Dealer's service means success

In expandlng femOClellng mafKet

' runner to salesmanship. Your _sphere is e local, of course, but remember that youtre not alone. You're getting help from many rnHE REMODELING boom means more Big ticket remodeling is quite another directions. ,.,1 I business for building materials deal- matter, and major projects, such as add' : ers. The big question isiWttictt dealers? ing a room utti fitti.hi"g attic or base'

PROMOT|ON HELP .;.t, Home improvement work is growing so ment to provide more livable space, are Western Wood Products Assn. and l ,; fast that some economists predict it will increasing faster than small ones. other forest industry groups are aiming f.r', surpass new home building in dollar sales Most people are not satisfied with their their major promotion guns on the re' p within four or five years. Already seven houses as they are. In typical times, many modeling market during this year. i. out of every ten hdme owners are making of these buy a new home more to their WWPA's consumer advertising and new fi *F some rmprovements this year. liking, while many others let things go literature are being prepared [o persuade ir, Opportunity is there; in fact, it could forlackof money. the homeowner to enlarge or modernize il,:,' be the biggest yet for the lumber dealer. his existing house-with a big project. iiButitwon,tbreakyourdoorsdown.Com.JustasithasinI966,thewestern 'r . pditionseestothat.

Fr t At _ _ lumber association is gearing its promo' lt 'The.e's nothing automatic about Suc- )fofy dI d |9fGtnGg tional effort to funnel sales-through the 1.' cess, even in the vast home improvement Giving the customer what he doors of the retail dealer. To focus inter' . market, which with all categories counted Want; iS Vital . SerViCe Can be est in your area on your own store, your J;, adds up to $18 billion a year. the key to boost business promotion should include advertising in li fhe word success includes three S's. associations offer back-up promo- newspapers or on the air, or by direct I They stand for: tion. mail-or of both types. WWPA will ji''Servicesupplymatsandinvoicestufferstoyou

But today, "tight money" for new interior paneling, decks and patios, and

Service can be the key business booster. homes on the one hand and high income fences.

The remodeling customer looks to the and savings levels on the other are push- Full-color idea booklets are available on il dealer for ideas, advice and sound in- ing literally millions to decisions to re- these subjects, plus framing used for formation. The handyman who takes on model. visual effect, and siding. How-to-do-it the job himself at home needs information This is a favorable time for a lumber booklets are offered or, .-.torug", decks, about materials, and probably project dealer to establish or expand his home paneling, moulding and fences. These will H instructions, even though he may have a remodeling department. For a construction be furnished in reasonable quantities with kiti, set of plans. However, his project is sel- associate, you should have your pick from just the shipping cost charged to the dom a large one. several builders of good repute, who are dealer.

Boise Leose Out

Producer's Lumber Co. of Roise. ldaho. has been least'd to Harllur'-LeEno" Inc.. an Idaho t:or'polation. formt' r' owllt'r's Larvrenr,c lnd Edna Hetting-er have anutlrrtced.

Tht' firm. rvhi<'h includes a retail yald. sawmill and planing mill. all located ncar thc lloise Ri'r't'r" has bt't'n <4rerated bv the Ht'ttingcls {ol about i30 yetrl's.

Dallas H. Harlis is the president oI HarFJur-LeEno. He {olmellv rvas a partner in Harlis Brothers Lumbel Co.

The retail rard lill be moved to 110 East 29th.

New LASC Members

Four new members havc recentlv ioined tlr,' l,ttml,er As..o,'ialion of Soufherri California. according to Ntar-ne Gardncr. t.recutivt. ,l p.

Nel- rctail division memlrt'rs art' Honrt: l,umlrer (}r.. Strn Bernardino ; Russell Lumber- (h.. \{'hittiel and Southland l,umber .t Supplr- Co.. Ilt'. irr lrrgleu'ood. Ncu wholesalt' division mt'mhel is \Lron'Oregorr Lurnber Co. in San l)it'go.

Leosing ond Tight Money

Lumber compallies rt'spondt'd to tiglrt molet by leasing a record $2.',.7 million worth of prodr.rction and office equipment in 1966. 113 percent mole than in 1965.

Brooks Walker, Jr.. president of L-nitcd t,u,". 1,sa,sing Corporation. said the major rea-.on for the spurt in leasing was the need for manl' lumber companie-s to t'ontinue to modernize production facilities despite tight money.

"While some lumbel companies cut back on capital expenditure,. because of the high cost of borrowing and the reduction in available funds" man1. others reacted by accelerating introduction of cost-cutting t'quipment," I7alker said. "Still others could not cut back on going programs. while otht-.rs were faced with the need to meet competitive pressures. All these factors productd a record least' volume b1 the industry's companies in 1966."

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