The Joint Delegation from the City ofThunder Bay and Fort William FirstNation is preparing a comprehensiveCommunity Readiness Strategy to take fulladvantage of the unprecedented opportuni-ties related to Northwestern Ontario’sMineral Basin – The Ring of Fire.

The Joint Delegation met with nineProvincial Ministers, including theHonourable Michael Gravelle and ThunderBay-Atikokan MPP Bill Mauro, this weekat the Ontario Good Roads AssociationConference in Toronto. The Ring of Fireand Thunder Bay’s emerging economicdevelopment opportunities were frequentlydiscussed, particularly with the Ministersof Energy, Transportation & Infrastructure,Natural Resources, and NorthernDevelopment & Mines.

“The meetings with Provincial Ministers atthe Ontario Good Roads AssociationConference were very productive and posi-tive – the ball is definitely in our courtnow,” said Mayor Keith Hobbs. “We putforward a strong case to the Province to

develop a fully integrated plan that willcapitalize on the enormous mining oppor-tunities in this region, and now it’s up to usto be ready.”

The key message heard by the JointDelegation was to mobilize quickly and beready. “We strongly advocated thatNorthwestern Ontario should benefit over-all from the Ring of Fire and other miningopportunities such as processing,” MayorHobbs said.

The Joint Delegation focused on strategicinfrastructure investment, energy supplyand pricing, stable and sustainable electri-cal supply to Northern First NationCommunities and workforce developmentopportunities.

Councillor Joe Virdiramo (Chair of theInter-Governmental Liaison Committee)indicated he is proud of the work that wentinto those meetings and of how successfulthe meetings were. “Now we need to movequickly to put plans in place to take advan-tage of the huge opportunities coming ourway,” Virdiramo said. “The Province isvery supportive of working with ThunderBay as the major business centre closest to

the Ring of Fire.”

The City of Thunder Bay will move quick-ly to create the Community ReadinessStrategy by working closely with theCommunity Economic DevelopmentCommission, the Thunder Bay Chamber ofCommerce, Ambassadors Northwest, FortWilliam First Nation, Nishnawbe AskiNation, Lakehead University,Confederation College and other key com-munity stakeholder organizations.

The Joint Delegation was comprised ofMayor Keith Hobbs; Ed Collins, EconomicDevelopment Officer for Fort William FirstNation; Thunder Bay City Councillors JoeVirdiramo (Chair of the Inter-Governmental Liaison Committee), KenBoshcoff, Aldo Ruberto, Brian McKinnon,Iain Angus, City Manager Tim Commissoand Laury Alexander, the Mayor’s PolicyAssistant. Some Councillors also attendedas Northwestern Ontario MunicipalAssociation and District of Thunder BaySocial Services Administration Boardmembers.

“Our meeting focused on the Ring of Fire

project. We need to move quickly to takeadvantage of the opportunities that will bethere. Our group made excellent presenta-tions of our cases to the ministers present.They seemed to be very interested in our

messages.We know there will be hundreds,if not thousands of jobs and we need thefoundation in place to handle everything.There are housing and social isues thathave to addressed as well.” said JoeVirdiramo. “ The goverment is quite excit-ed about the Ring of Fire as the numberone economic opportunity in Ontario.”

“ This is a huge opportunity for the gov-ernment of Ontario to work with the pri-vate sector and municipalities. The Ring ofFire will have energy requirements of 550mega watts over and above any kind offerrachrome process. Human resources forthe construction of the mines will be 4600and 3700 in the operation jobs. Inducedindirect jobs are at the ration of 5 to 1 ofthese direct jobs. Currently there are 2550jobs in the NW mines now .” said JohnMason of the CEDC.

PAGE 2 THUNDER BAY BUSINESS APRIL 2012

©2012 Brian Babcock

The Trustee Dilemma includes how toselect a Trustee (discussed in a previousarticle). The next question is what hap-pens if the Trustee does a poor job, no job,or, if there is more than one Trustee, if the

Trustees simply cannot get along.

Unfortunately, this problem happens oftenenough that judges have developed a set ofrules to follow in deciding whether toremove and replace an Estate Trustee.

Like much law in Ontario, the rules com-bine law made by the legislature (statutes)and interpretation made by judges in priorcases. The application of these rules toparticular facts can be tricky, so if you findyourself with this problem, it is best to talkto a lawyer with experience in this area,but here is what you should know goingin:· Under the Trustee Act, aSuperior Court may remove an EstateTrustee and may appoint another person orpersons instead.· The governing principle is thewelfare of the beneficiaries.· The Court is reluctant to inter-fere with decision made by the person whowrote the will.· Not every mistake or neglect ofduty will result in removal.· Removal will not be ordered to

punish past misconduct.· Only in rare circumstances willthe Courts intervene to remove a Trustee.· Misconduct is not required -simply a situation where proper adminis-tration of the estate has become impossibleor improbable.· A demand to step down must bemade before applying to the Court.

A Court may remove the Estate Trusteefor:· Endangering estate property· Lack of honesty· Lack of mental capacity· Lack of ability or expertise, anda refusal to seek help· Lack of “fidelity” – this mightbe a conflict of interest; favouring certainbeneficiaries over others; hostility and dis-trust either between Trustees or between

the Trustee and beneficiaries.

This can be a costly process, so selectingthe right Trustee remains the toughest deci-sion many people need to make in theirwill. Experienced lawyers can provideadvice on how to select the best personthat suits your family’s needs and howyour family can protect itself if bad thingshappen later.

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Joint Delegation Preparing Next Steps for Ring of FireBY SCOTT A. SUMNERThunder Bay BUSINESS

Top: Councillors Joe Virdiramo (Chair of the Inter-Governmental Liaison Committee),Aldo Ruberto, Brian McKinnon, City Manager Tim Commisso Below : John Mason of

CEDC

Rico Minnella was born in Italy andcame to Canada in 1968 at the age of 18years old. His brother was here before him.

“ I started out in Toronto, moved toWoodstock and then to Thunder Bay in1972. In Italy I had started as a barberapprentice when I was 12 years old. Eachday after school I would learn to cut hair. InItaly you only would go to school until 1pm each day,” smiles Rico who alwayswanted to be a barber and doesn’t think hecan do anything else.

Rico and his cousin, Tony first startedHollywood Hairstyling at Thunder BayMall. There were two Tony’s so Rico whosereal name is Tony became known as Rico! “ I have two brothers who are barbers, onein Thunder Bay and another still lives inItaly. Originally I was partners inHollywood Hairstyling with my cousinTony, who left to open a hairdressing schoolso my brother took over the partnership,”notes Rico. “ We have been in Victoriavillewith our second location, where I now

work, since the middle 70’s. It has nowbeen 40 years as a barber in Thunder Bay,starting March 1972.”

Rico is still smiling everyday while doinghis work so many years later. “ I like to talk

to people and I enjoy what I am doing. Wehave some customers from 3 or 4 genera-tions now including grand parent, father,son and grandson. The majority of my cus-tomers have been with me from day 1.”states Rico.

Rico was the first person in Thunder Bayand NW Ontario to win a big competition inmen’s hairstyling in Winnipeg. There is no

such thing as a barber anymore, accordingto Rico- it is a men's hair stylist. Throughthe years Rico has cut the hair of womenand men.

“ You get to know the people as they tellyou their problems but mostly good things.I get to see the people progress in their life’sand you become more than a hairstylist.”smiles Rico.

Rico is going to take 2 weeks off in Apriland visit relatives in Italy with his wife butwill never retire. “ Are you kidding, whatam I gong to do at home? I am gong to workuntil I am dead! Eventually I would like towork maybe 4 days a week instead of 5. Istill like to do what I am doing and am pret-ty sure I will still be here cutting hair inanother 10 years.” said Rico.

Rico is happy to have co-worker Giannawho has been with Hollywood Hairstylingfor 20 years. They each have their own baseof clients.

“ I think Thunder Bay is a really good city.I enjoy it here. There is lots of opportunityin Thunder Bay and it has been good forme. We raised two children and now have 2grand children. I helped send my kids to

school. My son is a chiropractor and mydaughter is a teacher.” notes Rico.

It is nice to see someone who enjoys hisor her work and contribute to the economyof Thunder Bay!

Rico Minnella: 40 Years of Hairstyling inThunder Bay

Publisher’sNoteScott

Sumner

THUNDER BAY BUSINESS APRIL 2012 PAGE 3

www.johnrafferty.ndp.ca

409 George StreetThunder Bay, ON P7E 5Y9

Tel: 807.623.6000raffej@parl.gc.ca

John Rafferty, MP. Thunder Bay - Rainy River

New Democrat Critic for Forestry

409 George StreetThunder Bay, ON P7E 5Y9

Tel: 807.623.6000raffej@parl.gc.ca

Prosperous Future

“Working with

business for a

sustainable and

prosperous future.”

Third Time NOSM’s Entire GraduatingClass Matches to Residency Programs onFirst Attempt

On March 6, 2012, the Northern OntarioSchool of Medicine (NOSM) receivednotice that all undergraduate medical stu-dents in the 2012 graduating class suc-cessfully matched to Canadian residencyprograms on their first attempt. This isthe third time that NOSM is the onlyCanadian medical school in more thanten years to have all students matched inthe first round of matches of theCanadian Residency Matching Service

(CaRMS).

“What an exciting time for our fourth-year MD students! Not only have theNorthern Ontario School of Medicine’smedical students obtained entry into theirfirst-choice residency programs, but theyhave also showed how highly regardedNOSM medical students are across thecountry. I congratulate each student inthe graduating class of 2012 on thisnotable success,” said Dr. Strasser, Deanof NOSM.

In the final year of medical school, eachstudent must apply for residency training

to become a fully-trained physician.Postgraduate residency programs areoffered at all Canadian medical schoolsin various disciplines (for example, fami-ly medicine, anesthesia, dermatology,orthopedic surgery, etcetera) ranging induration from two to five years, or more.Acceptance to a residency programinvolves students applying to medicalschool in a discipline of their choice.Students are then invited to participate inan interview with the school. After theinterview process, both the student andthe program they have applied to rankeach other for preference throughCaRMS. CaRMS then matches students,based on rankings, to postgraduate resi-dency programs across Canada.

“Once again, NOSM’s medical studentshave proven that the training and prepa-ration received through NOSM’s modelof distributed, community-engaged med-ical education is developing physicianswho are sought after by medical pro-grams across the country. AcrossNorthern Ontario, physicians, faculty andstaff at the Northern Ontario School of

Medicine should be proud of their contri-butions to this success,” said Dr. LisaGraves, Associate Dean, UndergraduateMedical Education at NOSM.

Seventeen MD students from NOSM’sundergraduate program have chosen tocontinue to train in residency programsoffered in Northern Ontario. Specialtiesto which students matched include: fami-ly medicine, psychiatry, anesthesia, der-matology, orthopedic surgery, generalsurgery, radiation oncology, internalmedicine, obstetrics and gynecology.

The Northern Ontario School ofMedicine is committed to the educationof high quality physicians and health pro-fessionals, and to international recogni-tion as a leader in distributed, learning-centred, community-engaged educationand research.

Premier Dalton McGuinty recently visit-ed Thunder Bay visiting the ThunderBay Regional Research Institute. Heanswered several questions from localmedia.

Opening Statement

“ I am pleased to be back in ThunderBay and to see the progress we havemade together with the hospital, themedical school, the law school and thisresearch institute, all different ways thatgive confidence in the future. This is animportant foundation for future eco-nomic growth in addition to our resourceindustry. This research institute has creat-ed 100 plus jobs here.”

What is the future of the NorthernOntario Heritage Fund?

“ We need to put in place a strong planto eliminate the deficit. We will put inplace a thoughtful responsible plan.Our record with the Northern OntarioHeritage Fund is going from $60 to $100million dollars protecting or creatingover 17,000 jobs here in the north. Weremain strong champions of the fund. Forspecifics I will leave that to the budgetbut I believe northerners have every rea-son to be optimistic for the future of thisfund.”

What will you do about the Doctorshortage in the North?

“ We have taken some major steps for-ward with health teams in place in thispart of the province where there werenone before. Nurse Practioner clinics arenow seeing 35,000 patients as well aswe have the the Northern Ontario Schoolof Medicine. The fact of the matter is

we have made some real progress butthere is always work to be done.”

Will your government support a newThunder Bay Events Centre?

“ We have not received a formal propos-al from the city yet. If we receive such aproposal we will give that careful consid-eration. I can say even in difficult eco-nomic times we will remain in place anactive infrastructure investment of bil-lions of dollars. If the city is seriousabout the proposal they should send us aproposal.”

What is happening with the drug OxyContin?

“ We are listening to experts on this mat-ter. Oxy Contin has proven to be verychallenging. We have a plan to makeanother drug available and want to makesure we get it right. Withdrawal can verydifficult.”

Will there be changes in funding forOntario teachers ?

“ I couldn’t be more proud of what wehave achieved with the internationalstature as an education system. Out test

scores and graduation rates are up. Wecan’t provide the same funding growth asin the past. I would encourage Ontarioteachers to work with us.”

What can we expect with the newOntario budget?

“ The Drummond commission is to pro-vide us with advice and we will respondwith our budget. Our commitment toNorthern Ontario is strong. Our invest-ment in highways and Bombardier forexample is all about confidence in thefuture.”

Premier Dalton McGuinty Visits Thunder Bay

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NOSM’s Class of 2012 Matches 100% to ResidencyPrograms

BY SCOTT A. SUMNERThunder Bay BUSINESS

THUNDER BAY BUSINESS APRIL 2012 PAGE 5

WEQUEDONG LODGE OPENS ITS DOORS TOFIRST CLIENTS

By Sherry Aalto

Wequedong Lodge, in its new location, at435 Balmoral Avenue, opened it doorstoday, Wednesday, March 21 2012, wel-coming its first clients. Executive Director,Charles Morris, (since March, 1999),alongwith the Board of Directors, share in therealization of their long time commitmentfor the new boarding home facility that pro-vides accommodations and support servicesto members of Northwestern Ontario FirstNation communities for accessing healthcare services in Thunder Bay.

Wequedong Lodge became incorporated inJanuary 1984, commenced lodging opera-tions in 1985 and caters to medical serviceclients from isolated fly-in communities,predominately from the Sioux Look OutZone. Geographically speaking, over halfof the area of Ontario does not have serv-iceable roads. Wequedong Lodge has beenaround for twenty-six or twenty-sevenyears now as a small, non-profit corpora-tion, which abides by 'for-profit' businessethical practices that financially sustains thecorporation. The corporation is "A" politi-cal, which means that the corporation doesnot belong to any Aboriginal entity or polit-ical organization. The executive directorand the board of directors, has managed tosucceed in this endeavour by exercisingtheir individual administrative assemblancestrategies and expertise in order to maintainthe financial viability of the corporation.

The strategic planning for the new buildingcommenced back in 2001, that's when they,(the board), developed their initial five yearstrategic plan which was subsequentlyrenewed in 2006. Both plans identified twopriorities. The first priority was to have asingle, stand alone building that providedadequate occupancy. The second priority tofollow on the heels once the first prioritywas achieved, was to introduce programdiversification. For the past fifteen years,the lodge has solely dealt with only medicalservice clientele but now, is preparing toexpand into other realms of service. Readilyidentified was clients with 'in-stage' illness-es, which include cancer, renal failure andother debilitating illnesses.

Following the renewal of WequedongLodge’s Strategic Plan in 2006, aFeasibility Study was subsequently con-ducted in 2007 to determine if the corpora-tion could embark upon a single buildingproject. The findings were conclusive forthe corporation to proceed. A ProjectManager was hired in January 2009 tobegin the search for capital funding for thebuilding. By the end of the 2010 calendaryear the corporation was able to secure fourmillion dollars in seed money to begin theproject that was estimated to cost eight andhalf million dollars. The building designcontract was awarded to Habib Architectsin the fall of 2010. Correspondingly, GordWickham of Wickham and Associates wasalso hired to oversee the project on behalf

of Wequedong Lodge. Construction for theproject was awarded to Finnway GeneralContractor in January 2011 and construc-tion commenced in March of 2011.Thebridge for financing the remainder of thefunds (4.3 million dollars) needed to com-plete the project was secured through theCredit Union Consortium of Ontario, whichis an amalgamation of credit unions. Thecorporation will maintain its mini, 30 bedhostel at 750 MacDonell Street, as leasedthrough MGM Electric. The administrationoffices will remain located at R.R. #4, 100Anemki Drive, Suite 104, Thunder BayOntario.

The new lodge, which is totally self con-tained and handi-cap accessible, accommo-dates clientele occupancy of 110 beds (52bedrooms) and is rated as a 'hotel facility',which makes the lodge attractive for resale

if desired in the future. There are 46 frontline employees, 10 housekeeping staff, 8cooks, full time, on site maintenance man-ager, on site security and residential careworker for transporting and translation. Themandate is to provide accommodations,including meals, translation, transportation(in-town) and also referral services forreturn travel, consisting of 3 referral clerksthat work on the data base system, plus pro-duce a stats report and contribution agree-ment report. The average stay for a client isthree days, but for some clients, who are 'in-stage', their transition period is threemonths, at which time other forms of

accommodations must be made for them intown and assistance with life skills and liv-ing in the city, which is a very short learn-ing curve.Continued on Page 6

okieinc@tbaytel.net

Best WishesTo

WequedongLodge

TORONTO, Feb. 21 /CNW/ - Whetheryou're running for office or just working inone, it pays to be a good politician, a newRobert Half survey suggests. More thanseven in 10 (71 per cent) of workers inter-viewed said involvement in office politicsis at least somewhat necessary to getahead.

The survey was developed by Robert HalfInternational, the world's first and largestspecialized staffing firm. It was conductedby an independent research firm and isbased on telephone interviews with morethan 293 Canadian workers 18 years of ageor older and employed in an office envi-ronment.

Workers were asked, "In your opinion,what effect, if any, does involvement inoffice politics have on one's career?" Theirresponses:

Very necessary to getahead...................... 21%

Somewhat necessary to getahead.................. 50%

Not very necessary to getahead.................. 14%

Not at all necessary to getahead................ 9%

Don't know/noanswer............................. 6%

-----

100%

"There is some degree of politics at play invirtually every organisation," said MaxMessmer, Chairman and CEO of RobertHalf International and author of ManagingYour Career For Dummies(R), 2nd Edition(John Wiley & Sons, Inc.). "The savviestprofessionals practice workplace diploma-cy. They remain attuned to political under-currents but don't allow themselves to getpulled into situations that could compro-mise their working relationships or reputa-tion."

PAGE 8 THUNDER BAY BUSINESS APRIL 2012

Continued from Page 7

“ Right now the firm is doing a businessanalysis for many projects for municipali-ties who want to take their resources to thenext level by finding investors and deter-mining the value of the wood supply theyhave available. If they need assistance withgovernment navigation though Federal andProvincial requirements and technicalanalysis in general we can help. The aerialphotography helps immensely in terms ofcommunity planning and environmentalprotection. We analyze the forest cover andtree cover in municipalities as well asundertake parks and natural resource plansto provide detailed wood supply by species.All of these projects are on the go as wespeak. The planes will fly all summer assoon as the leaves are on the tees.” saidKen Boshcoff , who is a government navi-gation specialist to help people through theintricacies of governmental permitting,understanding legislation, government

funding and making sure people know howto proceed on to the next step stage.

Stephane Audet, Partner with KBM, age34, attended Lakehead University and has aForestry Degree starting with KBM rightafter school. “ This company started asoperation services to the MNR in scarifica-tion. We were one of the first ones on thescene doing scarification and bought a lot ofnew Swedish scarification equipment to useas well as became a distributor here inCanada. We were the biggest scarificationcompany in North America for quite a longtime until 10 years ago. As we saw thedecline in forestry happening we transi-tioned our operational side and grew ourconsultancy and aerial photography to otherindustry including wind, solar, hydro andelectric as well as mining,” said Stephane. “Many of our competitors have shrunk butour business has grown. We are now totallyout of scarification but transitioned to recla-mation services for mining. An example ofone of the new things we do is dust sup-

pression into atmosphere for companies likeNAP and Gold Corp. We are also a distrib-utor of the product in Minnesota in the IronRange. The product will replace black taron the shoulder of highways and is muchmore ecologically friendly.

It was fun to learn about KBM ResourcesInc of Thunder Bay and how they have suc-ceeded in changing economic times.

Local Company Grows Despite Forestry Downturn:KBM Resources Inc

Office PoliticsSometimesNecessary

THUNDER BAY BUSINESS APRIL 2012 PAGE 9

by Jeff Mowatt

"The problem with my salespeople isthey're not cold calling enough!" That's theconcern I hear most often from sales man-agers and business owners when I speak atconventions on how to boost sales. Yetwhen I examine their cold calling strate-gies, I generally find they're ill conceived.

Decision-makers in most organizationssoon grow weary of the large number ofsalespeople phoning them. So if you'renot well trained when you cold call, Iguarantee that you'll face a lot of rejection.

On the other hand, when you're profession-ally trained, cold calling is easy andtremendously profitable. Here are 7 stepsto boost your cold calling success.

1. Create a targeted telephone list.

Have the list of people you're going tocontact within easy access so that you canmake several calls without stopping. Youcan create your list through trade associa-tion directories, chambers of commerceand even your local library. You can alsopurchase lists from private companies list-ed under "mailing lists" in the yellowpages.

The best list is the referrals you obtainfrom current customers. Phone your satis-fied clients and ask them how your productor service has been working for them.

When they raveabout your excellentservice, ask "I won-der if you could giveme some advice?(pause) I'd like tocontact other peoplewho might also beinterested in this, isthere anyone who

you would suggest I contact?" That's it.The key phrase is that you are asking fortheir advice. People are so flattered to beasked for advice that in general, they'll goout of their way to help.

While you are generating your list of calls,it's also a good idea to have a contact man-agement system to keep track of your callsand when you'll follow-up.

2. Set a goal and script your call.

Be clear about what the goal is for yourcall; be it to set up a meeting, send litera-ture, or whatever. Then write a script toachieve that goal. That's not to suggestthat you'll recite the entire conversation,just the first few key statements. Thoughthis may seem artificial, most successfulsalespeople use a script to ensure that theyconsistently have a strong impact. On thetelephone you don't have time to makemistakes. Every word counts, so youmust be prepared.

3. Locate the decision-maker.

In some cases, the decision-maker is notnecessarily the person who does the buy-ing. The organization may have a sepa-rate purchasing department for that pur-pose. So ask the switchboard operator orthe receptionist to speak with, "The personwho makes the decision regarding . . ."

When attempting to contact the key per-son, avoid leaving voice mail messages thefirst two times you call. Unfortunately,it's relatively rare that people who havebuying authority return unsolicited salescalls. If, after the third attempt, you stillcan't reach them, then leave a voice mailmessage. But make sure you've scripted apowerful message that has a compellingreason for them to return your call. That'sanother reason why it's important to pre-pare a script in advance.

"Do not ask a stranger on the telephone,"How are you, today?"

4. Introduce yourself and get to the point.

Do not ask a stranger on the telephone,"How are you, today?" They realize thatyou don't know them and you really don't

care how they are. So they think you'rewasting their time. Don't fake familiarity.

Here's how your conversation with thedecision maker might begin: "Hello, Mary.We haven't met yet. My name is JeffMowatt, with JC Mowatt Seminars. Iwonder if you might help me. The reasonI'm calling is that I understand that you'rethe person who's in charge of staff train-ing. Is that true?" Notice the phrase Iwonder if you might help me. Showinghumility this way appeals to the other per-son's desire to come to your rescue.

5. Give a benefit statement.

This is a clear, simple statement that indi-cates what the benefit might be of themdoing business with you. For example,"The reason I'm calling is to find out if wemight be able to enhance your staff's abili-ty to gain and keep customers."

At this point you've said enough. It's timefor the other person to get some control.So, follow that benefit statement with, "Doyou have a moment to talk?" If they do,then go on to the next step. If they don't,then ask when would be a good time tocall them back and then follow-up accord-ingly.

6. Share your Unique Selling Proposition.

In 2 or 3 brief sentences share the benefitof your services, what is unique about it,and one piece of evidence that this works.This is known in selling circles as yourUSP or unique selling proposition. TheUSP is the compelling argument why peo-ple should buy from you vs. someone else.Of course the sale only begins when the

customer perceives a need, so you need tothen shift the focus of the conversationfrom you to identifying their needs.

7. Accomplish your goal.

If your goal is to set up a meeting, suggestto the person, "Perhaps we can sit downtogether and . . . (give them a generalidea of what you'll do in the meeting - usu-ally about identifying their needs)."Notice the phrase sit down. That impliesa face to face meeting without the timeconsuming inconvenience associated withhaving a meeting.

Keep in mind that some prospects are soleery of telephone solicitors, that they haveto be completely sold on the phone beforethey'll agree to see you in-person. So youneed to know how to probe, summarize,make an emotional connection, ask for theorder, and deal with objections - all theaspects of selling- before you start coldcalling.

Training is the KeyCold calling doesn't have to be a demoral-izing knuckle-biting activity. It can, infact, be motivating and extremely prof-itable - providing you have the right train-ing.This article is based on the critically

acclaimed book Becoming a Service Iconin 90 Minutes a Month, by customer serv-ice strategist and professional speaker JeffMowatt. To obtain your own copy of hisbook or to inquire about engaging Jeff foryour team, visit www.jeffmowatt.com orcall 1.800.JMowatt (566.9288).

7 steps to boost your cold calling success

By Sherry Aalto

Right about now you might be thinking,'What is a hockey article doing in a busi-ness magazine?' Well the truth of the mat-ter is, hockey, no matter if it's amateur orprofessional, is as much a business as it isa sport. But let's not get this wrong!Hockey isn't all about business. But it hasto be run like one or it would not survive!

Since the beginning of its name mention,(hockey, pre -1799 Wikipedia – NamingHockey) it has been a favourite andextremely competitive sport for a littlemore than two centuries. It is regarded asan aggressive man's sport, even thoughtoday, women have come to develop verycompetitive leagues of their own. No mat-ter who's playing...who's winning...orwho's losing...most everyone wants to seethe game. They want to be part of the ener-gy as they sit on the side lines cheering ontheir teams or boo-ing the opposition!They want to be part of the big engagingconversations and debates that spill overinto the work places, at the supper tablesand favourite watering holes! Hockey is toCanadians what apple pie is to our neigh-bours just south of us. It is as much of ourheritage and national pride as our nationalflag and we are proud of it!

Having said all that, there are people who'spassion for hockey is so strong and biggerthank life, that you could almost say theymove and have moved mountains. Now, toclaim a mountain would be great, butequally great, is to claim a well soughtafter cup bearing your team's name asChampion! In this particular article, theDudley/Hewitt Cup is the focus of ourinterest. The history of the Dudley HewittCup is quite amazing really! The DudleyHewitt Cup is named after George Dudleyand W.A. Hewitt, two pioneers of amateurhockey in Ontario. The first Dudley HewittCup was awarded in 1971 to the Detroit Jr.Red Wings of the Southern Ontario Junior'A' Hockey League. The tournament isplayed in round robin format with the hostteam as well as representatives from theNOJHL(Northern Ontario Junior HockeyLeague), OJHL(Ontario Junior HockeyLeague) and SIJHL(Superior InternationalJunior Hockey League). The winner of theDudley Hewitt Cup moves on top competefor the TBC Royal Bank Cup, HockeyCanada's national Junior 'A'Championship.

The Dudley Hewitt Cup is hosted eachyear on a rotating basis by one of the threeleagues. Hosts from the OJHL andNOJHL, go through a selection processwith teams and centres bidding on therights to host this prestigious event. TheSIJHL chooses their host by giving the jobto the winner of the Salonen Cup, the yearafter the league last hosted, giving themtwo years to prepare for the event.

You'll need a bit more historical informa-tion to tie all this together, so here it is.George Dudley was born on April 19,1894and passed on May 8, 1960. During hislifetime George was influential in promot-ing and working with hockey associationsand was a member of the Ontario HockeyAssociation as well as the CanadianAmateur Hockey Association as an execu-tive. George grew up in Midland , Ontario,his hometown and in the world of hockey.He served as secretary of the InternationalIce Hockey Federation. George alsohelped to organize the first exhibition tours

of the Soviet National Team as well asoversaw the hockey operations of the 1960Olympics. George Dudley was inductedinto the Hockey Hall of Fame, based onhis, over 30 years of service in developinghockey in Canada and overseas.

William Hewitt was born on May 15, 1875and passed on September 6, 1966. Over hislife time, William was a member of theCanadian Hockey Association and theOntario Hockey Association. He andClaude Robinson organized the CanadianAmateur Hockey Association while work-ing as a reporter in Toronto for the TorontoNews. Hewitt also managed three winningOlympic teams in 1920, 1924 and 1928, aswell as worked with Conn Smythe in theplanning phase of developing Maple LeafsGardens. Hewitt was named a lifetimemember of the OHA and CAHA as well astrustee of the Memorial Cup. In 1921 heintroduced his son to a new innovation (theradio) and the rest is history... "Heshoots!...He scores!" In 1947 Hewitt wasinducted into the Hockey Hall of Fame.

Now! One last piece of history to concludepart of this article...As you may or may notknow, the 2012 Dudley Hewitt CupChampionship will be hosted by ourThunder Bay North Stars. It is known as"The Thunder Bay International AirportAuthority Inc. Dudley Hewitt Cup" giventhat the TBIAAI is a major sponsor of thisyear's event. This exciting and prestigiousevent is proudly dedicated to the memoryof Gary (Cookie) Cook. Gary Cook, ahockey legend in his own right, was theManager of the North Stars when theDudley was last held in Thunder Bay in2006. He had a long and illustriousinvolvement with hockey, both locally andin the United States. Cookie started withthe Port Arthur North Stars in the 1950’s

and continued his involvement with hock-ey throughout the years. He celebratedmany championships, awards and achieve-ments. After 50 years in the game, heended his career with the Fort WilliamNorth Stars winning the Dudley and goingon to play in the Royal Bank Cup. It is inhonour and memory of Cookie’s commit-ment to the development of young hockeytalent in Northwestern Ontario that the slo-gan for this year’s tournament has beenselected: "Developing Players, CreatingChampions."You can build or create anything you like,especially if you have a driving passion. Inthe case of hockey, passion is what builtthis national sport... running it like a busi-ness is what kept it from falling by thewayside. It would be sad if any passionwere left to die. The men of hockey, pastand present, have kept the passion aliveand performing well! The other side of thisbusiness or this passion, is you! Withoutyou, where would hockey be? You, thefans, the die-hards, the one's that help tobreathe life into this exciting internationalsport, we all know as hockey! Over theyears, it has brought family and friendstogether to spend countless hours in theirliving rooms in front of the television setsand huddling in the arenas to see all theaction! They have spent many mornings,days and evenings, showing up for prac-tice, showing up for the games! Saving,scrimping and fund raising! Yelling,screaming, jumping out of their seats anddebating the plays and the calls! The man-ager, coaches, captains, all planning theirstrategies for their next game, next move,next championship. Sponsors, organizersand volunteers alike, all do it for one rea-son and one reason only...the passion forthe game that we love so much. TheDudley Hewitt Cup is very much a part ofall of this passion, . Speaking of passion,especially for hockey, it is important thatyou know this...Thunder Bay has a richhistory of junior hockey dating back to theearly 1900’s. After the fall of the mightyUSHL Thunder Bay Flyers in 2000, therewas a rebirth of Junior A hockey inThunder Bay and surrounding area withthe establishment of the SuperiorInternational Junior Hockey League(SIJHL) in 2001. The SIJHL originally had5 teams, including the Thunder BayWolves, which in their second year waspurchased by the Fort William First Nation

and a group of 7 businessmen from theBand, thus becoming the Fort WilliamNorth Stars. The team eventually had asole owner and operator from 2003 – 2010.

In October 2010 the former Fort WilliamNorth Stars folded. Their assets, roster,personnel and name were transferred to anew ownership group comprised of localThunder Bay business people. "Myself andMarvin Pelletier drew together a solidgroup of businessmen in town to saveJunior A hockey in Thunder Bay" saysteam President David Dubinsky. "Withoutthe commitment of Marvin and I and peo-ple like Kenny Perrier of PerholConstruction, Hans Mutschel of DynamicPainting and Jason Logozzo of NorcanTours and Travel, Thunder Bay may verywell have seen the demise of Junior Ahockey last year", Dubinsky added. Theteam’s name was changed to the "ThunderBay North Stars" to reflect that they are theonly Thunder Bay team remaining in thenow 7 team SIJHL. The North Stars arenow truly "Thunder Bay’s team".

Now here in Thunder Bay from April 17ththrough April 21, 2012, you'll have thatopportunity to be a part of what keepshockey alive. You can't see this kind ofaction just anywhere so don't miss theDudley Hewitt Cup Championship! Setyour calendars for April 17 – 21st, 2012,Fort Williams Gardens and keep the legendalive!

All out-of-town teams will be housed atthe Prince Arthur Waterfront Hotel .ThePrince Arthur is situated downtownThunder Bay North, in the heart of theEntertainment District, within walking dis-tance to numerous restaurants, taverns andthe OLG Casino.

Visit us at www.thedudleyhewittcup.comthen come out and be part of this excitingevent and our great passion!

Dudley/Hewitt Cup Logo/compliments ofLaurie Abthorpe Graphic Designer

PAGE 10 THUNDER BAY BUSINESS APRIL 2012

THE DUDLEY HEWITT CUP AND THE BUSINESSOF HOCKEY

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When celebrating the milestones ofachievement recognizing InternationalWomen's Week, it is important to cele-brate it with those whom have helped inreaching unreachable goals, those whomhave shared visions not shared before andthose whom have joined in to become apart of history yet to be made. There aremany, many women all over the worldthat celebrate, not just this recognizedday, but every given day, for the trail thatwas blazed from the kitchens and fields ofyesteryear to the their boardrooms andbusinesses of today. Planning, organizing,promoting, supporting, networking andbuilding businesses, not just here, but allover the world, brings the women of busi-ness and entrepreneurship into a unitedbond with each other. Much has beenaccomplished over a very long stretch oftime and there is still much more to bedone. This time next year will markanother milestone of achievements andanother reason for more celebration, notonly for PARO, but for women in busi-ness everywhere. We are getting there onedream at a time!

PARO Centre for Women's Enterprise wasfounded in January 1995 and since thattime, has quickly grown to become one ofCanada's leading community economicdevelopment organizations. PARO is arecognized leader as a provider of innova-tive and effective business development

strategies for women.

PARO celebrated International Women’sDay/ Week on Wednesday, March 7th, asworkshops are always held onWednesdays at the centre. It was conven-ient for those attending the workshops inthe earlier part of the day to also partici-pate in the afternoon celebration.

The theme chosen by Status of WomenCanada for the celebration ofInternational Women’s Day / Week 2012was very appropriate with PARO Centrefor Women’s Enterprise vision. TheBlueprint for Success project—fundedunder the Status of Women Canada—isabout Gender Base Analysis researchthroughout Northern Ontario regardingbarriers/challenges women encounterwhen starting up a new business orexpanding their small enterprise.

The event began by welcoming everyoneand informing them why it was importantto reflect on women’s advancementsthroughout Canadian history. Everyonecelebrated together, enjoying an elaborateselection of "Toss It Up" salads, deli-cuts,breads and dips, followed by cake andfruit for desert..

Keeping in mind women’s achievements,the participants were encouraged to com-plete a short Quiz. The women were alsoasked to answer a few questions to aid inthe Gender Base Analysis research. Once

completed and submitted, each one wasgiven a ballot for a chance to win one ofthe four prizes. There was also entertain-ment—Belly Dancing with Dahab fromWorld Dance Centre. Also, various mediainterviewed Suzanne Brabant, eventorganizer, along with Suzanne Tighe. Thecelebration was a great success with 34 inattendance.

PARO Centre for Women's Enterprise isfocused primarily on delivering programsto enhance micro-enterprise developmentand to provide for the development andsupport of peer lending circles.

By offering educational programs, eco-nomic alternatives, training, opportunitiesto network and mentor with other women,business counseling, and support; PAROaims to improve the lives of its membersand have a positive impact on the com-munity and the region.

The Women of PARO can help you inyour vision for starting or developingyour business. Call, write or just walkinto PARO.

Suzanne Brabant, Bilingual ProjectCoordinator, blueprint@paro.ca

Josée Rousseau, Bilingual ProjectCoordinator Northeastern Ontario, north-east@paro.ca

Joanne Fisher Wade, AdministrativeAssistant, admin@paro.ca

Lynn Evans, Business DevelopmentTrainer, trainer@paro.ca

Cassie Riddle, Business DevelopmentTrainer, businessmentor@paro.ca

For more information about our programsand services, contact us today:PARO Centre for Women's Enterprise110 - 105 May St. NorthThunder Bay, ON P7C 3N9Tel:(807) 625-0328Toll-Free:1-800-584-0252Fax:(807) 625-0317Email:info@paro.caOffice Hours:Monday to Friday 9:30am -4:30pm

As people are now filing their 2011income tax returns, we hear there are somemisconceptions about how some of theOntario tax credits will be disbursed thisyear, and in years to come. We’d like toclear up the confusion.

In the past, some of Ontario’s refundabletax credits were paid to people in one lumpsum after they filed their taxes. This year,instead of a lump sum, payments will bemade faster and ahead of tax-filing timethrough the new Ontario Trillium Benefit(OTB).

It’s important to note that the tax creditamount you are entitled to will not change.

The Ontario Trillium Benefit simply com-

bines the Ontario Sales Tax Credit, theOntario Energy and Property Tax Creditand the Northern Ontario Energy TaxCredit into one combined monthly pay-ment. That means starting this July,lower-income Ontarians will, in fact, gettheir money back sooner.

Why the change? The government heardfrom many stakeholders and poverty-reduction advocates, who support themove towards monthly payments to helppeople throughout the year as their billscome due. The OTB will provide low- andmoderate-income Ontarians with pre-dictable and regular payments that willhelp with their energy bills, property taxesand sales taxes.

The monthly repayment schedule appliesonly to the three refundable tax creditsrolled-up as the OTB, not to income taxreturns in general. Other Ontario tax cred-its (such as the 2012 Ontario SeniorHomeowners’ Property Tax Grant and theOntario Child Benefit) will paid in theirusual instalments.

To apply for the OTB monthly benefit, yousimply need to file a personal income taxreturn – even if you did not earn anyincome. Benefit payments for the periodstarting July 2012 through June 2013 willbe based on information in the 2011 per-sonal income tax return.

The OTB was announced in the 2011Ontario Budget to help low- to moderate-

income families pay their living expensesmore frequently than before, improvingtheir cash-flow by putting money into theirwallets when they need it. The Ministerof Finance has committed to offering peo-ple the choice of a lump sum or monthlycheque in future.

The OTB will be issued on the 10th ofeach month, starting on July 10th this year.

Michael Gravelle, MPPBill Mauro, MPP

Thunder Bay-Superior NorthThunder Bay-Atikokan

THUNDER BAY BUSINESS APRIL 2012 PAGE 11

Gravelle & Mauro Talk Ontario Tax Credits

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Celebrating International Women's Week event atPARO Centre