LET TE RS

We ale, of course, always pleased that you choose to report on activities of Boise Cascade Corporation.

In your November 1980 issue, you referred to Boise Cascade as a western corporation. That is not really accurate. Although headquartered in Boise, Id., we are a major forest product concern with significant timberlands and paper and wood products manufacturing facilities in all regions of the U.S. and in Ontario and New Brunswick in Canada. More of our 32,000 employees are stationedEast of the Mississippi thanWest of the river.

Mike Silvr

Press Relations Manager

Boise Cascade Corp.

Boise, Id.

We thoroughly enjoyed the article about Roy Barto entitled "The Early Days in Marketing Philippine Mahogany," that appeared in the April '81 issue,

Gage McKinney did an outstanding job, in not only vividly portraying this legendary figure but also in relating a bit of our industry's history on a more personal nature. There are.so many interesting tales to tell about the pioneers of the wood business, let us hope Gage will be able to present more pieces of this nature in your future publications.

Sumwood, Inc.

P.O. Box 45822

Los Angeles, Ca. 90045 GIRL

In view of the following facts:

(l) Mungus-Fungus Forest Products maintains an unlisted telephone number;

(2) According to the latest issue of ?fte Merchant Magazine, they are branching out, and

(3) The Merchant Magazine seems to have the only open channel of communications with Mungus-Fungus,

May I ask The Merchsnt Magazine to relay my desire to become a part of this growing organization.

I have sales experience, can type, invoice, speak and walk with expertise. I am a female, and since their staff is increasing to three, the government will no doubt be stepping in with a "hire a female" requirement soon.

My greatest asset (here comes the biggie) is that I am able to say "MungusFungus Forest Products" rapidly, in succession, at least five times.

Thank you, for your assistance.

Felicia Fryday

P.O. Box 26164

Sacramento, Ca.95826

Mungus-Fungus Forest Products is unique in the industry in that they consider o listed business telephone "tackv."-ed.

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements.

lContinued J'rom page 25) pliers by quickly answering "no" rather than "I don't know." There are a number of key executives in major manufacturing companies who have reached their position by maintaining an attitude that they had a fiduciary responsibility to their retail accounts as well as their employer. They developed this attitude as a salesperson calling on retailers in the field. They recognized retailing creativity and fought as diligently for the good of the retailer as for the benefits of the manufacturer.

It disturbs me. however. that there are still too many wholesaler salesmen, direct factory men, and manufacturer's reps who will answer an emphatic "no" rather than "let me check."

I've worked with independent retailers who were able to double their advertising presentation by requesting information about cooperative advertising programs from the home office rather than accepting a "no advertising" answer from the sales rep.

As Seminar Director for the National Home Center,/Home Improvement Congress and Exposition I chair the advisory board meeting that's held every year four weeks after the show. The board is comprised of a balance of exhibitors, large retail chains, independent retailers, independent wholesalers and programmed wholesalers. Each member serves a term of three Years. Six members are retired each year. Six new members come on board.

The iunction of the board is to critique the past show and make recommendations for future shows. There have been two requests from the independent retailers that have been repeated at the past four board meetings:

(1) Get the message to the rural and small town dealer that this is /fteir show and they have much to see and learn at the show,

(2) Get the exhibitors to be more friendly, courteous, and cognizant of the smaller retailer.

These board members report that there are personnel in some of the manufacturer's booths who make them feel like second rate citizens because they don't represent the buying power of a Wickes, a Grace, or an Evans. We've been told that the follow-up after the show has been extremely poor by some major suppliers and that it takes prodding by the retailer to get information about the products and programs exhibited at the show.

I have the opportunity to review thousands of comment cards from retailers who attend the show. The word that is written most frequently is "small."

These retailers want us to continue to feature seminars and disperse information about how to operate, merchandise, and promote in rural and small towns.

What's interesting is that they use the word "small" when they refer to themselves. They don't find it degrading. They shouldn't. These "small" retailers are responsible for the ultimate sale of tens of billions of dollars of after-market house improvement products.

So a word to those suppliers looking to expand their distribution. Don't neglect the little guy. Call them mom and pop dealers, call 'em small independents, call 'em a secondary market . but call 'em!

Entry deadline for the second annual Redwood Plywood Imagination Awards program sponsored bY the Simpson Timber Co. is Sept. 15, 1981. Entry forms and additional information are available from the company, 900 Fourth Ave., Seattle, Wa.98164.