Business February 2014

February 2014

Engineering Firm Makes Big Investment in Northwestern Ontario: WSP Canada

INSIDE City Explores Event Centre Opportunity with Thunder Bay LIVE! TBRHSC in Top Ranks for Design 3 Signs It’s Time to Call 9-1-1 The Definition of a Good Deal White Cedar Pharmacy Purchases Thunder Bay IDA NOW IS THE TIME FOR CITY COUNCIL TO GET SERIOUS ABOUT COST CONTROL Report Draws Response From City

Women in Politics Group Host its First Forum in Thunder Bay Planes, Automobiles, Snowmobiles and a Ship: My Adventure in the Quebec Maritime

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THUNDER BAY BUSINESS FEBRUARY 2014

The Definition of a Good Deal – The story of an ATV, a pan of lasagna and a bottle of wine.

A few weeks ago I was working at my desk and eavesdropping on a sales transaction that was happening at one of the sales desks next to my office. The customer, an older Italian gentleman was negotiating the purchase of an ATV. He clearly had learned some negotiating skills over the years. They had gone back and forth several times and were about $100 apart from the salespersons bottom line and what the customer was prepared to pay. It did not seem to matter which approach the salesperson tried the customer was not willing to budge. They were both getting a little frustrated. After all, it’s only $100 on an $8000 purchase.

Neither were willing to give in and I recognized that at this point pride had become the obstacle. I pulled the F&I Manager aside and suggested he get involved and ask the customer a couple of questions. The first, does he make his own wine. The second, does his wife make great lasagna. If the answer was yes to both he was to offer the customer

a compromise. We would reduce our price by $50 if he would be willing to bring us a bottle of his home made wine and a pan of lasagna. The customer answered yes to the two questions and ultimately thought this was a great deal.

Now I’ve never made my own wine, and am not a chef either, but I’m pretty sure the materials and energy it would take to make the wine and the lasagna would be worth more than $50. So why did the customer think this was a great deal? It all comes down to the pride I mentioned earlier. In the end he felt he won because he didn’t have to pay the $100 we were asking. We felt we won because although we didn’t quite get to our bottom line we got the customer to budge off of his price and got a great meal. I believe the definition of a good deal is when both parties can walk away from the transaction and feel they won.

If the customer doesn’t feel like he won he may still buy the product, but the chances of getting a repeat business or a referral from this customer are not great.

As most sales people recognize the easiest sales to make are from repeat customers or referrals because the trust has

already been built. From the salespersons side, if they feel that the customer ground them down and they didn’t feel the offer was enough they may still sell the product, but may have a sour feeling towards the customer and this may affect the level of service they provide to him after the sale.

So how do you make sure the negotiations end up as a good deal? I believe it starts much earlier in the sale. You have to follow the basics of the sale. Without going into too much detail one of the first things you need to accomplish in the sale is to build some rapport with the customer. To do this, you need to spend some time getting to know their wants, likes and needs and understand what type of customer you are dealing with.

When you do this you will establish trust with the customer. Next you have to find a product that fits the customer’s needs.

Then you have to build value in the product you are selling. If the value you present exceeds the price you are asking you should be on your way to closing a deal. Once you have found the right product that fits their needs and they are dealing with someone they like and trust there is usually a lot less tension and the negotiation goes a lot smoother. Sounds simple doesn’t it. Of course there are still those times when the negotiation gets tough and even heated. We are talking about the customer’s hard-earned money and they want to keep as much of it as they can. These are the situations where you have to look back at the information you have learned.

Throughout the sale the customer has either told you or given you hints about their personality and buying habits. You now need to take that information and use it in your negotiation. It’s not always about price. In fact many studies show that price is usually not even close to the top of reasons why a customer buys something. If price does become a factor you need to make sure that in the end you can make the customer “win” and still be comfortable with the price you sold the item for.

When you understand what makes your

customers tick you will learn to set up the negotiation. In some cases it will be presenting the customer with a “good customer” discount or including some extras with the sale. In other cases it might be letting the customer feel like they are in total control of the negotiation so they can tell everyone how good of a negotiator they are. We have all at some point had someone quickly accept

our offer and wondered how much lower we could have bought it for and felt we paid too much. Even if the customer offers you considerably more than you were expecting you still need to make sure that they don’t think they overpaid.

If you hesitate on taking the offer or ask for even a little more and then give in after a little while the customer will feel like they won.

As you get more experienced in negotiating you will learn to read the non-verbal signs the customers will give off along with being able to read between the lines of what they are saying. Often it is hard to see this when you are in the middle of the negotiation. Stepping out of the negotiation momentarily to either give yourself some space to think or to run the scenario by another individual will help.

Our customer was so happy with the way the ATV negotiation ended that he asked how many staff we had and decided that one pan of lasagna was not enough. He brought us two big pans of lasagna and a bottle of wine as promised.

Sounds like he won.

Randy Neufeld is the General Manager of North Country Cycle & Sports as well as a Small Business Consultant.

THUNDER BAY BUSINESS FEBRUARY 2014

Publisher’s Note Scott Sumner At this time of the year the thoughts of many people are about traveling somewhere warm to escape winter. I guess I’m exactly opposite as the colder weather and snowmobiling are high on my list!

Quebec is my favourite destination anytime of the year but the wintertime offers some fantastic snowmobiling opportunities and this year my travels would be to the Quebec Maritime region.

My trip began with a flight to Toronto, then Montreal and Mont Joli. A unique experience on these flights was when Air Canada placed a Boeing 777- 400-passenger jet on the Toronto to Montreal route, a 45minute flight. The 777 is a plane you usually see flying to Europe but an earlier can-

celled flight meant they had to play catch up with passengers. It was a fun experience!

After landing in Mont Joli in a Dash 100, we drove to Rimouski.

The Quebec Maritime region is composed of the 5 eastern regions in Quebec. The main economy here is fishing and research on fish species. Sydney Crosby played hockey here in the Quebec Major Junior League called Oceanic. “ You will start your snowmobile trip here in Rimouski with your guide, Steve Gaudreau who loves to ride. It is then on to Saint Gabrielle and to Matane to Matane Motorsports. Then take the ferry from Matane to Godbout and ride the south shore to Bai Comeau and then Forestville for an overnight. The last days ride is to Sacre Coeur and then on to Quebec City by car.” said Suzie Loiselle, Media Relations Officer for the Quebec Maritime region.

A very unique part of this trip for me as a snowmobiler would be crossing the St Lawrence River by ferry with your snow-

President Miranda Bolt Graphic Designer

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Planes, Automobiles, Snowmobiles and a Ship: My Adventure in the Quebec Maritime mobile. This is only ferry where you can take your snowmobile on the ship along with other cars and trucks including transport trucks. “ You can bring your own sled or rent a sled here, which are usually brand new 2014 Ski Doo sleds. We have over many km’s of snowmobiling trails that are well groomed.

There are guides to help you and a system in place where you can call and ask for information anytime. You can do loops from one main hotel or longer routes.” said Suzie. “ The Gaspésie Tour can be over 800 km and can take up to a week. A normal riding day is about 200 km. We can have up to 6 meters of snow here similar to the Mont Vain in Lac St Jean Saguenay. We have the longest snowmobile bridge in the world here as well.”

Our ride began well in crisp cool weather aboard our 2014 Ski Doo Renegade 900 ACE sleds. The trails were beautiful as usual in Quebec- wide, well groomed and picturesque! My only wish was for a fullfaced helmet. At home I am used to a motocross style helmet and goggles but the cool weather made for a helmet change for day 2.

Our day began with an early start to board the ferry, M/V Camille-Marcoux at 7:30am.

The ship is 37 years old with a new replacement coming late in 2014, which will start operation March 15, 2015. New regulations on security and environment require the change. In 1975 the ship cost $13 million while the new one is $147 million. People take the ferry for work to save time in their travels. You can save over 500 kilometers by not traveling back to Quebec City to reach the other side of the St. Lawrence.

The ferry goes twice a day in the winter and three times in summer. The snowmobile ferry cost is $42, a car is $42 plus each person pays an additional $17.50 and a transport truck is about $360. The route to go to GodBout is 55 km and Bai Comeau 61km.

The water at the crossing is very deep, up to 1000 feet. The water is saltwater with a change at Lac St Jean to a salt and clear water combo. “ We see many grain ships coming by on the north part of our route. The water tide here can be 11 feet. We get up to 600 people on board in summer time and during the winter we get 200 to 300 people. There have been snowmobiles on board each day. We

even break ice with this ship.,” said Mathew Harrison, Stewart.

After driving our snowmobile off the ship it was directly on a 250 km ride to Forestville. Today the weather was warmer but near blizzard conditions made for some difficulty seeing.

My guide on this trip was Steve Gaudreau who was born near Quebec City and ran his own rental company in Quebec Eastern until recently. He sold to Matane Motorsports recently because it was 7 day a week job and Steve wanted to spend more time with his family. He still loves snowmobiling and continues to do some guiding. Steve is also a test pilot for a Quebec snowmobile web site and this year is riding a 2014 Arctic Cat XF 7000. “ We started our ride in Rimouski with Matane Motorsport on their 2014 Ski Doo Renegade 900 ACE’s. It was windy and cold but the trail was excellent and well groomed with sunny conditions,” said Steve. “ The Gaspésie region allows for trips of 5, 6 or 7 days. You must take that full trip once in a lifetime, as there are big mountains and the sea in the same picture. We call it the Little Rockies. When you talk about snowmobiling 8 out of 10 will say Gaspésie is the best. We saw a group here today riding from Paris, France.”

In this area of Quebec you can begin the snowmobile season at the end of October and ride until early May. You can bring your own snowmobile or rent one there and have a guide. If it is your first time it is good to have a guide according to Steve.

Snowmobiles rent for $200 to $250 per day and a guide will cost $ 300 per day but a riding group can split the guide cost.

Our final day of riding was bitterly cold again with winds of up to 70 km. However

when you are well dressed the riding is fun especially with a few stops along the trails to warm up with hot chocolate!

We arrived at a very unique property called Centre de vancance Fere 5 Etoiles that means a 5 star farm in English. The farm is sitting on 700 acres and offers different types of cabins and many activities to enjoy. “ We have an orphaned animal centre where we take animals and give them a second chance. There are nearly 40 species here including moose, fox, cougars, wolf, deer and bison. All of the animals were in trouble and orphaned or taken from zoos in the US which were closing.” said Dereck Blouin Perry, Outdoor Sports Guide. “ We also have nice dining, many snowmobile rentals from 1 hour to 6 day guided tours as well as dog sledding with a 50 dog kennel here. There is snowshoeing, ice fishing and trapper interpretation. You get to see the animals and pet the animals. Many of our cabins bring us close to the Saguenay River with some really high views.”

The property is adjacent to the Saguenay

Fjord, some 300 meters deep in places. The lowest water depth is salty and very cold while higher up is mild and freshwater. You can see whales from here.

My snowmobile adventure had come to an end and it was off to Quebec City by car for the return flights home. This part of the world is absolutely beautiful and can be experienced in the winter especially well by snowmobile.

For further information visit www.quebecmaritime.ca

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THUNDER BAY BUSINESS FEBRUARY 2014

3 Signs It’s Time to Call 9-1-1 Software Developer & Paramedic Reviews Biological Warnings Many Sadly Ignore Each year, about 600,000 Americans – one in four deaths -- in the United States are from heart disease, according to the Centers for Disease Control.

Of the 715,000 Americans who have a heart attack each year, about 525,000 are first-timers, says the CDC, and those individuals may not know what’s happening.

Sadly, many people do not get to the hospital on time, says paramedic Dale Hemstalk.

“If someone is having a heart attack, for example, they should get to the hospital without delay upon the initial onset of symptoms,” says Hemstalk, who is also a software developer with Forté Holdings, Inc., a provider of health-care software that works closely with paramedics, emergency medical technicians and firefighters to speed delivery of medical services. The company’s newest software, iPCR, (www.ipcrems.com), takes electronic patient-care reporting in the field to new levels of portability and affordability.

“We live in an age in which we should be taking greater advantage of our technology for health purposes – but you have to call for help first!” Hemstalk says.

He shares warning signs that it’s time dial 9-1-1.

• Symptoms for a heart attack: Men and women frequently report different symptoms. Men tend to have the “classic” signs, such as pressure, fullness, squeezing or pain in the center of the chest that goes away and comes back; pain that spreads to the shoulders, neck or arms; chest discomfort with lightheadedness, fainting, sweating, nausea or shortness of breath.

For women, symptoms tend to be back or jaw pain; difficulty breathing; nausea or dizziness; unexplainable anxiety or fatigue; mild flu-like symptoms; palpitations, cold sweats or dizziness. Triggers tend to be different between the sexes, too. In women, it’s often stress; in men, it’s physical exertion.

• Symptoms for a stroke: There are clear, telltale characteristics of a stroke, including sagging on one side of the face, an arm that’s drifting down and garbled speech.

But there are also more subtle signs from

the onset, such as sudden numbness of one side of the body, including an arm, leg and part of the face; sudden confusion, trouble speaking and understanding; sudden trouble seeing in one or both eyes; sudden loss of balance; sudden headache for no apparent reason. Risk factors include diabetes, tobacco use, hypertension, heart disease, a previous stroke, irregular heartbeat, obesity, high cholesterol and heavy alcohol use.

• Symptoms for heart failure: This is not the same as a heart attack, which occurs when a vessel supplying the heart muscle with oxygen and nutrients becomes completely blocked. Heart failure is a chronic condition where the heart can’t pump properly, which may be due to fluid in the lungs. Warning signs include shortness of breath, fatigue, swollen ankles, chest congestion and an overall limitation on activities. Just one of these symptoms may not be cause for alarm; but more than one certainly is. Risk factors include various heart problems, serious viral infections, drug or alcohol abuse, severe lung disease and chemotherapy.

“At no point should anyone be discouraged from calling 911; the bottom line is, if you feel it’s an emergency and you need to call

911, call 911!” Hemstalk says. “There are many reasons to seek assistance from emergency responders, and they are not limited to those that I’ve mentioned.”

About Dale Hemstalk A United States Air Force Veteran and Career Firefighter Paramedic, Hemstalk has been providing emergency care for over 20 years. During his tenure in EMS, Hemstalk has been an educator, Paramedic Preceptor and Field Training Officer.

Working for government agencies and private companies alike, Hemstalk relies on his experiences to help design product features that improve efficiency, speed and accuracy while keeping the field provider’s needs his highest priority. Joining Forte Holdings’ team was a natural progression combining his love of the Emergency Medical Services industry and new technology along with his commitment to providing the best possible documentation on each and every call for service. To stay current in the industry, Hemstalk remains active in EMS, is still a full time Firefighter/Paramedic and continues his passion for treating those in need.

A model of a Laker bearing the City’s name has found a new home at Prince Arthur’s Landing Representatives of the City and Canada Steamship Lines (CSL) today unveiled a 2.4-metre long model of the CSL vessel M/V Thunder Bay. The model is on display at Mariner’s Hall.

“The shipping industry has long been an important part of Thunder Bay’s economy,” said Mayor Keith Hobbs. “Canada Steamship Lines has recognized that importance by naming a ship after our great City. Today we celebrate the relationship by putting the model out for public display in one of Thunder Bay’s most popular locations.”

The M/V Thunder Bay, a 225-metre long Trillium Class Laker that can haul 34,490 tonnes of cargo while remaining fuel efficient and environmentally-friendly, arrived in Thunder Bay on September 27, 2013.

The model was stored by the Thunder Bay Port Authority while the City prepared the new display.

ers were built for the French Navy at Canadian Car and Foundry. The Port Arthur Shipbuilding Company built many ships between 1911 and 1993, including the HMCS Fort William and the HMCS Port Arthur, which saw action during the Second World War. The HMCS Griffon

environmental foot print on the Great Lakes. In addition in 2014 we have two additional gearless vessels which are similar to these vessels but without self loading capabilities. A ship can be 740 feet long and 48 feet wide which is the maximum allowed for the Great Lakes Seaway.”

“Thunder Bay has a rich naval and shipbuilding tradition and so we created a display of photographs from the City Archives and the Museum to accompany the model,” said City Clerk John Hannam.

“During the First World War, minesweep-

William Hryb of Thunder Bay Shipping Inc, Keith Hobbs, Mayor of Thunder Bay Dan McCarthy, Vice President Marketing, Canada Steamship Lines naval base recruited and trained over 2,400 officers and crew for Canada’s Navy in the Second World War. The City is pleased to be recognized for its naval history by sharing the name of the M/V Thunder Bay, and we’re proud to showcase this beautiful model for the public to appreciate.”

The model and its accompanying display can be viewed at Mariner’s Hall daily between 11 am and 9 pm.

Dan McCarthy, Vice President Marketing, Canada Steamship Lines “ This vessel is one of our new Trillium vessels that will be game changers for the coming decades as they will reduce their

“ Some ports really stand out as being vital for the Great Lakes and Thunder Bay is a very important port. The replica we have on display here in Thunder Bay is really a work of art and very accurate.”

Keith Hobbs, Mayor of Thunder Bay “ This an important day for Thunder Bay. Canada Steamship Lines has been a very important part of Thunder Bay as has the seaway and the port that has employed so many people over the years. It is a nice tribute to those that have worked in this industry.”

THUNDER BAY BUSINESS FEBRUARY 2014

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Engineering Firm Makes Big Investment in Northwestern Ontario: WSP Canada Inc.

BY SCOTT A. SUMNER

Thunder Bay BUSINESS If you drive into the Innova Business Park located just off the new Golf Links Road in Thunder Bay you will immediately notice an impressive three storey, all brick exterior building. The 34,000 square foot structure is the new home to WSP, an international engineering firm that has long roots right here in Thunder Bay. It is always fun for me to sit down and learn about a local entrepreneurial team experiencing great success. David Knutson is the Regional Director Northern Ontario for WSP Canada Inc operating as WSP. We spent some time discussing their new Thunder Bay office, located at 1269 Premier Way. Knutson has long connections to the area having spent since 1977 living in Northern Ontario. He is a mechanical engineer, graduating from the University of Toronto. The firm has a thread to the last century initially with Barnett McQueen, which eventually was controlled by the Cook family. In the early 60’s an independent engineering firm was set up called V B Cook Company Limited (Cook Engineering), which was acquired by the national firm GENIVAR in 2010.

GENIVAR acquired WSP operations around the world and now the decision has been made to operate as WSP, which makes sense when you think of their 300

David Knutson is the Regional Director - Northern Ontario for WSP Canada Inc operating as WSP offices around the world with 15,000 employees. “ WSP was acquired by GENIVAR a little over a year ago. Currently we are at 113 employees in the Thunder Bay office and looking to grow. I have been working in Thunder Bay since 1987 and was the President of Cook at the time of our acquisition by GENIVAR. Today I am also responsible for all of the Northern Ontario offices, including teams in Timmins, Sudbury and Sault Ste Marie. In total we have up to 200 employees working in

Northern Ontario,.” said David Knutson. “ Our firm was previously located in an office on Syndicate Ave. in Thunder Bay but it came to a point where we needed a satellite office as well. The decision was made to move to the new office where we

could all be in one location. We had 22,000 square feet in total before and this new facility is 34,000 square feet which will allow us to grow,.” said Knutson.

Continued

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THUNDER BAY BUSINESS FEBRUARY 2014

Engineering Firm Makes Big Investment in Northwestern Ontario: WSP Canada Inc. Continued Joining GENIVAR gave the Thunder Bay based engineering team access to new sets of skills that could be brought to bear on the traditional markets served by the office while providing increased exposure to the team’s traditional capabilities within other regional markets. It also provides a broader complement of skill sets to market to new clients with services they didn’t previously do.

“ We have always provided service across North America and brought the work back to Thunder Bay. The WSP connections allow opportunities further afield.

Now with WSP and their international presence we have done some work in Finland, have teamed with our Swedish office for Bio-energy projects led by the WSP Denver office and have participated in opportunities in non-traditional markets such as South East Asia. These are the beginnings of linkages globally,” said Knutson. “ We have an excellent mining

skill set here in Thunder Bay as well as in Val D’ Or, Quebec. It bodes well for the Thunder Bay office as we are identified as the centre of expertise for mining in English Canada.”

The new building has been exciting for the local staff. “ We were accustomed to our old location on Syndicate that had served us well over the years but increasingly we maximized the use of the space.

This building provides our staff with the environment, amenities and quality of space to allow them to thrive. The new

building offers well lit, comfortable surroundings and is a very quiet environment,” said Knutson. “ We are starting to appreciate the excellent working environment this building provides with more spacious meeting space. The workstations have been done in an ergonomic manner and provide the employees with current technology including seating and how you interface with your equipment. Each of our stations link with other employees throughout WSP and allow simple communication including visually images and computer desktop sharing.”

A large component of their staff come from Thunder Bay and graduated from Lakehead University and Confederation College. “We have an exceptional pool of talent to draw on in our city and, over the years, we have had been able to provide professional careers in our employee’s’ home community” said Knutson, “in fact this has extended to our other offices. We had one individual from Sault Ste Marie working for us during the summers while attending Lakehead University and he is now working in the Sault Ste Marie office.”

One of the keys to success of the WSP engineering office over the years in Thunder Bay has been diversification and the flexibility to adapt to changes in the economy and adapt their skill set to meet the new needs of the economy.

Continued

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Engineering Firm Makes Big Investment in Northwestern Ontario: WSP Canada Inc. Continued “ The only constant in life is change and it had been my experience has shown that in engineering you have to be prepared to adapt. Twenty five years ago we thought ”- When forestry was up, mining was down and when mining was up forestry was down,” and our team was trained to support both industries.

Occasionally they would both be up and that would be a real sweet situation,” smiles Knutson. “ However, since the mid 80’s, when I started as an engineering consultant, many of the client operations we used to provide services to have disappeared. In response, we developed a niche

have been extremely solid performers recently, with an innovation in design resulting in a number of major projects that supplemented our traditional services.

With our strategic partnership with PBK Architects, we have engaged with the First Nations communities providing building designs for a number of functions.

Diversification and the flexibility to adapt have been our strengths over the years and we now have, as part of WSP, the ability to provide new services to the region. We are going to be expanding our marketing into those sectors. With change there are opportunities.”

done. It is a great building for us.” “ We see encouraging signs in the local economy. The quality of people we have in terms of their work ethic, engagement and expertise, along with a client focus and local autonomy, have allowed us to keep long term, repeat clients over the years. “The North seldom sees the booms of say Southern Ontario. But the opportunities in N W Ontario are beyond what

in steam plant, biomass utilization and steam turbine power generation that remains highly marketable. Many of the pulp mills have now increased their internal power generation using these capabilities to decrease purchased power costs. We entered the regional transportation market through expertise in Highway bridge and structures design in the mid-90’s and that has been a very successful sector. Our traditional Mining industry services have been a cornerstone of the operation and

“ The building project went really quite well. Bruno’s Contracting of Thunder Bay are our landlord and they put a lot of effort into getting it done on time. We had completed significantly enough to move in at the end of 2013. The architectural division will move in this week.” said Knutson. “ The trades performed well and a huge effort was put in during the last quarter of the year with good cooperation from everyone and a focus on the mission. We understand project work and it was well

they have been recently and that is encouraging. We continue to focus on opportunities in Minnesota, the Mid-western US and continued mining industry support in Western Canada. There are mining opportunities in Northern Ontario that will happen when the time is right, perhaps not as quickly as we might like, but that is the nature of the game.” concluded David Knutson.

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THUNDER BAY BUSINESS FEBRUARY 2014

Thunder Bay and Northwestern Ontario Continues To Grow!

Congratulations WSP on your success!

THUNDER BAY BUSINESS FEBRUARY 2014

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City Explores Event Centre Opportunity with Thunder Bay LIVE! Architects Toronto Inc. January 21, 2014 – The City of Thunder Bay has identified a potential partner following completion of the Request for Expressions of Interest (RFEI) issued as part of Phase 3 for the proposed Event Centre. A Council resolution has authorized City Administration to negotiate a non-binding Letter of Intent for partnership with a consortium called Thunder Bay LIVE!, which will allow the City to move forward with developing the Event Centre including a 5,700-seat spectator facility and 50,000-square foot Convention Centre.

The Thunder Bay LIVE! consortium is made up of Stadium Consultants International; Global Spectrum Facility Management; True North Sports and Entertainment Ltd.; Lakehead University and the Lakehead Thunderwolves; PCL Constructors Canada Inc.; and BBB

“From day one I have stated we are going to do our homework on this project,” said Mayor Keith Hobbs. “We reviewed five great proposals through our extensive process which allowed us to identify our recommended partner. Thunder Bay Live! has the complete package to realize our vision for a world-class multi-purpose Event Centre.”

“This partnership provides the City access to diverse event opportunities like major concerts, tradeshows, conventions and sport,” Councillor Joe Virdiramo, member of the RFEI Review Team and Chair, InterGovernmental Affairs Committee. “The Thunder Bay LIVE! team has put together a unique partnership to help the City create a multi-purpose facility that contributes to the economic diversification for Thunder

Bay and region – it’s much more than a hockey arena.”

“Thunder Bay LIVE! is extremely excited about being selected to help further the vision of the City of Thunder Bay for a multi-purpose entertainment, sports and convention centre,” said Gary Green, Senior Director – Stadium Consultants International, a subsidiary of BBB Architects Toronto Inc., and spokesperson for Thunder Bay LIVE!. “Thunder Bay LIVE! is a collaborative team that has brought together the best in Spectator/ Event Centre Development. Our experienced team of experts is committed to working closely with the City and the residents of Thunder Bay to help realize your vision. Thunder Bay is a very attractive market with real economic development opportunities and we are pleased to be a part of the ongoing transformation of the

City.”

This proposal provides the City with two solid anchor tenants and world-class partners with the experience and financial resources to move the project ahead – a best case scenario in RFEI processes, according to the City’s consultant Ron Bidulka, Managing Director –PricewaterhouseCoopers. As part of its submission, Thunder Bay LIVE proposes to bring an American Hockey League (AHL) franchise to the City along with the Lakehead University Thunderwolves as anchor tenants.

City Administration will report to Council on the status of the Event Centre project, including the Letter of Intent, for approval prior to April 14. The RFEI partner selection is an important step in the process of developing the proposed Thunder Bay Event Centre.

NOW IS THE TIME FOR CITY COUNCIL TO GET SERIOUS ABOUT COST CONTROL Report Draws Response From City The Thunder Bay Chamber of Commerce released a report, prepared by Lakehead University’s Small Business Consulting Services, which utilizes information from the city’s financial statements and the BMA Management Consulting Inc. Municipal Study 2012 to analyze the state of the city’s finances and forecast property taxes for the next four years. The report predicts that property taxes will reach alarming levels if municipal spending continues to increase at the current rate.

“The business community is supportive of City Council’s strategic vision for a Thunder Bay that is connected, healthy, vibrant and strong – achieving that vision is dependent in many ways on the competitiveness of the municipality. This report provides proof that Thunder Bay lags in efficiency when compared to other Ontario cities. As such, we believe that City Council needs to reduce municipal operating costs to improve attractiveness and affordability,” says Charla Robinson, Chamber President.

The report highlights the following issues: - Property tax rates are among the highest in Ontario - Thunder Bay ranks last against eight comparative cities in overall performance - Operating costs are above both the Provincial and Northern average and are higher in 20 of 27 categories - Total operating expenses have increased

from $346 million in 2002 to $505 million in 2012 - General government category expenses have almost doubled, from 14.3 million in 2002 to 27.3 million in 2012 The report also forecasts annual taxes for the next four years based on historical data and projected current value assessments: Property Category Projected Tax Increase Per Year Residential 7.93% Multi-residential 8.70% Commercial 5.17% Industrial 8.53% Large Industrial 4.90% In addition, the report indicates how a minimal variance in revenues or expenses (plus or minus 1% & 2%) could impact tax rates.

The full report is available at: http://www.tbchamber.ca/news Robinson continues, “Unless Council takes immediate serious action to cut costs, residential taxes will continue to rise by nearly 8% each year, commercial taxes by over 5% and industrial taxes by over 8.5%.

Inaction will continue to make Thunder Bay one of the most expensive places in Ontario to live, work, play and raise our families.”

Please Support February’s Heart Month!

Tim Commisso, Manager City of Thunder Bay “ If you look at the report as I have now, I am surprised the Chamber didn’t talk to us before releasing it, but that is their right.

Fundamentally there are some issues we have with the estimates particularly with how the tax estimates were done. We have a lot of experience in preparing budgets and forecasting tax increases and the way they have done it is not how I have never seen it done before.” “ We have a good relationship with the Chamber and want to work with them as we feel some of the numbers aren’t accurate.

We will never have increase of taxes that high- 8% as they suggest. We have inflation running 1% in Thunder Bay and our costs are driven by that.”

“We now know our assesment growth in 2013 is probably the best we have seen in over 20 years with $2.1 million in new tax revenue, not increases on existing taxes, but new tax dollars. In 2014 from what I have seen we will have a better year. That has to be factored in to the report. We have asked to meet with the Chamber to discuss their numbers.”

Keith Hobbs, Mayor of Thunder Bay. “ I poured over the report all weekend and haven’t slept for two nights. I am very incensed that the Chamber would handle the report that way. We are a very transparent government and have meetings, open sessions with the public and have tried to work with the Chamber. For them to come out with this report and basically alarm the public, because that is basically what they have done, with 8% tax increases over the next few years is ridiculous.” “ There is not a council out there that I know of that would vote for an 8% tax increase. 2014 will be our best tax year in decades with new assesment revenues from development in the city. The city has cut $ 5.7 million from our budget over the last fours years. 75% of our survey of residents said they are happy with the services they receive. It even trends to say we will pay more taxes for better services. We are responsible and looking after the tax payers dollars.” “ I would like the Chamber to sit down with us and our finance department. 1.5% of our budget has gone into our enhanced infrastructure renewal . We put more money into our roads and bridges this year that ever before. By 2016 we are on track to eliminate our infrastructure deficit.”

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THUNDER BAY BUSINESS FEBRUARY 2014

Protecting Retirement Savings ©2014 Brian Babcock Many people think that all RRSP funds are fully shielded from being seized by creditors. This is not true. Small business people and the self-employed, who might have unrestricted personal liability as part of their jobs, are particularly vulnerable to

Legal Matters creditors, and should plan to protect their assets as much as possible.

There are no guarantees when it comes to creditor-proofing assets, including RRSPs. Even the best planning today might be

defeated by a change in the law, or a new interpretation by a judge. That is no excuse not to plan.

The situation varies during your lifetime and after your death. It also varies between life insured RRSP products and other plans. In Ontario, it also matters whether you go into bankruptcy, or are pursued in the ordinary fashion by creditors.

On death, if there is a designated beneficiary of your RRSP, it passes directly to that person, and not through your estate, so is not available to creditors. Although death is a rather extreme sort of creditor proofing, if you have dependants, you might gain peace of mind knowing they will benefit, not your creditors.

RRSPs held under a life insurance contract

which names a beneficiary are generally protected from creditors during your lifetime. There are exceptions to prevent fraud. Part of your planning should be to deposit the funds before you are in debt, so fraud cannot be argued, which could defeat creditor proofing.

Ontario has not yet passed draft laws intended to treat non-insurance RRSPs the same as insurance products during your lifetime. Therefore, at this time, properly structured insurance products offer more protection than other products.

part of planning to go bankrupt. This means that if you have non-life insurance RSPs, an assignment into bankruptcy may be better than allowing regular debt collection efforts to proceed against you.

Because bankruptcy is always a complex process, you would of course want to review your whole picture with a Trustee in Bankruptcy before engaging in that step just to creditor-proof your RRSPs. At Weilers we work with our clients and their financial advisors to protect assets both during their lifetime and through estate planning.

However, if you go bankrupt, either voluntarily, or by petition of your creditors, all RRSPs are treated the same – they are generally protected from creditors. There is a twelve month “clawback” provision to prevent people from depositing amounts as

HEAVY DUTY BUDGET ISSUES This week will see Council engrossed in binders of facts and figures compounded by reams of additional paper documents that would confuse Bill Gates!

One of these days the City Manager will get his team to obey orders and get their reports in on time - but that's another story! Today we are dealing with a series of budget decisions, some proposing increases, others holding the line, and

even some with reductions.

myriad of other hard decisions.

On the surface the citizens always want reductions or at least a holding of the line. That somehow changes when expenditures that people feel are necessary to them are spotlighted. In general the scenario is largely confined by the fact that

All of this comes on the heels of a report from the Chamber of Commerce with warnings of tax increases in the next few years. It also alerted Council to the fact that we rely heavily on revenues from TbayTel .

Thus the tone is set for either accepting this now-amended study that shows Thunder Bay in comparison to other cities and taking this knowledge to prepare and adapt or not, even if corrected. It will be difficult to not to consider many of the points made.

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close to 90% of our budget deals with employees, this is the Operating budget.

The remainder is composed of those items we call Capital which includes things such as vehicles, new buildings, roads sewerlines and sidewalks. Thunder Bay also has an Infrastructure program that is additional to the main budget.

This year the options presented to Council include "Decision Packages" ranging from reducing the budget by $1.1million which would lower the proposed increase from 3.45% to 2.76%, eliminating the Enhanced Infrastructure fund of $2.5million, taking $1.6million in savings and reinvesting it along with a

At this point the debate is centering around the very good news that the assessment for our community is growing as a result of new construction. For this we are mighty grateful. Hopefully many of you will remember that my first term as Mayor was the year of the lowest value of building permits in decades. We have come very far indeed with considerable growth yet to be put on the books.

Our business sector has also been hit hard by buying policies that seem to punish local operations. Although the budget is not for that discussion the impact has to be recognized in our planning for future revenues. These will only go down if we lose more hometown entrepreneurs. Does it have an impact? Just ask yourself how much the "Big Boxes" contribute to charitable causes- the answer is very very very little if at all !!

This is something to remember when you are soliciting a small business to support your event or cause with a donation, they give way more than most of those multinational corporations!

We also have to acknowledge that our

percentage of employees who make over $100,000.00 a year, also known as the Sunshine List grows every year. This is an interesting discussion that has many sides to it and also would require a full column.

So how do you control costs and expenses? Firstly you ensure that all items except true emergencies go through the budget. Many times Council is caught in "Sympathy Funding" that comes outside of the budget and forces us to dig into reserve funds. This must stop.

Then there is the building into the permanent staff of people who were supposed to complete a project but get hired into the system for the rest of their careers.

This must stop. Even our Legal department which was promised to stay at 2 want to expand to 7.5 ! (True !)

So in essence the pivotal point is can Council ever say no, or let go of areas that are either outdated or can be handled by other methods. Hopefully this go of the budget will find more supporters who will have the courage to put the brakes on. Some are beginning to understand that we cannot continue to take over funding that should be Provincial or Federal.

Personally I know for certain that all of Council approaches the budget in a responsible caring manner. The defining point becomes "Who will pay for all this"? I believe that understanding the impact of each decision is how people will vote. This year the signals are clear"Slow Down The Spending". We have good people throughout our Civic Administration and your Council who do get this so I'm hoping that restraint will be the order of the day for this year's budget.

Respectfully submitted, Ken Boshcoff Councillor At Large Corporation of the City of Thunder Bay

THUNDER BAY BUSINESS FEBRUARY 2014

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Women in Politics Group Hosts its First Forum in Thunder Bay With 2014 slated as a municipal election year in Thunder Bay, a group of northern leaders came together to promote women in politics. Women in Politics, a group that encourages participation and voice for women at all levels of government, will host its first forum tomorrow.

The Women in Politics Forum aims to foster the political talent and public leadership goals of northern women. The event featured keynote speaker Lyn McLeod, who served in elected political office both locally and provincially for 33 years. McLeod was the first woman elected as leader of the Ontario Liberal Party in 1992. Says McLeod; "Women are providing outstanding leadership as Premiers across this country. We need to see more of that leadership by women on municipal councils, in legislatures and in parliament"

Lyn McLeod was MPP in Thunder Bay for 16 years and became a Minister in the Peterson government days first as

Lyn McLeod and Rebecca Johnson Colleges and Universities and then Natural Resources and Ministry of Energy for three years in total. “ I won the leadership that year of the Liberal Party in Ontario and led them

into the general election in 1993 but lost to Mike Harris. I enjoyed my time in politics. It is a constant challenge and always interesting. There is always something that is worthwhile doing.

Sometimes you feel you are having some success and other times are frustrating but you never lose the fact it is worthwhile. It is about serving people and as long as you are doing that you can find lots of opportunities that are rewarding in politics.” “ The first step for many women is to choose to run because once you make that decision you have a pretty good chance of getting elected, because voters vote for women equally as for men.

There are lots of ups and downs in politics as you are putting yourself on the line and sometimes you take defeats or set backs in a personal way which is a reality of political life. If you can get past this it will be alright. It can be hard on families. There are times for celebration and discouragement but the family is just a step away.” “ I think the day went well with lots of enthusiasm.”

White Cedar Pharmacy Purchases Thunder Bay IDA and Announces Expansion in Northern Ontario Thunder Bay, ON, January 3rd, 2014Today, White Cedar Pharmacy, a wholly owned subsidiary of Northern FN Health Care, announced that it has purchased Thunder Bay IDA, a pharmacy providing a broad range of pharmaceutical services, including specialized support to clinics operated by Ontario Addiction Treatment Centres (OATC).

The acquisition demonstrates Northern FN Health Care Services commitment to provide the very best health care services in the North. White Cedar Pharmacy currently supplies quality medicines and pharmacy services in Thunder Bay. This acquisition together with the alliance with OATC, allows White Cedar Pharmacy to extend its services to over fifteen communities in Northern Ontario and enhance its ability to more rapidly respond to the needs of its clients. As a result of the acquisition, White Cedar Pharmacy will be transformed into one of the most significant providers of pharmaceutical support services for addiction treatment in the

region and one of the largest dispensing pharmacies in Northwestern Ontario.

White Cedar Pharmacy Director and Managing Pharmacist, Anne Wray says; ”The acquisition of Thunder Bay IDA will reinforce the value we bring to our customers and our commitment to helping people on their journey to healing.

In addition to broadening our capabilities in Thunder Bay, White Cedar will be able to provide more timely and comprehensive services to remote and smaller communities. We look forward to working with all of our new clients.”

White Cedar Pharmacy opened in Thunder Bay in June of 2013, and head operations will continue to function out of its state of the art facility located at 125 Vickers Street South. While in the past there has been a focus on First Nations patients, White Cedar Pharmacy is committed to providing the very best services and care to all individuals.

Northern FN Health Care Services is a privately owned company with significant First Nations ownership. It is a provider of integrated health care serv-

ices with a particular focus on pharmaceutical services.

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THUNDER BAY BUSINESS FEBRUARY 2014

TBRHSC in Top Ranks for Design (Monday, January 6, 2014) – Nearly ten years after its construction, Thunder Bay Regional Health Sciences Centre (TBRHSC) is still attracting international attention for its innovative design.

“The scientific evidence is extraordinary that the built environment has a significant impact on peoples’ ability to heal as well as on (hospital) staff effectiveness.”

“As a patient and visitor to the TBRHSC, I am continually awed by the warmth of the environment which is a reflection of the outstanding design as well as the incredible care of its professional staff,” says Paul Carr, a former patient.

According to the Canadian Medical Association Journal, TBRHSC has been called “one of the most architecturally advanced hospitals in the world."

A few of TBRHSC’s awards:

TBRHSC recently made sixth place on a list of the world’s 30 most architecturally impressive hospitals and is the only Canadian hospital on the list.

The website http://onlinemastersinpublichealth.com is a resource for those looking for information about careers and education in Public Health.

“A new generation of medical facilities is changing the face of the hospital, literally,” according to the publication.

“These places take a more holistic approach to healthcare – one that takes the healing environment into consideration. As a result, the hospitals on this list may be more welcoming. While patient care remains their primary objective, many have put almost equal care into their clients’ surroundings.”

Andrée Robichaud, President and CEO of TBRHSC, says she is proud of the hospital’s continued recognition. “Our state-of-the-art facility not only contributes to healing and patient outcomes,” says Robichaud. “It has been and continues to be instrumental to our progress as an academic health sciences centre in terms of training the next generation of healthcare providers, hosting world-class research and recruiting and retaining top talent.”

Since its construction in 2004, TBRHSC has been featured in numerous newspapers, magazines and books, and even appears on the cover of Masterpieces: Hospital Architecture and Design (published January 2009). Last year, TBRHSC was featured in Wood in Healthcare, a case study highlighting wood use and green building aspects.

“Thunder Bay Regional Health Sciences Centre has been hailed internationally as a design benchmark that redefines the notion of a community hospital,” says Tye Farrow, senior partner at Toronto’s Farrow Partnership Architects, a successor firm of Salter Farrow Pilon Architects Inc., the Architects of Record.

“This facility raises public expectations for what healthcare environments should be: nurturing, human-centred investments in cultural and physical infrastructure. What is particularly notable is that ten years after the official opening, the design and the facility have proven to deliver exceptional value for money.”

While the primary focus is the delivery of excellent patient care, Farrow says a patient’s surroundings are important.

2006 Out of the Box Award, Architecturally Innovative Building, Building Magazine awarded to Salter Farrow Pilon Architects Inc. for creating a "humane health space."

2005 Royal Architecture Institute of Canada Award of Excellence for Innovation in Architecture awarded to Salter Farrow Pilon Architects Inc. Jurors cited unique adaptation of existing technology and the use of skylights to bring natural daylight to therapeutic areas.

2005 Ontario Association of Architects, Architectural Excellence Award awarded to Salter Farrow Pilon Architects Inc.

2004 Canadian Wood Council Wood Design Award awarded to Salter Farrow Pilon Architects Inc. for excellence and innovation in wood architecture.

2004 The Terrazo Tile and Marble Association of Canada recognized Thunder Bay Regional Health Sciences Centre as Project of the Year in their Hardsurface Awards for the terrazzo installation throughout the atrium space.

By Salter Farrow Pilon Architects Inc., of which Salter Pilon Architecture is a successor firm.