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Plans are well underway for the 2026 Business Expo this April at Bingemans.

Jointly hosted by the Cambridge, Guelph and Greater Kitchener Waterloo Chambers, this annual event is one of the largest tradeshows in the region providing more than 200 exhibitors the opportunity to interact with at least 1,500 attendees over the course of several hours.

For many local businesses, it’s the chance to make vital connections and strengthen brand recognition in a method digital marketing cannot.

“You should always take part in tradeshows,” says Arjun Binning, Account Manager, Nedlaw Living Walls. “And I say this because you can always learn a great deal digitally about a business, but you won't ever truly know what that business is capable of or what their team is comprised of, based off of something that you read online.”

Through his work Arjun is quite familiar with tradeshows and typically finds himself representing the Cambridge-based company at least eight to 10 annually, including the Business Expo. In fact, under his leadership Nedlaw Living Walls was named ‘best booth’ at last year’s event and will be back again this spring.

Building trust

But participating in tradeshows is not about accolades for him or the Nedlaw team, it’s about the ability to interact directly with potential customers, partners, and stakeholders since face-to-face communication helps build trust, credibility, and rapport more quickly than online interactions. 

Tradeshow attendees ask questions, see demonstrations, and engage in meaningful conversations, allowing businesses to better understand customer needs and pain points. These personal interactions often lead to stronger, longer-lasting business relationships.

“If you want to form a relationship that's going to last for years with partners, being able to meet in person has a completely different feel than just sending a quick e-mail,” says Arjun, who encourages any business thinking about participating in a tradeshow to first define its objective. “You need to have an objective in mind of what it is that you want to achieve when you get there. What do you want out of it?” 

Ashley Gould, owner of Cinis Marketing and another Business Expo participant, agrees and says not all tradeshows can provide what a business may be seeking.

“If you primarily serve business to business and you’re taking part in a business to consumer tradeshow, there’s really no point in you being there because you’re not going to get anything out of it,” she says. “But the great thing about the Business Expo is that it does have a business-to-business component and a business to consumer facet, so you’re getting both kinds of people.”

Clear value proposition

Like Arjun, Ashley is an avid supporter of the tactile aspect of tradeshows since they can provide an ideal environment for showcasing products and services in a hands-on way.

Many businesses use live demonstrations to allow attendees to see features, benefits, and applications in real time, making the value proposition clearer and more memorable, but there can be missteps when it comes to setting up a booth.

“Sometimes people may look at what the trending thing is right now to have in your booth, but if it has nothing to do with your business and you can’t tie it in is it really beneficial?” asks Ashley. “Making sure you have that hook and that pitch, and ensuring it all ties together is very important.”

For Arjun, having an educational ‘piece’ in place is vital when attendees visit a Nedlaw booth at a tradeshow rather than just using gimmicks to attract attention. 

“If your goal is to sell sunglasses, don’t just try to market a rack of sunglasses at your booth, try to make it more about what is unique about your company and something you want visitors to learn,” he says, noting making a sale should not be the primary objective.

“Trying to teach people about what your company does keeps them interested. Your end goal is to teach them what is you do and there’s nothing better than word of mouth.”

Business opportunities

Ashley agrees and says it’s important that exhibitors also take a moment to work the tradeshow floor by visiting other booths, which could also lead to other opportunities for your business.

In terms of her own approach, when participating at a tradeshow she also takes a moment to readjust her booth.

“I think having a table in front is actually a deterrent because personally, if I see a person sitting at a booth behind a table looking at their phone, I’m not going to walk towards them,” says Ashley. “The first thing I always do is slightly move the table so I’m standing in front so that when people approach, we can talk face-to-face as opposed to there being a barrier between us.”

Click here to learn more about the 2026 Business Expo April 15 at Bingemans.

Tips to maximize your ROI at a tradeshow

Set clear objectives

Objectives may include generating qualified leads, launching a new product, increasing brand awareness, or strengthening relationships with existing clients. Without defined objectives, it becomes difficult to measure results or justify the investment.

Choose the right tradeshow

Research events carefully to ensure they attract your target audience and align with your industry and budget. Participating in the right show increases the likelihood of connecting with decision-makers who have genuine interest in your offerings.

Design an eye-catching booth

Use clear messaging, strong visuals, and consistent branding to communicate who you are and what you offer within seconds. Avoid clutter and ensure your key value proposition is visible from a distance. Lighting, colour, and layout all play important roles in drawing attention and encouraging people to stop.

Train and prepare your staff

Train them on product details, key talking points, and how to qualify leads efficiently. Staff should focus on engaging attendees rather than standing behind tables or using mobile phones. Professional appearance, positive body language, and active listening make a significant difference in visitor engagement.

Engage attendees with purpose

Use product demonstrations, samples, or short presentations to spark interest and start conversations. Ask open-ended questions to understand visitor needs and tailor your message accordingly. The goal is to create meaningful interactions, not just collect business cards.

Promote your presence in advance

Maximize attendance at your booth by promoting your participation before the event. Use email campaigns, social media, and your website to inform customers and prospects where to find you. Scheduling meetings in advance ensures high-quality conversations and makes efficient use of your time at the show.

Capture and organize leads effectively

Have a clear system for collecting and qualifying leads, whether through badge scanners, digital forms, or written notes. Record key details such as level of interest, purchase timeline, and specific needs. Organized lead capture ensures smoother follow-up and increases conversion rates after the event.

Follow up promptly after the show

Reach out to leads quickly while your brand and conversations are still fresh in their minds. Personalize communications based on discussions held at the booth and provide relevant information or next steps. Timely follow-up turns trade show conversations into real business opportunities.

The not-for-profit sector plays a vital role in the well-being and development of communities, providing services and support that often fill the gaps left by government and private enterprise.

One of the most significant contributions of the not-for-profit sector is its ability to promote social inclusion and cohesion. Many not-for-profit organizations (NPOs), especially in Cambridge and the Township of North Dumfries, work directly with marginalized or disadvantaged groups, offering services such as housing assistance, mental health support, food security programs, and youth outreach. 

These services help ensure that vulnerable populations are not left behind, building a stronger, more equitable community for everyone. In doing so, they promote civic participation and a sense of belonging, which are crucial for maintaining social harmony.

Economically, the not-for-profit sector is often underestimated, yet it contributes significantly to both local and national economies. NPOs create jobs, attract funding and grants, and often support local businesses through partnerships and procurement. 

Organizations incubators for innovation

In many regions, they are among the largest employers, particularly in health care, education, and social services. 

By addressing needs that may otherwise become economic burdens—such as homelessness, addiction, or chronic illness — NPOs also reduce long-term costs to public services and improve productivity within communities.

Another critical function of the not-for-profit sector is advocacy. Many organizations serve as voices for those who are underrepresented or unheard, influencing policy decisions and public attitudes. Also, NPOs often serve as incubators for innovation because being unencumbered by the pressure to generate profits provides them with the opportunity to experiment with new models and approaches to social problems.

The commitment of the many people employed in this sector, as wells as those who volunteer their time assisting local charities and services clubs, is something the Cambridge Chamber of Commerce celebrates annually at our Cambridge & North Dumfries Community Awards.

Variety of award categories available

These awards recognize the contributions of individuals and organizations in a variety of categories, including impact, leadership, volunteer of the year, as well as lifetime achievement.

“The people who work in this sector often become so focused on the great work they are doing they don’t take a moment to appreciate the impact they make in their communities,” says Cambridge Chamber of Commerce President & CEO Greg Durocher. “That work is pivotal to the continued successes in our communities, and we’re honoured every year to have an opportunity to show our appreciation by presenting these awards.”

Ten award categories encompass this event including Volunteer of the Year, Community Collaboration, Best Event of the Year, and Arts and Culture, which ensures the achievements of these organizations and individuals will not go unnoticed.

However, in order ensure this happens, the Chamber is calling on its members and the community to reach out and nominate those they feel deserve recognition. 

 “We want to make sure all potential nominees are given the chance to have their names put forward,” says Greg.

The Cambridge & North Dumfries Community Awards will be handed out in early November and the ceremony itself honouring these community builders has continued to be one of the Chamber’s most popular events since 2012.

The deadline for submissions is Sept. 1, 2025. Click here for information and to submit nominations.

The award categories include:

Community Collaboration Award

Nominees for this award stand out because of their exceptional professional and/or volunteer achievements in the community, which are above and beyond their role in a paid position. This award recognizes any exceptional employee of a non-profit organization. These nominees embody the spirit of the community and, through their actions and accomplishments, are an inspiration to others.

Community Leadership Award

Nominees for this award stand out because of their exceptional professional and/or volunteer achievements in the community, which are above and beyond their role in a paid position. This award recognizes any exceptional employee of a non-profit organization. These nominees embody the spirit of the community and, through their actions and accomplishments, are an inspiration to others.

Community Impact People’s Choice Award

Nominees for this award are organizations that recognize new and better ways to address a need in the community despite the many demands, and sometimes too few resources available. The efforts of this organization have a positive and meaningful impact on the broader community, resulting in clear and measurable change. Nominees in this category demonstrate a commitment to building relationships and collaborating meaningfully with the individuals and communities they serve. They have changed the culture of their organization or worked towards shifting systems by listening to the voices in their community and involving them in solutions and/or processes.

Arts and Culture Award

Nominees in this category, either individually, as ensemble or as an organization, have worked diligently and selflessly in a variety of creative, applied, and fine art genres to benefit the community. Their efforts have made a significant contribution to the cultural scene in Cambridge/Township of North Dumfries, while creating access and inclusion to arts and culture.

Best Event of the Year Award

Nominees for this award have created an event or program which has made a significant impact that increased awareness and/or boosted the bottom line of the organization. The recipient of this award has worked tirelessly to ensure the quality of this event or program has left an indelible mark on their community.

Board Member Award

This award is presented to a board member who have demonstrated outstanding service to a not-for-profit organization in the City of Cambridge or Township of North Dumfries through the giving of their time, talents, and resources as a board member to further the goals and objectives of the organization.

Volunteer of the Year Award

Nominees must have been involved in volunteering for the equivalent of at least 100 hours over a 12-month period. Nominees must have volunteered for a legitimate not-for-profit organization, service club or community group. The communities of Cambridge/Township of North Dumfries or Waterloo Region must be significant beneficiaries of the nominee's volunteer work.

Organization of the Year - Under 10 Employees

Are you a not-for-profit organization or service club that provides outstanding programs, services, events, or campaigns that support the needs of the community and its residents? Does your organization successfully raise awareness of issues affecting the community and its residents? Does your organization successfully raise awareness of issues affecting the community and successfully raise funds to support its mission and goals?

Organization of the Year- 11 and Over Employees

Are you a not-for-profit organization or service club that provides outstanding programs, services, events, or campaigns that support the needs of the community and its residents? Does your organization successfully raise awareness of issues affecting the community and successfully raise funds to support its mission and goals?

Lifetime Achievement Award

Will be awarded to an individual who, over the past 15 years or more, has made significant contributions to the community and has improved the quality of life for citizens or whose accomplishments have brought recognition to the Waterloo Region.

The following column by Cambridge Chamber President and CEO Greg Durocher appears in the summer edition of our INSIGHT Magazine

I can remember as a kid playing baseball, I had a coach who always looked for the inspirational quotes that would inspire and lift us up when we lost a tough game. 

One was, “There are billions of people in the world that didn’t even know we played a game,” basically suggesting that playing the game was for our benefit and winning or losing only mattered to us because we were the only ones who really cared. The other was, “No matter what we do, whether we win or lose, tomorrow the sun is going to come up in exactly the same spot to give us another chance.”

Admittedly, these quotes were more profound to me at the time. However, considering what the world is going through right now these quotes now remind me that it is me, and only me, that can pick myself up and drive me to pursue the next challenge. If you are an entrepreneur this is a built-in philosophy. 

Of course, over time we often can become complacent with things when we have reliable customers, weaker competition, and a strong desire for your product. But we all know – especially after the past few months - things can suddenly change and not in the exact manner we want them to. 

Every expert I converse with regarding tariffs tell me that we should get used to them now as part of regular trade with the United States since President Donald Trump loves tariffs. Why? Because they fill the federal treasury with money. 

The rest of the world knows it’s a double-edged sword and is not the way the world economy has evolved. Common sense tells us that trading with more countries is better for the domestic economy, but Trump insists on playing an old board game the rest of the world gave up on decades ago.

He wants to repatriate manufacturing, which even a Grade 5 student can understand is easier said than done. Americans want to wear Nike shoes not make them, and they know if their neighbours made them, they couldn’t afford them.

Trade missions in the works to assist businesses

So, it is vital that we settle this issue one way or another because businesses need certainty and clarity, and we just need to know what we are dealing with. If we have tariffs fine (not), but then we will at least have a clearer understanding on what we all need to do.

Canada is one of the freest traders in the world and has 51 countries to choose from to do business with. There are other countries with no Canadian trade agreement, but the tariffs are minimal or non-existent. Heck, you’re an entrepreneur, selling what you do is how you got to where you are.

But how can you as an entrepreneur develop more trade opportunities? 

First, jump on board with the Cambridge Chamber because we will be setting up some international trade missions. The first is scheduled for this fall to Saudi Arabia which is begging to do business with Canadian companies. We will be casting a net out to local businesses who meet the criteria for potential trade deals so why not come with us and ‘roll the dice’? 

Second, and this may be even more important, is to always local locally for your supply needs. Source local companies if you need a machined part that you are currently buying from overseas or the U.S. because there are many creative machine shops right here that can do the job for you. Let’s try and keep some of this business at home because it helps all of us.

And lastly, please shop local for your own personal needs. Even if you like using Amazon, you can always search where the product is from. Many Chamber Members sell on Amazon, including our friends at C.A.S. Power Marine. I sometimes purchase their products from Amazon if I can’t make it out to their shop.  

Also, summer is filled with nice days so go for a stroll in the downtown areas and check out stores and restaurants you’ve never been in before because you never know what you’ll find.

So please support local and don’t be afraid to join us in finding new places on this planet where potential customers are waiting.  Believe me if Americans want your “stuff” I guarantee the rest of the world does also. 

Have a great summer and reach out if you want some help, encouragement or just a conversation, we are here.

Business-to-business (B2B) sales play a critical role in the economy, driving innovation, productivity, and value creation across various industries. Unlike business-to-consumer (B2C) sales, which involve direct sales to individual customers, B2B sales focus on transactions between businesses. 

These types of sales often involve more complex, high-value products or services that support the operations, growth, or competitive edge of the buying company.

Understanding the importance of B2B sales is essential for any company looking to thrive in today’s competitive business landscape which is why the Cambridge Chamber is holding an in-person learning opportunity on Oct. 24 entitled How to Sell B2B.

Part of our Business Growth Learning program, this session will be led by Sanj Rajput, Director of Digital Marketing at Kitchener-based REM Web Solutions, and will touch on a variety of topics including understanding your audience, building a stronger online presence, lead generation as well as the importance of analytics and reporting.

Relationships important

“One of the biggest misconceptions is B2B is all about the product. Actually, relationships and trust play a much larger role in B2B sales than the product or service does,” he says. “But B2B buyers prioritize value reliability and long-term partnerships over prices.”

Another misconception says Sanji is the notion that cold calling is a thing of the past when it comes to making a sale, adding that technology will not replace actual salespeople.

“In order to be a successful in cold calling campaigns, it requires more research and personalization,” he says. “You can’t just cold call without a message that hits home with people. Emotions still play a role in B2B sales and providing assurance and building strong personal relationships are key to closing deals.”

One of the key advantages of B2B sales is the potential for long-term, stable relationships between companies. Unlike individual consumers, businesses seek solutions that provide ongoing value, leading to recurring sales or long-term contracts. 

“The post sales experience, including upselling contract renewals and referrals are actually more important than the initial deal that you closed,” Sanji says, referring to the critical role customer retention plays and noting that sales and marketing should be separate functions.

 “Modern sales rely on marketing heavily. If your sales reps and your marketing team are not talking to each other, I guarantee you your BMP system is not functioning to the most efficient way.”

Digital transformation vital

When it comes to the latest trends in B2B sales, he says digital transformation is vital, along with an enhanced customer experience.

“Buyers are now expecting a personalized, seamless buying experience similar to what they get in B2C hybrid sales models,” says Sanji, adding customers have become increasingly more comfortable with digital engagement, even in high value transactions. “B2B buyers are also placing increased importance on sustainability and social responsibility with selecting partners and they’re looking for companies that align with their values.”

For participants attending the How to Sell B2B learning event, Sanj hopes one of the key takeaways will centre on a market and competitor analysis. 

“They should know and learn how to identify target market segments and understand the pain points and the importance of a competitor analysis,” he says.

How to Sell B2B will take place at our office (750 Hespeler Rd.) on Thursday, Oct. 24 from 9-11 a.m. Click here to learn more or to register.

Here are few tips to help you succeed in B2B sales

Know Your Target Audience

Spend time researching the pain points of your prospects, and tailor your approach to address these issues. Personalizing your pitch demonstrates that you are offering a solution rather than just pushing a product or service.

Build Relationships, Not Just Transactions

Businesses are more likely to purchase from vendors they trust and view as long-term partners. Invest time in nurturing relationships with key decision-makers. Be consistent in your follow-ups and offer value even when you're not making a sale. Demonstrating that you're genuinely invested in their success will make you a go-to resource when they're ready to buy.

Leverage Social Proof and Case Studies

Leverage testimonials, case studies, and referrals from other clients to provide social proof. This adds credibility and reassures potential clients that you’ve successfully solved similar challenges. Highlight measurable results—like increased revenue, cost savings, or process improvements—to demonstrate the tangible benefits of your product or service.

Focus on Consultative Selling

Ask thoughtful questions to uncover the challenges they’re facing and tailor your offerings accordingly. By positioning yourself as a consultant rather than a salesperson, you gain trust and become a strategic partner in their decision-making process.

Stay Patient and Persistent

Timing is everything in B2B sales, and sometimes the decision to buy is influenced by factors beyond your control, like budgeting or internal priorities. Regular check-ins that provide value can keep you top of mind for when the timing is right.

Use Technology to Your Advantage

CRM systems, automation tools, and data analytics can be game changers in B2B sales. Use these tools to track interactions, follow up with leads, and gain insights into your sales pipeline.

Small to medium-sized businesses generate big returns for the Canadian economy.

Defined as businesses with fewer than 100 employees, SMEs constitute about 98% of all businesses in Canada providing employment opportunities to millions of Canadians and make up 48% of our gross domestic product.

According to Statistics Canada, businesses with one to 19 employees provide employment for nearly 30% of the country’s working population and three out of four Canadian businesses have less than 10 employees.  Locally, 70% of the workforce in Cambridge is employed by small businesses with less than 10 employees, according to the City of Cambridge website. 

Taking this into consideration it is fitting that Oct. 20-26 has been deemed Small Business Week to coincide with Small Business Month, providing the Cambridge Chamber of Commerce the chance to not only celebrate SMEs but offer them a unique learning opportunity thanks to our Small Business Summit: Embracing Transformation for Future Success. 

“Local SMEs play such a significant role in the economic fabric of our community and this summit is a great way to provide their operators with actionable insights and strategies to create even more success,” says Cambridge Chamber President and CEO Greg Durocher. “The summit will focus on embracing transformation which is something all businesses need to consider given the current economic climate.”

The Small Business Summit – being held Oct. 23 at Tapestry Hall - features three expert speakers who will explore a variety of topics, including AI and automation, diversification strategies, as well as community engagement and corporate social responsibility.

Also featured is a 90-minute virtual experience entitled ‘Spark’ that outlines for viewers the stages surrounding transforming an idea into action.

Summit speakers and topics include:

Building a Resilient Business Model:  Diversification strategies to withstand market fluctuations

Yohaan Tommy, MNP partner, will share his knowledge surrounding delivering measurable financial results, revenue growth and sales, and supply chain management as well as how to conduct business process reviews to improve operations.

​Adopting AI and Automation: Practical applications of AI in small business operations and automation tools to streamline workflows

Atif Khan, Vice President, AI & Data Science at Messagepoint, has extensive experience in cutting edge AI research and big data technologies regarding solving challenges and will share his expertise on AI, information systems as well as data privacy and security.

​Community Engagement and Corporate Social Responsibility: Building a business that gives back to the community 

Brittany Silveira, Marketing Manager at Grosche International Inc., will share her insights on this topic and the impact of CSR on brand reputation and customer loyalty. 

​'Spark’

Spark is a 90-minute virtual experience that will highlight for participants the five stages of transforming an idea into action, including a critical component that is the difference between failure and success on a new goal. The presentation features teaching and interactive exercises that will serve participants’ newest goal or project.

Click here to attend our Small Business Summit: Embracing Transformation for Future Success. The summit runs from 9 a.m. to 2 p.m. Wednesday, Oct. 23 at Tapestry Hall.

The following profile appeared in a special edition of our Insight Magazine celebrating the Chamber’s 100th anniversary

Giving back to his community is something Murray Garlick takes very seriously.

For several decades, the retired Cambridge business owner and long-time realtor dedicated his time assisting the community by volunteering for several prominent organizations, including the Cambridge Chamber of Commerce.

In fact, when Murray was elected president of the board of the newly formed Cambridge Chamber of Commerce in November of 1972 at the age of 30, he was one of the youngest leaders in the Chamber movement provincewide. 

“It actually melded together pretty well,” he says of the organization which officially came into being two months later when Galt, Preston and Hespeler amalgamated Jan. 1, 1973. “There was a fair bit of diversification on the board. We had lawyers, retail, and commercial reps which was healthy.”

This new business organization, created through the amalgamation of the Galt and Preston Chambers of Commerce and the Hespeler Retail Merchants Association, consisted of 24 board members including vice-presidents and members from all three of these organizations, among them the late Bert Boone, a local councillor and realtor, and Bob MacDonald, who owned McDonald Steel Ltd. in Preston.

Valuable business knowledge

“I welcome the responsibility of leading a team of such outstanding calibre,” Murray was quoted in the media at the time in 1972. “We have a lot of hard work ahead of us, but we’re convinced that we have a vital and important role to play in the new City of Cambridge.”

He had already been an active member of the former Galt Chamber for four years prior to serving as its retail committee chairman and vice-president, so he was more than familiar with the Chamber world. 

Murray also brought a wealth of business knowledge to the organization where he would serve as board president for two terms - in 1973 and from 1983 to 1984.

“It was sometimes a hard sell. A lot people would ask ‘Why do I need the Chamber of Commerce?’,” he says, referring to those early days. “But the thing that really brought the Chamber together was when Art Mosey (formerly of Marshall Insurance Brokers Limited and later BGM Financial) proposed the group insurance plan.”

He says having that plan significantly boosted the Chamber’s membership, which up until that time consisted primarily of retail businesses.

“It became attractive for different industries to now join the Chamber in order to get in on the plan,” says Murray, noting that many retail businesses began to suffer when the John Galt Mall (now the Cambridge Centre) opened in 1973. “It was very viable in downtown Galt. The stores were all full and at one time, there were six or seven menswear stores.”

To keep that momentum going, he also played a key role in establishing the Downtown Cambridge Business Improvement Area (BIA) in 1976. The same year the Preston Towne Centre Business Improvement Area was also created.

Giving back important

Murray served as chairman of the downtown BIA as well and believes it was one of the first in Ontario, requiring him to visit Ottawa to see what systems were used in operating its BIA. He’s quick to point out the significant difference a between Chambers of Commerce and BIAs.

“The BIA is a retail association and it’s concentrated in just one area,” says Murray, noting at the time the organization put most of its efforts into projects to beautify the city’s core.

He spent 11 years as a downtown business leader, first with Walkers Stores on Main Street where he had been the youngest store manager in the company’s history before leaving to take over ownership of Barton’s Men’s Shop, another downtown menswear store located a few doors away, changing its name to Garlick’s Men Shop.

Tough economic times prompted him to make a difficult decision and give up his shop but in turn sparked a successful 38-year career in real estate, bringing his decade-long relationship with the Chamber to an end when he became president of the local real estate board.

“I was on that board (real estate) for quite a while,” says Murray, who is now enjoying retirement alongside his wife, Susan, spending his time golfing at the Galt Country Club and volunteering three times a week at Cambridge Memorial Hospital – both located a short distance from the couple’s long-time home.

He credits his late father, Fred, who was known as ‘Mr. Guelph’ due to his community involvement which included a stint as board president of the Guelph Chamber of Commerce, for instilling the importance of giving back.

“My father always told me that if someone has a situation, and they are in trouble and you’re capable of helping them, then you help them,” says Murray.

The following profile appeared in the spring edition of our Insight Magazine celebrating the Chamber’s 100th anniversary

Like many couples, Art and Deb Mosey share many similar interests.

But it was their mutual interest in promoting the success of the business community that would eventually bring the pair together many years ago when they found themselves enveloped by their work for the Cambridge Chamber of Commerce.

“It was essentially a retail operation then. I think it had a couple of hundred members in Galt,” says Art, describing how the Chamber’s membership looked when he first arrived in the area in the early 1970s. 

“The downtown back then was really thriving,” says Deb, who had already been immersed in the Chamber world since her father, the late Don Faichney, became general manager of the former Galt Chamber of Commerce two years prior to the big amalgamation. 

“The funny things my sister and I did for dad and the Chamber,” laughs Deb, recalling how they once dressed up as ‘Easter bunnies’ as teens to promote a raffle the organization was running.

She pursued a career in nursing before returning later as a Chamber volunteer after her mother, Betty, became general manager of the still relatively ‘young’ Cambridge Chamber of Commerce in 1975 after her father passed away.

A paid position developed for her in the early 1980s when the Chamber struck a deal with Bell Canada to temporarily house its payment office at its headquarters in Preston after the company closed its Cambridge office.

“The Chamber took that on as a contract so people could still come into the office and pay their bills,” says Deb, who was hired to spearhead this service. “They didn’t know who to hire for this position because nobody was really interested working a six-to-nine-month contract.”

That led to an administrative position at the Chamber overseeing its group benefits program, which was launched to coincide with the amalgamation of the former Galt and Preston Chambers of Commerce and Hespeler Retail Merchants Association on Jan. 1, 1973 – the same day the City of Cambridge was officially born.

Benefits package program a hit

“The benefits package certainly broadened the horizon of bringing in Chamber members who were in manufacturing, or were service or supply industries,” says Art. “It broadened the scope of the different types of members.”

To say he knew the power of the program, the first of its kind for Chambers in Canada, is an understatement since Art was its official ‘architect’ after arriving to Cambridge that year to work for Marshall Insurance Brokers Limited (now BGM Financial) to develop its Employee Benefit and Life Insurance business.

Art had connected with the local company while still working for a large Toronto brokerage and implemented this new local plan following a year of intense study, which included reaching out to Cambridge businesses.

“We were able to bring a lot of new members with that plan. Most of them were smaller industries, plus we had an upper-level tier for larger companies where they could participate and get discounts,” says Art. “It was unique in its formation and was copied by the national plan (Canadian Chamber of Commerce).”

Creating the plan also gave him valuable insight into what the Chamber did for businesses and after being elected to the board, found himself moving up the ranks to serve his first term as board president in 1978, followed by a second term in 1991-1992.

“I think the general public maybe has never really appreciated the scope of the Chamber and its relationship with provincial and national Chambers to have more clout and knowledge in certain government areas,” he says. “Chambers are a voice and a very powerful voice throughout the country.”

Closer to home, Art says the Chamber, particularly in the 1970s, kept a very close eye on local government and served on its Government Relations committee. 

“I sat on that committee making sure the city didn’t screw up,” he jokes, adding how Chamber staff and board members often attended city council meetings and reported back to the board. Art jokes city staff often inundated the Chamber with pages of minutes from its meetings, making it nearly impossible to review them in time to present a report at board meetings.

“I think they purposely swamped us with paper,” he laughs. “We became the critics of municipal politics, and that’s not to say we also didn’t criticize provincial and federal politics as well.”

Chamber has always advocated for businesses

Deb says at the time, there was not much trust, especially in regional government, following Cambridge’s amalgamation.

“With the amalgamation, I think people were on edge because they thought they were losing their identity,” she says, noting the businesses in the Chamber were a very cohesive group following the amalgamation. “Trust was built over time.”

Art agrees. 

“The Chamber was considered advocates for business in a big way and that was the role we played, but it became more harmonized as time went on and we realized we didn’t need to be such big critics when municipalities did something,” he says. “We could find areas of common ground where we could convey our side of the story without blasting opinions out in news articles.”

Deb left the Chamber in the late 1990s to work with Art at BGM, where they soon married. Art and Deb sold BGM in 2006 but stayed on an additional three years to manage the transfer of ownership.

“You can only carry on in business for so long,” he says, adding being part of the Chamber was, and remains, a great way to be part of the community. “You really get to know what’s going on in the city and its relationship to other communities.”

Sometimes, yes only sometimes, do I feel sorry for elected officials at all levels. Now is one of those times, however, I also firmly believe it is their own doing. Some of the problems the Chamber and our colleagues provincewide and nationwide are dealing with right now is ensuring that all the issues related to businesses can get highlighted and dealt with.

The reason I say much of this is of their own doing is because, in fact, it is either the action government officials have taken, or it’s their inaction. This is, without question, a result of simply not paying attention to what is happening in the world of business. 

Earlier this year, our former Past Board Chair Kristen Danson and I converged on Queen’s Park in Toronto for the Ontario Chamber network’s annual ‘Advocacy Day’ event. This was a time for us to meet with senior government officials and lay out the issues and solutions they can implement to assist businesses.

While this is extremely valuable and important, this is often just the beginning of the process. The wheels of government turn very, very slowly; Ontario Premier Doug has said this to me personally and that he is as frustrated as many of us are as well. 

At some point, however, we need to get our provincial and federal governments to act, and act as quickly as we need them to act. 

Connecting people is our job

Local governments are not any different, which is what I hear nearly daily from a business owner, contractor, or developer who is in the process to get some of the simplest answers out of City Hall. These answers can often take far too long and require correction. In some ways, I think politicians need to stay out of the way because they often slow the process down, but at the same time should be involved to insist on immediate action.

Another vital job we have as a Chamber is connecting people. You see, no one has ever purchased a major product or service from a company. You don’t buy a car from the manufacturer; you buy it from the salesperson at the dealership.

People are the endearing element in the equation of sustainable economic prosperity. So, we embark down the path routinely by creating programs and events that centre on connecting one another.

Among these is our new Chamber Circles mentoring program which enlightens participants on connecting and benefiting from each other's experiences and knowledge. As well, our staff regularly facilitates meetings with buyers and sellers to ensure that everyone understands we all do business with people we know, like and trust. 

And finally, bringing our community together in these ways, working hard on behalf of our business community and the broader community to find solutions to our problems is at the core of our existence in this community.

It is why we’ve had 100 successful years of building, fostering, influencing, and leading our community in many different directions. We connect, we influence, we drive, we solve, and we are committed to you and this community today. We expect to be here for at least another 100 years, ringing a bell which tolls for you, too.

- Cambridge Chamber of Commerce President and CEO Greg Durocher

One hundred years (plus) of economic history in our community is truly something that needs to be unpacked and we have been working hard throughout this year to capture some of those highlights over those years, even stretching back to the 1800s. 

Cambridge (Galt, Preston, Hespeler, and Blair) has always had a strong beat in its heart for industry. It’s not surprising since being located at the convergence of the Speed and Grand rivers where the water moves at a pace fast enough to turn mills that we quickly became a prized location to build business and community in the early days of industrialization of this country. I am sure that has been our collective “secret sauce” over the years. Our predecessors were innovators, dreamers, and action oriented. 

I can recall when I served on Cambridge City Council in the 1990s, walking along the Grand River on the Linear Park Trail with a senior staff member from the City discussing a ditch that ran adjacent to the river and the trail because it seemed an odd anomaly for nature to have left behind. I discovered nature wasn’t involved at all. In fact, during the early days of community building an early settler had come to Preston to find a place to build his mill operation. The Linear Park area, undeveloped, looked like the right spot to do that so he started to dig the waterway for the mill. Just as he was ready to open the ditch to the incoming water that would power the mill, his river access was denied, abruptly ending the project which, as memory serves me, was later revived in Hespeler. However, if you head out for a walk along Linear Park Trail today, you can still see the ditch, now overgrown, but still there.

Chamber history is your history

In the spring edition of our Insight Magazine, you will find some fascinating information on the building of this community and the integral part business played in that. The Chamber’s history is your history and the business community’s history tells the story of how we became who we are today. 

Innovation, determination, dedication, and a love for our community have always been the driving force behind our Chamber of Commerce. When we look around our community, we see evidence of our impact on the world. For instance, IMAX creator Graeme Ferguson was a Galt Collegiate Institute grad, and one of his partners Robert Kerr, former owner of Kerr-Progress Printing Company was mayor of Galt, and later Cambridge. Also, Cambridge-based Heroux-Devtek Manufacturing built the landing gear for the Apollo Lunar Module that landed on the moon. As well, COM DEV (now Honeywell) developed a spinoff company called exactEarth Ltd. (now Spire) that monitors all the shipping traffic in the world via low earth orbiting satellites which were built right here in Cambridge. That same company is also responsible for developing the key equipment on the James Webb Telescope which now allows us to see back in time to “first light”.  These are just a few of countless others who are changing our world for the better, every single day.

The Chamber solidified its purpose for existing through the pandemic, amplifying its dutiful responsibility for ensuring the voices of business are always heard and that economic vitality remains our No. 1 priority. We have always insisted the community’s problems become our problems to solve, and that we connect the community to those who can develop, provide, and inspire solutions that champion economic growth. 

Test kits helped businesses

During the pandemic, even the Federal Government couldn’t figure out how to distribute COVID test kits to small businesses, that is until they mentioned their troubles to me. On a cold Saturday in March of 2021, I suggested to the Assistant Deputy Minister on the phone that the Chamber of Commerce could get them out faster than anyone, and we would be happy to help. Within a couple of weeks, we had thousands of rapid screening kits piled up at our Hesepler Road office and within a month, every Chamber of Commerce in Canada was distributing the kits to small and medium-sized businesses from coast to coast. Locally, we distributed about 1.5 million kits, and collectively Canadian Chambers of Commerce distributed more than 15 million. These kits not only assisted businesses stay open despite a tight regulatory environment but helped keep workplaces safe and employees feeling safe at work, which in turn saved lives. 

The Chamber is the place to turn when problems require solutions, where things need to get done, and where momentum must be forward moving. That is what we do day in and day out, and that is what we’ve done for the past century on your behalf, always keeping you in mind and community in our heart. We are just celebrating now the impact we’ve had in the past 100 years, which serves as a reminder that we have lots of work to do. The next 100 years begins right now!

-    Cambridge Chamber of Commerce President & CEO Greg Durocher

Advocating for public policies that can benefit businesses has been a cornerstone feature of the Chamber of Commerce movement for generations.

The Cambridge Chamber of Commerce, like many of its counterparts in the Ontario Chamber network, works consistently all year striving to translate the needs and wants of their members into potential policy resolutions aimed at prompting change at both the provincial and federal levels of government.

But this work, and the work of other Chambers, is often carried out without many of their members even aware there is a widespread network advocating on their behalf.

“This isn’t unique to the Chamber movement and quite common for any advocacy organization because it’s a concept so intangible to a lot of individuals who aren’t engaging in it and don’t necessarily understand the value of it,” says Andrea Carmona, Manager of Public Affairs for the Ontario Chamber of Commerce. “Advocacy, I feel, is a little bit like a unicorn. When you’re a small business owner who is probably focused on keeping your business running, you’re more likely to be looking towards your local Chamber for what are the more tangible services they can offer – programs, events, and grants.”

She says collectively, promoting its advocacy work is something the Ontario Chamber network must communicate clearly as possible.

“It is kind of a difficult thing to explain to people, but really it’s all about amplifying issues and having a chorus of voices saying the same thing so that we can move the needle and make an impact,” says Andrea. “That’s ultimately what advocacy looks to do.”

Making that impact formulated the basis of the Ontario Chamber of Commerce’s recent Advocacy Day at Queen’s Park. This nineth annual event gave nearly 100 delegates representing Chambers provincewide, including Cambridge Chamber President and CEO Greg Durocher and Board President Kristen Danson, the opportunity to meet with MPPs to discuss various issues facing business communities.

Some of the key areas targeted by delegates included:

• Investing in inclusive workforce development: To address labour shortages, investments to resolve skills mismatches are vital. These initiatives should be designed to close the gap between current workforce skills and the evolving demands of Ontario’s labour market.
• Enhancing sustainable infrastructure: Strategic investments in smart and sustainable infrastructure, including transportation, clean energy, and digital connectivity, can boost immediate economic activity while supporting long-term growth. This includes expanding broadband access in rural and remote areas and upgrading public transit and road networks.
• Fostering a business-friendly environment:  Implementing policies that reduce red tape and create a conducive environment for business growth is essential. This includes reviewing and streamlining regulatory processes, providing tax incentives for businesses looking to grow and targeted support for small businesses.
• Cultivating resilient, healthy communities: Improving health data system integration, addressing capacity gaps in health human resources, and empowering municipalities with new revenue sources are crucial steps in ensuring the well-being of Ontarians and fostering community prosperity.

Although the Chamber network’s advocacy efforts are ongoing year-round, Andrea says Advocacy Day provides an ideal opportunity for face-to-face meetings and discussions with the decisionmakers.

“It’s all about ongoing engagement and follow up,” she says. “It can’t just be a single day of advocacy. We need to ensure Chambers are keeping connected with their local MPPs. A lot of this is relationship building since they see Chambers as a credible source for what is happening on the ground.”

Andrea says building those relationships sets the groundwork for support and the ability to drive change that can assist the business community.

“It’s a great opportunity to connect across party lines,” she says. “Politics is unpredictable, and you don’t know what is going to happen in 2026 so you want to ensure you are establishing relationships across the board. We are a non-partisan organization and of course the government of the day is important, but that’s not to say you shouldn’t be engaging with other parties.”

Andrea notes it’s also a two-way street for the decisionmakers who participate in Advocacy Day, as well.

“It’s such a great opportunity for them to hear about such a broad stroke of local perspectives across the province,” she says.