Blog - Cambridge Chamber of Commerce

A tidal wave of business ownership change is coming, and many business owners should be preparing now, urges Carson O’Neill, Managing Principal of Rincroft Inc., a Waterloo Region-based company which facilitates the sale of small and medium-sized businesses.

 

His firm has completed the sale of more than 50 family-owned businesses, many of them in Waterloo Region.

 

Carson most recently penned a book for business owners entitled The Road to Enterprise Value.

 

He confirms that most owners of Canada’s 1.2 million SMEs are now in their 50s and 60s and looking to sell their businesses over the next five years to fund their retirement.

 

“The owners are capable in running the operation. They’re down to earth, salt of the earth people and smart,” says Carson. “But most have never been down this path before. For many of them, it’s unchartered water with a lot of money on the table.”

 

Carson adds that the process is complicated and can last six to nine months.

 

“There are many issues above and beyond agreement on purchase price. Who’s going to pick up the employees? What about the future of the manufacturing facility? What about the leases? What about the intellectual property? It can be complex and multi-dimensional.”

 

As entrepreneurs, he says business owners often are often inclined do everything themselves which runs the risk of them receiving much less than what their business is worth, in turn resulting in a less comfortable ‘nest egg’ for retirement.

 

“The buyers are typically aggressive and want to get the price down,” says Carson. “They’re professional buyers, many of whom who’ve bought many businesses before, so they want to work with a business owner who unfamiliar with the process.”

 

 

To better understand the process of selling a business and some of the factors that drive business owners to sell, we discussed several questions:

 

Q. What would you recommend be the first steps a business owner should take when it comes to selling?

 

Carson: Delay if you possibly can and get the business in good shape. The business owner should step back, assess the state of the operation, and take steps to strengthen it any way possible. They should not be in a hurry to go to market; our company sometimes takes months working with owners to build the business up before the divestiture process even begins. The best defense is a good offense. Don’t go into this defensively, thinking ‘oh, we have to retire now’. You need to make sure the business is fundamentally strong to secure top dollar.

 

Q. What are some of the misconceptions a business owner may have when it comes to the process of selling?

 

Carson: Having never been through the process before, many owners think selling a business is like selling a house. The process is far more complicated and takes much longer. The valuation is far more complex, the information package is far more extensive and there are multiple conditions which need to be met before the funds are wired. Is there inherent value in the business? Does the business have unique capabilities so it can be sold? Where is the ‘secret sauce’?

 

Q. Other than impending retirement, what are some other reasons a business owner may decide to sell?

 

Carson: There are usually three other reasons: health problems with one of the owners; shareholders issues with at least one shareholder in need of cash; or the business has plateaued and is going south and that is never a good time to sell a business. Other reasons can include major players are entering the market with vast resources to spend to build market share and the owners are justifiably concerned they will have difficulty competing. They may not yet have reached retirement age, but they are concerned that the value of the business may well go down in the years ahead, so they are better off to sell now.

There is also the possibility of a pre-emptive offer. It is not uncommon for a buyer to approach an owner to buy even if the business is not being sold. This happens with very strong businesses. Sometimes millions are put forth, well over the assessed value. Owners may not have ‘planned’ to sell but many will seriously consider if the price is right.

Finally, the next generation has made it clear they have no interest in the family business. The owners may be in their late-40s with the second generation in their early-20s but that serves as a valuable wake-up call that it is inevitable the business will change ownership. With the emergence of the digital economy, at an early age, many in the next generation have absolutely no interest in ever taking ownership of the established family business.

 

Q. How has the pandemic affected the sale of businesses?

 

Carson: Not really. In the early months of the virus there was a period of adjustment, but people realized there was very little need to meet to complete the transaction. Our business did not miss a beat; actually, it got stronger. The change in ownership in Canada will continue relatively unaffected by the ebb and flow of the economy.

The reality is many owners have too much money locked in their business – they usually need it for a comfortable retirement. That has remained the primary reason why they sell, whether the pandemic is here or not. Canadian business owners are getting older. You can’t stop ‘Father Time’.

 

Q. How has the process of selling a business changed?

 

Carson: It is now more complicated due, in part because due diligence has become much more rigorous. We live in an age of increasing importance of transparency and full disclosure. No stone will be left unturned. Buyers will look at everything.

Did someone slip on the ice outside your business? What insecticides do you use on the grass and plants? Do you have an alleged harassment situation happening? If one is pending, it must be dealt with because the buyer doesn’t want any liabilities and will walk away. Due diligence and purchase agreements alone can now take three months.

 

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The City of Cambridge’s holiday season is packed with an array of unforgettable sights and lights thanks to Winterfest.

 

Previously known as ‘Christmas in Cambridge’, the festival – which runs until Dec. 31 - offers a wide range of activities and events to entice people to visit the downtown cores of Galt, Preston and Hespeler, providing a valuable opportunity to check out local businesses.

 

“The festival takes place in all three downtown cores which brings prosperity to all three,” says Leanne Bond, Recreation Co-ordinator, Special Events for the City of Cambridge.

 

She says many of businesses are extending their hours to ensure festivalgoers get the chance to check out what the downtown cores have to offer.

 

Cambridge Chamber of Commerce President & CEO Greg Durocher says the festival is a great opportunity for businesses to showcase themselves.

 

“More important than ever before because it’s so easy and convenient to online shop that we need to encourage people to remember they have small businesses in their communities that help build a strong economy locally and employ their friends and family,” he says. “It’s important to do what we can to support the small businesses in our community.”

 

Greg says support is especially needed since the holiday season is the most important time of the year for small businesses.

 

“Having an event like Winterfest gets people out and about, and maybe opens their eyes to opportunities where they can help a business and themselves by finding that special gift. It just makes good common sense,” he says.

 

The fun kicked off Friday night (Nov. 25) when hundreds of people took part in the annual Phil Kline’s Unsilent Night walking tour, which began with an official ‘countdown’ at City Hall followed by a leisurely stroll through Galt’s core to enjoy more than 30 light installations accompanied by the American composer’s music.

 

“We used to have it (Unsilent Night) on a Thursday night leading into our Cambridge Christmas Market, so it was two events in one,” says Leanne, noting Unsilent Night has grown exponentially so having it to kick off the month-long schedule of events made sense. Also, she says of the 37 cities hosting this event Cambridge was the only city in Canada selected.

 

“There’s some pretty good kudos with that,” says Leanne, noting the festival has been named for the past three years as one of the top 100 festivals by Festivals and Events Ontario. “We’ve really been adapting, pivoting and changing and making some big differences to the City of Cambridge and are really proud of that.”

 

Throughout the pandemic, the City of Cambridge turned to hybrid and outdoor pop-up holiday events, including the successful Winter Illumination display which saw a variety of light exhibits placed around the community, including a giant heart outside the Cambridge Chamber of Commerce office on Hespeler Road.

 

“We’re really proud of the fact we kept everything moving forward as best as we possibly could,” says Leanne, adding having an array of sponsors and community partners, including the Chamber, has been vital for the success of Winterfest. “We really couldn’t do this festival without them.”

 

Winterfest at a glance:

 

CP Holiday Train preshow (Wednesday, Nov. 30) – Starts at 3 p.m. at Malcolm Street Train Station. This event raises support for the Cambridge Food Bank.

 

Preston – Winter Ice and Lights features light displays all month in Central Park, plus a pop-up concert Thursday, Dec. 8 starting at 7 p.m.

 

Galt – Cambridge Christmas Market will feature the work of more than 60 local artisans and crafters, plus a range of live entertainment at City Hall Civic Square both days starting at noon. It takes place the weekend of Dec. 10-11 at the Cambridge Centre for the Arts and David Durward Centre.

 

Hespeler – Music and Lights in the Village takes place Friday, Dec. 2 at Town Hall, and the Idea Exchange starting at 7 p.m. and features a variety of holiday lights, tree lighting, musical entertainment, crafts, and food. (The event coincides with the village’s annual Santa Claus Parade on Saturday, Dec. 3 starting a noon.)

 

New Year’s Eve Party – Winterfest wraps up Dec. 31 by ringing in the New Year with a family skate at the Hespeler Arena from 4-8 p.m. The fun will include entertainment, games, an inflatable obstacle course and concession stand snacks.

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For the first time since March of 2020, the Chamber hosted its first in-person Business After Hours event on Dec. 13 at Four Fathers Brewing Co.

 

It was a great opportunity for our Members to meet safely and reconnect with old friends and new ones.

 

We also took this opportunity to ask a few our guests the following question:

 

What will you remember the most about the pandemic?

 

 “Probably how well we can pivot. People can pivot and basically take a look at things and do things differently.”

- Tony Rossel, Best Version Media

 

 “I will remember missing community and just being able to meet with people and see faces and connect in-person,”

- Heid Brouwer, Galt Osteopathy

 

 “Endless Zoom meetings and learning how to facilitate meetings. It looks a lot easier than it really is. And that the number of kilometres I’ve driven has been cut in half. We’ve discovered some creative solutions and so much work is now being done at home.”

- Murray Smith, Blue Canoe Consulting

 

 “How poorly the government handled this. They contradicted themselves a lot initially with what you should do – wear a mask, don’t wear a mask, wear two masks, or get the AstraZeneca shot, or no you don’t need the AstraZeneca shot. They tried too hard without putting any thought into it and it just never seemed to work. I will remember that indecisiveness – everything’s fine, or no it’s not. They didn’t lead well, and I will always remember how poorly they led us through this.”

- Rick Gallinger, Top-Notch Concierge

 

 “I will remember how much I missed being around family and people. Sometimes it makes us realize how grateful we should be when everything is good because we take a lot of things for granted, and we really need to be more thankful and more aware and enjoy every moment that we can.”

- Maggie Herrington, Top-North Concierge

 

 “I just feel so fortunate that we were able to continue to stay open and look after our customers. I feel like we’ve been really lucky,

- Laurie Herald, Cambridge Tirecraft

 

 “The fact we couldn’t have in-person social events.  For me, I miss that interaction and I’m so excited that we are slowly getting back to reality. But the worst part has been looking at your family and friends losing jobs and having to stay at home. I have two stepchildren and the virtual learning was really hard for them. I think it was struggle for them and the teacher so I’m happy they are back in the classroom.”

- Stephanie Jane, Marketing Manager at Four Fathers Brewing Co.

 

 

 

 

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Like many parents, the pandemic forced Alexandra Allen to drastically alter her family’s routine when it came to child care as she and her husband came up with ways to juggle work and their children’s needs.

 

Trying to work a full-time job while also being a full-time child-care provider is enough to make you go crazy,” says the Cambridge mother referring to the period when she pulled her two-year-old son and four-year-old daughter out of daycare after the centres were first allowed to reopen last June, relying instead on family supports.

 

However, when they returned to the YWCA child-care centre they attend at a local school in the fall, Alexandra says this proved difficult since she was required to still pay for her spots even if the children were unable to attend due to illness.

 

“It became financially taxing in November, especially when it got colder and the kids couldn’t spend as much time outside,” she says, adding even a case of the sniffles meant keeping the child at home. “There needs to be bigger help.”

 

Rosalind Gunn, Director of Marketing and Communications at YWCA Cambridge, agrees and says the need for a national child-care strategy to foster economic growth and stability was first identified in 1967’s Royal Commission on the Status of Women, but little has transpired since that time to address those concerns.

 

“It’s actually not a new problem. Just like so many other social services or conditions of living, the pandemic has only really exposed the fault lines,” she says. “There have always been these issues.”

 

She says our region, which has seen at least 40% of its child-care operators remain closed since the start of the pandemic, was already experiencing a shortage of spaces and estimates before COVID-19 there were only 216 child-care spots available for every 1,000 kids looking for space.

Rosalind says many operators have stayed closed due to lower enrolments since the ratios were reduced in the beginning and that many parents - whether they were working from home, lost their jobs or had safety concerns – started keeping their children out of daycare full time.

 

“Even though we’re now able to operate at full capacity, many providers don’t want to do that because they don’t want to risk any outbreaks,” she says, adding more staff is needed to ensure the safety of fewer children which leads to higher costs. “It’s sort of the perfect storm.”

 

For Alexandra, who works as a volunteer program co-ordinator at Hospice Waterloo Region, she says having family members help them out in the summer was a luxury that many parents aren’t fortunate enough to have.

“But by the end of summer, we had grown really tired of making it work so we put the kids back in child care by September,” she says. “Right away it was challenging.”

 

Alexandra says she’s fortunate Hospice Waterloo Region let her adjust her work schedule accordingly, but that her husband, who does shift work at Toyota Motor Manufacturing, isn’t able to do the same.

 

“It would be nice if some money could flow towards child care so that parents like us don’t have to struggle so hard,” she says. “It’s a tough situation for parents who want to keep working.”

 

Rosalind agrees, explaining that since women make up approximately 40% of household incomes and that the COVID-19 crisis has had a disproportionate economic impact on women, there is already a significant ripple effect occurring.

 

“We know that investing in child care brings money into the entire economy and bolsters everyone,” she says, noting for example that subsidized daycare in Quebec results in $147 being put back into the economy with every $100 of publicly invested money. “There is a direct link there with child care.”

 

However, there is a glimmer of hope for change. According to the Ontario Chamber of Commerce’s recent report The She-Covery Project: Confronting the Gendered Economic Impacts of COVID-19 in Ontario, both the federal and provincial ggovernments are supporting licensed providers with funding to absorb added costs, including nearly $147 million through the Canada-Ontario Early Learning and Child Care Agreement and $234.6 million through the Safe Restart Agreement.

 

Also, in the last election, Prime Minister Justin Trudeau promised to address shortcomings in the system by creating 250,000 additional child-care spaces across Canada, with at least 10% reserved for care during extended hours, and establishing a national secretariat to lay the groundwork for a pan-Canadian child-care system.

 

“We’re all really latching on to this opportunity to keep pushing for actual tangible change,” says Rosalind, adding support for change from organizations like the OCC and Canadian Chamber of Commerce is helping.

 

Earlier this month the Canadian Chamber of Commerce’s Council for Women’s Advocacy released a statement offering five recommendations to the federal government to support women and foster economic growth due to the pandemic.

 

These included: working with province, territories and stakeholders to ensure schools and daycares remain open through subsequent waves across the country; establishment of an inclusive Task Force to focus on child-care capacity and support through the ongoing crisis; removing tax barriers for child care; providing enhanced opportunities for women-owned businesses to meaningfully access public procurement contracts, including federal government diversity targets specifically for women-owned business and female workforces; and supporting job pivots for women, including training, upskilling and job transitions.

 

As well, the OCC’s The She-Covery Project report recommended several child-care reforms, including increased investment, subsidizing parents and providers, prioritizing equity, and addressing the shortage of early childhood educators. Also, the report suggested both the federal and provincial governments ‘explore’ creative solutions ranging from in-program changes to workplace-based child care.

 

“There is hope when we’re seeing such cross-sector acknowledgement that there is a need for child care that is good for the entire economy,” says Rosalind. “I do think there is hope for change.”

 

Read The She-Covery Project report at: https://occ.ca/wp-content/uploads/OCC-shecovery-final.pdf

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This year, the conversations around proper mental health resources and funding are more important than ever.  A recent poll shows that 40 percent of Canadians have reported their mental health declining over the past year as a result of the COVID-19 pandemic, highlighting the continued enormous pressure and strain families, employees and employers have been dealing with. There is no question this pandemic has taken a toll and as we continue to navigate a second wave and ongoing lockdowns, now more than ever it is important we take a moment to remember our own needs and support each other to get through these challenging times. While we are physically apart, no one is alone when it comes to dealing with mental health issues.

 

We have put together a list of resources that business owners, employers and employees can use to help navigate and manage mental health when it comes to our daily lives, the workplace and longer term tips and tricks. You can take a look at our full list of health resources here and even more resources from Bell, here.

 

Wellness Together Canada

Wellness Together Canada provides mental health resources and direct access to peer support workers, social workers, psychologists and other professionals for confidential chat sessions or phone calls.

 

Mental Health Commission of Canada
The Mental Health Commission of Canada has developed a hub of credible information and resources about maintaining mental health during this time of crisis and supporting people managing a mental illness in this new context.

Workplace Strategies for Mental Health by Canada Life

Canada Life’s Workplace Strategies for Mental Health website is a leading source of free, practical tools and resources designed to help Canadian employers with the prevention, intervention and management of workplace mental health issues.

 

Lumino Health Stress and Anxiety Guide from Sun Life

Sun Life’s Lumino Health platform, which is free to use and available to all Canadians, features a wide variety of mental health information and tools, including a Stress and Anxiety Guide that helps Canadians easily navigate to resources that fit their needs.

 

Workplace Mental Health Solutions from Sun Life

Sun Life’s Workplace Mental Health Solutions website provides organizations and their plan members with relevant resources that support all stages and needs, including free mental health e-training and industry-leading thought leadership.

 

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Life must find a way to continue, even during a pandemic.

 

For those hoping to get married, or sadly for those faced with the loss of a loved one, having to navigate these important life-changing events in this COVID-19 world may appear exceptionally more difficult.

 

“I really feel like the rug has been pulled out from under all our couple’s feet because they’ve been planning this beautiful day for so long,” says Vanessa Davis, Executive Special Events Consultant for Pearle Hospitality, referring to those faced with altering wedding plans at the company’s many well-known properties which includes the Cambridge Mill and Whistle Bear Golf Club. “The part that I’ve been hearing that is the hardest for people has been the not knowing.”

 

She estimates COVID-19 has affected at least 500 weddings planned at Pearle Hospitality properties.

 

“In March and April, we were under mandated closures so there really were no options,” says Vanessa, adding that changed a few weeks ago.  

 

As of June 13, indoor wedding and funeral venues were allowed to operate at a maximum of 30% capacity, with outdoor ceremonies limited to 50 attendees. Receptions remain limited to the 10-person restriction. 

 

And for both indoor and outdoor ceremonies, those attending must follow proper health and safety advice, including practising physical distancing from people who are not from the same household or their established 10-person social circle. 

 

These changes mean couples looking to marry are now faced with making new decisions and left asking many questions.

 

“What will it be like? That’s a really challenging thing people for people to deal with right now,” says Vanessa. “It’s very emotional for them. They’re weighing a lot of positives and negatives because it’s not what they originally wanted.”

 

She says some have decided to postpone until they can stick with their original plans, while others for personal and even cultural reasons, are choosing to go ahead and hold a smaller gathering.

 

“They may decide to have a virtual ceremony they can share with guests near and far on the planned wedding day and have a reception at a later time,” says Vanessa. “I don’t think there is a right or wrong answer. It’s whatever they’re going to feel the most comfortable and happy with.”

 

Virtual ceremonies have become a popular alternative for not only weddings, but also funerals as industry experts do what they can to ensure their clients’ needs are met.

“One of the jobs of a funeral director is not just helping people co-ordinate a funeral that’s unique and personalized, but to provide them with all the information so they can make an informed decision,” says Jon Rolleman, Managing Funeral Director of Coutts Funeral Home in south-end Cambridge.

 

When it comes to planning a funeral during COVID-19, he and others in his industry have also quickly learned to pivot in wake of strict health restrictions.

 

Through the course of the pandemic, Jon says many clients chose direct cremation or immediate burial for their loved ones due to the uncertainty of the situation, while others chose to have a limited number of immediate family members take part in a visitation.

 

“They still got to have the closure they wanted, and I think some people weren’t even expecting to have that opportunity,” he says.

 

Like those in the wedding industry, Jon says his business practices have also been modified to provide more virtual options including a webcast of the burial service.

“It’s nice to be able to provide that to the people who otherwise couldn’t come,” he says, noting Coutts Funeral Home also ensures through its online condolences system the bereaved know who attended the virtual service. “That way they can still reach out individually and still have the support they need.”

 

For additional support, Jon says his clients also can utilize a compassion ‘helpline’ on the Coutts Funeral Home website that provides 24-hour access to a variety of services, including certified grief professionals and psychologists. The service is offered through its parent company Dignity Memorial. 

 

“We have some really amazing benefits from being part of a such a large network of funeral homes,” he says, adding they have seen an increase in usage of the helpline during this time. “It’s nice to know it’s there and we get to offer that to our clients.”

As well, clients of Coutts Funeral Home can also make arrangements online, however, Jon says many still prefer the more ‘personal’ touch of a face-to-face meeting.

 

“We leave it up to them,” he says. “We prefer in person because there is so much more of an individual connection and that’s a big part of what we do.”

 

Despite creating new options and working within the ongoing restrictions, Jon says his key role and that of his team has remained the same throughout the pandemic.

“Obviously, our job is more empathy and compassion than anything else and making someone’s difficult time easier and the way we approach a family has never changed,” he says.

 

And with new safety protocols in place, which includes very specific physical distancing rules at visitations and following a series of guidelines, such as collecting information for potential contact tracing purposes, Jon and has team have learned to adapt very quickly.

 

“Personally, I’m very adaptive so it didn’t stress me out,” he says. “A big part of my role has been making sure I get all this information to my staff and help them manage the changes quickly and make sure their comfortable with the new systems.”

 

They keep the capacity of mourners at 50 invited guests if a service is requested to take place at a church, or in a cemetery, which Jon says is quite manageable. 

 

“We want to do our part for the community,” he says, referring to keeping people safe. “It’s a real balance to be able to give families what they need.”

 

Jon says the need for a funeral is imperative in the grieving process and feels sorry for those who decide to forgo that option. 

 

“People are justifying things in different ways for what they’re doing, but they’re really depriving themselves of what a funeral is and what it stands for and how it helps,” says Jon. 

“They’re depriving themselves of that opportunity, so I’m concerned about people’s mental health going forward.”

 

To rectify this issue, he hopes to be able to offer an ‘open’ memorial service, perhaps several, for those clients who have lost someone during the COVID-19 crisis and chose not to have a funeral.

 

“At least people who didn’t do anything can have a more formalized service,” says Jon, adding funerals are a celebration of life and are no longer ‘traditional’ as they once were. “Funerals are much more personalized and unique. Our job now is to give clients all the options so they can make informed decisions that are right for them.”

 

The same sentiment holds true when it comes to planning a wedding, especially during a crisis like COVID-19.

 

“My biggest piece of advice is that whatever they decide to do it’s going be great,” says Vanessa. “If the couple decides they want an intimate ceremony with 10 of their closest people, their other friends and family will understand. And if they decide to wait another year and do the party as planned, that’s a beautiful idea too.”

 

For more, visit pearlehospitality.ca or  dignitymemorial.com

 

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