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CHECK US OUT AT NO COST TO YOU!

Crow's Weekly Letter is much more than a price report. There are prices, of course, for lumber and panel products. But the market reports contained in each letter help you understand what's behind the numbers. The experience of our peoplewho have been in the fieldis available to you each week. In addition, each letter is f illed with current events and today's thinking. Call us; we'll be glad to let you read us for a month at no cost to you.

SeNing 13 Western States

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenrc

Contributing Editors Dwighr-Cunan, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole ShinnCirculation Louanna Muell

The Merchanl lVlagazine (USPS 79656000) is published mbnthly at 45ffi Cam- p!! Dn, Suite 480. Newport Beach, Ca. 92660, phone tZtl) gSZ-t-SgO. bv The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., ana aOaitional offices, POSTMASTER: Send ad- drlT changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, NEwport Beach, Ca. 92660.

Advertising Offices

Advertising rates upon request. lrom all .states easl of the Rocky Mountains: Contact Jean Waggoner, national sales min_ ager. From Arizona. Nevada and California: Lontacr D_avid Cutler. Both may be reached 3J (714) 852-1990 or by wririns 4S0O Camous Dr., Suite 480. Newport Seac-h, Ca. sj66b.From .Washington State, Oregon. Idaho, wyomtng, Montana. Utah, Colorado and Canada: Conracl Carol Holm at (206) 3400680.or l0l8 Lloyd Building. Seartle, *a. 98101

Subscriptions

Change of Address-Send subscription orders and address changes to Ciiculation Depr.. The lvlerchanr Magazine. 4500 Campus Dr.. Suite 480. Newport Beach, Ca. 92660. Include address ldbel from recenr issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one vear: $l5two years: $20+hree years. Foreign: one year payabte in advance in U.S. findsCanada or lr4exico: air-935; surface-g3O; South America: air-955; surface-$30; Asia: air-$68: surface-$30: Europe: air-$98; surface-$30. Single copies-$2i back copies-$3 when available plus shipping & handiing. The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 westefn states.

DAVID CUTLER editor- publ i s

"As it says here in the brochure.

I N THIS special issue on redwood, we discuss I in several places the literature and other promotional materials available to help sell the product. But there is a problem here. Not in the literature itself as it is often of very high quality. Rather, the glitch is in distribution, or should we say lack of distribution. And the problem is not confined to redwood by any means.

Too often manufacturers' printed literature and videos just don't make it through the channels to the ultimate end user. Wholesalers don't always do the job they are capable of doing in ensuring that these promotional devices get to the retailer for his use with the consumer. Some builders say they don't receive instructional matter that would save cost and headaches for all concerned. Good retailers' requests to suppliers for sales backup literature sometimes go unfilled.

This is not to say that each level can go blameless in the literature wars. Too much literature from manufacturers is misdirected, poorly thought out and contains instructions

*u,.un charitably be called murky. Wholesalers who are eager for support materials have been stymied when products arrive without sales and use instructions. Retailers have been known to regularly accept sales material provided by their wholesaler and stick it under the counter, where it never again sees the light of day. And how many salesmen have a car trunk full of once beautiful brochures moldering away forgotten and unused?

These dropped opportunities represent a considerable number of dollars lost. Each level of the chain: manufacturer, distributor/wholesaler and retailer needs to make a concerted effort to do what he can to regain sales previously lost to these lapses in good marketing.

Most, but not all, sales literature and videos we see are well done and perform their function of attracting, informing and instructing the customer or user. They're too good to treat lightly. Better utilization is not one of life's unsolvable problems. Just grab a brochure, grab a customer and go to work.

The lumber business demands orderly, eff icient and safe storage of many sizes, shapes and grades of wood. For Jones Lumber and Jones Wholesale Lumber that meant helo from Sammons & Sons.

"Sammons has been in the material handling business for nearly as long as we've been selling lumber. As our business grew, we knew that more efficient storage was the answer to space planning and inventory control," states Rod Jones, president of Jones Lumber.

"But more importantly, the organization of our lines has given us a new perspective on inventory control. By separating each product by manufacturer, as well as individual type/grade, we can immediately verify visually stock on hand for those emergencies that pop up so often at the last moment."

"Sammons has had a significant impact on our material handling needs. We would recommend their products and expertise highly."

Whether it's cantilever racks, pallet storage, box storage or any other material handling need, Sammons can design a system for you. For over fifty years Sammons has been the name you can rest your reputation on.

Sammons...

Value lor America's lndustry.

0UTll00R living areas such as this look better and perform better with new seasoneo garden grade redwood. Reduced moisture lessens chance of stainino.