| Featured Article Chamber Going Green |
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Learn how the Greater Westfield Chamber of Commerce is going green and how you can help be a part of it. |
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Contact Information:
Greater Westfield
Chamber of Commerce
53 Court Street
Westfield, MA 01085
Lynn Boscher
Marcia L. Kielb Adminisrtative Assistant
Marcia@westfieldbiz.org
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Dear Chamber Member,
Welcome to the first issue of the Greater Westfield Chamber of Commerce's quarterly  newsletter. We hope to bring you items of interest in areas that can affect your business as well as items that will tell stories of other unique businesses. This year we will celebrate our Chamber's 50th anniversary. The Chamber's longevity is because of the dedication and support of our membership since its creation on August 10, 1959. To celebrate this event there will be a 50th Anniversary celebration on Saturday, September 19, 2009 at Tekoa Country Club. This event will feature a 1950's, 1960's theme with the "Legendary Drifters" accompanied by Corey and the Knightsmen Band. You will be hearing more on this as the plans are finalized. Please save the date and join us. As your Chamber grows, it will bring more and more benefits to you. If you would like to help by serving on one of its many committees please feel free to contact me. We will find a place for you and your talents. We remain committed to helping our members, if you have an idea or feel that there is something we could improve on please let us know. You can easily contact me by email at lynn@westfieldbiz.org.
Remember, this is YOUR chamber. I look forward to hearing from you.
I would like to take this opportunity to thank our summer intern Erin Kelly, for her hard work in getting this first newsletter designed and published. Erin will be a Senior at Westfield State College this Fall studying Business Management with a minor in Music. Lynn Boscher Executive Director |
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Fighting the Recession:
Sales Strategies in an Economic Downturn
By Rod Means Marketing Advisor, Council Member, SCORE
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 First stay calm and don't panic! Recessions and economic downturns have occurred before. Prepare now to position yourself and your business to benefit from the eventual and inevitable climb back to success.
Be Creative: Maximize your sales and marketing efforts. Remember the clichés "step out of the box" and "don't be vanilla." Don't sit back and wait.
Focus on Clients: Contact all past and present customers as soon as possible. Be enthusiastic. For example, say, "We're overstocked on items you've bought previously." Offer significant incentives and/or "preferred customer" discounts on everything, including the highest turnover items. Liquidate old and slow-moving inventory at cost or less. If you provide a service, create a package offering a "special series" or an evening and weekend rate. Don't forget ladies' day, senior citizens' day, and holiday specials. Provide incentives to pay now. Think cash! Cash is always king, especially in a recession.
Think Long Term: Revise your marketing and business plan to position yourself for long-term success. Set realistic goals and measure progress often. Narrow your product line or the services you offer. Now is not the time to introduce fringe products or allied services. Don't forget customer service - keep in mind this definition: an unexpected service, delivered at random, a memorable event! Make use of sincere thank you's. Follow up again.
Use the Web: Technology has given you the Internet, e-mail marketing, and search engines. Take advantage of cell phones and text messages, as well as professional networking sites such as LinkedIn, Facebook and Twitter. Make sure your Web site is user friendly. Offer up-to-date professional product or service information to those who provide e-mail addresses. Also, utilize search engine optimization (SEO) techniques to drive visitors to your site.
Be Smarter in Your Marketing: Maximize use of inexpensive items like press releases, trade shows, speaking opportunities, and e-mail marketing. Network at Chamber of Commerce events and other mixers. Provide a door prize to get recognition and exposure. Investigate business networking groups like Business Network International (BNI), Leads Club, and business Meetup groups. Don't forget to read industry trade journals and newsletters and visit Web sites.
From the May 2009 edition of uschamber.com newsletter |
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Chamber Going Green
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 We are very excited about offering the all new News From Greater Westfield newsletter, but even more we are thrilled to be able to be offering it in an electronic format. "Going Green" is a phrase that is being used everywhere now. Businesses and individuals alike are joining together to work in a sustainable and responsible manner. The Greater Westfield Chamber of Commerce is pleased to be joining with the forces of the "going green" movement. One way the Chamber has gone green is by sending mail via email. This not only reduces the use of paper, but also significantly diminishes unnecessary costs on products such as envelopes, paper, ink and postage. The all new electronic newsletter is another way the Chamber is doing their part to operate in a sustainable manner. Not only can you be excited about a new newsletter, you can be excited that it is being brought to you in a globally responsible way.
Now that you know some of the ways the Greater Westfield Chamber of Commerce is going green, how can you help to be part of the movement? By providing your first and last name, title, phone number and an updated email address to Marcia Kielb, Administrative Assistant, you will be playing a large role in the Chamber's sustaining movement.
You can send this information to Marcia@westfieldbiz.org. This will enable the Chamber to be able to send you all announcements, mailings and newsletters by email. Enjoy the newsletter and enjoy the good feeling of knowing you, along with the Greater Westfield Chamber of Commerce are playing a role in "going green." |
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What's in it for Me? |
Many times Chamber members ask, "What can the Greater Westfield Chamber of Commerce do for me?" Is the Chamber REALLY working for your best interest? The following are some of the ways in which the Chamber has worked for YOU in the past:
Referred your business through Chamber telephone referrals.
We receive hundreds of requests for recommendations and referrals to local businesses. As a member of the Chamber, your company is included on the list of referrals, heightening your visibility to potential customers and clients.
Offered you various networking opportunities.
Networking is key for many businesses, especially the small business. Your Chamber membership gives you this opportunity to make new contacts at our local events, such as our monthly breakfasts, the Pancake Breakfast on the Green as well as the events we host each year, providing you many, many opportunities to increase your clientele.
Providing you with Legislative Advocacy on issues that effect economic development in our region.
The Greater Westfield Chamber of Commerce advocates on the behalf of Chamber members on the local, state and national levels. The legislative agenda focuses on advancing economic development, lowering business costs and strengthening commerce in our region. As a Greater Westfield Chamber member, you have the opportunity to participate in well-attended legislative events such as our Business Symposium.
Developed a Greater Westfield Chamber Legislative Affairs Committee that makes your business issues its priority.
Whether it's signage and zoning or any other issues important to you, the business leader, this committee works hand and hand with the town government and other organizations to see that your needs are being met and your concerns are heard.
Provide an opportunity for local businesses to receive recognition for significant contributions to the business community.
Our local companies make tremendous contributions to our regional economy and deserve to be recognized. The Greater Westfield Chamber of Commerce hosts the Small Business of the Year Awards, which acknowledges companies from the Greater Westfield area that have become outstanding small businesses.
Being a member of the Greater Westfield Chamber of Commerce provides you with:
- Visibility
- Referrals
- Legislative Advocacy
- Cost Savings
- Recognition
- Credibility
- Networking Opportunities
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Local Stories: The Ripple Effect |
The Legislative Committee met on May 14, 2009. We heard a presentation from Mr. Fran Ahearn, General Manager of General Dynamics, a Chamber member. Fran spoke about the negative press that hit the airline industry when the CEOs from the "Big Three" automakers flew their private jets to Washington to beg for money from Congress because of each of their company's dire financial straits. As we know, the members of the Congressional Hearing Panel were upset and thought it very ironic that the "fat cats" spared no expense or convenience in getting to Washington to plead for public dollars to support their failing companies.
The negative fallout from that event, together with the recessional economy that we are experiencing, has had a significant "ripple" effect, and is being felt in a very meaningful way, both directly and indirectly. Locally, at Barnes Airport, Fran has had to lay off 25 people from the General Dynamics Aviation Services Division, reducing employment  here from 157 to 132. As Fran explained, the laid off employees are not the CEOs or the fat cats that Congress is complaining about, but rather ordinary folks who are raising families, buying homes and generally, the consumers who are the life-blood of this economy. Fran also told the story of a small catering business that provided meals to incoming and outgoing flights from the Airport. The owner of the company questioned Fran as to why her business at the Airport had fallen off and he replied that it was due to a general reduction in the chartered aircraft business and therefore, the reduced number of flights into and out of Barnes.
The message is a familiar one, but worth repeating. Like the pebble thrown into the still pond, there is a ripple effect to decisions made in Washington, in Boston and locally that impacts not only the targeted industry or activity, but broadens out to reach those whose livelihood is substantially affected by those decisions. All of our businesses are affected by those same factors that Fran discussed. We appreciated Fran's bringing the issue back into focus with his local story.
Checking back in with Mr. Ahern recently he informs us that he has seen an increase in flight hours. What this translates to is that he was able to recently reinstate a 40 hour week for his employees who had been previously cut to 32. Here is an example of local business making hard choices and repositioning itself for future growth.
________________________________________________ The Legislative Committee is always ready and willing to listen to the business successes and struggles of any Chamber members. If there are members who have stories they would like to share with the Legislative Committee, feel free to contact the Chamber at (413) 568-1618 or lynn@westfieldbiz.org. |
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SCORE Partnership Announced |
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The Greater Westfield Chamber of Commerce announces that it is a resource partner with Western Massachusetts SCORE, Counselor's to America's Small Business.
SCORE® is a national non-profit organization founded in 1964, dedicated to the entrepreneurial education, formation, support and growth of Small Businesses throughout America as a resource partner with the United States Small Business Administration.
The Western Massachusetts SCORE® Chapter 228 main office is located at the Scibelli Enterprise Center on the Campus of Springfield Technical Community College, One Federal Square, Springfield, Massachusetts 01105, with supporting office locations in Greenfield, Pittsfield, Northampton, Agawam and Western New England College.
The services of Western Massachusetts Score® are now available through the Greater Westfield Chamber of Commerce office at 53 Court St., Westfield. To take advantage of these great services you only need give our office a call at (413) 568-1618 to get started.
Western Massachusetts SCORE® Chapter has over 50 volunteer counselors who provide free and confidential in-person, telephone and e-mail counseling services. Low-cost, high impact workshops are also available each month. Please visit  www.scorewesternmass.org to learn more about how SCORE® can help you grow.
The value of "Free" and "Confidential" counseling to Chamber members is not just for new businesses and start-ups. Many long standing businesses have also benefitted greatly from the extensive business wisdom of SCORE® counselors. If you would like to participate in this great program all you need to do is give us a call at (413) 568-1618 to get started. Pictured at right SCORE counciling small businesses.
~ FAST FACTS ~
SCORE® is a resource partner with the United States Small Business Administration
SCORE® is an acronym for Service Corps of Retired Executives. However, volunteer members / counselors include a mix of retired and active business leaders, with diverse business backgrounds.
The common bond is a strong desire to "give back" as mentors in helping small business owners realize their dreams.
SCORE® includes 11,200 volunteers and 370 nationwide offices, offering free, confidential advice and affordable workshops to over 8.5 million entrepreneurs have already benefited from our services.
SCORE® Members/counselors honor a code of ethics to ensure client confidentiality and professional conduct.
SCORE® offers "Free" and "Confidential" counseling not just for new businesses and start-ups. Many long standing businesses benefit greatly from the extensive business wisdom of our members.
SCORE® is always open to exploring new and innovative partnerships to help small business owners grow at all levels, including: Colleges, High Schools, Trade Schools, traditional and non-traditional incubator sites.
SCORE® national website www.score.org provides volunteers with excellent resources and information to best serve our small business clients needs. Feel free to explore the volunteer section at: www.score.org/volunteer.htm and Western Massachusetts Chapter website at www.scorewesternmass.org
SCORE® helps people's dreams come true. Now you can become a valuable player on our team!
~ THE SEEDS OF WISDOM YOU PLANT TODAY, WILL BECOME THE GREAT OAKS OF TOMORROW ~ |
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Business Highlight
If there is one major lesson to be learned from Instrument Technology, Inc., it is that all their virtues and persistence were required for survival. Their company story shows that because of their diligence, ITI has become a successful business located in Westfield, MA.
Instrument Technology, Inc. started at an insurrection party. A few individuals at a company  were to submit resignations and leave to form a new company. The date was October 1967. Their combined capability was in the design and development of optical viewing instruments, and they called themselves Instrument Technology, Inc. (ITI). The growing nuclear industry was looking for a company to design and build periscopes for research and inspection of highly irradiated fuels and materials. It was a perfect match and an ideal one for a start up company. The first contract that launched ITI in the nuclear product area was building "Hot Cell Periscopes" for NASA's nuclear research facility. That contract enabled ITI to gain the necessary classified information needed to design optical viewing systems to withstand radiation. ITI was launched. Word spread about the performance and quality of ITI products and soon the company became the largest supplier to the nuclear industry, worldwide.
After some bumps along the way, ITI was growing and profitable and entering its 10th year. The year was 1977 and Jimmy Carter was elected president. Almost overnight, he stopped the U.S.'s Nuclear Program. The U.S. was out of the nuclear business and ITI was out of customers. ITI needed to find new products and new customers quickly.  ITI found their needs in borescopes which are small diameter periscopes. The aircraft industry was starting to rely on borescopes for inspection of engines. It was a new and emerging technology for engine manufacturers, the military and commercial airlines. ITI was selected by General Electric to develop borescopes for the new 404 engine, an engine for the Navy's new F-18 Hornet. At the same time, ITI worked with Pratt and Whitney Aircraft on the 100 engine destined for the F-15 and F-16, the U.S. Air Force's new fighters. Soon ITI was supplying borescopes throughout the world.
ITI experienced a second loss of customer base when Congress stopped sole source procurement by government agencies and directed the services to purchase low-bid items. The natural path after learning to build rigid borescopes was to build flexible articulating fiber scopes.  A development program was established and again after many experiments, prototypes, trial and error, ITI was able to develop a top-shelf articulating device with patented features. ITI was now marketing rigid borescopes and flexible articulating fiber scopes to the industrial market via an established independent representative organization. To meet expanding sales, and to provide improved manufacturing and assembly facilities, ITI moved to new quarters, a 20,000 square foot building on Airport Road, in Westfield, MA.
 It was during the late 80's that ITI began dabbling in medical products. A number of medical product distributors would bring foreign made products to ITI and request similar U.S. manufactured products. ITI in a slow and methodical manner instituted all of the ISO compliance regulations and started manufacturing medical products for others to market.
The 90's also provided ITI growth in a new area never before contemplated. Law enforcement officials, from local police to federal agencies were requiring instruments to view into areas that were believed to hold explosives, narcotics, dangerous components, contraband or money. The Coast Guard needed instruments to view into ship's bulkheads. Border Guards had to inspect vehicles. The DEA needed to look for drugs. Bomb Squads needed to look into packages. Everybody had to look for something and a new product line was launched - ITI Law Enforcement Products.  Business was good and time came to pass ownership of ITI to the next generation.The original owner, founder and president of ITI passed ownership to two sons and a daughter who had shared in company growth throughout the 90's. ITI was now in good and experienced hands to enter the 21st century. Pictured at right ITI Officers from left to right Dawn Carignan-Thomas, CFO, Greg Carignan, President and Jeff Carignan, Production Manager.
ITI is now broad based:
- ITI continues to produce nuclear based products for both U.S. and foreign operators.
- Borescopes and fiberscopes for engine inspection continue to be produced.
- Industrial instruments continue to be the back bone of ITI sales.
- Law enforcement instruments are constantly in development and production.
- Medical products are a growing market area.
ITI is now involved in digital imaging and is certain they will conquer the many difficulties that one must overcome to transfer from mechanical/optical to electro/optical. |
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Welcome New Chamber Members
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| Erin's Own Irish Imports
Manager: Mrs. Mary Doherty
Phone: (413) 568-1707
Address: 170 Elm St. Westfield, MA 01085
DFA Group, LLC d/b/a Ashton Services
President: Mr. David Flaherty
Phone: (413) 746-9661
Address: 22 Cherry St. Westfield, MA 01086
Buon Appetito Ristorante & Pizza
Owner: Mr. Mino Gilberti
Phone: (413) 568-0002
Address: 22 Cherry St. Westfield, MA 01085
Holyoke Community College
Vice President for Business and Community Services:
Mr. Jeffrey Hayden
Phone: (413) 552-2587
Address: 303 Holyoke Ave. Holyoke, MA 01040
R Levesque Associates, Inc.
President: Mr. Robert Levesque
Phone: (413) 568-0985
Address: 75 Broad St. Westfield, MA 01086
Animal Shelter Renovation, Inc.
Acting President: Ms. Laura Maceyka
Phone: (888) 689-3698
Address: P.O. Box 1815 Westfield, MA 01086
Truly Mine Card Shop
Owner: Mrs. Margaret Mannion
Phone: (413) 572-1942
Address: 172 Elm St. Westfield, MA 01085
Loving Care Agency
Branch Director: Ms. Debra Maxton
Phone: (413) 737-2656
Address: 2071 Roosevelt Ave. Springfield, MA 01104
Michael McNerney Insurance
Senior Long Term Care Specialist: Mr. Michael McNerney
Phone: (413) 374-3731
Address: 39 Court St. Westfield, MA 01086
Gary Olszewski and Co. PC
Owner: Mr. Gary Olszewski
Phone: (413) 562-5709
Address: 94 North Elm St., Suite 209 Westfield, MA 01085
1st Call Advertising
Owner: Mr. Thomas Skrodzki
Phone: (413) 568-3300
Address: 5 Gold St. Westfield, MA 01086
G P S Builders, LLC
Owner: Mr. Gregory Strattner
Phone: (413) 568-4056
Address: 45 Marla Circle Westfield, MA 01085
Coldwell Banker REal Estate
Manager: Ms. Sharon Tellier
Phone: (413) 568-2324
Address: 48 Court St. Westfield, MA 01085
Unfranchised Business
Owner: Mr. Leonid Tkachenko
Phone: (413) 977-8384
Address: 21 Hancock St. Westfield, MA 01085
Distinctive Marketing Co., Inc.
Owner: Mr. Jean-Claude Trudel
Phone: (413) 592-4118
Address: 60 Front St. Chicopee, MA 01021-0237
Prospects Stone Works
Owner: Mr. James Waversak
Phone: (413) 636-4501
Address: 1128 Western Ave. Westfield, MA 01085
L & B Freightliner
President: Mr. Carl Wistreich
Phone: (413) 562-1037
Address: 910 Southampton Rd. Westfield, MA 01085
Netlogix
President: Marco Liquori
Phone: (413) 568-2777
Address: 181 Notre Dame St. Westfield, MA 01085
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What to Look Forward to...
Upcoming Chamber Events |
| July 9, 2009 Pancake Breakfast (on the Green)
September 23, 2009 Mini Trade Show at Westfield State College
September/October 2009* Autum Breakfast
October 2009* WestNet (location TBA)
October 27, 2009 Tabletop with Chicopee Chamber and Holyoke Chamber
(at the Knights Castle in Chicopee)
November 5, 2009* Annual Meeting
December 11, 2009* Holiday Breakfast
*Date subject to change | |
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