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More Personals

(Continued from previous page)

Wade Mosby is now lumber sales mgr. at Roseburg Lumber Co., Roseburg, Or'

Jack Kucera is new to the public relations staff of Georgia-Pacific, Portland, Or.

Michael Clausen is now sales mgr., western region, for States Industries, Eugene, Or., according to Pete Geertsen, v.p,, sales and marketing.

Ellen B. Szydlowski is the new director of marketing for American Forest Products Co., San Francisco, Ca.

Dennis Miller has joined, Hampton Industrial Forests Products, Portland, Or., as gen. mgr., of industrial sales according to Gordon J. King, pres.

Gary Kleinjan is now covering the No. Ca. market for Rubbermaid Inc., Wooster. Oh.

Robert L. Watts has been appointed v.p. -Ca. operations at Simpson Timber Co., Arcata, Ca., according to Gil Oswald, pres. at Seattle, Wa.

David Reeve is now in the Newport Beach, Ca., office of Al Peirce Lumber Co., Coos Bay, Or,

Mike Parli has joined Knollwood Corp. at their Hq. office, Santa Rosa, Ca. Dick Voelzke has joined sales in So. Ca.; Mark Dippel has joined the Portland sales force.

Hugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax, Nv., stopped in Hopland on their spring buying trip to No. Ca. They had a good visit with Elaine Wingate and looked over her wholesale lumber and custom milling operation. They report 4x2's are selling as well as 2x4's.

Construction Costs to Rise 2.5o/o National building construction costs are expected to continue the pattern of escalation established in the prior quarter, according to the latest Turner Construction Co. Building Cost Forecast.

The forecast for the first quarter of l98l is 2.5V0 above the fourth quarter of 1980 and 10.390 over 1980's first quarter.

Price increases for construction materials and equipment during the fourth quarter continued to be somewhat restrained by the overall drop in building activity. The first quarter of 1981, The Turner forecast says, appears to be following a similar pattern.

THE IMPoRTANCE of energy-saving home leatures to buyers is most evident when compared to the appeal of traditional new home amenities, according t0 a survey ol builders by The Dow Chemical Co. Asked to rate the importance buyers placed on a variety of home features, two of three buitders (67%)rahked attic insulation as extremely important, followed by wall insulation (63%). Kitchen appliances and central air conditioning, long regarded as mosl popular with new home buyers, were ranked al 49'/" and 42% respectively. Storm windows were cited as extremely important among buyers by 43%. otner traditional amenities suclr as a fireplace (I2%), pafio (18%) and landscaping (15%) were ranked at the bottom oi the buyers'shopping list.

Room for lmprovement

Management should never be satisfied with good performance from salespeople. A constant search should be maintained for areas of improvement.

Even top salesmen may be ignoring the less popular line. items in the product line or failing to find potential customers in their area.

One way to avoid problems is to make joint sales calls routinely to be sure that people aren't sliding over products or neglecting sales techniques. Another is to assign additional salespeople to search for new customers and develop new accounts in all territories.

CALIFORNIA FOREST PRODUCTS

436 14tb St., saite 404 OaAland, Ca. 94612 (415) 46r-2658

John Wilton

Redwood and Douglas Fir Lumber. Cedar Shakes and Shake Felt

Plywood Siding and related items

"Where Dependability is More Than a Phrase" gamnl W tabrnlp Lurtrbp,r

D0WN UNDER in Australia, Jimmy Jones (second 1r0m left), past pres. Hoo-Hoo Inlernati0nal, the fraternal order 01 lumbermen, visited seven clubs and helped to starl a new one at Port Mac0uarie in Oueensland. Meeting with him in Melbourne were (left to right) Ron Caddy, Kevin Kelly, second v.p. of Hoo-Hoo International, and Brian Tutton, past pres. of lhe Australian H0o-H00 organization.

Hem-Fir Hemlock

Douglas Fir

GREEN oT DRY o DIRECT MILL

SHIPMENTS . LCL r GARGO o

RAIL . TRUCK & TRAILER .

PRESSURE TREATED LUMBER

Yard & Offlces: End of Alrport Rd. P.O. Box 723, Uklah, Ca. 95482

Phone CORDES LANGLEY. ROGER HOWARD:

(Continued from page 28)

Personally, I find it difficult to do any shopping during regular work hours. My wife and I, and the kids too, shop after dinner or on weekends. So do our friends. That's why major chains and department stores are open late and Sundays too. Yet, many in our industry hold to the traditional 7:30 a.m.-4:30 p.m. Weekdays, 7:30 a.m.-Noon Saturdays, and closed on Sunday. For the typical d-i-y customer these are terribly inconve- nient shopping hours.

I've listened to much rationale as to why some lumber dealers fight altering their hours. "We tried it last year for 3 weeks and didn't do enough volume to pay for keeping the lights on." It takes longer than 3 weeks for new hours to catch on. It could be 6 months or more before the effectiveness takes hold, but the long term results can be measured in new customers and higher volume. By the way, the last hour the store is open each day will be the slowest traffic count. If a retailer is open till 9 P.M., traffic will taper off starting at eight. But if he then stays open only till 8 p.m., traffic begins to die at seven.

"Our customers find the current hours acceptable." Opening longer hours could expand the customer base. I've had retailers fight staying open later than noon on Saturday even though their highest hourly volume is recorded on that day.

"Nobody else in this neighborhood stays open at night." That'r"l a good reason not to alter hours but it may also signal that it's time to do a site location evaluation-especially if your competitor is now located in a neighborhood where the stores are open in the evenings. Take heed!