November 2012

TBT

Winner of Local Media Association’s 2011 award for Best Business Publication

diversity

WEConnect opens doors for women entrepreneurs Page 3

in conversation

Pan Am Games CEO Ian Troop talks about opportunities Page 13

TORONTO BUSINESS TIMES

November 2012

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www.torontobusinesstimes.com

Base your priorities on your goals, say experts Decide what the best use of your time really is SANAM ISLAM tbt@insidetoro=nto.com

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Photo/PETER C. MCCUSKER

Drawing inspiration

Patrick Hojjat, left, Jon Mahmoudi and T.M. Mahdi, representing online print shop Copeesh!, work with artist Gabriella Guo during Enterprise Toronto’s Small Business Forum Oct. 16 at the Metro Toronto Convention Centre. See stories and more photos from the day on page 12.

Growth financing: Show me the money Finding the funds to expand your business can be tricky IZABELA JAROSZYNSKI tbt@insidetoronto.com

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hen Marissa McTasney decided to switch career paths, entrepreneurship wasn’t necessarily what she had in mind.

In fact, the mother of two enrolled in a course to learn how to build houses with the intention of working in the trades.

Along the way she was inspired, as many true entrepreneurs are, to create a line of woman’s work boots when she couldn’t find ones to suit her needs.

The initial investment – an order of 30 pink work boots from a manufacturer in China – came straight out of her own bank account.

“It was a $1,000 expense,” she

‘Before you ask for money, go get the business. I’ve never asked for money based on an idea.’

– Marissa McTasney said. “I wanted the boots for myself and decided to sell the other 29 pairs.”

Although the initial investment was small, McTasney continued to pour in her own money as she grew her idea into a budding business.

Six years later, McTasney is founder and CEO of Moxie Trades, a company that sells a full line of workwear made specifically for women at more than 400 retailers across Canada.

During her years of growth, McTasney learned a thing or two about the business of money and the importance of building relationships with investors, lenders and potential business partners.

“Before you ask for money, go get the business,” she advised.

“I’ve never asked for money based on an idea.”

In 2008, she appeared on the CBC show Dragons’ Den to ask for an infusion of capital to take her business to the next level.

While she turned down the offers she received on the aired show, she later did broker an

agreement for $600,000 with thenDragon Brett Wilson.

At the time the deal was reached, it was one of the largest in Dragons’ Den history.

“Brett is still a partner in the business,” McTasney said.

“Business relationships have to be built on trust. Most of my deals are done on a handshake.”

McTasney said she includes her partners in every meeting and tends to “overshare” information.

“I’m always available, even when times are good,” she added.

“And I always tell the truth.

Maybe that’s why people have stuck by me.”

McTasney’s story of growth is an example of the success that can come from following your >>>funding, page 8

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hen it comes to prioritizing, most entrepreneurs tend to be reactive rather than proactive in the early days of their businesses – a trap they should avoid falling into in the long term, says Margaret Hachey, founder and executive vice-president of Duocom Canada Inc., an audiovisual solutions provider.

“Based on something that happens in the course of the day, we tend to focus on that rather than really having a plan and working on the plan,” said Hachey, who remembered doing the same thing at the beginning.

“Every time a customer called I would drop everything and go take care of that,” she said.

Hachey, along with Harp Gahunia, CFO at Virgin Gaming, which combines gaming with cash prizes, spoke about allocating resources in a case study discussion called “Priorities and Timing: What’s the Best Use of my Time?” during the Toronto Board of Trade’s SMB Exchange event on Oct. 9.

Hachey says everything you do in a day should be geared toward your ultimate goals. In her company’s case, as a sales organization, the main priority for Duocom has always been to increase sales. Therefore, the company invests in training its people and in looking after customers to achieve those sales.

“It all becomes part of your business plan. You have to look at what your objectives are and what your strategies are to get those objectives done,” she said.

“And then create an action plan.”

At Virgin Gaming, an action plan is created around the >>>create, page 12

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TORONTO BUSINESS TIMES - November 2012 - 3

d i ve r s i ty

Food contest shows Toronto’s diversity IZABELA JAROSZYNSKI tbt@insidetoronto.com

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hat do Japanese rice balls, Brazilian cheese buns and Jamaican coconut treats have in common?

Quite a lot, it would seem.

The entrepreneurs behind the three diverse foods were among the Top 5 finalists in Toronto’s first Next Great Food Product Contest, a competition designed

by Enterprise Toronto and the city’s economic department to showcase the talent of new entrepreneurs.

“We had 35 applications submitted for the contest,” said Michael Wolfson, a senior advisor for the Food and Beverage sector at the City of Toronto’s economic development department.

“As a result, we got a chance to meet 35 special individuals who all had very good products.”

Wolfson said the five finalists were selected because of the uniqueness of their product, the feasibility of their business plan and their ability to deliver a good presentation.

“It was hard to get it down to this five,” Wolfson admitted.

“Almost all of them were of this quality.”

Joining the three ethnic foods on the presenter’s stage for an entertaining two-hour event in a style reminiscent of

Photo/Joseph Howarth

Henrique Alvim, far left, is the 2012 winner of Toronto’s Next Great Food Product Contest. The judges, left to right, are John Mastroianni, Dufflet Rosenberg and Christine Cushing.

CBC’s Dragons’ Den were two gluten-free indulgent treats: a marshmallow-topped crispy treat and a frozen cookie dough.

Each presenter was given 15 minutes to pitch their product and business plan to the three experienced judges: Christine Cushing, a celebrated star in the culinary world, Dufflet Rosenberg, owner of Dufflet Pastries, and John Mastroianni, manager of Pusateri’s Fine Foods.

While the judges had positive things to say to each entrepreneur, they could only chose one winner. After a few minutes of deliberation, they awarded the top prize to Henrique Alvim’s Brazilian-inspired artisan cheese buns.

“Unique and delicious,” Rosenberg said of the winning product.

“Fantastic,” Cushing agreed.

“It would work great as an appetizer.”

While Alvim’s cheese buns won over the judges’ taste buds, his inspiring story won over the audience.

A carpenter by trade, Alvim immigrated to Canada nine years ago and spent most of that time perplexed at how hard it was to find a similar product in Toronto.

So he rolled up his sleeves and started making his own, using an old family recipe.

“My grandmother used to make large batches of these buns and we’d all spend time eating and conversing,” Alvim said.

“That recipe was passed down to my mom and now I use this same recipe.”

Naturally gluten-free, the cheese buns contain simple, wholesome ingredients, making them a healthy food, Alvim said.

Although the recipe is Brazilian in origin, Alvim plans to make them using as many local ingredients as possible. “I use Canadian cheese, butter and eggs,” he said.

Alvim’s plan is to sell the buns frozen as they taste best fresh out of the oven. He will initially target catering companies and corporate events but hopes to eventually see the product in specialty retail stores.

“My goal is to have repeat customers while acquiring new ones,” he said simply.

His goal may now be closer than ever. As winner of the

‘We have an amazing city with qualified entrepreneurs chomping at the bit to get their products (to market).’

– Michael Wolfson competition, Alvim will receive mentoring from industry professionals to get his product market-ready. In March, the buns will be on display at the Canadian Restaurant and Food Association trade show where the industry’s top buyers and marketers will have a chance to see and sample them.

Even though the other finalists left disappointed, Wolfson said the city’s economic development office will continue to mentor them on their road to market success.

“We have an amazing city with qualified entrepreneurs chomping at the bit to get their products (to market),” he said.

“All five finalists, and the remaining 30 who entered, will get assistance from myself and Enterprise Toronto.”

Keynote speakers share expertise WEConnect opens doors for women in business on growing and scaling back SANAM ISLAM tbt@insidetoronto.com

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eter Oliver, co-founder of Oliver & Bonacini Restaurants, and Rick Segal, founder of Fixmo Inc., are two entrepreneurs who successfully adapted to running businesses that dramatically differed in size from what Oliver and Segal were used to.

While Oliver grew his business from a small bakery with seven employees to 18 restaurants with more than 1,200 employees, Segal went from holding executive positions at large companies such as Chapters Online Inc. and Microsoft Corp. to starting a small enterprise.

Oliver and Segal spoke about their experiences and offered advice to entrepreneurs at the Toronto Board of Trade’s SMB Exchange event on Oct. 9.

n FROM SMALL TO BIG

In his keynote address, Oliver said attracting the best employees is important to a small business’s growth, as is attracting transformational people.

“They can take projects and transform them to operate at a higher level,” he said.

The most effective way for an organization to grow, however, is through employee engagement.

“If you want to get real engagement from every single employee, you have to engage leadership at the top,” Oliver said.

He said his partner, Michael Bonacini, can often be seen clearing out drains and fixing up patios. And Oliver personally conducts group orientation sessions with all new employees to welcome them and tell them how important they are to the company.

Oliver said they are also committed to ensuring employees succeed in their careers.

‘There was a time when I thought I could do everyone’s job better than they could. And, in fact, I’m now in a situation that everyone’s job is being done better than I could have done.’

– Peter Oliver Another crucial point to understand as a business grows is there are experts who are more competent than the entrepreneur at doing certain jobs, Oliver said.

“There was a time when I thought I could do everyone’s job better than they could. And, in fact, I’m now in a situation that everyone’s job is being done better than I could have done,” he said.

To make things run more smoothly and efficiently, entrepreneurs should be prepared to let others make decisions.

They should also ensure that appropriate systems and structures are in place to handle growth and prevent the business from becoming dysfunctional.

Oliver warned entrepreneurs against developing big egos as their businesses become bigger and successful. Rather, they should take criticism and strive to continuously improve.

They should also be financially disciplined as their businesses grow.

“People can rush off and take on risk and it can bring everything down,” he said.

n FROM BIG TO SMALL

When it comes to making the transition from running a large company to a smaller one, the biggest challenge is learning to do things yourself.

“The first thing you have to know is how to take out the trash, how

to find the toilet paper and how to go down and get stuff because in a little company you don’t have the infrastructure that large corporations do,” Segal said.

“It can be very jarring for people.

I’ve seen many people fail because they don’t realize they can’t just call the secretary or someone.”

Before starting Fixmo Inc.– a mobile risk management company – in 2009, Segal was a partner at JLA Ventures, a large venture capital fund.

Some of the small businesses he invested in were big failures, he said. This prompted him to create a list of his mistakes, which later helped him run Fixmo.

“The first rule from that list that I find amazing is to hire smarter people than you and get out of the way,” Segal said. “The number one mistake is that entrepreneurs hire dumber people than them because they’re afraid that that person is going to have a shot on them.”

At a small company, it’s important that entrepreneurs interview everyone personally because, unlike at a larger corporation, every person can affect the company culture, he said.

Small business owners should also ensure they keep a close eye on their payroll. “You can take a basic rule of thumb: take the total number of your payroll and double it and that’s the cost to your company,” Segal said.

MARIA TZAVARAS tbt@insidetoronto.com

Conference

When you own your own business, making connections to take it to the next level can be difficult.

For women entrepreneurs, it can be even harder to find those opportunities and connections to help them gain access to markets they otherwise may not have.

“It’s not a case of knowingly discriminating, it’s a case of not being found because typical networks wouldn’t necessarily reveal these companies,” said Betty Wood, WEConnect Canada, lead strategist, women business enterprises.

WEConnect Canada, a nonprofit organization in Toronto, aims to level the playing field by connecting women entrepreneurs to their 35 corporate members by providing women with the certification and training to successfully bid on the large contracts with these corporations.

“We’re focussed on helping women business enterprises gain access to markets and what we’re looking at is supply chains,” Wood said. “There are many quality women suppliers and given an opportunity they will win the business.”

Wood said that in Canada there are no compliance requirements for supply diversity with women, but what you’ll find are large corporations that want to include women-run businesses in order to diversify their supply chain.

“It’s a way for them to gain access to innovative and flexible companies that are quality suppliers, and so they are happy to do this for those reasons, let alone the fact that diversity is important to large corporations and they want to do it for corpo-

n WHAT: The 4th Annual WEConnect Canada National Conference “Opening Doors” n WHEN: Monday, Nov. 12 and Tuesday, Nov. 13 n WHERE: Toronto Marriott Downtown Eaton Centre Hotel, 525 Bay St. n DETAILS: “Opening Doors” is a national event that brings together women business owners, corporations and government representatives to network and do business. n TO REGISTER: www.esourceevent. com/register/register. aspx?EventName=WEC2012 rate responsibility,” she said.

Wood said WEConnect follows an international standard of certification; the business has to be 51 per cent or more owned, managed and controlled by women.

Then, Wood said an assessor will do a site visit to find out exactly what the company does, who are they selling to and who their targets are, as well as to verify the person or people who run the business are women.

Once a business is certified, Wood said it’s able to pitch to large companies that endorse supplier diversity initiatives.

WEConnect hosts two large events each year to help connect the women to corporate buyers, giving them the opportunity to meet with large distribution retailers that would align well with their products or services.

Wood said this opportunity is not only beneficial to the entrepreneurs, but also for the buyers because innovative products are typically found in smaller, diverse companies.

TBT

4 - TORONTO BUSINESS TIMES - November 2012

TORONTO BUSINESS TIMES

CONTACT US

Ian Proudfoot Publisher Marg Middleton General Manager Peter Haggert Editor-in-Chief Paul Futhey Managing editor warren elder Regional Director of Advertising Jamie Munoz Regional Director of Distribution VOLUME 11, NO. 2

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WHERE TO FIND TBT

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Editorial

Take advantage of Pan Am opportunities

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hen many think of the Toronto-bound 2015 Pan Am Games they have a loose understanding that it’s about sports.

Let’s tighten that up.

This is a $1.4-billion venture between multiple governments, providing world-class athletics, world-class exposure for the Greater Toronto Area, leaving behind a legacy of infrastructure in sport housing and scholastic facilities that simply would otherwise not have been built in these economic times.

This is a venture that will bring more than 250,000 tourists to the area and more than 10,000 athletes and officials.

There are 28 sports at the Pan Am Games and another 15 to be celebrated at the Parapan Am games which follow almost directly after.

There’s extensive opportunity for local and small business to become involved, and prepare for these games.

You’ll see our full-page interview with Ian Troop on page 13 of this month’s edition. Troop details how business can supply service to the games and lists potential opportunity.

But there’s also ample ability to make your own opportunity.

Troop believes these games will be intimate and friendly.

There will be opportunity for athletes to meet the public and a desire of the athletic community to be among the people – many of them, transplanted nationals from their own country.

This sets a tone and provides a huge opportunity for these games to build on the cultural side. Many of the fans and tourist attendees are from communities in the Americas where we have great immigrant populations already.

While Canada is of course the host country and home field, in many of these sports, where some of the sports are more actively pursued, an international crowd may bring excitement to sports we don’t generally regard as high profile in Canada.

There’s a great opportunity to provide goods and services that make international fans more comfortable as they visit this country – and help them understand what Toronto has to offer.

The organizers have also committed to making these games affordable and accessible to families. That in theory translates to the ability of more people in the Toronto community being

able to get out, participate in games-related events – and not have to spend all their money simply on venue tickets or perhaps high concession prices.

During the games themselves, there will also be three local audiences: 1) the sports nuts who will follow everything and anything sports related; 2) the curious who will show interest and support the games out of national pride; 3) the casual observer who may not attend even one sports event, but wants to soak up the atmosphere or at least understand what’s going on in their own backyard that’s getting all the attention.

All these audiences – local, national and international need to be served. As a small business, how will you reach out to them before, during and after the games?

The games are slightly less than 1,000 days away. If you don’t start planning soon someone else in your field will. Are you ready to let this opportunity go by?

Learn more about the games by visiting www.toronto2015.org It’s a big picture. It has huge economic upside for Toronto business. The questions is... where do you fit in that picture?

Column

Success stories offer chances to learn

I

t was my great pleasure to interview Canada Goose CEO Dani Reiss during the keynote address of the recent Enterprise Toronto Small Business Forum.

Engaging and passionate, Reiss offered his own fascinating story and provided helpful guidance for entrepreneurs.

What made the event was the deeply engaged audience.

Quiet throughout the conversation with Reiss, the questions from the floor at the end of the interview were succinct and on point. These entrepreneurs were engaged and eager for an event like the business forum, which provided seminars on a wide variety of small business topics.

Well done, Enterprise Toronto. n ’Tis the award season fast approaching and the Toronto Board of Trade and Toronto Association of BIAs are just two of the many groups in coming weeks to be recognizing the fine achievement of entrepreneurial members.

The stories of these award winners are always inspiring and always offer one, two or more tips on customer service,

EDITOR’S DESK

PETER HAGGERT process and pace of growth that can be adapted, adopted or rolled around by other entrepreneurs.

Next time you see a list of award winners, get to know the winning entrepreneurs through a congratulatory visit or a visit to their website.

You’re bound to pick up a tip or two that can help contribute to your own success story! n Enjoyed this month’s piece from Jody Steinhauer about top reasons small business owners should give back to the community.

What wonderful opportunities there are to share your personal management strengths, your expertise and your passion and build a better, more sustainable

community along the way.

The coming season is a time for reflection and a time when there’s enhanced need for the homeless, the lonely and the less fortunate.

There are many corruptions of an adage that suggest 20 per cent of the work comes from 80 per cent of the people. Now’s the time to join that 20 per cent.

Experience the satisfaction of giving to your community.

Make it a team-building exercise within your office or shop. Host your own event or fundraiser or join others ho have blazed a successful path ahead. Lead by example. n Have any creative ways to recognize staff this holiday season beyond the traditional Christmas or seasonal party? We’d love to hear about them. Exciting, different, community-contributing, we’ll take them all and we’ll feature some in the next edition of Toronto Business Times. The email address is below. n Peter Haggert is editor in chief of Toronto Community News.

He can be reached at phaggert@ insidetoronto.com

Opinion

Lessons in the workplace: recognize and apply I n my teens I worked a couple of summers as a produce clerk at a mid-sized grocery store.

As jobs go, it was fairly straight-forward: make sure there’s enough product available for customers, clean and prepare certain items for display, and get customers the help they need.

It’s funny what we remember from those experiences and how they affect us down the road.

For me, more than 15 years after I wore that clip-on tie for the last time, I still remember going through the orientation of the building and meeting the workers on my first day. It was the store manager who took me around.

And here’s what stood out: the manager was very clear with me on that orientation to not be afraid to ask questions, even if it was on something that I’d already been given the information on.

He said it more than once, in fact.

Personally, I really appreciated that. When you’re introduced to a new job with specific routines, you don’t assimilate all the information immediately. It can take a bit of time. Having that reinforced made me feel just a little more comfortable on the first day.

And here’s the thing. Now that I’m in a position of working with new hires, I try to convey the same, secure message: welcome aboard, I’m here if you have any questions – even repeat ones!

I know, this is not a profound, earth-shattering message, but it’s one worth repeating: when

NOTEBOOK

Paul Futhey you’re in a position of authority, a position of leadership, what you say and what you do matter.

You’re being observed – by your colleagues, your direct reports and your customers.

It’s safe to say that store manager knew this on some level – and people respected him for it.

A couple of quick examples: Let’s say we were stacking skids in the back and he happened to be around. He’d be the first guy to pitch in and help us out.

Customers at the check-out would regularly see him helping bag groceries if things got hectic.

There’s nothing wrong with leading by example.

It’s not the only effective way to lead, to be sure, but there’s a lesson: If you can’t – or won’t – show you care about your own business, how can you possibly expect anyone else to? n Paul Futhey is the managing editor of Toronto Business Times.

His Notebook column appears monthly. He can be reached at pfuthey@insidetoronto.com

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The Toronto Business Times Forum is designed to discuss issues of importance to small business in Toronto. This is a place for ideas and to discuss questions of mutual concern.

TORONTO BUSINESS TIMES - November 2012 - 5

op in ion Each month, Toronto Business Times solicits opinions from experts on a question of relevance to the small business community. This month’s question: What advice would you give a small business owner setting up a booth at a trade show?

Create a buzz at your booth Organize for a successful trade show H P

ow exciting for you that you’re doing a trade show. It’s a chance to showcase your business and meet people, specifically clients and prospective clients.

As a business coach I would like to share a few things I have experienced over the years.

1) Planning and alignment of your objectives with your marketing plan Planning is the first thing for you to take on as you sit down with your marketing plan and review all the work you have already completed.

Make sure you are up to speed with clients’ needs, wants and preferences and be prepared to test and/ or strengthen that understanding. Ensure your trade show objectives align with the value your clients care about, your budget and your company brand.

2) Preparation is the key Make sure you are crystal clear in terms of your value proposition and how you and your team are going to communicate with prospects.

I can remember my first trade show at BMO when organizers had my team prepare for about four hours prior to going into a full-day training and afterwards the value was obvi-

business coach toronto

mike bradford ous to all. Make sure your people are prepared with scripts, open questions to ask and comfortable on how to use your promotional tools.

What products/services are you going to feature to build and/or deepen relationships? What material and giveaways fit with the message you want to project?

As a coach, I love using rolling video of client testimonials, and offering draws for free consultation (stated with a dollar value). It is consistent with my overall marketing and deepens the relationship with the prospect.

However, each business is different and there is no answer that fits everyone, so you need to come up with yours.

3) Buzz at your booth The third thing you want to do is create a buzz.

There are a number of fun things you could do here to keep the energy high for visitors and keep your people engaged.

You might want to consider bringing your

staff into a brainstorm session and create a number of ideas. For example, I know one company that regularly partners with a retired NHL goaltender leveraging a friendship a staff member had (hint: he won the Stanley cup for Toronto Maple Leafs in ’67). This personality helps create a buzz and it has worked very well for them for many years.

Keep within your budget but arrange and set up something that fits with your brand, such as a promotion, a giveaway or a discount.

And make sure you create a list of your prospects/clients, make contact with them and promote the event as this will be a friendly audience that all of your new prospects will notice and appreciate.

Trade shows are a great way to re-energize your team, your marketing program, and deepen relationships with clients/ prospects. Sales growth is always rewarded with a great trade show so have fun with it. n Mike Bradford is a “recovering banker” and founder of Business Coach Toronto, http://businesscoachtoronto.ca/, a firm that provides coaching and promises measurable business results.

Prepare for maximum impact

T

he idea of participating in a trade show is always exciting.

There’s only one small problem: you’re never really quite sure where to start.

A trade show is a great opportunity to showcase your offerings and network with the right audience. If you plan well and implement skillfully, the returns can far exceed your expectations.

Here are some important things to keep in mind when preparing for a trade show: Pre-Production: • Always define your trade show KPIs: Identifying your target demographic plays a big role in the success of your trade show display.

Carefully consider who your potential clients are as well as key industry contacts.

• Study previous trade shows: Looking at old reports will give you an idea of the usual vendors in attendance, your competitors, statistical results, the demographic of visitors, etc.

• Pick the right trade show: Different trade shows are held for different reasons. Make sure you understand, at the outset, the purpose for this particular show. Does it make business sense for you to be seen and heard at this show?

• Initiate a launch plan:

power up

liana ling Use online news releases and social media to get the word out and invite people to your booth. Be creative – think about how you can utilize print, the Internet and mobile marketing to connect with prospects.

Production: • The runner: It’s the big day and you’re nervous and excited. Appoint a runner, because you will most likely forget something and won’t have time to run around for it.

• Make your booth stand out: Whether you decide to use bright colours, a catchy banner or something classy is up to you, but set up an attractive booth. Keep it simple, yet powerful. Tip: chocolates and mints work well – no need for fancy, expensive giveaways.

• Your station: Try to book a booth near the water-cooler/refreshments area or in a corner where you will get the best foot traffic.

• Lights, camera, action: Take plenty of photographs. You can use these in your newsletters, and add them to your blog and website.

• Presentation: A winning smile, confidence and creativity are elementary

to a successful trade show.

Make sure you are always standing in front or outside your booth. Visitors find it harder to walk away when you are in their face. Try conducting a fun contest at your booth and attempt to truly connect with your visitors.

Post Production: • A follow-up for the win: As a small business owner, time spent at a trade show leaves a pile of work for you at the office. Don’t assume that once the show is over, your work there is done. You need to follow up. Write out a report while it is still fresh in your mind – a few pointers that will help you next time around.

• Nurturing relationships: Prepare a post-show email to the new contacts you made at the trade show. Quality communication and lead nurturing can go a long way towards conversion and sales in the future.

Most importantly, be realistic. Weigh your options and set a goal your team is actually capable of achieving. Don’t try to bite off more than you can chew. n Liana Ling is president of Power Up Strategy Inc. She helps business owners build their ideal business.

Liana brings her passion and a wealth of experience to her clients as a lawyer, entrepreneur and marketing and social media expert.

reparing for a successful trade show involves an immense amount of work.

Carefully consider the following:

n Who is the typical event attendee? Does the event complement your brand? Does it incorporate a geographical area you are prepared to support? n Set a budget and stick to it. n Will your booth theme include overall company products or would you specialize in one or two items and upsell from this event?

Can you support the possible influx of customers physically and financially? n Investigate the area.

Are there any restrictions?

How is traffic or parking?

Is there transportation? n What time commitment is required of you and your staff?

After that, you would: n Speak to the event organizers. How many attended last year? What is the usual traffic flow in the facility? What booths are available in relation to the entrance, exit, food areas and facilities?

Does each exhibitor have a major donation or giveaway? Ask about hotels: is there an event preference?

How are they advertising this event? What is the previous percentage of return exhibitors? How many years has the event been repeated?

Will there be an exhibitor floor plan? Is there Internet access? Is the location carpeted? How accessible is your booth from the loading docks?

talbot

mary jane pickersgill

Do you require dollies or a cart? Consider packing in stackable tubs or bags with wheels. n Create a colour theme, include items like table covers, backdrops and signs; consider your logo colour in planning the display and make it bright, friendly and inviting. n Will your event staff wear professional attire? n Think about electricity and lighting. If lights are unavailable, consider purchasing some to clip to the top of the backdrop.

Purchasing facilities may be closed or not easily accessible, so pack cords, power bars and a container for garbage. n Draws can be advantageous for a potential customer list, but does this suit your product/brand?

Will a business card be a possible customer? A contest is always an advantage, especially if it brings people to your booth twice. n For handouts consider something useful with powerful visibility after the trade show. Know the quantity you require and remember your budget. n Have cards that are easy to complete for your visitors to fill in for future contact and a place to put the card. Alternatives include a guest book or a journal where leads are secure.

Have a stapler and pens available. Pack your business cards with the display.

n Create excitement beforehand. Send current customers and prospects an email invitation.

Consider doing some research to include possible prospects, local politicians and purchasing agents. n Have literature available in a convenient location. Most people use bags that have great visibility after the trade show but remember, Toronto laws will soon restrict plastic bags. Consider the environment. n Set up the display beforehand and take pictures to ensure easy set up. Have your staff view it. Your representatives should be knowledgeable about it. n Make sure you are telling the story needed to produce results. Do you have an upsell to a basic product available? Show co-ordinated items – sell two, not one. n Make sure your staff members greet your visitors with eye contact, a firm handshake and a smile. n Create a schedule for staff breaks. A tired representative is not effective. n Make sure your staff have time to visit other exhibits. Befriend a competitor – it may also produce a potential customer.

Finally, take time to enjoy the event. n Mary Jane Pickersgill has participated in a variety of trade and safety shows, including the Human Resources Professionals Association’s annual conference and trade show in Toronto.

Make your booth attractive and inviting to trade show delegates

T

rade shows and conferences are a successful way to meet targeted people in your unique field.

The decision to exhibit can be exciting but clearheaded decision-making is important. Here are a few guidelines to consider. n The decision: If you decide you would like to exhibit at a trade show, I would suggest the following before you commit to booking: 1. Google search blogs on opinions by exhibitors or delegates from previous shows.

2. If possible, visit the show first to really evaluate if the trade show is best for your business. n Costs: A booth at a show can be very expensive, so create a cash flow and list the costs: pipe and drape, electricity and insurance, as well as your basic booth fee.

Bring extra equipment, if the show management allows it, such as electrical power bar and extension cord, carpet, light fittings,

art for all

sheila J. Mitchell moving dolly. n Business cards: These are essential for every event. Make sure you have professional quality, easily-read business cards that are available to delegates. n Signage: Make simple, easily read signs with your name, company name, telephone number, email and website. n Presentation: When you decide that you will book, seek the smallest booth possible; a corner booth can be more expensive but it allows you to have wider access onto your booth.

Delegates enter your booth when the booth looks inviting: 1. A chair for the delegate will encourage them to stay longer.

2. The way you look

also is important, so dress appropriately for the industry; informal does not always work well in a financial or business show.

3. Have an online computer demonstration or running presentations during the show. n Meeting the delegate: 1. Certain body stances are uninviting, so no crossed arms. Also, sit on a high stool to help you look people in the eyes.

2. Ask a question – don’t assume you know: • What are you intending to achieve by visiting the show today?

• What is most important for your company? n Security There is almost always security at trade shows, but I advise that you take your valuables home at the end of each day and keep them out of sight during the show. n Sheila J. Mitchell is executive director, Art For All Canada Inc., a business that creates public art shows and events for artists.

6 - TORONTO BUSINESS TIMES - November 2012

op i n i on

Resilience is the habit of success Using play as reward for work I A

t is often said that going into business for oneself is not easy, or everyone would be doing it.

What makes the difference in winning or losing in business? Some may say is it simply luck or lots of planning, or lots of money, or great connections. And success in business can be the outcome of any or all of these.

But what you will find as a common thread in all business success stories is not how an entrepreneur handled the greatness of success, but how they moved passed the lows and the challenging times in their business.

Society and humankind is innately interested in an underdog story. We are fascinated by how people handle the tough situations. How do people get through the hard times in their lives and business?

How do they make the right choices in a challenging situation? How do they survive the bad times and live to tell?

The concept of “mental toughness” or plain old resilience is the simplest explanation. Business people who exhibit these traits and characteristics seem more able to make it through difficult circumstances with their sense of self intact.

There is much debate about whether resilience is a learned or biological trait. While some people

Coach’s Corner

Sonia Byrne come from families that have overcome difficult circumstances or have a history of mentorship in business, most of us develop resilience over time – and that resilience developed through increasing our self-awareness.

common keys Here are three key things that resilient people have in common: • Resilient people don’t take things personally.

When difficult issues come up in business or their personal lives, they are able to take the viewpoint that the situation is happening in front of them and around them, but it is not necessarily happening to them.

Taking this perspective allows an individual to retain some semblance of choice, even when faced with limited choices.

As long as a situation is viewed as external, it can be addressed with a level of detachment that can allow the observer to make logical choices

rather than spiralling down into the emotion of the situation.

• They view challenges as opportunities. When things don’t work out as planned or they are met with unexpected circumstances, they look at what can be done differently and what can be learned in an experience.

And, most importantly, they remain solutionfocused in a crisis. Digging into the “rights” and “wrongs” and the “how’s” keeps participants in the past. Focusing on solutions can change the future.

• Resilient business owners capitalize on change. If change is a constant, why are we so surprised by it when it comes our way? It can be a signal to look at a situation, process or procedure in order to consider alternatives.

Could this be a time to take on a new product, investigate partnering on an initiative or make a change in manpower or other resources?

Making a habit out of the above three activities will increase your mental toughness in handling difficult situations and keep you focused on actions that will encourage the development of resilience in your business thinking. n Sonia Byrne is a business and life coach. She can be reached at www.soniabyrne.com

couple weeks back, I got into a heated online debate with an acquaintance of mine from years back. She’s a university lecturer, working at a British college.

It was, by all accounts, a ferocious dispute. We were arguing over whether the process of “gamification” was a good thing to engage students in the process of learning. She was opposed to the idea. I was definitely on board.

There was a certain irony in our discussion being on Facebook, of course. Mark Zuckerberg’s billion-member-strong social network may be the ultimate example of a gamified environment, where tasks are almost always done with implicit rewards of comments, ‘Likes’ and new friends.

So what the heck does gamification mean?

In a nutshell, gamification refers to using aspects of a game-like environment – whether it be quests, virtual badges for completing a task, virtual currency or electronic “rewards” – in a nongaming context, like work or school.

Setting up a gamified environment to accomplish specific tasks works on the principle of what author Jane McGonagall calls fiero – a mechanism of intrinsic reward. The author of the best-selling book Reality Is Broken, McGonigal argues that

TECH TALK

GREG HUGHES gamification is not just important for individual happiness, but may be the key to engaging young people in new and specialized ways.

Here’s an example: let’s say you’re a business manager who has hired a new employee. This new member of the team is young and highly connected, often using applications like Facebook, Twitter and Google+.

As a manager, you need to make them feel part of the company, but you’re looking for a way to engage them on their terms. Enter gamification, where, as an example, companies are now renting gaming consoles to play entire video games together. The benefits are obvious: gamification fosters a sense of unity, team building and speaks the language of the digital workplace.

Of course, this idea can be polarizing, as the debate with my professor acquaintance demonstrates.

The idea of gamifying

places like an office or classroom seems strange, even scary to some people.

We associate gaming with fun and playing around, not the professional work world or a studying environment. Some folks might argue that “not everything in life is fun” and there are a lot of things we have to do because society demands it, not because we want to or not.

Still, gamification is catching on with forwardthinking organizations looking to engage and retain young workers.

It’s a trend that’s been a long time coming, given that young people – a generation that’s grown up online – do so much of the daily activities through the Internet. The net’s sometimes-spastic, fluid interfaces encourage a specific kind of thinking; digital processes have a fundamental impact on how we think and how we work.

Because of this, employers, teachers and even governments will need, over time, to adapt to the demands of a generation used to a digital lifestyle.

These kids are used to getting digital feedback on everything. It will become expected even in the workplace. n Greg Hughes is a writer, editor and Web 3.0 junkie.

Follow him on Twitter at ghughesca

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The Town also has something truly rare: low taxes and available business properties.

And as you grow your business you and your employees can grow your families in a community that offers small-town warmth and all the amenities and services you want.

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How owners ‘built’ their business My own equity/funds/assets Business loan from bank Personal loan from bank Personal loan/equity from friends/family Financing from original owner Leasing BDC Other Angel investor Proceeds from sale of another business Venture capital financing

67 47 30 25 11 9 6 4 4 2 2 % response Source: CFIB

Funding small business dreams not always easy >>>from page 1 dreams. But, as many small business owners know, getting the funding to do that isn’t always easy.

Doug Bruce, vicepresident of research at the Canadian Federation of Independent Businesses (CFIB), said entrepreneurs typically exhaust their own resources first before considering borrowing from others.

“We do a lot of surveys and one of the questions we ask is how do you as a small business owner build your business. The number one answer is by using our own money, our own assets,” he said.

“When the business is profitable, many chose to reinvest that money into the business instead of paying themselves.”

But when entrepreneurs reach an end to their personal resources or, like McTasney, grow so quickly that an infusion of cash is needed, where can they go for help?

Bruce said the most

popular place to borrow money is still the bank.

“Banks call these loans by different names depending on how big the loan is or whether the business is incorporated or not, but essentially they are the same.”

Term loans are the most basic and are reminiscent of a mortgage; an amount is loaned and a fixed or variable interest rate is applied to that figure for a set number of years.

Other options from a bank can include a line of credit (interest is only paid on the amount used) or overdraft protection (which can extend cash flow at the end of the month when payments are due).

For those who wish to avoid using financial institutions or who were turned down for a loan, options are limited.

“Some can get money from friends and family.

We call that love capital,” Bruce said. “But I advise that it is done in a formal way with a fair rate of

return for the investor.”

Other lending methods, such as money from angel investors or venture capitalists, don’t often apply to small businesses.

“Angel investors will find you, you don’t find them,” Bruce said. “These are wealthy individuals looking for a good investment.”

Venture capitalists are looking for a good investment, too, but with other people’s money.

“They play a very minor part in lending to small business,” Bruce said.

Whichever way entrepreneurs chose to fund their business growth, Bruce cautioned against making the most costly mistake: asking for too much money.

“Nothing is free and if you ask for too much, you will end up paying the price for that in higher interest payments and a lower rate of return,” he said.

“Ask for a sufficient amount, but not more than you realistically need.”

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N e w s a nd N ote s HONOURED OBSERVED WHAT: Toronto businesses recognized with bicycle-friendly awards DETAILS: The City of Toronto honoured six businesses as recipients of the 2012 Bicycle Friendly Business Awards on Oct. 11.

The awards pay tribute to businesses and organizations that demonstrate leadership in encouraging cycling by employees and/or customers. These businesses are helping to promote the bicycle as a sustainable form of transportation.

Among those recognized include Intelliware Development Inc. (Best Bike Parking), Patagonia Toronto (Bicycle Commute), Not Far From the Tree (Best Small Business), ING Direct Canada (Best Large Business), Evergreen Bike Works (Best Skills Development) and Energy@Work (Best Overall).

Staff photo/Dan Pearce

Small Business Week

RANKED

Ed Fast, centre, Minister of International Trade, and Brad Duguid, Ontario Minister of Economic Development and Innovation, are joined by Dan Kelly, far left, president of Canadian Federation of Independent Businesses, to get a close look at the shoe making process at Mellow Walk Footwear near Keele Street and Lawrence Avenue to kick off Small Business Week Oct. 15.

WHAT: Schulich School of Business ranks worldwide for its MBA program.

SURVEYED WHAT: Bank of Montreal Small Business Confidence Report DETAILS: The inaugural BMO Small Business Confidence report, released Oct. 4, found 72 per cent of Canadian entrepreneurs are confident in their business prospects and the state of the economy, though that number

is lower in Ontario (67 per cent).

When it came to other items in the survey, 68 per cent of Ontario’s small business owners described their year to date (2012) business performance as either ‘excellent’, ‘very good’ or ‘good’.

That compares with a 71 per cent national average.

In terms of the outlook for 2013, 57 per cent of Ontario busi-

ness owners surveyed believe next year will be a better year for their business. That compares with a 56 per cent national average. Fifty-one per cent of Ontario businesses believe their business prospects will grow in 2013 (compared to 50 per cent nationally).

The report was conducted by Pollara Strategic Insights using a sample of 500 business owners.

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Schulich was the top-ranking Canadian MBA program in the survey, fifth in the world among non-American schools and 12th among all North American schools.

As part of the survey, Schulich was ranked first in the world in the category of recruiter diversity.

Barb and Doug Bower

HONOURED WHAT: Kwik Kopy Franchisee of the Year Award DETAILS: Doug and Barb Bower, owners of Kwik Kopy Design & Print Centre in Don Mills, were recently selected as winners of the company’s Franchisee of Year award at the company’s national conference in late September.

The Bowers were recognized for their commitment to the business, the hard work of their team in delivering on their promises to customers and their commitment to the community with several volunteer efforts.

The Don Mills franchise is one of 62 ‘franchise centres’ in Canada.

Do you have an item for this section?

Email

tbt@insidetoronto.com

Thinking of starting your own business?

Join us for a Free Information Session Tuesday, October 23 at 10 am Latvian Centre, 4 Credit Union Drive (corner of Eglinton) or Tuesday, October 30 at 4 pm Ashtonbee Campus-main auditorium 75 Ashtonbee Road (corner of Warden) Are you: • Eligible for, or collecting, employment insurance (EI) benefits?

• An unemployed “reach back” client who received EI benefits within the last 36 months (60 months for those recipients of maternity/parental benefits)?

If so, you may be eligible for the Ontario Self-Employment Benefit (OSEB) 42-week program, which includes: • Comprehensive business training • Practical advisory assistance • Income support

For more information about OSEB, visit us online at centennialcollege.ca/coe, call us at 416-289-5000 ext. 8585 or e-mail us at entrepreneurship@centennialcollege.ca.

Employment Ontario programs are funded in part by the Government of Canada

10 - TORONTO BUSINESS TIMES - November 2012

l i s te d ADVERTORIAL

Top 10 reasons small business owners should be giving back

J

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Universal’s back-office accounting and bookkeeping services help you unchain yourself from the calculator by providing a full range of accounting services under one roof.

“We provide bookkeeping, accounting, and tax filing. Plus, storage of the documentation

the file as well,” says Jain.

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ody Steinhauer is the president and CBO (Chief Bargaining Officer) of the Bargains Group, an award-winning Canadian discount wholesaler of promotional products.

An innovative social purpose business and champion of corporate social responsibility, the Bargains Group founded Project Winter Survival and Project Water, two programs that benefit the homeless, and Give Back Where You Live.

Recently named as one of Canada’s top 100 female entrepreneurs by PROFIT Magazine and Chatelaine, Steinhauer lists her top 10 reasons small business owners should give back to the community: 1. Good for the body and the soul Knowing that you’ve helped make a difference can increase self-esteem.

Research has also shown giving back has health benefits.

Potential hires are attracted to businesses that practice corporate social responsibility.

4. Leveraging skills and services Giving back doesn’t have to be a monetary or product donation. Not-forprofits also require volunteers for much-needed services you may promote within your own business.

You aren’t just donating your time, but also your expertise.

5. Learn new skills Being involved in a cause provides ways to practice new skills. Junior staff can take on tasks that allow them to practice leadership and planning skills.

6. Provides opportunities for new business and growth Giving back can open many doors to new business development. It also strengthens existing relationships with clients, suppliers and members of your community.

2. Employee engagement Engaging your employees in a cause marketing initiative provides an exciting opportunity to bond as a team and strengthen loyalty among staff.

7. Lead by example As a business leader, it’s important to set an example in your community. Your efforts will be recognized.

3. Competitive edge

8. Bragging rights

Social responsibility goes hand-in-hand with corporate culture, so include it in your mission statement. Let your clients and other stakeholders know you’re involved.

9. Beneficial to the economy The more the business community can give back to the not-for-profit sector, the more sustainable nonprofits can become.

10. Giving back makes good business sense There are many charitable causes that rely on donations, volunteers and other types of support. As business leaders, we can make a difference by providing assistance where it’s needed.

If you are a business looking for opportunities and ideas on giving back, email jodys@ bargainsgroup. com

Jody Steinhauer

n Listed is a monthly feature in Toronto Business Times.

TORONTO BUSINESS TIMES - November 2012 - 11

g ood wor k s

Rogers Youth Fund ‘raising the grade’ for young people The Rogers Youth Fund launched the Rogers Raising the Grade program last month, designed to provide young people with the skills, tools and opportunities to help them excel academically.

Rogers Raising the Grade is an interactive after-school program delivered by the Boys and Girls Club of Canada that allows youth to explore interests, receive homework support, connect with mentors/ tutors, interact with peers, increase their digital literacy, and plan for post secondary education.

Locally, St. Alban’s Boys and Girls Club on Palmerston Avenue has also received a new, state-ofthe-art Rogers Raising the Grade Technology Centre as part of the program. The grand opening took place Oct. 11.

n bioped helps the needy

Staff photo/Dan Pearce

Dulux brightens lives

On Oct. 17, the BioPed clinicians and staff in Toronto and across Canada opened their hearts to chil-

Maureen Asada, a volunteer from Dulux Paints, helps brighten a room at Dr. Roz’s Healing Place in Scarborough with fellow volunteers from the company. Using 60 gallons of paint, dozens of volunteers refreshed rooms at the women’s shelter, as part of Let’s Colour Week, a global initiative supported by Dulux.

Safety first Lancelot Khan, left, sets up a car seat for Laura, Juan and Rylin Monegro, 2, during a child car seat installation clinic held recently at Old Mill Cadillac Chevrolet Buick GMC in co-operation with Wee Welcome and the Baby Car Seat Experts.

Photo/NANCY PAIVA

dren and adults in need through the company’s goodytwoshoes foundation.

The company created the goodytwoshoes project in 2011, aimed at improving the quality of life for the less fortunate in our communities.

In co-opera tion with T he Salvation Army, BioPed pedorthists and support staff spent the day at shelters across the country where they distributed shoes and socks to those in desperate need.

n Giant Tiger stocks up

In an effort to avoid stock depletion in community food banks, Giant Tiger stores ran a fundraising campaign from Oct. 1 to 14.

The company, which has three Toronto locations, wants to help keep shelves filled in order to support the demand for food.

Giant Tiger is also encouraging other companies to do the same to help their local food banks.

Pet Valu helps homeless cats

Share Your Good Works with TBT readers

Braveheart, a Siamese domestic short hair cross, was one of the cats available for adoption during Toronto Cat Rescue’s adoption drive at Pet Value on Lawrence Avenue West in North York.

Adoptathons were hosted at seven Pet Valu stores over the Oct. 13/14 weekend and Toronto Cat Rescue reported on its website that 37 adoptions were made at the host stores.

Email details of your business’s charitable deeds to tbt@insidetoronto.com

Staff photo/Nick Perry

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busin ess NEWS

Create a schedule to fulfill priorities >>>from page 1 founder’s vision, and five or six key metrics measure whether the company is getting closer to that vision through various tasks. The tasks are prioritized based on whether they help to exceed the metrics that are being targeted.

“Sometimes prioritizations change if there are things that are immediate or there’s a fire that needs to be put out. Certain things get put on hold,” Gahunia said.

He said his team also has the ability to shut things down or accelerate in a certain area if things are going well.

“As a startup, it’s all trial and error,” Gahunia said. “We’re going to put our bets on certain things. Then we monitor them closely to say we need to do some tweaking. I think prioritization is ongoing in real time.”

That being said, generally speaking, the biggest priority for his company is customers and their user experience. Platform capability and meeting partner expectations are also key priorities.

The trap is allocating too many resources to too many priorities, Gahunia said.

“One of the main signs of this happening is you’re continuously not able to meet deadlines.

Metrics aren’t improving and you’re constantly pushing back because you’re not able to keep up.”

At that point, you need to scale back because you can’t do everything at the same time, he said.

To manage priorities, entrepreneurs need to have good time

Elevating business to the next level At top, Wave Accounting’s Sara Rosenfeld, left, Brooke Aguanno, Sarah Stockdale and Jenn Faya do the wave during the Small Business Forum Oct. 16 at the Metro Toronto Convention Centre.

Above left, Gabriella Johan works in the Digital Zone at the forum.

At left, Marketing CoPilot CEO Marie Weise leads the ‘Find Customers – Keep Customers’ workshop during the forum. Above, Toronto Board of Trade manager Gifford Robess, left, along with member services managers Dil Mathauda and Jacob Cal attend the Small Business Forum, which offers a chance to gather with 2,000 fellow entrepreneurs, and learn from some of Toronto’s most successful entrepreneurs and accomplished business support professionals.

‘Sometimes it’s important to book a meeting with yourself.’

– Margaret Hachey management skills. Using a calendar or software to create a schedule can be helpful.

“Sometimes it’s important to book a meeting with yourself.

Schedule an hour where you will do what’s required, whether it’s planning or finishing a report,” Hachey said.

It’s also a good idea to delegate and have a reporting protocol in place.

“When you delegate a task, your employees should come back to you with a report, which will give you comfort that it’s being done correctly,” Hachey said.

In addition to implementing time management strategies, entrepreneurs can use timesaving tools such as video conferencing software and online collaboration programs, she said.

At Virgin Gaming, emails are categorized based on conversation topics, cloud-based to-do lists are shared with team members, and staff use a software that allows them to post updates about what they’re working on in real time, Gahunia said.

Photos/PETER C. MCCUSKER

E-commerce a popular topic at Small Business Forum IZABELA JAROSZYNSKI tbt@insidetoronto.com

The time for e-commerce in Canada is now.

That was the message delivered

by Shop.ca CEO Drew Green to a group of Toronto entrepreneurs at the Small Business Forum on Oct. 16.

“It truly is the year of e-commerce in Canada,” Green said. “It is a $22 billion market...that’s an enormous consumer market.”

According to Green, whose company is one of the largest online shopping sites in the country – 14.2 million Canadians will shop online this year.

The average consumer will spend $1,400 annually, second only to South Korea as the highest amount

of any country in the world.

While the opportunity for entrepreneurs is big, jumping into the online marketplace can be a daunting task.

“Getting started in e-commerce is hard,” Green acknowledged.

online presence With 15 years of experience in digital media and e-commerce, Green knows first-hand the challenges faced by those who try to create a business presence online Green said the major frustration for small business owners is not knowing where to get started.

Issues around hiring additional personnel to deal with online business transactions and customer service, marketing the business,

set-up and operational costs are all a cause of concern for already busy entrepreneurs.

Those issues were echoed by audience members, whose questions ranged from the general (how to set up an e-commerce site) to the more specific (how to turn visitors into buyers).

Green says small business owners can choose to create their own site to sell products or they can partner with marketplaces like Shop.ca – or both.

virtual mall Shop.ca, which is partnered with Metroland Media Group (publisher of Toronto Business Times), acts like a virtual shopping mall, allowing visitors to buy content from multiple stores and checkout just

once.

Businesses that choose to enroll with Shop.ca receive 85 per cent of the cost of their goods and are paid twice per month, Green said. The remaining 15 per cent is retained

by Shop.ca for services.

E-commerce was one of the popular seminars attended by entrepreneurs during Enterprise Toronto’s Small Business Forum.

Approximately 2,000 attendees from existing firms and new businesses came to the forum to learn from the experiences of others, like Green, and network with other entrepreneurs.

To learn more, the Government of Ontario publishes handbooks on e-business and e-commerce.

Visit www.ontario.ca/economy to download a free copy.

TORONTO BUSINESS TIMES - November 2012 - 13

i n c on versa tion: IAN TROOP

Opportunities abound with Pan Am Games T

We encourage people to do their homework, to look at our website – the information is there – and to register the business.

oronto Business Times sat down with Ian Troop, CEO of the organizing committee for the Toronto 2015 Pan American and Parapan American Games, to discuss opportunities for small businesses before and during the 2015 event.

The Pan American Games are comprised of all Olympic Summer Games sports, as well as traditional Pan American sports, while the Parapan American Games are comprised of the majority of Paralympic Summer Games sports.

The Toronto Games will draw more than 10,000 athletes, coaches and team officials and feature 51 sports in municipalities across the Greater Golden Horseshoe area.

The Pan American Games will take place July 10 to 26 and the Parapan American Games Aug. 7 to 14.

Q What opportunities are there for small businesses while the Games are taking place?

A It comes down to a couple

Q First off, tell us about your role as CEO of the organizing committee for the Pan-Am Games.

A As CEO, I’m leading the organi-

zation which delivers the Games, delivers the Games on schedule and on time and creates that experience that makes this be a real transformational event for our community.

As I look at the three ways I add value at this point, one is to ensure our venues are tracking along, that we’ve got them defined, we’ve got the scope, and we’re moving along on budget and starting construction in ’12 to make sure we’re ready to go in ’14 for test events.

Make sure that those venues, which are $700 million, are tracking along on time, on budget.

The second part of this, for me, is to look at sponsorship. We’ve got $100 million in sponsorship to raise, working with the business community to attract them, using Pan-Am Games as a businessbuilding device that can build their brands. With three years out, we are about twothirds of the way to our goal, so we are in pretty good shape with that.

The third part of this, I think, is a classic case of leadership around setting a vision about what we want to accomplish, what does it look like when it’s done well, the event itself, the legacies we leave, and then hiring the organization that will make that come about.

I was Employee One back in February 2010 and now we’ve got 110 and by Games-time we’ll be in the 370 to 400 range of full-time employees, so making sure we have a defined culture, how we’re operating in a way that will allow us to deliver the type of event which engages our community.

Those are probably the three areas I spend the bulk of my time.

As CEO, I’m also working with our partners. We’ve got three levels of government, and we’ve got our sponsors involved, and it falls on me to make sure we understand what those stakeholders are interested in, what they are looking for, and to make sure we have real positive relationships and dialogue with them.

Staff photo/NICK PERRY

Ian Troop is the CEO of the organizing committee for the 2015 Pan American and Parapan American Games in Toronto.

A Part of it relies in the unique

nature of the business of major events, the business of Games, because there are some unique elements to it. One is, you’re on a fuse. You’ve got a defined date, you’re delivering something. That certainly drives the degree of urgency and resolving issues and ambiguities with urgency.

Second, as an event, the nature of the work is always changing.

What we did six months ago is different than the work we’re doing today to deliver the event.

So we’ve got a degree of fluidness on that.

Thirdly, the environment around us is changing.

Governments are changing from majorities to minorities or minorities to majorities, and we’ve got to maintain our ability to work with them and look for that winning partnership as their situation evolves. The one thing that hasn’t changed is the type of event we want to put on at the end of the day on July 10, 2015.

So I’d say the biggest challenge is just to anticipate the changing landscape, the changing nature of the challenge we face as an organization and hopefully, proactively, develop the organization that meets those challenges.

And not just meet them, but delivers that kind of event we want to deliver at the end of the day that really affects our community in a positive way and leaves a lasting difference.

‘There are things we buy and services we buy during the Games themselves, and then there are opportunites created by this influx of people.’

Q What do you find is the biggest

challenge about your role right now? Do you anticipate that could change as the Games get closer?

Q When it comes to preparing for

the Games, what opportunities are there for small businesses to get involved?

A There is a tremendous number of opportunities and it comes in various different angles. It starts

with the fact that this is a big endeavour. Ten thousand athletes and officials, we’re spending $1.4 billion on this, with $700 million in capital, $700 million in operating.

We believe the construction side alone drives 15,000 jobs.

So, on one level is to make sure small/medium businesses are aware of the opportunities that are being created because of the Games and are in a position where they have the knowledge to take advantage of that, be it a sub-subcontractor on the capital side, or being a supplier of flowers during the Games. So there is a variety and real diverse nature of opportunities and we’re spending our time getting the word out so that those small/medium businesses are aware of that and are given the knowledge they need to fit this in their business plan.

Q What is the process to become a supplier?

A From a standpoint on the capi-

tal side, it requires them to contact the winning consortium (once it’s named). Typically small businesses will be a sub-contractor, more than likely a sub-sub-contractor, and so what we’ve done is explain what the process looks like that we’re following.

The approach we recommend is them approaching the consortium directly to get their name on the list and to provide the information to the consortium as to why they would be a great part of the Games. From an operating side, we are spending almost $400 million on goods and services related to the Games. There, we encourage every business who has an interest to get on our website to register their business because on one hand, on big acquisitions we will have a formal RFP process on MERX as well as our website.

The mid-range, we will put out a limited RFP looking at those who have registered with us. So I think the first step would be to get on our website; it explains our purchasing approach and process, and register their companies.

different levels. One thing is how you outfit the athletes’ village and where do you buy your linens and towels? The next question becomes what are opportunities during the Games themselves. We are buying things like flowers for the victory ceremonies, things as specific as that. Then there are ideas that aren’t on our list but could be triggered by the fact you’ve got the Games happening, whether it be food, tourist-related opportunities in Toronto, but also in the region.

I think one of the things regional tourist bureaus are getting very excited by is the amount of new visitors this is going to bring and the ability to attract those people to stay an extra two or three days and go to Niagara, or go to Kitchener, or go to Durham, or go to Muskoka and take advantage of those micro-tourist opportunities.

So there are things we buy, and services we buy during the Games themselves, and then there are opportunities created by this influx of people and the event itself.

Q How would you characterize

the level of interest from Toronto’s small business community in the Games so far?

A It’s been excellent. I spent last

year talking to 25 chambers of commerce across Southern Ontario, including the regional chambers and the ethnic chambers of commerce. There have consistently been over 100 people per meeting, all very eager and interested.

I think that’s the first step involved in ‘What are these Games and what is the opportunity for me?’ And as they understand that, their level of enthusiasm goes up because it’s quite clear there is a lot of money being spent and we are trying to make this as open and available to small, medium and diverse businesses as possible.

put a diversity statement in our RFPs. While it’s not scored, per se, it is actually driving behaviour from a consortium standpoint.

We will be auditing and looking at how well they behave against what they committed to, so it will be an important distinction for the winning bidders that will drive behaviour and we will be following up to ensure it does drive behaviour.

(As to why diversity is a criterion) I guess it comes back to the community we live in. When you think about Toronto, the fact that 46 per cent of (residents) are born outside Canada, for this to be our Games this has to reflect our region. People need to feel there is an opportunity here, both to be part of the Games, and also be economically participating in these Games.

For us to be a stronger region after the Games, people have to feel they were part of seeping the experience and welcoming the world, and this really did give meaningful opportunities to those businesses which may not have had that opportunity had those Games not existed. It’s part of the economic legacy of the Games that I think will be quite significant as we look back.

Q When the Games are done, what will success look like?

A I think the reason you do these

Games, it’s a triggering event which pushes forward projects which may not have been done in the same time frame. Athletes’ village is certainly one, airport link is another, the venues we are building to fill gaps in our infrastructure, which the communities need, never mind high performance sport. I think certainly that’s one of the reasons you do these Games.

From my standpoint, I think it comes back to the legacy you leave behind. Do we successfully have facilities which serve that facility owner and will be viable, sustaining facilities after the Games are over?

I think we are doing that but that would be one question around legacy. Second thing would be have we successfully introduced businesses to use the Games to build their capability, build their businesses so that they’re more vital and robust after the Games are over? I think that’s the second measure of legacy and an important one.

Third thing would be, have we been able to create an event which brings the diverse communities of our region together, to both celebrate where they are from, but celebrate where they belong now and the sense of pride in welcoming the world to your home?

And I think that in looking back, if we have these facilities that are vital and being well used by the communities that have filled gaps, that we have got a more capable business community than before the Games, and that we feel different about ourselves in terms of understanding that our diversity indeed is our strength and sets us apart from other markets, other communities in the world.

I think that would be the mark for me that would say this has been a great investment of taxpayer dollars and will leave a lasting difference to our community.

‘...we are trying to make this as open and available to small, medium and diverse businesses as possible.’

Q Earlier this year at the

Canadian Supplier Diversity Conference, we heard from Bill Zakarow, the Games’ director of procurement, about various opportunities available, and he noted companies will be scored on a variety of factors, including diversity, when making bids. What sort of response has that received?

And can you reiterate why diversity is a criterion?

A I think it’s been a good start. I

think people are very appreciative of the fact we are trying to make sure we have a level playing field in the point system and having a score which includes small, medium and diverse businesses, people see that as being a really helpful step. We are starting to see small, medium and diverse businesses form a chunk of our services. We are hearing a very positive thing.

From a construction standpoint, this is pretty novel for us to

14 - TORONTO BUSINESS TIMES - November 2012

Bu s i n e s s A g e n da Thursday, Oct. 25 n Jim Treliving will discuss his new book, ‘Decisions: Making the Right Ones, Righting the Wrong Ones’, at the Toronto Reference Library, Bram and Bluma Appel Salon, 789 Yonge St., as part of the library’s Small Business Month activities. A reception starts at 6 p.m. and the evening goes to 8:30 p.m. Tickets are free and available online on the Appel Salon Programs site, torontopubliclibrary.ca/appelsalon

Tuesday, Oct. 30 n Social Media and Web Services for Business: Brian Jackson of IT World Canada will discuss free or cost-effective web services that can help light your path to success, from accounting to marketing, and how to get started with them. At North York Central Library Auditorium, 5120 Yonge St., from 6:30 to 8 p.m. Call 416-395-5613 to register. n A World Wide Web of Opportunity – how to create a profitable website strategy, a seminar hosted by Enterprise Toronto, 10 to 11:30 a.m. at Toronto City Hall, Committee Room 3, 100 Queen St. W. Presented by George Giantsopoulos of Reality Business Consulting.

No fee to attend. Call 416-3957416 or email enterprisetoronto@ toronto.ca to register.

Oct. 30 and 31 n The Conference Board of Canada Summit on Sustainable Health and Health Care aims to bring together a broad range of stakeholders to discuss the major challenges facing Canada’s health care system; at the

Submissions to the Business Agenda can be emailed to tbt@insidetoronto.com. The deadline for the December edition of Toronto Business Times is Friday, Nov. 16.

Toronto Marriott Downtown Eaton Centre Hotel, 525 Bay St. Visit www.conferenceboard.ca for details and to register.

Thursday, Nov. 1 n Grassroots Marketing: small budgets for big results.

How can you attract customers to buy your products or services using a small (and maybe non-existent) marketing budget? Learn the most cost effective ways to promote your company both online and offline; organized

by Enterprise Toronto and presented by Bernice Cheung, Altus Strategy Group, 10 to 11:30 a.m. at Toronto City Hall, Committee Room 3, 100 Queen St. W. Free.

Call 416-395-7416 or enterprisetoronto@toronto.ca to register.

Nov. 1, 8, 14 n The B2B Sales Process offered through MaRS. This workshop series gives entrepreneurs techniques to map out their sales process as well as tools to manage and influence sales opportunities. Each workshop goes from 8:30 a.m. to 1 p.m. Nov. 1: The Sales Call – practice managing individual sales opportunities in order to turn leads into

prospects. Nov. 8: Understanding Negotiations – practice managing individual sales opportunities in order to turn prospects into closed transactions. Nov. 14: The Sales Funnel – define the stages of the sales cycle for your customers and map out your sales pipeline. Free to entrepreneurs associated with MaRS. For details, contact workshops@ marsdd.com

Monday, Nov. 5 n Welcome to the Toronto Board of Trade, an evening dedicated to welcoming new members. Learn how membership with the board can grow your business, help you make better business decisions, build your profile and develop your team.

Takes place 5 to 7 p.m. at Toronto Board of Trade, First Canadian Place, 77 Adelaide St. W., 4th Floor. Tickets $30 members, $50 non-members. Email gbailey@ bot.com

Tuesday, Nov. 6 n Keys to Email Marketing, Sales Letters and E-newsletters, 6:30 to 8 p.m. at North York Central Library Auditorium, 5120 Yonge St. Alysha Dominico of Tangible Words will discuss how to get prospects to respond to your letters and e-newsletters. Learn how to keep in touch with new and existing clients as well as how to create campaigns online that keep clients coming through the door. Free. Call 416395-5613 to register.

Saturday, Nov. 10 n Doing Market Research Online: Learn how Scott’s Business Directories Online, article databases and other online

sources can help you with market research for your small business; 3 to 4 p.m. at Toronto Reference Library, Learning Centre 1, 789 Yonge St., 416-395-5577.

Monday, Nov. 12 n Planning For Success, an Enterprise Toronto seminar presented by Cecil Munkoh, TD Canada Trust, Small Business Banking, covering key factors in creating a sound business plan, what banks look for in a business plan, setting benchmarks and tracking progress; 10 to 11:30 a.m. at Toronto City Hall, Committee Room 3, 100 Queen St. W. Free. Call 416-395-7416 or email enterprisetoronto@toronto.ca to register.

Tuesday, Nov. 13 n Small Business Network meets at the Toronto Reference Library, 789 Yonge St., from 6 to 7 p.m. Learn about different small business resources and network with others starting or running a small business.

Meet at the Business, Science and Technology Reference desk on the third floor.

Thursday, Nov. 15 n Toronto Board of Trade Business Excellence Awards at the Toronto Congress Centre, 650 Dixon Rd., celebrating the entrepreneurial spirit and honour the contributions made by small and medium businesses in Toronto.

To register, visit bot.com/Events or call 416-862-4500.

Tuesday, Nov. 20 n Hot or Not: How to know if your business idea will fly or fail, with Sean Wise, author, Ryer-

son professor, and former coach on CBC’s Dragons’ Den. He highlights the questions to be asked before you quit your job or mortgage the family home to realize your dream of starting a new business. At North York Central Library Auditorium, 5120 Yonge St., 6:30 to 8:30 p.m. Call 416-3955613 to register. n Financial Planning Vision 2020 Symposium brings together government, financial planners and industry to discuss key issues in the financial planning industry. At The Old Mill Inn, 21 Old Mill Rd., 7:30 a.m. to 5 p.m. followed by complimentary reception. Tickets are $249 + HST; register at www.bot.com/events or 416-862-4500. Learn more at www.financialplanningweek.ca

Saturday, Nov. 24 n Small Business Success: a basic overview of some simple ways that Facebook and Twitter can be used by small businesses, 3 to 4 p.m. at the Toronto Reference Library Learning Centre 1, 789 Yonge St. Also offered Tuesday, Dec. 4 from 3 to 4 p.m.

Dec. 3 and 4 n Workplace Diversity and Inclusiveness Forum: Inclusion, Innovation, and Immigration. Learn how to capitalize on the full value of diversity and inclusiveness to increase the efficiency and effectiveness of your workforce. Presented by the Conference Board of Canada at the Sheraton Centre Toronto Hotel, 123 Queen St. W. Visit www.conferenceboard.ca/ for details.

Tuesday, Dec. 4 n Why Privacy Makes Good

Business Sense: Speaker Lonny Kates from the Office of the Privacy Commissioner of Canada talks about the collection, use and storage of personal information about your client and customers. Whether you are a retailer or service provider, it is your responsibility to protect this information and use it according to the guidelines set out by the PIPEDA. Join us in this workshop and get the help you need to keep your business in compliance with the law. At North York Central Library Auditorium, 5120 Yonge St., 6:30 to 8:30 p.m. Call 416-3955613 to register.

Promote your event online You can get the word out about your business event through our online calendar.

Sign up online at insidetoronto.com to submit your events (click the Sign Up link in the top right corner of the page).

Call 416-774-2256 if you have any questions.

TORONTO BUSINESS TIMES - November 2012 - 15

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