Attention Hardware and Home Center BUyefS: Don'tMr.ss the Hardlines Conferencc

Held in conjunction with the first Winter National Hardware and Home Genter Show

January 31-February 2, Las Vegas Convention Center, las Vegas, Nevada

Sponsored and conducted by the American Hardware Manufacturers Association with the participation of the California Retail Hardware Association; the Pacific Southwest Retail Hardware Association; and the Pacific Northwest Hardware and lmolement Association.

Monday

JANI,'ARY 31 LAS VEGAS CONVENTION CENTER

8;3G9:30 a.m.

Hardlines Conference Keynote Address

"DlY-Marketing Bonanza of the Next Decade"

The inaugural Keynote Address in the Hardlines Conference Program will be presented by William G. Mashaw, Managing Director of the National Retail Hardware Association. Mr. Mashaw's presentation will make the case that Do-lt-Yourself is the dominant force-and issue-to be dealt with by the hardware industry both now and in the foreseeable future. He will explore such critical areas as determininq the true potential DIY represents for all segments of the industry; keys to capturing market share; and observations on major players and forces in the DIY marketplace.

3;3G4:30 p.m.

"Modern Store Design Techniques"

The use of color and decor to enhance the retail environment is one proven method of improving your customers' reaction to your store. Color and decor are crucial elements in successf ul merchandising and display, and the practical information provided in this seminar can help you to improve your existing store or to make better, more sophisticated design decisions as you set up your new store. Retailers interested in improving their existing stores through instituting a decor program will learn about reformatting to add emphasis to merchandise; improving tratfic flow and direction; and departmental identification. The new store people will learn, in addition, how to use color and decor to achieve a better exterior and interior blend; to coordinate decor design and store layout; to create an impact that will create sales; and to establish merchandise category dominance. The seminar presenters are recognized experts in the retail store design f ield. They include Llew Reszka, Vice President, Programmed Products Corp., Plymouth, Mich.; and Jim Gray, Staff Director Store Modernization, National Retail Hardware Association.

Sponsored by Pacitic Southwest Retail Hardware Association

3:3G4:3O o.m.

"The 98th Congress: New Beginning or the Same Old Thing?"

The mid-term elections and the lame duck session of the last Congress are now history. New faces in Washington will mean changes in the course this country charts for the next two years. These changes may be merely cosmetic, or they may be profound, deeply affecting you as businessmen and as citizens.

AHMAWashington Counsel, Sheldon l. London, is a seasoned observer of the Federal Government and the legislative processes in the nation's Capital. He will share in this seminar his assessment as to what the hardware industry-and the business community in general-can expect from the newly-installed 98th Congress.

Sponsored by the Americarr Hardware Manutacturers Assoclation

3:3G4:30 p.m.

EAGLE Rrrchase Order Entry System Demonstration/Seminar

The EAGLE System, developed by the American Hardware Manufacturers Association (AHMA) and now being offered through its subsidiary corporation, American Hardware Data Systems, Inc., is a breakthrough for the hardware industry in the area of electronic order processing. Wholesalers and manufacturers currently using, or considering using, computers to speed their order processing operations owe it to the future of their businesses to attend this seminar and learn how the EAGLE System will provide the central link which will allow dissimilar computers to talk directly to each other. EAGLE has been thoroughly tested by hardware industry manufacturers and wholesalers and has proven its worth in terms of reliability, greater order accuracy, reduced paperwork, shorter turnaround time for orders, and improved productivity. Personnel from both AHDS and Informatics General Corp., the timesharing firm selected by AHDS to process EAGLE, will be on hand to provide information on the system, answer your questions, and demonstrate how EAGLE works.

Sponsored by American Hardware Data Systems, /nc-

Tuesday

FEBRTARY 1 LAS VEGAS CONVENNON CENTER

8:3G9:15 a.m.

"The Washington Merry-Go-Round"

This important time slot has been reserved for Jack Anderson, syndicated columnist and Washington investigative reporter. Anderson, a Pulitzer-Prize-winning journalist, has broken stories which have made history, shaken up governments, rattled multinational corporations and shaped the direction of current events.

3:3G4:30 p.m.

'Ten Steps to Better Retailing"

As top management people in your retail firm, you have wide ranging responsibilities which encompass all phases of operating a successful, profitable business. This seminar/workshop will focus on building your managerial skills and strengthening your control over decisions involving inventory mix, customer development, employee productivity, teaching others in your company and financial management. This is an excellent course for all retail owner-managers and will prove valuable as well for anyone interested in developing practical management skills. lt will be presented by Jim Pence, an experienced and entertaining trainer of small business personnel whose background includes over 500 presentations in the past several years to dealers from all 50 states and five foreign countries.

Sponsored by the Calitornia Retail Hardware Associatlon

3:3G4:30 o.m.

"How to Use Co-Op Advertising"

Successful retailers know the value of promotion in keeping their stores before the buying public. This panel presentation will provide helpful ideas on how to improve the productivity of your promotion dollars by using media representatives to assist you in maximizing your co-op advertising potential.

Presenters are Frank Hennessey of the National Advertising Bureau and Joyce Reed of the Radio Advertising Bureau.

Winter National Hardware & Home Center Show

This new marketing service is an extension of the AHMAs activities in sponsoring and conducting the National Hardware Show each August in Chicago, the largest such trade event in the world. The Winter Show will allow exhibitors new access to their western markets, while providing buyers new oppodunities to conduct pre-season business with the principals of their major suppliers.

Approximately 900 exhibitors have thus far reserved in excess of 200,000 net square feet for the inaugural run of this premier winter hardlines event. They will be organized into two divisions. The Lawn Garden and Outdoor Living Division; and the Hardware, Housewares and Allied Lines Division.

Both divisions will be housed under one roof and on a single, vast exhibit floor at the Las Vegas Convention Center.

It is anticipated that this show will have a distinctive

Both will make short presentations and they will then be joined by two retailers who are frequent advertisers and good promoters for a panel discussion. Following the discussion, the floor will be opened to questions from the audience.

Sponsored by the Pacitic Northwest Hardware & lmplement Association

Wednesday

FEBRI,'ARY 2 . LAS VEGAS CONVENTION CENTER

8:3G9:15 a.m.

"How Merchandising Groups Approach the Hardware/Home Center Market" international flavor provided by both overseas firms exhibiting their products for American buyers, and by international buyers invited from throughout the world to attend. Special support services developed by the AHMA Export Committee will enhance these visitors' opportunity to make productive contact with their U.S. counterparts.

Many hardlines retailers have found substantial benefits to their businesses in affiliating themselves with a larger organization in the hardware industry. Presenters Harold Dungan, Chairman of Pro Hardware, Inc., William F Hooten, President of Liberty Distributors, lnc.; and Richard Brant, Managing Director of Sentry Hardware Corp., will share this time in presenting some of the unique advantages to the retailer which come from association with a merchandising group.

"What's New?" New Product Exposition

New products will be given a very high profile at the Winter Show in an exposition setting developed by the AHMA for its Hardware

Industry Week activities at the summer Hard- ware Show. All exhibitors have been rnvited to submit products introduced by them within the previous 12 months. Each entry is keyed to the exhibitor's booth number, making the Exposrtion the most important first stop for the new products buyer who wishes to catch the new products trends early and ride them to profitability.

NEW president (1) Merlyn Jolley and Frank Powers, immediate past president. (2\ WBMA exec. v.p. Chuck Link with Ken Marson. (3) Ted Rosaver, T.R. McMillan, Walt Kozie. (4) Roger Conrad, Donna Slevenson. (5) Hazel & Homer Greer. (6) Axel Friedheim, Clilf Axelson, Paul Hirsh. (7) Don

Mescher. Andv Anderson. (8) 0verview ol the buying shriw. (9) Nita & Mark Balfour. ('10) Norman & Angie Kruckenberg. (11) Don & Diane Ferguson, Susie & Earl Nelson. (12) Kurt Wilson, Jodi & Mike Goff (13) John Jaramillo, Kyle Rainey, Judd Watts.

Ted Hannum. (14) Dick Rust, Luann and Al Cail. (15) Terry Wiggins. (16) Mike Holmberg. (17) Rob MacDonald, Marc Jorgenson. (18) Bill Scates, Linda & Bill Jeude, Lorie Scates. (19) Shawn & Scott Roerig. Jeff & Claire Swan.

C0MPUTEB mysteries are explained away at the Dataline b00th (1) by Julian Apostol0u t0 Kelly, Debbie & Kyla Vance. (2) WBMA's Arne Kirkebo, Sid Voorhees. (3) Steve Ahl, John Mayginnes, Chris Hecht. (4) Linda Soderlind, Dick Lundgren, Rick Barnes. (5) Gary Popp, Ray Taylor, Brian 0gle, Tad Taylor. (6) Bob Mullen, Steve Mattson. (7)

Betty Paul, Joe & Helen Campero. (8) "Jerry" Lauber, Eddie Klune, Helena Gohrick. (9) Ron Divers. (10) Mark Smith, Ken Gohrick, Steve Gray. (11) Greg Lingle, Jackie Reed, Jim Eentley. (12) Jerry & Debbie Mattson, Chuck Cain. (13) Gil Halley, Chuck Lauber, Mitch James. (14) Darlene &

Jim Bender, Cecil Cleveland. (15) Betty Halley, Debbie Fretts, Dick & Barbara Wegner, Dugan Baker, Randi Dillman. (16) Skip 0'Neill, Chuck Graalf. (17) Scott Andreasen, Jack Janson, Tom Read, John Wayno. (18) Shirlev & Vern Greer. (19) Marian & Maynard Hoffmann. (20) Matt Mattson, 8ob Withers, Don Gerretsen.

Wbma Convention

(Continued from page 8) with yourself and your staff.

Market dominance is ideal, but sometimes only dominance in certain items is feasible. Remember, Dill stressed, "it's cheaper to give customers free counter tops than it is to knock 40v/o off the price of the cabinets. "

WBMA's under 35 group, the Young Westerners, then addressed ways to get employees involved in profit making. Panelist Rick Barnes, Knoll Lumber and Hardware, said profit must be explained in terms employees can understand. Motivation should be positive; money and fear are short term only. Recognize achievement.

Mike Bates, Seattle Lumber, said the seven steps were: (l) communicate company goals, (2) let them know what's expected, (3) training, (4) innovation and creativity should be encouraged, (5) reward good performances, (6) enthusiasm must be generated from the top down, and (7) build confidence in your leadership.

Ken Marson, Marson and Marson Lumber, described how his firm had established a profit-sharing plan for employees and owners. He said it can help tie employees to your company, fulfills a social responsibility and aids in retaining key people.

Panel moderator Andy Boyd, Parker Lumber Co., summed it up. "Be a leader," he said, "use what you know and give your people pride in themselves and in the company."

The new president for 1983 is Merlyn Jolley who replaces Frank Powers of Seattle Lumber, the immediate past president. For other officers and directors, see the box accompanying this story.

Next year's convention is set for Nov. 4-8 in Portland, Or., at the Red Lion Motor Inn, Lloyd Center; showcase at the Memorial Coliseum.

Lumber Numbers Worst Since the 1930s

The current depression in the western lumber industry is even worse than that ofthe 1930s according to a California industry consultant.

The study prepared by George A. Craig for a group of timber firms shows that at no other time in the past 56 years has the annual-average constant-dollar price of lumber dropped in each of 4 consecutive years. Price drops in the past two years were the greatest of the study period.

An analysis of lumber demand gives similar results. Never in the past 56 years has the drop in lumber de- mand been as sustained or as steep. In 1982, lumber demand lagged the gross national product by almost 460/0.

In Craig's view, these unprecedented conditions must be understood by those who oppose legislation that will allow companies with expensive federal timber under contract to terminate some of their timber sales. Legislation to do this has passed a Senate committee. He noted that there is much more dependency now on federal timber than there was in the 1930s, so government's concern about solutions should be greater.