VACCINES: HEALTH AND BUSINESS - NEW AMERICAN PRESIDENT P3 - P7 - Surrey Board of Trade
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WINTER ISSUE 2021 SURREY BUSINESS NEWS Page 1
WINTER ISSUE 2021
Surrey’s City-Building Organization – Join as a Member Today
VACCINES: HEALTH AND BUSINESS
P3
NEW AMERICAN PRESIDENT
P7
Surrey Board of Trade is on the unceded territory of the Coast Salish Peoples
Page 2 SURREY BUSINESS NEWS WINTER ISSUE 2021
SURREY’S CITY-BUILDING BUSINESS ORGANIZATION
WHY JOIN THE SURREY BOARD OF TRADE?
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WINTER ISSUE 2021 SURREY BUSINESS NEWS Page 3
PANDEMIC NEWS
Vaccine Gives Economic Hope
Message from Dr. Victoria Lee, CEO, Fraser Health
Dr. Victoria Lee
CEO, Fraser Health
The COVID-19 pandemic has had profound
socioeconomic and health impacts locally,
provincially and around the globe. As a society,
we have also come together to care for one decline in Fraser Health. living facilities; people awaiting long-term care and maintained; work-from-home options
another and achieve remarkable things during COVID-19 vaccines provide all of us, including placement; and priority acute care staff. are employed where possible; workers and
this time. our business community, with hope as we move It has been heartwarming to see so many customers wear masks when not separated by
BC has been applauded widely for its pandemic to the next phase of the pandemic. At the same Fraser Health staff, medical staff and our distance or barriers; and workers and others
preparedness, response and recovery efforts. time, vaccines alone are not enough to allow us partners step forward to become peer are prohibited from entering the workplace
We have benefited from the leadership of to return to all of our activities. It is vital that immunizers so people can be vaccinated as if they have COVID-19 symptoms. Please
BC Health Minister Adrian Dix and Provincial none of us lets down our guard at this critical soon as possible. also ensure your employees are willing to
Health Officer Dr. Bonnie Henry. time. With the delayed shipment of one of participate in contract tracing.
The contributions of our health workers, I’m pleased with the progress we have made the vaccines to Canada, we also know I have observed uplifting and inspiring support
communities, business partners, the City of with our vaccine rollout. Our priority now is to that vaccines are not going to provide an from Surrey’s business community during these
Surrey and the Surrey Board of Trade have immunize the most vulnerable people in our immediate relief to the pandemic. While challenging times. Thank you for embracing
been crucial. Due to our collective efforts and communities and those who take care of them we work towards widespread vaccination, innovation and new solutions to enhance our
sacrifices, we are starting to see our COVID-19 such as staff, medical staff, residents and we are asking businesses to continue to services and for your ongoing and admirable
cases, related hospitalizations and outbreaks essential visitors in long-term care and assisted ensure their COVID-19 plans are implemented efforts to help bend the curve.
Surrey Board of Trade Calls for National Strategy on Managing COVID-19
With COVID-19 cases increasing at an alarming • Data-driven, science-based policies to limit
rate, our leaders face a difficult balancing act. the spread of the virus
The challenge for us is to chart a path forward • Significant, widespread rapid testing and
that protects the health and safety of Canadians contact tracing
and their economic well-being at the same time. • Open, transparent communications and
consistent messaging
“The Surrey Board of Trade has been advocating • Tailored support for the hardest hit
for region-specific solutions for different parts economically
of BC and Canada but a national strategy for • A well-designed, well-organized and well-
COVID management is also urgently needed,” communicated plan for vaccine administration
said Anita Huberman, CEO, Surrey Board of • A holistic approach to evaluating the costs
Trade. “The Surrey Board of Trade joins the and benefits of actions to control the disease
Canadian Chamber of Commerce in their
call to implement a plan to replace Canada’s “There is tremendous confusion nationally.
current patchwork approach of reacting to daily Some common policies, joint coordination and
numbers. It is neither socially nor economically messaging would alleviate that confusion. This
sustainable to rely heavily on rotating will become even more important once vaccines
lockdowns while we wait for an effective begin to roll out.”
vaccine to be widely administered throughout
the year.” Show your support by signing the petition
letting the government know we need a
A coherent national strategy must include all national strategy to control the pandemic.
three levels of government working together as PETITION: nationalstrategy.ca/support-the-
partners, collaboratively addressing these six plan
key components:
Page 4 SURREY BUSINESS NEWS WINTER ISSUE 2021
PUBLIC SAFETY
Connecting During COVID Chief Constable Appointed
Over the past year, our officers have
had the opportunity to engage with
work with Chief Lipinski when he served
with the RCMP, and I look forward to
for Surrey Police Service
local businesses in a manner we never working with him again. On November 20, 2020 the Surrey
thought we would see in our policing Police Board announced the
careers. Our COVID-19 Compliance and It is important to know that, at this appointment of Norm Lipinski as
Enforcement Team has visited thousands time, the RCMP continues to maintain the Chief Constable of the Surrey
of Surrey businesses to ensure they have responsibility for policing in Surrey. Police Service. Chief Lipinski brings
the information they need to operate The transition of police services is a over 42 years of experience serving
safely. And while we wish our visits were long and complex process, particularly within large, urban Canadian
not related to a pandemic, it has been a for a detachment of our size. As municipalities to this role. Prior to
good way to stay connected with Surrey’s such, Surrey RCMP will continue to joining the Surrey Police Service,
business community. manage operations until there is a new Chief Lipinski served as Deputy
agreement in place. Please feel confident Chief for both the neighbouring
In other news, this past November, the that your safety remains our top priority Delta Police Service and the
Assistant Commissioner Edmonton Police Service, as well
police chief was named for the Surrey as we move through this policing
Brian Edwards as an Assistant Commissioner for
Police Service. It was my pleasure to transition process. Chief Constable Norm Lipinski
Surrey RCMP Officer in Charge the RCMP.
Surrey Police Service
surreypolice.ca
March is Fraud Prevention Month
Every year, thousands of Canadians fall cases, lives have all been lost. frauds can be prevented by identifying
victim to fraud. Most people don’t think it It’s sometimes hard to keep on top of the methods used by fraudsters. The
could happen to them, but fraudsters are all the information you need to know more you know about a fraud, the less
using increasingly sophisticated methods to keep your money and your personal likely you are to fall for it. Through
to target people of all ages and from all information safe. Terms like “identity awareness, you can avoid becoming a
walks of life. More and more of these theft,” “debit card fraud,” and “phishing” victim. Check out the Surrey Board of
schemes, especially during the pandemic, can sound scary. You may not know Trade website for events and resources
are being attributed to organized crime. where to turn to get clear information to help you.
The impact on individuals, families and about what these terms mean and how
businesses is devastating – retirement you can protect yourself. To report fraud:
savings, homes, businesses and in some The good news is that the majority of antifraudcentre-centreantifraude.ca
WINTER ISSUE 2021 SURREY BUSINESS NEWS Page 5
Classifying an Employee, Distinguishing between an employee, an independent
contractor, or a dependent contractor
Independent Contractor, Employee Independent
Contractor
Dependent
Contractor
or Dependent Contractor Entitled to reasonable notice
of the termination
Control and direction over how the work is
Yes No Likely
Businesses are commonly turning to non-traditional work performed (i.e. where and when)
Yes No Possibly
relationships. The most regular of these arrangements is that Ownership of tools and equipment
No Likely Possibly
of independent contractor. to perform the work
Economically dependent
Yes Unlikely Yes
These arrangements can be beneficial to the service provider and the business through on the company
flexibility and several economic benefits. However, when these types of relationships Meaningful chance of profit or loss -- Likely Possibly
are mischaracterized, there are risks for the service provider and business - particularly
Operational integration between
where the service provider is found to be an employee. Risks for the business maybe -- Possibly Likely
the contractor and the company
include administrative penalties, repayment of statutory remittances, litigation
expenses and other damages.
Courts and tribunals have made it clear that entering into an independent contractor
“...it is important for a business to properly assess its agreement is not conclusive. When assessing whether a service provider is an
relationship with a service provider and take the appropriate employee or independent contractor, or dependent contractor, courts and tribunals will
protections to limit risk.” go beyond the wording of an agreement to assess the true nature of the relationship.
Some service providers have entered into an agreement and conducted business as a
While many businesses are familiar with the categories of employees and independent contractor, only to later assert that they are an employee and claim an entitlement to
contractors, fewer are aware of a third category: dependent contractors. The hallmark employee entitlements such as overtime, vacation pay, or severance.
of a dependent contractor relationship is that the contractor provides services to only
one “customer” and is therefore economically dependent on that customer. Other key Mischaracterizing a worker as an independent contractor may carry significant financial
indicators of a dependent contractor relationship are a lengthy relationship and high consequences. We recommend speaking with a Labour, Employment & Human Rights
level of integration within the company. Like employees, upon termination, dependent lawyer to assess your employment strategies before defining an individual as an
contractors may be entitled to reasonable notice of the termination. For these reasons, employee, independent contractor, or dependent contractor.
it is important for a business to properly assess its relationship with a service provider
and take the appropriate protections to limit risk.
Jordan Thompson
For more information
Associate
+1 604 631 3131
+1 604 631 3277
jthompson@fasken.com
How to Get Your Business Online Quickly to Keep Selling During a Crisis
If you can’t deliver your products, you don’t really have an online business
2. Who picks, packs, and delivers 5. How will you deal with of 10 Canadian SMEs with an online
your orders? customer service? presence sell, receive and take
“Do you have a shipping supplier? Lockyer says you may have entirely orders online. Consequently, 60%
Can you print shipping labels? At new questions from your customers of Canadian SMEs are missing huge
minimum, I would think about your that you aren’t used to responding to, growth opportunities. Getting online
fulfillment process,” Lockyer advises. and in a new format. Someone will fast can make a huge difference to
“How are you going to manage the need to monitor questions that come your business at this time.
delivery of those products?” from your online store.
3. How will you receive 6. The importance of technology
payment? If you’re already online you need
The COVID-19 pandemic is bringing 1. Build your product catalogue If you’re going to be selling primarily to make sure that your website is
more customers online, giving Your products need to move from the online during this period, how are transactional, Lockyer says. There
businesses an opportunity to get store shelf to a digital catalogue, you going to accept payments? are several options available that
online quickly or enhance their online Lockyer says. You need to show require varying amounts of technical
presence to make sales. “There are a customers what your products are 4. Fees, pricing, and policies support in order to get online.
number of things to consider in order and what they look like. That means Lockyer says you will need to Growing your business online
to start selling,” says Tyler Lockyer, you need an image, description and consider how your new business equates with higher revenues, direct
Business Advisor, BDC Advisory product attributes, such as colours expenses, such as online transaction communication with customers and
Services: and sizes, he says. fees or unrecoverable fulfillment easier access to global markets,
costs, could affect your product says the recent BDC study, Expand
pricing. Online. The study found that four out
Page 6 SURREY BUSINESS NEWS WINTER ISSUE 2021
DIVERSITY & INCLUSION
Surrey Board of Trade Asks City of Surrey to Include Indigenous Land
Acknowledgements
The Surrey Board of Trade has requested Reasons: and place is an ancient Indigenous practice
that the Surrey Mayor and Council 1. The significance of acknowledging the that flows into the future;
respectfully acknowledge the Indigenous Indigenous land we stand on marks a small
lands on which they gather at all meetings but essential step toward reconciliation; 4. For Indigenous People and communities,
and at all public City events. the accountability that everybody has is to
“It is not that the City of Surrey is being 2. Surrey has the largest population of listen to the concerns of the community;
forced to do this by way of a motion, but urban Indigenous Peoples in BC. The and,
the fact that in the advent and commitment economic importance of this is obvious as it
to truth and reconciliation it is because it is relates to Indigenous relations. Consistently 5. Acknowledgements should lead to more
the right thing to do,” said Anita Huberman, improving this relationship requires questions and actions about who the people
CEO of the Surrey Board of Trade. meaningful, respectful, mutual dialogue listed in the acknowledgement are to
A letter was sent by the Surrey Board of with the First Nations, Metis, and Inuit ensure inclusivity.
Trade to Surrey Mayor and Council on communities;
January 22nd, outlining the city-building businessinsurrey.com/news
Anita Huberman and economic importance of Indigenous 3. Territorial acknowledgements are not
CEO, Surrey Board of Trade land acknowledgements. new. Acknowledging relationships to space
The 50 – 30 Challenge
As part of the Surrey Board of Trade’s Diversity and in senior management. THE BENEFITS CALL TO ACTION
and Inclusivity Portfolio, we have signed on Diversity in the workplace makes good Sign up and pledge to accept the 50 – 30
and are promoting the 50 – 30 Challenge, an The goal of the program is to challenge business sense. Companies that are more challenge.
initiative between the Government of Canada, Canadian corporations to increase the diverse:
business, and diversity organizations. Together representation and inclusion of diverse groups • are more likely to outperform their peers; ic.gc.ca/eic/site/icgc.nsf/eng/07708.html
with the project co-creators, many of whom within their workplace, while highlighting the • are twice as likely to meet or exceed
have been striving to increase corporate benefits of giving all Canadians a seat at the financial targets;
diversity for decades, the government is table. The 50 – 30 Challenge will be developed • are eight times more likely to achieve better
shaping a plan to improve access for racialized with the help of decades of expertise from business outcomes;
persons, people who identify as LGBTQ2, both private sector and advocacy partners to • generate and foster fresh insights, new
people living with disabilities, as well as offer a variety of tools to support participating ideas and creative solutions; and,
First Nations, Inuit and Métis to positions of companies in achieving real results. • draw on the full talents of their
influence and leadership on corporate boards organizations and people.
Creating an Accessible Workplace Certificate
to anyone involved in hiring or employers can address. Upon Contact melissa@businessinsurrey.
managing people. completion of the course, you com to register.
will receive a certificate and your
This 5-part course can be completed company can be listed on the
online at your own pace. Each accessibleemployers.ca website.
module takes about 30 minutes to
complete. CALL TO ACTION:
Join the Surrey Board of Trade CEO
You will learn the business case and the Presidents Group Co-chair
The Surrey Board of Trade, in training to help build your skills and for inclusive workplaces, legal on March 11 at 10:00am for a
partnership with the Presidents confidence in employing people with requirements and terminology discussion about why inclusive
Group, is offering access to free disabilities. The content is relevant and common workplace barriers employment matters.
What Makes One Culture Different from Another?
Culture is the beliefs, values, behaviours In some workplaces, many different
and material objects that shape an cultures work side by side. Staff,
individual’s identity and their way of life. managers or team leaders may ask, “How
An understanding of culture provides can I possibly learn everything there is to
a base for learning, understanding and know about all cultures?” The answer is
acceptance as you work with more we can’t know everything, but the more
individuals from an increasing number you know, the better able you will be to
of cultures. Multiculturalism stresses relate.
mutual respect and acceptance of cultural
differences. getintheknow.ca/workplace
WINTER ISSUE 2021 SURREY BUSINESS NEWS Page 7
INTERNATIONAL TRADE
Surrey Board of Trade Statement on a New US President
January 20th marked the beyond the pandemic. collaboration with our US the number of high-skilled
inauguration of new US Innovation is fundamentally Chamber of Commerce and worker visas granted by the
President - Joe Biden. about making things better in organization partners will US.
Congratulations to him and ways to add value, save time, hopefully create innovation 4. Trade: The Canada –
to his administration, as well save money. Innovation is not and jobs as we move forward. United States relationship,
as US Vice-President Kamala always based on technology. There are many policies the new CUSMA agreement,
Harris. Any idea can be transformed that need to be addressed, understanding how the
into a simple solution that including: Biden administration has
This is important to Surrey’s results in new products or 1. Softwood lumber: plans to bring back critical
business community because services. Innovations can Continued negotiations for supply chains so they’re not
Surrey: create entirely new jobs, this vital industry. dependent on other nations
1. Is a border city; markets and industries 2. Border: Ensuring the US during a crisis, and their
2. Has the greatest number that never existed before. gets COVID-19 under control promise to tighten domestic
of manufacturers in BC And they can give existing before we open the US border content rules, which may
that ship goods locally and industries a new lease on to non-essential travel. have implications for some
internationally; life by making them more 3. Immigration: Canada’s closely-linked Canadian
3. Is an agricultural and productive and efficient. But birth rate continues to manufacturing sectors.
health/technology innovator; now, Canada stands at a decline, and despite the 5. Climate and energy: The Keystone XL Pipeline. This matters to Surrey as we
and, defining moment. We need a pandemic there are and will US, somewhat similar to the There are many issues and move to become the largest
4. Is part of the Cascadia comprehensive approach to be skill and worker shortages. Canadian government, will policies to watch in the next city in BC.
economic innovation corridor create jobs to make our lives There will be increased levels fast-track investments in four years between Canada
that will spur innovation and better. of competition for immigrants green infrastructure to create and the US that will affect our
jobs as we move through and Renewed Canadian business as Biden has plans to expand jobs and has now stopped the daily lives and our economy.
New Buy American Restrictions Causes Concern for Canadian Businesses
On January 25th, the new Canadian contractors, yearly progress reports on Canadian businesses seeking
US President signed an manufacturers and suppliers their efforts to follow the new to access government
executive order instituting a access to a lucrative and rules. contracts with our largest
stringent new Buy American often essential source of 4. It also voices support for trading partner. We call on
policy to ensure that business. the Jones Act, a law that the Canadian government
American manufacturers, 2. The plan would also requires goods being shipped to ensure market access
workers and suppliers are increase the number of between domestic ports to commitments made by our
the primary beneficiaries of US-produced materials or be delivered on US-flagged trading partners are not
US government largesse, components a project or vessels that are built, owned rolled back. The Canadian
including an estimated $600 product would need in order and operated by American government should be looking
billion a year in procurement to qualify as American-made citizens or permanent at all options to protect
contracts. They include: and make it easier for small residents. the jobs and livelihoods
1. A “Made in America” office and medium-sized businesses The Surrey Board of Trade of Canadian exporting
attached to the White House to access procurement agrees with the Canadian businesses. This affects
Office of Management and opportunities. Chamber of Commerce, Surrey, given that we have
Budget to oversee waivers 3. It requires government that this announcement the greatest number of
-- the exceptions that allow agencies to provide twice- is a perennial problem for manufacturers in BC.
Cascadia News Trade Documentation in Surrey
remains engaged on important Ready to export but need
cross-border issues, like your trade documentations
the Cascadia Innovation certified?
Corridor and the prospect of
high-speed rail between our The Surrey International Trade
jurisdictions,” said Horgan. Centre can help by offering
“As we move into the next you detailed information about
phase of this pandemic with how to get started. Preferred
the arrival of vaccines, we rates for certifying documents
are able to start reviewing are given to Surrey Board of
Rick Glumac, MLA measures we can take to Trade Members. Please call
Premier John Horgan has restore cross-border traffic 604-581-7130 or email
named Rick Glumac, MLA for and trade when conditions info@businessinsurrey.com.
Port Moody-Coquitlam, as the permit. He will make efforts to
Premier’s Liaison for the State encourage co-operation within
of Washington. the Cascadia jurisdictions to
“Following his successful move toward ending annual
leadership role in the Pacific daylight time changes as the
NorthWest Economic Region, opportunity arises.”
Glumac is tasked with
ensuring our government
Page 8 SURREY BUSINESS NEWS WINTER ISSUE 2021
ENVIRONMENT & RESOURCES
Surrey Board of Trade Congratulates City of Surrey Council Decision on Plastic Ban Bylaw
Ensuring - Communication with Businesses Essential to Ensure Smooth and Cost-Effective Transition
At the City of Surrey’s industry opportunities that DETAILS: consequences where Both Provincial and Federal Bylaw.
December council meeting, are available now, or that 1. Businesses will be consumers simply substitute Governments are developing 9. To read the corporate
Mayor and Council approved can be developed, that will prohibited from providing plastic with paper bags. and implementing their report visit surrey.ca/services-
a pathway to ban plastic lead to new employment and distributing plastic 4. While the use of reusable own initiatives to reduce payments/waste-collection/
checkout bags, foam cups opportunities.” checkout bags to customers, bags is encouraged, as they plastics that end up in the single-use-item-reduction-
and take-out containers, and including those bags reduce waste and litter, a fee environment. strategy
authorize staff to submit the “The City of Surrey must labelled as compostable or implemented to the purchase 7. If the Bylaw is breached,
bylaw change to the Ministry consult with the business biodegradable. of reusable bags will a fine between $500 and To read the Surrey Board of
of Environment and Climate community and introduce a 2. A list of exemptions is discourage residents from $10,000 is levied. If the Trade policy on plastics:
Change Strategy for approval. phased in approach to allow included in the Bylaw, such as using new ones one during offence occurs for continuous visit businessinsurrey.com/
the economy to react to plastic bags used to package each store visit. days, a fine is issued for each wp-content/uploads/2019/06/
“While it does not align the incoming ban. Although bulk foods, produce, frozen 5. Business can no longer sell day. SBOT-Resolution-on-Plastics-
completely with the Surrey there is no set date for foods, meat, small hardware or otherwise provide prepared 8. Organizations incorporated FINAL.pdf
Board of Trade’s 2019 policy communication, education, items (such as nails and food in any food service ware and in good standing under
calling for the phasing out or implementation as of yet, bolts), as well as other similar that contains Polystyrene the Society Act or registered
of single-use plastics, it is a we urge the City to ensure items. Foam. as a charitable society or
step in the right direction,” adequate consultation occurs 3. Bylaw provisions include 6. In order for the City of organization under the federal
said Anita Huberman, CEO, before a blanket ban is fees for paper and reusable Surrey to implement the Income Tax Act are exempt
Surrey Board of Trade. implemented.” bags to ensure that it does ban, the BC Government for a period of one year after
“There are innovative not result in unintended must approve the Bylaw. the effective date of this
Surrey Board of Trade Hosted Canada’s Minister of Natural Resources
In January, Canada’s Minister of Natural
Resources, Seamus O’Regan, virtually joined
the Surrey Board of Trade to discuss the current
state of the natural resources industry sectors
and how it will play an integral role in Canada
and BC’s economic recovery.
“Canada’s natural resources industry sectors -
forestry, minerals and mining, and energy from
oil, gas, renewables, fossil and alternative
fuels, electricity, nuclear and uranium - will
lead the way for economic recovery,” said Anita
Huberman, CEO, Surrey Board of Trade.
Economic modelling conducted for the Task
Force for Real Jobs, Real Recovery, of which the
Surrey Board of Trade is a member of, indicates
that with the right success conditions, natural
resources and manufacturing could create up
to 2.6 million new jobs and up to a 17 per cent still moving Canada towards a low-emissions sector is key to economic reconciliation oil and gas sectors than the average Canadian
increase in real gross domestic product (GDP). future. with Indigenous communities and peoples. business.
This could amount to a nearly $200-billion Indigenous-owned businesses are 40 times
increase in potential labour earnings, while Minister O’Regan said that the resource more likely to be involved in the mining and
LNG – A Tide of Opportunity
The LNG Canada project is the largest economic impact this scale of • BC would see a gain of 71,000 jobs o Mining, quarrying, and oil and gas Liquefied natural gas is natural gas
private sector investment project in investment would have across the • The Federal Government could extraction: 7,900 new jobs that is cooled to around minus 160
Canada’s history. country. expect to see $64 billion in additional o Manufacturing: 6,700 new jobs degrees Celsius. At this temperature,
“Without much needed investment • Between 2020 and 2064, total revenue o Transportation and warehousing: it becomes a clear, colourless and
in infrastructure projects, our annual investment would average • BC, Ontario, Alberta, and Quebec 5,000 new jobs odourless liquid. It is non-corrosive
economy will not be able to recover over $11 billion, totalling in excess of would all see permanent job o Finance, insurance, real estate, and non-toxic. Because natural gas
to its fullest potential,” said Anita $500 billion over the entire period increases rental, and leasing: 6,100 new jobs has a fraction of the fine particulate
Huberman, CEO, Surrey Board • More than $90 billion in revenue • The top employment gains annually, o Accommodation and food services: matter of coal and fewer carbon
of Trade. “Efficient and effective could be generated for provinces and as a result of an expansion in 4,300 new jobs emissions, more than 30 countries
investment into natural resource territories in Canada. Of this total, Canada’s LNG industry, would be in o Admin and support, waste around the world currently import
industry sectors, specifically the over $78 billion would accrue to BC the following sectors: management, remediation: 4,600 new natural gas as LNG is a pathway to
LNG industry, will drive our economy • For Canada as a whole, LNG would o Engineering and construction: jobs help reduce air pollution and meet
locally, provincially and globally, mean 96,550 more jobs a year and 24,500 new jobs o Health care, social assistance, and climate targets.
and at the same time support local over $6 billion in wages o Retail and wholesale trade: 14,300 other services: 3,200 new jobs
businesses and cities.” • BC’s GDP would increase by more new jobs o Information, culture, arts, and REPORT: conferenceboard.ca/e-
A recent report by the Conference than $8 billion annually, or just over 3 o Professional, scientific and technical recreation: 2,200 new jobs library/abstract.aspx?did=10873
Board of Canada analyzed the per cent services: 12,800 new jobs
WINTER ISSUE 2021 SURREY BUSINESS NEWS Page 9
FINANCE
Surrey City Budget News
The C.D. Howe Institute published the
2020 annual report card on the fiscal
transparency of major cities grading
of the clarity, comprehensiveness, and
timeliness of the financial presentations of
31 major Canadian municipalities, based
on their most recent budgets and financial
statements. Surrey rated an A+ score in this
report. Congratulations!
cdhowe.org/graphic-intelligence/municipal-
fiscal-transparency-scorecard-2020
Tax Increases Should Be Off the Menu for the Continued Business Supports Needed as
Hospitality Industry Economy Contracts in Q1
The Chief Economist and individuals and businesses
Vice President of Policy can make it safely to the other
at the Canadian Chamber side of the river. That means
of Commerce, Dr. Trevin continuing programs like the
Stratton, issued the following Canadian Emergency Wage
statement recently on the Subsidy, safely reopening
Bank of Canada’s Monetary schools and ensuring that
Policy Report. there is available childcare
“As 2021 begins, Canada still so people – particularly
faces powerful headwinds. women — can return to work
COVID-19 numbers are up, once restrictions are eased.
restrictions on our activities It means improvements to
remain and may even Trevin Stratton rental subsidy programs
increase, and we face great and targeted support for the
economic uncertainty. phase well into March, when hardest hit sectors.
“After a significant rebound we expect the lockdowns “It will be important to
in the second half of 2020, to be eased across the understand that most small
Canada’s economy once again country. During this period, businesses can’t afford to
Did you know that the excise tax on beer, wine remain competitive to be able to recover from we need to provide the right
faces a setback as it will take on more debt after all
and spirits is set to increase again on April 1? the crisis. It’s time to #FreezeTheAlcoholTax. kind of support to individual
contract by 2.5% in the first that they have accumulated
Now is not the time for higher taxes, especially Help spread the word: Canadians and to businesses
quarter of this year, according over the last nine months.
increases targeting the hospitality sector. This freezethealcoholtax.ca to get them through the
the Bank of Canada’s latest Indeed, even the tax and
crucial Canadian industry needs to be able to lockdowns, recognizing that
projections. This marks the fee deferrals governments
first quarterly contraction neither group is in the same brought in last year, which
New Federal Government Program for since the first wave of the
pandemic in Q2 last year.
financial position as it was in
March 2020.
have been so important, are in
fact low-cost loans. They will
COVID-19 Relief for Businesses “We will likely be in this “We need to ensure that both still have to be repaid.
As first outlined in the 2020 Fall Economic businesses in the tourism and hospitality
Statement, the Highly Affected Sectors Credit sectors, and those that rely on in-person Canada’s Associate Finance Minister Speaks
Availability Program (HASCAP), will provide service.
financial support to businesses that have been to Surrey Board of Trade
hardest hit by the pandemic. To be eligible for HASCAP, businesses need to
The Surrey Board
show a year-over-year revenue decline of at
of Trade spoke
Through HASCAP, the Business Development least 50% in three months, within the eight
to Associate
Bank of Canada (BDC) will work with months prior to their application. They must
Finance Minister
participating Canadian financial institutions also be able to show their financial institutions
Mona Fortier
to offer government-guaranteed, low-interest that they have previously applied for either
in January on
loans of up to $1 million. Hard-hit businesses, the Canada Emergency Wage Subsidy or the
opportunities
like a chain of hotels or restaurants with Canada Emergency Rent Subsidy.
to support
multiple locations under one related entity,
businesses and
could be eligible for up to $6.25 million. Eligible businesses can start applying as early
the economy
HASCAP will help businesses with their day- as February 1 at principal financial institutions
including
to-day operating costs during the COVID-19 and more widely by February 15. Interested
pharmacare,
crisis and enable them to invest in their longer- businesses should contact their primary lender
deficit reduction,
term prosperity. to get more information and to apply.
and tax reform.
HASCAP is available to businesses across the bdc.ca/en/special-support/hascap
country, in all sectors, that have been hit hard
by the pandemic. This includes restaurants,
Page 10 SURREY BUSINESS NEWS WINTER ISSUE 2021
THANK YOU TO OUR 2020
COMMUNITY CHAMPIONS!
You are supporting life-changing health care in Surrey,
including $1.1 million in COVID-19 care and research.
100+ PIECES OF CRITICAL CARE EQUIPMENT
• Ultrasound machines • Optiflow monitors
• Defibrillators • Transportation monitors
• UVGI cleaning robot • Stretchers
• Vein finders • Stretcher chairs
23 COVID-19 RESEARCH STUDIES
at Surrey Memorial Hospital, along with the
establishment of the Surrey Memorial Hospital
Clinical Research Unit.
113,500+ MEALS AND SNACKS
for health care workers during phase
one of the pandemic.
Participation in our Community Champions Program is a way
for businesses and organizations, large and small, to support
unstoppable, life-changing health care for our community.
Learn more at
SurreyHospitalsFoundation.com/championsWINTER ISSUE 2021 SURREY BUSINESS NEWS Page 11
2020 COMMUNITY CHAMPIONS
VISIONARIES • Buddha’s Light International • Royal Canadian Legion #8 - White Rock
• Fruiticana Produce Ltd. Association, Vancouver • Sabzi Mandi Supermarket
• Hal Industries • Elm Foundation • Saint Mary’s Health Foundation
• Kirmac Cares for Kids • Envision Financial of New Westminster
• Open Bible Chapel Foundation • Goldy Kang Real Estate Group • Sanjha Vehra Women’s
• Pacific Blue Cross Health • Hans Group Association
Foundation • Hen Long Market • Seaboard Self-Storage
• RBC Foundation • Holiday Home Tour For Hope • Shoppers Drug Mart
• Scotiabank • International Taoist Church of • SSR Cedar & Roofing Supplies
• Surrey Memorial Hospital Auxiliary Canada • Starline Windows
• The Frontline Fund • J&D Gourmet Cafes • TB Vets Charitable Foundation
• World Financial Group • Lohn Foundation • TD Canada Trust
• Loyal Protestant Association • TELUS Friendly Future
LEADERS • Music Heals Charitable Foundation
• Atwal’s Insurance & Financial Foundation • Tzu-Chi Foundation of Canada
Centre Inc. • Nana’s Kitchen • Van Gogh Designs
• Berezan Hospitality Group • Newway Forming Ltd. • Van-Kam Freightways Ltd.
• Blundell Seafoods • Ocean Trailer • Virk Viyas & Associate Lawyers
• Bravaya Homes • Peak • Wanson Group
ACHIEVERS • Goldmine Insurance Services Ltd.
• Gore Mutual Foundation
• Pro Max Trucking Ltd.
• Punjab Insurance Agency Inc.
• 2 Sisters Poultry & Meat Ltd. • Grace Hanin Community Church • Quality First Collision Repairs
• 24/6 Electric Ltd. • Greenway Farms Ltd. • Queen Elizabeth Secondary School
• 4th Utility Inc. • GRL Freightways Ltd. • Raincity Volleyball Club
• A & K Diesel Repair Ltd. • Guildford Town Centre • Richards Buell Sutton LLP
• A1 Powder Coating Ltd. • H. Anmol Sweet & Restaurant Ltd. • Rick’s Heart Foundation
• Abhi Insurance Agency Inc. • Hayer Builders Group • Rona Fleetwood
• After February Studio Ltd. • Hi Pro Coatings • Rotary Club of North Delta
• Akali Singh Sikh Society • ILWU Local 500 • Royal Canadian Legion #6 - Cloverdale
• All Seasons Roofing Ltd. • International Muslim Academy of Canada • Royal Canadian Legion #229 - Whalley
• Apcon Developments Ltd. • Jake N’ Josh Trading Company • Royale Properties Ltd.
• Basant Motors Ltd. • Janda Group Asset Management Inc. • S&G Drywall 2002 Ltd.
• Calvin’s Farm Market • Kinsmen Club of Coquitlam • Samson Metals Ltd.
• Canada Catering Association • Knights of Columbus North Surrey • Sat Construction Ltd.
• China Hubei Association of Vancouver Council #4767 • Scott Road Pharmacy Inc.
• Cloverdale Cold Storage • Kwanglim Methodist Church in Canada • Shaheed Udham Singh Society of Canada
• De Jager Volkenant & Company • Lindsay Kenney LLP • Sigma Cabinets
• Djavad Mowafaghian Foundation • London Drugs Foundation • Simplex Home Design
• Dr. C J Coady Associates • Lovely Cloth House Ltd. • Simpson Thomas & Associates
• Eagle Side Construction Ltd. • Lowe’s Canada • Simran Distributor Ltd.
• Elegant Stanley Green Development Inc. • Mail-O-Matic Services Ltd. • Singular Enterprises
• EllisDon Corporation • Mainland Motors Surrey & Langley • Smythe LLP
• Fairfield House • Mandeep Sandhu Law Corp • SNS Electrical
• Fibertech Distributors Inc. • MASJID-AL-NOOR (Mosque of Lights) • Sonic Steel Ltd.
• Fiji Canada Professional Women’s Network • McElhanney Consulting Services Ltd. • Splashes Wash Lodge
Society • Metro Van Construction Ltd. • SRC Engineering Consultants Ltd.
• Fraserway Meats Ltd. • MSJ Distributor Ltd. • Sunny’s Clydesdale Inn
• Fred Holmes Fuel Injection • Navraj Sweets & Restaurant Ltd. • Surrey Super Market
• Frozen Mountain Software • New Wave Lending • Teja Foods
• FT Synthetics Inc. • NIKLS “One Call” Property Services • The Canadian Charter School of The National
• Futura Security Service Ltd. • Norden Window and Doors Ltd. Open University of Taiwan Study Group
• G & B Woodcraft Ltd. • Northwest Development • The Whitearn Foundation
• G-Direct Freight Inc. • OTT Electric Ltd. • Thiara Insurance Services Ltd.
• G&F Financial Group • OTT Homes Ltd. • Variety - The Children’s Charity of BC
• Gagan Foods International Ltd. • OTT Transportation Services Inc. • Village Church
• Gill Landscaping • Panorama West Homes Ltd. • Wave Skin Care
• Gill Transport Ltd. • Peace Portal Alliance Church - Mandarin • Wei-Light Growth Society
• Gillco Exteriors Ltd. Congregation • Wellness Pharmacy
• Golden Ears Insurance Services Ltd. • PHI Hotel Group • Xi’an Jiaotong University Alumni
• Goldmine Insurance Abbotsford • Phillip Crocker Photography Association of Greater VancouverPage 12 SURREY BUSINESS NEWS WINTER ISSUE 2021
WINTER ISSUE 2021 SURREY BUSINESS NEWS Page 13
The Surrey Board of Trade’s 22nd Annual Event
2020 Winners
PRESENTING SPONSOR VIDEO SPONSOR
1-10 Employees Winner 11-40 Employees Winner 41+ Employees Winner
Mainland Whisky My Greek Taverna Nana’s Kitchen and Hot Sauce Ltd.
Sponsored by Surrey NOW-Leader Sponsored by Live Well Exercise Clinic Sponsored by MNP
Not-for-Profit Resilience Winner Business Person of the Year Winner Environment and Business Award Winner
Surrey Fire Fighters’ Charitable Society Roger Steers Ocion Water Sciences Inc.
Sponsored by Kwantlen Polytechnic University Sponsored by Hamilton Duncan Sponsored by EXP Services Inc.
ENTERTAINMENT SPONSOR
MEDIA SPONSORS
AWARD SPONSORS
Innovation Award Winner International Trade Award Winner
Firetech Manufacturing Ltd. Sundher Group
Sponsored by TD Bank Sponsored by Hamilton Duncan
COMMUNITY SPONSORS
EVENT SUPPORTERS: Glen Chua Media | Focus Audio Visual
Note: Some photos were taken prior to BC’s mask mandate and further restrictions being implemented.
Further information on the winners and photos is available at businessinsurrey.comPage 14 SURREY BUSINESS NEWS WINTER ISSUE 2021
SBOT BOARD DIRECTORS
Board Chair Message Signifies Business Leadership During the Pandemic
business members, it has governance work, while still by the pandemic as our on good governance, and While Board members have
been a trying time, with fulfilling our mandate of CEO maintained her Ends received in-house policy participated in many of the
safety protocols making it guiding, monitoring, learning, and Executive Limitations governance training during online networking events
impossible to do ‘business as and consulting during 2020. reporting, and external the pandemic. We also hosted by the SBOT, the
usual’. The SBOT, under the One of the immediate shifts monitoring through our requested and received ability to have person-to-
stalwart leadership of Anita the SBOT Board made auditors, BDO Canada, was reports on the impact person conversations is very
Huberman, also had to shift in March of 2020 was unchanged. of COVID-19 on Surrey much reduced on an online
the usual manner of doing taking our meetings fully businesses. platform. The Board has still
business to achieve our ends. online, using Zoom as our The SBOT Board is found ways to consult directly
platform. In some ways our responsible for seeking One Board accountability with sub-sections of our
We moved to virtual board meetings have been education in areas that that has been impacted by ownership.
platforms for networking, enhanced by using a digital will assist our governance COVID-19 is our responsibility
educational, and gala events, platform as our discussions abilities and our to consult with our ‘owners’, Many of our business
while also shifting our and deliberations have understanding of the issues who we defined as the members have had to fight
Doug Tennant advocacy to focus on the become more focused and facing our membership business members of the to make it through 2020 and
The COVID-19 pandemic pressing pandemic-related organized. (both before and during the SBOT. Pre-COVID 19, this the pandemic. I am feeling
impacted us all in 2020 needs of our membership. pandemic). Board members would be done informally at optimistic that the year 2021
and will continue to do The board members of the Our ability to guide and participated in governance the SBOT’s in-person events will be better.
so in 2021. For the Surrey SBOT have also shifted to monitor the SBOT was webinars, reviewed and and formally at the November
Board of Trade’s (SBOT) the way we go about our not negatively impacted discussed reports and articles Business in Surrey breakfast.
Surrey Business Leader to be Vice-Chair of the BC Chamber of Commerce
The Surrey Board of Trade May 2021. Anita Huberman, CEO, Surrey are at a decisive time in our the future of business in BC,”
is pleased to announce that Board of Trade. history and strong leadership said Dr. Greg Thomas.
Dr. Greg Thomas, President “Dr. Thomas will take on this is needed from our political
and CEO of Surrey-based critical economic role given “It is a privilege and honour and business leaders to The BC Chamber of
G3 Consulting Ltd., an his unparalleled track record to be selected by the BC ensure we emerge stronger Commerce is the voice of
environmental consulting and expertise in government Chamber of Commerce Board and more resilient than ever. business for British Columbia.
and science firm, will be advocacy, especially as of Directors to serve as the I look forward to working
inducted as Vice-Chair of the Surrey becomes the largest next incoming Vice Chair. with the chamber/board of
Dr. Greg Thomas BC Chamber of Commerce in city in BC very soon,” said Our country and province trade network to help shapeWINTER ISSUE 2021 SURREY BUSINESS NEWS Page 15
ARTS & CULTURE
Surrey Music City Centre Thought from Martin Luther King Jr.:
“God has wrought many things out of oppression.
He has endowed his creatures with the capacity
to create—and from this capacity has flowed the
sweet songs of sorrow and joy that have allowed
man to cope with his environment and many different
situations.
“Jazz speaks for life. The Blues tell the story of life’s
difficulties, and if you think for a moment, you will
realize that they take the hardest realities of life and
put them into music, only to come out with some
new hope or sense of triumph.
“This is triumphant music.”
COVID-19’s Effects on the Music Industry Surrey Music City Centre
Music Canada has The Surrey Music City Centre
collaborated with Abacus is a Surrey Board of Trade &
Info to learn more about FUSIONpresents collaboration
how musicians continue to initiative to grow Surrey’s music
be affected by the COVID-19 economy, covers all things related
pandemic. The survey seeks to the music scene in Surrey,
input directly from musicians including current news, community
about the financial effects features, upcoming events (virtual
they face, how the pandemic and non-virtual), and much more!
impacts their ability to businessinsurrey.com/policy/
produce music and how they music-city-surrey
create or grow skillsets to
help them get by.
musiccanada.com/artist-
survey-2021
Surrey Arts & Business Award Winners
The Surrey Board of Trade, also, proudly
announced the following award winners:
Arts and Innovation Award Category
Winner: Sher Vancouver LGBTQ Friends
Society
Surrey Music Showcase Cultural Ambassador Award Category
Winner: Asad Khan a.k.a Khanvict
The Surrey Music Philanthropy Award Category
Showcase is an The Surrey Board of Trade presented the Winner: Edith Lando Charitable Foundation
initiative that winners of the 4th Surrey Arts & Business Legacy Award Category
supports the music Awards. Winner: Stephen Horning
industry in Surrey Music Award Category
by airing weekly Owing to the COVID-19 pandemic, most cultural Winner: Snakes x Ladders
episodes of musical institutions were indefinitely closed, and in-
talent. person exhibitions, events, and performances Award Sponsors:
were cancelled or postponed. In response, there Kwantlen Polytechnic University and Tien
were intensive efforts to provide alternative or Sher Group of Companies
additional innovative services through digital Media Sponsors:
platforms, and to maintain essential activities CTV and The Surrey NOW-Leader
with minimal resources.
CALL TO ACTION: The Surrey Board of Trade
stands in solidarity with arts organizations,
their employees, and artists as the pandemic
continues to unfold. We want the community of
audience members, donors, and grant-makers
to do what they can to continue their support to
arts and culture through this time of uncertainty.Page 16 SURREY BUSINESS NEWS WINTER ISSUE 2021
TRANSPORTATION & INFRASTRUCTURE
Action Needed Now on George Massey Surrey News
City of Surrey is installing
40+ electric vehicle
charging stations at 10
public facilities across
the city thanks to federal
funding.
infc.gc.ca/3568
Province Increases CleanBC Rebates
Getty Images File photo
for Commercial Electric Vehicles
More than a year ago, lead to reduced economic Massey Tunnel could be
BC businesses wanting to per vehicle, up from $50,000 food delivery vehicle or shuttle
the Surrey Board of activity, higher prices, and better spent on starting to
reduce air pollution and save maximum. bus, up to a maximum of
Trade opposed the Metro various other negative social build the bridge. A bridge
on fuel costs can access more $100,000 per vehicle.
Vancouver Mayor’s Council implications,” said Anita could be built faster — two
in provincial rebates through Vehicles eligible for SUVI
recommendation to the BC Huberman, CEO, Surrey Board years for environmental
the CleanBC Specialty-Use rebates include medium- and Quick Fact:
Government to replace the of Trade. assessment and five for
Vehicle Incentive (SUVI) and heavy-duty vehicles such as In 2018, BC’s commercial
Massey Tunnel with another construction. Much of the
Commercial Vehicle Pilot (CVP) battery electric or hydrogen- transport sector accounted for
tunnel. The decision now lies The Massey Tunnel is work to build a bridge has
programs. fuelled passenger buses, approximately 60% of BC’s
with the BC Government, and a dangerous piece of already been done.
airport and port service transport emissions and 22%
the Surrey Board of Trade infrastructure. The risk posed
The SUVI program is receiving vehicles and heavy-duty of total provincial emissions.
wants immediate action on to the region should an “We must plan for
$31 million in funding through transport trucks, as well as
this important economic earthquake event occur is transportation needs for the
StrongerBC, the Province’s smaller specialty-use vehicles news.gov.bc.ca/23554
infrastructure project to tremendous. future – for the 1.3 million
economic recovery plan, to such as motorcycles, cargo
reduce transportation people that are expected to
double the maximum rebates e-bikes, and low-speed utility
bottlenecks. Originally, the Surrey Board move into Metro Vancouver
for medium and heavy-duty trucks.
of Trade advocated for a new by 2050. And yes, we can’t
vehicles available for BC
“Now that we see some Massey bridge with 10 lanes. just build this in isolation, it
businesses, local and regional To further support one of
light at the end of the tunnel However, the Surrey Board has to have a robust rapid
governments, public sector BC’s most impacted sectors,
with the pandemic, and of Trade would also support transit system.”
organizations and non-profit tourism companies, including
continued population growth a new 8-lane bridge with a
organizations in their adoption restaurants and other
in Surrey and the South multi-use pathway.
of specialty-use zero-emission hospitality businesses, are
Fraser Economic Region, no
vehicles. Those purchasing eligible for double the rebates
action on the George Massey “The millions that are
eligible vehicles will have and can access 66% of the
replacement is not an option. now being spent on safety
access to 33% of the cost, up cost of an eligible medium- or
Inaction will continue to improvements for the George
to a maximum of $100,000 heavy-duty vehicle, such as a
Community Focused, Community Driven, Donations Needed for the Guru Nanak
Supported by the Surrey Board of Trade Diversity Village Seniors Long-Term Care
The Surrey Fire Fighters Charity Golf Tournament on The Surrey Board of Trade is proudly supporting
June 22, 2021 at Guildford Golf & Country Club benefits the construction of a 125-bed long-term care
our community. Attendees will be treated to a unique facility for the South-Asian community to be
experience. Fire Fighters are proud to support multiple located in Surrey (6471 175A Street). Construction
capital campaigns improving local health care facilities. How is scheduled for early 2022 with completion and
you can help: occupancy expected in August 2024. This is a
$58.3 million project, with $5 million to be raised
• Corporate Sponsorship by the community as part of the community’s
• Register to Golf contribution to the project.
• Attend the Gala Dinner & Auction hospital but will also save the government at least
• Donate a prize The need for a multicultural senior’s long term $1,000 per day, per senior.
care home has been acutely felt in the community
surreyfirefighters.com/golf for a long time. The Surrey Memorial Hospital pics.bc.ca/support-pics/pics-diversity-village
currently houses 150 South Asian seniors and this
facility will not only ease the overcrowding at theWINTER ISSUE 2021 SURREY BUSINESS NEWS Page 17
BUSINESS ADVICE CENTRE
Opportunities Disguised as Problems – Creating Value in 2021
During this time, more than While the COVID-19 • COVID-19 is accelerating current customers. Or, competitors are retrenching.
1 billion people have been pandemic and resultant the adoption of new ramp up sales and get new Figure out where your
lifted out of poverty, life economic lockdown have consumer behaviours; and customers. market is going and what
expectancy has doubled, had a terrible toll on people • The rising millennial you can offer of value that
child mortality has been and businesses and will do demographic is creating Strategy 2: Listen to Your will give you an edge when
cut by 50%, and the so for some time to come, new market opportunities. Customers! the lockdowns end, and
advancements in health there will be opportunities. As consumer sentiment the economy returns to full
care, technology, and Right now, we are How do you take is changing rapidly, there strength.
literacy have been truly experiencing a number of advantage of the has never been a better
staggering. major societal and economic changing conditions to time to truly listen to and The economy will stabilize
The world is a tremendous trends that will create new find new opportunities understand the needs of eventually. Use the time
place where the combined opportunities for business for your business? your customers. now to position your
impact of humankind and for many years to come: business for the emerging
Eamonn Percy
free enterprise markets have • Interest rates are likely to Strategy 1: Optimize Strategy 3: Create New, opportunities.
In the last 100 years, there dramatically improved the remain low What You Have Now Post-Pandemic Products
have been 14 recessions, standard of living for billions • Government action Think about how you can and Services Eamonn is a business
25 bear markets, 1 global of people. is creating stimulative leverage all your current As the pandemic shifts growth strategist, advisor
depression, double-digit consumer and business resources, relationships to a new phase, now is and coach to entrepreneurs
inflation and interest rates, Main point – Out benefits; and customers. Sell more a great time to gain a and business owners.
countless wars, conflicts and of problems come • The pandemic is of what you have to your competitive advantage by Percygroup.ca.
natural disasters, and one opportunity, if we focus reallocating discretionary current customers. Sell launching new products and
global pandemic (COVID-19). on seeing it! spending; something new to your services, especially if your
Closing the Gratitude Gap is More Important Than Ever
If you’re racking your brain right underwent what I call the to dismiss numbers like this. Good Science Center, people organizational skills, their
now, don’t worry — you’re “collective splat” — the After all, shouldn’t people be who wrote gratitude letters humour — the choices are
not an ungrateful person. The flattening of goals and plans grateful just to have a job? The every week reported much- endless. In just seconds, you
pandemic has put us in near- — the workforce suffered question is: What happens improved mental health both can begin a practice that will
permanent flight-or-fight mode. from a powerful gratitude gap. when fortunes begin to rise four weeks and 12 weeks into help both of you feel better.
The news is full of stressors. According to research by the again? Will your employees their practice. There really is
Everywhere we go, we see company OGO, more than 80 feel appreciated enough to stay something to looking at the Margaret Page has founded
visible reminders that the world percent of people feel they in their jobs, or will they flee bright side of life, even in the several specialized companies
is not back to normal. are not recognized by their to greener pastures as soon as midst of such upheaval. including Beyond the Page
supervisor for what they do. they get the opportunity? Coaching, Etiquette Page and
Who has time for gratitude 60 percent of those polled say As an exercise, take a few Page the Coach.
Margaret Page when it takes all we have to they value gratitude more than Gratitude isn’t just about minutes every day or every margaret@margaretpage.com
keep afloat? You should. Here’s money. retention. It’s actually science. week to email, call, or tell
When was the last time you why. Science that can help you, the an employee thank you for
took the time to really, truly With the global economy on person expressing gratitude! their work, their attitude,
thank your employees? Long before our world shaky ground, it can be easy According to the Greater their willingness to help, their
When Prospecting, Go for the Appointment
and started selling their Prospecting is a series of Going for the appointment appointment. Remember: doubt, worry, anger, concern,
product or service. carefully designed events takes the pressure off Your prospecting or anxiety - that’s good news.
meant to determine whether both the prospect and the conversation is not meant But only if you don’t try to
How did that make you feel? there’s any interest in your salesperson. The salesperson to be a sales conversation! close the sale then and
Would it have mattered how product or service. Period. doesn’t have to worry about The prospecting conversation there!
excited they were? Would it It’s not an excuse for a sales what features and benefits should be all about
have mattered if they’d told pitch. to bring up and what aspects identifying whether or not John Glennon is the owner
you what a pleasure it was to of the product or service there may be certain specific of Insight Sales Consulting
meet you, or how honoured If there is interest in your to stress. And the prospect pains in the prospect’s Inc, the authorized Sandler
they were to be having a product or service, any doesn’t have to deploy their world, pains that you and Training Licensee for British
conversation with you?. If selling will take place after natural defense mechanisms your organization have a Columbia. jglennon@sandler.
they instantly went into a the prospect is qualified. At against salespeople. (You track record of eliminating. com
massive feature-and-benefit Sandler, we call the approach didn’t really want to have to If it turns out there is a
overload, a long speech that that focuses on discussing deal with those, did you?) possibility that the prospect Copyright 2020 Sandler
John Glennon
basically flung the contents whether it makes sense to may be facing problems Training and Insight Sales
Think about the last time a of their latest brochure in schedule a conversation, Don’t fall into the trap of you might just be able Consulting Inc. All rights
complete stranger called you your direction, would you rather than whether it makes trying to close the sale... to solve, problems that reserved.
on the telephone or walked have been happy about that? sense to buy right now, when all you really want carry an emotional impact
into your place of business “Going for the appointment.” to be doing is closing the - frustration, uncertainty,You can also read
