Home Center Merchant

Bill Fishman

Bill Fishman & Atfiliates

'1 1650 lberia Place San Diego, Ca.92128

I nECeNfly read where 66-year-old r Sol Price, founder and chairman of the skyrocketing Price Club, was conspicuously absent from the annual stockholder's meeting. He explained away his absence by saying, ..I'm trying to let the people who do the work get the credit." Good for you, Price. There's a lesson there for all of us. I learned mine the hard way.

As a consultant, I had as one of mv earlier retailing clients a large chain oi building material centers headquartered in the North Central United States. I was on monthly retainer to this client for more than five years, transforming the chain,s merchandising and operational procedures from a contractor operation to a retail store. Although there were the typical (and valuable) differences ofopi- nion at the executive, management and firing line levels, I maintained the respect and cooperation of all involved. Everyone looked forward to my bimonthly visits and the followup reports.

Then, inadvertently, Jack, the company president and c.e.o., shot my legs out from under me. In his effort to give me credit and praise, he issued storewide memos referring to "Fishman's concepts" and "Fishman's programs." you can guess the rest of the scenerio. The concepts and programs were not all mine. Many were redeveloped and repackaged concepts and programs that came from the company's own staff.

So it ended. The communication and the cooperation from the field, the merchandise office and the management team dried up. Who can blame them? Nobody wants to labor five or six davs a week all year long and have the cridit showered upon some guy from over 2,000 miles away who shows up for only two or three days every other month.

Today, I'm very careful not to take title to programs that I bring with me and leave behind. I'll take the continuity of the retainer. As Sol Price said, ,,Let the people who do the work take the credit."

You might want to check your operation and see if you, or your management team, aren't blocking some of the limelight-it could cast a devastatine shadow!

ldentifying Delivery Costs

"Management Surveys the Black Hole of Delivery, " divided into three separate dollar volume manuals, under $2 million, $2-5 million and over $5 million, is available for $45 from The National Lumber and Building Material Dealers Association, 40 Ivy St. S.E., Washington, D.C. 20003.

Competitive Pricing

Weyerhaeuser prices are always competitive. You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

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When Weyerhaeuser people give you their word, you can rely on it. Allorders will be shipped when promisedon time. No excuses. lf a problem does occuf we will go the extra mile to satisfy our customer.

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Weyerhaeuser-produced products are measured against rigid quality control standards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Products purchased for resale by Weyerhaeuser will meet

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You will always get a quick response, accu rate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred su p pl ie r, You r respect is Weyerhaeuse r's top priority. We will never take it for granted.

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