Infinite Possibilities

You know to rely on the best Southern Pine dimension and outdoor products from New South, Inc. Now with 15 lines and over 50 different products, you can purchase a complete line of specialfy products for all your custome$' most important projects just in time for the new season. From fencing and deck components to pattern stock and mailbox kits, the opportunities for creating masterpieces with our expanded product line are limitless.

Produced with great pride at our newly remodeled and expanded remanufacturing faciliry, our top quality products are ready for you. Please call us for a free copy of our comprehensive detailed Specialry Products Guide at l-80U3468675 ext. 477.

New South, Inc. - we provide the building materials for a strong relationship with you

NOVEMBER 1993

IWe sterrt Wd Worhc Better Get the word to your buyers

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Nl you'Il eoer need, to hnout

Westerrt specizs benefits chart

Newest 'fir" for rcmdeling

Ways to irnprove caulk sales

Laftiee ie big biz for @ stone

$500 million in national sahs

725 yean old & etill grcwing

Camcron ob serves anniu ersary

FLBMDA' e lobbying ctrotegy

2,673 people attend. TSrd annual

Structurol utod poncl prduction up 4% for Tggg

APA annual meeting told new "green" marh.eti-ng needed Southern pinc f-roming lumber for Czech fupublic House packages being shipped from Charlcston, S.C. Tele_oi-eion p-rogro.ms glomorize home improoement ffi# ffi ,tffi lr,ff

Serving l3 Southern states

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ARTIXRECTOR MaftrEmery STAFFARIIST Pt|rdbdor CnCULAil)X Trq $dh0

SUBSCRIPnOI|S U.S.: 85{.|o yea[ 0{1-1wo ye.B; 955{]Fo yoaB. Fo|ohn orF ye.r p.ydb h sd.anco h U.S. fudg: s{o{OZ Canatta or Msbo; fO, ods curfia. Ar ri6 .b avalhble. Slngle copiss{3; bact bcus"{.sO rfien avai$le, phu shpphg; CHAXGE OF ADORESS Serd dlss tdd trom ]unt iqr f pocstl, mr aCiirs arC 4 coo. Bt l."of,c PIqDU.CTS OGESJF ptnrstrd qorrily at a600 Cmprr Dr., Sh. aS, Xrrp.{ 8.dr, C.. S660, 010 !5}t$0, by Crter Rirsnrg rni. n r ar ncpccrrryaiC gntam unr fahll,wholssaband&lDdbnbvobdtheltrtef andtomecenbrmadobhl3souhsmsh. CopylittOtWuyirle Adfirg,i1r. CowrarfeninorreirsaodfypnreaecanO musl rx)(.bo lgPrcdrod in any mamot wlhout writon poflfi3sion. All Rblls R€son sd ArfiB emOrns Ugd asuries m ldlly to. maeres tunbhd to t

For pressure[eated wood trafs kilndded after featnent, call Dean lumber Co.

The gente conditioning of our steam dry kilns yields exceptional products sudr as Dean Deck, Ddcono fire retadant feabd wood, Outdooro wood, Wolmanizedo Extra" lumber, and treated specialties.

DAVID CUTLER publisher

How dead Is customer loyalty?

In the past few years as retailers large and small have failed, we've noticed an odd phenomenon. After the stores close, the local pap€rs inevitably have stories on how many people sincerely miss the companies and how much these stores were a part of their life.

With this base of community support, it makes you wonder if in some ca.ses company survival might bave been closer than anyone realized.

These stories tell of a customer response to lumber yard and home center closings that demonstrate a deeply felt emotional conmitment involving the stores. The closings leave a gap in their lives. One man told of how he and his young son grew closer as they shopped for d-i-y projects they could construct together. A young woman recalled shopping with her late father to buy decorator items for the house to cheer up her ill mother. other tales are of the familiar, comfortable riual of shopping a local landmark. Often these stories involve people dealing frst with a man, then his son or daugbter ad in some cases, a third generation.

While tbe warm feeling for the stor€ had more to do with what was occuring in its customers' lives than anything the store did, nmetheless, the warm glow reflected nicely upon the store.

Yet these positive feelings weren't enough to save the company. They seldom are. But they do indicate that more often than not, the balance between life and death is closer than generally believed.

If only there had been just a few more customers every day. If only the invenory could have been purchased forjust a few percent less. If only operating costs could have been paredjust a little.If only, if mly...

Yet, with these modest adjusmenb, building upon a customer base favorably inclined !o the storc, perhaps failure could be avoided. Is it too much !o wonder if cuslomer loyalty is as dead as meny believe?