The Cutting Edge™ WIC 2005 in Review

WMMA Honors Chuck Granger with Baldwin Award of Excellence

WMMA honored Chuck Granger with the Ralph B. Baldwin Award of Excellence at the 2005 Business Session. This annual award recognizes individuals who have made outstanding contributions to the woodworking industry, the Association, their companies and their community.

Mr. Granger is immediate past president of WMMA, and is now enjoying retirement from 3M Company, where he gave nearly 40 years of service.
The presentation speech given by 2004 Baldwin Award Winner John Zinn, noted, "Our winner has designed equipment, secured patents, directed nearly 400 workers in plants and laboratories, and in doing so, moved his family around the world for the company he loved. He also served as President of WMMA during a time of reflection and self-assessment, and maintained his good-natured-ness through it all."

Mr. Granger began his career in the woodworking industry at a 3M Company in 1964. As a sales representative, he generated over $750,000 in new sales in his first year, thus setting the trend for his track record of exponential sales growth in the territories he directed.

After managing and increasing the sales in six different U.S. territories over a number of years, 3M invited him to the U.S. headquarters in St. Paul, MN as a Marketing Supervisor. His assignment was to "find new products and systems to introduce to the market place." He participated in developing 3M's "Super Finishing System" and established a polishing process that created an $80 million dollar market for 3M's abrasive film products.

In 1986, Mr. Granger moved his family to Brussels, Belgium to run 3M's abrasive systems division's business for all of Europe. This included 16 sales subsidiaries, three manufacturing plants, two abrasive laboratories, and a technical center. Over the next five years, these European operations realized a 500% improvement in operating income. Technical centers were established in Spain, France, the UK, and Switzerland. He led the acquisition of a diamond flexible abrasive manufacturer, which is a key part of 3M's global abrasive mix today.

From 1991 through 1998, Mr. Granger functioned in several positions at headquarters in St Paul, including National Sales Manager. From 1999 through his retirement in 2003, Mr. Granger managed the High Point, NC Innovation Center.

As WMMA President, he led WMMA through a Strategic Visioning process which analyzed WMMA's past and present programs and committee structure. The Strategic Visioning sessions challenged long-held WMMA policies and programs. The result was a re-aligned committee structure focused on providing members with industry Education & Information that will enable them to compete in a global market.

The Ralph B. Baldwin Award of Excellence is presented annually to a member of the WMMA. Nominations come from the membership and are voted on by a panel consisting of WMMA Officers, Past Presidents and Membership Services Committee. This year marks the 22nd year that WMMA has bestowed this honor.

Chuck Granger (right) receives the 2005 Award from 2004 Winner John Zinn


Baldwin Award Winner Chuck Granger (2nd from left) poses with WMMA officers (left to right) Jim Laster, Peter Perez, and Tom Onsrud

Directors Named to the Board; New Treasurer Named

At the Friday, April 22nd Business Session, three new Directors were named to the WMMA Board: Mark Chappell of Alexander Dodds Company, Dick Cowan of Rees-Memphis, and Tim Mueller of Timesavers. Mr. Mueller had filled a temporarily vacant position on the Board, and was officially nominated for a full three-year term. These three gentlemen will serve from 2005 through the 2008 WIC. Congratulations!

Outgoing Directors recognized for their service to the Board over the past three years were Jim Arvin of Dubois Equipment and Gene Brooks of Cemco. Mr. Arvin will continue to serve as Chair of the Manufacturing Strategies Committee.

Finally, the Leadership Development Committee officially nominated Tom Onsrud as Treasurer for a one year term during a Board meeting at the WIC. Mr. Onsrud has done an excellent job in this capacity thus far and we appreciate his service.

Olympian Medalist Inspires Attendees with Her Story of Determination and Human Will at the Opening General Session

Delegates and spouses alike were delighted to experience a presentation by Silken Laumann, the keynote speaker at the Opening General Session and Luncheon on Thursday, April 21st. Canadian born and raised, Silken Laumann is a world champion rower, Canadian Olympian, and now motivational speaker. Ms. Laumann shared her story of being a major contender for Olympic glory at the 1992 Summer Olympics in Barcelona, when she sustained a serious leg injury in a boat accident one month prior. Her injury was so severe that doctors doubted that she would ever row again.

Despite medical opinion ruling out the upcoming Olympics, the verve and determination that had driven Silken toward her goal for so long was not diminished; in her inimitable form and with dogged determination, twenty-seven days after the accident Silken was back in her rowing shell and focused on Barcelona. She won the Bronze medal for Canada in the women's 2000 meter single event and for the second consecutive year, was named Canadian Female Athlete of the Year.

Our attendees heard practical strategies to overcome adversity and succeed, from an unexpected and delightful source. Many of our guests walked away with the knowledge of how they can apply the same practices of discipline, determination and perseverance in their business, and in their lives.


Silken Laumann engages the enamored crowd of 250 luncheon attendees.


The association presidents show off Silken's various Olympic medals: (left to right) Peter Perez, WMMA; Barry Howerton, AWFS; Scott Twichell, WMIA

The WMMA Business Session
Information & Education That's Focused on Your Future

The 2005 WMMA Business Session on Friday, April 22nd presented members with three hours of education and information geared toward keeping them competitive in this changing marketplace.

In addition to the election of Officers and the presentation of the Baldwin Award of Excellence, members heard from two dynamic presenters; John Satagaj, WMMA's Legislative Counsel and Alan Beaulieu from The Institute for Trend Research (ITR).

John Satagaj provided the members with his view on legislation being proposed now and in the near future; China's currency manipulation, the Estate Tax Repeal and Statute of Repose. John also took time to tell members about several recent victories WMMA has gained through the cooperative efforts of WMMA members and others. The goal of his presentation was to provide members with his views on what bills WMMA and its members can realistically expect to see passed and what action steps members need to take to help the cause.

Alan Beaulieu's presentation provided the membership with an economic forecast of the U.S. economy and U.S. manufacturing industry with highlights on the wood processing industry. Through charts, graphs and a thorough description of what these charts and graphs show, he provided the members in attendance with realistic expectations for the months ahead. For more detail on ITR's forecast data, members can access the WMMA Economic Outlook Report posted on the WMMA website at http://www.wmma.org/members/efreports.cfm for a great deal of this presentation. And for $400, members can submit five years of sales data to receive a customized analysis, which can help track where your company should invest, spend, and cut back over the near term.

WMMA members who are already signed up for this customized service (16 members and counting) attest to the benefits they have derived from their report already. From building a new plant, to refinancing, to hiring personnel in anticipation of a sales increase - the results are in. This is a major member benefit that all members should act on - today. See http://www.wmma.org/members/efreports.cfm for details to subscribe.

Alan's exciting presentation was followed by three Roundtable Discussions:

Through the lively discussions at each of the roundtables, members learned more about many of the member benefits and programs that are provided through WMMA. Visit the Committee section of the WMMA website to learn more about the programs being offered through WMMA - http://www.wmma.org/members/committees.cfm.

Concurrent Workshops Give Delegates Tools for Focusing on the Customer and Strengthening

Concurrent Workshops Give Delegates Tools for Focusing on the Customer and Strengthening On Saturday morning, delegates attended concurrent workshops on a variety of pressing topics. The speakers were experts in their respective fields and gave great insight to the delegates.

The Future of the Economy: Where is Your Business Going?
Larry Chimerine, President, Radnor International Consulting, Inc.

The business environment in the US and abroad is changing more rapidly and more profoundly than ever before. No business can operate successfully without an understanding of these changes and without adapting to them. Dr. Chimerine discussed the origin of these new business realities and others that are likely to develop in the years ahead as well as the implications for key management priorities and strategies. In addition, Dr. Chimerine discussed the near term outlook for the economy and policy changes.

Negotiating Strategies: Demystifying Price Objections
Jack Warkenthien, Owner, NextStep Solutions

Jack focused on the two skills that define 85% of every person's success in life: RELATIONSHIPS and COMMUNICATIONS SKILLS. To that end, Jack has delivered
training and speeches to clients around the world, across many different market segments. Nicknamed "NIKE", he just does it, by inspiring greatness in his audiences with his high energy approach to sales, service, leadership and life. If the best teacher is one whose life is the text, Jack has been there, done that and bought and SOLD the t-shirt.

Negotiating Strategies: THINK Value, Not Price
Jack Warkenthien, Owner, NextStep Solutions

It's hard to promote a growing and financially sound business, if the ONLY criterion is price. This workshop launched participants far beyond price objections with their current and future customers. Rather, the emphasis will be on "Value", or more specifically, the Unique Value Proposition (UVP) that you deliver, helping you to discover what makes your FIRST, BEST or DIFFERENT. Once you've differentiated yourself from all the competitors, you need to discover the Dominant Buying Motive (DBM) of your customer. Then you will learn to match the former to the latter: The results: A Sale or even more valuable, a Relationship!

A Complaint us a Gift
Suzanne Gust, Founder, Not-So-Basic Training & Consulting

This workshop provided specific skills and taught why people behave the way they do when they give a complaint. Key ideas participants learned included: words to say and avoid; the reasons why individuals don't complain; how to accept a "gift", even if it comes in different packages, and how to prevent complaints from happening. If you receive feedback from people within and outside your company, you will appreciate the tools presentation will provide.

Trade Shows as a Business Tool
Scott Korzen, Senior Trainer, Incomm Sales Training

I. The Psychology of Trade Show Selling
Selling at a trade show is different from making a sales call in the field. The decision for customers to buy from you in the show environment is greatly influenced by the actions used by representatives in the exhibit. Knowing sales psychology can influence your exhibiting results, but you don't need a PhD because this program shared the sales psychology, giving you the best ideas and tips that will impact bottom-line.

II. Secrets of the Aisle - How Attendees Can Get More
Out of Shows
Most of us have a better agenda when we go to the supermarket than when we attend a trade show. Trade shows can be a crowded, cluttered and confusing environment. Traveling today is more hectic and your time is more valuable than ever. In this program, attendees learned eight tips on how to get more accomplished during your visit and time spent on the show floor. The ideas in this program were from attendees who shared their best tips for visiting shows and getting what they wanted from exhibitors.

Implementing a Successful Lean Manufacturing
Strategy
Matt Edwards, Manufacturing Engineering Manager, Pella Corporation

Pella Corporation has reduced manufacturing costs by 3% annually while tripling its production over the past ten years; due in large part to its implementation of a very successful lean manufacturing strategy. Attendees heard an industry leader discuss how they simplified their complex manufacturing processes and what the challenges and benefits have been along the way. They heard first-hand what manufacturers are looking for when designing machines, cells and systems to support their lean operations.Photo

 



Contact Table Program Draws 80 Companies; Yields Countless Opportunities

The 2005 Contact Table Program offered manufacturers, distributors, importers, suppliers and educators in our industry a unique opportunity to meet face-to-face. A key component of WIC, the Contact Table Program offered delegates the chance to conduct business with more than twenty-five customers over two days. On Thursday, April 21, 2005 importers, manufacturers and suppliers held host tables and met with their distributors, while on Friday, distributors hosted tables and met with their suppliers.

Declared one WMMA member, "The contact table program at WIC proved to be very successful for our representatives. It provided them with an excellent opportunity to speak with several of our current dealers, as well as, several new potential dealers. It has given us the opportunity to revise our dealer program and get it more to what the dealers expect it to be."

Participating in the two-day Contact Table Program reduces company sales costs and brings you greater return on your WIC investment. The Contact Table Program continues to be an opportunity for industry leaders to get more done for less. We hope to see you next year.


Delegates use their time wisely and get right down to business during the Contact Table Program.


There's Always Time for Fun at the WIC

And let's not forget the all-important social activities, that get our delegates out of the meeting rooms and onto the dance floor!
This year, attendees enjoyed pool-side and starboard-side evenings of good food, entertainment, conversation, and even hair-raising contests.

Spouses had a chance to reconnect with their industry friends and delegates enjoyed the casual opportunity to network and relax. Our social events are always fun and exciting - you never know what you're going to get!


Dinner Cruise Boat ready to set sail in the harbor


Members enjoy their time on the dinner cruise


Time to get up and dance!


Some good sports get a demonstration on how to blow a conch


Tim Mueller shows that even men can hula