AWI e-briefs
A semimonthly news publication for Manufacturing & Supplier Members of the
Architectural Woodwork Institute
August 16, 2012
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AWI Learning Forum

Real-World Business Solutions from AWI

Can you spare one hour of time to gain at least one new idea for more efficiently and profitably operating your business?  Discover cost-effective business solutions at complimentary AWI webinars.   Make the most of your membership and participate in these FREE webinars for AWI members only.  


September 12, 2012
2:00 – 3:00 pm (EDT)
“Chapter Development: Social Media”


Presenter
: Brad Duncan, Stiles Machinery
This is the fourth in a series of five leadership webinars for AWI chapters.  Stay current in today’s business world by learning how to utilize social media as a marketing tool to help maximize your exposure.

Register here
Questions: Contact Ilaria Buffalo, ibuffalo@awinet.org

September 19, 2012
2:00 – 3:00 pm (EDT)
“Negotiating Success: Demystifying Price Objections”

Presenter:
Jack Warkenthien, CEO, NextStep Solutions
(See the article that follows: “AWI Convention Watch: Five Free Courses in Sales & Marketing”)

Register here
Questions: Contact Ilaria Buffalo, ibuffalo@awinet.org

September 26, 2012
2:00 – 3:00 pm (EDT)
“Green Talk”

Presenter: Paul Davis, Columbia Forest Products
AWI Sustainability Committee member Paul Davis will host this discussion on clarification and tools for LEED®-related FSC Chain of Custody issues.  He’ll demystify LEED FSC requirements and will address required FSC Chain of Custody documentation for successful LEED projects

Register here
Questions: Contact Ilaria Buffalo, ibuffalo@awinet.org

October 10, 2012
2:00 – 3:00 pm (EDT)
“QCP Talk”

Presenter: Ashley Goodin, QCP Inspections Manager
Join this session for a presentation on the QCP application process followed by Q&A and open discussion.  Get your questions answered!

Register here
Questions: Contact Ilaria Buffalo, ibuffalo@awinet.org

October 31 – November 2, 2012Register Today!
AWI 60th Annual Convention

Phoenix, Arizona
Register here


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AWI Convention Watch: Five Free Courses in Sales & Marketing

July 11 was the kickoff of our three-part Sales and Marketing Webinar Series; but truly this is more than just a webinar series, it’s an opportunity for collaborative online learning.  Within this series there are two levels of participation, you can either be a listener or you can be a collaborator.  Tune into speaker, Jack Warkenthien (CEO of NextStep Solutions), and between each webinar, with a culmination during two sessions at convention, you’ll have the opportunity to connect with industry peers, learn, practice and grow your marketing skills.  That’s FIVE intense sessions presented and facilitated by Jack Warkenthien – all subsidized by AWI.        

Webinar participants will have an opportunity to join weekly “campfire” conference calls facilitated by AWI’s Greg Heuer using a curriculum devised from the webinar content.   


Webinar #1: July 11, 2012, 2:00 – 3:00 pm (EDT) – CONCLUDED
“The Networking Game:
How a Two-Minute Engagement Leads to a (Business) Marriage for Life”



Webinar #2: August 8, 2012, 2:00 – 3:00 pm EDT – CONCLUDED
“What's Your Unique Value Proposition?” – Separate Yourself from the Rest & Create a Legacy in Wood”


Webinar #3: September 19, 2012, 2:00 – 3:00 pm – Registration Open!
“Negotiating Success: Demystifying Price Objections”

Host: Jack Warkenthien, CEO, Next Step Solutions
Competition has become more intense.  Price has become a bigger issue.  When everyone is trying to cut costs and eek out better profit margins, how do they survive – and thrive? Find out in the third and final sales and marketing webinar hosted by Jack Warkenthien.  He’ll share some negotiating techniques to overcome objections to a fair price for quality workmanship.  Take away three kernels of information: 1) “The Negotiation Process;”  2) “Welcome to Negotiation Theatre;” and 3) “Impact of Personality and Style.”

Registration: Click here
Questions?  Contact Ilaria Buffalo, ibuffalo@awinet.org


Learn More...
AWI 60th Annual Convention
October 31 – November 2, 2012
Phoenix, Arizona
For details, click here.

Complete your sales and marketing immersion experience with Jack Warkenthien, CEO of NextStep Solutions.  He will deliver the final two sessions at the AWI convention to help you increase your sales ability to more closely match the quality of your woodwork.

Session 1: November 2, 2012, 9:00 am – 10:30 am
“Building on Our Success: Selling Strategies to Seal More Sales”
Learn the #1 most effective ways to sell – even if you HATE sales.  Learn the reasons why people buy – giving you the upper hand in the selling process.  Leverage your sales efforts by empowering your own FREE Sales Force. Eliminate competitors with this simple approach.  Learn the "Game" that will help you WIN – early and often. Leave with the #1 Strategy for converting "relationships" to revenue streams.

Session 2: November 2, 2012, 2:30 pm – 4:00 pm
“Grand Face-2-Face Campfire”
Join us in the “Big TeePee” for the “PowWow” of the year.  This inspirational sales conversation will pull together the stimulating “kernels” from the three AWI webinars being hosted this summer.  Join “Chief” Jack Warkenthien, facilitator of this event.  He wrote the book on sales, Life's a Sales Call: How to Succeed in the World's Oldest Profession, and has been a frequent speaker and sales trainer at AWI events in the past.

Register for AWI Convention here.

About Jack Warkenthien
Jack Warkenthien, CEO and founder of NextStep Solutions (NSS), is a radio personality and the author of the best selling book, Life’s a Sales Call: How to Succeed in the World’s Oldest Profession, on sale everywhere and at www.amazon.com.  Prior to founding NextStep Solutions, Mr. Warkenthien had a decade-long career with IBM, where he quickly established a stellar reputation as the best “new account” sales professional in the company. 

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AWI Convention Watch: “Leveling the Playing Field on Bid Day”

It’s a tough business climate out there.  How do savvy architectural woodworkers maintain a competitive edge – and help justify the price of their quality workmanship?

Learn how to level the playing field on bid day from Joe Sorrelli, one of three presenters who will deliver a 20-minute brief during the 60th Annual AWI Convention, October 31-November 2, 2012 in Phoenix, Arizona.  Leaders of the “20-20-20 Updates: The 20-Minute 411” session on November 1 will share insights about three business tools available to woodworkers operating in a price-conscious market.  Here’s a taste of what you’ll learn on November 1.  For other insights, see the August issue of AWI NewsBriefs

“Leveling the Playing Field on Bid Day”

There’s a fair amount of misunderstanding and misinformation out there about the AWI/QCC Quality Certification Program (QCP). Joe Sorrelli, President of the AWI Quality Certification Corporation Board of Directors will explain how QCP levels the playing field among the architectural woodwork competitors bidding on the same project.

“Yes, you have to spend money to make money. QCP is not a free remedy for sluggish sales.  But, first and foremost, it is protection not only for the owner, builder and design professional but also the QCP-accredited woodwork firm.  And second, participating QCP woodworkers gain a unique opportunity to bring in more work than they may not have ordinarily,” Mr. Sorrelli told AWI NewsBriefs.  Wouldn’t you agree that the ROI is worth it? “QCP is extremely user friendly,” Mr. Sorrelli said.  “Anyone can participate in the program, if they go through the proper steps.”

Design professionals perceive value in working with a QCP accredited firm.  “Many architects are actually citing woodwork companies in their specifications, which if you are among them, assures that you are competing against firms that produce similar quality work.” This means that price is not the overriding issue when superior quality is preferred. QCP can help preserve your profit margin.

About Joe Sorrelli
Joe Sorrelli is a 50-year veteran of the architectural woodwork industry whose involvement with the AWI Quality Certification Program (AWI QCP) began with its founding and leading to his current role as President of the Quality Certification Corporation Board of Directors.  Mr. Sorrelli has made AIA-approved continuing education presentations about the QCP to architects, designers and woodworkers.   His volunteer work for AWI is extensive, culminating as AWI President (1993-1994).  E-mail: aljoe@optonline.net.

Learn More...
“20-20-20 Updates: The 20-Minute 411”
November 1, 2012
Arizona Biltmore Resort & Spa
Phoenix, Arizona
Presenters:
Joe Sorrelli discussing “Leveling the Playing Field on Bid Day”
Rob Ziegelmeier addressing “What’s New / What’s Changed about LEED® & FSC Group Certification?”
Adam Lega reviewing “Building a Business Case for BIM”

Register for the 60th AWI Annual Convention, October 31 – November 2, 2012 at www.awinet.org/convention/.

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AWI Convention Watch: “What’s New / What’s Changed about LEED® & FSC Group Certification?”

Learn what’s new and what’s changed about LEED & FSC Group Certification from Rob Ziegelmeier, one of three presenters who will deliver a 20-minute brief during the 60th Annual AWI Convention, October 31-November 2, 2012 in Phoenix, Arizona.  Leaders of the “20-20-20 Updates: The 20-Minute 411” session on November 1 will share insights about three business tools available to woodworkers operating in a price-conscious market.  Here’s a taste of what you’ll learn on November 1.  For other insights, see the August issue of AWI NewsBriefs.

“What’s New / What’s Changed about LEED® & FSC Group Certification?”

Just before the AWI Convention this fall, a new public comment period will open on October 2 seeking input on what is now called the LEED v4 green building rating system (formerly known as LEED 2012 during its four public comment periods).  Confused already?  Well, plan to be on unfamiliar ground whenever the final LEED v4 is introduced.

AWI Sustainability Resources Committee Chair Rob Ziegelmeier will examine the fifth draft iteration of LEED when the new version is released by the U.S. Green Building Council (USGBC) on October 2.  The public comment for LEED v4 is scheduled to run from October 2 through December 10, 2012 as of press time.  The new program is scheduled to be in effect June 1, 2013.  Does it sound like everything is in flux?  It is.

What’s another important issue affecting AWI Manufacturing Members?  It is FSC Group Certification.  “Does saving costs on group certification outweigh the potential risks?  Individual certification may be the better alternative,” Mr. Ziegelmeier said.  Find out why on November 1.  For other insights, see the August issue of AWI NewsBriefs.

About Rob Ziegelmeier
Rob Ziegelmeier served as President of the Architectural Woodwork Institute in 1996-1997and as Chairman of the AWI LEED® Task Force from 2003 to 2007. He is currently Chair of the AWI Sustainability Resources Committee, serves on the AWI Education Committee, and is an AWI LEED Team Presenter and a member of the AWI Speakers Bureau.  In the past few years Mr. Ziegelmeier has conducted numerous AIA Continuing Education presentations on the impact of LEED on the woodworking industry.  E-mail: rzig@awinet.org.

Learn More...
“20-20-20 Updates: The 20-Minute 411”
November 1, 2012
Arizona Biltmore Resort & Spa
Phoenix, Arizona
Presenters:
Joe Sorrelli discussing “Leveling the Playing Field on Bid Day”
Rob Ziegelmeier addressing “What’s New / What’s Changed about LEED® & FSC Group Certification?”
Adam Lega reviewing “Building a Business Case for BIM”

Register for the 60th AWI Annual Convention, October 31 – November 2, 2012 at www.awinet.org/convention/.

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AWI Convention Watch: “Building a Business Case for BIM”

Learn about Building Information Modeling from Adam Lega, one of three presenters who will deliver a 20-minute brief during the 60th Annual AWI Convention, October 31-November 2, 2012 in Phoenix, Arizona.  Leaders of the “20-20-20 Updates: The 20-Minute 411” session on November 1 will share insights about three business tools available to woodworkers operating in a price-conscious market.  Here’s a taste of what you’ll learn on November 1.  For other insights, see the August issue of AWI NewsBriefs.

“Building a Business Case for BIM”

“Building Information Modeling (BIM) is here and it’s not going away,” emphasized Adam Lega, BIM/VDC Director for SenovvA, Inc., one of three leaders for the “20/20/20 Updates: The 20-Minute 411.”  BIM is a process, not software (one of the BIM tools), and not necessarily a new way of doing things.  BIM is actually a historic process.  Learn why you need to embrace it.

“Use BIM to efficiently and quickly communicate with building team members.  Improve your value to the team and optimize your time, efforts, and profit margins by employing BIM.  The process involves people, technology and an open mind.  Aptly named, BIM has three interdependent, highly visual components: building, information and modeling,” Mr. Lega told AWI NewsBriefs.

Mr. Lega will touch on some successful complex projects that required absolute precision.  Finally, he advises woodworkers to educate themselves about BIM.  “Find experts to educate your company and your employees.”

About Adam Lega
Adam Lega is the BIM/VDC Director for SenovvA, Inc. and is a leader in implementing Building Information Modeling (BIM) in the AEC industry.  Throughout his career, he has helped create and develop standards and workflow processes, as well as establishing deliverables for BIM projects across all industries. Mr. Lega is co-chair of the AGC of St. Louis BIM Committee, co-chair of the ASI BIM Briefing in St. Louis and is a member of the U.S. Army Corps of Engineers BIM Advisory Committee. He is a BIM instructor for the AGC, represents contractors as a panelist during BIM discussions, and has been a speaker and a lab assistant at Autodesk University. E-mail: alega@senovva.com.

Learn More...
“20-20-20 Updates: The 20-Minute 411”
November 1, 2012
Arizona Biltmore Resort & Spa
Phoenix, Arizona
Presenters:
Joe Sorrelli discussing “Leveling the Playing Field on Bid Day”
Rob Ziegelmeier addressing “What’s New / What’s Changed about LEED® & FSC Group Certification?”
Adam Lega
reviewing “Building a Business Case for BIM”

Register for the 60th AWI Annual Convention, October 31 – November 2, 2012 at www.awinet.org/convention/.

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Business Tools

A Symphony in Wood Produces “Wow” Factor in Kansas City

A Mark Richey Woodworking & Design project featured in the summer edition of Design Solutions Magazine spreads the word about outstanding woodwork.  How about your project?  Want to be featured in AWI’s quarterly journal Design Solutions?  Project submissions for the winter 2013 edition are being accepted until December 1, 2012.  

Gain honors, recognition and customers by submitting your next architectural woodwork project to Design Solutions Magazine, AWI’s quarterly journal that is distributed to more than 25,000 design professionals.  All AWI Manufacturing Members are eligible to participate in the quarterly “Award of Excellence” (AOE) program.

Take a look at the Mark Richey Woodworking & Design project, a symphony in wood at the Kauffman Center for the Performing Arts in Kansas City, MO. Woodwork included wall paneling and planking, doors and frames, trim, acoustical slat-wall system with structural support and a balcony rail system with structural framing. Douglas Fir was used to evoke a sense of the interior of a finely tuned instrument.  The floor is made of Oak and the platform of Yellow Cedar. They used 3-D modeling software to plan and fabricate the surfaces to specifications.  See the current issue of Design Solutions here for other views of the project. 

Photo Credit: Timothy Hursley, The Arkansas Office, Little Rock, AR


Visit the AWI Web site to access information and submission forms for the upcoming (winter 2013) AWI “Award of Excellence” program. The deadline is December 1, 2012. If you have any questions, contact Katie Allen at kallen@awinet.org.

Use an AOE award to market your excellence and gain a competitive edge during these challenging times. All Manufacturing Members are eligible to participate. Benefits to AOE honorees include exposure in the online issue of Design Solutions Magazine which is open for business 24/7.  Design Solutions showcases, quality, professionalism and creativity among architectural woodworkers. 

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What’s the Talk among AWI Followers on LinkedIn?

The AWI LinkedIn Network is growing stronger and stronger.  Get in on the conversations. Some of the current topics being discussed are:

  • Titanic Woodworking Mystery
  • Longhorned Beetle in Ohio
  • Emerald Ash Borer in Pennsylvania
  • Substrate for a Quarter-conical Shape?
  • IPE for Exterior Decking in Northeast?
  • Seeking a Good Custom Wood Turning Company
  • Employment Opportunities – Openings
  • And much more...

Click into the forums anytime to find out what’s important among architectural woodworkers. Access LinkedIn here.  See what your peers are saying. The AWI network is growing. If you're not yet registered with LinkedIn, do it now to check out the current discussions.  It’s a free, useful networking tool among AWI members.

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AWI News

Taking Advantage of All of Your Membership Benefits? Check Out This One

AWI Logo Brand Affiliation is a BIG benefit of your AWI membership!  Promote your company’s affiliation with the industry’s internationally recognized association of architectural woodworkers by incorporating the AWI logo into your information and marketing materials.

Who may use the logo?  What is the ROI on your investment?  Access the August AWI BeneFact here for more details.


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Safety Matters

AWI Safety Solutions Portal: The Site for Risk Reduction

AWI Manufacturing and Supplier Members who may not have visited the Safety Solutions Portal should check out the June 2012 AWI BeneFact

Learn the reasons why you should visit the Portal.  Discover the ROI on your time to check it out and tap into the thousands of free resources available.  Find safety materials, create safety training programs, understand federal and state laws and OSHA regulations, and more.  Simplify your safety compliance efforts with the

AWI Safety Solutions Portal.  Safety Pays!


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Workforce

Adopt-a-Shop SPOT: Vincennes University, Jasper, IN

By Stephan Waltman, AWI Supplier Committee Chair

There continues to be good news in the educational arena.  Recently, I had the pleasure of visiting Dr. Alan Johnson, Dean at Vincennes University in Jasper, Indiana.  On July 31, 2012 we met with a group of school and industry executives to discuss the future of the College of Technology.  In the picture below Dr. Johnson and Tom Pluchar of Stiles Machinery are standing in the future lab area which will be approximately 4,000 sq. ft. when completed.  The college’s curriculum is currently being developed and will be designed to bring advanced technology to the woodworking industry.  Many of the local woodworkers in the Jasper area have already expressed an interest in supporting the center.  The new facility will be ready in the fall of 2013 for the incoming class.  

It is exciting to see the commitment of industry and education coming together to develop additional opportunities for operators, managers and engineers alike.  Join me in congratulating Vincennes University and Dr. Johnson on their vision.

 
Pictured left to right: Tom Pluchar of Stiles Machinery and Dr. Alan Johnson

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Green Scene

Sustainability Report Shows Measurable Progress on Better Practices & Planet Goals

The American Forest & Paper Association (AF&PA) has released the results of its biennial Sustainability Report, which showed that the U.S. paper, pulp and wood products industry has made significant, measurable progress toward achieving the goals of its Better Practices, Better Planet 2020 sustainability initiative.

Better Practices, Better Planet 2020
symbolizes the industry’s commitment to sustainability and is one of the most extensive collections of quantifiable sustainability goals for a major U.S. manufacturing industry.  Enhancing this already aggressive collection of goals, AF&PA is establishing a goal to decrease the amount of water used in pulp and paper mills by 12% from 2005 to 2020 by measuring the water discharge.

For more information about Better Practices, Better Planet 2020 and to view the report, visit www.afandpa.org/sustainability.
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Trade Shows / Industry Forums

Advance Registration Goes Over 10,000 for IWF 2012

The International Woodworking Fair® (IWF) announced their advanced attendee registration numbers for the upcoming Fair is over 10,000 and continuing to climb daily. Industry professionals from top management and production are making their plans to attend IWF in Atlanta, August 22-25. The 40% increase in advanced registration continues for the 2012 Fair compared to 2010.

IWF registrations are coming in from all fifty states and over 60 foreign countries. IWF registrations are up in 42 states compared to the 2010 Fair. “We are up across the board, more exhibits, more products and more buyers,” says Michael Burdis, IWF 2012 chairman and president of James L. Taylor Manufacturing Company. “

To register online for IWF go to www.iwfatlanta.com and to save on registration use the promotion code “IWF”.

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AWI at IWF 2012 in Atlanta, GA, August 22-24

AWI will be in booth #1573. The AWI Quality Certification Corporation will be our neighbor in booth #1575.

Make sure to register for AWI’s workshop, “Financial Management / Money Matters” on August 23, 1:00 – 5:00 pm. This comprehensive workshop will be presented by Bruce Spitz, AWI Board of Directors Treasurer and chair of the Education Committee and Scott Nelson, WCA President.

Register for the IWF and the workshop at www.iwfatlanta.com.

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Chapter News

Youth Education the Big Winner at Washington Chapter Bowling Tournament

On August 7, the AWI Washington Chapter held its first annual bowling tournament to raise funds to help support the chapter’s efforts in supporting local high school woodwork programs and presenting  a “lunch and learn” session to give students opportunities in architectural woodwork and all the supporting careers.

“The goal was to raise $1,000 to help cover the cost of one lunch and learn to a local high school, pay for a teacher to be trained in the WCA program for skills standards, and to help purchase 4 passports required for the training in WCA,” Chapter President Kirsten Ingham reported. “The chapter more than doubled its goal, collecting $2,552 in donations. Fun was had by all with a total knock down of 4,431 pins at Daffodil Bowl in Puyallup, Washington.”
 
The AWI Washington Chapter thanks the following companies for participating in the bowling tournament and also those that donated funds for this great cause: Custom Source, Westmark Products, Specialty Wood, Interior Woodworking Specialists, Pearson Millwork, Sierra Forest Products, EB Bradley, Stiles Machinery & Vancouver Door.

Congratulations to the AWI Washington Chapter on a job well done.  Keep up the good work!


 

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Upcoming Chapter Events

Check out the informative AWI chapter programs sponsored in your area. Tap into your local AWI chapter for vital information that can help your business grow and put you in touch with fellow AWI architectural woodworkers and suppliers. To reach any of the chapter officers for more information, click here.

AWI Central PA Chapter
When: September 13, 2012 (6:00 – 8:00 pm)
What: “Hidden Hazards of Environmental Dust in the Workplace and Related OSHA Issues”
Presenter: Tony DiLorenzo, Risk Control Consultant, CNA Insurance
Where: C. Ted Lock Wildwood Conference Center, Harrisburg, PA
Information/Registration: Click here
Questions: Chapter President, Garry Astles, gastles@northwayind.com; (p) 717-503-6295

AWI Carolinas Chapter
When: September 14, 2012 (8:00 am)
What: “10 Commandments of Contract Management”
Presenter: Michael Davis, Esq.
Where: Sheraton Myrtle Beach Convention Center Hotel, Myrtle Beach, SC
Information: Click here
Questions: KCox@awicarolinas.org; (p) 336-887-0700

AWI New England Chapter
When: September 19, 2012 (5:00 pm start)
What: Reception, Annual Awards, Tabletop Exhibition, Buffet Dinner & Program
Presentation: “Specifying Architectural Woodwork & Millwork”
Presenters: Mark Kalin, Kalin Associates and Woody Vaughn, Vaughn Woodwork Consultants
Where: Boston Society of Architects, Boston, MA
Registration: Complimentary with RSVP
Information: Click here
Questions: mtyewaller@gmail.com; (p) 617-858-1615

AWI New Jersey Chapter
When: September 21, 2012
What: “10 Commandments of Contract Management”
Presenter: Michael Davis, Esq.
Information/Registration: Coming soon

AWI Iowa / Nebraska Chapter
When: November 16, 2012
What: “10 Commandments of Contract Management”
Presenter: Michael Davis, Esq.
Information/Registration: Coming soon

AWI Central PA Chapter
When: November 29, 2012 (6:00 pm – 9:00 pm)
What: “Mass Customization in our Woodworking Industry”
Presenter: Donald O’Hora, President & CEO, Northway Industries, Inc.
Information/Registration: See attached

AWI Central PA Chapter
When: January 17, 2013 (6:00 – 8:00 pm)
What: “Impact & Effects of LEED® in the Woodworking Industry”
Presenter: Rob Ziegelmeier, AWI Sustainability Resources Representative
Where: C. Ted  Lick Wildwood Conference Center, Harrisburg, PA
Information/Registration: Click here
Questions: Garry Astles, gastles@northwayind.com, (p) 717-503-6295

All chapters are encouraged to plan their events early to allow for ample promotion of your activities in this section of AWI e-briefs as well as through other avenues. Contact Greg Bednar, AWI Chapter Development Services at gbednar@awinet.org.

Members are encouraged to check chapter event listings in the most recent issue of AWI e-briefs, as well as with chapter officers and chapter Web sites for program changes. As plans become finalized, dates and presentations may change for chapter programs previously listed. This issue of AWI e-briefs contains the most current information available to AWI National.

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Next Issue of AWI e-briefs

When Will It be Published?

The next issue of AWI e-briefs will be published September 6, 2012.

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Upcoming Education
WEBINAR

"Chapter Development: Social Media"
Presenter: Brad Duncan, Stiles Machinery

September 12, 2012
2:00 – 3:00 pm (EDT)

Register here
Members will be prompted to log in at the bottom of the page.

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