SpotlightApril2018

T his is usually where we like to address the articles and advertisers that have been part of the issue, but in light of the recent tragedy involving the Humboldt Broncos hockey team we would like to send our thoughts and prayers out to the victims, their families and friends of this tragic accident who lost their lives and also send our wishes for a speedy recovery to those that survived. We would like to spotlight the amazing efforts of the first responders who helped the victims of the Humboldt Broncos bus crash in Saskatchewan on April 6 th and thank all those that have cared for and supported the team and their families during this time. I am always amazed when I see how something so tragic can bring people together. I would like to say how proud I am of the character of these young players, how positive they have remained and their undefeated attitude in the light of such adversity, when it would have been so easy to take the easy way out and look at the negative of what has happened. These young men have set the example for all Canadians, and the world for that matter, that we are a team, when we are winning and when we are losing and that we are stronger together. There has been an amazing outpour of support for the Humboldt Broncos hockey team from not only the hockey community and Canadians, but from people and businesses around the world. The Humboldt campaign which was created by Sylvie Kellington, a resident of Humboldt, Saskatchewan, on the night of the crash with an initial goal to raise $5,000 for the victims has received donations from almost 140,000 people from 80 different countries raising more than $15 million CAD. This campaign is believed to be the largest online fundraiser of its kind in Canadian history, and one of the largest in the world. Although the campaign has closed, the team has said that it will continue to accept donations through the Humboldt Strong Community Foundation, which will “support Humboldt Broncos players, employees, families and volunteers, as well as first responders and emergency services personnel, teams, athletes, related organizations and communities affected by the crash.”

We would like to take this time to remember those lost because of this tragic event:

TYLER BIEBER - Broncos’ Play-by- play Radio Announcer

LOGAN BOULET - Broncos’ Player DAYNA BRONS - Broncos’ Athletic Therapist MARK CROSS - Broncos’ Assistant Coach GLEN DOERKSEN - Broncos’ Team Bus Driver DARCY HAUGAN - Broncos’ Head Coach ADAM HEROLD - Broncos’ Player BRODY HINZ - Broncos’ Volunteer Statistician

LOGAN HUNTER - Broncos’ Player JAXON JOSEPH - Broncos’ Player JACOB LEICHT - Broncos’ Player CONNER LUKAN – Broncos’ Player LOGAN SCHATZ - Broncos’ Player EVAN THOMAS - Broncos’ Player PARKER TOBIN - Broncos’ Player STEPHEN WACK - Broncos’ Player

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

279 Gary St, Winnipeg, Manitoba, Canada R3C 1H9 | PO Box 350007 Halifax, Nova Scotia B3M 0G3 P: 204 272 6228 E: info@spotlightonbusinessmagazine.com spotlightonbusinessmagazine.com

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

Pouring Perfect Pints

Did you know that an estimated 10 million Canadians drink beer as their alcoholic beverage of choice? Draught beer is the freshest of these beers, as it does not go through the same distribution channels as canned or bottled beer. It is produced, kegged and delivered fresh to pubs and restaurants. As a draught system technologist, BeerTech’s number one goal is to ensure that draught beer be dispensed to consumers as the brewer intended. It all starts with system balance. Whether it is a short draw system (direct draw from a fridge below the towers) or a long draw (from a cooler located somewhere

in the building and driven to the tower and faucets at the bar), it is imperative that the system be balanced. Cooler temperature, beer temperature, gas pressure and calculations on the route the beer will travel (distance, any gravity or lift the lines will travel, restriction caused by hardware such as tubing size and hardware within the towers) must be correct. The result will be a perfectly poured pint; cold, properly carbonated and with a nice head on the beer. It is critical after a proper install that the BeerTech system is maintained regularly. Temperatures should be monitored and the lines, couplers and faucets should be kept clean. As well, the cooler in which the beer is stored should be kept clean.

Serving quality draught beer requires time and technique. Select the proper glassware for the style and brand of beer you are offering. When pouring draught, the glass should never contact with the faucet. Hold the glass at a 45 degree angle until reaching ¾ full, then straighten and lower slightly to allow for the head to form. Beer, much like wine, has a nose. The glass should be served with the logo or label facing the customer and, whenever possible, on a coaster from the respective brewery. Follow the steps above and you are ready to enjoy a fresh, perfectly poured pint every time! Please enjoy responsibly! Ken Greer Owner Technician BeerTech Draught Systems Technologies

BEERTECH PROVIDES CONSULTING, DESIGN, INSTALLATION, CLEANING & MAINTENANCE SERVICES

HAPPY CLIENTS CHRISTOPHER REYNOLDS, ANDREW CONNELL AND LAURA MACDONALD - OWNERS OF STILLWELL BEER BAR

CUSTOM TAPS

KEGERATORS

BEVERAGE DISPENSE GAS

BULK CO2 SYSTEMS

(902) 431-BEER (2337) www.BeerTech.ca

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

EDITOR Lee Ann Atwater

RESEARCH TEAM LEADS Alia Morash Ashley Tanner

DIRECTOR OF CREATIVE & GRAPHIC DESIGN Carmen Fitzpatrick

MANAGING DIRECTOR Stewart Gregg

EDITORIAL TEAM David MacDonald

SOCIAL MEDIA LEAD Calli Gregg

CONTENT AND OPERATIONS DIRECTOR Rod Gregg RESEARCH & SPECIAL PROJECT MANAGER James Oxley

John Allaire Jamie Barrie

CONTENT SERVICES LEAD Cameron Gregg

CONTRIBUTING WRITERS Janice Buckler Denise Alison Jody Euloth Ceiledh Monk Dan Monk

ADMINISTRATOR LEAD Erica Atwater

PUBLISHER AIDACA Media

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APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

Home staging results in better offers and less time on the market. It’s a vital part of a proven modern marketing strategy that works in harmony with a professional photographer and a dedicated realtor. In fact, it’s the difference between gaining thousands and losing thousands. It’s a lifestyle-driven approach. It highlights the best features behind your For Sale sign in a way that educates prospective buyers about how well they can live in their new home. And it’s Pam MacKinnon’s speciality. Pam is a professional home stager, paint colour consultant, and home décor shopper at Revive Home Staging in Halifax, Nova Scotia. She’s also the proud owner since launching in 2013. Pam has been guiding home owners in the Halifax Regional Municipality through the process of preparing their property for sale. “Beautiful online photos are critical when listing your home,” she explained when she spoke with Spotlight on Business in January. “Potential buyers can effortlessly bypass your home online if it doesn’t stand out. It’s all a matter of a click or a swipe. Home staging attracts more buyers by showcasing an appealing lifestyle.

I’ve seen many cases where buyers weren’t considering a particular area to live, but changed their mind because they loved the...

Sometimes the stars line up. You know, the ones where dreams, passion and feasibility all meet and create a big bang. Such was the case with The Collingwood Brewery. One guy with a passion for making beer, and three other partners with foresight and a will- ingness to invest in a project. Owner, co-founder and brewmaster Chris Freeman started brewing beer eight years ago. He was working at an office job and battled the ho-hums by getting into home brewing on evenings and weekends. And like many home brewers, after he made his first batch, his thoughts turned to making a living out of his new-found talent and passion. Not one to let the moss grow under his feet, Freeman and his brother started pounding the pavement in search of financing and interested investors. In the meantime, Freeman applied to a college brewing course and moved down to the Niagara area for a couple of years to pursue the brewmaster program. While at school, he secured a summer job with the highly successful Creemore Springs Brewery and was hired on full-time after he graduated. All the while, he was in conversations with potential future partners on starting a brewery in Collingwood.

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

02 SPOTLIGHT ON APRIL

10 APRIL INDUSTRY EVENTS

12 SPOTLIGHT ON INDUSTRY 14 STRATIGRO SMALL BUSINESS TIP FOR APRIL Core Values: One Thing you should never Compromise 16 MESH MEDIA NETWORK- THE DYNAMIC SOUL OF SELLING Infusing Freshness into Sales, Be Dynamic 22 CONTRACTORS’ CORNER Do you have or need insurance? 24 SPOTLIGHT ON BUSINESS 30 REVIVE HOME STAGING Let me help you create the appeal to close the deal! 34 NICOLA LOG WORKS Technology Meets Boundless Design 38 DIY MOM / MATRIARCH PRODUCTIONS Demolishing Stereotypes, Branding a Future 44 WOODFIELD CANADA Up-fitting the Mobile Revolution 48 COBEQUID MOUNTAIN SPORTS World-Class Service in a Down Home Atmosphere 52 GRANDWEST ENTERPRISES INC. See how far the envelope can be pushed 58 THE COLLINGWOOD BREWERY Kick Back and Relax 64 BLUE WAVE BOARDS Hitting the Lake Standing Up! 70 WOLFHEAD DISTILLERY Join the Wolfpack! 24 MONTANA LOG HOMES The Handcrafted Alternative

Wolfhead Distillery is Wind- sor-Essex County’s first premium craft distillery.

Located in Amherstburg, Ontario, the distillery is a blender and dis- tiller of ultra-premium spirits. Wolfhead prides itself on being local and combines unique local ingredients to create a flavour profile that promises to impress!

The distillery’s website offers that owner Tom Manherz found himself inspired by the local history of rumrunning and Prohibition after estab

76 SPOTLIGHT ON INNOVATION 78 LOCKHEED MARTIN NASA Looking for less bang for its buck

80 SPOTLIGHT ON HEALTH

81 PRESCRIPTION MEDICATION What to do with old or unused prescription meds

82 HOLISTIC HEALTH TIP FOR APRIL BY JANICE BUCKLER Prebiotics

APRIL 2018 • 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 • APRIL 2018

When you look at an image of a cityscape, do you see merely buildings, billboards and traffic lights? Or do you see archi- tecture and landscape co-existing in a harmonious flow, one complimenting the other to form continuous, functional aesthetics. PLANT Architect Inc. sees the latter. In fact, they design the latter in Canada’s largest urban canvas — Toronto. They are an award-winning practice that combines architecture, landscape and design with a vision toward timeless urban redevelopment and renewal across spatial scales and traditional disciplinary borders. PLANT was founded in 1995 by partners Lisa Rapoport, Chris Pommer, and Mary Tremain. The studio is based in Toronto and is comprised of architects and landscape architects. They specialize in institutional, commercial, and residential archi- tecture and landscape architecture, interiors, public space design, urban infrastructure, feasibility studies, and master planning.

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

exhibitors representing areas includ- ing housing facilities, senior care facilities, housing support services, financial services, realtors, home safety and security, moving and storage, and more. This year’s expo offers more of the same as the show heads into its second decade. For more information of the event: http://www.aoexpo.ca/ Follow on Twitter: @AandOSupport Follow on Facebook: @aosupport- services

HEALTH AND SAFETY CONFERENCE AND TRADE SHOW ONTARIO

May 1 st – 2 nd , 2018

The International Centre – Mississau- ga, ON, Canada

The Canadian health and safety land- scape is constantly shifting. Whether it’s new legislation, innovations in technology, quality and safety stan- dards, changing demographics or workplace culture, today’s health and safety community is challenged with staying ahead of the curve. So join us for your one-stop- shop for everything health and safety. More than 400 exhibit booths featuring the latest in market trends, products and services for the health and safety professional. So much better than leafing through a catalogue – it’s all right here. For more information of the event: http://app.wsps.ca/pip/pip_home. php Follow on Twitter: @WSPS_NEWS Follow on Facebook: @workplace- safetyandpreventionservices

THE 75 TH WINE AND SPIRITS WHOLESALERS OF AMERICA ANNUAL CONVENTION AND EXPOSITION

BUILDINGSNY

April 30 th – May 3 rd , 2018

May 8 th – 9 th , 2018

Caesars Palace – Las Vegas, NV, USA

Javits Convention Center – New York, NY, USA

The WSWA Annual Convention & Exposition is the largest gathering of America’s wine and spirits distribu- tors, as well as suppliers from around the world, who want to enter or grow their brands in the U.S. marketplace. This event offers distributors the unique opportunity to: seek out new and exciting beverage products for U.S consumers; meet with existing portfolio partners; look for services to enhance internal operations; and attend educational sessions on industry hot topics.

BuildingsNY is the single source, full product life-cycle solution to safely and cost-effectively operate your buildings with a unique combination of an exhibition, no-cost accredited education, partnership opportuni- ties, and networking events. This event offers 45,000 square feet of state-of- the-art innovation technol- ogies, goods and services to reduce costs for your building with access to over 6,000 building industry pro- fessionals and over 400 suppliers in the industry. Industry leaders and subject matter experts offering the opportunity to share their exten- sive knowledge with new codes & industry trends

55+ HOUSING & LIFESTYLES EXPO

May 8 th , 2018

For more information of the event: http://www.wswaconvention.org/

Victoria Inn Hotel & Convention Centre – Mississauga, ON, Canada

Follow on Twitter: @wswaconvention Follow on Facebook: @WSWAConvention

Last year’s expo welcomed over 1000 guests to experience almost 100

For more information of the event:

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

http://www.buildingsny.com/ Follow on Twitter: @BuildingsNY Follow on Facebook: @BuildingsNY

May 9 th , 2018

Mississauga Convention Centre - Mississauga, ON, Canada

The Toronto Entrepreneurs Conference ; Tradeshow has been designed to provide Toronto Area Entrepreneurs, whether budding or experienced, with the opportunity to expand their professional network with over 2,500 business leaders attending, allowing you to hear from experienced and suc- cessful entrepreneurs on tips and opportunities and learn what it takes to become successful and stay thriving with over 20 speakers and 60 exhibitors at this amazing event. For more information of the event: https://www.torontoentrepreneurs.ca/ Follow on Twitter: @TOEntrepreneur Follow on Facebook: @TorontoEntrepreneursConference&Tradeshow

AMERICAN TOWMAN SHOWPLACE

NATIONAL HARDWARE SHOW

May 9 th – 12 th , 2018

May 8 th – 10 th , 2018

South Point Hotel & Casino – Las Vegas, NV, USA

Las Vegas Convention Center – Las Vegas, NV, USA

American Towman ShowPlace - Las Vegas is an event promoting towing, recovery and road service industries. Over 3,500 visitors are expected at this event. This event shows products like heavy duty equipment used in trucks, transport trailers, truck engines, truck cabin interiors, tow truck accessories, winches, emergency light products, engine components, wheels , tires, brake components, hydraulic parts, computer software, GPS tracking systems and safety products.

With over 70 years of experience serving the hardware and home improvement industry, the National Hardware Show continues to provide an unmatched experience for industry professionals with access to the latest innovations, retail trends & business solutions, face-to- face net- working & more. This amazing event has over 2,800+ exhibitors (500+ new exhibitors from last year) along with over 10 inventors covering more than 15 product categories including everything from homewares to inter- national sourcing to Made in USA products and more. This is a not to miss event. For more information of the event: http://www.nationalhardwareshow. com/ Follow on Twitter: @NHS_Show Follow on Facebook: @national- hardwareshow

Others who would exhibit in the expo include motor clubs and finance insti- tutions etc. in the Automotive industry.

For more information of the event: http://www.buildingsny.com/ Follow on Twitter: @AmericanTowman Follow on Facebook: @americantowmanmagazine

BUY GOOD. FEEL GOOD. EXPO

May 11 th – 13 th , 2018

Enercare Centre – Toronto, ON, Canada

We believe that businesses can lead the way in solving the world’s most pressing social and environmental problems. We support and promote orga- nizations that empower communities and innovate for a better world. “Buy Good. Feel Good” is Canada’s largest expo dedicated to social enterprises. Discover life-changing products and meet inspiring entrepreneurs as people connect with social enterprises, building an economy that is healthy, equita- ble, and fair for all. For more information of the event: http://www.buygoodfeelgood.com/ Follow on Twitter: @buygoodfeelgood Follow on Facebook: @buygoodfeelgood

THE TORONTO ENTREPRENEURS CONFERENCE & TRADESHOW

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

A mericanpresident,DonaldTrump’srecenttwitterattackon Amazon.commayormaynotswingfromitsconsideration ofToronto,theonlynon-Americancityontheshortlist,for its second headquarters. We think that it is unlikely that the president’s 280-character Twitter rants will sway Amazon’s decision away from Toronto and of the other short list of U.S. cities competing to be the home of Amazon’s second head office. Amazon’s decision will be based on what is better for the business and without a doubt more focused on its long-term goals rather than recommendations from the current U.S. administration that will only be around for another 6 years at maximum. The selection of their second head office will have a long-term impact on the strategic direction of Amazon. We do find it interesting that Trump’s attack on Amazon is focused on calling out the world’s largest e-commerce company for paying little or no taxes to state and local gov- ernments.

Which is interesting as Trump was accused for similar actions during the Presidential race by Clinton’s campaign team.

As for Amazon putting thousands of retailers out of business, well many factors cause businesses to fail and online shipping is one of them. Now, the statement that Amazon costs the country’s postal service billions of dollars, well lets be honest when was the last time any postal service made money, blaming that on any company is misdirected.

C anadian Tire Corporation will be expanding its loyalty program that has been available since 1958 to allow custom- ers to collect and redeem Canadian Tire Money across its various retail brands. Customer are now able to collect money at Sport Chek, Mark’s, Atmosphere and Gas+ locations in addition to Canadian Tire itself all across Canada. The Canadian retail giants says the revamped program will be called Triangle and include both loyalty money and two new MasterCards issued under the program.

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

S tatistics Canada reports shows that the Canadian economy total output was down by 0.1 percent in January. The reports showed that Canada’s service sector was flat, while goods-producing industries and manufacturing sectors were down 0.4 percent. The resource sector also saw a decline of 2.7 percent with the real estate taking the hardest hit with output from agents and brokers falling 12.8 percent in January, the largest monthly decline since November 2008. New mortgage rules designed to make it harder to get a mortgage came into effect during the month, which caused buyers to rush to buy before the deadline and led to a sharp drop for the month. Analysts expect Canada’s growth to be around 1.4 percent for the first quarter and to remain consistent around the 1.5 to 1.9 percent range for the remainder of the year.

M icrosoft announced that partnering firms that the tech giant works with on joint ventures will have patent and design rights for the technology it collaborates on. This is a huge move for Microsoft and part of a new initiative on intellectual property (IP). This move is in response to increasing concerns that technology companies like Microsoft will use the using knowledge acquired from these joint ventures about their firms and their customers and markets and use it to compete against them. Plus, under previous agreements Microsoft allowed partners it created technology with to commercialize it through licensing agreements.

The problem that comes from that is confusion over which company actually owns the rights to that developed technolo- gy, which could result in litigation if either party feels there has been a copyright violation.

With an increasing number of companies now collaborating with major technology firms on new technologies like artificial intelligence, cloud and blockchain competitive intelligence is at risk and this will allow companies more willing to collabo- rate on future projects that will lead to better technology for businesses and consumers. For example, IBM is now working with several food companies, including Nestle, Unilever and Walmart on a blockchain project to trace contamination in the food supply which could develop new industry tracking that could save lives.

Aimia Inc.’s Aeroplan program to its own system, Aeroplan striking a deal with Amazon after losing Air Canada, Esso affiliating itself with PC Optimum and Loblaw Co. combin- ing loyalty programs at its grocery stores and Shoppers Drug Mart under the PC Optimum program in an attempt to better target customers and keep customers engaged with the plan and brand.

The Canadian Tire program will allow customers to collect money either through an app or a loyalty card that will also offer personalized content and offers, while purchases with the branded MasterCards earn additional money.

This change comes as loyalty program and carriers see big changes in Canada with Air Canada moving away from

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

Denise Alison empowers business owners to build relationships and connect with their poten- tial customers on social media, and through live video.

By Denise Alison P eople often ask us why we always begin our business coaching activities with a dis- cussion of core values. The answer is simple. Successful and happy entre- preneurs always live in harmony with their core values. So we can’t possibly offer advice on potential strategies for a business without first understanding the entrepreneur’s core values. What are Core Values? Core values are things that we hold dear and require no external justifica- tion. These values are the ultimate foundation for your business and should be used to guide your entrepreneurial and personal decision-making process. Why are core values important? If you, or anyone you know, is deeply unhappy, then I guarantee you that something that is going on in their life is in conflict with one of their core values. These are the only things that have the ability to make us sad. Once we accept this truth, identifying the root cause of our unhappiness is easy. And it also gives us the courage to

change things, or better still, to avoid getting into these situations in the first place.

Let’s take the example of organic food growers. People get involved in the organic food movement for different reasons. For one farmer it might be all about the money. This farmer sees an opportunity to capitalize on the growing market demand for organic crops. It is a simple business decision and not related to any particular concern about the use of genetically modified crops or pesticides. If an opportunity came along that would allow the farm to double its profit, but involved the use of pesticides, this farmer could make that decision and still be happy. But for many growers of organic foods, the business reflects a passionate belief in organic farm practices. It’s a lifestyle choice that is central to who they are. These entrepre- neurs are dedicated to changing the way we grow and consume food. These growers could never be happy if they were forced to compromise that core value. The “I value” exercise We all have core values, but we don’t always take the time to clearly define them. Try this simple exercise. Start with the phrase “I value” and make a list. Keep your answers short (ideally one word). There is no magic number but most people come up with 5-6 values. Hint: Your initial list might be longer, but chances are some of those values can be brought together.

And in case you’re interested, my core values are: • Family

• Friends • Health • Respect • Integrity • The environment

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

By Jamie Barrie P ayPal, the online payment processing firm is thinking about getting into the banking business with a new model that could fundamentally change the industry and how traditional banks acquire new customers. “If you’re a traditional bank,” says Alyson Clarke, principal analyst at research firm Forrester, “this is the stuff of night- mares.” Banks will get its new customers as children or young adults that have been brought into the branch by their parents to open their first account to hold their birthday money or first job. Traditionally parents take their kids to whichever bank they use and most cases, they remain loyal customers and stay with that bank for the rest of their lives.

traditional banking.

Currently in the U.S., PayPal offers traditional banking services to a select group of its customers, who can get a debit card to withdraw cash from ATMs, deposit cheques by taking a picture and have their pay slips deposited directly into their account. According to Bill Ready, Chief OperatingOfficer with PayPal, the company niche customer is the younger customer that does not have a traditional bank account or those custom- ers that considered themselves as “unbanked” customers. With todays technology and apps driving economy you need a bank account in order to take advantage of services like Uber or Airbnb. So, PayPal put together a lot of technol- ogy and because PayPal themselves do not have a banking licence in the U.S., they have partnered up with a select group of financial institutions to offer services like debit cards, chequing accounts and even loans, sounds like tradi- tional banking to us. For now, the pilot is only happening in the United States, but if successful it is expected that the PayPal untraditional bank model would move to Canada as there is an alterna- tive bank sector that it could partner with and to support the model along with more than enough potential custom- ers to make the project successful.

PayPal is looking to change all of that.

In an interview with CBC News Clarke said that, “A lot of consumers, particularly millennials, think that all banks are basically the same,” she went on to say that, “And that old method of going into the branch to open your bank account with your mom or dad just seems completely antiquated.”

Thus, the opening for PayPal to take advantage of this opportunity and make the gradual shift into untraditional,

MARCH 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

Jody Euloth is the CEO of The Mesh Media Network and Founder of The Dynamic Soul of Selling. She helps entrepreneurs, business and sales professionals and creative visionaries get over their fear of selling so they can generate more revenue and make a bigger impact in business.

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

By Jody Euloth A sconsumers,wenowhavemoreoptionstochoosefromthaneverbefore.WhetherdecidingonaTV,a mortgage broker or new car, with so many options available, the decision-making process can be overwhelming. Pair this with the fact that several internet sources conclude that adults make approximately 35,000 decisions each day. As business owners, entrepreneurs and sales professionals, we must be aware of this mental noise and the confusion it causes for consumers. Understanding that potential clients are bombarded by sales people and service offerings, our sales pitches must be more dynamic than simply showing value and solving a problem. Seth Godin, best-selling author and renowned business leader states that ‘People do not buy goods and services. They buy relations, stories and magic.’ Chances are your competitors are solving the same problem you are, so how do you stand apart from the competition? You’ve heard it before, sales are a numbers game. The more offers you make, the better your odds of closing more deals. Consequently, this consistent repetition that sales demands and the inevitable rejec- tion sales people experience on a regular basis, can be a demotivating mental challenge, leading to lack luster sales presentations. Of course, you have an amazing product or service that can add significant value, but if presented in a boring, desperate or self-serving way, you will come across annoying to your customers. This irritancy will force clients to give their business to someone else, with whom they had a memorable experience. The definition of dynamic, when describing a process or system, means ‘characterized by constant change, activity or progress.’ And when referring to an individual, it states ‘positive in attitude and full of energy and new ideas.’ Synonyms include words like compelling, charismatic, effective, influential, powerful and productive. One way to avoid coming across as a desperate, stressed out sales person, is to listen to your client. Find a connection and be thoughtful in remembering the details. Listening is the best way to learn which will allow you to position yourself as a consultant. One common mistake sales people and passionate entre- preneurs make, is they spend way too much time talking about what they can offer instead of learning more about their client. You’ve experienced it, that sales person who just keeps blabbing on and on. The truth is business owners love to talk about their business, so get them talking by asking open ended ques- tions. Gather information and take note of any specific points of interest that you can refer to later. For example, details like remembering the names of her kids, or where she is going on vacation or what sports he likes to play in his spare time, helps build rapport. Making this connection and being personable shows that you are interested in more than just making a sale. It goes a long way in being memorable, exuding a positive energy and setting yourself apart from the competition. To develop dynamic sales methods consistent coaching has been proven highly effective. This exchange and guidance helps to keep the sales approach sharp, which can often become dull overtime. In a recent study, 74% of the leading companies cite coaching and mentoring of sales reps as the most important role frontline sales managers play. And that no other productivity investment improves rep performance better than sales coaching. Whether the collaboration comes from a manager, a colleague or third-party coach, this coaching generates creativity and ensures an infusion of freshness into the sales process. So ask yourself, are you being ‘Dynamic’ when presenting your product or service? For more, sales tips and strategies, sign up for ‘The Dynamic Soul of Selling’ Newsletter at www.meshme- dianetwork.ca/dynamic-soul- of-selling/ For a free 15-minute sales consultation to determine if you would benefit from ‘The Dynamic Soul of Selling 90-minute Strategy Session’ email jody@meshmedianetwork.com Jody Euloth is the CEO of The Mesh Media Network and Founder of The Dynamic Soul of Selling. She helps entrepreneurs, business and sales professionals and creative visionaries get over their fear of selling so they can generate more revenue and make a bigger impact in business. Social handles @jodyeuloth • www.meshmedianetwork.com So, what does it mean to be ‘Dynamic’ and how can this be achieved?

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

By Jamie Barrie B est Buy is in the process of closing all of its 250 small-format mobile store locations by May 31, as a result of declining smartphone sales. All of these locations sold smartphones and accessories in small retail stores or extended kiosks located in malls. However, there is good news for the big box retailers and that is that it will open its first new store since 2011 later this year, a 36,000-square- foot location in a Salt Lake City, Utah suburb that is expected to be about 30,000 and 45,000 square feet which is just “the right size” according to the company.

The decision shows that Best Buy stays true to its big-box stores model and where the company can provide a better experience for their customer because there’s more space and more products to meet their needs.

In a recent interview Best Buy CEO, Hubert Joly said that the company will continue to review locations as leases come up for renewal, to make sure that they have, “the right-size stores” and that they are, “in great locations” and that they will “tweak the margin.” Joly went on to say that, “because things evolve” they will continue to make changes to increase the customer experience in their stores.

SPOTLIGHT ON BUSINESS MAGAZINE • MARCH 2018

By Jamie Barrie A ccording to Jan Kniffen, chief executive officer of J. Rogers Kniffen World Wide Enterprises, a retail con- sulting firm, convenience is what is winning custom- ers over in the retail sector. However, they would rather be in store, where they can see the actual item not a virtual image and holding something or even try it on. It is estimated that between 10,000 and 12,000 physical brick-and- mortar retail locations will close this year. However, around 6,500 new ones will reopen, just not where you might expect them to be or under the same name. Large retailers like; GAP, Ulta, Target, Dick’s Sporting Goods, Dollar General, Ross and Aldi all have announced that they plan to open new locations in 2018. GAP which is closing some 200 GAP stores, have plans to open 270 new locations of its Athleta and Old Navy brand locations by 2020. Customers are looking for convenience and value regard- less of what segment of the retail market you are in so, if you are not local, value-price- oriented or online, it is most likely that you are losing market share in retail right now.

a trend, how customers will shop now and in the future. unless you are local or a value-priced retailer.

As for local, just look at the incredible success of the inde- pendent craft brewery industry which is one of the fastest growing sectors and is built on being local and communi- ty focused and continues to win market share over mac- ro-breweries. As for malls, it does not take an expert to see that retail growth is happening out-side of the mall these days, you just have to go to one and have a quick walk around to see the empty retail spaces, which is part of the problem. Malls tend to be in locations that are generally further away from people and harder to get to, which is what is keeping people away. In saying that, there are some retail winners that thrive in mall locations and continue to grow like Lulu- lemon, Ross, T.J. Maxx and Ulta. There are always winners when it comes to retail, but some- times it seems that who you are, what you sell and where you are located will play a much more important role in your success and if you are located in a mall then you are stacking the deck against you.

Amazon has taught the retail sector that convenience belongs to the consumer and that online shopping is not

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

By Jamie Barrie I t seems like every day that there is a new headline about Tim Hortons, so it should be no surprise that it is starting to take its toll on the brand as changes are made by U.S. based Restaurant Brands International, which took over the chain of restaurants in 2014. TIM HORTONS PLANS FACELIFT FOR MOST CANADIAN LOCATIONS Tim Hortons plans to renovate most of its Canadian restau- rants over the next several years, but some franchisees say the decision is another ‘ill-conceived’ move that will cost individual restaurant owners about $450,000. The home of the “Double, Double” and its restaurant owners will invest $700 million renovating most of its Canadian locations over the next four years, giving them a lighter, more natural looking exterior and feature upgrades like open-concept seating. Sounds good for customers; however, the decision has added fuel to the fires and generated more animosity between the chain and Great White North Franchisee Asso- ciation (GWNFA), which is an unsanctioned franchisee group which makes up about half of all of Tim Hortons Canadian franchisees. The GWNFA has advised its members not to

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

sign or agree to anything until more details are disclosed.

minimum wage hikes have taken its toll on Canadians’ Tim Hortons brand known for its famous “Double, Double.”

TIM HORTONS FRANCHISEE ORGANIZER HAS LICENCE REVOKED AMID PUBLIC SQUABBLE Great White North Franchisee Association, which is the group that represents about half of Canada’s Tim Hortons franchisees in Canada is steaming and vowing to do every- thing in their power to assist a prominent member whose licence renewal was denied amid his ongoing tensions with Tim Hortons by their parent company Restaurant Brands International. Mark Kuziora, who owns two Toronto Tim Hortons franchises, was allegedly told by Tim Hortons parent company Restaurant Brands International in early April that he would be denied a renewal for one of the restaurants at the end of August. GWNFA has stated that Kuziora had been negotiating with RBI and Tim Hortons since September and trusted the negotiations were being done “in good faith.” Last week it said he received an email from RBI and TDL “out of the blue,” saying they will be in touch with him in the coming weeks to discuss the transfer of the restaurant to a new owner. GWNFA said it considers the move an intimidation and retaliation tactic because Kuziora was recently involved in a class-action lawsuit that alleged RBI used money from a national advertising fund improperly. TIM HORTONS SEES SLOW SALES AMID FRAN- CHISEE DISPUTE While parent company of Tim Hortons, Burger King and Popeyes, Restaurant Brands International Inc. outperformed analysts expectations on profit for its fourth quarter, Tim Hortons restaurants recorded a fifth consecutive quarter of less the stellar sales. The sales slowdown comes as about half of the company’s Canadian Tim Hortons franchisees joined an unsanctioned organization to fight against what they say is their corporate parent’s mismanagement of the Tim Hortons’ Brand. TIM HORTONS MOVING DOWN THE RANKS OF CANADIAN BRANDS

According to their annual ranking of brands by market research firm Leger which polled approximately 2,100 English and French-speaking members, aged 18 or older of its over 400,000 members of its existing online database of Canadians between December 19, 2017 and January 29, 2018 on their views of 241 different brands that operate across the country. A brand that is loved by millions of Canadians would be expected to be in the Top 5 Brands for sure, and at the worst be in the Top 10. So, it will be interesting to see the company’s reaction to see the brands fall from the Top 5 (#4) to well back in the pack of 241 companies to 50th place in the recent poll. It looks like Restaurant Brands International Inc.’s reputa- tion for being a vicious cutter of costs is something that is not playing as well in the Canadian market with franchisees and customers alike.

With these types of headlines and continued disagree- ments with its franchisees and outrage over its response to

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

the home owner for bodily injury or damage to the property being renovated, caused by the negli- gence of the contractor. Water leaks fromplumbing, electrical fires, water damage if a building is not secure during a rain or snow event are examples of damage that is typically covered with liability insur- ance. Having $2-5 million in coverage is common. An insurance provider can provide more details of what a policy should and will cover. Workers Compensation Board (WCB) insurance is paid by any company that has a payroll and does source deduction. Basically, all companies with employees will pay into Workers Compensation to ensure employees/trades people working on

By Dan Monk, P.Eng., Red Seal Carpenter and Owner of MONK Renovations T his is a valid question for any home owner to ask of their perspective renovator or new home builder. Do not be afraid to ask for a copy of their certificate

of insurance as part of your signed contract and you should always have a signed contract. As renovators there are always risks associated with the work being per- formed and insurance is the typical method of pro- tecting clients, employees, public and companies from these risks. The insurance coverage that is typically carried is Liability Insurance, Workers Compensation Board Insurance and Com- mercial Auto Insurance. A new home builder will often carry Builders Risk Insur- ance, because they have complete control of the new home and ensure the entire building.

Liability Insurance basical- ly provides protection for

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

your project are covered for any injuries. This is import- ant because when hiring a contractor, if they do not have WCB coverage, then the home owner can be held respon- sible for any cost associated with an injury on their job and can open themselves to potential law suits if someone is injured. Essentially, if you hire a trades person who does not have coverage then you become the employer of that person and are responsible. This can be a scary sit- uation, but it is easily avoided by hiring a contractor with WCB coverage. Simply request the contractors “Clearance Letter” from WCB, indicating that the contractors account is in good standing. Additionally, the company should have a safety program that is certified and can provide a “Letter of Good Standing – Safety Certification.” This ensures the company is proactive regarding safety and has reduced risk of injury or accident. Requesting this documentation can be a simple addition to any renovation contract. Commercial Auto Insurance ensures that when your contractor is driving to pick up materials or any task related to your reno- vation project, if they are involved in a motor vehicle accident the insurance is valid and they are covered. If the contractor is only covered for personal use of the vehicle and has not informed his insurer that they are using the vehicle for work, it could void the insurance. This is more of a credibility issue as any reputable professional renovation company will have commercial auto insurance. It is always best to be properly insured and to be honest with the insurance company to ensure proper coverage. As a final note, it is critically important to contact your home insurance provider if you are planning a renovation or addition to your home. This will allow the insurer to have the correct coverage for your personal home insurance, based on the renovation being completed and potentially the increased value of your home when finished. Being open and transparent with your insurance company is always important to ensure you remain properly insured.

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

Brad Neu knows he’s in the dream business. He knew it when he helped his business partner- to- be build his first family home out of necessity. He knew it when a few years later they were featured in Time Magazine. It’s why he’s been handcrafting custom log homes since 1975. “They’re not kits; everything we build is handcrafted, not machined,” he explained. “We are extremely focused on each client because it is such a unique product – it’s literally their dream come to life.” Each Montana Log Home is individually crafted to your specifications by Brad and his skilled log smiths using chainsaws and traditional hand tools. They work with only large diameter, dead-standing Lodgepole Pine, Engelmann Spruce or Western Red Cedar. These full-length logs selected from the prime timber stands of Montana are then hand-peeled, cut, and carved into your dream log home package. Montana Log Homes’ design and blueprint services are supplemented by a 64-page plan guide. If your dream is a little foggy, the plan guide’s log home floor plans and photographs may clear up a few things before the Montana Log Homes team treks to your corner of North America. Brad chatted with Spotlight on Business in early January from the company construction yard in Kalispell, Montana about the “working trade” he lives – and loves.

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

By David MacDonald B rad, please tell the Spotlight on Business readers a little about yourself, your years of experience in log construction and how Montana Log Homes came to be. BN: I started in log construction kind of on a fluke. I was going to college to be an electrical engineer and I came home to do an apprenticeship after my first year. I realized pretty quickly that an electrical engineer’s job is not at all what I thought it was and I was in need of money. My current business partner Jim Bathstalker had just started a company called Pioneer Log Cabins with another guy. (Jim had actually rented a home from my parents years before, so we knew each other since I was 14 or so.) So I ran into him and started doing logs with them. They were very much a start-up company at that time. I went back to college for a little bit, worked off-and- on when I was in town and then their business started to get busy. That’s when I really realized that electrical engineering was not my dream field. I dropped out of college and started doing logs full-time. Pretty soon I was driving logs and then I was running the company. It moved really fast. In 1981 I started with them and in 1985 Jim, my partner and I, partnered up and the two of us have continued ever since. Do you know what motivated Jim to start Pioneer Log Cabins, Brad?

BN : Jim actually started the business because of a need for a home and a lack of money. He read the book Dove and in that book the main character or storyteller builds himself a log cabin and describes how he does it. Jim did a little more research and he built his own cabin. From there, a neighbour saw what he did and said, ‘If you build me one, I’ll pay you.’ It kind of snowballed from there. By the time I started with the company, they had built at least six homes. The quality of what they were building then compared to what we are putting out now is substantially different. Things were pretty creative, let’s say, in those days. As I came on and particularly by the time he and I partnered up we had the system down pretty good and we were rolling into bigger projects in the mid and late 80s. “Jim did a little more research and he built his own cabin. From there, a neighbour saw what he did and said, ‘If you build me one, I’ll pay you.’ It kind of snowballed from there.” Is it the style of home that has changed to your advan- tage or is it the hand tools you use? Why do these “bigger projects” keep coming your way from all over North America?

SPOTLIGHT ON BUSINESS MAGAZINE • APRIL 2018

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BN: I wouldn’t say it is the style of homes or the tools that have changed that much, more the quality of the construc- tion that we are producing. The hand-scribing, hand-chis- eling, and chainsaw work that is involved in building a hand-crafted log home is a working trade, there’s no doubt about it – practice definitely improves your performance. In the early days we weren’t really worried about how tight thelog fits; we could tink it or knock it or whatever. Overtime you kind of figure out new tricks and things that work better. I would say the quality of the fits of the logs has been our biggest improvement just through experience. When you mention “hand-peeled logs” at montanalog- homes.com, are you talking about logs that are not chemically treated? BN: Correct. Everything we bring in is what we call dead standing or naturally dyed trees, you know from a forest fire or a pine beetle plague, which has been very prevalent across the nation, all over North America actually. There are quite a few companies out there that choose to use live trees, they call them “green logs.” It’s an easy harvest; they always have a readily available supply of logs that are just standing out in the woods living and breathing. They harvest them, peel them, and build with them with high moisture content within the wood itself. Over time, that usually leads to considerable shrinkage in the log and a lot of structural displacement. Utilising dry logs would reduce that movement and settling by about 8-fold or so.

We work with loggers all over the place and we’ve pur- chased dead standing logs through countless businesses over the years. It’s a constant battle following where there could be a good source of material. We often go long dis- tances to inspect the sale or inspect the logs prior to pur- chasing them. We also use a secondary industry out there of entrepreneurs, basically log brokers, who are looking for what type of logs we need. They have multiple sources of loggers and people who they’ve known over years so it becomes a network with people out there looking for what you’re needing and putting two and two together. “The hand-scribing, hand- chiseling and chainsaw work that is involved in building a hand- crafted log home is a working trade…” When the logs come in we go through every one; we phys- ically inspect the log for any defects – the slope of grain or spiral of the grain in a log can be an issue, for example. From there it goes on to the peeling rack, which is basical- ly two logs set up about two-and- a-half to three feet off the ground, where we use the actual hand tools. Imagine a razor blade on steroids, I guess, with two handles on it. It’s a lot of physical labor to actually peel the bark and remove the top layer of the log.

APRIL 2018 • SPOTLIGHT ON BUSINESS MAGAZINE

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