Profit fr0m our abilities to serve you

over 6,500 special order options are available within our specialized capabilities lor kiln drying, surfacing, and profiling from a 34-million foot inventory devoted exclusively to redwood, c6dar, and fir finish.

the latest technology in computer controlled dry kilns, totaling 100,000 foot capacity, provides customized facilities to kiln dry to exact specification.

fully automatic, seven spindle, state-of-the-art moulder teams with companion resaw and planing mill equipment to ;Iff

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cu s tom pa t te r n' our broad spectrum of choice affords an outstanding opportunity to combine grades, patterns, dimensions, and drying specifications, with an exprienced, single source of supply for redwood, cedar, and fir finish.

Copilol-ize on our speciolized obililies lo enhonce your Profil-obility. Manufaclurers and distributors of Redwood, Cedar, and Fir Finish products

Serving

Edltor-Publlsher David Cutler

Senlor Editor Juanita Lovret

Asslstant Edltor David Koenig

Contrlbuting Editors Dwight Curran, Gage McKinney, Ken Thim

Art Dlrector Martha Emery

Staff Artist Carmen Wollerman

Circulatlon Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly et 4500 Campus Dr:, Suite 480, Newport Beach, Ca. 92.660, phone (714) 852-l9m, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach. Ca. 92660.

ADVf,RTISING OFFICES

Advertising rates upon request.

F'rom 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 washinglon State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 114-3773 or 21819 77th Place West, Edmonds, Wa. 98020.

Change of Address-Send subscription orders and address changes to Circulation

Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $1 1-one year; $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35: surface-$3O; South America: air-$55; surface$30; Asia: air-$68; surlace-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

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

Editoriat

Are you sure the check's in the A S COMPETITION has grown fiercer in re- Fl cent years, so has the need for stricter controls on company credit policies. Retailers and wholesalers alike are increasingly aware that all those beautiful gross sales numbers can turn to dust if sloppy credit practices turn potential profit to actual loss.

Some suggestions to help you keep the dreaded red ink off the ledgers:

Monitor the age of receivables. Set standard responses at definite time periods, i.e., 30 days, 60 days, etc. Compare your collection and bad debt ratios to industry norms. Don't be satisfied with an average rating; work hard to be in the most efficient bracket.

Be strict when allowing volume or time discounts. Don't allow a customer to take a 10 day discount when you don't actually get your money for 15 or 20 days. Don't be reluctant to ask for payment up front, either full or partial, if

mail?

DAVID CUTLER editor- publisher

you think payment may become a problem. This bit of good advice, however, had best be tempered by actual circumstances, lest you alienate a present or prospective customer. Obviously, the better you know the people, the more effective your judgment will be.

Commissions to sales people can and should be adjusted downward if it appears they are selling to obvious credit risks or are not following company guidelines on credit. Encourage slow pays to respond promptly by offering cash discounts. If this doesn't work, try penalties.

Whenever possible, try to obtain personal guarantees. It may just keep the real flakes from hiding behind a bankruptcy.

Don't be put offby debtors' sad stories or less than 100% payment. Keep in mind that they ordered the materials and promised to pay. They owe you the money and they ought to pay. No ifs, ands or buts.