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Celotex Reorganlzation Drags

The Celotex Corp., Tampa, Fl., which with its subsidiary Carey Canada Inc. filed for reorganization under Chapter I I in the fall of 1990, expects to file its plan of reorganization in February 1992.

The original filing date of February l99l was extended after the company request€d more time for the complex procedurc, according to Ken Schweikhart, director of marketing communications. "At present we are negotiating our plan of reorganization with committees appointed by the U.S. assistant !ust@," he said.

Atlanta Split On Recession

Despite the closing of Atlanta, Ga., Builders Square units, most businesses in the area feel the impact of the recession has not been too severe.

In fact, Lonnie Fogel, Home Depot spokesperson, said they had seen extensive growth with first quarter increases of 33Vo in eamings and 35Vo n sales from the same 1990 period.

Commenting on the closure of Builders Square (brought about, some say, by Home Depot competition), he said it "can't do anything but help."

Home Depot considers itself recession resistant because more people do their own repairs in slack times, Fogel explained. Although he would not comment on speciflrc sites, he did not deny that the company is looking for additional locations in the Atlanta area,

Salespeople In Short Supply

Retailers face a labor shortage in this decade. As critical as the labor shortage will be in other industries, retailing, especially in the position of sales associate, will be the hardest hit, says'The Retailing Issues Letter,

Currently, inexperienced high school and college students and women fill sales positions. The interested, engaged and experienced professional salesperson is a vanishing breed, reports the newsletter. Salespeople need to relate to the most lucrative patron, the 35-55 year old customer, yet most employees in this age group are buyers or managers, if they're in retailing at all. Retail selling is not considered a serious career choice for many.

The lack of a jgspeetable career track for sales associates compounds this dilemma. If sales associates want to make more money or be promoted, their only option is to go into management. Unfortunately, many of the best salespeople, the ones with an inner drive who love to sell, are going against their strengths as managers, the report points out.

The cure recommended is ongoing employee education training for both sales associates and managers with emphasis on personal gain. Innovation, communication, bonding with customers as well as listening, being flexible and practicing new skills must be part of any sales training, the newsletter concludes.

Ghains Discuss ltlerchandising

More than a dozen top-ranked home center chains will participate in Meet The Merchants on March 7 prior to the official opening of the 1992 National Home Center Show in Chicago.

Retailers will have an opportunity to tell their merchandising sio.y to att audience of top executives from manufacturing firms exhibiting in the show. Retailers signed up for presentations included Handy Andy's, Lowe's, Pergament, The Home Depot, Grossman's, Wickes Lumber, Rickel, Moore's, Wolohan Lumber, Channel, Scotty's, Lanoga Corp., Seigle's Home & Building Centers, StambaughThompson, National Home Centers, Inc., Pelican Building Centers and Hechinger.

Give Customers The Shakes

Sociologists have long talked about bonding, but now sales trainers are recommending it to retail salespeople.

Greeting a customer with a handshake, introducing yourself and learning the customer's name immediately is being taught in some sales training classes.

Customers reportedly respond well, treat salespeople with a different attitude, are less likely to say they are just looking and remember salespeople on return visits.