MARKETING ERA

(Continued from Page 40) l89o characterized their companies as more marketing oriented than merchandising oriented. o 67o/o believed their companies placed more emphasis on a marketing orientation at the Present compared to three years ago.

Nearly half felt that their main competitors had become more marketing oriented in the past three years.

Among the key organizational changes made in the last five years, which were consistently more prevalent among "marketing oriented" companies, were:

. More emphasis on competitive market position o More precise definition of who customers are

Increased emphasis on market share goals

Increased emphasis on ROI performance measures

The most notable difference between "more marketing oriented" companies and the remaining retailers, in the terms of organizational changes, were the unusually high incidence of "increase in senior marketing professional's influence on key decisions."

As indicated by the principal responsibilities of chief marketing executives, the overwhelming majority are largely filling an advertising/sales promotion function as opposed to exerting strong influence over vendor and merchandise selection. merchandise presentation, or assortment planning-all still largely controlled by the chief m erc h a ndrsrng executive.

These findings suggest that the current organizational structures in retailing are largely geared toward the demands imposed within earlier operating environments. During earlier periods, the marketing department (if there was one) was a relatively specialized, functional area--{ften "outranked" by finance, management in- formation systems, legal, property and development, operations, and merchandising.

The Management Horizons report suggests that a new organizational structure will evolve to support the heightened importance of the marketing concept within the retailing organization. This organization will correspond with a more systematic marketing program.

The report cites an example where the retail marketing organization was divided into new subfunctions which develop and implement the central marketing plan: o market positioning o market communications o merchandising strategy

. inventory management

The report explains that an organization which focuses on the above subfunctions can improve its knowledge of customers' needs and wants, merchandising decisions, targeted communications and control and feedback.

Weverhaeuser is committed to FirstChoice Service every stepof theway Noexception.

COmpetitive Pricing

weyerhaeuser prices are alwavs comoet trve You can co;nt on it. You can aiso counl on consistent quality of products at the best value in the industry Day in and day out

Reliable DeliVery when weyerhaeuse, peop,e s,ve you their word, you can rely on rt Allorders will be shipped when promisedon time. No excuses lf a problem does occur, we will go the extra mile lo satisfy ou'cLstomer

COnSiStent QUalitV weye, r'aeu se r-p rod u ced p rod u crs -re. are rneasured against rigid q'uality control standa'ds. We will not cut corners You can relv on Weverhaeuser oroducts to meet vour l- - performance expectations Products purchased for resale by A- Weyerhaeuser will meet the same demanding requirements. lf it - comes f rom us. vou can count on oualitv,

Dependable ServiCe weyerhaeuser

customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating their needs and staying ahead with new products and new ideas. And ourTrading Centers are primed to give you prompt service on all direct-mill needs,

PeOpleWhO Cafe you wir arways ser a quick respons6, accurate information and insightful cooperation f rom the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred supplier. Your respect is Weyerhaeuser's top priority. We will never take it for granted.

"We buy frorl We'/erhaeuser because ine itral'rc name s rnstantlv recogntzed b'y/ our customers. Ctner i'eascns are predrciab ity of supD',, qood open ccrr-, tTi..t i-licat ol-ls Droduct I'rirovat oa anai re aD:e r Sii-l-rrrltotv/e xe dort'r61 f''trsilcss wrll-r str-a qht shooter',:, ljaf i,aL.r lari'y, \,vitert llo pi'lce rs lqht "

DAVID STANLEY

Prgg lgrrt

Pay ess Cashwa','s Kans:rs C tv MC

Bill Scott has been appointed asst. sales mgr., Redwood Lumber Div., Simpson Timber Co., Arcata, Ca., according to Ron Skufca, mktg. mgr.

Gary R. Aldrich, senior v.p., Van Daal Inc., Renton, Wa., has been named gen. mgr. of the Van Daal Alaska Div., Anchorage, Ak., by Paul D. Thieme, pres.

Pat Hunter, Waldron Forest Products, Sacramento, Ca., and his wife, Jennifer, are parents of a l0 lb., I oz. son, William Jacob, born Dec. 28. "Little Jake" is his nickname, according to his grandmother, El Louise Waldron.

Paul Gaboury, retired owner of Golden Gate Lumber Co., Berkeley, Ca., has permanently retired after a two year trial and welcomes all to visit him and tour his all-wood home at Alamo. Ca.

Alexander Krajsek is now mgr. of the service dept. at Acrowood Corp., Everett, Wa.

Charlotte Davis is now exec. v.p. at Dwight P. Hughes Co., Selma, Ca.

Harry E, Unruh has been named exec. v.p. of Canfor U.S.A. Corp., according to Dennis R. Huston, pres. V. Paul Ferguson has been named acting v.p., trading operations. Steven M. Coontz is a new lumber buyer in the corporate purchasing dept., Boise, Id.

Philip Larios is the new mgr. of Hayward Lumber and Home Supply, Hollister, Ca., replacing Don Allen who has retired after 38 years in the industry.

Edward F. Bohrer, pres., ,Lumber Dealers Supply, Pocatello, Id., received a Paul Harris Fellow Award from the Pocatello Rotary Club.

Monty Reese has been named corporate director of advertising for Handyman Home Centers, San Diego, Ca., according to Tom Vertetis, senior v.p. of merchandising and advertising.

Milt Skutle, who has been named pres. of WindowVisions, Kirkland, Wa., will remain senior v.p. of its parent co., Timberland Industries.

John R. Erickson is the new director of the Forest Products Laboratory, Madison, Wi., replacing Dr. Robert L. Youngs who has retired.

Richard L. Forrester is now regional sales mgr. for Bruce Hardwood Floors, Dallas, Tx., in the 12 western states including parts of Canada and Alaska.

Steve Hagen, Blevins Lumber Co., Napa, Ca., spent two recent weeks in So. Ca. on business.

Bill Sullivan, Golding Sullivan Lumber Co., Westminster, Ca., and his bride, Nancy, are honeymooning after their Feb. 14 (Valentine's Day) wedding.

Greg Woods is new to sales at Far West Fir Sales Co., Huntington Beach, Ca., according to John Weslon.

Kenneth Kermes is the new exec. v.p. ior finance and corporate development at Black & Decker Manufacturing Co., Townson. Md.

John A. Campbell is the new exec. v.p.forest products operations at The Pacific Lumber Co., Scotia, Ca., succeeding Warren D. Flinchpaugh who has retired after more than 38 years with PL.

Ken Gohrick, Palmer G. Lewis Co., Auburn, Wa., his wife, Helena, and the PGL Spokane, Wa., branch mgr. "Bud" Johnson and his wife, Kathy, vacationed in Mazatlan, Mexico in Jan. Kathy placed 3rd in an international lOK race held while they were visiting.

Fred Crawford. Jim Robinson. Ed Cullinan and Jeff Brown are new salesmen at Bel-Air Door Co., Alhambra, Ca., according to pres. Sam Fineman.

Jeffrey L. Feltwell has been promoted to asst. mgr. of the Idaho Falls Building Materials Center, Idaho Falls, Id., according to James C. Beardall, pres. and c.e.o. of Anderson Lumber. the parent co.

February,1985 l-rank B. Wilson, pres., Paramount Suply Co., Inc., Idaho Falls, Id., has been chosen as Business Associate of the Year by the Gem State Charter Chapter of the American Business Women's Association.

Rich Stanton, Bob Kavli, Carl Hawks, Bob Frederick, Debra Czapski and Jim Bramlel have joined Rivendell Forest Products, Ltd., Englewood, Co. Ron Robbecke, Carol Piatek, Steve Nava, Mike Nasser, Dale Lowry', Paul Brooks, and Don Boone are new at Jeu'ett-Cameron Lumber Co., Lake Oswego, Or.

Donald Earls, Union Camp Corp., is the new pres. of the National Particleboard Associatron, Silver Springs, Md.; John LaFores, Willamette Industries is v.p.

D. Mark Kable, formerly of Caradco Corp., has been appointed gen. mgr., Setzer Forest Products. Sacramento. Ca., according to Mark D. Setzer, sales mgr.

Ray Sedall is now assisting Bill Buettner at his office in Santa Monica. Ca.. in buying for United Wholesale Lumber Co., Montebello, Ca., as well as representing Hirt & Wood Lumber Co. in the area.

Gwendolyn Lee has been appointed gen. mgr., Fairfax Building Supply, Inc., Fairfax, Ca., according to J. Clyde Strouss, pres.

Hanford Gruher is now western regronal sales mgr. for Fabco Fastening Systems, Townsend Div. of Textron lnc., according to John Stargle, gen. sales mgr.

Gary Skria has been named district mgr. of Ernst Home Centers in the south Puget Sound region of Washington; other nerv district mgrs. are Kelly McCauley in eastern Wa. and Id. and Dave Palmerson at Von Tobel's in Nv. and Wy., according to Steve Bean,director of operations at Seattle, Wa.. Ho.

Jeff Hunt, Plywood and Lumber Sales Inc., Oakland, Ca., has just returned from Ct., Ma., Vt., and N.H. on a mill trip. Pat Kozisek has returned from a Los Angeles, Ca., sales trip.

Jim Batchelder, Koppers Co., Sacramento, Ca., is the new pres. of the Western Wood Preservers Institute. Chad Niedermeyer, Niedermeyer-Martin Co., Portland, Or., has been elected v.p.; Bill Bond Jr., Perma-Post Products Co., Hillsboro, Or., sec; and Karl Mosher, McCormick and Baxter, San Francisco, Ca., treas.

John A. Georges, pres. and c.e.o., International Paper Co., will be chairman of the board after F.dwin A. C'ee retires in April. Paul H. O'Neill, senior v.p., will become pres., and Victor A. Casebolt, v.p. and group exec., industrial packaging, will become senior v.p.

John R. Wydick, lumber sales rep., Canfor U,S.A. Corp., Boise, Id., has received the Manager's Award for the Idaho division..

Joe Tidwell, exec. v.p,, All-Coast Forest Products, Inc., Chino, Ca., has returned from a week of cow punching in Bogota, Tx.

John Kowal, Andy Watts and Scott Woods are new in the customer service department at Canahl Lumber, Lake Arrowhead, Ca. Jim Willis, formerly with Anaheim mill, has rejoined the co. at Lake Arrowhead.

B. Taggerl Edwards, former senior r.p., St. Regis Corp., is now exec. v.p., timberlands construction products, Champion International Corp., Stamford, Ct., replacing William H. Burchfield, who is now exec. v.p., business management. Gert E. Schumann. previously senior v.p., international operations, St. Regis Corp., is now in charge of international pulp and paper mfg. and business conversions, as well as exportation for Champion. F. Daniel Wilder, formerly senior v.p.. corporale engineering, management information services and materiais, Champion, is the new senior v.p., human resources.

(Please turn to page 50)

Personals

(Continued from page 49)

Donna Johnston has been named employee of the quarter at Ernst Home Center in Pocatello, Id. Diane Barnes received the honor in ldaho Falls and Ken Miller at the Nampa store.

Norm Wendell has joined Gemini Forest Products, Los Alamitos, Ca., according to Ted Pollard and Dale Bacon.

Dur Sayre is now v.p. of sales and marketing at Farwest Paint Co., Tukwilla, Wa.

Jim Fox has been promoted to mgr. of special products at Lanoga Corp., Seattle, Wa.

Jim Capponi, PGL div. mgr. at Palmer G. Lewis Co., Inc., Auburn, Wa., is also managing the PYS div., succeeding Carl Liliequist, now director of corp. marketing. Gary Popp is now in charge of PYS sales development; Denny Larson, Spokane mgr., has moved to PGL div. sales mgr. Other changes: Bud Johnson from Marysville to Spokane as mgr.; Bod Dunn, Bremerton sales to Marysville mgr.; Gerald Grider to Tigard mgr.; Todd Eisinger to head accountant Sea-Pac Sales: Todd Marker to Auburn industrial dept.; Ken Bloom to Auburn product buyer; Rich Toy, to Alaska/ Tacoma buyer; George Shea to Bremerton outside sales.

Hal Smith is the new executive \'.p. at Builders Emporium, lrvine, Ca.

Randy Fulks is new in the sales dept. at G&R Lumber Co., Cloverdale, Ca., according to Marty Olhiser, sales mgr.

Lawrence R. Pugh has been elected to the board of directors of Black & Decker. He is the c.e.o. of VF Corp.

Frank Robinson is now a senior v.p. at Builder Marts of America's dealer div. Michael Johnson has moved from v.p. building materials to v.p.,/businesS development.

Richard W. Beckman has been appointed v.p. of finance and administration at Yorktorme, a unit of Wickes Cos. Inc.

John Markley, has resigned from W.R. Grace, Western div. rather than accept a promotion which would return him to New York.

Greg Hanes has joined sales at Bohemia, Inc., Eugene, Or.

Nadine Wooley is now at Jewett-Cameron Lumber Co., Lake Oswego, Or.

Phil Barnett is now with Yuba City MiUwork, Inc., Chico, Ca.

Randall Denos is now director, marketing Wayne S, Barlow is now resident mgr. of and sales, at Hydro Systems, Inc., the Publishers Paper Co. mill in NewNorth Hollywood, Ca. berg, Or., according to Winslow H. Richard B. Madden,chairmanand c.e.o., Buxton, gen. mgr., pulp and paper. Potlatch Corp., San Francisco, Ca., H. E. "Bud" Poe is now sales mgr. for was named to the Bils,nes.r Week 50 outside sales at United Lumber Co., list. Anchorage, Ak.

Bill Ferguson, Don Gregson, [*roy Jesfield, Tim Maple, Chris Purcell, Chuck Milan, Walter Von Floton and Neil Wierenga are new members of the Inland Empire Hoo-Hoo Club.

Walter Long has retired from Canadian Forest Products, Ltd., after 38 years in the industry.

J. Peter Grace,chairman and c.e.o,W.R. Grace & Co., has been named the 1985 recipient of the Spirit of Life Award presented by the Hardware/Home Improvement Industry Council.

Rick Berle has been named pres. of Zynolyte Products, Compton, Ca.

Jerry Caperton has been promoted to comgr. at 84 Lumber Co. in Santa Rosa, Ca.

Lynn Oleaum has retired from the flooring dept. at Mungus Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

1 Finishing Trim

Fascia board, decking, beams, railings, screens, etc.

2 Tkims

Window anddoor setsmitred and packaged as sets or random.

3 Sidings

Pre-cut and/or random length.

4 Balusters

Clear and appearance grades.