This Virginia retailer sells lots of southern pine

HANGE and growth are good words to describe Burke Lumber Inc., Lorton, Va.

Originally located in Burke, Va., a suburb of Washington, D.C., the retail lumber yard was formed in 1978 by Ron Nystrom, a former selfemployed contractor, to specialize in treated southern pine and related products. His goal was to offer contractors a single source for high quality construction materials. By 1980, the family-owned business had gained a reputation for service and quality that drew both contractors and do-it-yourself homeowners from a 50 mile radius.

When the company outgrew its facility in Burke Center, it moved to Lorton in Washington's southern suburbs. Since that time, the area has grown dramatically and Burke's products, service and prices have built a firm customer base with both contrac- tors and d-i-yers. Sales volume is expected to climb to at least $5 million this year.

Customers are attracted by advertising in the three papers covering the area and radio commercials carried on the local stations. The broad inventory of over 10,000 items including hardware, electrical, plumbing, paint, insulation, lawn and garden, seasonal products and housewares plus good service keeps them coming back.

Service is important at Burke's with all operations geared to helping the customer. Quick checkouts, clear legible sales slips, acceptance of major credit cards and an in-house credit system for contractors are designed to make shopping easy. The store also has the ability to provide materials quickly. "Most of our time is service," Nystrom explains. "If a customer needs it. we'll sketch out a deck and deliver the products the next day."

The efficiency of the store is enhanced by a newly installed computer system which accommodates accounts receivable, inventory control, accounts payable and general ledger plus a point of sale program. Micro Technology Inc., Gaithersburg, Md., developed the system to fit Burke Lumber's needs and followed up with installation and on-site training.

Gus Nystrom, Nystrom's father, who as manager does the buying of just about everything except lumber, appreciates the help of thecomputer in inventory control. Cathy Nystrom, wife of the president, utilizes it in the financial side of the business and the advertising, both her particular responsibilities. Ron Nystrom does all the lumber buying.

Pressure treated southern pine accounts for about 5090 of Burke's sales. They buy direct from the pressure treaters. Madison Wood Preservers located 120 miles away in Madison, Va., is their major supplier.

Five sales people help the family to staff the 4O ft. by 60 ft. store which has a second story for offices. Located on three acres, it has space for drive-in parking in the yard. Two acres across the road from the facility are used for storage.

Gus Nystrom likes to talk about plans to enlarge the store in the spring. He anticipates an addition of about 20 ft. x 60 ft. to the present structure. Additional inventory as well as space will create a need for another employee or two.

Burke's delivers in its market area and often goes over the nearby stateline into Maryland. They maintain a fleet of five trucks with drivers. Preventive maintenance is doneon site although major repairs are s€nt out.

Considered one of the most successful, independent lumber yards in the suburban Washinglon, D.C. area, Burke Lumber Inc. sees only progress, growth and good times ahead.

Story at a Glance

Pressure treated southem pine accounts lor 50o/o of sales contractor and d-iy business from 50 miles radius . . . 35 million sales volume expected in 1986