Dealers find prcssure trcated wood prcfitable

S THE TREND for outdoor living increases, so does the success of many lumber and home center operations specializing in pressure treated wood.

Payless Cashways is an excellent example. "Pressure treated wood seems to be in the right place at the right time," said Barbara Remkus, manager external communications at Payless Cashways. "People are taking their activities outside onto new decks and pressure treated wood fits the mold of an easy to use, cost effective building product."

completion of a project. Their concept of one stop shopping with 16 departments in each store has paid off. The stores pride themselves in selling everything a do-it-yourselfer or tradesman would need-all the lumber, hardware and tools they may require. They also have a service desk in the center of every store where experts in building materials can answer customer questions thoroughly and knowledgeably. The same prices are available for everyone from contractor to homeowner.

Their success can be attributed to wood products from $50,000 to $150,000 in the last three years.

In some areas, prices are being slashed along with quality and service. But not at Bremerton Lumber. Their prices have stayed consistent, their quality far above average'and their customer service outstanding.

Promoting themselves has kept Bremerton Lumber in the limelight. Their extensive advertising budget has paid off in increased business. They use the local newspaper and try billboards on special occasions.

"Both our knowledgeable floor staff and our complete inventory have paid off in return customers and greater sales, helping us establish ourselves as

Story at a Glance

How a national home center chain and an independent lumber dealer have both built prcssure treated sales and profits what they did to promote the product and its uses and applications.

an industry leader on the Kitsap Peninsula," says Jim Pruitt, manager.

Selling to the serious do-it-yourselfer and tradesman, Payless Cashways has 163 locations in 17 states with annual sales of $1.3 billion. They do in-house promotions as well as using all media for advertising.

Payless Cashways' success in selling pressure treated wood and a full assortment of building material products can be traced to their overall attention to the consumer from the beginning to the many aspects of their organization. from extensive use of in-house displays to advertising. In many of the stores treated wood decks will be set up on the floor for customers to see, along with outdoor furniture and fences.

Another dealer who has met and exceeded the competition in selling pressure treated wood is Bremerton Lumber. Bremerton. Wa. The store has increased its sales of pressure treated

Both their retail outlets at Bremerton and nearby Gorst, Wa., are 3500 square feet with attached warehouse and storage area that exceeds most of the competitors. There are at least five knowledgeable salespeople on the retail floor at one time to answer any questions do-it-yourselfers and contractors may have.

As the need for pressure treated wood increases, dealers who know how to help and serve the customer will find their sales increase, as our two examples have shown.

Cramped, urban in-fill construction sites are no problem for our experienced San Antonio Pole Construction crews.

When University Without \ Ails wanted us to build an office for their school, we erected this l,7OO square foot building, complete with parklng for six vehicles.

Built on poles, this sturdy structure is all wood, except for its stucco exterior. In addition to the proven performance of pole construction, pan of its strength comes from the use of double 4"x16" timber supports for the floors. No steel was used or needed.

San Antonio has the decades of experience to build exactly what you need and want. \A'€ understand the wood products business and can help you plan yoLlr new building for maximum efficienry and cost savingS. uike nsposito, rngf.

1280 unir F-l

'v\est L-ambert Rd.

Brea, Ca. 92621

(2r3) 694-836r

(7r4\ 525-779()

P.O. Box 136 Grimes, Ca.95950

(916) 437-2303

H0MES, both sing e family and multi{amily, also can use frre retardant treated vrood to meet building code requirements Homeol,rners f nd that using the materia can cut nsurance costs for private dwellings. Fire retardant treated wood markets in the Pacific Northlvest are growing according to two Washington producers of interior FRTW, Exterior Woods. a Koooers licensee rn Washougal. and Western Wood Preservrnq In bumner.