SpotlightJuly20174

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

EDITOR Lee Atwater

RESEARCH MANAGERS Brent Brown James Oxley

EDITORIAL TEAM David MacDonald Jamie Barrie Katie Davis

MANAGING DIRECTOR Stewart Gregg

RESEARCH Alia Morash Ashley Tanner Julie Allen Nicole Brown

DIRECTOR OF CREATIVE & GRAPHIC DESIGN Carmen Fitzpatrick

CONTENT AND OPERATIONS DIRECTOR Rod Gregg

SOCIAL MEDIA DIRECTOR Nick Gregg PUBLISHER AIDACA Media

Howard Atwater Laura Lee McInnis

OFFICE ADMINISTRATOR Kyte Carter

CONTRIBUTING WRITERS Janice Buckler Denise Alison Jody Euloth Ceiledh Monk Olivia Keefe

ACCOUNTS MANAGER Sam Ford

Canada 150 is as much a celebration of Canada’s businesses and entrepreneurial spirit as it is about a country’s culture and the prosperity of a nation.

slowing down as we find out when speaking with him this month.

This summer we are sure that you will be visiting some of Canada’s oldest cities in celebration of Canada’s 150 th Birthday. In many of these cities you will recognize key businesses that took root in communities north of the 49 th parallel in its infancy is undoubtedly playing an important element of your nation’s growth over the last 150 years. When we spoke with Chris Galer, the fourth generation of his family to operate one of Port Coquitlam, British Columbia’s oldest incorporated businesses, it was clear that he is proud of his slice of Canadiana. Chris and his cousin Jeff run POCO Building Supplies, a fixture of the Tri-Cities of Metro Vancouver since 1921 and they are looking forward to their and Canada’s next 150 years. If you will be travelling in any of the three Canada’s Maritime Provinces – New Bruns- wick, Nova Scotia or Prince Edward Island – you undoubtedly will have some memorable experiences with Atlantic Canadian English. In Prince Edward Island , the birthplace of Canadian Confederation, Anne of Green Gables, the Cavendish Beach Music Festival and the Tyne Valley Oyster Festival we had the chance to catch up with Tyler Kember, part of the second generation of the family- based management team of six at Centen- nial Auto Group, which is the largest auto group on Prince Edward Island, but as we soon found out this once small family business services customers from all over the Maritimes and they would be more than happy to help you out with your next automotive purchase. When we spoke with Dan Monk, the founder and owner of Monk Renovations in Halifax, Nova Scotia, he was actually on the jobsite. There is no rest for Dan and his team, they are always on the go working on projects. Dan’s personality always wins us over, his insight into a project and vision for making things amazing is really what Dan and his team do. Dan rec- ognizes that homeowners are sentimental about even themost in-need fixer-uppers and it’s that understanding, that human touch – along with his team’s award-winning work – that’s brought Monk Renovations to the top of its industry in just nine years and he has no plans on

Speaking of making things and a vision, have you ever wondered how things are made or how the tools that you use on the jobsite or assembly line come together? Well we often wondered who makes the machines that help business- es make their products. So we reached out to and spoke with Sam Lim, the Vice President of 416 Automation. 416 Automation offers superior custom solutions in the worlds of automated machinery, testing equipment, and adaptable electrical panels and hope that you take the time to read what it’s like to build dream machines for the giants of the automotive industry. Whatever you are doing to celebrate Canada’s 150 th this summer remember that entrepreneurs like yourself and the one that we feature are what make our countries great regardless of which side of the border you are on and we love telling your stories of growth and successes.

AIDACA MEDIA TEAM

PO Box 350007 Halifax, Nova Scotia B3M 0G3 P: 613 699 6672 E: info@spotlightonbusinessmagazine.com spotlightonbusinessmagazine.com

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

50 It is not uncommon to visit some of Canada’s oldest cities and find that the anchor business is new to town. As Canada turns 150, recognizing those busi- nesses that took root in communities north of the 49 th parallel in its infancy is undoubtedly an important element of national reflection. When Chris Galer, the fourth generation of his family to operate one of Port Coquitlam, British Columbia’s oldest incorporated businesses, sat down to speak with Spotlight on Business Magazine in early June it was clear that he is proud of his slice of Canadiana. Chris and his cousin Jeff run POCO Building Supplies, a fixture of the Tri-Cities of Metro Vancouver since 1921 – or even longer, depending ...

If you’re like me, you watch Discovery Channel’s How it’s Made with your thumb on the pause button. Sure, it’s neat to see how my favourite ice cream sandwich is put together from ingredients to packaging, but it’s fascinating to see in detail the machines and robots that are specifically designed to make it all happen. Can you imagine the engineering resources a company would need to be able to take an order for an industrial-sized ice cream sandwich machine with very particular specs? I’ve often wondered who makes the machines that help busi- nesses make their products. Then I spoke with Sam Lim, the Vice President of 416 Automation. 416 Automation offers superior custom solutions in the worlds of automated machinery, testing equipment, and adaptable electrical panels. Sam chatted over the phone with Spotlight on Business from 416 Automation’s Mississauga, Ontario facility in late June about what it’s like to build dream machines for the giants of the automotive industry– and more.

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

03 SPOTLIGHT ON JULY

08 JULY INDUSTRY EVENTS

12 SPOTLIGHT ON BUSINESS

12 POCO BUILDING SUPPLIES Build on our Experience

20 MONK RENOVATIONS Trusted. Professional.

28 QUEST KITCHENS

Beautifully Designed Kitchens

32 CENNTENIAL AUTO GROUP Island Proud

If you’ve spent time as a visitor in all three of Canada’s Maritime Provinces – New Brunswick, Nova Scotia, and Prince Edward Island – you undoubtedly had memorable experiences with Atlantic Canadian English. Maybe you were invited to “dinner,” which is a term used to describe lunch in the Maritimes, and you showed up at “supper,” which is the evening meal. Maybe your host told you not to worry about it and that he “likes the cut of your jib,” a jib being the forward sail of a boat or ship that cuts the wind and a way of saying that he gets you’re explanation and he’s more than okay with it. Maybe he told you that the next stop in your three province tour was just “downstream” or “up the road”...

36 STRATIGRO SMALL BUSINESS TIP FOR JULY How to Increase your BIG Profits (this month)

44 SPOTLIGHT ON INNOVATION

44 EQUILIBRIUM ENGINEERING / THERMO HOMES Environmentally Responsible Approaches to keeping energy dollars in your pocket

50 416 AUTOMATION

Providing Expertise in Technology and Engineering

56 SPOTLIGHT ON INDUSTRY

56 RIVERFRONT JUBILEE 22 Years of Amazing Performances and still going Strong

75 SPOTLIGHT ON HEALTH

76 HOLISTIC HEALTH TIP FOR JULY BY JANICE BUCKLER Dry Skin Brushing- So Good for You!

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

A IDACA MEDIA understands that small and medium size enterprises and businesses are key to the successful growth of any economy and just as import- ant as big businesses to the global economy as a whole. By putting a spotlight on your business, organization or commu- nity with effective and interactive media and advertising we will help you capture the interest of business leaders and potential clients, giving you an opportunity to promote your brand and grow market share through mobile, online, print and social media support, helping your business connect and stay engaged with your customers.

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

There’s nothing better than a good story teller who has the facts – the hard numbers – on the tip of their tongue for that moment when something really sparks their interest. I had a history teacher in high school like that. His side stories were the thing of legend. When I spoke with Erika Jones, the Marketing Manager at Maple Leaf Homes in Fredericton, New Brunswick, in mid-May, I was immediately reminded of those fact-laden detours in the classroom that made every topic come to life. As she detailed the history and current operations of the award winning and industry leading modular housing manufacturer, it was like I was walking alongside her on the factory floor.

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

dent merchants further succeed in their retail goals.

It is nationally recognized as a unique, trusted destination for retailers to gain valuable insight for their one-of- a-kind businesses. We are dedicated to delivering indie- style expertise in the areas of store operations, marketing, publicity, merchandising and more. For more information of the event: http://independentretailerconfer- ence.com/

33 RD ANNUAL GEORGE STREET FESTIVAL

Toronto, ON, Canada

The business has changed and the Chicago Collective, at The Mart, has quietly emerged as the best menswear show in North America for better independent specialty retail- ers, like yours. That’;s not just our claim, it's a claim made by our exhibitors and attending retailers. Chicago Col- lective has 350 exhibitors, all on one 250,000 square foot floor at The Mart, representing the finest men's classic and contemporary apparel, denim, outwear, accessories and over 50 footwear brands. For more information of the event: http://www.chicagocollectiveonline. com/

July 27 th – August 2 nd , 2017

Follow on Twitter: @RetailerConf

George Street – St. John’s, NL, Canada

Amongst the over two-dozen pubs, clubs and bars on George Street, you will find all types of music – Irish, blues, dance, rock n’ roll, country and traditional music will keep the party going until 3am on weekends. Whatever you’re in the mood for, you are sure to find entertainment that strikes your fancy. WestJet passengers have voted George Street the #1 entertainment district in Canada in back- to-back years. In addition to being a year round destination for both residents and tourists alike, George Street is home to a number of popular events, including the world-famous George Street Festival, Canada’s BIG Birthday Bash celebrations and the annual Mardi Gras costume contest and street party.

7 TH DIGITAL MARKETING FOR MEDICAL DEVICES CONFERENCE

Follow on Twitter: @CHICAGOCOL- LECTIVE

August 1 st - 4 th , 2017

INDEPENDENT RETAILER CONFERENCE

Hyatt Regency Minneapolis - Minne- apolis, MN, USA

July 30 th - August 2 nd , 2017

Over the past seven years, the Digital Marketing for Medical Devices has built a stellar reputation as a must-at- tend event for device marketers rep- resenting companies of all sizes. Whether focused specifically on digital initiatives or more broadly on commercialization strategies, this event provides insights and unparal- leled networking opportunities you can’t gain elsewhere.

For more information of the event: http://georgestreetlive.ca/

Las Vegas Convention Center - Las Vegas, NV, USA

Follow on Twitter: @GeorgeStLive

The Independent Retailer Confer- ence is a “pop up conference” within a trade show experience dedicated entirely to the unique lifestyle and responsibilities of indie store owners with a focus on delivering in-store and e-commerce operational insight and expertise that can help indepen-

CHICAGO COLLECTIVE

July 30 th - August 1 st , 2017

Metro Toronto Convention Centre –

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

music, dance, sports, fiddling, pag- eantry, and tradition.

For more information of the event: http://exlevents.com/digital-market- ing- medical-devices/

For more information of the event: http://www.tvoysterfest.ca/

In the course of the day, more than 50 pipe bands are put through their paces to decide the North American Pipe Band Championships™, more than 200 dancers defy gravity in the Highland Dance competition and giants hurl telephone pole-sized cabers and 50 pound iron hammers around the infield. It is a memorable and incredible event. For more information of the event: ht tps://glengarr yhighlandgames. com/

Follow on Twitter: @Rocktheboatfest

Follow on Twitter: @ExLPharma

31ST ANNUAL HALIFAX BUSKER FESTIVAL

August 2 nd – 6 th , 2017

Halifax Waterfront – Halifax, NS, Canada

The Halifax International Busker Festival explodes across Halifax’s beautiful and historic downtown fea- turing the hilarious, wacky, and enter- tainment where festival goers are treated to amazing shows from the world’s top street performers as they showcase their unique and some- times very usual talents and skills. Open to the public with stages located along the Halifax Waterfront, the Halifax Busker Festival promises something for everyone regardless of what you are looking to do or see, so we recommend that you check it out.

Follow on Twitter: @TheGHG

53 RD TYNE VALLEY OYSTER FESTIVAL

August 2 nd – 6 th , 2017

Multiple Locations – Tyne Valley, PE, Canada

Tyne Valley has been the home of the Canadian Oyster Shucking Champi- onship. From its humble beginnings, it has grown into an event that is unforgettable to most in attendance. Oyster shuckers from across the country travel far and wide to perform like rock stars on the main. With all eyes on them, it is a mixture of excite- ment and nervousness as the whistle blows and they begin opening the finest PEI oysters ending with the Rock the Boat Music Fest which showcases some amazing Canadian music talent. In 2014, the Tyne ValleyOyster Festival broke a Guiness world record. A team of 10 shuckers from across Canada shucked a total of 8800 oysters in one hour. We also featured this amazing event in the our last issue so check out the amazing story on the 53 rd Tyne Valley Oyster Festival

For more information of the event: https://buskers.ca/

22 ND ANNUAL RIVERFRONT JUBILEE

Follow on Twitter: @BuskersHFX

August 4 th – 6 th , 2017

70 TH GLENGARRY HIGHLAND GAMES

New Glasgow Waterfront – New Glasgow, NS, Canada

August 4 th – 5 th , 2017

The Jubilee has been host to East Coast Music Association, Music Nova Scotia and Juno Award winners and nominees. The distinctive setting and outdoor amphitheatre provides music lovers one of the most engaging and in your face music experiences of its kind. It is an event with a flavour all its own, featuring Rock and the best East Coast music. The event was built on a proud tradition of opening its stage

Maxville Fairgrounds – Maxville, ON, Canada

Since the first Games were held in 1948, the people of Glengarry have extended close to a million welcomes to visitors who come to see what is estimated to be one of the largest Highland Games in the world. Thou- sands of people find themselves drawn each year to Maxville to witness an outstanding display of

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

for the region’s rising stars to perform alongside seasoned national and international acts, and turning music lovers onto the rich talent that flourishes here.

The Jubilee is a signature Nova Scotia music event and mainstay of the local tourism industry.

This 3-timeMusic Nova Scotia (MNS) Event of the Year recip- ient, 2-time ECMA Event of the Year nominee, and winner of the TIANS Golden Hospitality Award (2013) continues to be one of the best entertainment values in Atlantic Canada.

For more information of the event: http://newglasgowjubi- lee.ca

INCENTIVEWORKS

August 22 nd – 23 rd , 2017

Metro Toronto Convention Centre – Toronto, ON, Canada

IncentiveWorks is the largest meetings and events industry trade show and conference in Canada. At IncentiveWorks our goal is to provide the tools required for you to plan and execute better meetings, conferences, and events. The Show Floor is buzzing over the course of the two days of IncentiveWorks. The Show is filled with the top suppli- ers from Canada and beyond. It’s an environment ready for serious business, networking, and on-trend features to improve and enrich your business. Other trade show features include the Learning Lounges – mini sessions led by industry experts; the Discovery District – a focus on the latest trends in design, tech and food and beverage; and the Connection Lounge – for you to take time to regroup or meet with colleagues and contacts.

48 TH FOLKLORAMA FESTIVAL

For more information of the event: http://www.incentive- worksshow.com/

August 6 th – 19 th , 2017

Various Venues - Winnipeg, MB, Canada

Follow on Twitter: @Incentive_Works

Come celebrate life and culture with world-class enter- tainment, delicious authentic food and beautiful cultural displays at Folklorama, the largest and longest-running multicultural festival of its kind in the world.

Explore one of the most vibrant arts and culture scene found in the heartofthecontinentasFolkloramacelebratesits48thFestivalin2017.

Join friends and family and experience the world’s cultures at one of our 40-plus pavilions.

For more information of the event: https://www.folklorama.ca/

Follow on Twitter: @Folklorama

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

It is not uncommon to visit some of Canada’s oldest cities and find that the anchor business is new to town. As Canada turns 150, recognizing those businesses that took root in communities north of the 49 th parallel in its infancy is undoubtedly an important element of national reflection. When Chris Galer, the fourth generation of his family to operate one of Port Coquitlam, British Columbia’s oldest incorporated businesses, sat down to speak with Spotlight on Business Magazine in early June it was clear that he is proud of his slice of Canadiana. Chris and his cousin Jeff run POCO Building Supplies, a fixture of the Tri-Cities of Metro Vancouver since 1921 – or even longer, depending on how you look at, Chris explained.

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

By David MacDonald M y great-grandfather was the founder of the business. He was an Englishman who immigrated to Canada in the 19 th Century,” Chris explained. And like so many Europeans who eventually settled in Western Canada, Harry Galer spent time in Montreal before making the cross- continent trek to the Pacific Coast. “There’s actually a lot in our family history that’s quintes- sentially Canadian. On both the Davidson and Galer side of the family, we’re definitively waspy,” he laughed. “Family on both sides have a history of service in both world wars – and the business was kept running the entire time. Unfortu- nately, my great-uncle and my grandfather’s brother-in- law were actually killed in the Second World War.” If you are a Tri-City resident – which now includes the villages of Anmore and Belcarra and the cities of Coquitlam, Port Coquitlam, and Port Moody – and a history buff, you may have noticed the bright red signage with white print above the entrance to POCO Building Supplies on Mary Hill Road gives an established date of 1921, which postdates the end of the First World War in 1918. “That’s really the origin of the company you see today.” “We trade on the 1921 date because that’s the date of our incorporation. My great-grandfather originally had small shop here in Port Coquitlam that opened in 1912 on what is today Kingway Avenue. He was one of only a few propri- etors in downtown Port Coquitlam who had a truck and he

would often drive into New Westminster for supplies – coal and bits of lumber for the shop. He quickly found himself taking orders for people. He realized that this was a lucra- tive business opportunity and he decided to close down the shoe shop and run coal and lumber full- time by 1919 from a new shop on Shaughnessy Street nearly opposite City Hall. That’s really the origin of the company you see today.” What you see today is impressive. POCO Building Supplies is a founding member of Timber Mart, a Western Can- ada-based GPO (group purchasing organization) which has become one of Canada’s largest buying groups for independent business owners. “We have upwards of 750 member stores across Canada and we’re between the third and fifth largest lumber-buying entity in Canada. We bring significant volume to the table. We’re able to use our buying group to our advantage and buy in bulk as an inde- pendent.” Timber Mart is the largest Canadian customer of Orgill, the world’s largest vendor of hardware products in the US with access to over 75,000 products and industry-leading retail services, according to orgill.com. “They [Orgill] just opened a distribution centre in Idaho actually and we use them on a weekly basis to resupply on the hardware side of things and then we use a whole network of vendors through the Timber Mart distribution chain to bring in everything else.”

But when Chris and Jeff took the reins in 2008, the path was a bit bumpy.

“We wondered what we’d gotten ourselves into,” Chris

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chuckled. “We saw a nosedive in the local market and abroad – the US market had started to tank that year and of course it went almost totally downhill in 2009. Lumber prices were the lowest they’d been in 15 or 20 years and it was pretty tough. It wasn’t until sometime in 2010 that we started to gain ground again. “My great-grandfather was the founder of the business. He was an Englishman who immigrated to Canada in the 19 th Century.” Since 2008, we’ve seen an 80 percent increase in sales as of last quarter in 2016. That 80 percent increase is due, in part, to the 65-70 percent increase in volume of the products we carry and that’s, in part, due to the two trucks, forklifts, and staff we’ve added since 2008. We knew we had the poten- tial to sell a lot more material and to move forward with a high-volume, high-margin model. We’re working harder and more efficiently.” Growing a business in a downtown core for 10 decades has its advantages and its disadvantages, Chris explained. “The city has certainly grown up around us. We are directly south of the largest railyard in Western Canada. Until the Coast Meridian Overpass opened in 2010, access to the north

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

side was problematic. We’ve really benefited from infra- structure upgrades like this recently. There’s also an under- pass connecting the north and south corridor, the Pitt River Bridge, the Golden Ears Bridge, and the Port Mann Bridge. I doubt there’s any building supplies business in the region that has benefited more from these upgrades. Our trucks comfortably service customers all the way up to the Whis- tler-Squamish corridor, as far south as the US border, and as far out in the valley as Chilliwack and Hope – we’ve even done deliveries into the interior. If it makes sense for us, if it fits our shipping schedule, we’ll use our trucks. Outside of that area, we’re doing more and more deliveries with either third party couriers or carriers. We’re into Alberta in places like Calgary and even as far as Ontario, which we really owe to the reach of our website. We’ve invested a lot in search engine optimization and it’s been worth it.”

a quote request, we usually have it back to them within a couple of hours – guaranteed within 24 hours. We want the website to show that we have everything here that the Big-box stores have and that we’re much more competitive- ly priced on most items. We love when a customer comes in and asks us to match a price with one of our major compet- itors; we take their list and match it all the way. “We’re not exclusive to any particular kind of customer. We get people who come in who’ve grown up under their dad’s tool belt and people who are new to home building.”

Pocobuildingsupplies.com is nothing short of industry-lead- ing. It is easy on the eyes and, more importantly, easy-to- use.

It’s often the case that we’re well below where the Big-box stores are.”

“Even though our website is on-top, we’re in the process right now of building a new one, which is set to roll out in either the fourth quarter this year or the first quarter next year. We’re going for a better feel, something that encour- ages retail customers to come check us out. The online side of things is down to a science for us. If a customer submits

“Our website really gives the customers a great impres- sion of the products we have on-hand and the service they can expect,” Chris continued. “While we do have a very large contractor base in the yard – mostly because of our positioning geographically – we do get a lot of walk-in

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SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

retail traffic, particularly a lot of female walk-in traffic. We’ve really tried to ensure that our inventory reflects the walk-in traffic and the feedback we’re getting shows that our products and our friendly and informed approach are creating more loyal customers every day. Every customer who walks through the door has an equal opportunity for product research online and that just keeps us on our toes that much more. We’ll never come across as condescend- ing because we know that anyone has the potential to be an expert already.” “Since 2008, we’ve seen an 80 percent increase in sales as of last quarter in 2016. That 80 percent increase is due, in part, to the 65-70 percent increase in volume of the products we carry.” As much as POCO Building Supplies has expanded the products and services they offer to meet the demands of an ever-expanding and diversifying consumer base, Chris explained that the more things change, the more they stay the same. “We’ve long been known as a supplier for residential contractors. From an operational standpoint, custom home builders are the most sustainable customers for us. These are the people who value quality service in high-end products. Increasingly, it is niche products that have the greatest reach for customers. We’re obviously showing up on a lot of web searches now all over and we’re seeing that we make the most sense in terms of price point for many people. These are the kinds of customers that make us what we are.” “We’re not exclusive to any particular kind of customer. We get people who come in who’ve grown up under their dad’s tool belt and people who are new to home building. The range of customers obviously means very different workloads on our end, but we take everything in stride. The housing market and supply industry has really benefit- ed from the influx of immigrant communities in the Lower Mainland and this brings with it a lot of perspectives and opportunities for us,” Chris added.

For Chris, the opportunities include getting out to job sites in places like beautiful, seaside Belcarra.

“Some of the homes our customers are building along the waterfront are just incredible. The more unique a project is, the more technical difficulties it presents. Waterfront projects are a great example of this, particularly in Belcarra. Renovations and new construction on cliff faces is amazing to watch. The underpinning and putting foundations on rock faces and building upward from there is an incredible thing – impressive. The crane work alone is a sight to see.

The dispatcher usually calls me when something unique is about to take place and I love to get footage or a photo-

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

graph of it all. It’s awesome what these machines and what our drivers are capable of – it’s pretty neat.”

can be better served. It’s not so much them coming in with a list from their framer; it’s more ‘Can you tell me what I need to build a house?’ It’s a lot of extra work staying on top of industry changes but it’s worth it.” “Energy efficiency has really touched every category of building supplies,” he continued. “Right now I’m trying to make room out in the yard for two-by- eight precut studs and 92 and a quarter and 104 and a quarter because the new regulations put in place in the city of Vancouver require overall R22 on exterior walls, which means they need bigger studs to accommodate the higher amount of insolation. On a daily basis we’re adapting our inventory to reflect what is demanded by our customer base. We let that drive what’s in our inventory, the customer’s needs. Exterior envelope engineers or designers for newly coded homes are often building to improved industry standards, such as Passive House or even LEED, and we’re invested in maintaining our capability in supplying these builders of the future.” As much as one of his feet is firmly planted in the past alongside the footprints of his great- grandfather and every Davidson and Galer who ever worked a day at POCO Building Supplies, Chris is always ready to move forward. “Our core trading area remains the Tri-Cities – that’s where we actively solicit most of our business. We’re trying to move that circle outwards and we certainly follow any of our existing customers like contractors anywhere they work. And if new business comes looking for us, if someone needs something, a product, that we specialize in, we’re willing to follow that business wherever it may take us.”

But it is not always so hands-on at POCO Building Supplies. Chris explained that their list of online regulars is growing by the day. “We’re happy to do business through email alone and, quite frankly, it’s worked well for us over the years. I can recall several major projects like deck packages being sold to cus- tomers whowe never see or speak to – it’s basically just quoted and shipped. These are customers who typically access online resources and know exactly what they need. It’s that kind of flexibility that doing business in the Lower Mainland gives you. If a customer wants a quote on something you don’t have on-hand, you can usually get it in your hands within 24 hours. It doesn’t matter who the vendor is, we’ll get it. The Big-box stores just aren’t set up this way. Special orders come with so much processing for them that it becomes inconvenient and often unnecessarily expensive for the customer. People love to take advantage of how fast we can get a special order in their hands – they appreciate the value there.” More and more, Chris explained, special orders consist of energy efficient products and materials that meet the Earthquake Safety and BC Building Code standards. “Everything is systems-based now. Everything is more tech- nical, more carefully estimated. The introduction of reg- ulations regarding seismic engineering has also changed how we build residentially. The complex systems, the liner hangers, the engineered wood products that go into building a home now are essential to understand for us so that the designers and contractors who are our customers

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

“He was one of only a few proprietors in downtown Port Coquitlam who had a truck and he would often drive into New Westminster for supplies – coal and bits of lumber for the shop. He quickly found himself taking orders for people.”

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

When Dan Monk, the founder and owner of Monk Renovations in Halifax, Nova Scotia, spoke with Spotlight on Business over the phone in mid-July, he was actually on the jobsite. “I’m just going on lunch, Dave, so that’s why I wanted to chat now” Dan told me as I could hear him open a truck door and start-up a V6 engine. He apologized for a brief delay as he switched- on his Bluetooth. “We’re in the middle of a renovation right now, close to the alumni building at St. Mary’s University on Robie Street. This home here is unique,” he explained. “It has a real art-deco look, big overhangs, a flat roof – it’s definitely 1960s. This was a very chic look when it was new and I know it’s going to be beautiful inside when we’re finished.” That sentiment, I discovered, is really at the heart of what Dan and his team do. Dan recognizes that homeowners are sentimental about even the most in-need fixer-uppers and it’s that understanding, that human touch – along with his team’s award-winning work – that’s brought Monk Renovations to the top of its industry in just nine years.

By David MacDonald T here are not many of us, in the trades or otherwise, who would be confident enough to handover to new clients or even current business contacts a two-page list of 40 references. Dan Monk is. “It includes references to jobs with everything from windows and doors, decks, siding, bathrooms, kitchens, additions – you name it, there’s somebody on my list who we’ve done that for,” he explained. “It’s meant to shock and awe. People auto- matically think ‘this guy isn’t afraid of his references, so it has to be too good to be true.’ But I don’t have any broth- er-in- laws, or uncles, or questionable references onthere – there’s too much of that out there,” he laughed as if to suggest that he has stories. Dan is the co- chair of the Ren- ovators Council, he sits on the board of the Nova Scotia Home Builders Association, and his company, Monk Reno- vations, was recognized by the Association as Renovator of the Year in 2016 – so you could say that he’s privy to more than just the scuttlebutt. “It’s all really a labour of love; it’s a labour of passion. I love building my company and I love building business relationships – and I love seeing where it’s going.” Dan, a professional engineer from East Ship Harbour, Nova Scotia who attended both St. Francis Xavier University and then Dalhousie’s engineering arm, DalTech, has a reputa- tion in the home building industry as sturdy as the bridges he helped build as a post-grad. As a young civil engineer, Dan also led his own division of Atlantic Industries in Alberta where he oversaw road, culvert, and pipe-building projects. After his time “out

JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

business. We’ve been very fortunate to have a lot of repeat clients, a lot of great referrals. What’s developed, or changed, for us is that we are doing larger and larger projects. We’ve been doing more whole home renovations, more additions. We’re still doing the bathrooms, kitchens, and basements but we’re seeing more and more referrals for bigger jobs from people we’ve done those smaller jobs for.” “We work really hard every month of the year to provide estimates and build relationships with our clients so we can schedule work every month of the year.” “The job we’re doing now in the South End, for instance,” Dan continued, “is a kitchen renovation but it happens to encompass the entire bottom floor of the house. We’re doing all the plumbing and electrical, opening-up the walls, redoing all the floors – obviously the kitchen – and opening-up the mudroom. We’re also putting in an en-suite bathroom and replacing all the windows and doors. They wanted the entire main floor to have a new open look and they’ll get everything they hoped for – these kinds of jobs are quite exciting.” And those kinds of jobs are happening more and more for Dan and his team. We briefly chatted about the so-called “housing boom” in Canadian cities like Vancouver, Toronto – and Halifax. “If there’s been any kind of uptick in the world of real estate it’s been in renovations, not new home construction,” Dan said. “There are some areas in the new build market that are doing well, but that’s not at all the whole picture. Res- idential construction has been better to renovators than anyone else in the industry over the last few years.”

West,” Dan came back to Nova Scotia and took a position in environmental remediation with Dexter Construction – a position he enjoyed for eight years. “I just decided I needed a change; I was ready. I used to work 12-hour days. Now, a 12-hour day is a short day. And I’d never want anyone to think I’m complaining. It’s all really a labour of love; it’s a labour of passion. I love building my company and I love building business relationships – and I love seeing where it’s going. Coming into an older home, a tired, neglected home – or just a place where it’s time for a refresh – and leaving it when it’s all done is always a memo- rable experience and a ‘wow’ moment where you say, ‘Look what we’ve done. We’ve converted something that was old into something that’s new again – and the client loves it.’ That’s one of the best feelings you can have – and it keeps you going.” “Being a professional engineer and a Red Seal carpen- ter is a rare combination in the renovation business,” Dan explained. “For some people, seeing those credentials means a lot – and when they see that I’m also genuinely interested in building a professional relationship with them, it often seals the deal.” Dan was humbly hesitant when I asked him whether he believes that Monk Renovation’s 2016 Renovator of the Year award has had an impact on business in 2017. “It’s been a very busy year – and that’s just part of how we operate the

That being said, it’s not Dan’s style to sit back and let the chips fall where they may.

“We work really hard every month of the year to provide estimates and build relationships with our clients so we can schedule work every month of the year,” he explained. “That

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might be in early January when everyone else is slowing down. And sure, we can be a little slow at that time of year, but if you’ve scheduled beforehand, you’ve guaranteed at least something. August is also a slow month. People are at the cottage, decisions about renovations typically aren’t being made, but again, if you’ve booked that job for August back in early June, you’re busy. I’ve had lots of people call me a year or more after the initial quote to schedule a job. People need to budget, they need to know what the costs will be and we’re always happy to fit those clients in. So it’s a scheduling thing, but it’s also about being consistent in building relationships with clients. I firmly believe that if we’re always providing quotes and estimates – and we are, we never slow down on that end of things – that we’ll stay busy. That’s one of the keys.” The other key is Monk Renovation’s referral network, which Dan explained is multi-layered. “First and foremost, and I always express this to my guys, getting the first job isn’t as hard you think; it’s getting the referral that’s the chal- lenge. It’s no small feat and I never treat it like it is. You have to make your client so happy that they choose to tell their family and friends that they should be hiring you. We strive to build that kind of relationship with every client – and it’s not lost on me that people like to know somebody; they like to have ‘a guy.’ They want to tell people about their plumber, their electrician – well, people like to know a ren- ovation contractor too. That’s our referral-base. We also have our suppliers, who are invaluable partners.”

For a sample of the word on the street, as it were, go to Facebook.com/monkreno and MonkReno.com.

The reviews and testimonials are often heartfelt and always positive.

While Dan sees the unfiltered mediums as a great window shopping tool for his prospective clients, he likes to “take it a step further when people are considering hiring us,” he told me with purpose in his voice. “The industry standard is to provide prospective clients with three references; I give them two pages of 40 references.” As Dan explained his shock and awe approach, I wrote a note on my open Word document: “Wonder if he holds employees to that?” When I jokingly asked him, he laughed and said, “close to it.” “We’ve worked hard to find the crew we have today and I have nothing but praise for the guys. I can be as demanding as any boss and push time frames to please the client and things like that. We have a core of seven carpenters. Each one of those guys has a skill that you could call his special- ty, but every one of them can do every part of renovation individually. From the hard-core foundation, framing and roofing, to finished stairs and cabinets, I’ve got guys on my team who cover it all. If there’s anything they can’t do, I have amazing subs lined up for those jobs. There are certain kitchen jobs, for example, that we use sub-contractors. We also use a plumbing contractor and an electrical contrac- tor. And when I call, they come. They’re so committed to

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their service that my clients don’t have to wait. We’ve been working with these experts for years because they have the same work ethic that we do and they also believe in giving the client the best. It all works when you build those kinds of relationships with like-minded people.” Dan frankly explained that being a Jack of all trades in the residential construction industry means “having a deep resource of contractors and suppliers who you can rely on. Every job is different,” he continued, “regardless of simi- larities; jobs vary, at least a little bit. Halifax Heating does our Heating and Ventilation, Evergreen Electrical does our electrical work, B’s Plumbing does all our plumbing, I use Ocean Contractors for all our foundations, Ocean- front Excavating do all of our excavations, I use McCarthy’s Roofing or Classic Roofing for all our roofing, and I’ve got a great relationship with Kent Building Supplies and Payzant Home Hardware as suppliers. It’s taken me nine years to get to the point where I have these relationships, these built-up referrals, but it’s still growing. Don’t get me wrong, it’s great now, but there’s always room for more growth in this industry and in a market like this.” If you’re currently working with Monk Renovations and per chance found your business on Dan’s impromptu list, you’re in good company. Dan doesn’t compromise on certifica- tion, registration – or taxes. “When I started the business, the first thing I did was to register my business with the Registry of Joint Stock Companies and get my tax number.

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Yes, I am a tax collector: I run my business professional- ly, I charge taxes, I give receipts. I know there are a lot of tradesmen who run one-man shops and will work under the table: my thinking is, these guys have just told you they are okay cheating the government. “They’re bringing in some of the best to live and work here and more business owners have to recognize that.” Don’t be surprised if they end up cheating you.” Dan emphasized that, “It’s not just that, taxes pay for medical, roads and schools. No one wants to pay too much tax. It’s the fact that we warranty our work. We are a stable, professional business, committed to our customers and our community.” Commitment, for Dan, goes beyond what the customer can see. “I worked for other people for a long time and I have to say, there’s a whole different level of commitment when it’s yours. You’ve got to write the cheques on Friday. You’ve got to look the client in the eye and tell them exactly what’s going on – and they have to trust you. And trust is a huge thing in this business. I’ve always been of the mindset that my word is my bond, but it means something more, at least

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for me, when it’s your name on the business card.”

feel good that he recognizes that – he feels valued.”

The fact that this son of a heavy equipment operator from a small fishing village on Nova Scotia’s Eastern Shore chris- tened his business with his family name says a lot. Dan is legacy-minded and that means continuing a tradition of upholding small-town values in a changing world. “A number of years back when the Syrian refugee crisis was identified and the government started to respond, I thought it would be great if we could help out. One day during a particular busy period, I got an email from a former client who we had done a bathroom addition for a while back who was asking about trade certifications and things like that – and when I responded to her and answered her questions, I asked why she wanted to know that informa- tion. She told me that her family had sponsored a Syrian family and one of the members of the family was an accom- plished painter and drywaller. It just so happened that I was looking for a painter and drywaller. She got me in touch with ISANS [Immigrant Services Association of Nova Scotia]. They were great to work with. They connected me with the young man, Ahmad, and I hired him on the spot. He’s cur- rently working hard at making his English stronger and his quality of painting and drywalling is great. Ahmad wanted an opportunity to really become a member of our commu- nity here in Halifax and steady work is helping him do that – he’s fitting in and growing into his new home. Ahmad really filled a need here at Monk Renovations and it makes me

“There’s a huge talent pool amongst every immigrant community here in Nova Scotia – in the trades and in other fields,” he continued. “I hope more business owners engages ISANS and step-up to bring-in more talented workers who are new to Nova Scotia, who plan to make lives for themselves and their families here. Even when the language barrier is there, the payoff is good, it’s undeniable. Ahmad is dedicated, loyal – and he’s happy to be here. It’s a hiring experience I recommend to all my counterparts.” Dan believes that ISANS “really holds the key” to Nova Scotia growing its population and strengthening its work- force. “They’re bringing in some of the best to live and work here and more business owners have to recognize that.” “This is our ninth construction season,” he explained. “I’ve been in the construction longer, but it’s nine years since I startedmy own company. It’s the big anniversary next year, but I’ve got to say, even before then, that the renovation industry has been good to us over the last nine years. We have amazing clients, great staff, we’re continuing to grow – and we continue to enjoy building relationships, whatever those may be. Our volumes are steady, but the people that make up the Monk team are solid. I can foresee us doing this for a long time.” Dan’s passion for his industry and belief in his community are and will continue to be the foundation of Monk Renovations.

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JULY 2017 • SPOTLIGHT ON BUSINESS MAGAZINE

Karl Stapleton was the kind of kid who brought a few spare boards, nails and a hammer to a game of pond hockey for that inevitable moment when an over-zealous friend back in Marystown, Newfoundland broke their makeshift net with his best Keith Brown slap shot. “I built a few cabins back in the woods of Marystown when I was a kid, too,” Karl told me through a laugh as we chatted before I began the formal interview for Spotlight on Business over the phone in mid-July. From hockey nets and clubhouses, I learned, came Karl’s signature: cabinets. Karl and his wife Charmaine Donnelly-Stapleton own and operate Quest Kitchens in Elmsdale, Nova Scotia, a small community of 3,034 located on the boundary of Hants County and the Halifax Regional Municipality.

SPOTLIGHT ON BUSINESS MAGAZINE • JULY 2017

By David MacDonald K arl, you couldn’t be more centrally-located to do business. You operate out of Nova Scotia’s busiest, most populated corridor. What’s the range of Quest Kitchens? Well, we’ve installed our custom kitchens as far as St. John’s, Newfoundland and in Mactaquac, New Brunswick – and, of course, across most of Nova Scotia. Well, I was aware of Quest Kitchens’ solid reputation here in Halifax before the magazine reached out to you, Karl. One thing that’s abundantly clear to me after just my preliminary research is the fact that your family is a major motivator for you – and I get that. Can you please tell the readers just how Charmaine, Mccabe, Theo, and Thomas have made Quest Kitchens what it is today? David, my family is my whole world. When my feet hit the floor out of bed every morning, my first thought is them. I’m moving to provide for them and I’ve always operated with the notion that to fail is unacceptable. They’re my driving force and when I’m taking that extra time to find solutions for customers – and I have a story about that – they’re at the back of my mind cheering me on. That’s why I’ll never dismiss a concern; I’ll make sure that every project honours its timelines and is completed to a standard that reflects my best. This effort is at the heart of our lifetime warranty guarantee. I don’t take shortcuts and I don’t think there’s a place for that in building and installation. My drive means you’re only going to see me the one time; you won’t be calling Quest back to a job.

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