CT]STOM MILTING fte

Whether )'ou're seeking the best in hardwoods' millin.q ser-r.ices or a combinettion, Mercury Hardrvood ciln provide whatyou want right now.

We hi.rve 30 veitrs' expel'ience getting the job done cot'rectlv und on time.

A wide relnqe of mouldings' panel products, manv c:trried in stock, complement our hardwood inventoty. And ifwe rlon't have r.vhat -vou lvitnt, r've know r.vhere to get it. At a firir price, too.

EQuallvr rve hitve the peoPle who can expedite your service needs and tend to vour purchtts- ing req[uirements. Our sitles people are larorvledgeable industrv veterans who know hrrrdwoods. They can help vou choose the species best suited to youl needs. Then ttssist -vou with any rnillinq thut is required.

Our mill does strtright line and gang ripping, rnoulding' lesawin.{r cut-to-len gth and surfrcin.q as well as tr variety of custom work for that hard to fill requirement.

Mercurv Hardwood htls the products and selwices supported bv a customer oriented attitude vou'll find refi'eshing.

We wunt to be vour hardwood company.

MERCURT

Hardwood Lumber Co.

Don Nystrom

Larry Lantz

Jose Salim

14166 Nelson Avenue

P.(). tsox 2406

Citv of Industtv, Ca. 91746-0406

FAX 818-336-7111

(818)968-9,322

Seruing the lumber and home center makets in 13 Western StatesSince

JANUARY

Easy Ways To Reduce Material Handling Losses

Check List For Federal Trucking Regulations

How To Avoid Problems Of Undercharge Claims

Tips On lmproving Delivery ln The

Of Advantages Of Equipment Leasing

Yard Mules Prove They Have Pull In The Yard

L-P Continues Baja Venture Despite Criticism Northwest Dealers Begin 1990 With Optimism

Hus

Ahska & Hawaii

Serving 13 Western Sfales

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Associete f,ditor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Dhector Martha Emery

Staff Artist Ginger Johnson

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly dt 4500 Campu h., Suite 4E0, I{€ryport Beadr, Ca. 92660, phone (714) E52-190, by The lv1erchant lvla.gazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The IVlerchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.

Advertising Offices

Advertising rates upon request.

From all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From Washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Hofm at (206) 774-3713 or 21819 77th Place West, Edmonds, Wa. 98020.

Change of Address-Send subscription orders and address changes to Circulation Dept., The lVferchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscrlption Rates-U.S.: $l l-one year; $17+wo years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$30; Asia: air-$68t surface-$3O; Europe: air-$98: surface-$30. Single copies-$3; back copies-$4.SO when available plus shipping & handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels of the lumber and home center markets in 13 western states.

DAVID CUTLER editor- publisher

What's your New Year's Resolution?

llt E'VE suggested some New Year's resolu- It tions below that are sure to make 1990 more pleasant and profitable for you. While most are directed at dealers, there's plenty here to involve wholesalers and distributors.

Find a "niche" and market to it

Develop an effective inventory plan

Revitalize kitchen and bath displays

Shop competition and devise a plan to beat them

Take a more active part in your association

Make signing and shelf talkers more benefits specific

Try direct mail advertising to contractors

Have a contractor appreciation night

Serve lree coffee to early morning customers

Sponsor a youth team as a promotion

Provide local newspapers with news of new employees, promotions, how-to clinics, etc.

Try a customer-is-always-right policy for returns

Emphasize add-on sales

Be more friendly and attentive to customers

Set up a system to cut shrinkage

Sell more projects

Make the store a pleasant place for both customers and employees

Look for ways to give customers extra value

Survey your market area, identify customers

Take a good look at the negative effects ofdiscounts

Use co-op advertising as a competitive edge

'Make a commitment to computer technology

Expand employee education programs

Focus on customers' wants and needs

Be more innovative in merchandising

Institute a cost cutting program

Keep up with changes in the industry

Spend more time on the sales floor

Concentrate on improving inventory turns

Analyze deliveries for profit or loss

Get rid of tired, dusty displays

Clean up the store, wax floors, wash windows, paint where needed

Repair and landscape parking area

Encourage employees to be better groomed, more neatly dressed

If you tell us at this time next year you've accomplished all of the above, we doubt we'll believe it. But if you manage even a few, you'll know your time was well spent. But don't wait, start today.