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By Alan Oakes

Be careful how you present yourself!

f :usr RETURNED from the NAWLA Traders Market in Chicago. If you ever wanted to lbe motivated about the turnaround, then those that could attend this event and did not, missed out. The noise was loud, energetic, and downright upbeat for 2013. The election result from the night before, called seemingly 20 minutes after the polls closed, had no bearing.

Good to see the best attendance for a number of years. Long may it reignl Yes, we know it has ways to go, but no one disputes this year was a heck of a lot better than last, and 2013 will continue that trend, barring no unforeseen events. Government: Get the fiscal cliff sorted ASAP!

As a great proponent of attending industry events, while I know it has not been easy these past few years, it is time to get out again and hear and see what is going on. I attend many, many events and there is never one I do not learn something from. And how could you not? There were over 1,300 industry attendees at Traders Market-manufacturers, service companies, mills and wholesalers-and hearing what's going on from your peers can only help you in your business. It really does not take much to more than pay for your dues and travel many times over. Many associations have multiple programs that can help you at all levels of your company and protect your and the industry issues. They are the glue to this industry and they need your support as much as you need theirs.

On the question of learning, I have been helped over many years by many people. I have received common-sense advice over the years from mentors and managers. From them I have learned how I want to be and, sadly in some cases, how I do not want to be.

I was taught long ago that if your company does not instill the best quality into all that it does, you will not succeed. The customer is always right. A quality company needs quality people-hire the best! That has guided my business principles for many years. There is no short cut to success. While sometimes you can just be lucky to be in the right place at the right time, you mostly create your own luck by doing the right things. I have learned that if you help people through their issues without the thought of return, it comes back to you many times over.

Listen to your customers and your employees-you do not know everything. Anyone you need to talk with is worth listening to! Leam from yourpeers-do not be so insular. Take advice!

I once worked directly for one of the richest people in the world who always told me: worry about the top line and the bottom line will take care of itself Believe in the value of what you offer and stand by your pricing principles. When everyone else is giving it away, stand firm! Over these last four years especially, you could not always control what was happening around you, but you can control how you respond with the actions you take. Whenever the going gets tough, the tough get going. Yes, everyone uses that, but I learned when I was in the automotive business that when the economy gets tough, people keep their cars longer and need to repair them. When you cannot buy a new home you remodel the one you have. The moral: there is always business to find even in the worst of times. When everyone else goes into hiding, increase your trade visibility. When they cut, get aggressivel

Be punctual in all that you do and keep your promises. Tum up prepared for a result.

And, last but not \east, work with the highest integrity. Treat people with respect and in a manner that you yourself want to be treated. I am happy that I have never had to betray my principles and whenever I was asked to, I moved on to something else. And I continue to leam from those around me! It should never set old.

As we come to the end of 2012, as always I want to thank you, our loyal readers and advertisers, for all your support. Our advertisers allow us again to continue as the ONLY publication in the sector to publish 12 monthly issues and to enjoy more advertisers in our industry than any other publication. Thank you. Merry Christmas and Happy Holidays to you all, and may 2013 be the year we have been waiting for.

Alan Oakes, Publisher aioakes@aol.com

Bpii

Buililing Ploducts lligest

www. bu ld n g-prod ucts. com

A publication of Cutler Publishing 4500 Campus Dr., Ste.480, Newport Beach, CA 92660

Publisher Alan Oakes ajoakes@aol.com

Publisher Emeritus David Cutler

Director of Editorial & Production David Koenig dkoenig@building-products.com

Editor Karen Debats kdebats@bu ilding-products. com

Gontributing Editors

Carla Waldemar, James Olsen, Jay Tompt

Advertising Sales Manager Chuck Casey ccasey@building-products.com

Administration Director/Secretary

Marie Oakes mfpoakes@aol,com

Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

Chuck Casey

Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com

Alan Oakes www. build ing-products. com

Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com.

CLASSIFIED MARKETPLACE

David Koenig

Phone (949) 852-1990 Fax 949-852-0231 dkoenig@building-products.com

How to Subscribe

SUBSCRIPTIONS Heather Kelly

Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A.: One yeat (12 issues), $24 Two years, $39 Three years, $54 F0REIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $49 Other countries, $65 Air rates also available.

SINGLE COPIES $4 + s6;Op'nn BACK ISSUES $5 + shipping

BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, www.buildingproducts.com, by Cutler Publishing, Inc. (a California Corporation). lt is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright@2012 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right lo accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.