THE SOUTHLANDffi

WAYN E GARDNER executive vice president

I ASC recently conducted a survey L amons the members to determine the aspects of their business tney were most concerned with. The survey had been done previously by lrortune Magazine and the Mountain States Lumber and Building Material Dealers Association.

It was interesting to note that very little difference existed between the lumber dealers from Mountain States and Southern California. Their responses also closely paralleled the responses ol businesses in general, as reported by Fortune Magazine.

Members were ambivalent about employee training with no strong response either for or against it. This is reflected in the manner in which the lumber distributors respond to educational programs sponsored by the association. Always some interest, but never overwhelming.

New products were very low on the list of interests. Again, this could be correlated with the response to trade shows, which one always thinks of in terms of new product lines. lt also reaffirms the feeling of most that lumbermen are lrom a long line of traditionalists. What worked well in the past is going to be just fine for the future. But this is going to have to change as other industries bring out products which compete with lumber as a building material. New products, new techniques for selling our product, a yet unthought of package for the builder encompassing a broader line of items. Who knows? But new products and ideas should definitely hold a higher position than the survey indicated that they did.

Government relations were a very low priority item. Other parts of the country leel that government relations are extremely important. Both the Mountain States and Southern California gave them the same low mark. As a result, unless other parts of the U.S. really feel strongly about it, one wonders why so much time and effort is spent trying to get the lumber dealer to visit his congressman.

Short term earnings were also a low priority item. I)oes this mean that the lumber distributor is really in this business for the long term. Let's hope so. We have enough people trying to capitalize on the market during an upswing. Strength and stability are what's needed to keep the reputation of the industry at the high level it has achieved. So the lack of interest in short term earnings wus gratilying. frinding your niche in the market was a definite concern for most of the respondents. And riglrtfully so. The strength and stability ofthe industry can be attributed to those aggressive lumber distributors who are seeking their niche in the market. lt's something that is never truly found because it's not a constant. But the search for it leads to satisfying a market need as it exists, and having the flexibility to move on to another level as market conditions dictate. The flexibility exhibited by the lamily-held units so traditional in the industry and the lack of flexibility by larger corporations give that opportunity of finding "one's own niche"real meanlng.

(l'lcasc tunt to page 78)

Dtstrlbutors

GARY L. SMITH executive vice president

ll OSf of us belong to one or more lll organizations that establish goals or projects in order to accomplish something we feel is worthwhile. The organization may be called an association, a club, a society whatever. The point I'm trying to get to is that sometimes they try to do too much or establish programs that don't offer a proper return.

I attended a seminar a short time ago sponsored by the American Society of Association Executives where a checklist ofsorts was suggested as sort ofan acid test for new projects. lt sets up very neatly on a form with nine columns. For the purpose of this article I'll merely list the column headings.

(1) Project name or description.

(2) Date

(3) Who willdo it?

(4) When will it start?

(5) When should it be updated?

(6) When will it finish?

(7) How much will it cost?

(8) How many people/groups/causes will it benefit, or how many new members foi our group will it generate?

(9) ls it consistent with our by-laws and existing policy?

When produced and distributed to all decisionmakers (board of directors or other governing bodies) as a checklist and referred to as "The Form," I understand it has the very positive effect of streamlining the decision making proCCSS.

At the suggestion of a program or cause the first order of business is "Please refer to your forms." lf you get past No. 3 and generate something meaningful with No. 7 and No. 8, it may be worth doing. Without pretty solid information in all of the spaces, however, No. 3 may be headed for a pretty rough time between Nos. 4 and No. 6. Modify it and try it in your business. Who knows? lt may even turn out to be practical.

Arizoina Sgene

E.J. JOHNSON executive ' vice president

f UCSON is the city. Loews Ventana

I Canyon Resort is the spot and the ALBSA's 66th annual convention is the event. Convention time in Arizona is May 14-17 and we look forward to seeing everyone there.

A block of rooms has been set aside at a special room rate of $90 per night. Due to the overwhelming popularity of the hotel, reservations must be made by April 13. After that time, reservations will be made on a space available basis only. Registration packages for couples are $260 prior to May l, and $285 thereafter. For singles, it is $165 prior to May I and $185 thereafter. Without undue prejudice, Arizona's lumber conventions are great!For futher information, call the ALBSA office 602) 2792376. See you in Tucson! The association's ad hoc door com- mittee will soon be presenting a program before local building code officials to promote uniformity in code requirements for doors, frames and hardware. Several problems have recently occurred wherein different fire ratings on installed units have led to their dismantling by code officials. The Phoenix metro area includes numerous municipalities and it seems that code interpretations vary between communities.

The Young Lumbermen of Arizona have scheduled a mill trip to Southwest Forest's Flagstaff operation which will include a visit to the Jeld-Wen facility.

The association's wood promotion committee is making plans to sponsor a much larger block of space at the 3rd Annual Construction & Architectural Suppliers Show to be held at the Phoenix Civic Plaza in early December. Last year's show produced about eight thousand visitors over two days and plans are to take better advantage of the show to promote more wood products.

!{oRmEasr

GEORGE MCQUESTEN @. Iron Horse Fark North Billerica, MA 01862 (617) 663-343s

MID-STATE LUMBER CO, 20O lndustrial krkway Branchburg, NJ 08876 (zot)72549oo

SOUTHEAST FURMAN LUMBER CO. 8l9l Annapolis Junction Rd. Annapolis Junaiorl MD 20701 (3Ot) 792-2234

_E4R!R4r.gp LUMBER c0 PO. Box 5498

Asheville, NC 28813 (704) 2s3-s667

EPPERSON LUT'BER SAIES, INC P.O. Box 1559 Statesrrille, NC2ffi77 (704) 8734321

L&L LI'I'BER CO PO. Box 3267 Huntsville AL 35810 (2Os) s33-9220

L&t LUMBER CO. 2613 Cfiimneg Driw Madetta, GA 30062

WOOPTORD PLYWOOD PO. Bo:( 1731 Albany, GA 31703 (er2) 88349@ Pgg.hf h Alabama, Gcorgia & Florida

LAKE STITES EMPIRE WHOTESIIIJ PO. Box 249 Akron, OH 214309 (216) 4344545

TORIHWEST

HUMPHREI' LUMBER CO. PO. Box 99913 Ibcorn4 WA 98499 Gooiiibaares--

IJPPIR TIID II TF CANIION LUMBER CO. PO. Box 9328

Minneapolis, MN 55440-9328 (6t2r 42s-t4oo wEln

AIL{OASI FOREST PRODUCTS tNC PO. Box M Chino. CA 91708 (7t4162785sr

HEDLUND LUMBER & MACHINE 5[AININ6 PO. bx 60038

Sacramentq CA 95860 (916) 331€6ll

IMPERTAT WI{OIESATE P.O. Box 25605

Salt Lake City, UT 85125 (8Or) 972-56s6

CEDAR WEST CORP PO. Box 5224

Dernrcr, CO 8O217 FO3) 294{077