Dealers ready for battle

CTAYING competitive - and alive tJ- when the big chains come to town was the underlying concern for independent retailers at the National Lumber & Building Material Dealers Association's recent annual convention.

Frustrated dealers and innovative solutions surfaced during an opening panel discussion, moderated by Tom Joyner, Joyner Lumber Co., Lakelan( Fl., and the next day's lineup of seminars.

To cope with the chains, presenter Jim Johnson suggested frst taking a hard look at your own business. "Focus on your operation and 807o of your problems will be solved," he

Erperimental Store ln Atlanta

An experimental Expo store selling custom kitchen and bathroom design and upscale home items will open by the end of next year in the metro Atlanta, Ga, area

Home Depot is looking for a site to house a laboratory t)?e store similar o one they found successful in San Diego, Ca. Projected to occupy about 100,000 sq. ft. with a 30,000 sq. ft. carpeted and tiled showroom, the store will have a staff of about 175. No lumber or building supplies will be said. Figure out your niche, devise a business plan, get an image, flrnetune purchasing and carefully select and assign personnel, he advised.

OOer speakers included Lynn O. Michaelis, Weyerhaeuser, Tacoma, Wa, on "Lumbetr hices: How High is Up?;" Gene McKinney, Tindell's Inc., Knoxville, Tn., "Incentive Sales Commissions;" Lee Leaman, Home Lumber & Hardware, Rosenburg, Tx., "Bottom-Line Budgeting Today," and Richard Ledermann, Olshan Lumber, Houston, Tx., "Recognizing & Conrolling Theft."

Michigan lumberman Jerry Olrich was installed as the new NLBMDA president, succeeding J. Howard sold, although picture framing, a flower shop, window and floor coverings and custom kirchen counter fabrication are planned.

Home Depot recently introduced installation service at 13 metro Atlanta locations. About 50 local contractors have been recruited to install around two dozen categories of products ranging from ceiling fans to vinyl flooring. Tom Kesling, marketing manager of the new installed sales division, expects to move beyond single installations and offer complete

"Jody" Luck, Manassas Lumber Corp., Manassas, Va., now chairman of the board. President-elect is Ray Nunn, Simms-Moore Lumber & Hardware, Frisco, Tx.; v.p. Joe Orem, Orem Lumber, Bellingham, Wa.; v.p. Roger Scherer, Scherer Bros., Brooklyn Park, Mn., and treas. Jim Wiswell, Barry County Lumber, Hastings, Mi.

Most members dso got to meet for the first time NLBMDA's new lobbyist, Allynn Howe, at the Past President's luncheon. Howe introduced political consultant David Doah whose liberal presentation met with a rather cool reception from ihe overwhelmingly Republican audierrce.

Story at a Glance

Independent dealers from acroaa the country convene In Phoenlx, Az. focus on eurvival amld powerful ware. house chalns next NLBMDA conventlon: Oct. 1993, San Antonlo, Tx.

kitchens and bath remodeling by spring. He expects to offer installed sales in all stores by the end ot 1994.

Club To Expand Membership

Lumbermen's Club of Memphis will vote Nov. 23 on bylaw changes to expand membership to include more people in the industry, including women.

The proposed changes require a two-thirds majority.