Statewide Marketing Meeting Minutes June 2017

Statewide Marketing Session for June 2017
Submitted by Louise Norwood


The June Statewide Marketing Session was held on Wednesday, June 28th, 2017 at the Keller Williams Training Room at 168 South River Road in Bedford.  This month’s breakfast sponsor was Don Marshall of Marshall Associates.  Marshall Associates is a professional business broker that specializes in assisting small business owners that are looking to sell their business.  Small businesses, also known as Main Street businesses, are different from real estate, when it comes time to sell.  Determining achievable pricing for the businesses, conducting a confidential marketing campaign and navigating the pitfalls that can arise during negotiation and due diligence all need to be prepared if the sale is to be successful.  Marshall Associates specializes exclusively in selling businesses (with and without real estate involved) and has sold over 200 businesses in New Hampshire.  We are most appreciative of Don stepping up to the plate at the last minute to provide our group with a tempting array of breakfast treats.


Don Marshall of Marshall Associates explained the various reasons individuals may wish to sell their businesses …. Retirement; fund their ultimate retirement; relocating; health concerns; family issues; splitting assets between partners or a a financially distressed situation.  Don currently has a kennel for sale on five acres having a three bedroom home on site.  The kennel can accommodate (60) dogs and (20) cats.  Asking $750,000 with an income base of $130,000.


Robert Cruess of TF Moran as well as their associated office in Portsmouth handles everything from civil, structural, environmental sciences and all venues in the engineering realm.  They are extremely busy at this time and are currently working on six new restaurants to be brought on board in Bedford in the near future.  As is evidenced by all of the construction in and around Bedford, there is much being brought on line in Bedford in the health care industry including the new Elliot Health Care Center adjacent to The Copper Door restaurant.  That along with (25) banks and the (6) restaurants, there is much afoot in our community.  Robert commented on their most recent afterhours gathering at their office at 48 Constitution at which time Bill Jean was elected as our Affiliate of the Year and Bob Marchewka was selected as Realtor of The Year.  Congratulations to you both.  Robert announced that he will be holding another gathering at their business address on Thursday, August 17th from 5:00 to 7:00 with a “Back to School BBQ Theme”.  This should be welled attended by some 200 like minded business people so should make for an excellent networking event.  Watch for a CIBOR shout out by Allison Ropes.


Bill Jean of Fulcrum Associates, Inc. represents a construction management team headquarterd out of Amherst.  They specialize in ground up development, tenant improvements and all matter of construction services.  Fulcrum was responsible for the implementation and construction of The Copper Door, Primary Bank as well as numerous recognizable facilities in the State.  Their best area of expertise to assist the client is with their pre-construction services being involved early on to perform the most economical and time valued mode of construction.  Their performas will not only be cost saving but bring the product in on schedule.  Bill announced that he will be speaking at an event in Portsmouth tomorrow sponsored by The New England Real Estate Journal.  He advised that if you log in to the NHRE Journal’s web site you can sign up online.  Lastly, Bill let us know that Marie Bodi wished to let the group know that a Garden Party celebration will be held at The Moore Center at 195 McGregor Street in Manchester tomorrow evening honoring Mike Reed of Stebbins for his service.  She has two free tickets for anyone that is interested.


Leighton White of Leighton A. White Company deals primarily in site excavation and dabbles in real estate brokerage.  With three gravel pits and a quarry in the Milford area they can deliver a host of stone and gravel products.  Leighton said that all of their services are spelled out on their company web site at


Dwight Feeney of Enterprise Bank gave us some background on their bank explaining that they have seven locations and have the capability to lend upwards to 2-3 million dollars.  Should the loan request be under 3 million dollars, no committee meeting would be necessary making for a quick turn around.  They operate primarily in the Rockingham and Hillsborough County areas.  They have a wide scope of lending in any type of property venue including but not limited to subdivisions, industrial, and C & I.  Dwight favors owner occupied buildings as they deal very frequently in the SBA 504 realm.  A borrower can put down 10% and enjoy a fixed rate for a twenty year look out.  Dwight shared with the group a hand out displaying an SBA 504 loan example and illustration.  It would be advisable to contact Dwight for additional details.


Matt Bacon of NAI Norwood Group, Inc. has two cash buyers one of which is interested in event facilities either in New Hampshire or Massachusetts and the other is seeking multi families either Class A or High B with the caveat of no inner city type of properties.  Matt also just listed 88 acres on 161 Lowell Road in Hudson which may be appealing for a corporate campus type; multi family complex; distribution facility or a residential housing developer.  Matt also has a 13,000 s.f. space available for lease at 44 Franklin Street in Nashua having an excellent parking ratio being marketed at $10.00 psf NNN.  In addition, he has two land listings – two residential lots in Candia and a retail/office piece in Concord.


Larry Hirsch of Hirsch & Company is working with a client requiring an investment in the multi family league of a minimum of (20) units up to (50) units at market cap rates.  Larry has a great listing at 14 Tinker Avenue in Londonderry comprised of 12,200 s.f. with one tail board situated at the end of the building for great light and street presence.  With drop ceiling and fully air conditioned, the lease at $6.94 psf NNN is moderate out in the marketplace.  Larry is also marketing attractive office suites at 9 Executive Park Drive in Merrimack/Exit 11 at a great rate of $9.95 psf plus utilities.  Lastly, Larry made us aware of a large 109,000 s.f. building that he is leasing right off the Everett Turnpike.  It has been approved for auto sales and is being marketed at $4.00 psf NNN.


Kaylee Gendron of Office Interiors Ltd.  operates out of Dover, NH.  Kaylee explained that their company supports the veterans in a big way most recently donating their time and expertise in designing a vet center in Rome, Maine.  Photos of their endeavor were passed around to see their charitable accomplishment.


Jeff Brown of TD Bank is a commercial lender and is headquartered in Dover.  They handle medical lending and most recently were involved with a dental practice in Newburyport.  The scale of the loan grew from $800,000 to $2,000,000.  Their bank continues to have a quick protocol in turning loan applications around in a timely fashion.


Aaron Gill of Bank of New Hampshire operates anywhere from Concord south.  He is especially keen on working through loans with owner operators and with a family owned category of buyers.  If there is a particularly high loan hurdle, they will partner with other lenders.  Their community bank is a full service lending institution who also deal with cash management; asset management and wealth management.


Ron Fredette of KW Commercial commented that they are licensed both in New Hampshire and in Massachusetts should you have any interests in other states.  Ron has a cash buyer that is seeking either retail or office investments in the one million up to two million dollar range.  Ron has just listed a development site on 981 Second Street in Manchester which presently is an income producing property but has great potential as a redevelopment project.  The current owner has an income of $78,000.  As the asset is positioned next to KFC, Dunkin Donuts and McDonalds, the asking price is $795,000.  Lastly, Ron has a mixed use/retail type investment comprised of five units in Hooksett available at an 8% cap rate.


Dave Gambacinni of KW Commercial is seeking a two million dollar large multi or mixed use property to satisfy a 1031 exchange investor from Concord south to the beltway on 93 in Massachusetts.  Dave is also marketing a multi family at 580 Clay Street in Manchester which is 100% occupied.  The property has been well maintained and has (20) off site parking spaces.  The upside is that several of the leases are turning allowing someone to up the monthly lease rate.  Well priced at $710,000.


Justin Mikolyski of Creative Office Pavilion is currently working on a large project for KW in Londonderry from the wall treatments and office furnishings.  The project is scheduled to go online in August.  Creative Office Pavilion is proud of their presentation of goods having two showroom locations – one in Manchester and one in Boston.  As Justin explained, it is a museum like arrangement but in this case you can sit down to test the chairs and touch the wood and leather.


Brian Hansen of Team Engineering handles property assessments.  Team assists clients to better understand their buildings through inspection and design consulting services; to priortize repair and improvement objectives and to design solutions that improve the efficiency and structural integrity of building components.


Ray Sirois of Service Master Disaster operates in Rochester, NH; Wakefield, Massachusetts; So. Maine and Northeast Massachusetts.  ServiceMaster offers sixty years of experience in the industry and is in fact the industry standard for commercial, janitorial and residential cleaning services.  Their restoration services are available 24 hours per day/7 days per week.  They can respond quickly when disaster strikes providing guidance, expertise and personalized care in the event of fire, flood, mold or smoke situations.  They have been extremely busy and while the circumstances for the customer have been most unfortunate, Service Master’s continues to be in a growth pattern.


Andre Tremblay of Franklin Savings Bank has his office here in Bedford but can travel anywhere in New Hampshire to service loan opportunities.  As Franklin has no performance covenants, their entry fees are quite economical and have a rapid turn around time.  Andre is actively seeking  large apartment complexes as small as (40) units but up to (100) or (200) unit apartment buildings.  Andre solicited the group that should anyone wishing to draft an article for the CIBOR newsletter in their field of expertise, please do so and submit to Allison Ropes.  This would be a great way of advertising your business and show your professional knowledge in your given field.


Kristy LaPorte of KW Commercial introduced herself as being Ron Fredette’s marketing and associate assisting him on his various listing and selling activities.  She brought along their intern from UNH who is studying to be in the advertising realm with her major in marketing.  For additional information on aligning with an interm, please contact Kristy.


Vince Chestnut of Alpha Locksmith spent time with a property manager from Plaistow who commented that real estate brokers seldom return his keys making for more business for our friend Vince.  Vince has a first rate mobile unit and can accommodate any facility whether a gas station, warehouse, office, residential, multi unit apartment complex.  You name it, he can service all of your lock/key needs.


Steve Mangekian of Alpha Inspections provides a wide range of services from Phase 1 environmentals to a complete site assessment of various property types whether it be for a lending institution or an individual or company needing to explore their property status.  Steve travels from Laconia to York County, Maine with 40% of their business coming out of the Boston area.  There are five full time inspectors on their team with a high degree of expertise and specific software to implement the inspections of all kinds of property.  Recently they conducted an assessment of the Womens’ Prison in Goffstown working without cell phones or cameras following the rules of the house.  An extraordinary requrest to complete such detailed work.  Steve also spoke of another difficult situation where he discovered water in a crawl space in a property off Exit 1 which literally destroyed the sixty unit building.


Scott Kingsley of Primary Bank is well versed in the banking industry with many years of experience.  Primary handles residential, commercial, industrial and SBA with territory coverage in New Hampshire, Southern Maine and Massachusetts.  Scott wished to go on record saying that UNH was just awarded the safest university in the country.  Quie a feat in today’s world.


Chris Pascucci of KW Commercial explained his listing at 333 Valley Street in Manchester as being a turn key restaurant in the form of a successful pizza business comprised of 3,600 s.f. being marketed at $3,000 per month.  In addition Chris is marketing the overall building that houses the pizza parlor – this fully occupied retail center commands an 8% cap and is located across the street from The Historic Gill Stadium and is being marketed at $1,150,000.  Chris has several other new listings which are as follows – a former gas station right on the Milford Oval in Milford.  This 1,700 s.f. station could be split into two units with a retail bent; in Auburn he has a small 1,500 s.f. office offered for lease at $600 per month gross and lastly on Elm Street in Manchester Chris is marketing a retail structure which is under new ownership and is having a complete face lift.


Jeff Lessard of NAI Norwood Group is searching for one to three acres along the I-93 corridor for a gas station user preferably with municipal utilities.  Jeff went on to say that he and Jay Lee have a 5,000 s.f. turn key auto body building for sale at $650,000 with a great location within close proximity to the Manchester Regional Airport.  Lastly, Jeff has a small unit for lease to bring the property at 22 Eastman Drive up to full occupancy – he is marketing a small upstairs unit for $700 per month plus utilities.


Steve Scheiner of St. Mary’s Bank has the ability to lend as little as $100,000 to several million dollars.  Should the loan value reach up to 7.5 million, they would work collaboratively with another lending institution. St. Mary’s officially opened their doors back in 1908 with its former name being “La Caisse Populaire Ste-Marie” (The People’s Bank) and became the first credit union in the nation.  Steve parted with this high note just prior to the July Fourth week-end that the Red Sox are ahead of the Yankees!


Shurrie Trefry of VHB handles the environmental arm of the company with offices in S. Portland, Burlington and throughout New Hampshire.  Their engineering firm runs the gamut and every facet in the development world working in tandem with the State regulators and Federal to satisfy all code issues.  Shurrie spoke of the large thunder storms we have been experiencing causing havoc with storm drains with the large amount of rain fall.  Catch basins are required (after 2009) to be inspected on an annual basis.


Joe Campbell of North Branch Construction operates not only in New Hampshire but in Massachusetts and Maine as well.  They are currently working on a 15,000 s.f. addition in Hooksett at a cost of $3,000,000.  Their firm is very busy and is in need of more employees so would welcome names of reputable, hard working individuals to vet into their line of work.


Beth Chea of Wells Fargo SBA handles their national SBA account.  One of their major services is providing financing for businesses.  They pride themselves on offering fixed rate financing for a 504 first mortgage for a twenty five year term.  Beth is an experienced and accessible SBA lender who keeps the borrower’s needs front and center.  Wells Fargo is the #1 lender in the country by offering competitive terms combined with a streamlined process to make the government/SBA component of these loans transparent to the small business owners.


John Ferreiera of Chapman Construction/Design is a general contractor in the Manchester, NH region as well as in Massachusetts.  John is leaving for Senegal shortly for contributing his time and talent to a worth while cause.  This is his sixth trip to that part of that world.  Their firm has (30) licensed supers and are currently working on (25) projects.  They work exclusively on commercial projects and do not delve into the residential forum.


Joe Friedman of Brooks Properties handles property leasing, selling and the purchasing of property primarily along the I-93 corridor.  In Salem, NH Joe is marketing anywhere from 1,200 s.f. to 50,000 s.f. of Class A properties with great visibility.  Part of their large portfolio includes a great event center known as Brookstone Park located on on 14 Route 111 in Derry which can handle all of your summer events whether it be showers, weddings, family reunions, conferences or any venue requiring spacious and gracious surroundings.


Ben Brown of Fulcrum Associates expounded on the various projects their firm is engaged with price points of from $1,000,000 to $40,000,000.  One of their more extraordinary jobs is the River Front project in Nashua, NH with a combination of multi residential/retail use along the river.  They have also been very busy with BAE in Merrimack along with the Copper Door project in Salem and a redo of the NH Spine Institute.


Christine Burke of Burke Engineering explained that their firm is family owned and operated having been in the business for (13) years dealing in all types of damage whether it be smoke, water, fire or any environmental mishap.  Christine shared a recent event at a college where a freshman suffered severe respiratory and migraine headaches from his dorm residence.  The authorities traced it back to a cluster of mold in the building.  Burke Engineering can provide you with free mold assessment and will send out samples to an independent lab for testing.  Christine has a proven track record interfacing with property managers within our own community like Tom Fini who knows that Burke Engineering will do an excellent job no matter the scope of the problem.  Burke is currently looking to fill several positions with good people and will provide health insurance benefits.


Steve Jones of Building Envelope Specialists conducts hands on surveys of a building in question to ascertain  the issues and make recommendations from there.  He also reiterated a recent assessment on a university campus stemming from a mold/moisture issue that literally destroyed the building.  This is where Steve comes in on a project such as this; he found that the sheathing and cladding were not applied properly allowing the elements to enter the premises leaving mold in its wake.  The occupants just put up with it until the situation had deteriorated the integrity of the building and was compromised to the point that a full building reclad was necessary.  The building was remediated with much expense and a long arduous renovation.  Their expertise lies in assessing why these problems exist and will offer solutions to remediate with the correct materials and application.


Erik Crisman of Brookstone Builders, Inc. is an established builder offering construction management, design build, and complete commercial and industrial building solutions. They pride themselves with honesty, integrity and open communication as part of their job description handling all types of general contracting.  Look them up online at to view interesting articles.


Karen Scales of Brookstone Builders attended explaining that she is the account manager for the firm supporting Erik and their team.


Jeff Boufford of Boyd & Boufford Insurance Agency is located just across the street focusing on a niche business of insuring all types of commercia/residential buildings whether it be empty warehouses, industrial, retail or office providing all lines of commercial insurance coverage.  Jeff also spoke to the new wave of cyber hacking which he can now supply a business owner with adequate protection for short dollars.  You only hear of the large companies who experience this disruption but it effects many small firms and is never publicized.  This is an under utilized product and should be in every business owner’s best interest to select the right type of insurance product for your computers.  Jeff along with Matt Bacon are working in tandem on the CIBOR membership committee.  They are open to any ideas to grow the membership base.


Louise Norwood of NAI Norwood Group, Inc. pitched a new medical/office condo listing at 306 Riverway Place in Bedford comprised of 1,200 s.f. for sale at $155,000 or for lease at $12.00 psf NNN.  In addition she and Chris Norwood recently had a price reduction of a condo unit at 5 Pine Tree Place in Bedford from $275,000 down to $259,000.  A great buy with 2,520 s.f. of Class B+ space with handicapped ramp and nice period finishes.  Lastly, she pitched a great two acre land listing at the corner of 8 Ridgewood Road and 4 Atwood Lane in Bedford with all utilities on the street and priced at $890,000.  One of the last land offerings parallel to South River Road and in the performance zone.  A variety of conceptuals are available for your client’s review.


We had a great showing today with nearly 40 attendees.  It is almost time to find other quarters for our meetings here in Bedford so if you should know of a larger venue, please don’t keep it a secret.  We are hard pressed to accommodate everyone and set up breakfast.  And a big thank you to Don Marshall for volunteering at the last hour to be our breakfast sponsor – he was a lifesaver.  And thanks to those who have already signed up for 2018 sponsorships – the menu is full.  Great meeting and great food supplied by our friend Don Marshall of Marshall Associates.


Have a safe and enjoyable Fourth of July.  See you next month.

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