SATURDAY NIGHT IS 'MEDIA NIGHT' AT 'STRIKES AT THE WIND!' ^ < ^ f f ^ ? ^ f r ri?u<- #-i??^if j j- .r i.r ij^i-fn-r'fii~ijf or making - ; r ? . >-*3Lr ?" the Lori^DftLocklear y- ~ Concert a rousing success. BRUCE BARTON and STRIKE AT THE WIND!' Lori Ann Locklear fills the house at * Strike at the Wind!' SKI*3^^" DENNIS LOWERY: LUMBEE BUSINESSMAN EXTRAORDINARY , DuPont was one of the first companies Dennis D. Low cry, a Lumbee Indian, called on as-he sought to expand his fledgling chemical business seven years a&q. That call has since developed into more than. $500,000 in DuPont pur chases. In 1975, explains A1 Duckett, chemical tuiyer at theCarolinas Regional Office of E&M. DuPont's needs for phosphoric acid did not meet the manufacturer's minimum order requirements. Duckett asked Lowery if his Continental Indust rial Chemicals company could stock sufficient quantity to meet order require ments and then redistribute as DuPont required. Lowery accepted the challenge and Duqkett persuaded the manufacturer to establish Continental as a distributor for phosphoric acid, solving DuPont's sup ply .problem and providing a minority /ion with new business. Continental also supplies DuPont with a variety of solvents and special chemicals used in textile finishes. So well did Continental perfptm, that DuPont's Chemicals and Pigments Department has set up the firm as a distributor for many of its products in-* the sootheastern region. IMPRESSIVE PHYSICAL PLANT Continental's plant is a modem 50,000 square foot, brick warehouse on a 10 acre site on the edge of Charlotte. The company operates its own fleet of stainless steel tankers, and acts as distributor for 34 major producers of kchenticais. At any one time $800,000 yvorth of chemicals is stored in Continental's warehouse or underground storage / tanks.'Ten bulk tanks already are in the ground and 13 more are ready for installation. Ldat year, Lowery's firm chalked up sales of $15 million. That was up 107 percent from the previous year, and in 4982 he-confidently expects sales of S22 miilibfo. IN1N0VATTVE SERVICE A KEY '"The firm in innovative, service-or ientated^ and competitive," ooserves Jinr Loper, DuPont's buyer currently handling the Continental account. "They do a beautiful job on service, particularly in meeting emergency needs and un usual requirements.'' C. As an example of innovative thinking, Lpwery suggested to DuFont last year 'tfiat it accept phosphoric acid in plastic dhims rather than the usual stainless steel "The plastic drum is safer, meets purity "standards, and carries only a $50 deposjt, compared to $200 on stainless steel," explains Lowery. "So we've cut DnFopt's cash outlay substantially." Lowery also-stocks sr anti-foam agent in large drums and repackages it in 5-galTon containers to fill DuPont's requirements. "Many chemical suppli ers don't wjrat to deal in small ioiitainers," he says. "But, because many of our customers are phamaceuti ?al and cosmetic manufacturers who can't lake bulk shipments, we repackage for them." TO MEET SPECIAL REQUIREMENTS 1 he firth has even installed a special "holtdom" with storage space for 4,000 drums of temperature-sensitive mater ials such as amines, caustics, and autKfdam agehts. "it's the largest facility of that type m the east," claims Lowery, "and gives us an edge over com | petition." Although it's now doing business in 40 states, Lowery wants to keep the firm centralized and operating out of its Charlotte warehouse rathern than setting up branches. "Our philosophy is to utilize moving rtjutpmetlt^uuik; trucks, for example" rather thfcn set up small storage facilities every 200 miles or so. By centralizing our storage we can stock mote than enough of a chemical to assu^ we won't ran 'short; and guarantee expedient delivery an inhere in "our tracks." Dennis D. Lowery grew up in Robeson County, in Pembroke, North CaroB na, attending Indian schools there. He earned two bachelor of science degrees one in art. ed. at Pembroke State University, a college established primar ily to serve the Lumbee tribe. The Lumbees, he notes, are a where some 45,000 of them now constitute about a third ef the county population. Lowery, in fact, was one of the first of the tribe to leave the area la Lowery represents four counties on the North Carolina Indian Commission and regularly gathers members of the tribe together to explore job qualifications, develop skills, and hear other Lumbees describe business opportunities in the "outside world." Gratefully recalling assistance he received from DuPont and other mem bers of the Carolines Minority Supplier Development Council, Lowery last year donated office space in his Charlotte building for use by the Council. "We appreciate what large companies and the Council are doing to help " minority business," he explains. "We wanted to be on the giving end, so we've spent several thousand dollars for fixing up an office for the Council and are happy to have them use It We did it to express our thanks and hope it helps other minority companies to get involved ? ? in the program."