Mohawk Valley EDGE board elects three new members, slate of officers

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ROME, N.Y. — Mohawk Valley EDGE announced that its board of directors recently elected three new members to the board, as well as a full slate of officers for 2021. Mohawk Valley EDGE is a not-for-profit corporation dedicated to strengthening and growing the economy of the Mohawk Valley. Ronald Belle, CEO and president of AmeriCU […]

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Finger Lakes Wine Alliance names new executive director

Sports, Entertainment & Tourism, Subscriber Only

GENEVA, N.Y. — The Finger Lakes Wine Alliance, a nonprofit marketing association for wines in the region, recently announced it has appointed Kyle Anne Pallischeck as its new executive director. She will lead the Geneva–based organization’s efforts in raising the visibility and reputation of the Finger Lakes American Viticultural Area (AVA), its wines, and wineries.

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GENEVA, N.Y. — The Finger Lakes Wine Alliance, a nonprofit marketing association for wines in the region, recently announced it has appointed Kyle Anne Pallischeck as its new executive director.

She will lead the Geneva–based organization’s efforts in raising the visibility and reputation of the Finger Lakes American Viticultural Area (AVA), its wines, and wineries.

Pallischeck is a Finger Lakes native with 10 years of experience working in the local wine industry. Most recently, she was brand manager at Sheldrake Point Winery on Cayuga Lake, and has previous experience at both the Seneca Lake Wine Trail and Fox Run Vineyards on Seneca Lake. Pallischeck has earned her sommelier certification via the Court of Master Sommeliers and holds the WSET 3 advanced certificate from the Wine & Spirits Education Trust of London.

As executive director, Pallischeck will “focus on reinforcing the status of the Finger Lakes as North America’s preeminent cool-climate winemaking region. She will continue the long tradition of the FLWA exposing Finger Lakes wines to a broad audience of consumers, wine trade, and media influencers,” the alliance contended in a news release.

The Finger Lakes Wine Alliance offers a range of programs to its members that include coordinating wine submissions for review by trade publications, presenting seminars on best practices in social media and distribution networks, and holding a number of events that increase the visibility of Finger Lakes wines.

In 2020, the FLWA pivoted its entire in-person marketing event schedule to virtual events. Targeted special programs, including the popular Riesling Camp and Riesling Roadshow, were offered in a series of online Zoom presentations connecting select media and trade with personal seminars hosted by winemakers and winery owners, the alliance said.

Founded in 2004, the Finger Lakes Wine Alliance has 31 members and 15 affiliated businesses and vendors and is guided by a board of directors composed of winery owners and principals from the Finger Lakes AVA.

ConnextCare selects company COO as its next CEO

Small Business, Subscriber Only

PULASKI, N.Y. — The woman who has been serving as executive VP and chief operating officer of ConnextCare will become the organization’s top official later this year. ConnextCare, which provides health-care services to northern Oswego County, is promoting Tricia Peter-Clark to president and CEO, effective June 4. Peter-Clark will succeed Dan Dey in that role,

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Erie Canal Museum to use Canalway grants for projects

Nonprofits, Sports, Entertainment & Tourism, Subscriber Only

A total of 13 nonprofit organizations — including the Erie Canal Museum in Syracuse and the Chittenango Landing Canal Boat Museum — will use Erie Canalway IMPACT! grants for projects. The 2021 grants total more than $108,000, the Erie Canalway National Heritage Corridor said. The grants “advance vital work to preserve and showcase canal heritage, educate youth,

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A total of 13 nonprofit organizations — including the Erie Canal Museum in Syracuse and the Chittenango Landing Canal Boat Museum — will use Erie Canalway IMPACT! grants for projects.

The 2021 grants total more than $108,000, the Erie Canalway National Heritage Corridor said.

The grants “advance vital work to preserve and showcase canal heritage, educate youth, and welcome people to explore the canal in their local communities,” per a news release. The dollar amounts range from $1,500 to $12,000 and will leverage an additional $146,630 in private and public project support.

“As the pandemic continues to present abnormal challenges it is especially gratifying to support diverse canal inspired innovations. We are so pleased to make these timely investments and contribute to the resilience of our canal communities,” Bob Radliff, executive director of the Erie Canalway National Heritage Corridor, said.

IMPACT! Grants are made possible with funding support provided by the National Park Service and the New York State Canal Corporation.

The Erie Canalway National Heritage Corridor says it has made 96 grants to communities and nonprofit organizations since 2008 that have spurred $2.49 million in additional investments in heritage preservation, recreation, and education.

Grant recipients

The Erie Canal Museum in Syracuse will use its $11,000 grant to partner with restaurants and other local businesses to offer public programming on the Erie Canal’s relationship to food, “specifically as it pertains to agriculture, irrigation and transportation of goods.”

Chittenango Landing Canal Boat Museum will use its grant of nearly $10,000 to produce a virtual 3-D tour of the museum complex to expand outreach efforts and create new opportunities for education. It additionally seeks to develop a STEM-based distance-learning program for youth, blending concepts of robotics and canal infrastructure.

Montezuma Audubon Center in Savannah plans to use its nearly $11,000 grant award to organize a Canalway Conservation Corps to develop early detection invasive-species management programs and STEM-based educational opportunities at the Montezuma Wetlands Complex.

Canal Society of New York State in Port Byron will use its $5,300 grant to install wayside signs to “improve outreach and accessibility to cultural and natural resources” at the Erie Canal Heritage Park at Port Byron.

The Village of Newark will use its $1,500 grant award to repair vandalism damage to a “prominent” Erie Canal-themed mural on the canal front and guard against further damage or deterioration with protective coatings.

HCR Home Care moves CNY office to Thruway Office Building in Salina

Construction, Design & Real Estate, Small Business, Subscriber Only

SALINA, N.Y. — The Central New York office of HCR Home Care, a Rochester–based home-care agency, is now operating in a new, larger location in the town of Salina with plans for additional hiring. HCR’s Certified Home Health Agency (CHHA), Licensed Home Care Services Agency (LHCSA) and HCR Care Management operations are now located at

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SALINA, N.Y. — The Central New York office of HCR Home Care, a Rochester–based home-care agency, is now operating in a new, larger location in the town of Salina with plans for additional hiring.

HCR’s Certified Home Health Agency (CHHA), Licensed Home Care Services Agency (LHCSA) and HCR Care Management operations are now located at 290 Elwood Davis Road, Suite 104 in the Thruway Office Building.

The new space shifts HCR’s operations from two offices, totaling 3,000 square feet, to one location composed of more than 6,000 square feet. The lease for the new space took effect on Nov. 1, HCR tells CNYBJ in an email.

The company previously operated at 6007 Fair Lakes Road in the town of DeWitt (just south of the Thruway) and also had some different, smaller office space at the 290 Elwood Davis Road property, HCR Home Care tells CNYBJ.

The office expansion will enable HCR to serve more people across its Central New York footprint. To meet the emerging demand for services, HCR announced that it’s looking to hire between five and 10 additional nurses and home-health aides. Those interested can apply or see a list of openings at hcrhealth.com/hcr-careers.

HCR Home Care currently employs a total of 770 people, including 90 in Central New York.

HCR’s Central New York operations serve people in Cayuga, Cortland, Jefferson, Madison, Onondaga, and Oswego counties.

“By combining our operations into one expanded location, we will be able to serve more people in the region and do it more efficiently,” Andrew Bascom, COO of HCR Home Care, said in a statement. “In addition to providing our teams more space to collaborate, there will be a dedicated training environment allowing HCR to grow LHCSA services and coverage for the community.”

Founded in 1978, HCR Home Care is a provider of home-health services to individuals, physicians, and other health-care professionals across New York. The woman-owned business operates in 25 counties across the Catskill, Central New York, Finger Lakes, and North Country regions.

New York closed, pending home sales jump in December

Construction, Design & Real Estate, Subscriber Only

CNY sales also rise ALBANY, N.Y. — New York realtors sold 15,417 previously-owned homes in December, up about 34.5 percent from 11,461 homes sold in the year-ago month. Pending sales in December also jumped. That’s according to the New York State Association of Realtors (NYSAR)’s December housing-market report, which was issued on Jan. 22.

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CNY sales also rise

ALBANY, N.Y. — New York realtors sold 15,417 previously-owned homes in December, up about 34.5 percent from 11,461 homes sold in the year-ago month. Pending sales in December also jumped.

That’s according to the New York State Association of Realtors (NYSAR)’s December housing-market report, which was issued on Jan. 22.

“Despite the ongoing COVID-19 pandemic, real estate activity in the Empire State continued to rise with sales and new listings remaining strong through December,” NYSAR said in the report.

Sales data

Pending sales totaled nearly 10,967 in December, up 37.3 percent from pending sales of 7,985 in the same month in 2019, according to the NYSAR data.

The December 2020 statewide median sales price was $350,000, up about 22 percent from $286,000 in December 2019.

The months’ supply of homes for sale at the end of December stood at 3.3 months, down from 4.6 months at the end of December 2019, per NYSAR’s report. A 6-month to 6.5-month supply is considered to be a balanced market, per the association.

The number of homes for sale totaled 40,836 in December, a decrease of about 22 percent from 52,743 homes a year before. However, the state had 8,955 new listings in December, up 10 percent from 8,131 in December 2019.

Central New York data

Realtors in Onondaga County sold 572 previously owned homes in December, up 30 percent from the 439 homes sold in the same month in 2019. The median sales price rose about 4 percent to $165,000 from more than $159,000 a year earlier, according to the NYSAR report.

The association also reports that realtors sold 194 homes in Oneida County in December, up about 11 percent compared to the 175 sold during December 2019. The median sales price increased 14 percent to $155,000 from $136,000 a year prior.

Realtors in Broome County sold 179 existing homes in December, up over 11 percent from 161 a year ago, according to the NYSAR report. The median sales price rose 29 percent to $145,000 from more than $112,000 a year before.

In Jefferson County, realtors closed on 153 homes in December, up about 76 percent from 87 a year ago, and the median sales price of $175,000 was up more than 14 percent from $153,000 a year earlier, according to the NYSAR data.

All home-sales data is compiled from multiple-listing services in New York state and it includes townhomes and condominiums in addition to existing single-family homes, according to NYSAR.

New York manufacturing index dips in January, but still shows growth

Manufacturing & Engineering, Subscriber Only

Firms also remained optimistic about the future The Empire State Manufacturing survey general business-conditions index slipped more than point to 3.5 in January as the monthly gauge of New York’s manufacturing sector continue to point to modest growth. The survey’s January index reading — based on firms responding to the survey — indicates

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Firms also remained optimistic about the future

The Empire State Manufacturing survey general business-conditions index slipped more than point to 3.5 in January as the monthly gauge of New York’s manufacturing sector continue to point to modest growth.

The survey’s January index reading — based on firms responding to the survey — indicates business activity was “little changed” in New York, the New York Fed said.

A positive reading indicates expansion or growth in manufacturing activity, while a negative index number points to a decline in the sector.

The survey found 27 percent of respondents reported that conditions had improved over the month, while 23 percent indicated that conditions had worsened, the Federal Reserve Bank of New York said in its Jan. 15 survey report.

Survey details

The new-orders index rose three points to 6.6, indicating a “small” increase in orders, and the shipments index fell to 7.3, pointing to a “modest” increase in shipments. Delivery times were “somewhat longer,” and inventories held steady.

The index for number of employees fell 3 points to 11.2, a level pointing to ongoing gains in employment. The average-workweek index was little changed at 6.3, signaling another small increase in hours worked. The prices-paid index rose 8 points to 45.5, “its highest level in two years, indicating a pickup in input price increases.” This index has risen a cumulative 41 points since May.

The prices-received index climbed 5 points to 15.2, its highest mark in a year, “pointing to an acceleration in selling prices.”

Future indicators

The Empire State survey’s index for future business conditions came in at 31.9, suggesting that firms “remained optimistic” about future conditions. The indexes for future new orders and shipments were “positive and slightly higher” than December’s readings, per the survey report.

Employment levels and the average workweek are expected to continue to increase in the months ahead. The capital-expenditures index came in at 17.9, and the technology-spending index moved down to 13.1.

The New York Fed distributes the Empire State Manufacturing Survey on the first day of each month to the same pool of about 200 manufacturing executives in New York. On average, about 100 executives return responses.

NO NONSENSE MARKETING: What do customers expect from salespeople?

Business Mentors, Subscriber Only

The game has changed We all know what we expect from customers — or at least we think we do. We want them to give us their attention, give us a fair hearing, and be open to our recommendations, and pay what they owe us. Some customers live up to this standard and some don’t make the

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The game has changed

We all know what we expect from customers — or at least we think we do. We want them to give us their attention, give us a fair hearing, and be open to our recommendations, and pay what they owe us. Some customers live up to this standard and some don’t make the cut. Just about everyone in sales also works at making sure customers like them, the cornerstone of a good relationship.

That’s not all. They also expect customers to be frank and open, even though some have an agenda they keep well hidden, leaving us guessing and suspicious.

Whether accurate or not, most sales reps expect buyers to believe their representations are in the customer’s best interest. All this shouldn’t be surprising to anyone in sales, since this is how most reps like to think of themselves.

What customers expect from sales reps

Even so, all this is only half the story. What’s missing is at least equally or more important today when it comes to success in sales. In other words, it’s time to ask, “In the current state of the economy and what consumers have been going through the past year of the pandemic, what do customers expect from salespeople?”

1. Customers want to do business with someone who understands them.

Working with a salesperson is like dating, except for one major difference. The conversation goes from “Hi, I’m Bob. Should we get married now, or see how things go in the next seven minutes?” If customers are going to spend time with you, they expect some indication of “instant friendship” or compatibility that tells them it’s going to be OK. They’re going to be comfortable. This is what people mean when they say, “That’s a great salesperson.” If this message isn’t clear, they’re gone.

2. Customers expect a salesperson to be responsive to their situation.

Or, to put it another way, many customers want to tell you their “story” as the way for you to understand and help them. Don’t cut them short and plow ahead with your own spiel. If you do, they will be offended and feel rejected. Most customers know what they want to say, but they may not know how to express it. They are hoping that you will figure it out. If you do, they will reward you by giving you the sale.

3. Patience sends the message to customers that you want the sale.

It’s not what you say, but how you act that demonstrates you get it. If you do, then it’s time to slow down, both in terms of your manner and how fast you are speaking. It takes time for information to sink in. That’s why consumers don’t want to be rushed or pushed. While they may have tolerated some nudging, or even a little push in the past, but not now. “This is a great price, but the inventory is tight,” says the rep. That was a year ago, but not now. No matter what it is, consumers will find what they want at a price they want to pay sitting in their sweats in front of a screen.

4. Customers expect salespeople to be reliable.

Or, to put it more accurately, there are no second chances; customers don’t come crawling back. They know their options, and they’re not alone. Social networking is empowering. They trust their friends, relatives, and neighbors, which just happens to be an interesting description of small communities, places where people watch out for each other. When a salesperson gets a bad reputation, the news spreads like a virus.

5. Customers expect salespeople to be a resource.

But there is only one reason Jeff Bezos’s Amazon is one of the largest retailers in the world: consumers are suckers for convenience (read: immediate gratification). Something happens in the human brain when we see the words, “You’ll have it tomorrow.” But there is another part of the brain that pulls toward “due diligence,” taking responsibility for making good decisions. Finding a salesperson who fuels that desire by sharing their knowledge and expertise, along with a give-and-take, is immensely rewarding.

6. They expect you to be candid with them.

Some people in sales think it takes painting a perfect picture of what they’re selling to make the sale. It isn’t. Everyone knows nothing is perfect. What’s refreshing is when a salesperson says, “This is a terrific product. My customers are more than satisfied with it, but it’s important that you follow the periodic service instructions. If you like, we’ll send you reminders.” Customers equate candor with honesty and transparency.

7. Customers expect follow-through.

It’s a useful way to judge a salesperson’s performance before signing the order. “I’ll get back to you late this afternoon with answers to your questions,” says a smiling sales rep, who gets busy and forgets about it and then blames it on someone else. Whatever picture the customer had of the salesperson changed, and not for the better.

All of this may come across as unnecessarily obvious to both customers and sales reps. Perhaps. But even physicians can turn their backs on the Hippocratic Oath to “do no harm,” and some salespeople play by their own rules, which may not be life-threatening, but do harm, nevertheless, both to themselves and their customers.

John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com or visit johnrgraham.com

Community Bank’s Q4 net income rises nearly 9 percent

Banks & Credit Unions, Subscriber Only

DeWITT, N.Y. — Community Bank System, Inc. (NYSE: CBU) recently reported that its net income rose nearly 9 percent to $46.5 million in the fourth quarter from $42.9 million in the year-prior period. The DeWitt–based banking company’s earnings per share (EPS) increased to 86 cents a share from 82 cents a year ago. The increase

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The DeWitt–based banking company’s earnings per share (EPS) increased to 86 cents a share from 82 cents a year ago. The increase in earnings per share was driven by a rise in net interest income, a decrease in the provision for credit losses, slightly reduced operating expenses, and a small increase in noninterest revenue. That was partially offset by higher income taxes and an increase in shares outstanding, according to Community Bank’s Jan. 25 earnings report.

Community Bank posted operating EPS of 85 cents in the fourth quarter, up 2 cents from the year-earlier quarter. That beat the consensus analysts’ estimate of 77 cents a share, according to Zacks Equity Research. It’s the fourth straight quarter in which the banking company beat the consensus EPS estimate.

Community Bank generated revenue of nearly $151 million in the latest quarter, up slightly from just under $150 million in the fourth quarter of 2019.

“The company generated very strong earnings results in 2020 despite the significant and persistent challenges posed by the COVID-19 pandemic and related market conditions throughout the year,” Mark E. Tryniski, president and CEO of Community Bank System, said in the earnings report. “Strong asset quality leading into the pandemic, a tremendous core deposit base and diversified revenue streams, including year over year revenue increases in the company’s nonbanking businesses, demonstrated the strength and resiliency of the company’s business model. The strength of our nonbanking businesses became increasingly evident as the pandemic ran its course during 2020.”

Community Bank reported net interest income of $93.4 million in the fourth quarter, a nearly 1 percent increase over the year-prior period. The rise was driven by a 22.7 percent increase in average earning assets between the periods, offset, in part by a 0.66 percent decrease in the net interest margin. The increase in earning assets was led by large net inflows of funds from government stimulus programs, Paycheck Protection Program loan originations, and the acquisition of Steuben Trust Corp. in the second quarter of 2020.

Community Bank System recorded a $3.1 million net benefit in the provision for credit losses during the fourth quarter. In contrast, it took a $2.9 million provision for credit losses during the fourth quarter of 2019. The net benefit recorded in the provision for credit losses was driven by several factors, including a $2 million reversal of a previously recorded allowance for credit loss on a purchase-credit deteriorated loan, an improving economic outlook, and a substantial decrease in loans under COVID-19-related forbearance agreements, the banking company explained.

Community Bank’s total assets jumped 22 percent in the last year to reach nearly $14 billion as of Dec. 31. It attributed the increase to large inflows of government stimulus-related deposit funding and the Steuben Trust acquisition.

“Looking ahead to 2021, our focus will be on effectively countering ongoing margin pressure, improving organic performance, continued growth and investment in our nonbanking businesses and a continuation of our investment in digital, and rationalization of analog,” Tryniski said in Community Bank’s Jan. 25 earnings call with investors and analysts, according to a transcript prepared by Motley Fool. “I also expect the strength of our earnings, balance sheet, and capital generation will serve us well going forward as we continue to evaluate high-value strategic opportunities across our businesses for the benefit of our shareholders.”

Community Bank System operates more than 230 branches across upstate New York, northeastern Pennsylvania, Vermont, and western Massachusetts through its banking subsidiary, Community Bank, N.A. It ranks among the nation’s 125 largest banks.

Compliance is “most utilized” support service NYCUA offers, membership survey finds

Banks & Credit Unions, Subscriber Only

Some members of the New York Credit Union Association (NYCUA) — the trade association for the state’s credit unions — say compliance is the “most utilized” support service that it offers. That’s according to NYCUA’s 2020 membership survey. It included feedback from 69 credit-union leaders, representing about a quarter of the association’s membership. NYCUA conducted the

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