CALENDAR

Listings are often submitted months in advance. Always verify dates and locations with sponsor before naking plans to attend-

October

Lumbermen's Assn. of Texas - OcL 14-15, estimating seminars, Waco; OcL 17-18, San Antonio, Tx.; (512) 472-1194.

National Forest Products Week - OcL l&lt.

Servistar - OcL 17 -20, show, Baltimore, Md. ; (412) 283 4567

Architectural Woodwork Institute - OcL 16-19. estimators seminar, Washington, D.C.: (703) 733-0600.

National Hardwood Lunber Association - OcL l8-Zl, annual meeting, Marriott Copley Place, Boston, Ma.; (901) 377-1818.

Hardware Wholesalers Inc. - Oct 19-22. fall market, Indianapolis, In.; (219) 748-5300.

Forest Products Society - Oct. 20-22, annual conference, Marriott Cambridge Hotel, Cambridge, Ma.; (617) 271-0030.

Wood Truss Council of America - OcL aj-25, annual meeting, Louisville, Ky.; (608) 274 '1849.

International Wood Engineering Conference - Oct. 2t-31, Sheraton New Orleans, New Orleans, La.; (50a) 388-8698.

November

Paint & Decorating Retailers Association - Nov. l-3, paint & decorating show, Minneapolis, Mn.; (888) 4464779.

Kitchen Cabinet Manufacturers Assn - Nov. 23, management conference, Broadview Hotel, Wichita, Ks.; (703) 2*1690.

Florida Building Material Association - Nov. 4-6, directors meeting, Mt. Dora, Fl.; (352) 383-0366.

Yirginia Building Material Association - Nov. 6, estimating class, Charlottesville, Va.; Nov. 7, employment law workshop, Williamsburg, Va.; Nov. 19, selling seminar, Richmond, Va.; (804) 323-8262.

Forest Products Society - Nov. Gt, wood protection conference, Adam's Mark Hotel, Mobile, Al.; (608) 231-1361.

American Fiberboard Association - Nov. 7-E, annual mecting, Chicago, Il.; (708) 93+8394.

Architectural Woodwork Institute - Nov. 7-E, Kentucky plant tour; (703) 733-0600.

North American Wholesale Lumbcr Association - Nov. 7-9, traders market, Hyan Regency Hotel DFW, Dallas, Tx.; (800) 527-8258.

Green Building Conference - Nov. 7-10, Austin Convention Center, Austin, Tx.: (512) 264-0{Jo4..

Renova Hanoi - Nov. E-11, construction renovation fair, Hanoi, Vietnam; (30/-) 263 -7 5 42.

National Hardwood Lumber Assn. - Nov.9, sawyer, edgerman & trimmerman training, Memphis, Tn.; (901) 377-1818.

Ifyou need to add accents to arched doorways or curved windows, don't run anound in circles, order Zigo's flexible trims and mouldings.

They are easily bent or shaped to fit around curveq arches or any circular architectural detail.

What's more, they look just like wood. But they won't crack, chip or rot. Plus, they're easy to install and they'll save you time and labor costs.

Oklahoma Lumbermen's Association - Nov. 9, football tail gate party, Stillwater, Ok.; (,105) 84G1771.

North American Building Mate4ial Disfibution AssociationNov. 10-12, annual convention, Opryland Hotel, Nashville, Tn.; (312) 321-6845.

Kentucky Lumber & Building Material l)ealers Assn. - Nov. 12, yard foreman seminar & Hill-Motley Lumber open house; Nov. 13, board meeting, Bowling Green, Ky.: (502) 245-6730.

International Panel & Engineered Wood Technology Exposition - Nov. 12-14, Georgia International Convention and Trade Center, Atlanta, Ga.; (415) 90549m.

American Lumber Standard Committee - Nov. 15, annual meeting, Marriott's Grand, Mobile, Al.; (301) 972-17N.

with change. Traditional buying habits and relationships are no longer the norm. Competitors are different, and so are customers. The progressive survivor looks for techniques, methods and sources to help cope with these changes.

Successful, progressive and profitable retailers have an attitude that includes: o Being inquisitive. o Having a strong desire to learn. o Realizing it takes money (but not a lot) to make money. o A focus on results. o Going to the outside to buy smarts (expertise, skills, etc.) when it is to their advantage, since each dollar spent this way may bring back $3, $4, sometimes $10 in results. o A "let's try it" spirit when it comes to new approaches, techniques and services. o A realization that there will always be change and learning how to use it to their advantage. o A focus on profitability.

Among the most common and cost effective survival techniques:

tI Networking

Networking provides a clearinghouse of information. Usually networks are composed of other liketype, non-competitor dealers. It is most beneficial to associate with those who are approximately your size or a little bigger. Networks provide contacts for input, information, sources, and solutions to similar problems. Generally, they are held in person. but most often information is exchanged by phone, fax or mail.

! Roundtable

A roundtable's pu{pose is for liketype. non-competitor companies to focus on corrunon problems and solutions. Discussions include detailed operational analysis with a key focus on common operating ratios. These one-on-one meetings are held several times per year in person and generally in a convenient, off-premises location.

Predetermined topics of vital interest are assembled by a roundtable facilitator. For best results, hire an experienced, out of the area consultant/advisor specialist to conduct the session, one who understands your industry, your size company and its problems. Check the facilitator's references closely since this individual is a key factor in the success of the roundtable.