Add value to your lattice

Story at a Glance

Offer an assortment of lattice to capture share of growing premium market stronger, sturdier, more stylish wood and plastic lattice panels.

elirrinates the reject strack."

Another alternative is plastic lattice that requires no fasteners or painting. There are two types: plastic injection-molded into a single-piece 4x8 panel and extruded plastic laths that are chemically bonded together. The former look more like uaditional lattice, but also retail for about $30 to $40 per panel.

Variously sized spacings between the laths create different sized openings and entirely different effects. There's a super privacy panel with a 3/4' opening, a regular privacy panel with a 1-314' opening, a 2-518" standard garden spacing and a wider 3-

1/4" spacing. Lath thiclnesses vary from 3/8" up to 1", with even a tiny bitof l-112".

Unfornrnately, there is no objective grading system for lattice and every manufacturer has different machinery that produces different qualities of product. "It's a real buyer beware market," warned Wayne Knutson, sales manager, Ryan Forest Products. He suggests becoming familiar with each manufacturer's selection. Retailers should offer a full line so consumers can compare for themselves and see the higher quality and value of different products.

Where to display and stock the bulky 4x8 panels depends upon a store's space limitations. "To maximize space, many retailers have taken the U-channel displays that come with the shipments and set up a little section with sanples at the service desk," said Don Whittier, Universal Forest Products. "Larger stores can have tle full panels out so customers can touch and feel them."

Yet he feels that since lattice is so versatile, it sells best cross-merchandised with larger projects. 'The more they use tle lattice in merchandising other things, like barbecue kits, the better off they'll be," he said.

Also, if it's a premium panel, play up the higher quality. If it's one of the sturdier panels, stress that it won't come apart. One retailer displayed one of the specially stapled lattice panels curled

,1|| NY company able to reach 125 4lyeam of age is fortunate just to be breathing. But building products wholesaler Wm. Cameron &,Co., Dallas, Tx., celebrates that special anniversary this year reinvigorated and increasing in strength.

Annual sales top $150 million, 7IVo from warehouse inventories. Eighteen locations in Texas, New Mexico, Illinois, Georgia, Michigan and North Carolina serve 5,000 customers in these and surrounding states with a 150 unit trucking fleet. Over I million square feet of storage space hold an inventory of 65 major product lines. The 350 employees include 50 outside and 55 inside sales personnel.

How has Cameron survived - and flourished - for 125 years? 'I think it's the people," said southern regional v.p. Hanell Spivey, a 35-year veteran of the company. "It's our relationship with the retailers. It's a partnership. We're all one. We're both here to do business with each other and to grow. And it's worked real well."

The example was set by its dynanic founder. A Scottish immigrant, William Cameron came to America in 1854 to seek his fortune. He was working with the railroads, as fireman, section boss, construction foreman and then contractor, when tle Civil War broke out, and he enlisted on the Union side. In 1863 he contracted to furnish supplies and feed for the Union Army. After the war, Cameron contracted to furnish ties and other construction timber for the M. K. & T. Railroad as the line was extended southwest from St. Louis. In 1867, he established his first retail lumber yudatWarrensburg, Mo., and quickly established yards at other