Why some work

DOOR PRIZES! OIVEAWAYS!

as for the MC announcing door prizes and demonstrations

The MC or announcer keeps the excitement high, informing customers about prizes, demos, five minute specials, free gifts and entertainment. "Select an energetic personality," Guzardo advises. "Usually you can hire a local disc jockey, but he has to be able to shuck and jive."

The same applies to remote broadcasts, he emphasizes, adding you must provide the station with plenty of background material about both the event and the store to help them sell it on the air.

Organizing a successful major promotion involves hundreds of small details, takes a lot of time, knowledge and enthusiasm. Helping dealers with these promotions is something Guzardo enjoys.

Theories ln Action

Phillips Building Supply, Laurel. Ms.. used Bill Guzardo's recommendations for their Grand Opening with rewarding results.

"Normal Saturday traffic is about $8,000 to $10,000," said Jamie Morris, president, "but on grand opening day we did almost $38,000."

Former Ole Miss and New Orleans Saints' quarterback Archie Manning signed over 100 photos plus assorted hats and sports gear between ll a.m. and I p.m.

Prizes, including two color tvs, two vcrs and a children's playground set, were given away every l0 minutes between l0 a.m. and 4:30 p.m. Free T-shirts with the Phillips logo were given to the first 100 customers. The first 100 women entering the store in the afternoon received free houseplants. Free balloons and hats were available for the kids all day. Additional publicity was generated for the store by the mayor of Laurel presenting Archie Manning with the key to the city and proclaiming the day as oflicial Archie Manning Day. The local newspaper used pictures of the events and crowds attendins the grand opening.

lJttihh'r.s /'^rTrrlrr launchccl its llrst storc in l.ongvicw, '1 x., ancl rcudiccl a ('lirrkcsvillc. l'n.. sitc lirr a lutc Nov. opcning (scc p. l9 l'ttr strrry). llortrcQuurt(r.\ ollcnctl ir sccontl storc in I)cnbigh. \1.. irnd two in ll<lston, Mu..

1-olrlr is brcaking grouncl lirr a llurlington. N.('., storc and staging lr llurrl ol'granil opcnings attd rcopcnings (scc p..5 lor strrry) llonta I)aytt. irr thc planning stagc firr l)ccatur, (ia., and .lacksonvillc, I"1.. units. opcnccl lr rcplircc'rrrr'nt st()rc in Tampa, l;1.,...

We.st lJtrildirrc Mut(riuls is closing its Anclerson and ('harleston. S.(1., stores .\ltttllcnt-t,cr t& .Sltoetrrulicr Luntbcr has an Oct. ll grand opening scheduled fcrr a new Port Charlottc, Ijl., store ... I-ced.s lluildinc Pnxltrcts Irtt'., which acquired 37 units fiont Wickc,s hunhcr. will Ilq. in Atlanta, Cia., (see story p l9). .

Huqhcs Luntbcr (b., Shawnee, Ok., destroyed bv tire in July, relocatecl to a tbrnter supermarket bLrilcling with plans to erect an additional 10,000 sq. ft. of storage.

Co,r Lurnhcr (b. plans t0 construct a store and a mlg. area in Punta Gorda, Fl., &'nttvls is expanding its Kissimmee, l'r1., store by 4}tilt.

Greg Pannell opened a Do-lt Center store in Clenpool. Ok., Fort M.vers Lumber and Supply, Fort Myers, Fl., has a new truss plant and 5 additional acres of storage space ... Manning l:ilgcn's llrrilcling ( crrtcrs hrrs ircrluirctl l)ttrt I. .\trpplic.s, ir two unit opcrirtion birsecl in llucls<ln, l'1.... .5r'o//.r''l. New 1)ort Itichcy, l'1., krst ovcr 54()(),(X)() in nrcrchanrlisc in an lU nronth pcriocl to tl!o thicvcs who huvc bccn ilrrcslcd . . . I.ott't"s ('ttrrtltunic.s has bccn nantccl its it c()dcf'cndant in thrcc lcgal actions lllccl in Irloricla and Maryland involvirrg thc salc of allcgcdly clcl'cctivc I'irc rcturclant plywoocl.

.\triltltrt(,- l)lul'r' opcnctl ;r New llrirLrnlcls. l'r.. storc lrt lr lirrnrcr ll itkt.; Ltrtttlu,r' sitc llt'tlrirtg,r Itlts put plirrts lirr lr ('hirrkrttcsr,illc. \'1r.. storc o11 lroltl.

Srrritt.t,'.s Lurrtbcrtcriu, ;\lexittttlriit. \ ir.. is plrrticipitting in ir joint venturc to open .lt'r'r'i.Siar' units in thc Soviet Llnion Ileu.scrrtts llurtln'urc openecl a new store in Ilarrisonburg. Va.

,1dd i tt gt on - IJeo nta n Lu nr hcr (' o. /lr'., Norlolk, \'a., is consoliclating its Waco, Va.. tircility with its South Norf'olk opcrltion... Do.vla Lturtber ('o., Roanclke, Va., has lrled ('hapter I I bankruptcy.

Uttil.t, Fore.st Protlur'ts, Yuba City, Ca., opened a branch in Farmers (Dallas), Tx. . . . .4ustell For(,st Produt'ts, Reform, Al., opened an office in Centreville" Al.. Jeanette Randolph mgr. Mc'Co1' Lutnber Co., (ireensboro, N.C., is liquidating the business.

Euilding lltrltlu'rrtttritl- lllrlu'rt /rtr . lcltscd rr .l l .l l-10 st1. li. urrrchorrsc in ( lt;ttlottc. N.( .. Ilt'trrirtgtttrt \rttrtlt, /rrt.. \lillcrr. ( iir.. hus bccn rrc'tlttirctf li'orn l.l'.1.. ('ttr1t. l'1y .lh'tul Irrtltrstrit,s. lrtc., lrlizrrbctlrv illc. I'1. l)irtttt't't ('ttttt n'lc ttl .lttttrit tt, Ittt.. lrt'ttl lJ<'tt:t'r' lI tst, lrtt'. lirrnrcd lr .ioirtt vcltlurc llurtncrslrilr rvitlt l)iottt't'r lrctlriring tr 5()'I irttcrcst irt lJt'tt:t'r's Nlitlkrthiln, l'r.. ccllcl"ll rrrlg. lircilitv ,\'tttitrrtttl l)ttrtr ltrtltrstrits lras rttovctl irtto l rtcw l(X).(X)0 st;. li. lircilitr rn I:ort \\'orth. 'l x. lJill'txnl l lttorirrq. Nlcntplris. I'n., hlrs lrctl rr ircrl lr lilrgcr wirrchousc. .

.lrrtlt'rsort- |ttllt ( ir.. l\'lcrnlthis, l'n.. lilcrl suitc to prcvcnt clisclosLrrc ol' cortlldcrttill inlornrati<rn to lttdrrstriul I',qtritr lhcilit' l.tl. (l.lr.l'.) l-l Jolla, ('1.. which hls ol'l'crccl shirrcholdcrs as nruch as S 1.50.(XX) pcr sharc lbr thcir stock. .

Thc X'utiortul Kitt'ltan t8 &ttlr ,1.s.sttt'iu I itttr is c<tnclucting train ing classcs lbr rctailcrs including llttntL' I)t1tot itnd llct'ltincar ('cdur .\ltuka und .\ihinqlt' Rttrcuu nrcntbcrs proclucecl alntost -1.-5 million sqLrares and shinglcs last t'car, a 60(ll incrcasc I'rom r 98u.

('ott.slrttcliott drop 7'1, this ycur Ilill Infbrntation contracts will says Mac(irawService s Clo. r\ f'reeze on payulents to asbestos victirrs fionr thc flnancially ailing fuIurtville /ru/.r/ was extencled into early Sept. by a U.S. I)istrict .iudge 1o conrplete reorganization of the trllst .

Housing starts l'ell l.1oh in August (latest figs.) to an adjusted annual rate of l, I27,000. l506 below last year single family starts dipped 3.20h; multi-flamily rose 2.90h. . . building permits were off 4.3olt .. starts in the south were down l0.1oh

Runaway Train Hits Yard

A 16 year old who found a rail- As the train careened through the road switchman's keys thought it yard, it shattered a guard tower next would be fun to open the track to the sales office. When the strucswitch to see what happened. ture fell on top of the train, guard

What happened was a two engine Chebo Espinosa suffered minor intrain pulling 70 cars and traveling 50 juries. His l2 year old son had only mph was diverted offthe main line at scratches. The two train engineers I a.m. and into the Eastex Forest survived the wild ride unhurt. Products yard in Houston, Tx. Despite the battering, Eastex

The train quickly derailed and, Forest Products was up and running propelled by tons of momentum, within 24 hours. With true Texas smashed through the sales office, de- grit, Shiel did business from a pay stroying the building and its con- phone in the yard, while others tents, cutting the foundation slab in searched the ruins for sales records. half. The force carried the train Since the accounting department in another 50 yards into the 18 acre another building was not affected, yard, digging an eight inch trench in only one day's records were lost. the asphalt paving. With customers' help and digging

Desks of owner Bobby Shiel and (literally) virtually all the day's sales executives Rod Didier, Dan transactions were reconstructed. Anderson and Max Welch were Eastex Forest Products didn't miss a directly in the train's path. lf the day of shipping. Iune 24 accident had been during Southern Pacific Railroad moved the day, all would have been killed. the train before the day was over.

Didier, who has since left the Two portable buildings were on site company to become contractor sales the next day with a temporary buildmanager at Furrow's in Clear Lake ing in place on the second day. Total City, Tx., had pictures of his loss to Eastex Forest Products was daughter and son on his desk. The put at $1.5 million by Shiel. son's picture rode through the crash The courts are currently deciding on the front of the lead locomotive, what will be done if anything to the but the daughter's photo was never juvenile who caused the crash. found.

MEA,SURABLE AD\IERTISING

TTNT SELI,S!

At Market Builders, Inc. We Make Custom Professional Circular Advertising Easy For You And...

AFFORDABLE AND IT WORKS!

Here's What You Get: Colorful, professionally produced, customized circulars printed on quality white newsprint.

r In-store display kit with shelf markers and banners.

o Delivery of your circulars to your customers on tlme. Your coop claim forms completed, ready for you to submit for collection.

With more than 34 years of industry experience, Market Builders has been successfully markethg independent Lumber & Building Material Centers like vours.