Canton, N.Y.-area Internet vendors program expands.

By Corey Fram, Watertown Daily Times, N.Y. Knight Ridder/Tribune Business News

Nov. 26--CANTON, N.Y. -- Class is in full swing for north country craftsmen and artists learning to sell their products on the Internet.

Northern Adirondack Trading Cooperative, a partnership program to sell crafts on the Internet auction site eBay, is in its second year and expanding.

The program, which included 15 St. Lawrence County vendors in its first year, now has 37 "students" from seven counties in its first- and second-year classes. The students meet once a week in Canton or Potsdam to learn different techniques, from writing a business plan to marketing.

Twenty gathered at Canton High School on Nov. 16 to listen to Julian Yudelson of SCORE explain how to choose a market and sell to it. SCORE is a nonprofit association with more than 12,500 volunteer counselors dedicated to entrepreneur education and the success of small businesses.

"Divide the pizza up, pick the part you want and go after them," Mr. Yudelson said. "Along the way, you're going to have to tell people, 'You're nice, but I can't do anything for you.'" The classroom mood was lighthearted; laughter and free exchange of ideas were encouraged.

Hugh L. Newton, owner of Hugh's Sugar Shack in Hannawa Falls and president of the county Maple Producers Association, is a first-year student attending the class to learn from the sophomores.

"I'm trying to bring something back to the association, and if nothing else, I'll learn something for myself," he said.

Maple syrup is a focus of the program's most well-known partner, U.S. Sen. Hillary Rodham Clinton, D-N.Y. Mrs. Clinton encouraged branding the state's maple syrup to compete with Vermont during a September north country visit that included a stop at Clarkson University, Potsdam, to promote the program.

Mr. Yudelson talked about branding at the Nov. 16 meeting. Even though some small vendors were skeptical that they could create a recognizable name, they were encouraged by one of the program's most successful members, Timothy J. Damon of Damon's Fly Rods, Potsdam.

"His name is becoming an identity," said program coordinator Ruby J. Moore.

Much of Mr. Yudelson's lecture centered on encouraging the students to use his advice to make their own choices. The students are working on written business plans and are responsible for having a marketing plan by Jan. 1.

"I can't tell you what you want your choice to be. I can tell you, 'You need to shape the perception of what you want to be'," Mr. Yudelson said.

The program is a cooperation among the county Chamber of Commerce, Clarkson University, Sen. Clinton, Hewlett-Packard Foundation, HSBC Bank USA and Rural Opportunities Inc. The goal is to introduce Internet commerce to business owners and encourage them to integrate it into their work, Ms. Moore said.

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