Serving 18 Illinois counties • www.sbj.biz • September, 2014
Working together? Too many visions hurt regional power COVER STORY BEGINS ON PAGE 4
September 2014
Southern Business Journal
| 19
Fine Print Building permits cont. Nicholas D. Griffery, 609 Ninth St. E., $150,000
Mount Vernon
Alan Busch, 822 Oakland, $5,000 Gallery 223, 120 S. Ninth St., $200 Kenneth Lucas, 1820 S. 10th St., $2,000 City of Mount Vernon, varioius locations, $0 Anthony Windland, 223 Casey, $0 Jefferson County Habitat for Humanity, 1714 North St., $18,000 Steve Parker, 64 Beech, $800 United County Real Estate, 2026 Broadway, $3,800 Drury Inn and Suites, 145 N. 44th St., $81,571 Asian Buffet, 419 S. 42nd St., $500 Huck’s Convenience Store, 1801 S. 10th St., $1,502,000 Jacquline and Arnold Ross, 1021 Herbert, $0 Auto Credit, 3110 Broadway, $475,000 The Plaza at 42nd Street, 600 S. 42nd St., $11,800 Nature Trail Health Care Center, 1001 S. 34th St., $3,350 State Farm (Al Lemke), 2501 Broadway, $2,700 Big Lots, 3925 Broadway, $0 Ken Myers, 9 Windsor Place, $43,000 John Moore, 716 S. 22nd St., $5 Charles Rightnowar, 510 S. 24th St., $2,000 Donald Irvin, 425 S. 20th St., $0 Edward Wheeler, 2424 Cherry St., $8,818 Continental Tire (warehouse expansion), 11525 N. Illinois 142, $16,200,000 Continental Tire (rework center) 11525 N. Illinois 142, $910,000 Continental Tire (PLT expansion) 11525 N. Illinois 142, $1,700,000 Ali Asian Cuisine, 101 S. 27th St., $100 All Asian Cuisine, 101 S. 27th St., $130 Moe’s Southwest Grill (TSM) 909 Broadway, $275,000 Bradshaw Auto Sales and Detailing, 512 Broadway, $500 Mount Vernon Associates, LLC (mall) 903 Broadway $40,530 Mount Vernon Associates, LLC (mall) 909 Broadway, $42,000
Murphysboro
John Marjanovich, 2026 Jackson St., $2,500 Orville Rogers, 115 To Rogers Place, $200 John Marjanovich, 2140 Clarke St., $4,055 Glenn Stokes, 707 North St., $3,000 Robert Marfio, 903 N. 23rd St., $2,000 Troy Humphrey, 217 S. 22nd St., $7,500 Robert and Angela Knope, 1842 Walnut St., $21,500 Liberty Theater, 1333 Walnut St., $25,000 Martha Shafter, 2033 Alexander Ave., $0
Wilma Gail Lemasters, 108 S. 7th St., Elkville Robin Lynn Shelby, 2215A Nichole Lane, Marion Anna Marie Roberts, 730 W. Park St., Du Quoin William W. Hand, 707 N. Madison St., West Frankfort Tammy R. Goessman, 204 E. North St., Sesser John M. Johnson, 1919 Hood Ave., Marion Richard A. and Jennifer D. McCall, P.O. Box 1804, Marion Valerie Ann Kiselewski, 1001A S. Monroe, West Frankfort Jonathan Samuel and April Lynn Sturgeon, 218 Red Row, Marion Dianne J. Rushing, 1970 Tunnel Hill Road, Tunnel Hill Stacy L. Johnson, 402 Small St., Apt. 5, Harrisburg Omar T. and Vicky E. Jackson, 41 S. 18th, Mount Vernon Penny G. Russell, 1401 S. 34th, Apt. 110, Mount Vernon
Kelly M. and Heather A. Evraets, 516 Farris St., Carterville Diana Faye George, 29 N. Elm, Tamaroa Rickey Lynn and Mildred Eilene Walker, 312 E. Chester, Pinckneyville Darin A. and Christa D. Galloway, 7068 Concord Road, Sesser Gary S. and Lee Ann Ward, 501 Bogie Drive, Herrin Janetta Marie Rogers, 1150 Jefferson St., Apt. 11, Eldorado Karen Diane, Eagan, 12485 N. Seven Mile Lane, Mount Vernon Chapter 7 Richard David and Elizabeth Ann Horn, P.O. Frank and Patricia Farmer, 8763 E. Stotler Box 532, Carrier Mills Road, Herrin Darren A. Webb, 75 Caraway Lane, Goreville Gary W. Creech, P.O. Box 76, Mount Vernon Ebony M. Jones, 94 James Place, Kelly A. Brayfield, 709 W. Tyler St., Herrin Murphysboro Crystal D. Tellor, 423 E. Jefferson St., No. 65, Robert D. Stucker, 505 S. 6th, Herrin Anna Dayna S. Garner, 412 E. Marion St., Marion Ronald E. and Julie M. Duvall, 2250 Ledford Susan L. Gholson, 55 Brady St., Harrisburg Road, Harrisburg Charles D. Brookmeyer, P.O. Box 223, Sesser Allen W. and Sherry D. McClintock, 1103 E. Crystal Lynn Kellum, 1003 E. Cindy, Webster, Benton Chapter 13 Carbondale Tabitha Ann Morris, 300 Shannon, Energy James F. and Velma R. Crackel, P.O. Box 112, Leona Nichole Minton, 23949 Ridgeway Road, James A. Singler, 2026 Casey Ave., Mount Stonefort Thompsonville Vernon Arlinda L. Johns, 712 Ruggeri, Herrin Evelyn P. Keel, 721 N. 18th, Herrin Georg S. Edwards, 905 W. Concord, Marion Jared S. and Heather R. Newman, 1115 Gurley Bruce J. Venturelli, P.O. Box 1094, Donna L. Earth, Rt. 2, Box 233, Elizabethtown Loop, Buncombe Murphysboro Melinda C. Flowers, 701 4th St., Mounds Darrell and Amy Dalby, 20311 E. Sandpiper, Dennis Earl and Shirley Robinson, 1417 N. 10th Douglas Allen Moles, 10 Cottonwood Drive, Bluford St., Mount Vernon Mount Vernon Melissa J. Lewis, 215 Red Row, Apt. 3, Marion Teddy Lee and Christine Rose Sanders, 485 Michael E. Lilly Sr., 304 E. Larch, Carbondale Victoria L. Hunt, 206 N. Horn St., West Old Mount Pleasant Road, Buncombe Dennis David Sawyer, 156 Kessel Road, Ava Frankfort James D. and Teresa M. Mason, 418 N. Winter, Kelli M. Sullivan, 607 E. Webster, Benton Bryan A. and Melanie A. Dillow, 740 Lakeshore Du Quoin Rollie Lee and Judy Ann Kirby, 205 S. Mulberry, Drive S., Goreville Timothy G. and Patricia A. Gibbs, 489 Illinois Du Quoin George F. and Lynda S. Henley, 316 Cherokee 146 E., Golconda J. C. and D’Lisa Sue Hargrave, 332 E. Dayton, Drive, Harrisburg Shane W. and Leah M. Tinault, 217 Walnut St., Harrisburg Crystal L. Grant, 1003 Hunters Circle, Benton Zeigler Louis W, Hufstedler, 620 E. Grant St., Apt. 1, Jesse G. Farley, 685 Durham Road, Galatia Dawn Marie Glenn, 13223 N. Two Mile Creek Herrin John P. and Stephanie J. Wright, P.O. Box 424, Lane, Mount Vernon Joe. F and Bonnie L. Turley, 809 Dogwood Karnak John S. and Diana L. Stephens, 902 Forest St., Lane, Marion Tyler G. Griggs, 2571 Orient Road, West Benton Shelba J. Allen, 109 E. North St., Sesser Frankfort Julie A. Giracs, 1105 Thomas Drive, Carterville Stevie J. Bartley, 812 N. Market, Marion Robert J. and Eugenia L. Dunning, 804 James Robert W. Twente, 1875 E. Second St., Grand Adam J. and Michelle Lynn Young, 204 N. St., Carterville Chain James St., Steeleville Kimberly A. Overstreet, 604 N. Friend, Carrier Royce W. Loucks, 326 W. Park St., Du Quoin Lindsey Rose Evans, 701 E. Boulevard St., Mills Geoffrey Craig Rose, 12931 N. Shorelane Drive, Marion Kenneth A. Donoho Sr. and Rose M. Donoho, Marion Barbara K. Foster, 717 N. 17th, Herrin 407 N. Madison, West Frankfort Tamera J. Coulter, 14600 Circus St., Herrin Helen L. Elam, 1405 E. Main St., Apt. 104, West Joseph D. Tibbs, 301 N. Commerical, Malcolm P. and Charlamae Crow, 11967 Old Frankfort Harrisburg Frankfort Road, Marion Terri Leigh Bradley, 314 Castleton Ave., Mount Frank Milton Williams, 531 S. 25th St., Mount William A. and Susan M. Fowler, 208 Gore Vernon Vernon James D. Newfarmer, 60 Lucy Lane, Jayman J. Jackson, 7415 N. Illinois 148, Mount Place, Benton George C. Pierson, 571 Heine Road, Gorham Murphysboro Vernon Brian Keith and Pamela Marie Kerley, 1470 Dr Daniel Elmer and Deborah Louise Wilson, P.O. Ashlei D. Thomas, 304 S. Virginia Ave., Marion Box 14, Benton Trudi A. Hunter, 10774 Illinois 127, Murphysboro Springs Road, De Soto Jeremy L. and Sarah J. Schmitto, 116 W. Kenneth D. and Kendra R. Hatton, 315 W. Lillie, James S. Halstead, 512 N. Line St., Creal McHaney St., Harrisburg Harrisburg Springs Terralyn Porter, 205 N. Wall St., Apt. 16A, Ryan J. Crumbacher, 1414 Monroe St., Kellie J. McClure, 416 E. Bryant St., Apt. 7, Carbondale Johnston City Herrin Bill Myers, 2111 Division St., $13,000 Wildlife Materials, 1202 Walnut St., $58,000 Red Devil Land Trust, 860 Industrial Park Road, $350,000 Durice Runge, 1515 Gartside St., $0 Patricia and Bruce Rogers, 806 Somerset St., $3,000 John Marjanovich, 312 N. 15th St., $4,000 John Arnold, 2108 Logan St., $7,500
Bankruptcies
|
Southern Business Journal
September 2014
Problem Solvers Leading Southern Illinois Lawyers
18
Douglas A. Antonik
Antonik Law Offices
Mount Vernon
618.244.5739
William L. Broom, III
Barrett Twomey Broom Hughes & Hoke LLP
Carbondale
618.457.0437
Patricia A. Hoke
Barrett Twomey Broom Hughes & Hoke LLP
Carbondale
618.457.0437
Kenneth R. Hughes
Barrett Twomey Broom Hughes & Hoke LLP
Carbondale
618.457.0437
Michael R. Twomey
Barrett Twomey Broom Hughes & Hoke LLP
Carbondale
618.457.0437
Mark J. Ballard
Black Hedin Ballard McDonald PC
Mount Vernon
618.242.3310
Terry R. Black
Black Hedin Ballard McDonald PC
Mount Vernon
618.242.3310
Aaron S. Carnine
Black Hedin Ballard McDonald PC
Mount Vernon
618.242.3310
Craig R. Hedin
Black Hedin Ballard McDonald PC
Mount Vernon
618.242.3310
Jerome E. McDonald
Black Hedin Ballard McDonald PC
Mount Vernon
618.242.3310
Kristine M. Tuttle
Black Hedin Ballard McDonald PC
Mount Vernon
618.242.3310
William Kent Brandon
Brandon Schmidt & Goffinet
Carbondale
618.549.0777
Jeffrey A. Goffinet
Brandon Schmidt & Goffinet
Carbondale
618.549.0777
Charles E. Schmidt
Brandon Schmidt & Goffinet
Carbondale
618.549.0777
Paul R. Lynch
Craig & Craig LLC
Mount Vernon
618.244.7511
Julie A. Webb
Craig & Craig LLC
Mount Vernon
618.244.7511
Kenneth F. Werts
Craig & Craig LLC
Mount Vernon
618.244.7511
Edward J. Kionka
Edward J. Kionka Law Office
Carbondale
618.521.5555
Michael F. Dahlen
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
Thomas R. Frenkel
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
R. James Giacone, II
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
Richard A. Green
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
Cheryl Lynn Intravaia
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
Kevin L. Mechler
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
John S. Rendleman, III
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
John C. Ryan
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
Pieter N. Schmidt
Feirich/Mager/Green/Ryan
Carbondale
618.529.3000
Mark D. Hassakis
Hassakis & Hassakis PC
Mount Vernon
618.244.5335
Morris Lane Harvey
Law Offices of Morris Lane Harvey
Mount Vernon
618.244.9544
A. Ben Mitchell
Mitchell Law Office PC
Mount Vernon
618.242.0705
John T. Hundley
The Sharp Law Firm PC
Mount Vernon
618.242.0246
Terry Sharp
The Sharp Law Firm PC
Mount Vernon
618.242.0246
John Womick
Womick Law Firm Chtd
Herrin/Carbondale
618.993.0911
Bankruptcy: Individual; Bankruptcy & Workout: Commercial
Commercial Litigation; Elder Law; Land Use/Zoning/Condemnation; Real Estate: Commercial; Trust, Will & Estate Tax: Individual; Trust, Will & Estate Banking; Closely & Privately Held Business; Commercial Litigation
Banking; Gov't/Municipal/Lobbying/Administrative; Land Use/Zoning/Condemnation; Real Estate: Commercial Closely & Privately Held Business; Trust, Will & Estate
Banking; Mineral & Natural Resource; Real Estate: Commercial; Real Estate: Residential Adoption & Reproductive Technology; Family Law Mineral & Natural Resource; Real Estate: Commercial
Ins, Insurance Coverage & Reinsurance; Personal Injury Defense: General; Products Liability Defense Mineral & Natural Resource; Real Estate: Commercial; Real Estate: Residential
Personal Injury Defense: General; Products Liability Defense; ADR: Personal Injury; Workers' Compensation Defense Personal Injury Defense: General
Medical Malpractice Defense; PI Defense: General; Products Liability Defense; Prof'l Mal Defense: Incl Legal/Tech/Financial Medical Malpractice Defense; Personal Injury Defense: General
Personal Injury Defense: General; ADR: Personal Injury; Workers' Compensation Defense Workers' Compensation Defense Civil Appellate
Civil Appellate; Medical Malpractice Defense; Personal Injury Defense: General
Ins, Insurance Coverage & Reinsurance; Medical Malpractice Defense; Personal Injury Defense: General Personal Injury Defense: General; Workers' Compensation Defense
Ins, Insurance Coverage & Reinsurance; Medical Malpractice Defense; Personal Injury Defense: General; Products Liability Defense Workers' Compensation Defense Workers' Compensation Defense
Closely/Privately Held Business; Employment: Mgmt; Gov't/Municipal/Lobbying/Administrative; Real Estate: Commercial Commercial Litigation; Employment: Mgmt; Gov't/Municipal/Lobby/Admin; Med-Mal Defense; PI Defense: General Personal Injury Defense: General; Workers' Compensation Defense Personal Injury: General; Workers' Compensation Family Law
Closely & Privately Held Business; Commercial Litigation; Mineral & Natural Resource; Trust, Will & Estate Bankruptcy: Individual; Bankruptcy & Workout: Commercial; Creditor's Rights/Commercial Collections Bankruptcy: Individual; Bankruptcy & Workout: Commercial; Commercial Litigation
Personal Injury: General; Personal Injury: Professional Malpractice; Workers' Compensation
A lawyer CANNOT buy the distinction of being a Leading Lawyer. This distinction was earned by being among those lawyers who were most often recommended by their peers in statewide surveys. Respondents COULD NOT recommend themselves or lawyers at their law firm. For a complete list of all Leading Lawyers and to view profiles of the lawyers listed on this page, go to www.LeadingLawyers.com.
312.644.7000 | LeadingLawyers.com
A Division of Law Bulletin Publishing Company–est. 1854
September 2014
Southern Business Journal
Entrepreneur’s mailbag
Building permits
How to market with little or no budget the marketing budget? For those owners looking to get more out of their marketing efforts, I suggest getting creative and developing a In my book, “The Entremarketing calendar. preneurial Spirit Lives,” I give The choice is yours my best What is a marketing calendar? attempt A marketing calendar is a simple at defintool that I first began using to ing the marketing manage the internal marketdiscipline. ing efforts of The Entrepreneur Marketing Cafe, LLC. As I saw the benefits and returns of its use, I began is everything that extending it to my clients. In today’s business environment, you do to the number of marketing techpromote Gray your busi- niques and channels that can be ness from used to reach potential customers are almost endless. The reality is the moment you conceive of it that most small businesses have to the point at which customers a very short list of marketing buy your products or services tools that are needed in order to and become repeat customers. Every company has some desired pull off a successful marketing campaign. The decision boils level of sales that it would like down to knowing the difference to achieve. However, achieving between a company’s marketing that level of sales requires that a company first provide the market wants and necessities. For the with a quality product or service sake of this example, let’s say that we are scheduled to open an oldand, second, some level of marfashioned ice cream shop in three keting to support that level of sales. Too many business owners months. Taking a look at the view marketing as an expendable non-exhaustive list of marketing line item or as a one-time shot in options below, which would you the arm only to realize short-lived consider marketing wants and gains. With marketing being such which are necessities? zz Classified ads a critical business function, the zz Social media platforms question becomes this: What is zz Business cards an entrepreneur to do when there zz Signs and banners simply isn’t any money left in CAVANAUGH L. GRAY SBJ CONTRIBUTOR
From page 9
the value style of investing, which he taught to students at Columbia Business School, including his (now) most well-known understudy Warren Buffett.
Comparative analysis
Investors looking to avoid a value mistake may want to compare a stock’s recent trend with a peer group or broad market index. Here are some
zz Newsletters zz Billboards zz Contests and sweepstakes zz Public relations zz Trade shows zz Networking zz Logo Implementing the calendar Various owners might view their marketing wants and needs differently as there is simply no one right combination. After narrowing down your marketing list, one of the first things for a company to be aware of is its financial constraints. It is a common practice to budget roughly 3 percent of a company’s sales toward marketing its business. In the case of a recent client, this person’s marketing budget went from a proposed $1,500 per month to about $416 per month. Regardless of the budget, the goal is to leverage your marketing tools to build a meaningful brand presence in the
Carbondale
markets that you serve. Secondly, an effective marketing calendar is not always about utilizing the most cutting-edge marketing and has more to do with choosing the marketing that’s proven to provide the greatest potential return. Lastly, good marketing involves making a commitment to reach potential customers over the long term and adjusting along the way. The spreadsheet listed below provides an example of how all of the information outlined would come together to create an effective marketing calendar. CAVANAUGH L. GRAY (cgray@ecafellc. com) is the director of business development for The Entrepreneur Café, LLC, 877-511-4820. For more information on how to start, grow and succeed in small business, ‘Like’ on Facebook, ‘Follow’ on Twitter @TheECafe or ‘Connect’ on LinkedIn.
Marketing Calendar Example Tool Local Newspaper ad Marketing Collateral Promotions Social Media Banners & Signage Total
1st Quarter Jan Feb March
$200 $150 $50 $75 $0 $475
$200 $0 $100 $75 $0 $375
$200 $150 $150 $75 $300 $875
Investing: Understanding value other suggestions: zz Consider whether a stock has dropped more than the average stock in the S&P 500 during the past three months. zz Examine whether earnings estimates are being revised downward faster when compared with a peer group. zz Compare analyst estimates of future profit margins to historical margins. If expectations for future profits exceed past earnings, the company could
end up disappointing investors. Another technique for potentially avoiding a value mistake is to look for stocks paying dividends. Dividends historically have been seen as a sign of management’s confidence in healthy cash flow over the long term, as well as an indicator that management’s interests align with shareholders. SCOTT MCCLATCHEY is a certified financial planner with Alliance
| 17
New Kahala Gardens, 600 E. Grand Ave., No. 3, $30,000 Gregory Atwood, 206 N. Lark Lane, $19,000 Kathy and Steve Sitt, 1902 W. Chatauqua St., $17,500 Anthony Stein, 400 S. Giant City Road, $2,500 Dave Anderson, 608 S. James St., $2,500 Hussein Soliman, 2921 W. Alveria Drive, $2,500 St. Germain Hill, 607 E. Park St., $10,000 Kristi and Edward McNichols, 2105 W. Sunset Drive, $200 Villas at Carbondale, 2701 W. Prairie Place, $140,000 Villas at Carbondale, 2703 W. Prairie Place, $140,000 James Bridges, 225 W. Charles Road, $2,500 Thomas Mitchell, 203 Archelle Drive, $10,500 Novacare, 2421 W. Main St., $50,000 Casual Dining of Carbondale, 2310 Reed Station Pky., $52,000 Underground Barrel Room and Grill, 717 S. University Ave., $70,000 Ground Up Coffees, 520 S. Illinois Ave., $8,500 Carbondale Flats, LLC, 710 S. Illinois, $900,000 Dan Terry, 109 S. Washington Ave., $162,000 Brehm Preparatory, 1245 E. Grand Ave., $22,500 Dhrubodhi Mukherjee, 806 S. Skyline Drive, $500 William Workman, 2912 W. Kent Drive, $12,000 Judith Green, 1080 Kira Court, $56,000
Metropolis
Investment Planning Group, a Carbondale investment firm located at 115 S. Washington St. He can be reached at 618519-9344 or scott@allianceinvestmentplanning.com. He also provides investment, retirement planning and insurance services to SIU Credit Union members through SIU Credit Union Investment Services partnership. Securities offered through LPL Financial, member FINRA/ SIPC.
Carl G. Nicholson, 7 Northview Estates, $40,000 Paula S. Graham, 905 Ophia St., $99,000 William Parrish, 1117 Second St., E. House, $15,000 Louis Tire service, 911 Johnson St., $2,500 Aaron Gilbert, 710 18th St. E., $350 James R. Griffey, 613 Ninth St. E., $5,000 Bobby and Laura Qualls, 611 17th St. E., $10,000
continued on page 19
16
|
Southern Business Journal
September 2014
September 2014
Southern Business Journal
| 15
Achievements to help the award-winning IT company grow. In addition to the corporate office in Sparta, CTS has offices in Carterville, Cape Girardeau and St. Louis. David Heuman, who passed the torch to Ethington, remains as CEO.
Environmental Design (LEED) AP BD+C certification exam Aug. 6, which makes him an accredited professional and permits him to design sustainable projects in Illinois. Davis, a Carterville resident, attended the AIA Illinois Biennial Leadership Institute conference in Rockford.
for 15 years.
Saluki Screen Repair relocates
earned accreditation from the National Association for the Education of Young Children, a leading organization of early childhood professionals. The NAEYC accreditation system was created to set professional standards for early childhood education and to help families identify high-quality preschools, child care centers and other early education programs.
Saluki Screen Repair has relocated to 859 E. Grand Ave. in Carbondale. The shop had been located on Innovation Drive. Owned by Pryor Jordan, Saluki Screen Kempt receives award by peers Repair offers repair for cellphones, tabMelise’s Boutique introduces lets and laptops. Hours of operation are Carolyn Kempt, president of Elite new additions 10 a.m. to 6 p.m. Monday through FriTravel, Inc., in Cape Girardeau, has Morgan, Halstead received the 2014 BNI All-Star Award. Melise’s Boutique recently introduced day and noon to 5 p.m. Saturday. Repairs recognized by firm The BNI group is made up of business its new additions during an open house are by appointment. For more information, call 618-351owners who collaborate to help each at 928 W. Main St. in Marion. Melody Morgan, CPA, has been pro0130 or email repairs@salukiscreenreother become more successful. RecipiA full-service boutique carrying formoted to manager in the Audit and ents of the award are named after a vote mal and pageant wear, Melise’s Boutique pair.com. Accounting Department of Kerber, by their peers. has added dance wear, embroidering, Eck & Braeckel LLP Certified Public vinyl printing, screen printing and Accountants and Management ConsulSmith named director tants, and Amber Halstead has passed Herzog joins Senior Life Solutions sports apparel. Melise Smith Oakley founded Melise’s of surgical services the CPA exam. Boutique in 2006. She is a fifth-generaMorgan joined Kerber, Eck & Braeckel Laura Herzog has joined Senior Life Charles Smith Jr. has been named tion business owner in Marion. in 2006, and Halstead has been with the Solutions at Pinckneyville Community director of surgical services at Baptist Dr. Carmen Hutchraft, founder and firm since 2009. Both are SIU graduates. Hospital as a therapist. Health in Paducah. Herzog will be responsible for provid- owner of Tru-Identity, has joined the Smith’s nursing experience includes ing psychotherapy in both individual and store, providing a natural, non-invasive 22 years at The Cleveland Clinic — from Benson earns e-PRO certification approach to aging. group sessions. OR technician to administration. He has spent the last 10 years in surgery Laura Benson of Coldwell Banker management at ambulatory centers and Preferred Realty recently completed the Program receives Gold Bailey recognized for hospitals in Florida and West Virginia. e-PRO certification program and has Circle status contributions to public health As director, he supervises 168 been awarded the e-PRO certification, employees in surgery, pre-op and the official technology certification proRend Lake College Foundation ChilAngie Bailey, the director of health recovery areas, endoscopy and sterile gram offered by the National Associadren’s Center has become the first education for Jackson County Health tion of Realtors. Gold Circle of Quality program in Department, has been recognized as the processing. Benson joins more than 30,000 real RLC district. Illinois Public Health Worker for 2014 estate professionals who have earned As a Gold Circle recipient, RLCFCC for her outstanding contributions to Center earns national NAR’s e-PRO certification in order was awarded a $4,500 stipend, which public health over the last year. accreditation to learn how to use the latest social will benefit its playground. Bailey was presented with her award media technologies to create on online The RLCF Children’s Center has been at the Public Health Friends dinner July The Mary Jo Oldham Center for presence and reach today’s hyper-conaccredited by the National Association 8 in Schaumberg. She has served as Child Study on Southeastern Illinois nected consumers. for the Education of Young Children for director of health education for JCHD College campus in Harrisburg has more than a decade. The Illinois Department of Human Services noted areas of particular excellence at the center, including space and furnishings, personal care routines, activities and interaction, language and reasoning, and structure toward children with disabilities.
Gooden, Davis attend conventions Architects James Gooden and Colton Davis with Baysinger Architects in Marion recently attended professional conventions. Gooden, the Southern Illinois American Institute of Architects chapter treasurer, attended the AIA national convention in Chicago. The Herrin native also passed the Leadership, Energy and
14
|
Southern Business Journal
September 2014
Achievements Vaillancourt offers new service
nnette Vaillancourt, Ph.D., is offering A a new service, a Carbondale “SuccessAbility” mastermind group. This is a professionally facilitated, fee-based mastermind group with a Law of Attraction/Energy Psychology twist. It is intended for business professionals, entrepreneurs, seekers and kindred spirits in the Southern Illinois area, those who are seeking the friendship, guidance and support of like-minded people. To learn more or register, go to
TheStressDoctorIsIn.com/successability-mastermind.
Northbridge partners with HIPAAtrek
Skeans named CFO
A partnership has formed between Northbridge Professional Technologies in Murphysboro and HIPAAtrek, a HIPAA compliance software company. The goal of this partnership is to bring HIPAA compliance solutions to medical offices in Southern Illinois.
John L. Skeans has been named chief financial officer of SoutheastHEALTH. Prior to joining SoutheastHEALTH, Skeans served as interim CFO at Chesapeake Regional Medical Center in Chesapeake, Virginia, and executive vice president and CFO at St. Anthony’s Medical Center in St. Louis.
Bailey
Benson
Bovee
Davis
Ethington
Gooden
Halstead
Herzog
Knight
Morgan
Skeans
Smith
Vaillancourt
Wiemelt
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. Find more business news at www.sbj.biz
maintaining his personal production. Burd celebrated his 50-year tenure with an open house recently in his office at 1001 E. Main St., Professional Park East, in Carbondale.
Knight to represent AIEC
SouthEastern Illinois Electric Cooperative Director Victor Knight of McLeansboro has been elected to repreTourism officials present updates sent Southern Illinois Power Cooperative on the Association of Illinois Electric During a five-day, 17-stop tour around Cooperatives Board of Directors. Knight was elected to this post durIllinois, tourism officials provided ing the AIEC annual meeting July 31 and updates on local visitor data, job creAug. 1 in Springfield. ation, revenue growth and tourism initiatives at a special presentation in Garden Grove Event Center in Carbondale. Link-Mullison earns recognition The Illinois Department of Commerce and Economic Opportunity Office of Miriam Link-Mullison, public health Tourism is celebrating a third consecuadministrator for Jackson County Health tive year of record-breaking tourism Department, has been recognized as industry numbers as part of its annual Rural Health Professional of the Year. road-show tour. This recognition is for outstanding contributions of major significance to rural health in Illinois. She was preWiemelt receives sented with her award by the Illinois Forty Under 40 Award Rural Health Association at an awards banquet Aug. 14 in Effingham. Carterville native Joe Wiemelt has Link-Mullison also received an Illinois been chosen as a recipient of Central Illinois Business magazine’s Forty Under Senate congratulatory resolution from Sen. Dave Luechtefeld, R-Okawville, 40 Awards. in appreciation of her years in pubWiemelt was chosen based on lic health. achievements, innovation, leadership ability, expertise in his field and community involvement. He is director of Bovee receives Equity and Student Learning, Bilingual Pampered Chef award and Multicultural Programs at Urbana School District 116. Cheryl Bovee of Makanda, an indepenCentral Illinois Business magazine will dent senior director with The Pampered publish a mini-profile highlighting all of Chef, has received an award for organithe recipients in the October-Novemzational sales volume. ber issue. Consultants who receive this award have reached $1.5 million in personal and team sales. Bovee was invited to attend Burd celebrates 50 years the company’s annual leadership conferwith Northwestern Mutual ence to be recognized for her success in front of thousands of peers. C. Dennis Burd recently completed 50 Bovee can be reached at 618-529-4850 years as a representative of Northwestor www.pamperedchef.biz/chefcheryl. ern Mutual. Burd started immediately after graduating from SIU School of Business in Ethington named 1964. He obtained his Chartered Life president of CTS Underwriter designation in 1978 and Chartered Financial Consultant desigKelly Ethington has been named presination in 1986, both from The Amerident of CTS Technology Solutions, Inc. can College. During the last 17 years, Ethington He became managing director in 1974 has taken on leadership roles in the for Southern Illinois and continued organization and has been instrumental in this capacity for 27 years while still in implementing best business practices
September 2014
Southern Business Journal
| 13
12
|
SOUTHERN BUSINESS JOURNAL
SEPTEMBER 2014
Workplace
Benefit your business with networking ANGELA HOLMES-YOUNG SBJ CONTRIBUTOR
What are you doing to grow your business? How often do you take advantage of networking opportunities? Many of us hear the word network and we immediately groan. Stop groaning and start smiling. Seriously, next time, Holmes-Young start smiling when you hear the word networking. Don’t be scared. I’m with you all the way. I will get you started and on your way to productive networking in no time. So what is networking? It really is simple. Networking is truly just a way to meet others and make connections. Networking is a way to meet people and grow your business. Think of networking as a legitimate business strategy. Networking should be a goal for you, a business goal that you work into your monthly plan. Begin to develop a positive attitude about this and it will become easier. Convince yourself that you like to do it or that you like the results it will give you. Before you get started: 1. Establish networking goals. What do you hope to achieve with your networking? Do you wish to find more clients or end-users for your product? Do you wish to recruit potential employees? 2. Be selective. Based on your networking goal, use this info to select the type of networking events in which you want to participate. Your time is valuable. You cannot participate in every single networking event. Tailor your networking events to the end result that you want. For example, if you are looking to
recruit potential employees, networking at a job fair is a valuable way to spend your time. 3. Up your game. After selecting one networking event, move on to two or three for the month or establish a quarterly goal. Do what makes sense for you. I believe in quality and not quantity. In addition, I prefer a work/ life balance. Some of these events are after hours, and I am not available to attend things at all hours of the day and night. 4. Keep track of your success. Evaluate the results. Make sure that you are getting what you need out of the endeavor. Do not allow your time to be wasted. Evaluate each experience, and do not be afraid to make the same mistake twice. How do you know if your networking is successful? Good question. Keep a tracking mechanism for evaluating your networking. I don’t just mean that you should count how many business cards that you collect per networking event. This is not what I mean. Collecting business cards is not networking. Please understand that. You may want to track how many people you meet, how many contacts can be helpful to your business now. Some may be helpful later. Some may be helpful to you in your personal life. Get involved and stay involved. In the end, networking is about meeting people. The more people that you meet can provide your business leads and connections. The beauty in networking is that you never know when a connection that you made may pan out later. You may walk away from an event today with nothing that helps you now and see the fruits of your labor months, or even years, down the road. Colleen Debaise shares her seven tips for networking on Entrepreneur.com: 1. Resist the urge to arrive late.
2. Ask easy questions (May I join you? What brings you here?). 3. Ditch the sales pitch. 4. Share your passion. 5. Smile. 6. Don’t hijack the conversation. 7. Remember to follow up. Finally, here are my secret tips for networking success. Try these and you cannot lose. 1. Set personal goals for each networking event. Tell yourself that you will meet at least 10 people before leaving. Make sure that you set up at least two follow-up meeting before leaving, etc. Set up a lunch meeting before leaving. 2. Take a colleague. Make someone go with you. Get your entire department to go. Make it a standard in your group. Turn it into a company outing. Better yet, host the event at your employer’s location. Set the
standard. Most chambers are more than happy to add you to their list of host site for Business to Business After Hours. 3. If you take a colleague with you, turn the event into a harmless contest. The winner buys the loser dinner. Can you tell that I am competitive? You can compete for the most people met, etc. 4. Don’t forget about these options: trade associations, board seats, rotary, chamber of commerce events. These all count as networking. Maybe you have been networking all along and you didn’t even know it. 5. Help someone else. Help someone along. Make a connection for someone else. Take someone you meet and introduce him or her to someone this
person needs to know. Make a mutually beneficial introduction. Also known as paying it forward. “Service to others is the rent you pay for your room here on earth.” — Muhammad Ali. Go forth and network tonight for a better business tomorrow. ANGELA HOLMES-YOUNG is the author of “Bring It On, The Aspiring Professional’s Guide to Getting a Leg Up on the Competition.” Her book is available at Bookworm, amazon.com and barnesandnoble.com. Angela is also the corporate recruiter for National Railway Equipment Co. (NRE). She can be reached at ang_holmes@yahoo.com or @A_ Holmes_Young.
o
I S I n d consumer credit score
I
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 May 2014. Source: experian
c
a
t
673
o
673
Local
Region
675
666
State
U. S.
new vehicle sales
Total cars, trucks sold based on title applications filed. Excludes motorcycles, trailers.
alexander Franklin Gallatin hamilton hardin Jackson Jefferson Johnson Massac Perry Pope Pulaski randolph Saline union Washington White Williamson reGIon
q 31.3% p 6.8% p 4.0% q 16.1% q 36.4% p 3.7% p 1.7% q 14.6% p 3.3% p 49.1% q 54.5% q 4.8% p 10.1% p 24.2% p 8.3% p 36.5% q 5.3% q 4.3% p 4.6%
May 14
May 13
11 157 26 26 7 167 122 35 31 82 5 20 109 113 52 71 72 224 1,330
16 147 25 31 11 161 120 41 30 55 11 21 99 91 48 52 76 234 1,271
change
2013 165 1,522 282 384 129 1,705 1,172 500 390 734 106 199 1,115 1,078 601 700 796 2,498 14,076
r S u of I Flash Index
2012 128 1,134 265 278 102 1,572 894 389 240 618 82 141 1,039 1,056 476 493 633 2,250 11,790
change p 28.9% p 34.2% p 6.4% p 38.1% p 26.5% p 8.5% p 31.1% p 31.1% p 62.5% p 18.8% p 29.3% p 41.1% p 7.3% p 2.1% p 26.3% p 42.0% p 25.8% p 11.0% p 19.4%
Total units sold, including condominiums
Q2 14 alexander Franklin Gallatin hamilton hardin Jackson Jefferson Johnson Massac Perry Pope Pulaski randolph Saline union Williamson IllInoIS
7 89 4 5 4 97 84 31 27 33 6 7 32 43 21 180 41,791
Q2 13 6 63 1 1 5 100 103 26 38 34 3 2 42 35 26 196 43,401
change
p 16.7% p 41.3% p 300.0% p 400.0% q 20.0% q 3.0% q 18.4% p 19.2% q 28.9% q 2.9% p 100.0% p 350.0% q 23.8% p 22.9% q 19.2% q 8.2% q 37.1%
July 14 106.2
J
F
M
A
M
2013 15 288 13 3 16 325 306 103 122 106 18 6 148 136 100 704 151,720
2012 12 306 12 13 11 346 269 61 118 92 10 8 130 164 93 646 127,588
change p 25.0% q 5.9% p 8.3% q 77.0% p 45.5% q 6.1% p 13.8% p 68.9% p 3.4% p 15.2% p 80.0% q 25.0% p 13.8% q 17.1 % p 7.5% p 9.0% p 18.9%
J
J
A
S
O
N
D
J
F
M
A
M
J
J
A
S
O
J
F M
A
M
J
J
’14
hotel/motel stats
consumer Price Index
Total amount of revenue generated in Carbondale by hotels and motels for room rentals only.
May 14 May 13 MonthlY totalS $841,886
change
$741,247 p
13.8% 238
Ytd totalS $3,234,654
$3,075,739 p
2012 annual totalS
2011
5.2%
change
$7,500 $48,000 $21,000 $20,020 $100,000 $105,250 $85,000 $72,500 $79,500 $65,000 $75,000 $23,250 $58,650 $56,000 $92,369 $127,000 $158,000
236
234
U.S. City Average July 14 238.3
232
230
$7,728,261 q <0.01%
MedIan SaleS PrIce Q2 13 Q2 12 $20,000 $45,500 $53,250 $91,450 $40,000 $97,000 $85,000 $102,250 $53,950 $87,000 $60,000 $47,500 $58,625 $42,000 $75,000 $119,000 $168,000
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.
228
226
224
change p 166.7% q 5.2% p 153.6% p 356.8% q 60.0% q 7.8% 0.0% p 41.0% q 32.1% p 33.8% q 20.0% p 104.3% q 0.1% q 25.0% q 18.8% q 6.3% p 6.3%
222
Midwest Urban July 14 227.0
220
218
216
J
A
S ’13
O
N
D
J
F M ‘14
A
M
J
J
Source: u.S. Department of Labor
Prices at the pump Average price per gallon of regular, unleaded gas as of Aug. 22 and July 21, 2014.
Metro east Springfield Illinois u.S.
aug 14
July 14
$3.56 $3.30 $3.53 $3.47
$3.68 $3.42 $3.63 $3.57
Source: aaa
Monthly Page Views:
Monthly Unique Visitors:
Monthly Visits:
2,288,877
333,776
781,541
*August 2014 omniture
D
Source: inStitute of Government anD pubLic affairS, univerSity of iLLinoiS
Source: iLLinoiS aSSociation of reaLtorS
Let us help grow your business. Call (618) 351-5014
N
’13
’12
$7,732,810
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
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.
aug 13 $3.77 $3.56 $3.64 $3.53
S
o
u
t
h
e
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 June 2014
2013
2012
2011
2010
2009
62.4 48.7 297.0 25.9 27.4 81.0 110.3 84.3 6.0 356.0 43.3 267.1 68.0 69.2 20.4 41.3 66.2 20.3 48.0 60.2 $1,803.0 $83,531.6
121.8 92.7 594.5 42.8 55.7 119.1 217.0 160.7 12.2 726.7 85.3 519.2 136.2 136.0 41.7 82.6 131.7 41.6 93.2 122.3 $3,533.0 $165,238.9
114.1 83.2 552.4 38.9 53.2 114.4 205.1 152.5 11.8 620.1 77.8 494.9 127.5 116.3 38.6 78.4 120.2 38.4 87.1 70.8 $3,192.7 $152,406.7
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
r
% change 09-13 p p p p p p p p q p p p p p p p p p p p p p
6.4% 33.6% 5.1% 7.3% 5.3% 18.2% 13.1% 9.2% 2.4% 7.5% 10.6% 9.0% 5.5% 26.0% 12.1% 17.8% 4.2% 12.1% 1.4% 9.8% 9.2% 18.4%
Source: LateSt StatiSticS avaiLabLe from the iLLinoiS Department of revenue. fiGureS are in miLLionS.
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. This chart has been suspended until further notice.
IPMFG Dec 13 97.8
105 104 103 102 100 98 94 90 88 86 84 82 81
unemployment rates for Southern Illinois counties, state and nation alexander Franklin Gallatin hamilton hardin Jackson Jefferson Johnson Massac Perry Pope Pulaski randolph Saline union Washington White Williamson reGIon IllInoIS u.S.
n I l l I chicago Fed Midwest Manufacturing Index
labor force
Jobless
July 2014
June 2014
July 2013
2,782 16,794 2,482 4,278 1,656 28,511 20,450 4,853 7,319 9,154 1,820 2,568 14,983 12,218 7,446 9,226 7,173 33,399 187,067 6,607,237 157,573,000
299 1,702 199 283 190 2,092 1,496 440 619 859 183 261 1,067 1,013 712 503 471 2,501 14,890 464,335 10,307,000
10.7% 10.1% 8.0% 6.6% 11.5% 7.3% 7.3% 9.1% 8.5% 9.4% 10.1% 10.2% 7.1% 8.3% 9.6% 5.5% 6.6% 7.5% 8.0% 7.0% 6.5%
10.5% 9.8% 7.7% 6.0% 10.8% 6.9% 7.0% 8.7% 8.9% 9.2% 10.1% 9.7% 6.9% 8.0% 9.1% 5.2% 6.4% 7.3% 7.7% 7.7% 6.3%
12.2% 13.2% 10.9% 8.7% 13.5% 9.0% 9.3% 11.8% 9.4% 12.7% 11.4% 12.2% 9.0% 11.2% 11.9% 7.7% 8.8% 9.4% 10.0% 9.5% 7.7%
80 78
change month
change year
p 0.2 p 0.3 p 0.3 p 0.6 p 0.7 p 0.4 p 0.3 p 0.4 q 0.4 p 0.2 0.0 p 0.5 p 0.2 p 0.3 p 0.5 p 0.3 p 0.2 p 0.2 p 0.3 0.0 p 0.2
q 1.5 q 3.1 q 2.9 q 2.1 q 2.0 q 1.7 q 2.0 q 2.7 q 0.9 q 3.3 q 1.3 q 2.0 q 1.9 q 1.9 q 2.3 q 2.2 q 2.2 q 1.9 q 2.0 q 1.8 q 1.2
Source: iLLinoiS Department of empLoyment Security, u.S. Department of Labor. fiGureS are not SeaSonaLLy aDjuSteD.
thesouthern.com
76
CFMMI Dec 13 97.4
74 72 70 68 66 64
A M J
J
A S O N D J F M A M J J A S O N
’12
’13
Source: feDeraL reServe bank of chicaGo
Williamson county regional airport passengers July 14 July 13 MonthlY totalS 980
change
949
p 3.3%
5,995
q 1.0%
Ytd totalS 5,938
2013 annual totalS 10,476
2012 10,170
change p 3.0%
#1 most visited news, information and advertising
website in Southern Illinois.
n
September 2014
Southern Business Journal
| 9
Investments
Behavioral finance
MICHAEL P. TISON SBJ CONTRIBUTOR
ince we know we can neither S predict nor influence the financial markets, where should we look to attempt to improve our investment results? According to behavioral finance, the answer lies with the person in the mirror. We can best improve our investment performance by first Tison understanding what we are doing to sabotage it, then learning and practicing different and more constructive behaviors. From an investment standpoint, this is why so many investors buy high and sell low. They’re acting emotionally, following what behavioral finance calls the “herding effect” of doing what everyone else is doing. Translate this into dollars and the results are discouraging, to say the least. Remembering these common pitfalls won’t immunize you against losses, but keeping them in mind as you make investment decisions are likely to bring you better overall results in the long run. Here are eight of the biggest, along with suggestions on how to avoid, or at least minimize, the damage they can cause.
and sell our winners — a practice legendary investor Peter Lynch compared to “picking your flowers and watering your weeds.” Every investor, Lynch included, suffers losses. Accept that you’re going to have them, and find a way not to let them get out of hand. A mechanical rule, like selling when an investment is down 15 percent, can help, although there will be times when a stock will decline 15 percent and then, perversely, turn around and soar.
is $35,000 makes it seem like paying “only” $30,000 is getting a deal. Don’t get attached (anchored) to a fixed number, either for an individual stock or your portfolio as a whole.
is particularly true at important turning points in the markets. How many investors sold at the bottom of the last bear market because of the relentless drumbeat of bad news?
Recency
Overconfidence
Recent events have more influence over us than earlier ones (a major event from the past may be an exception) and therefore we tend to over-react to what just happened. This, along with herding, pushes investors into selling at the bottom and buying at the top. Herding Don’t ignore what’s going on, We are social animals, more comfortable inside the pack and but try to put events in a historical context. with believing (and following) the consensus view. Trouble is, when everybody believes Endowment effect something is going to happen, it Basically, this means we tend seldom does. Think for yourself, to value something we already and be careful when everyone own more than something we is certain about something. don’t. Related to anchoring and In 2005 and 2006, housing another effect called status quo prices were sure to go higher, bias (it’s easier to do nothing weren’t they? than take an action that may fail), endowment causes investors to hold on to stocks despite Familiarity strong indications that it’s time Some investors believe that because they are knowledgeable to sell. One way to combat this about a specific industry, or the is to pretend you don’t own the stock and that someone is company they work for, they urging you to buy it, or to make therefore have a better feel for that case yourself to a skeptical investments in that field. This can lead to over-concentration friend. If you can’t persuade yourself or your friend of the in a portfolio. Don’t confuse stock’s merits, it may be time to knowledge about a company with understanding the poten- say goodbye. tial of its stock.
Anchoring
How many times have you heard someone (not that you would do this) say, “I’ll sell that stock when it gets back to $xx,” with $xx being what Loss aversion he or she paid originally? This Behavioral finance research is anchoring — letting some has shown that investors feel arbitrary reference point govern the pain of losing positions or overly influence your decitwice as much as the elation sions. Salesmen use this all the of winning investments. This time. Telling prospects that leads to the all-too-common tendency to hold onto our losers the price of a car, for example,
Information overload
Modern technology means that a vast wave of information is washing over investors every day. CNBC, newspapers, investment websites, email alerts, calls and messages from friends ... The list goes on. After a certain point, more information — particularly when it’s presented by the media as “breaking news” or “urgent” — doesn’t clarify things; it confuses them. This
This one isn’t limited to investing. Although it’s statistically impossible, most people consider themselves to be better than average at a number of things. This is a harmless conceit much of the time; but when it comes to the market, it can be very expensive. While we have to arrive at some opinion about the financial markets in order to plot a course of action, we also need to remember that pride precedes a fall. The 2008 financial crisis was exacerbated because many prominent economists and policymakers thought they had a good handle on what could go wrong. They didn’t. Test your premises by really listening to the arguments against them. And remember the phrase that famed investor Sir John Templeton called the four most dangerous words in investing: “This time is different.” Men suffer from overconfidence more than women. This material is being provided for information purposes only and is not a complete description, nor is it a recommendation to buy or sell any investment. Investing involves risk and you may incur a profit or loss, regardless of strategy selected. Any opinions are those of Michael P. Tison and not necessarily of Raymond James. MICHAEL P. TISON is a registered principal/financial advisor with Raymond James Financial Services, Inc., member FINRA/ SIPC. He can be reached at 618-253-4444. Raymond James has offices in Marion and Harrisburg.
Understanding value investing SCOTT MCCLATCHEY SBJ CONTRIBUTOR
As volatility in the stock market continues, some investors may be tempted to buy on the dips. But this practice raises an important question: Is a low price by itself a true measure of a value stock? If an investor plans to hold a stock for McClatchey the long term, how can an investor gauge its future potential compared with the broader market?
Value investing defined
Value stocks are those that have fallen out of favor in the marketplace and are considered bargain priced compared with book value, replacement value or liquidation value. Value fund managers typically invest only when they believe the underlying company has good fundamentals. Many value investors think that a majority of value stocks are created because investors overreact to negative events, which can include: zz Disappointing earnings zz A negative outlook for the industry zz A regulatory setback zz Substantive litigation zz CEO or CFO leaving company The idea behind value investing is that stocks of good companies will bounce back in time when a company overcomes a short-term obstacle and investors ultimately recognize fair value. But this recognition may take time or, in some instances, never materialize. Benjamin Graham pioneered
SEE INVESTING / PAGE 17
8
|
Southern Business Journal
September 2014
September 2014
Southern Business Journal
| 7
Special report
Breach of trust in data management LUCIE HUGER
SBJ CONTRIBUTOR
It’s easy to understand why the retail, banking and health care industries are highly motivated to protect themselves from a data breach. Less so for service providers and vendors. That is until you realize that Target’s data breach — the largest ever — is reported to have originated from the breach of an HVAC contractor’s access to Target’s data network. Huger Business owners make an enormous investment in time, talent and resources cultivating and sustaining trusted relationships with companies they want to do business with. Today, more than ever, data management must be a part of that effort. Your clients and customers demand it. Through mid-August of this year, the California-based Privacy Rights Clearinghouse reported 189 data breaches made public in 2014, spanning health care, retail, financial, government, education and miscellaneous businesses, including service providers and vendors. The breaches involve the three most common causes: negligence, criminal (hackers or the theft of a device) and corporate espionage/malfeasance. In response to consumer demands, a total of 46 states now have data breach laws, and multiple states may come into play in a single breach. Consider the rupture of trust that would occur if a contractor performing work for a company with a multi-state operation learns of a data breach in its business that unleashes malware into the multi-state company’s network.
AP
A passerby walks near an entrance to a Target retail store on Dec. 19, 2013, in Watertown, Massachusetts. Target says that about 40 million credit and debit card accounts may have been affected by a data breach that occurred just as the holiday shopping season shifted into high gear.
If the business’s employee records are compromised, it can face scrutiny from every state in which its employees reside. On the federal level, a weak link in the chain of data protection could expose businesses to penalties from the Health Insurance Portability and Accountability Act of 1996 (HIPAA) and Gramm-Leach-Bliley Act (GLBA). Last year, HIPAA announced the tightening of enforcement of protected health information, expanding the federal government’s reach to “business associates,” such as a subcontractor or vendor, requiring them to comply with HIPAA. The ripple effect can be enormous. Consider the following. A hospital contracts with a public relations firm to publicize a planned cancer wing. The hospital and PR firm plan a fundraiser to support the new wing, and the hospital provides the PR firm with names and addresses of former patients who may support the fundraiser. The PR firm contracts with a party planner
to organize the fundraiser. The party planner contracts with a printing company for invitations. The printing company electronically stores information for the invitations on its equipment and also contracts with a company that services the printing equipment. All five businesses, from the hospital to the printing maintenance firm, are required to be compliant with HIPAA because each is in a position to receive “protected health information” — the names and addresses of former patients. To protect valued relationships, every business should carefully consider data breach vulnerabilities in its own operations and demand equal scrutiny from its business partners or vendors who could come into contact with protected information. This would include: zz Developing policies and educating employees on their role in data management. This includes establishing, publicizing and encouraging internal reporting mechanisms of
suspected breaches. zz Creating a data management team with clear responsibilities and a thorough understanding of the types of data collected, processed and developed. The team should also understand legal responsibilities and regulatory requirements. zz Developing a risk assessment and mitigation plan. This includes reviewing vendor contracts to find weak links that could expose data. Even if a company shuns the exchange of data online, it can be held liable for data shared with vendors who do expose that data, however unintentionally, in a breach. If a vendor doesn’t have an electronic security policy that addresses employee background screening and data management, then your company should write one for it. zz Engaging (or consider engaging) a third party audit to review policies, compliance efforts and technical infrastructure. This is often done after a breach. It’s best to find any holes
before they are compromised. Businesses may also consider “cyber” insurance policies, which can afford some protection against losses, but be aware that not all cyber policies cover the risks a company faces. Cyber policies should cover the costs associated with the data breach, including engaging legal counsel, hiring investigators, providing credit monitoring if needed, and enlisting public relations experts to facilitate communications with all parties served by the company. If a data breach does occur, businesses obviously need to focus on discovering its source, mitigating impact and complying with appropriate state and federal regulations. But equally important is taking immediate action to be in a position to recover from the breach. That means engaging legal counsel to provide protection from potential civil litigation and the discovery process through the attorney-client privilege. This is especially important because third party reports from IT forensic, accounting or crisis communications firms, as well as internal company communications, may be discoverable in civil litigation. If outside counsel is engaged, these communications may be protected under the attorney-client privilege. Technology is a wonderful business tool, enabling contractors to conduct business much more efficiently. But it carries evolving risks of inadvertent exposure of sensitive information that can destroy a hardearned reputation. Don’t waste the trusted relationship you’ve built through neglect. Show your customers that you are serious about data management. LUCIE HUGER is a member of the data breach practice group and an officer in the health care practice group of Greensfelder, Hemker & Gale, P.C.
6
|
Southern Business Journal
FROM PAGE 4
business virtually anywhere… That led to the creation of the Connect SI Foundation and so a number of activities have taken place through that,” Harfst said.
School rivals
Sometimes the obstacles to cooperation have less to do with dollars and cents than pride and school spirit. Natural rivalries, like Du Quoin and Pinckneyville and Carbondale and Marion, can prevent communities that probably have more in common with each other than with other communities in the region from cooperating together on projects. “We define that relationship in a destructive manner and not in a constructive manner,” Duncan said. “If there is a greater sense of shared success and a greater sense of shared loss, I think that would go a long way to those communities getting to the point where they can work together.” Du Quoin is seeking to be one of 22 Illinois cities to be approved for a medical marijuana cultivation plant. Pinckneyville is seeking the same thing. Duncan said while Du Quoin is competing against Pinckneyville, the plant going in either city will help the other. “If the TUMS plant in Pinckneyville closes, that’s a terrible thing for Pinckneyville, that’s a terrible thing for Du Quoin,” Duncan said. “If something opens in Pinckneyville, if a coal mine opens or a plant opens, that’s good for all of us.” Butler said those geographical rivalries don’t rear their head as often as they used to. “I think, fortunately, most of the communities now recognize their best efforts should be made to cooperate and work together,” Butler said. “I don’t consider we are in competition with other communities in our area. We have to be in competition with Paducah, Evansville, Cape Girardeau and St. Louis communities.” Often times, a business
September 2014
VISIONS: One region, too many visions? place that they serve,” Dunn said. “You don’t find many institutions in our sector that achieve success without becoming stewards of place.” Dunn, who is in his fifth month as president, is quietly connecting with individuals and groups to “build up his knowledge base” on potential regional work and any role the university can play. Dunn said he has been visiting with community colleges in the area to lay the groundwork for a regional agreement on educational attainment. “At the heart of being able THE SOUTHERN FILE PHOTO to do so much of this is having relationships established with Work continues at the corner of Mill Street and Southern Illinois Avenue on other people, with other entities, Aug. 2 in Carbondale. and that takes time,” Dunn said. moving into a community not “It takes an investment of community — how we can only helps the tax base of that your time and the building of become a more viable area for community, but it provides jobs increased industry.” trust before anything can hapto people living in neighboring pen, and the university is needButler claimed the STAR communities. bonds created unfounded fear in ing to invest in some of that right “If you can bring an expannow, so that’s why I’m hitting Mount Vernon officials. sion of Aisin to Marion, that’s the road and talking to a lot of “They were convinced if the good for not just Marion, but people about what is the right STAR bond project were to take for Williamson County, and I off in Marion, for some reason it plan for the region. It can’t come would argue for all of Southern from one person.” would be detrimental to Mount Illinois because if you look and Butler looks forward to a spirit Vernon,” Butler said. “This was see where the people at Aisin of cooperation, hoping his comspurious thinking, if there was live, they might live in Marion, munity and others can work with any thinking at all.” Carbondale and perhaps Mount SIU as equal partners. The spat hasn’t left any linVernon,” Harfst said. “It will never work if the gering effects, with both Chesley As an example, Continental and Butler cooperating together university would say we’ve got Tire, which employs more than in the Southern Illinois Mayoral intelligence, experience and 3,000, has a regional impact we’re going to tell you how to do Association. extending far beyond its loca“There’s no animosity,” Butler things,” Butler said. “That dog tion in Mount Vernon. Chesley won’t hunt. We can sit down said. “I can applaud her for her said Continental employs people efforts, and I think she respects together and explore what we from 110 zip codes. She said have together. As far as I’m us for our efforts. Even though the interstate makes this posMount Vernon is 42 miles away, aware, President Dunn is amesible, making many residents of I don’t consider that we’re in nable to that.” Southern Illinois not as isolated competition with them.” as they used to be. Economic organizations Economic engine of SIU Several organizations have been created to bolster economic STAR bonds SIU is uniquely positioned to cooperation among communibe an economic engine for the Mount Vernon and Marion region, providing jobs, expertise ties, including the Regional sparred with each other in 2010 and spending money throughout Economic Development Corpoover Marion’s designation as ration, the Carbondale Economic the region, President Randy a STAR bond district. Mount Development Center, the SouthDunn said. Vernon argued the incentives ern Illinois Mayoral Association Dunn recognizes not only offered to Marion created an SIU’s potential, but the school’s and the Southern Illinois Metrouneven playing field for other politan Planning Organization. responsibility to the region. Southern Illinois cities. But even these groups have “If you look around the “I think STAR bonds was a struggled to garner cooperanation, the greatest state unilearning lesson for me espeversities in the country are those tion. When the Regional Ecocially,” Chesley said. “I learned nomic Development Center was that are closely aligned to the to take a better look at our
developed, agreement could not be made with Carbondale to join the group that includes mostly Williamson County communities. “Whoever was among the powers that be wanted Carbondale to be the big dog on the block, wanted more or less to run the show and, of course, that wasn’t going to happen, so they did not become part of the organization,” Butler said. “We have no problem cooperating with anybody — Carbondale, Mount Vernon or the devil himself — if it’s going to be for the benefit of the community or area.” While cooperation makes sense in theory, it can become messy in application. Developing a regional mindset would help the region complete greater and more significant projects than any one community can do separately. But ongoing cooperation does not just happen because a few people like how it sounds in theory. It requires purposeful leadership with a regional vision that can be communicated in a way that communities in Pope County and Perry County and Jackson County and Jefferson County and all points in between can embrace, seeing how it benefits not just the region, but its own residents. “If you think of something like Rend Lake, how many different communities had to come together around that because they’re getting water off the conservancy district and because of the economic development that came from that,” Dunn said. “Without the spark plug of the funding on the front end, we’ve got to ignite that same kind of passion and willingness to sit down and think about some big things. If we can do that, then we’ve got a story to tell and maybe that can give us an opening to get some from various quarters when there’s an opportunity.” chris.hottensen@thesouthern.com 618-351-5074
September 2014
Southern Business Journal
rs! e n w O s s e in s u B ll a m S e r u t u F d n a t n e r r u C : ATTENTION
MEET ThE LEnDERS LEnDER AnD BUSInESS MATChMAKIng EVEnT
Details:
Are you looking for a partner to help make your business a success?
When:
This is your opportunity to meet one-on-one with loan officers from SBA participating lenders and their partner lenders. Bring your business plan and discuss your business loan proposal with the lenders. You will also learn about loan programs available to small businesses from federal, state and community agencies. You will have the opportunity to meet with representatives from:
TUESDAy, SEPTEMBER 30, 2014 1:00 pm – 3:00 pm: Small Business Assistance and Loan Program Information 3:00 pm – 4:30 pm: Meet the Lenders/Resource Partners 4:30 pm: networking Reception
Where:
SOUThERn ILLInOIS UnIVERSITy Dunn-Richmond Economic Development Center 1740 Innovation Drive, Carbondale, IL 62903
Register:
• U.S. Small Business Administration • IL Dept. of Commerce and Economic Opportunity • Justine Petersen, SBA MicroLender
• U.S. Dept. of Agriculture • IL Ventures for Community Action • Champion Community Investments
Additionally, business owners will be able to talk with representatives from: • Delta Regional Authority • Illinois Small Business Development Centers at: Southern Illinois University, Shawnee Community College,
Southeastern Illinois College, Rend Lake College, Kaskaskia College • Procurement Technical Assistance Center at John A. Logan College
nO LATER ThAn SEPTEMBER 25, 2014 Limited Seating. RSVP to Illinois Small Business Development Center at Southern Illinois University 618/536-2424 or sbdc@siu.edu
Cost:
There is no cost to attend. Pre-registration is required.
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. Co-sponsorship Authorization #14-0517-153. SBA’s participation in this cosponsored activity is not an endorsement of the views, opinions, products or services of any cosponsor or other person or entity. All SBA programs are extended to the public on a nondiscriminatory basis. Reasonable arrangements for persons with disabilities will be made, if requested at least 2 weeks in advance, by contacting Stephanie Schatz at 217-793-5020, ext 114
| 5
4
|
Southern Business Journal
September 2014
One region, too many visions? CHRIS HOTTENSEN SBJ WRITER
S
outhern Illinois is a diverse region, comprised of interstate cities, rural hamlets, forest villages, college towns, farming countrysides and river communities. Each community has its own vision to improve the quality of life for its residents in a fashion uniquely distinctive to its own history, culture and environment. But can these separate visions be joined together to create one Southern Illinois economy that speaks with one regional voice, acts with one regional mission and competes with other regions as one entity? Some believe the answer may predict Southern Illinois’ economic future. One Region/One Vision must become a reality, not just a slogan. “For us, I think it’s a matter of survival,” Du Quoin Mayor Rex Duncan said. “With the economic conditions of Illinois, there’s not going to be any white knights with money coming from Springfield.”
Unified voice
No one Southern Illinois city has the political and industrial muscle of a metropolis, with the region’s largest city — Carbondale — boasting only 25,900 residents. By itself, Carbondale or Marion, or any of the region’s largest communities, lacks a strong voice. But the united communities of Southern Illinois would have a voice of 350,000 strong, dwarfing the population of every Illinois city, except Chicago. “Reason dictates that we work together. We’re at the end of the state where small population is. All the numbers are up north. Of course, this is shown in Springfield and how things operate in Springfield,” Marion Mayor Bob Butler said.
Carbondale, and all the way in between, except refuge property, you’re seeing development occur,” Monty said. “Why are they upgrading Route 13 to six lanes? That has to do with the flow of people back and forth.”
Breakdown in cooperation
But regional economy notwithstanding, cooperation tends to give way to what’s-in-it-forme thinking, with mayors and city councils not being judged by voters based on regional jobs created or regional budgets. “I’m not sure the politics of employment and economic development are always conducive to regional efforts that are more profitable and productive because it’s hard to say I contributed to this even though it wasn’t in my district,” Duncan said. The reality, though, is regional THE SOUTHERN FILE PHOTO projects must prove a direct or An aerial view of the general area of the STAR Bonds Destination District in Marion is shown in December 2012. indirect benefit to a community before towns will invest their tax base’s dollars into it. “Consequently, it behooves Interstate 57 is a project many the communities in our area, Southern Illinois communisouth of I-70, to be together and ties have embraced since U.S. by and large, the various legislaRep. Ken Gray first proposed it tors do that very thing. They in the 1950s. It impacts almost do cooperate and work together every Southern Illinois town, because they know if they don’t, even those without exits off the either we hang together or we expressway. hang separately.” “One that was a very good one was getting the I-57 corridor for One metropolitan area six lanes from Mount Vernon to Don Monty, Carbondale actMarion,” Mount Vernon Mayor ing mayor, said the region is Mary Jane Chesley said. “I know small enough geographically John Bradley (D-Marion) was to function, in some respects, helpful in getting that coordias one metropolitan area, with nated. When you get the mayors people traveling from one end of together, that adds strength for the region to another for work. “The economies are interSTEVE MATZKER, THE SOUTHERN a project to become reality.” Connect SI, which was Glenn twined as a practical matGeneral surgeon Dr. David Clutts (from left), Memorial Hospital vice president and administrator, Bart Millstead, and SIH’s vice president and chief Poshard’s vision to bring highter,” Monty said. “No one of nursing officer, Julie Firman, break ground on Aug. 7 for the expansion of speed Internet to all of Southern the communities has enough Memorial Hospital of Carbondale. Illinois, including its rural areas, strength in its own population, is another example of how the its own economic base, to be region pulled together with one census data. The U.S. Census Bureau self-sufficient.” “It’s a reality. And if you look voice and mission. reflected this shift in Southern Kyle Harfst, executive direc“If you have high-speed at what’s going on down the tor of Southern Illinois Research Illinois, including the CarbonInternet, you can do a lot of Route 13 corridor, you’ve got Park, said most economies have dale/Marion corridor as one development in Marion and urban area in its most recent shifted to regional economies. SEE VISIONS / PAGE 6
September 2014
Southern Business Journal
| 3
From the publisher
‘We’ and ‘They’
I wonder. Not that having a united economic vision is a bad thing; it certainly is not. It’s just that the slogan is easier to print couple of months ago, on a banner or a bumper sticker I was standing on the or on the cover of Southern Busipodium at John A. Logan College recogniz- ness Journal than it is to work out in practice. ing outstanding accomplishAnd it all starts with the size of ments at our annual the group that is included when we use the word “we.” Or better Leaders yet, the largeness of those on the Among outside looking in when we use Us breakthe word “them.” fast. Over A few weeks ago, reporter my right Molly Parker wrote a story about shoulder the waning influence of our hung a banner that region’s elected legislators. It’s not unreasonable to think that proudly Pfeifer each legislator’s desire to serve prohis own constituents makes for a claimed, “One Region, rather myopic focus that fails to One Vision.” JOHN PFEIFER PUBLISHER
A
leverage strength that may come from aligning with those in adjacent legislative districts. But the lack of a common vision is far more than a political issue; it’s a social and business issue that impedes economic development primarily because the needs of the smaller group always seems to outweigh the good of the whole. It’s not just a county thing, although Williamson and Jackson counties could certainly set an example to less populous neighboring counties by refraining from use of the word “they” when referring to the efforts of those from the next county over. But it’s deeper still than merely a county matter. Those leading SIU can slip into using “we” to
only describe those that exist inside of campus boundaries. So, too, can those from John A. Logan or from our area’s most influential employers. And, of course, cities also enter the fray. In our region, this can sometimes degenerate into a Marion-Carbondale clash, but not all we/they city rivalries involve towns in separate counties. I’m not talking here about Friday night football games between Herrin and Carterville and the sense of pride that student, parents and alumni should take in “their” team vanquishing a neighboring town’s team. There’s nothing wrong with that pride; that feeling of euphoria that is magnified because not only did
“we” win, but our biggest competitor simultaneously lost. No, it’s when that “we” and “they” extend much past our high school sports arenas that we begin to run into trouble. This edition of Southern Business Journal explores the goal of “One Region, One Vision,” as well as those things which seem to be getting in the way. If you read carefully, you’ll likely see substantial evidence that the “we” used in describing economic development efforts has to grow to be far more inclusive if our slogan is ever going to become a reality. JOHN PFEIFER is publisher of Southern Business Journal and The Southern Illinoisan.
Not everyoNe has oNe. Not everyoNe Needs oNe. But if you need one, we’re the bank in the area with a fully staffed Trust Department. Our name says it all...First Bank and Trust. Our Trust Department professionals will answer your questions about trusts, including land trusts and other Issues such as wills, executors and gifts, in a quiet, dignified conference room. There is no obligation but there probably will be a sense of relief and confidence after we talk. We’re here to help. That’s what you call “trust”. Call for an appointment.
The FirsT Bank and TrusT Company oF murphysBoro
1403 Walnut, Murphysboro 2471 West Main, West Park Plaza, Carbondale www.fb-t.com
Inside
Directory of Advertisers
SEPTEMBER 2014
1st Bank & Trust ........................ 3
COVER STORY
WORKPLACE
Too many visions? To compete economically with much larger communities across Illinois, the strategy recommended by civic, business and academic leaders is to pursue opportunities with a united, regional voice. Many agree on the wisdom of a “one region, one vision” approach, but the home-town realities of life, including long-carried rivalries between competing high schools, doesn’t always support working together for the betterment of the entire region.
Need to grow your business? When goals for a business include growth, don’t overlook the value of networking. Although some business people dread networking, it is a useful way to meet new people, expand connections and grow your business. Think of networking as a legitimate business strategy, not as window dressing or the latest business fad.
PAGES 4, 6
SPECIAL REPORT Investing in data security: Businesses heavily invest time, talent and resources through cultivating and sustaining trusted relationships with companies they want to do business with. But there is another area that also requires a significant investment. Today, more than ever, data management must be a part of that effort. Clients and customers demand it.
PAGE 7
John A. Logan College .............16
Leading Lawyers ......................18
PAGE 12
ACHIEVEMENTS Who’s 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 the achievements and honors in regional business. If you know of a business person who deserves special recognition for advanced training, a unique honor or a business expansion, please let us know at sbj@thesouthern. com.
Pepsi MidAmerica..................... 8
SIU Credit Union ......................13
Southern Illinois Healthcare ..20
PAGES 14-15
Southern Illinois University ...... 5
The Southern Business Journal is a publication of The 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 distributed by The Southern Illinoisan and www.thesouthern.com. Copyright 2014 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.
Publisher John Pfeifer 618-351-5038 Editor Gary Metro 618-351-5033 Advertising Mark Dynis 618-351-5815 Design and Layout Rhonda May 618-529-5454, ext. 5118
20
|
Southern Business Journal
September 2014
As assistant principal at Anna Elementary School, Special Education Administrator and a mother of new freshmen in both college and high school, Charlotte is all about the kids. No time to skip a beat. However, Charlotte’s heart sent her a literal wake-up call. At 3:00 AM she awoke in atrial fibrillation (Afib), a disease where the heartbeat becomes disorganized causing the heart to quiver. Afib is scary. With the heart working that hard, it causes extreme fatigue. But more importantly, left untreated, it’s a serious condition that is the primary cause of stroke. Charlotte found help at Prairie Heart Institute in Carbondale; the region’s only specialty program dedicated to heart rhythm disorders. Her solution was a cardiac ablation, performed by an electrophysiology specialist. The treatment has kept her Afib at bay, just in time for the new school year. She’s back without skipping a beat.
Who could give you the power of Prairie?
ONLY SIH LEARN MORE AT SIH.NET/CHARLOTTE
Call for more information
618-529-4455