Doug. Fir, Hem-Fir Spruce & Pine

Michael Mclnnes has joined American International Forest Products, Portland, Or. Don Reel, Reel Lumber Service, Anaheim, Ca., reports his children Linda and Don Clark, Clark Tiucking, Orange, Ca., are the parents of 7 lb., 6 oz. Daniel Joseph Clark, bom Dec. 25, 1985.

Mike Sullir,an is the new sales mgr. at Darby Lumbeq Inc., Darby, Mt.

Marguerite Mclnnes has been named pres. of Promac Industrial Wood Components Inc., Bellingham, Wa. Mary l,ewis is now sales mgr.

Hal Reerrc is now in sales at Herbert Lumber Co.. Riddle. Or.

Jack Mclaughlin is the new plywood trader at Simon, Crabtree and Ryan, Lake Oswego, Or., according to Fat Rpn.

John Culp has been named northwest district engineer for the Westem Wood Preservers Institute, based in Vancouver, Wa., according to Chad Niedermepr, pres.

Ken Osborn is new to redwood and industrial sales at Plateau Forest Products. Inc., Albuquerque, N.M.

Fhank Dell, Buffelen Woodworking Co., Thcoma, Wa., has been elected pres. of the Western Hardwood Plywood Producers Association. \iic Garrison, Louisiana-Pacific, is now v.p., and Fbed Bleidr, Buffelen Woodworking, treas.

(Please turn to page 44)

(Continued front page 43) hm McMillan, Santa Rosa. Ca.. has been named Employee of the Year bY HomeClub Inc., Fullerton, Ca. Runners-up included Mary Musson, Ttm TbPson, Margie Robles, Marie Gierstorfer, Karen Krefting, Janell Melvin, John Nishimoto, Linda Sdrmidt and SandY Tompkins.

James W. O'Brien has been named v.p., personnel and administation, at Southwest Forcst lndusties, Phoenix, Az., ac' cording to W. A. Fhanke, Pres. and c.e.o., reporting to James E. Mcllonald, senior v.p., human resources, who plans to retire at mid-year.

Lois Coghlan, Plywood Supply, Kenmore, Wa., is the new pres.-elect of the National Association of Credit Management for the Wa. and Ak. div.

Tim Curtis is the new mgr. of the 84 Lumber Co. store in Beaumont, Ca.

Wade "Buck" Chaney is the new mgr. of Columbia Harbor Lumber Co., St. Helens. Wa.

Donald O. Neltis has been appointed v.p./furance of Alpine Intemational Corp., Portland, Or.

Dee Klein has joined the bookkeeping dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Fleddy Fhngus.

644-1928

Many hardware, home center and building supply retailers-mosrly the independents-do not take full advantaee of good merchandiser displays for piofessional presentation of products.

So says Lance Wilson, national d-i-y accounts manager of Bostitch. He makes two points to support this contention.

(1) Independent retailers are tremendously understaffed. They dont have the manpower to keep lines "streamlined" or make room for displays.

(2) The owner/manager has too little time to listen to the sales rep to take advantage of the best ways to sell their products.

"Point of purchase displays are very important in today's d-i-y business," says Wlson. "hoduct presentation and the information on the displays help in the 'sell itself 'situation. Manufacturers are providing more atfractive packaging with instructions on the outside of the package to inform the customer of how to use the product."

A very positive action is that wholesalers are asking for p-o-p displays and planograms, passing them on to retailers as part oftheir service. "They are seeing the importance of good displays, too," Wilson notes.

As to what a well-structured merchandiser display can do to help a retailer move a product. Wlson says it acts as a "silent salesperson" for the store. He feels it is very important for the retailer to use the display as much as possible the way his supplier recommends. ..We are seeing a four-to-five-fold sales increase when a retailer uses our p-o-p display," Wlson points out. "The retailer must recognize his sales will be higher, if his store is better stocked and merchandise displayed better. "

Flexibility in a display also is impor- tant. The kind of display his sales representatives recommend for a retailer depends on the size of the account, the amount of space available in the store, the product mix, and the retailer's clientel.

"We look for six to eight turns a year and will recommend items the retailer will sell," he says. "We are very flexible and allow the retailer to select merchandise that will sell in his market. We know that some products sell better in some geogzlphical areas than others."

While the newer hardware/home center/building supply operations are taking greater advantage of manufacturers' merchandiser displays, Wlson says there is a need among the independents to do more of this.

"With fewer floor clerks on hand to serve customers," Wilson concludes, "we're helping the retailer sell our products through more attractive packaging in full color, which can be pegboardrack or shelf-mounted on attention-setting displays. All we and other manuiacturers are asking is that retailers take advantage of these merchandiser displays and use them in their stores."

If you're doing business in Alaska or Georgia, you should be on a roll as those two states are leading in the competition for new permanent residents.

California has the distinction of having the most activity. Nearly 18,000 families moved in and more than 13,000 moved out. North Dakota was the loser with the most moveouts.

After Alaska and Georgia, states listed in order as the top 15 attractions are Rhode Island, Arizona, District of Columbia, Vermont, California, Tbxas, Maine, Arkansas, Nevada, South Carolina and Washington. Allied Van Lines compiled the figures as part of its annual analysis of moving patterns.

Issues of current importance will be sffessed at the 1986 Conference with Congress sponsored by the National Lumber and Building Material Dealers Association, Washington, D.C.

The Hyatt Regency, Capitol Hill, will be the location of the March 17-19 meeting. Tax reform, Canadian lumber restrictions and product liability reform are listed for consideration at this "dealer congrcss."

Paul does not rest on his fame as the lumberman,s symbol of accomplishment. New requirements and changing conditions keep him dert to progress.