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Georgia-Pacific Corp. recently reconfigured its entire building materials distribution system, setting a new standard in its industry for the use of modern and efficient material handling systems.

The racking supplier they relied on to support this effort was Sunbelt Material Handling. From the initial yard design to the final installation, Sunbelt can handle all of your rack system needs too.

Drive-Thru Buildings T-Sheds Gantilever Racks Pallet Racks A-Frame Molding Racks Board-Bin Racks Mezzanines Specialty Carts . Stack Racks

Material Handli ng, lnc.

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Engineered wood producer shows distributors how to moke l-ioi$s for themselves.

Longer products ond lorger loods hove efficiency-minded yords looking for heovier copocity forklifts, ond monufocturers ore responding with new lines ond even custom models.

Poy ottention to grode$omps 0n pressure treoted wood.

Virginio building moteriol deoler stronger thon ever ofter 1 40 yeors.

New strotegy includes consolidoting stores in three morkels, induding Louisville, Ky.

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Serving 13 Southern states

PUBLISHER David Culler (dculler@ ioc.net)

SENI0R EDITOR David Koenig (dkoenig@ ioc.net)

ASS0CIATE EDITOR Dave DelVal (ddelval@ ioc.net)

CONTRIBUTING EDITORS Dwight Cunan, Gage McKinney, Earl Moore

AD SALES MANAGER Chuck Casey

ART DIRECTOR Martha Emerv

STAFF ARTIST Chas. Balun

CIRCULATI0N Aulumn Schwanke

How to Advertise

Contact our advertising offices lor rates:

U.S.A.: Chuck Casey, 4500 Campus Drive, Suite 480, Newporl Beach, Ca.92660-1872. Phone (714) 852-1990 Fax 714-852-0231

SOUTH AMERICA: Charles Hallilax, Av. Americo Vespucio Norte 322, 0f. 13, Las Condes, Sanliago, Chile. Phone (011)-56.2 207 1257 Fax 011-56-2 207 1262

INTERNET ADS: David Cutler, www.buildingproducts.com. Phone (714) 852-1990 Fax 714-852-0231

How to Subscribe

call (714) 8s2-1990 or send a check for the following amount lo Building Products Digesl,4500 Campus Drive, Suile 480, Newporl Beach, Ca. 92660-1 872:

U.S.A.: One year (12 issues), $25

Two years, $41

Three years, $55

FOREIGN (Peryear paid in advance in US funds):

Surface-Canada or Mexico. $37

Other countries, $45 Air rates also available.

Single copies, $3 + shipping

Back issues lwren available), $4.50 + shipping

CHANGE OF ADDRESS Send address label lrom recenl issue if possible, new address and nine.digit zip code.

Promises, Promises

The message in the advertisement from the company was clear: Under New Management. The promise implied was that the old sins and omissions were gone. The flyer also made explicit promises: Better Service, Better Pricing, Better Quality. In other words, what you didn't like about us is gone and all the things you want are now ready for you today.

So far, so good. But when I returned to my tarnished favorite of old, I found none of the promises had been kept. The service seemed worse, the prices were the same or higher, and the quality wasn't any better than when they drove me away in the first place. The tarnish was still firmly in place.

The company had made two classic mistakes. Number one was promising something they were not ready to provide. Number two was hurrying a message to the marketplace before the hard work had been done to correct the problems.

In a turnaround, management is under pressure to stop quickly any hemorrhaging while keeping old customers and attracting new ones. The rush to act is an understandable failing. Yet we see these mistakes replicated often as new owners and managers of troubled firms try to right old wrongs. It's as true of the mom and pop lumberyard as it is of the giant international building products manufacturer.

Companies internally commit similar sins. Management tells the employees that the conditions that caused the grief have been eliminated. Then, either nothing ever happens or only halfhearted, even insincere, efforts are made to allevi ate sources of friction.

When trust, that most fragile of emotions is lost, consequences quickly resonate. Sometimes, like Humpty Dumpty, it's impossible to put back together again.

When customers find promises not backed by performance, they seldom return. When employees lose sufficient trust in their employers, company failure can be the result.

SOUTHERN YELLO\^/ PTNE

Lumber o Piling . Poles o Posts o Timber

KDAT - Kiln dried after treatment

CUSTOM FABRICAIING - Beveling. drilling, boring, cut to length, precision end trim and much more.

CUSTOM PIAIiIING - Surface lumber and timbers up to 10" x 20".

D.O.T. CERTIFIED MFG. - Fender systems and guardrails.

517 S. Falkenburg Rd. Tampa, FL 33619