l{u Directions

WHOLBSAIE DISTRIBUTION:

E Certified K/D redwood & western red cedar

! K/D Douglas fir clears

! Douglas fir timbers, long dimension &2 x 14

WE MANUEACTURE: n Certified K/D redwood and western red cedar ! Patterns and surfaced

Edge glued stock tr Paneling

Mouldings

WE AISO OFFER: Custom milling and drying and loading

Anchors Away

Micro Plastics, Inc. has introduced a line of molded all nylon 2 piece Anchor Rivets which provide a resistant blind fastener for solid or hollow materials, including wood, concrete and plaster.

When the rivet is inserted in a predrilled hole and tapped with a hammer, the nylon drive pin seats and expands to hold securely in place. The nylon anchor body provides thermal, electrical, corrosion and vibration resistance.

Of f-Price Selling Increasing

"As developments in the off-price industry gather momentum, it is likely that few firms in consumer goods distribution will remain unaffected," according to Jon Leffler, the author of Off-Price Retoiling: An Update.

He explains that off-price retailing is likely to significantly affect not only the structure of retail competition, but supplier industries such as manufacturers as well. He explains, "As the phenomenon grows in PoPularity, the number of shoPPing centers with the'off-price' theme has risen. " These centers, many of which represent recycled space, provide an appropriate environment for applying the off-price formula to various lines of merchandise.

Off-price retailing as a form of retailing is characterized by:

(1) Regular, every daY sale of medium to high qualitY Products at deep discount Prices.

(2) Opportunistic purchase of closeout, late season, overstocked or

The Merchant Magazine slightly damaged merchandise at extremely favorable merchandise cost.

(3) Conventional gross margin and high inventory turnover.

"Off-price retailing is a prime example of adjusting to the difficult environment of the 1980s," explains Leffler. "It is a high value formula, with a unique set of operating and merchandising characteristics, which makes it a very effective market share predator."

The report lists some of the largest retail institutions in America as participating in off-price retailing, such as, Federated, K-Mart, LuckY Stores, and Dayton Hudson Corporation. "These retailers have the capital and the commitment to make off-price a major competitive force in the marketplace," claims the author.

The report also explains that it is difficult to describe the "typical" off-price store due to the many operations that exist within this market today. Nonetheless, the report shows how the market can be meaningfully segmented into four primary groups: Independent retailers and small chains; Manufacturerowned factory outlets; Clearance centers; Large chains.

Color Home Products Warm

Terra cotta clay, reddish brown, peach, neutral and blue-gray will be the main colors for home Products in 1984.

"Color Directions-1984" Prepared by the Color Marketing

Group, a cross industry association of professionals concerned with the marketing of color, sees warmer colors with red and yellow used for exteriors while interior paints will be in pastels with golden tones.

Soft, conservative colors will continue to be used for building products which remain in use for a lone time.

Home Show SRO

Nearly 1,750 exhibitors have been assigned space in the 79th National Housewares Manufacturers Association International Housewares Exposition's last July show before shifting to a new spring/fall schedule in April, 1984.

"Our final July show will be the most important summer show for the industry in the NHMA's 44 year history," Ronald A. Fippinger, managing director, said, "because of the nine month hiatus until our next show in April."

Show dates will be July 10-14 at McCormick Place plus McCormick Place West, Chicago, Il.

What's in a Name?

Four names are under consideration for the re-naming of the Northwest Hardwood Association.

Board members will make a selection this month. Proposed are Pacific Hardwood, Western Hardwood, Pacific Hardwood Lumber or Western Hardwood Lumber Association.

Second Time Around Copier

A used or rebuilt copier may be a better purchase than a new one, especially if the business has no special copying needs and uses 8% x l l " paper. The cost of a used or rebuilt copier is about 7590 less than a new one that has the latest features.

W0RDS 0F parting (1) lrom retiring association exec. v.o. Frank Davis. (2) Bill Herman' Steve Snaveiv, Frank Stewart. (3) Sue Spellman, Peqoy Snavely, Carol Armstrong. (4) Kim Cord-e-s. Sherrv & Bob lvie, Bob Cordes, Scott Sievert. (5) Sherry Gaylor, Doug McCullouqh. (6) Tom Gilstrap, Steve Garrison, Rich Fahlnei, Jack Donovan. (7) Tom Marrin, Wilma Lott, Rich Fahrner. (8)Ed Smilh, John Murohv, Pete Seivert. (9) Ray & Bernice t-opp. [tO) Lani & Scott Gates. (11) Brenda & Laiiv Greoorv. (12) Tim Spellman, Bob Book. (13)-Jim -Sullivan, Sherry Gaylor. (14) Sam Hauert. Ace Mason, Jim Barlow. (15) Don Fink, George Seivert.

Arizona Transition

(Continued from page 34)

Material Dealers Association, John Martin, then reported on legislative activities in Washington. Noting the strong senate support for the proposed Mortgage Retirement Act, he revealed that neither Arizona senator (Goldwater and DeConcini) had Yet decided for or against. Martin said that dealers should fight to get MRA passed into law.

He said it was likely that deductibility of mortgage interest will remain and that imposition of imPort duties on Canadian lumber was unlikely.

First speaker SaturdaY morning was Congressman John McCain of Arizona's First District, who warned that unrestrained spending and taxing could cripple the recovery, wiping out the gains that have been made. A long term recoverY without inflation is the goal, he said.

He pointed out that Tucson was closer toEl Salvador than Washington and said that with aid the embattled countrY had a chance to be a free nation. The Congressman described El Salvador as "the key to the other Central American countries. "

Bud Howe, the current President of the National Lumber and Building Material Dealers Association and a Peoria, Il., lumberdealer, offered a number of suggestions to helP dealers survive in the 1980s. Investigate installed selling, make a market,survey of your customers, sell quality, watch profit margins, find vour niche in the market and take

With more than 5090 of American women active in the nation's workforce, the woman's place no longer is simply in the home, if it ever was. Moreover, women are playing an increasingly decisive role in determining the kind of home they want to be in and the kinds of materials to be used in it.

Women are taking a leading part in making major home-buying decisions. Their earnings often help buy the house. and this adds to their leverage in house-hunting. Women are exerting their decision-making powers not only as partners in homeseeking families; many single or divorced women are buying homes on their own, with full responsibility for making key choices ranging from financing to exterior construction.

"Home builders everywhere tell us that women no longer limit them-

There's Nothing Like A Dame

selves to cosmetic matters, like bathroom vanities or questions of taste in kitchen details, important as these are," according to John P. Gleason, Jr., President of the Brick Institute of America. "They're getting into heating systems, insulation, basic construction, and building materials. "

Women make up approximately 3090 of all do-it-yourselfers in the country. Many are just as active as men in hauling carts full of paneling, sheet rock and 2x4s down the aisles of building supply centers. Not only are more women shopping at home improvement centers these days, they are also doing a greater portion of home repairs.

According to an executive at a leading home improvement center, women are tackling bigger and more challenging home improvement jobs, such as putting in patios, re-roofing homes and even installing new plumbing. The voices behind the home center hot lines report that a majority of their calls come from women who plan to do a home improvement project on their own.

Another kind of female shopper is represented by the woman who was having a $260,000 home custom built for her. She toured a retail store with her contractor, who acted as her consultant, and purchased most of the material needed by the builder. She also saved the builder's markup by buying herself.

Women are definitely a force to be counted in the home building and home improvement market today. Sharp retailers are realizing this and catering to the ferninine as well as masculine shopper.

BETTER times bring smiles to the faces of the officers and directors of lhe Arizona association.

Arizona Transition

(Continued from page 49) care of your customers, Howe counseled.

He said the 30 instructional manuals offered by "National" can be a great asset to dealers. The one on fork lifts, for example, enabled his drivers to preserve the equipment, use it more efficiently and with greater safety. It also gave them a heightened appreciation of the importance of their job.

The AL&BSA closing banquet honored its retiring executive v.p. Frank Davis. He stressed the importance of "having respect for people, being involved in your industry and your community." Paying tribute "to those who helped me, help my successor, keep the association strong," he said.

Wickes Chief Paid $1 Million

Nearly $l million in salary, bonus and benefits was received by Sanford C. Sigoloff for l0 months as chairman, chief executive officer and president of the bankrupt Wickes Cos. during fiscal 1983.

Wickes listed Sigoloff's salary as $564,648 plus a sign-on bonus of $400,000. In addition, he received reportable benefits valued at $25, I 56 and stock valued at $59,375. His salary is includeci in the 1983 fiscal deficit. currentlv set at $249 million.

The Nicest People

Many thanks for the get-well card sent while I was a patient at Desert Hospital. It was one of the first to arrive so you had to be doing a super reporting job somewhere along the line to have heard about the news that I was incaoacitated.