Pretty good year

By Pete Niebling Industry Conferee John T. Cole and Associates. Inc

Our view is that wholesalerdistributors' 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. For others, it will depend upon assured supply or niche-marketing.

Story at a Glance

Fairly stable interest rates, good export markets, pretty good demand, adequate sup- ply. .softer housing activity but better re, modeling 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 iequire 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.

_ Qogd oppo-rtunities will be there for the taking in 1989. None of them will come easv.