THE ARIZONA SGENtr

By FRANX DAVIS executive vice president

()NE of the panel discussions held - at our 51st annual convention was entitled "Ilow Can the Average Lumber Dealer Successfully Compete with the Mass Merchandiser." (Complete coaer&ge of the entire conoentinn will awe&r in neut mmtth's Merchottt Magozine.)

f be[eve the average Lumber Dealer has manry thlngs going for him and if he applies them in his business he can always capture his shax€ of the market and show a good pmfit

Number one, the lumber dealer should confine his inventory to build- ing materials. This he knows best. Ife should not venture into items out of the realm of building materials such as housewares, drugs, or sporting goods. decisi,on on the m$tber in October, meanwhile allowing the practice to contirtue.

The building materials business is unique in that, in most eases, tbe items the dealer sells need explana- tion; someone has to inform the customer how to properly apply and finish the materials. ?herefore, it rules out the concept of complete self-service as practiced by the mass merchandiser.

When the averag:e American consumer buys building materials he wants and needs knowledge about that item. In most cases he wtll never get this in a self serwice store.

Numercrts subjects were outlined for discusgion in rtudy groups durtag the 'coursb of the meetilrg:. Some were, "Tlle efrect of dlrect rhlpments on th6 traditional vholesale-retail relationahip,"'nWage-Price stabllizatlon -is it efrective ?", 'rO@upational safety and health regulations-heve they affected your operating expense?"

Some of the qgeakers heard on subsequent days were Iloward F\kunap, president of the Building Contractors Assn. for the County of Maui; Weyne Lincoln of A-B Commercial Supply, Island of Maui, and Hal Mathews of Wood hoducts Assn. of Hawaii. Hoirolulu. '

All tha talks were based on woodits use as a eonstruction material; its competitiveness in the market place; promoting its use among architects, engineers, designers, builders and consumers; its availability; the effect of supply and demand on costs; storage and handling costs; treating eosts and the myriad of other problems confronting the lum,ber dealer and the contractor.

If I were an average lumber dealer I would be sure to follow these rules:

(1) Have courteous and aggressive countermen with good product knowledge.

(2) A good floon, plan with neat and orderly displays.

(3) Carry qualrty merehandise.'

(4) Good delivery service.

(5) Adequate parking.

(6) Good advertising; let the customer know about the serviee we can provide him.

Last and most importanl keep his identity as a "lumber dealer." In most projects the consumer needs lumber ffrst; if you can get him to your yard to buy lumber and apply the rules as outlined above, he will buy other items to tie in with the lumber purchase.

The "future is here" for all of us and there is a spot in our €conomy for both the mass merchgndiger and tbe average lumber dealen

fulesale TIMBERS lobhing

. Douglos Fir in sizes 24'x24t o Pfoner. copocity for surfocing to 24', x 24, o Re-Mfg. focilities.for resowing to 34, x 34,, we con't find it . . we'll moke if