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M&T Bank appoints Pioneer’s Zell to CNY advisory council
SYRACUSE — M&T Bank announced it has appointed Melissa F. Zell to its Directors Advisory Council for the Central New York region. The 10-member council meets regularly throughout the year to provide M&T Bank management with insight on a wide range of business, client, and community matters, the bank said in a news release. Zell […]
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SYRACUSE — M&T Bank announced it has appointed Melissa F. Zell to its Directors Advisory Council for the Central New York region.
The 10-member council meets regularly throughout the year to provide M&T Bank management with insight on a wide range of business, client, and community matters, the bank said in a news release.
Zell is the president and chief operating officer of the Pioneer Companies, a Syracuse–based real estate development and property management firm. In this role, she has led a number of projects, including turning the upper floors of the 21-story State Tower Building, the tallest in the city, into high-end apartments, per the release.
“Melissa brings a wealth of experience, from knowledge of local real estate to an understanding of the needs of the community, as well as the insights that come from running a successful real estate business. She will be a great addition to our council, helping us to continue our commitment to being an advocate for community growth,” Allen Naples, M&T Bank regional president for Central New York, said.
Zell first worked for the Pioneer Companies in the early 1990s as a construction manager and later as a project manager, before leaving to pursue a career in architecture. As an architect, she worked in New York and California on large institutional and corporate projects. Zell then worked as a sole practitioner, completing several residential projects throughout the United States and France, where she lived with her family for 10 years. She returned to Pioneer as an asset manager and later was promoted to her executive position.
In addition to Zell, M&T Bank’s Directors Advisory Council for the Central New York region includes James V. Breuer, Hueber-Breuer Construction; Carl Byrne, Byrne Dairy; Mara Charlamb, United Radio; James (Jim) Fox, O’Brien & Gere; Karyn Korteling, Pastabilities; Robert (Luke) Lewis, Lewis Custom Homes; Robert H. Linn; formerly with Ernst & Young; Joseph Mancuso, Hancock & Estabrook; and Richard J. Zick, Utica First Insurance.
Piaker & Lyons partner, Schrann, elected VP of NYSSCPA
BINGHAMTON — Janeen F. Schrann, partner with Piaker & Lyons CPAs in its Binghamton office, was recently elected vice president of the New York State Society of Certified Public Accountants (NYSSCPA), the accounting firm announced. Schrann will serve a one-year term that started on June 1 and extends through May 31, 2019, according to a
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BINGHAMTON — Janeen F. Schrann, partner with Piaker & Lyons CPAs in its Binghamton office, was recently elected vice president of the New York State Society of Certified Public Accountants (NYSSCPA), the accounting firm announced.
Schrann will serve a one-year term that started on June 1 and extends through May 31, 2019, according to a Piaker & Lyons news release. The NYSSCPA was founded in 1897 and represents more than 26,000 members.
Schrann has been with Piaker & Lyons since 1994, after previously working at KPMG Peat Marwick, according to her bio on the Piaker & Lyons website. The firm admitted her as a partner in 2009.
She developed and implemented Piaker’s mentoring program. Schrann is chairperson of the firm’s marketing committee and website committee.
Schrann is a CPA in both New York state and Pennsylvania. She earned her bachelor’s degree in accounting from Bloomsburg University in Pennsylvania.

New York maple-syrup production rises 6 percent in 2018
Maple-syrup production in New York state increased 6 percent To 806,000 gallons this year from 760,000 gallons in 2017, according to the USDA National Agricultural Statistics Service (NASS). The number of taps in the Empire State rose 3 percent to 2.73 million taps in 2018 from 2.65 million last year. The yield per tap increased
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Maple-syrup production in New York state increased 6 percent To 806,000 gallons this year from 760,000 gallons in 2017, according to the USDA National Agricultural Statistics Service (NASS).
The number of taps in the Empire State rose 3 percent to 2.73 million taps in 2018 from 2.65 million last year. The yield per tap increased from 0.287 gallons in 2017 to 0.295 gallons this year.
New York’s maple-syrup season lasted an average of 52 days in 2018, up from 43 days last year. The earliest sap flow reported in the state this year was Jan. 12 and the latest sap flow was May 2.
U.S. maple-syrup production totaled 4.16 million gallons in 2018, down 3 percent from the previous year, per the USDA. The number of taps was estimated at 13.7 million this year, up 3 percent from the 2017 total. Yield per tap was estimated to be 0.304 gallons in 2018, down 5 percent from the previous season.
Dessert shop opens near Syracuse University campus
SYRACUSE — Yeti Frozen Yogurt & Smoothies opened in early June on Westcott Street, near the Syracuse University campus, offering self-serve frozen yogurt, along with a variety of drinks such as smoothies, milkshakes, and teas. Christopher Norcross, the business owner, says he opened the 1,500-square-foot shop at 558 Westcott St. after seeing a “for lease”
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SYRACUSE — Yeti Frozen Yogurt & Smoothies opened in early June on Westcott Street, near the Syracuse University campus, offering self-serve frozen yogurt, along with a variety of drinks such as smoothies, milkshakes, and teas.
Christopher Norcross, the business owner, says he opened the 1,500-square-foot shop at 558 Westcott St. after seeing a “for lease” sign. He saw a market void near the campus for a frozen yogurt shop following the closing of Yogurtland on Marshall Street in 2015.
About five employees, who are college and high-school students, currently work at Yeti, while Norcross runs the administrative side of the business. He says he has plans to hire a manager in the fall and will adjust how many people he employs when Syracuse University and Le Moyne College students come back in August.
Yeti’s client base is primarily people who live in the Westcott area, who Norcross says refer to themselves as “Westcott Nation.” He says that when school is back in session in August, he expects even more customers. Norcross notes that the foot traffic along Westcott Street — due to surrounding restaurants, shows, and art exhibits — has helped his business.
The Westcott location used to be home to the bicycle store Mello Velo, which moved to Canal Street in Syracuse. Norcross wouldn’t disclose how many years his lease covers, but says, “We’ll be there for a while.”
Norcross says he is pleased with the early neighborhood reception of his business, though he says he didn’t have early sales numbers to disclose.
“They’ve really given us a very warm welcome. I can’t tell you how many people have said, ‘This is exactly what we needed on this street. We’ve got so many restaurants and we just needed some dessert,’” Norcross says.
Yeti offers 10 flavors of frozen yogurt, including some non-dairy options, and more than 15 different toppings, including crushed oreos, sprinkles, and fruits. All of the yogurt is in front of the counter for customers to serve themselves, and the cost is based on the weight of the dessert.
Yeti also makes smoothies, teas, coffees, and milkshakes. Those prices are fixed and an employee prepares those drinks when ordered.
Owner’s background
Norcross, who grew up in and currently lives in Camillus, works a full-time job as a sales rep during the week while owning Yeti, which operates from noon to 10 p.m. every day. He says his background in customer service helps him operate a business. He adds that he hopes to have a grand opening sometime in August to celebrate the store, once it’s finished being decorated.
This isn’t Norcross’s first business venture. He used to own an ice-cream parlor with an adjoining bounce house in the Baldwinsville area. Merlins Ice Cream and Bounce House, which opened in 2012, was also a self-serve, pay-by-weight shop which offered a variety of ice creams and yogurts. The back of the shop had a bounce-house area in which children could play.
Norcross said the business was hurt by competition in the form of Destiny USA’s children’s party and entertainment venues like Billy Beez, WonderWorks, RPM Raceway, and 5 Wits. He later closed the shop.
In his newest venture, Norcross says his business is going to focus on frozen yogurt and specialty drinks, without a play area.

SIDA changes law firms, keeps attorney
SIDA had used the law firm of Barclay Damon LLP as outside counsel, with partner Susan R. Katzoff attending meetings and advising the board and staff on legal matters. Katzoff has left Barclay Damon for another Syracuse law firm, Bousquet Holstein PLLC. She and fellow Barclay Damon alumna Jean S. Everett head the firm’s new
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SIDA had used the law firm of Barclay Damon LLP as outside counsel, with partner Susan R. Katzoff attending meetings and advising the board and staff on legal matters.

Katzoff has left Barclay Damon for another Syracuse law firm, Bousquet Holstein PLLC. She and fellow Barclay Damon alumna Jean S. Everett head the firm’s new public finance practice group.
SIDA issued a request for proposals in May, seeking “qualified law firms and/or attorneys to serve as general/transaction counsel and/or bond counsel to the Agency and the Syracuse Local Development Corporation, if required.”
Two firms responded with complete proposals and on June 19, the board voted to accept the proposal from Bousquet Holstein, Katzoff’s new firm.
Barclay Damon kept some business, however. The board voted to have the firm continue to represent SIDA in six eminent-domain cases that are ongoing.
Under the accepted proposal with Bousquet Holstein, SIDA will pay Katzoff $305 an hour, a discount of 20 percent from her standard rate of $380 per hour.
That rate is “virtually identical,” to the rate the agency paid before, says SIDA Executive Director Honora Spillane.
Salespeople Learn When They’re Listening
8 questions that keep prospects talking When asked why salespeople don’t close more sales, a company president answered instantly, “They don’t ask enough questions.” He went on to add, “They’re so focused on getting prospects to buy they don’t engage them. That takes asking lots of questions.” He’s on to something important. We’re in such a
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8 questions that keep prospects talking
When asked why salespeople don’t close more sales, a company president answered instantly, “They don’t ask enough questions.” He went on to add, “They’re so focused on getting prospects to buy they don’t engage them. That takes asking lots of questions.”
He’s on to something important. We’re in such a hurry to get across what we want to say to our prospects that we ignore what they want from us. As it turns out, today’s prospects won’t tolerate such insensitive behavior. They’re gone.
So, where does this leave salespeople? What are they to do if they can’t advance their agenda? How are they going to close sales? To put it bluntly, a salesperson’s agenda is irrelevant; it doesn’t count. It’s what the prospect cares about that demands our attention.
The purpose of meeting with prospects is to recognize and understand what’s going on with them. That takes getting them talking about what they know best — themselves. They don’t get many chances to do this. Others are too busy with their own lives to listen. This gives salespeople the unique opportunity to stop talking, start asking questions — and listening.
There’s irony in asking questions, in encouraging prospects to talk about themselves. When they do, they want to reciprocate, to say thank you, and to pay us back. And they do it by listening intently.
Prospects are focused when they’re talking, but they get distracted when someone else is speaking. Don’t fall into the trap of wanting to get your message across; the urge to tell your story kills sales. The job is creating conditions, so your prospects can get their story across to you.
Since salespeople learn when they’re listening, here are eight questions that get prospects talking.
1. “I’m curious. Why did you agree to meet with me today?”
Everyone in sales knows that just because they ask for a meeting doesn’t mean prospects will say yes. More often than not, they get turned down. When someone says yes, inquisitive salespeople don’t stop there. They wonder why. They want to know what’s going on and why prospects are interested. The more they know from the start, the better.
2. “What is it you would like to have happen as a result of this meeting?”
The purpose of asking questions is to gather information. This will help you keep an open mind, so you can avoid making mistakes. By filling in the picture, you will stay on track as you plan your next moves.
3. “What are the specific issues you want to address?”
One mistake salespeople can make is to gloss over or even avoid significant issues. They don’t want to turn off prospects. What they don’t realize is that digging down lets a prospect know they’re serious. Follow-up questions carry it another step further: How satisfied are you with your analysis? How would you feel, if someone challenged it?
4. “As you see it, what hurdles must be overcome?”
It’s always a good idea to come at issues from various angles. It’s a good way to find out the lay of the land, to better understand what’s going on, and to identify others who may be involved. In other words, the answer to this question can give you a more complete picture of what is involved.
5. “If my company offered exactly what you’re looking for, how would you describe it?”
This is a pivotal question because it offers insight into what is important to a prospect, something that’s not as obvious as it may seem. It’s a serious mistake to assume you’re getting the message correctly. Far too frequently, words don’t have the same meaning to people. This question serves as a check to be sure you and your prospect are on the same page.
6. “How satisfied are you at this point in your decision-making process?”
By asking where prospects are in making a decision, it’s easy to put them on the defensive so they’re less than candid. Instead, this question is designed to help expand the conversation, to let them know you’re interested, but not nosey. If they’re just getting started, you can follow-up by asking about their expectations. If they’re further along, you can ask how about possible concerns.
7. “Because those in your position are cost conscious, what’s your thinking about what the right solution should cost?”
This question avoids the old and tired “What’s your budget?” question, which usually results in a useless and vague answer. A follow-up question might go like this, “Can you tell me how you arrived at that figure?”
8. “It would be helpful if you would tell me what you feel about our meeting today.”
You want to know if the meeting was helpful. Did it meet the person’s expectations? And, finally, ask, “Can we talk about what should happen next?” This is the action step that establishes the agenda for the next meeting.
Unless salespeople drive the conversation with strategic questions, meeting with prospects often results in too much talking and not enough listening. This leads to prospects who are less than satisfied and salespeople who are unable to move forward with confidence.
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, 617-774-9759 or johnrgraham.com

Developer gives up on planned North Ridge Wind Energy Project
HOPKINTON — A wind-farm project planned for St. Lawrence County has been withdrawn by the developer. The New York State Board on Electric Generation Siting and the Environment said June 22 that Atlantic Wind LLC, a subsidiary of Avangrid Renewables, announced it was no longer going to pursue regulatory approval. In a letter to the
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HOPKINTON — A wind-farm project planned for St. Lawrence County has been withdrawn by the developer.
The New York State Board on Electric Generation Siting and the Environment said June 22 that Atlantic Wind LLC, a subsidiary of Avangrid Renewables, announced it was no longer going to pursue regulatory approval.
In a letter to the town board in Hopkinton, the company said that because of revote on a town law that would essentially block wind development in the town, it would “cease all development efforts on the North Ridge Wind Farm.”
A letter to leaseholders offered a similar explanation, lamenting the process. “As we’ve publicly expressed, the most disheartening thing about this abrupt reversal and improper revote is that it surrendered to the handful of opponents that used intimidation and fear mongering tactics. The board’s action ignores so many voices in the community, including the 250-plus residents of Hopkinton identified during our recent door-to-door outreach and post-card campaign.”
The proposed wind farm would have included up to 40 wind turbines in the towns of Hopkinton and Parishville and supplied power for 25,000 average New York homes, the company said in a web posting.
Atlantic Wind estimated landowners and others in the local area would collect more than $38 million in payments over 30 years.
The company said some $500,000 a year would be paid for leases, easements and “good neighbor payments,” while another $750,000 would be paid in town and school district taxes.
The project faced opposition in the communities. Filings show multiple letters from residents concerned with the impact of the wind farm on scenic views, on animals and plants. One document highlighted concerns that the flowering plant purple trillium could be affected. “Purple Trillium is listed as endangered in Illinois, threatened in Rhode Island, and exploitably vulnerable in New York State,” according to the document.
The region’s largest employer and main economic driver also submitted a letter expressing concerns about the wind project.
The Fort Drum Regional Liaison Organization, and others, warned that wind turbines in the area could threaten the fort’s future. “It is a proven fact that wind turbines adversely affect the radar capabilities at Fort Drum’s Wheeler Sack Army Airfield as well as the Doppler Weather radar site at Montague. Two projects, Maple Ridge in Lewis County and Wolfe Island in Canada, already exist in the region; they visibly distort radar and present negative impacts on safe flight operations for helicopter and fixed wing aircraft, as well as doppler weather radar located in Montague,” the organization wrote.
“As the largest single site employer in New York State, there is no argument that we need to protect Fort Drum so that it remains the major economic driver of the North Country,” it continued.
According to federal figures, New York gets 3 percent of its electric power from the wind, more than it obtains from coal, oil, and solar power combined. More than one-third of the power to the state’s grid comes from natural gas, nearly one-third from nuclear power, and 22 percent from hydropower. Biomass, from the burning of wood and other materials, accounts for just less than 2 percent.
The withdrawal comes as another Avangrid project — Mad River Wind Farm planned for Redfield and Worth — is facing opposition among some residents of the Tug Hill Plateau.

Crews prep Gustav Stickley House for future museum, hotel role
SYRACUSE — Crews have finished work on the first phase of the project to preserve the Gustav Stickley House located at 438 Columbus Ave. in Syracuse for future use as a museum and hotel. The restoration of the home’s exterior now “replicates its design” when the craftsman furniture maker lived there, according to a news
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SYRACUSE — Crews have finished work on the first phase of the project to preserve the Gustav Stickley House located at 438 Columbus Ave. in Syracuse for future use as a museum and hotel.
The restoration of the home’s exterior now “replicates its design” when the craftsman furniture maker lived there, according to a news release from the Gustav Stickley House Foundation Inc. and the University Neighborhood Preservation Association (UNPA).
The two organizations marked what they call a “milestone” in the preservation effort with an event at the home held June 28.
UNPA is working with the Gustav Stickley House Foundation (GSHF), the nonprofit friends group created two years ago. GSHF says it is dedicated to planning and fundraising for the restoration, preservation, and interpretation of the house.
Gustav Stickley — who made and designed furniture and was a “major proponent of the American arts & crafts movement of the early 20th century” — owned the house from 1900 to 1911 and lived there again from 1919 until 1942, when he died.
Listed on the National Register of Historic Places, the home is widely regarded as the “first fully designed Craftsman interior in the country,” according to the news release. Much of Stickley’s interior design “remains intact” on the first and second floors, the organizations said.
The work
The first phase of the preservation project targeted the home’s exterior in the “plan to save the house, which had fallen into disrepair over the years.” The reconstruction of the original front porch, which was removed more than 50 years ago, represented a “significant part” of this phase.
The exterior work also included “extensive” repairs to the siding and trim, window restoration, structural stabilization, a new roof, asbestos abatement, and painting the house with the same colors that “extensive research determined” Stickley used on his home.
Fundraising is now underway for the second phase, which will focus on the home’s interior.
CNY Builder Services, LLC of LaFayette served as the general contractor for the exterior renovation. Crawford & Stearns Architects and Preservation Planners, PLLC, of Syracuse assisted with the project, including Randy Crawford as architect and Beth Crawford as project manager.
The L. & J.G. Stickley Co. of Manlius, which had owned the house since 1996, donated the Gustav Stickley House to UNPA, its current owner, two years ago. The furniture company had purchased the home to preserve its legacy and prevent the historic interior from being dismantled.
UNPA will eventually transfer the home’s ownership to the Onondaga Historical Association, which will oversee the house as a museum/hotel that will give guests the experience of spending time in the “historic living space that Gustav Stickley shared with his friends and family.”
Project support
The June 28 event included representatives of government agencies and other organizations that have “given their support” to the restoration project. They included a representative of the New York State Office of Parks, Recreation and Historic Preservation, the “major funding source” for the first phase with a $500,000 New York State Environmental Protection Fund grant as well as representatives of New York State Homes and Community Renewal who supported the project through a $200,000 Urban Initiatives grant.
“I rank this house on the same level as William Morris’s Red House in the U.K. and Frank Lloyd Wright’s Oak Park [Illinois] home and studio. This is where the craftsman lifestyle originated, right here,” Michael Lynch, director of historic preservation services for the New York State Office of Parks, Recreation and Historic Preservation, said in his remarks to the gathering.
William Morris was an English textile designer, while Frank Lloyd Wright was an American architect and interior designer.
Other organizations that provided financial support for the first phase include the Central New York Community Foundation; William and Mary Thorpe Charitable Fund; the Arts & Crafts Society of Central New York; a Preserve New York grant, a “signature” grant program of the New York State Council on the Arts and Preservation League of New York State; and the Cynthia Woods Mitchell Fund for Historic Interiors from the National Trust for Historic Preservation of Washington, D.C.

Dairy co-op asks for help as trade war sparks price fall
The simmering trade war between the United States and Canada has one dairy co-op asking the U.S. Department of Agriculture for help. Agri-Mark, a dairy co-op with more than 500 members in New York and headquarters in Andover, Massachusetts, has sent a letter to U.S. Secretary of Agriculture Sonny Purdue, asking him to “use his
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The simmering trade war between the United States and Canada has one dairy co-op asking the U.S. Department of Agriculture for help.
Agri-Mark, a dairy co-op with more than 500 members in New York and headquarters in Andover, Massachusetts, has sent a letter to U.S. Secretary of Agriculture Sonny Purdue, asking him to “use his authority to set minimum wholesale price floors for butter at $2.30 per pound, cheddar cheese at $1.64 per pound; and nonfat dry milk at 81 cents per pound,” according to a release.
The problem is rooted in Canadian rules that make it difficult for value-added dairy products to be exported to Canada, according to Agri-Mark spokesman Doug DiMento. He says most exports to Canada by the co-op’s members are lower priced ingredients, not finished dairy products.
The request to Purdue comes as dairy prices have collapsed, the co-op said. Neal Rea, a dairy farmer in Cambridge, in Washington County, who is the co-op’s chairman, explained the collapse came just when it looked like dairy farmers were getting a break.
“After more than three years of extremely low income, farm milk prices were finally rising earlier this month (June) with strong cheese, butter and nonfat dry milk market prices. When tariffs were announced, prices collapsed overnight,” he said in the release.
The price floors requested are lower than the prices reached in June. However, they are above the prices Agri-Marks projects for the coming months.
Robert Wellington, an economist for the co-op, said the U.S. dairy industry has been exporting about 18 percent of all production and that Canada and Mexico are among the top five buyers of U.S. dairy products.
DiMento says Canada’s rules discourage the import of milk and cheese from New York or anywhere in the U.S., leaving Canadian consumers paying more. Sometimes, he says, they cross the border to buy dairy goods at lower prices.
“There would be more free trade if Canada’s dairy system was more open,” he says.
Agri-Mark is inviting leaders of dairy co-ops around the nation to a summit in Albany, in August, says DiMento.
“Various milk supply influencing programs have been attempted in the past but none has had a sustained impact on farm milk prices.” Agri-Mark explains on its website. “Are there additional programs that could work or have circumstances changed sufficiently that previous programs may show more positive results?”
The website continues: “We need to gather all segments of the dairy industry together to discuss this problem and seek a solution that will work for dairy farmers and the marketplace.”
DiMento says the idea is to create “some sort of supply incentive or disincentive — although not as drastic as the Canadian system.”
CenterState CEO hires Colella for Work Train program
SYRACUSE — CenterState CEO announced it has hired Anthony N. Colella as manager of manufacturing and construction for the Work Train initiative that is administered by its Economic Inclusion Division. Colella brings more than 40 years of management experience in human resources, manufacturing, operations/plant management, and workforce development, according to a CenterState CEO news release.
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SYRACUSE — CenterState CEO announced it has hired Anthony N. Colella as manager of manufacturing and construction for the Work Train initiative that is administered by its Economic Inclusion Division.
Colella brings more than 40 years of management experience in human resources, manufacturing, operations/plant management, and workforce development, according to a CenterState CEO news release. He most recently served as director of business development at Point Guard Advisors Network, which is based in Fayetteville. Colella earned his bachelor’s degree from Le Moyne College.
In his new role, Colella will provide strategic leadership for the Work Train program. He will help connect unemployed or underemployed individuals with career opportunities while supporting local companies’ efforts to grow strong workforces, CenterState CEO said.
The organization explains that through its Work Train initiative, it serves as “a workforce intermediary and strategist, convening partnerships that drive solutions to persistent workforce problems. Our flexible and responsive approach allows us to develop and invest in innovative — and often non-traditional — strategies.”
Funding for Work Train is provided by the United Way of Central New York, Allyn Foundation, Gifford Foundation, Central New York Community Foundation, Reisman Foundation, Onondaga County government, and New York State government.
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