Home Center IVlerchant

BILL FISHMAN

Bill Fishman & Atfiliates

11650 lberia Place

San Diego, Ca.92128 o Retailers will seek more mature salespeople. o More retailers will promote "look us up in the white pages" as more local telephone directories and more product classifications confuse the market.

RENDS you'll be seeing this Year.

Home centers will increase their advertising space in local newspapers and shoppers.

Warehouse operators will accelerate their expansion into smaller markets.

Cashiers will be reeducated to be more sales oriented.

Systems and Procedures at the check-out will be changed to increase the speed of Processing purchases.

Sales volume of insulation and ceiling fans will continue to decline as oil prices drop.

Look for more visibility of employee names.

Home center chains will experiment with consumer incentives coPied from frequent flyer programs.

In states that permit it, home center retailers will tie in with bank promotions.

Successful retailers will reemptrasize package selling, making computer orientation a must for counter people.

Women in key management Positions in the home center industry will be spotlighted.

Bulldlng Productg Dlgest

RTA fumiture will increase in floor space, volume and profis at home centers and building material chains.

The new tax laws alfecring expense reporting will drive reuilers crazy.

Media advertising will emPhasize benefis. Store signing will emphasize features.

Giant retailers will continue to benefit from the unspent cooPadvertising funds accrued by smaller dealers.

Lumber will become more visible in the showroom.

Closet organizers (installed and as packages) will increase in product dominance.

As housing starts drop, store hours willbe extended by building materid retailers.

The devaluation of the dollar will put more meaning in the "Made in Ameriaa" label. (Last year, "American Made" was tagged a non-issue.)

Controlled substance abuse will become a major topic at slore meet' ings.

Where floor spae will allow' home center chains will experiment with offrce furniture/office supplies.

more effectively comperc in the markaphce by giving him insunt access to sdes rcpons rnd morr exrct contml over inventory.

Thc end result: m incese in pofits md r betcr rrturn oo invcotory inwstmeot.

Cdl toda_v for r FREE BROCHURE deoiling the mrnv wrys Pmfiilrsrr enwork for you. t-8[f.654-7279

In Tens l-8(X)-192-6t12-PROFIT

February 1 988

Literature Helps Cedar Sales

( okrrl'ul litcraturc that can spur nc\\ Llscs und clcmar.rd li,r u,estern rerl cedlr lumber prorlucts is avtiilablc for dcalers lnd distributors to pass along to customers.

I:ull-color brochurcs packed with idcas. as well as nrore-practrcal howto picccs. arc includecl in the collection oll'erecl bv the \\'estcrn lled ( etiltr I tt ttthtr \::ocilttron.

I tre I'our- or six nage ('ON( El'tS scries of l'er. Pictures and icleas on topics and products ranging fiom outcloor living ancl fencing to non-resiclentiul arrcl nrulti-famil1,. Therc alsti is l 20-nrinute slide prcscnllrtior.l thal tclls thc storl ot'ceclar as a specialty bLrilding product. from charactcristics to procluctron to encl uscs. r\vailublc f or pLrrchase or loan. it can be usecl b1 sales persons. buyers. specifiers and cLrstontcrs,

,,\ litcratr.rrc list, w ith clcscriptions anrl prices lbr volunrc orders after rnitial lice copics, is available fionr Wcstern Rccl ( eclar [-unrber ,.\ssociation. [)ept. ( L. Yeon l]uilding.522 S. \\'. l ifih ..\ve nue. [)ortland. Or. 91 )01

67th Traffic Assn. Annual

'l-he [;orest Products'f ralllc ,.\ssociation. fbrnrcrll Southern Hurdwood Traffic,.\ssociation. w'ill obserr.'c its 77th unnivcrsar-v- at its 67th lunnual nteeting. Ireb. 25 at the Pcabodl llotel. I\lentphis. l'n. ,{ .ioint lunchcon wirh rhc Luntbcrmcn's ('lub of' Mentphis w ill tirllou.

Lowe's ls Hip To Rack'n Roll

Lowc's is retrofitting stofes with a tallcr. wider and cleepcr sales racking st'stem w'hich enablcs therl to put the nornral inventory ol'a 16.000 sq ft. sales lloor onto a 12.(X)0 sq. ft. sales floor.

\lorganton. N.( lnd Krroxville. Tn., a 60.000 sq. fi. store. are locations already using the rack and roll systcm which helps nrcrchandise to move more eflicicntll lionr the rcceiving area to the sales floor to the cash regrstcr. uccording to l-owc's nranagemenl. .\fter the 8lr. high racks ure stocked in the storeroont or stock lrrea. the) are readii,r rolled into placc on the sales floor.

9PECIALIZED TREATMENTS NOW AVAILABLE r Wolmanized Lumber r Dricon Fire-Retardant

I Creosote

PRODUCTS AVAILABLE

. Landscape Timbers r Railroad Ties o Poles o Posts o Dricon Fire Retardant

Treated Wood r All Weather Wood Foundations- r AWPB-FDN Stamped f,nnnNceMENTS are currently laUeing finalized for Spring Mart '88. OLA's 42nd annual convention and building products exposition' which opens in Oklahoma City on March 18.

For information an quick servica call the treating experts!

The Oklahoma City Marriott Hotel will be the headquarters hotel with the Buyers Exposition again being held in the International Trade Center.

The meeting will open with an afternoon board of directors meeting. The annual all industry reception for retail members and co-sponsoring exhibitors will be held that evening.

Registration materials will be in the mail soon. Sponsors for coffee and doughnuts at the exhibit hall on Saturday morning are needed. Your OLA/ MLA (Mid-America Lumbermens Association) Legislative Action Committee has met to prioritize issues important to the Oklahoma lumber industry. At a meeting held in Oklahoma City, the committee listed all the issues which it felt were important and then picked the top seven items for the 1988 legislative session.

Listed in order of their priority, the following items were chosen:

(l) Continue to work in every way to preserve or better our pres€nt lien laws.

(2) Increase the Small Claims Court maximum from $15fi) to 33000.

(3) Work for reform of the state Worker's Compensation system.

(4) Work toward limiting increases and eliminating inequities in our ad valorem tax system.

(5) Continue work already in progress on Tort Reform.

(5) Work with the Oklahoma Congressional delegation for repeal of the Davis-Bacon Act.

(7) Continue working for Right-toWork.

T HE corporation franchise tax rate

I has been temporarily increased for 1988 and 1989 annual reports.

The $5.25 [ax rate for all corporations has been raised to $6.70 per $1,000 of taxable capital allocated to this state. The legislature has also increased the $68 minimum tax to $150. The temporary hike in rates covers the annual reporting periods May I, 1988'through April 30, 1989, and May l, 1989, through April 30, 1990.

Corporations filing initial reports will have their rates and minimum tax prorated for the portion ofthe initial period falling within these days.

Starting with reports due on or after Jan. l. 1988. books and records will no longer be a control for franchise tax purposes. Surplus, receipts, assets and debts must b determined in accordance with Generally Accepted Accounting Principles (GAAP). The law contains some exceptions of the GAAP reporting requirements as well as definitions of surplus and debt which must be followed for reporting purposes.

A corporation with surPlus of less than $l million as determined by the method used to comPute its federal income tax liability may use the same method to compute its taxable capital and gross receipts.

The following apply to both the GAAP method and federal income tax method of accounting for franchise tax purposes: o Corporations are still required to report based solely on their own finan-