Gold Toe, Moretz To Merge Hosiery Businesses

Sockwear manufacturers and marketers
Gold Toe Investment Corp., Burlington, N.C., and Moretz Inc., Newton, N.C., will combine their
businesses, resulting in one of the largest sock companies worldwide. The Blackstone Group, a New
York City-based global private investment and advisory firm that is acquiring Gold Toe, is
financially backing and facilitating the merger. The transaction price was not disclosed.

The merged company, Gold Toe/Moretz Inc., will focus on supplying department and specialty
sporting goods stores and the mass market, in addition to operating its outlet and online stores.
The new company’s combined financial and management resources may foster product line and
distribution expansion, the companies report.

The Blackstone Group will be the majority owner of the company, with John Moretz, CEO,
Moretz, as the second-largest shareholder. New York City-based Vestar Capital Partners, Gold Toe’s
current owner, also will own a minority stake. Gold Toe’s and Moretz’s senior management will
become part of the new company.

“The combined strengths of our new company are perfect complements,” said Jim Williams,
president, Gold Toe. “Our diversified portfolio of premium brands will target multiple price points
and distribution channels across a broad customer base. The company will be uniquely positioned to
capitalize on future strategic opportunities.”


September/October 2006

No Safe Harbor For US Textiles


T
he headline reads, “India to become leading technical textiles exporter.” India-based
newspaper The Hindu recently published a story featuring India’s Minister of State for Textiles, E.
V. K. S. Elangovan, who set up an Expert Committee on Technical Textiles and inaugurated a two-day
Technical Textile Summit. One suggestion to gain share in the sector was to institute a Credit
Linked Capital Subsidy for technical textile machinery to encourage investment.

The Hindu also reported, “Further establishment of theme-based technical textile parks,
introduction of a separate stream for technical textiles in engineering colleges and technical
institutes for textiles, and setting up centers of excellence for quality R&D [research and
development] work would greatly help the industry in accelerating growth.”

The piece projected a 3.3-percent compounded annual growth rate for the global technical
textile products market from 2005 through 2010 and an 11.25-percent compounded annual growth rate
for those same products within India.

“With greater investments, focused [R&D] efforts and creation of state-of-the-art common
testing facilities, we can emerge as a leading technical textile manufacturer and exporter,”
Elangovan stated in the article.

India’s The Financial Express newspaper reported, “The committee will suggest a regulatory
framework to promote the use of technical textiles, covering the use of geosynthetics in
infrastructure projects, fire-retardant textiles in public places, textiles in landfill sites, use
of nonwoven disposables in hospitals and protection gear for industrial workers.”

It sure sounds like a plan.

As the consequences of globalization expand, American business needs to learn that global
business plays by a different set of rules. Foreign governments play a key leadership role, one
that few in the States are used to seeing.

China has the efficiency and speed of a planned economy. India, the world’s largest
democracy, though often suggested as slow and bureaucratic, has the ability to identify markets,
target and support its domestic growth, and even encourage a product’s adoption in the marketplace.
It is hard to imagine such support or involvement by the US government, let alone an interest in
the textile sector.

For some time now, many textile market observers have pointed to technical textiles as the
future of the US textile industry. The sector does have some great domestic resources, such as the
Nonwovens Cooperative Research Center at North Carolina State University. The sector is vibrant and
seething with innovation — new products, new applications and new markets. Messe Frankfurt’s
Techtextil, IFAI’s Expo and INDA’s IDEA 07 all share a freshness that is contagious.

There is no safe harbor for US textiles, but the interest of the Indian government in
promoting the development of the technical textiles sector is a positive signal for those who have
placed their bets in that sector. However, bear in mind you aren’t alone, and soon you will be
competing with India Inc. If that’s the case, you can also count on China Inc. coming soon.

The US industry’s ability to innovate and market is key to success.


September/October 2006

Huntsman Adds Czech Exhaust Processing Center

Salt Lake City-based chemical
producer and marketer Huntsman Corp.’s Switzerland-based Textile Effects business has established a
Center of Excellence (CoE) for Exhaust Processing in the Czech Republic. The CoE will provide
customer service and development support at all processing stages.

“The [CoE] for Exhaust Processing will allow us to bring together our comprehensive know-how
in exhaust application technology and provide our customers with strong and efficient technical
backing, particularly expertise in integrating dyes and chemicals,” said Michael Effing, head of
Textile Effects, Region Europe.


September/October 2006

The China-US Textile Agreement And Verifications

It is the purpose of this Act and the amendments made by this Act to increase and broaden the scope
of certain penalties relating to illegal imports and cargo theft so as to enable the Bureau of
Customs and Border Protection of the Department of Homeland Security to effectively deter
commercial fraud in the United States, particularly concerning textile and apparel products.
Section 659 of title 18, United States Code, is amended in the fifth undesignated paragraph, by
striking one year and inserting three years.

China’s Circumvention Problem

Now that an agreement has been reached, Chinese textile manufacturers face some very
interesting issues. The proposed increase in fines and prison terms is just another issue with
which to be concerned. There are others. First, in paragraph five of the Memorandum of
Understanding (MOU) between the Governments of the United States of America and the People’s
Republic of China concerning Trade in Textile and Apparel Products, there is a clearly stated
obligation to demonstrate non-circumvention of the Agreement. The United States and China will
cooperate in enforcing the agreed levels and in preventing circumvention of the agreed levels by
transshipment, rerouting, false declaration concerning country or place of origin, falsification of
official documents, or any other means. If the United States has evidence that circumvention has
occurred, it may charge the actual quantities of goods that entered the United States in
circumvention against levels of those goods. Second, paragraph six requires electronic data
transmissions which are further defined in Annex III. The movement to mandated electronic
transmission is also indicative of concern over controls and circumvention.

To assist in the administration of this Memorandum, the United States and China will
establish an electronic visa system. Annex III of the MOU defines the purpose and content of the
electronic visa (ELVIS) transmission as a direct electronic communication with the U.S. Customs and
Border Protection (CBP) that describes the shipment. China is obligated, as of January 2006, to
issue an ELVIS transmission for each shipment of products manufactured in China, shipped to the
United States, and that fall within agreed- upon categories regardless of the products value.

The ELVIS transmission shall certify the product’s country of origin and shall authorize the
United States to charge the shipment against any agreed levels within the Memorandum. The United
States recognizes that China shall be free to issue additional documents, such as paper visas or
certificates of origin. Each transmission shall originate from China and include the Visa number,
date of issuance, correct categories or part-categories, quantities, units, date of issuance, or a
Manufacturer Identification Code (MID). The United States cannot permit an entry if the ELVIS
transmission is not consistent with the information supplied by the importer. Finally the last page
of Annex III reveals that if hard documents are also used, CBP can hold the shipment until such
time as the paper documents can be confirmed to be authentic. The MID has been further clarified by
CBP. The Mid is required for all entries in which a CBP Form 3461 and CBP Form 7501 must be
submitted to CBP to make entry. This would apply to both formal and informal entries. For textile
merchandise identified in 19 CFR 102.21 (b) (5) this MID must be calculated from the manufacturer
that performs the origin conferring process. If an importer cannot provide the name of the
manufacturer that performed the origin conferring process, the goods can be excluded when there are
admissibility concerns, i.e. if the importer cannot provide the name of the manufacturer who
produced the goods when these goods are subject to quota/visa admissibility issues. The United
States has, in effect, established what means it could to prevent transmission, rerouting, false
declaration of country of origin, and falsification of documents, all in an attempt to prevent
circumvention of the agreement. There will likely be claims of transshipment and rerouting anyway.
Additionally, there will be an onerous burden on China to prove non-circumvention, and there will
likely be discrepancies in paperwork or electronic transmissions. However, there is a way for China
to avoid all or most of these potential problems. China can and should use a class of smart
boxes/smart containers to defend themselves against circumvention claims.

The Use of Smart Containers

While there is little agreement on defining a smart container because of a lack of
international standards, there is agreement on what a smart box can do. The container security
market is now better defined with the entry of the giants like Maersk/IBM; GE/NKY; and SAVI. What
this can do for China’s textile industry is quite clear. In our view and in the view of others, a
smart container must perform at least seven clearly defined operations.

1. A smart container must be a part of a system approach necessary to coordinate all facets
of the supply chain process to insure visibility and security. That begins at origin. Therefore,
the container must be able to record the identity of the person responsible for monitoring the
stuffing and securing of the container at the foreign point of origin, a responsibility set forth
in the World Customs Organization (WCO) standards adopted by 165 nations (99% of the trading world)
and the United States.

2. There should be an electronic capturing of certain trade data that will link to other
documentation. Examples would be the container number, or booking number. One could even include
portions of the Inward Cargo Declaration, Customs Form 1302.

3. Consistent with C-TPAT requirements to conduct a seven-point inspection of the container,
a smart box should be able to detect a breach anywhere into its body, not just through the doors.

4. The container should be able to report a breach in real time or close to real time with
the date, time, and geographic location of the breach.

5. The smart container is one that can give its geographic position throughout the supply
chain when queried, or automatically give its position if it is off its designated course of travel
in controlled environments.

6. The container must recognize and record the identity of the authorized person opening the
container at destination.

7.Finally, the container should be adaptable to different sensors and be able to communicate
with or be adapted to divergent logistic software packages used by shippers and carriers within the
supply chain.

China’s Smart-Container Defense

Specifically in the case of the MOU, there will be likely be accusations and claims by
China’s U.S. textile competitors and perhaps even by CBP of transshipment, re-routings, and other
forms of circumvention of the Agreement. However, these accusations may be precluded or certainly
defended by China’s use of smart containers. Six defenses or benefits become obvious. First, China
could demonstrate the integrity of the stuffing process (container loading) at origin by
electronically capturing the identity of the person supervising the stuffing. Second, the ELVIS
transmission could take place at origin through the container itself and go directly to CBP and to
the U.S. importer simultaneously. Third, since a smart container can detect a breach anywhere into
its body, China could demonstrate that the container was not surreptitiously breach or opened after
if left its Chinese origin all the way to its U.S. destination. Fourth, since smart boxes are
easily tracked (at least by one smart-system manufacturer) the Chinese shipper could demonstrate
the actual movement of the container from origin in China to destination in the United States.
Other than sea carriage, the tracking could even indicate if the container moves too far off of its
intended route. Fifth, there would be transparency with respect to who opened the container in the
United States by electronically capturing the identity of the authorized person at destination.
Sixth, depending on the smart-system manufacturer, a third-party worldwide monitoring facility
would serve as a neutral party in verifying the itinerary of the containers international voyage.
Finally, the smart container would be usable or adaptable to different logistics packages of
exporters, importers, and government.In other words, the use of smart-box technology will offer a
defense for China and even gain them preferential treatment provided by green lanes or facilitated
clearance and movement through CBP at U.S. seaports. In fact, China would gain not only the
circumvention defense, but also gain a business advantage in the process. Additionally, China
International Maritime Containers (CIMC), one of the largest, if not the largest container
manufacturers in the world, is in China. Therefore, the costs of producing a new class of smart
containers or retrofitting currently-used containers would be less costly for the Chinese textile
manufacturers. In summary, the MOU brings with it the need for China to defend itself against the
expected claims of transshipment so often voiced by entities within the U.S. textile industry and
to comply with the new electronic demands stipulated in the Agreement.

Both may be accomplished with the use of smart-box technology while at the same time its use
can provide a competitive edge in moving through the international supply chain increasing the
profit margin of the firm.

Editor’s Note: Dr. James Giermanski is director, Centre for Global Commerce, Belmont Abbey
College, Belmont,N.C.; and chairman, Powers International Inc., Belmont.

October 17, 2006

Advertising Is An Art, Not A Science


I
f money were no object, it would be relatively easy to decide which media to use to
market your product or service. But even with a hearty ad budget, it’s a challenge to create
effective advertising that breaks through the clutter of more than 3,000 marketing messages per
day.

Remember that advertising is an art, not a science, and that what works for one product or
service may not work for another. Here are some media to be considered in your marketing mix:

Direct mail can have the highest impact of any medium, but can also be the most expensive in
terms of cost per person reached. You can target a specific group, controlling who receives your
advertising message. A direct mail campaign is only as good as your list. If it’s not going to the
right people, it’s nothing more than junk mail. And seldom does a one-shot mailing have the desired
result, so consider a series of mailings. Direct mail can be a letter, postcard, brochure or flyer;
and is a good way to test ad copy or a promotional offer on a smaller scale before embarking on a
large-scale ad campaign. 

stereo

The Internet is electronic direct mail, and a medium flush with tiny niche markets. As with
direct mail, the right list will get you the best results. You can rent opt-in e-mail lists from
major vendors, allowing you to tightly target your message. E-newsletters, e-promotions and
e-coupons all are good ways to promote your product or services and drive traffic to your website.
But make sure your newsletter is educational and not just a sales pitch.

Newspapers typically are the most inexpensive way to reach a mass audience. But you’re
competing with a high number of advertisers and a lot of visual clutter. Therefore, headline copy
is critically important in newspaper advertising because the reader generally scans the pages. Your
desire is to provoke interest with the headline, drawing the reader in to read the copy. You might
also consider spot color in newspaper ads to draw the reader’s eye your way.

Magazines offer a better opportunity to catch the reader’s attention. Readers tend to peruse
magazines more carefully than they do newspapers, and because magazine ads are placed fewer per
page, the competition for the reader’s eye is reduced. Trade publications also give you the
opportunity to reach a targeted audience that has a specific interest in your product or
service. 

 

tv


Billboard and transit advertising are hard to miss, and are appropriate for simple messages.
I call outdoor advertising “The Reinforcer.” If someone drives past your billboard every day for a
month, your message gains strength each time. Billboards also can reinforce more detailed messages
seen in print. But remember the billboard mentality — don’t post an ad with more words than can be
read at 60 miles per hour.

Television is a mass medium that can be very expensive and likely will reach well beyond your
target audience. The cost to produce a television spot also is relatively high. Television is a
great medium for mass merchandisers selling directly to consumers. It makes far less sense for
niche marketers and business-to-business advertisers.

Like television, radio has the ability to touch a large audience, offering a better
opportunity to reach market segments by targeting certain station formats — country, soft rock,
talk and so on. It’s also relatively inexpensive in terms of airtime and production costs. Radio
also can be a good support for your printed advertising.

September/October 2006

Mega Showing In Atlanta

 
atlanta
Atlanta, home of the Georgia World Congress Center, will host Megatex’s collocated shows.


F
or
the first time ever, the Industrial
Fabrics Association International (IFAI) Expo 2006 and the American Textile Machinery
Exhibition-International® (ATME-I®) 2006 — along with the collocated 2006 International Conference
& Exhibition (IC&E) of the American Association of Textile Chemists and Colorists, Research
Triangle Park, N.C. — will come together under the Megatex umbrella this fall in Atlanta. The
gathering is expected to draw up to 1,000 exhibitors and an estimated 15,000 visitors. As part of
the Megatex concept, each show will remain independent, taking place in separate exhibit halls in
the Georgia World Congress Center, and offering in a single venue a multitude of machinery,
equipment, and other products and services for the textile industry’s diverse needs and interests.

IFAI Expo 2006 — Roseville, Minn.-based IFAI’s event, occurring October 31-November 2 — and
ATME-I 2006 — the October 31-November 3 show produced by ATME-I Inc., a joint venture between
England-based show organizer Mack Brooks Exhibitions Ltd. and Falls Church, Va.-based show sponsor
American Textile Machinery Association (ATMA®) — will serve as event co-anchors in Halls A and B,
respectively. IC&E, taking place October 31-November 2, will feature exhibits and educational
tracks in Hall B. Registered visitors will be able to move among all three shows.

“Megatex will be a huge international event joining three key textile-related trade shows
under one roof at the same time,” said Dave Tellett, exhibition director, ATME-I/Megatex. “This
will be a tremendous networking and buying opportunity for the textile industry as a whole. The
range of exhibits and the spectrum of visitors will be unique [for] textile shows worldwide.”

Among Megatex’s many industry supporters is US Secretary of Commerce Carlos M. Guiterrez,
whose department selected the event as part of the International Buyer Program — a promotional
program involving the 85 worldwide US Commercial Services offices. “If you are a US supplier and
you want to export your products, you need to be in Atlanta … ,” Tellett explained.

As part of the Distinguished Speakers Luncheon series, occurring Tuesday through Thursday,
October 31-November 2, three textile experts will discuss aspects of the US and global textile
industry. On Tuesday, Herwig M. Strolz, director general, International Textile Manufacturers
Federation (ITMF), will trace ITMF’s 30-year history of monitoring textile investments. The
following day, Frank J. Horn, president, Fiber Economics Bureau, American Fiber Manufacturers
Association, will examine the state of the manufactured fiber industry; and Peter Kilduff, Ph.D.,
chair, Apparel Merchandising and Management Department, California State Polytechnic University,
Pomona, will end the series on Thursday with a look at the US textile industry’s business
performance and supply-chain structure.

Other special events occurring during Megatex include IFAI Expo and ATME-I 2006’s
Halloween-themed networking reception Tuesday evening. The Turkish Machinery Association will offer
an overview of the Turkish economy and textile machinery sector on Wednesday, November 1, from 2 to
4 p.m. Also on that day, the National Textile Association will host a seminar that will be open to
all from 3:30 to 5 p.m. to discuss opportunities for US textile manufacturers in the Western
Hemisphere. ATMA will present Central America-Dominican Republic Free Trade Agreement (CAFTA-DR)
seminars — including an overview of CAFTA-DR; spotlights on the textile industries of Guatemala,
Honduras, and El Salvador; and a Central American Networking meeting — all occurring Thursday; and “
Shifting Markets for Textile Machinery” on Friday morning, November 3. 


September/October 2006

RadiciSpandex Hosts Stretch To The Future Contest

RadiciSpandex Corp., Gastonia, N.C.,
has invited junior fashion class students at Kent, Ohio-based Kent State University’s The Fashion
School to “Stretch to the Future,” a design competition involving the use of high-tech fabrics made
with spandex yarn. The competition encourages students’ creativity as they learn about fashion’s
future challenges.

Fashion, fabric and media experts will judge the submissions at the school’s New York City
satellite location in April 2007.

“Through the years, ‘Stretch to the Future’ has demonstrated just how talented, passionate
and innovative young designers can be when they are confronted with new applications and technical
advancements,” said Rob Rebello, CEO, RadiciSpandex.


September/October 2006

WestPoint Home To Acquire Manama Home Textile Assets

WestPoint Home Inc., West Point, Ga., has signed a letter of intent to acquire the home textile
assets of Bahrain-based Manama Textile Mills W.L.L., currently a supplier of bedding products to
WestPoint Home. The planned acquisition of the vertical bedding operation is part of WestPoint
Home’s strategy to establish overseas manufacturing capabilities, according to Joseph Pennacchio,
CEO.

“Bahrain has a stable economic and political environment and provides a low-cost platform
that will allow us to compete anywhere in the world,” Pennacchio said.

“The free trade agreement between the [United States] and Bahrain, which eliminates duties on
textile products produced in Bahrain, is an additional benefit of this acquisition.We have an
excellent relationship with WestPoint Home, and I am pleased to have reached this letter of intent
with a company of their caliber for our home textile operations,” said Hamid Nishat, CEO, Manama.
Nishat noted Manama has made substantial investments in its bedding operation in recent years, and
said the company will now focus on developing and expanding its denim business.

In other news, Pennacchio said WestPoint Home’s towel operation in Lahore, Pakistan, is on
track to be operating at full capacity in the first half of 2007.

September/October 2006

Optimer Performance Fibers Adds Dri-release® Bamboo

Dri-release® with FreshGuard® — a
patented moisture-release technology from Optimer Performance Fibers Inc., Wilmington, Del., that
uses a blend of man-made and natural fibers — now includes bamboo as a fiber component option,
joining a portfolio of other fibers including cotton, wool, linen, Tencel® and SeaCell®.

In addition to the soft, lightweight and breathable nature of bamboo fibers, their makeup
naturally accelerates Dri-release’s moisture transfer, making them ideal for the technology, the
company reports. The fibers also take dye quickly, resulting in minimum dyestuff
requirements.


September/October 2006

NCTO To Participate In AAPN Annual Meeting

The American Apparel Producers’
Network (AAPN), Atlanta, has invited members of the Washington-based National Council of Textile
Organizations (NCTO) to participate in its upcoming annual meeting, Sept. 13-15, 2006, focusing on
the man-made fiber apparel supply chain of the United States and the Central America-Dominican
Republic Free Trade Agreement region. The meeting will be held at the Watermark Hotel in San
Antonio.

According to Mike Todaro, AAPN managing director, the collaboration was “unusual” because
AAPN is apolitical and NCTO has a political agenda. “But, our meetings with the usual industry
organizations produce only usual results,” he explained. “So by going to a national organization of
fiber, yarn and fabric producers — one we’ve never worked with before, we’re trying something
different.”

“This is an unprecedented opportunity for US textile manufacturers to sit down at the table
with apparel manufacturers and retailers to develop new business, personal relationships, and the
necessary business infrastructure for an integrated supply chain,” said Mike Hubbard, vice
president, NCTO.

AAPN members and nonmembers may register for the meeting at
www.aapnetwork.net/Content/121.htm.



September/October 2006

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