EXCELLENCE IN MERCHANDISING

for the Tempe operation and for the four other O'Malley yards in the greater Phoenix area.

In addition to the usual dePartments, (nine in all) they have an extensive selection of hobby and arts and crafts. These items have been good sellers and carry a good mark-up. Since the full conversion of the operation to a building materials center (the BMC in the store name) they have gotten heavily into housewares. Not so much the pots and pans varietY, but the decorative type, as well as the hobby items.

They have a well-decorated shelf shop, a beautiful kitchen dePartment with inviting "living" displays and an extensive selection of carpets and drapes.

The customer demographics reveal that most of the store's trade is working people and middle class. Some 70%live in the TempeWest Mesa area. Chief competition is Payless Cashways and a new Angels that opened just after the first of the year. Other competitors, Ron notes, are the travel firms, airlines, autos and most anything that also puts a demand on a customer's disposable income.

Ron Foreman, who began with O'Malleys nearly 22 years ago sweeping floors and working with the merchandise, foresees more good than bad for his operation from the gas shortage. He reasons that it will force many people to stay at home with the inevitable result of more interest in fixing up the home. It will also curb vaca-

Story at a Glance

Excellent O'Malley Co. new store/yard in Tempe, Az., (Phoenix) reflects good planning, strong management .... stress on decor, hobby and crafts, carpets and kitchens reveals their grasp of changing markets . well-stocked nursery dept. is a strong customer pull.

tions away from home which could mean more money for home improvement.

Responding to the electric shortage, they have removed every third light from their large lighting panels in the store and plan an early conversion of their lift trucks to electric from gasoline.

Deliveries to the job site for their contractor customers have so far not been a problem. The breakdown of their contractor trade shows a few "bigs" and the balance in small accounts, a mixture that Foreman feels is good for long term profitability. There is no delivery charge above $25, below it charges are based on a sliding scales.

The store has computerized cash registers. The completed tapes are taken to a central accounting department where a computerized readout is printed for manager

O'Malley manager Ron Foreman (right in no. 1) arid Frank Davis, managing officer, Arizona Lumber and Builders Supply Assn. (2) Corner of their comprehensive kitchen department- microwave ovens are a current fast seller. (3) Comfortable counter in their own deot. lures contractor trade, which accounts for about 60% of volume; it has own entrance. (4) Arls, crafts, other hobby items are big draws, good sellers, note depth of selection in artist paints. (5) Woodland Products' shelves are effec- pAUL BUNyAN trophy, won for store Foreman. excellence and opeiation, is between A computerized printout is no doubt a great asset to Ron Foreman in managing his excellent store. But what he does involves more than facts and numbers from a complter, it is also an artform. It takes a certain feel, a sense, a compilation of experience and art to produce the results evident in O'Malley's Tempe operation. The final result is a credit to everyone in the O'Malley operation. tively displayed in decor dept. We liked that jug of corn whiskey on the lower shelf. (6) Lighring fixtures top the electrical department, note use of cards, bins in gondola. (7) Panel area is fronted by gondola that carries matching nails, adhesives, applicators and related items. (8) How about that for a good vanity display! (9) Nursery area is well stocked, everything from bagged road apples to blooming plants. (10) Clearly spelled out delivery charge schedule avoids misunderstandings, answers customer questions without taking a salesman's time.