SOUTHERN ASSOCIATION

Hilton, Lafayette. He will detail the NLBMDA's success in building a shong legislative network and outline the Managing for Excellence program to be initiated in January.

Smick will also keynote LBMDA's first annual awards and installation banquet. A wood dust & heated wood seminar conducted by representatives of the American Forest & Paper Association, NLBMDA, Elder Wood Preserving and LBMDA will review OSHA HazCom Standards. Exhibitors will host a luncheon during the table top presentations.

Wallace Poole, George Kellett and Steve Ashy are serving on the nominating committee.

Mld-America Lumbermens Assoclation under the direction of vice president Bill Plyler, John Plyler Home Center, Glenwood, Ar., is re-establishing the Arkansas State Committee to deal with issues and concerns that affect lstail lum- ber dealers and suppliers on a state level. Over 40 dealers attended a meeting Oct. 13 at Commercial Lumber Sales, Nortb Little Rock, to discuss possible revisions in the Arkansas lien law.

Regional manager Truman Hall is assisting dealers in contacting legislators. Jerry Caldwell, president, Caldwell Lumber Co., Wynne, expressed the need for an annual statewide meeting with seminars, speakers and other events reflecting mutual dealer needs.

Mtssissippl Bulldlng Materlal Dealers Assoclatlon has sold all booths for the 1995 convention and building products trade show March l6-18 at Treasure Bay Resort Hotel, Biloxi.

Kentucky Lumber & Building Materlal Dealers Association is soliciting exhibitors and sponsors for the 90th annual convention Feb. 6-7 at Marriott's Griffin Gate Resort, Lexington.

Management Changes lmprove Wickes' Profit

Empowering sales people t0 make decisions and giving managers direct telephone contact with president Douglas Woods is proving healthy for Wickes LumberCo.

Faced with $50 million in losses and sliding sales, the company reorganized in early '94, cutting senior managers, giving salespeople decision-making authority and instimting the practice of having the 12 district managers report directly to Woods by telephone each Monday.

"Having too many people making decisions slowed down the organization," explains George Bajalia, chief financial officer.

By the end of the second quart€r in June, Wickes had a 1057o improvement in income with a net of $7.36 million. Revenue improved l47o to $259.2milIion.

Purchasing and outside sales also were sFeamlined. Three management and two vice president positions were eliminated in merchandising, replaced by a morning conference call between managers and the vice president of merchandising.

Concentrating on the professional customer, stores are staffed by only three people, all with constructifrr ex- perience. Little auentim is paid to location or size since most sales are now handled by a nationwide team of 400 visiting construction sites.

Using laptop computers equipped with modems, they give the contractor the prices on the spot and arrange fm delivery within Z houn. Nearly 70% of Wickes sales are delivered.

"The builder is looking forproduct right now, even if be must pay a slight premium," Bajalia said. "He's not going to stop construction to run down to the neaest Home Depol"

The outside sales system was started two years ago with one salesperson. After the pilot program racked up a fi% increase in sales, it became company policy.

Delivering materials the way a builder wants tro receive them is emphasized o all employees. 'Builden want what they're going o use first loaded on top," Bajalia said. 'If it isn't done, they spend houn moving supplies to get to what they need."

A sateuite communications network is in the works to replace conference calls with interactive video teleconferences. The system will also be used to educate salespeople about new products.