Bracrrt Internationd

sliding patio doors to replace old or energy-inadequate doors opening onto balconies and garden areas. Interior sliding or folding louver doors are a way to improve the appearance

Drawer 4779, Arceta, Ca.9552t 7O7-822-3648 gennnlUlnbaaleLurtbp,r Hem-Fir of rooms without major remodeling. A drive or stroll through any middle-age neighborhood will show you that replacement doors, or entryway systems, to use current vocabulary, are hot items. Make the most of this trend in your store. JriorxrtiPo#r:,tffi,,;:

D0-|T-Y0URSEIFERS find rhat instailino new door systems is made easier usind directions ilrovided by manufacturersl Dealers can encourage them by providing plenty 0l guidance, demonstrations and cilnrcs.

Balance Nets Best Profit

To increase net profit, most retailers know that they must stress the basics-hold down expenses, improve either buying or turnover, maintain a good gross profit margin and sell more.

However, many retailers make the mistake of concentrating too much on one or two items, usually at the expense of others, according to management tips presented to customers by Palmer G. Lewis Co., Inc., Auburn, Wa.

To achieve the best profit margin, a delicate balance must be struck between all four basic factors for net profit. For example, assume you have a 2590 gross profit margin which is a33 %s/o mark-up. If you cut prices 590, you must sell and handle 2590 more merchandise to earn the same number of gross profit dollars. When you cut prices l09o,.you must sell and handle 662/to/o more merchandise to earn the same number of gross profit dollars.

Gross profit and turnover are two net profit factors that go hand-inhand. Consider the following: Each of four dealers had $50,000 invested in inventory. A's markup percentage is 4090; B's is 2590 and both C's and D's are 33%s/0. Also, assume the following are inventory turnovers: A,2V2 times; B, 5 times; C, 4 times and D., 5 times. The results would have A with a total gross profit of $50,000; B, 62,500; C,66,800 and D, 83,500. Dealer D far outperformed the rest with moderate prices and high turnover.

A formula Palmer G. Lewis Co., Inc. uses to determine the most desirable levels for markup percentage and turnover is as follows: Gross Profit x Turnover. For example, if your average gross profit on overall business for a year is 2590, and if your turnover is 4, then the result would be 25 x 4 : 100. Any result around 100 is fair, with 125 being good and 150 excellent.

And even if your overall result is good, certain lines or items may be dragging. Don't carry too many slow-movers. You must try to get the highest possible gross profit percentage, but above all, try to control your buying so you can obtain maximum turnover.

All four net profit factors have to be weighed before making decisions.

"LOOKING AROUND" says Paul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changing conditions keep him alert to progress.

Ouality Redwood

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting your customer's needs.

From the Forest to the lence

P.O. Box 248

Arcata, Ca. 95521 (707\ 822.1779

Russ & Bob Britt

HOME CENTER

(Continued irom page 22)

Decorating with lighting fixtures

Designing with brick

Driveway & patio repairs

Electric wiring

Energy savings

Floor covering styles & installation

Furniture refinishing

Installing a turbine vent

Installing fencing

Installing fireplaces

Installing paneling

Installing roofing & guttering

Kitchen design & layout

Landscaping and lawn care

Plumbing installation and repairs

Replacement windows & doors

Roof repair & replacement

Shelving systems

Trim-a-house for Christmas

Using power tools

Wallpaper installation

Wood burning furnaces installation

New Mill Off and Running

Rough green cuttings, S/20 ft. will be the main emphasis of the new Jensen Lumber Co., Inc., Hyampom, Ca. The firm will cut old growth Douglas fir and manufacture export clears, industrials, structural beams and timbers and rough green dimension and boards.

Formed by Bob and Rosemary Jensen, the firm, which is located in a sawmill formerly owned by Hyampom Lumber Co., plans to produce approximately 100 thousand board feet per day, offering lumber mainly for truck shipment, f.o.b. mill.

The Jensens have moved to Hyampom from the Sacramento/Stockton area where they both worked in the lumber business. He will buy timber and run the mill while she handles lumber sales and manages the office.

Life of a Salesman

A free, 32-p., full-color catalog, " 1983 Sales Aids For Successful Selling: Spring Edition," is available by calling (800) 257 -7761.

Merchandising Power

A l6-p. "Merchandising Power: Maximizing Consumer Potential at Retail," is $l from Ronnie Telzer, Point-ofPurchase Advertising Institute, 60 E. 42nd St., Suite 1448, New York, N.Y. l0l 65.

Drive a Hard Bargain

Sales literature to help the hardware, home center and building supply dealer market aluminum nails is available free from Phifer Wire Products, Inc., P.O. Box 1700, Tuscaloosa, Al. 35403.

Stick to lt

Technical Report No. l9l on bonding agents is free from Tamms Industries Co., 1222 Ardmore Ave., Itasca, Il. 60143.

How to lmprove With Wood

How-to materials for home improvement projects using wood products are free from the National Forest Products Association's Publications Department, l6l9 Massachusetts Ave., N.W., Washington, D.C. 20036.

Easy to See

An illustrated selector guide detailing architectural surfacing is free from United Materials Technology, lnc., 236 Millbrook Ave., Randolph, N.J. 07869 or (800) 526-1043.

AllYou Need To Know

Home Improvements Monual, 384-p. reference book, has been published by The Reader's Digest to sell for $21.50.

Brick Bats

A brochure outlining their line of clay structural materials is free from Hanley Brick, Inc., Summerville, Pa.

For Prompt Service

On all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine. Many thanksl

More About Moulding

"America's Total Moulding Source, " a full color z[-p. brochure is free from DG Shelter Products Moulding and Millwork Div.'s Marketing Services, P.O. Box 610, Marion. Ya.24354.

Did You Say Corn Starch!

A free kit on the role of corn starch in building materials is from the Advertising Dept., Corn Products, P.O. Box 8000, International Plaza, Englewood Cliffs, N.J.07632.

Energy Saver

Concept IV, a 128-p. book on energy efficient building, is $6.95 from Andersen Corp., Bayport, Mn. 55003.

Lights, Camera, Action

The Bottom Line, a National Wooden Pallet & Container Assn., I l-minute, colorlsound movie in l6mm and Super-8, is free on a loan basis from NWPCA, 1619 Massachusetts Ave., NW., Washington, D.C. 20036. Allow six weeks for delivery.

Fastenating Facts

A new l2-p. fastening systems catalog is free from AEG Power Tool Corp., I Winnenden Rd., Norwich, Ct.06360.

HelpfulTrio

"Mr. Estimate," "Building Material Price Book," and "President's Profit Program" are all available from the National Lumber & Building Material Dealers Association, 40 Ivy St., S.8., Washington, D.C.20003.

Energy Savings

"Passive Solar: Using Windows and Patio Doors to Cut Fuel Bills" is free from the National Woodwork Manufacturers Association, c,/o Sumner Rider & Assoc., Inc., 355 Lexington Ave., New York, N.Y. 10017.

Elevating Reading

A l2-p. sales bulletin describing anew line of lift trucks is free from AllisChalmers Industrial Truck Div., 218m S. Cicero Ave., Matteson, 11.6U43.

Lifetime Floors

"Hardwood Floors for Today and Tomorrow," a 6-p. color folder, is free from the National Oak Flooring Manufacturers Association, 804 Sterick Building, Memphis, Tn. 38103.

Conquer Clutter

A color brochure "How To Gain Space and Get Organized" is free from Clairson International, 720 S.W. lTth St., Ocala, Ft.32674.

High Tech Fasteners

A brochure explaining Red Point space age screws is free from New Century Machine Tools, KHS Fasteners Div., 80 Depew Ave., Buffalo, N.Y. 14214.

Free Air Time

A l2-p. brochure, "Attic and Roof Ventilation Products," is free from Air Vent Inc., 4801 N. Prospect Rd., Peoria Heights,Il. 61614.

Roofing Products

A brochure of products for use in builtup roofing systems is free from Permaglas Div., Evans Products Co., P.O. Box E, Corvallis, Or. 97330.

The Finishing Touch

A colorful 4-p. brochure of metal and plastic wall-plates is free from Pass & Seymour, Inc., P.O. Box 4822,Syracuse, N.Y. 13221.

THE WORD ON PAINT

(Continued from page 4 I ) can make one-coat coverage impossi ble. Apply a full, liberal coat when painting.

On cool days, don't paint late in the day (after 3 p.m.). Dew may form and damage the uncured paint before it dries. On warm, summer days, follow the shade. Don't paint in direct sunlight. And on cool spring or autumn days, or when the temper- ature is below 70 o, paint with the sun, to speed up drying. Move from north to east to south to west.

Maintain a High Profile

Keep your store's name before the public by sending press releases to your local newspaper regarding new employees, retirements, sales figures, new programs, store openings, expansions and such. Be sure to link the store's name with yours when you are involved in civic projects that will receive newspaper coverage.

No Soap to Computers

Floors in the computer room should be washed with plain water. The chemicals in some detergents can evaporate and cause damage to the computer's memory disk. Also, if the computer room is carpeted, use caution while vacuuming. Dust can fly up into the computer and cause damage.