SBJ 05-2012 by The Southern Illinoisan

MAY 2012

Directory of Advertisers

Inside M AY 20 1 2

1st Bank & Trust of Murphysboro ........21

BUSINESS SUCCESS

INDICATORS

All in the family: Even the best-run family business can founder and fail, especially when there is a transition to the next generations of leadership. It is true that transitions sometimes can reinvigorate a business, but nearly 70 percent of businesses don’t make it through a second generation of leadership, and only 5 percent make it to a third generation. Family dynamics are more often to blame than economic calamities and poor business decisions. However, effective succession planning can improve the odds. Page 6

Jobless numbers improve: The unemployment rate fell in February in all 18 Southern Illinois counties included in our monthly snapshot of economic indicators. That’s the good news. The bad news is the decreases were all less than 1 percent. The biggest decreases were 0.9 percent in Jackson and 0.8 percent in Massac counties. Get the latest on gasoline prices, home sales, motor vehicle sales and the University of Illinois Flash Index. Pages 12-13

MONEY MATTERS When disaster strikes: Being prepared for a disaster is more than having a lot of bottled water at home. There are moves families can take that can make them better prepared financially. A family should have two to six months living expenses in liquid, short-term money. It also is important to probably have a little cash pigeonholed away. ATM machines do not operate without electrical power. A little planning today can really pay off when the unexpected happens. Page 9

Southern Illinoisan. Contact us via mail at 710 N. Illinois Ave., Carbondale, IL 62901, or at P. O. Box 2108, Carbondale, IL 62903. Also reach us on the Web at www.sbj.biz and via email at SBJ@thesouthern.com. The Journal is published 12 times per year monthly, and

Bill Ecker, State Farm Insurance ............3 Country Financial, Dennis Woodside .. 19 Datalock .......................................... 15 John A. Logan College .......................... 8

ACHIEVEMENTS Who is in the news? Find out who has been hired, who has been promoted or who has received an award for efforts in business. Make sure you check out our newest “Faces in the News” collection of business portraits and learn more of achievements and honors in regional businesses. If you know of a business or business person who deserves special recognition for advanced training, a unique honor or a business expansion, please let us know at sbj@thesouthern.com. Pages 16-19

ON THE COVER Braden Fritch prepares to toss a jug into the Ohio River as the sun sets. Photography by Les Winkeler / SBJ

Bank of Marion....................................10

Leading Lawyers ....................................7 Modern Office Connections ................ 20 Mutual Medical Plans, Inc. .................. 3 Oliver and Associates, Inc. ................ 20 Pepsi MidAmerica .............................. 24 SIU Credit Union ................................ 17 Small Business Growth Corp. ..............10

Publisher: Bob Williams n 618-351-5038

Southern Illinois Healthcare................ 22

Editor: Gary Metro n 618-351-5033

Southern Illinois University.................... 5

Advertising: Jason Woodside n 618-351-5015

Williamson County Airport....................20

mailed to businesses, community development leaders, chambers of commerce members and other professionals in Southern Illinois. Copyright 2011 by The Southern Illinoisan, all rights reserved. A subscription may be obtained by calling 618-529-5454 or 618-997-3356, or by visiting our website.

Circulation: Trisha Woodside n 618-351-5035 Database Coordinator: Mark Doman n 618-351-5042

Find more business news at www.sbj.biz.

MAY 2012

SOUTHERN BUSINESS JOURNAL

Mark Your Calendar May 2

May 9

Beginning Excel 2010: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry.

Intermediate Excel 2010: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry.

May 3

May 10

Beginning Access 2007: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. iPad 101: 8:30 a.m. to 4 p.m., Room F119, John A. Logan College Center for Business & Industry.

Intermediate Access 2007: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. Time & Stress Management: 8:30 a.m. to 4 p.m., Room F109, John A. Logan College Center for Business & Industry. Cost is $90.

May 4

May 11

Beginning Excel 2003: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry. Intermediate QuickBooks 2009: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. Starting a Business in Illinois: 9 to 11 a.m., Randolph County Courthouse, 1 Taylor St., Chester. Free. An optional business start-up kit is available for $15. Call 618-536-2424 or email sbdc@siu.edu.

May 7 Beginning Excel 2007: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry.

May 8 Intermediate Access 2010: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. Beginning Adobe Illustrator: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry.

Beginning Access 2003: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry.

May 14 Intermediate Excel 2007: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry.

May 15 Advanced Access 2010: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. Beginning Adobe Dreamweaver: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry.

May 16 Advanced Excel 2010: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. iPad 101: 8:30 a.m. to 4 p.m., Room F119, John A. Logan College Center for Business & Industry.

May 17 For more information on John A. Logan or to register for classes, call 618-985-2828, ext. 8510 or email cbi@jalc.edu. John A. Logan College Center for Business & Industry is at 700 College Road, Carterville, and cost is $55 unless otherwise noted.

Advanced Access 2007: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. Beginning Adobe Acrobat Pro: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry. SEE CALENDAR / PAGE 7

SOUTHERN BUSINESS JOURNAL

MAY 2012

Cover Story The great outdoors is great for business BY LES O’DELL SBJ CORRESPONDENT

Imagine an industry that contributes billions to the national economy and millions of dollars to Southern Illinois — an industry that provides countless jobs, both long-term and seasonal work — one that brings thousands of tourists to the region and contributes to the quality of life for visitors and residents. Finding such an industry in Southern Illinois is easy. You just have to look outside, because the great outdoors is great for business. Combine the region’s mild climate with abundant natural resources, and the result is an area suited for a variety of outdoor-related businesses. At their core, industries such as mining and agriculture use the area’s soil and minerals. Other businesses take advantage of recreation areas, while others conduct business outdoors. “Our economy in Southern Illinois as it relates to natural resources is a lot more diverse than many other places,” said John Pike of the University of Illinois Extension Service’s Murphysboro office. “We have all of the traditional agriculture, specialty crop production, orchards, wine industry, outdoor recreation and hunting and fishing, for example, that not only provide resources and recreation to local residents, but also draw in outside visitors. It’s a huge economic engine for the area.” Pike said the diversity of the outdoors in the region is a plus in several ways. “We can address the benefit of all of the outdoor businesses and activities in dollars and sense, but it really comes together in a cumulative impact,” he said. “Where we might not have one shining star, economically, our diversity is a real strength for our economy.” Nationally, outdoor recreation and related activities is a $760 billion industry, according to a report by the Outdoor Industry Association. “While we don’t have studies on the impact locally, I’d say it’s huge in Southern Illinois,” said Whitney Ward, an assistant professor of recreation at SIU Carbondale. “Using Giant City State

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The business of outdoors includes everything from shooting events at the World Shooting and Recreation Complex in Sparta to individuals walking, bicycling or climbing in their neighborhood or Shawnee National Forest.

Park as an example, we have to consider the amount of money that comes in from camping, the stables and people buying equipment, whether it’s hiking shoes or a water bottle. Even though Giant City isn’t charging a fee per se, it has a significant impact through retailers and others, such as guide services.” The business of outdoors includes everything from individuals walking, bicycling or climbing in their neighborhood or Shawnee National Forest to those simply taking in a Southern Illinois Miners game or participating in organized events, such as outdoor community festivals, fairs and special events including the River to River Relay. But, the real impact of the outdoors is felt through tourism. “The great outdoors is a great asset in terms of tourism in Southern Illinois,” said Cindy Cain, executive director of Southernmost Illinois Tourism Bureau. “It includes a majority of the visitors that come here to recreate or relax and enjoy all of the diverse activities in the region.” Cain said visitors do more than just enjoy the region’s outdoor locales. They

boost the local economy. “The influx of visitors who come here to visit the outdoors also are staying here overnight. And, while they are here, they are eating in restaurants, buying gas, going to the wineries and enjoying everything else the area has to offer, such as museums and shopping.” One site alone, the World Shooting and Recreation Complex in Sparta, generated nearly $26 million in economic impact in 2010 and had 568 temporary employees for everything from shooting events and dog trials to weddings. Mickey Stewart, owner of The Great Outdoors Co., a Carbondale retailer that caters to the outdoor lifestyle, said the region is coming into its own as an outdoor destination. “The outdoors brings so many people to Southern Illinois. There are great lakes to fish, places to hike, festivals and, of course, hunting,” he says, adding that during the current turkey hunting season, he has talked with hunters from throughout the state who have come to the region. “We’re not a huge manufacturing area, so we have to take advantage of what we have, and what we

have is this great natural landscape.” Stewart added that other entities also benefit from the region’s outdoors, saying one of the reasons he and many other young people have chosen to study at SIU is partly because of the area’s natural beauty and opportunities. While some come and stay to gain an education, others — actually thousands — come just for a visit. A 2008 study by Crab Orchard National Wildlife Refuge reported more than 700,000 annual visitors. When that number is multiplied by expenditures, the result makes for substantial impact, said Shannon Johnson, director of Williamson County Tourism Bureau. “The average person spends about $116 each day while traveling,” she said. “There was about $106.5 million spent by tourists to our area in 2010. That generated $5.6 million in state tax revenue and $2.35 million in local tax receipts.” Ward said through promotion by groups, such as Johnson’s and others, and with careful management of SEE COVER / PAGE 23

Entrepreneurship Speaker Series featuring renowned author and serial entrepreneur,

N com accla atio ing ime nall to d au y C a rbo thor nd ale

Joe Abraham

T H U R S D AY, M AY 2 4 , 2 0 1 2 Builder n Opportunist n Specialist n Innovator

What is Your Entrepreneurial DNA? Join us for a morning discussion on Joe’s latest book Entrepreneurial DNA. During this session you will evaluate this breakthrough discovery that aligns your business to your own unique strengths. This interactive session will include practical techniques, profile strategies and action plans to optimize your business.

8:00 am - 1:00 pm (session 8 am - noon; lunch 12 pm - 1 pm) • Recruiting and engaging entrepreneurially minded talent rather than coin-operated drones

• Activating “evangelists” in your customer base the true power of social media

• Designing and deploying marketing strategy that works in the digital age

• Discovering the most valuable asset in your business (no, it is not your employees) and how to leverage it to get breakthrough growth

• Increasing sales conversion in your company by 50 - 250%

These are just a few of the topics being covered in this engaging “don’t-miss” experiential program for company owners and key executives. Learn more about Joe at www.JoeAbraham.com.

DETAILS: WHEN: Thursday, May 24, 2012 8:00 am - 1:00 pm Session followed by lunch at noon

WHERE: Dunn-Richmond Economic Development Center 150 E. Pleasant Hill Road Carbondale, Il 62903 www.siusbdc.com

REGISTER: No later than Monday, May 21, close of business Pre-registration is required. Illinois SBDC International Trade Center

618-453-3805 sbdc@siu.edu COST:

The Illinois Small Business Development Center/International Trade Center is funded in part through a cooperative agreement with the U.S. Small Business Administration and the Illinois Department of Commerce and Economic Opportunity and hosted by Southern Illinois University Carbondale.

$45 per person (includes lunch & materials)

SOUTHERN BUSINESS JOURNAL

MAY 2012

Business Success Succession planning vital for family business BY GARRETT REUTER SBJ CONTRIBUTOR

For even the bestrun family business, its lifetime can be fleeting. It may begin with great vision and vigor. But, at some point, a transition will have to be made to the Reuter next generations of leadership. It’s possible that the transition reinvigorates the business. More often than not, however, it weakens it, putting it on a journey to extinction. It’s estimated that nearly 70 percent of businesses don’t make it through a second generation of leadership, and only 5 percent make it to a third generation. Economic calamities and poor business decisions can certainly ruin a business, but family dynamics tend to doom succession. Think about it. When a business starts, an entrepreneur has smaller family issues, but sons and daughters add complexities, sometimes through their spouses. Divorce, not only for the entrepreneur, but children, can create ugly outcomes. Grandchildren, siblings and extended families make it even more complex. And, all have the potential to introduce issues with their aggressive creditors. For more than three decades, I’ve seen my share of family issues that ruin a business. In most cases, the entrepreneur failed to appreciate that succession planning can be a five-year or more process and take one or two decades to manage. Entrepreneurs need to take emotion out of the decision. That’s extremely hard to do.

Who succeeds Sons and daughters are to be treasured, but proficient business skills are not determined by genetics. Countless business owners have heard the pitch from their children: “I know the family business.” Knowing the business and knowing how to run a business are completely different things. Running a business effectively requires skills in

accounting, marketing, reading financial statements, reviewing legal issues, managing payroll, developing banking relationships and making personnel decisions, including hiring and firing. In making succession decisions, entrepreneurs should rely on their intimate knowledge of the business and family. It is rare that I encounter a business owner who is in complete denial about the skills of family members to assume leadership in the company. Indeed, sons or daughters may already be engaged in the business. They’ve been introduced in incremental ways to decision making. The business owner has observed and cultivated their people skills, noting how they interact with employees, customers and business partners. But, in turning over a successful enterprise, a trial run is often the best way to work out the kinks and, in some cases, avoid the demise of the business. Some business owners set up wholly owned subsidiaries and put one of their adult children at the helm. Set up properly, the subsidiary allows the son or daughter to learn the nitty-gritty of business decision making without exposing the larger company to significant risks.

Fairness If there is one thing that will doom a succession plan from the start, it’s trying to be fair by selecting a management by committee of offspring. Somebody has to lead the business. Somebody needs to be in control. Splitting that responsibility among two or more siblings could predictably lead to chaos and fracture family relationships. The business will crater, and sons and daughters won’t talk to each other for years. But, perceived fairness can be accomplished by giving children voting and non-voting stock. The person running the firm gets the voting stock, but the siblings still have a stake in the company with non-voting stock. You can set up a board of directors with several siblings as members to provide guidance, but ultimate decision making for the firm rests in the one person selected to run the company. But, bear in mind, the entrepreneur as the largest shareholder controls who is on the board. Longer term,

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For businesses to endure beyond one generation, a business owner will inevitably have to turn an estate planning strategy into a business succession strategy.

other shareholders will ultimately be making that decision when the business owner passes away or sells his or her shares. A son or daughter running the company can also buy out their siblings’ shares. This typically occurs when only one child has joined the founder in the business. If the other children have never expressed an interest in the business, they may be open to a cash buyout.

Going outside the family One of the hardest decisions for an entrepreneur can be the realization that none of the children, despite their feelings to the contrary, should take the helm. The business owner can consult with the company’s attorney and accountant to thoroughly vet issues, but this ultimately is a very personal decision. It can be an extremely challenging parent-child conversation, especially in cases when the child is working in the company with expectations of one day leading it. Sometimes, the solution is found in establishing a board of directors on which one or more of the children serve. This should not be purely an appeasement measure. A board functions best if it is populated with members who have some business acumen. In many cases, especially when there are no descendents, the employees themselves are considered family and the

Find more business news at www.sbj.biz.

owner opts to transition the business to an employee-owned company. The employees buy the company through an employee stock ownership plan (ESOP). Typically, organizations that have longtenured employees and minimal turnover are well suited for this succession route. The business owner often stays on in some kind of managerial capacity to shepherd the new leadership selected by the shareholders of the ESOP. The real killer for business succession is decision avoidance or a succession plan not put to paper and merely a vague concept in the entrepreneur’s mind. That’s a sure sign it hasn’t been effectively communicated to family members. For businesses to endure beyond one generation, a business owner will inevitably have to turn an estate planning strategy into a business succession strategy. GARRETT REUTER is a CPA and attorney currently practicing law as an officer in the corporate practice group Greensfelder, Hemker & Gale, P.C. in Belleville and is a member of its board of directors. His practice serves individual, corporate, partnership and exempt organizations with a concentration in corporate law, trust and estate planning.

SOUTHERN BUSINESS JOURNAL

CALENDAR FROM PAGE 3

May 18 Intermediate Excel 2003: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry. Advanced QuickBooks 2009: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry.

May 21 Beginning Publisher 2010: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry.

May 22 Beginning Adobe Flash Professional: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry. Starting a Business in Illinois: 9 to 11 a.m., Room 150, Dunn-Richmond Economic Development Center, 150 E. Pleasant Hill Road, Carbondale. Free. An optional business start-up kit is available for $15. Call 618-536-2424 or email sbdc@siu.edu.

May 23 Beginning Outlook 2010: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. Beginning Adobe Fireworks: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry.

May 24 Team Building: 8:30 a.m. to 4 p.m., Room F109, John A. Logan College Center for Business & Industry. Cost is $90.

May 25 Advanced Excel 2003: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry.

June 1 Beginning QuickBooks 2009: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry.

June 5 Beginning Access 2003: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry.

June 6 Beginning Excel: 2003: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. Beginning Adobe Flash Catalyst: 8:30 a.m. to 4 p.m., Room H123, John A. Logan College Center for Business & Industry.

June 7 Beginning Access 2010: 8:30 a.m. to 4 p.m., Room F112, John A. Logan College Center for Business & Industry. iPad 101: 8:30 a.m. to 4 p.m., Room F119, John A. Logan College Center for Business & Industry.

MAY 2012

SOUTHERN BUSINESS JOURNAL

Money Matters Free assistance on advance medical directives available this month to Illinois seniors BY RICHARD HABIGER SBJ CONTRIBUTOR

Making health care decisions is often difficult in the best of circumstances. Making those decisions for others is even more complicated. Each of us has the Habiger legal right to guide our health care providers and our loved ones about what treatment we want. Advance medical directives, such as living wills and powers of attorney for health care, give you the ability to document the types of health care you do and do not want. They allow you to name an agent to speak for you if you cannot speak for yourself. As the Florida case of Terri Schiavo so vividly revealed, having an advance medical directive can be an invaluable legal document for all adults (everyone 18 and older), regardless of current age or health. With the Patient Self-Determination Act of 1990, Congress affirmed the right of every citizen to set forth his or her future health care wishes in writing by

signing an advance directive. Yet, various estimates suggest only about 25 percent of all American adults have done so. Because advance directives can be so important when needed, this figure is astonishingly low. In recognition of this, and in an effort to reduce the number of tragedies that occur when a person’s wishes are unknown, the Southern Illinois members of the Illinois chapter of the National Academy of Elder Law Attorneys have coalesced behind a joint effort to provide free assistance to older adults and their families throughout Southern Illinois at selected locations during the month of May. If you or your elder loved one do not have an advance medical directive, or you want to update a current directive, this free service will be available at the following locations on the following dates and times: l 10 a.m. to 4 p.m. May 5, Small Business Shop, Marion Youth Center. l 10 a.m. to 5 p.m. May 12, Illinois Star Centre, center court. This free service is part of a nationwide observance of National Elder Law Month, sponsored by NAELA, during May. Headquartered in Washington, D.C., NAELA was formed in 1987 in response to the growing legal needs of older adults,

people with special needs and their families. Other programs throughout the U.S will include an overview of the Patient Protection and Affordable Care Act; Medicare Part D presentations; seminars in financing long-term care; seminars in legal tools for financial management, such as powers of attorney and trusts; seminars in understanding Medicare and Medicaid; discussions of nursing home resident rights and admissions procedures; discussions of public entitlements, such as Social Security, Supplemental Security Income and veterans’ benefits; discussions of senior housing options; and other issues with which local elder law attorneys feel the public should be familiar. In Madison County and the Metro East, free educational information on health care powers of attorney will be provided throughout the month of May via public service radio spots and articles published in newspapers local to that area. Membership in NAELA has grown to more than 4,000 since its inception in 1987, commensurate with the needs of the fastest growing segment of the American population. Unlike traditional lawyers, elder law attorneys deal with their clients

holistically — helping with the issues that affect a particular segment of the population, rather than a narrow area of law. When clients visit an elder law attorney, they generally present problems beyond the need for a will or a power of attorney. Elder law attorneys are familiar with the network of services and providers who assist clients effectively. NAELA devotes much of its resources to education of its members. Elder law attorneys must constantly monitor the ever-changing statutes and regulations which impact the daily lives and finances of older adults. The downstate members of the Illinois chapter of NAELA are participating in this national celebration to promote the mission of NAELA — to provide legal advocacy, guidance and services to enhance the lives of seniors and people with disabilities. RICHARD HABIGER is author of the Illinois edition of “How to Protect Your Family’s Assets from Devastating Nursing Home Costs: Medicaid Secrets,” and an elder law attorney, who focuses on asset protection, Medicaid and VA benefits. He can be contacted at 618-549-4529 or info@HabigerElderLaw.com.

Financial planning for disasters BY MICHAEL P. TISON SBJ CONTRIBUTOR

Tison

Tornadoes are not fun. The havoc on tornado survivors’ lives is immense. Most people just take one day at a time. Food, clothing and shelter are of the utmost importance.

However, being prepared for a disaster is more than having a lot of bottled water at home. There are moves families can take that can make them better prepared financially. Have an emergency fund. A family should have two to six months living expenses in liquid, short-term money. This should be in checking or savings money you can get at easily. Some families have a home equity line of credit for short-term needs. This should be in addition to the emergency fund, not a substitute. It is important to probably

have a little cash pigeonholed away. ATM machines do not work very well without power. Properly insure yourself. You should have paid up health insurance. Medical bills can skyrocket fast. If your neighbor’s washing machine flies into your home and hits you, then you are going to need to go to the hospital. Just because you are a Vegan doesn’t mean you will never have to go to a hospital. Properly insure the things you own. Not all home owners’ policies and insurance agents are the same. Make sure you have the proper insurance on the home

Find more business news at www.sbj.biz. you own. Insured homeowners should make sure they have replacement value on their home and belongings. I know of one tornado survivor who had enhanced replacement value. The benefit of that, I understand, is that you most likely won’t end up with a roof that looks so like a patched quilt. SEE TISON / PAGE 11

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BUSINESS FINANCIAL SERVICES INCLUDE: • BUSINESS LOANS • LINES OF CREDIT • EQUIPMENT LEASING/ FINANCING • RETIREMENT PLAN SERVICES

At The Bank of Marion, we believe in doing business locally, with people you can get to know and trust. Our Business Banking Experts are always willing to come to your office and provide financial solutions that will help your business run more efficiently. As a local bank, we are able to make quick lending decisions. We live and work right here with you, so our services and our decisions are customized to fit the needs of our southern Illinois customers.

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(618) 997-4341

MAY 2012

SOUTHERN BUSINESS JOURNAL

Workplace

TISON FROM PAGE 9

Don’t save training for a rainy day; use it to set yourself apart from your competition BY ANGELA HOLMES-YOUNG SBJ CONTRIBUTOR

Depending on your industry, the summer months may bring your busiest time, while others find themselves experiencing a slower time. Either way, I see Holmes-Young summer as the ideal time to think about training. Don’t worry about whether it is the end of your fiscal year or the mid-point. Use the summer months to begin or catch up on some much-needed training for your staff. The first step in this process is to refer to your annual training plan you previously created. Don’t worry, if you have never created one or even thought about it — let’s start now. Training plans do not have to be elaborate, lengthy documents or intense spreadsheets. A training plan only needs to be a functional document that works for you and your organization. I have seen many different kinds, and there is no right or wrong way. The best training plans provide an explanation for the who, what, where, when and why as it pertains to training in your organization. Remember, training plans must be livable, workable documents that are flexible. Also, your training plan needs to be based on business objectives. If there is no need for the training, don’t plan for it and certainly don’t do it. It’s that simple. Many organizations will ensure a needs analysis is performed to measure and document existing skills gaps. This analysis will tell you what training is needed and should also link to why the training is needed. The needs analysis need not be fancy. Use this to create your plan. You are using information gained from the needs analysis to forecast your training needs as you forecast your staffing, your profits, etc.

Next, take these macro ideas and flesh them out, adding more details. Determine the training participants. Is this training something that can be handled in-house by existing staff who are experts in these needed skill areas? Do you need to find an outside consultant or Subject Matter Expert to train your staff? Maybe members of your staff could go through “Train the Trainer” modules to become your expert trainers onsite. The actual training development itself is a bigger project, and there is a method to how this is done. You need to take the tasks and skills needed on the job and convert them to competencies you can train to. Many things must be considered, such as the best way to teach these competencies to your trainees. Adults learn differently than children, and we do not all learn things the same way. All this should be taken into account to ensure successful mastery of the competencies by the trainee. For example, will this information be taught by lecture or by demonstrating the skills desired. Will trainees be allowed to practice in a controlled training environment? The training plan should also determine how the training completion and mastery will be measured. Also, plan to calculate the training return on investment. What benefits will the organization see from this training? How do you know? Was it worth the initial investment and should it be continued in the future? Truly, training can be used to set your organization apart from your competition. Education is a priority that world class organizations share. If you don’t believe me look around at today’s successful organizations and their education plans. In order for your organization to be continuously successful and drive continuous learning you must be continuously training. Oftentimes organizations prefer to train during slow times. In other words, if you have nothing else going on, offer training. This actually is a good idea. Yes, slow times are great times for training. However, don’t leave

training for slow times. Your employees really need training during your busiest and most successful points. Effective and measured training will lead you through your success and allow you to grow it into even more success. Think of training as the answer to existing and future skills gaps: l Consider your current skills gap. Be aware that a skills gap constantly exists and changes daily as your business condition and your customer’s business conditions change. Perform a gap analysis to show you where the gaps lie and then develop specific training to eliminate the gaps. This is especially needed to keep current business and eliminate quality issues that are happening today. l Develop training to move employees into the future and develop future business skills that will be needed. Your employees can be ready for the future business you are about to begin or pursue. Training for training’s sake is not good enough. Don’t waste your resources this way. Plug your training plan into your organization’s overall strategic plan. Ensure management values the training plan and stands behind its importance. So many organizations can miss the mark here if leaders do not reinforce the importance. Let’s not forget training not only involves learning and development but training and education shows employees you value them. Good employees crave information and education about your business. They want to learn every day. Training will not only improve your morale and retention, but can also combat employee boredom and repetition. ANGELA HOLMES-YOUNG is vice president of Consulting & Human Resource Services for Your Professional Partners Inc. in Marion. She consults with clients of all sizes in a variety of human resource areas including executive coaching. You can reach Angela by email at angela@yourprofessionalpartners. com or call 618-969-8800 or via her Twitter account, @A_Holmes_Young

Of course, you want to discuss all features and everything you need insured with a professional insurance agent. You also want to properly document what you own. Many families will periodically video tape their home and possessions and put the tape into a safety deposit box. Lastly, if you rent, have renter’s insurance. This is inexpensive and offers a great benefit to the insured. Possessions you have acquired over years can be gone in minutes. It is more expensive to replace everything than you think. Safeguard your most important papers. Legal documents and important financial documents should be in a bank’s safety deposit box. You might want to have offpremise back-up of your computer, also. Many documents are so difficult to recreate. Have an estate plan. It is important to have a will; so, if it is your time to go, your affairs are in order. You could also be injured and need to have in place a health care power of attorney. Additionally, you might consider having a power of attorney in place so someone can handle all of your responsibilities for a period of time. Please discuss with an attorney what you need. Invest wisely. If you have a portfolio, have it in good, quality investments. Your portfolio should be built to withstand short-term fluctuations in the market. Following a prudent asset allocation model will eliminate some risk in your portfolio. Having a properly diversified portfolio also eliminates some risk. Investment management is probably more about managing risk that managing return. You should also be wary of investment strategies that require market timing of any kind. They say technical analysis works until it doesn’t. It is an investment strategy that definitely doesn’t work if you don’t have a phone, computer or television. MICHAEL P. TISON is an investment advisor and registered principal with Raymond James Financial Services, Inc., with offices in Harrisburg and Marion. He can be reached at 618-253-4444 or michael.tison@ raymondjames.com.

Retail sales for Southern Illinois cities City Anna Benton Carbondale Carterville Chester Du Quoin Harrisburg Herrin Jonesboro Marion Metropolis Mount Vernon Murphysboro Nashville Pinckneyville Red Bud Sparta Vienna West City West Frankfort REGION ILLINOIS

YTD Feb 2012

2011

2010

2009

2008

2007

12.4 8.0 66.5 3.7 5.0 10.2 22.9 15.9 1.4 73.5 8.4 57.8 13.6 10.0 3.8 6.6 12.4 3.6 8.8 12.4 $356.9 $19,178.4

119.1 86.4 593.5 42.0 55.7 113.5 214.0 154.0 11.4 686.9 84.4 533.6 135.2 110.3 42.3 74.7 128.2 40.1 88.3 122.5 $3,436.1 $154,650.6

120.9 69.5 598.0 42.2 55.3 77.1 195.0 153.4 11.8 683.1 82.0 507.0 130.6 96.6 38.5 75.2 128.5 39.9 87.8 112.4 $3,304.8 $147,232.0

114.5 69.4 565.5 39.9 52.9 100.8 191.9 147.2 12.5 676.0 77.1 476.7 129.1 107.9 37.2 70.1 126.4 37.1 91.9 111.4 $3,235.5 $139,593.2

113.3 71.4 587.7 40.1 51.5 91.9 179.3 135.9 12.4 673.4 75.9 482.8 117.1 101.8 39.0 77.7 130.5 40.5 89.6 111.2 $3,223.0 $237,438.0

112.3 72.4 607.4 40.3 51.7 94.4 173.6 134.4 11.3 662.4 79.8 461.5 94.9 105.2 35.8 73.7 129.5 39.8 82.8 111.4 $3,174.7 $180,162.7

N I L L I Chicago Fed Midwest % change 07-11 Manufacturing Index

p p q p p p p p p p p p p p p p q p p p p q

6.1% 19.3% 2.3% 4.2% 7.7% 20.2% 23.3% 15.6% 0.9% 3.7% 5.8% 15.6% 42.5% 4.8% 18.2% 1.4% 1.0% 0.8% 6.6% 10.0% 8.2% 14.2%

The CFMMI is a monthly estimate by major industry of manufacturing output in the Seventh Federal Reserve District states of Illinois, Indiana, Iowa, Michigan and Wisconsin. It is a composite index of 15 manufacturing industries, including auto and steel, that uses electrical power and hours worked data to measure monthly changes in regional activity. It is compared here to the national Industrial Production index for Manufacturing (IPMFG). Base year is 2007. Starting in November 2005, the index excluded the electricity component. 105 104 103 102

IPMFG Feb 12 95.2

100 98 94 90 88 86 84 82

SOURCE: LATEST STATISTICS AVAILABLE FROM THE ILLINOIS DEPARTMENT OF REVENUE. FIGURES ARE IN MILLIONS.

81 80

Unemployment rates for Southern Illinois counties, state and nation Labor force Alexander Franklin Gallatin Hamilton Hardin Jackson Jefferson Johnson Massac Perry Pope Pulaski Randolph Saline Union Washington White Williamson .,REGION ILLINOIS U.S.

2,967 17,475 2,536 4,218 1,790 32,953 19,973 5,213 7,525 9,576 1,830 2,676 15,484 12,760 8,067 8,424 7,639 34,931 196,037 6,566,365 154,114,000

Jobless 345 2,080 246 377 200 2,558 1,890 584 660 1,143 191 309 1,459 1,228 1,094 702 649 3,229 18,944 616,058 13,430,000

Feb 2012

Jan 2012

Feb 2011

11.6% 11.9% 9.7% 8.9% 11.2% 7.8% 9.5% 11.2% 8.8% 11.9% 10.4% 11.5% 9.4% 9.6% 13.6% 8.3% 8.5% 9.2% 10.2% 9.4% 8.7%

11.8% 12.4% 9.9% 9.0% 11.7% 8.7% 9.8% 11.6% 9.6% 12.4% 10.7% 12.2% 9.5% 10.1% 13.9% 8.5% 8.7% 9.9% 10.6% 9.9% 8.8%

11.7% 12.1% 9.1% 10.8% 11.6% 7.7% 8.9% 11.3% 8.9% 11.7% 11.4% 10.6% 9.2% 9.6% 13.0% 7.9% 8.9% 9.5% 10.3% 9.9% 9.5%

SOURCE: ILLINOIS DEPARTMENT OF EMPLOYMENT SECURITY, U.S. DEPARTMENT OF LABOR. FIGURES ARE NOT SEASONALLY ADJUSTED.

Change month q q q q q q q q q q q q q q q q q q q q q

0.2 0.5 0.2 0.1 0.5 0.9 0.3 0.4 0.8 0.5 0.3 0.7 0.1 0.5 0.3 0.2 0.2 0.7 0.4 0.5 0.1

Change year q q p q q p p q q p q p p

p p q q q q q

76 74

CFMMI Feb 12

0.1 72 91.7 0.2 70 68 0.6 1.9 66 0.4 64J A S O N D J F M A M J J A S O N D J F ’10 ’11 ’12 0.1 0.6 SOURCE: FEDERAL RESERVE BANK OF CHICAGO 0.1 0.1 0.2 1.0 0.9 Feb 12 Feb 11 Change 0.2 0.0 MONTHLY TOTALS 0.6 662 599 p 10.5% 0.4 YTD TOTALS 0.4 0.3 1,393 1,230 p 13.3% 0.1 2011 2010 Change 0.5 ANNUAL TOTALS 0.8 9,682 7,478 p 29.5%

Williamson County Regional Airport passengers

I S I N Consumer credit score

Credit scores are numeric reflections of financial behavior and credit worthiness and they are based on information included in a credit report. Ranging from 330 to 830, a higher score means a lower credit risk. Scores are from April 2012.

Alexander Franklin Gallatin Hamilton Hardin Jackson Jefferson Johnson Massac Perry Pope Pulaski Randolph Saline Union Washington White Williamson REGION

12 114 24 26 9 122 74 40 29 59 7 9 86 112 41 43 62 187 1,056

10 79 24 21 10 101 65 35 23 34 7 8 61 76 44 33 50 137 818

692

Murphysboro

Region

693

687

State

U. S.

O R S U of I Flash Index

Total cars, trucks sold based on title applications filed. Excludes motorcycles, trailers.

New vehicle sales Feb 11

716

SOURCE: EXPERIAN

Feb 12

Change

p 20.0% p 44.3% 0.0% p 23.8% q 10.0% p 21.0% p 13.8% p 14.3% p 20.7% p 73.5% p 0.0% p 12.5% p 41.0% p 47.4% q 6.8% p 30.3% p 24.0% p 36.5% p 29.1%

2011 142 1,174 265 279 96 1,482 1,025 392 297 606 96 159 975 1,022 502 583 625 2,060 11,780

2010 126 965 222 236 97 1,320 848 327 269 558 73 129 844 793 486 446 571 1,796 10,097

p p p p q p p p p p p p p p p p p p p

Change 12.7% 21.7% 19.4% 20.8% 1.0% 12.3% 20.9% 19.9% 10.4% 8.6% 31.5% 23.2% 15.5% 28.9% 3.3% 30.7% 9.5% 14.7% 16.7%

Total units sold, including condominiums

Q4 11 Alexander Franklin Gallatin Hamilton Hardin Jackson Jefferson Johnson Massac Perry Pope Pulaski Randolph Saline Union Williamson ILLINOIS

4 72 0 1 0 68 49 17 19 19 2 4 30 43 18 135 25,394

Q4 10 8 53 4 1 0 59 63 15 16 35 2 2 27 28 17 113 22,114

SOURCE: ILLINOIS ASSOCIATION OF REALTORS

Change

q 50.0% p 35.8% q 100.0% 0.0% 0.0% p 15.3% q 22.2% p 13.3% p 18.8% q 45.7% 0.0% p 100.0% p 11.1% p 16.7% p 5.9% p 19.5% p 14.8%

Mar 12 101.0

2011 16 283 12 6 14 325 258 66 82 86 10 11 117 148 89 539 103,294

2010 19 259 8 8 8 358 264 78 91 116 8 6 131 122 84 590 103,455

q p p q p q q q q q q p q p p q q

Change 15.8% 9.3% 50.0% 25.0% 75.0% 10.2% 2.3% 15.4% 9.9% 25.9% 20.0% 83.3% 10.7% 21.3 % 6.0% 8.6% 0.2%

' 09

' 10

' 12

' 11

SOURCE: INSTITUTE OF GOVERNMENT AND PUBLIC AFFAIRS, UNIVERSITY OF ILLINOIS

Hotel/motel stats

Consumer Price Index

Total amount of revenue generated in Carbondale by hotels and motels for room rentals only.

The CPI measures average price changes of goods and services over time, with a reference base of 100 in 1982-84.To put into context, a current CPI of 194.5 means a market basket of goods and services that cost $100 in 1982-84 now costs $194.50.

Feb 12 Feb 11 MONTHLY TOTALS $551,781

YTD TOTALS $1,000,112

$926,188 p

2010

10.5%

$43,250 $42,500 $83,250 $49,500 $0 $90,000 $75,000 $49,900 $64,000 $68,000 $73,500 $39,500 $72,000 $50,750 $97,500 $114,900 $143,000

230

228

8.0%

Change

$7,710,436 q <0.01%

MEDIAN SALES PRICE Q4 11 Q4 10 $82,500 $45,750 $0 $55,000 $0 $112,500 $76,500 $39,000 $92,000 $64,900 $223,950 $115,000 $86,500 $67,000 $84,887 $105,000 $128,000

Change

$499,216 p

2011 ANNUAL TOTALS $7,706,931

SOURCE: ILLINOIS SECRETARY OF STATE’S OFFICE. LATEST DATA AVAILABLE.

Home sales

108 107 106 105 104 103 102 101 100 99 98 97 96 95 94 93 92 91 90 89 S

The Flash Index is an early indicator of the Illinois economy’s expected performance. It is a weighted average of growth rates in corporate earnings, consumer spending and personal income. An index above 100 indicates expected growth; an index below 100 indicates the economy is contracting.

226

U.S. city average Mar 12 229.4

224

222

220

218

Change

p 90.8% p 7.6% q 100.0% p 11.1% 0.0% p 25.0% p 2.0% q 21.8% p 43.8% q 4.6% p 204.7% p 191.1% p 20.1% p 32.0% q 12.9% q 8.6% q 10.8%

216

214

Midwest urban Mar 12 219.0

212

210

208

O A M S J J A SOURCE: U.S.MDEPARTMENT OF LABOR ’11

F ‘12

Prices at the pump Average price per gallon of regular, unleaded gas as of March 22 and Feb. 24, 2012.

Metro East Springfield Illinois U.S. SOURCE: AAA

Apr 12

Mar 12

Apr 11

$3.89 $3.79 $4.02 $3.83

$4.08 $3.91 $4.23 $3.88

$4.06 $3.91 $4.13 $3.87

SOUTHERN BUSINESS JOURNAL

MAY 2012

Economics When will gas prices fall? BY SCOTT MCCLATCHEY SBJ CONTRIBUTOR

Could $5 gas arrive with summer? As of April 6, U.S. retail gasoline prices were up 20.15 percent YTD. On that date, AAA’s national survey had the price of regular unleaded averaging McClatchey $3.94 per gallon. So, what happens this spring and summer, when Americans traditionally tend to hit the road? A new Christian Science Monitor/TIPP survey of 900-plus adults finds the average American expects pump prices of around $4.75 a gallon come July. That’s about 20 percent above where prices are now. Is that perception cynical or realistic? It depends on whether you think the latest price spike will eventually moderate, according to the historical pattern. Will the classic pattern hold? Shortterm price jumps in retail gasoline are often partly tempered by lessening

demand. That is, the price of gas climbs to a certain point where consumers simply decide to cut back on their driving. As demand drops, prices finally follow. This could easily happen, and it may happen soon. Yet, when we look at the macro view, we have not been following the classic pattern. American consumer demand for gasoline has declined slightly every year since 2007. (Before the recession, sales of big SUVs represented 20 percent of U.S. auto buying. Now, they account for 5 percent.) In fact, the federal government’s Energy Information Administration believes U.S. gasoline consumption will drop by another 7 percent over the next 25 years. Who is to blame for the soaring prices? The Christian Science Monitor/TIPP survey asked for opinions. Close to a quarter of those polled put the blame on the oil industry; about 20 percent pinned the blame on speculators in the commodities market. Coming in third and fourth: the Obama administration (14 percent) and Congress (9 percent). As the world is a global village, our gas prices are most influenced by the world oil market. Recently, the factor exerting the

Is there much we can do besides wait?

biggest influence has been the threat of supply disruption in the Middle East, but that’s not the only factor weighing on the market. We are using less oil and gasoline, but China and India and other emerging economies are using more. In fact, 10 million more cars hit the roads in China during 2010 alone. In addition, the U.S. has become a net gasoline exporter for the first time in more than five decades as a consequence of key oil refineries along the east coast and in the Caribbean ceasing production. Also, many of our refineries can now produce gasoline for less than it would cost at Latin American or European supply points. Basically, we are competing with the world for our gasoline, and the world oil market causes the big ripples in the equilibrium. This is why boycotting gas stations in your area for a day has little more than symbolic effect. What could America do? The Obama administration could try some quick fixes, but some might not be popular. Releasing some of the inventory in the Strategic Petroleum Reserve could help; and, in fact, announcing the release after the fact could potentially affect oil prices more than publicizing it beforehand.

To crimp speculators, the government could request that the New York Mercantile Exchange and Intercontinental Exchange (on which NYMEX crude and Brent crude get traded daily) boost margin requirements, a regulatory move which would discourage speculators from working with borrowed money. It could ask states to strictly enforce a more fuelefficient, 55-mph speed limit on our nation’s highways, which would not please the trucking industry or the typical driver. Every year, it seems, we are tested by spikes in gas prices. As we transition (however gradually) from fossil fuels to other forms of energy, we may still have several of these episodes in our lifetimes. SCOTT MCCLATCHEY is a certified financial planner with Alliance Investment Planning Group, a Carbondale investment firm located at 115 S. Washington St. He can be reached at 618-519-9344 or scott@alliance investmentplanning.com. He also provides investment, retirement planning and insurance services to SIU Credit Union members through the SIU Credit Union Investment Services partnership. Securities offered through LPL Financial, member FINRA/SIPC.

Entrepreneur’s Mailbag Social entrepreneurs look to fundraising BY CAVANAUGH L. GRAY SBJ CONTRIBUTOR

A 2012 Foundation Survey conducted by The Chronicles of Philanthropy reported that 71 percent of the foundations surveyed told The Chronicle their giving would be flat Gray or would drop this year. Since 2001, nonprofits have had to alter their goals in hopes of finding and

maintaining a cash lifeline. For better or worse, today’s smaller nonprofits must collaborate and partner with other organizations in order to survive. I recently found myself advising a nonprofit that needed help meeting its financial goals for the upcoming year. With no access to grants and with less sophisticated financial needs, my goal was to help the nonprofit meet its funding needs by creating a gift giving chart.

Why gift-giving charts are important Gift-giving charts are helpful for the

following reasons. For starters, giving charts serve as a planning tool and help determine a pattern of giving and the potential results for a particular campaign. Secondly, giving charts help test donor giving at different giving levels. Lastly, giving charts help evaluate big-picture fundraising efforts, their implementation and effectiveness from year to year. Once you understand how a giving chart helps your financial efforts, you are ready to set your financial goals.

Determining your financial needs It’s important to start the giving chart

with a financial goal in mind. In the case of this organization, we estimated next year’s fundraising goals at $60,000. Always looking to plan for the unexpected, I raised the goal to $75,000 instead of $60,000, factoring in a 25 percent contingency. This contingency increases the likelihood of the organization reaching its true funding goal of $60,000. The following steps provide insight for developing a fundraising chart using the needs of this organization as an example. l Your first gift range should equal 10 percent of your goal or $7,500. SEE GRAY / PAGE 15

SOUTHERN BUSINESS JOURNAL

GRAY FROM PAGE 14 Try obtaining $3,750 from two different donors. l Your second giving level should also equal 10 percent of your goal or $7,500. Try securing $1,875 from four different donors. l Your third giving level should equal 15 percent of your goal or $11,250. Try securing $937.50 from 12 separate donors. l Make your fourth giving level equal 15 percent of your goal or $11,250. Try obtaining $625 from 18 separate donors. l Make your fifth giving level equal 10 percent of your goal or $7,500. Try getting $312.50 from 24 separate donors. l Make your sixth giving level equal 20 percent of your goal or $15,000. Try reaching that goal by getting $125 from 120 separate donors. l Make your final giving level nominal and equal 20 percent of your goal. Then try getting the lower amount of $30 from your largest base of 500 separate donors. Fundraising charts usually work best for organizations looking to raise more than $25,000, given the effort that goes into implementing them. Giving levels and percentages are not set in stone, so be sure to adjust them in order to find the numbers that work best for you. Fundraising is governed by a set of guidelines; for more information, explore the Internal Revenue Service’s website. The following are some guidelines to keep in mind when looking to raise funds. Does advertising show the fundraiser as providing a clear benefit to the charity? Is the event considered a common business occurrence or a once-a-year benefit? Lastly, are the majority of the fundraising efforts performed by volunteers with all proceeds used for furthering charitable goals? Nonprofits have traditionally engaged in fundraising activities as a means of carrying out their charitable missions. With a little systematic planning, you can increase the chances of your fundraising efforts coming off without a hitch. CAVANAUGH L. GRAY (cgray@ecafellc.com) is the director of business development for The Entrepreneur Café, LLC, and can be reached at 877-511-4820. For more information on how to start, grow and succeed in small business or to download an annual fundraising chart, log onto www.ecafellc.com and keyword fundraising. Follow The Entrepreneur Café, LLC on Twitter @TheECafe and on Facebook.

SOUTHERN BUSINESS JOURNAL

MAY 2012

Achievements account information and much more from their smart phones 24 hours a day. The app also provides services for employee benefits and business insurance clients, including access to the Client Resource Center for the latest in business and employee benefits, risk management news and resources. To learn more about the mobile app, visit oldnationalins.com and click on the mobile app rotator ad on the home page.

Faces in the news

Hecht

Bacher

Nelson

Ragland

Lynch

Telle

Richelman

Davis

Hargraves presented Mayor’s Award Kim Hargraves of MBI Worldwide recently was named a recipient of the Mayor’s Award by Herrin Mayor Vic Ritter. This award was presented to Hargraves in recognition of her many contributions and volunteer efforts for the city of Herrin. MBI Worldwide meets the preemployment and membership background needs of business and non-profit organizations.

Lewis qualifies for financial conference

Heimgartner

Guebert

Cleland

Bailey

Faces in the news

Rushing

Jacobus

National magazine recognizes Jackson Pools Karen and Dave Jackson, owners of Jackson Pools and Spas, LLC, recently were featured in Spa Retailer, a national magazine known to the spa industry. “It is such an honor to be in a magazine like this. It is nice to know that they thought we were worth doing an article on us,” Dave Jackson said.

Have you been promoted? Send a photo. Has a colleague at work completed an intensive continuing education program? Send a photo. Others in the business community will want to know it, so please consider passing on your employment news and photos to the Southern Business Journal. Feel free to email the information to sbj@thesouthern.com.

Jackson Pools and Spas, which has been in business for two years, has facilities in West Frankfort and Du Quoin. The Jacksons will open a third store in Coulterville.

Old National Insurance launches mobile app Old National Insurance has developed a mobile app that allows clients to access

Randy Lewis, an Edward Jones financial advisor in Marion, qualified for the firm’s 2012 Financial Advisor Leaders Conference. This conference recognizes financial advisors who are among the leaders in the financial-services firm. Lewis was one of only 570 financial advisors who qualified out of the firm’s more than 11,000 financial advisors. The conference will be this month at the firm’s headquarters in St. Louis.

Heating/cooling business opens Mike Goelz recently opened Affordable Heating and Cooling Service in Goreville as an alternative to the high cost of service repair in the HVAC business industry. The company offers commercial and residential service, repair and installation. Goelz described his business as “budget friendly” for those who need lower costs of repair, but still want a professional, honest and trustworthy business to help with their heating and cooling needs.

Parton honored for sales achievement Betty J. Parton of Marion, a representative of Modern Woodmen of America, has been named to Modern

Woodmen’s President’s Club. This distinction recognizes Parton’s high achievement in life insurance sales among the organization’s representatives nationwide.

Ed Automate launches new website Ed Automate, a Marion-based company that is focused on helping school districts transform their paper-based processes into a paperless environment, launched its new website recently at www.edautomate.com. Ed Automate serves school districts throughout the U.S.

Hospital acquires new technology Western Baptist Hospital in Paducah now offers an endoscopic bronchial ultrasound to provide a precise lung cancer diagnosis without surgery. Endobronchial ultrasound can assess a patient’s lymph nodes and determine if lung cancer has spread to other parts of the body.

Aisin receives Top Achiever award Aisin Mfg. Illinois recently was recognized for its success among all Aisin operations in North America. The 1P 1K Top Achiever award was presented to Aisin Mfg. at the North American Presidents meeting in Indiana. The award recognized the North American plant with the most employee improvement ideas implemented in 2011. The 1 Person 1 Kaizen program is a national program that allows Aisin team members the opportunity to submit and implement ideas for improvement in the areas of safety, quality, cost, delivery or environmental. The team members also receive financial awards based on the impact of the idea. In 2011, Aisin Mfg. team members implemented 2,930 improvement ideas, which saved more than $800,000.

Hecht new president of Bankers Federation Timothy A. Hecht, assistant vice president and lending officer at Percy Banking Center, recently was elected 2012-13 president of Randolph County Bankers Federation. The federation meets semi-annually to

We’re working to help build your business.

Whatever you envision for your business, SIU Credit Union can help you reach your goals. If you are looking to expand and need a Business Loan or you’re looking for a Business Deposit Account that has the features to help you succeed, we can help. We’re working for you.

Business loans include: • • • • •

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Angela Williams-Barke for your business lending needs

618-549-8631 Membership required. All loans subject to credit approval. Federally insured by NCUA. Equal Housing Lender. Contact SIU Credit Union for additional information.

SOUTHERN BUSINESS JOURNAL

MAY 2012

Achievements network and contribute funds in support of community organizations. Hecht will represent the federation throughout his term and organize the meetings. Percy Banking Center is a branch of First National Bank of Steeleville.

Nelson promoted at Hillerich & Bradsby Carbondale native Terry Nelson has been promoted to treasurer/controller of Hillerich & Bradsby Co., one of the oldest and most respected names in the sporting goods industry and parent of the iconic Louisville Slugger brand. Nelson has been with the company since 2008 and previously served as controller. Since arriving at H&B, he has been instrumental in working with the CFO and financial staff to implement profit center accounting, profitability analysis and standard costing, as well as revamping the financial reporting system.

was founded in 1969 by Robert L. Morgan, who retired from daily operations in 1998, but continues to serve the corporation as chairman of the board of directors. James R. Morgan is president of the company and has occupied that position since 1998.

Heather Richelman has been selected as the new director of rehab at Marshall Browning Hospital in Du Quoin. She replaced longtime director Debbie Hill, who recently retired. Housing Authority receives Richelman joined Marshall Browning Hospital’s rehab department as a licensed high performer status physical therapist in 2004. She has a The U.S. Department of Housing and Urban Development announced that Union bachelor’s degree in physical therapy with 15 years of clinical experience and four County Housing Authority has received a years direct management experience. high performer status for the public housing program for the fiscal year ending March 31, 2011. J. Bacher Fine Jewelry adds new The high performer status ranks Union jewelry lines, equipment County Housing Authority among the best J. Bacher Fine Jewelry at 301 N. public housing authorities in the country. Commercial St. in Harrisburg has added The public housing program is assessed and new lines of jewelry, as well as new monitored by HUD. equipment to keep the facility on the

Tyler Toyota donates to Raccoon Elementary

Tyler Toyota made a financial donation Lynch elected president March 23 to Raccoon Elementary School. of mentoring organization This is part of the ongoing effort that Tyler Toyota has committed to in supporting Paul R. Lynch, partner in the Mount Vernon law firm of Craig & Craig, has been local communities and schools. The Junior High Student Council elected president of the Southern Illinois determined that the funds would be used American Inn of Court. The members of for new books and chairs in the school the Southern Illinois Inn of Court include library to benefit all of the students. People lawyers and judges, in addition to professors and students at Southern Illinois may nominate their community schools on the Tyler Toyota Buick GMC Facebook University School of Law in Carbondale. wall. The American Inns of Court is a legal mentoring organization that has adopted the traditional English model of legal Jackson Pools and Spas apprenticeship, modified to fit the opens Coulterville store particular needs of the American legal Jackson Pools and Spas in Randolph system. Its goals include the promotion of County recently opened at 102 Nashville professionalism and collegiality among attorneys and judges. The Southern Illinois Road in Coulterville. Jackson Pools and Spas, which has been American Inn of Court was founded in the in business for two years, also has stores in early 1990s, and Lynch was one of the West Frankfort and Du Quoin. original members.

Rongey elected VP of Morgan Commercial Structures Robert “Bob” Rongey, a 27-year employee of the Murphysboro-based Morgan Commercial Structures, recently was elected vice president of the corporation by its board of directors. Rongey’s specific duties will include being head of the estimating and project management departments. Morgan Commercial Structures, a general contracting and design-build firm,

Richelman named director of rehab

Modern Woodmen reps honored for sales achievement Peggy R. Richey of Pittsburg, Larry D. Roberts of Marion and Brenda T. Stokes of Anna, all representatives of Modern Woodmen of America, have been named to Modern Woodmen’s President’s Cabinet. This distinction recognizes all three for their high achievement in life insurance sales and ranking among the organization’s top representatives nationwide.

cutting edge of technology. Joe Bacher, owner and operator of the company, explained that a new laser welder enables jewelers to work around heatsensitive stones, rather than remove the stone to work on the piece of jewelry. A diamond proportion analyzer allows the jeweler to ascertain the cut on diamonds more efficiently. Both of these machines save time when working on jewelry pieces.

Ragland retires from First Bank

In addition to frozen yogurt, fruit smoothies, assorted coffees and other beverages are available. Store hours are 11 a.m. to 9 p.m. Sunday through Thursday and 11 a.m. to 10 p.m. Friday and Saturday.

Brown earns professional lender designation Joshua Brown, branch manager at First State Bank of Campbell Hill, recently completed all requirements necessary to achieve the Certified Community Lender designation. Designed to professionalize the position of a community bank lender, the CCL designation establishes a standard of knowledge in the field. Brown is among 30 Illinois lenders who have earned this designation.

SIU alumnus named senior vice president SIU alumnus Doug Simmons recently was appointed senior vice president of sales and marketing at Freedom Industries, a manufacturer of specialty mining chemical products, with production facilities in Nitro and Charleston, W. Va., as well as satellite operations in Chicago, St. Louis, Owensboro, Ky., Pittsburgh and Grand Junction, Colo. Simmons earned a bachelor’s degree in engineering from SIU.

Longtime First Bank employee Rita Ragland celebrated her retirement March 1 at the Chester branch. Modern Woodmen district tops Ragland, a customer service $1.5 million mark representative at First Bank for more than The John P. Burns district of Modern 12 years, was presented with a gift and a Woodmen of America in Marion passed the dozen pink roses. The celebration also $1.5 million mark in annualized premium included dinner with all of the staff. for the first time in 2011. To surpass the $1.5 million mark, a Telle joins staff of Mercy district must consistently be a top producer in annualized premium each month of the Medical Associates year. Burns recently received an award from Dr. Terri H. Telle recently joined the staff at Mercy Medical Associates, Lourdes’ George R. Worley, Modern Woodmen’s chief agency officer. employed physician practice. She formerly practiced at Family Medicine Associates of Western Kentucky Davis joins InnoTech Manufacturing in Reidland. She is board-certified in family Ron Davis recently joined InnoTech medicine. Manufacturing in Mount Vernon as the head of the elevator components division. Davis brings years of construction and Cool Spoons Frozen Yogurt opens business experience to InnoTech Cool Spoons Frozen Yogurt & Treats recently opened at 695 N. Giant City Road Manufacturing from former positions as a construction superintendent, managing in Carbondale. The store is locally owned partner and business developer for various and operated by Don and Jill Johnson of corporations in the Southern Illinois area. Carbondale.

MAY 2012

SOUTHERN BUSINESS JOURNAL

Achievements Heimgartner named Volunteer of the Year The Rev. G. Robert Heimgartner of Anna has been selected as 2012 Volunteer of the Year for Tamms Correctional Center. Heimgartner began his volunteer work at the correctional center by helping start a new volunteer ministry at Tamms CMAX Unit in 2010. Last year, he spent more than 36 hours with inmates on bible study. He also volunteers every Tuesday at Tri-County Justice & Detention Center in Ullin.

Escape Locally opens Escape Locally, an online inbound travel service that makes it easy for people to view and book experience packages and buy products and services made locally, recently opened at 701 University Ave. in Carbondale. Experience packages are composed of hospitality activities and services offered by Southern Illinois venues, including B&Bs, wineries, restaurants, horseback riding, biking, golf, galleries, transportation and more. David Coracy is managing partner for Escape Locally of Southern Illinois.

Guebert promoted to senior vice president Bruce A. Guebert has been promoted to senior vice president at First National Bank of Steeleville. He is a registered representative of First National Investment Services. A lifelong resident of Steeleville, Guebert has more than 36 years of experience in community banking, all of which were served at First National Bank of Steeleville.

Cleland to attend banking institute Amy Cleland, human resources clerk and training specialist at Murphy-Wall State Bank and Trust Company in Pinckneyville, has been selected by the Illinois Bankers Association as a recipient of one of the IBA’s 2012 Future Leaders Alliance Institute scholarships. The 10-month FLA Institute is dedicated to enhancing the professional development of new and promising bank leaders through three primary components: education, community

service and networking.

Bailey joins Marshall Browning Hospital Cary Bailey recently joined Du Quoin’s Marshall Browning Hospital as a nurse practitioner/hospitalist. Bailey, a Du Quoin resident, is a graduate of the Acute Care Nurse Practitioner program at Vanderbilt University in Nashville, Tenn. She has been a resident of the Du Quoin/ Pinckneyville area all of her life. Prior to joining Marshall Browning Hospital, Bailey specialized in the medical care of acutely ill hospitalized patients at Memorial Hospital of Carbondale for more than 13 years.

Blue Family Insurance opens A ribbon-cutting ceremony April 12 celebrated the opening of Blue Family Insurance at 400 E. DeYoung St., Suite 2, in Marion. Owner/agent Chris Blue has been in the insurance business for four years. He is a graduate of Marion High School and SIU.

Maurices opens in University Mall Maurices, one of the newest tenants inside University Mall in Carbondale, celebrated with a ribbon-cutting ceremony April 13. The store offers casual and career apparel and accessories for women. The store manager is Senida Husic.

Beck obtains new certification Rushing named financial aid director Cheri Rushing of Pinckneyville recently was hired by Rend Lake College Board of Trustees to replace retiring Director of Financial Aid Doug Carlson of Mount Vernon, who will serve the final day of his 32-year career on June 30. Rushing has worked as a financial aid advisor at RLC since 1999. In 2008, she received the Outstanding Staff Member award from RLC Foundation.

Jacobus named bank vice president Karen Jacobus recently joined the staff of First National Bank of Steeleville as vice president and cashier. Jacobus comes to First National Bank of Steeleville with more than 30 years of experience in the banking industry. She last served as vice president and cashier of State Bank of Waterloo.

Prime Lending celebrates grand opening Prime Lending, a mortgage company, celebrated its grand opening with a ribbon-cutting ceremony April 12 at 1400 W. Main St. in Carbondale. Since 1986, the Texas-based company has expanded to more than 200 branches across the U.S. and is licensed to originate and close loans in 50 states. The Carbondale branch now employs Dawn McClerren, production manager, and Christine Osingo, loan officer.

This achievement sets Beck at the top of his profession. NABCEP’s new certification has been developed to ensure quality assurance throughout the entire sales process and, as such, offer consumers a new level of confidence when they seek quotations, proposals, and energy and financial production estimates for potential solar electric projects.

Aur Beck, owner and chief technician of the Carbondale-based Advanced Energy Solutions Group Inc., recently passed the North American Board of Certified Energy Practitioners Photovoltaic Technical Sales Exam.

Faces in the news Have you been promoted? Send a photo. Has a colleague at work completed an intensive continuing education program? Send a photo. Others in the business community will want to know it, so please consider passing on your employment news and photos to the Southern Business Journal. Feel free to email the information to sbj@thesouthern.com.

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MAY 2012

SOUTHERN BUSINESS JOURNAL

Business Fine Print Building permits Marion Matt Odum, Whitney Lane, $125,000 Five Brothers Lawn and Tractor, 1300 E. Main, $450,000 Robert and Beverly Binkley, Wild Rose Lane, $155,000 Enrico Castellano, 1706 Faust, $140,000 R&K Land, Inc., 2701 W. DeYoung, $0 Matt Adkins, 2730 Kokopelli Drive, $18,000 Jack Randolph, 2003 Francis Drive, $295,000 Unlimited Development, Inc., 3116 Williamson County Pkwy., $2,700,000 Logan’s Roadhouse, Inc., 1201 Halfway Road, $650,000 Greg Thompson, 1017 Patton Drive, $44,000 Timberline Fisheries, 201 Timberline Road, $135,000 Robert Saurbern, 1202 E. Blvd., $15,000 Jamie Zeller-Taylor, 2100 Orchard, $150,000

Metropolis Raven Cohoon, 903 19th St., $60,495

Greg and Mary Kennedy, 116 Dorris Drive, $18,000 Larry Parker, 2601 Poco Road, $600 Greg and Mary Kennedy, 116 Dorris Drive, $65,000 City National Bank, P.O. Box 380, $3,500 Jack Hicks, P.O. Box 173, $200 Todd Smith, 4040 Shady Oaks Lane, $1,650 Rhonda and Larry Jenkins, 2025 Market St., $5,842

Murphysboro Tina Shinskey, 404 N. 8th St., $1,000 Russ Wright, 2043 Elm St., $2,000 Angela Fisher, 2122 Spruce, $5,200 Frank Coniglio, 705 N. 7th St., $6,500 El Penn, 444 S. 15th St., $1,150 Larry Reinhardt, 1604/1606 Shoemaker, $2,500 Susan Birkner, 420 Birkner Lane, $600 Darcia Garrett, 2009 Commercial, $3,100 Michael Bergant, 640 N. 11th St., $3,000 Lucy Achebo, 416 N. 16th St., $3,441

Bankruptcies Chapter 7 James Bryan Braddock, 211 S.W. 10th St., Fairfield Anna L. Duty, 2103 Roblee St., Apt. 4, Murphysboro Amber M. Rash, 1420 N. Lincoln Drive, Apt. A, Benton Jason R. Wilson and Jennifer R. Wilson, 809 S. Albert St., Golconda Barbara A. Milavec, 507 Judi Lane, Steeleville Glen F. Kolweier and Jane A. Kolweier, 706 N. Pine St., Sparta William V. O’Brien and Kristen L. O’Brien, P.O. Box 9, Coello Breane McKay Moorman, 2100 Bristol Drive, Marion Robert W. Burgess and Diana Burgess, 1606 W. Copeland St., Marion Tina M. Brown, 16688 Illinois 149, Murphysboro Russell C. Henson, 1304 W. Oak St., West Frankfort Brock Adam Wagner and Emily Kaye Wagner, 800 W. Monroe St., Herrin

Akeem O. Hamilton and Alexandra G. Hamilton, 807 Ritter St., Pinckneyville Roger Lynn Lipe, P.O. Box 458, Murphysboro Jessica D. Rich, P.O. Box 54, Orient Dennis L. Chaney, 301 E. Elm St., West Frankfort Robyn L. Cheatham, 9024 Illinois 149, West Frankfort Shelley A. Gogan 702 S. 23rd St., Mount Vernon Pennie Williams, 417 N. Main St., Zeigler Sheree T. Williams, 2409 Logan St., Mount Vernon Linda F. Sanders, 107 W. Plum St., Benton Murl Leon Hays and Dolores Arlene Hays, 405 W. Market St., McLeansboro Marvin L. Bullock and Linda J. Bullock, 1711 S. 13th St., Mount Vernon Timothy E. Baugh, 205 S. Dean St., Royalton William R. Windhorst and Karla J. Windhorst, 111 E. 18th St., Metropolis Deanna Lynn Pratt, 542 Steven St., Red Bud Rebecca Jane Dunne, 2045 Mount Zion Road, Dongola Larry M. Price and Kerri M. Price, P.O. Box 324, Energy SEE FINE PRINT / PAGE 23

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THE FIRST BANK AND TRUST COMPANY OF MURPHYSBORO 1403 Walnut, Murphysboro 2471 West Main, West Park Plaza, Carbondale www.fb-t.com

MAY 2012

FINE PRINT FROM PAGE 21 Daniel Roskowski, 24401 Florida Road, Ashley Michelle Devon Long, 43 Brookwood Drive, McClure Paul M. Haggerty, 425 Robinson Circle G-4, Carbondale Chester D. Smith and Bertha J. Smith, 205 Pankey Road, Carrier Mills Helen M. Williams, 205 N. Garfield St., Marion Jennie D. Hester, 907 Belle Ave., Pinckneyville Chester L. Helderman, 209 W. North St., Sesser David B. Hubbard, 388 Cut-Off Lane, Grand Chain Christen M. Puckett, 341 W. Main St., Sparta Bonnie L. Griebe, 200 N. Broadway St., Goreville Robert E. Kwiatkowski and Wilma G. Kwiatkowski, P.O. Box 165, Ashley Adam D. LeGrand, 207 N. Eighth St., Mount Vernon Johnny L. Smith and Patricia A. Smith, 1303 N. 10th St., Mount Vernon Cyrella F. Tyler, 16825 Pittsburg Road, Marion Sonya L. Gregory, 917 Airport Road, Mount Vernon Mila L. Cobb, 910 Barham St., Johnston City Bria K. Besheres, 318 W. 12th St., Metropolis Kenneth E. Hassebrock, 1137 Gorham Road, Gorham Kenneth A. Zapp and Carol R. Zapp, 764 S. Mill St., Apt. 3, Nashville James C. Mabry, 7 CDE Lane, Murphysboro Stanley E. Underhile and Freda E. Underhile, 105 N. Royal St., Royalton Harold D. Wininger and Wendy L. Wininger, 14109 Burton Drive, West Frankfort Edward E. Vance, 509 Old Creal Springs Road, Marion Charles J. Robinson and Ruth A. Robinson, 4048 Herrin Road, Carterville John H. Foster and Marsha J. Foster, 327 N. Seba St., Hurst Virginia M. Perry, 217 S. Durham St., Harrisburg Steven A. Olkoski and Christine M. Olkoski, 605 Cypress St., De Soto Sidney E. Williams and Linda S. Williams, 1415 Della St., Apt. A, Benton Federico Fernandez, P.O. Box 82, West Frankfort Linda L. Zelisko, P.O. Box 40, Makanda John E. Alexander and Kathy J. Alexander, 313 W. Carpenter St., McLeansboro Michael T. Boren and Kris C. Boren, 201 E. Railroad St., Energy Robert Eugene Opp Jr. and Michele Renee Opp, 103 Meadow Park, Pinckneyville Joseph W. Johnson, 3202 Mark Twain Ave., Apt. B, Marion JoEllen Nannie, 700 S. Lewis Lane, Apt. 603, Carbondale Marland K. Ayers, P.O. Box 66, Wolf Lake Timmy W. Flannigan and Jeana L. Flannigan, P.O. Box 25, Simpson Timothy E. Arnold and Misty R. Arnold, 17721 N. Birmingham Lane, Woodlawn Kortny Dawne Bullard, 19992 E. Marlow Road, Opdyke

SOUTHERN BUSINESS JOURNAL Brian Justin Bernard, 806 S. 23rd St., Mount Vernon JoAnn Elayne Leeper, 905 N. 22nd St., Murphysboro James Arthur Slaton and Mary Elaine Slaton, P.O. Box 82, Ewing Sandy L. Gillihan, 1804 Baynes St., Metropolis Whitney A. Gallow, 5126 Staton Ridge Road, Belknap Danielle Lynnette Beppler, 9 Bozarth Drive, Geff Bill A. Zapp, P.O. Box 24, Oakdale Justin Wade Elders, 1314 E. Boulevard St., Marion Jennifer L. Followell, 2037 Elm St., Murphysboro Martin W. Grace and Mary S. Grace, 24723 Tamms Olive Branch Road, Tamms Robin L. Wagner, 217 Newman Drive, Herrin John R. Patton and Tonyi L. Patton, 104 W. Raymond St., Harrisburg Doug L. Flannigan,12335 Illinois 166, Marion Michael Young Jr. and Patricia A. Young, 216 W. First St., Cutler Claude G. Loucks and Sandra D. Loucks, P.O. Box 461, Percy Shaney L. Gass, 1138 James St., West Frankfort Jessica Lynn Davies, 310 S. Browning St., Benton Christopher A. McLelland and Becky L. McLelland, 105 Wagon Wheel Drive, Ellis Grove Eugene Dale Carr and Kathleen Ann Carr, 802 Liberty St., Apt. A, Evansville David S. Hill, 121 N. Restivo Ave., West Frankfort Donna K. Robinson Williams, 2501 Weaver Road, Herrin Matthew J. Bruno and Nicole F. Bruno, 100 Pin Oak Lane, Harrisburg Josh C. Pemberton and Patricia K. Pemberton, 403 S. State St., Christopher Debera K. Majors, P.O. Box 997, Carrier Mills Jose Angel Castro, 420 S. 18th St., Mount Vernon Bryan A. Masterson and Michele C. Masterson, 729 W. South St., Grayville Daniel Karl Waterstradt, 23032 N. Stratford Lane, Texico Michael P. McKenzie and Laura R. McKenzie, 475 Brushy Creek Church Road, Harrisburg Steven Dean Edmundson, 217 N. Chestnut St., Bone Gap Justin W. Poole and Charlee R. Poole, 9053 Crenshaw Road, Marion Tammy A. Levesque, P.O. Box 234, Tamaroa Damon Richard Trost and Tiffany Lee Trost, P.O. Box 126, Ellis Grove Susan E. Anderson, P.O. Box 113, Joppa Kimberly J. Cochran and Kevin L. Cochran, 407 E. Keyes St., Du Quoin Larry Ray Timmons and Lisa Gay Timmons, 1863 Angelly Road, Brookport Christopher J. Bordenet and Rachel A. Bordenet, 1007 N. 16th St., Herrin John Motgomery Toucey, 3471 Bell Lane, Du Quoin Ryan Wade Dison, P.O. Box 93, Rosiclare Dalus Geo Downs, 1808 Suzanne Drive, Marion Misty D. Riddle, 1059 Latrobe Road, West Frankfort

Find more business news at www.sbj.biz. Kevin L. Holder, P.O. Box 287, Ashley Joshua R. Baugher, 1159 First St., Eldorado John C. Jeffers, 1021 Country Club Road, Sparta Timothy D. Jeffers, 910 N. James St., Sparta Donald E. Smith and Martha J. Smith, 918 S. Land St., Harrisburg Lisa Harland, 230 Springdale Road, Murphysboro Justin R. Yates and Amber L. Yates, P.O. Box 386, Energy Megan Welch, 3840 Baptist Camp Road, Carterville James M. Holt and Valerie M. Holt, 6984 New Columbia Road, Belknap Jeremy M. Williams, 829 E. Jefferson St., Ashley David L. Dwight and Gayle Y. Dwight, 2120 Herbert St., Murphysboro Chester W. Morse and Leslie A. Morse, 543 N. John St., Jonesboro Donald W. Vangilder, R.R. 1, Box 115B, Geff

Chapter 13 Kenneth L. Bradley, 2127 Illinois 37, Marion Paula S. Allsopp, 1002 N. Otis, Apt. A, Marion Jeremy A. Pickett and Aimee B. Pickett, 1061 E. Cedar St., Olmsted William D. May, 1401 N. Eighth St., Herrin Margaret F. Acklin, P.O. Box 211, Cobden Jessica L. Ellison, 542 E. Monroe St., Apt. 542, Du Quoin Robert L. Johnson and Sherri M. Johnson, 422 Third St., Mounds Vera M. Mills, P.O. Box 253, Zeigler Terry G. Dawson and Nathalie B. Dawson, 803 Michael Drive, Benton Aaron D. Short and Julie A. Short, 1710 Elm St., West Frankfort Kevin J. Bush and Rhonda K. Bush, P.O. Box 1643, Benton Valerie J. Dover, P.O. Box 1562, Benton Gary L. Curtis and Sharon D. Curtis, R.R. 2, Box 194, McLeansboro Sean A. Coulter, 317 Pine Drive, Mount Vernon Thomas M. McGladdery and Donna J. McGladdery, 1603 Morning Dew Court, Carterville Randy L. Meadows Jr. and Kristi C. Meadows, P.O. Box 413, Mulkeytown Donald R. Cole and Susan G. Cole, 221 N. Maple St., Du Quoin Charles J. Gualdoni and Debra K. Gualdoni, 767 State St., Chester Martha Unthank, 1800 Glennwood Ave., Eldorado Michale L. Hill, 8B Lane, Herrin Patricia A. Floyd, 106 Williams St., Anna Carol J. Jermyn, 639 E. Elm St., Nashville Marsha L. Cook, P.O. Box 656, Cairo Charles W. Edging, 318 S. Fourth St., Mound City Lora J. Seddon, 600 S. McLeansboro St., Benton Charles G. Hewitt, 310 Wilson St., Anna

Steven D. Danner Sr. and Tracy D. Speakman Danner, 428 E. Main St., Sparta Jason L. Baker and Shannon L. Baker, 10351 Stotlar Road, Marion Debra A. Frick, 907 E. Cleveland St., West Frankfort Terry L. Davidson and Gayla A. Davidson, 2500 Kaolin Road, Cobden Brenda Y. Bowman, P.O. Box 838, Jonesboro John Michael Stearns and Chandra Dale Stearns, One Stearns Lane, Carbondale Joseph J. Folck, 1404 N. Russell St., Marion Michael E. Vick, 22537 Illinois 34, Thompsonville Amy L. Mathis, 1007 E. Dickinson, Marion Wendell Holder and Leatha Holder, 2110 Melanie Lane, Apt. C, Marion Kirk T. Kepner and Kimberly E. Kepner, R.R. 1, Box 603C, Brookport

COVER FROM PAGE 4 resources, Southern Illinois’ outdoor industries should continue to grow. “I believe that for Southern Illinois, the resource economy has been underutilized and under-tapped,” he said. “I think you’ll see in the next 10 years growth, and that’s going to make a huge impact. Make the resources available and make people aware of them, and I think you’ll see a lot more outdoor-related businesses popping up.” Ward said there already is an increase in guide services, helping with everything from hunting expeditions to fishing and rock climbing. Expansion in the winery and hospitality sectors is further evidence of growth. “People are beginning to see the opportunities here,” he said. Johnson said her organization has already seen the opportunities in the Southern Illinois outdoors and is working to take advantage of them. The bureau sends out thousands of hunting guides annually and promotes many other activities — from HerrinFesta Italiana to outdoor ballgames and pumpkin farms. “We focus on the outdoor market because that’s what we have here to capture the visitors,” she said. “It’s something we have that the others don’t. You can’t take away the value of the natural resources in Southern Illinois. If we didn’t have them, we’d have to do things much differently.” LES O’DELL of Carbondale is a regular contributor to Southern Business Journal and The Southern Illinoisan.

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