Pretty good year

By Pete Niebling Industry Conferee

John T. Cole and Associates. lnc.

Our view is that wholesaler - distributors' bottom lines will depend more on operations and strategic planning than on mill prices, interest rates or demand. In some cases, size and growth will be one answer to profitability. l:or others, it will depend upon assured supply or niche-marketing,

Story at a Glance

Falrly stable Interegt rates, good export markets, pretty good demand, adequate sup- ply.. .sotter houslng actlvlty but better remodellng demand.

In all cases, personnel with a high level of professionalism will be a factor. Producers and distributors who can "grow" their customers will do well. This might involve sales volume but in many instances it will require growth of services, of people and of management. Our good customers will more often demand additional and better services. Our bad customers will never be less important to us.

Good opportunities will be there for the taking in 1989. None of them will come easv.