ARCATA >> Considering the amount of hours they spent on the road last week, ask anybody on the Humboldt State football team about being home and they’ll likely crack an ear-to-ear grin.Being home brings another element to the puzzle, too.Ten days after a thrilling season-opening win in Tennessee, 13th-ranked Humboldt State’s home opener tonight at 6 p.m. will have the added bonus of being against one of the Jacks’ biggest rivals from the Great Northwest Athletic Conference, Azusa Pacific.Last …
In a year of upheaval and discontent at least one story sparkled: “Air travel was a good news story in 2016,” asserts Alexandre de Juniac, Director General and CEO of the International Air Transport Association. New routes and low fares helped prompt a record number of people to fly.“Three-point-seven billion of them flew safely to their destination,” says the IATA chief. Airlines forged some 700 new routes, linking the world ever more closely, this as average roundtrip airfares fell by US$44.And the show isn’t over yet. Juniac says,“Demand for air travel is still expanding. The challenge for governments is to work with the industry to meet that demand with new infrastructure,” Translation: we need more runways, new terminals and new airports to cover demand.By the numbers, total international passenger traffic skyrocketed 6.7 percent compared to 2015. Capacity—essentially seats and flights—rose by 6.9 percent. Load factors—the percentage seats filled by paying passengers—fell by just a whit, to 79.6 percent. Here is a breakdown of international activity by region:Buoyed by the likes of Emirates, Etihad andQatar the Middle East saw the most robust growth of all regions: 11.8 percent.As it has been for a while now, Asia-Pacific was robust. Demand there increased by 8.3 percent compared to 2015.Despite what IATA calls “some economic and political uncertainty” traffic was up by 7.4 percent among Latin American carriers, even as Latin airlines put on 4.8 percent in capacity.Not since 2012 has activity been as strong in Africa, where determined demand for seats to and from Asia and the Middle East means international traffic among that continents air carriers shot up 7.4 percent. Capacity precisely matched demand.In Europe, international traffic climbed by 4.8 percent in 2016, this while seat capacity gained 5.0 percentage points.Bringing up the rear in terms of international air traffic was North America, whose driving force was the United States. Traffic demand inched up by just 2.6 percent last year. Despite the ongoing consolidation of carriers in the region capacity rose 3.3 percent. Had it not been for strong passenger demand for seats on the transpacific the numbers here would have been even softer.That’s’ the scene as far as international air traffic is concerned. IATA says domestic air travel grew by a healthy 5.1 percent, on average. Interesting to note here that all major markets, save for Brazil, showed some growth.The International Air Transport Association represents some 265 air carriers all told. Together they account for 83 percent of global air traffic.
Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now My brother-in-law is a football coach. His oldest son started as a quarterback in his freshman year of high school, and he started as a safety on defense. He was the best player on the field and eventually played for Ohio State. My brother-in-law’s youngest son is now starting as quarterback for the junior varsity team at his high school. On Saturday, he ran for five touchdowns, beating a team that was supposed to beat his team badly. I asked my brother-in-law whether the game moves slower for his son than other kids on the field, and he assured me it does move slower.The game moves slower for my nephew because he has a deeper understanding of the game. He understands the offensive plays better than most because his father is a football coach. He’s grown up watching and listening to his Dad explain and teach the plays, and he has sat through the film reviews on Saturday mornings from the time he was a small child. Even though my nephew is very young, his Dad has educated him to read a defense. His knowledge and experience make the game move slower for him.If you want the great game of sales to move slower, allowing you to anticipate problems, challenges, and obstacles, and overcome them, you have to acquire a deeper knowledge of your craft, an education that provides you with an advantage.You Can’t Learn to Sell from Reading a BookYou cannot learn to sell by reading a book. You can’t learn to sell by reading many books on sales. You can, however, learn to sell a lot better by reading books. But not only from reading books, but also from training, development, and coaching.When Neil Rackham wrote SPIN Selling in 1988, salespeople were taught to ask two kinds of questions, open-ended questions that required their prospects to provide information, and closed-ended questions that required a yes or no answer. The close-ended questions being used to teach salespeople to tie-down their prospects and close them. Rackham’s work provided a framework that included situational questions, problem questions, implication questions, and need-payoff questions. At that time, salespeople asked mostly situational and problem questions. No one had described the value of implication questions, or uncovering the motivation for change or the consequences of doing nothing.Imagine two salespeople competing for the same client. One asks questions to understand the situation and the problem the client is experiencing, while the other asks questions about the implication of their issues and the consequences of maintaining the status quo. I would argue the game is slower for the second salesperson.In 1970, Mack Hanan wrote a book titled Consultative Selling. There may not be a book that was so far ahead of the curve as it pertains to selling effectively. Hanan’s primary framework in the book is something he called a “PIP,” an acronym for a Profit Improvement Plan. The general concept was to show your client how what you were selling them would contribute to higher profits.Maybe because every new salesperson’s knowledge base starts at zero, much of what Hanan taught is unknown to most salespeople. The game moves very fast for those who believe they lose deals on price, and most salespeople still struggle to justify the more significant investment they need their clients to make to produce better results. The game moves much slower when you know how to position your higher price and relate it to lower costs, i.e., higher profitability.Without the conceptual frameworks, you can’t make sense of what you are seeing. You can’t learn to sell by reading a book on sales, but you sure as hell can learn to sell better.Process, Methodologies, and JourneysIf you want the game to slow down for you, you need to deepen your understanding of the sales process, particularly the outcomes you need at each stage of the sales conversation and the obstacles to obtaining them. A sales process provides you with an understanding of where you are in space, without which you can quickly lose your orientation. You underestimate the value of the sales process when you believe it is just a way for your sales leaders to forecast. I believe the sales conversation is now non-linear, but that will mean nothing to you if you aren’t aware of the linear process I am referring to, that idea isn’t useful to you.Both Rackham and Hanan’s work are both methodologies. Rackham’s work is a methodology for asking questions to uncover dissatisfaction and the implications of the problems and challenges your client is facing. Hanan’s work is a methodology for positioning your offering and compelling change. These methodologies provide you guidance on how to play the game. When you have access to structures that allow you to see something and understand the choices available to you, you are moving faster than the game–and faster than your competition.Now, there is much work being done on the buyer’s journey, even if the application of business-to-consumer journeys used are inadequate for complex, business-to-business sales. Understanding where the stakeholders are in their buying process provides you with a better understanding of what conversations they will find valuable. When you know where they are now, you are better prepared to serve them.Your processes, methodologies, and frameworks for understanding your buyers all provide you with conceptual frameworks that can shift the game into slow motion for you, allowing you to see what’s coming and make effective choices.My ConstructsAs of this writing, I have written three books.The first book, The Only Sales Guide You’ll Ever Need, is a competency model for salespeople. The framework in that book provides you with a way of looking at your personal and professional development.My second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, is a methodology for gaining the commitments you need to control the process and help your clients obtain better results.The third book, Eat Their Lunch: Winning Customers Away from Your Competition, is the most strategic, providing several conceptual frameworks, including Level 4 Value Creation, my approach to starting conversations at the strategic level and compelling change. That book also includes a practical and tactical framework for building consensus, something that can slow the game tremendously when used well.If you want the sales game to slow down for you, you have to speed up your acquisition of the concepts, strategies, and tactics that will provide you with the ability to make sense of what you are seeing.
Indias strongest suit looked woefully short of its best against Afghanistan in their ICC World Twenty20 opener at the R Premadasa Stadium here on Wednesday. Agreed, the much superior batting line- up was put in first on a bouncy track by Nawroz Mangal, but the manner of dismissals will gnaw at them more than Indias total of 159 for five wickets in 20 overs. Score | PhotosAs it was, India won their first Group A match by 23 runs, but not before the Afghans had put another feather in their cap of giving a top team a scare with their spirited batting display against the 2007 champions weak bowling attack.Yuvraj Singh put the match in Indias grasp with his left- arm spin as he picked up three wicket for 24 while R Ashwin finished with two for 20. Earlier Virat Kohli top scored with 50 ( 39 balls, 4x4s, 2x6s).Opener and Mohammad Shahzad ( 18) got Afghanistan off to a flier, with the highlight being a stunning helicopter shot for four off Zaheer Khan.Soon after the Afghans reached their 50 for one in the seventh over, Yuvraj was introduced and he trapped captain Mangal ( 22) LBW with the first ball.Then, in his third over, he struck successive blows, sending Karim Sadiq and Asghar Stanikzai with the score being 75. But Mohammad Nabi ( 37 off 17 balls) and Shafiqullah smacked him for sixes in his final over.Afghanistan kept playing fearless strokes and were rewarded in the 16th over that cost Zaheer 16 runs, but at the same time they lost wickets regularly, to be dismissed for 136.Earlier, man- of- the- match Kohli and Suresh Raina ( 38) got India to a position of safety.Out- of- form openers Gautam Gambhir and Virender Sehwag failed to get going.Gambhir ( 10) got out in the most predictable way as he played away from the body and got an inside edge onto his stumps. Sehwag ( 8) also perished to his most common dismissal edging behind to an angled delivery from Shapoor.Yuvraj smashed a stunning straight six off just his fourth ball on the fifth anniversary of his six- sixes match against Englands Stuart Broad in the 2007 World T20 but then buckled down in the company of Kohli.Kohli whacked Gulbodin Naib for six in the seventh over, but Yuvraj was struggling to get the spinners away, and was dropped by bowler Nabi in a nine- ball 10th over. Soon after that he cut an off- break from Sadiq straight to short third man.Nabi dropped another return catch, this time from Raina, and that seemed to push Kohli into a higher gear. He hit Sadiq for a four and a six, which came off another spilled catch on the boundary by Samiullah Shenwari. He then creamed Shapoor over extra cover for four.Raina, too, joined in the act, cracking two fours as India reached their 100 in 13.5 overs, before surviving once again as 12th man Izzatullah Dawlatzai dropped a skier.advertisement
Formula One has opened the tender process for its next tyre supplier from 2020-23, when it will move toward narrower front tyres and scrap warming blankets.The current model of tyres would be kept in place for 2020, motorsport’s governing body FIA said on its website, with proposed changes only effective from 2021. Potential suppliers have until August 31 to bid, after which F1 owners Liberty will need their choice approved by FIA.Pirelli is the current tyre supplier, meaning any other would have to build a new tyre for one season only – 2020 – and then incur the cost of designing another. This makes a new supplier, such as Michelin, unlikely unless Pirelli unexpectedly pulls out of the series.”That is a big challenge for any new tyre manufacturer to come in and do,” Force India’s technical director Andrew Green said. “It will be interesting to see how it plays out.”From 2021 onward, F1 wants to remove tyre blankets. The thick blankets are used to heat tyres shortly before the cars go onto the track, in order to improve grip. Scrapping these blankets has been discussed in previous years, but never approved due to safety concerns.But the FIA is confident blankets will no longer be needed because future F1 tyres “should provide safe performance” when cars are leaving the pit lane onto the track. tyres for racing in wet conditions – and intermediate tyres – should also be capable of running without pre-heating.”Plenty of other racing series do it so I don’t see any reason why we can’t in Formula One,” Green said when asked about removing blankets. “If those specifications for the tyre allow us to get around some of the limitations that we face in operating the tyres at the minute – pressures, cambers, all those things – then I think that’s all to the good.”advertisementIn recent years, tyre management – when drivers nurse their tyres during a race through fear of degradation – has been unpopular.Tyre strategy and data-analyzed tyre control have therefore gained too much importance, at the expense of unpredictability and suspense. This has led to frustration from fans wanting more excitement and less race management.As from the 2021, the FIA said reassuringly, a tyre should be able to recover more quickly from degradation “once a period of aggressive driving or close following (behind another car) ceases.”FIA also hopes re-modelled tyres will “encourage the greatest variety in the racing spectacle.”
Twitter/@bobarcher1We’re still over six months away from the start of the 2015 college football season, but it’s never too early to start debating which teams have the best shot at reaching the second College Football Playoff. While most fans believe that Ohio State has a great shot at repeating as national champion, there will be plenty of challengers. ESPN has already put together its Preseason FPI Ratings – which is basically an estimate of team strength (more on that here). Not surprisingly, the Buckeyes check in at No. 1, with Alabama sitting at No. 2. It may shock some fans to see LSU at No. 3 and Baylor at No. 4, however. Here are the top 25 schools, per ESPN. You can see the entire list here – all 128 teams are ranked.1. Ohio State 2. Alabama 3. LSU 4. Baylor 5. Oregon 6. TCU 7. Notre Dame 8. Ole Miss 9. Georgia 10. Arkansas 11. Texas A&M 12. UCLA 13. USC 14. Tennessee 15. Oklahoma 16. Michigan State 17. Stanford 18. Auburn 19. Clemson 20. Arizona State 21. Florida State 22. Mississippi State 23. Georgia Tech 24. Missouri 25. Virginia TechSome other surprises? Notre Dame, despite a quarterback controversy, sits at No. 7. Arkansas and Texas A&M – two teams that did not finish with winning records in the SEC West – come in at No. 10 and No. 11. And in total, there are 10 SEC teams in the top 25.
The Petroleum Services Association of Canada is calling its latest oil and gas drilling forecast a pleasant outcome after a year of ‘hell’ for oilfield services in 2016.In its latest forecast for 2017 Thursday in Calgary, PSAC announced it is now projecting 6,680 wells to be drilled in Canada, a 60 per cent increase from its original forecast back in November.It’s certainly an improvement from the totals of 5,400 in 2015 and just under 4,100 last year.However, it’s a far cry from 2012-2014, each year with over 11,000 wells.President and CEO Mark Salkeld said it was certainly more than expected.“It was just a good indication of how quickly this area can bounce back when required,” he said.Unlike the November forecast, Alberta will take back the lead in drilling at almost half of the projected wells, followed by Saskatchewan which was in front in the original projection.Along with Salkeld’s presentation to companies and other stakeholders, he was joined by Jon Morrison, CIBC Executive Director of Institutional Equity Research – Oilfield Services at CIBC World Markets.Morrison labelled 2016 as “The Year of Oilfield Services Hell” and is calling 2017 the year of “Oilfield Services Purgatory”.“While we expect a recovery in conventional spending, we struggle with the outlook for oil sands growth and believe a recovery in spending will be 12-24 months behind the broader North American market at the earliest,” Morrison’s report said.Salkeld when it comes to services, he agreed.“It’s just been absolute hell on the pricing and we’re coming out of it,” he said. “You’re seeing some of the more required services like cementing, fracking, pressure-pumping, those are in demand, drilling side, the rates are starting to increase, but they’re not giving it back easily.”Another big concern of both Salkeld and Morrison is attracting labour for the long-term in the seasonal reality of the oil and gas industry, especially during a downturn.“That rides whether we like it or not, we have to shut down,” he said. “That we can deal with, it’s these long downturns and this one, as you guys know, this is like three times worse than 2009. It’s equivalent to the early 80s one and that just shakes a lot of people’s confidence.”Despite mergers and acquisitions and the job losses of 2016, Salkeld said he is expecting more gains, as companies are holding job fairs, mostly searching for Canadian workers.“Bringing talent back that has experience in the sector, but it’s also we’ve got member companies starting up their own training programs and bringing new people into the industry,” he said.“It’s positive, we need people again,” he added. “We talked about this in ’09-’10 ramping back up again to meet the needs through 2010-2014; we’re faced with that again right now and the signs are positive.”
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WASHINGTON – Buoyed by the sudden likelihood of a budget pact, lawmakers are on track to avoid a repeat of last month’s government shutdown — though President Donald Trump unexpectedly raised the possibility of closing things down again if he can’t have his way on immigration.“I’d love to see a shutdown if we can’t get this stuff taken care of,” Trump declared Tuesday, repeating the sentiment for emphasis.Trump’s comments were strikingly disconnected from the progress on Capitol Hill, where the House passed a short-term spending measure Tuesday night and Senate leaders were closing in on a larger, long-term pact ahead of a Thursday night deadline. The broader agreement would award whopping spending increases to both the Pentagon and domestic federal programs, as well as approve overdue disaster relief money and, perhaps, crucial legislation to increase the government’s borrowing limit and avoid possible default.Democratic leaders have dropped their strategy of using the funding fight to extract concessions on immigration, specifically on seeking extended protections for the “Dreamer” immigrants who have lived in the country illegally since they were children. Instead, the Democrats prepared to cut a deal that would reap tens of billions of dollars for other priorities — including combatting opioids — while taking their chances on solving the immigration impasse later.Tuesday night’s 245-182 House vote, mostly along party lines, set the machinery in motion. The six-week stopgap spending bill contains increases for the military that long have been demanded by Trump and his GOP allies. But the measure appears increasingly likely to be rewritten by the Senate to include legislation implementing the brewing broader budget pact.House Democrats cancelled a scheduled three-day retreat on Maryland’s Eastern Shore to develop a strategy for the midterm elections. A spokeswoman blamed the cancellation on “the pressing issues Congress will likely vote on over the next three days.”The budget negotiations, conducted chiefly by the Senate’s top leaders, Republican Mitch McConnell of Kentucky and Chuck Schumer of New York, have intensified in recent days — and the looming government shutdown at midnight Thursday added urgency to the talks. In addition to the military and domestic spending, the deal taking shape would approve overdue disaster relief money and, perhaps, crucial legislation to increase the government’s borrowing limit and avoid possible default.Both McConnell and Schumer reported progress Tuesday morning.“I think we’re on the way to getting an agreement and getting it very soon,” said McConnell.Prospects for dealing with immigration, however, were as fuzzy as ever. The Senate is slated next week to begin a debate to address the dilemma of immigrants left vulnerable by the looming expiration of former President Barack Obama’s Deferred Action for Childhood Arrivals program, or DACA.Weeks of bargaining have left the two parties divided over how to extend protections for such Dreamer immigrants and a court ruling has blunted a March 5 deadline.McConnell said Tuesday that while he hopes “we will end up having something,” he was unsure if any proposed measure would get the 60 votes needed for approval.On Tuesday, White House chief of staff John Kelly threw fuel on the dispute as he defended Trump’s proposed solution. The retired general noted the White House proposal would expand protection for some 1.8 million immigrants. That group includes both the 690,000 currently shielded and also “the people that some would say were too afraid to sign up, others would say were too lazy to get off their asses, but they didn’t sign up,” he said.No. 2 Senate Democratic leader Dick Durbin of Illinois, his party’s chief immigration negotiator, bristled at the comment.“I’m sorry for that characterization. It doesn’t surprise me from Gen. Kelly,” he said.The budget talks appeared to be going more smoothly.GOP defence hawks were prevailing over the party’s depleted ranks of deficit hawks, championing major new spending on military programs. Democrats, meanwhile, leveraged their influence to increase spending for domestic priorities such as combating opioid misuse.The result could be the return of trillion-dollar deficits for the first time since Obama’s first term.The stopgap spending bill would keep the government open through March 23 to allow time to write and pass detailed follow-up “omnibus” legislation to fund the government through the Sept. 30 end of the fiscal year.The prospective longer-term budget agreement would give both the Pentagon and domestic agencies relief from a budget freeze that lawmakers say threatens military readiness and training as well as domestic priorities such as combating opioid abuse and repairing the government’s troubled health care system for veterans.The temporary funding measure would also reauthorize funding for community health centres, which enjoy widespread bipartisan support.Aides in both parties said the budget measure may also contain a provision to raise the government’s $20.5 trillion borrowing limit. Legislation to increase the debt ceiling is always a headache, especially for House GOP leaders whose rank and file have in the past used the votes to register objection to deficit spending.Another likely addition is more than $80 billion in long-overdue hurricane relief for Texas, Florida and Puerto Rico, a top priority of lawmakers in both parties.Under Congress’ arcane ways, a broad-brush agreement to increase legally binding spending “caps” — which would otherwise keep the budgets for the military and domestic agencies essentially frozen — would be approved, then followed by a far more detailed catchall spending bill that would take weeks to negotiate.It’s clear that Senate Democrats have no appetite for another government shutdown. Their unity splintered during last month’s three-day closure.House Minority Leader Nancy Pelosi, D-Calif., had linked progress on the budget with action to address the immigration program, but other Democrats are beginning to agitate for delinking the two, lest the opportunity for a budget pact be lost. And having tried and failed to link progress on the budget to DACA during last month’s government shutdown battle, many Democrats aren’t spoiling for a repeat.“It’s hard. If we can get a good deal that funds disaster relief, funds domestic priorities, funds the opioid crisis it would be a difficult call,” said Rep. Adam Smith, D-Wash. “DACA’s important and it ought to get done. But what’s the path?”Schumer said he and Pelosi are “working from the same page,” appearing to discount speculation that she might oppose the coming pact.___AP Writers Jill Colvin, Ken Thomas and Darlene Superville contributed.
TORONTO – Canada’s Big Five banks reported a collective second-quarter profit of $10.6 billion, up nearly 11 per cent from a year ago, beating expectations across the board as they brushed off concern about the impact of a cooling real estate market amid tighter mortgage lending guidelines.“The market is in various stages of worry about the outlook for the mortgage market in particular, but the results themselves seem to indicate that a lot of that worry is misplaced,” said Meny Grauman, an analyst with Cormark Securities in Toronto.BMO was the last of the biggest banks to report its earnings for three-month period ended April 30 on Wednesday.Its fiscal second-quarter net profit of $1.25 billion was relatively flat compared with a year ago, but included a $192-million after-tax restructuring charge primarily related to severance costs. Canada’s fourth-largest lender also raised its quarterly dividend to 96 cents per share, up three cents from 93 cents in its previous quarter.BMO said it earned $2.20 per share on an adjusted basis for the quarter, up from $1.92 per share a year ago. Analysts on average had expected the bank to earned $2.12 per share, according to Thomson Reuters Eikon.Like its rivals, BMO benefited from strong earnings on both sides of the border. Its Canadian banking arm saw net income rise 11 per cent to $590 million. And although home sales activity across the country in April hit a monthly low not seen in years, due to factors including a new stress test for uninsured mortgages as of Jan. 1 and higher interest rates, BMO’s total Canadian residential mortgage portfolio grew by 2.2 per cent to $106.4 billion in the latest quarter.BMO has “momentum” in its U.S. personal and commercial business, which is driving “very strong” results in its Canadian business, said chief executive officer Darryl White.“The bank’s performance this quarter, I believe, is indicative of our potential and I remain confident that our diversified businesses will deliver sustainable earnings growth for the future,” he said.The other Big Five banks generated strong earnings at home as well. TD’s Canadian retail division net income was up 17 per cent compared with last year. RBC’s Canadian personal and small business banking division reported a seven per cent increase in net income, while Scotiabank’s domestic banking division saw a five per cent increase and CIBC’s Canadian personal and small business banking division reported a 16 per cent increase in net income.International growth was a bright spot for the Canadian lenders as well, and a big contributor to the $10.6 billion in net income attributable to shareholders amongst them during the quarter.BMO on Wednesday said its U.S. personal and commercial banking division saw net income increase 46 per cent to $348 million for the quarter.The Canadian Imperial Bank of Commerce saw an even bigger increase of 431 per cent, helped by its acquisition of Chicago-based PrivateBancorp in June last year.Profits at TD Bank’s U.S. retail arm’s rose 16 per cent, while Royal Bank’s U.S. Wealth Management unit, which includes Los Angeles-based City National, saw a 25 per cent jump. Scotiabank, which has focused its international expansion in Mexico, Peru, Chile and Colombia, saw net income at its international banking arm increase 14 per cent to $675 million.Canada’s sixth-largest bank, National Bank of Canada, also reported better-than-expected results and raised its dividend Wednesday. It earned $547 million or $1.44 per diluted share for the quarter ended April 30, up from $484 million or $1.28 per diluted share in the same quarter last year.“We’re seeing a lot of good contribution from their U.S. and international businesses,” said Robert Colangelo, senior vice president of Canadian banking and financial institutions at ratings agency DBRS.“Those seem to be the platforms that are taking off.”However, a dark cloud loomed as the banks delivered strong second-quarter earnings. BMO and CIBC’s direct banking brand Simplii warned that up to 90,000 clients’ information may have been compromised. BMO and CIBC on Monday said they were contacted a day earlier by “fraudsters” who claimed to have accessed clients sensitive data.The accelerated pace of technological change brings benefits for banking customers in the digital age, but increases risk as well, said BMO’s chief risk officer Surjit Rajpal. The bank will continue to “enhance our layered defences,” he said.“There will be bad actors that will attack banks or other institutions, be it for disruption or financial gain…. From an operational risk standpoint, I think there is an element that has gone up,” Rajpal told analysts.“There’s no question about it, and we’re going to be better prepared for it.”Companies in this story: (TSX:BMO, TSX:RY, TSX:BNS, TSX:TD, TSX:CM)