MAY 2, 2016 I SOUTHERN TIER BUSINESS JOURNAL I 1CNYBJ.COM

SOUTHERN TIER MANUFACTURERS

Ranked by No. of Southern Tier Employees

Rank

NameAddressPhone/WebsiteEmployees:Southern TierCompanywide

AnnualRevenueProducts Manufactured Locally

Top Local Executives YearEstab.

1. Lockheed Martin Mission Systems & Training

1801 State Route 17COwego, NY 13827(607) 751-2200/lockheedmartin.com/ms2

2,700126,000 $46B provides systems engineering, software development,

and complex program management for global security,

civil, and commercial marketsDan Spoor, VP & Owego General Manager

Greg Larioni, VP & Syracuse GeneralManager 1957

2. The Raymond Corporation20 S. Canal St.Greene, NY 13778(607) 656-2311/raymondcorp.com

1,7002,000 NA

designs and manufactures manual and electric lift

trucks, fleet management, and end-to-end warehousesolutions Mike Field, Chief Executive Officer

Tim Combs, President Sales and Marketing1922

3. BorgWarner Morse Systems800 Warren RoadIthaca, NY 14850(607) 257-6700/borgwarner.com

1,50030,000 $8B broad expertise and customized solutions for variable

cam timing, chain-driven engine timing systems, and

drivetrain chains for front-wheel-drive transmission and

transfer case applicationsJoseph Fadool, President & General

Manager1880

4. BAE Systems1098 Clark St.Endicott, NY 13760(607) 343-6141/baesystems.com1,20085,000 $25M

software, systems integration, support for defense

applications, electronic-control and power-mgmt.

systems for military, commercial air, and land vehiclesMike Kosydar, Site Executive

1949

5. Chobani147 State Highway 320Norwich, NY 13815(607) 337-1246/chobani.com 1,000

NA $2B

Greek yogurt

Hamdi Ulukaya, Founder & CEO

Kevin Burns, Interim President & COO 2005

6. CAF USA300 E. 18th St.Elmira, NY 14903(607) 732-5251/cafusa.com 8007,632 NA

American railcar production facilityMark J. Smith, Director of Manufacturing 1986

7. IBM Corporation1701 North St.Endicott, NY 13760(607) 429-5556/ibm.com 720386,558 $82B

service provider and manufacturer of hardware,

software, & other technology products Virginia M. Rometty, Chairwoman & CEO,IBM

1911

8. Hilliard Corporation100 West Fourth St.Elmira, NY 14902(607) 733-7121/hilliardcorp.com 675

675 NA motion-control and oil-filtration equipment, differentials

for numerous models of Polaris ATVs Jan van den Blink, Chairman & CEO1905

9. Frito-Lay, Inc.10 Spud RoadBinghamton, NY 13904(607) 775-7000/fritolay.com 550

50,000 $15B snack products (Lays, Wavy Lays, Ruffles, Fritos, Doritos,

Tostitos, Munchos)Mitch Hamilton, Director of Manufacturing 1974

10. Hardinge Inc.One Hardinge DriveElmira, NY 14902(607) 734-2281/hardinge.com 4151,500 $312M CNC lathes, machining centers, knee mills, grinders,

workholding and rotary products Richard L. Simons, President & CEO1890

11. Depuy Synthes35 Airport RoadHorseheads, NY 14845(607) 271-2500/synthes.com 400

NA $9M develop, produce, and market instruments, implants and

biomaterials for the surgical fixation, correction, and

regeneration of the human skeleton and its soft tissuesRonald Lerner, Plant Manager

1974

. i3 Electronics, Inc.1701 North St.Endicott, NY 13760(866) 820-4820/i3electronics.com400400 NA

vertically-integrated provider of high-performance

electronic packaging solutions Jim Matthews, Jr., President & CEO2013

13. Buckingham Group, Inc.1-11 Travis Ave.Binghamton, NY 13904

(607) 773-2400/buckinghammfg.com309319 NA climbing and fall-protection equipment for linemen and

arborists

H. Andrew Batty, Jr., President

James Pennefeather, VP Sales andMarketing

James Nichols, VP HR & Materials

1896

14. Norwich-An Avolgen Company

6826 State Highway 12Norwich, NY 13815(607) 335-3000/norwichpharma.com

2922,300 NA

pharmaceutical manufacturer

Charlie Andrews , VP Operations1887

15. Unison Industries5345 State Hwy.12Norwich, NY 13815(607) 335-5000/unisonindustries.com275

2,065 NA power generation and control systems for gas turbine

engines, metal encased ignition leads, sensors, pressure

& limit switches, bellows, space ignition systemsGary Cummings, Director of Operations 1980

16. Vulcraft of New York, Inc.621 Main St.Chemung, NY 14825(607) 529-9000/nucor.com 250

23,700 $140M carbon steel in joists, joist grinders, composite floor

joists, special profile steel trusses, floor and roof deck Thomas Batterbee, General ManagerTricia Als, Controller

Tom Schlickbernd, Sales Manager2001

17. F. M. Howell & Company79 Pennsylvania Ave.Elmira, NY 14904(607) 734-6291/howellpkg.com 200

200 NApackage design, manufacturing, and assembly of

packaging for pharmaceutical, industrial, and consumer

products industries Katherine H. Roehike, President & CEO 1883

18. Golden Artist Colors, Inc.188 Bell RoadNew Berlin, NY 13411

(607) 847-6154/goldenpaints.com183200 NA global manufacturer of professional quality artist paints

and mediums, including GOLDEN Acrylics, Williamsburg

Oils, and QoR Watercolors Mark Golden, CEOBarbara Schindler, President & COO

Jim Henderson, CFOGreg Sheldon, Operations Manager

1980

19. CWS Contract Packaging17 Midland DriveNorwich, NY 13815(607) 334-5366/cwspackaging.com

175175 NA

contract packaging and assembly services, flow

wrapping, blister carding, club packs, shrink wrapping,

eco-friendly green packaging, electrical and mechanical

assembly Lisa Berard, Executive Director

Jason Lasicki, VP, Sales and Marketing

Eric Moore, Director of Operations

Beatrice Miller, Manager, QualityAssurance

1964

20. Endicott Precision, Inc.1328-30 Campville RoadEndicott, NY 13760(607) 754-7076/endicottprecision.com

120120 NA

precision sheet-metal fabrication, stampings,

weldments, CNC mill & waterjet machining, mechanical

assembly Ronald Oliveira, General & Sales Manager 1960

THE LISTS:

SOUTHERN TIER

MANUFACTURERS6

BRIEFS 2

PEOPLE ON THE MOVE 6

SOUTHERN TIER JOBS DATA 2

THE LIST 6

INDEX:

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People on the Move: Southern Tier’s new hires & promotions. Page 6.

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All Moved In: Best Bagels in Town settles into new space.

Page 3.

S O U T H E R N T I E R

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CASCUN FARM SALES SKYROCKET

2 I SOUTHERN TIER BUSINESS JOURNAL I MAY 2, 2016CNYBJ.COM

COMING UP:June 20 Issue:Top Ranks List: Chambers of Commerce

August 8 Issue:Top Ranks List: Highest-Paid Occupations

September 19 Issue:Top Ranks List: Largest Employers

October 24 Issue:Top Ranks List: Nonpro� ts

December 5 Issue:Top Ranks List: Credit Unions/Banks

STBJ Data & Details STBJ Briefs

Robert J. Hanafin settles into new Binghamton office

BINGHAMTON — Robert J. Hanafin, Inc. — a division of Insurance Office of America (IOA), a national insurance agency — formally opened its new office in the Kilmer Building in Binghamton on April 28 with a ribbon-cutting ceremony.

Robert J. Hanafin was formerly located at 204 Washington Ave. in Endicott and decided to move for technological and financial reasons.

“We needed upgrades of fiber optics in our office phones and computers,” Michael Coleman, VP of Robert J. Hanafin, tells STBJ. “It was $50,000 to install it in our old building, so we decided to move.”

Robert J. Hanafin moved to the new office on April 18.

The square footage of the new Binghamton location is the same 7,000 square feet as the Endicott office. The previous office was situated on three floors of a standalone building, while the agency is now all on one floor (the second floor), making it easier for the workers in the information technology service department, insurance producers, and customer-service rep-resentatives to communicate with each other, Coleman says.

Binghamton was an ideal location for the new office because of the resurgence in the downtown area and because many of Robert J. Hanafin’s clients are located there, he says.

The agency started looking for a new office last October. It used the Harkness Commercial

Realty Group as its real-estate broker, according to Coleman.

Robert J. Hanafin has 17 employees. With the move, the insurance agency wants to hire three account executives and two producers, Coleman says.

Robert J. Hanafin generates $35 million of premium volume per year, he says.

Parent company IOA has been generating 15 percent annual revenue growth, which the com-pany is hoping to continue, Coleman says.

Clients include construction companies, developers, and other business customers, as well as consumers for homeowners’ and auto-insurance policies, Coleman says.

IOA is owned by Valli and John Ritenour, who founded the firm in 1988. The firm says it has more than 1,000 employees and is ranked by the Insurance Journal as the 10th largest privately-held insurance agency in the nation. IOA acquired Robert J. Hanafin last December.

WRITERS/EDITORS:

Eric Reinhardtereinhardt@cnybj.com315.579.3915

Norman Poltensonnpoltenson@cnybj.com315.579.3916

Adam RombelEditor-in-Chiefarombel@cnybj.com315.579.3902

Tompkins Financial declares quarterly dividend of 44 cents a share

ITHACA — Tompkins Financial Corp. (NYSE: TMP) recently announced that its board of directors has approved payment of a quarterly cash dividend of 44 cents a share.

The dividend is payable on May 16 to com-mon shareholders of record on May 3. It is the same amount as the dividend that the banking company paid in each of the last two quarters.

Tompkins Financial reported net income of $14.2 million in this year’s first quarter, up nearly 12 percent from $12.7 million in the same period in 2015.

Tompkins Financial is a financial-services company serving the Central, Western, and Hudson Valley regions of New York and the Southeastern region of Pennsylvania. Headquartered in Ithaca, Tompkins Financial is parent of Tompkins Trust Company, Tompkins Bank of Castile, Tompkins Mahopac Bank, Tompkins VIST Bank, Tompkins Insurance Agencies, Inc., and offers wealth-management services through Tompkins Financial Advisors.

Tompkins Trust is the number one bank in the Ithaca metro area — ranked by deposit market share, with a 62 percent share of all market deposits — according to FDIC statis-tics.

Maria CarbonaroAssociate Editormcarbonaro@cnybj.com315.579.3910

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NEWS ALERTS

The Kilmer Building at 31 Lewis St. in Binghamton.

PHOT

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EDIT:

IOA

Southern Tier job growth mixed in the last year, Labor Department reportsThe Binghamton and Ithaca regions gained

jobs in the past 12 months, but Elmira–area em-ployers shed positions.

That’s according to the latest monthly employment report that the New York State Department of Labor issued on April 14.

The Binghamton area gained 600 jobs be-tween March 2015 and this past March, an in-crease of 0.6 percent.

The Ithaca region added 400 jobs in the same 12-month period, an increase of 0.6 percent.

However, the Elmira area lost 500 jobs in the last year, a 1.3 percent decline. That’s the larg-est percentage job loss of any metro area in the state in the past 12 months, according to New York Labor Department data.

New York state as a whole gained 141,500 jobs, in the last year, an increase of 1.6 percent. The state economy added more than 14,000 jobs between February and March of this year, a rise of 0.2 percent.

Private-sector jobsThe Binghamton region gained 700 private-

sector jobs between March 2015 and this past March, a rise of 0.9 percent.

The Ithaca area added 500 private-sector positions in the last 12 months, an increase of

0.8 percent.However, Elmira–area private-sector employ-

ers shed 300 jobs in the last year, a decline of 0.9 percent. That’s again the biggest percentage job loss of any metro area in the state.

New York state’s economy added nearly 134,000 total private-sector jobs, a 1.7 percent gain in the last 12 months, with most of those positions located Downstate.

The state also gained nearly 13,000 private-sector jobs, a 0.2 percent increase, in the last month, the state Labor Department reported.

The state’s private-sector job count is based

on a payroll survey of 18,000 New York state employers that the U.S. Department of Labor conducts.

New York state’s unemployment rate re-mained unchanged at 4.8 percent in March, compared to February, the department said in its news release. But the rate is down from 5.6 percent in March 2015.

The federal government calculates New York’s unemployment rate partly based upon the results of a monthly telephone survey of 3,100 state households that the U.S. Bureau of Labor Statistics conducts.

Change in total nonfarm and private-sector jobs March 2015-March 2016

MAY 2, 2016 I SOUTHERN TIER BUSINESS JOURNAL I 3CNYBJ.COM

Best Bagels in Town settles into smaller space in owners’ hometownBY JULIA SMITHContributing Writernews@cnybj.com

APALACHIN — Best Bagels in Town, a Southern Tier neighborhood bagel shop, moved to a smaller location in Apalachin on Feb. 21 and formally opened on March 24.

Co-owner Erryn Wilson says the busi-ness moved from a 3,100-square-foot space in Vestal to a 1,000-square-foot location at 8836 Route 434 in Apalachin.

“The facility is smaller but more cen-trally run,” Wilson says. “It’s easier to maintain and suits our image. It’s cozier and warmer.”

Small tables are sprinkled around the shop with seating by large windows. Customers can now fix their own coffee at a new coffee station. Wilson estimates the shop can hold two dozen people. “I’m in the bagel business so we count by the dozens,” she quips.

Wilson says she and her husband, Mike, wanted to move back to their hometown and centralize their lives.

“We have three kids and do work out-side the bagel shop,” Erryn Wilson says. “We were born and raised here, so we came home and are so excited and hope for a reciprocal vibe from the community.”

Erryn Wilson, 38, also teaches pre-school at Park Terrace Nursery School in Apalachin and her husband and co-own-er works in manufacturing at Lockheed Martin (NYSE: LMT) in Owego. Erryn and Mike Wilson’s original plan was for the bagel shop to be Erryn’s full-time job, but she is also passionate about teaching.

“In an ideal world, yes, we’d both work full-time here, but my husband can’t give up his benefits and I love teaching,” she says. “Life is crazy. Our kids are growing every single day and we need to centralize.”

A typical day for the couple starts at 3 a.m., heading to their separate jobs, then coming back to Best Bagels in Town to work the closing shift. After closing around 6 p.m., they take their kids to their sports practices. “No matter how late at night, we always try to have dinner togeth-er by the end of the day,” Erryn Wilson says. Constantly on the go, she says this relocation will make day-to-day tasks run smoother for the family.

The Wilsons’ three kids are 3, 10, and 12 years old, with some regular customers watching the youngest grow up before their eyes, Erryn Wilson says. “The 3-year-old comes with me from pre-K to the bagel shop. She sets up at a table with crayons in front of our customers,” Wilson says.

Best Bagels in Town opened in 2010 in Vestal. The move to Apalachin, which is roughly six minutes away from the original location at 228 Vestal Parkway E., took a total of six days.

“We closed on the 14th [of February] and began the move, opening in the new location Feb. 21,” Erryn Wilson says. “It cost us a lot, several thousands of dollars, and was funded by my husband and me.”

The work did not involve renovations made to the new location. “We just cleaned and redecorated. My mom helped a

lot, all of our family pitched in,” she says. On opening day, the shop had a “phenom-enal” turnout, with more than 50 people crowding into the small store space.

Best Bagels in Town is a franchise business with only two other locations in Binghamton and Endicott; the Wilsons pay monthly royalties to a franchise owner they declined to name. Each store chooses autonomously what ends up on the menu, giving the Wilsons the chance to cater to their own customers.

One of the shop’s popular items, a break-fast pizza, was not on the franchise menu but

was created after a demand for it. Best-selling items include the sausage, egg, and cheese jalapeno bagel breakfast sandwich, buffalo chicken salad, and cheese steak sandwich.

“This is truly a labor of love made by your neighbor, your friend,” Erryn Wilson says. “Homemade is everything; we don’t cheat, we don’t skimp.”

Best Bagels in Town has 13 part-time employees and is currently looking to fill two to three more part-time spots, she says. The bagel shop is open Monday to Friday from 6 a.m. to 4:30 p.m. and is open 6 a.m. to 2 p.m. on the weekends.

PHOTO CREDIT: BEST BAGELS IN TOWN FACEBOOK PAGE

Erryn Wilson, co-owner of Best

Bagels in Town, with a fresh batch of brownies in the

company's Apalachin location. The

business moved from a 3,100-square-foot

space in Vestal to a 1,000-square-foot

store at 8836 Route 434 in Apalachin.

Change in total nonfarm and private-sector jobs March 2015-March 2016

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4 I SOUTHERN TIER BUSINESS JOURNAL I MAY 2, 2016CNYBJ.COM

The chickens have come home to roost. — Robert Southey

BY NORMAN POLTENSONnpoltenson@cnybj.com

GREENE — Southey’s idiom appeared in 1810 on the title page of his poem “The Curse of Kehama.” His meaning was that curses are like chickens; they always come home to roost. Translation: your bad deeds always catch up with you. Don’t tell that to Andrea and Don Cascun (kas-KOON): their chickens are a blessing.

“Don came home one day with 100 chicks,” says Andrea Cascun, co-owner with her husband Don of Cascun Farm, Inc. “His idea was to raise the chicks and process the chickens for sale. The purpose was to help pay the taxes on the 125-acre farm owned by Don’s parents and to fund the farming lifestyle we both loved. Our sales in the first year of business (2012) were $50,000. The next year our sales grew 777 percent and then doubled in 2014 and again in 2015.”

Both Cascuns had grandparents, great-grandparents, and great-great grandparents who operated dairy farms. “Farming is in our blood,” Andrea Cascun continues. “We are also committed to natural food which involves minimal processing, contains no artificial additives, no growth hormones or anti-biotics, natural feed (no animal bi-products), free-range for the animals, and humane slaughtering. To us, natural food is locally sourced to guarantee freshness. Don’s 100 chicks soon grew to 5,000 chick-ens, and our … [enterprise] expanded to include raising turkeys, goats, rabbits, and lambs. To handle the [explosive] growth, we built a processing facility in a barn on the farm. Cascun Farm also sourced beef, pork, and even quail and squab from re-gional farmers to complement their own products. In April 2013, we created a d/b/a and opened The Butcher Block and Farm Market. It served as an outlet for our poultry and meats. Last year, we set up a second corporation called The Butcher, the Baker, and the Sandwich Maker, Inc. and

rebranded the business. In December, we reopened as a deli/bakery/butcher shop, located on the main street in Greene.”

OJT TrainingThe Cascuns learned to raise poultry

through on-the-job-training. “In the begin-ning, it was all trial and error,” reflects Cascun. “The process sounds easy: buy the chicks, feed them for eight weeks, harvest and package them, and sell the product. We set up brooder boxes to keep the chicks warm and kept the water, starter-feed, and bedding clean. Every evening, the fam-ily would round up the wandering chick-ens and drive them into hoop houses. We learned to cover the openings with wire to prevent predators, especially the neighbor-hood owls, from enjoying … [our bounty]. We also learned that nature has a way of interfering with the best plans. One day, a sudden storm came up and drenched our brood before we could get them to shelter. That night we lost 750 to pneumonia.”

The two-person start-up company now employs 17 people: five on the farm and 10 at the deli/café store plus Don and Andrea. In 2015, the couple processed more than 50,000 pounds of meat and poultry, including some animals from area farmers. They have successfully parlayed the original $50,000 in sales to an estimated $1.5 million-plus (consolidated figures) in 2015 (STBJ estimate).

National trendsThe Cascuns are riding a national wave

of consumer demand for natural and lo-cally produced food. According to a 2014 Consumer Reports study, 66 percent of con-sumers are checking to see whether their food is locally produced, and 59 percent want to know whether it’s natural. Seventy-five percent of consumers also expect that their meat and poultry will be raised humanely. A 2014 study by the Food Marketing Institute (FMI) identified several macro trends in eating and shopping, including consumers’ higher expectations from their food and

SEE CASCUN FARM, PAGE 7 4

Cascun Farm sales skyrocket

Andrea and Don Cascun stand in their recently opened deli/café in Greene, called The Butcher, the Baker, and the Sandwich Maker. The couple has parlayed an investment in 100 chicks into a multi-million dollar meat and poultry business. The explosive growth of their enterprise has the two entrepreneurs searching for a 7,500-square-foot building to serve as a processing plant.

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MAY 2, 2016 I SOUTHERN TIER BUSINESS JOURNAL I 5CNYBJ.COM

BY NORMAN POLTENSONnpoltenson@cnybj.com

BINGHAMTON — The national statistics are stark. On average, Americans sit 11 hours per day. For people 35 and older, 20 percent of deaths are attributed to a lack of physical activity. Less than 20 percent of the U.S. workforce holds physically active posi-tions. Sedentary lifestyles are estimated to cost the country $24 billion in direct-medical spending.

The typical remedy involves turning off the TV or computer, getting your derrière off the sofa, and exercising to stimulate cardio activity. Enter Heart Partner, a product devel-oped by Binghamton–based Sonostics, Inc. to eliminate common symptoms associated with prolonged sitting, such as lower-limb edema, cold hands and feet, fatigue, varicose veins, leg cramps, restless-leg syndrome, dizziness, fibromyalgia, osteoporosis, achy muscles and joints, blurry vision, memory lapses, and difficulty concentrating. Heart Partner doesn’t ask you to exercise; rath-er, its remedy is counter-intuitive: Remain seated and simply place the balls of your feet on a machine that vibrates at a specific frequency and pattern. Voila, an easy cure for secondary-heart insufficiency.

“The reference to a second heart confuses most people,” says Kenneth J. McLeod, an entrepreneur-in-residence at Binghamton University and the director of the Clinical Science & Engineering Research Center at the university. McLeod is also president & CEO of Sonostics. “The symptoms [noted above] are common in people who sit for long periods. All of them can arise as a result of blood pooling in the lower extremities of the body. A low fluid return to the heart re-duces blood circulation in both the upper and lower body. The lack of proper fluid return is generally the result of insufficient soleus-muscle activity. (The soleus muscle is located in the calf of the lower leg and serves as the major body pump for returning blood to the heart.) We developed Heart Partner specifi-cally to retrain the soleus muscles to reduce or eliminate a host of symptoms.”

The Heart Partner provides a 50-micron displacement to the sole of the foot at 45 hertz, a setting designed to optimally stimu-late mechanoreceptors on plantar surfaces. The machine vibrates at this setting for one minute and turns off for two minutes, a pat-tern that mimics the soleus muscle’s natu-ral contraction cycle. “The plantar surface contains a specific type of mechanoreceptor called Meissner’s Corpuscles, which are spe-cialized nerve-endings in the skin,” continues McLeod. “These serve to activate the soleus muscle through a reflex arc, which pumps the fluid in the lymphatics and the deep veins back to the heart and, in turn, reduces venous-tissue pressure and increases cardiac output.”

Sonostics is a for-profit company estab-lished to commercialize innovative biotech research at Binghamton University. Founded in 2008 by McLeod and Chuck Schwerin, who remains a company board member and also is a small-business adviser to the Small Business Development Center in Binghamton, Sonostics originally focused on diagnostics for early identification of muscle imbalance. In 2010, the company released a trademark product called MyoWave, a device for the non-invasive assessment of muscle performance and the detection of muscle imbalance, and entered into a sales agreement with BioPac Systems. The next

focus was on adults engaged in sports. “In the summer of 2013,” notes McLeod,

“we totally restructured the operation and converted to a hardware company, which in-cluded replacing the original board with new directors. Heart Partner is our first product, designed to help 20 percent of the population with a non-invasive solution to inadequate ve-nous and lymphatic return (rate of fluid flow back to the heart). After two years of testing and market validation, we released the first generation of Heart Partner on Oct. 1, 2015.”

“At this stage,” says Schwerin, “Sonostics is a wellness company. That means that

Heart Partner is classified as an exercise device, not subject to FDA (Food and Drug Administration) oversight. While we sell [Heart Partner] units to individuals who contact us, we are not working the consumer market. Our primary focus is on reaching public and private companies and

Community Bank, N.A.’s parent company, Community Bank System, Inc., was ranked as the 8th-best bank in a listing of the Best and Worst Banks in America according to Forbes magazine.

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Sonostics launches Heart Partner Ken McLeod, a co-founder of Sonostics, Inc., explains how its recently released product — Heart Partner — will morph into a third-generation, electromagnetic insole.

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SEE SONOSTICS, PAGE 7

6 I SOUTHERN TIER BUSINESS JOURNAL I MAY 2, 2016CNYBJ.COM

THE LISTResearch by Vance Marrinervmarriner@cnybj.com(315) 579-3911Twitter: @cnybjresearch

Upcoming Lists:

June 20:Southern Tier Chambers of Commerce

August 8:Southern Tier Highest-Paid Occupations

ABOUT THE LIST

Information was provided by representatives of listed organizations and their websites. Other groups may have been eligible but did not respond to our requests for information. While The Business Journal strives to print accurate information, it is not possible to independently verify all data submitted. We reserve the right to edit entries or delete categories for space considerations.

The geographic scope of this list encompasses Broome, Chemung, Chenango, Tioga, and Tompkins counties.

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Electronic versions of all of our lists, with additional fields of information and survey contacts, are available for purchase at our website: cnybj.com/ListResearch.aspx

WANT TO BE ON THE LIST?

If your company would like to be considered for next year’s list, or another list, please email: vmarriner@cnybj.com

ARCHITECTS & ENGINEERS

Bergmann Associates has hired ELENA MOXON as an administrative as-sistant in its Horseheads office. Before joining Bergmann, she worked at Iowa Concrete Paving Association in Ankeny, Iowa. Moxon has a bachelor’s degree from California State University East Bay.

Keystone Associates Architects, Engineers and Surveyors, LLC, announced that ETHAN JONES has joined the firm as an architectural technician in the archi-tectural department. He has one year of experience in project design of renova-tion and expansion projects for educational, residential, and commercial facilities. Jones has a bachelor’s degree in architecture

from Marywood University in Scranton, Pennsylvania. GLENDA BETH DICKSON has joined Keystone as an architectural design-er. She has more than 22 years experience in architectural design and construction administration for a variety of project types. Dickson holds an associate degree in draft-ing and design technology from Lawson State Community College in Bessemer, Alabama, and studied building construction at Auburn University, also in Alabama.

ENVIRONMENTAL

MEREDITH REESE recent-ly celebrated her two- year anniversary with Jennings Environmental Management, Inc. as an assistant administra-tor and has now been promoted to executive

administrator. She is responsible for ad-ministrative operations and field support.

LAW

Coughlin & Gerhart, L.L.P announced that attorney BRUNO COLAPIETRO has become of counsel with the firm. A graduate of Hamilton College, he received his law degree from Cornell Law School in 1960. Colapietro began practicing as an attorney with the Department of Justice Criminal Division in Washington, D.C. and then became a partner at Chernin & Gold. He most recently served as of counsel with Levene Gouldin & Thompson. Colapietro was also a former instructor at Hinman College, now Binghamton University, adjunct pro-

fessor of law at Cornell Law School for 30 years, president of the Broome County Bar Association, and is currently a chairman of the Broome County Legal Aid Child Support Matters.

SALES

Southern Tier Harley-Davidson has promoted JASON MACE to sales manager. He has been with Southern Tier Harley-Davison for three years, working in mo-torcycle sales. Mace previously worked as an investigator for workers’ compensation. n

People on the Move NEWS

Moxon

Reese

ColapietroSend your People-On-the-Move News to movers@cnybj.com

SOUTHERN TIER MANUFACTURERSRanked by No. of Southern Tier Employees

Rank

NameAddressPhone/Website

Employees:Southern TierCompanywide

AnnualRevenue Products Manufactured Locally Top Local Executives

YearEstab.

1.Lockheed Martin Mission Systems & Training1801 State Route 17COwego, NY 13827(607) 751-2200/lockheedmartin.com/ms2

2,700126,000

$46B provides systems engineering, software development,and complex program management for global security,

civil, and commercial markets

Dan Spoor, VP & Owego General ManagerGreg Larioni, VP & Syracuse General

Manager

1957

2.The Raymond Corporation20 S. Canal St.Greene, NY 13778(607) 656-2311/raymondcorp.com

1,7002,000

NA designs and manufactures manual and electric lifttrucks, fleet management, and end-to-end warehouse

solutions

Mike Field, Chief Executive OfficerTim Combs, President Sales and Marketing

1922

3.BorgWarner Morse Systems800 Warren RoadIthaca, NY 14850(607) 257-6700/borgwarner.com

1,50030,000

$8B broad expertise and customized solutions for variablecam timing, chain-driven engine timing systems, and

drivetrain chains for front-wheel-drive transmission andtransfer case applications

Joseph Fadool, President & GeneralManager

1880

4.BAE Systems1098 Clark St.Endicott, NY 13760(607) 343-6141/baesystems.com

1,20085,000

$25M software, systems integration, support for defenseapplications, electronic-control and power-mgmt.

systems for military, commercial air, and land vehicles

Mike Kosydar, Site Executive 1949

5.Chobani147 State Highway 320Norwich, NY 13815(607) 337-1246/chobani.com

1,000NA

$2B Greek yogurt Hamdi Ulukaya, Founder & CEOKevin Burns, Interim President & COO

2005

6.CAF USA300 E. 18th St.Elmira, NY 14903(607) 732-5251/cafusa.com

8007,632

NA American railcar production facility Mark J. Smith, Director of Manufacturing 1986

7.IBM Corporation1701 North St.Endicott, NY 13760(607) 429-5556/ibm.com

720386,558

$82B service provider and manufacturer of hardware,software, & other technology products

Virginia M. Rometty, Chairwoman & CEO,IBM

1911

8.Hilliard Corporation100 West Fourth St.Elmira, NY 14902(607) 733-7121/hilliardcorp.com

675675

NA motion-control and oil-filtration equipment, differentialsfor numerous models of Polaris ATVs

Jan van den Blink, Chairman & CEO 1905

9.Frito-Lay, Inc.10 Spud RoadBinghamton, NY 13904(607) 775-7000/fritolay.com

55050,000

$15B snack products (Lays, Wavy Lays, Ruffles, Fritos, Doritos,Tostitos, Munchos)

Mitch Hamilton, Director of Manufacturing 1974

10.Hardinge Inc.One Hardinge DriveElmira, NY 14902(607) 734-2281/hardinge.com

4151,500

$312M CNC lathes, machining centers, knee mills, grinders,workholding and rotary products

Richard L. Simons, President & CEO 1890

11.Depuy Synthes35 Airport RoadHorseheads, NY 14845(607) 271-2500/synthes.com

400NA

$9M develop, produce, and market instruments, implants andbiomaterials for the surgical fixation, correction, and

regeneration of the human skeleton and its soft tissues

Ronald Lerner, Plant Manager 1974

.i3 Electronics, Inc.1701 North St.Endicott, NY 13760(866) 820-4820/i3electronics.com

400400

NA vertically-integrated provider of high-performanceelectronic packaging solutions

Jim Matthews, Jr., President & CEO 2013

13.Buckingham Group, Inc.1-11 Travis Ave.Binghamton, NY 13904(607) 773-2400/buckinghammfg.com

309319

NA climbing and fall-protection equipment for linemen andarborists

H. Andrew Batty, Jr., PresidentJames Pennefeather, VP Sales and

MarketingJames Nichols, VP HR & Materials

1896

14.Norwich-An Avolgen Company6826 State Highway 12Norwich, NY 13815(607) 335-3000/norwichpharma.com

2922,300

NA pharmaceutical manufacturer Charlie Andrews , VP Operations 1887

15.Unison Industries5345 State Hwy.12Norwich, NY 13815(607) 335-5000/unisonindustries.com

2752,065

NA power generation and control systems for gas turbineengines, metal encased ignition leads, sensors, pressure

& limit switches, bellows, space ignition systems

Gary Cummings, Director of Operations 1980

16.Vulcraft of New York, Inc.621 Main St.Chemung, NY 14825(607) 529-9000/nucor.com

25023,700

$140M carbon steel in joists, joist grinders, composite floorjoists, special profile steel trusses, floor and roof deck

Thomas Batterbee, General ManagerTricia Als, Controller

Tom Schlickbernd, Sales Manager

2001

17.F. M. Howell & Company79 Pennsylvania Ave.Elmira, NY 14904(607) 734-6291/howellpkg.com

200200

NA package design, manufacturing, and assembly ofpackaging for pharmaceutical, industrial, and consumer

products industries

Katherine H. Roehike, President & CEO 1883

18.Golden Artist Colors, Inc.188 Bell RoadNew Berlin, NY 13411(607) 847-6154/goldenpaints.com

183200

NA global manufacturer of professional quality artist paintsand mediums, including GOLDEN Acrylics, Williamsburg

Oils, and QoR Watercolors

Mark Golden, CEOBarbara Schindler, President & COO

Jim Henderson, CFOGreg Sheldon, Operations Manager

1980

19.CWS Contract Packaging17 Midland DriveNorwich, NY 13815(607) 334-5366/cwspackaging.com

175175

NA contract packaging and assembly services, flowwrapping, blister carding, club packs, shrink wrapping,eco-friendly green packaging, electrical and mechanical

assembly

Lisa Berard, Executive DirectorJason Lasicki, VP, Sales and Marketing

Eric Moore, Director of OperationsBeatrice Miller, Manager, Quality

Assurance

1964

20.Endicott Precision, Inc.1328-30 Campville RoadEndicott, NY 13760(607) 754-7076/endicottprecision.com

120120

NA precision sheet-metal fabrication, stampings,weldments, CNC mill & waterjet machining, mechanical

assembly

Ronald Oliveira, General & Sales Manager 1960

Mace

MAY 2, 2016 I SOUTHERN TIER BUSINESS JOURNAL I 7CNYBJ.COM

governmental entities with more than 300 employees which self-insure [under ERISA], and [thus] see a direct cost savings and added productivity from healthy employees. Our sales channels include selling directly to the companies and also promoting the product to TPAs (third-party administrators), which administer the companies’ programs.”

Growth plansSonostics currently employs five peo-

ple and contracts with a manufacturer in Singapore to produce the units. Annual pro-jections forecast sales of 100 to 200 units per month, totaling 2,100 in calendar-year 2016 and escalating beginning in 2017. The retail price is $595 for the basic unit. The company projects gross revenues this year at about $800,000. The university owns the patented technology and has licensed its use to Sonostics, which pays a royalty to the uni-versity. To date, 20 investors hold stock in the C-corporation. McLeod says the company is only months away from the break-even point.

The co-founders have aggressive plans for growing the company. “While we see a large market as a wellness company, converting to a health-care company opens up a much larger market for us,” McLeod says. “We are working on advanced designs of our Heart Partner and already designing a new generation of products that will be inserts into an individual’s shoes. In the short term, we are focusing on areas such as improving the healing of venous ulcers and reducing obesity. We are also running trials on cogni-tive aging to slow or reverse the effects of Alzheimer’s and dementia. The plan is to take our studies to the FDA for confirmation and approval in order to release our products for sale to the medical community. In 2016, our target markets are obesity and cognitive aging, in 2017 enhanced wound healing.”

Funding Sonostics has been challenging. “Initially, Chuck and I made personal invest-ments; pitched friends, family, and angel investors; and pursued a variety of grants and loans,” notes McLeod. “We received a federal grant for $225,000 from a collaboration be-

tween the NIH and IRS, which was offered to companies conducting medical-device re-search. New York State also helped to fund our research and development by allowing us to develop a prototype at Stony Brook; issuing a grant to leverage graduate-stu-dent research; and rewarding our research through a state tax- and finance-administered program designed to boost technology trans-fer in small, startup companies by accepting tax benefits as grants.”

He continues, “The BCIDA (Broome Country Industrial Development Agency) loaned us $100,000 and offered incubator space in the Innovation Center, and Tioga State Bank supported us with a loan for op-erations and for buying equipment. Now we want to speed up our product development with a $5 million fundraising effort that will support our clinical trials; engineering and tooling of our second-generation products; development of the third-generation, electro-magnetic inserts that require no vibration; and marketing and sales. We have plenty of interest from not only domestic markets but also from foreign markets. Our goal for the third-generation products is to be first to market by 2018.”

The co-founders agree that this is not the time to bootstrap the company’s growth. “We have chosen to utilize the federal EB-5 pro-gram,” says McLeod. “EB-5 targets foreign direct investment for the purpose of stimulat-ing U.S. economic growth. To be eligible, an investor must commit a minimum of $500,000, prove the funds were obtained law-fully, and create at least 10 full-time, U.S. jobs. We think this is the fastest and easiest way to reach our $5 million goal by this August.”

The EB-5 Visa–Immigrant Investor pro-gram was launched in 1990. Figures from 2010-2013 reflect a $9.2 billion contribution to the country’s GDP, $2 billion in tax revenue, and an average annual job creation of 41,000 in years 2012 and 2013, all at zero cost to taxpayers. The immigrant investor receives a green card and has the option to set up and manage a U.S. business, live in any state, con-duct any activity of his choice, or just retire.

Background of the principalsIn 1977, McLeod earned a bachelor’s de-

gree in electrical engineering from Kettering University in Flint, Michigan. He next earned his master’s degree in electrical engineering in 1981 and his Ph.D. in electrical engineer-ing and bioengineering in 1985 from MIT. McLeod was a professor at Stony Brook University from 1987 until 2002, where he taught in the department of orthopaedics. He joined the Binghamton University fac-ulty in 2002 and served as a professor and chair of the bioengineering department until 2010. He assumed the title of director of the Clinical Science and Engineering Research Center in 2007 and continues to guide the center’s health care-product development and clinical testing. In 2014, McLeod was named the entrepreneur-in-residence in the university’s office of Entrepreneurship and Innovative Partnerships, where he nurtures students with entrepreneurial interests and assists newly launched alumni ventures. He specializes in electromagnetic interactions with living tissue and second-heart physiol-ogy and function.

Schwerin earned a bachelor’s degree in geography from Clark University and his master’s degree in environmental policy and planning from Tufts University. He began his career in 1990, where he founded and served as president of Environmental Data Systems, which produced electronic-medical packages and compliance software for medi-cal practices and software products for the waste-management field. In 1999, he moved to MapInfo as a senior product manager, garnering three patents for geo-coding en-

gine design. Schwerin joined Sonostics in 2008 as the CEO and currently serves as a small-business adviser at the Small Business Development Center (SBDC) administered by Binghamton University and funded by the U.S. Small Business Administration. The SBDC, with regional headquarters in Binghamton, serves seven Southern Tier counties offering one-on-one business coun-seling and training to assist startup and exist-ing companies.

“Outside of the traditional startup sweet spots of Silicon Valley, Research Triangle, and Route 128 outside Boston, there histori-cally has been neither the institutional knowl-edge nor the raw materials for nurturing an environment for innovative, high-tech start-ups like Sonostics,” says Schwerin. “Starting most businesses is akin to salmon swimming upstream, hoping to spawn the next genera-tion. The key is for entrepreneurs to partner with research institutions and their faculties to convert pure research into a commercially viable product underwritten with sufficient investment and community support. With the vast SUNY system and its research network, we have the capacity to foster an environment where small businesses like ours can thrive.”

The co-founders of Sonostics have a much larger goal than being a thriving company that successfully transfers pure research into products for the health-care marketplace. “Our ultimate vision,” stresses McLeod, “is to delay and eventually prevent every Baby Boomer from suffering the debilitating ef-fects of Alzheimer’s and Parkinson’s disease. We want to accomplish this in the next five to 10 years.”

Helping you live life!

the companies providing it, a decrease in loyalty to just one food vendor, and a greater involvement by the consumer in the foods they purchase. FMI also noted the growth of consumer attitudes in support of wellness and a marked trend to divide retail spending among grocers in different categories. The study highlighted changes in consumer eating habits to reflect a move away from planned eating to a more spon-taneous, same-day consumption. Finally, the study showed that food retailers are best positioned to leverage consumer trust around health and wellness.

“To be successful as a business, we rec-ognized the need to find buyers who appre-ciated the quality of our products and who would pay a premium price,” says Andrea Cascun. “At first, Don’s dad, who had a business in New York City, went directly to certain buyers there. Our breakthrough came when we contacted FarmersWeb, an online business that puts farms, food hubs, and local artisans in touch with wholesale buyers, such as restaurants, schools, cater-ers, country clubs, hotels, corporate kitch-

ens, retail stores, and more. FarmersWeb also acts as a sales agent by accepting online orders and as an administrator that creates packing slips, processes and tracks orders, issues invoices, and processes pay-ments. The buyers benefit from immediate access to local products, and the sellers can identify the current demand in real time for their products among a number of buyers. FarmersWeb is free for buyers, and the producers pay a fee depending on the level of services chosen.”

While FarmersWeb has proven an in-valuable marketing tool for the Cascuns, they find no substitute for building per-sonal relations. “This is a business based on trust,” intones Cascun. “We don’t rely on distributors to sell our products; we want to know exactly what a chef or buyer wants and we want to control the process to ensure quality, packaging, and timely delivery. Don is in New York City every week meeting with our established … [clientele] and introducing Cascun Farm

SONOSTICS: Funding the company has been challenging Continued from page 5

CASCUN FARM: “Our breakthrough came when we contacted FarmersWeb…” Continued from page 4

SEE CASCUN FARM, PAGE 8

8 I SOUTHERN TIER BUSINESS JOURNAL I MAY 2, 2016CNYBJ.COM

to new buyers. We currently deliver three times a week to the city and bring back fresh bagels, pastries, cakes, rolls, and lox from Brooklyn suppliers for our café. For us to compete against the many, large meat purveyors, we have to be sure we have the products our customers want when they want them. We accept special orders that may be small or need special cutting and packaging. You want French-cut chicken breasts, blends of ground beef, prepared chicken stock? We can do that … You have to be right with every order; considering the competition, you usually don’t get a second chance. If it means busting your rear-end and staying up until 2 a.m. to com-plete an order or delivering on a holiday, that’s what we do. We don’t say no. This is a long-term proposition for us: we plan to grow with our customers.”

Future growth plansThe Cascuns are on track to sustain their

hyper-growth. “Interest in specialty poultry production is growing in the U.S., but there are few processing facilities that provide poultry-processing services to independent producers,” notes Cascun. “Our focus now is to widen our distribution by obtaining certification to cut and process meats to ship across state lines and to cut and pack-age red meat for wholesale. This requires a

processing plant with at least 7,500 square feet, which we hope to find by late spring or early summer. We project in phase-one of the operation to hire 10 people and an additional 15 people in phase-two. Then our geographic markets will reach not just to New York City but also to Philadelphia, Chicago, Boston, and the Greater New York metro area outside the state. We know the demand is there because many of our current customers who have operations in those markets have asked us to expand.”

Finding a processing plant is just one proj-ect on the Cascuns’ to-do list. “The reception of our deli/bakery/butcher shop has been tremendous,” opines Cascun. “Our custom-ers love the concept of combining a farm, butcher shop, deli, and café where they get fresh, natural meats cut to their particular request. The bagels, which are hand-rolled, kettle-boiled, baked fresh every morning in our bakery, and contain only natural ingre-dients, are the best bagels I have ever tasted … Our deli/cafe is currently open for break-fast and lunch, and we are extending the hours to include dinner. If you like options such as soups made from scratch, hand-cut fries, burgers fresh from our butcher shop, our special herbed mayonnaise, and Don’s house-made brisket braised in wine, The Butcher, the Baker, and the Sandwich Maker should be your destination. Because of our

success with the model in Greene, we plan to open another outlet in Ithaca, where the customers truly appreciate natural foods and the city has asked us to come.”

The Cascuns have also generated a ca-tering business, which has the potential to expand, and they dream of opening a char-cuterie to age and dry-cure sausage, ham, patés, and other cooked meats. Currently, Cascun Farm acts as a distributor for small, local farmers selling their honey, maple syrup, and cheeses. Growth plans also call for creating a food hub to bring the area’s small farmers together with buyers. Most of all, Don and Andrea want to own their own farm. “Don is the dreamer in the fam-ily, and I am the realist,” explains Andrea. “We have to be careful that our growth is not so fast that we can’t control it. That’s why the processing plant is receiving all of our attention now: Without the certification and the right facility we can’t move ahead.”

One of the Cascuns biggest roadblocks to expanding is the lack of skilled labor in the area. “Ours is a fluctuating market depending on the season,” laments Cascun. “Our goal is to maintain our employment year-round, and we pay well to attract good employees. Working in our deli/bakery/butcher shop is not a glamorous job, but it is demanding because there is little room for error. We need to find people who are

willing to work, pay attention to detail, and are eager to learn. We spend a lot of time recruiting the right people and teaching them how to do the job.” The Cascuns have also been supported in their growth by professional service-providers including Citizens Bank for financial needs, Levene, Gouldin & Thompson for legal matters, and Vieira & Associates for accounting.

Andrea Cascun grew up in Pine Bush, a hamlet in Orange County. Don Cascun was born in the Republic of Malta, and moved with his family at the age of five to Astoria, Queens. The two met in Orange County, where they were attending college. Andrea studied graphic design, communications, and advertising/marketing. Following graduation, she worked at a local Ethan Allen furniture store doing in-home design. The couple moved to Chenango County a decade ago, where Andrea opened a dog-grooming business in 2006 and Don studied to be a nurse. The couple has three children ages 12, 10, and five.

Nothing seems to daunt the Cascuns. Despite all the regulatory oversight in the food business, the challenge of finding em-ployees, fierce competition, the pressure to find investment capital, and demanding customers, they are forging ahead with their plans to grow the business at an expo-nential rate.

CASCUN FARM: The Cascuns are on track to sustain their hyper-growth Continued from page 7

Mohawk ValleyAWARDSPresented By:

Mohawk ValleyLEGACY

ANNOUNCING OUR HONOREES!

Cathy Newell

Mohawk Ltd.

Jim McCarthy & Maureen

McCarthy Tracy

Northland Communications

Alex Carbone, Joe Carbone,

Enessa CarboneCarbone Auto

Group

The Business Journal News Network and Berkshire Bank announce the 2nd annual Mohawk Valley Legacy Awards. In the spring of 2016, we will recognize local entrepreneurs who have built thriving corporations and also generously supported their communities, both financially and in terms of their time.

Thursday, May 5, 2016Stanley Theatre, Utica

Event Details:Event date: May 5, 2016Location: Stanley Theatre, UticaCost: $75/ticket Black Tie Optional

Time: 6:00 pm-8:30 pm6:00 pm-7:30 pm: Enjoy delicious food stations, open bar, networking & live music! (Please note: this is not a sit-down dinner, it is open-seating)7:30 pm-8:30 pm: Awards Program, Dessert & Photos

visit bizeventz.com to register to attend