How you can save on delivery costs ffi a,

With its fully integrated screen and reversible sash, our new top-hung MODEL TPS is the most advanced roof window made today.

III{E LAST of the job responsibilities

I of a dispatcher, as outlined in this column over the past few months, concerns asset management.

In the case of delivery this means trucks. Although drivers should be responsible for the operation and maintenance of their specific vehicle, the dispatcher has the responsibility for overseeing and monitoring a preventive maintenance progr.rm for all vehicles. Each day he must check on the maintenance of the company's most expensive pieces of equipment-the trucks. This not only preserves and lengthens the usable life of the truck, minimizing costs, it keeps the dispatcher aware of what equipment will be available the next work day.

Management, of course, is responsible for the installation of such a program. No one should be asked to manage people and assets without the capability of having that effort measured by themselves and the management.

Our work for several years has allowed us to examine the delivery operation of literally hundreds of lumber and building material dealers across the nation. An astounding nine out of ten, or 9090 of those observed were losing money on delivered sales. Most of those who are skeptical of these figures become converts to at least their own susceptibility when asked "Does your comp:rny periodically identify the profitability of its delivered sales? "

Typically, the answer is "No." This is unfortunate because in the sales mix between delivered and nondelivered sales there is about a l59o cost,/margin differential.

First. the cost of delivered sales currently costs between 690 and 790 of their sales value. Second, receivables are primarily generated by delivered sales. Third, anywhere from 5090 to 10090 of any company's shrink is generated by delivered sales. (Theft has historically found a major nest within the broad range of the delivery activity.) Finally, most nondelivered sales have a higher retail price and mark up than the volume pricing and lowered margins offered the contractor customer who wants, expects and gets delivery.

Questions on delivery costs? Send them to this magazine ar 4500 Campus Dr., Suite 480, Newport Beach, Ca. 926ffi. Wally Lynch will answer them in future issues. This is your chance to take advantage of his expertise in cutting your delivery costs.

When profits on delivered sales are measured, most dealers are surprised at how little profit and,/or how much loss is involved in a major portion of their sales activity.

How do you stack up?

"Manogement Surveys the Black Hole of Delivery," divided into threeseparate dollar volume manuals, under $2 million, $2-5 million and over $5 million. is available for $45 from Builders Express Inc., 1/J50 Plano Rd., Dallas, Tx. 75243, Attention: llally Lynch.

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And Selected Sales Aids

French Stone Fireplaces

Handcrafted stone fireplaces imported from France by Atre of America are reportedly 2/3 less expensive than traditional masonry fireplaces and come in six different styles to complement various interior designs.

The stones for the fireplaces reportedly come from the same quarry in southwest France that provided the building materials for the famed Pont du Gard, an aqueduct and bridge built by the Romans more than 2000 years ago and still standing. This particular type of limestone was selected because it is said to withstand the high temperatures generated by hot-burning woods without warping, cracking or otherwise deteriorating. This reportedly is an important safety feature for multiple dwellings, where a single faulty fireplace poses a threat to many units.

FlytrapAu Naturale

The Flytrap from Kelley Manufacturing Co. reportedly can be used all year long to rid yards, garages, farms and worksites of flies.

The device is said to draw the insects in with an all-natural attractant. Once inside, the pests are trapped and drown. No insecticides, poisons or flypapers are needed. The device is said to be harmless to humans and animals.

Made of lightweight polyethylene, it contains no moving parts. One packet of bait reportedly works from I to 4 weeks.

The large, pre{ut conchitic limestone blocks reportedly require only minimal mortaring and can be assembled by unskilled labor in about two hours. The fireplaces, which weigh between 700 and 1300 lbs., are said to require no extra footings.

Step Saving Combination

A combination solid maple chopping block and waste receptacle that glide out of the cabinet base unit is new from Starmark.

Reportedly featuring heavy duty suspension, with 100 lb. slides on both the block and waste basket, the design is said to make clean-up easy. It comes in a variety of cabinet models.

For more information on New Products write The Merchont Magozine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Please mention issue date and page number so we can process your request faster! Many thanksl

Custom Cooking

A customized, built-in look for countertop microwave ovens is available wilh a new microwave oven trim kit, from Sharp Electronics Corp.

The kit, designed for models in the Sharp Carousel II line, is said to fit other ovens with the same trim specifications. Outer dimensions are 26-7 /16' x l7-l/2" to fit a 27 in. wall cabinet. The kit reportedly comes with all required hardware and instructions for installation.

Seal of Approval

High R-values characterize new insulating sheathings from Celotex Corp.

Thermax and Tuff-R glass fiberfaced rigid polyisocyanurate foam insulation boards are useful in residential applications and have been awarded the Good Housekeeping S€al.

Wrinkle Resistant Flooring

Six product lines of Nairn Floors Ltd. of Scotland are being introduced to the U.S. Available in 12 ft. widths and some optional six ft. widths, they will be sold through Nairn America Ltd.

Advanced glass-fiber technology reportedly keeps the flooring from curling, cracking, tearing,wrinkling, shrinking or stretching. Its no-wax surface, asbestos-free backing and reportedly easy installation are designed for professionals or d-i-yers.

Extra Hood Space

A pull-out style range hood which provides extra storage space behind cabinet doors, is new from Broan.

The Hideaway's dual centrifugal blower and fluorescent light turn on automatically when the hood is pulled out.

The range hood accommodates a 30 in. cabinet face frame with doors. as well as many cabinets with fully concealed hinges. It also features an infinite speed blower control with electronic blower memorv and heat sentry protection.

Everything In lts Place

Four cutlery dividers from Western Cabinet & Millwork will keep silver or stainless steel cutlery organized and easy to find. The dividers, available for all cabinet designs, are said to be removable and easv to clean.

Hot Tub Companion

Bathers can now switch on and off outdoor lights, the stereo and up to two additional electrical operations without leaving their spa or hot tub.

A new control system from Intermatic Inc. is designed to control up to four separate ll0-volt or 220-volt loads. It will operate up to 150 ft. from the load control center.

No More Puddles

Filling the gap left by the shower curtain at each corner of the tub, the Shower Splash Ender reportedly keeps water off the floor as well as preventing damage to walls, floors and subfloors.

Made of ABS plastic, it caulks in place.