President Appoints Textile Officials To Trade Panel

Textile, apparel and retail executives have been named to President Bush’s Advisory Committee for
Trade Policy and Negotiations, a group comprised of a wide variety of industries that provides a
forum for discussion of international trade issues. Named to the panel were Allen Gant Jr.,
president and CEO of Glen Raven Inc. and chairman of the National Council of Textile Organizations
(NCTO); Larry A. Lebenow, president and CEO of Quaker Fabric Corp.; Edward Emma, president and COO
of Jockey Intrernational; and Tracy Mullin, president and CEO of the National Retail Federation.
Most of those named from the textile and apparel sectors are supportive of President Bush’s free
trade policies, which call for tariff reductions and more regional free trade agreements. The NCTO,
however, is strongly opposed to the Central American Free Trade Agreement, currently awaiting
congressional consideration, any trade pacts that will cost US textile jobs and any tariff cuts
until other nations reduce theirs to US levels.

March 2005

Quota-Free Imports From China Reach Record Levels

According to a report released last month by the US Department of Commerce (DOC), US imports of
quota-free Chinese apparel and home furnishing products have reached record levels. Apparel imports
from China comprised 70 percent of the 2004 US apparel market, and imports of finished textile
products from China represented 61 percent of that market. Globally, China exported 513 million
square meters, or 55 percent of quota-free apparel. US imports from other countries declined by 91
million square meters in these categories.

Europe also is feeling the effects of a quota-free market, according to Cass Johnson, president,
National Council of Textile Organizations (NCTO), Washington. He said European imports of Chinese
apparel were two to four times higher in January 2005 than previously.

“[T]his sector is now in critical danger,” Johnson said. “The US government must move now to get
the safeguard process started and give the industry the relief it was promised as part of the China
accession agreement.”

Chinese finished product prices in these quota-free areas have fallen sharply, with the average
price going from $3.79 per square meter in 2001 to $1.21 per square meter in 2004 – a 68-percent
decrease overall, further broken down to a drop of 55 percent for apparel and 83 percent for
finished textile products, according to the DOC.

A recent NCTO analysis shows Chinese apparel prices averaged 58 percent below those from other
countries in the global market including India, Pakistan and Bangladesh; and 76 percent below US
prices.

March 1, 2005

Gerber Releases CutWorks 5.1

Gerber Technology, Tolland, Conn., has released Version 5.1 of its CutWorks production software
for use with its DCS 1500, 2500 and 3500 single-ply cutters; multi-ply GERBER cutters; and Taurus
XM and XD leather cutters.

Gerber reports Version 5.1 provides more comprehensive production data and is easier to use than
previous versions. It is able to directly import AccuMark markers; and offers dynamic work order
queuing, a print kit groups feature for color printouts of kit groups, and improved error and
service logging. It is now included on all single-ply cutters, and is available as an upgrade to
existing customers.

“We understand the challenges manufacturers are facing in industrial markets like furniture,
transportation, technical textiles and leather manufacturing and have enhanced CutWorks to better
meet those challenges,” said Ron Ellis, product manager for plotters/peripherals/control systems.

March 2005

Maness Rejoins Batson, Handles SMIT Sales Service

Patrick Maness has rejoined Batson Group Inc., Greenville, as a customer service representative
responsible primarily for spare parts sales and service for Italy-based SMIT S.p.A. equipment, as
well as for warp-tying equipment.

Maness has extensive experience as a technician in the field, having served as a Sulzer
technician for 16 years at Fort Mill, S.C.-based Springs Industries Inc.’s Lyman Plant, and as a
Tsudakoma technician for two years at Springs’ Wamsutta Plant.

March 1, 2005

Honing Your Marketing Skills



L
ike other professionals, marketers have certain personality traits that help determine
their level of success. While traits themselves are not tactics, developing the personality of a
good marketer is a powerful tactic.


Patience

The guru of guerrilla marketing, Jay Conrad Levinson, talks about the eight personality traits
that are common in all successful marketing professionals, with the first and most important being
patience.

Successful companies know marketing is an investment and make it a permanent line item in the
budget. One of the biggest obstacles to successful marketing is the process of continually changing
the marketing strategy. Many well-developed marketing campaigns are abandoned before they have a
chance to produce results.

The first to tire of your marketing message typically are your employees, family and friends.
They will advise you to change your ads, direct mail campaign or overall message because they’re
bored with them. This is when the second personality trait of a successful marketer kicks in.


Confidence

Remember, your prospects are not bored with your marketing because they’ve likely still not
heard of you. They are not exposed to your marketing message every day. Develop the confidence to
tell those closest to you that you intend to stay the course despite their concerns.

Confidence can be a little tougher at the office. Oftentimes, companies develop an effective
marketing message that is used in advertising, but the public relations department heads off in
another direction, the sales department in another and the operations people in still another.

The only person who can keep everyone headed in the same direction is the CEO, and successful
marketers have the confidence and ability to assist the CEO in keeping everyone focused on the same
message for the necessary period of time. Companies that survive in a highly competitive
marketplace are patient and stay the course. They know a consistent, repetitive message is their
prime ally.


Imagination

The third personality trait necessary for good marketers is imagination. This doesn’t mean you
have to be the best headline writer or graphic artist. It has more to do with offering ideas that
are unique. For example, one savvy marketer saw a way to assist a local charity and approach
clients the company had not worked with in a few years.

The company bought several books of raffle tickets being sold by a local nonprofit
organization to raise funds for a new facility. They sent the books of tickets to former customers
and asked them to distribute them to their employees for a chance to win a big-screen television.
The result was an effective platform to talk with former customers who called to say thank you and
express their excitement about the chance to win. It gave the company an opportunity to talk about
new products and recapture old business.


Sensitivity

The fourth trait of successful marketers is sensitivity. Good marketers are keenly aware of the
economy, market conditions within their industry, the competition and their customers. They are
sensitive to the time of year, current events and especially what is on the minds of their
customers at any given moment.


Aggressiveness

The fifth trait is aggressiveness. Successful marketers are aggressive in their thinking and
their spending. They insist on doing more than the status quo. For example, when the US average is
4 percent of gross revenues spent on marketing, successful marketers invest 6, 8 or 10 percent.
They also know there are many free weapons in the marketing arsenal, and they vigorously pursue
them. They get involved in their community, join trade organizations to get to know their customers
in a different setting and network. They also read books on marketing, and scour the Internet and
magazines for new marketing ideas and techniques. Their thirst for knowledge is endless, and they
know they must stay abreast of the ever-changing world of communications.


Energy

The sixth trait of a successful marketing professional is energy. It was Benjamin Franklin who
said, “Energy and persistence alter all things.” It takes tremendous energy to turn new ideas and
techniques you constantly read about into action programs for your company.

People have one-way brains or two-way brains. Those that have one-way brains read books,
attend seminars, listen to tapes and take continuing education courses. They learn a great deal,
but it remains inside. People with two-way brains immediately turn their newly acquired knowledge
and wisdom into action, and action requires constant energy. Thinking but not doing prevents many
businesses from realizing profitability.


Generosity

The seventh trait is generosity. Traditional salespeople consider what they can get from their
prospects; successful marketers think of what they can give. They know that they succeed when their
prospects and clients succeed. They don’t mind sharing valuable information in the form of
brochures, websites or trade articles.

Most successful marketers subscribe to the Law of Karma, or “what goes around comes around.”
You get what you give, and you attract what you resist.


Action

The eighth trait of a successful marketer is action. In marketing, action is the purpose of the
exercise, not a spectator sport. Strategy meetings and marketing plans are a good and necessary
part of any marketing campaign, but a plan gathering dust on the shelf accomplishes nothing. The
act of doing something is the hallmark of successful marketers, but they do not confuse activity
with accomplishment. Their actions are well executed and in accordance with the established
branding strategy. They don’t stray from the message, and they don’t abandon the plan until its
scheduled conclusion.


Editor’s Note: Kathy Vass is the owner of Vass Markets Inc., a marketing and public relations
firm in Greenville.






March 2005







Embracing Change – Opportunity In Uncertain Times


W
hat’s the difference between the chicken and the egg? The chicken is a lot more work to
eat — feathers and such — but offers a lot more opportunity for a good meal.

Which came first? It really doesn’t matter, although first-mover advantage is a great thing
to have. But, how much risk the chicken faced crossing the road is a pretty big deal, and stops
many from choosing the chicken. So, whether you pick the chicken or the egg, you face some pretty
tough decisions.

This is a simplistic way to think about opportunities and rewards, market choices and risk.
However, meeting change head-on, making tough choices and assuming risk seems to be the only
constant among today’s most successful businesses.

Risk aversion is part of human nature. There is comfort in knowing your surroundings, knowing
what is safe, and knowing what works and what doesn’t. Unfortunately, businesses today trying to
play by yesterday’s rules are in a difficult position.

All is not lost — many companies have developed ways to cope with today’s environment, and
the most successful have figured out their identity is tied to serving their customers.

Shifting to a focus on what customers want instead of on what a company is comfortable making
is a good first step toward adapting to today’s marketplace. Second, fostering an accountable
entrepreneurial environment seems to be a must. Third, investing in the pursuit of markets,
wherever they are, is a strategy full of uncertainty, but often presents the opportunities with the
highest rewards. And, finally, marketing, marketing, marketing — it builds brands, protects all the
effort that has gone before and leads to new opportunities.

US textiles is facing these same challenges, and

Textile World
has been lucky to speak with companies that are truly embracing the uncertainty of change.
There is no doubt it is leaving many confused. What companies do, who supplies what, what the
company’s core focus is — all are changing rapidly. This is a situation that benefits from
communication and openness. It is important to get involved, get connected and be open to
opportunity.

As preparation begins for the 2005

Textile World
Innovation Award,

TW
editors are working with one of the industry’s best, and what shines through is that realism
trumps pessimism. Action trumps inaction, and a new sense of the marketplace — brought on by real
marketing efforts — are creating opportunities in the face of change.

The United States has some of the most innovative textile companies across industry sectors.
Meeting change head-on, making tough choices and embracing risk demands marketing in a global
environment that isn’t easy to understand. But marketing is necessary, not just to survive, but
also to succeed. Maybe it is time to think about choosing the chicken.

March 2005

March 2005




bboard1Exair
Corp.

, Cincinnati, has published Catalog 20, a full-color, 116-page catalog detailing its
blowoff and cooling products, among others.



International Newsletters Ltd.
England, has launched a website,
www.performance-materials.net. Visitors to the
site may search for information about advanced ceramics, composites, plastics and biomedical
materials; as well as access news and information services.


The Woolmark Co.
, England, has made available free of charge to spinners the Woolmark Color Trend Service
for Fall/ Winter 2006-07.

Charlotte-based

Honeywell Nylon LLC
in early spring will make available to floor covering dealers the 15-color Anso® Nylon
2005 Color Trend Palette. The company also has released its new, enhanced and redesigned Pump Up
Your Sales CD-ROM Web-enabled program. Anso Advantage Account dealers and their retail salespeople
may download the program free of charge at
www.anso4sales.com, or
www.ansoadvantage.com.

Effective March 1,

Dow Chemical Co.
, Midland, Mich., has raised the list and off-list prices in North America of certain
products in its oxygenated solvents portfolio.

Effective March 7,

Liberty Fibers Corp.,
Lowland, Tenn., has increased the price of rayon staple fiber by 5 cents per pound.

At the recent

Association of the Nonwoven Fabrics Industry (INDA)
, Vision 2005 Consumer Products Conference held in New Orleans, Cary, N.C.-based INDA
presented the 2005 Visionary Award to Nashville, Tenn.-based

BBA Fiberweb™
for its Resolution Print Media product.


Ion Industrial
Windsor Locks, Conn., has made available the Virtual ACT™ Intelligent Static Neutralizer.
The new 8003-Fieldbus controller may be added to the neutralizer to connect it to automation
equipment.


Triumph International
, Austria, is now accepting entries for its Triumph International Fashion Award 2005.
Deadline for entries is May 1. For more information, visit www.fashionoffice.org/triumph.


ADM Tronics Unlimited Inc.
, Northvale, N.J., has released Technical Bulletin ULT-12. The bulletin describes the
Unex™ LT aqueous wallcovering laminating adhesive that is used to bond polyvinyl chloride to
nonwoven structures via a wet laminating process.

bboard2Salina
Kan.-based

Premier Pneumatics Inc.
has released an updated flyer that provides details of the company’s Tunnel Diverter
Valves.

The

American Association of Textile Chemists And Colorists (AATCC),
Research Triangle Park, N.C., has released the 2005 AATCC Technical Manual on CD-ROM and
in print. AATCC also has made available free of charge its Concept 2 Consumer monthly e-newsletter,
and has created an electronic, downloadable version of the monthly AATCC Review, available to
members only. The association also now offers a new $50 membership package for people in developing
nations.

Effective March 1,

Dow Reichhold Specialty Latex
, Research Triangle Park, N.C., has increased the price of nitrile butadiene latex by 5
cents per dry pound.



The Freedonia Group Inc.
, Cleveland, has published “ Nanomaterials,” a study that provides an overview of trends
in nanomaterials in the United States. The company also has published “World Carpets &
Flooring,” a study of global trends in the carpet and flooring industries.


ASTM International
, West Conshohocken, Pa., is in the process of developing a Guide for Panelist Feedback.
More information about the guide and how to participate in its development may be found by entering
WK6965 into the website search box on the homepage at
www.astm.org.

Charlotte-based

TLV Corp.
has introduced the DR20 direct-acting reducing valve for air service. The valve has
attained a Class 4 seat leakage rating. It features a turndown ratio of 30:1 and stainless steel
construction, among other features.


March 2005

Datatex Users Gather At Chateau Elan



A
fter posting 25-percent growth in total sales in 2004 and posting its best year yet in US
sales, Switzerland-based Datatex AG gathered current and prospective clients at Chateau Elan in
Braselton, Ga., for its first US users group meeting. Jim Noble, director of sales and marketing at
Alpharetta, Ga.-based Datatex-TIS Inc. – the company’s US subsidiary – welcomed the attending
companies, which ranged from one of its oldest clients – Swift Textile Inc., Columbus, Ga. –
to one of the newest – Brookwood Co. Inc., New York City. Long Beach, Calif.-based Texollini
traveled the furthest to attend the event.

Datatex offered breakout sessions on information technology (IT) issues, and presented Machine
Queue Management (MQM) a planning and sequencing tool that provides visibility to a shop floor
schedule. The tool provides versatility in how and what it plans, and fits applications across the
textile spectrum. MQM offers manual and automated planning, which can be run with varied rules
creating options for the planner. The focus is on meeting customer dates, maximizing machinery and
labor utilization while minimizing idle time, overtime, step-up delays and lead times. MQM utilizes
user-configured compatibility rules to aid in job-to-job, job-to-resources, job-to-capacity, and
job-to-jobs for grouping issues.


Jim Noble, Datatex, Togar White and Stephanie Bowen, Russell Corp.

Datatex also officially introduced its Network Oriented World (NOW) solution, which is a
browser-based, use-anywhere-at-anytime software. This software offers a new range of flexibility in
a Web-based architecture. The platform independence offered by NOW complies with Java 2 Enterprise
Edition standards, is object-oriented and can be accessed by all browser-enabled devices. According
to the company, NOW features easy integration, a new level of personal productivity, application
flexibility and a host of new functions.


Bill Wilson presented information on the company’s MQM solution.

Well-known textile companies such as Wellstone Mills, Greenville; Syntec Industries, Rome, Ga.;
Avondale Mills Inc., Monroe, Ga.; Belton Industries Inc., Belton, S.C.; Milliken and Company,
Spartanburg; Precision Fabrics Group, Greensboro, N.C.; Trio Manufacturing, Forsyth, Ga.; Russell
Corp., Atlanta; and Parkdale Mills, Gastonia, N.C., attended the meeting.

Datatex has four group members: Datatex S.r.l., Italy; Datatex-TIS Inc.; Datatex Ltd., Israel;
and Datatex Automation, Germany. The company had 106 employees including development resources at
the end of 2004.


Datatex users attended various sessions to learn about new tools and solutions, and discuss
IT issues.

Datatex CEO Ronnie Hagin spoke of research and development investment reaching 13 percent of
total worldwide sales, with continued investment in software and enhanced modules such as MQM.
Hagin also discussed improved garment functionality, which has garnered international interest from
vertical manufacturers.

“It is our commitment to remain a stable and predictable business partner for our customers,”
Hagin said.


Shannon J. McCarthy (left) and Ronnie Hagin, Datatex

March 2005

Sultex Debuts L5500 Air-Jet Machine At ITMEX

At ITMEX, Sultex Ltd., Switzerland, introduced the Sulzer Textil L5500 air-jet weaving machine
at the International Textile Machinery Trade Fair (ITMEX Americas) 2005, held last month in Sao
Paulo, Brazil. The company reports the machine delivers superior performance and fabric quality;
and features direct drive, 11 harness drives on cam motion, reduced air consumption, minimized
machine vibration and a color touch screen.

“A lot of Sulzer Textil know-how and experience in the air-jet sector is included in the L5500,”
said Hanspeter Truempi, product manager. “Yet, there is still potential, which will be further
exploited in the future.”

March 2005

Textile Makers Outline Agenda


A
coalition of trade associations representing cotton, man-made fiber, yarn and fabric
manufacturers and the New York City-based labor union UNITE HERE has outlined its Unity 2005
international trade agenda. Industry officials see this agenda as a blueprint for survival in a
world of textile trade that has changed dramatically with the end of the import quota system.
Citing the loss of 447,400 textile and apparel jobs and numerous plant closings in the last five
years, coalition members decried what they say is a “relentless outsourcing of US jobs and US
wealth.” The textile manufacturers and labor leaders said the US government should take ”vigorous
and immediate actions” to strengthen domestic manufacturing, preserve jobs and reduce the $600
billion US trade deficit.

To achieve these goals, the coalition has endorsed a six-point platform asking US elected
officials to: commit to the reimposition of import quotas on Chinese textiles using a safeguard
mechanism that permits quotas when market disruption or a threat of market disruption can be
demonstrated; support efforts to prevent global dominance of textile trade by countries that use
unfair trade practices; support expansion to other federal procurement agencies of a Defense
Department requirement to Buy American; oppose any free trade agreements that contain unnecessary
loopholes to requirements to use participating-country fiber, yarn, thread, fabric, and fabric
dyeing and finishing and printing; oppose any reduction of US textile and apparel tariffs or
weakening of US trade laws through the World Trade Organization (WTO); and support enforcement of
US trade laws to address illegal activities.


China Hit For Role In Record Trade Deficit

Textile trade officials in Washington are blaming rapidly growing textile and apparel imports —
particularly those from China — and slow-growing exports as major factors in the record US
international trade deficit in 2004 of $617 billion.

The textile and apparel trade deficit amounted to $73.1 billion, an increase of 8.7 percent
over 2003. China’s textile trade deficit was a record $17.5 billion, up by $3.5 billion — a
25-percent increase.

In a development that is of concern to importers and textile manufacturers, imports from free
trade and trade preference regions like Canada, Mexico, the Caribbean Basin and Central America
fell sharply. Imports from those countries generally contain yarn and fabric made in the
participating countries, including the United States.

The American Manufacturing Trade Action Coalition (AMTAC), Washington, which represents a
range of US industries, called for a moratorium on new free trade agreements and urged the US
government to “aggressively use access to US markets” to force countries such as China to halt what
AMTAC calls “predatory practices” such as currency manipulation and other types of government
subsidies.


Retailers Mount Counterattack

The National Retail Federation (NRF), Washington, put international trade at the top of its 2005
agenda. The NRF cited its opposition to the textile industry’s efforts to limit its overseas
sourcing by attempting to clamp down on Chinese imports and the industry’s opposition to the
Central American Free Trade Agreement.

Predictably, the NRF puts an entirely different spin on how textile and apparel manufacturers
and their customers — the retailers — should deal with global trade issues. The NRF and the New
York City-based US Association of Importers of Textiles and Apparel believe it is a mistake to
become too dependent on Chinese trade, but they also want the flexibility to make sourcing
decisions on their own and not be encumbered with quotas, the threat of quotas or what they view as
“onerous” rules of origin in free trade agreements. The NRF’s trade expert, Eric O. Autor, said
retailers have been “loath to put all their eggs in the Chinese basket,” but unreasonable and
counterproductive rules of origin in free trade agreements have pushed them in that direction.

In testimony before the US-China Economic Security and Review Commission, Autor said textile
rules of origin have made it difficult for importers to do business with countries that could be
alternatives to China. He said retailers have been seeking trade with India, Pakistan, Honduras and
other countries rather than dealing with some of the uncertainties surrounding trade with China. He
said that while price is an important consideration with importers, more critical factors are
proximity to the retailer; quick turnarounds; and the ability of fiber, textile and apparel
manufacturers to deliver fully integrated packages. He noted some textile companies — including
Milliken & Company, Spartanburg; and Wilbur L. Ross’s International Textile Group, Greensboro,
N.C. — have adjusted to the global trade environment, and other companies are currently developing
export opportunities.


Foreign Trade Groups Join In The Fray

wasshingtonContending
that global textile trade problems require a global solution, a group of trade associations from 54
countries comprising the Global Alliance for Fair Textile Trade (GAFTT) has joined with US industry
and labor in supporting many of the positions in the 2005 platform. Representatives of trade
associations in the United States, Mexico, the European Union, and a number of other developed and
developing countries held a summit meeting in Washington to address their concerns and recommend
solutions. They focused on the possibility that China and India could capture the bulk of
international trade in textiles now that virtually all import quotas have been abolished. They
urged the United States, Canada and the European Union to immediately implement the WTO China
safeguard mechanism to prevent China from monopolizing worldwide trade, and they called on the WTO
to undertake “an urgent review” of the impact of the quota elimination on what they say are “market
distorting practices.”

GAFTT cited an analysis by the Washington-based National Council of Textile Organizations (NCTO)
that shows imports from China in product categories removed from quota control in 2002 had taken 73
percent of the US market by November 2004, compared with 10 percent before quotas were removed. The
next-biggest supplier is Thailand, with 3 percent of the market for those products. In terms of
overall textile and apparel imports, according to US Department of Commerce data, China accounts
for 24.8 percent of imports, and Canada and Mexico — which at one time were the leaders — now have
7 percent and 8.8 percent, respectively.


Trade Official Sees Completion Of Doha Round In 2006

A top US trade official believes the 148 nations in the WTO can complete the Doha round of trade
liberalization negotiations by the end of next year, but he sees anything but a smooth road ahead.
Following a series of meetings with both developed and developing country trade officials, Deputy
US Trade representative Peter F. Allgeier said he senses “widespread readiness among WTO members to
accept the challenge of completing the negotiations successfully next year.” Allgeier added that
much needs to be done in terms of market access, eliminating or reducing tariffs and phasing out
subsidies to agriculture and industrial products. US textile manufacturers and importers are poles
apart with respect to tariff cuts, as the textile industry is hanging tough on its insistence that
other countries reduce their tariffs before the United States makes any further concessions.

With China very much on everyone’s mind, Allgeier said the best way to deal with Chinese
trade issues is “within the system of rules and dispute settlement in a non-discriminatory way.” He
said he would strongly object to withdrawing Normal Trade Relations status for China in the United
States, as has been suggested by some, saying that is not “the most productive way” to deal with
China trade. Allgeier strongly defended US anti-dumping and countervailing duty laws, which have
been criticized by many countries.

Summing up his comments, Allgeier said no nation can succeed these days without being “
effectively integrated” into the global economy.





March 2005







Sponsors