Times-Advocate, 1987-12-09, Page 2Times -Advocate. Dumber 9. 1987 Paae 5
Company diversifies, buys journals from Southam
ByYvonne Reynolds
AIS ommunications Limited, a
unique publishing and marketing
company which reaches thousands
of readers across Canada and in other
parts of the world, has recently pur-
chased two indiistriai journals from
Southam Publications, to add to its
list of high quality, well respected
magazines.
The Exeter -based company cur-
rently owns and publishes Canadian
Rental Service, Canadian Water
Well, Farm Equipment Quarterly
and Agri -book Magazine, the um-
brella for seven titles: Intensive
Cereals in Canada (winner of the
1987 "Best of CAMA" award in the
the agricultural magazine category
of the Canadian Agn-Marketing As-
sociation's yearly competition);
Seed in Canada; Corn in Canada;
Potatoes in Canada; Beans in Cana-
da; Elevator Manager and Drainage
Contractor.
For the past 10 years AIS Com-
munications Limited has also pro-
duced the official souvenir program
for the International Plowing Match
and Farm Machinery Show:
Through acquisition of the Sout-
ham publications Water and Pollu-
tion Control, serving 25,000 sub-
scribers in business, industry, the
professions and governments, and
Process Industries Canada which
goes out to 26,000 management,
supervisory and operational person-
nel in Canada's processing indus-
tries, AIS now boasts a total sub-
scription list of 165,000. Most are
located in Canada, but Drainage
Contractor has a world-wide reader-
ship.
AIS Communications Limited
changed in name, focus and owner-
ship from the time of its inception
as Agri -books Publishing Compa-
ny, part of Adrian and Julian Bay-
ley's Agripress operation in Hen -
sail. It has continued to evolve
since being purchased by Peter Phil-
lips and Peter Darbishire in 1981.
Darbishire had known the Bayleys
before coming to Canada; Julian had
acted as public relations agent when
Peter's father introduced Kongskilde
to England. While on a visit to
Canada Darbishire, a mechanical en-
gineer, accepted a job in the Laser -
f
plane division of Big O. After do-
ing some writing for Bayley, he
was asked to join Agripress full
time as technical editor in 1976.
His first duties, in addition to writ-
ing for various clients, was editing
Drainage Contractor and Farm
Equipment quarterly.
Fellow Briton Peter Phillips
brought to Agripress a background
in Agriculture and experience in ad-
vertising sales when he joined Agri -
books as publisher in 1977,
Three weeks aftes*Ptitlltps was
hired, the publishing arm of Agri -
press was separated from the agri-
cultural advertising agency, and
moved into quarters in a house
across the street. Two years later
the division was moved to Exeter,
into the Oud warehouse on High-
way 83 east.
out of Brandon, Manitoba.
"This meant a lot of business
came in one door and went out an-
other. We were vulnerable with
outside projects. Forseeing long-
term problems in agriculture, we de-
cided to concentrate on our own
publications to build a secure future
;for ourselves and our employees"
Philips gave as explanation for the
purchase.of Canadian Rental Service
three years ago.
This magazine and the accompa-
nying responsibility for organizing
the huge annual . Canadian Rental
Mart trade show in Toronto broa-
dened the company's base, made
AIS less reliant on the farm econo-
my, and provided entry into the
trade show business. Thp„iransition
was smooth and easy, as the new
publication was similar to Farm
Equipment Quarterly, and shared
"We have no worries about park-
ing spaces, just clearing snow, and
telemarketing is a real God -send",
Darbishire enthused.
The partners have no worries
about working together, either,
Phillips is responsible for the adver-
tising side of the business, and Dar-
bishire for editorial content.
Their mutual respect and liking
for each other is obvious.
"We bounce ideas off each other,
but we don't interfere in the other's
area. If something annoys one of
us, we address it right away. We
have a congenial partnership", Dar-
bishire.noted.
The two agree on the day-to-day
running of the office, which is pres-
ently staffed by advertising person-
nel Bill Branderhorst, Mary Lynn
MacDonald and Mary Truemner,
production crew Julie Turkheim,
When die Bayleys decided to con-
centrate on the ad agency, the two
Peters were given the opportunity
to buy Agricultural Information
Services Limited.
The new owners launched a suc-
cessful new magazine, WFCD
Communicator, on behalf of the
Western Fertilizer and Chemical
Dealers Association. Besides pub-
lishing company-owned magazines,
AIS Ltd. produced Landhandler for
Allis-Chalmers and Breeder and
Feeder for the Ontario Cattlemen's
Association.
The following year, AIS became
the ad sales representative for Farm
Light and Power, the largest -
circulation farm paper in the prairie
provinces.
Changes on the agricultural scene
had their effect on some of these
publications. Allis-Chalmers can-
celled its Canadian edition. The
Ontario Cattlemen switched produc-
tion of their magazine to another
company in Toronto, and AIS re-
signed from Farm Life and Power as
the western farm market shrank. As
of December, WFCD Communica-
tor became an in-house magazine
some of the same advertisers.
"Tough times are now normal
times in agriculture..:The good old
days are gone. Companies have to
adjust", Darbishire said.
At this time the company name
was changed to AIS Communica-
tions Limited to reflect the diversifi-
cation.
'The partners bought the old
ABCA office when the Authority
moved to its new quarters at the
Morrison Dam. All the cbmpany's
publications are produced there;
only the printing is done elsewhere.
AIS Communications Ltd. was at
one time the only company of its
kind to be based outside of a large
metropolitan centre. Now many
companies are moving from the cit-
ies to escape costs such as escalat-
ing rents. Darbishire mentioned
one company renting the seven-
teenth floor in downtown Toronto
whose rent is jumping from $8,000
to $17,000 per month.
Phillips and Darbishire consider
their Exeter location a distinct ad-
vantage. They like living in this
area, and favour the Detroit airport
for the many trips they have to
make by air. They can get to To-
ronto by car in a matter of hours.
Colleen Bedard and Lisa Rundle and
secretaries Jan Jeffrey, Wendy Long,
Bobbi DeKort and Susan Bell. (The
acquisition of the former Southam
journals has meant a staff increase.
Three people have been hired recent -
"Because we are out of the office
50 percent of the time, we need staff
capable of working without supervi-
sion. Without exception they can
do the job whether we are here or
not. We don't look over their
shoulders; we let them use their
own initiative and creativity, and
the system works", Darbishire said.
The partners also share the same
business philosophy. Phillips
summed it up succinctly: "Make a
profit, and have fun doing it."
The partners plan to continue to
research ideas which could be incor-
porated into AIS communications
Limited.
"We have a great track record in
agriculture, but are relatively un-
known in other fields. We have to
earn our stripes", Phillips conclud-
ed. The new magazines will provide
that opportunity.
The partners nodded in agreement.
They are confident they can meet
all future challenges.
PARTNERS - Peter Darbishire (left) and Peter Phillips display some of the
prestigious magazines published by their expanding company, AIS Com-
munications Limited.
Hopes still high for
Dan Brie receivership
A major Exeter industry went into
receivership Monday, November 30
as a result of financial action from a
Canadian bank.
However, Dan Brie plastics is
still manufacturing to fill orders and
company officials remain confident
an investor can be found to buy part
of the company to meet the require-
ments of the bank. -
"Right now we're still not 100
percent sure of what's going to hap-
pen in the next few days," said com-
pany owner Frank Zawalsky. He
suggested a number of potential in-
vestors are presently negotiating to
purchase an interest in Dan Brie,
but he declined to reveal their identi-
ties.
Zawalsky said he was "definitely"
optimistic an agreement could be
reached within the next few days,
"What we don't know is who or
when." He also hopes a shut down
of the plant will not be necessary if
a speedy settlement to this crisis
can be effected.
"Neither of the parties wants that
to happen," said Zawalsky of the
possibility of shutdown, but he also
could not rule it out entirely.
"We're trying to retain all our em-
ployees," promised Zawalsky, in-
sisting that Dan Brie is still a vi-
able business.
He attributed the receivership to
two accounts that were not paid by
customers. One customer was a
Canadian company, the other was
American.
"Last year we had a bad year," said
Zawalsky, and added it was taking a
long time to recover from the loss.
The bank forced the Exeter company
into receivership to recover its mon-
ey, and Zawalsky agreed the current
instability of the money markets
might have been a contributing fac-
tor.
Ontario's Liberal government has been accused of taking the "chicken
way out" by letting individual municipalities determine whether stores
can remain open Sundays.
The same night news of the government's brave decision was released,
the problems it will cause became evident immediately. Toronto mayor
Art Eggleton was adamant retailers under his jurisdiction would re-
main closed.
His counterpart, Mel Lastman, mayor of nearby North York was
equally emphatic with his arguments that retailers should be allowed to
open as long as they wish. "Why legislate someone who wants to work
harder, " he stressed.
If the government decision becomes law... pitting community against
community in the fight for the consumer dollar, my prediction is it
won't be long before Ontario is a seven -day -a -week province.
How could the mayor of London keep his city closed to retailers on
Sundays if St. Thomas or Woodstock was open for business?
The big chain stores would put the pressure on and in order to keep its
retailers profitable, London would have to go with the flow. In fact,
with nearby competitors open, you couldn't afford to remain closed.
If London opens... what will happen to our Exeter retailers who have
enjoyed Sundays as their own time for many years.
,Instead ef taking the family to church or enjoying a recreational activi-
ty small businessmen will have to "open the store or face the poaaibili-
ty of losing customers to those who are open.
My feelings have always been mixed about the government having any
voice in what hours retailers could open. Why stop those who wish to
work harder and longer?
If someone wants to close... that's their business. If they want to open
and make personal sacrifices themselves to ensure business success... let
them.
That's alright for large retail giants who just have to tell you to
work... while the owners and stockholders are relaxing somewhere en-
joying their Sundays and holidays.
Small retailers, like those in Exeter and surrounding centres. are not in
the same fortunate position. How can you hire someone to work Sun-
days when you could be struggling to make ends meet now. The solu-
tion... you guessed it... work yourself or risk the chance of losing your
customers.
The following are comments by some of our local busineu people
who were asked: "Do you think individual municipalides should be al-
lowed to decide whether retailers can open Sunday?"
Norm Whiting of Whiting -Miller Carpet sd Drapery suggested the
ja vernment never put much thought into the decision. "You can't create
bowtdaries between municipalities," he said. "I see no need for opening
on Sundays. Extra hours meant extra operating costs. We used to do
business five days a week, then it became six days but I don't see how
being open everyday will increase sales," Whiting said.
Barry Finch, Canadian Tire dealer in Exeter said he personally is
against opening on Sundays but he would if forced into it.
He said he is not in favor of the government telling a Orson how to
earn a living. Finch believes some municipalities opening will force
others to follow suit whether they want to or not.
only need for being open Sundays is in tourist areas," Finch con -
Gary MacLean, of MacLean. feels the owners of large stopping
centres will push for Sunday openings. MacLean said "these mall-own-
ers
alfown-
ers usually receive a percentage of .aka from every store leasing from
them resulting in increased revenues for them since their fixed overhad7
costs would barely change when opening one more day."
He said "the movement will travel from Toronto to London inetaody
resulting in Sunday shopping available 30 minutes down the rod (from
Exeter).
"The issue is absurd," he stressed. "I do not agree with Sunday open-
ings. Sunday is a day to spend as you please, primarily with family for
relaxation and worship."
MacLean believes It is a novelty when one business opens and usually
results in big business: however, when everyone stays open you will
just end up spreading six days business over seven. If our customers
require
uire more shopping hours, evenings would be the solution," he add -
He said retailers have a major investment in their business as do fann-
er and business people of all types. When faced with adverse conditions
such as competitors opening on Sundays, we are left with no alternative
but to remain open to protect our investment.
MacLean concluded by saying, "for the sake of our staff and ourselves,
I hope this will never happen.
Exeter mayor Bruce Shaw agrees 100 percent with those who have
called the Liberal decision the chicken way out."
Shaw was empathic when he said "Sundays should be left for enjoying
life, nature or each other. There is no need to turn Ontario into another
United States."
The mayor sees confusion being created by allowing each municipali-
ty to take a stand on Sunday shopping. "I see the need for a few conven-
ience stores and gas stations being open, but not everybody," hebaid.
When asked what he would do if neighbouring towns opened creating
competition for Exeter retailers, Shaw said he would respond to the
wishes of the B.I.A.
Jon Dlnneyof Dinney Furniture believes Sunday shopping hours
should be controlled by the Ontario government and not individual com-
munities. "Province -wide shopping regulations should be the same for
all," he stressed.
Dinney sees sbmc benefit in some types of Sunday shopping but be-
lieves Sundays should remain as a day of rest and a day where people
spend time with their families.
Mike Williamson of Frayne Chev-Olds describes the decision by
the Ontario government as "bad news". In his business Williamson
says there certainly is ample time for people to shop. "We're open
nights and Saturdays year-round. We're very conscious of being availa-
ble for our customers, Williamson added.
WllWmaon feels business will be forced to open to compete. "The
only wayfight ih would be for the public to boycott retailers who
d.
Bob Swartman of Swartman Fashions, with stores in Exeter,
Ooderich and Tillsonburg Nuts the move by the Liberals in Toronto is
ridiculous. "They've shirked their responsibility by putting the deci-
sions over to municipalities. "What happens if Exeter stores are forced
to close while nearby stores open?" he asked.
"The municipalities v411 bow to retail pressure and retailers will even-
tually be allowed to do whatever they want", he said.
Swartman places his operation in the larger than small business cate-
gory because of his three locations.
"If we're forced to open longer more staff will have to be hired and this
will increase our cost of selling, " he said.
Swartman believes this will result in consumers paying higher prices
for merchandise. •
****************************************
Dashwood and area people have captured the spirit of Christmas this
year by asking people who attend their annual program to bring toys,
used clothing and non-perishable groceries.
The festivities begin Saturday at 2 p.m. in the Community Centre.
Program chairman, Earl Keller of the Dashwood Men's Club, which
sponsors the annual event, said there will be lots of fun for the young-
sters with the featured guest (Santa) arriving at Spm.
******* ***************•****•******
Carolyn Bradford of Woodham has opened a craft store called That
Country Feelingin her home. The opening was last Saturday and Caro-
lyn is looking for talented individuals who wish to sell their handiwork
to display their work in her outlet.
*************************************
Teen Volunteer replaced the title of "Candy Striper" at South Huron
Hospital a few years ago but until Shawn McFalls joined the organ-
ization recently it's been an all female group.
Verla Russell of the Hospital Auxiliary told me she hopes more
males will follow Shawn's example and offer their services. Anyone
who is interested in volunteering is asked to call Teen Volunteer con-
vener Agnes Aunger at 235-2877.
****************************************
Quote of the Day
No one can make you more humble than the repairman who discovers
you've be en trying to fix it yourself.
TRetailers
IMoan clip and return to the T -A
luso th• mall or d•Ilvr to our otflc•
1 Do you think Sunday hours should Q
lin controlled by the Province?
1 Will �s hurt your
business?
i Should retailers be allowed to open
t