The Cost Estimotor Series

Field Tested

l. Lumber Yord

Esfimqtor...HOT oDoes .|00 line cost estimotes in minutes oMoke mojor chonges in seconds

.Use your own inventory file

.Your copy will show: l. % mork up 5. Boord feet

2. Totol cost 6. So. feet

4, Totol price oPrints out hord copies

.Totolly outomotic

.Foys for itself the first month, .Allows quick estimotes with no mistokes 'sf500po now onty sGXi

2. Generol Coniloctol

Esfimotor

.Does smoller cost estimotes with some lightning speed

Designed for controctors thot need to enter prices & rotes os they do estimotes

Saw LightWeights

Two new, lightweight Pro-Am chain saws utilizing anti-kickback technology have been added to the Green Machine line of high-performance lawn and garden tools by HMC.

The new models weigh ll lbs. each and are said to be the lightest weight in their class. They both reportedly feature full anti-vibration mounting, front and rear handguards, quickstart, solid state ignition, spark arrestor muffler, adjustable automatic oil feed and 2<ycle, air+ooled engines.

+ Mini Accounts Nov Receivoble ?fg s349

For IBM rc, X[ ond Compotibles

SoJt-Touctl

Northwest Management Conference

Building material retailers, wholesalers and manufacturers will gather at Salishan Lodge, Gleneden Beach, Or., for the Western Building Material Association's 2lst all industry management conference, NIay 19-21.

John J. Stephens, president and c.e.o., Roseburg Lumber Co., will be the keynote speaker giving participants a hard look at what's happening in lumber and pllrvood with the

Home Center

(Continued from page 23) paint when the customer in front is having his take-off list priced?

Visual Merchandising:

Sorry, too many of the "Full(?) Service" retailers feature dusty endcaps with left-over merchandise. The chains merchandise and sign their store fixtures for excitement and change their displays frequently.

Instruction:

I'll give the "Full(?) Service" store lots of brownie points for individualized oneon{ne selling and how-todo-it information. But it's the chains who fill their aisles and activity rooms by offering clin- ics, demonstrations, and well-stocked literature racks.

"Challenge of Change in Building Material Distribution" will be the topic of Richard E. Lundgren, president and c.o.o., Palmer G. Lewis Co. Ken Blanchard, co-author of "One Minute Manager," a book which has sold over 700,000 copies, will be featured in a video presentation of anecdotes that show simple ways to increase productivity and profits, reduce absenteeism.

Sales Help:

You'll probably find from 15 to 50 green but aggressive young store employees at the chain store. The "Full(?) Service" store will boast four veteran countermen.

(Ray Kroc of McDonald's fame said, "As long as you're green, you're growing. As soon as you're ripe you start to rot. ")

Pricing:

At the "Full(?) Service" store the customer is exposed to pricing that includes delivery and only sees the lower prices on advertised "cash & carry" merchandise. The chain prices low initially and then makes delivery available at extra cost when requested.

Jerry E. Walker, author of the National Lumber and Building Material Dealers Association's manual "Strategies for Survival " will discuss basic strategies to fend off encroachment of high volume stores including a business plan that can be tailored to a local yard or store. J. P. Bolduc, president, Citizens Against Waste and W. R. Grace Co.. will be featured in a video presentation of "Citizens Against Waste."

Credit:

If Visa and MasterCard aren't enough, then score one for the "Full(?) Service" store.

You're missing my point if you take my argument as a hopeless case for the independent. It isn't. My intention is but to illustrate the fallacies of the false comfort behind the shield of "Full(?) Service." Poor facilities, poor operational procedures and incompetent merchandising cannot be overcome by a copywriter's catch phrase.

Actually a good independent merchant can run circles around a chain store competitor.

UNBESTRICTED ribbing always marks the annual Gag Awards Night of the Los Angeles Hardw00d Lumbermens Club. This year was no exception as Sumwood, lnc.'s Jim Summerlin won the too orize. (You better ask him what it was,) (1) Pete

Dave