ATMA, others ‘tri’ again

Week of November 4, 2002

Keith Eades, founder of Sales Performance International, Charlotte, NC, conducts a fast-moving, thought-provoking program titled “Realize Your Potential: How to Manage Sales and Your Business,” at ATMA’s Executive Retreat.

By Devin Steele

ASHEVILLE, NC — First, Mexico ... then, the mountains.

The American Textile Machinery Association (ATMA), along with two analogous capital equipment trade organizations, pooled their resources and came together for their second “tripartite” meeting of the year.

Members of the ATMA, the American Paper Machinery Association (APMA) and the Process Equipment Manufacturers’ Association (PEMA) turned out in impressive numbers for an Executive Retreat that drew praise from several members for its significant benefits. Through the confederation format, the groups shared the cost of high-caliber speakers and attendees were given ample opportunity to network and discuss common challenges and successes.

After a meeting in Puerta Vallarta earlier this year that served to test the multi-group format, members of the three groups again assembled for three days of intense interchange at the Grove Park Inn here.

Joint programs included a session on insurance options and two manufacturing issue roundtable discussions. Also, members gathered for a fast-moving, thought-provoking program by Keith Eades titled “Realize Your Potential: How to Manage Sales and Your Business.” Eades, founder of Sales Performance International, Charlotte, NC, conducted a second part of his presentation that afternoon for ATMA and PEMA members.

The retreat also included internal board meetings and, for ATMA, a service/program update. Included in the latter were presentations by Harry W. “Buzz” Buzzerd Jr., who spoke on member wants and needs; Butler Mullins, president of Textile Hall Corporation, who provided an update on the American Textile Machinery Exhibition-International (ATME-I) 2004 trade show; and Carlos Moore of the American Textile Manufacturers Institute (ATMI) and a consultant to ATMA, who covered international trade issues affecting textile machinery.

Unhidden dragon

ATMI’s Moore contended that the U.S. textile industry is “clearly” on an incline, for various reasons.

“How long it remains on that upswing, who knows?” he asked. “It’s difficult to say, but at least I think the survivors in the textile sector are really in a position to be here for the long haul and to generate some products, which is going to influence their cash flow and we hope will lead to some machinery sales.”

Moore called domestic textiles competitive and productive, but added that the what’s left of the apparel sector must export in order to survive because no market is left for apparel-related goods here.

“China is poised to dominate trade,” he said. “Foreign markets are closed. Exchange rates are manipulated and Customs fraud is widespread. There is quite an array of challenges our industry is facing.

“But I think it’s remarkable that, in spite of all those challenges, it made $458 million last quarter, which shows a tremendous amount of resiliency and ability to deal with problems like this,” Moore said. “And I think there are few obstacles that can be overcome quickly.

“If we can get more financing for trade in the Caribbean and even in Andean countries, where mills can get paid and don’t have to wait 180 days until they make the garment ... and then get paid, we can see trade grow tremendously in the Caribbean and the Andean countries.”

After touching on a number of trade issues, such as trade promotion authority, a free trade agreement for the Americas, the Sound Dollar Coalition and duty suspensions for textile machinery, Moore spent a good amount of time on the “China problem.” The biggest threat to U.S. and other textile-producing countries, he said, is China.

In prefacing his comments on the subject, he quoted “Golden Rule #3” from J.R.R. Tolkien’s The Hobbit: “It doesn’t do to leave a live dragon out of your calculations if you happen to live near one.”

After China joined the World Trade Organization (WTO) last year, Moore reported, the U.S. integrated 23 textile and apparel categories on January 1, as required by the WTO. Within six months, China had posted the greatest increase in shipments to the U.S. in U.S. history, fed by those categories removed from quota, he said.

During that span, Chinese textile and apparel exports to the U.S. increased by 880 million square meters — an 87 percent increase, he said. Chinese apparel exports rose 41 percent, while textile exports increased 119 percent, he added.

In response to these surges, ATMI asked the U.S. government in August to invoke textile safeguard actions against five of the 23 categories de-controlled in January — in effect, to reapply quotas, Moore said. The categories included manmade fiber luggage, knit fabrics, nightwear, brassieres and gloves. ATMI also requested that textured filament yarn imports from China be monitored.

Some of these products aren’t made in the U.S. anymore, Moore acknowledged, but American companies do make them in the Caribbean and Mexico using U.S. components.

He then shared a chart showing that Australia, with no quotas on any kind of textiles and apparel from any country, is being flooded by those goods from China. China makes 95 percent of the clothing going into Australia and a hefty portion of the textile products being imported there, he noted.

“Is this the pattern that we’re going to see after the quotas are removed (in 2005)?” Moore asked.

He then added: “The one thing we have going for us is our tariffs. Tariffs can make a difference, and that’s why negotiating objectives are so important because what we’re telling our government — and to some extent, they’re responding — is that you should not cut our tariffs at all in these trade negotiations that the WTO negotiated. And don’t even talk about it until everybody comes down to our level of tariffs.”

A key for survival of the domestic industry will be market access for U.S. goods, Moore said. To achieve this, he said, the U.S. must develop preferential access with other countries in order to increase U.S. exports. Also, he added, the U.S. needs to attack closed markets by acting bilaterally or regionally — for example, by developing a free trade area with countries such as Central America, Singapore or Chile — or by WTO negotiations.

He closed by saying that ATMI is keeping pressure on the government to honor commitments made to the industry a year ago.

“We have a lot of problems ahead of us, but for the first time in my 22 years in textiles, an administration is paying attention to us and actually doing more than that,” he said. “They seem to be really focused on trying to help us in a wide array of areas and that commitment seems to be permeating different levels of the government. It’s not just the White House saying politically that they want to do something for textiles so it will help them win a few races in November.

“I think we will see some tremendous improvement in the international trade picture for U.S. textiles.”

Meanwhile, regarding ATME-I 2004, Textile Hall’s Mullins provided numbers, which he updated for STN last week. As of Friday, 317 applications for space have been received and 180 of those have been assigned, covering about 108,000 square feet. Net square footage available for exhibits on the preliminary floor plan is about 265,000 square feet.

Selling: A process

Shifting gears, Eades, whose clients include such organizations as Microsoft, IBM and Pitney Bowes, opened his complex, interactive program on managing sales and a business by telling members that every person in an organization is a part of the sales force, and it is the manager’s job to help them realize that.

The best thing management can do for sales people, he said, is to provide them with a sales process. Such a process that is aligned to buying behavior becomes the foundation for sales improvement, he added. The process, in turn, can be supported by specific, integrated activities such as job aids, training, sales management, automation and marketing support.

He proceeded to present a big-picture view of the sales process and its benefits, to show attendees how a high-performance sales culture is cultivated. Then, for the first of several times, he asked members to pair up and brainstorm — this time about management and sales challenges they face.

Eades’ methodology is based on his Solution Selling® program, which is predicated on the principle that selling a “solution” to a client’s business issues yields more successful sales than a vendor selling a “product.”

“Keep the product in your pocket,” he told attendees on several occasions. “Diagnose before you prescribe.”

His presentation included a number of templates, analyses, worksheets, exercises, formulas, etc. that deal with issues throughout the sales pipeline. One of his more important points was what he called an “opportunity analysis,” where he encouraged sales people to ask themselves five questions with each sales opportunity. Have they:

• uncovered the pain or critical issues driving the project?;

• reached a power person/decision maker in the organization?;

• created a vision in the mind of the buyer of how they will be better as a result of implementing their offering?;

• created and demonstrated the quantifiable value that they’re offering can deliver to the buyer?; and

• exhibited some lever of control over the buying process?

“Sales people confuse activities with results,” he said, when touching on the “reaching the power person” bullet point. “Buying lunches and playing golf with the wrong people are activities that may not produce results. You have to stop wasting time with those who aren’t going to buy.”

Eades also said that managers need to teach sales people to be business people — not grovelers. “That’s a good way for them to get kicked while they’re down,” he said. “If the decision maker says ‘no,’ what should you do? Walk away.”

Another key point, he noted, is that the closing of a deal should be the least difficult selling problem. “Closing should be the natural evolution of the process and should happen sometime during the process, not at the end.”

In part 2 of his presentation, Eades described 80 percent of sales representatives as “journey people” and 20 percent as “eagles.” Journey people, he noted, make presentations, make statements and require a process in order to be successful. Eagles, on the other hand, are intuitive, have conversations and ask questions.

“The challenge is that eagles are hard to find and hard to keep happy,” he said. “Journey people are not good sales people, so they need a process to follow. They aren’t intuitive.”

Eades spent much of the rest of the afternoon session covering, in great detail, a Sales Process Flow Model. Here, he went through a number of directions sales people can take for each bid.

“The world of selling is a series of events, but how often do we use a project management approach to selling?,” he asked. “You need a project plan.”

Within the flow chart, he noted that a majority of potential clients who could benefit from a company’s offering are “latent,” i.e. not actively looking to buy. But the ones who are looking are experiencing some kind of “pain within their organization,” he said.

He then introduced a proprietary worksheet called a “Pain Chain™,” a concept that contends that pain flows throughout an entire organization.

“When there are problems in one area, it affects others in the organization,” Eades said. “People do not do things without a reason. In selling, we’re trying to give people a compelling reason to act. So you need to identify their pain.”

Understanding the interdependence in the Pain Chain gives sales people more knowledge — a vital ingredient to successful sales, he said.

He then brought up the term “value proposition,” a phrase he said is “valueless” because, in most instances, it doesn’t quantify value. Value, he added, equals, money. However, if value (i.e. dollars) is included in an initial value proposition, it stimulates interest to the potential buyer, he said.

Eades introduced a Pain Sheet™ developed by his company that gives sales people the proper tools to go out and diagnose a problem, which in turn allows them to quantify value to a company. By doing so, a seller can tell a buyer, “every day you don’t do business with me, you’re losing money.”

Eades also covered competitive strategies, gaining access to power, negotiating, creating proposals, et al.

Commerce marshals resources

Week of November 4, 2002

WASHINGTON, DC — The U.S. Commerce Department, as part of its ongoing effort to address trade challenges facing the U.S. textile industry, said Tuesday it has secured the expertise of the Energy Department’s Oak Ridge research facility to help fight fraudulent foreign trading practices that harm the industry.

U.S. apparel import preference programs require the use of U.S. fabrics and yarns. However, the origin of fabrics and yarns is difficult to determine, compromising enforcement of these programs, U.S. Commerce said.

The agreement sets Oak Ridge researchers in motion to assess technologies that could be brought to bear to create a cost-effective textile “marker system” that would be practical for use by U.S. textile manufacturers and the Customs Service, which is responsible for enforcing the textile and apparel preference laws. Private industry will be consulted as part of the project, with findings expected within 30 days, the Commerce Department said.

Last January, Commerce Secretary Don Evans announced the formation of an interagency Textile Working Group. Since then, the group said it has focused on a variety of issues affecting American textile companies and employees, including implementation of textile agreements, export expansion for textiles and apparel, tariff preference programs, transshipment, trade adjustment assistance, negotiating objectives and compliance and enforcement.

“America’s textile workers deserve a level playing field, and this project is aimed at ensuring just that,” said U.S. Commerce Secretary Don Evans. “We’re bringing in the best and brightest in technology research and development to help us crack down on cheaters and make sure the laws on the books are enforced.”

Evans and other senior trade officials have traveled through textile-manufacturing areas over the past year and a half to discuss this and other challenges facing the industry with workers and industry leaders.

Alliance said to expand
Material World scope

Week of November 4, 2002

MIAMI BEACH — The third edition of Material World Miami Beach here attracted more than 3,200 attendees from throughout the Americas who came to explore the exhibition’s extensive full-package and fashion information resources for the sewn products industries.

The event was staged October 7-9 at the Miami Beach Convention Center.

In a new partnership with the American Apparel & Footwear Association (AAFA), Material World hosted major apparel companies, private label retailers, product development personnel and others from manufacturing industries and various retailing categories from throughout the Americas.

“This show far exceeded our expectations in both exhibitor and visitor participation,” said Tim von Gal, executive vice president of marketing and development for Urban Expositions, producers/managers of Material World. “Not only were we pleased with the number of attending sourcing personnel and fabric purchasers, we were impressed by the quality and level of our attending audience.

“Our exclusive trade show alliance with such an important industry organization as the AAFA and the support its membership gave to this year’s event no doubt played a key role in the success of Material World. We look forward to working closely with them to build on this momentum to further fine-tune and strengthen the offerings for our Spring 2003 event.”

Featuring 415 booths catering to every division of the sewn products industries, Material World showcased the latest introductions and innovations from every element of the sewn products industry, including materials, fabrics, systems, transportation, equipment and software.

“It is obvious that this new alliance has expanded the scope of the show through increased exhibitor participation and visitor attendance,” said Kevin M. Burke, president and CEO of AAFA. “Through the involvement of AAFA’s International Network of Sourcing Executives, AAFA’s Supplier and Resource Division and educational programs such as the AAFA-sponsored ‘How to Become a Preferred Supplier to U.S. Apparel Brands’ seminar, Material World offers the full complement of supply chain resources for our industry. Material World has become the one-stop shopping event for sourcing executives.”

Several Material World exhibitors said they were pleased with the diverse traffic at the show.

“I’m very pleased with the show — we’ve had a lot of activity, and we’ve seen a diverse group, including retailers, brand owners and sourcing companies,” said Rick Ludolph, executive vice president of Justwin Technologies and chairman of AAFA’s Supplier and Resource Division. “We’ve seen a unique blend here that you don’t typically see at a trade event of this kind.”

In addition to the variety of products, attendees also had the chance to explore trend pavilions displaying the autumn/winter 03/04 directional and seasonal colors. This season’s theme, Transitions, was set by Material World in cooperation with the show’s official color source, London-based International Colour Authority.

Transitions consisted of five themed color, fabric and trimming areas: Passport, Nomadic, Serenity, Homecoming and Crossroads. Attendees were given the unique opportunity to see, touch and feel the fabrics and trims presented while planning their buying process.

“The trend areas were very well done and the whole look of the show was beautiful,” said exhibitor Gail Strickler, president, Saxon Textile Corporation.

The show’s expanded global exhibitor participation also facilitated networking between North American companies and representatives from businesses and trade organizations from throughout the world. Among the exhibit pavilions featured were the Dominican Republic, El Salvador, Guatemala, Honduras, Colombia, Africa, Cambodia and Haiti.

“We were very pleased with the combination of domestic and international customers. It’s great having Haiti, El Salvador and Honduras all in one spot; usually it takes months to get together with all of those representatives,” said J. Keith Crisco, president, Asheboro Elastics Corporation. “This is a great meeting point — it’s the right place, the right people, the right concept.”

Pre-show conference

In addition to the international learning opportunities offered, attendees had the chance to broaden their knowledge of domestic issues and industry changes through a comprehensive educational program kicked off by a special pre-show conference. Titled “How to Position Your Company Now for 2005,” the conference addressed the challenges and changes that will be brought on when the final phase of textile and apparel quota elimination occurs in 2005.

The program began with a keynote address by industry consultant Robin Lewis, followed by presentations by Thomas G. Travis, managing partner and attorney, Sandler, Travis & Rosenberg, P.A.; Mary T. O’Rourke, co-founder and managing director, Jassin-O’Rourke Group, LLC; and Carl H. Priestland, industry consultant and economist.

Other educational seminars included trend presentations by Cotton Incorporated and the International Colour Authority, as well as customs issues, automation and a technology solutions roundtable presented by range of industry experts.

The educational tracks were further complemented by a host of other educational and networking opportunities, including the Salute to Sourcing Managers event hosted at the Wolfsonian Museum by the American Apparel Producers Network (MPN) and the MPN Sourcing Managers Town Meeting. Together, these events attracted sourcing and production personnel from some of the most important branded apparel companies and private label retailers in the nation.

“It occurred to me on the last day of the show that manufacturers had actually walked up to me looking for a contractor. That hasn’t happened for years — it felt good to make those introductions again,” said Sue C. Strickland, executive director, MPN. “Manufacturers were looking for all kinds of production: small and large runs, domestic and offshore. I’m sure that the word will spread that MW is the place to go for full-package production based on the recent show.”

Now a semi-annual event, the next Material World will take place March 17-19, 2003 at the same venue.

Burlington tweaks structure
of apparel fabrics managers

Week of November 4, 2002

GREENSBORO, NC — Burlington Industries, Inc. announced a new management structure for apparel fabrics that will further align with and accelerate the organization’s global focus and new business model, according to the company.

“We have moved aggressively over the last two years to set a new business direction and expanded capabilities for Burlington,” said George W. Henderson III, chairman and CEO. “The organizational team we are announcing positions the company for continued progress and future growth. Through our developing network of global resources, we are able to increase our product reach and flexibility while minimizing our cost structure, enabling us to become a more valuable partner to our customers.”

Henderson added that Douglas J. McGregor, president and chief operating officer, will be retiring December 31 as planned. In addition to his responsibilities as president and COO, McGregor has been directly overseeing operations for the apparel fabrics group.

Henderson announced the following global management structure for its apparel fabrics group:

Peter Liu, president of Burlington WorldWide, will expand his responsibilities to include all global commercial activities for apparel fabrics, including sales, marketing and product development. Liu is based in Hong Kong and reports to Henderson.

Ken Kunberger, president of Burlington WorldWide-North America, will be responsible for the sales, product management and marketing for apparel fabrics in North America. He will report to Liu.

The following product and sales senior managers will report to Kunberger:

• Jeff Peck, executive vice president and general manager of synthetic and wool products;

• Mike Moody, executive vice president and general manager of cotton products;

• Tom Leonard, executive vice president of sales, branded apparel, Uniform and barrier markets;

• Lou D’Lando, executive vice president of sales, new business development, retail and activewear markets; and

• Rick Schneider, vice president of international sales.

Joel Futterman, executive vice president of product development, will continue to direct all apparel fabric development worldwide.

George Edmunds, vice president of Operations-Burlington WorldWide, is based in Hong Kong and will continue to coordinate the division’s international mill partners with respect to supply chain logistics and quality standards.

Meanwhile, Jim Sells has been named vice president of Global Operations Support, assuming a new role to drive the corporation’s global logistics plans and support the growing process and systems requirements for Burlington WorldWide. Sells reports to Judith Altman, senior vice president and chief information officer.

ATMI board approves
Bed & Bath Division

Week of November 4, 2002

WASHINGTON, DC — The board of directors of the American Textile Manufacturers Institute (ATMI) has voted to establish a Bed & Bath Division that will enable U.S. manufacturers of comforters, sheets, blankets, mattress pads, pillows, towels and other products to work collectively on issues affecting this segment of the domestic textile industry.

Bed & Bath Division members will focus on regulatory issues, national and international standards and other matters affecting U.S. bed and bath product manufacturers in order to improve member competitiveness in this multi-billion dollar textile industry sector, according to ATMI.

Among the key federal agencies with regulatory authority over bed and bath products are the Consumer Product Safety Commission, Federal Trade Commission, Customs Service, Department of Commerce, Department of Defense and the General Services Administration. Member companies and ATMI staff will also work with various state and international regulatory and standards agencies and bodies to provide input on pending issues affecting the bed and bath sector.

Bed & Bath Division members will be eligible to participate in ATMI committees and ATMI programs such as Quest for the Best in Safety and Health and Encouraging Environmental Excellence (E3).

“This division was formed by our board to answer an industry need to unify the bed and bath sector and work together to address some enormous regulatory issues,” said Parks D. Shackelford, president of ATMI. “Pressing regulatory action under way in California and at the federal level could dramatically alter the way comforters and other bed products are made. This could greatly increase our cost of business and, thus, the economic burden on consumers throughout the U.S.”

Roger W. Chastain, a former president of ATMI and the current president and COO of Mount Vernon Mills, Greenville, SC, hailed the formation of the division.

“The Bed & Bath products industry has needed to come together through a group like ATMI for years,” Chastain said. “Mount Vernon Mills wholeheartedly supports it as the Bed & Bath organization for the U.S. textile industry.”

The ATMI Bed & Bath Division will shortly begin organizing and developing a plan for addressing industry bed and bath issues. For more information, contact Hardy Poole, ATMI’s vice president for product services, at (202) 862-0519, or via e-mail at hpoole@atmi.org.

Debut of C2C initiative
at IC&E called success

Week of November 4, 2002

By Devin Steele

CHARLOTTE, NC — The American Association of Textile Chemists & Colorists (AATCC) debuted its “Concept-to-Consumer” (C2C) initiative during its International Conference & Exhibition here recently.

The idea behind C2C is to provide a forum for textile, apparel and home fashions manufacturers to discuss issues surrounding the creation of products, from initial concept to final consumer. Along these lines, a full track of educational programs was included in the conference, and “new” show visitors such as textile designers and merchandisers were spotted making the rounds in the exhibition hall.

“I’m very pleased with the C2C session that I sat in on,” Jack Daniels, AATCC executive director, said on the show floor. “It was a pretty full room. I’ve heard very good comments about that. Most people believe that’s a direction that AATCC needs to continue to pursue — bring in the retail side, which will bring back mill people, as well.”

This new target audience is keenly interested in the products and services AATCC provide, including the annual IC&E, Daniels added.

“This is going to be a long road, but last month, of the new members that we received in AATCC, 70 percent of them were related to C2C, with titles such as director of design, manager of the CAD/CAM Dept., etc.”

AATCC Chairman John Darsey, vice president of sales for Color Solutions International, Matthews, NC, agreed that bringing in retail, design and related representatives is a big push for the association.

“That’s who our customers are.” he said. “That’s where the growth potential for AATCC is. The objective is to bring the creative side and the manufacturing side together in a common place, so that they can discuss their wants and needs and their cans and cannots and work out ways to again shorten the timeline from design to manufacturing.”

Darsey added that the organization was pleased with conference attendance, and noted that exhibitor numbers (41) were higher than those of a year ago (37) — but not high enough to shout about.“We would like to have more exhibitors, of course, but the world’s changing and we have to change with it — and we will,” he said.

Award winners

During AATCC’s awards banquet, two of the world’s top textile scientists were honored.

Max A. Weaver was presented The Olney Medal for achievement in textile chemistry. Established in 1944 in honor of Dr. Louis Atwell Olney, the founder and first president of AATCC, The Olney Medal recognizes outstanding achievement in textile or polymer chemistry or other fields of chemistry of major importance to textile science.

AATCC also presented Weaver the Henry E. Millson Award for Invention for his innovations in textile dyes for polyesters and polyamides. The award, established in 1979, recognizes outstanding contributions to textile wet processing technology. Weaver is the only person in the history of the association to receive both the Olney Medal and Millson Award in the same year.

Meanwhile, Charles E. Gavin III received The Harold C. Chapin Award in recognition for his service to the association.

A native of Ashe County, NC, Weaver obtained a bachelor’s degree in chemistry, magna cum laude, from King College in 1958, then a master’s degree in chemistry from East Tennessee State University in 1963.

He joined the Eastman Chemical Co. in 1958 as a chemist in its research laboratories. He retired from Eastman Chemical Co. in 1958 as a chemist in their research laboratories. He retired from Eastman in 1987 after 29 years of research and development work on textile dyes.

Weaver was an assistant professor of chemistry at King College from 1987-88 and 1991-92. He has served as a consultant to companies such as Eastman Chemical Co., Eastman Kodak Co. and Milliken Chemical Co. from 1987 to the present, researching thermally stable reactive dyes, UV absorbers and IR absorbers for copolymerization into polymers.

Weaver is the author of seven publications and about 230 U.S. patents. He is a member of AATCC and the American Chemical Society. Weaver received an honorary doctorate of science from King College in 1991. He was named Speaker of the Year by the Northeast Tennessee Section of the American Chemical Society in 1984. In 1994, he won the Patenting Award of Distinction from the Eastman Chemical Co.

Gavin, a native of Columbus, GA, holds a B.S. degree from Auburn University, and an M.B.A. from the University of North Carolina at Chapel Hill. He serves as chairman of the board for MFG Chemical Inc. in Dalton, GA.

He began his textile career in 1959 as a shift dyer and became superintendent of carpet dyeing for Rossville Carpet Dyeing in 1963, then went on to become laboratory manager and technical service manager for Allied Chemical Corp. in 1965.

He joined Columbus Mills in 1967 as superintendent of dyeing, then became manager of chemical services, manager of carpet manufacturing. Under Gavin’s direction, the first acid-dyed carpet product line was developed and marketed at Columbus Mills as an improved replacement for disperse dyes. Gavin joined Coronet Mills Inc. in 1979 as vice president and director of dyeing. In 1980, he formed MFG Chemical Inc. in Dalton, GA, to serve as a supplier to the carpet industry, offering consulting and resale of chemical products and dyes. MFG moved to full-scale manufacturing in 1985 with the installation of a series of high-pressure, glass-lined reactors to produce a full line of textile chemical products.

Later, the company spun off its dyes into a separate company, Textile Colors Inc., which was then sold to a major dye company. Today, MFG produces a wide range of surfactants and polymers in two manufacturing plants in Dalton.

Gavin is a member of the Society of Dyers and Colourists (SDC), and also a member of the Pi Kappa Phi Fraternity and the Phi Psi (textile honorary) Fraternity. In recognition for extraordinary contributions to Hamilton Medical Center, the Whitfield Healthcare Foundation named Gavin a Westcott Fellow. He established the Charles E. Gavin III Textile Chemistry Scholarship at Auburn University in 1997 through the Alabama Textile Education Foundation and has also presented scholarship funds to the University of Georgia.

A member of AATCC since joining the student chapter in 1958, he has served with great distinction at the national and local section levels. Gavin served as president of the association from 1999-2000. He also served as chair and vice chair of the AATCC Foundation and was its first contributor.

AATCC contributed to this report.

Editorial

Week of November 4, 2002

The Paks are back

SALES MANAGEMENT consultant Keith Eades recently told members of the American Textile Machinery Association (ATMA) that if a potential buyer says “no,” it’s best to walk away. Otherwise, you come across as groveling. Eades, with a world-class list of clients and a highly successful company, Sales Performance International of Charlotte, NC, knows a thing or two about selling.

And Pakistan could use a lesson from Eades. It certainly needs how to learn to walk away.That’s right, friends — the Paks are back.

The Pakistanis, who thought by allying with the U.S. on the war on terror that they would stand to gain economically, have returned to their knees, begging as loud as ever. And they’re looking for a handout from you, U.S. textile producers and suppliers.

According to a report last week, Pakistani Finance Minister Shaukat Aziz implored the U.S. to increase access for Pakistan’s textile goods to revive its flagging economy. Aziz used the occasion of a visit to Islamabad by Richard Haas, U.S. State Department’s director for policy planning, to shake his tin cup.

Pathetic.

DIDN’T THE U.S., just earlier this year, reach a deal with the Pakistani panhandlers to provide more than $426 million in apparel quota increases to their country over the next three years? Sure, the agreement fell well short of the $1.6 billion in textile and apparel quota and duty relief the Pakistanis had sought, but it’s better than nothing.

In addition, didn’t Pakistan’s exports rise 14 percent to $2.58 billion in the July to September first quarter, from the same period of 2001?

And doesn’t that figure exceed its export projections of 13.4 percent for 2002-03, due in large part to improved demand for textiles from the U.S. and Europe?

Also, wasn’t it reported this summer that Pakistan — many of its people, at least, if not its government — is harboring militant groups such as al-Qaeda and Taliban fighters, who have staged terrorist attacks against Westerners and kidnapped and murdered Americans?

ENOUGH IS ENOUGH, Pakistanis. We’ve given until it hurts and we can’t give anymore. Visit the unemployment office of any town in America and you’ll find former manufacturing employees looking for a way to make ends meet. And you’ll find some flipping burgers or running cash registers for less than half the pay they earned in production facilities. These are good, hard-working Americans who have been displaced as a result of a flood or imports — legal and illegal — and by U.S. government giveaway programs and closed markets such as yours.

Rather than seek another handout, Pakistanis, perhaps you need to spend a little more time reining in your own rogues, teaching your citizens the value of civility and fostering hatred for terrorism instead of Americans. Defying terrorism and supporting its abolition are the right things to do, period — without compensation.

You’ve milked this sow enough already and she has since given you a firm “no” — or at least a “no more.” It’s best to walk away now.

You’re getting slobber on our shoes.

ETC.

Jim Booterbaugh, vice president of manufacturing for Harriet & Henderson Yarn, Henderson, NC, gained a bit of statewide notoriety in the last debate between Senate hopefuls Elizabeth Dole and Erskine Bowles in North Carolina.

In answering a question about what help she would provide the domestic textile industry, Dole mentioned that Booterbaugh had first alerted her to the developing technology of textile “tracers.” Dole said she would support this technology, which in theory would allow Customs agents to identify U.S. components in apparel returning here under certain trade agreements.

We commend industry representatives such as Booterbaugh for providing potential solutions to those who may be able to do something about it.

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