ARKANSASA OKLAHOMA

BOB JOHN execudrrc vtce presfdcnt

TUE DEPARTIvTENT ol Housing

I andUrban Development iscurently considering extending the masonry construction exemption for thermal performance standards for minimum property standards (MPS). An extension of the masonry construction thermal exemption would affect all lumber and material dealers located in Arkansas and all dealers in Oklahoma except for those located in the panhandle west of Beaver.

Masonry construction exemptions now exist in the states of Arizona and Florida. The effect of the relaxed thermal standards for masonry construction would establish a HUD minimum property standards preference for masonry construction over wood frame construction.

Because of the potential negative effect on our wood frame construction industry, should HUD adopt the new staff proposals, dealers are being asked to write HUD Secretary Pierce. Essentially, the letters should demand that HUD withdraw the masonry thermal exemp- tion staff proposal. The prime Congressional sponsor for HUD to reconsider the staff recommendations and restudy the overall issue is Republican Senator Mark Hatfield of Oregon. However, Hatfield needs additional Congressional support. petition can spell the end to many poorly managed lumber yards. One would think that these centers would attract all of the do-it-yourself business, but that ju* isn't so. One of the reasons is because the cusfomer is not a seasoned buyer.

Interestingly, HUD is currently investigating implementing the recommendation of the President's Housing Commission which would eliminate all HUD minimurn property standards in favor of locally accepted building standards. Should HUD succeed in this particular regulatory reform, the entire issue of masonry exemption in thermd standards would become a case by case decision process in all localities.

The Mid-America Lumbermens Association has copies of a background report on this issue available and a sample letter for your use in contacting HUD. Just call and we will be happy to send them to you.

Dates of importance to all dealers in Arkansas and Oklahoma are Feb. 3-4-5, 1983-MLA's Convention in Kansas City, Mo. and March l5-16-17, 1983,National Association's Conference With Congress, Washington, D,C.

When he walks into the large home center,the average clerk knows that he is not professionally trained. He does not give him the attention he needs. Most clerks don't want to bother with an average sale and won't take time to explain how the product can be used. There is no doubt that the customer senses this attitude and takes his business elsewhere. The clerk cannot ulssume that the low income person is the best customer for this type of business. Most are solid middle income families with moneyto spend on repairing their property and doing it the best and cheapest way they can.

It's for this reason that the lady ctstomers should be catered to. If you get her, you got him. But getting women to visit your store means extra effort and possible change in your normal operation.

Many socalled home centers overlook including lumber in their items on display. They contend that they have a yard full of lumber so why bring any of it in. But, just a few square feet of the most wanted lumber and building materid items aranged in the store would make the customer feel more comfortable and give him more ideas than he knew he had. Your consumer never expresses any interest in grades or species. He just wants a piece of wood to do a job or whatever else it takes to go with his project. If it is all out in the opcn where he can see it, if the sales clerk is courteous and treats him as a profitable customer, then he is not only going to buy the items he is looking for, he is going to come back tothis same store when he wants something else.

Of course none of this means anything to any of you if you are not in the do-ityourself business. But, thesc days and times, it's rather hard for ne to irnagine nnyone in our business not pushing for that trade that comes in through the front door looking for help and for something he can buy that will do thejob that he can afford. Show them the merchandise, treat them like valuable sustomers, make courtesy your strongest commodity and you've got it made.

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