April 2013
John Rafferty, MP Thunder Bay Atikokan Enjoys His Job!
30 Seconds to Significant Sales KBM Resources Group is the recipient of this year’s RBC Innovation Award ENCHANCING MRI ACCESS IN NORTHERN ONTARIO HEALTHY HIRING CLIMATE EXPECTED FOR THUNDER BAY HELPING WOMEN IN THUNDER BAY SUCCEED
Ministry of Northern Development and Mines Northern Highway Project to Include Innovative Bridge Design Michael Gravelle, Minister of Northern Development and Mines Gives Inaugural Address
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THUNDER BAY BUSINESS MARCH 2013
Port of Thunder Bay Ready For A Good Year BY SCOTT A. SUMNER
Thunder Bay BUSINESS The Port of Thunder Bay has experience some good growth recently and hope the trend will continue. There have been some interesting changes on the seaway with the Wheat Board last August, as well as 15 new Canadian ships coming into service this year. “ The Wheat Board change saw quite a boost of wheat shipments last fall. This was because the grain companies have
route,” said Tim Heney, CEO of the Thunder Bay Port Authority.” The efficiencies of the Port in Thunder Bay have improved over the years and we are competitive having the biggest grain storage capacity in North America in Thunder Bay. Grain storage is a strategic thing as the farmer can sell his or her grain when they feel the price is right. The storage allows you to hold the grain until the price goes up.” “ The government also took the 25% import duty off the importation of ships.
do grain, potash or coal,” said Heney. “ We have also done well with project cargo and that brings the ships into Thunder Bay and they can then take the grain back. The crane is a big addition and diversifies the port. We spent about $10 million in infrastructure in recent years with money we raised from our operations here. We received $1 million from the provincial government for the crane but the rest of the funds we generated in Thunder Bay.” control over when they sell their product and it our biggest commodity. It has proven the seaway is a competitive
When they removed that there were 15 ships built in China at about $40 million a piece. These ships are bulk so they can
and then do some work here and create jobs to make the Port more viable and competitive. We have one building available for this and have 350 acres in the waterfront area,” said Heney. “ The strong trend from the fall we hope will continue. Generally speaking it should be a good year in Thunder Bay. We are also working on a solar project on the roofs of our buildings and will sell the electricity to the grid.”
A big hope of the Port of Thunder Bay is to attract some secondary manufacturing. “ You bring things in from Europe
HELPING WOMEN IN THUNDER BAY SUCCEED abuse. Mauro announces New Ontario Government Investing in Skills Training to help Vulnerable Women Reach Their Potential The new Ontario government is helping low-income and at-risk women in Thunder Bay develop new skills to gain economic independence and rebuild secure lives for themselves and their children. With $180,000 support from Ontario’s Investing in Women’s Futures program, PARO Centre for Women’s Enterprise will offer services to help women develop skills and abilities to open up new opportunities and reduce their risk of poverty and
Across the province, 25 centres will receive funding to deliver programs and services based on local needs that could include:
Helping women develop the skills they need to succeed is part of the new Ontario government’s plan to build a strong economy and a fair society for the benefit of all. QUOTES
•
Employment training and
•
Occupational skills train-
supports ing • Entrepreneurial skills development • Education, information and referral to help navigate support systems • Counselling for women experiencing abuse
“PARO has been in our community for many years, helping women learn the skills they need in education, counseling and employment. The program is tailored to the needs of the women in our communities, giving them the support they need to make a positive change. Through Ontario’s Investing in Women’s Futures program, we are proud to be able to provide $180,000 of support towards enabling these women to achieve their potential.” • Bill Mauro, MPP Thunder Bay-Atikokan
Next Issue of
Thunder Bay Business Construction in Thunder Bay Ad copy Deadline Appril 23 rd Contact Sylvia at 623-2348 www.northsuperiorpublishing.com
“Today’s funding announcement from Ontario’s ‘Investing in Women’s Futures’ program will benefit PARO’s Making A Difference initiative. This programming supports women looking to start a business while creating jobs in Northern Ontario. Without it, many women would not achieve their economic goals. This program serves women who do not easily meet the entrance criteria of other employment programs. PARO is pleased to be able to continue to provide this initiative in Northern Ontario.” - Rosalind Lockyer, Executive Director, PARO Centre for Women’s Enterprise “The Investing in Women’s Futures program helps women create a better future for themselves and their families. The training and supports they receive give them an opportunity to become financially secure and pursue new opportunities.” — Laurel Broten, Minister Responsible for Women’s Issues QUICK FACTS • Over 7,300 women will be helped over the next two years through the Investing in Women’s Futures program. • 2013 is the 20th year the government has funded local women’s centres to help women in Ontario reach their potential.
THUNDER BAY BUSINESS MARCH 2013
Publisher’s Note Scott Sumner As an avid snowmobiler there have been some must destinations I have always wanted to visit. High on my bucket list was Colorado and in early March of this year I had the opportunity to fulfill my dream and visit Grand County, Colorado to experience first hand some spectacular snowmobiling. My trip began with a quick flight to Toronto and connection to Denver arriving at 11 am. This is a pretty good connection from the east. The busy Denver Airport is one of the biggest in the US with over 50 million passengers per year and was fun to see in full action mode. After picking up my rental car I was on the road to Grand County. At the beginning you saw little snow and a large urban environment, but soon you start to climb in elevation and when you hit the Pass the snow is very evident. The roads are excellent and with 4 lanes going up the Pass it felt very safe. In about 2 hours I arrived at my place to stay in Grand Lake, the Gateway Inn. This very snowmobile friendly hotel offered a great stay with your room including a fireplace and western motive. Outside was a hot tub and the lobby area included a large bar where snowmobilers were discussing their day’s rides. It was fun to have lunch at nearby Sloopy’s that is right on the trail and has a great fast food offering. The owners of this restaurant are very friendly and I enjoyed talking about the area with them. My first day in Grand Lake began with some ice fishing on Grand Lake. This weekend the Grand Lake Ice Fishing contest was underway where anglers were participating in catch and release contests in different fish categories. It was great to experience and see the area, which is home to such celebrities as Tim Allen and the founders of Hallmark cards. It was nice touring around the lake by snowmobile and seeing the excited anglers. That afternoon would be my first trail ride snowmobile experience. The day was brilliant sunshine, which meant we would be seeing some great views. Grand Adventures is a snowmobile rental company that offers four locations in the area and have over 200 sleds available. They carry all 4 brands in different types of models for trail riding, 2 up and off trail machines.
Robbyn Stajkowski
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Grand County Colorado Offers Great Snowmobiling Adventures Lance Ward is the Head guide and Trail Manager on the Winter Park side of Grand Adventures. He grew up in Los Angeles and has spent the last five winters in Colorado. “I love snowmobiling, the outdoors and the mountains. In the summer I ride dirt bikesanything with handlebars and a motor is very cool,” said Lance who would be my guide this afternoon. Our ride began on the Grand Lake snowmobile trail system and went all the way out
Kremmling, Hot Sulphur Springs, Granby, Grand Lake, Winter Park and Frasier. The county is about the geographic size of the state of Delaware. Grand County from Winter Park is located about 90 miles from Denver or about a 1/1/2 hour drive. “ Snowmobiling is very popular because of the snow conditions and the towns are very snowmobile friendly. We also have Winter Park ski area, which is the fourth largest in Colorado as well as Granby Ranch
to Gravel Mountain. “ This is the Mecca and snowmobile capital of Colorado. This trail system is bigger than any other trail system in the state and has the most varied trails. Where we rode today is just a small fraction of where you can ride here,” said Lance. “ We started at 8300 feet and climbed up to over 11,000 feet in a few miles. There are some areas that reach 12,000 feet here.” The snow conditions were great and got even better as you climbed the trail. We were able to see views throughout the county including the Mary Jane Ski area and the Continental Divide and Rocky Mountain National Park. “ We offer guides here to show you the area and to help you with your ride. There is every different type of terrain with meadows, powder and single tails as well as hill climbing. Some of the ISOC snocross teams come here before the X Games to get acclimated to the elevation and experience the snow conditions that are quite different from other areas of the US, say farther west. Our big hills are south facing rather than north facing which makes for less avalanche issues. Avalanches do happen but may get triggered higher up.” Grand County includes the towns of
Ski area. Grand Lake is the largest natural lake in Colorado and borders the Rocky Mountain National Park. It is resort town with interesting restaurants and shops,” said Gaylene Ore of Ore Communications. “ I like the outdoors with hiking, biking and fishing in the summer and snowshoeing, skiing and snowmobiling in the winter. There is so much to do. In the summer golfing is also big with 4 courses in the area. There are Dude Ranches as well with horseback riding. Fly-fishing is really great here because we are at the headwaters for the Colorado River starting in Grand Lake. We get people from all over the world including Colorado, Texas and Canada as well as England and Germany.” It was fun to have breakfast brunch at Fat Cats in Grand Lake. Owner Sally, who is from England, puts on a great spread complete with fancy pastry deserts and tea! The next day of riding was near Granby at the Vagabond Ranch. Our trip began with being picked up at the highway entrance and snowmobiling in some 4 miles with a sleigh. Vagabond is a very unique backcountry setting that is off the electricity grid, but offers luxury cabin lodging which can sleep up to 16 in one cabin. You can experi-
ence telemark skiing and snow boarding as well as snowmobiling. My guide today would be Jeremy who is an owner of Vagabond and offers brand new Ski Doo Summit 800 sleds that can handle any terrain. It was fun to experience some of the high elevation riding with Jeremy in this pristine setting. My third day of riding began with a fresh dump of 6 to 12 inches of snow and a trip to the Grand Adventures location at the Winter Park Lodge Ski Area. The riding would turn out to be my best of the season with guide Snowmobile Steve and Marketing Manager of Grand Adventures, Meg Mizell. Our ride began up the trail with fresh powder and included stops at elevation to see an historic tressel and spectacular views of the Mary Jane Ski are. The sun broke through, just for us it seemed. We carried on up to a great bowl area to play in the powder when the snow came back in and created almost a white out condition. As a snowmobiler this was fun for me and reminded me of my earlier years in the east when snow seemed to be more prevalent. That afternoon it was time for my final riding experience withTrailblazer Tours in Fraser. This experience began in their historic cabin with wood stoves burning and included some great single-track trails. My guide was Josh and we rode with Meg again in some fresh powder though very beautiful terrain. Josh and his coworker, Mouse take great pride in their trail system here. Mouse makes sure the trails are well groomed and marked and you can really see the effort they take in their jobs. For me it was fun to experience Colorado snowmobiling. I especially liked being with avid snowmobile enthusiasts and feeling their passion for the sport. I hope to come back to this area again and it is definitely one of the best snowmobiling I have ever experienced. Special thanks to Gaylene, Jim, Meg, Lance, Jeremy, Snowmobile Steve, Josh and Mouse for their help on this trip! http://www.grandadventures.com http://www.grandadventures.com/index.php/ snowmobiling/fraser-valley http://www.sagebrushbbq.com www.grandlakechamber.com www.sloopysgrill.com www.gatewayinn.com http://hernandospizzapub.com http://www.wplodging.com
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THUNDER BAY BUSINESS MARCH 2013
KBM Resources Group is the recipient of this year’s RBC Innovation Award Thunder Bay, ON – Locally owned KBM Resources Group is the recipient of this year’s RBC Innovation Award for Innovative Company of the Year. The award was announced at the Northwestern Ontario Innovation Centre luncheon on February 21st at the Victoria Inn. Laird Van Damme, Managing Partner, was there to accept the award, along with Stephane Audet, Principal of Operations.
“Collaboration makes KBM’s innovation efforts successful,” Van Damme explained. “The Northwestern Ontario Innovation Centre facilitated our partnership with EnsSolutions, the creators of Entac, which makes this award particularly meaningful. The City of Thunder Bay was also instrumental in pioneering the first trials of Entac. Lakehead University, the Industrial Research Assistance Program, and others also share in our achievement.”
The Innovative Company of the Year award recognizes KBM’s leadership through the innovation of its products and services, the expansion of its business, and its dedication to community involvement. KBM Resources Group has been providing services to natural resource sectors for nearly 40 years. By applying practical innovation, KBM has remained relevant to public agencies, individuals, corporations, and non-governmental organizations across North America and internationally.
KBM is an early adopter of leading edge technologies, and is often sought out by manufacturers to trial new equipment. In addition, KBM remains dynamic and open to new innovative solutions that can help its clients succeed in ways they have not previously considered. One of KBM’s practical innovations is the application of Entac, an environmentally friendly emulsion that can be used to finish trails and roads and seal stockpiles and tailing ponds. This by-product of the pulp
and paper industry is used on sections of trail at Prince Arthur’s Landing (Thunder Bay’s Waterfront Park) and Centennial Park.
ENCHANCING MRI ACCESS IN NORTHERN ONTARIO Mauro & Gravelle announce New Ontario Government Supporting Health Research and Creating Jobs Ontario is enhancing magnetic resonance imaging (MRI) research in Thunder Bay. With support from the province’s Northern Ontario Heritage Fund Corporation
(NOHFC), the Thunder Bay Regional Research Institute (TBRRI) will soon be home to a next-generation MRI scanner. This innovative technology, which noninvasively scans and takes pictures of the inside of the human body, will create nine jobs and help retain and attract more doctors and researchers to northern Ontario.
Investing in research is an important part of the Ontario government’s Growth Plan for Northern Ontario. A strong northern economy will help create a fair society and give the people of Ontario more opportunities for jobs and economic prosperity.
“This innovative research initiative in Thunder Bay is creating well-paying jobs in our community. Increasing MRI capacity in the region helps attract skilled professionals and provides long-term health benefits for all northerners.”
QUOTES
—Bill Mauro, MPP for Thunder BayAtikokan
“Our government continues to partner with the Thunder Bay Regional Research Institute to support important research initiatives. I am very pleased that the NOHFC could invest in this project and further help establish Thunder Bay and Northwestern Ontario as a leading centre in health care research.” —Michael Gravelle, Minister of Northern Development and Mines and Chair of the NOHFC
“NOHFC’s support for the Next Generation MRI project enables TBRRI to continue to innovate and advance the knowledge based economy in Northwestern Ontario. Most importantly, we can continue to improve care at Thunder Bay Regional Health Sciences Centre. We are privileged that our provincial leaders recognize the value of this research activity and advocate so effectively for it.” —Michael Wood, CEO, Thunder Bay Regional Research Institute and VP Research, Thunder Bay Regional Health Sciences Centre QUICK FACTS • Ontario is providing $1 million to this project through the NOHFC’s Emerging Technology Program.
THUNDER BAY BUSINESS MARCH 2013
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Michael Gravelle, Minister of Northern Development and Mines Gives Inaugural Address Exploration Mining Issues
BY SCOTT A. SUMNER
“ We want to work with the exploration companies to discuss opportunities. Tough decisions will have to be made but it does not diminish the exciting mining opportunities in Ontario. We are trying to put forward legislation to make Ontario an good mining climate by modernizing the Mining Act particularly as it related to consultation. We want to make things more attractive as an investment climate.
Thunder Bay BUSINESS Minister Michael Gravelle spoke to a business audience recently on many topics current on his plate as returning Minister of Northern Development and Mines.
His health “ I am feeling very well and blessed that I have been able to to get through the treatments that have been prescribed for me with very few side effects and my energy level in tact. I am pretty much going full out but I feel well. I had my 6th chemo treatment a week ago and have been very busy since then. Many people, including my doctor think being so busy has been good for me. I am enjoying the fact that I can work full out and come back to this Ministry.”
The Next Ontario Budget “Our next budget will reflect the priorities of our government including the Ring of Fire opportunities. Our government focus is new jobs and an acknowledge of the importance of the North in our provincial economy. Premier Wynn believes in developing a strong Northern economy. We had a ministers meeting last weekend in Sault Ste Marie which went well. The Northern Ontario Growth Plan will help to make us a globally competitive economy. It is the blue print for the next 25 years in Northern Ontario and I am committed to see it implemented. “
Mining in Ontario “ The excitement of the mining development in the province of Ontario is high. Some of the junior exploration companies are going through a challenging time but the real story is we have had three mines opening up this past year in the North and more in the upcoming two years not even speaking about the Ring of Fire development. If I have learned anything in the mining area is the industry is cyclical but the opportunities are still there. My focus is on the Ring of Fire with my meetings with Minister Tony Clement and a significant meeting with the Mattawa chiefs was also clearly as an historic opportunity to move forward on the file. In 2011 we saw $1 billion of mineral exploration happen in the province of Ontario and unofficially in 2012 it will be $900 million which is good.” “ I sat down with Cliffs at the recent mining conference in Toronto and cer-
Northern Highways “The Northern Highways program is crucial to safety and to enhance the quality of life of Northern Ontario. We will be putting out a release on the tender for the bridge which is a huge part of the 4 laning project. Our government is reenergized and a strong north is crucial. We are going to make this work.”
tainly we are keen to get together and get this deal done on infrastructure. The meeting with the Mattawa Chiefs was important as well as the discussions
with colleges for training. There are so many pieces important to this moving forward.”
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THUNDER BAY BUSINESS MARCH 2013
Thunder Bay Armoury Celebrates 100 Years of Service by Major David Ratz, CD The active military community of Thunder Bay traces its history back to 1885. During two World Wars, Korea, numerous Peacekeeping and NATO missions and at present, men and women soldiers from
Thunder Bay are serving their country in Afghanistan. One of the many heritage buildings in Thunder Bay is the Armoury at 317 Park Avenue. Construction began in 1913 and took nearly a year to complete. When it
opened in 1914 it was a monumental construction project for the Lakehead at a time when the construction industry was experiencing a shortage of work. The new Armoury was part of increased government support for the Militia as the Army Reserve was known at the time. In 1984 an annex was opened on the east side of the building, which retained the original brick Baronial architectural style. The main purpose for the Armoury was to provide a facility in which to store military weapons and equipment, provide training facilities and administer the part-time soldiers who serve their country in the Militia and later the Army Reserve. The Armoury was the focal point of mobilization of the 52nd Battalion, Canadian Expeditionary
Force during World War 1 and the Lake Superior Regiment (Motor), in World War 2). One such activity is the Military Ball, which has it’s origins in the formal affairs held to bid farewell to the men departing for service overseas during the First World War. In its present form, the Military Ball is usually held annually in the spring and it is perhaps one of the few strictly formal social events held in Thunder Bay, where the military community, local VIP’s and invited public mingle. Attendees to this invitation-only event wear formal dress uniforms, tuxedos and full length ball gowns. In addition to a meal catered by one of the city’s finest restaurants, guests at the Military Ball will be entertained by a tattoo performed by the MacGillivray Pipe Band and dance to the music of a wellknown local dance band. The Military Ball will be held at the Armoury on 13 April 2013. The theme is the 100th Anniversary of the construction of the Armoury. This year’s organizers think that as always it will be a wonderful evening. For more information please contact Major David Ratz at 807-343-5106 or david.ratz@forces.gc.ca.
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John Rafferty, MP Thunder Bay Atikokan Enjoys His Job! BY SCOTT A. SUMNER
Thunder Bay BUSINESS Were you born in Thunder Bay? I was born in Wingham, Ontario a farm community near Kitchener, Waterloo. My father worked in radio there and then moved to TV in the 50’s. We lived there
we did. After that we came back to Canada ending up in Thunder Bay. My wife got a job at the library here and I went back to Confederation College and took the broadcast program. You worked in broadcasting in Thunder Bay for several years before entering politics?
they go. It has been traditionally Liberal so you just have to knock on doors and meet as many people as you can. Over the course of the times I ran I have probably knocked on every household in the riding, which total about 37,000. I worked in between elections as well and would knock on doors on the weekends. If I was going to get into politics I put a time limit of ten years and would put my all into it. I enjoyed the work, as the best part of politics is meeting people. If I get to go to a 100th birthday party on a Sunday afternoon that is great.
Why did you choose to get into politics? On my radio talks show we talked a lot about politics. One day a guy phoned me up and said, you’re so smart why don’t you run if you have so many opinions about the politicians. I thought maybe I should do this. The NDP was the party I belonged to. I worked on a provincial campaign as a high school student 40 years ago. At that time I did a paper on my experience in the election then. I like the social responsibility of the party. Continued On Next Page
until I finished university at the University of Waterloo and then attended the University of Western in 1979 graduating with my degree in education. After that I worked in Africa for 5 years with WUSC (World University Services Canada) as a teacher. There weren’t many teaching jobs in Canada so I went to Africa and that was fun. I came back to Canada, got married and we both got jobs in Yellowknife and was there for 5 years. When we were in Rankin Inlet I was working as a principal and got a call from WUSC, ironically when it was a whiteout. They asked me to go back to Southern Africa to work, which
I did a talk show in the afternoon on CKPR and was there for 5 years until I decided to run for political office in 2000 starting first in Thunder Bay Superior North in the Federal election because at that time I lived there. I also ran in 2003 provincially, 2004 and 2006 federally and in 2007 provincial when we had the recount here. In 2008 I ran federally and won and in 2011 won reelection. It takes a while to build following in Northern Ontario. I think the people here are careful about their votes and where
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THUNDER BAY BUSINESS MARCH 2013
John Rafferty, MP Thunder Bay Atikokan Enjoys His Job! Continued From Previous Page
What is a typical week like for you John? I am in Ottawa from Monday to Thursday or Friday’s usually halfway through the day. You are then in the riding and go back late Sunday or early Monday. I have my committee, Public Safety and National Security with a strategy session for the week on Monday. It is a committee of all parties where we look at all the legislation that comes to us including budgets on say topics like borders. The Minister will come to see us sometimes. The bulk of the work of parliament gets done in these committees. We also all have duty days when we have to be in the house sometimes until 7:30 pm. Our party does 1/2 days. In the house there are bills, debates, question period and statements. I can ask a question or make a statement sometimes. I recently had a question on EI because we have had a lot of people coming in asking about EI. Last week I had a statement on pensions relating to the Resolute workers in Fort
Frances. You can also speak if a bill interests you and it helps to put your riding on the block. It usually is a 12-hour day with phone calls to answer at the end of the day. Sometimes constituents visit me in Ottawa. We do some charity event where I have supper with someone who has bid on a dinner with me and they also get an inside tour of the parliament. How about your schedule in the riding? In the riding the days are pretty full. Most people want to see me on Friday in Thunder Bay but Saturday and Sunday if people want to meet. I will drop in on events in the riding like the Outdoor Show. People like to see you as they may not email or phone for an appointment but when I am out at these events I hear lots of things from people that I have met casually. I get most of my feedback when I am at these types of events. Also every month I send out mail outs that are covered in our budget and we gets lots of opinion that way. It is an avenue for people to talk about things that concern them. A good example is the Kakabeka Legion, where I
attend their breakfasts once a month. This is where I first heard about their infrastructure issues. Places like them are important to their community. They may need to reshingle the roof or do other maintenance things but may not have the funds. I recently introduced my bill for legions across the country and it as been very well received. We have three offices in Thunder Bay, Atikokan and Fort Frances with a 6 1/2 person staff. In a big riding like this you have to manage your budget well. It has been frozen since 2008 when I was elected so it gets tougher. We can take 60 trips back and forth to Ottawa. How are you enjoying your time as an MP? I have been fortunate in my life with having various opportunities to do different things and that is my personality. As you get older you bring all these experiences to bear so this is a good time for me to do this job. I can’t take credit for helping all the people. My staff is terrific and they help the people. It is nice when I come back on Friday to see there are thank you
letters on the mantle. We have helped people through the red tape and get the services they need. We can help people get results with the Federal Government. Do you plan to continue on in the job? My intention is to run again, that is the plan now. I will be age 60 in July. It is tough job with long hours and you are away from home a lot. When you are home you are away most of the day as you are out. My kids are older now so it is easier to do the job. I wish I was a little younger to have more energy but I am enjoying myself. It is the type of job where you have to be at the right time of your life, to devote the time and to have the experience and skills you use everyday to help people.
Ministry of Northern Development and Mines Northern Highway Project to Include Innovative Bridge Design New Ontario Government Creating Jobs, Building a Stronger Northern Economy NEWS March 8, 2013 The construction of a new cable-stayed bridge along the Highway 11-17 expansion east of Thunder Bay will make travel easier and safer for families and businesses while strengthening tourism and the economy in the north. This first of its kind bridge in Ontario
will have four-lanes for traffic as well as a walkway for pedestrians. The construction of this bridge will begin this summer. Investing in roads, highways and bridges is part of the new Ontario government’s Growth Plan for Northern Ontario. A strong northern economy creates good jobs and generates more opportunities for young people and Aboriginal Ontarians. QUOTES “Thanks to the Northern Highways
Program, the expansion of the Highway 11-17 corridor will continue with this exciting project. The Nipigon River Bridge will not only be a vital link for traffic on this expanded part of the TransCanada Highway, but will also be a landmark structure that will become a destination attraction in its own right.” — Michael Gravelle, Minister of Northern Development and Mines “Our government understands the importance of our commitment to expanding and improving highway infrastructure. We are ensuring the overall efficiency of the network and driver safety across the north while promoting economic development and job creation.” — Glen Murray, Minister of Infrastructure, Minister of Transportation QUICK FACTS ? A cable-stayed bridge consists of one or
more towers with cables supporting the bridge deck. ? A six-kilometre stretch of four-lane divided highway on this corridor between Hodder Avenue and Highway 527 was completed in September 2012. ? Another 14-kilometre section of Highway 11-17 from Mackenzie Road to Birch Beach is currently under construction. ? Since 2003, Ontario has invested more than $4.5 billion in northern highways. ? Since 2003, Ontario has improved 2,560 kilometres of highway and 185 bridges. This includes 105 kilometres of new fourlane highway and 115 new bridges across Northern Ontario. …/2
THUNDER BAY BUSINESS MARCH 2013
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Pedestrian Risk - Drivers Beware ©2013 Brian Babcock We do not have signs like that on our roads, but the risk is very real. Spring is here (at least if you believe the calendar) and the longer days and milder weather encourage people of all ages to get outdoors. Many of those people walk, jog, or play on or near public streets. Though drivers should be careful year round, this season warrants special care, especially watching for joggers or young children who might not be aware of traffic, or of the dangers around them. In Ontario, when a pedestrian or bicycle rider is injured by a car, the onus is on the driver of the car to prove that the
injury was not the driver’s fault. Although drivers are entitled to assume that pedestrians will obey the rules of the road, the reality is that a car is a deadly weapon, and must be driven with caution. In most cases, drivers are found to
Legal Matters be at fault, although the legal concept of contributory negligence can be applied if the facts justify a sharing of blame. The major exception to that rule is the “darting cases”. These tragic examples usually involve young children running
out in the path of an oncoming car, where the driver has no time to stop. Children receive special protection in law, including personal injury law. Very young children are never found at fault, even for their own injuries. Maturity is required to recognize the risk of chasing a ball into the road, or crossing against a light. Children 5 years old or younger are rarely found even partially at fault while children over 12 are often held to be mature enough to recognize risks and bear some responsibility for their actions. In between those two ages is a very foggy grey area.
Supreme Court of Canada decision repeated the well-established rule that drivers must slow down and watch for children running into the street in a school, playground area, or a built-up residential neighbourhood. They then went further, and found that this rule applies anywhere where a driver might expect children to be playing. A useful reminder for all of us as the seasons change. Weilers acts on behalf of injured people, and also defends drivers and others, but most importantly, we believe in safety first.
Because children are special, drivers need to take extra precautions. A recent
HEALTHY HIRING CLIMATE EXPECTED FOR THUNDER BAY (Thunder Bay, ON, March 12, 2013) – Thunder Bay area employers expect a healthy hiring climate for the second quarter of 2013, according to the latest Manpower Employment Outlook Survey. “Survey data reveals that 26 per cent of employers plan to hire for the upcoming quarter (April to June), while three per cent anticipate cutbacks,” stated Florentine Bahlieda of Manpower's Thunder Bay office. Another 71 per
cent of employers plan to maintain their current staffing levels. “With seasonal variations removed from the data, Thunder Bay’s second quarter Net Employment Outlook of 20 per cent is a seven percentage point rise when compared to the previous quarterly Outlook,” said Bahlieda. “It is also a nine percentage point increase from the Outlook reported during the same time last year, indicating an active hiring pace for the upcoming months.”
“Thanks in part to expected job gains from companies such as Walmart and Green Revolution EMS, the national hiring climate should remain upbeat,” said Byrne Luft, Vice President of Operations for Manpower Canada. “Employers in the Transportation & Public Utilities and Construction sectors anticipate the strongest gains in the upcoming quarter, especially in Western Canada. Additionally, we’re seeing that most of the new jobs created in Canada
so far this year have been full-time positions. This continuing trend toward full-time employment is an encouraging sign.”
Inter-Agency Collaboration Agreement to End Violence Eight Child Welfare (CW) and Violence Against Women (VAW) agencies from across Northern Ontario have signed an agreement to collaborate in their efforts to end violence against women and children. The agencies are: Thunder Bay Counselling Centre, Dilico Anishinabek Family Care, Children’s Aid Society of the District of Thunder Bay, Beendigen Inc., Catholic Family Development Centre, Faye Peterson House, Geraldton Family Resource Centre and Marjorie House in Marathon. Nancy Chamberlain, Executive Director of the Thunder Bay Counselling Centre said, “This agreement establishes a pro-
tocol for improved collaboration between the two sectors and reminds us of our shared visions to protect women and their children who are abused. By working together over the last decade, we have really gained an understanding and appreciation of our respective roles and we have identified the barriers that hinder collaboration.” The original Collaboration Agreement was developed in 2003, but has had significant amendments and changes to become what it is today. Locally and across Ontario it had been identified that the agreement needed to expand beyond CW and VAW agencies in order to adequately address vital risk
“Working with business for a sustainable and prosperous future.”
and safety issues and distinct differences for First nations women, children and men. “In Aboriginal history and culture, the extended family and community play an important role in raising and protecting children. This agreement supports the mandate of Dilico Anishnabek Family Care and the values of First Nations communities.” said Micheal Hardy, Executive Director of Dilico Anishinabek Family Care, “As well, we also need to continue to build our relationships with other impacted sectors such as law enforcement, family court and criminal justice. We’re all part of the solution to end violence.”
At the signing ceremony, each agency received a Gerbera Daisy symbolizing the positive outcomes they hope to see. Each coloured daisy holds a different meaning: yellow = support, pink = happiness, white = a new beginning, and orange = protection. The daisies will serve as a symbol at each agency of the collaboration that has blossomed and the guiding principles of the agreement. With the Collaboration Agreement, the agencies will be able to provide enhanced support and resources to the families they service.
More improvements coming this season on Highway 11/17, including the beginning of the new Nipigon River cable-stayed bridge!
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Hyer on the Hill Reviving North Shore Passenger Rail – Business News, April 1, 2013 It was a cold, sad day wintry day in 1990 when the last passenger train pulled out of the Thunder Bay train station, never to return. The train ran on a very popular route, on its way from Winnipeg to Sudbury. It was VIA Rail’s most popular, in fact, and with good reason: the spectacular journey along the beautiful North Shore of Lake Superior was a tourist draw in and of itself. But this was the just beginning of a decades-long decline in federal support and attention on passenger rail. Today, Canadians are realizing that we need to bring rail back in a big way. That can start right where it’s needed most: Northwest Ontario, though which all East-West traffic travels in Canada. Restoring passenger rail service along
the North Shore route need not be overly costly, as far as train service goes. Much of the infrastructure is already in place, and a Budd car continues to travel between Sudbury and White River approximately a third of the route. Because of its popularity, at the time of cancellation the North Shore route generated healthy revenue for VIA, and it could do so again. Reviving rail service along the North Shore of Lake Superior would also be a boon to economic diversification and tourism in our region. It’s the perfect complement to the Lake Superior National Marine Conservation Area, also along the route. Northern communities like Armstrong, Nakina and Longlac - currently serviced by the sole remaining northerly VIA route, which must be adequately maintained - know that rail can be important to the local economy. Since passenger rail was cut a genera-
tion ago, transportation options for businesses and residents along the North Shore corridor have diminished. Communities have seen intra-city bus services reduced or threatened with elimination. Gasoline prices in the Northwest are amongst the highest in Canada. The scarcity of travel options left means that the remaining modes of transport tend to become that much more expensive. Restoring passenger rail service would help give residents more options for getting to medical appointments in Thunder Bay, do business, and visit family in the region.
I’ve received for my Motion in Parliament to restore passenger rail service through Thunder Bay and the North Shore. Thousands of people have joined a Facebook group to restore the service, and have signed the petition at www.revivepassengerrail.ca. With the support of local residents, I will continue to push the issue in Parliament. Our region need this transport option.
Bruce Hyer, MP
And of course encouraging train travel is better for the environment, being approximately three times more energy efficient than road travel. Indeed, increasing our use of passenger rail will be integral to meeting greenhouse gas pollution targets. With so many reasons backing rail, I am grateful for the amount of support
MAKING IT HAPPEN There can be doubt that we here in the NorthWest are very keenly aware of the myriad of issues and opportunities that our transportation networks provide.
driving in storms have extremely unpleasant comments about highway maintenance.
Whether it be winter roads, airfare wars, shipping seasons, rail line removal, interprovincial bus service, bike lanes, tourism, neighbourhood pathways, CrossCanada Trails, energy supply, invasive species, snowmobile routes, harbours of refuge, gas prices, oil drum disposal, roadside pulloffs, national securitythe gamut of topics is quite endless as each mode of transport carries with it a wide amplitude of subtopics. It certainly proves the adages that "All things are connected", and "You can't just do one thing" confirming that everything produces some kind of reaction! For us in the NorthWest our crossnational linkages assume considerable importance especially when things break down. When the National highway is closed due to accidents or weather we shout our displeasure at the time it takes to get investigators to the scene from southern Ontario. By now we northerners can cope with heavy snow conditions but those unaccustomed to
We see the skyhigh pricing of goods in fly-in communities and thus can relate to demands for expansion of all-weather road systems to connect them to us down here. We don't usually think of ourselves as "southern" but when you realize we are on the same parallel as Vancouver and indeed are farther south than Winnipeg, Regina and Calgary it changes one's geographical perspective. Our business community is both blessed for being in the heart of North America and also cursed for some critical disad-
vantages, most blatantly the lack of container facilities at the port or in the railyards. This directly affects competitive pricing both in and out of Thunder Bay.
occuring with astonishing frequency such sink-holes. This of course gives us even more reason to be glad we live on the Canadian Shield!
We are certainly glad the port is enjoying a resurgence and hope that even more Western marketing is in their business plan! Similarly for the upsurge in mining which has really drawn our full attention to gaps in many of the modes. I also include here the transport of energy which is vital to each and every community whether municipal or aboriginal. Which brings us to focus on the vulnerability and the value of the connections for road and rail in the Nipigon corridor. As President of th Ontario Municipal Association I asked those in charge of provincial emergencies what their plans were should the unspeakable occur if the links were taken out by natural or humanmade disaster. The answer, hopefully addressed in the new construction, was a blank stare of hopeless unawareness. Which when you think even briefly that our transportation issues are thought as being vast, long, and beyond the timescope of people who live in compacted urban areas of the province.
Speaking Of! Independent capitalism which to my senses seems to be thriving here in the NorthWest. I see lots of young entrepreneurs, artists of every genre, restauranteurs, and those trained in resources breaking out with new companies and extraordinary ideas. The RBC Innovation awards were inspiring from both the range and depth of intelligence but also from the large number of nominated firms with genuinely brilliant working concepts! These signal optimism of the most practical kind.
Thus messaging or communication links are also part of the package as we transport data in a myriad of forms over fixed and wireless systems from postal, courier, print and satellite to name but a very few. As you can now tell this whole transportation world affects us constantly and pervasively. The movie industry thrives on catastrophes but many scenarios formerly considered far-fetched seem to be
Observation With purported slowdowns at our neighbour's border crossings I vigourously recommend that you sign up for a Nexus card (nexus.com). Not only will you bypass huge lineups and delays in airports and land crossings to the States but you can use the Nexus lane to zip through security. The real bonus comes in international travel whereupon you only have to glance into the machine instead of standing in the lines with only your passport. Time is yours so max it! Respectfully submitted, Ken Boshcoff Director of Business Strategies Crupi Consulting Group
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30 Seconds to Significant Sales How to up-sell without turning off your customer by Jeff Mowatt If you and your employees aren't trained on effective ways to upsell, chances are you either offend customers by being too pushy, or leave money on the table that customers would have willingly spent with you. Either option is costly. When organizations bring me in to train employees on how to increase revenues from current customers, I often find that not enough attention is paid to up-selling. Up-selling refers to when you help a customer decide to buy a little extra or "up-grade" slightly the final purchase. A car dealer, for example, might inform customers at the time of ordering about upholstery protection and undercoating. A shoe salesperson might suggest that when you buy a pair of shoes that you also use some weather protectant spray. These are usually small purchases that the buyer doesn't have to put a lot of thought into. The bonus is they can be extremely profitable for you as the sales person and for your organization. Why up-selling is so profitable Consider this example. A customer buys a car with monthly payments of $395. With that size of investment, there's very little resistance to adding $2 to the monthly payments for upholstery protection. For you, however, that additional sale is significant, as over 48 months it adds up to a $98 sale, with a huge profit margin. Some would say that a $98 sale on a $25,000 vehicle is only a minimal increase in the overall sale. Why waste your time. My argument is that if it only takes 30 seconds to make that extra $98 sale, then you're making more money for the company than with any other activity you do. If your salary is $20 per hour then doing the math, the 30 seconds you take to upsell costs the company about 17 cents. If it only costs the company 17 cents to make $98, that's a huge return on investment. The fact that it's attached to a $25,000 sale is completely irrelevant. So, up-selling is one of the highest and best uses of your time. Up-selling should be easy The best part of up-selling is that it's practically effortless. Since it's done after the customer has decided to go ahead with a major purchase, the hard part of the sales conversation has already been done. You've already established rapport, identified needs, summarized, presented benefits, asked for the order and handled objections. Up-selling is just presenting the information in a "by-the-way" assumptive manner. The 3 biggest mistakes in upselling: 1. No attempt is made to upsell. 2. The salesperson comes across as being pushy. 3. The upselling is made in an unconvincing manner so the customer generally refuses.
Effective up-selling strategies • Assumptive is the key. You've got to assume that the customer will naturally want this. Begin the upsell with a brief benefit, then if possible, add something unique about what you're selling. To avoid sounding pushy, particularly if the upsell requires some elaboration, ask for the customer's permission to describe it. Here's an example of the wrong way to upsell. Imagine dining at a restaurant where you've just finished a big meal. The server asks, "Would you care for dessert?" If you say "Yes", you might give the impression of overindulging. So many customers refuse out of politeness. Result -no sale. So the savvy server doesn't ask if the customer wants dessert. The professional just assumes that when people go out for a meal they are treating themselves. So of course they'll want to treat themselves to dessert. In this case, the server pulls up the dessert tray and says, "To finish off your meal with a little something sweet, (that's the benefit), I brought the dessert tray over for you." Would you like to hear about the most popular ones?" (asks permission to proceed)
When the customer agrees to hear about the desserts the server doesn't just list them by name; he describes their benefits. So rather than saying, "This is chocolate mousse." Instead he'd say something like, "If you like chocolate you'll love this. We've got a chocolate mousse that melts in your mouth and makes you wonder what the ordinary people are doing today." • Focus on customer needs-not yours. Don't try to sell the customer something you wouldn't buy if you were in their shoes. It is totally irrelevant whether or not this purchase suits your needs; what is relevant is whether it suits the customer's. That perspective empowers you to upsell effectively and with integrity. • Hands on demonstration. One of the most effective up-selling techniques is getting the customer to use the product in your location. A hairdresser, for example, might put hair gel in the customer's hand and show them how to apply it themselves. By showing the client how to get the salon look at home, they create a value-added upsell. • Group related products. It's a good idea to group similar add-ons and offer them as an
upsell at a package price. If someone is getting a haircut and you talk to them about shampoo, it only makes sense to show them a package deal that groups conditioner and shampoo at a package price. Bottom line Every business owner should realistically look at whether or not employees could improve the way they up-sell. For most businesses, a little professional training can make a world of difference. Customer service strategist and professional speaker, Jeff Mowatt is an authority on The Art of Client Service . . . Influence with Ease®. For Jeff's other tips, self-study resources, and training services on up-selling, click Up-Selling Without Being Pushy. This article is based on the critically acclaimed book Becoming a Service Icon in 90 Minutes a Month, by customer service strategist and professional speaker Jeff Mowatt. To obtain your own copy of his book or to inquire about engaging Jeff for your team, visit www.jeffmowatt.com or call 1.800.JMowatt (566.9288). (
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