A clear choice Cypress proves a natural for millwork

IXJITH a reputation for stability

V V and durability, cypress has long been the wood of choice for hishmoisture exterior applications such as siding and fencing. Yet. because it is visually attractive, supremely workable and easy to finish, cypress also is perfect for interior millwork.

"People just love the way cypress looks because the grain is dense and attractive," says Bill Kavanaugh, Florida Cypress Wood Products, Inc., Jacksonville. Fl. "It's especially well-suited for baseboards, crown mouldings, casework, chair rails and trim. Pine is for painting. Poplar is lor staining. But cypress is ready for a clear finish because the color is beautiful by itself."

"It's one of the easiest and best woods I know ofto work with," says Lyman Shipley, vice president of marketing services, Coastal Lumber Co.. Weldon. N.C.

While in name, cypress boasts an ancient lineage that extends back to Biblical times, the cypress available today is actually a distant cousin of the redwood. Called "bald cypress" because it loses its needlelike leaves each year, the wood is indigenous to the wet, swampy areas of the southeastern U.S.. where it is most readily available.

One of the most outstanding features of cypress is its visual interest. Milled cypress lumber is a golden color, with reddish, chocolate or olive hues. "Pecky" cypress, which is often desired for paneling, has character staining. Or we'11 put paint on it and rub it off. When we do this. the pecky texture comes out and gives it definition. character and depth." marks that give the grain a rugged, hearty beauty.

Cypress is a dense, hard and relatively knot-free wood, features that make it a favorite of serious craftsmen as well as do-it-yourselfers, many of whom are using it in place of pine for millwork applications.

"Everyone who works with cypress, cuts it, shapes it with hand tools, really likes it," says Kavanaugh. "The finish. as it comes out of the moulder. it's almost slick, and it stays that way."

"The advantage to cypress is that it's easy to machine, sand and install," say s Charles Wi l son, Wilson Lumber Company, Inc., Memphis, Tn.

But the true merit of cypress millwork is the elegant beauty it gives any interior.

"It's quite handsome," says Dupps. "When it's installed and finished. it has a clean, mellow kind of look. No other wood's going to give you that same look."

"The pecky surface gives the wood character," says Ellen Dupps, an interior designer in Hilton Head, S.C.

"We do some interesting finishing techniques, combining pickling and

Q O GOES your sales chief, so goes L)your sales group at large-and your sales volume.

One of the toughest decisions a ceo has to make is selecting the head of the sales department. The corporation's growth to a very large degree will depend on who has the responsibility for sales. Some of them are heroes, some goats. For the heroes

* Self improvemenl is crucial. I haven't met anyone with a BS or a BA degree in "Vice President of Sales." I always start my consulting process with helping the v.p. get better. His improvement will lay the path for everyone else's.

A v.p. who looks busy is not necessarily effective. Efficiency is "doing things right;" effectiveness is "doing the right things." Big difference. An effective v.p. focuses on two areas: his sales group and clients. Major time on major things, minor time on minor things. Focus on helping your group obtain and retain clients. Everything else is the small stuff.

* Recruiting must be an on-going process where recruiting is done when you do not need anyone. This helps you to select the right people by interviewing them at least three times to include an informal meeting in a restaurant. Recruiting only when you need someone is bad business. A rushed decision made because you urgently need a body will probably haunt you down the road.

The v.p. of sales should process a personality profile on applicants. Taking time to thoroughly interview is an investment that pays dividends.

* Sales qnd marketing plans are a must. This is your blueprint for every major activity for the year.

Deadline dates must be applied to the majority of the items in the plan. The plan must be reviewed monthly with the purpose of meeting or beating the deadline dates. This eliminates corporate drift. The plan need not be fancy with color graphs and mundane data. Just include the major activities that you need to do to grow your group and your sales.