HOME GENTER Nf,ERGHANT BILL

FISHMAN

Bill Fishman & Affiliates

11650 lberia Place San Diego, Ca.92128

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named to the Home Center Hall of Fame as a pioneer award recipient. Johnny Walker, a founding director of Lowe's Companies, who passed away last year, will be honored posthumously with the same award. The two men are the first to be so recognized by the council.

It pleases me a great deal that the industry is recognizing "Mr. Max," as he is affectionately known at Forest City. Unlike Walker who had been very visible within the industry since the 1960 s, Ratner has chosen to remain in the background, a quiet guiding force in bringing both his company and the industry to the attention of the public. I know. Max Ratner was my boss from 1960 to 1973.

In the early days the company's main outlet for lumber was the contract division which supplied the construction in- dustry in northeast Ohio. As director of sales promotion I had my hands full trying to promote lumber to the then emerging do-it-yourself market without jeopardizing the contract market.

Today, many independent dealers in the United States still face similar problems. I've heard it many times. "I don't want to carry those cheap studs that the chains are promoting, That's not my image. But if I put my construction grade studs on sale to compete in the do-ityourself market, my contractors will put demands on me I can't meet."

Mr. Max's answer was "Billy, you can do anything you want to promote our lumberas long as it's a short term promotion. Just don't let your newspaper ads establish a new long term low selling price in the market." That was a bold statement in those days considering that the contract business represented three times the volume of the retail business.

Ratner had the vision and the fortitude to develop this untapped market. Let's face it. Prior to the 1960s, lumberyards condescended to allow the public to shop their yards. He, on the other hand, developed stores in which even the nonprofessional felt comfortable. And, in 1960 we for the first time priced and promoted lumber not by the board foot, but by the piece. Remember, even paneling was sold by the square foot in those days. Our counterman had to learn to multiply 32 by rate.

While others in the industry hung by old traditions, Ratner took bold steps. Self-serve lumber departments. Evening store hours. Sunday openings. Branch stores in the suburbs. Installed services departments.

They're standards today but they were a departure in the formative years in our industry. While Ratner wasn't always the creator of these innovations, he must be given credit for allowing his retail team the latitude to try new ventures.

Today, many of the original ll)60 team are in key positions throughout the home center industry. Steve Feinstein is c.e.o. of Eclipse Industries. Harvey Rosen is president of Handyman. Jim Smith is general manager of Builderama. And there's an €umy of merchandise managers, buyers, store managers and success-

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E.J. JOHNSON executive vice president

lltE HAVE MOVED!As of March

UU lst. the ALBSA is situated in new quarters at Suite #560, lll0 E. Missouri Ave., Phoenix, Az, 85014.

The new location is not far from the present facility so the telephone and zip code numbers will be unchanged. The new offices offer a more efficient layout for office machines and equipment and also will be more accessible to the public. We look forward to the change and the opportunity to welcome everyone to stop and visit.

It's convention time again in Arizona. La Ventana a la Futura (the window to the future) is the convention theme. It will focus upon business planning in today's and tomorrow's markets. Some very interesting and nationally known speakers will fill the convention's agenda.

We are most fortunate to have the new Loews Ventana Canyon Resort in Tucson as the site for this 64th edition of the ALBSA annual gathering. Nestled in the foothills of Tucson's 9,000 foot Santa Catalina Mountains. this resort is destined to be world reknown. (Those who don't believe it, should be certain to attend.)

The resort's golf course offers every challenge that both the experienced and casual player alike will enjoy and remember. The resort is making a very special room rate of $68 per night available to our convention. For further details and for registration forms, please write or call the ALBSA office. Convention dates are May l6-18 (Thursday through Saturday).

On the business and educational side, meetings will begin on Friday morning followed by a luncheon with a nationally prominent industry leader as the keynote speaker. The second annual wholesaler's extravaganza will complete the day.

On Saturday, it's back to business with more speakers and programs looking into the markets of the future. Final event will be a banquet and dance.

We additionally welcome those who will be attending the NLBMDA's president's and manufacturer's council meeting (May 14-15) to stay on at the hotel and enjoy our convention and Arizona's hospitality.

Our next board of directors meeting is scheduled for Monday, March 18, in Phoenix. The membership as well as all the friends of the industry are welcome to attend.

Fred Caruso

EIRPIO srowth of MSLBMDA in F.

executive secretary show dramatic growth in all association activities. More dealers and suppliers in more parts of the region are taking advantage of association services.

lthe past four years has created a need for a comprehensive growth plan and assessment of strength, according to Jerry Woodward, Woodward Lumber Co., Las Cruces, N.M., president of the association.

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The MSLBMDA grew Z09o in terms of revenue and activity between 1979 and 1984 with nearly half of the growth occuring in 1984 alone. Figures in a progress report released to the board of directors

Attendance at classes and seminars conducted by the association in 1984 on six different subjects in 14 different locations was 552. This figure was much higher than those from previous years. In 1978, 123 people attended seminars, 199 in 1980,209in 1981, l70in 1982 and.263 in 1983. No classes were held in 1979.

Membership showed a similar increase, based on retailer and supplier dues which rose from $46,640 in 1978 to $105,525 in t-

1984. Figures for 1979, $48,747, and 1980, $50,500, were within a few thousand dollars of 1978. In l98l the total of membership dues jumped to $78,119, $80,212 in 1982 and $96,034 in 1983.

Enrollment in the association's health insurance program experienced similar increases. It grew from 779lives in December 1979 to 3,080 lives in December, 1984. Overall growth ratefor the five years was 29590 with an increase of 2,301 lives. The workers compensation pool grew accordingly with a 10090 increase from 1983 to 1984.

This growth was part of the association's long range planning for the past four years. The need for planning has been intensified as a result of the changes in the industry and the rapid growth the association is experiencing, according to Woodward.

Long-range planning meetings were held last month in Denver. Follow-up meetings will be held throughout the region this spring to allow for input from the dealers and the establishing of priorities for the coming years.

The association also is conducting a survey designed to assess the size and strength of the building materials industry in the Mountain States region. Questionnaires have been mailed to dealers asking for information regarding location, sales volume, customer mix and number of employees.

Results will show dealers how they compare to others with similar situations. Results will be used to document the size and importance of the industry for use in legislative affairs. It also will be used by the association to assess the characteristics of its constituency in order to design programs that meet its needs. Confidentiality will be insured by having a CPA firm handle the opening of the responses.

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