Florida dealers unite to get iob done

f CTMTIES at the Florida Lum- Iber andBuilding Material Dealers Association's convention and exposition could best be termed up beat with hundreds of delegates and 2oolo more firms than last year meeting in Orlando, Sept. l5-17.

Incoming president Don Osteen set the mood in his post convention message to the members, saying

"FLBMDA is more than just a group of initials representing our name. It can also stand for Florida Lumber Business Men Demanding Action." This mood to unite to fight the problems threatening to bring about the collapse of the housing industry pervaded the convention.

More than 133 exhibitors displayed their building material pro- ducts and services at the orlando Hyatt Hotel. Jack Anderson, the Pulitzer Prize winning journalist, brought along with his analysis of foreign policy some good news about interest rates and inspired the crowd with his closing: "America . . . we have the strength to overcome." In a brief message Senator Barry Goldwater gave the audience a glimpse of the world as he sees it today. Tommy Bell, an NFL referee for l5 years and a practicing attorney in KentuckY, provided laughs and serious thoughts on the economy, warning "If we don't stand for something, we'll fall for anything."

Osteen, now the 49th president of the association, is manager of the Cocoa, Fl., branch of East Coast Lumber and Supply Co. With more than 34 years in the lumber business, he has been member-at-large, treasurer, lst v.p. and president-elect. Everette Cupit, who turned the gavel over to him, was named 1982 Lumberman of the Year. He received the coveted Francis J. lgou Lumberman of the Year award from Pete Munderloh, master of ceremonies.

Story at a Glance

"We know lhero's a rgcession, bul we'Ye decided not to particlpate" . . . 62nd Florida annual lull ol enthuslasm, hard work, play, awards Osteen takes gavel . .

Those elected with Osteen are Henry Moxom, president-elect; Archie Brott, lst v.p.; Holden Welsh, v.p.; John Rourk, v.p.-elect; Charles Nicholson, treas.; Everette Cupit, immediate past pres.; Bob Jaycox, past pres.; Jim Attaway, national dealer director; Jim Yakle, memberat-large.

Directors are Jimmy Hayward, district l; Steve Pigott, district 2;

Rural Carolina dealer profits with good management

EUQUAY-VARINA, N.C., A f- small trading center for a large rural market, has been served by Stephens Supply Co. for nearly 50 years.

Founded during the depression as a country general store, selling feed, seed, farm supplies, hardware and groceries, it has grown and matured to become a full-line building materials dealer. The business handles $2 million in retail and contractor sales with one major facility and two small nearby locations. The FuquayVarina site includes a 10,000 sq. ft. showroom, 40,(X)0 sq. ft. warehouse and five acres of property for expansion. About 2O to 25 people are employed.

Primarily retail oriented, Stephens Supply has four departments (building materials, hardware, plumbing-heating-electrical and decorating) to serve the product needs of its retail and builder customers. A custom picture framing section is due to open soon.

Wray and Fred Stephens, sons of Isaac Stephens, founder, now manage the business which is affiliated with Builder Marts of America. Stephens was one of the first dealers to affiliate with BMA back in 1966.

With amasters degree in education and a teaching background before entering the building materials business, Wray Stephens terms the relationship "very good and productive, especially for me, personally."

"Seminars and workshops were very helpful to me in developing strong business skills and industry acumen," he explains. "We've attended profit planning and budgeting workshops and youth-inmanagement, administration and internal controls and yard management seminars." The firm par-

Story at a Glance

Rural building supply retailer uses modern management techniques . . . gross profit dominates thinking .. . computer reports give prompt comparisons of goals and results.

ticipates in the buying program and uses the advertising program to reach potential customers.

Installing a computer two years ago has brought a psychological change at Stephens Supply. "Profit is now our number one concern," Stephens said. Hoping for atwo year payback on this $80,000 investment, he recovered all costs in I I months with a 690 gross profit margin improvement generated from the date forward.

"Department managers are now managers," Stephens said, "instead of being just buyers and sellers." Because all compensation is tied to gross profit, employees are very concerned about their performance. Everyone checks weekly profit reports to see how they're doing. They compare results to goals set in sales, gross profit and inventory turns.

Other advantages of the Aid-in Management, Inc. system are detailed reports which enable management to solve problems almost daily.