; son, John EDUCATION: Bachelor’s degree, University of Notre Dame; MBA from the University of North Carolina, Chapel Hill EXPERIENCE: Served nine years in the Army; 40 years in the insurance industry; 20 years as civilian aide to the Secretary of the Army LAST BOOK READ: “Generals in Blue and Grey” by Wilmer L. Jones KEATING: I don’t think the DOD wants to do that. The requirement to first of all contemplate what we hope, though it looks increasingly difficult, is a post-war time footing suggests that the amount of money spent to maintain forces should not continue. I’m not sure it would continue even if we would maintain a sizable force. For the Army, the most expensive part of their operation is the human resource. The Army has a lot of technics and hardware but not to the extent the Navy and Air Force have. Cutting [technics] won’t reduce us to the numbers Congress is looking for.

14

NNYB: It seems cuts are always cyclical, is that true?

KEATING: History has demonstrated that these cuts will come home to roost. We will ultimately have to restore the force based on what happens in the world. The larger effort is keeping the nation’s force intact. That is reason to consider even though it won’t assist us in getting us to the numbers, or look at the numbers over a period of time instead of in each fiscal year. Every time we take a reduction, this is my second one, a lot gets lost. We have to remember that unlike any period prior to the ‘90s there were a significant number of people in the Army who were interested in getting out. We now have a volunteer September 2014 | NNY Business

| 37

20 QU E ST I ONS Army and people are thinking about a career in the Army and we promised them guarantees if they maintain a career in the Army. Then we backslide in those guarantees. We forget people served the country in war time and we made promises to them.

15

NNYB: With so much going on in the world, between the Korean Peninsula and the Middle East, it doesn’t seem that now would be the best time to draw down the troops?

KEATING: The phenomena of refocusing on the Pacific is one thing. But how can we when the Middle East and Central Command is on fire.

How can we unilaterally declare where we are

going to position our resources. We’re not the only country in the world with a vote. There are other peoples in the world who have ideas and they’re not always benign. That may in fact require involvement we might not be planning for.

16

NNYB: In terms of deepening the pool of leadership in the north country, what should people appreciate most about Drum?

KEATING: It’s like everything else that has been brought by Fort Drum. When you have a community influence that affects prosperity it lifts all boats.

If those in our community are in businesses where they don’t necessarily see direct business from soldiers or the Army, there’s always a secondary

affect. They have customers or clients who do do business with the Army or do business with military customers. That multiplier effect touches almost everyone in the community.

17

NNYB: What’s the one thing about Fort Drum you would say stands out as a reason why it is above and beyond other posts?

KEATING: What Fort Drum and the 10th Mountain Division have contributed is that they’ve shown us who we are. In the past we recognized the friendliness and inclusiveness of the community. We believed we were a welcoming community and a community where people enjoyed living. Soldiers and soldier families have proven that. This is a popular installation for soldiers who are married. They don’t have to worry about what school do their children go to.

In some installations the schools vary from good to not-so-good, from safe to not-so-safe. Here it happens relatively seamlessly.

18

NNYB: Who has been most inspiring to you and what have you learned from the people you’ve encountered in terms of leadership?

KEATING: The soldier; the dog-faced soldier who goes out every day and stands in formation and does everything we expect soldiers to do. They’re still doing it. I can’t think of anyone more inspirational to me than that. They’re magnificent people.

The job doesn’t have any quantitative compensation but the qualitative compensation is priceless.

I couldn’t think of anything that would be more enlightening or inspiring than interacting with soldiers and their families every day.

19

NNYB: What are the day-to-day tasks required of your position?

KEATING: Our job [as civilian aides] is to advise the Secretary of the Army of civilian and military relationships in our area. When the armed services were unbundled, the Army kept the aide program. The other two services don’t have civilian aide programs. Our function is the secretary’s personal spokesperson and advise on civilian issues. Our job is to advise on how things are playing on Main Street in the civilian community and act as guides to assist people in accessing the Army. We meet with the secretary at least annually but the secretary is out straight as a human could be and there are about 90-95 of us. He gathers us once a year and spends a morning with us. We have regional conferences and he does teleconferences with us all.

20

NNYB: Has it made difference that the secretary is from the north country?

151 Mullin Street Watertown, NY 13601

KEATING: I would tell you his heart is still here.

His head has to be everywhere. He has done what I believe, and I am a bit biased, a magnificent job in assuring the rest of the Army that there are other places that are important, too. He hasn’t lost his focus on Fort Drum but he was in Congress as a shameless advocate for Fort Drum.

He has done a great job as the Army’s secretary and each installation is given equal attention. I think every secretary has to go through that.

— Interview by Ken Eysaman. Edited for length and clarity to fit this space.

38 | NNY Business | September 2014

E X E C U T IV E T O O L K I T

Transition planning a critical step

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ne U.S. resident will turn 65 every eight seconds for the next 15 years. The baby boomer generation has begun reaching the age of retirement. Even though 60 is the new 40 most baby boomers are thinking seriously about the next chapter in their lives.

We all know that thinking seriously about the next chapters in our lives is very different from planning. In addition to transition planning being important for individuals, in the case of family-owned business, it’s vitally important to our communities — we’re a country of familyowned and closely-held businesses.

More than half of business owners will transition out of their present roles in the next five years, and most have no formal plan to do so. The lack of thoughtful planning is why most family business transitions do not go as well as hoped. Consequently, we’re facing a challenge unlike anything in our economic history. It’s being driven by an aging population and the historic lack of transition planning.

Why is it important to you? Successfully planning your transition is important to increase your peace of mind, maximize your return-oninvestment, secure your retirement, and leave a positive legacy.

Why is it important to the community? In the north country, small family-owned businesses, when totaled together, support a significant portion of our local and regional economy — from family farms, to manufacturers and service companies just to name a few.

Proactive transition planning takes place in a small percentage of businesses, but it is critical to increasing the chances for success. Many business owners say: “I want to pass my business on to the next generation.” Unfortunately, fewer than half of the transitions from the first to the second generation are successful, less than 15 percent from second to third, and success rates are in the single digits for third to forth.

So, what do you do? The first step is to sit back and ask yourself the following questions: n Start with the end in mind. What’s

your exit strategy? n Determine the current and desired future value of your business. How can you maximize? n Determine future leadership.

Do you have a Bill Murray succession plan? n Start the process sooner rather than later.

What is your timeline?

Starting with the end in mind includes knowing when you would possibly like to step away Reg Carter from the business, what the business must do to enable you and your family to realize your future vision, and

communicate what drives value in your business is critical to establishing the current value of your business and identify opportunities to improve.

Once you’ve established the value of your business and the opportunities to increase that value, it’s time to develop an actionable longer-term plan that will get you where you want to be. This is best developed through establishing a basic strategic plan. The benefits of a strategic plan include clear focus, a sense of joint purpose, agreed upon priorities, consensus on strategies, and a basis to measure progress. It must be clear, logical, and easily communicated to those who will help you bring it to life whether they’re internal or external stakeholders.

It’s difficult for most business owners to envision somebody else at the helm. However, succession planning is a critical component of any family-business transition plan. The first step is clearly defining the competencies required for the successor to be successful. This might include financial skills, technical ability, people skills, or any other attribute you have identified as a critical skill the future leader must possess in order for the business to continue its success. Focus on behavioral competencies and technical skills — not entitlement, relationships, or convenience. Identify cultural fit with the organization and, if applicable, the family.

There are additional elements associated with any business plan. However, starting with the end in mind, knowing the current and desired future value of your business and how to maximize and determine future leadership represent a significant start and dramatically increase your chances for a successful transition. Regardless of where you are in your business life, start the process sooner rather than later. It’s vitally important to you, your family, your business and your community.

The ability to understand, document and communicate what drives value in your business is critical to establishing the current value of your business and identify opportunities to improve. the current value of your business.

Knowing the value of your business and how to maximize is a critical piece of any transition plan. Value measures all those things that enable a business to generate profit today and into the future. Profit, revenue or what’s captured on the balance sheet does not totally define the value of the business. From an investor perspective, the real interest is the business’s ability to generate future revenue and profit. The challenge is how to reasonably establish expected future profit, especially in a privately held family business.

The answer to expected future profit lies in knowing what drives value in your business. Typically these drivers fall in two categories: market and operational.

The ability to understand, document and

n BILL MURRAY AND REG CARTER are executives with Potsdam-based CITEC, a nonprofit economic development consulting organization, with more than 60 years of business and management experience between them. Reg is certified by the Galliard Family Business Planning Institute as a Family Business Planner.

September 2014 | NNY Business

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S T R AT E GI C PLANNING

Control your risks while you grow

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on’t grow your business.

Wait … what? Why would anyone say that? Growth is one of the most powerful ways to increase the value of your business, isn’t it? Owners are in business to build value, aren’t they? So why not grow by increasing sales?

As unlikely as it may sound, growing your business may actually decrease your business’ value and reduce your profits.

Growth can very well expose and magnify the risks that exist in your business and create new risk. Risk is never good. Uncontrolled, or unknown risk, can very well cripple a business. When risk exists, it must be controlled. When risk is not controlled, business value is impaired. Don’t let your business value get impaired.

Consider the following: n Sales to new customers may strain production capacity and quality and increase reliance on key raw material suppliers. n Increasing sales to existing customers carry similar results but also create a concentration risk — vulnerability that a handful of customers account for a large percentage of your business. And if they ever leave … n “Acquiring” new customers means increased sales effort (if you even have sales efforts beyond yourself) with enticements of extended payment terms, lower prices and higher inventory levels (you’ll need cash to finance the accounts receivable and inventory and fund reduced margins). n New products have their own issues — can they be made, at what price, with what (new?) equipment and people. Are the margins sufficient to compensate for

the risks? And the list goes on.

Business owners, by definition, are risk takers. Bankers are not. If your business needs to borrow to finance growth, a bank may rePaul Luck quire an interest rate premium for new loans. Yet growth can be very, very good with a stable platform. Put another way, you wouldn’t put a second story on a house if the foundation was bad, would you? And a bank wouldn’t grant a homeowner a mortgage to build it.

Both you and the bank want to be confident plans will work out.

So, what’s a risk taker to do? Identify and control the risks that already exist and build value from the inside out.

The platform gets stronger, scalable and predictable thus improving the likelihood that growth initiatives succeed.

The first step is to embrace the fact that an independent assessment is needed.

What to look for? Concentrations: Of knowledge — reliance on individuals with key skills and contacts. Of customers — as noted above, a high percentage of business coming from a few customers. Of suppliers — over reliance could impair the ability to produce goods. Of products — a few products accounting for the majority of sales. Of skills — only one person knows how to run a critical piece of equipment.

And: Variable, unpredictable financial performance, unexpected cash shortages, inaccurate information, flawed processes (e.g., inability to consistently produce timely customer billing). Lack of management team depth. Lack of alignment on goals. Poorly designed and unfunded partner agreements.

And: Bloated inventories and accounts receivable. Past due bills. Excessive customer returns. Late deliveries or split shipments. High customer and employee turnover. Outdated technology. Unprotected intellectual property. Seems like a lot? There is more to consider, a lot more.

Once the risks are identified, action plans can be developed to address them.

At a minimum, simply knowing they exist allows a business owner to anticipate and respond to issues rather than react to them. As the risks are controlled, the business enjoys predictable, repeatable and sustainable results. Transformation. Like going from black-and-white to Technicolor or from two megapixels to 30 megapixels. The owners have increased confidence in the business as do customers, employees, suppliers, investors and lenders. Less risk, more value.

Now that there is a stable platform that is larger than the business owner and is supported by processes and people, the focus can turn to growth and value creation. So start the assessment process and grow your (risk-controlled) business today. n PAUL LUCK is with The Succession Partners in Clayton. Contact him at (315) 778-5257 or email PaulLuck@thesuccessionpartners.com.

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C O MME RC E C O R NE R

Manage all complaints effectively “Constant complaint is the poorest sort of pay for all the comforts we enjoy.”

— Benjamin Franklin

N

early every day each of us is faced with the word complaint. Ever more difficult is the delivery of the complaint — they can be received via social media, email, phone or in-person.

How a person deals with this is the most crucial and fragile thing that we can encounter. However, we are all humans and are entitled to an opinion and the right to be heard. The challenge most people face is the ability to listen effectively with an open mind to hear what the other person is conveying, right or wrong.

When a person, whether it is a customer or an employee, does have a complaint there is a positive — it shows they care. There is an alternative, the individual could have taken their complaint elsewhere and caused even more negative attention. The individual should be thanked for bringing their concern to your attention.

There are some basic steps you should take and beliefs you should know to most effectively manage complaints.

Always listen carefully to individuals who are voicing their concerns. Remember these are not direct attacks on you, but a person articulating their feelings toward the situation.

When responding, always convey care and concern — this shows a person your actions are genuine. Again, both parties may not agree but a resolution can be and

should be had.

Once you hear the complaint or concern provide yourself a minimum of 24 hours to respond to the complaint and how you may be Lynn Pietroski able to address it. In many situations, it is helpful to hear directly from the person about their concerns and reasons for the complaint. It will ultimately open the lines of communication.

The next can often be a very difficult one as many things come down to “agree to disagree.” However, there needs to be mutual respect in this decision. A great question to pose to an individual with a complaint is: “What would be an acceptable solution to resolving the concerns?”

A person’s response may be outlandish and unattainable — but there can be a middle ground. But if this question is not asked then it is difficult to know.

The remedy to the complaint needs to be understood and agreed upon by both parties. Always remember to offer a heartfelt apology. To the other person, you were wrong. Be sincere. This is not admitting you were wrong, it is a human reaction of respect that you are sorry that this situation has happened.

Being prompt in responding to complaints can prevent further problems from occurring. It shows a person you

take their concerns seriously and want them rectified quickly. However, as you are processing, put yourself in the other person’s shoes and ask yourself how you would feel. This can also help to address their concerns and is a chance for you to ask questions so you can get a better handle on the complaint.

In every situation we encounter in life, whether it is work or personal, we learn something. Complaints or concerns brought to you by another person can ultimately be used as a learning tool.

Never look back with regrets, look back at what you learned and how it is making you a better leader. Good leaders, lead by example, so never brush any complaint (big or small) under the rug and avoid it.

Address the issue head on and not defensively as no one will come away happy when you are defensive.

There is always a resolution. It may require compromise or admitting when you’re wrong. When a customer or employee complains and the complaint is resolved successfully, you as a leader will better understand the customer’s needs and likely retain them as a customer. It will ultimately enhance your business.

Complaints are defined as statements that a situation is unsatisfactory or unacceptable. It really is that simple and it can be that straightforward while you are addressing them.

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.

September 2014 | NNY Business

| 41

NON PR OF ITS TODAY

We can make ‘good enough’ better

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ome of the best things in our communities came to be not because they were mandated, but because it was the will of the people to make it so.

People from all walks of life have built and sustained some of our most cherished community assets. Our museums, libraries, health care organizations and a variety of other human service, arts and culture, environmental and quality-oflife enhancing entities exist as a result of the great north country charitable and can-do, giving spirit.

This year marks the centennial of community foundations in America. Just 15 short years after the first community foundation was established in Cleveland, Ohio, residents of this area replicated the Cleveland model in 1929. Since the first major gift from Watertown mayor DeWitt Middleton, gifts of all sizes have made possible a community endowment that has helped to broadly strengthen the place where we work, play, raise our children and spend our lives. For 85 years, it has helped enable north country residents to most effectively give where they live in meaningful and enduring ways.

In 2013, Americans donated more than $300 billion and foundations pledged nearly $50 billion to support charitable causes. There is no question this has made a real difference in all of our lives. Had we relied solely on government to make this difference, we might very well still be waiting and it may have cost twice as much.

Washington is presently trying to find all types of ways to discourage the type of charitable giving that has been so vital

to cities, towns, villages and neighborhoods across our north country.

A variety of proposals from both sides of the aisle are looking to lessen or eliminate the favorable tax Rande Richardson treatment free citizens receive when choosing to support the things that matter most to them.

Meanwhile, there is some potential good news. In July, the House of Representatives passed the America Gives More Act of 2014, which helps promote and protect charitable community investment. The act provides more certainty to donors contemplating charitable giving.

It would make permanent the tax deductibility of contributions from individual retirement accounts made directly to nonprofit organizations. In past years, donors have been left to wonder if the deduction would be permitted. This has made it difficult, and in some years impossible, to plan the best way to give.

The act would also make permanent current tax extender provisions that enhance the deduction for certain land conservation easements and corporate donations to food pantries. It would include an expansion of the deadline to claim charitable deductions from Dec. 31 to April 15 of the following year.

Although it has passed the House, its future in the Senate is far from certain.

Budgetary issues related to the act have been debated over the substance of the legislation.

We want to live in places where we can all benefit from the collective and shared vision of a healthy community. Northern New York is not just a special place, it is home. At home, our charitable organizations do much to keep our communities great. Until government can demonstrate that it can provide the things that we have all come to enjoy as part of a caring community, every effort should be made to provide those who make the choice to share their blessings with others the most favorable treatment possible.

In the north country, we recognize the value that a common desire for better communities has for all of us. Our nonprofit organizations continue to demonstrate a unique ability to create results in ways government often cannot.

Now is the perfect time to remind ourselves of the important work philanthropy, in all its shapes and sizes, plays in our area.

“Good enough” should never be used to describe the place we call home. By affirming this, we celebrate the many stories of people willing better things for the region, and encourage many more stories yet to be told. May we all have the desire to do everything possible to continue the tradition of giving back to the places that have given so much to each one of us. n RANDE RICHARDSON is executive director of the Northern New York Community Foundation. He is a lifelong Northern New York resident and former funeral director. Contact him at rande@nnycf.org. His column appears every other month in NNY Business.

Your Regional Recycling Resource A partnership of the Development Authority of the North Country and Jefferson, Lewis & St. Lawrence Counties.

www.NorthCountryRecycles.org 42 | NNY Business | September 2014

AG RI- BU S I NE S S

Farm-based beverage sector grows

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ithin the past decade, Jefferson County and Northern New York witnessed a refreshing emergence of new businesses making beverages and growing ingredients from agricultural products. Our region is well known for producing large amounts of high-quality milk and turning that milk into award-winning cheeses and cultured dairy products.

Our dairy industry will continue to thrive and grow for the foreseeable future. But the emergence of other opportunities in agriculture has invigorated local entrepreneurs not interested in dairy farming. The question is, what can our region support?

Six wineries now operate in Jefferson County, one winery in Lewis County, and at least two wineries in St. Lawrence County. Jefferson County has an established wine trail, the Thousand Islands Seaway Wine Trail (www.tiswinetrail.com). Several additional wineries are being considered in Jefferson County, mostly along the shores of Lake Ontario and the St. Lawrence River.

Our wineries have competed in and won international wine competitions. Owing to cold hardy species of grapes, our region is differentiating itself from other parts of New York and emerging as a superior producer of Marquette wines.

In addition to the wineries, several microbreweries have opened and two distilleries are open with more under consideration. We should not forget the fantastic apple cider produced at Burrville Cider Mill. All of this development has brought new excitement to the county. Agri-tourism, attracting people to a destination to enjoy agriculture and its products in a farm setting or to learn about agriculture, has brought new faces to our region to add to our local economy. The

question is, how do we maintain forward momentum for this growth?

In a recent meeting with several winery owners, we discussed how to continue growing the industry.

Jay Matteson It was strongly suggested that more local cold hardy grapes are needed to support the demand from the wineries. Approximately 100 acres are planted to grapes in Jefferson County and more are needed. Along with more grapes, help is needed to promote our wine trail and wineries. Through the Thousand Islands Seaway Wine Trail, five of the wineries work together to promote the region, but their resources are limited. Attracting more people to our area not only benefits the wineries, but brings in tourism dollars to many other destinations such as our local hotels and restaurants.

Unfortunately there are several geographic limitations we must overcome to attract people to our wineries. Canadians generally do not visit our wineries and make purchases because of the expensive taxes they face to bring American wine back into Canada. It is an unfair system as Americans don’t face the same high taxes buying Canadian wine to bring back into the states. Some of our best features are also factors that limit our ability to bring people into our region. Lake Ontario to our west and the Adirondack Mountains to our east, while beautiful, limit travel.

Much of the traffic to our area comes from either Canada or along Interstate 81. This increases the importance to our farmbased beverage businesses of marketing our region and products to the Interstate 90 corridor and further south. Syracuse, Rochester and Albany are specific cities identified by the wineries as potential markets we have not adequately tapped to attract people. Assistance is needed to help these wineries and other agri-tourism destinations bring in new faces.

Another important item to note is the fact that farm wineries are not the only beverage makers required to obtain local ingredients to make their product. Farm breweries, distilleries and cideries need to have a percentage of their ingredients come from New York. This creates a demand for local hops, malt barley, corn and other crops. We are working with local farmers to determine what can be grown and where the best opportunity lies.

Anyone considering starting a farmbased beverage business needs to carefully examine how their business will differentiate itself from similar businesses in the region to attract a portion of the existing customer base. As important to differentiating your business from the local competition, new businesses need to determine how they can support marketing efforts with their competition to bring in new faces to our area to benefit everyone. Perched on a cloud at 30,000 feet, our next steps should be to grow grapes, grow ingredients and grow our marketing efforts. n JAY M. MATTESON is agricultural coordinator for the Jefferson County Local 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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September 2014 | NNY Business

| 43

B U S I N E SS TECH BYTES

Understand value of CRM systems

I

t was not so long ago your business had customers. Your customers came to your brick-and-mortar building or at least called your office on a landline. This is no longer necessarily true today as the Internet has led to websites and mobile devices that enable you to reach a larger audience without geographical boundaries. With this new reach come new challenges as to how to manage a new pool of potential customers and is sometimes referred to as audience reach. Recently more and more companies are turning to customer relationship management systems or CRMs. Such systems come in all price ranges and can help your business streamline your sales processes and increase productivity and revenue while managing demographic and other audience-specific information.

Customer relationship management systems allow employees to track activity and access vital information about their audience. Many CRM systems have mobile apps that can be accessed from smartphones and tablets no matter where your employees are.

Most will also integrate directly into your business’s accounting and email systems.

John Heaston, publisher of the Omaha Reader says, “Incentives, reconfigured bonuses and commissions were some of the ways the Omaha Reader, got its sales staff on board when it implemented the CRM system called Zoho four years ago.”

What has been most beneficial is the ability for managers to track use, including when customer records were modified to ensure that sales reps have a plan. The tracking of weekly client meetings and what has hap-

44 | NNY Business | September 2014

pened has helped with management of prospecting and renewing contracts. Once you take the time to get used to it, you get invested in it and you want the information at your fingertips,” he says.

Jill Van Hoesen “We wouldn’t want to manage sales without it. The level of knowledge it brings back because it captured good information is invaluable.”

Some of the most important aspects of a CRM system is the coaching tools it can provide to your staff. How are you presently helping your sales staff to be faster, smarter and more efficient? How are you using the data you have already collected on your audience? A CRM system will streamline your sales efforts and make your staff more effective and efficient. As your employees become better informed on what your audience’s needs and wants are your business will become better at managing the customer relationship, which will translate into more informed sales staff that is better at interacting with clients. As there is ever-increasing competition for audience dollars, CRM systems can give you the advantage over competitors. Increasing the analytical data on your audience will help you maximize your resources as you generate new business.

“A CRM is not just another software application, it’s a catalyst for culture change in your business. A CRM helps maximize

all resources and generate new business.

Increased analytics is essential in achieving that, says B.J. Boyle, vice president of product management at Matrix Solutions. “Account executives need to understand how the CRM will benefit them. Matrix is designed for both the sales staff and management in mind, with unique workflows for each group. When new companies come on board, Matrix obtains the company’s historical data and “normalizes it” so sales staffs are ready to start as soon as the program is implemented. Training is provided via a series of “steps to success,” Mr. Boyle explains, with videos and small assignments that can be done remotely and independently. Part of the training also includes an upper management buy in about the importance in encouraging effective use of the CRM system. “In this day and age, the most powerful resource we have is data,” he says. “If we can create historical tracks, the better off we are all around.”

Be it Salesforce, Zoho, Matrix or any of the other CRM systems your business might choose, do keep a few things in mind. Most CRMs were originally created for senior management as a reporting tool to be effective for audience management.

The fewer bells and whistles your employees need to worry about on a daily basis the better. Focus on the fields and functions that really matter to your business. Your CRMs should not be so complicated to use that it becomes a distraction. Focus on the important things for your business and you will begin to extend your audience reach. 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.

SMAL L BU SIN E SS SU CC E S S

Trust me, it’s not me, it’s really you

W

ith the rise of social media marketing in the past few years, advertising is much, much different from how it was back when I was a small-business owner.

The big buzz words now are “customer engagement.” So when I say, “It’s not me, it’s you,” I mean that my marketing campaign needs to concentrate on you, the customer, not me, the business owner.

We business owners have to grab your attention and get you to spread the word for us far and wide. This is one viral situation that you should desire.

Gone are the days when we should be trying out incentives like, “We’ve been in business for over 50 years,” or, “Lowest prices in town.” Those may sound good to me, the business owner, but for you, the customer, what do those things actually promise? What prospective buyers want to hear is, “How is my purchase of your product or service going to improve my life?” You want to hear about things like convenience, service, less hassle, that give you something that is going to make you want you to tell your friends, family and casual acquaintances all about the shopping experience we provided you.

Search engine optimization used to be all about the keywords product and place.

But Google now directs searchers to what the customer is seeking in content, and that’s what we need to remember when we are wording our websites, Facebook posts and blogs. For example, here at the Small Business Development Center we used to typically use keywords in our print,

radio, TV and Web advertising that would list items like “business planning,” “market research,” ”financial analysis,” and so on. But that’s not answering the question Sarah O’Connell that our clients are asking. It’s more like, “I want to start a small business and I don’t know where to begin” or “how do I write a business plan?” These questions lead you right to our SBA.gov website or to us directly.

That, in a nutshell, is what our marketing needs to be to grab your attention. So, Mike Lieberman at square.2marketing. com suggests, “It’s all about the questions. Start collecting them. What questions do prospects ask during the awareness stage of their buying process?

What questions do they ask during the consideration phase of their process, and what questions do they ask during the decision phase? Once you know these, then you should start creating the content and reworking your search strategy to match these questions.”

And after all, I think that is why we business owners love having our own business. It’s not about the big paycheck for most of us. It’s certainly not about being our own boss, because our customers really lead the way. It’s definitely not that we can take time off whenever we

want. At the end of the day, it’s because we have found some way to fulfill a need or desire for a product or service that is improving someone’s life. n

n

n

I am pleased to introduce Kiah Sugrue, our new business advisor at the Small Business Development Center, to the business community. She comes to the center from Citizens Bank of Cape Vincent, where she was in charge of loan operations. Her role with the bank was providing one-on-one financial counseling to clients as well as researching and analyzing each client’s financial situation. She is experienced in financing and mortgage lending. She brings a significant amount of financial knowledge and understanding center.

Kiah graduated from SUNY Potsdam with a bachelor’s degree in business administration after having earned an associate degree in business administration from Jefferson Community College.

She has always lived in Northern New York and her family has an extensive background developing small businesses. Kiah looks forward to fostering continued growth throughout the region through the development and support of small businesses. 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 bi-monthly in NNY Business.

September 2014 | NNY Business

| 45

COMMUNITY / BUSINESS CALENDAR

ALEXANDRIA BAY SATURDAY, SEPT. 20

n Sponsored by Alexandria Central School Relay for Life team, Registration, 8:30 to 9:30 a.m., fun run, 9:30 a.m., 5K run/walk, 10 a.m., Alexandria Central School, 34 Bolton Ave. Benefits American Cancer Society. Cost: $20 prior to race day; $15, each member of family/household with at least three members participating; $25, race day. Registration forms: alexandriacentral.org. Information: Mary Rose Warneck, 654-5077, mwarneck @alexandriacentral.org.

CANTON TUESDAYS AND FRIDAYS THROUGH THURSDAY, OCT. 31

n Canton farmers market, celebrating its 40th year. Village Park, Main Street.

Information: www.gardenshare.org/ content/farmers-markets.

CAPE VINCENT SATURDAY, SEPT. 27

n 7th Annual Oktoberfest, noon to 5 p.m., Cape Vincent Village Green, Broadway and James streets. The Cape Vincent Chamber of Commerce presents this celebration, featuring New York breweries and wineries, eight-piece Enzian Bavarian Band, German food, childrens events, crafters, etc. This is a Yellow Ribbon Event.

For more information, visit www.face book.com/capevincent.oktoberfest

SATURDAYS THROUGH OCT. 4

n Farmers market, 8 a.m., Village Green, Broadway Street. Sponsored by Cape Vincent Chamber of Commerce. Vendor application or information: 654-2418 or www.capevincent.org.

CARTHAGE FRIDAYS THROUGH OCT. 3

n Farm and Craft Market, 7 a.m. to 2 p.m., Market Pavilion Riverside Drive, Fri-

46 | NNY Business | September 2014

day, Sept. 26, Autumn Glory Day. Sponsored by the Carthage Area Chamber of Commerce. Information: 493-3590.

NNY Community Foundation, Food Bank of CNY and NY FFA. Contact information: Kate Eves, Farm Credit East, 782-6050.

FRIDAY, OCT. 3

FINEVIEW

n Coats for Families coat drive, Carthage Farmers Market, Riverside Drive, 7 a.m. to 2 p.m. New and gently used winter items, including coats, jackets, boots, other clothing and accessories in all sizes infants through adults. Information: Ron Roch, 493-0021.

CLAYTON SATURDAY, OCT. 18

n Third Annual Punkin Chunkin and Kansas City BBQ Contest, hosted by Clayton Chamber of Commerce, 9 a.m., throughout the village. To benefit nonprofits in the community. Punkin chunkin contest and Kansas City style barbecue, children’s activities. Free admission free; cost for barbecue. Information: 686-3771, info@1000islands-clayton.com.

COLLINS LANDING SATURDAY, OCT. 4

n Octoberfest, 11 a.m. to 7 p.m., Thousand Islands Winery, 43326 Seaway Ave. German cuisine, pig roast, hay rides, grape stomp competition. Live music by Mike Shaw & Erin Monnat, featuring The Burglars; Enzian Bavarian Band, Wagner’s Agenda. Cost: $5; $4, seniors, military; free, 11 and younger. Advance tickets, save $1. Information: 482-9306, www.Thousand IslandsWinery.com.

CROGHAN SATURDAY, SEPT. 27

n North Country 5K Challenge and 3K Fun Run, 10 a.m. to 1 p.m., Oswegatchie Educational Center, 9340 Long Pond Road. 9 a.m. registration; 10 a.m. race start. A muddy trail run with man-made and natural obstacles. Proceeds to benefit:

SATURDAY, OCT. 4

n Spider’s Fishing Programs, 11 a.m. to 1 p.m. Basic Fishing; 1:30 to 3:30 p.m. basics of fly fishing, Minna Anthony Common Nature Center, Wellesley Island State Park. Free. Donations accepted. Information: 482-2479, www. friendsofthenaturecenter.com.

GOUVERNEUR THURSDAYS THROUGH OCT. 23

n Farmer’s market, 9 a.m. to 2 p.m., Village Green, Main Street. Information: www.gardenshare.org/content/ farmers-markets.

LONG LAKE SATURDAY, SEPT. 27

n Long Boat Regatta, 10 a.m., Long Lake Town Beach. Features war canoes and C4 boats. Boats paddle to south end of lake and back to Road Island. Information: (518) 624-3077.

LOWVILLE SATURDAY, SEPT. 20

n Annual Cream Cheese Festival, 10 a.m. to 6 p.m., downtown Lowville. Live music, food and local artists along with more than $5,000 in cash prizes. Information: Lewis County Chamber of Commerce, 376-2213 or www.creamcheesefestival.com

SATURDAY, SEPT. 27

n The Ultimate Elvis Experience, Lowville Academy auditorium, 7668 N. State St.; doors open, 6 p.m.; show time, 7 p.m. Elvis tribute artist Drew Polsun. Tickets: $20.

Snacks, beverages available; raffle basket.

Sponsored by Relay For Life. 376-3402; 376-6107. www.drewelvis.com.

SATURDAY, OCT. 4

OLD FORGE

SYRACUSE

SATURDAY, OCT. 18

n Running Colors 5K Run — 9 a.m. checkin; 11 a.m. start. Start and finish at the Old Forge lakefront. A 3.1-mile fun run and walk focused less on speed and more on crazy color fun. Participants will be blitzed with food-safe, environmentally friendly powdered color. At the finish of the event will be a color throwing party.

Early registration, $25; day of event registration, $35. Children under 10, free.

Information, 369-6411 ext. 0, info@viewarts.org, or www.viewarts.org.

POTSDAM n Potsdam farmers market, 9 a.m. to 2 p.m., south of municipal lot near Ives Park.

Information: Laura Popielski, 261-8054 or laura@gardenshare.org.

SPECULATOR SATURDAY, SEPT. 27

n Apple Fest, all day, Speculator Village Park, Route 30; full of family activities, food, venders, games and music. Information: (518) 548-8351.

RODMAN

n Business After Hours at Usherwood Office Technology, 5 to 6:30 p.m., 1005 W. Fayette St. Join Usherwood Office Technology and CenterState CEO for an evening of networking, beverages and food. Members will also have an opportunity to tour Usherwood’s facilities, while seeing some of the latest offerings for office technology solutions. $10 for members, $20 for non-members. Contact Lisa Metot for additional details at 470-1870 or lmetot@ centerstateceo.com n B2B Marketplace presented by Time Warner Cable Business Class, 8 a.m. to 4 p.m., The Oncenter, 800 S. State St. All-day event and Business Exchange; a structured forum to engage buyers and sellers identified by members as important to the growth and sustainability of their businesses. Additional elements include: training and education programs, networking events and visibility opportunities. Information and registration: www.centerstateceo.com/events.

WATERTOWN SATURDAY, SEPT. 27

n Open house, 4 to 7 p.m., Solid Waste Management Facility, off Route 177. Focus: Value-added agriculture. Live fiddle music, agricultural products, environmental displays, guided nature walks, live birds of prey with Rick West, exhibit from New York State Zoo at Thompson Park, vendor exhibits, bus tours of facility. Electronics waste

SATURDAY, SEPT. 27

n History Links Us Golf Outing, 10 a.m. to 4 p.m., Watertown Golf Club, Thompson Park. Fundraiser with proceeds to benefit the Jefferson County Historical Society and Museum. $300 per team, 4 person scramble format. Information: Donna Koniz, office manager, 782-3491

SATURDAY, OCT. 4

THURSDAY, OCT. 9

WEDNESDAY, OCT. 29

SATURDAYS THROUGHT OCT. 25

THURSDAY, SEPT. 18

turn-in opportunity. Sustainability quest for children. Door prize. Food and beverages available for purchase. Sponsored by Development Authority of the North Country.

Information: www.danc.org, or Richard LeClerc, rleclerc@danc.org.

n Second annual “Step Up For Kids” run/walk, Sponsored by Tunes 92.5 FM, 10 a.m., starting from Immaculate Heart Central Intermediate School, 733 S. Massey St. Registration online: www.nyschildrensalliance.org. Cost: $20; family, $40, by Saturday, Aug. 30. Jefferson County Sheriff’s Office, K-9 unit, Operation Safe Child IDs, raffle, bake sale and Zumba warm-up.

n March of Dimes, registration, 9 a.m., three-mile walk, 10 a.m., Thompson Park. Children’s activities and post walk picnic. Information, registration: www. marchforbabies.org or 463-0700.

WEDNESDAYS THROUGH OCT. 1

n Greater Watertown North Country Chamber of Commerce Farm & Craft Market, 6:30 a.m. to 3 p.m., Wednesdays, 317 Washington St. Information: Toni M. Miller, Market Manager at tmiller@watertownny.com or www. watertownfarmersmarket.weebly.com.

WEDNESDAY, OCT. 15

n Business Networking Expo and Business After Hours, 3 to 7 p.m., Bruce M. Wright Conference Center, 1291 Faichney Drive, sponsored by Samaritan Medical Center. Registration and information, call the GWNC Chamber of Commerce at 788-4400.

WEDNESDAY, NOV. 19

n November Business After Hours, sponsored by Bowers and Company CPS’s, PLLC, 5 to 7 p.m., located TBD. The Premier Networking Event of the North Country. Great networking, prizes and food. $10 members (registered), $12 members (not registered), $15 non-members. Register by noon, Tuesday, Nov. 18. Registration and information, call the GWNC Chamber of Commerce at 788-4400.  GOT A BUSINESS EVENT or calendar item? Email nnybusiness@wdt.net. Deadline is the 10th of each month for the following month’s issue. Visit us on Facebook at www. facebook.com/NNYBusiness or www.nny bizmag.com for events calendar updates.

COMMUNITY / BUSINESS CALENDAR

n Lowville Farmers Market, Lewis County Fairgrounds, 5485 Bostwick St., 8 a.m.to 2 p.m. Information: www.facebook.com/ lowvillefarmersmarket.

Marra’s Homecare

Phone: (315) 788-8280

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POTSDAM

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PLATTSBURGH

206 Tom Miller Rd. Plattsburgh, NY 12901 (518) 566-6445 • Fax: (518) 566-9875 September 2014 | NNY Business

| 47

B U SI N E SS S CENE Brew at the Zoo at New York State Zoo at Thompson Park

Josh and Katie Fechter, Evans Mills.

GRACE E. JOHNSTON PHOTOS | NNY BUSINESS

From left, Rebecca and Ben Schmidt, Cathy White, Damon Espinoza, Abram and Katie Castor, all of NNY Imports, Evans Mills. The New York State Zoo at Thompson Park hosted its annual Brew at the Zoo event Friday, Aug. 8, and Saturday, Aug. 9. The two-day event, in its sixth year, featured about 40 to 50 beer, wine and food vendors from around the state and region.

Come See the All New Polaris Brutus at Waite Motorsports

From left, Allie McRae, Jon Krisko, Doug and Sandy McRae, Pierrepont Manor

GRACE E. JOHNSTON PHOTOS | NNY BUSINESS

From left, Paul and Nancy Belmont, Watertown, Jennifer and Bryan Fencl, Fort Drum.

MOTORSPORTS

Come See The All New Polaris Brutus At Waite Motorsports

18014 GOODNOUGH ST., ADAMS CENTER, NY

315-583-5680

HOURS: MONDAY-WEDNESDAY 8-5, THURSDAY & FRIDAY 8-6, SATURDAY 8-2

WWW.WAITEMOTORSPORTS.COM 48 | NNY Business | September 2014

BU SIN E SS S C E NE South Jeff Chamber of Commerce Business After Hours, Henderson Harbor

From left, Robin Summers, Mary Kay, Adams, and Marlene Norfolk, Honeyville Manor Bed & Breakfast and South Jeff Chamber of Commerce board of directors.

From left, Mathieu Mitchell and sister, Michele Warner, Embellished Catering & Events, Henderson Harbor.

KEN EYSAMAN PHOTOS | NNY BUSINESS

KEN EYSAMAN PHOTOS | NNY BUSINESS

From left, David VanBenshoten, Ontario Business Services/Ontario Driving, and wife, Sue, Mary Kay and Henderson Harbor Performing Arts Association. The South Jeff Chamber of Commerce held its summer Business After Hours Aug. 14 in Henderson Harbor. The evening was sponsored by Henderson Harbor Performing Arts Association, Moby Dick Charters, ENV North Agency, Ontario Business Services/Ontario Driving & Mary Kay with catering by Embellished Catering & Events, Henderson Harbor.

Lew Wescott and wife, Eunice, director, Henderson Harbor Performing Arts Association.

Located in the Historic Paddock Arcade

Always Business After Hours at the Paddock Club MONDAY — THURSDAY 5 TO 7PM

Domestic Beers 2.5, House Wines 3, Cosmopolitans 4, José Margaritas 4, 2-for-1 Cocktails 3.50

Fine Scotches - All Call & Top Shelf Liquors 7 Beers On Tap, 30+ Bottled Beers and over 60 Martinis

Mellow Tunes and Food Menu Available

Food Specials: Martini Shrimp Cocktails, Beer-Battered Fried Shrimp, Stuffed Portobello Mushrooms, Cheese Fondue, Paddock Burgers and Much More!

ALL NEW MARTINI PUNCHCARDS AVAILABLE THIS MONTH. DON’T FORGET TO PICK UP YOUR CARDS NEXT TIME YOU’RE IN!

LIVE MUSIC FRIDAY AND SATURDAY NIGHTS Friday 4 to 8pm - Martini Madness - All Martinis One Price With Complimentary Hors d’ oeuvres BOOK NOW! Christmas and Birthday Parties, Bridal and Baby Showers.

September 2014 | NNY Business

| 49

B U S I N E SS SCENE Carthage Area Chamber of Commerce Business After Hours at IMEC

From left, Laura Cook and Natalie Burnham, Carthage Area Hospital Foundation.

From left, April Pike, senior customer service representative and physician recruiter, IMEC, Carthage, and Amy McEathron owner and president, IMEC.

JEREMIAH PAPINEAU PHOTOS | NNY BUSINESS

JEREMIAH PAPINEAU PHOTOS | NNY BUSINESS

Tom Ellis, owner and operator, ZAPET Vibrations DJ Service, Carthage, and April Pike, senior customer service representative and physician recruiter, IMEC, Carthage. The Carthage Area Chamber of Commerce held its August Business After Hours Aug. 20 at Independent Medical Evaluation Company LLC, (IMEC), Carthage.

Cristopher D. Gill and wife, Saana D., marketing manager, IMEC, Carthage.

A nice white, straight smile helps a face light up.

Call today to experience a dental care approach like no other.

50 | NNY Business | September 2014

BU SIN E SS S C E NE GWNC Chamber Business After Hours at New York State Zoo at Thompson Park

From left, Jennifer Loonan, Time Warner Cable, Watertown, and Heather Makuch, Watertown Savings Bank, Watertown.

Rich Duvall, chief operating officer, Carthage Area Hospital, Carthage, and Taylour L. Scanlin, Carthage Area Hospital, Carthage.

KEN EYSAMAN PHOTOS | NNY BUSINESS

KEN EYSAMAN PHOTOS | NNY BUSINESS

From left, Ryan James, Advanced Business Systems, Watertown, Jessica Pierce, Jefferson Community College, Watertown, and Jennifer HuttemannKall, Resolution Center of Jefferson & Lewis Counties. The Greater Watertown-North Country Chamber of Commerce held its August Business After Hours Aug. 21 at the New York State Zoo at Thompson Park.

From left, William Smith and wife, Lisa, Endless Possibilities, Adams.

COME VISIT THE ALL NEW REDESIGNED WAITE TOYOTA. SALES

Serving NNY Since 1929.

SERVICE

18406 U.S. Route 11 Watertown, New York Phone: (315) 788-6022 WWW.WAITETOYOTA.COM

September 2014 | NNY Business

| 51

B U S I N E SS HIS TORY

A look at the property of Braman’s Manufacturing Company, Carthage in early fall, 1966.

WATERTOWN DAILY TIMES ARCHIVES

A sweeping success

Braman Manufacturing Co. employed dozens at its peak

By GRACE E. JOHNSTON

O NNY Business

ne of the largest wood turning and lumber mills found in Northern New York in the early 1920s was the Braman Manufacturing Company, which operated in Carthage.

Braman Manufacturing Co., founded in 1857, was originally the M.P. Mason Co., named after founder and Amsterdam native Marcus P. Mason. Orman H. Braman took the reins in 1907 and operated the renamed plant until his death on Aug. 18, 1939, according to Carthage Republican Tribune archives.

Mr. Braman was born in 1872 in Braman, Pa., a village bearing his family’s name. At age 14, he entered into business with his father, who operated a woodworking factory. At the time of his death, Mr. Braman had been engaged in wood product manufacturing for 53 years.

At the age of 18, he took over his father’s business and, a short time later,

52 | NNY Business | September 2014

assumed management of a general store, the post office and a large farm in Braman for about 17 years.

After settling in the village of Carthage in 1907, Mr. Braman succeeded M.P. Mason in his wood-turning factory located on Hubbard Street, West Carthage. After a fire that constituted a complete loss of the plant in 1915, a structure on Alexandria Street, formerly the Wilna Furniture Company, was acquired and incorporated under the name of Braman Manufacturing Co. At the time, it was one of the most modern manufacturing plants in Northern New York. A two-story structure with a basement 288 feet long and 50 feet wide, it also fronted on the New York Central tracks for easy transport of their many wood-turned products.

The wood block products made at the plant were used for handles on brooms, axes, brushes and floor sweepers. The firm also produced wood and canvas “director’s chairs.”

Typically reserved about their business, Mr. and Mrs. Braman found themselves at

the center of an amateur home heist when they were “held helpless by revolver” on a balmy July evening in 1924.

A newspaper account from the day relives the drama: “The night was a noisy one as children had been playing in the street with firecrackers. The Bramans retired at about 9:30 p.m., not hearing the men until their bedroom door was opened. One of the two burglars shouted: ‘Don’t move or I’ll shoot you dead!’

The Bramans remained in bed, held at gunpoint while the other set about in a systematic manner riffling through drawers in dressers about the room. They overlooked a valuable diamond ring that belonged to Mrs. Braman but pocketed a gold watch. Upon request from Mr. Braman however, it was returned to him.

“They then riffled pockets of Mr. Braman’s clothing and from his trousers obtained $30 in cash and a small jackknife, which Mr. Braman prized considerably.”

The next sighting of the two desperados was from a taxicab driver hired to drive them to Watertown. They talked little dur-

B U S I N E SS HIS TORY ing the ride, but one was reported to have commented to the other of the experience, “Wasn’t it funny?” The Braman robbery was the last of the three robberies committed supposedly by the same pair.

Upon Mr. Braman’s death in 1939, his nephew, Orman C. Stalker, became the company president. Mr. Stalker’s son-inlaw, Robert C. Place, joined the company in 1946 after his service in the Army Air Corps. At the time, according to Mr. Place’s obituary, the plant was one of the largest producers of hardwood brush blocks and handles, which were sold to companies to make industrial and household brooms and paintbrushes.

Mr. Place, along with his wife, Jeanne S., took over the company in 1970 and ran it until they sold in 1972. Following the sale to All American Brush Co. Inc., Newark, N.J., Mr. Place managed the business until his retirement in 1986.

Throughout the firm’s history, however, it was plagued by fires. Some started in wood-drying kilns, some by sawdust sitting in a window sill on a sunny day and, sadly, some even by arson in its final days.

In 1985, the plant employed 48 people, and in August 1987, 70 people worked at the plant. But even with an influx of state monies and private loans to keep the 100-year-old business solvent in the mid-1980s, the business declared bankruptcy in 1988 under ownership of John Gibson, Jack Getman and Gary Getman, and completely powered down in 1990.

Taxes were last paid on two of the parcels in 1988, and on the third in 1989, according to Times archives.

Following the abandonment of the property, there were numerous incidences of fire caused by arson with damage only further deteriorating the plant building. In 2007, the village of Carthage had the plant razed and the cellar filled with soil.

Begun in 1857 and operated under the Braman Manufacturing Company name for the next 83 years, it was a mainstay of manufacturing in the Carthage community.

Few other firms withstood the test of time.

On the factory property today, the Thousand Islands Area Habitat for Humanity is building its six-house Braman Block project. n GRACE E. JOHNSTON is staff writer and editorial assistant for NNY Magazines. Contact her at gjohnston@wdt.net or 315-661-2381.

Business history is a monthly feature from the archives of the Watertown Daily Times. Visit www.watertowndailytimes.com to access digital archives since 1988, or stop by the Times, 260 Washington St., Watertown to research materials in our library that date back to the 1800s.

Jefferson County Economic Development

Watertown, NY 22746 Plaza Drive

Toll Free: 877-417-2346 Phone: 315-782-2422 Also located in Troy & Plattsburgh

www.wellscomm.com September 2014 | NNY Business

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“Installing glass with class”

I

N E X T MO NT H

n October — our education issue — we examine the future of St. Lawrence County’s two SUNY colleges as each begin new academic years with new presidents at the helm.

Also coming next month: n BUILDING A BETTER BOCES: JeffersonLewis-Hamilton-Herkimer-Oneida Board of Cooperative Educational Services Superintendent Stephen J. Todd settles in at the top. n SMALL BIZ STARTUP: Brother-and-sister team Mathieu Mitchell and Michele Warner have launched Embellished Catering & Events based in Henderson Harbor. n 20 QUESTIONS: An in-depth interview with a north country business leader.

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54 | NNY Business | September 2014

n PLUS: NNY Snapshot, Economically Speaking, Commerce Corner, Nonprofits Today, Business Tech Bytes, Small Business Success, Real Estate, Agri-Business, Business History and Business Scene. n VISIT US ONLINE at www.nnybizmag.com.

Follow us on Twitter for daily updates at @NNYBusinessMag, like us on Facebook at www.facebook.com/nnybusiness, and view eEditions at www.issuu.com/NNYBusiness.

September 2014 | NNY Business

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