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Workforce Investment Pays Dividends

By Bryan Hartmann



Standing: Bill Meyers, Ken Knelly, Joe LoTemplio, Chris Trombley. Sitting: Deena Giltz McCullough, Kristina Bennett, Bryan Hartman, Molly Ryan
Standing: Bill Meyers, Ken Knelly, Joe LoTemplio, Chris Trombley. Sitting: Deena Giltz McCullough, Kristina Bennett, Bryan Hartman, Molly Ryan

It was a pleasure spending time with each participant at my table at the 35th Annual

Strictly Business Forum as they shared their experience, wisdom and thoughts.


Those who had participated in previous Forums included:


Deena Giltz McCullough, Chief Executive Officer, Northern Insuring Agency

Molly Ryan, Executive Director, Clinton County Industrial Development Agency

Bill Meyers, Market Area Manager, Casella Waste Management

Chris Trombley, Operations Manager, Country Malt Group

Joe LoTemplio, Editor-In-Chief, Press-Republican


Those who were joining the Forum for the first time were:


Kristina Bennett, Partner/CPA, Hoffman Eells Group CPAs

Ken Knelly, Administrator in Charge, Clinton Community College


Excitement to meet new people and learn from others was expressed by all. Two statements that set the tone for our time together were Molly Ryan’s comment, “Our region is in a strong position” and Ken Knelly’s observation that he was “struck by the resilience of this community and how people model selflessness.”


How the businesses at our table fared in 2024 began our conversation.


2024 Was Mostly Positive…


Deena Giltz McCullough

We are currently in a hard insurance market, meaning rates are rising and select coverages are difficult to obtain. The market is being driven by several factors: inflation, natural disasters, reinsurance, and regulatory pressures. This is presenting historic challenges in the industry. Despite the market, Northern Insuring Agency experienced an exceptional year, tracking above three percent growth. True to form, our team is stepping up, supporting each other, and finding new and creative ways to be consistently successful.


Molly Ryan

In 2024, the Clinton County Industrial Development Agency (CCIDA) advanced economic growth and sustainability through key initiatives, including support for the Champlain Hudson Power Express project and other renewable energy efforts. The agency utilized its nonprofit local development corporation subsidiary, the Clinton County Capital Resource Corporation, to facilitate bond financing for the CVES BOCES project, and enabling state-of-the-art workforce training facilities.


Bill Meyers

2024 has seen positive trends in most areas of our business. Safety, customer service and community and employee engagement are at the core of our successes. We worked to reduce workplace injuries and focus on being proactive in training to prevent accidents before they happen. Customer Service is using our Service Excellence Standards, a measurement of the number of our verified missed pickups. Our goal is to achieve a 99.9% score or more.


Chris Trombley

2024 saw a drastic change in our business. The frequency of craft beer consumption is declining, with 62 percent of craft beer drinkers in 2024 reporting consuming it several times a month or more. That is down from 81 percent in 2015. That is part of a broader trend of decreased alcohol consumption, as people are choosing to drink less frequently or opt for non-alcoholic or lower-alcohol alternatives. 


Joe LoTemplio

We had a decent year in 2024 as we continue to serve the community as best we can. We were able to contract with a new printer south of Montreal which brings that service closer to us, plus they deliver the papers to us.


Kristina Bennett

In 2024, our accounting firm experienced steady growth. We successfully expanded our client base, particularly among small-to-medium-sized enterprises seeking personalized financial guidance. Additionally, our digital transformation initiatives, such as integrating cloud-based accounting platforms, helped improve the efficiency and accuracy of our services. Overall, we continued to strengthen our relationships with existing clients while attracting new ones through our commitment to quality and reliability.


Ken Knelly

Clinton Community College fared well in 2024, posting an enrollment increase of 12 percent for the fall class and gaining reaffirmation of accreditation from the Middle States Commission on Higher Education. Those major accomplishments helped the college take critical steps forward as it positions itself to serve the region now and in the future. In focusing on a strong future, we have been driven by a set of success measures over much of 2024. Those include strengthening our finances, planning for the new location and supporting faculty, staff and students.


Investing in Employees…


Giltz McCullough

Each of our four divisions have recruited, onboarded and retained top talent. We filled all available positions and refined how we seek out and keep the best of the best. I am especially proud of the next generation of leaders who are saying “Yes” to more responsibilities. There is a symbiotic relationship between our current leaders and those we are growing. Also, our 10 percent corporate contribution to employees’ fully vested 401k continues to be well received and sets us apart from many local and regional businesses.


Bennett

This year we successfully addressed workforce challenges by focusing on recruitment and retention strategies that promote work-life balance and professional development. We implemented flexible working arrangements and launched a comprehensive training program to upskill our staff in emerging areas, positioning our team to meet the changing needs of clients. We’ve also focused on fostering a collaborative, inclusive workplace culture that prioritizes career growth, which has helped us reduce turnover and attract top talent.


Meyers

A key contributor to our successes in our workforce challenges has been Casella’s Kenneth A. Hier Sr. CDL Training Center. The Center, started in 2020, helps our employees earn their commercial driver’s license (CDL). The training also focuses on safety, service and our commitment to excellence. To date the Center has successfully graduated more than 300 drivers and technicians. In addition, we recently started our own diesel tech school in order to provide the necessary maintenance to keep our equipment functioning.


Trombley

In 2024 it was all about training, cross-training and promoting within our organization. Although our company did not set a record for recruiting new employees as in the past, the success stories from utilizing talent inside the organization has proven to be beneficial to our teams across our sites.


LoTemplio

Addressing the workforce challenges has been a challenge indeed, but we are glad to have a team of dedicated and committed workers who help us every day. Serving the community is the common bond and motivation among our workforce.


Knelly

The work of CCC is closely tied to the needs of area businesses and students who are, or will become future employees. Among this year’s gains has been our Emergency Medical Technician program which saw record enrollment, with 50 EMTs students and 29 Advanced EMT students now prepared to serve our communities. The program received new, cutting-edge simulation equipment courtesy of a SUNY grant for healthcare workforce training.


Uncertainty at the Border…


Ryan

The CCIDA’s 2024 economic outlook reflected resilience and strategic growth, highlighted by applications for the MicroBird project and Schluter Systems expansion, which promise job creation and economic diversification. We continue to strengthen our partnership with TDC, facilitating its initiatives to enhance local development. These efforts align with global trends of localizing production to mitigate geopolitical risks and position Clinton County as a competitive and resilient player in the global economy.


Trombley

There is an increase in financially wary consumers due to taxation and regulations which significantly influenced the financial landscape of the beer industry. High excise taxes on alcoholic beverages can lead to higher retail prices. Any new tariffs will have a negative impact.


Giltz McCullough

Approximately 25 percent of our revenue is derived in part or whole from Canadian clients. These are business clients and individuals that support the local economy. Depending on border staffing and potential closures, we collectively share an interest in the long-range health of our region and business community.


Bennett

Geopolitical factors, such as changes in tax laws and trade policies, could affect our international clients and their operations. In 2025 we will need to stay agile and responsive to these shifts, ensuring that we can guide our clients through tax and financial planning adjustments. We plan to continue investing in technology and expand our advisory services to help clients navigate these complex economic and geopolitical landscapes.


Identified Marketing Strategies…


Meyer

Casella’s marketing has shifted to deliver better and more information about topics we know our customers are interested in — recycling and sustainability. We are on more digital platforms to reach consumers where we know they look for information and are tracking metrics around engagement in a much more meaningful way.


Trombley

Recently our marketing has changed course to focus more on all customers, especially the small and medium size customers who collectively are responsible for our future growth.


Giltz McCullough

We emphasize digital marketing while continuing to support our successful local advertising vendors, like Strictly Business, which is critically important in our community.


LoTemplio

We are always looking for ways to deliver our product in the most cost-effective and timely manner.


Knelly

Clinton Community College has transformed its marketing strategies over the past year, bolstering its social media presence and targeting advertising on platforms like YouTube. Clinton also utilized local newspaper and magazine ads to promote events and key updates.


Bennett

Looking to the future, we anticipate refining our outreach efforts with a more data-driven approach, better understanding our clients’ needs and delivering highly tailored, proactive financial advice. Additionally, we expect to expand our digital presence with more interactive content and client engagement tools to enhance our relationships.


Ryan

CCIDA partnered with a marketing firm that boosted the agency’s visibility, achieving excellent web engagement in Canada. We also collaborated with the County to launch high-quality ads showcasing the region on a national level to reach a broader audience. Those efforts, combined with an expanded social media presence and active press engagement have positioned us to attract new businesses.


Important Issues in 2025…


Meyers

We will need to continue to attract, hire, train, and retain the people needed to help our business continue to improve. We strive to hire employees who share our Core Values of Service, Trust, Responsibility, Integrity, Continuous Improvement, and Teamwork. We engage our employees by providing a culture of belonging and a commitment of inclusion through our career path programs. In 2023, 44 percent of non-entry level positions were filled internally. Our focus on sustainability drives a lot of what we do, both at our sites and for our customers.


Trombley

The most important issue facing our team in 2025 will be addressing how we continue to evolve with declining sales and the effect it has on our people, facilities and future growth. This is the #1 issue for our teams regardless of what unit an employee is in. We are also focused on sustainability efforts including reducing waste and using alternative energy sources.


Giltz McCullough

Our priority will be digital transformation and implementing Artificial Intelligence for our staff to be more productive while creating a better customer experience. We have a new vendor contract that allows for quicker policy processing and frees our team to focus more on what they do best every day — connecting with customers. Second, climate related catastrophic claims are driving insurance pricing globally. We continue to encourage our clients and region to focus on disaster preparedness. The best time to plan is now, when you don’t need to do so.


LoTemplio

Being able to cover all the important news in the region is always a challenge and we will utilize the resources we have and play to our strengths.


Knelly

In addition to a continued focus on increasing enrollment, maintaining financial sustainability and meeting Middle States recommendations, the college will be relocating our campus to new buildings at SUNY in 2025. This is a foundational move for the college, placing it in a location that better fits our size and at a manageable cost. It is important for us to offer, adapt and grow our unique set of degrees from an open access campus. Students are at the center of all we do. We fill a unique niche and provide partnerships across the spectrum of our area.


Bennett

Our most significant challenge will be maintaining high levels of employee engagement and retention in a competitive labor market, particularly for qualified accountants and auditors. To address this, we will invest heavily in professional development programs in areas like international tax. Additionally, we will implement robust mentorship and career progression programs, ensuring that employees feel valued and supported. We also plan to introduce wellness initiatives to help reduce burnout during peak seasons like tax time and year-end audits.


Ryan

The most important issue facing the CCIDA team will be addressing workforce availability to meet the demands of new and expanding industries. As projects like MicroBird and Schluter Systems move forward, ensuring a skilled labor pipeline becomes critical to sustaining economic growth and attracting future investments. To tackle this, the CCIDA must continue fostering partnerships with educational institutions, workforce training programs and businesses to align development initiatives with the region’s evolving labor needs.


Bryan Hartman is the retired Vice President of Student Affairs at SUNY Plattsburgh and the Outreach Specialist at the United Way of the Adirondack Region.



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